All right, welcome back to The Daily Mastermind. George Wright III here with your daily dose of inspiration, motivation, and education. And I'm super excited today because we have a guest in the house. We're going to be interviewing Aaron Arrington. Aaron, welcome to the podcast. Hey, thanks, George. Thanks for having me. Hey, listen, man. I know you're a busy guy. I'm a busy guy. It's tough to get together. We've known each other for a long time. And for those of you, I want to give a quick kind of introduction on Aaron. I've known him for many years now. And he's a successful father, husband of three girls, entrepreneur, married 21 years, but he's had a great successful career. It actually started out, just so everybody has a frame of reference, it started out as a coach and mentor in the stock and options investing arena. But you shifted back in 2008 to a pretty successful career in real estate and just a couple of years ago started and opened your own brokerage. And so I know that's been growing significantly. You've got some great stuff, a top agent in Utah. And the reason I wanted to have Aaron on the podcast today is because I believe he's got not just an amazing ability to create and maintain relationships, but he creates systems and teams, and he's just got that success mindset. So Aaron, I'm really glad to have you here, man. I know you're are busy dudes. Sometimes it's funny, we'll get into this later, but I feel like it's hard to get in connection, but yet I kind of talk to you all the time. So it's really good to have you here. Can you do me a favor? Let's just kind of start out with, can you just give everyone maybe a little bit of your background and what got you into real estate and just kind of a state of the union, just kind of bring us up to speed with who you are? Yeah, absolutely. So I met you first, what, 21, probably 2001 or 2000 probably I met you for the first time. Wow. And that's when I was working at Invest Tools. And I first started working actually in sales, sales, selling the home studies. And then I transferred, I transitioned from sales of programs to actually coaching and mentoring people. And I did that for five years, probably from 2003 to 2008. And then, you know, in the meantime, I actually built a couple of spec homes that I didn't know what I was doing. And I moved, I moved down to St. George for no reason at all, just because I had an empty spec home in 2007. And then I just randomly started real estate school. And I wasn't in a hurry. By the time the six months was up and I I finished real estate school. By then, I kind of was ready to go full time. And my wife quit her job. I quit my coaching and mentoring job. We lived in St. George, a town we've never, barely even visited. And I went all in doing a 100% commission job. That's crazy. I mean, and I remember when that happened. And I'll tell you, that's like a say yes and figure it out later kind of a thing, a mindset a lot of successful people have. But How was that transition for you at that time? I mean, you know, I think the biggest key is that I didn't have an exit strategy. You know, the problem is a lot of people, they go into something with an exit strategy. And if you go in with an exit strategy, you're most likely going to take it. It's like getting on the freeway, right? You get down the freeway, you know, you're about to get when you're going to get off. And if you, and if you enter a journey, knowing when and how you're going to get out, it's only a matter of time, usually quicker than, probably quicker than expected that the exit strategy is taken. And I never, ever had an exit strategy. When I got into real estate, it was what I was going to do. Did you feel like you had like this absolute certainty or was it just a decision that you made and you made that decision and so you followed it through? Because so many people that we run into, like they're entrepreneurs, so they have an idea they want to do. And it's really hard to get certainty around ideas a lot of times, but I don't feel like they really make the decision. But for you, were you certain this is what you want to do because you'd been playing with it a while or were you just, you made a decision and you stuck to it? You know, I wasn't, I remember everything about my life basically, but I can't remember the exact moments when I decided to get into real estate. But I do remember as soon as I got into there, I was like, where's my office? Where do I sit? I don't want to work from home. I don't want to work part time. This is a job for me and I got to roll. Well, you made a, I mean, you obviously were committed to making it work, right? Like a lot of people, they say, I'm going to do this. I'm going to do that. And they've really, number one, they haven't really made the decision to do it. They're just trying it. Right. And the other thing is they're definitely not committed. So you treated it like a job. So, okay. So now fast forward us a little bit. You're in this real estate market. So many people, you know what it's like right now. People are stressed and anxious because they don't know what's going on and where it's going. And I want to get into kind of some of the things you've developed through your brokerage, but what's the state of real estate right now? What's the deal and what could you kind of give us as far as some perspective? Because you're in it, you really understand the marketplace right now, or at least in this area that you're in. You know, what's interesting is 14 years, 14 and a half years now in the business. And the one question I've really decided the last six months to a year that I don't like is when people ask me and they ask real estate agents, how is the market? And I'm like, hey, I got news for you. The market is much different for someone who's 22 years old trying to buy their first house than it is for somebody who is 70 and owns four houses and they're