Pace Morby
Appearances
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
99% of people fail in getting into real estate because of one thing, and it's because of mindset, not because of technique, not because of their sales skills.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
Is a major deal and it's why guys like grant cardone You know on your on your show and elena cardone and other people you've had on your podcast Continually succeed because they don't just brand themselves on social media They brand themselves every time they open their damn mouth, even if there's no camera turned on absolutely Unbelievable. So anyway, that's bro.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
I love, I love the topic of your guys' podcast. I love it because not a lot of people are doing this in the way you guys are doing this. I freaking love it.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
Have you ever seen those movies where somebody's in a prison cell and the guards throw the food on the floor in front of the prison cell and they have to reach through the bars and grab the food? Oh, yeah. So like imagine your audience, right? And the people that you guys are basically liberating from their mindset issues.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
And I know your partner doesn't call it mindset issues, but you know, the audience probably recognizes that. So imagine if you're the audience listening to this and everybody's trying to feed you, right? We're trying to give you technique for real estate, technique for marketing, technique for all this stuff. It's kind of like throwing food in front of you while you're in a prison cell.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
A question I get all the time is, hey, how do I get private investors that will invest in my real estate deals? And I'm like, host content, talk about what you're doing, do some marketing, Oh man, but I'm afraid of like what people are going to think of me. Oh, okay. Then great. You're definitely not somebody who's going to take my advice and run with it. You just keep second guessing yourself.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
Like you're going to have to reach through your own prison And you have to pull that information through these bars that you're trapped inside of. Guys, mindset is the key to open up that prison cell so you can just walk out, sit down at the table, hang out with the guards, and eat the food. Get out of your own damn prison. Like, you are imprisoned in some bullshit.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
And a lot of it is, you know, it came from your childhood, right? The way your parents raised you, good, bad, or indifferent. My parents have been married for their whole lives. They love each other. I have 12 children. in my family. I'm number three, but you can guarantee that I got mindset issues, even from the positive stuff that I was, I was learning from my parents, right?
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
Like work with your hands. That was a one big mindset shift for me. My dad's a blue collar guy, right? You grew up in a blue collar family. Yep. Okay. Um, so my dad's a blue collar guy. So the hardest thing I had to overcome was, well, I'm not working unless my hands are making something.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
I literally went all the way through my 20s finding only business opportunities that required my hands to touch them. I was in a prison. And so I wasn't leveraging anything. If my hands weren't touching something, I wasn't making money. Guys, that's a prison. That's a mindset issue of like, you have to physically go work hard and touch things in order to make money.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
And if you don't do that, which is like sales or buying real estate and you have passive income or any of those types of things, or even making a podcast, it's a hard thing for blue collar people to make that shift and get out of that jail. So again, like Robert Allen was saying, he's like, I went around the world for 27 years and taught real estate technique.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
And 99% of the people I taught failed. And it wasn't until I was older and more mature that I saw the patterns all led back to the mindset stuff. It's, what nobody else is doing, but it's what everybody should be doing. I say it's the difference between interesting and important, right?
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
So like the information you give somebody, if they are in a prison of their own mindset issues, basically everything you're giving to them, yeah, it might be gold nuggets. They might be filling up their yellow pad and they might be filling up everything with all the techniques. But in that moment, it's only an interesting piece of information.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
It's not important to them because there's no way they're going to apply it and actually get traction in their business or in their life. And so what I like about you, think about this, Les Brown, one of the greatest speakers of all time is a mindset guy. Through and through mindset. And he generalized it in a way... that it could apply to anybody, but that also can be a problem.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
And I'm not criticizing less, but what I'm doing is I'm saying, I'm giving you guys a compliment in the sense that you guys are utilizing the mindset piece and then bringing it together with the technique. So you say, look, we get out of the prison, Now here's the step, right?
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
Now the technique that we gave you, that really interesting information we gave you, now becomes important to you because you can now apply it and actually see a change in your life. Bro, that's what I mean by, you got people talking mindset, you got people talking technique. People really need to integrate those two because they're nothing without each other.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
So I love being around guys that are cutting edge. I love being around guys that have more experience than me. So subscribing to your channel isn't just because you've had some dope guests. I'm subscribed to your podcast because bro, you know your shit. Hey.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
Okay. Um, dude, triple it goes back to marketing, right? Back to your podcast. So how did we get the TV show? A lot of people, bro, check this out. A lot of people submit their ideas to TV networks that are like fix and flippers or interior decorators.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
When you get the statistics of how many people are trying to get a TV show by physically making an effort to get the attention of a TV network, it is thousands and thousands of people a year. To the point where the networks can't even physically go through all the reels that they get sent, right?
