#DoorGrowShow - Property Management Growth

Transcript

[00:00:00] Jason Hull: One of the biggest challenges for entrepreneurs really is just to be able to believe in yourself. Everybody says like, "You need to like, take action and hustle and do this and live the dream," but you have to believe in yourself because if you don't believe in yourself, you don't get it.

[00:00:12] Jason Hull: All right, we are live. Welcome DoorGrow Hackers to the #DoorGrowShow. So if you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you're interested in growing in business and life, and you're open to doing things a bit differently then you are a DoorGrow Hacker. DoorGrow Hackers love the opportunities, daily variety, unique challenges and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the bs, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host property management growth expert, Jason Hull, the founder and CEO of DoorGrow. Now let's get into the show.

[00:01:11] Jason Hull: So I have a special guest with me today, one that I happen to be madly in love with. This is Sarah hall. H-A-L-L. Different last name.

[00:01:24] Sarah Hall: For now.

[00:01:24] Jason Hull: For now. I'm working on changing that y'all. I'm working on changing that one letter in her last name. So this is Sarah. So Sarah, why don't you tell everybody about yourself?

[00:01:34] Sarah Hall: Hmm. All right. So what do you want me to get into? So, uh...

[00:01:37] Jason Hull: Tell them what you do at DoorGrow and in your background.

[00:01:41] Sarah Hall: ...and my background. Okay. Well...

[00:01:42] Jason Hull: And then we'll get into our topic.

[00:01:43] Sarah Hall: Let's see. So currently, I am the COO here at DoorGrow. And so I'm kind of over all of the operations and the financials. I kind of make sure that the wheels are turning and that the business is moving forward, and I have my hands into a lot of the little nitty gritty details. That's kind of what I do at DoorGrow. I am also been a business owner and I've done that for about five years now. About five years I think. And I'm actually I've got a small team at this point. My real background I would say is sales. So I always say I haven't sold anything a day in my life. All I do is I give people the information that they need to make educated decisions. And I think if you believe, you know, that's what you're doing is just kind of educating people, then it's not really sales. You're not really pushing anything on them that, you know, they don't want or don't need. But I have an extensive sales background. I've been working since I was 14 years old, and my first like sales gig was probably when I was about 16 or 17. And I've been doing various forms of sales and now entrepreneur opportunities and all that good stuff ever since.

[00:02:58] Jason Hull: Okay. All right. Sarah's a badass. So I just want you to . , Sarah singlehandedly has cut some of our clients with hundreds of doors like operational and staffing costs in half from a single call. She's very efficient. It's why she's able to run you know, our company at DoorGrow as an operator and COO, while running an entire property management business with hundreds of doors, like as a part-time gig really with one person that's part-time boots on the ground and she's able to like systemize her business to that level. So, She's able to help our clients out a lot in the coaching. And we've got a really awesome team. So what we're going to talk about today, Sarah and I went to a conference recently. We went to Funnel Hacking Live, which is a big marketing conference full of entrepreneurs and they had some amazing speakers. So one of the speakers there was this gal named Jamie Kern Lima, and if you haven't heard of her, you can google her. She's kind of a big deal. But she has this book called _Believe It_, and she was talking about this framework of four steps related to belief. And I thought this would be really powerful to share with our audience. So we want to take you through this briefly and share. So where should we start?

[00:04:11] Sarah Hall: Why don't you go through some of the framework stuff, or should we go into her background? Let's do a little bit about--

[00:04:18] Jason Hull: you tell about the background...

[00:04:19] Sarah Hall: I'll do the background, then we'll do the framework. Then we'll get into the nuts and bolts and nitty gritty stuff. What I found really inspiring about Jamie, is she she saw an issue really she found, ended up relevant to thousands of women all across the globe. She was suffering from a skin issue called I think she had rosacea and she was using all these different makeup brands. She tried just about everything that there was to try concealers and primers, and she's tried it all, every single brand, every single product. Nothing really worked for her. And she was at really like what she thought was the height of her career as a TV news anchor. And she had her earpiece in her ear while she's live.

[00:05:01] Sarah Hall: And her producer is going, "Your makeup is running. You're on live tv and it's running." and she's, like trying to blot. And she had blotted and wiped off almost all of her makeup. And he's going, in her ear, "it's worse now. You made it worse. It's really bad now. You have to fix this." So she finds that. No product really is working for her. So she's after tried everything, she's thinking, Hey, you know what? I need to be the one to create the solution because I know I'm not the only woman who is struggling with this problem. So this is a little bit about her journey on, you know, how she kind of found the issue figured, "Hey, it's on me, right? Nobody else is doing it. It's on me to create this solution." and then how she did it. So I think that's a little bit of her background. Why don't you get into the framework that she had?

[00:05:51] Jason Hull: Yeah. So she shared a framework and she said, you know, one of the biggest challenges for entrepreneurs really is just to be able to believe in yourself. Everybody says like, "You need to like, take action and hustle and do this and live the dream," but the one fundamental defining factor between those that succeed and those that don't is they have this deep sort of driving motivator or why, but really underneath all that you have to believe in yourself because if you don't believe in yourself, you don't get it. So she has this framework and her framework was number one-- if you're taking notes, go for it. Write it down-- is clarity. Number two is action. Start taking action. Number three, you have to believe it's possible, this possibility, belief. And then number four, you have to believe you are worthy. You have this worthiness belief. And she quoted Joel Ostein and said, "Our setbacks are really setups for something greater," which I loved. And so she talked about finding the why beneath the why, and she says, "If you're not getting results, or you think you have some sort of wire motivator, it's not deep enough," because a lot of times we hit walls. Businesses go out of business. We fail as entrepreneurs, and if you're failing it's because you gave up.

[00:07:02] Jason Hull: And she said you have to use unattainable aspirations. Like we have these dreams that are so big sometimes, but one of my great quotes I wrote down from her was, "Never let others' doubt about you turn into doubt about yourself." Nobody around you is going to get the vision that you feel called to do or that motivator that you have deep down. They're not going to feel at the same level. So they're going to doubt you or they're going to try and protect you and they're going to like shoot it down. And so it's about having that belief that's so deep that you're in alignment with God, universe, your purpose, whatever that you are going to push past and through any objection. She had a lot of rejection and challenges, right?

[00:07:38] Sarah Hall: Hundreds upon hundreds upon hundreds of 'no's. So in, in my notes, it was her and her husband who created this product. And then it was her and her husband who were marketing it and trying to sell it and trying to just get it going. And they were like, "Okay, what can we do? Can we sell it ourselves? This isn't seeming to be working the way we want it to. We need to get another brand, like a larger brand to pick it up, right?" So like, sell it maybe like a L'Oreal or a Maybelline or somebody will buy it and then they can, you know, really market it to the masses. So they were doing this and they were just churning and churning and churning. Neither one of them took a paycheck for three years. So this wasn't something that was like this overnight success that just, you know, she woke up and like a rags to riches overnight story, right? This is a three year struggle. Over those three years, they heard hundreds and hundreds and hundreds of no's, and some of them were really brutal. The most brutal one. She got they-- she said it almost stopped her right then and there. But one of the notes that I wrote is that you can't listen to all of the no's, and you can only really do this as a side note, you can only not listen to the no's if you truly know your purpose and your mission.

