Unlocking Your Energy & Growth with Arjun Dhingra

I had the pleasure of interviewing Arjun Dhingra, who has over 22 years of experience in the mortgage industry, on my show. Arjun is known for his championship mindset, drawing lessons from his extensive martial arts and sports background and applying them to business. 

Here are the key takeaways from the episode:

1. Adopt a "championship mindset" - focus on incremental daily progress and embrace adversity. View competition as against yourself rather than others.
2. Become an indispensable advisor - go beyond basic responsibilities to expand your knowledge base and provide true expertise.
3. Continuously invest in yourself - pursue coaching, education, and new experiences. Stay open-minded and keep learning to thrive in a shifting industry.

Resources + Links:

Connect with Arjun on Instagram, Facebook, LinkedIn or YouTube

Learn more at https://www.arjundhingra.com/

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Timestamped Chapters:
0:00 - Intro

1:42 - The Championship Mindset: Lessons from Sports for Business Success

7:16 - Hard is Relative: Adapting Your Definition of Challenge

8:37 - Evolving from Agent to Advisor: The Key to Standing Out

13:31 - Leverage your smartphone to build an engaged audience

16:04 - AI and the Real Estate Revolution: What to Expect

19:17 - Embracing the Grind

22:58 - The Power of Continuous Learning: Secrets to Thriving in a Shifting Industry

26:30 - Networking and Perspective

27:19 - From Problem-Solving to Impact-Making

29:45 - Unlimited Opportunities

31:37 - Arjun's Winning Formula

32:32 - The Secret to a Harmonious Family Business

Transcript

Raquel Quinet: 0:00

Welcome to the Raquel show. This show is for entrepreneurs who want to play bigger in business and in life. And today I have a very special guest that definitely plays bigger. I met him at an event and heard his name through so many people. And he's been in the mortgage industry for 22 years. And what impressed me the most about him is his ability to push through different markets, his mindset, and he's always innovating and you can tell by just following him, listening to his stories, and he's probably got one of the best networks around. And that says a lot about a person. When you're surrounded by amazing, incredible people that your name gets thrown out in opportunities of like, you got to know this person. You know that they are somebody of caliber that you want to hang out with. So welcome to the show, Arjun Dingra.

Arjun Dhingra: 0:49

Thank you, my friend. I appreciate it. You nailed it. You did good. Normally it takes people five takes to get that right. You got it on the first one.

Raquel Quinet: 0:56

So you've been in the game, and I love talking to people like yourself because you come with a lot of different experience. You weren't in for the short haul, the quick buck, and you talk a lot about this like championship mindset. What is that? Why is that important? And of course, we're going to get into your history of being in the game for over two decades.

Arjun Dhingra: 1:20

Yeah, you and I touched on this the first time we'd connected and just had offline chat because we have that in common. We've been through some various market cycles, different facets of the industry, and my career in martial arts and competing for Team USA and then also coaching, I felt has so much synergy to business, like athletics and business tie in more. You're super fit and a dedicated, avid athlete. I would call you. You work out constantly. There's so many parallels to that in terms of discipline, commitment, not negotiating with your goals, pushing through. So it's almost like it naturally happened. But then with a lot of people that I would coach or a lot of people that I would advise in mortgage, I'd apply a lot of the same talking points. You fixate on process. Every day in the office, every day at the gym is an opportunity to get better. That's your only goal. You compete with only you because when you compare and you look ahead or look to your right or left, comparison is the thief of joy. We all know that, but we all fall victim to it. And it's normal, it's human nature, but really we just put on the goggles, the tunnel vision and focus just on us and just say every day. I just have to get better. You do that, you stack those days and your career, your business, your personal well being, your fitness, your physique, all of it is in a different place in 714 21, several months, one year. So that's really it. It's just a commitment to process and getting better each and every day, no matter what it is you do, even if it's a small incremental improvement, it counts because you stack those wins together and then you've got momentum and then you feel unstoppable.

