Podcast

Episode 121: Powering the Real Estate Industry Through Building Wealth with Brett Tanner

While top real estate agents may sell many homes, that doesn’t necessarily mean they have real wealth. In fact, many real estate agents today are chasing commission checks and are not focused on being truly wealthy.

Brian Charlesworth

Brian Charlesworth

Chairman & CEO

Brian is an entrepreneur and business builder. He has built and sold companies in the software, telecommunications, and franchise space. He’s passionate about technology and focused on changing lives through driving technology forward.

 


Building real wealth is a long-term game. And for most agents, it takes more than just selling many homes. It also takes a willingness to invest and build equity over time.

Let’s explore some strategies you can implement to get scalable results and start your journey toward building your personal and business wealth.

Brian Charlesworth joins Brett Tanner, Operating Principal at Tanner Capital Holdings, as he shares his take on the current market and how his company empowers entrepreneurs in the real estate space to be massively wealthy.


Top Takeaways:
 
(01:56) What Brett loves about Sisu
(02:50) How Brett got into real estate
(08:03) What makes a good deal?
(15:28) Why Brett believes in investing in asset classes
(16:38) How Brett realized that selling homes alone would not make him genuinely wealthy
(18:21) How Be Wealthy came about
(19:29) Why people in real estate should be the wealthiest people in any industry
(20:31) Be Wealthy’s mission 
(20:55) The best way for people with not a lot of cash to dive into investing
(21:42) The importance of finding a great deal
(28.58) What real estate people should be doing in today’s market?
(29:10) The value of knowing your numbers
(30:22) The role of a leader


Connect with Brett Tanner
Website: https://bewealthy.com/
Facebook: https://www.facebook.com/Beawealthyagentbrett/
Facebook Group: https://www.facebook.com/groups/beawealthyagent


About the guest:

At 22, Brett Tanner was flipping homes and was having a blast.  He especially loved the investment side of it. But reading the book Rich Dad, Poor Dad changed the way he thought about everything, and he realized he wanted to be in real estate. 

Brett always looked at investments and retail as two separate businesses. Yet soon, he discovered that these played together well, and he didn’t understand why agents weren’t doing both. 

Because of Brett's early success in real estate sales and investments, he was able to pursue more significant opportunities, which helped build the foundation for what is now Tanner Cap. In addition, his drive for perfection and desire to improve the client experience catalyzed him to establish and manage business operations in the real estate sector.

As Tanner Capital Holdings' operational partner, Brett has updated the family office approach to management and company expansion. As a result, Brett has accumulated his three greatest strengths—operational excellence, linear execution, and wealth management—under the Tanner Cap brand.

Today, Brett is in high demand as a national speaker and mentor in various industries focusing on entrepreneurship, business growth, and leadership.



Episode Transcript:

Brian Charlesworth  0:35  
Hey, everyone. Welcome back to the Grit podcast. This is Brian Charlesworth. I am the founder of Sisu and the host of the show. And I'm really excited today to have Brett Tanner on the show with us. I've known Brett now probably, I don't know, maybe four years, I'm guessing. 

Brett Tanner  0:51  
Maybe a little longer. But yeah. 

Brian Charlesworth  0:54  
Possibly five years. So Brett has built an amazing real estate team and in Arizona. He has kind of how he got started. He now has an expansion team with I believe 10 locations across 10 states. And we'll dive into that. But I think even more importantly, some of the stuff I want to get into. Brett has a company called Tanner capital holdings where he's just been building some massive wealth himself. And Spring, my wife, has coached with Brett for a number of years now. And I remember she came home one time, she used to laugh at me for saying I'm going to be worth $100 million someday. Right? And she came home one time from your event Brett. And she actually said, I'm building a plan for me without you to be worth $100 million. So anyway, I thought that was amazing. I loved it when that happened. So anyway, Brett now has a company called Be Wealthy that teaches everybody how to do just that. So we'll dive into all of these today. Brett, is there anything you want to add to that? And welcome to the show.

