Chastin: . What's up everybody, and welcome to another episode of the Power Unit Success Cast. And I am your host Chastin J. Miles, but I know you're not here to listen to me because today I have, gosh, I have a superstar in the building, and this man. Yeah, he's a superstar on social media.

You've seen him, you've seen him on TikTok, you've seen him on Instagram all over the place. His stuff is legit, but he's a superstar. To me because he has been extremely instrumental in the growth of my career over the years, like literally since I first started. You know how they say that everybody has a coach, everybody has a mentor, and there are these people that we look up to, right?

But those people are also coached by people. And y'all are gonna meet in just a second. One of my biggest mentors, biggest coaches, I don't even know if he thinks that I've thought of him like that, but it's true. Mr. Dallas Mortgage news himself. Brian McCauley. What's 

Brian: up Brian? Thanks sir. Appreciate you having me.

And you forgot to mention outside of all that stuff, we are friends first. Yes. That's how we got to get this connection and get it going. A decade ago we met as friends. We've been friends since. We've been helping each other from the jump. So excited to be here. Love this setup, man. It's an excellent look and I'm excited to.

Chop it up with you. Yeah, for 

Chastin: sure. And I'll, I'll definitely let you do an intro to who you are. Yeah. But I wanna just jump right into this because we've been on this show and also through some of my content, talking about like referral partners and mm-hmm. I've been really drilling down like, no, you need a relationship with them.

You gotta grow that relationship, basically trying to explain what we have. Mm-hmm. Right. So this is someone who I have referred my mortgage deals to for years, including my own Right. And, and there's no other name that comes to mind most of the time outside of you. Thanks. But I don't know how we got here.

I don't know what was part of a plan or what was calculated. I don't know necessarily how the referral partner relationship grew, but I'm sure I'm not the only one with you. And so, I kind of know now what I do for people, but what's your whole game plan behind referral partners and how you grow those?

True. Yeah. Referral partner. Relationships and stuff. 

Brian: It's a good question. 18 years in the business, I'm still figuring it out. You know, the most successful business partners that I have, there is a, there is a concept and there is a touch of a real friendship in there. You can't work that much with somebody that long here and there and not like them and connect with them.

It's just, it's impossible not to. And so, you know, you and I met a decade ago. I remember it like it was yesterday. Shout out to Sean Mathis. He introduced me. And you, you may you remember Sean? He made the connection, but we not, we not gonna 

Chastin: shout him out no more. Ah, okay. He just frauded and scammed me.

Brian: Did he really? Yep. Then let's recut that. Yep, yep. Let's recut that. So I'm gonna go back and we'll, we'll, we'll recut that. And I'll just say a mutual person. Ready? Yeah. 3, 2, 1. So you and I met through just like a mutual friend and a guy back, back in the day that actually made the connection for me and you.

And how things happened is, you know, we didn't know each other. We met, but I was connected to you from the jump because of your per personality. And so we exchanged numbers. We ended up going to Sina, we ended up, right. You remember, it was Meina and West V Village and it was both you were early to Texas.

It was early in our careers. And at the time I was just looking really to just, you know, connect with people that I thought I could like that, you know had similar interests in life that were really at the time too, about like working hard and seeing how we can help each other. And so we felt that stickiness from the beginning.

And so I think when people are getting referral partners, and that's a wide term, whether it be a realtor and lender, whether it be an attorney, whether it be an insurance partner, whatever it is, you know, for the relationship to be solid, you have to like the person, trust the person, know the person, and you have to be able to see yourself hanging out with them and talking about things outside of just the transaction.

And that's where it gets real because the relationship piece is the glue that keeps you together. And so that way, you know, you, you build harder, you work harder you're more organic. You know, when you have tough times, whether it's on your side or my side or whatever, you can ask for grace. That relationship gives you the ability to fall down every now and then get back up.

But the most important part about having a relationship with somebody, being a friend, is that you enjoy the journey much better. The journey is much better when somebody's riding with you and you're doing it together and it's organic and stuff here and there. And so, you know, my search has narrowed o over the years.

I think when you're young and you're not coached you'll just take whatever. And I think that's part of the elementary phase of trying to be an entrepreneur of like, you're going to every network event, you're meeting all these people, you're getting cards, you're having drinks, and you're hanging out.

But over time you realize that, you know, wide. Isn't always best and more isn't always best, better is more, and the better part comes down to the better partnerships. But a key, key component to that partnership is make sure that you have a real relationship and that you're friends with that person.

Because again, that's where things root. And you can talk about life and you can get real outside of just the transaction or the client and partner, but that's the, that's the direction I've been going. Because obviously I wanna drill down and be real with people when it comes to our life. But at the same time, just like you, I want people that are on the same level with the same vision.

Because if, you know, you got two people, they can still be friends, but if they're trying to grind, you know, one can't be at practice 30 minutes early and the other one be at practice 30 minutes late, it ain't gonna link up. So I think that's also a part of the friendship piece is like how you see life and understanding the person and y'all are a good fit for each other.

So, 

Chastin: so true. Yeah. I, I say it last week about how. I like working with people who fit my vibe. Mm-hmm. And I get like, you literally just defined it and, and explained it. That's what I, what I mean, because what's been so cool about us is there are things that you are so great at that you teach me that you coach me on, and then vice versa.

Yep. You know, like you share with me things that you want to do and, and I could be very knowledgeable about it and we help each other out. Mm-hmm. You know, like it's truly more than a transaction and that's good because. You get to grow together and actually have someone to grow with. Mm-hmm. And bounce ideas.

And I feel like everybody needs that, you know? 

Brian: And that's what makes partnerships good. I mean, you can't have two quarterbacks, you gotta have a quarterback and the receiver, you gotta have a running back, you gotta have a blocker. I mean, everybody has to know collectively. Like we're not an we're not on an actual team together, but we are teammates and partners in this game.

So that's a big component of it as well. And then I think, you know, to your point talking about like things, you know, things I know, I mean, these are just great ways to, you know, infuse the other person and give them the game saying, Hey, Chaston gave me three tips on this. I gave you three tips on that.

And that's what it's about. And when you become friends you feel obligations to pay it forward and hook your person up and go back and forth. And I think that's how you kind of like multiply your success and their success faster. But if you don't have that friendship and you're not leaning in, you're, you're not that close, it's, it's harder.

To get there. And it's harder to share that because it's not organic. 

Chastin: So true. So true. So let me ask you this, because Brian, a lot of people look at you and, and, and see what they see now. Mm-hmm. And their first thought can be, this guy's an overnight success. Right. Because you, you, you literally blew up on social out of, well, a lot of us did.

Right. You know, TikTok, we blew up. Most people, they don't know that we've been in this business for a while. Sure. That, that we've gone through some stuff. How about take us through your career. Mm-hmm. A little bit. Yeah. And sprinkling, you know who you are, but Totally. I want people to know that this stuff is not an overnight success.

I've never met 

Brian: one. Right. I've never met one. There are some, I've never met them, but they are the exception to the standard. The standard is like, I. You just gotta go old school with the work ethic and put it in and get it all going. I think the gift and the curse to social is the appearance. It's the appearance of social media doesn't give you, it doesn't give you the full behind the scenes of what it takes.

