BTM110: Work the Room & Build Financial Relationships with Rob Wilson
This is darriel Aaliyah, and you're listening to the for the millions podcast. Episode one hundred and ten are you ready to be the master architect of your life? Are you ready to design your business and invest the needs that compete the lifestyle you've always dreamt up? Are you ready to learn from entrepreneurs and millionaires who have achieved a certain level of success? Hey, this is Derek location. Independent entrepreneur and you're listening to the before the millions podcasts. I am Gina Lofton. I am an investor and you're listening to the before the millions podcast. Hey bear. My name is Heather haven would marketing coach and global entrepreneur and you are listening to the before the millions podcasts. Hey, this is Marcus, crispy host of the seven minute mental podcast, global entrepreneur all round geek. And you listen to the befall the millions podcast, I am MC Laubscher, the cash loon injure, and you're listening to before the millions bought cost. You're listening to the before the millions cast a whether you're looking to invest. Cashflow all building online business. That allows you to be location, independent, you come to the right place. Mr. Hollywood himself presents the be four. The millions podcast you now your rose d'auray. Was going on Tim community or back for another installment another episode of the before the millions podcast and this is episode one one zero episode one ten and we are talking by Nansha relationships. We are talking networking. We're talking brand building. We're talking just working the room, and we've said it a few times on the show, but we are not in the real estate business. We are in the relationship business. And our guest today shows actually coined the hip hop adviser. He advises many clients in the hip hop world and many, many superstar athletes today. He's actually going to advise us on how he got to where he is today. We're gonna talk to rob Wilson and talk about his before the million story. We're gonna talk about how he started rubbing shoulders with some of the most fluent people here and how we built in gain their trust enough to become their financial advice. And we're also going to give you guys insights on the best way to attend social events by yourself, how to work the room how to network to start building these relationships rather than going to these events and not really coming away with anything. We're talking to a ton of people in not really building a solid foundation with anybody. We're gonna talk about exactly how you can work the room in build your financial relationship. Rob drops three amazing book recommendations on this subject alone. So again, this is a big gray area for you. And you're just like I know how important relationships are in real estate. But you just don't have a grasp on this yet. First and foremost, open all of that wide open for you for a second off. Let me give you the three recommended books, that rob suggests that you guys take a deep dive into, if you really, really are serious about getting better at building these relationships. So book number one is never eat alone. Book number two, his work the Rhone and book number three is how to win friends and influence people. Now, rob is going to go into a little bit more detail on some of these books on the show and. None of these books are his before the main spoke of the week. So stay tuned for that as well. But the reason that I'm mentioning these books now. So you guys have a head start before the episode starts is that if you guys want to go ahead and listen to these books for free or on me, you guys can actually go ahead and visit before the millions dot com for slash book, and you can listen to tool of these books for free by signing up for monthly membership which I've had at this point for over three years. Speaking of books, I've personally read a little over one hundred books at this point. And I still have a running list along running list of books. I have yet to read, so I've taken the next by books on my book lists. And I've added them to my audible carp to get them ready for consumption this week and next week one is called the monk who sold his Ferrari, and actually have to buy that author his name is Robin Sherma in the second book that to my cart by him as the five eight m club is book is all about. Owning your morning elevate. Eating your life, and I believe this book is actually going to highlight, how like the geniuses in, like the business titans of the world have really just started their mornings in what they do that. So different from everybody else again, haven't read the book yet, but so far it reminds me of the miracle morning by how Elrod speaking of how one of his books when of his newest books actually has very newest book that just came out. I think like last month is on my booklets as well, but we'll get to that. That's become. My list is a book. I've already read before, and it is called think, and grow rich a black choice. Now I read this book back in twenty seventeen I believe and those amazing. Now, this book is by Dennis kimbro. And the reason I'm going back to read this book is because I remember how powerful I felt reading this book the first time around I remembered some of my initial actions, some of the initial things that I decided to do immediately after. Reading this book. I remember some implementations that had. And I know that this is going to be a great book, that's going to help me reinforce some of those practices, and some of my mindset police. So I'm going back to read this book, two years later again, it's thinking grow rich, a black choice next book on my book loose. Yes. Probably won't care about some skip. Right over it. But it's a book that helps you sharpen your Spanish skills. Now Spanish is on its way to becoming my third language, and I've taken tons of Spanish courses throughout school in. It's just that a haven't dedicated time focused, really, really take this seriously and pick up a third language. So I think this book will give me the jump start that I need to really, really take this, this time round, but we'll see the last book that I have in my cart is a book called the miracle equation. Now you've met you may have heard of the miracle morning, you may have heard of the miracle diet. This is how Iraq's new installment called the miracle equation. And this is where everything kinda stems. From I mean he came up with the equation, far before he came up with the miracle morning. If you don't know what the miracle morning is go. Check out his book miracle morning right now in the hope you create in design your own personal morning routine for success. So those are the five books currently in my car. Now, my booklets is about a mile long out of all of those books that I have yet to read these very five next books that I'm gonna read. I'm pretty sure all of these books are gonna get knocked out within the next week or two. Now, if you haven't already checked out any of these books, or you wanna join along on this ride with me, again, you can get your next who audio books four free complimentary on me. Just head over to before the millions dot com for slash book, and start listening to your next or first free audiobook today. If we're not already connected on social media, or you're not a part of my community yet, head over to before the man's dot com for slash group where we share valuable talks insights, QNA's a goodies giveaways and up. It's a community of people who are all. Investors are aspiring investors in were uplifting, encouraging each other. So it's beautiful head over to before the dot com. Forward slash group. Get plugged into the tribe get plugged into the community and start building, these relationships Geist relationships are so important if you want to connect with me personally head over to Instagram -ment. Let's connect veer shoot me a DM, let me know that you listen to podcasts. My Instagram handle is derived Australia. That's the. R. A. Y. O. L A, L, E, Y E last. But not least guys last week was our two year anniversary nine shop than episode titled call reluctance, now, this episode has has cut in fire because so many people have struggled struggled in their business to keep business moving forward to bring new money in the door to increase revenue to get face to face with clients with sellers wit context with buyers with investors. So in addition to this