What’s the best entrepreneur mindset? Of course, it will always include achieving success and gaining better investments, but your passion must never be set aside. After all, reaching contentment is possible only if you are doing something you love. In this episode, Scott Carson interviews investment advisor Jesse Todisco from 46 & 2 Wealth Partners about finding the balance in investing, business, and mindset through self-care. He shares how he works with clients, his motivation, and his search for bettering oneself. They also talk about Jesse’s masculinity movement and exchange some thoughts about the use of plant medicines.
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Your Entrepreneur Mindset: Finding The Balance With Jesse Todisco
I’m excited to be here with you and I’m honored to have a special guest. This guy is recovering from a competitive game of pickleball. We’re honored to have him out here. You may have seen me appear on his show, The Jesse Tee Show. He was also a guest on our international podcast, a live stream that we did. He is the Founder of 46 & 2 Wealth Partners. He’s out of hot Atlanta. He calls Boston home, originally as well too. He’s in a fee-only investment management and financial planning firm. He’s the host of The Jessie Tee show and another podcast called The Soup Sandwich Podcast. This guy has a passion for not only doing amazing things and calling his clients family. He treats them like family. He’s an author, speaker, biohacker and an amazing dad. We’re honored to have the one and only Mr. Jesse Todisco joining us on the show. What’s going on, Jesse? How are you doing?
Getting after an early game type of pickleball with the boys, I’m pumped up. I’m ready to go.
It’s always important to get the juices flowing and get the energy going. The philosophy of getting your body movement means good things happen to you in the right of passion. You got your energy going up. You’re not being docile. A lot of people are struggling that with everything that’s going on, being stuck at home and a lot of places not wanting to go out and venture. The freshmen at fifteen and they weren’t having the COVID 20.
I put on the COVID 15 and I’ve since drop by about 21. I’m up to six. Technically, I’m down six, but I’m winning by six, which is good.
One of the things I want to dive in a little bit for you is, why don’t you share your 9:00 to 5:00? I think it’s important for everybody out there whether you’re a known investor, a real estate investor, or somebody who’s looking to dive into the market in some sort of fashion and a balance we do. Why don’t you talk about what you do with your clients?
Thank you for you and your readers for having me. There are 400,000 financial planners or people that call themselves financial planners in the United States alone. Out of those 400,000, there’s only 5% of us that are fiduciaries, which means we won’t screw you over. It’s in our interest to not do that because when you win, we win. What that looks like is we don’t sell products, services, we don’t charge commissions. I have nothing against commissions but in the financial planning world, there are some perverse incentives to have commissions. I’ve removed that from my business. I help entrepreneurs and executives live life well through financial planning, whether that’s investment management, helping them scale their businesses, keeping more of their money, making more of their money or the best part to stop trading time for money. That’s my sweet spot.
I come from a financial planning background. You’re right. When you work for a company or bank, it is heavily commissioned and sometimes the commissions don’t slip into the way of the client in a lot of cases.
It takes away that incentive. I never had that problem because I did come from that world. I came from the broker world where I worked through a broker. I sold on commission and I have integrity. I know a lot of people out there have integrity, but you never know if it’s in the best interest of the client or for the salesperson. I wanted to remove that altogether for my business. It was never a question.
We have a lot of our readers out there all across the country that is working a lot of times, working a day job, but they’re transitioning to something. They’re chasing their dream. They’re starting to be more active in real estate note investing or they’re looking to move from that side hustle to the main hustle. What counsel would you give to those out there that are going through that?
I’ll give you two pieces and they’ll go wealthy because it’s the yin and the yang. The first thing the entrepreneur or the creative in me says, “Go for it. Go for that which inspires you, motivates you, drives you, lights a fire under your ass, or whatever that is, if that’s a business or a consulting gig.” The flip side of that, the financial planner in me, was going to tell you to be as practical as hell. Have as much money and many contacts as possible. Lay the groundwork with processes in the business, automate as much as you can and be as practical as possible, but dream too.
One of the big things when we were talking with our students and they want to go full-time as investors, I say, “Let’s figure it out. Let’s walk the numbers. How many deals do you have to have done to get where you’ve replaced your income? If you can balance the two, that’s even better for you. It took a point for a while until you do make that break to the full-time entrepreneurship.”