Raquel Quinet: 2:56

Yeah. And some people would say oh, that's so easy. It's easier said than done. Having this championship mindset. So what would you the person that's really that agent or the person in our industry that's having a rough go, and they haven't backwinds, especially in this market.

Arjun Dhingra: 3:18

Totally. Look, everyone's going through it. Nobody is immune to it. The only difference between those that are still finding some ways because everyone's numbers are down. Just because someone's doing some business doesn't mean they're having a record year. It's all relative. Their business is down, but they're still doing something. Then there's others that aren't doing anything. And the natural tendency is to blame the market. If only I had better rates, if only we had more inventory. Well, that if you really stop and you're a little critical of yourself, just ask what am I saying there? That basically means that I can only go outside and thrive when it's sunny out and the weather is good and conditions are good. But no, it's raining, it's a little stormy, it's chaotic, it's gloomy. So you don't wear white pants, you bring an umbrella, you wear some dark colored shoes and you get to work. And for everyone that feels like stuck or that it's easier said than done. Yes, it is easier said than done. The work is hard. It's not supposed to be easy. This is more of a normal market, right? And that bursts some people's bubbles or it really blows up the narrative that they've been spinning in their mind. The market we left was not normal. There was nothing normal about that. This is more normal. Now. Granted, we have some inefficiencies in the way of demands and rates being higher and prices still staying up. Normally that kind of tends to flip. So yeah, we have some of those factors going on. But this is a normal market. A home not selling in one week is not the end of the world. That wasn't normal. Maybe taking 30 or 45 days is more normal. A client needing a lot more nurturing, advising guidance to go through the loan process is more normal. Them deciding in just 30 seconds what they wanted to do for such a huge piece of indebtedness was not normal. So I want everyone to reframe the market and focus on just getting better. Because every time I know from a personal standpoint. I know you've experienced this for you've gone through so many different market iterations from all aspects of the real estate, lending, real estate, coaching, consulting every time, and I bet I could answer this for you. Every time your career took a hard right turn towards prosperity or success or an upward swing, it wasn't because the market improved. It was because you improved. You did something different. You got around better people. You made the shift, you were doing the work. So to everyone out there that feels like they're struggling and this is hard, first of all, just recognize it's supposed to be hard. That already in and of itself then starts to level things for you. Okay, now that we accept it's supposed to be hard and the market is the market, we're not praying for other factors. We have to work within this. It's just a matter of doing the work, and it's a matter of being around the right people. So the championship mentality, the athletic mindset, the enduring spirit or persevering spirit, it's all the same. Be around good people, surround yourself by winners. Keep doing the work, focus on you, and just get better each and every day. If you do that again, you'll stack some wins. Does that mean it's not going to be tough? No, absolutely not. It is going to be tough. It's going to remain tough. Guys like that's the news flash, too. Nothing's changing tomorrow, next year, end of the year, this market we're in is going to be like this for a while. So just get used to it. And like I said, take your umbrella out and don't wear white pants and get outside. I love the concept.

Raquel Quinet: 6:26

Don't wear white pants and get your umbrella. I think really interesting with all the nuggets that you just dropped is hard, right? I think a lot of people define hard very differently, and I think that at first it's hard, but as you do it more and like you said, as you have that championship mentality, your definition of what was hard is no longer hard. Just like when you first in the industry, when you grow capacity because you've done it and you've done the volume or you've done the more transactions, or you've had an angry client, once you had a few of those, you're like, it's not that bad anymore. Because you've gone through the experience. It's just hard when you don't do the work

Arjun Dhingra: 7:09

exactly that's right. Or you don't have a frame of reference. To your point back in return, if you've been through it or you've experienced it's, like, yeah, it's not that bad, I know how to deal with this. I have a blueprint for how I did this the last time or how I dealt with that type of client. Or you're not in the lending industry until you've been yelled at by a few realtors all in the same day. Or your loan gets denied very or. Your loan gets killed at funding, like at the time, or the reverse funding. There you go. There you go.

