John Tsai is a human machine. Perhaps one of the most disciplined, systems based, top performers I’ve ever met. John has created an approach to achieving big goals that anyone can benefit from hearing about.

In this episode we delve into how John manage’s his mindset daily, how he consistently deals with rejection, and what he does to sell over 100+ homes per year as a top Vancouver real estate agent.

No matter what your career or sport – you can learn something from how John has created high level habits and disciplines and the structures he’s put in place to keep himself on track day in and day out.

Show Notes:

  • John’s Mindset Then Vs Now
  • Desperation Breeds Motivation
  • John’s System for Daily Mindset Management
  • A key practice that sets the tone for every day of the week
  • The Miracle Morning
  • Handling Rejection
  • Loving what you hate
  • What to Do When the Going Gets Tough
  • How to Sell Over 100 Properties Per Year
  • Breaking Down Your Big Goals into Daily Steps
  • The Reality of Selling 100+ Homes Per Year
  • The Myth of Balance
  • How to Build a Team That Supports You
  • Digging Deep to Find a Source of Motivation
  • Rennie Marketing
  • John’s website

Full Transcript:

Adam: All right. On today’s show, I’ve got a good buddy of mine, John Tsai. I’m gonna be speaking with him today about mindset for the most part. John’s one of the most driven and disciplined people I know, and one of the most process-oriented. I think listeners are gonna benefit today from hearing what John does and it’s how he does it, and how he thinks and manages his mindset. So John, just wanna welcome you to the show.

John: Thanks for having me, Adam, and thanks for all the kind words. I didn’t know I was appeared like that to you, so that’s cool, man.

Adam: Right on. Right now, you’re one of the top Realtors in British Columbia, in the Vancouver lower mainland. How many other Realtors are in the market here in Vancouver?

Top 1% of 13,000

John: As of today, there’s 13,299.

Adam: Okay, 13,000. And what about in your office specifically?

John: A 126.

Adam: A 126, and that’s with Rennie Marketing, right?

John: Yeah. Rennie & Associates, Rennie Marketing.

Adam: Right, Rennie & Associates. Wow, man, 13,000. That’s a lot of people. In terms of performance and where you’re at, you’ve won a number of awards. What are some of the awards and distinctions that you’ve earned recently?

John: Yeah. So since 2009, I’ve been a top producer at, with the company. That’s now running seven years, going on eight. I’ve been in the top 10% for the past six years since 2010. And last year, we hit top 1%. I was ranked number 48 out of 12,000 last year. And year to date, right now, I’m ranked number 13 last year. And this year right now, I’m number one in the office according to units.

Adam: Wow, man. That’s incredible.

John: Thanks, man.

John’s Mindset Then Vs Now

Adam: There’s a few things I want to ask you about, but maybe the first thing to start with is how long have you been a Realtor and what’s the difference between how you operated at the beginning, versus how you’re operating now?

John: I started in 2006. I had no idea what I was doing. I just thought I wanted to invest in real estate. I didn’t know anything about sales, didn’t know any…I just didn’t know what to do. And I’d wake up at 11:00 a.m, and I’d get to the office by 12:00, have some lunch, and then come back to the office, go on Facebook a bit. And then…

Adam: That sounds awesome.

John: I’d chat with the guys in the office and by 4:00, I’m like, “Yeah, pretty good, that’s a good day.”

Adam: Nice. What caused you to change because obviously, you made some big changes between then and now. What was the thing that got you to say, “Hey, I need to do something different.”

John: That’s a great question. 2006, 2007, you could sell a home without knowing anything, and I did. That was just how I was. I’d sold 18 homes in 2007. I thought I was…I got it. But the truth of the matter is, I didn’t because 2008, I had sold 10 homes and I worked twice as hard because market crashed mid-2008. By crash, I mean the 16% drop in prices and sales had probably dropped down only about 30%, 40%, which isn’t unfamiliar of what’s happened this year since July this year, so the same.

But anyway, that’s when I said, “You know what, I need to do something different in order to keep going.” I was thinking about quitting. So then, I reached out for help, and then I joined coaching with Mike Ferry. I went to the first seminar and I signed up, because that was the only way I was gonna keep my head above water, so to speak.

Adam: So who did you reach out for help to when you first realized something needed to change?

