Insider Secrets Podcast Episode #72
Featuring Guest: Bryce McKinley
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For over 20 years Bryce McKinley has been flown into some of the biggest corporations to fix sales teams and teach people how to have better conversations that result in more bigger sales that close more often.
He’s discovered, refined, and perfect the conversation in a way that build trust and gets prospects to open up that no one else has figured out. Conversations that have complete strangers thanking Bryce for contacting them, time and time again. He’s truly a master at his craft.
He focuses on a dead simple process that you’ll be able to start using immediately and see results in your very next sales conversation. You’re going to leave here with the skills and confidence to transform your life. All you have to do is trust the process.
“I look at business from a perspective of just doing income producing activities” – [Bryce]
“I think that change is inevitable. Growth is a choice” – [Bryce]
“We don’t go to opportunities, we grow to opportunities” – [Bryce]
“You have to be willing to choose to learn from past mistakes. Look forward through the bigger site of vision and grow” – [Bryce]
“I don’t really believe that there’s a mindset that you have to have as much as you have to have a willingness to have a mind shift.” – [Bryce]
“I believe there’s some things that you just can’t teach people. Sometimes they have to learn by trial and error and heartache” – [Bryce]
“Choose to have that reflection indicator to grow, and you’ll go so much further” – [Bryce]
- Bryce describes himself in one word “Grit”.
- I’ve been in gangs. I was raised in a cult. I’ve had a wife commit suicide, a son killed by homicide, and I’ve attempted to take my own life.
- At the age of 22, I was recruited out of my car dealership to travel the world with Ford motor company, as one of the top salesman in the world for about 10 years in the automotive industry.
- I’ve had contracts with the Pentagon doing hostage negotiation. I’ve had contracts with solar companies, window companies, roofing companies, real estate companies.
- After my wife passed away, I lost my marbles for about 18 months. I snorted and drank $80 million in five companies in a matter of two years or less.
- I found out that I had a baby on the way in March of 2010. And that would be the start of the transformation in my life.
- I ended up sobering up and I ended up moving to Texas for a contract I had with ADT Tyco Corporation.
- I figured I’ve got a master of a process that works in any business. Real estate is just a widget. I put the two together and in my first month I contracted 23 houses. But I only closed nine of them.
- One thing that I find Mike that people in real estate make as a mistake all the time is that they feel like they need to get the system.
- You’re going to change over the years, whether you choose to be bitter or you choose to be happy.
- I’m working on this mastermind for pastors. I’ve got feelers and emails and conversations started with some of the greatest pastors all over the world.
- By the end of the year, we plan to be in 15 markets and be the go-to when it comes to real estate coaching and mentoring in and around the wholesaling spaces.
[00:59] I’m joined by Bryce McKinley.
[04:21] Bryce describes himself with one word, Grit.
[07:42] Bryce shares his backstory.
[08:19] I snorted and drank $80 million in five companies in a matter of two years or less.
[12:09] How do you go from the story of riches?
[18:37] Tell everybody how many deals you do monthly?
[19:34] Bryce talks about the number of transactions he makes per month.
[21:05] After snorting $80,000 worth of dope and your wife passing away there had to be a shift in your mind that caused something different to happen. Talk about that.
[24:29] Bryce talks about growth and the impact it has on your career.
[26:30] Bryce, what are you working on these days?
[35:12] Let’s talk multi-family, I think you’re going to be doing some multi-family stuff here. Aren’t you Bryce?
[37:22] Where’s the market going and how are you going to respond to it?
[38:47] Best book ever read “Run Baby Run” by Nikki Cruz.
[00:00:00] Kristen: Welcome to this week’s edition of Insider Secrets. The show that turns multifamily investing into reality. Each show we interview guests who are seasoned professionals, actively closing and managing real estate deals. Your host Mike Morawski has more than 30 years of multifamily, real estate investing and property management experience.
Mike is the founder of My Core Intentions. And he’s been involved in over $285 million of transactions. Focuses on helping you create short term cashflow and long-term wealth. Here’s your host, Mike.
Mike: Hey, good afternoon everybody, welcome back. I guess we are live. Hey, special event this afternoon. Tuesday episode being broadcast during the week here live, and I’m [00:01:00] joined by Bryce McKinley.
God, I’m so excited Bryce that you’re here today. Over the last couple of months, we’ve gotten to know each other, really dive into each other, who each other is and where we come from. A thought I had before we got on, I was on Ciorrocco’s Podcast. And the question he asks everybody upfront is what are you made of?
And I thought, man, oh man, I need to ask Bryce this question. Because here we are a couple of guys that have come from Rags to Riches. Maybe from riches to rags, depending on where you’re at, what part of the life we’re in, right? Where we’re headed and, oh my goodness look where we’re at now. So here, let me do this real quick.
