From Pretzels to Public Speaking: Lessons in Mentorship and Success with Glenn Freezman

Tim Melanson: [00:00:00] Hello and welcome today’s episode of the Work at Home Rockstar podcast. I’m excited for today’s episode. We are talking to the owner of Digital speaker Agent, and what he does is he helps speakers get on more stages so more people can hear the message, learn from experience, and improve lives. Super excited to be rocking out today with Glenn Freezman.

Hey, Glenn, you ready to rock?

Glenn Freezman: Hi, I am ready to rock. How you doing this morning, Tim?

Tim Melanson: I’m doing excellent this morning. We always start off in your good notes, so tell me a story of success. We can be inspired by.

Glenn Freezman: I wanna give you a crazy story that happened 13 years old,

Tim Melanson: Yes.

Glenn Freezman: which was the through line of my entire life. In a nutshell. Uh, family went bankrupt for the third time. are in, repossession house is on foreclosure. I’m a latchkey kid playing basketball with the JCC. I literally live there from one o’clock in the afternoon or two o’clock when the school let out through nine o’clock at night.

When I get picked up playing ball one day on A [00:01:00] and clink it off the rim, and I hear somebody yell from the other court, Hey, little help. reached out and I look up. I’m 13 years old. I’m only five foot five. I need a center at all times to be able to play and get into big games. Ends up that this guy, he asked me, I said, what are you doing here every day?

He says, what are you doing here every day? I thought, I’m latch key kid. Here’s what I do. I said, I have nothing. This is just where I hang out. I said, what? Why are you here every day? He said, I’m just a vendor. I said, what do you ven? He said, Philadelphia soft pretzels. I said, really? I said, where do you sell ’em?

He said, from parade routes, from Maine to Virginia. And every Philadelphia Phillies game, Eagles game, Sixers games, flyers games, the parade route all up and down the east coast as well as, uh, concerts and parade and, uh, circus. Anywhere there’s venue. We’re selling pretzels. I’m 13, we’re broke. Tim, I say to them, where do you sell ’em?

How much do your [00:02:00] guys make? I have to go do this with you. He says, Glennn, I don’t know you. He says, and there’s no way I’m allowing a 13-year-old to come do what you’re doing. I said, Mitch, I need the job. I can do this. He comes over, he meets with my parents, and I said, basically, I will give up my childhood for my adulthood.

He goes, I am not going to do what my father did. So I ended up getting very, very lucky, very, very early on by meeting a very, very street smart pretzel guy.

Tim Melanson: Wow.

Glenn Freezman: It changed my life and literally his, I like to say his lessons were salty. He was a pretzel guy. His lessons were salty, his lessons were hard, and his lessons were twisted.

But it set me up for a lifetime of success because I got to hang out with people when I was 13 who were obviously resilient,

Tim Melanson: Yeah.

Glenn Freezman: [00:03:00] resourceful, selling. Magic air, you know, pretzels. And it ended up that through our stories today, hopefully we’ll get to some of the great stories. But he changed three generations because the time that we needed it most, which was about 30 days into our relationship of me selling pretzels.

And I’m talking every night taking a subway to the Phillies games. And we worked a few parade routes. I had heard Tim, that overnight that. They were taking the house and they were, and we were done. And we were in dda, Maryland that that Saturday working a parade route. And after the day, I made my 150 bucks cash and he said, Glenn, you’re off today.

What’s wrong? And I told him this story and I said, Mitch, here’s the deal. I need $13,500 today. And I already did the math. And if you [00:04:00] give me that money, I will have you paid off in two years and I’ll give you 10% interest. And he said, Glennn, I will give you the money. No interest. I control the money. We can learn a lot. He gave me cash that day, which I came home as I did every other night that I came home from work. But normally I put $25 on a kitchen table. This time I put 13,500 and went to bed. That one act from Mitch changed my life, changed my parents’ life, and because of what I learned for the next five years working for him, of which time I sold 500,000 soft Bretzels changed my kids’ life because it set me up with the lessons that I learned while doing it for a lifetime of success.

Tim Melanson: Wow.

Glenn Freezman: That would be my, that, that would be the greatest story that that happened to me, that I’ve told [00:05:00] numerous amount of times, and I’m still friendly with him. He’s a professional now. He professionally plays cards at the, at uh, the Borgata

Tim Melanson: Okay.

Glenn Freezman: and still hustling on the streets. Still incredible mentor. Still an incredible friend.

Tim Melanson: Wow. That’s an incredibly good mentor and incredibly lucky that you were able to. Just be there at that time. Right, Right,

place, Right.

time.

Glenn Freezman: Yeah.

Tim Melanson: Yeah. Wow.

Glenn Freezman: and, and, and as a 13-year-old I had, I had no idea what you were allowed to say. Not allowed to say. There was no, which is one of my, through lines of life, no inventor’s, remorse.

Tim Melanson: Yep.

Glenn Freezman: I didn’t know what couldn’t be done, so I didn’t know what I couldn’t ask at 13 years old saying, listen, I need $13,500.

People said to me at 13, you’ve asked that question. Yeah, because I knew what was happening at home. There was no other choice.

Tim Melanson: Yep. Yeah, you’re not living within a box, right? Like, uh, I know, I, I know that, that, uh, that comes up in music sometimes as well where, [00:06:00] uh, you know, they talk about the Beatles actually is one of the examples. And the, the way that that history goes is that, uh. Paul was the educated one. He had some musical experience and John was not.

