140+ Deals & $2.5MM Wholesaling in 2021

Steve Trang: Hey, everybody. Thank you for joining us for today's episode of Real Estate Disruptors. Today, we've got Adrian Hernandez with Authentic Cash Buyers, and he flew in from Orange County, California. He's talking about doing a 140 deals last year, 2 and a half million in wholesaling in 2021. If this is your first time tuning in, I'm Steve Trang, sales trainer, and every month, we help hundreds of people buy more houses at deeper margins.

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Adrian Hernandez: What's up, Steve? Alright.

Steve: That was a really long intro, so I apologize. Good. Alright. So the question first question is, what got you into real estate?

Adrian: Yeah. Well, what got me into real estate was my parents. So my parents are real estate, brokers. They've been in the lending world for a long time, and I got to see my uncle, make a good amount of money, in the mortgage world. And it was interesting.

I had a I was in high school, and I had a teacher have us write a vision letter of what we want the future to look like, junior year, 16 years old. And I wrote a vision of me owning a real estate office along the coast of Southern California, Me having a real estate team, wholesaling and flipping real estate was not in there. Right? I didn't know what that was, but I knew that I wanted to be in real estate. And for some reason, I knew that I wanted it to be in Orange County, California.

So that's it's always always been a dream since I was a kid for for some weird reason of me just being around the proximity of it.

Steve: So you wanna be in real estate? Yeah. Alright. So this is, like, how old were you said?

Adrian: I was 16 when I

Steve: 16 years old.

Adrian: When I

Steve: wrote this

Adrian: letter. Yeah.

Steve: When did you take action on this letter?

Adrian: So I wanted to take action right out of high school, which was o '8 when the market crashed. So my parents are like, you are not getting in the market. You are not getting into real estate. You have to do something completely different. So at that time, I went and I thought, well, I'll be a firefighter.

At that time, everybody would wanted to be firefighters. Right? So Really? At my school, at least Okay. Everybody was shooting to be a firefighter.

Alright. Real estate was out the window. No one was making money.

Steve: Okay.

Adrian: So start started going to fire school, started to go to EMT school. And the whole time, something wasn't right. I remember one day, we're at a, my buddy Derek and I, we're doing a training, like, you know, go to see if you really wanna do this type of thing at a fire station. And they made us scrub brass for about four and a half hours, and right then and there, I knew I ain't gonna be a firefighter.

Steve: Scrub brass.

Adrian: So, you know, the brass on the trucks Mhmm. We had to scrub all the brass for a good four hours. Right? That was their way of, like, hey. If you wanna do this, this is what this is.

Wow. Well,

Steve: that's good that you found out early.

Adrian: Yes. Yes. And immediately pivot. And, to answer your question at nineteen, that's when I took action. Went to work for my uncle as a telemarketer, then became a real estate assistant to a broker, and that's when my career started.

Steve: Okay. So you got pushed away from it, but you couldn't avoid it. You had to come back.

Adrian: Couldn't resist.

Steve: So you said you got hired as a telemarketer for your uncle. Okay. What does that mean to be a telemarketer in that role?

Adrian: Cold call. So I had a list of book of business that he was doing back in the day, and my job was just to cold call that list. You guys open to refinancing? Have you thought about buying? Have you thought about upgrading your current home to a new home and doing what I can to get them a loan?

Steve: So he was a mortgage He

Adrian: was a mortgage.

Steve: Person. Okay. And when was this?

Adrian: That was I was 18 at the time. So 2000 and what would that be? 2011? 2011.

Steve: Okay. So the market's starting to turn back. Mhmm. Okay. So you're cold calling.

These are, like, truly cold, old leads, or warm leads?

Adrian: Old leads.

Steve: Old leads.

Adrian: Warm leads.

Steve: Okay.

Adrian: Cold, cold, old leads. Got it. I said cold warm leads.

Steve: Yeah. So cold old leads. Alright. So you're calling him. How how did that go?

Adrian: It was interesting. I was able to push through. I was able to push through the call, but the operation just really wasn't and he was trying to get himself back on his feet. I only lasted three weeks and then immediately he actually had a talk. He did a, little seminar in his office, and he had a broker go and talk and saw that broker speak.

And I'm like, I gotta go work for

Steve: him, and

Adrian: that's when I transitioned and I became a assistant to the broker.

Steve: Can I say something, like, really, aggressive?

Adrian: Yeah.

Steve: I would say that after, like, cleaning the brass and three weeks of cold calling, it was two very quick, like, I'm out of here moments.

Adrian: But it is.

Steve: A little concerning.

Adrian: Yes. I enjoyed cold calling for some reason, though. Yeah. And, you know, as we'll get into it, I ended up doing that for years. I still somewhat enjoy getting on the phone and making a cold call, you know, as as non efficient as that is.

So

Steve: assistant to the broker. Yes. Okay. It's what were you doing as an assistant to the broker?

Adrian: He is he was opening an office, so I was doing everything. So I was helping him with his listings. I was, doing a lot of internal stuff, so bringing agents on, helping them get emails set up, straight up assistant work. Did that for six months. Mhmm.

And in the meantime, I was still learning learning from him, seeing how he how he was selling, and then that's when I transitioned, got my license. I actually did my first sale without my license by doing an open house. That's how I got my first transaction.

Steve: So, what broker was this?

Adrian: This was Intero Real Estate at the time in Southern California.

Steve: Okay. I think they were pretty big. Pretty good size.

Adrian: They were big. Yeah. They were

Steve: Yeah. Okay. So you work with him, and you're helping him set up his brokerage. And then after six months, you get licensed, and now you're you're a practicing agent. Yep.

Okay. So, you're calling still for him as the as an assistant?

Adrian: No. I wasn't calling for him as as an assistant. I was door knocking.

Steve: Door knocking. Okay. So for six months, you're also door knocking on top of everything else. So that had had had to be a lot of fun.

Adrian: That was really fun. My job interview was, there's a thousand flyers. Go door knock them. Go pass them out on this neighborhood. In essence, go door knock and let me know when you're done.

That was my job interview.

Steve: And, obviously, you passed.

Adrian: Yes. I did it.

Steve: Alright. So how much door knocking did you do?

Adrian: So I door knocked for four years straight, and I would door knock anywhere between 75 to a 100 homes a day.

Steve: Four years.

Adrian: Four years.

Steve: You were door knocking.

Adrian: Yeah. Built my entire real estate business off door knocking and cold calling. I was

Steve: gonna say that must have been pretty lucrative.

Adrian: When you break it down on the, the amount of dollars you were earning per hour, it's, it's interesting.

Steve: Yeah. Well, what did you break down? What did you find out by breaking it down?

Adrian: So well, I did it for four years. Right? And by the third and a half year, I became the top agent in the office. Sold $40,000,000 worth of sales volume, and I hit $350,000 in income Mhmm. But it was working very, very, very hard.

My routine at the time I was a big routine guy from the day I got started. So I would wake up at 04:00 in the morning, at the gym by 04:30. I was role playing every single day from 07:00 in the morning till 08:30, getting on the phones from 08:30 to twelve, door knocking from one to three, then doing an open house again, and or continuing the door knock in the evening.

Steve: I didn't hear anything about showing houses here.

Adrian: No. I was not working with buyers at the time.

Steve: Okay. So exclusively

Adrian: sellers? Exclusively looking for listings.

Steve: And who are you door knocking?