Money is the lifeblood of any business and any family unit, like operating your monthly bills, taking care of the mortgage, rent, insurances or different things like this. It’s the same thing for a business until you can completely replace or come close to that, you should still toe the line of working in corporate and then making that leap. There’s another thought leadership out there which I’ve fallen into of entrepreneurs that make it seem to be the ones that’ll jump out of an airplane without a parachute. They’ll figure out how to build the parachute before they hit the ground because they’ve burned the boats. There’s no other option. There’s that side to it too but to be practical for most people. For the 99% of people doing the leap, make sure you have all your ducks in a row and that you’re prepared. I’ll backtalk myself a little bit. Sometimes you have to leap a little bit before you’re ready. It’s where you feel comfortable and where you’re happiest. If you’re ready, great. If you feel like you’re almost ready, go for it.
I remember when I left my Corporate America to pursue entrepreneurship the first time around, I failed miserably because I didn’t have the systems in place. I wasn’t dedicated to it. I was like, “I am not waking up at 7:00 to fight traffic anymore.” I’ll sleep until 8:30, 9:00 or 10:00. We’re done at 3:00. It’s happy hour time. The idea of banker’s hours, for the most part. You strangle your business without you even knowing it.
You got to put in the effort. There’s a lot of freedom and a lot of control and that’s some of the beauty of entrepreneurship. You’re running your own thing and no one’s telling you what to do unless you’re married and then someone usually tells you what to do. Outside of that, you do have to have discipline and have to execute. All the motivation in the world is great. You can listen to Gary Vee, Les Brown, all these wonderful thought leaders that get you hyped. The rubber has to meet the road and stay on the road. That’s in the form of execution and discipline all day long.
I stopped watching Gary Vee because I was losing an hour a day listening to him rant about the same twelve topics.
He says, “You’ve seen enough of me, go execute. One day you’re going to realize that you don’t need to hear me.” I did the same thing, I was like, “Gary, I’ve heard you. I’m done. I’m on.”
With everybody going through pivots and figuring out where things are going at. I’m sure you’ve got some clients that have gone going through that aspect of things where businesses dropped off and had to reinvent what they’re doing. Are there any advice that you would give to those out there?
Diversify your portfolio. Thankfully, a lot of my clients are prepared for this. There’s a couple of outliers depending on service-based businesses that got hurt hard. I had a conversation with one of my buddies, He’s into a few different things. When you work with a fiduciary, they’re not going to try to sell you a stock. They’re not going to try to sell you a mutual fund. I talk about real estate, currencies, or bitcoin. Depending on what these people are into, you have to diversify. If people need to be happy in cash, real estate businesses, and businesses are a great investment if you know the business and you know how to make money with it. Even though there’s been a pandemic and a crisis, a lot of my clients were positioned well that they didn’t have all their eggs in one basket. Furthermore, we took advantage of the downturn. One of my clients made money. It’s one of those things where planning, preparation, and then making it happen.
How did some of your clients take advantage? What were some examples where they were able to take advantage without giving away the golden goose of it?
I’ll give away the golden goose. In March when we got hit pretty hard, a lot of Fortune 500 blue-chip companies that aren’t going anywhere, they have billions of dollars in assets and revenue. You can’t guarantee that a company won’t go out of business, but most likely these companies are going to stand the test of time. We got into Apple and Delta. We got into some strong companies that pennies on the dollar and they’ve already seen tremendous growth. I’m not a fire sale guy but I’m an opportunity guy. If I see an opportunity, I’m going to take care of it and make sure my clients get in front of it. There were also different things like Zoom was up a couple of thousand percent and they weren’t going to stay there. You can short zoom. There are different things you can do. Peloton and some other things that were out there. Teladoc went up. You got to read the market and also look forward. There’s no one that can predict the future. I am a traditional investor. I believe in holding things for the long-term because they appreciate, but you can take advantage of the small wins in between if you’re prepared.
Where are you getting all your information from? You’re talking about a lot of variety of things. You’ve got real estate on top of educating and entertaining yourself with this information too to be a valuable resource.
