This SIMPLE TRICK from Barbara Corcoran Will 10X Your Business

he said to me going out the door you'll never succeed without me I call it Fu Fuel and I'm like is the best fertilizer you sold for 66 million I was able to make over a million dollars in 1 hour flat and if you don't buy into this lesson you're never going to be a great boss and that is Barbara corin's credits include straight D's in high school and college and 20 jobs by the time she was 23 but it was her next job that changed everything she borrowed a th000 bucks and quit her job

as a waitress to start a tiny real estate company in New York City called The corkran Group which she grew to become the largest best known brand in the business Barbara is the author of the bestseller sharktales how I turned $1,000 into a billion dooll business and hosts a podcast called business unusual with Barbara corkran for over 11 Seasons now Barbara has been on the Emmy award-winning show Shark Tank investing in well over 100 businesses Barbara thank you so much for making time to be here I adore for you I respect you I admire you

your book sharktales this is awesome like I had so much fun reading it we're both from Jersey I know yes there's a lot of Jersey grit happening and so much populated state in the nation by the way but I think also really cool people like we've got some some cools some not so cool relatives yeah that's true that's true me too okay let's go back to the early days for anybody who doesn't know can you tell us a little bit about how you got your start and how this $1,000 Lo loan SL gift launch this

billion dollar business it was my first truly lucky break in life I recognized it for what it was just plain out luck I was working my 22nd job as a waitress and I was 23 and a man walked into the waitress and asked to sit at my counter and he gave me a ride home became my boyfriend and this was Ramone Simone and a year later he said why don't you start a real estate business you have a great personality I think you do really well in it he gave me $1,000 he took 51% of

his shares gave me 49% of the shares he was the financer and I was the worker and that's what started my first real estate company until he left me for a secretary seven years later I was so heartbroken it took me a year but then I ended the business and fortunately I had the second lucky break of my life which was he said to me going out the door you'll never succeed without me and I am telling you I use those words for the next 20 years to build a giant business I just couldn't stand

the thought of him seeing me not suceed and succeed and that drove me on every day of my work when he said that to you you're never going to make it without me was there any part of you that was like wait is he right or was it an instant like like for me my jersey version I call it Fu Fuel and I'm like is the best fertilizer like anyone tells me that I can't do something I'm like that is really my queue like watch me like that whole thing comes out but you do need

the queue yes yeah yes I think I spent the year leading up to the end of that business worried and doubting myself after all he had found me in my small town he had given me the ,000 he took me out of New Jersey showed me the big city he showed me the way to make money in real estate and then suddenly he's gone I thought I'd be nothing without him until he said that and then I was like a steel rod there was no way I was GNA succeed I love that so one of

the things I loved learning about in the book was how unbelievably smart creative and clever you are about creating interest and desire often times where there is none and for anyone you know we have such a big audience of entrepreneurs aspiring entrepreneurs established ones people going on to their next chapter and you did so many cool things so I'm going to say three of my favorites and then we can kind of unack nice to hear you have favors oh I do it was the one empty desk story when you were trying oh I loved that

I loved the one bedroom plus Den because as we were just talking um I'm obsessed with Street easyy and apartments and it's just like my addiction and then the One Day One price promo that was inspired by the puppy so whichever one that you want to peel into because I think they're all so delicious I'll I'll do the very first one to begin with because it's short I never advertised for sales people with an s on the end and I was desperate for salesp people I usually had 12 Des empty I'm dying to get commission

salesp people to sit in them and no one was coming in until I stopped advertising immediately for salese come and be with with us and people just felt like I had an unlimited Supply and then I decided to write one empty desk and I got five times the response to my ad was everybody always wants what there's a limited supply of and that became my way of recruiting salespeople very fast the second one was what the one bedroom plus Den story most importantly much more important than the uh than the previous Story the one bedroom

and den really gave me such a heads up of how to advertise high in real estate or any game would apply to anything I had one listing because my old boss allowed me to have a listing in his building to rent and I looked at it and I compared to all the listings in the New York Times that listed everything that that in that day it was like Street easy and everybody advertised the same thing one bedroom 340 one bedroom 330 Sunny one bedroom 340 well and on and on and on when the Ed so