Adrian: I would drop this is profound. I would drop a go on Google Map. I would just drop center of where a home just sold and just go door knock the neighborhood.

Steve: Alright. So Keller Williams kinda calls this, like, circle prospecting?

Adrian: Yes. Exactly. I call it brilliant because there's nothing to it. I just went to a neighborhood and started knocking on doors.

Steve: Hey. It worked. Right?

Adrian: So Yeah. Yeah. Absolutely. Built a business.

Steve: So, Brett Daniels, he's been a guest on the show before. You guys all know him as, you know, TTP. Like, he cut his teeth cold calling and door knocking. Right? When he's preaching talk to people, it's because he lived talk to people.

Yeah. Seriously. Alright? So were you, like, a Mike Ferry acolyte? Or okay.

So that's where the background came from.

Adrian: Yep. My first day as a licensee, I got my license in Anaheim, California where you take your test, and I went straight to it was the DoubleTree at the time in Anaheim next to the Disneyland, and my first event was a UPW event. I'm sorry. It was a Mike Ferry event. Right after that was UPW Tony Robbins.

Steve: Yeah. I think Mike Ferry is based in Southern California.

Adrian: Yeah. Yeah. Yeah.

Steve: Yeah. So it wasn't like a big commute for him. It was just like you just almost like going to his office.

Adrian: Right.

Steve: Okay. So for those that aren't, oh, familiar, you wanna share a little bit about what Mike Ferry is?

Adrian: Yeah. So Mike Ferry is a, you know, phenomenal individual. He start, he does coaching for real estate agents, mainly listings, working with buyers, and building a real estate business.

Steve: Yeah. So a coach. Right? A guru in some way. Yeah.

Because I've heard I don't know how accurate this is. I've heard that he had a little bit of success, and he started a coaching company.

Adrian: Then he started coaching. Okay.

Steve: Kinda like I've we've we've known some people that kinda have have a little bit of success and then started coaching company.

Adrian: Coaching company. Yeah. He's the godfather, I believe, to, like, real estate coaching because prior to him, there was no real estate coach, and then he came around and then all these coaches came about. So yeah. Forever be I'll forever be grateful for the fundamentals and basics that that I work at the Berry organization.

Steve: Mike Berry has done wonder wonders for the traditional real estate Absolutely. Community. I went through his coaching at one point. Brent gave me the DVD collection. Yeah.

And I went through it, and this it just was not for me. I I think I literally everything he said. But, obviously, he preaches a lot that that drink the Kool Aid are very successful.

Adrian: Yeah. Absolutely.

Steve: Yeah. Yeah.

Adrian: I think I think anything works if you work. Right?

Steve: Right. But how Are you just saying I wasn't working?

Adrian: Not intentionally. But I believe anything works if you work, but is it efficient? Is it effective? Right? Like, I it took me some time to realize this isn't the most efficient and effective way to get business.

When you really break it down and you look at how much time is invested into what I was doing, it wasn't until later we'll get into it. It wasn't until later till I realized there's an easier way.

Steve: Yeah. Right? Well, it's it's absolutely amazing for active income.

Adrian: For sure.

Steve: You just couldn't take vacations.

Adrian: No. And if you were, you were on your phone. Yeah. Right? Exactly.

And I don't really see it as being, like, a true business owner because you're involved in everything. You're just really a high paid employee. Yeah. Right?

Steve: Really I mean, this is the difference. Right? We don't really spend a lot of time talking about it, but the difference between self employed and a business owner.

Adrian: Right.

Steve: You're self employed. You work for the worst possible person to work for yourself.

Adrian: Yep. Yeah. The keyword self employed. Yeah. Yeah.

But, yeah, it's interesting because I meet agents and they're like, well, I'm an entrepreneur. I have this business, and I go, okay. How many hours do you work a day? Tell me about your day. Well, I go on the listing appointment.

I make the cold calls. ITC the file. I'm practically the lender. They're over at escrow. They're at title, and how many deals are you doing?

I do about 10 deals a year.

Steve: Yeah.

Adrian: And I'm like, interesting.

Steve: Yeah. Self employed. Yeah. But, you know, I think a lot of people fall into that trap. Absolutely.

They think they're self they think they're an entrepreneur, and they are. They're just very early in their career on what entrepreneurship means. Okay. So you took the Mike Ferry training. Obviously, you killed it with it.

What'd you do after that?

Adrian: So then from there, mind you, I'm in selling in the Inland Empire, Rancho Cucamonga at the time. I'm not in OC. I'm, where I was raised. So I knew I was going to Orange County. Right?

So I hit this big vision. Yeah. That was the vision. I hit this big year. I thought I knew it all, Steve.

I got it, dude. I beat everyone in my office. I figured this thing out. Right? So what do I do?

I open a real estate brokerage like what we all do. Right? We start getting so we start getting some success and we're head gets bigger than what it is, and we open a real estate office. So I moved to Mission VA Health, South Orange County, California, and I opened my first real estate brokerage, and that was the next step.

Steve: It's been unbelievable success since.

Adrian: Killing it. Yeah.

Steve: So for those of you guys that haven't been paying attention, I'm actually shutting my brokerage down. So, I've had so many people, like, should I start a brokerage? I always say no. Right? Yeah.

But they're always skeptical because, like but then you have your brokers. Like, yeah. Because I already opened it, and I paid my dues. It doesn't make any financial sense to shut it down. Right?

But, anyway, so Can

Adrian: we pivot it?

Steve: We pivot. So so you open your brokerage. What was that? And what year was this?

Adrian: This was 2015.

Steve: 2015. Okay. So what was that?

Adrian: 2015 going into '16.

Steve: So what was that experience like?

Adrian: So we go open the brokerage, my which was my fiancee at the time, now my beautiful wife. We moved, opened up this brokerage, and I start managing and recruiting. Mhmm. So the same thing I was doing with finding listings is the same thing I was doing with finding agents. So I was pulling a dictionary of all the agents in the neighborhood, and I was cold calling all the agents.

Hey, Steve. Curious to know if you've thought if, you've heard about our advanced coaching platform. Just curious to know if you'd be open to five minutes of your time this week. And I did that over and over and over and over and over again, and it worked. Right?

It worked. I was able to we build a great business. We build a very successful brokerage. We were number five in our area, which was awesome at one point, and then I had a realization. And mind you, this whole time that I'm going throughout this, going through this process, something wasn't vibing, something wasn't connecting.

Right? I noticed I was becoming more of an asshole at home. Right? I don't know if I could say that on here. I apologize.

Steve: That's too late.

Adrian: I was becoming more of a not a person I am at home. I was I wasn't being a I noticed I wasn't me, Steve. I would go on appointments, I would meet people, and I just wasn't who I know that I was. And my, eventually, my wife was like, hey, when are you going to really realize what's going on? Right?

She she was very supportive and with me throughout the whole time, but there's a saying. Right? The definition of insanity is doing the same thing over and over again and expecting a different result. Mhmm. I was expecting a different result, but I wasn't changing what I was doing.

Steve: What result were you expecting?

Adrian: I was expecting me to have more time. I was expecting that the business, the brokerage was going to be number one, and we're gonna make all this money right away. Right? And we're gonna have all these great agents, and I was gonna have all this extra time. And guess what I didn't have?

Steve: Time?

Adrian: I didn't have a single ounce of time. I was babysitting real estate agents. Right? I it's literally what I thought I was doing. Mhmm.