It’s going to sound stodgy and old school but I do a lot of learning from Warren Buffett and Charlie Munger, some of the best investors in the world. They’ve done it for 60, 70, 80 years. Charlie’s 90 something years old. I was going to the Berkshire Hathaway meeting every year. This year, it got canceled, but it’s where Warren Buffett and Charlie Munger get together with all the shareholders. It’s in this huge 17,000, 18,000 people, it’s like basketball arena in Omaha, Nebraska. Bill Gates is there and all these world leaders are there. They’re talking about their businesses and things that they own. They’re fun to pedal investors there. They like to own things. Own things that make sense that they’re ethical. They believe that they can make money. That’s how I look at things. From my standpoint is I learned from people that have done well.
My mentor is one of the biggest pieces of that. His name is Patrick Tucker. The reason why I go to the Berkshire Hathaway meeting every week because he listens to all of us too. He gives us passes when we go and everything. He’s an investment advisor. He’s twenty years down the road from me. He’s my tribe. He’s a beard guy. He doesn’t give a shit how he looks. He works out. He’s a family man. He’s into faith. He’s someone that I admire and look up to. He gives me a lot of insight as well, too. Between different things like current events, the old school guys, Charlie, Warren, and my mentor, there’s a lot of things you can pay attention to. That’s the secret. With everything that’s going on in the world, don’t listen to the noise, be a free thinker, and question authority. I seek out information where I need to, but those are the three places that I get a lot of my sources from.
I love that last point. Tune out the noise, because there’s a lot of noise and false information. I was talking online with somebody, they’re all talking about, “The downfall is not going to happen and we’re not going to see it.” I’m like, “You’re like a quarter behind everything. I’ve been speaking to a lot of banks and asset managers and their story is completely different from what the news is telling you.”
What are they saying? I’m interested to hear.
It all depends on what each individual bank is. I’ve had one bank conversation where they’re a primarily commercial lender and they’ve got that smaller balance, $5 million less. They’re going to be hit hard here this quarter and next quarter. They’re the ones calling me back. The other banks out there that have a bigger residential portfolio, it all depends. If they were a big government-insured, they’re probably not going to see too big of it because Uncle Sam is going to bail them out or they’re going to move the whole portfolio to somebody else for a small discount to be sitting well.
You have to look at all those lenders because there was a ton of non-prime lenders that we’re popped up over several years doing crazy, 100% financing and subprime loans. You have to track who they sold that paper to. That’s the assets that you go after. Many people get in the habit of like, “Let’s wait and see what’s on the MLS or what seats on these low-hanging websites.” Most of the trades aren’t going to end up hitting where most of the public, you’re sitting around, and waiting for him to show up.
You’ve stayed off the book.
The pocket deals, you got to go out, hunt, and kill. That’s one of the things that you were mentioning there, seeing what’s going on whether it’s good or bad and then not only shorting on market but looking at like, “Who’s going to do well?” Zoom is the biggest company that’s probably the best out of this whole thing in the previous months.
Zoom, Peloton, Teladoc, and all these at-home services that people could invest in. They were at home and they’re thinking about health. There’s a lot of companies that have that type of price to give them.
We’ll throw that out there as entrepreneurs, those fitness instructors who embrace the online, climbed, and have done well. They’d been fine. Those that were relied on brick, mortar, and showing up to the gym and they get clients. They’re all out looking for something else these days.
It goes right in line with the way retail has been changing over the last couple of decades. The way malls are going by the wayside of not a business anymore. It’s those few anchor stores that keep corral. For a long time, that’s like an old outdated example, people should have been traveling a long time ago, whether it’s online, but it’s converting their brick and mortars into something that’s a little bit more hip and trendy. In Atlanta, there were a lot of these markets where you have 20, 30, 40 restaurants, different styles, different things, and it brings all these types of people together in one building. It was an old factory building that used to be one company, now it has 30, 40, 50 companies in it. It’s a different style
Looking into the future, another big one we’re looking at is cash, it’s essentially going away, even though it’s because of the pandemic. It’s like a litmus test to see how we respond. I personally haven’t carried tasks in years. It’s rare that I have tasks. What they’re doing with your wallet inside of your phone and even some of these digital currencies are been trying to come online for some time. It’s only a matter of time before that happens. Seeing those things and knowing that’s going to shift whether you like it or not, you can plan for the future. I’m not a wizard, I’m not picking lottery picks, but you can see things where things are leading to.