Raquel Quinet: 7:40

Right. You just deal with it. And so here's what I love about you. You're always in the know, you meet a lot of different people. You've met a lot of different agents. And a lot of our people that will listen to this show are agents. Is what makes from your perspective, I'd love to hear this is what makes an agent stand out to you

Arjun Dhingra: 8:02

today. Yeah, I love this question because I'm really passionate about this exact topic on the lending or real estate. Look, we've had enough disruption come into the market both on lending and in real estate to render a lot of us feeling like, is there really a use for me? There's a lot of people scratching their heads and wondering between AI disruption, fintech companies, discount brokerages, e lenders, like, all these things have come in. So to answer that question, I take it back just for a minute here and understand all of us why the disruption happened in the first place. Think about Uber. Uber saw an opportunity. You've got a monopoly, which is the taxicab industry on the ride sharing, if you want to call it that, industry or space. But they saw and recognized a huge opportunity because there was massive dissatisfaction with a very lazy product. Cabs were filthy, they were dirty. Going back to white pants. You could never wear white pants sitting in a cab because you'd get out and your pants would be staying and you're going to a nice dinner. They were unreliable. Sometimes you didn't know if they'd show. Sometimes they'd cheat you on the fit, like all kinds of issues. And then entrepreneurs see this and they said, there's a better way. The consumer is dissatisfied. So when agents used to get mad at discount brokerages, screw those guys. They're in here trying to undercut things. Let's first recognize why it happened in the first place. Same for lenders. It's because consumers were dissatisfied with the level of service or the lack thereof that we are providing. Or they don't see the value in what it is that we bring as real estate professionals. So that has to change. Again, don't get mad at what's going on, recognize why it's happening, and then just do better. So in my case, or in the case of a realtor, what makes the difference between them now in light of all that that's happened? And it will continue to happen, guys, it's only the beginning, right? If you want to call it that, is that real estate agents need to evolve out of that last word in the phrase there of being an agent. Because anyone as an agent, and I do the same thing on the other side, a loan officer, a loan officer or real estate agent just does bare minimum, right? A loan officer gives you rate quotes, they issue you pre approval letters, they can lock your interest rate, they close your loan. That's it. A real estate agent can open door, open homes through lockbox or whatever other automated systems are. They can send you comps, they can write contracts, show up for inspections and hopefully get your transaction closed or coordinate. That's the baseline. The people that survive and really stand out are what I call advisors because an advisor has way more dynamic knowledge. I think agents to stand out in this market need to have a proper understanding of how to reach people better as consumers. Like how do we become better marketers, not just real estate agents, better marketers, better understanders of economics and household finances and what drives mortgage rates so that you can bring a lot more to the conversations that you have. And that's why your coaching platform, which focuses so much on mindset and getting better is so important for people because anyone can be an agent, guys, anyone can be a loan officer. And that's not to diminish our roles. I'm just telling you as a wake up call, we have to step up. Conversely, on the other side, lenders need to become better at understanding inventory channels. Also economics, what drives markets, what's going on in the labor markets, because that has an immediate impact on what's going to happen with housing, migration, like all of these things. And so if you get the point where I'm going with this is that the more dynamic you are in your knowledge, the more indispensable you are. Which means you will always have a place in this market no matter what. It doesn't matter what disruption is going on, you are too valuable. There's no robot, no platform, no website that can replace what you do. But if you do just the bare minimums as a real estate agent or as a loan officer, the days are numbered because we've already seen it. There's somebody else that can eat your lunch or something else in the form of technology. But if you're good and it doesn't take much, guys, it goes back to effort, just being more dynamic, getting better at your craft, focusing on getting better each day you do that, you'll always have a place in this market. So raquel to answer your question full circle, that's what I would say separates the good agents is the ones who are operating as advisors, real estate advisors, helping people grow wealth, expand their portfolio, understanding of taxes, economics, money, interest rates. Now you're indispensable. Now I need you the same way I need my financial advisor. Everyone needs their financial advisor if they've got one, right? And their financial advisor brings more to the table than just sending you a statement and here's what's going on. So anyways, I could beleaguer that, but. Hopefully that answers your question

Raquel Quinet: 12:27

completely and totally all the way around, right? It's okay people, it's like how do you actually stand out in the market where every day people are getting their license? It's always been like that for years, since I've been in the business. And same as you, it's been over two decades. It's like how do you continue to stand out with all these things? So if knowing what you know today, if you lost everything and you had to start all over or give advice to somebody, what would be like three things you would do if you had to start all over today to run a really successful business like you do?