It gives you the end game, and that's okay, but that's a carrot. Really the joy is in the dirt. And to, to your point, like for those that don't know, I've been in the mortgage business for 18 years and it's all I've ever done. So I'm from Dallas, Dallas, mortgage Man on all handles. You guys can go. Check me out.

So from Dallas, went to school at Texas Tech, finished Texas Tech December, 2004. Soon as I finished school, I moved back home. My folks were like, Hey, you're not gonna go out and party and just waste time. You gotta go get a job. So literally the first thing I interviewed for is I went to a company and they were like, Hey, we have a inside sales job at a mortgage co company.

It's gonna, I'm like, I have no idea what a mortgage is. No, I was a finance major. I like no numbers. I like PE-people. And so literally they were like, Hey, you know, if you do it, it pays you $500 every single Friday, and you get 10% of the commissions. And I'm like, I'm in cha-ching, right? Because at 23, I just turned 23 a week before I started.

To somebody that was living in college with 50 bucks, $500 every Friday night. All that meant was, dude, when I step out I've got 500 bucks. I can do what I want. So I got it. Just to have the money to go and socialize and that kind of money at that age, 500 bucks every week. 'cause I'm living home with my parents.

I got no rent yet, so I'm good. That's a lot of money And every week you get recycled. You go out, you got beer, money, hang out, this, that and the other. Hit the mall, do whatever is fine, then 10% commission, do a little deer here and there. Get get some extra. But it was a combination of that. Plus I'm like, I don't want my parents on my back.

So to make them happy until I figure out who I am, which, you know, I'm still figuring out who I am. But at 23, you for sure don't know who you are. Hmm. So I'm like, it's, it's, it's two birds with one stone. Right? I, I've got some money to go out on the weekends with my friends and buy some stuff and buy some drinks and have fun here and there.

Plus my parents are happy. So, you know, I get in and I don't even know if I've ever told you this, but I'll tell everybody this on day three, it was a 30 day training in a boardroom. I hated it so much that I sat in my car on my lunch break and I literally was this close to quitting and was like, this is terrible.

I can't believe I'm in slacks up here with these people and blah, blah blah. Like just 'cause I'd just been in college two months before where I was like hanging out, you know, with my roommate and doing whatever I want to hear and there and I just told myself, I was like, you can't do that. You're gonna let yourself down, but also like, you know, your folks are gonna be mad at you.

So I stuck it out, got through that piece, but it was really more of just in the moment, it was a month by month thing. And I just, you know, I did it got paid, but then I started to meet some cool dudes, other 23, 25, 28 year old people that they became friends. And so it made work a little bit better 'cause I was hanging with them and we had happy hour here and there and you know, did that for a few years.

Had some success. Obviously back in the day you didn't know the subprime game. It was almost very similar to auto. Like there's no regulation. You can get a car pretty easy, you can get a house really easy back then. And so it was good till it was good and no one knew. And then of course, like everybody seen on tv, you know, the bottom fell out.

It was a shock to everybody. I was young, I didn't know, but it was one of those things like we would log in, you know, go, go to work and log on computers and we were getting emails. This bank's closed, this bank's closed this bank's closed. I mean, it was like, ooh. And it got real. And when it got real, I mean it went, you know, quiet quick.

And that was one of the better moments when I look back in my career is when it got quiet and it got quick. And I'll talk about that in a minute. How I was able to get through it and then make something of myself probably like in 20 10, 20 11, which started the journey that I'm really on now, which was the, you know, super hard work, learn everything, outwork everybody, meet the right people path.

And we can unpack that more. But yeah, I've been doing it for a long time. I was broke for a long time. It took me a long time to get somewhere. I tell people, you know, not that this is something to, you know, talk about, but I mean, it took me. Seven years, eight years to make a hundred grand. Mm-hmm. I made like 43 grand, 54 grand, 75 grand, 85 grand, and the market crash went back down.

I made 40 grand. I had three jobs at one time. There was a space where I was a licensed lo, no loans. I was working at a title company during the end of salary just to pay bills. And then with all these foreclosed homes, my boys started up a contracting company. And after work we would go clean out the foreclosed homes.

And when I mean clean out, I mean like rats, ecs, all these things, when these people foreclose on their houses, doc. Yeah. They do not leave it in good shape. Mm-hmm. So the bank pays you to be the cleanup man. We went out there and did all that. And that happened for about three or four months. And I was finally working so much, just, I'm like I don't wanna do this.

And so I had to, I had to make that switch of like, am I gonna make it through or is this gonna beat me and I'm gonna reset and figure it out? And that was, that was a moment. But for those that are watching, like, you know, I've literally had my hands in toilets in the hard time, cleaning out feces, lifting couches, carrying outta the house, rats running across the feet.

You know, these are things that people don't see. It builds character and it's a wonderful spot in the journey, but there's no overnight success. Just like athletes, the good ones, they look amazing on the field, but they're two a days. They're at practice early, they're watching film two or three times, and they're huddled up with their other best buddies to figure out how they can get better.

But all you see is the performance on the field, you 

Chastin: know? I am so glad that you shared that. Mm-hmm. Because I've never heard that from you. I've, I've never, I've never heard that from you. Right. Not that I thought one way about you before, but I really think one way about you now. Yeah. Right. And, and, and it all makes sense, but here's the cool part about that, because a lot of what you were saying, I've been in those similar positions.

Yeah. I've literally had a job, been sitting in my car and was like, I don't want to go and work this no more. Luckily, you still went in. I called on the phone and I quit, and they were like, what? Yeah. Yeah. I legit quit. I've been, and I've shared this, I've been in the position in my real estate business, you know, with no money, electricity, off, things like that.

And you've had situations too, and it's like, there's always that moment where it's like, do I keep going with this or do I do something else? Yeah. Has it, has it taken over? Have I gotten pushed out of it? You know, like we're all faced with that opportunity, which there's some people who can be in that position right now, like mm-hmm.

Not knowing if they can make it out, not not knowing what to do, but then you gotta turn that switch on. Yeah. And, and make it happen differently. Another cool thing that I love that you, that you said, and I paralleled this to me, being on YouTube, when you first got into the business $500, like that's, that that's what it was.

That's you were, you were cool with that. You were knocking that out. Sure. You were getting that $500. There wasn't much expectancy. Much more out of that 500 plus these commissions. Mm-hmm. You were, you were able to live your life with that. But then once you get exposed to what's really possible, right?

It's like, okay, now with that being the case, do I work toward what I'm being exposed to? Or am I just content being at this same level? 

Brian: Yeah. I mean, I think that all depends on a couple things. You know, as a person, how big is your vision? You don't have to be the biggest and the baddest and the best. But what's great about being an entrepreneur specifically in our space is that there is no ceiling.

It is a really cool feeling if you wanna be that person. And if not, you don't have to, but you can still make a great healthy living and take care of your family and put some money away and get it all done. So it's up to the person. But what I like most about our industry is very similar to the analogy of like getting in shape.

If you want to go to the gym seven days a week and work out two hours a day and eat perfect, blah, blah, blah, no one can stop you. You get all the results, but there's no, you're not really stuck. The only time you're stuck in our industry is really when you don't have a plan, you're not hanging around with good people.

Where I had some more breakthrough moments later in my career has gotten professionally coached, and you don't know what you don't know. So, you know, and you know, otherwise, and I think you know that 'cause you coach people, but you've been coached as well. And so professional co co coaching, you know, it's a buzz word, but I will tell you real coaches and real people like that and mentors, they're worth their weight in gold.