The whole point where like, “We have no change. It got to be an exact change.” That says something there but then you also look at the doubles talk. We talk about what was it in several years. All the bigger bank firms were like, “No to crypto.” You see Jamie Dimon at Chase and be the first bank to roll out some crypto aspect of things. I’m like, “What are you saying here is one thing but what you’re doing is a whole different thing.”
I got a buddy, he’s working with a bank somewhere in the United States. They’re partnering together to be able to do on-demand real-time payroll, but they’re doing it through using the ledger of cryptocurrency or blockchain. They’re using digital currency at a brick and mortar bank. That’s a good size and super-regional bank to be able to process payroll immediately. It does a couple of things. Essentially for the bank, it’s going to drive in 150,000 new clients, which is insane to think about coming from the banking space but these things are happening. One of his biggest competitions was an arm of the government. The government’s already doing this stuff too.
We see a lot of that too. We started seeing some, the New Green, Mary Jane, the hemp industry, and the Marijuana industry.
You know what else is coming online is that psychedelics and plant medicines are going to be used for therapies and disrupt the pharmaceutical industry. Once in a quarter, I do a plant medicine journey for myself and I get a lot of information from it.
That brings me to what I wanted to talk about a little bit. We talk about being a bio-hacker and this leads us into that aspect of things. You made the journey down and had ayahuasca.
That was put on hold. I was supposed to be in Peru in May with a group of executives and business people. People that you wouldn’t necessarily think do this thing, but absolutely. That’s the type of people. A lot of Fortune 500 people are doing these things like people that are high levels because of the information they come back with. I couldn’t get out to Peru because their borders are still shut down because of COVID. I pivoted to a connection and he was able to get me psilocybin mushrooms, which is the same idea. It’s going to sound weird, but I sat in the ceremony with it, which means I gave respect. I fasted before I did it. I worked in the work before the work. To give people context, there are a couple of things. Number one, everybody who does it says it’s one of the top five most moving experiences in their life. That being said, it is one of the hardest things sometimes because of the emotions that come from it and you get information.
What happens is you get downloads that come to you, that you have a knowing and a belief. I’ve seen God-consciousness before and I’ve seen unity consciousness as a human race. I’ve gotten things about my family and it’s made me a better dad. The other time I did it, I got a knowledge saying eat life, which means eat healthily but in a different way. That was one of the things that said use your microphone to speak the truth. This could be part of that. It’s a knowing like all of a sudden you know it and it’s like Neo in the Matrix. He woke up and he’s like, “I know Kung Fu.” I woke up and I knew things and I’m like, “Whoa.”
We all are stressed out. We’re so bombarded with different messages and to have that journey where you can unwind and unplug, leave the stresses of the world behind. It allows you that openness to having new ideas and new thoughts. I don’t think it’s the plant or the mushrooms, it’s got something to do with it. I think it’s the journey that opens you up to be able to receive that stuff or to take that reactiveness away. We’re all in a reactive state to the proactive state of our minds and some of the best ideas come when you’re the most laid back.
It’s sacred knowledge. There are people that find God when they do it. There are people that find insights about themselves. A lot of ego work is done. People show up better and love better in the world. There’s this interesting infographic, it shows the brain activity under normal stimulation. It’s firing these different colors, these different patterns, and it shows your brain when you’re doing plant medicines and it’s making these connections to different parts of your brain that you’ve never made before. It’s not harming you. It’s not addictive. It is none of that. It’s getting you to think differently and make exchanges in your brain you would never make that you can think differently, which is great.
I’m a big fan of that stuff because it helps you get beyond so many things. When you’re too busy listening to what’s going on in the world and the negativity of life, we all know there’s nothing but negativity out there, in a lot of cases. It’s hard to find that positive and the ability to flip the switch to change emotions. You’ve talked about it, the biohacking scene. A brain when it’s negative or stressed and then flipping it into positive through music or sitting out. Everybody’s got different mind hacking aspect of things. It’s so important to do that. There are times when this whole thing’s going on in the previous months and we have good days and bad days. It seems a whole lot of similar Groundhog Day experiences in a lot of cases.