[00:08:53] Sarah Hall: So if you don't have that really deep-seated why in you-- why do I even care enough to do this? The no's are going to affect you. But she says, "You cannot listen to the no's. When you get a 'no,' god gives you knowing. And if you end up listening to the no's, if you do succumb to that and you listen to those no's, then what you're doing is you're talking yourself out of your truth."

[00:09:19] Jason Hull: Mm. Yeah. Yeah, I wrote this down. She went to one of her heroes, one of her mentors. It was like a dream. She got an interview with them and the guy said, basically, "it's not going to work. Nobody wants to buy this product from somebody that looks like you," and this sort of thing. And it was like crushing to her. And eventually this guy was working for her, which I thought was just a great ending to her story. But she said, "he gave me a no, and it crushed me, but God gave me a knowing," and I was like, Ooh, I love that. Like you have, knowing like that this is going to work, but you're going to get rejections, you're going to get no's. And if you're not willing to take the no's, and not willing to keep going, you don't really have that knowing or a strong enough purpose, it's going carry you through that. You're going to get rejected. You're going to try and sell property management. You're trying to get clients and people are going to say "no." and you're going to feel friction and it's going to be uncomfortable.

[00:10:10] Jason Hull: And a lot of people avoid all that discomfort and have a fantasy business and they don't even get started. So, she asks this question and it's: "And I want to ask all of you listening, do you listen to the "no" or do you listen to the knowing? The no's will talk you out of your own truth," is what Sarah mentioned. She then talked about when you're hiding in plain sight, like you have big goals but at the expense of your soul, you're not raising your hand. And extroverts hide by entertaining everyone else. And introverts like hide in their own way. But are you hiding in plain sight? I thought was a really big thing. How have you been hiding in plain sight? One way is you're creating so much self doubt inside, or you're supporting others' dreams, but not your own. Or you're championing your kids, but not your own self. These kind of things. These are how we hide. What else do you remember about hiding in plain sight? I just, I thought that was really powerful.

[00:11:01] Sarah Hall: So this one, I actually have it on a different section. She spoke about it a little bit later. It was in the middle of telling her story before, like the real big kind of like turn around.

[00:11:11] Jason Hull: Mm.

[00:11:11] Sarah Hall: But her notes were: authenticity does not guarantee success.

[00:11:16] Jason Hull: Ooh, I have that written down. Authenticity may not guarantee success, but inauthenticity... oh, you were going to say it.

[00:11:23] Sarah Hall: No, you go ahead.

[00:11:24] Jason Hull: No, go ahead.

[00:11:25] Sarah Hall: You took it. Go ahead.

[00:11:27] Jason Hull: I have this... I wrote down "Authenticity may not guarantee success, but inauthenticity guarantees failure." Yeah. But I have that way later. We must have wrote in different orders. But yeah that's I don't know. How's that shown up for you in entrepreneurism? I think we've all hid.

[00:11:46] Sarah Hall: Not so much for me, I think. No.

[00:11:48] Jason Hull: I don't know for--

[00:11:49] Sarah Hall: I think for a very long time, I've just been very comfortable with, you know, who I am and how I do things, and I've always sort of known I'm a little different and I've always been okay with that. But I think that especially when you're young and you're going to school, right? And all the kids come home and they'll cry, "Oh, I don't fit in. Like, I'm not the same. I'm different and I'm weird." And you know, it's not until later in life that you realize you want to be different and you want to be weird and you don't want to fit in. You don't want to be the same as everybody else. And I think I've just always been really comfortable with that, and I've kind of always had the attitude like, "All right, well I am who I am, and there are going to be people who really enjoy that, and there are going to be people who cannot handle that, and that's okay because like if I were to come with a warning label, like I am not for everyone. I'm not, and I'm okay with that. I'm okay. I don't need to be liked by everyone. I don't need everyone to, you know, be like, "Oh, she's so great." It's okay because I know what I'm doing, and I know that I'm comfortable in who I am and in my mission and in my purpose.

[00:12:56] Jason Hull: Yeah, I think I've definitely hid in plain sight. I think I've always had, like I always felt really not confident. I had a lot of insecurity and I would overcompensate by really taking care of my clients and I really wanted to let them have success, but I didn't want to be seen, like I didn't want to do podcasts. I didn't want to be in the limelight. And tell one of my mentors or coaches like, "Jason, like if you want to see the change that you want to see in the industry, you have got to stop waiting on somebody else to do it or hoping somebody else picks up this cause and does it because you have that calling inside. You're the one that needs to do what you know and needs to be done." I had to kind of swallow that and stop because that's a lot easier, right? Sometimes it's just easy to be, stay in the background and that's self doubt. So, what else did you have on her framework or about this?

[00:13:42] Sarah Hall: Well, I think from her, my big takeaway, and it's something that we can all relate to, right? Like everyone I think has been in a situation where we really hope that, you know, we get something or we do something or something happens and then it doesn't. Right. Or, you know, we're chasing a client and we're like, "Oh man, I would love to land this client. I would love to close this deal. You know, I would love to get this promotion. I would love to, you know, have a great hire. I interviewed this person and oh wow. I really loved her. She was so perfect. She would be amazing. I really hope that she, you know, when we extend the offer, she takes it," and we've all heard "no." Right? And there's a little part of you that is so hurt by that. And instead of just taking that pain and kind of dwelling in that. Take it and hang onto it and keep on going.

[00:14:29] Jason Hull: Hmm.

[00:14:29] Sarah Hall: So one of the big turning points in her story was after hearing, you know, no paycheck for three years, hundreds of no's, no company at all would pick her up-- none-- had a really brutal you know from a company who said, "Hey, can I give you some honest feedback?" and she said, "Of course. I want the honest feedback. Tell me. Like if it's going to help me, tell me." And he said, "Well, we're just not confident that a woman that looks like is really going to be the best face for the business."

[00:15:01] Jason Hull: Mm.

[00:15:02] Sarah Hall: So, you know, she wasn't thin enough. She wasn't pretty enough. She had rosacea, which, you know, I may even have some rosacea myself, but, you know, I get very red in the face at times too. But that wasn't back then, like, A standard of beauty, right? It was you know, this one definitive thing and if you didn't fit in that mold, then you know, all these companies just didn't think that you were going to be successful. And that could have been absolutely crushing to so many of us, and she didn't let that stop her. She continued. She kept going, she kept trying. She went to, you know, trade shows and expos and the approach to the company that had already told her "no" multiple times, told her no at the trading show, when you're not supposed to leave your booth, because you can get kicked out of the trade show for leaving your booth. She went and approached, she's like, "Listen, can you watch my booth? I have got to run." She ran back over to that company and said, "I know you guys have told me 'no' before, but I just, I'm going to pitch it to you again," and she did it again, and they took a meeting with her.

[00:16:07] Sarah Hall: And then at this point, everything like all eggs in one basket. She had one shot and it was a 10 minute slot. And in that 10 minutes, like they had to create all of the products. They had to manufacture all of the products because they needed to have a certain amount. That was ready to sell just in case it sold. They also needed to ship it to this company so that if it sold, this company was ready to get it out to their consumers. So they had to spend their last like thousands of dollars just in case this would work. She went, she had about 10 minutes. 10, that was it. And there was a clock. It's not even a truly a 10 minutes because during that time there are certain intervals, and at these intervals you need to hit a certain sales goal. So if you're only two minutes in and you haven't hit sales goal yet, they pull you, you're done game over. So it was literally her last shot. They were about to close the doors and just be done because they couldn't afford to keep going. And she ended up doing it.