They'll change your life and they'll change the way that you look at things and you'll never go back the other way. It's like, don't you think Nick Saban from Alabama, like he's, you know, he's changed people's lives from a football perspective here and there, and so. That piece is important. I was content with that.

'cause you don't know. But then once you know about it, what you want to think is most people that are driven at least to a certain point and say like, what's the plan? Who can help me get the plan to get there? And who can I get underneath and work with all the way for the journey piece to make it all happen?

And so that's just things that people have to figure out. Who are they, what, who do they want to be? And then who do I need to connect with to get there and learn the blueprint and make it all happen? And the last piece that people have to understand is like, it's just a long journey and there's a lot of hard work and it's okay to fail.

It's okay to go backwards. I went backwards in 2022. I went backwards 10,000 times in my life, you know, even during all that time just to add meltdown so people can relate better. Like I got a car that was repoed. I watched it. I'd watch them take it in front of my house. I had to call my mom and be like, Hey, I'm 28.

One more time. You love me One more time. Just to reset it and get it all going. So for those people that are out there like that, you're not on an island. It happens to everybody. Things are tough. But the most important thing, again, it's my little buzz line, but as I've gotten older and I've grown mentally stronger, tough times don't last.

Tough people do. And this builds character and it's good for people. Now, you don't want it to last forever. 'cause obviously you want to get out of the dirt. You wanna ma make a move. And you have those moments of like, what should I do? Should I stay? Should I go? What's the deal? And so anyone that's messing with that now I will just tell you my number one secret is I believe fundamentally, 'cause I've done it firsthand, that you can outwork the problem.

Mm-hmm. It, it may not be easy. I'm not saying it's easy, but it's simple. What I mean by simple is here's a plan. You can do it. Now, some people don't want to get up and go to work at five 30 and they wanna shoot videos of six 30 and make calls here and there. But what I'm telling everybody is you can if you don't have the blueprint and you don't have the right person to help you say, this is how many calls to make, this is how many hands to shake thank you cards, videos, or whatever, talk to Chase and talk to me.

We'll give you free game. I, I get dms a lot on IG now from los that are been in the business for 3, 4, 5 years. And they got confused on the refi boom and the covid boom and thought that what it was, and now it's all dried up here and there. They don't know what to do. And I share free stuff. But for everybody out there that's going through time, you know, tough times, the tough times are for everybody and you're gonna go through 'em.

Even when you get through this one, there's gonna be another one. It's not always better. Sometimes it's different, but you build the muscle to be able to get through it. But once you beat it and it doesn't beat you next time up, you will know you have it here. And here. It's just a matter of, okay, what's the plan this time?

And who, the person I'm gonna link up with to get through it. But all of it is beatable. If you just have the right people around you, the right plan. And then the last thing is mindset. And I think that mindset piece is like something that people can develop, but the, the more you get around good people that have also been through the same stuff and will share the real, and then show you the way out of it, the easier it is to deal with it.

Right. 

Chastin: I'm, I'm, I'm so sorry to interrupt you right now, but I'm tripping. I'm tripping. Why right here on that line, you said, what's that? You can outwork the problem. You can, you can outwork it. If anybody did not receive that right the way that I did, rewind and listen to it. Right. And you can outwork the problem.

But here's the problem that I know immediately pops into people's heads is I don't know what to do. I don't know how to do it. I, I know you're telling me to do this. Mm-hmm. But I don't know how to, what is your, I'm very curious about this. Yeah. What is your, what do you do when you don't know 

Brian: how to do something?

I reach out to people that are above me and ask 'em what to do. You ask '

Chastin: em questions, right? That's it. Yep. 

Brian: That's it. You just ask the outwork the problem, the real takeaway on that is controlled the controllables. Like, I'm not delusional. Meaning like, you know, respectfully, this isn't cancer. And I'm like, oh, I'm gonna outwork it.

Like this is business. Mm. And a lot of it is work. That's what it is. It's work, it's labor. It's biblical. That's what it is. It ain't always fun. You gotta dig and make it all happen, but, You can outwork it and control the controllables. And you may not win big, but you can beat. It's if you don't know what to do, see, this is where people in this age have it better.

10 years ago there wasn't YouTube, ig, all these things, blah, blah, blah. We didn't know we had to pick up an old school phone and I had to call somebody and maybe get on the line stuff here and there, blah, blah, blah. But there's a lot of game out there that's at a click of a button. And this is where I want people out there to understand, like regardless of a digital world things are good here and there, it's fine, but you can find a lot of this stuff online.

But I promise you that if you are like, look, I'm down to work hard to get it all done, I just don't know what to do. You could find a mentor, you can find a person, you can go online. This stuff is out there. I always tell everybody like, Hey, let's pretend like you and I were sitting here and somebody kicks open the door and it says you're on a game show.

And the game game show is called, you know, 1, 2, 3, create the most leads, blah, blah, blah. And they're gonna get on our shoulder and watch us for 24 hours. And the person that hustles the hardest, they give us a million cash. People would be up and at 'em and you'd be just banging it out, getting it all done and out.

I'm like, well, that activated your prey drive because the people busted through the door and dropped the money. The truth of the matter is everything in your behavior that you would've gone talked to as to whatever, blah, blah, it's already out there. It's just a matter of what moved you to do it, so you don't have to be that psycho.

But I want people to have the light bulb piece of like, maybe it is a game show. Maybe it's how many people can I get after and talk to and help and pay it forward and things like that. But what I'm trying to do at my age and this level of my business, I'm trying to get the information from the people that have it, to the people that need it, and then the people that need it.

What I'm saying to you is like, but you gotta work and that takes time, and you gotta be bought into the journey and the dirt and the hard times because you'll never be the best version of yourself if you don't go through some mud. 

Chastin: I'm about to translate that. If you're saying you don't know how, you don't know what to do.

It's an excuse at this point. Correct. It is. It's, it's purely an excuse at this point. There's a lot of things you don't know, but there's also a lot of things that you figure out and when you wanna know something and when you truly wanna do something, you'll figure out what needs to be done to make it happen.

Yeah. Like, but people, people pick and choose what they wanna, you know, use as an excuse versus what they want to use to activate that primal survival. Yeah. You know, I'm about to do what it needs to be done and figure it out and make it happen. Right. That was so good. That was so good. I want to, I want to segue, because you had talked about like where you are right now.

Yeah. You're trying to pay it forward, give, give people knowledge, and I'm so glad you mentioned that because you do these events every year Yeah. That, that are, that are pretty big events with, with big names. And I always wondered like why you did those, you know, what was your benefit? I think I even asked you a couple weeks ago, like, What are you getting out of this?

Mm-hmm. Right, because you're just. Putting, you're just giving the other people the 

Brian: knowledge. Right. So this comes from the book called The Giver's Gain. So it's not what I'm getting out of, it's what I'm giving to others. So a lot of people have changed my life. Big people that are much smarter, much wealthier, and I don't mean wealthier in money area, that that too, but wealthier in knowledge and life and marriage and spirit.

All these things here and there. And I know that I wouldn't be in this place without them. So the way that I give back sometimes is micro and macro, A micro's a conversation with you, a friend, this, that, that and the other from the Pay it forward standpoint. But the macro on these events. So the event that we're doing this year in Dallas, October 6th, success unleash.com, we got Gary V.

