The MindShift Podcast with Darrell Evans

What would happen if an expert in mindset, marketing, sales, and leadership with more than 30 years of entrepreneurship experience were willing to share the principles, playbooks, and processes he and his successful guests had learned with you? It would speed up your success. Welcome to The MindShift Podcast. Join host Darrell Evans and his amazing guests as they help you shift your mind so you can shift your results.

https://www.themindshiftpodcast.com

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123: Grow Yourself Before You Grow Your Business [transcript]


Have you ever wanted a micro masterclass on overcoming common struggles so that you can grow yourself and grow your business? You’re in luck!

Today we welcome Pat Mancuso, a highly recognized thought leader, entrepreneur, coach, and consultant.

Here are three reasons why you should listen to the complete episode:

  1. Gain insight into the proprietary system called RSTMM® that Pat utilizes to help business owners succeed.
  2. Get a micro masterclass on overcoming common struggles so that you can grow yourself and grow your business.
  3. Find out why accountability is so important to achieve your goals.


Full Show Notes Here


Enjoying The MindShift Podcast?

Click here to follow on Apple Podcasts. While there, please leave a 5-star rating and review. Also, if you haven't done so already, join the free MindShift Community to connect with other like-minded people. Don't forget to tag me @mrdarrellevans on Instagram.

Thanks for listening,

Darrell


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 2022-05-03  36m
 
 
00:00  Pat Mancuso
Because, you know,
00:00
we will do this exercise Darrell
00:02
where I'd say, Okay Darrell, so
00:02
how much money do you want to
00:04
make this year? And you say
00:04
$200,000. And I go, Okay, that's
00:07
amazing. Now, how much money did
00:07
you make last year? Well, they
00:09
said, $100,000. I said, Okay,
00:09
let me ask you a question. If
00:12
you now dial ahead 12 months
00:12
from, our case for our
00:15
conversation, 2022 and you made
00:15
$190,000, would you be happy?
00:21
Now remember, their goal was
00:21
200. And they made 190. And they
00:24
made 100 year before, would you
00:24
be happy? 100% of them would say
00:27
yes. And then I'd say, Okay, how
00:27
about 180? They'd say yes. And
00:31
we come down to a level where
00:31
they finally stop and go, No, I
00:34
wouldn't be happy. Well, the
00:34
reason that they went from 200,
00:37
to whatever that level was, it
00:37
was there was nothing on the
00:40
other side of the ledger that I
00:40
call their personal plan. Like,
00:45
what were the vacations they
00:45
wanted to take? How much money
00:47
did they want to save? What did
00:47
they want to donate in charity?
00:50
Whose life did they want to
00:50
impact? What was their economic
00:53
model for just living? And so
00:53
because there was nothing
00:56
attached personally and there
00:56
was no purpose, there was no
00:58
why, then really the business
00:58
had no purpose or why in the big
01:02
scheme of things, and so they
01:02
struggled to succeed.
01:05  The MindShift Podcast
This is
01:05
The MindShift Podcast where we
01:09
share real stories, real
01:09
strategies, that will help you
01:13
find real success. This is the
01:13
place to hear from people just
01:16
like you who have taken their
01:16
ideas, goals and dreams from a
01:20
point of inspiration to
01:20
realization or when life knocked
01:23
them down, from a point of
01:23
breakdown to breakthrough. I'm
01:27
your host, Darrell Evans. Let's
01:27
get started with today's
01:29
episode.
01:36  Darrell Evans
Hey, my friend.
01:36
Welcome back to another episode
01:38
of The MindShift Podcast. I want
01:38
to thank you for taking some
01:40
time out of your day to be here.
01:40
And if this is your first time
01:43
here, I would hope that if you
01:43
enjoy today's conversation, you
01:46
would consider hitting the
01:46
follow or subscribe button
01:48
wherever you're listening to
01:48
today's episode so that you
01:51
never miss one of these exciting
01:51
and dynamic entrepreneurs. Today
01:55
I have Pat Mancuso with me who
01:55
is a highly recognized thought
01:58
leader and entrepreneurial coach
01:58
and consultant. He has the
02:02
ability that few possess, and
02:02
that is to help business owners
02:05
and leaders grow themselves and
02:05
therefore grow their businesses.
02:09
As an entrepreneur himself, he's
02:09
launched multiple businesses
02:12
that have achieved high levels
02:12
of success, including a real
02:15
estate brokerage firm that grew
02:15
to over 800 real estate agents
02:19
and nearly 1 billion with a B in
02:19
sales volume, in less than four
02:24
years. As the CEO of Mancuso
02:24
Consulting Group, Pat utilizes a
02:29
proprietary system called RSTMM.
02:29
We'll break down those
02:34
characters in just a few
02:34
moments. But RSTMM is a highly
02:39
effective tool that he's used to
02:39
help entrepreneurs and
02:42
organizations grow their
02:42
leadership capabilities and
02:45
performance through selecting
02:45
the right people for the right
02:48
seats, obviously on the right
02:48
bus, and leading them to a high
02:51
level of potential. Pat has
02:51
consulted now with over 30,000
02:56
one-on-one coaching and
02:56
consulting conversations with
02:58
top entrepreneurs all over North
02:58
America. Pat, my friend, welcome
03:04
to The MindShift Podcast.
03:05  Pat Mancuso
Darrell, thank you
03:05
so much. I'm really excited to
03:08
be here today and excited about
03:08
our conversation.
03:10  Darrell Evans
Yeah, when we
03:10
first met, we initially talked a
03:13
bit about my background in real
03:13
estate and how it kind of lined
03:15
up with the work that you were
03:15
doing. So I'm really excited to
03:18
dig in to your world because I
03:18
spent 17 years as a real estate
03:22
licensee along the journey of my
03:22
different entrepreneurial
03:25
ventures. Obviously, I
03:25
transitioned to the mortgage
03:27
world for 12 solid years. But
03:27
you know, real estate and the
03:31
mortgage lending industry still
03:31
have a place in my heart. And so
03:34
I'm excited to have you here so
03:34
we can break down not only your
03:37
proprietary formula, but really
03:37
understand some of the
03:40
methodology of this structuring.
03:40
I'm a big believer in you know,
03:43
Jim Collins, I'm sure you've got
03:43
some track on Jim Collins,
03:47
right?
03:47  Pat Mancuso
Right.
