Finding Peak w/ Ryan Hanley
The Immigrant's Playbook for Market Dominance | Joseph Shalaby
19 Dec 2025
Chapter 1: What drives the immigrant entrepreneur's success in America?
Loman loppuminen ja pakkaaminen voi tuntua ikävältä. Jopa niin ikävältä, että laukkujen kasaaminen oven eteen tuntuu hyvältä ajatukselta. Säärepori. Lomia, joiden et soisi loppuvan.
Joseph, I know you're a busy man. I very much appreciate you taking the time to be with us here today. Thank you so much. Thanks for having me. So when I was looking into your story, one of the places that I wanted to start because it's something that I've just never personally experienced is this idea of being an immigrant to our country and then growing inside
What is the drive, what's the motivation? And just from being in America and meeting people who were born here, natives, it seems to me there are so many, and not that every immigrant becomes an entrepreneur, but it does seem like so many highly successful entrepreneurs are immigrants to our country. And there's a million examples. I mean, three out of the four guys on the All In podcast are immigrants. I mean, there's just so many examples of this.
Just your experience, your thoughts around why that seemingly tends to be the case that a lot of immigrants that come to this country come and are very industrious, whether it's a small business or it's growing a corporation like you have. It seems there is a less entitled nature to immigrant entrepreneurs than some of our natives. Do you think that's a proper classification? I'm just interested in your thoughts around that.
Oh, I have a lot of thoughts about this because every third world immigrant you'll see will always outwork a native US worker. And the reason for that is because we just have a different understanding of the value of the dollar and the opportunity that we have right now here in America.
I talk about this in my book, but my dad came over as a physician from Egypt and came to work in America as a gas station attendant. So coming from a physician background. By the way, doctors in Egypt make peanuts. But he made peanuts here as a gas station attendant and was super thankful, outworked everybody. And while he was a gas station attendant...
Hän piti tehdä uuden residenciin neljä vuotta, jotta voisi tulla liittymässä Amerikassa. Hän piti tehdä uuden residenciin neljä vuotta, jotta voisi tulla uuden residenciin neljä vuotta, jotta voisi tulla uuden residenciin neljä vuotta, jotta voisi tulla uuden residenciin neljä vuotta.
Tämä idea, että hän työskentelee niin paljon, se on vain rauhallista työethiikkaa. Ja se ei oikeastaan ole jotain, joka on niin paljon opettanut. Se on ajatus. Ja helpoin tapa saada ajatus on, että ollaan rauhallisessa ja sitten onnistunut mahdollisuudessa.
But then you have situations like my kids who are going to grow up in Newport Beach, California, and they probably won't have that mindset. So I have to start instilling a work ethic in them at a very young age, and that comes through the discipline of school and then sports and then homework, and then it's like a 12-hour day, and it's kind of the same grind emulated in the first world system. Sorry, I'm interested in how you...
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Chapter 2: How can parents instill a strong work ethic in their children?
Hän haluaa olla...
Take my job one day. So he always negotiates with me on deals. Whatever deal I can get him involved in, I have him negotiate directly with the other party. And he's a fierce negotiator. And then I have him serve at the church trying to get money for the church. So what we do, we do it in the form of memorabilia and sports cards. So he'll buy sports memorabilia and he'll buy sports cards. And then we'll flip them for charity at church and try to get the max dollar and raise it.
Joten minä tekevän tämän niin, että se emulaatsee työtä tekemään Jumalan työtä sekä oppimaan tekojen taiteesta.
It's very masterfully done to learn to negotiate properly with another party, because he takes that mindset of the negotiation here for the sports memorabilia with this specific vendor, grinding them down to a certain price, and we're buying high-end sports memorabilia, Kobe Bryant signed balls, LeBron balls, Michael Jordan pieces, and then he's taking them and we're
Se on meidän tuomio, ja se on hienoa, koska me pystymme katapultamaan investointiamme ja tuomioamme. Joten hän oppii myös tuomioamme lisäksi. Miten opetat tekoälyä? Opetusten kautta. Opetusten kautta. Päättämällä tekoälyä, työskennellä tuomioon, ja sitten menemällä ulos ja itse asiassa tuomaan tekoälyä. Hän tekee sitä auki.