I went back to my old boss I said if you build a wall between the living room and the and put a double frame door in there we'll call it a one bed den and I'll get you $20 more a month and I adverti $20 more a month and the phone never stopped ringing I ran that ad every single week for probably five years I just kept getting another one Benjamin in to advertise and he built those walls so fast because he got us $20 more a month and that's called making more of something than

you actually have or positioning it smartly and from that lesson I learned to positioned everything smartly and to really examine any circumstance I was in and think how could I do it differently how could I do it with a gimmick how could I do it smartly and that always gives you 10 times more bang for your buck which you need when you're starting a business because you're so poor you don't have enough money to go around totally well I think it's so important though for any size business because especially when you're starving yes especially when

you're starving but I think also some businesses and I'm curious your perspective on this when they start to get success they might get a little lazy yes very much so well they buy the help yes versus create their own Solutions that's right and they get lazy on that marketing and lazy on that creative positioning of saying like what do we have and how can we differentiate it and these are like simple but magical and profitable ideas you're right you know um The One Day One price promo so uh you can set the context for this

story but I was thinking about it in sense of like oh my God there's all of these apartments that nobody wants and sitting on the market and they're just days and weeks and months going by and I can't even imagine what the developers you know what everybody's thinking and then you come up with this one day one price sale tell us what this is and it worked like a dream because I was able to make over a million dollars in one hour flat come on yeah and this is back in give us the year for

context I don't really even remember early 80s okay but all I do remember very clearly it was the worst real estate market I had ever seen it was a time when interest rates were 18% my God and if you were a broker in Manhattan you were starving and going out of business because nobody would buy anything it was there was no market then a developer insurance company comes to me and asks me a solution to selling 88 dogs of Apartments they were the worst in the business and there was no way to sell them and

I told him that and fortunately the developer said you're a smart girl you'll figure it out I felt like I couldn't disappoint him and I came up with a theory that I imitated a puppy sale that my mother brought us to when we were kids where the farmer who's a smart woman had eight puppies and she had 20 people waiting in line to buy them from the city and fancy cars my mother said watch that farmer woman she's smart she invited everyone at the same time and all the people from the city were fighting for

the puppies why because they weren't enough to go around and that gave me the idea how to sell the units I priced them all alike equalize them whether they were in the back in the front whether they were bigger smaller whether they had kitchens or not and I said first come first serve keep it a secret only bring your best customer to my salespeople I whispered it out cuz I had no money for advertising and they brought their customers the best customers and I woke up to like 150 people waiting in line for 88 puppies

or apartments and they flew off the shelf because there weren't enough to go around and they were all equals so somebody was going to get a better deal than the next guy amazing everybody wants you have this in the book everybody wants what everybody wants yes always the case in sales I I feel like I've seen that in our business and you know we do a lot of digital courses and experiences and I've had people tell me so many times and I I've been doing this now for about 22 years they're like Marie why aren't

you selling your stuff all the time why do you have these open and closed periods I'm like because scarcity is this thing in our human psychology and it creates interest and desire and there's other reasons too it's not just that but I'm like y'all these are real things they're Timeless ideas that can work in any business I was even surprise I fell for it last night trying to choose a restaurant there were three restaurants I didn't really care what I want to eat I just wanted to eat and then I noticed the one was the

most crowded with people waiting in line I got in the line yeah did I know anything about the restaurants no but I figured the crowd minute was the best restaurant everybody falls for it every time let's talk about gut instinct cuz I know that has played a big role in your success it's something gut my gosh oh I've rely on it for everything smart lady thank you um is there a specific example that comes to mind whether it's recent or from your early days where the gut instinct was like so there and maybe other people

were like no Barbara you're crazy you know what I mean trying to get you to go where they wanted you to go but your inner Compass was like uh-uh MH probably the first thing that comes to mind is me hiring my first clunker my first salesperson who was great at sales but a chronic complainer and when I sat down and interviewed her I was really surprised because I was going to get a salese salesperson who had a great track record making lots of money I'm like wow wow wow but something about her as she's talking

and smiling was bothering me bothering me I hired her and I soon found out what was bothering me she was a chronic pain in the ass she complained about everything drove me almost to sell my business to get rid of her no way and I realized you didn't pay attention to your gut because you couldn't Define what your gut was saying and that's how important if you got us hesitating that translates to no don't do it every time in my business career when I ignored my gut it was the wrong move and most importantly when