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
We got a TV show by A&E reaching out to us and us actually saying, I don't know if that's a good brand play for us. Maybe the answer is no. Convince us. And how did they reach out to us is because we got past the mindset issues of marketing and we started branding ourselves by doing one thing.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
How do I provide value to the common man who's like, I don't know how to get into real estate and showing them through a very, very easy process. So on my YouTube channel, I have a series called The Real Deal. I've been doing it for a couple of years. And all it is is once a week, I go to a physical property that I really own. I give away the address.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
I go, hey, look, there's a lot of guys that are teaching you how to do real estate that probably don't even own real estate. But I'm going to give you the address. You guys can pull a public record and see this. Here's where I got it from. Here's the recorded call of us contacting the homeowner the first time. Here's us closing the seller on the 17th phone call.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
Here's the software we use to do the follow-up. Here's the lender I use to purchase the house. And I literally go through the whole process and they give away all the goods like in 20 minutes per house, right? And, um, Jamil and I, Jamil and I are on the TV show, Jamil Damji. For any of you guys don't know who he is, look him up on Instagram.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
It's at J Damji, J D A M J I. And him and I are not partners. We're actually competitors in our local market. We fight over the same houses all the time, but I I'm, I'm a Pisces. And so like my blood wants me to just go make friends with everybody. Yeah. And so I go, I'm like, bro, I want to be friends with you. He's like, okay. And it was really weird for him for a year.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
When we speak on stage now, he talks about how he had to fight his natural instinct to not want to compete with me on every little thing in order for us to collaborate. And he's like, I had no idea it was going to lead to a TV show and us making millions and millions of dollars together in real estate and all sorts of things.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
But what ultimately happened is I reached out to Jamil because I kept competing with him on all these properties. And I go, bro, let's just collaborate. Let's buy one together. And he's like, okay, what's in it for you? I go, a friend, bro, a friend. And you brought up like you and your partner building community. To me, community, mindset's number one, right? Having the right mindset.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
And then two, community is number two, the most important thing. And then three, technique then can find its place, right? You have to have other people that are at the same level as you in order for you to continually grow. And then you've got to have people around you that are continually supporting you and all that kind of stuff. You get that. Everybody understands that. It's all common sense.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
And so I go, bro, what's in it for me is we're just going to become friends. So we get him and I both get, um, we both run into a house in central Phoenix and we're sitting there bidding each other up. And I call him up. I go, Hey, asshole. why don't we just buy the house together instead of bidding each other up? So we buy the house together.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
I make a YouTube video out of it saying, Hey, this is my brother, Jamil. We compete in town. But on this deal, we decided to collaborate and see what happened out of it. And A&E was like, we freaking love that. They saw the YouTube video. They reached out and they're like, we want that. We want people that are collaborating with each other. We don't want this whole cutthroat industry.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
Like we want to change the game. And so they courted us for three or four months. And they had 16 other people they were talking to about the TV show. And I'm like, hey, if you guys are talking to 16 other people, it means that you were not very special. So let us know if you end up choosing us, but we're going to kind of go and do some other things and work on some other stuff.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
Two weeks later, they go, all right, we want to do a... a pilot with you. And we go, we don't have time for a pilot. We were, we're not these guys that are doing one flip a year. Like we are both running multi, multimillion dollar real estate businesses. We don't have time for a pilot. So they go, okay, well do us a favor, stand in front of a white wall and film yourself, each other with a camera.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
And we want you to read a rocket mortgage, like fake commercial. We want you to read a lazy boy, fake commercial. And we want you to read a capital one fake commercial and just kind of see how you guys are on camera. And we're like, that's some, that's some low level stuff. Why don't we, so Jamil and I scripted and costumed ourselves.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
And we, we were like dressed up as astronauts and all sorts of cool stuff. And we did this all within like three, four hours, edited all, send it over to them. And they were like, how did you guys already have these commercials made before we even asked you to do this? We're like, we just made these in the last three or four hours. Like, how is that possible?