He, he just kind of went by feel, and the things that he would come up with would be outta the box. It’d be things that he didn’t, he didn’t know he wasn’t supposed to do. Right.

And, and, uh, isn’t that interesting as kids, like, we don’t know what we don’t know. And I, I, I always think, isn’t it amazing how these kids learn so fast?

Well, they don’t know. They’re not supposed to learn that fast.

right.

Glenn Freezman: Yeah, absolutely. Absolutely. You know, and when, when you think about, when people say to me, well, like, who is your mentor? Or, or something like that. I think everybody that has ever spoken to me has come into my life for that particular second.

Tim Melanson: Yep.

Glenn Freezman: Good or bad, they have mentored me.

Tim Melanson: Yep.

Glenn Freezman: It doesn’t, we can learn a lot from a bad example.[00:07:00]

Tim Melanson: Yeah.

Glenn Freezman: It all depends how we disseminate it, right? And how and what we end up with from everything that we interact with.

Tim Melanson: Yeah. Yeah. I think in a lot of ways we learn, we learn a lot more from our bad, from our bad experiences

than we do from our good ones. Um, which is why we do talk about the, the bad notes. So, I mean, can you tell me something that didn’t go as planned? Like what, what’s, what’s the biggest mistake that you made on the journey?

Glenn Freezman: Yeah. I will tell you that I got into the title insurance business when I came, when I started my real life, let’s say, and there was a piece of the title insurance that I thought it would be very, very cool. Now, this goes back 25 years ago, so before the internet and before wifi,

Tim Melanson: Okay.

Glenn Freezman: because people don’t understand that you and I, well, I, I am older than Google had people going.

Really? Yeah. I’m older than the internet.

Tim Melanson: Mm-hmm.

Glenn Freezman: You know, because people just think it’s been around forever and ever. [00:08:00] So prior to wifi. We own title comp. I own the title insurance company, and I was tired of my people having to leave to go to drive to someone’s house or to drive to an appointment to sign papers.

I thought it’d be really cool to have like a ability to sign papers over the inter over over a trunk line,

Tim Melanson: Right.

Yeah.

Glenn Freezman: which, is the precursor, which would be strong enough. And spent a lot of money and spent a lot of time designing what was called that settles it. ’cause we were, it was for the settlement portion of our title insurance and we were doing a lot of deals and by people were just running around.

And I thought to myself, you know, if we could solve an hour up in an hour back and not having my people be outta the office three hours, but only one hour, I could do three times the amount of settlements. Plus I believed that all the [00:09:00] customers would love it, I, Tim, I was dead on, right? The problem was that I learned that there was nothing that was impossible, as long as that’s what you wanted to do.

So I went off of my merry way because this was my first real, real life opportunity. It wasn’t just hustling and grind, you know, on the streets. So I basically built everything and I did it in, in what I now consider ready, fire, aim. I just didn’t use the correct order.

Tim Melanson: Mm-hmm.

Glenn Freezman: So I got ready and I opened and was partnered with a company called Mag Networks at the time, which was owned by Sony, so we could get the trunk lines run into certain office complexes that were very large, so those people could come to an office complex and we could phone right into that office complex and run the paperwork with them.

Tim Melanson: Right on.

Glenn Freezman: Well. Part I missed was that the notary, which I [00:10:00] believed was there to make sure that the customer understood the documents and that Tim was really Tim, right? That Tim Mellington, when you showed up, you were really you.

Tim Melanson: Yep.

Glenn Freezman: However, this second part of that, which is buried deep in is that you are not under any duress while you are signing these documents.

Tim Melanson: Uh.

Glenn Freezman: The president of the National Notary Association out in California, I get a call from him saying, you can’t do what you’re doing. And I said, why? He said, because. I can’t, we, you have no way of knowing, number one, who these people are and I said, yes, I do. Because our technology shows that they can hold their license up to the screens.

We wrote the technology back 25 years ago that would read that strip and know who you were and go right into your, what they now call this wallet, uh, questionnaire. You want to ask you questions that only you would know.

Tim Melanson: Yeah.

Glenn Freezman: I said, and it’s way stronger than me just sitting there plus. The threat is, [00:11:00] Tim, I have you on film.

If you are not you, while you’re signing these papers, good luck telling this to the judge. I have you on film. I view Dead to Rights. I’ve cut out that fraud. He said, but how do I handle dur rest? I said, there’s a three day right of rescission. I said, every time someone signs a mortgage, right, there’s three days that they can rescind that mortgage.

These, these were second mortgages, so it was a three day right Sion. I said, so you’re telling me that the bad guy’s hiding behind the door for three days? He says, I’m telling you, you’re not doing it. We’re gonna shut you down.

Tim Melanson: Wow.

Glenn Freezman: And I was in the middle of a very successful title insurance and didn’t do what I would normally do and what I’ve done my whole life and say, I’m glad you told me that.

Now I’m gonna beat you at that.

Tim Melanson: Hmm.

Glenn Freezman: Right? You taught me what the miss is, so now I’m gonna figure it out.

Tim Melanson: Yeah.

Glenn Freezman: because I was successful doing something else, I didn’t poke the bear. Two years [00:12:00] later, the National Notary Association changed the laws read that the, the rest was out and that remote closings were now available.

And guess who was the founder of that company? The president of the National Notary Association.

Tim Melanson: it was. Yeah.

Glenn Freezman: Okay. Yeah. Right. So that one I would say is something that. Because of, because of the way I’m wired, which is, Hey, this is the great idea. Make it happen. Now was a big lesson early on that said, you got, you have to, at least you can’t rush time and you can’t fight the law unless you’re powerful enough to have the law changed on your behalf.