03:47  Darrell Evans
Right people on
03:47
the bus, wrong people off the
03:49
bus, right butts, right seat,
03:49
and I just can't wait to get
03:52
into this. I think our listeners
03:52
are going to enjoy it. But
03:54
before we do all that, where are
03:54
you from? Where are you at? I
03:58
want the listeners to know what
03:58
the heck's going on in your
04:00
world right now. And let's pick
04:00
it up from there.
04:02  Pat Mancuso
Well, so we reside
04:02
in Woodbury, Minnesota, which is
04:05
outside of St. Paul, where it's
04:05
typically cold and most people
04:09
give us a hard time that we live
04:09
here and why do we live here and
04:12
you and I were chatting a little
04:12
bit earlier where, you know,
04:15
just last week, the temperature
04:15
was 21 below. Actual temperature
04:18
windshield was in the negative
04:18
40s to 50. So, Darrell, I'm not
04:23
sure quite why we stay other
04:23
than it is an amazing community
04:26
to raise a family and a lot of
04:26
great things about it. And so,
04:30
our consulting business, I'm
04:30
fortunate my daughter works with
04:33
us as part of what we do. And
04:33
we're just really excited about
04:37
the work that we get to do with,
04:37
you know, individuals in the
04:40
coaching side of the world and
04:40
consulting with small to medium
04:44
sized businesses.
04:45  Darrell Evans
Yeah, thank you,
04:45
man. Put a jacket on. I don't
04:48
even know if a jacket helps. But
04:48
man stay safe in those
04:50
temperatures. So you gotta love
04:50
it. Let's talk about your
04:53
journey into the world of real
04:53
estate. What intrigued you about
04:56
the world of real estate? How
04:56
many years now have you been in
04:58
it as well?
04:59  Pat Mancuso
You know, That's a
04:59
great question. And it kind of
05:02
ties into the work that we do.
05:02
And I wish I would have been
05:05
exposed to this work much
05:05
earlier. So when I was in high
05:09
school, I really got excited
05:09
about business and the school
05:13
that I went to. We had a
05:13
business program and I got just
05:17
fully immersed in it. And I was
05:17
fortunate enough to be
05:19
recognized as a business student
05:19
of the year and that's really
05:22
where I think the
05:22
entrepreneurialism started. And
05:25
that drove where I had it in my
05:25
mind, I love numbers, I love
05:29
financials, I thought I wanted
05:29
to be an accountant. And I
05:33
actually thought I wanted to own
05:33
a CPA firm and so when I went to
05:36
college, yeah, I know, I know,
05:36
it's, it, well, it really is a
05:39
laugh now. I mean, when you
05:39
understand kind of when I come
05:43
full circle, you know, I thought
05:43
I wanted to be accountant, I
05:46
thought I wanted to own a CPA
05:46
firm and that's actually what I
05:49
started to go to college to do.
05:49
And interestingly enough, I did
05:52
an internship in college,
05:52
actually two of them. And I
05:56
realized then, but it was more
05:56
subconsciously that that wasn't
06:00
what I wanted to do. I couldn't
06:00
sit behind the desk, I love
06:03
numbers, I love financials, and
06:03
I couldn't, you know, run
06:06
circles around company's
06:06
financials and metrics. And in
06:10
yet, it wasn't really who I was.
06:10
So one of the internships that I
06:14
did put me into a property
06:14
management environment with, you
06:18
know, successful entrepreneur,
06:18
we had multifamily properties. I
06:22
started out in the credit
06:22
environment world for those
06:25
multifamily properties, and
06:25
really grew into and the
06:29
entrepreneur who led the company
06:29
poured into me, became what is
06:33
recognized as a certified
06:33
property manager at a very young
06:36
age. I was 25 years old at that
06:36
time. So I did that for about
06:40
five and a half years. And
06:40
interestingly enough, the
06:43
individual who sold me my first
06:43
house back in 1987, and he came
06:48
to me and he said, you know, he
06:48
said, You can make a heck of a
06:51
lot more money selling real
06:51
estate, you should really
06:54
consider it. Now, you know,
06:54
Darrell, here's the deal, like
06:57
selling real estate, there's,
06:57
you know, this, there's no
07:00
paycheck, there's no benefits,
07:00
just gotten married a year or
07:04
two before that. And I'm
07:04
thinking, aaahh, yeah, really, I
07:08
want to go and not have a
07:08
paycheck, right? It took him
07:11
about two years to actually get
07:11
me into the business. And so
07:14
that's where the entrepreneurial
07:14
journey started in real estate.
07:18  Darrell Evans
You know, it's
07:18
funny, because a lot of people
07:20
hear the glamour of selling real
07:20
estate, and which is why I think
07:23
industry wide, the vast majority
07:23
are usually holding a full time
07:26
job and doing real estate on the
07:26
side.
07:28  Pat Mancuso
Yeah.
07:28  Darrell Evans
And we could talk
07:28
about whether that's good or bad
07:30
in the long run. I know I saw
07:30
both good and bad on that. But
07:33
it is interesting, because a lot
07:33
of people don't know though, you
07:35
get in real estate or you get in
07:35
a lot of industries and sales.
07:38
There's no safety net. I mean, I
07:38
really want to dig into the
07:41
RSTMM but I'm really more
07:41
intrigued about this whole, the
07:45
growing of a brokerage of 800
07:45
agents and 1 billion in sales. I
07:50
think that's a really powerful
07:50
set of numbers.
07:53  Pat Mancuso
Yeah.
07:53  Darrell Evans
And you did it in
07:53
a four year span, market
07:55
dynamics, etc, depending on what
07:55
years, speaking of which, what
07:58
years were these?
07:59  Pat Mancuso
Yeah, so let me go
07:59
back and you know, pick up. So
08:01
1990, I get licensed. I get
08:01
licensed with one of the largest
08:05
independents locally at that
08:05
time in the country. I'd become
08:09
the Rookie of the Year, I have a
08:09
high level of success, I was
08:11
very fortunate. And, you know,
08:11
the thing that you said, which
08:14
is really true, and I'll tack
08:14
onto it is, if you're going to
08:17
be successful in real estate,
08:17
you have to burn the boats. And
08:21
that's what I did. I was all in.
