Building Your Pipeline

Mike: Welcome to the FlipNerd.com podcast this is your host Mike Hambright, and on this show I will introduce you to VIP’s in the real estate investing industry as well as other interesting entrepreneurs whose stories and experiences can help you take your business to the next level. We have three new shows each week which are available in the iTunes or by visiting FlipNerd.com. So without further ado let’s get started.
Hey it’s Mike Hambright with FlipNerd.com. Welcome back for another exciting VIP interview, where I interview the most successful real estate investing experts and entrepreneurs in our industry to help you learn and grow. Today I’m joined by Jesse Garcia. He’s CEO of Pipeline Wizard, business accountability software that’s used by a lot of real estate professionals. Today we’re going to discuss the importance of building your pipeline and knowing your numbers regardless of whether you’re an investor, an agent, or any business that serves others in the real estate space it’s critical that you know your numbers. Before we get started though, let’s take a moment to recognize our featured sponsors.

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Mike: Hey Jesse, welcome to the show.

Jesse: Mike thank you, love it.

Mike: Yeah glad you’re here man. So, I think we’re preaching from the same book my friend on the importance of knowing your numbers and really treating your business like a business instead of a hobby. Yet so many in our industry, the real estate industry, tend to be kind of flying by the seat of their pants and don’t really know what they’re numbers are. Why don’t you introduce yourself, tell us a little bit about you, and then we’ll kind of get into the importance of really understanding what your sales pipeline looks like, the importance of it.

Jesse: Absolutely, thank you. My name’s Jesse Garcia. I’m the Co-Founder and CEO of Pipeline Wizard, and Pipeline Wizard became a reality about two years ago, it’s been eight years in the making. We’ve all had projects that are eight years in the making and actually have taken full effect six years later, and that’s Pipeline Wizard. I built this system for me and my own real estate business, and to give you some background I was in law enforcement prior to getting into real estate, and as we were talking offline before you know in 2005 I read “Rich Dad, Poor Dad” and you know most people in the investment realm have read that book. Right I look at that as my real estate, for the most part the Real Estate Bible to get people motivated and into investing and sad to say that’s probably the first book, I actually finished cover-to-cover in my life and I were like 25, or 26 at the time. So yes I’m saying that on air.

Mike: You’re not supposed to say that out loud.

Jesse: I said it out loud. It was my internal voice it just came out, and what was interesting was I read the book, got motivated. I mean I never read a book and I read that book in one day. Went out and bought another six, read those, and I was like, “I’m going to be a millionaire buying and selling real estate, I’m going to flip, I’m going to invest, and this is 2006. So people that may have not been paying attention that’s going to watch this video that knew what was going on in real estate in 2006, I didn’t I learned about it two years later going, “Okay this probably wasn’t the best…”

Mike: The hard way, yeah.

Jesse: The hard way, and me and my business partner we look at all that as a learning experience, and so I got my Real Estate License in 2006, didn’t do anything with it and two years later in 2008, completely quit my secure job, steady pay check, benefits, retirement to get into real estate without a plan, without a pipeline, and just dove in and had a mentor. So that’s about it and so I built this sales pipeline, which I called “My Pipeline” at the time, to keep me on track and stay focused and everybody was like, “Hey how can I use what you’re using?” Because not to toot my own horn within the first year I went to, I joined the ranks of the top 10% of a 250 person office.

Mike: That’s awesome.

Jesse: And from a sales standpoint, and it was just because I was on, it was on…I was intentional about building my business, talking to more people, and tracking my numbers, and one of the biggest mistakes that we made when we bought our first investment property was we didn’t know our numbers, we didn’t run our numbers. I bought an Excel sheet program from a company that’s like, “You put your numbers into here and you’re going to see how much you’re going to make.” Put it in there and we’re like, “Oh my gosh we can make this much money?” They didn’t tell us that if we put garbage in then garbage was going to come out.

Mike: Right.

