Ep #54 | Consistency Is Key

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Juan Pablo is a dynamic speaker and coach who quit his day job at the age of 30 on the back of utilizing creative financing in real estate as well as having a burning desire to “Make That Wake Up Whenever You Feel Like It Money.” Now, a financially free real estate investor of 63 rental units with a rental revenue of $20,000 per month, Juan has helped many real estate investors obtain over $5.5 million in business funding for their real estate investments as well as improved their FICO scores to a 720 or higher. Juan is an active blogger for 100percentfinanced.com and blogger for the 100 Percent Financed Youtube Channel, helping to provide those who are frustrated with the 9 to 5 with the tools they need to succeed financially.

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Shantel: Hi, Juan. Welcome to the Imagine More podcast.

Juan: Hey, Shantel. Thanks for having me. I'm excited.

Shantel: Yeah, of course. So are we. We are excited to learn more about you. I know that you're an author and a national speaker, a huge real estate investor. I suppose to kick things off, can you tell our listeners a little bit more about your company?

Juan: Oh man, you're making feel awesome right now, especially when you say "author." It feels weird.

Shantel: I've got someone famous on the show. 

Juan: It feels weird because you write a book; I consider myself just a writer because I write a lot of blogs, but not just an author. It has more of a prestige sound to it, but I appreciate the warm welcome.

Shantel: Of course. Yeah, so tell us more about 100% Financed and how that started. 

Juan: Sure.

Shantel: I know that that's a big question, but in a nutshell.

| A BURNING DESIRE |

Juan: Sure, sure. 100% Financed started in 2014. It actually started off as a blog because I was a struggling real estate investor. It was difficult just learning the ropes of how to get started without having the capital at hand to buy rental properties. I didn't have the knowledge; I didn't have a rich uncle, Ivy League education, things like that, but I had a burning desire. Being that I was able to discover some ways to creatively finance my real estate purchases, I decided to create a blog just to share those ideas and those strategies to the point it started to catch fire, and I ended up converting that blog into a business. That's how it started. Just catering to real estate investors who need help with finding money for their real estate deals as well as finding the properties.

Shantel: Wow. I imagine a lot of our listeners are starting their company. They're interested in starting something and they may be on a similar journey where they're already starting to blog about what they're thinking about starting and things like that. Can you touch a little bit on, did you monetize the blog piece when it caught on fire or did you really start making the revenue from the investment properties that you had? 

Juan: Great, great question. Yes, I was making money off the real estate at first. I had about 30 running units, so I was able to quit my day job through real estate investing period. I decided to create a blog because my time was freed up. I quit my day job, so I said, "So what am I going to do with my time? Just sit underneath an umbrella and sip pina coladas, or am I going to figure out what my purpose is?" Right? People think, "Oh, you can go. You just relax and go on vacations all day long." Yes you will do some traveling, but no, you're going to have the time available to discover your purpose. Why are you here? It's to serve humanity, but which way? How are you going to serve humanity? In my case, it's through teaching. Teaching people ways of financial freedom. That's one of the things that I've done. I just started, Shantel, for one, in my local network, my networking groups just advising some of my friends about how I bought a property, how I ended up repairing my credit, how I got access to the funding, and they began to ask me out a lot. "Hey, you want to go out for a drink?" "Sure, no problem.” They'll meet me at the bar with a pen and pad in hand. I'm like, "This is odd. What kind of friend are you to invite me out with a pen and pad?" I realized they wanted to pick my brain. That was a market. I said, "Okay, well what I'll do, Friend, since you want me to answer these questions for you, how about you jot down 10 questions? You jot them down and I'll answer them via text." I had four of my friends follow my instructions. They jotted down 10 questions, and those 10 questions, Shantel, ended up being 10 chapters an eBook. I documented questions from person A, person B, person C, person D. I compiled their questions and realized, "Oh, they have similar questions. These are the 10 chapters." Then I created a Word document. I went on Fiverr, hired someone to create a logo, to do some editing, formatting, and so forth, and change the format from a Word document to a PDF. Then I got a PayPal account and I immediately sold it back to my friends. I said, "Hey, would you be willing to pay $40 for this eBook?" All four of them purchased it without requesting a hookup, a discount. I'm thinking, "Eureka. If they bought it and they're my friends, maybe the people at my networking events would purchase as well." I went in front of my networking group; they're all real estate investors, and said, "Hey, four people in this group bought this book. Four people in this group bought it. Wouldn't you love to get your hands on this? This book includes the following chapters: blah, blah, blah. Hey JR, you bought it. What's your thoughts?" Put JR on the spot. "Oh man, the book was great. He answered all my questions." "Hey Andre, how'd you like the book?" "Oh, it was excellent. It included blah, blah, blah." I sold it to the people in the group. Then it hit me again: "Well these people in my networking book were able to purchase it. Perhaps people online may be able to purchase it." I ended up creating a YouTube channel with my smartphone and just started creating videos. There was no editor, there was no production crew. It was just me and my smartphone just producing videos.

