Disclaimer: Transcripts were generated automatically and may contain inaccuracies and errors.

You had this idea of a company that would help people go and invest in real estate and the idea that you brought to us, which is really when I remember starting to work with you was the exact idea that now today, we call Done For You Real Estate, that we now have a 13-year track record of helping hundreds and hundreds… Over 1000 clients, all because you kind of had this idea and this structure in your mind of what we could do together.

What would your life look like if you could replace all of your working income with simple and conservative investments that could do it for you?

Over the last 13 years, we’ve helped thousands of clients transact over half a billion dollars in simple and conservative real estate transactions, allowing them to begin replacing their work income with real estate investment income.

Each week, we’ll be pulling back the curtain on the ins and outs of real-time retirement based real estate transactions that will transfer from your financial future, even if you have no real estate experience. This is Replace Your Income with me, Kevin Clayson…

And Steve Earl.

Alright, well, here we are, Steve, the inaugural episode of Replace Your Income. How are you, buddy?

Doing well, how’s it going today?

Awesome. So this is episode one. This is so exciting. We’re so excited to be doing this. And we’re so thankful if you’re listening right now. And today, we wanted to take a of time and kind of give you our backstory. How did Steve and I meet? How did this whole thing come to be, the company that we get a chance to run an operate and just you and I been able to hang out all the time, Steve? And, so I thought it would be really cool for our first episode, if you and I would tell a little bit of our backstory because you have this awesome backstory. I wish I had this awesome backstory. I have just this like boring backstory, but you have this really cool Steve Jobs type backstory. Like, I had nothing left. And as I scraped two pennies together, I magically created a business. Like, I know that’s not the story, but you really do. I don’t have that. And I think everybody should hear your story because your story is inspiring. So I’m going to pretend that I’m not just your friend, and I’m like an interviewer. So Steve, tell us, where did you get your start?

Well, Kevin, with that kind of an introduction, let’s see where do I start? And by the way, you’ve got a pretty cool story.

Oh, thanks.

So I mean, you know, look, my mom and dad got together you know, and you know, what happens there and I you know, came to the world and… No, so when I was about 19, I left home. I went down to South America to do some service work for my church. I was there in Columbia, South America for a couple of years, and then I spent almost a year in San Antonio Texas after that. Then I went back to Canada were actually you know, grew up my met or didn’t meet I got together you know, with my sweetheart from before I left on my you know, my adventures to South America and so on. And we decided to get married. So we got married up there in Canada. And what’s interesting Kevin is from the time I was 12 years old, I had my life plan. I thought I was I wanted to be a dentist I business cards made up. I had a desk plaque made up, and I was going to be a dentist. And when I graduated from high school, I was on the fast track to becoming a dentist. I went straight into the pre-dental program. And then I found out that there is this school down in Utah that had 100% acceptance rate into dental school. And quite honestly, like, I’m not super book smart. And so my grades weren’t like I was a solid, B student. My kids like my transcripts…

I would like, aspire to be a B student. Sounds really good to me.

And so I was like, I’m going to go to that school. And so my wife and I, we literally we packed up, we put everything that we own into a little trailer and we moved down to Utah. And so I started school and probably the best advice I ever got from a school counselor was this person said to me, Look, don’t just like get a degree in biology or something, something that you’re not really interested in, even though you’re going to be a dentist, get a degree in something that you think would be interesting. And so I was like, I love business. I’ve always been an entrepreneur as a kid, you know, and did lots of fun things growing up in the entrepreneurial world that kids can be in. And so I decided to get a degree in business management, which is what I did, that was one of the best decisions I’ve ever made. Because I finished you know, the prudent program I took the DAT I interviewed at different schools and when I finished an interview out at in Oregon at the university or at the I can’t remember the name of the school Oregon Health Sciences University. I came back from that and I was like, I don’t think I want to be a dentist. And, and I was really nervous to tell my wife that because I thought that maybe she married me because I was gonna be a dentist, you know,…

You’re gonna make so much money with the dental work…

I don’t have that much else going forward. And so, you know, I said those words to her and she just looked at me really funny. And she’s like, well, then don’t be a dentist. I was like, What? I don’t have to be a dentist. Yeah. And she was like, No, I was like, sweet. So I hadn’t graduated yet. I was in my senior year. And I started thinking about what I would do post graduating because I had started a little painting company. In fact, let me tell you about that. Because that’s really the start of how I ended up in real estate investing.

