Real Estate Agent Podcast 37: Zachary Beach
Really for anybody trying to build a business, I think it’s important that you know why you want to build the business. Is it for time freedom? Is it for financial freedom?
About This Episode
Zach has been a bartender, personal trainer, author, and a real estate coach. With his family, he trains other agents how to sell on terms and still works in the trenches practicing what he preaches. On this episode, we discuss building a rockstar team, how to get up to speed in real estate in a short time period, and why real estate's a great career for people of all backgrounds.
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JON: Hello and welcome to shop talk the real estate show. I'm Jon Forisha and joining me on this episode is Zachary Beach, an author, coach, and the COO of Smart Real Estate Coach. Zach, thanks for joining me.
ZACH: Hey Jonathan, I appreciate you having me on.
JON: So you have not been in real estate for very long. Can you tell us a bit about your background?
ZACH: Yeah, so, when I came out of college, I was about 21 years old, 22 years old. I actually went to bartending and personal training. Um, so I did that for about four years. Uh, and I told myself by the time I was 25 years old that I'd be out of the industry because uh, I don't know if anybody out there has been involved in the restaurant industry. But after you get to that point, you're either burnt out or you love the industry. And at that point in time I was burnt out. I bartended. I was reaching the pinnacle of the area that are the, the bar that I worked at and I looked around, I was like, I don't want to be here for the rest the rest of my life. So I, I was bartending, personal training. I was burning the kin on both ends, um, as you can imagine, late nights and early mornings. Um, so at about 25, I went to my father in law, Chris, who had a real estate company. He's been involved in real estate for 27 plus years. Uh, and I said, Hey, I don't know if I'm going to like real estate, but what was your thoughts on me potentially, you know, helping out, uh, and, and kinda get involved in real estate and seeing where that goes. Um, so about 25 I did that, you know, fast forward spot to come four years this April. Um, I've been on the business now four years this April and I've been able to, uh, do some amazing things with, uh, with my amazing team.
JON: That's awesome. So Chris didn't come to you, you went to Chris?
ZACH: That is true. Yeah, I was getting burnt out, uh, at the time. And actually my wife and I both were bartenders at the time and then we both left. She left about two months ahead of time for me, but we both left and actually joined the family business doing two different roles. Um, she now actually is at home with our two kids. We didn't have any kids at the time, but um, but yeah, we actually both hopped out and Jordan and the family business started growing that, our real estate investment portfolio. And then also now we have a second company, which is smart real estate coach.com, which we actually teach people how to do and build the business that we have.
JON: Wow. That's great. So what was the current, what was the learning curve like coming into real estate from a bartending and personal trainer background?
ZACH: The learning curve was immense. Uh, and people brought me say like, Hey, well your father in law was in the business for 27 years. That people need to understand like, uh, I was so brand new and I, and I really had to to kill what I was going to eat, be honest with you. So as a family, I mean we do deals together but everyone gets paid based on the deals. It's not like I was coming into a cushy salary and I was going to start just making calls, uh, as I so pleased I was making calls in between those other two jobs that I had. So I was fallen stumbling just like anybody else would into this business. Uh, luckily I had a close family team that could help correct me, but, uh, I swear sometimes they just let me, you know, squabble out there just to have their own laughs. But, uh, it took time. You know, it definitely took time and just like anyone out there.
JON: Sure. Yeah. Well you got to flounder a little bit to figure it out, right?
ZACH: Yeah, absolutely. I tell my what we call the associates, but those are the people we lock arms with and do deals with and a lot of them are brand new. And I tell them, I say, I wish I had some of my old recording calls because you know, I was worse than you on the phone. I promise you that.
JON: Yeah. So that's something you talk about in the chapter of one of the books that you guys wrote. Um, you talk about how you've had a rocky start when you were on calls with clients. How did you, like, what helped you improve?
