Based Business With Parker McCumber

#41 People Buy Trust, Not Marketing | Tanen Bodell

• Parker McCumber • Season 1 • Episode 41

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0:00 | 54:58

Real estate investing, authentic content, personal branding, business relationships, client trust, and entrepreneurship—Tanen Bodell explains why genuine human connection is becoming the biggest competitive advantage in business.

In this episode of Based Business, Parker McCumber sits down with real estate agent and investor Tannen Bodell to discuss why authentic relationships, local content, and trust-based marketing outperform generic AI-generated content.

With over 20 years in real estate, Tanen shares how he moved from appraisal into sales, built a successful real estate business through relationships, and helps clients make smarter investment decisions by focusing on long-term wealth creation rather than short-term wins.

His biggest insight?

👉 In a world flooded with AI content, authenticity is becoming more valuable than ever.

💡 In this episode, you'll learn:

• Why authentic content outperforms generic marketing
• How to build trust in an AI-driven world
• The real reason people choose one real estate agent over another
• How storytelling helps grow your business
• Why simplifying your systems helps you scale
• The CAPT framework for evaluating real estate investments
• How investors build wealth beyond cash flow
• Why coaching principles apply directly to entrepreneurship
• How to create community-focused content that gets attention

🚀 Who this episode is for:

• Entrepreneurs looking to build trust and authority
• Real estate agents wanting better content strategies
• Investors interested in long-term wealth building
• Business owners trying to stand out in a crowded market
• Parents thinking about legacy and generational impact

🔗 Connect with Tanen Bodell:

🌐 Website: bodellrealestate.com
📸 Instagram: @tanenb

⏱️ TIMESTAMPS

00:00 Grace and Purpose
00:27 Why Connection Matters
01:01 Tannen's Real Estate Origin Story
02:49 Coaching Football and Business Lessons
05:42 Lessons From High School Coaching
09:28 Keep It Simple to Scale
13:23 Finding Your Why
17:23 Authentic Content Strategy
22:33 Local Market Storytelling
27:07 Dream Clients and Real Estate Investors
29:38 Cash Flow vs Net Worth
30:58 The CAPT Investing Framework
32:57 Home Buying Mindset Shifts
33:49 Financial Freedom Dreams
34:51 Trust Funds and Letting Go
36:41 Teaching Kids Work Ethic
38:29 Building Wealth From Scratch
42:34 Legacy and Being Overshadowed
47:56 YouTube Censorship Discussion
48:57 Coaching and Sportsmanship Lessons
53:34 Real Estate Client Red Flags
57:19 Grassroots Business Growth
59:13 Mission Ready Mastermind & Wrap Up

#realestate #entrepreneurship #realestateinvesting #contentmarketing #personalbranding

SPEAKER_00

As I got older, I learned that I needed to give my parents more grace. Everybody's just doing the best they can. And what can I do to help people? And that's what's kind of translated into this is I've said, how can I help these families? How can I help these uh individuals reach their goals? And for me, that's what was intoxicating was to see them build a relationship with them, grassroots, really connect with them, go through the real estate transaction process in real estate. And for me, my biggest thing was how can I help people achieve their goals?

SPEAKER_01

In today's business environment and the AI era, there is more content being pushed out than ever. But most of it inauthentic, doesn't connect, isn't a real human interaction. I'm here today with Tannin Baudell. His superpower is building a connection early. And I think in today's business climate, especially when you talk about AI and its prevalence now, connection has never been more important. That's what people actually want. Tannin, why don't you introduce yourself? Take a minute, tell us who you are and what you do.

SPEAKER_00

Yeah, uh, my name is Tannin Bodell. Uh thank you, Parker, for letting me come on today. Um I've been in real estate for uh about 20 years. Uh, got into the industry through my dad. He was a real estate appraiser, so real estate just kind of felt like the natural connection. You know, it was kind of dinner topics and and it was just kind of lingo around the house, right? And uh just kind of felt natural to have those conversations and and it just kind of be a natural fit. And so for me, it was one of those things that I really did love appraising. It was really fun. But the problem for me was that I noticed is that like 75-80% of the work is done before you even get to the property. And you're doing research and all these things, which is, you know, I won't get into that, but there's just a lot of work before. So you're alone in your office looking these things up, doing some investigating, some research, that sort of thing. And I noticed that when I'd go out and do the inspections, go to the homes, there was not a lot of human interaction. And I felt like, man, this is fun. If I there, if there's a way I could put real estate that I love and people together, then that's a win-win. And so for me, it just kind of felt natural. And and the creation of a real estate agent was born. Real estate agent was born, baby. Yep, yep. Um, and so I've been doing that uh um full time for about 10 years. And um, I think you were probably one of my first five or ten clients and have been for a long, long time.

SPEAKER_01

And oh, I had no idea. You were, yeah. Yeah, I definitely would not have used you if I knew that.

SPEAKER_00

You're like, why are we using this guy? But we were friends, we had good, we had a good relationship.

SPEAKER_01

Uh for for the viewers at home, I met Tannin uh coaching little league football. I was coaching his his son's team. And uh man, was looking looking for a house, was trying to move out of grandma's basement. Tannin was a I knew he was an agent because you know I met him coaching his kids' team, and so I was like, hey, help me out.

SPEAKER_00

I do remember that. The first time that uh Parker asked me to uh coach, I don't know if he really wanted me to coach. I just kind of found myself that he had a need, and so I jumped in and and kind of filled it, I feel like. I needed a line coach. Yeah. And you didn't have that. You had a bunch of a bunch of guys that were tall skill guys, tall, skinny skill guys. Yeah. You didn't have anybody that that has experience in the trenches, and so in the trenches. In the trenches, yes.

SPEAKER_01

So my experience in the trenches was coaching fifth graders in the trenches.

SPEAKER_00

Your your favorite go-to was to get on uh the bear crawl, right? As it were. We have still is dog. Still is we have one of our I have boys that we coached who actually just graduated, and I I saw him uh this week, and and it was just fun to see him because when we started coaching him, I think it was fifth grade, and so it's just it's wild to start.

