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Momentum In Real Estate

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Randy: What’s up world? And welcome to REALTY UNIVERSAL, Inc. Radio! The fastest hour in radio, no doubt about it. I’m Randy Zachary and this is a show about real estate, about God, about life, about giving back, about being the change in the world that you’d like to see.

A privilege to bring to you Nathalie Mullinix and REALTY UNIVERSAL, Inc., a company dedicated to excellence. REALTY UNIVERSAL, Inc. is a revolution founded on a very simple principle. We believe sellers and buyers should have choices. We have been a pioneer in the menu programs system, more on that of course a little later. Nathalie Mullinix, president and founder of REALTY UNIVERSAL, Inc., averages over 80 million dollars a year in sales. Nathalie has been in the country top 1% for over 25 years and number one in Hawaii for two years prior to stepping back to building REALTY UNIVERSAL, Inc. Membership Network. She’s an accomplished speaker, writer, consultant, trainer, and oh, by the way, mother. She travels worldwide literally, spreading the Gospel if you will, of REALTY UNIVERSAL, Inc.. And she joins us now. Hey, Nathalie!

Nathalie: Hey, Randy! How are you doing?

Randy: Doing good. In California got the low 90’s going on here so we’re enjoying a little bit of respite from the weather.

Nathalie: Oh, God! It’s so awesome! Well you don’t have a really cold winter there. It’s not too cold where you are.

Randy: No. It’s pretty mild, lots of rain and cloudy stuff but you gotta go up in the foothills or the Sierra Foothills. You get up there and you get a little more snow and stuff but yeah, we’re enjoying it and looking forward to today’s show. Again, we’re gonna revisit a very cool thing, and it’s the Buyer Rebate Program. And we’ll be talking about that in just a moment. And in the second half, the return of Dave Ferguson, askcoachdave.com –

Nathalie: Oh my gosh, it’s great! It seems like ages that we’ve talked to him. Awesome!

Randy: He’s on quite the role and we want him to talk about what John Maxwell calls the Big Low. The law of momentum and when you get momentum goes over the years, everything is easy, you’re in that groove or zone. Everything you touch – and he’s in one of those amazing zones right now, but it’s a product of years of preparation and hard work and now opportunity. So he’s gonna talk about how dreams really come true, but only after years of hard work. Most people don’t like that second part.

Nathalie: But you gotta visualize and stick with it because it really does come true, if you have that vision and have it through. It’s not like we can just dream about it and sit there and go “Make it happen!” That’s so cool! I’m looking forward to that. It’s really awesome! So I’m excited about the first half because, especially with the economy and the way things are, some people are making lots of money and it’s the old adage “If you have the money you can make the money.” And some people are still struggling and are certain there’s a lot of fear going on which we try to say fears are false evidence appearing real. We know, we have our ups and downs in life and we really do believe in helping people. I see it all the time, of course the company experts are gonna say “Bottom line, make money!” And if it goes public that the company isn’t making money for the shareholders, everybody gets aggravated. I still, to this day, am of the firm belief that if you give, it comes back. We’re here to serve and it’s wonderful if you can help everybody. Of course, you need to be smart and be able to pay the bills and overhead etc., but I still believe when it’s all said and done, if we can help our fellow human beings and help, that it’s gonna come back. It’s not that we do it just to get back, we’re doing it cause we care. So I’m excited. You know how I say to you “Gosh, Randy! The first half seems horrible to me because it’s real estate and I’ve done it for so long that it just gets, to me it gets boring.” You’ve done radio for 25 years and I don’t think it’s boring for you. You’re so good at it and you have the natural comedian side of you so you’re funny, but you still feel like – cause I think it’s true about everything after a while but I’m really excited now! Because we’re gonna talk about the buyer rebate program and how it works and this is in 50 states. We actually networked with brokers around the world and a couple different networks, there’s more than one we’re working with, but and we can on a case by case basis work out pretty well in 50 states and as we go through explaining it, we’ll see how if you’re an agent, broker or buyer listening to the show – because most buyers are sellers and most sellers are buyers, right? You’ll see how this works and what it’s covered a lot of the pros and cons when you’re offering programs like this, because somebody out there doesn’t like somebody making money or digging into your money. But I’m excited because think about it! If you were buying a property and there’s a way for you to earn more money and make money to use for your purchase, wouldn’t you wanna do it?

Randy: Yeah. Absolutely! I love to do that math!

Nathalie: Yeah and it’s not a lot of work, but there’s some work involved. Because just like you just mentioned, a good point about putting that work together and have that vision and it still comes through. So it’s like “Hey, did somebody give me something for nothing?” Not really. Should somebody give you something for nothing? Not really. I mean we’re getting into the philosophy side of it, but yeah. There is some work involved, cause it wouldn’t be fair for agents and brokers is there was no work involved. And as we go through this show, which goes by pretty fast, you’ll see why this process works and why we’re able to do what we’re able to do. And that’s exciting to me, because it does make a difference, it helps you as a buyer and it helps agents and brokers and it makes it a win-win situation all around. That’s what keeps that exciting, cause there’s a bigger picture there and it’s pretty neat!

So we’re gonna get started in a couple minutes and I wanted to say our parent company is REALTY UNIVERSAL, Inc., that’s not the company that’s gonna give you the buyer rebate if you’re the buyer. It actually comes through the transaction that you’re in through a local broker or real estate agent. So yes, in order to get a rebate, you’re actually gonna have to follow licensing laws, so you’re actually going to have to work through local brokers and real estate agents. So it’s not like writing something and getting the check to you, because it goes through the transaction, it goes through in the closing statement, it’s in your contract so there’s full disclosure. And yeah, it’s pretty neat! There’s actually some states that will say “Wait! You can’t give your buyers a rebate.” Like we have a brokerage in Hawaii or Maryland and those states allow buyer rebates. Some states say “Hey, we’re not allowing a rebate” but we’re still able to do this because you’re getting credit through the transaction.

So when we’re going through this today, you’ll see that the program’s called a buyer rebate program and yes, you’re getting money through the transaction, but it’s not like – some states don’t allow rebates. The program works, there’s many different – sometimes mortgage companies give them out. So if we just wanna go through the steps – and if you wanna take a look, there’s two sides that I’m gonna give you that are tied into our brokerages. There’s many sites that are tied into many other brokers that are offering the buyer rebate but one is MarylandBuyerrebate.com and mdbuyerrebate.com and for Hawaii we have hawaiibuyers.com. And that gives you more information too if you want to read up on the program. As always you can always go to RealtyUniversal.com and go to Contact Us. If you go to Contact Us and you want to sign up through a local broker in your area, you’ll want to fill out the form, country and address to this can be specified to you. So yeah –

Randy: So we’re gonna break this down here in the next few minutes. Really just scratching the surface and people can get more information at realtyuniversal.com. Is it ok if I ask a question?

Nathalie: Sure!

Randy: Because this is very fundamental. I told you before I got into radio cause the massing never really worked out for me. So here is my question. What is the difference between a rebate and just a discount? So in other words “Hey, I’m gonna go with this company cause this is a very cool rebate I’m getting.” What is the difference? In my mind I’m just trying to –

Nathalie: That’s a good question! If you’re getting the rebate when you’re buying the property, where the money is coming from is the seller is paying a commission to the company and the selling company is agreeing to take less commission from the seller and then the seller can give the credit to the buyer. That’s how it works if it’s an estate – they say “We can’t just cut you a check and give you a rebate. We have licensing laws for brokers and can’t just pay a commission to an unlicensed person.” So when you ask the difference, if you’re a buyer you ca get a rebate up to 2% of the purchase price and that comes out of the commission and what it is, the broker again reduces his commission and then has the seller pay it towards closing. A discount would be if you’re a seller and would say “Hey, I want you to list my house. What’s your commission? We’re not supposed to go into commissions by law.” But say they’re saying at 6% and you give me a discount and they ask 5%. So it’s a good question but you couldn’t really give a discount on the buyer rebate, there would be differences on how much you can get and receive up to 2%. So it’s a good question, you’re not paying them money so yeah. That’s pretty neat!

Randy: I understand now! That’s cool.

Nathalie: I think we have some email questions too. We might as well because we’re addressing them the questions and on this segment we have only 30 minutes to go through this, right? So and then we can dig in. What is it? It says “When do we receive the rebate?” Ok, you actually receive the rebate at closing, after buying the property and the contracts are written and you’re the buyer and there’s a seller and the contract is written and everybody’s agreed to the price. You can get it in a loan or pay in cash. Everything’s put through and an escrow title company and attorney and then you’re going to go to have a settlement at closing. That’s when you actually get the rebate. You’re gonna get it at the time, because that’s when for example the brokers are getting paid. If they don’t have a settlement at closing, you wouldn’t get the rebate, you need to be at the table and the moneys are being transferred from the lender to the seller company. So that’s when you get the rebate.

Randy: Ok, very cool! And how much? I mean what’s the percentage? You’re saying up to 2% of the sales price.

