Posted on: January 24, 2020

While the formula to succeed in wholesaling can be an enigma for many, for Joe Darger, it’s simple: become who you need to be and success is sure to follow.

Joe is Cody’s high-performing acquisitions manager. Thanks to his selling prowess, determination, and positive mindset, he has been able to consistently close one deal after the other. What’s even more impressive? He has successfully raised the average assignment per deal to a whopping $37,000!

In today’s episode, the A-player shared many of the techniques that has helped him dominate the wholesaling world. Not only that, ever the go-giver, Joe also gave everyone an insight into the mindset that has helped him succeed.

Plenty of wholesaling gold nuggets and practical wisdom to take note of in this episode, so make sure you tune in!

Key Takeaways

  • What door-to-door selling has taught him
  • Why determination is key in sales
  • The importance of company culture when attracting topnotch people
  • How he works at a high level consistently
  • The importance of having a vision
  • How he differentiates himself from others when talking to motivated sellers
  • How he incorporates fun in his conversations and interactions with sellers
  • Unique characteristic one needs to develop to dominate the market
  • Why it’s crucial to be clear about your position statement
  • Why understanding your vision and your gifts is key
  • The biggest thing that has made a difference for him
  • Game-changing book he recommends
  • What he’ll do differently/the same knowing what he knows now

RESOURCES:

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Episode Transcription

Cody Hofhine:
You’re listening to another episode here at Wholesaling Inc. My name is Cody Hofhine. I’ll be hosting today’s podcast. Super excited because this is someone that I get to see on a daily basis. This is one of my killer acquisition managers that is just an amazing go-giver, has a heart of gold, is always out there trying to serve people and you guys get to meet him right here on this podcast. And he’s going to share gold nuggets of how he is having record breaking months, month after month, meaning he gets out there and he is finding deals and putting these deals under contract and doing a ton of them. So, he’s going to be sharing some gold nuggets, so for those of you that are here with us for the first time, I want to welcome you. And also for those of you that are new to the podcast, I want you to know we’re going to be talking about wholesaling. Wholesaling is just simply the art of finding a deeply discounted property and then turning it for profits.

Cody Hofhine:
And so, what you can do is so many different exit strategies, whether you choose the fix and flip, whether you choose to keep it for a rental, or whether you do what we’re going to talk about and that’s simply wholesaling where you just assign it or you can either close on it and then sell it on the market afterwards, but we’re going to talk about a little bit of that more in depth on this call. But get ready, I want you to get a paper out, I want you get a pen out, get ready to jot down some notes because today we have Joe Darger, again one of my acquisition managers, that is just a solid, solid team player and he is an A player, and he’s going to be sharing some incredible wisdom. So, for you that are in the acquisition side of things or you’re trying to find new ways to get your own acquisition managers out there producing, get ready, this episode is for you. So Joe, my man, how in the heck are you doing?

Joe Darger:
I’m doing fantastic Cody. Thanks for having me on.

Cody Hofhine:
Yeah. So, talk to us, help us understand a little bit of background. Help them understand who is Joe and why is Joe a stud?

Joe Darger:
Yeah. So, I’ve been in sales for almost 10 years now. Did door to door sales for eight years and that really molded me into-

Cody Hofhine:
What was the product you were doing door to door?

Joe Darger:
I was selling First Home Security Systems, home automation, home alarms, and then I sold residential solar. Yeah, it taught me a lot about life, and myself, and sales, and communication, and people, and psychology, and how to really meet somebody in 30 seconds and get what you want and give them what they want and connect with them and all that. And so, it’s been quite the journey.

Cody Hofhine:
This is solid guys. So we have interviewed Selver, who is also an acquisition manager here at Utah Sell Now, and if you can notice a background between the two of them that are literally parallel. They were both door to door doing solar sells as well as you’ve got some in home alarm security systems. And I will tell you, I think what door to door teaches are some very, very crucial principles. I think there’s a lot of things that I love about you and Selver is the fact that no does not scare you. No just means approach it from a different angle and you find ways to get things done. You’re not afraid to follow up with people like, “Oh, is this going to bug the person?”

Joe Darger:
Totally.

Cody Hofhine:
And I think all these good principals that I see in you guys comes from this door to door mentality. What did door to door teach you that was like, “Man, I’m so grateful for it”?

