The Constant Pursuit Of More With Steve Jones

The Constant Pursuit Of More With Steve Jones

Jason Hartman and investment counselor Adam begin the show discussing Donald Trump’s billion-dollar loss over a 10-year period. They discuss how he didn’t actually lose money but got real estate deductions. Later on the show, Jason hosts Steve Jones, CEO of Allied Universal and author of the book No Off Season: The Constant Pursuit of More. Steve discusses how he uses his experience in sports to succeed in business. He talks about bringing in prior experiences to the business world.

Investor 0:00
Well, I like real estate just because I like the benefit of being able to have a mortgage pay off real estate over time so that when I retire, I have something I like the fact that it’s boring. I want to be able to be entertained and travel and do a lot of things in my retirement. And that boring investment of real estate allows me to do that.

Announcer 0:24
Welcome to the creating wealth show with Jason Hartman. You’re about to learn a new slant on investing some exciting techniques and fresh new approaches to the world’s most historically proven asset class that will enable you to create more wealth and freedom than you ever thought possible. Jason is a genuine self made multi millionaire who’s actually been there and done it. He’s a successful investor, lender, developer and entrepreneur who’s owned properties in 11 states had hundreds of tenants and been involved in thousands of real estate transactions. This program will help You follow in Jason’s footsteps on the road to your financial independence day, you really can do it. And now here’s your host, Jason Hartman with the complete solution for real estate investors.

Jason Hartman 1:14
Welcome and thank you so much for joining me today. This is Episode 1191 190. And today is a 10th episode show you regular listeners know what that means. That means we discuss something of general interest, something about life success, something that will make you more effective. And today we’re talking with Steve Jones and we’re talking about how there is no off season and the constant pursuit of more. And by the way, we have some other really great 10th episode shows coming up today. One that I actually postponed and why did I postpone it? I postponed it in honor of Mother’s Day. Yes. You will see later could just wait two weeks. Yeah, just wait a couple of weeks and you’ll see. So we’re not going to do that one now because Heck, it’s just not the time. We will have some really good I recorded a great 10th episode show today to Adam Adams with me, Adam, how you doing? I’m doing well. Good to be back. Hey, it’s been a while since we’ve recorded. I didn’t record with you since I went to China.

Adam 2:21
You went across the world and forgot all about us. And I did. But now I remember you.

Jason Hartman 2:26
Anyway, I recorded a really good 10th episode show today and we’ll get that out maybe 20 episodes from now. So that’ll be coming up. Okay, so before we dive into the constant pursuit of more, let’s talk about someone who isn’t into the pursuit of more, but some are calling this guy hashtag billion dollar loser. And these people doing that are just stupid. They just don’t understand the way income property is the most taxed. favored asset class in America, boom, boom, this person that we’re about to talk about the hashtag billion dollar loser is someone, Adam, that I think we should say, you don’t like this guy, dude,

Adam 3:13
he’s not my favorite. I’ll give him that. But it’s amazing. These people are saying he lost a billion dollars over 10 years. And I can say I have started a business that ended up losing me money. But I don’t think anyone in their right mind is going to run a business that loses them a billion dollars in 10 years.

Jason Hartman 3:30
Yeah, it’s simply because the idiots talking about this do not understand how the tax law works. By the way, just so you know who we’re talking about. We’re talking about President Trump. And you know, he’s a real estate guy, right? And he’s really our first real estate president. And he takes massive depreciation write offs. Now, let’s go back to basics here, folks. Let me explain just briefly depreciation, how it works. Adam chime in at any point, when you buy an income property, the IRS considers that a business asset and any business asset, like say it were a machine in your factory, or say it was a truck in your fleet of trucks. It’s just a business asset. It’s just business property. And the IRS knows that someday that piece of equipment in your factory or that truck in your fleet will just wear out and it will have no economic value. So they allow you to depreciate it on a schedule, rather than taking the right off all at once. When it eventually just stops working. They give you a schedule.

Adam 4:51
So roof last forever.

