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Take control of your business with the advice of this week’s episode. Today we’re joined by Abhi Golhar who shares some amazing insight on how real estate agents can work with investors and save them from common mistakes. We also learn how to make your day productive instead of busy and wrap up with some words of wisdom every agent needs for the closing table.

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Visit Abhi’s website: abhigolhar.com
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We are re:Think Real Estate – Your best source for the best in the industry.
Chris Lazarus – www.sellectrealty.com
Nathan White – www.linkapm.com
Christian Harris – www.sea-town.com

reThink Real Estate Podcast Transcription

Audio length 39:43

S1 Ep 30: Abhi Golhar on Mistakes, Mindset, and Taking Control

[music] [Chris] Welcome to re:Think Real Estate, your educational and hopefully entertaining source for all things real estate, business, news and tech. 

[Christian]: I am Christian Harris in Seattle, Washington.

[Nathan]: Hi, I am Nathan White in Columbus, Ohio.

[Chris]: And I am Chris Lazarus in Atlanta, Georgia. Thanks for tuning in. 

[music] [Chris]: Everyone and welcome back to re:Think Real Estate. We have a great episode for you today. Today I’m here with Nathan White. Christian Harris can’t join us today, but he’ll be back next week. Today we’ve got a great guest. He is the master of media, podcast host, extraordinaire, local radio host and has become a good friend of mine. His name is Abhi Golhar. Abhi thank you so much for joining us. And for the few of our audience that have not heard of Think Realty, your podcast, and…and company that you do a ton of media work with, why don’t you tell us a little bit about you.

[Abhi]: Oh boy. First thanks for having me on the show. Really excited to kind of get the conversation started really about the perspective. Right.  Like getting started, taking that leap and bound that you need to really succeed. Whether it’s real estate, whether it’s business or your own life. Because there’s so many things there that…that happened on a day-to-day, that we just need to be a little bit aware of. And as we start tweaking that needle a little bit we might be able to get just that much extra juice. 

A little bit about me. Grew up in Kalamazoo, Michigan. And so, for the Ohio in here…Ohio in here, I’m not sure if we’re gonna get on the best of footings, because Michigan and Ohio hate each other. 

[Chris]: It’s OK he… Nate’s from Georgia. He’s a bulldog through and through. 

[Abhi]: Oh there we go. That works. So a little bit about me. I’m a real estate investor here in this state. The name of my investment firm is called Summit and Crown. We identify multifamily operators in the southeast…in Southeast United States. We have a fund that pretty much invests in them. We’ll take a limited partnership position in these…in these opportunities and we scale to grow. 

The name of my radio show is called Think Realty radio. It’s a nationally syndicated radio show. Where in currently 42 different cities across the United States. And Think Realty is really an education platform built by investors for investors, to really provide awesome information in whether it’s wholesaling real estate, to multifamily, to scaling your business, to mindset, to insurance, to commercial real estate. Everything you need to succeed. 

My morning show, the Abhi Golhar Show, is geared for business and entrepreneurs, and that’s based right here in Buckhead. Right at the biz level, 90 studios on the corner of Peach…Peach Tree and Far Road. So if you ever want to catch me in the morning. Just meet me. I am generally at a Starbucks and grabbing a coffee and my favorite is a short dark roast. That’s a little bit about me in a nutshell.

[Chris]: Nice. Well thank you so much for taking the time out of your busy day to join us. So, Abhi our guests are…our audience are mainly real estate agents and brokers throughout the US. So you interact with not only investors, but agents. Right?

[Abhi]: Absolutely. Yes sir. 

[Chris]: What are some mistakes that you see people doing? Just like what are the most blatant mistakes that you’re seeing, that you’re trying to…

[Abhi]: Yeah. Man one of the biggest ones that I’m seeing is acquisition strategy. Right. And into an acquisition strategy…two things wrong, right now. Number one, nobody’s doing enough due diligence and number two, you’re buying at the wrong price points. OK. It’s like you see all this hair on my head, man, it’s like going gray. Can you see this? [laughter] It’s…Do see this?

[Chris]: Yeah I am seeing it man. 

[Abhi]: It’s crazy. So OK due diligence is number one. Price point is number two. Just because the market is hot does not mean that you should be buying where the market is right now. OK. There are too many wholesalers, too many potentially agents because they’re either not trained in the real estate investing space, or whatever. They’re just looking at deals the wrong way. You’re asking too much of a price point for deals that suck. 

Like I see this all the time. And it’s so frustrating. Like you don’t understand. Like I don’t even know where to start with all this. And then due diligence. Hey you know what, let’s do this. I have a great idea. OK. Let’s buy a car, decide on the scene. No CARFAX on Craigslist from somebody on the west coast. Let’s do that. Like that’s the state of real estate investing right now. 

