The Journey to Seven & Eight Figure Net Worth w/ Daniel Del Real

The person that gets you to where you're at meaning the person that gives you this to 2 million net worth 2 million, 3 million, 4 million, 5 million, 6 million, 7 million eventually, you got to kill that person. And say thank you for getting me here. But now you're holding me back. Welcome to the action Academy podcast staring back while I celebrate freedom, the show where we help you achieve financial independence with the mindset methods and actionable steps from guests who've already earned their freedom blank the freedom fly. Choose to do what you want, what you want, with who you want, with who you want, when you want when you want with another episode today. Now, here's your host, Brian Luebben. What's up everyone, welcome back to another episode of the action Academy podcast. I'm your host, as always, Brian Luebben, bringing you the mindsets, the methods, and the actionable steps for you to achieve freedom in your business in life today. We are now officially in the homestretch of q1 and 2022 Happy first day of March to all of you. This is a Tuesday. So I'm hoping that all of you listen to Monday's episode that I posted on the 28th titled The Man in the Arena. That freakin fired me up to record that. So I hope that that fired you guys up too. And also, I sent that out in a text newsletter as well. So if you want to be added to my text newsletter to get quotes, resources, content, things that are really moving me in my life in business, you could text the word action to 423-592-8486. And you'll be automatically enrolled in that. Yeah, if I had to say a guiding quote, for the end of my q1 and my March, I would say that that would be it. And so speaking of men in the arena, today's guest is in the arena with seven figure entrepreneurs, eight figure entrepreneurs, and the fourth largest real estate team in the state of California. And that guest is none other than Daniel Del real. Daniel is a United States Air Force veteran living in Modesto, California, with 43 lines of passive income sources totaling up to about seven figures per year. So this guy's making million dollars a year passively, without having to do any work. But this doesn't stop him from doing it. And we go into that in the interview because he's still actively managing and running his team, you know, that the fourth largest team in the state of California and volume. So he's still actively involved in that in investing in real estate and scaling his portfolio. And that's one of the topics of today's show. But we actually begin the show with a really cool sidebar, which is his seven to eight conversations in the Go abundance ecosystem. So in abundance, we have a call that helps seven figure entrepreneurs figure out what they need to do with their mindsets and businesses to be able to come the person that they need to be to go from the seven figure mark to the eight figure which is 10 Million and above. So the entire first half of the interview is advice that he gives on that about killing identities, rebirthing identities, building teams maintaining vision and culture a bunch of good stuff. And then in the back half, we talk about more so business real estate, how he scaled up his portfolio and recommendations that he has to people that are on the wealth building journey to so pay attention to all of that, as always, you can go in the show description you have the text letter in there you have go abundance links in there you have Jason Drees coaching links in there a bunch of good stuff. So as always, if you're getting any value from the show, please leave us a rating and review on Apple podcasts and Spotify. Share this with friends, family members, anybody that you think would get value from it as well. That's how we help the show grow. So thank you in advance. And without any further ado, Daniel del, real Daniel, my friend, how are you, buddy? Good to hear. It's very cool to watch you operate. So for people listening Daniels and go abundance with me and I can see from a distance a lot of the things that you've been doing, if we can start this off with just a broad overview about where you're at right now and what you got going on. And then we can get into the specifics and kind of dive into your story here. Sure, man. So Daniel Del Rio, Modesto, California, I'm in the real estate space on both the sell side of it. And on the investment side of it operate the fourth largest and highest producing team in California, which is I guess it's a pretty big deal. So we move a lot of real estate we have a shitload of systems. We have 11 salespeople that if you average it out at all, doing 40 to 50 sites a year which a lot has to do with the systems that we have in it. So I've been able to take those systems in operating a business and I've put that into my life I my physical life, mental life, my spiritual life, my family life, and also my investments. It's all the consistency of the disciplines that I've that I've put in place and even though my real estate business is a big business, and it generates a lot of income, my passive income is equally as aggressive where I've really reached like achieved financial independence and full freedom shoot almost eight, nine years ago. So now, I'm in that momentum of leveling up assets and a lot of the lessons that I've learned in developing a real estate team that I put into purchasing real estate assets and the lessons that get revealed to you as you acquire those single families, those duplexes, I've taken those and now leveled up my real estate portfolio instead of buying some more commercial doing some more startups, apartment buildings and things of that nature. All of it comes down to just discipline and consistency, man. I love it. And you were your former former military, correct? Yeah, Air Force I did the Air Force for for four years. And that's what the beauty of the Air Force, the beauty of any kind of service, man, I'll tell anybody that's listening, and you probably have a couple active duty members that will now nod their heads and yep, yep, that's right, is it takes all your beliefs, man and all the labels that you've had in as a civilian growing up, and it just washes I'm saying, Okay, this is it. This is your new belief, yours for your country, that's what you're doing. So that was probably one of the most important things I did, man. Because as you grew up, I had a lot of labels when it comes down to like my immigrant lifestyle, my family, my, whatever labels anybody else put put on me. And when I joined the military, it really showed you to wash those out and play for the bigger picture of the team. And it just taught you the disciplines, which has been a big part of why I've been successful in my business, my team and my investments, you know, how you operate, your business really trickles down into how I see you operate your life and how you operate your family. Your very process oriented, systematized, you've got your eye on the ball, and you're always constantly moving forward. And you always seem to have a sense about you. So it's like how you do one thing is how you do everything. So I want to take you on a couple of different rabbit holes here. And now, based off of everything you just told me, as we began this a little bit off camera, I think a cool interesting point to start with is gonna be your seven to eight conversations. So for people listening inside the Go button, it's ecosystem, there's a call that we host, that Daniel and Aaron, who's been on the show both co hosts, and it's called seven to eight. And so it's like the numbers seven to an eight. And it helps seven figure entrepreneurs figure out how