Bradley, Andy Elliot, Ryan Pineda, Jesse Itzler, five of the heaviest haters in the game. And the reason I brought them to Dallas and I put them on the stage and I wanted to do all this. Number one, it's for fun. I wanna have fun with my career. I'm at a place right now where, you know, I'm gonna look back and it's like, you know, am I gonna be super happy that I, you know, close 40 loans in one month and helped a bunch of families?

Yes, sure. But I'm gonna remember the fact that we did these events, we changed lives and got on stages and had this stuff fun here and there. But also, the truth of the matter is, I find this year extremely healthy to reset people's minds because it's made people come down and say like, dang, you know, things aren't this five year run we've had.

It's not always like that, but when people get down, what happens is they get stuck. I also thought right now I was like, look, success unleashed this. What I'm gonna do is I'm gonna bring basically Michael Jordan, LeBron James, Kobe Bryant, Steph Curry, I'm gonna put 'em all in a room and say, this is camp and these are the Mount Rushmores of the camp.

And if you come to this event, there's no way you won't leave with 10 or 20 things that if whether you're down, whether you're in the middle, or even if you are up, it's gonna 10, 15, 20 x your mindsets, your income. But also the people in the room, there's 800 people. I'm like, if you don't meet five people that become your friends, that'll help you in business, feed each other, help each other's families, grow their business, take these tactics away like, I have failed.

Right? So this event doesn't make me any money. It's not a money maker. If anything, I take losses on it, but it's my mindset of the pay it for the givers gain deal. Yes, it will help me from a branding deal and I get to meet these guys and hang out and chill, but I'm looking forward to meeting them too, like mm-hmm.

I'm just as big of a fan of them as everybody else in the crowd. I just had the vision and the guts to actually. Try to make it happen and now it's happening. But people need help. People need it right now. And so sometimes in good markets people don't always get the best advice. What I'm doing is I'm bringing people in the room and saying, these people are tried and true.

We all know that they would make up an all-star team, get in this room to learn from them, but get in this room to find 800 chastens as well that you can break bread with, hang out, start new relationships and start your life over because it's tough. But everything in that room you're gonna get. Whether it's people, processes, systems or tactics, they're guaranteed that they are going to totally disrupt and change the way that you operate as a person and as an entrepreneur.

You just gotta get in the room to see what it's all about. 'cause I've been in those rooms and I've talked to those people, and I'm telling you, the best thing I ever did for my career was get professionally coached. And this is the first step in that direction. For anybody that's looking for 

Chastin: that. I 100% agree.

There is such power that happens. When you're in the room at these events. Mm-hmm. Like if you just think about it, everybody there is there for the same reason why you're there. So you already have that common ground and it's really about like, Hey, are you gonna take this a step further and make those connections, meet those people?

Because everybody comes from different walks of life, different businesses, and And they've reached different heights. Yeah. However, they're in the same room as you and they're getting the same information. How you receive it can be different from how you received it. Correct. But I can have a conversation with you and you can share a perspective with me that completely went over my head that I probably missed.

And now it's like, dang. Then I share something with you. Yeah. Now we're collaborating and there's other people, and now this little community is forming and we're taking this knowledge that these speakers said, because we oftentimes know speakers, they don't have all day to talk. Yeah. Right. So you gotta get what you can get.

But then when you make those connections, you get to expand on that. You get to drill down deep and the answers are already there. But I do know there are people who show up to events. They sit in the back, they, they, they're silent. They don't talk to anybody. My whole thing is if I'm paying the money to go to an event, I wanna make sure that I get everything that I came for.

I say this at do the most every single year. Get what you came for. Sure. Right. Get what you came for. And I'm so glad that you're, that you're doing that. Because it even makes me think about, so like I started doing the Do the Most conference. Yeah. And a big reason why I started that, yeah. I wanted to help the community, but I also wanted to get better with my speaking.

Sure. Right. And it was kind of like, alright, well there's nobody's booking me or trying to get me on their stage, I'm gonna just build my own stage. Yep. What I didn't realize was happening was the people that my stage was attracting in the audience. Yeah. But also the speakers who were agreeing to be on my stage.

Mm-hmm. Now, with that being, again, my stage, I'm making connections with these people and they're helping me in other areas, just from them wanting to share their message. Yeah. Like there's so much power at these events that. You gotta walk into it knowing that this is more than just come and listening 

Brian: to somebody.

Yeah. Yeah. And I, I, we don't, and I'm mean, disrespectful, we don't want people there that are just listening and scanning the crowd. Mm-hmm. But I also wanted to put together the, what I feel probably outside of maybe P B D or a couple of people that are probably the top five in the game right now. So there's no excuses.

People can't say it's not watered down, it's five of the All Stars. It's at the Omni, it's in the biggest room. It's got a 50 foot l e d screen behind it, stuff on the side. Everyone's decked out. There's private dinners after there's v i p, the news is gonna be there. It's one of the things to where I wanted to make it so good that people couldn't come, that wanna change their life for real.

Mm-hmm. Meaning like, if, if I was on the flip side, And I was a realtor or a lender or an entrepreneur or whatever, looking for it. And I was like, Hey, there's an event with all these people and it's, you know, 2 99 for general or whatever, 500 bucks for a V V I P dude. I would pay anything to get in that room 'cause I know how much it's changed my life.

But for everyone to look at, like, if you don't believe that you can buy a ticket, get in that room, listen to five speakers for five hours, meet people, take notes, and get it all going. And you don't have a takeaway and r o i that you're not gonna make that a hundred thousand fold. You're, you're, you're not going to do well in b b business 'cause you're essentially investing in yourself.

And what you, you said, like, there's so many notes, there's so many tactics, but you're gonna go through journeys a year from now. You're not gonna be the same as you are now. And so maybe you hear something from a speaker that doesn't pertain to you now, but it will later. And then you get a community and you go, it's like watching a movie twice or listening to an album twice.

Like, watch it at 18, watch it at 28. The takeaways aren't the same. Mm-hmm. Listening to a rap album at 1828, you're gonna pick up lyrics that pertain to your life versus a single person, blah, blah blah. So this is also a recyclable. Event to where you can watch it and listen to it 50 times over 10 years, and you'll meet 25 people here and there, and as they grow and you grow and here go, you'll be able to go back and do all that stuff here and there.

But it is a blueprint and a formula for guaranteed success. It's just a matter of we don't want people there just as like window shoppers saying hi, there's too much value. There's too many people that are hungry. There's too many people that wanna make it happen and wanna make it and just say like, I need some help.

And so that's what I'm saying. Y'all get in this room, do it, take it down. There's just no way that it can't. I believe in it so much that I put it on and I fronted the money to get it all going, to pay it forward. But also I know what the one I did a year ago with Sir Hanz, I learned like five things from there that I would've never learned in my life.

I met six people in that room that I'm not business partners with, that I would've never gotten in my life. So from the monetary standpoint, it's paid itself forward 50 x, but what you're getting is you're getting these nuggets in this gold and like Master Jedi moves that you would never get. If you don't put yourself in a position to get in this room, and then you start meeting people that are like-minded and you become friends, you get on the same path and then, you know, you start becoming those people over a period of time and that's what it's all about.

