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The Magic of Leverage With Wendy Papasan – Real Estate Women

 

When do you discover your purpose in life? In this episode, Wendy Papasan shares how you can leverage living the best life you possibly can. Wendy enjoys teaching and guiding young adults to figure out what they want to do in life, which empowers and inspires them to become big thinking leaders in the future. Listen as she provides examples of carefully grasping the things you are good at so you can reach your goals and grow!

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The Magic of Leverage With Wendy Papasan – Real Estate Women

Real Estate Investing For Women

I am so excited to welcome Wendy Papasan back to the show. She leads the top real estate team in Austin, Texas. Prior to getting into real estate, she was a stay-at-home mom making no income. For over a decade, the Papasan Properties Group at Keller Williams has helped more than 1,600 families totaling more than $600 million in home sales.

In addition to a real estate business, she is a Cofounder and chairman of the board for Her Best Life. I can’t wait to hear more about this. It’s a million-dollar startup that helps women build big businesses and even bigger lives, which she’s done for herself. She’s also a co-host of the award-winning podcast Empire Building.

As an activist active real estate investor for many years, she’s passionate about helping others understand how money works and how to build wealth. A community activist and philanthropist, she is active on the board of KW Kids Can, a nonprofit that helps young adults think bigger and find their mission. She and her husband have helped raise more than $1 million for children with cancer. I hope you can see why Wendy and I are so alike. We have so many of the same values.

In her spare time, Wendy enjoys trail running, spending time with her family and international travel, and so do I. She is married to New York Times bestselling author and Keller Williams Vice President of Strategic Content, Jay Papasan. You guys know that I love talking about the book, The ONE Thing, and that is what Jay Papasan co-authored. They are the proud parents of two children and a dog named Taco. I love our conversations. We were sitting in the green room just chatting away and I can’t wait for Wendy to share with you ladies all this cool stuff she’s got going on.

Thanks for having me back.

It’s a pleasure. It’s nice to see you again. I love that you are the woman that likes to talk about leverage. Leverage is the magic to life. The two things that you talk a lot about are leveraging time and money. When I talk about money and time, both we never have enough of but money, we can always get back and make more time we cannot. Time is the ultimate commodity as the thing that once it’s gone, it’s gone.

It’s also a great equalizer. That’s the thing that everybody has the same amount of every single day. We all have 24 hours in a day and how we use it.

That’s what you are good at, is how do we use it? Let’s start by talking about leveraging time and then we’ll move into leveraging money. Does that sound fun?

That sounds great.

Talk to me a little bit about how you see leveraging time and what does that look like for you and your business?

The gift that I got when I started my real estate business was my kids were 3 and 5. I had been a stay-at-home mom for five years. I wanted to continue having a relationship with my kids. I leveraged myself right away, which was I got some help on the contract to close side pretty much from my first deal. That taste of leverage helped a lot.

For me, I was very committed to picking up my kids. I worked part-time my first couple of years in real estate. I was picking up my kids at noon and that compressed the schedule. It made me appreciate this idea of leverage because a lot of people, when they start out, they have too much time in real estate. They don’t know what to do all day long. It forced me to focus on the things that matter most and that’s the key to leveraging your time. It’s understanding what your priorities are. A lot of people wander around and they don’t understand what their priorities are.

 

The key to leveraging your time is understanding what your priorities are.

 

Talk to me a little bit about that. How do you define those priorities and how do you create the leverage required to live by those priorities?

I’m pretty clear about my mission and my mission is to empower and inspire big thinking leaders to create lives of abundance. What my mission does for me is it’s a filter for the choices that I make with my time. A lot of people don’t understand or know why they are on this planet. I strongly believe that everybody’s here for a reason. If you don’t know it, then it’s your job to go out and figure out what it is.

Let me give you an example. If that’s my mission and somebody says to me, “Can you teach a class to young adults on helping them figure out what they want to do with their life?” that’s an easy yes for me because my mission is to empower and inspire big thinking leaders to create lives of abundance.

If somebody says to me, “Will you be on the board for Austin Pets Alive!?” a local animal shelter, that sounds like fun. I do love my dog and I do love animals. However, it’s not in alignment with my mission. For those of us that have a tendency to say yes too much, raise your hand. It’s all of us because we want to do it all and have it all. It’s a nice filter because every yes is literally a no to everything else.

