Joseph Moffett 0:00
And I started changing the story I told myself in that moment. And actually what I, the biggest shift was that I learned was the questions you ask yourself and answer, make a massive difference in the quality of your life. And so every time I would go to the mall from that point, and I’d say I’d look at these great, you know, clothes that I thought I loved. And they said, Is this going to help me get to financial freedom or further what? And when I answered that, I put the clothes back. And I started implementing strategies of paying myself first and paying off the debt and I had to sacrifice in that time. You know, I had friends they would go snowboarding and I’d have to say, can’t make it or hey, do you want to go out to dinner Friday night, when it towards my debt can’t make it. And I spent a lot of Friday Saturday nights in my room by myself because I didn’t want to go out and spend money. But I didn’t just sit there I actually started digesting more personal development. So I kind of got a two for one there and started transforming the way I thought about life and the way I thought about myself and my financial future.
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J Darrin Gross 1:21
Welcome to Commercial Real Estate Pro Networks, CRE PN Radio. Thanks for joining us. My name is J Darrin Gross. This is the podcast focused on commercial real estate investment and risk management strategies. Weekly we have conversations with commercial real estate investors and professionals who provide their experience and insight to help you grow your real estate portfolio.
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Today, my guest is Joseph Moffett. Joe is a he received his master’s in performance psychology. He is an entrepreneur, a real estate investor, a co best selling author. And he’s worked with Tony Robbins for almost a decade. He is also the CEO of Master Life by Design. And he’s done over 22,000 Peak Performance calls. And today we’re going to speak with Joe about business mindset coaching in life and real estate.
But first, a quick reminder, if you like our show, CRE PN Radio, there are a couple of things you can do to help us out. You can like, share and subscribe. And as always, we encourage you to leave a comment. We’d love to hear from our listeners. Also, if you want to see how handsome Our guests are, be sure to check out our YouTube channel. You can find us on YouTube at commercial real estate pro network. And while you’re there, please subscribe. With that I want to welcome my guest, Joe Moffatt Welcome to CRE PN Radio.
Joseph Moffett 3:09
Thanks for having me pretty excited to be here.
J Darrin Gross 3:12
Well, I am looking forward to our conversation. But before we get started, if you could take just a minute and share with listeners a little bit about your background.
Joseph Moffett 3:22
Absolutely. So I grew up in on the East Coast in a small town in New Jersey right outside of the Philadelphia area. I was one of those guys that didn’t know what I wanted to be when I grew up. So I joined the United States Marine Corps, spent five years in the Corps traveling all over the world, lived in Japan for a couple years deployed to Iraq after I got to San Diego. And when I got back from playing in the sand, I was at this defining moment, do I stay in with the career to pension? Or do I try my chances on the outside. So I ultimately made the decision to try my chances on the outside. So be young single 23 in Southern California, I thought that was a really good deal. And I actually got involved in network marketing. And that birthed me into personal development, which absolutely changed my life. And I was in 30 to 40,000 $1,000 in credit card debt three times. So I like to think I’m an overachiever. I don’t do it once or twice, I got to do it three times. But I started taking some of the personal development content, specifically Tony Robbins and really changing the patterns in the way I thought about things and operated and then transformed my life. And so I knew this stuff work. And I just enjoyed helping people and ultimately I was able to become a coach on the Tony Robbins team. And that led me to starting my own business and now helping businesses with mindset coaching as a value add to their existing product or service. And so we love doing that we also invest in real estate are selling so I just find it it’s a perfect combination for what we’re doing and the lifestyle we’re creating.
J Darrin Gross 4:54
No, that’s awesome. I appreciate you sharing that. So let’s talk a little bit About your real estate, and then how you tie that with the coaching. What are you currently invested in? Or how long have you been investing in real estate?
Joseph Moffett 5:13
Well, I started real estate, I started my real estate journey, probably about five years ago. However, one of the biggest things for me was, and I didn’t buy a deal. Five years ago, I started in the process, I let fear hold me back thinking that the market was at its peak, and that I was going to be buying at the top and I was going to kind of, you know, lose money on the deal. And it’s kind of ironic because I here I am as a mindset coach who work with people that work through those challenges, and I was living that challenge right myself. But right now, we’re focused mainly on Airbnb, Airbnb arbitrage. And we’re shifting gears into multifamily five units to 60 units, and even triple net leases in the Florida area for commercial. So that’s our primary focus moving forward.