ZACH: Uh, it's all about mindset and be a hundred percent honest with you. I have, because, uh, the number one lesson that I learned is getting started in business is you can't emotionally tie yourself to the results of that you're receiving at that time. So I used to be super happy when I had really good calls and when I was acquiring a lot of leads. And then you have those down days where sometimes it's just the list that you're calling on. You know, sometimes it's the energy you're bringing to the call and you're getting a lot of nos. And then my emotions were tied to those notes. So then all of a sudden now I'm, I'm down the dumps because I'm not having a good day. So that's really important to not tie yourself the end results, but to work on your mindset and work on your, your attitude towards, okay, I'm going to give it my all today. I don't care what the results are, but I'm taking the next baby step forward and building this business.
JON: Yeah. So when you were starting out in the real estate business, you had three jobs basically, bartending, personal trainer, and real estate.
ZACH: Yeah, and actually I worked with a network marketing company as well where, uh, you know, we sold supplements, um, as a time. So it was very tied to my personal background. Uh, I really enjoyed that. I mean, a majority of my income was coming from bartending. I lived down in a very tourist driven area in Southern Rhode Island. Uh, so during the summers it's like boom, and you go from like 40,000 people in the town to like 250,000 people. So wow. You already have it was tied to their personal training. I did more for, you know, my, you know, my own personal health and it made me get to the gym all the time. Uh, compared to just getting stuck in those nightlights.
JON: So when you were working all those jobs, how did you prioritize your time? How'd you figure out what you needed to spend your time on?
ZACH: Yeah, that's something that I work with a lot with, uh, with our associates now or are the people within our community. I wasn't good at time management. That was something that I had to learn. Uh, as far as prioritizing, making sure I was only focused on money producing activities, some techniques I like to use, like working in sprints. Um, but really at the time I was, I had my bartending schedule and then everything from there I kind of built off of, um, when you're working as a bartender and a personal trainer, as much as that is, you know, I guess like an entrepreneur activity, meaning, especially as a personal trainer where you make your own schedule, you really don't make your own schedule. You, you show up when clients want you to show up. Right. You know, majority of the time that is early mornings, early mornings are when they get out of work. So I had to really, it was just taking what I had and then building in time in between that. So it looked like, uh, early morning, like five to eight in the morning, I was working with clients for, at the gym and then I'd get home and I would nap for a couple of hours. And then from like noon to let's say like three o'clock, I was making outbound calls and then I would, uh, I would rest some more, have dinner, relax for a couple of hours, and then I'd get into, I go to the bar at like five to, you know, one or two in the morning and then I'd do the same thing on repeat. So I really was only, I was living in naps is really the best way to describe it. So as you can see, um, real estate had to be, whether I liked it or not, had to be a, an end result. Uh, it had to be an end goal because I wasn't going to be able to sustain that. So if I truly believe that real estate was gonna get me to my goals, that's why I was putting in those additional hours during the day. Because if I just wanted to live paycheck to paycheck and live by other people's means, and I could certainly just bartend and personal training, I mean, it was enough money to live comfortable, but not enough to grow actually.
JON: Yeah. And long-term, I mean that kind of work schedule and sleep schedule that would probably catch up to you. So you did it knowing there was sort of an end in sight, right, that eventually you were going to be able to make real estate the focus.
ZACH: Yeah, I knew that I was at, maybe it wasn't going to be, uh, I wasn't going to commit to real estate. It was going to be my be all end all. But I knew that it was going to get me out of the bars and out of working multiple jobs, I knew that it had that. Now, here I really, it's led me down so many different paths in personal development and coaching and training and real estate development, uh, you know, buying some property on, on terms as we like to call it. And led me down so many different avenues, um, that, I mean, I'm so grateful that I stuck with it.
JON: Yeah, definitely. Seems like it's treating you well. So you co-wrote a book with Chris Prefontaine, your father in law who was on our show a month ago. Listeners can actually get that book for free if they go to newrulesforfree.com. Could you talk a little bit about that book?
