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Oh, final thought.
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Well, I'll say this.
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No matter what business you do, no matter what
business you're in, no matter what your goals
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are, never quit.
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Be relentless.
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If you say, what is my strongest point?
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I am relentless.
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I just go and go and go, where so many people
quit.
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The whole story about a room with 100 people
and someone saying, in a year from now, there
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will only be two people left in this room, in
the business.
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It's true.
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Don't be a stat.
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Beat this whatever the stat is, treat it as a
dare.
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Hello, and welcome, Inspired Podcast Community.
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This is your new episode.
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My name is Caroline, and my today's guest is
Sheldon Wolf, and I'm so happy that he said yes
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to our interview.
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How are you doing today?
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You know what?
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I'm doing excellent.
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Thank you very much for asking.
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Thank you for saying yes.
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I'm so happy, and I would like to introduce you
to the audience, of course.
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So you have spent over 35 years building
companies across real estate, finance, fintech,
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and now AI.
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Today you are the founder of Intellitary, an
AI-powered platform reshaping how consumers
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connect with real estate professionals and
lenders.
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Welcome to the Inspired Podcast, Sheldon Wolf.
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Thank you.
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This is you and I hope I pronounced it right.
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IntelliTerry.
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How how do you pronounce this?
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That's good.
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You did a good job.
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You did a great job there.
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How it's pronounced.
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Okay perfect.
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Normally, I should have asked you before
recording, but now we jump into our interview.
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My first question for you, what's one lesson
from your early real estate days in the late
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'80s that still shapes how you build companies
today?
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Well, going back in time, and I go way back in
time, and I've got a library of great stories,
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but going back literally to 1989, 1990, one of
the things I developed really, really early in
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order to be successful was a system.
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I note that a lot of people who get into the
industry, they don't have a system.
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They just wing it.
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They fly each day.
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It's just kind of whatever comes their way kind
of thing.
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And to me, that's great.
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But if you want to be really, really, really
successful, I found that having a good
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developed system.
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It's kind of this.
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I mean, half of my life, I wear two hats.
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An AI founder's hat, but I also wear an
investor's hat.
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So to me, when you talk about building a
business, well, to me, a business is just a
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system.
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But like I said, it's not an easy game if
you're just going to wing it.
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And no business should ever run that way where
you just wing it.
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You have to develop a system and a system that
works.
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Even better, if the system's not working, you
need to be able to change it.
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Never marry bad technology or never marry a bad
system.
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Sounds good.
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So what is your system?
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I hear something like structure, organization,
maybe focus.
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Well, it's a lot of things.
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So with real estate, for example, there's lots
of different components.
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But my system to me, and this allowed me at an
early age, I was literally in my mid-20s making
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millions of dollars, but I was able to build
what I call a conveyor belt system.
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It starts with the acquisition of the customer,
where and how you find the customer, how you
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work the customer through your system, how you
keep the customer on your conveyor belt, so
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they're not just running amok.
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And so you're kind of controlling them, and the
more you can control your consumer, the more
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you can monetize them.
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And that I learned at a very young age.
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And I built that system into my newest
technology IntelliTerry, except, of course,
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with AI, instead of handling I used to do 200
to 300 transactions a year.
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That was because of my system where you look
and say, well, the average agent does two to
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three transactions a year, two to three
transactions versus 200 to 300 transactions.
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So I figured a way to do a lot of business
fast.
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IntelliTerry does the same thing, except it now
has every component of my old-school conveyor
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belt system.
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But instead of doing 200 to 300 transactions a
year, this thing can produce 50,000
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transactions a year because as good as I was,
and I was good because obviously, what's the
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difference between a guy who barely gets by in
real estate versus a guy who makes, you know,
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tens of millions of dollars in real estate?
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Well, it's my ability to be able to see
something that most people miss.
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So you get really good at seeing the invisible.
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And, you know, I say, see the invisible and
complete the impossible.
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You know?
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But I built that all into Intellitary.
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Intellitary is different because I can only
talk to really one person at a time.
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I'm doing a podcast with you.
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This is my time.
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That's the only allocation I've got.
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00:05:19,419 --> 00:05:23,980
But my AI technology allows me to communicate
with 20,000 people an hour.
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So imagine, I used to always say very rarely
would a day go by where I'd say I'd always say,
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if only I could clone myself.
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If I had 10 Sheldons, if I had 100 Sheldons,
can you imagine what I can do?
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And, you know, Intellitary is that.
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It's a thousand Sheldons, all AI, all
perfection, built by a champ.
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I'd say anyone who's making tens of millions of
dollars in real estate, that's the very elite.
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That's the very top, not even 1%.
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That's the fraction of the 1% of successful
people in the industry, and I've managed to
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clone that times a thousand.
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So when I tell you that we could put out 50,000
transactions a year, most people who know me
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believe me.
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In fact, they're saying, well, why don't you do
twice that?
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And I can and I will, but I'm not one to jump
off a building and land on my head.
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I like everything to be perfect.
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So year one, we'll put out 50,000 transactions.
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We'll perfect the system.
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Year two, yeah, we'll double it for sure.
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I mean, that's how my nature is.
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Wow.
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I love this, and I understand the concept as
well.
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And it's your system now you build.
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Right?
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Yeah.
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Yeah.
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But it's it's, like I said, it's when when I
tell people, Intellitary is 30 years in the
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making, it's literally 30 years in the making,
but it's based on a perfect system that just
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became more perfect because of the fact I've
been able to introduce AI into it.
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So it allows brokerages who are suffering right
now to literally get another 50,000
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transactions on their doorstep.
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What does that mean?
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That means hundreds of millions of dollars in
new revenues for the brokerage.
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I mean, at the end of the day, what brokerage
doesn't want that?
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The fact is every brokerage wants that.
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So, I mean, I built a system designed for every
brokerage out there.
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Oh, sounds good.
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00:07:20,389 --> 00:07:28,204
And you said earlier something about vision or
the invisible, and I heard this quote, walk by
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vision, not by sight.
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Yeah.
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Yeah.
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I live by those words.
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Over the last three decades, people have paid
me millions of dollars to fix their messes.
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You know, it's funny.
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This morning, I was working on a file on a real
estate company, never mentioned names.
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But this company is only about 3,000 agents
strong.
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But every time they recruit another agent and
another agent and another agent, and their view
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is we just keep recruiting agents.
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We're gonna come up.
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But every time they recruit an agent, they're
actually losing money because they're not
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making enough money off their agents and off
their transactions to make any sense.
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Like, their business model is just flawed.
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So, of course, people pay me millions of
dollars to fix messes and whatnot.
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And their issue is they just don't have the
rent.
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They have the agents.
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And if the contest was how many agents can I
deposit into the bank account, the corporate
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bank account this month, they'd be doing good
because a small company went from small to also
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what I call a medium-sized broker where they
have 3,000 agents.
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Great, you passed that test, but now you can't
lose $14 million a year.
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million a year when you start dividing it up
into the amount of agents, it's simple math,
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but CEOs, CFOs, all the C-suite guys, they hate
looking at the truth.
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It pains them.
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They look and say, but look at our revenue.
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Yeah, I see your revenue.
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But look at this column over here.
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The column's easy to fix.
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Fixing losses is easy to do.
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You just have to figure out what the problem
is.
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And a lot of people don't see the problem.
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But I see the problem.
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It took me literally if I tell you less than 60
seconds to calculate their problem.
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You're looking at a guy who reads financial
statements for a hobby, for entertainment.
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To me, it's a puzzle.
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You know how some people do crossword puzzles?
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Some people play Sudoku.
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I read financials of failing corporations, and
I say, here's what this company is.
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And then if someone's smart, they'll pay me.
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I don't want to sound stupid, but pay me
whatever I ask because it's cheaper to pay
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$3,000,000 than to lose $15,000,000.
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00:09:49,850 --> 00:09:53,725
And $15,000,000 a year, that's, you know, it's
$30,000,000, it's $40,000,000.
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Pretty soon, even Nasdaq's looking at you
saying, well, we're not gonna let you stay at
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00:09:58,845 --> 00:10:03,004
88 cents for too much longer, and we gotta do
something.
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It's not fair to investors, and it really isn't
fair to the investors.
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00:10:07,259 --> 00:10:13,899
So if you have a guy who can fix it, it's time
to put your ego aside and let me step in, and
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I've got a flawless track record.
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So like I said, I see invisible things, and I'm
not afraid to fix things.
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I'm not afraid to say there's a problem with
the system.
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It needs to be adjusted or tweaked or whatnot.
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But real estate's a very interesting business
because you have a lot of people who resist
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change.
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They don't like change.
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Or they'll say, oh, but we just redid our
technology.
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We just got AI three years ago, five years ago,
whatever it is.
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We just changed our system.
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We've got a new CRM.
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00:10:37,620 --> 00:10:44,815
Well, three years ago, five years ago, today is
like saying, well, we did this 20 years ago, 30
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years.
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00:10:45,054 --> 00:10:47,054
Technology just changes so fast.
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00:10:47,215 --> 00:10:52,975
Literally, I see companies and they did
something 12 months ago and it's already
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obsolete.
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Like I said, I work the other half.
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The other half of my brain is in the investment
field.
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00:10:58,429 --> 00:11:03,069
You know, I deal with venture capital companies
all the time, and they're always like, okay.
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What problem, what today's problem are you
trying to fix?
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00:11:06,029 --> 00:11:06,669
None.
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00:11:06,669 --> 00:11:08,829
I'm not interested in solving today's problem.
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00:11:08,909 --> 00:11:12,485
Today's problem's already solved, and by
tomorrow, it's obsolete.
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00:11:12,485 --> 00:11:14,164
A thousand people copying it.
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00:11:14,164 --> 00:11:17,524
There's no revenue there when you have a
thousand people playing the same game as you.
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00:11:18,084 --> 00:11:19,684
I see invisible things.
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00:11:19,924 --> 00:11:24,580
My biggest invisible thing I see is consumer
behavior.
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00:11:24,580 --> 00:11:28,019
There's no big sign on it saying, hey, look at
me.
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00:11:28,019 --> 00:11:28,740
Look at me.
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00:11:28,820 --> 00:11:29,700
Fix me.
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00:11:30,019 --> 00:11:31,379
You don't fix it.
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You adapt to it.
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00:11:33,460 --> 00:11:34,259
And that's the thing.
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00:11:34,259 --> 00:11:37,460
But customer behavior is significantly changed.
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And you say, well, how does that apply to real
estate?
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00:11:39,434 --> 00:11:40,875
How does it apply to any business?
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00:11:40,875 --> 00:11:47,674
Well, it's a different customer today than it
was never mind five years ago, last year, two
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00:11:47,674 --> 00:11:48,394
years ago.
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00:11:48,554 --> 00:11:52,794
I mean, every customer has a phone in their
hand now and they've got AI.
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00:11:53,190 --> 00:11:54,950
So it didn't make them smarter.
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00:11:55,590 --> 00:11:57,350
It certainly didn't make them smarter.
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It gave them better access to information.
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00:12:00,549 --> 00:12:02,950
So it's perceivably smarter.
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00:12:02,950 --> 00:12:07,394
But when they shop, whether it be for a house
or for a trinket, they're shopping differently.
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They're making a different decision based on
different knowledge.
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00:12:10,355 --> 00:12:15,475
And if you don't adapt your company to that, I
don't care if you adjusted things a year ago or
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00:12:15,475 --> 00:12:20,309
got new technology a year ago, you gotta look
at today and you gotta look at where is
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00:12:20,309 --> 00:12:22,870
Sheldon's company gonna be in five years from
now?
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00:12:22,870 --> 00:12:25,269
Where is Sheldon's company gonna be in ten
years from now?
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00:12:25,350 --> 00:12:29,350
Well, when I design something, like I said, I
build my company backwards.
