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, –

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 and and for Hawaii we have And that gives you more information too if you want to read up on the program. As always you can always go to 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 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 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., 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 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 And we are back again! The show on the website. Again, if you just tuned in and got some of the nuggets, Nathalie was sharing about the buyer rebate program. Again, check 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, 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 [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: baby!

Dave Ferguson: or 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 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! Dave from 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 Make it a great day!

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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, 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 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!

Should I sell my home now?

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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?

Randy: We are enjoying the sunshine in Central California. I think it’s gonna be about 90 degrees today. So it’s warm! How about you? What is the weather like over there?

Nathalie: I’m on the East Coast right now and the weather’s warm.

Randy : Oh warm!

Nathalie: Nice! Yeah, it’s pretty warm. It’s good, it’s not too hot – not yet. I’ll probably get him [inaudible] and we’ll probably get it more towards August.

Randy: Well here we go again! Another show! And life happens of course. And between this week and the shows –

Nathalie: Oh my goodness!

Randy : So much going on for both of us. I know that you’ve been working on some personal things with regards to your brother. That tragedy, we just had a situation at out radio station where one of the employees office managers grown daughter, 35-40 ish disappeared due to making poor life choices and in terms of guide.

Nathalie: It just happened? Like in the last couple –

Randy : Yeah, in the last couple of days. Well it’s kind of been an ongoing problem with her in terms of problems and whatnot. Some poor choices and some – she disappeared. She’d been gone for two weeks and they just found her yesterday and she was beaten into a coma and she was on life support, basically braindead.

Nathalie: Right now? She’s braindead? Oh my God, that’s horrible!

Randy : They’re just not sure, they don’t give her about a 5% chance to survive. So you can imagine like with you when something like that happens that’s so un-expecting. It’s devastating when you feel for people. If it’s a family member, that’s a whole another realm, but even people who care about the folks, if you have any kind of empathy you just realize that it’s so sad. It’s so tragic and I think we’ll talk about it in the second part a little bit, because I’ve been kind of processing some stuff as well. And you ask yourself in those situations, and I’ll just kind of tease it here a little bit here before we get into the real-estate. But we ask ourselves “Ok, I believe in God and if this kind of things happened, one of these two things is true. Either God is all powerful but he doesn’t care about me or he does care about me but he’s not really all powerful.”

Nathalie: I don’t agree with that! Go ahead, I didn’t mean to interrupt you! You know me. I’m miss Blunt here.

Randy : Well those two kind of human – that’s when you go to the human plane. You’re like “You tend to do that and you think about God and his love for you and you go “You know what though? I know he’s all powerful cause I look at the world and I see what he created and I see that he loves us because I look at the cross and you can’t demonstrate your love any stronger than what happened at the cross. What Christ and God did, giving his own son for us.”” So there’s a point where you come to a place and I saw these folks who lost someone talk on the TV the other day and this pastor and his wife and I thought about you. This guy got to a point where he said “I know that he loves me, I know that he’s all powerful and he could have avoided or stopped it, but for whatever reason this happened and now I’m left with trusting, although I may never know the why. But I’m left to trust him.” Pretty powerful. So we’re processing that –

Nathalie: I really like that we’re getting into this in the second half because I think it’s really important.

Randy: Absolutely!

Nathalie: Yeah and choices we make, God gives us free will and it’s really important to watch who we hang with or who we associate with. If people are doing drugs or the excessive drinking and getting into situations where there is violence, those are bad choices. And I feel bad for people who have addictions. Maybe it’s just not so easy for them to get out of it. But God gives us free will, [inaudible] why be a fool and shorten your life? Which means we got to make the right choices. Even when someone is gonna fly on that little plane, if the weather is bad maybe they shouldn’t fly it. You hear people constantly saying “No, it’s ok! We’re flying it!” and then they crash. So I think lots of times in a lot of things that happen that we can’t control. And that’s the other thing, we’re also controlling. I mean I’m used to running my life, doing this or that and then I couldn’t control my brother going. Why? It’s just gut wrenching but he actually has made some choices and was in a relationship. You know, some of the things happen because of the bad people around as well. So it’s so sad and gut wrenching. And I heard time and time “I hope they definitely let her take time in the coma.” The woman you’re talking about at the radio station. And let her take time. I’ve heard so many cases where the doctors say “Braindead! Pull the plug!” And I’m totally against it, because our bodies – nature gives us when our bodies go in a coma, nature has a way of shutting our body down. God made us walking miracles and that’s a healing process and there are so many cases where they say that and I don’t think they should pull the plug at all. They should give it time, so many months and even longer. I’ve seen too many times where they just do it in the first week and I think that’s crazy. I mean I know doctors are gonna say something like “Who are you to say this?” But I remember running in a woman a couple years ago, her daughter was in a bad accident in Texas and they said she should pull the plug and she said absolutely not! And her daughter went through six months in the coma, then she woke up and she’s totally fine now. I mean came back to a full recovery. But that’s just one example, because the body doesn’t go into a coma. There’s things that the body will do to shut down so I pray for them and that must be very difficult for them right now and – mom and dad are alive?

Randy : Yeah, they work at the radio station with us and we’re close to them. They were talking about that today on the radio. I was actually sharing about that and we got another email from somebody who was listening, talking about how they’re burying their brother today who lost his battle with drug addiction. It just seems like that quote by Plato “Be gentle with everybody you meet, cause everybody you meet is fighting a hard battle.”

Nathalie: Yeah, we don’t know what they’re going through and a lot of people are in pain. We’ll talk about that in the second half of the show. They’re saying constantly like the Suicide Hotline and other lines have gone up. Different places and centers are saying that they never had such an influx of people being depressed and issues. And I really believe it’s a sign of the times, economy, information is disseminated to us so quickly that there’s a lot of bad news out there, right? And I think the big thing that people need to realize is one day at a time, because it’s hard, it’s very hard. I know with my brother, I know my life’s changed forever. My son’s, my brothers, our lives will never be the same. We’ll get to them in a second. God bless them and we’ll pray for them and we’ll get more into it in the second half but it’s a reoccurring theme right now. It’s just on and on stuff.

Randy : Yeah we’ll get to that in a minute but right now, the first half of the show is always about real-estate and out phone number is 347 9455428 and you can give us a call. Of course you can email us. A quick way to get to me right now would be my personal email that I check Of course you can get through to us on the website at So those are all of our digits and I know.

Nathalie: is probably the best, that’s what we should give out on the show.

Randy: All right, what are we talking about, Nathalie?

Nathalie: Ok, so we sent it to keep your home or not?

Randy : Yes. That’s what you’re talking about? Ok.

Nathalie: Ok. Right now a lot of people are going through decision making, whether to keep their home, not keep their home – people are behind with their payment, losing their jobs, thinking about foreclosure or short selling. It’s really important – and some people may be trying to make a decision whether to keep the home or not. They’re planning moving out of the area. Do you want to keep it or rent it? So the first half of our show today is to keep your home or not. If you’re in a situation and you’re behind payments and you’re facing foreclosure, definitely do not just hide under the covers, go under the quick sand and just say “I can’t deal with this. I’m gonna let it go.” And then just stop making the payments and waiting for the inevitable. Some people that have been waiting for the inevitable have been able to stay in their house for 3 to 6 months – I’ve heard some staying up to 2 to 3 years after they stopped making payments depending on the type of loan that you have. So you don’t know how long you’ll be in there. You should know once you know the type of loan you got and get it reviewed. But it’s just so important to be proactive now. I know when you’re going through a tough time it’s very easy to not want to take the bull by the horns, just push it away. And it’s really important to look at your options.