ZACH: Yeah, so new rules. So The New Rules of Real Estate Investing: 24 Leading Experts Reveal Their Real Estate Secrets. So we created this book because you know, we're constantly in the trenches and real estate changes, you know, year over year. So we took all the techniques and all the people in the industry, um, that we work with closely and we put it all into, into that book. And it's a really cool book because Chris, myself and my brother-in-law, we actually put, we have our own chapters, but we all put notes throughout the book. So that way there's some key action items or if you don't understand a particular niche that, uh, that's brought up, uh, by that, by that leading expert, we break it down. Because the truth is we're not naive enough to think that our method is the best method for everyone. It certainly has built well for a built wealth for us. It's led us down. So amazing past we've seen and how we've helped many people create, you know, the life of their dreams through this aspect. But it doesn't mean that it's the best fit for everyone. So we did is, uh, that book allows you to kind of get a little bit of everything, um, and uh, allow you to dive into different parts of the real estate world.
JON: Yeah, it's a cool format. I read the chapter that you wrote, which is called 100 Deals in Under Three Years and you know, throughout, you have Chris just sort of chiming in saying, yeah, let me back him up with this fact. It was a cool way to do it. But in that chapter you talk about being able to invest without putting your own money down or going to a bank. Can you talk about how that works?
ZACH: Yeah. So, uh, we focus on buying and selling on terms. And really what that means is buying property without using your own cash credit or investor's money. It's by coming to an agreement with a seller and a buyer on terms, meaning you have different terms of the agreement. So if we break that down, there's a couple different aspects or a couple of different techniques within that, which is, uh, most people are familiar with buying and selling on a lease option, uh, or buying and selling, uh, on owner financing. Um, not everyone's familiar about buying property subject to the existing loan, but those are the three major techniques that we, uh, we, uh, accomplish by I buy on terms. So it really allows you to take control of an asset without using your own cash or credit or going to banks.
JON: Great. So our audience, most of our listeners are primarily residential agents. Many of them are interested in the world of real estate investing. What advice would you give about starting an investing?
ZACH: Yeah, I would say that you're actually throwing away a ton of leads or potential, you know, deals by just staying extra, like, so focused on, just say, residential, being a residential realtor. Um, because there's people outside of your box and I don't know, uh, what each individual person out there has as far as their, their specialty or their box, but there's certain deals that fit outside of the typical real estate, a realtor's box, which are, um, working with sellers that of course don't want to pay realtor. Uh, you typically you're going to throw that throw out a way because then someone's going to go just do a for sale by owner. Um, well you have now if you buy and sell on terms, you have the ability to buy a property from a seller and that aspect and they're not going to be coming out of pocket for real estate commissions. So if it allows you to craft a deal there, or maybe there's properties that, um, as we all know, you can be the best realtor in the world, but you are going to have listings X buyer for one reason or another. Majority of the time it's the seller's unrealistic expectations, right? It's usually like they want a property for this prize and they're not going to go below that, even though the market tells them that's not the case. So if your listing is going to expire, you now have the ability to say, Hey, no, we took it to the traditional market. This is how it's sold to us. I actually have some other techniques that I can do, which, which could be buying your property either on a lease option or or owner financing it, which could get you closer to your number. And then you're actually as the real estate investor able to create money now, money monthly and money in the future. And the seller is now happy because you were able to bring them additional techniques instead of just letting it expire. You know, other things that come into play, like functionality, maybe majority of the traditional sellers out there, um, are, uh, are, you know, not able to sell it because of functionality. So our buyers who are just outside of finance ability and just need time, um, are there, they're willing to buy a property that doesn't maybe have the best functionality because, um, because now you're, you're helping them build the pathway to home ownership. So a really cool scenario there. So what I suggest from a, from a realtor perspective is, uh, don't change your traditional, you know, uh, clients, which are, that fit inside your traditional box. What I suggest is anything that doesn't fit inside that box to go ahead and utilize our techniques in order to create more wealth and to build a portfolio.
JON: Yeah, diversify basically 100%. Go ahead and diversify.
