On today's episode of Gathering the Kings. You're not committed and you wanna become a 6 figure or a 7 figure earner, you already are gonna have to do what the average person wants you know, I think that's really what it boils down to. What's up, everybody? I'm Chaz Wolfe. I've got Brandon Rooks on the king stage today. They also call him Mister Rockstar. So rockstar, how you doing today, brother? I'm doing fantastic. How are you doing, Chaz? You know, I'm well.
I have enjoyed our few minutes already. You know, the listener didn't get to partake in our little sales conversation there, but Dude, I am jacked for for this conversation because we align already so much on on relationship and sales mindset and all that kind of fun stuff. So tell us what kind of business that you're I actually am an owner or partner in 8 companies. I have 4 real estate lending funds.
I have a real estate investment consulting firm and also license real estate agent, I deal specifically and just build the rent development sales. And I did own 3 restaurants. I now own 2 We'll talk about that right here. That's good. That's good. None. Yeah. You know, that seems to be a common theme. I've had a couple of restaurant guys, and and I've been in that space myself. So Before we jump into the story, tell me I mean, you got a lot going on, bro. You you're you're pushing and shoving.
You're doing, a lot of volume. A lot of money pass through your hands, why are you still at it? You know, I'd rather be busy than board for 1, and I'm building a legacy in a family office type of business. That'll take care of all of my family for years to come and long after I'm gone. You know, it's it's not just with the money, but opportunities that I'm trying to continue on what I started. So that they have something that helps in down the road. Yeah. 100%.
Have you always had that mindset in perspective, or has that grown over your success. Chaz phone, you start to go through your years and your twenties. It's all about you. Right? And then, of course, you'd get married. And next thing you know, you have poor kids when you didn't want any. And they're like, well, crap. Got people that rely on me. So, you know, every decade, everything, it just kinda changes a little bit.
I've always been somebody that, you know, from a young age, just I had to be working. You know, I Yeah. I grew up poor. And, great family. Lots of work ethic. And I'm pretty sure my parents never took a government handout, but, I mean, there were times when we were told We're only allowed to use four squares of toilet paper to wipe our butt, you know, week or 4. If we wanted something, I had to go out and work for it. So I owed lawn shoveled driveways.
I meant to pick wild bears so that we could have jelly and jam pies. We have crawlers, Burrells who live down the country. Yep. And, you know, it's probably from about the age of eight or nine. I started just if I wanted Nike's like my friends Chaz, they were I wanted to buy it, and I serviced it. Not the $30 special from Walmart, then I had to go out and earn the money. And, so I learned hard work ethic from my parents, and then I I just kinda naturally acclimated to sales.
And, you know, I mean, it's full door to door at, like, eight or nine years old with the catalog, you know, that I've heard these, like, a a tent or a an inflatable wrap door. Yep. But, you know, things like that. When I had lemonade stand, I had comics and cookies with So That's right. That's right. I've had that work mentality pretty much since Yeah. And nothing's changed. What's changed is you know, the businesses, and I really need to learn just that they know.
I have so many people, like, oh, I wanna run a business with you. I'm like, okay. Shouldn't have done that. Yeah. Now I have 8 companies, right, for the both, or I am the principal in all of them, and I and I had minority partners or general partners, but, yeah, I don't wanna get too far off. No. It's good, brother. You've given quite a bit of perspective, especially from the way that you grew up. I relate to that.
I think a lot of entrepreneurs naturally fall into sales potentially first or even just doing their own thing because, man, didn't have anything. And if I wanted something, had to go get it. And so that just natural, like, let me figure it out. I gotta go take care of myself is very entrepreneurial. And so I think that that's the seed that's planted in in a lot of us, for sure.
Do you think that to kinda get into some of the, as you started to grow, you were in sales for a while, I'm curious to know, like, what what took you from a place of I'll work for somebody else and sell because, I mean, for the listener, you don't have the benefit of this, but he's got trophies behind him plaques. We were talking about all the things that he's done for other companies and been the top sales guy for for everything he's ever done.
My question to you Brandon is when did that transition to? Now I I'm gonna do it for myself. Well, as a straight commission salesperson, you're always really doing it for yourself, even if you're right. Selling under somebody's else's company. Yep. And I was perfectly fine with that. You know, I was making a good income Let me give you a little backlog. So I came out of the navy in 1992. I'm a 6 year decorated navy storm, desert storm, more veteran. Yeah. Thank you for your service.
Yeah. You bet. And all the men in my family going back did it and ended with me. My two sons didn't go when I'm a singer songwriter. Actually Chaz a bunch of tracks out on Spotify and Apple. And That's cool. He's worked with people like Tech Nine and T. Pain. He's a a white rapper hip hop pop singer. There you go. Love it. Let me go ahead and just plug in. K e z z z. You can find them all over spot up by an apple.
But, anyway So along along the way, you were talking about working for yourself Yeah. Even though you were, you know, a a 1099 or full full commission salesperson. Yeah. And and what happened is, you know, once I moved over into the mortgage industry in 2000, then I was a loan officer and I was working under a a lending institution or a lender in Kansas City, and then I was headhunted over into the real estate industry in 2007.