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
I'm like, because we're constantly marketing ourselves. This is what we do. We are used to being on camera. We love this stuff. And so what they did is they skipped the pilot and they greenlit us and they told the other 14, 15 people they were talking to, they're like, we're going forward with these guys.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
And it was all because we were creative in the way that we were like, they gave us a task and we amplified it 10 X. Like Grant says, like, how do I make it 10 X better than what you expected? And we got a TV show out of it. And now it's a big brand play for us, obviously, showing people, hey, yeah, we can fix and flip. But also, now I'm getting private investors that are calling me.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
And I've got employees that want to work for me. And I've got brand deals. We did a Dawn commercial. Never in my life would you have told me I was going to do a Dawn dish soap commercial. Yeah. And bro, this came from just getting out of my own way and posting on Instagram the things I was doing. And I call it the good, I call it the Clint Eastwood strategy.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
Because people are like, well, what do I post? And I go, it's Clint Eastwood. And they're like, what are you talking about? I'm like, great, best movie Clint Eastwood ever did was the good, the bad, and the ugly. You post the good, you post the bad, and you post the ugly. Like I got my ass kicked today in my business. I lost $10,000 and here's why that happened. And here's the lesson I learned.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
Not everything has to be glorified in front of freaking Lamborghinis. Like you can freaking show people authentic, genuine stuff that's going on inside your business. And they actually appreciate that more than the bullshit. And that's what we've been doing for the last several years. And we got a freaking TV show out of it.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
Well, check this out, bro. So you get Elena and Grant on your show, right? That's amazing move for you. And those, you know, Amazing relationship that you built with them and you did a phenomenal job. I've listened to them a lot. I've looked up to them a lot. And your interviews were just about as good as anyone I've ever heard interview them, if not one of the best. Okay. Great job.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
It was a good brand play for you. Three years ago, I reach out, we reach out to Elena and Grant all the time, all the time. hey, we want to interview you. We want to do this with you. We want to do this. I'm like getting into their world. I'm becoming friends with their pilot. I'm working on my pilot's license. So I'm trying to build a relationship with their pilot.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
I'm trying to get in the back door. I'm trying to do what Grant says all the time. Like, yo, if you're not invited to the table, then sell the water that's served at the table. Or be the guy that serves the water at the table, but somehow figure out how to get a seat at the table, right? So I'm trying to build relationships with people in his industry.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
I'm sending people deals on his team that are looking for multifamily stuff. I'm like, yo, tell Grant Pace sent this. Tell Grant Pace sent this. Bro, I could not get this guy's attention. Anyway, I didn't have the right leverage to get his attention. The second we get a TV show, Now I go into a room with Grant and Elena because we're in kind of the same circles.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
I'm nowhere near their echelon, but we, you know, our elbows touch as we're passing in the hallway, right? Yeah. And I get into the same room and somebody introduces me and Jamil to Elena and Grant. And what do they say? Did they say, hey, Pace and Jamil are killer real estate investors? No. Hey, these guys are some of the most creative people in this space. No.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
They said, hey, Elena and Grant, I'd like to introduce you to Pace and Jamil. who have a show on A&E and it's the most popular show on A&E. That was the only thing. And both all of a sudden Grant and Elena's eyes open and they go, we got to talk. I get their cell phone numbers. Now Elena is going to come on the TV show with us. Bro, it's leverage. Absolutely. It's leverage. It is.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
And like you teaching marketing and mindset to people is worth more than any, anything ever. It is the strongest currency. Check this out. I get a, I go on a podcast. Okay. Five months ago, I go on a podcast. I get an email from a lady. I won't say her name. I get an email from a lady and she goes, I would like to lend you $1 million. Okay.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
Five years ago, bro, I was calling public record and trying to scrounge up people's information that had loaned money to people. So like I can pull up a house and I can see who was the lender on that house. And I would personally call them and I would get turned down because they don't know who I am.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
But then getting yourself out there on a TV show gives you massive credibility, being on Instagram and YouTube and showing people your personality and who you really are. I get a lady goes, I have a million dollars. We just sold a business. I don't want to go out and buy real estate myself. I would like you to invest it for me. And I want to be your partner on real estate deals.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
And I'm like, done, let's get on a phone call. And I raised more money on one podcast than I did in four years of calling on public records.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