[00:17:11] Jason Hull: Mm-hmm.

[00:17:12] Sarah Hall: And not only did she do it, she sold it out-- completely, sold it out. She ended up then getting a buyout from one of the companies that originally told her 'no' a couple times and I believe, if I'm remembering the number correctly, it was a $1.2 billion buyout, billion with a B. That's right. The person that had originally told her 'no' and given her that awful feedback, she said, "I was so tempted to reach back out and say, 'Listen, I've got 1.2 billion reasons why you were wrong,' but instead of doing that, and instead of being like, 'Ha ha, I was right and you were wrong, and look at me, and I knew it all this whole time," she said, "You know, I had to be really thankful for all of the no's in the process."

[00:17:54] Jason Hull: Mm.

[00:17:55] Sarah Hall: Because at the time that she met with a person who just really like destroyed her, almost she, if he had offered her anything, she would've taken it. She would've given up anything.

[00:18:08] Jason Hull: Yeah. For a small amount of money.

[00:18:09] Sarah Hall: So she would've missed out on $1.2 billion because she was so desperate and you know, tired and just, it was such a long journey at that point that she was just ready. She said, "anybody could've come along and given me peanuts for this, and I would've been like, 'Great, thank you. Please take it."

[00:18:28] Jason Hull: So for her, when she went on that show, it was do or die. They were either going to declare bankruptcy because they had shelled out their last dime towards all this product, and if it didn't sell, they were like dead in the water. And so she took a risk. Everybody told her not to do this, but she got on camera and she wiped off her makeup, showed her skin, and showed how red it was and everything--

[00:18:51] Sarah Hall: which is exactly what they told her not to do.

[00:18:54] Jason Hull: Yeah. They told her, "Don't do this."

[00:18:55] Sarah Hall: "Do not do this."

[00:18:56] Jason Hull: She did it any way. And people were sold. She showcased the product and how it worked on herself. And people were amazed and that vulnerability was where she's like, "I am not going to hide in plain sight. I'm going to like do this in front of everybody. And so that's the message is how are you hiding in plain sight?"

[00:19:13] Jason Hull: What do you know deep down you should be doing, but you haven't really done it? You've just been kind of, you've got the facade, you've kind of not been doing it. She mentioned things like maybe you need to start that book you've been dreaming over. Maybe you need to take that leap that you've not done or whatever it might be. She said-- I have a couple great quotes-- one was, "The longest journey is the 18 inches from your head to your heart." I really like that one. And she also said-- I thought this was interesting because she had a lot of success afterwards. She said, "People cheer you on after you've made it" and "be so great they can't ignore you that they eventually have to pay you." So, and the guy that told her that really brutal "No, nobody wants to work with somebody that looks like you" and like this kind of thing. He eventually became on her board. He told her, "I was wrong. I was wrong." And he then was working for her and helping her build the business. And I thought that was a really powerful conversation.

[00:20:07] Jason Hull: So to recap the framework, first you need clarity. Figure out like what is it that you feel deep down that you should do and should be focused on. Take action, massive action. And number three, believe it's possible. You have to continue to believe it's possible, or you're going to give up. And then deeper than that, you have to believe you're worthy. No matter what anyone else says about you, no matter if they say you're not good looking enough or you're not smart enough, or you can't, you have to believe, because you know you have that calling deep down. You have to believe that-- one of the great quotes at the conference was, "God qualifies the call." okay. So if you feel that calling deep down, you're qualified.

[00:20:43] Sarah Hall: The best part--

[00:20:44] Jason Hull: oh, what did I miss?

[00:20:44] Sarah Hall: That's the best part.

[00:20:45] Jason Hull: Oh, then you say it. This is why I keep her around.

[00:20:47] Sarah Hall: Haha! I wrote it down because--

[00:20:49] Sarah Hall: She's got a way better memory than me.

[00:20:51] Sarah Hall: I know. But I heard it and then I heard it again a few times throughout the conference and I was like, "Oh," you know, I heard it the first time, but it didn't sink in the first time.

[00:20:58] Jason Hull: Oh.

[00:20:59] Sarah Hall: It was, "God doesn't call the qualified.

[00:21:02] Jason Hull: Yeah.

[00:21:03] Sarah Hall: "He qualifies called."

[00:21:05] Jason Hull: Mm-hmm. Yeah. He qualifies the called because if he gives you the call, you feel that deep, deep down or the universe or whatever you're into. If you feel that calling, you know deep down that it's the right thing for you to do, you're qualified. He will help you eventually get qualified. As long as you keep pushing towards it, you will become the person you need to become in order to do that. And Jamie Kern Lima, her thing reinforced us. So that's kind of our message for today.

[00:21:29] Sarah Hall: I've got two more great ones from her.

[00:21:30] Jason Hull: She's got two more quotes.

[00:21:31] Jason Hull: I like one liners from her that I just.

[00:21:33] Sarah Hall: My hand after this event was just done.

[00:21:36] Jason Hull: Yeah.

[00:21:36] Sarah Hall: It's still tight. That was weeks ago. So, in relation to when she had that opportunity and that-- well, she had what she thought was an opportunity, which ended up being another "No," right?

[00:21:47] Jason Hull: Mm-hmm.

[00:21:47] Sarah Hall: But if it had been an opportunity, she would've just sold it to get out of it and been like, "Yes, thank you. Please take it." And she would've missed out on the big deal, right. So she says, "You have to thank God for the open doors. But you also have to thank him for the closed ones." So just because it's a closed door, it's probably closed for a reason. It's not the right door. So just keep going until you find the right one because it will happen. Also, "when you change your relationship with rejection, you change your life."

[00:22:19] Jason Hull: That's a good one.

[00:22:20] Sarah Hall: So that is really big. So those are my two last little gems from her.

[00:22:23] Jason Hull: Yeah. Love it. So that's our message for today. So believe in yourself, believe that you're worthy. And if you don't have the right clarity, if you don't have know the right actions to take, but you feel deep down you should have a property management business, you feel like you should be able to grow this. We want to help you get that clarity. We want to help you take the right actions. So reach out to us. You can check us out at doorgrow.com. You can also go join our free Facebook group, DoorGrowclub.com, and we would love to get connected with you, have our team connect with you, and get you on that right journey and avoid all the sand traps, avoid the common mistakes, and get your business so that it's healthy as quickly as possible. And with that, we are out. So until next time, to our mutual growth. Anything you want to say before we close?

[00:23:12] Sarah Hall: I think that's it.

[00:23:14] Jason Hull: All right. Thanks everybody. Bye. You just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!

[00:23:42] Jason Hull: At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.

Download this Episode

DGS 191: Being Comfortable vs. Winning As A Property Management Entrepreneur 0

Oct 19, 2022

Are you comfortable with the number of doors you have in your property management business right now? Are you comfortable with the amount of tasks you have on your to-do list? You can be comfortable, OR you can be winning.

In this week’s podcast episode, property management growth expert Jason Hull explores the concept of the comfortable PM entrepreneur and the winning PM entrepreneur.

You’ll Learn…

[01:20] What does it mean to be comfortable in your business?