Chastin: You're so right. A hundred percent. And I'll, I'll be sure to put the, the link to tickets in the show notes and description and everything. As you were speaking, something kind of came to mind, and this isn't specifically for the event mm-hmm. But just business in general, right. Because you have a big business now, but you also shared that, hey, you started out just yourself doing make it $500 a week.

Yeah. Right? Yeah. What, what goes on in your head that says, okay, I'm credible enough, or I've reached this level. I. To be able to put on an event or to be able to hire or expand my, my business. 'cause and the reason why I ask that, because some, some people are always asking, when is the right time? When should I do this?

And I'm curious to know, like, yeah, you throw these big events with big people, what makes you credible to do that? Like what, what went through your mind? Yeah. To scale. 

Brian: So for, I mean, for, for me, I'm reaching, okay, I'm, I'm, I'm reaching and I'm setting goals. So when you go through the cycle of being a business person, you go from a one person group to a two person group, to a three person group, to four, to five to 10 to helping in one family and closing 10 deals, blah, blah, blah.

So these are all, you know, these are all like a little steps on a totem pole. And then when you get to a certain spot, you really start to dream big. But what happens is you, somewhere in your life, somewhere in my life, I cross paths with somebody that's talking about events and speaking and things. So from the credibility standpoint it's not about, it's not about me feeling credible about my life that I have.

I have to be credible enough to put it on. I put it on because I wanted to put it on for everybody else. And I'm also growing and challenging myself to say like, Hey, these dudes are way above me. If I'm trying to elevate my myself, even though I don't belong on the stage, I'm gonna get on the stage and be on the stage.

I'm gonna push myself to get there because the only way that I can become better is I gotta get on the track and run with all these guys. And even if I get smoked, I'm on the track and then I'll work out more and I get on the track better. And so, you know, it was also a thing with me about my industry to wear.

Like, I know. That my industry needs, it needs new blood, it needs new oxygen, it needs new life. And so for me, what I'm seeing is I'm seeing the opportunity to take the mortgage industry to a different level. And I think events with great speakers, with a lot of knowledge pouring, you know, paying it forward to the people in the audience is a level that it needs to adapt and it needs to do.

But the problem is somebody has to step in, absorb all that. Take the reins and quarterback it for the future and not too many folks who are doing it. So I also wanna be somebody that hopefully breaks the status quo that will turn the corner in 24 months or so to say like, Hey, I'm not perfect, right? But somebody has to step out there and play the game.

And this just happens to be the game that I wanna play at the level now, because it's just, you know, it's so impactful on people's lives. And I think people, you know, they need that. But if they're gonna talk to a Gary V, they're gonna feel too distant, like Gary V's. Worth 300 million. And even though I like his stuff, I can't talk to him, they can still talk to Brian and Chasten it.

Mm-hmm. I'm still a player, I'm still on the field, so I still wanna be close enough to them where it doesn't feel out of touch, but I wanna start stretching and get it big enough where I can help other people on a wider range. And that's just me pushing myself. And so, you know, these are just things that I dream up and then I put 'em on paper and I say, Can I do this?

How do I reverse engineer what's the best way to make it impactful and help people, blah, blah, and put it all online? And sometimes you fumble, sometimes you don't. But at the same time, like that's part of it. That's part of it. Whether you're cold calling somebody, whether you're talking to a class client, whether you're trying to shake somebody's hand, whether you're trying to do a lunch and learn with three people, or whether you're trying to do an event with ge, Gary v with a thousand people in, in a room.

Real people want growth. They want to grow themselves and they want to grow others. And that's what they're, they're about. So this level of this event was another phase for me and my growth because if one day my path is I can get on some stages and help people grow and get better, like people, thinker, I wanna do it.

But if I don't put myself in a spot to connect with others like you and get on the stage and play the game, I'm not gonna grow my skills in the area that are dormant. And this is part of what I'm doing for myself too, to stretch that piece. So next time up, I won't be as shaky. I'll be a little bit better and I deliver and help others that are watching.

Chastin: What the hell, Brian, you, you, you coming with, you coming with the most I'm trying, 

Brian: I'm trying to do, do the most, man. My thing is, you know, I, I like to use athletes and I like to use analogies. I, for some reason have this like Tom Brady ish spirit and mindset about our industry, which is like, I don't wanna just win one Super Bowl, I wanna win seven.

I want to be the greatest. I want to give back to a ton of people. Like I wanna leave an impact on this industry. That when it's all said and done and I'm gone here and there from the mor the mortgage based, it's like I'm hoping to be in a crowd and faces of people that fundamentally impacted and changed everything for everybody at a shifting point.

And so things like this, I know will move me to that spot. Times are changing. People need it. Older people are getting out, newer people are coming up and everyone needs that stuff. So right now that's my mindset. But also I think as you get older and you do more in the business, you know, you, you lose your joy on some stuff and then you want something to reach for, and then you want something that, you know, reconstructs and recalibrate your purpose, right?

And I think early in your business, it's about your money. As you get older, it's about other people's money. And so you focus on your pockets until you get your pockets right? And then you realize, ooh, helping other people get their pockets right, is really where it's at. And that's a never ending game.

And it's kind of like the three stages, I think I've said this before of, of when people get money. So stage one is survival. I'm just trying to pay my bills. Stage two is stuff like, Hey, I'm buying a nice car, I'm getting a nice house. I'm getting all this. And then stage three is legacy, right? What am I gonna leave to the family and what am I gonna leave to others from like the, you know, mentor type piece.

And so I'm in between all of these here and there. But it's just part of my personality. It's what I'm trying to do. And we'll see what the future holds, man. 

Chastin: Yeah. I, if I can share why that hit me so hard was because, you know, and I'm gonna make this about listings specifically luxury. So working with luxury clients, I came into the business, of course, we all wanted to work with luxury clients.

We wanna sell million dollar homes, but subconsciously and physically, I felt like I was very far from that. Mm-hmm. Like, no, that's, that's outta my league, outta my reach. I ain't got no money. I need to, you know, wait it out. Right. But instead of waiting it out, What I started doing was I started doing open houses in luxury homes every single weekend.

Like legit. I was doing an open house every single weekend, and luckily the brokerage that I was at had a lot of luxury listings, and so I was able to hold those homes open. Well, this wasn't necessarily a plan per se, 'cause I was just trying to get business, but I became obsessed with doing it because it was actually teaching me and I was seeing that, hey, I'm not so far outta reach and these are just regular normal people.

Mm-hmm. Like, yeah, they have more money, they made different decisions, but I can still have a conversation with them. No longer are they intimidating. So of course, going down that journey, you learn different terms, you learn different ways of thinking and all of that. But I didn't realize that was what was preparing me to have a luxury client and not, I don't wanna say, not think anything of it and, and minimize it, but like realize that, hey, I was putting way more pressure on myself than I needed to.

So true. So then when you start mentoring other people and they're saying those same things that you were saying years ago, you could be like, no, no, that's not really the case. Do this, do that. Like you can, you can help people skip so many steps. Amen. Right. And, but it's important to know that what you see now is not how it's always been.

There was that climb. Most people don't know. I did open houses every weekend for two years before I even started working with someone who could buy a luxury home. That's right. Nobody was giving me a shot. Correct. But I kept 

Brian: doing it. And I think that's where people watching this, man, if you're in your second year, third year, fifth year, having a tough year, whatever, like, don't get in your head and like, you know, don't, don't listen to yourself.

