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We have started to really look at this and say in the book if we can illustrate a real estate principle, and we could talk about the Moneyball mind, and how that Moneyball mind approach works with the real estate and how we can celebrate some of the micro wins and the small wins along the way, it quite literally fuels us to continue. What would your life look like if you can 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 1000s of clients transact over half a billion dollars in simple and conservative real estate transactions, allowing them to begin replacing their working 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 transform your financial future, even if you have no real estate experience. This is replace your income with me, Kevin claesson, and Steve Earle.

What’s up everybody, and welcome to replace your income with Kevin and Steve. Dude, I feel like we have not recorded a podcast in approximately three and a half years. That’s what it feels like. To me. It seems like it’s been a while but hasn’t been that long. hasn’t been that long. But it feels like it’s been a long time. I think what it is Steve, is I just miss hanging out with you. And did you see the posts that we had on social media recently? It’s the picture where I’m like jumping up in the air. They’re just looking like, I can’t believe I have to work with this guy. I had a girl used to work with us at one of the marketing agencies that we worked with. She messaged me, and she’s like, this is the most perfect representation of your guys’s personalities.

Yeah, yeah, I looked at as like, like, that’s just a classic, you know, illustration of who we are as people and who we are as partners in this business.

It’s so true. And I love it. That’s awesome, man. Well, dude, what’s been going on? How are you?

Thanks are going good. I guess maybe we haven’t chatted for a while because between your travel and my travel, you know, it has been a while. You know, I was in New York for about a week. And then how was that? It was great. Yeah, yeah, it was awesome. visited. My son and daughter in law and our four awesome grandsons. Let’s go for Halloween. If you’ve never been in New York City for Halloween. Yeah. It was pretty thing was it? Yeah, it was. I mean, how do you trigger treat in Manhattan? Like is that just go to apartment buildings? Like what do you do?

No. So we went to an area of town where they had townhomes. Oh, and it was the coolest thing like people are into hell are they really? Oh, yeah. Do they like it? But I mean, they don’t they don’t have like yards that they decorate and do the whole thing right? Or do they? Oh, total? Oh, really? Yeah. Like they don’t have like yards. Yeah, but they decorate the entrance to their home and, and and people they took it seriously. Like we got on the you know the subway to go places. And people like they. They really get into the dress up. They have a lot of fun. I thought it was awesome.

That’s awesome that I’ve never been I’ve been to New York during the Christmas season, but I’ve never been during the Halloween season. I’ve been during the summer, but that sounds fun. Yeah, maybe I should go. I think they have like a haunted house or two that’s like downtown in Manhattan. That always seemed like it’d be super cool to visit. Well, good, man. I’m glad you got to go and have fun. I’ve been traveling I was in Scottsdale speaking. I’ve been in Boise attending meetings. I’ve been in Florida speaking and in Florida attending meetings.

Well, in between that time I was in Las Vegas last week. Oh yeah, we’ve just been kind of hit and miss. And I went a little family vacation in California, which kids to leg on. So it’s just been that’s probably why it feels like we haven’t been able to hang out for a long time. Because it’s just been forever. So dude, it’s good to be with you. It’s good to be in the office. And and we’ve got a pretty cool topic today. And it’s because So Steve, you and I are going through something right now.

And and we kind of thought what if we jump on the podcast, turn the microphones on, and tell everybody kind of the process that we’re going through. Because, number one, we love you guys, we think about you often and we want you to be a part of this journey with us. But number two, it’s been kind of a journey of exploration for us. And it’s been something that I think has been really, really positive. And I think maybe the last episode of the podcast, we teased and we said, hey guys, guess what? We’re writing a book. And so we kind of let everybody know that we’re writing a book and that we were gonna have more information for you. And Steve and I have been in the process of writing this book now. For what a couple months, probably.