Brett Tanner  1:53  
Well, thanks for having me. I'm excited to be here. I love what you do at Sisu. Because so much of what I spend my time doing today is teaching about wealth, right? And so like people and a big part of that it's tracking, scoreboard, and how do you know your wealth, your out there off track. And so that's what you know, built the best company out there to do way more things than just app, but to help people get better understandings of the numbers that metrics that drive business, just kind of cool that I'm here. And it's really what I focus on teaching is the numbers and the metrics that drive wealth of people's lives. So it's an honor to be here. And I'm excited to go where we go today.

Brian Charlesworth  2:29  
So we focus on doing it in the business world. And you focus on doing it in their personal wealth world as well. So it's great to see. And I still remember when you guys came down, you had me come down to an event you and Brian put on many years ago. And you guys were talking about you know, how important it was to know the score of the game and scoreboard and back then. But let's dive into just how you got into real estate Brett, maybe go back in time a little bit.

Brett Tanner  2:55  
Yes. So I actually did not wake up and was not trying to be a real estate agent. I got my license, I was flipping homes, and I was investing in real estate. You know, I'm in Arizona and in 2000, 2002, 2003, 2004. And five is a great time. 22 year old kid and I was flipping homes and I was having a blast. Everything about it was great. I loved the investment side of it. I just the book Rich Dad, Poor Dad changed the way I thought about everything. And I knew I wanted to be in real estate. And as I got going, I quickly realized that having a license can help me do my own deals, I got my license only to handle my transactions. And then I had a buddy here and there say, Hey, can you help me lift my home? Or can I buy this one. And I liked the agent side of the business. And I really looked at it and said these two businesses are totally separate investment and retail. But they play really well together. And so I've always run them as two different companies and went on to build a really big real estate practice. You know, by 2011, we were the number nine age in the entire country back then, and went on to build and I just looked at they played so well together. And I didn't understand why agents weren't doing both. And in a lot of rooms, he didn't even hear it like Oh, investing is different. I'm a realtor. And I just always had two different hats at work. So I came into it from the investment side.

Brian Charlesworth  4:08  
Okay, that totally makes sense to me. I didn't realize that. But I mean, when I think about the way you think about things, everything to you is an investment opportunity. And you're always, you're always looking at building wealth, and how can I do this? It's not about selling real estate for you, so

Brett Tanner  4:23  
Real estate is actually the last thing it's funny we think about a deal when I go in someone's living room. It's been a little bit since I've been in there, but I teach our people who want a living room, I'm like, first thing we do is we want to hear how do we buy the home? Like how do we own this forever? Like getting a commission is cool, but I'd rather get paid a big amount of money to flip it or I want to get paid that rent indefinitely. So like, you know, I'm looking at can I control it? Can I buy it? Can I then if I can flip it or can I hold it up? And the last thing on my list is okay, we'll take the list right so just your list the last it's actually the last thing I actually think about, don't get me wrong. I have a really guilty practice, but it's not where my mind goes because it's all about past events. How many wealth building for me, because in the end, right, we all got into business. I don't think we got to see how many hours we can work or, you know how many people we can employ. All of those things are awesome. But we got in there ultimately for freedom, right? And passive income gives you that freedom, right freedom of what work do I get to do? Where do I get to do it? How do I do it? And that was just really what drove me to early on.

Brian Charlesworth  5:21  
So Brett, can you repeat that? You said five things I believe and list to last what are those five things?

Brett Tanner  5:27  
Your first goal? You said that living room is the number one how do I get control of this? How do I get a contract to buy this product? Right? So

Brian Charlesworth  5:34  
So you go in, you want to buy? 