J Darrin Gross 6:09
Got it? That’s interesting, you know, a motivation. Coach having fear. And I’m curious, what did you do? And how did you work through or overcome your fear to move forward?
Joseph Moffett 6:23
Well, you can see your own blind spots, right. So as much as you know, something, you can teach something you can coach jumping, I needed to have someone that had an outside perspective helped me, I needed to work with a coach. And so I did, I worked with my coach to kind of break through my fears. And at some point, you just have to do it, right. Like you have to take the step, you have to take the action. You never know if you’re going to be a good parent until you have the trial, right. So you have to take the action and, and that’s what we did. We just started jumping in the game. And I knew that the ultimate resource is resourcefulness and no matter what came my way, I would figure it out. I would make I have the connections. There’s a ton of resources, a ton of information out there that will be able to help us overcome any challenge that we face. And so ultimately made the plunge found a good deal. And we just started executing right now. I think for me, that’s the greatest lesson. That’s the greatest teachers action.
J Darrin Gross 7:23
No, no doubt. I think that, at least personal experience. I know I’ve I’ve always had a little bit of trepidation, even though I’ve, I keep thinking like, there’s one more thing that I should have checked? Or, you know, why didn’t I check this kind of thing? And, and, but I’m kind of curious on your end, having jumped in, I’m assuming whatever your fear was, it’s you recognize that, you know, they, once you work through it, and you move forward, it’s work because you continue to invest in real estate. Was there any anything that you know, in any new things that came up that created additional unknown fears that you know, the you didn’t see on the on the front end? Or? Or is it all been kind of smooth sailing oriented?
Joseph Moffett 8:09
No, there’s there’s some difficulties, but let’s be honest, there’s, you’re the best thing you can do is mitigate risk, you can eliminate it. And so the things that I like to do is I like to set up safety checks. And so I know what I know, until something goes wrong. And then I have learning experience through it. And then I can make corrections moving forward. So what I like to do is I like to get people around me that I have in my network that I can say, Hey, can you double check this? Am I missing something? And I allow their second set of eyes to help me see what I don’t see. And if I don’t, if there’s nothing, I’m like, great. I’m learning I’m growing, I’m getting even better at understanding this multi headed monster called Real Estate. And so I always like to have other people double check some of the things for me that’s been fanning out.
J Darrin Gross 8:57
Well, got it. So the other people, are there specific people that you have, or specific skill sets that you you look for when you’re relying on others with your real estate investing?
Joseph Moffett 9:12
Two things one, is I always make the short, I like to decide who I’m going to work with based on values and character, right? Like if we’re aligning values and character, I love it. I like doing business with them. I need to be able to trust them because they can tell me whatever they want. And maybe true, maybe it’s not, but I got to be able to trust them. And I do that through seeing are we aligned in our values? Do they have great character? The second thing is I look at their skill set, like where are they a master at? And I vet them before you know and have conversations and build a relationship with them. And so some people are really good at finding off market deals and if I need to want an off market deal, I would go with them. I pay them or partner with them. But are they really good at underwriting and if they’re a lot better at underwriting If that’s not my strong suit, I’m gonna go to them. And I want to make sure they are mastering their skill set. So I looked for that specifically.
J Darrin Gross 10:08
Now those are two, two, definitely a good good points are definitely that alignment thing. I think, you know, I think more people have challenges when you find out only after the fact after you thought you knew somebody, you trusted somebody, because of the way you are assuming that everybody else works the same way, only to find out once you’ve paid the money, that’s, you know, that’s not the case can be problematic there. So that’s good. So let’s talk a little bit about the coaching. He said, You You were with Tony Robbins for about 10 years. And even before that, so like you were doing some network marketing was was some of the Tony Robbins training. Were you? Were you getting that while you’re doing that and unmasking the debt you talked about or it sounds like there was something that clicked that that caused you to kind of really dig in and, and make it work for you and are really kind of focused on that. I’m kind of curious more about, what what was that? That that you you found that that really made that change?