to level up and level jump up to the eight figure range. So tell people a little bit about seven to eight. And let's hit into some of the broad strokes that you've seen similarities that you've seen that help people make that jump? Sure. Okay, so seven to eight, seven to eight is from seven to eight figures, right. So to go get into abundance, you need to have a million dollars network, which is seven figures. So what we do on seven to eight, we get the stories of the journeys to eight figures for seven to eight. And so a lot of the war wounds so so we always say is once you get into like DECA millionaire 10 million, you start getting momentum, but the lessons that you learn before that momentum or goal for those interviews is just try to extract those diamonds for the listeners. And they go by Nance brothers, if they're sitting at a $2 million net worth, or a $4 million net worth, they're operating a business, maybe they're struggling with certain things to try to interview some of these guys that have reached that DECA millionaire, where they're like, Man, I'm there. Okay, so that's the lesson I should learn, I should just stay consistent, I should have certain conversations I should deal with certain things on the leverage of this is the opportunity where I level up and we get those journeys. So we get the journey of the guys that have gone from seven to eight figures. And what's really cool about it is, as we always say, it's like the wolf going up the hill, right? It's like the best stories that you're going to get is from the guy from the wolf that's on the top of the hill that just got done with that run up the hill. It's okay, how was it? How was the hunt? How was the fight? How was all that and then you start getting practical and tactical advice. Because if your net worth is four or 5 million bucks, and, and in five years, you'll be at 10 million you're gonna get you're gonna get a lot of practical and tactical advices from the story. So what we do is we grab these guys, we've interviewed guys that are worth 100 50 million plus 50 million 70 million they all different industries, and we bring them back to their journey. And what we try to identify is pivotal moments where they've elevated themselves and leveled up shed the previous skin and and leveled up their game. What did that look like? What kind of struggles did they have before that because there's a lot of guys right now and what we found the common response or the message that we get from guys that are say we're three, four or 5 million bucks, is they're like, Man, I always had this dream to be a millionaire. I wanted to be a millionaire. I wanted to admit 4 million, 5 million love it's a dream, and then they get there. In fact, it doesn't feel that way. Like Man, I'm with a million it doesn't feel like it because you're constantly redeployment. You're constantly engaging, you're always redlining and you're maybe have a business a time going through some growing pains. And that's why your net worth is higher as well generating income and trying to figure out what to do with it. So a lot of the lessons from these guys as they're worth, like four or 5 million bucks, like, man, it's I knew I wanted this, this is good. I know I'm in the upper class of say, the one percenters, but it just doesn't feel easy. Like, what's the deal? US interviewing? The goal is to get those stories from these guys to say, okay, when did it get easy? What kind of did you have, what kind of lessons that you have. And then you get a lot of lessons out of that, man, it's been from what I get from a lot of the abundance brothers. It's one of the calls that they look forward to most because they start seeing themselves in that journey. But they're getting it from somebody that has broken through, you see, that image where the guy is digging for the for the diamond, and he's digging this big cave, and he's like, an inch away from the diamond and he quits. And then there's a lot of guys that are that way, though. They're not thinking about quitting, but it's maybe they're having marital issues, because they're their investments, or they're being too aggressive on their investment side, maybe they're having business growth issues, because they're growing their business, and they're redoing all their systems. And as an entrepreneur, man, if you're not being aggressive, there's times that you want to quit all the time. Maybe you just the reason why you're successful is because you get back up, and you keep going. So our goal for the seven to eight shows to inspire the guys that are maybe at that time where they're like, man, is this worth it? Am I doing the right thing. So they could continue today to find that diamond, their own diamonds. And that's what the goal for seven to eight is, man, it's been really rewarding for me. It's been really fun to watch. It's been fun to watch you and Aaron, just tag team this thing. And you can tell the passion behind it. And it's it's cool, because now we're birds of a feather because I'm doing the same and helping people on their journey to that first stage of financial independence, like you said that you hit eight, nine years ago, if you could, if you can narrow it down, maybe maybe two to five things that you see that are differences between the eight figure and seven figure jump some commonalities there that you've seen throughout all the different stories that are applicable. The big one that I've seen, personally is that the eight figure one is more so conversations about businesses and building businesses scaling businesses, curious to know your perspective on this since you're the one hosting all these interviews, and then maybe three to five nuggets that you've gotten that people can apply. Yeah, I think I think businesses has been a big thing. Eventually your some guys, they built a business like my Cannonau when we interviewed Michael, he was a real estate guy. And he acquired a bunch of property and it became a business you become a new operating systems. But I think one of the coolest lessons that I see and everybody's story is has a lot of similarities like this is that US entrepreneurs, the guys that are say buying single families that are starting their journey, maybe their W two earners, maybe they just started their entrepreneur, entrepreneur journey. Maybe they're two, three years into it, they're starting to generate income. It takes a form of grit and determination to do that, a bit of insanity to do it. Because you're doing things that nobody else is doing right? You're delay gratification of your wealth, you're building a business, you're like, look, I'm working for equity, maybe you're you have 100 grand, you invested it into a property while somebody else is buying a brand new BMW, you're delaying your gratification for the future, you're doing different things. So those those traits and those those beliefs and those things that you're doing, what I see is those are all very similar. In a lot of the stories like people are just they know what they want. They're wise big enough that they're willing to sacrifice certain things that want to work for equity. But I think that the one of the most magical things is when these guys identify that time or the place to slay that dragon, meaning the person that gets you to where you're at, meaning the person that gives you this to 2 million net worth 2 million, 3 million, 4 million, 5 million, 6 million, 7 million, eventually, you got to kill that person. And say, Thank you for getting me here. Thank you. I honor all the struggle and all the grit and everything that you did. But now you're holding me back, those beliefs are holding you back. And that over and over again