So there’s a couple of scenarios here. Just when we try to be positive on this show but we try to look at all situations. So maybe you’re deciding you want to want to keep your home or not and want to refinance your home but you’re not making the same as before or you have bad credit but you made your payment, it’s always important to call your lenders and see what they’re offering because a lot of the lenders are still offering – if you have a first mortgage, they’ll actually do a streamline refinance, which means they aren’t going to go into all of your qualifications. Which means that if you had a good situation with them they will re-finance your house. So it’s not gonna be based on your income and qualifications where many people love the no asset loans that we’ve had for years and of course most of that has gone away from 2008 or 2009. Those loans that were put in place years ago they really did work for people who were self-employed, had good credit, had the cash to pay the loans, had the money for the down payments, 20%+ and they worked. What started happening after 2000, it became a breeze to get a loan and you began hearing all the horror stories everybody has heard it that they were giving out loans that they shouldn’t have. They gave $700,000 to someone making 30,000 a year which is ridiculous. But the no asset verification process that started out years ago really was a fantastic for people to access finances that didn’t abuse it, who did have the means to make the payments. Unfortunately because the abuse happened during 2000 and 2006 many of those loans are not available anymore. But the reason I point out, call your lender because if your lender holds your loan right now and you have a first mortgage, you may still be able to do that on your first mortgage. So I mention these things because so many people assume in our world, we all do it. We do it constantly and you don’t know unless you ask the questions. So I’m just saying to pick up the phone and see what your alternatives are before you just assume that you can’t do it, even if you’re not in a financial position to do it. The rates, I don’t know what rates you would have taken your first mortgage at, but the rates have gone solo right now, but maybe worth refinance it? You have to see how long you’re gonna stay in your home, how much money it’s gonna save you. For example if you only owe 8 years left on your loan and right down you’re paying really hard out of principle, it may not make sense for you to refinance it and go into a 15 or 30 years loan. But you have to call, don’t just assume! That’s the biggest mistake I see people doing today. When everything, no matter what situation you’re in, you gotta do your homework. Don’t trust other people to do the work for you. So very important to call and see what they’re offering. Now if you’re in a position with – that you are behind on payments, Bank of America, they just started a program, they test piloted it. I don’t know how many loans they did but it was quite a few. They tested it in Florida and they were offering between 25 to 30.000 if the sellers are willing to sell in a short sell position. So – and I believe that other lenders are following suite. Now you may wonder “Why would a bank be willing to pay me that much to sell my house under a short sale? Depending on the criteria.” Well the reason is if you are definitely gonna end up with walking away from your house, then you’re gonna foreclose. Typically and historically it makes sense – the banks are gonna get a lot less money on a foreclosure then they would on a short sale. So it’s to their best interest to try and work with you as well. Now Bank of America is also just starting. Under lawsuits there was a 25 billion dollar settlement agreement. Can you imagine? That’s a lot of money! There’s a principle reduction program that they’ve started offering. And apparently it’s gonna be, people can possibly forgive the portion of their principle balance, up to 150.000 each, which is quite a lot of money. Of course it’s gonna be based on how much lower your property is worth. So if you owe 400,000 and it’s only worth 200,000, that would be great to have the rest knocked off and then owe 250,000 instead of 400,000. So that’s something you can definitely contact them about. They’re gonna go like a loan modification type of thing. There’s gonna be – each program is going to have guidelines. So again, don’t assume. Because one program might say you have to be 60 days behind on your mortgage, one might say you have to be current. So I would advise you to dig into this and get the information. If you call the numbers and somebody tells you you don’t have the qualifications, don’t take the face value but “Could you please email me? Do you have any information on the program? Could you mail it to me?” Read up on it and do your homework! Don’t just think this is the way it should be because others say that. I cannot tell you how many times in my life in everything if I didn’t ask that other question and I didn’t check it out or I didn’t do extra research that things would work at all. And with Bank of America you can call as many numbers as you’d like to get new information on getting money back if your short sale is 877 459 3852. And that’s pretty cool. And I know people hear horror stories about how they granted loans without any qualifications and they were tied up for a year only to be denied. Under loan modifications they usually do after they approve it, they want to see you make three payments and then they’re gonna put you in the loan mod. A lot of people have been very worried with that because many people got his with situations a couple of years ago where after they did it and made three payments, they got a nice letter saying “Sorry, you’re not qualified!” A lot of that was because weren’t prepared and they didn’t have their systems in place. It was really a huge mess. And just like anything I think when you first start doing anything and putting new systems in place, it’s not – you have to get the bugs out of the system. So I would still try to find what we’re doing and check it out and everything, document who you’re talking to.

But today we’re talking about whether to keep your home or not keep it and me you know how I am, Randy. We always talk about the business side and making sense and dot your eyes and cross your fingers. And then there’s the emotional side, “why are you doing this? Do we really want to keep our home? What’s gonna be best for us?” So look at the whole scenario but you’re gonna have to have faith too. So there’s a lot of different programs out there right now and somebody may be on the call with perfect credit, they don’t have any issue, they make plenty of money right now and they still are looking at refinancing and you wanna crunch the numbers to see if that’s the way to go. So we are gonna take a quick break and we’ll be back in about 2 minutes, Randy?

Randy : Yeah, actually let’s take a 2 minute break. Hang on, everybody!

Randy: And we are back to REALTY UNIVERSAL, Inc. Radio! Good morning, good afternoon, good evening! Wherever you are in the world. Again, every Wednesday at high noon, we are here. Randy Zachary and Nathalie Mullinix. Our number again is 347 945 5428 and we’re talking in this first hour of our show as it is custom, talking about real-estate issues. In the second half we talk about life and God and those spiritual matters, self-discovery but we’ll talk more about that in a few. This first half hour, Nathalie has been talking about whether or not to keep or sell your home. And man, this half hour has flown by because just so many helpful tidbits. And I know you said something that really struck a chord because I am – Monica and I have gone through some difficult times where we’ve fallen behind and had to struggle and called a mortgage company. And like you said, you can call a mortgage company and talk to six different people and get six different answers about what’s happening, what’s true and not true. I mean – cause unlike you, every time I talk to someone and I’m like “What is your name and badge number?” I wanted to know who I’m talking to because I’m getting different answers on how to proceed on certain things. And we did do a loan mod and you gotta fax over 35 documents and this and that and all these hoops to jump to. And then one person tells you “Oh you didn’t have to send all of that. You could have just…” That should be almost maddening!

Nathalie: Did you get approved for it though?

Randy: We did yeah, but this was some time ago. We did and we saved our home. We worked hard at saving our home but like everybody else, we went through some lean times and yet – so I would agree with what you said. You could get different stories from different people and it behooves you to do your homework. And with Google and Wikipedia it’s a whole lot easier to do your homework. You don’t have to go to a library, it’s right there on your computer. And just spend some time figuring out what’s going on and what options you have and that you know what you know. And I appreciate that and you talked about the short sale. And it does – and this was a whole another topic and by the way, the shows are archived on our page and if you scroll down, you can see our previous shows. One of the shows, I think even a couple of times we spent quite a bit of time talking about short sales and you made the statement last that a mortgage company makes more money from a short sale than a foreclosure because with the foreclosure they’re pretty much stuck with the property. And I’ve heard horror stories too about mortgage company being unavailable and not being able to communicate with them and we experienced a little bit of that but I did find that our mortgage company at the end of the day, did want to try and have us hang on to it for as long as we could. Because otherwise they’re stuck with that property, right? They want to see you have it.

Nathalie: But historically though, short sales [inaudible] if the house is maybe 200.000 and it should sell for that in a short sell but it’s gonna sell for only 150.000 in a foreclosure. So it is in the bank’s best interest to keep you in that loan or if they know you absolutely are not gonna stay into it, to get you to short sale it rather than foreclose. And that comes back from not burying your head in the sand too, because the bank doesn’t know that you have major issues. Of course, they know if you haven’t made payments, but they don’t now the whole story unless you communicate. So it’s really important but now, because a lot of these huge problems came around in 2008, they’re waiting things out. So there’s an awful lot of programs, one of which gives the seller a $3,000 cost of closing. They do need to apply for the loan mod and get turned down.

