Speaker: 00:00:00

Feel the rush.

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It's a gravity high.

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: 00:00:03

Talking tech is the planets fly.

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The upgrades on the show begins.

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Sit right back and let the future's.

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All right.

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I think we need to do

like a proper introduction at this. Yeah.

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Because we've already talked about that.

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There's

going to be some good Edison's going to.

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Yeah. Oh yeah.

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: 00:00:25

All right then.

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So some I'm

so happy to have you on the show.

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: 00:00:28

So welcome.

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: 00:00:30

And, you know, for anybody listening,

let's just do a quick

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round of, of introduction,

you know, just tell us who you are.

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You know, where you come from,

what your business is.

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You know, let's let's start with this one,

and then we'll, edit the rest.

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Oh. Yeah.

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So obviously my name is Sam Mace.

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Come from a town called Kidderminster,

just south of Birmingham.

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And what I do is

I am a full time property deal sorcerer.

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So in a snap snapshot,

what's the word I'm looking for?

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I connect investors and landlords

and vendors together

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who are looking for property

opportunities, negotiate deals on a win

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win basis for both parties,

and then I take a fee for said service.

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Nice.

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Very, clearly explained.

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You know, that's that's. Yeah.

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Yeah.

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One minute pitch.

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Yeah, yeah.

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60s 60 3020 light night.

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But we've got to get it in the nice one.

Nice one.

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I assume that you, are a member

of many communities, etc..

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So you've had a chance to to go over the,

you know,

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sort of practice the muscle of, of,

you know, introducing yourself.

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Yeah.

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I'm definitely a,

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a serial networker and we'll, we'll

get into kind of backstories, I'm sure.

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And where I've come from

and how I've built myself as a person.

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Of course.

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Yeah.

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To answer your question about,

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networks, communities,

I'm part of Samuel Leeds Academy.

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So big in the property

space training academy like this.

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There's do a whole episode

breaking down this and what it offers.

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But Samuel,

I am a member of B'nai Enigma in Solihull.

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Of the Enigma.

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So, yeah, part of my my chapter there

and then various other networks.

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We obviously matter. Sure. Nick Jones

marketing.

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That's right.

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Mastermind Expo, whatever

the name was on it and we connected there.

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So on his program

as well about the marketing side of things

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and just always looking

at self-development improvement.

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How can I improve as a person?

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How can I improve as a as a businessman,

as a father of an athlete?

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Again, I'm,

I have an addiction to self-development.

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I, I've done it for it's the martial

artist in me from from childhood.

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So, yeah.

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That's, going back to what we spoke about

earlier, which is going to come later.

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That nostalgia. Yep.

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Okay.

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And if you were to define yourself,

who do you see yourself as?

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You know, like number one, I am a dad.

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I am a family guy.

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Or am I an entrepreneur first?

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Who who? You know,

I know it's not an easy question.

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So give it give it a second.

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But you know, I love to ask this question.

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I, I don't think I'm going to I'm

going to be awkward here.

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There's not one I would put.

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So I'm okay the way I've I've actually

got an analogy for this.

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So do you ever play your play

the game room Skype.

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Of course you play the game rooms.

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Do you remember kind of that RPG

style game where you would

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you'd work on your your melee combat?

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You'd work, of.

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Course would. Cut

and you'd work on your fiction and skills.

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Yeah.

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I've always been

like this as a person, so I,

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I don't just specialize in one thing.

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I like to improve and work on everything.

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And I'll I'll spend some time focusing

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on one area, you know, get that better.

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And then I will reflect on the wins,

the lessons and, and then go from there.

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So you proactively monitor where you might

be, where I'm going short and.

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Where I can get better.

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So at the minute business is the top of my

got it.

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My list obviously set the company up

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a year ago tomorrow.

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So 11th of 11th March 2025.

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In the face of learning

and building and growing.

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And this is such a great timing as well.

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So and I was literally one year

anniversary tomorrow, so what have you.

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It's been a crazy year, to be fair, but.

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We'll get to that.

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okay.

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So what we know so far

is that you are a dad, you are a business

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businessman,

and you've been doing it for a year.

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So how did you end up there?

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You know, with the business thing.

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What what sort of what?

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Awaken that muscle in you.

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You know, the the delusion of being.

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Yeah. I'm going to be successful

no matter what.

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I think of this thing.

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I want to say, as

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the company was set up a year ago,

but that this has been a lot longer.

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So we're going to go back to that analogy.

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So RPG video games, I've been shaping

and building my character

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since the dawn of time,

since the dawn of me.

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And I always think, like I said, about

building an addicted to self-development.

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So it's not like I woke up one day.

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I was like, I need to do this.

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That's not it. Oh, yep.

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So I think I need to go back

in order to kind of level this up.

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Go for. It.

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So I grew up doing

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martial arts,

so taekwondo was my bread and butter.

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So I did that from the age of four five.

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It's actually a funny story.

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When I when I started on that we can

we can talk on that if we need to,

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let's say five.

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So I started at five.

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My dad took me, we started growing

and I went up to fifth degree black belt,

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used to teach

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full time all the way in martial arts,

and I did loads of others as well.

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Kickboxing, bits

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of Thai boxing and my jiu jitsu,

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loads of other krav, all sorts of weird

and wonderful jazz. Yep.

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But taekwondo was the foundation of of me.

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And I think it and so much of it

taekwondo is a military martial arts.

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It comes from Korea.

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So there's a lot of respect,

within within it,

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a lot of it's got five strong core values.

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And that kind of shaped,

molded me as a person.

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But I think the one thing I want

to pull away from is you're always looking

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what your next belt is.

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So when you start to obviously start as a

white belt, you train for three months.

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You got for you, you get to strike,

but then you train another three months,

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you grab for your elbow

and you do that up until you get to

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Blue stripe, blue that level.

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I can't remember that. It's been so long.

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And then you hit a point,

and then it's every six months

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because the gradients get harder,

so you've got more content to learn.

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So every six months you then grade,

you go ahead, you go ahead

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until you get your black stripe,

and then you wait to do your black belt.

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And then every black belt

you get, the time frame increases.

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So from the age of five until

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I left in my early 20s.

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So the best part of two decades.

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Yep, there's always grading

for the next step.

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So this kind of is where I believe my

addiction to self-development comes from.

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Because it was such. A core.

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Part of me as a, as a kid,

it was always that next, next step.

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What's next?

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So yeah.

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Anyway, did that as a kid through

two teenage years, went to college.

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So did did you go to the year

or sixth form by the time of the month?

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Wasn't me as a person,

but then I did that.

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Went to college? Yep.

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And qualified as a personal trainer.

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Okay, that's also a funny story

because I didn't plan to do that.

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It that that happened by chance.

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That was an opportunity that at this point

I was a teenager.

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I didn't know what I wanted to do.

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I had no real direction

going through the fun of being a teenager.

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Kind of what happens as you,

as you grow up. Yep.

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So I did a little bit of gym training

and they were like, oh, you like the gym?

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What about personal training?

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I'm like, why not? Don't look at it.

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And I went and had a chat with the,

the head of the course and I'm a Sarah

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I've said about. What's why

and she's like yeah. So this is the.

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Told me about it and I was like,

yeah, cool. So I was like a bit of me.

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So I did my personal training

qualification

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in Housing College,

which was that was great.

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It was one of one of my best

teenage years.

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I really enjoyed that was just yeah,

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nothing mattered

going to college with my study

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and of course I enjoyed it was a

it was a bit of me.

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That was I did

I still did really well. It it.

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And then

post qualification it's like right

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now not realizing that you've got,

set up as a self-employed personal trainer

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because they didn't teach you

about the business side.

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I see they just kind of taught you

anatomy coaching and bits.

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And I always use this analogy that my dad

always said to me about driving.

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So first you learn to pass your test,

then you learn to drive a car.

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Yeah. Because that's, that's oh,

that's so accurate.

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It's exactly the same as being a peaty.

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: 00:08:28

So they will literally

you give that qualification to one.

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There is no skill or anything

required to become a personal trainer.

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: 00:08:35

So if you just get your level

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three qualification as a personal trainer

and you never do any CPD afterwards.

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Let me guess.

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: 00:08:42

It's all about just memorizing things,

passing the exam and that's it. That's it.

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Yeah.

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: 00:08:45

No one teaches you how to coach

like you do bits and pieces,

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: 00:08:47

but no one teaches you about people.

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: 00:08:49

Which again, we're going to

we're going to get to. Yeah.

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: 00:08:51

So get that qualification

and then right goes up.

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: 00:08:55

So that's my first kind of business

if you can call it that.

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: 00:08:58

You can't go business.

But you know what I mean.

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: 00:08:59

So sole trader 18 year old kid, right.

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: 00:09:02

How do I how do I do this?

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: 00:09:04

Open and honest, like up here.

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: 00:09:06

I wasn't mentally ready for it.

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: 00:09:09

Okay, so I didn't do massively.

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Well, I'm not going to lie.

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: 00:09:13

But that was at no fault of my ability.

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: 00:09:15

And it was here.

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: 00:09:16

But again,

this is the kind of evolution of me

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: 00:09:20

that did that in a couple of

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gyms never really.

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: 00:09:24

Took off. At this point.

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: 00:09:26

I'm teaching part time martial arts

at my martial art school. Yep.

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: 00:09:30

And then it's kind of like,

this is the portion of my life

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: 00:09:33

when I'm a teenager and you do

just a few dribs and drabs jobs.

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: 00:09:36

So nothing I could.

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: 00:09:38

I've never been able to do something

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I'm not passionate about or don't enjoy.

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: 00:09:44

I can understand that. Yeah.

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: 00:09:45

You know, some people are like,

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: 00:09:45

oh, I've been at my job for 40

or 50 years, I hate it.

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: 00:09:48

I can't find my limit.

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: 00:09:51

It's three months.

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: 00:09:52

I don't know why.

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: 00:09:53

There's

probably some psychological reason for it.

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: 00:09:55

But if I get to three months and I'm not

enjoying it, I've got to pull the plug.

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: 00:10:00

I cannot stay.

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: 00:10:01

And this this is one thing,

but my dad taught me because my dad

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is a postman and he has been forever

and he hates it.

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: 00:10:08

It's what he's done.

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: 00:10:09

And there's a there's a whole story

on on him and why he chose that route.

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: 00:10:12

And I got a lot of respect for him

for choosing that route,

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: 00:10:14

because it was for me and my brother.

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: 00:10:15

Okay. At the time,

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: 00:10:16

he could have gone on the route

of business and what he was doing.

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: 00:10:19

There is also like a mental difference

between generations.

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: 00:10:21

So there's an element of that. Yeah.

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: 00:10:23

So he was ingrained in me.

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: 00:10:26

This is one of my core memories

from being very little.

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: 00:10:28

All I want you to do a job

that you're happy doing.

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: 00:10:32

So I think that bleeds into the. Got it.

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: 00:10:34

If I'm not happy,

I can't, I can't, I can't stomach it, I.

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: 00:10:38

I'll yeah.

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: 00:10:39

I wouldn't be a nice person to be around

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: 00:10:40

for the kids from a family

because I'm not happy.

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: 00:10:43

That's why you see so many people

just grumpy all the time,

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: 00:10:46

because they are just pushing through.

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: 00:10:47

They are surviving.

This goes back to self-awareness.

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: 00:10:50

Where of of of what it is.

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: 00:10:51

But anyway, so did a few of them.

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: 00:10:53

And then I was presented

the opportunity to go and work

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: 00:10:57

at my martial arts school full time.

255

: 00:10:59

So as an apprentice, on an apprenticeship

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: 00:11:02

wage, doing, social media marketing.

257

: 00:11:06

So that was kind of my foot in the door.

And I'll tell you this, this is

258

: 00:11:09

this is

kind of where my work ethic comes from.

259

: 00:11:11

So I did that.

260

: 00:11:13

I was 19 years apprenticeship wage

261

: 00:11:16

at the time

was something like 3 pound, 90 an hour.

262

: 00:11:19

Oh, garbage.

263

: 00:11:20

I got paid 350 pounds a month,

go and do this apprenticeship.

264

: 00:11:24

And I was teaching martial arts,

doing social media, doing this.

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: 00:11:28

Was there.

266

: 00:11:29

So you really need to love what you do.

267

: 00:11:31

You're going to get to this.

So seven days a week.

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: 00:11:33

And at that point it was my dream.

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: 00:11:36

And also if, if you would

if you didn't need money,

270

: 00:11:41

would you do what you do now, which is not

many of us would realistically choose?

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: 00:11:46

Life would change because you do leisure

activities, wouldn't you?

272

: 00:11:48

Of course, with teaching, martial arts

and coaching and building that way.

273

: 00:11:52

I loved it, I really did, and I still like

coaching is a massive passion of mine.

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: 00:11:57

I really enjoy that, hence

the personal trainer, hence the coaching.

275

: 00:11:59

Hence all the other stuff

we're going to get into.

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: 00:12:01

But did you anticipate that you're going

to love it so much or did it come later?

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: 00:12:05

Did it become apparent later

that you're enjoying it so much?

278

: 00:12:08

I've always gone after what I.

279

: 00:12:09

Enjoyed, so I'm a real sucker

for turning a hobby into a career.

280

: 00:12:13

Which is a good thing.

281

: 00:12:14

Yeah,

but everything kind of runs its course.

282

: 00:12:17

And again, it run its course.

283

: 00:12:20

So did that, did the business.

284

: 00:12:23

And obviously

when I was in the martial arts school.

285

: 00:12:25

Yep. I set up the personal training

within there,

286

: 00:12:29

which was good for me at the time.

287

: 00:12:32

I got into a bit of a sticky situation

which is quite wide or crash and burn,

288

: 00:12:35

but I don't want to give it

too much airtime because I don't want to.

289

: 00:12:38

Name any names. Yeah. But yeah, so that

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: 00:12:42

it ran its course,

291

: 00:12:43

it, it got to a point where I was like

this, this isn't it anymore.

292

: 00:12:46

I'd hit the max, I could do it.

293

: 00:12:48

And to be fair,

I did for years there as a full time

294

: 00:12:52

employee, doing the PTA

and building that up.

295

: 00:12:56

And this isn't a regret,

but one thing I look back on is

296

: 00:13:02

there was a point when I was doing so

well at the personal training,

297

: 00:13:06

I could have gone

298

: 00:13:09

full time pizza, but I never took that

299

: 00:13:12

leap and again mentality,

betting on myself sort of thing.

300

: 00:13:16

It's kind of that, that box you crammed

into to have a stable career with a wage.

301

: 00:13:21

And it used to. Be a thing, right?

302

: 00:13:22

It's massive and we're conditioned to

to do that as well.

303

: 00:13:26

Yeah, but I never took that leap

and I could have showed off.

304

: 00:13:29

But I don't regret it because it helped me

get to where I am now.

305

: 00:13:33

But anyway, that ran its course

and then I moved to Pure Gym okay.

306

: 00:13:38

And management.

307

: 00:13:39

So I went over there,

isn't it assistant gym manager

308

: 00:13:43

pure gym just to shout

309

: 00:13:45

up great company run really

well if you like business.

310

: 00:13:48

The growth plans

everything on there is solid.

311

: 00:13:50

They they're really about the people

that bring it like I

312

: 00:13:53

if I was happy to work a job

313

: 00:13:57

and the inner entrepreneur wasn't there

I could happily do that.

314

: 00:14:02

Wow. Not so because it's a great company.

315

: 00:14:04

That's a big thing to say. So yeah, I.

316

: 00:14:07

Firmly believe that it was for me.

317

: 00:14:08

But was assistant

manager moved up to gym manager

318

: 00:14:12

moved up to cluster manager and

319

: 00:14:15

I was there for was it November 2021

320

: 00:14:19

and I left the back

321

: 00:14:21

end of last year

to go full time in the business.