in these stories is your trauma sometimes, like when you talk to entrepreneurs, like they had trauma, they grew up middle class, lower middle class, they had something to prove. And they use that trauma to get to where they're at. But eventually they got to come at peace with their drama, they got to slay that dragon and say, Dude, thank you for getting me. The person that got me here now is holding me back and pause you right there, Daniel, because I think that is very important, because that's like the ever intensive question is every single one of us has a little bit of trauma that makes us a little bit off her rocker to pursue what we're pursuing because it's a funny commonality. Like I was talking to David Osborne about it and he was like, yeah, it seems that we all have issues with fathers are some kind of family dynamic that kind of sparked this bonfire of entrepreneurial spirit, I want to take you down this rabbit hole real quick, because this is very important. This is something I'm struggling with myself, Mike McCarthy, you just did the seven to eight with him in Utah. And he talked about how he's coming from a place of white now instead of darkness. So exactly like you just said, slay that dragon. And now he's operating from a place of light and abundance throughout the crowd as you're doing this. So Daniel and Aaron are onstage interviewing our friend, Mike, who's going to come on the podcast as well. And he's talking about his journey and about all this trauma, an upset that he had, that was the chip on his shoulder that helped him climb that first mountain top that Daniels talking about to get to that mountain top of that eight figure. And he was saying that he had to kill that to move to the next but then the audience is saying, Ah, but if he didn't have that chip on his shoulder, would he have made it to the first mountaintop? Hmm. And what are the pros and cons of removing that ship? Maybe too soon? Yes. curious to hear your take on that. Because that's something that myself and I feel others are dealing with, because and even David Osborne because he's talking about doing ayahuasca and all this stuff, to kill that chip on his shoulder? Because he's worried that he's gonna lose his kind of entrepreneurial edge. What are the pros and cons? What are the give and take on this? What's your opinion? Yeah. And that's man, it's such a good takeaway from that, too, because I think the magic comes from not killing that dragon too soon. And you see a lot of guys that are just like, Okay, I'm worth a million bucks. I had some success. And I want to quit my w two job right away, and I want to kill that dragon. And sometimes they do it too soon. And that's, that's, that's the journey that that you as an individual might have yourself. That's the journey that Osborn has themselves. And they say that, yeah, as a human, we reinvent ourselves every seven years meeting the person that we were that I was at 30, you say I'm 40. Now the person that I was at 3033 is completely different than I am today. So we're constantly reinventing ourselves, right? Some guys do that a lot quicker. But the magic comes from not killing also that dragon too soon, it's using that chip on your shoulder to drive it but then killing that ego, I think it really comes down to the ego part of it. And that's what the magic part was, Mike was like, Look, that ego got him there. Just like Ozma to the ego gets him there. But eventually that ego will hold you back. And you could see that in the way that David's even grown in his world is I started hiring like that person. I'm the smartest guy in the room. I just talked about Dana's journey. I'm the smartest guy in the room. I'm the smartest guy in the room. I'm the smartest guy in the room. Eventually, you got to kill that guy. And so you know what, I'm not the smartest guy in the room. My job is to find the smartest people in the room, knowing that transition is where the magic really is for you not to I see a lot of the guys that will hear Mike's conversation and they're like, I got to slay my dragon today. And I'm like, No, you got to embrace that dragon. So yeah. Let's ratchet down on that a little bit more. So then, if you want to, if you want to specify the question even further, it all comes down to does slaying that dragon. Is that going to hurt? So here's the fear, right? So the specific question to ask is, if I slay this dragon, if I do this work, if I get through this trauma and come to a place of almost a quote unquote, enlightenment, will that helped me accelerate this wealth building journey? Or will this destroy the wealth building journey? That's the question that I'm trying to ask. And I feel like a lot of entrepreneurs are asking that because it's don't want to do all this work and realize that none of this really matters. Maybe I don't want to dare greatly here maybe maybe it's not worth it. Maybe it's not all worth it. But I feel like that's a better realization to come to when you've got $50 million right? Yeah. Yeah. Oh, no, I think you're spot on man. I think there's a time and a place for that. Sometimes it's okay to go through that journey to really you got to go in there to find your why like what is going to be your why and use the trauma that you've had in the past and make sure that y is clear enough for you to silence all the noise of life because in a lot of that time, where people are taking time to say okay, I need to come I need to work out of abundance and other piece I look at it in a way of quieting all the no so let me get some time to clarify where I want to go and really identify it for myself what I want and everything else becomes noise and they operate on their own their own frequency and that alone can be a superpower it doesn't mean shedding your previous skin means that you take your foot off the pedal no you're just more purposeful with the time that you're in what you're doing that you know what you're saying yes to so for me like when we were in the back in the military days, they would always says quieting the noise like the guys that don't they can't quiet the noise the gunshots that panic those guys they usually end up dead right because they can't silence the noise and we have noise all the time as entrepreneurs just even in social media, the way that the world is now, like, we have war, we have interest rate talks, we have COVID. We have the presidential race that we got through, we have all these interests and all these things that demand our attention. But it's our job to silence all that noise and really focus on what's important to us. So whenever you go to these, when people go to these things are saying, you know, what, they just want to take ownership of saying, Look, I generated this wealth, like through this noise, and just figure it all out. Sometimes they just want to take some time to discern to say, Okay, what am I going to go towards? Next, make sure that is perfectly clear. And then they relentlessly pursue it. Mike McCarthy, he's killing that dragon just means, look, here, he has an axe objection, he's gonna relentlessly pursue that, which is his private family office that he's building that is a big or bigger, bigger elephant to eat. And in order to be able to do that, in order to be say, slay that dragon, which is a much bigger Dragon, you need to make sure you're quieting all the noise behind you, and you're focusing at a much bigger dragon to slay, right, like operating from a peak state to put it in a Tony Robbins terms. Yeah, that usually, if you're young, it's fine to take time to get in harmony with what you want. But what if you're, if you're trying to seek balance, like meaning perfect balance is