A couple hundred people watched that. Yeah, but the right couple hundred, right? And the tough thing about marketing too, of like building a brand and getting into real estate, because here's the thing also with real estate is I could buy a million dollars of real estate, no exaggeration, every single day from what source? Zillow, MLS, Realtors? Yeah, maybe.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
But really, where can I buy a piece of real estate every single day that I want? In my Instagram DMs, bro. Welcome to 2022. I want a piece of real estate. I want somebody to let me take over their payments subject to. I want somebody to sell or finance a deal to me. DM me. DM me and I'll buy a deal. Every day I could buy a million dollars of real estate. It's bonkers.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
It's bonkers what brand can do for you. But I think your audience is like, okay, well, I hear what this guy is saying. It makes a lot of sense, but how do I get started? Like, what do I do first? And what's the time expectation, right? Like, I think a lot of people have an unrealistic expectation when you're building a brand and marketing yourself.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
They think I'm going to post one time on Instagram and somehow I'm going to get like 500 likes. Yep.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
And there's nobody out there other than you guys that I think are articulating. Here's the path. Here's what you do. Here's when you do it. Here's the expectation. Now go to work because it doesn't happen in 30 days. It doesn't happen in 60 days. You know, and then relationships and getting in.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
Yeah, it's really interesting. One of the guys I look up to, his name is Robert Allen, kind of got out of the real estate space, but he was like an OG creative finance guy, right? So Robert Allen goes around the country, okay? Goes around the country. And this dude, like this is before social media existed. This is some gangster stuff he did. So he writes a book called Nothing Down, right?
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
I can tell you one of the most powerful things I've done in amplifying my success on social media has actually been joining masterminds. Thank you. Thank you. Thank you. Thank you. Thank you.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
Thank you.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
So buying a house with nothing down. And everybody thinks, so you've got to put money down. You got to come out of pocket. You got to use all that stuff. He writes this amazing book. The LA Times in 1987 calls this dude out. So they go, Robert Allen's full of shit, right? So they post this in their newspaper. And LA Times back then, like that's how people got all their news, right?
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
Thank you. Thank you. Thank you. Thank you. Thank you. Thank you.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
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Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
LA Times, New York Times, all that kind of stuff. So what does he do? He's so gangster, he leans into this. And what he does is he goes, I accept your challenge. If you think I can't do this, why don't you put me to the test? So LA Times goes, okay, fly out to the LA Times. Come out here. We're going to link a reporter to you. And then we're going to have you guys fly to a random city.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
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Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
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Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
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Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
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Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
And you're going to show us in 72 hours that you can buy at least one piece of property without any money out of your pocket. And Robert Allen's like, this is the greatest marketing of all time. You guys are stupid. Thank you so much for amplifying my voice. So he goes to LA Times in LA. They give him a plane ticket. Back then, plane tickets were a real thing, obviously. I don't know.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
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Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
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Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
real quick, I got a question about this listing that I'm putting up, blah, blah, blah, blah, blah. And it was all in the same sentence. And I was like, this is so great. Like we're hanging out with the kids. I'm working at the same time. Like I've blended the best of both worlds together. And so family for me is critical. Obviously my, my upbringing, but also my,
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
Going forward, you need the cornerstone of my life. Also, as a Pisces, we have this weird thing where we have to have our foundation taken care of before we leave the nest and go out and conquer worlds. And so for me, the foundation of my world, same thing as you. is my family. It allows me to go and leverage my superpowers out in the world, knowing that everything is safe at home.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
Oh, she's got friends and she's realizing a lot of the hard work and sacrifice she put into learning her skill set and now she can apply it and be a super badass at what she's doing. So it's always going to be tough to tear that
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
you know, from her and then say, you can use these same superpowers in this business as well and actually probably serve more people around the globe rather than just in one school.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
It's a great question. It's kind of, here's the question is like, posting on Instagram, like if you're, let's say I'm a marketer, right? And I'm utilizing Instagram, Facebook, YouTube, any of that kind of stuff.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
