Delegation Secrets That Made Me Millions

so about four years ago in our company we had a very pivotable Mo pivotable a pivotal moment step you have to edit that after please don't you have I just had like a total no no no it's okay none of your business Oshi none of your business Michael it's the noneof your business podcast hosted by Michael and oi welcome back everybody to the noneof your business podcast ushi we had a great week this week because we didn't really see much of each other so we independently accomplished a lot you're short selling it we haven't seen each other for like three weeks okay okay so we had a great three weeks then yes and uh today I'm excited because we're joined by none other than Mr Ira zitz Ira uh you and I have been LinkedIn friends for quite some time we've uh commented on each other back and forth and we've messaged each other and it's an honor to have you here I'm really privileged and uh I feel like you have so much to share I've heard your other podcast that you've spoken and um already have been enlightened and already have seen so much of your growth throughout all the years um ushi when you went for your mortgage right you you got a mortgage on your house everything was about the rates right everyone was like fighting for the rates and fighting for the rates I want to get right into that because I know that you started this and you embarked on a journey that you had an idea and of course you went with it because that's your style and you don't let that Vision just sit Japan parency did I say that correctly g g parency Perfect all right it it's a the best way to start this conversation because this podcast happened to be sponsored at least so far by Prime Source Prim Source our company that we built over the past two decades is all about te parency transparency that is exactly who we are as an organization and that's one of the reasons why I was so excited to have you come here to tell us about what happened that you started revolutionizing the industry was the timing correct is the technology there is the data there so I'd love to learn about that so much to talk about in terms of what you've done throughout the years and you know talk to us about LinkedIn and about how you've grown from there and all the different secrets of the trade and but also I'd like to learn about your life you know you know we said earlier you know uh we were kibitzing before we went live about you know waking up early what time do you wake up in the morning how do you get everything accomplished what do you do to to to figure everything out throughout your you're a pretty busy guy so what is that what is that secret SEC sauce um all on one leg please I stand up right yeah yeah well you don't need any introduction so you know we might as well get right into it I think that um first all thank you very much for having me and um I hope that I don't have the same sentiments that I hope we talk more often not that we celebrate they haven't spoken in three weeks love it so I think that as far as that the one of the biggest like every one's strength biggest strength is the weakness so my biggest strength is delegation so my my the key my key thing is delegation and uh I think of the king of Delegation um and it's because I'm only take the risks sometimes backfired many times and I don't focus on the losses I focus on the net bottom line am I better off because of it or am I not better off because it's I could sit here and do a podcast now and be able to be here because the set things up that officially someone else has those questions those answers and I find that you know I have a whole you know when I when I train people to delegate the concepts about it is that I tell people that no one's perfect and at the end of the day if you find somebody don't look at it look at it you're saving your time so when I walked into someone who's like a control freak they can't delegate they can't do anything I tell the person if you had half your day available how much more money would you make so as a number depending where what position you're in right he says I I make 200,000 more a year $300,000 more a year tell the person go out tomorrow morning and hire someone for $200,000 Be Right End don't make mistake when hire someone straight out of school of course you're not going to trust that person start with the person 200,000 or whatever the highest the most competent person you know start from the top down but I the key thing is don't look at their time and their money look at yours so the number one reason why someone doesn't want to delegate and this flows into why it was easier for me to adapt to AI some people have an issue when they view the whole AI world is that I say take a person that's sitting to your right of you you would do this project how long is it going to take you an hour you say but if I delegate out to person on my right to assist me me I'm not talking about you take out the person on the right they're not going to do it as good as me it's true they will never do it as good as you no one will ever do it as good as you but how long would it take you to explain them what to do they say it doesn't make sense take me 25 minutes to explain it when I get it back after to edit these mistakes I spend another 25 20 20 minutes and then that person is spending two hours so 2 hours and 45 minutes I'll just do myself for an hour I say now you make a mistake because you don't care about their time you care about your time you just went from an hour to 45 minutes and the Project's perfect right you edit it you started it right I yes was could could you a system make mistake you can't fix you know it's like you know they that's a spiritual question it's like hypothetical qu can God create a rock so heavy he can't pick up right you know you could fix any problem so but again if the person is really competent not the 50,000 employee you might get that the person 50,000 we talk about that again where AI changes the competency of a person is what's going to happen the next time you have a file take you 44 minutes and 43 and before you know it they're going to tell oh should we do the same thing the last few times before you know it you're not involved in projects anymore and that's how you're going to grow but most people really scared of getting replaced they're scared of this person could do what do you me for and that's really the problem but so I start a delegation I got burnt because of it but the greatest moves ever become because of it when you find that right person clicks you could grow your business your department you know and go crazy at that point then some people are nervous oh if they know everything they could leave me you know so there's plenty of lines online about you know if you don't train them what are they worth and you know I look at it that if somebody's good enough to go on their own they probably I'll figure out to make a lot more money by staying together so I used to take a lot of Pride thank God until I got into my head the clarity that the world is going to change in my mind I could have been wrong at that time people wanted to write me off the time like well he's like losing his mind a little bit but once I made up my mind that the future of my business is changing and I can't stay here and my father used to use this uh this thing all the time you sting a rocket ship to the Moon right unfortunately I was sitting here while all this unfortunately going on in Israel so so they they they don't just shoot for the moon as there straight up the Earth rotates the world moves so have to get an angle that by the time it gets there it's going to go hit so it's the same thing it's like if we're making a decision where do I think the world in my business is going to change until I made that with the exception of two people one that had to let go and one that got like a baseball contract like a $12 million signing bonus by a competitor no no broker no successful broker ever left me like the people say they left didn't make it or they left on the way successful Brokers till that point and then I had a it's a cultural Division I think the world's going this way if you think it's going this way r away with me you think it's going that way some people said I I think it's going this way also but I could squeeze that another two three years of the old way so you know what I mean that type of how's it going that's it now I'm other side I thank God and you I always thank God every you know I say now going into this Market as it opens you know everyone had tough years and everyone you know ran to the next level i i d now that the I gained the last couple years I should stay with it for the rest of that you know what I mean like don't fall into that something that Iris said uh really hit a mark with me so about four years ago in our company we had a very pivotable Mo a pivotable a pivotal moment step you have to edit that after please don't you have I just had like a total no no no it's okay that's you should put that makes that's a pivotal moment in our company so um a couple of Partners we had an argument we have a uh rockar sales rep in the company um really really good sales rep like qualified experienced and just you know give them more time and they just bring more deals to the table and they Clos they're closes as well like they're just rock solid and we invested a lot of effort and a lot you know into that individual and ultimately we were thinking at that at that point should we sort of take this person and put them into a managerial role and have them manage other reps because they're so good but then again if we're taking them out of the field we're losing out on what they could be doing on their own which is magnificent they're bringing in very large deals big sales and taking them off taking them off the record is like every minute there money lost it really is but then again we want to see if we can have this person teach other people to potentially get to where they are and then we can replicate that duplicate that it would be amazing there was a very big quandry that we had as a company and one of the partners said something then at that meeting and it was very profound and it really changed the nature of you know how we do our our sales now is he said look let's say this person brings in a a million dollar in Revenue every single month they're making $12 million in Revenue a year which I mean it's a big number as good as this person is the next person who's half as good or will be a quarter as good will bring in let's say $3 million a year at a certain point no matter how good this guy is the guy is $12 million a year $30 million whatever that number is there is a ceiling he's a human being there's only so much he can do eventually the more people you're bring under even if you have to have more people 50 people they'll out sell that person at some point at some point there's a certain number of when they will out sell him the volume the volume they will out sell this one person so let's take him reel him back let's dial him back and let's put him into that position he's going to train others and we get it for a year or two whatever it is we're not going to have as many sales in the company but for the long run keeping your eyes on the pins when you're bowling don't look at the floor what's right in front of you look at the floor don't focus on the vs meaning keeping your eye on the floor that's what you meant to not down the pin they keep your eye in the floor in order to yes so you know Focus exactly the most important thing you know getting to the to the landing spot you want to get to and we did that and we we actually did it and it was it was hard it was it was not easy in the beginning you're at the end of the movie now or the middle of the movie still we're still in the middle but we're in a very good trajectory So today we're in the middle seeing the positive results that correct so today we have 13 sales reps and all of them were pretty much fresh out of college you know we trained and we invested a lot of time a lot of effort into each of them talking about months and months of training and then no productivity for the first year like they weren't closing any deals because it's a tough business to learn