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00:12:29,350 --> 00:12:31,990
I design it as an investor for investors.
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00:12:32,695 --> 00:12:34,054
The founder part's easy.
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You've got a great idea.
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Great.
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00:12:35,495 --> 00:12:36,774
Well, that's your founder part.
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Now you know how to build it.
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00:12:37,815 --> 00:12:38,375
Great.
234
00:12:38,375 --> 00:12:43,815
Now you need to make it so it's gonna penetrate
that big giant rock wall that is coming up
235
00:12:43,815 --> 00:12:49,009
where all these companies are gonna hit and go
splat because they were too busy trying to
236
00:12:49,009 --> 00:12:53,250
solve today's problem and a thousand clone
companies all hit the same wall.
237
00:12:53,329 --> 00:12:57,009
You need something that's gonna penetrate that
wall or simply just jump over it.
238
00:12:57,409 --> 00:12:58,929
And that's how I design companies.
239
00:12:59,654 --> 00:13:00,214
Wow.
240
00:13:00,214 --> 00:13:03,334
I love the jump over the wall.
241
00:13:03,334 --> 00:13:03,894
Yes.
242
00:13:03,894 --> 00:13:05,174
Really inspiring.
243
00:13:05,174 --> 00:13:09,414
And also what you said about the clone, 1,000
clones.
244
00:13:09,414 --> 00:13:10,774
And it's right.
245
00:13:10,774 --> 00:13:17,110
You focus on the what is the company in five
years or in ten years.
246
00:13:17,110 --> 00:13:22,709
It's all about if you're building a business
just for today, well, you're out of business
247
00:13:22,709 --> 00:13:23,269
tomorrow.
248
00:13:23,269 --> 00:13:23,909
Congratulations.
249
00:13:24,070 --> 00:13:27,269
And if you're a venture capital company, you're
investing in that mentality.
250
00:13:27,429 --> 00:13:29,325
Well, you're just throwing away your money.
251
00:13:29,325 --> 00:13:35,565
You're part of the stats of when they take a
bunch of companies, they put it into a
252
00:13:35,565 --> 00:13:40,445
portfolio or some of these new studios opening
up and they build out all these different
253
00:13:40,445 --> 00:13:42,365
programs they see that are solving their
problem.
254
00:13:42,649 --> 00:13:49,450
But the truth of it is, 90% of them really
either return their money or are complete
255
00:13:49,450 --> 00:13:50,170
losses.
256
00:13:50,570 --> 00:13:56,970
Where they benefit are on the top few percent
that actually become really successful, where
257
00:13:56,970 --> 00:13:59,524
they can do a good exit and whatnot.
258
00:13:59,524 --> 00:14:03,524
But the problems I see is they're all chasing a
buzzword.
259
00:14:03,524 --> 00:14:07,365
They're not chasing anything really intuitive.
260
00:14:07,365 --> 00:14:09,365
They're saying, oh, well, we need more AI
companies.
261
00:14:09,365 --> 00:14:12,245
We need a company that can do this, this, this,
this, that, that, that.
262
00:14:12,820 --> 00:14:14,419
But that's not necessarily intuitive.
263
00:14:14,419 --> 00:14:19,620
That's just using buzzwords and saying, well,
we need to acquire more of these companies.
264
00:14:19,940 --> 00:14:21,059
But that's not smart money.
265
00:14:21,059 --> 00:14:23,779
You need to say, I don't care if there's AI
involved.
266
00:14:23,779 --> 00:14:24,659
I don't care what it is.
267
00:14:25,235 --> 00:14:30,274
It needs to penetrate whatever wall and you
need to say, how is the longevity of this?
268
00:14:30,274 --> 00:14:33,154
What is it going to look like in five years and
10 years from now?
269
00:14:33,554 --> 00:14:39,954
There's so many companies that literally I
talked to 12 months ago where if they asked me
270
00:14:40,620 --> 00:14:43,500
for $1.50, I'd probably say no.
271
00:14:44,059 --> 00:14:46,779
Or I'll tell you what, I'll buy you lunch.
272
00:14:46,860 --> 00:14:47,980
That's about it.
273
00:14:48,779 --> 00:14:52,139
But there are some companies out there that are
really smart.
274
00:14:52,539 --> 00:14:57,225
They're not built for today, they're built for
ongoing problems.
275
00:14:57,464 --> 00:14:59,865
Well, the bottom line, take real estate, for
example.
276
00:14:59,865 --> 00:15:01,065
Why do I like real estate?
277
00:15:01,065 --> 00:15:05,865
Well, it's a trillion-dollar industry, and you
need a roof over your head today.
278
00:15:05,865 --> 00:15:06,664
Well, guess what?
279
00:15:06,664 --> 00:15:10,345
You'll also need a roof over your head in five
years from now, ten years from now, even twenty
280
00:15:10,345 --> 00:15:10,824
years from now.
281
00:15:11,149 --> 00:15:14,590
The bottom line is real estate is here to stay.
282
00:15:14,669 --> 00:15:16,110
AI is here to stay.
283
00:15:16,350 --> 00:15:23,230
This technology has to be acknowledging that
how a customer shops today is different than
284
00:15:23,230 --> 00:15:28,294
yesterday, and it's gonna be different in a
year and five years from now and ten years.
285
00:15:28,294 --> 00:15:33,654
And if you can harness the consumer's behavior,
that is the number doesn't matter.
286
00:15:33,654 --> 00:15:36,134
Take real estate right out of the equation
here.
287
00:15:36,134 --> 00:15:40,990
People say, you can apply this to any business,
which is the truth.
288
00:15:41,230 --> 00:15:47,230
Because if you don't understand the customer
who has to open their wallet, how you're going
289
00:15:47,230 --> 00:15:50,589
to control the customer monetization path?
290
00:15:51,274 --> 00:15:56,075
If you're the guy who controls the customer,
you own the future, whether it be real estate
291
00:15:56,075 --> 00:15:57,595
or whatever business it is.
292
00:15:57,995 --> 00:16:01,434
You have to understand them in order to control
their wallet.
293
00:16:02,315 --> 00:16:06,559
Unfortunately, in real life, that's what keeps
your company a business is people spending
294
00:16:06,559 --> 00:16:09,440
money at your business, whatever your business
might be.
295
00:16:09,759 --> 00:16:09,919
So
296
00:16:10,240 --> 00:16:10,720
Yes.
297
00:16:10,720 --> 00:16:11,519
I love it.
298
00:16:11,519 --> 00:16:14,320
Thank you so much for inspiring us today.
299
00:16:14,320 --> 00:16:16,960
Of course, I have another question for you.
300
00:16:17,360 --> 00:16:19,679
That's my now my question is called.
301
00:16:20,585 --> 00:16:26,585
I can ask you, where can we find you when
people want to reach out to you after listening
302
00:16:26,585 --> 00:16:27,865
to this episode?
303
00:16:29,384 --> 00:16:32,585
Well, you could find me on LinkedIn under
Sheldon Wolff.
304
00:16:33,639 --> 00:16:34,679
Feel free to add me.
305
00:16:34,679 --> 00:16:35,960
Feel free to chat with me.
306
00:16:36,120 --> 00:16:47,240
You can also email me at Sheldon,
sheldon,@Intellitary, I n t e l l I t a r y dot
307
00:16:47,240 --> 00:16:47,480
com.
308
00:16:49,044 --> 00:16:52,725
Go to my website if you want, sheldonwolf.com.
309
00:16:53,205 --> 00:16:56,004
And you're also welcome to send smoke signals.
310
00:16:56,004 --> 00:16:57,764
Like I said, I see the invisible.
311
00:16:57,764 --> 00:16:59,684
So yeah.
312
00:16:59,684 --> 00:17:02,279
However you want to get ahold of me, please
feel free to reach out.
313
00:17:02,279 --> 00:17:05,640
I'm very friendly, very open, especially on
business topics.
314
00:17:05,640 --> 00:17:06,919
I love talking business.
315
00:17:07,000 --> 00:17:07,559
Yes.
316
00:17:07,559 --> 00:17:08,200
Of course.
317
00:17:08,359 --> 00:17:09,640
So we will do this.
318
00:17:09,960 --> 00:17:10,440
Of course.
319
00:17:10,440 --> 00:17:17,835
And my next question for you is, what separates
entrepreneurs who survive a downturn from those
320
00:17:17,835 --> 00:17:18,875
who don't?
321
00:17:20,555 --> 00:17:22,154
Oh, that's a great question.
322
00:17:22,154 --> 00:17:27,839
That's my favorite question, actually, because
the truth is I do better when things are
323
00:17:27,839 --> 00:17:28,480
crappy.
324
00:17:28,480 --> 00:17:29,920
I don't know what happens.
325
00:17:29,920 --> 00:17:31,519
I go into a certain mode.
326
00:17:31,920 --> 00:17:34,000
But what did I say?
327
00:17:34,000 --> 00:17:37,599
I said people pay me a lot of money to fix
their messes.
328
00:17:37,599 --> 00:17:41,119
When things are downturned and they're
struggling, it's usually the builders, the
329
00:17:41,119 --> 00:17:47,815
developers, companies that are related to
industries that I specialize in, like fintech,
330
00:17:47,815 --> 00:17:53,654
proptech, like anything real estate related to
me, anything that involves customers opening
331
00:17:53,654 --> 00:17:54,295
their wallet.
332
00:17:54,470 --> 00:18:01,430
The worse things are, for whatever reason, it
breeds this you start looking at things that
333
00:18:01,430 --> 00:18:03,109
maybe you didn't look at before.
334
00:18:03,269 --> 00:18:05,669
But being able to see the invisible sure helps.
335
00:18:05,670 --> 00:18:13,085
So I would think that if I took over the last
three decades my experience, I'd say I probably
336
00:18:13,085 --> 00:18:16,764
have done better in worse markets.
337
00:18:17,085 --> 00:18:22,369
And I think the reason for that is during a
cyclone, even a turkey will fly.
338
00:18:22,369 --> 00:18:26,529
When everybody's out making money, they think,
oh, we invented this system.
339
00:18:26,529 --> 00:18:27,570
Oh, this is great.
340
00:18:27,570 --> 00:18:29,890
Everyone's making money left, right, center.
341
00:18:30,049 --> 00:18:40,154
But when things backstep and the economy comes
down a bit and the interest rates go up, all of
342
00:18:40,154 --> 00:18:41,755
a sudden, just like, well, wait a second.
343
00:18:41,755 --> 00:18:42,315
What happened?
344
00:18:42,315 --> 00:18:44,875
What happened to all the oxygen being pumped
into this balloon?
345
00:18:46,500 --> 00:18:52,820
So that's when the people who truly know how to
handle that kind of market really rise up.
346
00:18:52,820 --> 00:18:55,059
To me, there's just more opportunity for me.
347
00:18:55,059 --> 00:18:58,820
I see other people need to figure out how to
get through it.
348
00:18:58,820 --> 00:19:03,384
If you're the guy who knows how to figure out
how to get through it, well, that's your golden
349
00:19:03,384 --> 00:19:03,785
ticket.
350
00:19:03,785 --> 00:19:07,465
And to me, like I said, the more messed up
something is, the better.
351
00:19:07,465 --> 00:19:09,384
There's a company I always refer to.
352
00:19:09,384 --> 00:19:12,184
I never mention the name, but they know who
they are.
353
00:19:12,184 --> 00:19:16,609
They lost $1,250,000,000 in the last quarter of
354
00:19:18,130 --> 00:19:25,089
So what they do, every time they have this
downturn and they're volatile to downturns.
355
00:19:25,250 --> 00:19:31,035
One slight interest rate change, and their
company crumbles like a cheap motorcycle.