Tim Melanson: Mm-hmm.

Glenn Freezman: Uh, it, it was a huge one, but it, but now if you look every, so. It dragged along, and if the laws changed in Virginia, that Virginia became, in America, a national notary remote [00:13:00] closing network,

Tim Melanson: Wow.

Glenn Freezman: because they were the first state that allowed it. So every remote closing was happening, would use a remote closing, sitting in Virginia.

It was my exact business plan.

Tim Melanson: Wow.

Glenn Freezman: Closings today are done that way because COVID made it sexy.

Tim Melanson: Yeah.

Glenn Freezman: It never became mainstream. It was always, well, we don’t like this. We don’t like it. You know how it works. And then all of a sudden something happens and everyone goes, yeah, we think we could do that.

Tim Melanson: Yeah, we got no other choice.

Glenn Freezman: We have no other choice now.

So now we’ll, now we’ll allow it.

Tim Melanson: Yeah. Yeah.

And then they realized how good it was.

Glenn Freezman: They, they, right, right. Uh, I was, I was proud of the fact that I was part of it. And I made something happen, but I didn’t really get anything out of it other than the, you know, the, the try the swing at the bat and to know that a deep down, I know who started this.

Tim Melanson: absolutely. Yeah. Well, the guy literally took your idea[00:14:00]

and just implemented himself because he had the power to change those rules

where he could have done that for you, right?

Glenn Freezman: Well, you could have, but that’s not, but I know where I’m at in life.

Tim Melanson: Yeah.

Glenn Freezman: And I, and I don’t really care what he is in life, but I know where I ended up.

Tim Melanson: Yeah. Yeah. Cha, I, I don’t know. I, I do believe in karma, so I think, I think that

things happen the way they’re supposed to. Right?

Glenn Freezman: yeah, yeah. I believe so. Yeah, I believe so.

Tim Melanson: Now I like you, I like the way you think about mentorship, like meaning that everybody that you meet is, is teaching you something. And I’m wondering if we can take that a little bit further.

Like what, like, do you, do you hire coaches? Do you have masterminds? Like what, what do you do anything structured when it comes to mentoring?

Glenn Freezman: For me every time I interview any speaker, it’s gonna be to say, working as within my new company, they all bring their own little slice of what it is that they’re selling on stage. So I have this [00:15:00] passive ability to speak to every one of my. People who pay me to be on my system, I have an incredible ability to learn from every one of what they go out and teach internationally to groups all over the world, and each one of them have a nugget in there, every single one of ’em.

And I’m a huge believer. Again, that knowledge is every place. So I don’t have one particular, because I think that there’s too much good that can come from too many people. I think one of the big problems that I have with what’s going on in the world today is that everyone’s source of truth is whoever they spoke to last.

Tim Melanson: Yeah.

Glenn Freezman: I would rather know a hundred people’s truth and then make up my own mind.

Tim Melanson: Yeah, me too. Me too. I find, uh, I mean, not to get into the, into that, those weeds too much ’cause it’s, it’s very charging. But yeah, like there’s, [00:16:00] everybody’s kind of created their own little echo chambers and their own little bubble bubbles where, you know, the people that they’re listening to and they’re talking to are the ones that think exactly the way that they think.

And therefore, uh, you know, and, and then the misinformation runs wild in that circle. Right? Uh, I,

I’m the same way as you. I, I, I don’t, I’m not the type that’s gonna go if you, you know, if you like this guy, I am delete me. Right? Which you, you see people doing all the time. I’m like, no, I, I, I wanna have this, this breadth of people that I can connect with, right? I like having all these different

ideas and then I can make my own idea up, you know? Yeah.

Glenn Freezman: Right, right. And then you tell to somebody and that becomes their source of truth.

Tim Melanson: Yeah.

Glenn Freezman: I, I love the idea that there’s so much going on. I mean, it, it makes it very difficult and we won’t get into it. I understand why, where, where we’re not going with this conversation,

Tim Melanson: Yeah. Well,

Glenn Freezman: make it difficult to, to understand the truth.

It really [00:17:00] does. So,

Tim Melanson: yeah.

Glenn Freezman: but as far as the mentors go, my, my strongest one again goes back to when I was 13. The lesson that I learned at that literally were my through, through line. What I, the way I started DSA today. Not today. The way I started DSA, which is digital speakers, uh, agent goes back to this mentor Mitch, who I, I’ll give you a great story. I owed him $13,500. The deal was that if I made a hundred dollars on a day, he was keeping 80 of it, I would get 20. He taught me this thing called the 80 20 rule. I was 13 years old that any time in life, if you don’t end up with your father while you are, every paycheck you make bank, 80% live off of 20%.

You’ll never be like your father. Start it today, and when we get up to being [00:18:00] 21, you’ll have money and that money will keep going. When you get married, go to 30%, you have a buy a house. 40% have kids, 50% have a second kid, 60%. goes to college, 50%, another kid goes to college, 40% and back it in and back it out.

But always pay yourself first. You’ve heard this lesson a billion times. Pay yourself first. was in control of all of that. Every, he would pick me up from school on a Friday and basically I went back to his house. We would work whatever event was Friday night and then the parade route, Saturday and Sunday. We wake up on a Saturday morning and I’m at his house and I, and I knock on his door. It’s eight o’clock in the morning.