Because I had a group that had some investment properties they want to sell. And most of the loans that I did, I did for investment buyers. Sure. I charged a point and a half on the front, and they Wolfe, like, call. You're charging a point and a half. I'm like, yeah. But I've given you a par rate.
So I was beating every lender in the country by an average of 1% at the time on their mortgages, then I would show them Well, look how many 1000 of dollars this will save you on your rental property, which is more money in your pocket. So it's always value add. I always wanted to offer something that was better than anybody else offered in the industry, and then I beat everybody else. And for that, I never had to want for business. You know?
I had loan officers for companies like Citibank and Wells Fargo and US Bank called me, like, I'm buying a property and you can get better rates than I can get as a loan officer for my own company. So Wow. I always really kinda worked for myself. Yeah. Yeah. And it's kinda interesting too. I sent out letters to all of the clients that I sold echo water treatment systems to. All the clients I sold cars to. All the clients I sold NCI long distance to.
Up until 2000. Yeah. And we had a small tanning salon that I started for my Wolfe, and I sent letters to all of our clients, and I never made a cold call. After that. Sent those letters started earning 6 figures a year in the lending industry, and then got headhunted over to sell this one project I ended up being in the Lake of the Ozarks in Central Missouri. It's like a resort retirement, second home destination.
Yeah. And long in the short of it, it was connected with the right people, had a hedge fund Chaz some buyers at $80,000,000 in properties under contract Chaz a real estate agent Chaz my own business, you know, that's when I went to work for myself. Yeah. And then, of course, that was o 7. So I was gonna say we're we're getting close here. We could talk about that later because I know that one of those questions is coming up. So, but I, you know, working for myself wasn't really that Yeah.
And when I got back into things again in 2010, there was a pause from 8 to 2010 when I ran some AT and T stores for a client, just enough to make into me because I was really in the real estate thing. Yep. And then I had to run at a T Mobile store, and then I got brought back into the real estate industry. But, anyway, Working for myself really wasn't that hard of a transition because it's a commission only salesman. You really are always just working for yourself anyway.
Yeah. And I I love the story there because it actually gives the depiction, not necessarily working for yourself, because like you said, you were already working for yourself. It was more so of maybe you finding the right lane or the place that you maybe loved the most, a place where you felt like you could grow. And I think that's where a lot of business owners are is that maybe they got started in their trades business or in their real estate business or in their marketing business, whatever.
And, because they had a client or 2, and it's just easy because just like salespeople, like, it just makes sense. I I can do this, but at some point, there's that moment of this can be bigger or I can do something more with it. And so that was real for you. And so you've put your lending and your real estate. You put all these things together now, which is an incredible part of the story, but I want you to continue with the timeline because it's gonna hint at probably the bad decision.
And the good decision. So let's start with the bad decision, and you can continue your story here. I wanna know what you did Chaz the listeners can jot down and stay away from. So 2007. I mean, there's they're real estate is cyclical. And what I learned, and I I'll just say it. I like many Many of the people in the real estate industry lost everything.
Now the good decision up until that point was all the investors that I'd helped by investment properties, I convinced them to put more than the 5% down Yeah. That they could get into a loan form. I'm like, put a little more down. Let me give you a better rate. Let's make this a sweeter deal. Let's make it so this property is always gonna be able to pay for itself. So a lot of my clients were able to hold on to all the stuff that I helped him buy.
And that was probably somewhere in the neighborhood of about $200,000,000 in properties at that time. And the bad decision is when I moved down there and I started selling in this very specific market is that when the real estate market collapsed, every thing shut down at the lake. Yeah. $5,000,000,000 in the ongoing development. Came to a grinding halt. I lost everything.
Yeah. You know, I had to sell everything, sell our forty two foot bow, you know, sell the house and legs, sell my car, sell my motorcycle, but that was okay. You know, it it if you get it once, you can get it again. Yeah. And What I learned is don't go all in in one specific thing. Don't rely on 1 or 2 or a handful of clients. Right. And that's what's helped me get to the point that I'm at now. I mean, with what we do in lending, I have about $40,000,000 in assets under management.
I lend to general partners that are developing land to sell up to national builders, and I'm funding lots for their build for rent program, and they're in Charleston, Charlotte, South Florida, Phoenix. You know, I'm selling to a group that's buying build different communities in Kansas City And Northwest Arkansas. And, you know, I'm helping my investment clients.
A lot of people that bought properties with me over the years, and now helping them sell them for an amazing amount of money and making money there. So I had multiple streams of income coming in from all that I worked to build. You know? And and the key thing is just really, if you're in that kind of industry, a really good client contact list. You know?
And if you take taking care of your clients, if you've done right by them, if you made sure that even if you had to write a check every now and then that they never lost any money. Yep. I honestly believe answer every damn call, email, or a text that comes in in the same day. Nothing gets me more than when I try to reach out to somebody, and I don't have a reverse box for 2, 3, 4 days. I'm like, are you kidding me? Am I not important? Alright. So to me, that's important to me. Right?
And it never been about me. It's been, am I giving the best customer service? Yeah. And am I building something for long term? I've clients that have been with me for years, and they send me referrals, and they invest more. And, like, what are you doing now? What what's next? You know? So here's just here's so much to talk about. It's it's good. It's good. You kinda said it. The the one thing mean, I guess, there's there's 2 things on the bad decision. It's you went all in. All in one market?