[Chris]: Are you really seeing that? 

[Abhi]: Yeah and I’m seeing that people are making so many dumb mistakes. And then the lenders. I mean we’ll talk about the lending game I’m sure, later. But like lenders are starting…They need to be more competitive because there’s a lot of capital in the market right now. You can get 2.8…9 percent interest on a hard money loan if you need it. And they’re starting to up their LTVs, which means they’re getting more aggressive. Just to say more competitive. They want to take on more risk. 

And what’s happening, instead of staying at the 65…65 to 70 percent LTV level, they’re going 70, 75, 80, 85, 90. And they haven’t really hit 90 percent yet. It might be doing 90 percent of cost. But when you talk about LTV, that’s a little aggressive. And what happens? When the market corrects, right, problem. Anyway. 

[Chris]: Yeah. We just went through that a few years ago. Thanks. 

[Abhi]: Wait wait wait wait. We did? Are you sure? Because I don’t have any recollection of any market crash in the real estate world that you’re talking about Chris.

[Chris]: Oh God. I mean maybe it’s because I started in it. And just did nothing but short sales. But holy [censored] and like whoa. 

[Abhi]: I know. 

[Chris]: So, so basically what you’re telling me and our audience is…is you’re seeing in the investment world with investment capital, basically, what we saw with lenders, ten years ago? 

[Abhi]: Yep and yet too. I mean just two days ago, a day or two ago, I keep getting these emails from hard money lenders saying “No income. No job loans.” Wait, does that sound familiar to ninja? No income, no job application. And you’re telling me, right, like you’re telling me that FHA now is going to decrease the credit score that it requires for borrowers to borrow? And you’re…Sure. I get it. You want to be asset heavy. And you’re gonna be based that…you’ll base all the stuff in the correct on the collateral. 

But I mean, come on. Like that’s not good. I suppose the one thing that I have with that is, if you’re…if your lending criteria is super strict and you’re…and you’re underwriting criteria is strict, then OK, I get it. But watch out. Because this conversation is only going to implode in a year and a half or two. And when it does, I’m gonna be smiling from ear to ear. 

[Chris]: Holy Moly. Nate, doesn’t that sound familiar? 

[Nathan]: Man Abhi, in our last episode this is all gigantic concerns with me. Yeah I talked about the ninja  loans. I talked about, I think as an agent you have a responsibility. If somebody comes to you at the 580 credit score and crazy DTI, you might want to say “Hey you don’t need to [censored] buy a house right now brother, because you can’t even pay your credit card bills.” 

Just because you get five doesn’t mean you’re qualified. Right. I just did…a lot of irresponsibility to me. And my thing…

[Abhi]: You know what though? Maybe, maybe I should die. And then I’ll get the best loan possible. Do you remember that Chris? Nate you remember that right? [laughter] 

[Chris]: Like I’ve never had to deal with a dead…

[Nathan]: Well and again I’ve brought it up on our podcast. Where does the term mortgage come from? What does it mean? 

[Abhi]: More tear to death. 

[Nathan]: It’s a death credential. That’s right. 

[Chris]: Yeah it’s funny you mention that. So I started in 2010. So I came in after all the dead people have already got their loans. And I came in and helped people clean up in the short sale arena. But that….that’s super interesting that you say that. So we’ve got major issues on capital, for investors. And then we’ve got major issues on due diligence. Now wait. Where does the agent come into play?

[Abhi]:  I think the real estate agent has to be the voice of reason. Right. Like if you’re not the voice of reason, you’re not being the best that you can be for the homeowner, for the neighborhood, for the investor, for your other agent, realtor, broker, friends out there. You must absolutely arm yourself with the information you need, to be the voice of reason. Otherwise you’re failing the game. And you’re failing yourself as a real estate agent. 

[Chris]: But have you met real estate agents? 

[Nathan]: Self-centered. Narcissistic. [laughter] [Chris]: I mean…well I mean thanks for the compliment. Nate.

[Abhi]: But you’re a broker.

[Chris]: I am. And we try and not pay attention to the ego. But for…for the agent that doesn’t know where to start on that, because here’s what I found. Is the agents are…they don’t wake up and say “I’m gonna do a [censored] job for my clients today”. Right. I stole that from Joe Rand. But they…they’re doing the best that they can with what they know and what they’re willing to do. So how do they step their game up? How do they become that voice of reason without like…what’s an easy way for them to do that without saying ”Oh my God, I got to really change everything that I’m doing.” This is so hard.