Nathalie: That’s a good question. Up to 2% is because when a selling commission, like if a property’s listed and the seller’s offering a courtesy co-op that’s the amount that they’re offering the title company that brings the buyer. So they’re offering 2-3% or less, but say they’re offering 3, the minimum that the brokers that we work with on this program will take is 1% to them and you get everything above. So it’s a 3% commission you could receive up to 2% and the minimum they’ll take is 1%. That’s based on the program that you do because you have to make a commitment and you do sign up and there’s a contract signed. So then you have an exclusive agreement, because there’s a commitment that you’re gonna work only with the broker. The company is going to put you on auto-prospecting and then give you listings and you also search within the listings online today it’s so easy to find properties on the internet, you go to open houses, you do drive-by’s and actually piggy back on some appointments. So there’s little details that get involved that the local broker explained to you and how you still do your side of the work to be able to get this rebate. And so up to 2% on a 500,000 house, that’s $10,000 which is quite a lot of money.

Randy: Yeah, in real estate you always think “1 or 2% That’s too low! When it’s that of a big number.”

Nathalie: A lot of the times, a company will go to 0,5% but can offer up to 2%, why would we do that? When I say we, I mean the brokers and agents that actually signup for the program. We do it because it’s based on a level of work and if you’re able to do this, and it works well, than we give you the maximum. We still want to make sure that you’re protected, that there’s something that you can handle right in the contract, using certified board contracts. Not board like in a legal term but contracts that are through border associations in the local area that you work in. Somebody to assist in the financing and coordinating. So you’re able to do the program but still not be alone and save or earn a lot of money sort of speak. You’re not actually earning as an employee or anything, you’re getting a credit in your transaction. But some other companies might only offer a tiny bit, and we’re able to do more. We have programs that are in between there’s situations where buyers say “I need full service. I need you to do all the showings and the looking up. I don’t have time to do anything. I just wanna pack.” But in this day and age, so many people when they are buying a property they’re excited and they look and find the property even before the agents find it, because the agents will be working with more than one client and you as you’re buying your own property, you’re focused only on that. So there are situations where the broker will get 1,5 or 2% and you’ll only get 1% because you need them to do more work. So that’s all explained and it really works out beautifully [inaudible] because we believe in it, in the programs. They’re leveraged and it’s a very wonderful situation that we’re able to o and we’re not greedy.

Randy: I’ve heard that buyer rebates might not be allowed in some states. Is that true?

Nathalie: Yeah! An actual rebate – we’re calling it our Buyer Rebate Program and it gets spelled out and you get the credit. And we have it setup when we do our trainings that we teach the brokers and agents how to do that so you’re covered no matter what state you’re in. They’re just talking about the rebate laws, if you could get money from this or that. What we do so that you are still able to do it in states that don’t allow rebate is that the actual broker in that area reduces their commission. So say the seller is paying 3% to the broker. The local broker would say “Ok, instead of getting 3% we’re only gonna take 1% and we’re gonna ask you to contribute 2% towards the buyers closing costs.” So that’s how they get the rebate, regardless of how the rules are in different scenarios. So the rebate covers a lot of industries so that’s how you can still get it. Which is pretty cool! And – but I’ll tell you. It’s a wonderful program and people love it! We do ask for a commitment through the local brokers, because there is work involved on both sides.

Randy: That’s the thing about real estate business or a lot of sales situations where you’re working with people, you’re building relationship. So – but I’ve heard of some realtors who actually have a before they really begin to build a relationship. There’s a term for it, but basically it’s a commitment that you make for them. “Hey! You’re gonna be my agent.” And obviously, I think people can break them as well and I think sometimes making that commitment and often times on paper helps reinforce to people that they’re making a commitment here and that’s important, isn’t it?

Nathalie: Yeah, so on both sides. If one side is not doing what it’s supposed to, the other side should have clauses to cover that. But it is important because many people, agents and brokers love this industry. It’s not a hobby, right? So they have to run it like a business as well. And when you make a commitment, you know you’re committing to that person and in return, they’re gonna give back to you. So it’s a win-win situation. It stems back to – and it’s really good cause you can week out clients that you wouldn’t need as an agent or broker. If someone is adamant – that might just be the perfect plan to say “I think we’re just not a good fit. You should find another broker to work with.” It really is! It’s kinda, it really makes life so much easier, because not everyone is going to be cut out to work with everybody so – another point I wanna bring up is the lenders like depending on the loan that you’re getting, if you’re a buyer and you’re getting [inaudible] loan, your closing cost might be tied in and you’re asking the client to pay it and depending on the price of the property – say you’re closing and you’re in Hawaii and it’s a $600,000 then your closing costs come out to 7,000 total. And on a 600,000, if you’d be getting 2%, you’d be getting 12,000 to use towards your rebate but all your closing costs are only 7,000. Then you’d have 5,000 extra that you couldn’t use through the deal in that rebate because everything needs to be disclosed and on the paperwork and that’s when you need trained agents and brokers that know how to handle that so you are covered from the beginning and you can modify rates without extra money. There’s other ways to do it all legal. It can’t be under the table or on the side. So it’s really important that you have trained professionals helping you with this. Go ahead, I’m sorry!

Randy: So here’s again – it’s me, mister not math guy. In your example, you said $12,000 rebate, but the closing costs are only 7,000 so you have 5,000. So the rebate must go toward some expense in the deal. The rebate doesn’t include just cash back to you.

Nathalie: Well that’s a wonderful question, because it can just include cash back to you. So that’s a great question. It’s explained in the beginning that it has to be, its different facets have to be covered without the agent or broker is gonna know what to look out for. So it can be given back to you if it’s allowed. In Hawaii you can do a buyer rebate so if a person comes in and says that they’re doing a cash offer you could just cut a check and they get that at closing. That’s it! It’s totally given back. Where the situation arises is lenders allow – like for example typically if you’re putting down – well the 5% are non-existing. They were before, but I’m gonna give you an example. Say you’re putting 5% and the lender allows 3% to be paid upon closing. You’ve got in a 500,000 house, up to 15,000 you can use. Say they’re putting down 20% and the lender allows up to 9% which definitely covers that 2% you’re gonna offer back. But if it’s a VA loan, depending on the states, usually you’ve got plenty of closing costs that it’s gonna get covered in that amount. So you’ll get your money and it’s worked out! They just have to know how to do it. So – if it’s a VA loan, they won’t say “Let me just cut you the full check and we’ll see if there’s anything left over.” So you have to work it out through the contract. So it’s just I’m getting a little bit in detail and technical than we would have the time to explain it all here on the show, but it’s very important though and it’s an excellent question. You definitely are getting it! It’s just – that’s why you need to work with somebody that knows what they’re doing because if someone says “Hey! I’ll give you up to 2%” and you go in and alone, when your closing costs are only 7 [inaudible], you would lose it, you wouldn’t get it at closing. They would be “Nobody figured it out in the beginning of how to structure it properly so that the lender, figured out the closing costs and that you’re getting the credits and how the credits can be applied.” Because then you could lose it if you don’t do something how to structure it and it’s not so much – we train agents and brokers, they have to know the questions to ask so they need to know to call the lender “By the way, we’re gonna do a credit! What’s the maximum we can get here?” So it’s an excellent question so yeah and you can see why people really need to deal with people that know their stuff.

Randy: Absolutely! That has been – in the last 20 minutes over and over again the need for somebody just as you have kind of explained this, makes me realize why would anybody in this day of Google, everyone thinks that they can be the expert in an hour of study, but there’s no replacing decades or work and service and knowledge that many brokers have. We’re almost out of time, but another couple of questions come to mind for me. And one is how do you guys, how can you pay more than most companies? I mean REALTY UNIVERSAL, Inc..

Nathalie: You know, I think maybe the agreement is different. I don’t mean to sound like that, because maybe to someone that’s not paying it seems like it’s silly to give away so much but that’s what it is. It’s basically having the systems setup and have it structured in a way that is a win-win situation. We have companies out there, we believe in real estate menu systems so we’re teaching them how to apply menu systems into their business. But many people, when they see our programs think “You’re just a discount brokerage” but we’re truly not! We offer a true menu where people can go all the way from the minimum for sale by owner program to full service and we’re training people how to offer that and do it in a fair way. So when it’s done properly, everybody’s happy because your local broker or agent is doing it in such a way that it’s working cause it’s fair. And I think sometimes you see the companies doing full discount or giving it all away on all of the programs and they’re not having enough money to finance the rest of them. That’s what I think. And we don’t try to take a big piece of the pie. We really do believe in – lots of people come back and love the program. And it’s not only a way to do business, but it goes right back to – it’s gotta be a win-win for both sides and it’s gonna be the people that say “I want everything! I don’t care about win-win. I’m the customer! I don’t care about you!” “You know what? I think maybe we’re not a great fit and you might want to go to another broker or agent that might be.”

Randy: Sometimes you just have to because you have to ask yourself. And I found that to be true across the board in human interaction where at the outset there is a more than normal amount of friction, problems that’s often a yellow flag.

Nathalie: Unless it was a bad day for the person, in which case you can tell. They really don’t care. I just don’t think that’s really a good way to do it. We’re almost at the end of the first half and – I also said it’s another email. “I’ve been told I would receive a credit…”

Randy: “…I read it – on the mortgage company.” So that’s the same as a rebate, right?