I go, Mitch, what are we doing it? It’s eight o’clock in the morning. Where are we? We’re, why are you still sleeping? He goes, we’re not selling anything today. Well, there’s no parades. I go, Mitch, there’s gotta be something to sell. Something. He’s all right. Grab the daily news and figure it out. [00:19:00] Now, Mitch had eight words that changes.

The, the, the landscape and for me changed everything. What do you see? What do they want? They were the eight words I had to live by. What do you see? What do they want? So basically I had to go into the, into a newspaper and find somewhere to sell something today. So I said, Mitch, there’s a temple football game, small college at the time, 40 years ago.

Very small, very small stadium. He says. He says, alright, we’ll go there. We get dressed 12 o’clock game. We drive over to the stadium. We’re walking and I said, Mitch, we have nothing to sell. We didn’t get the pretzels. He said, we don’t order the pretzels before we don’t get pretzels. I said, really? He said, yeah.

I said, then what are we doing here? He said, we’ll figure it out. We walk into the stadium and we’re walking around the concourse and everything is closed ’cause there’s only 2000 people at [00:20:00] this football game. We’re sitting at the, we’re, we’re walking around now the, the stands on one of the, where you can walk around the entire stadium.

And he asked me, what do you see? What do they want? What do you see? What do they want? And I said, well, I see 2000 people. What do they want? Watch the football game. Great. We can’t make any money from that. What do you see? What do they want? What do you see? Well, I see 2000 people. What do they want? Well, there’s nowhere for them to eat.

There’s no food because all the concourses were closed. What do you see? What do they want? Well, now I see that there are four stands that they could buy something, which is on the two ends of the end zone, on both sides of the end zone.

Tim Melanson: Yeah.

Glenn Freezman: What do you see? What do they want? Well, they obviously don’t wanna get outta their seat and go stand behind the end zone, where now they can’t see anything.

It’s going on with the game. They probably, they want, what do you see? What do they want? They want someone to bring them the [00:21:00] food. Exactly. Let’s go do that now. Street smarts, pretzel guy. We have nothing. I said, how are we going to follow me? And don’t laugh, just play your role. He’s six five by the way, so he is, you know, overpowering.

He goes down to the southwest portion of the end zone. He says to the guy for the end zone, and there’s only four stands we were just sent over from the, from the east north side, and we need soda. We gotta have soda right now. You gotta gimme three cases of soda. They hand us soda. We went to the next stand and same story, but we needed cups and then we went to the next end.

Same story. We needed ice. They were selling the soda for a dollar a piece. We now have 200 sodas. 200 cups and ice we go through. He says, what do you wanna sell these for? I said, well, we’re [00:22:00] delivering and we might as well sell ’em for more than a dollar. He said, okay, let’s sell it for $3. We walked through, we sold our, our, we have 600 bucks now, literally out of thin air because he was a, because we had the ability to find money everywhere.

That was his lesson. The cool part of his story is that now it’s halftime and we’re sitting at the 50 yard line. We’re watching a football game, halftime. They’re doing a 50 50 rally for raise money for the school. He says, Glennn, how much money did we make today? I said, 600. He said, okay. What about the cost of the goods?

I said, we didn’t pay for that. He said, someone paid for that. I said, okay. Then we made 400. He said, great. Give me 150. So I gave him 150. He took 150 and he put 300. Into the bucket. I said, oh, that’s cool, Mitch, so we can double our money, right? He goes, no, that was our donation. We have to pay for the goods that we just took.

Tim Melanson: Absolutely.

Glenn Freezman: What I’m not gonna teach you is how to be a thief. [00:23:00] I’m gonna teach you. There’s opportunity everywhere. Keep your eyes in your ears wide open and do the right thing. Yet we didn’t steal their soda, we borrowed it. We taught them you have a better way of selling this. He literally, we donated that money, so he didn’t put his money on anything, so no one ever called the raffle.

So they got to keep the money ’cause they must have picked one of our tickets. Okay. But then he went back to the guy who runs those concessions and said, listen, my little buddy here and I ran doing a little test and you could sell three times the amount of soda at, at triple the price if you just take your product and walk it through those stands. That’s mentorship. That’s mentorship not only in business, but in life.

Tim Melanson: wow.

Glenn Freezman: deal I have ever made, Tim, everybody had to win everybody.

Tim Melanson: And now they all do it.

Glenn Freezman: And now they all right. And now they all do. Oh yeah. Right. And now they all do it. Yeah. But [00:24:00] again, money everywhere. So that, that’s, that’s pure mentorship. Giving, giving yourself to somebody without the expectation of a return.

Tim Melanson: wow, wow, man. So many lessons in that. Now what, what about, what about practicing? Because, uh, I mean. Like, how do you hone a craft like that? Like, it’s so random, right?

Like is there something that, that, uh, like did he teach you any lessons about, about getting good and staying good at, at what you’re doing?

Glenn Freezman: You know, it’s funny you say that because I think most of the, I think all the lessons I ever taught were just by watching.

Tim Melanson: Hmm.

Glenn Freezman: I’m watching, I’m watching guys that, and he would hire, most of the guys played basketball with, or he grew up with and they were from people who were, you know, like me, almost homeless to attorneys that just needed extra cash. So, you know, on a four hour ride listening to, and I’m 13, listening to [00:25:00] people who are 25 to 30. Talk about their lives and about what’s happening and how they’re succeeding, and just soaking that in.

Tim Melanson: Uh,

Glenn Freezman: You don’t, you don’t need to be, there doesn’t need to be a quiz to learn. What have you learned? What do you see?