Jesse: We had to know what we were doing, so it was a big learning experience, and so going back to what you said is running your business like a business not making it a hobby. The funny thing that I’ve learned the past, excuse me, eight years in real estate…I’m getting over a cold so excuse all the clearing my throat. The interesting thing about whether you’re a real estate agent, you’re a real estate investor, you go to all these events and you’ll have people up there on stage, on webinars, telling you exactly what they did to be successful, and they’re doing that because they know that less than 20% of anybody that’s going to watch or listen are going to actually take action and implement it. It’s just a fact. So they’re like I’m going to tell the whole world what I’m doing because I know that less than 20% of people will actually take action and implement it, and so that’s where we separate, “Do I want to run it like a business or do I want to have it be like a hobby?” And I’m sure what we’re going to talk about down the road is going to help people cipher between the two.

Mike: Yeah, the critical thing is you know in my business and in every real estate agent or investors business for sure is there are activities that you, if you’re not doing them today it’s not that it hurts you tomorrow necessarily it hurts you in the months and years to come. I mean we buy houses all the time that we made our first offer, or we generated that lead many months ago, and it just comes back around through a follow up process, but it took us originally kind of putting it in to fall, or putting it into play, back at the time I’m going, I’ve bought houses almost three years after we made our first offer and they just, they just kept, we just kept following up, they weren’t ready yet, but we kind of fostered that relationship and like any veteran sales person knows that you’ve got to be putting stuff in the funnel all the time, and working out lists, and building it out but it’s important to track where all your deals are in the funnel, which is the beauty of your product and what you know.

Jesse: Yeah I mean, it’s interesting that… You’re absolutely right. I mean, anything that you do in real estate always turns out for the most part on average 90 to 120 days out, and when you look at it from that standpoint you have people that are still focused on a ground game and they’re paying no attention to their game, and so in real estate whether it’s an agent or an investor that’s going in and going, “Great. You know, I want to focus on buying in this property.” You’re so focused on one property and yet all these other opportunities are passing them by because they’re not looking for they’re so focused on one.

Mike: Right.

Jesse: You know, and then, if that deal falls apart or falls through, or something happens where they don’t get it he has lost all these deals, and it’s just being aware of what’s going on around you, you know, in tracking.

Mike: I think there’s a challenge for a lot of new investors, new agents. You’re in a business where it’s feast or famine. I mean you, if you don’t do deals you don’t make money and that’s the beauty of being an entrepreneurs, you have unlimited potential. The downside of that is that sometimes if you don’t kill something today you don’t eat tomorrow and if forces a lot of people to become very short sighted. They’re worried about like, “What can I do to make money tomorrow?” Instead of it forces you in the short-term to focus so much…To not really think about long-term. Which is a fact that you have this pipeline of stuff that’s going to come out the other end if you keep doing work today they kind of lose sight of building a business.

Jesse: Well I tell people all the time, I go, “If you’re not building your pipeline you’re helping somebody else build theirs,” and that’s a reality. If you’re not going to do the work somebody else is going to do the work for you, and a lot of people in real estate take you know as soon as the pumpkins, the Halloween decorations are put away, everyone kind of goes on just shut down mode through the holidays. You know from now to the Super Bowl. It’s just they believe real estate does not happen and they believe that you know their clients, or if you are an investor, real estate is not going to happen and it’s false, and the great thing about being accountable especially from an investment standpoint is you have to a mentor, you have to have a coach. I thought I had the right one when I initially went out and started investing I was poorly mistaken and I paid more for education than I did for investment properties at the time, and when you look at, and you evaluate it success leaves clues. You know if somebody’s already, if somebody’s done what you want to do whether it’s in life, health, wealth, relationships there’s no secret to it. It’s just find the person who’s doing what you want to do, that’s getting the results you want, and become their new BFF, and you’re hanging out with them all the time, buying them dinner, buying them coffee, buying them drinks, and picking their brain, and copying them. You know don’t try and get creative and go, “Well you know this worked for them and they’re making seven times more money than me but I can make it better.” It’s like you don’t have the right to do that, just copy what they’re doing.

