July 1, 2019 – Service Selling Jonathan Keyser and Minority Mindset Jaspreet Singh

July 1, 2019 – Service Selling Jonathan Keyser and Minority Mindset Jaspreet Singh

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Jonathan Keyser – Thought Leader, Commercial Real Estate Expert and Author of Disruptive – How to Disrupt Your Industry Through Selfless Service – Read interview highlights here

Don’t end the meeting until you’ve found three things that you can do to help that person that don’t do anything for yourself.

Jonathan Keyser is the founder and thought leader behind Keyser, the largest tenant rep commercial real estate brokerage/consulting firm in Arizona. Through his disruptive focus on selfless service, Jonathan is re-shaping the commercial real estate industry, and his firm has quickly become one of the fastest-growing CRE firms in the country, representing companies globally across multiple industries. Jonathan is thrilled to share his journey and mission of selfless service through his highly-anticipated book. A strong supporter of the Conscious Capitalism movement, Jonathan is eagerly working toward the upcoming launch of The Keyser Institute to inspire and equip the next generation of selfless leaders. Jonathan is passionate about helping and empowering others, and has been involved in many different executive and nonprofit organizations, including the Boys and Girls Club of Metro Phoenix and several business leadership organizations in Arizona. He is also spearheading an initiative to connect Arizona business leaders, alongside Arizona Governor Doug Ducey.

Jaspreet Singh – Serial entrepreneur, Attorney and the Founder of Minority Mindset – Read interview highlights here

A minority, in our definition, is somebody who thinks different than the majority of people.

Jaspreet Singh is a serial entrepreneur, licensed attorney and the founder of Minority Mindset, an educational platform for financial education and entrepreneurship. He is also the co-founder of Seva4Everybody, a community service organization dedicated to help those in need in the Detroit area. Born to Punjabi, Indian immigrant parents, Jaspreet grew up bilingual in a traditional Sikh family, with strong expectations to become a doctor. At age twelve, his parents got him an MCAT tutor to help prepare for medical school. As he showed entrepreneurial interests early on, family pressure grew to pursue a traditional education. The “compromise” he reached with his parents was to go to law school instead of med school – which he completed, all the while pursuing his entrepreneurial ventures and real estate investments on the side. By his early twenties, Jaspreet has built several businesses in three different industries: an event planning business, an e-commerce brand selling socks with licensed technology and real estate investments. During his early days of entrepreneurship, Jaspreet experienced setbacks and vowed to share the lessons he learned with others through his YouTube Channel. Today, Minority Mindset has over 400,000 subscribers on YouTube and 400,000+ followers on Instagram. Through his short, educational and entertaining videos, Jaspreet shares his wisdom around personal finance and investing twice a week. Giving back is a large component to Jaspreet’s business. He’s helped inner city kids in Detroit to learn about money and entrepreneurship through the classes at Osborn High School over the last two years. Today, this movement is reaching more kids across the country through the financial curriculum Jaspreet has developed for K-12 teachers to help kids of all ages learn about money and building smart financial habits.

Highlights from Jonathan’s Interview

I used to be a ruthless prick. I thought that I had to be ruthless to be successful in commercial real estate brokerage, because that’s what I saw mirrored around me.

It’s just one of those things where, I think there’s this mindset in a lot of business. It’s not just commercial real estate brokerage. There’s this mindset that if it’s a ruthless industry, you have to be ruthless to win. And I was raised differently, but I thought my parents didn’t know what they were talking about, because we were raised poor. So I figured, if this is how people are behaving, this is how I’m going to behave, because I want to be successful. I did that for a number of years. I didn’t like it. I felt misaligned with my core values, but I felt trapped. I felt like, to be successful the way I wanted to be, I had to behave this way.

