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October 11, 2017

Take Action Immediately

Episode 13:

Don Strickland is a Joint Venture partner with Smart Real Estate Coach.

Good morning and welcome listeners. I’m Chris Prefontaine. My focus weekly is to bring you an expert that can help you make a quantum leap in your business, your finances, and/or your life. Buckle in while we bring you the next master’s class. Class is in session.

Actually, we’re going to twist things up a bit for you this week. I’m going to ask one of our joint venture partners to come on. For those of you who are not familiar with that particular program we run, you can find information on the four different levels actually of the joint venture partnerships available with Smart Real Estate Coach. They’re on our website. We have joint venture partners around the country. They’re all by application, which can also be found on the site.

I want to start by saying Don Strickland from Dallas, Pennsylvania. Welcome.

Hey Chris, how you doing?

Very, very good. I’m glad to have you on here. We’re just going to chitchat a little bit and hopefully give these listeners some value. These would primarily be people in the real estate world, Don, like you were. I know you’re not full-time real estate. Let’s start with that actually. What is it that you do full-time? I want them to understand who I’m talking to. Then I’ll segue us into real estate after that.

Great. Thanks, Chris. Yeah, my professional career pretty much started in engineering and got into the telecommunications business. I’ve been in that for 25 plus years. I’ve been managing and building out networks during that timeframe. That’s professionally kind of what I do full-time.

I always give you trouble and call you the thinker brain, engineer brain in the group. I think you’re the only one to date, but you’re also one of the most successful ones. It’s all good. Give the listeners an idea, Don — in no particular order — but the when, how and why you got started in real estate prior to us. Then I’ll ask you a different question about how you segued into it with us.

Sure. I guess many years ago, I was just looking for something more when I was traveling throughout different states with the corporate world. I always heard about real estate. I kind of got into, I think it was when I was in Georgia, the Georgia REA so to speak, I got involved in a lot of that stuff, their monthly meetings and some of the gurus. I bought a lot of courses, and really just I guess made some mistakes and bought and sold some of my own properties. I’m not sure I did it the right way so to speak. I did make some money, but that’s kind of how I got started.

I did a lot of stuff that way with the books and courses. Then I got away from it due to traveling and vice versa. I never really had a good background or a steady, I guess, mentor or program to really sustain itself. That’s where I grew up through it. Not grew up through it, but evolved into this where I am today. I think circumstances and family and whatnot, really it’s always been there. I’ve always wanted to get into real estate.

It’s not something clearly, as you said, that you’re doing full-time. You tinkered with it I’ll say, and messed around with it for a while. Then I honestly don’t remember, so I’m going to ask you if you remember how you stumbled upon us. Then what happened and through your thought process, are there any thoughts you want to share with these guys? Because keep in mind, Don, most of the people listening to this that I’ve run into a few things. They say Do I have time to do this? Or they think that, right? They say, Okay, I’ve tried all kinds of programs. I’ve spent money. You can’t imagine how many times I get that. But I didn’t do a deal yet. These are things going through their head. I’m sure some of them went through your head. If you could just share how you stumbled us and any thoughts of what happened after that.

I did a lot of that which you just mentioned, Chris. I bought a lot of the courses and tinkered and stumbled through it and didn’t do deals. I guess what led me is a few years back, I got laid off and the corporate world was changing. Not just in my business, but in a lot of my friends’ businesses as well, corporate businesses. I had young kids and I said, “I’ve got to do something different here. I really need to jump in and find a mentor, so to speak, that could handhold and really just walk me through it, and not just tinker with it anymore.”

I did a lot of soul searching, a lot of internet searches, and had some conference calls with folks. That’s how I found you. I was really just digging in deep to look for somebody who had a business which I wanted to emulate. That’s how I came upon you. Then we chatted as well.

We probably talked about this a year and a half ago — that’s about how long we’ve been connected — but what caused you to join Smart Real Estate Coach. Specifically, as a joint venture partner, which you are now.