Um, to talk about my product, whether I'm a company that sells LLCs, um, whether I'm a company that sells plumbing, whatever it may be, if I'm leveraging social media and then Instagram goes, you know what? We're not going to really push Instagram posts anymore. We're going to start posting. We're going to start pushing Instagram reels and like short form content.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
You probably remember that you and I are probably relatively like you actually had a ticket type of shit. Oh yeah. So they fly him to San Francisco. They give them a hundred dollars and they go, you have a hundred dollars for food. We're taking your wallet. We're taking everything else. And you have 72 hours. So Robert Allen, this is the most gangster thing ever.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
It doesn't mean Instagram doesn't work. It just means you have to adjust the way you're posting accordingly, right? Yeah. So it's the same thing in real estate. We are buying just as many deals as we were before. We're still using sub two and seller finance. We're still using all the strategies that I talk about.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
It's just that there might be small little tweaks and changes based on the way I talk to a seller or maybe something that's going on. And I'll give you a real quick example. For a while, they turned foreclosures off, right? They weren't foreclosing on people. And so a lot of where I get deals from are people going through foreclosure and desperately need somebody to come in and help them.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
So for a while, we started going after a different set of data. So foreclosure wasn't really a great data set for us for a year and a half because people are, yeah, I know I'm in foreclosure, but the bank's not going to take my house because there's a moratorium on foreclosures. Okay, well then we started going to houses that are just falling apart and are on code violation lists.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
So people that had a violation from their city because they have a broken window or abandoned cars in the front yard, we started focusing there and we bought just as many houses with sub two or seller finance. It's just, you got to tweak your strategy of how you're finding the houses and maybe what the pain point is that you're trying to solve.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
but we're still using all the same strategies to buy and own the real estate. The one thing that has changed big time is how much money I make. Like we, we made 10, $15 million last year, just in appreciation. Wow. Just in appreciation properties going up. It's like, Whoa, my net worth went up. Whatever a dollar amount is 10 to $15 million.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
My net worth went up just because I have property sitting there gaining appreciation and inflation has changed our industry to a point where like you got to own real estate, dude. If you're, if you don't own real estate, your money is getting eaten to shreds. And so other than those things, nothing's really changed.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
And you know, people can go watch my YouTube, but like the thing I, I, I feel like has made me really successful in real estate has been marketing. And so I look at what you provide on a podcast, right? For free. And I look at what you're going to do with your community. Um,
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
Even a guy at my level that's doing a decent job on branding can learn stuff from being in a community of other people that are marketing and branding and doing all those kinds of things. Bro, I look forward to seeing what you guys do with your mastermind. I love it. I appreciate that.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
I really manage my Instagram myself. So just go to pacemorby on Instagram. I think the most personable place, like if you want to connect with me, is in my Instagram DMs. I answer my DMs on Instagram more than I answer my text messages. Um, and I communicate there by when somebody DMS me, I actually replied back with a video like, Oh, that's a great question.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
And here's the, this and that and blah, blah, blah, blah, blah. So like, It's a really important place for me to communicate. So go to my Instagram, go to my stories, see what I'm up to. Like I document everything. You can see when I woke up this morning, you can see the first thing I did this morning. I document my journey. You can see everything I'm up to on my Instagram stories and DM me there.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
It goes, the first thing he spends a hundred dollars on, he goes to a hotdog stand in downtown San Francisco, buys a hotdog for like a buck. has $99 in change now. And he asked the hotdog stand vendor for a roll of dimes. He gets a roll of dimes. And at that time, also- The phone booth, the phone. Yeah, dropping a dime, right? Like Sublime, some of the Sublime songs, like dropping a dime.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
If you have a question or you need help with something with real estate.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
So he goes and he starts calling realtors in the local area. And this reporter's documenting everything, right? And he doesn't get ahold of any realtors, but he's leaving voice messages all day long. It gets late in the afternoon. He decides, all right, reporter, we're going to go find some like hole in the wall hotel.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
Cause I don't have really that much money and I got to get all the way through 72 hours. So they go find a hotel, $17 a night hotel. He asked the reporter to split it with them. So he doesn't eat up his a hundred bucks. Gets a call back from one of the realtors at 9.30 that night. Realtor says, hey, is this Robert Allen? Robert goes, yeah, this is me. How can I help?