Fast forward, and I get introduced to this concept of success by putting service first, by putting others first. At first, I thought there’s no way this could actually work, and then I explored it. And I decided, if this is even possible, I’m going to try it. So I reinvented myself about 14 years ago, and just started helping everybody that I could. I stopped selling and manipulating and lying and cheating and stealing, and just started helping everybody that I could.

It wasn’t an easy path. It took me a number of years to start getting results. But after a while, I’d help so many people that people started helping me back, and referring business to me. And the craziest thing is, before, when I was a ruthless prick, I spent all my time trying to persuade people that I wasn’t a ruthless prick, and that I was a nice guy. And everybody still thought I was ruthless prick. Now, I spend all my time trying to help other people, and people spend their time saying nice things about me, and trying to help me back.

My message to the world is, if me as a crazy ruthless, commercial real estate broker can have a pivotal moment, reinvent myself, and now create success for myself and for my firm, which is now the largest of our kind in the state of Arizona, one of the fastest growing in the country, if we can do it in commercial real estate brokerage of all places, it’s possible anywhere. The name of my book is You Don’t Have to be Ruthless to Win and the whole point of it is telling my story, so people can see that it’s real, and take best practices from it, and to teach people how to build a successful business by helping others.

The reality is, here’s what I’ve learned. Number one, it’s not instant gratification. So for anybody listening, that’s just trying to make a big buck tomorrow, and you don’t care about the long term, you can tune out now, because this is about long term sustainable success. But at the end of the day, if you’re interested in long term, sustainable success, I believe—and I’ve experienced this, and I’ve now built a firm around it—that at the end of the day, people want to work with people that they trust, and trust comes from believing that somebody else actually has your best interests at heart.

What’s the best way to demonstrate that you have somebody else’s best interests at heart? Do something selfless for them. So how do we make money? We’re a referral only company. We don’t sell, we don’t market. We’re going to start doing more awareness, messaging, and marketing in the community. But we don’t, we don’t sell. Why? Because we spend that same amount of time helping the people we would normally be selling to, in ways that other people aren’t willing to do. What does that mean? Let me just give you one example.

For us, the successful meeting is, if we sit down with somebody, we want to lead with three simple ways that we can help that person that don’t benefit us. For us, when we sit down with somebody, we’re thinking, “What do they need? How can we help them?” Sometimes that’s an introduction in the community. I find that most people feel underconnected in the community; they want to get better connected. So that’s an easy one.

Number two, helping people get work. When I was reinventing myself, instead of me selling people on my own services, I was busy trying to get other people business, helping people’s kids get internships or jobs, helping people find the right doctor, helping people get access to a club. If they don’t have access to all the different things, by asking good questions of people, you can find out what they really want. The last thing that people want is to hear me show up and go, “Hey, let me tell you how great I am! Here’s all the big deals I’ve done, and here’s why I’m neat. And you should hire me!” that’s nauseating. What people want is other people that are there to help them.

If you have an experience with somebody where they spending their entire time in that meeting trying to figure out how to help you, that’s somebody you inherently kinda like, and you inherently want to help back. That’s the whole business model: stop selling, start serving. And again, it’s not instant gratification. It’s not doing it so that somebody will give it right back. It’s not trading. It’s not bartering. It’s leading with love. And it’s saying, let’s learn how to serve and help people, rather than spending all my time trying to convince them I’m the best. Let me just go above and beyond and help them, and 8 times out of 10, people want to help you back.

Part of what we’ve done is, by making our messaging very, very clear on who we are, it’s like a magnetic force that rejects the wrong people and attracts the right people. That’s the first piece. The second piece, and we talked about this a lot in the book, is if you have the right heart or the right interest in being a selfless person, selfless leader, creating a selfless organization, we call it three levels of reinvention. Like Gandhi said, you’ve got to be the change first that you want to see in the world. So it starts with self. So the first level is self-reinvention, we talked about that. The second is organizational reinvention, talking about how you reinvent a culture around selfless service. And then third is what are all the stakeholders like John Mackey and Conscious Capitalism talk about, it’s not just clients, but it’s all the various stakeholders that are involved in an organization, and having a selfless approach towards them. That’s what we teach in the book.