Jason Hartman 4:53
Yeah, no roof last forever. No property last forever, although properties are pretty darn durable. But if it’s a single family Home, the IRS kind of arbitrarily as the result of probably an army of lobbyists, frankly, it’s nothing to do with the real life of a property. They say that a home last 27.5 years, that’s the depreciation schedule, they allow that it falls down. Yeah, then it just falls down. It has no value of all at all, and they say a commercial property last for 39.5 years. Okay, I guess those commercial properties are a little more durable. Okay. So the point is, as an investor, you want the schedule to be as short as possible. Hence, one of the other benefits of investing in residential real estate is an income property investment, because the depreciation schedule is 25% faster, and we want to take our depreciation as quickly as possible. We don’t want to wait 39 years We want to take it in 27, you know, forget about 2.5. I’m rounding off. And in fact, I’m rounding the wrong way you’re supposed to round up when it’s point five anyway, whatever. Here’s the other thing Adam, people got to understand. When you buy a property, you’re buying two major components. One is the land, the land is not depreciable. The other is the improvement. That’s the house, or the apartment building, or the skyscraper, the industrial property, whatever it is sitting on the land, that’s the part that’s depreciable. So you have to divide up the two components values. So you have to allocate a value to the land and allocate a value to the improvement, the structure sitting on the land, and the structure component, the improvement, that’s the depreciable part, and you get to depreciate that on the schedule. So let’s say the house is Worth 100,000. And the land is worth 20,000. You listeners in Miami, New York City, Dubai, London, Hong Kong, Los Angeles, Seattle, San Francisco. I know these numbers seem crazy to you because they’re so cheap. But that’s the way it is in good markets around the country. So we’re going to take $100,000 and we’re going to press divide, and then we’re going to put 27.5. And we’re going to see that we get $3,636. of potential. And that’s complicated. But I’m going to say it’s potential depreciation write offs every year for 27 and a half years. And the reason I say potential is because depending on your income, you may not qualify for the right off. But then there’s a way you can qualify for it even if you have a high income like Donald Trump. Okay, so that’s complicated. We’ve discussed it on prior episodes. Not going to do it here too complicated. Adam, any thoughts? Anything I didn’t cover in that example?

Adam 8:12
No, I just think it’s important to realize that one of the reasons it’s important to understand this is because you hear all the talking heads, and they might scare you away. But it’s important to realize that these things he at one point, Trump said, you know, he didn’t pay any taxes, and he would have been an idiot to do it. And he’s right. You can look at these tax returns of the real estate developers and the real estate investors.

Jason Hartman 8:35
Well, Adam, Adam, you gotta stop. You gotta stop, folks. Hold on. I just want to make sure you rewind that and hear that Adam said Trump was right. Because that’s the only time you’re ever going to hear that ever. No, no,

Adam 8:49
we’re going to do another episode pretty soon where I talked about how he’s right in another way.

Jason Hartman 8:53
Oh, really? Wow. Hey, Adam. You’re becoming a Trump fan. I can’t believe it.

Adam 8:59
Whoa, but you mean once you take all that depreciation away, it can make your tax returns a beautiful, beautiful thing. And you’re not going to hear that because Well, first off, the people who are talking about it on TV and the radio don’t invest in real estate. And second, it’s too complicated for them to kind of turn it into a sound bite. It’s a whole lot easier to say billion dollar loser then, oh, accelerated depreciation made all this stuff go down.

Jason Hartman 9:24
Absolutely. Absolutely. So depreciation understand this. The reason income property is the most tax favored asset class in America is because if you want a write off, if you want to get a tax deduction in any other way, basically there’s two ways to do it. You can either write a check and spend money for a business expense, right? You could buy some advertising, hire another employee, you know, invest in some equipment, right? All of these things could give you a tax deduction. Or you could donate some money to charity. Okay, and take that charitable donation as a tax deduction. But with income property, you get the deduction without writing the check. That’s the beauty of depreciation, if you qualify for it, okay. And, you know, we want to say talk to your tax advisor. There’s the there’s the standard disclaimer, we’re not tax advisors. But you can get a deduction that is a what’s called a non cash right off, it’s a non cash right off. It’s a phantom write off or a phantom deduction. You don’t pay to get it. In fact, the property could be appreciating, yeah, you get the appreciation as a tax benefit. Imagine that it’s like the best deal ever.

