Ron Rana talks about how he went from selling cars to becoming the top wholesaler in Houston in just two years!
Video Replay of Interview with Ron Rana
Podcast Replay of Interview with Ron Rana
00:00:00 Hey everyone, thank you for joining us for today’s episode of real estate disruptors. We got a real special once a day. We got Ron Rona with investopiaonline coming in here from Houston and he’s here to share how he went from a car sales to top wholesaler in Houston. If this is your first time tuning in, I’m Steve Trang, broker and owner, a stunning homes realty, founder of the offer fast homes APP, the one app you need for wholesaling. And I’m on a mission to create 100 millionaires. So please private message me if you ever need any help with your business. You know, I got some of you guys reaching out to me now. I appreciate it. It gives me the opportunity to give back. And if you are excited for today’s show, please give me a wave, give me a thumbs up.
00:00:39 And as a friendly reminder, I do not charge a dime for this show. I don’t make any money doing this. So here’s all I ask. This is all it costs for you to listen to this show. If you get value today, please tell a friend by sharing this episode right now, tagging a friend below or telling your best takeaway from the show later on. That way we can all grow together and we do have a special announcement. Ron’s given away 100 bandit signs. Uh, so all you gotta do is stick around to the very end. Um, and we’ll let you know what you’ve got to post. And we’ll pick a winner today at the end of today’s show. I’m excited for that. I didn’t know about that. I just need your checkbook. We’re good. Absolutely.
00:01:17 So where’s your camera? Which ones? Which ones are live right now? All of them. All of them. What’s up guys? What’s going on? Ron? Ron, I hear all the way from Houston, Texas. Big shout out to this guy here for inviting me out to. I had a two and a half hour flight, but I’ll only do that for this guy here. So you guys stick around in the video. I want to be given away some, you know, excellent content free content, right? Where can you go? It’s not Youtube University. This is live, so you guys have any questions, ask me. Make sure you guys are clicking the like button. Send me a few hearts. I won’t mind. My wife won’t mind. Don’t worry. Make sure you know, uh, if you like in the video, make sure you’re clicking it, all that good stuff. And uh, appreciate you having me. Thank you.
00:01:57 Oh, I’m glad that you can make it. Yeah. Alright. So first question, what got you into wholesaling?
00:02:03 So, you know, wholesaling is, is the gateway drug to real estate? Yeah. Right. A lot of people say, how do I get into real estate investing? I don’t have any money. I’m broke. I owe my mailman 500 bucks. I mean, you know, you owe somebody, somebody’s ego, somebody money. Right? All right. So I’m wholesaling is, is a fantastic a gateway, you know, to get into real estate investing. I always wanted to get into real estate investing ever since I was a younger, as a child. Um, so, so much that when I was about 16 years old, I bought a course from Carlton sheets. Okay. Do you know who that is? I was an infomercial guy. Yes. So I actually still have video cassettes of him. Uh, yeah. I had to wipe the dust off the other day on the day. I still have the video cassettes and uh, I’ve always wanted, I’ve always had a passion to grow in my life, right?
00:02:53 To achieve a financial freedom and having time for my. Even though when I was younger, I always aspired to be able to be on the beach, you know, go out with the vacations. You said those, those postcards, right? You want to do all of that. So, um, but yeah, that’s, that’s kind of why, you know, I got into the real estate business and wholesaling was, was fantastic because you don’t need any money. You, you do need some kind of education, that’s for sure. You need to educate yourself. Right? Um, so, uh, but the good thing is, you know, it’s a minimum risk, but great reward. The risk that you’re taking on this is, well, I wouldn’t say really these minimum risk because you are taking some level of risk because you’re dealing with real estate, right? So minimal financial risk, it’s minimum financial risk, but a lot of time it’s a lot of time work.
00:03:45 Absolutely. So time off. I have no idea what that is. Days off, I don’t know what that is because we work, my wife and I work this business, round the clock 24 hours a day at 3:00 AM. I get an executed contract. Boom, let’s go. We’ve got to blast it out. So we’re working, but it’s a blessing to write. I worked from home. I get to spend time with my children, you know, when I want. I don’t have to ask anybody to take a day off, you know, um, I don’t have to use obamacare when I get sick. Right? So, um, I, we get to go on vacations all the time. We go to the Caribbean every year. We were, we were. Yes we do. We cruise every year. So we’re cruise addicts. Um, if we’re not on land, we’re on. See, that’s. So I’ve got to field this lifestyle, right?
00:04:30 And how am I going to feel this lifestyle? The car business can get me so far. Right. And then that’s when you have aspirations to become bigger, uh, and uh, as far as, uh, adding, you know, to my pocket book and being able to afford that lifestyle. I wrote, I read something the other day, it said, um, I worked my ass off because I like expensive shit. That’s why. That’s, that’s, that’s right there. So anyhow, that’s how I got in. So let’s talk about that, because you mentioned the car. So you were selling cars. How you said how long ago? Eleven years ago. How long ago? It was a while. I quit the car business. Uh, about two years back. How long were you there? Uh, in the car business? Eleven years. So you’re in the car business for 11 years? Yeah. And then something clicked. What happened, man, it was so, can I be blunt with you and with your viewers?
00:05:19 Of course. All right. So I had a, um, you know, corporate America is funny, right? It tells you, Hey, get a degree, get a job. Uh, you know, get, get promoted and life will be easier. That is the biggest lie that’s fed to us, uh, in, in our country. Right? Um, and uh, I did all that. I was a salesman. I became a sales manager. I started spending 14 hours a day away from my family. It’s not what I wanted. I’m a lifestyle for my, for myself and for my children. Yeah, that’s the reason why I started is because I wanted to be able to spend time with them. You’re either time poor or your money poor. I was time poor. I will come home 14 hours, work in a day, don’t get to see my wife, my kids, you know, they’re asleep by the time they, I basically leave in the dark and I come in the dark and a lot of you guys can relate to that because a lot of you guys are probably in that same situation right now.
00:06:13 Um, so give us a thumbs up, make sure. I don’t know who’s. I’m not viewing this live right now. Twenty seven people on right there. We go. Well, we’ll need 27,000 people on right now guys. So make sure you guys are sharing all that good stuff and putting your comments. But uh, I mean that’s kind of pretty much it. You’re either time poor or your money pork. Right. And I was a time poor. I made good money in the car business. I wasn’t, you know, uh, sorry, salesmen, I was good. I made a name for myself. It wasn’t much money. You can spend it with your family. Exactly. And that’s what I, that’s what I didn’t want, you know, I’m in, it’s about spending time with my kids and my family in general. But not only that, but leaving a legacy, you know, you either you either hire somebody to build your dream or somebody would hire you to build.
00:06:55 There’s exactly right. So I was building somebody else’s dream. Right. And you only can go so far doing that. So I decided one day I’m done with this shit. It is what it is. I actually had a, I had a general manager of a car dealership telling me to get the f out of his office. That’s the last that I quit that same afternoon. Oh yeah, that’s the last time somebody would ever speak to me like that. Ever. Well, that’s why I got into here. So let’s talk about your journey then. Like you. So you quit. What were some of the early mistakes, early struggles when you, when you, when you got in, you know, they say fail forward, fail fast, right? Yeah. Um, I failed a lot. I struggled a lot in, in the beginning because I wasn’t going out and networking with people. And your network is your net worth, right?
00:07:44 You have to be able to talk to people. You’ve got to be able to tell them what you do. You’ve got to be out there. I was never out there like this. Like you’ll see me on social media, you know, I’m posting and I’m doing this and that and videos. I was never like this. Right, right. Um, I wasn’t always bringing the energy. Right. So, um, and it’s Kinda, it’s Kinda pretty much it. But uh, so that’s, I mean, that’s, that’s, that’s why I think that’s the biggest thing is, is the struggles is you got to go out and network with people. You got to tell them what you do. I mean, you’ve got to eat, sleep, breathe real estate if you are going to be successful in this. And I’m the type of person is I don’t get up and do yoga for five, 10, 15, 20 minutes when I wake up.
00:08:22 I don’t. If I’m going to do this, I’m going to do this. Like, let’s get up, let’s get to business. I need deals. Right? So that’s just, that’s just what it is. Okay. So, uh, so you mentioned hystopia online. So what is that? What is the most opiate online? So Invest Topia online is not only a wholesale outlet, a is basically a brand that we have built. So, um, and we are accredited by the better business bureau, which is a fantastic, you know, that’s, that comes with the wood. It gives us a lot of trust when talking and selling to sellers. And it’s funny because I’m sure everyone in Houston is probably watching this and not, you know, now they know I’m getting so many deals. Yeah. So, um, but I told your viewers I would be transparent with them. Yeah. So I’m being accredited by the better business bureau has catapulted me in, in building trust with sellers in solving their problem.
00:09:18 In other words, um, you know, people wake up and want to be wholesalers, but you got the overnight wholesalers, right? I’m not here to be overnight wholesaler. Um, it was a lot of fly by night guys. There is a lot. Yeah, absolutely. And those forms, right? Like, I’m done. Oh yeah, I’ve done this. It’s been two months. I haven’t got a deal as I get the hell Outta here. Yeah, yeah. No. And then they, and then they bash our industry in, in what we do here and say, oh, this, this doesn’t work, you know, oh, this is a scam. You know, it’s a bit coin scam. Like, come on, man. No, you, you didn’t work. It didn’t work because you didn’t get up, you didn’t sacrifice and you didn’t get paid. You didn’t pay your dues. Simple. Yeah. That’s it. So as a quick aside, you know, I saw that you pulled up in your model three, so it was very nice.