322

: 00:14:24

So again, just over four years,

it's a bit of a cycle

323

: 00:14:26

here, things I don't enjoy it.

324

: 00:14:27

If I was going to say,

yeah, I get four years old.

325

: 00:14:30

But again, that got to a point

where we had this conversation

326

: 00:14:35

with my manager at time.

327

: 00:14:35

I've always been the self-development,

328

: 00:14:38

addicted to it, wanting to get

better, where can I go next?

329

: 00:14:41

And I started to feel like

I was climbing the ladder, but I was like.

330

: 00:14:44

I'm a climb in the wrong ladder.

331

: 00:14:45

Because I can progress here.

332

: 00:14:47

I know I could easily like the work ethic,

the drive,

333

: 00:14:50

the mentality that I have built and grown.

334

: 00:14:53

I can outwork anyone that I need to.

335

: 00:14:57

But I was getting to a point where I'm not

336

: 00:14:59

this isn't

this isn't doing it for me anymore.

337

: 00:15:01

You know, I've got to the cluster area

manager level.

338

: 00:15:04

Next is regional. I'm like. Yeah.

339

: 00:15:06

I don't.

340

: 00:15:06

Want that. And yeah.

341

: 00:15:09

Yeah. We got to

we got to puregym didn't we.

342

: 00:15:11

So worked my way up through there.

343

: 00:15:12

And then as part of our role in management

at Pure Gym, we were business

344

: 00:15:17

coaches to the personal trainers,

which was my favorite part of the role.

345

: 00:15:19

Yeah, it really was.

346

: 00:15:21

And also like I said,

everyone's on development and my role

347

: 00:15:24

as a cluster manager was to develop

my gyms to become Sam's.

348

: 00:15:29

It was to develop my gyms,

the Book of James.

349

: 00:15:31

And then there was so many.

350

: 00:15:34

Gyms, as in gyms.

351

: 00:15:36

Yeah. Sorry.

352

: 00:15:36

Yes. You've got AGM.

Which assistant gym manager. Okay. Yeah.

353

: 00:15:39

Which gym manager?

354

: 00:15:40

Say, is coastal manager

or regional manager.

355

: 00:15:42

All right.

356

: 00:15:42

Abbreviations.

357

: 00:15:43

So everyone's pulling each other up.

358

: 00:15:46

So again that links back into my training

my coaching, my development.

359

: 00:15:50

So it's just I just want to help

people win and get better.

360

: 00:15:54

So if I can give one bit of value

or knowledge

361

: 00:15:58

that helps them grow,

that's that's a bit of me.

362

: 00:16:01

That is so that's

you kind of journey of me.

363

: 00:16:04

So when you say about what made me

take the leap to start my business,

364

: 00:16:09

it wasn't a

365

: 00:16:10

leap to

start, you know, like January: 2025

366

: 00:16:13

It was all.

367

: 00:16:13

It all needs to change.

New year, new like.

368

: 00:16:16

No, none of that.

369

: 00:16:16

I think constantly

370

: 00:16:18

building and developing myself

as an individual since forever.

371

: 00:16:23

The it was just a new venture.

372

: 00:16:26

So I'd like I said to you earlier,

373

: 00:16:28

I am that reflection

and self-awareness and learning.

374

: 00:16:33

When I come to the end of a year back,

end of the year, I start reflecting on

375

: 00:16:37

what did I say at the start of the year?

376

: 00:16:38

Was I focusing on being a dot?

377

: 00:16:40

Was I focus in on my health

and my fitness?

378

: 00:16:42

Was I focus in on business? Was a focus.

379

: 00:16:45

What area was I looking at?

380

: 00:16:47

So I got towards the back end of 2024

381

: 00:16:50

and when I was looking back was

382

: 00:16:52

I was in my second

daughter was born October: 2024

383

: 00:16:57

So it's kind of what being a dad

had been a focus and it still was a focus.

384

: 00:17:01

But what I hadn't done for a few years

was focus

385

: 00:17:04

on business and finances

and getting better.

386

: 00:17:07

I've been very focused on my career,

and I'd work my way up to

387

: 00:17:10

cluster manager level,

388

: 00:17:11

and like I said, I was starting to fail

on my climb in the wrong ladder.

389

: 00:17:14

Is this actually what I want to do?

390

: 00:17:16

One thing I've not touched on is

I got into the stock market during Covid,

391

: 00:17:19

so when we were all lockdown in 2020,

392

: 00:17:25

I was like, right, let's do stock market.

393

: 00:17:27

So open that in,

394

: 00:17:30

January

395

: 00:17:31

2021 on a for Christmas,

I had a load of books,

396

: 00:17:34

start listening to podcasts,

follow and social media

397

: 00:17:37

and what what I try and do

when I set myself on an adventure,

398

: 00:17:40

I try and surround myself

in that environment.

399

: 00:17:42

So was like, right,

how can I get all of this information?

400

: 00:17:45

And then with with Covid and lockdowns,

obviously being furloughed, technically

401

: 00:17:50

we were teaching online to a camera

that was weird.

402

: 00:17:54

Again, that had massive impacts on me

going forwards as well.

403

: 00:17:57

So yeah, I did stocks and in 2024

to jump back forward.

404

: 00:18:02

I hadn't done anything in that realm

for a while.

405

: 00:18:05

I see I was like, right,

what can I do to progress myself?

406

: 00:18:09

Like business wise,

I'm not fully happy in my career anymore.

407

: 00:18:14

This has been decent for now,

but not life changing.

408

: 00:18:18

I built up a nice little portfolio,

but you know I can't live off this.

409

: 00:18:21

I can't take it. It's only

so much in there.

410

: 00:18:24

Where do I go?

411

: 00:18:25

And I'd always like the idea of property.

412

: 00:18:27

Always.

413

: 00:18:27

But I had the mindset for so long

that you need money to get into property.

414

: 00:18:33

So I'd always said, when I've got money,

I'll learn about it.

415

: 00:18:35

When I've got money, I'll learn about it.

416

: 00:18:37

And I had this thing

and I got to the end of: 2024

417

: 00:18:39

I was like, you know what?

I'm gonna change the narrative next year.

418

: 00:18:42

I'm going to go and learn about property

and I'm gonna see

419

: 00:18:46

what opportunities come about.

420

: 00:18:48

So I went on the same, did exactly

the same I did with the stock market.

421

: 00:18:51

I ordered a lot of books.

422

: 00:18:54

I started listening to Property podcast.

423

: 00:18:56

I'm stuck. On a property. Podcast.

424

: 00:18:59

I started following people on social media

and just kind of immersing myself

425

: 00:19:03

in that environment.

426

: 00:19:05

And it just built from there.

427

: 00:19:06

I started with,

428

: 00:19:08

you know,

I knew what a bite of that was and,

429

: 00:19:09

you know, very, very like basic bits

and pieces, but I just kind of built and

430

: 00:19:14

and scaled and I discovered Samuel.

431

: 00:19:17

It's a funny story, actually.

432

: 00:19:18

I, I discovered him by accident.

433

: 00:19:20

So it's about February time, right? 2025.

434

: 00:19:24

And I'm doing normal, you know,

reading my books, listening to podcasts.

435

: 00:19:27

And I'm in the bath one night and

I'm on ChatGPT because we love ChatGPT.

436

: 00:19:30

Oh, you're like, oh, yes.

437

: 00:19:32

And I asked you a question.

438

: 00:19:34

I can't go what the question was.

439

: 00:19:35

It was something like, what is eyebrow?

440

: 00:19:37

Which those people I refurbish refine.

441

: 00:19:38

It's literally asked something

as basic as that.

442

: 00:19:41

And it spat out an answer to me

and it spat out these two YouTube videos.

443

: 00:19:44

Right.

444

: 00:19:45

And. The first video I clicked on, like,

90s long.

445

: 00:19:49

I don't know who it was.

446

: 00:19:51

I don't know what they said,

447

: 00:19:52

but all I know,

it was one of the most boring

448

: 00:19:53

fucking things

I've ever listened to my life.

449

: 00:19:55

It was dreadful.

450

: 00:19:56

I sat there like I

rather dropped my phone in the bath.

451

: 00:19:59

It doesn't really sell.

452

: 00:20:00

It does. It was awful.

453

: 00:20:02

And the second video, Samuel. Okay, like.

454

: 00:20:05

If we go to mentioned Samuel Leeds

455

: 00:20:07

and I almost didn't watch it,

I didn't know who he was.

456

: 00:20:10

I never heard of him, never seen him,

I was the property was a new thing for me.

457

: 00:20:13

So I'd not been in that environment.

458

: 00:20:14

So my algorithm never spat it out.

459

: 00:20:16

And just on the off chance

I clicked it to watch it.

460

: 00:20:19

And I don't know how well

you know Samuel in his content, but I've.

461

: 00:20:23

Seen his content.

462

: 00:20:24

But I don't know him.

Yeah, you've seen it's gone.

463

: 00:20:25

So he's obviously very passionate,

very passionate.

464

: 00:20:28

True.

465

: 00:20:28

Quite similar to me in a sense

when I get going, very passionate.

466

: 00:20:32

Believes in what he believes

in, very strong morals and values.

467

: 00:20:35

And I'm watching this video. I was like,

who is this guy?

468

: 00:20:37

He's shouting at me on YouTube

because I like you.

469

: 00:20:40

And I can see why you would sort

of vibe with that person.

470

: 00:20:44

I know some people don't.

471

: 00:20:45

And that's we go

back to that thing of James Smith earlier.

472

: 00:20:48

You'd rather find the people

473

: 00:20:48

who you actually resonate with

and cut the people out who you've done.

474

: 00:20:52

Yeah.

475

: 00:20:52

Because it's it's not worth the time

and energy that resonated with me.

476

: 00:20:55

I was like,

I like this guy's fire in his belly.

477

: 00:20:57

He's got something.

478

: 00:20:58

But then obviously followed him

on every social platform.

479

: 00:21:00

And as you do when you start to condition

your social media,

480

: 00:21:03

your algorithm changes. Yeah.

481

: 00:21:05

And then my algorithm became property

and all these odds for these bits

482

: 00:21:09

and pieces, I was like, right,

I'm learning. I did some online

483

: 00:21:11

bits and stuff.

484

: 00:21:12

I thought,

I need to get out there and do more.

485

: 00:21:14

And Samuel's

crash course at the time popped up on my

486

: 00:21:18

it was all over my Instagram.

487

: 00:21:19

It was like 1 pound

crash course, 1 pound crash.

488

: 00:21:21

It's a pound, you know?

489

: 00:21:22

I mean, I've booked onto the restaurant.

490

: 00:21:25

It's the live event.

491

: 00:21:26

Yeah.

492

: 00:21:26

So they've changed the structure.

493

: 00:21:27

Not within the business, but I was in the

old the old kind of structure.

494

: 00:21:30

Okay.

495

: 00:21:31

So it's a 1 pound crash course,

rent to rent in Birmingham.

496

: 00:21:34

And it was actually on

my birthday weekend in: 2025

497

: 00:21:36

So I spent my birthday weekend in a room

full of two, 300 like, like minded people.

498

: 00:21:42

The sacrifices we have to. But I would.

499

: 00:21:44

Call it a sacrifice because I like that,

you know I don't.

500

: 00:21:47

But it's out of a box.

501

: 00:21:49

That's me as a person. I'm out of the box.

502

: 00:21:50

I don't drink anymore.

503

: 00:21:52

I'm coming up to three years of not

504

: 00:21:55

drinking in July,

so we're not too far away, is it?

505

: 00:21:57

Just. I don't value it.

It doesn't fit my beliefs.

506

: 00:22:00

I want to get better and improve.

And how can I do that?

507

: 00:22:03

And it gets in the way.

It doesn't. It's the marginal gains.

508

: 00:22:05

When you get to certain levels of

how can I get better?

509

: 00:22:07

So I'm not into any of that.

510

: 00:22:10

So I went to this, the crash course.

511

: 00:22:12

And I loved it again.

512

: 00:22:13

Like Samuels energy, his passion,

513

: 00:22:16

what he stands for, what he believes in.

514

: 00:22:18

He just wants people to genuinely succeed.

515

: 00:22:21

And the structure is that the more

you succeed, the more he succeeds.

516

: 00:22:25

And again, it's just that that kind of

everybody pulls everybody up environment.

517

: 00:22:29

So I did the crash course and obviously

there was an advanced program

518

: 00:22:33

which was there.

519

: 00:22:33

So you know, you go down the sales funnel.

520

: 00:22:35

But yeah, so I was like,

yeah, that's a bit of me.

521

: 00:22:36

That was let's do the advanced program,

which is four days down in Heathrow,

522

: 00:22:42

and it was rent to rent service

accommodation and an HMO was.

523

: 00:22:45

And how that was, I went to the four day

course and that was when it really

524

: 00:22:50

changed for me,

because you just in that environment

525

: 00:22:55

and I'm going to talk about environment

a lot.

526

: 00:22:57

And I'm gonna take a little slight

tangent here.

527

: 00:22:58

But environment is so powerful.

528

: 00:23:01

Oh yes. And I always

I knew it was powerful.

529

: 00:23:04

From from.

530

: 00:23:05

Who I was a person

and what I'd heard people speak about.

531

: 00:23:07

And you know, when you hear enough people

that you look up to speak

532

: 00:23:11

in a certain manner about certain things,

like all successful

533

: 00:23:13

people say the same things

in different words,

534

: 00:23:15

and the more you hear it, you're like,

maybe.

535

: 00:23:17

They're on to something here

536

: 00:23:17

because they want to know

what they're talking about. Yeah.

537

: 00:23:20

So why would so many people say

the same or similar to massive.

538

: 00:23:23

That's another you know.

539

: 00:23:25

Yeah, 100%.

540

: 00:23:25

So environment A I always knew the power

but I'd never been

541

: 00:23:29

in the right environment because I'm from,

you know, small working class town.

542

: 00:23:34

I had never met anybody with my mindset

543

: 00:23:39

until I went to this event. Yep.

544

: 00:23:42

And I'd been surrounded

by people who are in the box

545

: 00:23:46

and want you to fit in the box,

which always

546

: 00:23:50

held me back in a sense,

because it affected my mentality,

547

: 00:23:52

which meant I help myself

because I'm accountable.

548

: 00:23:54

I decide what I do. I'm responsible

for all of my decisions.

549

: 00:23:57

Yeah, so I hadn't gone,

550

: 00:23:58

but that environment impacted me

when I was in that environment.

551

: 00:24:02

All of those people, for four days,

I'm talking I was up at, you know,

552

: 00:24:06

6:00 in the morning.

553

: 00:24:07

I was going to bed at 11:00 at night,

and I was just just buzzing constantly.

554

: 00:24:12

And at that program,

I decided to join the full academy.

555

: 00:24:15

Did you know you get all the events

or the mentoring or the port?

556

: 00:24:19

You get the so much.

557

: 00:24:19

And again, I said we could do

a whole episode on on breaking down that.

558

: 00:24:23

And that's where it really started,

559

: 00:24:25

because I'm like, just surround yourself

in the environment, be around the people.

560

: 00:24:28

And it

561

: 00:24:30

like, it's madness.

562

: 00:24:31

Now, as I said to you, I've got

563

: 00:24:33

17 networking events booked this month,

which is the most I've done in a month.

564

: 00:24:37

And then it's kind of like,

where's my sweet spot of balance?

565

: 00:24:39

Let me just make a small highlight here.

566

: 00:24:41

Going this month guys.

567

: 00:24:43

This month.

568

: 00:24:43

Yeah. March month March.

569

: 00:24:45

So and there will be a balance.

570

: 00:24:47

There will be a point of like right.

571

: 00:24:48

You kind of you're doing too many

to not actually work on what's important

572

: 00:24:52

when you're a start up company.