Nathalie: Yes – no it’s not the same. The mortgage company, if they’re giving you a credit, it’s not the same rebate, but they can also offer you a credit and still tie it in [inaudible]. They are gonna have amount restrictions and typically you’re gonna see that the credits are going to be smaller too. So there’s a couple ways to work it out and also when you’re doing the contract, you could also work it out like if you’re absolutely gonna end up with $5,000 extra, the check can’t be cut to you because you’re getting loans, then it can be worked out with the changes and then if we find out within three days that we can’t do it, then we’re gonna reduce the price by 5,000. You see? You can make sure you get it back for them. It just all needs to be done properly. So a pretty cool program! So for everybody that wants to look it up, you wanna go to Realtyuniversal.com and you can go to Contact Us and put your actual address and county or city so that we can place you with the appropriate broker.

Randy: Awesome! Again, just a wealth of knowledge on the rebate in general and the rebate program of REALTY UNIVERSAL, Inc. in particular. Realtyuniversal.com, the website to check out all of the information there and yeah. We are going to take a break real quick here and on the other side of course the goal is inspiration, motivation and non-other than Dave Ferguson from askcoachdave.com is gonna be with us. He’s returning and he’s gonna get us pumped up so stay tuned!

Randy: It’s your minute with Maxwell! Here is author, speaker and mentor to millions! Your friend, John Maxwell!

John Maxwell: How do I get off of the “I think I can do it” to the “Do it” stage? You see in many people, their lives are like this. Ready, aim, aim, aim. They never fire or shoot or execute! Now let me just say there’s some people that’s like ready, fire, aim! And they don’t execute either, they just shoot somebody accidentally. Execute means that there’s a ready, preparation, aim, get your target, but then you shoot. The greatest gap of the world is the gap between knowing and doing?

Randy: Thanks, John! We trust we added some value today. For the video version of the minute with Maxwell, go to johnmaxwellteam.com. And we are back again! The show on realtyuniversal.com the website. Again, if you just tuned in and got some of the nuggets, Nathalie was sharing about the buyer rebate program. Again, check realtyuniversal.com. On the show, a return visit – this guy we talk about a lot, but if you were to look up a change agent in the dictionary, a picture of this guy is right there. But Dave Ferguson, askcoachdave.com is his website and there is so much I could say about him full disclosure. I co-host a radio show weekly with him and I’ve learned a lot just listening him, following him on Facebook. And we talk about the law of momentum. I think it was John Maxwell’s number 16 in the laws of success. And the law of momentum is – man when you’re in that groove and we’ve all been there where you’re just on a roll, baseball players talk about the zone and the ball being slow and big. I think in basketball [inaudible] big and closer to him. Everything looks easier. And there’s a way to not only get [inaudible] but to keep it. And Dave Ferguson – just listen to him for the next few minutes. If you have to go now, pick up the archive when you can get back to it. Dave, welcome to Nathalie’s show!

Dave Ferguson: Hey, guys! Glad to be back!

Nathalie: How are you?

Dave Ferguson: I’m doing great, Nathalie. I was on a show and I remember it was live at an event in Florida in February.

Nathalie: That was a while ago!

Dave Ferguson: I’m happy to be back.

Randy: Dave, I really – and I love this about you. From the 25 years in radio and thousands of interviews, I love it when I can ask one question and the guest fills up 20 minutes. So this is gonna happen to you. Because you have so much to say and are so fired up inspirational. I’m gonna ask you to talk about Big Mo. You’ve got some things going on in your life. People want kind of a background on who you are. They can go to askcoachdave.com [inaudible] spent all this time talking about momentum. What’s going on in your life right now? How you got there, how do you keep momentum going in your life?

Dave Ferguson: Cool! Thank you! I love the Big Mo, obviously. Momentum doesn’t just happen. But before I talk about getting momentum and keeping momentum, I wanna talk about what a lot of people are fighting. Cause sometimes all the people seem to fight a tide of negative momentum. They feel like they can’t even get started so it’s not even in their future. I get tired sometimes with people that are stuck and they don’t know what to do. And so I look at this negative momentum [inaudible] through intention. So I’ll give you a simple example. I talked to someone the other day and they wanna lose 80 pounds. So what I started doing through questions with them was trying to find out what their true intentions are. See they wanna lose 80 pounds, but to really lose the 80 pounds, your intention should not be to lose weight, it should be to become more disciplined. So if they intend to be more disciplined, and they start becoming more disciplined, they’ll lose the weight, they’ll have a better life, they’ll be better at prioritizing. Things will just start – because now they’re a disciplined person when they were undisciplined before. So oftentimes we want to fix something, you know? And so it creates a lot of negative momentum when you can’t hit it. So I always ask people that are stuck “I need to find out what your true intentions are. Not what you’re telling me, ok? Let me dig here a little bit and find out what your true intentions are”. So folks if you’re out there and you’re struggling, you feel like you’re stuck in the tidal wave of negative momentum, examine or have someone examine for you your intentions, because that is so important. So hey, I’ve got a lot of momentum going on right now and there have been times in my life where I’ve been stuck and went to a coach saying “Get in my head! Help me! What am I doing?” I just did it a couple months ago, when I was stuck at a level most people would love to be at but I needed to get unstuck to get to the next level. And what’s amazing is I came back with a clean head, right? And so I have tremendous momentum going in my life. And it’s intentional! And really, from a business standpoint, my intentions started 8 years ago. So a lot of people go “Oh my God!” Maybe you just started with whatever you’re trying to get momentum on two weeks ago. It doesn’t happen, just like that person is not gonna lose 80 pounds in a week or 2 months. It took him 40 years to gain it, how to lose it in two months? So you gotta get unstuck. [inaudible] and I’ll talk about the multiple ways you can build momentum. And so once I set my true intentions of what I want my business to do for people, – because it’s not about me. If I say to you “I’ve got the [inaudible] on Randy” it means that I am making significance, I am becoming significant to other people, ok? So Big Mo for me is about the intentions of my business are and those are to help people get out of their comfort zone so they can grow. Period. People in businesses, cause businesses get comfortable too. So I often say to people that people think they’re going to hire me and I will motivate them. Well motivation is temporary, you know that. I can inspire them, but I don’t motivate people by demanding more of them. I actually help them see that they’re not demanding enough of themselves. So once I ca get into their head like that and they can agree to it, then they can start making and getting some wins, cause you gotta have the wins, you just don’t have momentum. You have to get some wins. And I talk about baby stuff all the time. I’m gonna give you my personal example, just over the last few months. So – and this is the way you pick up momentum. And actually, you’ll see through this story that it’s really not mine momentum, it’s been done by other people. So I’m doing this with my group and sometimes I do it by phone and I can give you the information on that. It connects people from all over the world. But I love doing it on my blog. I have a local group that said [inaudible]. So I did this group and there was this young lady in this group, happened to be a realtor, Nathalie. She had already paid and she tried to cancel a couple days before. “I don’t think I’m ready.” I didn’t know her. “Just come to the first one! If you’re not ready tell me and I’ll give you your money back. Keep the book, I don’t care.” And really for the first two or three weeks, she really didn’t say much. She sat there with her coat on and she just wasn’t connected cause she wasn’t allowing herself to connect. Well by the time the 10 weeks were over, I didn’t know this woman. It was like a totally different person. And I didn’t do anything. All I did was facilitate a personal development – it was a personal development group. I mean she was a completely different person.

Nathalie: That’s fantastic! Congratulations!

Dave Ferguson: And there were a couple people in that room that transformed in front of my eyes. It was powerful. That group changed me! And here’s what happened since then. So this is just with her. Her name is Wendy, ok? So imagine this. So Wendy loved that group, it changed her life. She made connections in that group, she stayed in contact with just about every single person in that group probably on a weekly or monthly basis. Some of them became friends which is awesome. Some of them created joint ventures together or doing charity things together. It’s just amazing the connections! So here’s what she does. She introduces me to someone who owns a pretty decent size company and he hires me without meeting or talking to me to speak. So I went and spoke, him and his wife were at the event and they pulled me to the side “We want to hire you as our executive and personal coach!” So they hired me as their coach. Two weeks later, the second in charge over there comes to me, he wants to hire me as his executive coach. It keeps going. The guy who owns the company connects me to another guy who owns a company that happens to be his father, who now has hired me to coach his entire leadership team of the company. And it gets better! And this is momentum.

Nathalie: Fantastic!

Dave Ferguson: This is momentum, folks! It gets better! So the first guy she introduced me to he now has his employees on a weekly call with me now when we’re doing that same book, the personal development book that I did with that young lady in the group. By the way, that young lady, Wendy, came to me and said “I wanna do another group!” I said, you know I got this book that I wanna do. I said I’ll tell you what! You get the place, you get the people, they cough the money, I’ll show up!

Nathalie: Delegation1

Dave Ferguson: She got 15 people ready to start. So folks, I mean that’s the people connection momentum. Have I done anything really? I facilitated the personal development group, which I could do in my sleep. And just one person in your life. You don’t think she’s inspired me? I’m being inspired by her, she’s amazing! And so I’m watching what I’m doing. She was at a live event that I did at the end of June in Charlotte and she recruited a bunch of people to go on the live event! And she’s not on commission.

Nathalie: Yeah, it’s wonderful!