Everybody, welcome to Insider Secrets. Hey, if somebody go wake them up right now, give them a nudge, tell them to jump on live and listen to this. This episode today, this special edition is going to be crazy. I have no idea where we’re going to go here this afternoon and what we’re going to talk about. But I know Bryce and I are going to bring a bunch of deep dive real [00:02:00] estate stuff to you, some good conversation, some things for you.
Follow me, follow Bryce on Instagram, Facebook, Twitter, LinkedIn, all the social media platforms. Like us, love us, subscribe. Do everything that you guys normally do and enjoy this ride. Because here’s who Bryce is.
For over 20 years, he’s flown into some of the biggest corporations to fix sales teams and teach people how to have better conversations that result in more bigger sales, to close more sales often. He’s discovered, refined and perfected the conversation in a way to build trust and get prospects to open up that no one else has figured out. I think one of the things in our space that’s really important is sales is the ability to be able to build that relationship and sell. People say, Hey, I’m not a sales guy, but you are. If you’re going to buy an off-market deal, if you are trying to lead your wife, you’re a sales guy.
I don’t care what anybody says. So he’s really good at what he [00:03:00] does and we’re going to dive into that. He focuses on dead simple processes that you’ll be able to start using immediately and see results in your very next sales conversation. You’re going to leave here with the skills and confidence to transform your life. All you have to do is trust the process. Bryce, welcome to the show this afternoon.
Bryce: What is going on everybody. Thank you, Mike. I appreciate you man. Thank you for having me. If you’re watching this right now, you’re going to want to share this out. So first thing you do is you hit share. Tag two or three people in real estate that need maybe a little bit of inspiration. Maybe they want to know how to have a better conversation or maybe you’re doing business and you just want to go to the next level or you’re just getting started, whatever you do just don’t do nothing. Like it, love it, hate it, we don’t care. But give us a little engagement to help others get the message that we’re about to drop here today.
Mike, thank you so much for having me man. I’ll tell you guys, if you don’t know me, I’m an [00:04:00] international keynote speaker, motivational speaker. I’ve been hired by Tony Robbins, Les Brown, Tai Lopez, Jerome Maldonado, Alex Meyer, Dr. Eric Thomas. I just spoke with John Maxwell Bradley and Hal Elrod. Just to name a few. But that’s not necessarily who I am. Mike asked me, what am I made of? And I would have to say the word is grit. When you think of grit, it’s like the salt of the earth. It’s like what makes up a little bit of everything. Because I’ve had it all, lost it all, got it all back. And now I’m in the process of trying to give it away.
I’ve been in gangs. I was raised in a cult. I’ve had a wife commit suicide, a son killed by homicide, and I’ve attempted to take my own life. But that’s not why I’m here. The reason I’m here, not just today to help my buddy Mike out and share with his audience who I am and what I do. I’m here for you. [00:05:00] If you’re listening to this and you’re in the sound of my voice, then you’re here for a reason. Because I believe that you don’t go to opportunities, you grow the opportunities. And the mere fact that you’re in the room today, that you’re listening to this live stream. I’ve got a message for you.
It may be a business tip. I know a little bit and about business. At the age of 22, I was recruited out of my car dealership to travel the world with Ford motor company, as one of the top salesman in the world for about 10 years in the automotive industry. I’ve had contracts with the Pentagon doing hostage negotiation. I’ve had contracts with solar companies, window companies, roofing companies, real estate companies.
All to bring me to where I am today. And today, I’m a dad, a husband, real estate coach and mentor, a friend. And I specialize in wholesaling and the art of wholesaling. I believe it’s an art. It’s not just something that you go and you take a course [00:06:00] and you’ll wing it. I believe that it’s actually a sustainable business if you build it right. And that’s what I love to do. So make sure you buckle up. We’re going to have fun today. Mike, I’m excited, man, if you can’t tell, so thank you for having me on. Let’s get this party started man.
Mike: Hey Bryce, before we start walking a little bit further, how do I do that tag thing?
Bryce: Yeah. So if you’re on your Facebook page itself, like I’m looking at myself right now on your Facebook. If you go up to the three dots and you hit edit posts, or you can do it after the fact, I’ve already shared it out a few times, myself. But that’s where you edit the post on your actual face.
Mike: Three dots, got it.
Bryce: Yup. And then you just type in right there and where my name is, if your easiest way to do it is just put the X sign before the letter B and then go over to the end of the letter Y a McKinley, and delete one and my name should pop up. You hit enter and then you hit save this post. That’s [00:07:00] right you guys, I just gave not only Mike, but all of you a quick lesson on social media. If you guys can’t tell, I’ve got a backwards hat, I’ve done a few social media posts in my life. So this is fun for me. Did that work for you Mike?
Mike: Yeah. Got it. We are done. So you should be good now.
Bryce: Yup. I just got the notification. I was tagged in it. Good to go.
Mike: All right. Good. Listen, here’s what I want to do. Bryce, you’ve had a long Rocky road, your ride has not been easy. You had a whole bunch of success a few years ago and what happened? Life took over, what happened? Where are you at today and all of that. And how’d you get to where you’re at today?