financial relationship episode head on. I'm back to the last episode episode one. Oh, nine titled hall, reluctance, and I'm gonna show you exactly where some of your fears are lying, and how Carla does is really what's holding a lot of people back from growing their business. So I love the episodes as a tandem because it's like, hey, these episodes are showing you how important it is to build relationships to get out there on talk to people. Okay. So that's all I have for you guys for the intro. Let's go ahead and get into the tip of the week. And then we'll be right into the show with Mr. rob Wilson to raise of the week. Now in the spirit of relationships building relationships, fostering amazing relationships and just kinda working the room, right in not really knowing where the compensation going to go. But putting yourself in a position to succeed to let other people know that you're here to serve, and how you can serve in the weeks that we are actually going to create your value proposition statement, this is something I do with my mastermind members and we have a full fledged like we've had weeks and weeks and weeks of training on this. But I'm going to sink some of this stuff for you guys in about two minutes. So let's create your value proposition statement you may know this as maybe like an elevator pitch. Or maybe you're opener. But these things are there for you to creating gate with somebody who may otherwise not engage with you. In the way that you. I'd like them to most people, they walk up to other individuals at conferences with business cards, and they don't have any formal training on this. I'm not surprised by this happens. And I mean, I done this many times, actually, I still do this to this day because it's not always at the forefront of my mind. So again, I get slipped up all the time. But most people walk up to other people that say, hey, my name is doray. I'm relisted entrepreneur and business mentor and. What's your name? What do you do? We get the talking. And then, you know, maybe they're asking me if you questions I'm asking them questions. You're a realtor. Oh, how long have you been in business for you guys? Kind of just try to find different avenues of connecting. And oftentimes these lead to a lot of awkward conversations. Nobody really knows when to end the conversation and it's very hard to figure out where your skills and services align, when you have this approach, especially with to untrained people. So most of the time you walk away from these conversations with net thing that you've remembered about this person nothing that you have that can possibly foster relationships in the business card that you do have you're probably gonna throw that away night. Put it too much use, you may Email them once. Because again, you didn't really build a connection, first and foremost in second off, you don't really know how you can help her serve them. But if you approach the sich. Situations. Maybe an elevator pitch value proposition statement in set of saying, I'm a real estate investor to let them know exactly what you do who you serve in how you serve them, then this person has one of three options because you've gotten really really specific on what you do this person's either gonna be like, hey, you can help me is the best possible option because, I mean, that means you just down to new client. You just found in customer, right? So that's option. Number one option. Number two, they're gonna immediately. Think about the person that you can help. That's dealing with that exact problem right now. Yes. Yes, my, my friend, Sally. She's looking to sell her house like immediately and she's about to start calling realtors. And this may actually be a better option because, now you have to new relationships and one of them is actually a new client option. Number three, you can't help them. There's probably nobody in their obscenity that you can't help at this time. But because you were really really current who you are in the value that you provide this person's gonna. Number six weeks later when he's in the conversation with somebody who need your help. He's going to be like, hey, I know Lou just the person that you need to speak to. So those are the three outcomes when you have a well-crafted elevator pitch. And when you have a well-crafted value proposition statement, so recently me, I'm a mastermind members created their whole mission statements. And this is like a full fledge page-long mission statement, not from this mission statement, you can create a one or two or three line value proposition statement. So that's what we're going to do here today, guys and I'm gonna make it really really simple for you guys four liner. Guys. Four line value proposition. Statement line wine, is your professional identity. I am a real estate coach. I am a business mentor. I am a wholesaler. I am a realtor. Number two, on the second line. You're going to fill out who you help to who is your target audience. You may not know exactly what I mean by target audience. Because I like to get really really specific down to the person's age, who they are what they like to eat the places that like to visit, that's how grandeur forget. But again, for the purpose of this, exercise who is your target audience in, in just a few short words, and then what do you help them do for line three? So either you help them. Do something or you help them under stand something. And this is your solution, or, or this is your offer. Right. But that's not because a lot of people who actually do this stop fair. But this is where you promise the transformation, are you promise how they get from point a to point b so that they see the bigger picture so line four is sold that and then you fill out, your promise so again, line one, I am your professional identity line to. I hope your target audience. Lying three I helped them do slash understand. Whatever your solution is, and the line four, so that they can blah, blah, blah, blah, blah. So if you are an HR professional, you are. In elevator, s why I call it an elevator pitch because this is the time we can get out, like a quick, ten fifteen twenty second pitch max and you surrounded with executives and associates and things of that nature. I mean, hey, this is your value proposition statement. I am an HR manager. I helped those who have recently been promoted to senior leadership squash, their feelings of inadequacy so that they can lead with confidence and vision. Can you tell them exactly who you are how you can help and what's going to happen after you've helped them? So I am an HR manager. I helped those who have recently been promoted. So that's your target market people who have recently been promoted to senior leadership can get really specific not just any type of motion, but people who've been recently promoted to senior leadership. Now, you help those people do what, which are solution, which are offer, what do you help them do or what you help them understand. So you help them squash. Their feelings of inadequacy why would I wanna do that? Why would I want to squash those feelings? So then line four is so that they can lead with confidence. Envision I am local Nevada. Small business consultant, I help small business owners eliminate the stress fear anxiety related to inconsistent income by showing them how to achieve reliable and predictable blows of prophet through automated marketing, I'm a business coach. I hope overworked business owners attract more paying clients, so that they can make more money with less time in effort guys. You understand some, some of these examples where I'm going with this? I am a real estate investor. I am a real estate agent. I am a broker. Doesn't matter. I help motivated settlers through the process of selling their home so that they can finally relax and have a smooth and quick transition to their brand new living arrangement. I am a podcast guys. I'm just coming up with these off the top of my head really literally, I helped listeners in the professional space understand that financial freedom is a real think, and that they can achieve it so that they can go off in travel and live the life of their drinks. Guys wanted to keep going. I think I think we got a good idea of, which are value proposition statement is and how this can be crafted into your elevator pitch. Okay. Now let's get into the meat and potatoes of this episode by Nanteuil relationships and how to, cultivate, and