Arjun Dhingra: 13:02

It's this and this. Those are three right there. I would just use my phone. I would use this smartphone to reach as many people as possible because this changed the entire landscape. This changed the game. You want to know what the neutralizer is against the race to the consumer between us and fintech, or us and technology, or us and AI? It's this. It's having an impenetrable brand, it's having a voice. You have to step into these things and use it. So if I was starting all over because the first 16 years of my career, which is basically, yeah, 1st 16 years of my career didn't involve this. I used it as a phone, but I never used it as a weapon. I didn't weaponize it as a way to reach people, to inform, to create impact. And all of us have that opportunity. Every single person does. Whether you're a brand new agent or you're a 20 year veteran, it's all the same level field now, which means you have to use these devices, you have to use these options, these tools that are out there to reach more. Because look, to everyone that says I've got my ways of doing my things, I don't need any of this stuff. I don't need to adapt. I like my mailers, I like my door and that's fine and that's worked. But this next generation, actually the current two generations and the next generation that's going to come up to become eligible home buyers, they are generally not going to answer their door if a stranger knocks on it. They also do not, I like to say this one, even though it's like at first it's a little bit shocking to people. They're not taking your mailer into the bathroom with them. They're on their phone. They take their phones with them, right? Everyone's on them. So how you reach people is all going to change. It's already changed. And I think this is the absolute way. So if I was starting over from ground zero, I would just double down on creating as much community as possible. Even all the things I don't know. I would get around people that do know and collaborate with them and create content, be the content. Everywhere I go, I'd be the content. I would even acknowledge my own shortcomings. And what I don't know, but that I am going to get better at it. Because everyone loves a good story, right? They love watching progress. We're all drawn into that. I'm going to learn this stuff. You better watch out for me. Like announcing it, just putting it out there and then just watch me grow. And I feel like a catch up to where I'm at, if not even past it in a very fractional amount of time just using that device. So that would be my three things.

Raquel Quinet: 15:18

So good. And you spoke a lot about AI. You have actually an event coming up. Why is that such a hot topic? And where do you see that going in the way or changing the way we do business in the future? I

Arjun Dhingra: 15:34

think for all of us that face it, because some people are like, well, is it going to replace me? Yes, it will replace you. If you refuse to acknowledge its existence and just sit back and watch, it will replace you. But those of us that embrace it and take the time to learn about it and adapt with it and have it complement what we're doing, I think it can scale your business in so many ways. You can eliminate, first of all, a lot of certain things that you outsource for whether it's copywriting, organizing content, creating content in the first place. Yeah, it's going to eliminate some jobs, no question. But I think it will enhance and tighten up businesses that actually start to adapt and put certain things into place or into motion right away. So I see that AI is going to just revolutionize real estate. It already is doing it. We're already seeing it. You know this too. We're seeing it already happening. And this is just at a base level, the growth. And this is like the internet in the 90s, right when it was just getting started, which is what makes it super exciting, because nobody is an expert, right? We've got some people that are well versed because they got out ahead on it, but nobody is the end all, be all, which means people can try different things, and you can embrace it. I encourage everyone, just try mess around with it. It's good for you on a personal level and a developmental level as a human being to kind of get out there and get a little bit uncomfortable with things and embrace it. But I think everyone that does in our industry is going to see it transformed in the way of making things faster, more efficient. I think a lot of the inefficiencies that are in the lending and real estate transactional process or entire chain are going to either be improved, eliminated, streamlined, shortened. And again, we're already seeing it like we see it right now. As an example, we have a HELOC product that is powered by a fintech company that closes a line of credit, a home equity line of credit in six business days start to finish. There's no bank that can do that, even if you are the head, Jamie Diamond or JP. Morgan, right? He can't do that. And he's the CEO of the bank. He's probably one of the richest men in the world. He can't get a HELOC that fast as bank. Besides, they're not even doing them anymore, so I guess it wouldn't matter. But even if they did make the exception for him, that, hey, we can do one for him, he still can't get it that fast. This is what it's doing, right? So it's now improving the product and the ability to serve people and match the consumer demand because people want things with instant gratification. That's just the way we are in this world now. So I think AI is going to speed things up. It's going to make our businesses more efficient if we embrace it and learn about it. So I implore everyone to do that. That's super