[03:31] Growing and moving toward the Four Reasons

[06:37] How to become the WINNING property manager

[14:04] Making big shifts and hitting big goals

[16:44] The things you will gain from being a winning entrepreneur

[21:44] How to step into being uncomfortable

Tweetables

“You are not meant to be mediocre. You're not meant to be the comfortable property manager. You're meant to be the winning property management entrepreneur.”

“You're going to need to step into the pain, step into the fear, step into all the stuff you've been avoiding, the discomfort, and take a risk.”

“A business should give you more freedom, but most business owners have less freedom than employees have often.”

“If there's anything that's been on your to-do list for more than a month, it's because you're not the person that should be doing it.”

Resources

DoorGrow and Scale Mastermind

TalkRoute Referral Link

Transcript

[00:00:00] You know, you're the comfortable pm, ironically, if you have a to-do list that just keeps getting bigger each month instead of smaller.I often say this: if there's anything that's been on your to-do list for more than a month, it's because you're not the person that should be doing it.

[00:00:15] All right, we are live. Welcome everybody to the #DoorGrowShow. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you're interested in growing in business and life, and you're open to doing things a bit differently, then you are a DoorGrow, hacker. DoorGrow Hackers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the bs, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host, property management growth expert, Jason Hull, the founder and CEO of DoorGrow. Now let's get into the show.

[00:01:20] So what are we going to talk about today? I think I want to talk a little bit today about the difference between being a comfortable property management entrepreneur and a winning property management entrepreneur. So, last week I talked a little bit-- and I recommend you go check that episode out-- I talked about the drifting versus the driven, so I want to expand a little bit on that and let's talk about... you might be that comfortable property manager or that comfortable property management business owner because really you might identify right now as a property manager. You think, "I'm a property manager," and I think that's a mistake if you are the business owner, if this is your business. You are a business owner. A property manager is the technician level worker in a property management business. They do the work. Right. You might be an owner of a bakery, but if you're the baker, you are the employee. You are the key technician in that business.

[00:02:13] If you are a property manager in a property management business, you are the key technician in that business doing the technical work, meaning you're not the owner. An owner has a business and they hire a property manager, right? So right now you may identify as a property manager and you may also be somewhat comfortable, and really that might mean you're comfortable being uncomfortable. Like you're in a certain level of discomfort, right? Maybe you're not getting on doors quick enough. Maybe the lead gen is not working as well as you wanted to. Maybe you're not closing as many deals as you would like and bringing on new clients. Maybe you know behind the scenes that you're delivery and fulfillment stuff and operations, it's not really well dialed in. Like it's not as good as you are selling everybody on it being and maybe your financial stuff is just not really tight.

[00:03:04] You know, you've got financial issues, financial problems. You're not bringing in enough money. Maybe you're not clear. Cash flow is an issue. Maybe it's getting really expensive to pay out your team members. You're trying to figure it out. These are all solvable problems in the business, but you're kind of comfortable, which is why it's gotten to the point that it is, and you haven't changed it yet. And until it gets painful enough, uncomfortable enough, you're probably not going to change it, and my goal as a coach in working with my clients is to either help them get so much of what they want, that it becomes uncomfortable-- so we had one of our clients, really sharp client. He's doubled his doors in his business since starting with us, and it's gotten really uncomfortable for him. It's painful. And he was talking about the pain of that on the call, and I wanted to use him as an example to other people.

[00:03:59] Like, "Hey, we can get the growth going very easily and once we get it going, it'll be uncomfortable and that's the next problem, the new problem we want all of you to experience." And I was like, "How many of you by show of raise of hands, by show of hands would love to have the problem that he's having right now? That he's got so many doors coming on that it's getting painful," and everybody's hands went up, right? So, I want all of you to experience that kind of pain and that kind of problem as well. And that's really the crux of running a business, that a business is a eternal problem worth solving. No business is ever perfect. No business is ever done. You ramp up lead gen and you ramp up sales... delivery and fulfillment will experience constraints. You start to build out that backend. You hire a bunch of people, you are maybe kind of top heavy when it comes to staffing. You now need to feed that beast more and get more sales, right?

[00:04:48] And so all these functions in the business are always in flux. There's always a juggle. Your business is never done. It's never perfect. It's never finished. And it should be fun, right? We've talked about this on multiple episodes- the four reasons: fulfillment, freedom, contribution, support, and then that fifth reason of safety and certainty, and this is what all of you want. This is why we think we want money is really, we want money because it can give us those things if we use it the right way, but a lot of you make more and more money and you just make your life harder and harder and harder. You just keep doing more and more of the stuff you don't really enjoy doing in your own business. So I'm going to ask you this. Like right now, if you know you're the comfortable pm instead of the winning pm-- you're the comfortable property management entrepreneur if you don't like accounting, but you're still doing accounting-- if you don't love it-- if you don't love doing the sales and you're still doing the sales, if you don't love the operations and the details and the nitty gritty, but you're the one that that sits on the shoulders of. You know, you're the comfortable pm, ironically, if you have a to-do list that just keeps getting bigger each month instead of smaller.

[00:06:05] I often say this: if there's anything that's been on your to-do list for more than a month, it's because you're not the person that should be doing it. All the fun stuff, the stuff that gives you freedom and fulfillment and the sense of contribution and support, you have already gotten those things done. It wouldn't sit on your to-do list for that long typically, but that's the leftover stuff. The stuff you really don't want to do. You're avoiding. You're procrastinating until it becomes so painful, you have to focus on it. And then you "hi-ho" over. "Woo, I'm going to solve this problem."

[00:06:37] I want this to be your old identity, this comfortable pm and I want you to destroy this. Like it has to die if you want to be the winning pm. Let's talk about the winning property manager. The winning property manager is living according to those four reasons, and they have the fifth reason, but this means that they love their day to day. They have a sense of fulfillment. They enjoy getting to do what they're doing. They would do it-- what they're doing each day for free for fun. I would do what I do for free for fun. Coaching clients, helping clients win, this kind of stuff is fun for me. Learning... the stuff that I get to do in my business is fun for me. The first is fulfillment. The second thing is freedom. Like, you want to feel free rather than feeling damned or stuck or like uncomfortable... freedom, you want freedom. A business should give you more freedom, but most business owners have less freedom than employees have often. And then if you have freedom and fulfillment, you're going to get bored if you aren't making a difference in the world. You're going to want to go out and change some lives. You're going to want to give other people that you're going to want to benefit your team. You're going to start to care about other people because you've got your own needs taken care of. You want to make a difference in the world.

[00:07:52] You want to benefit your clients, you want to benefit the tenants, you want to benefit your staff and your team, you want to benefit your family. That feels like winning, right? You've got those things and that means you've got great support. So you're building support around yourself and you're able to support those around you, and that is a winning property management entrepreneur. I want you to have that identity. I want you to feel what that feels like because it feels good to be winning. It feels good to be making a difference in the world. It feels good to be able to feel good about yourself. Come on, right? You know, I've been the comfortable business owner. I've been the comfortable business owner. You know, even fairly recently in my journey, I went back into that, like I went through a divorce, which was rough. I was the one that ended the relationship. There was a lot of stuff that caused me to feel I needed to do that, and that was really hard. You know, without going into the details, you know, I was put into situations that were really painful for me. And she probably felt similarly, right? And so I ended that relationship, and that was hard. It was hard. Getting back into dating, that was kind of tough, you know, at my age, you know, figuring it out. That was hard. And then in the business for a little while, I coasted. I was like, I've got so much going on. I'm trying to figure out how to take care of my kids. I got comfortable because I wanted to explore other things like dating and like figuring out relationships again, and like all this stuff. But eventually I got bored of all that. I got bored of the dating thing. I gave up on that.