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
She says, hey, I got your message earlier today. I've got two pieces of real estate that my seller that I'm representing is willing to sell to you for nothing down and he'll finance you and you can just make payments to him long-term. The reporter's like, this is bullshit. This is bullshit. There's no way you didn't preemptively know this person.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
So next morning they wake up, they go to the appointment. Sure as hell, Robert Allen signs two contracts where he doesn't come out of pocket to buy the houses. And the reporter says, oh my gosh, you did it, man. You did it. You did it. And Robert Allen says, what's next? Or no, I'm sorry. The reporter says, let's go home. Right? Right. Let's go home. I'll write this article.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
You freaking crushed it. And Robert Allen says, I'm sorry. That's not what's next. What happens next is I still have 54 hours to buy real estate. I'm going to go buy more real estate. He spent the next 54 hours. He bought a total of seven houses with nothing out of his pocket. The most gangster shit ever flies back.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
They report, they do this LA times article saying real estate investor takes the LA times challenge and wins, right? And this one article gets him on stage with everybody you can imagine, right? Les Brown and Tony Robbins. And he flies around the country for literally 20 years. He's flying around the whole entire world because of one piece of marketing blew this dude's brand up, right? Yep.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
And so the point of me telling the story is number one, marketing is always been the most important thing ever in your, in your business and your journey. And if you didn't have Instagram, Facebook, TikTok, all these things back then, it wasn't going to stop the guys that were going to make it happen. Like they're going to figure it out no matter what. Right. Exactly.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
And the second reason why I brought it up is because Robert Allen, after all of these years of is now teaching mindset, right? So he's not teaching real estate anymore because he said, Pace, 99% of people fail in getting into real estate because of one thing, and it's because of mindset, not because of technique, not because of their sales skills,
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
Literally, they have mindset issues where they are like, I'm worried about what my mom thinks. I'm worried about what this person thinks. I'm worried about what my friends on Instagram think.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
So now he's teaching mindset because he's like, I could teach you all the real estate strategy in the world, but you ain't going to do shit with it because you're so self-conscious and you don't want to get in front of a camera and you don't want people to think any negatively about you. And it was the most powerful thing when I first met Robert Allen. This is what he says to me.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
So I just met him this year, right? This guy's like a gangster in my industry. And I have this event that I get invited to in Key West in January of this year. And I tell the guy, I go, I can't go. I'm sorry. He goes, I want you to speak on stage. I want you to speak on stage about your community and your Facebook group and all the things you're doing to build community in the real estate space.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
Bro, I am so happy to be here. I just literally... watched five of your episodes, listened to five of your episodes, and you guys are doing such a freaking great job. I love this podcast. It's sick.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
I'm like, I'm sorry, Tim. I can't go. A&E is filming tomorrow. I can't go. He sends me the dais. And who's on the dais to speak? Robert freaking Allen. Oh, shit. And I'm like, I got to go. I got to see this guy. You're going to go. I'm going to go. So I call A&E. I go, hey, I'm feeling great. We need to push filming back a week. So we push filming back a week. I go out. I go to this event.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
And I'm walking through the hallways. You know how it is. Like you go to events and you're kind of in the green room where all the speakers are and stuff. And I'm bouncing around. I'm looking for Robert Allen. And I see him. I got, you can just, I knew it was him. I walk up behind him. I tap on the shoulder and he turns around and he says, Mr. Morby. Oh shit.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
I'm like, oh my gosh, my hero knows who I am. And I, so I say that I go, bro, my hero knows who I am. He goes, do I know who you are? You're building a community. You're marketing yourself. I am so proud of what you're doing. I wish I had the balls to do what you're currently doing right now when I was your age. And I'm like, you're the guy that freaking blew up the LA Times, right? So-
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
My big thing with marketing, especially with what we're doing in real estate, is if your audience could write this one thing down and this one takeaway, is that your vibe will attract your tribe. And as you authentically post and you're genuine about who you really are, nowadays, people just want transparency. They want people to be genuine. They want authenticity.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
And what happens is you either repel people or you attract people. That's all there is to it. And over a certain amount of consistently marketing yourself and talking about what you're doing and providing value of here's how I do what I do. Here's when I do it. Here's why I do it. Let me know if I can help you, whatever. Those types of pieces of content.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
What happens is over a period of time, your tribe finds you and they then prop you up. And the problem with people and like this whole thought process, I don't want to post. I don't want to be in front of camera. I don't want to whatever. You're still in that phase where you have people that are being repelled by you.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
And you are conscious, you're so subconscious and self-aware of that, that you're not realizing that that is the greatest filtering mechanism ever. Those people need to leave you. You need to repel them. They need to leave your brand. They need to leave whatever you're doing so that you can attract the people who are your real audience.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
And you gotta do it consistently and not be a sissy about it so that you can actually leverage that audience to do the things you need to do.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
It's huge. So check this out. Okay. Marketing in real estate is epic. So yesterday, check this out. Well, actually, let me back up. So two months ago, somebody sends me a DM on Instagram where I get a lot of deals sent to me. So I'm known as a creative finance investor.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
I would say probably the only guy that's articulating out there on Instagram, Facebook, YouTube, in any consistent way about creative finance. There's guys that will talk about it here and there, but it's my core brand. It's the heart of my brand is creative finance. And so...