we're in a Consulting business you have to really know you have to know yourself before you can uh really be productive and we're starting to now see the dividends from it we're starting to now see that the little bit that everybody's doing is slowly it's adding up it's adding up and it's making a difference so we still have this individual in the field and he's starting to you know get back and doing his own sales but I I do think there's a lot of Merit in what you're saying is that it's delegating is is very important because you're not just having more people around you you're also freeing up your own time and it's it's kind of looking at it backwards if you think I can delegate cuz then I got to do because other I'm the only person that's going to do it well you're holding yourself back so I just give an added tweak to how you how you went about it this is what you do with him my whole career I hired great Brokers had to groom them to be the best they can and move them up everybody has a weakness instead of first of all there's a big risk pulling out a player manager two different breeds of people right some people just like I don't how to teach it what they're doing that's why I got people say I'm not hiring that coach if he's so good why can't he sell cuz he doesn't know like you know I I did the band surgery I weighed 100 pounds more about that's a whole another story really yeah so when I was I went out to I was nervous about you know they wanted to make sure that the to lose the weight and and and not have like they scare how your body's going to fall you know so I started exercising every day and one of the things I did is I took up tennis because what sport I'm not athletic but what sport can you go you know so um today it's pickle ball by the way yeah so but I'm very friended by this you're saying that if if you're not the greatest athlete and you need to pick up a sport you should pick up tennis is that what you're saying no one you going to start now tennis is the only sport you can paint 80s and 90s no the sport could you play that late you mean you could dial it back to when they used to how they used to play the game play no no no you could be older and play it you could be not in the 1980s you could you can play golf you can play basketball you can play other sports you see 90-year-old playing basketball no well they don't they don't have a bunch of other 90y olds to play with depend just one person pause but that's the point it's not true they can't play with a 60-year-old and a 50-year-old you'll knock them out uhuh right so that's that's as far as that goes I actually saw a major athlete who told me that he's taking on tennis now because in every the sport for good or bad they could blame other people it's like baseball it's a team over here if he messes up it's like it's only him it's all on you you got all the credit and all blame so when I took up tennis so I was there and you know I live in Lakewood and there's a there's a Manis on there's a tennis place and they have like the greatest tennis players in the world to come when they trip US Open so one day that think I I remember her name like she was number like four in the world then and there's someone serving there and the guy points out to me he person serving for okay he's number whatever in the world he's the greatest server on the planet but he doesn't have a hitting back he can't compete he can't Valley he can't Valley good so but he's the great so she literally could tell him exactly you want and he could like serve it exactly that's my point a Prof doesn't mean he's not a good player he this's one knows that to serve not the Pres Great Valley can't serve for the life of them when you get an expert in the field to coach you in that one item look where the person could coach so bring it back back over here this person is a great sales person instead of jumping them to manager is in the same delegation ask this person what's slowing them down like do more sales and the way I actually train the other people staff I train mortgage brokers is that I bring in a new broker and I just let them I break down the steps of the process with they're just going to be a telemarketer so to speak for that senior broker to close so they get a cold call all day and they every lead then they don't have to know the business the pressure is off of them they get on the phone say hey I'm calling from whoever his name his office is I'm calling from his office one gu set up an appointment the great the same person who believe will one day be him when they're when they're telemarketer let them start and then as they move up the ranks this way you're not risking him he's even better because he's closing better leads at the same time they're watching how he close those leads so you don't it's the same you get the end result without less risk along the way but also that next grooming now you take by the way that who of the 13 people you H to 10 people hired who's the best of that group and ask that person what do you need to do better that person can be better creating levels it's not levels where it's like a pyramid levels it's levels where that's how you train them and then however you do overrides what you do in the process you're kind of mixing and matching everybody's strengths and you're pulling it all together slowly but surely the the best rise to the top and they become their own and everyone else along the way start giving them salaries you real this person is really great at making calls they give them a little bit of a base extra there and you balance out their egos and the motivation their cash to make that system work and before you know it you start producing those top Brokers without the same risk the same idea without any of the risk processes so if you're go to the Next Generation that's how you get this this uh this working I like it I like it a lot one of the things we're considering is now giving an added layer to each of those reps of an assistant not like a real assistant but like a sales support concept where they don't have to do a lot of the you know the the leg work they're just you know on the phone talking to people we saying the same thing but ask they see what I realize you have to ask them because Different Strokes with different folks there's one famous Yeshiva in Israel that split off into two yeshivas split one big Isa split they had approximately had 150 Buck from there after they split they both had 175 and they're both thriving like crazy okay so what what it's America right when my my analysis of it and not on the r level is at the core what was happening every single day is that they are going after the same B but has a little student has a little bit should go a little bit this way a little this way and make decisions they should go on trips more elaborate less elaborate they could should they how much learning should have in the trips and how much should they do it's a little so what happened could imagine the six rabbis at the top sit down a board meeting amongst them okay we go on a trip tomorrow what should we do I think they haven't learned three hours say no on this trip no learning it went back and forth and they had to settle everything to make everybody happy so they had a a Yeshiva where to a certain extent at the core is amazing there's no negatives to it I don't want take any negative kind it's only a positive but that's what happened and then they realized that you know some when they split the ones now the T opened with 100% the culture the the belief this is the business and the same thing went to amas so now that kid comes there and he goes he going to thrive goes he he going to thrive way better than ever before so how do you bring it's not from there to hear and back and forth is that you have that group you have six salesp people by me and one end you know people that then that broker left my left my company got the offer $12 million contract people say wow your business is going to close down you run issues that's when we doubl the business the is that a real number yeah yeah that was on joke he got he got a $2 million minimum pay and a two2 and A4 million five like a baseball contract wow cuz the other so it was a guaranteed contract yeah the the company who hired him thought that he was like he was all the big deals the company was his name on it and the concept the junior guy came in you have a big deal it it appeared like he was doing onethird of all the business in the company he was involved in okay the minute he left the next year our business doubled why did it double in the natural course God is everything but here's what I learned and I analyzed all the stories in it there was such a vacuum of attention that was given to that one person now when he's out that vacuum went to the next nine people to get those next nine people up whatever percent more they able to shine and pop big level and some people be able to produce like he was even pass surpass them but here's the big thing I learned I I'll never forget the story we went out to lunch with the top Brokers and I said the company said we're willing to invest you're at the same Crossroad we're willing to invest $300,000 what would you like to help you grow your business some people have the thought just give me a basic SEC secretary who will deal with all my stupidities so I could could just focus on business he wanted no I want to grow in business I want you to hire $1 $300,000 freaking amazing underr of process whatever you want to call that person but the person at the bottom couldn't care I don't need that person I don't I do simple deals and it's easier back and forth what they do so they settled to 150,000 people disaster didn't work for the three for the big guy and everyone else is like $150,000 gu is not pick up your cleaners I'm using that example not like you're not going to ask them to like photocopy something you know what I mean so what happened the day he left we went took the same budget and the budget gave everyone exactly they wanted so that's why I say don't decide for people the biggest Game Changer in my business life was eos when I took on EOS entrepreneur operating system greatest ever and what I learned from that experience is one of the things that tells you is called gwc it's for businesses everything get it want it capable that's what it stands for get it want it and capable so you want to hire somebody I Ed someone who was call Ira I have a great person I'll hire them tomorrow no more I ask the person number one ises the person get the J the definition means do you get it do you understand what the job is about do you understand what the business is about do you get it do you want it you passionate about it do you you want it and are you capable to get it done so going back to my tennis Story the guy tells me in tennis that the instructor tells me do you know why America doesn't have any he's he's showing me on other courts see that kid sitting on the floor that kid come comes from a poor house the parents don't have a path to AB and he tells me but the kid wants to play tennis driven but he can't afford tutors you know what this kid does he watches all day and every time the rich kid goes on his phone take a break goes can I practice the middle he gets up in the middle when the guy comes late he takes the first s minutes of his he goes could you imagine if they mixed and match the rich parents with the with the kids at the passion America would be amazing it's a great genius though he said really would be can you imagine that but that's Perfection that's a perfect science so get it so he has get it want so when I meet so at the end of the day if you if you're if you want your kid to play the violin and they don't want it nothing going to happen kid doesn't not how to play a violin but he wants and he gets it he'll figure it out to get it done if you look at so I learned all my high turnover when things didn't work out when I hir people it WS bow down to 95% of it listen it was about get it want it because the person want it so now I someone calls me up I say what do you want to do someone's call me tell me the other day I would love my son-in-law my daughter-in-law would want I want I said what do they want okay better yet what would they tell