In one market. Yeah. Because, obviously, going all in, like, you gotta do that as an entrepreneur, but there is some diversification or there's a a strategy where you can you can have multiple hoses filling up the same pool, which usually fills up the pool a lot faster anyway, in my opinion, but there's a lot of folks that don't have the skill set or also the wherewithal or the the bandwidth, whatever you wanna call it, to do multiple things.
And so for that person, especially the person who's listening right now, They haven't gotten to the $1,000,000 mark yet, and they're just kinda trying to figure out what's next in their own singular business. Wolfe you say that at least for a period of time that they've gotta go all in and and then start looking out, or is it is it now, or, like, what what would be your thought to that specifically listening?
You know, if you're not committed and you wanna become a a 6 figure or a 7 figure earner, you already are gonna have to do what the average person won't. You know, I think that's really what it boils down to. I have worked and for 30 plus years now, I've worked 10, 12, 14, 16 hour days. You know, I Chaz answered stuff clear. I try to make it a rule that I'm done by 11 59 so that I didn't work 2 days in a row. But I'm usually up around 5 in the morning, and I'm at my desk around 5:30.
I get so much accomplished. Between 5:39 before my phone and email starts blowing up. Really, just it's about spending your time wisely, but you're going to have to work more hours Yeah. Than the average person if you want more out of life, you can't you can't look at it as, like, I'm gonna work a 40 hour week in my business. You know, you can't look at it as I'm gonna figure out how to do this all on my own. You need to get around the right people.
You need to get around people that have done it. You need to find masterminds or other groups or, you know, like, gather through the Kings, find podcasts, find things on YouTube, people that are in your industry and find out how they have created success. People that that have come from nothing, which Right. You know, is like me. I have a GED. You can catch me in BlueJeans most of the time in a t shirt. I dressed up for this, right, if I put a collar shirt on. For you. Unplug it.
There's so many people out there that you can get around that believe it or not that they wanna see you have success. Yeah. And you Chaz get nuggets and bits of information from them and be respectful of their time, obviously, and don't be, you know, overpowering or nagging or just get in there, you know, be respectful and find where you can add value to them. Hey. Is there anything I can do for you? I would say get around masterminds.
Get around real Get around business owners and business groups, you'd be surprised at how many I might be willing to help you out. Now granted, don't go into direct pop technician someone right there in your local market, right, and you're trying to steal all their shit. Maybe we'll work to find some people that are around the country that, you know, they're a little bit more advantageous. So I gotta be careful. So, you know, he's right here in my market.
If my system's too good, then I might lose clients. But, anyway, you're gonna have to do more. There's books you can read. There's podcast you can listen to. There's, you know, YouTube videos. You can there's always ways to gather information. It's been a little different for me. You know, it's sales to sales. Right? Right.
And as long as you become the best at what you do and you represent a product that you own yourself, you Chaz be proud of, you would sell your parents and your family members, you know, and you can stand behind, then you just gotta learn how to scale. I've been very fortunate. Like, we had talked a little previously that, you know, I haven't made a cold call since 1999.
All of my business comes from my existing clients, referrals from my existing clients, or a handful of different groups that I sponsor or an admin advisor or deal flow provider to, one being a pecs with Ryan Stuman, When I'm being inside our investor club with Jeff Ducharme, Tony Kasay, and Arnie Giske, I sponsor the High Speed Alliance Group, which is a doctor dentist match mind that just continues to grow. Right. And I sponsored a $1,000,000 mastermind here recently out in Dallas.
You know, there's Key things. I love getting around other people that are motivated, other successful business owners, and from all walks of life. Yeah. There's so much I get how to go into these things. Yeah. Spend a little money on yourself. Do a little investing in yourself. Yeah. And your professional development, and you'll find these nuggets of how you can explode your business. 100%. Get your core business down.
And then when the time is right, start bringing the right people in that have the right core values, you know, to duplicate and scale and grow your machine. Build your machine. Yeah. The resounding theme, which I so resonate with, but is your ability to create relationships. On the front end, you said the reason why you have all the clients now is because you created relationships up front. We even talked about that in the sales process before we turn the mic on.
And it's like, if you just treat people right, treat people genuinely, you're not trying to just, like, sell somebody, you're creating actual relationships.
Then what that does is it snowballs effect, which is what you've basically said over the course of time, even if The scenario is a mastermind group or a networking opportunity or a sponsorship where you're the one being the client, technically, there's still relationships inside of those opportunities that are probably benefiting you along, long term. And so I think Chaz relationships is what I'm hearing you say the ultimate theme is. 100% deliver value to your clients.
Don't don't look at it like, okay. I've sold them this. I gotta upsell them all these things. Right. How many times are we gonna approach by Chaz? Right? Yeah. Yeah. And it's like, dude, you know, just ask more questions than you are talking. Right? Yeah. Find out what your customer's needs are, meet that customer's needs because that's what it's all about. Any business we have Right. Whether it's sales, direct sales, marketing, services, just meet your customers.