00:09:59 Uh, that’s uh, it was funny because I create a vision board last Friday. That’s top right corner vision board. Is it model 30 performance? It’s a nice car. Uh, I, I’m floored it and it, it’s sucker is a beast now. So it’s not disclaimer, right? I don’t live in Arizona. I had to rent a car and uh, you know, I like it better than a Toyota Camry. I’m a car guy. The last time I was here I rented a slingshot, but that’s, you know, I’ve been around cars such a long time or is this, you know, it’s a part of the lifestyle. Like I know it is what it is. So it seems like, you know, on the outside looking in, you’re rockstar overnight. So what do you have to say about that? You don’t hate me or love me now you know me. Grant Cardone, right? A lot of people come in hate. It’s like damn, where this, where’d this guy come from? Men, you know, boom. Like I literally like a blind sided. A lot of people. Yeah. That was because I was there, but I wasn’t there. But when I was ready, I’m ready. I’m going to come out when I’m ready. Right. So, um, wait, that didn’t sound right.
00:11:08 Okay. So basically what I’m trying to say is that, uh, when is my time to shine, that’s what I’m, that’s what I’m going to be out there, right? Yeah. So it definitely wasn’t an overnight success. We had our struggles. Um, man, we had times in our, in our life where we couldn’t afford a gallon of milk, you know, we had people coming in and asking for rent money, you know, knock, knock, where’s the rent money, you know what I mean? We’re overdue were past due. So, um, we, we understand that struggle. I was raised by a single mother and that’s one of my wise also was be being able to retire my mother. Uh, and, you know, I was, we’re able to do that and she, you know, she’s uh, uh, she’s looking to her late retirement now. Uh, but social security will not be there when I’m her age, there’s going to be depleted, you know, I’ve got to look for something else in order to build and sustain a true, true wealth.
00:11:58 And that’s why I looked into real estate. But my mom is a big why she lives with me. And it’s such a blessing, man. I can’t tell you how much of a blessing it is to have somebody, you know, in our culture, our culture is, it’s no different than your traditional, you know, you get an 18 year old or your parents get older, you throw them in that we don’t, we don’t have old people homes in our culture and we don’t. We take care of our, our, our parents, right? Yeah. Um, so my, my, my parents divorced when I was real young and um, that was one of my wise is to be able to retire my mother and um, you know, because I started hustling, I started struggling, you know, early on in my life way before I met my wife. I mean, I was out there.
00:12:40 I’m doing what I needed to do in the car business came, came later. Well, I love that because, I mean, even Rafale Vargas, when he came on, he’s like, his why was he retired? His mom and his mom was not working. So that’s pretty cool. Absolutely. It’s a big drive, you know? Um, it’s satisfying to me to be able to see her not struggling now to work for 80, you know, 60 hours a week to pay rent or I’m sorry, pay bills or, or anything like that, you know. So it’s, it’s a blessing. It truly is. So if you were starting today, what are the first two, three, five things you would do to get your wholesale business running from zero? There’s probably not enough time that we have. There’s a lot of stuff. But, um, I mean, you know, the thing is about this, about this business is that, you know, I’m going to go back to the fail forward, fail fast, tend to deal.
00:13:34 I mean, you’re going to make mistakes, man. You know, I got in, I didn’t know anything about this industry, right? I didn’t, I really didn’t. I was selling cars, you know, and I wasn’t, I was looking at these courses while customers were coming in and out, you know, I was on the lot, I was taking, you know, I’m sitting there on my phone like, you know, and uh, and stuff like that. So waiting for the next up, we call them ups in the car business. So. And you wore a suit in Houston and you could not come in until you took it up. That’s the carpet business really. So absolutely the grind, the grind was always there in other words. So I’m getting into this industry, you know, and I credit a lot to the car industry, you know, a lot of people don’t know this, but Greg Cardone came from the auto industry.
00:14:18 He was a salesman too. So if you’re reading, I heard about really? See, I heard about GC when I was in the car business, you know, all that from starting in car sales. Well, he started as a car salesman. His wealth came from multifamily, it’s indication. But uh, he was a car salesman. Yeah. There’s youtube videos of him going to his old dealership. And saying, hey look, here’s what I was salesman, here’s what I was taken up, you know, stuff like that. So, but uh, but yeah, you know, there’s, I see, I see a lot of people who try to hire car salespeople. We are a different beast. Yeah. My sales like my salesforce, you can’t, it’s, it’s a whole different beast.
00:14:56 So, so I was at the edge where the Dean Grasiozi and he was like, you want to build your wholesale business? Go car shopping. I was like, man, I don’t know if I can go on a car lot, get these guys’ hopes up and try to recruit. That just seems all sorts of screwed up. It’s a different beast. But you’re saying those guys are ready for it.
00:15:16 Oh, absolutely. Absolutely. I have some little jaded. Maybe I’ve got. Yeah. I’ve got a lot of. I’ve got to a lot of guys out there who want to come and work for me that come from car sales and then I see people posting on social media. I’m looking for car sales guys. You don’t want to hire those guys, man, they’re scumbags. But you’ve got to learn how to, you know, you gotta know that lifestyle too. Yeah. Alright. So what do you attribute your success to them? Um, I would attribute my success to first and foremost, glory to God if it wasn’t for God himself, you know, blessing, uh, myself and my family to be able to do this. We wouldn’t have a business at all. Okay. Um, second definitely would have credited my wife. She has been a driving force for me. Um, you know, in this business is so hard to get spousal support.
00:16:07 What I’ve learned, um, because because, you know, we’re known as a power couple in Houston, so people come up and you guys are a power couple. How do you guys do it? She brings the same level of energy as I do, you know, and people say I have a lot of energy. I mean, you know, it is what it is. So, um, but yeah, that’s the, I would attribute my success to her selflessness and being able to support me, you know, because when I decided to do this, we were just talking, you know, say hey, I’m thinking about quitting the car business and next day I show up and say I quit and she looks at me and she goes and I can see it on her face. Right? We’ve got two kids, when the hell are we going to do. Right, right, right. But she’s like, okay, well what’s the next step? What are you going to do? Yeah, she’s supportive, right? So she’s been extremely, extremely supportive, uh, of myself and my business. And that’s a huge factor. Huge factor because I meet a lot of people who were spouses are not
00:17:03 supportive at all. Oh, anytime you’re doing commission only is it tough on the marriage? No, absolutely. So the way I met you was at a cody sperber event, right? So, you know, I’m sitting there where the, where the common people sit, right? And you’re up front of the VIP section or whatever, and he brings you up on stage and you’re talking about like, your, your, your great takeaway was that, um, you know, you were there, you’re talking to I think the wife or the husband and they’re like, well, I need to talk to my, my husband or my wife was like, oh, no problem. You have an iphone. He has an iphone. Yes. Alright, let’s time right now. Yes. And that’s it. You just squash that objection, right then and there. I did. So. But my point of all of this is that you’re investing in your education. Yes. Right? So can you expand on that?
00:17:46 Absolutely. Um, so I’m not in telling people that you need to invest in your education in this industry. If you’re going to invest in something, two things you needed to invest in is your marketing and your education. Okay? Marketing should never be viewed as an expense. Remember that? Because it will pay you 10 folds. Um, so expense wise, the reason why I’m here in Arizona today is not only to be on your show, but I’m here to meet cody sperber and Dean Graziosi. So I’m a part of their mastermind and a, yeah, you’ve got to invest in your education and make sure that, you know, you have a kind of the right mentors, you know, because without the right mentorship in this business, you’re going to fall, you’re going to fail quick, real quick. And believe me, people who say youtube is, you can learn everything on youtube.
00:18:37 That is bullshit. When you get in a title issue, Youtube University is not going to come out and save your ass. You know what I mean? So I’m in. That’s why I’m so passionate about this is, you know, listen, when, when people come to me and say, Hey Ron, what do you charge for mentorship? I’m, I’m against the 40, $50,000 mentorship programs. I truly am. And how I was able to, you know, blow up so quickly and so fast and become successful is that, you know, you just level with people, say, Hey, you want to learn from me, let’s do a deal because you’re never going to know how to encumber a title or, or get into a deed issue if you’re never in it, you know, I can take your money if you want me to, but you can’t afford me. It’s just what it is right now.
00:19:20 And um, when I got in that kind of made me sick to my stomach learning that people, you know, Rich Dad, poor dad type of deal, taking people $60,000 is just not right. You know, and not at their credit cards haven’t pulled out. He locks. Yeah, yeah, yeah, absolutely. You know. And uh, I, I have some testimonials on my own people, right? You know, uh, for me, uh, like testimonies and stuff. We do deals together. I do deals with new wholesalers all the time. Uh, just the other day, I don’t know if you’ve read it, the guy who had to do. Yeah, yeah, yeah. If you want to go, you can talk about it. Yeah, that’s fine. Oh, well, I just saw that it was, you made a really easy experience for them. Yeah. So the guy was contemplating suicide attempts, right? He was married, he had been previously incarcerated.