What I love that you talked about that there is that, it would be fun, there are a million fun things that each of us can do. What would it be like if we said yes to the things that were fun, but that were also aligned with our mission? The filter of it would be fun can certainly be there, but it has to be also aligned with a couple of other things in your life. For me, it’s all about core values. I talk about it more in that perspective. Talk to me a little bit about how you came up with that mission statement that defines the yes or the no.

I have an easy framework and it’s an exercise that we usually do over the course of an hour. I’m going to have to give you guys the short version of it. Take a piece of paper and draw a line down the middle of it. On the left-hand side, you want to write down all of the things you are passionate about. Moneeka would write travel, real estate investing, helping women, all these different things, and other things you are interested in. Baking. Maybe you are a baker. I don’t know. On the right-hand side, you write down the things you are good at.

For instance, you would write down communicating, podcasting, talking to people, getting the best out of people, whatever it is, these things that you are good at, and then you make what I would call a through statement. For instance, Gary Keller’s mission statement is to help people live the best life possible through teaching, coaching and writing. It’s an easy framework. That’s his number one passion.

You want to go back to those lists and narrow it down to your top three. You are not going to have seventeen different things. That makes no sense. You are not focused at all. It’s your passions on one side, what you are good at on the other, and then you make a through statement. Moneeka’s mission in life is to help women live their best lives through podcasting or whatever it is. I don’t want to put words in your mouth.

I see how you got through with that. It is to have women live their best lives through real estate and to do it blissfully.

I created your mission statement and it’s one sentence.

This is the other thing. I have worked with coaches before and they are like, “You got to put together a mission statement that will make you cry every single time or get teared up with passion every time you read it.” We would put together this paragraph and we worked on it for months. We came up with this thing and yes, every time I read it, I got tingles. I knew this was it, but when I’m trying to make decisions on where I’m going to spend my time, I’m not reading that. I know that it’s one sentence that captures the essence of everything that I stand for.

I would say take that mission statement, tape it up on the wall in your office and understand that you are not married to your mission statement. You are dating it. We are all dating our mission statements. I’m sure your mission in life has changed and evolved as you’ve grown as a person. As you are looking at it every day, you are thinking, “I’m going to tweak this. I’m going to do that. I’m going to change that.” You look up one day and it sticks.

 

 

Even if it sticks now, in a year, you may have to evolve it again. I love that clarity on that. You have your mission statement and you basically leverage your time based on if this is going to forward my mission or if this is aligned with my mission. I’m a yes, and if it doesn’t, I’m a no. Is that true?

Yeah. For a lot of the extracurricular stuff. For those of you that are reading, if you are working out a job, you are not necessarily going to be aligning all of your work. I would encourage everyone to be at a job that aligns at least with their values or their mission statement, but it’s also important to understand that the way you become more successful in this world is you run towards the things that you are good at and you leave everything else behind, which is what leverage is.

An easy way to do that is to think about what I would call your not-to-do list. Take a piece of paper, tape it to your desk, take a Sharpie and write, “My not-to-do list,” on top of it. This is for every single person reading. Every time you’ve got that feeling of, “I don’t want to do that,” or you put something off, you put it off again, you put it off for the third time, that then goes on the to-do list. When your to-do list is full, you got your piece of paper. When that’s full all the way down to the bottom, then you’ve got a job description for somebody else.

Hopefully, that person wakes up every day and they are thinking about their mission and what they love to do. It’s what’s on your not-to-do list. You can then continue to fire yourself from the things that you are not good at and your role gets smaller and smaller. In some ways, your life gets bigger and bigger, but your role gets smaller and smaller and you get better and better at it, and that’s what success looks like, doing a deep dive into the things that you are good at.

Honestly, women, a lot of times, are good at all things. We are too capable. We are good at this and that, and we keep all that stuff because we are pretty good at it. What ends up happening then is you never become an expert on anything, and that is how you will get paid the most from your work. It’s when you become very good at it. Nobody who’s good at everything ever got paid a large sum of money. That’s not how it works.