I listened to my gut was when there wasn't the logic to back something up yes like to justify a move or a spend or something like that but just in my gut I felt like I had to do it they were always the best decisions and you know let's talk about finding and keeping the right people actually you queued this up perfectly I love this story of when you were first starting to hire all of your sales people I felt like that system was ingenious where you had folks come in and they were either dressed

for success or not and they either got a pencil or a pen can you walk us through why you did that I feel like it was like such a call back to your amazing mother and her organizational skills it was an organizational skill you're right yeah one of the issues in hiring salespeople is uh no one grows up saying I want to be a real estate salesman they fall into it and so you have to think of a way to cast a big net to catch a lot of people who might think about about becoming

a real estate salesperson otherwise you don't have enough applicants you can't sharpshoot so you're almost uh just trying to get as many bodies as you can in the door so I had a gimmick where I would advertise learn everything you want to know about real estate it might be for you not committ and then people would come in by drov for my career nights but the problem with it is if you get 50 people in you have to do something with them after they leave so I decided that if someone came in the door and

they looked attractive sounded attractive and they seemed to have a happy disposition I handed them a pen to sign in on my P and if someone came in I was I handed them a pencil to sign in so after the career night was done the following day of course everybody would call you who's interested in joining your firm which for the majority of the people because I ran a great show for them of course and turned on the dog yeah but everyone who would call I would just look at the list and if it was

in pencil I say I'm sorry that that's been filled if it was in pen sure can you come in so it just it just spun through a lot of people so I was able to have a lot of career nights without spending a lot of time at it yeah and going with the you know it's like why waste time on the Clunkers when you don't have the time and you don't have the energy and your instincts are like no if they can't even show up like they you know give a damn it's like uhuh they

can't represent the gorin group yeah um let's talk about being the best boss I feel like you've been praised a lot for being a great boss I am a great boss you are a great boss I even like myself I mean this is amazing for most of us like to be able to get to really like ourselves and not it's awesome do you have any advice for business owners who are trying to build a team and trying to become a great boss themselves I think there's one uh Capital lesson that everyone who wants to be

a good boss has to buy into and if you don't buy into this lesson you're never going to be a great boss and that is you have to see yourself working for the employees not the employees working for you the minute you think you're the boss of the employees to tell them what to do or you're more important or or more skilled or more anything you limit your horizons my attitude is I have a someone working with me I will do anything in my power to get them ahead anything in my power to keep them

anything in my power to introduce new things to them whatever is going to make them happy and then I don't have to worry about being a boss they're going to love me in return it's just about love it I know it sounds hogy but it has a good deal to do with love and loyalty you send out first and they give it right back to you I've never seen exception yeah I don't think it's sounds hokey at all I mean it's Humanity right it's human nature it's human nature and it's the most important thing we're

going to talk about money in a little bit but it's like outside of quote unquote success in business and building and creating and making deals it's you know our health and our relationship there's nothing more important so you get your greatest satisfaction a dollar will never give you the satisfaction you hoped it would when you earn it but when people love you and you have a happy family life at work uh you're getting satisfaction all the way to the bank whether you make the money or not it's guarant gued satisfaction let's talk about um when

there are folks who are not so great like I loved the part in the book that was talking about shooting the dogs early and calling the Deadwood and that you guys had as a policy once a year you'd cut the bottom 25% of your Salesforce how important have you seen it both from your experience in the corkran group but also at Shark Tank to let go of underperformers and complainers fast it's as important as hiring the right people you could try uh all the tricks in the book to make sure you hire the right people

and be right 80% of the time but 20% will seek your team if they're in the team and complaining and pulling the team down so you have to let go of people quickly I think it's equally important when you hire someone to be extremely clear on what your expectation is my expectation was very simple make a deal within three months or you're not meant for the real estate sales business so they knew they had three months to make a deal or it was over most people I hired who couldn't make a deal fired themselves before