356
00:19:31,275 --> 00:19:38,235
So it's literally built on a system that's
dependent on the economy, which is really a bad
357
00:19:38,235 --> 00:19:43,899
business model because we know economies go up
and down and change and fluctuate.
358
00:19:43,900 --> 00:19:47,819
You never want to build something that's
completely volatile, and you need to have other
359
00:19:47,819 --> 00:19:52,619
revenue streams to get you through recessions,
to get you through slow times.
360
00:19:53,315 --> 00:19:55,315
But their business model wasn't built that way.
361
00:19:55,315 --> 00:19:59,714
What they do instead, their fix to their
problem because this happens over and over and
362
00:19:59,714 --> 00:19:59,954
over.
363
00:19:59,954 --> 00:20:02,754
They keep losing just huge amounts of money.
364
00:20:02,914 --> 00:20:04,275
And they are a real estate company.
365
00:20:04,275 --> 00:20:08,194
But what they do is they just fire a whole
bunch of top-level guys.
366
00:20:09,210 --> 00:20:13,609
That's the reason they're losing money is
because their leadership team is not doing
367
00:20:13,609 --> 00:20:14,409
their job.
368
00:20:14,409 --> 00:20:17,529
It's their CEO, their president, their vice
president.
369
00:20:17,529 --> 00:20:21,609
And then what they do, and this is the third or
fourth time they've done that, they just bring
370
00:20:21,609 --> 00:20:27,014
in a whole new round of different people with
different acronyms at the end of their name,
371
00:20:27,015 --> 00:20:32,134
and they figure the more letters and acronyms
they have at the end of their name, that's the
372
00:20:32,134 --> 00:20:33,174
guy you bring in.
373
00:20:33,494 --> 00:20:40,440
And it's like, you're shopping, you built a
company in real estate, and none of your
374
00:20:40,440 --> 00:20:44,679
top-shelf guys know the industry.
375
00:20:45,480 --> 00:20:48,519
And you expect these guys who don't know the
industry to fix it.
376
00:20:48,920 --> 00:20:51,639
Well, I'm gonna tell you right there, that's
the problem.
377
00:20:51,640 --> 00:20:56,291
I can go through their board of directors and
go through everyone on their leadership team.
378
00:20:56,291 --> 00:21:01,065
I can tell you, all they're doing is replacing
a bunch of names with a bunch of new names
379
00:21:01,065 --> 00:21:04,904
every year, year and a half, and that's not
fixing the problem.
380
00:21:06,265 --> 00:21:10,769
There needs to be a whole new strategy because
their system just can't be so volatile.
381
00:21:11,250 --> 00:21:13,650
Once again, it doesn't matter how big the
company is.
382
00:21:13,650 --> 00:21:16,129
It could be how many billions of dollars.
383
00:21:16,130 --> 00:21:22,609
To me, it's funny to see because the problems
that a multibillion-dollar corporation has are
384
00:21:22,609 --> 00:21:28,664
sometimes the same problems a company worth a
couple hundred million has.
385
00:21:28,664 --> 00:21:31,865
They face the same problems, and it's just
misguidance.
386
00:21:32,825 --> 00:21:39,065
Sometimes the hardest thing to do is convince a
CEO or a founder that there's a problem at all.
387
00:21:39,180 --> 00:21:45,180
So when I was talking to this company, the new
people they put in, say their new president and
388
00:21:45,180 --> 00:21:49,420
VP and whatnot, they didn't want to even say
there was a problem.
389
00:21:49,420 --> 00:21:56,014
I was like, well, correct me if I'm wrong, but
your company in three months lost $1.25
390
00:21:56,014 --> 00:21:59,134
billion, but yet you don't see a problem.
391
00:21:59,294 --> 00:21:59,694
Okay.
392
00:21:59,694 --> 00:22:03,134
Well, I'll tell you what, when you guys figure
out that you actually have a problem, you know
393
00:22:03,134 --> 00:22:04,174
how to get ahold of me.
394
00:22:04,174 --> 00:22:06,575
If you want it fixed, I've already got a
solution for it.
395
00:22:06,575 --> 00:22:11,980
So that's not gonna be free, but call me when
you realize that you do have a problem.
396
00:22:11,980 --> 00:22:15,500
So of course, they just reported their next
round of losses.
397
00:22:16,059 --> 00:22:24,214
This last quarter was reported and maybe not as
bad as the last quarter of 2025, but still
398
00:22:24,295 --> 00:22:25,014
alarming.
399
00:22:25,255 --> 00:22:25,734
Alarming.
400
00:22:25,734 --> 00:22:27,414
That would never happen on my watch.
401
00:22:27,575 --> 00:22:30,375
It would just never happen on my watch, but you
see it all the time.
402
00:22:30,375 --> 00:22:35,359
And like I said, the hardest part to do is
convince somebody that they're doing something
403
00:22:35,359 --> 00:22:35,839
wrong.
404
00:22:36,319 --> 00:22:41,839
Many egos, a lot of times with the acronyms,
people have an acronym addiction.
405
00:22:42,000 --> 00:22:44,879
When they're building a company, oh, I need to
hire these guys.
406
00:22:44,880 --> 00:22:46,880
They have to have this and they have to have
that.
407
00:22:46,880 --> 00:22:53,744
I would trade a roomful of people who've never
spent a day in university for a roomful of
408
00:22:53,744 --> 00:22:57,345
people who are evil geniuses who know how to
get shit done.
409
00:22:59,825 --> 00:23:00,464
Patrick.
410
00:23:00,704 --> 00:23:02,304
Whoops, I'll have to bleep that out.
411
00:23:02,304 --> 00:23:07,490
But to me, when I build a business, I wanna
surround myself with people that are actually
412
00:23:07,490 --> 00:23:08,769
even smarter than me.
413
00:23:09,089 --> 00:23:11,249
I wanna be the dumbest guy in the room.
414
00:23:12,049 --> 00:23:20,134
I want people who will get what I get, see what
I see, and get everything.
415
00:23:20,134 --> 00:23:21,734
I mean, I don't understand.
416
00:23:22,054 --> 00:23:27,014
Build a business kind of the same way most
people play competitive sports.
417
00:23:27,095 --> 00:23:28,534
I treat business the same way.
418
00:23:28,534 --> 00:23:29,414
To me, it's a sport.
419
00:23:29,414 --> 00:23:30,054
It's not a job.
420
00:23:30,054 --> 00:23:31,894
I don't wake up and say, oh, I have to go work
today.
421
00:23:32,279 --> 00:23:33,559
To me, it's a sport.
422
00:23:33,559 --> 00:23:35,480
I'm stepping into the ring.
423
00:23:35,480 --> 00:23:39,319
I'm dealing with today's problems, and I'm
making things work.
424
00:23:39,320 --> 00:23:40,279
But I fight to win.
425
00:23:40,279 --> 00:23:45,080
And that's how when I go into the ring for a
company, my thing is it's gotta work.
426
00:23:45,080 --> 00:23:48,904
There's no, there's no, there's no other option
other than we're making it work and here's how
427
00:23:48,904 --> 00:23:49,704
we're doing it.
428
00:23:49,865 --> 00:23:51,224
I love this.
429
00:23:51,384 --> 00:23:52,904
Yes, of course.
430
00:23:53,465 --> 00:23:54,424
I'm inspired.
431
00:23:54,424 --> 00:23:59,865
And you talked about seeing the problem, being
aware that there is a problem, and then we can,
432
00:24:00,230 --> 00:24:02,309
of course, work on the solution.
433
00:24:02,470 --> 00:24:08,950
I love your images, your analogies, of course,
and I have to re-listen to this episode again.
434
00:24:09,190 --> 00:24:11,670
Yes, there were so many nuggets in there.
435
00:24:11,670 --> 00:24:13,670
And I have one last question for you.
436
00:24:14,015 --> 00:24:15,615
It's about your goals.
437
00:24:15,615 --> 00:24:18,894
Do you set goals for yourself or intentions?
438
00:24:18,975 --> 00:24:21,535
And what is one of your next projects?
439
00:24:23,455 --> 00:24:30,599
Well, I'm gonna get IntelliTerry off the ground
to where I like to make a business so it almost
440
00:24:30,599 --> 00:24:31,799
runs autonomously.
441
00:24:31,960 --> 00:24:37,319
You see some companies where they feel there's
an award for having the most employees.
442
00:24:37,319 --> 00:24:42,045
They end up hiring a whole bunch of people, and
then two years later, five years later, they
443
00:24:42,045 --> 00:24:44,845
go, Gee, I don't even know what half these
people do.
444
00:24:45,644 --> 00:24:47,484
I'm a purposeful employer.
445
00:24:47,485 --> 00:24:51,884
I hire people who will have a purpose, and I'll
build my company that way.
446
00:24:51,884 --> 00:24:55,244
I'm not interested in a body count when it
comes to real estate.
447
00:24:55,349 --> 00:25:02,069
I'd rather have an office with a fraction of
the agents, but all the agents are making money
448
00:25:02,069 --> 00:25:07,109
left, right, and center versus what a lot of
these brokerages are doing where, oh, we need
449
00:25:07,109 --> 00:25:10,494
to get to the point where we've got 30,000
agents.
450
00:25:10,494 --> 00:25:13,615
We don't care that they're only averaging two
deals a year.
451
00:25:14,575 --> 00:25:17,694
I'd rather have an office where everybody's
making lots of money.
452
00:25:17,695 --> 00:25:19,295
And I build my business that way.
453
00:25:19,295 --> 00:25:20,734
I build the ecosystem.
454
00:25:20,734 --> 00:25:29,630
And IntelliTerry is built only for the purpose
of harvesting transactions for the brokerage.
455
00:25:29,950 --> 00:25:33,390
I don't need to have 30,000 agents.
456
00:25:33,390 --> 00:25:38,924
I'd rather deal with a brokerage that has
30,000 agents, say, here's an extra 50,000
457
00:25:38,924 --> 00:25:40,125
transactions.
458
00:25:40,765 --> 00:25:44,765
And here's the revenue that goes along with
that, which is the real significant problem
459
00:25:44,765 --> 00:25:46,204
with the industry right now.
460
00:25:46,204 --> 00:25:47,884
So you say, what is my goal?
461
00:25:47,884 --> 00:25:53,009
My goal is to make it so the industry, which I
love because I've dedicated my whole life to
462
00:25:53,009 --> 00:25:59,009
the real estate industry, but my goal is to
make it so AI doesn't just autonomously take
463
00:25:59,009 --> 00:26:02,210
over the industry and say, well, wait,
everyone's got a phone in their hand.
464
00:26:02,210 --> 00:26:03,250
Everyone's got AI.
465
00:26:03,250 --> 00:26:05,431
Well, why do they need realtors?
466
00:26:05,431 --> 00:26:11,085
My job is to make it so realtors can still put
food on their table, increase their business
467
00:26:11,085 --> 00:26:15,404
instead of doing two deals a year or three
deals on average, which is really what the
468
00:26:15,404 --> 00:26:16,365
industry averages.
469
00:26:16,445 --> 00:26:24,680
How do I get it so that everyone follows my
system and everybody does instead maybe an
470
00:26:24,680 --> 00:26:27,880
average of 12 deals a year or 24 deals a year?
471
00:26:27,880 --> 00:26:30,440
I mean, to me, I can do three deals.
472
00:26:30,599 --> 00:26:36,075
The industry average, I can do those three
deals dialing wrong numbers and just happening
473
00:26:36,075 --> 00:26:39,674
to get a guy on the phone who happens to want
to buy a house and get out of renting.
474
00:26:39,755 --> 00:26:41,034
I can do that in a day.
475
00:26:41,595 --> 00:26:47,950
I made a video once a long time ago proving how
I can do more deals in one day than most
476
00:26:47,950 --> 00:26:48,990
realtors do in a year.