08:21
I actually went out and borrowed
08:24
$18,000 from a family member,
08:24
just like I was opening up a
08:29
business. And that's the first
08:29
thing that I think really struck
08:33
me about, at that time, the
08:33
industry where a lot of people
08:36
in the industry, it wasn't a
08:36
business. I don't even know if
08:39
it was a job. I think, you know,
08:39
it was a great opportunity and
08:43
no disrespect to any of those
08:43
people. But I looked around real
08:46
early and went okay, who is
08:46
successful and what are they
08:49
doing? And most of them had the
08:49
mindset, if you may, that it was
08:53
a business and so you know, I
08:53
borrowed the money, had a high
08:57
level of success. Well as a
08:57
salesperson, what typically
08:59
happens in organizations, when
08:59
you have success, they move you
09:02
into leadership or management.
09:04
Which really was
09:04
the foundation for me Darrell,
09:04  Darrell Evans
Right.
09:07
to what led us to that high
09:07
level success and that was, I
09:11
had been with this organization
09:11
for 10, 11 years. During that
09:15
time, they were bought out which
09:15
meant that the local family type
09:21
of ownership to highly
09:21
successful entrepreneurs,
09:24
mentors of mine, they sold out,
09:24
they took their money, which was
09:27
really cool, but it left a gap
09:27
in leadership and I saw what was
09:31
happening, and I said, you know,
09:31
I think I want to look for
09:35
another opportunity. And then
09:35
this company called Keller
09:38
Williams comes along and then
09:38
Minnesota, it was confused with
09:42
Sherwin Williams at the time. In
09:42
the beginning people were like,
09:45
Are you part of that paint
09:45
company?
09:47
The paint,
09:47
painting group.
09:48  Pat Mancuso
Yeah, painting
09:48
group and it was funny because
09:50
at the time when we first
09:50
started looking at Keller
09:53
Williams there were 11,000
09:53
agents in the company, and that
09:56
was nationwide and the company I
09:56
came from had 3500 agents in 35
10:02
offices in the Twin Cities. And
10:02
so it was an interesting shift.
10:07
And so when we started doing our
10:07
due diligence, and we looked at
10:10
the company, it was like this
10:10
company really has a lot to
10:13
offer. It aligned with our
10:13
values. And so then we made a
10:17
very significant big risky move.
10:17
We did something that no other
10:22
broker had done in the Twin
10:22
Cities and about ever. And that
10:25
was we opened up a brokerage
10:25
firm, to compete with two of the
10:29
largest independents in the
10:29
United States that at that time
10:32
controlled 75% of market share.
10:32
They, you know, said it wouldn't
10:36
work, they did everything they
10:36
could to put us out of business.
10:39
And what we were able to do was
10:39
grow in the first year from 11
10:44
agents to 80, and ultimately
10:44
opened up five additional
10:48
franchises in total. And how we
10:48
equate it in real estate is, is
10:51
we were at nearly a billion
10:51
dollars worth of sales volume.
10:55
Now real estate, we're paid out
10:55
in the volume. However, just
10:58
highly successful. We won a
10:58
number of awards in our journey,
11:02
and were very blessed and
11:02
fortunate in that process. And
11:05
now Keller Williams has gone on.
11:05
They're the largest real estate
11:08
company in the world. 180,000
11:08
agents international and
11:12
counting, and it's just been an
11:12
amazing ride.
11:15  Darrell Evans
So much respect I
11:15
have for Keller Williams during
11:18
the tail end. They became a
11:18
force to be reckoned with here
11:22
in my area in Las Vegas during
11:22
the 2000 to 2010 decade. And I
11:26
actually had sort of a JV
11:26
agreement with one of their
11:31
offices, which happened to be
11:31
owned by one of the top real
11:34
estate couples in the state.
11:35  Pat Mancuso
And I know who that
11:35
is. And . . .
11:36  Darrell Evans
You know who it
11:36
is.
11:37  Pat Mancuso
Amazing people.
11:38  Darrell Evans
Yep. And so we
11:38
did some work there. And I was
11:41
what you would call in house, if
11:41
you remember that phrase.
11:44  Pat Mancuso
Absolutely.
11:45  Darrell Evans
And so I had some
11:45
amazing relationships. And truth
11:47
be told, when I got ready to
11:47
transition out of that industry,
11:52
it was the relationships that I
11:52
had in that one office that
11:55
really tugged on my
11:55
heartstrings, whether to really
11:58
hang it up or not. Because we
11:58
had such a great relationship
12:01
because of the way the culture
12:01
of that organization ran. So I
12:03
love that story, man. What were
12:03
some of the keys? I know you're
12:07
big in leadership, and let's get
12:07
into the people development
12:10
stuff but what were one or two
12:10
or three of the keys to the
12:13
rapid growth and the expansion
12:13
to five offices, and from 11 to
12:18
80 and 80 on to 800. And this
12:18
may unpack the journey. But what
12:22
were some of the keys when
12:22
you're going up against two of
12:24
the formidable giants in the
12:24
market?
12:26  Pat Mancuso
Well, I think one
12:26
of them and you probably heard
12:29
this in various forums before
12:29
is, you know, we had a little
12:32
chip on our shoulder and I had a
12:32
big chip on my shoulder because,
12:35
Yeah, it's so true. I mean, you
12:35
keyed in on systems. You know, I
12:36
you know, they told us (a) it
12:36
couldn't be done. And instead of
12:40
taking the high road, they took
12:40
the low road. And you know, part
12:43
of what that really drove us to
12:43
do was to prove them wrong. And
12:47
so I think that was the first
12:47
thing that they could have let
12:50
us go with grace, and wished us
12:50
the best and then just played at
12:54
a high level on the field. And
12:54
they frankly chose not to do
12:57
that. And I think first that was
12:57
one of the drivers. The second
13:01
driver was that, you know, we
13:01
weren't going to fail. Failure
13:02
can think about the napkin
13:02
conversations, right? Sometimes
13:04
was not an option. Because we
13:04
did a lot of due diligence, we
13:08
could have done a brokerage firm
13:08
on our own. And when I say we, I
13:12
had seven partners that I led.
13:12
So you know, it was just failure
13:15
wasn't an option. I think also
13:15
we had a good mix of folks that
13:19
came with us. It wasn't just
13:19
from our brokerage firm, we
13:22
actually established
13:22
relationships with the large
13:25
players in the market. And then
13:25
I think, you know, lastly, it
13:26
the simplicity of a napkin is
13:26
all you need. But obviously in
13:28
goes back to what Keller
13:28
Williams taught us. And one of
13:32
the things that Keller Williams
13:32
was about at the time, even
13:35
though it's not nearly what it
13:35
is today. Like then, is systems.