Shantel: I love that, and I love that you shared the nitty-gritty pieces of it. We don't get this a ton, and I would love to really start to do this more, but the tactical things that you had to do to start a company. You mentioned Word and then Fiver, and then getting a logo. Some of those things, when you're thinking of starting a company can seem really daunting, like, "Where do you even start? How do I get a business license? Who do I market to?" There's so many questions and so many unknowns, and so I love that you touched on, it was simple as, "Okay, I got someone to build me a logo. Then I created a PDF." Thanks so much for sharing some of those pieces.

Juan: Oh, sure thing.

Shantel: Has that grit and has that determination and just trying things and seeing what sticks really continued as you've continued to grow your business? 

| CONSISTENCY IS KEY |

Juan: Oh, most definitely. You have to have the grit, and you have to have the consistency. Consistency, in my opinion, is the key to breakthrough. One thing I did to be consistent, as I would create a video about every other day just starting off, to be able to understand what my clients wanted, I would place my phone number in the description of every YouTube video. Many people may be shocked by that. "Why on earth would you put your phone number out there on social media? You have all these random people. There's weirdos out there." Hey, if a person's watching a video on how to do a cashout refinancing of rental property, more than likely they can't be that much of a weirdo. They're watching the video with investment purposes in mind, to improve their finances. I'll place my phone number and then people will call me. I'll say, "Hey, this is Juan." "Wait, you mean Juan?" "Yeah, sorry, Juan. Yes, this is Juan." "Oh hey, you mean the guy on YouTube?" "Yeah man, what's up? I'm jogging right now. What's going on? I'm in the middle of exercising. What's up?" "Oh man, you did a video on cashout refinance and I greatly enjoyed it. Problem was, I wasn't able to qualify because of my credit. Do you guys do credit repair?" "We do now. I'll get back to you in a few business days to reach out." That's how I ended up creating my product. Most people, they would try to create a product and then offer it to an audience. "Who wants my eBook? Who wants my widget? Who wants my product?", and get turned down. Then they get discouraged. What you want to do first is find out who your market is and ask them what they want. That's called a "focus group." Create a focus group, and then once you survey your audience and find out what they want, then create a product that serves their needs. That's why I have my phone number on every YouTube video. They'll call me, tell me exactly what they liked about the video. I'll ask them additional questions of other topics they want, and then I'll create another video with their topic and give that person a shoutout. When they get a shoutout, they'll share with their friends. Then I'll ask them what products can better serve them, and then I'll see how I can either broker that product or create it myself so it makes economic sense.

Shantel: That's great. I mean, that's smart. Instead of creating something that you weren't sure anyone would purchase, you waited to see what was needed in the marketplace and then you created it for them, which is genius. 

Juan: Yes, yeah.

Shantel: So you mentioned you were creating consistent content, and you're a busy person; you're traveling, you're writing books and blogs. How do you stay organized? How do you create a good system that works for you in your life?