grow these relationships and now your feature presentation. The hip hop financial advisor, Mr. rob Wilson route. How's it going today? I'm fantastic, man. Hour you I'm doing pretty well. I hope you don't mind that I call you that I know that's not the only lane that you're in, but that is one of your many facet. So why do people call you the hip hop advisor? So people that were close to me, sort of started calling me that as I started to grow my business in working with pro athletes men entertainers, and so it was sort of, like, you know, I'm the new-generation advisor Jeffrey not. You know, your grandfather's, but as visor who wants to do seminars at the Holiday Inn, you know, call up. Oh, ladies all day, try to get to roll over your IRA's. I'm sort of the new generation with a new fresh set of principles advice that I think folks who are younger and, you know, either a fluent already or trying to get to that place can rarely identify with. So that's kind of how that Monica of get stuck on me. What sparked your interest in finance? First and foremost. Was this, something that you cultivated as a way earlier on was something that didn't really hit home for you until college. What kind of sparked all of is for you? Well, what I was saying is, is that I do think that I was born some kind of way wanting to own things, or, or run mayo thing, some of this might be the only Chow syndrome. Right. So I'm I'm my mother's only child. And so I had the entertain myself a lot in. So I be up in my room playing or you know, she got a computer started coating on the computer, but just, you know, thinking of things that I could create. And so when I was very, very young, I wanted to have my own clubs and so on and so forth when I got a little bit older, and I wanted to buy things that my mother didn't necessarily wanna buy for me started trying to think about ways that I could earn money by those things. So I remember one of the earliest things that I wanted to buy out really dating myself here a little bit. But I wanted to go buy a new record from jazzy Jefferson fresh prints. And from what reason or another student as -sarily wanna get that for, you know, your parents did really like a rap music when it was coming up. But hey, she said, you know, if you make your money you can do that. And so what I did was start a store out of our house, because we live sort of in-between where a lot of people had to walk past our house to get to the pool in the neighborhood as I started selling pizza, and soda and popcorn and pretzels in these sorts of bangs, just, you know, snacks that people will want to, you know what it walking to from the pool, and I was able to make money that way. And I could go, you know, by whatever worker that I was so that was one of my earliest, I think, memories that I have of wanting to be an entrepreneur and pursue ways to make money. So they're not a direct my money where I wanted to go in and things just sort of blossomed from there. What examples were prominent in your life at that time of such a Pat? I mean what was mom moves dad? What were the grandparents during and? Was there something or was there, some some ignition to, to emulate like that? That type of pather that type of drive to want to be so entrepeneurship. You know, that's interesting because there really wasn't my mother, you know, while I was very young was working as a ministry of assistant Manila, she had she had come down with multiple sclerosis, and so she wasn't working my father was a custodian for the public schools in the area as though there wasn't necessarily a super neural blueprint. So that's why I'm kinda like I don't know where it came from either is just something perhaps, you know, I was born within in, you know, I don't know how that got instilled in me, but there was this sort of desire to be independent, and I think would identified, you know, very early on the way that you become independent is to be in control of your finances into be built with your money. And so, you know, we were wealthy growing up, and you know with my mother claimed our multiple sclerosis. I. I had to become very mature at a younger age, I had to help her write out checks. She couldn't ride them herself. And so Consequently, I, I saw a little bit of what the household fight as look like. And you know that colored a lot of my desires again, for later life to not have to be in a position Ryan struggled had decide which which was I gonna pay right now. Which was I gonna kinda wait. You know a few weeks, the pay in. So I think those experiences as well. You know, having to be mature at an earlier age, in having that responsibility. Knowing what was going on the household finances, that probably pushed more towards you know, the things that I'm doing now that necessarily having entrepreneurial, typical Uber. Let's fast forward a little bit. What was life like in high school where you had you already started a few other businesses at this time, because you understood what you were doing. You are able to make a little bit more money and you saw how you were able to make white make income and provide for your family. Was it something that kind of went in the back burner? What were you taking classes? Are you drawn to classes that were financial classes are accounting classes? I talk about high school life really, really pick worse. Yeah. High school was was awesome. I was involved in everything, I was class president or no student government, president my senior year in all the activities that I could possibly get involved in. I was evolved in necessarily have any businesses per se while I was in high school, but I did work and so the moment that I could get a work permit I went out and started interviewing and I got a job in. So I, I got was as a employee in dining service at Carnegie, Mellon University, which was, you know, fairly close to my high school. So I could just jump on the bus go there to work after school. And I ended up working there for six years. I worked there for a couple years while I was in high school. And then I worked there all throughout college. And as a matter of fact, once I got to college, they end up making me a student manager, even though I wasn't a student at card. Carnegie Mellon at the time, I would say, the university of Pittsburgh undergrad. I ended up going according to Mellon for grad school, which is a weird, you know, how things come full circle, but they appreciate it. My work ethic so much that even though I didn't go to school there. They made me as student manager and a head tons of responsibility at a very young, as I mean, it had kings to everything in that building, I would close the restaurant sometimes have to count, the registered for the money in the say so rob really quick. What was driving? You will. Why do you think your work ethic wants what it was at that time a? Yeah. That's a good question. I will say that. I do think a lot of my work ethic came from my father, you know, he worked just a lot. You know, to provide for me, recipes family, and so on, and so forth. And so yet, a lot, a lot of work ethic, that I have picked up definitely came from my father seeing him get up and go to work every day and have multiple different jobs. You leave his main job work. Another. Job on the weekends evenings, and so on, and so forth. So I understood it you know, if there's thing that you want, you really have to work hard for it, nobody's going to Hannity. So that's where I got a lot of that from, my, that's what I say, on the first page of my book, is that the work ethic that he instilled in me at a very young age has helped me achieve a writer, things that I've achieved in my life in, you know, like I said, when I was at Carnegie Mellon, they said, hey, we like you, you know, let's give you some more responsibility. So at definitely helped map regression to have that kind of responsibility at a at a fairly young age were there any patterns that you initially had in your early entrepreneurial journey that you realize for patterns, produced because of the beliefs that you had around money or the beliefs that you that your parents had around money, I think about the fact that as influential as your dad was in as mazing as he said, an example for you to work hard. You also are adopting, the belief or maybe you're not adopting to believe patrol. So adopting, a belief that the harder, I work the more money I can make the more hours. I stretch myself. More money