13:39
You know, at the time, I kid
13:39
people sometimes like we signed
13:42
our first franchise on a napkin.
13:42
Now we didn't literally sign our
13:46
first franchise on a napkin.
13:46
However, at the time, you know,
13:49
there were things that we had to
13:49
create, to launch our brokerage
13:50
the world of litigious folks the
13:50
that we have this world napkin
13:53
firm that Keller Williams
13:53
adopted, they actually built
13:56
systems around. But they also
13:56
had a system of how they thought
14:00
about the agent that was
14:00
dramatically different. How they
14:03
thought about culture, which was
14:03
dramatically different. And how
14:07
they looked at people and
14:07
opportunities. And so those
14:10
things made us successful.
14:10
There's no doubt about it. And
14:13
they're the foundation of the
14:13
success of that company today.
14:16
sometimes don't get the job done
14:16
right. I remember how many
14:17
Yeah. Absolutely.
14:21  Darrell Evans
I can think about
14:21
those 11 o'clock at night, right
14:41
contracts I wrote on the top of
14:41
a hood of a car.
14:41
and deals on the hood of a car
14:41
outside of a doctor's office.
14:43
I'll never get one of those. So
14:43
talk a little bit about this
14:47
system that you guys have
14:47
proprietarily used with Mancuso
14:52
Consulting Group. Let's
14:52
introduce that to everyone and
14:55
let's talk about it. First of
14:55
all, what is RSTMM stand for?
15:00  Pat Mancuso
Yeah. So it's
15:00
recruit, select, train, manage,
15:03
motivate, and where this came
15:03
from, I wouldn't have been
15:07
exposed to this model and system
15:07
if I wouldn't have been a part
15:10
of Keller Williams and we gotta
15:10
go back a little bit in history.
15:14
So, you know, Gary Keller is the
15:14
founder of the company. Mark
15:17
Willis, at the time was the CEO.
15:17
And there was a relationship
15:23
with an individual, just a
15:23
highly respected, recognized
15:26
individual out of
15:26
Charlottesville, Virginia by the
15:28
name of Bayne Henyon. And Bayne
15:28
created a company called
15:32
Corporate Consulting and he
15:32
created this model for
15:35
consulting with small to medium
15:35
sized businesses. And he was
15:39
hired by Gary Keller to come in
15:39
and do an organizational
15:43
assessment in the mid 80s. And
15:43
at that time, you know, Keller
15:47
Williams was hitting a ceiling.
15:47
And frankly, Bayne helped Gary
15:50
move forward in the
15:50
organization, hire a new CEO, by
15:54
the name of Mo Anderson, and Mo
15:54
and Mark took the company just
15:58
to incredible levels. Well, that
15:58
system, we actually licensed
16:03
proprietarily inside of Keller
16:03
Williams for a number of years.
16:08
And as being part of the Keller
16:08
Williams International Master
16:11
Faculty, I taught that system,
16:11
and I not only taught it because
16:15
I loved it, but I taught it
16:15
because it was what freed me to
16:19
be who I went on to become and
16:19
who I am today, and that is to
16:24
just understand, you know,
16:24
behaviorally, who am I? I think
16:29
the thing, Darrell, that a lot
16:29
of CEOs struggle with, you know,
16:32
first entrepreneur CEOs, you
16:32
know, we can kind of interchange
16:35
some of that. Entrepreneurs
16:35
typically don't have a model to
16:39
follow, like, if you talk to
16:39
entrepreneurs and say, So where
16:41
did you learn to be an
16:41
entrepreneur? They usually don't
16:44
point to one thing, I mean, you
16:44
know, they point to wisdom, they
16:47
point to failures, they point to
16:47
books, but they really don't
16:50
point to a system. So when they
16:50
grow their organizations,
16:54
they're growing an
16:54
entrepreneurially. They're kind
16:56
of doing and how they think it
16:56
should be done. And, you know,
16:59
even Keller Williams in the
16:59
early days, that was one of the
17:02
things that was happening. You
17:02
know, Gary is an amazing
17:04
visionary. In fact, he was just
17:04
recognized by very respected
17:08
organization as the number one
17:08
real estate leader in the world,
17:13
basically. And he's been
17:13
recognized, you know, by that in
17:16
the past, so Gary was smart
17:16
enough to understand, in my
17:19
opinion, if it was good enough
17:19
for him to use it, to help the
17:22
organization, then it was good
17:22
enough for the entire
17:24
organization to use. And so then
17:24
I just became immersed in it.
17:28
And I had this amazing
17:28
relationship with Bayne, and so
17:31
what I did was I had an
17:31
opportunity to buy a license
17:34
agreement for it. And just as
17:34
amazing how much of an impact it
17:39
can have on organizations and
17:39
CEOs and, you know, we can go
17:42
into what CEOs struggle with and
17:42
why they struggle with it, but
17:46
that's really where I first got
17:46
immersed in it. It really hit me
17:50
from the, remember I said I
17:50
wanted to be an accountant.
17:52
Well, behaviorally, I'm not an
17:52
accountant. I could do
17:55
accounting and I could do it for
17:55
a period of time. But you know,
17:59
we believe that we put you in
17:59
your behavioral zone, and then
18:03
you do it frictionless. You
18:03
know, and you could do it
18:05
frictionless for a long, long
18:05
time. And I just, I couldn't
18:08
have been an accountant for a
18:08
long period of time and enjoyed
18:11
it and performed at a high
18:11
level.
18:12  Darrell Evans
I get it. You
18:12
know, it's very interesting. You
18:15
have to understand and get a
18:15
feeling for what is or isn't
18:18
right, no matter how logical it
18:18
may seem right? You know, and
18:19
What are one, two
18:19
or three absolutely common
18:19  Pat Mancuso
Right.
18:21
that seems like what it was for
18:21
you, right? A lot of times
18:24
people will feel a certain way,
18:24
in a negative way about a thing
18:28
that they're doing, or a path
18:28
that they're traveling or a path
18:31
that they've been on for even 10
18:31
or 15 years. And then when that
18:35
feeling is gnawing at them, a
18:35
lot of times they don't have
18:38
enough belief in themselves to
18:38
pivot. They don't have enough
18:41
belief in themselves to start
18:41
all over again. There's this,
18:44
all these stories, and I know
18:44
you've seen it and that brings
18:48
me to sort of, my next question
18:48
is, I mean, you have to have an
18:51
incredible amount of insight
18:51
from 30,000 coaching and or
18:54
one-on-one conversations, and it
18:54
doesn't matter if they were just
18:58
in real estate or what have you.