Dave Ferguson: But she’s infected right now. She’s got it bad.

Randy: You said it earlier. She – you added value to her in an immense way and so she’s just –

Dave Ferguson: She’s paying it back to.

Randy: It’s that whole “You cannot give the universe” idea, cause you can’t put it back, double, triple or whatever. Wow! That’s very cool! So again, you’re a guy that was in the corporate world as a CEO and whatnot so you’ve been in that world and as a business coach or life coach. So for folks who haven’t been in corporate America but still wanna get momentum, I’m guessing they need to find their deal and once they know what is their purpose and get laser focused on it. I guess it sounds like building a relationship. How do I build relationships?

Dave Ferguson: It’s all about people, you have to relate with them and find some common ground. I mean I do this whole workshop on how to build relationships and I actually give people [inaudible], you could do it at the bus stop. No, really! I mean it’s that easy, but [inaudible] they still want to reinvent the wheel. You gotta relate with people, man!

Nathalie: Absolutely!

Dave Ferguson: And to your question, I think you have to be passionate about what you do. You have to love what you do. You only get one shot. Go find something else! Don’t quit! Transition out of it! [inaudible] But transition out! Start finding something you’re passionate about. Now as far as finding your purpose, I’m all for that but don’t kill yourself trying to find it. It will come if you’re out there doing something passionate. I’m not really big on doing purpose workshops and getting people all worked up “I’m not fulfilling my purpose!” Because I’ve been through it! I think I know my purpose now, but I’m not sure and I don’t think I’ll ever be sure! I’m purposeful, that’s the difference. If I’m doing it [inaudible], I don’t do anything in other ways. If I’m not purposeful, I’m not doing it. I’ll hire somebody to do it! Like I used to love cutting my lawn I was one of those guys when I lived in a neighborhood I had to have the nicest lawn. And I did it with purpose! And this house I’m living in now, you couldn’t pay me to do it! For those of you that are trying to find their purpose, find what you’re passionate about and do it with purpose!

Randy: There you go!

Nathalie: Absolutely! And we’re all very different and I think that I should point out that we’re all extremely different and don’t try to be somebody else! Just stick to the basics! You definitely need to follow your own and then live that with passion. I firmly believe that.

Dave Ferguson: You’re so right! I wrote a blog this morning that’s gonna go out in a couple of weeks. And it’s about – it’s gonna be like a 3 weeker cause it’s 15 things you need to do to keep failing. So I’m gonna drip out 5 a week, but I’ll give you the first one now. If you wanna keep – here’s why you fail. You chase other people’s dreams and not your own.

Nathalie: Yeah.

Dave Ferguson: And I’m gonna piss some people off, I’m sorry if that’s a bad word. Like a lot of people have – the next time you see someone with a vision board, take a look what’s on it. A big house, Mercedes Benz. You know what my vision board has on it? It has a man lifting up kids and that man was someone who was able to retire at a very early age and was involved in the children’s charity. So it’s what you can do with your significance. That’s what the visualization – for me, when I look at that baby every day, it’s about legacy, making a different, being significant. It’s not about me having a big house, car or toys or vacations. Because let me just tell you – if you’re doing what you’re passionate about and you do it with significance, you could have anything you want. And that’s not in the book anywhere. If your intentions are in line and they’re truly your intentions, you’ll get there. Cause let’s face it! There’s a million books on how to do things!

Randy: You gotta have that big why.

Nathalie: And it’s not about the material stuff. I don’t think people give themselves credit but we’re more valuable than any material. Billions of dollars in the world – we ourselves individually have much more value than all the money and the material stuff in the world. And I think that’s the thing that people need to get. And you’re right! If you do that stuff, the many keeps coming and the Universe gives it back to you. I agree. But it’s interesting, cause you talk to some people and if somebody is happy doing what they love, then that is what they should be doing. So we’re all different and I think it’s awesome that you facilitate getting them to see it and turn that light back on, right? Cause sometimes I think with the economy and life and people taking other peoples’ opinions when they shouldn’t, it can really turn people into that negative place where maybe you just mentioned the real estate agent like “I don’t think it’s for me cause she wasn’t sure and she was fired up and unleashed those passions.” And took it to the next level.

Dave Ferguson: Oh my God! That story is unbelievable! And there’s more to it – I mean it just goes on and on. It’s just – I don’t see that ending. And that really is momentum. That’s the Big Mo’s. The Big Mo’s coming because what’s happening is all of these connections now are doing the same thing, it’s almost like they have to. It’s weird! They’re getting infected and go like “You gotta have some of this!” I mean I had one of them call me today and he’s trying to refer someone to me and he told the guys “You better get ahold of him right now cause he won’t get new clients pretty soon.”

Nathalie: That’s great!

Dave Ferguson: So I’m blessed right now. When you put your heart, soul, sweat and effort into someone’s life because you really mean it and want that person to change and grow and do what they wanna do – when you do that, people pay you back!

Nathalie: I love it! That’s wonderful! No go ahead! I didn’t mean to interrupt you.

Dave Ferguson: Momentum is not always about you being out there, trying to drive new business. Because what happens is when you think that, you’re kind of running people over, backing up, running over them again and you’re not building a relationship.

Nathalie: I really believe we are here to serve, not to be served but then we have the boundaries we have to look at. So then every boundary had blocks and what stops them from doing what they maybe were supposed to be doing certain times and I think that’s kind of interesting, cause some people aren’t ready for reasons and some aren’t ready because of the blocks. And then some people don’t want that in the first place. You know how we’re all so different I think it’s pretty amazing – that’s wonderful what you’re doing and it’s your living proof and it’s coming back and it’s circling and giving and taken and one person can help many other because the circle of influence is so much larger now with the internet and that’s cool!

Dave Ferguson: And here’s the thing! When you get it in one part of your life – I have my latest wheel of life up on the wall right now that I did recently for myself.

Randy: What is on your wheel of life?

Dave Ferguson: I have 8 slices. I have business, fun, financial, friends and family, spiritual, mind, giving back and I have body.

Nathalie: That’s great!

Dave Ferguson: Friends and family, business, fun, financial, body, giving back, mind and spiritual.

Randy: And all those wheels, the goal is balance in those areas.

Nathalie: We gotta tell people how to find you though. Randy, we gotta tell the solicitors!

Randy: askcoachdavid.com baby!

Dave Ferguson: or livingtolead.com. I’ve got some neat events coming up. I’m doing a two day speaker workshop in Charlotte, September 13th and 14th and it’s half day on Friday and a full day on Saturday. Email me as askcoachdavid.com if you don’t wanna go to the website. I’ll give you info on that. Charlotte is not the easiest airport in the country to get to from where I am sitting.

Nathalie: Really?

Dave Ferguson: Well with the American US Air merger…

Nathalie: Amazing!

Dave Ferguson: And the hotel is right next to the airport. And it’s not about becoming a professional speaker, it’s about speaking for whatever you want to speak for. Speaking for your business or your groups or whatever. It’s just gonna get you comfortable on speaking. And then of course I have all my other stuff. I do group coaching and mentoring on the phone so you can be anywhere in the country, I got a new group starting September so I can get you information on that, there’s info on the website about that. And I’m available in the West Coast for all you West Coast listeners, I’d love to come out there and do something!

Randy: Yeah, we need to get you out here on the West Coast, man! Have an Ask Coach Dave parade our house conferences and hit you up the coast here.

Dave Ferguson: The Big Mo tour!

Randy: There it is! The Big Mo tour.

Nathalie: I like that, that’s cool!

Randy: We’ll have to hit Honolulu in that.

Dave Ferguson: Yeah.

Nathalie: Do it in the winter time so that everybody appreciates it!

Dave Ferguson: Yeah! This has been awesome! Askcoachdave.com. Dave from askcoachdave.com. And all kinds of ways to interact with him and be involved with him. And really he’s been a coach for me in the last year so far, as we’ve been doing some radio stuff as well so thank you, man! And keep up the Big Mo!

Nathalie: I’ll keep in touch! Yeah, time goes by fast. It was wonderful to have you on!

Dave Ferguson: Thank you! Have a great day!

Nathalie: You have a great day too! And to everybody out there, I wish you peace!

Randy: Thank you for joining us on REALTY UNIVERSAL, Inc. Radio! Our hope is that you were enlightened, encouraged and mobilized to be an agent of change. REALTY UNIVERSAL, Inc. is on Facebook, join us there. Follow us also on Twitter@RealtyUniversal. And for more information, you can go to RealtyUniversal.com. Make it a great day!

Recruiting has begun

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What a wild ride!

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A small gallery

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Home is where the heart is

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Randy:  What’s up world? And welcome to REALTY UNIVERSAL, Inc. Radio! The fastest hour in radio, no doubt about it. I’m Randy Zachary and this is a show about real estate, about God, about life, about giving back, about being the change in the world that you’d like to see.