someone that they want not to you because they know what you want to hear from them what do they really want so once you get the passion what they want that's the whole key so you have people working by you what do they want what do they want do the job the fact that I needed that most people make the mistake of hire people similar to themselves it's the worst thing you could do another person that could talk very fast another person that is not good at details another person that's not good in sports and not no find someone's the opposite I made sure to always hide the opposite so when I walked into a meeting I had a broad audience now because if the person spoke about listen you offer me wine I don't drink but if I was here with someone that on my team that drank he could talk to you about the wine when it come comes to a different topic I could talk and that's the that's how the whole the whole things go back and forth sounds like us by the way there's a lot of team effort here but what he's saying I think is a really important concept is find your strengths stick to it know where your weaknesses are bring in the appropriate people to compliment you so now you have the really qual team AER connected that's the whole thing in Jewish marriage is your wife and a husband is the opposite in every area and that together when on that same page together the whole but I want to the interesting thing because people say like how do you CH B and fighting I met this Italian Three Brothers real Italian the father was was whatever you think about Italians as him big real estate no fighting said come on guys I was like to ask questions like how the hell you don't fight NOP very simple because I'm in charge of buying and selling he's in charge of leasing he's in charge of financing we all have to talk but at the end of the day once the decision is about one of these three topics we make the final answer done that's really if you look at the greatest businesses the greatest marriage the greatest everything because I don't care if they're 5050 P 80 20 99 10 there's certain areas that there everyone's 100% of certain areas when it comes to the house when it comes to they listen but it's not that oh we make decisions together nothing in this world ever happened together it happened where one person makes the they respect that this area you're better I'll tell you my opinion you're the call and so on and so forth to make decisions but trust that person in your office don't just decide you're going to hire them an assistant and to do the miscellaneous things oh maybe this person wants a head oh you giving me money for something I'd rather have a headset I'd rather have a more comfortable chair I don't have an auto dollar you give me that that's what I care about you're not even serving them if you think you're just giving them what you want think they need how many people work in your company how many people are part of the it's called g g parcy g parency now how many people G to get the name GP G parency I actually got the name from LinkedIn I ran a thing on LinkedIn I said I need a name for a company okay because uh when I opened up we would venture back there was a different name we were thinking and someone said you get another name and I describe what I wanted to accomplish full transparency for the GP so real estate owner is called the general ponter you know you have a Syndicate different words but the general so it's really GP and transparency coming together that's what the what the name is you know big topic of names like people say it sounds like G parency grandfather like raising kids like what's the name if you look at any name you really know of no name sounds normal in the beginning it's after all what you're born into right right you think cleanex made sense when it's Kleenex like ketchup or don't question once they become successful your brand is your how you view that name of you know you take it from that point so true so G parency right now is approximately um support staff and banking team people that are not doing origination roughly 225 we use crazy Ai and crazy technology we spent the first year that's we really built to allow us to go to scale and now we have 100 mortgage brokers spread throughout the country wow and the full-time um with you Pary it's it's there everyone is 1099 so I can't you know they can't you know I can't demand you know as far as like hours you don't check their hours but you know but I think there's a more than half are full-time um or less than half are part-time we also have a whole there's a bunch that are called Affiliates a lot of people who are in the industry um and come across real estate I want of ref first business and be able to make money from it so I call Affiliates I don't really count that number because if they bring me you know it's like you someone's allowed to bring you one deal yeah and then yeah and then we have um um and every week this is the where I was able to take my again I took G par and I took I said I you know the first two years were're open this over third year now the first two years I was open we tested all the aspects of the market what we good at what we what's up what makes us special and one of the things that make us makes us special we have like a Moote that no one else has we the only farm system in commercial real estate we are bringing we're interviewing every week over a thousand people apply for the job and we bring on a little over 12 every single week to start the training really to join on a weekly basis every week every week 12 new people this past week was a big week actually I don't know what happened they so maybe they start saying ads are actually closing deals are moving so we had 30 people start on Monday but a very very high turnover who does the training so that's that was the key that's the key we have it between AI between pre videos what we have to train them but really we're you know in every single day with God pops these ideas into my head how to execute and keep watching the analytics is that we figured out God's help the 80% of the people that don't make it are out within the first 10 days we figured out how someone could start and we could tell you within 10 days when I someone comes on board I can listen here I can tell you now if you want to ask your they're taking a risk they work on commission that's a big difference now in the business someone wants to work here now they can make 150,000 right the first year in this market now and they can stop making money right away it's not like a mortgage business oh 6 months you don't make money but we figured out do you want to take the risk you know how long you have to take 30 days I can tell you if you make it because I learned to reverse engineer right whoever doesn't start making fun calls within three days statistically won't make it zero chance you don't stop by first Friday as amazing as it is still one the world 50% of the people who start don't end up making the first day of phone calls you it's not they quit I try made calls not for me I'm thinking what the hell did he come this far so even on my videos when you apply someone goes to we have a my pre-screen is like garcy dcom hiring I have a video there and you apply show you all the negatives and what exactly the business is about and if you watch and you still want to move forward like so what are you still moving forward for you know you're GNA have to call you know but in never I do exit polls I just I don't know I just wanted to come in and then I realized oh my gosh I looked at the phone and I just got scared like so like why did you think to start but 50% I have to tell you that I don't think people realize how many cold calls and how many you know how much you have to pound the phones great so make a day of calls and say it's not they didn't even start yeah because they see the $150,000 in front of them here's the greatest thing you ever heard a thing called Collective wisdom someone told this to me about a year ago Collective wisdom where's the stock market going tomorrow you don't know you don't know I don't know but you know something if you took a thousand people and they asked them where it's going tomorrow you took the average it's never been wrong it's called Collective wisdom never been wrong with them 3% always when you do Collective wisdom so on one call I do a kickoff call one Monday turn to the group I'm just curious we used to have only 20% of calls we're up to 50 okay because we learned how to prescreen them better I said let asking you a question all you are here right you're all ready to make calls yeah bottom line is how many of this group do you think is going to make calls you know what the collective wisdom was 41% so apparently it's only me and my brain thinking that they 100% to do it so it's a crazy phenomenon how many call calls do you think an average one person could should be doing a day now again it's different different Industries because you know a cold C can constitute of someone having to speak for 10 minutes for 5 minutes a minute whatever it is you're also selling different products it's easier to sell certain products talk about his industry in what you what is a normal like if they did less than this they didn't work that day you're like you know what you were sleeping today I'm going to answer your question a little different variety if I was paying someone a salary they're getting a salary they're getting a salary and I could demand them with the calls yeah they don't make 150 calls a day I will not let wow 150 calls bare minimum one second what do you consider with C that they called even if they didn't pick up it's cold to cold every dials 150 dials oh a dial okay okay that makes sense okay speaking to 150 it's not possible that's why I I just want to open up your eyes to you understand the math there's an a company in Brooklyn called Roi telemarketing old school still dial no index cards and they scan it afterward many dos they make an hour dials an hour 60 sometimes 120 because here's the map because you're not really thinking through think it through now forget about where AI comes in and automatic dialers and that the go leave that all aside simple simply put how long does it take you a dollar number and for it to ring it's not more than 30 seconds a lot less 10 yeah the person answers person's not there it's a voicemail the whole the whole operation is like 45 seconds let's call it a minute do you know that in history if you go back to your phone system I'm willing to bet that's with your calls at a longer and your average talk time on your calls is 1 minute and 10 seconds so they should really make 60 dials an hour because how many people do they speak to I don't care how big they are good client they speak to in an hour if they're lucky in a day they speak to 10 people so 10 people an average of six minutes each because what are you talking about each even a long so big deal that's 10 that's one hour what are you doing the other seven hours so if they're really calling just dialing so they should be ding three you ever saw the movie pursuit of happiness you know that movie I it's l i don't watch movies it's a really good movie with a good muser hos schoal so you should watch that movie but in any case uh one of Will Smith's best performances I think ever that movie is just the acting in it is phenomenal that one scene when he comes out of the I don't watch Will Smith movies anymore I heard went through this already anyway he got the job that he was working for for a long time and he comes out and just like the the the acting that he does of showing how happy he is that he got that job that he's been vying for for so long for so much effort in is Paramount it's really amazing but in any case he portrays this guy I think his name was uh Brett Gardner um somebody was a big broker a very famous guy that you know started from the bottom and worked his way to the top and became very successful that's who he portrays in the movie so what he says is there is that he learned how to out cold coal a lot of the people that were in the same room as him is that he figured out ways how we can shave off a second here a second there and one of the ways he did it was that he would never take his phone