573

: 00:24:53

So it's you finding that sweet spot of

how many can I do to create opportunities

574

: 00:24:57

and meet people and build the connections.

575

: 00:24:58

But how many? Too many,

because it all was too many. Yeah.

576

: 00:25:01

So I'll tell you.

577

: 00:25:01

How I thought I was doing a lot

when I was doing like five, six a month.

578

: 00:25:05

Yeah. Yeah, I built to that point.

579

: 00:25:07

I'm not just woke up one now I'm doing 17

this month.

580

: 00:25:09

It's scaled and this is my biggest month.

581

: 00:25:11

So I will collect the data. Yep.

582

: 00:25:14

I will analyze

the data and I will go right.

583

: 00:25:16

Was that enough? Was it too many?

584

: 00:25:18

What was the kind of where was the creme

de la creme with the sweet spot.

585

: 00:25:22

So yeah, just immerse

586

: 00:25:23

myself in the environment

and then it just built from from there.

587

: 00:25:26

So the night the business started and,

you know, start from the beginning

588

: 00:25:30

with just getting knowledge

and then it was like, right now

589

: 00:25:31

I need to take action

because as Nic would say, information

590

: 00:25:35

without implementation is worthless.

591

: 00:25:37

So you've got to implement that.

So you got to take action.

592

: 00:25:40

You've got to learn,

you've got to make mistakes along the way.

593

: 00:25:42

You've got to grow.

You've got to keep networking.

594

: 00:25:44

And then people. Yeah.

595

: 00:25:45

And it's just kind of it's just built.

596

: 00:25:47

From from there really.

597

: 00:25:49

And I set myself the goal

at the start of: 2025

598

: 00:25:51

My, my goal for property was

599

: 00:25:54

I simply want to know

what a good opportunity looks like.

600

: 00:25:57

I didn't want to take one.

I didn't want to do anything.

601

: 00:25:59

That was my goal.

602

: 00:26:00

And I massively blew for that,

for being in that environment

603

: 00:26:04

and being surrounded by it

and everything that I learned.

604

: 00:26:07

Until you. Have to be a sponge, right?

605

: 00:26:09

You know, just soak it all in

from all those other people.

606

: 00:26:11

And then because I've got this foundation

607

: 00:26:14

of, you know, I've been a personal trainer

and I understood

608

: 00:26:16

one of the aspects of starting

and building the relationships.

609

: 00:26:19

I've been a coach,

I've done all of these bits and pieces.

610

: 00:26:21

And from that background I realized so.

611

: 00:26:23

So my business

originally was a rent to rent business.

612

: 00:26:26

So what I was going to do take

613

: 00:26:27

on properties, service, accommodation,

HMO is, you know, social housing,

614

: 00:26:32

kind of run them cash flow, build and go

and scale out of work from that.

615

: 00:26:36

And what I realized is

616

: 00:26:40

me as a person, I much prefer

the people element from being a coach.

617

: 00:26:45

So I knew what they were sourcing

most from the academy.

618

: 00:26:49

I never went in with that intention.

619

: 00:26:50

It was always kind of a side thing, like,

you know,

620

: 00:26:52

I might take on X amount of rent or rents,

have opportunities come

621

: 00:26:56

my way, not want them, and I can package

and sell them to an investor.

622

: 00:26:59

But what I did was Flip the script towards

the back end of the year as I write.

623

: 00:27:03

I'm not happy in the career anymore.

624

: 00:27:05

This isn't this isn't it for me.

625

: 00:27:08

This is what I want to do.

626

: 00:27:10

How do I put myself in a position

where I can do this and go after it.

627

: 00:27:14

Because I can go

to, I need to, to bet on myself

628

: 00:27:17

and take the calculated

risk to go full time because I know

629

: 00:27:22

with my work ethic, the environment,

everything I do,

630

: 00:27:26

if I can put 110% into this,

which I've never done before,

631

: 00:27:29

because I've always had that safety net,

if I can get rid of the safety net,

632

: 00:27:34

I can go after what I want.

633

: 00:27:36

So I structured it in a way with,

with, with impunity and where I could.

634

: 00:27:40

So I they they offer a sabbatical period.

635

: 00:27:44

And you can apply for up to three

months off if to give three months notice.

636

: 00:27:46

And then you can, you know, to travel,

you can do it.

637

: 00:27:49

You do you want what you want.

638

: 00:27:50

Yep. And I was it's funny,

I was having this internal battle

639

: 00:27:54

towards a back end to 2025

when I was doing the property

640

: 00:27:58

and family and training and and like,

you can't do it.

641

: 00:28:02

Oh, I did hit a bit of burnout.

642

: 00:28:04

And that's

what I went back into to therapy as well.

643

: 00:28:08

But I wasn't working, I was training,

I was like,

644

: 00:28:11

I've been thinking

about to a hammer notice.

645

: 00:28:12

I don't just go to pull the plug.

I knew where I was financially.

646

: 00:28:15

I knew what little part I had,

647

: 00:28:16

and I knew what time

that bought me to be able to go after it.

648

: 00:28:19

And I was there one day

and I was doing squats at the time.

649

: 00:28:22

I was in between my sets and I thought,

wait a minute,

650

: 00:28:25

they do a sabbatical period.

651

: 00:28:26

So I pulled up my phone and I put on the

652

: 00:28:28

the portal, and I pulled up the policy

and I didn't look about it was like

653

: 00:28:31

I could work, actually,

because that gives me three months of time

654

: 00:28:36

to go after what I want.

655

: 00:28:38

And if it doesn't go the way I planned,

656

: 00:28:42

that's my job for me at the end.

657

: 00:28:43

Exactly.

658

: 00:28:44

You know, there's no

659

: 00:28:46

brittleness out of compromise.

660

: 00:28:47

There's this quote,

but it's not hard to be average,

661

: 00:28:49

really not

there's no effort to be average.

662

: 00:28:51

And let's be honest,

most of traditionally understood jobs

663

: 00:28:54

actually encourage, you know,

being like doing the bare minimum.

664

: 00:28:59

Yeah. Right.

665

: 00:29:00

They they encourage you.

666

: 00:29:01

You just have to hit your metrics. Yeah.

667

: 00:29:02

That's it.

Just you don't have to go be average.

668

: 00:29:04

That's what they want.

669

: 00:29:05

So as long as you just follow along

I'm not I'm not about being average

670

: 00:29:08

I've never I've been so a structured it

where I could take three months off.

671

: 00:29:11

So it organized it.

672

: 00:29:12

I'm a I'm a meeting with my manager.

673

: 00:29:14

I went through everything.

674

: 00:29:15

It was approved three month notice period.

675

: 00:29:18

So it was actually approved in September

676

: 00:29:19

for the 1st of January,

a little over three months.

677

: 00:29:22

And I knew what was coming. So okay, cool.

678

: 00:29:24

Here's what

you put a way to add to that cash part.

679

: 00:29:26

Here's what I need to do in the business,

because I need to prioritize

680

: 00:29:30

the time that I've got and use it

effectively.

681

: 00:29:33

So mine was prioritizing investor

relationships.

682

: 00:29:35

So going out, networking

and finding people that wanted to invest

683

: 00:29:39

and how could I help them

and and build from there.

684

: 00:29:42

That's where a lot of magic happens.

685

: 00:29:44

So much they could do, so much networking.

686

: 00:29:46

But we got to the back end of the year

and I've done it all in

687

: 00:29:49

like 30 for,

I think, the week off for Christmas.

688

: 00:29:52

I worked up until whatever week

Christmas was.

689

: 00:29:55

So the Friday and I finished, I think of

the 19th finished on Friday the 19th.

690

: 00:29:58

If I'm wrong, don't shoot me.

691

: 00:30:00

Front of the 19th finished.

692

: 00:30:02

And then it was a week off.

693

: 00:30:03

And then I was back in 29, 30,

31 of December and then first of John.

694

: 00:30:07

It was full time go at it.

695

: 00:30:09

And that was when the wheels off.

696

: 00:30:10

And that's

where the magic started to happen.

697

: 00:30:12

So to link back to that original question,

it was never,

698

: 00:30:17

oh, you've only been doing this a year

or how did that happen?

699

: 00:30:19

It's no, I've this is built over time.

700

: 00:30:22

This might have been the switch over

of where it is, but all that

701

: 00:30:27

self-development from being a P.T.,

from being a martial artist,

702

: 00:30:30

from being a coach to doing this

to to these experiences,

703

: 00:30:33

that was my opportunity

to go after what I wanted.

704

: 00:30:38

And I again, I love the quote.

705

: 00:30:39

It takes 20 years

to become an overnight success.

706

: 00:30:41

Yes. No. Yeah.

707

: 00:30:43

This is so true.

I wouldn't sit here and say I'm a success.

708

: 00:30:46

Success is very subjective,

so stick out to the individual.

709

: 00:30:49

So what for?

710

: 00:30:49

Where am I at this point?

711

: 00:30:50

It's been successful before. I want to be.

712

: 00:30:53

I've still got places to go

and I still need to to continue

713

: 00:30:56

to scale and build.

714

: 00:30:58

And that's the kind of period I'm in now.

715

: 00:31:00

We were chatting downstairs of.

716

: 00:31:02

Just a very quick point on on what

you've just said, because I think it's

717

: 00:31:05

going to be valuable to the guys out there

and I caught myself doing that.

718

: 00:31:11

Do you find yourself in a situation

sometimes where

719

: 00:31:15

you're kind of rushing things,

you know you're trying to do as much

720

: 00:31:18

as you possibly can because there's

still hours in the day, etc., etc.

721

: 00:31:21

and then you're not being very kind

to yourself because you feel like

722

: 00:31:25

you still can do more.

723

: 00:31:26

And do you do you sort of,

724

: 00:31:28

you know, pull back a second

and just say, like, hold on a second.

725

: 00:31:30

Let's just be patient with ourselves here

because we're doing a lot.

726

: 00:31:33

Let's, you know, let's just,

727

: 00:31:34

you know, have an open,

objective view of where we are.

728

: 00:31:39

Do you ever find yourself

in those situations?

729

: 00:31:40

I do, and I'm it's hard

and it's so hard for me like, you know,

730

: 00:31:45

I've just got to, you know, realize

that it's not going to happen next week.

731

: 00:31:48

It's just going to take months,

two months, half a year or a year.

732

: 00:31:52

But we'll get there eventually.

733

: 00:31:54

Yeah.

734

: 00:31:54

I think the first thing or size of this

is probably the most crucial part.

735

: 00:31:57

It is very easy to be a busy full time

just because you're busy, like

736

: 00:32:01

busyness is not business.

737

: 00:32:03

Oh, it's a quote I had the other day.

738

: 00:32:04

Busyness is not business.

739

: 00:32:06

And again, I've done this in the past.

740

: 00:32:08

I'm like, yeah, I'm so busy,

I'm out of my day.

741

: 00:32:10

But what are you doing to move the needle?

742

: 00:32:12

What are you actually done

that's productive?

743

: 00:32:13

So what I do now and again,

this comes to being self-aware.

744

: 00:32:16

And from years of experience

and learning and growing as a person.

745

: 00:32:20

I have four mantras within my business.

746

: 00:32:23

And I spoke about City of Day

mantras. Values. Call on what you want.

747

: 00:32:26

I call the mantras, and they are designed

748

: 00:32:29

as kind of the framework

of how I try to operate.

749

: 00:32:32

So those are

750

: 00:32:34

number one is done is the new perfect

and again, this is massive to me because

751

: 00:32:38

analysis paralysis

752

: 00:32:40

has been something I dealt with

for years and years and years.

753

: 00:32:43

And you know, you want to get everything

perfect and you want to get it right.

754

: 00:32:45

So you then take that action and then.

755

: 00:32:48

So been there, done that.

756

: 00:32:49

Then suddenly you've got the information

757

: 00:32:51

without the implementation

which is worthless.

758

: 00:32:53

So done is the new perfect is massive.

759

: 00:32:55

Get it done, get it out there,

760

: 00:32:57

make the mistakes, see what works,

get the data, learn, improve, grow.

761

: 00:33:00

That's number one.

762

: 00:33:02

Number two is going to link back to your

question is do what makes money first.

763

: 00:33:06

So in business cashflow is king.

764

: 00:33:08

I've got no cash flow effect recently.

765

: 00:33:12

So when I'm planning what I'm doing

because I am a one man

766

: 00:33:17

band at the minute

and I have visions to scale and grow

767

: 00:33:19

and take people on and build

this as an actual business.

768

: 00:33:22

But where I am in the journey

now is it's me, myself

769

: 00:33:25

and I,

and I do everything to get to that point,

770

: 00:33:28

because you've got to serve the customers

and the clients

771

: 00:33:31

to generate the cash flows.

772

: 00:33:32

It's all about, you know, building

the relationships and growing from there.

773

: 00:33:35

So what on my to do

list will make me money first.

774

: 00:33:37

So literally,

I look at it day by day, week by week.

775

: 00:33:40

I use my CRM system, which I'm sure we'll

get onto with the tech side of things.

776

: 00:33:44

Oh yeah, and.

777

: 00:33:45

You've obviously

got all the to do list and it's right

778

: 00:33:48

what's going to generate cash flow.

779

: 00:33:49

So investors, deals, pipelines, etc..

780

: 00:33:54

Where am I with those.

781

: 00:33:56

That goes to the top of the list.

782

: 00:33:57

You know, is anybody on a bespoke

okay cool.

783

: 00:33:59

You are number one priority at the minute.

784

: 00:34:01

Let's get this booked in to get you

sorted.

785

: 00:34:03

You've got general investors

list. Who's looking for for what.

786

: 00:34:06

What are they after okay cool.

Fill the pipeline. Get it out. Yep.

787

: 00:34:08

Are there any live deals you know that

are in the I haven't got an investor for.

788

: 00:34:11

But there's a deal that's live.

789

: 00:34:13

Okay cool.

This goes out to the list conversations.

790

: 00:34:15

Is there anyone it's suitable for.

791

: 00:34:16

Because one thing I'm very passionate

about with anyone who knows

792

: 00:34:19

deals also know what it is.

793

: 00:34:21

There are so many sharks out there

794

: 00:34:23

and people that are like

just gotta get the money.

795

: 00:34:24

Got to get the money, got to get.

796

: 00:34:25

I'm not like that.

797

: 00:34:26

What I want is I want the right investor

798

: 00:34:28

in the right place because I want again,

that win win mentality.

799

: 00:34:31

I want you to succeed

because if you succeed,

800

: 00:34:34

it's good for me because you're going

to become a raving fan of me,

801

: 00:34:36

which means you're going

to promote my business

802

: 00:34:38

and give me referrals,

which is the best of the marketing?

803

: 00:34:40

Absolutely.

804

: 00:34:41

And you're going to come back for repeat

business, because if I can give you a.

805

: 00:34:44

Deal for a fee

that's going to generate you cash flow

806

: 00:34:47

and build your wealth and help you scale

and build your business.

807

: 00:34:49

Yeah.

Why wouldn't you want more deals from me.

808

: 00:34:51

And then refer me to your friends?

We're going to.

809

: 00:34:52

But and it just and it builds

and that's how it builds and grows.

810

: 00:34:55

So do what makes money.

811

: 00:34:56

First

there's feel the fear and do it anyway,

812

: 00:35:00

because the things

that scare the shit out of you

813

: 00:35:02

are the things you need to be doing.

814

: 00:35:04

Oh my God,

this is so true. Just, just just be nice.

815

: 00:35:06

Just be kind. People

treat people like you want to be treated.

816

: 00:35:09

And then go back to the link.

817

: 00:35:11

The fourth one in business is

818

: 00:35:15

work so

819

: 00:35:15

hard it would be unreasonable

for you to be unsuccessful.

820

: 00:35:19

And I know you know that quote

because it's from the man. Who wrote that.

821

: 00:35:21

Exactly. I was going to say.