[Abhi]: Yeah…I…I would say get educated. Right. Like you have required CE credits. So CE credits. Go to local conferences. Listen to your podcast. Listen to different radio shows. Read books. I wrote a book…a book called “Make it rain real estate agent, real estate investing for real estate agents.” Chris you’re in the book. 

[Chris]: I can’t wait to see it by the way. 

[Abhi]: Yeah and so I’m making that available for anybody that wants to download the first chapter of that. Wherever you post this, I’ll make sure to send you a download link. 

[Chris]: Send me the link. We’ll get it up. 

[Abhi]: It’s 166 pages of exactly what you need to do as a real estate agent, step by step. We talk about all the challenges. And what’s crazy is I’m not even an agent. Right. So I saw this massive need in the space, partnered with you, partnered with amazing people, with this force and with this perspective and said “I have to write a book for all these real estate agents, so that they can think about how they can structure their information for a real estate investor. Because that’s, I mean ,that’s where a lot of your business can come from, if you do it right.” I’m not saying get rid of the homeowner market. Don’t do that. I’m saying add to your tool belt the investor piece, and you will win tremendously. But getting educated, like that is rule number one baby. Rule number one. 

[Chris]: So…so take the agent, get them educated, have them read your book and now the agent knows a little bit more about how to handle an investor and due diligence. 

[Abhi]: Yep.

[Nathan]: Questions for…I got…I got…I had three specific questions for you Abhi. Yeah and I will list them out and you can jump on them as you wish. One I always say, if you’re not failing, you’re not trying. What’ s one of the biggest failures you’ve had in your career that’s led you on to success later? That, you know, you learn something. Second question is, what would you tell any new real estate agent getting into real estate? What would be some advice you’ve given them? And then what’s one of the best habits you have that’s improved your life the most?

[Abhi]: OK. Failure. I can probably talk about two.I don’t know if I have a favorite. [laughter] Probably…OK I was doing a renovation in Old Fourth Ward. And I got into the deal not doing enough homework on the lender. This was a lender that was an out-of-state lender. And they were primarily in the multifamily space. And this was their first residential, new construction deal outside their state. 

OK. So they didn’t understand new construction. They didn’t understand how the permitting process worked and they were unfamiliar with Georgia. All right so it should’ve been red flag, red flag, red flag, red flag. Right. But I said, you know what? I’m getting a good rate, no big deal, let’s make this happen. Old Fourth Ward, my acquisition price on this…on this piece of property, which we needed to demo and clear out was 202. But really two hundred…two hundred twenty thousand. The new construction price I was going to, we’re gonna build a four-bed three and a half bath, one car garage on this puppy. And total amount for that new construction budget was two hundred and seventy thousand dollars. Total timeframe for this, a year and a half. We had to work with the UDC. We had to work with the city to make sure that we’re in compliance. So we gave it the next four six months. 

The investor of the in this case the lender, got so worried that this deal wouldn’t go through. Because of all the back-and-forth with the city and the permitting and the logistics. They said “We’re out”. They called the loan deal and we had a wholesale bad deal out to a builder. Here’s the problem. OK. If I’d done my research properly, I would have found a local lender. But you know what? You live and you learn. 

I lost out on potential profit of this deal. Here are the numbers. Acquisition at 220. Renovation. Essentially this case you construction, at 275 and that’s with contingencies and that’s with all costs. The builder that finished the deal sold it for 845.

[Chris]: Argh.

[Nathan]: 300k, you lost out on. 

[Abhi]: Yeah man. I’m like just is there a…is there a spoon here? Somewhere? I can like stab my eye out? I don’t know, like it [crosstalk] [Chris]: This is gonna be with you for a while. 

[Nathan]: So in the beginning, goes back to what you said earlier doing due diligence. Whether you’re in investing, flipping, whatever it may be. We circle back to the same thing. Right. Due diligence. We’re not doing young work. OK. 

[Abhi]: Yeah totally. And that’s you got to do your homework. Right. and it’s not only homework on the deal. It’s homework on the deal, the contractor and your partners, any equity partners, debt partners. Where are they from? How many deals have they lended, to in the past? Are they actually moving funds into escrow or they just kind of like, you know, hiding a kiting a…a construction budget and promising that funds are gonna be there?

Like there’s so many variables now. Given that the market is so hot you have to go that extra step. Otherwise you will be upside down on a deal. And it may have just made sense to, you know, buy into some low cost index fund or ETF. Because quite frankly I would rather do that. Because you’re betting on the United States growing over the next 50 years. That’s probably gonna make a lot more sense than to take on additional risk because of your inexperience.