Yeah, because that to me, this ability to negotiate is a life skill that I think many are missing, but to me feels paramount to success in anything. Success in a relationship with a spouse, relationship with your kids, your parents, your friends, your community, your peers in your work, your employees, who you're doing business with. You are constantly negotiated in almost every interaction that you have all day, yet
It's something so few people have even spent more than a few minutes considering beyond the fact that they have to do it. Yeah, you think about it like you're going to negotiate your purchase of your home. You're going to negotiate your spouse to convince her to be with you for the lifetime. You're going to negotiate, you know,
whatever situation you're in requires negotiation. And it's really the art of the deal. The art of the deal, the first book Trump wrote, is about mastering negotiation. And again, thank God we have a master negotiator Yhteistyössä. Loman loppuminen ja pakkaaminen voi tuntua ikävältä. Jopa niin ikävältä, että laukkujen kasaaminen oven eteen tuntuu hyvältä ajatukselta.
Jäärebori. Lomia, joiden et soisi loppuvan. I just try to build the brand of the company, build my personal brand. All of that requires negotiating. That's convincing. I'm able to convince people to do business with our company and to follow me or whatever it is.
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Chapter 3: Why is negotiation considered a critical life skill?
Yeah, we talk about all the time, you gotta earn your video games, right? I get that that's your release, completely get it, we all have it. Each generation has the things that they do, and video games tend to be this generation. I have two boys. They are like, I hate video games. I mean, Roblox and me are probably enemies, although it's probably a great company to invest in. Seriously. Yeah, the business model is insane. But, you know, I think this idea of
I think this idea of instilling, like, I don't think enough parents today, I think we outsource too much of the development of our children today, right? We get so caught in our life, our world, the sale we didn't make, the position we didn't get, or whatever stuff is frustrating or causing us anxiety, and we become so contained in ourselves that
Then we come home and we're not even present with literally the reason that we're on earth, the perpetuation of our genes and our bloodline. We're not even investing in that. We're outsourcing it to whatever they're scrolling through on YouTube shorts or whatever's coming through the video game or whatever.
If your kids have Snapchat or whatever, Snapchatting each other. Or the schools. I mean, jeez. Think about what happens in most public schools. I mean, I'm in New York State. I'm completely... I can't even... I would work 10 jobs if I had to, to keep my kids out of public school. Because I just... I want to know what they're being taught. They go to a private Catholic school. And it just...
It bewilders me how we can be so cavalier with the development of our children with some of these core ideas that you've talked about. I mean, yeah. Well, I mean, California, New York, we have extreme educational curriculum that is basically shoved down our kids' throat. So I'm with you. I would give up everything to make sure my kids go to a Catholic or Christian school, Catholic ideally. Yeah.
Yksi asia on, että usko on tärkeää, joten käsitellään yksityiskohtaisen uskonnollisuuden. Yksi asia on, että usko on tärkeää, joten käsitellään yksi asia on, että usko on tärkeää, joten käsitellään yksi asia on tärkeää, joten käsitellään
Olen egyptiläinen. Olen koptilainen ortodoksi ja tuli Amerikalle religiallisesta rikollisuudesta. Koptilaiset kristianat ovat suurin osa rikollisuudesta. He ovat kutsuneet kristianiaan. Tensiä ja tensiä ja tensiä ja tensiä ja tensiä ja tensiä ja tensiä ja tensiä ja tensiä ja tensiä ja tensiä ja tensiä
When you stand up for Christ because you see what happened with Charlie Kirk. That was one example of martyrdom that we've seen in our lifetime. So, you know, you see a real, you know, that was true martyrdom. That's the impact that martyrdom has. How many people came back to Christ because of what happened to Charlie Kirk. So you will see a resurgence of that.
Nyt, seuraavassa vuodessa, näet, kuinka paljon enemmän ihmisiä on tullut takaisin Jeesukseen. Ja se oli se, mitä ensimmäinen, joka teki. Mutta hän inspiroi monia muita ihmisiä seuraavaksi seuraavaksi. Ja niiden monien ihmisten kanssa hän inspiroi. Hän inspiroi myös...
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Chapter 4: What makes a side hustle essential in today's economy?
Second and third order thinking that he uses to get to the outcome that he wants or even to get to an outcome. So many, and I think some of this is we just simply believe our politicians are intelligent because they're in that position and they're not. He is willing to get to an outcome where, and sometimes that's messy. And I think there's like this complete, again, this goes back to the misunderstanding of negotiation of just,
When you're negotiating, you don't always get every single thing that you want. You have to be able to come to the middle and you have to know what to give where to get what you ultimately want.
We've gone to this place where it's like you either love Trump or you hate him. You're either a capitalist or a socialist. You're either include everybody DEI or you're a racist homophobic bigot. The nuance of our life has been lost.
I know in your industry you're probably recruiting a lot of young people who are in Gen Z or maybe younger millennials. How do you start to approach? One, has that mentality been what you've seen in your younger sales force? And two, when they come in, how do we start to get people off that shelf to start to understand that there's all this gray, messy nuance in the middle, which is actually where life happens?