ZACH: That's the best technique because I've spoken with many realtors and I've actually trained a lot of, a lot of investors that were realtors are still our realtors and they get involved in say, our coaching program because they are interested in building wealth. Now they don't necessarily want to continue to run on the hamster wheel per se. It goes, once you get one deal done and then you're running to, then the next one you run into the next one. Instead you can leverage yourself because our techniques pay you three different ways. Money now, money monthly and money in the future. Yeah. Yeah. So how do you find your leads when you're selling on terms? The funny thing is we're probably all fishing in the exact same ponds. We just have different techniques. So we ended up attracting different sellers, which we get prime, like a large amount of our leads come from expired listings, uh, because they bend through the traditional market. They tried and then now they're for alternative options. We also get them from for rent by owners. So people that are used to, uh, using us as a rental and maybe now they're sick of being a landlord. Um, and then, um, another major was for sale by owners. So we're all fishing in the same pond. It just, we're looking for different sellers with different motivations.
JON: So what advice would you give to someone just starting out in real estate? I mean, you've done it, you know, four years. Just about four years. You said you've been in real estate.
ZACH: Yeah, four years this April.
JON: Congrats. That's awesome.
ZACH: Thanks. I know it's a, we're as we enter into this next decade, it's just amazing now how fast four years ago.
JON: Yeah, no kidding.
ZACH: So what I'd recommend is I was in an absolute green position in more recent than say most people out there. Um, I would just, I would a hundred percent recommend that. Number one, you find the niche that you want to be involved in. So go ahead, do your research, get really clear on which niche you want to work in, and then find a mentor or community that is doing what you want to do. And that is in the trenches doing it. But there are say three, five, 10 years ahead of you and to grow, latch onto their coattails and don't look left, don't look right. Just continue to follow that group and know that mentor because you can create such a huge learning curve, um, by just following a system or process that someone has proven. Yeah. You don't have to recreate the wheel. Um, you can use your own techniques and make it personal, right? Uh, I'm not saying to go blindly. What I suggest is you do your research, find the right people in the right person and follow them. Because if they're doing it in the trenches today, then they can certainly show you how to do it and to create your own processes and system. Yeah. Rather than going after someone who, you know, made their name decades ago, somebody who's actually still doing it so, so, so important, so important. Make sure that they're doing it today because as a, I was just alluding to in the book real say changes, it goes in cycles, like things that people were teaching 10 years ago don't necessarily fit now today's model. So make sure they're doing it in the trenches now.
JON: Yeah. And that's something interesting that, uh, I talked with Chris about is the fact that you guys still, you still do deals. I mean it's not that you're just coaching, you're not just, you know, it's doing speaking engagements. You are still actually actively doing what you preach.
ZACH: Yeah. So we're doing deals in two different aspects. So we have our own buying and selling portfolio that, uh, Chris and my brother-in-law and myself own. And I was actually just on an appointment this morning. So I like at eight o'clock this morning, I was driving up to Southeastern Massachusetts speaking with a seller walking through a property. And it was actually two new construction, two condos. So still in the business, still doing it physically, but also, um, with our associates. We helped them through the entire process of a deal. So we're speaking with sellers, we're speaking with buyers, we're working through deals. Um, so from both ends, both virtually and in person. We're hitting, we're constantly doing deals. That's, uh, that's our entire mission and entire process to help people in our wicked smart community, which we call them, uh, complete transactions, clique deals. Yeah. That's great. And so let's talk about the coaching side of it. Cause you're also involved pretty heavily with the coaching, right? Yup. So, uh, yeah, I'm, I'm one of the coaches. We have certified coaches now, which are, um, students or associates who have done, they have completed our systems, have done deals, have proven themselves now that they're actually passing it along and now helping out new people that are in our community. Myself and Chris still in the trenches coaching's day in and day out. Um, so yeah, very heavily involved. I very much enjoy watching people grow personally and scale their businesses. Um, it's, it's, uh, quite a joy man and I love watching people become successful that way. It feels like it kind of plays into your personal training background too. I mean, you know, sort of on a business side of it, but being able to watch people actually progress and grow and, yeah, I think, I think we've all have our backgrounds for a reason. Um, I wouldn't change anything because I've learned so many tech. Nice as far as talking with people and talking with sellers, talking with clients, um, from bartending, like you have to be able to carry on a conversation with anybody about anything. Has a bartender. Yeah. You have to be able to work on their pressure, especially when the bar is packed to the brim. And you have to be able to communicate with your other bartenders and bar back in order to get things happening. Uh, and then same with personal training. You have to be able to set a system and process in place and in order to set people up for success, um, it's what we do and in real estate and in our coaching. So, um, yeah, the background. I, I think it's been a progression and uh, I wouldn't, I wouldn't change it.