SPEAKER_01

You talking about uh Bear Crawl Lincoln?

SPEAKER_00

Heck yeah, man. Shout out to Lincoln.

SPEAKER_01

Yeah.

SPEAKER_00

Um Lincoln What a stud, man. Yeah, he's a good kid. Um but uh but yeah, so for us, that was just kind of one of those things that I was like, you know what? Uh how do I piece this together? And so luckily we built a great connection through coaching. And um Parker was my or was I was his assistant for years. And then the roles reversed a few years later, where I asked Parker to come out of retirement the first time and come and help the first time and the second time and the second to come and help uh me be an assistant on my team because we when someone gives you the reins and someone tells you hey, you're now in charge, it uh it creates a little bit different of a perspective versus if you're a coordinator or uh an assistant coach and so. Um anyway, so I just felt like we've always kind of had a good connection, both around trying to help community, help kids. Um we always had great teams together, too. We did. We uh good good mesh. I I you know, going back and looking at it, I don't think we ever didn't go past the semifinals every year we played. Like it was either semifinals or finals here or further, right? Correct. So um yeah.

SPEAKER_01

Yeah. We coached uh five years in one game together. And one game. And one game. Shut up, pleasant grove. Thank you for that whip. Hey, uh, real talk. So I know this is off of the business topic, but now we're in the rabbit hole and I like to have fun with this stuff. So uh I've been I've been an offensive coordinator for uh Westlake High School the last couple years. Um, you called me out of retirement the second time to get to the high school level, which was one of the things that I said. I said, I'm not gonna coach again until I get paid to coach. And you're like, hey, buddy, I got that cash money. So, anyways, uh it's a big check, by the way. I I um didn't have to be a big check. It just needed to be something. Pennies. Um yeah, it didn't even cover my gas, to be honest, going back and forth. But but I I had uh been applying to coach at high schools for years. Yep. Um and and people who have watched the show for a long time, you know, I've told them in the past one my passion is coaching. Yeah. And that is it takes multiple forms. It's not just, you know, the business coaching, which is what these people might know me as. I love coaching football and youth athletics, and I love seeing the athletes become better versions of themselves. And it's not just the skill on the field, it's the leadership as a young man, all those things. Yeah. But I had been coaching or I've been applying to coach at high schools for years, and I never got a look, never got a hire, never got a call back, nothing. So Tannin calls me up. Hey, offensive coordinator position at the school, come on out. I made it a point that every time we played a school that I applied to that didn't give me a call, that I was gonna run it up on him. Yeah. So that's why in two games we scored literally a hundred points on Pleasant Grove.

SPEAKER_02

Yeah.

SPEAKER_01

There was no chill in my offense for Pleasant Grove. Not because I dislike Pleasant Grove, but to let them know they made a mistake when they didn't hire me twice. You mess up. Yeah. Yeah. Same thing with Cedar Valley.

SPEAKER_00

Should should have done a better job choosing your coach.

SPEAKER_01

Well, uh, yeah. Well, look, and I get it. I didn't play college ball, I didn't play the NFL, and that looks flashy to an AD. Um, but the the reality is being a great player does not necessarily translate to being a great coach. Yeah.

SPEAKER_00

Yep. And and and and that's what's wild, is you think that if someone played college football or college anything, that they automatically translate to being a perfect uh coach. Yeah, and coached the previous level. And that yeah, I went to the NFL. I went to the NN NBA.

SPEAKER_01

This is my theory on that. Is that they're better suited perhaps to be a skills coach because that's what they do, right? When you when you go to the college, you go to the NFL, you are such a specialist at your position and your role, and that's what your coaching is, right? Yes. So you learn that. You would be much better suited, I think, generally speaking, to be a position coach and then come up through coaching again versus going straight into a head coach or a coordinator position. Yeah.

SPEAKER_00

It's wild to see how many ex players try to coach and don't last. Whether it's head coaching, you know, coordinating positions, or you know, offensive, defensive coordinator and position coaches is wild to see that that they feel like, oh, I was a superstar, I was a D1 athlete, I was a whatever. Now all of a sudden they expect it to translate to that same skill set to transfer over. And it just yeah, sometimes it works really well and they do a fantastic job at it, but there's a lot, I don't know the stats, but there's a lot of of guys and gals who have come out of retirement or whatever and have started coaching, and it just does not pan out.

SPEAKER_01

Yeah, I I think a lot of that to give you guys a business uh tip here the same tactics that win in the military win in business, the same tactics that win in business and the military win in coaching. Make it simple. Yeah, make it something that's so easy to understand and to execute, and then you just drill that over and over and over again. Yeah. That's always been my philosophy around it. But then you remove confusion. You let people develop a skill and a comprehension at a a higher success rate. I one of the problems that I see this is for coaching, but it's also for business um and entrepreneurship, is that you get something in your head and you make it complex because you think that that's necessary to make it good. Yeah. And it's the opposite. Yeah. You want to make something so simple that baseline. Yeah, very easy. I mean, uh Dr. Ben Hardy has a book out called uh I reference this book all the time. It's called The Science of Scaling. Um in essence, one of the prerequisites to have a scalable business is it has to be a simple business. If you make something too complex, you prevent your ability to scale it.

SPEAKER_00

Makes sense. Yeah.

SPEAKER_01

Same thing with scoring a lot of points on an offense.

SPEAKER_00

Well, and what was interesting is that we in our last couple years together, we saw that with high school athletes, right? Where one of the particular coaches, his ex and o's ability was far above the high school comprehension because he did play at the highest of levels, right? Um and what happens is one a natty. Yeah. If you go to But then you have a natty level playbook at the high school level. And that doesn't translate, right? You're you're it's almost I almost equate it to you're you're speaking a second language. Yeah. And they just don't understand it. So no matter how much you know and how much you're educated, and and all the schooling and all the exes knows, that doesn't matter if you don't have a baseline of what they can understand. And so you need to coach to the level of what they can understand while progressing that, and then go from there.