Right? I was recruiting a lot. I was managing, and finally, I had a realization that this is just not working. And I happen to be blessed to go to Business Mastery, Tony Robbins, where I met, I met several different real estate investors that really helped me understand that there was a bigger game to be played. Now mind you, I had been flipping since 2015.

I had been wholesaling on the side, but for me, it was just an extra paycheck. I never looked at it as a business.

Steve: Yeah. Well, I totally get where it comes from. It's like we're running, like, the writing the same story together, because I was doing well wholesaling on the side. Right?

Adrian: Interesting.

Steve: So I got my traditional real estate business, and it's going, but I'm wholesaling on the side. And it was it there was, like, a a moment, right, where I was, like, looking at my numbers, like, wait a minute.

Adrian: Right.

Steve: Time versus money, it makes much more sense to focus on the wholesaling side

Adrian: Absolutely.

Steve: And not do the traditional side. So that's kinda when I started winding down the traditional team. Wow. And then at some point, not winding down the brokerage, but, like, I really do need to spend all my time on this side because this side creates a lot more opportunities.

Adrian: Absolutely.

Steve: So you had that realization, flipping, and you said, oh, I went to business mastery. That really helped.

Adrian: Went to business mastery. That really opened up my mind. Right? Mhmm. And it happened to meet Chris Krone at business mastery.

Saw what he was doing. Right? Let him know what I was doing. His first words were get out immediately. Right?

Those were his first words out of his mouth. And it was cool because it helped me open up my mind. And at the time, my partner in the wholesale company, Nick Ramirez, was at the brokerage with us. And at this whole time, him and I were doing side deals, and he was always peeping in my ear, dude, let's let's go wholesale. Let's go all in on wholesale.

Let's go all in on wholesale. And I go to Business Mastery, and the dots just connect. Mhmm. So I come back from Business Mastery, immediately shut the brokerage down.

Steve: Immediately?

Adrian: Immediately. Literally send my resignation. Hey, guys. This isn't working. I'm sorry.

We're shutting this down.

Steve: Who sent the resignation to?

Adrian: So I was partners with, I was had two partners in this brokerage. So it wasn't a you know, had to be a group decision, but I decided enough was enough. Send the resignation letter, and Nick and I ventured off and started our wholesale company literally two weeks later.

Steve: Yeah. So I think that there's a for me, there was a lesson

Adrian: Absolutely.

Steve: In hiring, training, managing salespeople. And what I realized was that it is not fun to have a large sales organization. It's fun. It's a lot of fun to have a sales organization.

Adrian: Right.

Steve: But there's this tipping point where once you have this many salespeople, it's no longer fun. It feels more like managing.

Adrian: Yep. Yeah. Yeah. And I felt that that whole time. And I'm not a good manager.

Right? I'm a good manager.

Steve: I'm a terrible manager. That's why I have the people here, like Max, managing the salespeople.

Adrian: I'll lead. I'll coach. I'll motivate. But as far as managing? Yeah.

Steve: Yeah. Okay. So you shut everything down. So that brokerage is is it still up and running?

Adrian: No. So they ended up selling to another company and they're no longer around.

Steve: Alright. So that you sent you submit your resignation. You move on. And then with Nick, now what?

Adrian: We move on, go to Dana Point, California. We find a by the grace of God, find a beautiful spot right there in the harbor. And at the time, I still need a brokerage. Right? I still have past client center of influence.

I still have a team. And so at the time we open up what is we still have now, which is Real Living, which is a Brookshire Hathaway company, and we start our wholesale company. We start out then at cash buyers, and we start hitting the ground running. And I now I look at it, and, you know, there's a saying. It's in Will Smith's book.

He says in school, you take the lesson, and then you take the test. But in life, life gives us the test, and it's up to us to learn the lesson. Mhmm. And I believe that that brokerage was a test for me to learn the lessons that I needed to learn, the foundation, the fundamentals. Because the moment we opened up the wholesale company, Steve, it was like a rocket ship just ascended into the sky.

And it was weird how it all came together, and Carlos Reyes came into our life, and Mhmm. How the all in, how it all just fit, and forever grateful for it.

Steve: You know?

Adrian: I look back, and I I don't I don't regret a single moment of it. I'm so grateful for everything that that that happened.

Steve: Yeah. And, again, like, I I think we're we're kinda on the same journey because that same thing. Like, yeah, where there's times where we're banging our head against, you know, the wall and so on, But all the principles we learn in running our business

Adrian: Yeah.

Steve: Give us the foundation. And it's something I said over and over again. Right? Like, I think realtors truly could do really well in this business. I've said, like, you know, realtors are the greatest threat to wholesalers if realtors will take wholesaling seriously, but instead, they kinda look down on wholesaling.

Yeah. So they don't do well.

Adrian: No. They don't. Yeah. And if they could understand all the different avenues to this, they're much smarter than wholesalers because they know the market much better. Right?

They're out there. They're seeing it. And, that's that's a mission we're on. You know, I really wanna help as well.

Steve: What is that mission? You're gonna elaborate on that?

Adrian: Yeah. So, you know, we're on a mission to help as many real estate agents as we possibly can. Right? I, happen to be really good friends and blessed to be friends with Thatch Nguyen. Thatch Nuan was another major major he played a big role in my life throughout that transition period because I gotta go spend some time with him.

And as you know, Thatch wholesales and, you know, does some some

Steve: great stuff. You just whenever you get a chance, just tell him to respond reply my to my DMs. Alright. Continue.

Adrian: Okay. I'll tell. So, we're on a mission to help as many agents as possible being able to see more than just listings and buyers. Right? We actually have an event coming up and it's for real estate agents.

It's let's agents let us help you understand there's not just listings and buyers to work with. Nonetheless, let's really break this down real fast. So a real estate agent cold calls, and how do I know because I cold call. Right? They go to vacant houses and do open houses.

Right? And they'll send out letters or do a farm. And what does what does that do? That cost the agent and that particular person a lot of time. And what is our most valuable asset?

It's time. Right? And when I look at this, I see so many agents that take ten, fifteen, twenty years to ever even get close to half $1,000,000. And why? It's because the time that they are putting to their work has a very low dollar per hour attached to it.

They're cold calling, they're doing open houses, and I'm not saying there's nothing wrong with that. But what I'm saying is is if you're an agent and you wanna make millions of dollars, you're not going to have that much free time and or a life doing it working with buyers and sellers. It's gonna be very, very difficult. Yeah. And if we can just expand the agent's mind to understand, when you go to an appointment, look at an appointment in multiple different ways.

Can I wholesale it? Can I buy the house myself? Can I flip it? Is there any way I can do do a sub two here? Steve, do we know many agents if they were to just open their mind, how many properties they would own?

Because they're the the ones on the front line. Let's

Steve: do it first. Well and so I got another friend, someone I look up to a lot at Paul Pastore, and he's, like, he's kinda said the same thing for many, many years. As long as I've known him, it was like, realtors are doing a really lousy job of building out their retirement portfolio because we have access to the best retirement possible, and we just blow this opportunity over and over again. I think he buy I think inside in in his entire grade, he buy at least two rentals every single year he was in business. Right?

Adrian: Right.

Steve: And here's the thing that I think a lot of wholesalers not wholesale realtors miss out on is that you do this deal. Right? Let's say you're listing a house for half 1,000,000 in your market. You know, I get $15,000 commission, which is great. Alright?