Brett Tanner  5:36  
Hey, thinking about selling my home? Cool. If I could get you cash immediately, would you be interested in now some people say, you know, no, I just want I want to be retailed like Brian, it's not going to be as much as if you go retail. And you either disclose look, I'm a realtor, I intend to make money here. But my first goal is I want to I want to put it under contract to buy. Okay, and if I can't buy it, then I want to put under contract and what I could I sell it to you the investor, I can either wholesale that transaction. And my second thing I'd look at. Third thing is okay, do I want to put money into it and flip it? Did I really want to do that my own dollars? Fourth thing might be do I want to reposition it add square footage? Do I want to change the zoning? Is there some of their highest and best use? Okay, then I go to my database and look, okay, if none of that works, do I already have the buyer field? So I could make you know, I could get both sides. And the last thing, Okay, cool. Brian, I could do those things. I'll just list your home today. Okay, but that's the mindset I enter that with.

Brian Charlesworth  6:27  
So it seems to me Brett, in this market that we've entered over the last 90 days, which has been a really quick shift, right? But it seems I'm already seeing these incredible deals starting to show up. So it seems to me like where you're sitting. This is probably the best market ever, versus where your typical team owner is sitting. It's a challenge. And so, can you expand on that for me?

Brett Tanner  6:56  
Yeah, it's so I look back and I look at when, if I can go back 12 years ago, right, I could just pick you up, and we're gonna drop into 2010, which is right at the bottom right. Let's assume that hit bottom. I look back to what would I do now? I just didn't know. Right. I went to others who had previous recessions. And I'm like, how does this work? And it just wasn't good advice. Well, for me, it feels like just yesterday not 12 years ago. So I know exactly what happens in a recession. I know exactly. The next five things that occur. So I've been waiting, just every day. And the hardest thing for me to do is just wait. So I brought you know, I looked at my portfolio. I analyzed it earlier this year, I sold some of it like the bottom 20% of it turns it all into cash. And so I am sitting there waiting, analyzing deals, looking at stuff, but no, it's this next year or next 24 months will represent an incredible wealth transfer for those that are ready. And so I'm just sitting eagerly waiting, right? We still do. But once we find great deals like we're, our flipping business is still doing really, really well. We just got to buy better than we were before. Yeah, and you know, just for the market, but we're still not we're very active in the investment side right now.

Brian Charlesworth  8:03  
Okay, so if you're looking for a deal, explain to me what are you looking for? What makes a deal good?

Brett Tanner  8:08  
Today, right, number one, I'm gonna go look, usually you're looking at a sold car. If it was a year ago, I'm looking at the sold comps, and I'm looking at yarmuk Well, I'm gonna get sold to here, I'm gonna get up here. Today, I'm looking at the actives and saying, Okay, I've got to be prepared. But someone comes on there and needs to fire sell their home or less than the lowest active fly price and more conservative numbers today than I would have you know, six months ago. So but a deal today, I want to come in there and buy something new the age old investment criteria be 70% of the ARV, after repair value, minus repairs, right, that's a solid deal. So whatever the final sales price would be 70% of that number minus your repairs, that would be your buy price. And that's an age old, tried and true. But I'd be very conservative my numbers, I'm looking for inventory supply, for certain area I'm looking at, it's got tons and tons of inventory, I got to be aware of that and go, I gotta just put more, you just gotta get better at evaluating deals. But that's a deal. We do a lot of stuff. So that's our, that's our asset side. We do a lot of stuff on the debt side of things when I'm trying to buy a home and be the mortgage ultimately to buy that home, sell it to a borrower and I want to carry that paper back for 30 years and

Brian Charlesworth  9:18  
That's what a lot of that I believe. I know springs talked about. We're not doing that yet. But I think that's a great way to do it. Because by doing that somebody cares about the house right? They're going to maintain it, it's their own. And if they foreclose great, you've made all your money you've gotten an upfront payment so what is your hope? What is that true model share more about that with me?

