Jamil Damji breaks down how he and his partners at KeyGlee consistently sell between 30 to 60 houses per month by wholesaling and flipping.
Watch the full replay at www.realestatedisruptors.com/video/interview-with-jamil/
Jamil Damji breaks down how he and his partners at KeyGlee consistently sell between 30 to 60 houses per month by wholesaling and flipping.
Watch the full replay at www.realestatedisruptors.com/video/interview-with-jamil/
Listen as Matthew Potter of Stunning Homes Realty talks about how he went from processing short sales to a team doing over 100 transactions per year.
Watch the full replay at www.realestatedisruptors.com/video/interview-with-matthew-potter/
Video Replay of Interview with Matt Potter
Podcast Replay of Interview
Steve: Hey everybody. Thanks for joining us again. Thank you for joining for today’s show. Today we got Matthew Potter, the short sale king of Arizona, and we’re gonna talk about how Matt went from a short sale processor, getting all the 1% of what, like my $30,000 short sales-
Matthew: Yeah, that is correct, yes-
Steve: … Yeah, so $300 per transactions, and how you were able to roll that out to this big time producer, so in 2017 you did over 100 transactions for 23 million in sales volume.
Matthew: Yes, yes.
Steve: So before we talk about that, I just wanted to share, we started this show because we want to give back to our community. We’ve struggled before, you know-
Steve: … and we had a lot of issues when we started, and what we want to do is kind of share our lessons so we can shortcut the struggle for a lot of the young business leaders out there. And so all I ask is if you get value out of the show, tell a friend. Either share this episode or tell a friend or tell a takeaway or a lesson that you got from this episode. Talk about the show, basically, you know, to help out as many people as we can.
Steve: And don’t forget, this is live Q&A, so I got this all up in our Facebook page, so if you’ve got questions for Mr. Potter, post them here and I’ll be happy to get them answered for you.
Steve: So, now that we’re getting started, so let’s talk about, why real estate? How did you get into this business?
Matthew: So, super crazy story on that. I was actually going to school to be an elementary school teacher. You know, the whole passion-
Matthew: Thank God I ultimately changed the direction there, and I was studying under Dr. Butler over at ASU, Dr. Jay Butler, one of my biggest mentors before even getting into real estate, and ultimately I was going through that, got my degree, and right when I got my degree was when the market just started tanking. The banks were going out of business or being absorbed, all that.
Matthew: So I went for an interview at a company, it was a short sale company up in Scottsdale. Like you said, one … well actually, that one wasn’t 1%, we had a little bit more there, but ultimately, myself, my wife, we didn’t get more, and I was hired on the spot, started doing short sales, next thing I knew, three or four months later, I’m closing 10, 15 of them a month, and I’m like, “All right.”
Matthew: That’s actually where I ended up meeting my wife. We broke off, started our own company, kind of went from there, and then what was it, 2013 I think it was, yeah, we went ahead and branched into full-time real estate, everything, short sales, buyers, sellers, investment, flips, all of it.
Matthew: So it’s definitely been a crazy, crazy ride. Nicole and I always sit there and we’re like, “Wow, it’s been 10 years.” It doesn’t feel like 10 years. It feels like it’s been like three or four years. So, it’s really crazy, but that was ultimately my route to real estate.
Steve: That’s so funny. I actually wanted to be a teacher too actually. It’s one of the things I wanted to be, but it just doesn’t make enough financial sense.
Matthew: That was my main struggle where I was like, I’m not gonna be able to support myself, right?
Steve: And that’s how we met, because I would be the short sale expert and I would get the listing, and then I would say, “Matt, you need to process this short sale for me.”
Matthew: Yes, and I would be the expert behind the scenes, you were the expert in front of the curtain-
Matthew: … we’re Wizard of Oz behind the scenes.
Steve: It was win, win, win for everybody.
Steve: Okay, so what struggles did you face when you got started?
Matthew: Getting our name out there, getting our brand out there. Getting people to trust us. Back then, when the market was just absolute, you know, it was pretty well bottomed out, homes are, like you said, $30,000, it’s hard for me to go to an agent and be like, “Hey look, by the way, I need to take like, you know, about 33% of your paycheck, but you’re gonna get a paycheck if you trust me and trust us and we’ll get it done.”
Matthew: And I mean, that’s a hard sell when a lot of people aren’t making any money. I mean, I remember when I sat down with you. We went to … well, originally it was over at your old brokerage, and then we went to lunch too and you were like, “Okay, look, I can see the value in this. Let’s make this happen.” And I’m like, “Okay,” and all of a sudden, you started getting much more consistent paychecks, and Nicole and I ultimately, you know, we could put a roof over our head at the time.
Steve: It’s a lot easier paying someone a third, and making sure that I didn’t have to do anything-
Steve: … versus having to slam my head against the wall dealing with that.
Steve: So what other struggles did you face when you first got licensed?
Matthew: When I first got licensed, it was a totally different dynamic at that point because we were known as short sale processors and negotiators … whatever words you want to use.
Steve: Mm-hmm (affirmative).
Matthew: And all of a sudden, it’s hey, by the way, we’re not just doing that, we can run with your short sale, we can do the whole thing. By the way, help us help you sell your house, buy a house, things like that, and it’s even with anybody that ever changes a career path, there’s struggles. It takes time. And luckily, we had the foundation there, and a lot of our agent partners that we know, not just here, in other parts of the country too, they were our big support system.
Matthew: They’re like, “Yeah, you know, we trust them 100%. They’re gonna give it to you real. You’re going to ultimately be happy and satisfied.” So, we started listing property. We started helping buyers buy property, and then from there we just kind of started growing and helping more and more people and getting more referrals, which … that was pretty awesome.
Steve: It is, definitely. Okay, so knowing what you know today, what would you do differently when you started?
Matthew: Oh, yes. My wife’s probably smiling right now as I say this. I should’ve taken her advice and done what we did sooner.
Steve: Which is-
Matthew: Convert from just the short sale processing side and open up the other avenues of helping buyers, helping sellers, not just short sale sales.
Steve: Oh, so you’re talking about traditional real estate.
Steve: You should have gotten licensed sooner?
Matthew: Should have gotten licensed sooner-
Steve: That’s a smart woman.
Matthew: … She is. There’s a reason that I married her. Well, there’s several, but that’s one of them.
Matthew: That’s probably the biggest thing is I would have just started sooner, because there was fear that holds you back of, oh god, I’m not gonna have quote unquote “normal” steady paycheck. Well, we didn’t have a normal steady paycheck anyways, but the way we were structured, we did, so it was kind of like you felt a false sense of security, and it’s like, take off the water wings, jump in the deep end, let’s just go for it.
Steve: Right. And you guys made a massive impact. So, what would you say is your superpower?
Matthew: I don’t know. Being able to bang my head against the wall with short sales and not have lost all my brain cells. I guess probably the biggest thing is being able to put together the puzzle as well as still realizing that there is a human component with it. It’s not like a bank sale or an REO sale. Everybody that we help, I mean, everybody has a different story, and nobody’s story’s exactly the same, although a lot of them fall in the same box.
Matthew: So I think a lot of it is you’re sitting there and you’re looking at it, okay, I still have to be compassionate, but at the same time, I have to use the numbers side of my brain with the bank, because the bank ultimately at the end of the day, they have no compassion. They don’t care.
Matthew: They’re not getting paid, they don’t care. They’re like, that’s great that your spouse passed away a year ago, sorry, we’re gonna foreclose on you next month and we’re kind of the final line of trying to get that to stop.
Steve: Right. And then, I mean, there’s a lot of partnerships in this industry-
Steve: … maybe in general, but definitely for sure in this industry, real estate partnerships, and they generally don’t work, right?
Steve: They fall apart. It’s more the rule than the exception.
Steve: So let’s talk about some of the challenges you guys had and how you guys overcame those challenges.
Matthew: This is a thing that’s actually very interesting. Nicole and I talk about this. We actually were almost at a point where we had the mindset of, if you’re not in your desk making your phone calls, you’re not ultimately gonna perform.
Matthew: Nicole was like, “Look, I get my job done,” ’cause she kinda handled the closing aspect of it, I handled the negotiation side of it. And we butted heads really, really bad about this. This was actually prior to us ever being in a personal relationship. It got so bad to the point that we were about to throw our hands up and just be like, “Nope, we’re done. We’re absolutely done. You go do what you do, I’ll go do what I do.”
Matthew: But then you have to sit there and you have to take a step back and you have to look at it. Am I as strong on my own as I am in this partnership? Like, if we break this apart, are we still going to be successful? And it’s a resounding no. We both know that. Cooler heads generally prevailed, and it’s kind of one of those things, like even when you were working with us on the processing side, you liked working with Marissa.
Matthew: Marissa’s amazing.
Steve: Everybody loves working with Marissa.
Matthew: Yes. She was amazing.
Matthew: Then on the flip side of that, you like working with me. You liked working with Nicole because Nicole generally was the one who was like, “By the way, it’s closed, you’re getting paid.”
Steve: Nicole is always the deliverer of good news.
Steve: Short sale’s approved.
Matthew: Nicole never gave you bad news. I was the guy that was like, “Eh, see what had happened was…” And you were like, “No, I don’t want to talk to you.”
Matthew: So we looked at it, and the sum of everybody together, it’s a huge strength, and agents don’t want to work with just me or just Nicole or just Marissa, it was all of us, you know, like Captain Planet, our powers combined.
Matthew: So, that was probably the biggest struggle, is at the end of the day, we’re one team, one dream. We’re all trying to go towards the same common goal, but ultimately, we may all think a different way to get there, and that was kind of the biggest thing where it’s not necessarily my way was right, her way was right, it was kind of a culmination of both of our ways, and it ultimately got us to where we wanted to be and where we’re at right now.
Steve: Right. And I think, you know, looking at your guys’ relationship from the outside, it looks like you’re really good at shaking the tree, just making things happen.
Steve: Right? And Nicole is really good at making the clients happy-
Steve: … and having them refer you business.
Steve: So talk about her role in that.
Matthew: Well, this was the great thing about kind of that circle, and even the circle today for that matter, is we were always very referral based. When we started out our company, we had three transactions for a total of like $1200, and we had like $130,000 loan that was hanging out there. And I’m like, this is not a good business plan at all. This is a horrible idea.
Matthew: We knew that it would take about six months to build the business and things like that, and I would work on generating referrals. Nicole would work on generating referrals. Marissa would, everybody would work on it.
Matthew: The great thing was, Nicole’s job was perfectly primed for asking for them or, “Hey, do you have new files?” Even buyers agents, ’cause we would always include buyer’s agents on the communication, because they may end up having a listing that they need help with. We actually got a lot of business that way.
Matthew: So, once she got everything done, it’s like three days later, her and I would get an email, “Hey, thanks so much. By the way, my friend in my office has a short sale and she’s banging her head against the wall. Will you guys help?”
Matthew: So it was perfect because it was kind of, everybody did their applicable part, thus the referrals started coming in and we went from the three transactions to I think there was one month, I just remember it was a December, which is traditionally a horrible month in real estate, and we ended up closing something like 67 transactions that month. And people were like, “What? You realize it’s December, nobody’s moving.” I’m like, “Well, if the bank says you have to close, you’re gonna move. You kind of have to.”
Steve: Right, or is no longer approved.
Matthew: Exactly. Or hey, by the way, you’re getting foreclosed on on January 3rd. Happy new year, so … it was like, all right, we gotta go.
Matthew: So that’s kinda how we built our business, and now it feeds into where we’re at now, where a lot of our business is referral. It’s referral from other agents, past clients. The funny thing is, even escrow officers that we worked with back then, I got a Facebook message the other day. “Hey, my sister needs to buy a property. I’m referring her to you and Nicole because you guys are awesome,” whatever-
Steve: That’s awesome.
Matthew: … and I’m like, I was like, “Oh, okay.” Now mind you, she’s down in Casa Grande, I don’t do a ton of business in Casa Grande, but it was cool that she remembered us for that specific area and I was like, “Heck yeah. Yeah, we’re totally fine helping her out.” And she’s like, “Awesome, I know she’s in good hands with you guys, with the way that you guys always handled everything on the short sale side.”
Matthew: So it’s cool to see that because that’s like five, six years since the last time we did a transaction-
Steve: Yeah, no definitely gotta be memorable if that’s happening. So, Max has a question. There’s someone out there advertising, “Stop doing short sales the old way.” Have you ever heard this?
Matthew: No I haven’t.
Steve: Hm, yeah, I don’t know what that’s about.
Matthew: Hey Max, what’s going on buddy?
Steve: Okay, so I think you kind of talked about it a little bit, but let’s just discuss this a little bit more. Why short sales?
Matthew: Why did we initially get into it or why do we still focus on it now?
Steve: Yeah, the evolution, right? So why’d you start in it and then why are you still doing it?
Matthew: Started in it because it was either that or we were gonna have to work for the bank as REO agents. I mean, those were kind of your two options at that point. Or fly to New York, get yourself a hedge fund buyer, which that still wasn’t for two, three years until that happened.
Matthew: So more than anything, it was kind of out of necessity at the very beginning, but the thing is, my wife is super analytical. She is. She’s got an analytical brain. I do as well. I’m the product of two engineers, so I’m fairly normal, all things considered-
Steve: Except for the ADD?
Matthew: You know, it is a thing. That being said, it’s putting together a giant puzzle for us, where I like that. Other people, “Ugh, I don’t want to even consider doing that. I just want to focus on this.” I’m like, “No, give me that. The more complicated, the more fun, in my opinion.”
Matthew: So, I am slightly nuts. And ultimately, once 2013 rolled around and we activated our real estate licenses, writing was on the wall. We’re starting to get some appreciation in the market, short sale market’s gonna start to dry up a little bit, and it was one of those things where people knew our name, they knew our brand, they knew that we would close short sales … whether they had been a buyer’s agent on one or they’d seen what we did, all of a sudden it was, well, I want to work the traditional side of real estate, which there’s absolutely nothing wrong with that, but I still don’t want to just leave somebody hanging, so they started referring them to us, and that’s how we kind of stayed with a real nice baseline of doing short sales.
Steve: So, you have 178 reviews on Zillow.
Steve: What was the strategy, what was the process? Let’s just start with why, why Zillow? Because when you started, I remember I was telling you, “Screw Zillow, they’re terrible people.”
Matthew: Yes you did.
Steve: So, you went ahead and ignored your broker’s advice, and it’s obviously put out dividends for you. So let’s talk about that.
Matthew: It’s helped a little bit. So we did get a little bit lucky with Zillow. We actually did, and I’ll get to that part of it.
Matthew: More than anything, at the time, Red Fin was still kind of in its infancy doing its thing, Trulia was a separate brand at that point, you had Realtor.com, but nobody really went to it. Zillow was all the rage. It’s where everybody went. And I remember we were starting and terrified of the payment on this for impressions, or that’s what they call them. It was something like $420 a month or something like that, and I’m like, “Oh god, that’s a lot of money.” I’m like, “We can’t afford to do this. We can’t.”
Matthew: And Nicole’s kind of looking at it and she’s like, “You know, that’s a pretty healthy budget.” So we pulled the trigger and we went for it. And luckily, because we started listing a lot of short sales and ultimately friends started buying homes, selling homes, things like that, we started getting a lot of contacts off of that because of what was known as an exclusive listing, which was our information would be the only information that would show up.
Matthew: So we started getting a lot of contacts, way more contacts than Nicole and I could ever handle. So, we ended up expanding our team to help make sure that people that are contacting us are getting taken care of.
Matthew: But from there, we ultimately got grandfathered in, because one of the things is, there are times that I will procrastinate. Zillow reps would call, “Hey, we want to sell you more impressions,” and you know, you get into a little bit better spot and you’re like, “Oh, okay, I could spend that, I could spend that. No problem.”
Matthew: Well, I kept kind of putting it on the back burner, so we’re set up with 25 exclusive listings on Zillow, which is great because that means only our contact information’s in front of those 25 listings. So, they’re gonna contact us and reach out to us, and from there, it’s kind of mushroomed and exploded, and it’s made us go from mom and pop shop to hey, you know, we have three other agents on our team, a couple transaction coordinators. We got a nice little solid team.
Matthew: From there, a lot of people contact us off Zillow. We work with a lot of them, and we ultimately close a lot of them. So I definitely know the mentality back then was, “Oh no, most of these people are lookie-loos,” and I’m like, well, if you’re looking for a house, Zillow’s the biggest website right now, there’s probably a good chance you’re gonna start there before you do anything else. They’re gonna contact someone, it might as well be you. At least get your foot in the door before maybe they go to their mother’s brother’s uncle’s cousin or go call somebody off a sign.
Steve: So I know one of the challenges that some of these agents have is getting the reviews.
Steve: You have 178.
Steve: Let’s talk about that process. How do you make sure-
Matthew: They’re all from my mother. No, I’m just kidding.
Steve: That works. Hey, that’s a strategy.
Matthew: I’m just kidding.
Steve: That’s a strategy that would work.
Matthew: If Zillow is watching this, they’re not, they’re all confirmed.
Matthew: Literally what we do, and there’s some people that will review us, there’s some people that won’t review us. Some people aren’t reviewers.
Matthew: Once a transaction’s closed, whether it’s a buy side, sell side, we always like to try to follow up. We get them on a follow-up schedule, and generally we’re calling them or seeing them in person several times a year.
Matthew: Once it closes, literally just send them a nice little email, you know, “Congrats on your closing. We hope that you were happy with the service that we provided. Would you take a couple minutes to write a review for us on Zillow? If you don’t, my broker will fire me.” So, no, I really don’t put that part in there.
Matthew: That’s literally what we do. And I would say out of every 10 that we send out of that, I’d say probably eight will review us. Like I said, there’s always a couple that just aren’t going to-
Steve: So you’re like a debt collector then on those other two? What are you doing?
Matthew: No, honestly, I’ll forward over an email again and I’ll give a phone call and just be like, “Hey, I just wanted to see if you had a chance to read my email. I just wanted to see if you had time to do a review and make sure ultimately you were happy with everything.”
Matthew: Because generally somebody’s not going to give you a review, especially since it literally takes two minutes … maybe there was something you were unaware of during the process, and if there was something that they weren’t happy with, well let us know so that we can try to make it right for you.
Matthew: So, generally, if they haven’t done it after I’ve talked to them a couple times, I’m like, you know what, they’re just not a reviewer, it’s not a big deal. I’m not gonna sit there and show up at their door and be like, “Hey, by the way, I’ve already logged on, I’ve created a username for you, can you go ahead and do it?”
Steve: I mean, it’s not a bad thing, so … Let’s see. So Facebook. I would say you’re doing a lot of business from Facebook-
Steve: … and I would say also that you’re every broker’s nightmare-
Matthew: I appreciate that.
Steve: … I think it’s either every month or every other month I say, “Hey Matt, knock it off.” Or, “Maybe you shouldn’t say those things.”
Steve: And in many ways, you’re like a young Russell Shaw, so let’s talk about that. What’s your strategy?