So you started your painting company when you were in college? Right?

Yeah.

That is one of the big differences between you and I, I wish I would have been cool enough to start a business in college. What I did is I went and shined people’s shoes at Nordstrom. So yeah, that’s good. You’re way cooler than I am.

Well, yeah, right. So I started this little painting company while I was in college. And what’s interesting is the way that I started it, I actually did my first year in college, I worked for a painter so I learned the skills of being a painter. I looked at this guy and I thought, and I don’t know whether it was or not, but I thought it looked like he was making a lot of money. And he wasn’t actually doing the painting he was managing. He had a couple crews going, I was like, that’s pretty cool. Like, I think I could do that. So the very next summer, well, he’s actually during the winter, I started making my plans my preparations to start this little painting company that I could do during the summers while I was going to college. And, and so I went to my wife. When we got married a couple years earlier, her parents gave her like 20 $500 as a gift to kind of get her started that was just sitting in the bank. And we literally when we came down to the US, we had nothing. And at that time point in time I was going to school, I didn’t have a job, she didn’t have a job we were kind of living on the savings that we had made, you know from painting the summer before. And so she loaned me a couple thousand dollars and I bought a beat-up old truck for $700 Was this your painting truck for your paint. This was my painting truck for my painting business, and I needed some equipment and I’m Tony Kevin, we had nothing. I didn’t have a credit card. We had, you know, a little bit of money left in the bank. We’re living on savings. I didn’t have a job. I’m telling you, we literally had spent like our last few cents, getting that truck. And in I I needed to get some equipment in my old boss. he’d gotten out of the painting business, and he had some equipment and up in Canada, and he’s like, yeah, I’ll sell it to you. You can pay for it later. And if you can just come and get it that that’d be great. And I’m like, how much how am I gonna do this? I had a truck but I had no money even for gas

You had a truck just nothing to put in the truck.

Yeah, exactly. So I and it didn’t even dawn on me until I get it did not even dawned on me like to go ask somebody for help. Like it didn’t even occur to me that I could have gone to my parents or to a friend or somebody I was just like, how am I gonna do this? I was pretty independent. And I literally I sold a few pairs of my Levi’s jeans back in the day. I don’t know You probably aren’t old enough to know this, but you could sell your Levi’s jeans for some pretty good money back then. Really? Oh, yeah. It was awesome. So I…

We’re not that far. You’re 10 years older than me. And but…

That’s a whole generation.

Yeah. But one of the big differences here is you had Levi’s jeans because you were in college. At that time, I was in like high school and I don’t think my family could afford Levi’s jeans so but continue.

So I sold these jeans, I got enough money for gas that I drove up to Canada and this beautiful check. I didn’t know if it would make it but I made it up there and loaded the truck with the ladders and all the different stuff came back. And, and literally during that month that I was getting all this stuff ready. Like we had no money to even go shopping. And we got pretty creative and figuring out like how to feed ourselves is my wife, myself, and we actually had our first child at that point. And so So anyways, we got there came back. And literally the next day after getting back I went knocking doors, asking people if they’d like a free To paint their house, and after knocking on probably, I don’t know, 150 a door. Somebody said, Yeah, that sounds great. I wrote up an estimate. And to my amazement, they said, Yes, let’s do it. So I got a $500 deposit, and instantly went home cashed that check and went shopping for groceries. And that was the start of my painting company, which about 12 years later, I ended up selling I, during that time, I was able to turn it into a multi-million dollar company, and, you know, was employing, you know, 25 people at the time. And it was a good is a great little business. But during that time in the last couple of years, I’ve become very interested in real estate investing. And it was during my last couple of years of owning that company, that I actually flipped my first property. And, but really, what propelled me into becoming a real estate investor was when I sold the company and had extra time and just a little bit of extra money to be able to start, you know, Getting into what became my true passion, business and real estate investing.