Raquel Quinet: 18:03

impressive. Six days. I'm like, you can't even get private money sometimes in six days. Unless no, you can't. From mom and dad or

Arjun Dhingra: 18:09

something. Speaking of Mom, I just did one of these for my mom. She was our first client who's getting a HELOC through the company right now. And she's like, Are you sure you want to use me as a guinea fly, mom? I got you. It'll be good. We won't screw this up. It's closing tomorrow. That's how impressive this is. And it really worked, so I put my mom through it, which means I know it can work for anybody.

Raquel Quinet: 18:31

Oh, so good. Well, I love seeing the lending and the real estate industry move in a faster pace. And you talk about instant gratification like, that's where the consumer is at. And I think sometimes even agents, they want instant gratification when they first get their license or when they first get in the business. Where do you see, agents today making the biggest mistakes?

Arjun Dhingra: 18:54

It's just that I think if you came in during the COVID time, I like to equate it, and this might date me a little bit, but, you'll know, because you're one of my peeps. Like everyone who remembers the game Super Mario Brothers, when you got the star, you were invincible, which means you could run through the level as fast as you can, and everything that you touched just exploded, and you just got to the end. You're like, that was easy. That was amazing. It's like addicting. You're like, I want to get the star all the time. Anyone who joined this business during a refi boom or during a huge housing rush or during COVID you had a star. So it's not that the market was the secret sauce. Sorry. That we were the secret sauce. The market actually was like it was providing it. The star was the secret sauce for you. Now you don't have a star. So, again, going back to the game analogy. You have to navigate through things. You got to be a little bit calculated. You got to be careful. You got to think as you make your moves, right? Like some thought actually is going into this. That's the current market we're in. I think the biggest mistake that most agents and lenders assume is that the star type market was the more normal one and we're just waiting to get back to that. If you played the game to go back to it, stars were pretty infrequent. Sometimes you didn't even get them when you did, it was rare and then you just went as fast as you can and look, there will be more stars in our careers. We will have those opportunities. Opportunities where rates bottom out or inventory just floods into the market. Those are windows of opportunity. And when you're good at what you do and you've actually done the work during these tougher times, you will fly through and find that time to be so incredibly lucrative. And it's a gift. It's rewarding you for all the work you're doing now, but then it goes back to being a normal market. So I think longing for better days or trying to compare this market to that market and say, I wish we had that's the biggest mistake I think lenders and agents make, because it is supposed to be hard. You've got to stay committed, right? It's not going to be easy. And look, I'll say this because I have so much praise for you, because I'm just such an admirer of your work ethic and your hustle and your grind, right? Things are tough, right? You're completing the 75 hard challenge. You've got three days left. And anyone who's following you knows this thing is incredible. And if you've had friends that have done it I've had friends get to almost a halfway point and have to start over because they missed a workout and they're like, that's the rule. You've got to start over and then they still complete. That is so difficult. But it tells me everything that I would want to know about you as a professional, which means anyone who coaches with you, anyone who works with you, that's what they're getting. That kind of commitment to craft and dedication, to self and to improvement and to winning and succeeding and pushing past, no matter how tough the obstacles are. Which is ultimately why you're the amazing human being that you are and why people love working with you and they love being around you. All of us can learn from that. I think everyone, whether you get coached by Raquel or you fall in this podcast, you listen or you're part of other groups, just learn to embrace the grind and the work and just accept that it's supposed to be hard and do it right. If you're looking for easier times, then just get out of the industry already because you're just going to be a fair weather person. Supposed to be hard. Let's embrace it, let's get after it. And I think that's going bringing it back again, that's where I see people misinterpreting this market, really, and trying to compare it or long for those other times or wait for those other times, they're not coming back. We may not ever see rates in our lifetime ever get as low as they were. In fact, we probably won't. So put it out of your head. Just deal with the market the way the market is now and be better.