SPEAKER_01

Yeah.

SPEAKER_00

And I think that's where this particular coach is going to keep having those misses is you just you you're you're going too high. And what was interesting, I don't know if you were at this particular practice or not. You're kind of a busy guy, Parker. But one of the practices, I think it was last year and the season before, is that we were coaching to this particular defensive set that he had put us together, a play. And I coached it up, put it up on the whiteboard, drew it out, and I said, How many of you were you at this practice? I don't know if you remember this. How many of you know does this make sense to? And do you understand? And there was like five to seven guys out of the team of 50. 50. Yeah. And I was like, okay, 10%, that's not great. And then I broke it down even simpler. I'm like, okay, what if we change took what these high-level X's no's are? What if we broke it down and made it even simpler to understand? And very baseline, very basic. And then I asked the same question. Okay, how many of you understand this or understood this? And that's where everybody rose their hand and said, I understand what you're saying now. And I said, Okay, so again, it's to that whole point of you've just got to make it easy and it'll go from there. So what you're saying, just you know, it's applicable in everything, right?

SPEAKER_01

So how are you doing that in your business?

SPEAKER_00

How'd you make it easy? I'm glad you asked, Parker.

SPEAKER_01

I'm glad you uh this is a business podcast, after all. Not a coaching. Hashtag based business with Parker McCumber. Uh what was your question? How'd you do it in business? How are you making your business simple? Yes. Um Tannan, tell them your business more more clearly, too.

SPEAKER_00

Yes, yes. So one of the coaching sessions that I went to with Parker was how was it like six, eight months ago, whatever. October. Yeah. And it was awesome. And it was you mission ready, mastermind, tell your friends.

SPEAKER_01

Hashtag.

SPEAKER_00

The thing is, I've noticed is that you guys broke it down so easily where it's like, okay, you're doing awesome, you're doing really good things in your business, but what are you doing to know what your why is? What's your why? And for me, my why is I want to be able to provide my family the same level of growth and growing up that I had. My uh family, my parents were uh successful for my dad's business, and I want to be able to provide that same lifestyle for my kids and more so. And um why? Um, I think because of I as I got older, I got to see what the sacrifices that my parents made. At the time when you're an inf, you know, a kid, you don't understand the sacrifices are going on around you. And then as you get older, you start realizing that your parents really are doing the best they can with what they have. And as I got older, I learned that I needed to give my parents more grace that everybody's just doing the best they can. And what can I do to help people? And that's what's kind of translated into this is I've said, how can I help these families? How can I help these uh individuals reach their goals? And for me, that's what was intoxicating was to see them build a relationship with them, grassroots, really connect with them, go through the real estate transaction process in real estate, like we said. And for me, my biggest thing was is how can I help people achieve their goals and help them find their why? And this is one of those things that was along that journey as to everybody has their why. And it usually always comes down to helping their families and helping uh them succeed and reach their goals. And financially, this is just one of those steps along the way. Um, most of the time, uh, I'd say 90% of the people out there, this is probably their biggest purchase they'll ever make and their biggest investment. And so we want to make sure that's a very good financial decision, help them educate them and let them make a decision. And that was one of those things for me that I just said, this is this is gonna be a good fit. I love helping people, I love helping people reach their goals. And this just helps me reach my goal uh of helping other families, which in turn, you know, kind of the the great Zig Ziglar said, uh, the fastest way to help people get what they want is to what?

SPEAKER_01

I think what you meant to say was the fastest way to get what you want is to help other people get what they want.

SPEAKER_00

Thank you. Uh so the fastest way to help people is to get what they want, and you'll get, you know, in reverse. And that to me is one of those things I'm like, you know what, yeah, this is something that I can see that's really plays well with my love for real estate, my love for helping people and relationships. And it's hard at the end of the cycle. I mean, we've done this many times together, uh, where I've helped you. Uh you go from talking every day or every other day, right? It's a lot, right? You're communicating constantly multiple hours a day, you're on the phone, you're working through things, and all of a sudden, you know, it the the transaction's over. And it, you know, naturally you just kind of go back to you know their lives. They go back to living and moving in or moving out or whatever they're doing. And that's hard for me. You know, being honest, it's it's one of those things that you build a relationship. Sometimes I've had some clients and I'm like, oh my gosh, thank goodness this is over. I'm so happy that this is done. But a bulk of my clients, you feel this connection, and that's that grues route, yeah, grassroots that I'm talking about. Yeah. Is I love that, right? Because it's you're you're building deeper bonds. And what was interesting is that they some of the education I've heard and podcasts and things like that, they're saying that the more social media you can do that's you and authentically you, the higher your chances are that you're gonna expand and grow from there. Because everything's going AI. And so if you can mess up on your recordings, if you can uh make it authentic and and just roll with it instead of oh, trying to make everything perfect, and it has to be perfect, and I'm not gonna get any content out until it's perfect. Um, that's one thing I'm learning and going through right now.