I think initially I joined your monthly, which I can’t remember what it was back then. I was on your website tooling around and then I think submitted a strategy session call with you just to chat. I said I wanted to find out what this guy is about because I liked what you said. Then I think you and I really talked about what I wanted to do, my goals, and what you could offer. I think that was really where I said I think this is a fit for me. This is what I want to do. It was really more of the mentoring aspect. Without mentioning names of past mentors, it was more like a relationship, a marriage so to speak, or a true partner versus just getting a 30 minute call here or there or some emails.

Yeah, because I got I wasn’t going in this direction yet. I got a couple notes I just jotted down when you talking though. Instead of a weekly call, without me telling you what my thoughts are, how many times would you say we speak in a week? I just thought of that as you were talking.

We talk a lot, early in the mornings, throughout the day. For you and I, it’s been pretty much weekends, nights, whenever I need, or if you’re tied up, I know you’ll get back to me first thing in the morning or whatever. I really enjoyed that. The kicker for me was just the support and the availability of you and your team being there for anything I had, any question whatsoever. Whether I was sitting at a table talking to a seller or whatever the case was.

Source: Pexels

“I love the support of Chris and his team being there for any question I had.” - Don Strickland Click To Tweet

Yeah, I know. That’s why I asked you that, so that’s spot on. I want these guys to hear whether you’re doing it at home, study course, great. Whether you’re doing a coaching program that allows you to speak to someone once a week, great. When I say joint venture partners for the listeners to hear this, I mean we partner. We’re doing the deals. Don and I have done several deals together. We speak to people together. We work on the numbers together. It’s all abord truly a joint venture partnership versus just coaching.

Don, if you remember as much as you can let’s say. Maybe you can just round off. How much would you say you made in real estate only gross prior to being with us. I honestly don’t know that number. I don’t think it was huge, but I don’t know the number. Then how much have you made with us in the year or so together gross?

Boy, that’s a tough question because if I look at it with how we do the business, how I should do the business today, from what I did previous 20 years, just buying and selling my own properties which that wasn’t really how we systemize it today. It was more just selling it to cash buyers so to speak. I wouldn’t even say it’s probably 25-50 grand, Chris, the way we do it.

Over how much time?

I’d say probably within 20 years that I was tinkering with the business. I was using contracts and messed up, and learned some hard lessons. I didn’t really do things the right way. I think was a significant part of not having somebody by your side or a mentor.

Alright, this is super interesting. This is good. Okay. 25-50K roughly, conventional bobbing and weaving over the last 20 years. Let’s say that averages one or two grand a year, not to bum you out. What would you spent on education prior to us in those 20 years ballpark. Again, I don’t know the answer.

It’s a lot more than that. If I look at all the courses and my wife would say … all these books and CDs and whatnot on the shelf that I had to purge here a few years back and just recently. It’s probably close to, I would say over those many, many years, probably close to 100 grand.

Okay. This conversation went in a good direction because I didn’t know those numbers. That’s super important for listeners to hear because unfortunately, I will say unfortunately underscored, I think there’s a whole bunch of people in that boat, Don. You kept going, and you kept persevering.

Let me fast forward you. In the last 12 or so months, we’ve done a handful of deals. We haven’t gone crazy. Even those handful of deals, I think I have a rough number on this one, but what would you say we grossed together as a team in profits? Just so everybody understands, so when they’re reading my book, “Real Estate on Your Terms,” which is on Amazon. Or if they’re reading the e-book, there’s three paydays. I’m saying on paydays you’ve realized already cash in pocket and projected over time one, two, three, years, whatever, what would you say the gross is ballpark?

I think what we have on the books right now for all three, I think it’s somewhere in the excess of about 230,000, I think somewhere in the neck of that woods.

I was going to say 250. Yeah, let’s round down and say 225. A little bit of a difference. 20 years versus a year, a year and a half, right?

Just a slight tad.