So there are some benefits. The second mortgage has to agree to a smaller amount. So if you have more than one mortgage – you don’t have to have more than one if you don’t want to but you may consider it because it’s easier to negotiate with the other ones. When you do a short sale, it’s very important. And that’s something that you may want to go ahead and turn over to a brokerage and make sure that whoever is going to negotiate has a lot of knowledge in handling short sales because there’s so much involved that’s not something you want to do yourself because there’s so much involved in negotiating and making sure the language is correct in the final paperwork otherwise you can think you short sold your property and get sued later for deficiency judgment. So there’s just a lot of things too look out and get the counseling, but do the digging and your own homework as well. You can find that in so many different things. I cannot tell you how many situations have happened to that effect. So again, as Randy said earlier the calling number is 347 945 5428 and if you wanna email then it’s Maybe we should shorten that one day. I know. And you’re getting ready to go to Maui soon, huh?

Randy: Yes, June 4th we’ll be heading over and part of what I’m doing is radio consulting on different facets and I’m gonna be helping some guys get a radio station going in Maui. I’m looking forward to get back there. We have a lot of friends there and just not sure how long we’ll be there, but looking forward to it.

Just before we dive into the second half, I saw something and I thought it does tie in with what we were talking about in the first part of our program which is obviously real-estate but also if you are in any kind of sales or business or entrepreneurial role, I just wanna share – it’s three points but there’s some really good stuff. There’s a guy and I’ve referenced him before, his name is Michael Hyatt, he’s the CEO of Thomas Nelson Publishers. I follow him on Twitter, he sends out a daily tweet that’s always helpful and this one today, just three points but it’s really good. “Three characteristics of a new marketing.” And he talks about what the old school marketing was about and what he referenced as interruption marketing. Basically these guys that come on like car dealers on commercials and they feel like they can bludgeon us just by yelling about what they’re trying to sell. And it’s about the old marketing and he’s talking about the new kind of marketing. And he talked about this restaurant they went to near where he lives. The Southern, in downtown Nashville. They went there Thursday and he just noticed it was built on relationship. The reason he could tell people what their relationship was or interacting with the staff and he just talked about how the new marketing starts with authenticity. In other words, it’s about relationships and connecting with people. And he talked about how when he was at the restaurant, the owner came and greeted them and everybody feels like they know him and it’s also fueled by generosity. And they were talking about the generous portions that they give. So in your field of sales or marketing or business, how can you give back? And this ties right in with what we’ll talk about in the second half, which is giving back and being generous. The motivation even in your business should be fueled by integrity. So in the second part we’ll talk about generosity and then the third one is that it incorporates storytelling and again, everybody has a story and I think you and I, Nathalie, that’s one area where we both share a passion and agreement about it is that we all have our stories and really we need each other when we share our stories but the new marketing again is really true. I’m finding it to be true in the radio realm that some of the old ways of doing things just don’t work anymore, but it’s about building relationships about generosity. How are you perceived as giving back by other people and then story telling. Kind of be vulnerable, letting people know who you really are and I think our show if anything else, absolutely number 3 it’s a big part of what we do.

Nathalie: Yeah it’s very important. I’ve been in the business for over 26 years, constantly having repeat business and I think it’s due to the relationships that were built and people connecting with you and knowing that you care. It makes a big difference. But they know and they come back again because they know they’re gonna be taken care of and that we care and I agree. I have relationships that have been going on for years and years but one of the things that’s changed now is everybody met face to face. And there’s so much virtual work being done right now and it takes longer to build the relationships because you’re doing it over the internet and emails. We’re not sitting down and getting to know them as quickly. So I think that brings the relationships more than ever to the forefront. Then people didn’t realize it, I think they took it for granted “This is the person I use for this because he lives near me and this one is in my community and so on.” You build this network and I think now, because people are often times in different parts of the world, I have a lot of clients that I’ve never met face to face but we’ve done business over the years and you wonder “How did you do that?” Well we do, but it takes that extra initiative so I agree with you. I think those are really three great points that you’re thinking up. We’re kind of – just a quick tidbit back on the first half is to get in and call and if your mortgage company isn’t [inaudible] call them anyhow to find out what they’re offering. Most of all, follow suite with the other lenders. And really important to make sure if the pressure is on, you can do it! And whatever is gonna happen, is gonna work out. You have your health and your sanity and it’s much more important than the other parts and then there’s always a way to work out your home or sometimes, the best decision is to go and move or maybe not. It just depends. You have to look at your whole plan. So it’s very doable.

Randy : Cool! Again, those are tidbits on whether or not to keep your home or sell it. And again, this show will be archived. If you’re just tuning in, obviously you can check. Typically at the end of each show, takes about an hour to upload but you’ll be able to check it out online. We’re growing weekly in our archived listenership and people checking out the show and we’re excited about that. Again, is the website and you can find out a whole lot more about Nathalie Mullinix, REALTY UNIVERSAL, Inc., about what she’s about philosophically but just – that website is so full of just really great material. And you could spend a lot of time. Who needs Google or Wikipedia? You can go there and find out all you need to know.

So as we transition into the second half, I thought about you a lot and we kind of referenced you at the top of the show, but I noticed you’ve been journeying through some of your personal tragedy with your brother, losing your brother tragically. And recently a couple of other situations that I’ve been aware of in the media and locally and then even more recently like the last couple of days, we’ve had someone at our radio station lose – not lose yet but their daughter who’s 35 to 40 years old, in that range be beaten literally almost to death. She’s in a coma and her brain is shutting down. It’s just tragic and again, we’re told in the Bible that “If any sick among you pray and ask God to heal.” So we’re absolutely told to do that. The challenge comes when that doesn’t happen and I know people struggle with that. And as a former pastor, I would obviously always end up with those questions being asked “Why did God take my daughter? Why didn’t God heal my daughter?” And obviously, none of us know that answer. God does. But the idea of tragedy and dealing with it it’s just – there’s another verse that talks about God “Taking what was meant for evil and using it for good.” Their stories were present in the Bible as Job being the most well-known where literally the devil went to God and said “Job, yeah. You say he’s a servant and he loves you but let me take away his family and house. Let me just strip him of everything, his blessings and we’ll see how much he loves you.” And as the story goes and through all the chapters, he loses everything and at the end he’s sitting down and he’s physically sick and his wife comes up and says “Why don’t you just curse God and die?” And he was tested and was able to say “You know what? Though he slayed me, I will love him.” And to get to that point where no matter what’s going on – and it’s so easy to say when we’re not in the middle of something – I gotta tell you Nathalie, the other thing why I was thinking of you this week was it was Mother’s Day and on a couple of levels I was thinking about you and praying for you. And I have a blog that I kind of did an entry the night before Mother’s Day cause I was just reminiscing on why Mother’s Day is difficult for me. It’s my tragedy. I mean I lost my mom when I was nine years old to lupus and the question comes up and we have talked about this. Does the pain ever go away? I guess I can say it does, it goes away in terms of you being so there, so throbbing, it diminishes the actual pain, the effect of losing somebody in that way I think it’s kind of always the hardest part. For me, losing my mom – I still on Mother’s Day and holidays, to this day and I’m 55’ish I still really fight through kind of this emotional stuff cause I miss her. So it’s been a struggle with me even through my adult life. So either we learn how to move through – and it’s awareness. Identifying what we’re feeling and talking about it. When you do that, you can begin to at least process feelings and I think that’s important because we get clogged up and we can’t process, and we don’t know how to turn and what to do. But if we can process feelings and turn them to God, I think it’s the way we say it – at least talk about it with somebody. It helps.

Nathalie: It’s really important to call family and friends, call support groups. Don’t isolate yourself! That’s the hardest thing and it’s very easy to want to isolate because after a while, you feel like calling so many friends – I know with my brother dying and the tragedy and fowl play around it. And that’s the hardest part and not having closure around it. And I found friends but when you’re calling them again with the same issues when you’re depressed, you start to feel like “Wow, wait a minute! These guy’s – I don’t wanna hear this over and over again.” And you have to really make sure that you don’t let that play in to feel isolated. It’s important to go to counselors, and some groups and if you have some friends that are not supportive you stop talking to them because what you really need for you is complete 100% support. You need people to listen to you, not make judgments not to tell you “Just get it over!” You really need to have people listening to you and you deserve that and if someone isn’t then you need to find someone else. Because a lot of people don’t know how to handle the grief that you’re going through and can’t respond to you and these people can very much be your friends and good friends but it gets difficult for them. And if you need anything it’s good to make more phone calls and get through it.