John: My broker and my former company. He is like, “If you’re really committed, you can check out Mike Ferry,” and he gave me the website and I listened to whatever was online at the time. I was like, “Wow, this stuff is real.” And then I signed up in a seminar September, 2008. \$50,000 in debt and I couldn’t afford not to sign up. It was 1000 bucks US per month and it was at that time, the currency exchange is 1 to 1.5, so 1500 bucks. But I still signed up because I don’t know where to go.

Adam: Checking Facebook wasn’t cutting it.

John: No. No.

Adam: Was the coaching the thing that you’d credit with turning your business around?

Desperation Breeds Motivation

John: Well, you had to have the motivation to wanna get coaching. If they’re not motivating, you sign up for coaching, you’re wasting your money, wasting your time. I knew that because A, I was getting engaged, B, was \$50,000 in debt. I was motivated. I was desperate. So out of desperation, I reached out for help. If you take what the coach tells you and you actually do it, with motivation, that combined, you’re gonna produce some results. But you first have to have a reason why you’re doing it.

Adam: It sounds like you had several reasons there, getting engaged, did that. And you obviously wanted more than what you had at that time too in your life, right?

John: Yeah, absolutely. But first of all, it’s freedom from debt.

Adam: Yeah, that’s a big one. I think that’s a big one for a lot of people.

John: For a lot of people, yeah, for sure. So I took that. The market turned around six months later after I joined coaching. I guess we got lucky. Coaching started to click, and then market turned. 2009, I did 33 transactions, I felt like a champ again.

Adam: Nice.

John: Of course. That’s the thing with sales. You attach your ego and your confidence to how many sales you’re making at that time. When I drop it just…your self-worth goes with it. I really had to work hard to keep my mindset strong during those six months when I hadn’t made one sale. It’s tough.

Adam: Yeah, absolutely. In terms of mindset, that’s a good segue because what do you think the keys are each day to creating how mindset that helps you achieve your goals?

John’s System for Daily Mindset Management

John: The key is, because motivation can only take you so far. And once motivation wears off, you’re gonna need accountability. You’re gonna need structures. You’re gonna need something real in your schedule to keep it going. Does that make sense? You’re not gonna get motivated every single day. I know most people like to think that people who are producing at high levels do feel that motivation every single day. Truth of the matter is, no. About half the days, I wake up saying, “You know what, it sucks.”

But the thing is once I wake up, even if I have a negative mindset, I got people to talk to, I got somebody who call me at 5:00 a.m. “Wake up. Life is good. I’m good to go. All right, cool.” I wake up. What I do now? Okay, well I journal a bit, and then I meditate. And then I go walk my dog. After that, I come back, get them all, getting his food ready and then I go out to the gym. By that time, my mindset might still be super shitty. But after the gym, you feel, “Okay, a little better. A little bit better.” You start to get the momentum now.

Some days are still really crappy even after that. You take a shower, and then you go to the office. I’m at the office 7:00 to 7:15, right in around there. I have someone call me at 7:00 for script role play, 7:30 for script role play, and 8:00 for script role play, the last one. By then, I’d spoken to…Oh, I forgot the gratitude emails in the morning. We write gratitude…we keep each other at probably 20 people in the email chain. Gratitudes, our goals for the day and the affirmations. We write it in an email and send it out to 20 people. That’s within from 4:45 when I wake up to before 7:00, I do that. By then, I’d reported to how many people.

Adam: A lot, right? Over 20 people.

John: Then by 8:15, I am doing okay, doing okay. Then after that, I go get an espresso. Then I’m really pretty good.

Adam: Wow. Was that you’re really pretty good before or after the espresso?

John: After the espresso.

Espresso is THE Key 🙂

Adam: So what you’re saying is that the espresso is key, not all the other stuff before? I could save you 1500 bucks. It’s like, “Just get the espresso at 4:45.”

That’s cool, man. I don’t think I’ve ever heard you break that down before in such detail. That is over two hours’ worth of a focused morning ritual where you involve multiple people, you meditate, you have a structure in place, you’re accountable to these people. And then when you get to the office to specific to your work, it sounds like you’re doing multiple role playing calls…and is that’s to warm you up for the phone calls that you’re going to make that day?

Warm Up it the Actual Key

John: Absolutely. It’s just like going to play basketball. You’re not gonna get right into the game. You gotta practice and warm up. And then you go and play on the field.

Adam: Nice. I’m trying to think. I’m gonna give some thought to how I could do something like that for the work that I do, like how can I mentally warm up given that I’m not doing phone calls. I’m sure there’s a way off to think about it.

