Episode 40-Windsurfing to Wealth: Discipline, Grit & Olympic Mindsets with Don Yoakum

00:00
Here we go. Hello and welcome to the War on Dad Bods podcast. Here's the question, fellas. How does the discipline of an athlete translate to business and life success? Listen today as we talk with Don Yocum.

00:15
Don is a three-time national champion, member of the US Olympic team and world champion, windsurfing. Don built 10 successful real estate brokerages from the ground up. One became the most profitable in the 935 office franchise system.

00:31
Don knows the business of real estate. Don is a guy I've learned a lot from. Don Yocum, welcome to the podcast. No, thank you, Matt. You're too kind. I see your background there. You got a fireplace behind you.

00:47
You got some snow. What's going on? Yeah, well notice those flames are not flickering. That's an image of the type of home that I'd like, which is a beautiful mountain home overlooking the lake. That being said, I happened to be, actually, I'm not suffering.

01:05
I am an Oahu in Hawaii, other than it is a little toasty here. So I got the fan going to keep things cool, but thanks for asking. Well, thanks for joining us anyway. I want to get a bit about your story.

01:23
What do you do? What attracted you to your career? What got you into your profession? Can you tell us that quick bio? Well, from early days, my dad got me into athletics. He himself was quite an impressive athlete, two-time national archery champion, and I would say I would hearken back maybe to an experience.

01:49
I was actually involved in the first triathlon, and it was called the Epic's Great Race in Sacramento. This was more than 40 years ago. In fact, I hate to admit it, but it might have been close to 50.

02:03
At any rate, what happened was I did the running leg in a triathlon, in this triathlon, and as I was coming to the finish line, I proceeded to projectile vomit, but didn't break a stride. And my dad, after the race, he was like, wow, that was quite a scene.

02:31
And he told me later that that was one of his first memories where he goes, this kid's different. There's something going on here that isn't quite normal. Some people quit when they puke, you know, at least slow down a little bit.

02:47
Yeah, well, I that that was the detail. That was an inconvenience, right? And anyway, it was it was What's funny is sometimes the things that are the most uncomfortable in the moment tend to be the most charming or, you know, fond memories.

03:10
You know, of course, you know, I have a fond memory of my dad thinking that, you know, I was special, right. And certainly, it was worth the vomiting up my Cheerio breakfast. Sorry for the QMI. But anyway, yeah, so I, yeah, but I got into athletics.

03:30
And, you know, like a lot of kids, I did all the normal sports, baseball, football, basketball, track, and, and I was a good athlete, but I would not say I was exceptional. I mean, you know, I was a starter and all that I, I will say in eighth grade, I do recall I the team nominated me as the most inspirational player on the team.

03:54
And I can remember an occasion, played linebacker. And, you know, remember, where eighth grades, I probably all have about 100 and 500 good pounds. And this guy came running, it wasn't running back full back and he's like six foot two, 180 pounds, which, you know, when you're 110, that's like a monster running at you.

04:25
And I took this guy straight on. And, and we went down, but we went down backwards. Anyway, so I was pretty fearless. And I think, perhaps my team appreciated that. And, you know, this guy literally ran me over because I didn't let go yet to come down with me.

04:51
Anyway, it was fun. The what, but at 14 years old, I got into a surfing. My dad owned a windsurfing franchise, dealership, and it was interesting because I, you know, in life, we tend to have these things that we do well, pretty naturally.

05:12
And for me, windsurfing was one of those things. But whereas I was a good athlete, maybe even above average, I was a world, I became a world class windsurfer. And in, in fact, what I won my first race one week into it, novice race, mind you, okay.

05:32
But I remember my dad asked me, well, how did you know to start there? And I, you know, it was just, I don't know, I just thought, well, that was the appropriate place to be. And I, I ended up winning that race.

05:48
And one month later, I won an expert race. And, and then the next year, We lived in Sacramento, California, which is a little suburb and I go, hey, I got to go compete in the Bay Area if I want to be, if I want to continue to grow and I did that.

06:06
And after spending the summer in San Francisco Bay Area, I then, I guess I was 16 then, and I went to my dad and said that, Hey, if I'm going to take this up to the next notch, I'm going to have to train in the winter.

06:24
All the best people are training in Florida. So I persuaded him to let me finish high school in Fort Lauderdale and made plans to go out and live there so I could train. You moved all the way across the entire country just to get better at wind serving.

06:40
That's right. Yeah. And, and that's exactly what I did. And there were, you know, as life would have it, things don't always go as you expect them to, I, I went over there. One of the reasons why my dad consented to it was because I was going with someone older than me.

06:58
I think he was 20, 23. Jacques Deo is his name and wonderful person, still very close friend today. And he had agreed to sort of chaperone and we, uh, we got out there and he was with his girlfriend and apparently the guy, they went out ahead of me and the guy he was raining from was very religious.

07:21
So they had to pretend they were married. And so when I got there, he's like, Don, gosh, I'm so sorry, but you're not going to be able to stay with that. Right. Cause we're never having to present that they were married to this landlord.

07:35
Cause the guy lived in a separate property next door. So he, he was watching everything, right? So I ended up having to live just off at a skid row in Fort Lauderdale at that time, which would have been 81.

07:51
It was a little rough, you know, and, uh, rough enough that I actually slept with a butcher knife under my pillow at night. And, you know, I had to work to support myself. My dad did send me $150 a month.

08:08
But other than that, I provided for myself. And it was interesting. Yeah. But anyway, what came from that was by 18, I was able to become a national champion and a member of the United States Olympic Training Team.

08:30
And so it worked, you know, it was pretty exciting. And I got to travel the world and meet a lot of really interesting people. And it was just a magnificent experience. And, you know, kind of the pretext for our conversation today was, well, how did the disciplines of becoming an athlete then translate into business and life?

09:01
What you find is that there's a lot of people that will show up once in a while, there are less that will show up every day, and then there are even less that will show up every day and do the work that needs to be done.

09:19
The more discipline that you're willing to be, you know, the less competition that you'll have naturally. And then if you can align that activity with something where you have some unique ability, like I did with one surfing, then you can progress that a rate that others are not.

09:39
And it just I find that the competition sort of just eliminates themselves. And it's not that you're so great, it's just that everybody else just sort of falls away in the process. That's like it seems so easy, but it actually doesn't happen that much simply consistently showing up 100% in alignment with with some of your skills and some of your talents.

10:08
Yeah, yeah. You know, sometimes when I've coached people, I've asked them to imagine a piece of paper in the hot sun laying on the pavement, and you holding a magnifying glass over it. And if you hold that magnifying glass and you just kind of move it around in the paper, it'll warm the paper for sure, but it won't do anything visibly to it.