There are all sorts of ways to get there. You can do meditation and holotropic breathing, which is similar. I do Wim Hof breathing. It has become mainstream over the last couple of years and it’s changing the physical state of your body and it has healing properties. You can get out in the sun and all these states of disease, which lead to disease can be controlled by things like sleeping well, eating well, getting enough sun, getting enough movement and playing. Another thing that’s interesting too is and I was playing pickleball with a bunch of 35, 40-year-old guys. We’re like little kids talking smack and having a hell of a time. We’re like little kids out there. I bring that up because, in terms of biohacking, biohacking is intentionally focused on something in your system, whether it’s the central nervous system, muscular or whatever it is and being able to optimize and enhance that system through a protocol, which has helped me.
The biggest thing that I’ve learned is there are these blue zones that are in the world. These blue zones are places like Okinawa and different places like Finland. It’s these different countries where these people are living over a hundred, but they’re living well. Their candles are burning bright for a long time. They’re still playing, running, creative and smart. They’re 90, 100 and above. They’ve done a lot of studies on why this is. People think it’s the diet, genetics, environment and it could be some of those things. What they’re starting to land on is it’s the community and the things that happen to those communities from playing to arts to dance and to music. The biggest biohacker I can say that will keep me young is act like a kid as much as you can.
I saw a documentary on Netflix about that too. It was Zach Efron talking about areas of Italy. He talked about where they are extreme 90s, 100 plus and they’re active. They’re walking with a glass of wine or glass of vino every day and living a good life. They’re not all worried about not filling their mouths and bodies with medicine and vitamins. They are still getting most of their stuff from their diet. The sun is important in the vitamin D aspect of things.
There’s a guy named Paul Chek and he was one of the first biohackers. He’s big into all optimization. He talks about the four doctors and the most important doctor that you can see before you have to go see a real doctor is Dr. Rest and/or Dr. Sleep. Even maintaining your sleep, go to bed at a consistent time at night, wake up at a consistent time in the morning. Wake up before the sun and all these different things. Also, not disturbing. That keeps you away from health issues. We have this control and it goes back to the entrepreneur’s conversation, “I can sleep in until nine. I can leave at three. I can start drinking here.” You can do those things, but there are consequences too. Your candle might burn bright, but it might burn out quickly.
One of my favorite things to do is going in and spending time in a noise deprivation chamber. Here’s the experience. I highly recommend this to everybody. They have you sit in a room quietly, calming your mind. You’ll get off your cell phone. There’s no noise, no TV, peaceful sounds, lights and then they put you in. We have one here in Austin. It’s a metal like a square box and it’s got a like foot of saltwater. There’s like 50 gallons of salt in it. You’re floating. I don’t care how big you are. You’re going to float on this thing. It’s an hour-long thing and it’s completely no noise. They have lights to start off and they fade then suddenly you’re sitting there floating with your thoughts in total darkness.
Every time I’ve done this, it takes a little while to get into. If you’re floating, you suddenly will have a shake like one of your arms will completely relax and it has a little seizure. Your whole body does that and you’re completely relaxed. You’re sitting there and suddenly an hour is up, you’re like, “Where did it go?” You walk out of it and suddenly you’re like, “You’re in a toe.” It’s the world’s best massage with a happy ending at the end. Most other experience that I could even recommend it to would have been going skydiving the first time. You’re scared and nervous. You’re jumping on the plane and you’re floating. At the end, you don’t give a shit about anything for two weeks because you experienced freefall for the most part. Those are some of the little things that you can do and it does have a lasting impact on your health. Drinking a lot of water and sleeping properly can put your mind at ease because we all know this engine’s constantly going 24/7.
It needs recovery and that’s when we grow and repair. I listen to a lot of Joe Rogan and he does a lot of you float tanks. He doesn’t mind plant medicines. I couldn’t even imagine being trapped in there on that but I’m jealous of you being in Austin. Number one, I always wanted to go there. I’m being pulled to Austin and I’ll tell you how the patterns have happened. Years ago, I wanted to go to South by Southwest because that seemed cool. I also found out there’s a ton of people I follow in Austin. I don’t know if you’re familiar with the company it’s big, it’s called Onnit and it’s in Austin, Texas. There’s a guy Aubrey Marcus that used to run it and Kyle Kingsbury. Two of my favorite people that hung out with a couple of times and they were into this whole biohacking, optimization and plant medicine world. There is another guy, Aaron Alexander. There’s Tim Kennedy, who is amazing and he’s Captain America essentially. He fights for our country. He’s Green Beret. He’s 30 something years old. He re-enlisted because General Mattis got in and all this different stuff. Joe Rogan’s is over there too. I can’t wait to get to Austin and then we’ll be able to hang out too.
