How to Find Your Why and Knowing What You Want
How to arrive at a vision? Andy asks Hannah about her experiences starting up.
In this video, Hannah shares Andy's days when she was starting to figure out what she wants. She narrated how she started having visions and what she experienced as she dives into those jobs to figure out if it's right for her. Because of these experiences, she discovered the importance of knowing what you want and from there building your vision. Successful people are her inspiration and model as she starts to build her own company. Having a mentor is also one of the reasons for her successes as she consults and asks advice from people who are more advanced in the race than her.
Now, she was able to build her own business and handles more than 300 employees. Her vision is to help more people be successful by mentoring them and helping them realize their whys.
You will learn:
- How to be successful
- About finding your why
- How to come up with your vision
- About the mindset in order to be successful
- How to build your own business
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Transcriptions:
Andy Audate
I want to change lives. I want to show people how to progress and their money. I want to show people how to progress their mindset. I want to show people how to progress in their brand so that way they can take care of their family, take care of their finances and experience freedom.
Today, man. I'm so excited today. Why? Because I have Hannah Hornstein on the progression show today. So what we're going to be talking about we're going to take a deep dive into his mind, her story, her why and where we're going, where she's going next. Hannah. Thanks for being on the show.
Hannah Horenstein
How are you?
Andy Audate
Oh, amazingly amazing today. Amazingly amazing. So let's dive right into it. What I've seen online, what I've seen in being in connection with you is the successes that you've created. And even right now, as we're doing the show, you're constantly keeping it moving. You're constantly, let's take a deep dive in.What are you up to nowadays Hannah and your business and in your life?
Hannah Horenstein
Well, you know, I've been a, I've been in the same line of work, same business for 20 years. But, uh, I gotta tell you right now, I think that our industry is just like blown up and I've never seen it this good. So I'm just more motivated than I've ever been more fired up working harder than I have probably ever.And you know, what's funny is that when you, when you need it, the least you want to work the hardest. Right. So yeah, I'm just super excited to really take this to a whole new level right now, whole new level.
Andy Audate
So you represent a company called Virtue ritually, share your vision. You lead the organization, you have over 400 people in your company, an organization that's active.And then you have a, how many other people that are completely about the whole organization, how many people are. So we've got close to 300 people that are licensed probably about 400 people overall in the organization.but yeah, about close to 300 that are licensed right now.Mostly in California, but right now we're growing all over the country.That's amazing. That's phenomenal. Now, what does it take for a leader, the organization where you convince and work with and part of over 400 people.
Hannah Horenstein
So it starts, it starts with you, you know, it starts with you really knowing what it is that you want and you know, they say the word sell out. You have to really sell out.You have to have a focused vision. So. For me when I first got into the industry, when I got into business, I didn't know what I wanted. You know, I knew I wanted to make money. I knew that, you know, this was going to be a decent industry for me at first. But after a while I know, I started to kind of take a look at the system that was in place that the company had been running on and I saw what others were able to do here.And I think for me, I mean, I'm going to be completely honest. I saw other people well winning and other people building something. And so it came down to if they can do it. So could I, you know, and so it's like in anything else, right. And that's how people beat records. It's like that person was able to do this.So could I, if that person could, you know, when this, or when that, you know, so could I, so. My vision just kept getting stretched bigger and bigger and bigger. and now it's so big that, you know, I could barely even describe it. It's so big. So that's, that's kinda how it starts is just with you, you know, you're getting some clarity and you knowing what you want and and then selling that vision to the people that around you.So it could literally be myself and one other person that has, you know, a big vision as well. And from there. You could end up with hundreds and even thousands of people, but it just takes a leader with vision. And, you know, basically you can, you can build a big team as big as you want.