and put it back down in the receiver and then pick it up again to dial he realized that if he keeps the phone by his ear all day and he just uses his other finger to just hang up and keep dialing he realized that he's saving like total of like 8 minutes a day and that 8 minutes allowed him to make three or four more phone calls yeah and take it more two phones take it more I only put my notes I dollar right away while it's ringing I put the notes in list calling it's very extreme it never ends by that reminds me of Boiler Room you don't want to get burnt out either you don't want to go so why does it why does it never end so now go differently if you really get it down to the science then why instead of hiring somebody for if you want you perfect the calling and someone does get burned out after a couple of hours of calls because I learned that no one can make more than 150 calls they start getting if you deal that you're not a call then you're not doing business you're not thinking at all right so money just that hire someone four hours a day they'll make the same 150 so we start hiring part-time people who will become a lead gen for better so my business these people everyone to tell me why don't you get better leads what do you think a better lead is you know better lead is another round of filtering so if you would take your your leads you buy 100,000 Ro leads and you hire someone to make calls doesn't know what they're doing just by the fact they're calling the number worked it didn't work that's a filter that's a better lead so now the next quity it's just it just more quality just mean it's not more quality it's just that you got rid of all the wrong numbers are gone so now when you give someone 100 calls they're not 30 wrong numbers 100 now if they actually call this Joe in oh yeah put they hung up I had some at times I had people do that hey Joan they hung up at least they knew it was a confirmed correct number so now they gave it to the your good salesperson at that level time management this person making $15 an hour your good sales making $30 whatever price per hour let me call I'm making they they I burned out they don't have part of the burners is because you oh my gosh and the guy answer going a sale so you talk about where using AI these use Ai and we're going to use AI when it comes to calling we have a system is almost ready that someone built for us we I want to just go back to understand where I think AI goes and I you know and and to will give just a plug in the concept that and that you know like we speaking before it concept of t for moments no I don't mix in when I when I'm you know I was telling you before my dad used to say that when someone calls you up and says I have two things to tell you he's only calling about the second thing it's like all right away two things just tell me the second thing you know that's great so just to go this such a you know people say what where's an opportunity today someone to go into business where's an opportunity to do something buying in businesses every I believe half a jobs are gone half at least half now but I don't believe it for the same reason other people believe it not that AI is replacing anybody I'm not being replaced you're not being replaced and you're not being replaced what AI is doing is allowing you to supercharge what you do okay that's my son came out the Consulting business called supercharged with AI someone I want my business get where do I start you know he'll give you the guidance what what exists even off the don't get ripped off off the shelf there's a bunch of things to do so what did he work on with me what got Clarity in this system everybody has knowledge base all you sales people ask questions who do they ask questions to to me same question over and over here if I told you Hing 10 new people a week oh my gosh same question every week why don't you train for $100 a month you could get What's called the connector to Ai and all your documents and all your all your recordings you can sit one day and just talk about how you train people record all your answers with people and your Communications they just dump it in there keep dumping it in and then when they have a question they ask an internal bot we call it read real real estate education they ask a question how do I send the CRM how do I use the CRM how do I send this out I have a problem with it same issues everyone has just repeating itself and all you do as a manager is you watch the ticker answer is correct answer is correct wrong and you change it what it should be or wrong where the hell did you get that from you know what it says Ira did a video three weeks ago at a minute 10 and 14 seconds he said ABC bring a link right there go into there change the B to a d and now the correct answer wow so now when I'm hiring new people 24/7 they have access to this read and the manager just checks I had a few managers quit no one ask them questions anymore so we bring on 12 people a week how they getting training there videos they could ask questions question you're automating a lot of this so is it really is it auto that's what AI really is automation you know on steroid so to speak that's what Apple got to write automation intelligence that's really what AI really is so the first school and take your knowledge base every company on this planet has a website has a CRM your internal knowledge based should be in one centralized place they don't have to ask it to you think about yourself while you answering those questions you should be able to help a person clothes or other things in your company to do it plus what happens if you're not in today it's it know as questions answers so this way everyone in every department where does and you could have certain other Bots at a higher level more secured in it like which vendor do we use for this so where do we keep our passwords or where same type of idea in all different areas so these things if you're not using it there's something wrong with it so we use that for internal knowledge base chapot basically the next thing we built is we built we calling Andre we I asked actually chb what name should I give an AI mortgage broker I want the word r a letters re in it came back and said hey if you also want to be gender neutral Andre is a boy's name and a girl's name it starts with a a for AI and re for real estate and we went with the name and Andre so even even when people say well you get Andre it doesn't sound like a great name I said I think Andre is a great name once I by the way once I say chat oh it's great I thought it was great for the begin I like Andre I think it's a cute name so we have it we have the Andre as the name and what we do we take out banking information that's other thing we have proprietary from anybody else is because the volume of deals we work on with the greatest banking data and that banking data you can't get banking data online there's no Bloomberg terminal for banking data there's no let me go to Rocket mortgage see the rat should be today there's no like oh go to this website for for flights and get an answer you can't get it anywhere so we have now we gave it out to the public so be a lead gen for us we can start talking to it so now it's just I call it a bot and beta training But as time goes on we're going to start adding tools to it we tell the client okay would you like to pay a small fee and I'll work with you to send out your deal would you rather go to your parents's core product they'll work a human for $4,500 pick your choice but now using those two points now let me blow your mind with what exists today exists today what I'm telling you right now off the shelf there's someone who thinks has a better system who helped me build Andre and said Ira I want you to work he's building me an order dollar for my staff all my staff has access to an order dollar order dollar takes away the numbness and the stupidity of the call I will never let the auto dialers like you know someone calls you and there's a pause no it has to be the person calling but instead why why make them type the number every time just automatically as soon as the call hangs up goes to the next call wow that's what we do now that that's every system has that every if you have a CRM in your office there there are definitely hookups to it there there's definitely tons of companies that do that so what happens is is that you know in the family technology this that's my brother's thing he know they get crms off the shelf so he found us the great systems but here's the cool part they don't leave voicemail messages even what happens you sit down in the morning you're leaving the same messages today to everybody with the same three messages hey great day or the elections next week what do you think about the thing last night right the same message every time she sit in the morning record the message three different messages and as soon as the voicemail picks up you just press which one you want and it automatically starts down the next call it does it without you you don't to be the call anymore so you save even worse a lot of time you're saving that point it goes through so where's the AI World meet together the AI World meets together is that now when my person's on the phone and you ask me a question now the new version of chat came out you could talk to it that's scary crazy stuff is that when you ask me a question so I'm just typing it in I'm answering the client it's going to be live on the screen so when you ask me a question along the side it will give me tips what I should answer the client all the rebuttal are right there all same rebuttal he asked the question number one so therefore therefore what happens that's not just the cool part they have off-the-shelf systems that could also rate the conversation you're talking too much talk slower and on the side it's nothing to do with your business generic things so these are just add-ins that cost $50 mon is everyone wired up like your blood pressure is too high your heart rate's too fast that's why I love the name my son went my thing is supercharged with AI is at the end of the day you're not being replaced by a by AI but if everyone in your company I spoke to I said how many people work for you guys 100 people I said visualize your five top workers can you imagine if every one of your staff was as efficient as those top five how many people would you need 80 I said now imagine if they were double as good as them that's what's going to happen it's everyone could pick up the slack know someone calls me and says I have this Outsource company like thousand employees go you know what why my competitive Advantage is I could do 10 to one now those mundane tasks we automated them so when a company pays me $1,500 a month or, 1600 whatever the prices per employee taking like 10x said I break it to you I think you'll be out of business soon say why I'll pick up so much of business I says no when I want to Outsource let's say and I need 30 positions I don't want them you're telling me that technology already automation exists that three could do work at 30 I'd rather have 30 in my office I can help with other things I could so the whole that's why how many people I I I feel about people that do writing people do Graphics it's like it's so easy for someone to just do it themselves but people aren't using chat gbt properly so they even even the simple as an owner people ask how do you use chat gbt I use chat gbt as my assistant as not my assistant as I got an opportunity to speak to the smartest mind ever and I tell it the story I said here's the story I just came on this pod podcast these great guys and I want to really write them a thank you but I want to get a message that I was a little bothered about something but I don't insult them I want them still to be happy and that's what so I want to draft it like this what would you say wow that's what and then but the same way I talk to an expert if I had an expert why I call my consultant say don't talk like a computer talk to like that consultant and then when I get the response back I read it and I tell it the second paragraph some's missing how do I I don't just change and but it's so it's me I wrote the initial draft I tell it to keep in my style I tell it what I'm trying