Nothing to sneeze at. That that's real tangible money. Right. The problem as a realtor is as far as return on time, same effort in marketing, same effort in working with people, and, actually, less effort in working with people, and more revenue. Because if you're doing a deal where it's a wholesale or a flip, you're actually making more for your time and less effort.

Yep. Right? But I don't know. They hate it.

Adrian: And I think it's you know, I'm great friends with a lot of brokers, but they're gonna listen to your coach. Right? Mhmm. And I just think, you know, I talk to a lot of brokers, and a lot of them don't know. And I think brokers have a long way to go also as far as growth because I talked to them, and a lot of them don't even know what a sub two is, or they don't know how to package up a wholesale.

Right? And so I think if the whole industry as a whole can start to see that, and if that can be talked about in more offices, I think agents will start to think differently. Yeah. The problem is they go into an office meeting, and what do they tell you to do?

Steve: Go to open house.

Adrian: Go do an open house. Or

Steve: go home.

Adrian: Fact, we have 123 Hunt Street available, and who wants it on Saturday from three to four. Right.

Steve: Who wants floor

Adrian: time? And and

Steve: so it's actually, you know, not to steal your thunder here, but it's the reason why, like, Ryan and I partnered up to Do Real. Yeah. Right? Is that the traditional broker wants you to do real estate transactions because that's how he makes his living.

Adrian: Spot on.

Steve: Understandable.

Adrian: Yes.

Steve: Right? But if we're on the realtor side, right, it's not about you selling as many houses as possible to the line of my pockets. It's about how do you become wealthy.

Adrian: Exactly. Right?

Steve: So that's why, you know, again, Ryan and I partnered up. Okay. So you have an event coming up?

Adrian: Yeah. So we have an event in Irvine, California in August, and Thatch Nguyen is gonna be speaking at the event, with Tay Leon Guerrero and Jody Rafaeli, who are, again, from the real estate world, and they've transformed into multiple streams. I mean, Jody Rafaeli has a huge massive development that he's doing, 250 units in Las Vegas. So it's gonna be cool. So we're gonna be able to talk to agents and help them understand what needs to change, especially in this market.

Yeah. You know, I was talking to Josh. We had interviews this week, and all of our interviews were lenders that were laid off.

Steve: Yeah. I

Adrian: looked at our applications this morning. They're title reps and more lenders that are being laid off. Agents, if you don't think it's coming or you don't think something is coming, you you gotta start paying attention.

Steve: Yeah. I mean, loans are way down and predominantly because refi is down.

Adrian: Right.

Steve: Refi is down. If the interest rate's going up, refinance is going down as far as volume. Refinance goes down in volume. Loan office is making less money. Yep.

And mortgage companies have no heart. They will lay it out. They will lay out people fast.

Adrian: Oh, yeah.

Steve: And title company is pretty similar too because their business is also down.

Adrian: They're doing it on a Zoom. They're getting 30 people in one room and firing everybody on a Zoom. Oh, there

Steve: was that one was in December. Right? Like, there's, like, 900 people get laid off on a Zoom call.

Adrian: On a Zoom call? Talk about efficiency.

Steve: Yeah. It's efficient. It's efficient. It's heartless as hell.

Adrian: It is efficient. Absolutely heartless.

Steve: So you you did a 140 some transactions last year.

Adrian: Yes.

Steve: Almost 2 and a half million.

Adrian: Yeah.

Steve: Okay. So how could someone right now that's listening to the show do that? Like, what what are the things that they'll have to do to make that happen?

Adrian: The first thing that I'm gonna say is they need to get a coach. We don't have this all figured out. No one has this all figured out. And I'll just ask you a question. How well has your own been how how well has your own plan been working for you?

How well has your own skill set been working for you? For the most part, most of us aren't naturally gifted or naturally born with, I need to do one, two, three, four, five. So my first advice is go hire a coach as fast as fast as possible. Get involved. Steve, your sales training is through the roof.

Right? Go get involved in a sales training. Get involved in some sort of mentorship that's going to help you with the cheat codes to get you to where you wanna go. That's the way I see this. I see this as a video game and you're giving me the cheat codes, and I'm punching them in, and boom, I got ahead two levels.

Right? That's the first step. And then the second step is keeping it super, super simple. I think 99.9% of us over complicate this entire process. Rather that be listing property or working a wholesale deal or doing a flip, we over complicate it.

Keep it super, super simple. A way that you can explain it to a four year old, and it's going to help you take action faster because there's a saying, Complexity is the enemy of execution. When things are super complex, we never take action on them. Mhmm. Right?

Because we have 50 things to go through versus just two. So those are the two biggest advice that I can give agents that or wholesalers that wanna get get get to that point.

Steve: So one question I get a lot, so I'll ask this question to you, is how do I identify? Like, how do I find it? How do I decide this is the right coach?

Adrian: Yeah. It's a good question. You know? I'll tell you who it's not. Right?

I'll tell you. It's the guy who is not is the guy who had, like, one great year, and now they have a coaching company, and it's all over the place, and they're, like, not even 25 years old. That's not the guy. Okay?

Steve: With the really good hair.

Adrian: Yeah. With the really that's too funny. I think of Ryan's hair when when you say really good hair.

Steve: I mean, he has good hair, but every time you see someone with, like, the they're on their Lambo or whatever and their hair is, like, they just walked out of a modeling

Adrian: Oh, for sure.

Steve: Yeah. And silver blue in it. Yeah.

Adrian: Yeah. If they're standing next to a Lamborghini, that's probably the first identifier not to. Right? Yeah. But success leaves clues, guys, and you will notice and you will see the, you will see the students of those coaching platforms like yours.

Right? All your students are wildly successful. You look at PACEs, they're wildly successful. All in, wildly successful. So follow the clues.

Follow what is what is true, what is what other people are talking about. That's my best advice. And and don't just go after the guy that you're seeing on YouTube. Do your homework. Right?

I mean, I didn't before we hired Carlos, we did our extensive homework, and we find out he was the one in the wholesale space.

Steve: So do your homework, and your your gut will tell you quite a bit. Like Yep. Sometimes we'll try to convince ourselves that our gut's wrong when, usually, our gut's pretty accurate.

Adrian: Spot on. It's that intuition. Right? You guys know. You meet somebody, and you're like, something's off with this guy.

Right? It's that intuition. As they say, it's the godlike within coming out trying to tell you something. You just gotta listen to it.

Steve: Yeah. So if your gut's telling you, like, don't do it, like

Adrian: Don't do it.

Steve: Don't do it.

Adrian: Yeah. Same thing with the deal. Yeah. You have

Steve: to justify the deal, you're in trouble. The moment we start justifying the deal is when we start losing money. Exactly. So still, those are the first two things. What were what was instrumental in helping you have a big year last year?

Adrian: Yeah. Massive and we've heard this all the time, and it's super cliche, but massive, massive, massive action. Right? Whatever it is that you guys are doing, go all in on it. Don't play half half in, half out because half in, half out gets you absolutely nowhere.

So the biggest advice is one you know what to do. Once they are give once they tell you, alright. Steve says you need to do one, two, and three, go take action on one, two, and three, and go all in on that action. If it's hiring cold callers, go all in on that. If it's marketing, figure it out what it is that your marketing is and go all in on that one subject.

I think too many of us were like, we're half in, we're half out. I'm gonna try it. You know, let me try mailers. I'm gonna try it for two months. And they go two months and nothing happens and they pull back.

It's the consistency. Right? It's doing it when you don't wanna do it. It's doing it when you still don't even understand what to do, but you do it anyways. Right?