Bryce: Yeah. So man, I started out in real estate after losing my wife to a battle of drugs and alcohol. Because she had lost a son back in 2006. At the end of the day, what happens in real estate, I don’t believe stays in real [00:08:00] estate. And I joke about this, right? What happens in real estate stays in real estate? No, it doesn’t. And what happens in real estate affects the world. And I was working, I had a contract with Tyco corporation at the time, and that’s what moved me to Texas.
And after my wife passed away, I lost my marbles for about 18 months. I snorted and drank $80 million in five companies in a matter of two years or less. And I was battling severe depression. I found out that I had a baby on the way in March of 2010. And that would be the start of the transformation in my life.
And when that happened, I ended up sobering up and I ended up moving to Texas for a contract I had with ADT Tyco corporation, as I’ve mentioned earlier. And that brought me into the real estate space. I started trying to figure out ways to help ADT the alarm company sell more alarms, which put me in touch with [00:09:00] real estate agents.
As you all know, if you start networking with real estate agents and people in real estate, you start getting targeted for ads and targeted for this and targeted for that. And one day I came home from being out and about with work. I came home early and my son’s mom had overdosed.
She’s passed out, there’s pills everywhere. My little baby boy, a couple months old is on the floor and I’m like, this thing happened and again, I picked him up and what does every good gangster do? Make sure he protects himself. I took some pictures, put them back in the mess, took some pictures, took him and we went to a hotel room and I’d get some slack about that because I was really protecting myself and my boy at the time.
How would you feel in that fight or flight mode? So please don’t judge me. At the time that’s what I felt was best. And it helped me get custody of my boy and it helped me set me and my family up for success down the road. His mom and I, his mom did live and we’re on good talking terms. She talks to him all the time.
So don’t give me a hard time. [00:10:00] But ended up working with ADT in this contract and in the process of going through this custody battle, losing this contract, Mike. And I no longer in my house. I was sleeping in my car the last little bit that I had left over from my nest egg from years prior, went to this custody battle.
And while I might’ve had a nice Volvo, I had a nice car. I was homeless. I was sleeping in my car for almost a year and had an opportunity through a series of applying and applying for jobs, trying to just get something to sustain me and my boy, ran into wholesaling real estate.
And in my first month after watching two or three YouTube videos and figuring out the basics, I figured I’ve got a master of a process that works in any business. Real estate is just a widget. I put the two together and in my first month I contracted 23 houses. But I only closed nine of them Mike. I didn’t know what the heck I was doing, man. [00:11:00] So I thought I was horrible. I didn’t know that nine was actually really good. Your first month, heck nine in any month is pretty darn good. And I didn’t know that at the time.
And so I got a little frustrated. I reached out to some people I had been networking with, ran into a company that was looking for an acquisitions person. They wanted to hire me. I was like, me, talk them into giving me a chance to be a business partner. They weren’t very happy. Couple of weeks later, they called me. They’re like, you can do what you did in your first month, again in your second month, we’ll talk. So technically it was like my third month, but really my second full month. I went back out, pounded the pavement, the phone, social media, and I contracted 37 houses my second full month in the business.
And I was hooked because out of those 37, they would go to close 33 or 35, something like that. This was 10 years ago. And I was hooked, I was set, they made me a [00:12:00] minority partner and we grew that business to a hundred million plus dollar organization. And I’ve been super blessed ever since.
Mike: So Bryce, let me ask you this. How do you go from the story of riches? You were the top salesman in the world for cars, you lose everything including a wife, and wondering what’s going to happen with the rest of your life to all of a sudden now you’re writing contracts on wholesale deals that you really didn’t know anything about, and buying nine deals your first month. What were the techniques or the skills do you think that you brought to that in order to get to that place?
Bryce: Yeah, that’s a great question. It’s a process. One thing that I find Mike that people in real estate make as a mistake all the time is that they feel like they need to get the system here because someone is using this and they need to get that system there because over there is using that. And all I need to do this and I need to do that.
I look at [00:13:00] business from a perspective of just doing income producing activities. If you just do the income producing activities, guess what happens? You create income and momentum. And with momentum and income, you can scale. And so I had a proven process of how I talk to people, one. And two, I had a proven process that I had used in the corporate business world.
And all I had to do is find a widget. And real estate and wholesaling specifically was that widget. I plugged it into the seven step business process. I plugged my five-step process. And then all of a sudden, now you’ve got a working piston and that thing is just going to town and that would be the answer. And so I believe that income producing activities and process mastery is the key to success. I believe that wholeheartedly.
Mike: I heard a story a long time ago that two guys went to work for the same company and the same day. And one guy went out [00:14:00] right away and started doing sales. And the next guy, he started buying his desk, getting his bookcases, getting his computer in, his desk setup before he started making sales. And before he knew it, the other guy was a multimillionaire because he just went out and took action. And that’s the same thing you’re talking about is so many people I think get hung up on have to do this, or I have to get this right. Or get everything in line before they actually step out and take action.