SPEAKER_01

Well, we we were just that's how we hooked in, right? Yeah. Uh your superpower is the connection. Yeah, people don't give a shiz. People don't give a shiz about the AI stuff. Yeah. I mean, it's content, it's going out, it maybe gets in front of them for a second. But it social media platforms, Facebook, Instagram, TikTok, it's all so saturated with that garbage now that people immediately recognize it for what it is. They scroll off. But what's stopping the scroll again, what's getting people's attention is authentic, real person-to-person connection. So one of the ways that we are doing that right now, just as like a pro business tip, I'm filming long form content every week. I do at least one podcast every week. Um, we also come in, I'll film like courses, uh, community stuff um for my groups, and then shorts, reels, and clips, right? I film those all standalone, but then I'll also derive from the long form more shorts, reels, and clips. I'm posting like 300 pieces of content a week right now. Wow. But it's all real. None of it's AI. So pretty cool. Um essentially posting that across all platforms, the omnipresence piece and then a consistent cadence where we're getting in front of people constantly where they are on their phones already. They build trust, they see us consistently, they go back to the long form, they start to watch the podcast, they see how I can help people, how I can build now. Apply that, sorry, theory there that I've shared to real estate. Somebody wants to go buy a house. Yeah, they're gonna get an agent. Most people do, right? Yep. Uh, are you gonna get the agent who's just posting an AI chat GPT image every single day that says like three things you should know about buying a house? And it's just, you know, pastel colors or whatever, very generic. Or do you trust the agent who sits down in front of a camera, looks at you, and says, Hey, I just helped a client buy their second house. So now they have an investment property. And these were three roadblocks that we ran into and how we overcame them so that you don't run into the same issues. I like that. Because now it's you providing a solution, yeah, telling your story, stories build connection and providing value that shows you're an expert at what you do, which builds trust. And it's the trust that convinces somebody to go with you, to make the sale, to go with the purchase, right? So I'm a I'm a big believer in the authentic content right now. I mean, that's one of the reasons why we went in on this podcast studio, was it put us in a position where we could build a lot of content very quickly and then run the social media for it and then take on clients. And we do that now for like 30 different shows that film here pretty consistently. Uh, we'll host the content, post the content, run their content calendar, all that stuff for them, just so it's off their plate and it's it's uh a fun thing because all of them see, you know, one social media growth because it's now consistent and we've got them on the cadence and everything like that. Second, they get clients from it, and then it's a no-brainer to just stay on. So I like that. It's uh it's a a a cool thing, but that's something that anybody can take and implement, whether you use a studio or not. Get yourself a camera. Film, maybe, maybe it's just like a 10-minute instructional video. But that 10-minute in video, if you go over, you know, five bullet points, those five bullet points can be chopped into five reels. Now you have a post, you know, every day for the work week just because you shot a 10-minute video. Yeah. So I'm a big I'm a big fan of like anybody can do this, this kind of strategy. You just have to set aside the time to do it.

SPEAKER_00

Yeah. And that I think that's the hardest part that I've encountered for me and my business is I naturally am a private individual, right? Which is hard because you're also kind of funny. Yeah. Because you're so you're so willing to talk to anybody. Yes. And so I I think it's because I hold, you know, my family so close to the chest, right? And they're so valuable to me. Yes. Your family might be private, but your correct business isn't. And I and that was one of the, you know, one of the paradigm shifts for me was in your mastermind was, you know, you can still keep that private, but let people see who you are, that you really are a family man, that you're a coach, that you're uh a business owner, that you're in the community. Yes. Uh, you know, right now the big thing that's going on is uh soccer tryouts, right? Soccer tryouts right now for uh, you know, platform teams and local teams, it it's a big deal. And what's surprising is how many people um go through this every year the same week or two, right? Depends on your age group.

SPEAKER_02

Yeah.

SPEAKER_00

And uh, I mean, you saw that, you know, right close to where you live. There's uh oh yeah, a big park, and so it was always massive for that week or two. And uh one of the things for me is is I thought, okay, what can I do that is relatable that people do find value in? Not just five things to do to get your house ready to sell this spring. No, right. I think tell the story. Google that, right? Anyone can find that. Chat GBT will tell you.

SPEAKER_01

Yeah, I was just helping this client sell his house. And while we were getting it ready, I uh we saw, you know, hey, these were a few things that we could do immediately to add value and make the house more presentable. Yeah, yeah. But then it's a story, it's a connection, yeah, and it's educational, informational, valuable to a viewer. Yes, and so the packaging matters there.

SPEAKER_00

Yeah. And so part of me is that we I said, okay, what what do I know? And I know my local market very well. I know because of my appraising background, I know the Wasatch front, which is about 70 to 75 percent of Utah's live along the Wasatch front. And I so I have a good base understanding that, but I'm like, okay, we need to get even more uh micro level, right? Because people do look up uh, you know, new things coming in your their city. Uh what are the top three sushi restaurants in your city? What are the top uh parks to go to for moms that are stay at home, right? These are things that actually matter and that I think you know we're gonna start rolling it out. We've just did a filming a couple weeks ago where we have a new winco coming out um out to our local market. And right now it's just, you know, they're digging in the dirt and having fun doing, you know, getting the the horizontals uh improvements ready. But it's one of those things that as we're looking at, that's something that I think people care. Because right now the closest one out there is 30 to 40 minutes away, right? They've got a they got a far, far ways to go. And from what I can tell, this is something that most people are gonna love to have that connection. For sure. They're gonna know, oh my gosh, and they'll share it, right? And and then every week come up with new, and there's that there's always something changing, right? There's a new in and out coming out there, right? Uh, that's something that I think people would find valuable. Anything that's coming and going, and and local businesses and just being engaged, I think that's where people uh like to know that type of stuff. What are your thoughts?

SPEAKER_01

Man, how awkward you were just turning to me because I was like getting out my inhaler and having an asthma incident here on the show. Are we puff puff passing? Is that what's happening? Sure. You want some uh some butterol? Well, no, this is uh epinephrine. Oh, is it it's an epi epinephrine inhaler? Are you are you going into I have uh it's like allergy-induced asthma type stuff, but like you know, pollen's really bad this year, getting the allergies, so so forgive me. I'm gonna get jittery for a second. Are those called the epi? Primastine, prim primastine, something like that. Anyways, what's up?

SPEAKER_00

Look at those lungs. Should be a swimmer. Hold. Dang.