I heard on the news that one woman killed her four children in Florida and I don’t see what’s going on in her life. I haven’t seen in the news what would cause her to get so frantic to do something like that, which is so horrible. It’s so much better to let the children go someplace else and seek help and resolutions rather to take it upon yourself to do something like that. It’s such a tragedy, you know? And I guess if it’s any consolation for people to know that everyone goes through this stuff sometimes. We’re not immune to this stuff and prayer. And it’s like let go and let God, turn it over to God. We have all kinds of things that happened, we have a woman that’s just – I can’t even believe anyone would do something like this to anybody. And I had to really stay strong when I cried every day and my son took me out with my girlfriend on the reservoir every day for about three hours in a little thing. Yeah, they cooked dinner for me too. I’ll tell you, I’ve been grieving so badly and we’re out there and it’s so beautiful and we were feeding these geese and it’s funny cause these geese came up and we kept feeding them in the boat and my son started the motor and header under the bridge and the next thing you know – mind you it’s just totally beautiful everywhere. It’s just so surreal. The weather was perfect, it was warm but not too hot. And beautiful everywhere. The trees have been blooming, etc. And all of a sudden, these other geese starts flying through the air, coming towards us in the boat. I mean it was like it was gonna come – and it was big and fat when it was spread out but it was like he was coming and then he stopped and was trying not to hit the boat. Like he’s putting the brakes on. He said “Stop! Maybe he wants to talk to us.” It was so funny. And prior to this, after we left the two geese, they were making these funny, funny sounds and almost like they were telling their buddies “If you wanna get some food, you better come right now!” I kid you not! Because the other two were too close to get too close to the boat and they did and we were feeding them things. This one was not afraid at all. It was great! And so we fed that one. Some people don’t feed them but this was out in the reservoir so it’s ok where we were. But they came up and took it out of our hands and it turns out it was hysterical because they would say “You’re not gonna get away! I want that food!” And it was just so funny but I’m sitting and thinking “You know, I do have a beautiful life and son and God’s beautiful and the world is. I’ve got to start finding a way to accept this, accept my brother’s death and just move forward.”

Because another thing that happens when you’re going through grief and you’re so depressed and crying and everything, you’re not the most fun person to be around but it’s ok. I’m not saying you have to be. But it’s also easy to be short fused, quick and not really have the patience that you want because you don’t feel well you know? And I just – I saw that and I thought “What am I doing? I just felt like my life’s been over lately and I feel like – wait a minute! My brother wouldn’t want me to do that. Is this gonna be an easy process or does it mean it’s gonna take a lot of time? I’m never gonna forget him. My life will never be the same, but I gotta start living this beautiful life. God gave us this beautiful life to live and we have to trust that and then each one of us has our mission.” So it doesn’t mean – cause like I was talking to a minister and I said “Oh my God! This is so hard!” This was in Carolina, I knew him from years ago. And he said “You gotta get up, make a schedule, put your one foot in front of the other.” “Oh but it’s so hard!” “But it doesn’t mean it’s gonna be good every day. It doesn’t mean that but that’s ok. With time you’ll get that back, you know?” And that’s the part, those are the things that we have to remember, because we can’t control everything. We can’t! Cause then you go like “What if this should happen? What if I…” And with my brother, with the foul play and all the stuff that’s happened since then you don’t have closure. The police doesn’t go and arrest people when they don’t have a lot of witnesses. It’s – things aren’t always slam dunk and my brother made some bad decisions as well but I’m not gonna go into that. We gotta finish the other part of the show, but I’m just stressing these things, because you have to take care of yourself when you’re going through this and get support. And you deserve the support, so don’t ever – some people can’t support you, call someone else. Don’t be like “Oh my God! I don’t believe it!” Don’t feel worse because they may not know how to give the support. It’s – life can really throw us some surprises and I would have never expected what I was going through. Back to you Randy to what you were talking about.

Randy: Well another thing that struck a chord with me is the whole idea of being on that boat on the reservoir with your son and his girlfriend. And it’s a beautiful day and you’re feeling the love and you worry, you kind of were reconnected with gratitude. You were focused on the grief and on this terrible deal and it seems like for a few hours you were able to say “Oh yeah!” It sounds like you were realizing again what you had and focusing on what you’re grateful for. And I think I mentioned it a couple of weeks ago on our show here and I think I got it on one of Oprah’s journal. How easy it sounds to at the end of each day write down five things that you’re grateful for that day, things that have happened.

Nathalie: Absolutely!

Randy : I find myself doing it and looking for things at the end of the day. So now I’m expecting to be grateful and good things to happen and more good things seem to be happening because I’m focusing on what I’m thankful for, not what I don’t have, what’s painful or negative. Like you said, what’s good in our lives. And like you said, what’s good for me is something as simple as – I get hit with a moment like “Man I’m grateful for my wife!” If you know the story, I did everything I could to sabotage it and 31 years later my wife is still with me. Or I’m thankful for my kids – more and more I’m grateful for revelations in my life.

Nathalie: We do need to train our brains, it’s important to meditate, find peace. Sometimes you have to take thinks one day or one hour at a time, if it’s really bad. And even less than that, just chunk it into time. I noticed though the one command [inaudible] and you can get them too. And they’re wonderful. And they do this thing where it’s training and getting yourself out of that negativity and it’s a simple phrase that says “I don’t know how, but I am gonna find peace in my brother’s death and be fulfilled. I don’t know how, but I’m gonna bring in so many thousands of hours into the business and I am fulfilled.” So you take whatever you think it is – I don’t know how that sounds negative on the brain. No it’s not negative, because our conscious doesn’t know how. Our subconscious always knows how. So I’ve been trying to do it and it’s helping me. I’ll give you an example right now – Randy, give me something that you’re working on.

Randy: Currently I don’t know how we’re gonna build that radio station on Maui.

Nathalie: Ok so yours would be “I don’t know how but we have already built the radio station on Maui and it’s working beautifully and I am fulfilled.” Like I don’t know how – like it’s already happening. I’m going to – and another thing I’ve been doing is “I don’t know how but I’m gonna be a happy person again and I am fulfilled.” Because for me I was like I miss my brother so badly, everyone who lost someone would understand and it’s always been since the middle of January and we had a lot of drama going on. We just had another court case and we won. It’s just insane and it shouldn’t happen to anybody so it’s totally insane. But it happens and apparently there’s a lot of greed in the world. And they say “You have to not be negative towards people” and it’s really difficult to do that because of someone who just did a number on you. So I found – I wanted to mention that command “I don’t know how but I am – whatever you need to already happen is already there and then I am fulfilled.” It’s incredible! Try it! You’re gonna be like wow! This stuff really works. Because it’s actually pre-programming your brain in a way and the subconscious. And meditations and affirmations are fantastic. We’ve had – Tony Robbins has always been good with affirmations and many people, many speakers, trainers, gurus and affirmation is great because of the features it has and it would be very simple but we’re simple and complex at the same time. We stuff all this stuff deep in us and then we forget about it and let other things get to us and life – this is not a dress rehearsal. It’s not something to take for granted. And when you start losing people you love like this you go “Oh my God!” It’s hard but live is meant to be lived and we have to get back on the horse and saddle and get going. One of my brother’s friends they were trying to console me. If one year he lost two brothers, one brother from illness but his other brother committed suicide and he was the last one he called and he was busy at work and he was talking to him about being down because there was a breakup in his marriage and he had to tell him he was busy at work, people were grabbing him at work and he said “I’m really busy, I can’t talk right now. I’m gonna call you tomorrow!” And his brother said “I love you!” And then his brother went and hung himself. And also he lost a 6 month old years and years ago to crib death and when you start hearing people that went through all these thing you’re like “And how did you get through it?” Those are the people you want to talk to and connect with when you’re going through things cause they’re gonna understand. And whatever you need just remember you’re unique and whatever you need, however much time you need or help, that’s ok! Don’t put a timetable on it! You’re unique and special and you deserve to do it how you need to do it.