I’d like to give a little perspective on that because I know people that run businesses. This is in tech. It’s a little bit different than real estate. Even in real estate, they are in tech, they are a consultant and they run the whole show. They are a one-man shop making $1 million a year, but they run the whole shop, which means they are working fourteen hours a day. The relationship with their children is not as good as they would like it to be. They are up at night thinking about all the things that they need to do, so they are not getting rest. They are getting heavy and unhealthy. They have got all these other things. They are able to do everything and they make a lot of money.

There are two things that I’m trying to say here. There’s a huge sacrifice that we make in life to do everything. You are not leveraging your time that way. You are basically trading time for dollars. I have had this conversation. If I’m doing all of those things, so I’m working fourteen hours a day and I make $1 million a year, I’m making this much per hour.

First, it’s, “I make this much as a consultant.” No. Divide it around everything, and this is what you are making per hour. They are like, “I’m making $2,000 an hour.” That’s pretty good. What if you paid someone $500 an hour to do those jobs? You now have a better relationship with your kids, you are able to work out, you are not working as hard. You might take it up to $2 million a year because you are not so tired. Your brain is more fresh and you focus on the things you have expertise in and growing that expertise.

You are also not going to burn out and you are not going to look up after your kids have left the house and be filled with regret.

We can be successful doing it all. Some of us are that good.

I think you can have it all. I just don’t think you can do it all.

What I’m saying is to take a look at that because there are a lot of different ways to look at the cost of trying to do it all yourself. It’s not monetary either.

 

Move away from scarcity to an abundance mentality.

 

Even those people that are doing it all, I still believe that they got help. They might have help at home. They’ve got a housekeeper. They are probably leveraging some part of their life.

They have to, otherwise, they’d be on the road and never taking a shower. It’s more a matter of like focusing on what it is in your business. I love the way you talked about the not-to-do list. I’m going to use that. That’s so good. We have talked a lot about leveraging time. Do you feel like you got anything else you want to give us before we move to leveraging money?

I do. I think that for a lot of women, especially, leverage starts at home. No matter where you are, you get to leverage the things at home that you don’t want to do. My friend Via always says, “Kids don’t remember who made the dinner. They remember that you all sat down together as a family and had dinner together.”

Especially for women, if you think about it, we are only 50 years removed from our mom’s generation, who couldn’t even have their own checking account. It’s a very short time. There are a lot of feelings that we have as women. We are sexist about ourselves. It’s impossible to be a woman in America and not be sexist, even if you are a woman, because you have beliefs about what women should do. That’s part of where the guilt comes from. We feel like we should do everything that these moms did in the ‘50s and then also be a professional working mom and it’s impossible to do without burning out. You got to do your not-to-do list at home first.

I want the ladies to sit with for a minute because that is not something we talk about. You’ve heard from me. I have a wash and fold to do my laundry. It costs me $125 every time I do it. I go every two weeks. They hang up all my husband’s shirts. They put together all my socks, do all my laundry, and do my red separately because I wear a lot of red. They know how to work for me. It’s $125. That’s 10 to 15 loads of laundry. How much time would I have spent washing, drying, and hanging it?

Folding and putting away. You probably still have to put it away.

We still have to put it away unless you’ve got an organizer. I’ve got that too, but the putting away is a fraction of the time of doing all of those other pieces. What do you get to do with that time? You don’t have to work. This is the other thing. You don’t have to work with that time that can turn into leisure time because you do serve breaks.

You could get a hobby. What’s a hobby?

Leisure time or time to cuddle with your dog or your little person or go to a soccer game. Whatever it is, it doesn’t have to turn into work time. Just because you are leveraging your personal time, it does not mean that it has to turn into work time. It has to turn into your type. Whatever you choose to use it for. I do the wash and fold thing.

The other thing, my husband, when we got married, he promised me, “Moneeka, you will never scrub a toilet as long as you live with me,” and we were dead broke. We made nothing in those early days. We still had a maid because that was a high priority for us. During COVID, when the maid wouldn’t come, I put in this little pill into the tank and the toilet was staying awesome. My husband did the toilet. He promised me I would never scrub it. I thought a lot about it. It was a year and a half later when he finally admitted it.

Moneeka is like, “Haven’t you guys tried these things? They work amazingly. My toilet was never clearer. I don’t even know why I got a housekeeper.”

My husband is like, “No.” It’s one of those things. Even when things have been rough for us, I don’t always have a wash and fold, but I always have a house cleaner. I hate to say that we have rights and we deserve them. Those aren’t words that I like to use it often, but ladies, we should take care of ourselves.