Yeah, yeah, a couple months. And we thought, what if we tell you the story of the book until you kind of what’s going on? Because we have had a total shift in our mental approach to the book. And so Steven, I remember a couple years ago, dude, we were thinking about writing a book and we wanted to call it because we’ve kind of discovered the Moneyball mentality right? That this whole idea that what we do is we go hit real estate singles, right, that was something that we talked about, and that we started to really implement into our marketing and into some of the things that we are sharing. And we really wanted to write a book then you and I even spent some time we wrote some stories, we wrote an outline, and we’re like maybe we’ll call the book stop swinging for the fences because we felt like That was such a new concept for people to consider.

You know, maybe you don’t step to the plate and swing for the fences. Maybe you take a mortgage derivative approach. And so it’s been years now that we’ve been wanting to write this book. But we’ve honestly been so busy in the business that we haven’t really had a chance to write a book. But we’ve wanted to write a book, to be able to plant our flag in the ground and say, This is our standard, this is the banner, this is, who we are and what we do. And a couple months ago, we made a decision to work with the publishing company to begin working on this book. And I don’t know about you, but for me, so far, it’s been really interesting. And I want to get your take on what you thought the book was going to be.

Because about a week or two ago, Stephen, I had a major epiphany and a major pivot with what we feel like we need to do with the book we wanted to clue you guys in and make you aware and let you know, kind of where our thoughts are. Because we want your feedback, we want to kind of hear from you and and get a feel for what you’re thinking, are we heading down the right track? We feel like we’re confidently heading down this track, but we kind of want to hear from you. So Steve, I’m curious, what was your take on the book, when we first started talking about we were going to write a book, we’re going to do the book together, we wanted to kind of plant our flag in the sand or in the ground and say, here’s who we are, what was your initial thought process? Around the book?

Well, yeah, I mean, when we’re talking about it being about, you know, stopped swinging for the fences, at least in my mind, I didn’t want to just be like a how to do real estate type of a book. And I recently went back and I took a look at kind of, you know, my initial kind of outline, we both kind of went and kind of did on thing, and then we’re gonna, you know, bring it together. And really, I think even from the get go, like, we really wanted it to be principle based, we wanted it to be the type of book that could be utilized.

Even outside of real estate, it’s like, what is stopped swinging for the fences mean, as pertains to real estate, but also to life, in terms of our relationships, our faith, our businesses, our you know, every aspect of her life. And so I really feel like, we’ve had this in the back of our minds this concept of having this principle based book. And as we started the process of writing, I think we got kind of caught up in the concept of a lot of the how to, and the step by step and the processes and the procedures and so on. And I think in and of itself, like, I feel like what we the road that we were going down was an awesome row. Yeah, I think.

And I think it was a great book, but I think you then kind of step back one day, and you’re like, Whoa, like, this is bigger, this is bigger, and we got to go deeper. And there’s some things that we can do to really make what we’re writing have that rich dad poor dad, kind of a concept field where where, you know, a mom or a dad could be, you know, reading and be like, oh, man, I got I got to talk to our kids about this, or, Oh, man, this principle.

It’s like, it’s made me think about, you know, how I’m doing business, or it’s made me think about my relationship with my spouse or my children in a different way into where it can be impactful. Right? Yeah, in in different ways. Now, I, you know, I don’t want to lose everybody and think it’s gonna be some philosophical whatever, you know, mushy book, or whatever, will kind of tell you guys kind of practicality. Right? So, yeah, yeah. So it’s interesting, because when we wanted to start the book, we had that thought, right, it was like, how do we make the kind of some principle based stuff that’s really applicable in multiple facets?

And and that was kind of the original, we kind of set it to the side, we press pause on it for a couple years, then we started to come back around and we went, Okay. I mean, after everything that we’ve been through, as humans as a company, how we’ve been growing the company, how we’ve really honed in and solidified kind of what is the problem that we solve? Who is it that we serve? How was it that we’re serving them, and we kind of started to think through that, we started to write the book, and it was I had this we’d have this outline, and the outline was very much I started to think of it as, like, you guys. If you’re listening, you know, you probably listen to other podcasts, you probably heard of bigger pockets.