Adam 10:46
Yep, you got your cash flow, you got your appreciation and people are telling you you’re making a bad investment technically.

Jason Hartman 10:53
Oh, the media, the media,

Adam 10:54
Adam, I made that investments like that all day.

Jason Hartman 10:58
Even you as a Austin liberal non Trump fan, you must admit the media is just out to lunch, aren’t they?

Adam 11:06
And now I will say in property text states, when you were talking about the land value in the improvement, you have to be careful with your property taxes, because the way they can solve some of their issues and charging more is they just upped the value of your land.

Jason Hartman 11:20
They they assess the value. Oh, you mean the the, the way they apportion?

Adam 11:24
Yeah, like we had our Austin just this last year, double the land value of every home in the city. So our home the land value went from 50 to $100,000, just in one year,

Jason Hartman 11:37
but is that with overall appreciation?

Adam 11:41
obviously didn’t have that much appreciation in the year but did they say that the property just appreciate it overall, or did they say the land component got bigger the land, the land component got bigger, our home went down just a little bit, but it was the important part is you can’t contest that part of your property taxes. And so now your base, just got Hire Which part? Can’t you contest? You can’t contest your land value at all. You can only contest your improvement. What? How is that?

Jason Hartman 12:07
I mean, really?

Adam 12:09
The city determines what your land is worth. And then you can contest how much the home on the land is actually worth. Whoa, that’s ridiculous. Wow. Yeah. Welcome to Texas.

Jason Hartman 12:20
Yeah. Wow. Yeah, you know, it’s funny, Texas is getting, I think the generally speaking, every company or place or state, it kind of like starts out as one thing, and it makes a name for itself on that. And, you know, a lot of people take advantage of it like Texas, for example, being business friendly, right, and having low taxes, but after a while, they just water it all down. You know, I kind of sense that that’s happening in Texas, you know,

Adam 12:54
and it’s one of the things that hurts the hybrid markets is that like right now, if we had no more gets payment and nothing, we would still be paying $800 a month for just property taxes. So that just kills cash flow all around.

Jason Hartman 13:09
That’s tough. Yeah, that is tough. Well, yeah, Texas and you know, New Jersey and New York and you know, many places have very high property taxes. In Texas, though, it is offset a bit because, you know, the no income taxes, but also the tenants think they’re getting away for free, because they don’t pay income taxes. And they think, well, if I rent, I don’t have to pay property taxes either. But really, a lot of that is passed through and the rent, of course, so you know, that’s a long discussion. But anyway, that’s the basic idea. Okay, so look, folks, Trump is not a billion dollar loser. This is not a political statement. I’m just saying he’s brilliant enough to be a real estate investor, and you should be brilliant enough to do that, too. Okay. It’s a great thing. It’s the most historically proven asset class in the world. It’s the most tax favored asset class in America. And I remember during the campaign, one of Trump’s tax returns that was in question. I think it was for like 1995 or something I want to say it was released illegally. Someone just hated Trump had the tax return and gave it to the New York Times or something right. And I thought what are they complaining about? What he did was completely legal. It was smart. I mean, I take every depreciation deduction I can get everybody listening should do the same.

Adam 14:32
Show me a single person who wants to pay more in taxes.

Jason Hartman 14:35
Yeah, not even Warren Buffett who is such a hypocrite, but anyway, that’s another story. Okay, Adam, we’re going to long we got to get to our guest and talk about no offseason.

Jason Hartman 14:51
It’s my pleasure to welcome Steve Jones. He is CEO of Allied universal that is the largest security services company in North America and He’s author of the new book, no offseason, the constant pursuit of more. He’s a former college football player, became an incredible CEO built an incredible organization. And he’s here to talk about how his career if you will, in sports, really translated into a phenomenal business success.