Talk to yourself. What I mean is like people, when they listen to, to themselves, they're quiet and subconsciously they're saying like, things are bad, blah, blah, blah. No, talk to yourself, which is like, I'm gonna make this happen. I'm gonna do it. I'm gonna work through the listings, I'm gonna work through the uncomfortable pieces, blah, blah, blah.

But this is also why you have to have friends in the business. Are real. When you're struggling, you can lean and say, help me. I'm gonna help you. This is why you want to get professionally coached. 'cause these people have stubbed their toe a hundred times. They've been there. They know the pain, they know the path that you're gonna help you get through it faster.

And this is how you'll mentally mature by going through all of the stuff. And then as you start to become good, people don't obsess over the bad days. It's a bad day, it's okay, no big deal. Like it happens here and there when, when you start getting to a certain place, you just become obsessed with like stacking as many good days as you can back to back to back.

But everyone watching this, like, it's okay if, if you're having a bad month or a bad year or a down streak and your credit card's high and you can't get stuff in there. It's, it's all part of it. The truth, it's all part of it. If you peeled the curtain back on everybody, they would have all kinds of versions and years of this.

I just think that's the winners continue to like stay in the fight and fight through it. Mm-hmm. But if you try to fight it alone, it's tough. And that's why we talk about community and friendship and co coaching because we're not, we're not made just to standalone. You know, you can't fight it on your own.

Sometimes you have to, but for the most part, like just think about life in GE general. You have a relationship that breaks up. People feel down. First thing you do is you call your homeboy or your homegirl and say, come over and consult me, and blah, blah, blah. And they help you and da, da da. It's the same concept, like you need to lean on them because this time is hard or whatever.

It's the same thing on the business thing with the friendship. But business is a tough game. And so you need people there for you all the time. But in conjunction with that, like you gotta do your part, meaning like you gotta stay in the gym and shoot free throws all by yourself. You gotta figure out how I'm gonna work a listing.

You gotta practice a script. You gotta get an index card like it's 1985 and turn it over and says, the rates are too high. I don't wanna buy a house. What are you gonna say? Like, if you really wanna be that, you will become obsessed with practice and things here and there. But he and I both, and even to, to this day, we stumble on plenty of things still because we're imperfect.

We don't stumble as much, but we practice, we help each other. We're pro professionally coach, like, you know, multiple days don't go by where we don't make some progress in some areas. And I think that's something that people need to understand is like, just keep going. It's all part of it. But the faster you can accept that start to change your mindset and your skillset and your habits and your friendship and your community, it'll get you there faster.

You don't just have to be like, oh, this isn't it. It's not for me, blah, blah, blah. Don't think of pie in the sky either, but it's just like getting in shape, like whoever's watching that you can get in shape, you know, and know what it takes, right? So take those steps with a workout plan and a business plan.

But it's also better to have a gym buddy. 'cause I know if I gotta meet chasing at the gym every day at 6:00 PM it's hard for me to drive by that gym. 'cause I gave my boy my, my word that I'm gonna get there. One, it holds me accountable. Two, I gotta workout partner to push me. But three, we can conversate and talk about it in a community piece.

And the same thing is applicable to business. And I think people need to get that so they understand that and understand like, there are tough patches in a long journey, 18 years. And we could do a separate podcast on all the hiccups and you'd be like, for real? I'm like, for real? It's okay. 'cause I have accepted it and it's part of it.

So I don't try to stay away from it. I just learn from it and push through it faster. 

Chastin: Yeah. And, and that even kind of highlights that quote, work smarter, not harder. Mm-hmm. Right. And, and not just because of the physical work to do something. Right. But oftentimes we think that what we're going through or what we're experiencing is an isolated case.

Mm-hmm. Like, oh, nobody's been through this before. I have to figure this out by myself. And you're doing it the hard way. Correct. Where the smart way would be to be vulnerable and open up and ask someone and they can tell you right off the bat how you can fix it. And it doesn't even have to go as deep as you're going by doing it alone.

Correct. You 

Brian: know, and this is why we're preaching friends and community and co coaches. 'cause when you think in your head, oh, I have to do, do this alone, or I'm all alone. No, you're not. If you have two or three friends that are on the same grind or similar grind or something here and there, y'all will be bouncing each other ideas off each other all the time.

And people may come to you for something way before you come to them, but this is where that interaction and that community and that friendship will help you stay rooted, not get in your own head. Then when, once you, when you guys get to a place to where mentally or monetarily you can get in a coaching program that's tried and true and get superior, people pouring down everybody here with that community, you're not gonna get beat unless you choose just to not do it.

Chastin: Yeah. I mean, what, what do you think it is that like causes that in our industry? Because I mean, you think about working at a job, right? Yeah. Yeah, yeah. And if you don't know how to do something, you're gonna immediately say, Hey, how do I make change for this hundred? Mm-hmm. Because I don't know what button to push.

Mm-hmm. But then when we get in this real estate and mortgage industry and stuff, where I guess there's so much competition mm-hmm. Everyone wants to make it like, They got it all together. They know everything. You ask a realtor, Hey, how's business? They're gonna tell you, oh my gosh, the business is booming because they don't even wanna share that it's not going, how they, you know, where do you think that comes from?

Like, what's 

Brian: causing that? You know, we're all human beings. We don't wanna be judged being judged. I, I think, you know, and people, people, I think respectfully, the younger you are, the more you c care about it. The older you are, your, your circle becomes small. You find out more of who you are and your purpose, and you know your people and this, that, and the other.

And, and, and your, your net worth is not equal. Your self-worth. You don't have to be a pretender all the time. In fact, the best people that are probably the most successful have the most crappy stories, and then the most real about it. But our industry is one that you know, people struggle to be honest, and because they think it's gonna reflect on them and people aren't gonna use them or talk to them because of whatever, blah, blah, blah.

I, I am, I just would say embrace the dirt. Maybe not publicly all the time, but just be honest about it. When people talk about it, I, I like people to think like, it's okay to struggle for a year or two, whatever. What you should be obsessed with is not people's opinions or whatever, blah, blah, blah. Be obsessed with your commitment to the game.

That's the main thing that you should be obsessed with. Who cares what so-and-so thinks about? Who cares about this? Don't pretend like this, blah, blah, blah. It's okay. Be obsessed with the work. Be obsessed with the commitment. Be obsessed with putting it in the reps. But I think our industry, two things.

You ask specific questions, what causes that? Number one, the last five years in our industry have been a great run. It's been easier than it should have been, which is totally fine. Every financial sector has a bull market and a bear market. Stock brokers have made great runs for two or three years. They didn't deserve realtors, lenders, whatever, blah, blah blah.

The downside is, you know, especially in Dallas, it's such a great city. It's booming so well and everything's been going. When you get such a good four or five year run, this is what people equate to the norm. So if you come in and it's rolling and that's what you think it is, that's the norm. So when it dips like this or it changes, it throws you off.

Like what's the actual deal? So because the run was so good and it didn't require you to know how to fish so much, 'cause the fish were jumping in the boats, people, now you gotta learn how to fish. And people not, they're mentally frozen, but they don't know how to beta hook and actually fish. And this is where you gotta teach people skills.