Joseph Moffett 11:21
Yeah, great question. I saw when I got involved in network marketing, I thought it is a way to create financial freedom. And I went all in on that, and coupling that with personal development. That’s where I discovered Tony in his work. And on my journey of network marketing, I found out what it really was, was a glorified babysitting position, right. And so, over some time, I after about four or five years, I kind of got tired of it. And I was actually in business with Tony Robbins son Jeric. And I met a friend of his who said, you know, hey, I’m a coach at Tony Robbins, I said, I didn’t even know that existed, I want to do that. I love helping people, because I found myself in network marketing, staying up till two, three in the morning, pouring into people because I knew if I help them succeed, that would help me succeed, right. And I just got tired of babysitting people, people quitting after a while, because they didn’t have the stamina or the fortitude to keep going and persevering through difficulties. And so eventually, I did what I had to do to become part of the team. And it was really the psychology shift for me, that helped me be able to come out of that 30 $40,000 credit card debt. That’s strategies that helped me with that. Also, even in my relationships, I had patterns that weren’t serving me there. And then that shifted that. So for me a lot of the things that I was doing, and I found myself always telling myself a story to justify the things that I was doing that I knew weren’t serving me or my financial future. For example, I used to buy, I used to go to the mall and spend $100,000, you know, clothes. All right. And what I would tell myself is, oh, I’ll just pay for it later. Right? How often do we hear that in today’s society with children or young teens that are getting credit cards early, and going into consumer debt right now. And that’s a, that’s a pandemic in itself. And so I would always tell myself the story to justify and then when I realized that we justify the stories in our head, they allow us to have these behaviors that don’t serve us. That’s when it clicked for me. And I started changing the story I told myself in that moment, and actually, what I the biggest shift was that I learned was the questions you ask yourself, and answer, make a massive difference in the quality of your life. And so every time I would go to the mall from that point, and I’d say I’d look at these great, you know, clothes that I thought I love. And they said, Is this going to help me get to financial freedom or further what? And when I answered that, I put the clothes back. And I started implementing strategies of paying myself first and paying off the debt. And I had to sacrifice in that time. You know, I had friends, they would go snowboarding and I’d have to say, can’t make it or hey, do you want to go out to dinner Friday night, I went towards my debt can’t make it. And I spent a lot of Friday, Saturday nights in my room by myself, because I didn’t want to go out and spend money. But I’ve interested there I actually started digesting more personal development. So I kind of got a two for one there and started transforming the way I thought about life and the way I thought about myself and my financial future.
J Darrin Gross 14:36
Interesting. So you, you had the personal situation. You had the aha you started changing your behavior. Rather than continuing tell yourself the story and asking yourself these questions and it sounds like the focus was the financial independence was really kind of the goal. And obviously that’s what you said you started the network marketing for How long between when you you had the aha and started working to to reach your goal, meaning what you know, with some earnest and some sounds like some self honesty kind of thing did it take for you to really see a change? You know, that was getting you closer to your goal.
Joseph Moffett 15:24
I would say for me, it took me about two years. And the reason I say that is because at that time, I was going to school to get my master’s, I was living in Southern California, off of maybe $2,000 a month. And so the pay rent, the pay for car, gas, food, insurance, all that good stuff, the life, you know, your expenses, your basic expenses, I didn’t have a lot to throw at it. I was actually at a point that was so low where I was, I was eating cheese, ketchup sandwiches survive, and I was giving donating plasma to get money. And it wasn’t because I was, you know, in this, it’s because I made poor decisions, right? And so once I started shifting the way I thought and using different strategies, I had to look at the reality of my situation and say, Okay, how can I? How can I realistically get out of debt? How can I get ahead in life. And so it took me about two years, because I was living off of that. But I was also looking at how do I increase my income. And I was looking at other ways to do that. And coaching kind of fell in my lap, and I was excited about it. And as I started to master my craft, I was able to be able to charge more, and be able to get out of the financial situation I was in. So it’s about a two year swing from me. And some people, they can’t wait that long. Some people they’re like, that’s, you know, that’s, that’s nothing needed took them a decade. And so it really depends on the individual for in their circumstances, I think,
J Darrin Gross 16:56