Good, good stuff. I want them to hear that. What have you seen as the biggest differences? So they understand how they may fit that or be able to go ahead and overcome some of the things they’ve been wrestling with.

The biggest difference would be I think the support and the mentorship with you and your team, is texting you early in the morning, we chat sometimes 6:30, 7:00, 8:00 in the morning, throughout the day. You asked me earlier how many times we talk in a week. I think initially when I started, it was probably at least 10 times a week, front-end loaded there, as I was learning.

I think it’s been less and less now just because it’s more of a getting down to the nitty-gritty details of stuff where I need a little bit more creative stuff. But initially, it was a lot. It’s really the support and the mentorship and you being there knowing, having the confidence of knowing you’re there. I text you or call you that you’ll be back to me shortly. I know I’ll have an answer or a solution to that, whatever issue I have.

Good, good stuff. The reason I’m highlighting these types of things is, and I’m hoping you agree with this one, but there are too many people out there — let’s call them mentors, gurus, speakers, whatever, teachers — that only paint the good picture, the fluff. Here I am in the opening of my new book that just came out on Amazon and talking about my 2008 debacle. Here you are very openly sharing with these guys how you didn’t have a lot of success for 20 years or so. Then bam. The persistence, the patience, I just want them to hear that, because they can have that. There’s not a person listening to this that can’t have that same success.

Let me transition a little bit here. As part of the JV program, at least three of the four levels, almost all the JV partners, they’re allowed a full two-day visit here with our family team. Can you talk a little bit about how that might have helped you in your biz and/or personally? Some takeaways that they could say, “Okay, that would be really cool if I could go do that at their office.” Because that’s here in Newport, Rhode Island. You did that and I would love these guys to hear your thoughts on it.

Yeah, it was a great visit. That was one of the things when we upgraded was and you said, “Hey, you got to come and see what we do.” It’s one thing talking 10 times a week, which is great. But it’s nice to see it in action and meet the players, which we met last year at one of the mastermind meetings. But it’s different living and breathing it, watching how it works.

Then I took my family because my kids were interested too. That was my son wanted to follow suit with what’s Zach’s doing. He’s like, “That’s what I’m doing.” He’s ready to go into college here next year.

The takeaways was really just how you’re structured and how it’s regimented and systemized between you and your family there. Then really I took a lot. I was just watching, observing, going on the road, Luke, Zach and I think my wife, my daughter was sitting with Kayla. Then my son and I sat with Zach and sat with Nick, going through the buyer’s side. It was neat watching it really unfold. We had a game plan coming home. It helped a lot from an organizational standpoint. Then like okay, here’s what I’m doing or not doing. Here’s what I need to do to get to the next level.

Source: Pexels

“I learned a lot by watching, observing, and going on the road with Chris and his team.” - Don Strickland Click To Tweet

I think it’s safe to say — tell me if I’m wrong — but since you left here, and prior to me coming out to see you shortly, I think you’ve done the minimum of two contracts a month. Am I about right? I mean, maybe one, but maybe another month with three? Was that about safe to say since you left here?

Yeah, we put five more into contract. I’ve got three more ready to sign, which are out there. We’re dotting the I’s and crossing T’s right now, so that it’ll be probably a total of eight here shortly.

Awesome. I think that’s maybe four or five months ago. You’re approaching one and a half actual contracts taken per month. Working your way to two, which is what we set up for a plan. That’s pretty cool.

Yes, yes it is. That’s just me. Having maybe another assistant here would definitely, talk about scaling, which that could be down the road here. That’s something that we’re looking at next.

Yeah, that absolutely is. Again, so these guys understand, you mentioned your work background, but you’re not sitting around by yourself after work. You’ve got kids, you’ve got wife, you’ve got stuff to do and coaching and all kinds of stuff, right?

That is correct and they’re busy.