all paid off and is looking to pay cash or sell something off and move it into something else. I mean, the market is, these are two different people, two different lives in two different markets. So the way I always answer that question now is, hey, forget what the market's doing, and let's focus on your market. Oh, I love that. I love that. I got to highlight that for a second because one of the things we talk about a lot with success principles is the questions you ask in life are going to give you the answers that you're looking for. And if you don't ask the right questions, you're not going to get the right direction. So I love what you just said because I think a lot of people may be looking at real estate, whether it's to buy a home or be in real estate or whatever, they may not be asking the right questions. So you're saying, ask what you're really asking and get those answers, right? So like, what is your market? What is it you're looking for? Yeah. And another thing I started doing about six months to a year ago as well is saying, replacing the word buying and selling real estate with moving money in and out of real estate. Because again, if someone's going to come out here and say, oh, can you believe this house cost me 500 grand. And I'm like, yeah, if you're going to go pay cash right now today, that cash is costing you 500 grand. But what you really need to ask yourself is, where am I currently living? How much am I paying in rent? What's the difference between my new mortgage payment and my rent payment? And if that difference is $380, what that $500,000 house is costing you is $380 a month because you're already paying that. So you're either moving money into real estate or you're moving it out, but it's not, you just have to see things differently. No, you know, you made a really, really good point there because so people that are in real estate or around real estate or whatever, how they view it. And that's the thing I love about you with the, I think it shows your commitment level. The way you view the market is just different than other, the way other people view it because of your perspective. But you also, you, you kind of view money. Well, this is so much to break down. We're going to have to get into it, but the way you view money, the way you view customers, the way you view clients, all those kinds of things, you have a very unique perspective and it's one that really serves you when it comes to building and growing your business. So I really like how you said moving money in and out of the market versus people saying, can I make money? Can I not? Is this a good deal, a bad deal? But it's sort of, that's just the way you look at things. And I think that's probably what led you to create some of the systems and stuff you have. But is that something that when you bring it up to individuals, they understand that and they kind of shift their perspective a little? Does that help? Or is it just really just something you're observing people doing? Well, first of all, I spend half my time talking to the general public, such as my good clients like you. And then I spend another half the time coaching and teaching agents at my office and agents on my team. So I first have to wake up with a strong mindset. I then have to relay that mindset to those on my team. And then I then have to relay my mindset to the clients that I work with. So it all starts with me believing that and then having others believe that. And then if others believe it, getting people to believe things is basically the number one goal of sales. But they have to believe it themselves and then they relate to other people. And so half my day is, I'm sorry, I'm backtracking a little bit. What I always wanted to be grow, you know, when I was younger as a school teacher, school teachers didn't, you know, I realized that wasn't going to get me the exact lifestyle that I wanted, because even though I work every day, it's nice to be able to know at 12 o'clock, if I want to go golfing, I can, but it also didn't get me the income lifestyle that I wanted. So the way, the reason I built my on brokerage instead of being at one of the biggest brokerages in the world is because I want to use this to build something and I want to use it to teach people and to use my ideas to help others help others. I really love that because I'm really glad you brought that up. And it's funny because I'm going to mention the question I asked you the other day when we talked, but so many people view their life and they say, well, what do I want to do? Like, I want to be a school teacher. I want to be a real estate agent. I want to this or that. Instead of asking the question, what do they want their life to be like? And it sounds like that's what you were trying. Look, I know what I want to do, but what do I want my life to be like? I want to have some freedom, flexibility and things. So it's funny. I'd love for you to just tell them what you told me So yesterday when we were talking I said you know why did you start your own brokerage Like what was the reason for doing it And I thought you would say something like ah you know make more money more margin more percentages Like there was a strategy behind it And what did you tell me when you like why you started your brokerage Well, I have so many different answers. Which one did I actually tell you? Well, yeah. Well, no, I totally do. Because what you said is you said, I just wanted the challenge. I just, I just wanted to, it was something to do. I wanted the challenge. And my point with this, it just shows the success mindset you have. You want to make a difference in an impact as we kind of elaborate on that, which we'll do in a minute here, but, but it's, you did it for a reason. You didn't do it for the reason of money. Um, you know, you were tired of where you were at. You didn't like the group you were with. I mean, it was, it was for a strategic