822

: 00:35:22

But that just speaks to me.

823

: 00:35:24

And I only found hormones very recently.

824

: 00:35:29

But it just speaks to me

on a different level,

825

: 00:35:30

because I go back to that story of

working an apprenticeship for 350 pounds

826

: 00:35:34

a month, doing seven days a week, because

we talk like Saturday, Sunday mornings.

827

: 00:35:38

And, then it was like antisocial hours

and I was a party in between.

828

: 00:35:42

So I've done all that

and and and loved it, enjoyed it.

829

: 00:35:45

So that's kind of conditioned my work

ethic and doing martial arts

830

: 00:35:48

and always grinding for the next bell.

831

: 00:35:50

It's always how much effort can I put in?

832

: 00:35:52

And then

833

: 00:35:53

that linked in to Pure Gym as well,

because when you're going for your KPIs

834

: 00:35:57

and what you're doing within Pure Gym,

the outputs don't matter.

835

: 00:36:01

The inputs matter

as long as you put the inputs in

836

: 00:36:03

and you can showcase

that the inputs are there.

837

: 00:36:06

Obviously, the outputs do matter

because you

838

: 00:36:07

got to generate a business in this,

but if we can understand why

839

: 00:36:12

the inputs didn't work, it's just data.

840

: 00:36:13

Collect the data to prove.

841

: 00:36:15

So my work ethic is built from there.

842

: 00:36:17

So it's not difficult for me.

843

: 00:36:19

I don't find it a challenge

I see to get up and.

844

: 00:36:22

Graft, because your mindset didn't

845

: 00:36:23

have to shift so much that you're changing

who you are basically.

846

: 00:36:27

So that's that's a that's a good thing.

847

: 00:36:28

And there is a very clear correlation.

848

: 00:36:30

So for anybody struggling

to wrap their mind around that, I would

849

: 00:36:33

I would really just say like, you know,

just just do an audit of where you are

850

: 00:36:38

and just realize, you know,

is there a muscle that you can work on

851

: 00:36:41

to help you get to that sort of space?

852

: 00:36:43

So those are my, my four mantras.

853

: 00:36:46

And as long as I can

854

: 00:36:48

follow those within the business,

855

: 00:36:50

I know I'm doing the things that move

the needle towards success.

856

: 00:36:53

And it is a challenge because I can't

do everything all the time.

857

: 00:36:58

And if you're gonna start up a business

or a company, you have to accept that.

858

: 00:37:03

And obviously every business is different

in how you structure it,

859

: 00:37:06

and you're going to start

with different amounts of capital. And.

860

: 00:37:09

Where you want to take it and grow.

861

: 00:37:10

So how big is your team,

what you're doing. Of course, but it's.

862

: 00:37:13

Very crucial to have that that blueprint

and that formula to be able to build from.

863

: 00:37:18

And one thing I now need to incorporate

is I've got the vision

864

: 00:37:23

of where I want to go and where I want

to take it and how I want to take my life.

865

: 00:37:27

But now I need to incorporate the plan.

866

: 00:37:29

And this is kind of my next stage of

how do I get there?

867

: 00:37:33

So it's when I've started

to think about more recently.

868

: 00:37:36

So I've got the framework

that I'm building.

869

: 00:37:38

Obviously cash flow is king

and we need to get more cash flow in.

870

: 00:37:40

So I've sold some deals

which have been successful.

871

: 00:37:43

We've had to have fall through

because that's nature of the beast.

872

: 00:37:45

But we offer a 14 day money back guarantee

pretty much on, on anything that we do.

873

: 00:37:49

So investors know that looked after

and credibility and trust

874

: 00:37:53

and we've got things in the pipeline.

875

: 00:37:54

So things are moving.

876

: 00:37:56

But I think it's very important to

877

: 00:37:58

you've got to have that belief

that you got to bet on yourself to,

878

: 00:38:02

to scale and build the business and,

879

: 00:38:05

and know your risk management as well.

880

: 00:38:08

Like what?

881

: 00:38:09

Your risk tolerance, tolerance with it.

882

: 00:38:10

What are you capable of dealing with?

883

: 00:38:13

one thing that that my little one

would say to me sometimes.

884

: 00:38:16

You're like, I can't do it. I'm like,

I. Know you can't do it.

885

: 00:38:18

You've never. Tried. Yes.

You know what I mean?

886

: 00:38:20

I can't.

887

: 00:38:21

Again, that analogy

of when you run a bike,

888

: 00:38:23

when you first set on about

you can't ride a bike,

889

: 00:38:25

you have to learn to ride a bike.

890

: 00:38:26

So I need that.

891

: 00:38:27

As we grow up as an adult,

we we suddenly lose that

892

: 00:38:30

because that fear of failure

and that you've got to fit in the box.

893

: 00:38:33

Oh yeah, I see, yeah.

894

: 00:38:34

Because ha ha, you failed.

895

: 00:38:36

You lost because they condition it in

you like school.

896

: 00:38:38

Don't get things wrong.

No, that's that's silly.

897

: 00:38:40

And everyone laughs

because they don't want you

898

: 00:38:42

to think outside the box

and ask the questions and do.

899

: 00:38:44

And it stays with you for the entire life.

900

: 00:38:46

It's just. Yeah, failure is.

901

: 00:38:49

It's it's information.

902

: 00:38:51

It's knowledge.

903

: 00:38:51

It's it's how you have to fail.

904

: 00:38:54

You have to get up. You have to do.

905

: 00:38:56

And you have to fail.

906

: 00:38:58

If you, you we learn so much more

from failure than success.

907

: 00:39:00

So if you can

908

: 00:39:03

not, not not care.

909

: 00:39:04

But you know,

I mean not let it affect you.

910

: 00:39:06

Like if anything, that's it.

Go for failure.

911

: 00:39:08

Yes, hunt.

912

: 00:39:09

How can I fail?

913

: 00:39:10

Because if you want to get better

914

: 00:39:13

quicker.

915

: 00:39:14

Fail more. Yeah.

916

: 00:39:16

Like the amount you fail will will shape

where you go.

917

: 00:39:19

And it is.

918

: 00:39:20

And again,

when you've had that mindset of,

919

: 00:39:23

you know, fail is a bad thing

and it's that inner child, it is hard to,

920

: 00:39:27

to overcome

because it's still uncomfortable

921

: 00:39:29

and I still get it

now is certain things like.

922

: 00:39:30

It's our survival thing isn't it?

923

: 00:39:32

So it's part of us, you know,

924

: 00:39:33

in terms of the nature

of how our bodies behave as well.

925

: 00:39:36

Yeah, it's uncomfortable. But one thing

to deal with, one thing I'm working on is

926

: 00:39:40

I know it's going to,

927

: 00:39:41

so it can be painful,

but how quick can I recover from it?

928

: 00:39:44

Yeah. So you've had it.

929

: 00:39:45

I've had it in the past

930

: 00:39:45

where, you know, you'd fail at something

and then you'd kind of like sit in it

931

: 00:39:49

and it affects you

until you go and get one as well.

932

: 00:39:50

Right. Failed.

933

: 00:39:52

I feel bad about it. Yeah.

934

: 00:39:54

Okay. Learn from it.

How quick can I get up?

935

: 00:39:57

Because the best people

just take it on the chin.

936

: 00:40:00

Yeah.

937

: 00:40:00

And go again.

938

: 00:40:01

And depending on the size of the failure

and what it is will depend on where

939

: 00:40:03

you are. Sure.

940

: 00:40:04

And how long it takes.

941

: 00:40:05

But again,

being self-aware to know that you have

942

: 00:40:10

failed or you know you're going to fail,

it's going to suck.

943

: 00:40:13

Yeah, but how long am I in

it before I get up and and go again?

944

: 00:40:18

And it's something I'm

getting getting better up to a point now.

945

: 00:40:21

But yeah, you've got to.

946

: 00:40:23

You can almost treat it as a metric

of sorts, you know, like, you know, okay.

947

: 00:40:27

So what's my you know, what's the latest,

what's my performance.

948

: 00:40:30

You can even judge your own performance

by that sort of thing.

949

: 00:40:32

Right.

950

: 00:40:33

You know, okay, I failed today. Right.

951

: 00:40:35

You know, I'm going

to, you know, probably in two days time,

952

: 00:40:37

I'm going to go again

and I'm ready in today's. Right.

953

: 00:40:40

So that's a good sort of indicator of,

you know, oh,

954

: 00:40:42

I don't care in terms of like it

didn't affect me.

955

: 00:40:46

But you have to care

from the learning perspective

956

: 00:40:48

because you need to understand

what lesson did you just learn.

957

: 00:40:51

Yeah.

958

: 00:40:51

So you just don't fail at the exact

same thing again and again and again.

959

: 00:40:55

There's a definition of insanity.

960

: 00:40:56

Exhausting thing of doing the same thing

results up slowly.

961

: 00:40:59

So obviously you've, you've taken us,

you know, through your journey

962

: 00:41:03

how you ended up being an entrepreneur,

how you've built your business

963

: 00:41:07

and that you are already like one year

964

: 00:41:09

into the whole thing, you know, in

your venture, which is absolutely amazing.

965

: 00:41:13

But what helps you actually do

the thing that

966

: 00:41:18

that would be my big sort of question.

967

: 00:41:19

And you know, you can go as far as,

you know, as deep as you wish.

968

: 00:41:25

But I'd be interested, you know,

because it could be the little things

969

: 00:41:28

that help you, like, you know, appointment

scheduling, anything as simple as that.

970

: 00:41:33

All the way to.

971

: 00:41:34

Okay.

972

: 00:41:34

Do you actually need a specific piece

of software that, you know, controls your

973

: 00:41:39

or contains all your contacts and stuff,

like there's maybe a CRM of sorts.

974

: 00:41:43

So if you could give us an idea. Yeah.

975

: 00:41:45

So I think

976

: 00:41:48

there is tech that obviously I use,

not a thing

977

: 00:41:51

with saying that I'm a year

into the journey in the startup.

978

: 00:41:55

The the tech is a year into the journey

on a startup.

979

: 00:41:58

So there are systems

and things that I don't use currently that

980

: 00:42:01

I don't know about, that in the future

I will be using and a progressed to

981

: 00:42:05

because tech is not my background,

but I can probably guess from

982

: 00:42:08

the fitness industry

what I've done among people.

983

: 00:42:10

People be like,

yeah, like biology can dissect

984

: 00:42:14

a human muscles tendencies, like,

not literally, you.

985

: 00:42:17

Know what I mean?

But I can tell you, yeah, we do.

986

: 00:42:21

But technology is

not one of my strong suit or skill sets.

987

: 00:42:25

Doesn't interest me in that way

to to to grab my attention.

988

: 00:42:30

Sure.

989

: 00:42:30

So I use what I need

and I'll build and I'll grow.

990

: 00:42:33

Obviously my business phone laptop.

991

: 00:42:37

While for like basic level tech stuff

where we're going

992

: 00:42:39

to get deeper than this, it's

not just that,

993

: 00:42:41

but you need your, your laptop for it.

994

: 00:42:45

So you do find it in all the tech

and all the building out and

995

: 00:42:48

everything in the in the process.

996

: 00:42:50

I need the phone

because there's built to communicate

997

: 00:42:52

of people and organize things.

998

: 00:42:53

And that's kind of my, my base layer,

if you will.

999

: 00:42:56

But, yeah, I can do it from anywhere

: 1000

00:42:58,040 --> 00:43:01,040

so long as anybody

for like a set of coffee shop, go home.

: 1001

00:43:01,240 --> 00:43:02,360

And go.

: 1002

00:43:02,360 --> 00:43:05,360

Downstairs in here if I needed to

and and do what I need to do.

: 1003

00:43:05,760 --> 00:43:06,560

And then within

: 1004

00:43:07,560 --> 00:43:09,200

that the bits of software that I use.

: 1005

00:43:09,200 --> 00:43:11,760

So CRM system has been massive for me.

: 1006

00:43:11,760 --> 00:43:14,760

This has been a recent introduction

to my business.

: 1007

00:43:14,880 --> 00:43:16,640

I'm talking

: 1008

00:43:16,640 --> 00:43:19,640

last couple of months

with going full time,

: 1009

00:43:19,920 --> 00:43:23,680

and the way I started to scale

and what I had going on,

: 1010

00:43:24,400 --> 00:43:26,920

I got to a point where

: 1011

00:43:26,920 --> 00:43:30,040

I couldn't

manage it all the way over to him.

: 1012

00:43:30,320 --> 00:43:33,800

So if I go back to my puregym days,

the joys of working

: 1013

00:43:33,800 --> 00:43:36,800

for a corporate company is that they have

: 1014

00:43:37,120 --> 00:43:42,480

processes, policies, software in place,

and all you have to do

: 1015

00:43:42,520 --> 00:43:46,960

is learn their structure

and learn how it operates.

: 1016

00:43:47,280 --> 00:43:50,280

And then you, as the person move,

will grow and thrive.

: 1017

00:43:50,560 --> 00:43:54,600

When you start a business,

you're responsible for everything.

: 1018

00:43:54,600 --> 00:43:58,320

So one of those things is the tech,

the process, the policy.

: 1019

00:43:58,320 --> 00:44:00,320

So you have to put it in to make it work.

: 1020

00:44:01,680 --> 00:44:04,280

So I tried to use

: 1021

00:44:04,280 --> 00:44:07,280

methods I'd used over in my pure gym days

: 1022

00:44:07,680 --> 00:44:10,920

in my business,

and it didn't translate as well.

: 1023

00:44:10,920 --> 00:44:15,320

So when I was in Georgia, I was very much

I had a few things that I did,

: 1024

00:44:15,320 --> 00:44:18,520

but obviously big on a

we had a teams calendar where,

: 1025

00:44:18,560 --> 00:44:20,960

you know, calls and events are often

used to get booked.

: 1026

00:44:20,960 --> 00:44:26,120

Him had a hand, like a paper diary

I used to use for all my visits.

: 1027

00:44:26,360 --> 00:44:29,360

So I'd schedule in my visits in the paper

diary.

: 1028

00:44:29,440 --> 00:44:33,160

I'd make all my notes in there for my kind

of follow up emails and bits and pieces,

: 1029

00:44:33,720 --> 00:44:36,960

and a general A4 pad, which was kind of my

just general To-Do list,

: 1030

00:44:36,960 --> 00:44:38,560

which I use to write things down on.

: 1031

00:44:38,560 --> 00:44:41,560

And then we used to use emails and bits,

so I had a,

: 1032

00:44:42,360 --> 00:44:45,240

a system imply that worked for me, in that

I tried

: 1033

00:44:45,240 --> 00:44:49,080

to translate that across

the property business, and it didn't work

: 1034

00:44:49,280 --> 00:44:52,280

because I had loads of things

going on in different places.

: 1035

00:44:52,280 --> 00:44:55,280

So I kind of got deals

going on over here, people going on here,

: 1036

00:44:55,320 --> 00:44:56,280

and there was just nowhere

: 1037

00:44:57,560 --> 00:44:59,720

it didn't all link together,

: 1038

00:44:59,720 --> 00:45:03,320

and I knew about CRM systems and I tried.

: 1039

00:45:04,120 --> 00:45:05,240

But you did or you didn't.

: 1040

00:45:05,240 --> 00:45:06,480

I didn't know. About oh he's okay.

: 1041

00:45:06,480 --> 00:45:08,880

Yeah, I've heard of them before in passing

okay. And loosely.

: 1042

00:45:08,880 --> 00:45:10,640

So I knew what they were.

: 1043

00:45:10,640 --> 00:45:12,480

And I got to a point where I was like,

maybe this is what I need.

: 1044

00:45:12,480 --> 00:45:15,960

And I tried one early doors

into the journey

: 1045

00:45:15,960 --> 00:45:17,160

when I was doing it, but I didn't.