OK that was…that was I think question number one. Question number two that you had was advice…advice for a new real estate agent. Man I would say get to know one part of your city exceptionally well. I like to relate this to a real estate investor that specializes in wholesaling, single-family rentals, single-family flips, land deals, tax liens, probate records. You can’t be the jack-of-all-trades here. Don’t even try. Right. Understand what market you’re going for. Be able to speak that language and master it. Then build a team. Build your business around it. OK. 

Keep in mind I said build you business, not build your job. Like many of you do. Don’t do that, especially if you want a career. And Chris you and I have talked about this, my morning show. Right.

[Chris]: At length.

[Abhi]: At length. And if we’re not building our business,s we will fall out of love of the job that we’re creating for ourselves. And we’re gonna hate it. Believe me we’re gonna hate it because I speak with business owners almost every single day that have the same problem. Right. They’ve woken up 30, 40 years down the line to like ”Oh great. I mean the business is provided from me, my family, my kids college education, the college fund. But I don’t want to keep doing this. No way.” And then I look back and I think to myself “OK I don’t have a retirement that I’ve been building here. I need to be building it here. And where is here?” Here’s like five years away.

[Chris]: Like most people do.

[Abhi]: And it’s so stupid. Like all you…

[Chris]: People hit 45 and then they’re starting to think ”[censored] I retire in 15 years what the hell am I gonna do?” 

[Abhi]: Man that is so true. So if we don’t build our business we are building a job. We have to work in our business and on our business. And if we failed to do that, we fail to build. And we are failing our financial future and most importantly we’re failing our families all. Right. let’s face it. I want to spend more time with my wife and the kids, that we’re gonna have in the next couple of years. Like that’s important to me. I don’t want to be…I don’t want to have my tombstone say, you know, “Here lies Abhi Golhar, the guy that never left the office.” That’s not fun for me all. Right. Like that’s not my legacy.

So understanding what legacy means. Understanding how we’re building our business for the future and what that…what our ultimate why is. Like I know everybody talks about the why and ”You have to do this”. But, you know, let’s wake up and smell the roses. It is the ultimate reason why you do what you do. It is the number one driver. Your thoughts become your feelings but which becomes reality. If you don’t have that all synced up, you might as well be driving…you might as well be in a Ferrari and have the Ferrari drive you around all over the place.

Like that’s what your life is. Right. If you’re a real estate agent and you wake up every day and you just go from closing to closing and closing, because you have to or your broker sent you or whatever it is, and you’re not building your business, you are driving around a Ferrari, with the Ferrari telling you where to go, and then helping you make the left turns and right turns. You’re not even in control. And if you’re not there yet, you should stop watching. And then go stop watching. 

When you’re serious get in touch with Chris…and Chris and Nate. And instead go…go read the book The Purpose Driven Life and then the Seven Habits of Highly Effective People.

[Chris]: That’s a good one. 

[Abhi]: Yep and…and I think they [crosstalk] [Nathan]: You know, we talked about those whiskers a lot. Joe Rand has got a new book coming out. You know, he wrote Discounters Disruptors And Doubters. But like, you know, he sent Chris and I one of the drafts and said “Read it and give me your feedback.” And as talking he said “ So what do you think?” I said “It’s great, Joe. Nothing new.” And he said “Exactly.” He said “But all these agents that work for me are like”Oh you’re giving away the keys of the kingdom”” He’s like…he’s like “I can tell you how to get into Fort Knox, doesn’t mean any of you are actually gonna go do it.” 

And we get all this wonderful information or…or, you know, Purpose Driven Life or. Right. Yeah we’ve talked about it countless and again I mean you hear this over and over.

[Chris]: We talked about this in the last episode.  

[Nathan]: Like people you have to know how to do it. 

[Chris]: Over and over. 

[Nathan]: Like you can’t just read it and think “Oh it didn’t happen for me.” Right. Like, you know, we talked before we started recording. Like I didn’t just wake up last year and go…go “I’m gonna run yeah a 24-hour race tomorrow.” I had to do the work to get there. And everybody’s like “Man that’s amazing.” And it’s like, you know what? Yeah dammit it is. But I…I worked hard to get there. And you know what I really enjoyed? It was the journey and the process of getting it made. It was rewarding.

[Chris]: You made something amazing happen. 

[Nathan]: It’s really, you know, again I was…I don’t get myself enough credit. But I had to work it there. Right. And people are afraid to do the work. They’ve got, you know, still got a titty stuck in their mouth because they want to be nourished. And it’s like you need to grow up people. We need to move on. Like you…you can’t expect somebody to do this for you all the time. And I say people get butthurt but…it’s…Grow up. You know, this is adulthood. This is life, you know, nobody [inaudible]. So anyway. Sorry. I get ranting on that stuff. 