I could make. So I know that now you found a way to you by Ansari free, which is totally opposite of how that was back then. But these belief systems were implanted in you per side. Did you did you start to recognize some of these beliefs in, in, if you did, what did you do to start shifting some of these rakes? Yeah. That's a really also good question, because, you know, a lot of how we manage our money, the way we deal with other people the way we head or relationships are colored by what we learned when we are very young. And so, I did learn the work ethic, but I think being, you know, I was a first generation college student. And so as I began to go to college, I did realize that up to a certain point, you know, by parents were going to be able to help me anymore in a major way not that they couldn't support me do all of those sorts of things. But I was embarking on something that they had, I was going to a place that they had never been. So there's only so much that they provide. For me, having not had that experience before. So I knew that okay. I'm going into a new thing I'm kinda going to have to figure this out on my own. And what I did start to realize the way, my, my thoughts and feelings evolved, is that, yes, working hard is absolutely important. And critical is expected. But what I did start to realize is that the people who works smart with folks were really able to leverage their work ethic delivers their times the levers their abilities in ultima build the type of wealth that I felt like I wanted to be able to build in the future. And so it also that might come from a studied engineering, as an undergrad, and so as Pacific industrial engineer, which is about making things better faster and cheaper. And so I think we all want to do things a little bit better. A little bit bigger than perhaps our parents did. And so I, I sort of melded though. Those two pieces of information, would I gain from my parents would have started to learn as a student, higher education, and that has soared to found the foundation form the foundation for the philosophies that I have today? Rob take us across this bridge, because in undergrad, you said that you studied industrial engineering, and I think I read somewhere in your bio right before the call that you work for a professional services from you worked for Deloitte. I worked for big four as well. So I'm wondering when in why the transition? So when I when I came out of undergrad, what to go work for Deloitte. I loved it because they paid me. Well, I traveled all the time wrecked blabbermouth hotel points. You've studied industrial engineering and then you went to go work for Deloitte. Did. How did our why we're in consulting? I worked on the consulting side, not the audit tax side. So I was doing IT consulting at Deloitte, where we worked for a lot of big banks that worked for, you know. Number state and local agencies owner so Ford so, yeah, I was, I was on the IT side. And so, again, it was great baby will travel for flyer miles, hotel points, vacations, or so forth. Again, trying to be perceptive in terms of figuring out how can I grow my success at this firm, long-term would I fell was that the people who were really successful weren't necessarily, the techie guys like me? They were folks who were going out building business, bringing in new clients. So on and so forth, and I said, I didn't want to be pigeonholed as the techie guy forever. So I decided to go back to school and get my MBA with my, my feeling being that. I would go back to the firm get on partner track, and so on and so forth. While I was there though my interest started to change a little bit while I loved it at Deloitte, at a started to think about what they built me out at versus what I took home. My salary was was great. I thought that I could get. What does that mean to the people were not familiar, what's at what I build you out at and what you actually succumb? Oh sure, so I don't know the exact numbers now but let's just say they Bill me out at, you know, four hundred dollars an hour. Right. May maybe they pay me, fifteen dollars an hour or something. You know something of that nature. So I thought that I could get probably a little bit bigger that piece of that pie. So started to explore some other things, I interned in investment, banking, during the first and second year in between the first year business school that environment was really dislike insulting. So I figured if I was gonna do that, I would just go back to consult, but I also entered for a financial advisor Merrill, Lynch. And she happened to work with some professional athletes entertainers in so through that experience with her. I said, you know what I think I could probably do that. And what I liked about that career path was that I felt like I could do well for myself because I saw a lot of finish. Advisors who were successful but I could also do. Good for other people in those two things didn't need to be mutually exclusive, and so that really drew me to it, and I like the aspect of. Listen, if I want to do better, I need to go out and find more clients, I didn't necessarily want to go to the aspect of going back to corporate where I had to wait for somebody else to decide. Oh, we think we think you're ready to make more money. Now, we think you're ready to have increased title. I just did it like that. I didn't want somebody else in control of my destiny in that way. But I'm, I'm okay with if I go out and eat, what I kill if I want more money, make more clients. So that's where the ship game. Although we'll say this. I feel like I will always be engineer. I'm an engineer at heart. I just happened to be applying those principles now in the financial business on the other that now, now let's, let's kinda get a little bit more present. And maybe not so present. But you started to build up your clientele law. Me through the process of building relationships. And, and some of the key things key distinctions you experience, as you started earlier on building relationships, maybe like a failure, or a relationship that you didn't quite get what you wanted to you realize what you did, and we could all take from that and learn from that from that situation. Sure, will the financial industry is funny because especially the financial advisor even at the big firms in our word starting my financial career Smith. Barney, they give you a phone in desk, and they say get to work and you gotta figure it out. And so, I knew that I wanted to work with pro athletes entertainers because I knew that they had a need that I could solve real quickly grump. We're going to get back to this question. But you just touched on something you've had a need that you could solve one, one draw on, on your confidence level, that you could solve this need in what you've experienced up until this point, that gave you that confidence citrical solve this need before we kinda gets you building these relationships. Well, let me also say that that confidence was evolved over time. Because I was I was definitely in a new industry and one of the things that I had to get comfortable with. Listen, I'm pretty social guy got a lot of friends. I like hanging out, but a lot of times that I would go places socially hours, always with. So what? So now I get thrown into this sale situation where I need to be out at all of these events and have people see my face so that I can't build those relationships built my business. But guess what my friends don't wanna go to those events, or, and, or they're not even invited to them. Right. So I had to get super comfortable, very, very quickly with going to all of these places by myself in feeling comfortable in my own skin walking in a room where I may not know most of the of the people there, but being able to strike up conversations again, built Bill relationship building network that way it wasn't the most comfortable thing to do at first. But, you know, when you realize that you sound for this life in. Something that's into to your success than you. You figure it out, you know pretty quickly. So I had to do that. But, you know, in terms of failure, one of the things that you deal with when you're in this type of business, really any business. But specifically when you're in sales is that people are going to tell you know, it's difficult at the very beginning not to take it personally. There were a lot of people who I felt would just work with me just because I felt