reason that was really tied more towards your life and impact and making a difference back to probably why you were saying you wanted to teach, right? That's right. It, it honestly is about, uh, I wanted to build, I wanted to build the systems. I wanted to build a place that me and others would love to be at. And I wanted to make my life. I mean, again, money is something. I'm one of those people that believes that money is important because without money, I mean, I've had many sleepless nights without money. Oh yeah, for sure. So you get the money, but then also there's other ways that you got to fulfill your life. And yours is you help people through the mastermind and me, Same kind of thing. A big mindset guy and a big believer in helping others and success through others. Well, the perfect example of that is clearly you were building a big team at the brokerage you were at before. You were building a team. You were helping people. But you shifted. And this is where I want to shift this interview just a little bit. you shifted to do your own brokerage because you were still building a team and you're still doing things, but you wanted to maybe create an impact, an environment, a community. And so you created this UPT way, which I wanted to kind of talk about, and maybe you could explain what that is, but I think it's a good indication or result of why you kind of went on your own because you're creating this UPT way. So what is the UPT way? You know, honestly, the UPT way is believing that from me to a plumber, to a photographer, to an insurance guy, we're all in the same business. And the business is people. We're centered around people. So if you believe, number one, that people matter, which is our slogan, people matter. And number two, you wake up and you, sorry, we're all in the same business, A, meeting people and consistently staying in touch with these people and if we do this if we do this then we just it's only a matter of time before those people have a need and then at that point is when we have different services and different products that me and a plumber and a photographer offer right so you definitely have to have the skill you have to have the skill to fulfill the need but the the the upt way starts with believing that we wake up each day not looking for clients we wake you to wake up each day looking for new friends. Wow. There's so much in there. So to unpack a little bit of that, and by the way, for those of you that don't know what UPT stands for, it's Utah Property Team. So he's building a business, but it's a community. It's a thought. It's a process. It's a way, which is why he's called it UPT Way. But I love what you said because one of the big thought leaders that we've worked with, Simon Sinek wrote a book, Start With Why. And it's a great example of why people that truly have more success and purpose and drive in life, I mean, you could take it anywhere from Apple to the Wright brothers to whatever else, they start with the reason behind it and all the rest come together. Instead of looking at, you had mentioned to me, it's like, we don't look at people as transactions. We look at people as people, people matter. But obviously, look, we all like money. Like I rank it right up there with oxygen, right? So it's like money, money makes the world go round, but, but you got to have a life as well. So this UPT way, I love that people matter. And so what made you decide though, to create that? Is it because you wanted to have the culture and community? You wanted to make that impact. Why did you create a thing out of it rather than just saying my business believes in that? Well, all right. Number one, or did it just evolve? Yeah. Two things. When I first got my license, a guy said to me, who was my team leader in St. George, he said to me, you are where you intended to be, which is very- Say that again. Say that one more time. He said, you are where you intended to be. And so from that moment, I knew there are so many ways to get into real estate, through new construction, through foreclosures, through short sales, through door knocking, through for sale by owners, through expires. And I said, you know what? I'm in the long-term game. And I'm only, I'm just going to, again, I decided long ago, I'm just building my business for the future. Again, because if I'm not selling 365 homes a year, which is one a day, but that doesn't mean I can't meet 365 people a day or a year. So if you wake up, I think I told you this from your meeting, but if you wake up each day, trying to sell a house, you're more likely going to go to bed disappointed. If you wake up each day trying to meet an adequate person to your life, you can go to better success every single night. And I believe that starting, you know, when I first started out, that's the direction I wanted to go. Wow. So you really did. You really just as a note, you really did find a way to be fulfilled in joy and productive in the process rather than the results. So that's huge. I love that. Okay, go ahead. Your second one. um i think i forgot the second one i i've totally interrupted you and it's my fault but uh but i was i talked so much why you did the upt way i mean obviously you know the main reason is because you wanted people help right no i you reminded me right there the second thing is when i back in 2014 and then again in 2017 i would go to disneyland and disney world every couple years and uh i based it off of the disney experience you know the disney experience is no matter where you're at in disney or who you're talking to or whether you're the person picking up garbage the person giving you their uh your food the person giving your tickets they have uh they're all supposed to have the same attitude and you're deliver the same experience no matter where you are in the park and i and i wrote some uh thing as people go to things like that and they just think about