Juan: That's a great question. It was out of necessity. At first, I was very disorganized, Shantel, extremely. Once I had my 9-to-5 and doing real estate, it was difficult for me to manage all my activities. I would double-book appointments. My boss would call me and say, "Hey, where are you? We had a meeting at 3:00." "Oh man, I'm at lunch," "Oh man, I'm speaking on the phone with a real estate tenant or with a contractor," "Oh man, I forgot to do this." It started to have a damper on my success, and on my money as well. I would get late pays on my credit report not because I didn't have the money; I'd forget to pay the bill. I have 25 credit cards. I use those strategically for real estate investing, so it's a lot of statements in the mail plus a lot of properties. You got to pay taxes, insurance, all this boring stuff, so I get a lot of mail, and I was very disorganized. I used to think this, Shantel: "Oh, that's just me. Everybody's not perfect. We all have our weaknesses." Then I realized, "Man, this mindset's costing me money and relationships." People didn't want to work with me anymore because I would double-book appointments. Then I realized, "What I need to do is focus on getting organized and perfect time management." The next logical thing I did, Shantel, was reach out to someone who's organized and do research on how can I become organized and improve my time management. I took a course. I took a course that taught me how to be better at goal-setting, time management as well as project management, and then that transformed my business pretty much.

Shantel: That's great. Were there any programs or pieces of software? Did you use Gmail and Google Calendars, or do you have a physical planner to really keep track of everything? Excel sheets? What are some of those tactical things that you use?

Juan: Oh, great, great. Tactical things I use, I'm a huge fan of Google Calendar. I love Google Calendar to the point, I use it for personal activities. If I have to clip my toenails, please believe an alarm would go off on my smartphone to clip my toenails. It sounds funny but it's true. I have to remind myself, especially if it's very personal. Let's say I'm going out with a date with a young lady for example. I would request her email to send her a calendar invite, and she thinks that's very weird. Sometimes people get turned off by that, but I'm like, "Hey, why should I be your secretary and why should you be my secretary to remind the two of us of this date? Why not let technology do this for us?" Use your brainpower for high level thinking. Use it for your business. We got to use it to remind us of our day. I'm a huge proponent of Google Calendar. We also use Airtable. Are you familiar with Airtable?

Shantel: No, what's that?

Juan: It's like a software that we use to fine-tune certain processes within the business so it could be a bit more automated.

Shantel: I'll have to look that up.

Juan: Airtable's a really good. I got that actually from Morgan. I know you know Morgan through your EO-

Shantel: Mm-hmm.

Juan: But yeah, Airtable helps us a lot as well.

Shantel: Okay. So essentially, you can assign tasks and create like a series of tasks that get sent out at a certain cadence?

Juan: Oh yeah, most definitely. To be automated, yes. It's great with workflows. That's the point of it, to automate workflows so that you don't have to think about it.

Shantel: Neat. I'll have to look that up. No, but, I certainly can relate to you on the calendar. I have to even plug in, "Okay, I have to eat lunch at this time" or I will overbook. I think Google Calendar is a lifesaver.

Juan: Agreed.

Shantel: What are some things, Juan, that you're not good at and you can't wait to get off your plate?

Juan: Oh, I'm not great at being an integrator. I realized that maybe a year or two ago. If you guys aren't familiar with the term "integrator," normally when you're starting a company, you're the visionary. You started the company, you had the idea. You're the person that has 20 ideas. Now that's a gift and a curse. "Oh, we have another idea that can make money." The downside is, "Oh, here he goes again with another idea. He just had one last week, now he has another one. Now he wants to go left. Last week he said go right." It could be annoying to your team because the direction is all over the place. There's two great qualities of CEOs that their team members appreciate: number one is decisiveness, two is honesty. You have to be very decisive. If you have too many ideas and it's going every which way direction, your team could lose confidence in you and will want to jump ship. I realized that about myself. I had to say, "Okay, I'm the idea guy. I like to think, I like to brainstorm. In my opinion, everything is possible." I'm overly optimistic; I think everything can work. As an integrator, you're more of a realist. You poke holes through people's theories, but the great thing about them is that they can make an idea actionable. They might poke holes and say, "Okay, well I do see some validity in your idea, Shantel, or JP. You know what? We can make this work." As an integrator, I'm not great at the day-to-day operations, because I don't want to be in an office day-to-day, to be honest with you. I love my team. I enjoy working with them and collaborating, but I want to be on to other ventures and not feel like I'm being locked down to a desk.