[00:09:22] And then I met Sarah. We're getting married in November. We've been dating for a lengthy while and she's my fiance and we're getting married in November. And those people tend to turn up right when we're kind of fed up, and we're done looking. And and, you know, that spark reignited in focusing on my business. I'm like, "I want to revamp and change everything. I want to start doing new programs. I'm getting into working with new coaches. I felt alive again. And that's our natural state. Our natural state is to be alive. I've always been this way. I've always been reinventing myself and learning new things and absorbing new information, and I'm sure a lot of you are like that. That's the entrepreneurial visionary sort of state. That's where we feel alive is when we're in that momentum. And we're, we feel like we're growing. We're growth minded individuals, but to step into that, there's always going to be some fear. Always.

[00:10:20] You are the hero in your own story. If you're life were a movie, you are the protagonist. You're the hero in your story. The people that are watching your story, you getting to watch your story at the end of your life, like you will know you're the hero in your story. And what would that hero do? Like if you were watching this movie, what would you want them to do? You get to write this story and you don't want to sit there and watch yourself just comfortable. That comfort is poison, and I hope it gets painful enough that you decide, "Hey, I want more than this. I want to take on my life. I want to make a difference. I want to do something with myself." And you're tired of the business being mediocre. You're tired of the business having the same problems year after year. You need to get fed up with the sameness. You need to get fed up with it because I'm calling you out onto this journey, just like I did on the previous episode. I'm calling you out, like, I want you to step into your greatness and step into this journey, and I want you to absorb this key idea that you need to step into this new identity. If you had the business of your dreams, that would mean you have become the person that could run that. And so what that means is this: one of my mentors said this. He said, if you don't have the business of your dreams, it's because you're not yet the person that can run it yet. You're not that person yet. So who would you have to become in order to have the business of your dreams?

[00:11:44] You would have to become a more powerful person, a more knowledgeable person, a person that knows acquisition strategies or how to get more doors. A person that knows how to sell a person that knows how to optimize your pricing in your business. A person that knows whether or not their branding is impacting their business or not and how to optimize that. A person that knows whether their website is effective or not. We're going to take you through-- in our program, that's what we do is we first clean up all those leaks in your sales pipeline, and then we stack the acquisition strategies, and then after that, we get you into the systems that you're going to need to build out for your business. You need at least six major systems in your business in order for this business to be scale. And here's the secret, I want you to understand this, a lot of you have gotten comfortable partially because you see future pain on the horizon. You see, like, "once I get to 250 doors," or "if I got to a thousand doors" or whatever, "I know how uncomfortable I am right now," because you're in a state of comfortable discomfort. You're comfortable being uncomfortable. It's the maximum amount of discomfort you are willing to tolerate and be comfortable with. That's where you're at right now.

[00:12:50] Your perception then unconsciously, is that growth would be even more painful. "If I added twice as many doors, it would be twice as painful as it is right now." and that doesn't have to be true. The more doors you add, the more resources you add, the easier it can get, the better your life can get, the less you have to do, the less you do in the business in your role. You get to do more of the few things that you really enjoy doing. And so as you grow and scale, believe me, property managers that have a thousand doors and they build their team in business the right way, their business, their day to day is calm. They love it. They enjoy what they get to do, but you could be at 50 doors or even a hundred doors and hate your life and be miserable and not be very profitable, and it to be very uncomfortable. So at any stage, it can be painful or it can be comfortable. And so my goal is sometimes I have to get people uncomfortable in order for them to go to that next level and chase comfort again and get to that next level where they are now at a higher level as an entrepreneur. So I want to turn you into the entrepreneur that can have the business of your dreams.

[00:14:04] So we've hit kind of a milestone consistently in our monthly revenue, which places us in the stage of being a multimillion dollar company, which is awesome. Like I'm really excited about that in our company, and of course we have a lot of expenses in our business at that stage. So, you know, a multimillion dollar company doesn't mean the business owner gets millions of dollars necessarily, right? Because there's costs, and all of you that are business owners get this. But a lot of times our team members or people watching entrepreneurs go, "Ooh, they have a million dollar company, man, it must be nice to be a millionaire," and I'm sure those of you listening are laughing. You're like, "Yeah, I used to think that way, but now that I run a business, I realize it's probably not the case. In fact, million dollar businesses usually, some of the business owners are making very little, a lot of times because their operational costs are really high, especially marketing agencies or some of the people that are in circles that I'm around. We've been blessed that I have a really effective team. We're very efficient and we've got some great systems in place. I have a great operator. Sarah is our operations person, our COO, and we have a profitable, healthy business, which is great. I appreciate that and I really value my team for that, and it allows me to spend the time doing the things I really enjoy doing.

[00:15:15] So I want you to get out of this pain maybe out of some of these negative emotions and understand this truth of these four reasons, plus that fifth of safety and certainty. Safety and certainty comes when you have your processes documented. You have great team members... like you feel safe in your business. Eventually you'll get to other levels of that when you get to, maybe seven figure or higher business, or you're a million dollar business you know, multimillion dollar company or whatever, you're going to start doing things like asset protection and wealth building stuff, you know, different tax strategies. This is how the ultra wealthy don't pay taxes. There's going to be levels to the safety certainty that it creates around you, and that gives us even greater freedom to go out into the marketplace and take risks and do things when we have that behind us.

[00:16:03] And so I want to help you shift and if you understand this framework of the four reasons, then you can be this empowered winning property management entrepreneur, you can be somebody that is consistently moving closer and closer to that goal of your unique version of these four reasons, and you're loving your day to day. You are making a difference in the world. You feel a sense of freedom. You're free to make choices. You're free to take vacations. You're free to buy your wife some sort of nice gift or your husband some sort of nice gift, right? You're not constantly limited by some sort of stress or worry or constraint in your life. And you will start to see tangible, measurable outcomes. You will see your team members start to align with those four reasons once you have. You can have team members that are experiencing those benefits as well. They will experience more freedom and fulfillment because you're finally in alignment, which means you're not building the wrong team around this fake person, the fake business owner, the fake person that pretends that they are a leader in the business, but they're spending most of their time doing stuff they don't enjoy. That's a fake leader. It's a real business owner, but a fake leader, and people don't want to follow that person. So you're not going to have great team members if you are not happy, They're not going to be happy, and I want you to be happy. Because if you're happy and your team's happy, your owners will be happy, tenants will be more happy, and if tenants are happy and owners are happy and you're happy and your team are happy, that's a great ripple effect that's going to make a difference in the world.