fun. I go to things like that and I think about ways to grow. And I knew I wanted to deliver that same kind of Disney experience. So if a client's working with me or any of the agents at my brokerage, I want them to know, man, I worked, I just felt the EPT way. That's awesome. I think those of you that are listening need to really pay note to this, what he just said. The reason and the motivation and the desire to create the UPT way, I mean, this idea that you are where you intended to be and to be able to create that process and fulfillment of where you are and how you're doing it can happen however you want, but to create the experience, right? It's not just the experience for you, but for your client, for your employees, for your partners, and for your life, right? That's awesome. Would you say that everybody that comes along kind of maybe related to your company adopt that? Or are there certain people that kind of adopt that and others that just they can't grasp it? And that's okay because you're trying to create that environment for the right people in your company as a business owner, right? I'm asking you as a business owner now. Absolutely. You know, not every agent who comes in contact buys in fully. Not every assistant who comes in contact with us buys in. And honestly, not every client. I'd be silly to sit up here and say that 100% of our clients feel the UPT way and we keep them. We don't. Just sometimes things don't work out. And without pain sometimes and without losing people and without going through the bad days, how can you really, really appreciate the good days and the good clients? That's true. That's true. But you give that same principle that I love to hear over and over, and that is that you're not trying to please everybody. You have a why, you have a reason, you have a process you're trying to do, and the right people will come along. You're not just trying to, because I mean, we all know agents, brokers, salespeople, whatever, that they'll say anything and everything to whoever just to kind of appease them, but they're really not creating any long-term impact because they're just selling, which is why a lot of people have bad rep for sales, right? Yeah. Yeah, absolutely. consistency and passion are key. So explain to me some of that, like help me understand why that is so important from your perspective. Good question. I think actually those three things are the most important to me, mindset, consistency, and passion, but those three things are also the three hardest things to coach. So I think if you're going to, before you start coaching and mentoring people, you got to find the people that match the mindset and consistency and passion that you have. And if they don't have that, again, the coaching is not going to work. I agree with that 100%. So from your perspective, let's break those three things down then. Give me some ideas and coaching you would give in those areas. Well beginning with mindset number one you have to and I don know what comes first having the mindset or knowing what you doing You know what I mean Because I think yeah knowing what you doing the better you are at knowing a subject the better you are at public speaking, the better you are, you know, happier and the better you are at results and the better your mindset is. But if you have to wake up each day, you know, if I have to, if you have to wake up each day and convince yourself why, why it is you need to do it, why it is you need to do it, why it is you need to do it. It's only a matter of time before you fully convince yourself not to do it, which is what most people do at the gym. Yeah. Right? Yeah, that's true. That's true. And I think you made a good point. I do think that there's a bit of you've got to have a fundamental mindset of success and pushing forward and things like this. But you've got to have the skill level to back it up. But you have to have a mindset of whatever it is, you know, discipline, success, whatever. I liked your example you gave the other day when we were talking where you said the way I, because I think of mindset also as the way you think, right? And you mentioned it earlier, how you think about, you're not thinking about getting deals, you're thinking about meeting people, how you view a person, how you view writing deals. The mindset of how you do that is all, it's just, it's a little bit different. So what's kind of unique? Give me some more on that as far as the unique mindset that you try to instill on people you're working with. Well, I think, again, the start of mindset is to build as many wins as possible and to put yourself in as many winning situations as possible. And that also comes down to, I mean, taking it back to the stock market. If anyone knows anything about the stock market and when companies release their earnings quarterly, if you don't know how that actually works, you can be like, hey, this company just made a billion dollars. but their stock dropped. And the reason that happened is because some analysts expected them to make 1.2 billion. Their expectation, yeah. So life comes down. I think mindset starts with setting expectations and then measuring the result to the expectation. So I compare that to, if you go to PF Chang's, if you go to PF Chang's on Valentine's night and you get there at 6.30, you know, you're expecting a wait, you know, and versus if you go to Wendy's and a drive-thru and you're expecting, uh, Wendy's used to have a 60 second clock inside their drive-thru. They kind of lost that the last couple of years, but two different, uh, two different mindset, two different expectations, just like coming up to a red light. I've noticed that if I'm, if I'm 10 minutes late from meeting a red light, it seems like the worst thing in the world. So if I'm showing up a half hour early, I'm like, please let the light go red so I can just relax for a second. Take time. Yeah. So just those