10:35
And that's, you know, that's being consistent, but not focused. Right. And then what a lot of people will do is they'll actually take the magnifying glass off the pitcher that's chasing two rabbits through the field.

10:49
And of course, the paper cools off while the magnifying glass is off. on some other piece of paper or whatever, right? But if you just hold that magnifying glass just still, in the hot sun long enough, it will burn a hole right through that piece of paper, right?

11:07
So it did not require any special skill to achieve, we'll call success burning a hole through the piece of paper. It just required not moving around. It changed the duratus to a field. That's a great point.

11:25
So show up every day in alignment with where you're gifted and be patient with focus. Yeah, and realize, you know, life is not a perfect trajectory. As you know, I, you know, I'm, I don't know if you can see that, but I'm wearing a, I'm wearing a elbow pad, which I should have been wearing a little over two weeks ago when I fell on my mountain bike and I'm doing compression and ice and elevation to my elbow because I had an injury that I burst my bursa.

11:57
But the thing is, is that we, oh gosh, what's the point I wanted to make there is that, help me out now, what was I saying there? We were talking about the alignment of showing up every day, doing the work with your gifted ability, with focused patience and that's how you get to the Olympics.

12:23
That's the Olympic formula. Yeah, well, and oh, I know what it was. It's not quite so easy. And the point that I wanted to make when I lost my train of thought there was is that life's not a perfect trajectory, man.

12:41
You know, you're gonna have setbacks. Like I had this accident a couple of weeks ago. You know, on one of the most beautiful rides I do, but you know, I've not been able to ride much because of that, so that was the setback, right?

12:57
And the question is how will you respond to that, right? And I will tell you that in my earlier years, I would go at things with great vigor and as would be inevitable, I would hit a plateau. And when you're young and impatient, I would take that as, oh, well, maybe I'm not supposed to do this.

13:30
So that's really an important question is, is that plateau because that's the natural part of the process? And it's time for you to reflect and refine or am I pursuing, do I have the right ladder up against the wrong wall?

13:48
Yes. Okay, huge question. Right. And I think maybe too often, I would go on another path. Just because I had hit a plateau, or I had had a setback, right? Just because, you know, I couldn't get my foot out of the pedal, and I fell on my elbow, doesn't mean I should give up mountain biking, for heaven's sake.

14:15
Right. You know, so I think people sometimes don't take the time to reflect and ask, okay, well, I'll never forget one time I was, I was going for my diving certification in Monterey, California. And it was, it was a sunny day, but it was quite cold and windy.

14:40
And I'm sitting next to this lady. And for whatever reason, we'd had a bunch of delays, and we were all really tired and hungry and cold. And she's like, I've had everything. You know, and I just said, well, what was it?

15:00
What was the prompted you to get your certification? And she goes, Oh, well, you know, I want to take this trip to Haiti, and I want to do this studying and so forth. And I, and my point is, the moment she started talking about the why, she's back in that water, and she finished that certification, and she got certified.

15:26
Okay. And so, sometimes, in those moments of, you know, am I going to continue on or not? It makes sense to kind of reflect and ask, well, why was it that I started this in the first place? Like, you know, you're, you're calling war on dad bods, you know, you know, and, and when someone's wondering whether or not they should go to the gym or set that second piece of carbohydrate down, you know, maybe they should be asking,

15:59
well, what was it about this goal? Why did I, you know, engage with Matt to have him with me into shape? Right. And, you know, maybe they got a trip to Haiti planned, and they want to be looking bathing suit fit.

16:15
I don't know. Yeah, right. But anyway, I find that it does help in those moments of weakness to reflect on what the genesis of that. Yeah, so that's, that's the core one of the big questions I ask is, Have you ever broken through a frustrating situation and eventually sound success?

16:34
And it sounds like tapping in to the why the emotional energy, the inspiration, reminding yourself that maybe it's trekking through boredom, or you hit a plateau or whatever, but reconvening Connecting with that why is there's it what we've got the arm right now Is there another specific frustrating situation that you ever broke through?

16:54
No guys so many but I Would say you know as I think about my career probably the most extreme example that I could give you was that I Had built as you know Ten color winning offices from the ground up successfully one of which became the most profitable franchise, right?

17:22
but I also had invested in some additional franchises and I was a principal partner in those and overseeing them and and Lo and behold the crash came the crash of 2008 the great financial crisis and and I ended up having an interest in Offices that were all across the country I was in California, and they were in Colorado and Texas and Florida.

17:47
Very unfortunate timing. Yeah, yeah, right. Which is another lesson of life, by the way, but wouldn't get there in a second. The, the thing though, was when the crash hit, you know, there were there were times when, you know, I was that portfolio, we're losing over a quarter million dollars a month.

18:13
And so a lot of pressure, right? And what I learned in that process was that there's a difference between an employee and an owner that had skin in the game. And when you have an employee, what they do is they call you from Florida and say, Hey, Don, then 15,000 so we can make payroll or pay the lease or something, right?

18:44
When you have a partner, I found, and they have skin in the game, suddenly, they're not calling for 15,000, they're calling for five, and then two, and then none. Because when they're calling you for money, they're having to reach into their own pocket.

19:08
So one of the lessons that I learned and promise that I made to my life, in reflection of that experience was that I'd never owned a business long distance, where I didn't have a partner that had equal skin in the game to me.

19:23
I did turn around those market centers. I mean, we did, we sold six and we below our basis, and we close five, but I, we turned around the rest of that portfolio and got its probability. But it was because I placed a partner in each of those local market centers and of course they have the interest and aptitude to be able to turn it around even in that environment which was quite impressive actually.

19:53
So my lesson there is that big isn't always better and if you're going to scale something make sure you have a model that can weather good times and bad. All right so yeah so when people don't own the business and their employees they're just not going to work as hard as they're going to work.

20:22
They're not going to care as much. They're not going to solve problems without really being involved in it and having more at stake. They have all the business experience. You may have sort of answered this.

20:41
Is there anything that That that someone with only your experience could know haven't gone through all that Well I don't know if it's something that just I could know but something that I believe that all the people that rise to We'll call it world-class status of anything Could be one serving could be badminton.

21:08
It could be crochet is that They they know being an understanding That other people do not They they say that a world-class Baseball player can literally see the threads on the ball coming at them at 85 90 miles an hour Okay If i'm standing in that batter's box I'm thinking I just don't want that moment hit me Okay, right, but these guys are Observing well, first of all, they've done their homework on the pitcher And they know the probabilities of what kind of pitch that that pitcher is likely to throw Based on where they are in the game where they are in the count How many pitchers how many pitches that pitcher has thrown that particular day?