477
00:26:48,990 --> 00:26:50,670
And it was me dialing wrong numbers.
478
00:26:50,670 --> 00:26:53,150
And it was the funniest thing because guess
what?
479
00:26:53,150 --> 00:26:57,309
I had three people booked appointments, and
they were either buying or gonna list the
480
00:26:57,309 --> 00:26:57,869
properties.
481
00:26:57,869 --> 00:27:01,309
You know, to me, that was just a test just to
show how easy it is.
482
00:27:01,654 --> 00:27:04,134
But the industry needs to buy in.
483
00:27:04,134 --> 00:27:05,095
And that's what I find.
484
00:27:05,095 --> 00:27:07,014
They're very slow to buy into anything.
485
00:27:07,014 --> 00:27:07,734
They hate change.
486
00:27:07,734 --> 00:27:08,934
They hate technology.
487
00:27:09,734 --> 00:27:13,335
And the ones that aren't, well, they'll say,
oh, well, we just replaced that.
488
00:27:13,335 --> 00:27:14,214
We already did that.
489
00:27:14,214 --> 00:27:16,134
That was two years ago or five years ago.
490
00:27:16,134 --> 00:27:17,970
But like I said, obsolete.
491
00:27:18,210 --> 00:27:21,490
I only deal with today and the future.
492
00:27:21,570 --> 00:27:23,569
I don't deal with the past very well.
493
00:27:23,570 --> 00:27:24,769
The past is the past.
494
00:27:24,769 --> 00:27:29,809
In business, you don't get any bonus points for
what you used to do or what you did once upon a
495
00:27:29,809 --> 00:27:29,970
time.
496
00:27:30,674 --> 00:27:33,075
And I'm always about, here's our goal.
497
00:27:33,075 --> 00:27:34,115
Here's where we're going.
498
00:27:34,115 --> 00:27:35,474
Here's what we're gonna do.
499
00:27:35,634 --> 00:27:38,194
But, yeah, I mean, there's lots of competition
out there.
500
00:27:38,195 --> 00:27:38,995
It never ends.
501
00:27:38,995 --> 00:27:41,315
My competition starts over the next day.
502
00:27:41,315 --> 00:27:42,755
I compete with myself, really.
503
00:27:42,755 --> 00:27:42,835
So.
504
00:27:43,190 --> 00:27:43,670
Wow.
505
00:27:43,670 --> 00:27:44,470
I love this.
506
00:27:44,470 --> 00:27:45,509
Thank you so much.
507
00:27:45,509 --> 00:27:45,990
Yes.
508
00:27:45,990 --> 00:27:50,309
About your goals, your intentions, not dealing
with the past.
509
00:27:50,789 --> 00:27:51,269
Yes.
510
00:27:51,670 --> 00:27:54,710
And yeah, this was our interview today.
511
00:27:54,710 --> 00:27:56,230
I'm so thankful for you.
512
00:27:56,535 --> 00:27:58,375
Thank you for saying yes again.
513
00:27:58,375 --> 00:28:02,535
Now it's time for your final thoughts to the
audience, please.
514
00:28:04,934 --> 00:28:06,134
Oh, final thought.
515
00:28:06,134 --> 00:28:07,654
Well, I'll say this.
516
00:28:07,654 --> 00:28:12,119
No matter what business you do, no matter what
business you're in, no matter what your goals
517
00:28:12,119 --> 00:28:13,880
are, never quit.
518
00:28:13,880 --> 00:28:14,839
Be relentless.
519
00:28:14,839 --> 00:28:17,000
If you say, what is my strongest point?
520
00:28:17,000 --> 00:28:18,119
I am relentless.
521
00:28:18,359 --> 00:28:21,880
I just go and go and go where so many people
quit.
522
00:28:22,255 --> 00:28:27,054
You know, the whole story about a room with 100
people and someone saying, you know, in a year
523
00:28:27,054 --> 00:28:32,494
from now, there'll only be two people left in
this room, in the business.
524
00:28:32,734 --> 00:28:33,615
It's true.
525
00:28:33,615 --> 00:28:34,815
Don't be a stat.
526
00:28:34,815 --> 00:28:35,694
Beat the stat.
527
00:28:35,694 --> 00:28:37,375
Whatever the stat is, treat it as a dare.
528
00:28:37,640 --> 00:28:41,000
Someone told me a long time ago, 1989.
529
00:28:41,240 --> 00:28:42,519
I was literally 19.
530
00:28:42,519 --> 00:28:43,720
I wasn't even 20 yet.
531
00:28:43,720 --> 00:28:45,960
And someone said, oh, don't get into real
estate.
532
00:28:45,960 --> 00:28:46,920
Oh, you won't make it.
533
00:28:46,920 --> 00:28:47,559
It's this hard.
534
00:28:47,559 --> 00:28:48,359
You're a kid.
535
00:28:48,519 --> 00:28:49,480
Blah blah blah.
536
00:28:49,480 --> 00:28:51,080
That was a double dog dare.
537
00:28:51,274 --> 00:28:53,034
And that is one thing.
538
00:28:53,115 --> 00:28:56,075
When someone double dog dares me, I'm gonna do
it.
539
00:28:56,075 --> 00:28:56,794
I'm gonna beat it.
540
00:28:56,794 --> 00:28:59,034
Whatever the odds are, I don't care how slim.
541
00:28:59,194 --> 00:29:00,394
That's one thing about me.
542
00:29:00,394 --> 00:29:00,954
I do it.
543
00:29:00,954 --> 00:29:01,755
I go after it.
544
00:29:01,755 --> 00:29:03,914
And that's what I encourage anybody to do.
545
00:29:03,914 --> 00:29:10,269
The world is made up, unfortunately, of 90%
quitters, 10% success, and then that 10% is
546
00:29:10,269 --> 00:29:11,869
divided up how it's divided up.
547
00:29:11,869 --> 00:29:12,589
But never quit.
548
00:29:12,589 --> 00:29:13,230
Keep going.
549
00:29:13,230 --> 00:29:13,869
Keep going.
550
00:29:13,869 --> 00:29:16,109
And if you need to change course, that's okay.
551
00:29:16,109 --> 00:29:16,910
That's not quitting.
552
00:29:16,910 --> 00:29:18,990
That's adjusting and making a smart decision.
553
00:29:19,309 --> 00:29:21,150
So I'd say keep going.
554
00:29:21,150 --> 00:29:21,869
Go after your dreams.
555
00:29:22,335 --> 00:29:25,054
Too many people these days, they just don't
dream anymore.
556
00:29:25,054 --> 00:29:26,815
Yeah, that's true.
557
00:29:27,054 --> 00:29:29,374
Thank you for your message.
558
00:29:29,375 --> 00:29:30,335
Never quit.
559
00:29:30,335 --> 00:29:31,294
I love this.
560
00:29:31,615 --> 00:29:33,775
And thank you for your time today.
561
00:29:35,680 --> 00:29:36,640
Thank you very much.
562
00:29:36,640 --> 00:29:40,079
And of course, I'll see you in the next
episode.
563
00:29:41,279 --> 00:29:45,599
If this conversation resonated with you, take a
moment and reflect.
564
00:29:45,920 --> 00:29:49,325
What part of your story are you still holding
back? And
565
00:29:49,085 --> 00:29:51,724
And what could shift if you chose to share it?
566
00:29:51,964 --> 00:29:55,804
Thank you for being part of the Inspired Choice
Podcast.
567
00:29:56,045 --> 00:30:02,444
If you enjoyed this episode, make sure you
subscribe on YouTube, Spotify, or your favorite
568
00:30:02,444 --> 00:30:08,529
platform and join a global community of
conscious leaders and creators building legacy
569
00:30:08,529 --> 00:30:09,489
with intention.
00:00:00,000 --> 00:00:01,199
Oh, final thought.
2
00:00:01,199 --> 00:00:02,720
Well, I'll say this.
3
00:00:02,720 --> 00:00:07,200
No matter what business you do, no matter what
business you're in, no matter what your goals
4
00:00:07,200 --> 00:00:08,960
are, never quit.
5
00:00:08,960 --> 00:00:09,919
Be relentless.
6
00:00:09,919 --> 00:00:12,080
If you say, what is my strongest point?
7
00:00:12,080 --> 00:00:12,880
I am relentless.
8
00:00:13,324 --> 00:00:17,244
I just go and go and go, where so many people
quit.
9
00:00:17,244 --> 00:00:23,085
The whole story about a room with 100 people
and someone saying, in a year from now, there
10
00:00:23,085 --> 00:00:27,559
will only be two people left in this room, in
the business.
11
00:00:27,800 --> 00:00:28,679
It's true.
12
00:00:28,679 --> 00:00:29,879
Don't be a stat.
13
00:00:29,879 --> 00:00:32,759
Beat this whatever the stat is, treat it as a
dare.
14
00:00:34,359 --> 00:00:38,439
Hello, and welcome, Inspired Podcast Community.
15
00:00:38,439 --> 00:00:40,039
This is your new episode.
16
00:00:40,039 --> 00:00:45,954
My name is Caroline, and my today's guest is
Sheldon Wolf, and I'm so happy that he said yes
17
00:00:45,954 --> 00:00:47,314
to our interview.
18
00:00:47,475 --> 00:00:49,394
How are you doing today?
19
00:00:50,034 --> 00:00:50,914
You know what?
20
00:00:50,914 --> 00:00:52,034
I'm doing excellent.
21
00:00:52,034 --> 00:00:53,314
Thank you very much for asking.
22
00:00:54,280 --> 00:00:56,119
Thank you for saying yes.
23
00:00:56,359 --> 00:01:01,399
I'm so happy, and I would like to introduce you
to the audience, of course.
24
00:01:01,879 --> 00:01:09,094
So you have spent over 35 years building
companies across real estate, finance, fintech,
25
00:01:09,094 --> 00:01:10,454
and now AI.
26
00:01:10,614 --> 00:01:17,094
Today you are the founder of Intellitary, an
AI-powered platform reshaping how consumers
27
00:01:17,094 --> 00:01:20,694
connect with real estate professionals and
lenders.
28
00:01:20,694 --> 00:01:25,140
Welcome to the Inspired Podcast, Sheldon Wolf.
29
00:01:25,459 --> 00:01:26,420
Thank you.
30
00:01:26,420 --> 00:01:29,540
This is you and I hope I pronounced it right.
31
00:01:29,620 --> 00:01:31,299
IntelliTerry.
32
00:01:31,299 --> 00:01:32,980
How how do you pronounce this?
33
00:01:32,980 --> 00:01:33,540
That's good.
34
00:01:33,540 --> 00:01:34,659
You did a good job.
35
00:01:34,659 --> 00:01:35,939
You did a great job there.
36
00:01:35,939 --> 00:01:36,900
How it's pronounced.
37
00:01:37,060 --> 00:01:38,020
Okay perfect.
38
00:01:38,405 --> 00:01:45,924
Normally, I should have asked you before
recording, but now we jump into our interview.
39
00:01:45,924 --> 00:01:50,965
My first question for you, what's one lesson
from your early real estate days in the late
40
00:01:50,965 --> 00:01:54,859
'80s that still shapes how you build companies
today?
41
00:01:55,819 --> 00:02:01,500
Well, going back in time, and I go way back in
time, and I've got a library of great stories,
42
00:02:01,500 --> 00:02:10,405
but going back literally to 1989, 1990, one of
the things I developed really, really early in
43
00:02:10,405 --> 00:02:13,444
order to be successful was a system.
44
00:02:13,925 --> 00:02:18,965
I note that a lot of people who get into the
industry, they don't have a system.
45
00:02:18,965 --> 00:02:19,764
They just wing it.
46
00:02:19,764 --> 00:02:20,965
They fly each day.
47
00:02:20,965 --> 00:02:23,844
It's just kind of whatever comes their way kind
of thing.