small little wins affect the way you see things, which affect your mindset and your wins. And people, again, they go to an open house on the weekend and they don't sell a million-dollar house. And all of a sudden, they think the entire open house was shot and the entire work weekend was shot. versus, hey, did you, the most important thing is you just time blocked two hours that you can dedicate yourself to either meeting people who come in the door or texting or calling leads or doing some social media. First case scenario, you just time blocked two hours. So change your entire mindset and your expectations, which leads to a better mindset about everything that you're doing. Yeah, there's no question that your expectations and your mindset are going to determine your results, which is so many everything else. But I also love what you said. So in this whole mindset ideas, set yourself up to stack some wins and set yourself up in and your expectations is going to do that, right? Like if you expected these things, then you you had an open house where you only met three people for two hours, you you're you lost. But if you set yourself up as I'm going to just get all this stuff done and meet a few people, then you won. Right. So I love that about mindset. I think how you go into mindset, obviously, with this podcast, especially it's what we're all about. You got to set that up. Talk to me a little bit about consistency, because that's the one area for entrepreneurs, business owners. And I guess this could be anywhere from students and kids and, you know, people staying at home. Consistency is a hard thing for people to do, right? They'll hit the gym like nonstop for a little while and then not. And then they will and they won't. Or they'll do the right activity sometime, not all. Tell me your thoughts on consistency and what you do to try to help people to become more consistent. Two things. You know, the same guy who told me when I first got my license about where you are now is where I intended to be. He also taught me time on task over time. So break that down for me. Time on task over time. Time on task over time. Yeah, that just, I mean, now also the second point of that is, you know, I work with my mom, for example, who is older than me. She's 71. She's of course older than me. That'd be tricky if she was. That's a good thing. You never know. But 71 and she has a real estate license, but she'll get on the MLS and learn how to do the MLS and then not use it again for four more months. and then get on the mls and say how do i use it and i say yeah of course you don't know how to use it you know what i mean so um i think it just comes down to um if you're not doing the same thing or the things you want to do like over and over and over again you just you just you have to learn teach yourself how to do it over and over again and that that comes back to if you don't have to teach yourself why over and over and then you don't have to teach yourself how over and over then you could just wake up with the, okay, I'm going to do. You know what I mean? You master the why, you master the how, you focus on the do. Yeah. Well, I've definitely learned and I've seen it over and over and over that consistency always trumps a big win or a short burst of energy or whatever. And the other reason is because consistency turns into habit, right? And habits are, we're going to carry you through things when you don't feel like doing it. Because let's be honest the reason people aren't consistent is they don't feel like doing it sometimes yep um is consistency literally the story of the the tortoise and the hare yeah you know what I mean yeah yeah yeah you know what wins over time yeah yeah so you have um one more thing I wanted to mention on consistency and maybe this is where it ties or it might be a little bit of mindset as well but you mentioned that a lot of people go into real estate for example let's say you're an agent and they treat their day-to-day like a job versus like a business. And having the right mindset sort of helps you to be consistent if you're treating it like a job, right? So you kind of mentioned that to me the other day, but what would you say as far as how to approach anything you do in life in order to stay more consistent? Well, number one, I think one thing I told you is the number one reason new agents fell, specifically new agents, is because they never actually figure out what their job description is. Yeah, that was it. Right. Yes. That was it. So if you can take control of your job description and that comes back, then it goes to your calendar. You figure out, okay, what are the one, two, three things I need to do? And then you focus on whether it's any part of your life, from financial to working out to spiritual to anything that's most important to you, schedule in the morning right so you schedule your mornings out and then you you leave kind of your afternoons open for things like mastermind phone calls yeah yeah right and if you take and if you i i forgot i keep forgetting your question because i talked so much but if you focus on creating your job description and then and then figure out okay what part of the businesses can i really focus on and that's um again there are other companies out there and this is another reason why i'm here at the upt way is there are companies out there that want to just get you so much uh you know like activity stuff versus productivity or yeah yeah absolutely they're just like practicing practicing practicing and what happens if you practice for six months you find that you're a professional uh practicer right you're professional you know but you have no game time experience and by then your wife is like you know what this whole experiment is over yeah yeah Yeah, yeah, yeah. Well, but what I really liked about what you said, and just to kind of like make sure we're on the same page and to highlight