to what I'm nervous about and not nervous about plus it on its own tells you things you don't think about so that's if everyone is using it to much clear and smarter start asking advice to it like have a question how should I do this like it's like a no-brainer so that's what AI so we use AI eded to train the next level of AI is that to client facing tools and then different we'll keep using it different steps of the process when a deal comes in different steps we cut out like writing up a deal you don't have to write up a whole neighborhood about it's like CH so we saved 85% of the time it takes to do that write up but yeah I think we're going into a world that everyone knows everything by I personally love what you're saying our coo came to us around a year ago and told us to download chat GPT and we did it and uh it's my personal nutritionist forget about everything else it's my therapist sometimes uh I'm going to the city with four couples what can I do that's uh age appropriate entertaining and live right now it'll tell me about festivals it'll tell me about music it'll tell me about you know what restaurants are new in the kosher World literally so now one second yeah now the scary part is few months from now six months from now you can ask it the same question but because you answered the last time after you leave place on your way home and say by the way what did you think about that did you like it it's it's going to start recommending based on what you did in the past you're going that's an apple some they can relate to where apples you know people want understand like Apple and Android they make fun of Apple it's so slow behind the Android Android has all the new features is it really yeah totally and because what's the reason you know this whole thing from from how you're supposed to have no but has all the features the Android has everything faster has newer features they come in quicker why here has the root of it every business right the whole thing what why and when what when right you supposed to put the Y first when you get the why first and everything's amazing Apple's why is very simple that's why they took off their philosophy is don't you think this should be technology it's easy to use and beautiful leek I just want it just works and people say yes whatever you say apple and they follow I agree also that's good so that's Source Apple Android says no I want to be in control and I want to see things soon as they come out I if it doesn't work I won't use that feature till it comes are better two two different thoughts so the people who attack it don't understand the vision that's why Apple get charge what they charge they have a world Garden they have everything amazing they're not come out the air right away when they come out with it it's going to work the way you expect it you know the first features are going to work this is how crazy it is if you're sitting right here and your spouse calls you and says hey when are you picking up our son from the airport what are you going to do to stop you going to check his flight when is it Landing you can check the traffic and you can make a decision when you going to leave that took like 3 minutes four minutes oh where the email you give me a hey Siri when do I have to leave to pick up my son from the airport it has your emails there to reading it if you think about giv you some that it knows too much there it is exactly it's already I want to tell you something I'm a fan and I've argued this with people in the past I'm a fan please listen to everything I'm saying please know who I am please advertise to me things that I'm interested in don't waste my time with garbage I like that my phone is listening to me so now on a spiritual level story yeah they say why is technology coming out so fast so it's kind of D getting smaller so used to be very simple I believe there a God but that another a question could God really keep calculation of everything going on along comes a computer wow okay okay can you keep do you know the one technology it's free is GPS three satellites in the sky guarding billions of people you step at it call you back on your right path and everything you guys have a video when I die I'm going to watch a video video edit everything we do it's just like whatever D it's like Mal you're gonna we're all gonna have the con Mal in the house we're gonna have robots you're gonna have a robot that does cleaning a robot that's cooking that's what's going to happen you have to think saying is like just tell me so we're literally living now starting at least to live in the the the end of days because we're getting very close to the Godlike things that 100 years ago thousand years ago people would be like oh my God the world ended this is what it looks like that's how's everyone going to know when mhi how how people GNA be able to talk to by the way by the way I want to tell you something what what's my in movie FG Pary I was Venture backed I'll tell the story soon and my goal is take a public and what am I going to do 80% I want to donate my time and and energy to the claw what do I want to build my father go art girl the written words forever was his Mantra when your father Built My Father started AR schle when minut he started it please read the notes he wrote the first please read the notes I I saw it in there I wonder me he started it like actually the answer to that question is yes he want he wants to know he wants to know the details of how it happened so it's a great question how did he start it what do you mean start the details that happen is that so he my father is a graphic artist trade and he used to he's actual HW work and he used to make subis and he had ay contracts for marriage contracts for marriage and you know he just take pride that no no one he ever wrote a marriage contract with ever got divorced really so he he the name of his company was Art scroll that was what you know now is Art scroll is really missor Publications it's really art scroll ah art and scroll mhm so when he was in Camp he was an artist camp Monk and he was in Camp Monk and it used to be him against every other artist in Camp and he still won his talent was through the roof and here's people say the story is that he came stuttered as a kid he overcame stuttering himself he was overweight but in Camp monk they took out that's why he's big into going to summer camp because in Camp they took out his talent in art able to Blossom there so he had a business he was the head of the curve and Technology he the first machine but the other side didn't have it to sending send anybody so and then when he was about 30 years old his closest friend died it's about 30 days before um PM 45 days and he translated Mill s there he come out pamphlet come out with it printed and come out and it sold out like crazy it was the first time there was beautiful Graphics look and the English as we know today and it took off and then he was a had andos me to next one and then he brought Sherman and then this you know that's that's from their's whatever you know today's history is he still live your no passed away uh seven years ago seven years ago so he got to see what it has become I mean that must have made him feel like a million I'll tell you an interesting thought that um to Shar I was very very close to them a lot of similarities just I couldn't learn like he was able to learn that was my you know I I taught the real estate business to people I couldn't think you know so like I my joke he said when he took one look at me when I was born he said oh my gosh Next Generation let me start OS girl and then 6 months later o started so he um he was a very big Visionary obviously um and so yes he did get to see it start taking off worldwide he could see that part of it but like I remember when he was he got sick of end and you know I remember talking to him in the hospital like you know after you come off with the art girl app so the head of the technology in the future there's the gar M everything you know today is was there I was like he was having a very difficult time even raising money for the for the Y my fathers believe that was me the pro everyone could learn gar the life but Yi it was like hidden it and but he was having a tougher time but was like I think he was like he he was in a he 73 same amount of volumes as AR like my mother when he died said they couldn't have more volumes you know really that's he also say that mayor Bess started um it's not good to block this thing out senior moments there um who started um I can't believe I'm losing this moment here now but I uh I have a thing called NRS called name recoil syndrome so it happens at every levelo right he started at fomi he lived he was he passed away at uh 47 so 47 73 is 120 together that was everyone made that connection or whatever so anyway he um I was asking like what are you gonna what are you fighting for like you can't you're getting older the Next Generation dedicated as the Next Generation what are you fighting for he did like what do you you didn't really have like if I I felt in a in that's for I'm more emotional but I felt I was talking to him my gut was telling me he wasn't recovering because what was he coming out for like he what you can't top right you know what he built and now my brother took over and yeah my brother's taking to the next level but also because the next Generation you know when if it passed and as we're able to as a whole family R around my brother and the Next Generation supported him and then more things but it's never it's it's all of the Foundation of what was built and taking to the next what what a it is like what type of Legacy Left Behind it's unbelievable just so you can say you're affiliated with something like our forget about founding it just being a part of it even having a small morsel a small piece is unbelievable and this is somebody who pioneered it you know he had a big part of actually creating it how many people today thousands hundreds of thousands of people that are benefiting from our that would never learn a word without it that would never even have the Good Fortune of understanding anything about a religion because they don't have something like this access to it um this is this is Monumental you want to know interesting Legacy in this like he brought us all up with telling us one thing and who his role model was and I think you know people say you know I told you before this podc don't who the next podcast questions to come you know people ask if you go to lunch with anybody who you want to go with right so I want to tell you interesting first my father always used to say he's tell all the kids just remember that it's that the spreading of Tor is in the family we could lose it like this God could decide one day you guys messed up it's going to another family don't think that this is don't think if it granted so my father's Ro model if he could go back in time meet someone was so he said over the story he says he said over all the time what the his son heard him talking to God ding praying and he said God Let's Make a Deal let's make a a let's make a calculation what did I do for you what did you do for me let's start with what you did for me you let me write the Mission De breu and he listed all this me let me write what did I do for you nothing let me do something today we live in a world people say Let's Make a Deal God I gave this tedu I give all these things like what are you doing for me give me something start the opposite yeah you only did of God's my father lived that whole Persona that whole life that way and you know to take it see these are Angelic people though see these are people that I just you know can't I just I can't process it like the story you just said she starts with God you did this for me did this me what did I do for you I did nothing for you and your father was the same mentality but this regular day common people I'm sorry people bought my father's book and it changed your life more because I'll tell you he's a regular person he didn't come from any greatness he stuttered was overweight as a kid he got divorced art girl started and a after a second marriage to my to my mother wow so people look at like oh my life's over no it's like when he people look at