But the short version is, you got to start with the right people that actually care, and that want to learn. They may not know how to do it, but they at least want to, and they’re predisposed. The way that we’ve grown, and the way we will continue to grow, is by hanging out with studs like you, and letting this message matriculate out into the world to identify and find those people who, like I used to feel, feel trapped. They’re in commercial real estate, they’re good at it, they like making money, but they hate the culture that they have to look over their shoulder all the time.

We’re looking for those people that feel like they’re not aligned with the firm that they’re at, or the industry that they’re in, and wish there was a different way. Who wish there was a firm that was built on service and on a culture that’s extraordinary to have.

We all work as one team, and we don’t punish mistakes. We have fun, and we love each other, and we’re disruptive. We have extraordinary expectations for what we do to serve our clients, etc. So you know that at the end of the day, when you talk about how we grow, how we are successful, it’s by identifying those individuals that are either already doing that, and wish they had a place where more people are doing it, or want to do that, and want to learn how to do it.

If service is ever mandated, it ceases to be service. For example, I get a lot of people that will say, “Hey, Jonathan, do this for me. Hey, I thought you were the service guy!” It’s like, “Yes, I am the service guy.” As soon as it’s no longer my choice, if I can’t say no, it’s no longer service. That’s called either an obligation, a job, or a mandate, right? First and foremost, you have to have the ability to say no.

Second, I’m not exactly saying that you should just go out in the community, walk down the street, and no matter who passes, you spend the rest of your day trying to help them. I actually think that’d be a cool thing, and I plan on doing that someday. I haven’t done it yet. But that’s not what I’m talking about. What I’m talking about is in your daily interactions, where you’re already interfacing with people. You don’t have to be crazy, like me, throw your old business plan away, and become this, for all intents and purposes, community concierge for free. I’m not saying you have to do that. What I’m saying is, in the interactions you’re already going to have in the sales meetings, are going to have in the interactions with the people that work around you, etc, etc. Instead of in each of those interactions, sort of figure out what you can get out of it, try to figure out how much you could give into it.

If you just take that mindset, and you get to choose if somebody you don’t think is going to be the right person to serve at that time, don’t do it. But if you just take that mindset of how much can I get? How much can I help? How much can I serve? to every interaction that you have, I think you’ll be astonished at how well that unlocks relationships. My experience is most people are waiting around for someone else to act first. Most people have a mindset of, “I don’t want to be taken advantage of.” I only want to work with people that aren’t takers. And so as a result, I’m going to wait for somebody else to demonstrate to me that they’re willing to help me. Then I’ll demonstrate in response by helping them back. My experience is, that doesn’t exactly lead to a bunch of people trying to help each other. What I decided to do is, we just help first. We go above and beyond, we pay it forward. And then good things happen in return.

I don’t think anybody should be ever stopped from selflessly trying to help others. Some people need some direction. There’s a very interesting book out there by Adam Grant called Give and Take. And then he describes how givers are often at the most successful end of a subset of the success spectrum. But also givers can be at the low end, and the ones at the lowest are the ones that can’t say no. We don’t want people to think that they can’t say no, that they have to do everything somebody asks. But at the end of the day, each act of service builds and helps. Here’s why analysts don’t get my business model, because for them, every action has to be trackable, and have a very clear ROI associated with it, or else, it’s not a good action, right? That’s typical business, MBA strategy stuff. This is different from that, this is a mindset of service, where you never know where an act of service is going to lead you. You may help somebody that you think could never help you in return, and that’s where your biggest next piece of business could come from.