I mean right now we are in a very polarizing political environment. It's pretty crazy. But I would say most of the people that we come across, because I'm recruiting on the front lines, are very level-headed young entrepreneurs. Level-headed young entrepreneurs will always align with our current president's views on pretty much everything. Just because they're level-headed, they're not thinking extreme, they're not like,
Mitä ultra-liberalista yliopistosta, joka aloittaa yrityksen tai yrittää tehdä miljoonia dollaria, jotka eivät sopivat niiden arvoihin? He eivät yrittäneet tehdä rahaa, he yrittävät myöntää peliä. Tämä on se, mitä useimmat ultra-liberalisten, joita olen nähnyt, tekevät. He eivät ole yliopistoja.
isoja yrityksiä, joita on suunniteltu ekstremialaisille. En ole LGBTQ-yhteisöä, vaan hyvin hyvää yhteisöä, monia hyviä ihmisiä. Puhutaan ultra-alaisista, joita on yllättynyt, eivätkä he usko seksia tai mitä tahansa. Jumala on kaikki hänen ihmisiä, mutta he eivät itse asiassa ole yrittäjiä. Kyllä.
I don't see a lot of those people coming through here. Our number one pillar is servitude. It's a very God-based company here. We try to emulate good deeds and God's works through whatever we do. The mantra is you don't chase money, you chase doing God's work first, and the money always follows. That's a guarantee I make.
Koska rahaa aina seuraa Jumalan työtä. Hän aina tekee hänen työtään ensin, hän tekee sinun työtään. Se on vain se, miten elämä oli suunniteltu. Meillä on mahdollisuus tehdä suurta komissiota per liiketoiminta. Me teemme 1500 liiketoimintaa.
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Chapter 5: How can leaders build a personal brand in the age of AI?
And we have plans to own a significant portion of national mortgage market share in the next 12 months. So our goal is to hit a billion a month in the first couple quarters. And I feel like we're on track for that, especially with all the different changes happening in the real estate environment right now. We should see some significant changes.
että luonnonsuunnitelmat luodaan vuonna 2026. Tämä on todella iso tehtävä, ja se on todennäköisesti vahvistettu niin monilla eri tavoilla vuonna 2026. Olen toivottava, mitä tapahtuu, kun miljoonia enemmän amerikkoja on mahdollista ostaa tuotetta vuonna 2026.
Speaking specifically about real estate, so much of what I've heard is around supply. There's not enough supply. We need more houses, we need more houses. What are the major aspects that have slowed the housing market and beyond just say like interest rates, et cetera, that could be coming down in 2026? What are some of the other factors that you see that could take the real estate market and start to get it back on track and start getting people back into homes?
I actually just had this discussion with Senator Troy on my podcast just a couple of days ago. And the biggest thing that was discussed on my podcast with Senator Troy was the fact of deregulation for builders. So that's going to be a big thing in 2026 is like deregulating so builders can build faster. Right now there's a ton of regulation that totally eats all their profit margins right now.
It's a pain in the butt to build a house right now for a builder. It's just difficult. They've got to go through a ton of red tape. Red tape that doesn't even mean anything to the bottom line. Stuff that just holds up a project for weeks on end for no freaking reason. A lot of that's going to be looked at heavily because they need to pump out houses quick. If they pump out houses quick, then economies of scale will bring housing costs down.
A lot of things are... So that's on the construction side. That's, I think, very, very feasible to accomplish pretty, pretty quickly. The other thing that's trickier, but it's going to very, very much help the housing environment is something called portable mortgages, which is...
genius idea that Trump is pushing for. And portable mortgages are going to allow you to take your low interest rate to your next property. So a lot of people are just basically stuck in their mortgage right now because they got a 2% rate. They're like, I'm never leaving. Well, obviously you'd never leave when your savings account is paying 5% and you have a 2% rate. The delta is 3%. That means you are literally making money on the money you borrowed. You're
It's not free money, money that they're making profits on, right? So every homeowner who has a 3% or 2% interest rate and their savings account is paying them 5% is making that delta. So now all these people are like, I'm never selling if with this rate are going to be like, okay, if I could just port that mortgage to my new house, I'll move.
Toivottavasti heidän täytyy laittaa uuden lainsäädäntöön, mutta se tuottaa 11 miljardia mortgagista, jotka ovat oikeastaan ratkaisussa. Se tulee olemaan todella hyödyllistä asemasta myös, jos se voidaan käsitellä jossain tavalla. Ja kolmas asia, joka on doketissa, joka auttaa asemasta vuonna 2026.