22:03
How it's going for them And when their arm does get tired where that you know, kind of where they go to that point and and then also if i'm a right or a left-handed hitter and what is their tendency to do to that and and then they also know there's a funny story about andre agassi playing boris fecker in wimbledon and Boris fecker was famous for this just incredibly powerful serve and What happened was is that he had a tick and what he would do in the service motion is when he was going to serve to the outside,

22:48
he would put his tongue to the outside of his mouth and Andre Agassi picked up on it. And so what happened was that he was able, and Andre Agassi was a world-class service returner under normal circumstances, but when he knows where the service is going to likely be, of course that gave him an advantage.

23:16
And Boris Becker, you know, could not believe how Andre was returning service, but it was because Andre was seeing things that no one else was seeing. Yeah. Well, can this equate to having been a part of so many different real estate brokers and seeing so many homes be sold?

23:38
And just time after time after time, what's something that like, you know, that like, just the average person who's buying or selling a home, like, wouldn't be able to see so easily? Well, little things like, let's say that someone is investing in real estate.

23:56
Okay. There's a, there's a rule called the rule of 72. And what that rule says is that you take your rate of return divided into 72. And whatever that is, let's say if it's eight is your, your return.

24:16
72 divided by eight will be nine. So you would have an asset double in value, in that case, in nine years, if it's appreciated in 8% per year. And so when you understand the law of compounding, which is kind of the rule of 72 is an easy way to do that, then you begin to think about, well, gee, you know, if this compounding thing works, and I can get a particular rate of return, I could very accurately predict the wealth that I could create,

24:45
you know, and, and so, obviously, you want to get as great a return as possible, but sometimes there's a risk reward quotient. So it doesn't need to be balanced, right? 8% right now, by the way, happens to be quite a good return.

25:02
And, but let's just say that that's what it is. Right. And so if I'm working with a client, and they're an investor, and they tell me they want to achieve a certain amount of net worth by a certain date and time.

25:15
So then we'll look at where they are today. Well, let's say they own one piece of real estate that's $500,000. And if that property appreciates at 8%, like I just said, nine years from now, it will be worth a million.

25:30
That's the way compounding works. Okay. But if that investor takes that $500,000 property, and then and then leverages it into $1 million worth of real estate, not to make it go negative cash flow, but to increase the tax benefits, but also to increase the appreciation base.

25:50
And it goes up at 8%. In nine years, instead of increased of 500,000, it's going to increase by a million. Nine years, the 8% rate equals 72. Yeah, yeah. And if it was a 6% appreciation, take 72 divided by six, it's 12 years to double the asset and value, okay?

26:16
If it was 7.2% appreciation, it would take 10 years, right? So you always are dividing the entity. Anyway, the point is- On the years, we'll give you 72 and that gives you a double. Yeah, yeah. And so it's not that that's rocket science, right?

26:32
But it's just, most people don't think of compounding in those terms, right? And, but again, going back to the discipline of showing up every day in order to take advantage of discipline in life like that in investing, you have to be in the market, right?

26:56
The moment that you pull out of that market, stop showing up to the gym, that compounding stops taking effect, right? So speaking of the gym, you've been healthy your entire life. I don't think you've ever been overweight or unhealthy.

27:15
You've always been training, always been exercising with the body of an Olympian. What do you think are one or two of the simplest things people can do to make their health better? Like what's the low hanging fruit or just what's the simplest stuff that most people aren't doing that they could do?

27:29
What comes to mind when I ask you that question? Gosh, I think it's habits. It's this simple little habit and a fantastic book on the subject would be Atomic Habits by James Clear. And, you know, I mean, there's all kinds of studies.

27:48
I'm sure you know this better than me, but the people that plan their workout routines in the morning have a greater propensity to get them done. But what I find is is that I have a great morning when I have a great evening for that.

28:03
So, meaning that I get up at 5.15, which is my time to get up when I go to bed on time. So, you know, if I make a habit of doing my evening routine, then that sets me up for success in my morning routine.

28:21
You know, and at 5.15, I do that. I get my little lemon water and then I do my due lingo. I do a little bit of reading. And then I'll start into my day. And usually that will be some type of exercise.

28:33
If I have a busy week of work, that might just be the little gym workout. work out. If I've got more time, I'll actually go out on a nice ride or something. You know, in the wintertime, you know, and I've got my little routine in the morning, bike ride in the, I go for my bike ride, do that necessary work thing, and then go sail it in the afternoon.

28:56
Right? So, you know, I would say it, habit stacking is a term that James Clear uses, that it just seems like one habit, good habit, leads to another good habit, and to another, and I would say also the inverse is true.

29:16
But, you know, if I partake of a glass of wine, well then, the probability of me also having a piece of chocolate after that increases exponentially. Yeah, so like habit stacks, so I think about like, um for me like it's it's workout it's stretch it's breathe and then it's meditate and then it's like healthy breakfast is there like a stack or sequence that like is your go-to that you really like to get yourself primed in the morning yeah yeah and you know you gave me that breathing exercise the seven minute very deliberate inhale exhale i love that one actually seven seconds seven seconds out just seven minutes yeah yeah i mean so simple but yet really calming and nice and as i've mentioned to you in the past even though meditation takes time it's almost like meditation in a way sends a message to me that i'm living in an abundance of time you know because i'm i'm able to take the time to do these little things so i i don't know it has created for me a feeling of abundance and peace by meditation you know i i don't get into all the chanting or all this other stuff but uh and nothing against that uh different types of meditation but i i love that simple breathing exercise and yeah i have worked that in and that's a great protocol for morning and evening i would say what do you stack it with yeah well i have like i told you i i get up and i'll have my little lemon water warm lemon water which is great for digestion and so forth and but you know it's more like a ritual and the ritual then you know for my body and then for my mind doing a little bit of learning and i noticed today i i'm 2275 consecutive days undo lingo Yeah,

31:32
so we stack those together with your morning routine. That's interesting. And so, you know, we were talking previously about how consistency is important, you know, and DuLingo is something that I do, which I've actually grown to enjoy doing.

31:52
And I have a goal of becoming fluent in Spanish. And interestingly enough, it's not an area of my life where I would say that I'm uniquely gifted. In fact, I would say pretty to the contrary, I'm somewhat of a slow learner when it comes to languages.