John: Yeah, for sure. Miracle Morning states the same thing for everybody. You don’t have to role play, but the Miracle Morning, all that to build momentum in a day, it’s crucial for someone…

The Miracle Morning

Adam: What’s the Miracle Morning for people who don’t know what that is?

John: Miracle Morning is a book from Hal Elrod. He’s written several books and he has one specifically for real estate agent. But I think it’s all across the board, whatever you’re doing, Miracle Morning is crucial.

Adam: Cool, I’ll check that out.

John: First hour of the day is the rudder of the day. So you just write it down, the Hour of Power, what Tony Robbins called, pretty good to go.

Adam: I think one of the mistakes I often make is I get up, get a coffee, and no matter what mindset I’m in, I might just jump on to email. And email is typically problems. It’s not usually stuff I want to be reading, so it can get easy to get further derailed if you’re not starting in a good mindset to begin with.

John: Yeah. That’s one of the things if you could stay away from is emails right in the beginning of the day because it’s again, when the email pop-up, really it’s most of the times not good. Always problems, it was always something. One of the biggest things is social media to me in general. It’s toxic. There’s a news, it’s always bad news. There’s never any good news, right?

Adam: Yeah. You’ve talked about warming up. Once you’re warmed up, what do you do next?

John: I get on the phones.

Adam: Okay, and what does that look like?

John: I just have a bunch of numbers and then I start cold calling from 8:15, 8:30, all the way to 11:30. That’s when lunch time is.

Handling Rejection

Adam: Okay. Cold calling is the thing that most people hate doing because it’s straight up sales, there’s a lot of rejection involved. How do you handle that? This is a process that you’ve been running for a long time to generate leads. How do you stay focused on track positive and not let the no’s get to you?

John: It’s really tough. I’m not gonna even sugarcoat it. When I first was asked to cold call, I stared at the phone literally for like 30 minutes, and I wouldn’t do it. For the first six months, I just wouldn’t do it. Again, I was desperate, I was motivated, so I did it. I picked up the phone and I just started calling. First couple of people, when they picked up, I would hang up without even say anything.

Adam: So it took you six months to take the call. But then when someone answered, you just hung up on them?

John: Oh yeah. And a lot of times, you’d call and then you hope to God that they wouldn’t pick up.

Adam: Wow.

John: Yeah. It’s real. I just hired a cold caller. He jumped on the phone and was just going at it. I’m like, “How does…That’s not natural. That’s really, really not human.”

Adam: But that wasn’t his first? Was that his…

John: That’s his first gig. I’m like, “That’s abnormal. He’s got a gift.” Most people, if you would agree that, you tell somebody to cold call, they’re not gonna wanna do it. And they’ll take a long time to procrastinate before they actually pick up the phone.

Adam: Yeah, I’ve done it. I’ve been there.

John: I’m sure you had the same experience. It took me a long time before I could do it. But like [inaudible 00:16:41] said, “You gotta really love what you hate to do, in order to get to the next level, you gotta be obsessed, or you’re gonna be average.” I was motivated, desperate, so I had to do it. That’s how I did it. Now, it’s just second nature to me. I used to not call for a couple of days when somebody rejected me really bad. I was like, “Oh, man, this sucks.”

“You gotta really love what you hate to do, in order to get to the next level, you gotta be obsessed, or you’re gonna be average.”

Adam: Back to Facebook?

John: Back to Facebook, creeping on whoever.

Adam: You remember that we are recording this, right? (LOL)

John: Yeah.

Adam: Okay. Cool, man. It sounds like there was a grind. There was real grind that you had to go through, but you toughed it out. And it took quite a while, but you worked on it.

John: Yeah.

Adam: I think that’s a common thread when you can really…Anyone who’s worked in sales or built anything of significance, when you hear the truth of it, they had to go through a lot of hell and a lot of discomfort to get there. So I don’t know, I thinks that’s a…or I guess I do know. I know that that’s a key thing to keep in mind because when it sucks, you’re probably on the right track if you keep changing and improving and pushing forward.

John: Yeah. Main thing is persistence and perseverance, resiliency, that’s what it’s all about because you’re gonna get burned.

Adam: Yeah.

John: It’s never a straight through road, or else everybody is emailing you and billing you. You gotta get ahead, man. You’re gonna get slapped around. If you’re not okay with that, you shouldn’t be doing what you’re doing. If you wanna get rich and you think it’s gonna be comfortable, you don’t think it’s gonna be painful, you’re wrong. I’m getting slapped around every day, even today.