00:20:01 He learned about wholesaling. I talked to him, he called me and my phone is always ringing off the hook. I mean we just is. This business is what it is. I don’t have five minutes to spare for somebody. It’s just, I’m sorry, but it’s just we’ve got to keep moving and doing what we needed to do. Right. Um, so he calls me, I hear the shakiness in his voice. I spent about two hours with the guy talking to him, learning about his journey, his goals, you know, stuff like that. So we just closed our deal and we made a 12,500 on the deal. He never made two grand in his life. He only made $2,000 and that was, that was kind of pretty much it. So he has a whole different outlook on life. And um, you know, there’s, there’s a few other success stories out there that we’ve done double digit to, you know, assignment fees, 37,500 assignment fees and these people that they’re not used to that type of money know.
00:20:53 And the first thing I tell them is, listen, you need to take that money and you need to put some in savings and reinvested into marketing. That’s, that’s the biggest thing. That’s huge. It is a. So seeing some of your marketing, you know, I’m going to guess one of your ways of sourcing deals as bandit signs. So is that your number one lead source? Uh, so yes. So a lot of people see me in, in Houston and they see that I do bandit signs, right? Yeah. Um, but not just do bandit signs, you go crazy with abandoned science. Okay. You mean like renting a u haul to go pick up bandit designs? Yes we do. Um, so we, we do about to about six to 8,000 bandit signs a month. Wow. Yes. So that’s an whole labor, whole laborious effort to make that happen. Yes, I do have a team, uh, is like, what does that team look like?
00:21:49 You just want to know everything. Alright, cool. Alright. So, um, I have about nine individuals who go out. Uh, we put out about a 250 to $300 a night. Bendit signs. I used to do them, but you do it every night. Oh, absolutely. Honestly, so don’t do it just Friday nights. Oh No, no, no. The city calls all the time. Trust me, I got them. I’m sending them a Christmas card. So, um, but, but yeah, we’re definitely, we’re definitely heavy in the band design market. Um, and uh, I’m just so blessed to be able to, you know, take that and run with it. Uh, we do a lot of bandit sign that we, w we rent out your holes and we go pick them up and we take photos and people like, man, how do you do that? Many abandoned sizes. I’ve had an army, I got to eat, man, you know, if you want to you, if you want to scale, that’s how you scale, you know, I see a lot of posts, people put, you know, I’ve done $50 science and I didn’t get shit with $50 sign.
00:22:44 You didn’t get called from the city and all 49 or down, come get them, you know, you go there and they pull your worn. So that’s Kinda, that’s kind of pretty much it. So we got to overwhelm the market. Oh yeah, there’s about maybe 4 million, 5 million people in Houston. I’ve got to be able to flood. I’ve, I’ve got to be able to blanket the city in order to. That’s how, that’s really how I’m constantly, you know, doing deals after deals after deals. I mean we’re pretty much getting a deal every other day. Okay, well that’s awesome. You’re on my facebook so you’ll see new deal, a deal and you know, you’re, you’re there. So. So you got those nine guys and these high school kids, college kids. These are our acquisition guys. Who, who. Oh No, no, no, I keep, I keep uh, you know, the left hand doesn’t know what the right hand is doing. Some acquisition guys are separate. Um, yeah, these guys are college kids. Then, you know, we put our fraternity boys. Um, I think two of the two of them are actually, it’s funny you asked, two of them are but uh, mainly just college kids and I have a older couple that does it too and I mean, you know, it’s, they make good money
00:23:45 and cash them out every night. So how do you pay those guys? A paypal? Paypal. Yeah. But like is there like a wage is they’re like, oh, you know, I guess you can’t really track who sign. Oh yeah, I can try or you can track. Absolutely. Oh, you know who’s bandit sign? It was.
00:24:00 Absolutely. That’s what, that’s what you call tracking your Kpis, right? Yeah. Yeah. All right. So who’s, who’s on the. Who wants to know right now what a APP. I used to track everybody. I can’t read yours.
00:24:12 Yeah, I mean Kevin’s been pretty involved with Johnson. Jonathan. Jonathan Silva has been involved. Well yeah. Who wants to know how he’s tracking those bandit sign calls? Because I’ve never heard anyone tracking multiple bandit signs, so. All right, so we’ll. We’ll need a Fara wants to know how are you tracking all those different. Okay,
00:24:31 so we’ll do you get a pen ready? You’re gonna. Write this down. It’s an APP costs. You can use simple crew. Okay. Simple crew would track every single bandit sign that you put out and it’ll geo located. So I know exactly what spot my bandit sign is in. Who put it up? What time did you
00:24:49 put it up? That’s how they get paid. Wow. That’s how you do it. So you’re tracking the science are going to ground. Do you have one phone number for all of them? You’ve got multiple phone numbers. Multiple point. We’ve got 15 phone numbers. So if I give it to, let’s say joe was like, here are your 100 bandit signs you’re putting out tonight. All those hundred numbers are tied to Joe. Yes. Yeah. Through callrail. Callrail, yes. Okay. So there you go. So simple crew and callrail. Yes. That’s priceless. Okay. So then we get any other way of sourcing deals.
00:25:18 A direct, you know, you got direct marketing. I do really know to be honest. I do a little bit of everything. Yeah. It’s not just I’m doing bandit signs. I’m doing cold calling. I do have a team of cold callers. Okay. We have about eight cold callers that, that are on the phone constantly calling people and they’re not freaking anybody in the Philippines. Okay. I don’t do va’s. Yeah, I just don’t do va’s. I have, I have, uh, assistance, uh, who, who call for us, uh, in their local, in our market, they speak English and know the problem with. Listen, some of you guys might be vas who are, who are viewing this right now, right? I have nothing against Va’s, but if you’re not in the same climate as my seller, there’s no way in hell you’re going to build rapport. Yeah. I’m, I’m big on building rapport. Okay. Two things that I was great at in the car business and I transitioned over into real estate is I was able to negotiate and build rapport. Okay. But negotiating was my biggest thing because I love to negotiate. Oh yeah. I mean I’ve, I’ve done it for countless times, thousands of times already, you know, um, and uh, being in the car industry has taught me a lot as far as building rapport in negotiating. Well.
00:26:33 So let me ask a very offensive question. Sure. Let’s do it. Which do you think training better for negotiations? The car environment or culture?
00:26:45 Perfect. All right. So check this out. You know, you’ve got the Mr. Mrs. Too high on the Asian side, right? Oh, that’s too high. Oh No, no, that’s too low ticket. Okay. Then we got the head bobbers right. Good. Anytime you want to negotiate with someone in my culture. I’m Pakistani. Right. So India and Pakistan, they were kind of, you know, together then the part of the ways. I don’t know what the fuck happened there, but yeah. So, um, they kind of parted ways, right? Um, but uh, you can tell I’m so americanized bro. This is what it is. So you know, you, once you get that head Bob and it, that’s a good day.
00:27:26 Okay. Okay. Okay. I figured the only thing is man, you know, um, I would credit the car industry for, for that because I don’t, I don’t really hang around with people from my culture. It’s not okay. It’s not to say that you know, I’m better than them. They just don’t have. I hang around with like my new people right now. You could be whatever color, skin color you are, if you’re not at that same, you know, thinking a parameters as I am, you don’t. If you don’t have that same paradigm shift as, as I do the paradigm of thinking about wealth, you know, and stuff like that. Entrepreneurship, entrepreneurship, you’re not going to be talking to me. You know what it is. And I choose. That’s a gift that I’ve gotten from God and you all. We all have gifts, right? And God has given each person that gift to choose who you want to talk to and who you don’t want to talk to.
00:28:13 Right? Right. Yeah. You can choose who you want to give your time too. So that’s, I take that as a, as a gift and a, you know, and I tell people, listen man, I’m not the busiest person in the world, but please don’t disrespect my time, my time is very valuable. And uh, that’s one of my pet peeves is people just, you know, call them like, hey, so you put a $10,000 deposit on your um, nonrefundable earnest deposit. Should I do that or should I put 500? Why are you calling me? Like, listen, I’m going to, I’m going to hook you up, I’m going to give you free advice, but only asked me to this stupid ass questions like that. You can go to youtube and yeah, a basic, very basic question, but I have people calling me every single day just with those type of type of questions.
00:28:57 So, so social media, I mean, you’re, you’re making a big push right now. I love what I’m seeing. Thank you. So talk about that as a strategy. So we live in a day and age where we’re called a microwave era. We want everything quick. Write News happens quick, right? By the way, I don’t watch the news, I don’t do not watch the news guys. Do not watch the news. It is poison to bring it is you’re poisoning your brain. You’re poisoning your mind. Think of it. Think of your brain like a, like a tree, right? The soil, right. If you keep poisoning soil, what’s going to do? What? What is it going to? It’s going to rot, right? If you keep watching the news and what’s going on, you’re going to start poisoning your brain. So I stay away from the news. I don’t. Um, before I wake up every morning, I at least take 20 minutes out of my time and I reflect, you know, attitude of gratitude, you know, um, what I, I have a habit of putting my slippers underneath my bed.