Randy: Good stuff, wow! Again, appreciate you guys listening this afternoon or evening or morning. We realize folks are listening all over the world at all hours of the day and we’re privileged to bring to you this radio show where we share our lives. And again Nathalie Mullinix from REALTY UNIVERSAL, Inc. with the concept and the website is And Nathalie, again I’m always inspired.

Nathalie: Me too, Randy! You’re awesome!

Randy : I’ve taken notes on the real-estate side and of course I love our second half of the show where we can just share our hearts. And feel free to email us and check out the website at Nathalie, I’m gonna let you close us out!

Nathalie: Oh good! Well everybody, 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@REALTY UNIVERSAL, Inc.. And for more information, you can go to Make it a great day!

Real Estate, Menu Systems, & John Maxwell

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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 and trainer. 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 I’m doing well. It’s raining in California and you’re telling me it’s raining in France too?

Nathalie What’s your temperature at least? Is it rainy and warm? Cause I can take that.

Randy Yeah, we’re in the upper 50’s, lower 60’s.

Nathalie That’s not that warm, but you’re in northern California right?

Randy Yeah – actually Central, [inaudible] in the middle.

Nathalie I’m in France and it’s been cold and yucky out. It’s been like that consistently for several weeks though. Yeah but it’s good to hear your voice and get on with you. I can’t believe how time flies, I can’t believe it’s Wednesday already.

Randy Yeah, just like some people to get an idea, it’s 12 o clock Pacific and what time is it? Is it like 9 o clock in France?

Nathalie It’s 9 o clock in France right now! And we’re at 3 o clock eastern time Hawaii and here it’s 9 o clock in the morning right now.

Randy Oh yeah, that’s right! Hawaii! Well today of course, we always begin our program with the first half hour is typically real estate nuggets and often much of what we obviously love to bring your way is information on REALTY UNIVERSAL, Inc. and of course the menu programs, the membership opportunities and of course, we’ll be sprinkling those in throughout the first half hour or so. In the second half, we’re gonna talk about a guy I’ve recently came back into contact with. A guy named John Maxwell. Written a lot of books and many people have heard of him. And Monica and I have been in touch with the John Maxwell team and we’re gonna be actually doing some things with him in Orlando with regards to some marriage stuff. So yeah I’ve dug up some of my John Maxwell books and man it’s just amazing!

Nathalie We gotta get him on the call live though! That’s the way to do it.

Randy Yeah, let’s do it!

Nathalie Sounds good.

Randy So that’s gonna be in the second half hours of course, in the first half Nathalie is gonna be talking about working from home, is easier than you think! You can take back your independence and experience true freedom but before we get to that, let me give you the number again 347 945 5428. And you can call that! You can email us at And if you have any questions I’ll be checking that email as well. So yeah, let’s get it rolling! Man, this time seems to fly by and before I know it, the first half hour is over. I got my pen in hand and Nathalie, I’m ready!

Nathalie Ok! You know what we’re talking about today is – I mean with the internet and people constantly say the economy is bad and I hear it over and over that people aren’t able to find jobs. I was just on the phone with somebody I know – I’ve known them for years and the son who’s in Afghanistan, wants to come back in New York and he’s not able to find a job. So he’s staying in the military for a bit longer. And I just think it’s really sad because even with real-estate, with the economy being the way that it is, you can still make money. Our industry is one of the industries that I’ve been in since 1985 that we’ve always been able to work from home, make our own schedule and have the luxuries [inaudible], plays, PTA’s, whatever you want and need to do. So we wanted to talk a little bit today about working from home in the real-estate industry, because so many people need to take control of their independence, it’s not fun to know that you might walk in and get a pink slip one day through no fault of your own due to economy and budget cuts. So I just wanted to mention that a little bit because our real-estate menu program we do and we believe in so much, when people have choices, tie in so beautifully with working from home and real-estate and so that’s what I wanted to dig in a little bit because we’ve got a lot of people that listen to the show, they generally listen to the show, they may not be real-estate brokers and agents and they may not be listening in and so many people you hear say “I would love to work from home!” and I get these emails all the time, but are they scams are they real? I mean of course there’s many scams out there but it’s really real, you can work from home! I was even able to have the offices back in 85 an 90 and lived 10 minutes from the office and still works home but nowadays with the internet and we’ve all got our blackberry and iPhone and computers and you really could work from anywhere in the world. So I wanted to mention it because it ties in beautifully with what we do. Randy, you and I talk about this here and there, I’ve been in the real-estate for more than a quarter century so I consider myself an expert in the field, selling thousands of homes and being involved in many aspects of the business, etc. You’ve been in radio for like [inaudible] years? Is that right?

Randy Yeah 30+ years.

Nathalie So what happens when we’re experts in our fields, we just kind of assume that our regular lingo and what we do, we think everyone knows it. We take it for granted, like it’s no big deal. And we just do what we do but when you think about it, I want to talk a bit about it today, because we assume people know this or know that. So of course when I’m talking about what we’re gonna talk today I’m like “Of course anybody can get a real-estate license, but there’s prerequisites that you have to – I don’t think you can have a long record.” Anybody can have it, but you can go through training and it’s very quick and make very good money if you dig it and you can work from home and just have freedom. So I’m just gonna touch base on that. In our real-estate industry, as I’ve mentioned in the beginning it’s been done for years and now more than ever, but people are working from home in all industries and they’re loving it! When you learn how to combine working in real-estate with the real-estate menu systems that we teach you truly can work virtually not only from home but all over the world. That is true freedom! I’m sitting here in France right now, you know, you can literally be anywhere and do what you need done. Most of our forms and contracts and files are on the servers these days so as long as you have access to the internet, you can do whatever you need to do. No more do you have to say “I’m sorry, I have to wait until I go to the office or I’ll get back to you tomorrow.” Or bringing your office home with you constantly, lugging back and forth all the paperwork for us now. You can just get on the internet and do what you need to do. So it’s pretty cool! A lot of people before they get into real-estate will ask if they need a license. And you can actually get into real-estate sales [inaudible] you are gonna need a real-estate license. I’m echoing? I’m on my head-set and I feel like I’m echoing. Can you hear me ok, Randy?

Randy Yeah, you’re sounding good.

Nathalie Ok, cause it’s echoing on me. Do you need a real-estate license? Yes! If you’re in the United States you need to get a license and a sales person’s license and then hang it with a license state broker. I actually was in London last weekend cause the weather was so bad in France I thought I would go and check it up for a couple days. And I’ve learned that licensing is not mandatory in a part of the UK which I find that so interesting because we have such regulations in the US so it’s interesting. But in the US, each state has its own Real Estate Commission and Licensing Laws. They’re usually pretty similar, but not always. You still have to get licensed in whatever state you’re in. So for example, I’m licensed in Hawaii and in Maryland. You can be licensed in as many states as you want, but you can’t practice real-estate in a state that you’re not – so you wouldn’t be able to [inaudible]. So depending on which state you want to practice in, the first step is to get a license. But amazingly, the licensing courses are offered at many real-estate companies, colleges and online. The hours depend on your state requirements. Typically they’re from 5 hours up to 90. Can you imagine that, Randy? [inaudible] that typically runs for about $250 but you look at the fact that you can make six figures plus and it can go way up, depending on what level of work you want to put into it. That’s not bad considering what a four year degree costs. Do you know how many people get a masters and then they start out at 40,000 a year? I mean I definitely believe in getting degrees and education but [inaudible] make more money than a lot of attorneys and in real-estate sales and get in with this little bit of money and such minimal time. I’m an advocate to really learn what you can learn. You go out there and earn as much as you can. So [inaudible] depending on the state you’re in, as time goes on you may want to become licensed in more than one state especially if you travel or if you split up your residency. So I’ll send it to you in a second, Randy, to see if you have any questions. If you want to, take a break and we’re go over that more when you return. I can’t believe it’s already half past the hour on this! We’ve got a couple minutes left.