Brett Tanner  9:41  
I think it's honestly the deal I teach off of super simple deal. So I went out to a rural I went out to Alabama, this is called three or four years ago, but that's Alabama bought a home and it was listed let's just say be worth as it sits about 80 grand. I'm mailing direct to the seller so I get a call motor I was able to buy the house for 50,000 about, okay, it's worth at, I sent the mail did a buy for 50. I turned around, I cleaned it up a little bit only took a little bit of money into it very little, I like to sell my seller financing deals with no repairs. So I put it back on the market at $99,000 and took a $10,000 downpayment at 9.9%. And I financed it for 30 years fixed mortgage, and the payment on that $774 per month, right 30 year fixed no different than your mind mortgage, I'm offering the same thing, it's just the rates a little higher. Now keep in mind, I was doing this deal when interest rates were three and a half selling a 9.9 percentage saved the borrower. When rates are three and a half a little harder today, I tell someone 9.9 They're like, wow, that's super cheap. So that deal I'm into at $40,000. And I'm gonna collect $774 a month for 30 years. So people always ask like on the debt side of things, number one that payment that's 774. That's just principal and interest. So same with tax and insurance, we'll call it 900. All that home would rent for $1,000. So the fundamental belief is that a would you rather own a home for less than you could rent it for? Well, of course everyone rather Oh, and if it's cheaper. So imagine you go down the road two or three years and this borrower they fell on tough times, and they go look and rents have increased. And they're like, well, let's just move out. It's hard to make these payments. But the property across the street you want to rent is now 11 or $1,200. It actually cost you more to walk away from your home where you're not going to do it plus you fixed it up, you're putting money into it. And so it's it we're creating homeownership, we're adding value to other people and the financial return to me, and that's the narrow I just gave you. It's about 20% annually, I'm making all my money,

Brian Charlesworth  11:38  
Brett, just I'm gonna take that one investment, you bought it for $50,000. You sold it for $99,000. You financed it for 30 years, and $774 a month. And if I were to look at the entire payments over the course of 30 years, what is the total of that?

Brett Tanner  11:55  
The total that I can do real quick for you here, I'll do it, the total is 774 times 360, 278 grand.

Brian Charlesworth  12:02  
Okay. So that

Brett Tanner  12:06  
It would be a total. But on an annualized basis, though literally, you're one, assuming they paid out the whole time never prepaid, just paid 360 straight payments, that annual rate of return on my money is just shy of 20%. Okay, keep in mind I'm point No. But I charged them off of the 90 off the $90,000 loan amount, but I'm only into it 40. So basically doubles my interest rate from 9.9 to be just a little shy of 20. Okay, if they pay it off your one, right, as you know, the amortization schedules work. So year one, they got a 90,000 mortgage look into your 189 800. If they refinance your one, well, my returns 100% I'm only going over 40. And I 89,000 back. And so debt financing is fascinating. Because even if they, if the borrower doesn't perform three or four years down the road, and the market does this, it doesn't matter to me. 

Brian Charlesworth  13:02  
On an opportunity like that, right? Is that one that I need to pay cash for? Like, if I'm going to be the bank, I probably don't want to have a loan on that property, I'm guessing, is that accurate? 

Brett Tanner  13:12  
In an ideal scenario, what you would do, and there's lots of different ways to do this, but one way I go in there, but I do that deal. Okay, and now I've got a loan for 90,000, profit of a 40, I could go to a bank and borrow against that note, I could pledge that collateral, and go borrow against that if I wanted to, right, as another option. Let's say I wanted to get my 40 grand back, I could go to you. But I'm like Brian, hey, you got a lot of money you just sold your company made a ton of money, I'm going to sell you payments, how many payments would you want, I'll sell you the next five years and my payments 774 a month. And I could do the calculator the minute and basically, that probably raised my 40 grand back, I'm not gonna get any payments for five years, you're gonna get every month you're getting a 770 for your loan amount to me a 40 grands paid back with whatever interest rate we agreed on. And I still own the remaining 300 payments on that deal. And I'm into it for zero, right? And that's where people like when we teach our events, people's heads start exploding. So I'm like, Yeah, you need a little bit of money to do this. But there's so many ways to get the money and get back at it. It's just it's the financial modeling of the truly wealthy that people just, I didn't know this stuff, right. Like I was like, I had to do everything here but I could go raise, I've sold partial payments, what I just described is called selling a partial, I'm selling you part of the payments to go raise money so I go do more and more deals. And then at some point the cash flow gets so significant, you're able to just you know self on yourself and kind of do your own thing.