00:29:52 So in the morning when I get up, I can put both of my knees on the floor. Oh, that’s awesome. Right? Yeah. I can thank God for everything he’s given me and my family because one day I know in a blink of an eye, you just never know what happened. It will be taken away like that. Oh yeah, so you have to be appreciative of what you have in general. That was very true. So the, the, going back to the social media, the social I’ve got, it was a saga regressing tangent. Social media is fantastic, man. I love social media. So facebook, I was always on facebook. Um, I kept family members on facebook, but then when I, you know, kind of started doing everything so we got to do right, you’ve got to be out there. Um, so I did start, I guess I’m better late than never.
00:30:36 I got on instagram right? And people kept telling me, get on Instagram, man, damn, you need to be on it. Igg. I’m like, man, what the Hell is instagram? So just, you know, last month I just started my instagram account. It’s been ridiculous, man. I’ve been getting offers from people to do their watches and you know, I’m a big watch guy, right. I’ll post a photo of, you know, my watch or, or something like that. Just kind of know promotion and here and there. I’m a firm believer in a lifestyle. So, you know, I, I love, you know, a do it for the lifestyle, right. So, um, I always, and that’s one of my big motivators is the lifestyle. So I posted up my lifestyle on there, you know, anything that we, that I’m doing in the day or something like that. Vacationing or, or photos of, you know, some of my toys I have and stuff like that.
00:31:20 So yeah. Uh, so James McKnight and wants to know what are your top five books? I was, I real estate find might be tough. So what’s your top book outside of real estate? Outside of real estate in general. I would, I’m sorry, I got a text message here from a buyer. We’re, we’re, we’re, we’re doing deals and so, you know, outside of real estate does he want to know like mentally mental, like things that worked for the. He wasn’t specific. Let’s go with that. Okay, cool. Um, I love of course millionaire success habits. Dean Graziosi. Yeah, that’s a fantastic book. You know, another book that I really, really love is feel the fear and do it anyways by Susan s Jeffer, Phd. Feel the fear. I’m saying it twice, so your view is can write it out, feel the fear and do it anyways. So as Susan Jeffers, um, of course, uh, the magic of thinking big, you have to be able to think big in order to grow big crazy dreams.
00:32:22 Oh, absolutely. If your dreams, they’re not crazy enough, you’re not gonna, you know, that’s one thing my wife always in me dream big, dream big, dream big, you know, if you’re going to go all out, go all out. Right? Right. So that’s my David shorts. He’s also a phd. Um, and then so my, one of my ones that I like his soul to be sold grant Cardone, that’s it. Yeah, that’s a good book to uh, you know, I, I listened to audible’s a lot and then my most favorite book of all time has to be how to win friends and influence people by Dale Carnegie. How to win friends and influence people. Um, I’m a master influencer. I know how to talk to people. I know how to build rapport. Uh, why am I getting deals in such a saturated market in Houston more than anyone else in the market is because I fricking go in and I play psychology game.
00:33:16 I know how to build rapport with people. I know how to learn about their family. If they got pictures of if they’ve got guns, you know, Texas is a red state, they’ve got guns in there. So we talk about, oh, we love our gut, we love our guns in Texas, you know, if they got kid photos, hey, where did you go there you have sons or daughters, you know, building rapport because people would do business with people they like and trust. That’s just what it is, you know, and, and one thing, one thing I read the other day, it was um, you know, people will, will learn, listen by in hire you when they feel understood. Yeah. Right. I mean not when they understand you write a will, Nigga for wants to know how many deals you’ve done year to. Did you know that off the top of your head?
00:34:02 I do because I do track my kpis, but I’ll keep that on the deal deal. The other thing too is I see your networks and your networking junkie. So let’s talk about that and what that does for your business. So going back to what I said is your net, your network, your network is your net worth, right? So I network with everybody and anybody I can. Uh, I took a, a ride via lyft here. Okay. And uh, when I, when I, when I was going to the airport from my house, I took a lyft ride and I gave the guy my business card and say, hey listen, I know you’re driving around and you see any vacant properties, tall, tall grass in the yard. It looks like somebody hasn’t been there. The mailbox is stuffed. I want you to give me a call. I’ll pay you $2,500 referral fee most.
00:34:49 I paid somebody as a mailman. I paid him 500 $5,300 for a referral fee and I made 37 on that deal. Thirty $7,000 on that deal. Yeah. So he was already calling you again. The next time he has, we just closed another property, uh, together. So that’s a golden nugget. Number one for we’ve done a lot of golden was on number one. I don’t even know how many, like five or six. So number seven would be his approach. Your mailman. Okay. Your mailman know your routes more than anybody on the planet is because their, their daily. They know who’s home, who’s not home. They know the stuffed mailboxes. That’s actually a great resource is talking to your local mailman and networking with them and say, Hey, listen, when you bring me a deal, I’ll catch you out of clothes out. You know, when we closed the deal or whatever it is, you need to do a thousand thousand.
00:35:38 That’s a lot of money. The government is not paying these people that much money. You can believe that. So we just got to find like a postman meetup or something. That’s absolutely no. Yeah, it, I’m dead serious when I say like, I’ve made so much money off of mailman bringing me deals and they’ve made a lot of money doing that. It’s, it’s amazing, I mean, you got to network with people who are not even in your business. Right? That’s how crazy I am about my business. I’m a fanatic about my business. I network with everybody. That’s awesome. So what bird wants to know about your prospecting script? Do you have a preferred script that you’d like to use or how do you guys do that? Absolutely. So a script is like a GPS, right? When you’re on the phone with somebody, you need a script a, otherwise you’re just winging the shit out of it and people can hear when you’re bullshitting.
00:36:20 Okay. Remember that? Um, so you have to have a script, a, there’s a lot of good scripts out there for people. I have created one for myself and my team and it has been refined and retuned, uh, because I took a lot of that script from the car industry. So I took what I learned in the car business is called trigger points. You asked them triggered request trigger questions. So you ask people, hey, you know, um, certain, certain, different questions and stuff like that to see where they’re at. You know, I’m not going to ask you what’s your payoff? You know, I’m going to be worded a certain way, right? Hey, by the, by the top of your head, do you recall what you owe on the property? Oh yeah. My payoff is this much. You’ve got equity and I know now. I know, right?
00:37:05 I got the guy. All right. So then you want to do a quick role play like you calling me. Okay? Sure. Alright, so you’re calling me. Hello? Hey. Well, how are you? Steve? This is, uh, let’s, let’s do it again because I usually come to people as being their friend. Okay. So whenever we role play, let’s, let’s do it. Okay. Hello? Hey Steve. How’s it going? Good. Hey, I just wanted to touch base with you. This is wrong here with a invest topia online. You know, we buy houses here in the Houston market. Uh, I noticed your property was a vacant and I want to see if you’re interested in possibly selling it, you know, because my wife and I, we were driving around the neighborhood and we actually did locate your property and I’m currently rehabbing one right across the street. Do you know the, the Macintyre’s? Um, no. Oh, well it’s okay. No, no, that’s fine. They, they told me they, they had just recently moved in and I, and I know you’re not at that property anymore, so, um, I just wanted to see if you were interested in selling your property. Uh, every once a while I think about it. Okay, fantastic. Well, can I put a check in your pocket every once in a while?
00:38:11 I mean, what kind of checks are we talking about? I’ll tell you what, um, what I can do is I want to come out there personally and come take a look at your property. You know, what is a good time for you? Give me just a moment, Steve. I have a 1230 and a 1:15. Open. Which one works best for you? A 1230. I mean, I might be able to skirt out during lunch. I’m not sure. Okay. Can you do me a favor? I’m going to pencil you in for 1230. If anything changes, please give me a call. But I will be at your house at 1230. Take a look at the property. I mean, I, I’ve already looked at it. Really it’s just a matter of shaking your hand and signing a contract. But uh, you know, and we’ll go over the basics when we’re there.
00:38:53 Listen, I know you’re at work right now. I don’t want to ask you how much you want for it and all that. We can do all of that. That’s the easy part. The hard part is me, you know, US meeting and getting out there. The numbers are the easiest part. Don’t worry. Okay. All right. Thank you Steve. I’ll see you then. All right, so you’re just handling it up front so they don’t ask you that question over the phone. Exactly. How much are you giving me all? You’re going to give me a million dollars. I’m a fricking investor, man. I’m not gonna. Sit there and give you a million dollars, right? Because people always ask me, Oh, I will, you know, the, the number one question is how much are you looking for your property? Right? You know, and I’ve had to fire some people for asking that question.
00:39:27 Do not ask people that question because then they will start leading them. You always, as a sales technique, you always want to lead the conversation and let the other person lead the into the conversation. So as a car sales guys, I’ll always taught that. Do not leave, do not let them lead you into the conversation. So they say like, one of the styles is you’ve got to be an attorney. You don’t ask a question you don’t want to hear an answer to. Absolutely. Yeah. Yeah. So, uh, Brian mcdonagh ism. Hopefully I’m not butchering that. Are there any posts, meetups? Are there anyone, postman and meetups? Are there any postman meetups? We might just have to create that. We actually might have to create that man. What a fantastic idea. Know a postman meetup. Yeah, I think that’ll be fun. Uh, Eric Post wants to know, have you had any luck with instagram ads or facebook ads?