Mike: Right, right. Talk a little about the accountability side, because I think even what we talked about here over the last two minutes resonates with a lot of people. They know they need to track it, and they may be tracking it in legal pads, or Excel Spreadsheets, or…Some of the stuff is really hard to track too, but I think the challenge is a lot of people are too busy to put them in a situation where they hold themselves accountable to their own numbers.

Jesse: Well, what’s interesting about our industry is whether you are an investor, whether you’re an agent, or whether you’re entitled, whatever your role is in the real estate industry 9 times out of 10 those people are competitive and what’s interesting is I use, I wear a Fit Bit right so I get to track my steps, and what’s interesting about this from an accountability standpoint is if I’m challenging somebody and I have a leaderboard on Fit Bit and I can see that I’m in fifth place, or sixth place. That drives me nuts. I’ll get on my treadmill right here in my office and run three miles at ten o clock at night if I’m losing. Simply because, not because it’s good for me, not because I know it’s going to benefit my health, which those are the byproducts, it’s simply because I don’t want to lose, and the same thing in real estate is we’re mainly competitive. I mean you don’t want to lose out a deal to another investor, if it’s an awesome deal. The agent they don’t want to lose a deal or client to another agent. They don’t want to do that. From an accountability standpoint it’s are you doing the activities necessary and that are going to guide you to the most effective action you need to do, and the accountability piece is having somebody look over it.
You know, I’ve had coaches where you’ll have great motivating phone call. I’m sure you’ve had those. You’ll have a motivating phone call. You’re like; “Great I feel motivated, I’m fired up,” and then tomorrow you’re like, “Alright okay I’m over that, I’m done.” Now when your coach goes, “Alright send me your spreadsheet,” and you’re kind of like, “Crap.” Okay now it got real because now no matter what I put on the spreadsheet the results are going to say you’re lying, when you put it on your spreadsheet, or okay now here’s how we improve it, or here’s how we bump up your goals, and so having that coach, that mentor that accountability piece really helps fine tune. So for an example if you’re coaching you know an investor and they’re outlining everything, and they know their numbers, they know everything line item you can identify simply by looking at a one page document where their weak spot is, where they can make more money, where they can cut costs simply by looking at the numbers, and at that point you know how to coach them. Otherwise if you don’t have that data you’re like, “Okay what do you need help with? Okay you’re not making enough money how am I supposed to help you with that?”

Mike: Let’s talk about the importance of kind of goal planning in the process of being held accountable and knowing your numbers, because that’s one of the challenges that I see that a lot of real estate investors, and agents too I’m sure, have is that if you say, “Well how much money are you trying to make?” Like what’s your goal this year? They’ll either use some number that’s just totally unrealistic because they want to make a bunch, and they’re not going to hit it because it was too unrealistic and they don’t have a plan to get there, or they just have the, “I want to make as much as I possibly can,” but they don’t necessarily do the steps but you know I teach a lot of real estate investors, people that I mentor and coach, the importance of setting your goal and then using your numbers so that I can tell you, “There’s no way you’re going to hit that.” Which they can see themselves. If they’re tracking it properly they can see it themselves it’s just a matter of, like you said, somebody trying to hold their feet to the fire and hold them accountable, but you know I find that having that goal out there so that you know what it is that you’re trying to accomplish is really important.