And that's when you look at it at a tactical standpoint, guys, it's as easy as just following what your coach tells you to do. For the longest time, I wouldn't listen to my coach. But I'm like, well, why do I why the heck do I have why why am I paying them? And then I started implementing it, and my bank account started to change.

Steve: Yeah. Was there any particular lead source, particular channel that you did that really worked well for you last year?

Adrian: Cold calling has always been number one in our in our business. Text messaging last year actually started to creep up over cold calling. Mhmm. We did 38 deals just off text messaging. Yeah.

But as we know, things have changed over the last couple of months, so that has not been the case. We've seen a drop off in text messaging.

Steve: Oh, cold calling, which, again again, going back, you know, this is your Mike Ferry roots. You're cold calling for listings or you're cold calling to recruit agents, which I think is a lot harder to cold call to recruit agents than cold call sellers.

Adrian: Absolutely.

Steve: I mean, what we would it would you agree with that?

Adrian: Oh, yeah. Yeah. Yeah. Because their ego. Right?

And if they're doing five deals, Steven, in Orange County, they're

Steve: they're number They're hero. They're superheroes. Yeah. Yeah. Yeah.

Yeah. Yeah. Yeah.

Adrian: They even got number one on their Instagram.

Steve: Because in my experience, right, when you call because I've done the recruiting thing. Right?

Adrian: Right.

Steve: When you call the recruit, like, these are super jaded people. Again, like, they think they're the best.

Adrian: For sure.

Steve: They're also usually, what I found, if they're doing five to 15 deals, they're a little less coachable.

Adrian: Absolutely. Yeah. So Their mind is closed.

Steve: Yeah. So Yeah. Cold calling, your experience in cold calling to get listings and cold calling to recruit agency or brokerage has been was helpful for you in in in co calling to get, to do deals? Absolutely. Was there anyone particularly that you were co calling?

Adrian: Expired listings. I mastered expired listings for a long time on the listing side. Mhmm. And then on the agent side, it was anywhere between five it's interesting you say five to 15 deals. That was our target market, was five to 15 deals.

Steve: Yeah. I mean, that was our target too. Like, five to five to fifteen, five to 20. Yeah. But, man

Adrian: Tiring. Yeah. Yeah. So we carried the operation of cold calling into wholesale, but the difference was, right, you have let's look at it like a funnel real fast. You have cold, warm, and hot.

The closer you are to hot, the more money you're gonna make per hour. So when you look at cold calling, right, as an agent or as a recruiter, you're not making that much money. So what what we did in thankfully to Carlos, right, Carlos is, like, you need to hire cold callers immediately. So we had cold callers, but we didn't have that many. So we instantly ramped up to 15 cold callers.

We got 15 cold callers, And now their job and their VAs, their job is to call that top end of the funnel, that low dollar per hour. And our acquisitions job is to call that middle and bottle bottom of the funnel so they're earning the most amount per hour, and we leave that top to the VAs.

Steve: Gotcha. So you got VAs that you hired Yes. Virtual assistants to cold call for you to get people to raise their hands. Question I get a lot is how hard are your VAs co qualifying when they're co calling?

Adrian: They can do a better job at it. So we are we're working through that. That's our KPI on the connect to actual qualified lead and getting the most amount information as we can that to low KPI right now.

Steve: Yeah. Well and it's a it's a dance. Right? Because, like, do you want to, like, really qualify?

Adrian: But

Steve: then they screw up on some of the people. Right? You want them to under qualify? Then we gotta work a little bit harder, but we have more opportunities. Right?

So it's that dance. Right. You know? So

Adrian: And it's getting with the VAs too and getting them to understand how to ask different questions. Right? Understanding the human communication formula, right, which I think is pretty huge where we realize that words are only really 7% of our entire conversation. Mhmm. Right?

The majority of human communication comes down to the tonality in which they say things, which is 38%, and the body language, which is 55%. Right? And a lot of people go, but you're over the phone. What do you mean body language? Well, you can just be listening to this, but if I'm moving and my body is moving and my body language is up and I and I'm standing in a in a good posture.

Right? You're gonna hear that versus me being sludged over and, you know, head down and you can hear that too. So it's working with them on those little tiny subtle things outside of the words.

Steve: Yeah. So they're cold calling. Prospects are raising their hands. What happens once a prospect raises their hand? Says, I'm interested in selling.

Adrian: They get dropped into a web form, which gets put into our CRM. Mhmm. And then our acquisitions managers call it immediately.

Steve: So it's a lead that's submitted, and now they gotta pick up the phone and call.

Adrian: And then our acquisitions guys pick up the phone and call them.

Steve: What is your KPI or target for time from the web form till a call attempt?

Adrian: We try to get to it that day of, you know, that I always tell everybody the moment it comes in, get to it. Mhmm. That's a KPI we're working on because we're noticing that our acquisitions is a lot in the follow-up right now, and they're getting these new leads and they're waiting till tomorrow to contact them. So what we are doing is we're bringing a lead manager in to now make initial contact and then bring in the acquisitions managers because we did notice I would you know, looking at KPIs, we went back in, and we would notice we will call the client the day after to find out they sold the day before. Yeah.

So and as we know, time kills all deals. Right? So we're working on shortening up that process.

Steve: Yeah. Our lead manager, Carlos, has been really instrumental in in getting that down. Right? So once the lead comes in, like, he's on the phone right away. He's in our office, so he's got the, ability to just, like, jump on it.

Adrian: Right. And

Steve: the reason I was asking this question is I was wondering what the connect rate is, from someone raises their hand till alright. Now we gotta call this person because there's I don't know how you can do this with with virtual. Right? But I know it can't be done. Is that we could do a live transfer versus, a a hang up and call them back because, man, getting these people to get back on the phone Yeah.

Is Pretty rough. Is really difficult.

Adrian: Right.

Steve: Yeah. Yeah. Have you found anything that works for you guys in getting people back on the phone?

Adrian: Calling them five different times throughout the day with different phone numbers. Yeah. It's really all what we can do.

Steve: Just just effort.

Adrian: Just effort. Just you know, I always say switch up the number. Mhmm. Right? One of the keys to cold calling is always switching up the number.

So, you know, Zach will or KP will call them and call them from let's say we're calling San D San Bernardino. Call from 909. They'll call from a 951. They'll call from a 760. And these are all area codes that are within Mhmm.

That facility.

Steve: Yeah.

Adrian: And it works for the most part. We do notice, like, by the fourth or fifth time they're picking up.

Steve: But So your so your acquisition people are calling them. Once they call them, what's that conversation like? Is it a attempt to one call close? You're doing this virtually? You're doing face to face?

Adrian: They're one one one call close.

Steve: How can

Adrian: we get the information we need and get them under contract right then and there?

Steve: So your goal is to get them on a contract right then and there?

Adrian: Right then and Okay. So We don't wanna have to make another follow-up call.

Steve: Sure. So then you're doing this all over all over the phone then?

Adrian: All over the phone. Yeah. We have no in person appointments. Like, maybe two throughout the year. Okay.

Steve: So now I think that's one of the limiting beliefs. Right, is that I have to meet them face to face. Yes. So what will you say to a person that's telling you, no. We gotta do face to face.

Adrian: Yeah. We have to remove that belief, guys, because let's look at the way the world is going. Right? You check into an Airbnb and meet no one, where before, you you would go to a rental property, and you would have to meet the person to get the key. Turo, I just rented a car today, and I didn't even meet the person.