See, I love that so much. And like, that’s why I say you have a cool story because like, I love hearing the sort of humble beginnings of massive companies, right? Which are just these entrepreneurs whose names we know. Like, I think of Steve Jobs, right? You know, Steve Jobs and Steve Wozniak, in order to start Apple because they got it kind of like you… They had this order, but they didn’t have money to fulfill the order. And so they like sold their calculator and a VW bus and then that was the capital that started Apple, you know, Phil Knight who started Nike, also very humble beginnings. I was just putting money together to buy some shoes from Japan to try to sell them attract meats. And I wish I kind of do wish that I had that sort of a story. But I think the reason that I don’t is I would not classify myself as an entrepreneur from this standpoint. Like, I didn’t wake up. I didn’t come out of the womb-like what business could I start today? I wasn’t the kid who was like dumping pixie sticks. into Ziploc bags and then turning and selling them for a profit at school. Like I wasn’t that guy. I was just the guy that just at 14 and a half, I got my first ever job. I made $4 and 15 cents. I remember I got a raise a dime raise Not long after I started cuz man, I was good. But I started working in my high school cafeteria at Taco Bell inside of our cafeteria for $4 and 15 cents. And my mentality where I came from was, it was you work hard, you go to school, then you get a good job. And then you get the white picket fence and the family and you just kind of hope to climb the ranks. It was very much the kind of and you know what, I don’t have entrepreneurial blood in my family. Like my parents are awesome, super hard-working, but they were not entrepreneurs at their core. My dad was a hard worker who sold. He was a salesperson for tons of years he would I grew up in the San Francisco Bay Area, which in Canada, I think when you grew up in Canada, like you Did you have to say a? And in California, you have to say hello. So it’s a little bit different. But we both have our thing. So I, you know, Dad growing up was a salesperson going all over the San Francisco peninsula selling to all of these accounts. And all I knew was you go to school, you do good in high school, then you get good grades. So you can go to a good college, then you go and you get a good job. And then you climb the ranks. That’s what I had seen. And so for me, I graduated high school to the year college in California, went and also served a mission for my church. I went to Germany for a couple years. And then I came home, and I was like, Okay, I guess I gotta go to college. But I didn’t know what I wanted to study. I didn’t want to go into business. I never thought about being an entrepreneur. And so I literally got into school with this idea. I guess I’m just going to a couple of classes and see what seems interesting. Like that was quite literally, the early days of my, I guess, education and I took a political science class and I was like, This is super cool. I think Do political science then I find out that a ton of people in political science go on to be attorneys. So I’m like, Okay, I’m gonna, I’m pre-law. Like, that was a thing, right? So that was what I was gonna do. And wow, I was going to college, I went to Brigham Young University. While I was going to college, or going to university, I got married, I got married fairly young. So like you got married and your wife like loaned you money to, you know, to start your business. I got married, and three and a half years later, my wife fell in love with a good friend of mine and left me so it’s kind of similar. Oh, wait, nope, not at all. So here I am. I’m about to graduate, right? My wife has decided that she’s gone. She is going to go to law school, she is going to be a lawyer. And I’m kind of looking at myself. Like, I don’t think I want to be an attorney. But I can’t go work in political science. Like, what I didn’t know what to do. And so the only thing I could think to do at that time, was go get what I consider to be a real job, like the job where it paid you this thing that I’d heard of called a salary. I had never had one of those. I only had hourly jobs, sporting goods, shoes, I sold shoes I sold, I sold sporting goods. I did a ton of stuff where was I was just an hourly employee. And so I was like, maybe if I go get one of those salary things, maybe my wife will stick around. Well, I did go get one of those salary things. I found a job. I didn’t care what it was. I just wanted to make for me what I thought was real money. And I got a job offer to go work for Wells Fargo financial and like Steve, I don’t want I’m looking behind your chair. I’m worried there’s no cushions because when I tell you how much I made, you might fall off your chair. Because I mean, I went and got this salary job and I was killing it. I was in my early 20s working the salary position and I got an offer for Are you ready for it? Steve? I don’t know if you’re ready.

I’m ready. I’m ready.