Jesse: What’s funny is I just finished my goals for 2015, and I like to do them in the beginning of November because I’ve got two months to let it marinate and let it sit, and start working on it now because like I said earlier what we’re doing now is going to affect our first quarter, and so, and I bring my wife in. I involve her. I go, “Hey read these, what do you think? Should I…What do we want to do? Where do we want to go? Where do you want to go on vacation?” And the big thing is setting steps. Like you said, the goal is I want to make a million buck. Great how are you going to do that? So break it down; you’ve got to break it down into months, into weeks, and then what are you going to do today? So that way…One of my favorite books is “Compound Effect” by Darren Hardy, and in that book it’s the little things that add up, and that goal, and here’s the best way to describe a goal, so the “Compound Effect” is if you take one penny and you double that penny over the course of a 31 day period, and so the challenge was, is you know if I went and said, “I’m going to give you a million dollars today or I’m going to give you a penny today and that will double over the next 31 days.” You know most people don’t have that long term vision they go, “Give me the million bucks.”
What happens is that penny compounding, doubling every day, 31 days ends up being over 10 million bucks, but yet it doesn’t take until day 18 to even break a thousand bucks, and so what happens is with goals is people go, “Okay I’m doing this, I’m doing this, I’m doing this, and I’m two weeks into it I’m not seeing the results.” In fact who…Gym, gym membership right? “I want to lose weight, I want to gain muscle, and do this.” I’m not seeing the results two weeks into it, “Okay I’m going to stop doing this,” and they’re that close to that tipping point, and so with goals and the accountability is to get a goal break it down, and I use a system that I learned from the company that I started at. As an agent they used what’s called a one three five. So you come up with one goal. What your one goal is whether for business, for personal, for health finances, whatever you can just start with one goal and then you make three strategies that are going, I’m sorry three priorities, and then five strategies for each of those priorities, and so you break that down to where you go, “Here’s my one goal, here’s the three things I need to do, and here are the five strategies to get those priorities done,” and so that way when you have it in your office, you have it on your wall you’re always going, “Okay great what I’m doing right now is that what I should be doing? Okay no it’s not. Okay let me get back focused on what I should be doing.” And so it’s a great way to stay accountable and definitely goal setting is huge because it keeps you focused, otherwise you’re just out like a chicken with its head cut off running around.

Mike: Yeah, yeah and so what do you think about people that you know they have it on paper, they spent the time to define it, and then executing it is a whole another story? I mean there’s so many distractions these days from checking your email to, “I wonder what’s going on, on Facebook right now even though I was just there five minutes ago.” It’s a tough business, so again real estate professionals, we for the most part control our time so I think most people let their time control them you know in a lot of instances, but there’s so many downtime periods to where it’s easy to get distracted and off on something else it’s not necessarily in line with your goal.

Jesse: It definitely is and I’m not perfect at it I get distracted. My focus is not laser focus to the point of you know a Master Jedi, it’s nowhere near that. It’s easier to get the things out, the things that are really important done in the morning. Like done in the morning, like I don’t know how many times I’ve said, “You know I can’t get my workout in today I’ll go to the gym tonight,” or, “I’ll jump on the treadmill tonight.” How often does that happen? You know it’s like things get into the way, you get busy, it doesn’t happen. So if you do the major most important things in the morning you know it helps get those accomplished, but you get distracted and the easiest way not to get distracted is turn your phone off, put it in the other room, you know take Facebook, all these different social media icons off of your phone if you’re always on them. What’s interesting is my business partner he’s like never on social media and I’m like, “What’s going on?” My wife is like, “What’s going on with everybody? I need to know what’s going on,” and yet there are some people that are just wired like, “I don’t care what’s going on.” You know and god bless them but I think it comes down to if you can focus on getting the most important things done in the morning your will power has…You have a better chance of completing that task, and another book that was great that I read that is very much about that it’s called “The One Thing” by Gary Keller and Jim Papason.

Mike: Yeah that’s a great book.

Jesse: And so if you want to set goals, especially going into 2015, that is one book I would highly recommend because it will set your priorities, your strategies, your goals straight so that way you’re focusing on what’s important and especially now coming into November, almost the middle of November, that should be a required reading for everybody on a team to set your goals in 2015.