bullshit. It's not there, it's perfect moment. It's a purposeful moment of imbalance, like, I was just in Tahoe with my family, do you think I was thinking about my investments, or all the other shit now was there? When I'm there when I'm dealing with my investments, and then with my investments, when I'm feeling my team, I'm dealing with my team, I'm never really balanced. I'm just purposely in balance all the time. I just focus, I just make sure I prioritize what I'm gonna focus my time. And I don't let, because if I don't prioritize what's important to me, a society will prioritize it. And so it's not necessarily a balance. It's a balancing act. Yeah. And the reason I ask all these, the reason I asked all these, it's just a matter of acceleration, right? Because I'm 27 people, some of the people that are listening to this there, there may be 30, they're in their 20s. They're in their 40s. There's people on all different levels of the wealth building journey. So maybe we take age out of it, and just put where we're at the journey brand, the creation stage. So if you want to talk about it in regards to seasons of life, it's yeah, like wealth creation and wealth preservation, right. So to those in the creation stage, the reason I asked that is to just see like, what would be the best accelerator to come to peace and come to terms with your demons, and then battle all of this come from a peak state, or to fight your way through it and fight through the stress? That's something worth that's something worth pondering. But for time sake, I thank you for going down that rabbit hole with me because I feel like that's something a lot of people can take a lot of value from, is that little set segue that we just did there actually want to take you for time sake, I really want to take you to your business and different levers that you've pulled there to get that to scale to the fourth largest real estate office in the state of California, and then finish it, finish the interview with passive income generation, and then how you've been aggressive about that level jumping there. So let's talk about your business. Because you said you got the system's just absolutely banged out, you said this shit is solid. I would love to hear the systems that you've got. And maybe if you could go back to Daniel when he was starting his business, what advice you would give to that guy to be able to achieve what you have now? Maybe some mistakes you made along the way? Yeah, I think the mistakes I made along the way were there for a reason. So I said right time give myself advice on you know what, in the past just because of the things that was said like, I didn't want to go through that. But I needed to go through that as part of some of those lessons. Part of operating the team is you take a bunch of different personalities, a bunch of different people from different maybe industries. And then you all have one specific goal and you're aiming towards that goal. And one of the things I'm most proud about is in California we did almost 500 We help them with 500 families with only 11 sales people. So if the man is like over 40 families per person, which on the average agent will do 678 sides. So for me it's a really sad thing strike gold 11 times we just dealt with a bunch of broken people, like we're all broken but they just follow a system. So we say we don't rise to the level of your goals and what you want you follow the levels that you have. So as a team anything that I did, it was all repeatable it's I do we do they do and it just documented it and then so if somebody says Daniel, what's your secret power? What's your superpower? My superpower is just consistency like I'm just fucking consistent at everything right? So if I'm doing something I'm super into it I'm very consistent in the way that I structured my business in the past and the one of the most important parts of me structure my businesses I separated my the my personal fight and life and what I needed to the business and we Say ownership seeks steward when you take ownership of money, and sometimes it sinks to stewardship of money. So I've always, in my life, tried to disconnect myself from money and they say, you know, the man's the greatest measure of man's wealth is his ability to live without. So what that means is, look, when you take possession of money, you're, it's harder for you to be a steward of it, I'm going to reinvest it back into my business, or even like, hey, once you take the money, I want to buy a new car, I want to take it for the now and not the delayed stuff. So what I did initially, is just put myself on a salary and really separated myself from the business as a business continue to grow my lifestyle, if I had to spend$80,000, to hire a key employee, I invested in it, because I never really took possession of that money, I was a steward of it, I did the same thing with my investments. So that that strategy and the consistency of always doing that where I was any I was saving 70% Not even saving, but I was investing 70% of my income for 15 years in that creative momentum. But one of the biggest, I think one of the biggest takeaways from that is is the stewardship, making sure you have that stewardship of money and that you utilize it as a tool and to say, look, I'm not if I take possession of it, I'm most likely going to be my stewardship is going to get signed. And the government's one of the main is look at the way they cheat the W two employees, right, you get $100,000 A year, you're not getting 100,000, you're getting 60,000 65,000, right, because they know as soon as you take possession of it, hey, the stewardship to that country is gone, right? You know, us loopholes, you it's going to be harder for you to pay in the pay into the country, they understand that if you take ownership, it seems stewardship. So one of the biggest things I think I did to build a team is create the systems create discussed instances, and really separate myself from the money and just be a good steward of it. Yeah, and for people listening, that are maybe recognizing some of what Daniel saying, if you listen to Aaron West that he was the one that talked about, it's I think how to have a healthy relationship with money. I forget which episode number it is on this show. But it's one of the earlier ones. Aaron talks about ownership versus stewardship, that Daniel is using this analogy to where ownership is just taking all the money that you're making from your investments may come from your businesses, and then you're just thinking that that's yours to just go throw in a jacuzzi, if you're filling in the Jacuzzi economy, that's not what you're supposed to do with it, you have to take stewardship of it and realize that money doesn't belong to you that money belongs to a future version of you. So you have to use it wisely. You have to use it where it's supposed to go. So think about like a lot of your investors to talk to a tech to guys that like Daniel, why are you still working now might be passive incomes pretty high? Can't you just throttle it down a little bit, I reached financial independence years ago. And so with it goes back to the same thing, right? So people make a plan and say, Look, I want to get out of my w two, I want 5000 A month in passive income, once I get $5,000 a month in passive income, I'm gonna I'm gonna, I'm going to use that income depend on that income. So I could free myself out of a job, let's type four. And I'm like, Would it be better if instead of depending on the passive income, you just use it to accelerate your wealth. And that's a lot of it, where you see some investors, they'll go wrong, as I say, look, I bought five 610 rentals, and then