Wendy Davis & Cesar Martinez | Real Estate Power Couple on Leadership & Grit | Coffeez Ep. 305

27:30that's what we're doing we have another sector of the podcast um that we are launching that's going to allow me to have these kind of like collaborative opportunities um and we could start as soon as you want well let's do it as soon as you want we talked to the and that one let's get some coffee let's get some more coffee for me this is a people business so it's all about collaboration it's all about opening up opportunities it's all about building your your network and one of the things i found through podcasting is this is the best way ever to build relationships and to build networks if you go to my house and i said this on stage you go to my house i i live like really well below my means i wear travis matthew clothes because i get it half off because i had the ceo on my show half off that's awesome and if you go to my house like you got the water machine comp you got the you know all types of clothes comp everything in my house is comped and the reason for that is because i get to meet these people on my podcast and they just send me free stuff yeah i love it it's an amazing opportunity to network i get i don't want free stuff i just get free stuff and i end up living like everything comped which is amazing yeah a lot of attraction so it's like the truth the truth about wealthy people they get wealthier because people just give them stuff that's that is true yeah yes well don't we know that when you Get wealthier, get wealthier.

28:46When you have that fame, you have money, right? What do a lot of businesses do? They comp you. Why? Because you bring more advertisement for their facility because you're there, right? So they know it's worth your dinner or your room for free because you're there. You're free marketing. Yeah, so I'm a walking, talking marketer. That's right. If I put something on my story, I expect it to be. Yeah, yeah. You have money stamped on your forehead, okay? I see them all. So everyone likes to give me something for free. I'm like, all right, I didn't ask for it. I don't have anything to give you. We'll just get started.

29:18Which is amazing, by the way. And you're incredibly charming. And I know that we can do big things together. And you run a big real estate company. And there's a lot of opportunity there. You guys do. You're in my space. I have a real estate company. We only have a couple hundred realtors. But it's not like that's not my niche. My niche is I have 1 ,000 loan officers. I want to build them up. I want to help their business grow. And I'm in the business of creating businesses, other companies. So we have about of the 1 ,000 loan officers that we have, I would say about 700 of them were independent broker owners before they joined our company.

29:48And we managed to basically give them so much of a value proposition to join our organization that they said, you know what, why am I running my own company? Why don't I just go piggyback on this company? They're national. They're going to give us millions of dollars worth of investment structure every single month, and I don't have to pay anything for it. How many companies do you see own now? Real estate, mortgage? There's the real estate company. There's a mortgage company. There's a podcast company. There's a real estate development company. And what's your goal? I mean, you said that you want to build more companies, right?

30:20No, no, but under my company. Oh, within the company. E-Mortgage Capital, everybody's a subsidiary and has their own company. Got it. They run their own brokers. Like you have the Winnie Davis Group. They're all in group names, team names, DBAs. Right. Okay, got it. There's hundreds and hundreds of group names and team names and other trade names and DBAs. Okay. So they all are of the mindset like, I don't need to do this on my own. I have a massive ecosystem to leverage and I can scale infinitely, you know, with Joe's guidance. Because you're giving them like a business. The feeder. I give them, yeah, a complete end-to-end ecosystem solution for them to scale with just tons of resources.

31:00And I dive deep into like lead gen and data and marketing and recruiting and compliance and all the things that the minutia that they don't want to deal with. So my whole business model is just to attract talent and recruit talent. And the whole reason for all this brand development is more talent. And I have a very macro approach. Right. I have to reach millions of people to find 50 ,000 people that do business. That's right. So I got to reach millions to find this little small. The 10%, the 20%. No, no. There's only 50 ,000 originators that do business in the whole country. 50 ,000 people. Luckily, we're nationwide.

31:35And I got to do all this work to get my brand out to millions and millions of people just so that 50 ,000 knows who I am. But guess what? They all know who I am. That still works. Yeah, it works. Somehow the algorithm's like, this guy's in the mortgage, let's push the content into the mortgage before. Yeah. I love it.

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33:04All right, let's talk about leadership because you've developed a lot of leaders. you have two. Now, what do you see that great leaders do differently?

33:18Well, we talked a little bit on it. We talked about the morning routine. I think great leaders always have a routine and it has to start with their mindset and with themselves first before they go out into the world and start looking at emails or anything like that. I think it really sets the tone. Not only working out because it's not about just working out. I think it's about really working out the mind. Yeah. When your mind is on point, everything else follows. You don't have to try that hard. So I think that that's what really sets leaders, a great leader apart and people who have systems and a plan.