Bryce: Yeah. It makes me think of the old that saying, right? If you asked to chop down a tree and you’ve given four hours, I’m going to spend the first three hours sharpening the axe. I don’t agree with that. If I’m asked, I’m going to chop the thing down even it takes a little bit more effort on the front end. I’m going to chop it down quick and then go rest and relax. Or maybe chop down two or three trees with the Dole racks and then go rest and relax. Like I just don’t believe that [00:15:00] whole model, let’s sharpen the axe and spend all this time getting all this information to go in and be an assassin at one time when you can go in strangle.
I say this jokingly, but if you’re going to go in and practice, target shooting so that you can be an assassin and you’ve got one shot. I’d rather just take that time and just go choke people out all day long, you’re going to get more accomplished. And I know that was a gruesome visual there for me, but I’m like laughing inside, but it’s true. Most of the time people always come to me with questions of gosh, Mike, what do you do when you do this? What do you do when you do this? And it’s if you had the process mastered, you wouldn’t even be asking that question.
Step number one, marketing out, go figure. Everybody tells you, go do a networking events and go meet up this and go do this and go do that. Go drive for dollars and try to find that needle in the haystack that you might actually end up offending [00:16:00] somebody, because what you think is an ugly house, is there decorations that grandma left home.
It’s like never thought about it like that. So income producing activities, first market out to homeowners, go figure. You want to buy a house. You want to wholesale a house, put marketing out to homeowners. So step number one is very simple. It’s marketing out. Step number two is almost like not even a step when you consistently put marketing out, leads will come in. That’s crazy.
Mike: It’s simple. Here’s two things that you’ve alluded to. One is success leaves clues, right? So you’ve been very successful. People need to hear what you’re saying because in my listeners especially, I need to understand that it’s not brain surgery. None of this is, they are simple fundamentals. I talk about when I first went into the real estate business and somebody made me a cassette tape and I listened to that over and over again.
And [00:17:00] those basic fundamentals were what helped me to grow my business and scale my business. Just like you, I went and sold 78 houses in nine months for sale by owners, didn’t know anybody. I followed basic simple fundamentals. And then the second piece is, massive action equals massive results. And you’ve alluded to both those things in this conversation. And I think that’s huge and just go to work.
Bryce: Yeah. I love what my son said. My son hashtag the middle school millionaire. He was speaking a couple of years ago at an event. And there’s about I dunno, 5000, 6000 student athletes in Chicago. And he’s at this event and Mike, you and I being from Chicago. It was Rockford, it wasn’t actually Chicago, so it was in Rockford. So let’s just get it right. Most people that’s right outside of Chicago, two hours away anyways. All that to say he’s at this event in Northern Illinois and people were like, what do you do when this happened?
And he looked in the [00:18:00] audience and he said, the problem is that people don’t take action. I figured out that the gun that killed the most people was the gonna. I’m gonna build a list. I’m gonna go to an event. I’m gonna drive for dollars and you’re never gonna actually do a deal. And then you’re going to be pissed off at your coach that you’ve been following. And you spend all this money on and you didn’t get results. Heck, there’s a reason my company’s name is REI results. That’s what we do. Income producing activities. Massive action on the front end. Massive results on the backend. You’re absolutely right Mike.
Mike: Yeah. So Bryce, tell everybody how many deals you do monthly?
Bryce: Yeah. So when you put marketing out and leads come in, step number three is you have a conversation and you get contracts. It’s crazy. So when you start looking at contracts, I’m looking at my board right now. I just showed you earlier. Before we went live, Mike and we’ve got 15 pending and two [00:19:00] contracted this week. We do that in four markets, we’re talking 30, 40 deals a month in four markets, five markets. And so we’ll be in 15 markets by the end of the year. But at the end of the day, if you look at my track record, I even took a year and a half hiatus.
About three years ago, my partnership and I that I talked about earlier, I ended up walking away from that. And even taking the year and a half hiatus to regroup and get my ducks in a row on or a non-compete that I had with them and do deals outside of the area that I’m in. My personal average is just under, I think nowadays just under even taking that to 18 month hiatus, almost two years hiatus is just under 50 transactions a month.
Mike: Wow. A month?
Bryce: A month, yeah.
Mike: Holy cow.
Bryce: And so now we’ve got a team and doing 30, 40 transactions a month in multiple markets. I’ve been very blessed. I don’t claim to know it all Mike, but I [00:20:00] know what it takes.
Mike: That’s an interesting comment, Bryce, because I think in real estate, people have asked me how come you like real estate so much? What excites you? And I said cause I always have something to learn. I can always learn something new, whether it’s from you, an experienced guy in this space, or whether it’s somebody who’s brand new coming in the door, because my way’s not always the best way.