32:12
But you know what? I'm not trying to win some race. You know, my whole life I've been racing and competing and this and that. And, you know, if it takes me 3,000 days or... 5,000 days or 10,000 days to finally become fluent in Spanish, that's going to be totally fine because I'm enjoying what I'm doing.

32:37
I'm not racing against anybody else. And so, you know, sometimes I think we also want to just give ourselves a break then, you know, and you know, it's sort of like the, the curse of comparison, you know, hey, man, he's learning faster than me.

32:56
Well, you know what, maybe it's just more naturally good than you at that particular thing. That doesn't make you bad or wrong. So I guess my message there is, is that we don't have to limit ourselves just to our unique ability.

33:17
You know, we can, we can do things that just bring us pleasure. Yeah. It sounds like kind of evolving to that thinking. Is there, is there anything in the last, let's say the last year, is there anything that you've changed your mind about?

33:36
Yes. Yeah. The thing I'm really onto right now is being different, not better. Big, not better. Yes. And so remember most of my life I've shown up as a competitor. So when you compete, you're entering a field of competition that's already been established and then it's your job to then rise up through those ranks.

34:04
Yeah. Well, I'm here to tell you that is a bloody battle, man. And I don't care how damn good you are. You're going to meet someone better. Okay. And being better is a business of margins and the margins are so, so tight that it is hardly worth doing.

34:29
And also, by the way, if you're doing something that's already been established, are you really needed anyway? Yeah. In other words, the market. Yeah, someone's already doing that. You think you might be able to do it better, but really, you'll see.

34:49
I'm suggesting that that actually might be a pretty tall order. Okay. But if you actually will create an offering that is different, that solves a real problem. Great book on this subject called The 22 Laws of Category Design by Christopher Lockhead and a few others.

35:12
That was The 22 Laws of Category Design by Christopher Lockhead. Fantastic book. Right now, I just finished yesterday on the plane reading. uh, the existing market trap. And you know, what, what happens is, is that people will look at something as a matter of fact, just before meeting with you, I was meeting with a gentleman, fantastic agent.

35:42
And he is looking at possibly building a property management company. And I, I'm discouraging him from doing that. Right? Because it's a very low margin business. People are already doing it. And he's like, well, I know I could do it better.

36:03
I'm like, okay, but is that worth your while to be better? Yeah. Yeah. Um, so I really like that idea of be different, not better, because people believe that they got to be better. But to me, it's always like if you just be yourself, as much as possible, it's inevitably going to be very different.

36:29
So like, how do you find who you are with your unique talents and put yourself in that situation and be the best you which is going to be very different if you're authentic? Well, no one can be the best you, but you.

36:46
Yeah. Right. And so you've got that going for you. There's only one of you. Thank goodness in your case. So what that was supposed to be a joke. The, the point is, is that we, we kind of know, like, I know that I had a unique ability for windsurfing, not so much for Spanish.

37:12
Okay. So if I were trying to be a linguist, an interpreter, a teacher of Spanish, I'm probably got my ladder up against the wrong wall. Okay. Because that isn't my unique ability, right? Okay, so the way that you know you have a unique ability is that when you're doing it, you lose track of time.

37:44
Yeah. When you're doing it, you accelerated a rate which is uncommon. And you know, I think I once I heard a guy say, do what is fun for you and work for others. It's easy to get your 10,000 hours when you're doing something that you like.

38:07
Exactly. Yes. Yes. And so and also, you know, I think it was Aristotle's mom or grandma that said to him, you know, son, if you want to sell big ships, you got to go where the water is deep. Okay, so You want to make sure that you align your unique ability also with an opportunity that can afford you a return that is commensurate with your goals, objectives, and so forth.

38:40
Right? So there that comes from sometimes asking a better question. All right, which is, go ahead. I was gonna say a great book on that is NX versus 2X by Dr. Benjamin Hardy and Diane Sullivan. And, you know, that that is sometimes we will engage in an assortment of activities.

39:11
And it's interesting that the things that keep us busy are also probably those things that keep us from excelling at the highest possible level. Yeah, things that keep us busy. Be different, not better.

39:25
That's, I think people literally believe they have to be better and that could be holding them back. Are there any other limiting beliefs, just common limiting beliefs that hold people back? Thank you.

39:42
Yeah, we took a quick break there, but I wanted to get back into it here. What are the most common limiting beliefs that hold people back? Thank you. not asking the appropriate questions and I think sometimes people will say well why me?

40:06
Why would I be so special to be able to have such an amazing physique or a an incredible spouse or a very successful business and I would just say why not you? Right? And The thing, though, is that most people don't have the courage to ask the questions that would then cause them to take the action to get what they want in life, because if you decide if you're going to take a claim on something, well,

40:45
guess what? It's going to take work, and then you're going to then start having to ask and answer the questions of what it's going to take to achieve your objective, and it's easier for most people to simply say, I could have done it if I would have just done this or that than actually doing the work, because what's hard is when you actually fully commit to something and you give off 100% or as close to 100% as you possibly can,

41:19
and you fail, which will you often will do, by the way? then you have to accept responsibility that maybe you just aren't good enough. Okay. And the thing that is, though, is I would say, most of us, myself included, remember, I said earlier in our conversation that I would reach plateaus and I would go, oh, geez, well, maybe, maybe this isn't for me.

41:47
Maybe this isn't my unique ability. Maybe I'm not destined to be a national world champion, Olympian, whatever. Okay. And I would say more often it was because I wasn't asking the questions. And I'll take you back to 2008 again, that great financial crisis in the Middle States was quite a learning experience for me.

42:14
And there were weeks and days and moments where I just became completely overwhelmed. And I literally would get up to my chair. I happen to be in a building that had a beautiful view of the Colorado mountains.

42:29
And I would go walk to the window and I would take a few breaths. I didn't have my breathing exercise at that time, but that would have been handy. And I knew there were a hundred things I couldn't do where I was this I need for whatever reason.

42:49
But the question I would ask myself is, well, what can I do? And, you know, something, I never had a response to that. That was nothing. Whenever I have asked that question, I've always been able to come up with something.

43:16
So some people believe there's nothing I can do. There's nothing I can do. And they throw their hands up and they quit. Yeah. Yeah. And I, I'm going to say, I'm going to just call bull on that. You know, I, I had a particular moment in time when it was 1995 and I was struggling in my life and wasn't feeling good about myself and I was broke.

43:52
You know, I had lost a bunch of money and, um, and a significant relationship. And, uh, I just thought, you know what, I can pick up letter. So what I would do, I wasn't one of those guys with an orange vest and a little clamper on the side of the highway, right?