Yeah, I wanted to add that cause everyone’s thinking, “Okay, but what if, what if, what if. What about me?” You mentioned in passing, and it wasn’t on my list of things to ask you today, but you mentioned the event last year. I know you’re planning on coming up again. That will be your third time up here, two for an event and one for an office visit. How important is it for these guys to get to the event? Again, this wasn’t a planned question for you, so any thoughts on that?

Yeah, I think it’s definitely critical to be there just for a face-to-face, shaking hands and being able to chat one-on-one with you guys. Phones and talking through email and stuff and text is great, but it’s important to put a face with a name and really get to know the folks and the business for sure.

How cool was it, Don? Sorry to jump in you there, but you said something that made me think of it. How cool was it to meet? Forget us for a second, not for about us. How cool was it for you to meet the other JV partners. Cause at last fall, that would be the first time you all met. Obviously, you’re going to meet again. Then some new ones this October, and hopefully some of the listeners will be there as well. How cool was that to meet other partners?

You talk on the phone a lot, but it’s nice to place a face to a name plus getting to know everybody’s personal backgrounds, where they came from. We’re all there for the sole purpose of doing deals and making money and helping each other, which is a neat concept. It’s not about the individual. It is individual, but there everybody’s very willing to help each other, which was great. That’s really what I’d call a true partnership of the team. It was cool.

Don, if you could help our listeners avoid, I say one but it could be one of many, one of the most expensive mistakes lurking out there in the lovely real estate world that’s ever-changing … If you could think of one, which mistake would it be? Second, what could you maybe share to help them avoid it?

I’ve made a lot of them. I would say probably the most critical one would be is trying to go it alone, which I have done and paid dearly for it on one of the properties that I had. I would definitely seek out a mentor like yourself. I would highly recommend it. You’re not going to find another team. I’ve spent the money looking for it. I’ve been through it over the past several years. If you go it alone, you’re going to mistakes and they’re going to be costly. I have found that taking this route with you and your team is very profitable. It can happen very fast or slow, however you — meaning the partners — decide to do it. You definitely are walking the walk with you as far as keeping you out of trouble, legal trouble and expensive headaches down the road.

Source: rawpixel.com on Unsplash

“Don’t make the mistake of trying to go it alone. You need a mentor.” - Don Strickland Click To Tweet

Yeah, and keeping the old cashola flowing.

That’s right.

You’ve been with us now I said a year and a half, so whatever it might be, 12 to 18 months. I know you’ve had some really cool successful deals, successes along the way. It could have been other things too, not just the deals. What do you consider to be one of your biggest wins and maybe why? Again, just to get these guys to understand and know you a little bit.

I think the biggest win for me — because like I said, I’ve been tinkering and searching for this — is I found you and your business that I want to emulate with my kids. I want to get them out of the corporate world. They’re both interested in it, which is good. Now, whether they get out of school and decide to take that route, that’s another story. It’s something that we want to be financially free and get out. That’s one of the biggest wins is really finding a support system and having the confidence to do so.

Then plus, another big win is it’s the ability to make a lot of money. This is highly profitable, over multiple months and years, depending on however you structure it. That’s a huge win is to find something that is very profitable and it takes very little cost monthly to run it.

Good, you just segued into it. I did not have this written down. You’re giving me some good questions. Okay, you’re doing a contract and a half, approaching two contracts a month. You’ve done a quarter of a million in gross. I think I know pretty close, but what are your monthly costs right now existing? Before you answer that — lately, I don’t know why, there must be some teaching going on about mailings — I’ve got a lot of people saying, “Well, I know what you’re going to tell me to do. I know you’re going to tell me to spend 10 grand on mailings and all this stuff.” I just can’t wait to answer them back quick enough. What are you spending every month to do that kind of business that you’ve shared with these guys?

Right now, and I started out getting a lot of the VAs and systems in place. My expenses were somewhere around, I think around $450 a month. I would say the past six months, I bumped up a couple more services. Right now, all my expenses for everything soup to nuts each month is $650 a month.