[Abhi]: So to that…yet…no I…I think it’s awesome. I think to that…to that example Nathan of yours, it’s like people don’t want to do the work of actually training to run the race. And training for the marathon. Instead they’re like “Oh man, you know, I need that runners Fitbit. “Right. so you need…you gotta get the watch. Right. And then you got to get the shoes and you got to get like that athletic wear. [laughter] Right. 

But then you don’t want to run half a mile. It’s your stamina that’s gonna get you to the end. Number three, the habit. Wake up early. I’m an early bird. Yeah I’m an early bird. I…I wake up at 4:30 almost every single day. Yeah I have my…I have my success routines in the morning.

[Chris]: What time do you go to bed?

[Abhi]: Like 9:00. So I’m still getting my hours. 

[Chris]: Yeah.

[Abhi]: Yeah I can’t stay awake after like 9:30.

[Chris]: So when I send you a text at midnight that understand…I was talking [crosstalk].

[Nathan]: I agree with you. I was talking with a lender, a friend of mine yesterday. 

[Abhi]: Yeah.

[Nathan]: He said “I need to get back in the gym with you” and I was like “Why?”. He’s like “Dude those days we were at the gym, at 5:15 in the morning….” he’s like ”Those were my best days.” Yeah. I mean I forget what book it is but it says, you know “You lose an hour in the morning, you’ll never gain it back during the day.” I so agree with it. I mean I can get more done before 9:00 a.m. that most people will do all day. And come 8:00 o’clock, you know, I might have been done some yoga. I might I ran six miles, done some strength training, caught up on emails. It’s 8:30 and I feel like I have just pfew. 

[Abhi]: Yeah that’s why I…why I can’t live in the on the west coast. Right. Because you’re three hours…you got Eastern. Eastern, central, mountain, Pacific. You are three time zones behind the most important times on the entire world, Eastern freakin Standard Time. Right. 

[Nathan]: Christian you see what happens when you’re on the bad time zone? [laughter] 

[Chris]: He’s out in Seattle. 

[Abhi]: That’ fine.

[Chris]: OK so…so getting up early.

[Abhi]: Yeah.

[Chris]: So you get up early, what…what’s your morning routine look like?

[Abhi]: Oh man, one of my favorite…favorite things to talk about…OK. So first of all I brush my teeth. Right. Like that…

[Chris]: Yeah a good one. My best friend’s a dentist. I’m sure he’d agree. [laughter] [Abhi]: I follow something called SAVERS. OK. So I brush my teeth. Drink lots of water and I’ve started to do eye compresses. Like nice warm…a nice warm compress for my eyes. Just so it kind of wakes my eyes up and they don’t feel like juvie and whatever. It’s a nice…it’s…

[Chris]: Because you wear glasses like…like I do.

[Abhi]: Yeah like all the time. I’m blind. Like I don’t even know what’s going on. OK so do that. Then after… Right after that, silence and meditation. I don’t check my phone. I don’t check my email, my laptop’s off. Everything’s off. I’m silent and I meditate for roughly maybe 30-45 minutes,  before my brain starts to like hit the go mode. Because, you know, in the morning, you know that feeling you’re like “Oh crap I gotta go.” And all of a sudden your task list starts to roll through. Like the credits after a movie. It’s like “I gotta do this and this and this and this and this and this”.

[Chris]: Yeah.

[Abhi]: Stop the noise. Right. Like stop the noise. Meditation. So silence, meditation, SAVERS. Silence. A…that’s affirmations. I love my affirmations. Right. So Tony Robbins has one that I’ve been using for a while. Every day in every way I am getting better and better. Every day in every way I’m getting stronger and stronger. And generally I love doing this with my visualization. So I know exactly where I’m gonna be in a year, two years, five years, ten years, that have collaboration sponsorships, radio show stuff, that I want to make.

[Chris]: That’s your V.

[Abhi]: That’s my V. Exercise. Love to exercise. Just like you Nathan. I’m not running 24 miles. I probably have, you know, I was like a bum…

[Chris]: 24 hours. 75…76 miles he ran.

[Abhi]: Never mind than. Yes that’s…congratulations. That’s fun. [laughter] You got me on that man. So exercise. Sometimes that’s running. Sometimes that’s stretching. Sometimes that’s cal-aesthetics. Whatever that is. So S-A-V-E-R. Reading. I read roughly two books a week. And not on Kindle. I don’t do audio. I actually have…I have a book that I’m reading. And that’s…that’s it. I’m reading the Tony Robbin’s Money…Money Books, the two that he has, this week. Last week I re-read Robert Kiyosaki’s Rich Dad Poor Dad and Cashflow quadrant. Next week I have Tom Wheelwrights [phonetics]. He has this second edition of his tax strategy book that’s coming out. So that’s on the docket for next week. Number six, SAVERS. S is scripting. I love to write. So I’ll journal once a day and that’s maybe about 15 or 20 minutes. Just kind of put my thoughts on paper and then do a little bit of…a little bit of a brain dump. It helps me kind of clear my head to. That’s how I start my day.