Yeah. I’ve got a lot of experience and knowledge and with that comes some wisdom. You can always learn and grow as a result of being in the space. I think you and I’ve had this conversation. Bryce, I never really have been a wholesale guy. I really don’t know that wholesale would work for me. And you said, Hey, Mike, just give it a try some things. And all of a sudden I start trying some things and there’s activity and action.
And I’m like, man, this guy is right. I don’t care what space you’re in, but you can do things that will help increase your business and grow your business. And I think it all comes down to mindset, doesn’t it? Talk about the mindset behind it [00:21:00] and your mindset. Listen, you didn’t just wake up one morning and crawl off the floor after snorting $80,000 worth of dope and your wife passing away and wondering what you’re going to happen and get here. Something had to happen in your mind. There had to be a shift that caused something different to happen. Talk about that.
Bryce: Yeah. So two things. One, it was close to 80 million. I was doing about $80,000 worth of dope a week. I’m not proud of that. I don’t endorse doing any dope or alcohol, just so that I’ve been saved and redeemed by the man upstairs. But I found that it wasn’t necessarily a mindset. It was a mind shift that I had to be willing to have. All these coaches and mentors are like, you got to get in the right mindset.
You got to have this mindset and blah, blah, blah. And if you look at what mindset actually is, it’s like setting your mind on something, [00:22:00] it’s the mind is set, right? It’s a compound word of two words. And if that’s the case, think of it like this Mike, reach out your hands and grab something and identify that as your identifier or your tool of success. Guess what, once you hit that plateau of success and you’re like, oh, this is nice. You want to go more? You want to do more? Well, you’re going to have to be willing to let go of what you have in order to have more. And so I don’t really believe that there’s a mindset that you have to have as will, as much as you have to have a willingness to have a mind shift.
And so I believe there’s some things that you just can’t teach people. Sometimes they have to learn by trial and error and heartache, and that is work ethic, your integrity and your ability to be coachable. And those things are just things that you just can’t coach anybody to have. It has to come from life experience and being humble and [00:23:00] willingness to learn. And so the mind shift that I realized I’ll never forget, when I was 17 years old and hanging out gang banging and dope deal and being an idiot while I was fighting this case. I had this deacon or priest or somebody come in to the county jail where I was sitting.
And I asked him, I’m like, what do you feel was like the reason for success in your life? And he told me, he was like 90 years old. And he had the energy of a 40 year old, 50 year old. He was still pretty energetic. And this guy is, I live life as if there’s always another explanation. And if we can have the mind shift that there’s always another explanation, Mike, the sky’s the limit, the sky is the limit.
Mike: Yeah. Man there’s a lot there in what you just had there. You said something that you mention one word coachable. And I ask people, you’re a coach, I’m a coach. We work with people, I’m in the multifamily [00:24:00] space, you’re in the wholesale space. When I ask somebody if they’re coachable, they invariably say, yes. But when you get in a lot of times people aren’t coachable and it’s because I think it goes back to that mindset stuff.
Are you open-minded? Can you change? Change is hard, people don’t like to change and unless you’re willing to be open to that and you can change, that coachable comment can get distorted for people. Do you find that with people you work with?
Bryce: Oh, absolutely. I think that change is inevitable. Growth is a choice. That’s the difference? You’re going to change over the years, whether you choose to be bitter or you choose to be happy. If you choose to let your past circumstances dictate your life. Like we’ve been through some things, brother, here? Like we change whether we wanted to or not.
Change is inevitable. But the ability to use that change and learn from it and grow [00:25:00] is a choice. And that’s why I say, like I said, in the beginning, we don’t go to opportunities. We grow to opportunities. And so the fact that we’re having this conversation, man it’s sharpening me. I’m sure it’s sharpening you. And I’m glad that somebody is listening out there that needs to hear this because the change in your life, that’s inevitable. That’s going to happen, whether you want it or not.
Bryce: But you have to be willing to choose to learn from past mistakes. Look forward through the bigger site of vision and grow. Look at your car. You’re driving down the road. You’ve got a huge window to look out in a small, little tiny reflection of your past. So why are you dwelling on things of your past holding you back from the big, bright future ahead of you? Choose to have that reflection indicator to grow, and you’ll go so much further.
Mike: You can make that choice and get hung up on what happened or where you’re at today and stay stuck because you [00:26:00] choose then not to make a choice to move into tomorrow. To take a risk, to move forward, to do something different. And I’ve seen so many people get stuck there. My story, my situation, I could have made a choice to sleep all day, do nothing, not get up, and I didn’t, I made a choice to change my life, to make a difference, to be able to make a difference in somebody else’s life. And I think, that goes back to Ciorrocco’s comment about what are you made of? it comes down to that. Bryce, what are you working on these days?
Bryce: That’s a great question. So I just started a men’s group last week, actually on Monday night. Mike, I’d love to invite you if you’re interested. It’s a faith-based men’s group, but there’s no denomination, no preaching or anything going on. So it’s a group of men that are just going to get together Monday nights, 09:30 central, and just hang out and really sharpen each other. I feel, I’ve seen some glimpses of my future and it has to do with a lot of ministry and stuff like [00:27:00] that.