“If you wanna get rich and you think it’s gonna be comfortable, you don’t think it’s gonna be painful, you’re wrong. I’m getting slapped around every day, even today.”

Adam: What happened today?

John: Today, when you cold call somebody, it’s not like they’re gonna know who you are, how accomplished you are. I still get people hanging up on me no matter how good your skills are. They’re still gonna rip into you. 11 years in the business and you’re quite established in the industry, it doesn’t matter. You’re gonna pick up the phone and you’re gonna out there, you’re gonna get rejected, you’re gonna get slapped around. That’s just what you have to go through.

Adam: Yeah, you gotta develop a thick skin, probably. That’s probably part of it.

John: Oh yeah, totally.

What to Do When the Going Gets Tough

Adam: That’s a good segue again. How do you deal with those setbacks today? You’re successful by anyone’s standards, especially the other 12,000 or 13,000 realtors in Vancouver, but you’re still…So basically what you’re saying is despite the fact that a lot of this stuff has gotten easier for you, you’re still having to deal with getting rejected and so on. So how do you deal with those setbacks?

John: When things get tough, you really have to look at why you started. You gotta refer back to your goals. Am I gonna let someone respond to what I’m doing today take me away from my goals? You have to know that throughout the process, you’re gonna take one step forward, two steps back. You’re gonna take three steps forward, then you might have five steps back. If and when you stop, that’s where you are. But if you keep going, it’s gonna take time but it’ll come around.

Adam: It’s where that perseverance comes in.

John: Yeah. Bob told me…Bob Rennie, my boss. Obviously, he makes millions and millions a year. He told me that you just simply have to outwork the competition. This man had worked for 20 years, seven days a week. Two open houses Saturday, two open houses Sunday. He did that for 20 years, and look where he is today. He never stopped.

Adam: For people that maybe are listening from outside of Vancouver, Bob Rennie, the founder of Rennie Marketing and Rennie & Associates, he’s probably one of the most successful real estate marketers / project marketers in the country, perhaps in North America. He launches multiple apartment complexes, 200-unit buildings every year, so a good guy to take success advice from.

 

Adam: You mentioned earlier that you employ a coach. I think that’s one of the key things, that’s part of your process. So what does your coach help you with and how does that work?

Switching Gears from Mindset Work to Skillswork

John: Every week, it’s different. For the past month and a half, we’ve been just talking about strengthening that mindset. Some days, we would talk too much about mindset and we switch it around and just say, “You know what, let’s just work on our skills and not keep talking about mindset, because the sales have dropped 50% across the board from the peak of the market this year.” And if all you’re talking about is mindset, you just keep getting into that rut. So every week’s different. Sometimes we talk about skills. Sometimes, we talk about mindset. Sometimes we talk about systems, procedures, accountability. It’s the whole nine yards. [Crosstalk 00:23:28].

Adam: It sounds like there’s a lot.

John: Yeah.

Adam: What’s some of the best advice you think your coach has ever given you?

John: That’s good question. I think she’s just so relentless. You can’t put anything past her. She always called me out on my stops. Whenever I have some time in my schedule, I’ve already done quite a bit of sales that month. She’s like, “What are you doing? What are you doing from 2:00 to 4:00?” “I got nothing.” “Why don’t you get out there? Why don’t you go knock on a door?” She just keeps pushing me. And if I did 10 in that market and I hit my goal, “Go for 12.” If I hit 12, “Go for 14.” She is relentless. It’s what I like about her is that I can never stay complacent when I’m with her, so that’s good.

Adam: Is she a realtor as well?

John: Yeah, she’s been selling real estates since the late ’80s. Obviously, she’s taken a step back. At her peak, she was doing 275 transactions on Ontario. Today, she’ll probably still sell 60 homes, but she’s coaching 60 people. They’re financially free, they don’t really have to work. They just love coming back to it and helping people.

Adam: Nice. On that note, how exactly does one sell a hundred properties a year? What does that look like?

How to Sell Over 136 Properties Per Year

John: Lot of a hard work. Lot of hard work. It’s 12 hours a day. Saturdays, I go for another six hours, sometimes eight hours. Sunday’s off, but you’re still handling stuff. I’m not gonna say it’s across the board for all realtors. I’m not gonna say that. But it’s just a lot of hard work. And I got a team of people behind me, got two full time assistants. I’ve got two buyer agents and one listing coordinator. These are all full-time people under me, and now I got a full time cold caller. To date, right now, year to date, we sold 136 homes…136 sales, not homes because some of them might be represented buyer and seller, so 136 ends. (AK: John and his team ended the year at 149 homes sold.)