So that's part one. Part two in my opinion is covid suppressed the up and coming workforce so bad. It has been a real damper to society. Meaning like I. Working from home's, good working hybrid's good. You can save yourself some time and traffic and getting ready. You could probably pick up hours here and there.

But the downside to the flip side of that is that people, you know, didn't have to get up and go to work. They've lost the face-to-face culture and connection. There was too much free stimulus money out there. And so people are, you know, getting extra money where they shouldn't have. And then on top of that, when the market's good ended, have to work as hard for it and now it's gone back to norm normal.

It's like there's not as much free money. You have to work harder twice as hard as you used to to get half of the money. Now it's, it's messing with people's heads. 'cause they were worth, they were used to C O V I D work environments and a market that was better than it should have been. And when you put those two together and you've got somebody that's been in the business for five or six years, having to undo all of that and take it back to reality, it can be tough on folks, but, People like myself don't mind it because it's like I tell everybody, it's like knowing karate.

If you're a black belt, let's hope you never have to kick somebody's ass in the street. But there might be one or two times in life where somebody pulls your card. You gotta protect your family. Aren't you so glad you knew how to make that move? When it comes to entrepreneurs that are for real and about it with a bunch of skills for five years, when rates are low, you might have to use those skills.

But now that the market's down, people that know karate, AK have skills. They're so not scared 'cause they just, they remember and they go back to being skilled and helping people. It's the ones that don't have the skills, weren't aware of it, that were younger or used to an alternative. Business life and a different industry than it was, than it is now that are having trouble.

And so that's where you gotta say, okay, now it's time to reset and lean in. But everybody's not like that. There are professionals out there, coaches and friends that know better. You gotta lean in and learn, but remember, no matter what they teach you, it's gonna involve more work. So you've gotta be mentally committed to chopping wood that'll get you through it until it levels out and it gets better.

Chastin: Yeah. So like for, for instance, since you, you've been in the business 18 plus years. Mm-hmm. Right. Do you feel pressure to switch and adapt and learn a lot of the stuff that's going on right now? So like, for instance, ai TikTok, right? Right. Like you've been successful doing certain things and now you know the climate's changing, marketing's changing.

Do you feel an overwhelming pressure of like, oh, now I gotta learn this? Or do you feel like secure? I don't really need to get into all that because I know 

Brian: what I'm doing. Yeah. I feel no pressure to stay up with the times I embrace it. I love it. I, I mentioned this to my dad the other night. We, we were having dinner and I was talking about some AI stuff and I said, I don't get scared of any of that.

What I do is I embrace it. I throw a saddle on it and say, how can I put this in my business to get it all rocking and going and maximize it to make it better for our industry, for consumers, stuff here and there. I will never say, I'm too good for this, that, and the other. I know what I'm doing. It's a Gary V line, but it's evolve or die.

And that's my mentality. And I actually love as things change 'cause they put pressure on people and the good people will evolve with it and see, like, I see opportunity, right? It's like people didn't wanna do video Now video is like if you ain't in video, you're pretty much like gone. Mm-hmm. I guess you could jump in and catch up.

I still encourage people too, but think about it in two or three more years with AI and all these kind of things, like you gotta get with it. And so I never feel pressure to keep up with that stuff. I love it. Every time I hear something in I'm like, Ooh, how can I make that work for the customer? How can I make that work for the referral partner?

Blah, blah, blah. And I'm never like, oh, I'm good. You know, I'm closing 125 million a loans. I don't need that. Blah blah, blah. No, I'm always a student. I'm always a sponge. And I don't ever get scared of it. I get scared for the people that don't do it. 'cause the truth of the matter is like if you don't do it, there's somebody like me in your interstate, g g, gonna do it and you're gonna get beat.

So you might as well embrace it. 'cause the market is the market. You don't care about your feelings, it's gonna keep it moving. The question is, are you gonna move with it? 

Chastin: Speaking of ai, how, and, well, you don't have to talk about the whole industry. Yeah. Talk about yourself if you want, but how is the mortgage industry using ai?

Or is it using AI yet, or people, I mean, 

Brian: have you worked it for yours? It's not using it yet. Because the challenge with my industry is the people are not good leaders and they're not good entrepreneurs with the evolution and the change of stuff. They're set and fixed in their old ways and it's the problem with it.

And so there's a huge gap in my industry, meaning the older people that are 50 plus. They have really good old school skills that are needed, which are closing skills, face-to-face, verbal, old school interaction. It's totally needed. 'cause when somebody's buying or selling a house, it's the biggest move of their life and they want to be able to hang out and chat.

The problem is that exiting crew that's in the fourth quarter, getting it all done, they're so far removed from the digital age, they don't understand it and they're so late in their career. Even if they kind of get it, they're not gonna put it in the younger generation, so on it. But they lack the communication and connection.

Connection skills. So what we need is we need the two to come together. And this is honestly what I'm trying to do. 'cause I'm not young. I'm not old, I'm in the middle. But I'm played on both sides of the field and I can connect the dots. So I can go face to face with the older guy or girls sit down and get it all done.

I can kick it with a 28 year old and talk about chat G P T and AI and interfacing and voice cloning and blah, blah blah, here and there. So our industry, one of the things about it is it's really bad at paying attention to what the moves are and implementing them. 'cause most of the leaders in the industry are older and the tech side is outside of their game, so they can't have anybody grab it and br bring it in.

And so the people that are doing it are people like me that are just starting small and just discovering where can I use it for this, that, and the other. But that's another reason why I wanna change the game and, and just say like, how much better of an experience and a business and a culture and a model could it be if you supercharge your business with all, all this stuff, somebody's gotta take the lead.

Yes. And that's what I'm trying to do. 

Chastin: Yes. I mean, that's how ying and yang I feel like. Mm-hmm. Because, and I'm not calling you old, but I get it. 18 years. I haven't been in 18 years. I ain't young. Yeah. Yeah. 

Brian: I'm in the middle and I know my place. Yeah. 

Chastin: But, but when it, when it comes to just stuff that you've taught me and skills that you've shared with me, I would never know because I've been so, or previously I was so focused on the new stuff, the social media, the videos, and then when it was like, okay, you wanna explode this business and go big, I had to learn that stuff that you Correct.

Taught me like the traditional stuff and ways of working. Now I teach that stuff to other people because I know that it works. However, I'm able to take this obsession and millennial knowledge of mine and help you out with it. Yep. When you have questions 

Brian: like, and that's what it's about. And this is also part of me that's a vi a visionary.

So I, I feel always make the statement like, I can, I can peek around the corner and I can feel and anticipate where things need to go and how. Our industry needs to put things there first correctly to get it all done. And so the things that I'm not always up on, I'll lean on you and say, Hey, this is what I'm thinking, blah, blah, blah, blah, blah.

You'll hook me up. Hey, what do you need over here? Blah, blah, blah. And this is where, back to the beginning of it, it's like, had we not become friends, had we not been on this journey for a a decade, we wouldn't be these versions of each other without each other. Mm. And Lord will, and we got another 10 or 20 to go.

But this is what's great. Back to the partnership piece, it's the relationship piece. Him and I are authentically friends. We talk about life. Business help each other, family things here and there. But when it gets into the business space, we know like, he makes me better. I make him better. And that's our mindset and our model.