You’ve probably heard of the mentality of Burr, right, which is the I think we’ve even talked about it right. Like the bot was a buy rehab rent, refi repeat, I think is what the burgers Right, exactly. And that kind of came from a book. And there’s other books about flipping or about other things. And, and what they are is they’re kind of a step by step guide. Like, here’s how you go do it. Here’s how you have success. And we talked to that. And I was like, holy cow. What we do with Moneyball real estate is different from the standpoint of, it’s kind of a done for you approach.

But we’re going to do in single family, residential real estate, and some of the best markets in the country where the majority of the work is done for you, where we’re not going to be so focused on the market and the location as much as finding the right property in the right market, that can produce cash flow that can you know, you can hang on to the property for, you know, four or five, six years and maybe sell it and turn one into two.

So you go through the process of replacing your income. And that for us was really kind of it’s a little bit different than birth. It’s a little bit different than long term buy and hold it somewhere in the middle. It’s it’s different than short term rentals. It’s different than traditional long term rentals. It’s different than flipping. It’s different than wholesaling. It’s different than tax deeds or tax liens. We thought that what we do as a real estate company is different enough that we should just illustrate it.

But as we started to go through Steve, you and I kept feeling the same thing we were writing these chapters we were going through we were talking about we had this great outline. We were talking to about the principles of what we do, and I think you and I felt the same thing and the way I articulated it was this. So everybody can make fun of me, but I like to watch dance shows. Okay, I like to watch dance show Steve. Don’t publicly mock me. I love it. I like So You Think You Can Dance? I like Dancing with the Stars.

I like to dance shows. Okay, I was a dancer when I was a kid. Not a good one. But I was a dancer. In fact, do you know this? So when I danced as a kid, we were the only boys in the entire studio. Everybody else was girls. And we did tap and hip hop. I was on TV as a five year old breakdancing. Do you know that? I did not know that’s a real thing. I can’t break dance anymore. Because now I break my back when I tried to break dance. But we were the only boys in this whole studio. I’ve loved dance since I was a kid, right? And then I left dance behind so that I could go and play sports. And then I wasn’t good at that either. So then I kind of circle back to dance. Right? I danced at BYU for a little while. Do you know that that dance in the inner on the international scene?

Now the only dancing that I do is on stage before I speak. And then it’s terrible to watch. And people can’t unsee it. And I have no idea that it went beyond the stage at some of the events that we’ve done. Yes, yes, it has. So I love dancing. I love dance shows. And when you watch dance shows the really good dancers, the ones that win the show, they don’t just do the steps.

There’s an articulation, and there’s a fluidity and there’s a there’s an energy that goes into every one of the moves like on if you watch Dancing with the Stars, if anybody’s watched that, you know, they’ll talk to these celebrities and these celebrities, they’ll come out and they’ll do some sort of a dance routine. And then Len Goodman who’s like the, you know, the kind of like the old crotchety British guy, right, he’ll be like, I really need to see a little bit more like he’ll do a whole thing. And really what they talk about is, and they always talk about, in ballroom, if you’re extending your arm, you could put your arm out, or you can extend the energy all the way through the fingertips. And you can kind of sense that.

And when I realized that we were doing with the book, and you and I talked about it, and you’ve been feeling it, you just put it in much more manly terms than ballroom dance. But what we’ve both been feeling was that we were doing the steps. And the steps were great, right? It was, here’s how you do this kind of real estate. Here’s how it impacts you. Here’s how you go through the process. Here’s how it’s different. And while that content was good, it was missing the articulation. It was missing the energy through the fingertips.