Raquel Quinet: 22:12

Yeah. Oh, my gosh. So many things said and thank you. You got me. And you've been, like I said, in the industry for over two decades. What has been the secret to Pivoting? Or what's been the secret for you to be able to continue to learn? Because I see you at all these events and you're still continuing to learn and all these things. What's been the secret to your success for those that are listening out there?

Arjun Dhingra: 22:39

So there's this martial arts mantra. Unlike taekwondo, it's part of the student instructor relationship code. And the first line is that a good student is willing to learn anytime, any place, doesn't matter. Like the learning is never done. And that's to keep it on the martial arts side. There's a famous Bruce Lee quote, and he said that human beings are all merely works in progress who mistakenly think from time to time that they're done. That's so powerful because we're never done. So I go to events because I know that it's one conversation, one handshake, one interaction, one encounter with somebody, right? That's where we had met for the second time at this event in Vegas. And now we've conversed and we connected, and we're going to collaborate on things that doesn't happen unless you get into rooms. So I would say over the two decades, every time there was a real big market crash. And I didn't do this in the beginning, like in eight, I didn't do enough of this. I wasn't investing in myself. But once I started doing that in 2010, is when I started doing that, I realized it was so much easier to navigate through things. So I got around better people. I invested in myself, my own education, coaching, that's where you need to put, because if there's one place that it'll always pay ten x, it's in you. So if you invest in yourself, get to events, get around people, not be closed minded, always stay open, always be willing to learn. Stay hungry, you'll get something. And then there's other people I know that listen to this, and they're like, you can go to so many events and they just get overwhelming, and then you don't take any action. That is true, but that's on you. So if you go to events, it's up to you not to squander the opportunity or those relationships or those. Connections, right? If you do, then that's on you. It's not the event's fault. It's not. Oh, there's too many events. I shouldn't go to them. No, go to all of them if you want. I say yes to everything. Say yes way more than I should. I probably should say no a few more times, but I say yes to everything because I just never know what it's going to do. Like the events I'm throwing that I talked to you about, right? I've got Ryan Serhan coming here with his whole team to do a mastermind. This whole thing happened because a year and a half ago I just said screw it, and I went backstage at an event that I spoke at on day one, but he was speaking out in the final keynote on day three. I said, I'm going to meet him. I don't like I expected him to have a whole army of secret service agents around him and staff and whatever. He had one guy with him who's shorter than me and that's his videographer named Diego. That's it. I walked right up to him and everything changed in my business because I took a chance. I said yes. Instead of saying no, I didn't hold back. I got out of my comfort zone. I just said, screw it, let's do it. But I think it's that kind of attitude and that kind of mentality because he who risks nothing gains nothing, right? Or she. So taking chances, investing in yourself, saying yes to things, going to events, making the most out of them and not squandering those opportunities is the only reason that I've stayed in this industry, because we've had plenty of reasons. Those of us that have been in for a few decades to lead plenty, and they would have all been justifiable they would have all been totally normal and accepted reasons for exiting this business or industry. But we're still here, which means some of this stuff that I'm talking about, or a lot of it actually does apply. And that would be what I would tell anybody. Whether you're new mid range or long term in your career, whatever, just keep saying yes. Keep going to things and keep learning.