I even had to fire them but for those few that didn't we meaning my managers myself would meet with them and say I'm so sorry you know what the rule was you haven't made three minutes so we have to move on now there are exceptions to every rule sometimes there someone who has so much capability and you feel it in your gut but they had a rough or a slow start then you make an exception and say take another 3 months what the heck and you don't fire the person but for the great majority of

people in business if you know how to hire expertly but you're not keyed on firing quickly you'll never have a really big business because what happens is I used to think if someone isn't producing that money that I'm spending on the overhead is taken out of the pockets of the productive salespeople I can't promote as well I can't buy them as many gifts I can't push them ahead I can't get them more assistance because it's being drained by the people who aren't able so I used to do to protect my good people I felt like

the mother I had to get my good kids to get ahead you know so I had no issue with firing people yeah I any tips around that because I think firing people obviously it's difficult and you want to do it with respect and with of course compassion and with a sense of humanity is there anything that you would share for someone listening right now or watching thinking like God any advice I would never fire anyone without giving some careful thought to what they'd really be good at and I usually had some good ideas as to

what they'd really be good at sales is an unusually difficult business very few people can really sell on a commission basis but I would watch the person before I fire them talk to the manager hear them on the conversation on the phone and think what would I picture them succeeding with and so when I sat down with them to tell them it wasn't working out they weren't meant for sales I was honest you have to be brutally honest let me tell you why it's not working out not like you're no good but let me tell

you what skills are involved that are difficult for you to attain however those skills would really apply to this business this business and this business because it's a key skill that you do have and why would you I happy to act as your endorser just use me in all your references put me first and I would always endorse them and so they would leave my office my partner s used to say when you fire People Barber they leave your office looking like they got promoted but in a way they did get promoted out of the

business onto something they could do well that they left like excited ready to try the the new thing that they were into I think that's so that's worth a gajillion dollar right there I know that's kind of an overstatement but it's it is because people it's so important for relationships I was talking about this on my team there's people that I'm doing business with that I was like oh my god I've known them for 20s something years it's like my accountant when I was a bartender waiting tables trying to start this business he's still doing

my taxes you know loyalty loyalty and you never know how your universes are going to collide again in the future so thank you for that do you know I can tell you that many times during the real estate business it's up down business you're always going out of business on the down cyle always out of business come so close you owe out money and you know all your suppliers will stay with you all the people you do businesses if you're loyal they they always worked along with you they got me through the recessions not me

but they got me through the recessions willing to wait for their money because of my loyalty to them and their loyalty back it's so important if you're going to build a business let's talk about when you sold M you sold for 66 million my lucky number your lucky number and I love that I feel like someone right there was a Suitor who who wanted to offer you 22 and you're like nope 66 is my number and I'm 66 is better than 22 oh it's a hell of a lot better all into it so you were

writing about in the book when you saw that money in your account you shared that you would be absolutely crazy not to feel on top of the world but you felt sad so I'm going to share your words here I was running around with a deep sadness and I didn't know how to fix it what was that experience like because anyone listening to us right now going like OMG 66 million you just sold your company you're seeing all that in your bank account and why would you be sad yeah I'll tell you why I would

be sad because money was never my God it was great having 66 million and I would never give it back so I love having 66 million and everything it brings to you but I wasn't aware I didn't pause to think what I would lose and I thought I'm selling the business the business but I should have defined what the business was what I had done is I sold my family I had sold the thousand people I had trained hired loved me did special events with me did were always with me all along the way with

for those 15 17 years I was building the business I sold my notoriety every press person in town was calling me because I was so good at publicity they've leaned on me for numbers that they wanted for comments they wanted I sold the notoriety and my family and without the notoriety I felt unimportant as ashamed as I am to admit that I love people adoring me and asking me for my opinion yeah and without my family what was I going to do talk to the wall yeah it was just terrible so I really regretted selling