JON: Yeah, definitely. I imagine it was pretty intimidating just starting out coaching though. I mean I got to imagine some of your, some of your, the people you're coaching, I've been in the business a long time and has that been a disadvantage that you're as young as you are?
ZACH: So that, that's uh, it's the second time it's been brought up not from a coaching standpoint, but when, uh, people would ask me that when I was just an investor, which is how do, how do you actually get people to sell you their house? Because I primarily work with the sellers and my brother in law primarily works with the buyers because you're so young. And I just said, well, call me a little naive, but I just didn't think of it that way. That wasn't like a, a paradigm of mine. That wasn't a thought. I went to properties, I said, can I solve this person problem? And it doesn't matter what age I am, if I can solve their problem. So again, that's just that proud. That was probably good that I was so green in the industry and because I was naive from that aspect, but I was able to get a point I'd done. But from a coaching standpoint, yeah. Um, majority of our, uh, associates, uh, some people we lock arms with are, uh, tend to be somewhere between like 25 and 45, primarily somewhere between 35 and 45. Yeah. Maybe they haven't been in the real estate industry as long, uh, but they been in the world longer than I have and, uh, probably more experienced in other aspects of life. But again, if I'm able to help them grow and scale their business and personally develop, then it doesn't matter what age I am, which it seems like people haven't responded to me in that way, and if, uh, and if they have, then I shouldn't be their coach.
JON: Yeah, that's a good point.
ZACH: Right. Uh, so if that's a paradigm of yours and you cannot take advice from someone that's younger than you, um, then of course you shouldn't work with me. Yeah.
JON: Yeah. I mean it's an interesting thing in real estate. A lot of states you can get your real estate license starting at 18. But then people always say who would choose to work with an 18 year old real estate agent. And I mean, if they've got it together and they know what it takes, then they can probably do as great a job as anyone. But, uh, you know, the average age is around 55 years old for a, for a realtor. So it definitely skews older.
ZACH: So, yeah, that's funny cause, my brother in law, Nick, who's also co-author in the book, he did that and he didn't go to college. He went and became a realtor. And just started going to real estate seminars, which sounds a little crazy back then, but nowadays it's, so, uh, it's so relevant as majority of people are now passing up college or maybe have gone to college, but now are reinvesting in themselves through seminars and through, uh, you know, mentors and getting involved in masterminds being very, um, mainstream now. So was actually slightly a bit ahead of the curve. But yeah, I mean just like you said, I'm 18 years old. If he can solve your problem, if he can help you sell your house, you know, then go with them. If you need a 55 year old to sell your house and then great. I mean there's plenty of great realtors out there that's 55 as well. Yeah. Yeah.
JON: I think that's in a lot of ways, I think that's kind of the future of education. Everyone especially as more and more people are, you know, saddled with student loan debt, then it just seems to make more sense instead of getting the generalized education and then having to specialize later. Cause I mean I'm someone who my undergrad, uh, I didn't know what to do once I had it. It was like, all right, I guess I'm going to grad school now. So, um, especially if somebody is going to go into real estate, they know that's the path for them. It seems like a great idea to just go right for it.