Okay, so $650 a month. Now guys, here’s the disclosure. The only other thing that we didn’t talk about, and I’ll bring it up, is Don also took the plunge when he first started with us and built a website with the right people. Then once he upgraded, there are two levels of our four that actually include us buying your website. A done for you site, just like our buying and selling entity. He did have that expense at the beginning just for disclosure. His ongoing overhead of $450 to $650 — let’s round up for gosh sakes and say it’s 700,000, who cares. My point is it’s minuscule for you actually can go ahead and get a return on investment on. That’s why I asked you, Don. I didn’t know the number grew by a whopping 200, but I knew it was pretty small. Thanks for sharing that.

Here’s kind of a simple question. It could be personal, it could be business, whatever you want to share with these guys. Just so they have a takeaway, I always try to give these guys content to take away. So when they get off this, listening to this podcast, whether it is in their car or at their computer, they can do something with it. What are the top three productive things that you do daily to be the best? It could be in your day job. It could be in real estate, anything you want.

That’s a good question cause I was waffling a little bit with trying to juggle kids sports and work and real estate and whatnot. After being out there and watching what you guys do, which just propelled with even further. I get up and say, “What can I do that’s going to be revenue producing today?” Usually, I try to get up early in the morning, which you and I usually chat early in the morning. Is really just trying to knock out some of the minutiae emails and buyer stuff or whatever’s going on. Really just consistently try to make calls to sellers. Then try to work on some organization, which that was something you went over when I was up there too, is saw what I thought you guys were doing. When I got there, you weren’t. You said, “Don’t do that.” I’m like, “Okay, for that’s kind of a waste of time.” Really, the time wasters was key for me as well.

Cool. You had revenue producing activities, which I call them RPAs. Anyone can do that. I don’t care what business you’re in, you should be thinking about that. There’s another little thing, a hint I’ll throw out to people listening to try this, try putting an index card or a sticky note on your computer that says this question, “Is what I am doing right now, underline right now, moving me closer to my goals?” Stick that on your computer screen and you’ll get to that mode where Don is saying he’s thinking every morning, “What revenue producing activities can I do?” I love the fact that you pulled out more of a micro answer on that and said calling sellers, because too many times people get creative avoidance and they don’t have to. Once you learn the scripts, once you learn exactly how to talk to sellers, you actually can’t wait to talk to sellers.

Source: Amanda Perez on Unsplash

“Is what you are doing right now moving you closer to your goals?” - @chrispre Click To Tweet

On that note, I didn’t have this down, Don, to ask you. I remember when you first started, one of the things we do is we help JV partners with critiquing their phone calls to sellers. You moved pretty quickly, one of the faster ones actually. I don’t think I have ever told you that. One of the faster, you and Sergio, as far as how fast you went from, “Okay, I don’t know really 100% what to say in this world of terms deals,” to “Hey, I’m killing it with talking to sellers now.” In other words, you learned fast and you conquered it. What was the easiest pathway for you to do that? Was it the critiquing of the calls. What was it? I just want these guys to understand there’s a pathway, we’ll help you get good at it.

I think talking to you, really studying the scripts, and then not being afraid to make mistakes. Obviously, when everybody starts out, fear sets in. Even to this day, if I get some bigger properties, I would say some of the higher end ones. Even though I’m very confident and comfortable talking to sellers about the content and how our business works, it’s still a little fear sets in. I’m like, “Hey Chris. There is a million dollar property. What do you think about this?”

I think the confidence level there was really just studying it and just jumping in and taking action and just not being afraid to make mistakes. They’re just human beings on the other end of the line. The worst case that’s going to happen, they’re going to say no. That was it. I just had to wrap my thinker brain around that initially to say, “I got nothing to lose here,” and just jump in and do it. Then as I did it, and then you critiquing it, a lot of the calls I sent you, then I turned some of those things that I was doing wrong into better scripts and better I guess answers of how we do things from your critiquing.