the business almost immediately it was a very very hard vacuum to fill how long was that period after cuz I can only imagine the soul searching like I love my work so much and sometimes when I've felt either exhausted or burnt out or run myself ragged or just lost some Spark of what makes me so excited about what I do I'm like well I don't quote unquote have to work anymore and then I go I go in that I'm like oh no I was like ABS freaking abely not because I love the Act of Creation

so I'm just curious what that kind of next period was like for you was it like a few years before you're like okay here's how Barbara's back like this is your next chapter I wasn't back so fast in people's minds but I was getting back in my own mind yeah um what I had to decided to do is is reinvent myself what else could I do other than run a real estate brokage firm and I knew one topic only real estate that was a starting point I was going to be an expert on vacuum cleaners

or anything like that yeah and so I held my expertise in real estate and I thought what I really liked most about my business was the notoriety with the publicity and what I really liked well about my business was having an audience I love having people adore me so I decided to go into the TV business because they have large audiences and I made my subject real estate everything about real estate and as luck would have it almost immediately after I sold the corkran group or within a year the market folded and if there's one

thing that really does well in media is bad news yeah so I was on every week bad news bad news bad news on morning talk shows and I was paid and got to be a correspondent and that reinvented my field and so I went from there up the ladder to build more notoriety as an expert on TV and then I switched it to The Entrepreneur Space when I was able to do it you know I got very good advice from Barbara Walters on The View one morning it was right after I sold my business I

was sitting there talking about real estate which they hired me to do and after the show she said to me what are you going to do now that you sold your business I'd be curious I said I've had it with real estate I've done it my whole life I'm going to be an expert entrepreneurship so no more real estate she said and I said no no more real estate she said wait till someone climbs up your real estate tree and takes it you'll see how much you like real estate whoa I got right back on

real estate good advice yes and I became a real estate expert and that's what got me to climb the tree whereas I was going to give it up and redefine myself perfectly in a different field what a waste of time that would have been Isn't that cool that kind of comes back to that conversation like for me it's the fu fuel right when somebody like I remember had in the early days SP oh yes and it's like a fire inside there was a period of time where I was question I was like well that's not

really the healthiest of motivations and I'm like it it's it's but it works it works and I'm like you know what if it works for this one I'm like I don't need to understand it I'm going to use it um got it let's talk about money a little bit more because I think you shared in here that you've been good at making money but not so great at keeping it and that how do you keep money who knows yeah when you sold the company that you actually missed worrying about money and all the creative things

you had to do and dream up in order to get it so um you've made a lot you've invested a lot you've spent a lot lost a lot what are your thoughts and attitudes and beliefs towards money and have they changed over your career they really haven't changed in mostly my mother's attitude toward money you know she raised 10 kids with no money and somehow it all worked out she never worried about money a day in her life and there were periods of time my dad didn't work for months because he was always fired because

he was insubordinate in his job even though he was a capable man and great at his work he's always fired and my mother had more reasons to worry about money feeding 10 kids and anybody else in our probably the whole state of New Jersey but she never worried her attitude was money is meant to be spent so we waited our turn every 10 years believe it or not one of us got to go to the dentist every Christmas we all got new pajamas every three years one of the girls got a new doll so she

had a system but she never worried or gave a moment's thought to what she was short on when I was going out of business one year and I had written my goodbye speech to my salespeople I had tried everything and I had a huge overhead with six offices I had no way of digging my way out of the hole my mother happened to call me on a Sunday night and I'll never forget it and she said you sound distracted I said I am distracted I'm having a sales meeting a wheel in a week and I'm

announcing that we're closing the business because I owe I owed like $800,000 to the Ad Agency I owed this I owed that and she said you're not worrying about money are you I said of course I'm worried about money and she said what a waste of time o and just saying what a waste of time took it off my shoulders and I said it is what am I accomplishing worrying and I don't know what the idea was I thought of at that juncture but I did think of some idea that kept us in business for

another couple of months and then we saw the light shine in the real estate business and we made it around the turn I love how you said another one of these times that I was going out of business because that like that's the reality we're like I don't know I don't know if we're going to doesn't work yeah um let's talk about goals I loved when you talked about when there were suitors circling your business in the early days you said no one asked you what your dreams or your aspirations were before they started their