[00:17:38] All right, so a lot of you are thinking, "Well, Jason, this all sounds so too good to be true. If it were that easy, everybody would be doing it. " And I think it's simple. It may not be easy to figure out, but it's simple. And once I explain some of these frameworks, once I showcase things to clients, once I help them understand the secrets to all these different areas or different blind spots or different leaks, then property managers, entrepreneurs, they can see these leaks, they can see these blind spots. And then when you can see these problems, you're going to want to solve them. That's what you do as an entrepreneur. When you can see a problem, it'll annoy you. It'll bother the heck out of you, and you will get that problem solved. And so we help you see the problem, and then we give you the roadmaps for how to solve these problems. And that's the fun of running a business, is knowing which problems need to be worked on, having that clarity, and being able to move it forward and seeing the business progress and seeing it grow, you have to grow as a result. Russell Brunson at the FunnelHacking Live conference, which I mentioned on the previous episode, said, "God tricks us into benefiting people by starting a business. On the journey to making more money, he tricks us into starting a business that benefits other human beings," because a real business solves real problems in the marketplace. At first, you're probably like, "I just want to make money," or "I just want to make ends meet, then I want to make money."

[00:19:01] But eventually you're like, I want to make a difference. And eventually you realize to make money and to make a difference, you have to solve real problems in the marketplace. That's a real business. You're not going to get referrals. You're not going to get new clients. You're not going to get return clients unless you are making that difference and solving real problems in the marketplace. That's what a business does. Otherwise, you're snake oil, right? You're a thief. Right? You need to solve real problems. And I'll tell you this, like solving real problems is super rewarding. It feels really good to change people's lives, to benefit people. That's why we do what we do at DoorGrow. We love that feeling. I get to hear from people on calls every week sharing their wins, sharing how we change their life. One of the clients posted this in one of our groups and said, "Thanks for putting so much gold in front of us, that it's improbable to eat it in one bite," and he said, "Words from my wife 'I wish you would've found DoorGrow two years ago.' she speaks the truth," is what one of our clients, Will Frasier said. We hear that a lot, like, "I wish we'd found DoorGrow several years ago. I wish we had found DoorGrow before," and if you haven't really found us, which means you haven't come on board as a client, you haven't really talked to our sales team, you don't really know what we could do for you.

[00:20:22] You're kind of thinking, "Well, maybe it's similar to where everybody else is doing," you really should check us out. And you'll probably be that person saying, "Man, I wish I had stepped into that earlier." I wanted to share kind of this sort of journey from the comfortable PM to the winning pm and that journey is, you're going to need to step into the pain, step into the fear, step into all the stuff you've been avoiding, the discomfort, and take a risk. It's a risk. And God or the universe may have to put you in a position that becomes so painful that you're like, "I'm finally willing to do something because I'm losing too many doors right now," or "I want to take this next level," or "I'm just fed up with eating, you know, pork and beans every night, or ramen," you know, whatever it is. Like you want to get to the next level. We want to help you get there. And I want you to be the winning property manager. You are not meant to be mediocre. You're not meant to be the comfortable property manager. You're meant to be the winning property management entrepreneur. You are meant to be that. You're meant to be getting positive outcomes. You're meant to be feeling and experiencing positive emotions. You're meant to be a leader. You're meant to have a amazing team. Anybody can have an amazing team. You just need to know what people that have amazing teams know. You just need to know those frameworks. And then you can have an amazing team that doesn't frustrate you and annoy you and you don't have high turnover.

[00:21:44] So I'm inviting you, I'm challenging you to step in and experience that. And to just quickly pitch our program and our offer: we have our DoorGrow and scale Mastermind. It's an amazing program. It's the culmination of lots of stuff that we've learned. We are bringing in all sorts of experts, the best in the industry. Just, there's a lot of value in the program. But some of our major programs: we have our Rapid Revamp. So if you have any lead flow in your business whatsoever, but you've never really had taken a harsh look at your branding, your pricing, your sales process, your website, this whole sales pipeline, this is something that we are going to take you through, usually in the first 90 days of working with us in the Mastermind, that will completely transform the front end of your business. If you've ever watched Bar Rescue with Jon Taffer or The Profit with Marcus Lemonis, that's me for the property management industry. That's what I do. We transform property management business owners and their businesses. We want to transform you, and we want to transform your business, and that's what we do. We rehab these companies or get them ready, just like you get a property rent ready. We remake, remodel, and revamp. So the Rapid Revamp is this rapid 90 day program that we take you through over the course of like 12 or so weeks, and we're tackling some major issues on a week or maybe a two week basis and getting these things really well dialed in just to clean up your sales pipeline.

[00:23:14] After that, or for those who just want to add doors, we have our Growth Accelerator and right now, we have six major things we do. Each one takes about a month. These are six different acquisition vehicles you can build in your business, and none of these cost you advertising dollars. Isn't that amazing? It's not SEO. It's not pay per click like Google Ads. It's not content marketing. It's not social media marketing. It's not pay per lead services. These are all internet marketing. We're avoiding all of that because these people are at the end of the sales cycle and are the shittiest and worst clients. We're focusing on those that you can capture through word of mouth, where you can create warm leads, where you have a 90% close rate instead of a 10% close rate. It takes less time in the sales cycle and sales process, and it takes way less money, and these strategies are really brilliant. We've got our neighbor strategy, our partner strategy. We've got our group prospecting strategy and all these things are things that I've heard of people try to do, or that you may have tried to do, but you're not adding 300 doors in a year from just one strategy like some of our clients. You don't have these things dialed in the way that we psychologically dial these things in, so they're super effective.

[00:24:24] And so we would love to have some of you join us in that Growth Accelerator that we're doing, and we have a monthly class where we're tackling a major growth engine in the business. And that'll be awesome. You get access to our live events. We're doing one here in October. It's already sold out. Totally sold out already. And we still have-- today's the fifth I'm recording this and it's on the 18th and 19th and it's already sold out. And usually we sell the most tickets, like just in the last week or two before an event. That's pretty typical. But we're already sold out. So we'll just have to plan for a bigger spot and bigger venue the next time. Our next one's going to be in May, people. So make sure you are ready for that and you get your tickets early for that. But we sold out. And so we've got the live in-person events. We also have organized our mastermind into tribes. These are like groups of friends where you get to connect with people. We have a monthly tribe meeting that you get in your, with your tribe and at the events you get to go out to lunch and hang out with your tribe. People love the tribes, and it's really cool. So we've got these small groups we call tribes and we named them all gemstones. We've got like tanzanite and sapphire and ruby and amethyst and whatever. We've got these different tribes for our roughly a hundred businesses. And we've divided them up into like five tribes. So we've got these tribes.

[00:25:38] Also, we have planning meetings where we're going through and doing better than EOS, DoorGrow OS-style planning, and we're building out the planning operating system cadence. We're doing your annual planning with you, quarterly planning, monthly planning, etc. and helping you to have strong momentum and clarity on your team. That alone helped me grow my business 300% in a year, people. 300% in a year, just adding that in. And I've worked with the best in the industry when it comes to that stuff, and I've built a system that I believe is the best on the market and we call it DoorGrow OS, which is a culmination of the stuff that I've learned around that. So that's just some of what we're doing. Then we have our Super System. So the Super System is for those that don't need to add doors anymore. You've built that. Like that's a very solvable and easy to solve problem, I really believe, and we can solve that for our clients and create that pain like our client I was telling you about earlier on today's call. He's had so much growth that it's painful. So the next thing is building out the systems and you need six major systems.