Matthew: To be fair, it is on my personal page though.
Steve: As a real estate agent, are there really personal pages?
Matthew: No, there’s not, because I keep everything public.
Matthew: The thing that I’ve actually found about it is it appears most people appreciate it. My wife and I always joke around, we’re REAL-tors, you know, all caps, REAL. Because at the end of the day, connecting with people is the most important thing. It is. On whatever level. You can’t just sit there and cram real estate down their throat 24/7 and expect them to reach out to you.
Matthew: They’re gonna sit there and be like, “God, this guy’s annoying.” Hide. Unfollow. Block. Whatever it is.
Matthew: So we like to do a nice mixture of literally everything in our lives that goes on. Family, school, business, funny stuff, not so funny stuff, things that are debatable-
Steve: Yes, debatable.
Matthew: … Yes, I’ve had a couple statuses that have had over 400 comments on them, and I’m like, yeesh, kinda broke the Facebook button on that one today.
Matthew: But yeah, more than anything, and this is the thing that’s kinda cool, is … and in no way whatsoever am I saying one way is right and one way is wrong. More often than not, all of our clients, even if it’s somebody that we met and I’ve only known them a couple weeks and been working with them, I add them as a friend on Facebook.
Matthew: I do. The reason why is ultimately at the end of the day, I want them to see that it’s not a show when I’m out with them, that I do like to have fun, I like to goof around. Yes, I have serious moments as well. My wife would probably like me to have a couple more serious moments-
Steve: Oh yeah.
Matthew: … but it is what it is. But, I like them to know that, look, you didn’t pay an admission to a show. This is how I am, this is how my family is, this is how my kids are, the dogs, I mean, everything down to the turtles and, I don’t know, I think we have a fish or … oh no, that’s right, my wife said that I can buy a snake. I’m just kidding. She didn’t.
Matthew: So we actually get tagged in a lot of people’s post about, you know, “Hey, I’m looking for a realtor. I might want to buy.” We’ll get tagged four or five times by mutual friends. The next thing I know there’s a message. I would say generally probably once a week either an agent or a friend, friend of a friend on Facebook reaches out via messenger and is like, “Hey, wanted to see if you could help out. Can you help out?” And it’s, “Yeah, sure. Let me know a time that we can talk, and then let me know a time that we can sit down.”
Matthew: Like, a friend of mine from high school, she reached out to me on messenger yesterday. I’m sitting down with her tomorrow at 11:00AM, we’re gonna discuss what we can do to help her out.
Matthew: So, Facebook, it’s a great tool if you leverage it.
Steve: If you leverage it correctly. And you do a really good job. You get tremendous engagement. There are some things I’m like, why does this have 100 comments?
Matthew: Yes. Blue cheese, yes or no? I had like 146 comments on that, and Nicole was like, “No, no.” And I’m like, “The answer is yes.”
Steve: The answer is no.
Matthew: The answer is yes though.
Steve: I will get up right now. All right, right now the rage is wholesale and flipping, that’s obviously part of our movement, the real estate disruptors, and we’re trying to create this marriage between traditional realtors and flipping and wholesaling.
Steve: So obviously you’ve gotten into this game very recently as well, so some people might wonder, how are you finding your opportunities and deals?
Matthew: I’m in a unique position. I think I can say that for most of my life.
Matthew: Especially with a lot of short sales, a lot of investors, wholesalers, things like that, they’ll actually refer them over to us, and they’re like, “Hey, this person needs help. We want to try to give them a solution. Can you go ahead and work the short sale?” Yeah, sure. Talk to them, get everything lined up and we go ahead and go from there.
Matthew: The one thing that I’ve learned is everybody’s numbers are different in this world with wholesales, flips, things like that. There’s some people that are very, very conservative with their numbers, there’s other people that are very, very liberal with their numbers, and I’m like, wow, okay, yeah sure. If that’s what you want to pay, yeah, that’ll work.
Matthew: So that is one of the sources of business is actually our short sales. That being said, we’ll never personally purchase our own short sales because that’s a serious conflict of interest for us. I’m not gonna do that to a homeowner where it’s like, “Hey, they’ll accept our offer, but by the way, the bank needs you to bring $5000 to closing.” Like, that’s just not right.
Matthew: So, like I said, a lot of times investors bring us things like that. The other thing is, attorneys, landscapers, other agents. We had another agent actually call us and was like, “What do you think about this property?” He’s like, “This is the price I want.” And I’m like, “Deal done. Don’t even need to see it.”
Matthew: And he’s like, “Are you sure?” And I’m like, “Yup, I know the comps, we’re good.”
Steve: So you think that being short sale king leads you to other opportunities because of the relationships you’ve created being in short sales.
Matthew: Yes. Bingo. That’s what it is. At the end of the day, this is a relationship-based business. It is. The larger your sphere, the larger amount of opportunities that you’re gonna have. It’s literally that simple. If you know three people, well you’re only gonna be able to help three people. If you know 3000 people and they all know 100 people each, you’re gonna be busy for a while.
Steve: You can get a lot further. And so that kind of goes onto my next point, because you are, you know, you’re still the number one guy for short sales in Arizona-
Matthew: Yes indeed.
Steve: … all right, so congratulations on keeping that crown.
Matthew: Thank you, thank you.
Steve: But we were also laughing, we were like, it’s not even a third of your business.
Steve: So, let’s talk about how you leveraged short sales to do 100 transactions last year.
Matthew: Well, it really is kind of a funny thing when you sit there and look at it, because if you look at most agent’s business back in ’09, 2010, 2011, it was short sales or REOs.
Matthew: I mean, it really was. Nobody had equity. Even if your home was paid off, you didn’t have equity. Then all of a sudden, people’s numbers started to morph. When we first came in, I mean, we were 65ish percent short sales, and then a couple other things here and there.
Matthew: Now, yes, we’re number one for short sales in Arizona, and we still crank out 20 to 30 a year, which you know, it doesn’t sound like a lot, but it is a lot when you-
Steve: It’s still a lot.
Matthew: … it’s a lot, it is. But the rest of it has kind of been one of those things where word has gotten out. Let’s go ahead and you know, hey, let’s buy a home, let’s sell a home.
Matthew: The other thing that’s super cool for us is a lot of the people that we helped with short sales, they’re starting to cycle through now as being able to buy again-
Steve: That’s nice.
Matthew: … and that’s where we’re getting business too. Like our good friend Henry, he’s ready to buy right now.
Steve: Is that … let’s see. I got a Ryan O’Shea Duggins-
Steve: Is that Henry’s son?
Matthew: No, no, no, no. Ryan, do you remember … there was a property-
Steve: Over in Glendale-
Matthew: … it was in Glendale, and I had contacted you and I said, “Look, I need you to buy this house at this number.”
Matthew: And you were like, “I don’t like that number.” I’m like, “But if you buy it at this number, we’re good, everything’s done, we’re free and clear.” And you were like, “Ah, yes. Okay-”
Steve: Then I’m good with that number.
Matthew: “I’m good with that number.” And I’m like, “Excellent, excellent.” So, that’s another opportunity. Networking, right there.
Steve: Cool, all right, so, what’s up, Ryan? So, that’s cool.
Matthew: Hey, hey, Ryan.
Steve: All right, so the other thing was you’ve gone through this whole process, what’s the greatest you’ve learned from … and this isn’t even limited to just real estate. What’s the greatest lesson you’ve learned?
Matthew: Oh man. Oh, I’ve learned a lot of lessons. I’ve learned a lot of lessons. Life will come at you fast, you better be prepared for it. Things can change at any given moment. Perfect example, cruising along in business, all of a sudden, Nicole and I started dating, a couple kids, you know, she had a couple kids, all of a sudden, boom, she’s pregnant. We have Cooper now. Boom, she’s pregnant again. Unfortunately, we lost Noah back in September. And then final boom, she’s pregnant right now with Olivia, so literally in the last, what is that, four years I think we’ve been together … yeah, it’s gotta be four years-
Steve: You move fast.
Matthew: Yeah wow.
Steve: I’m not sure it’s life moving fast, I think it might just be a Matt thing.
Matthew: It might be a … It’s the ADD thing. You know, it’s one of those where, just know that life’s gonna give you its purpose when the time is right. Honestly, if Nicole and I at the very beginning, when we knew each other, if we would have tried to go into a personal relationship, I think we would’ve survived, but I think there would have been a lot more heartache, headache, struggles in business, personal life, things like that.
Matthew: From the real estate side of it, anything can happen at any given moment. Literally like that, it will change, what’s the quote? In a New York minute-
Matthew: … things can change like that, where oh god, where’s my next transaction gonna come from? Maybe you haven’t been working your lead sources as hard as you’re supposed to, to you get a phone call where, “Hey, by the way, I’m relocating from California. I need to buy a primary and three rental properties.” And you’re like, “Okay, and I’m back on the grind.”
Steve: Yeah, let me clear my calendar real quick.
Matthew: Yeah, you just let me know when you’re gonna be in town.
Steve: So what great lesson are you learning right now?
Matthew: To enjoy it all. As corny as that is, to enjoy it all enjoy the highs, enjoy the lows. At any given moment, your business can be stripped from you.
Matthew: It can. Anything can happen. I know agents that have made foolish decisions, and literally their licenses were revoked, and it’s all gone now for them. I just sit there and I look at it realistically, like where I am in my life with everything, my wife, my kids, my family, my parents, our real estate investment, just everything, like in no way whatsoever do I want real estate stripped from me tomorrow or for everything to change and everybody be like, “Oh no, don’t ever use Matt to buy a house or sell a house,” it’s nice to have the foundation there, and to truly enjoy it.
Matthew: That’s the thing, kinda like I was telling you, I let all of our potential clients, like, come on, enjoy our life on Facebook because ultimately I really do enjoy, I enjoy my life a lot. Yeah, there’s days I’m stressed. You’re tried, you’re grouchy, you’re pissed, whatever. That’s just life in general. But at the end of the day, I’m like, “Wow, I got a lot to be thankful and grateful for.”
Steve: For sure, and I think that’s something that experiencing growing up, being an immigrant, having both of my parents work 60, 70, 80 hours a week, I never got to have Dad come to the basketball game or whatever, and so for me, I try to remember that, to be present with the kids, with the family, just as much as you can.
Steve: Now, we’re not perfect-
Matthew: No, no, you never are because-
Steve: … but we do the best we can.
Matthew: … Here’s the perfect example. Our daughter, she had a three night Peter Pan play thing-
Steve: Okay, that sounds fantastic.
Matthew: … I don’t know, yeah, she’s in … I don’t even remember what class this was. Maybe it’s just a play, I don’t know. First night, ultimately, we couldn’t attend. And you know, opening night jitters and all that, I was like, she’s gonna be like, “Oh, I was terrible.”
Matthew: Second night, my mother-in-law came over and with Cooper, I mean, I love my little dude, he’s amazing, but man, he’s a handful, and you try to take him there, he’s gonna be, doing-doing-doing-doing, bouncing all over the place. So, Nicole and my mother-in-law went and saw the play, came home, showed me videos and pictures and all that.
Matthew: I could tell … I can read my daughter like a book. She was sad that I wasn’t there. And I’m like, “Oh god, that cuts me to my core right now.” I’m like, okay, I had a closing that Friday. I had to do the closing. Nicole had an appointment at 5:00PM, it was just a whole thing. And this thing started at 7:00.
Matthew: Luckily, Nicole got home literally at 6:45. I’m hopping in the car, I drove there, got there, snuck in, and then after the show, she’s got this look on her face. She’s like, “Oh my god.” And I’m like, “I told you if it was possible, I would come. Sometimes things come up, but I really did want to be here.” So she was super excited about that, and then five minutes later, she’s like, “Can I go spend the night at my friend’s house.” And I’m like, there we go, perfect.
Steve: Yeah, she’s still a teenager.
Matthew: Of course.
Steve: So, Max has a question. So besides business processes, would you consider your network your biggest asset, and what are you doing to keep leveraging that network?
Matthew: Well, actually you and I had a conversation about this, staying in front of people. You have to do it continually. It’s something you can never slack on it. You can’t. People have to know what you do. There’s times I’m sure people are tired. They’re like, “Oh god, yeah, okay, you sold a house. Good job.” Or, “Oh yeah, okay, short sales.” But people need to know that because if they don’t know, what you don’t know, you don’t know. They’re not gonna call you. They’re not gonna text you. They’re not gonna email you.
Steve: It’s not their job to keep you top of mind.
Matthew: Exactly. It’s not. And ultimately, it’s no different than … Look at it this way. If you were making 1000 phone calls a day and getting 10 contacts out of that and listing one home every single day, you’re doing amazing things-
Steve: Having a great life.
Matthew: … yeah. Like you’re doing really, really solid. If you take four months off from that, I can guarantee you, you are not doing the same exact thing every single day. You’re not just listing a property every single day, unless your referral game is super strong.
Matthew: So, using your network, like I’ve worked with Max before. Max has sent me referrals. I actually helped him get a property. Nicole and I helped him get a property as well. He did nice and solid on it and that makes me happy.
Matthew: If I’d never met Max, the likelihood of any of that ever occurring is not going to occur. And I have you to thank for that actually.
Steve: Yeah, no, he was a great ISA until you left me.
Matthew: Yeah, I know.
Matthew: Yeah, I kind of miss him. Max, let’s have lunch, buddy.
Steve: All right, so how has failure shaped your life?
Matthew: Well, fail: First attempt in learning. It’s that simple, because if you fail at something, it’s not that’s the end, it’s you’ve found the way that doesn’t work. Go find the way that does work.
Matthew: I’m gonna be honest with you. The first time I ever did a short sale, I did not have a clue what the hell I was doing. Literally they’re like, call Wells Fargo, and call … My first transaction I ever did was Wells Fargo on the first mortgage, Wilshire on the second. Wilshire is not around anymore in case you didn’t know that. And I’ll never forget this guy. The property was in Florida, there was a hurricane, a flood, it was just a frigging nightmare.
Matthew: That being said, I failed at least 18 times on that transaction. Literally, there were 18 different buyers that we could have closed with. I didn’t get one of those to stay. Part of that was the market just kept taking a dump. It was, oh okay, we’re under contract at 120. Oh, by the way, the house next door just sold for 40 grand. I’m like, so don’t you want to just buy this one?
Matthew: So I think it makes you more resilient as a person. It does. It helps you into a growth mindset, because if you’re not growing, you’re stuck. You’re complacent, which I always want to be growing. I don’t want to just be like, “Oh, okay, I know everything about this topic.” No. You never know everything about a topic. It just never happens.
Steve: Yeah. I mean, that’s one of our core values, right? Growth.
Steve: It’s like, the day you stop learning is the day that you’re just dangerous to everybody around you.
Matthew: Yeah. No, you’ve ultimately thrown in the towel, and yeah, that is a very dangerous mindset of, well, no, I already know this. No. No, you don’t know anything, because it can all change the next day.
Steve: Chet loves that comment, “First attempt in learning.”
Steve: Okay, so, what book have you read that everybody should read?
Matthew: Am I allowed to cuss on this thing?
Steve: Officially, we have this as a clean show on iTunes. I submitted everything as clean.
Matthew: Fair enough.
Steve: Oh, but I know what you’re talking about. We just gotta put an apostrophe in there.
Matthew: Yes. You know what book I’m talking about.
Matthew: It’s The Subtle Art of Not Giving an F.
Matthew: My amazing broker over here, Steve, decided that he saw this title … didn’t even read anything about the book. Nothing.
Steve: Mm-mm (negative).
Matthew: He saw the title and immediately had it shipped from Amazon to me and my wife. It said, “This book reminds me of you. I don’t even know what this book’s about.”
Matthew: And of course we had a good chuckle about it. Nicole read it first, I read it second, and it’s not necessarily you’re a rogue badass or anything like that. That’s not what the book’s premise is. The book’s premise is, the less you care about the stuff that doesn’t matter, you know, the stupid stuff that doesn’t matter … like at the end of the day, for me, just for me, I wear the same outfit every day. To me, I’m sorry, clothes are clothes. They cover me, great.
Matthew: I don’t really care about that. That doesn’t mean that fashion’s not important, it’s not a part of whatever, but I’m a real guy. I wear a polo shirt and I wear tennis shoes. I’m sorry, I do. To me, that’s one of the things, like, don’t get caught up on that. Get caught up on the important stuff, your family, your kids, your business, helping your clients.
Matthew: Think about it this way. If I had to put on a three piece suit every time I went and showed a home, which we live in Phoenix, so thank God I don’t have to do that-
Matthew: … But if I had to do that, especially say there’s a property that’s a hot commodity, and there’s eight other agents that went over there in their flip flops and their t-shirt, and they’ve already spoken to the listing agent and the listing agent said, “Give me an offer at this, you’re good to go,” well, I’ve ultimately hurt my client by being caught up on something that’s ultimately not important.
Steve: Right, for the situation.
Matthew: For the situation, exactly.
Steve: Yeah. And my favorite part, my favorite chapter in that book was when he talked about going to Russia.
Steve: He was talking about boy, you want to see directness, go visit Russia.
Steve: I’ve had no visit in going to visit Russia. After reading that book, I was like, well maybe we want to go check it out, see how direct and real-
Matthew: I’m gonna be honest with you, Russia’s not on my bucket list, but then again, there is a certain, like you said, there’s a directness there. There is a legit directness of, this is what it is. No frills.
Steve: Right. Well, no one’s got time to waste.
Matthew: No, they don’t.
Steve: Are we gonna work together or no, we’re not gonna work together? There’s no time for feelings.
Matthew: Well, it’s cold outside, let’s go.
Steve: Yeah. Tim [Reagan’s 00:43:15] got a great question. How do you measure your growth professionally?
Matthew: Wow. All right, Tim. You’re coming with the questions today.
Matthew: I guess from that aspect, are we looking at production? Probably like production-
Steve: We’re just gonna go open-ended on this one.
Matthew: Okay, well, yeah we can roll with it. I look at it … I don’t necessarily look at it as a transaction-based thing, I really don’t. I look at it as care that’s been provided to the clients. Are we helping more people? Are more people happy with our service? How are they reacting to working with us? Also, are we getting more referrals? Because usually referrals are a real good litmus test of whether or not you’re doing well for your clients or your clients really don’t like you, and well, okay whatever, we picked this guy, we gotta use somebody. All right, we signed our closing docs-
Steve: Yeah. He showed up. He’s breathing.
Matthew: … yeah, all right, thanks for the keys. See you later.
Steve: Yeah, I think that’s a great point, ’cause I think there’s two measures we could look at. We could look at their reviews-
Matthew: Mm-hmm (affirmative).
Steve: … Are they giving us five star reviews? If they’re giving us five star reviews, we’re doing things right.
Steve: And the second thing I think is through referrals.
Steve: There’s no greater vote of confidence than referrals.
Matthew: And this is the other thing that’s funny about the reviews. I’ve only gotten one bad review on Zillow, which this is the funny thing to me. At first, I was super upset about it, and I was like, “You know what? Everybody gets a bad review every now and then.” Like, Hollywood movies, not everybody’s gonna love a Hollywood movie, even if it’s critically acclaimed. They’re not.