44:16
I can do, I feel horrible. You know, I can do, I can pick up litter. Yeah. I, I started picking up litter, like when I would go into a store, walking from my car. Now, I'm not walking around the parking lot, picking up trash, okay?

44:31
But if I could see a piece of litter in my general direction, I would just sort of pick it up and then when I got close to the door, there'd be a trash bin there and I'd throw it in the bin and go. Okay, well, that very small app got me back on the rail and realizing, you know what, I screwed up, but I'm actually not such a bad guy and I'm doing some good in the world.

45:02
And by the way, if everybody showed up in life like I did and picked up litter on their way to and from the things that they were doing in their course of day, we would have no litter on this planet, okay?

45:18
So, that was a stepping stone that was well within my capabilities, well within anyone's capabilities that they can do to make a positive impact. And it's kind of like James Clear talks about in the topic habits, it becomes a habit second.

45:37
Okay, well, once I got the litter thing down, well, what can I do now? Okay, well, maybe once I get to the door, maybe I wait and I just open the door for somebody, I make a random act of kindness, how about that?

45:51
Yeah. Right? There's always something you can do. Yeah, and then maybe when I see somebody that's got a beautiful smile, I tell them so. Right? And maybe that makes their day. Maybe, you know, like, do you think that when people saw me walking into this door that they knew I was suffering from the state of depression?

46:15
You know, borderline suicidal? Okay, probably not. Okay. So, you don't know what people are going through. through in their lives, right? So if you can do a random act of kindness and put a little light on somebody's day, be obviously genuine, you know?

46:39
If the guy has a crappy smile and he's frowning, don't say you have a beautiful smile, but you know, call it out if it's appropriate. So with your experience, and gosh, you dropped like 10 books already.

46:58
Think about like mentors and people that you've worked with. What's the best advice you've ever received? Does anything come to mind when I ask that question? Well, the first one that came to mind was one of my mentors and I've had so many mentors in my life for which I'm incredibly grateful is that Ken Winter, he's a, you know, I was a one-time world champion.

47:23
different, like, nine diamond champion. And he's a little older than me. And when I, when I abandoned my Olympic campaign, and became professional, I was on the same I was sponsored by the same company as him.

47:39
And he would develop this leading edge equipment, he would let me basically use it, as well, kind of his hand me down, so to speak. And I learned so much, not just from, you know, being able to use equipment that he was developing, but also just his discipline of showing up his commitment to never ending progress.

48:02
And one day, he and I were playing badminton, I mean, backgammon, rather. And I was just learning the game. And he was leaving me even though it's a game of luck, there's strategy involved, of course.

48:16
And, and he just kind of looks over at me, and he says, you know, Don, I'm never going to let you win. And that always has resonated with me. And I have beaten Ken, by the way, very infrequently, this is no word.

48:38
But it's because I earned it. Okay. He didn't just give it to me. So, you know, in life, different people are going to give you different things. And what Ken taught me was to just give everything I possibly could give to be the best that I could be.

48:57
And know that there. That's what it's going to take to win. You know, it, you know, I think in our society today, you know, we've got participation trophies and all this stuff, right. And, and I'm glad that those kids are out there doing those things.

49:17
But if you know, oh, that, you know, that they're winning by just going up, I think you're setting them up for a dose of reality that is gonna be hard for them later because you're going to be expected in life to produce results.

49:46
And- Always do your best. Yeah, yeah, for sure. And so, and that was, I guess that was what the pre-ride, you know, life also is a little cool, man. Have you seen the movie Private Ryan? Oh yeah. There's a moment where those two guys are in a fight upstairs and the guy puts the knife through the guy's chest.

50:14
Yeah, okay. And that moment has... pierced my soul in a way, realizing how brutal life can actually be. Because he begged, you know, for mercy in that moment. And he didn't receive it, right? I mean, the guy did end up killing him.

50:37
And that was such a brutal thing. And yet, what you need to understand is that there's a perfect accounting in life. And if you try to cut corners, it's going to be accounted for. Okay, there's no free ride, man.

51:00
There's no freedom. Always do your best. There's no free ride. Is there any advice that you received that like, is the worst advice you've ever heard? Like, what's like something that just like triggers you like the worst advice you've ever heard?

51:15
You hear people say it and you just like totally disagree. Hmm, gosh. I'll have to think about that for a second, because I feel like I've often gotten so much great advice. To me, it's like, like traditional beliefs that like are no longer great for the context that we live in.

51:35
Or for me, like I didn't agree with a lot of the stuff I learned in school, you know, in nutrition and in the hospital with like how they're trying to solve problems, and they don't actually treat the root cause.

51:49
Based off your experience, any really bad advice? Yes. Yeah, yeah. Okay, I get you. You gave it to me by mentioning school. And what it is is that in school, we're taught to be well-rounded, you know, to have a basic knowledge of a lot of different things.

52:11
Yeah. And what I'm here to tell you is that is a recipe for mediocrity. Wow. Okay, so I could call Traits Master of None. Yeah, exactly. And I do think that there is value in having a basic knowledge of things.

52:28
So I'm, I'm a fan of school, by the way, I'm more a fan of learning, but once you have a basic foundation and you have done enough studying to understand where your strengths and weaknesses are, man, I would say hone in on your strength and take that to the moon.

52:50
Right? Do not continue trying to be good at many things. Jim Collins in the book, Good to Great, the good is actually the enemy of great. Yeah. Right. And so, yeah, go for greatness. And what is hard about that is you're gonna have to let go of so many things.

53:19
Going for greatness. And being great. This is one of my favorite questions I like to ask people. What is it that inspires you that motivates you that that you use as your personal fuel to attack the day and you know, your why your big field?

53:34
What do you use? To be able to make a difference. I want to I know that I'm a mortal. I know that I'm going to be gone one day. And I would like to believe that the influence I had on others would perpetuate in some positive way that I might be able to impact the trajectory of somebody's life.

54:04
And maybe it's a little better, happier, healthier for them because they came into contact with me. It's because you know, we're just one person. And while we can do a lot in our lifetime, it is just failed in comparison to what we could do by influencing others.

54:31
Because it that can have a ripple effect that can just continue to compound like we were talking about in a way that you could never imagine. You know, I mean, think about Mother Teresa, for example, you know, just this little woman that decided to be of service.

54:54
And I would say, inspired millions of people to be of service, right, for acts. And so, you know, I'm no Mother Teresa, that's for sure. But if there's little things that I could do, that would influence the trajectory of other people.

55:17
That's the person I want to be. There's there's nothing like receiving that text message when someone says, thank you, something you did impacted my life. I mean, that's a that'll change your week. Absolutely.