00:40:12 Facebook ads? I do. Also instagram ads. I haven’t gotten into that yet because I just newly created my instagram account. I thought you’re the exception. Good luck with facebook ads. Facebook ads. It has been. Um, I’ll put it like this. We do a lot of youtube, like the youtube commercial type of deal, right? I got one day, a lot of my facebook ad, but I had to spend a lot of money on that. And the other guy might not have been the best. No, no, it’s not the Roi on that. It’s not going to be the best, but I can say that. Yeah, we’ve, we’ve done it. Yeah. And in Willie wants to know again, do you make any offers over the phone? And so I was like, the answer is no. There are some players in town that all they do is the John Martinez thing that big offers over the phone.
00:40:52 Do you do that or everything’s. So that’s like asking me, do I want to shoot myself in the leg? Will, do you? No. Okay, no, I know, right? I’m so, I wouldn’t, I wouldn’t encourage doing that. Now if you’re doing 30 to 70 deals a month, that would something we need to consider, but uh, you know, [inaudible], you don’t have time to go out and meet people, right? Uh, but I, I had made a goal to myself that I would meet every seller no matter how busy I am, because my sellers pay my bills. Yeah, that’s true. I will meet every seller. I will meet every buyer and I will be at every closing I attended every closing of mine. Really? I move hell or high water. I’m at my freaking closing all this bullshit about getting direct deposit. Cut that crap. I’m at closing because guess what?
00:41:39 People have walked away from the closing table and they do walk away from the closing table. You just want to make sure you’re there for any quality control. And that’s what I do. I really just quality control things, you know? And there’s no such thing as a perfect closing. We always got something going on. Man. Who’s got the survey? Was there. Oh No, I got a call, Ron, next thing I know Ron’s in another phone call and now they got to come back inside. Yeah. So that’s, um, that’s something a lot of agents could take note of. We have a lot of agents that don’t go to their signings a. So Ryan Devlin wants to know, do you actually cold call or is there a team? Cool. Cool. Um, so I, I, I did cold call previously, but I have a team that does, I’ve trained those individuals to do the cold calling the way I want to, not the way that, you know.
00:42:23 So, and so youtube university wants you to do it. No, it’s a certain way and we got to make sure that, uh, you can see I’m, I’m against Youtube University, but yeah, just not as. We’re going to be part of Youtube University as soon because this goes on youtube. Okay. So Brian was the JV with virtual wholesalers? No, no. All right. Uh, is there a reason why? Absolutely, uh, is because my market is so large and so huge that I don’t need to go into any other market. Um, and that’s, that’s a, you can call that selfish, but I don’t need to go anywhere. It’s focus, laser focus my market in that state because I have people calling me from Minneapolis, I’ll refer you to a beast of a wholesaler there who’s got a big list, you know, but if you want to do a deal in Houston, I have a 38,000 buyers list in some change.
00:43:15 Oh yeah. That’s how I’m able to move properties so quickly. Yeah. So, yeah, I mean I get people asking me the same thing. So it’s like I could barely focus where I’m at. How am I gonna Focus somewhere else? No, absolutely. Uh, Antwan wants to know what’s your followup and rotation process when cold calling your list. So the money is in the followup, Antwan. So what you would want to do is a follow up is extremely important and that’s one thing that I had learned in the auto industry, uh, is because, you know, if Antwan didn’t know the wholesalers are a dime a dozen, right? But the good ones or not, that’s the difference. There’s a difference between a wholesaler in a, in a good wholesaler, right. So, um, you have to be able to follow up with people. Um, I would the system, what I would use is podio.
00:43:56 You can go in and I use podio so I can create followups in there. It hooks up straight into my, into my phone. And uh, we were definitely able to do that as far as a alarms go and systemizing followup. That’s easy. Follow up is, is easy and we get a lot of our deals from following up. That’s the key was a huge key. It’s really easy to let that slip to. Yeah. So what is your organization look like? We talked about nine people putting up bandit signs. Uh, how many cold callers, how many acquisition guys do you have right now? So we’ve got nine bandit sign guys ate cold callers acquisition guys. I have actually, um, they’re more of the silent type of guy because they don’t go to networking events with me. If they see me, they don’t know who. We don’t know each other because I don’t want folks to, you know, like we don’t, we don’t know each other, right?
00:44:44 So there’s people in Houston who have met other guys. They just don’t know. They’re my acquisition guys. Right. So, um, I have a few acquisition guy will put that out there. Is that safe to say? I do have few acquisition guys that, that, that, um, uh, that we do. So the next step for us is, since we’re working from home now we’re going to be expanding into an office outlet where all have at least six or seven, you know, more acquisition guys and we’ll have an entire call center just for cold calling and then the entire thing for our, um, you know, other outlets and stuff like that. So. Okay. And then are these guys on commission salary? How do you guys compensate them? So I don’t believe in a salary and I’m a strong believer in earning, earning or wages, so yeah, absolutely. So I put them on commission and that’s the best way to do it because you will find the hustlers when they’re on commission, you know.
00:45:38 Uh, another big lie that we’re all fed is, is the word salary. You know, I’m a salary is a bribe for you to forget your dreams when you have a salary. Yeah, yeah, yeah, yeah. So, um, you can tell I read a lot of motivational stuff. I have to, you know, I have to be constantly, you know, doing all this. So even my children, when they sleep at night, I tell my son every night before he goes to sleep, I said, you know, I’m very proud of you. Your mom and dad are very proud of you. You’re a champion. You know, I can. I’m conditioning him right now because there’s so many parents out there who are conditioning the children to say you’re not going to be worth anything, you know, you know this and that and you’re not gonna, you know, do you think you deserve that?
00:46:22 Yeah, exactly. Right. So you have to be able to condition your mind itself. But salary itself, I don’t believe in a salary. Now, if I have a, you know, a gem gem of my location and I have a front office now I don’t mind giving my front lady a salary. I mean, yeah, the staff, right? But no, if you’re a sales guy, you’re going to be on commission because that’s when you find out if you’re really cut out for this or not. So what do you, how do you accomplish that? You’re cold callers. Um, so we do it per hour. It is an hourly wage for them. Uh, and then we compensate them on deals. So any deals that we close, um, there’s a, there’s a, there’s a fee in there that I give. I give, I believe in bonuses and raises. I give bonuses and raises.
00:47:05 I give, you know, different promotions out. Hey, if we close, you know, if you cold call, you know, I’m 80 people today, you know, you’ll get a so-and-so if you cold call, you know, a 500 people by the end of the week, you know, we want to see who’s doing the most calls. Right? And that goes back to tracking your kpis. So what’s happening is that, you know, okay, so here’s how many you cold call. Say you cold call 10 people, right? Let’s an easy number. You cold call 10 people, you’re only converting to appointments. I’m sorry you’re converting six appointments and you’re getting one deal out of it. That’s not the ratio I’m looking for. I’m looking to close a high number eight out of 10 almost. Right? So I track KPI. I’m a big numbers guy. You know, I, I hate math, but I love counting money.
00:47:53 Is that. It makes sense. Check are your kpis through podio? Mojo? What are you using the of podio? Yeah, I can use podio and then um, I go old fashioned too. I scribble like stuff like that on my phone and I mean, you know, like I said, uh, you know, you want to um, I’ve got uh, organized chaos in my office at home. So my wife, she was, it’s funny because she walked in the other day and she’s like, you know what, what’s this? What’s going on? Just leave it. There’s a contract under the carpet. Leave it, I know where it’s at. We’re about to close on it. I know that world. Yeah, a nice chaos. Uh, at least one Bush wants to know. She’s a new wholesaler in Houston. I was learning the business. How can she do a deal with you? Absolutely. So, um, if you would like to do a wholesale, if you’re in the Houston market, uh, I am, it is an open invite so you can connect with me on facebook and, or email [email protected]
00:48:48 So it’s [email protected] Send me the information, I’ll call you directly. I’m a people person. I call people. I’m never too busy, you know, I’m a firm believer in you can’t be, you can’t ever be too busy that God can’t even reach you. You know what I mean? So, um, and that’s one thing that I wanted to set myself. You asked me earlier on what sets me apart from my competition or in general from other wholesalers is because I answered my phone every Goddamn time, right? Because it makes me money. Yeah, it is what it is. Call me. I’ll answer it. If I don’t answer it, I’ll give you a call back, but I don’t ignore that call. Goes back to my bandit signs. How do I get so many deals it because you know, uh, Uncle Sam buys houses, didn’t pick up the phone and I picked up.
00:49:37 Yeah. All you have is those little little steps you do is going to yield you the big rewards or so there’s a lot of, you know, a lot of people get laid back, right? Uh, I’m not in the business of just making 40 grand off of one guy in relaxing next six months or a year, not selling anything. Right. How we’re able to move multiple deals a month is because we leave enough bone on the table for the investors and they keep coming back. It’s a sharp man. It’s a shark tank out there. So anytime we get a deal, I. Yes. Okay. So I have an exclusivity thing with my buyers. If you’ve bought a property from me before, you get right to rescission on it two days before. I blast it out to 38 some thousand folks. Right. And, and keep in mind, it’s not a co, you know, I don’t.