It was missing some of that I don’t know if this is the right French phrase, but I feel like it is that Genesis ACWA. I feel like that’s a thing people say but don’t know what it means. I might have just swore I’m not sure. But it was missing that magic, that Mojo that that momentum that went through the step by step. And we realized, hold on, before we finish this book before we go through this process, and we put out a book that’s a good, here’s how you do real estate. And it’s a good way to do it. We thought we’ve got to give it more.

And we kind of came back to this mentality that you and I had from the jump that it’s got to be more than just real estate. Talk a little bit about what your realization was, as we were going through and writing the steps and kind of how you saw it, because I’m curious how you would articulate what we were missing versus what we need to be doing. And really the direction we’re heading in now.

Yeah, yeah. And first, I gotta tell everybody, the way that I articulated it wasn’t the description of dance. Mine was like UFC where the energy needs to come through your arm to your fist. A guy’s face. Right, right.

So yeah, just like in Foxtrot, it should be like this. And seems like when you beat a man’s face. Yeah, that seems about right. Yeah.Yeah. So So anyways, yeah, I mean, the way that you just articulated there that there really is a I mean, a very good illustration of what I think was missing, right. But we didn’t want it to just be this like, step by step. We wanted it to really have some, some really good practicality. But also, you know, almost that that philosophical, it’s like, the way you invest in real estate, it should be a reflection of how you live your life. Right?

I love that that’s a good phrase, the way you invest in real estate should be a reflection of how you live your life. Yeah. And this concept, like, again, all the way from, it can and should reflect in your relationships, like, for example, the way that you deal with issues with your real estate, with the property manager with your tenants with how you, you know, approach repairs, how you approach the difficulties that you are inevitably going to experience in investing in real estate.

Yeah, could it should be a reflection of how you just live your life? Like, do you fly off the handle and start yelling and swearing and screaming at people when the toilet overflows? Or if a tenant leaves in the middle of the night? Is that how you treat your property manager? Or do you approach it from a professional practical standpoint of just simply, okay, here’s a problem. How do I solve this problem? Right? And so I think that the way that we wanted to approach this book is exactly the same way it’s principle based. How do you live your life living a principle based life leads to what I think are better, greater, grander, bigger, better, faster, stronger type of results, as opposed to, when people fly off the handle to resolve a problem, or they put somebody down or beat somebody up, or whatever the case may be? Like, I think that that’s kind of the concept.

That’s probably the best way I can describe it. kiff No, I love that, you know, we read a book as a company, I don’t know, probably a couple years ago. Now, it’s probably it’s definitely because we’re at our old office. But we read a book as a company called Extreme Ownership. Remember that? Yeah. And what I liked about that book, I’m looking at it on my shelf over there. So Extreme Ownership, if you haven’t read it, it’s great. And it teaches one primary principle, which is, you should 100% own your results, whether they’re good, bad or ugly, you shouldn’t be shifting blame, you should be the owner of it. And it’s written by two Marines, who would also use the analogy of punching a man’s face as opposed to ballroom dance.

And what they do is, in each chapter, they illustrate a principle, then they would talk, they would start by illustrating that principle, and they would talk about a story from the battlefield, right? Something that took place when they were serving over in the Middle East, as Marines, and then they would use that and take that military experience and apply it to ownership in business and in life. And it was real. I always liked how they did that. Because I think that if it’s a principle, that it’s got application outside of one single area, right? A principle is more than a real estate principle. It should be a life principle. But if there’s life principles, that also are business principles, that are also relationship principles that are also real estate principles.

That’s really what you’re talking about. And that’s kind of what we came to realize is that we were nailing the steps. We were nailing the real estate principles. But we were neglecting to articulate the rest of it and put the energy in it to say, this is more than just real estate, because anybody out there can do real estate. This is more than that. This is Moneyball real estate. This is different. And what we ultimately started to call the idea and the mentality here is we start we’ve started to refer to it affectionately as the Moneyball mind, which I love Kev. It’s awesome. Well, in the Moneyball mind, let’s talk a little bit about what the Moneyball mind is because the Moneyball mind like we know that the principle of Moneyball in real estate, right, it’s the idea that we’re gonna go and hit real estate singles.