like oh, soon as I start while they're going to open up accounts with me, and it didn't necessarily work out that way. And so you can start to ask yourself with what is it about me? What do I need to do better? Why don't they wanna work with me, but not realizing initially that it's not about you. Sometimes people are ready to do business with anyone sometimes, especially in the financial industry. They don't necessarily want their business in the street, so to speak with people who they may be close to her in close social networks with. So there are a lot of different factors that come into play with who's. Gonna work with you or not in there were a lot of failures in the beginning and a lot of having to deal with getting told. No. But I built up a very thick skin in those early couple years that I was s McBurney. Look, they had me sitting there cold calling all day. So I would sit at my desk and cold called people for eight hours. Okay. So you call a hundred people in a day, you know, fifty people are just gonna hang up on you twenty people. We'll talk to you for minute until you that they're not interested in the rest may give you a little bit of the time of day. And you may set up a few appointments that takes some getting used to because people don't the average person doesn't have to deal with that level of rejection. You know, on a day-to-day basis, but it helps you build up a thick skin in helps you learn how to deal with objections so that you can eventually get to the point where where people will, you know, you can make the sale, and people will work with you on the and I have a million in one questions in a million, and one thoughts. A ton of different directions. And before we started the interview, rob another, man. You talked about, like kind of talking about financial plan, but as we've kind of unraveled your life and your story, I think that and I'm not sure who this is going to be four. That's listening. But I think that the rest of this conversation will be best served with us talking about relationship building in connecting with others. I think that for you and for many others. There's a tipping point right to where you start out in an industry. You start out in the field, or whatever it is doing. And like you said, you're hunting. You're killing your hunting than you're killing it gets to a point to where you do enough of that to where you build up your business in a certain way and then people start coming to look for you. Right. So before we get to that tipping point. Walk me through some of the early stage game pines like you're walking to these. I mean you're coming into these, maybe you're going to dinners, maybe you're going to meet ups, maybe you're going to conferences and events. What's your game plan what you have on you? What are you pitching? How are you? Pitching walk us through like your specific, like I know you're an engineer, right? So you probably have specific institute doing a specific or Mula of climbing injury to attend, like walk us through some of the some of the game plans that you had back then before you got that tipping point. Well, it was probably less systematic than you would think it'd be getting it was it was, basically to everything that I could possibly go to right. You wanna get as many at bats as you possibly can. And then you have to make sure when you're in the environment that you freeze because you may never see certain people again. You may come into contact with certain people in his in his in that moment where you have to strike, or you miss your opportunity. Right. But at the same time, here's the delicate balance that you have to walk is that you can't go. It's one of these room saying, oh, I'm trying to meet everybody so that you're talking to one person. But then you keep looking out of this out of your eye for who else is walking by zone so bored, because I guys at the club. Exactly right. So eighty you're gonna talk to her or you're going to be looking for everybody else. But you gotta pick one. Right. So, you know, my strategy was, you know, can I go in here and can I at least come out with a few good relationships, you know, not I'm just trying to carpet bomb everybody with my business guard because that's not to people are gonna throw those away. They could care less. Right. But can I go in here? And can I really connect with a few of the people here? Now, if I did know in advance some of the folks, who were going to be there, then certainly I was more strategic about trying to meet them or get introduced new. But if it was a situation where I didn't know who was going to be there. It was more or less. Let's go in and try to make a real connection because you never know where it could go. I know people think that it's a numbers game in into some degree. It is, but large numbers with no connection is not going to help you. So I tried to go in and really meet people. Learn about them. See how I get. Help I before I ever asked them for anything in unselected that was the right way to go, where there were there any south outlooks in your in your sphere that you were kind of holding. You're saying to at the time though question on a book called never eat alone was one of the first books that I read, which is a great just primer on networking, and it was actually written by guy who used to work at Deloitte. Keep Rasi was the chief marketing officer around the time when I was at Deloitte. So that was great how to work, a room soon ruin is a great book, how to win friends and influence people Dale Carnegie, those are just absolute. Timeless classic books that I think everybody should read, if you're getting into any kind of sales, or relationship-building role album, are we allowed to name some of your clients or someone get past clients ones that people make sure you know, worked with? So I worked with football players that have collectively signed about over half a billion dollars NFL contracts. So, you know, one of my best long term clients. In fact, he was in my wedding was Sean Spencer who played for the forty Niners for seven years raiders for one I work with guy. Mike Adams, play the reason flavor Carolina Panthers winning the league for thirteen years. Unbelievable undrafted as played leave thirteen years. Some ROY how did you just one of those one of those guys me through, how you built that relationship in high you got how you got from? Hey, I don't know who rob Wilson is. So now this is my financial adviser. Sure. So I will say that. Okay. So we go back to I was born in new Window World with at least had no idea, how to do it, but you gotta start somewhere. So a reached out to a friend of mine from high school who had made it to the league in just started asking him every single question that I possibly could, you know, in a head some other friends played college college basketball, and they started. Introducing me to, to, to folks. So it was a little bit organic in you just you just find a way you know, you talk about seven degrees, or six degrees of separation. You'd be surpr-. Prized how close you are to people that you really wanna meet, if you're not afraid to start asking people who they know or how you can get introduced, but a lot of people don't want to ask. So you're closer to new thing, so I started to make mile away would really excel A-Rated things for me is that are partnered up with someone while I was asked with Barney, who is already doing this business in a big way. And so instead of going to potential client and saying, you know, I work with, you know, three or four or five guys, I can say that we work with, you know, thirty guys so different conversation to have when you're sitting down with a with a, a potential client. So I definitely started to grow it, organically on my own. And then, you know, my managing director said, AM, I think it makes sense for you guys, the partner up if you're going to be the same space, so that accelerated things for me, but the way that I've because I'm so I'm totally solo. Now, I still work with that clientele. The way that I've sort of built my relationship with those folks is by being. Honest, and trustworthy, and not pulling any punches, a lot of times when you have people who work with celebrity types, a lot of those people just want to hang on, as long as they can get paid. I was never wanted to run my business that way, I never wanted to not give somebody the advice that I would give because I was afraid that they