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
Dude, I subscribed on Spotify. I'm subscribed.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
Everybody knows nationwide, if you run into a deal that can't be sold through a realtor because there's no equity, or if maybe the seller wants too much money, everybody in real estate, my goal is for everybody in real estate to know that I'm the fixer for that problem, okay? So a gentleman... in a greedy gentleman. I'm going to tell you a story about a greedy ass gentleman.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
That's what I'm going to tell you. I love that start. This guy's name is John. He's in Atlanta. He runs into a seller who's in foreclosure. Okay. So the seller is behind on payments, five bed, five bath house, gorgeous house right outside of Atlanta in the suburbs. Seller says, hey, I'm behind on my payments.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
I need somebody to just take this house off my plate and give me $10,000 and I don't care what you buy it for. And so the guy, John, goes and talks to the seller, gets the seller under contract, and then he brings the deal to me. And he's asking for $110,000 on top of what the seller is asking. Okay. So that in our world, that's a wholesaler, right? So somebody locks it up at a discounted price.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
They then say, hey, Pace, I'm not going to buy this deal, but do you want to buy it from me? And they basically take it and they upcharge it. You know, he's upcharging it $110,000. Okay. I'm like, bro, you're now asking me for way too much money. The seller who's in foreclosure, you're not gonna actually help them out. This deal's gonna cancel.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
You gotta realize that the most important thing in this transaction is not the $110,000 you're trying to get. It's a relationship with me. Because eyeballs and marketing doesn't just come from Instagram and Facebook and TikTok and all these things. It comes from face-to-face relationships
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
There's a brand when you meet people and when you do a transaction with people that you make an impression in their brain. And now going forward, when you need another piece of this product. You're going to go back to me because we handled, we did a killer transaction together, whatever. He goes, Nope, I want 110,000. I'm like, bro, you're going to, nobody's going to buy this deal.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
You're going to be, you're going to market yourself as a bad real estate investor in your local market. You're branding yourself, whether you know it or not, you're branding yourself as a greedy asshole. You are branding yourself. You're, you're marketing yourself as a greedy asshole. That's not what you want, bro. I promise you.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
So last night I get a DM from a gentleman named Jamari. Jamari says, Pace, if anybody can solve this lady's problems, it's you. And why is that? It's because I market myself as exactly what I can provide to the marketplace. And it's free. My marketing is free. And now somebody, Jamari brings this to me. And instead of asking for $110,000, I pick up this deal. It's a five bed, five bath house.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
Thank you, man. I, you know, the thing is like, I want to be around other guys that are great marketers, right? Guys that know how to get eyeballs. And what we were talking about before the show is eyeballs are currency in 2022 and going forward, right? And people that don't understand that and are stuck on the conversation, like, how do I market? How do I get eyeballs?
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
I'm going to turn into an Airbnb. I will never have to talk to the seller. I will never have to walk the property. I will not use my own credit. I will not use my own money. I did not have anybody check my bank records or anything like that. I will take over this lady's payments, save her from foreclosure, save her credit, and Jamari will walk away making $10,000 doing this.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
And I get a discount off John's request of $110,000, $100,000 difference, but Jamari wins. And so now what am I doing with Jamari? I'm putting him on my YouTube channel. I'm branding him in local Atlanta as a guy who can go around and do things for other local investors. And I'm like, people don't understand marketing is not just social media.
Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
Marketing is your personal brand in your local geographical area. How are you leaving an impression on people's brain when you're doing business with them?