Right About Now with Ryan Alford
Mindset vs Skillset: The Secret to Business Success with Pace Morby
Tue, 08 Apr 2025
Chapter 1: Why do most people fail in real estate?
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.
Literally, they have mindset issues where they are like... This is Right About Now with Ryan Alford, a Radcast Network production. We are the number one business show on the planet with over 1 million downloads a month. taking the BS out of business for over six years and over 400 episodes. You ready to start snapping necks and cashing checks? Well, it starts right about now. Three, two, one.
What's up, guys? Welcome to Right About Now. We're always talking about what's now. We're talking about business. We're talking about marketing. We're talking about life. We're getting creative today. Creative real estate investing. I've got a real estate investor, TV personality, Pace Morby. What's up, brother?
Chapter 2: How does mindset affect business success?
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.
Thank you, brother. I really appreciate that. I hope you'll continue to listen. You got to at least listen one more time when this episode goes live, right?
Dude, I subscribed on Spotify. I'm subscribed.
You're in. You're in the vortex. Hey, man, that means a lot coming from you. I knew about you. I've been watching you from afar. And then when I'm like, I want this guy on my show, I start digesting. And I'm like, man, this guy's figured it out. And I'm like, so that means a lot coming from you, brother.
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?
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Chapter 3: What is the importance of marketing in real estate?
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.
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.
Man, I like this guest. I like you already, Pace. I liked you before I met you. Now I like all the compliments. I'm like, ah, yes, ah. If I had my sound effects I could do on Friday, we'd be like hitting on them. But no, man, I appreciate that, brother.
I mean, I've been doing it for 21 years and been blessed to work with some of the best and now interviewing some of the coolest, raddest people in the country, yourself included. And so I... you know, it's, it's a passion and, you know, but it's so true what you say, like people have this, I don't know, reflection on themselves that they're worried about what people think.
But if you aren't putting yourself out there, this, you are so limited. It's not that if you can't make a company work, but guy like a lot named Dave Gerhart wrote a book called founder brand and how, if you're not putting yourself out there, you're, you're so limited. The tools and the availability with which to get attention are so great.
To not be leveraging them because of some self-limiting trait is just limiting.
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?
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Chapter 4: Who is Robert Allen and how did he influence real estate investing?
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?
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.
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.
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.
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.
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.
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?
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.
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.
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Chapter 5: How can personal branding impact real estate deals?
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.
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.
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.
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-
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.
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.
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.
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.
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.
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Chapter 6: What are the mindset challenges in business and real estate?
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.
I love that, but I want to break down a couple of those things because I mean, it's so number one, it's like, you know, I feel like I was, uh, I was at church again, like growing up, I grew up in a Southern Baptist church, you know, and you'd sit there and my dad, who's trying to get involved in the sermon, you know, sitting there and the pastor's really touching his heart. Amen. Hallelujah.
Hallelujah. That was me underneath, like as you were speaking through all that. I wanted to give you some amen, some hallelujahs and some praise the Lord's as the old Southern Baptist. But you nailed it, man. I mean, I don't know why people have such a hard time getting over that. I can teach you all day on all those principles you just talked about on marketing.
But if your brain isn't in the right place, you'll never enact upon them. So amen on all of that because it's the biggest problem now is everybody can go learn all these things, but if you don't get out of your own way, you're never going to put it to action.
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.
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.
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.
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?
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.
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Chapter 7: How did Pace Morby get a TV show?
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.
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.
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.
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.
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.
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.
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.
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.
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?
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