I and then I left a certain job, a sales job or whatever, instead of utilizing the wealth to accelerate it not really to depend on it. That's really what I mean, when it comes down to the stewardship of income and taking ownership of it is when my passive income comes in. I'm not using it to buy different things, I'm just using it to accelerate it, it's a choice you have to make, you're either going to depend on it or use it as an acceleration tool. Cool. So you were talking about bringing in these 11 salespeople that they're all broken in different regards, and that you're able to unite them. So then that goes to the conversation of hiring and building the team and being a scout for talent. So when you are building your team, and the reason I'm going down this rabbit hole is this is something that's applicable to anybody that's a business owner outside of just real estate as well. But what are you looking for? What kind of traits qualities attributes are you looking for in a person? And what parts are non negotiables? And what parts are you find with them? flacking? Because you will fill that hole and fill that gap with your culture, vision and system? So I guess the question is better served to be at what like what percentage do you want to hire a this is the perfect person versus hey, this person has got these three intangibles, I'm going to create the perfect person out of them. I think a lot of it, they have to be teachable. And they have to be willing to hold themselves to high accountability. Those are the biggest things and when I also want them to have loyalty to us and building the brand. I always say if you want to go by yourself go fast if you want to go far go together. So I really want to identify what their five year plan is. And if it fits within us and I want to see are they people that have like we talked about? Are they a long term relationship person that are looking for long term relationships or long term people are they short term relationships with short term people so I want to make sure I'm a When they're moldable, and that they're, they're trainable, and that they're okay getting themselves held to a higher accountability. And I want to make sure number three that their vision aligns with what ours is in the next five years. Cool. So what's your vision for the next five years? So for us, it's constant growth, right? So for these guys, a sales team, as we all have one database that we farm and serve our clients, a 50% of our business is referral, referral business. So for them, I want them I want to make sure they know that we're all in it together, that it's not mine, it's all ours. So our goal is to continue to grow the business to 1000 2000 3000 plus transactions. And the only way to do that is if we have people that are that have the same long term vision as us so we need to be locked in step with that. Cool. And then one last question on the business before we move into the passive income and the investing side of the back half of this episode. What so what do you think are the separating factors between you being the the fourth largest real estate brokerage in the state of California? What do you think are the intangibles that separate you and have created this level of success, as opposed to the other hundreds or 1000s of other brokerages in the state? Yeah, so when it comes down to the brokerage side of it, it's so there's a difference between brokerage and a team. So we're the the fourth largest and highest producing team so brokerages are massive, right? I think the reason why I'm able to achieve the success that I have with a small amount of people is that I'm looking for those long term people and I build them up. So my job is for my world to keep getting bigger, so that way, their world can continue to expand within my world. Because if there's a time where they start, they don't have any more room to grow, they're gonna leave. So I think for me is I go back from instead of me saying, Look, I want to help 2030 or 100 families myself, I'm like, Look, I want to be able to help my agents, like generate wealth and grow their world, like how can I teach them, the disciplines of saving the tax strategy, or how to treat the client, the conversations, the dialogues, the business, the systems, so they can plug in and just get busy. And then my job is to continue to expand my world and help them expand their world within mine. I love that. So it's growth together. So it's, it's, I keep going back to the Tony Robbins, quote, where the quality of your life is based on the quality of the questions that you ask. And like the questions that I see you, Aaron, and especially in the seven to eight context that we use earlier, it's like the questions go from, how can I be the most valuable person in the room? To how do I attract the most valuable people to come work with me on my team? Hmm. And so that that's very interesting. So I love that you share that thank you for sharing that that's some good advice that everyone listening to this can take for their business and for themselves in general. So I want to move now into uh, your investments and your passive income and get really granular with this as far as you're comfortable man, because this is, I know, your passive income freak. I know you got that thing churning. So if you can maybe let it give us as much as you're comfortable with an idea of where you're at with your passive income right now. And then working backwards to take it step by step and how you built that and maybe how you would change that journey? Yeah, I have 43 lines of passive income 100 and 150 plus doors that we collect, and my passive income is really dying. Sometimes it goes over seven figures, sometimes it's right under seven figures, all that was mostly in real estate, some of the lessons that I've learned in real estate, I'll take you through really quickly how it went, I ended up just buying one or two properties every year. And eventually I got my doors up to about 50 doors for 50 properties. And then we ended up exchanging and leveling up the game and taking some of our equity and moving it up. And it made it sexy. And that's one of the one of the things I think some of these some of the investors that I talked to, they want to go right into sec for me, I get a look I make I have a fun of $53 or 50 Plus stores I have 47 lines of income and it's like sexy, but it wasn't always sexy. It was hard work. And the lessons that I learned in the single family game are the same lessons that I learned when I bought a 38 unit apartment and a 72 unit apartment in the commercial center. So like those same lessons that I learned in the single family homes, they're similar. They're similar to what we're doing now. But they're very, they're necessary. Some people want to want to skip those lessons. So for me, it was consistency of buying my first property in 2004 and constantly buying and buying and eventually there's a position in time place where you're like, Okay, it's time for me to level up my game and sell some of that capture some of that equity, some of that wealth and projected forward. But if you're listening to this and you have one rental two rentals, three rentals for rentals, like that's a long term strategy and all my investments were long term meaning when I bought a property I'm like, Look, I'll keep it for 30 years I don't give a shit. I'm buying the cash flow. So to lease cash was but if that's the plan and keep honoring that plan, there's going to be a time and a place where you're going to look at all that and say, okay, shit, I've been able to build something nice here. And it's time for me to level up, it goes back to the seven to eight