48
00:02:24,919 --> 00:02:27,719
And to me, that's great.
49
00:02:27,719 --> 00:02:32,280
But if you want to be really, really, really
successful, I found that having a good
50
00:02:32,280 --> 00:02:33,800
developed system.
51
00:02:34,360 --> 00:02:35,586
It's kind of this.
52
00:02:35,586 --> 00:02:38,120
I mean, half of my life, I wear two hats.
53
00:02:38,915 --> 00:02:42,915
An AI founder's hat, but I also wear an
investor's hat.
54
00:02:42,995 --> 00:02:46,915
So to me, when you talk about building a
business, well, to me, a business is just a
55
00:02:46,915 --> 00:02:47,555
system.
56
00:02:47,795 --> 00:02:51,315
But like I said, it's not an easy game if
you're just going to wing it.
57
00:02:51,474 --> 00:02:54,194
And no business should ever run that way where
you just wing it.
58
00:02:54,889 --> 00:02:58,090
You have to develop a system and a system that
works.
59
00:02:58,569 --> 00:03:02,569
Even better, if the system's not working, you
need to be able to change it.
60
00:03:02,969 --> 00:03:06,169
Never marry bad technology or never marry a bad
system.
61
00:03:07,034 --> 00:03:08,235
Sounds good.
62
00:03:08,235 --> 00:03:09,754
So what is your system?
63
00:03:09,915 --> 00:03:14,875
I hear something like structure, organization,
maybe focus.
64
00:03:16,314 --> 00:03:18,555
Well, it's a lot of things.
65
00:03:18,955 --> 00:03:23,610
So with real estate, for example, there's lots
of different components.
66
00:03:24,090 --> 00:03:31,289
But my system to me, and this allowed me at an
early age, I was literally in my mid-20s making
67
00:03:31,289 --> 00:03:36,724
millions of dollars, but I was able to build
what I call a conveyor belt system.
68
00:03:37,044 --> 00:03:41,685
It starts with the acquisition of the customer,
where and how you find the customer, how you
69
00:03:41,685 --> 00:03:46,645
work the customer through your system, how you
keep the customer on your conveyor belt, so
70
00:03:46,645 --> 00:03:47,925
they're not just running amok.
71
00:03:49,050 --> 00:03:53,129
And so you're kind of controlling them, and the
more you can control your consumer, the more
72
00:03:53,129 --> 00:03:54,250
you can monetize them.
73
00:03:54,250 --> 00:03:56,969
And that I learned at a very young age.
74
00:03:57,129 --> 00:04:02,655
And I built that system into my newest
technology IntelliTerry, except, of course,
75
00:04:02,655 --> 00:04:08,735
with AI, instead of handling I used to do 200
to 300 transactions a year.
76
00:04:09,135 --> 00:04:14,895
That was because of my system where you look
and say, well, the average agent does two to
77
00:04:14,895 --> 00:04:20,870
three transactions a year, two to three
transactions versus 200 to 300 transactions.
78
00:04:21,189 --> 00:04:25,750
So I figured a way to do a lot of business
fast.
79
00:04:25,910 --> 00:04:32,710
IntelliTerry does the same thing, except it now
has every component of my old-school conveyor
80
00:04:32,710 --> 00:04:33,350
belt system.
81
00:04:33,644 --> 00:04:39,564
But instead of doing 200 to 300 transactions a
year, this thing can produce 50,000
82
00:04:39,564 --> 00:04:46,365
transactions a year because as good as I was,
and I was good because obviously, what's the
83
00:04:46,365 --> 00:04:50,580
difference between a guy who barely gets by in
real estate versus a guy who makes, you know,
84
00:04:50,740 --> 00:04:52,980
tens of millions of dollars in real estate?
85
00:04:53,379 --> 00:04:58,980
Well, it's my ability to be able to see
something that most people miss.
86
00:04:59,060 --> 00:05:01,540
So you get really good at seeing the invisible.
87
00:05:01,939 --> 00:05:08,495
And, you know, I say, see the invisible and
complete the impossible.
88
00:05:08,574 --> 00:05:09,214
You know?
89
00:05:09,295 --> 00:05:11,214
But I built that all into Intellitary.
90
00:05:11,214 --> 00:05:14,654
Intellitary is different because I can only
talk to really one person at a time.
91
00:05:14,654 --> 00:05:16,495
I'm doing a podcast with you.
92
00:05:16,495 --> 00:05:17,295
This is my time.
93
00:05:17,295 --> 00:05:18,735
That's the only allocation I've got.
94
00:05:19,419 --> 00:05:23,980
But my AI technology allows me to communicate
with 20,000 people an hour.
95
00:05:24,620 --> 00:05:30,779
So imagine, I used to always say very rarely
would a day go by where I'd say I'd always say,
96
00:05:30,779 --> 00:05:32,699
if only I could clone myself.
97
00:05:32,699 --> 00:05:37,134
If I had 10 Sheldons, if I had 100 Sheldons,
can you imagine what I can do?
98
00:05:37,134 --> 00:05:41,774
And, you know, Intellitary is that.
99
00:05:42,014 --> 00:05:48,495
It's a thousand Sheldons, all AI, all
perfection, built by a champ.
100
00:05:49,120 --> 00:05:55,680
I'd say anyone who's making tens of millions of
dollars in real estate, that's the very elite.
101
00:05:55,680 --> 00:05:58,079
That's the very top, not even 1%.
102
00:05:58,079 --> 00:06:03,425
That's the fraction of the 1% of successful
people in the industry, and I've managed to
103
00:06:03,425 --> 00:06:05,264
clone that times a thousand.
104
00:06:05,264 --> 00:06:10,305
So when I tell you that we could put out 50,000
transactions a year, most people who know me
105
00:06:10,464 --> 00:06:11,504
believe me.
106
00:06:11,504 --> 00:06:14,225
In fact, they're saying, well, why don't you do
twice that?
107
00:06:14,225 --> 00:06:19,229
And I can and I will, but I'm not one to jump
off a building and land on my head.
108
00:06:19,229 --> 00:06:20,750
I like everything to be perfect.
109
00:06:20,750 --> 00:06:23,949
So year one, we'll put out 50,000 transactions.
110
00:06:23,949 --> 00:06:25,069
We'll perfect the system.
111
00:06:25,069 --> 00:06:27,389
Year two, yeah, we'll double it for sure.
112
00:06:27,389 --> 00:06:29,069
I mean, that's how my nature is.
113
00:06:29,944 --> 00:06:30,584
Wow.
114
00:06:30,584 --> 00:06:33,944
I love this, and I understand the concept as
well.
115
00:06:34,264 --> 00:06:37,064
And it's your system now you build.
116
00:06:37,064 --> 00:06:37,545
Right?
117
00:06:37,545 --> 00:06:37,944
Yeah.
118
00:06:37,944 --> 00:06:38,585
Yeah.
119
00:06:39,064 --> 00:06:44,660
But it's it's, like I said, it's when when I
tell people, Intellitary is 30 years in the
120
00:06:44,660 --> 00:06:50,419
making, it's literally 30 years in the making,
but it's based on a perfect system that just
121
00:06:50,419 --> 00:06:54,980
became more perfect because of the fact I've
been able to introduce AI into it.
122
00:06:55,139 --> 00:07:03,125
So it allows brokerages who are suffering right
now to literally get another 50,000
123
00:07:03,125 --> 00:07:06,725
transactions on their doorstep.
124
00:07:06,725 --> 00:07:07,605
What does that mean?
125
00:07:07,605 --> 00:07:10,485
That means hundreds of millions of dollars in
new revenues for the brokerage.
126
00:07:10,964 --> 00:07:13,350
I mean, at the end of the day, what brokerage
doesn't want that?
127
00:07:13,350 --> 00:07:15,269
The fact is every brokerage wants that.
128
00:07:15,269 --> 00:07:19,029
So, I mean, I built a system designed for every
brokerage out there.
129
00:07:19,269 --> 00:07:20,389
Oh, sounds good.
130
00:07:20,389 --> 00:07:28,204
And you said earlier something about vision or
the invisible, and I heard this quote, walk by
131
00:07:28,204 --> 00:07:29,805
vision, not by sight.
132
00:07:30,444 --> 00:07:31,404
Yeah.
133
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Yeah.
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I live by those words.
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Over the last three decades, people have paid
me millions of dollars to fix their messes.
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00:07:40,685 --> 00:07:41,964
You know, it's funny.
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00:07:42,365 --> 00:07:47,860
This morning, I was working on a file on a real
estate company, never mentioned names.
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00:07:47,860 --> 00:07:52,900
But this company is only about 3,000 agents
strong.
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00:07:53,060 --> 00:07:57,404
But every time they recruit another agent and
another agent and another agent, and their view
140
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is we just keep recruiting agents.
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00:07:59,085 --> 00:07:59,805
We're gonna come up.
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00:07:59,805 --> 00:08:03,324
But every time they recruit an agent, they're
actually losing money because they're not
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making enough money off their agents and off
their transactions to make any sense.
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Like, their business model is just flawed.
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00:08:10,925 --> 00:08:15,560
So, of course, people pay me millions of
dollars to fix messes and whatnot.
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00:08:15,560 --> 00:08:17,639
And their issue is they just don't have the
rent.
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They have the agents.
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And if the contest was how many agents can I
deposit into the bank account, the corporate
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bank account this month, they'd be doing good
because a small company went from small to also
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00:08:29,074 --> 00:08:32,034
what I call a medium-sized broker where they
have 3,000 agents.
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00:08:32,115 --> 00:08:37,075
Great, you passed that test, but now you can't
lose $14 million a year.
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00:08:37,955 --> 00:08:42,889
million a year when you start dividing it up
into the amount of agents, it's simple math,
153
00:08:42,889 --> 00:08:50,169
but CEOs, CFOs, all the C-suite guys, they hate
looking at the truth.
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00:08:50,569 --> 00:08:51,929
It pains them.
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00:08:51,929 --> 00:08:53,690
They look and say, but look at our revenue.
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00:08:54,274 --> 00:08:56,115
Yeah, I see your revenue.
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00:08:56,274 --> 00:08:58,195
But look at this column over here.
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00:08:59,394 --> 00:09:00,835
The column's easy to fix.
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00:09:00,835 --> 00:09:03,715
Fixing losses is easy to do.
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00:09:03,715 --> 00:09:06,274
You just have to figure out what the problem
is.
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And a lot of people don't see the problem.
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But I see the problem.
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It took me literally if I tell you less than 60
seconds to calculate their problem.
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00:09:14,690 --> 00:09:23,009
You're looking at a guy who reads financial
statements for a hobby, for entertainment.
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00:09:23,434 --> 00:09:24,634
To me, it's a puzzle.
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00:09:24,634 --> 00:09:26,554
You know how some people do crossword puzzles?
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00:09:26,554 --> 00:09:28,394
Some people play Sudoku.
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00:09:28,475 --> 00:09:33,115
I read financials of failing corporations, and
I say, here's what this company is.
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00:09:33,115 --> 00:09:36,554
And then if someone's smart, they'll pay me.
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00:09:36,875 --> 00:09:44,809
I don't want to sound stupid, but pay me
whatever I ask because it's cheaper to pay
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$3,000,000 than to lose $15,000,000.
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00:09:49,850 --> 00:09:53,725
And $15,000,000 a year, that's, you know, it's
$30,000,000, it's $40,000,000.
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00:09:53,725 --> 00:09:58,845
Pretty soon, even Nasdaq's looking at you
saying, well, we're not gonna let you stay at
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00:09:58,845 --> 00:10:03,004
88 cents for too much longer, and we gotta do
something.
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00:10:03,740 --> 00:10:07,259
It's not fair to investors, and it really isn't
fair to the investors.