Matthew: So I was like, you know what? It is what it is. I had one bad one. And then ironically enough, she actually updated it like three days later to a five star review-
Matthew: … but here was the kicker, Zillow took that review down, and they left up the one star. I was like, I’m not even gonna fight it. It’s not even worth it.
Steve: Yeah. So, what have you done that everybody should do?
Matthew: Well, I can’t say marry my wife, so-
Steve: I mean, if we move to Utah, I think-
Matthew: Nope, nope, we’re not going down that road. God, I don’t know. I wouldn’t say I’ve really done anything that is, I don’t know, that spectacular or … I don’t know. I guess go on vacation. There we go. Everybody needs to go on vacation. It doesn’t matter. At least once a year, go on vacation. Do it, Steve.
Steve: That’s a big number. That’s a major commitment.
Matthew: Hey, Nicole and I are going on, well, technically two vacations this year.
Steve: That’s a major commitment.
Matthew: It’s for like three days.
Steve: Why do you think most people fail?
Matthew: Honestly, it’s fear. At the end of the day, I was taught by one of my other mentors, who actually we’ve helped her buy and sell I think three or four homes now, fear stands for, F, ’cause it’s a clean show … everything’s all real. You start to get into that mindset of, “Oh my god, oh my god. I don’t have a steady paycheck. Crap, my electric bill’s overdue. I need to sell a house now.”
Matthew: That’s what ultimately leads to failure. I really do think that a lot of it is fear. Sometimes it can be fear of success too. I’ve seen that with people before where I’m like, “God, you know, you would kill it in this business. I know you would.” It’s like, they get into it and it’s like they shoot themselves in the foot, and I’m like, “Don’t over complicate a situation.”
Matthew: Ultimately, if your client likes you and they want to work with you, they’re gonna work with you. And the rest of it is just guiding them and making sure that you’re working in their best interest and getting them the best deal possible.
Matthew: So, I would definitely say that fear is the biggest thing that’s gonna drive failure.
Steve: And I think that fear of success is a real thing, ’cause we’ve had some friends that we know that, man, like, they’re hitting their stride, and let’s see how they can screw it up.
Steve: It’s so painful to witness, ’cause they feel like they don’t deserve it in some matter or another.
Matthew: I don’t know if it’s like a subconscious thing, maybe it’s something from an upbringing or something like that, but all of a sudden, they’re like, you know, you’re just getting there and it’s like, oh man, I can see what you’re about to do and I’m excited for you, and then it’s like, “Oh okay, wait, no.” And I’m like, “Why’d you just jump off the cliff? All you had to do was make sure you had your little paraglider thing on and just go.”
Steve: Yeah. So yeah, that’s a very good point. Is there anything that keeps you up at night?
Matthew: Besides the kids?
Steve: Yes, besides the kids.
Matthew: My wife will say definitely not because I lay down in bed and five minutes later I’m asleep-
Steve: Five minutes?
Steve: Man, I’m like five seconds.
Matthew: Yeah, well, I pretty much hit the pillow and I’m done. No, because I’ve learned, especially over the last year … Last year, we had a pretty tumultuous up and down year. It was rough. All different types of things with our son, my father, business relationships, I mean, just kind of when it all comes, it all comes at once, and it was just all tearing us in all different directions.
Matthew: I’ve learned, and it took me a long time to get to this point in my life, and this is probably the thing that I’m the most grateful for and happy at this moment, control what is in your control, and what’s out of your control, you have to just let go, let God, your higher power, whatever it may be, let them do their thing. Whatever’s gonna be is gonna be.
Matthew: Now that’s not saying roll over and throw your hands up, “Oh no, you know, I can’t make phone calls anymore.” No, you can make phone calls. You can still work, but it’s ultimately one of those things of what’s gonna happen is gonna happen with regards to certain situations, and you need to not stress or worry about that because the other thing that I’ve learned is, and this was a big lesson that we took away from last year, is there’s others around you that are still depending on you, whether it’s kids, business partners, colleagues, associates, things like that. If you’re stressed, and you’re not able to kind of be the best that you can be, that’s a disservice to everyone around you.
Matthew: So, nothing really keeps me up at night. I’ve kind of gotten zen mastery with that, except for if I eat too much spicy food right before bed-
Steve: Like Taco Bell. Does that with Taco Bell.
Matthew: Yeah, no.
Steve: But something in there, I think the serenity prayer is one of my favorite sayings, you know?
Steve: I can’t go off the top of my head right now, but-
Matthew: Oh, I got it if you want it.
Steve: All right, go ahead.
Matthew: God grant me the serenity to accept the things I cannot change, the courage to change the things I can, and the wisdom to know the difference.
Steve: Yeah. Okay, so how does … so this is a question, is how does a gargoyle like you land a babe? And I really feel like you don’t need to answer this question, because I feel like that was a really strong sales game and it just really speaks to your sales skills, and a long, long, long sales game.
Matthew: Oh yeah, no. I’ve been a salesman since I was nine years old. I started selling used golf balls out of the backyard of my parents’ house. It was .25 cents a ball, five for a dollar.
Matthew: There were some days, hey, there were some days I was making $60 on summer break, but I’m definitely very lucky and blessed that this gargoyle here was able to land such a babe like Nicole.
Steve: Yeah. You are blessed, I can tell you. I mean, she definitely, I don’t know what she was thinking, so-
Matthew: Yeah, I know. I totally duped her on that, and thank God that I did.
Steve: So, Ryan’s got a question for you. What are your feelings on the market turning more towards renting versus buying in certain areas?
Matthew: Well, you are seeing it in some areas where I’ve started to notice some buyers have said, “I don’t see the value in that.” I thinks what the biggest aspect of that is right now is inventory. It’s an inventory thing, and the major reason behind that is builders haven’t been able to acquire and build fast enough. The other aspect of it is, going back to the short sale days, there’s massive hedge funds that are holding on to a lot of property right now.
Matthew: They’re starting to slowly leak some of it out, but it’s mostly the stuff that-
Steve: They’re buying right now too.
Matthew: They’re buying right now too, so I mean, you really have like a catch 22 there.
Matthew: It’s not like it was in 2011. I mean, you had nine hedge funds to go choose from. Which one will close in 24 hours?
Steve: Mm-hmm (affirmative).
Matthew: But that being said, I think that once rents start to push up a little bit more, the quote unquote, “value” of buying … because I’m working with several buyers right now, where, “Oh, my rent is $2200 a month. I’m gonna buy this house, and it’s $1700 a month,” which $500 a month to me, that, I’m sorry, I see value there. I do. But I think their biggest thing is, and this is one of my biggest gripes probably with our industry is they watch HGTV.
Steve: Mm-hmm (affirmative).
Matthew: So they expect everything to look like Joanna Gaines just designed it, or who are the other people … Nate and Jeremiah and the Property Brothers and all that. So, you know, I know way too much about HGTV.
Steve: Yeah, you do. I have no idea who these people are.
Matthew: Yeah, well actually some of them, they’re pretty legit.
Matthew: I think that’s the biggest thing. It’s an expectation thing, and one of the things that works really well for us is we’re able to kind of show them, “Look, you can have that and it doesn’t cost nearly as much as you think it does.”
Matthew: You sit there and you look at it like, “Oh my god, this is gonna be $80,000 to remodel this house.” No, it’s actually like $24,000.
Steve: I’ve seen some of the things too that Chet can do on a budget, so-
Matthew: Man, the man works miracles. He does. We’re super lucky and grateful that Chet is on our team, ’cause I’ll call him up, I even call him up for advice on ours. I called him the other day and I’m like, “If it had a backyard that was landscaped, would you have sold it to that lady?” And he was like, “No, but I will tell you this, you need to finish the landscape there.” And I’m like, “Fair enough, I will take your advice.”
Steve: So going back to Ryan’s question, do you have any concerns about the renting and the buying in these certain areas affecting your business model in any way?
Matthew: No. The reason why is ultimately, one way or another, homes are gonna be purchased, whether they’re purchased for rental purposes, whether they’re purchased for owner occupancy, they are. Ultimately, at the end of the day, what’s causing the multiple offer situations, things like that, is literally just a lack of inventory, especially quality inventory.
Matthew: A lot of the things that you look at, you’re like, if you drop $40,000 off that price, I will buy it and I will put the money into it, and I will turn around and sell it for this as a quality product. So, that’s kind of one of the things. And again, it goes back to conditioned from HGTV. Everybody sees that, and that’s what they want.
Steve: So one thing I haven’t brought up here, so let me just bring it up here, is one of the reasons I think you guys get so many referrals is ’cause a lot of your transactions, short sales aside-
Steve: … are seamless.
Steve: And I think part of that has to do with your lender partners and your title partners. Do you want to talk about that?
Matthew: Yes. This is the thing that we are very, very grateful for. When we first started, like I had told you, that magic number was $420 for Zillow, which, dude, that’s like a car payment. Well, especially at the time that was a car payment. That was my first car payment now that I think about it, actually. Eek.
Matthew: An amazing lending partner. I was like, “Look, here’s the deal. Can you help out?” Yeah, no problem. Like not even a question. He believed in us, we believed in him. His business has grown exponentially, our business has grown exponentially. This was the thing that was really interesting when we broke out into traditional real estate. We knew a ton of escrow officers across the valley because we worked other agent’s short sales. So, some wanted this escrow officer, some wanted this, some wanted this.
Matthew: So we saw the good, the bad, the ugly, and everything in between, so we knew where the good ones were, and then we were like, “Hm, no.”
Matthew: So, our escrow officer that we use … I don’t know, am I allowed to name drop?
Matthew: Carrie Persons over at Magnus Title is amazing. That being said, she ultimately makes it so I don’t have to sit there and check on what’s going on. What is going on? Has a buyer come in to sign? Has a seller come in to sign? Any of that. It’s done. It’s gotten to the point, like a lot of buyer’s agents even on some of our transactions are like, “Hey, I really like this escrow officer. I’ve been looking for somebody. Do you think that she would work with me?”
Matthew: And I’m like, “Well, considering the fact that her job’s to do escrow, yeah, I’m pretty sure she would work with you.”
Steve: She’ll find a way.
Matthew: And you know, the thing is, and especially with a very competitive market, everybody has their favorites, whatever it may be. That being said, there’s a lot of escrow officers that we’ve worked with, like I said, form the short sale side, where if it’s gonna come down to this title company versus that title company is ultimately gonna make or break a deal, you don’t let your clients lose out on that. Same thing with lending partners for that matter as well.
Matthew: But, the cool thing is, a lot of times, all of a sudden the escrow officer will reach out to us and be like, “Holy crap, it’s you guys. We love working with you.” And I’m like, “Yeah, well, you know, it’s been a couple years, but yeah, no, that’s great.”
Steve: Well, and I think part of it too is that when you first started with Mike, and you’ve added [Kari 00:58:47] to the mix and you work with Carrie, I think that you guys were able to provide a tremendous experience for your clients where everything’s smooth and there’s a lot less stress.
Matthew: Well, exactly. And the other thing is, ’cause I know everybody, like I said, has their partner, like this is my partner, this is my number one, this is who I use. One of the things that I’ve definitely learned, Nicole’s known it from day damn one, and been beating me over the head with it and I just, I finally started listening … Not every person is gonna be that fit for that client, and that includes myself.
Matthew: There’s times I’m not the guy. That doesn’t mean Chet’s not the guy or [Coz 00:59:28] isn’t the guy, or Cindy is the gal, or Nicole’s the gal. It’s not a one size fits all industry. It’s not that way. So, it was one of those things where we looked at it and we said, “Okay, who are the people that we trust, that we know are reliable, that we know aren’t gonna make stupid, foolish mistakes, and ultimately provide a good experience all around?”
Matthew: Because when you’re buying a house, the last thing you want to do is when I show up to give you a key, you sit there and you’re like, “This experience sucked. The loan officer was terrible. The escrow officer didn’t even sign me. I had to go meet somebody at a Starbucks in frigging East LA.” You know, that’s not a good experience. You want to provide a good experience.
Matthew: So, that’s why we sat down and looked at it and said, “Okay, you know what? These are our partners. These are who … we can stand behind these referrals.” Because I would like to think, if I’m giving you the name and number of somebody, I’m standing behind that person, and that means I’ve worked with them, that means I’ve seen their production, that means I’ve seen what they do and how they treat their clients, and I think you’re gonna be happy with them. So that’s why we set it up where it’s, okay, these are the partners, let’s go ahead and rock and roll.
Steve: And I think there’s a great lesson in there too with Carrie, you know, we were able to convince her to join Magus, and there’s that, no matter how awesome someone is, there’s a pretty good chance someone’s under appreciating them.
Steve: So she’s a great reminder for that, and also a reminder, appreciate everyone you got around you.
Steve: Let’s see. So Max has one other question. What is one thing you can tell new entrepreneurs, especially in real estate today, that helps you to stay focused when you get started and to not compare your process to others?
Matthew: Ultimately, at the end of the day, that goes to … oh god, I think it was Albert Einstein said, “If a monkey and a fish are side by side-”
Steve: It’s an Einstein quote? I haven’t heard this before.
Matthew: I think so. Don’t quote me on that though. It’s essentially about standardized testing and how there’s not one proper way to ultimately do anything, there’s really not, except for maybe math.
Matthew: That being said, if you sit there and you judge a fish on its ability to fly, I think it was, or climb a tree, that fish is gonna believe it’s stupid its whole life.
Matthew: So, at the end of the day, don’t compare yourself to somebody else. Somebody else may have a ton of backing behind them. They may have a lot more tools at their disposal than you do. The most important thing is, do what is in your capability. If you’ve grown to a point where your capabilities are all being utilized and it’s taking 100%, partner with somebody, grow with somebody, do something like that.
Matthew: At the end of the day, that’s what Nicole and I ultimately did. We had grown to max capacity, and I’ll never forget, I sat down with you and you were like, “Okay, by the time you leave this meeting today, you hire Marissa. You have to bring her back as a transaction coordinator, or you and Nicole are capped. You can’t do anything else.” And I’m like, you know, I’ll be honest, I was pissed when I left that meeting. I’m like, “Man, he doesn’t know what he’s talking about.”
Matthew: I called Nicole, and we sat there, and man, we were looking over numbers and we’re like, “Oh my god,” and then literally an hour later I called Marissa and we had the conversation, and Marissa called and quit her job … like literally right then, and she’s like, “All right, I’ll start tomorrow.”
Steve: That’s good. So yeah, I think I would agree with Max when he says, “The perfect answer.”
Steve: So, we’re gonna wrap this up, so if someone wants to get a hold of you, what’s your website?
Matthew: I was gonna bust like a totally funny one, but it’s probably not a good idea. Shortsaleguru, G-U-R-U dot com.
Steve: Yeah, and so if you’re a homeowner or struggling, you’re dealing with issues of your payment, so reach out to Matt. If you’re an agent, Matt’s gonna pay you a handsome 30% referral fee-
Matthew: Thirty percent all day-
Steve: … no questions asked.
Matthew: … no questions asked. I don’t care if it’s a 30 grand property or it’s a three million dollar property.
Steve: And it’s true because I sent you those 30 grand properties.
Matthew: Yes, you have.
Steve: And if you’re an investor looking at property with no equity, Matt’s happy to try to get your offer accepted.
Matthew: Yep, that’s what we do, I would say probably four to five times a month we’re reached out by different investors in the valley that are like, “Hey, we want to buy this. There’s no equity at all in any position. Short sale?” And I’m like, “Yeah, sure.” You know, as long as it’s a legitimate reason, which nine times out of 10, if you’re in foreclosure and you’re underwater, there’s usually a legitimate reason behind it.
Steve: Absolutely. So, that’s it, so thanks again, Matt, and for you guys, if you like the show, tell a friend, share this, let people know about it, and till next time, thanks, guys.
All right guys, thank you so much for joining us again today. Welcome to real estate disruptors. Today we got Carlos race and Sal Shakir. Am I saying that right? Almost Shakir. Shakur sounds better to patch. It was like an Arabic version of him. Hey man, whatever works. So, uh, so Carlos is out there with national cash offer and uh, not too long ago you guys are on TV. What was it?
So we’ve been on, we’ve been on channel 12 a channel 15, channel seven and um, you know, it, it’s, um, we, we assisted this lady. I’m very, very, very quick a scenario here. Uh, this lady was going into pre-foreclosure, um, she was already kind of doing bad financially. I’m kind of headed down the wrong road, hit up a um, um, what was he like a handyman contract, contract contractor. And then, um, the guy just ran off with her money. Yeah. And then, you know, yeah, that’s great. She’s amazing. Crystal Klug. Um, and um, and then she reached out to us, pulled up, you know, sell my house fast as this or whatever on Google search. And then we were one of the top two because we, for the most part, rank top one, top two on paperclick for those of you that don’t know that. And she found this. And um, then we came through and we saved their, you know, we, we bought her property and gave her cash to walk out with and she was just so appreciative and we’re still friends now, you know. So, so, um, some of the new stations picked up her story.
Well, the main thing was that she, she actually didn’t expect anything back. She just wants to get out of the house. She was going to leave the house to foreclosure and not expecting anything. But then when she called us, she just wanted us to pay it off and not hurt, hurt, hurt, hurt credit. But you know, Dora was actually one of our acquisition managers. She assisted her and we told her that no matter what, we’re going to make sure that you’re going to get money and you get to get a headstart on your next move or whatever. Which was able to buy a car.
She couldn’t, she couldn’t, she couldn’t believe that because see this lady, you know, she didn’t ask for money, she just wanted her property to be saved from foreclosure, but we knew that we were going to be okay at the end that we only made. I mean we, it was a complete, like we did put about $20,000 for the Rehab. Only made what, like 25, 26, right?
Yeah, around that.
And it’s America. It wasn’t a whole suffered to sell America, but you know what I mean, a lot of people want to buy American wholesale it. So it happened
and it’s because she owed more than we expected and we promised her that we’re going to give her a certain amount of money so it would only make sense if we flip it just so we can keep, keep our word and which we did. So she’s happy.
Yeah, she, she was honestly, it was so unexpected to her. Like she, she’s like, oh my God, you’re going to give me money, you know. And, uh, she was able to purchase a or put the down payment on a brand new Nissan Ultima. Um, she bought furniture for her next place, you know what I mean, took care of her daughter. So a lot of great things come out of that, that one specific situation of hundreds that we deal with.