pitch and if they did they would have discovered that your goals had nothing to do with money status or power so um I want to know I'm curious what your goals do have to do with and what are some dreams and aspirations you have now uh the dreams and aspirations Pro probably have changed because I have less time in this world so you have to of course alter your aspirations to the timetable but I think what it's always turned me on and that hasn't changed at all is the joy of working with a team seeing

how far you could go seeing really how far you could go how much of a change you could make in people's lives because that's what gives you the satisfaction I find if you do a good job on that the money takes care of itself I've had bad times of course but I've also had times years where I've made a shitload of money and it's kind of my Happ sance I wasn't planning it it's nice to have I usually tried to spend it before I hit the office but in the end the whole thing that turns

me on is really the joy of this and the satisfaction of working with people toward a common God and the God was never money it was always how far can we go let's see where we go around this corner whoa whoa whoa yeah and I like change and that always kept me looking at the next page instead of the page I was standing on you know so I had shared with you when we were getting DED up right before we turned on the camer oh we I think we look fabulous 22 at most not even

right so um I want to talk about your fraking Penthouse because when you were working as a messenger I love this story you tell the story and how you saw it and the lady said when you're like I'll buy it and one day and she laughed at you you walk us through that yeah of course a short story I was working as a messenger while I own the Corr group because we were in yet another bad time and what was great about being a messenger you could work at night uh you could work any all

hours I worked around my day job and I delivered a message a envelope to a lady who lived on 97th and 5th and she opened the door and I saw behind her green beautiful Park views through a big window I'm like I and now I had seen Apartments my whole life but I had never been so a struck by the suddenness of the Green in the park right there framing her yes and I said if you ever sell this place would you give me a call well she didn't see me as Barbara cor and the

broker because I didn't have a lot of notoriety then um she saw me as a messenger girl and she said I'll be buried sure I'll be buried in this place I'm never selling it and that was that I delivered the messenger I had a sign for I left trying to get another Peak before I left and then of course she called me it was I don't know how many years later maybe 12 years 12 13 years later she called me and she said my apartment's for sale remember me I said it's never left my mind

and I went and I bought the apartment she charged overcharged me of course $3 million more than she more than it was listed for but I had to have it yeah and I haven't regretted a single day it is by far in my opinion honestly the most beautiful apartment in New York it's the dream apartment I mean I saw I saw the video of it and I was drooling I was telling you I am obsessed and uh I I have to be I'm obsessed with with space and with feeling and energy and Vibe it makes

a difference it makes a difference and I'm also obsessed with trees and so I live in the West Village and and uh we we need a little bit more space and all of like I my best friend and my partner Josh he's like nothing is good enough for you I said it's a feeling nothing will be ever good enough for you no it's only when I know when I have this certain I'm like I am patient AF like I ain't going anywhere do you know what I mean I'm like it will come up and I'll

look for it so when I heard this story I was like yes Barbara you put that out the nerd yes yes um let's talk about shark tank for a little bit and the power of picking good people you say there are three traits you look for in people when you're choosing to do business with them what are those traits I actually have more than three I don't know which three your ref I'll tell you I'll tell you my three and then you tell me the add-ons because the book came out a little earlier good character

I not as important anymore oh good oh this is an updated list I like this enthusiasm very important sense of thankfulness very important but they would not be my tops right what are the tops what I have learned by investing in businesses in Shark Tank and looking at the ones that succeed very well and the ones that don't succeed the majority don't succeed after you fund them it comes down to the entrepreneur so what I look for I really shop for a people that hasn't changed but the traits I'm always looking for is number one

by far ambition if someone's not dreaming about being a somebody if somebody doesn't want more for themselves in life there's nothing that's going to happen that gives them more in life than their own dream so I really want a dream with ambition like the the desire the tee to want to get in there and get it you know and that ambition is phenomenally important you don't ever get to the top of the Heap without it the second thing which is related it's like a kissing cousin is the ability to handle rejection or put Downs or