ZACH: I totally agree. I didn't know what to do with it, either. That's what I was a bartender and personal training. I went to marketing and finance and then I get out and I started bartending. I know what I want to do and I knew I wasn't gonna go in the corporate world. I'm extremely vulnerable. So, as most of us, I mean that's why we're entrepreneurs, right? We're unemployable. So yeah, I highly recommend especially, maybe you don't know exactly what you want to do, but going in avenue of like real estate is going to produce, it's a wealth producing activity. Like the stock market and go to zero real estate is not going to go to zero. It could drop like '08, and go to like a third. But you know, you look now a decade later and the price, the price of those properties that went to a third are probably above and beyond what they were back in '08. So if you're, if you're looking for a place to build wealth, especially slowly, real estate's not about get rich quick, get rich permanent, right? It's about acquiring the skills. And then acquiring assets in order or control of assets in order to produce wealth for not only now but for generations. Um, so even if you don't know what you want to do, learn real estate because you can produce your passive income or produce Wells now. And then like in the future, like myself, I started with real estate and then my passion ended up coming further along with coaching and helping other people build the real estate businesses. So it's, you know, your life starts to spin upon things once you have the ability to breathe on a daily basis and you know, have that type of income where you can think. Yeah, definitely.
JON: All right, so turning to your team, how important is the team you have around you when you're working a deal?
ZACH: Oh my God, I put all that on them, meaning, that's great. Like my, my story, a lot of people here, I've done a hundred deals in three years, but I mean, I couldn't have done the a hundred deals myself. Um, be honest with you. I mean, it's not like I was doing every little piece of the deal. I, you know, I had a fantastic team that supported me, which allowed me to utilize my strengths and my skills in order to go out and acquire properties. That way we could, we could sell them, uh, or getting that locked in trenches with somebody else and help them acquire their deals and to sell them. So, um, team is so important. You only can grow, uh, and, and, and really work on your strengths if you have the people around you to support you. Um, whether that looks like a, an organizational team mate, meaning like, um, like a business partner or uh, or an accountant or whoever's involved in your business or that means your family, your, your wife, your spouse, um, you know, in order to support you, I mean, team can, can look like that as well. And I can tell you, especially if you're in like a family business, which I am, uh, and being in the entrepreneur world, if you don't have the support of your spouse, uh, and you're not, uh, as comfortable at home, it becomes really hard to excel in the business world. You have to, as if things are right at home, then that allows you to think freely and to, and to chase your passion compared to if it's not. So I count team as both, you know, organizational but also the friends family that's around you.
JON: Yeah, the full support system. Super important. What advice would you give to an agent who's trying to build out their team? A lot of agents start off, you know, just them or maybe them and a mentor, but what about that next step?
ZACH: Yeah, I think when it comes, this would be really for anybody that's trying to build a business. I think it's important that uh, number one from an individual standpoint, you know, why you want to build a business. Like is it for time freedom? Is it for financial freedom? Like what does that look like? Because I was actually speaking with an associate of mine who's building her business now and she has kids at home. And she was asking me how to manage both time and family now, especially with the holidays around the corner. And I said, well, why are you building this business? Is it to have more time with your family or is it to build more wealth? Because the question of what should I do around the holidays would be answered by your why. Because if it is to have more time freedom with your family, then the answer is already there. You should be spending time with your family. Yeah, don't get me wrong. You got to, you're going to have to make sacrifices along the line. But if that's the case or if it is to build up to like $1 million or build more wealth than you should be spending more time on your business. I mean, that's so know your why and why you want to scale the business, uh, or build the business. And then number two, I would establish two real core values of what your, of how you want this business to operate. Like for example, a smart real estate coach has core values which are constantly innovate and improve. We complete all transactions with the highest integrity, we match effort for effort. We are clear blind to the point, no gray area and team over me. So those key core values are what we hire and fire too. So every person that we bring into our, into our, um, as an associate but also bring into our, our company to grow and scale has to have those core values. Have those established because if not, then you're just dealing with people that may not be on the same page as you. Yeah, those would be my two jumpstart advise.
JON: Yes. I mean you hit on a big thing there. You're basically talking about branding. I mean branding your business because if you don't have that figured out then how can you bring more people into it, right?