19:05
struggles that you are having to
19:05
coach entrepreneurs through?
19:10
There have to be common themes
19:10
or threads, that you're like,
19:14
Hey, and if our listeners are
19:14
going through them, let them
19:16
know (a) they're not alone,
19:16
number one. And (b) let them
19:19
know too, there's a way through
19:19
it. Talk to us about those.
19:24
So I think one of
19:24
the first things I would say is
19:27
that you've got to know who you
19:27
are. Most people have never had
19:31
a behavioral assessment done.
19:31
They've never had it validated.
19:35
And they've never sat down with
19:35
someone that really understands
19:38
it to explain, like why. So one
19:38
of the most common things that
19:42
happens when we meet with CEOs
19:42
and we validate their behavior
19:47
is that they go whoa, now I
19:47
understand why x, y, z, and it's
19:51
freeing. It's just so amazing
19:51
how freeing it is. So I think
19:54
the first thing is you just got
19:54
to understand who you are. You
19:56
can't lead others if you don't
19:56
understand who you are. I think
20:00
the second thing and it's, you
20:00
know your title to a lot of your
20:04
podcasts and what you do is mind
20:04
shift, its mindset. We have a
20:08
program that I was a part of for
20:08
11 years where it was in person
20:12
coaching and had over 12,000
20:12
people go through that program
20:16
personally in my rooms, and so a
20:16
lot of one-on-one conversations.
20:19
And if you really tear down most
20:19
people's limiting beliefs, they
20:24
go back to something probably
20:24
early on in their life is the
20:27
most common thing, whether it
20:27
was an experience they had
20:30
growing up, whether it's an
20:30
experience they had with their
20:32
parents, that something
20:32
happened, or they were told
20:35
something or they were limited
20:35
in some conversation, and
20:39
they've taken that forward. And
20:39
then every decision they make,
20:42
every belief that they have, is
20:42
formulated around that. And no
20:46
one's ever broken that down for
20:46
them. No one's ever showed them
20:50
how that's impacting all of
20:50
their decisions, because most of
20:54
that is subconscious as you
20:54
know. So it really is a mindset.
20:59
And then I think the next thing
20:59
that a lot of people struggle
21:01
with is just the clarity of
21:01
where they want to go. And you
21:05
know, so when I ask people, I'll
21:05
do this all the time, I'll say,
21:09
so tell me your goals. And I
21:09
keep it generic, because I want
21:12
to see where they go first. And
21:12
usually what they will do is
21:16
they'll tell me their business
21:16
goals. And by the way, that's
21:19
great. But I say okay, so if you
21:19
want to make $200,000 a year,
21:23
that's awesome. Now tell me why.
21:25  Darrell Evans
Yeah, for what?
21:27  Pat Mancuso
Tell me what that's
21:27
attached to.
21:29
Because, you know,
21:29
we will do this exercise Darrell
21:29  Darrell Evans
Right.
21:30
where I'd say, Okay Darrell, so
21:30
how much money do you want to
21:31
make this year? And you say
21:31
$200,000. And I go, Okay, that's
21:36
amazing. Now, how much money did
21:36
you make last year? Well, they
21:39
said, $100,000. I said, Okay,
21:39
let me ask you a question. If
21:42
you now dial ahead 12 months
21:42
from, our case for our
21:45
conversation, 2022 and you made
21:45
$190,000, would you be happy?
21:50
Now remember, their goal was
21:50
200. And they made 190. And they
21:53
made 100 year before, would you
21:53
be happy? 100% of them would say
21:57
yes. And then I'd say, Okay, how
21:57
about 180? They'd say yes. And
22:00
we come down to a level where
22:00
they finally stop and go, No, I
22:04
wouldn't be happy. Well, the
22:04
reason that they went from 200,
22:07
to whatever that level was, it
22:07
was there was nothing on the
22:10
other side of the ledger that I
22:10
call their personal plan. Like,
22:14
what were the vacations they
22:14
wanted to take? How much money
22:17
did they want to save? What did
22:17
they want to donate in charity?
22:19
Whose life did they want to
22:19
impact? What was their economic
22:23
model for just living? And so
22:23
because there was nothing
22:26
attached personally and there
22:26
was no purpose, there was no
22:28
why, then really the business
22:28
had no purpose or why in the big
22:32
scheme of things, and so they
22:32
struggled to succeed. So clarity
22:36
of why they're doing what
22:36
they're doing and what their
22:39
purpose is for doing it. Like,
22:39
why do I get up in the morning?
22:41
I love what I do. I love who I
22:41
impact. But at the end of the
22:45
day, I get up for my family, I
22:45
get up for the things that I
22:48
want to do, the experiences that
22:48
I want to have, and how I want
22:51
to impact their life. So I think
22:51
that's another big big struggle.
22:55
And then lastly, there's no
22:55
system. They don't follow
22:58
systems.
22:58
Yeah, yeah.
22:59  Pat Mancuso
You know, it's
22:59
funny, we're doing some work
23:01
right now with a company. And
23:01
I'll just say, we'll just leave
23:04
it as a company. And when we
23:04
came in, they had some
23:07
challenges with the
23:07
organization. And what's
23:10
interesting is that in getting
23:10
to know them, and going through
23:13
everything we've gone through,
23:13
the mistakes that they were
23:16
making at the time when I met
23:16
them, were actually repeated
23:19
mistakes that they've made for
23:19
the last five years. They were
23:22
kept making them because they
23:22
had no system.
23:24  Darrell Evans
Yeah.
23:24  Pat Mancuso
So we brought the
23:24
system into the organization,
23:26
they start hiring people, and
23:26
all of a sudden, now they start
23:30
to have a whole different level
23:30
of success. Not that they
23:32
weren't successful previously,
23:32
but they just didn't have a
23:35
model to follow.
23:36  Darrell Evans
Yeah. Wow. Pat
23:36
just dropped a micro
23:39
masterclass. Number one, what's
23:39
holding you back, as you don't
23:42
really understand who you are,
23:42
right? I call it your superstar
23:45
DNA. Get a behavioral assessment
23:45
and really understand why you
23:49
tick the way you tick, right?