Joe Darger:
Totally. Yeah. No, I appreciate you asking because really what I got from door to door more than anything is determination. I believe if you have enough determination for anything, you can accomplish anything and really determination and resilience. And yeah, just I think in our society, no means a lot of things to a lot of people and whether we hear no or we’re afraid of a no, or we don’t want to tell people no, and so, that stops us a lot. So yeah, I think it really, what door to door taught you is, it’s you’ll have times that you’re embarrassed, you’re in really nice areas, people are looking down on you and they’re like, “What’s this guy?” Whatever judgments you and you have to embrace that and then really say, “Hey, why am I doing this? What’s my purpose?”

Joe Darger:
And you really have to develop that muscle over time. And really what I got was the determination. When I started door to door, I remember my first summer and I was just out of high school, I didn’t know what I want to do with my life, I really experiencing myself as a failure for the first time. And so, I was looking for anything and I was really motivated and my manager, the one that kind of took me under his wing and mentored me said, “There’s going to be times you’re going to go out this summer and you’re to want to quit. You’re going to cry, you’re going to literally… ” And-

Cody Hofhine:
So, he set you up. I mean, in a good way, meaning he set up the expectation.

Joe Darger:
Yeah.

Cody Hofhine:
He’s like, “Oh dude, you’re just going to make a lot of money. You’re going to be filthy rich, it’s going to be amazing.” He set up the true expectations so that when you faced it you also knew you were on the right path.

Joe Darger:
100%. Yeah. I mean, he told me all the upside too but yeah, he set up that expectation and I think for me, I had a lot of fears and I didn’t know, I wasn’t super confident that I’d be successful or anything like that. I was, in fact growing up, till I was fifth grade, I was homeschooled, I was always very shy and that was one of the most terrifying things. So, I never thought I’d be good at sales but I said, “You know what? I see something myself and my life.” And I was so motivated that I was like, “I will literally not, I’m not coming home. I have no choice. I have no money.” I’m going out there like, “I’m going to finally… ” I remember my dad saying, “Oh, it’s a scam. My buddy, his son did it and he just had to buy him a plane home ride from Dallas.” Everyone, like all my friends, everyone’s just like,

Cody Hofhine:
everyone has tried it. They’d never succeeded.

Joe Darger:
People hadn’t succeeded. You know, my, I didn’t necessarily have support from my family and my friends, but it was like I just had in my mind, I just said “I have to do this.” So it was, to me, I made up my mind and I was… really what set me apart that year being the top rookie rep in our office or one of the top, I don’t know exactly how, but that success throughout my career was just the determination. So I’d say that’s probably what I learned that really set me up powerfully for gaining some of the tools that then led to working with you guys. I think just generally having a determination of what you want to do and especially in sales because a lot of it is there’s ups and downs, you’re dealing with a lot of things with people. So you have to be really clear as far as what your goals are, what you want to accomplish, how you want to serve people. And you want to be clear on that. And I think a determination was a big part of that.

Cody Hofhine:
Love it. I love it. So let’s get into what makes you so good. So in fact, let’s maybe share just one more piece, cause I think this is also crucial. I think there’s a lot of individuals that are listening to this. There’s some that are at the beginning stages, but there’s some at the stage where they’re like, man, I wish I had a Joe on my team. I want to join my team. What is it… man this is almost a hard question for me to ask cause I’m not asking for any compliment and I’m not searching for compliments. What was it? You had an incredible offer on the table to go, probably make more money than you’re making here moving out of state, but what allowed you to make the decision where I want to do this and it may have cost you to where you’re making less money.

Cody Hofhine:
I don’t know the full details behind it, but my whole point is, what was it about Utah Sell Now? Because I think there’s individuals that are like, how do I find these individuals? I don’t know if you just find a player, because if there’s something that doesn’t exist that you want in the company, you’re not going to come. So what was it you saw in the company so they can say, I better have this in place so I can find Joe Dargers out there.

Joe Darger:
Yeah, no, that’s a great question. I thought a lot about it myself and really what it comes down to, I think, was everything told me that I was supposed to be going to do that other job. Logically, the title, a bunch of different things, ownership on the table with a massive solar company, one of the largest doing millions and millions of dollars of revenue, actually the largest commercial solar company and growing very rapidly with residential. There’s so many opportunities that way and everything logically said that I should go with them and go take that opportunity. What I’ve learned is it’s really important to trust your gut and trust your instinct, that’s one thing I’m learning too, and making sure that you’re in the right fit for you and the right environment.