Adam: Congrats.

John: Thanks, man. We just gotta keep it going, and the only way to keep it going again is coming back to accountability.

Adam: You’ve got other people that you’re checking in with regularly. That’s helping to keep you on track even when you’re not motivated?

John: Yeah.

Adam: Cool. We talked about your phone calls. I know that realtors, everyone has a variety of ways that they get business. But your number one way of generating leads right now is making calls, and that’s what the first or the bulk of your day is spent doing in the beginning. Is that right?

John: Yeah. So in the morning, it’s for lead generation. It’s for getting business. And then the afternoon is for doing business. By that, I mean in the morning you either you’re doing the emails to ask for people or following up, you’re calling your past clients or cold calls. And then in the afternoon, you go out and see people.

Breaking Down Your Big Goals into Daily Steps

Adam: Correct me if I’m wrong. So far, so it sounds like you get up at 4:45 every morning. You have roughly a two hour, two hour and 15 minutes or so structured morning that includes the things we talked about earlier, including meditation and exercise and accountability calls. Then when you get into the office, you do several warm up calls with a partner. Then you get into your prospecting phone calls, and how many calls approximately would you make during that morning session?

John: Morning session, how many calls. I don’t know how many calls. I make, on average, 20 to 30 contacts in the morning.

Adam: Okay, so it’s about the contacts? It’s about any number of calls to get 20 or 30 contacts?

John: Yeah. My daily goal right now is 40. It used to be 50, I had to take it down. In the afternoon, I’ll end up with 10 more contacts. Those will be at the door or more calls.

Adam: Okay, so you’re saying, you’re not just making calls in the morning, you’re doing it over the afternoon as well?

John: Yeah. But for sure, the first three hours is gonna be calls. No way around that. I don’t do any appointments in the morning.

Adam: You must follow a script as well, right? So do you say the same thing every time when you get somebody on the phone?

John: Yeah, it’s always the same. Always the same script, but I’ve used the script for so long that it just became a part of me.

Adam: Yeah, no doubt. No doubt. Do you meet all of your clients face to face? Is that typically what happens?

John: Yup. With technology, these days, it’s like I could get the contract signed via DocuSign. I’ve got a client right now who just…but I haven’t even met him and we’ve done five transactions together. It’s weird. We don’t even meet these days. So efficient.

Adam: Do you follow a script or a process when you either meet with someone face to face or when you’re talking to them, say over the phone. They’re no longer a prospect, but now they’re…or maybe they’re still a prospect, but now you’re basically trying to get the listing. Is there a process to follow then as well?

John: Yeah, there’s a process and there is a script for every step of the sales process with the coaching company. That’s what I work on every single day. It’s either a prospecting script, or it’s a presentation script, or pre-qualification, door knocking. We got scripts for everything.

Adam: I think that’s one of the things that I suspected, and so I wanted to point that out because it sounds like you have such a systematized approach to things. And then what you bring to it, obviously, is your enthusiasm, energy, your focus, your discipline. You gotta keep your mind in the right place and take the right actions. And the system is geared to help you do that as well, right?

John: Yeah, that’s right.

Adam: But it’s not like you have to figure out what to say to people or how many people to call, all that stuff. That’s figured out and that’s a large part of what the coaching program delivers.

John: Exactly. The system is there for you to use, but will you use it? That’s the thing.

The Reality of Selling 100+ Homes Per Year

Adam: Exactly. Cool. Aside from work, what else are you up to right now?

John: Nothing. That’s all I do.

Adam: Now come on, let’s not…

John: You want to do a hundred deals? You have to work all the time. There’s no way around that. My life is majority work. Because of work, my life has been so unbalanced. Then now, what suffers? Is it your health? Is it your diet? Is it your relationships? So now, doing so much at work, I’ve had to look at other areas in my life and just really put some energy into it. The only way to do that, again is to schedule it, and to have accountability behind it, and have some structures, or else it’s never gonna happen.