55:31
Yeah, absolutely. Yeah. And I, you know, I know, I'm sure, you know, I know I have sent you those messages when you have given me a word that inspired me. Oh, you actually wrote me a hang up on my gym.

55:46
I read it all the time makes me feel great. Oh, wow. I love that. You know, it's funny, the people don't realize how these little things I remember going into this guy's office one day, and I coach like 10 years ago, and a card I had sent him was sitting on his shelf.

56:12
And I'm like, are you kidding me? Okay, so just you don't know. you don't know when that little thing that you do is going to lift somebody and make a difference in their life. I mean, or inspire them to go for whatever it is that they want to go for.

56:39
Which, you know, by the way, one of the best questions that I've ever heard was a guy said, well, what are you excited about now, man? Yeah. Right. That'll open up some parts of your brain. What are you excited about now?

56:57
Yeah. And what can I do to help make that possible? Who can I introduce you to? That's great. That could help you. And the achievement of that objective. And, you know, that's another thing, by the way, you know, I'm planning to write a book and I'm in an area where one of my favorite authors, I was telling you about the 22 categories, the 22 laws of category designed by Christopher Lockhead is, I know somebody that knows him,

57:43
right? A guy that I used to mastermind back in the day, and Tim Rohn is his name, and I thought, man, I'm going to reach out to Tim and I'm going to see if he'll introduce me to Christopher Lockhead, right?

57:59
Five-time best-knowing author and three-time CMO of publicly-traded tech companies, literally the godfather of category design, right? So somebody that I admire and look up to. Anyway, I reach out to Tim.

58:16
Of course, Tim's excited to hear from me, and we've had a lot of good times together. And he's like, yeah, absolutely. So he goes, why don't you send me a text about why you want to meet Chris Burr and I'll pass it on to him.

58:32
And I did. And he did. And guess what? Last week I had an hour and 15 minutes call with Chris Burr-Luckett. Oh, wow. Yeah, and it was so exciting to me and inspiration, you know, and just, it was a little, you know, it was a little bit intimidating because, you know, you're reaching out to somebody you may be idolized a little bit and you don't want to, you imagine, am I going to be able to hold this guy's attention?

59:07
Is he going to want to just shoot me off the phone or whatever? We ended up having an hour and 15 minute conversation for which I'm incredibly grateful. And we've had many texts exchanges since that time.

59:19
But let me tell you, man. One of the things that I'm going to do is I'm going to figure out how to add value to Christopher Lockhead's line, right? I'm going to go, I just finished this book yesterday that you want to just release, which is the, uh, the, um, existing market trap and I'm going to go put a review up, right?

59:40
It's a small thing, but it's something. Right. And then I have some ideas that he could use to further his, um, messaging about category design, so I'm going to make sure that I give him to him. I'm going to go read his book again, though, first, so that I have, feel like I have an intimate understanding of it, but, um, but anyway, fun things to do.

01:00:09
Um, well, switching gears, I want to, I want to ask you about AI because that's common, it's coming across all industries. Um, and your business will tell us a bit about your business and then tell us how you incorporate AI and the way you do business.

01:00:25
Yeah, gosh, I'm studying it every day. I'm actually in a 90 day course right now for AI and I'm taking it real seriously. And it's funny you, uh, we were talking about that just following the conversation with Christopher Lockhead, because he, he's currently advising 12 AI for startups in Silicon Valley that are venture back.

01:00:53
So he's very much in the know with what's happening now and where things are going to go and in real estate, he says, Don, you probably got two years, two years until your industry completely changing.

01:01:08
Wow. Right. And because we were talking about, you know, cause I have a tech company pro insight that is providing relational tech, you know, our, our industry is really, uh, for not Well, the average age is over 55 years old.

01:01:27
There's something like 60% of the business is done by people 55 years or older. I mean, it's crazy. Anyway, the point is, is that these guys are not necessarily, they didn't grow up with tech. So it's coming on them.

01:01:47
And so what we're doing is we're using AI to develop a category called relational tech. And relational tech is taking a relationship based service professional and powering them with AI to be able to deliver an enhanced experience to the consumer.

01:02:05
And so, more specifically, how does that work in real estate? Yeah. Well, for example, in real estate, there are six things that we clamor for. capital appreciation, cash flow, tax savings, ease of investment, legacy planning, or perhaps just taking care of our property.

01:02:28
So we all want all six of these things, right? But you and I, you're younger than me, you might be aspiring more to capital accumulation than cash flow or tax savings like I might, right? Because of where I am in my career.

01:02:47
The point is, is that while we all want all six of these things, we might have a different priority order. Well, what AI can do, and what we're doing with our tool is then going in and looking at a person's portfolio, and then looking at it with the context of their goals and priorities, and then making suggestions based on that.

01:03:10
So you're taking this relationship-based advisor and turning them into a modern-day advisor because of the power of AI. Because that AI tool doesn't get tired, doesn't need to sleep. You can train it to be a world-class advisor, and it is tireless.

01:03:31
You can go look at your 500-person database and those 605 properties, and looking at the characteristics of each one, and identify the one that should be a seller finance installment sale versus the one that should be a 1031 exchange, etc.

01:03:47
So the point is, is that AI can really give you the ability to play to your strengths. If you're a relationship-based agent, you don't want to use tech to start treating people efficiently. You want to use tech so that you can be effective in your service to that client.

01:04:19
It's funny because in the early days of tech, you practically had to be a programmer to use it, and it's progressively become easier and easier to use tech. Now, we can literally just talk to it. You know, I was at a mastermind in Dallas the other day, and I gave a founder of the exp an idea who in Sanford, and it was about if we were going to be attracting someone, how could we figure out who would be the best person to co sponsor with them so that we have a better chance of getting that recruit and having them have a better experience with our company.

01:04:59
And so I went through this process of having us each create a profile with our unique gifts and abilities. And so then the AI would look at the recruit and what their goals were, and then look at the unique abilities of all the people in the company, and then match up and start making recommendations and say, Okay, Matt, if you want to sponsor this person, you should reach out to Don Yocum because he was a KW agent like this guy and they have something in common there and he has done this and such.

01:05:35
And the point is, is that they can scan 88,000 agents and the unique ability of each and every one of them to give you the top three recommendations. It's insane what it can do, right? And so now that recruit that you're clamoring for is not only going to get new, but you're going to partner with the best guy of 88,000 to serve and support that new recruit at the company.

01:06:05
Right? Well, I gave this idea to him at 10 in the morning. He went to his hotel and when I say I give it to Glenn, he goes, Hey, I want you to talk to Seth or CTO. So, um, he connected me. I went out in the hallway.