I believe God was a gangster. He cussed out the priest and all the things in the temple. And so I swear a little bit more than I probably should, but I’d know that he loves me. And so we’re just going to have a hangout group where guys just sharpen each other. So I’m really working on this men’s group. I’d like to take that and move that into ministry to pastors and lead pastors. What do pastors have at the end of the day, they have nobody, but a flock of people following them and other people trying to fight for their position. Oh, wait, the pastor died, so I become the pastor. And that’s the wrong reason to get into ministry.
And so I’m working on this mastermind for pastors. I’ve got feelers and emails and conversations started with some of the greatest pastors all over the world. TD Jakes, Tony Evans, Steven Furtick, just to name a few Joel stain, working on getting them together in this men’s mastermind every Monday night. Mike, I’d love to have you join us if you’re available.
Mike: I would love to. And it’s virtual?
Bryce: Yeah. It’s virtual. Absolutely. Alex, if you could put [00:28:00] Mike’s email on the men’s group on Monday night. It’s 09:30 central. So that’s the first thing, that’s my mission. That’s my passion is to really change men’s lives so we can be better leaders for the women and children in our lives and the men around us. Second to that, man, the vehicle or the fuel that fuels that is my real estate company. And so by the end of the year, we planned to be in 15 markets and be the go-to when it comes to real estate coaching and mentoring in and around the wholesaling spaces. There’s not another coach or mentor I know out there that’s got a hundred percent success rate, we do.
And not another coach or mentor, organization that does half of what we do when it comes to transactions. And we’ve done it completely virtual here for the last 10 years or so. I’ve walked five properties in 10 years and I ended up buying them, so everything we do is virtual. And so those are my two things. It’s like working on my business and working on my ministry. And then I’m excited next month, my family and I are going to take a family vacation. Mentally planning to [00:29:00] check out of my business for a couple of weeks. And that’s always fun cause that takes a month and a half, two months process mentally to prepare for that. So those are the three things at the top of my pillar of to-do.
Mike: I know this. We’re not going to tell people where you’re going. Cause you got way too many followers for that. And your wife won’t appreciate it.
Bryce: No, it’s a road trip for sure though. I’ll tell you that we’re going to take a road trip and just drive around the country.
Mike: Hey, the men’s ministry thing, I think this was one of the reasons that you and I connect so deeply, right? I do a deal on Friday mornings and this morning we talked about James chapter two and it talks about pre-judging people, right? And how you can walk in a room and take a look at somebody and have a judgment on them and not be right. And I’ve done this and I bring this up because this is really important from a sales standpoint or from a seller standpoint or a investor or a real estate agent standpoint. We have a tendency to prejudge people. And [00:30:00] so I remember I walked into the office one morning and I looked, and here’s a guy in shabby blue jeans, and a t-shirt, long hair wants to buy a $400,000 house, I’m like chap.
And I wind up selling the guy a $400,000 house later that day. I was lucky because I prejudged him and I could have just wrote them right off. But I didn’t do that. And I’m making a long story short. But we do that with people. And I think that’s one of those things that from a sales technique, a standard that people really need to stay out of space. Do you work with people on that at all? Or talk to people about that?
Bryce: The preconceived judgments? Yeah. I think, at the end of the day, the human brain is conditioned to make decisions based on past experiences. I’ve been a master. I don’t know if I’ve even shared this with you, Mike, but I’ve been a master [00:31:00] practitioner, NLP in sales and persuasion for 20 plus years. And there’s a saying or a statement and modality that states that the map is not the territory. I could give you an address to my house. And you could find me just fine, but you’d never know the Hale’s valleys and six story, like older passes in Dallas to get to my house that you’d have to go through once you got here.
So the map is not the territory. And Mike how I look at wholesaling for example, and how you look at wholesaling being that we came from two different industries in the real estate space. It’s my map, man, it’s easy just do this. Your map is, oh man, I gotta do this and this. I’d never done that before. Like we have, oh, what if we did it this way? And you’re going to try to make it your own because you have your own map. And we identify in life, our map and navigate by the keys down at the bottom. This is north, that’s a park. That’s a stop sign. [00:32:00] It’s no different.
And so when it comes to these preconceived notions and judgements, or you look at stereotypes, right? These are because of the keys that we’ve been handed in learn and grow to learn as a child. And so when someone comes to me that thinks that this, or thinks of this, it’s help me understand why. And we start to identify how they identify their keys on the map. And we usually nine out of 10 times find that the problem is not their perception, it’s how they feel about the perception that changes the way that they think. Because most of us lack the ability to assign feeling and emotion to something.
And what I mean by that is it’s oh, that happened. Fight or flight. Oh, that happened, gosh, that’s overwhelming. I have this option and this resource and this resource, and then [00:33:00] change it to be like, oh, overwhelming, I get to do this or this and have those other explanations. And yes, the short answer, Mike, that was a long-winded answer. I work with people all the time not just in my coaching, but on the streets, walking doing homeless ministry and talking to children and women battered women’s shelters better children’s shelters.