conversation to say, okay, the single family game and all these doors, I built up this adventure, I have to kill that, that persona, and level up to the next persona. But the strategy changes, but the disciplines are the same. So you mentioned there a couple of times that people are trying to skip the struggle part and skip the lessons part. So it's one side of the camp is that the other side of the camp is there like, Hey, if you can partner up with a mentor and partner up with someone that has been there, done that, if you can, it's almost like a forced appreciation in a real estate deals, you have like forced wisdom, and forced investment skill through partnering through that. So there's two trains of thought. Now, two schools of thought one of them is the stack method, as you can call it through bigger pockets, or duplex four, quad 816, just try to double what you're doing every single year, and then learn as you go. And then another one is get a couple of your belt, and then hit your wagon, right to use David's terms like riding the surf of some of that's creating a massive wake, and then hitched their wagon to them, and then go ahead and go big, bigger faster, so that you can take the advantage of the time horizon there because then you're moving faster. So you're saying that you wouldn't necessarily recommend option B, you would think there's doing the stack method would be a little bit better until you can use that equity plan to make something sexy. Yeah, so I think having the stack whether it's one or two properties, and then leveling up if that's if I think having the initial purchases right is important, because there's two different things. And I think you'll be able to identify better, like bigger issues, or just identify certain numbers of properties that we have the experience of pulling the trigger. So we talked about what I talked about, usually it's nevertheless seven figures in bad operators, right. So what I did is what I found out is they had what was called communicative knowledge. And a lot of people have that like people listening to this podcast, people listening to bigger pockets. People are reading books, and they have all this conceptual communicative. And there's a difference between communicative knowledge and revealed knowledge huge difference. We look at it biblically look at Adam and Eve, right, Adam had a communicative knowledge God's told him not to eat from a certain fruit tree. And Eve had communicative knowledge and look at what happened there, communicative, non communicative, not as powerful as revealed knowledge. And so you get those revealed lessons in the single family game that will serve you in the future. And what I see is some people will say, Daniel, it's I want to make 15 20% on my on my investment, and then like, you're going to give it to somebody else that maybe has just communicative knowledge. So I would really be careful on doing that and partnering up with people that maybe don't have revealed knowledge yet. And honestly, like getting the single family homes, it just teaches you that revealed knowledge, like I remember doing my spreadsheet, when I was buying these properties. I'm lucky they work, man, because I didn't take account maintenance. I didn't take any I saw, okay, I was making 50 bucks a month in cash flow. And I'm like, Great$100 A month in cash flow, but didn't really realize in five years, if I had to do an AC, five years of my cash flow would be gone. I had to realize that stuff. I had to learn that stuff the hard way where I had 15 doors, and then I'm like, Shit, I think I'm doing okay, but why is my account never going up? Well, you're here you had a roof here, you had a tenant that moved out. Here's the difference between the A Class B Class C class and the dog shit like, Yeah, you get the dog shit, that gives you an 18% cash on cash. And you think that might be great, because it's 18% cash on cash, but it's faking every year in it. Maybe it's built in 1930s, and you're doing roofing, plumbing. That's all revealed knowledge, right? It's not conceptual, like you sometimes can't, like you'll read it and you're like, Okay, I get it. There's a saying that says, we get the lessons like sometimes we get exposed to lessons on one day. On the second day, we learn the lessons. And then we spend our whole lives trying to realize them, but until it's until we're ready for that message, or we create we put ourselves in a situation where we're willing to listen to those lessons, the lessons will come. And so that's what I'm talking about when it comes down to the importance of owning and pulling the trigger. Now you're going through the process of the fear of pulling the trigger and what that looks like the underwriting the owning the asset, the transfer of the asset to doing capital improvements of the assets. So you have to earn that and so I always go in myself and my sales team. The way that we grow is we call them Dan Sullivan with strategic coaching. He says it's it's four seeds. Number one, it's commitment. Number one, I'm going to commit to buy an investment property right in order and once you get that first see you got to face the second one which is courage. So what does it mean to have courage it means you got to step in the fear you say 3040 50 grand you have to release that money. You have to put that conceptual knowledge into revealed knowledge. You got to earn that courage by facing fear and be nervous, but what it does is it finds out what What's your capability? Is it my capable of doing this? And then you learn this capability? And then the fourth thing you find out, okay, what's my compat? So in that in the sales team, we do that an agent does that all the time. They're like, Okay, I'm going to commit, I'm going to face courage, I'm going to face fear, get courage, find out what my commitment, make my capabilities and in my capacity, and then you do it all over again, once you find out what your capacity is, say, Okay, what, what, how can I level up, okay, I gotta hire somebody else. Now, again, you have to go through that fear to get to that courage. And I need to find out what your capability is, as a team, and as a leader to find out what your capacity is. And as a business owner, you go through those four C's over and over and over again. And the reason why I tell you that is is if you skip that second C and you never earn that courage, which is revealed knowledge, meaning the fear of pulling the trigger, then you never find out what your capability is, and you never find out what your capacity is, you're outsourcing that second See, which is the most important see, when you're partnering up with somebody else or you're invested letting them earn the courage on your in a lot of these guys that are going into op positions. That's great. Yeah, you can serve another's wakes. But you're outsourcing the most important C which is courage, or you're not facing fear, you're letting them do it. They're finding out what their capability is, or find out what their capacity is. And yeah, you're getting an 18 or 18% IRR, or whatever it might they might pitch you but what you're missing out is is the most important see that you have to earn which is courage. You're outsourcing that you see team leaders and people build their businesses this way where you're like, Why didn't that team leader succeed? Why did he fail? Here's what happened is number one he was committed. Number two, he was outsourcing courage. He didn't want to hit the phones he didn't want to meet with clients so he never found out what his capability is. You never find out what this capacity is. You're just trying to grow this team to outsource the scariest see which is