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00:10:07,259 --> 00:10:13,899
So if you have a guy who can fix it, it's time
to put your ego aside and let me step in, and
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I've got a flawless track record.
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So like I said, I see invisible things, and I'm
not afraid to fix things.
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I'm not afraid to say there's a problem with
the system.
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It needs to be adjusted or tweaked or whatnot.
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00:10:24,314 --> 00:10:28,634
But real estate's a very interesting business
because you have a lot of people who resist
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change.
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00:10:29,034 --> 00:10:30,074
They don't like change.
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00:10:30,074 --> 00:10:32,579
Or they'll say, oh, but we just redid our
technology.
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00:10:32,579 --> 00:10:35,220
We just got AI three years ago, five years ago,
whatever it is.
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00:10:35,220 --> 00:10:36,500
We just changed our system.
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00:10:36,500 --> 00:10:37,620
We've got a new CRM.
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00:10:37,620 --> 00:10:44,815
Well, three years ago, five years ago, today is
like saying, well, we did this 20 years ago, 30
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00:10:44,815 --> 00:10:45,054
years.
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00:10:45,054 --> 00:10:47,054
Technology just changes so fast.
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00:10:47,215 --> 00:10:52,975
Literally, I see companies and they did
something 12 months ago and it's already
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00:10:52,975 --> 00:10:53,774
obsolete.
193
00:10:54,654 --> 00:10:56,014
Like I said, I work the other half.
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00:10:56,014 --> 00:10:58,174
The other half of my brain is in the investment
field.
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00:10:58,429 --> 00:11:03,069
You know, I deal with venture capital companies
all the time, and they're always like, okay.
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00:11:03,069 --> 00:11:06,029
What problem, what today's problem are you
trying to fix?
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00:11:06,029 --> 00:11:06,669
None.
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00:11:06,669 --> 00:11:08,829
I'm not interested in solving today's problem.
199
00:11:08,909 --> 00:11:12,485
Today's problem's already solved, and by
tomorrow, it's obsolete.
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00:11:12,485 --> 00:11:14,164
A thousand people copying it.
201
00:11:14,164 --> 00:11:17,524
There's no revenue there when you have a
thousand people playing the same game as you.
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00:11:18,084 --> 00:11:19,684
I see invisible things.
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00:11:19,924 --> 00:11:24,580
My biggest invisible thing I see is consumer
behavior.
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00:11:24,580 --> 00:11:28,019
There's no big sign on it saying, hey, look at
me.
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00:11:28,019 --> 00:11:28,740
Look at me.
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00:11:28,820 --> 00:11:29,700
Fix me.
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00:11:30,019 --> 00:11:31,379
You don't fix it.
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You adapt to it.
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00:11:33,460 --> 00:11:34,259
And that's the thing.
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00:11:34,259 --> 00:11:37,460
But customer behavior is significantly changed.
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00:11:37,460 --> 00:11:39,300
And you say, well, how does that apply to real
estate?
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00:11:39,434 --> 00:11:40,875
How does it apply to any business?
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00:11:40,875 --> 00:11:47,674
Well, it's a different customer today than it
was never mind five years ago, last year, two
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00:11:47,674 --> 00:11:48,394
years ago.
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00:11:48,554 --> 00:11:52,794
I mean, every customer has a phone in their
hand now and they've got AI.
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00:11:53,190 --> 00:11:54,950
So it didn't make them smarter.
217
00:11:55,590 --> 00:11:57,350
It certainly didn't make them smarter.
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00:11:57,590 --> 00:11:59,990
It gave them better access to information.
219
00:12:00,549 --> 00:12:02,950
So it's perceivably smarter.
220
00:12:02,950 --> 00:12:07,394
But when they shop, whether it be for a house
or for a trinket, they're shopping differently.
221
00:12:07,394 --> 00:12:10,195
They're making a different decision based on
different knowledge.
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00:12:10,355 --> 00:12:15,475
And if you don't adapt your company to that, I
don't care if you adjusted things a year ago or
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00:12:15,475 --> 00:12:20,309
got new technology a year ago, you gotta look
at today and you gotta look at where is
224
00:12:20,309 --> 00:12:22,870
Sheldon's company gonna be in five years from
now?
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00:12:22,870 --> 00:12:25,269
Where is Sheldon's company gonna be in ten
years from now?
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00:12:25,350 --> 00:12:29,350
Well, when I design something, like I said, I
build my company backwards.
227
00:12:29,350 --> 00:12:31,990
I design it as an investor for investors.
228
00:12:32,695 --> 00:12:34,054
The founder part's easy.
229
00:12:34,054 --> 00:12:35,254
You've got a great idea.
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Great.
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00:12:35,495 --> 00:12:36,774
Well, that's your founder part.
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Now you know how to build it.
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00:12:37,815 --> 00:12:38,375
Great.
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00:12:38,375 --> 00:12:43,815
Now you need to make it so it's gonna penetrate
that big giant rock wall that is coming up
235
00:12:43,815 --> 00:12:49,009
where all these companies are gonna hit and go
splat because they were too busy trying to
236
00:12:49,009 --> 00:12:53,250
solve today's problem and a thousand clone
companies all hit the same wall.
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00:12:53,329 --> 00:12:57,009
You need something that's gonna penetrate that
wall or simply just jump over it.
238
00:12:57,409 --> 00:12:58,929
And that's how I design companies.
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00:12:59,654 --> 00:13:00,214
Wow.
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00:13:00,214 --> 00:13:03,334
I love the jump over the wall.
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00:13:03,334 --> 00:13:03,894
Yes.
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00:13:03,894 --> 00:13:05,174
Really inspiring.
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00:13:05,174 --> 00:13:09,414
And also what you said about the clone, 1,000
clones.
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00:13:09,414 --> 00:13:10,774
And it's right.
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00:13:10,774 --> 00:13:17,110
You focus on the what is the company in five
years or in ten years.
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00:13:17,110 --> 00:13:22,709
It's all about if you're building a business
just for today, well, you're out of business
247
00:13:22,709 --> 00:13:23,269
tomorrow.
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Congratulations.
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00:13:24,070 --> 00:13:27,269
And if you're a venture capital company, you're
investing in that mentality.
250
00:13:27,429 --> 00:13:29,325
Well, you're just throwing away your money.
251
00:13:29,325 --> 00:13:35,565
You're part of the stats of when they take a
bunch of companies, they put it into a
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00:13:35,565 --> 00:13:40,445
portfolio or some of these new studios opening
up and they build out all these different
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00:13:40,445 --> 00:13:42,365
programs they see that are solving their
problem.
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00:13:42,649 --> 00:13:49,450
But the truth of it is, 90% of them really
either return their money or are complete
255
00:13:49,450 --> 00:13:50,170
losses.
256
00:13:50,570 --> 00:13:56,970
Where they benefit are on the top few percent
that actually become really successful, where
257
00:13:56,970 --> 00:13:59,524
they can do a good exit and whatnot.
258
00:13:59,524 --> 00:14:03,524
But the problems I see is they're all chasing a
buzzword.
259
00:14:03,524 --> 00:14:07,365
They're not chasing anything really intuitive.
260
00:14:07,365 --> 00:14:09,365
They're saying, oh, well, we need more AI
companies.
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00:14:09,365 --> 00:14:12,245
We need a company that can do this, this, this,
this, that, that, that.
262
00:14:12,820 --> 00:14:14,419
But that's not necessarily intuitive.
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00:14:14,419 --> 00:14:19,620
That's just using buzzwords and saying, well,
we need to acquire more of these companies.
264
00:14:19,940 --> 00:14:21,059
But that's not smart money.
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00:14:21,059 --> 00:14:23,779
You need to say, I don't care if there's AI
involved.
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00:14:23,779 --> 00:14:24,659
I don't care what it is.
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00:14:25,235 --> 00:14:30,274
It needs to penetrate whatever wall and you
need to say, how is the longevity of this?
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00:14:30,274 --> 00:14:33,154
What is it going to look like in five years and
10 years from now?
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00:14:33,554 --> 00:14:39,954
There's so many companies that literally I
talked to 12 months ago where if they asked me
270
00:14:40,620 --> 00:14:43,500
for $1.50, I'd probably say no.
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00:14:44,059 --> 00:14:46,779
Or I'll tell you what, I'll buy you lunch.
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That's about it.
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00:14:48,779 --> 00:14:52,139
But there are some companies out there that are
really smart.
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00:14:52,539 --> 00:14:57,225
They're not built for today, they're built for
ongoing problems.
275
00:14:57,464 --> 00:14:59,865
Well, the bottom line, take real estate, for
example.
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00:14:59,865 --> 00:15:01,065
Why do I like real estate?
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00:15:01,065 --> 00:15:05,865
Well, it's a trillion-dollar industry, and you
need a roof over your head today.
278
00:15:05,865 --> 00:15:06,664
Well, guess what?
279
00:15:06,664 --> 00:15:10,345
You'll also need a roof over your head in five
years from now, ten years from now, even twenty
280
00:15:10,345 --> 00:15:10,824
years from now.
281
00:15:11,149 --> 00:15:14,590
The bottom line is real estate is here to stay.
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00:15:14,669 --> 00:15:16,110
AI is here to stay.
283
00:15:16,350 --> 00:15:23,230
This technology has to be acknowledging that
how a customer shops today is different than
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00:15:23,230 --> 00:15:28,294
yesterday, and it's gonna be different in a
year and five years from now and ten years.
285
00:15:28,294 --> 00:15:33,654
And if you can harness the consumer's behavior,
that is the number doesn't matter.
286
00:15:33,654 --> 00:15:36,134
Take real estate right out of the equation
here.
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00:15:36,134 --> 00:15:40,990
People say, you can apply this to any business,
which is the truth.
288
00:15:41,230 --> 00:15:47,230
Because if you don't understand the customer
who has to open their wallet, how you're going
289
00:15:47,230 --> 00:15:50,589
to control the customer monetization path?
290
00:15:51,274 --> 00:15:56,075
If you're the guy who controls the customer,
you own the future, whether it be real estate
291
00:15:56,075 --> 00:15:57,595
or whatever business it is.
292
00:15:57,995 --> 00:16:01,434
You have to understand them in order to control
their wallet.
293
00:16:02,315 --> 00:16:06,559
Unfortunately, in real life, that's what keeps
your company a business is people spending
294
00:16:06,559 --> 00:16:09,440
money at your business, whatever your business
might be.
295
00:16:09,759 --> 00:16:09,919
So
296
00:16:10,240 --> 00:16:10,720
Yes.
297
00:16:10,720 --> 00:16:11,519
I love it.
298
00:16:11,519 --> 00:16:14,320
Thank you so much for inspiring us today.
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00:16:14,320 --> 00:16:16,960
Of course, I have another question for you.
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00:16:17,360 --> 00:16:19,679
That's my now my question is called.
301
00:16:20,585 --> 00:16:26,585
I can ask you, where can we find you when
people want to reach out to you after listening
302
00:16:26,585 --> 00:16:27,865
to this episode?
303
00:16:29,384 --> 00:16:32,585
Well, you could find me on LinkedIn under
Sheldon Wolff.
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00:16:33,639 --> 00:16:34,679
Feel free to add me.
305
00:16:34,679 --> 00:16:35,960
Feel free to chat with me.
306
00:16:36,120 --> 00:16:47,240
You can also email me at Sheldon,
sheldon,@Intellitary, I n t e l l I t a r y dot
307
00:16:47,240 --> 00:16:47,480
com.
308
00:16:49,044 --> 00:16:52,725
Go to my website if you want, sheldonwolf.com.
309
00:16:53,205 --> 00:16:56,004
And you're also welcome to send smoke signals.
310
00:16:56,004 --> 00:16:57,764
Like I said, I see the invisible.
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00:16:57,764 --> 00:16:59,684
So yeah.