SPEAKER_01

Yeah, you gotta let that that whatever. Okay, so now my heart rate's gonna spike. I'm gonna start talking fast. I'm gonna get jittery. Yeah. So when it looks like I'm on drugs, it's because I'm kind of on drugs. Anyways, um I think you're 100% correct. People do care about that stuff, especially in the community, because when you buy a house, it's not just the house. Not just that street. It's buy into living in that area, right? Yep. So you think about what the area provides for your lifestyle. One of the reasons we moved to Vineyard specifically was because it was so close to where I worked. I mean, that was saving me on the drive and the commute. Yeah. Yep. I mean, now we're there, the roots are in place, but people look at that stuff, right? Is it close to where they work? Is it close to where they could shop for groceries? Is it close to where their kids can go to school? Like there's there's always more factors involved, right? So let me ask this about your your your business. Who do you like to serve typically? Quick question. What's the dream client for Tannin? You could tell them me, but I mean, give me give me an avatar. Um my sorry, that was conceded. I said you could tell them me.

SPEAKER_00

Uh one of the things for me that I noticed is um my favorite is is those that have already been through the process, right? Those that are a little bit more experienced, a little bit more uh you know, highly educated. I love working with everybody, right? First-time home buyers, young professionals, uh divorcees, um, empty nesters, right? You you name it, I've I've helped them. And um I I think that's one of my favorites is because there's you you can actually get a little bit deeper into the minutiae of the the transaction and what's a good transaction, and and not just the very basic boxes. Does it have five bedrooms? Does it have three bathrooms? Does it have a two-car grass? You get a little bit deeper as to what are the numbers look like and what does that look like for my future? What are the projections for 10 years and how does that work? And what's my end game and how long should I live here before we move again? And how does that work with taxes? And and then to the next level, you know, working with investors, that's even more fun, right? Uh the investors less picky about the color of the paint or you know, some things that really don't matter. Uh what matters are the numbers and and and does that let you hit your goals faster? And to me, that's what's what's fun is it kind of becomes a game where my investors tell me, hey, this is what I want. I need a certain cap rate, or I want a cash on cash return of this amount, or a certain IRR, whatever it might be. Uh, that really kind of helps taper into my mind the ability of what I have to find. And what's nice is I started using this program that's not the MLS, it's a different program, and it's uh highly focused for investors. It's almost like a uh MLS for investors, where I can put in certain criteria just the numbers financially that I want to hit. And then it'll let me pull up all of the homes or the units or condos or whatever. But how accurate is it? You can go in and change, like if they're like, oh, you're gonna get 2300 a month. You're like, no, you're more like 2100 a month, and you can mess with it and check it out. Hashtag rest in peace, Nephi Town Homes.

SPEAKER_01

Do we want to get into that? No, Parker. No, no. But I own my I own my my L's. I share them on the the show all the time. I mean, we just have a row of uh townhomes that are not profitable. I lose $1,500 a month on those townhomes. But the way I view real estate right now, keep in mind I'm young. Yeah, I can invest, I can take some risks, I've got time to, you know, recoup and recover if if needed. The way I view real estate now is that it's better for me as a young man. I'm saying that, but everyone can see I'm bald, I'm not wearing my hat and my graying, you know, beard and hair. If I invest now, even if I'm losing money cash flow-wise, my month to month, the I'm still getting a a greater return when you look at the net worth. What I mean by that is if I've got a row of town homes and each one of those uh costs me $2,500 a month, for example, and I have three renters in there at $2,000 a month each. Yep. Okay, I am paying essentially $1,500 a month in the lost cash flow, but I am netting six thousand dollars a month in net worth generation because they're paying off the mortgage. Yep. So there's a trade-off. You lose cash in the immediacy, but your net worth grows.

SPEAKER_00

Can can we touch on that for a second? Please. So that's one thing that a lot of people get you can tell inexperienced investors get hung up on that cash flow bit. Yeah, they want that immediately. Correct. And you gotta learn that you're gonna you can make money in any market you're in. It's just a matter of how you do it, right? And right now, because of interest rates being what they are, uh you I like to break down the acronym uh CAPT. C Cash, cash flow, right? Like you said, it's it's a negative cash flow right now. Okay. What about the other three acronyms? A is the next one, appreciation. How much is it going up in value every year? Right now, along the WASET front, the average is about 4% per year per unit that you're talking about. Yeah. And so you you got those gains coming in, right? The P on capped, uh, that's the principal, right? Yeah, what do you got to put in? Correct. That's that's the differential, right? Is uh it's going up in value. They're helping pay it down your mortgage, right? So you have this ever increasing differential that's separating the two. And then you have, and it depends on who you ask, uh, I use the the the D instead of T. Some use that last one, uh, but it's the depreciation, right? When you write off. Correct. And so once you add in the cash flow, and it's coming down as a negative right now, but you add in the appreciation, you add in the payoff or the uh, and then uh the depreciation, and all of a sudden, what do you have? Some tax savings. That's what I have. And and yeah, absolutely, but it the percentage is closer to like 10 to 15, 20 percent appreciation by the time you look at the return on and yeah, correct, yeah, based on that and you break it all down, right? Um, but a lot of people, you got to realize as an investment property, this is not just a short-term play. This isn't just I'm trying to put my money in and get it out in two or three years. This is a I'm gonna hold that for 10 years and hope it doubles. Correct. Yeah. And what what's interesting is that in this process of of home buying and home searching and everything else, you've got to find one that is gonna be the best long-term play. And you got to realize that when most people, this is where I try to liken it. Most people, how much are you investing in your 401k every month? You have a a regular W-2 or salary job. Yeah, maybe you put in 10 to 20%, maybe. So isn't that equivalent to 500 bucks a month that you're maybe storing away in a property? In a property, right? So, yes, you're losing money on on the cash part, right? It's not cash flowing, but how much are you putting in your 401k that you don't see? You're just sending it away every month. So similar, yeah. Yeah, so I'm trying to help change the mindset of like, look, there's there's more there to be had than just, oh, it doesn't cash flow. Let's just write this off. Well, let's let's take a deeper dive.

SPEAKER_01

Yeah, let's look into what the the long-term play is, let's look into the net worth generation. And part of why I mean that's always been my bigger concern because at the end of the day, like, why do we do anything that we do? Yeah, it for me, it's I want to be able to stop at some point. I don't know what that looks like. I don't know if you'll never stop. I don't know if I'll ever actually stop, but at some point, it would be nice to sell everything, buy an island, and ride off into the sunset. In theory, anyway.