But I’m really passionate about that mentality in other aspects of life. I was just in Scottsdale, and I was I spoke to this large mom’s group, right? We did three sessions, it was at this big massive Lutheran Church in Scottsdale. And they asked me to come and talk about the Moneyball mind, but we didn’t call it the Moneyball mind. We call it how do you achieve true greatness. And the idea is that we walk through life generally with the idea that in order to achieve something great, in order to achieve something big, we need the accolades of the world, we need the world to acknowledge us whether that’s how much money we have, how many followers we have, how many subscribers on YouTube, we get, how many, whatever that is, right?

Whether it’s the awards that we win, or you know, how many awards the Chamber of Commerce gives us, or whether we win a championship, or get a Grammy or whatever it is, right? Or we achieve something that the world perceives as a big massive accomplishment, whether that’s I own 55, you know, multifamily complexes or I own 29 Single Family rentals, or whatever it is, right? But here’s the deal. If that’s the way we view the world, we’re constantly trying to swing the fences, we’re trying to go bigger go home, the Moneyball mind says, What if, instead of just waiting for the arrival, right, the arrival or the win, what if we could celebrate the accomplishments along the way, because there’s fulfillment that comes in achieving small, even seemingly insignificant things, bit by bit step by step, day after day, and that fulfillment fuels you to want to continue to fulfill additional things.

And there’s really a process of financial fulfillment of life fulfillment, of business fulfillment. And we have started to really look at this and say, in the book, if we can illustrate a real estate principle, and we could talk about the Moneyball mind, and how that Moneyball mind approach works with the real estate and how we can celebrate some of the micro wins and the small wins along the way, it quite literally fuels us to continue. Now, what we thought what I think would be really cool, Steve, is let’s give an example of how this works in real estate, and kind of an example of like, how this might work in real life, or even in business. And I want to start, in fact, let’s do this. Let’s I’m going to talk about how it works in real life.

You talk about how it works in business, because I’ve got some ideas of kind of where it works. And then let’s both talk about how that exact principle is applicable in real estate. Does that sound like a good plan? Yeah. Could I illustrated with an example in real estate? I would love that. Okay, let’s start. So litter, let’s reverse everything that I just yeah, let’s start with real estate. Good idea.

So I got I got to tell you, so I received a phone call, kind of out of the blue yesterday, from one of our clients from literally 2008 Nice. And this is an individual who, you know, came and worked with us and purchase a property actually, at that time we were buying just here in Utah. He bought a property just down south in another city here. And he bought it. Now, here’s the concept, you know, according to what you’re just talking about, he had little wins along the way. You know, he’s been busy in life, you know, raising his family. And, you know, just know he’s had doing Pauline’s. I know that he’s been busy professionally, right, yeah, all these things.

Exactly. And so he called me up and he kind of shared his story with he’s like, Stevie, I bought this home, you know, is what 15 Plus, you know, years ago, or no, even worked for our company for a while worked here for a very short period of time, nice guy that you’ll ever meet in so nice. But he had these little wins along the way. And what he chose to do is instead of really like leveraging and building, you know, a portfolio, he just focused on this one home. And so he added a little bit of principal pay down every month, he ended up paying this house off in about 1314 years.

And so along the way, instead of taking cash when spending it, he had these little wins paying it off, he had the little problems along the way, tenants would leave, he had repairs, different things a little bit of older and a prop of a property. And long story short, Kevin, like, he paid this property off, he’s had it paid off for a couple of years. But he, he sold it, he closed on just on Monday. So he walked away with $524,000. I don’t know very many people who can put away $524,000 And in billion in 12 or 13 years, oh, believable, so had it paid off.