stories like they could relate to that you know say he has his challenges too and he's still over Rose above you know one time he always people said he's so generous he's so thoughtful employees say he's like sitting in SHO once before he people told him the buy the wise he's like I don't money for groceries you like so for you know yeah yeah so he tells me he tells the line to him he goes I just have a good he he he's so generous he goes no no no no I just have a good memory he says I remember I have no money so when I had zero money he he didn't he never had money right we lived in the same house growing up when I was born they live in the same house when we were cleaning up the house my father his vacation every year was he went away for PES it was only vation took the family to PES that was it we never where would you go no to whatever then it was he started zers then went to program yeah program you know and that was it no flying these fancy programs you know that was that was his vacation his kids around the same table that was so when we were clean out the house it was the same house it was the only Jewish house on this planet that had 50 years or whatever the number of years the house was there no PES cleaning cuz he used to leave the night before he was out it's like you know he have a luxury that was that you know I remember when I started making money at the beginning and I know he always had a thing his dream was to drive Alexus but he wouldn't he wouldn't never buy it if for I remember getting him Alexus and then he goes I'm taking over the payment sa for the first but that was it he wasn't and but he was also struggling you know you know was sitting here today today's someone passed away got fellow Joel fman passed away and art girl was you art SC couldn't be a business the sales of art girlr don't cover what it cost to produce those books they're losing money yeah that's there a foundation so to explain it but I want to tell one day this guy comes in he is Joel Fishman he's on the Duke University I think I'm again I remember me I can remember the right colleges what not he walks into Arts girl knocks on the door and he says by the way there's no way you're going to be able to survive you can't never sell enough books that the prophet could justify and you have to sacrifice in the quality you can't do this look at look at Harvard all these colle have foundations why they why they getting foundations for they College don't money so you basically the way you have to have is you have to have a non for-profit that is going to right now if a book you want to come out with a book right so let's say a book sells for 20 I'm using a round number sells for $20 and you know to produce the book and print it as 10 so that's and there $10 in gross profit to deal with all the your general overhead to write the gamarra or any of these books cost an added Fortune plus the quality of the buying they has to be better who's going to pay for those extra cost to write it it doesn't work that's what the money comes out for so in the simplest form is that a foundation you think about it there's what's really going on is there's a Colo of the greatest Minds in the Jewish World all over the world it's col it's remote all over the world because you have to have someone who knows how to learn knows English could bring it down to explain it that person has to make be articulate I mean this is it's what arsal the way they describe it it's like who does this is this Ai and this is around for 30 years already so you have to have somebody who's able to earn a real P there other choices they have to make a living yeah so it costs millions and millions of dollars that if the business doesn't make that kind of money ever so what the what ends up happening is people that are giving dedications they giving dedications to cover the col and in effect the col is turning to Arts saying okay we're going to prod deliver this to you without the R&D just the normal cost to deliver and in exchange you're going to donate you're going to what they have to do with have they give a copy what they do to keep spreading it and that's that level but on that board it's not like it's not like on the executive you look at the list of who's there you talking about the greatest Minds this guy it was his he was passed away today he's his funeral I think passed away yesterday he was the one who if he didn't have this it couldn't exist so people over the years was growing up oh they're giving Charities your father there was never like if they they merged it close down tomorrow morning that was that wouldn't exist so like I give someone the example if I we talk about Camp before if I came to you today and I said hey I think this kid got to go to Camp it's crazy let's raise money you pay for it yes I would for it good oh you were saying what happens if I realize you know something I'm sending 200 kids to Camp why don't I just open up my own Camp it just might sound a little off but you have no problem giving me charity to pay the camp director of that camp but if I was the same thing it might but if it's truly two separate things so that's what it was ARS go a regular trying to be a four profit how many people buy a book you know people think like wow like I remember a few years ago you know the RAB friend came out for PES and PES is a time when people give out gifts to non to not religious and they said like they came out that God that year it was the number one seller how many copies do you think they sold I don't know 10,000 less seven like if people what like that's a lot I'm saying if you think about it's a lot so they have to keep coming out all these books only sell a few thousand copies so the the the the foundation makes a decision what is the next thing that Chone needs translated right I met the reason why when when the art scho gamar was finished that's my father's quantry like he should have stopped he goes no we assembled the greatest machine in history greatest RAB and phist want to give money I should stop now but he had a tough time but then the continuity of it now obviously when went to the Next Generation and social media it took off as a little you know now it's all digital it's online as well it's online but it's live online but this I mean art by the art scroll is not cheap you walk into a farm store and you buy art scroll the big one it's like 50 bucks it's each one it's not cheap but I understand that they're not monetizing you think no no you guys are probably not making any money no no no no when you walk into this this Farm Stone you buy that yeah that's theore no that's the that's the for-profit side of art running it the nonprofit if if you would if this if they would had to have covered everything it be $150 $200 the 50 is what does it take to print a book that that that quality the actual just printing and binding how much would it cost to get it you have to store it to get it delivered or and what profit margin to run a business that's that's in the $50 how the store didn't pay 50 right so you have to look at so that's and how many copies they're selling a year and don't forget you say it's not like they're selling you know and at one point they're think wow if they can a sitter big but before they know just make a small lot all different sizes and keep inventory the whole world change if it was one volume like you know it's uh so your family has a very big Legacy I'm quite jealous um being involved in arts scroll in such a big way being involved father your father it's amazing uh what would you say is one of your big accomplishments that you have under your Bel when you want to compare to I don't want to talk about your business for a second I don't want to talk about uh you know g g g parency or or you I have a big mortgage career let's go to next question next question no I actually like this question I feel like he's hiding something from us no no it's not a matter of hiding it's just uh it's it's hard to talk about yourself you know it's it just is when especially when there's so much to talk about um I want to I want to actually ask the question a little differently a little differently okay if you don't mind um what do you think that you have done over the years outside of business we're trying to get more to the raw you know Crux of it like you know there's so much especially when you're born I think that's what ushi's asking as well is when you're born in such a family it's almost like a responsibility like it's almost like oh wow there's so much I can do and there's you you know people who are born into families for example that send their kids to school where they have lab and they're playing Polo and they're having tennis they have more of a chance of learning how to be you know how to excel in tennis or be a scientist or so on but in Yeshiva you don't have those opportunities so growing up in a world where you're the entire premise of what you said earlier is what can we do for God right what can we do and that's living in that environment so just to learn from that to learn from your history maybe you can recall something that you've done that is an accomplishment that helped others like something that like so I I'll tell you we're by the way before you answer very well done Michael wow wow I mean you very diplomatic the way you the way you built it my brother's a politi ai ai ask that was amazing I almost want to ask by way ask me question go by the way I just want to tell you something going back to AI that would have been a good example I want to ask person's question and I would have given you the answer that's how AI it's phenomenal but you have to realize if he started using it and he would have need you one day says you you could take off tomorrow for the record this is all AI right and uh I'd love to read it to you like guys yeah but so I think I think it's more the the foundation how we built up it have also to realize as much as we were born into it depending on the age of the family right the gamarra came out when I was in ninth grade and I was came out and born up where you had one side of the whole world is like saying that that it's you're it's evil to come out the gamar and that all those years right so it wasn't until you're getting older like like my youngest brother was born a little bit more into the fame of art on the positive side or you know you get you know listen I went to my father to Israel at times and you told he went to the biggest gum that they came out of their house to greet him like this next level they walked they stood up like because for them it's like so obviously I saw that in the tail end I wasn't brought up that way but what what what my father always did bring us up and my mother's saying the very n nurturing both and and embedded into both all the kids the same is that there nothing strong in the family so like people say there's eight of us two different marriages same father right the divorce you can't tell that we're different we all as one there's no you can't tell the peace in the family if that there was no that that was like embedded into the the family is everything in first and all that so the big thing that that from my father's end of it is that whatever Talent you got you got to give back so to a large extent that's what got me comfortable going on to somebody these social media PL yet I know that someone's going to make comments every time I put up a post some people going to laugh and people can make fun and people say wow you changed my life so you always have the naysayers and my father's confidence is you just keep doing your thing people love you people hate you and you be comfortable in your Zone and then you end up focusing on the people you can provide value to but as you start realizing it and you get that muscle memory and say Hey you know something when I was a kid and I did a carnival and I did a fadaka then people made fun I did the next thing and I keep growing it after a while that becomes the brand and it becomes much easier for you like you you know as USI oh that's USI what did they say that's USI are you happy when they say that that's she really at the core you're still bothered because it's a pinch of making fun of that moment but is that something you're really proud of