Randy Wow! Yeah, well I did wanna chime in when you were talking about the cost of a masters degree and I know – my son for instance just graduated from Chico State and he wants to go and work on his masters, but you know, it’s $70.000-$80.000-$100.000 depending on where you go and like you say. And it’s like you say! Someone spends 50-60-70,000 on an undergraduate degree and then you start working for 30,000 or $40,000 a year and you know, obviously I can do that math. So the fact again that with real-estate you can get going you know, for a whole lot less and the potential, the upside is – and it’s worked absolutely and we’re not saying it’s a kind of get rich quick scheme at all. It’s work and you must put the work in but I now real-estate is one of those sales jobs that when you put the effort in, you’re rewarded and I know you’re an example of that, Nathalie, in your career.

Nathalie Yeah, it comes back to you pretty quickly [inaudible]. We assume, but how many people that are listening to us may now that for 250-300 dollars, they may go to school and get your license. Now approximately, once you get licensed and if you join a board which you probably should because it’s easier, you get a lot more education involved, it’s gonna cost you around $1.000 a year. That is still dirt cheap considering what we were talking about, right? So it’s pretty neat. We’ll take a break and we’ll be back!

Randy Ok, we’ll be back in just a moment!

Commercial 1 I wanna give you four specific examples at the end about how a [inaudible] triples their sales by doing one thing, how an artist like [inaudible] went from being a nobody to making a huge amount of money and having a lot of impact to how [inaudible] defined about how to be an architect. And one of my biggest failure as a marketer in these last few years, a record label that I started that had a CD called sauce. Before I can do that, I want to talk to you about sliced bread and a guy called Otto. Now before sliced bread was invented in the 1910’s I wonder what they said “The greatest invention since the telegraph.” But this guy, Otto, invented sliced bread and he focused like most inventors did on the patent part and the making part. And the thing about the invention of the sliced bread is this – that for the first 15 years after sliced bread was available, no one bought it or knew about it. It was a complete and total failure. And the reason is that until Wonder came along and figured out how to spread the idea of sliced bread, nobody wanted it. That the success of sliced bread like the success of almost everything we talked about at this conference, is not always about what the patent is like or what the factor is like. It’s about “Can you get your idea to spread or not?” And I think that the way that you want or the [inaudible] change to happen is you’ve got to figure out a way for your idea to spread. And it doesn’t matter to me whether you’re running a coffee shop or you’re an intellectual or in business or trying on air balloons. I think that all this stuff applies to everybody regardless of what we do. That what we are living in is essentially an idea – that the people who can spread their ideas, no matter what they are, win. And when I talk about that I usually speak business because they make the best pictures that they can put in their presentations and because it’s the easiest score. But I want you to forgive me when I use these examples because I’m talking about anything that you spend your time to do. At the heart of spreading ideas is TV and stuff like TV. TV and mass media made it really easy to spread ideas in a certain way. I call it the TV complex. Now the way it works is you buy some ads, interrupt some people, that gives you distribution. Use the distribution you get to sell more products. You take the profits from that to buy more ads and it goes around and around, the same way that the [inaudible] complex worked a long time ago. Now that model of – and we heard it yesterday. “If we could only figure out how to show in Google, or how to get promoted there or how to get that person by the throat and tell them about what we wanna do. If we do that, then everyone would pay attention and we would win.” Well this TV industrial complex informed my entire childhood and probably yours and all of these products succeeded because someone figured out how to touch people in a way they weren’t expecting and didn’t want. They saw the ad over and over again and they went ahead and bought it. And the thing that happened is they cancelled the TV industrial complex.

Randy Seth Goden boy oh boy! If you get the chance – if you’re on Twitter and even if you’re not you can Google Seth Goden but he is an amazing entrepreneurial genius and I follow him on Twitter and get inspired. Just finished reading his book, and I know you would love what he talks about in terms of people bringing their genius to what they do. You know? And what is your genius? And the world is waiting for your genius and for you and for me and we tend to jump the gun into the second segment, but the idea of doing that 9 to 5 thing cause you gotta do it as you say versus you have the freedom to do what you want to do and to travel. And I guess that ties in with the feedback from the first half. REALTY UNIVERSAL, Inc. Radio, the name of this program and the number again is 347 945 5428 and Nathalie Mullinix is our president and founder of REALTY UNIVERSAL, Inc. and again our website And we’re in the middle of the first half of our show where we talk about real-estate and Nathalie has been laying out the benefits of getting your real-estate license and working in this industry because you truly can work from wherever you are. An example, Nathalie is in France as we speak and she travels, of course as we said at the top of the show, nationwide and is able to do that because obviously her career in real-estate and the success that she had and the hard work that she has put in has enabled her to reap some of those benefits. But what is your dream, what is your genius? The world is waiting for it and you need to show it your gifts, right?

Nathalie You really just stir it up, you really do. Now with the real-estate, once you have your license, it shouldn’t actually take you long to get out into the field with training from your broker and your local real-estate board it’s important to learn the ropes and mix in the traditional way of doing business with the menu system ways so you have a feel for the experience and you can really dig in. When I was brand new at the age of 23 – oh my God, that was so long ago! – I would literally ask like 100 questions, I would be in the offices at the time and I would ask 100 questions and I would ask several people the same question because I wanted to see what kind of answers I was getting and make sure I have the right answers. I wanted to learn all I could, as fast as I could. And I still agree with that philosophy to ask questions, try to learn faster. Don’t be intimidated by it! Get in and learn! It’s quite exciting in the beginning once you’ve learned the ropes. Of course, it really takes time to become an expert but there’s certain aspects that you can learn quickly and with practice your confidence level will rise – so there’s certain aspects. Getting in, making sales, doing contracts, following through financing that is not difficult and you can learn it quickly and you will be able to actually start reaping the benefits really quickly. We don’t have enough time to go over all the details on how you apply the real-estate menu systems to your career but you’d have the luxury to making your own schedule, contracts can be done virtually anywhere, communication becomes such a breeze with all the technology we have these days. Most contracts and information are stored on the server these days so you don’t even have to run back to the office to get anything. It’s just amazing. And what we do with our realty membership is we teach real-estate brokers how to implement these systems into their business and have the spiritual life and balance and a little bit about what Randy was talking about too was bringing out your gift and how your gift comes out to the world. And you might think “How am I gonna get my gift to the world of real-estate?” Well you can because we each have – God gives each of us individual gifts and you can blend it into how you brand yourself in the world of real-estate or any business that you get virtually and you’re an entrepreneur. So it’s pretty interesting and there’s no reason to reinvent the wheel but the beauty is we all do have our own gifts and personality or brand. And when you’re in the real-estate industry, you’re building your own business, your own clientele. It doesn’t matter what company you’re going with, who you’re going with to train you, you still want to take your unique personality and blend that in with what you do and it’s wonderful. You actually can fit in all the games, your children’s schedules, if your children are grown your grandchildren’s schedule. If you don’t have any children, your own schedule. Go have massages, go and play tennis, go swim or run [inaudible] throughout your day, there’s no more you have to say [inaudible] get back to it. You just don’t have to live that way anymore! It’s really amazing, because so many people in the way they were trained over the years thought they would work for 20 or 30 years and then they would retire. What being an entrepreneur does eventually is in real-estate that you may take this and you may do this in many other fields that you can do virtually now but what it allows you to do is you can actually retire along the way. So why not live your life, have your freedom now? Why wait 20, 30 years to do it? And there’s been so many studies and there’s been so many people that retire and they’re miserable and they wanna work 6 months later or 2 years later because they just have too much time on their hands and they’re not happy. And you have some people that say “No, wait a minute! I love retirement! It works beautifully for me!” And that’s great too, but why wait? Why not blend it in now? And still do fun things through the day and make money? And you could definitely do that with real-estate and with the virtual menu system programs that we’re teaching people how to do because you’re actually closing deals strictly over the phone. You don’t have to drive all around the place or drive to physical appointments. It’s fine to blend it in and for some people it works beautifully if you live 10 minutes away from you and your appointment that might not be a problem but it’s wonderful to blend it in, to not worry about getting fired because you took too many days off, you don’t have to worry about your kids because you can’t do it because of work. You know, it’s just wonderful. And when you learn the systems and how to implement things properly, your clients and customers they’re fine too because they think “Wait a minute! I’m in real-estate and I have to make myself available night and day.” [inaudible] but people are pretty flexible in the way that they work if it’s presented properly. And it’s all about how you present and handle it. And life is definitely a mindset. That’s pretty good! Remember, you’ll be in business for yourself, although under a broker. You must follow guidelines, but you build your own brand so don’t settle for less! If you do it right and learn how to do it, I mean why go ahead and try to reinvent the wheel? You should let us teach you how to do it through the systems in the process. Really, I wish I had someone to teach me 26+ years ago, because I would have saved myself a lot of extra time and trial and error. And I worked hard and earned well, but it was so many hours that could have been pulled back a little bit if I had the training that I’m talking about. So once you do it, you’ll have so much fun organizing your time and schedule and you can fit it all in, nobody’s complaining like “Oh my God! Why didn’t I do this years ago?” Really, I mean people, it’s amazing what you can do and how you can structure life and make it all work. So you can become a member [inaudible] dreams come true and if anybody listening is just taking like food for thought and looking into it, because there is a good way to do it and not run around like a chicken with its head cut off and stressed out and in many different directions.