And so he had this cash flow, right. But he realized that it wasn’t quite enough of where it needs to be in, he felt like he needed it to be a little bit more. And he needs to accomplish some things in the next five to 10 years before he retires. So anyways, what he’s doing now Kevin, is he’s taking this property, the $524,000, he’s doing a 1031 exchange thoughts and through us, he’s gonna buy depending on his how he wants to do it between three and five properties.

So cool. And he’s going to take that $1,200 a month that he was netting on this property, and is literally going to build a turn it into about $2,500 in cash flow, leveraging it in two, he does five properties, he’ll have five properties that are now growing at the rate of inflation right now. And knowing what inflation is doing. Yeah. And what real estate is doing in the next five to 10 years, will be absolutely life changing. But just think about this.

Kevin, like we’ve talked about this before in the past his concept of and this is one of the principles that we’ll be talking about in our book decisions determine destiny, yes, they do. He bought that 111 property Kevin, that 1213 years ago, which has turned into 520 something $1,000 That he’s now turning into three to five properties, and tripling probably doubling tripling his monthly cash flow, and quadrupling his equity growth that will you know, continue on in the future. So these these little wins. So that very first bind that that first property, massive win.

And so I’m telling you, Kevin, I was there I helped them buy that property. It was a single Yeah, it was a single goal. Yeah, and and maybe even a little bit of a stretch to hit that single for him at the time. Yeah. And now, and then he taking the cash flow from that property and dumping that that cash flow into just paying this property up.

If by the way, having somebody else pay his mortgage along the way, because when I was part of it, like the his tenant was paying down the principal, and then on top of that, he added to the the principal pay down and created this really incredible asset. So like just these little wins along the way, and made all the difference in the world. So like, to me, I’m just saying like, that’s the perfect illustration of this concept of the Moneyball mind. Like, he had it sufficiently. We didn’t identify it at that point. Yeah, we didn’t know history was right. Yeah, we hadn’t even considered that concept. But as we look back, it’s like, this is what it is. That is the epitome of that. And now he’s gonna hit three to five more singles. Yep, that are going to create this concept of, you know, winning the game.

In the long run. Yeah. Now, here’s the what’s so powerful about that. So this idea, and guys, this is what we’ve realized we really need to put in the book is that the Moneyball mind is one that celebrates wins along the way. And those celebrations, fuel your ability to continue to accelerate your ability to win in the long run, because here’s the deal. Look, there’s always going to be bumps in the road, right? That we know that. But if you can celebrate the win when you get the property, if you can celebrate every time you get it leased out to a tenant, and you realize that holy cow, somebody else is paying down my principal and you celebrate the win every time you add a little bit of principle to it and you celebrate, it actually makes the payment.

That’s right, because so many of us look at where we’re at and where we want to get to and we perceive a gap. We perceive that we are not there yet. And as a result, we feel some lack of fulfillment. All we’re doing is comparing ourselves in our results against what we think the results should be. Why because this idea of comparing And this idea of swinging for the fences. It’s what the world has constantly told us, we’ve been beat down with this idea of that’s who we have to be. That’s what it has to look like. But the Moneyball mind celebrates the wins along the way.

Because here’s the deal. If you go and you get a when you get a property, and you don’t pay it off right away, it doesn’t even cashflow that much. Or you do have a tenant that moves out after eight months, if you have to put another one in, and you’re focused. And you think that all of those are losses along the way, instead of celebrating the wins along the way, if he had viewed it, Steve, not as a micro win, but as a problem, he probably would have sold the property, what if he would have sold that property? Five years in? What if he would have sold that property because he wasn’t looking at the micro wins, he was looking at the problems or given what he decided that hey, the $300 a month in cash flow that this is actually kicking off wasn’t enough.