courage. Oh, coming back to a single family game and then the reveal knowledge versus communicative knowledge man that second see I don't give a shit who you are. Look at Elon Musk and Tesla if he outsource is the see say he says you know what? I'm going to build an electric car. I don't want to go through this fear of developing this battery. I'm going to outsource that. Do you think you would find out what this capability is in this capacity is Ryan built amazing battery now? Right? So if he would have outsourced that see then Tesla wouldn't be what Tesla is today. Same thing with SpaceX right? And it takes like earning that you have to earn that in life will reveal it to the single family game is always important in that development because you get to earn so it's almost using analogy. It's your porn like the foundation like through your single family investing. And then once you have that foundation, it's strong enough you could build a skyscraper up from that tribe. All right, that's awesome. Okay, so I'm trying to think about how to phrase this so you have like courage and then you have capacity. So at what point do you know that is the correct time to begin outsourcing because you've reached your capacity from like a time perspective when you know it is time to build that team when you know it is time to bring in that partner when you know it is time to outsource this or that and when you're like when you're ready when you're ready for it how do you what are some telltale signs some triggers that you can be sensitive to to know so that way you're not holding on too tight too long? Because that's also a problem on the flip side of that is I feel like some people play small for too long and they never make the jump Yeah. So the first C is commitment second C is courage third C is capability and then capacity is what holds people back so if you're buying property say your capacity as a as an investor is one property if you're buying one property for six months or one property a year because what's your capacity? How much can I save but if you earned your courage and you own you found out what your capability is and you found out now what your capacity is? Well you still have the not what can you do? We'll partner up with somebody else if I know how to find the deals and I know how like a certain market and say knoxville tennessee works I went out there and bought a property Yeah, you face those four C's you already have the knowledge my case my capacity is my capital. Well, what's I need to elevate and level up my other four C's what does it take a commitment you know what I'm going to find a strategic partner I know how to find these deals, I'm going to find one guy that's willing to invest with me I'll do the work they'll do the equity would set me and that's going to create fear for you right because now you're managing somebody else's money but if you don't face that fear you don't get that courage once you take somebody else's money and say you partner up with investor you buy a duplex up in Knoxville, which now it's only 10% of your money 90% of somebody else's money but you worked out your equity pretty well. Then once you find out what your what your what your capability is, right? Then you find out what your capacity on that level. So some people will go in and say look, I just got to do it all myself right, the four C's just over and over again. They forget that once they get to capacity, it goes back to that seven to eight show. Once you find out what your capacity fucking slay the dragon go do this for seats. And I don't care how I don't care how old you are. I did this In my 20s, to my 30s to 40s 50, like right now I'm 40 and I'm slaying the fucking dragon right now I'm like, I know, this is my capacity. I means I'm running like I need to seek fear to find out what my what I'm now capable of, to see how much capacity I have in that avatar. So as an investor as single family homes, you go through the same thing, it's those four C's, it's okay. You'll seek fear, you want to grow, go seek fear. Because if you seek fear, if you find your courage, when you find your courage, you find your capability. When you find your capability, you find out your capacity, once you're at capacity, you seek fear again, and you're like, Okay, let's go through those four C's again. And I'm telling you, man, you shed that skin every four to five years, and you constantly keep growing. And that's the beauty of what I've been able to do. So that's why, Daniel, that's it, man. That's why so that's bad, because that's just how we're wired. It's been so difficult to articulate how we're wired. And I feel like a lot of the people listening to this like they, fuck, I'm fired up now. Sorry, good. Like I'm jazzed up. I've got a couple calls after this. We got to calm down, man, they're gonna be like this is going on. I mean, like that didn't drink energy drink. Just talk to Daniel. Yeah. Oh, man. Yeah, that's so good. And it's it rings. So true. Because it's just a process. It's what is success. It's like the continual pursuit towards the realization of a goal. So it's, you can't just rest on your laurels. And it's been the same thing that's been told to me over and over again. They're like, hey, like people like us guys and girls like us, we're never going to be able to just sit on a beach. Like, we will go batshit insane. Because we're not building anything. We're not progressing towards anything. We're not doing anything. We're just sitting there. So it's all about leaning into fear. Let's finish this up with leaning into fear. Let's finish this. Let's finish this conversation up with that topic. And intentionally putting your foot out into the fire. failing forward, leaning into that courage, leaning into that discomfort. What are some roadblocks that you see people self imposed in here? And how do they break through because we're talking courage. And you and I have both done this a multiple times. So it's like we understand the the foresee process for someone that's maybe on their first foresee process. There are gonna be roadblocks that pop up, they're all going to be self imposed. What is some advice you can give to someone to get through that that cycle can keep repeating? Yeah, so my wife and I, my wife as a coach. And it's interesting, because the word Gabon is so we have this extreme accountability, right? So a lot of it has has to do with getting somebody else's perspective on what you're capable because we get really comfortable on this two step. Like right now I'm going to my business, I'm like, Man, why do I want to change anything, man, there's two step is good, I'm making good money. But then I get perspective from somebody else. And like, Daniel, you're at capacity, you're very comfortable there if you're not seeking enough fear, and not enough growth, and they start challenging you and my wife has this coach, and it's interesting, because I homeschool my kids and we think we have our shit together at home. And they're always there's always, there's a saying that says, The live your life. There's a film crew, they're watching and documenting every move that you do to see okay, what are your behaviors? What are your traits? What are you really doing? Anyways, so my wife's coach, we flew her down, she lived with us for five days, and like really said, look, like talk about being honest and true with yourself. That's the massive accountability in our household. And we thought we had a lot of good things going on. But then she started saying, Hey, this is a trigger. This is an issue, this is an issue she came in, and she wired us. And then that was fucking scary man, having somebody come and live with us