33:57Here's where I get really upset being a coach. You tell people to write a simple plan, like a 30 days. I mean, before, when I first started coaching many years ago, I used to say, Hey, let's do a one year plan. People would be like running for me. Okay. And most people don't have a plan, but great leaders have a plan. I know you do. And you've had one many years ago that brought you here. Right. Yeah. And so I think that having a plan is one of the greatest things that any person who wants to advance or excel needs to do because that's what a successful leader has a gps i love that what about you cedar well planning has been a key to some things in my life which is sports when you start at a young age right uh off season in season post season right so training was part of my life so that's how i took the planning in that aspect, right?

34:56The physical stuff, knowing that you had to do things in the morning, know what you have to do in the afternoon. So all that we're talking about is routine and consistency, right? You stay to what your end goal is going to be, right? So whatever it is, you take it from physical to mental to business, relies on all those three aspects. So it's how exciting of it for that plan for you, right? That gets you going. And once you start seeing results, the more you start putting more into it. Well, I love what you said about having discipline and being consistent. And, you know, if I had to just narrow it down to three things that, you know, leaders have or that other people don't is discipline, consistency and mindset.

35:46Because you have to have the right mindset in order to get the bank account that you want. because if you don't believe in yourself, that bank account is always going to be zero. Or it could grow, but if you can't be consistent on the things you say you're going to do, guess what? It's going to go back to zero in a nanosecond. That's right. Sure enough. One thing I'm big on is mentorship, and I'm always seeking counsel, because why is counsel is hard to come by, especially as you climb the ladder of success? and you know i noticed you guys just went to tony robbins i'm sure that was great mentorship how important do you think mentorship is for success it's like oxygen it's it's it's like oxygen so the saying goes is this you in order to be or who you are is the people you surround yourself with right if you look around you if you find yourself all your friends being successful So you're part of success.

36:46Now, if you are not there or say you're something negative in your life, well, look at your friends. They're involved in the same thing. So you are what your environment is. I think once we seek out something bigger, we attract that for yourself. But you learn for those people. They've been there. Part of the whole, and this is besides Tony Robbins, but he made a point. He always surrounded himself where he wanted to be. Someone had already done it and created cheat codes for everybody else. His whole system is about creating cheat codes for everybody else to get there. So he did it, and this is a business, he's a billionaire, and he's done it.

37:28So why not you seek out that one person you're trying to be and ask them? But here's your thing with people. They're scared to ask that question or scared to go approach the person. They're scared to grow. They're scared of change. That's they're scared of change. You know, having a coach is the number one thing you need to have, you know, and some people will say, well, I don't have the budget. Well, nowadays, you can literally pay for small workshops like to come and listen to you or, you know, do a one week workshop where it's not going to cost you a lot of money. And you can go online. Right.

38:03We give school for free. We have a school course. It's free. Oh, there you go. All types of free stuff nowadays. Yeah. So those people have the chance to improve themselves or get better. Right. Level up. I mean, but we all we look at like anything in the very beginning is the mindset. Are you ready for it? Are you ready to take that step? Once you make that commitment to yourself, I'm ready. And then you jump in. I think of myself like an athlete. You know, athletes have coaches, right? Without a coach, there really isn't a team. They're not winning games. They're not losing games, right? They're not training.

38:45There's no coach. so if I'm an athlete and I want to be I want to excel in my business I need to I need to train and I need a coach to help me train to keep my keep me accountable right to show up and when I when those days when when I don't want to get out of bed because I didn't sleep well I need that coach to like pump me up and like say hey let me remind you what you said you wanted to do let me remind you so again i was at this conference tim grover spoke yeah yes we do but tim grover is the mindset coach he was the mindset coach for kobe bryant for nine years the mindset coach for michael jordan for decades right yes and he asked the audience he's like do you know what all these superstars describe winning as what would you say if winning what would you say winning is winning for them was um he asked hundreds of the top superstars i want to and and winning what does winning mean to you what does it mean to me or what what what would you what would you describe winning as what like like and i'll tell you what he said yeah to me winning is the it's the after fact of what you accomplished to get ready for that so it was just something to winning was just part of it because all the preparation ahead of time was just part of it.

40:10But it wasn't the goal. The goal was to be the best at that moment every day to get there. And the outcome was to win. Describe winning in one word. Sacrifice? Yeah. You're on the right track, yeah. Because it's a sacrifice. It's not easy to win. It's pain. It's exhausting. It took time away from the family. It hurt. It was suffering. Everything that you did not think. It's not positive. Literally, my whole physique went down because I can feel what I've gone through to be where I'm at today. And even with Cesar. Cesar, you've gone through so much pain to where he is today. It wasn't easy. So when you say that, right?