That’s awesome. All right, so, uh, before I forget, so if you guys want to find out more about Carlos and sal, it’s national cash offer.com. Um, and then real quick, before we get started, I just want to let everyone know today’s podcast is sponsored by offer fast. So, um, you know, you guys tired of having too many places to go find properties or are you guys want to be able to blast your wholesale deals before you hit the road? We got a solution for you. Everything’s in your fingertips. So I get all your properties in one centralized location and get push notifications. So you get notifications of properties immediately as a download offer fast today. Um, so one, you know, before I, before I met you, one thing that hit me, it was like a week or so ago was a picture of you with your Nissan rogue and all the bandit signs, you know, tell me about that,
that. So, uh, it was a 2016 Nissan rogue. Um, I had a regular nine to five job I’m doing. Um, so I was managing third party motor vehicle services. That’s how I met him. And we’ll get into that later. Uh, and also also I was managing a third party motor vehicle services and we also did like title loans, right. So, um, I was there for 14 years. I was there for 14 years. I actually brought the third party motor vehicle services to them as a second, as a second stream of income from, aside from the title loans. And it was okay. I was making living, you know, I was making anywhere from 60 to $70,000 a year. It was okay. Um, but I knew that there was more, there was more to it, you know. So, um, yeah, our first abandoned signs. I don’t know if we had the budget and the marketing budget, so his girl, my fiance grabbed a bunch of black markers and she would knock out 100 bandit signs a week for me and then I’ll go put them out from 11:00 PM to 2:00 AM.
So Hustle, I mean not having the budget for. It’s not an excuse.
Our marketing budget was probably like 700 a month close to know what’s our budget now.
I think we’re at 60,000 close.
We spent 60 grand every month on marketing. Like it’s like it’s water. Alright. So yeah, we’ve come a long way in three years.
Very cool. Okay. So when we kind of touched on a little bit, how did you guys get into real estate?
Oh, that’s funny. So it was a. So Carlos met me at the car. I was, I was, I owned a car dealership and he was actually marketing for his company, which is third party. Pretty much it was his company at that point because he started that thing like that department and that was his baby. So he was marketing third party. Of course he was working there, but he treated like it was a zone. So that’s, I, I immediately saw that this guy, man, he’s a hustler, so, and I, I just opened up a real, you know, the, the commentary at the retail side and the wholesale side of the cars, which is very similar to the, to the house business. And then we just became good friends after that for a year, you know, I probably ruined his liver and he ruined my liver drinking. Um, and then we’re like, you know, what, let’s, let’s, let’s work together. And um, I had a condo that I sold. I bought one at a younger age and I rented it and he had a house that he just saw been. Yeah. Yeah. And we thought about every single business besides real
coffee shops, a carwash, right? Every restaurant
named moving companies. Uh, I mean, you name it, we thought about it. The last thing was the real estate would even think about real estate. And ironically, we made the money that we’re trying to start our business with from real estate. Right. So, uh, before you know it, we’re like, he’s like, well, how about we, um, we do some real estate and I’m like, oh, well, we don’t know much about it, but we know we flipped and then he’s like, don’t worry, we got this. Uh, so we started as a hobby. We start fixing and flipping.
Holly started reaching out to a bunch of heavy players at that time. Oh, absolutely. There was nobody that will give us the time of the day like it is now. Right. So that’s why I always give people that reach out to me. Like that guy said on my life feed, he says, this guy answers every comment because I know what it feels like to be on the other side, you know, three years ago. I mean, you know what I mean. I was on the other side asking the cody sperber’s, uh, when he would go on his life feed on, on, um, on periscope or whatever, um, you know, I, I was literally at my job just taking notes down, you know what I mean? I’m asking, you know, the, you know, the, the deal, brothers, et cetera. Right, which, you know, they’re, they’re good, good people, but um, I get it like people are busy and you know, their business does consume them.
So when a little guys trying to ask questions, it doesn’t always get answered. But uh, I’ve, I’ve made it a point, uh, I’m nothing, I’m nothing I’m going to compare to a Gary v, but have you noticed Gary Vee answers a lot of his people. That’s how big he’s this guy. We Love Gary v Dot. This guy is one of the realest guys out there as we’re entrepreneur, but one thing that he prides himself in his, he tries to answer his audience, you know what I mean, and tries to provide value to them. So I do the same thing and I know sal does the same thing because we’ve been on the other side of that. So was pretty cool. I remember, you know, like to, to never forget where you came from for sure now that you can pull people up to where you are now. That’s pretty cool. Another thing I heard you say too is that, you know, don’t worry, we’ll figure it out. And I love that attitude, right? That’s the entrepreneurial attitude. And uh, and uh, Brendon burchard or heard him speak very recently, what he said was, that’s what real confidence is. Confidence isn’t knowing how to do it. Confidence, knowing that you’re gonna figure it out. So we were problem solvers. Every business owner is a problem solver. That’s
you wouldn’t be in business if you have everything figured out. You kind of figured it out on the go. Oh,
you get better at it. Yeah. Uh, my mom used to always, you know, growing up, telling me,
hey son, you know, because I grew up with a single mom. Um, and we’ll go over the back, you know, the background story, I’m sure. But she used to tell me, you know, son, she was a single single mom with three kids and she was, she said, you know, we used to run into a lot of problems, especially financial problems. Right? But she’d be like, don’t worry, don’t worry son. There’s a solution to everything but death and taxes, you know what I mean? That’s exactly. And I clearly remember, I’m like, you know, we wanted a 27 inch to Shiva, you know, the boxes back then, right? The little blue boxes like Mommy wanted 27 minutes. So Shiva, okay. You know, all right, well, you know, I don’t have it right now but I’ll figure it out. Go sorento center gets it from Metta Center, pays weekly payments or whatever. So again, you know, I learned a lot from her. She would always figure it out even though she didn’t, she only made $8 and twenty five cents an hour. She would figure out ways to make your kids happy. So I, I got, I got everything that I know is from her coming up. So that’s very cool. So, um, what were some of the struggles when you first got it? All right, we’re flipping or wholesaling, you got into the business or were some of your early struggles?
Well, I just like any business when you first start and peoples, they smell blood, you know, this is just the way of business is. And we were just new and we got taken away. I remember when we first found her first property, so I asked a realtor friend, a family friend, and then he appointed one of his guys and he, he kind of, he was, he was a good realtor, he just was not very experienced and the communication was hard, you know, the language barrier and everything and he found a property for us from a wholesaler and we didn’t even know what that was. So we’re like, we pay top dollar for it. Then he charged us on the buy and of course on the sale and the title company, although we were investors, like we’re starting off. We didn’t get charged as investors in the hard money loan. We almost paid 18 percent or something and then we dropped. It was definitely not in every single turn we took it. It was like being taken advantage of. We managed to make some money. That’s good. Of course. Yeah. But, so it was a learning.
I think he’s, I think he’s, uh, he’s, he’s, the way he’s describing it is actually a very nice version of it. We pretty much got raped by everybody. And I’ll give you an example, the realtor that we have, we had, we had, we didn’t have a lot of money to start out. We wanted to flip, right? And you know, eventually we learn what wholesaling wasn’t and that’s when you see the bandit signs and all that. So it was very early. So our first fix and flip, this guy find a property for 1:40 arv. But that’s actually a very tight squeeze, right? So not to put money into it. We, we, we, we did. So, so this guy, this realtor pays the wholesaler 6,000. And then he says, write me a check for $3,000. We’re like, oh, okay. Yeah, sure. No problem, no problem.
So now we’re at 1:50, you know what I mean? Then the uh, title agencies like, okay, it’s going to be three grants of close, but wait a minute, it’s only $140,000 property, $3,000. It was definitely in. That. Sounds good. We’re at 1:52, right? Then the realtors like, okay guys, well I’m going to charge you six percent or three percent that listed or whatever. And you know, three percent to the buyer’s agent. So by the time it was an I personally, he knows this had to subcontract everything. We broke the granite. We, we messed up the cabinets the first time when the granted broke, the moment we’re holding their grant, that grant ran it. It was like tough as granted. Looks, pringles tears like a piece of paper write down the middle. Okay. And we looked at each other and you want to tell him about some struggles, you know, we looked at, keep in mind we don’t have a lot of money here.
We just freaking cut the granite and half trying to load it on, into the, you know, the kitchen area. And uh, so there goes that. We got to Redo the granite and uh, the cabinets, we hire this, uh, this guy and friend of friend of the family or whatever. This guy makes the cabinets looked like mustard. Yellow was disgusting, right? So it was a complete, just, it was a complete mess by the time it was all said and done, I think we made like 12 grand on her first flight. I mean, honestly, you didn’t lose money in your first one, which is like the rule of thumb. I think that still today, the, the, the, the least we’ve ever made on a flip on the flip, you know what I mean? Uh, yeah. And, and that’s crazy. So we’re just very, you know, we’re thankful to God that we actually got through it.
Thank you lord for allowing us to get through that nightmare because, you know, you just trial and error, right? Things do begin to get better and you begin to learn more just like any other trades. So. Awesome. Uh, so I’m going to ask you 20 of you guys this question. So I’ll start with you. What is your superpower? My superpower. Alright, well, why don’t we answer each other’s questions. Here it goes. We’re a business partner. That’s how I looked at him because he knows that we complete each other in business. So I’ll sell you a self. Super superpower is a, we call sell a and he’s actually pretty well known around the country now as far as podio goes, not only podio, you know, uh, so we call him, sell the system, the system secure. Uh, this guy can set up systems like I’ve never seen anybody set up systems.
This guy just makes everything flow. He is, he is an integrator, a, he is an accountant. He is a marketing guru. You know what I mean? This guy just does it all right. He just sits there and this computer, this guy will be in his computer up until, what, three, 4:00 AM, 5:00 AM. It maybe not sleep, but maybe not sleep sometimes. Right? So, and you know, another, uh, definitely superpower of his is he is a great businessman. He’s a great businessman. I have learned a lot from him because he keep in mind he was an entrepreneur before I was an entrepreneur. I was more of a street entrepreneur. He was, and not, not like drugs or anything. I’m just saying like flipping cars or clothes or whatever. I can get my house. You can get. Exactly. He was, he was a, you know, a real entrepreneur, you know, flipping cars and then he from wholesale to retail on dealership, etc. A financing, all that. So, uh, people App, you know, one of his superpowers is people love him. He’s a, he’s a, he’s a machine, you know, machine. His work ethic is unmatched. Um, he’s a great integrator. He’s a marketing, like I said, marketing guru. I don’t think there’s a better marketing machine out there. This guy sits up sequences, painpoints, you name it.
I already experienced it. I was on your guys’s facebook page just to check it out and I’m going to retarget on facebook. There you go. I was doing research.
So those are, some of you know, I, I can, I can’t really think of all of them because they ask other people. They might have a different perception of what a Super power is. But, um,
thank you. I would you, would you agree with some of those? Yeah, absolutely. I think you know me more than me. That’s great because that’s a fact. Uh, he bought me a gift on a. Was it, was it christmas? My. No, no, no, no, no, no. Recently, no. The first one I’m like, how did you even know I needed that? And you’re like, dude, I know you more than you. The watch set. No, the one the, I mean I don’t know if we should say this. He bought me a gun. Oh, I didn’t know I had, it took me like a year to pick. I never had guns. I’m just bought that and I’m like, dude, I have the exact same one. How did you know? Like if I was going to a nine millimeter glock, right? Yeah. But then like I have Arizona show guys and I’m like, how’d you even know it? Because it had the exact identical. He’s like, dude, I know you. So like
it took him a year to know it, to know what gun he would have wanted. It took me like, I don’t know, maybe 30 minutes like oh, this is the gun for south,
brought the gun to, we’re not to the office. Right. And we met him somewhere so it’s fine. But yeah. So, uh, and then recently I would like to boast a little bit about what I got you for telling the story about this. He comes into the office, so I, I wasn’t san diego and I come back and my birthday has passed so, and we’re having our monday meeting. So mind you, everybody in the office, like our office is packed and people are waiting. We have our agenda. We’re going to talk about the white board and like we’re ready and in carl’s just takes off. I don’t know, maybe I’m like he’s going to the restroom and the guy’s like, hey carlos, this is live restaurant and the restaurant wise he life. So I didn’t even have to have time to pick up my phone and comes in with a bag bigger than me. And he brings me this, um, this laptop a bag. It’s kind of like a, it’s a louis vuitton, which is the guy spent some, some beautiful bag. It’s a beautiful bag. I’m like, how’d you know I want these big. And he’s like, well, because I called the other one a rag.
So this is how the. We went to a mastermind called seven figure flippers over at jason boozy spot, you know, and uh, san francisco and I got my nice little ferragamo carrier that look, you know, my, my fiance got that for my birthday and I put it down on the table and then I see his light, this piece of cloth down and right. And I’m like, what the hell is this? And I, it literally when he saw me, he definitely did. I kicked it, you know, because we messed around a lot with each other. We’re, you know, we’re like best friends, you know, about our business partners do. I kicked this little piece of cloth. I don’t know what the hell it was, man. I’ve never seen something so ugly. I’ve seen like laptop carriers, but that was like the ugliest one I’ve ever seen. It looks old, you know, and uh, and then I just, I knew right there and then what to get him for his birthday and he was not expecting it came back from san diego. Now He has this beautiful, you know, with the strap right now he’s going to be all proud. And when he goes, obviously definitely not going to be kicked her out. That’s where I want to kick that back. I’m sure
I want to talk about is super bad. This guy. So I mean everybody in business. When I first started in business I wasn’t as savvy. Of course, you know, he helped me become the business man as a businessman. I am. And I feel like it’s vice versa for sure. But at the beginning, you know when you have a little bit of money or like you sell something, like that’s all you have. This guy was just at the beginning, like he was such a driven guy. Like he’s such a. He was genuine. The first day I met him he was like, I’ll help you with the paperwork. Says I wasn’t expecting anything. Nothing expected like ge. Like from the first conversation we had, he’s like, I’ll help you with that paperwork. And at that point I think he was being genuine, not just starting my business because that’s how he is now. I know like being in business with him, he’s like, anyone can relate to him, you can be anyone. And He’ll relate to you because he, he’s real, he’s genuine about it and just that moment and I’m like, this guy is really trying to help me. So how about we go by like within, like if like within a week or so. I’m like, how bad, because he was flipping hats. he was doing like every, like I said,
that’s the all in all it guys, entrepreneurial brand. So yeah.
Um, and I’m like, how about, you know, let’s go to the auction, let’s pick a car for you and let’s, you know, let’s have you flip it. And I don’t want nothing back. Let’s see how, you know,
not to me meant so much and so much to me. We did a couple of, one of the first one you made like $2,600. The first one I literally spent 25 hUndred dollars bucks and I made $2,500 on it. It was a 2007 saturn ion. And I, I, man, I flip that thing on probably within a few hours, you know what I mean? Then he did it for you and it was, I mean, this guy, I’m like, dude, you can sell anything right when I say I can sell anything. this guy had this old, this old. No, no, no. This was worse. This guy had a pt cruiser with like black paint on paint, on paint. Like someone like, someone was like, oh man, we mess up that paint job. Let’s pin it again over the paint. You know wHat I mean? Oh, we missed it up again and I’m more. see if it fixes itself. and it was a smoker, right? You turn it on. Is it trading
that we got and we didn’t want to sell the deal. It was like, I’m like, just put it on craigslist and you know, since you’re like doing that, right,
go ahead. Have at it. If you’re selling that, you can sell anything. So I advertise on craigslist because it was a smoker, lIke it’s a little smoke. I put smoking deal. You already a pt cruiser, 2006. I sold it crap. I can’t believe we drove it. Anyhow, going back
to to carlos, like just genuine, genuine ality. I’M being a good person, like when he gets something, he always helped his friends around him and that’s like the biGgest thing when he sees he see these traits in a person. A business partner is tough guys to whoever has a business partner out there. It’s probably. I’m not married, but I’ve heard from marriage couple. It’s tough. It’s rough. It’s very tough a lot. How many business partnership do you see in real estate? Generally recommend avoiding a partnership if you can generally, but you know what if you have like a, like if they complete each other, I think that’s the art component would have been where it’s at without him and I know for sure because we complete each other as we do different things. We bring different things to the table so just his communication skills.
So I hear this guy on the phone talking on the phone and we. I think we have some recording is. I wish we brought it here and you talk to someone, you talk to a seller that’s pissed off already. I bought something and they end up selling you a house on the same. Same conversation. And the same like within 20 minutes, like someone was pissed off, calling pissed off, but ended up you ended up buying their house and then like, and ended up calling you, you know, in spanish nino or something like my best, we’d like sweetheart or something and like, and then like, oh, you’re a blessing from the, you know. And then when she went from I’m going to sue you to get on the next plane to la, we want to meet you. And then like my love my dear, like, you know, as the sun.
So, you know, just genuine, right. Um, his work ethics was when I, when we first started the real estate company, it was a hobby, like I said, it was a fix and flip, you know, and then we’re going to do. And then we found out about some checks coming in, like what was going to a wholesale. And we’re like, well what is it wholesale? So this guy start digging in about wholesaling. I’m Talking about him and his job and, and he would be like in, in the back, just learning about real estate, reaching to people, which most of the time was unsuccessful because like he was mentioning when, when a lot of these folks are pretty busy and you know, they don’t want to give time to the little guy. so men, this guy would work maybe what, 20 hour days?
Yeah. So from 7:00 AM to 3:00 PM, um, I was working at the nine to five but I already knew what I wanted to do with my life. And so from 3:15 PM to 12 to one I was working, I was blending our conference call.
It would be 1:00 to 12 or 1:00 and we went national capital around two in the morning or something. And then we would talk business for a few hours. Then we go back to sleep so we can continue the next day. We can plan the next day. Right. And that just that continued on. So a lot of people don’t understand. Like when it, when people say like he’s a hard worker or a hustler, I mean this guy is a definition of a hustler, right? Yeah. Talk about having two jobs. But one of them is pretty good, not a secure job. It’s pretty much just building something out of nowhere and that he just always had the vision. He’s like, look, we want to be big. Like we don’t want to be just like the other investors that just, I buy houses or anything. We want to build a brand. And national cash offer came, I think it was like four in the morning. Wait more than 2:00. And imagine like we’re, we’re like looking up names on the phone, like,
and that was like thousands of terrible cash off. It’s probably someone who owns that. Alright. So let’s catch off. Right. So,
uh, just that. And then like the work ethics, but ever since the guy is so loyal, um, because at the beginning I was so busy with my real estate and I’m on my car dealership. I only transition from Ireland to car dealerships at that point. And um, I actually unfortunately had to let one of them go to so I can focus on real estate and that was the sacrifice doing business. You sacrifice one thing for something greater. So I own one right now instead of two. Um, but at the beginning he was definitely holding it down more than I have because I was. And he understood that I was so busy doing what I have to do. Um, and, and just that, like in a lot of business partnership, people don’t understand that. They’re like, oh, well I put an extra more than you or someone says, uh, I put an extra dollar more than you yesterday. Yeah, we’re, we’re, you know, who also was always genuine. Like, no, we don’t. Yeah, we don’t like, we don’t even count who has more.
I mean, I came in today at like 11 and then went straight to get a massage and uh, he’s been stressed out. The whole thing was there super early. He’s, yeah, he’s, he’s been running around because again, his part of the business is, you know, systems and you know what I mean. And he has a lot on this
playing. We have probably what, 12 months goals?
He has a lot on his plate.