Steve Jones 15:19
Steve, welcome. How are you? Good. Thank you very much for having me. Good to have you. Where are you located? out in Santa Ana, California.

Jason Hartman 15:26
Oh, fantastic. I used to live there. Many years ago. things really do overlap, don’t they? Steve? The things we learn growing up the things, people the discipline they acquire in the military or in athletics, they translate into business, don’t they?

Steve Jones 15:42
Absolutely. Those are life lessons and the life lessons that you get every day. You know, you can either form good habits or you can form bad habits. And I think some of the good habits that you form early on, translate it later Later on into your business career.

Jason Hartman 15:54
Yeah, they certainly do. You know, in the book, you’ve got a whole bunch of different things that you cover. There’s no way we’ll have Trying to cover all of these things, of course, on our short talk today, but take us through, you know, maybe a few of these lessons and a little bit of your story, you know, the injuries and, you know, maybe what you learn from those and, and and then, you know, translate that into business, if you would.

Steve Jones 16:15
Yeah, sure. I think the first part is just leveraging kind of my past experience with youth sports on having to, you know, work really, really hard to try to accomplish something as a team, having to learn how to function within a team. So I think, you know, the youth sports, that entire experience, whether you’re a little kid or up throughout high school, throughout college, of having to, in many cases, you know, you’re working for a boss, that boss might be your coach, you’ve got teammates, which would be all your co workers and business. And you know, you’ve got goals that are set out and you’re learning each and every day you know what you have to do in order to achieve those goals, the work that you’ve got to put in and I translated in college, you know, if we wanted to run or in high school in football, if we wanted to run Play successfully by time we ran it in the game, we ran that play hundreds of times over the summer and in practice during the week, hundreds of times, right? I mean, you’d run it over and over and over again, my fact that, you know, all you hear is a coaches whistle. And he’d say, do it again, run it again. And you know, I say to ourselves, people all the time, you know, how often do we prepare and practice for our presentations for new customers, right? This is our one opportunity. This is our, this is our Saturday night game or a Friday night game, you only get one shot at it. And how often do we do it again, and again, and again and again, until we have it down perfect. And so we know how we’re going to run it. So it’s just little analogies like that. I think, you know, from an injury perspective, I unfortunately had to battle through a whole bunch of injuries throughout high school and throughout college, it’s still, you know, allowed me to to achieve my dream of going off and playing college football. I did dream, some pretty big dreams and aspirations of you know, one day playing in the NFL and unfortunately, that that didn’t happen, but what I learned through each and every injury is no different than what you learn later on in life in business, right? And that you’re going to set up a goal, you’re gonna have goals, you’re gonna have visions vision for your company or strategic plan for your company, and you’re going to hit roadblocks. And it’s really how you deal with those, right. And so your ability as a business leader, to be able to persevere and overcome obstacles that are thrown your way really is going to make or break your success of your organization, your success as a CEO. So, you know, again, I look back at my experience in youth sports, and saying, it would been really easy for me many, many times to say, you know, why me and it’s not fair and air or use it as an excuse, or, you know, you found a way to fight through it and to continue to make your dreams happen. And I think that really translates well into business.

Jason Hartman 18:45
It’s interesting. You just made me think of that in a different way. Because I you know, I’ll tell you, Steve, the one thing that has maybe just shocked me more than anything in the business world is how sleazy People are, they’ll just take advantage of you without even a second thought or any bit of remorse, you know, it just blows my mind. And you know, that’s the same thing. I would guess in athletics, I mean, look, the opposing player, the opposing team, they’re out to get you. And you know, the same is kind of true in business, even though it sort of seems more civilized in a way, but people are really out to get you and instead of, you know, wallowing in, oh, it’s not fair and this kind of stuff, you know, just know that instead of an opposing team, you’ve got competitors, and hey, they want to bring you down,