00:50:22 It’s quality versus quantity. I have such a big list. Yes. But the matter of fact is that ideal with, you know, you’re going to deal with, I deal with at least maybe 15, 20 real buyers, you know what I mean? Like you gotta have that type of. It was only a handful, a handful of people because not everybody is going to be, you know, a certain buyer because some deals, you know, the 70 percent rule is a dinosaur. Now you cannot, you know, the, the thing is 70 percent minus ARV is, is, is a myth.
00:50:54 I don’t unless it’s an Arizona. Should I be getting into the Arizona market? So in broker, right? And so like everyone, so I’ll get this investor, it’s like, yeah, you know, I’m a, I’m a, I’m a cash buyer. If you’ve got to deal 70 percent, 65 percent minus repairs, you know, send it my way. I’m a cash buyer. I’m sure you are. Why the hell would I send that to you? You know, you know, my biggest thing is I love when somebody says if the deal makes sense. Yeah. No, I’m not going to do a deal. That doesn’t make sense. Right? Like, are you serious? Like, yeah, if the deal makes sense for me, that’s just the dumbest thing I’ve ever heard. I hear it all the time. If the deal, why wouldn’t it make sense? If I’m doing a deal, why wouldn’t it make sense to, you know what I mean?
00:51:33 Like I have to make sure it makes sense for me to even get the deal, you know, it might not make sense to you because you’re a buy and hold guy, right. Are Your criteria is that’s your credit? I’d rather people say it doesn’t fit mark. If it fits my criteria then I’ll do it. But making sense and all that. No. That’s why you’re flipping one house a year. Uh, so Brian wants to know if you’ve heard of waterless the lists of individuals who haven’t paid their rent within the last six months. Yes, I have water. It’s called water shut off list. Yes. And that is my niche. What’s your niche? Shit, Oh, this guy just gave you guys a real good golden nugget. Yes. So there is a water shut off list. I’m able to access it. Have you ever checked out Rei pro? Uh, there’s a lot of programs out there.
00:52:17 Um, I don’t use them, but I’ve heard some pretty good reviews. So you can, you have to do your own due diligence and what works for you and what doesn’t. I think the market matters too. It’s like a toolbox, right? I’m not going to, I’m going to use a double wall. Tamar and not a Walmart Hammer. It’s all my personal choice. I mean, you know, all these. I don’t want to namedrop skip companies, but you can use anything you want. Right? This is what it is. So, uh, so we didn’t talk about this positions. Are you the disposition going? Could you say your team, you’re working with 15, 20 guys and you got your 30,000 buyer list or either this Beau Guy, my wife and I. Yeah. Okay. My wife has mainly doing the district. They’re picking up the phone. You’re texting it, emailing it. What do you guys do?
00:52:57 Oh, we do our email blast. Yeah. So we do, we do email blasts. We do. Um, uh, what does that text to voice to text, something like that. I can’t even get the terms right. I mean we, you know, did the text blast, whatever you call that a. and then we were able to, you know, get on the phone, call people, stuff like that. So I’m, I’m very, you know, I’m like tech savvy, so I’m always like on my phone and stuff like that. So people are Kinda like, you know, hey, uh, is this, is this still available? I’m always constantly. That’s why I keep checking my phone it because my buyers are texting me right now and I apologize that we’re, I mean this is live. I’m doing deals and I’m not even at home. And that’s the beauty about this business, right? This is a, we’re able to get contracts and worry about a disposition deals, uh, in make 40 grand, 30, 30, 20 grand on a deal.
00:53:44 I’m not even sitting in front of them, so we’re going to work on the, on the, on higher dispositioning because I made. I’m making an APP, so we’ll be in Houston hopefully by years end. Are you? Yeah, I would love it. Yeah. Uh, so who’s in charge of the kpis? I am. Nobody watches your money like you do? Yeah. I don’t let anybody touch my. And then you’re looking at that like, you know, calls to appointments. Boy, this is down this month or. Yes. Yeah. I look at everything from a Roi a all the way to a calls to appointments. Uh, what’s your uh, convert ratio? Yeah. And I on a, on a, on a color. By color basis. You mean per, per associate? For Social? Yeah. Yeah, yeah, yes. Yeah, yeah. Per color basis. Okay. Yeah. Okay. Yeah. And then I, I listened to phone calls all the time. I think it was. Yeah, absolutely. Your quality control. I have to listen when the hell is going on. You have enough time. Okay. I told you I don’t sleep. Yeah, apparently coffee. Uh, so if you run it through my veins, so we’re gonna answer this question. Not In any of the markets. Okay. So how much are you spending on marketing a month?
00:54:50 It hurts me every time I say it, but no, it’s an investment. It’s an investment and an expense isn’t about 15 grand a month. 15 grand on my bandit signs a loan or about 8,000. Yeah. And how much is the u haul expense in that fuel? Another thing. Oh, that’s cheap. That’s like 60 bucks. Sixty 100 bucks. You haul a expense. So it’s not, it’s not too much. But at any given I would say about 10, 15,000 a month. Yeah, because we’re coming towards the year end now. I don’t think, you know, I think slow is a mindset because thus far we, this month we’ve closed six deals and I’ve got two that are closing while I’m here in Arizona. So that’ll be eight in the month of what? October. November. So slow is a, is a mental mindset until somebody tells you it’s slow. No, they’re slow. They’re not going out there and getting deals.
00:55:35 You know what? I mean, it’s a, it’s a paradigm shift. You have to be able to be, be able to shift your paradigm in this industry to think like, okay, no, today’s not going to be, you know, it’s like getting out of bed every morning, right? You’re either going to get off out the bed on the right side of the bed or the wrong side of the bed. You choose. You know, somebody asked me, how’s business, man? There’ll be 2:00 in the morning businesses. Great man. Rock and rolling. I just closed another deal, right? You know, it’s, it’s a paradigm thing because you start feeding yourself that information. Eventually your thoughts become reality. Yeah. And filling prophecy. I’m a firm believer in, in um, in manifest manifestation. I’ve manifested all of this. You walked into my life. I walked into your life by manifestation. I used to watch your show.
00:56:18 Like, Hey, that guy is. He’s, he’s, yeah, like that real estate disruptors, man, I appreciate that you manifest all these type of things in your life. And I’m a firm believer in the law of attraction, a Bob proctor. I’m a huge fan of Bob proctor. Yeah, huge. I mean, I’m a diehard fan. I mean, that guy has the original. I’m talking about biblical thinking, grow rich book. Oh really? He has the original book. Yeah. So it’s amazing. That goes back to, you know, a lot of people call me a motivational speaker to. Right. I don’t know if you’ve probably noticed a little bit. Yeah. But you know, a lot of people say may your, you, your motivational, this and that. So yeah, you know, I feed my mind all that type of stuff. You know, I believe in each one. Teach one, right. The term a lot of people don’t know where that term comes from.
00:57:06 It actually comes from slavery, you know, so yeah, it goes back to slavery. Um, and you have to know your American history, uh, in order to kind of, you know, you see all these hip hop stars and shit there, you know, Dj Khaled and they’re saying all this stuff and no, they probably don’t even know where that comes from. Each one teach one, you take one and you teach him. He takes one and teaches him, you know, it’s like that fish, you can take a horse to the water, but you can’t, you know what I mean? Like, alright, you know, is this what it is? So, uh, but yeah, you got, you got to be able to, in order to be successful in this business, you have to be able to teach the next person that’s when you truly achieve success. Well, that’s when you’ve actually mastered it. Yes. So, uh, we already talked about Podio, we’ve talked about simple talk about callrail. Are there any other tools or systems you cannot live without?
00:57:53 My wife on speed dial partners. Huge. Uh, absolutely. So that’s the biggest tool that I would say is his support from your spouse, a support from your family. Uh, you know, in family can sometimes be negative, you know, my family’s not always supportive, you know, sometimes they are in which is great. Um, and stuff like that and I love him to death. But uh, you know, everyone, everyone has those challenges in life, right? Um, and your friends, you know, why, you know, some people are, some people will not support you because they’re afraid of what you might become [inaudible] they’re afraid you’re gonna. Yeah, yeah, yeah. There was an opportunity that they gave up. Some people might not support you because they are afraid of. I was telling him about my buyers. I was buyers calling me up, telling them tune into the show. Hey, let me, you verified date listed. Let’s do it. Hold on. Hey Jeanette, what’s going on man? I’m doing the live. You’re literally live on a show right now. I’m doing a live podcast and Arizona. It’s all good. It’s all good. Are you calling me about the land deal?
00:59:07 Yes. Uh, so what I’ll do is I’ll touch base with you and we will go over that deal together. I just, I apologize I had a plane to catch and uh, I’m here. You’re live, you’re live on the show right now, so it makes sure you tune in. You’re going to catch the replay and you, you just on the show with me.
00:59:23 All. Are you going to take care brother. Bye. Bye. So that’s how I treat my buyers. They’re like my friends, man. That’s, that was a live phone call right there. So, uh, we got uh, um, so the cool thing is I’ve actually gotten into wholesaling land. I wholesaled land and I wholesale a multifamily too. Yeah. So those are the big spreads, the $100,000, $200,000 assignment fees. So I do all, he was calling about a land deal which land because that’s something that we, you know, we know a couple of guys, I hear that wholesale land and you know, they’re like 10 percent of market. Where do you buy them? At Allan in Houston. What are you talking about Willis? I buy them at the right price. Okay. Is that fair enough? Number? That makes sense. Uh, okay. So we talked, you talked a little about, you know, a family and that’s something that’s, I think we all have a huge, uh, in common is the family that drives us. So, um, talk about your why and, and, and, and all that.