 

 

You also can put other people to work. It’s weird. In America, we feel like we have to do everything ourselves. If you go to other countries, it’s an obligation as you are building wealth to put other people to work. It’s super weird what we do here. We feel like we have to do everything ourselves and I can tell you firsthand, you can have a big impact on people. My housekeeper’s from Ecuador. She owns three investment properties in Ecuador because she’s been my housekeeper for many years. I’m always talking about this stuff, so she ended up buying three investment properties herself. You can have a big impact on the people in your world as well.

You are making jobs. That’s for sure. You are helping the economy, all of those things. I totally love that. Thank you for bringing that point up. It’s so important. Let’s move to leveraging money. Talk to me about what it means to you and some of your strategies around that.

I grew up in a small farming community in Northern Minnesota. I would say it was lower middle-class. A lot of my extended family was farmers. The idea of real estate investing, owning your own business, anything like that was very weird and nobody leveraged anything. My great-grandmother worked on a farm her whole life. She ran the family farm for many years. She shoveled her own walk until she was 97.

This is in Northern Minnesota, where it snows eight months out of the year. The mentality was that you do everything yourself. I can remember when I joined Keller Williams, I was a real estate investor first, and then I became a realtor. I started to understand this idea of moving away from scarcity to an abundance mentality.

I realized that money is flowing freely through the universe. I believe that. I know there are some people reading that are struggling and you may not understand that, but it is true. There are lots of money out there. The trick is to understand that there’s always enough money, and the amazing thing about real estate investing is you get to leverage money to create more wealth.

Unlike any other investment, you get to buy something at a fraction of the cost and complete strangers pay your mortgage off for you. You tell people, for instance, from Russia. You say, “You can buy a property for 20% of what it’s worth.” They look at you like, “What? My family had to save forever to pay for 100% of the property.”

Foreigners come here and they are like, “Why doesn’t everybody own ten properties?” I’m like, “I don’t know. Tell me why.” It’s crazy. The idea of leveraging your money, imagine purchasing Tesla stock and calling up eTrade and saying, “I want to buy 100 shares, but I can only afford 20.” eTrade is going to be like, “No. You can’t do that.” You get to do that in your business, too, because you get to leverage money in order to make more money.” That’s leveraging money.

I’d like to emphasize. We talk about leverage a lot on this show. It is my favorite topic but let’s go into it one more time. Leverage is simply you taking a small amount of money to control a large asset and to get the benefits from the asset. I hear a lot from people, “I don’t want to be a slave to the bank.”

You can choose. You can be a slave to whoever owns the majority share of your asset or you can be a slave to your landlord. One will kick you out and the other will not when their life changes. Who are we a slave to? That feels a little bit negative. I don’t mean to make it sound like you are always a slave, but when people use that leverage, I’m saying that.

It’s more like choosing your hard. I tell people. People are like, “It’s hard to buy investment properties and being a landlord.” It’s not, but it can be hard, but it’s also hard if you wake up and you are 85 and you don’t have any assets or any income. That’s hard too.

You wake up one day and your landlord says, “I’m selling this property. You need to be out in 30 days.” That’s hard. I love that. Choosing your hard, and also choosing our easy. These things are hard, but understand that on the flip side of that, there’s an awful lot of easy. There’s an awful lot that it gives us. When we talk about leverage, don’t be afraid to do 20% down and then someone else is paying for the rest of it because now you are taking 20% of the risk. They are taking 80% of the risk. You get 100% of the benefits. You get 100% of the hard, you get 100% of the easy, and you get 100% of the growth, and that’s how you create your life.

Here’s another way to think about it. I tell my real estate clients who have young children, “Would you like to pay for college $0.20 on the dollar?” They are like, “Wait, what?” “Your son is three. You are going to buy an investment property. You are going to put 20% down. You are going to put it on a fifteen-year note and in fifteen years when your kid is eighteen, complete strangers will have paid the 80% off. You’ll have an asset free and clear and you can sell it. Your kid can go to college or take an equity line. Never sell a good asset. That’s what Warren Buffett says.

 

The amazing thing about real estate investing is you get to leverage money to create more wealth.