A privilege to bring to you Nathalie Mullinix and REALTY UNIVERSAL, Inc., a company dedicated to excellence. REALTY UNIVERSAL, Inc. is a revolution founded on a very simple principle. We believe sellers and buyers should have choices. We have been a pioneer in the menu programs system, more on that of course a little later. Nathalie Mullinix, president and founder of REALTY UNIVERSAL, Inc., averages over 80 million dollars a year in sales prior to stepping back to focus more on building REALTY UNIVERSAL, Inc. Membership Network. She’s an accomplished speaker, writer, consultant, trainer, and oh, by the way, mother. She travels worldwide literally, spreading the Gospel if you will, of REALTY UNIVERSAL, Inc.. And she joins us now! Hey, Nathalie!

Nathalie: Hey Randy! How are you doing over there in Maui?

Randy: Aloha! We are, we’re here and it is a little cloudy today. And as you said, sometimes it’s hard to discern the cloud from the vog but actually, during the last week or so, we have been a week or so and the vog has not been that bad. It’s really –

Nathalie: You think it’s rain clouds today, huh?

Randy: I think it looks more like rain clouds today than vog. We’re going over to the big island tomorrow and we might really run into some vog over there.

Nathalie: Where are you going? Konaside or Hilo?

Randy: Konaside. Some friends of ours are at the local base with a mission and going through a six month DTS, kind of a disciple training –

Nathalie: Really? Tell me what it’s about!

Randy: Yeah. It’s about folks that are thinking about maybe becoming missionaries.

Nathalie: Great! When does this start? Tomorrow, huh? This is a little too soon for me. No, I think that is so cool. Missionaries like anywhere and everywhere in the world?

Randy: Yeah, they go everywhere. This training center on the [inaudible] big college kind of campus thing there, just outside of town and it’s been there for years and it’s been kind of the base of operations. They have one on Honolulu and one on Maui, but this one is the big training center and everybody goes first there to get trained and then they decide which country they wanna go to and then they do like a two month check it out thing to see if it’s really what they wanna do and –

Nathalie: You mean they actually go for like two months, and not two weeks? Isn’t that a long time to check something out to see if you wanna do it or is that the minimal commitment?

Randy: Yeah I think it’s about commitment. I think after two weeks, everyone would probably think “I wanna get out of here!” so you gotta fight through that phase.

Nathalie: Really?

Randy: Probably.

Nathalie: So how do people, when they do the missionary, how do they – they have to be able to have enough money to pay their bills back home to do this or what?

Randy: In the case of our friends, it’s a family a pastor and a wife who we’re friends with and they’re in our age. They’re 50-ish and they have a couple teenage kids and basically five of them and they just put their lives on hold on the mainland. The guy’s pastors dad took over the church and they basically put the kids through school and said “We’re gonna do this for six months.” It’s an adventure and also kind of a perspective of the world.

Nathalie: And they home school them – they have to be able to pay the bills. I mean not to sound like a dumb questions, it’s not like it had funding or money coming out. You just gotta be able to do this, right? When you wanna go.

Randy: Yeah. You not only need to obviously pay the ongoing bills at home or whatever but you need to pay them. There’s a cost involved in the training as well and you raise it like any other missionary would. You ask friends and church people, you kind of raise your own support and you don’t get to actually enroll until you’re raised your support. So that’s not an issue.

Nathalie: No, I think it’s so cool cause our show today is about home is where your heart is. And of course, you know I always take the real estate and the self-help and we tie them together and we’re all about getting people to lift up that part of them inside of them so they can do what needs to be doing so they’re happy and healthy and everything. I think that really is true, cause home is where the heart is. You take a family that’s doing some missionary work, and it ties in with what we’re doing. In the differences that we can make, anywhere and everywhere, and it’s not about the material cost of stuff. You know?

Randy: Yeah, absolutely! I didn’t think of that but as you mention that, it absolutely ties in because yeah – home is not – and in real-estate I know you talk about it all the time, I mean we love our homes and the physical building and all of that stuff, but home is really where you are with your spouse or family and you’re right, it is where the heart it. And being in transition in [inaudible] like we are, that can sometimes get a little confusing and you sometimes need to work through it and sort it. You know, where you’re in a brand new place and you’re used to another place, I think it’s just human nature to get used to new surroundings.

Nathalie: Yeah, but I mean you have people buying homes and selling homes and many people go – of course there’s many TV shows out there that tell you what to do, the classic one on one stories and – but you have people and they know they’re relocated, they’re gonna move here or there. They are upsizing because they’re having babies or maybe they are downsizing because they’re getting older. There’s just so much that can happen and it’s really interested to look at it from life experiences and realize it is about the family and where you are. It’s about having the peace of mind to enjoy what you love and that piece of day. Not about – I remember. You and I have great stories that we can remember, just from life experiences over the years. And I look – I downsized so much in Maryland to move to Hawaii and I went back and forth and God always blessed me and I had a really big house in Maryland that I remember renting out when I moved to Hawaii and then like 3 years later I was like “Oh my God! The place is getting so trashed!” And I was back in the property just to check things out and said “I’m not being a good steward of my company because my son and my dogs are in Hawaii.” My brother was in Hawaii at the time and I was just like “But I’ll be in Hawaii more than Maryland” since it was in 2003, but it makes sense to sell it but a whole family was in that house and there’s no way I would have sold it. And it’s just kind of interesting when you go back and see these things because I’m now – I go back and forth between Maryland and I went to a property that I have bought in 1997, moved out at 1990 and if you’d told me even 10 years ago “You’ll be back standing at that property”, I would be “You’re crazy! Are you kidding? That’s a rental property. It’s not gonna be anything new, this or that. I wouldn’t want to be in the neighborhood.” There are a lot of things that right now, looking back, sound really silly but you hear people talk like that all the time, “Keeping up with the Joneses” or it’s just not good enough or whatever. And I don’t mean to sound like I’m saying we should compromise our, what we like or want. You always want to make sure you’re comfortable. But it’s interesting because when you go through the life changed and you go here and there and you take your families with you, you start to realize home is where your heart is. It’s not about how big is this home? Do I equate to these Joneses? No matter where you go in the world, you take yourself with you and it’s pretty interesting. And I think like right now, you and Monica could just decided – I mean Monica is wonderful and you guys decided to go back to Maui for a little while. And you made it happen within 60 days?

Randy: Yeah, we’ve been planning it for a couple months but yeah. Exactly! And it is, it’s an adventure and we’re staying with some friends right now in a home in [inaudible]. Nice home, in fact it’s a missionary home. There’s a missionary from South America who is gone almost a year from here and it’s a really nice home and when he’s away, he rents it out to folks and it’s kind of become a crash pad for people with various missions. So it’s kind of a cool house and yeah, it’s exciting. But you’re right, home is where your heart it.

Nathalie: But Randy, I just want to go back like when you first started – I guess you had a love for Hawaii for a long time, but when you started saying “I’m not just gonna visit, I’m gonna live there.” Wasn’t that 2003 or 2004? And we’re now in 2012. Wasn’t it like around that period? Somewhere around there? The reason I’m bringing it up is because when you were doing it then it was much scarier than right now and go “Come on! We’re gonna check it out!” You know you’re in a marriage and things are cool and you can do it. Right? Wasn’t it scary when you branched out to do it?

Randy: Absolutely, when you’ve never done it before – and the other thing and we always kind of bring the God factor in.

Nathalie: God’s real – the God factor.

Randy: The thing about the reason it’s not so scary this time around is that it’s something that’s kept bubbling up. And I found that when things continue to bubble up and you say, you ask God to maybe take them away, and he doesn’t and they’re still there, that there’s something there, like a purpose. And you know, when people are always at a crossroads. And that’s what you’re talking about. Folks that are in transition, buying houses. The transitional thing is “What are we gonna do in the future? They may be looking for a job.” I’ve always found that you look back and see what have you been doing, what are the things that come up in your life, what are the things, the passions, the things that you’ve been doing that keep coming up and you’ve been prepared for? And you can kind of look back and see what you’ve been doing, what your gifts and passion are and how those have been pushing you along your journey and really continue to pursue them! And so that’s what we’re doing. We’re helping some folks put a radio station together on the west side of Maui so it’s Maui and radio and –