$36,000 I know I was like three grand a month. This is the most money I’ve ever had. And I was like when it worked for Wells Fargo I have to like wear button up to work every day. I’m a real person. Maybe my wife will stick around. Well, thankfully, she didn’t nothing against her, I hope no ill will. But a few years later, I went on to meet the love of my life. And we’ve been married for 13 years. You’re very fortunate man. I am. And we’ve got three beautiful children, and I’m so thankful. But that process, Steve, I found myself working for Wells Fargo, and guess what I discovered at Wells Fargo. I had to learn to do this thing. This is how I got into real estate. One of the products I had to sell was this thing called a mortgage. And it’s spelled mortgage, but I just say mortgage so I, I had to sell mortgages. And that led me to starting to get familiar with the world of finance a little bit. Although I didn’t altogether know what I was doing. I just was selling these mortgages and so I wish that I’d gone and invest in real estate. I wish that I’d started a business. But that wasn’t my story. You on the other hand, you were kind of this business owner, mentor. And then you became a real estate investor. But then your real estate journey continued beyond even being an investor because you went on to actually become an agent, right?

Yeah. So after I sold my company and I became a full-time real estate investor, I was flipping homes full time. That’s what I did. And one of the things that I found that I was really good at was finding, you know, good projects, good deals, and I found that actually, I was finding more of them than I had money to buy for sure. I didn’t have that much money. And so I was like, maybe I’ll get my real estate license, maybe I could help some my friends do it. Having been in the construction industry, I knew a lot of builders, I knew a lot of business owners who I thought would like to do what I was doing. And so I got my real estate license, and started helping, you know, friends and family and others kind of do the same thing that I was doing. But what I realized fairly quickly, was that flipping homes was really a job is all you know, it’s quite time consuming. And I also found that you know, During the whole agent team thing, I got pretty good at that. And actually, within three years, and I was in a pretty big firm, I became the top producer, which is pretty cool. And I wasn’t like the typical real estate agent because I didn’t list homes. I helped buyers buy homes,

so you weren’t like you were an agent for the purposes of investing, and then going and helping others invest in real estate. You weren’t like the typical let me get a listing. Let me see if I could sell some Let me see if I could buy some. Right?

Yeah, exactly. And so, you know, I started helping other people. And I put up this thing called the URL report, you know, on a weekly basis, like the best deals that I was finding here locally, on a regular basis. And I was helping quite a few people and then ended up helping this other guy that uses pretty young guy started helping him by you know, a lot of deals. One thing led to another and through him really is how I met you. And in fact, I was gonna say, I’m really glad that you Didn’t go down the entrepreneurial road and you didn’t do these other things because the path that you took ultimately led us to you know, colliding paths here. And that was, that was one of the best things ever. And I have to tell you this kid Yeah, I remember years ago, I can’t remember if I ever told you or said these words to you. So this might be the first time you’ve heard them awesome. Literally on-air is millions. Like there’s millions of people listen to it. Okay, good. So to all of you millions of people, like I said, these words, and it seems to me like I even wrote them down. Maybe I sent you an email or something. But as I kept like, I would go to battle with Kevin any day of the week. Like, I love being in business with this man. And so, so So anyways, I’m so grateful that somehow someway, our paths crossed and we ended up in business.