What do you want? So let’s move forward. And now I, I get the opportunity after selling a, I sold the 500,000 soft bretzels. I went to college, paid for my own college, paid for my own car from the pretzel money because, let me back up for a second. At 16, well, I was 15 and 364 days old. When we’re driving to a, a bravery, he goes, by the way, if you had any car within reason that you wanted to buy, what would it be?

I said, Oldsmobile Forza. They were 6,500 bucks. He says. He says, well, we’re driving by to pick Karen dealership. Why don’t we go take a look at that on the way? I said, okay, I’ll show it to you. We get [00:26:00] there, it’s on the little spinny thing, you know that they put the cars on and he says, oh, is that the car?

I said, yeah. He said, oh, that’s really cool. He goes, yeah, it’s 6,500 bucks. He says, do you want it? And I literally say, yeah, I want it. He says, okay, well then let’s buy it. I said, how are we doing that? He said, well, let’s bring the guy over here and see what, what he has to, uh, you know, what the numbers are and do what, do what we taught you.

Do what you’ve learned, work your deal. Let’s see what happens. The guy comes over, he starts talking to Mitch. Mitch is going, I’m not buying a car. He is. So I said, all right. So we lay it out. He gives me a price, he walks out. I said, Mitch, how am I paying for this card? And he literally, he pulls out something and he says to me, oh, this is your Schwab stock account. the 80 cent, outta the 80% of the money you have paid me back. I’ve invested it for you the whole time.

Tim Melanson: Okay.

Glenn Freezman: He said, so let’s buy [00:27:00] this car cash. I’m already paid off. He said, I’ve been paid off ’cause I’ve invested your money. And the money we made, I took my money. I’m good. He says, you now have enough money in here that let’s buy the car for cash so you have no debt.

And in two years we can, you know, you’re, you’re good for college.

Tim Melanson: Wow.

Glenn Freezman: So we ended up making that deal on that car, and I bought a car a day before I was legal to drive it right now, so. So you. We have that now. I go into the title insurance business. Four years later I leave college. My mother had had really gotten bad with her cancer, so I left college with the idea that, dad, I will run our one candy store and you take care of mom at home.

So I left the University of Hawaii if there are one semester to come home and take care of that. When all that was finished and I was done with the title business, my mother had passed away. And my [00:28:00] father took over the one store and I went back to, to, uh, my brother who was a struggling attorney, was opening, was looking for business.

So he got very lucky. Someone from the money store, I don’t know the money store ever hit Canada.

Tim Melanson: Yeah, we did have them here.

Glenn Freezman: Okay. So, so it was a second mortgage title at second mortgage, uh, company. So it was before credit lines existed. You would take a second mortgage on your house.

Tim Melanson: Yeah.

Glenn Freezman: He happened to be in a, in a strip center there.

So the person from the money store one walks down and says, Hey, we have to have an attorney close our loan. No one showed up. They say, okay, uh, will you close this loan? My brother says, yes. He goes up and he finds a mistake on the paperwork that happens like three times in a row, and they finally say to him, you’re really good at this.

Why don’t you close our lows? That leads into the fact, well, why don’t you open a title company? My brother says to me, are you done doing whatever you’re doing? How about you partner with me in the title company? You do the sales and the marketing. I’ll make sure the [00:29:00] title company runs great. I walk up now again, ready, fire, aim.

I walk up to them five days, intubating the title business. I know nothing. I say to the, and it happens to be that the, the area manager was there and then the district manager was there. So it was from like, Washington was there, Marilyn was there. Everybody from Trevose, Pennsylvania was there. And I sit there with my breast little balls and I said, listen, I know you, I know you wanna give my brother five deals a month, which is very nice.

What I would love to know is what every other title company that you’re using is giving you. Right now that you’re, that is making you happy so I know what my brother has to put together in order to get all your work, because we can’t really live with five between here and New Jersey. You have 30 offices.

That’s what I want. Tell me what I have to do to get that. [00:30:00] The guy from Washington literally stands up and he turns around and he says, why don’t you go take a seat in the, in the waiting room there. I’m like, oh my God, I’ve been in this five days. So I go out there and I come back and he says, here’s what we want.

We want, we are gonna order it. We are, we are gonna have Tim and his wife come into our office on Monday morning when they’re at our office. We’re gonna call you up and we want you to figure out in the courthouse exactly who owns Tim’s house, the names and the address. I need you to send me that, that I need you to call me ’cause we fax machines.

Were not even there yet. I need you to call me. Gimme those. Gimme those names. Wait 30 minutes and come up and close the loan. Great. What else? Well, we’re going to, we’re gonna close, we’re gonna close that loan Monday before you even ordered title. So you have no idea what’s even going on in the courthouse.[00:31:00]

And we’re funding it Friday. So between Monday and Friday you have to order the title, get back to mortgages and liens, figure out the payoffs, see what’s, see what’s actually a lien on any property, and clear all that out because we’re funding it on Friday. I said, okay, what else? He says, I need you to be able to close that loan the day of application. Everyone else is doing that. Okay? I go back and I tell my brother, he goes, impossible. Can’t do it. No way. No way, no way. I said, Brad, I just spent five years. I’m telling you everything’s possible. So I just make a few quick calls to his searchers and I say, you know, to one of the guy who was a Philadelphia surgeon, lemme ask you a question.

How did you, uh. How much do you charge my brother? $15. How long does it take? 12 days. I said, you’re making $15 [00:32:00] every 12 days. He says, no, but you know, he says, that’s our timeframe. I said, what if I doubled your money? I need him back the same day or the next day. I’ll double your money. I’ll give you 20.