Randy You were just talking about the difference between working with REALTY UNIVERSAL, Inc. in the menu system programs versus kind of the typical way and that is a question that I wanted to ask and this kind of leads into it. So I think typically people think “Well you got to live in a certain geographical location” so you’re the expert in the city of LA. If you want to sell in LA, then you gotta be physically there. But you’re saying closing deals – something caught my attention. You said you can close deals and work virtually with the menu system. How does that work?

Nathalie You can be – for example, I can get onto the deals on short sales and negotiate right in France for Maryland or Hawaii. So you actually setup your systems – there’s very different ways to do it. I am speaking to you from a [inaudible]. You could use Skype or other systems. Because I’m in Europe and I don’t want to pay $1,29 a minute with my cellphone so there’s step by step ways to do it. All the contracts and documents are on the servers. You have people who want to sign documents virtually through DocuSign and many other programs that are signature programs. So think about it! Now we have different programs, buy our rebate programs, seller programs where the buyers are actually doing some of the physical leg-work. So even if I was 10 minutes away from that person in Hawaii, I wouldn’t need to meet with them because they would do the leg-work, they would just need me to get on the phone and talk to them. So 9 times out of 10, I’d be sitting on an island and could do the same thing if I was in Europe. It’s pretty amazing! Now you do have situations where there’s physical work needed, you can actually work that out with another agent or broker and work it out for a small referral fee. You don’t have to give away the whole pie! So there’s different ways – so you can have teams setup so you can cover it all around and it’s amazing! People assume and I find the older I get, the more people assume “You can’t do it this way!” And when you actually take away those prejudices and the assumptions and you look at it, you go “Oh my gosh! This is amazing!” When I was in London over the weekend, there were two different brokerages on the street I was on and I went in and I met – one of the gentlemen was very nice and “We’re gonna see if we can put together a thing or two on referrals.” And it’s that easy and you’re networking [inaudible] which is really amazing. Now if we didn’t have internet like in the old days, you couldn’t do it. [inaudible] but with the internet, I mean it’s a no-brainer. But even in the old days, you could work [inaudible] amazing! And if you’re home, you don’t want the dogs barking, you have to make sure the kids aren’t screaming, but it’s so much easier than what people think, it’s amazing!

Randy Wow! That is amazing! REALTY UNIVERSAL, Inc. Radio, the name of the program. Nathalie Mullinix, our president and founder of REALTY UNIVERSAL, Inc.. And the website and things are changing and the internet is helping to facilitate that in many industries and real-estate is no different. And I love what you said earlier about the idea of asking – how to do things better and working smarter, not harder. And all of those things and I know that’s a part – I love this quote I came across. Henry Ford on being a visionary said “If I had asked people what they wanted, they would have told me faster horses.”

Nathalie That’s true!

Randy In other words he saw something beyond horses. All that people would think about in terms of transportation would be horses. But he saw something different and you saw this menu systems many years ago.

Nathalie Way, way before anybody was doing it.

Randy So you are a visionary in this regard and you continue to be and I think people who are considering entering the real-estate industry, man they should absolutely go to and check out the membership and of course, there’s a place where you can contact us and make an inquiry as well. Again, with the economy the way it is – what I love about real-estate is it is a people business. It is a business where you’re interacting with people and when I read over it, I know that you typically wouldn’t share this, but I’m gonna go ahead and share it. If people go to your website and look at some of the testimonials about what people said about how you handled their process and what they think of you as a person, often the testimonials go beyond you being a real-estate agent, although they talk about you being efficient, and as a human being and how they were blessed to have you a part of their lives and that’s the cool thing about this industry! Is that you get to interact with people and because it’s a personal thing that’s being purchased or sold as a home, you really get to know the people better and you can be a part of their lives.

Nathalie Yeah, I mean trust is an important thing, especially now with the Internet because you don’t know who is who. So when you build trust, and you have referrals and repeat business and people get to know you as you are in the industry and people that you associate and work with in the industry because we have pretty strict standards as far as making sure that the process when we’re referring people members that the customers are being taken care of as well. So it’s pretty – you can’t – it’s all out there. It’s crazy but it’s out there!

Randy Yeah, what I love about it is when the market is “up” or “down” it’s always good for somebody so if it’s not good for buying, it’s probably good for selling. So it seems like there’s always an upside to it though.

Nathalie You know what I found out thought? I found out that if somebody really want to work, they can make the money. When you hear the people crying about the economy – no. If they really want to put in the effort they can do it, you know? A lot of people don’t really want to put in the effort because of the different time periods and things going on with their lives but if they want to it’s there. So –

Randy Let’s take a break! And again the number is 347 945 5428. REALTY UNIVERSAL, Inc. Radio the name of this program, and again our website and Nathalie Mullinix and Randy Zachary we will be back right after this!