Shantel: Mm-hmm. No, I certainly-

Juan: So just integrating. 

Shantel: Integrating, okay. I certainly relate and I'm sure a lot of our listeners relate too. It's tough to be sitting at your desk and not necessarily because there's not work to be done or you don't want to be sitting there and focused, but there's so many ideas pinging and people coming up. For me, I find that it's difficult to get things done in the office and really be truly productive there.

Juan: Distractions, yeah. Your team members can knock on your door. Even now, we're doing this podcast and I hear my integrator in the other room, "Get the strap!" I'm like, "I'm on my doing the podcast, man." I'm not sure if you guys heard, but that's the term he uses for every time we make a sale. Instead of just sending out an email, he prefers to shout at the top of his lungs.

Shantel: That's fun. That's a big part of your-

Juan: Yeah, it’s up in Vermont, I'm like, "Hey bro, I'm in a podcast, man." That's the downside of the office, just the noise.

Shantel: That's okay then. I like how you touched on the vision and how you have to have that decisiveness and honesty, but speaking of vision, how do you stay inspired and how do you continue to inspire your team?

| SAVERS |

Juan: As I stated a few moments ago in regards to the inspiration, as an entrepreneur, now if you're an entrepreneur, the person who's a visionary, many ideas, you're big on emotion. As a result of you being overly optimistic, your optimism has to overflow on your team because they're not the visionary. You may have an idea in which, "Yes, this is the direction I need to lead the company," and they might not see it. You have to be overly optimistic to sell them on the idea that, "Hey, this is where have to go." That's what you have to do; you have to sell people on your ideas and not try to force them to adhere to your ideas based upon your title, based upon your position. You don't want to be a dictator in your company. You want to be able to influence your team members through using motivation. How can you motivate others if you aren't self-motivated? It sounds asinine. In my opinion, you have to keep your motivation high? How do I keep my motivation high? There's a book written by, I think his name is Hal Hapernin, if I mispronounced his name. It's "Miracle Mornings." He talks about six things you should do every morning before you exit out your house and start your work day. I'll give you guys some cliff notes real quickly. SAVERS, this is the acronym. S is silence. That's like prayer, meditation. That's you thinking about your goals, whatever you want out of your life, your business goals. A is affirmation. You have documented things you want out of like and in your business. V is visualization. You see yourself being the person you want to become, doing the things you want to do, and having things you want to have. E is exercising. You're exercising the things that you want on a day-to-day basis, or you're exercising your body as well. R is reading. You're reading things that relate to motivation, being positive, or even to your craft, how to be better at your craft. If you're a CEO, how to be a better CEO or business owner. S is scribble. You're writing, still documenting certain things. That's what I do; I document my goals every day. Kind of like Bart Simpson on the chalkboard when you see The Simpsons every day. That's what I do; I just jot down goals day in and day out.

Shantel: That's great. Thanks for the cliff notes. I actually just wrote that down, to download that audible. You may have just given a great cliff note, so I don't have to do that. It sounds very similar to the theory, the book, and the movie "The Secret." Have you heard of "The Secret?"

Juan: Yes, yes.

Shantel: Really the visualization-

Juan: By Rhonda Byrne? Yeah.

Shantel: Yeah. Speaking of visualization, do you believe in that? In visualizing where you want to be. Any impact that has?