Brian Charlesworth  14:37  
Okay, so I remember going to dinner with you here in Salt Lake. And you guys came out here, we went to market street after you had been in an offsite two-day straight seminar, learning about I'm not sure what but I know it's about investing. But here's the thing you've invested in yourself to learn all of this, And like you've become, you've really become like a master genius investor basically, as far as mostly real estate, I'm guessing it's mostly real estate that you do, do you do play in the stock market at all?


Brett Tanner  15:26  
No, I do nothing in the stock market. And so I believe in investing in asset classes that you know more than anyone else, my primary one's going to be real estate. So it's gonna be our debt, or the asset around real estate. That being said, that's my investment companies, right. So I take that kind of on the venture side of things like I'm looking at a weird financial product, it's kind of like Venmo. For earnest money as example, I'm looking at a medical testing, or a testing lab for cannabis. So I'll take the business tools that we have right now. We learned how to run, we've learned to run our business, and I can apply that same skill set. And so I would be an investor, but yet I want to bring something else to the table, like some sales strategy or whatever. So primarily, my investments are either businesses or real estate or debt.

Brian Charlesworth  16:13  
Okay, great. So how many years of investing in yourself have you done to learn this seems like probably 20?

Brett Tanner  16:21  
Oh, 15-20. Where this all started is I got my license, and I became one of the top agents in Maricopa County, the biggest more transactions occur in Phoenix, Arizona than anywhere else in the country. It's where all the weird stuff like all the Zillow offers all starts here, there's just so many transactions. And I got the opportunity to be in the top 20 agents in the valley. And some of these would have been the top in the country. And I went around that room, they didn't do it forever. And when I realized, these are the top people in my entire industry, my stay in none of them were really wealthy. And they've been doing for 20 or 30 years.

Brian Charlesworth  16:54  
Spend everything they make, right. Spend everything they make.

Brett Tanner  16:57  
They spend 100% of it, they got a great kind of great house, a great car, right? You know, it was really great car, but no real wealth. And so I looked at that and said, I just don't want that to be me, right? I'm 26-27 years old. So I started studying what are the really wealthy do, that that was the start of my journey. And I realized that no matter how many homes I sold, that alone would not make you wealthy. And that was the start of it. And from then it was right starts with books and podcasts and getting around. But pay train, really, I mean, like I go today, I find a new strategy and wealth that I want to do I find the number one authority in that space. And I just say what does it cost to spend a day with you? And I just write the check and go, you know, I'm blessed to be able to do that. But millions and millions of dollars. Yeah.

Brian Charlesworth  17:44  
Yeah. Which I love. It's amazing. So now Brett, you're on this mission to share this through your Be Wealthy platform? Have? You want all realtors and everybody right beyond real estate, I'm sure, but really, I see there being a massive opportunity here for you to share this with other realtors, real estate team owners, people who are making the money, maybe they haven't saved the money. And so you know, you're now sharing this be wealthy and turning these people all into, you know, multimillionaires, right. So share more about that, share more about the wealthy how that came about. And I know I think it's amazing what you're doing.