Andy Audate
Yeah, that really excites me.You know, it was sharing when you shared with me your vision, we were at like a football stadium and you were sharing with me that your vision is to grow a team to be 40,000 wide. And I remember saying when I 40,000 wide, I mean, damn like when you have 400 now. So, so that just means that this is a huge opportunity.It's kind of like if I get in, in the beginning of Apple and they're like, Hey, our vision is to become a trillion dollar company, but right now we just have the personal computer right now and we've got, you know, we want to expand to cell phones and we want to spend the tablets. I'm like, yo man, like. So that's a hundred percent fact where I, what I experienced was that when you share your vision, now take, take us back before this company, before you've been in this organization.Take us back before then. What were you up to?
Hannah Horenstein
So, you know I joined the business at 22, but before that I was in school, but while I was in school, I went out there and got some, some jobs, like most people. And I think I got a little bit lucky in that respect that I had to go work. So I was able to experience, you know, I guess you could call it working for somebody else.And I realized really early on, I did not like that. I didn't want to be told to get to work at nine and leave by five or take a lunch break at this time, or, you know, I just didn't like that. I didn't like being told I couldn't use the phone during the data, you know, call my parents and check in with them.Like, you know, when you're at a job, like someone's literally over you watching what you're doing every second. Right. You know, I just, I didn't like that. And I didn't like being told to do things I didn't want to do like one job in particular. I went to get a job at the juice club, you know, like a Jamba juice.And they're like, okay, you know, day's over now, you gotta mop the floors. I was like, I didn't sign up some off the floors. And so just things like that, where, you know, I just, I didn't want to be told what to do. So I ended up getting into the real estate business because I wanted to be self employed.And I thought that real estate was going to be the best answer. And truth be told I loved real estate. I still keep my real estate license on this day because that was something I was passionate about. It was very passionate about houses. My parents were in real estate, but I learned early on that when you sell a house, you get paid one time.
And takes all of your effort to get that deal done. And by the time it's closed, you're drained. And now you're looking for the next client. And I was like one of those, you know, one of those things where it was like feast and famine, feast and famine. And I got tired of that. And I moved from real estate to mortgage because there were more people that needed, you know, our refinance, then people that needed to buy a home at the time.So with mortgages, There was more activity. There was more income, but it was that same, you know, commission high that I was chasing. And that was not, no, that was not good. It was like, Ugh, down, up, down. And meanwhile I was living on credit cards. So, you know, I looked like I was doing well. I went out and bought myself a BMW and you know like I looked like I was succeeding, but I wasn't, I was dying in credit card debt.And so when I found this company I didn't understand really what it was, but the, the guy that was mentoring me, what he said to me was, you know, he said three things. Is it in the real estate, mortgage industry? Every time you help a client, how many times do you get paid? I said, once he says, Oh, there's no residual income.And I had never even heard that word before. You know, how many jobs or how many careers do people talk about residual income today? It's more of a thing, but 20 years ago, no one knew what that was. Unless you were an actor. So to me, you know, it was like, okay, tell me more about that residual income. And then the second thing was I was an agent working for a broker.And so for me, it was like the broker controlled the office, the broker, you know, had all of the glory. We were just the agents running around, looking for clients. He says, well, who do you want to be? The agent or the broker? So I was like, well, of course I want to be the broker, but how am I ever going to own a company like this?He says, well, you need to have someone who's going to mentor you and train you to do that. There has to be a system in place. So that was like, okay, check. And then number three, how many people today need to buy or sell a home? Or we bought a house and it was like I was struggling. So not that many. He says, well, how many people want to get out of debt?How many people want to save more money for retirement? How many people want to pay less in taxes? You know, how many people want to save money for their children's college education? I was like everybody, he says, there you go. So you want to be in a business that has a greater need, where almost everybody needs your help.You want to be in a business where you can, if you're going to work hard, you're building something that you could pass onto your family. You want to build a legacy, you know, generational wealth.
Andy Audate
Tell me the mindset. Cause, cause I've, I've had many mentors in my, my, my upbringing that some are following systems that have already been built before them. So my first mentor ran a franchise, so he didn't build a company. He didn't build the systems, he just built a company, but then the organization.That ran with that franchise. And then I have another mentor who took a product and had to build a system around it, to sell and service that product and market, that product. You have to build multiple systems. So you got the franchise route or the route of having a system of walking into one and building an organization around it.And then having to build the organization around a system that you created, the difference in the business. Tell me the difference in why you chose to go with one. That's already systematized.