 

Keep it and get an equity line that’s cheap and let it keep growing for you.

It’s for refinance.

I have never heard it that way before. I love that. Anything else you’d like to say about leveraging money?

I think we are good.

One of the things that I love about Wendy is how concise she is. She knows her life and she knows how to say what she wants to say.

Leverage done.

You ladies know that we are going to do EXTRA right after this. I asked Wendy what she wanted to talk about, and she got asked to speak at Inman. She’s going to be talking about self-care, mental health and that sort of thing. It’s important that we take a look at when we are talking about leveraging time. Sometimes we don’t remember that the single most important asset that we have is our own health, and our mental health is a big piece of our health in so many ways. This mental health thing, there’s a little bit of a stigma sometimes with those words, but it’s so important.

Especially now after COVID, we are lonely. We have spent a lot of time alone. We spent a lot of time hearing about other people’s pain, even if we have got our own pain. Sometimes we feel guilty that we are not as in much pain as other people, so we don’t ask for help. We don’t admit that we need help. We don’t admit that we need to take care of ourselves.

There is a lot going on for us, especially as women, because we care so much about the people around us. We forget that the single most important asset is our own health. I asked Wendy to share with us what she’s going to be talking about at Inman and so she’s going to be talking about that at EXTRA. Do you want to add anything else before we move on?

I would say that if you don’t take time for your wellness, you will have to take time for your illness.

We’ll be talking about that EXTRA, and then I know that you have a special gift. She’s offering this for us. I’m so excited. She’s like, “I just got in touch with my ladies so we can do these for her team.” Tell us about the gifts from my ladies.

I have a new startup that I have been working on for a couple of years now. It’s called Her Best Life. It aligns perfectly with you and everything that’s in your heart. It was started because we wanted to amplify the lives and voices of women in business. I believe that it can be leadership lonely. It can be hard to run your own business and to be at a party maybe with other moms in your neighborhood and not be able to have a connection because they are talking about, “It’s so hard to go to Target.” Maybe you are talking about that too and run this $5 million business I have got over here.

 

 

We started this business with the idea that it can be leadership lonely for women, and it’s called Her Best Life. You can go to HerBestLife.com. We have several memberships and one that we are launching is our Net Worth Club. For those of you that don’t know what net worth is, it is the number that you should be focusing on in your personal life.

It’s like your personal P&L, your personal Profit and Loss statement. A lot of times, we focus only on the income, the top-line revenue, but we don’t focus on the profit, which is the sum of all of our assets. Net worth is everything you own, all your assets minus all your debt. We are launching a club where we track our net worth, but we track it together. We meet once a month. We take turns sharing information that’s of value.

Sometimes we talk about cryptocurrency and having the right insurance for your business. Sometimes we talk about real estate investing. It’s all the things. It’s $25 a month. It’s a low price because this is my passion and I want everyone to be able to get in there and do this because I believe that this one habit of tracking your net worth is how my husband and I have built a lot of our wealth.

You can go to NetWorthClub.com and type in the code BLISS and you guys can get three months free. It’s a $75 value. If you are not into it, you can jump out. This is something only for you guys. It’s something we invented before we started. I was reading my email from Moneeka’s team and it said, “If you have something to offer.” I was like, “I do have something to offer.” I hope you guys can join us.

It’s three months free, and then if you love it and you stay, it’s only $25 a month. It was so cute because I was asking Wendy, “What’s the price afterward?” She was like, “There’s no obligation afterward. If you don’t love it, you don’t stay.” It’s interesting because I hear this all the time. It’s because I asked this question, “What is one daily practice that you do?” People will talk about their daily practice.

Every once in a while, someone in the green room will say, “Do you know what my monthly practice is?” That has led to all my success and it’s tracking their net worth. It’s not tracking their profit and loss. It’s not tracking what they did right or wrong. Although, they do those things. Successful people do those things, but the thing they feel has built their wealth the fastest is being aware of their net worth.

It’s true for us and it’s a practice that we have practiced for many years. It’s crazy. It’s old.

No. You’re not old. We’re the same age.

You have fantastic skin. There you go.

Thank you. Are you ready for three rapid-fire questions?

I’m ready.

Tell us one super tip on getting started investing in real estate.

 

If you don’t take time for your wellness, you will have to take time for your illness.