No, but how cool, I would think that your your clients, your coaching clients, to get your insight as you’re actually going through it yourself, and have that kind of that, you know, become more like a three point, you know, somebody can see that you’re doing the work and it’s making changes, I would think that’d be motivation for somebody who’s truly wanting to change and it’s working with you as a, as a coach. They the transformation of what you’re going through, and how they would see that and receive that would be motivation all by itself. On top of the message, I don’t know if that makes sense, or, you know, the clients. So yeah, they’re
Joseph Moffett 17:45
I will say, when I, when I start with, when I would work with a new client, I would share my journey because I wanted to build that rapport. And let them understand that I too, have been through the trials and tribulations that maybe they’re going through, or they may be going through in the future or something similar. Because the one thing that I do not like right now on social media is everyone’s a guru who has a perfect life. And what we do is we give people a false illusion of something that can never be obtained. And so I like to let them know, I always tell my wife, what we share this, what we say when we post on social media, yeah, we post some great things that we’re doing in our life. But we also post some of the challenges, we don’t post our highlight reel only, we’d like to keep it real. And so because we want people to see that we’re normal. We’ve gone through that we’ve gone through challenges, we have speed bumps in our relationships, we have challenges raising our children, right. And these are the solutions and the tech tools and strategies that we use to overcome that. And so I think that all builds credibility, trust and rapport with people. And ultimately, it doesn’t matter what my success is, and matters, can I help that person through our framework to be able to get them the results that they’re looking for? So going from five figures, or excuse me, a large five figure debt to having a seven figure plus net worth now, it was a huge swing, and it just breeds belief in the people. So it plays a multi purpose.
J Darrin Gross 19:17
Now, so when when you’re working with someone, I’m assuming there are people that that get it and, you know, commit to it and and do the work and have the success. And then there are probably those that that don’t, for one reason or another. I’m curious if you can identify, is there one trait is there one thing that you can identify when you’re working with someone new that will determine the likelihood of their success as to we’re versus not having success? Is there one thing is one common trait A term or a situation or a, you know, something within them that you find that that really, you can, you can see that this person is going to get it and they’re going to make it.
Joseph Moffett 20:12
That’s a great question. And if I had to give a word to it, I would say willingness, or coachability. And the reason why is, and I call it out right up front, is that there’s two types of people who show up to coaching, there’s people who show up and treat it as a massage, hey, I pay my money, I’m here, do something to me. And I tend to find that those people usually are not successful with coaching, right? Then there’s other people who come in and you treat it like a personal training session, hey, I paid my money, you’re here to guide me and show me or you know, helped me, you know, through this process, but I have to do the heavy lifting, I have to do to her. She no one hires a personal trainer in SM to do to bench press or to squat, because the trainer is going to get the benefit. So the clients that are coming in and are willing to do the hard work during the call. And even after the call, I say the magic doesn’t happen on our coaching session happens in between our calls, because of what they apply from our session on a consistent basis. So Coach ability or willingness is that one of the biggest keys that I see or even I guess you could say, even ownership, are they willing to take ownership of the results that they’re going to experience through the coaching?
J Darrin Gross 21:28
No, that’s, that’s, that’s insightful. So when somebody is working with you? And now, let’s say they we recognize they’ve got the willingness? What are some things that you you see that are common, that are holding people back from obtaining the success they’re looking for?
Joseph Moffett 21:54
I’ll give you two answers here, from a generic standpoint is I have the hits kind of sounds silly, but their mindset, but I coach, about 85% of the clients I coach outside of athletes are real estate investors. And from a real estate perspective, the biggest challenge that all real estate investors get hung up on is the ability to outsource certain leverage. That is by far the most challenging to them. Because most people, they don’t start on a seven or an eight figure size deal. They start with a single family home, maybe if they’re, you know, rolling the dice a duplex, right. And so those they’re starting out, I’ll say rather small, and it’s still they have the mindset of I’ll do this myself, I can manage your property here, I can have the plumber come out, or I can, you know, rehab the place. And they have a challenge because with leveraging because they feel like they have to be in control, and the ability to be in control. If they’re not in control, then how’s it all going to get done. And they operate with this belief system that the success that they create is based on them, and how they control things. And that eliminates the ability to scale at a large level. I have I get it, everyone’s different that I have a friend who likes to buy one deal a year, and then 20 years off 20 houses and the most of them will be paid off and we’ll have a great retirement. But then there’s people who are like I have a client of mine that I worked with his name’s Matt Onofrio. Do you know who he is by any chance.