SPEAKER_00

I don't know if Emmy would be okay with that.

SPEAKER_01

She is definitely okay with it. Is she? Yeah. What about the kids? We're gonna be on an island. Everybody. Why not? I like it. Well, I mean, let the kids the kids are gonna go off and do their own thing at some point, you know?

SPEAKER_00

Yeah, that's true.

SPEAKER_01

Like you're a parent and you're at this point. Yep. You're at you're at this stage. You've got one about to leave the house. I mean, or I would assume you just graduated high school and all that. My uh my thought is they're all, you know, gonna be their own person at some point. I don't want to do anything that makes them feel like they're tethered to us when it comes to them leaving the house. That's not to say that I want to kick them out immediately or that I I want to um shove them off on their own. Like my kids are legit trust fund babies now. I mean, uh it's weird to say, but like I've put a property in a trust fund for each of them so that if something happens to me and then uh or something happens to me and my wife, they get the uh, you know, life insurance, they get the beneficiary for the accounts that we hold and everything like that, um, divvied out into their trust funds. Their trust funds pay out, you know, periodically for them. Um so like they're gonna be taken care of if something happened to us.

SPEAKER_00

But let them go and do what they want to go do. Yeah. And and that's what's hard as a parent is knowing you know, when you get to that point of 18 or graduating high school, you know, as a parent, for us, I know uh my wife and I, we look at it and we're like, w, you know, Kylie's even better than I am. Did we do enough? Did we do enough as a parent to set them up to succeed from this point going forward?

SPEAKER_01

And well, you'll find out.

SPEAKER_00

You'll find out in a quick hurry. You'll find out. And and that's a conversation we've had. It's we're just like, look, you're gonna learn these lessons that we're trying to teach you. And whether it's us teaching it or it's the world's gonna teach you, the world's one way or it's not gonna be as nice as as we are.

SPEAKER_01

Probably shouldn't be talking about my kids being trust fund babies, they're gonna get made fun of forever over that. Can we uh chop that off? Chop that off, Bart. Yeah, it's whatever.

SPEAKER_00

Uh yeah, yeah, there's lessons. So how how about I mean how how have you dealt with it, right? I mean, because that's the thing, is that you want your kids to work hard and learn a work ethic, but you don't want them to feel like I've got a handout, I've got yeah, I've got money coming in, so I can just sit back and let me let me sit on my parents' cocktails.

SPEAKER_01

Right now I'm in a I haven't had to encounter it yet. My kids are young enough, yeah, they don't know. They don't understand.

SPEAKER_02

Yeah.

SPEAKER_01

So like to date, um I make my kids do jobs and earn money still. And they like are totally willing to do that because they earn a couple bucks and then they can go, you know, when we go to the store, they can get something. Yeah.

SPEAKER_00

So they're learning the value of hard work. Correct.

SPEAKER_01

And get they get and they the value of earning. Yes. Right? Because then it's something that they earned that they can go and buy. You went and did something hard, and I'm gonna reward you for it, right? Like uh just the last weekend or two weekends ago, I paid the kids a buck an hour to go weed in the garden with me. I love that. So like I pay my son and my daughter two bucks or something like that. But they're hyped, they earned two dollars.

SPEAKER_00

That's so cute. You know. Then they're gonna come hey, yeah, but dad, I heard that 15 is the new standard. Yeah, they're not there yet.

SPEAKER_01

They're not there yet. Um ride it as long as you can. So I I haven't had to in hit encounter that yet. Yeah, but but I kind of have the shack theory about it, which for those who are unaware, I'm rich. They're not rich.

SPEAKER_00

I like that. Yeah.

SPEAKER_01

I earned everything that I have. Yeah. I was not rich when uh when you didn't get it inherited. No, you weren't a trust one baby. I I have this was all self self-built. Correct. Correct. Um, and I mean, actually, you've been there now for pretty much the whole journey. Yeah. I had I started my company before I knew you, but I wasn't making money before I knew you. I mean, you were there for our first property purchase was a condo that we bought for, you know, $200,000. Yeah.

SPEAKER_00

So and and I think a bulk of that was on Emiline. Correct. I'm not mistaken.

SPEAKER_01

Correct. Well, well, yeah. I had started making money then. You didn't have a history. I didn't have a history, so it couldn't be counted. So that was on Emline's salary for the most part. But but yeah, I mean, that was that was it. So you saw us go from grandma's basement, literally. For a year or two, right? I mean, it was correct. Um, you saw us go from grandma's basement to, you know, now we've you and I have done what close to seven million dollars in total value business. Yeah. And uh we're trying to do some more. Yep.

SPEAKER_00

So Yeah, it's definitely something that uh, you know, as you as your pa as your kids get older, that's something that that you're always worried, like, okay, if you if and when you're gonna leave the nest, we we don't want our kids to be the, you know, still at home, they're 26, still on the insurance, and you know, if they're in a rough spot, great.

SPEAKER_01

Here's my theory with it is you know, we set up these trust funds for them, but they're uh they're stipulations and they're capped, right? Like uh the trust fund can be accessed to pay for school, like your tuition. Uh-huh. And then the trust fund pays out on like a five to seven year schedule or something like that. So, okay, they get they can access it to go to school, they get their first real payout at twenty-one. And then they don't get another one until they're twenty-seven, something like that. And then they don't get another one until they're thirty-five. But it's it the point of those is how do we how do we give you some money that's accessible for you to take a risk? You know, maybe start a business, maybe you go and buy your first property, whatever, yeah. Um, without giving you enough that you're complacent. You do nothing, you are a leech. Like that's not the goal. And to be honest, our trust funds probably are never gonna have enough money for them to do that. Trust funds gonna be it'll help you pay for school, help you get by, take some risks.

SPEAKER_02

Yeah.