Well, I’m so thankful to and Steve, it really is kind of cool, because while I don’t consider myself an entrepreneur, I now consider myself entrepreneurial or maybe a better term is entrepreneurial, right? So I’m not the guy who’s gonna come up with a brand new idea and start a business. But listen, you put me inside of something that’s already a good idea. And I can innovate like an entrepreneur and think like an entrepreneur, to make things better. And I think that that’s why I’m so thankful our paths cross because you are this incredible business owner, you’re this great CEO. You think about you have this wonderful business mind that I don’t have, but I’m creative. And so it’s almost like, you know, we complement each other in so many ways. And I think that’s led to what this company has become as well. And the way that we really got together Steve, I think you kind of know this, but so, so here it was at Wells Fargo. I’m doing mortgages, and I only ever close that I remember maybe I think I did close more. But there’s one mortgage in particular that I remember because that moment changed the entire trajectory of my life. So What I had to do at Wells Fargo is I had to call people, right? We had these things called leads, they were like warm leads, right? People that were in the Wells Fargo database. And I would call them and say, hey, let’s take a look how were things financial blah, blah, blah, let’s see if we could save you money interest rate refinance now, right, that’s what I would do. And this mortgage product was one where at the time, we were doing mortgages, for people that were not a that were kind of risky, from a credit standpoint, not like great credit scores, they’d have to pay four points on the front, right, so 4% of the loan amount on the front, just to buy down the rate to be within a realm of possibility of them making the payment and the idea was they were supposed to consolidate all their other stuff, pay for points on the front, put it all into one mortgage, and somehow that was gonna put them better off financially. Well, I was totally bought into that mentality. And so I’m hitting the phones. I call this one lady. She’s interested. So I go through the whole process. I seller, we go through everything right, we poke right we do the whole thing that we’re supposed to Do she says yes. And I was like, Oh my gosh, I’m gonna sell my first mortgage like, this is amazing. Like, I got to know the industry and here I’m gonna, and I said, You know what, I’m gonna drive to your place in Provo, and I’m gonna bring my manager because he was also a notary, and we’re gonna get this thing signed off and man, I’m so excited for you woman who lives in Provo who I’ve been talking to on the phone. And we go, we drive down, I drive down with my manager to this woman’s home, and we walk into her home and I’ll put it this way. I knew instantly that she should not sign this mortgage. She was a bit of a hoarder. And she was an older no offense here because we own a cat but cat she was a cat lady. She had multiple cats all over the house. She was a bit of a hoarder. Her home was in major need of some updates and repairs. And we go in and we kind of clear the couch off I sit on the couch, my managers right They’re like, I can’t not go forward, right? Like, I’m supposed to be the guys. So the loan I’m just great, exciting, man. I watched her sign, Steve. And when I went home that night, it was the first time in my life where I said, what I just did today is not who I am. I can’t do that again. I will never do something that takes advantage of someone in that way. But I didn’t know what to do. I was in this rock and hard place. And you know what I did? Immediately, I started to say, you know what I got to get out of here. I’m not gonna stay at Wells Fargo and I’ve been promoted. I was about to be a branch manager of Wells Fargo financial. And I just thought, you know what, I can’t do this. This isn’t okay. And so I started to look for an opportunity to do mortgages because I saw that there was money there. I liked the principles of it, but I needed to do it outside of the company that I was working in. Because it was not serving people least I didn’t think it was serving people now. Keep in mind, I was working for a branch of Wells Fargo. Wells Fargo financial that’s no longer in existence. Wells Fargo Bank owned it, but it was kind of a subsidiary. And they went out of business because they did the kind of loans like I just described, right? So Wells Fargo Bank is not the same company, but it was a subsidiary. And so I left Wells Fargo and I found a job as a self-employed mortgage broker. And so I got this job, and I was gonna have to hit the phone again, I was calling all day trying to get I would buy these cheap leads from the county of people that might qualify for a refinance, and I’d hustle on the phone all day to try to get some loans. Well, that was a lot of work. And so what I decided to do is I’m like, you know what, I wonder if I could, you know, shortcut this. And I had this buddy, who I’d known in Germany, who had been doing a bunch of investment, real estate. And so I called him up and I said, Hey, dude, I know you’re doing a bunch of real estate. Do you have somebody to do your mortgages because I’m your guy? Now that buddy that I called Steve is the same young investor, who you talked about that you were finding deals for. And that led to about five of us at the time getting together, I knew mortgages, you knew how to find deals. And then we had these other guys that had some expertise. In 2008. I remember you came to us with this plan. And it was a plan of, we’re not just gonna be a real estate agent or be a mortgage broker, we have the ability to help people invest in real estate because it was something you were passionate about, you’d had a lot of success with. And you saw an opportunity to kind of defy the conventional industry that most people were tapping into, which is this that there’s a lot of people that wanted to do real estate, they go buy real estate education, and then they find themselves unable to actually do real estate because they spent all their money to go hire a coach or a mentor. And then they were still having to figure it out all on their own. And you had this other approach this other idea, this, this idea of a company that these that we could form that would help people go and invest in real estate and the idea that you brought to us in 2008, which is really when I remember starting to work with you was the exact idea that now today, we called Done For You Real Estate, that we now have a 13-year track record of helping hundreds and hundreds, over 1000 clients transact simple and conservative investment, real estate. And we have now been helping people replace their income with simple and conservative single-family residential real estate for 13 years. And all because you kind of had this idea and this structure in your mind of what we could do together. Right.

Yeah, it’s been a pretty exciting run to this point, Kevin, as you know, and I mean, we’ve done well over four, we’ve helped our clients purchase well over 4000 properties at this point.