The key's sitting on the front seat. It's convenience to most people. Most people don't want you in their home. Right? And that's one thing I I learned as an agent.

Most people didn't want me in their home. They just wanted their home sold. And a matter of fact, the longer I was in their home, the more they were like, dude, get out. Right? So, like, in my mind, my listing appointments, by the way, Steve, how can I get in and out in thirty minutes?

Mhmm. Because the faster I can get in and out, I do them a service and I do me a service. And I remember my first thirty minute listing presentation, the guy goes, Adrian, I just wanna thank you so much. I thought it was gonna be, like, two hours, dude. Yeah.

Like, you just thank you. And it was, like, interesting because most of us think that people wanna, like they want this big show and dance when they really don't.

Steve: No one wants a show and dance. No. We think they do.

Adrian: We think.

Steve: Right.

Adrian: Oh, let me ask what

Steve: we're trained

Adrian: on. Right.

Steve: Well, let

Adrian: me ask you. How many guys order from Amazon? Same thing. Right? In my mind, it's the same thing.

So it's all about convenience, and it's all about meeting that client's need. Most of them do not want you in their home. And if we can understand that, it's gonna be a lot easier to get deals virtually, especially real estate agents. I gotta go meet the person. No.

You don't. Matter of fact, listings. So we got to the point where, you know, we took a listing last week. We didn't meet the guy. We don't know what the property is.

We sent the photographer, got it done all online, and we plan on selling it all via online. All virtually.

Steve: And COVID was a blessing and a curse, and that is one of the blessings.

Adrian: Yes.

Steve: So everything is in, Inland Empire?

Adrian: Yes.

Steve: And and is your preferred strategy then to wholesale, wholesale, flip, sell to a fund? What do you guys like to do?

Adrian: Yeah. So last year, we were all Southern California. This year, Nick is on a mission to take over the nation. So Nick is going into North Carolina, Georgia. But, if we focus on are we flipping it?

Are we wholesaling it? Are we wholesaling it? It really comes last year was all, how many properties can we flip? We knew the market was up. Right?

It was steaming up. So last year, we were doing more flips than we, than we wanted to. Mhmm. Right now, the focus is wholesale. Can we wholesale and or can we wholesale that has enough profit margin in there to support a price change?

And same thing with our flips. We're not gonna flip where we're not gonna not flip this year. We're for sure gonna flip, but anything we buy, there's going to be a cushion in there to support a 10% change, a 15% change in the event that we saw one. But this year, our tactic and our focus is more wholesale. Got it.

Because we don't know. Right? It's unknown, and I don't wanna be stuck with the with the bag of, gold that's not gold.

Steve: Yeah. So, anything else, any anything else in major last year that you you think can help you separate yourself from the competition that helped you guys hit such a big year?

Adrian: Yeah. I I think the biggest thing last year was collaboration. We collaborate a lot via social media. You know, when you look at our marketing channels, social media is is is up there. It's number three.

And reason being is because we collaborated much more last year versus trying to compete with a bunch of people. Mhmm. Right? I learned this from Pace and Jamil. Right?

It's collaborating. So we collaborate with other agents like, you know, Josh in our market, my business partner in our flipping side, Eddie Salinas. Him and I are always making new connections with different agents. I think that's the difference. A lot of wholesalers and flippers, they stick to themselves versus going out and trying to get everybody else to be this mastermind.

Right? And that's really what we did different last year. Instead of hiding our secrets, we were really telling everybody what we were doing, and then they were going out and helping us find deals. They were going out bringing deals to us, deals that we would have never had before.

Steve: Yeah.

Adrian: You know, I had some of our biggest flips last year that they'll be selling and closing, this month that came from last year, but that all came from the connections that we made outside of the office. Right? Going to different events and connecting with people. So I think the biggest difference in our superpower last year was our ability to connect with a lot of agents in our area, a lot of wholesalers, and help them help them cut the curve in half too Yeah. And help them get to where they need to go.

Steve: So one thing I've I've noticed, you're talking about, you know, Tony Robbins. So it seems like that that was instrumental in your business.

Adrian: Big.

Steve: Is he the reason why you're so passionate about routines?

Adrian: Yes. And he's the reason why I'm so passionate on energy. Right? Any meeting I always start, I'm always like, hey, guys. Who's alive, excited, and full of energy?

Right? It's that energy came, but I have to confuse it not with hype. Right? Much more tame now. When I was 22 years old, I was off the charts, Steve.

I was, right, just out of control. It's more tame now.

Steve: Yeah.

Adrian: But, yeah, the energy and the routine and all of that comes from Tony. I was blessed at 19 years old to go to a UPW event, Unleash the Power Within. I walked on fire, and I have to say that event changed every limiting belief that I had in my mind on what could've what we could be. And as Tony says, he's nothing more than the person that he created. The guy that we see on stage, he created that guy.

Mhmm. Well, I'm not the guy that you guys see today. I was really shy. I was really insecure about my height. I was really insecure about a lot of different things in life.

And when I went to that event, it really helped me understand that, I can create whatever character that I want. I can be anybody who I wanted to be. If I can change my routine, if I can change my habits, if I can change the thoughts that go on in between the six inches of my head, if I can just believe a little bit more in myself and really take things seriously, maybe I'll change who I am. And it happened.

Steve: What are some of the key routines in your life?

Adrian: Morning routine, right off the jump. So if we look at any successful real successful person, they have a great morning routine. So I would say morning routine, you don't need to be a triathlon athlete. You don't need to be a bodybuilder. Just wake up at a predetermined time.

Get some sort of exercise in. You don't need to, as I mentioned, run miles, but get your body moving. Right? It's gonna induce it's gonna release some endorphins which is gonna make you think a little bit more positively. And then every morning, I journal.

So Gino Blefari, the CEO of, Home Services of America, he has a routine where every day he writes down 10 things he's grateful for, five things that made him happy in the last twenty four hours, and an I am earning statement to program the RAS. Right? And the RAS is that reticular activity sensory portion of the brain, which gets you when you're always thinking, let's say you think about a Tesla, and all of a sudden you see Tesla's everywhere. Right? It's programming that part of the mind.

So I do that every day, and then I pray, then I do some meditation, and the biggest thing is I get aligned before I leave the day. So I call it a pre flight checklist. You look at a jet or you look at an airplane that takes off, they have a checklist of the things that they have to do before that aircraft ascends into the sky. Well, it's the same thing with top performers. There's a checklist that we need before we take off for the day.

And as long as that checklist is done, I leave the house, and I know that it's gonna be a great day. That this is the day I'm gonna create.

Steve: What time are you leaving the house?

Adrian: Right now, getting a little lazy, Steve. Getting a little lazy. It's 07:30. Getting to the office, like

Steve: I'm only asking because I have, like, or I've been grossly inconsistent recently. But, you know, to get all those things done, right, if you sleep in a little bit, like, it screws up everything.

Adrian: Yeah.

Steve: Right? So it might be your exercise went a little longer, or maybe you didn't get a chance to meditate. And if you're gonna if you're saying you have a preflight checklist that you're committed to, then for sure you're starting later.

Adrian: You're starting later. Yeah. And there's times where my sister will know I walk in at ten. She's like, someone slept in today. Right?

So and it as I mentioned, I'm I'm getting a little lazy right now. Right? Even even last week, I noticed it, and my wife's like, hey. What what's going on? Right?