[Chris]: That…that is probably one of the most odd out and planned morning routines I’ve ever heard. And I mean I…I’ve read lots of books on like what to do, you know, the greatest salesman in the world and all this fun stuff. Like creating a morning routine.

[Abhi]: Yeah.

[Chris]: I’ve never heard of SAVERS. Where did you…where did you learn about that?

[Abhi]: It was in a book. I’ll send it to you. I can’t remember the name of the book. It’s by one of the founders of Go Pundants [phonetics]. She’s…The Miracle Morning. The Miracle Morning for Millionaires.

[Chris]: I’m gonna have to pick that up.

[Abhi]: Yeah.

[Nathan]: The Miracle Morning was what talked about when if you lose an hour in the morning you’ll never get it back during the day. 

[Abhi]: OK. 

[Chris]: So look at this whole thing coming full circle.

[Abhi]: I love it. [laughter] [Chris]: So…so Abhi I want to shift gears a little bit. So we’ve talked about, you know, learn a little bit about you, your morning routines, your favorite wins, what agents can do. We…we know where agents are making mistakes. Now one of the things we talked about before the show is…is mindset and how that’s so important.

So Nate I know you hoped and you wanted to talk about this. Did you have anything specific that you wanted to talk about with mindset?

[Nathan]: No. again I think it goes to…It’s applicable to so much of what we do not just in real estate or investing. It’s applicable in everything, in every facet of our life. Whether it’s exercise, practicing gratitude. Whatever it is. It’s….mindset, you know, Abhi mentioned, you know, talking about having the nice gear. In one of my groups on Facebook, that’s a running group, somebody said “What do I need to do a half marathon?”The number one answer was “Mindset”.

It wasn’t you needed Nike shoes and Under Armour and a Phoenix Garmin 5. You need mindset. So I could preach to it. I’m sure Abhi can as well. And I’m gonna let him talk about that. But I’m sure we align in the same kind of…

[Chris]: So Abhi, with mindset what are some examples? Because you’re dealing with people all across the U.S. Yeah tons of guests. What is…what’s an example of how somebody has used mindset to really blow up or do something that they didn’t think that they could? Or how did that affect your life?

[Abhi]: Perfect. A great example. I have two nationally syndicated daily radio shows. OK. One in the morning which is live. One in the afternoon which is pre-recorded.

[Chris]: And they’re really good by the way. If you haven’t listened to him, turn in. he has a great guest called Chris Lazarus. [laughter] Good stuff.

[Abhi]: You’re huge man. I love you brother. So I would say for me it takes a lot of energy, a lot of energy to do a morning show live. And then to go to my second studio and record seven and a half hours of radio. On my drive back, like roughly five o’clock between five and seven thirty, have two hours of phone calls. Then have dinner. And then have a few maybe a meeting after or spend time with my wife, Vanessa, after. It is so difficult to cram that into the day. But I’ll tell you something. If you tell yourself…if your mindset…if your mind is that strong, you can will…and Nate will talk to this too, I’m sure. Right. Like you can will your body to do absolutely anything. Period. Right. That means from 8 o’clock to 9 o’clock in the morning I’m talking.

OK, yesterday for example I had a meeting before my 8 o’clock in the morning show. And I mean yesterday, for those of you that I don’t know when this is going out, but like let’s say…it’s a…what’s today? Wednesday? So it’s like a Tuesday.

[Chris]: Thursday.

[Abhi]: Thursday. So I had a seven o’clock meeting in the morning. An 8 o’clock show, one hour. My meeting is one hour. Talk for an hour. My morning radio show was an hour. Then I have two-three conference calls on my drive up to Dawsonville. I’m on the radio in front of a microphone for the next…from 11 o’clock until 4:45 p.m. After that I have 15 minutes of silence time, which is downtime. My phone is off. 

I have conference calls between 5, 6, 7 o’clock. Because, you know, the traffic going from Dawsonville to Atlanta, at the end of the day, is nuts. So if I’m sitting in traffic I might as well be talking to somebody. I get home. I have dinner. I relax. That’s what I did yesterday. So you’re looking at 2, 3, 11, 12, 1, 2, 3, 4, 5, 6, 7, 8 plus 2, 10 hours just pure talking. I couldn’t do that if I was like “Oh yeah, you know, I don’t know I’m gonna do today. Just kind of…I’m gonna go and, you know, just kind of do this podcast thing.”