Rather than focusing on who’s getting the direct ROI, that’s missing the point, because the point is serve, serve, serve, serve, serve. Over the long run, it comes back to you. And so rather than that, the focus should be on, are you doing the right actions? Right? Are you? Are you having meetings with people that you could be doing business with? If you’re not, and you’re going with Jonathan, this doesn’t work? Or are you meeting with people that you could be getting business from? No. Track the actions, track the activities, and all I’m saying is in those activities, instead of bringing a PowerPoint that nobody wants to see anyways, or you’re going to try to sell, sell, sell, and say how great you are, instead, shut the hell up. Ask good, probing questions, learn about the other person, and don’t end the meeting until you found three things that you can do to help that person that don’t do anything for yourself. I found that there’s a magic power of three. It’s like one is a good thing, when you serve somebody once, that’s cool. You serve them twice, like, wow, that was really amazing. By the time you serve somebody three times, they’re like, “Holy crap, this guy’s unbelievable.” Anything after that is just gravy. Try to find three things with every meeting, be thinking about it during every interaction. This is an act that takes active listening and active probing, you have to actually try to come up with three things that would be valuable to them that aren’t just silly little M&Ms. You’ve got to find things.

What do they need? Oh, their kid is graduating college? Where does their kid want to work? Do you have any relationships that could help get that kid plugged in? That one act alone could be very, very meaningful. Is there a really good book that you read lately that you think, based on the conversation, they would benefit from? Are there other connections that you could make for them? Are there nations that they’d like to get involved with? You can help them get involved. I mean, it’s pretty simple stuff. It’s not that complicated, but it takes intentionally thinking about what this person needs. And once you’ve served them, in my experience, you create a real deep friendship quickly.

What I’ve found is a great way to find out more is to say, “That’s interesting. Tell me more about that.” Right. You don’t have to say, “Oh, so your wife’s crazy hot.” You’re coming from a place of love and service. Remember, we all know how to love. We all know how to care. We all know how to put others first, we just don’t usually do it. So it’s just taking that muscle that our parents taught us, which we’ve let atrophy. And now we’re building it up, so that we can get better at it.

The short version answer is I asked really, really good questions. I learned to ask open-ended questions that just allow the person to talk is the general idea of it. So think about it like this, this is not about gaming it. If you’re listening to this podcast, and you’re going to go use this to manipulate people, hang up. This is just for people that actually want to care about others.

When you’re listening, you’re actually caring about the person. For example, most people just tell their stories. And then people go, “Hahaha, okay, great. Now I can finally get to what I want to talk about.” For me, I’m sitting there listening, really wanting to get to know this person. They may say something like, “And then I moved here, and then I got divorced,” I’d be like, “Whoa, what was that like? Tell me more about that. That had to be hard.” It’s like you’re inviting them. And every once in a while, I’ll have somebody that goes like, “I really would prefer not to talk about myself.” But that is a very rare occurrence.

Most people never feel heard. They feel like no one actually gives a crap about them. They don’t have anybody that’s actually caring about their story. If you show genuine interest, and you really care, and you’re asking good questions, most people open up, and they feel like “Wow, this guy actually cares.” At most meetings, I don’t even talk about myself. I often have meetings where it’s like, “Man it is great getting to know you. We’ve got to go, but maybe we’ll get together again sometime. They’re like, “Wait a minute, what just happened? I thought I was going to get sold for two hours, and all I did was tell you all about me.” And then they get these crazy follow ups for me on me helping them and they’re like, “The hell was that?” That’s unbelievable, right? So it’s a mindset. It’s not like there’s some super secret trick. There isn’t. This isn’t gaming the system. This is actually giving a crap about other people, actually caring, actually wanting to help others. And if you do that enough times, you create a bunch of people that are friendly, try it.