Yeah, better end result obviously. You said something I want these guys to make sure they heard. In addition to Don doing calls and the other JV partners doing calls, whenever they get I’d say stuck or simply want to add credibility or add third party to a call, they just pick up the phone and myself or in the seller world, and myself or Zach, my son-in-law, will be on the phone. If it’s the buyer world, myself or my son, Nick, with Don or with one of the partners and with you, if you decide to take that step.

Don, you talked earlier about some things you’re looking to do. Maybe post visit that I take out to your market soon. Generally speaking, everyone in business, I don’t care if it’s real estate or other, they never stop learning if they’re successful. What’s the next step or the next challenge you’re looking to master on your end?

The biggest challenge for me is to duplicate myself so to speak. Not necessarily duplicate, but I would say systemize more and scale, which you and I have been chatting about that a little bit. It’s really just more of taking some of the, “I’m a one-man show,” so to speak with some assistants that help obviously doing some other parts of it. I want to implement some of that stuff and maybe just manage it to some degree versus actually doing it. Really it’s more, like I said, the challenge for me is to scale to the next level.

You know that’s perfect.

It’s that two to three deals per month now and more.

It’s perfect and it’s a perfect segue to scribble down while you were talking. I think you know this, but the listeners certainly would not. We are knee deep, I’d say 70% of the way done, what will be called the Seller Specials Program. That is the name. We’ve named it. We’ve got about 90% of the content and 70% of just the packaging done. This program will be out for those of you at the event. It’ll be a nice special price. In the future, it will be on the website after October.

This Seller Specials Program will do just what Don was talking about. We saw the need to duplicate the person doing all the seller activity, in this case, Don, so he can run a business and not have a job certainly. I know a job doesn’t produce that kind of income, but just technically speaking, moving into a business mode running the business.

It’s exactly what I did, for those of you listening, from March of 16 to March of 17, we successfully took someone, this would be my son-in-law, who did not have a background in real estate, and totally 100% duplicated me so I’m no longer involved in the buying and selling side of our business, but only helping JV partners to do the exact same thing. That’ll all be outlined. I’m talking A through Z in the Sellers Specials Program. This podcast wasn’t about plugging that, but just that that’s going to be the segue. It will be available in October of 17 in case someone’s listening to a redo of this later on.

Don, real simple question, besides my book, what book are you reading right now? Or magazine or CD, I know you drive a lot. What are you using right now for that education side of things?

I think I was looking at I think it was called “The Millionaire Next Door,” I can’t remember who did it. I don’t have it right in front of me actually.

I read that one. That’s a good one. I forget the author too, but “The Millionaire Next Door” is a cool one.

You caught me off guard with that. I’m almost done with that. Yeah, I like to listen to some stuff on audios if I can, I’m traveling without the phone ringing. To find the time to sit down and read is a bit challenging for me, I’ll be honest with you. Just because of all of the activities going on. Yeah, as a matter of fact, I was just starting to read your book.

Yeah, good.

To see if I missed anything in all of our year and a half together, which I’m sure I did.

Well, it’s not that you missed it. You bring up an interesting point though. You know this as well as I do. When you read something or listen to something or talking to a mentor or a coach, you’re in a different state mentally, literally every single day, never mind a year ago. You may very well read that and say, “Oh, that’s where that fit in.” You know, you just don’t know. That’s why people re-read books.

My wife, Kim, and I were speaking last night about some of Joe Vitale’s books because I’m about to get on a plane and go spend a day with him and a night with him. I said to her, “Geez, I’m way overdue to read his ‘Zero Limits’ again for the third time.” Yeah, you’re in a different spot mentally and hopefully, you will grab something every time you listen to it. Good point.

You definitely pick up different little nuggets here and there for sure.

Absolutely. A couple more questions and I’ll wrap things up. Let’s say there was a magic reset button or a magic wand and you could go back and literally start over, 20 years ago in hindsight. What would you do differently the second time around and why? That could be as simple as you want to keep it or as detailed.

I think 20 years ago, I was obviously a lot younger.