You need to throw a little extra stuff in there every now and then. Chaz doesn't really cost you a lot, but looks like a really good value to them. And guess what? They're telling their friends about you. 100%. And they're telling their family about you. Yep. You know, quit being greedy. I'm gonna figure out how to make as much as I can off this client because who knows when my next client will come up. Right? Right. Yeah. It's scarce Chaz Wolfe.
Close your doors now because it's gonna come back and bite you. Yeah. You know, it's it's so hard to explain it though. A lot of times, we start out as entrepreneurs and we're starving or we're hungry. Yeah. Yeah. You know, it's like he and people sense that and they feel that. And you may not realize it, but it comes through, and that's why you're hearing more nos than you are. Yes. Right. It's very important to be Again, building a relationship.
Key thing right there, building a relationship, talking to him as if you know him forever, How can I be of service to you? How can I help? You know, what have you seen in the past? Who have you talked to before? You know, one of the things I did in the water treatment industry this is a great story. You probably have everything like this or maybe hacked, but they gave me the nickname. The callback came in the water treatment industry.
And if you know anything about it, I sold for Echo Water, which was like Culligan. Right? Yeah. Door to door. Our marketing team would call every new homeowner, offer them some freebie gift to get us in for a fire test. Right? Right. So we're giving away a steak knife set or maybe a a $40 gift certificate to a restaurant or something like that. So knock on the door.
I walk in, and I immediately look around to see if there's anything I can associate myself Do I see a picture on the wall that's on the wall that I've grown up? You know, do they have pictures of Jesus there? Do I need to be respectful of that? Do I see my favorite sports team or maybe by Hader sports team? Right? You know, be respectful of that. And, obviously, you like football. Fantastic. You know?
But, anyway, I would go in and I would do my presentation, ask more questions, get more feedback, make sure I'm we talked a little about this in the beginning, having an option close, lowest price option, highest price option, which one of these options makes the most sense for you. Now I had a 55% closing ratio from the time I walked in the door, to 2 hours later when I walked out. 55% of the people bought for me, and that's really high in the in home water treatment industry.
Sure. The people that didn't buy I'm like, maybe something in the middle would kinda work for you, but I'd watch the body language. I've watched the wipe and I, and you always told me the Wolfe, by the way. Always. Yep. The the guy made a made a final decision, but you sold to the wife. That's right. That's right. And I didn't fight. It's like, well, they just kinda looked at each other like, well, know, we're gonna think about it. I'm like, that's great. I appreciate that.
I said, probably before I ever walked in the door today, you said, no matter how good this guy is, no matter what he offers us, no matter how much we want it, we're gonna sleep on this. We gotta sleep on this. I'm like, And they're like, yep. That's exactly. That's exactly, you know, or if I saw pictures of Jesus, I'm like, you guys probably wanna maybe pray on this. Tonight. And I'm like, I'm okay with that. You know? And they're like, well, will it be the same price tomorrow?
And I'm like, yeah. It'd be the same price tomorrow. It'd be the same price next week. I said, but you probably already have appointments with Connecticut, Culligan, and Rainsoft, and they're gonna come in and they're gonna tell you you gotta buy this You don't do it tonight. You don't get this deal. And they're like, we already had 2 of those this week. And I'm like, I figured that.
So They called me to call back units for it's funny because the guy that that brought me down to the Kansas City office. I love him. Greg Bubba, if Mother is my buddy. You know, I've known him for years now, and he breaks me down to Kansas City market. And I run the first couple appointments and they don't buy and I come back to that. Right? They'll buy they'll probably buy next week. He goes, Brandon. Thought you were like, one of the number one guys in the country. You are. And he goes Right.
They're not you don't keep calling back. She's like, just stay tight. Just wait. And that's what they call back, and he was just poor. And I'm like, it's because built a relationship. I didn't push anybody. I found out what their needs were. I found out what they had rented you already. I found out that they had a very real concern. They wanted to sleep on They wanted to pray on it. That's okay. I made everything make sense. And Yep. People would buy.
So just remember that as you build your business, You may not get the deal right then and there, but if you did a great job, you were at honest, you were ethical, you weren't pushy, You offered value. You've got all the, you know, the nods and the yeses along the way. Yep. And you give them that opportunity. And one thing I would always say is when can I follow-up with you? You know, do you want me to call back tomorrow or just a couple days? And and then I Wolfe. Got that down. I'd get home.
I'd do two appointments tonight. I get home, and I'd write notes with the name kids were, you know, what I saw in the house. I had a car that they drive. I took all these little notes. And Mhmm. I used to tell everybody I had a photographic memory, which I did until it got you full. It's companies, a $1,000,000,000 in transactions, and just the real estate industry. My core assist in my team now. They're like, we already told you. It's a mile. No. Just yep.
No. The file the file cabinet is busting. It is. Yeah. I need a data dump and a clear cache. Right? That's right. That's right. That's right. Well, I appreciate your perspective there. Obviously, sales is the heartbeat of every business. It is what the business associates to. It's why the business even exists. And so I appreciate your perspective, also to just the human perspective.