it, most entrepreneurs, high achievers, success-oriented people, they don't like the idea of even saying job description, right? I don't want to be working a job. I don't want to be doing these things. What I thought was unique about what you said and why I thought this is a great key principle, success leaves clues, is that when you approach things from a job description, it gives you structure, which definitely leads straight to consistency. And it's why you and some people are more consistent. It's not because you feel like you want to have a job. If anything, it's the opposite. You want freedom. But to get to freedom, you have to go past consistency. And the best way to be consistent, like you said, is right. Look, you could be doing anything from insurance, car sales, teaching, whatever. But if you identify, you proactively identify your job description, you're going to execute, right? So that's what I really loved when you said that, because I thought, oh man, this is the last guy that really has a job, but you look at it from that perspective, right? Absolutely. And I'm going to tell you two things that people come in and they say, oh, I don't like scripts. I don't like this. I don't like that. And I'm like, first of all, whether you're using a script that somebody else created or you just build your own script which is just saying the same thing different days can you still hear me yeah yep yep okay i might never know my glee's one out to sound good keep going okay but what i saying is uh you eventually use scripts and they like oh i don want to sound scripted And I said let me tell you who uses scripts in the world Number one, surgeons. Number two, Tom Cruise. I said, just basically some of the most wealthy people in the world use scripts, my friend. Huge. It is. It's just, all a script is, is just believing something internally, you know, internalizing it and using it over and over. So when people have, when a conversation comes up or a situation comes up, or you're talking to somebody at the family unit about what, what the market's doing or what their market's doing, you shouldn't have to think so hard, you know, because you're, you have these scripts. And then also what I tell people about, you know flexibility and freedom a job description i said hey there's um when someone comes in and i i can ask 10 people in a room brand new agents i say tell me why you got into real estate and if your number one answer is not money you're you're dead and if your number one answer is uh i could tell the first one who said money was going to be a success and the first one who said flexibility was i said just you know just do yourself a favor and just leave right now because there's two types of flexibility. There's the flexibility of the homeless guy in downtown Salt Lake who just doesn't have any bills at all. And there's the homeless guy, I mean, sorry, and there's the flexibility of somebody who's put in the work and created the flexibility of a business owner who now can go on vacation if you want to, go watch his kids play anytime he wants to, go to the baseball game many wants to what kind of these two flexibilities are you do you have in mind that's really really good and and i love how you said that because at the end of the day the flexibility we want the stuff that people come in thinking i want that they don't realize it only comes through structure through consistency you have to go through that that structure first to get the flexibility and you also said i love the idea of scripts because i think at the end of the day scripts is nothing more than just a streamline process to do what you need to do and if people don't like scripts or they don't like processes it simply means they're not committed to mastering their craft they're not committed to doing it because you'll never get i just i've learned you're never going to get to that freedom flexibility without it the script structure consistency right so i know i know we're getting short on time and i wish we could kind of keep going along but i want to hit this idea of passion before we um kind of start to close up so give me some ideas of how you maintain passion in what you do especially when you've been doing it some people have been doing their stuff forever right how do you maintain the passion and what what do you mean by passion as far as one of those keys well this can might be a cliche too but uh you you i look at facebook a lot you know and facebook and i i think people just say things sometimes because they see them i don't know if they really believe them but it always bothers me when when somebody is on Facebook and they're leaving a, like a vacation, but clearly as a vacation and their, their first thing they say next is, Oh, back to reality. You know? Yeah. I'm just like, you gotta be kidding me. Like, yeah. Is your, is that how your life is set up? Yeah. I mean, are you, are you, are you just putting on an act for Facebook or do you really believe that heading back to reality is such a bad place to be? because it is you're uh same thing as the girl working down at the macy's grocery store if you ask her you know it's 4 30 i'm going in there to grab some lettuce for my taco and i'm like hey how's your day going and her number one answer is typically can you hear me still yep yep her number one answer typically is she goes to tell me how how long before she gets off work well i get off work in two and a half hours. And I said, no, I just asked how you're doing. And so people, I swear, I don't know. When you find the passion, which becomes a way of life, then man, you can avoid living for the weekend. You avoid living for the night and you avoid dreading coming home on vacation. I mean, some of us dread going on vacation because we're so passionate about our life. Yeah. No, that's huge. But you've kind of made that consistent message all the way through. It's like you