23:50  Pat Mancuso
Yeah.
23:51  Darrell Evans
Number two, he's
23:51
talking about this idea of
23:53
what's really holding you back.
23:53
The limiting beliefs are holding
23:55
you back. You don't even know
23:55
what they are sometimes. And
23:57
there's some work to get back to
23:57
the place that where they were
24:00
established, destroy those so
24:00
you can move forward. The third
24:03
thing is this idea of get clear
24:03
on really what you want. And I
24:07
love what you said about this
24:07
idea, I call them fluffy goals.
24:10
I just did a video of, going up
24:10
on YouTube or Instagram. I talk
24:13
about these fluffy goals like
24:13
for what?
24:15  Pat Mancuso
Yeah.
24:15  Darrell Evans
Like, why do you
24:15
want that? And you basically
24:17
walk them backwards and say, if
24:17
this is a goal, but it doesn't
24:20
have meaning, then it won't
24:20
matter.
24:22  Pat Mancuso
Right.
24:22  Darrell Evans
That's the way I
24:22
said, What's the goal f it
24:24
doesn't have meaning? And if it
24:24
doesn't have meaning, it won't
24:26
matter, which means you don't
24:26
care.
24:27  Pat Mancuso
Yeah.
24:27  Darrell Evans
To your point, I
24:27
don't know if you see it this
24:29
way. But to your question of, if
24:29
you had a goal for 200, but hit
24:33
190, would you be happy? The
24:33
answer is yes. But some people
24:37
all of a sudden say well I
24:37
failed. And no, no, no, you
24:40
didn't fail, right?
24:41  Pat Mancuso
No.
24:41  Darrell Evans
The last piece
24:41
that you brought in is
24:43
systematization. And a lot of
24:43
entrepreneurial firms, they just
24:47
don't want to have structure,
24:47
right? A lot of us leave
24:51
corporate or we say bad things
24:51
about corporate. But listen,
24:54
nothing grows without a
24:54
structure. If your car didn't
24:57
have a system, it wouldn't get
24:57
you from point A to point B
24:59
without all the stuff falling
24:59
apart on the way. Everything has
25:03
to have a system. So I love what
25:03
you said about that.
25:05  Pat Mancuso
Well, Darrell, let
25:05
me share something. I don't
25:07
recall but do you have children?
25:08  Darrell Evans
Yes, we have a
25:08
bucket. Five in the family, yes.
25:10  Pat Mancuso
Okay. I double
25:10
checked the value as I remember.
25:13
So let me ask you a question. Do
25:13
you recall a time when they were
25:15
younger and you told them that
25:15
you were going to do something
25:18
with them?
25:18  Darrell Evans
Yes.
25:19  Pat Mancuso
Now, they reminded
25:19
you all the time about doing it
25:22
right?
25:22  Darrell Evans
Every minute
25:22
because they have no time space
25:24
reality understanding.
25:26  Pat Mancuso
I'm gonna guess
25:26
most of the time that you
25:28
executed whenever you told them
25:28
you were going to do.
25:31  Darrell Evans
Ideally, yep.
25:32  Pat Mancuso
Yeah. I mean, you
25:32
wouldn't intentionally
25:34
disappoint 'em, right?
25:35  Darrell Evans
Right.
25:35  Pat Mancuso
Okay. So what
25:35
happens is because people don't
25:39
plan their lives with their
25:39
families, they don't have to
25:42
tell them anything. And
25:42
therefore, when they're not
25:44
doing what they're supposed to
25:44
be doing in their daily life,
25:47
there's no consequence.
25:49  Darrell Evans
Wow! Wait, wait,
25:49
wait, wait, wait, wait, timeout.
25:53
Okay, that went too fast for
25:53
some. That went fast for me so
25:56
let's do that again. Let's
25:56
rewind that back.
25:58  Pat Mancuso
Yeah.
25:58  Darrell Evans
So if you've got
25:58
children, and you're listening,
26:01
let's pick it up from there.
26:01  Pat Mancuso
Or if you don't
26:01
want children, or if you ever
26:03
raised children, it doesn't
26:03
really matter. Just think about
26:05
kids.
26:05  Darrell Evans
Right. If you say
26:05
something, they hold you
26:08
accountable, because they ask
26:08
you every 12 minutes. Because if
26:12
you tell them it's next week,
26:12
and they think 10 minutes later,
26:14
it's next week already.
26:16  Pat Mancuso
Right. Exactly.
26:17  Darrell Evans
But they're going
26:17
to ask you until, right? And I
26:20
know with our grandkids, we have
26:20
this thing of describing it as
26:23
sleeps. How many sleeps away . .
26:23
.
26:25  Pat Mancuso
I love it! That's
26:25
such a great system.
26:25
I love it!
26:25  Darrell Evans
. . . is this
26:25
thing. So if we're going to a
26:28
I didn't come up
26:28
with it. I didn't come up with
26:28
thing, well it's five sleeps
26:28
away. Well, they know they go to
26:31
it. That's my better half. She's
26:31
the one who came up with the
26:32
sleep at night. And they know
26:32
they haven't been asleep yet. So
26:36
they don't ask anymore.
26:41
sleep conversation. It's five
26:41
sleeps away. But I love what you
26:44
said. So go back to this point
26:44
of, when we become
26:47
entrepreneurial adults. Now we
26:47
don't have to answer the call of
26:52
commitment. Is that what you're
26:52
saying? We're not keeping
26:55
commitments to ourselves.
26:56  Pat Mancuso
Yeah, what I'm
26:56
saying is there's no
26:57
consequence, right?
26:59  Darrell Evans
No consequence.
27:00  Pat Mancuso
And so we wouldn't
27:00
intentionally disappoint our
27:03
kids. But when we're not doing
27:03
the things we need to do at
27:06
work, or in our job, or our one
27:06
thing, if you may, it's really
27:10
what happens. And that's why
27:10
people don't have, in my
27:13
opinion, as much success in once
27:13
they get that tie in. And by the
27:18
way, this is a conversation
27:18
between partner, spouse
27:21
significant others, where if you
27:21
don't sit down and you don't
27:25
talk about these things, then
27:25
how do you ever raise your level
27:29
of success?
27:31  Darrell Evans
Pat, let me ask
27:31
you this, because you're nailing
27:33
on something that I just
27:33
strongly believe in. And that
27:36
is, one of the challenges with
27:36
entrepreneurial folks that I
27:39
work with and coach and work
27:39
with in our agency is, a lot of
27:43
times we just don't keep
27:43
commitments to ourselves.