01:06:21
I spent 15 minutes with that and I gave him the whole idea of how to orchestrate this, right? How I would like to see it done. That goes to his hotel room. We're, we're in a hotel. He does 22 pumps with a site called lovable.

01:06:42
Yeah. He creates a site and presents it to 400 of us that afternoon, only working operational with the concept that I had given Glenn that morning. That's the power of AI. So we, we are going to be able to do crazy stuff, man.

01:07:09
And I know people are scared of it. I'm scared of it too. Okay. But, you know, courage. Which is not the essence of fear. It's being willing to proceed in the presence of it, right? So it's okay that you have these trepidations about where our society is going.

01:07:34
You're human, man. Okay. But don't let it paralyze you. Ask the better question. Okay. This can be, it's a double-edged sword. This can be a friend or a foe. How can I use AI to better serve my clients, right?

01:07:56
You know, like when you've been coaching me, you have, you've been using AI to ask it questions that might give me some insight on some things. And I think it's a good brainstormer, you know, it'll give you, you know, formats, it'll give you ideas, it'll give you just structure sometimes, but really just something that you never think of.

01:08:19
And when you get it to ask questions, and prompt the human mind's creativity, you're prompting human creativity, which I think is great. It's amazing, you know, and I, as I told you, I'm going through a course right now, but I have, I've decided I've made a discipline of engaging with AI every day from the rest of my life.

01:08:45
And I, yesterday on my flight, I was prompting chat GPT, because I'm, I'm working on category design for Pro Insight. And it was, I was going forth with it a half a dozen times to just refine my thinking process.

01:09:08
Right. And so, yeah, I just, it's kind of a fascinating time, the tools that we have. And I hope that we'll take great advantage of it, and do some good with it. Well, Pro Insight is like an exciting new business.

01:09:26
How is this helping real estate agents support their clients better? Well, we do a couple things, but I would say the biggest one is we're taking these baby boomers, who are controlling the majority of the business and we're tech empowering, we're giving them what we call relational tech.

01:09:43
And we're giving them insight into serving their clients, that really only AI has the ability to do, right? Because if you've got 500 clients with 605 properties, you don't have the time to go look at each and every one of those and make suggestions to those clients and serve them at the same time.

01:10:05
So you're, you're basically delegating the analysis of what would best serve that client to AI, but then you to deliver it with personalized communication. Right. And so it is, it's pretty, it's going to be exciting for these baby boomer agents to empower them with these modern day tools, literally making them a modern day advisor and giving and for enabling them to give their clients advice that might not have ever occurred to them.

01:10:51
Wow. Yeah. The AI can now like, we don't have to code. We don't have to do any research. Like we don't have to go digging for the needle in the haystack. We can just say, Hey, where's the needle? Where's the opportunity?

01:11:03
And then we can do what we do best. And that's communicate and support people. 100%. Yeah. Yeah. It's, it's pretty cool. And just dig in, you know. start where you are, download chat GPT, start asking it questions.

01:11:21
By the way, do you know what the number one use case for chat GPT is? Oh, what is it? Personal therapy. Really? That's funny. I've created one project so far and it could have been like, know my business, it could have been structure my finances, it could have been something about my health.

01:11:38
The one project I have is called Matt's Therapy. It's the only project I've created so far where I really dug deep and got a lot of stuff out of there. Well, it gives you solid advice. It is like, doesn't it?

01:11:52
Yeah, and it's like so personal and intimate. Sometimes you don't want to say things out loud, but you feel comfortable talking to a computer about it. Well, even when you're coaching me, there are some things, I mean, I'm pretty forthright with you and transparent, but there might be things that I don't necessarily want to share with you because I don't want you to hold a negative image of me.

01:12:15
Yeah, I mean, that's, humanity is always there. Right? Okay. But I can go to Chachi PT and I can be fully transparent. Now, I may take what it says and come back to you and say, hey, Matt, what do you think about this idea?

01:12:35
So I can have a human touch on it, right? But the point is, is that it is a treasure trove of information if you want to use it. And I'm excited about it. I'm just really scratching the surface for the capabilities, of course.

01:12:57
And I am fascinated with what I'm learning. I think, I mean, every day, if people have got like a to-do list, but there's something that they're stuck on, if you've got a household problem, or I was talking to her about landscaping last week, what are my options here?

01:13:14
Any problem that you're having, you just turn on chat GP and I just start talking to it. And I create a context about the situation. I talk about how I want this to look when it's solved properly. And what are my options here?

01:13:27
How can I fix this? What do you think? And then it just saves you so much time. Now you know where to go with it. Yeah, that's right. Yeah, you know, I've long said that we will be judged by the quality of questions that we have.

01:13:43
And I'm now learning that actually being a prompt engineer is one of the most highly valued positions now, right? And you could apply that to AI. You could apply that to human relations. Just being more thoughtful about the questions that you ask people to dramatically impact your relationship with them.

01:14:10
So, you know, something to think about, you know, you know, they take garbage in garbage out, right? And notice, by the way, when you ask Jack GPT, a mediocre question, you get a mediocre response. Oh, wow.

01:14:28
Huh, I guess so. How could it go any deeper? We didn't give it anything else. It might come back to you and say, hey, Matt, get your thinking cap on. Let's have a better question than that. All right, we can talk AI all day.

01:14:43
I want to get into some health questions. I want to dig out what's helping you stay healthy. So I can share that with my guys. What are your favorite, your top three supplements? If you want to take three supplements for the rest of your life, what are your favorite supplements, top three?

01:15:00
Well, the magnesium, calcium magnesium, calm is a great supplement for evening. That has been a great tool for me to, have a more restful sleep and also too, it's been great for cramp prevention when I'm exercising.

01:15:24
And then I have a macro greens is a fantastic supplement for balancing my blood sugar. I have that every single morning. And sometimes, you know, when you have that, can have that afternoon mole, that's a fantastic supplement.

01:15:42
It's basically crushed vegetables, right? I like that as just like a refueler and get some energy, putting something in your stomach that has no calories, by the way, and can almost suppress appetite.

01:15:54
I like that. Yeah, and then coupling that with the vinegar. What is the, it's not the stomach vinegar, it's- Apple cider vinegar. Thank you, apple cider vinegar. Yeah, that also is great immune to, and so forth.

01:16:15
So, the- those are my top two probably and good old vitamin C is great as well. Before I'm taking a trip, I'll always take a hit of echinacea to boost my immunity as well. And you know, you've turned me on to something, the amino acids and stuff are working out, also can be pretty powerful.