Mike: That’s a great book. Why don’t we talk a little bit about goal setting for the year that’s coming up? So what are some kind of general advice that you give you people and to kind of start thinking about you know goal setting, but maybe talk a little bit about whether they should be…Some people set kind of big audacious goals that are totally unrealistic and for some people that motivates them to push farther. ‘There’s a lot of people that are experts that will tell you, “Hey set a big hairy goal that you don’t think you can reach rather than setting something that’s kind of a layup.” Now on some level that’s the same things that causes people to fail is that they set the goal too big to where in the back of their minds, or subconsciously, they knew, “Well you’re never going to hit that so don’t even really try,” but as we’re coming up to this point of the year people need to start thinking about what it is they want to accomplish, so give some advice.

Jesse: So what’s interesting is I’m going to go back to “The One Thing” book, if you go to the1thing.com there’s a bunch of resources for goal setting. They give you every form on their that I use for goal setting, and one of them is goals, and what it does is it helps you identify your one year, five year, and someday goals. So what’s really cool is I get to go in and go, “Great what are my someday goals?” And that’s where I can come up with those big hairy audacious goals, get them off of my brain, but then I go, “Okay what are my five year goals?” Okay I’ve got to reel it in, “Okay what are my one year goals?” Okay I want to reel it in. It’s going to go from someday goals where I want my own private jet to my one year goal where I’m still talking Southwest, where I need to go, and so but it helps you identify it gets it off your brain. So it’s a someday goal where I’m putting it out there. Another great book that really helps with that big, hairy, audacious goal is “Think and Grow Rich”. They have you walk through a cheap definite aim, and in that exercise you have to, and I have mine sitting right here on my wall, where it is that big, hairy, audacious goal, it’s that affirmation, it’s convincing and believing that you can achieve that, and you have to read that every morning and night. So that’s another great resource, and so from goal setting the intention of goals and setting the goals are great. It’s taking the small compounded actions day after day, which may seem boring, you may seem that you’re not getting the traction; you’re not getting any closer to your goal. What happens is with the compound effect there’s that tipping point where all of a sudden you’re like, “Oh got it,” and the analogy from “Think and Grow Rich” is three feet from goals. Most people are going to stop three feet from their goal because they’re not seeing the result and it’s just you know if you just waited one more day, or one more week, or one more month boom it’s going to tip and you’re going to hit it, but you’ve got to keep going.

Mike: So talk a little bit about the importance of, we talked about mentors and accountability coaches but…and I know you work with your wife, and I do too, and we do a lot of our goal planning together, just talk about maybe some tips that people could use for sharing their goals with a spouse, or even a business partner, and the importance of, the importance of the fact that you’ve shown it to somebody. I was use this analogy of I refer myself as a corporate refugee. So when I left the corporate world, before I left the corporate world a company that I worked for, big company that everybody knows there would be all sorts of ideas and stuff flying around and we kind of had this joke that anytime something got laminated it became like the law of the land. So you know what I tell people now in the context of goal setting and planning for your year is to laminate it, whether you physically do that or not, the point is kind of publish it, share it with people that matter that are going to hold you accountable, but talk about, a little bit about, accountability coaches and mentors, but just talk about you know some of the guidance you give people whether it’s just even a spouse or a business partner and the importance of that.

Jesse: Well I think it’s important because it’s, it puts it out there. You have that extra layer of accountability and you know this, especially with a wife, you want…I mean you tell your wife your goal or if you’re both on the same page your goal and one of you are on Facebook playing and you’re like, “Could we be doing something more productive with our time right now? Because this is our goal is this helping us?” And there are times we both get on each other’s nerves but that’s the whole point of accountability. I mean I played sports in high school, I don’t know if you played sports or anybody that’s watching played sports, your coach was never your best friend. For the most part you wanted to punch the person, but they pushed you, and pushed you, and pushed you to do things that were outside of your comfort zone but by the end of it you’re like, “Wow I did that. I accomplished that.” That’s their job. Their job’s not to be your buddy, buddy best friend, there job is to push you and the funny thing is you’re paying them to do that. So you know I have a lot of friends, I have a lot of mentors, I have a lot of people I look up to and the great thing about networking like we’re doing now is when we connect I’ll connect you with somebody that you know you may want on your show from an investment standpoint at a high level, you know from another dot com-er I want to connect with your database and go, “Hey what are they doing?” So I know what I can do on my own platform and so when you’re out networking and sharing your goals with people they can help you, and what I’ve learned about successful people, and maybe not even just successful people but a successful mindset, is there are more people that are successful CEO’s making millions of dollars that are more than happy to help you, you just have to ask. They are so willing to give you information you just have to ask. You know and so many people are so scared to go up to somebody and go, “They’re not going to talk to me. Why would they tell me what they’re going to do?” And me on the other hand I go up to anybody and go, “Hey what are your goals?” You know, “What are you doing? How are you doing it? How did you get here? What platforms are you built on, how do you code it?” And they’ll tell me everything, because they know that 20% of people, or less, will actually implement it but I’m one of the less than 20% to do it.