: 1046

00:45:17,160 --> 00:45:19,760

I didn't fully get on with it. Got it.

: 1047

00:45:19,760 --> 00:45:23,760

So I never kind of because if it doesn't

work, it is more of an effort to do it.

: 1048

00:45:24,880 --> 00:45:28,160

And obviously as part of our community,

we get mentors.

: 1049

00:45:28,160 --> 00:45:30,320

So I booked on a mentor call.

: 1050

00:45:30,320 --> 00:45:33,320

This is kind of where I'm

I want to look at a CRM,

: 1051

00:45:33,680 --> 00:45:37,280

any that you'd kind of recommend

and network in chat to people.

: 1052

00:45:38,280 --> 00:45:40,240

And one

that came up is the one that I use now.

: 1053

00:45:40,240 --> 00:45:43,240

It's called Less Annoying CRM.

: 1054

00:45:43,760 --> 00:45:44,080

Right.

: 1055

00:45:44,080 --> 00:45:45,440

Brilliant. Yeah.

: 1056

00:45:45,440 --> 00:45:48,040

So it's. A little bit.

An American company.

: 1057

00:45:48,040 --> 00:45:51,120

And, I think it's really good,

by the way they set up.

: 1058

00:45:51,480 --> 00:45:54,400

You can do a free live demo call.

: 1059

00:45:54,400 --> 00:45:54,720

Okay.

: 1060

00:45:54,720 --> 00:45:58,200

So you jump on, they take you for basic,

basically ask you what you do, you

: 1061

00:45:58,200 --> 00:46:00,720

what you want it for.

And there's different templates.

: 1062

00:46:00,720 --> 00:46:03,960

So within my business

there was a real estate template

: 1063

00:46:03,960 --> 00:46:05,600

which was like

probably the best one for you to use.

: 1064

00:46:05,600 --> 00:46:08,600

So they did it on real estate

and they demoed.

: 1065

00:46:08,800 --> 00:46:10,200

How it worked.

: 1066

00:46:10,200 --> 00:46:11,400

I was like, okay, cool.

: 1067

00:46:11,400 --> 00:46:14,120

And then you get a 30 day free trial.

Okay.

: 1068

00:46:14,120 --> 00:46:16,480

That's great. Free trial is

you don't have to put any card details.

: 1069

00:46:16,480 --> 00:46:19,280

And so like a free trial, it's like

put your payment details in. Yeah.

: 1070

00:46:19,280 --> 00:46:21,760

And then you forget to cancel it

and then you get hit with a little bit,

: 1071

00:46:21,760 --> 00:46:23,440

a little bit

that you didn't have to do any of that.

: 1072

00:46:23,440 --> 00:46:26,680

You just simply signed up

for the free trial.

: 1073

00:46:26,680 --> 00:46:28,680

If you liked it,

you put your details in later.

: 1074

00:46:29,640 --> 00:46:32,400

So I did

the free trial messing around with it.

: 1075

00:46:32,400 --> 00:46:32,840

And again,

: 1076

00:46:32,840 --> 00:46:35,840

this is going back to the customer service

and the American side of things.

: 1077

00:46:36,440 --> 00:46:39,000

You can because it's a small family

led company.

: 1078

00:46:39,000 --> 00:46:43,960

You can book in calls,

you can email support with what you need.

: 1079

00:46:44,720 --> 00:46:46,560

So I went away

and trialed it for two weeks.

: 1080

00:46:46,560 --> 00:46:48,240

And it's all customizable.

: 1081

00:46:48,240 --> 00:46:49,800

I can try and make it do a one.

: 1082

00:46:49,800 --> 00:46:53,760

Is it cloud based so you don't actually

installed on your machine?

: 1083

00:46:53,760 --> 00:46:57,120

The data sets are there and right

you just click.

: 1084

00:46:57,120 --> 00:46:59,280

It's just a web.

But you go, yeah. That way.

: 1085

00:46:59,280 --> 00:47:00,240

I'm glad you explain that.

: 1086

00:47:00,240 --> 00:47:03,240

I wouldn't have known

that's not my my roommate.

: 1087

00:47:03,240 --> 00:47:04,320

But yeah.

: 1088

00:47:04,320 --> 00:47:06,120

So you can book calls at any point.

: 1089

00:47:06,120 --> 00:47:09,280

And what I did was I'm going to use it

for a couple of weeks because no doubt

: 1090

00:47:09,320 --> 00:47:11,160

I will get questions from using it.

: 1091

00:47:11,160 --> 00:47:13,320

And I did, but a sticky note on my laptop.

: 1092

00:47:13,320 --> 00:47:15,000

And then I was like, can I do this?

What about this?

: 1093

00:47:15,000 --> 00:47:16,520

How does this work? Blah blah blah blah.

: 1094

00:47:16,520 --> 00:47:18,200

And I booked a call in

and a 50 minute call

: 1095

00:47:18,200 --> 00:47:21,240

and just basically went through

and answered all my questions on the call.

: 1096

00:47:21,240 --> 00:47:22,680

This is how I do this is I structure this.

: 1097

00:47:22,680 --> 00:47:25,920

But yeah, anyway, great bit of software

still using it now.

: 1098

00:47:25,920 --> 00:47:28,560

So on that CRM

I've basically got everything.

: 1099

00:47:29,680 --> 00:47:29,920

So if

: 1100

00:47:29,920 --> 00:47:33,760

I picture my dashboard in front of me

now on the, the left hand

: 1101

00:47:33,760 --> 00:47:40,080

side is my to do list and I split my

to do list in the the four part matrix.

: 1102

00:47:40,080 --> 00:47:40,960

I don't know what it's actually called.

: 1103

00:47:40,960 --> 00:47:43,720

It's got a name,

but you've got urgent and important.

: 1104

00:47:43,720 --> 00:47:46,440

Yeah, yeah. Not urgent and important.

: 1105

00:47:46,440 --> 00:47:48,720

That urgent? Not important.

: 1106

00:47:48,720 --> 00:47:49,800

And then not not if this is.

: 1107

00:47:49,800 --> 00:47:52,200

Like an Eisenhower matrix

or something like that. Yeah.

: 1108

00:47:52,200 --> 00:47:52,800

It's got a name.

: 1109

00:47:52,800 --> 00:47:55,720

I don't know, the actually,

I might just like the content of it.

: 1110

00:47:55,720 --> 00:47:59,880

So I have or to do list

and then when I'm setting general tasks.

: 1111

00:47:59,880 --> 00:48:01,840

So if I go back to my puregym days

this would have been

: 1112

00:48:01,840 --> 00:48:04,200

my general A4 notebook.

: 1113

00:48:04,200 --> 00:48:05,520

But I couldn't qualify them.

: 1114

00:48:05,520 --> 00:48:06,120

Yeah.

: 1115

00:48:06,120 --> 00:48:09,120

I'm like right, that goes there,

that goes there, like so I know what.

: 1116

00:48:09,440 --> 00:48:10,680

What tasks aware.

: 1117

00:48:10,680 --> 00:48:10,800

Yeah.

: 1118

00:48:10,800 --> 00:48:12,600

And obviously urgent and important,

: 1119

00:48:12,600 --> 00:48:15,840

which links back to the mantras of do

what makes money first and is a new birth.

: 1120

00:48:15,840 --> 00:48:18,080

It's the old fear, etc. etc..

: 1121

00:48:18,080 --> 00:48:20,760

Yeah, so I link that in so urgent

important obviously.

: 1122

00:48:20,760 --> 00:48:23,840

First urgent not important is ten second.

: 1123

00:48:23,960 --> 00:48:25,920

Yep. Not urgent. Important.

It's one third.

: 1124

00:48:25,920 --> 00:48:28,920

And the knowledge not important is

just kind of things generally sit there.

: 1125

00:48:28,920 --> 00:48:31,920

If I've got any extra time

and things can change brackets as well

: 1126

00:48:31,960 --> 00:48:33,960

because I might have something

that's important but not urgent.

: 1127

00:48:33,960 --> 00:48:34,240

Yeah.

: 1128

00:48:34,240 --> 00:48:37,240

Because it's not due until three months

time.

: 1129

00:48:37,360 --> 00:48:40,200

Well, when there's four weeks left

suddenly that's urgent.

: 1130

00:48:40,200 --> 00:48:41,680

Unimportant

because there's a deadline on it.

: 1131

00:48:41,680 --> 00:48:44,280

Of course.

So I've got my general tasks there.

: 1132

00:48:45,400 --> 00:48:48,560

I have pipelines, so I have a,

: 1133

00:48:49,680 --> 00:48:52,000

a lead pipeline,

some of my property deals.

: 1134

00:48:52,000 --> 00:48:54,680

And that goes through a journey

which has been fully customizable.

: 1135

00:48:54,680 --> 00:48:58,520

I may save from it being a lead to it

being a view in to be in due diligence.

: 1136

00:48:58,680 --> 00:49:00,960

Okay. Mental calls booked in on it.

: 1137

00:49:00,960 --> 00:49:03,000

Is it going through a writing process?

: 1138

00:49:03,000 --> 00:49:05,440

Do I need to negotiate on end?

: 1139

00:49:05,440 --> 00:49:06,720

Is it for sale? Has it been so.

: 1140

00:49:06,720 --> 00:49:09,720

And there's a whole pipeline of

of where these things are.

: 1141

00:49:10,080 --> 00:49:11,480

And then I've also got an investor

pipeline.

: 1142

00:49:11,480 --> 00:49:12,640

Well okay.

: 1143

00:49:12,640 --> 00:49:16,800

So I've, I got someone that is interested

in a book to call with me.

: 1144

00:49:17,040 --> 00:49:18,800

And just a quick question on that point.

: 1145

00:49:18,800 --> 00:49:22,280

So was it already in the software for you

or did you have to like created

: 1146

00:49:22,280 --> 00:49:23,760

in some way? You know. The

: 1147

00:49:24,960 --> 00:49:27,680

section to make it

was there, but to customize it to myself,

: 1148

00:49:27,680 --> 00:49:30,000

I said the template

because it's real estate

: 1149

00:49:30,000 --> 00:49:32,120

had like a buyer leads and seller leads.

: 1150

00:49:32,120 --> 00:49:34,640

What's what would be relevant to me? Yep.

: 1151

00:49:34,640 --> 00:49:37,080

But you can create your own pipeline.

Okay, cool.

: 1152

00:49:37,080 --> 00:49:37,960

So I just create. That's good.

: 1153

00:49:37,960 --> 00:49:41,160

And then every tab is what I've created.

: 1154

00:49:41,160 --> 00:49:43,520

So you get active tabs

and close tabs as well.

: 1155

00:49:43,520 --> 00:49:45,760

Obviously when you've got people

been for the journey. Yep.

: 1156

00:49:45,760 --> 00:49:48,960

I'm so on the investor side

I've got call booked in investors list.

: 1157

00:49:49,320 --> 00:49:50,640

Are there any hot investors?

: 1158

00:49:50,640 --> 00:49:53,040

Are there any bespoke investors.

: 1159

00:49:53,040 --> 00:49:55,960

Are there any deals that have been sold

that are in there their 14 day

: 1160

00:49:55,960 --> 00:49:56,880

cooling off period.

: 1161

00:49:56,880 --> 00:49:59,400

So it's I think it's the kick on a. Bit

I see.

: 1162

00:49:59,400 --> 00:50:01,960

And then in the closed pipeline there is

: 1163

00:50:02,920 --> 00:50:04,320

past buyers.

: 1164

00:50:04,320 --> 00:50:05,880

They've bought a deal before.

: 1165

00:50:05,880 --> 00:50:08,560

There's refunds if anything has gone and

the rest of actually go this is for me.

: 1166

00:50:08,560 --> 00:50:11,200

So they go to the refund pipeline.

: 1167

00:50:11,200 --> 00:50:13,600

There is

: 1168

00:50:13,600 --> 00:50:15,640

just, like a gone cold pipeline.

: 1169

00:50:15,640 --> 00:50:17,960

So if someone's been on

but they've not been bespoke,

: 1170

00:50:17,960 --> 00:50:20,960

but they're on the hot leather,

they're keen but they're not gone bespoke.

: 1171

00:50:21,000 --> 00:50:23,520

So if they've gone cold

they'll go into the cold pipeline.

: 1172

00:50:23,520 --> 00:50:25,880

So that will get closed down.

: 1173

00:50:25,880 --> 00:50:28,560

And there's a general

I think I've got like a time wasters one.

: 1174

00:50:28,560 --> 00:50:32,320

So if anyone is like on the list

and is actively looking, but then

: 1175

00:50:33,240 --> 00:50:36,720

messing you around, you can kind of put

you can close them down and be like, yeah,

: 1176

00:50:36,720 --> 00:50:39,440

I mean time wasters, you know, like that's

not someone I really want to work with.

: 1177

00:50:39,440 --> 00:50:41,160

Yep. So it's all customized by me.

: 1178

00:50:42,240 --> 00:50:44,880

It links to my calendar.

: 1179

00:50:44,880 --> 00:50:47,800

So it links to Google Calendar.

: 1180

00:50:47,800 --> 00:50:49,440

It doesn't link to iOS calendar.

: 1181

00:50:49,440 --> 00:50:52,560

Okay, iPhones, but the workaround is

it links to Google Calendar

: 1182

00:50:52,920 --> 00:50:55,960

now, Google calendar

also links to iOS calendar, so.

: 1183

00:50:56,160 --> 00:50:58,120

You can just connect it. To a central hub.

: 1184

00:50:58,120 --> 00:50:59,920

So pretty much

everything goes into Google.

: 1185

00:50:59,920 --> 00:51:02,760

If I go on my iOS programs

into my Google calendar. Yep.

: 1186

00:51:02,760 --> 00:51:05,880

Which links into my CRM,

and if I add an event to my CRM system,

: 1187

00:51:05,880 --> 00:51:08,280

it links to the Google Calendar,

which I'm not, so I can do it.

: 1188

00:51:08,280 --> 00:51:09,600

It's interchangeable.

: 1189

00:51:09,600 --> 00:51:10,920

It goes both ways

: 1190

00:51:10,920 --> 00:51:14,720

to events, connects to all my contacts,

so every contact in my phone

: 1191

00:51:14,720 --> 00:51:18,560

book is linked to my Google contacts,

which links to the CRM system.

: 1192

00:51:18,560 --> 00:51:21,720

So if I add either side, it

adds both ways as well.

: 1193

00:51:22,400 --> 00:51:23,880

All the data, all the notes,

: 1194

00:51:24,880 --> 00:51:27,800

you can

obviously add the properties on as well.

: 1195

00:51:27,800 --> 00:51:28,120

Okay.

: 1196

00:51:28,120 --> 00:51:31,760

Create the property within the CRM system

okay.

: 1197

00:51:31,800 --> 00:51:34,920

Which then obviously goes

into the property leads pipeline.

: 1198

00:51:34,920 --> 00:51:35,240

Okay.

: 1199

00:51:35,240 --> 00:51:38,240

Link that property on that point

because I've seen a couple

: 1200

00:51:38,240 --> 00:51:41,240

of different pieces of software

from the property world.

: 1201

00:51:41,400 --> 00:51:45,240

So does it pick it up from a link

that you would provide to it.

: 1202

00:51:45,240 --> 00:51:47,720

So let's say if it's listed somewhere

it would pick it up.

: 1203

00:51:47,720 --> 00:51:49,640

Or do you have to manually type it.

: 1204

00:51:49,640 --> 00:51:51,440

Manually add it into the way to do it.

: 1205

00:51:51,440 --> 00:51:54,120

Because then there isn't like anywhere

that you just add a property.

: 1206

00:51:54,120 --> 00:51:56,960

What you do is you add it as a company.

: 1207

00:51:56,960 --> 00:51:57,560

All right. Okay.