Brett Tanner  18:26  
Well, thanks. So I've been a coach now for a really long period of time. And originally it was coaching helping people build their business, right. And so I did that, and I loved it. And I love I'm good with those conversations. But what I was always drawn to is like, Hey, we're building your business. But can we just build it so to get this amount of money, so we can go buy these assets, and like that was a part of the conversation that I would kind of tolerate the business conversation because I wanted to help them with their money in a passive income. And so I had another coaching business and I wanted to go, I only want to teach people wealth building, right? That's all I want to do. It's the companies need to be wealthier, it's all weekend, and COVID hits. And Spring was one there with the first event we had, you can only have 10 people in a room of 10 people there. And I said guys, I don't even know what this is. It's maybe an audience of one moving forward, me. But this is the room. And this is a conversation that I always wanted to have in my life. And I want to have this conversation. So we did a day and a half. And I said moving forward. I think we do this three times a year, and that's where being wealthy was born. And so today we've got a couple 100 people now in our mastermind at least three times a year and, and the friend the fundamental idea that I'm trying to change is that people look at real estate agents, right, like just a little bit better than like a car salesman. There's no knock on the car salesman, right? But they don't look at real estate. It's like, oh, wow, you're a realtor. And I think people should because I think real estate agents or people in the real estate industry should be the wealthiest people in any industry. They should look at our industry and go oh, your real estate honestly. You're crazy wealthy. And so because we have access to the number one asset that all the wealth The if you go look at the Forbes top 100 billionaires, most of them like a lot of tech, right. But a lot of the underlying asset, what they got into is real estate, right? I mean, Bill Gates is one of the biggest real estate guys today on the planet. So I just believe that agents should be taking their expertise that they already have, right? They know what they can buy a home for. They know what they can sell it for, and they know how to fix it. Why aren't they making the money instead of whatever the agent does, they go serve it up to one of their investors, and they go make the money. And so we're a be wealthy, that's our mission is we want to empower entrepreneurs, the real estate space to be massively wealthy. 

Brian Charlesworth  20:37  
Okay. So if I'm listening to this podcast right now, and I've been in real estate for a long time, I'm probably going wow, why didn't I do this a long time ago. And you know, I may not have cash sitting around to your point today. So how do I best dive into this, if I don't have a lot of cash, because if I have cash, I think this is a pretty easy thing to dive into. If I don't have cash, and haven't been saving my cash, what's the best way to go build that, you know, line of credit, or whatever I need to do to make sure I have the capital to be able to execute on this.

Brett Tanner  21:14  
So here's what's fascinating, right. And I hear that a lot, like, Hey, I don't have the money, but I've had a good income, or I just wanted the money, what I would always tell you is you just need to know how to find a great deal. The money actually is everywhere, like you and I could be forced to like, give all of our money away. And it's you and me, we're gonna drop in different cities, if we had an incredible deal, it would take you and I half of an afternoon to find the money for that deal. Like I'm getting the greatest deal ever. The money's easy the deal and be able to present it's the hard part. And so what I would say is if you don't have the money, that's what's needed. What's needed is how do you know how to underwrite and find a great deal? Once you have that thing, go find the money early on, where we started this conversation, I was flipping those homes by myself, I had basically to find a great deal. But I had an investor come to me and said, Brent, I'll put up all the money you ever need it. I'm like, I don't know that I want to do that. And we were really clear on the operating agreement. Basically, I got 50% of the profit, he put up all of the money, this kind of funding your millions and millions of dollars to the 27 year old kid. And I made this guy notice. And one day, I just gave it all back. I said at the time, I got a lot of money, I'm gonna just do it myself, because we're going to have to you and I still have to, we still invest together to this day, just on that particular what I had is a skill he didn't have I had the ability to find great deal. So let's say you're looking at this, you don't have money, you don't need money, you didn't know how to find a great deal, how to analyze it, and how to position it for people with money.

Brian Charlesworth  22:37  
Okay, so again, I'm in real estate. I know the real estate industry, I know how to find a great deal. But even though you say I don't need to find money, how do I, where do I go to find this money? Because again, if my real estate, my background is real estate, that's the side I don't know. Right? 