And it's been great. So when things like this happen I can open my mind up and see it. I might not understand it. I'll hit you up for this and then you hit me up for that and blah, blah, blah. And that's the fun part about having a community and a friend and a crew with a journey because you won't be able to get there fully without that.

Chastin: Nice man. And I know we gotta wrap up. There's, there's one, one thing that I'm genuinely interested in getting your thoughts on speak on it. The current market that we're in I feel like it's causing a lot of people to operate out of fear. Mm-hmm. So on the cons consumer side, we have the homeowners, no, I shouldn't sell the buyers.

Oh, interest rate's too high. But then also on the agent side, The market's changing. It's, it's hard, like everybody's making these decisions out of fear. Yeah. Can you speak to that or offer any thoughts or advice on how to still operate during this time that's so different for 

Brian: everybody? So let me tell you where fear comes from.

Fear comes from lack of confidence. And lack of confidence comes truly from lack of knowledge. So the reason people are so fearful right now is not because what's going on is scary, it's just they lack the IQ and the knowledge. So the difference is why I'm not fearful is because I understand how to navigate the market.

Anytime you hear somebody, it's like, oh man, this person is a huge success story. You know, they made this happen at a down market. They bought when it was down, blah, blah, blah, blah, blah. Like, no one makes a trillion dollars buying at the peak. They're always like, oh, and things are down, and they're tough here and there.

So what you have is you have a lot of people that are fearful. Not because they're stupid, not because the media is right, it's just lack of knowledge. So when you learn everything and become a professional on financial strategy, buy downs on interest rates, why you should buy now and not sell what the alternatives are.

Hey, do you wanna go back in time at 16 months and get an interest rate? That's 2% better, but you're gonna pay 15% more for the house. So now you like the rate in the payment, but you're upside down. You can't even sell the house. What do you think? If you wait a year and rates are a percent and a half lower you, if you're better about the rate in the payment, however the, you know, the property's gonna go up by 10%, you're gonna be fighting 10 other bar, you know, buyers.

If you're a seller, like, oh, I've got a 3, 9 9 rate and I don't wanna sell my house because I get a 6, 9, 9 rate, I'm like, you could still get a 3, 9, 9 rate right now. It's no matter who's gonna pay for it. And so all of these things I talked about, they're just knowledge. So it's kind of like when you don't know what to do, you're frozen and that puts you in fear.

Mm-hmm. But when you have the knowledge and you're able to navigate and understand, Opportunity, how to see it and maximize it. You're not on your heels, you're on your toes. But we also haven't been in a bad market for a decade. So it's almost like a whole generation of experts have come and gone and got out and people haven't had to know all this stuff 'cause it's been given to us for a while.

So as far as the specific market, still watch it. I don't think it's amazing. I don't think it's corrected itself. I don't think it's gone. I think it's slowly thawing itself out to figure itself out to get it all done. But all markets are local. And you gotta pay attention to population growth and demand and inventory and all these other alternatives.

But if all people think of as interest rate payment and the media says crash, that's all the knowledge they have. If they've got 40 other things that they know are better and they're tried and true and they're working for others, then you just have to teach them that stuff. So they go, oh. I didn't realize I could get a 6, 9, 9 to a three nine Ryan right now with that house and blah, blah, blah.

Hearing like all these things. But the fear is lack of knowledge. And so what I'm trying to do is just literally, again, like I mentioned before, get the information from the people that have it, to the people that need it. I just need a bigger mountaintop to shout it out. 'cause once people get it and they understand it, they're like, I see it now and then they capitalize on it.

But, you know, knowledge is power and without it you can be frozen and fearful. So we just gotta continue to hyper educate everybody so at least they know everything and then they can make the right decision, not just the one that they hear from their friend that's on the news. That's just like siloed by one statement.

Chastin: I can't even sit here anymore. Like I, I legit, I cannot even wish 

Brian: sit here anymore. I wish I could drop the mic, but I can't. I, I, I, 

Chastin: we gotta end this. I mean, and. It could keep going. Like just know I can literally sit here now. Y'all see, now y'all see why we'll do a part two. I can literally sit here and just 

Brian: talk and talk and talk.

Drop, drop, drop questions in the comments, him, and I'll print it out. We'll give you a heads up. We'll do a part two on everything. Yes. And that way we'll go direct to you to get it all done. Yes, 

Chastin: drop it. Drop. 'cause you ever feel like you just wanna like, take off running and like run in a certain, you know how like dogs have like those like I am, 

Brian: as soon as we cut the cameras off, I'm gonna run outside and scream and 

Chastin: mean.

This is, this has been phenomenal. And, and, and I know y'all have enjoyed it. There's, there's been so many gems dropped and this is one of those where like, you gotta listen to it again and again because you're gonna receive it differently. You're gonna hear something that you may have missed and you know, just.

Even things that you've said, I know we're doing this podcast, but I've been applying certain things that you've said to certain situations that I have going on. Right? Right. Which I'm sure is different from what someone listening or viewing may have going on. Right. But that's how we know that this can literally transcend across different people, different situations, different.

Like it's so 

Brian: solid. Right? And I get professionally coached. I'm professionally coached by one of the best coaching countries, and I co companies in the country every other week for an hour by some of the top in the game. And I go to these summits and I do the same thing. I go to events where people that are bigger and greater and better than me, and I sit there in awe and go, okay, great.

And the notebook stuff here and there, bring it back to me, put it in my marriage, put it in my business, put it in my friendships, work through it, get it all done next. And I keep on doing that. But if I do this and people think this is great, this is one 10th of what he, and I know there's a thousand of these.

We're happy to share it. We're happy to help. To get it all done. But you know, you gotta get around people that know what's up. You gotta get great friends, you gotta get great relationships and partners. You gotta get great C coaches, but this is what it does to you over a period of time. It feeds you with all this knowledge and then you don't wanna hold it.

That's selfish. You wanna feed it to the people that need it, and this is what we're 

Chastin: trying to do. Absolutely. Absolutely. So, Brian, where do you want everybody to 

Brian: find you at? Dallas Mortgage Man, that's my social. You can go hit me up. Follow me, dmm me, whatever you wanna do. The website's. Dallas Mortgage News.

If you're in Dallas, wanna get to Dallas and hit up the event October 6th at the Omni in Dallas, success unleashed.com. Get your tickets. Gary V. Bradley. Andy Elliot, Ryan Pineda, Jesse Itzler. I promise you, if you buy a ticket and you leave and you don't like it, I will refund your money. But I swear to you, It will change your life.

And 

Chastin: I will be in the building. I won't be on stage, but you could sit by me. He'll 

Brian: be front row, he'll be talking to his people, be in the, y'all will be chasing, chasing on that stage soon, I promise. 

Chastin: But yeah, I know. I mean, and, and I, and I'd love to network and kick it with, with anybody who comes in from the show or, you know, one of our followers.

Yeah, I will be in the building, so, but I'm gonna be getting what I need, so don't distract me. Don't like, yeah, let's just collab, you know, 

Brian: we'll collab, we'll put a community together, we'll do some zooms after. So if you get to the event, you buy a ticket, we'll link up and put a community together, do some zooms.

So after that, people can continue their journey with us and through us if they participate in the event. 

Chastin: Awesome, Brian. Well, I appreciate you taking time to come out. Thank you as always, dude. And drop it. Drop, drop all that, man.