27:45  Pat Mancuso
Yeah.
27:46  Darrell Evans
And I'm a big
27:46
believer in accountability. I'm
27:48
a big believer in setting, maybe
27:48
to the point of what's the
27:51
penalty if we don't get it done?
27:51
I remember one time, I wanted to
27:55
start journaling. And I just
27:55
couldn't get it done. Every
27:57
mentor I've ever had has said
27:57
journal, journal, journal. And
28:00
I'm like, Yeah, I'm not
28:00
journaling. And then at one
28:02
point, I just said, Okay, here's
28:02
the penalty if I don't journal
28:04
because I wanted to actually go
28:04
through the practice for a
28:07
period of time just to see how I
28:07
felt.
28:09  Pat Mancuso
Yeah.
28:09  Darrell Evans
My question for
28:09
you is, is what do you recommend
28:12
for the penalty when you're an
28:12
entrepreneur and you don't have
28:16
necessarily, if you're in a
28:16
mastermind, maybe you've got
28:18
some accountability, if you've
28:18
got a coach, maybe there's some
28:20
accountability. But what do you
28:20
recommend to the entrepreneur or
28:23
the CEO? How do you recommend
28:23
they build an accountability or
28:26
a penalty into the things they
28:26
say they want to do?
28:30  Pat Mancuso
So you know, my
28:30
perspective on it is, first,
28:33
they have to make a decision
28:33
that whatever they're going to
28:35
commit to, is important enough
28:35
to them, and they're making that
28:39
decision for them and not based
28:39
on what somebody else told them.
28:42
They feel like somebody else did
28:42
it so I need to do it. They
28:45
first need to make the decision,
28:45
right? Because nothing else
28:49
happens until they make that
28:49
decision. And then the second
28:52
thing is, they have to
28:52
understand that first of all, no
28:55
human being is perfect. We
28:55
already know that. Right?
28:58  Darrell Evans
Right.
29:00  Pat Mancuso
the book that they
29:00
talk about, it came recently
29:08
out, like in the last two
29:08
months.
29:09  Darrell Evans
Okay.
29:09  Pat Mancuso
And one of the
29:09
things they talk about is we
29:12
focus on, like you talked about
29:12
the one 200 to 190 and how some
29:16
people would look at that as
29:16
failure. Well, we didn't achieve
29:20
the goals, we got to assess why
29:20
we didn't achieve the goals, and
29:22
then go back and fix it, right?
29:22
Make adjustments. Well, one of
29:26
the things that they talk about
29:26
in the book is how you have to
29:30
celebrate the 100 to the 190 and
29:30
how did you grow?
29:33  Darrell Evans
Yes, sir.
29:34  Pat Mancuso
And then learn.
29:35
But from a
29:35
commitment standpoint, I've
29:35  Darrell Evans
Yes.
29:37
recently heard something. I
29:37
don't remember where I heard it.
29:40
But the analogy is this. So you
29:40
go and you make a decision,
29:43
you're going to get healthy,
29:43
right? And so part of getting
29:47
healthy is you're not going to
29:47
eat fast food anymore. Because
29:49
you know, fast food is not good
29:49
for you. So you now, you get on
29:52
your plan, you get on your
29:52
program. You don't do any more
29:56
fast food for 30 days. You're
29:56
like oh my gosh, this is great!
29:59
I haven't had fast food, got rid
29:59
of 25 pounds. You're sitting at
30:03
a stop light. And you look over
30:03
and there's your favorite fast
30:07
food place. And your brain
30:07
starts to activate and goes, You
30:11
know what? I've done this for 30
30:11
days. I'm okay if I just do it
30:16
one time, Darrell, just one
30:16
time. It's, I mean, God, I lost
30:20
25 pounds.
30:21
Yeah.
30:21  Pat Mancuso
As soon as that
30:21
decision comes into the
30:23
conversation, you lost your
30:23
commitment level. Because you
30:26
can't be 98% committed to
30:26
something. You have to be 100%
30:30
committed. That doesn't mean
30:30
you're going to be perfect in
30:32
it. It's the burn the boat
30:32
scenario, again, you got to burn
30:35
the boats. And here's the last
30:35
piece. There's, there's one more
30:38
thing Darrell, then you got to
30:38
have accountability, you got to
30:41
have somebody who's going to
30:41
hold you accountable.
30:43  Darrell Evans
Of course.
30:43  Pat Mancuso
You know, I had a
30:43
client just recently, he was
30:45
having an amazing year in real
30:45
estate. And yet he had gone a
30:49
period of time where he had lost
30:49
some momentum. And I showed up
30:52
one day to a call with him, and
30:52
I just said, can I be completely
30:55
honest with you? And he said,
30:55
Yes. And I said, you're broke.
30:59
And he goes, Well, what do you
30:59
mean, I'm broke? And I said,
31:01
well, in real estate, you do an
31:01
activity today, you close the
31:06
deal, sign the contract, as you
31:06
know, but you don't get paid for
31:08
45 to 60 days. I said right now
31:08
you're broke.
31:11  Darrell Evans
Yeah.
31:12  Pat Mancuso
Now, he wasn't
31:12
broke. But mentally, he had
31:17
started coasting. Well, from
31:17
that conversation to the rest of
31:20
the year, he added over $200,000
31:20
in income. And he just sent me
31:26
his numbers for the year. And he
31:26
went from out of 246 agents. He
31:31
went from 145 out of 246 to
31:31
number eight out of 246 this
31:36
year.
31:37  Darrell Evans
So out of
31:37
curiosity, just what did he do?
31:39
Whether someone listening to
31:39
this is in real estate or not,
31:41
your example is, okay, you're
31:41
broke because right now you're
31:44
waiting. And you should be doing
31:44
what? What did he do?
31:48  Pat Mancuso
So again, I'll
31:48
reference Gary. He wrote this
31:50
amazing book called The One
31:50
Thing, and if you if your
31:53
listeners haven't read it, they
31:53
need to read it because absolute
31:56
clarity. So he wasn't doing his
31:56
one thing every day because he
31:59
felt like he had enough in the
31:59
bank. So he got back to his one
32:03
thing. You know this, Darrell.
32:03
None of this is complicated.
32:07  Darrell Evans
No.