Let me tell you a story. I helped a kid who was a young guy, out of work. I connected him to some good opportunities. There was nothing in it for me. I didn’t do it to get anything in return. But a month later, I get this random introduction. I was traveling, I was in the hotel room, and I’m going to my email, and I get this random introduction from him to this serious CEO that could be a client of mine, saying, “Hey, you gotta meet Jonathan. He’s one most unbelievable people I’ve ever met, blah, blah, blah, your service. He helped me in all these ways. He does real estate, can you get together with him and see if he can help your company on the real estate?” And that’s what my company does. We help organizations manage their real estate, either leases, lease, renewals, relocations, purchases, dispositions. So this was a big potential client that I got introduced to, without even knowing this guy and I said, “How did that happen?” I called him and I said, “That was the nicest introduction. Tell me about that.” And he said, “Well, you would help me so much that I sat down with my wife. And we went through all of our contacts because I wanted to figure out if there’s any way I can help you back, and we realized that this CEO was a family friend of my wife’s, and we talked to him, and told him how much you helped us. And he wants to meet you, because he’s so impressed.” I had no idea. So here I am getting introduced to a potential client. Really cool. And I had no idea that was going to happen, and all this came from helping a young unemployed guy, so you never know where it’s going to come from. Or who you’re going to meet, or what cute girl is going to be at the party that turns into your wife.

If you want to copy the book, go to ruthlessbook.com. If you’re interested in learning more about me go to ruthlessprick.com and you can follow me on LinkedIn Jonathan Keyser. The company website is keyser.com so ruthlessprick.com, ruthlessbook.com. The book comes out in late June, so it should be just in time for everybody listening to this podcast. Jim, I appreciate you having me on. You do a great job and I’m grateful to be a part of it.

Highlights from Jaspreet’s Interview

My plan was never to start a business and go to college. My plan was to become a doctor. But it all started back in high school, because I was working at a wedding playing an Indian drum, and I became friends with a lot of the DJs at these weddings. Me and my DJ friend had the idea when I was in high school to start hosting parties for kids in my high school team. I started doing that in high school, kind of as a hobby. And it was fun. Then I went to college thinking, “Okay, it’s time to buckle down, become a doctor and get serious about life, serious about money and everything.”

My parents didn’t grow up here. They grew up in India, in a state called Punjab. And so I didn’t know what to expect. In college, I assumed that everybody spent their Friday nights and Saturdays in the chemistry lab doing chemistry reactions and studying. Well, I was very wrong. I went to college, and I could not believe how many people were partying on Fridays and Saturdays, and I was just like, “Wow, this is what college is. And I was never too into partying. I’ve always had big dreams and ambitions. And I figured this is a perfect opportunity for me to take my high school party planning, party throwing business, and bring it to college.

That’s how I started my event planning business. First I started hosting parties, and that grew into concerts. And then going to other shows and working weddings. Every week when I was in college, I was hosting something. In terms of managing college, and that was tricky, because I had to do everything, all my business stuff in secret. Because if my parents found out that I was doing business stuff, they would have been furious. I was supposed to become a doctor. So all day I was in class. And then I was studying in my evenings and early mornings. And nights and weekends I spent running my businesses and planning that.

Because I was in the event planning business, the party business, that also meant that I was working late nights. Friday nights, I had a contract with some of the biggest clubs on my college campus. And so I would be there from 8pm or 9pm until at least 2am or 3am. Then I’d go home and wake up Saturday morning. Early in the morning, I’d start out early because Saturdays are weddings, and Saturday we were working on weddings all day. So it was not a lot of sleep.

Telling my parents I wasn’t a doctor happened after I started investing in real estate. I was making money from my event planning business, and I started studying to take the MCAT, which is the medical college admission test, the test you take to get into medical school. Anytime I had downtime when I was studying, I wasn’t napping, I was on my computer looking at the financial market and what’s happening in the world financially. And every business book I read talked about the importance of owning real estate. I had no idea what that meant or how it worked or what investing was. I didn’t know anybody who was a real estate investor. But I knew that if this is what people did, I should be figuring this out, and I should be doing it too.