Just to remind everyone right now. Yeah. You know, if you’re on, you’re paying attention. We got 52 viewers. Appreciate everyone that’s on. If you guys have questions, you know, don’t be afraid to ask him right now. We’ll get them. But also like carla said, you know, like these you guys want to give back so we could reach out to these guys on instagram. Absolutely. Should ever. Sure. Um, so next question I got is a. So colton, colton harris wants to know how do you guys present your offers because obviously you’re not offering retail. So like how do you present the offer where it makes sense for the seller to accept it. That’s definitely.
I deal with acquisition side. So the buying side and I deal with the selling and the integration side. Yeah. So I always tell my team that the approach is everything. The way you approach a seller potential seller is, you know, you have to first and foremost, you have to build so much rapport that no matter what offer you bring to the table, they’re not going to tell you to f off and just click on you, right? If you build rapport, because you know, people do business with people they like. So the approach Is everything. You know, it’s, it’s great to deal, I mean, more often than not, depending on what your marketing stream is, you’re going to deal with a realistic, rational seller. Someone who knows, like, look, I know I got some, do some fixing and I know that I can do this. So those are the easy ones, you know, to make, to make a fair, a fair cash offer, but the unrealistic ones, um, you just have to let them know like, hey, you know, this does have to be a win win. Like I am here to provide a service for you. You are the number one priority and you know, but this, does this have to make sense for both sides in order for this to happen. You know what? I mean, so that’s very, very important, but again, it starts with the rapport. You have to build rapport. These people have to become your friends. You have to connect with these folks in order to try to make something happen.
Can you tell me how you connect, how you buIld rapport? How do you do it?
Um, so like you said, you have to be a genuine person. If you’re in this to get rich, you know, I don’t know how successful you’re going to be, but if you’re in the supervisor’s service, um, I think that you’re going to be more successful, you know, the odds are you will be more successful right now. Show you. Go ahead dude. Okay. So, um, I’ll give you the perfect example. We just had this tucson seller and one of my acquisition guy was talking to him and he doesn’t have a lot of luck. We were at between 70 to $80,000 as far as the offer, the offer, right? He was in [inaudible] 98. So then I started talking to them. I actually have the recording because somebody actually, um, somebody actually recorded, one of my acquisition guys was, oh man, this is going to be gold. And he hit me.
He hit the play button, right? He recorded the phone call. He sent it to me yesterday and I started talking to him. His name is steve. I remember the guy’s name, I remember it, steve. He lives out of states, his daughter, who he loves very much lives at the property and she goes to u of a and she’s thinking about, you know, she has first dibs on the property. So you see how I start to collect all that data and information. And I said, steve, oh, you know, hey, I know that’s your princess. I have a daughter of my own. I, you know, those, those are, those are our pride and joy. I know that she’s gonna have. But if she decides to move out of the state, you know, allow me to give this a shot, you know what I mean? And I said, hey, look, steve, I know that you’re in 98,000 and I’m at 80,000.
I already told you what I can do for you, steve, I’m going to give you cash, you know, in, in cash, as is a day of your choice. Make this the most simplest transaction you’ve ever had in your life. You know, can you. How close can you get to my number? $80,000 at that point said, you know what, why don’t we meet In the middle, you know what I mean? And I know, I think that’s a time where I don’t know what that timer is for. We good? Okay. And then he says, all right, carlos, I am going to go to los angeles. This was the saturday, by the way, and I’ll be, I’ll be back friday. I said, okay steve, so can I follow up with you on saturday? Is that okay? He’s like, yeah, of course. That’s fine. Let’s do it. By the way, I already got this guy halfway down, right?
Said, steve, you’re going to be an la. Uh, if you don’t mind me asking, what are you going to la for, for business, for business if you don’t mind me asking, who are you going with? Right. All my sister in law were handling a business arrangement down there. Okay. You know what, steve? Mark my words. As soon as I get off this phone call, jonathan, my acquisition guy is going to send you a text message with the name and address of this place. I need you to go check out. It’s called spire. Seventy three. It is 73 stories high. It’s a. It’s a rooftop lounge. They got delicious food. They’ve got amazing cocktails. You get to oversee the entire city of los angeles. You have to promise me you’re going to go. You know what I mean? You see how he’s like, oh wow. Yeah man, I’m, yeah, I’m definitely going to go shoot me the address.
And boom. I had john shoot him the address and he said, thank you. I’m definiTely going to check it out and I’m like, you gotta promise me that you’re going to go to this place. ThIs place is breathtaking. I couldn’t believe it when I went, you know I, I went, I was in la three weeks ago. I’m buying another property, so you need to go to this place, steve. So you see how we’re, we’re friends now, we connected. So I mean if that doesn’t let you know how I connect with people, I’ll know for sure that
this is what I was going to show everybody if you want to show it to them. so ever since we incorporated this into our company, core values, our core values definitely changed on our company’s direction. So if you want to show it to be so selfless service, integrity, work ethic, commitment and teamwork. everybody that we here, if you want to show that
I’m it. All right,
there you go. So those are actually displayed into the office. And ever since we did that with god has been blessing us because see that he was actually providing a service before you even buy the property or we didn’t even know if we’re going to buy it or not because the doubter might move out each property. But he just provided like that’s providing a service and being genuine,
rIght? We, yeah. We don’t know what. But I know one thing is that if he does decide to sell that property, guests who he’s selling it to you for sure. So keon gray wants to know what was your first form of marketing? What was your first thing you did? Bandit signs? Yeah. Easy enough. And then, uh,
wrote handwrItten, handwritten, bandit signs. Um, I went to this place and they give you a great deal for like seventy five cents. They give you a blank small little bandit sign and uh, you know, just grab a marker and go crazy. They transitioned off the bandstand
was black, all black, like, you know, a marker. Then some colors,
well you can tell us and we got a little money. We’re going to be red brick house with the chimney, you know what I mean? So it went from like talking about the, the sharpie, the color charts. I went from sloppy, you know, it was, it was black sharpies and colored sharpies. Then the printed ones, they said, yeah, you can tell that, you know, okay, they’re starting to get a little little more that
getting money, you know. So, uh, it was monica, who wants to know where you, what’s the best list for cold calling to follow up with you? That is how to skip trace them. We actually, I’ll give you guys a nice little nugget here guys. We actually provide a skip tracing. We are, we have a skip tracing company. We run all our records through our skips racing company. There’s a lot of big investors that I will mention around the country that actually use our skip tracing company because our data is
better than too. We brought in a data science,
data science. So we, we, we do about a million some records a month and that’s across the United States for a lot of people, including our company. So if you guys have any questions just send us an email to need to skip a g.com. So just need to escape at gmo but you want to give them. I’ll, I’ll get it.
Why don’t you give them a nice little list here. The guy that does it all. I was going to go.
So let’s. Yeah, so the list, that’s not a, it’s not a one answer question, so I’m cold calling and obviously is the new thing now.
Before it was male, everybody’s doing cold calling before everybody. Even before everybody started calling before everybody started advertising, cold calling, cold calling for a few years and everybody’s just done the cold call wave now. Yeah.
Yeah. Coco and is amazing by the way. So good on you if you’re doing cold calling right now, but I’m the type of list. It all depends on what market you’re in. Of course, as far as us, we, we hit every single list, cold call and we have 13 cold callers and ours is a little bit more granular than most, so we separate our, our list into a different tier. So There’s three different tiers that we separate ours into cold, warm and hot and we appoint are our best colors to the hot and our second best callers to the warm and our, our okay colors to the, to the whole tier. High high equity. So high equity. Would it be a cold tier? A hot tier? I would say pre foreclosure. A tax default, um, and medium a warm here I would call it,
we will use the code violations x. Let me give, let me give them a nugget, right? Depending, um, if you don’t have a lot of money to just grab a bunch of lists like we do. I mean we spend tens of thousands of dollars every month on these, not only on the list, but on the skip, skip tracing the lists, you know, even though we have our own skip tracing company, it still does cost us a lot of money. Right, right. What I would do is I would, one of the best lists that you can possibly get it is driving for dollars. Absolutely. And that doesn’t take any money. Just a little gas money, right? Driving for dollars. Even google. You can see some people, I know some people don’t actually use google view. They literally drive google, google for distressed property ea or they do it themselves and the va’s $3 an hour and they just make, create a spreadsheet. And the only reason I know this because they send us those lists, skip trace for them. And I’m like, how do you get this list? And he’s like, yeah, we, uh, we, we google drive it so it’s crazy. So I’ll give this guy who’s watching your show a little value. Go get 100 properties or distressed properties, drive for them, uh, tell him that, uh, or tell us that you were watching the show and we’ll skip tracer for free. That’s huge. So make sure he knows that.
Yeah. So yes, I know lists and uh, and, and carlos was always skip trace that for you for free. That’s awesome. Um, and then let’s see, what else was there that one? Send it to carlos and national cash. Oversaw our va. Doesn’t get confused. Carlos and national cash offer dotcom one. Yeah. Uh, all right, so david old wants to know how many markets are you guys in right now?
I can name them. Go ahead. Alright. So California, um, okay. So, um, uh, riverside area, inland empire area in California, um, I’m oBviously phoenix in the metro san bernardino in California. Um, phoenix, all metro areas. And then you have a Nevada henderson. I’m soon reno. Um, and then you have a san antonio, dallas, fort worth and austin and uh, soon tulsa in columbus. God willing. So we’re skipping houston right now. There’s a lot, there’s a lot going on in there. Here. I’m hearing there’s a lot of ways. Yeah. So this is a thing about us. We lIke to be contrarians. wherever everybody’s going, we like to go the opposite direction. If like, I’ll give you an example. We’ve been cold calling for a while. Everybody’s trying to cold call now. Now we’re figuring out other ways, you know what I mean? So that’s, that’s, uh, and we’ll talk about the superpowers later. Yeah, of course.
Uh, okay. So max, what’s up max? Max wants to know, are you guys door knocking and what’s your success rate when you’re door knocking?
We don’t door knock can, we don’t do bandit signs nor door knocking, which we should be door knocking, but we do have people that do driving for dollars for us and they submit it through our system and those are called affiliate. So whether we do is we skip trace for them for free and we can process the lead through our system and, or they can do it and then we can sell for them and we just make it easy, easy
to, to, to, to bird dog for you too. Oh, absolutely. All they do is just drive around and stuff.
Yes. We don’t like to call our folks bird dogs. We like to call them affiliates. Okay. I, uh, and I’ll give a small little shout out salmon. Gus, the, a two affiliates. These guys have already made it least $12,000 a piece off to properties and that’s within like two months at peace. I don’t know if. Yeah. So, um, yeah, I mean, affiliates, if you’re looking to be an affiliate, guys, let us know. We would love to help you out. Our affiliates, we would like to jv with them. We will help them support them in every which way possible. So.
Okay. And brian salmon’s wants to know how large your list do you recommend monthly per coal color per mile. This is your question. So our call color is dial anywhere between $600, $850 a day depending on what dollar use and health is that on the triple a or single? Yeah, it depends on a single line or a triple line. How many hours? but the average is that. So that’s the industry I’ll average it depends on what kind of data you get. So for our data, we get up to them phone numbers. So it depends on who you use to skip trace. Sometimes they give you three numbers only. So that’s where where It kind of, and you know, we can get into details, takes us all day to get into that. But for one called carla, imagine if you have, if you have a list of a thousand people and you skip trace it and you got average for numbers. So that’s 4,000 numbers that you’re dialing. And of course you know, you’ll have some of them, they will talk to you for half an hour or 20 minutes. And then the rest is probably, they don’t, they don’t answer. It goes, it goes back into the queue. So I think, uh, if you do that list of 3000 to 4,000, I think that should be. Yes. You know, it only occupy them for like a month. Well, yeah, That, that’s what was the question. Oh yeah. Cassie carlos wants to know how to become an affiliate.
Just reach out to us, reach out to us, [email protected], selling national cash offer.com and provide your phone number. I’ll give you a phone call and you know, I’ll set you on your way. Instruction are getting some deals. And then where do you guys get your list? Where do we get our lists? So
which list there is, there’s a lot of journalists. So where there’s less source, of course everybody knows about list source property radar. There is a way adam data, there’s rebo gateway. Uh, there are successors data, there’s so many different. So it depends on what type of list that you trying to go through. All of them were going. so for each one we use, we use. For us
it’s just, I’ll give you an example, I’ll give you an example. Where’s the best tax default
tax default? We get it from rebo gateway. Gateway. See? So each, each, each resource or data provider has its own niche. If you want to inheritance, you’ll go to successors data and probates from there as well. If you want equity, of course success. A list source has a bunch of equity. Property, property radar, property radar. Uh, we used to it more before, uh, but you know, limits you, but I mean we downloaded 480,000 records last month. So, uh, it’s amazing. We couldn’t do this property radar, uh, but we download from multiple sources. Um, tax default, rebo gateway. And then do you guys prioritize your dollars based off the list? For example, three dials at a time for Ohio equity and then wonderful foreclosure. Do you guys have? No, they’re all, they’re all triple dialer’s because just because time is important in real estate time is everything.
So, uh, but we do specify we do put the right people into the right list because you don’t, you don’t want, you don’t want people to call the preferred closure list. And someone who’s who’s new, especially these people are more distressed and you don’t want to. People don’t, don’t realize that building rapport a that starts with a call called not when people are trying to reach out to you and you buy their house. A lot of people talk about building rapport, building rapport, but they forget that building rapport starts with the Cold call and a lot of them are cold calling now. We used to have a call center in the Philippines and we actually shut that down and we use. Now we have nicaraguans calling for us. Uh, but starting next month we’re going to have our own call center. We started a, yeah, we started a call centers called the colgate colgate.
Provide that service for everybody across the nation. So the beautiful thing about this is we, because we’ve been cold calling for so long, we just were understand what strong with the cold calling the industry right now. People, people hire someone from India and there’s, there’s, there’s a, there is a barrier in between the cultural, cultural barrier. Like somewhere in the Philippines they are, they don’t know what the roof is made of. They don’t know that here, a football game, a basketball game in the background, they can’t relate to that. So our callers are going to be a bilingual english and spanish and she’s going to be level five, which is pretty much like how we’re speaking right now. Um, and that’s, that’s the key for cold calling. You don’t want to. A lot of people go for the $3 dollar a person to dollar for dollar or $5, but they missing out.
It ends up being more expensive. It does because it’s missed opportunity. The data, the data that they’re skip tracing is expensive. The data they’re downloading is super expensive and they’re putting their. Given it to someone that doesn’t know how to handle it. So yeah, it might be cheap just to see on that end, but I remember how much money you spent at the beginning and guess what? The Missed opportunity, not just the money that you burned a threw away. What about that? Yeah. The $100,000 deal. The $200,000 deal that he could have got from that perfect color. So always train your call is I would say once, once a week, have a meeting with your cold colors if they’re out of out of the country, which is fine, but as you progress, you might want to hire people that speak better english, that relate to the culture better, right? Um, and then, uh, my boy matt potter or the short sale expert and you recognize him. So he wants to know what is your best marketing most effective leads, digital
pbc, right. That’s what it’s been for the past couple of years.
Yeah, it’s definitely been that. But it’s been cold calling lately. Lately has been cold calling because we shifted eveRything like we have.
So we have, just to give you a small example. So for matt potter, I’m so out of the 34 active deals that we have in the pipeline right now, 12 of them were from cold calling. So yeah. So right now it’s cold calling, but it used to always be digital, which is a paperclick sco. Alright. So I’m click on the presidency and social media, so I’ve done a lot of paper click right. That was one of my best lead sources and I can tell you personally, you know, in the last six to 12 months off or been eatIng my lunch, you know, they’re like the bully pushing me around and I see that I saw actually experienced with. I see that happening. Um, well, okay. So this is the thing about competitors, right? I don’t know if I’m allowed to say this, but a lot of competitors, I won’t mention specific names, but a lot of these big competitors, they have what’s called a gross offer.
Um, they come in with a, let’s just say your property is worth 200 k and they’re like, you know what, yeah, we’ll give you 190,000. Right? By the time, by the time they send an inspector and, and they take out their, their, um, their risk, a fee and commission fee and doc fee or whatever, then theIr net offer becomes less than what our initial net offer was. But by that time, these people on the closing table. So it’s a little late to back out and, and in my opinion, it’s very unethical, right? Oh, I feel the same exact way. So how do you, how do you convey that message? BecAuse we explained it to them like, hey, they’re going to beat you up after the inspection. You’re going to get less than what we would offer you.
So again, that’s building report. If somebody that trusts, if someone’s going to trust you after they talked to on the phone and they understand there are people going to do business with you if they, like you said, but from a marketing standpoint, you always have to be innovative. So just they didn’t, they dIdn’t become big overnight, right? They didn’t do their market research. They did, they understood their competitors and they jumped into the market just like that. we do the same thing. We, we have, uh, our digital department consists of six people, so it’s not just us and the in the marketing for just for the online department. So we have six people that constantly work on our online, um, and we understand our competition. All right,
so let’s see what else was there, um, knowing what you know today, what would you guys do differently when you guys started? You know what, I’m, it’s hard, you know, it’s hard to say. LeT me tell you why we feel like you have to go through the growing pains. Like I actually miss, I miss the excitement of, of like getting a big check or, or you know what I mean? Now our excitement now, like it’s not the money, it’s the growth, right? So as we’re growing now we’re excited. Okay. Yeah, we were startiNg to call center. We’re doing this, we’re doing that, we’re expanding markets, you know, we were kicking butt in san antonio, et cetera. So that is what makes us excited now. But back then, uh, I do feel like you should go through the growing pains.
That’s, and we always say this, I mean there’s somethIng that I always said that hardship or refined people, I’m just going through the hardship. It just diamond you mold, it takes some time and pressure and, and it becomes something beautiful. And I think that if, if we were, you know, food spent, you can use that. Yeah.
Okay. So you know, if we had a silver spoon in our mouth and I don’t think we would’ve became the company that we are today because we want to appreciate the small things that we got at one point we said if we get, we get one deal every deal, we’re going to get every wholesale deal. We’re gonna get it. We’re going to travel, right, man, if we did that, this will ever be in the business, we would not because there’s more now we have more deals end of the month. So are you good on tHe charger? All right, there you go.
So, but I will give this advice. Surround yourself with the right people. I think one of the biggest life hacks is surrounding yourself with the right people and education. So if you really powerful it. Really. Robin says it, jeremiah says, I wish I actually remember inside, like I don’t like. I know I’ve never watched the like grant cardone, I just, I read a lot. And, um, I actually learned that from a book called flip when nick reese, one of the biggest life hacks is surrounding yourself with the right people. Um, and I strOngly do agree, even if you’re an up and coming guy, if someone sees hustling you, If someone sees, you know, you are an ethical person, um, you’re, you’re, you’re going to save yourself a lot of hardship. You’re gonna see a lot of hardship and they’re going to pour themselves into you. Just absolutely for carlos. Alright. So let’s see what else was there. Okay. So Jordan cast wants to know how many employees does natIonal cash offer? Half. Twenty six, 26. All right, so that 26, uh, are you paying a commission? You pay hourly. What’s the, what’s the setup?