And that’s all just like 4000 Yeah, if anybody’s a real estate agent or mortgage brokers something out there. Just wrap your mind around how many deals you do in a year with You’re super busy. And then think of what it would be like to do 4000. We’ve had a little bit of time to do some deals, right?

Yeah, yeah, no, exactly. And the other thing that we did, with a little bit of time, within a few years of doing this, just here in Utah, we saw an opportunity shortly after the crash, to help our clients buy real estate, in other markets, where there were greater opportunities where prices were maybe down a little bit where maybe rents were a little bit higher. And we kind of put together a formula for what would make the most sense for our clients. Because just buying here in Utah, like in many other states, purchase price is a lot higher than say in some of these other markets. And so we’ve been able to get our clients a little bit better bang for their buck, lower down payment, because the purchase price is lower, yet rents are still really strong, which gives you a good strong cash flow, which is one of the principles that were built upon, and that is cash flow. You have to have a property you want to invest in something that is not only paying for itself, but paying you and getting you a return on your investment today, with the future outlook, that through appreciation. You can also capitalize on that. And and so, you know, we put together this formula, we put together this plan and we’ve now expanded into multiple states, we’ve done and helped our clients purchase real estate in six different states. And what’s cool, Kevin, is that the system that we put together as well, is we literally have clients in every state in the nation. It’s awesome. It’s awesome. Yeah, it’s one of those things where there’s there’s no geography that, you know, limits our ability to help clients. You know, we help a client what’s really interesting to me, Kevin, is that we’ll have a client in New York working with one of our team members here in Utah, buying real estate in Florida. Right. And and it’s this amazing, I’ll call it love triangle. Yeah, right. Yeah, it is. And it’s amazing to me, that that we can do that. We Have a client who we’ve never met in person, buy a property in a state that they’ve never set foot in a property that they’ve never seen working with somebody in Utah that they’ve never met in person. And it worked quite flawlessly.

And the reason it works is really where I am so excited to do this show, and so excited to talk about some of what we’ve experienced and learn because Steve, when I think of you, I think you are incredibly talented at systems, you’re great, you’re great at systems, you’re great at putting things together and making sure that it works the same time over and over and over again. I know that’s why you were massively successful with your painting business. And it’s been a blessing to our business here. And I would consider that one of my strengths is, is people working with people so they have a good experience so they can develop trust, so that they’re the experience of going through the buying process is something that afterwards they’re really excited about. So we got this system that we implement with people where we think Think of them first and what that experience is going to be like so they can succeed. And we bring those two things together. And you have what’s now this company of ours called done well.

What I love about what you bring to the table, is you really humanize, you know, the system and the process. And the cool thing is that, yeah, we’re, you know, we’re, I feel like we’re this really good and solid organization. And we’re not a huge company either. Exactly. Like we know our clients. And what’s really awesome about what we’re doing is that it just, it just works. It’s this get rich, slow concept. It’s this concept of just, you know what, it’s not even about getting rich. It’s about just simply replacing your income, one property at a time. And what’s really cool is that as a company, we are no bigger than the individual. On the other end of the telephone that we’re talking to, that’s exactly right. And, and to us, their success. that individual is so important. More than 50% of our business each month comes from repeat customers doing this again and again. And so we talked about, you know, haven’t been in business for 13 years now. We have clients who are still with us after this period of time. And they’ve literally like the theory that we had when we started this company is like, you guys, it’s like, this is what we could do. It was this awesome theory. It’s now reality for literally hundreds of people who have replaced their income. And they’ve done it one property at a time where they come for that very one first property that we helped them buy here in Utah. So now owning a small portfolio 4, 5, 6, 7, 8, 9, 10 properties that has helped them replace their income. And every one of those properties. That’s the other thing, Kevin, it’s about that one property is about making that one decision, like, is this a good property? And what’s the story behind this client buying this property? What does it mean to them in their lives to have an extra 234 hundred dollars a month in their life? It’s life changing to our clients.