make, you know, make the process fun, make your objective be something that's fulfilling, not just an end result. And passion is by learning to create that right in your life. If you don't, then you're only going to have passion when you plan it. And then that's not passion, obviously. That's not passion. So I think, again, I text my people. I said, tell me, you want to join the EPT way. Tell me what you're passionate about. You know, tell me your passion. And if anybody wants to be on my team, if their passion is anything other than people through real estate, it's a tough fit. Yeah, because don't you think, look, people can be passionate about anything they want in life and find ways to apply it to what they do. Because if you're just trying to create your best life, right? Or grow and personally grow. So I love that. I love that. Well, listen, I think there's another topic we kind of wanted to hit because I always try to end the podcast with maybe a tip or strategy or idea that you could share with everyone listening, something practical they could do that would kind of help them change their life a little bit. And you had kind of had a couple ideas you threw out to me. So what would you suggest for people right now that they could maybe a strategy they could do or implement? You know, I just actually thought about this last night and I posted it on my Instagram and Facebook, which are UPT real estate. But it's just there's so many ways to think about the difference in homeownership versus renting. And the truth is America is set up that one third of people are always going to be renting. And I'm not saying it's the same one third people, but America is set around that idea. So I do think there is a time to rent and a time to buy. But what I did last night is just come up with an idea of ways you can use your mortgage differently as a way to invest money. So, of course, just paying your monthly mortgage already gives you debt reduction, which lowers your debt. And then if you take that with the normal appreciation, that's what helps you build long-term wealth. But if you take an extra, my specific story last night was if you have a $500,000 loan at 5% and you pay an extra $300 a month on that for 10 years, that's basically would turn out to be about a six, it would cost you $36,000 of extra actual payments, which would lower your mortgage by, or yeah, your mortgage by $52,000. So that turns into a $16,000 gain on a 36,000. That's a 44% return on your money over those 10 years. And so that's just one way to think differently. And the truth is, I think I called it $300 junk food money because with the swig, the way the swig is, these drink stations and the way that people are using Uber Eats and DoorDash and stuff. Yeah. Holy moly. It's not hard to come up with 300 bucks. That's for sure. It's not. And I just lost one of my hits, but I have this other one. But yeah, I'm just saying, look at your money and look at the ways you're doing it and utilize a mortgage the best way you can. And this is a whole different strategy. I mean, this seems like a pretty natural strategy that people aren't doing. But this comes off a change in strategy. As the market changes, we continue to look for new ways to build wealth through real estate. because again, I started talking about the why and the people and all that. At the end of the day, you also have to understand how to build wealth and how to do what it is we're doing. Because if you don't eventually know how to do things to please the people that you're meeting, then the people eventually stop being so nice to you. Yeah, that's true. That's true. It definitely helps. But I love that strategy because I do think a lot of people get caught up in how much more can I earn? How can I do a deal and all those things? And they don't think about ways that you can save thousands on your taxes, save tens of thousands of dollars on your mortgage. And what they have to realize is when you have a wealth mindset, that picking up $16,000 in savings on interest is directly dropped to your bottom line, no different than if you got a $16,000 return, but one might be actually easier to do. And so that idea of paying a little extra on your mortgage to have that savings and create that wealth mindset and that extra additional wealth, That's huge, man. I like that. It just shows that there are so many ways to look at things, right? I love that. I think people can, and listen, for those of you that would like to, I encourage you to go follow Aaron and his team on Instagram, Facebook. And what's the, is it UPT Way? It's UPT Real Estate. UPT Real Estate. I'll put the link in the show notes so you guys can follow him as well, because I know he's always got great thoughts and tips and ideas. And I think you're going to learn not just how to create and maintain awesome relationships, but have a better mindset, create more consistency, passion. And so, yeah, Aaron, I appreciate you spending some time, man. I wish we had a ton more because I know you got like a wealth of knowledge, but anything else you would add before we take off? You know what? I do have some more of my thing is literally about to die, but I'm just going to say, if you don't know where you're going, you have no clue when you actually get there. So just think about that. And yeah, I'd love to mastermind different people. So if anybody wants to touch base and connect, I'd love to connect. I love it. I love it. So yeah, thank you. That's a great thought to leave with. So listen, everybody, share this episode, hit us up on The Daily Mastermind at Facebook or Instagram, go to the show notes. I'm going to post some of this there for you as well. And like I always say, it's never too late to start living the life that you were meant to live and really unleash your potential and grow. So my name is George Wright III. This has been The Daily Mastermind. Have A phenomenal weekend.