I’ll give you, I’ll give you $25. He said, I could probably do that. story short, I do all five of his things and we’re giving him back and I go a respectable 30 days and I call the guy back and said, can we please have another meeting? I think we’ve nailed it. We’re good. He says, okay. He goes, the guy from Washington’s coming in next Thursday.

We’ll do a meeting. Bring your brother. said, okay, great. I tell my brother and he is like, I know you screwed this up. I know he is very opposite of, I was, he’s very, he’s a lawyer, I’m not. He goes, I hope you didn’t screw this up. I don’t wanna go out to work for a bank. Come on. I said, I think it’s okay. We go out to lunch and the guy from Washington turns around and he says, my brother says so, so what are we doing here?

The guy from Washington. So I thought, well, [00:33:00] you’re, you’re a little asshole, brother. Walks into our plays. I’ve been doing this 30 years. He’s been doing it what, five days. And he walks in and he tries to tell us that he could do exactly what every other company can do as long as we just tell him what it is. He says, we thought he needed to learn a lesson. So we brainstormed and decide what five things would be nirvana for us that no one else would ever consider doing. We gave it to him just to kick him out of our office. He did all five of them.

Tim Melanson: Wow.

Glenn Freezman: He literally did all five of them. How would you like Pennsylvania and New Jersey’s work Now what do I see? What do they want? told me exact I didn’t have to be a, I didn’t have to go be a magician or the Wizard of Oz. They told it to me.

Tim Melanson: Wow.

Glenn Freezman: when you say, how did [00:34:00] I hone those skills? I went right back to the fact of if they want it, then 60,000 people in that stadium also want it, which means that every one of the money stores competitors, champion Mortgage, Upland Mortgage, statewide, capital, American business Credit, all wanted the same thing.

And that’s how I got from five deals to a thousand. Eight words, what do you see? What do they want? That’s the through line of my life.

Tim Melanson: Wow. Wow. Great stories, man. Okay, well I’m excited to get into yours, guess guest. So to find out a little bit more about how you,

how your business is working. So tell me what’s exciting right now in your business.

Glenn Freezman: What’s exciting now is when I had thought I was retiring at 50.

Tim Melanson: I.

Glenn Freezman: I had a bunch of, I went to the National Speakers Association, the NSA and Toastmasters, [00:35:00] and I joined a club that taught standup comedy. I had realized that the grind of trying to get on a stage as a keynote speaker was ridiculous.

It was looking through. Air because you had to find, there was no internet

Tim Melanson: Yeah,

Glenn Freezman: that that had a basis. So you had to find an opportunity and then apply for an opportunity after you figured out what that opportunity was even looking for. It was a, it was a it, it took two and a half hours. It just to apply and just like apply for a job.

You send out 90 of them, maybe you get called back, maybe you don’t. It was so brutal, Tim, him that I said, I, I can’t, I’m not doing this. So I went and I went into consulting for a mortgage servicing company and then a sub servicing company. I do my 10 year [00:36:00] stand. The service, the subs servicing was horrible.

A lot of good lessons of everything I would never do in a business. Got lucky. Got on the servicing side after 10 years, decided, you know what, I’m done again. I’m retiring again. Decide I’ll go back to speaking. Tim. Nothing changed. Nothing changed except the technology. I said, well, what do I see? I see 1,000,200 thousand speakers out there.

That are going through the same grind, and I keep using that word. It’s the same grind that I was, that I walked away from 12 years ago. I am going to create a simple thing for me, a bot for me, an agent for me that can go out into the internet and find these opportunities and something that is going to then fill out my paperwork, meaning.

I wanted to say, here’s what my learning objectives, [00:37:00] takeaways, and challenges in my bio are. Here is exactly what the opportunity’s looking for. Here is the perfect resume for that opportunity so I can do them in 20 minutes. When I wrote a rudimentary coded that and created that, I’m showing to my buddies who are speakers and they’re like.

You wanna speak, you’re gonna speak on this, right? You’re gonna go out and sell this? I said, no, I just bought it. I just created it for me. They said, well, gimme a, gimme one of those. And my, everybody who I spoke to said, well, gimme one of those. I want that, right? I want what you’re doing. I said, all right, well then I guess I’m still not gonna speak ’cause I would rather create this in real,

Tim Melanson: Yeah.

Glenn Freezman: real terms, real times.

So we are right now launched. We have built a, a system that literally does exactly what I had envisioned a [00:38:00] 100% from start to finish, and it’s proactive. So what happens in our world is we, we, uh, we’re asking you for five things. What is your, what category do you speak on? What geography do you want to talk on, talk to?

Would you go international, state, local? we ask you for certain pieces of information on something we patented, which we can clone the way you write by what our video voice, your psychometrics, meaning what is your Myers-Briggs score, what is your DISC score? What is your personality like? And then through. A, b, c testing, we can figure out exactly how to write, which means that the answers we’re giving you are as if you actually wrote them. So all of that took 10 months to build and rebuild and reconstruct.

And the difference in this, Tim, was I was totally blind on [00:39:00] what it actually took to open up a technology company. Everything else I opened was bricks and mortar. Well, it was pretzels, it was title, it was candy stores, it was title insurance companies. You opened it up, you had a product. Here you’re inventing a product,

Tim Melanson: Yeah.

Glenn Freezman: and then you have to get it out into the world. So one of the, so they, else goes onto TikTok and they go onto Instagram and everyone has their, you know, their selfie and they’re walking down the, you know, this street as if they’re nonchalantly talking to nobody about it. Everything. And it just, I said I can’t mark it that way. I am not a big fan of fighting in the Red Sea.