And so we're we're having a baby. I'm blaming it on the fact that she's pregnant. Right? But it's an excuse. It's just it's an excuse.

Steve: I think that's a I think that valid that excuse is valid after she has the baby, not before the baby. So and then one thing you were, mentioning you wanna talk about was how to use your setbacks and problems to help you move forward. Yeah. So what is that about?

Adrian: So as I was flipping and I thought I got it all figured out, I started opening my brokerage. I come to Phoenix and partner with this other I don't even think he was a wholesaler. Right? I did not do my investigations, by the way, guys. I should have looked into this guy.

But long story short, I buy four houses in Arizona, Scottsdale, South Phoenix, North Phoenix. Mary, I don't remember. About four of them. Long story short, you're supposed to be remodeling all these houses. I get this intuition that you need to go to Arizona.

So I get in the car, drive down here, and sure enough, not one project is being worked on. I'm, at this point, $225,000 into these deals out of out of, you know, four rehabs, and none of the projects have been worked on. So I go to his house, and this guy's vanished. Right? Took $220, vanished off the face of the earth.

And at that time, I'm thinking about it, like, my whole life is over with. Right? I've how am I gonna pull myself out of this hole? I still have to rehab these properties. I still have to put them on the market.

I start to hope that I break even. And as I was going through all of that, I started to ask myself, are you being a victim here? Are you really learning from this situation? Right? Is this really a gift?

And I realized what a blessing in disguise that that was. Right? Yeah. We lost some money, but what I learned from it was far greater than anything else that I can that that I that I would be taught anywhere. Right?

I look at that as such a blessing because some of us, we have these setbacks and we look at them as, well, that's why I shouldn't be flipping property or that's why I shouldn't be wholesaling or and they put these negative connotations to these experiences versus looking at the perspective. And what's the perspective? The perspective is is that I can get better. The perspective is, as Pace said, this is a filter to remove bad people from my life. Right?

The perspective is is I am so excited this is happening because I'm gonna get so better from it. I'm gonna become so much of a of a better man and a and a human from this experience. And it wasn't until I started to listen to Ed where Ed Mylett says life doesn't happen to you. Life happens for you. There's a reason why this all takes place and we all have setbacks in our lives, every single one of us.

But are we using it to propel us forward? Are we using it to keep us where we're at and or bring us back down?

Steve: Right.

Adrian: And I think it's such a such a big topic, especially in real estate because investors how many of you guys have lost money on a deal? If you haven't lost money on a deal, you just haven't done enough deals.

Steve: Right. Right?

Adrian: It's just a matter of time. But can you pull yourself back out of it? Can you recreate yourself from it? Can you get better from it? And that's the key.

And and it's not just on deals. It's on anything.

Steve: Yeah. Well, I think, like, even not even losing money is on a deal. Like, we have that big deal that's gonna close, that's gonna change everything for us.

Adrian: Right.

Steve: And then day before close, by the way, this isn't closing. Right? And that money was spent.

Adrian: Oh, yes.

Steve: Right? In your head, that money was going to a, b, and c, and that rug gets pulled off from underneath you. How do you recover from that?

Adrian: It's funny you say that because as we're moving to Orange County, I have this house worth $4,000,000 in escrow. He's buying a house up the street for 2 mil. Right? And then I'm helping him. He's ten thirty one exchanging some money into another, short term rental.

We're moving to Orange County when this is happening. I probably got, like, $300,000 in in potential commissions. So we moved to Orange County. The day after we move in the house, it's a Tuesday, I'll never forget this, all the deals fall apart. And I had spent this money on the lease for the new house that we moved into, on the lease for the office, on all, you know, furniture and everything else we bought.

And I remember looking at it, it all crashed, and I look at my eyes and I go, holy shit. Again, how am I gonna get out of this? Right? But it made me work much harder. It made me redefine my morning routine.

It there was no complacency at that time. I had to get up and get after it, and I learned so much after it, and I learned so much from it. Right? So for most of us, guys, it's changing the perspective. If we can change the outlook on how we how we look at things, our thinking would change, which then would change our emotion, which then will change our action, and they're all aligned.

But when you have a bad thought, it creates a bad emotion, which then leads to no action, and you end up staying where you're at. Right.

Steve: So if

Adrian: we can just change the thought and, you know, people go, well, what do I do? Change the thought. Well, Adrian, that sounds so simple. Yes. It is.

But and but it's actually harder than we think.

Steve: Way harder.

Adrian: Way harder.

Steve: Yeah. So we got a chance to connect at all in last week.

Adrian: Yeah. I

Steve: was curious to hear from you. What were some of your biggest takeaways from all in?

Adrian: You know, Ed, after he had us all in tears. Right? Mhmm. And, I'm a big crier, by the way. So, you know, so I was talking to Were you one

Steve: of the people I was hearing crying?

Adrian: I wasn't sobbing, but I there's some tears going down my face. From Ed and the real Bradlee. Right? They talked about potential. And this was really big for me, like, are we really tapping into our true potential?

Mhmm. For all of you, question. Are you tapping into your true potential? Yes or no? And Bradley asked the question and I go, absolutely not.

Steve: Right.

Adrian: And then Ed goes, every time that you choose to not wake up at that time, every chew every time you choose to not take that action or you know what, I'm gonna eat one extra cookie or for an example or I'm going to stay out one extra hour. All we're doing is pulling ourselves back from who we could really be. Right? And I think one of the worst things would be getting to the end of our lives to meeting the person that we could have became. Mhmm.

And the event helped me understand that I really need to tap into who I am. I really need to tap into my true potential, and I need to stop playing so small. Like, I see what you got going on here, and I'm inspired, man. Like, I'm beyond inspired because it's, like, in my mind, I'm, like, yes. This is this is tapping into true potential.

This is going above and beyond what we're so used to doing. That was the biggest biggest takeaway that I got.

Steve: And I really do appreciate the comment you made. Because when you were walking in, he's like, wow. Like, Steve, you actually did go all out.

Adrian: The hospitality. Like, you guys do a fantastic job, dude. Yes. I love what you guys got going on.

Steve: Well, I'm and, again, I'm always incredibly blessed to have amazing people. The thing that took I took from Ed, my Let's Talk, was, like, you know, kinda like what you were saying is, like, when you meet your creator, which version of you is he gonna meet? Right. Right? Like, your okay you or, like, the elite version of you?

It's like Right. Crap.

Adrian: It's big. And then he started talking about his dad, and, you know, my father really helped me throughout this, throughout life, but he's not my biological father. Mhmm. He's my father of forever. He's he's my dad.

But my biological father, I've never got a chance to meet. And I always ask myself, what version is my biological father gonna meet when I get to heaven? Is he gonna say, yeah. You did a great job. You really tapped into who you were meant to be.

Or

Steve: Yeah. You could have been somebody.

Adrian: Yeah. Yeah. That would suck.

Steve: So, guys, we're gonna get into your questions before we do that. Max and I, we do have our ClosersLab blueprint is coming next month. It's two and a half days in our office. We're gonna be going over our sales process. We're gonna go over how we're finding sellers, how we're managing all the leads, how we handle our lead manager, recruiting.

Everything that's involved in running our wholesaling business. If you guys are interested, go to our, this, our closest lab blueprint. Check it out. See if this is a good fit for you guys. Alright.

So let's go into the questions. You got a lot of questions. You got a lot of fans here. So

Adrian: Oh, I love it.