Randy All right! And we are back again! Good afternoon! REALTY UNIVERSAL, Inc. Radio, Randy Zachary and Nathalie Mullinix, president and founder of REALTY UNIVERSAL, Inc.. The website again And this show, literally the fastest hour on radio – I’ve been in radio for 35 years and it flies by! Again, in any part of the program and in the beginning, a half hour there you heard Nathalie talking about the benefits and advantages of not only getting in the real-estate industry but specifically in the REALTY UNIVERSAL, Inc. membership program and the whole menu system idea and concept. Absolutely I would recommend you go to the website and check it out and inquire! There’s lots of places there where you could plug in and make inquiries and lots of products and things. Again, it’s a great day in the neighborhood, it really leads into our second segment here. And sometimes it’s half hour-ish but today a little less, we kind of want to wrap up with some thoughts from a guy named John Maxwell and it really [inaudible] which is kind of cool. And yet what we end up talking about is the same and the synchronicity here, you talking about making the life that you dream of in your job by working from home and working virtually and being in the real-estate industry. And John Maxwell and the difference maker, making your attitude your greatest asset. And he talks about it again making your dreams come true, but really it all starts with you and that’s something that Nathalie was saying a few minutes ago. It all depends on you! You can listen to somebody else talk about the economy or real-estate, but you can continue to make money, to live the life that you want to live. [inaudible] quotes the famous hall of fame baseball player who’s very often quoted with a lot of funny saying and one is “Life is like baseball. It’s 95% mental and the other half is physical.” Kind of humorous but he talks about how baseball is mostly mental. He talks how you attitude is everything. And John Maxwell talks about three things, I’m just gonna share three of the aspects because we really don’t have time to read the whole book. But he talks about how you might be in a funk. I mean a lot of people are and are sitting here – you are listening to this show, you are on Blog Talk radio somehow and you ended up connecting on our show and you’re listening to it right now, then maybe for this very moment, you are in a funk, out of work and you were listening to Nathalie and you were semi-encouraged and you’re almost like “What’s the website?” but then you believe again the beliefs about yourself that you’ve allowed yourself to derail you and this is a chance for you today to choose the right track. And John Maxwell says “How do you do that? How do you get from a place of “Man, I’m helpless!” And he says it starts with you and your attitude. And he talks about [inaudible] singer and we all know her. She said “My mother had only gone as far as the 10th grade, my father had a third grade education but they were both very literate. They spoke well and their values were high. They drummed into our heads that the situation you live in doesn’t have to live in you.” Our attitude doesn’t come from our experience history or from outside ourselves but it comes within. In fact, I was watching Oprah’s show and she had [inaudible] and they were talking about not being stuck in your story. Whatever your story is that’s included failure, not to be stuck in that and you just keep telling yourself that you’re failing. And John Maxwell in his book, is saying your attitude is everything and it starts with you. He says the first thing you do is to evaluate your present attitude. I mean think about it! Evaluate it – what is the deal? You identify problems and feelings about yourself. What are some self-defeating lies about myself that drive my behavior? And when do you feel most negative about yourself? And you talked about this again and you’ve said before, Nathalie. Writing things down! I’ve been journaling lately and it’s really helped me, because I can go back and it helps me put into place what I’ve been feeling for the past week or two and it just really helps. And I’m ADD and I get distracted pretty easily but do that! Write down first of all the problem feelings about yourself. Then identify the problem feelings related to others. And this is something that we all need to work with, I do as well. Believe me! I can be very critical, not only self-critical, but critical with others and judgmental and I’ve been working hard on journaling this week. It will help me [inaudible] to judge and criticize others. And we talked about Wayne’s book last week but he even goes so far as to say when you have a criticism, judgmental attitude toward other people, your wishes and dreams, your progress in your life is blocked because you’re stuck with this attitude towards other people and you’re judgmental and he goes on to talk about how people are people and just let them be and love them! Just love them! Even if they hurt you, you know? Celebrate their quirkiness but have love in your heart for people! And I know this is way easier said than done. So John says “Identify problems toward others” and then the last one he says is identify problems thinking. And of course he talks about some of our thoughts. And I think last week we hit on this as well that there is this kind of a conveyor belt of thoughts that go through our minds and if you’re like me literally there are thousands of thoughts that go by and I can choose to pull whatever thought I want off that conveyor belt and focus on it – or not. So for me, rather than be captive to a thought that jumps me, depresses me and overwhelms me and all of those things that we tend to let negative thoughts do, we can choose to put that thought on the conveyor belt, let it go and choose to think about only those things [inaudible] think on the things that are Nobile, virtuous and up-right. Think about good things rather than bad ones. And absolutely! And Nathalie, I know given what’s happening in Europe and in tour life with your brother and that tragedy there, that’s something that you’re literally right now back and forth struggling and working on. And you’re normally, obviously a very successful person and entrepreneur and in this season in your life, I know this is something that you’re struggling with and I know we all tend to, at some time or another. Nathalie, are you there? So yeah, that’s another one. And identify problems and feelings that is huge and then there is another problem as well. Choosing to think about good thoughts, about things that are virtuous and of good report and then develop the desire to change! And this is again John Maxwell saying you’re the way that you are because you want to be. Everything that has brought you to this point in your life is because you wanted it to be, for some reason or another. And that’s hard for us sometimes, because we love to blame others. It’s very difficult to take responsibility for our lives and we need to realize that we are the way we are because it’s the way that we want to be. And I know there’s all kind of psychodynamic in there like our past and all of those tapes that get deeply embedded in our brains, our minds and again those lies we talk about, those lies about ourselves that drive our behavior, why we say and do what we do, and it’s often because of lies. And I’ll give you an example. I had a pretty abusive father and emotionally, physically and I was – because of that growing up, I never felt like I could measure up, I could never please him. So those kinds of things are ways that – kind of the tapes in my life that I struggle with. So those are things that we again [inaudible] the situation that we live in doesn’t have to live in us. My journey has been one of working out and through that thing to try and measure up. So it’s challenging but it really does begin with what we think about, what we choose to think about. And John Maxwell, the book is called Making Your Attitude Your Greatest Asset.

Nathalie I agree.

Randy So a good read and well worth it if you get the chance. Anything by John Maxwell is inspirational and –

Nathalie Oh it sounds great! Can you hear me, Randy?

Randy I gotcha!

Nathalie Because I don’t know what happened, I disappeared and then I was here. You mentioned on the journal, I could hear – working virtually is wonderful but sometimes technology is a little off. I was gonna mention on the journaling and the one good thing about it is if you do it consistently, and you go back and read it, you can really see where we’re stuck. You can see the repetitive issues that are coming back over and over again and then you can say “Wow, I gotta move past that!” So I think the journaling is really wonderful. I’m not so great about doing it every day – sometimes I skip a week or two but if you get to do it constantly, it’s great! I’ve been having such a problem dealing with my brother’s death I’ve always been such a doer in my life and I probably see the big picture and how things work out for the good of all and everything kind of tied in. But I realized that there are situations that we can control [inaudible] but when it’s death, that’s different, you know? And it’s debilitated me in ways I never thought that I would be. So it’s important to have empathy because you never know what people are going through and [inaudible]. But the journaling I think is great because you’re getting your emotions out but it is a mindset. So there’s certain things you’re gonna go through in life that you won’t be so positive about and other things you can. And I think [inaudible] we have to allow ourselves the time. But I think there’s other things that are pretty simple to say “Wait a minute! I see the glass half full and not half empty.” So I agree with you and it’s all about mindsets and conditions and working through but it’s also about that we’re human! And there’s also times when you just gotta go through the process.

Randy Absolutely! And the God component, I don’t think we can ever forget that, because I think that for me is the difference between what I believe and some of the motivational guru’s out there who really – they use the terminology [inaudible]. I think we can have a lot more to say about it than we do but you also have at some point to submit yourself to the divine timeline, some people call it divine synchronicity, there’s a lot of terms for it. Christians call it God’s will. But there’s a point where you can absolutely get your thinking straight and work on all of that but there is also a divine component, whether you call it God’s will or his timeline. You can wish about wanting a certain job or this or that and yet really, you only have peace when you can only release yourself in God’s will. “God, you are the ultimate arbiter of my life and I do submit my life to you! I will do what I can but I need you to do the rest!“ Because we do need him to sometimes love us. As you know in your situation, we [inaudible] into letting him love you – and there’s a verse in Isaiah that I love that says “You will find treasures hidden in the darkness.” And Monica and I know that there have been times in my life that it was dark and we didn’t think God could love us. It was a really dark place and yet in those places, what it did is it drove us to pursuit him more, to really beg him to help so the deeper we leaned into God, we did find him there and that verse about finding treasures in the darkness really became alive for us because we thought “Those really dark places is where we find God to be real and more loving than we did in the good times.” And then in a really weird way, you look back at the really dark places and go “Those were really special because God met me there.” I know in our lives what I found and I know it’s different for everybody of us, but that treasure in the darkness is for real. Yes man!

Nathalie It’s definitely – No it was wonderful and awesome and I agree 100% with you, Randy! It’s got to have our faith. Without faith, there’s nothing we could do. And you know we’re gonna have good times and bad times and it’s just – I don’t know. Some things make sense and some don’t but you know – we all do have choices and lots of the times you can see that lots of the things that happened were based on the bad choices made. So we can definitely see where it ties together.

Randy You know what? Talking about synchronicity, I just got an email from M. Gary Newman, who is the therapist we were on the [inaudible] show with.

Nathalie Really?

Randy Yeah. I don’t know what that’s about but I haven’t talked to him – it’s weird. We were just talking about that kind of healing and one of my favorite therapists just texted me.

Nathalie Maybe he’s saying to call him or he just wants an email?

Randy I think he wants me to give him a buzz.

Nathalie Well thanks for another show and I guess we’ll talk next week! And 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@REALTY UNIVERSAL, Inc.. And for more information, you can go to Make it a great day!