Hannah Horenstein
So that's a great, great question, Andy. And I love how you think you're just, you're so brilliant. So franchising, first of all, I want you to know, and you're super young franchising when it first came out, you know, that was like a dirty word, right?Nobody wanted to be part of a franchise that was like, that was not a good thing. People wanted to create their own businesses. So. That was not, that was what the route you wanted to go. So when Ray crock was you know basically bringing the McDonald's out to the public, you know, he had to go and beg people to go start their McDonald's operations.So today, you know what it takes to open up a McDonald's right. You have to have like millions of dollars. If they have the ability to open more than just one and people stand in line. To go get a McDonald's same thing with a lot of different franchises. So the difference is that in order to really. Get in with a very, very good one.You have to have money. You have to have a lot of money to buy that franchise. I mean, there's not a lot of franchise, at least not that I know of that you can come in with no experience, no money, and literally just, you know, have someone come in and mentor you and teach you how to, how to build something.So in our business model, for less than $500, you're in business and on your first transaction, you're in the you're in the positive. You know, so I literally had a girl that we just brought on board and, you know, she 's funny, when she first looked at our business model, she was super skeptical. She's like, gosh, I don't know about this.You know, like, why wouldn't I just go by?I was like, well, let's, let's get shot. Just get your license and let's see how this goes. And so she spent the, you know, close to four or $500 to get her license and her first.Hello. So I'm her first transaction. She literally was able to turn about $5,000, you know, so how many business models can you start for less than $500 and like 10 exit on your first transaction. So you can't do that in a franchise model. So this just gives people access. You know what I mean? So we're able to help anybody from any walks of life, you know, as long as they have a clean background and they're willing to like work, you know, and my lab talks about desire and he says, I will take someone with desire any day over someone with talent, right.desirable, trump talent. So our business model, we have a system laid out and we are, we are willing to like go all in and mentor people. So. When someone joins our organization, I don't get any of the money that they pay to get in the licensing. I don't get any of their signup fees. So for me, it's an investment of my time.It's 100% of my effort and my time when I'm working with someone in the, on the front end, but I know. That investment of my time could end up earning me hundreds of thousands, if not millions of dollars. If I invest my time in the right person. So it's with franchise, it's an investment of your money into a system that's proven.And hopefully, cause it's not guaranteed, nothing's ever guaranteed. I've seen people put money into franchises and then realize that they don't like it. And they're not making the kind of money that they thought they have to walk away with a total loss in our business. If someone wants to get started, they get their license and they don't like it.They can walk away and they still have their license, but they haven't lost money. They may have just lost time.
Andy Audate
Well, you and I have talked about the conversation. How many conversations have you started and how many people you've invested your time with over the years? And it's in the thousands to build an organization of 300 people who are licensed and a hundred people, 400 people in the organization, it's in the thousands you've connected with and collaborated with how, by this point in time, how do you determine who to, to invest your time with him?Who to invest your time in and who not to what characteristics does a person who you want to invest your time with? What, what do they have besides desire?
Hannah Horenstein
You're spot on. So yes, number one is desire, but second of all, you have to be coachable. So, you know, what we know is that there is a proven business model.So here's the challenge. So when you go and you purchase a franchise, And you take a quarter million or a half, a million or a million dollars of your money and you put it down to buy the franchise. You're going to come in and you're going to follow the system to a T because you've got your money down on the line.