Mike: Yeah and I think it’s important to that I know a lot of people that are successful that openly share their goals with people. They’ll sometimes you know write it in a blog or they’ll put it out there. I mean their putting it out there because they want to be held accountable, and funny thing is I mean I won’t say that I’m perfect in this area because there’s a bunch of stuff that secretly I probably don’t want to be held accountable for, but one of the things I said at the beginning of the year, this year, when we first started doing the Flip Nerd shows is that I’m going to do a 150 shows this year. It’s like that’s basically three a week, but if you haven’t, if you haven’t done that before, and this isn’t your primary business, my primary business is being an investor, and coaching other people, and some other things that we have, other businesses that we have, but it was kind of biting off big chunk to say that at the beginning, and I’ve held myself to it. We’re real close to hitting that number and I’ve said it so many times that even though nobody has said, “Are you going to hit your number?” Nobody’s really called me out on it. I know that it’s kind of late down the gauntlet and I’ve got to get it done now because come hell or high water, and we had, I had a death in the family, I had to cancel a bunch of shows that were set up to record, and things have happened along the way and it’s just like, “Hey I need to double down this week and do twice as many shows as I normally do because I have to hit that goal.” So I think it’s important to kind of circulate what it is that you intend to do, and the only reason you wouldn’t is because you don’t want to be held accountable.

Jesse: Well what’s funny is, what’s interesting in what you said that really caught my attention was, “You know I want to do 150 shows a year, this year,” and then right away you spat out, “That’s three a week.” It’s a numbers game; every goal is a numbers game. It’s breaking it down from a macro to a micro level and going, “I’ve got to do 150 shows. Great I’ve got to do three a week.” Okay life happens, it happens to everybody, and you go, “Great I have to adjust so for the next four weeks I’ve got to do four shows a week to still stay on track to hit my goal and then go back to three a week.” You know and it’s just adjusting the numbers, and what’s funny is you know I talked to so many people and they’re like, “Oh I’m too busy right now.” I’m like, “Yeah because I’m not,” you know, “You must be the only person that’s busy,” and its life happens. You know you have to plan around it, you have to set your goals and plan accordingly to get back on track or stay on track, and so what you said hit our whole conversation down to the bottom line is take your macro, your big goal, and break it down to where it’s easily attainable. You can’t go out and say, “I’m going to lose 100 pounds this year.” That’s going to scare the crap out of anybody. You know it’s, “Great I’ve got to lose one pound a week.” Cool that’s not as scary and easily attainable to do that. So, yeah, so the importance of goals is think big, write it down, but then go back and go, “Okay what’s my five year goal, what’s my one year goal?” Include your family, your wife, your spouse, your kids, everybody in it because they’re going to keep pushing you. They’re your biggest fan.

Mike: Awesome, well Jesse, tell us a little bit about Pipeline Wizard. I know that you have a great product that a lot of people are using, and that you have some plans to kind of roll out to other real estate professionals, and title companies, and lots of other things, but kind of give us a quick overview of how it works and give us the link so people can find it.