Steve Jones 19:37
you know, that’s exactly what they want to do. Absolutely. And you know, the ball is always going to bounce your way. You know, it’s funny, I have two young children, I get a chance to go watch their watch them play sports every weekend. And, you know, one of them is a very highly competitive baseball player, and you watch the calls at the plate, and sometimes they’re all over the place right in and I tell them every time it’s like, Look, you can’t control what the umpires gonna do. Your point, you know, sometimes it feels unfair, but I call it balls and strikes, you know, the way you think they should be calling you just, you just gotta persevere. Right? And so you can give up and quit. Or you can figure out how you persevere and how you find a way to win. And to your point, you know, if there’s, you know, whether it’s dealing with all the challenges in business, you got a competitor that is, isn’t acting responsibly, you’ve got a former employees that you know, are doing things the right way, maybe trying to compete against you in a wrong way. I mean, you, you’ve got to figure out a way to persevere through that, because that’s, that’s just life and it’s just as you said, it’s just like, it’s just like business.

Jason Hartman 20:35
Yeah, yeah, it really is. Okay. So in terms of comparing sports to business, I mean, you know, it’s sort of easy to say, hey, you gotta persevere. You gotta just keep going, no matter what roadblocks get in your way. What else? I think? I think Yeah,

Steve Jones 20:52
right. Y’all give this speech on. I grew up to my I played football, Cal Poly San Luis Obispo. I grew up there once a year I speak to the team and I tell them I think this is the greatest internship you could possibly have one, you’ve got to learn to function as a team. And so on the football field, that’s what you know, 1111 guys on the on one side of the ball 11 guys, on the other side of the ball you got, you got a whole other team behind you that you’re practicing with. And if you can’t function as a team player, you’re not going to be able to be successful. And so in business, being able to function as a team is incredibly important, incredibly important, the planning processes that you go through. So just like in business, where you go through strategic planning, you’re figuring out what you’re going to do specifically, what steps you’re going to take specifically next year to accomplish, you know, the strategies that you’ve laid out for your business. That’s the same thing in sports, you’ve got 10 1112 games, and each week you’re determining what specific things you’re going to do that you’re gonna have to execute on, to be able to win and to be able to be successful talked about the the perseverance, the determination, I think the ability to deal with winning and losing in business and in sports You know, being a good winner is one thing. But you also got to be able to deal with losses, right? And it’s how you recover from those losses. And the lessons that you learn and how you challenge yourself to be better. And I truly believe in business. Look, no one’s gonna have a perfect business career. I don’t care how great they are, there’s going to be a roadblock you’re going to hit, there’s going to be a down here, I built an incredibly successful business. And look, there’s been challenging years, you know, your ability to be able to be able to handle that. And to be able to make changes and figure out what you’re going to do is is incredible. The other thing is, this is probably the number one thing I tell our employees. And I think you learned this in sports, which is to put your ego in your pocket. And what I mean by that is, the greatest player I can have on my team in business is someone who would be is a utility player, but I could use them anywhere. They’re there. They’ll help his company out anywhere they go in, in sports, you know, not everyone can be the starting quarterback right? And so you’ve got to learn if you’re not the starting quarterback, you can either quit and not play or you can be the backup quarterback. You can be the scout team quarterback. You could go play special teams, you go play another position. There’s other ways you can help the team. And I think that lesson translates so well in the business because, you know, not everyone’s going to be the superstar. Not everyone’s going to be the CEO. Not everyone’s going to be that, you know, the head of sales, but there’s gonna be other positions in the company, they’re going to be so important for the success of the company. If you get to get people to put their egos in their pocket, and to be a team player. Now a sudden you got a culture that’s unstoppable.

Jason Hartman 23:26
Okay, so good points. So first of all, let’s take the team one. Certainly every team has inciting disagreements, resentments, all these kind of, you know, human things and the pride issues all the all these, you know, things that have been, you know, with us since the beginning of time. How do you do that though? What are the mechanics of that? Because when you’re on the field of the football field or the the field of business, right, the field of life, how do you put that aside? Do you fight it out and have that kind of cathartic experience? Or do you just shelve it, and then try and win the game, you know, like, what what are some of the techniques for keeping that team cohesive? and dealing with that those battles?