So in our business, because we're not asking people to come in with money, they're going to come in and we're going to say, okay, Andy, I want you to do XYZ. And you're going to say why I don't want to do that. You know, I don't feel like doing that. And so, because you're not coming in with money, you're going to challenge me on almost anything I tell you to do, and you're going to do it your own way.So now I know from 20 years in this business, if you go do it in your own way, it's probably not going to work. Cause if there was a better way to do it, if there were someone that has ever come into the organization in the last 20 years or 30 years, that figured out a better way to do it, then they wouldn't tell us.And they would say, Hey, we're going to change the system because this way works better. But so far. You know, cause we're, we're at, we're a company that's like a big team and you know, we all, we're all giving back. We're all trying to help others because we know that there's plenty to go around. And what we know is that this way works.So if I'm going to, if I'm going to coach you, I want to know that you're, you're coachable that you want to learn. So if I say, Andy, we're going to go do this. And you're like, I don't want to do that. You know, I'm going to just wait until this happens or that happens. You're gonna just waste my time. So in the past, And this was a mistake that I made.This is a big lesson for anybody that's listening carefully. I'm going to give you guys this. This is gold. Okay. I have had the tendency when I meet someone who's uncoachable to try to fix them. Let me see if I can help them. Let me see if I can take my time to make them understand. And one of my great mentors said to me, Hannah, you might be able to get there with them.You might be able to change our mindset over the next couple of years because something in their life will change to where they realize that they do need this opportunity. But by the time you get there with them, I'll have a thousand people in my organization because I'm looking for the coachable and the committed, I don't work with potential.I work with coachable and committed. So. I think that that's right. Probably one of the biggest lessons I've learned and where I would be 10 times, 20 times, a hundred times bigger today had I just been very, you know, emotional. Like when we meet people where like that guy's a stud that guy's a winner.
You can't pick your winners. You can't. Cause everyone comes in saying the same thing. Everyone comes in and says, Hannah, I want to win. Hannah. I'm your next guy, Hannah, I'm your next girl? They all say it. You know, I'm going to be the biggest and best in your organization, you know, I'm next I'm next day every single one.Like if you literally were like shining a camera on every interview, I do, you know, it's I'm next? I'm it. And then you literally say, okay, I want you to go do, but I don't want to do that.
Andy Audate
Is there any key, uh, is there any key determining factor that could really support it, and it's like a commonality in funding in between all the winners.Like, I'll give you an example in my organization and the organizations that I've led. I realized that the people who come in and really thrive are the people at the origin of the interview process, where they ask me a bunch of questions. About the organization about what they're going to be doing versus the person who comes in.It's like, Hey, I'll just do it. I'll just do whatever you want me to do. just that, there's that difference between the two people you see that this person typically in my experience so far has been that they are the winners. Now in your experience, is there any key, the 20 factor that allows you to determine who's going to be a winner or this still really based off, just off the cuff, based on activity after you're in an organization.
Hannah Horenstein
Yeah. So for me, I know that. So when I, when I'm, when I start working with someone, I have to get them results fast. I have to be able to show them results. So in order for me to show them results, they have to work with me. So if they're not willing, if they're busy, if they can't, if they can't come in and they cancel, you know, meeting after meeting and they are not willing to put forth any effort, I can't get them results.So, you know, to me, whether they're asking questions or whether they're not, you know, I'm happy to answer questions and you know, I'm happy when people are like a sponge and they want to learn and they want to know. But to me, I've also found that I've spent a lot of time answering questions and then those people walk away later.Whereas the person who's like, can I trust you? Yeah, no, I don't have anybody else right now investing their time into helping me grow into the business person. I want to be. So, I mean, in all honesty, I would, it's not about asking questions about let's go, like, let's take it. Let's take action now. So I think that the people that are willing to take action.That are willing to like, run with it. They're going to grow while the other person's asking questions and asking questions. And five, 10, 15 years later, they're still asking questions. And then they're like, Hey, how did that guy get to 50, 60, 70 people on his team? And I'm still at one. And you're like, well, because you're still asking questions.You know, you still don't trust the process. So I think that, you know, if you're going to, if you're going to jump in, just because you haven't put in a quarter million or half a million dollars, you know, if you're, if this is where you've made a commitment, this is what you said you're going to do and go out and do it.And if your mentor is telling you, Hey, look, if you want to win, these are the things you need to do when you have to trust that process is going to work. You know? So I think that's, that is the most important thing.