41:00So about sports, right? Tim Grover, and it dawned on me, I'm like, describe winning in one word. That's what Jordan said. That's what Kobe said. It's sacrifice. It's pain. It's suffering. Yeah, it's something that you give up. It's funny that we're saying that because I've never had anyone ask me that question before. To me, it's just... A lot of the stuff he said was so thought-provoking. Right, that you didn't think winning was that. Yeah, but it's the one thing, I'm going to put it in the words of, well, the life of a bodybuilder. Being the number one guy, Mr. Olympia, right? Ron and Coleman, Jay Cutler, Phil Heath, whatever.

41:38What they've done for their lives, they sacrificed everything else to be that champion for that one day. Right? Right? But the amount of work they have to do, it's incredible. The whole program, the eating, the program. But that's what it takes in order to win. Right? And no one describes everybody that thinks to win, the glory. But like you said, with Kobe, as we know, was just a monster to work every day in and out. Used to see him at the Sports Club LA when I used to work there. Just the discipline he had. Jordan's way before time, but in Chicago. But I was able to see Kobe come to the gym in the morning and work out.

42:19It's just the type of person you have to be in order to be that level. It's just amazing. Yeah, that's where the book, what is it? Grit? Do you have grit? I forget who the author is. But it talks about that. It talks about, hey, you know, success is now, right? But it took many years and the consistency and the repetition of action for so many years or months to get to where we are today. And I think sometimes, I mean, this happened to me before, like, you know, 15, 20 years ago when I started learning about leadership, because that's not something that someone taught me in college or in high school.

42:57It was something that I learned through mentors and coaches in my business career. And, you know, I think that it's something that's hard to find is someone to come and show you, hey, you got to go through all of these steps in order to become successful. People don't think of it that way. They just think like, OK, if I do A, B and C, then I'm going to get D. When in reality, you got to go through the whole alphabet probably once, twice, three times before you actually get to the equation of success. I really truly believe in that. Yeah, winning is not easy. It's actually the hardest thing ever.

43:36And it does involve just a lot of sacrifice to get to that end goal. Guys, what you guys have working together, it's a beautiful thing to see. I want to ask you guys, like, what do you admire about each other professionally? Professionally, for me, it's able to see it live it, right? Because I get to see it from the very start of the day in the morning. Just the rituals and the discipline that she has. Just to go get it. Right? That her mentality is just to make it happen. I call it, I always make the funny thing when she wants something. Just make it happen, Wendy. And she does it. She figures it out.

44:19It's not going to stop her. Right? But that's the mentality she has. And knowing that everything's possible. And I seen it when she was 16 years old when I first met her. She was a dance competitor, and she wanted something so bad. She ended up working so hard, got her scholarship in Hawaii for the dance program out there. And then when it was time for her, hey, this is what I want next, to make the Clippers cheerleading. And then sacrificing what she put that goal out there, and she got it. So everything that she put her mind to that I've known and what she's done, she works hard for it and gets it.

44:55so the mentality i was and then you sold them all their houses i did actually i did a couple of them yeah who'd you sell their house lamar odom was one of my clients okay yes and uh you know i you know i always forget that little piece of my life and it's such a big piece to talk about because when you think about it right you've been talking about mindset and leadership and the the grit and what it takes it's not pretty what I had to do to go out there on an open cow call they call it it's an open call there was thousands of women that wanted to take over three spots that were available at the Los Angeles Clipper Girls and I trained one year I said you know what I I want to be an NBA cheerleader so I trained for a solid year every freaking day okay and I showed up to the open call.

45:51I was 475 was my number. I auditioned against thousands of people and I got one of the three spots. Wow. But I'm telling you, I was prepared mentally and there was nothing that was going to get in my way. Like I just knew. And here was my strategy. People are like, well, why weren't you a Laker girl? Well, it was a strategy. Los Angeles Clippers auditions was first And I said to myself, what if I don't make it to that one, I've got a second chance. So, but I ended up making it. So that's my story. I mean, you should have charged for the Lakers though. Come on now. You would have sold more houses today.

46:34Yes, yes. Well, I, well, you know, I was able to be friends with Vanessa Bryant and I got to meet her. And it was, you know, it's such a pleasure to be able to meet people like that in your lifetime, not knowing where things are going to go. Right. Yeah. You kind of remind me a little bit about her. You know, thank you. Same vibes. And what do you admire about Cesar? I admire many things about Cesar. I think one of the things that I admire about him is his resilience. You know, he's been he's gone through a lot. and to be able to see you, babe, you know, succeed the way that you are today, it says a lot about you and about your character.