32:07  Pat Mancuso
We just
32:07
overcomplicate it. For whatever
32:09
reason we just overcomplicate
32:09
it.
32:11  Darrell Evans
Yeah, I talk
32:11
about it all the time in my lean
32:13
marketing plan discussion, and
32:13
that is, what's the one metric,
32:17
the one aspect of your business
32:17
growth that will tell you if
32:20
you're on track or off track?
32:21  Pat Mancuso
Absolutely.
32:22  Darrell Evans
And I learned it
32:22
in 96 or 7. I learned it from a
32:26
number of people. It didn't make
32:26
sense to me until I kind of
32:29
boiled it down into this one
32:29
metric. Because if you really
32:31
think about it, all of your
32:31
success lies in one behavior.
32:35
And if you have it scheduled to
32:35
do every single day, chances are
32:38
over the long term, you'll be
32:38
successful. So Pat, amazing
32:42
breakdown. I love the analogies.
32:42
You know, there's so much people
32:46
can learn from the methodology
32:46
that you use, the RSTMM. But
32:50
tell everyone where they can
32:50
find out more about you. You
32:53
also have a podcast. Tell
32:53
everybody really quick about
32:56
your, your podcast.
32:57  Pat Mancuso
Yeah. So first, you
32:57
know, we have our information at
33:00
PatMancuso.com. It's
33:00
M-A-N-C-U-S-O dot com. We talk
33:04
about our coaching and
33:04
consulting and, you know, you
33:07
talked about the one thing,
33:07
Darrell and we didn't go real
33:10
deep into the RSTMM. But here's
33:10
what I would tell you. Is CEOs
33:14
and business leaders and
33:14
entrepreneurs, if they master
33:16
one thing of how to hire great
33:16
talent, everything else will
33:19
take care of itself. If they
33:19
just mastered that one thing.
33:24
And it's not just hiring the
33:24
talent, it's training the talent
33:27
at a high level. And then it's
33:27
an ongoing development of the
33:30
talent to help them achieve
33:30
their goals. So if there's one
33:33
thing that anybody listening
33:33
that's running an organization
33:36
that has got people around them,
33:36
you mastered that one process,
33:40
everything else will take care
33:40
of itself, because every CEO
33:44
that I talk to, every issue they
33:44
have comes back to people
33:47  Darrell Evans
Yes.
33:48  Pat Mancuso
In the podcast that
33:48
we do, TheSuccessAscent.com We
33:51
are going on our second and a
33:51
half year, I guess you would
33:54
call it. You've been gracious
33:54
enough to be a guest on our
33:57
show.
33:58  Darrell Evans
Awesome talk.
33:58  Pat Mancuso
You know, we just
33:58
interviewed some amazing people.
34:01
And so they can, you know, go to
34:01
www.thesuccessascent.com or they
34:06
can also pick that up at
34:06
patmancuso.com as well.
34:09  Darrell Evans
Yeah, it's right
34:09
on your website, PatMancuso.com.
34:11
We're going to link up both of
34:11
those links in the show notes.
34:14
If you're listening on the road,
34:14
when you get back to your
34:17
desktop, be sure to visit Pat. I
34:17
always say that to be successful
34:20
over a long period of time, a
34:20
lot of people get woo wooed and
34:23
ahh, ahhd about people that have
34:23
been successful for 20 plus
34:26
years, 30 years that kind of
34:26
thing. But the reality is, is it
34:29
goes back to something I think
34:29
you said earlier, which is you
34:32
burned the boats on not having
34:32
it any other way and it doesn't
34:35
mean that everything works out
34:35
exactly the way you plan every
34:37  Pat Mancuso
They can find us on
34:37
LinkedIn, Facebook, you know,
34:38
step of the journey. It just
34:38
means I'm not going back from
34:41
this point forward and then I'm
34:41
going forward and then something
34:44
may break down but I'm not going
34:44
back and it's this burn the
34:47
boats mentality. I remember a
34:47
burn the boats conversation in
34:50
my agency 2016 and, and
34:50
unfortunately sometimes when you
34:52
burn the boats, some people that
34:52
are on the boat that agree to go
34:55
with you realize the water's a
34:55
little choppy and they call for
34:58
the Coast Guard and they want to
34:58
get off the boat and that's
35:01
perfectly fine. But there are
35:01
people who will swim out and
35:04
catch up to your boat and say,
35:04
hey, I want to be a part of that
35:07
ride. And so, Pat, you've nailed
35:07
this conversation on, it is
35:10
about people because and it's
35:10
the hardest piece. Like if
35:13
you're going to grow and have a
35:13
successful business and scale as
35:16
an entrepreneur, you've got to
35:16
build a business that has
35:18
systems to be executed by high
35:18
quality people that believe in
35:21
the mission of where you're
35:21
going. That's something I've
35:24
simplified over the last couple
35:24
of decades of me being in
35:27
business but Pat, man, I know
35:27
we're gonna stay connected. I
35:30
was on your show. You've been on
35:30
my show now and I know there's
35:33
some projects outside of this
35:33
we're going to talk about but
35:36
we'd love to have you back in
35:36
the future and stay connected.
35:38
Anywhere else on social that you
35:38
want them to find you or just
35:41
over at patmancuso.com?
35:45
all those sources.
35:46  Darrell Evans
All the things.
35:46
All the internets. So, so good.
35:52  Pat Mancuso
And like, all the
35:52
things that are coming, I guess.
35:54  Darrell Evans
I know, right?
35:54
The Metaverse pretty soon,
35:56
right?
35:56  Pat Mancuso
Yeah. Exactly.
35:57  Darrell Evans
Got it. Thanks so
35:57
much for being here on The
35:58
MindShift Podcast. Appreciate
35:58
you.
36:00  Pat Mancuso
Well, Darrell,
36:00
thanks for all you guys are
36:01
doing as well. And thanks for
36:01
the invite. It was an awesome
36:03
conversation.
36:04  Darrell Evans
It was.
36:07  The MindShift Podcast
Hey my
36:07
friend, thanks again for
36:08
listening to today's episode of
36:08
The MindShift Podcast. Listen,
36:10
let's not have the conversation
36:10
in here. Connect with me on
36:14
social @MrDarrellEvans on almost
36:14
all the platforms, with the
36:18
exception of Facebook. My
36:18
Facebook fan page is
36:21
@DarrellEvansFan. Until next
36:21
week, remember you're just one
36:25
shift away from the breakthrough
36:25
you're looking for.