Steve Jones 24:12
It’s a great question. So, and it’s funny, when I started universal, you know, we were small little company, or 12 million in revenues and 400 employees, and today, we’re 7.1 billion with 210,000 employees. And I incorporated the locker room. And so we used to get together once a month, and I get the key leadership team together once a month, we would close the door and you know, anything can be said you couldn’t attack anyone personally. But you could talk about, you know, the performance or lack of performance or what you needed support or help on or what the challenges are, what sort of bureaucracy was getting in the way. We still do that today quarterly. So it’s a significantly bigger team. It’s probably the size of a football team locker room because given the size and structure of our company, but it operates almost identical to the sports locker room. So the answer to your question is in sports. Those are the types of things that get worked out in the locker room, right. So when you come together and the coaches aren’t there, it’s your peers that you’re working through those issues. If you leave those issues hanging, and you don’t address them, if someone’s not performing, or someone’s not giving it their all, or someone’s sick, or they don’t want to, they don’t want to play, they don’t want to be on the team anymore. They got a bad attitude. If you don’t address those issues in the locker room, if you get out on the field, and you wait to try to let them just handle themselves on the field, you end up losing. It’s the same thing in business. If you’ve got someone that doesn’t want to be on the team, they’re not 100% bought in their hearts, not into it. They’re just not capable of doing the job. Maybe it’s the Peter Principle, right? We’ve been over level of competence, right?

Jason Hartman 25:37
Yeah.

Steve Jones 25:39
Yeah, in your locker room, if you’re not talking about that, and you’re not addressing those things, again, in a very professional manner. Again, not attacking people personally. But if you’re not addressing those that will spill over to the business world and you’ll have, you’ll have failures,

Jason Hartman 25:52
just out of curiosity. You know, you mentioned the Peter Principle, and I’m really glad you did because it doesn’t seem like anybody talks about that old Peter Principle anymore. Now days. But how would you not attack someone personally? Or at least have them not consider that an attack?

Steve Jones 26:06
You’re in this meeting, right? Or you’re in a huddle?

Jason Hartman 26:08
Hey, you’ve reached your level of incompetence, right?

Steve Jones 26:12
How do you say that? I’ve had that speech many times with people where I say, look, I love you to death. Personally, you’re given everything you got. But unfortunately, your skill sets to do this job. They’re just not a perfect match anymore. This is my fault for putting you in a position where you can’t succeed. And we need to put you in another position where you can be successful for the company. I’ve had this. I’ve had this conversation numerous times with employees, and where we’ve had to move people around where you know, what might seem like a demotion. And I’ve been very fortunate, again, that I’ve had a team that, for the most part has been able to keep their egos in check. And they want to be on the team and they want to be part of the success that we’re going to have and they’ve taken the hit kind of personally to their self esteem. And they’ve ended up being incredibly successful going forward with us in a just a different role. Right? doesn’t mean they’re a bad person. Just means they’re not the right person for that role. Yeah, good point. Good point.

Jason Hartman 27:02
Unfortunately, though, in a small business, sometimes you don’t have another role a

Steve Jones 27:07
little bit a little more challenging the small business. Definitely you got you got a dozen employees, you just may not have a spot for that. Right.

Jason Hartman 27:13
Right. Yeah. And you just got to come to terms with that. Anything else you want to say? Or elaborate on maybe a question I didn’t ask you.