100%. Now here’s the cool thing is we wanted to kind of jump on and give you guys sort of the background where we came from how we got here, after this show, Steven, I don’t need to talk about us as much as we want to talk about you because this show is for you. The show is called Replace Your Income. And here’s why. It is a journey that Steve and I are both on right now from this standpoint. You know, when we said look, as a company, we want to help people replace their income one property at a time, through simple and conservative real estate. Just want you guys to know, we do the exact same thing as a company that we help our clients do meaning. Our goal is to replace our income one property at a time. We are actively acquiring properties, even as a company just as we’re helping our clients actively acquire properties. So we’re all in this together. What I want you to know is when you come in tune into this podcast every week There’s gonna be a lot of good stuff for you, we’re gonna have principles and things that we can teach that we’ve learned over these 13 years and you know, more than 4000 transactions. But we also want you to hear from real people who are really replacing their income one property at a time. So we’ll invite clients on from time to time so you can hear their stories and hear what it’s like. We also want to talk about real estate, we want to dive into the deals and say, Look, what does make a good deal? And, and what how should we maybe look at numbers, and then we’re going to bring on experts from time to time because we want to bless your life with information that could be helpful that will assist you on your journey to income replacement. And listen, the last thing I want to share before we sign off today, Steve, is you already alluded to it, but what we try to help people do, what I think you if you’re listening you ought to do is it’s time to abandon the thought that all of these other gurus and all of these other coaches and all of these other people that all they want to do is get you to spend a bunch of money with them up front so they could tell you stuff that you probably already know. Or make you read a whole bunch of resources. You could still do real estate on your own. All of these people, you go on Facebook on YouTube, you go and you hear from these folks that are like, become a millionaire have this massive lifestyle. You know what, Steve, one of my favorite sports stories and something you and I talk about a lot? Is the the Moneyball story from the show. From the movie Moneyball from the book Moneyball if you guys out there listening, ever saw that movie, it was Jonah Hill and Brad Pitt, and it was about the Oakland Athletics now I grew up in the Bay Area in 2001. The Oakland Athletics, we’re like the second poorest team in all of baseball right? for them. They only had like a payroll of $37 million, but they’re trying to compete in the American League against the Yankees who have like 140 million dollar payroll. And so the Yankees would go and they would hire all this talent, these homerun hitters in these these these flashy players. The A’s couldn’t do that. And so the book The movie called Chronicle this 2001 season where the Oakland Athletics go in, they take an entirely different approach. Instead of going and paying for flashy homerun hitters, they say how do we just get on base? Let’s go find players that cost less, but that get us on base. Because if we can have a high on base percentage, if we can get on base with tremendous consistency, and with a velocity that increases over time, that’s what wins games on base percentage translates to runs, runs win games. And so they took this approach that they later named Moneyball. Now, by the way, in that season, the Oakland Athletics set the single season, consecutive win streak in all of Major League Baseball, and they later went on to compete to get into the World Series. They ended up not making the world series that year. But it was this incredible story that changed baseball. And so here’s the message. Steven, I want to leave with you today. It’s time for you to change your approach to the game. You know, you’ve been told for years to become a millionaire and that you want to go out and figure out a way to just be this massively successful person. So you can have the cool car on on Instagram or you can you can have the lifestyle that you think rich people need. Let me tell you something

Swing for the fence.

Yes, swing. That’s what you’re told swing for the fences right? Get up there and swing for the fences. You’re always told that Babe Ruth like all these gurus, Babe Ruth, every time he got up, he swung for the fences. And he had a lot of homeruns Yeah, sure he had some strikeouts, and then they use that to tell you You know what, so when you strike out, get back up there and swing for the fence. Here’s the deal, you guys. While that’s not wrong, Babe Ruth didn’t have a lot on the line. When he got up there and swung for the fence because of he struck out. He had another at bat coming in a couple innings. The vast majority of Americans may only get one at bat. And if they swing for the fences and they miss and they strike out, they may not get to the plate again before retirement rolls around. So our message to you may sound a little counterintuitive, but here it is. Stop swinging for the fences. What if instead, you focused not on being an overnight millionaire? But what if you focused on replacing your income, one property at a time over time? I am here to tell you…

Hit a single every single time.

I hit a single, every level singles every time, I’m here to tell you, we have now worked with over 1000 people who we’ve helped transact real estate, right. See that’s right. And the approach has always been the same. Let’s go hit singles. And you know what, there’s some folks out there that will bring on the show who’ve replaced their income by doing that one property at a time. It’s what we’re doing as a company. It’s what we are going to advocate to you every time you jump on this podcast because there’s not a podcast out there for people like Steven me and you that are saying, Hey, don’t swing for the fences, but go hit singles but do it with consistency. Everybody wants to flash we don’t want the flash. We want the long term success, the long term success, and that’s what you’re going to get on this show. week in and week out, Steve, any final words before we sign off on our inaugural episode of Replace Your Income?