01:16:46
But yeah, that would be it. I mean, lots of things you can do, but those are the ones that I'm using day in, day out. Nice. Good ones there. Is there a health and fitness myth that drives you crazy? There are myths that people are always talking about, oh, hey, have you?

01:17:05
Yeah, yeah. Well, I mean, I think the most obvious one is to think that you can exercise your way out of the calories that you consume. Yeah, you know, what's funny about that is you can, you can gain a pound in a day, you can eat 6000 calories in one day, you can gain a pound in one day, you can't really lose a pound in one you can't burn 3500 calories in one day.

01:17:29
So, you know, and even like if if your goal is to maintain weight, like if you have one day where you eat a piece of cake, you know, that means at some point you have to be at this deficit. So I think we almost have to always sort of live at like a 100 200 calorie a day deficit.

01:17:45
That way, there will be those days where we splurge or we celebrate or whatever it is. Yeah, yeah, for sure. Well, it's 3500 calories to a pound, right? Yeah. And so that it is the diet, the food we put in is 80% of the game, right?

01:18:07
The exercise is probably the 20%. I mean, you do, you can obviously increase your metabolism through exercise, but you can't, you can't outrun that eating habit. There are too many carbs. I tried, by the way, on many occasions.

01:18:23
But with the amount of amount of cardio that you do. Yeah. Well, that's my next question. If you had one exercise you could do for the rest of your life, what would it be? And it can be windsurfing. It can be swimming.

01:18:35
It can be any exercise. What would you do? Yeah, just riding my bicycle. Yeah, that's probably my go to. But at some point, you know, I would say, I mean, just going for a walk or a hike is also amazing.

01:18:52
You know, when I'm when I'm really on my game. I'm very conscious of going for at least two and ideally three walks a day. It's I mean, the dog is amazing, right? Just because you want to get them out and get a little exercise and but just having the daily habit of taking a short little walk.

01:19:15
after each meal and help you metabolize it and get you some fresh air and exercise the dog. That's great. You know, having an early dinner and then the walk even better. Yeah. You know, simple stuff.

01:19:35
What? What is your most hated exercise? Running. Only if I'm being chased by a bear, but probably that's because what's that? What a bicycle or or any other vehicle that's faster than I've had. I had a pretty bad mountain biking accident that resulted in two hip operations, two hip replacements.

01:20:09
And so running is not really in the cards for me. Although I love hiking, my son and I do the Pacific Crust Trail every year for a few days anyway. And so that's a wonderful exercise. But yeah, I'm not a big fan of running, especially now that I'm aging out a little bit.

01:20:31
It's just a little harder on the body. What is your go-to healthy meal in general? What's your go-to healthy meal when you're short on time? One or the other there? I would say my, you said two things there.

01:20:52
Your go-to healthy meal and then short on time. And what it brought to mind was just a slice of turkey or something, get a little protein, pretty clean. And my dog, I said, because I give her one piece when I take one.

01:21:10
And so it's kind of fun. And so that's one thing. I wouldn't call that super healthy, but at least it's not bad and it's really quick. And I find that protein fasciates me a little bit better for longer, so that is good.

01:21:31
And I'm actually a pretty big fan of salads. You know, kind of my go-to meal of dinner would be a salad with a little chicken. There you go. Yeah, that's good. I like that a lot. You mentioned, I don't know, like 10 books already.

01:21:47
Which book, you only got one here, Don. Which book has influenced you the most? Man's Search for Meaning by Victor Frankl. Yeah, that book is, I think the Library of Commerce claims it's one of the 10 most important books ever written and I can see why.

01:22:08
And you know, there's common belief that We, in life, will tend to seek pleasure and avoid pain, and that's kind of a Tony Robbins thing. And I do believe there's a lot of truth in that. But I think the key to happiness is really to have meaning in your life, and to have a purpose, and to have something that you're working towards that's meaningful to you, and that might even preclude you.

01:22:41
If, if one can find meaning, I think that then you can find happiness, because you're going to be in the pursuit of a worthy goal. Yeah, you can keep going at the meaning. Yeah, and it, you know, especially if someone is having a difficult time in their life.

01:23:03
I think it's a great book to visit, of course, Viktor Frankl went through the concentration camp, so, you know, you can only imagine the horrors of that. And I thought to recommend that to someone who's going through a lot.

01:23:19
That's interesting. Yeah, just I would say just be a little bit careful because it's also kind of heavy, you know, I mean, so you might need to step into that. But when they're ready for it, I think that it's a fantastic book to help somebody find their purpose.

01:23:38
All right, getting a little more optimistic here. When you work out, do you have a favorite hype song, you know, any song that you had to put on repeat to get you pumped up to work out? What do you like?

01:23:52
ACDC Back in Black, maybe. Oh, wow. Yeah, Marcus likes Thunderstruck, so you guys can hang out and go to like an ACDC concert or something. Yeah, no, I actually, I'm an 80s guy, right? So a lot of my songs come from that era.

01:24:13
But Boston Long Time is another song that I'm a big fan of. Oh, yeah. But, you know, that's just a big pump up. You know, I music is amazing. And, you know, not just music to get you pumped up, but also, you know, music.

01:24:36
Yesterday on the flight over here, my wife and I were listening to some music together. And we had a really tearful, beautiful moment, you know, she had created, you know, a song. And about and you know, it's funny how certain songs will anchor you to certain people.

01:25:00
And there are certain songs that you know, I connect around. And so music is a beautiful thing for sure. Yeah, me and my wife, we connect on that Sir Mix-A-Lot song. It's a cold, nevermind. Anyway, all right, before we wrap this thing up, guys, a great question to ask, what are you excited about now?

01:25:23
And if you want the formula for Olympic success, show up every day, show up every day, do the work. Do the things that you're gifted at for longer than anyone else and have some patience. Sit in there and have some patience.

01:25:38
Always do your best and be different, not better. And after you eat your meal, take a walk. That'd be good. Don, before we go, can you tell us, what's your current service? Who do you serve? What problem do you solve and where can we find you?

01:25:55
Yeah, well, I'm building a tech company Pro Insight. You can find that at proinsight.com. And that's where we're delivering relational tech to the agents that matter now in the real estate industry. But you can find me there.

01:26:12
or visit don at proinsight.com and uh or reach out to me you know if you want to do social channels facebook not really an instagram guide i guess i'm gonna have to get up to speed on that but uh on uh regular on facebook you know anyway matt thank you so much for having me well don thanks a lot it was an honor to have you here it was an honor to have your ear uh listeners and uh we'll see you next time