I’ve got homework with my wife. We have to hug, how many times a day? We have to kiss, how many times a day? We have to walk Sheldon together, how many times a week? We go to a therapist. You just gotta put some energy into it. So whatever is important to you at that time, it’s just like how I approach work. It’s the same thing. You gotta put energy into it. You gotta schedule it, or else it’s never gonna happen.

Adam: It sounds like you are applying a similar model that’s like there’s structure to the relationship. There’s coaching there, and you’re setting aside time for it. Now, I wanted to go back to something you brought up, which is unbalanced as opposed to balanced. Do you think that you basically any area of your life that you want to excel at or achieve something and you need unbalanced and unbalanced effort or focus?

John: Absolutely. It might not be forever, but it’s gonna be a while.

Adam: For a period of time, right?

John: Oh yeah. People who want balance are probably gonna take a little bit longer to get the goals that they want and that’s totally fine.

Adam: Or maybe never achieve them.

John: Yeah, and that’s totally fine. What they want, some people want is balance. Again, it’s whatever is important to you that you put energy into.

The Myth of Balance

Adam: I don’t know where the whole idea of balance comes from in terms of being a popular thing that people talk about. I’m sure if I did some digging, I could figure it out. But I suspect that it was from some guru or a book or something in the ’80s or ’90s. And that idea seems to have stuck around. But I agree. I think it’s a myth. If you want to achieve in something in a particular area of your life, it’s going to require unbalanced, probably for an extended period of time. You gotta be particular about what’s important to you and choose one, two things, three things, maybe max that you’re committed to developing.

John: That right, 100%, 100%.

Adam: Now you said that you’re only working, but I happen to know, since we’re friends, that you’re also doing landmark right now.

John: Yeah. Landmark is a big part of my life right now. Again, that’s where I’ve found that I needed to put energy into other areas in my life, it was because of landmark. Landmark is just another structure, nothing more, nothing less. I have structure for every are in my life. Now for landmark, it’s just what they say is self-expression, power and freedom. That’s what you get at landmark. That’s in every area of your life. And then I’ve got the therapist for my relationship. I go to him on my own because I’m pretty crazy.

Adam: Aren’t we all?

John: Yeah, exactly. Then for health, I have a dietician. And for fitness, I have a trainer. So I have accountability in all these areas of my life where I feel that it’s important.

How to Build a Team That Supports You

Adam: If someone’s just starting off, they might not have the money or the time or whatever to have a coach or someone like that. So what would be your advice to them if they can’t assemble a team right now, how do you get going and build momentum without a big team around you?

John: That’s a great question. It’s a very good question. You have to find people who are in the same mindset to keep you accountable. What that is is a mastermind.

Adam: So something you maybe informally cobble together at the beginning?

John: Yeah, and the mastermind group, I have four groups. Each of them, we have 12 people. Even before real estate, I had a mastermind group that was just a mix of different individuals who are all self-employed and we get together every week to have breakfast. That’s completely free.

Adam: Do you still do that?

John: I hadn’t done that with that group of people, but people who we’ve gotten together ’07, ’08, fast forward almost 10 years, the real estate investor that was completely broke. Today, it’s worth millions. The guy who owned the restaurant in US, today he’s got three restaurants.

The builder that was barely making it, barely building anything is…You couldn’t even find the guy right now. He’s so busy. All these guys that has gotten together, they’re committed. It’s for somebody who doesn’t have the budget to do that, we didn’t have the budget to do that back then. But we all got together and we knew that we’re all trying to get better. How can we hold each other accountable to the goals and our desires.

Adam: If you were gonna start over again, taking that concept you just talked about, would you go out and find four or five other realtors to hang out with, or would you try to find people in different industries or…It sounds like everyone there had some type of real estate connection, maybe with the exception of the restaurateur. How would you structure it?

John: The thing is it’s tough having real estate agents mastermind together and share that many ideas just because we’re…Although we work together, we’re also a little bit competing. We didn’t have that going. So what we had was basically…you what BNI is? But BNI isn’t free. We had referrals going back and forth, and we shared ideas every single week. Although we don’t see each other that often anymore, everybody’s done really well.

Adam: Very cool. Awesome. What’s next for you, man? You did a over 130 sales this year, probably more by the time the year is out. What’s next in terms of work, in terms of life, what’s on you radar?