Of what it means to actually bring in relationships to business because it doesn't necessarily always mean that something happens today, it's the old seed has been planted, but the seed doesn't, you know, grow on its own after the fact, the follow-up tools, the notes, the, you know, even as business owners, if we're not the actual person making the sales or doing the sales calls, if we have a sales team even, there's still a level of of a mindset that the
ownership should carry when it comes to what it means to build relationships. And so it might look different. It might be it might be something like this where we're just creating relationship in a unique environment and maybe we do a deal together. Maybe there's something that we collaborate on, but we don't know. And those are the opportunities that even at the ownership level, like you've gotta you've gotta keep relationships at the forefront. Hey, Kings and Queens. Chaz Wolf.
I wanna talk to you about something that's super important to me. We put a lot of time and effort. We, meaning myself and my team, into this podcast, into the content that goes out every single day. And if you have been getting any sort of value or insight from this, we want it to be able to reach other business owners too. So we would love if you would like, comment, share, leave a review, post, share again, all of the things.
On social media, on all the different platforms, or even on the podcast mediums of Apple and Spotify. We would love to be able to get our content into more hands more entrepreneurs so they can grow their business as quick as possible. Together, we are building a community of like minded entrepreneurs who are committed to growing their businesses to new heights. So let's do this. Let's help each other. Let's help each other grow the forefront. So I love that. What process do you have now?
Around making decisions. You've got history. You've got, you know, like you said, just tons of transaction volume. What do you do around, like, a discipline or a process to put decisions through. That's kind of a tough question. You know, I took one of those tests a long time ago when I was in any water treatment industry setting. I mean, like, the bomb 2 hour test. He answered all these psychological questions, and the results came back.
And I got pulled into the office with the the people that gave the test, and they're like, So did you just know exactly what we wanted to hear for all these questions? And I got labeled an unconscious competent that you've ever heard that term before? I haven't. Please. Everything time Chaz comes natural to me, I think it's been a a combination or I I got moved around a lot as a kid. You know, I had my parents divorced me at 13.
We'd already had multiple news prior to that and then divorcing parents. And then my mom married an Air Force guy in sharing another Air Force guy, and I went to the Navy, and I've I've lived in 15 states now, three times as many cities, and you just have to learn to think on your feet. Right. You know, because you're getting moved around all the time. And I think it's what really helped me excel in in sales because I Chaz learn to make friends over, over, over again. It's not like growing up.
And go into the same school from kindergarten to 12th grade, and you just have the same little clicker print. Those are also the people to meet it. Listen to the same era of music for the rest of their life that they're listened to in high school, you know, and they go to the same places they've gone to since they were a kid. I think getting out and living in all these different places and doing all these different things just kinda created internally processes that had to happen. And Right.
You know, it I get up at the beginning of the day, and like I said, I read on state of the nation and real estate, you know, builder online. I know it's 200 in my industry on any given time. And you know, because I'm in multiple markets. And then I hit a task list. I'm gonna tell you this process. You guys are probably gonna freaking lap heavy, but, and I have so many people that make fun of it. But you're you said if the podcast won't be visual, but Yeah. There you go. My process.
I have a notepad, and I write out all my pressing tasks. And then I have another sheet that's my weekly goals. And then I have, you know, monthly goals and quarterly goals. And I could go through that list every day and I look at that person in the morning. Okay. What can I knock out on this task list today? Yeah. And that's kinda my goal.
I'm like, this is pressing, this is pressing, and not only do I have answer about 500 to a 1000 emails, calls, texts, Facebook messages, LinkedIn messages, WhatsApp messages, and more. Chaz there be any other ways to reach us these days? Right? Yep. I did. You didn't mention slack. You didn't mention slack. You know? I don't have it, and please don't tell me what the hell it is. And don't tell anybody else to call me there. So but You know what? I'm a notepad guy because I write it down.
I'm saying it in my head when I write it. I'm writing it out. I'm seeing it. And it becomes something I'm seeing, like, over and over and over again. And people are like, how do you do it? You know, do you use apps? Use this? I'm like, no. Actually, we're using notepad. Now I had started using Google Calendar, you know, to alert me on things that I have to do, but Yep. It's on my password. And you know what's great? At the end of the day, I've got to cross off a bunch of those.
You know what I do? Hand right. Every task that did not get done Yep. On the next page. And I never I have a pretty much college rule line. There's about 30, 32 lines on here. I try not to let it get past 30 tasks, and they don't add anything that new that needs to be done. I also manage my business from my email. If it's in my inbox, it has to be taken care of. I'll respond to somebody in an email. If I know that I've responded, there's nothing else I can do. Now it's in their hand.
I'll respond and I will delete that email. Or I'll stick it over in a folder. Right? Sure. Right? No. I did my job. And anything that is still in there means, it still needs my attention. Right. And I try to never let my email page get longer than 25 inboxes. Yeah. Which is why I work a lot of hours. Now as we grow, and I've hired on one of my my sister-in-law. I just recently hired my other sister-in-law. I love these guys. Awesome on my end. I'm so fortunate to have good family.
My son, that's a singer songwriter that we talked about, said, they don't wanna come work for the company. I'm like, yes. Yeah. Yeah, buddy. And he's just like me. Personality character, greatest sales. I'm very excited to have my son join the company as Wolfe, my youngest of 4. He's 26, by the way. But I manage my business and my process. For me, it's just about re management, taking care of my clients, Yep. And respond to Chaz request. So for me, that's what works. No pen paper.