It’s not like not what didn’t what if in his mind, that was like a loss instead of a win. And so he’s like, I’m not gonna do this anymore. This is crazy. It see if he would have done that, if he wouldn’t have had Moneyball mind if he would have just been focused on the lack and not focused on the game. If he would have not celebrated the mini wins, but he would have looked at them as potential losses, or at least not a good enough when he would have missed out on the long run win, which is now $524,000, which he can 1031 Exchange into three, four or five properties, which each one of those will be a series of additional micro wins that will grow his portfolio in his cashflow, to get to the point of some level of income replacement.

And it all comes down to the idea that if you can focus on these micro wins, if you can have the Moneyball mind, when you approach your real estate, that is different than just go buy a single family property, rent it out, you know, pay it off over time, sell it, like if you look at what he’s done, he bought a single family property in a good neighborhood, he got it rented out, he paid off the principal over time, he’s gonna sell it and 1031 Exchange and grow the portfolio. That’s Moneyball real estate, right?

And along those lines, can I tell you what else is is a win is when something does go wrong, and you solve that little problem. Like, for example, when the toilet overflows, you got to spend $250, for the plumber to come out and snake it out. And you know, with that snake thing, or whatever, yeah, it’s like, that’s a win in and of itself, that you took care of that problem, and you move forward. And part of that win was the fact that you had your reserve account in place to take care of that expense. So that it wasn’t like this devastating thing, right?

Yeah. So like, even those wins are problem solving along the way, you can count them as wins, you shift into a place of celebration and winning and out of a place of worry, and complaint and fear. And when you do that, it changes you fundamentally and how you interact with every situation. That’s why what Steve said earlier, the way you invest in real estate, should be a reflection of how you live your personal life. If you look at the fact that you’re so let me give you a personal example now, right?

And then we’ll talk to a business example briefly. If I look at my children, okay, this is what we do with our kids. Literally, right now, this has changed a lot of things. So we would look at our kids and they wouldn’t listen, they wouldn’t clean their rooms, they wouldn’t brush their teeth, they wouldn’t do whatever the things were. And when we focused on the negative aspect of that, come on, guys get it done, you know, you’re supposed to do it, yada, yada, yada, what would end up happening is, they’re less likely to do it in the future, because we don’t like to react to anger or to frustration that comes our way. When we devise the system that we’ve been utilizing, where when they do the things they’re supposed to do, we give them a little mini when we use the money by mind, we give them a microwave and we now have three jars at home that have different color fuzzies in them. We went to the dollar store, we bought a vase, we bought all these different color fuzzies, my daughter has red, one son has blue, one son has yellow, and we have all of the extra fuzzies in the vase.

And what happens is when they do the things they know they’re supposed to do, we give them a fuzzy. And when they get 50 fuzzies they get to pick a date that they want to do with their mom or dad, I went golfing with my eight year old son. Today I’m taking my daughter to the Hunchback of Notre Dame musical at the hill center theater. My other son Braxton, he wanted to stay up and watch a jazz Game Watch, stay up late on a school night and watch the Jazz game with mom and dad. And now they’re getting ready to get their next dates on the books here. And so what happens is we started to celebrate the micro wins, we started to celebrate the things they did well. And when they didn’t do the things. We just said, Okay, that’s fine. Just take a fuzzy out.

Now we don’t have to get angry. It’s just a it’s a scorecard, right. It’s a scorecard. And we we celebrate the wins with these fuzzies that grow to something much bigger, we’ve literally taken the concept of the principle of the Moneyball mind that we can utilize in real estate. And we’ve applied it to the way that we’ve parented our children recently. And that’s made a huge difference. So when we say that this is a principle based approach to life, and business and real estate, this is what we’re talking about.

I mean, guys, if you’re listening, think about the shift that that could make if you celebrate the micro wins, and you don’t focus on the deficit, and if you celebrate the micro wins, then fuels you to want to get additional micro wins, which then is a process of fulfillment, as opposed to a process of not yet accomplishing and that can change everything. Now let me just share this last thought. This is how Steve and I were talking about like we did, guys, you got to understand everything we’re sharing with you right now, this is not like some philosophical underpinning that we’re like, oh, this is the way we live our lives, it was literally like we realized, we have become the Moneyball mind, we do it in our real estate, we do it in our business. And I just realized, Oh, my goodness, I’ve been doing it at home.