because if you're someone who comes to Sho and you're one picking up with the garbage after ding if and you're picking it up oh that's Sushi they're making fun of you but you go home and say if that's you know I mean that type of thing so it was always you have talents to get back the talents that's why when somebody asked me come on to a podcast I want what is the goal the podcast is the goal to inspire what can I try to give out to people and it's more I found a lot of the inspiration to people is that people think that they can't Inspire anything because someone up there this magical no they're not magical at the top there's no magical so when I go out and meet billionaire clients and bankers and and through people from watching growing up in a house and watching my father's a regular person right you know we had the my father's closest friend and his Reby what find things or mosha find son sure they went on vacation right they said to buy vacation d fs had to go on vacation once a year like for two days they went like he wanted to see Godless abor he wanted to go see the Grand Canyon like that's where they went these types of things so you get to see they're regular people when they're not you know you get to see that that's the part Unfortunately today forget about the added of today with what you see celebrities and they go through it's like when they're at that after that moment they're like there's nothing there these are regular people and then there great like greatness mixed in just regular people but it's because they just took that leap and it could have worked it didn't work and you know what what are you doing sometimes you look out that the thing you do gets worldwide attention and sometimes the things you do only in your local Sho or your house do you know it and that's why in in showing to people as a human give back what you can it's up to God how how how what you're doing is going to what person are you in sh by the way are you Gabby are you the guy in the front you on the side are you the do you clean the tables do we even go to SCH Thank You by I I appreciate religion is A Private Matter exactly say none of your business now now you're the Diplomat my father in the summer had a place and be own till today still in C marsin like people asking like why do you go there says the whole day and the whole year I have to make decisions I don't want go he used to go to bung he grown up always a fight in a bungal Cony right when something comes up there's a whole decision goes I love coming here there's I don't may not agree with everything or not no one agrees with everything but there's one person who makes a decision and that's it like the certain like I want to go to play I don't have to make any decisions you know like that's the like I tell you I I told open in my I don't put on my clothes in the morning my wife gets my clothes for me puts it out not like yeah totally if if people look at me and say well you dress like someone came into oh come on you couldn't tell I said message my wife I don't put on my clothes in the morning I tell I'm going to an event today you put it on yourself but she compliments to your wife I hope I don't I hope I don't come to that point that but that's amazing she actually so romantic by the way I actually think that's I'm a little bit upset right now now wait what's now I'm thinking about wife let me tell you something you let us you going trust this everything she buys I but I might make that sacrifice for the fact of having how nice is it you wake up I don't have to go to like it's your wife would not be able to do that this is what but but on the other hand in every relationship there are other things that you're going to say is that that's what you deal with you don't like my fa the joke in my family with me is that when I went out with my wife I I told her on the third date I give coaching advice while and dating very good how to get people on dating very good so could same thing had make sure you don't go on 15 dates if you're not if you're can to get engaged you should be to get engaged by the 6th or 7eventh if you're not no by then whoever to go on 15 dates something's wrong I right something's off I don't have on the third date I said I have two choices in life I could get a job of my father if I need $50,000 to live I'll probably make 51,000 but working every day or I could take the risk might not work I work day and night you have to work much tougher in the beginning because I'm not around might not work but if it does work you know if you have to buy an item like you know just I need a pair you want a sh I need a pair of P same you need it it's like that's but you know the joke in the family is that my father is call me the only bucker that's married M at like no house so you know Friday take my kids at now as a grandfather I take my kids at my grandkids at Friday but and to a certain extent the certain parts of that part my wife liked but then she didn't like in the middle don't come in the middle and just saw either you're you know stay in your lane right that's what I was telling him earlier if your wife prepared your clothes every day you I don't like this I don't like that he no what do you mean don't like it I don't go to the I'm not he doesn't even go shopping right when she's bringing back thinks to me is like I'm trying it on if it fits so you you take the joke when I used to go my father's alive now and and to go my father somebody goes okay he used to call my wife and said please make sure tomorrow you don't dress him in a blue shirt this cuz they're going you understand it wasn't me so if she didn't like this thing didn't comment to me like I love it once in a while I goes like embarrassed at your third date when you're having this conversation you knew what career you wanted to get into at that point no no it's not the career it's that do I want to be entrepreneurial and take risk yeah knew I want to do business and things like that yeah know but I'm curious how you got into it then how did you jump into the world of yeah Union financing here's the I I I wrote a business plan and everyone who knows me knows that you know you have your parents we can open up this business um one one part of the business doesn't exist anymore but we can do it anyway when I was in high school I wrote a business plan there's only three things in our life still exist today that you drop off and pick up you don't F you don't you don't um you don't um buy new you drop off and pick up else you buy things in life that you drop off and pick cleaners shoe repair the Sho repair anymore no you still no the Sho makers it's still if you do no you don't to throw it out but I mean if you wanted to fix your shoes that's right right okay you go you also buy new clothes also but the maintenance of it you go to Shoemaker and film developing film developing but film developing doesn't really exist anymore no right but it is still if you still go to Target they still have that s they still that was actually a very fun time when you have to go pick up your waiting you waited like 3 4 days and then you go P you quickly scroll you through it you know the park as you walk the best when you were in Israel and he took like 12 rolls of film and you used them all and he had to wait the entire year to see your pictures cuz like you didn't want to develop them in Israel was expensive expensive it was very expensive it by the way I had a terrible story that happened to me that I had developed pictures of me and my friends we went to the beach in natana and we were having a good time we were teenagers and we did some inappropriate things in the water and we took pictures for ourselves it was fun so when I went to develop the pictures the girl that gave gave it back to me she sort of like winked at me she's like here's your pictures I'm like you looked at my pictures didn't you cuz they look at it course they look everybody's pict well first of all they're looking because that's how they did it if it was right it they had no choice but go back to your business plan I like this so you're you're creating wanted open my business plan and um I'm actually when I went to Israel I was perfecting it the vitka cleaners I became best of the owners because I used to understand my vision was have one C this I think about before Uber have one centralized place that does the work okay let's say Floyd Benfield we're thinking about one centralized place did it work and a bunch of drop stops drop off pickups all over but with total convenience you could like leave it on your front porch and I'll drop it off in your office you pick it up from your office parking lot I'll bring it up to the mountains in the summer like and it mix and match and have drop centers called and the name of the company another Acron clich cleaners shoes film it's the only by the way the other it's the only the part of the thing is because it's if you think about another thing about a cleaners if you interview 100 people in your neighborhood where do you go to cleaners 80 different answers where do you go grocery shopping there's usually one one main place to go to because there no loyalty it's like there's no loyalty to it it's like you look at who you're walking in I might thought serve coffee in the front have like a whole system you drop like the way the way Enterprise has the car rentals you walk into a good experience like imagine drop stops all over the place that was a business plan to really build this on as in Israel as I want to understand the cleaning business so how I got into real estate is that I wanted in the summer One Summer to go ahead and test some of it to go while to drop off in Camp my father says you're not driving laundry back and forth boys camps girls it's not happening I have a friend of mine go meet him he's in real estate okay I went I wasn't married to the real estate thing you know that's the but that's how I got into real estate but I I got married at I knew I couldn't St now I a quandry because especially if you go back you know 20 years is that everyone get stereotypes so if I wanted on one hand I want the same religious upbringing and household that I had but on the same on the other hand they couldn't sit and learn so if I went to work first you're a working guy for doesn't work so how do I fit that and I wasn't waiting till 21 22 so also I went to I ended up getting married at 20 I went to work a year later but at least I got married at 20 and I was able to hold you know I think my my my father was a rabbi and um um you know all his kids learning day and night this and as as the all you know the all the boys that you know that married all you know all the sisters married and I came in and you know he almost wanted to stop the sh because I was only willing to commit the six months end up being 11 months wow to work W where did you live the first year I lived in um Brooklyn Brooklyn and my parents in Brooklyn she's in Brooklyn yeah are you an Israel guy in general like uh I went to Israel for I went to Le of R oh okay I was the first one the first one to enroll wow and uh cuz I I had DAV by his brother so grew up and his brother opened sh around the corner Weinfeld was called yeah I think but Weinfeld and that's we D and then when he set his brother's opening I was the first one to uh you know enroll um he didn't want to tell everybody right away because I wasn't like that star he didn't like built his brand around you know like I have one great story you know rban from Riverdale was nifter so he was the only person this why I have real respect from because my brothers was there my older brother's there when she first basically started he's still every Sunday learns of them used to well not anymore but used to go back every Sunday wow and when I came to ninth grade you know my father wanted to send me there now I didn't really fit the mold to go from to rivale I didn't I wasn't that I was doing I was selling Donuts in Yesa in 8th grade you know so he actually told my father it's not for him and my father like like how you telling him no like pre like it would have been the big pressure for him like like had he saying no protects you like and he said listen at the end of the day it's this yes it's not for him it's my father