Brett Tanner  22:55  
And that's really what we teach I so I just say go to war, we got a free Facebook group. And I don't know if I'm allowed to say this but free Facebook group be a wealthy agent. Anything. It's free, it's absolutely free. There's no like it. We provide a lot of free content there. Right. We live the wealthy Facebook group Be a wealthy agent. Yep. Go there's the wealthy. Yep, request to join free group, we put a lot of content there. So if you're there, what I'm saying is we gotta get this book together. But your investors in your database, if you're an agent on your you already have investors that are most people that are calling you every week, hey, if you find a great deal, bring it to me, and I'll let you represent me and get 3% just to flip the conversation around. Hey, Brian, I don't really take my deals to investors. I don't do that anymore. What I do is partnership, would you be interested being my partner, if I found you a great deal? Right there, all I did is I turned I'm gonna go find the deal. I'm making you my investor agents are getting hammered every day with you know, Brian, go find me a deal. Make 3% Just change the script, be their partner. Take your 3% and 50% of the profit. And you're providing them an incredible service and you're helping yourself get wealthy.

Brian Charlesworth  24:03  
Yeah, and you're making it easy for them if you position it correctly. So okay. So Brett, you have recently started expanding your team across doing expansion teams, basically, that's always been a strong KW model. You're at KW, you're building expansion teams. And I believe you're in 10 Different states now. Is that right?

Brett Tanner  24:26  
Look at 10 locations going? And yeah, we do it a little differently, right. So there's lots of different models out there for expansion. Ours is, again, I'm passionate about wealth building, right? So we want to partners to go build their wealth, right? So we do a different model where they own the business. We're just powering, right? We're using our technology, which Sisu is a big part of we're using our CRM, we're using our internal technology, and our market, as we already know, works to create investment and wealth opportunities. So we bring that to our partner. They go run their business, and we're just taking a little small piece of revenue to power them. And we believe that we've laid the framework, we spent a long time just making sure it's right for the 10 people. And now we're on that mode of scaling, we'll add, we'll be in 100 locations probably by the end of next year. And so it took a lot of time to get the backend dialed into where we can go deliver on that value prop, but we're there we're scaling it. And we think it's unique and different, where we're not, we're not taking half of someone's profit, we're powering them and helping them build wealth. 

Brian Charlesworth  25:25  
Yeah, so. So it's a different model than a lot of these expansion teams that have 50-plus locations, where instead of taking 50%, you guys are taking a smaller percentage, and your base 

Brett Tanner  25:36  
Of revenue. Yeah, 

Brian Charlesworth  25:37  
You're taking small percentage of revenue, and you're basically powering them to do exactly what you've done in your business.

Brett Tanner  25:45  
Use our dashboards, use our technologies, our system that we know work in these tender play, we got it working, just use that plugin, and a lot of cases, we're lowering those costs dramatically, right? So you got better tech, better way of doing it, it's a lower cost to them. And if they wouldn't assembled all this to themselves, and then let's beyond that, they're like, well, let's go to your real estate team, right? Let's make sure the financials are right, let's teach you about the financials. And then I'm gonna show you the next thing for you. Right, like, are you buying out? What are you looking at what's the opportunity or market and then in some cases, we'll even put up the capital like we might lend or partner with him on investment if they needed us to, but they don't need us just use our technology and training. Because, you know, I've got this huge trading business that's teaching people to be wealthy, they plug into the Be Wealthy world, right? And, that's the whole game is how can we help an entrepreneur, be powered up and go faster, get more results? 

Brian Charlesworth  26:35  
Okay. So Brett, if I want to get in your world, and I want to be wealthy? I know you have a bunch of events. So what events do you have coming up? What's the best way? You talked about diving into Facebook and being a part of that group, but what else can I do?