SPEAKER_01

But they th the goal is, I guess, we have to teach the kids the skills that they need to go out and earn. Yeah. And to be successful in their own ventures, businesses, endeavors, relationships, all those things. So that's the focus for me and my wife. So far, I think we've done a a really good job of it. Um I mean, I've talked about it on the show, I've talked about it with you. My my kids are so Franklin in particular, so scary smart that I'm like, if actually I had this this conversation with Mandy, um, you know, Mandy Keene from the the Mastermind, she was the one that taught on the Rainmaker Triad. She um her and I were talking, and I'm like, I'm I'm actually scared a little bit, intimidated, and we're trying to break down what does that mean? Why do I feel that way? And I think it's because I've strived my whole life to set a good example for my kids. And everything I do, I'm doing it in a way that I want my kids to see that they can do anything, right? I came from like objective poverty, yeah, um ran away from home, joined the army to escape poverty, was living in grandma's basement, going to school on the GI Bill, and then built a couple businesses that grew. Yeah. Um, and then that was the doorway into other businesses and coaching and consulting and everything else, right? Relationships, yeah. But but I never got a handout. Like you said, I never had a daddy's money, I never had a trust, I had nothing. I was bootstrapped. So can I show my kids that they can do those things too? Yeah. And then the vanity of it is that Parker wants to feel like Parker achieved something and set an example and maybe not be forgotten. But I know that Franklin is going to overshadow me. I'm in I'm intelligent enough that I can look at this kid and I can know his potential is far greater than mine ever was. Yeah. And part of that is maybe that he has resources that I didn't have now, and he has a better family life than I had as a kid, and you know, whatever.

SPEAKER_02

Yeah.

SPEAKER_01

Um so I'm grateful that I can provide that level of support to him, that we can, you know, get him the resources he needs for education, that we can uh fulfill his curiosities and help him learn the things he wants to learn and experience the things he's interested in. Because all of those things reward his intelligence and curiosity. So, in a way, the parenting is making him better, or I like I know it's going to facilitate those outcomes. Um, but I have that that little bit of a subconscious fear where I know I'm going to it no matter what I do, it'll it will be overshadowed by him at some point. Isn't that the parent's goal? Yes. Yes. I just don't want to be forgotten. I see. Stop and think about this, Tannin. Who's the greatest quarterback of all time?

SPEAKER_00

That's a highly debatable topic. Sure. Give me yours. Uh I would dare say either Steve Young or Joe Monte. Okay. What's Steve Young's dad's name? No idea. Exactly.

SPEAKER_01

That's what I'm getting at. Yeah. What's Thomas Edison's dad's name? No one knows. Yeah. Sure. Exactly. Right. History is full of parents who were overshadowed by their kids. Um but a lot of it for me has been like, I want to, I wanted to create a legacy, right? I've uh you've seen my ring, right? Yeah. So I wear this ring. It's a family crest that I designed, that I made. Because we don't have a family crest. Right. Uh I joke often that my family tree isn't a family tree, it's a family wood pile. Right? That's hilarious. So I've got this crest that I made. Let me see. Yeah, yeah, yeah. That's what I was asking. Is you if you had seen it before. Um and it's symbolic to me, as the king's ring, perhaps, that I am carrying the weight of the McCumber name. When somebody thinks about the the McCumber family, they don't think about my parents, they don't think about my siblings. They hear the McCumber name and it's Parker McCumber. So I am now the steward of the family, of the family's name. I'm trying to make the McCumbers something. Yeah. Right? It's building it from nothing. And with that, I kind of got these ideas or perhaps dreams of grandeur in my mind. Yeah. That I would achieve whatever and be remembered as the one person in my family who got my family out of poverty, who changed the trajectory of the family in the bloodline. You got to the mountaintop. But I'm going to be overshadowed by my son climbing the bigger mountain. Yeah. And so I'm a little bit again, I'm happy for him. Yeah. But it's an anxiety that I have. And it's not really an anxiety. I don't know the best way to describe the feeling. Yeah. I'm happy for him. I feel sad, perhaps, for me. Yeah. In the sense that this is so weird to talk about. I try to be the I try to be the best at what I do. Like if I put my name on it, I want it to be something I can be proud of. I know that even though I'm trying to be the best, he's going to be better.

SPEAKER_00

So that's a question. Do you think he'll have the desire to be the best? So it's one thing if you have the ability and you have the talents to do that, but do you feel like he will have that and take it and and I don't know if one up is the right answer, right statement, but you know what I'm saying? Like, do you feel like, or do you feel like he'll be content with just being the smartest guy in the room but with a lid on it? Like he doesn't he he has so much confidence in himself and his abilities where he doesn't need others to know that that he knows that within. And so therefore he doesn't need to go and carry the mantle of the McCumber name.

SPEAKER_01

Um maybe that makes sense, but he is my son. Yeah. And I am ambitious. Yeah. And I can see the ambition in him. Yeah.

SPEAKER_00

I already told you one day I wouldn't be surprised if he becomes a uh the money launderer for a drug lord. Oh, yeah, something like that. Because of his his he's the smartest. I was he's six now. Yeah, he's six. He's he's probably the smartest six year old six year old I've ever met. And uh and watching him do multiplication and division and stuff. I'm like, this is crazy. Most of the time kids don't even learn this until memorize through fifth grade, you know.

SPEAKER_01

Cubed numbers and stuff like that. And not just, you know, what they are, but like, oh yeah, that's three times three times three, that's four times four times four. Like yeah.

SPEAKER_00

It's wild. Yeah.

SPEAKER_01

I mean, I'm I I pale in comparison when it comes to numbers already. You really like working with people who have gone through the process before because they're more in the know. It lets you solve more of the puzzle and the problem that they're interested in. Uh, is there anybody you don't like to do business with? That's maybe a weird question to ask.