47:15And, you know, your trait, your strength with your business, you know, your charisma, your loyalty, you just, you're like a magnet and you attract business because you have that talent, that charisma. But I would say that's how I look at him, you know. I really look up to his hard work and his resilience. You're a part of the journey, and you're a part of the big push. So thank you. Love you, honey. I love you. I felt like I was in a wedding ceremony. Don't forget the biceps. Well, yeah. Can't forget those, you know? I feel like he's like my bodyguard. Sometimes my dad says, where's your bodyguard?

47:58Oh, he's not home yet. He's got that Riz game. Yeah, yeah. Now, what advice would you tell the audience, those listening, you know, up and coming realtors, up and coming mortgage professionals, up and coming, you know, young entrepreneurs? What's the best piece of advice you would give them? It's a big question. It is. Yet it's a simple answer. Number one, I would say write out a plan. Write it out. Write down what the goal is going to be. I don't care if it's on a piece of napkin. Just freaking write down what your goal is going to be. Number two, go out there and find yourself a mentor and in an environment that you can immerse yourself into that's going to bring you up and teach you everything you need on the skill set side of things, whether you're a mortgage or a real estate agent.

48:52Okay. And number three, work on yourself. Work on your mindset. that every freaking day you got to work on those affirmations and gratitude because that's what's going to bring you. That's what's going to bring your bank account up to a million dollars. That's right. And what about you, Cesar? What advice would you give young, aspiring entrepreneurs? One thing is put yourself out there, meaning talk to as many people you can on what you're trying to do because a lot of people are willing to help you. right? So if you don't let them know your new venture is, say, hey, I'm a realtor now. Hey, do you have anybody interested in looking for a home, right?

49:34So it's asking those questions, like I mentioned, get out there, expose yourself, put it out there. Because without them knowing what you're doing, announcing to the world, right? Hey, this is who I am. This is what I'm doing now. Who's going to know, right? So one thing is people connection is the most important thing, I think, when you mentioned about having a trade to meet people and have a conversation. was the start of finding out more about that person and giving you permission to start asking for things. Because without that, you know, start that communication, just get to know a person, then they're willing to find out who you are and you get to know who they are.

50:13And you find a common interest and it ends up being sometimes a friendship, sometimes a business. But it's the start of a conversation. That's why I say put yourself out there. That's the easiest thing you can do without any money, right? And then, you know, just once you start getting momentum, then seek out lead generations or go up to meetings, show up to different things, opportunity to know you're available for business or just to combine yourself with somebody else. I like what he said. Give yourself permission to win. Give yourself permission to win. And in order to do that, you got to be open to receive.

50:55it's really important yeah you always have to be receiving most people don't know how how would you tell people to receive

51:14practicing self-worth when you believe when you believe that you are worthy of whatever you want in your life, that's how you start receiving. You got to practice self-worth. I love that. All right. Before we move on, I got to ask you something that just popped into my head. What? What's the craziest thing that you've seen a real estate agent do to get a listing? To get a listing? Well, I do have a story about someone selling a listing. What the craziest thing he did. What's the craziest story? Well, I mean, it's just a crazy story in itself. I mean, he had a listing. He had a listing. Okay. And he was the listing agent.

51:56And his buyer was representing himself. He was his own broker. And the next thing you know, the buyer who was walking through the home, it's kind of a sad story. Should I say it? Sure. He got murdered. He got murdered. Okay. And so the agent comes up to me and said, oh, my God, Wendy, what do I do? You know, this just happened. We saw it on the news. And I said, well, are you still going to sell the home? He's like, yeah, yeah. So he ended up selling the house, even with the murder that happened in the garage. I'm sure there was a discount on the house.

52:40Yeah, I think you're being all over the news. I told you it wasn't a great story because it's sad, but it's he sold the house. Yeah. At a discount. At a discount. I heard if there are murders in the house, you get discounts. But then it's L.A. There's always work on houses there. Apparently he was tied to some sort of mafia and who knows what. Yeah. Very common. It's so common. Yeah. I got some funny questions for you. All right. What's the most expensive broke behavior that you see people doing today? Oh, gosh. Perception on Instagram. You know, I mean, what else? They're selling themselves on Instagram for something that they're not.

53:21I mean, I would say that's something that people are doing. They'll show up, you know, fully loaded with the proper jewelry, the nice watch, the nice shoes. Yeah, I think it's a... And they're broke? Go all in, right, with fashion and buying this expensive... Yeah, as you say, it's the look it's supposed to sell, right? So you're buying all this expensive clothing, purses, jewelry, but you haven't sold one piece of listing at all. So I think that's the second part. Actually, you're right. You know, I see people walking around with like beautiful purses or really nice watches and I'm looking at them going.