01:00:25 So, you know, I’m a firm believer in, in finding your why. And I tell people, the first question I asked other wholesalers is, why do you want to do this business? Because I want to make enough. I want to make a lot of money. No, that doesn’t make sense. Why do you want to be? Why do you want to do this business? Uh, I want to be able to go to expensive dinners. No W, what is the reason? What do you, what is compelling you to come to this business? Right? Then they tell me, Oh, you know, I have to, you know, I have to pay this off or that off and I’ve got kids and I want to be able to do this. I have a special needs child. I got to do this and that. But then you start, you know, it’s called a seven, seven layers of Tony Robbins.
01:01:04 Yeah. Tony Routers, right? Seventy seven layers. So my why are my children and my wife, my family in general, because I wanted to leave a legacy. In order for me to do that was had to be through real estate. If you want to get rich, you got to start buying dirt. Right? Or flipping paper. Yeah. Like me. Sorry. I don’t have any intentions of becoming, you know, a flipper. And that’s probably gonna lead you to the next question I’m afraid it is. I’m just going to wholesale. So we’re, we’re, we’re predominant. We’re just going to stay wholesaling and stuff like that because we built a reputation in the community, a great reputation in my, in my city. And I found my niche. It is wholesaling, you know, I, I don’t like waiting two weeks to make 30 grand. I’m sorry. I don’t like to wait six months to make 30 grand.
01:01:54 I can do that in two weeks. Yeah. And my buyer is okay with it because he’s making 100 grand on the deal. Right. So. So what would you do then if the market dips grow? Okay. So when the market dips, here’s what’s going to happen. Wholesaling will survive. Yeah. Is that a shocker? Not at all. Not at all, right? Because we’re gonna, we’re gonna buy low and we’re going to sell low enough where somebody can make money. The market dip in the market crash is inevitable. It’s gonna happen, you know, but you have to brace yourself, right? It’s Kinda like a noah and his arc. Right? He knew the storm was coming. He built his arc. Right? Right now the best thing to do in real estate in the real estate market is wholesaling and it’s always going to be the golden, the golden goose a is.
01:02:46 And I believe that because I have investor buddies will call me every day. I want to unload my property, I want the, we’re, we are expecting it, but we just don’t know when it’s gonna happen. Right. All right. So, uh, in, don’t get me wrong. Flipping is great. I love the Hgtv Syndrome, all that good stuff. That’s all fantastic. Right? But my niche is, is wholesaling and wholesalers will survive the market. What you see on the forums, people ask all the time what’s going to happen to wholesaling? Nothing. Honestly, I asked this question because I’ll have people ask this question right? And I, I’m with you, right? Like people don’t know. This is one. It’s hard to also, when a market, this is one, it’s easy to wholesale. Yes. Yeah. So, um, what is your biggest struggle right now? So my biggest struggle would be, um, it’s like the book e myth revisited.
01:03:35 I have to fire myself from certain tests, minuscule tasks, right? So I’m in the phase of my life in my business right now is I’m, I need to be able to fire myself in order to scale my business. Right. Um, so I’m right at that tipping point where we’re scaling now, right? We’re going, we’re going, boom, boom, boom. So, um, but uh, our, that’s my biggest thing is I got to start firing myself, call it micromanaging, but it gets overwhelming, man. I mean this business is crazy. Well, I’ve got an excellent exercise for you. What does that. So something a different strategic coach so we can go after this [inaudible] little bit longer, but it’s, it’s finding your unique ability and that’s a lot of fun. It really. Yeah. It’s an entrepreneurial exercise so we can talk about that offline. Uh, what is your superpower? So I would say my God, I don’t, I wouldn’t categorize it as a and I wouldn’t categorize it as a superpower.
01:04:30 I would say a God given gift, right? So my God given gift is being a father. That is the superpower I have because I was not, you know, my father was not in my, in my life he was, he was in my life, but he really wasn’t because my parents had separated. But being a, being a good, good father and a good husband is my superpower is to be able to, you know, be there for them when they need me. I’m in. And that’s probably why now you can see why I do what I do is because, you know, I want to be able to provide a legacy for my family and I hate to go back to the same thing, but that’s just the truth man. I mean we’ve got to be able. Social Security will not be there for us. That’s the biggest life fed to the American is your social security or you know, your, your, your government is going to come and save you. Yeah. No, we know. We know. Where’s your camera? Are you serious? You go out there and do some damn deals. Save yourself. What’s the greatest lesson you’ve learned? Greatest lesson I have learned, uh, in this business or in general, in this business, in this business. I’m the greatest lesson I have learned is to
01:05:47 I w I would truly a credit, you know, to as far as, uh, you know, we, we go through a lot of lessons in life, right? I’ve been through a lot of lessons myself in life, but in this business and in particular, I would say that the greatest lesson that I have learned is that a,
01:06:04 you know, not to make the costly mistakes. I guess there’s a lot of mistakes that were made in this, in the branding. You know, I can’t pinpoint really. I want to make this as, as in depth as I can for your viewers and for, for everyone. But the matter of fact is that there’ve been so many mistakes already made, you know, um, that, uh, I just can’t pinpoint, you know, but you fail fast, fail forward. I mean, that’s how I was able to overcome a lot of my obstacles, you know. Um, and, and as far as the lesson goes, I would say is that, you know, networking with people, that’s the biggest lesson that people should, should take away is network network, network, attend Rias, you know, talk to people. A urias are going to be where your bread and butter is that. Talk about that.
01:06:44 So you go to areas. Oh, I love going. I live at [inaudible]. Steve. I manage my family life around my Reyes. I’m dead serious. This different. Our is Ryan Harper in your community know Ryan’s in Dallas? Houston. Dallas, yeah. Okay. Because he runs some crazy meetups. He does, yeah. He’s in Dallas. Yes. All right. So then your area is like this once, twice a month. Every other day. Is it? Yeah. Houston is large. We’ve got a. we’ve got about how many years? Five to six. Five to six a week. Wow. That’s crazy too. Yeah. So now you see how I have such a nominal buyer’s list is because I’ve been able to network with some people and then stuff like that. So we, we attend. What I do is, um, you know, because you realize all your bread and butter in this business, uh, um, you know, I have a saying if you ain’t pitching you better stop bitching as this. If you’re not pitching deals, I feel like that’s coming from car sales.
01:07:43 It’s funny, we were just talking about Ryan, he just jumped online. So what’s that Ryan? Ryan Harper’s on this. Just felt that. I feel like. Oh man, that’s awesome. Alright, so then the next question, because we’re talking about failure is what is your favorite best or most interesting failure? Oh Man. Favorite failure. It would, they really is meant truly. There’s so many that I have gone through. Um, you know, to be honest, I would say you need to minimize risk as much as you can. Um, so, you know, sometimes you’ll, you’ll say something to a buyer, you’ll say something, do you know something wrong in a deal? You know, and that’s part of failure, but you, you just, you just have to out bro, like you messed up, you know what I mean? You got to swallow the pill, you know what I mean? So, um, and one thing about wholesalers is they get a bad rap for um, overblown, ARV, right?
01:08:36 No, no sellers, what are you talking about? So, you know, I’ve heard, I’ve heard in the community on numbers are great, you know, they are, they really are. Yeah. Um, but, uh, I like to do my due diligence in general. Sometimes all I follow up and say, oh boom, you know, is what it is, but I’ll backtrack it and say, you know, it’s, it’s all right, my bed, uh, Brian wants to know how you’re finding the water shut off lists in your city. You can go to you. I actually have a connection at city hall. Um, and that’s, that’s where I get it from. That’s huge. Yeah. And you have to be able to network with those type of people. So I go to a, what is that called? Divorce court or something. I go there to Rehab. I W I where we buy houses shirt, right? Yeah.
01:09:22 Alright, we’ve got to get a selfie. Yeah. Next Day it’s, it’s awesome. People really will come and talk to you and say, Hey, listen, my wife and I go through a little thing, man, you know, can you help us out? I’m just sitting there. I’m acting like, you know. And that’s, that’s Kinda, that’s kind of pretty much it. That’s amazing. So we do, it’s probably my favorite nugget today that is in the. We do, we do a lot of advertising. A bill, I don’t know if you know this, but we have our billboards to in Houston. Do we buy houses? Billboards. We have park benches. So I had park benches outside of pawn shops. Do you say we buy houses? Tom, Tommy cuffer. Ella? No, I’m not familiar with Hungary. There’s a, I can’t remember where he’s at, but he’s like, he said I was on a call with him.