So I started looking at real estate properties while I was studying for my MCAT. On August 18, I took my MCAT, and August 19, I signed the paperwork to buy my first condo, the day after my MCAT. When I did that, that was my first experience of investing my money and getting true passive income from rental income. And seeing that, wow, I am making money without a degree. And I’m making this passive income without going to work. I’m not physically doing anything. I have a property manager that collects the checks and does the work. It really blew my mind. It was a big learning curve. I made a ton of mistakes and a ton of expensive mistakes from the beginning. But to see that I was making $350 a month from rent blew my mind. So I knew that there was something different for me.

My junior year in college, I told my mom, “Mom, I want to drop out of school.” And my mom said that was not going to work. And when they came towards the end of college, my parents thought I was joking around earlier. I was like, “Okay, well, I’m not going to medical school. I’m not going to become a doctor.” And that’s when they were like, “Okay, well, you have to have some sort of professional degree.” And we ended up compromising on going to law school, because at least with law school, I could work on my own business and do something else on the side.

I was given a big scholarship. It seems like a huge sacrifice, but I had been in school my whole life. School was all I knew. So I said, “I’ll do it.” I knew that having a legal background could help in business in some way, shape, or form. So that’s how I settled on going to law school. But in the back of my mind, I knew that I wanted to grow myself as an entrepreneur and investor.

I used to be a much bigger risk taker before law school. Let’s start with that. Lawyers are very risk adverse. Their job is to do everything possible to stay within the line, and not crossing the barriers. And an entrepreneur’s job is to be as risky as possible. That’s what a lot of entrepreneurs do.

Before I went to law school, I started an Amazon business with a buddy of mine. It was more of an ecommerce business where we sold cell phone parts. And we were very unaware that we were young at the time, and we were buying these parts. I was 19 or 20 at the time, and we started selling products online. And we thought that everything we bought was from an authorized reseller of this company, because that’s what this manufacturer told us, or the supplier told us. Turns out that was false. We were selling counterfeit products. And we received a letter saying that, “If you don’t stop selling this, you’re going to be sued for $7 million.” In the sense of risky, it was more of me not knowing what I was doing. And so that was an eye-opener for me, and then going to law school. The other side, the legal side of things, it really opened my eyes to being more aware of what I do.

I tell entrepreneurs a lot, “Stop following ready, aim, fire, and do ready, fire, aim. Just start, and then figure out where you screwed up and how to fix it.” Because I’ve always been more of a doer than a thinker. I do first, and then I figure out how I can improve it second. And I think that’s helped me a lot, because I learned by doing. And so going to law school and becoming an attorney, I think that showed me both sides of the equation, and helped balance me out. It helped me in certain ways, but it was definitely a long journey to get there.

A minority in our definition is somebody who thinks different than the majority of people. So the minority mindset has nothing to do with the way you look, your ethnicity or your skin color. It’s the way you think. It’s that mindset of thinking different than the majority of people. Because I feel like I’ve always been in that minority mindset of thinking different. In college, instead of going to the parties that the majority people are going to, I was different. I was in the minority of people, the people who are hosting the parties. Developing a mindset of shifting from that consumer mindset to the investor mindset is what I call that minority mindset of thinking different.

We focus on two topics, financial education and entrepreneurship. It all started because I started a different business. It was the sock business that you talked about earlier. I was scammed during our launch, and even though I was scammed, we still had a successful launch. But at the back of my mind, I was like, “Okay, what do I do about this.” That’s when I had the idea to start making videos on how to start a business without getting screwed over.

I don’t know much about YouTube. At the time, I was just making videos because it sucked getting scammed. And people were very receptive to the video. So I started talking more about entrepreneurship, because I loved entrepreneurship. I felt like I never had any support as an entrepreneur, I didn’t have anyone to go to. And I really enjoyed financial education, money management, then investing in general, because that was also something that I never grew up learning. And something I made a ton of mistakes doing, and something that I wish I would have learned growing up. The Minority Mindset was my way of putting what I wish I would have learned when I was growing up on camera, and people were very receptive to it.