John: I’ve got my goals all written out 5-year, 10-year. The goal is to have passive income. That was basically why I got into real estate. It’s a great passive income. The first step is to get to the 10,000 per month completely passive. And the next step, in five years, I like to have 100,000. Then 10 years, 200,000. I’ve got it all written out. That’s what I’m going towards, looking into multifamily units, apartment buildings, just searching for that residual income. I also wanna go a little more into speaking and coaching people, because I know…I’m a coach right now also for the organization. [Crosstalk 00:40:43].

Adam: And how many people?

John: Right now, I coach four people, and I also speak for my office. All the new agents in my company, they come to me if they have any problems, challenges. I’m happy to help.

Adam: Cool, very cool. So you’re giving back as well, I think, is what I’m hearing.

John: Yeah. That’s one of the things that’s huge for me because that’s what I wanna do. I wanna contribute. I wanna be able to give back. You can only do so much for yourself before you just get completely burnt out because you’re not contributing to society, contributing to others. And it’s just meaningless.

Adam: It sounds like you get energy from the coaching that you do and by giving back to others, taking the focus off yourself, that somehow boosts you up, right?

John: Yeah.

Adam: Cool. John, in terms of mindset or structure, as we bring things to a close here, is there anything else that you think would be important for someone to know or to practice or to understand that we haven’t touched on?

John: That’s a great question. Now we talked about everything pretty much, but I guess what I would say is that we can’t…because I have a lot of friends…family mostly that I’m trying to uplift. I don’t know if this is even relevant, but we’re not in the business of uplifting that [inaudible 00:42:39]. That means that not everybody’s gonna be wanting that high-level success. In order to even have the high-level success, you have to have a reason behind that. You first have to have a reason, or else nothing’s gonna happen. So I guess what’s one’s reason for wanting to get better?

Digging Deep to Find a Source of Motivation

I really had to dig deep on that before I could even wanna do anything. For me, deep down, it was like trying to prove my dad wrong. He, who always tell all of us boys…we had three brothers. He always tell us, “You’re not gonna amount to no good. You’re not gonna do anything straight ever again in your life. You’re useless.” That was my biggest drive.

Adam: Some people would let that crush them, right? But you’ve turned that into a source of motivation.

John: Source of motivation. And all of what I did was to prove my dad wrong, that I could stand up on my own, that I can make my own money. I’m not gonna take a penny from you. It was all about that. Now that my dad has passed, all my energy is going towards continuing his legacy for my family.

Adam: What does that look like?

John: It’s to uplift the whole family. God knows, my two brothers, they’re not…they haven’t…That story, I would say they kept all the way up until now. They never broke free from it. They’re not able to uplift the family. So it’s my obligation to uplift the Tsai family from now on.

Adam: So it’s like a new mission.

John: Yeah. Those were his last words before he died.

Adam: And what did he say?

John: He said, “I’m giving the family to you, the Tsai family to you.”

Adam: Wow, man.

John: Yeah. So that’s why I’m able to push through the difficulties, the obstacles, the crap that happens in life because I know that I can’t stop. It’s my family. It’s my father. And I’m taking a stand for everybody else in the family, my brothers, my sisters, my mom, my nephews, my nieces. I’m not gonna say that I’m the only guy taking a stand, but I have to take a stand myself for everyone as well. So what’s one’s reason? Does that make sense?

Adam: 100%, yeah. I think you’ve gone into your reasoning in great detail. It sounds like it’s something that you’ve given a lot of thought. And it’s obviously a big part of your bedrock of everything else you do. That’s great, man. That’s really solid. I think that’s great advice and thanks for being so open about your…how your dad passed it on to you, and why these things are so important, and what drives you. You went pretty deep there. I really appreciate that. I think people will benefit a lot.

John: Thank you. Thanks to…I don’t say this a lot. Most of the time, talking about motivation, I want a million dollars. Yes, I want \$1.2 million next year. Whatever it is, it’s all circus. And why do you want that. We’re always thought that if you don’t know why you wanna do it, you’re not gonna wanna do it. It’s pretty simple, right?

Adam: Yeah, but there’s more to it than that.

John: Yeah. I hope that helps. That’s basically it. Motivation, accountability, resilience, the reason behind all that, why do you wanna do it?

Adam: Awesome, man. Listen John, thank you so much for taking the time. I’ve learned a lot today. I think our listeners are really gonna benefit from hearing about your process, your structure, your mindset and how deep you went today. So thanks again for taking the time, man. I know you’re super busy and I appreciate it.

John: Thank you. Thanks for having me on, and thanks for all the kinds words. Hope it helps.

Adam: Cool. Awesome, John.

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