Raquel Quinet: 25:44

I couldn't agree with you anymore, my friend. Definitely. Getting into rooms, expanding your mind, expanding your network, and I could think about all the times where you think about not going and then you're so glad you did go, right? Because you got an introduction. You created an opportunity. I remember when we were like, oh, I think my problems are so big. And you get around people and you're like, oh, your payroll is a million dollars. What am I missing here?

Arjun Dhingra: 26:12

Crazy,

Raquel Quinet: 26:13

right? You're like, well, I think I'm the big dog because I'm the number one in my market. And then you go into these rooms and you're just like, wow, you did that with investing. You did that. And then you just realize you got a long way to grow outside into some of these rooms. So I love that and I'll always love seeing you at different events. You've got a lot of things going on. What's next for you, Arjun, and what are you most excited that you're working what are you most excited about that

Arjun Dhingra: 26:41

you're working on today? I think it's just growth and impact. Right now we're bringing on some new teams around the country and what we like to do with them. We've got a big event which I'll be tomorrow at Is in Phoenix. We brought on a big team and our company, our group has really embraced that. If we are in the problem solving business, we'll always have a place at the table, we're not in the loan business anymore. I'm in the problem solving business and I recognize that most agents, most all of our partners have a problem with how they are going to create business, how they are going to become better marketers, how they're going to evolve. So what I like to do in these markets where we're going into is put on events right away to create value for all the potential partners in that market. Because I believe if the industry becomes better marketers, we all get better. So we all need to lift, right? It's not a selfish thing. And then obviously helping create impact for the groups that we're bringing on by making a big, big splash. So I'm excited about that because we have a lot of that lined up, obviously starting tomorrow with a big AI event in Scottsdale and then my own society or Mastermind, I'm calling it a society, but it is a Mastermind, it just has a different name. To it. Is launching in the fall, in November, and there's a big full day event that's happening November 3 with Ryan Serhant, his entire team, and I'm calling it like seven different conferences or meetings all smashed into one. To where? It's all digestible and people won't feel overwhelmed, like they have stuff they're going to get out of it and be able to implement right away. There'll be a really fun social aspect and rap party afterwards, but the networking will be high level. These are 250 of the top operating players in the country and it's the room to be in because that type of association is what helped me and I wanted to create that for other people to have access to. So everyone's called me nuts for doing the event because we're in a shiftier market right now. It's hard. People are really reluctant to do things. I don't care. I just know that this is the time when you actually need it. It's not during bull markets because, yeah, money could be easier, but then you're so caught up in doing your business, you don't take the time to stop and learn, right? Like it's winter, there's not much to do outside. I got to stay inside and get better, hit the gym, do these things improve. That's why I wanted to create this opportunity. So the society launches in November, but it's marked by this first in person event, which we're really excited about. And, yeah, that's what I'm looking forward to this year, is just creating more impact and opportunities for others.

Raquel Quinet: 28:59

I'm excited that you are building that. I'm all about community. I'm all about growth. And I just believe that there is a need, whether it's a slow market, a hot market, people can always connect. People can always learn. People always collaborate. And there's so much abundance in this world that we don't need to think that opportunities are limited or you can't do no, they're not doing something right. If people are telling you not to. Do it,

Arjun Dhingra: 29:26

you're the limit. We are the limit. So just keep don't impose those on yourself. There's so much opportunity out there. Yeah. And I

Raquel Quinet: 29:33

know people are listening and watching this on YouTube. They want to know, okay, he dropped a lot of nuggets on the show. Where can people connect with

Arjun Dhingra: 29:41

you? Instagram is my favorite, so just send me a DM at Arjun Mortgage. Connect with me there. Happy to share what we're doing. Collaborate on ideas, talk about the industry, share stories from 20 years ago, 15 years ago, whatever. If you want to get into it. As you can tell, I'm chatty, so I'm happy to talk with anybody, anytime, any place, but that's the best way to connect. And if you want more information about our events that are upcoming, and anyone who listens to this podcast, definitely send me a DM. We'll have a special code for anyone to get a very serious markdown on the event. If you want to invest in yourself because of the association through Raquel and this group. So reach out anytime. Well,

Raquel Quinet: 30:23

thank you. And if you guys don't follow him, you should definitely follow him. We'll also put it in the show notes, so make sure you look in your show notes, because I tell everybody, I tell my team, he's got one of the most fanciest feeds. Even for that, you guys just got to check him out on IG, one of the most fanciest feeds that I've ever found on IG that is so put together, but has so much great content, great value. So you definitely need to check it out. As we wrap up. There's always one question that I ask every single person that comes on the show, is, what do you do to play bigger in business or in life?