I have my goals. Yeah. I've seen them every day. I'm checking the goals at the end of the week. And if it didn't get done, it gets moved to the next week. Right? Yep. So I never let a goal task email, text, voice mail, any kind of communication, any kind of request, any kind of thing go unhandled in the same week. Period. A lot of people are gonna go, man. That sounds genius, but I'm gonna check what works. What's the mean?
Yeah. You you've you've just got this this bulletproof process to where you're checking the boxes every day and probably in the same order and probably in the same time frame. So a more routine now than anything. But, you know, you started that off by saying that people might laugh, and and it's funny because you've described your process. I think that a lot of ultra successful people follow a very similar process. I think that if if I had to compare mine to yours, we would be off by 5 worries.
Like, you know, everything that you just said, we're talking the same human mind is happening at the same time. In fact, I was just having this conversation with my wife last night I wanna tell you about this because look. Here's my I I write down everything right here. I got my notebook. I got all this technology around multiple screens. I got a TV across the Chaz. It's projecting all kinds of stuff, but I write everything. And I was telling her last night it's funny.
I got my pen, got my Mont Blanc, you know, and I'm over here, and I write. Like, even the stuff that doesn't need to be written down, I just write it because the way that you said, my brain associates. Not only did I say it, but I thought it, but then I wrote it. And then I probably said it out loud again because we're talking about it. And I you can't tell you how many times I've gone back. And, you know, like, we are talking again, and I'm like, yeah. Yeah. I talked to Brandon.
You know, let me let me go back here. Oh, yeah. Right here. Here it is. And it's chicken scratch. Yeah. But it's the summation of what we talked about, and there's been several times where I've needed to have that information. So I tell you all that because we're the same person and yesterday. I ordered the product called remarkable. Have you heard of this? I have. Isn't it?
It's the thinnest It's the thinnest tablet out there, and it's supposed to feel and even sound like writing on paper with a pen. Yes. But you can't have one screen. What do you well, yeah. Yeah. So it's just it's just right there, and then you can turn the page. So you're gonna put you're gonna put 3 screen? Okay. And, bro, haven't gotten one. So I like a I'm not a promoter. I'm not getting paid for this. But for me, I like I love saving that stuff like we talked about.
So it it writes it down, and then it'll translate it into a typed out form, and then you can email it right there. I might post it note. Remarkable. Look it up. Okay. It it might it might be the best 500 bucks. Yes. No. Remarkable with the capital m. Okay. Alright. But, anyway, neither here nor there, the listener, you know, I'm not sure if you're a a paper person or not, but I'll tell you what. Everything that he just described, the process, that that's all kind of for fun.
Chaz may or may not be the best $500 you spent. I don't know. I haven't gotten mine in yet. But the reality of it is this, is that the process that Brandon just described We call it the rock star process. Everything that he's doing, it's it's moving the ball forward. Every single day, it's discipline. Everything that he just said broken down is disciplined. I'm gonna choose to do the hard things. And then one of these days, you're gonna get an assistant. Who's gonna do those emails for you?
A lot of the entrepreneurs are. We're a little bit of a control freak. Yeah. You you you hate to let anything move outside of your system when it comes to just that core thing. Right? A 100%. Yeah. Because you I've had it happen where I've been told, Brandon, you can't do all this. Yeah. Let us take some of this load and man has it blown up in my face. Every single time. Nobody takes care of my clients as well as I do. Now I'm very, very fortunate. I have hired, you know, my wife's sister Sure.
She has no carriage. She just turned 50. She was a professional ballet dancer for years, and they started a ballet studio. She was also an accountant for Paymark. Super detailed. So, oh my god, and a perfectionist. Right? And she works the hours I do. I don't have search Right. But it's it's not uncommon to see her 12, 14 hours at the desk. And I'm like, you need me to assist him. And I've been on her for a couple of years now, and then finally I'm like, Okay.
You won't let me hire anybody for you. I said, who could you work with? And my wife said, well, what about my other sister? What about the other? Yeah. Yeah. And so I told Missy, my it's awesome. You work with Cindy? She goes, I could work with Cindy. I'm like, yes. I think so. Here we go. We've just brought on another family member recently. Love And, you know, you gotta invest in your employees and your staff as well. Don't just consider them a cog in the wheel. You know?
Make sure you're taking time to make them feel important. Make sure you're taking time to give them the tools they need to be successful with you Let them know what your core values are. You know, I think that's really important. So many people just, run ads and hire and This guy looks like you'll work. This girl looks like she'll work. And, you know, like, here's what it is, and and you just don't invest the time with them to make sure that they fully grasping.
Everybody comes in like, I need a job bad, and they get the job. And then they're like, oh my god. There's no training. You know? I had no idea what to do. So as a business owner, make sure that you're not letting that slide. And if you need to hire somebody that's good at it Yep. There's Good board. There's so much information in our group. A lot of options out there. There really are. And if you're not utilizing it, Wolfe, then that's your own damn fault. But you know what?
90 5 percent of our population in this world will never be successful. Yeah. They'll never own and operate a business that sustains her last over, you know, 1 year, 2 years, 5 years. They'll end up broke, retired on government friends and family, Social Security. They'll be collecting a Social Security check and working at Walmart as a greeter for stock and shelves or to many times have you gone to a fast food joint? Right. It's also there. It's like seventy five years old.