You’ve also got the likes of Tim Ferriss. He calls Austin home here too as well.
I didn’t even know. I thought he was a California dude.
That’s what most people think about. In his 3, 4-hour podcast, he talks a lot about Austin in a lot of cases.
That’s how I started my podcast with Tim Ferriss. I’ve been on that track of those different thought leaders. Even when I shoot The Jesse Tee Show, it’s similar to Tim Ferriss and how he did his. I learned so much from Tim and he led me to someone else and another person. I loved Tim and that’s great that he’s near you.
I know you’re active and you’ve got a movement going. You started a group. Let’s talk a little bit about that.
There is a group we put together called the Masculinity Movement. It’s not anti-feminism and it’s not anti-anything. It’s pro men learning how to be men and show up well in the world. I can tell you firsthand from my experience and many others that have told me, like, “There are things we weren’t taught as men. Case in point, crying in front of your children because you’re not supposed to do that. You’re supposed to be tough.” Maybe taking a few months off to go do something or work on something, if you can monetarily afford that but we’re always the provider and that’s what we’re supposed to do. A lot of those things are true. We’re built a certain way. We’re big, strong and we’re supposed to protect physically in danger. Most times, we’re not put in those situations.
We have to evolve and that’s my whole mindset, which is evolution and that goes along with spirituality. The big thing about the Masculinity Movement is a change as a brotherhood into a movement. Movement is a play on words because we do things like pickleball, where we’re moving together over it, we’re going out doing fun stuff and throwing axes. Learning about journaling or poetry and all these different things that become like warrior monks where you’re fit for service at any level, but you’re intellectual, emotional and empathetic. There’s this thing that’s been happening over the last few years with toxic masculinity like men doing terrible things to men and women and the #MeToo Movement. There’s the flip side where you have men that are not men at all.
We want to branch these two together and have this cohesiveness where we can be strong and vulnerable. We can be successful yet chill when we want to chill and then lead better for our families, ourselves, our businesses and our communities. This beautiful amalgamation of people from around the world that have joined on this little Facebook group that share insights and we read books together. It’s cool. It’s been on pause because I’ve been focusing on other things, but it’s beautiful.
That’s the world is in need of leadership more than we’ve ever had these days. I don’t care if you’re Republican, Democrat, everybody’s a loser in the swamp as you can say. The game is not meant for us to win, it’s meant for those who ever get elected there. They’re the ones that are out for themselves. It’s only obvious with everything you see.
You should have a whole podcast on politics.
We’ll avoid politics and religion, the two sources that shouldn’t be talking about in a bar for the most part.
I love talking about those things.
You go all day.
The Soup Sandwich, if you want to talk about those things, we’ll have you on as a guest and we’ll talk. That’s what we did. We did politics, pedophilia, Hollywood crap, UFOs, plant medicines and all this stuff that you want to talk about that you usually don’t.
That’s on The Soup Sandwich Podcast that you host with Jay Worthy.
He’s a business guy. I come from an outside sales background where I used to go door to door, cold call commission, business to business and he did too. We both know what it takes to get through that business and how to become successful. We have this dynamic, but then we’re interested in a lot of the same things like outlier stuff. We have some good information on it. It’s a shit show. We get on there and we start yapping about stuff and it’s interesting. We’ll crack a couple of beers. We’ll get a little loose, but it’s a good flip side from the podcast that I do, The Jesse Tee Show where it’s business and growth mindset. It’s more serious. It’s interviewing. This is like, “Let it all hang out and talk a lot of mess.”
I want to bring something back. Being in outside sale, a lot of people these days get ownership. They don’t realize that no is their friend. It’s hard to embrace by a lot of people. We’ve always figured out from hours and working that, “You got to have many noes until you get that yes.” Having the wherewithal to drive through that no or switching and realizing that no means not now, but maybe later on. Is there any number, any game that you would play or any type of KPIs you would put in place for the number of noes to get to a yes to get a closed sale?