[00:26:39] So this is our Super System. It's like the system of systems getting all these systems in place. And each system is probably going to be about a quarter, so about three months, 90 days, to build out a really solid system. We're talking a fully robust process, documentation system, a fully robust planning and accountability system in your business, and financial system in your business, etc. So we've got all these systems that we're going to be building out as part of that, and once you have these systems in place, you'll have a business that you can scale. And our goal is that over the next five years that we're building seven figure businesses that can do seven figure exits. We're building these businesses that can get seven figure exits if they want to, but hopefully because they're in alignment with their dream business and their dream role in the business, and the four reasons that they don't want to, but you have that freedom and that option because the path is the same. So this is kind of our Built to Sell or our DoorGrow and Scale Mastermind that we are focused on. So those are some of the cool things that are in the program. Hopefully that gets some of you pumped up and excited. And our program is really affordable. I mean, I'm not going to say it's cheap, but it's less than it would cost you a team member. On a monthly basis, and it's more value.

[00:27:54] So our goal is to be your cheapest team member that makes you the most money. And you don't just get me. You don't just get a brilliant operator, Sarah, COO and coach, or our client success manager, Ashlee, you're also getting access to other experts in the industry that we're bringing into this mastermind, and you get access to all of other clients that are playing a different game than most property managers. They're winning property managers and you need to be hanging out with winning property managers. You need them in your tribe. You need to be in like a tribe like the Tanzanite Tribe. You need to be winning with other winning property managers, so you are not that comfortable property manager. There's a lot of comfortable property managers, and you may not even be connected to any property managers, but you need to be connected to some winning ones, definitely not the comfortable ones.

[00:28:39] So if any of this is interesting to you, reach out, send me a dm. If you're seeing this on my social media, just message me and say, "Hey, Jason." I might notice it because there's a lot of social media platforms I'm on that you may see this on send me a DM. You can send me a DM on Instagram @kingjasonhull. You can send us a DM on DoorGrow, which is @DoorGrow on Instagram, DoorGrow. And you can just go to DoorGrow.com and reach out to our team through the chat or schedule a call with us, whatever it takes. You know, get on a call with us and my team and we will help you figure out if we can help you grow and become a winning property management entrepreneur in your own business.

[00:29:17] That's it for today. Until next time, to our mutual growth. Bye, everyone.

[00:29:21] You just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!

[00:29:48] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.

Download this Episode

DGS 190: Drifting vs. Being Driven Towards Growth In Property Management 0

Oct 5, 2022

I just got back from an awesome coaching conference at Funnel Hacking Live 2022! I’m armed with so much knowledge and want to share some of that new knowledge with you.

In this episode, property management growth expert, Jason Hull, describes a concept introduced by Russell Brunson at Funnel Hacking Live: the Drifting vs. the Driven.

You’ll Learn…

[01:48] What it means to be drifting

[04:31] How to escape being a Drifter

[06:44] Shifting out of FEAR and moving toward FAITH

[8:59] The importance of your effort matching your goals

[11:17] How finding a coach or mentor can change your business and your life.

Tweetables

“A lot of you don't need more dollars. You need more freedom and fulfillment in your life. That's why we want the dollars.”

“You can't build a multimillion-dollar company with a $2 'why.’”

“You're probably feeling the call to do something more, do something greater, but you're avoiding it.”

“You cannot have an extraordinary business with an ordinary goal in life.”

Resources

DoorGrow and Scale Mastermind

TalkRoute Referral Link

Transcript

[00:00:00] You're the hero in this movie called Life. It's your movie. You are the hero, and I want you to recognize that for the hero to have a great story and have a great life, somebody needs to call you out. Somebody needs to give you a challenge, a call to come out of the ordinary world, out of the comfort zone, out of where you are into something extraordinary.

[00:00:18] All right. Welcome DoorGrow Hackers to the #DoorGrowShow. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you're open to doing things a bit differently then you are a DoorGrow Hacker. DoorGrow Hackers love the opportunities, daily variety, unique challenges, and freedom that property management brings. Many in real estate think you're crazy for doing it. You think they're crazy for not because you realize that property management is the ultimate, high trust gateway to real estate deals, relationships, and residual income.

[00:00:54] At DoorGrow, we are on a mission to transform property management, business owners and their businesses. We want to transform the industry, eliminate the bs, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I'm your host property management growth expert, Jason Hull, the founder and CEO of DoorGrow. Now, let's get into the show.

[00:01:17] All right, so today what we're going to be talking about is we're going to be talking about my experience at Funnel Hacking Live. So I just went to this big conference Funnel Hacking Live in Orlando, Florida with Sarah, my fiance and operation operator. And our intention goal and goal was like to, you know, have fun experience, learn some cool stuff, to be able to bring some cool stuff back to our clients and we get a lot of really cool stuff. And I want to share one of the first things that I got out of that conference with all of you. So. Today I'm going to be talking about this idea of the drifting versus the driven, and this was a talk by Russell Brunson. He's the founder of that event. He's the founder of the software ClickFunnels, and he's probably one of the greatest marketers on the planet, and he is avid student of all things marketing and direct response and copywriting and like what works and funnels. He is the person that put funnels on map. And so what Russell was talking about-- his topic was called The Drifting vs. The Driven. And the idea is that there's two types of people that are out there. There's those that are just drifting, and we've all been that person sometimes where we're just kind, coasting, moving along, just drifting. And then there's also those that are the driven, right? They're very driven, they're aggressive, they want to accomplish things. And when you are drifting, there's also just two substances in the universe. There's two sort of things that exist in the universe. There's things that act and there's things that are acted upon, right?

[00:02:54] There's basically creators, and there's those that are created upon, or that are victims, or that are impacted or influenced, and my goal is for all of you to be a creator, right? And entrepreneurs, we know we're driven, right? We're a little bit different than the rest of the world, and there's a lot of people drifting, but even sometimes as entrepreneurs, we get into a state. I was in this for a little while, like after I went through my divorce, that was hard. That was hard stuff, and I just wanted to date, you know, the business was coasting. It was doing well, but I wasn't really focused on growing or aggressively moving it forward or growing. I was drifting.

[00:03:30] And you know, when we're drifting as an entrepreneur, as the visionary, as the founder, as the leader of our organization, guess what? We attract drifters and our team members will drift. They'll just kind of coast. And they might be great team members, but I've noticed the more driven-- because I'm a driven guy naturally, and so the more driven I've gotten, the more I have my goals and the more I'm pushing towards my goals, the more my team steps it up. And one of my mentors, Alex Charfen, he said to me something like "the speed of the entrepreneur is the speed of the team," meaning you set the pace. You set the standard for the drive and how aggressive you are in your business for your entire team, and the drifter is just accepting life. Rather than having a goal, they fall into this hypnotic rhythm of life. I wake up, I eat, I work, I go to sleep, I wake up, I eat, sleep, go to work, etc. And it just becomes default.

[00:04:27] "What do you want to do tonight?"

[00:04:28] "I don't know."

[00:04:29] "Let's watch Netflix again."

[00:04:30] Right? You're just drifting. And so what I would love to do is I want to call out, everybody that's listening to this podcast or watching this on YouTube or wherever you hear about this, I want to call you out, and I want to pull you out of what you're in right now if you're drifting or whatever your experience is right now to something greater, right? Because where you're at right now in the hero's journey-- if you've ever heard of this concept of the hero's journey-- you're in the ordinary world right now, right? That's the ordinary world, and I want to bring you into the extraordinary world, or the supernatural world, right? And that means there's this call to adventure. So if you feel like you've been comfortable for a while, you feel like you've been coasting, I'm going to call you out. I'm going to invite you to do something crazy or risky or scary or adventurous, and that would be to step into something deeper, to find a mentor, a hero, or coach. Every great story where there's the hero and you're the hero in your story. You are the hero in your story, right? You're the hero in this movie called Life. It's your movie. You are the primary character in your universe, right? You're the protagonist. You are the hero, and I want you to recognize that for the hero to have a great story and have a great life, somebody needs to call you out. Somebody needs to give you a challenge, a call to come out of the ordinary world, out of the comfort zone, out of where you are into something extraordinary.