failures or knockdowns I almost think of uh great entrepreneurs exact exactly I think of this all the time like a Jack In The Box that you push the head down he pops back up when you twist he should have laid down CU you're going to smack him again he pops back up so I'm always looking for that in an entrepreneur my entrepreneurs that are wildly successful I have to tell you know how to get back up I know how to get back up I got the job on shark time because they hired me they rejected

me three days before I was going out there after I told all my friends I was going to Hollywood and bought my new outfits and new luggage and everything then they told me they weren't having me out there they never signed the contract I was like what but then I wrote an email immediately to Mark brette I took a about a second to feel sorry for myself and I did feel sorry for myself that I wrote an email to him why he should invite me out and why I consider his rejection of lucky charm and

I sent him that brief email and I was invited out to compete for the seat with another female which he told me he had another woman who replaced me I said let me compete with her I competed and won the seat I've been on shark T 15 years I just believe that ability to come back up is so important that combined with the ambition you could throw the rest aside they're all important you know thankfulness my partners if they're not thankful when there's a lot of money on the table they're different people I don't have

that because I really pick thankful people but I could do without the thankfulness if I made a ton of money on a sale and I love the people and they had the ambition and they had the ability to get back up those are the two important traits really are there any favorites I mean you've invested in so many businesses are there any that just stand out for you whether it was from the return on the invest the bus itself or the actual entrepreneur well the return on the investment is a sweetener that helps you love

somebody if you're making a lot of money like for example I think Mark cubin is more handsome than the other sharks but I think it's because he has more billions I'm not quite sure so so the money does affect my view of things however um what we have favorites mothers have favorite ask any mother if she has a favorite she'll say no get her drunk she'll tell you who her favorite yeah yeah yeah we all have favorites my favorites are people that like I love the cousins m l better give you examples I love the

cousins main lobster because the two guys are flirts they always tell me I look beautiful they tell me dirty jokes say he heha we have a drink together we have a ball so I'm delighted they're so successful but I love them because they make me feel good yes and they're fun to be with yeah and I respect them because they are Hustlers from the from the get go and they have those two important traits you slam Sabin and Jim the two principles on the head as often as you want you make them stronger they're just

that kind of a guy they're great businessmen so they're my favorites then I fall for a lot of favorites that are single women struggling usually single moms with nothing in their hands to build a business with I stay with them in the longest because because they become my favorites simply because they're trying so hard and they have the leaste going for them yeah so yes you do play favorites for sure or I do with Shark Tank no doubt about it staying in the no like you've invested in so many businesses over time what do you

do to stay ahead of the curve um and how do you know what might be the next big thing is it really about the person and less about the industry or the business I have no idea what the next big thing is I stick with my knitting yeah I like to stick with a business that's described that I understand describe a pizzeria to me I know how it works to get a give money and get a slice of pizza you know yeah if there is something very sophisticated on a field I know nothing about I

will buy it if I understand the entrepreneur if I don't really get the entrepreneur I steer clear of it if there's a technology business that mik Mark Cuban's really excited about that would be an exception I us should jump in the deal with him because he knows that space better than I do and if he's excited I'm excited but with that rare exception I just choose the entrepreneurs and that's really the way I think to choose businesses to build businesses to choose people I think there's nothing more important you have the right people you can

go as far as you want if you have the wrong people you'll be held back forever you know in business and life especially in business all the time the shitake hits the fan things go upside down that's a great one shitaki hits theak hits the fan you haven't had any Japanese Rebellion over that phrase no I'm so spicy and salty and Saucy you can write in you can be dear Marie terrible um but I'm curious because I you've navigated so much I mean I don't know if we'll have time but I loved I loved in

the book you were talking about like you need to bully back a bully and when a certain someone Mr Trump tried to uh weasel his way out of a $4 million commission owed to y'all you were like uhuh yeah we getting our commission we're getting our money what do you do to stay levelheaded when just things go sideways or things go upside down is there any are there any lessons you can share I'm able to go to a quiet place and very often the quiet place involves Rage which probably isn't a healthy way to be