I need to find a blue sea. What is it? I got lucky again because people came into my life, uh, who were speakers and one of ’em was a TEDx coach

Tim Melanson: Okay.

Glenn Freezman: nickname. My last name is Freezman, so nickname was Freeze Pop, right? So, hey, freeze pop. What will you give me [00:40:00] if. I can basically, I, I coach people who pay me $7,500 to teach ’em how to get on a TEDx stage. another program that teaches different groups of people for $7,500, how to speak and grow rich. So let’s say I have a hundred people that now already that have paid me. I said, here’s what I wanna do, Frank. I want you to bring my product to them because you’re their trusted advisor. They already trust you and I will make you a partner. everything that you bring to the table, everybody has to win. Okay? So what goes on with that is instead of me looking for Tim, the speaker and Billy the speaker, and mark the speaker and married a I went to who they trust the most. So my affiliate marketing [00:41:00] plan, which is so important to me because I’ve learned from all these people, and then I said, well, if I’m gonna learn from you, that means your people learn from you.

They’ve already trusted you. And if you said to me, Hey, this digital speaker agent, now that I taught you how to get on a stage, can actually find you the stages. Now I’ve actually taught you how to be a TEDx coach. These, this thing points out the world that TEDx opportunities are, and it fills out your paperwork for you. The person who, anybody that’s with does anything with speakers, became my client then they sell to their people, which again removed my grind, which moved my, my, my friction and my grind was going out and saying to a million speakers, Hey, do you want to buy this? No. I would rather give your trusted advisor the ability to say to you, I know this works. I think you should buy this.

Tim Melanson: Wow. [00:42:00] Wow. Love

Glenn Freezman: That was, you know, and that, and that was that. And then again, it’s the through line that tails back to we partnered with the money store when competition, when, when our competition later years started to say, this is a great idea. We’re gonna start like taking bites out of what you’re gonna do. We’re gonna come after you to protect our, our kingdom. And you, and I don’t know if Canada has it, but in America, every real estate office right now owns their own title company and owns their own mortgage company.

Tim Melanson: Okay.

Glenn Freezman: That was because I started that with Jack Kemp, who was the secret, who was the secretary of HUD at the time in America, had said to them, when I walk into a realtor’s office, they extort money from me. They tell me, how much are you gonna make on a title policy a thousand? Then if you’ll give me $400 of that thousand, I’ll make sure my buyer knows you’re alive. Otherwise I’m giving it to another company.

Tim Melanson: Wow.

Glenn Freezman: And I said, well, you know [00:43:00] that I’m not doing. And I went down to Jack Kemp and I actually met with him with our title underwriter and I said, this is what’s going on.

He took us off the record. He reached over, he pressed the button. He took us off the record. He said, Glennn, there are 2 million realtors in the country that vote Republican. There’s only 10,000 title agents. Who do you think we’re rooting for here? And he reached back over. He said, now we’re back on the record. He said, tell me what your plan is. My plan is to go and partners with the realtors, go and partners with the mortgage companies. Let them put up half the money. We’ll put up half the money, we’ll do all the work. They can control the sale. At the end of the day. I’ll split the profit with them, but it leaves their teeth in the game.

It keeps it, it should be, it keeps it more legal and open to all your, all your buyers and all your mortgage orders. Right? Why don’t we just do it that way? He goes, I like that. Yeah, let’s do that. Let work on that framework. [00:44:00] That was the framework of, of. A controlled business arrangement, which is nothing more than a partnership, was nothing more than what I just did with digital speaker agent.

That mortgage company was my affiliate. They controlled the buyer, they trusted the money store, and yeah, they could get title insurance anywhere, but no one knows what title insurance is. It’s 40 years later. Still know what knows. The title insurance is.

Tim Melanson: I

Glenn Freezman: It, it it great. It’s known as a ripoff at closing.

You go there, it’s another 3000 bucks on there. It was born out of commercial real estate where there’s actual claims. The amount of claims in residential is so infinitely small that it’s just a, it’s, I did, I made, I put two kids through college and built an entire life and got great wealth out of it for the, for the residential. It’s not, it’s not as necessary as it, as it is sold to be. But [00:45:00] the, the lesson being that that same through line that I learned at 13 years old and showed itself in title insurance is the exact same thing I came back to again, where, how do I reduce this friction for everybody? How does everybody win? So now I say to my.

TEDx coach, we’re gonna have a controlled business arrangement. You control your buyers. I’ll do all the work at the end of the month. I’ll give you a piece of the profit.

Tim Melanson: That’s awesome. That’s awesome. So how do we find out more then?

Glenn Freezman: Well, digital, uh, digital speaker agent.com

Tim Melanson: Yep.

Glenn Freezman: is our website. You can go there. All our information’s there, my contact information you wanna consider this conversation. Hit me up there.

Tim Melanson: Awesome.

Glenn Freezman: You know, wide open. I, I love to, I like to, I, I did a Ted, TED talk on that, right? On giving without an expectation of return.

Tim Melanson: Yeah.[00:46:00]

Glenn Freezman: And I, I think it’s incredible how many people in my life that I have gone back to and said, you remember what you said to me here? And they’re said, no, I have no idea. How many people have come into my life? That said, when I was 17, I remember we were at, and you said, and it changed my life. So I think we have to be careful with the words that we use because people do listen and we are, and we are considered mentors

Tim Melanson: Yeah,

Glenn Freezman: whether we know it or not.