Yeah. I feel sorry for that. But you know what? At the same time, I'm gonna say this and that could upset some people. I don't know. But I'm grateful that most people are not like us. Oh, yeah. If everybody was, we'd have way too much competition, and we wouldn't have this opportunity to have this kind of success. So if you're on this podcast and you're listening, you are likely one of those top 5%.
Now maybe you're in the top 10 and you're trying to get at the top 5, well, guess what it's gonna take? It's gonna take doing something different than you're doing now. Yeah. It starts by listening to a podcast like this. Listening to guys like me that come from nothing, you know, and I'm not trying to toot my own horn. I'm not that kind of guy that if I grew up poor, You know, if if I only had my mom told us, we only have four squares of toilet paper to wipe our our ass. Yeah. Trust me.
We caught reading all her. System. We didn't have air conditioning in the house. We heated our ass with a wood stove in the middle of it. Yep. And I'm gonna have a GED, and I got all over the country Chaz, you know, I have a couple drug addict brothers. My parents my dad drink alcohol, but he was never really an alcoholic. We never had done it. I had good parents, good blue collar, hardworking parents, but they never strove Yeah. For any kind of success.
Yeah. It was just like, Yeah. Pay check to paycheck. Let's just work for somebody and but I can do it. Anybody can do this. And and I I'm not trying to make that sound. You know, there's a word. I I can't buy it because that's why I actually need a fifty you start losing some of your work. Yeah. But, seriously, if I can do it, they think everybody can do it. Just be genuine. Yeah. And Put in the work. I don't work 5 hour days. I don't take a lot of vacations, a long time off.
I worked 10 hour days, 12 hour days, 14 hour days. I spend time with my family. You know, we have a pool right right outside my door here, and my wife comes down during the summer, and she's And her swim pitch goes, can you come hang out for the pool for a little while? I'm like, sounds great, babe. I I do out there for an hour or 2 a day, but, you know, I was up at 5 working. So to go out there around noon for a couple hours to my Wolfe, that gives her some time.
And then I I try to be done at 6, and that's when she's cooking dinner. And I shut everything off down here, and I go upstairs and I have dinner. So that took a joys about a 12 or 13 hour a day. Right? Yeah. And, of course, you and I were probably both in bed and went off. And you're like, hold on. Remember? You know? I just gotta respond. I could come still away. I'll let him borrow him. So that's awesome. Well, I've got some I've got some speed round questions for you here, rockstar.
I wanna know a couple things. One more mechanical than others. I wanna know what book that you'd recommend. You've obviously full of knowledge. What book would you recommend for a six figure owner? Okay. So I don't make this much time to read, but I do like listening to audio. Okay. Yeah. That's great. That's great. I'll tell you the 2 I'll tell you the two books that changed the trajectory of my path. In the Navy. They can grow rich. Everybody's heard of that one. Everybody.
And awaken the giant within by Tony Robbins. Chaz changed the direction of my life forever. Now I know one book. I can't say one book, but I have several friends in my network that are all authors. I love it. Exit lever by Jeff Ducherman, Jeffrow Hopkins, how to build your business to be a stumable business. One of my general partners, the busy professionals guide to pass up real estate investing, Doctor Vanessa Peters.
If you wanna learn how to set something up the Creek's active income, Fantastic. Align your empire by Berkeley Peace Hughes. Excellent book. Very, very smart guy. This one, excuse the language, your excuses by Ryan Stuman. Yeah. And his CEO and COO Thomas Keenan wrote on your business. Excellent books. Now Yeah. Building an elite Organization by Don Winter. He's founded DLP Capital, a multi $1,000,000,000 hedge fund that we work with.
And then one other one is repeat or stay broke by Mark Jackson in a second. I know every one of those guys personally I'm around those guys. Sorry. I know it was a speed round. It was one book, but That's alright, dude. Capture that and you guys will read those books. You Wolfe love it. And we'll list them all in the show notes below. So thank you for that. I mean, it's an incredible list. And then and then to have the a little blurb to go along with.
That's incredible. So I got I got one last question here for you. Sure. And you've kind of already answered it a little bit. But I wanna know if you lost it all right now, today, it's all gone. What do you do? Wolfe, when you come from nothing, you you learn how to be resourceful, you know, you learn how to be frugal. And the good thing is I would just rely on my relationships. I may not be in this industry, but I have pick up the pieces, start all over again.
My relationship capital is worth more than any bank account, and I now know more than I did when I started. All I would have to do is reach out to my network and any one of these people that I've offered values and services to for years would gladly take me in and I'd start all over again. You know, I it's kinda hard to say if you lost it all now because now a lot of the stuff I own, I paid cash for, Sure. I got what I call a Patriot closet right across from my desk here.
I think you could figure out what's inside that closet. I can sell any of that for when I pay for it or more, I have our entire house upstairs is antique furniture from the 171800 and collectibles. Let them all just continue to go up value. So if I lost it all, lost the business, lost the clients, lost everything, I would be able to sell off all the assets I have a mask that I don't owe anything on Yeah. Which would give me the stability to go and start over again.
