Have you ever asked yourself, why is it that some people seem to constantly outperform their potential?

Call them an outlier.

Well, other people with the best of intentions fall dramatically below or just below their expectations.

And listen, they're not bad people.

They set big goals, but they don't align their behaviors with what it is they want to accomplish.

The next seven shows, this quick little series I'm doing where I'm interviewing the outliers,

what's the psychology, what's the mindset, what do they do that cause them to outperform their

potential?

Enjoy the show.

Mario, welcome to the show.

Thank you, Tom.

I'm honored to being here.

It is absolutely my pleasure. There's so many questions I want to ask you. For the person that doesn't know, tell him where you're from and how long you've been in the country, and then we'll talk a little real estate and then we'll get into all my crazy questions. Sounds wonderful. So I'm Mother de Santis. I'm originally from Italy, Altamura, the hill of the boot.

And when I was 19 after high school, I decided to travel. And I 2,000 euros saved up. So I went to

Prague, Amsterdam, Malta. And then I made my way to the US, but I show up broke with only

under a box in my pocket. That was Malta. That was Malta. I've been to Malta. I understand. And then I had a big smile. I still have a big smile. Yes, you do. And I didn't speak English. And then I ended up in Santa Cruz County and I fell in love with the culture, with the people, with ocean and the redwoods. And I'm like, you know what? I should start a life from scratch. I did my first laundry. You know, my mom is Italian. She spoiled me with pasta on a Sunday, three hours of lunches and a glass of wine. I started drinking when I was 10 years old. Exactly. And I had to reinvent myself and get very uncomfortable. Yeah. And I love it. Well, starting with learning a language. Yeah, studying a new language. I remember Bob Marley actually helped me. Yes. Because he sings very slow. The National Mystic Blowing. And then I translate in Italian and then I will sing in English, then in Italian. That's actually how I got my real estate license. I translate the whole book and back and forth. It was a big challenge. You are a very bright guy, though, I can tell. All this energy and natural charisma under, I already know what's going on behind the scenes. So I want to be clear, you went to Prague. Where was the second spot then, Malta? Amsterdam. Okay, so we know you didn't Amsterdam. You lost some brain cells. I've been to Prague many times. I love it. I've been to Amsterdam, but Malta is a very special place that not many people visit. So you leave from Malta and you end up in Santa Cruz, Northern California. How did you end up there? Why did you end up there? There was an Italian guy and he owned a restaurant and he was from my hometown. Of course. Of course. We used to watch Baywatch on TV and it's like, oh, California must be nice. And my buddy Tony was at the time. We finished ice and we should go to California. Must be nice. The ocean is beautiful. And then we actually, yeah, he came and pick us up and host us and we fell in love we actually ended up in the redwoods

and not on the coast yes and it was beautiful and everybody loved us because of our accent

of course and then the name of the restaurant was the Mario and my name is Mario so everybody thought

about the owner but I didn't speak in English so if they smile I will smile if they were upset I will be

upset you know I will mirror them and and they're like Mario Mario, my name is Mario. I didn't know what they were saying. I would just serve him. And then as a bus boy, they started putting tip in my, in my, in my shirt. I had a shirt, I took good food. You know, they didn't eat as well as Italians eat. So I was making sure that authenticity was in place, authenticity. And then they loved it. And then I realized that I was making a lot more than Italy. Because where I lived, the medium salary eats like 1500 euro a month. 1,500 euros a month. You know what I mean? Like, yeah. So we're there like three days boom, 1500 euros. It was like

holy bacomoli. Yeah. That's why I was. That was very Americano of you holy quacomole.

So all right. So so so you're a busboy and then I'm sure you did many things. But at what

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