: 1208

00:51:57,560 --> 00:51:57,960

So on.

: 1209

00:51:57,960 --> 00:52:00,960

So when I add things I can add contacts,

I can add companies, I can add

: 1210

00:52:01,640 --> 00:52:02,600

there's a lot of things you can add.

: 1211

00:52:02,600 --> 00:52:03,920

You add it as a company.

: 1212

00:52:03,920 --> 00:52:06,480

So the name of the company

is the property's address. Got it.

: 1213

00:52:06,480 --> 00:52:08,760

You can then hone in on the address okay.

: 1214

00:52:08,760 --> 00:52:10,280

You can put the background information.

: 1215

00:52:10,280 --> 00:52:11,760

So what is the property.

: 1216

00:52:11,760 --> 00:52:13,560

What's the size. What's it up.

: 1217

00:52:13,560 --> 00:52:15,560

So all the key details

you've got there in one place.

: 1218

00:52:15,560 --> 00:52:16,440

And then there's a website.

: 1219

00:52:16,440 --> 00:52:19,240

So if you've got a link to the property

you link it on there.

: 1220

00:52:19,240 --> 00:52:20,400

Oh I see okay.

: 1221

00:52:20,400 --> 00:52:23,640

And then to link

it all together. You can.

: 1222

00:52:24,720 --> 00:52:25,840

Create

: 1223

00:52:25,840 --> 00:52:29,200

relationships

between people and companies.

: 1224

00:52:29,200 --> 00:52:33,000

So if I've got an agent

as a contact. Yep.

: 1225

00:52:33,040 --> 00:52:35,880

And that agent has given me a property,

which is a lead. Yeah.

: 1226

00:52:35,880 --> 00:52:38,880

I can go on to said

property, add a relationship,

: 1227

00:52:38,880 --> 00:52:42,800

and I can add that

agent to the company as agent.

: 1228

00:52:42,840 --> 00:52:45,840

So if I click onto either role

or I can see

: 1229

00:52:45,840 --> 00:52:48,840

what companies or such properties

that agent is linked to.

: 1230

00:52:48,960 --> 00:52:51,360

And if I click onto the property

I can see all the relevant people.

: 1231

00:52:51,360 --> 00:52:54,240

So okay, see have I got an investor

that's interested in that property?

: 1232

00:52:54,240 --> 00:52:56,040

What agent has it come through.

: 1233

00:52:56,040 --> 00:52:58,440

There's someone I'm co sourcing with it on

and I can.

: 1234

00:52:58,440 --> 00:52:59,120

Go to it.

: 1235

00:52:59,120 --> 00:53:01,160

So it's basically

it's like my central hub.

: 1236

00:53:01,160 --> 00:53:05,880

So everything goes through the

the CRM system at the minute.

: 1237

00:53:05,880 --> 00:53:09,120

And there are still things

I'm learning and building with it. Yep.

: 1238

00:53:09,120 --> 00:53:11,240

But now I've just got this platform.

: 1239

00:53:11,240 --> 00:53:15,280

I simply open it up and go, right,

what's my task list?

: 1240

00:53:15,920 --> 00:53:19,080

What's in the pipeline, what investors

my currently working with, what events

: 1241

00:53:19,200 --> 00:53:20,320

and I can.

: 1242

00:53:20,320 --> 00:53:22,800

It's just all in one location, which is

: 1243

00:53:23,960 --> 00:53:25,680

it's just massive for what I do.

: 1244

00:53:25,680 --> 00:53:28,800

And it's been such a breath of fresh air

and it can still get better.

: 1245

00:53:28,920 --> 00:53:31,920

I'm still going to level up there,

but that is my main

: 1246

00:53:32,640 --> 00:53:33,360

piece of tech.

: 1247

00:53:33,360 --> 00:53:36,560

But as you build this kind of business,

I might outgrow the software,

: 1248

00:53:36,720 --> 00:53:39,720

the relevant CRM system

or piece of software.

: 1249

00:53:40,040 --> 00:53:41,640

And on that point, very quickly,

: 1250

00:53:41,640 --> 00:53:45,760

it's it's very, very prominent in many,

many sectors.

: 1251

00:53:45,760 --> 00:53:47,720

It's not just typical to you

because you know,

: 1252

00:53:47,720 --> 00:53:50,400

you are now a single person doing it.

: 1253

00:53:50,400 --> 00:53:53,080

And then eventually,

obviously you're going to have a team,

: 1254

00:53:53,080 --> 00:53:56,280

but it's even, you know, applicable

to businesses of certain size.

: 1255

00:53:56,280 --> 00:53:56,520

Right?

: 1256

00:53:56,520 --> 00:53:59,600

Maybe there is ten employees in the office

and maybe you've got somebody

: 1257

00:53:59,600 --> 00:54:02,160

on the shop floor.

If it's a manufacturing business.

: 1258

00:54:02,160 --> 00:54:07,600

And many times what you would see is

you've outgrown the tech and like,

: 1259

00:54:07,600 --> 00:54:12,400

you know, year ago at least,

maybe two, maybe, maybe many years even.

: 1260

00:54:12,640 --> 00:54:15,680

And they are just stuck with it

because it's too expensive to move away.

: 1261

00:54:16,200 --> 00:54:18,560

Yeah, transfer all this information, etc..

: 1262

00:54:18,560 --> 00:54:21,560

But now we are in that sort of,

you know, era of,

: 1263

00:54:21,600 --> 00:54:24,840

you know, there's just like 50

different products doing the same thing.

: 1264

00:54:24,840 --> 00:54:26,520

And you can just,

you know, flexibly choose.

: 1265

00:54:26,520 --> 00:54:30,280

And the thing is, with a CRM

system as well, they make it very easy

: 1266

00:54:30,280 --> 00:54:35,040

to transfer because, yeah, they need it

to be easy for you to transfer to.

: 1267

00:54:35,040 --> 00:54:35,680

Exactly.

: 1268

00:54:35,680 --> 00:54:35,960

Yeah.

: 1269

00:54:35,960 --> 00:54:39,120

An intern to do that has to be easy

for you to transfer away from them.

: 1270

00:54:39,120 --> 00:54:40,160

So I was messing around with it.

: 1271

00:54:41,200 --> 00:54:42,960

I had, I did the other day.

: 1272

00:54:42,960 --> 00:54:45,960

Oh, I have a, a group.

: 1273

00:54:45,960 --> 00:54:46,920

So when you do your contacts

: 1274

00:54:46,920 --> 00:54:48,680

you can create groups

and other people to different groups.

: 1275

00:54:48,680 --> 00:54:49,920

Should have to filter.

: 1276

00:54:49,920 --> 00:54:52,920

So I have an investors. Group,

: 1277

00:54:53,000 --> 00:54:55,800

As well as having a pipeline for them.

: 1278

00:54:55,800 --> 00:54:58,040

So they go into the investors group

and they also go into the pipeline

: 1279

00:54:58,040 --> 00:55:00,360

because the pipeline is a journey,

whereas the group is just a general group.

: 1280

00:55:00,360 --> 00:55:01,800

Yeah.

: 1281

00:55:01,800 --> 00:55:04,800

And I had 46

: 1282

00:55:05,880 --> 00:55:09,600

on the list and I had 45 in the group.

: 1283

00:55:09,880 --> 00:55:10,160

Okay.

: 1284

00:55:10,160 --> 00:55:14,400

I was like ones missing and I didn't want

to go through and read every single name.

: 1285

00:55:14,400 --> 00:55:17,520

So I exported both of them

just as a CSV file.

: 1286

00:55:17,520 --> 00:55:18,360

Okay.

: 1287

00:55:18,360 --> 00:55:21,680

Stuck it into ChatGPT and was like, right,

who's what?

: 1288

00:55:21,720 --> 00:55:23,600

And I found that

and one of them was actually duplicated in

: 1289

00:55:23,600 --> 00:55:28,040

one of the places that they've been added

to the the pipeline twice.

: 1290

00:55:28,440 --> 00:55:30,720

As you can see, I have to pull in that.

I was like, oh, okay, cool.

: 1291

00:55:30,720 --> 00:55:33,000

So close that one down

and then it matches up again.

: 1292

00:55:34,080 --> 00:55:37,080

So yeah, you can it's very easy

to just export

: 1293

00:55:37,320 --> 00:55:41,040

this list, export these contacts, export

this group and you just export everything.

: 1294

00:55:41,040 --> 00:55:44,520

And then if I go to another CRM system,

you just upload basically

: 1295

00:55:45,360 --> 00:55:48,400

The big question from, from my sort of,

: 1296

00:55:48,400 --> 00:55:51,000

you know, experience

and what I've seen would be

: 1297

00:55:51,000 --> 00:55:54,640

what is like the one thing

that you cannot live without, you know, is

: 1298

00:55:54,640 --> 00:55:59,120

it would you say the CRM in general for,

you know, your niche specifically?

: 1299

00:55:59,120 --> 00:56:02,400

I'm thinking so people

can just make that connection, like, okay,

: 1300

00:56:02,400 --> 00:56:06,640

if I'm starting a property business,

I'm going to have to have this.

: 1301

00:56:06,640 --> 00:56:08,560

And that's a no brainer.

: 1302

00:56:08,560 --> 00:56:12,840

Yeah, I think apart from your core

basics of you need a phone to speak to,

: 1303

00:56:12,920 --> 00:56:14,480

of course you could probably make your way

: 1304

00:56:14,480 --> 00:56:17,000

without it,

but it's going to be very difficult.

: 1305

00:56:17,000 --> 00:56:17,360

Sure.

: 1306

00:56:17,360 --> 00:56:20,400

But you need a phone and obviously need

a laptop to move bits off.

: 1307

00:56:20,400 --> 00:56:23,040

But yeah, that would be

there are other things

: 1308

00:56:23,040 --> 00:56:26,040

I have access to as well,

but that's the kind of core one.

: 1309

00:56:26,320 --> 00:56:27,920

It's the like

I said, it's the central hub.

: 1310

00:56:27,920 --> 00:56:30,920

Everything goes in

: 1311

00:56:30,920 --> 00:56:35,440

and runs through that to track it all

and even when it's gone.

: 1312

00:56:35,440 --> 00:56:38,800

So let's say a lead goes through

whether it's sold,

: 1313

00:56:38,800 --> 00:56:42,200

whether the deal's gone, whether it didn't

even stack in the first place.

: 1314

00:56:42,200 --> 00:56:44,280

Like if, if I'm going to

: 1315

00:56:44,280 --> 00:56:47,120

to view a property for a certain reason,

it gets added onto the list.

: 1316

00:56:47,120 --> 00:56:48,400

So it would be a lead to view it.

: 1317

00:56:48,400 --> 00:56:51,400

Yeah, the numbers don't work

and there's no

: 1318

00:56:51,640 --> 00:56:55,480

flexibility to find that win win

with the vendor or the landlord.

: 1319

00:56:55,480 --> 00:56:58,440

And then just

that it's just not not a route. Yep.

: 1320

00:56:58,440 --> 00:57:01,200

It gets closed.

But it's always in that close pipeline.

: 1321

00:57:01,200 --> 00:57:02,320

So so you. Can always.

: 1322

00:57:02,320 --> 00:57:04,080

Refer to. It later. Yeah.

: 1323

00:57:04,080 --> 00:57:08,320

You get a phone call or I've had it before

and before the CRM existed with

: 1324

00:57:09,520 --> 00:57:11,560

a property

which is actually on my radar again.

: 1325

00:57:11,560 --> 00:57:14,560

Now, funnily

enough, close it down a few times because

: 1326

00:57:15,920 --> 00:57:18,320

there's an opportunity

to work with this landlord

: 1327

00:57:18,320 --> 00:57:22,200

and they want to work with me on it.

: 1328

00:57:23,040 --> 00:57:26,640

So I've had it before

where it got closed down because it just

: 1329

00:57:26,680 --> 00:57:29,120

it wasn't the route.

And then they came back.

: 1330

00:57:29,120 --> 00:57:30,760

So it reopened again. Yep.

: 1331

00:57:30,760 --> 00:57:33,320

And then I closed it down. It's

actually on the system now closed.

: 1332

00:57:33,320 --> 00:57:36,320

But they've reached out to me and gone.

: 1333

00:57:36,840 --> 00:57:39,920

Actually, I've reevaluated

what I'm looking. For.

: 1334

00:57:40,600 --> 00:57:43,400

And I think we can work together.

: 1335

00:57:43,400 --> 00:57:47,560

So I said, yeah, look, I'm, I'm happy

to come out and chat and catch you again

: 1336

00:57:48,120 --> 00:57:51,080

just to kind of get my bearings,

make sure it's worth my time.

: 1337

00:57:51,080 --> 00:57:52,880

What are you

what are you actually looking for now?

: 1338

00:57:52,880 --> 00:57:56,720

And they are open

to, a reduction on the figures,

: 1339

00:57:56,720 --> 00:57:59,520

for whatever reason that I can find out

: 1340

00:57:59,520 --> 00:58:02,920

what it is that that it's all about

solving and problems anyway.

: 1341

00:58:02,920 --> 00:58:03,640

But. Yeah. So

: 1342

00:58:04,880 --> 00:58:06,400

that now I can go.

: 1343

00:58:06,400 --> 00:58:07,840

Okay, cool. Let's run the numbers.

: 1344

00:58:07,840 --> 00:58:09,360

I can reopen it

: 1345

00:58:09,360 --> 00:58:12,720

back into the pipeline again and go,

you know, landlords reevaluated.

: 1346

00:58:12,720 --> 00:58:13,400

These are the figures.

: 1347

00:58:13,400 --> 00:58:15,200

This is what they're looking for.

: 1348

00:58:15,200 --> 00:58:17,440

How can we help.

: 1349

00:58:17,440 --> 00:58:23,040

And then is there the relevant investor

show to take on that deal.

: 1350

00:58:23,040 --> 00:58:24,800

But everyth all the notes are there.

: 1351

00:58:24,800 --> 00:58:26,640

So you can literally see

the kind of history.

: 1352

00:58:26,640 --> 00:58:29,240

Makes sense. Of this deal.

: 1353

00:58:29,240 --> 00:58:29,680

Okay.

: 1354

00:58:29,680 --> 00:58:32,960

And there is this view of,

: 1355

00:58:33,480 --> 00:58:36,440

okay, you're making notes

for, for yourself really.

: 1356

00:58:36,440 --> 00:58:39,520

But later in whatever stage

you're going to be.

: 1357

00:58:39,880 --> 00:58:41,400

How true is that for you as well?

: 1358

00:58:41,400 --> 00:58:43,760

You know, when you

when you're making notes, you know,

: 1359

00:58:43,760 --> 00:58:45,800

are you just okay

I need to get it them quickly

: 1360

00:58:45,800 --> 00:58:49,760

or do you actually, you know, block off

some, let's say, portion of your day

: 1361

00:58:49,760 --> 00:58:54,240

to make sure that this is as like,

you know, as detailed as possible,

: 1362

00:58:54,240 --> 00:58:57,360

just so you have a really, really good

reference later on for yourself.

: 1363

00:58:57,440 --> 00:58:59,400

I'm going to go back

to is the new perfect?

: 1364

00:58:59,400 --> 00:59:02,200

It's pretty much

it doesn't need to be size

: 1365

00:59:02,200 --> 00:59:04,640

and there needs to

be notes, you know. Got it.

: 1366

00:59:06,000 --> 00:59:09,080

What was you know, what was obviously

all the the previous notes are there.

: 1367

00:59:09,080 --> 00:59:10,880

So this is kind of what they're after.

This is the property.

: 1368

00:59:10,880 --> 00:59:14,040

This is this add on it

on, you know landlord open

: 1369

00:59:14,040 --> 00:59:17,040

to reduction in price to expose that.

: 1370

00:59:17,880 --> 00:59:19,000

Reason why. Yep.