Joe Darger:
And I didn’t know at the time, but really Selver, who you mentioned, he’s the one that introduced me to you guys and I think he was the reason that I was here. I trusted him. I think there’s something to be said for every relationship, everything you do has an impact. How you treat people because it might be the person you hire that knows that A player that knows somebody. Right? It’s the impact that you have and you know, the confidence that they have within you and the belief and everything. I was wavering, and it took Selver… actually I was selling Selver that I should go there, I’m going to make three times my [inaudible 00:09:35]. And he’s like, Oh yeah we’re selling each other and it was this epic sales battle and he called me back and he was like, “You know what? You should join us and here’s why.”

Joe Darger:
And he just took the stand for me. It meant a lot to me and I know that Mark took a stand for him in that way and to give him the confidence. So I think there’s ripple effects and there’s these small steps that you do that build over time for a team. And ultimately, as I’ve reflected more and more being around the company and the culture and everything that you guys are doing, it’s the leadership that you guys have, and it’s the influence, and it’s the company culture I’ve noticed, which is continually growing. Actually caring about people, like truly, truly caring and having integrity and doing what you say you’ll do. And also trying to do more.

Joe Darger:
I’ve never before worked with a company where I had the complete respect of the people that were in leadership position, that I felt like everything that they’d asked me to do, they would do themselves. They would handle any breakdown or failure or anything in a way that had integrity and served the client as much as themselves. And that’s what I experienced here. So that’s why I’m still here everyday looking at any feedback and any advice that you or Mark gives me I’m all ears because I see that from you guys and, so I guess, to answer your question, I think it’s a company culture that you guys have established for yourselves that is attracting people into that. You know a lot of people are saying they want a magic bullet or silver bullet.

Joe Darger:
Like I just want to go, okay, well are you doing those same things in your life? Are you being that type of person? Are you providing that opportunity for other people? Ultimately I think that was a difference for me is I was at a point in my life where I just realized that it wasn’t necessarily about the money or anything else, it actually was about the best fit for me and doing the right thing for me and doing the right thing for other people. And that’s why I just love being here cause I feel like I’m growing so much and I get to contribute to people and truly make a difference. So I guess what I’m saying is for me, that’s the biggest thing, more than the money or anything else is the opportunity to grow and just the core values that you guys have that I like. Does that make sense?

Cody Hofhine:
I love it. I love it. So let’s break down some principles. What makes you produce at a high level? Everyone is looking to produce themselves at a high level. How do I get out there as a solopreneur or, if they have a team, how do we work at a high level? Because you are a high level acquisition manager, you’re a high level with your friendships, your high level with relationships, high level, with followup high level with everything you do. So let’s break down some principles that allow them to understand. What are the high level activities look like? What is it that you do that allows you to win often?

Joe Darger:
Yeah. Perfect. Yeah. Thank you. I appreciate you saying that. And it has been incredible to see the growth and be part of it. I think that the biggest thing I go back to is determination, right? Determination and I feel like I really have a vision for what I want to create in my life. I feel like every person has that vision inside of them and I feel like a lot of times people lack motivation cause they don’t know what their vision is, for themselves, or they don’t believe that they have the skills and tools to do it. And so I think, with you guys, what’s great about Utah Sell Now and what we do, it’s like every person inside this company is encouraged to master their life and pursue that vision.

Joe Darger:
Even if it’s like, Hey, if you’re getting on the call or you’re called cold contacting, you’re doing whatever, you’re doing it with your vision in mind of mastering yourself, of serving the customer at a high level. And so it’s created as something so much bigger than just like a daily call or a monotonous thing. It’s like this is helping me accelerate towards my future and my vision. It’s so satisfying. It’s so fulfilling. I think the determination, the vision, I think that’s a key thing I have developed. And so when I started this job and there was new challenges and those things, I was just determined. I dive in and do whatever, even if it wasn’t the most effective action, I would work harder.

Joe Darger:
I would do it. I knew my determination would get me to the point. And now I feel like I’ve started transitioned to a point where I’ve started to gain more effectiveness in understanding everything within the industry and what we’re doing. And now, for me, it’s shifted to who am I being every day that’s going to cause the results. Because we talk about everybody wants the one tip for the one thing that they can do. For me it’s, if you’re looking at what I would say allows me to be successful, it’s actually looking at checking in and saying, who am I being today? Who am I being for this customer that I’m meeting with? How do I want to show up for them? In what way do I want to serve them? Right?