54:00Cars. Yeah, I haven't seen you sell a property yet. Like what's going on here? So I have no idea where they're getting their funding. I think they're all, you know, trust babies, maybe. We see a lot of that in Newport. Yeah, a lot of trust babies. Now, what matters more to you guys? Money, freedom, family, or impact? One thing you didn't say. Peace. Peace. Peace is the most important. Peace to me is one of the things that I found out just recently. Right? As Wendy mentioned, all the changes and struggles, that I finally this last year found peace. And it has given me freedom, has given me wealth, happiness.

54:47It does that to me. So I found that the most valuable thing because I'm at rest. I feel good to take on the rest of what I need to take for that day. So that's one thing that I learned that's valuable to me. I think you know what my answer is going to be. Say it. I, I love impact. I, I've always been that one, you know, I wake up in the morning and I'm always praying, how can I impact the one person that needs to hear something from me today to make a difference? And I've always prayed over my daughters and my family, you know, and I want, that's where it starts. It starts with your family first, then your friends, and then the outside world.

55:37But for me, I would say I'm here to impact, to impact the world. Servant leadership, baby. Let's go. Yes, absolutely. Now we're going to get into a quick game show here. Okay. What are we doing? He's going to explain the game. Okay, so you guys are going to point the arrow at each other, okay?

56:02You have me high on coffee right now. Yeah. I feel like a little shaky. Why am I so shaky? So you're going to point an arrow at each other, and who's likely to do each thing here? Okay. I'm going to ask you a question. You're going to be like, this guy. No. Or me. Yeah. So who negotiates harder? Oh, that was quick. Both of you said the same thing. Me? Oh, I'm sorry. I'm running the wrong way. Sorry, wrong way, wrong way. I thought I had a favorite of you guys. All right. We're in line. You're cheating. No. I'm just kidding. Who's more competitive? Oh, wow. She's winning. Who's more likely to answer a client call at 10 p.m.?

56:53All right, Micah, wait. I'm usually sleeping by 9 o 'clock. Are you kidding me? I would never answer a call at 10 p.m. I wouldn't answer. You're gonna like this one. Who spends more money? That's a tough one. Oh wow. Because... I think he does. He spends more money. Really? Yes. You got the YSL belt and the YSL bag. I'm telling you it's a black t-shirt. I buy the big things. Yeah, like what? The Harley. No, that's paid for. No, that's not. I buy the stereo systems, things in the house. He's always spending. I get it. He's always spending and I'm like what's going on? Who apologizes first? God bless.

57:51Who's more stubborn?

57:57That's for sure. Who would survive a market crash better?

58:05Both of you said. We did. We happened. Yeah, it happened. When did COVID happen? Well, I've been in, you know, because, you know, I've been in the business since 2004. Yeah. Yeah. So who's more likely to buy a fixer-upper? Okay. Now, who is the bigger risk taker? They're both big risk takers. That's scary. In a relationship, you always want one that says, hey, babe, that's not a good idea. So your vote's just dig, risk, dig, risk. Yeah, dude, go big and go home. We're either going up or you're seeing us on the street next year. Next year.

58:51Last question. I know the answer to this one, I think. But who's boss here?

58:57Can't you tell? I'm loving. I'm loving, too. One last question. If your relationship was a house, what's the feature that makes it the most valuable? Oh, wow.

59:14Her in it. Oh, how sweet. Oh, that was sweet. That was really sweet, honey. I can't compete with that answer. That's a good question. You too, honey. You too. Well, we always say when you're not home for some business event, I have to be home by myself. What do I tell you every time? You can't sleep. Oh. Yeah. If I was a girl, I wouldn't get up and see you.

59:43You both have been such a pleasure to have on the show. If people want to connect with you, how can they find each of you? Yeah, absolutely. Find me at the wendydavisgroup.com website or call me up 310-480-5660. Oh, drop their phone number on you. And find me on Instagram at Wendy Realty. And what about you, Cesar? For building businesses, like for fitness companies, it's going to be wetrainfitness.com, also at wetrainfitness, LLC. Perfect. Guys, it's been a pleasure to have you on the show. God bless you guys. I hope you guys keep dominating. Yeah. Please invite me to the wedding. Absolutely.

1:00:19You want to go to Kauai? Yeah, actually, I love Kauai. Destination wedding. Maybe. Let's go. November 1st. Oh. Man, that's going to be awesome. Yeah. You guys are awesome. Thank you for having us. Thank you. So much fun. Thank you.

1:00:56Thank you.

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