You might have even had hair back then. I don’t know.

Just a little bit, not much. Yeah, I would think I would definitely take action a lot quicker. I think part of it being in the corporate world, I was comfortable. Having some mentors in place back then, I think I just would have took more action if I had to reset knowing what I know today. Obviously, experience is 9/10 of the law. Obviously, I think I was a little more fearful back then and not knowing and having the confidence I think today. Circumstances are different. Life changes and your mindsets. I think I was a little bit more aggressive in my search of what I really wanted to do. It’s just different, different timing, but I definitely would have took action.

Source: Source: rawpixel.com on Unsplash

“If I could do it over again, I would have taken action a lot quicker.” - Don Strickland Click To Tweet

So action, basically take action. You alluded to it earlier, but it’s highlighted for these guys to hear. Taking action with us or someone else, quite frankly, in your back pocket is a good thing. I’m not so naive so the listeners hear this and I probably say it often on the podcasts, to think that everybody’s going to get on with us. That everybody’s going to deal with my pace and the way I talk and the way we operate and the kids being part of the team. Everybody is not going to deal with that. If it’s not us, by all means go grab a mentor, grab a coach and take action with them. Don’t sit on your thumbs. Go do something.

Okay, here’s my last question, Don. Let’s do another imagine here. Let’s imagine that you and I are standing in front of a room of brand new real estate investors or professionals or wannabe investors. They’re battling the same exact things that we just talked about for the last half hour or so. The fear, the anxiety, the risks, the uncertainty, all that, inaction from what you just said. Whether or not they made the right decision to even be in that room, never mind becoming an investor. What would be one, two, or three strategies that you’d recommend that they focus on to best ensure they get into the right success path?

Well, I guess it’s all individual, but speaking from my own experience, it would really be to just do it. If you’re there and you’re spending money and time, if that’s really what you want to do. A lot of people just kick the tires, which I’ve done that too. I’ve kicked the tires on some businesses and spent money and decided that wasn’t for me. That was part of that 100 grand mistakes I’ve made.

It’s really just if you decide you want to do it, just get a plan, get a path, get a mentor and just move forward and just do it. You have to consistently do it. Everybody has challenges. There have been times where I’ve been frustrated and thought about hanging in the towel, but I’m like, “Nope. My why is much greater than giving it up.” Folks, if people that are interested in it, and if they have a goal that they to achieve, then you just have to keep going. Just don’t give up.

Good stuff. Real good stuff. I appreciate it. I’m going to wrap up with a couple thoughts here. It was really awesome to chitchat and have these guys listen to us. I mean from the beginning to the end cause you sparked some questions that I maybe didn’t think about. Don, if they want to get ahold of you. Usually, these are people that looking for coaching or speaking. I mean, if they want to get ahold of you, do you want to give an email or something in case they have some questions? That might open up a can of worms. That’s up to you if you want to do that or not.

No, no. I’ve talked to a few people that have decided to come on board or not. I’d be glad to. I don’t get anything from it. It’s pretty much just my experiences. I’d be glad to. Cause everybody’s looking for the same thing I was years back.

You bet.

I would have loved to have had a me to talk to.

Okay, well then throw out the email then.

Probably the best one would be ReachDonS@gmail.com.

Perfect. Okay smart listeners, my closing thoughts here. As usual, I hope you listen to this episode and other episodes over and over again. In order to truly experience a Quantum Leap in your business and/or your life, you’ve got to take action. I mean, without Don knowing this was going to be my wrap up thought, he said it probably three or four or five times throughout the chat we just had, so do that. Grab one or two or three action items out of this interview that Don gave you or that just came out of conversation, and go take some action.

Don, I know we all have exactly 168 hours in a week. Those drift by so fast and they’re so super valuable when you’re juggling all the things that all of us do. Thanks for sharing one of those hours with us today. Thanks for being on.

Hey, thanks Chris. I appreciate the time and look forward to doing many more deals over the years.

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