pushing my father make you a deal if he wants to come just for L he could come I'll give him end of L if he's wants it and worthy then we'll but that was the BET and the fact that he stood his ground like that is a whole big respect because they Everyone Falls in for something you know it's so interesting he used that rule back then whether you want he wanted he just basic saying but that's really what it was but if you look back if you look back at all your success and failures with people that's what it boils down to you convince the person to want that new role they want it if they wanted it it worked if they didn't best shot to work if they didn't then you wasted your time on it how did you get into dating coach by the way I it's not about getting into dating coaching at the end of the day it's the same if you bring it down the same fundamental all things B down to some people build businesses around things I build things business around people sure relationships so relationship people so understanding people so I was going to say I I talk to people about relationship building all the time but when you when you deal with dating it's a little bit different so I'll tell you where I'll tell you where the K you know there's only one some is everyone could have all different talents that hasem gives them and there's one thing that I'm better than anyone else and I'll brag about only one thing they go okay what's the one thing because in order for you to do it you have to do it's only because of my business nature I only made money I was forced into it it's not the talent you also have the talent is that I only made money when I closed my whole career so I have to go into I have to realize is this still going to close and if it's not don't take it on is this person end up closing making money okay one out of six people make it okay so let me hire if I I have to make sure the ratio will go good because Happ offices so my whole career is only on the close an attorney the opposite is only based on the hour I I know if I could you want me to do some research I charge $500 an hour two ends at the Spectrum so I'm trained in the art of one thing how to not waste time it's the only thing anyone could do that but there's nothing like when you're forced like you want to learn real estate I can start teaching it to you you can hear it I could train you to play basketball I mean about the concept dribble get into the game if you have it you don't when you have a deal on the table doesn't work all what did you say Deb service coverage meant again now you listen to me what did you say this each thing item works because now you four that's all I have so in every area of life life I realized like how do you cut to the chase like why you wasting time like why do you why you going out on it's not it's not something new there it's about people but asking questions sometimes people just want to ask the blunt questions to the thing so at the end of the day when you you know because when I realized if you interview everybody that gets married right when it's all said and done so obviously you know I spend a lot of time asking questions also like I want I have a sh in my mind to come out with because my my end of a movie is I want to sell your parents you take a public and that's why what what we're going in now you know when I came to raise money in the beginning so was okay it was the hype was there the business took off people like questions now it's the end of the movie they seen the business take off and they say wow this is a good time to invest yeah come at the end of the movie you can come in but I plan on taking a public that's the goal could blow up also what am I doing with the money I want to build a one Jewish app for cl how could there's not one app from Cradle to grave so I did go DAV in a memory of my father track down the Doctor Who Built it R did godav I want to come with the sh if you think about why are these all these campaigns I don't want to name a company that send you out things for your kidsa they raise money why isn't why is that a business shouldn't there be an organization that has that built and gives it everyone for free doesn't make sense you think about it why are the things like these these these foundations these donor fund type places that should be a a Jewish it should be part of a non like the next generation of one why is that one app every why is it one app for throughout the whole world if someone got opened up a uber for they should have all these different things should exist on the one route that's my vision my father's is written written words forever and I want to go etern Technologies for eternity that that's that's really the vision to go I want with the passion is but doesn't make any sense we should have one place that has everything beautiful I I want to tell you I'm part of a chat calleda 247 uh it's around the world it's fascinating by the over 100 people leaders from all over the world that definitely helps someone over there organized a spreadsheet of every organization but to put that into a system would be amazing but now think about AI but again of course no one's doing the issue is that these systems only work if everyone's on it of course right but if if if there's one real umbrella putting it together then you're going to come on because you care about this thing is important you needed it now you today needed this once you're on it you're seeing and now you could imagine AI you wanted to listen hey only send me the things that are really relevant to me you know you're getting into your car now if you would let it share with your Uber you know you're getting into the car now and you're going from here to there and someone needs a ride de notification so like don't bother me unless I can actually help the person and it knows your preference says I'm not going to say I'm saying no are you saying no cuz you're busy saying if the more you train it the more I'll know about each person so some of these things you couldn't have fathomed years ago and now you could able to Fathom it where you where you where you going I first of all I want to give you a blessing a br that you should go public as soon as possible at the right time but as soon as possible so that you can work on all these Visionary things and make it happen go Daven I mean the things that you've done already it's amazing and it's uh life-changing it helps everyone a lot of people when they talk about the end of the movie and they talk about retirement coming up right I want to go golfing more I want to spend more time on vacation maybe this guy is like well I want to start this organization that's going to bring all the organizations together water he just like keeps when are you going to take some time for yourself like when is it just about you and nobody else you they say death is one sleep is 160th of death imagine how gmar death is right yeah so we we we'd have no problem about death in the well I will tell you I I can go on for because I I love talking to you I think that you know for me personally and everyone knows this about me I I some people have called me disgustingly transparent and I take it as a compliment and uh this company was built on the foundation of transparency and my life is very transparent and that's why it was so easy to start a podcast because one of the most difficult things that everyone was telling me was you're going to have to be vulnerable You're going to have to just say what's on your mind and you're not going to be able there's only so much that Stefan can edit you know um so I really enjoyed this conversation and I welcome you to come back you know after you go public and uh to continue the conversation also I have to be to go public you know listen just just come back because there's so much we didn't even touch upon you know you we spoke a little bit about your dad and and the impact that it had to you on the world and it's impacting me just hearing this and uh hearing the Roy emotion of uh of all the growth that has happened our goal for our podcast is growth both personally and professionally I think we got a lot of that out of this discussion and I really appreciate you coming um I just want to finish off by again thanking Prime source for sponsoring and telling everyone that we are enjoying your feedback and please like comment subscribe get involved really important for us that uh we each share with each other our thoughts and the things that Inspire us and the things that help us grow um when you first came I was telling you that we have a thing that we like to do I'm going to try it on you you can say no the question that I originally had asked you is who do you think now that you've been here on the podcast and it was you know first of all how do you feel it when and who do you think would be a good guest that you would know that you can recommend potentially to be as a chain reaction to who you are on EOS they ask you after a meeting you rate why have a level 10 meeting it's a very cool concept yeah and after the meeting why do it called level 10 because they ask everyone in the room to rate the meeting on a scale of 1 to 10 and if you rate it less than an eight or below just give a reason why so everyone in the group can know this meeting wasn't good because people talk sure go for it we're ready so now I'm going to give you a 10 a wow thank you I almost don't I just I just but but it's only on condition that when you when you couldn't get that word down pat you keep it leave it yeah comes natural natural what gave it because you realize by the way that's what's going to happen people going to watch it they say people think they have to be perfect right and that's part of the that's part of the issue and know I'm gonna I know someone's going to make fun of me that I couldn't remember May Shapiro what you didn't get the name and so life goes on that's the human I appreciate that so much I really does makes real and um so so just if you had to like throw a name out who would be that person that you would potentially recommend that's I told you one question that's okay you don't have to answer it but I was just like if it comes to mind if it doesn't come to mind it's okay they came tomorrow they would had it prepared because no no I don't want it to be prepared I want it to be after you're sitting there you know what it's like our style what we're doing I'll tell you the reason where I think that it was came out as a from my end I think came as a 10 is that um two things number one you never looked at you had to look at your papers what the next conversation fee should be number one and number two you know we never and this is we never had ended up focusing on the business itself right so we said okay we'll come in that's talk about your parents see and by the time everything was all said and done that's none of your business that's right none of that's right none of your business so even though he like a solid start there what about the business I would have walked there a great part but again you know now there's no plug there I appreciate that very much I wish your family a lot of and everything that they're doing all the different businesses that you're putting together I think it's wonderful to have a dad that's guiding them especially someone that can you know I I see a lot of times uh Challen and you know it's just the final thought of mine from this discussion is that members hat members people involved in organizations some of them I'm not saying all of them majority of them are amazing but some of them tend to forget that family comes first you know like they'll run out to help somebody but they might tend to sometimes forget one second let me just think about what's happening in my family first prioritize I think that you're doing that really really well you mentioned your children you mentioned your father you seem like that's just me mentioning you gotta ask that if it's really true I'm gonna take it from what it's worth and and and I I I'm I'm again like I said I'm honored that you're here today and I really appreciate it and uh just want to wish you well in everything that you're doing and continue to be that source of energy to everyone around you it's amazing thank you very much thank you