Nathalie: And it’s so funny and I think about the fear factor, it’s fear that stops people from doing whatever they want to do. And then you know how they say practice makes perfect? After you’ve done something a few times, the fear starts going away, but the home is where the heart is. That’s so important. And I mean right now with the economy downsizing and maybe people are downsizing because they realized they don’t need the maintenance of a 5,000 square foot home, they don’t need to pay the gardener. Many times the kids have gone to college and the parents it’s time to downsize. They wanna go travel and do other things, right? So it’s just amazing though, because home really is where the heart is, it’s not the place. With that said, yes you want to create where you want to be. You don’t want to be in the ghetto and when I say that, you don’t want to be in a dangerous area. You can create – and even if you’re in the ghetto, just to give you that example, it doesn’t mean your life is over. It means that day to day you try and get out of the ghetto. It’s – I just bring it up because it really hits home, especially with my brother right now, I would have done anything to have him here right now. But it hits home because with as much risks as I’ve taken, it really is where the heart is. And I bring it up because sometimes you hear people that maybe didn’t take as many risks, were protected constantly or stayed within one area and didn’t venture out and all of a sudden, her husband lost his job and he doesn’t have the money to give them the comfort they’re used to. And when they need to stay with their husband, they’re getting mad and frustrating. They’re lashing out, which isn’t gonna help the husband. But it can be reversed, the wife is supporting the family and lost her job and her husband’s lifestyle is changing and sometimes these people go through situations and end up in divorce only to look back 5 years later and go “Oh my God! Why didn’t we do that? Why didn’t we stick by one another?” So we bring it up cause home is really where the heart is. Lots of people wanna run away and go to other places cause they think that’s what paradise is and many times it’s in your backyard. You and I, we’re in real-estate and the self-help and I thought with this show, I just wanted to banner back and front and tie it all together, you know, with real-estate and spiritual. So that we will, for any listeners out there, we’ve been doing some different things on our show and we’re gonna start having a lot more speakers on this show, we’re gonna start getting interactive with some things. We’d love for you to come in, we’re gonna be doing. So within the next 30 days and this right now is June 13th 2012. So you’re gonna see a lot of changes in the coming months because we’re just gonna start taking it full speed to where we believe – Randy and I have talked about over so many years – where we need to go with it. But the home is where the heart is, when you’re first starting out it doesn’t mean – you may be starting out in buying something smaller and deciding to do x, y z and then deciding you don’t want to by anything larger than what you’re in. You know, you may have grandchildren and have been in one area forever and all of a sudden your kids have moved out of state because of jobs. And they’re having babies and you realize “Oh my God! I wanna be near where the grandchildren are.” So you’re gonna relocate. Maybe you’re gonna relocate in an area that costs 10 times as much as where you are now or it could be less. But I’m just giving an example. If you relocate and you end up in a 2 bedroom, 1.000 square foot place and you’ve been in a 4.000 square place for 30 years, what’s more important? Is it more important to be near your grandchildren, home is where the heart is or is it just the 4.000 square foot place that’s just empty space and you’re by yourself? So I’m just bringing these things up because we always get into these areas where nobody wants to talk about it I think. That’s what I find. Or somebody is gonna say it’s too elementary to talk about that or talk about this or that. So that’s where we are now. And how is Monica doing? Did you guys come together or separately?

Randy: We – no. We came together and she’s doing well. She – come over here! She’s here right now.

Nathalie: Hey, Monica!

Monica: Hey, Nathalie! How are you doing?

Nathalie: You are just amazing! I’ve got to tell you you’re one of those women that needs to get one of those women of the year award. You’re amazing, you really are. You’re just amazing. Don’t you agree, Randy? She’s the woman of the year.

Randy: Woman of the decade or millennium.

Nathalie: Yeah, exactly!

Randy: She’s – we were talking about moving and I was thinking about this and we were talking about the topic today and our first – how many years of marriage?

Monica: Our first 10 years of marriage we went 23 times.

Nathalie: No way! 23 times?

Monica: Yes.

Randy: First ten years of marriage. I was a youth pastor at a church and that’s part of the story we told in the book that we’ve written about the healing of our marriage, but I was running and whenever I would get close to somebody who would challenge me to any area of growth in my life, I’d take off and move on. And even after we had kids, we moved for the first 20-30 times.

Nathalie: Oh my goodness! Really? That’s amazing! Monica, how did you do that?

Monica: You know, I don’t even know how I did that. Only by the grace of God, I – I didn’t enjoy or like it, but I knew that home was with Randy and my family.

Nathalie: Makes sense.

Randy: We kind of planted our flag in Chico and we lived there for 12 years and managed a radio station about a house and raised our kids. So we did settle down and in that time we did get intense marriage and personal counseling which really helped as not having a happy feet [inaudible] or ready to move on. So yeah, of course 4 years Central California and back here in Maui now. And with the kids gone, it’s a little easier to be a little more mobile and I think – and I guess you ran into this, Nathalie with empty nest [inaudible] who lives maybe half the time in Hawaii and half the times somewhere.

Nathalie: We run into the empty nest and as people get older and older and living longer, and then they have to like sell those homes that they’ve been in forever and these retirement communities can be devastating at that time because who wants to do that? When you think about it, who wants to do that? But when people make the transition, just step by step. And it’s really about different life changes and life times. What’s the name of your book?

Randy: [inaudible] the healing of our marriage is.

Nathalie: Healed hearts –

Randy: Healed hearts, broken parts, new smarts.

Nathalie: Wow!

Randy: It’s available at our website at our website, randyandmonica.com actually.

Nathalie: Oh I love that!

Randy: I think that just sums up our stories. We all have broken parts, some of us deeply broken and wounded and you know, the key to moving on in life and being all we can be is allowing God into those broken places and heal them. So broken parts, healed hearts and then new starts.

Nathalie: You know – go ahead.

Randy: I was just gonna say one of my favorite verse is, I can’t even remember the quote – his mercy’s are new every morning and we get a divine do-over every day. And that’s a very cool thing.

Nathalie: Wow! You know, we’re about to take a break in about two minutes. But I wanted to ask you something and Monica some questions, if it’s ok with you.

Monica: I’d love to.

Nathalie: Cause you get the award not of the year but like the quarter century. You get a really big one! I have some questions because Randy, you know how you and I have kind of similar backgrounds when we were little and we see a lot of people walking around wounded when they’re adult and everything looks great. I just wonder if sometimes it really takes somebody that strong as Monica to understand that. Cause many people are just more self-centered and if things are not perfect, they’ll just walk away.

Randy: Absolutely!

Nathalie: And I’d love to touch on that when we come back because I think that home is where the heart is really crucial and that’s what gives people the strength that they need to do what they need to do and love life and not always focus on their surroundings and sweating the small stuff.

Randy: Absolutely! You hit it on the head! We could not have, I couldn’t be where I’m at personally today was it not for her being so selfless and committed when everybody said I’m hopeless, she stuck with me.

Nathalie: But she must have known or seen something, right Monica? That’s what I’d love to know cause like a lot of people wouldn’t see it or care and that’s really important.

Monica: I saw all the potential and I just saw what I wanted to come out but it took a long time and healing before we get to where we are now.

Nathalie: Wow! It’s amazing!

Randy: We’ll take a break?

Nathalie: Yeah and we can come back to that and be great. Awesome!

Randy: And we are back again! It is sometimes as simple as that and sliced bread. I love that! Good morning, afternoon or evening, wherever and whenever you’re listening! REALTY UNIVERSAL, Inc. Radio is the name of the show and Nathalie Mulinix is with me. My name is Randy Zachary and I’m hanging out with my wife, Monica. And the number to call by the way if you’re listening live is 347 945 5428. Really the topic today is home is where your heart is. And of course in real-estate, Nathalie often encounters families – not often but all of the time, in transition one way or another. It could be that they’re moving away locally and it’s not so traumatic or it could be they’re moving from across the country and the whole new world to the family, to the kids and all of that and so home is where the heart is and that’s the thing. We do get kind of connected to neighborhoods and buildings and those kinds of things but it really is where the heart is where the family is and I know Nathalie, you wanted to continue your conversation with Monica a little bit.

Nathalie: Yes. Monica, you’re a saint! I’ll tell you. When – home is where the heart is, we – being in the industry for 27 years, I see a lot of situations where people are downsizing and upsizing or relocating. They have grandchildren, maybe they’re moving to assisted living, they have a military family and the military family are usually moving for the next 20 years, etc. There’s so many situations and sometimes change – I shouldn’t say sometimes. Change is very difficult for humans. And when you’re not used to it and when it comes, instead of somebody realizing that is where the heart is, what are we doing, it’s for the better, people can be negative and upset about it and not grasp the finer things to look at in life and sometimes you have situations that could have ended up badly when they could have ended in a good situation. I – with me saying that, there are times when people are going through serious domestic violence and dangerous situations where they need to run. Not just stay there, but just stay there or go to counseling or support groups. To learn how to deal with it. But in the normal – Randy and I talked about that last week. What’s normal, right? Because everyone has different levels of what’s important to them. But in the day to day things, most people find that life’s pretty good. But if we look at it in a bad way, it can be pretty bad. So you have been amazing where you guys are both – I respect you both so much, you both are so amazing, we’ve known each other for a while and I just wanted to ask you when you went through the transitions with Randy moving, I didn’t know it was 23 times in 10 years. And how did you know, this is the man you love forever, home is where the heart is. You were just centered and focus. I mean how did you not just fall apart and say “I don’t know what to do! I can’t do this anymore.”

Monica: There were times where I did fall apart, you know? But I just had to find that strength within and say “I gotta do this.” I mean I grew up in one home from the time that I was 2 years old I my parents bought their home and I did not leave there until I got married. But the moving around thing was definitely something new to me. I just didn’t think people really did that but here we did. It just brought a really formed character in me. I had strength I didn’t know that I had. There was a lot of strength the Lord has shown me that he was building in me to be who I am today and it continued. I mean your growing doesn’t stop. So there was a purpose for all of that and God used it.

Nathalie: At that time, were you going to church constantly, were you into the Bible? I mean as far as God – or did you feel God in your spirit?

Monica: You know what? We definitely were church attenders. We were youth pastors so we were going to church. And a lot of the times I would work at the church that we were at. So we were very heavily involved in church and that was probably a really good thing with me that gave me a great connection with friends, it just gave me a sense of community when we would move somewhere and I didn’t know anybody. So that was just a huge help and just really started me on the process of really now trying to teach women that they need other women in their life for whatever they’re going through. Whether it’s a family thing or moving transition, whatever it is there have to be people speak into your life, help you, laugh with you, pray with you, all of those things, because you can’t really do it all on your own.