[00:05:55] You cannot have an extraordinary business with an ordinary goal in life. One of the people at Funnel Hacking Live said, "You cannot have like a million dollar company with a $2 'why'." You need a purpose that's bigger. Maybe it's because you want to show your kids and stop being a weakling or wimp for your kids or that you're not showing your kids that there's a greater life available to them and you're playing small and you know it. Maybe it's that your team needs you to step up and you've been kind of burned out on the business for a while. So I'm calling you out of that into something extraordinary, and the call, when it comes to us, we eventually, we start on this journey, but it's scary and most of us avoid the call. You're probably feeling the call to do something more, do something greater, but you're avoiding it. We all do it first. There's this fear and there's pain, but eventually we hear that voice deep down within that says, "Hey, there's something more. You should do this. You should step into this. You should get that mentor. You should get that coaching program. You should read that book. You should do something to move your business forward. You should have more of an impact. You should step up and be a better spouse or partner or you know, parent or whatever it is that's important to you. We feel that call and if we listen to that call and we do the work, we're operating in faith, right? So we're shifting out of fear and we're moving forward in faith.

[00:07:14] And we may still have that fear, but we move forward in faith, and you are the driven. You feel that call. You felt a call to start a business. You felt a call to do something new and you listened to it. It got you started, but then maybe you kind of gave up or maybe you kind of got comfortable. And so, you want to pay attention to these two sort of entities that exist in your body. One's fueled by fear and one's fueled by faith. And you want to pay attention to those because they're fed. The fear based entity is fed on your fears and doubts and uncertainty, and it keeps you where you're at. It holds you tethered, but then there's that faith that pulls you forward and it's fed by taking action. When you get that call, God gives you some little like idea or some little call, you feel some sort of drive, like, "I should be doing something. This feels right to me," and you listen to it and you operate with that little idea that you were given. You will get bigger ideas. The universe, God, whatever-- you will start to be gifted or given bigger ideas. You'll be a steward over something even greater, and this is why you see some people have great success because they may not be the most amazing person. Sometimes they're not even maybe the greatest person, but in that one little area, God or the universe could trust them with one thing and they did it. And so they were trusted with something bigger and something bigger, at least in that area, that they are achieving and benefiting people in.

[00:08:36] Russell said something interesting. He said that God tricks us into building a business that eventually helps others. Like if you want to be successful in business, eventually you get to the point where in order to have a business that functions well, it has to solve a real problem in the marketplace. You can't operate unethically and think that your business will continue to get bigger and continue to grow. We just hit a milestone in our business. We just in the last quarter did half a million. And for some of you that maybe that's a small thing, but for us that's like a, that's awesome. That shows that we are operating at a $2 million run rate. And if things continue we're a multimillion-dollar company. And you know, and there were several years when I went through divorce and like lots of changes in the business. I was comfortable and the business really wasn't scaling or growing. In fact, it'd even dip down like a little bit right? Dip down a little bit. And so, we're operating a multimillion-dollar company and I believe that that's true and I can see it, and we've been doing it, and if we continue, by the end of the year, we will have been a multimillion-dollar company, right? We can say we are a multimillion-dollar company. And that's a vanity metric. It's a vanity goal that I have. But all of you have vanity goals, right? You have things that you want. Maybe it's a door goal you want to hit, but the award or the goal or whatever it is, it needs to be big enough...

[00:09:57] the 'why' needs to be bigger than all the pain, all the challenges, all the friction that it takes to grow and scale a business. Your 'why' needs to be bigger. You can't build a multimillion-dollar company with a $2 'why,' right? The 'why' has to be bigger than all the challenges. So, you know, we go on this journey trying to scale and grow our business, and it's usually towards some sort of self-interest, right? You want to get more money, or maybe it's the four reasons, right? You want more fulfillment, more freedom, more contribution, more support. Because you don't use this is why we build businesses, right? Businesses are the vehicle to give us those things, and maybe you want that fifth reason of safety and certainty, but out of that self-interest, eventually, in order to get that to work and to achieve that and to make that possible, God uses that vehicle. It tricks us into building a business that helps others, right? And that serves the universe, that serves God's purpose, and then we are now a vehicle and our business is a vehicle to create positive change and impact here in the world. And so this is one of the greatest things that I think you can do as a human being. It's maybe one of the greatest things is to positively impact others' lives, right? So don't feel guilty. Don't pull your punches, don't hold back at all, like go all in. When you hear that call, go all in and go for it.

[00:11:17] Russell shared this story he shared about Michael Jordan and all of you know who Michael Jordan is, but Michael Jordan-- he took a risk on Nike and Nike took a risk on him. Neither of them were a big deal at the time, but they both grew together and Michael Jordan was so driven that he leveled up his entire team. The entire team had to step up and level up in order to move things forward. And he drove the business and drove everything else forward. So this is my challenge to you: I want you to play bigger. I want you to step into find that mentor, find that guru, find that person that is maybe a step ahead of you or maybe has a clue that you feel deep down you should work with. You need to find that. To go on that hero's journey, you have to find the mentor. I spend six figures annually just on coaches and mentors, mastermind programs, things that I'm a part of to learn so that I can come down from the mountain with the magic elixir or whatever, and share that with my people and share that with my tribe and share that with my clients you need to find somebody that can feed into you to help you get to that next level, and maybe it's not the next level of doors or the next level of money. Maybe it's the next level in your relationships. Maybe it's the next level in being a great father or mother. Maybe it's the next level in just you know, getting more fulfillment and freedom and contribution, making a difference in the world out of your business, and it's not just about more revenue.

[00:12:44] A lot of you don't need more dollars. You need more freedom and fulfillment in your life. That's why we want the dollars. Don't get the dollars and not get that, right? And so that's kind of my message today is are you the driven, Are you called? If you have a calling within you and you listen to it, you will be the driven. So listen to that voice deep down. And If you feel the call to work with DoorGrow-- some of you, I've heard it like, "I've been thinking about working with you for a long time." I hear that all the time. "I've been watching you on the sidelines for a while. I've been listening to your podcast." Now's the time. I'm calling you out. Step into doing it because you've heard that call and you're not listening to it, you're not going to get more if that call's there. And if you don't feel that call, then don't work with us. Like it's really obvious. Like you don't need to do anything with us. We don't need clients like that, but I know there's people out there that are meant to work with us that we can help. I know our stuff works. I know we can help you grow and scale your business. I know we can change your life. I know because I hear testimonials from clients every call that we do each week with our group coaching calls, I know that there's people out there that we could benefit, and that's what gets me excited.

[00:13:51] That's my calling. I want to change this industry. I want to help you grow your business. So if that's you, reach out to us. Check us out at doorgrow.com, and we're looking forward to helping you on your journey through this hero's journey. Bye everyone. Until next time, to our mutual growth.

[00:14:06] You just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow!

[00:14:33] At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today's episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.

Download this Episode