 

This is a little self-serving, but I honestly believe it’s true. I had someone who was on the operations side of my team. She had her real estate license and she hemmed and hawed about getting into real estate. I said, “You need to sit down with so-and-so,” who is the best industrial realtor on my team. This person on my operations team had been looking at into buying an investment property for eighteen months.

She sat down with the investor realtor on my team and, within six weeks, was under contract. My tip is to get in touch with a realtor who does investing, if you are a realtor yourself. Even if you are a realtor yourself and you don’t do investing, hire someone because they will give you the confidence you need to pull the trigger. It’ll be the best money ever spent.

Focus on getting a realtor who does investments. Not deals with investors, but as an investor themselves is the very best. What’s one strategy for being successful in real estate investing?

This is not a tactical strategy, but being it for the long haul. This office that I’m in, I bought this house before I was a realtor in 2006. I bought it off Craigslist. It’s darling. When I bought it, I didn’t even know what I was doing. It’s two bedrooms. It’s 670 square feet. It’s tiny and on a busy street. One of the bedrooms doesn’t even have a closet. I would never tell one of my clients to buy it and I bought it for $135,000. I added on 750 square feet. I moved my office in here and I have probably made a couple of $100,000 on it by owning it for many years. Whatever decision you make in real estate, ten years in the future looks pretty good, even if it’s a poor decision.

It is a strategy because I like to tell people that mindset is a strategy. How you manage your mind, the way that you look at your life and your business is a strategy. It’s the most foundational strategy. It’s where everything begins. Being in for the long haul. You and I are so aligned. It’s so true. Ladies, she’s got a live event. Contact her. Find out what that’s all about.

We are sold out, but we are going to get you a ticket.

Her Best Life is on October 26 to 28, 2022, in Scottsdale, just so you know what’s going on. Tell us one daily practice you do that contributes to your personal success.

This goes back to our conversation about wellness. The thing that contributes to my success the most is getting up. I’m up at 5:00 and I’m working out with a trainer in my gym at 5:30. I do that three times a week. I have been doing that for many years. I do it with my husband. Several years ago, it was a very expensive proposition for us to do that. Honestly, it’s still pricey, but that habit allows me to do everything else. I’m up early. I get a lot of things done. By noon, I have packed more into my day than most people do in a week. It gives me the energy to do what I need to do every day.

Thank you so much for everything you’ve offered on this portion of the show. It’s amazing.

My pleasure.

I can’t wait to talk in EXTRA about self-care, mental health and us ladies, how we can prioritize ourselves so that we are able to do all the things in life we want to do. We’ll talk about that in EXTRA. If you are not subscribed to EXTRA, please go to RealEstateInvestingForWomenExtra.com. You can subscribe there. You get seven days for free. Check it out.

If you are subscribed, stay tuned. We have got more. For those of you who are leaving Wendy and I now, thank you so much for joining us for this portion of the show. I hope you found it as amazing as I did. I look forward to talking to you next time and until then, remember, goals without action are just dreams. Get out there, take action and create the life your heart deeply desires. I will see you soon.

 

Important Links

• Wendy Papasan – Past episode
• Papasan Properties Group
• Her Best Life
• Empire Building
• The ONE Thing
• NetWorthClub.com
• RealEstateInvestingForWomenExtra.com

 

About Wendy Papasan

Wendy leads real estate teams in Austin and Houston, Texas, as well as Minneapolis/St. Paul, Minnesota. After just 10 years in the business, she has sold more than 1000 homes totaling more than $325 Million. In addition to her real estate business, Wendy owns multiple income-producing properties, and is a partner in a Memphis real estate office.

She is a sought-after real estate speaker coach aligned with MAPS, who consults with agents across the country. She is particularly passionate about seeing women succeed in business and helping everyone grow their wealth. A community activist and philanthropist, Wendy is chairman of the board of KW Kids Can, a non-profit that helps young adults think bigger.

Last year she raised $150,000 for Heroes for Children, a Texas nonprofit that helps children with cancer. She also helped raise $30,000 for Community First Village, a master planned community that provides affordable, permanent housing and community for the chronically homeless in Central Texas. She is married to New York Times best-selling author and Keller William’s Vice President, Jay Papasan, and they are the proud parents of Gus and Veronica and a dog named Taco.

 

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