I talked about some of my real estate deals, I walked through my worst real estate deal ever, I talked about some of the mistakes that I made, some of the things that I screwed up on. I talked about some business stories. The whole channel, the point of our company, is to create a financial hub, where you can come and learn whatever you want about finances and your money, whether it be how to save money, how to invest money, how to spend money, the right way to earn more money, and how to protect your assets legally using wills and trusts and legal shields.

Talking about these things, because a lot of the things that we grow up learning either are, we don’t learn anything, or the things that we learn are wrong. I grew up in a traditional Indian house. The Indian way of money management is make money, spend as little as you can, and save the rest. So it’s being cheap, essentially. But the problem with that is saving is losing. My bank account, my old bank account, was paying me .1% a year in interest on my savings. But at the same time, inflation was 3% a year. That means the price of things, the cost of living, everything that we buy is growing by an average of 3% a year. So if your money is not growing as fast as inflation, your savings are losing value. Just understanding that, wow, I can actually use my money, instead of just having it there was one of the biggest realizations for me. And educating people about that and showing you how you can use your money in different ways, whether it be in the stock market, or in real estate, or just different ways you can use your money as a tool to help build your wealth. Because unless you know how to use your money, you will always be kind of broke.

Our main audience, when you look at demographics, are the young people, ages 18 to 45, who just want to understand money better. We’re in a very weird state here in America, where 78% of workers are living paycheck to paycheck, we are at a record high level of consumer debt, we have over a trillion dollars of credit card debt, over $1.5 trillion of student debt. We’re in a very weird state where people are not making enough money to survive. And they don’t know how to use their money properly to survive. So it’s really for anyone who is wanting to learn how to use their money better, and use money as a tool. It’s when you can help build your wealth.

Everything we’ve done has been organic to date. I think the reason that we’ve grown so fast is because of the way I speak. My goal with Minority Mindset was to make financial education accessible to anybody who wants to learn. I don’t speak in confusing terms, I don’t speak with a bunch of big words, I speak the way that I talked to my friends or with you on our channel. So I take confusing financial topics, I could talk about your 401k, I can talk about investing, I can talk about different accounts, and break it down in a way that’s very easy to understand, and easy to digest in a very short video. Because practically, if you want to learn about real estate investing, or you just want to understand what it is, watching a one hour video is a long time. So I’ll break it down for you in six minutes. Three can really understand how real estate investing works. And then if you want a little bit more advanced, I’ll have more videos and different topics, but I try to keep them short, keep them entertaining, keep it fun, and light in a way that is very easy for anybody to understand.

Our next step for Minority Mindset is, one of the things that I always talk about is, I wish that I would have learned money and financial education in school. I’ve talked about that a lot. And I’m complaining about this, but I’m not doing anything about it. So one of the things that I spent the last six months to a year doing was putting together a complete financial education curriculum for schools, K through 12, and we’re teaching teachers how to teach money, because a lot of times teachers can’t teach money, because they don’t understand how it works. And then providing teachers with curriculum activities, homework and lesson plans on how money works for all students, K through 12.

I’m so excited about this. Because for first graders, you’re going to have activities like, you have 10 apples, color three apples for taxes, color two apples for expenses, color one apple for investing. Let’s really start shifting your mindset to learn how to be a financially smart person.

Then when you’re in high school, you’ll be learning more things about “Okay, what is investing? How can you spend your money smartly? How can you earn more money? How do you make money on the internet? How can you build a business?” And we really start getting you thinking about money in a different way. Because a lot of times we just think money is something you earn from a job and then you go and spend it at the mall. But there’s so much more to it. I’m really working to get it out there, and make it accessible to anybody who’s willing to learn.

We have a free ebook on money management and investing that anybody can download and read. You can go to our website, theminoritymindset.com/ebook and download that. You can watch our videos at youtube.com/minoritymindset. And you can read our blog at theminoritymindset.com.