And this is the realization, this is the epiphany and why we need to put it in the book and put it in this way. So you can see how it applies in real estate, see how it applies in real life and see how it applies in business. Steve, we’ve been working for years to achieve a certain level of accomplishment here at the company. And we’ve been making small incremental progress. Now the way that we get to the level that we want to get to, is we need to help more people at an even better level.

And what we’ve done is we do this really cool thing, whenever we have a client that is ready to start transacting real estate, we’ll have one of our account executives, they’ll get off a call and deliver originated somebody in Oklahoma, or in Florida, they walk out of the office, and they usually come to my office, they come to your office, or we meet in the middle. And we celebrate the fact that this client is now shopping in this market, and it’s this little micro wins, we don’t look at it and go well, it doesn’t matter.

Because we haven’t achieved our goal yet. We’re like, Oh, my goodness, you know, John Smith, he’s shopping in Florida, this is so cool. Or we’ll have something happen where we get off a great property and market review, right, Mike or his team will do a great property market review. And instead of going well, they haven’t gotten to the point of income replacement yet. We come out of the office and we go so and so was just able to do X, Y and Z with the property holy cow in the last three years. Look at what it’s grown in equity, look at their cash flow is doing this is amazing.

And now they’re going to do a refinance to even improve their cash flow more, we celebrate that micro wind instead of saying, Oh, we haven’t achieved our big goals. So we just need to all mope around and feel like what else do we have to do? We celebrate the wins as they come in. It’s literally become a cultural piece of fundamental piece of everything we do here. It’s what’s done in the real estate, it’s what’s done at home. And it’s what’s done in the business.

And this Moneyball mind philosophy of celebrating micro wins along the way, as a process of gaining fulfillment as you go, not just arriving at a destination, not just swinging for the fences, not just showing up one day and saying that you’ve one has quite literally transformed everything that we do here. And Steve, were putting it in a book.

If my microphone wasn’t attached to like this metal arm, I’d like drop Mike. Oh, man, that was great. That was great. It’s so cool. You guys, we just wanted to share this with you. Because you are our people. And we love you. And if you listen to this podcast, we are just so thankful for you. And we I hope you’re okay, we want to take you on a journey we want to let you in, clue you and keep you up to speed. As we’re going through this book.

And we’re writing these principles, we are very likely going to be jumping on this mic and talking about this thing that we’ve just discovered. Because what we just shared with you is quite literally we reframed the entire North Star of the book and how we’re going to do the book, we scrapped everything we’d written. And what you just heard is the new direction of the book. And so as we jump into these chapters, as we jump in to these principles, we are very likely going to be on this mic sharing it with you as we go. Because we want you to be a part of this.

And we can’t wait to hear your feedback and hear what you have to share with us. We are so excited to bring this book to the world and to bring this book to light. And we hope that it’s a way that you could put something on your shelf, that’ll make a difference for you that you could share it with others and it’ll make a difference for them. And we hope that even just today, this had some sort of small impact on maybe the way you’re looking at a challenge you’re having or something that’s going on with you right now, Steve, any last words? Last words is just pay everybody have a great day. Awesome care, everybody.

Thanks so much. We’ll see you next week. Thanks for joining us on replace your income with Kevin and Steve. Do you want to learn more about our company done for you real estate and to see if you qualify right now today to begin replacing your income with simple and conservative real estate investing done for you. Visit d f y dash intro.com. click the orange button. Watch our super quick webinar and fill out the little form on the right side of the page. You’ll know within 60 seconds if you qualify to begin replacing your income right away. As always, please rate review and share the podcast with friends and family. And until next time. Just remember, income replacement for you and your family may only be one property away. See you next week.