Cody Hofhine:
This is crucial. Like you’re sharing some tips here and I won’t even slow you down because this is so good. Guys, write this down. Think of what he’s saying here. Never once was he saying, I have to really look at it and say, I want to make 200 grand this year and so I start mapping out how I’m going to make 200 grand. None of this conversation is about himself and about what he wants. He’s putting the customer first, he’s putting the mindset, who do I need to be for this? How do I need to show up to this conversation for this individual to have the best experience that they’ve actually experienced? I love determination, but I’m sitting here looking, there’s more to it that we’re going to get to cause determination.

Cody Hofhine:
I go back to 2010 when I started insurance, I had more motivation, more determination than anyone on this planet, so I told myself, and I’d go out there and outwork anyone. The issue was I wasn’t working on the right things and so I never got the results that I was looking for. So determination is great, but there’s things that specifically you do with your determination that I think is key. When you pick up a phone, what’s going through your mindset? What are the principles that you’re saying how are you going to differentiate yourself? Everyone’s out there saying the same thing. “Hey, we can close quickly. We can buy as is. There’s no real estate fees, there’s no commissions.” Everyone can say that. So what are you doing to differentiate yourself when you’re talking to those motivated sellers?

Joe Darger:
Yeah, it’s going to sound crazy or backwards but it’s kind of a paradox for me. It’s been a shift even lately because I’ve been doing a lot of personal development in my life and I truly believe that you can actually invest in yourself. So the personal development and the looking at how I can be more effective and what I’ve been as I’ve had time to invest in thinking about myself and really look at what I want to create, who I want to be, how I want to show up in life. There’s been a shift for me and one of the things that’s going to sound crazy, but, I’ll actually get on the phone with a customer and I’m just saying if nothing else, I’m going to have fun with them.

Joe Darger:
This conversation is going to be fun for them and it’s going to make their day just, we’re going to laugh. I don’t care where it goes and the results of whatever’s meant to happen if I can serve them, if I can’t, whatever. It will work itself out to me if I’m being a fun person, if I’m more fun than anyone they talk to today, if I’m more playful. If I’m more connected to them, that will have an impact whether I’d buy their house or not for the rest of their life. That’s who I get to be.

Cody Hofhine:
So what does that look… Cause there’s nothing like you can map out, to have fun. There’s not any one of your conversations are the same though. So what are we doing? Do you have fun? Are you trying to make them laugh? What does fun look like so that people understand. Let’s break the mold here.

Joe Darger:
What does fun mean?

Cody Hofhine:
Let’s quit being a robot and saying the same thing. How do we have fun?

Joe Darger:
Totally. You did a training with a really, really great guy that really impacted me. He broke down cells to really… He said, how can I stand out and not be boring and provide value basically.

Cody Hofhine:
And not be predictable.

Joe Darger:
Not be predictable and boring. I don’t want to be predictable and boring and I want to add more value than anyone else. So with that in mind, I say I want to have fun, I want to be connected. I want them to feel connected to me and heard and understood and I want to play with them, have fun with them, actually in that conversation and just let them know “Hey, I’m looking for a mutual relationship.”. Business can be fun if it’s a win win, all that kind of stuff.

Joe Darger:
So I’ll actually just have that stuff running in my mind and I know I’m going to have more fun. I know I’m going to be productive. I know it’s going to make the difference for me regardless of if I get five sells that day or zero, I’m going to have fun. I’m going to have fun with them. And I know when I’m having fun they get to have fun. It opens that space for them. And so I called them, and not the every conversation… I’ll just hear something with them.

Joe Darger:
Part of my gift is I can hear people, I can see people and I think we all have these unique gifts and I just think having somebody that’s on your acquisition, somebody that’s meeting with customers. Being able to develop that muscle even if it’s not natural, develop that to where you actually take time to see people in here and listen for things. Cause they’ll tell you a small thing, when you’re having fun, they’ll literally… You don’t have to drill them with these questions. You can have fun with them and they’ll tell you everything you need to know. They’ll actually share it with you and that’s okay.

Cody Hofhine:
It’s like they let their guard down cause I’ve done it so many times people you’re asking the why, why are you selling the house? Why are you selling the house? It’s not about the price that’s attached to the house. We don’t care about the real estate, we don’t care about the price. We want to know why. And so many times we get caught up in those same questions like, well it looks like a beautiful house. Why are we selling it? But you’ll take it to a further level and just have fun with them. But I feel like when you do that, that’s something that obviously your results are showing exactly what you’re saying. Meaning we’re having record breaking months and it’s because you have fun with these individuals. And because of that they let down their guard and they start to reveal the truth. Why they’re calling you.