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Chapter 6: What strategies can help navigate the challenges of the housing market?
Million plus for a mortgage. At the current rate environment, that's $7,000 payment plus your $2,000 tax bill. You're at $9,000. You need to be making $20,000 a month to buy a freaking mediocre house. You're talking about a three-bedroom, two-bath bungalow in upstate New York. Nothing super fancy. Who makes $20,000, $30,000 a month? Your local anesthesiologist.
Hän ostaa hieman rinkkipaikkoja. Se on hän, joka ostaa. Se ei ole mitään mieltä. Meidän vanhemmat, kuten kohdallinen työntekijä, osti asiaa. Tai mitä tahansa. Nyt on hienoa, miten se on tehty. Työntekijät eivät tarvitse ostaa asioita tarpeeksi. Kaikki haluavat tämän yksityiskohtaisen hyökkäyksen.
It's crazy. I mean, I have a friend who's a very successful landscaping business. He's got multiple units, does very well for himself. And he called me a week ago and asked me about...
Youtube faceless videos as a side hustle and it was like like I had like this moment of like what the like it was just so out of left field but he's like he's like dude you know I was like dude I thought you're doing great he's like oh no we're doing great he's like but he's like you know with all the increased you know increased expense here and you know he wants this and he's got kids that are getting close to college age and he's like you know I'm looking at my bills man and like he's like I can't scale my landscaping business fast enough
to make enough more, because that means I, you know, paying another crew of guys, and I gotta buy more trucks, and I gotta buy another sales guy, you know, bring another sales guy in. He's like, I need a side hustle. He's like, and I was watching some, whatever, YouTube faceless, and it's like, the fact that that thought was even in his head, you know, it wasn't the faceless YouTube video thing, but like, the fact that he would go to something like that to say, I need this side, this easy, passive side hustle thing to make an extra five or ten grand a month, I'm like,
That's crazy. Something is wrong when that guy who's been very successful, hardworking, 20 years building his business is thinking about starting a faceless YouTube channel in order to make an extra couple grand to get ahead. That's crazy to me.
Tämä on maailmassa, jossa olemme nyt. Ihmiset tarvitsevat monia hankkeita elämään. Se on vain todellisuus. He tarvitsevat monia hankkeita elämään. Ei ole enää yksi suurin piirtein. Olen syrjityksentekijä, joten ymmärrän tämän konseptin monia hankkeita elämään. Nyt se tuntuu olevan tarkoitus elämään. Kyllä.
Everything is so expensive now. Everything is so expensive. The thing that hit me in the face was about a year and a half ago. I got divorced from my wife three years ago. Single dad, two kids, doing my thing. I got two boys that are with me 50% of the time, sometimes a little more. I'm looking at my grocery bill and I'm going, how does a single guy who has two boys half time,
How is my grocery bill like $200 a week? How is this even possible? We don't even buy that much stuff. That's it? $200 a week? I mean, man, that's nothing. You're obviously not going to Whole Foods. Yeah, well, that's true. But, you know, it's like, I was just looking at it going like, I'm not a big, you know, I don't make myself a bunch of fancy meals. You know, I'm pretty easy as far as that goes, although I love food or whatever. But like, you know, just in general. And it just blew me away that I was like, this...
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Chapter 7: How can one shift from a scarcity mindset to an abundance mindset?
I have outcomes that you've committed to as being an employee in my company. As long as those outcomes are hit, I'm happy with you. What you do outside of those outcomes, the outcomes that I need you to get, it's never bothered me. As long as you stay focused and you're getting your outcomes done for my business, God bless you. You want to go have a side hustle? You want to go build another business? Awesome. But so many of my peers in my home industry is the property casualty insurance industry. So many of my peers in that space...
They are like I see the message boards. I hear the comments when I'm doing keynotes or I'm talking to somebody like are about this idea of like I can't keep my people focused. I know he's working on this other thing during his lunch or this. And it's like a major point of friction for a lot of leaders that their employees have these side hustles. So how do you do you have that happening in your business? How do you address it? And whether you do or you don't. How do you how do leaders kind of.
Well, here's the deal.
My business, because I'm a leader of a sales organization where I'm in the business of making businesses. So e-mortgage capital is an organization that makes other mortgage companies. So when I'm talking to my leaders, I'm telling them to go all in on building this business. Because the opportunity under the e-mortgage capital ecosystem is endless. You have the ability to make tens of millions of dollars. You have the ability to have hundreds of employees working.