[Chris]: You gotta love it.

[Abhi]: Gotta love it. Yeah.

[Chris]: I’ve come to learn like with the podcast and doing this stuff, it’s really a labor of love. If you don’t enjoy it, don’t do it.

[Abhi]: That’s right. No that’s…that’s 100% right. I mean and if you can’t figure that out and if you don’t know that from the onset, then don’t do it to begin with. Right. Like don’t set yourself up for failure. You will be setting yourself up for failure if you don’t pay attention from the very beginning to who you are, who you’re being, what you ultimately want. Period. 

Like if you don’t want to be an agent, if you don’t know how to be a good agent, find out. And if you don’t like what you see or what you hear or what you read or what you experience, don’t be an agent. Right. Go find something else that you can do that you absolutely love. Maybe it’s arts and crafts. I   mean…you know what I mean?

[Chris]: Yeah absolutely.

[Nathan]: I…I agree with you too and then, you know, I tell people who let, you know, as I said earlier, if you’re not failing, you’re not trying. But also it begins with the first words out of your mouth. And so I’ve had several people here in the last few days say “Man you ran 76 and a half miles. That is so impressive.” You know what they say? You know what their responses is to me? “Oh I could never do that. I could never do that.” 

And I actually look at them and I go “Yeah you’re right.” And they’re like “Excuse me.” Yeah and I’m like “Well you said it yourself. You…that you automatically fail. You automatically just…you’re not even out the gate. Right. And you say I can’t do it.” 

[Chris]: That’s an old one. 

[Nathan]: If that’s your approach…

[Chris]: That’s Henry Ford.

[Nathan]: But people don’t think about it. Right. I mean just people don’t think about it. I mean, you know, again I…if I would have told myself a year ago “I can’t” then I would have never done it that’s. Right. Again I, you know, I got my license as an agent and…and…and I…there’s. Right. Henry Ford. Alright. You can or you can’t. Either way you’re right. Right, you know, people again…we talked about this over and over and I just don’t know how to get it. You know, I sometimes wonder, you know, anyway…there’s actually…I think there’s scientific proof. But there’s just the people that can. Right. There’s the doers. And in those, you know, who was it? Yoda. There is no do, there’s try. Like there’s those of us that are very good at it and we have the right mentality. I will say there’s people that they’re not gonna be successful.

[Abhi]: Yeah I mean they’re not supposed to be.

[Nathan]: That’s just the truth.

[Abhi]: Yeah I mean they’re not supposed to be. Right. Because they’re not ready to accept it. They’re not willing to accept it. And if they’re ready, willing and able, then awesome. That gets you to the starting point. That gets you to the starting line. That does not get you to the finish line.  

[Chris]: Well if you’re a real estate agent, that gets you to the closing table and earns you a commission. But for everything else, like if you’re building something, I’m right there with you. That’s yeah, ready, willing and able. That’s great. But then you got to do.

[Abhi]: Yeah. If you don’t do, just go home. I mean. Right. Like 2019 is only a couple months away. You might as well enjoy Halloween. T.hat’s coming up. Right. Thanksgiving Christmas and New Year’s. And then start again in 2019. Right. 

[Chris]: Like a sexy janitor or something.

[Nathan]: Well I started…I started doing my business planning and my…my event planning if you would for those things and I’m gonna run and do. I started that a week ago. People are like “You’re talking about 2019?” I’m like “Yeah.” I need to get…like are you kidding me? I’ve got to be thinking like moving forward.

Quick question too before whenever this does end. I know Chris is probably wrapping up. We went far too long. But what…what’s a favorite book of yours? Like what’s the book that you read that well you were like ”Hell yeah.” Like…like I read two books. Like one is Finding Ultra by Rich Croll [phonetics]. The other is called A Story To Recovery by David Clarke. Two books that really spoke to me. And it’s not even about running. Again it’s just about average guys, you know, doing extraordinary things. But what’s a book you read that you’re like “That is a book you need to read.”

[Abhi]: So I I’m a technical guy. Like my background is in electrical engineering from Michigan. And so I like very logical, very nonfiction, very data-driven things. And so for most of what most people think is really boring, I absolutely love. So Warren Buffett always references this book called Security Analysis. OK. Love that.

[Nathan]: Well that’s not exciting [laughter].

[Abhi]: No it’s not exciting. That’s the point. It is so good. Right. Like I…I’m smiling. Do you see me smiling? I will read that book all the time. 

[Nathan]: Yes.