Joe Darger:
Totally. You’re still asking those questions. You’re still doing all the little trips and asking the right questions. The technical side of it. But to me the technical side comes after establishing who you are going to be for them, what your relationship is, what your intention, what your purpose is and you know, and how you can serve them. All the rest will come out of that. And it might sound woo…. I mean I’ve literally seen this shift when I said I’m going to have more fun play connect with them. I’ve just created that before everything else. And literally, I went from our average assignment fee being very small when I started to… It’s all been this correlation where we’ve had this exponential growth, I think up to $37,000.00 Average assignment for the quarter.

Joe Darger:
With these people, I’m not having to fight or wrestle with them. I’m having fun with them and these people are actually coming to me. You know what I’m saying? It’s just been, it’s been a totally different experience of people wanting to work. Like you said, letting their guard down, trusting you, just knowing that you’re there to take care of them and having fun while you’re doing it. So that’s been the biggest difference for me. And it looks different for me than Selver. I guess showing up different and building that trust and looking how you’re going to serve them. It’s different for everyone.

Joe Darger:
With Selver, he might go the extra mile of going and get them groceries or something. So not everyone’s the same. And if I did that, it might not be authentic to me, but it’s about them feeling authentic and connected to you and that they can trust you and that they’re confident that you’ll provide the best solution. And so for me that looks like if nothing else, I’m going to joke with them and I’m going to make them laugh and I’m going to make them feel like this guy actually gets me and he can really make light of this situation and help me kind of see light on the situation. And in the meantime we’ll buy your house and we’ll provide the best solution, but we’re going to have a fun time doing it and you’re going to like working with us. Does that make sense?

Cody Hofhine:
Yeah. So I’m looking at this, there’s key things here that have not probably been said but go without saying, but I want to mention them guys. So write this down. It’s people do business with people they trust and Joe and Selver both have a very good strong capability of just building that and establishing that relationship of trust. They’re able to get in there and speak with these individuals, connect with these individuals in a way that allows individuals to feel like, Oh my gosh, I can trust what Joe is saying. I can trust what Selver’s saying and that is a unique characteristic that every one of us need to learn.

Cody Hofhine:
If you want to dominate your market, if you want to be the one that’s out there serving the most at the highest capacity and closing the most deals because you’re serving the most, remember it’s how do you simply connect at a level where you can build that trust because people do business with people they trust. You’ve got to get in there and be different and that trust, by the way, there’s multiple times where Joe will go out on an appointment and someone’s X amount of dollars higher and he gets it lower.

Cody Hofhine:
I don’t know if Lake Street was yours or if that was Silver’s, but that’s a particular one that I know is fresh on my head. Someone was at three oh five and we got it at two 70. $35,000.00 difference. We were less, but they went with us. Why? Because people do business with people they trust. Even if you’re not the highest price, I mean you could probably share multiple where you’re not the highest bid and it’s not about the money and so many times we make it about the money, but you go further than that. It’s not about the money, it’s how do I genuinely serve these people, help these individuals at a very high level, connect with them, build that trust and then boom, follow it through to the end.

Joe Darger:
Yeah. It’s like what’s your position statement? Like who are you going to be for them? And then you turn the focus onto them. Right? So this is who I am. This is who we are as a company, right? You establish that they’re very clear that you’re the authority. This is your reputation, this is who you are. But even before that, it starts with you being clear on that, right? Like this is who I am for them. And then you tell them that and then they understand that. They feel that they connect with that and then you turn the focus to them. It’s all about them.

Cody Hofhine:
Do you feel like from day one when you were here you were working within your talents and your strengths or do you feel like over time you started recognize, “Oh my gosh, when I work within my talents and my strengths, that’s what I’m doing the most deals.” That’s what I’m connecting most. That’s when I’m helping individuals at a high level or do you feel like you’ve had this for a while? Because this is crucial what you just said, it’s recognizing first and foremost who you’re going to be and then go do it.