But yes, there’s all of these tapes and stories that we tell ourselves, I’m a high level producing individual and there’s days I wake up that I just don’t want to do something. There’s days that I want to stay in my PJ’s and not change into my other PJ’s that I wear all day. Cause I work virtually, I got a different level of PJ. So like at the end of the day, the short answer is yes, I work with people all the time. The long answer is that’s normal. What’s not normal is to stay there. And most people think that if they just stay there that they’ll learn the lesson and they’ll change and they’ll hold onto it and reflect.
No, [00:34:00] it’s about movement creates momentum. And if that’s the case, you can sit there and meditate on it. You’ve got to be looking at your other options, resources, and tools that the people around you have. And if you don’t have those people, reach out and find somebody that does. Call Mike, message Bryce.
Mike: Yeah. Get help if you need help.
Bryce: That’s an excuse. Don’t give yourself excuses.
Mike: I think that people over time get wounded and when they get wounded, they go into a shell, they go in this place that they feel safe. There’s a safety and a security there and coming out is I think takes one of two things. I believe it takes somebody who is skillfully loving to be able to pull them out of their shell or somebody who’s got enough of their own ability to push themselves out, right? To get up, pull yourself up by your [00:35:00] bootstraps and make a change. It’s not easy like I said, early on, I have no idea where this conversation’s going to go or where we’re going to end up.
Hey, let’s talk. I know that we’ve talked a lot about wholesale, a lot about mindset, a lot about sales techniques. Let’s talk multi-family, I think you’re going to be doing some multi-family stuff here. Aren’t you Bryce?
Bryce: I’m excited. I’m learning from one of the best. Mike, I thank you for taking me under your wings. And as our relationship grows, learning more about it. I’ve not done a whole bunch. I’ve got some, but I haven’t done a whole bunch. Ironically looking at some property on post road and here in Dallas that once was looking at purchasing. And so I’m pretty excited about that. But yeah, it’s something that’s new to me. But I see the light at the end of the tunnel. A buddy of mine just got a text two days ago that the fed was starting to dump notes and to the first round of the ancillary market. And between some multifamily and buying notes, that was a special invitation that he got in my network. He’s going to start buying up these notes that are being dumped by the feds. You [00:36:00] and I both know Mike, that’s the first side of what we seen back in six, seven and eight. And we’re there.
Mike: So this time, a little bit ahead of the curve. Cause I know in 2005, I said, man, the market’s changing. I’m not going to sell 125, 130 houses anymore. I’m going to have to go do something else. So that’s when I went in the apartment business. But I see the same stuff happening. People are a little ahead of their skis right now I think, and need to take a little step back and say, maybe I need to look at this differently or do something a little bit differently.
Just watch what you’re doing, your underwriting. Listen, Bryce, when you’re ready to underwrite that deal, let’s get the numbers. We’ll jump on zoom. We’ll go through my tool. I’ll show you everything we should be looking at from early warning signs to all the way through what a ten-year perspective should look like and how we look at it as a syndicator.
And, is it a good deal or not? Cause a lot of times we can look at something and say, oh, it’s a good deal. But is it really a good deal? And I talked to people today about [00:37:00] underwriting conservative. We just wrote a couple offers on a couple of assets in Tampa. And Bryce, I’ll tell you what, they’re not deals that I would normally want to buy, but because they are in a high rent growth market. And right now you want to try and grab everything you can in that suburb. It’s a deal to do. Where’s the market going and how are you going to respond to it?
Bryce: Yeah, and that’s one of the things that I love so much about wholesaling. Because when the economy’s good wholesaling has been really good. When the economy tanks, wholesaling gets even better. And that’s because people were dying, people still die.
Bryce: People are divorcing at a higher rate. People are going into debt at a higher rate. They’re getting behind on their bills and water and things of that nature. So that’s what I love about wholesaling. Multi-family, man, I’m excited when I know more, [00:38:00] my business partner is handling most of that. I just know it’s sitting over here on my whiteboard, on my computer. And I would love to look at that tool and you and I are going to continue to grow this relationship and learn from each other. So I’m excited about that for sure.
Mike: Working with people a lot lately on due diligence and underwriting. Yeah, when you’re ready, let me know. We’ll jump on, we’ll do a zoom call and go through that. And that’ll help you out with that. And for people who are doing some underwriting, give me a call. I’ll be more than happy to work with you because I just love giving back. Hey Bryce, we’re nearing the end here.
I want to just thank you, man. It’s been great. You and I get together. We laugh, we have a good time. And it’s always fun there. You never know what’s going to come up. So I appreciate you, man. I appreciate your spirit and your heart, who you are. Couple of things. Favorite book other than the Bible that you’ve ever read?