[Abhi]: I also…

[Nathan]: You’re all about the empirical data. 

[Chris]: I gotta say Abhi…I really have to say that with your personality, and everything that you do, that is the last book I ever expected to hear you say as that is your hands down. So I am so glad that you have been here with us today to…to share how boring a book has impacted your life. Now I love it. My background is in finance. So…[crosstalk] 

[Nathan]: I thought you would give us some cliché book. 

[Abhi]: Yes. Yes I ran a walk down…who’s that, Peter Lynch I think.

[Chris]: Something like that. I’ve got like yeah read it three times. So that’s the book for…for everybody listening. It’s the book that basically said “A monkey could pick stocks.” 

[Abhi]: Yeah. Also Principles by Ray Dalio. That’s another really good one.

[Chris]: Yeah and Diversify Properly. So…

[Nathan]: I do want to give a shout out to Lewis Howes, The School Of Greatness. I liked his book.

[Abhi]: Yeah there you go.

[Chris]: He’s got a good podcast too. Not to…not to tell you to not listen to our podcast, but School Of Greatness it’s a good one. So Abhi,  before we go, any words of wisdom for our audience, brokers, real estate agents? Really just anything.

[Nathan]: Or us.

[Chris]: Or us.

[Abhi]: Yeah I would…I know Chris you and I have talked about this. Nate you need to jump on my radio show in the morning at some point in time. But that’s an invitation to you. I’d love to have you, you know. I’ve had Chris far too many times and I’m quite frankly…I think the listeners are quite bored of him. [laughter] [Chris]: God I hope so.

[Abhi]: Now maybe the both of you at some point in time would be awesome.

[Chris]: Love to. 

[Abhi]: I would say…I would say this. Be aware. Like start being very aware of who you are and you’ll be able to adjust accordingly. For example if you’re a real estate agent and you’re at a closing and something happens and you start to get like riled up, be aware that you’re getting riled up. That gives you power and gives you control over your emotions. Most importantly it gives you control over who you’re being in the moment. And you can shift and rework immediately. You can rework your mindset to be like, “You know what? There’s absolutely no reason why I actually be getting riled up right now. That’s out. I’m gonna be an awesome freaking agent. I’m gonna get this deal done.” And I guarantee you in that moment you will have won the game of life.

And here’s the thing, you can do that over and over and over again. You know why? Because you’re a human being and with that comes greatness. You just have to realize when you wake up in the morning, you’re not dead. You’ve won the genetic lottery. And this thing that you have is not only a Ferrari, it is the greatest freaking tool that you will ever receive in your life. Take care of it. Take care of your mind and you will win. It’s inevitable.

[Chris]: I love it. I love it. That’s…

[Abhi]: Boom baby.

[Chris]: Boom. Abhi, how can our guests get in touch with you?

[Abhi]: You can…you can dial 911 [laughter]. And…

[Chris]: Don’t do that. Please don’t.

[Abhi]: No don’t. Unless you’re having a medical emergency in which case…if you like to a schedule 15 minutes to connect, I’d love to do that. Let’s share some stories. No pressure. I’m not gonna sell you anything. In fact I’ll probably just give you a bunch of…a bunch of the books that I’ve written, for free. I’ve got a book with Abhi.com. Schedule 15 minutes. You can also find all my radio shows, like the morning show and Think Realty radio, both the nationally syndicated radio shows at abhigolhar.com.  That’s A-B-H-I G-OL-H-A-R dot com. Feel free to reach out anywhere on social as well.

[Chris]: Yeah you gotta follow this guy on Instagram. He lives his morning show every day at 8 a.m. 

[Abhi]: Yeah so much fun.

[Nathan]: How do you…how do you suggest listening to the radio show? You’re not in Atlanta market, any portable platforms?

[Abhi]: Yeah I would go to…go to Instagram. Type in my…my handle Abhi Golhar and really just tune in live. I go live every single morning at 8 o’clock and that’s from 8:00 to 9:00 in the morning Eastern.

[Chris]: And we’ll share Abhi’s contact information on the website rtrepodcast.com. This has been another week of re:Think Real Estate. Thank you so much for tuning in. We’ll see you next Monday.

[Nathan]: Peace. 

[music] 

[Chris]: Thanks for tuning in this week’s episode of the re:Think Real Estate Podcast. We would love to hear your feedback so please leave us a review on iTunes. Our music is curtesy of Dan Koch K-O-C-H, whose music can be explored and licensed for use at dankoch.net. Thank you Dan. Please like, share and follow. You can find us on Facebook at Facebook.com/rethinkpodcast. Thank you so much for tuning in everyone and have a great week. 

[music]

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