J Darrin Gross 23:34
The name sounds familiar vaguely, but I don’t know exactly. I don’t know that I know.
Joseph Moffett 23:40
He was a 28 year old anesthesiologist, and he started learning about triple net leasing. And he had about an $80,000 net worth when he started. And two years later, through triple net leasing, he had $150 million net worth with a $5 million passive income coming in two years. So now is one of those kids that are an anomaly. He he started to accelerate rather quickly because he and I told my wife this all the time. It’s all about the vehicle you choose. If you choose a vehicle of being a Walmart greeter, and you’re trying to create financial independence, you’re going to have a long way to go. Not that it’s wrong to be a Walmart greeter. They’re very people. But if you choose to use like commercial real estate or residential multifamily real estate, you’re going to accelerate your financial freedom rather quickly. So the ability to leverage and scale a team is one of the biggest holdups that I see with people in real estate right now.
J Darrin Gross 24:41
Yeah, no, that’s that’s the in order to go big. I mean, I think like you said, you know, you’ve got to recognize it takes a team and there’s no nobody. I mean, I even I would say that the big names in real estate that are that are big. They’re big. because they have other people’s money, they have teams and that nobody is just going to do it all themselves. And and, you know, definitely that’s that’s a common common through point as far as the success of the the larger operators net. So if that is the hold back or the, you know, the thing that keeps people from achieving that, how do you work through that in order to get somebody to, you know, higher level of success?
Joseph Moffett 25:36
Great question. There’s a lot of different tools and approaches one can use to that. Sometimes. And often, it might sound obvious, but clients don’t understand that there’s another way of thinking. It was, I think it was last two months ago, I was out here in Boise, we’re at an event I was speaking on stage with Brandon Turner. And he drew his famous pyramid. And at the bottom is the DIY mindset, which most people start out and then they evolve to the visionary. Most people don’t know that it’s even possible to step into a visionary identity and a visionary role. And so just by even sharing that possibility with them starts to, it starts to loosen the grip that they have on the problem, because they hold on to this control thing, do it yourself so much, it starts to loosen the grip where you can be able to work with it, you might even get be able to get them to put that thought of D to being a DI wire down and start looking at the possibility. We get caught up in this identity of who we think we are. And at some stage of life, we create this identity and this is who I am, I’m someone who does it all myself. And I asked him, when did you decide that that’s who you are? Is there a possibility that exists? Where you’re someone else? Is there a possibility that exists? Where you’re someone else that’s more profitable and more successful with even more time? What would that look like? What would have to happen to get there? So transforming identity, and my left is huge on identity. But I will say identity is a big component and helping people shift from not leveraging to leveraging. And if you look at anyone who’s successful than you, they’re and I know, you know this, but for the audience, if you look at anyone who’s successful, they are not running day to day operations. They’re not even the CEO. They are the visionary, and or the investor of the company. Grant Cardone talks about it all the time. He’s like, I don’t want to be the CEO, the CEO of Warren Buffett’s company, I think he made like $15 million. But Warren, the investor made, or I’m sorry, the CEO of Coca Cola made $50 million. Warren Buffett invested in Coca Cola, and he made $500 million. Right? So shifting the identities a big one in the role that you’re playing, moving forward.
J Darrin Gross 28:12
Now, very true. And, you know, just that ability to look beyond your current set of circumstances and, you know, set that vision. I’m curious to see, you know, in that in order to help somebody reframe their, their realm of possibilities. How long does that take? You know, when you’re working with somebody, if they’ve, they’re willing, you know, we’ve established you’ve got somebody that’s willing or unhappy with their current set of circumstances? How many people that you work with know actually what they want?
Joseph Moffett 28:53
That’s a good question. So I say most of them have a great general idea, right? And they globalize it they go from a kind of a macro point of view, I want financial freedom, right. And the challenge, when you speak kind of globally like that is it’s so ambiguous, you’ll never obtain it. So one of the biggest things I like them to do is get really specific and really, there’s a great book called vivid vision and getting really detailed on what do you want, because when you say I want financial freedom, that’s like looking through binoculars that are, you know, twisted to the far left, everything’s going to be blurry. But the more detail we get, the more that we turn it and we get a crystal clear once it’s crystal clear, you see your end destination. And, and if you’ve ever had blurry vision, you are very, very hesitant to even take one step forward, even if you know where you are. You can be in the middle of field but you still not going to take a step forward because you can’t see. But when your vision is 2020 or closer up, if you can see it, you’ll go faster towards that and so by helping people get clear on a their personal vision, their professional vision, that is a huge, that’s a huge indicator.