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00:16:59,684 --> 00:17:02,279
However you want to get ahold of me, please
feel free to reach out.
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00:17:02,279 --> 00:17:05,640
I'm very friendly, very open, especially on
business topics.
314
00:17:05,640 --> 00:17:06,919
I love talking business.
315
00:17:07,000 --> 00:17:07,559
Yes.
316
00:17:07,559 --> 00:17:08,200
Of course.
317
00:17:08,359 --> 00:17:09,640
So we will do this.
318
00:17:09,960 --> 00:17:10,440
Of course.
319
00:17:10,440 --> 00:17:17,835
And my next question for you is, what separates
entrepreneurs who survive a downturn from those
320
00:17:17,835 --> 00:17:18,875
who don't?
321
00:17:20,555 --> 00:17:22,154
Oh, that's a great question.
322
00:17:22,154 --> 00:17:27,839
That's my favorite question, actually, because
the truth is I do better when things are
323
00:17:27,839 --> 00:17:28,480
crappy.
324
00:17:28,480 --> 00:17:29,920
I don't know what happens.
325
00:17:29,920 --> 00:17:31,519
I go into a certain mode.
326
00:17:31,920 --> 00:17:34,000
But what did I say?
327
00:17:34,000 --> 00:17:37,599
I said people pay me a lot of money to fix
their messes.
328
00:17:37,599 --> 00:17:41,119
When things are downturned and they're
struggling, it's usually the builders, the
329
00:17:41,119 --> 00:17:47,815
developers, companies that are related to
industries that I specialize in, like fintech,
330
00:17:47,815 --> 00:17:53,654
proptech, like anything real estate related to
me, anything that involves customers opening
331
00:17:53,654 --> 00:17:54,295
their wallet.
332
00:17:54,470 --> 00:18:01,430
The worse things are, for whatever reason, it
breeds this you start looking at things that
333
00:18:01,430 --> 00:18:03,109
maybe you didn't look at before.
334
00:18:03,269 --> 00:18:05,669
But being able to see the invisible sure helps.
335
00:18:05,670 --> 00:18:13,085
So I would think that if I took over the last
three decades my experience, I'd say I probably
336
00:18:13,085 --> 00:18:16,764
have done better in worse markets.
337
00:18:17,085 --> 00:18:22,369
And I think the reason for that is during a
cyclone, even a turkey will fly.
338
00:18:22,369 --> 00:18:26,529
When everybody's out making money, they think,
oh, we invented this system.
339
00:18:26,529 --> 00:18:27,570
Oh, this is great.
340
00:18:27,570 --> 00:18:29,890
Everyone's making money left, right, center.
341
00:18:30,049 --> 00:18:40,154
But when things backstep and the economy comes
down a bit and the interest rates go up, all of
342
00:18:40,154 --> 00:18:41,755
a sudden, just like, well, wait a second.
343
00:18:41,755 --> 00:18:42,315
What happened?
344
00:18:42,315 --> 00:18:44,875
What happened to all the oxygen being pumped
into this balloon?
345
00:18:46,500 --> 00:18:52,820
So that's when the people who truly know how to
handle that kind of market really rise up.
346
00:18:52,820 --> 00:18:55,059
To me, there's just more opportunity for me.
347
00:18:55,059 --> 00:18:58,820
I see other people need to figure out how to
get through it.
348
00:18:58,820 --> 00:19:03,384
If you're the guy who knows how to figure out
how to get through it, well, that's your golden
349
00:19:03,384 --> 00:19:03,785
ticket.
350
00:19:03,785 --> 00:19:07,465
And to me, like I said, the more messed up
something is, the better.
351
00:19:07,465 --> 00:19:09,384
There's a company I always refer to.
352
00:19:09,384 --> 00:19:12,184
I never mention the name, but they know who
they are.
353
00:19:12,184 --> 00:19:16,609
They lost $1,250,000,000 in the last quarter of
354
00:19:18,130 --> 00:19:25,089
So what they do, every time they have this
downturn and they're volatile to downturns.
355
00:19:25,250 --> 00:19:31,035
One slight interest rate change, and their
company crumbles like a cheap motorcycle.
356
00:19:31,275 --> 00:19:38,235
So it's literally built on a system that's
dependent on the economy, which is really a bad
357
00:19:38,235 --> 00:19:43,899
business model because we know economies go up
and down and change and fluctuate.
358
00:19:43,900 --> 00:19:47,819
You never want to build something that's
completely volatile, and you need to have other
359
00:19:47,819 --> 00:19:52,619
revenue streams to get you through recessions,
to get you through slow times.
360
00:19:53,315 --> 00:19:55,315
But their business model wasn't built that way.
361
00:19:55,315 --> 00:19:59,714
What they do instead, their fix to their
problem because this happens over and over and
362
00:19:59,714 --> 00:19:59,954
over.
363
00:19:59,954 --> 00:20:02,754
They keep losing just huge amounts of money.
364
00:20:02,914 --> 00:20:04,275
And they are a real estate company.
365
00:20:04,275 --> 00:20:08,194
But what they do is they just fire a whole
bunch of top-level guys.
366
00:20:09,210 --> 00:20:13,609
That's the reason they're losing money is
because their leadership team is not doing
367
00:20:13,609 --> 00:20:14,409
their job.
368
00:20:14,409 --> 00:20:17,529
It's their CEO, their president, their vice
president.
369
00:20:17,529 --> 00:20:21,609
And then what they do, and this is the third or
fourth time they've done that, they just bring
370
00:20:21,609 --> 00:20:27,014
in a whole new round of different people with
different acronyms at the end of their name,
371
00:20:27,015 --> 00:20:32,134
and they figure the more letters and acronyms
they have at the end of their name, that's the
372
00:20:32,134 --> 00:20:33,174
guy you bring in.
373
00:20:33,494 --> 00:20:40,440
And it's like, you're shopping, you built a
company in real estate, and none of your
374
00:20:40,440 --> 00:20:44,679
top-shelf guys know the industry.
375
00:20:45,480 --> 00:20:48,519
And you expect these guys who don't know the
industry to fix it.
376
00:20:48,920 --> 00:20:51,639
Well, I'm gonna tell you right there, that's
the problem.
377
00:20:51,640 --> 00:20:56,291
I can go through their board of directors and
go through everyone on their leadership team.
378
00:20:56,291 --> 00:21:01,065
I can tell you, all they're doing is replacing
a bunch of names with a bunch of new names
379
00:21:01,065 --> 00:21:04,904
every year, year and a half, and that's not
fixing the problem.
380
00:21:06,265 --> 00:21:10,769
There needs to be a whole new strategy because
their system just can't be so volatile.
381
00:21:11,250 --> 00:21:13,650
Once again, it doesn't matter how big the
company is.
382
00:21:13,650 --> 00:21:16,129
It could be how many billions of dollars.
383
00:21:16,130 --> 00:21:22,609
To me, it's funny to see because the problems
that a multibillion-dollar corporation has are
384
00:21:22,609 --> 00:21:28,664
sometimes the same problems a company worth a
couple hundred million has.
385
00:21:28,664 --> 00:21:31,865
They face the same problems, and it's just
misguidance.
386
00:21:32,825 --> 00:21:39,065
Sometimes the hardest thing to do is convince a
CEO or a founder that there's a problem at all.
387
00:21:39,180 --> 00:21:45,180
So when I was talking to this company, the new
people they put in, say their new president and
388
00:21:45,180 --> 00:21:49,420
VP and whatnot, they didn't want to even say
there was a problem.
389
00:21:49,420 --> 00:21:56,014
I was like, well, correct me if I'm wrong, but
your company in three months lost $1.25
390
00:21:56,014 --> 00:21:59,134
billion, but yet you don't see a problem.
391
00:21:59,294 --> 00:21:59,694
Okay.
392
00:21:59,694 --> 00:22:03,134
Well, I'll tell you what, when you guys figure
out that you actually have a problem, you know
393
00:22:03,134 --> 00:22:04,174
how to get ahold of me.
394
00:22:04,174 --> 00:22:06,575
If you want it fixed, I've already got a
solution for it.
395
00:22:06,575 --> 00:22:11,980
So that's not gonna be free, but call me when
you realize that you do have a problem.
396
00:22:11,980 --> 00:22:15,500
So of course, they just reported their next
round of losses.
397
00:22:16,059 --> 00:22:24,214
This last quarter was reported and maybe not as
bad as the last quarter of 2025, but still
398
00:22:24,295 --> 00:22:25,014
alarming.
399
00:22:25,255 --> 00:22:25,734
Alarming.
400
00:22:25,734 --> 00:22:27,414
That would never happen on my watch.
401
00:22:27,575 --> 00:22:30,375
It would just never happen on my watch, but you
see it all the time.
402
00:22:30,375 --> 00:22:35,359
And like I said, the hardest part to do is
convince somebody that they're doing something
403
00:22:35,359 --> 00:22:35,839
wrong.
404
00:22:36,319 --> 00:22:41,839
Many egos, a lot of times with the acronyms,
people have an acronym addiction.
405
00:22:42,000 --> 00:22:44,879
When they're building a company, oh, I need to
hire these guys.
406
00:22:44,880 --> 00:22:46,880
They have to have this and they have to have
that.
407
00:22:46,880 --> 00:22:53,744
I would trade a roomful of people who've never
spent a day in university for a roomful of
408
00:22:53,744 --> 00:22:57,345
people who are evil geniuses who know how to
get shit done.
409
00:22:59,825 --> 00:23:00,464
Patrick.
410
00:23:00,704 --> 00:23:02,304
Whoops, I'll have to bleep that out.
411
00:23:02,304 --> 00:23:07,490
But to me, when I build a business, I wanna
surround myself with people that are actually
412
00:23:07,490 --> 00:23:08,769
even smarter than me.
413
00:23:09,089 --> 00:23:11,249
I wanna be the dumbest guy in the room.
414
00:23:12,049 --> 00:23:20,134
I want people who will get what I get, see what
I see, and get everything.
415
00:23:20,134 --> 00:23:21,734
I mean, I don't understand.
416
00:23:22,054 --> 00:23:27,014
Build a business kind of the same way most
people play competitive sports.
417
00:23:27,095 --> 00:23:28,534
I treat business the same way.
418
00:23:28,534 --> 00:23:29,414
To me, it's a sport.
419
00:23:29,414 --> 00:23:30,054
It's not a job.
420
00:23:30,054 --> 00:23:31,894
I don't wake up and say, oh, I have to go work
today.
421
00:23:32,279 --> 00:23:33,559
To me, it's a sport.
422
00:23:33,559 --> 00:23:35,480
I'm stepping into the ring.
423
00:23:35,480 --> 00:23:39,319
I'm dealing with today's problems, and I'm
making things work.
424
00:23:39,320 --> 00:23:40,279
But I fight to win.
425
00:23:40,279 --> 00:23:45,080
And that's how when I go into the ring for a
company, my thing is it's gotta work.
426
00:23:45,080 --> 00:23:48,904
There's no, there's no, there's no other option
other than we're making it work and here's how
427
00:23:48,904 --> 00:23:49,704
we're doing it.
428
00:23:49,865 --> 00:23:51,224
I love this.
429
00:23:51,384 --> 00:23:52,904
Yes, of course.
430
00:23:53,465 --> 00:23:54,424
I'm inspired.
431
00:23:54,424 --> 00:23:59,865
And you talked about seeing the problem, being
aware that there is a problem, and then we can,
432
00:24:00,230 --> 00:24:02,309
of course, work on the solution.
433
00:24:02,470 --> 00:24:08,950
I love your images, your analogies, of course,
and I have to re-listen to this episode again.
434
00:24:09,190 --> 00:24:11,670
Yes, there were so many nuggets in there.
435
00:24:11,670 --> 00:24:13,670
And I have one last question for you.