In my industry, I started off as a sales rep and I became a franchisee owner of this company in thirteen months going from no sales experience because it was ongoing on the job training. It was the Navy SEAL training of sales. It was insane. It was the best thing. It’s maybe where we’re on that now as 100% because of that career. What their law of averages at the time was 1 out of 10, 10 out of 100. Even though you know that you would find ten yeses out of 100 people, that the real mind screw up was it’s a lot of times not the first ten doors that you see. The first ten doors we used to say, the sweaty knees, the shaky hands, the marbles and the mouth, you had to get all that stuff out because it’s nerve-wracking for a lot of people to go and know that they’re going to get rejection. They’re going to get people to tell them they’re not interested. “Get out of here. No soliciting.” Whatever they say, which was all noise.
If you could pocket that, throw that away and not even let it affect, you know that no that you were talking about was a good thing because it got you closer to your yes. We knew that we had to see 100 people a day, which is a good amount of people. Off the record, once you got good, you didn’t have to see 100 people a day, but we still kept that mentality to train people. That work ethic to show by example. Sometimes we wouldn’t make sales until 4:00. We would get out there at 9:00 in the morning and here no 80, 90 times and then you’d have what’s called the third type of day. The first type of day when you go sell everything right away. The second type of day is consistent through the day, you’re making sales. That’s the easiest day because you’re hearing yes. The hardest day is you have to keep your attitude until the end of the day and you still have to be excited to go take more noes. That’s when you find those ten yeses. Our law of averages was about 10 for 100.
You gamified it. You understood that aspect of things and that’s the thing is most people will never get through it. One of the hardest things for most entrepreneurs is they’re moving into that space, learning that they’ve got a market. The whole 80% of sales come after the fifth contact aspect of things and they’ll send an email blast out or make a couple of phone calls and they never follow back up with them and then they wonder why does it work for a business.
I don’t let my people go. If I make a contact with someone, I’m like a spider. I stay on my web. I’m not doing it in a negative way. I’m adding value a ton. They probably get sick of me adding value like, “I’ll give you value back.”
It also comes to the point that people have to be in the mindset and be open to whatever you’re offering and realize, “There’s something,” and that light goes off. “I need to call Jesse now because what I need, I know that he serves in that capacity and that he kept to follow up with me.” There’s no greater time like the fourth quarter when everybody follows up. We all get those hello letters from our family members the one time a year that nobody else does. We might as well keep it a year-round activity.
For me, a secret to my success is prospecting and follow up and then how I do that. It’s staying top of mind. I don’t need to be salesy. I’m just me. I talk how I talk to you. I’m an ex-sailor from Boston. I cuss I talk about shit. People either get it or they don’t. I care about people. We talked about the first thing you said at the beginning of the show was my client family. I look at my clients like they’re part of my client family. There are people I care for and I would go to battle for them. People feel that and know that. They know they’re dealing with someone who’s genuine, someone that has something to share, and something to offer that eventually whether it’s fate, karma or good business, it comes back around.
How much ahead of time here, as we roll into the final fourth quarter of the year into 2021. We all know it’s a bit of a shit show. Who knows what’s going to happen next year but I’m already planning for next year. I’m assuming that you’re already doing the same thing too. What are some of the things that you’re planning and you’re looking to put in place this quarter so that you make the most of next year?
Everything’s about operations and process for me and making sure I have X amount of touches. To give people context, when I look at my week, Mondays are my podcasting, my branding and marketing for my business and for my podcast. That’s what I do. Tuesday, Wednesday, Thursday is my game days where I meet with clients. I market to clients, I sell or whatever the deal is. Friday is administrative stuff and financial planning day. I keep that cadence all year long that never changes. I meet 15 to 20 new people every week during that little time period of Tuesday, Wednesday and Thursday. That’s my law of average. My law of averages is meeting 15 to 20 new people every single week, 60 to 80 people a month, that’s going to return X. That’s what I know to do every month.