: 1371

00:59:19,000 --> 00:59:19,400

What's that.

: 1372

00:59:19,400 --> 00:59:20,760

Just just bullet points.

: 1373

00:59:20,760 --> 00:59:22,760

Just so you figured out your own way

of. So.

: 1374

00:59:22,760 --> 00:59:26,440

Okay, if you see this format of a message,

you can understand where

: 1375

00:59:26,520 --> 00:59:27,880

you were with it before it.

: 1376

00:59:27,880 --> 00:59:32,320

It doesn't need to be war and peace,

because I'm quite in tune with what

: 1377

00:59:32,440 --> 00:59:33,320

I've been and seen it.

: 1378

00:59:33,320 --> 00:59:35,560

I've met the person,

I've built the relationship.

: 1379

00:59:35,560 --> 00:59:38,480

It's all it's

all there to come back to me.

: 1380

00:59:38,480 --> 00:59:43,160

Just might be a couple of bullet points

to remind me of where were we last time?

: 1381

00:59:43,160 --> 00:59:45,120

And I remember most of it anyway.

: 1382

00:59:45,120 --> 00:59:49,160

I'm not lying, but it's just that bit of a

you might have five, six,

: 1383

00:59:49,160 --> 00:59:49,880

seven bullet points.

: 1384

00:59:49,880 --> 00:59:53,080

Whatever it is, if you know a few facts

and figures and interesting.

: 1385

00:59:53,120 --> 00:59:55,360

Okay, cool. Now it's here.

: 1386

00:59:55,360 --> 00:59:58,440

And then like I said,

you just retrace the journey.

: 1387

00:59:58,440 --> 01:00:00,560

It might it might not come

off again and it won't go

: 1388

01:00:01,640 --> 01:00:04,560

just I think if it goes a third time

there's no way it's going to work

: 1389

01:00:04,560 --> 01:00:06,240

potentially.

But again, you just don't know.

: 1390

01:00:06,240 --> 01:00:08,000

Sure. You just don't.

: 1391

01:00:08,000 --> 01:00:11,360

Know what

where people are at that portion of time.

: 1392

01:00:11,360 --> 01:00:14,360

And, I can't solve your problem now

because it doesn't

: 1393

01:00:14,760 --> 01:00:16,400

it doesn't work for both parties.

: 1394

01:00:16,400 --> 01:00:18,920

It's not a win

win. We're all about the win win.

: 1395

01:00:18,920 --> 01:00:22,280

But you may have a change of circumstances

or a change of heart,

: 1396

01:00:22,280 --> 01:00:22,960

or something might change.

: 1397

01:00:22,960 --> 01:00:25,960

And then suddenly what is a win for you

: 1398

01:00:26,480 --> 01:00:29,000

is actually something

we can meet our side.

: 1399

01:00:29,000 --> 01:00:32,000

Yeah. And then there's a it depends on the

: 1400

01:00:32,600 --> 01:00:34,720

the journey of investor

: 1401

01:00:34,720 --> 01:00:37,720

or property in which one comes first

because you've got to structure the win.

: 1402

01:00:37,880 --> 01:00:40,680

Yeah. Both sides of the coin okay.

: 1403

01:00:40,680 --> 01:00:43,280

And as I mentioned to you,

we occasionally do

: 1404

01:00:43,280 --> 01:00:47,080

like a question from,

our community members.

: 1405

01:00:47,080 --> 01:00:49,880

Right.

I'm really curious about this one as well.

: 1406

01:00:49,880 --> 01:00:53,840

If you didn't get a recommendation

for a specific system from somebody,

: 1407

01:00:53,840 --> 01:00:59,240

you know, who's mentoring you or whatever,

how would you go about it?

: 1408

01:00:59,240 --> 01:00:59,840

So so

: 1409

01:00:59,840 --> 01:01:03,800

how do you make that distinction of, okay,

this is going to be a good fit for me.

: 1410

01:01:03,800 --> 01:01:05,760

And this isn't would you just look at

: 1411

01:01:05,760 --> 01:01:09,120

how you specifically,

you know, personally operate,

: 1412

01:01:09,480 --> 01:01:12,360

or is it just down to your understanding

: 1413

01:01:12,360 --> 01:01:16,000

of the general business principles,

what has to happen first, etc., etc.?

: 1414

01:01:16,000 --> 01:01:20,960

So how educated do you have to be

on the business structure

: 1415

01:01:20,960 --> 01:01:24,560

level versus what is your preference

in how you operate?

: 1416

01:01:24,960 --> 01:01:27,920

Where would you sort of go with that one?

: 1417

01:01:27,920 --> 01:01:32,000

I think to answer the question,

it's a it's a balance between the two.

: 1418

01:01:32,520 --> 01:01:33,080

Because

: 1419

01:01:34,800 --> 01:01:36,520

we mentioned earlier.

: 1420

01:01:36,520 --> 01:01:38,840

All. Successful people

: 1421

01:01:38,840 --> 01:01:42,680

say the same things in their own way

in this common

: 1422

01:01:43,840 --> 01:01:44,760

formulas.

: 1423

01:01:44,760 --> 01:01:44,920

Yeah.

: 1424

01:01:44,920 --> 01:01:47,560

It's that come up and it's like, well,

if he's saying that and he's saying that

: 1425

01:01:47,560 --> 01:01:50,560

and they're saying that, she's saying

that nobody should listen in the sense.

: 1426

01:01:51,640 --> 01:01:53,680

So it's about knowing

: 1427

01:01:53,680 --> 01:01:56,680

what works for the like CRM systems.

: 1428

01:01:56,760 --> 01:01:59,520

I've heard mentioned loads in my world

before I went and did it,

: 1429

01:01:59,520 --> 01:02:02,520

but loads of people mention CRM,

sell them CRM, CRM.

: 1430

01:02:02,520 --> 01:02:05,760

So when you've heard it

that many times, you're like, wait.

: 1431

01:02:05,920 --> 01:02:08,120

So you knew that you need it? So yeah.

: 1432

01:02:08,120 --> 01:02:11,120

And when I got to the point of being like,

I can't track all of this,

: 1433

01:02:11,600 --> 01:02:13,320

I knew the solution to the challenge.

: 1434

01:02:13,320 --> 01:02:14,640

I see the CRM system,

: 1435

01:02:15,600 --> 01:02:17,760

but then I've got, how do

: 1436

01:02:17,760 --> 01:02:20,760

I work, know what's going to work

: 1437

01:02:21,040 --> 01:02:23,000

for me? Like I said, I'm not.

: 1438

01:02:23,000 --> 01:02:26,000

I can work my way around tech,

but I'm not a techie person.

: 1439

01:02:26,080 --> 01:02:27,520

It's not my it doesn't interest me.

: 1440

01:02:27,520 --> 01:02:28,160

It's not my thing.

: 1441

01:02:28,160 --> 01:02:31,800

Which to me makes it even twice

as important to ask this question

: 1442

01:02:32,000 --> 01:02:33,760

because many people are like that.

: 1443

01:02:33,760 --> 01:02:37,200

You know, if you are business oriented,

you don't have even the capacity

: 1444

01:02:37,200 --> 01:02:40,560

or the time to understand everything

on the tech level, you know, because,

: 1445

01:02:40,560 --> 01:02:43,600

you know, you have to rely on other people

to some extent to to help you with that.

: 1446

01:02:43,800 --> 01:02:46,800

So that when it's a case of and you said,

: 1447

01:02:47,360 --> 01:02:49,200

you said, what would I do

if I didn't get a recommendation,

: 1448

01:02:49,200 --> 01:02:51,080

I would get a recommendation

because I network loads.

: 1449

01:02:51,080 --> 01:02:52,320

I'm going to ask the question

on the phone.

: 1450

01:02:52,320 --> 01:02:53,320

The answer to the question that I need.

: 1451

01:02:53,320 --> 01:02:56,320

So that's again not going to happen.

: 1452

01:02:56,400 --> 01:02:59,920

But if I didn't, it would be again,

: 1453

01:02:59,920 --> 01:03:03,160

I'm just I'd probably Google CRM systems

for property.

: 1454

01:03:03,320 --> 01:03:04,800

Yeah. So what came. Up.

: 1455

01:03:04,800 --> 01:03:06,600

Yeah. One more type of fancy.

: 1456

01:03:06,600 --> 01:03:07,880

Yeah. And I go let's try that.

: 1457

01:03:07,880 --> 01:03:12,360

But I'm not going to put weeks and weeks

and hours and hours of research

: 1458

01:03:12,360 --> 01:03:13,080

and that into it.

: 1459

01:03:13,080 --> 01:03:15,680

Because again

done is the new perfect. Yeah.

: 1460

01:03:15,680 --> 01:03:16,920

So don't overthink it.

: 1461

01:03:16,920 --> 01:03:19,920

That's the message right. Get just get it.

: 1462

01:03:20,000 --> 01:03:21,720

Run with it. If it I've done it

I said I've done it before.

: 1463

01:03:21,720 --> 01:03:24,040

Had one and it didn't work with me

I didn't gel with it.

: 1464

01:03:24,040 --> 01:03:25,120

So then you're not.

: 1465

01:03:25,120 --> 01:03:26,200

Well I'm going to move it off.

: 1466

01:03:26,200 --> 01:03:30,560

And if this one had enough worked

and like I said, I might outgrow it.

: 1467

01:03:30,560 --> 01:03:32,120

There might be

better suited ones. There are

: 1468

01:03:33,200 --> 01:03:34,920

CRM systems

: 1469

01:03:34,920 --> 01:03:38,440

specifically designed for property. Yep.

: 1470

01:03:38,480 --> 01:03:39,720

There are ones out there with that nature.

: 1471

01:03:39,720 --> 01:03:46,680

So in the future one of those may

suit me more, but this one works for me.

: 1472

01:03:46,680 --> 01:03:51,600

Now I know how it operates

and as long as the business is is working,

: 1473

01:03:52,320 --> 01:03:55,320

I'll run with it until

: 1474

01:03:55,360 --> 01:03:56,400

it doesn't work anymore.

: 1475

01:03:56,400 --> 01:03:57,960

And it's like right with the next one,

: 1476

01:03:57,960 --> 01:04:00,120

then take on the next one

and I'm on with the next one.

: 1477

01:04:00,120 --> 01:04:02,640

Be like, oh, I'd heard about this

one before, but I didn't use it.

: 1478

01:04:02,640 --> 01:04:06,560

What are the you know, I mean, like,

I've got to where I've got to.

: 1479

01:04:06,720 --> 01:04:07,520

Yeah. And I'm here.

: 1480

01:04:07,520 --> 01:04:10,200

Come, let's take on the next step.

: 1481

01:04:10,200 --> 01:04:11,880

Let's use this piece of software now

and move forward.

: 1482

01:04:11,880 --> 01:04:13,800

I'm not going to dwell on the fact

: 1483

01:04:13,800 --> 01:04:15,680

I didn't use that piece of software

12 months ago.

: 1484

01:04:15,680 --> 01:04:17,840

We've got

this one has got me to where I need to be.

: 1485

01:04:17,840 --> 01:04:20,000

Yeah, and now I've outgrown it.

And it's time to move on.

: 1486

01:04:20,000 --> 01:04:21,840

Because again,

I'm going to go back to Puregym.

: 1487

01:04:22,840 --> 01:04:23,280

The amount that

: 1488

01:04:23,280 --> 01:04:27,400

Puregym adapted and innovated while I was

there over my time was was massive.

: 1489

01:04:27,400 --> 01:04:30,680

Like they brought in bits of tech

and then new softwares, and they moved

: 1490

01:04:30,680 --> 01:04:33,880

from this platform to this program

and they outgrew this person.

: 1491

01:04:33,880 --> 01:04:37,760

And you have to constantly innovate.

: 1492

01:04:38,000 --> 01:04:41,000

Yeah. And grow your business and tech and

: 1493

01:04:41,400 --> 01:04:44,320

I, I'm sure you spoke

about a lot of people with AI, but

: 1494

01:04:44,320 --> 01:04:47,120

AI is already massive.

: 1495

01:04:47,120 --> 01:04:49,720

And it's only grow in more arms

: 1496

01:04:49,720 --> 01:04:52,920

and legs and heads and all the rest

hundred percent comes with it.

: 1497

01:04:52,920 --> 01:04:56,720

And yeah, I do use AI within the business.

: 1498

01:04:56,720 --> 01:04:58,440

That was my next question as well.

: 1499

01:04:58,440 --> 01:05:02,160

So to go on to more software

bits and pieces.

: 1500

01:05:02,160 --> 01:05:06,400

So we the other bits that I use are

there's a software called Property

: 1501

01:05:06,400 --> 01:05:11,240

Market Intel, which is basically all about

collating data.

: 1502

01:05:11,240 --> 01:05:14,840

And there are so many different tabs

and things you can do on this,

: 1503

01:05:15,440 --> 01:05:17,400

but it it depends on what section

you click into.

: 1504

01:05:17,400 --> 01:05:19,800

But it will scour the internet

and pull data.

: 1505

01:05:19,800 --> 01:05:21,360

Now you can't take it as gospel.

: 1506

01:05:21,360 --> 01:05:25,080

You have to do your own due diligence

and research, but it gives you a nice

: 1507

01:05:26,240 --> 01:05:27,640

baseline of.

: 1508

01:05:27,640 --> 01:05:29,360

So the starting point is there for you.

: 1509

01:05:29,360 --> 01:05:29,720

Yeah.

: 1510

01:05:29,720 --> 01:05:32,960

What what are you expecting

depending on what you're looking at. Yep.

: 1511

01:05:33,440 --> 01:05:34,600

But then it's aggressive okay cool.

: 1512

01:05:34,600 --> 01:05:36,560

Now I need to dig further.

: 1513

01:05:36,560 --> 01:05:40,000

So I've got other places I go

I have to manually complete the research.

: 1514

01:05:40,000 --> 01:05:42,360

So you've got that from.

: 1515

01:05:42,360 --> 01:05:45,080

There's a new system started to use

: 1516

01:05:45,080 --> 01:05:46,800

actually been given to us

as part of the academy.

: 1517

01:05:46,800 --> 01:05:48,800

It's a software called the salsa.

: 1518

01:05:48,800 --> 01:05:49,160

Okay.

: 1519

01:05:49,160 --> 01:05:53,560

Now there are other platforms out

there as well, but it basically uses AI

: 1520

01:05:53,840 --> 01:05:58,280

and scrapes the internet

to find potential deals. Yep.

: 1521

01:05:58,280 --> 01:06:00,440

So whether you're looking at

: 1522

01:06:00,440 --> 01:06:02,320

rent to rent deals,

whether you're looking at

: 1523

01:06:02,320 --> 01:06:06,320

these are all projects with a simple buy

to let you know if it's a motivated sell,

: 1524

01:06:06,360 --> 01:06:08,160

like, well, whatever

it is a different categories.

: 1525

01:06:08,160 --> 01:06:09,760

You can go for selecting that,

: 1526

01:06:09,760 --> 01:06:12,760

but it'll scour the internet and spit out

all these opportunities that you.

: 1527

01:06:13,240 --> 01:06:16,560

And then you can use AI to analyze it,

and it'll give you kind of a

: 1528

01:06:17,880 --> 01:06:18,880

here's what you can expect.

: 1529

01:06:18,880 --> 01:06:21,880

Is it is it a dud? Is it a potential. Yep.

: 1530

01:06:22,240 --> 01:06:24,600

But you still have to again, go out

: 1531

01:06:24,600 --> 01:06:29,160

and speak to the agent

or the landlord, build the relationship,

: 1532

01:06:29,520 --> 01:06:32,760

find out what they want and you can't

get rid of the people element.

: 1533

01:06:32,760 --> 01:06:34,680

Of course, fully it's not going to happen.