Now I a lot of people do go for we wanna work to pay off their house, but I'd recommend you never pay off your house, to be honest with you. You keep that thing up to the hill. 1, you get tax deductions. Alright. 2, mortgage company doesn't want it back if it's leveraged to the hill. Right? Right. And you're probably you're probably if you borrowed it the right time or you reconnected any time in the past, you're sitting somewhere around a 2 or 3 or 4% interest rate. Good lord.
That's better than inflation and that's free money. But, yeah, keep that thing leverage till they don't they don't want it back and just make sure you find a way to make that payment and which be able to. But lost it all, I'd reach out to my network. And I I would be right back on my feet again. Here's the thing that's important about that. You can't let it destroy you. Yeah. It's just stopped. Yeah. Do you have your help? Do you have your family? You know?
Yeah. Because because 8, 10 years ago, when you were selling your Harley and your other stuff, right, you weren't thinking about necessarily where you are today, sitting out the pool by your with your Wolfe. You know? Like, but you kept going to your point. Yeah. Yeah. I you know, I went to work for one of my investors owned 8 AT and T stores in the Kansas City market. And I'm like, I need I need work. He's like, great. Yeah. You can run my story.
It didn't make me anywhere near the money I was used to make it, but it paid for the bills. Yeah. It allowed us to get a rental. It allowed us to get a car and allowed us to pay the bill. And my wife had to go to work at that time. Unfortunately, she doesn't have to work now, but my wife also has, you know, health issues, you know, nothing major, but just things that sometimes keep her down.
You know, it's real hard for her to to get up and she gets like chronic migraines and things like that, but, which a lot of women do. Sucks. Sucks for women. Women have so many more health issues than us men do. I I feel so bad for them actually. But, yeah, you just pick up the pieces and start over. You just can't let it destroy you. You gotta keep your mind intact.
And and you may need some positive reinforcement, and you might need to reach out to your brothers, you know, and your clan and your tribe and your network and start getting that motivation again, but she happens. Right? And he can either be the victim or the Victor and just choose to be the Victor. Love it. You can go back, I guess. Yeah. Well, we're we're gonna have to coin that for you. We'll coach you, be in the Victor, but, dude, you've been you've been incredible.
How can someone reach out to you? They've they've resonated with you. They wanna connect with you. How can they find you? Easiest way is just go straight to my email, randon@rockstarcapitalfund.com. Our website is rockstarcapitalfund.com. Please go there. Read your team and the bios, see some of the people that are in my corner our general partners and my strategic partners. Please read the testimonials, you know, and it'll give you a good snapshot and idea of who we are and what we do.
And my personal cell phone number is 913-827-3517. I will tell you, I will not answer your number if I don't have you in my contact list. So if I don't recognize the number, I'm not answering it. You can leave a voice mail. But if you email me and say, hey. This is Joder. It's alright. And you leave me your cell phone number. I'm gonna immediately put your email and your phone number in my contact list. When you call me, I'll answer.
If I don't answer, I'll probably shoot you a message, and I'll call you right back. And that's just how I So reach out to me by email. Go on our website, you know, check out who we are, investment opportunities that we have. I can help investors with as little as $10,000, and I can help investors up to any amount. I can tell you that, you know, we're talking about me in the business, but last year, I delivered a 16 a half percent return to my investors in my fund in fund 1.
They didn't lose any of their principal value They're gonna earn that much or more this year. The way I'd structure what I do is to deliver returns to my investors in the mid to upper teens every single year. A bank or a lending fund. You get to be in the bank and be my partner. Yeah. I guess what? We deal in dirt. I mean, we lend to my development partners and my bill direct partners, but we're in and out at land. Right. Yep. Horizontal infrastructure. We're not vertical construction.
We don't have to worry about all that We're in and out at dirt in and out at land. That's like you simply simplifies everything. That's right. That's right. Yep. It was straight from the creator. So Yeah. Rockstar, this has been incredible. You've been invaluable to to not only just the listeners, but just from a relationship building tool, for for anybody who's gonna hear this. And so thank you again for your time. I know how valuable it is.
I appreciate it personally myself, and we wish you absolutely nothing but success in all that you do. You have a pleasure to be on your podcast. Thank you for listening to Gathering the Kings today. I hope that you were able to pull out a few nuggets to go apply into your business right away. More importantly, though, I hope that you're realizing that it takes more to be doing it all on your own, carrying the weight all by yourself.
What I have realized, not only in my own journey from malt businesses in multiple different industries and now interviewing over 2 or 300 other very successful 7, 8, and 9 figure business owners is that It's tough to do it alone. And so gathering the Kings exists to bring together successful entrepreneurs. In fact, we are putting together 1 1000 kings, specifically who are grateful, but not done.
We're intentionally assembling kings who fight tooth and nail for their business, family, and communities, and here's what we believe Chaz in the pursuit of excellence in those areas, that it ignites within us the responsibility to govern power and forge a lasting legacy. So if that relates and and resonates with you, and you know that you need people around you, sharp, qualified other very successful business owners. I want you to go to gatheringthekings.com.
You take a look at what we're doing and see if it makes sense for you to be part of our pursuit to 1000 kings. Talk soon.