might fire, you know, I would rather them fire me, and I be able to sleep at night, then, you know, not being true, what I what I feel like the best advice for them is in. So sure, I've, I've been fired before by by customers that's going to happen. But I again, I can sleep at night knowing that I was doing the right thing, you know, not just sort of trying to hang around just to get a paycheck. I wanna maybe go into that wound a little bit more, because I feel like that's where we're we'll find some of the gold you get fired by client. What does that do to your confidence level? Maybe your first time you've ever got fired by what would that do to your conference confidence level? Digital did you run? You know, took away for a couple of. Months into where you're just like maybe I'm not cut out for this. Did you ever have any of those experiences and, and what do you do to get yourself alignment? You know, if it helps what questions you ask your so. Yeah. You give fire by client it hurts, especially in this business because it is it is very personal. You know, I'm not selling copiers, you know, I'm trying to help people, you know, live their best life through managing their, their finances is, so when you get when you get fire by Kleiner decides to move their account somewhere else, it hurts it hurts. And so the first the first couple yet definitely not I didn't have the luxury to be able to pull back for a couple of months. You know, you have to keep your business going. But yet as it does this shake you up for a few days or week, Zona. So, for the, you know, maybe do you make a little bit less sales calls, you know, during that following week as you're trying to figure everything out yet. Definitely, I I'm sure I work through that. So it hurts. I can't deny that. But. As you can see you to go along. You realize that some of your clients will be great friends again, when one of my clients was in my wedding but other of those relationships are going to be close. But at the end of the day, it is a business relationship, and you have to realize that you're not married to these folks. And so it's okay when you get a client, you're not necessarily going to have them forever. It's okay for relationships run its course and you know, things will go on as a matter of fact, you may even still be friendly with them after they moved onto a different business situation. So, you know, it takes awhile believe me to divorce your personal feelings with your business relationships. But the sooner that you can do that. I think the better off you'll be so these days, what is what is your? So I know it's improved drastically. But what is your self talk? Now, what is what do you feel about yourself worth whenever something like that happens? Now again, I know it's totally different than back, then it's much more probably focused on the line. Then it's a reflection of something that's other other than, you know, the product that you've produce. Oh, what's that self talk today, yet the so talk is a lot different. Right. So it's a lot different just to put it in the sports framework, your thoughts and feelings about yourself. We're going to be different after you have a couple rings than they will be when you're a rookie. Right. So when you put up some numbers yourself talk is going to be definitely different. Not that maybe sometimes I don't have bad days, just like everybody else. But now I can walk into a room and I can confidently go in there feeling, like I have the cure for cancer, you know, one of the things that I say, in the book, is that if you can't rock in someplace feeling like you have the river cancer, regardless of whether you're selling a product or whether you just are selling yourself. You know, whether just the professional, if you can't walk in there feeling that way, then you're probably selling the wrong thing, if it's a product or you need to up. Your game. If you don't feel confident talking about your own skill level. Right. So I know that seventy percent of NFL players are broke or bankrupt, or a serious, financial trouble, five years or actually, three years after they retire from the NFL fifty percent of NBA players broke five years after the game already know that there is a huge problem out there that they continue to have every time I think I've heard everything another guy has similar problems. And I know that my process has worked, it has been very beneficial to people that I've been able to work with, so, yeah, I can lean back on that and say, listen. I know that I have achieved things I have proven results. So it doesn't bother me. Now if I go in walk in the room and I don't know anybody. But I see somebody who could potentially be my client. I'm going to offer something to him. Now look, everybody can't be your client apples, one of the biggest companies on the planet yet, not everyone. Owns an iphone right? So everyone is not your potential customer. And I came to grips with that. But if you walk into a room and you felt like you had to cure for cancer, you saw somebody that was struggling with that. I would venture to say that you wouldn't have a problem offering the solution it. And so that's how I broke thing I have cure for cancer. Not everybody has cancer. But if they do our offer it if they want it, great, if they don't more power to know for sure that analogy I love, I love it, because every single listener that hasn't business that's passionate about something that you're not passing it to the point where you don't feel like it's a cure for cancer, like you'd like people, people are not going to buy into whatever it is that, that is because you're not into that, right? So, so that's a that's a great distinction that she makes wear. You never cheer for cancer. Although you know, in parts of the world, they don't even know what a franchise is. But in your part of the warden Richard in the impact that you're making, this is life changing unloved that so. So kind of talk about some of that. What are you offering as financial advice? Or what are some of the things that you're doing the spice now? Yes. Oh, that's interesting. The way that I've run my business now is different than what people think of as finish advisors. As a matter of fact, most people who claim that they are quote unquote, financial advisers, or really just financial sales people, you know, I realized that when I was at Smith Barney, and this is the same brawler those firms, you know, they may have financial advisor on your business car, but I believe you are what you paid for, and I did not get paid to provide advice, I got paid to sell things. And so that's not the reason why I got into the business though in so I eventually volved when I started this for with a partner he, and I left, but Barney, right in January two thousand nine right in the middle of financial crisis. And so we, we moved a little bit more away from selling products and things when I decided to go completely solo in two thousand fourteen I don't sell any traditional. Essential products at all. So I'm not schlepping insurance policies that people annuities in those sorts of things my will manage investment portfolios in our provide financial planning services for people. So, for example, there might be young emerging fluent professionals attorneys doctors consultants, whatever who don't necessarily have a hundred thousand dollars portfolio. They manage but they do need the advising guidance so that they can get to that point. So that's why I put this financial planning program out there, so that could work with those folks in, they get ready when they do have the folio on the person that they work with. I have also created some courses in things for people who, who really wanna learn some of these financial topics. So I haven't intro to investing course, for someone who says it I didn't start talking about stock market at the dinner table. And they want to learn I have of course, for that than also developed a course that I call expert empire, which is where I teach people how to build profitable businesses around their unique combination of knowledge. Education experience expertise, because that's literally what I've done for my entire professional career. You know, I studied engineering and became a consultant I went back to school got my MBA became financial adviser mine, entire professional life has been monetize, mex- petits, and I would have so many people reach out to being particularly