E-mortgage capital ecosystem. We're like a farmer's insurance, right? Some farmer's branches are much more successful than other farmer's branches. So if you run your mortgage company under e-mortgage capital with all the resources that we provide to you, whether it's licensing, technology, marketing, lead gen, data solutions, infrastructure support or training or coaching or onboarding, whatever it is that we're doing for you.
You have a billion dollar ecosystem that you pay zero dollars for to scale your company. So just leverage and learn and educate yourself and ask questions as much as humanly possible to grow your mortgage company, to grow your brand so you can dominate within the EMC ecosystem.
Meillä on mortgaatio, meillä on taloudellisuus, meillä on niin paljon mahdollisuuksia, että voit kasvaa ja kasvaa meidän platformimme kanssa, että minä todellakin pystyn ihmisiä tuomaan meidän side hustle-kulttuuriin. Koska meidän side hustle-kulttuuri, jos sen rakennetaan EMC-ekosysteemiin, on ilmiöinen. Sinun side hustle-kulttuuri antaa sinulle...
You have your own production. I still produce deals. You have recruits. You could still recruit. Everybody could do what I do, which is bring in other people and have revenue streams under us. Or you have the opportunity to bring in other new guys or other guys and buy leads from them and split commissions. So if you want to grow under one of the verticals, grow under one of those segments underneath our ecosystem. And always build your personal brand. Podcast, do your social media content. There's so much to do that you could stay laser focused on just mortgages.
Because of the infinite upside. And when you're referencing wage earners, you're talking about, I work for the state and I make $64,000 and I really have no, regardless of how much effort I put in this quarter, I'm still making $64,000 and there's nothing I can do about it. Pretty much. You're basically capped. Yeah. Well, I have a friend, you know, works for the...
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Chapter 8: What role does social media play in building a successful personal brand?
Se on todella yksinkertainen konsepti. Älä haittaa, anna kaikkea ilmaiseksi, ja Jumala antaa sinulle ilmaiseksi. Älä huolta.
Monet ihmiset saavat ensimmäisen ratkaisun, kuten moni minun yrityksessä. He saavat ensimmäisen ratkaisun ja katsotaan, että he ovat lähteneet kaksi kuukautta. He pysyvät komissioon, koska he sanovat, että he tekevät $10,000 yhden ratkaisun. Ja sitten he ovat lähteneet. Ottaisiin $10,000, luo, ettei sinä saanut sitä, ja menetäisit kohti kaksi kaksi kuukautta ensi kuukaudella, ja se tuntuu. Niin kuin se. Se on jotain, joka tulee tuntemuksen kanssa. Jos olet nuori ja olet 21-vuotias ja teet paljon rahaa,
Todennäköisesti se menee tuohon ajatteluun, se on vain, se on vain, tiedät, hauska todellisuus, jota ihmiset elävät tällä hetkellä, koska he eivät elä elämää elämää, joka on perustunut uskolle, he elävät elämää, joka on perustunut, tiedät, ihmisen haluamiseksi, itsenäisyydestä, jne.
Why did you start investing so heavily in your personal brand, like what we see on your Instagram channel, your podcast? What was the motivation to put all this effort into building that brand?
You know, I was presented with an opportunity to distinguish myself from my competitors. A couple of years back, I started the podcast. I started marketing. I started the social media. I started really hitting social media so hard in January 2024. I launched my podcast and I launched my social media strategy. Really at the time, it was kind of a...
Se oli pelkkä syrjintä, koska minulla oli noin yksi sosiaalisen mediakäyttäjä, jolla olin tekemässä häneltä tarjoamisen eMortgage Capitalin kanssa. Hän pysähtyi minuun ja meni minun ympäristöön. Olin todella syvällä siitä, että hän meni. Ei koskaan muuta kuin, että hän oli meidän tiimimme noin yksi pelinjärjestäjä.
Ja se itseasiassa rikkoi minua. Joten sanoin, että en voi vahvistaa heitä koulussa, mutta vahvistan heitä sosiaalisessa mediassa. Joten vahvistin heitä itseasiassa. Ja sitten vahvistin heitä sosiaalisessa mediassa. Mutta sitten ajattelin, että ai-maailman maailma alkoi matkustaa. Ja ajattelin, että maailman ai-maailman maailma...
Social media influencers are more important than others because now they have the attention of the chat GPT and the AI algorithm. Every word we're saying right now, believe it or not, every word, and understand this, it's very important for your audience to know, every word that you say online...
is now indexed on AI. So ChatGPT will be able to reference this specific podcast on this specific day that I said this and this about this political subject, one of the subjects we talked about earlier, how I feel about Trump or whatever it is. It's all indexed there.
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