ZACH: Cause you can't scale, right. Cause the majority of realtors out there, the audience or even investors are solopreneurs right there. They enter in or they have a mentor, right? And they enter in and everything is a hundred percent personal. It's all about them. It's so why don't you start branching out. You have to allow people to see the vision that you see, which means that you have to establish some ground rules based on where you're going and who you want to come along with you. So by setting those, here's my why, but also here's what the company's Y is going to look like. Here's where we're going. I'm a realtor because I want to, um, you know, help more people buy a home. So I want to help, you know, the American family establish, you know, their first home. Um, the, that's really important to know where you're going, uh, and then establish what the ground rules around you are, which is your core values of who's going to come with you to do and what the quality is you have to have. [inaudible] yeah, that's great. It's real important that people were owls that are wicked smart community. As you could see. That's when my shirt says, yeah, cause we're from New England. So I love it because smart. Um, so the community is set up not only to help you do transactions, but to help you establish and scale your business if you choose to, but also to sentence systems and automate. So that way it's predictable. Um, I don't want you to just, if you want to just do onesy twosy deals, great, but that's not going to create wealth. Um, but if you want it to, which our purposes to help individuals and families create the life of their dreams. If, if that's the case and you want to create the life of your dreams to real estate, then we need to establish, okay, well here's what you have to do. Step one, as a solopreneur, here's what you need to do. Step two, in order to build a small team, here's the pieces that we use. Here's the resources. Here's what, if you want to grow to $1 million, here's the steps in place and you need to do, you need to do. So it's only about just doing transactions, but it's actually about building a business that you know, can establish itself and you know, can create wealth for generations.
JON: Yeah. That's awesome. So how does the community work?
ZACH: Yeah, so our community is a, so all of our associates from around the country, we all train together. Uh, we have platforms like Slack channel, uh, mastermind calls. Um, and then you have individual calls. So you have a associate that comes in. We'll have a, uh, a direct coach, one-to-one coach that they're going to have. Then they're also going to have access higher community of 60 plus associates right now. So, um, as one of our core values is constant, innovate and improve as we do deals, as the associates do deals, there's so much mind power that's happening there so that, that's why people are, are scaling so much faster and, and doing deals and a much more quickly period of time. Um, so the associate is a ongoing mastermind with a communication platforms and masterminds, uh, but also, uh, in person meetings as well. So it's really, it's a entire ecosystem in itself. Uh, that's why, uh, we want to keep, uh, if you want to be part of something where everyone's running in the same direction instead of just being on an island by herself, that's where the wicked smart community really into play.
JON: That's great. All right, this is my last question. Uh, it's one I ask of every guest. If you could go back to the beginning of your career and change one thing, what would it be?
ZACH: That's a great question because I don't think I would change anything. Uh, I even said it earlier in the conversation. I wouldn't really change it because I am who I am at this stage because of all the experiences that I've gone through. I don't think I would have been in the position I am now if I didn't go through those stages in life. Um, so one thing maybe that I would increase would be say I go back to like 18 year old Zack and I would say, Hey, let's get involved in personal development. More like, let's start reading more. I didn't start reading until after I left college, so, or try a little bit harder, uh, with your, with your normal schooling. But, um, my perspective, I just didn't have as much drive because I wasn't interested at, uh, and so maybe I'm gonna go back and work on the mindset and the personal development a little more quickly would be established maybe, maybe a couple of months at a time. Yeah.
JON: Yeah. We probably all could have used that.
ZACH: Yeah, absolutely. My man.
JON: Okay. So, uh, if people wanting to get the book for free, they go to newrulesforfree.com and then if they want to learn more about what you guys are doing at Smart Real Estate Coach, how can they do that?
ZACH: Yeah. The best thing to do is definitely go ahead and get that book as it's absolutely for free. I mean, there's no, we're not like other mentors out there. We're not charging you for shipping or handling or anything. You just give us your address, give us your information and we'll send you the book for free. Um, the other way, uh, especially if you want to get like a really a dense, uh, like 50 minute version is I would go to a smart real estate coach.com, forward slash webinar, absolute free webinar. Uh, we run them weekly. Uh, it'll really give you a, a, we'll give you some case studies, we'll break down some more jargons, more techniques that way you get to really dive into the ins and outs of our business. Um, so go ahead and do that as well. Set a time side some time and dive in and you know, look and see if, uh, if our community, our niche is where you think you truly can, uh, build wealth, which I know it's a no brainer but a, that's up for you to decide.
JON: Okay. Awesome. All right. Thanks Zach. Thank you.