Steve Jones 27:20
You know, the only other thing I’d say is, you know, there’s a lot of, you know, I run into a lot of business leaders out there, maybe they have what I call, quote, unquote, soft goals, meaning goals, but they’re really not challenging themselves to to hit, you know, if you talk to any business leader, they’re all gone. I want to say, you know, I want to grow my business, I want to be 50 million, I want to be 100 million. I want to be, you know, 200 million. I hear it all the time and the different business groups that I’m in, you know, they’ll say how, you know, how did you grow your businesses? Well, let me ask you a question. You want to be 100 million, what exactly are you doing to make that happen? Right? What are the exact strategies and the exact tactics that you’ve got laid out to achieve that goal? Because it’s not you it’s just a dream if you want those dreams to turn into reality. You’ve literally got to lay out the plan. And it goes back to again that that high school sports analogy of, you got to run those plays over and over and over again until you’re sick of running them until you can do them in your sleep. And that’s how you’re going to execute. And that’s how you’re going to get to a 50 hundred million 200 million etc.

Jason Hartman 28:16
You know, it’s always been amazing to me that pilots, you know, my cousins, a commercial airline pilot, right? Even with thousands of hours of flying experience. They’re still using a checklist. They’re still doing those basic things, they must think, okay, we fired up the jet engines, right, you know, oh, let’s go over the dumb little checklist, right? I’ve only done this 3000 times, right? But they got to have the discipline to just do those boring, basic things. And when you talk about how you have to run the same play over and over and over again, how do you deal with that? I think people believe that you do it to become great. But some people are probably asking, Well, I just can’t do that. I just it’s too boring. You know, I’ve got a DD you know, what do you do?

Steve Jones 29:06
Yeah, it’s the hardest part, right? That’s the burnout factor, you know, I talked to our team all the time, it’s the grind. If you’re going to be successful, you got to go through the grind. And if you if you’re not willing to pay that price, it’s gonna be really hard to have sustained success for a long period of time. I mean, certainly, you could have a good year here and there, but But to your point, that pilot You know, that’s a grind right there every year they’re going back for more training every day, they’re doing the same thing. And again, one mistake now all of a sudden, you know, you’re jeopardizing people’s lives right and so let’s a little a little different than business but you know, multiple mistakes in business means you’re not you know, hit your plan right or you’re not gonna have a good year you’re gonna lose a customer etc. So that doing it every day is the toughest part, right? It’s getting people to buy into that, that that daily grind. It reminds me of one of my favorite Jim Rome quotes, you know, the, the weight of discipline is ounces the weight of regret as tons. So if you want to be great and You want to do something great, you just gotta be willing to endure the boredom, the work, the relentless pursuit.

Steve Jones 30:09
It’s just something you got to do, isn’t it? Totally great? Hundred percent?

Jason Hartman 30:12
Do you believe in the concept of the natural? Are there any people that you know, you you maybe it’s you? I don’t think it is from what we’ve talked about, but you know, who get on the field and they’re kind of a natural just kind of comes to them and they don’t have to work very hard for it, Steve, or, or does everybody have to work for

Steve Jones 30:28
it? Absolutely. I see that all the time. I think if they’re going to get to sustain success, long term, the natural is going to have to put the effort in. That’ll only get you so far. Right? I mean, you see that. And then you see those individuals, they just they never able to take it to the next level. I see it in business. There’s the superstar salesperson that was gonna have a good year here and there. But if you want to have a good year, year in and year out, you gotta put in the effort and you gotta you gotta go through the grind, right? It’s the constant prospecting is the constant, you know, building up your pipeline to make sure that you’re going to have a successful month next month in the following month, the following month, versus just being a natural or you know, some of this has got some good luck. Yeah, luck.

Jason Hartman 31:06
Luck comes in various parts of our lives. But most people don’t. They don’t kind of exploit the luck and turn it into anything long term, they get a lucky break, but it’s just that it’s a lucky break. And it’s short term and the real luck, if you will goes to the person who’s making the sacrifice, doesn’t it? Yep. Yeah, good stuff. Steve. give out your website and tell people where they can find out more about you. So the website is www.us calm and you can find out more about me and the book and the company on that website. Fantastic. Steve Jones. Thanks for joining us. The book is no offseason, the constant pursuit of more. Thanks for joining us. Thank you. Appreciate it. Thank you so much for listening. Please be sure to subscribe so that you don’t miss

Steve Jones 31:54
any episodes,

Jason Hartman 31:56
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