SPEAKER_00

No, I think it's a fair question. Um, for me, it's the clients who don't respect my professionalism. My your time, your sacrifice, my experience, right? Where I try to educate them and say, look, I've been down this road. I know what this looks like. I can see around this corner what's going to happen. Yeah. And where they're they just You don't want to know it all. You want somebody who's trusting the work that you do. Correct. And when they act like, oh no, it's fine, you know, they don't pay attention, and then it ends up costing them money or it becomes a an issue later in the process or whatever it is. And so I I I've in all my years of doing real estate and being a realtor, uh, I've only had um essentially one person yell at me. Only one. I'm sorry. And and I I look at that and I'm like, okay, is that is that because I'm too amicable, I'm too nice. I, you know, but I also know that I can stand on my two feet and be like, no, this is when I tell people you're wrong. This is not the right way to go. This is what's happened. Um, for instance, I had a I had a client who uh we helped sell his house. It was the uh one of the um average to bigger homes in the neighborhood, and he had some like 10-year-old stereo equipment that was not even built in. They were just mounted on the walls. So it's definitely value there. And the buyer was wanting to buy it for for essentially, let's just call it 10% of what he bought it for. And you know, but it's 10-year-old equipment. And in the technology world, that's ancient, right? That's 10 that's dinosaur stuff. And I tried to be realistic with my seller, my client, and said, hey, this is what he's looking at it. Um, and he didn't like that. He ripped into me and he's like, How dare you? This has cost me 10,000, whatever dollars it was at the time. And I can't believe that you're only giving me you know a thousand bucks for value. And he he didn't, anyway, he he hung up on me. That was the first and only time I ever had someone hang up on me. And I got off and I'm like, hello? Like it was shocking, and no one's ever hung up on me before. And um, and I called him back and and he didn't answer. I called him back a second time and he picked up, and and he's just like, I can't believe that this and this and this. And it anyway, it turned into a good learning moment for me where I needed to be more empathetic to what he's going through and to be more compassionate to how he's feeling because he he spent the original money on this thing, and so that is why it was such a high value to him. Yeah, and at the time I didn't do a very good job of trying to bridge that gap. So funny, how old was he? He's older than I was. Yeah, okay.

SPEAKER_01

I was gonna say this is a common trend that I see with elder, older people. Yeah. Um, like my grandparents, for example, they bought something 20 years ago for a thousand dollars. Yep. They think that today, with all of the use, whatever, it's a thousand dollars. Yep. Like value is never lost on anything for them. A depreciating asset never. No such thing as a depreciating asset to them. But I've also seen that in some of my businesses too, uh, with the clients, the customers that we we bring in, or they come and buy something, like they just have no concept of where. Yeah. So curious. Okay. Uh, we've talked about your business a bit. Let's talk about the strategy real quick. What's working, what's not working? If keep this in mind, the the lens of this is typically we are helping people who uh want to start a business. Maybe uh somebody's looking right now, they're trying to create their first service business or their first brick and mortar or e-commerce or something like that. How do you get clients? Or how would you recommend it?

SPEAKER_00

Uh I I think good old-fashioned work, right? And communicating and growing from the grassroots. I think that's so we we talked about it. What does that mean though? Yeah. So I think that means uh, you know, if you're if you're trying to become, let's say, a brick and mortar, that you're going out and you're surrounding yourself and going to all the surrounding uh um businesses around you and and just saying, hey, I'm so-and-so. I just opened up, you know, a bike shop. I just opened up, you're talking to people. Yes, you're you're starting that grassroots level so that that individual may not have the need for a mechanic shop or a plumber or whatever, but they have that ability where they're like, you know what? Uh I don't have a need, but my sister does, my brother-in-law does. And I met with this person, they came to my shop exclusively, and I met them, and they're great, they're an awesome awesome person. And I think again, as as AI gets more and more uh intelligent and better at what it does, I think people are gonna start looking more and more for that authentic human connection. And that human connection is gonna, you know, weigh heavier in the grand scheme of things. And so the more authentic, the more you can be grassroots and just talk to people, just communicate with them like they're human, like treat people like you want to be treated. Good old golden rule, right? Um, you you treat people like you want to be treated, and the rest will take care of itself. Wise words.

SPEAKER_01

Yeah, Tannen, you've provided a ton of value to our audience today.

SPEAKER_00

Is there anything I can do for you and your people? Um yeah. When's your next uh when's your next mastermind?

SPEAKER_01

I am so glad you asked. July 23rd and 24th, the mission ready mastermind is back for a two-day event. Let's go. Let's go. Yeah, it's gonna be great. Club paddock again. Okay, all right. 100 people this time. Dang. Oh, yeah. Big event. We got guest speakers flying in. We got uh people coming in from out of state. Like it was gonna be great. Gonna be big. July. Okay. Yep. July 23rd and 24th. You're round because that's Pioneer Day weekend and you don't go anywhere on Pioneer Day weekend, right?

SPEAKER_00

Maybe be in Lake Powell.

SPEAKER_01

Nope. I love you. You're gonna be at the mission ready mastermind.

SPEAKER_00

How bad would it be if you came to Lake Powell with me and you had the mastermind without without me?

SPEAKER_01

The whole point of the mastermind is for me to build community and trust. So I have to be there. Yeah, it's uh it's gonna happen.

SPEAKER_00

You're you're a handsome guy and people want you there.

SPEAKER_01

People want me there. Yep. Okay, it's been a pleasure.

SPEAKER_00

Are we doing this again?

SPEAKER_01

Yeah, we have to do this again because we we did not. We didn't we didn't talk about the things we should have been talking about. Uh okay. Tannin's got a hard stop. We gotta take some pictures for thumbnails. I get Tannin, tell them where they can find you. Like, uh, I mean, you did provide a lot of value here. If somebody's watching this and they're like, oh dog, Tannin is the agent that I need to go buy my house, where can they find you?

SPEAKER_00

Yes. At Tannin B on uh Instagram. Um uh you can go to my website as well, uh bodellrealestate.com. And uh either way, we'll get you taken care of.

SPEAKER_01

Outro music Bart. Stand up and shake my hand, Tanner. Let's go.

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Parker McCumber

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