for example when uh the Donald didn't want to pay me that large commission that he owed me I went to a quiet place right away I didn't get angry I just in my stomach got rage it's unfair the unfairness of it and fortunate fortunately for me I didn't have that many great real estate years because I always spent the money before it came in but I happened to have made a million dollars that year which never happened to me before so I spent 500 ,000 on a top-notch attorney to soo and win the case and

there were so many people that were in the same position as I who didn't have the money to hire a top-notch attorney and boy did I and was I thankful that happened that year and I was able to defeat him I wouldn't have with the best attorney interesting thing it's the only attorney I've ever hired really honest to God I've done transactional attorneys looking over contracts something like that but never in a lawsuit have I hired an attorney and you know what I found in short order I interviewed every top attorney in New York every

Law Firm partner in New York I get my hands on litigators and I said how would you win the case and most of the litigators had three or four ways they would win the case and I hired the guy had one way he said simple I'll do this and it sounded right to me and that's why I hired and that's what won the case Clarity so I even learned a great lesson I think if I had to hire another attorney I'd be great at hiring the right one because Clarity is what I learned about hiring

an attorney because it's hard hard to size up an individual has an expertise not your own right but not difficult to size up an individual with your common sense and Clarity is a big one so that feeling so when things go sideways for you letting yourself feel and I think you know rage is a human emotion right we have so we have such a wide we don't want to necessarily hang out there all the time we got you want to feel it and then you know use it for fuel I used to saw my husband

last night only last night yeah I love it I shouted at him for five minutes straight and then you got it out and then you're like okay done yeah no I get Fiery too Josh is like where's this coming from I'm like give me three minutes it'll be over um perseverance you wrote Every big success happens after I think I've exhausted 100% of my options for me success only happens after I gave another 10% if there is a struggling entrepreneur watching right now and considering giving up and I know this is kind of a big

broad thing and we would need to know the details it'd be impossible to answer but but what would you tell someone about perseverance I would ask them how many times they've tried whether they can Poss possibly still live another month to have enough space to try one more thing and I would have them meet with everybody who's working with them or Associates or anybody even people off the street and sit down and brainstorm what else can I try there's always something else and you know uh in business it's not really like a science with a

science you pick the option that's more likely to give you the results you want I don't find that's the case in real estate I think the world belongs to the Hustler who tries everything and if you could just try any old thing just Smash It Up Against the board something is going to give I think the people who persevere and win always in the end are those people had tried that extra 10% I really do I don't think uh you should ever reach a point where you say I should probably give up with there's nothing

else because there's always something else there's always some gimmi some angle some way of looking at it but very often you're too close to see it and I like to back out and brainstorm to get ideas and very often I won't use that idea but that idea will give me another idea that I'll move on and it's always the winner after the after you think the battle's over it's a shame it's like God doesn't have a sense of humor like you didn't try hard enough I'm going to make you really crawl you know but I

think uh there's nothing to be gained by giving up unless they shoot you dead and then you have an excuse to be giving up I guess you yeah you're just going to go to sleep you're taking a dirt nap as my friend calls it so you're amazing thank you so much for taking the time to talk to us today I hear you have something awesome and new a way for people to get more of this spice and wisdom and SM of course you're talking about Barbara in your pocket yes I am you could sign up

to be one of my followers my disciples or my friend or just a colleague or a teammate however you want to do it but what I do is I give great advice to entrepreneurs I know I do because they always give me feedback on how it change your life so I've come up with a system where I help as many people as I can through barbing your pocket I do seminars with the questions and answers answer their individual questions give them motivational advice I deal with all the crap that entrepreneurs do when they're building a

business have the people I get out of the gate they're not even in business and they're afraid I get rid of the fear right away and I push them out the gate to get them started but what I love about barber in your pocket is these are like-minded souls that I love it's it's replaced by cor group people in a way I love them and they love me back and I help them and how smart have I gotten listening to their very sophisticated questions and things they're going through it's kept me up to date with

everything going on in business so it's just a loving relationship that seems to take care of itself and it just works like a dream and I enjoy it most importantly anything else you want to leave us with today you look very pretty I bet you're only about 25 I I lie 35 thank you so much for being on thank you