Juan: Most definitely. I just moved into a new place in Midtown actually. It has a great view of the city, in Atlanta, Georgia. If you look in my bedroom, there's this huge picture of a skyline. That's one of the things I've always wanted; I wanted a view of the skyline. Every time I walked in my house, in my old place, and walked out, I would always look at this picture. Currently, I have an i8. I bought a new car, a BMW i8. That was a car I would visualize for over nine months. If you're the visionary, if you see it day in and day out in the mental theater of your mind, the mental cinema of your mind, eventually that idea would catch on. It would bear fruit because you planted that into the womb of your heart. Your heart means your core, your subconscious mind. If you constantly see it, just like a seed you plant in the ground, you continue to water it through your affirmations, through your visualizations, and so forth. It'll spring forth. Have to bear fruit, meaning your ideal will become tangible. Your ideal be converted into a reality. It manifests itself. I would do this day in, day out, day in, day out to the point every idea or goal that I set becomes a living thing. Your mind will start thinking of ways to acquire it, especially if you're a business owner. You'll start thinking that, "Oh man, if I want this i8, well how much does it cost? Maybe I should go window shopping." Go window shopping. "Oh, it's going to cost me $1200 a month. Well maybe I need about $1500 to cover gas and insurance," because it is a hybrid; it has electric, so it's not that much in gas. "Maybe what I could do is get about 15." So I bought a nine unit in November and have a under contract now. You'll start thinking of ways of how you can make it a possibility.

Shantel: Yeah, I certainly believe in that as well. My family, we grew up making vision boards every year and looking at them every day. It's just crazy to look back. My parents had a picture of a house, the look of a house that they wanted. I think when we were in high school, we moved into a house that looked identical to the picture that they had on the board.

Juan: Wow.

Shantel: Even not tangible items, like they wanted a happy, healthy, loving relationship. They've been together since they were 15. Just things like that that they put a picture of a happy, healthy couple on the board, and that's what they look at every day. They still have that, which I think is so powerful. It can be translated into-

Juan: The key is, Shantel, you have to imagine more.

Shantel: Mm-hmm. Hey, I like that. 

Juan: Right?

Shantel: That's good. Okay, just a couple more questions, Juan, to wrap things up. Did you grow up around entrepreneurs or anyone that really inspired you to imagine more and start your own company?

Juan: No, I didn't have a family member who was an entrepreneur. I grew up pretty much with humble beginnings. I'll say maybe in elementary or middle school, I always wanted to make money. I didn't like having limited funds, so I would always try to be an entrepreneur and start a business and so forth. I think what really persuaded me to do this as a career, I was dating a young lady. Her aunt, I was with her aunt and we were just hanging out. She was looking at buying a house. It was one of those big mansions, like half a million dollars. We were in this house, and this house was huge. Even the kid bedrooms were bigger than our living room that we had at home. I was his wife's finger, she had a huge rock on her hand. I asked the guy, "If you don't mind me asking, what do you do for a living?" I was just in awe. He says, "Oh, I'm a janitor." I'm like, "Huh? You're a janitor?" He said, "Well, I still am a janitor and I started off just being a janitor, but I own a janitorial company and I have maybe 12 different offices we do janitorial services for," blah, blah, "but I still perform some of the duties myself.” I'm like, "So you're a business person." He's like, "Yeah, I'm a business person, an entrepreneur. I started off as self-employed, but now I'm a business owner." I realized, "Wow. If I want to have a house like this and life the lifestyle he leads, I need to start my own business. That kind of sparked the interest: some guy I didn't even know. I just happened to be there to an open house.