Jesse: Okay so thank you. Pipeline Wizard is just at www.PipelineWizard.com and it’s a system I built for myself and that other agents that are getting on board now for real estate agents, for coaches, for managers, for brokers, and down the road we want to build it for investors, and other real estate verticals. So the basis of the system is it helps you track lead generation activity. It’s going to track and you can set goals and track what you’re doing, the activities that are going to get you in front of people. Then it’s going to track your pipeline. It’s going to show you and illustrate out for you how much money you’re going to make tomorrow, next week, next quarter, next year and keep you on track to do so and always have it in front of your face to do it. On top of it you can have your coach, your manager, your broker sync up with your accounts and they can hold you accountable because they can see in real time what you’re doing, and that’s the accountability piece. So, but either way you have to know your numbers and so it’s very much, it’s an integrated…It’s an innovative, integrated technology and a solution for real estate agents that’s not just a boring analytical system. It’s competitive and fun because your numbers are in front of you all the time and you’re always wanting to make it better.

Mike: Yeah that’s great, and I think from the accountability standpoint, not that I necessarily do this, but I think it’s good to have…Just like if you work out if you have somebody, a buddy that you work out with or whatever it is, is to hold each other accountable and you know those are critical pieces so I think it sounds like you’ve got a great product and definitely wish you all the best with that.

Jesse: Thank you, and thanks for having me on the show.

Mike: Yeah thanks.

Jesse: And I really appreciate, love it, and love what you’re about. You know I love the company and at heart I’m a real estate investor continuing learning and would love to talk to you more offline about what you do from a coaching standpoint around that.

Mike: Yeah absolutely. I think it’s really important you know one of the things that we believe in is that it’s import-, we talked about it here, it’s important to surround yourself with others that are successful or have knowledge, and you know even though I’ve…I’m never going to say, “Hey I’m awesome look how great I am.” We’ve had some great successes in the real estate investing space in the past six years or so, but I think it’s important…I don’t know if I’ve said this out loud before, but basically I’ve spent a lot of money, I’ve spent a lot time and a lot of money over the past year with other coaches, and mentors, and joined a high level mastermind group, and I throw a lot of money at this because of the importance of surrounding yourself with others and you know sometimes you get…Sometimes you find yourself as you’re a big fish in a small pond, maybe. I’m not saying that that’s necessarily how I am but you have to get perspective of hearing what other people have going on and that helps you kind of craft your goals, and craft, you know start to be able to visualize what is possible for you know what it is that you want to achieve for yourself and your family.

Jesse: And it goes back I think with what Zig Ziegler said you know, “Look at the five people you surround yourself with the most and average out their income and that will be your income,” and so you know you have to take a really hard…That doesn’t mean you start dumping family members, or dumping friends. It just means you surround yourself with on a more frequent basis like that you purposefully integrate yourself into a high level mastermind. Because the great thing it’s not about, “Oh if I had their money I could do what they’re doing.” Or you know, “If I did what they did I could have what they have.” You know its like, “No you’ve got to be who they are, you’ve got to have their mindset.” If I have a mentor and I want to do exactly what they’re doing. Like, “Jesse you have to get up at 5 o clock, drink a cup of coffee upside down, and eat 20 egg whites, and that’s how I start my morning,” guess what I’m doing? I’m waking up at 5 AM, drinking a cup of coffee upside down, and eating 20 egg whites. Find out who’s doing what you want to do and copy.

Mike: Awesome, well we’ll add a link down below the video here for those of you that want to learn more about Pipeline Wizard, but it’s PipelineWizard.com, and Jesse thanks so much for your time today, sharing your insights, and for everybody that’s listening as we’re kind of getting close the end of 2015 here start thinking about your goals and start thinking about ways you can hold yourself accountable because if you don’t you’re probably going to find reasons to not achieve those goals.

Jesse: Absolutely Mike. I appreciate it so much, thank you so much; you know, best of success to you and FlipNerd, and your flip business as well.

Mike: Awesome, thanks buddy, stay in touch.

Jesse: Thank you.

Mike: Alright.

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