It’s, it’s, it’s different per employee. But um, for most people would probably want one. I know about the acquisition. We have five acquisitions right now. Acquisition managers gets paid a draw, which is, if you don’t know if some of you who don’t know what to draw his car from a car dealership and said that some people get paid, get paid on commissions. And let’s say they don’t sell that week, so they get their draw or that month they get their draw and then next month whatever they sell, it gets cut out of their draw. So we do a base, which is a draw, and then we do percentages for acquisitions for our, we have a disposition manager. He’s um, both on base pay and not a drop and a percentage of every deal that goes through the, through our
percentage of the spread. And then you, so you guys, your acquisition, you’ve got dispositions, transaction coordinator, managers, marketing. We got a, we have a dIgital department, um, we have cold callers, we have a quality control manager for the cold calling on. That’s huge. Yeah. Oh yeah, that’s very important. Yeah.
she’s a cool girl herself. She, she’s a phenomenal call color. She’s the only unIted states called color that we have, but she does every day at nights she listens to the calls for that same day and the next day she gives the report. Did you give if they made any mistakes, if they said something or they hung up on the wrong person. So all of that is quality control and squash and immediately. So before we used to not miss out a lot of opportunity just because of that, because especially if you guys call, call and you don’t know, like a lot of people are out of the country, someone will actually be on the line for an hour or two acting like they’re on a call, they’re just, they’re just hanging out with the person next to them and talking and they’re just, I’m done. We’re going to change the entire, like calling. So industry once we learned to be careful from that, that you, you may think that someone’s calling, but they’re just hanging out, going to the restroom.
So all that man. All right. So let’s see what else was there? We got you guys have any free sources that you guys like free sources for leads or for marketIng, for leads?
Um, I would say free sources come from mls. If you, if you know your way around the mls, a lot of people get leads from there. But yeah, I’m just, can be for conveniency, we don’t get it from there because you know, you want to suppress data that you’ve got previously,
you know, a golden one is um, zillow for sale by owner. Yeah. There’s a guy that we know before he goes to bed every night. He just shoots the for sale by owner guys, a text message. Hey, would you take this? You know, that’s not a bad. Not a bad have been.
I know a manager one day he, It was a, it was, our systems were down. Uh, I don’t know if you guys know a podio is down for awhile and she’s done yesterday and yesterday and today to either way. And he wasn’t, he wasn’t doing much. So what did he do? He went on zillow for sale by owner and when he called and then he caught a deal that the spread was 50 k, but the lady was kind of a headache, but we ended up making $24,000 at the end of the day. Still freely because he was just bored or maybe you got it.
Yeah. Uh, okay. So you said that you get one in the us and then everyone else’s and in out of the country,
out of the credit by if we do the out of the country, they have to be level five english speakers, which is.
Is that like a test to take? We actually do have.
We have a particular script and it uses a certain tones and so you can distinguish what kind of level.
That’s awesome. Yeah. You want to hear some? So I have some examples of audio. I think what we’ll
post the links to that later on. Let’s see. Alright. So we’re gonna talk about cities. You guys in. all right. What’s the greatest lesson you guys have learned and that could be in his business outside of this business, but just a lesson that you want to pass on doing that.
Do not burn. People always, always do the right thing in business because what goes around comes around. I mean it’s a small, especially in real estate is such a small community. Don’t cHase that one deal that makes your rich do the right thing and, and do good by the seller because at the end of the day, we’re, we’re in the service business where the solution is business, so the real estate, and he says that all the time to the real estate is just a product and at the end of the day, if you’re not, you selling phones or cars, the car is just a product. We’re in the people’s business. So if you’re, if you’re a bad person with one person and the other, you can’t balance the two. So always be the.
That’s powerful. What about you?
Um, I would say try to gain as much knowledge as you can. Um, I think that that could prevent a lot of headaches and a lot of money thrown away because now look at our marketing.
No, absolutely. Twenty 16. We went to a hot seat event and we were already making six figures and, but you know, at that point you don’t think that there’s something else that you didn’t know at all.
Sign me on the show and
you already in a way to take action. Keon. That’s awesome. We love action takers
and then we, we didn’t think that there were going to learn anything new, but someone pushed us, my friend jalen, and he’s like, come on guys, let’s go. And then we went and I guess what we were heading to a direction and then that took us to change that whole our business. Absolutely. So learning like don’t, don’t think that you know it all if you’re the smartest person in that room, leave. Right? That’s, that’s definiteLy a true statement.
So toby, where, sorry wants to know how much you guys spent a month in marketing. I want to qualify that questIon too, is how much you guys spent a month overhead total and how much you spend a month in marketing. Um, someone’s, someone’s, we have,
our average is about $70,000 a month, but it varies between 70 and 100 depending on, on of course, how much commissions we pay. Um, recently we increased our budget, so we’re in like close to the 64 a marketing a couple of months back marketing was 50.
Okay. And you guys have any realtors on your team? That’s from noel challenger?
We do, we actually have, um, they’re not. So we actually created a with nexgen. Uh, our good friend, omar roleplays, we actually have our own brokerage with him now. We’re not real realtors, we just partners, brokers. You get it. We’re owners, we’re brokerage owners. And then we have some realtors that we’re actually starting to interview. Um, so we can monetize on all the retail leads that we have, which is over 3000 right now,
right? Yeah. Smart move, smart move. All right, so what are you guys learning right now?
Uh, you know what, I’m
taxation ivy or money management
taxes. We just paid our taxes and uh, it was a lot. It’s a privilege and it is a privilege. Um, I remember when I used to have a job and I used to be excited about getting a return, you know, you know what I mean? Like, oh man, I can’t wait. You know, I was, I probably had already spent that money before I even got it, you know, uh, but, um, we are learning, we’re learning a lot. We’re learning aBout, um, a sep iras where, you know, we’re,
I would say money or wealth management and wealth retention. You have, everybody has a partner, irs has your partner. Whether you’re like, here,
don’t, I don’t mind paying the irs spend as much money as, I mean god, we’re able to think god live Abundantly. Thank you lord for that. And uh, you know, I’ll pay taxes if I can, if I can continue to live the way I live and my family and my friends, you know what I mean? So I don’t mind paying my toll.
Alright, so templates and walker, one of my boys, the first guest. So, uh, he wants to know what do you guys do with your retail deals where, you know, there’s just not enough meat on the bone, but the seller, super motivated. We monetize. That’s why we started a brokerage. We started a brokerage in order for us to attempt to list that property. Yeah. Yeah. Sorry. Okay, cool. Uh, jamil, jamil, he wants to know ipa or loggers,
ipa, ipa, ipa, yeah.
All right. uh, and then Joe Johnson wants to know what’s your, some of your favorite books right now?
Okay. So, uh, this is, I flipped by nIck reese if
you’re, if you’re, if you’re just a beginner, I always tell people read flip by nick reese. He’s a really good friend of ours. It’s crazy because I, you know, he was a mentor. He was definitely a mentor and he had a lot of impact on our business and now you know, we share some stuff with him, you know what I mean? So he’s a really good guy, genuine guy, realplayer active guy. You got a lot of these gurus and create himself. Yeah, he beat the concrete, probably flips about 20 or 30 properties a month. There’s a lot of gurus out there that actually don’t have any active deals. I say that all the time on my live streams because I despise those people that are just trying to sell education with 10 year old content. Right. I know what I mean. That we’re not worried that doesn’t work as well.
They did, they did make money and those methods back in the day, but that won’t work. Nice. Sell it today. So imagine how many people are failing because these girls are giving them the wrong content. What I mean, and they’ve taken their money. Take their, they’re taking, they’re taking thousands or tens of thousands. The average guru that makes $10,000,000 a year. So just do the math and you know what they, they feed off that fresh up and coming wholesale blood, you know what I mean? And we think that’s really wrong. So flipped By nick reese and also guys, I don’t know if you noticed the steve, I’ve been dropping a lot of content and lately on my live feeds and you know, how to leverage other people’s money, all this stuff and it’s free, you know, you don’t have to me for it, right? Um, so you know, all in underscore entrepreneur on instagram, I like to, I really love to add value. That’s why I ask questions. I’ll say, hey guys, what do you guys want to learn about tomorrow? We’ll talk about it, right? Um, the other book secrets of the millionaire mind, that’s actually a must read. We actually have made our entire team read that book, see harv eker, secrets of the mind by t harv eker yesterday. Sir. That is a life changing mindset changing book. And then if you’re more advanced
into that book is if you’re, if you are advanced, definitely do track traction. Traction is amazing. We changed our whole business based on attraction and exactly everything changed. exactly. Yeah. Amazing values are based off trenching. That’s awesome. There’s a new book that I’m reading is called scaling up. Scaling up. THere you go. Yeah. So let me ask you, nick, reese, reese, how do you spell his last name? Nick, n I c k reese. Ruez, yeah. Yeah. I wanted to make sure because someone else like nick reese and I was looking at us like this is nick ruiz. Okay.
Reese home flipping. Cool. It doesn’t pay us to like drop his name. We just have a lot of love for the guy. So
we’ll work on it. I’ll try to, I’ll be your manager. Okay. Uh, all right. So let’s see what else was there. Um, uh, why do you think most people fail?
Can I answer that? Absolutely. Lack of commitment. It’s that simple. Yeah. A lot of people are motivated, you know, they go to a flip to freedom event or they go to some seminar and they’re out there. They put their first hundred bandit signs, they don’t get a phone call, It’s over. They’re done.
Or there are their why’s wrong. If someone’s trying to do it just to get some money. Yeah, just to do it for the money or to get a nice car. And which is nice. That’s just the perks of owning a successful but really have a purpose.
It, it’s very simple. Yeah. So just like you said, you know, you’ve got to have a strong why because that strong why is going to keep you going through the, the, the failing times, trialing, you know, traveling time. Right. Um, and if you chaSe success and chase growth, what do you think comes with that as it’s going to come your, your, your little lamborghini that are. I don’t fit in a lamborghini, so I don’t, I’ll never buy a lamborghini. I’m so, yeah, your, your lamborghini comes, your nice estate comes. You know what I mean? So the money does come if you chase success and growth.
Um, so I think that’s a very great point. So let’s elaborate on that. What is your why?
My family. I want to change the entire trajectory of my family. I’m the first guy in my family, you know, to do it. And then like, so you know, Donald Trump already had fred trump, right? But Donald Trump exploded. You know, fred trump was only worth about 10, 10 million, which is a lot, right? But Donald Trump is worth billions. You get it right. But it started somewhere, right? It start, it started. I’m, I’m new money.
I’m a new mindset for my god willing generations to come. The guy that’s going to change it. Every fred trump. I’ll be fred trump as awesome. Fred or I’ll be francisco is on hispanics all by yourself.
Mine is the same as family just because my background, we come from, I’m from the middle east. we ran away from prosecution and uh, I see my man, my family struggle definitely heavily struggled through almost being kidnapped. My dad’s been shot, um, you know, just been through a lot. We came here, we thought, you know, we made it safely, made it. Now we made some money, come back, homecoming coming here. Um, but we lost it all pretty much and my dad lost like 74 pounds in like two months. So at that point I decided that I was, I was a guy that went to school, so I was, I always wanted to finish and become like a doctor or an engineer or something. But at that point, that was the moment I said, no matter what happened, I’ll make sure that my family’s okay and everything I do is for my family. So I didn’t, I didn’t go to college. I just hit, hit work. You came here as an immigrant? I did
the day I was born in Mexico. I, um, I didn’t become a citizen until 2012. So there’s no excuses for anyone saw me as. It’s funny, right? Because I came here as an immigrant too. And I think that’s one of the reasons why,
you know, we actually, we have for that the american mentality, so because we don’t want to go back there.
All rIght. What we do, we’re going to do it no matter what we do, we’re going to have to do it because we don’t have to go back there. Right. We don’t want to, we don’t feel the pain from back there. I think I want to run a book one day called a work, like an immigrant. Yeah, that’d be a good book. Well I think it was a no, the millionaire next door. They talk about that now. Most, most of my head, I keep hearing most of the interviews about that book and I, more than half of the millionaires are immigrants because they don’t know any better. So let’s see, what else. Was there a brandon semans? Was that brandon? He wants to know what’s your favorite way to recharge or sharpen the saw so you can be even more focused. Um, you know what a, having a partner definitely helped with that.
Yeah. I think we kinda just sharpen each other man everyday. Like, but I will say, resetting, resetting is amazing and I’ll give you a small example. Okay. Um, if you take a nice trip somewhere, you know, and just kind of reset and you come back, you come back, you come back hungry, you come back, ready, ready for the next, you know, what’s next, right. I’m even here at home, you know, I would say like, I’ll give yOu an example. We’ve been promoting our event, the all in rei event. June eight, June 9th. I’m at the hyatt, uh, up in scottsdale, right? Gainey ranch. And um, I, I’ve been kind of stressed out a little bit know because we got
a lot. Like we’ve got a lot on our plate, you know, we’re, we’re, we’re, the guys that are coming are heavy hitters already there. 100,000 dollars a month producers already. So we got to really bring it on those days. Right. It’s big boys, big boy time. So I was really stressed out and on sunday when I came, I went home. The family was barbecuing in the backyard like we do, like ever since we got, I think god blessed me with an estate 4,500 square foot house, you know, two separate wings. I gotta a nice pool in the back, jacuzzi, everything, right? Beautiful place. Huge. It’s a, it’s over an acre or let me know in the next one is for sure. For sure. So ever since god blessed me with this estate for some reason, every sunday we throw a barbecue now, right? Like it’s like, you know, it’s like just like, you know, how when you, when people, when people never have, and then they have, they, they really take advantage of, of having, you know what I mean?
So it’s like if you didn’t have a car, uh, you know, and you’ll get a car, you start driving everywhere, right? So that’s how we’ve been treating this backyard. So I came home, my brother in law, who happens to be my acquisitions guy or he’s our top producer. This guy produces over $200,000 in gross revenue a month accompanied by himself. So shout out to adrian salgado. Um, so I came home and he’s like, he breaks out a cigar and a and families barbecuing and my daughter’s in the pool and uh, and then I just reset. I just staRted feeling really my stress, my, you know, my, my pressure kind of went away. So I think resetting,
even if you do a staycation, just go somewhere and steak as just clear your mind because it can’t be just work, work, work, which is very important to work, but you should know when it’s time to reset and, and kind of reflect on why you’re doing this. You need to do. And most of the times we actually come up with a new idea. It’s on an airplane. So we’d go on the way back. We’re actually, oh my god, we would have. And they’re always on the airplane. So we sit next to each other and we’re like bouncing ideas. Okay, we’re going to do this now. We’re going to do this now because you know, if our mind is more clear instead of the date, you know, you’re being, you’re a busy area
in the weeds. So I was at uh, strategic coach and santa monica yesterday, you know, as, as incredible event and one of the things they talk about is, you know, we have this, we’re entrepreneurs, so we, we work on entrepreneurial time, but we’re still set on the time and effort economy. So we’re thinking we’ve got to work 40 hours, 50, 60 hours when really we need to get stuff done. That’s what I need to get results. There’s a difference Between being busy and being productive, right? So, and in order to be productive and be, and, and, and create those results is you gotta reset. absolutely. You got to take time off. If you’re not taking time off, you’re going to lose that creativity. So like when you said your best ideas come on the plane, that goes back to what I learned yesterday about, been outside the box and exactly real quick, our team also our team, there are a bunch of hungry wolves. There’s sharks and they definitely
keep us on our toes. So. And that’s another thing. Think about it this way. We have people that depend on us winning. They want to win. So we have, we have to bring it everyday too, you know what I mean? Because they’re hungry.
Yeah. And that’s what keeps me up too, you know, I, I got, I got 60 guys that work at our office and they’re heavy hitters, heavy, heavy hitters so, and so I got to stay on my game because if I don’t, what value do I provide?
I take care of your guys. You know what we take every two weeks they get a massage, a corporate muscle, and then we take them, take them to lIke that, you know, when it’s time to recognize the hard work. Absolutely.
culture. That’s awesome. Yeah. Let’s see. Oh I got some bad news. Daniel prieto says that brian buffini already wrote the immigrant edge.
Well, let’s call it the immigrant edge.
So, all right, uh, brandon knows, wants to know what’s the worst business decision you ever made?
business decision, the worst business. You know what you, I think you have to be very careful with hiring. Um, you know, hiring is a big deal, right? Would you say?
Yeah, they waste your time, energy and money and resources all the same time.
So how do you screen them before it’s too late?
Well now it’s easy. They have to align with our core values, so just like trash and says, right. They have to literally align with our core values and as soon as you see something like this, if you catch a lie or as soon as you see something
can put it on a 60 day trial right away. As soon as they come in they understand there is a trial, but then we like in our interviews we interviewed them together. So imagine someone knew how nerve wracking to people interviewing are the same time and we dropped the whole. We dropped the ball. We ask every question real quick.
So let me ask you this because I have this problem too, right? I’m an entrepreneur. I see the best in everybody. So do I see that in you? I mean do you see this problem at all? Like I have someone else now like, hey, you go interview at fIrst to let me know if I should talk to them because I don’t trust myself
body, but now we have developed a kind of another like a sixth sense of, you know, why is this, why is this person really here? What is this person trying to accomplish? You know what I mean? So, umw, , w we kind of see the intentions behind that person and uh, it’s very good,
easy and understanding what their why is asking background question, what’s their goal, what they want. So the first thing they ever did for a while or for a living,
what is the first thing you are. I learned this from brendan simmons. What is the first thing you ever did to get money right when you were a child, a teenager, you know, again, you want to hire some loyal, ethical hustlers on here.
Jean had before we are disposition manager and if he’s listening, the guy is jet and putney, jaden putney, that guy is a machine to he. He was an affiliate and he lived in apache junction, which is an hour away from our office. He did an hour one way in our back for a full year. Would that have to watch her show? And he was, he did that, you know, as an affiliate without, you know, not an employee. Now He’s part of our company has been there for over a year. The guys absolutely killing it. He lives in a, in a luxury apartment. He’s always in the jacuzzi eating steaks and like scarface right now. I mean he has a scarf. He 20 years old. Yeah, that’s awesome. Nice.
Goes over for sure. Over a million dollars with the real estate every month.
I mean, this month he’s selling what, 20 some properties that already sold and imagine and average acquisitions. He’s disposition is years old. Our average property is 1:40 something. So, uh, the 20 tons one he sells over 2 million.
Right. So, uh, what’s the, and you guys don’t have to answer this question, what’s the biggest assignment fee you guys have ever made?
Oh, that’s easy. The 200 and 230 here. Let me check my. Yeah, 27, 27 deal wholesale property at 27, 27 deal package. Wholesale deal. Okay. So, uh, we actually, so we dropped $100,000 In earnest out of our own money to even have a shot at the 27 properties. Yeah. And I can tell you how much that was for me. One second here.