Nathalie: So we kind of need to learn to have support groups, right? Because you always hear sometimes when women maybe – I don’t want to just say women and man but say a woman gets with her husband and all of a sudden she forgets everything else. She’s just so focused on her husband and family and forgets her support group. So you’re saying we need support groups no matter what’s going on in their lives.

Monica: Absolutely! I’m a huge advocate of small groups, home groups, and support groups, whatever group fits your need, go find it because it will be life-changing for you!

Nathalie: That’s amazing! I love how you say that, because you always hear over the years they say “It takes a community to raise a child.” And lots of times we don’t think about that so we have parents, mother or just father. Many single families. I mean I got divorced when my son was very little. The first time he left was when he was six months old, went back to when he was 3 and a half and got completely divorced by the time he was 6. And so I would hear constantly, it takes the community to raise a child and it sounds like that’s what you’re saying is we need our community, our support groups so that we can handle what we’re going through because so many of us tend to isolate and try to deal with everything ourselves which isn’t good. So it gives us a more healthy perspective to – and it’s interesting you say you stayed in one house all your life. I was an army brat, I was born in France and we moved – well my mom’s French but we moved many times and then my parents divorced when I was 11 in Hawaii and I still moved and was on my own at a young age and I had my son very young and there was something in the back of my head. I didn’t learn it, I don’t know if it’s instinctive or what, but there was something in the back of my head that said “No, I want to raise my son in one area for his own good.” And I did, I stayed in one area until he was 21 and I moved back to Hawaii and he followed me. And I have to say my son is extremely well-rounded, confident and comfortable in a lot of areas where I wasn’t so comfortable growing up, you know? So I just wonder how that – it’s interesting. But I wasn’t taught that. You know how some things come instinctively and you just do it and see? Were your parents a good support system when you were having issues too or did you rely mainly on the women at church?

Monica: You know what? My parents were a huge support system but really the problem was that they lived almost 4 hours away and so they helped as much as they could and yet that because they weren’t close, that’s where I learned that I have this inner strength that I didn’t know that I had, to be a single mom and work full time and to have to do it all. I didn’t realize that I could do it and that I was stronger than what I was. And that was my first experience with a support group of women that just loved on me and we supported each other and I’ve learned what it was really like to be vulnerable with another human being. I was not [inaudible] or in the church world growing up. I learned about it on the go. It was life-changing for me.

Nathalie: You could have gone another way. You could have said “I love God and I feel like I can handle this now, Randy. Goodbye, Randy!” You could have said that “I’m strong, I can go my own way, I can handle it all. Goodbye!” So what gave you that inner strength and wisdom to know “Wait a minute! God said this is where I’m supposed to be.”

Monica: You know, everyone in my life at that point told me “Get the divorce papers ready!” And there was just something in me that I just said “I’m not ready to do this. I wanna know that I have tried absolutely everything before I quit.” I wanted to make sure that all my business was taken care of with Randy because I didn’t want any but’s, if’s, woulda, shoulda, coulda come up later and he was the father of my children and I wanted to do everything possible to make sure we could make this work or not. And so I often held out and it was just that little voice in me that just said “Hold on! Because just around the corner, good things are coming.” And I know that’s what motivated me.

Nathalie: That’s fantastic!

Monica: I got a great man!

Nathalie: You knew he loved you and you loved him. You knew it, could feel it and God was speaking to you. That’s amazing! No, because so many people are so caught up in this minutia, that they’re not even looking at the deep part of it. They’re just reacting.

Monica: That’s where the support group comes in, [inaudible] I couldn’t see it for the things in my face. I was always pointing the finger at Randy and saying “Why isn’t he? Why didn’t he?” and they helped me be able to see the bigger picture, because I was in so much pain. When you’re in pain, you just can’t see beyond your nose. And that really is what good friends are for and that’s for them to help you get through whatever it is that you’re going through right now.

Nathalie: Wow! That’s amazing! Cause you hear so many good stories, horror stories and it’s just amazing that you were so strong to do what you did. I’ve heard of people gone through certain situations where you just wanna say “Hey, hang in there a little while!” but they don’t wanna hang in there anymore but it’s because they just get exhausted but they need to hang in there, unless of course there’s abuse and things like that. But it’s amazing! It’s funny though, without God I just don’t know how we’d all make it. I would have never been able to make it without God all these years.

Monica: Me neither. I don’t know how people do it. So –

Nathalie: God! You’re amazing! And I bet right now you and Randy are helping so many couples with the marriage counseling and the ministry. It’s just amazing.

Randy: People talk when we say, when we come here, we come for the marriage ministry. People are like yeah, any excuse to go to Maui. But if you Google Marriage Ministry Hawaii, there is nothing.

Nathalie: Really? You’re kidding me.

Randy: There’s nothing in the state that’s an ongoing marriage – individual churches have their marriage ministries but in terms of any kind of coop or state wide thing – and literally while we’re sitting here, just before we went on the show today, Monica got a text from a gal who wants to meet with us today. And I was sitting yesterday at Starbucks and this guy sits down and it’s a guy that we met two years ago and we counseled him and his wife. And he just sits down [inaudible]. I’m just saying once you get intentional and you go down the path that God has for you, it just explodes.

Nathalie: You know, in Honolulu there’s a huge domestic violence center. And I bet they would love for you to do your sessions there. It’s huge on Oahu!

Randy: We’re actually hooking up with the people at Salem Radio in Honolulu and yes. We’d love to get things going on Oahu for sure.

Nathalie: You know it’s funny cause when we go with home is where your heart is, there are so many different places people are at – and I was mentioning things earlier about the going back and forth in Maryland and I went back and forth and sold it in about 1990 and if you told me 10 years ago I would go back into that, even temporarily, I would have said “You have got to be kidding! It’s a rental unit! I’m not gonna go back there!” And actually it’s perfect for what I need to do when I’m in Maryland. So it’s – and people said “You don’t live there, do you?” And I’m like what? Excuse me? And it’s funny because when you finally realize God has a mission for us, the same you were talking about people who were doing missionary work, taken their family in another country for 6 months, which I’m sure the living conditions are not like the – I won’t even say Hilton, I’m not gonna go to 4 star or 5 start hotels. But they’re definitely conditions that have nothing to do – they’re survival conditions. Really it just makes a big difference. We start to realize how humble we are and what’s really important in life. And it’s funny how the most important things in our life don’t cost money. Isn’t that weird? The – it’s just – but gosh, Monica, you’re amazing! And the tools that you’ve learned. Cause I grew up in a different situation and always had to be the leader and miss independent and where in my 20’s and 30’s I would have rather be in a board room full of men than women because I found that a lot of the times the women were complaining about this or that. I didn’t – I wasn’t in the right situations so the men would be lighter hearted and it would be easier to conduct business, right? So I didn’t find, even though I had a few women that I was close with, I didn’t find the support in the women as I found now that I’m older. Now I’m 50 and my closest friends are women that I’ve known for 20 or 30 years. We kind of – we always stayed in touch and you realize those are your support people. But back when I was younger, I didn’t find that a lot in the business world so it’s interesting, it’s really about loving and trusting God and getting in there and looking at the picture, it’s almost like looking at the finish line, instead of reacting to everything that comes up every day. When you look at a lot of the bad situations that happen in our world, lots of times the people are reacting, they’re not looking at the big picture. I get upset when I see the politicians accept things they shouldn’t accept and they’re not looking at how it will affect their children and grandchildren and community. And I don’t mean all politicians. That’s a very tough – I wouldn’t want to be a politician. That’s a tough place to be and a lot of hard work and there’s many good politicians but I think it’s really interesting. My hat’s off to you because it takes a lot of strength to be able to see that because it’s so easy to go “Forget it! I don’t wanna do this!” It’s very hard.

Randy: Yeah. And by the way, she stepped away from it but she absolutely was in that place where for a while she didn’t know. There was that period of time where she – yeah. Like I said, she filed for divorce.

Nathalie: That was what? After 10 years?

Randy: Yeah, 10 years. She filed and I remember the day she filed. I was working in the gym, I lost a lot of weight but I was Joe Cool and was in the middle of a workout in the gym and this person comes up and asks me if I was Randy Zachary. I said yeah and she said here, you’ve been served. And it was divorce papers. And you’re right when you said earlier that the things that matter have nothing to do with money. I just remember everyone started patting me on the back and all these guys are –

Nathalie: That’s just a common thing that guys do. They don’t mean it – they’re saying it out of their mouths but they don’t mean it in their hearts.

Randy: Yeah and I played along and of course I went in the car and cried for 2 hours because I realized my life without her would be – she was the best thing that ever happened to me and you know. But you’re right about the things that don’t matter. When you said earlier about how the things that matter aren’t about costing or – and it’s true. I think in my experience, and this is kind of a weird take on God but it kind of makes sense, God loves us so much and it isn’t like he’s a mean, angry, God. It’s that he loves us so much that he’ll take away everything that is meaningful to us so that we know that he is the only thing that really matters. So I’ve seen that through. When God – we were in that place where he took away our house –

Nathalie: But why do you think he took it away? You really think it was God?