: 1534

01:06:34,680 --> 01:06:37,200

Sounds to me

like you're at least cutting down

: 1535

01:06:37,200 --> 01:06:41,160

that time, let's say

wasted on the initial research.

: 1536

01:06:41,160 --> 01:06:44,080

Yeah, to the very minimum. Yeah.

And this is a great thing.

: 1537

01:06:44,080 --> 01:06:45,560

This is literally brand new.

: 1538

01:06:45,560 --> 01:06:50,080

So this is only just,

just come in when you just started okay.

: 1539

01:06:50,160 --> 01:06:51,160

Using the software.

: 1540

01:06:51,160 --> 01:06:54,200

So you can by the time

this podcast comes out my experience with

: 1541

01:06:54,200 --> 01:06:54,800

it will have gone up.

: 1542

01:06:54,800 --> 01:06:58,880

And I love learning more about it

and how how that system works of finding

: 1543

01:06:59,880 --> 01:07:00,480

deals.

: 1544

01:07:00,480 --> 01:07:01,120

I see.

: 1545

01:07:01,120 --> 01:07:05,400

But yeah, leveraging AI

where you can, is massive.

: 1546

01:07:05,520 --> 01:07:08,720

And then also, I use ChatGPT, a lot.

: 1547

01:07:08,720 --> 01:07:10,360

I know there's other bits

and pieces out there.

: 1548

01:07:10,360 --> 01:07:14,720

And again, you hear different bits

from other people on which ones are good.

: 1549

01:07:14,720 --> 01:07:16,440

And there's things that I know that way.

: 1550

01:07:16,440 --> 01:07:19,280

But do you ever talk to it all the time?

Yeah.

: 1551

01:07:19,280 --> 01:07:21,040

All the time. Yeah.

: 1552

01:07:21,040 --> 01:07:24,000

I'll speak to it more than anyone,

to be honest with you, because I just,

: 1553

01:07:24,000 --> 01:07:27,560

I think I said to you earlier,

like when I'm doing bits of content,

: 1554

01:07:28,120 --> 01:07:32,000

what I will do is I'll have a video idea

of what I'm going to do,

: 1555

01:07:32,000 --> 01:07:35,000

and I've got a content list of what

I'm planning to put out there,

: 1556

01:07:35,680 --> 01:07:38,520

and I will literally start the voice,

note and chat and go, right,

: 1557

01:07:38,520 --> 01:07:42,240

I'm just going to talk at you

at the I use it more so to

: 1558

01:07:43,200 --> 01:07:46,880

put my memory down of what I've said

rather than I'm not structure

: 1559

01:07:46,880 --> 01:07:50,360

and everything from chat GPT yeah, yeah,

it needs to be authentic and of course.

: 1560

01:07:51,080 --> 01:07:52,960

But I'll literally go write content idea.

: 1561

01:07:52,960 --> 01:07:54,880

Here's a video I'm going to do

and I'll just go blah blah,

: 1562

01:07:54,880 --> 01:07:58,720

and I'll just dump all my words on it,

and then I'll come back and go,

: 1563

01:07:58,720 --> 01:08:00,640

oh yeah, let's tighten

this up and make a script.

: 1564

01:08:00,640 --> 01:08:06,280

And I'm like, oh, sure, you know, oh,

all I literally need is that's my idea.

: 1565

01:08:06,720 --> 01:08:07,240

Okay, cool.

: 1566

01:08:07,240 --> 01:08:10,440

Let's, let's have a comment and it's pre

frame it and then just kind of give me

: 1567

01:08:10,440 --> 01:08:13,800

some bullet points to almost like

we've dove in here with the conversation.

: 1568

01:08:13,800 --> 01:08:15,360

It's steer me in the direction.

: 1569

01:08:15,360 --> 01:08:18,120

So you know

what's my hook going to be for this video.

: 1570

01:08:18,120 --> 01:08:21,120

Okay. Intro X was a is it.

: 1571

01:08:21,600 --> 01:08:22,440

How long's a piece of code.

: 1572

01:08:22,440 --> 01:08:22,920

You know what I mean.

: 1573

01:08:22,920 --> 01:08:25,160

You just I just kind of verbalize it

and then all I need is for

: 1574

01:08:25,160 --> 01:08:26,160

bullet points because

: 1575

01:08:27,360 --> 01:08:31,440

my authenticity

and creativity comes from me.

: 1576

01:08:31,440 --> 01:08:33,720

And we have this chat. Yep.

: 1577

01:08:33,720 --> 01:08:37,200

Last time I literally used that function,

maybe a couple of days ago,

: 1578

01:08:37,200 --> 01:08:39,840

I was doing an inventory

for my rental property,

: 1579

01:08:39,840 --> 01:08:43,480

and I was literally just walking around

just saying things to it, like, you know,

: 1580

01:08:43,480 --> 01:08:44,440

okay, room. So.

: 1581

01:08:44,440 --> 01:08:46,480

And so there is item so-and-so,

: 1582

01:08:46,480 --> 01:08:50,080

you know, let's say the range of value,

the current value would be so-and-so.

: 1583

01:08:50,280 --> 01:08:52,800

And, you know, noted all this without me.

: 1584

01:08:52,800 --> 01:08:55,800

You know it,

you know, typing everything in.

: 1585

01:08:55,800 --> 01:08:57,160

And then, you know, when I got home,

: 1586

01:08:57,160 --> 01:09:01,080

I just, you know, exported everything

as a table, nice and clean, copy, paste

: 1587

01:09:01,080 --> 01:09:04,800

into a spreadsheet, off to the tenant to,

you know, to get it signed off done.

: 1588

01:09:05,160 --> 01:09:08,680

I do it when I'm stacking deals as well.

: 1589

01:09:08,880 --> 01:09:12,040

So I stack all my deals myself and

all my own figures and my numbers. Yep.

: 1590

01:09:12,440 --> 01:09:18,040

But I use it as that kind of memory

aspect, so I'll fire it up.

: 1591

01:09:18,280 --> 01:09:20,440

Voice. Now I go right and I'll give it

: 1592

01:09:20,440 --> 01:09:22,240

the address of the property

that I'm looking at.

: 1593

01:09:22,240 --> 01:09:25,240

So called a few background info. Yep.

: 1594

01:09:25,440 --> 01:09:27,120

And then when I'm tracking

: 1595

01:09:28,320 --> 01:09:29,960

data, if I'm looking at, you know,

: 1596

01:09:29,960 --> 01:09:34,560

maybe EPC registers and size of the things

when I'm looking at comparable units,

: 1597

01:09:34,560 --> 01:09:38,520

when I'm looking at market data

and I'll just keep kind of adding to this

: 1598

01:09:38,520 --> 01:09:39,400

and I'll take it on a bit

: 1599

01:09:39,400 --> 01:09:42,560

of a journey of yep, of the numbers

and it will just come back to me.

: 1600

01:09:42,560 --> 01:09:44,680

But like you said, this, this, this,

this, this, and and sometimes

: 1601

01:09:44,680 --> 01:09:46,320

it comes up with a bit of cack

and you know, that's wrong.

: 1602

01:09:46,320 --> 01:09:48,800

Or sometimes it's like, oh,

that's actually a bit decent advice.

: 1603

01:09:48,800 --> 01:09:51,080

And I just start to paint this

: 1604

01:09:51,080 --> 01:09:55,400

picture on the deal,

but then I can track it all. Yep.

: 1605

01:09:55,400 --> 01:09:59,000

So this property, for example,

that's come back on the radar,

: 1606

01:09:59,880 --> 01:10:03,160

I'm not going to remember all the figures

I've got everything noted down.

: 1607

01:10:03,160 --> 01:10:05,080

I've got my my calculator saw it.

: 1608

01:10:05,080 --> 01:10:07,480

I'll have the original pack

that I've put together and everything.

: 1609

01:10:07,480 --> 01:10:10,480

And when it was kind of in the

in the process, we couldn't make it work.

: 1610

01:10:11,160 --> 01:10:14,720

But I will also have a history on ChatGPT

: 1611

01:10:15,400 --> 01:10:19,080

of when I've done those numbers

so I can go back to it,

: 1612

01:10:19,840 --> 01:10:23,600

and be like, either scroll through

and find it on the millions of scrolls

: 1613

01:10:23,600 --> 01:10:24,400

or see if it were met

: 1614

01:10:24,400 --> 01:10:27,800

because it starts to amend the previous

chat history, how far back it goes.

: 1615

01:10:28,120 --> 01:10:32,000

But and I can be like,

I'll just say address of this property.

: 1616

01:10:33,040 --> 01:10:33,760

Do you remember that?

: 1617

01:10:33,760 --> 01:10:35,160

Have you got this conversation

from my history?

: 1618

01:10:35,160 --> 01:10:35,880

Can you pull it through?

: 1619

01:10:35,880 --> 01:10:39,120

If it says no, I'll have a little

scrolling to find it, but then I'll go.

: 1620

01:10:39,120 --> 01:10:40,800

When I find that char, I'll be like,

right,

: 1621

01:10:40,800 --> 01:10:42,880

coming back to this one, it's

come back on the surface.

: 1622

01:10:42,880 --> 01:10:44,120

Just give me a quick summary there.

: 1623

01:10:44,120 --> 01:10:45,880

And we looked at it, obviously

go back, back, back, back.

: 1624

01:10:45,880 --> 01:10:49,240

But I have all my information there

and that's a quick reminder.

: 1625

01:10:49,240 --> 01:10:51,520

Plus I've got my notes on the CRM system.

: 1626

01:10:51,520 --> 01:10:55,480

So everything suddenly comes back up

into its the forefront of the mind.

: 1627

01:10:55,480 --> 01:10:57,040

But then I will because it's come back,

: 1628

01:10:57,040 --> 01:10:59,200

I'll go and the run

the due diligence again.

: 1629

01:10:59,200 --> 01:11:01,360

So I've got to this number before.

: 1630

01:11:01,360 --> 01:11:02,360

How do I get that?

: 1631

01:11:02,360 --> 01:11:05,440

I don't know,

I'll have bits and pieces saved

: 1632

01:11:06,080 --> 01:11:07,840

anyway,

just on software and I'll go. Right.

: 1633

01:11:07,840 --> 01:11:09,000

That was a compile. Well, that was one.

: 1634

01:11:09,000 --> 01:11:10,160

I'll have a relook at it, relook

: 1635

01:11:10,160 --> 01:11:13,880

at the market data, go back into property

market Intel just to be like right.

: 1636

01:11:13,920 --> 01:11:16,160

Is this still the case. Yeah.

Has it changed.

: 1637

01:11:16,160 --> 01:11:18,480

You know accurate was might because of

the more you do the better you get.

: 1638

01:11:18,480 --> 01:11:22,480

How accurate was I and I'll go back

and I'll just paint this picture again

: 1639

01:11:23,040 --> 01:11:25,840

with the new information

taken into account. Yep.

: 1640

01:11:25,840 --> 01:11:28,680

And then I will say does it work

or does it not.

: 1641

01:11:28,680 --> 01:11:28,960

Yeah.

: 1642

01:11:28,960 --> 01:11:30,800

Before we finish, because I think we're

: 1643

01:11:30,800 --> 01:11:34,640

getting really close to just, you know,

you know, finalizing our conversation,

: 1644

01:11:34,760 --> 01:11:37,760

it might be valuable to you

as well as the guys listening,

: 1645

01:11:37,880 --> 01:11:39,840

there is something called notebook LM.

: 1646

01:11:39,840 --> 01:11:42,120

I'm not sure

whether you've heard about that one.

: 1647

01:11:42,120 --> 01:11:44,560

It's also an AI solution. Right.

: 1648

01:11:44,560 --> 01:11:48,080

But the difference is that it

only generates

: 1649

01:11:48,080 --> 01:11:51,480

information, based on what you give it.

: 1650

01:11:52,440 --> 01:11:53,280

In one sense.

: 1651

01:11:53,280 --> 01:11:55,560

I do kind of wish I was more

: 1652

01:11:55,560 --> 01:11:58,640

techie in a sense to be able to understand

: 1653

01:11:58,640 --> 01:12:01,640

it, build it, run with it, because

: 1654

01:12:01,760 --> 01:12:03,720

you can get ahead on an AI.

: 1655

01:12:03,720 --> 01:12:06,000

It's it's just going to be so powerful.

: 1656

01:12:06,000 --> 01:12:08,840

But I'm understanding

that you can't do everything.

: 1657

01:12:08,840 --> 01:12:11,640

So bring the people in but know about it.

: 1658

01:12:11,640 --> 01:12:13,680

Yeah. Leverage their knowledge.

: 1659

01:12:13,680 --> 01:12:15,360

And then. It's yeah.

: 1660

01:12:15,360 --> 01:12:16,480

You network is your net worth.

: 1661

01:12:16,480 --> 01:12:19,440

And who you come up with is massive.

: 1662

01:12:19,440 --> 01:12:22,920

And that's what I see with with my clients

when I do those little tech audits.

: 1663

01:12:22,920 --> 01:12:24,600

You know,

this is exactly what we're trying to do.

: 1664

01:12:24,600 --> 01:12:29,920

So if we walk in right, we just look at,

okay, how do you even operate right now?

: 1665

01:12:29,960 --> 01:12:32,280

Because, you know,

if we don't know how specifically

: 1666

01:12:32,280 --> 01:12:34,680

you do certain things,

how can I even recommend anything?

: 1667

01:12:34,680 --> 01:12:37,680

You know, as soon as you explain,

you know, this is how I use ChatGPT.

: 1668

01:12:38,040 --> 01:12:40,720

I was able to connect the dots

and tell you, okay, but, you know,

: 1669

01:12:40,720 --> 01:12:43,720

have a, have a think about this one

because it might just save you some time

: 1670

01:12:43,800 --> 01:12:46,920

and be a little more reliable

in terms of what it spits out, you know?

: 1671

01:12:46,920 --> 01:12:47,640

And as a result.

: 1672

01:12:47,640 --> 01:12:50,960

So, you know, there's those little things

that you can make as tweaks

: 1673

01:12:50,960 --> 01:12:53,880

and it will save you

a, you know, a ton of cash later on

: 1674

01:12:53,880 --> 01:12:57,000

because you don't have to spend

as much effort in your own time,

: 1675

01:12:57,440 --> 01:13:00,760

and basically energy

to move away to something else

: 1676

01:13:00,760 --> 01:13:03,400

once you've already built

that massive database of of things.

: 1677

01:13:03,400 --> 01:13:06,000

So, you know, the longer

you use something, the harder

: 1678

01:13:06,000 --> 01:13:08,800

it becomes to move away from it

because you're reliant on that.

: 1679

01:13:08,800 --> 01:13:09,440

Yeah.

: 1680

01:13:09,440 --> 01:13:12,000

So that there is a clear

trend around that.

: 1681

01:13:12,000 --> 01:13:13,360

That's wicked. All right then.

: 1682

01:13:13,360 --> 01:13:15,120

Thank you so, so much.

: 1683

01:13:15,120 --> 01:13:17,560

It's been great to,

you know, have a conversation with you.

: 1684

01:13:17,560 --> 01:13:19,320

I absolutely love how we,

: 1685

01:13:19,320 --> 01:13:22,880

you know, are aligned

on, on certain subjects business wise.

: 1686

01:13:23,000 --> 01:13:24,400

I've got no doubt that you're going

: 1687

01:13:24,400 --> 01:13:28,040

to be very successful in your journey

because, you radiate success.

: 1688

01:13:28,400 --> 01:13:30,520

So thanks very much, Sam,

I appreciate that.

: 1689

01:13:30,520 --> 01:13:32,160

Thank you for. Yeah,

thank you for having me.

: 1690

01:13:32,160 --> 01:13:34,560

And,

that's been a been a pleasure to come on.

: 1691

01:13:34,560 --> 01:13:35,560

Fantastic. Thank you.