I’m planning ahead of time to continue to do that. Some of the things I look forward to for 2021, I had a conference that I was putting together called Revolution ATL. It was about 200 people that were going to meet at the place right behind my office. This conference was going to bring together entrepreneurs, business owners and interested people from Atlanta. Think maybe like a Grant Cardone 10X thing, where you get these people to come in and connect with people on that level in Atlanta. I was looking forward to that. We had ten speakers lined up, all professionals from social media to ex-professional athletes, to authors, to different people to make it worthwhile.
We were going to bring these 200 people in to connect. Think about 200 motivated, excited, successful people getting after it, sharing information, trading business ideas like, “This was the idea.” We were going to break out from that 200 and have the VIP section where we have about 40, 50 people come out and do a roundtable with all of the speakers. We have some of the most successful people in the world come in there. You get to sit in front of John Mallot or Michael Coles or some of these people. It blows your mind. From there, we’re going to take them over to a little VIP dinner, but having those things to get back to and conferences, those are what I look forward to.
Hopefully, we’re able to do some stuff here in the next year.
In the meantime, I’m about a third of the way through my first book, Happy Wealth: How to Become Wealthy Happily. It’s part of my story, part mindset and emotional behavioral stuff. The Ten Steps to Become Wealthy if you do these things. Real estate is in there. I need to pick your brain about it a little bit. I got things I’m working on and looking forward to. The biggest thing for me is my kids. I’m thinking about them and they’re 6 and 4. They are everything. Everything I do ties in from the Masculinity Movement and showing how to be a good guy. If I cry, I show my kids how to cry or I teach them how to build something. There’s that dynamic. I teach them about business and all about life. Everything I do comes back to them.
Are they distant learning? Are they going to classes? What are they doing?
Georgia is gangster because Georgia was one of the last States to close and the first one to open. I love it because I have my own feelings about the whole thing. My son, William who’s in pre-K like daycare, but they do some curriculum stuff, he went back. Grayson, my oldest one who’s six. He’s in first grade. He was virtual learning until about a few weeks ago. Having to pivot and shift and become a teacher, even though I’m an educator through what I do, but be a teacher alongside of the teacher, that was interesting and working from home. Honestly, I miss it. I miss being with him all day. To answer your question, now he’s back in school. They’re both in school and they are both enjoying it.
The thing is there’s some sense of normality once you’ve been doing what we’ve been doing. I’ve been working from home since February. I go to my office every once in a blue moon to get the mail and check-in but it’s the same thing. It’s nice to be home. When you’re dedicated, the TV’s off. You can avoid the distractions when you are focused and have a plan of action in place and go from there. Life is full of disruptions. The only thing we are sure of is death and taxes and that why you got to learn to pivot.
Knowing that if you’re going to be an entrepreneur, get ready for the disruptions and learn to focus.
Make the most of those disruptions, see the opportunity, the silver lining and it can make it rain for you. Jesse, this has been awesome. We could go on all day here, but I know you’ve got a busy day like I do. For our audience, the Note Nation out there, followers, the people who listen to us on the radio networks and on social media, what’s the best way for them to reach out to you and follow what you’re doing?
Jesse, thanks for coming on the show. I appreciate it. I’m looking forward to hanging out with you some time and having some more interesting conversations on life.
Keep crushing it. I’m here to support you in any way I can.
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About Jesse Todisco
Jesse is the founder of 46 & 2 Wealth Partners, a fee only registered investment advisory firm in Georgia.
Jesse also hosts The Jesse Tee Show. A mindset focused podcast that teaches anyone hunting greatness in business, health and wellness and in relationships the secrets to success.
At an early age Jesse realized he had a knack for being an entrepreneur. He would buy, sell and trade comic books and sports cards. Growing up in Boston, during the harsh winter months, Jesse would shovel his neighbors sidewalks and driveways earning a few dollars and other times, a cup of hot chocolate.
In 2006, Jesse moved to Georgia and resumed his entrepreneurial path after leaving the military. He founded a series of successful companies that brought him to Charlotte, NC. After building an organization, Jesse experienced the loss of his daughter, Alana. He decided to move back to the Atlanta area to be closer to friends and family.
In 2011, Jesse entered the world of financial care giving. Since then he has become more and more passionate about upholding his fiduciary responsibility to those he serves.
Jesse is a the proud father of two beautiful boys. Jesse is a passionate human optimization nerd, enjoys the outdoors, and loves spending time with family, reading, cooking, and learning.
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