And I think it’s important that the lessons that we give are the lessons you wanna be remembered for if it should happen. So. If you’re a speaker, if you’re a coach, if you’re an affiliate, if you’re anything that kind of fits into anybody in the speaker’s world, you know, look us up. A digital speaker agent.

You just wanna have a cool conversation. We can have a virtual coffee, and if you’re close enough, I’ll meet you for dinner.

Tim Melanson: Awesome. I love that so much, Glenn. Alright, so this might be the hardest question. Let’s talk a little bit about music. So who’s your favorite rockstar?[00:47:00]

Glenn Freezman: Lifetime Springsteen.

Tim Melanson: Ah, yeah, of

Glenn Freezman: I’ve seen him over a hundred times. Uh, he was been, you know, the, I, I loved, I liked the energy he brought. I, I remember seeing it, I remember sitting in the concert the first time and looking at it, was at the spectrum and looking around and saying, oh my God. Like if he tells people, like when he stands, they stand, when he clap, they clap.

When he sings, they sing like, this guy’s got total control over this. It’s just incredible. So, you know, and, and I grew up and right in that sweet spot of his era watching, you know, watching his entire career, you know, he would be my ultimate favorite.

And then, and then music wise, anything with steel drums,

Tim Melanson: Oh,

Glenn Freezman: ’cause it puts me right on vacation.

Tim Melanson: right on.

Do you play any music

yourself?

Glenn Freezman: do not, I, I, I, I didn’t, [00:48:00] I was probably the only person ever to get thrown out of choir. ’cause I couldn’t do the recorder. the recorder,

Tim Melanson: The little,

Glenn Freezman: couldn’t screw up.

Tim Melanson: yeah.

Glenn Freezman: I would. They gave me a recorder with the holes cut out because I couldn’t do it. Our fifth When, when I graduated from Les Elementary School, it was fifth grade, I was told by the, we had to sing three songs.

Lip Sync. What’s nuts with that is that years later my daughter incredible. She had a Broadway voice. She was in every play. She was, you know, working out, she was in plays everywhere, but I I, I brought nothing to that table. Yeah, nothing.

Tim Melanson: had plenty of other

Glenn Freezman: who’s your influence?

Right.

Tim Melanson: my, my favorite band is The Beatles.

Um, and that’s a huge influence. And actually when I was learning music, it was through The Beatles and actually Dave Matthews band as [00:49:00] well. Uh, those were the two influences when I was

learning.

Glenn Freezman: Great. How’s it

Tim Melanson: Yeah. Yeah.

Uh, and very, very different types of music too.

But, uh, but it, it, it allowed me to learn lots of different stuff. ’cause The Beatles wrote so much,

so many diff, so many different types of music.

Glenn Freezman: One of the greatest quotes, not quotes, but one of the things I remember from the Beatles, Beatles was The 10,000 Hour.

Tim Melanson: Oh yeah.

Glenn Freezman: You know? And no, very few people understand how power those 10,000 hours are, but the, you know, and the Beatles didn’t understand it, you know, either probably. But they were so ready to hit this ground running when they hit America.

Tim Melanson: Yep.

Glenn Freezman: Explode because they were already there. And, uh, lemme give you a crazy quick analogy. I think that’s why I was successful in life. I started out in, in second grade, my defense mechanism was everything was shutting down in my life. Was comedy, making people laugh. Being the class clown is gonna sound crazy.[00:50:00]

Being the class clown literally is the greatest position you can have growing up.

Tim Melanson: Yep.

Glenn Freezman: Because at the end of 12th grade, we have learned how to speak to power on behalf of the powerless and learned how to listen and react in real time constantly. We put in our 10,000 hours of public speaking by the time everyone else was ready to begin. I would love, I’m trying to get together the, the ability to do a TED Talk on there’s no such thing as a broke class clown.

Tim Melanson: Yeah.

Glenn Freezman: And I’ll ask you this question, do you happen to remember who your class clown was growing up?

Tim Melanson: Oh geez.

Glenn Freezman: who’s the guy who always had the funniest line and the teacher allowed it because she knew it was part of the ecosystem?

Tim Melanson: I, I, I don’t, it might have been me. I don’t, I

don’t even know ’cause I was pretty loud in my classes.

Uh, but I don’t know. Yeah.

Glenn Freezman: And your success, if you asked that question, everyone’s gonna go, you know what? It wasn’t me, but who was this [00:51:00] guy? And I’d say, well, what does he do for a living? Very successful. We’re all successful

because we had the, we learned to speak and, and the analogy, and I’m not comparing myself in any way, shape, or foot to the Beatles, but that 10,000 hours of what we honed our craft on,

Tim Melanson: Yeah.

Glenn Freezman: whether consciously or subconsciously brings us to our, whatever, 10,000 hours you put in to get to where you’re at right now. There was there, there was an ability, ’cause you’re great at what you’re doing.

Tim Melanson: Yeah. Yeah. I’ve always loved public speaking and I, I do. Yeah, I think that’s a really great topic. Just that whole class clown thing. I think you need to do it. Do it. I want, I don’t wanna watch that.

Glenn Freezman: I’m gonna keep going. I like it.

Tim Melanson: Awesome. Well, thank you so much for rocking out with you today, today, Glenn. This has been a lot of fun.

Glenn Freezman: This has been great. I so appreciate you having me on and every success you can have to you and everybody you love. Okay,

Tim Melanson: Thanks, and to

the listeners [00:52:00] picture you subscribe late and comment. We’ll see you next time on the Work at Home Rockstar Podcast.