Hey guys, we’re wrappIng up pretty soon. So I’m not telling you, you guys were talking about you guys. If you guys have questions that you guys been holding onto it, like don’t wait. Uh, and if you guyS have seen value here, please share this. So other people see this too.
I think it was. Was it two or three?
Oh no, it’s somewhere over two hunDred thousand in one shot, right? That’s okay. You see people make over a million and a wholesale deal. So hey, thIs is actually okay. Yeah,
yeah, yeah. Very cool. All right, so um, what keeps you guys up at night? I’ll start with you carlos.
Uh, I mean our passion, like I was just telling him this morning when I was at the gym, um, I said, man, if I even $5,
like if I’m asleep and I opened one night and my mind is like, all right, you’re back on, let’s go, you know what I mean, call this guy, sell this and blah blah blah, blah, blah. You know what I mean? I was trying to sell a property a to josh galendo this morning at like seven something in the morning. You lock them up from vegas. Yeah. So I mean that honestly my, my passion for our company, our business and the potential growth is what keeps me up at night. It’s just hard to shut it down, man. I got to take like sleeping t I gotta I gotta take the new role, drinks with the, you know, sweet dreams, just to try to like relax and go to bed, you know,
but there’s nothing that you’re concerned about or uncertain or if you’re a football.
No, none at all. Not at all. We have, we have over $800,000 of our own money into flips right now. We’re not concerned at all. We’re doing. We’ll figure it out. We know. You know why though? We know what it’s like to not have anything.
Yeah, you get it. so even if we went back down to zero, we’ve come right back on, you know how to do it. Yup. How about you? Anything big? I mean have you seen this guy? His eyes, he doesn’t sleep. That’s just, you know, just finding new ideas. If, if, if I went home and you know, just starting to it because I want to relax, but I went to work still because I’m going to, I’m going to take on another five, six, seven hours of work. Would you know what better place to work as a hobby? Work is his hobby. That’s not a bad thing. That’s my hobby too. I love it is a hobby. Like it’s our passion. But you also need a hobby. Absolutely. I mean we do have hobbies. We go to the lake, we go out shooting, shooting, maybe go off roading.
So that’s just the weekend, you know, kind of, you know, but we’re, we’re addicted, but it’s a lifestyle. So I had to post so back a few, few Months back and I as people say, you need to calm down, relax, you’re working too much. And like friends that say that to people like emily. Yeah, like crazy. You don’t enjoy life. And like this is laila ali lifestyle. Enjoy this conversation. If I’m going somewhere out somewhere and I’m just having a conversation to me it’s going to be blah. But to them they’re probably, oh, they’re talking about, you know, how they Saw a nice flower or something. Yeah. I enjoy talking business that puts a smile on my face. So it’s tough. I think that’s a really, really difficult thing to do is when you have to unwind and talk about like even sports. I remember growing up, I used to love talking.
I can’t tell you right now. I know that lebron james is down to games, you know? Yeah. I know that I’m a, I don’t know what’s going on with the rockets and words, but again, I don’t know much. I’m going a sport I, you know, I still play ball on mondays and wednesdays in several weeks. that’s a hobby for me. We’re going to have to talk. We’re going to have to. Yeah, we will. But you see, but I don’t know what’s going on. You know, I don’t have, I don’t have, um, I have, I have an 80 inch tv for my daughter and she watches netflix. I don’t have, I don’t have direct tv. I don’t have cox, you know what I’m saying? I don’t have it, you know, I’d rather run some comparables at home. Read a book. Yeah. So it’s tough for me to like to, to pull that switch or to switch it with, you know, I’m around friends and let’s talk about sports,
right? So like, uh, you know, your passion. This is your passion. Obviously you wouldn’t be successful. Not as successful. You guys are as you guys. if you guys didn’t have that passion, I think steve jobs said, right. You can have to have that passion because they’re gonna be days I just going to suck.
And we do. We don’t have that passion. We do know that the passion is gonna eventually kill us. You know what I mean? It is a double edged sword. That’s what you have to. You have to balance. We always talk about balancing. That’s what we have the massages every wednesday, uh, at our, uh, at our office every wednesday. What time should I stop? Oh, 1:00 PM.
All right. So, uh, john merchant wants to know, do you guys have real estate or brokers license?
No, we, um, so we are 50 percent owners of a brokerage, um, through, through our designated broker. We’re partners and we’re not licensed
and that’s the best way to do it. Uh, so, and then what pisses you guys off?
We actually want ethical people. Unethical people. Talk about that slimeballs
what are some examples if you have. So I did disposition for a long time for our company. I used to sell the properties in selling cars is my thing and I’m not a sleazy car salesman, the car dealers, but you know, selling, selling properties that I love doing that thing. It’s my thing. And if you’re dealing With someone that looks into your pockets, how much you’re making, even if even if even if you feel good about it, just like you kind of feel that he’s counting or your money just bounced, go to the next one. You don’t want people to count your money. They don’t understand how much marketing, how many hours you spent, how many employees that depend on all that. And they see all you’re making tWenty, 30,000 for the buyer on your deals, on the buyers. Absolutely. And then of course you got some people that see that you are new blood and they want to take advantage of you as a because they see you putting the work and like we say, we have affiliates.
We take care of our affiliates. We have a deal that happened a year later with our destiny, our system, and they brought the deal. We reach out to them, hey guys, this was your deal and we converted it into you and you’re making money now, but you unfortunately you will have a lot of people that will a sweet talk to you because they see you hustling. And then you feel good talking to them because they’re big in the game and they’ll take advantage of you. So just be careful from that. I think that that pushes me off a lot then, especially from people who teach the wrong methods coming out, not just the girl was there some people that teach throwing methods just because they’re unethical.
So yeah, so there was a guy, and I know that we’ve got to get through this, but um, there was literally a guy who, who gave, I’m not going to say the name of that guru gave that guy $9,000 to be part of, you know, part of a club or a room. Right? And the guy didn’t get one deal. The guy just kept telling them, send more mail, send more mail. You can’t do that. You’re going to literally bankrupt this guy. This guy hasn’t got one deal and you’re telling them to spend a lot of money. what do you think that’s going to end? That’s a double negative. So that’s why we, we, we really, you know, it’s not that we despise the gurus or whatever, but we feel like that’s not real value, that’s really not real value in just people keep falling for it. But the most, the thing that pisses me off the most is someone not keeping their word for sure. yeah.
Integrity as one of your core values. Absolutely. Awesome. Let’s see. So I think that’s, it’s for, for the question. So, hey guys, we’re wrapping up the show. If you like this show, please turn on your notifications. We’re doing this every wednesday, 2:00 PM live here. Um, and share with your friends, you know, share this with all your buddies. I think I want to give baCk, you know, I’ve got a lot of benefit from what I’ve learned hanging out with these guys. It’s really, there’s a lot of fun. Um, but coming event. Oh yeah, I’m going to get there, but yeah, make sure you guys share this, uh, so that you guys can learn this and share this knowledge with you, with everybody else. You know, the real estate disruptors, that’s our movement. Um, and we want to 100 millionaires. That’s my commitment. That’s what I want to develop. So you want to join the movement, please help me get this message out there. And hey, I think there was so much value here. I thought this is going to be like 30 minutes. We’re almost done. Are we done or almost an hour and a half. So this is crazy. So we can do this all day man. So if you guys got value from this than carlos and sal having an event coming up June 8th through ninth,
june, eighth, June 9th is called a all in rei. You can, um, you can get the information on all in flipping.com and we’re going to teach people a lot of the strategies that is producing, you know, personally for our company, three to 500 k every single month in gross revenue. Um, so we’re goIng to teach those methods, going to expose our business. We’re gonna pretty much just open, pull the curtain and show them everything that we do. And that’s all in flipping.com.
And I can tell you I’m in a lot of coaching events, I go to a lot of these things. You think you learned something here? One hundred percent, absolutely do. But having these guys break down your business. Oh yeah. Open the pull back the curtains. You’re going to make whatever you put in this and more.
That’s our goal, our goal. You know, a lot of guys that are actually coming there, seven figure a year guys already. So like I said, we really have to bring in because we know how much value can you really brIng a seven figure guy, right? You have to really take them over the edge and show them something that they don’t know and that’s what we’re going to do at that event.
Yep. So very cool. Very cool. All right. Thanks guys. Thanks for coming. I appreciate it. Thank you. It was amazing. All right, thank you guys. Until next time.
Hey, what’s up everybody? Welcome to the very first episode of real estate disruptors. I’m here with my boy t. we’re going to talk about a couple of things, but the main topic is zero to mega in 36 months, which is an amazing accomplishment. Thanks for coming. Appreciate it. Uh, so the first thing I wanted to ask you, which is a little bit about yourself, you know, like how did you get into real estate or you know, just tell me a little bit about your story.
Well, appreciate you having me on the mic because we’re always talking everyday all day, but to be in this setting, it’s pretty fun. Okay, so my aunt Cindy, who I love dearly and thank God for every day because she like, opened my eyes up to this business. She called and said, hey, because I actually called her selling the multilevel marketing pill protein and it’s actually a cool pill, Chris Michael, if you’re watching, um, he kills it with it, right? But that’s business. You’ve got to build a big pipeline down line. And I was not for me, right? However, I called her, selling her on that and she’s like, look, I’ll buy the pill, which I was pumped because I was going to make my 200 bucks. Um, but she goes, if I do this, let me pay for real estate school and then you go to school and pay me back out of your first deal. So fast forward, I got through school. I came out of the gate selling more than just, I guess I, I didn’t know what the heck I was doing, but I think in my first or second month I sold four homes and, um, I was like, wow, OK, this is what I want to do, but I need to get better at it. So then you had asked what went wrong.
The biggest struggle was like, what was your biggest challenges? When he first got in the business
leads. I did not know how to create leads. Leads were like this mysterious Unicorn that only the top producers had. I was like, I would see these ads for leads, leads, leads. We have more leads than we know what to do with. Right? And I was like, what are people doing? Like I just posted on facebook and get engagement there and I was very fortunate to have friends and family use me early and I would hustle and do open houses, things like that, but I didn’t know how to create lead. So that was my biggest struggle is I had to figure out how to create a massive amount of leads so I can have more at bats and get better and get better.
So how did you solve that problem?
Um, OK. So I call it like my buckets. I, my sphere of influence bucket. Anyone who knows me knows that I’m a realtor, knows I’m excited about it and knows I want to help them. Like 100 percent, no one’s ever going to see me like walking in the mall and like, oh, hey tim, haven’t seen you forever. How are you? How have you been? What have you been up to? I bought a house and I’m like, dude, I’m a realtor. I would’ve used you like in there. And they said, hey, I, I to use it. That’s not going to happen. Everyone’s going to know I’m a realtor. That’s number one. Number two is I started taking 20 percent of what I earned and reinvesting in my business, mostly in marketing, so Internet ads, just making sure I was creating deal flow from people that are outside of my sphere of influence with that don’t know me. And then number three is I call it like your sweat equity. That’s prospecting on the phone and open houses and networking so you have your soi bucket, you have your Internet lead bucket that you’re paying for and then you have things that are free, open houses, networking events, and if you go into each one of those things with I’m a realtor, I’m excited about it and I’d love to help you. You’re going to get a lot of business.
You taught it to me was like, Hey, I’m calling you is that your house is no longer in the market, you know, that is already sold, blah blah blah. And you’d come up or you call me and I tell you yo, like I already got. I already have some I’m going to work with and you say,
does the potato salad one, the goldfish one. We can’t cuss on this though, right?
Uh, I’m not sure if the family program. It’s probably
so you’re already working with someone. It will be like, Steve, that’s great. I have a goldfish. Why are we talking about shit that doesn’t matter. And then I just spoke to. So like I have that one and then I’ll also like whenever people are working with family I’ll say, hey, look at this. Whoever you’re working with, I totally respect that. And if you’re going to work with them 100 percent good, just keep me in mind because if something goes wrong with this transaction, you don’t have to see me at the family barbecue every Sunday and eat potato salad with me. So how about I take care of this transaction for you at a very high level and I pay your cousin who just got into the business and doesn’t know what they’re doing. I’ll pay them a handsome referral fee and we all, when you can see your cousin and eat the Chevy potato salad, you’re going to get a high level of representation and we can all, you know, kind of solve that problem. So Glen Fish and potato salad, remember those,
everybody paying attention. So going back a little bit, you said that you know, everybody’s gonna know that you’re a realtor. How does everybody know you’re a realtor? Social media. OK. So talk about that.
OK, so again, I’ve created systems and processes around this, but in the beginning I had nothing to stand on, right? I was 25 if we’re being honest. Not many people believed in what I was going to, what I was doing because real estate’s a hard industry and I know and I have had a lot of ideas in my life that didn’t really pan out. So rightfully so. My friends and family were probably like, OK, what’s [inaudible] up to now? So, but I just slowly prove them wrong, prove them wrong. And they, they all love me and believe in me, but I know deep down a lot of them are like, there’s more realtors per capita in Maricopa county than anywhere in the world. Right. So it’s a competitive market. So tell me the question again by that. I was freezing.
Does everyone know that you’re the realtor?
So I would post and I was like, you know what, I’m going to post so much about real estate and be genuine about it, that everyone is going to think of me when it comes to this, whether they use me or not, they’re going to at least think of me. So that was social media.
I think something we should probably share, I don’t know if we can maybe insert this later on, but the, the, the um, shaving.
Oh actually my chest. Yeah. Talk about that. Make crazy video. And Denise, my, and she’s, she’s the bomb, but she comes home and she’s like, Hey hon, I got this new waxing kit. I wanted to try it. Let me wax your nipple and just see how it works. And I’m like, well, let’s not waste this opportunity. Let’s go facebook live, it’s going to be funny, so we end up doing the whole chest and I don’t know like what disconnected I had in my mind, but I forgot that is hot wax, right? Like as I was just thinking like it’s gonna hurt. I was thinking about the pool pain, not the heat.
So she touches me with it. I was like, oh my God. It’s like I’m dying. But I was crying like that video had the most viewership ever. People loved it. But long story short, a good friend of mine now, Derek tubs who we work with, our lender, he reached out to me and goes, Hey, I looked at your production. You’re doing a lot of deals. I want to come correct. I got a deal for you. I saw you on that video. Me and my wife were crying, laughing and he. So he sent me a deal that I made $8,000 on that month because I wax my freaking chest. So like, that’s just like the wax paper itself. The pain though, man, I won’t. I looked like a chest was not pretty for about a month.
I love that your, pieces and sets are more organized now. But I also miss the templates in jumping out of a pool without a shirt on.
I don’t have a pool anymore because I’ve downsized. But no, like just before this I did an episode to learn some shit about real estate and less than 60 seconds. That’s like one of my favorites. Knowing what you know today, what you do different. I would work harder sooner. So like just like every other realtor I would make money and then I would be like naturally take my foot off the gas and just chill. Like I thought I was still working hard but like in reality I wasn’t. And then I’d run out of money and I go, shit, I need to make more money so I’d work hard and then I take my foot off the gas so I would get serious about my business sooner. And when things get messy and when things are hard and you have five or six deals in back then five or six deals with a lot. So I was like, oh my God, I can’t handle this. So I naturally would take my foot off the gas, tend to those five or six deals and then have nothing in the pipeline and have to restart. Right. So if I’m me looking back when I have five or six deals in, I would push the gas pedal harder and make a bigger mess and just figure it out.
You mentioned that you realize a lot of the time you were spending was actually time wasted or you weren’t as good at use of your time. So you know, time management is an issue that comes up over and over and over again. How did you solve the time, time management issue or not maybe solved, but how are you
to the best of your abilities? Know I’m still not perfect at it tonight, but I’m getting much better at it. And what I’ve learned is that there is enough time for whatever it is you want to do. You just have to decide is that a priority or not? So like my new model right now is if it’s not wildly important, I’m not doing. And I’ve left and I’ve been fortunate to build out a team and leverage out through amazing talented people so I can have the luxury to really focus on my highest and best use. But I was saying yes to a lot of stuff that I really shouldn’t have been saying yes to. So if it doesn’t let you on fire in the beginning though, you kind of have to do a lot of stuff. I mean
I would just
now if it doesn’t like me on fire or it’s something I really want to dive deep in, I’m saying no to it.
Going back to time management and the topic we talked about a moment ago where you were saying, you know, you’re doing the social media thing. How do you plan out your social media to make sure that you’re doing it consistently? Because consistency is the biggest problem for all of us.
I’d love to say like I have a social media calendar and I’m like, Oh, I’m supposed to post this right now. For me, I just Kinda, I’m very mindful of. And I’ll look at what I’ve posted and I’ll be like, OK, I’ve posted five family photos, I haven’t talked about business in awhile or vice versa, I’ve posted six business things. People might be getting tired about whatever this is. So I try to have a blend. I call it the 70 30 blend. I tried to have it about 70 percent of my life and then 30 percent of my business because I get so many messages from people now like, hey man, keep doing what you’re doing. Like you’re inspiring me. I love what you’re up to. Like how can I get involved? How, what should I be doing? Because I’m a huge mindset and motivation guy. Like I am the baby t Robinson.
But uh, so it’s, it’s what I’m passionate about. Helping people. If I can dive in
into your situation and help them, that’s my favorite thing to do.
I love that. I love that.
And it gives you the width to, to do that at a high level.
You know, maybe you just answered this question. I don’t know, what is your superpower?
I think carrying my superpower in business is probably connecting with people and negotiating, connecting people with negotiating because I always negotiate from a place of when, when like let’s collaborate instead of um, you, you watch million dollar listing or whatever and they’re arguing and I don’t like my mom always says you get more bees with honey than you do vinegar. So I always come from a collaborative approach, so my negotiations tend to go very, very well and I find solutions that worked for everybody, especially in my client. So that’s number one. Number two is I connected. You can throw me in a room with a very affluent in whatever type people I can blend you, throw me in a room with blue collar, you know, we’re drinking coors, yellow, Belize. I can blend in, like, do you know the elderly?
It’s an original. It looks like it’s deploys original in this yellow socks up north in front of small town in Colorado. He knows, we call it yellow in Belize.
I’m just saying the whole spectrum, I guess that would be my superpower is like I can genuinely make friends with most crowds. Um, and then, yeah, I’d say that’s it.
Can we talk about the wholesale business a little bit? Yeah, absolutely. Uh, I kind of
shared this yesterday. I put a listing up, uh, in, in Chandler [inaudible]. It’s three to less the 1600 square feet. You were listed at 2:48 and we got seven low-ball offers, seven, right? Which I know this is the business, this is the game we’re in right now, like I’m not offended by that. Like you can send me, you know, half the price. I don’t really care, but pick up the phone and told me why I should go with your offer. And I think that’s one of the things you do really well.
So rapport building because I know that great deals right now or getting five, wholesaling is a hot term right now. Um, agents are trying to figure out how to compete with the offer pads and the open doors and just these different, these new disruptors that are coming into our market and changing the way we have to conduct business. So I know it’s competitive. So where’s my competitive edge? It’s my relationship building. So I will call you on that Steve and say, Hey Steve, what’s up man? How are you? My name is [inaudible]. Here’s the deal. Where do you need to be on that house? I want to make this work for both of us, you know, and just figure out your hot buttons that I can press that make you feel good about the deal and we’ll have you choose me as your end buyer as opposed to x, Y, and Z guy. And sometimes I went home where I’m not the highest offer, but I built so much rapport that they ended up selling it to me.