Shantel: That's great. Does money, is that still the primary driver as you've continued to grow your business?

| MESSAGE OVER MONEY |

Juan: Money is important, but it's more so the message. As I mentioned earlier in this podcast, I started my own YouTube channel just to get the message out. It really wasn't to monetize it. I would create a lot of videos, over a thousand videos, just to put the message out there. I got this from Mike Murdoch. He said, "Your greatest frustration is a problem you were meant to solve." My greatest frustration, Shantel, was people's mindsets. "Oh, I can't make a risk because I don't have the credit." Well, get the credit or find a way to do real estate without it. "Oh, my biggest problem against starting real estate, I don't have the money." Well, does it take money to make money? No. What does it take? Bravado. A creative mindset. Courage. Well if it does take money to make money, does it have to be your money? It could be the bank's money. Why do you think the banks are in business? To lend money. Why don't you get a loan from the bank to buy properties? Especially real estate; it's highly leverageable. You can get private money: family members, friends, colleagues that'll lend you money, as long as you have a sound business plan and you can prove that you're credible and trustworthy, and likable. It's just the mindsets. People would conceptualize, in my opinion, it's a loser mindset. They'll think of all the ways of how they're going to lose before they even start the race. A winner, despite their competition, the young lady to the left in this race might be stronger than them, the young guy to the right may be faster than them, but a winner's mindset is a person who will always think of ways they can win. To me, that's why I really want to put that message out there. Have a winner's mindset. Embrace your uniqueness. Your uniqueness equals value in the marketplace, and share it with the world. You have these God-given abilities for a reason, not to be selfish. You were bestowed with these great abilities so that you could bless humanity, so that we can benefit and appreciate your gifts. What if Steve Jobs didn't pursue his uniqueness and start Apple? We'd be without so many resources we use today. He had to purse it. He had to believe it, and he had to have the right mindset, despite his team saying, "Oh, we can't create this. We can't do that." He would be that visionary to change the world. That's one of the things that really motivate me, just change people's mindsets.

Shantel: I love that. There's a quote, and it's something about "life's battles don't always go to stronger, faster man." Something about how they go to the person who thinks that they can. Have you heard that quote?

Juan: I think so. I think it's a Biblical verse-

Shantel: Maybe.

Juan: Like "it's not the quick or the smartest that wins the race," something along those lines-

Shantel: Yeah. Anyway, I'll have to send it to you, but we grew up repeating that quote. It's really great. I'm glad that you mentioned that.

Juan: Yeah, I gotcha.

Shantel: Well I only have two more questions for you to wrap things up. The first is, what does "imagining more" mean to you?

Juan: Oh, that's a great question. What does "imagining more?" It's playing a bigger game. There's 23 financial freedom principles, and the last one is "play a bigger game." So often, and I fall victim to this as well, Shantel, when we start hitting our stride in our business, we tend to stick to things that are safe. Once we start obtaining a certain level of success, we remain complacent, in other words. You cannot go to that next level of success if you don't imagine more, if you're not thinking on a higher level. Instead of just buying a six-unit, what if I just did a sixty-unit? Instead of just making a million dollars of revenue in my business, let's see if I can get that to ten million. In order to do that, you have to be the visionary. You have to imagine more in order to receive more first. That's what Napoleon Hill said: "Whatever the mind of man can believe and conceive, he or she can achieve." If you're not believing more or imagining more, how can you achieve more?

Shantel: That's great.

Juan: It doesn't make sense.

Shantel: Juan, how can people stay in touch with you, learn more about your journey and your company? What's the best way to get in touch?

Juan: Oh, great. If you want to learn more about us at 100% Financed, I say go to our YouTube channel. Just watch the videos. Our YouTube channel is 100 Percent Finance. If you go to youtube.com, search up "100 Percent Financed." I would say search "Juan" but that Spanish dude will probably pop up that was on The Bachelor. That show is like eight years old. He's still on the first three pages of YouTube. I'll say just search the company name "100 Percent Financed." You'll be able to see a lot of videos.

Shantel: That's a good one. Well thank you so much for being on the show. We really, really appreciate it.

Juan: All right. Thank you, Shantel, and I wish you much more success in you and your business. Thanks for this podcast.

Shantel: Thanks.