None other than I just love the opportunity to talk to you to discuss, you know, our thoughts and feelings from over the last 13 years. In effect, I feel like the timing for this podcast is the right timing right. So I mean, we got some road under our belt, we actually have some experience, we actually have something to share. That isn’t just theory anymore. We get to talk from legit experience, personal experience, and from the experience of over 1000 clients and over 4000 transactions. And so I feel like we truly have something that’s real to offer. And it’s not just a hope, and a thought and a prayer. It’s a hope and a thought in reality. And, and it’s it’s one of those big differences when you get to talk to somebody who’s kind of been there done that experience, the Hard Knocks That kind of thing. And they’re not there to take advantage. But they’re truly there, you know, to help you do the same thing that they’re doing. It’s kind of like, if you do this, I’m pretty sure it’ll work, because it kind of does it time and time again. And so it’s one of those things like it’s a little bit lackluster. Sometimes it’s even a little bit boring. But there are a lot of areas where you can swing for the fences in your life.

Absolutely.

And it’s just that in the financial world, you know, you hear you hear it all the time for people go Go big or go home. Well, the problem with that, is that too many people are being sent home.

They’re going home.

Yeah, and…

They went big, but then they went home.

Because most of us just don’t have the resources to strike out. Sometimes not even one time. That’s right. And so the idea of just fighting off these little chunks and doing it over time and being you know, practical about it. It just just works. And so this isn’t about saying you know, hey be overly cautious or tuck tail. Don’t…

We’re not saying hey, in the dugout, don’t get off the bench.

Exactly. It’s it’s getting the game, like get in the game and hit that single. And then you know what, a little bit down the road, maybe you do swing for the fence, you know when you’ve got more resources to you know, risk. It’s just a riskier proposition. And so I love our approach and it’s time tested. And the theory is now reality. And so. So anyway, I feel super good about the opportunities that will that we have to share. I’m excited to bring guests on under the show on the podcast, and have them share their experiences. Because it is so fun. I’m telling it is so fun to sit down and have conversations with people who have hit five, six or seven singles. And they won the game

And they’re scoring runs consistently.

Right. It is a lot of fun at this point.

You know, guys Hi, I am officially the head coach of my son’s nine and 10-year-old Angels team. And we’re the instructional league, and we’ve got a game today. And you know what I tell those kids every time they get up to the plate Steve, I tell him keep your eye on the ball and just make contact. You guys this podcast I hope is your ability to make contact and you’re going to start hitting these singles and getting on base but I want you to tune in every week let’s make contact and let’s make sure that you’re making the progress that you want to make it bit by bit it’s step by step but it over time compounds into something magnificent. So with that,…

Are we going to sing Take Me Out to the Ballgame?

We could!

We’re good. We’re good

“Cuz it’s one, two, three strikes, you’re out…” Now I want cracker jacks. Now, I feel like I don’t even like cracker jacks. But anytime I hear that song It makes me want to eat cracker jacks.

All right, Kev, take us home.

Well, you guys hey, we are so excited to be with you. Looking forward to the next episode. By the way. The next episode we are going to be talking about why traditional retirement is broken. We’ve got tons of data and research to prove it, and we’re going to show you that there might be,… Not might, there is guaranteed a better way than the traditional retirement mentality that you were taught. We’re gonna dive into all of that next week. We will see you then this is Kevin Clayson and Steve Earl signing off for now.

Take care.

Thanks so much for listening to Replace Your Income with Kevin and Steve. Do you have a question you want us to answer on the show? Head over to Apple Podcasts and do three simple things. Leave us a rating and review and tell us what you think of the podcast. Then, in that review, ask us anything you want related to real estate or income replacement. Then sit back and get ready to have your mind blown. And if you want a shout out, leave your Instagram handle or your name. And that’s all! Then listen in to hear your question answered live, unfiltered and uncut. Thanks for joining us on Replace Your Income. And just remember, income replacement for you and your family may only be one property away. See you next week!