Arjun Dhingra: 31:01

Just get around better people. I know I've said that so many times. Just be around winners. Because you are directly shaped and influenced by who you choose to associate with. It's everything. You have to be the gatekeeper of your own mind, your own psyche, your own business, your personal well being. So who you let in who you choose to spend time with. You have to be really careful and calculated about. So that's how I play bigger. It's taking those risks, being around the right people, and even when I can't necessarily get in front of them, I do whatever it takes, including going backstage like a madman to try and meet someone like take those chances. Because look, guys, time is limited. We know what's going to happen, markets are in cycles, whatever it's going to be like, why not? Why not now? Just do it.

Raquel Quinet: 31:46

I absolutely love it. And there's probably some people that are wondering, and me too included is Arjun has a brother named Neil. I don't know, like, how do you guys continue to be in business together? Even separate yourselves, do your own thing. Because I think when I went to one of his events, people were fighting of whose best friend he was. Was it you or was it somebody else on the team? I'm curious to know, you work with your brother. How does it work? How does it work?

Arjun Dhingra: 32:19

Final point. There's my sister too. People forget too. There's my sister too. Yeah, that's right. Everyone is a big personality. But what people misinterpret because everyone assumes because nine out of ten or nine and a half out of ten sibling dynamics where they work together, always end terribly. We've been doing this now, neil and I have been together since the beginning, 22 plus years. And Siobhani has been with us for nearly twelve years. And we've been through a lot of stuff, but everyone just always presumes. This should have blown up. But what they again misinterpreted or don't know is that we are actually the biggest fans of each other. And everyone's in a different lane like Siobhani with what she's doing. Neil and I are huge supporters of it, right? And what I do is different. They always support me and are a part know what I do. And then Neil of course is really the big pioneer in all this because he's the one who took the biggest risks with doing stuff and putting on events. And his events are mind blowing. And they're different, right? They're different than the kind of events I do. They're different from the kind of events Shivani does. They reach some different people. There's a lot of overlap because people that are in the personal growth and overall experience space of wanting to get better and experience with things, there's a lot of overlap there. So you'll see a lot of the same people, right? Again, I'll probably see you at other events, you'll be at my events, you're at Neil's events, you'll be at Shivani's, we'll be at your events. It all crosses over because all those types of people love to stay connected to each other, but we've just stayed in each other's lanes. We've stayed in our own lane. Sorry, our own lanes. But been the biggest supporters of each other because we're all very close. We've stayed close, and we know that it's just the three of us. It's us against the world. So we always have each other's backs. Not to say they're on some tough conversations from time to time, like any sibling group has, but it's never to tear any one of us down. It's always just the support. And I'm the older brother, but I'm so incredibly proud of the two of them and to be called their brother, I'll stand behind them anytime, and I learned so much from them. Even though I'm older than them, I look up to them both a great deal. Yeah, we're very lucky that way.

Raquel Quinet: 34:20

So neat. I'm sure people were wondering, so I had to ask the questions. And we'll probably back for the next episode with the family dynamic and how that all works and Do It the secrets that they don't tell on any show. Thank you, Mike. Definitely do it. We'd love that. For sure. Thank you for being on our show. I super appreciate your time, your energy. I appreciate all the things that you do for the industry, and I cannot wait to continue to support all the things that you do and keep playing bigger, my friend. I appreciate it. Thanks, Raquel, for all you do for our industry. I applaud you. Thank you.