J Darrin Gross 30:09
No, that’s, that’s definitely, I think that if you, if you have the target in mind, and you can see it and you know you’ve got it, you know, the details are there, I would think the wand would also, you know, the drive and the want to reach it would be that much more clear to as opposed to just kind of I, you know, I want to be going to be financially independent, you know, kind of more of a vague description. So that’s, that’s insightful. Appreciate that. Hey, Joe, if we could like shift gears here for a second. By day, I’m an insurance broker. And as such, I work with my clients to assess risk and determine what to do with the risk. And there are three strategies we typically consider, we first looked to see if there’s a way we can avoid the risk. And that’s not an option, we’ll look to see if there’s a way we can minimize the risk. And when we cannot avoid nor minimize the risk, we look to see if there’s a way we can transfer the risk. And that’s what an insurance policy is, it’s a risk transfer vehicle. And as such, I like to ask my guests, if they can look at their own situation. And you can frame this however you like, could be your clients, the market, you know, interest rates, political, whatever, you see that, that you considered to be the biggest risk? And, again, for clarification, while I am an insurance broker, I’m not necessarily looking for an insurance related answer. So if you’re willing, I’d like to ask you, Joe Moffett, what is the biggest risk?
Joseph Moffett 31:51
Well, I’m going to answer it from the perspective of a mindset. And because I think it applies in insurance, real estate, the economy, politics, whatever it might be. And the biggest risk I see as individuals not being flexible. And what I mean by that is having the flexibility to see things in different ways than they would traditionally look at it from, it takes courage to look at both sides, or all sides of a story, a situation and investment, a product to really have your due diligence on what’s the best way to go. So people that I find that say, it’s one way, it’s this way, let’s go it’s my way, or the highway type people like they are in so much danger, they are at such higher risk of failure, and even under the illusion that they’re going to be successful because of it. And they may be but at what expense, but they are at a higher risk. And someone who is more flexible, they’re open to seeing both sides, or all sides are open this, you know, change direction or going down a path. I know. For me, I remember I had a term policy, and I realized, you know what whole life was a great insurance policy, that product for me, and then I actually unknowingly because I didn’t know all the details, I actually went through my whole life policy, when I didn’t know that the product was designed to be able to take out a loan against my principal that was compounding annual. So anyway, you live and you learn. But I wasn’t I wasn’t flexible enough to see all sides and understand it. So I would say the biggest word I can say is are you flexible? And if you’re not, how can you be even more flexible? Because in today’s times, you know, the strategy in real estate last year in the last two years, that strategy isn’t working now. And if you think it’s good enough, you’re not flexible and adapting with the market, you’re not going to have the success you’re looking for. In fact, you could actually harm yourself and or cause yourself to go in the opposite direction. So flexibility is my answer.
J Darrin Gross 33:59
Oh, well said. Definitely. If you’re only seeing things through, you know, one way and the whole world’s changing chances are your opportunity is going to change as well. And you got to be prepared to move with and so appreciate that. Hey, Joe, where can listeners go if they’d like to learn more connect with you?
Joseph Moffett 34:21
Yeah, there’s, you can find me on youtube under Master Life by Design. You can go to our website Master Life by Design.com or you can find me on Instagram at the Joe Moffett on Instagram.
J Darrin Gross 34:39
Joe, I can’t say thanks enough for taking the time to talk today. I’ve enjoyed it. Learned a lot, and I look forward to doing it again soon.
Joseph Moffett 34:48
Thank you. I appreciate it. Thanks for having me.
J Darrin Gross 34:51
All right. For our listeners. If you liked this episode, don’t forget to like share and subscribe. Remember, the more you know The more you grow. That’s all we’ve got this week. Until next time, thanks for listening to Commercial Real Estate Pro Networks. CRE PN Radio.
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