01:10:00 It’s like I have literally spent every last dollar. There’s nowhere to have to spend in my city. What city is he in? I can’t remember, but uh, I’m sure we can connect. But yeah, yeah, no that’s, that’s, that’s great. So all we do, we do that. I haven’t had a great roi on the billboard. It’s just a regular, it’s not one of those huge, you know, it’s just who you are. They know who we spent it elsewhere. He takes you seven touches for someone to call you. Yeah, that’s, that’s the key. That’s the number seven. So either it’s a direct mailer either it’s a billboard, a bandit sign. If they see the same color scheme, if they see, you know, in their mind like oh I saw that again. Oh he must be legit, let me call him. So I get people calling me and saying that hey, I still have your direct mail or from like, you know, say eight months ago, nine months ago.
01:10:42 And I saw your sign with your same name on it and stuff like that. So we do a lot of advertising outside of hospitals also. Yeah, I do, we do a, we have a, a bit like we do benches, right? You’ve got a brand that ambulance then. So. So we do, we do, we do advertising, I like to call it gorilla marketing. Oh yeah. So, um, I do a lot of advertising outside of hospitals. Casinos, gamblers will always need money to sell their house. We do that also. So anyone who’s watching this take note and you guys need to start hanging out and not a mental hospital, but I’m just saying like hospital in general, you know what I mean, to make sure that you’re talking to the right type of people. Uh, what’s your email address again? It’s Info I n f o at Invest. Topia online.com. So it’s I n v e s t o p I online.com. Alright. And then is there one book you’ve gifted more than any other?
01:11:41 Uh, it would be how to win friends and influence people. So whoever is on this. Actually, man, I’m gonna throw out another Freebie. I’m the bandit signs are going to go free to somebody, but everyone who’s on this a live thing right now, uh, send me a facebook message with your email address and I will send you a free pdf book of how to win friends and influence people. That’s huge. That I’ve paid for. Okay. All right. So guys, it’s um, well his email’s the best way to get hold of your. Yeah. Email. Absolutely. Also, they want to follow you. What’s your instagram handle? So it’s going to be Ron, Ronna one, so r o n r a n a h one and that’ll be my instagram handle. Okay, awesome. And then, uh, so how are we going to do this? How are we doing this giveaway? Are we, are, we’re done? Where does it, does this all the questions if you passed. Okay. Uh, well let’s, uh. Alright. So whoever who, how many people do we have on the 41? People online right now. Forty one people. I’m not that popular guys. Come on. Alright, so all 41 people you guys on here, let’s, uh,
01:12:50 less right? Steve is a beast. Everybody right? In the comments section, Steve is a beast and then we’re to go ahead and do the drawing. All right. No one, no one believes. No one believes that. All right. Is it coming? It’s a steep. You have to write. We’re. We’re doing the giveaway now. Alright. Steve is a beast, right? It in the comments section. All right, one. Okay, come on. Steve is a beast. Come on. Let’s go. Guys. We were going to let this. We’re going to let this run for a little bit. You got a paper on you? Yeah, I’m grabbing lunch. Start writing names. I’ve got people messaging me right now for the free book guy. Send me your email address so I can go ahead and send that out to you guys.
01:13:46 All right man. We’re going to have way too many. It’s all good. That’s. That’s the whole point. You know what Steven? Let’s double it up. You’re going to pick two people in here, right? I’ll pick two people. All bandit signs. Is that. Hold on. I got asked the wife. I got to ask my, my, my money manager here. Is that okay? Okay. I got the thumbs up. All right, so what we’re gonna do, we’re gonna. Write down all the names and then I’m going to have you close your eyes and just point at the paper. Now what? We can rip them up and Jiggle Oma and you pick out. We can pick out a name. I’ll pick out a name. That’s fine. Go, go, go from there.
01:14:29 Okay. Alright.
01:14:31 Why don’t you split Baltimore. Why write these all down. Alright. So what, let’s go ahead and do this. Um, so everyone is writing it down. I’m going to go ahead and get everyone a real solid golden nugget on how to build a rapport with people when you’re in front of a seller. So in, in the comments, who is type in v Dude, they’re typing so fast. They. Okay. Um, so who, who would like to know an acronym that I use and it helps me every single time to build rapport. I love that. Look at that man. Look at that. Yeah, you’re popular. Alright. Who wants. Who wants a 100 free bandit signs? I’m going to pick two people. Is going to be 200 free bandit sign, 100 per person. I’m going to pay for your shipping unless you live in Hawaii
01:15:36 or Canada.
01:15:42 Alright. I gotta please share. I got someone said please share. Uh, my, my, uh, my leg it. Okay, here we go. Alright Steve, you can. You want a damn? That’s a lot of names. I’m still writing. It was a lot. And do we have steve was a beast. Make sure you guys are reading it. Alright. So you want to go ahead and share that? I think we’re, we’re good? Yeah, I got it. I got run as a rockstar common in there.
01:16:16 Alright, cool.
01:16:19 Alright, let’s go. Alright, cool. So we’ll, we’re gonna flip that paper over it. This is live guys right now. So we’re gonna let’s will. Yeah, you’re tearing it up. Okay. Here. I’ll hear it up. You got it? Yeah. Right. So we want to show the acronym. Yes. Okay. So let’s go with the acronym. Okay. Make sure you guys have a pen and paper ready and write this. Okay. It’s called form F, O r, m. every time I use this on a seller, nine out of 10 times I always get the deal because it helps me build rapport with the seller almost immediately. Okay, so what you want to do is you want to start with F. Okay, so f stands for family. Okay. Oh, starts is going to be with occupation over occupation. Okay. R for recreation, recreation. I can’t even talk. Recreation and M is motivation.
01:17:17 Okay. So family occupation, recreation. Motivation. Okay. You start talking about people’s family. People will start talking about themselves like nobody’s business and when somebody is talking to themselves, when somebody is talking about themselves, you need to make sure that you shut up and listen. That’s gonna make you money. Okay? Occupation, you ask somebody, Hey, what do you do for a living? I am a bagger at Heb. Oh man, that’s awesome. You must love what you do. You know, nine out of 10 people who are calling you don’t like their jobs regardless. I mean, it’s just the norm of our society unfortunately. So they’re going to tell you, yeah, you know, I do like it somewhat. Or how long? How long have you been doing it? You want to ask people how long they’ve been doing it and keep in mind you’re keeping them engaged. The more you keep people engaged, the more they’re gonna be likely to do business with you.
01:18:14 Okay. Third one is going to be recreation. What do they, what do they like to do for fun? Right. Texas is big on guns. I liked, I liked to talk about guns with people, right? So they talk about, you know, whatever they liked to do and all that good stuff. So what, what you would want to do is you would find out if they like to play soccer, basketball, you know what basically anything they like to do, I don’t care if they like to do knitting class, you better be a fricking fandom knitting class and to make sure you’re talking to them. Uh, the third thing is the strongest one that you’re gonna have to ask them is what is their motivation? Why are there selling their property? You know, why did you call, what am I doing here right now? What is my purpose of, you know, how can I help you? You’re going to ask the person how you can help them. Okay. So you got that sleep. Got It. Okay. Ready to go. Family occupation, recreation motor.
01:19:09 What I like about motivation, it was, um, it was, you know, there are other for his frog, right? As other way for some people remember it. Family, recreation, occupation and goals. Yes. And motivation and goals is kind of intertwined. Is that if you, um, if you have goals, you’re more likely to be referral partner, more likely to be giving advice to someone without goals. Sure. I want to hang around with you.
01:19:31 So that is a huge. That’s actually one of the biggest golden nugget that I can give you. Your viewers is uh, the, uh, form acronym and I’ve used it in the car business and it’s one time after time after time. So it’s, it’s great guys. We want you guys to win. You know, this business is about, uh, uh, the law of abundance. A, why does Steve do this? You know, why did I agree to come on his show and, and give you some of my secrets and tips and, and this and that is because you have to have a law of abundance in order to grow in life moments mentality, the abundance.
01:20:08 So we got a whole bunch here. We’re going to pick two. So pressure is on. Hopefully we’ll get any hate mail. Have a stocker. Yeah, yeah, yeah. I grabbed two. How about you do this? You grab one and I’ll grab them. All right, cool. All right, we got it.
01:20:28 James McKnight’s Oh James McKnight. I’ll probably need to read it. What does that say, man? You got doctor’s handwriting. Kevin Stewart and Kevin Stewart. All right. All right. Congratulations guys. Congratulation guys. Uh, you each are getting a hundred bandit signs. Do me a message. What was the other name? Is James. James. James McKnight. Send me a private message please, with your um, well I would need some information from you. Send me your home address where you would like the, uh, science to be shipped, uh, your phone number and your email address.
01:21:09 All right. And this is not the end of it. So this is the end of the show, right? So thank you guys for tuning in, but this is not the end of Ron. So we have our meetup tomorrow night. Make fate brewing for 30. We’re going to have a Elijah Rubin talking about 5:00 and then we normally go to about 6:30. But you know, ron’s come in here for uh, for a, a workshop, mastermind type deal. So I’m not going to be here exactly sharp. It’s a 5:30, 6:00. Anything like that are going to be grateful for when he can show up. So come by tomorrow. If you’re in Phoenix, make fake brewing, check it out. And uh, we will see you guys there. All right man, this is awesome. Awesome.
01:21:52 Thank you for having me, brother. Thank you so much. Go out there and kill it. Share your success stories with me. Please let me know if my acronym works or not. I know it works. Let me know if it does or not for you and catch you on the flip side, man. Peace.