saying, hey, rob got all these student loans when I created the a young lady restocked, me and said, I have three hundred thousand dollars in student loans with do, I do, and they reach out to me because I think they feel like there's a trap door somewhere. They throw their student loans down they'll disappear. But because that doesn't exist. There's only a few things that you can do to dramatically change your life debate off, so you could go in Bangor, your bosses desk to get a raise hopefully, they pay you more could leave there and go to another job is gonna pay you more. You can get a second job because who doesn't want to work, eighty hours a week, or you can go out and start a business on the side. Well or time. Well, some businesses are cost prohibitive. You wanna go? A restaurant, you'd better have some capital to start that absent that one of the ways that I felt like it was the fastest most cost efficient way to change your mind as is to monetize, your expertise, whether that be through writing books, you know, being an author consultant coach seminar leader trainer whatever that might be monetize, your expertise that you already paid for that you have all of these student loans. By the way, you could start a business like that very quickly. And I'm just now hearing this. I said, I really hope it. I'm just now hearing this, this late in our interview we could we could have really got gotten into business as fascinating. I love or sure, but you know, you can start it very fast. And you could start berry inexpensively think about all of the tools that we have available to us that we could use for free. I mean the way that we're conducting this, call right now using software anything, think about Facebook and YouTube Lincoln Twitter, Snapchat, Pinterest, Instagram, all of these tools that you can use to reach potential customers for free or for very low cost. It's, it's insane. And by the way, if I would've told you I don't know, ten twelve years, that you would be able to pull the ten eighty p HD video camera out of your pocket on your phone and press a button. And in fifteen seconds, you could be broadcasting live to anyone on the planet with an internet connection. And, oh, by the way, you'll be able to do that for. Three if I were to told you that twelve years ago you would have called the psycho word on. Because it doesn't it doesn't make any sense in actually, it doesn't make any sense today. But that's where we're at. I don't know if it will always be that way, but there is a tremendous opportunity now. So I created that course to help folks in just in general for people who are really trying to get their financial life together. That's why I wrote the book that I just released call secure bag create the life you desire by managing your money like you mean it because, again, I had a lot of people reach out to me saying, you know, I don't know anything about money, doing well, but I don't know where my money's going or I'm not doing well in any to figure out how to do well, so I've been doing so much Macarena over the last fourteen years at have been in financial industry. I finally sat down. I can pout all of the concerts that are produce over the years and put it in one package. And hopefully it helps people started take control of your financial life. Ron this'll investment has been mazing interview. I think we've learned so much about relationship building so much about just financial systems in general. And got met you in Jamaica few weeks ago when we met, we had we met on dinner on the beach. So imagine that everybody to make on beach, and we got to talk and we were like, hey, let's get you on the podcast. So let's talk about your lifestyle design, and the typical individuals lifestyle is nothing like that. We're living. Why did you want this? Like, what, what made you what made you so different from everybody else that you were just like I cannot be in this box like you started in orbit in the general corporate scheme. Now you're your own boss. What, what gave you that this, I on talk about the lifestyle design that you wanted to create that you've now created for yourself again? I think it may be the only child syndrome, but I just liked being able to this beat them all drums to be in control of my own destiny. And I also think against say, my mother sort of struggle with the finances, but she figured it out. We're wearing another. I don't know how she did it. But, but seeing her struggle with something that I just I never wanted to have to do. And I. I knew that I wanted to enjoy my life at it necessarily want to go into the same place every single day. In do the same thing over and over and over again. I mean I had an internship in college at GE and look a great company. Right. But I just didn't want to go to their or a company like that, where I was just gonna do the same thing over and over and over again. It's all wanted to be in control Romero Desi that would drew, that's what drew we'd do consulting because I knew by experience would be buried at work with different clients at work in different industries, and it definitely provided that for me. But as I began to expand my thoughts on what was possible. Right. I didn't necessarily think that a lot of these things were possible, when I was growing up because that's not what I saw every day. But when I began to be exposed exposure, such big word for me. Because even if you think about people that I grew up with my neighborhood, who some of them aren't with us anymore. Some of them are in jail or in bad situation. I'll tell my ass myself will what, what may be different. How did I not go down that path? And a big huge part of it is exposure when I was a very, very young. I was so fortunate to be exposed to a lot of different things. So they vermillion the quote unquote, gifted class. Right. So I could go to another school when I could play with instruments, get on the computer in have these experiences and go to these different places, and I benefited from that, and I'm saying, well, maybe if you had given my counterparts though, similar experiences, maybe their lives would turn out differently, but it's almost like we started to predetermine who's going to be successful. Who isn't when we're in elementary school in? I think that that's a shame. But one of the things that, that separated me was exposure, so that helped me in terms of pursuing college, and so on, and so forth, then as I got more exposed to what success actually looked like out in the real world, not just there mile bubble what I see around me. I said, wait a second. There's a lot more to this than I ever fought. And so I started to read in started to get books. I started to go to seminars. And when that expands, your, your belief of woods available to you, and you say, we'll, but this person grew up in a similar place to me. He's you know he's not from another planet. Okay. Or she if they can do it. I could probably do it too. I just need to figure out how and my curiosity just said, let's figure it out. Let's see what happens. And you know that sort of led me down the path that I'm walking on today lifestyle design acceleration acts. What is your favorite before the millions? I was safe think, and grow rich by Napoleon hill. That is one of the books that totally completely changed my paradigm. You have to get your mind, right? Before you can really be in a position to accept that type of welcome to your life. So I love that book on love. I love it as well. What is your favorite lifestyle design app? This can be a business app or tool if I can cheat and us, too. I'm gonna say mid the mid app, which is a personal finance app that allows you to track and categorize all of your spending, absolutely essential. If you're going to be in controlling your money, you gotta know where your money is, and where it's going, and then also the credit karma at which is a pre AP where you can check your report, and your score totally for free so that you'll know where you stand you could make changes. And there we go to borrow money, you can get the best rate. So those are two that that, you know, I'm almost in everyday. Love it, too. That haven't yet been recommended and over one hundred sows and you guys should definitely check out those X. Okay. What and this is the follow up to our previous conversation. What enjoying most about the way your lifestyle is currently designed? Being in control of my own schedule. Now say that