Cody Hofhine:
I mean individuals, like you said, every one of us have gifts and talents that we’ve been blessed with. And you’re saying it’s so perfect that I have to really repeat what everyone needs to be writing down. We all have gifts. We all have talents and we need to be using our gifts and talents because when we serve within our gifts and talents, we’re now going to create an impact. We’re now going to make an impact on these people’s lives. Were you always this way or have you just piece by piece? Knowing that when you do something like, Oh my gosh, this works so much better when I’m serving within my talents.

Joe Darger:
Yeah, I think at first I didn’t know. It was just pure determination and I saw something, I saw something for myself. And I think that’s how it starts for a lot of people. That’s where the determination comes in. You’re going to have the ups and downs, you’re going to have the struggles, you’re going to have the, all this person I thought was going to be a great team player, quit or he didn’t work out or, this customer I thought was going to be a massive, make a ton of money fell through and I lost to somebody, you’re going to have all that. And so I think that the resolve, the determination, understanding what your vision is was key and is key because over time it’s the understanding more and more fully. These are my gifts, this is my area where I can give that person, let me focus and direct my energy into that and just have confidence in that.

Cody Hofhine:
Do you ever find you have to always remind yourself daily though to act in that? I mean, do you ever feel like it’s a point where it’s like, Oh man, this is just now a muscle and it’s just I serve in this within every day? Or is this something that’s like, you have to make a cautious effort every day to do,

Joe Darger:
Oh, it’s a daily effort. I’ll notice if I don’t get up as early as I want to and really take that time. Like it’s easy to kind of fall into the practice of Hey, I got to go, I got to get this list done, I have to do this or I have to get back to this customer. That’s the natural thing to do. It’s been a continual process over time and it’s been a practice. But I can share, the biggest thing that’s made a difference for me is literally noticing, checking in with myself and actually saying, who am I going to show up for these people? Who am I going to show up for myself? Like starting within and work in myself, my way out there.

Joe Darger:
So I call it my way of being. Am I being a fun person? Am I being connected? Am I being serving? Am I being powerful? What are some of my default ways of being, some in the past or when I experienced failures or growing up that I’ve had to really overcome is very fear based. Worrying about things or overthinking or getting overwhelmed where I don’t take action. That’s always, always there. But it’s just a continual process of basically taking time and checking in and working and putting in structures and a process of just getting to where you actually have take time. You know, whether it be in the morning, whether it be at lunch, whether it be at night, where you actually get to sit and be like, okay.

Joe Darger:
Or even before each call maybe it’s a sticky note just saying like, I’m connected, I’m playful and fun. Whatever it is that allows you to really create powerfully what outcome you want with each client and for your business and the people. The other thing I’ll say to that is the culture that you guys have created as a business is huge because it actually pulls people inside of that. The culture of customer minded. Like you guys very clearly, Hey, we’re customer minded. I tell a lot of our customers, our mission statement. This is who we are. I’ll answer the phone. Hey, were Utah Sell Now, we buy X amount of properties a month more than anyone in Utah. And I say, so we have the experience and the expertise.

Joe Darger:
It’s not that we’re better than anyone, it’s that our mission statements is to improve lives by providing creative real estate solutions. I just feel like that we work harder than anyone, we’re customer minded and I’ll let them know that. And I truly believe that that’s our company culture. I think you and Mark have created that. And as far as mastering other things, so as much as it is me, it’s things that you guys have cultivated within yourself that has attracted other people. So you know, I think if you’re looking to attract, whether it be customers, whether it be acquisitions, any team member just checking in with what you know.

Cody Hofhine:
I love it. So here we have guys, Rhino Nation. Write down the notes of notice nothing is out there saying the close tactics ABC. Always be closing and get out there and follow up. Follow up, follow up. Notice this whole entire podcast has all been about him becoming someone better when he works on himself. That’s when he in turn is able to work within his gifts and his own talents and serve at his highest potential, his highest capacity. And ultimately the byproduct is he’s able to get a lot of contracts that allows us to purchase homes.

Cody Hofhine:
But again, it comes back to who are you? So guys, don’t overthink this. Don’t think it’s like some silver bullet on how to close people. It’s are you willing every single day to become someone better than you were the day before, and just become 1% better today and commit to be 1% better today than you were yesterday. And start to research yourself and start to say, where are my strengths? Where are my gifts? Where are my talents? So that you can simply start to act within your gifts and talents. And that’s what we call living in purpose, right? With purpose, with purpose, because that purpose drives us to now create an impact, leave an impact on people’s lives. So Joe, in finalizing, we always ask two questions in the podcast. First of all, what is a great book that you would share with Rhino Nation, our listeners today that is game changing for you.