and like shit, okay, she's gonna live with us for five days, give us feedback. So the reason why I tell you that is, is don't be afraid to get outside perspective from somebody that you respect to say, look, find yourself an accountability partner that will give you unbiased, like straight raw advice. Like for us it's go abundance, right? You go into a room, a much bigger, bigger people. And they want you to win. And they'll give you advice to say, look, story, you're telling yourself, and I think a lot of people get stuck in the story. And they're really good at something, find out that what they're capable of. They're like, Okay, I know, this is my capacity, but I'm just gonna stay right. And that's what stands a lot of people's wealth. But whenever you surround yourself with a group of people that are always growing, they're going to constantly keep pushing you and that's where the that's where the magic is. So if you don't have somebody that's pushing you right now, find that person, find somebody that aligns with your values, and set some big fucking goals. Once you set those big goals, ask yourself what behaviors do I need to have to meet those goals, make sure they scare you. And then once you have those goals, share them with somebody else to hold you accountable. And that's I think that's one of the biggest things is entrepreneurs like we have these goals and we keep them to ourselves sometimes. And then we tend to get really comfortable in our two step and first off mic drop, you killed it. Oh my God. You're just just bomb after bomb. That's why you were in the Air Force. So So now as we're moving into the end here, it's funny that you say that so we all go through as entrepreneurs and as Business owners investors, we all go through this phase, where it's we first share with the world what we're doing. And then the world said, that's crazy. Don't do that. Don't do that because they spew all their toxic BS on you. And they're like, don't do that. Don't do that. Now, don't get that first rental property, the economy's gonna tank blah, blah, blah. And then to your point, whenever you start getting around and build up enough of a community and enough of a network, and this doesn't necessarily need to just be go abundance, but just a networking community of people doing massive things, that all of a sudden, your community becomes so tight, that and so rounded, that you're like, I can actually finally share what I'm doing now, without fear of people telling me how stupid I am like, people are gonna be like, Hey, I like that. And then as you start posting it out, because I used to, I went to the same character arc, I was doing all this stuff. And I just kept it in, in in the now did the podcast. And now the experience from this podcast, I started in October, night and day, because nobody had any idea that I was doing any of this. And now they're like, Oh, my God, they're like, Who are these people that you're talking to? I've been boys with Daniel for two years. Right. But we've been having these conversations, just like with all of us just amongst ourselves and private, MN DJ Savoy gave me a very good, very good quote, I'm going to keep using, he says the cup of life, I used to be of the opinion that for you to pour out into others, you need to make sure that your cup is full. And if your cup is empty, you can't pour into others DJs, like, cut the bottom of the cup, whatever is poured into you, it flows through you pours out to others. And that is how the universe gives you the most abundance. And I feel like you're a perfect example of that, man. So I just wanted to say I appreciate you. And I appreciate you coming and having this conversation. And I appreciate everything that you and Aaron do with seven to eight. And it's just it's phenomenal to watch, man. Yeah, one last thing, I will leave your audience touching based on what you said, because I think it's important, is make sure you know who you're getting advice from. If you're playing the long term game. Don't get advice from short term people and know what your why is silence all the noise and just go to fucking work. And then things just happen for you. You don't know when it happens, but you just know you're living like them like Ben Hardy's book. He's a governance guy too. It's like you live in the game, you look at your why you go to work to it. And then you share your vision with long term people. The difference between long term people and short term people is short term people they're looking to see okay, how much can I benefit from my relationship with Brian? How much can I make off this relationship versus a long term person that says how much value can I add? Brian looking at? How can I help them grow? Like those are long term relationships with long term people, make sure you're getting advice from the right, people, right, and make sure you're surrounding yourself with the right people and then just quiet the rest of the noise and know that real estate life isn't it's a long term game. It's an infinite game, right? It's not a finite life is finite. When you're dealing with investments like you don't get it, I don't get advice on an investment deal from somebody that has a five year horizon. Unless if you have to then do that, because that's a five year horizon. But I'm playing a long term game. Like I'm not getting advice from short term people like my investments and assets. I'm building a big family portfolio for my kids and 2030 years, like, that's that those are the people that I want to hang out with that have that same kind of vision, right? I'm not getting advice from somebody that's worried of what's going to happen in the next 12 months, 24 months or five years. That's how society lives. They live on fear. And they keep you in fear because they're like, it's the end of the world this month. Next month. COVID is gonna kill everybody. Next month. You're like, Dude, shut up, quiet. The noise know that you're playing a long term game, find long term people to do life with. Hmm, there's another one, just over and over again. And you just you're like, hey, like, I'm doing great right now. How can I possibly taught that and then you just simply just do it every single time. You're just doing this TCCs you reach your capacity, your parents back, and then you just roll. I appreciate you, man. I appreciate what you're doing. And I appreciate the questions that you ask. And every time with events, man, I could see you're always there trying to add value. And thanks for that. Appreciate it, brother. As we leave here, where can people find you and also plug your real estate team for anybody that is looking for what areas in California? Yeah, Modesto, California some an hour and a half south of Sacramento now and a half east of San Francisco. So right in the Central Valley and you can find me on Instagram Daniel Del Rio. You could look me up there you go Google my name. I'm sure I'm sure you'll be able to find me so I'm not I'm not doing my business not being a secret agent. So there are out brother I this been a long time coming. I sincerely appreciate you. I can't wait to have this thing out, man. It's gonna be fantastic. So everyone this has been Daniel del real Brian Luebben. As always with the action Academy podcast signing off. You've been listening to the action Academy podcast helping you to choose what you want with who you want. When you want. You've been given the gift of freedom. Don't turn your back on that. We hope you've enjoyed the show. And we hope you've gotten some practical and useful information. Make sure to like rate and review the show. We'll be back soon. 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