would a little bit of caveat. I do have clients class can be demanding. I work with busy people you. So sometimes you have to be flexible. But you know, if I need to go to an event with my wife, I can make that work if we need to be Jamaica for week for conference. I can make that work, but due to technology to work from anywhere on the planet. So I love the flexibility that I have to be able to spend time with the people that I care about. But also, you know, take care of my business at the same time, what were the sacrifices that you knew you had to make before the millions to get to where you are today? A new that there was going to be a big sacrifice in terms of my time, because there are things that you can't necessarily go out. And do when you're focused on building a business when you have to eat what you, you can't always be out with your friends having drinks or whatever it might be afterward. You can't go see every movie you can't binge watch every team. Even show because you have to be spending that money of that time building and getting better at your craft and bring in new clients. So there was definitely a sacrifice of time in the early going in order to have the flexibility on the other side. For sure for sure who was essential to your growth before the millions and why my parents and again if I could cheat a little bit. I'll also say, my, my teacher at a, you know, let's say elementary school because they all made me feel like one that I was smart. And I don't know if they were lying or not. But I believe that. And so, you know it works whatever they did. And I also believe I believe that there were things expected of me that I was expected to do well, I was expected to work hard that there were things that I needed to live up to. I mean to this day my greatest fear in life is having to look back one day and saying, you know, I didn't live up to my potential. That's probably the greatest fear that I have because I know that people have expected that I was going to do something great. And, and I had those expectations place on me. So between my parents and, and some really, really awesome, caring teacher that I had in my life, very early on. That's been very of the wind chill to, to am now and I can destiny relate to those. Those heavy expectations those heavy burdens. So I totally get it last. But not least why do you think so many of us are stuck before the millions even though we have every intention of getting to the millions because it's not easy, and, you know, when you don't have that blueprint. We don't have that road map if you were born into a wealthy family, if you didn't see all of these things when you were growing up, it gives seem unattainable could just seem like there's a big secret that you haven't been let in on, and so you don't know the steps, you don't know the methods in order to take. And so when we don't know things when we're uncomfortable with the past, we take the path of lethal these resistance. And so maybe that's you know going to school doing your homework. Get good grades. Go to good school. Get a good job that's sort of where we have defaulted to. Because that's been beaten into our heads for years and years. This is how you're successful not realizing that if you take a look at the Forbes five hundred or the Forbes wealthiest people list, that's not necessarily how they got there. As a matter of fact, most of those people, you know, they'll get w two at the end of the year. Most of those people are business owners, and that's a completely different mindset, and it's a completely different path that you have to take, but there's a lot of self help books, but there's no not necessarily a book that you can read to tell you how you're going to build the business ex going to give you the life that you more. So because essentially, it's difficult, it's easy to get stuck. But one of the things that I learned as an engineer is that there's a lot of big problems that we have to face in life. But. The thing that I always take from engineering, is, how do you take this big nebulous hard to solve problems in break them down into very, very small pieces that you go do that. And then continuously build on it from there, because you can totally psych yourself out. Let's just take the book. For example, you can totally psych yourself out saying, how am I going to write this book? How do I get it on Amazon? How's the formatting work? How many pages should it be worse? You could be done with it before you even. Right. One word, or you can say, I'm gonna sit down and I'm going to write five hundred words in the next hour anybody could do that. And if you do that enough days in a row, you'll wake up one day and suddenly, you have a book Britain. And so, I think we're stuck because it's hard. There's no blueprint. But I think the way through that is to just take a step back break things down to very, very little simple, small baby steps and take those baby steps and before you know it, you've you've walked. Few mouse. I love. I love it. If I could ask one more question as it pertains, you have kids. Right. I don't have any kids don't have, but I have nieces and nephews. So let's use them as an example. If you didn't have the ability to pass on any of your financial assets or resources, and you could pass on a piece of investing advice that would last your niece or nephew, you know, the test of time, what that simple piece of advice. Be that's a difficult question. One pick device saddled up this specific investing advice. But one of my favorite quotes in the book is where I say, if you're not intentionally trying to get wealthy you'll likely end up accidentally poor and. I think that sums up a lot because you did it mean for that outcome to happen. But you also didn't intentionally do the other thing you did intentionally sit down and look at potential investments. You didn't intentionally look at what are the highest paying jobs. You could pretension get. You know, you didn't intentionally you're spending the see where you could potentially clean that up. So it's about being serious about it because it's not going to happen by accident. Nobody is going to hand anything to you, even if you win the lottery, you still have to get up and go and intentionally go buy the ticket, right? A lot of people go. Why haven't I wanted to lottery yet? Most of them haven't even gone out to buy tickets. So I if there was one piece of advice that I had to say, which I think, is all encompassing is that gotta be serious very intentional about it for not intended, and trying to get wealthy. You're likely the accident report bone there. We have it, ladies and gentlemen, Mr. rob Wilson. This has been simply amazing rather, if people want to hear more about, if they want to learn about some of the products and offerings that you have they wanna get this book, please tell me about the book where can they find some this information? Sure, sure, I would love people to go pick up the book, secure the bag create the life desire, about managing your money. Like you mean it, they can find it at six you're the bag dot me. When it's also available on Amazon. If you prefer to get there, I'm rob Wilson, TV everywhere on social, but I spend most of my time on YouTube. So you're looking for, you know, advice and guidance and those sorts of things in a financial realm will love us a subscription that you can find me at rob Wilson dot TV slash into there. We go. And all of the links will be in the, ladies and gentlemen, as we close out this episode as Altro music is currently playing rob. I, I have a selfish question, and that question is, I want to start serving on a few boards how, and what type of advice would you give can? How would I go about doing that? You know what, that's actually not too difficult, because boards, they need help they need people who are willing to roll up their sleeves and put in work because, you know, a lot of times they're little bit unfunded. They need. They needed vice and guide it. So, you know, I would look up the organizations, who you feel passionate about. And who you want to start serving our reach out to the CEO, or executive director and ask them with the next board seats coming open? And, you know, it'll be easier to which you think it is. Because again, they need somebody like you who is gonna put in the time in there for to help them achieve their goal. So if you do that, I think you'll find some great boards circle.