Joe Darger:
Yeah. Developing the Leader Within, John Maxwell. I think it’s 2.0 and I’ll just share a quick tidbit, something that hit me. Like I was always determined, I always had big goals, but I just think a lot of times in life we’ll take shortcuts. Each chapter could be its own book. And it’s so jam packed with… just it’s incredible. So that book’s highly recommended

Cody Hofhine:
Developing the leader within John Maxwell and it’s the 2.0 version. Okay. Yeah.

Joe Darger:
Yep. So that’s, so that’s the book. And the biggest thing that had an impact on me as he talks about character and he broke it down as, how do you define character? How can you actually look at your own life and develop that? And he broke it down to four things. Authenticity, self-discipline, humility and courage. And that’s something I think about every day. Look at those four areas. That book, to answer your question, I think that that book is incredible. A must read.

Cody Hofhine:
Love it. So second one is knowing what you know now, there’s many people that are just beginning their wholesaling journey. They’re like, “Hey, I want to do my first deal.” Knowing what you know now, what would you have done differently or what could you pass advice by saying, “Hey, at the beginning stages, here’s what I’d have done differently,” or what you would’ve done the same.

Joe Darger:
Yeah, absolutely. I think the biggest thing is Mark always talks about is taking imperfect action. I think so many of us, we have these ideas in our head that we’re afraid of failure, we’re afraid of what other people are going to think. We’re afraid of being an imposter. We’re afraid of not being enough or not having the skill sets or whatever it is. And that’s one thing that’s been a daily practice for me to learn. I try every day to be fully self expressed. Like that’s one thing I try to do. And the impact of which I experienced my own greatness and other people’s greatness. And to me, it’s another way of saying like what you were saying, living a life of purpose or just believing in yourself and what you’re doing more than your own fears, your own doubts, your own insecurities.

Joe Darger:
And ultimately I think just being able to be okay with failure, being able to be and just taking action and just knowing, Hey, if I give my 100% best I know good things are going to happen and I’ll figure it out. I’m just going to take action, I’m going to fall, fail, I’m going to take more action. And that’s one thing I think-

Cody Hofhine:
Do you become someone better when you fell?

Joe Darger:
Yeah, I think that 100% like that’s the every failure in my life that’s when, right on the other side of that, has been the most exponential growth. But I think most of us are so afraid of failure. We’re embarrassed or anything. And that’s one thing I’ve actually been doing is looking at my most embarrassing moments, failures in life and actually reframing them and saying, you know what, instead of what did I learn from that, or what’s an empowering context into what it’s like, no, I’m actually looking for failures.

Joe Darger:
And now that’s actually something that we do in our meeting each week we celebrate our biggest win and our biggest failure. Just get out there and take action, fail win and just trust yourself and your vision and just know that good things are going to happen and look for people to support you. A mentor, look for a team because you don’t have to do it yourself. People have the information that you needed, support system. Every person you know in your life has exactly what you need to exceed. Or if they don’t, they know a person. So just get out, get out and talk about it.

Cody Hofhine:
Love it. Rhino Nation. This is solid, solid gold nuggets. There is no such thing as winning or losing. It’s either you win or you learn. Always remember the only way you can truly lose is if you don’t learn from the mistake you made. But those mistakes you’ll realize are your greatest teaching moments that help you become the individual you’re actually supposed to be. So don’t be afraid of making mistakes. Don’t be afraid of taking risks that may lead to a failure. There’s no such thing as losing. You’re going to learn your best lessons from those results. Joe, thank you so much for being on the podcast today. I’m grateful that you’re here. I know you’re going to be busy. You’re going out and doing appointments, so thank you so much for taking some time with us today.

Joe Darger:
Thanks for having me Cody.

Cody Hofhine:
K Rhino Nation. Get over there and re-listen to this podcast over and over again. Cause realize there’s little golden nuggets pepper throughout this whole entire podcast and this podcast will serve you no good if you don’t take action on the things that you’re hearing. So jot down what the action is you’re going to take and don’t wait until tomorrow. Do it today and do it imperfectly. Don’t wait for a perfect plan. Perfect plans don’t exist. So get out of your comfort zone and go take massive imperfect action. Let that lead you to a result and let that result lead you to your next question. Until next time, we’ll talk to you on the next podcast. Thank you for joining us and we’ll see you soon.

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