Brett Tanner  26:49  
Yeah, jump in there. And you can direct message me once you're in there, you know, tag me grab me there, Brett - brett@bewealthy.com. That's my email comes right to me, shoot me an email, tell me what you're looking for. We've got a mastermind coming up in February, that Spring will be at, it's in Nashville, this time. So we love it, you know, you could talk to you our mastermind or a higher level training we do there. But we've also got a product. The last thing I'd say Brian is we've got a product every day, it's called scale to wealth, it's five days a week, a live call with someone that runs a business of mine. Right, I do the Wednesday call. It's all about wealth building. There's a Monday called Operation, there's a Tuesday call, it's on your investment business, the Thursday calls on retail. So we got every day, it's a live call, I've never seen someone offer a training program like this and our ideas, one of our customers needs help on Tuesday, pop on the call, just jump on there. And the last half of the call is anything you want. We've got a back in LMS software where you can go in, you want to learn about debt financing, the seller finance, like that example I gave you, there's six hours of training just sitting in there. That's called scale the wealth. That's every single week, every single day of the week. And that's like 500 bucks a month for that whole product is you could consume hundreds of hours of information. So we kind of no matter where the person is that we can meet them on the field. But again, our goal is to power the real estate industry to go create wealth and have a different conversation and create more meaning and what they're doing.

Brian Charlesworth  28:15  
Okay, so I don't know about you guys. But I know that every time I hear Bret talk, I'm like, I need to spend more time with Brett. So anyway, I'm sure you guys feel the same way. So dive into some of those areas and go to some of his events and just get to know Brett because it's going to make a difference in your lives long term, which that's what it's about. It's about building wealth. So I love that you're doing this, Brett, congratulations on your success and sharing this with people because I know this is blown up for you. And I know why because it's a tremendous amount of value. So anyway,

Brett Tanner  28:47  
I should have said before I just go to bewealthy.com. And you could book an appointment. There was a whole calendar thing there. But bewealthy.com will give you tons of information on what we do. 

Brian Charlesworth  28:55  
And that's probably the easiest thing you guys go to bewealthy.com. Brett, is there anything you want to share before we wrap up today? Just about what people should be doing today in today's markets?

Brett Tanner  29:05  
Well, I'm gonna answer that in that I think my answer is what you do. And my answer to why people should be doing is today's the day you got to be dialing in your numbers, your conversion rate and there's never been a tough ever that I can think of has been more important to know the numbers to power your business and so we dig into our like I'm more close to the numbers in every one of my companies than I ever been. So I would say right if you're using Sisu, go get in your numbers that make you understand the change that was in your number right what was it six months ago? What is it now? Right for all of us we're gonna have to have more appointments and more contacts to get the same number of sales that we have. Now how much more is going to be market by market driven so do I know those numbers right now and so that's what my answer to you I leave you with is go plug back into what you guys do. I know you got tons of training around what you guys do, but I would dig back in it's a now's the time you've ever been like, hey I'm kind of partially looking at my in there. Using 82% Well, now's the time to get that last bit and make sure you're 100%. Knowing your numbers, no need to fix it. Look at the dashboard behind you right now. It's got that. That's right. So

Brian Charlesworth  30:10  
That's brings business back there, so

Brett Tanner  30:12  
Right, but like now's the time to go dig in. I would leave me with that. Now's the time to go dig into those numbers understand what actually changes it.

Brian Charlesworth  30:18  
Yeah, I would add one thing to that, which is, it's critical, you know, your numbers. But it's also critical you take action as a leader, and make sure your agents are actually doing the activities, right? Because agents have gotten a little bit lackadaisical maybe a little bit lazy over the last couple of years. And maybe a lot. Yeah. So I mean, it's time to force them that I mean, as a leader to make sure they're actually working a full-time job. Right? 

Brett Tanner  30:47  
Yeah, the day, I mean, it's just the last couple years, right, the way it just hasn't been real, right? We've been in Yes, it's been amazing, but it's just not reality. And so now reality set in, and now the great business owners that understand their numbers can take massive market share. Yeah. 

Brian Charlesworth  31:01  
Okay, Brett, it's been fun having you on the show. Always a pleasure. Who knows, maybe I can make it out to one of your next events myself. I'd love to dive deeper into some of this. So anyway, 

Brett Tanner  31:11  
Anytime you want to come, we'd love to have you there. I appreciate everything you do.

Brian Charlesworth  31:14  
All right. Great to see. Thank you so much. 

Brett Tanner  31:16  
See you, bye.

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