Bryce: Everybody always says some sort of voodoo business book that’s not. My favorite book is the book “Run Baby Run” by Nikki Cruz. I’ve read that book a thousand times. It’s a story of a gangster, just like [00:39:00] me that gave his life back to Christ and became a pastor minister and evangelist. And it’s a true story. It’s a spinoff, it’s the original book of David Wilkerson across the blade and switchblade or whatever, if you’ve ever heard of that. It’s the other side of the version, it’s from the gangsters perspective. Yeah. So it’s it’s pretty cool. It’s pretty cool.
I’m really digging. I’m about halfway through this right now. “Don’t drop the Mic by TD Jakes. It’s all about the art of communication. Yeah. So these are the books I’m reading right now. I got this really cool book by Mike Morawski they call it “Exit Plan” and TD Jakes. These are the two books that are on my desk that I read daily bits and pieces of, and then “Run Baby Run”.
Mike: Thanks for that plug. I appreciate it a lot.
Bryce: I’m not kidding. Those are my books that I read every morning. They’re sitting right there.
Mike: Yeah, that’s good. That’s good. Hey, listen, favorite restaurant?
Bryce: You would ask.
Mike: Yeah, [00:40:00] it’s lunchtime baby.
Bryce: We haven’t met yet, but I’m 6.5 and about 250 brother. I could eat just about anything as long as there’s not mushrooms on it. So that’s really where I’m at. I love tacos. And I love anything Italian. Italian and Scott Irish here. Anything Italian, anything Hispanic. I love tacos that’s my go-to. Favorite restaurant. Yeah, it’s a toss up. My Italian restaurant in Dallas is a toss between Italian garden and Roman Cucina. They’re like going back to grandma’s house, they’re the best. And then I’ve got two taco shops. So if you’re ever in Dallas, the tacos LABA and Kaita or taco Maria Hernandez, those two taco shops in Dallas, Texas are my two favorites.
Mike: Yeah. Awesome. I figured you might say something like Hobby Ears.
Bryce: Yeah. Hobby ears, and Ricco beanies in Chicago.
Mike: Yeah. I might go to Ricco Beanies this weekend, man.
Bryce: Just[00:41:00] send me a picture of that steak sandwich. Just for old time’s sake.
Mike: Alright, you got that. Hey, listen. I just want to say thanks to Ralph. Everybody who was here, Leonard and other people, Tim.
Bryce: Ralph what’s up, Leonard, you guys share this out. We shared some gold today. Not your normal stuff on a podcast.
Mike: Boy did we? And Ralph said, sorry coach, but while I’m listening, I’m negotiating the contracts. Hey, Bryce, thank you so much for being here. Many blessings to you and your family brother, whatever you need, don’t hesitate to pick up the phone. I appreciate you, your support, friendship. And how do listeners get ahold of you if they want to talk wholesale, if they want to learn from you, how do they get ahold of you?
Bryce: Yeah. So thank you for that, Mike. And same goes to you, man. Thank you so much. I know we’re short on time. I’ve got a hard stop in three minutes. I got to get on my next meeting here. Mike, do me a favor. You call me tomorrow after 1:00 PM. Anytime after one tomorrow, I’m available. Let’s you and I catch up. For the rest of, you can see my Instagram right here on my screen, coach sharpen on [00:42:00] Instagram, Bryce McKinley on Facebook, LinkedIn.
But you’re going to want to really follow the REI results academy. If you go to reiresultsacademy.com, it’s by investors for investors, and we are about to launch an app that’s going to change the way real estate is done, whether it’s multifamily, syndicate deals, wholesale fix and flip sub 2, short sales, whatever you do, you’re not going to want to miss this because you’re going to be able to do all of those deals virtually from your phone and had access to my network.
And I’ve been hired by some of the greats, as I said at the beginning of this thing. And so reiresultsacademy.com. It looks, feels, and smells like Facebook, but we own it in house. So there’s newsfeeds and groups and chat and all of that stuff, but it also communicates to our forward facing business, every house.io to where we lead gen in all of those arenas.
So it’s an opportunity for you to not only network, [00:43:00] but also buy leads from people that are actually reaching out to us. Let me repeat that. We put marketing out and leads come to us. You’re never going to find a hotter lead than a lead that reaches out to you and every house.io or REI Results Academy. We’re going to change the way the business has done over the next three to six months. So go there and register.
Mike: Nice. Thanks Bryce. Hey everybody thanks for being here today. And I just want to remind you, just say Alexa play Insider Secrets and you’ll get the most recent issue. You’ll be able to hear Bryce again. Everybody, we’ll see you next week on Tuesday, Insider Secrets. Bryce, thanks again brother. We will talk to you tomorrow.
Bryce: God bless.
Kristen: Thank you, Mike, and thank you for joining us for another great episode of Insider Secrets. As always, Insider Secrets is brought to you by My Core Intentions. Join us on social media and visit mycoreintentions.com where you can get expert coaching on all [00:44:00] things, multifamily investing and property management.
We’re looking forward to having you back again next week for more Insider Secrets.