Andy Audate
That's phenomenal. So what do you have to share with the world now to let them know what's next for Hannah?
Hannah Horenstein
Well, I'm looking for those coachable committed people that want to win because I have never, ever, ever been more motivated, more hungry and you know, I'm serious. I want to take our organization of 40,000 people from 400. So, you know, and Andy, I know you and I are going to do that together. We've got a big plan with you, me and nas and we're going to blow this thing up.
So, you know, I'm really, I'm serious, you know, I'm, I'm willing to go all in with, you know, the right people. So if anyone here is listening and they want to build something, they want to be part of that.
Andy Audate
Yeah, well, while she's, while Hannah's I'm unmuting her phone, I do want to let the listeners know that I did join Hannah's organization.Why? Because I realized that even in my organization, in my business, that I had the mindset of winning, but similar to what she said about real estate. A real estate business, that it was like one transaction after another. And I thought about it over the course of my life. Like, what do I want to create by the time I'm 40 I'm most of, most of the people in my phone book are between the age of 30 and above.And so everyone's older than me and majority of it with me and I see their life. And I say, what do I want to create between now that I'm 25 and the 40, so I joined Hannah's organization. So I'm excited to share and announce that Hannah and I have a mentoring program. So, if you're interested in being part of our mentoring program, shoot a text message to three, two, three six seven three eight eight seven, six.(323) 673-8876. And it's typing the word, the letters WFG to three, two, three six seven three eight eight seven six. And you can all share with you the details about doing our mentoring program. So Hannah shared with me your vision now about what you want to accomplish and who are you looking to work with?The type of person you're looking to work with?
Hannah Horenstein
So someone's got high desire. Someone that's coachable. Like I said, someone's committed, someone who wants to grow something big, someone who wants to create that generational wealth for their family. And, you know, someone who, someone who's just hungry, like, okay.
I mean, if they were in real estate sales, if they were mortgage Mmm. If they were, if they have been in health insurance, if they've been in property casualty, even if they've been in the financial services and they've been with the wrong company, they've been with a captive organization, you know, or.Maybe you just don't like your job anymore. Maybe you just don't want to be told what to do anymore and you want to have something of your own, you know, but I want, I want someone who wants to run with us. I want someone the next three to five years. We're going to go. Absolutely bananas..
Andy Audate
When you text me wfg, that means we're fucking going. We're moving forward. Blue text me. So I saw, I know that you're on the same page. You have the same page with me. I just posted on Instagram. Well, one of my teammates is supposed to create the smallest little thing that says, keep them moving. So if you have ever been in a challenging situation you ever been in a challenging situation, like you gotta be part of this mentoring program with Hannah and I, Hannah has been mentoring me and working with me.And we've been growing. Like my mindset has grown to a whole national presence and national footprint.How does that go from the hood to living in California? Mentoring and working with multimillionaires' houses is because I'm in the circle. So if you want to get in circle three, two, three, six seven three eight, eight, seven, six texted me WFG. And we'll share with you the process and let's fucking go. We fucking go and move forward.One of the last things that you want to share with the audience before we get out.
Hannah Horenstein
Well, I can honestly say from working with you, Andy, just for the last couple of months that you are fired and you are going to be huge. And I think anybody that jumps onto this boat right now, they're, you know, they're going to go, they're going to go far.So, you know, I'm, I'm fired up and I know we've got some big plans have been blowing up your phone like 10 times a day. So, uh, you know, this, this is gonna be an exciting ride and I cannot wait to hear, you know, who's who's coming with us, literally. Who's coming with us.
Andy Audate
Three two three six seven three eight, eight, seven, six, WFG texting me right now.Three, two, three six, seven three eight, eight 76. Texting me the letters WFG. Cause we fucking going. Thank you so much hannah, for the opportunity.
Hannah Horenstein
Thank you.