Randy: I have come to kind of believe that he does love us so much that he’ll take away whatever we think is more important than him. Whatever –

Nathalie: Oh if we think something is more important. Like if we idolize something and we think it’s more important. Yeah, that makes sense.

Randy: That big house or job or whatever it is that’s above him on the importance scale, he loves us so much that he’ll take it away and he seems like a cruel God, but when you think about that – and we have and experienced it, where we were in those deep, dark places, we found him to be more real than we ever did in the good times.

Nathalie: You know it’s funny cause with my brother dying, I felt so guilty and I’m going to counseling about it because I didn’t do – I know I was a great sister and we loved each other so much and we’ll love each other forever, through eternity. But I still felt guilty like I could have done something or whatever. It’s funny you said that because my brother loved God but he was so entangled with a girl who wasn’t like Monica. She was very – it was bad news situation. And it’s weird because it was so weird because he loved God, he gave me a picture of Jesus, it’s frames in a skull frame. It’s beautiful. Jesus on Christmas. He died January 15th and he gave it to me Christmas 2011 and I’m like “He knew but he didn’t know.” You know how we get the grasp on it? And I think that male ego, like you said, you were in the gym and you got your divorce papers and the guys go and use the b word and then you go in the car and cry for two hours, cause you don’t want that, right? The guys get so macho that their ego’s mean so much. My brother, I talked to him 4 hours before he died and he was fine. And something so bad happened the last hour and a half and then the male ego, the girl was cheating with another guy, the other guy’s being a jerk and the other guy’s like gross and she’s gross and you’re my brother’s dad and I’m going “Oh my God, what?” Like women might not think about it in that way, I’m not saying every woman, cause lots of women would maybe react to but you might look at it more like – now that I’m 50 and if a guy did that, I’d be like “Oh my gosh, I’m glad I found out now! Good riddance!” But when I was married and young, I was upset. But I’m just bringing it up and my brother’s dead because of the fricking ego? You know what I mean? And other things happened that day. And it’s just really amazing the peace that you found with God, the serenity, the stability and one thing that I love about the Bible and God – and you are I are Christians, but we’re not telling people they shouldn’t be other religions but we’re not like that. We’re never gonna tell anybody it’s our way or the highway. People need to be where they are. But the thing about God is God doesn’t change, react or slip out. He’s the same every single time. And it’s very painful, like I’m going through so much pain and then I realized I believe in God so much, if I love him so much how do I want to quit everything, because my brother died, because I’m not accepting that he died? And then I realize I have to accept this because it’s part of life too, even though the way it happened was really bad and that will come up eventually. But no, I see what you’re saying. And Monica’s just been wonderful with you and it’s just amazing how we’re blessed with God still looking after us, right through the struggle and the pain. I don’t think God, I mean look at Job and different people throughout the Bible who started giving sacrifices and God said he doesn’t want sacrifices. That’s not his meaning. He just wants you to love him and honor him but I don’t think God’s a punishing God. And I think we have – the biggest thing you and I talk all the time is love and peace is so important in the world. But it’s interesting, we get on these topics, like oh my God! Like real-estate to me is a vehicle and I’ve done it for 27 years and we’ve got affiliates and programs and they’re wonderful. But when it comes down to the nitty gritty, we’re all humans and we have our own stuff that we’re going through every day. It’s interesting, but some of the things that happen – I was talking to the ministers and of course I was raised a catholic but I was talking to one of the ministers and I said “I just don’t understand how this happened to my brother.” He said “Nathalie, there’s a lot of things in the Bible that I don’t understand. But I trust God.” And he’s been doing this for 30 years. But Monica, you’re a saint, because I don’t think I’d be that good. I know it. I don’t mean it in a bad way, I’m just saying now that I’m older I could understand it better but you’re a saint because you understand things at a younger age in that perspective. Don’t you agree, Randy?

Randy: Yeah! I do.

Nathalie: No, really! Absolutely! Would you be able to do it if the tables were turned? No!

Randy: No, exactly! And I used to say that I’m all out of miracles but in Monica I’ve met my miracle quota. God can’t – I can’t get anymore. But you know, that’s not true because even as we stand here today on Maui getting ready putting a radio station on the air, getting ready to do what I love, who I love to do it with, with my beautiful wife beside me, I realize that the miracles continue in our lives. If we really believe that [inaudible].

Nathalie: Randy, you know what? He really does, but it’s really difficult! Because he totally does. But then you still are connected to other people that you love tremendously. And when they’re not as connected as you are and you have to go through some of their pain – you know what I mean? Like does it make sense? I can’t believe the miracles that God put in my life and the pain that I’m going through with my brother and then I feel guilty cause I knew better. Why didn’t I drag him out of that mess? But I did what I could do and so it’s funny cause we’re connected to other people who’re connected to God, but may not understand him at that point. We all grow at different points, right? So then you still take your pain along with their pain and you’re going “Ok, I gotta just trust you!” And you’re right, it’s really amazing.

Randy: It’s both blessing and pain. There’s gonna be both in this life. Jesus said “In this world, you will have trouble.” So it’s true. I think both of those verses they don’t contradict themselves. He will give us the desires of our heart, there will be blessings, joy and peace and there will be pain. And it’s both. Unfortunately it’s not bliss all the time. I think people read that and go “Oh it’s gonna be joy and bliss all the time.” No! There’s gonna be seasons of intense pain as you’re expressing right now and we’ve been through those, believe me and even since we’ve been married and our stuff, there are still seasons – and when we say season, they can be a week or two [inaudible] because they’re heartbroken and they’re disappointed. And we feel all those things because we love the people in our lives and we hurt with them. But the overall for me is the decision that do we really believe God loves us? And if that’s true –

Nathalie: And you love them for eternity? And this is just one piece of existence for our soul. We have to keep going and going. Yeah, you’re right. Hey, Randy, I know we only have about 4 or 5 minutes left, is there any way that you can link the missionary work where you can sign up and find out what is costs and all of that? Can you do that?

Randy: Absolutely!

Nathalie: I want it too personally, but I wanna give it to our listeners so that they can check into it too.

Randy: Yeah, the organization is Youth With a Mission. It’s called [inaudible] and it’s – you can Google it on Kona. There’s a huge website and they have a whole ministry and we can absolutely post that as well. Yeah, so that if folks want more information on that.

Nathalie: Is that org or com?

Randy: I’m not sure.

Nathalie: You can post it, ok!

Randy: And it’s a great organization. It’s young and old. If you’re in a place and you think “I’m done living my life for me, I want to help other people.” And more and more people are doing that, even my age.

Nathalie: You’re not old, Randy! You’re not old at all. You’re very young.

Randy: This was a great show! I love how we did it today and combining –

Nathalie: I love bantering back and forth and Monica, she’s truly an angel. She’s like a saint, she can be up there with Mother Theresa. Honest to God! People don’t realize what it takes to persevere through those types of times when it makes sense. Now it’s different if someone’s got a beater or the husband’s getting beaten and hit with bricks. There’s certain situations where you need to run out of them or go to counseling. First of all, everyone should go to counseling to get a perspective on what they’re doing. So we’re not trying to tell any of our listeners that if you’re in an abusive relationship, go be a saint and deal with it, right? But there are situations where somebody knows “Hey, my husband or wife, they do mean well and they are good!” This isn’t other issues. So I think that’s where the counseling and the 12 step programs and the awareness comes in and the support because when you isolate and you’re so alone, it’s really hard. So here we go, Randy! Home is where the heart is and we went back into our spiritual stuff and we disregarded the real-estate, but not really, because real-estate to us is a vehicle and that’s what it means. It puts us in touch with people. When it comes to real-estate, we know it like the back of our hand. I could do it with my eyes closed. My son used to say to me when he was 7 years old “Mommy, I heard you talking in your sleep and you were talking about real-estate. And I started asking you questions and you started answering the questions.” So I’m just saying. And we’re talking – my son is 33 now. So it’s not like we don’t know our expert field where we know them but this is about real life, right? Tie it all in. And that’s what we’re about. So anyhow, I’m gonna come out there soon. I’m making some decisions to come out pretty soon just based on what I need to do because I can’t just sit and isolate myself. And my brother, I love him so much and I’ve been so devastated about my brother and so upset and I know my brother would be very mad at me if he knew that I’d been isolated as much as I have so I gotta get back out there!

Randy: Yeah. The website by the way is realtyuniversal.com. For information. If you’ve been listening to Nathalie and you’re hearing her at this hour, I said it before. You don’t get to be the number 1 realtor in the state of Hawaii.

Nathalie: That doesn’t mean anything, but thanks!

Randy: Without loving, caring for people and that’s kinda what you’re all about. And obviously that’s kind of manifested itself in the real-estate and the success but really this show I think for us and you, I know taking that kind of, that next step and giving back to the world and helping other people.

Nathalie: And you two are prime examples. You’ve been doing it for years! And that’s what it’s all about. It really is.

Randy: We’ve got about 30 seconds, we’re about out of here! Nathalie?

Nathalie: Ok, well everybody, I wish you peace!