436
00:24:14,015 --> 00:24:15,615
It's about your goals.
437
00:24:15,615 --> 00:24:18,894
Do you set goals for yourself or intentions?
438
00:24:18,975 --> 00:24:21,535
And what is one of your next projects?
439
00:24:23,455 --> 00:24:30,599
Well, I'm gonna get IntelliTerry off the ground
to where I like to make a business so it almost
440
00:24:30,599 --> 00:24:31,799
runs autonomously.
441
00:24:31,960 --> 00:24:37,319
You see some companies where they feel there's
an award for having the most employees.
442
00:24:37,319 --> 00:24:42,045
They end up hiring a whole bunch of people, and
then two years later, five years later, they
443
00:24:42,045 --> 00:24:44,845
go, Gee, I don't even know what half these
people do.
444
00:24:45,644 --> 00:24:47,484
I'm a purposeful employer.
445
00:24:47,485 --> 00:24:51,884
I hire people who will have a purpose, and I'll
build my company that way.
446
00:24:51,884 --> 00:24:55,244
I'm not interested in a body count when it
comes to real estate.
447
00:24:55,349 --> 00:25:02,069
I'd rather have an office with a fraction of
the agents, but all the agents are making money
448
00:25:02,069 --> 00:25:07,109
left, right, and center versus what a lot of
these brokerages are doing where, oh, we need
449
00:25:07,109 --> 00:25:10,494
to get to the point where we've got 30,000
agents.
450
00:25:10,494 --> 00:25:13,615
We don't care that they're only averaging two
deals a year.
451
00:25:14,575 --> 00:25:17,694
I'd rather have an office where everybody's
making lots of money.
452
00:25:17,695 --> 00:25:19,295
And I build my business that way.
453
00:25:19,295 --> 00:25:20,734
I build the ecosystem.
454
00:25:20,734 --> 00:25:29,630
And IntelliTerry is built only for the purpose
of harvesting transactions for the brokerage.
455
00:25:29,950 --> 00:25:33,390
I don't need to have 30,000 agents.
456
00:25:33,390 --> 00:25:38,924
I'd rather deal with a brokerage that has
30,000 agents, say, here's an extra 50,000
457
00:25:38,924 --> 00:25:40,125
transactions.
458
00:25:40,765 --> 00:25:44,765
And here's the revenue that goes along with
that, which is the real significant problem
459
00:25:44,765 --> 00:25:46,204
with the industry right now.
460
00:25:46,204 --> 00:25:47,884
So you say, what is my goal?
461
00:25:47,884 --> 00:25:53,009
My goal is to make it so the industry, which I
love because I've dedicated my whole life to
462
00:25:53,009 --> 00:25:59,009
the real estate industry, but my goal is to
make it so AI doesn't just autonomously take
463
00:25:59,009 --> 00:26:02,210
over the industry and say, well, wait,
everyone's got a phone in their hand.
464
00:26:02,210 --> 00:26:03,250
Everyone's got AI.
465
00:26:03,250 --> 00:26:05,431
Well, why do they need realtors?
466
00:26:05,431 --> 00:26:11,085
My job is to make it so realtors can still put
food on their table, increase their business
467
00:26:11,085 --> 00:26:15,404
instead of doing two deals a year or three
deals on average, which is really what the
468
00:26:15,404 --> 00:26:16,365
industry averages.
469
00:26:16,445 --> 00:26:24,680
How do I get it so that everyone follows my
system and everybody does instead maybe an
470
00:26:24,680 --> 00:26:27,880
average of 12 deals a year or 24 deals a year?
471
00:26:27,880 --> 00:26:30,440
I mean, to me, I can do three deals.
472
00:26:30,599 --> 00:26:36,075
The industry average, I can do those three
deals dialing wrong numbers and just happening
473
00:26:36,075 --> 00:26:39,674
to get a guy on the phone who happens to want
to buy a house and get out of renting.
474
00:26:39,755 --> 00:26:41,034
I can do that in a day.
475
00:26:41,595 --> 00:26:47,950
I made a video once a long time ago proving how
I can do more deals in one day than most
476
00:26:47,950 --> 00:26:48,990
realtors do in a year.
477
00:26:48,990 --> 00:26:50,670
And it was me dialing wrong numbers.
478
00:26:50,670 --> 00:26:53,150
And it was the funniest thing because guess
what?
479
00:26:53,150 --> 00:26:57,309
I had three people booked appointments, and
they were either buying or gonna list the
480
00:26:57,309 --> 00:26:57,869
properties.
481
00:26:57,869 --> 00:27:01,309
You know, to me, that was just a test just to
show how easy it is.
482
00:27:01,654 --> 00:27:04,134
But the industry needs to buy in.
483
00:27:04,134 --> 00:27:05,095
And that's what I find.
484
00:27:05,095 --> 00:27:07,014
They're very slow to buy into anything.
485
00:27:07,014 --> 00:27:07,734
They hate change.
486
00:27:07,734 --> 00:27:08,934
They hate technology.
487
00:27:09,734 --> 00:27:13,335
And the ones that aren't, well, they'll say,
oh, well, we just replaced that.
488
00:27:13,335 --> 00:27:14,214
We already did that.
489
00:27:14,214 --> 00:27:16,134
That was two years ago or five years ago.
490
00:27:16,134 --> 00:27:17,970
But like I said, obsolete.
491
00:27:18,210 --> 00:27:21,490
I only deal with today and the future.
492
00:27:21,570 --> 00:27:23,569
I don't deal with the past very well.
493
00:27:23,570 --> 00:27:24,769
The past is the past.
494
00:27:24,769 --> 00:27:29,809
In business, you don't get any bonus points for
what you used to do or what you did once upon a
495
00:27:29,809 --> 00:27:29,970
time.
496
00:27:30,674 --> 00:27:33,075
And I'm always about, here's our goal.
497
00:27:33,075 --> 00:27:34,115
Here's where we're going.
498
00:27:34,115 --> 00:27:35,474
Here's what we're gonna do.
499
00:27:35,634 --> 00:27:38,194
But, yeah, I mean, there's lots of competition
out there.
500
00:27:38,195 --> 00:27:38,995
It never ends.
501
00:27:38,995 --> 00:27:41,315
My competition starts over the next day.
502
00:27:41,315 --> 00:27:42,755
I compete with myself, really.
503
00:27:42,755 --> 00:27:42,835
So.
504
00:27:43,190 --> 00:27:43,670
Wow.
505
00:27:43,670 --> 00:27:44,470
I love this.
506
00:27:44,470 --> 00:27:45,509
Thank you so much.
507
00:27:45,509 --> 00:27:45,990
Yes.
508
00:27:45,990 --> 00:27:50,309
About your goals, your intentions, not dealing
with the past.
509
00:27:50,789 --> 00:27:51,269
Yes.
510
00:27:51,670 --> 00:27:54,710
And yeah, this was our interview today.
511
00:27:54,710 --> 00:27:56,230
I'm so thankful for you.
512
00:27:56,535 --> 00:27:58,375
Thank you for saying yes again.
513
00:27:58,375 --> 00:28:02,535
Now it's time for your final thoughts to the
audience, please.
514
00:28:04,934 --> 00:28:06,134
Oh, final thought.
515
00:28:06,134 --> 00:28:07,654
Well, I'll say this.
516
00:28:07,654 --> 00:28:12,119
No matter what business you do, no matter what
business you're in, no matter what your goals
517
00:28:12,119 --> 00:28:13,880
are, never quit.
518
00:28:13,880 --> 00:28:14,839
Be relentless.
519
00:28:14,839 --> 00:28:17,000
If you say, what is my strongest point?
520
00:28:17,000 --> 00:28:18,119
I am relentless.
521
00:28:18,359 --> 00:28:21,880
I just go and go and go where so many people
quit.
522
00:28:22,255 --> 00:28:27,054
You know, the whole story about a room with 100
people and someone saying, you know, in a year
523
00:28:27,054 --> 00:28:32,494
from now, there'll only be two people left in
this room, in the business.
524
00:28:32,734 --> 00:28:33,615
It's true.
525
00:28:33,615 --> 00:28:34,815
Don't be a stat.
526
00:28:34,815 --> 00:28:35,694
Beat the stat.
527
00:28:35,694 --> 00:28:37,375
Whatever the stat is, treat it as a dare.
528
00:28:37,640 --> 00:28:41,000
Someone told me a long time ago, 1989.
529
00:28:41,240 --> 00:28:42,519
I was literally 19.
530
00:28:42,519 --> 00:28:43,720
I wasn't even 20 yet.
531
00:28:43,720 --> 00:28:45,960
And someone said, oh, don't get into real
estate.
532
00:28:45,960 --> 00:28:46,920
Oh, you won't make it.
533
00:28:46,920 --> 00:28:47,559
It's this hard.
534
00:28:47,559 --> 00:28:48,359
You're a kid.
535
00:28:48,519 --> 00:28:49,480
Blah blah blah.
536
00:28:49,480 --> 00:28:51,080
That was a double dog dare.
537
00:28:51,274 --> 00:28:53,034
And that is one thing.
538
00:28:53,115 --> 00:28:56,075
When someone double dog dares me, I'm gonna do
it.
539
00:28:56,075 --> 00:28:56,794
I'm gonna beat it.
540
00:28:56,794 --> 00:28:59,034
Whatever the odds are, I don't care how slim.
541
00:28:59,194 --> 00:29:00,394
That's one thing about me.
542
00:29:00,394 --> 00:29:00,954
I do it.
543
00:29:00,954 --> 00:29:01,755
I go after it.
544
00:29:01,755 --> 00:29:03,914
And that's what I encourage anybody to do.
545
00:29:03,914 --> 00:29:10,269
The world is made up, unfortunately, of 90%
quitters, 10% success, and then that 10% is
546
00:29:10,269 --> 00:29:11,869
divided up how it's divided up.
547
00:29:11,869 --> 00:29:12,589
But never quit.
548
00:29:12,589 --> 00:29:13,230
Keep going.
549
00:29:13,230 --> 00:29:13,869
Keep going.
550
00:29:13,869 --> 00:29:16,109
And if you need to change course, that's okay.
551
00:29:16,109 --> 00:29:16,910
That's not quitting.
552
00:29:16,910 --> 00:29:18,990
That's adjusting and making a smart decision.
553
00:29:19,309 --> 00:29:21,150
So I'd say keep going.
554
00:29:21,150 --> 00:29:21,869
Go after your dreams.
555
00:29:22,335 --> 00:29:25,054
Too many people these days, they just don't
dream anymore.
556
00:29:25,054 --> 00:29:26,815
Yeah, that's true.
557
00:29:27,054 --> 00:29:29,374
Thank you for your message.
558
00:29:29,375 --> 00:29:30,335
Never quit.
559
00:29:30,335 --> 00:29:31,294
I love this.
560
00:29:31,615 --> 00:29:33,775
And thank you for your time today.
561
00:29:35,680 --> 00:29:36,640
Thank you very much.
562
00:29:36,640 --> 00:29:40,079
And of course, I'll see you in the next
episode.
563
00:29:41,279 --> 00:29:45,599
If this conversation resonated with you, take a
moment and reflect.
564
00:29:45,920 --> 00:29:49,325
What part of your story are you still holding
back? And
565
00:29:49,085 --> 00:29:51,724
And what could shift if you chose to share it?
566
00:29:51,964 --> 00:29:55,804
Thank you for being part of the Inspired Choice
Podcast.
567
00:29:56,045 --> 00:30:02,444
If you enjoyed this episode, make sure you
subscribe on YouTube, Spotify, or your favorite
568
00:30:02,444 --> 00:30:08,529
platform and join a global community of
conscious leaders and creators building legacy
569
00:30:08,529 --> 00:30:09,489
with intention.