It goes back to actually picking up the phone and connecting with people.
So 10 of my call. So I prospect every morning instead of my calls are to agents need to have 10 good conversations with agents where I’m just connecting with them and saying, Steve, it’s stamp. I’m checking in again. Do you have anything off market right now? I’d love to just take a look at it. You know, I want to be number one on speed dial. If you have a deal, you’re calling me right? And they laugh and I laugh and it’s, but it’s genuine. It’s like those are real friends and connections in mind.
First always call me first. You know, one of the things that I like working with you, right? Because I worked with a lot of people, right? And there’s no shortage of people that we can help, right? But one of the things I love about you is the gratitude, you know, it’s that just simple like, hey, you know, I talked to tap and tap, you know, help them, didn’t help them, whatever. It was like, dude, I appreciate you. And that little small touch I know impacts me. And I know when I’m feeling good, I’m making other people feel good. So I would say, you know, is there something that you learned from somewhere or was just so
gratitude? So dude, I’m a self-help, like I’m get weird on it, right? In gratitude, I have learned that you cannot be in a negative state of mind if you are in a state of gratitude. I cannot be angry, upset, I can’t be any of those negative emotions that really hurt us. If I’m in a state of gratitude and gratitude, you can pull from anywhere, like I look at when I’m in my car and I look at someone waiting for and I do this so often. I look at some waiting for the bus. I’ll be like, gosh man, they imagine having another hour on your day to get to work, another hour to get home. Like, thank you God. Thank you. Whatever power higher being in. I get chills thinking about it. Thank you for giving me what I’ve not only worked for, but like I won the genetic lottery of living in a first world country. Like that was not in my plan, right? Like I had no control over with all that. So thank you. I’m just so grateful you can get so granular on gratitude. Like, holy smokes. I’m just thankful I ate. I’m thinking I have a car, has all these things.
Be grateful. The United States of America.
All right. When you woke up, one of my best friends and I didn’t plan on talking about this. One of my best friends, he played college basketball with him and he’s here in town right now, a year older than me. He was a sophomore. Um, his name is Chris Davis. He’s a dear friend of mine. I’m stage four. Brain cancer just had surgery, right? And he called me and he’s the biggest jokester, the most fun, loving, sweet guy and called me and said, hey, tell what’s going on. And I was like, hey, you’re in town, let’s link up. And he goes, Hey, I’m in, I’m at the Mayo, I had brain cancer or you know, I have a spring tumor and I have surgery. So that’s been a hard thing that we’ve been dealing with these last few weeks. But it’s given me a tremendous amount of gratitude because this jovial, fun, loving guy who’s a year older than me. So he’s 31, I believe, you know what I mean though, it’s 31 and he’s dealing with that like, can you imagine? So you could get gratitude from anywhere.
And I definitely know that pain because I had, um, you know, my friend, we were 24 when he passed away from cancer and it was just a matter of like three consecutive weekends. It was like, Hey, I found out I have cancer. All right, I’ll come out. I’m out now, be there a jump on next, you know, next fight, but that weekend, right? And then the next week they’re like, hey, he’s not gonna, make it like the next week he’s not going to make it like, OK. So we came out to say goodbye and then the next week, uh, as the funeral, I was like, man, so crazy how fast things can change.
I think that’s true test. And I’m inside of one of these tests right now with this experience is it’s easy to be the fun-loving, jovial guy on instagram and on facebook and showing the highlights of your life. And Hey guys, stay inspired, stay motivated, right? Like being that source of inspiration things to when things are up. But the true, the true people that are, are built for it, or when when you’re getting kicked and you’re down and you can still share that message and still find gratitude, that’s when you’re free. Like I could lose everything today and if I started my wife and kids, I’m rich, like I’ve already won. Like I’m good. So everything else is just gravy on the potatoes, you know, like I have my wife, I had my children, I have my mom and dad still have my brother, I have a lot of great best friends. I have mentors. Like I’ve already hit the lotto.
I got a chance to, to meet your mom too.
My mom. The sweetest lady.
How you’re able to dunk. You mean your mom’s not super tall?
Well, I can’t dunk anymore, but there was a time I had some bouts. Uh, so Brett Johnson,
I’m sorry not Julio was asking what are the things you would go back and say no to you right now that you were saying yesterday before
Julio is awesome by the way, as a rising star question, what will you say no to now that you wouldn’t say no to before? Just like random appointments. So like I’m loyal to just like you find vendor partners, right? And I’ll be loyal to them and just be like, hey, we’re going to do business in a lot of people, especially, especially once you start selling a lot of homes are reaching out to you, hey, can I take you for a 15 minute cup of coffee? How many of those calls do you get on my now? So, and I would always be like, I’m like so fun loving. Yeah, we can grab a cup of coffee, let’s go do it. And then they’re telling me about their marketing material and why I should send them ideals and this and that. And I may, I met a lot of great people and I don’t regret those times, but if I still took every one of those calls and went on every appointment, I would never have time to like sell a house or build my company. So I would say no to. I was busy being busy for like awhile.
Did you figure that out? Because I mean, you’ve, you’ve still go to some of those, continue aging education classes. I mean there’s a lot of people
busy learning stuff, spending three hours analization parallelization like so many people, especially in our business, in any business, they prepare to get ready to prepare to be a bad-ass and they never just go be a bad-ass if I. that’s another strength I have is I’m willing to jump into the fire before I really know what I’m doing.
Right. And that’s why we’re doing this raw and uncut.
Yeah, that’s why we have issues. We spun with it. Good. You know, it’s.
How long did you wait until you started investing 20 percent of your money into marketing.
OK. So this might be up you white boy. What’s up? B? Wizzle OK, so I was a year or two in, so my first year I did like 4,000,000 next year I did 10,000,000 and was solo and I was like, holy smokes. I W I was at my bandwidth. I messed up on the story five millions. But I was at my. Yeah, no assistant was so. But when I made the jump from like four to 10, I didn’t really have much money at that point because I told you I was on the roller coaster. Right. I remember being in the living room of our house whispering into a zillow spending $5,000 a month that we didn’t have for ads and because I didn’t want my wife to hear and I was like, yeah, let me, let me get 5,000. And I made a promise to denise.
I was like, Hey, I’m going to take every one of these leads because quite frankly we need to do this and I promise you I’m going to work so hard in return. So. And I also got a lender to help me out on that. So we got about $40,000 in investment. I turned that into about 240,000 in revenue. Pretty good at boy, that’s the money that helped me launch the group, helped me launch my life like I’m only four or five years into this and I’ve had a very rapid growth, but a lot of it took place. When I got on that secret phone call and was like, all right, I got to start spending some money, but I still kept working my sphere of influence bucket. Now I had a lot of leads coming in. I started networking, my name started getting out there more and it was like this perfect storm and then here’s the thing.
There was times I didn’t want to answer the phone because I titled it Zillow Money Pickup, exclamation point in like I’d be like, I don’t want to take this, but I promised myself I would. So I’d be like, yes. So I was like, this is what can I do for you? And I quit telling people about me. If you want to lead conversion tip, don’t talk about yourself. Say Great. When do you want to go see that house? Let me set it up for you. I’ll meet you out there and then if they sound like sketch calling back and be like, hey, tell me a little bit about your situation,
but she’s laughing and then he says, I heard though, she heard you make that call. What marketing do you find most effective to attract referrals and business
agent relationships? So if we’re talking wholesale, it’s every agent in the valley now knows. Not every agent, but I’d like to think that, but if you know me, you know that I want to see your properties first and give you a cash offer today. That’s the biggest thing for my wholesale. A number two would be my sphere of influence in social media. I’m actually doing a temp talks next month on how to leverage your social media, so that would be like how you really dive into and connect with people. I always say on social, you can’t just be interesting. Do you need to be interested? So if you want everyone to love on you, but you never say, wow, steve, great job man. That’s awesome. Like you’re just taking without giving back. If you want to get technical, I mean people hate it, but I get a healthy return from zillow because we manage those leads really well. They’re expensive, but
doesn’t matter if you get $5 back.
I always tell people like, I’ll pay a million bucks if you get any one and a half million back.
Yeah, no problem. No problem. Let’s see, what else was there? What other social media platforms do you find most impactful on reaching your sphere? A question mark is snapchat. Facebook or Insta?
Facebook and Insta. I don’t have a snapchat. Instagram stories. I really like. I think that’s where a lot of people like get to watch my day and like watch kind of what I’m up to you and they’re interested and then they’ll message me and be like, dude, that’s really cool. Like thank you for sharing because maybe they’re in a situation that they’re not loving and they want to do something different and I can kind of show them that a regular guy is like kind of killing it and I’m really happy with what I’m doing, but I’m doing it my way. So facebook and instagram are huge.
Cool. Cool. Let’s see what else was there? Um, what is the greatest lesson you’ve ever learned
to give without any expectation? The faster you give without expecting anything in return, you, your success will skyrocket. Where now I have honestly considered. I’m gonna. I’m gonna. I’m gonna. I was gonna talk about this on my podcast, but we’ve talked about it when you’re creating half a day. So like taking half a day every week and having it be my giving, my getting session for five hours. I will literally do anything for anyone for in those five hours. You need help. Moving grate. You want me to dive into your business and help you figure out lead conversion, great for free. I just want to help. And if I do that over and over and over,
guess how many hours a day? Five hours a day. Not every day. One day a week for five years. As your broker, I’m concerned about your business or no, no, no, no. I’m asking if someone’s really committed to giving at that level because you’re making these little equity deposits.
Like I always say now like if there was a market shift or anything like that and I was unprepared, which I’m not, I’m very ready. Um, I have given value to so many big players and small players are just people that like, I would like to think that like my tribe would lift me up if they saw me in a bad spot, I could go to use Steve Been Steve, how do we leverage my talents? I’m in a bad spot. Can you give me a job? I bet you’d figure it out
100 percent way to make it work
or other really big players in the game that they know my heart, they know that I want to give. They know that my, my talents and they would say temp come work for me. Right? So like I’m fearless at this point and I told you already won.
I can tell you, I mean there’s someone right now in an industry, you know our friend, right? I mean he’s like, look, you know what? I’m going to run it anymore. I just wanna jump on someone else’s team and everybody in town called him. We say what it is, but
how lovable, likable, amazing dude in the industry. Just say, you know what, I’m not going to run into him anymore. I’m going to plug into another team. This is what happened. The, it was like
universe opened up like where you want you to everyone. Not like a million people that wanted him for. That’s exactly. That just shows you that you give good. Very true. Very true. But let’s see. Was there anything else? Is there. Um, OK, so the next. Yes. You missed it. We did talk about the wax and stuff. So she was drinking martinis. I wasn’t even drinking. Some people have it. I was like, no, I was in pain. All right, so note to self. Definitely don’t, don’t, don’t do the hot wax thing. Someone’s going to send you a deal. That’s true. Uh, OK. So what are you learning right now to focus on?
Wildly important to manage my. I don’t even like to say manage my time better now with my priorities better. And also that there’s no perfect plan. Like I don’t
at my income tomorrow. I don’t
need to be at my freedom number tomorrow. Like it’s a process and there’s always, here’s, here’s the biggest thing I’ve learned as of late. If you’re always waiting for when I get to this point, when I get to this point, I’ll take a vacation. When I get to this point, I’ll find a significant other. When I get to this point, all reinvest in this. There’s always going to be another one I get to. So why not? If you’re not enjoying the journey, you’re never going to actually feel satisfied. So this journey has to just be a fun ride that you’re loving because when I get to you’re going to get there and then there’s gonna be another one I get to. So I drove an Audi as far right. Love that car, loved it, but I remember like I bought it to the gas station and fill it up before I drove because I flew to California because that’s where it’s cheaper to drive it back. I was looking, I was like, I got my dream car, you know, it’s been on my checklist forever. Change your life. Zero. Didn’t feel any different. It’s like, that’s just my car. That’s just
minimalist kick. So I bought my dream car within two weeks. I was like, this is so stupid. I had paid off Sonata. I was like, yeah, I can keep with it because I always tell people that it’s that the material doesn’t make the man or man makes the material so I know now I can show up wherever with confidence and people are gonna know I’m a player in the game because I am not because I. I do still have a decent car, but there’s other reasons that I feel really satisfied around it. But I bought that BMW 7:50 ally because I wanted other people to know I was making it where now it’s like if you. Here’s, here’s the last thing we can leave or you could tell me what the last thing we lead with, but here’s a thought. If you’re pretending to be anything other than what you are, you will become exhausted because eventually it’s going to fade, right? And your true colors are going to come out and you cannot keep that facade up and it’s going to be exhausting. So just skip all the bs and just be you and you’re going to be much more free, happy and contented.
Yes, definitely. Definitely. Words of wisdom. Let’s see what else is there? OK. So Peter wants to know when you should start investing because it’s like, you know, when I get to when’s the right time to start investing,
I mean you can start any time. So I talked about this on my learned some shit about real estate and less than 60 seconds to. It’s like if I didn’t have a family and kids and like certain means that I had to make for a house. If I was single I would come to me or to whoever your relevant real estate professional is and say I want to. I want to go by my first fourplex. What you could buy as a single family home or a three and a half percent down. I’d live in the one unit. The other three units would pay for my rent or not my rent, my mortgage. I live for free, I now have four, 12 months later I’d go buy my second one, I live in there, fill in that fourth unit. So now I have four rentals and I’m living for free again with three other rentals and I would repeat that process. So now within two years you could have eight units and you lived for free for two years. That’s what I would do.
Or a lot of money. You know what I’m saying? Let’s see, what else was there a. has failure shaped your life?
Um, shoot. I mean it’s taught me a ton. Like sometimes you have to like eat some humble pie and learn from it and be willing to like say, you know what, I see what I did wrong and I’m not gonna make that mistake again. There is nothing wrong with making mistakes. If you learn from them, there is something wrong with making the same mistake over and over and over again and not changing anything about it.
Yeah, I know like some of the people we’ve had in our office, they’re very surprised the first time they screw up. I was like, OK, what did you learn from it? Right off the handle, and they’re like, desensitize from like all the places they worked at where they’re just like their boss to five. And I was like, look, if you’re not making mistakes, you’re not trying hard enough. We got it. We got to make mistakes. All right, so what have you read that everybody should read?
Well, the first one that lit me on fire was rich Dad, poor dad. That just gets you thinking about money differently. Thinking about assets differently, have your assets to pay for your liabilities. Now you’re financially free, creating infinite money. Money that comes in always. Rather than so many realtors, they’ve got to go put another sign in the ground to make more income and they have to repeat that process. So I have like 10, so whenever people meet with me, I’ll share that one. The richest man in Babylon is one of my. It’s one of the greatest financial books you could read in story for and it’s a great story and as a man thinketh, I’m not kidding if my buddy Tim Esteban’s watching, he’s a realtor with homesmart. He’s, he’s only part time and he’s killing it, but long story short, he was my neighbor and would kill me in Ping Pong, heal me. I read this book too and like my thoughts were like steroids at this point. Like I could think anything and I could do it. I went down the street, I beat him in Ping Pong after I read the book, which was impossible. I shot an 85 in golf, which I had never shot lower than like a [inaudible]. It was like my thoughts were like so powerful. So as a man thinketh,
Dave and buster’s, I wasn’t thinking about her enough. Yeah. You should’ve read the book. Ain’t nobody been. Yeah, I can’t believe I lost like three to four times. That’s never happened before. And what have you done that everybody should do?
Believe in yourself for one, have an amazing partner. So like my wife Denise and I, we’ve just like any relationship, we’ve had high, we’ve had lows, but someone that believes in you is going to stick with you and empower you to chase what you want to chase that is key. Um, and get serious about your business sooner, get around bigger thinkers sooner. I was at a small brokerage that I respect and with amazing people, but I was telling like $4,000,000 a year and was like the top producer there. So then I was like, man, I didn’t even know about this whole other world. So I’d get around bigger thinkers sooner, start investing in yourself sooner. Like I spend a lot of money every month on my self development. So. And now I, you know, in turn I share my message and in-charge for at times, but the people who are willing to invest in themselves are going to get where they’re headed so much quicker.
Curating the knowledge.
Oh, I will share it with like, that’s like, that’s what you want to do is give. You, are going to give. You don’t always have to give money or your time. You could give your knowledge and say, Hey, I’ve, when I first started, I hit this massive pothole, it wasn’t fun. You should steer around it and now I just saved you 20 grand because I made that mistake.
Uh, how do you find a way to manage your work life balance? Or do you think that’s not a real thing?
Leverage leverage. You’ve got to find the people that buy into the vision. So I have the best agents. I have Shauna who runs all operations. I Have Scott who runs all the marketing. I have Chelsea and Jenna who like are like executive assistant, transaction manager type roles. I have a branded. I mean I just have amazing agents handled so I don’t show property at. I’ve just leveraged my life to where I can focus on the wildly important and then spend time with my wife and kids.
Um, they’re, they don’t, they don’t go all in. They dumped their toe in the water and they, they, they act like they’re doing a lot, but deep down in their heart they know they’re not doing everything. It takes like you have to go all, you got to burn the boats in my opinion, and you got to go all in and don’t lie to yourself. Don’t be easy on yourself and be like, well, you did pretty good today. And I was like, dude, do great today. Do great today. And go all out. Sprint as hard as you can until you drop and fall. Pick yourself up and then do it again.
Is there anything else? No, that’s it. So last question for you and you, you, you can avoid it. You can refuse to answer this question is totally fine, but what pisses you off?
Pisses me off.
I know, that’s what I’m saying.
It’s hard for me to get too riled up. Like I have so many people like get crazy with me or get crazy with one of my agents and then I’ll step in and be like, yeah, they’re going to college, but yeah, I’ll be like, hey, you ain’t going to do that. But I always come with the, you get more bees with honey than vinegar. So it’s rare because when I was younger I was wild and I would fight and I was like crazy stories so I don’t ever want to go back to that guy. I see things from a different perspective now, so nothing pisses me off. I guess if people
unwilling to help themselves, like if they have the answers and they’re just like unwilling to help themselves I guess, but that doesn’t even make me mad. I just, it makes me feel more bad for them. Like, yeah, like man, you got the answers. Like let’s just like, let’s go, let’s go. And if they’re unwilling doesn’t piss me off. It just makes me sad for him. I’m like, dude,
I’m the same way. There we got. Let’s just give it five, 10 more seconds if you got a question you were waiting on. Now’s the time. I can’t see anybody typing on this so I don’t have an ipad. So I think we’re good. So. Hey Dude, thank you. Awesome. That was an awesome, awesome. First show. I don’t know, we’re gonna be able to stop it. Dude. Well, you shouldn’t have started with me because it’s a downhill slide. All right. Thanks guys.