Steve: They're

Adrian: all my wife. Yeah.

Steve: Well, she's very passionate. She's got all these different logins. So, Nick Cardenas on YouTube. What advice would you give to an agent who wants to start implementing wholesaling in their business?

Adrian: Yeah. Unlearn what you were learned.

Steve: It's simple, but it's

Adrian: I'll give

Steve: It's it's it's accurate because there are a lot of habits that we may want to, might be hard to break. So is there any specific thing?

Adrian: Yeah. Absolutely. I just wanted to throw that out there because we gotta you know, most of what I'm doing is unlearning the stuff that I was taught. So what I would say is unlearn what we were learning. What I mean by that is we have to take off the agent hat and learn to start wearing diff multiple different hats.

Right? So when you go to an appointment, when you see a lead, ask yourself, is there a better way to get this deal under contract? Ask yourself, is there multiple different can I get a wholesale? Can I get this as a as a fix and flip? And then also, the biggest thing, right, because that's the bottom.

If we look at the top, change your marketing approaches. Change who your marketing to and change your marketing tactics. So, if you are just relying on center of influence and past clients, that's good, but I would advise that you create a cold calling team. Hire some VA cold callers. Right?

Change the marketing list that you're calling. If you're so used to calling for sale by owners and expired listings, change that. How about absentees? How about tired landlords? How about pulling a list of all of the NODs in all of California and attacking that list?

And the way I see it is the worst case scenario when I go to an appointment is I'm taking a listing. But the best scenario is that I buy the house from them on a sub two or seller finance, or I get to buy it as a as a fix and flip, or I get to get it under contract in wholesale or wholesale it. And if nothing else works, then the bare bone bottom is me getting a listing agreement. Yeah. And if all of if we if our if agents if we can start to just learn more than what you know, go out there and I if I were you, I would watch all of Real Estate Disruptors episodes.

I would go go back and I would look at and listen to the guys that the investors that are really doing it and see what they're doing that you're not doing.

Steve: Yeah. And I think the thing too is the problem is, what was it if all you have is a hammer, everything looks like a nail. Right? Like listing agents, you go in there and, like, I gotta go get the listing. Right.

But what was useful for me when I was doing this all on my own was let's figure out what problems Adrian has, and then I'll figure out which tool

Adrian: So good.

Steve: Applies. Right? So you gotta figure out you gotta diagnose first before you prescribe instead of prescribing a, a listing to every every homeowner.

Adrian: That may not work because most homeowners we found, they're like, give me that cash offer.

Steve: Right. Yeah. They want they want the convenience. They want the certainty. They wanna be able to sleep well at night, and a listing does not help that necessarily.

Adrian: And I'll also say we don't know what we don't know, so go learn. Go go to events. You know, I was telling an agent this the other day. He's like, dude, what do I gotta do? I go, dude, get around bigger thinkers.

Yeah. Get around bigger rooms. Right? Go to the events that you see, And don't just go to them to go to them. Go to them.

Go to the front row. Go to the people that are front and ask, hey, what do you do? What do you do? How how do you do it? How can I get involved in what you're doing?

And ask and seek knowledge. Right? I think a lot of us were were real timid and afraid to go to these events. And if we do go to them, we don't ever talk to any of anybody. Get out there.

Expand the thoughts that are going in your mind. But in order to do that, you have to start listening to other people with other thoughts.

Steve: Absolutely. G Brown asks, is Los Angeles a good market to start in?

Adrian: I think Los Angeles is a great market to start in. If you have the, if you have, let's say, the bandwidth to deal with a tremendous amount of rejection. If you are willing to go through a 100 no's before you get a yes, then LA is okay. But I would advise that you maybe you know, this is a trick question because in my mind, I think anybody can go to LA and crush it. In my mind.

Right? So to answer your question, I think you could crush it in LA if you just started. But if you're looking for an easier market, if it's really messing with your mind that much, then why don't you start inland? Why don't you start in if you're in Los Angeles, why don't you start in, like, maybe Northridge or Palmdale? And then work your way as your mindset gets a little bit better about that.

Steve: Yep. And it looks like you and Brian Davila, know each other pretty well from my fairy days. Yeah. As a

Adrian: matter of fact, we were talking last night. He's like, I'm so stoked you're going on disruptors. And, yeah, we're it was cool.

Steve: It was

Adrian: a good conversation. Good friend of mine.

Steve: So on YouTube, Mojo wants to know what are your thoughts on estimating repairs account for? How are you estimating repairs?

Adrian: So estimating repairs, I actually have a partner that I do my flips with who is a GC. And so it's a little bit different. He goes and he he's the one that does the bids. For us, when we're looking at deals that maybe I'm selling to an investor or we're selling to an investor, we're going off of the square footage, and then we're going anywhere between 35 to about $40 a square foot on average, on average. Now, I wanna I wanna tell you guys, that is not on every single deal.

Some deals, they're a little bit different. What I would do if I were you, and this is what helped me, is go find a GC or go walk these projects and go figure out what certain GCs look at on what they charge for so you can get an idea of what most rehabs are. Call the flippers in your area and say, hey, how much was that that that rehab on that property? Or go and shadow them, walk the property, and figure out what it is that they're doing so you can get an idea of how much that rehab is. In California, it's different for every market because the rehab we do in in San Bernardino is not the rehab we do in Los Angeles.

Right.

Steve: One of the things I I I heard from someone else was that, ask the flipper. Hey. If I wholesale this deal to you, can I be with you in every step of the way? Huge. Right?

So you can learn about what it's gonna cost.

Adrian: That's probably the bet that's that's like a cheat code right there.

Steve: If you

Adrian: guys can do that, if you can find a flipper that you can learn from, that's the best way.

Steve: Yeah. And then how do we attend the meetup in Irvine? That's William Jennings.

Adrian: Yeah. I'll be posted on my Instagram in the next few days.

Steve: So Francisco Jasso wants to know, how do you plan to pivot when it comes? I'm guessing he's talking about when the bad things happen.

Adrian: How do you pivot when the bad things happen?

Steve: I mean, we we there's some uncertainty right now. You kinda mentioned, right, you're interviewing a lot of loan officers at the moment. And it's funny you said that because I think we interviewed a loan officer last week, and I didn't even put two and two together.

Adrian: Yeah. I I connected the dots. I'm like, wait a minute. What happened? And he goes, everyone got laid off.

I said, interesting. Yeah. So how do we pivot? Well, there's a saying from Tony Robbins' business business mastery. Leaders anticipate, losers react.

So don't react to the situation, start to be aware of it now. So we're already aware of it now. Right? It hasn't completely changed, but it's starting to, so we're going more wholesale. We're pivoting to what's gonna be more profitable.

So the way I see this could be more market change or not market change in my question to what it comes down to on this market change is where are you earning the most amount of cash in your business, and where are you spending the most amount of cash? So, like, for us on flips, there's times where my bank account goes, like, I'm calling other people trying to find money. Right? Because you have all these loans, you have all these rehabs that you're dealing with. You get in 25 deals, you're gonna see how many how much money you have in payments.

Right? So Mhmm. It's funny. My buddy, Omar Alfaro, we're always talking about this. He'll call me and be like, dude, you got, like, $25 because I gotta make payments.

And he makes millions of dollars. Right?

Steve: Right.

Adrian: So it's understanding where is most of your capital going and understanding in this changing market, we're gonna need capital. So maybe you're not allocating your cash to where things need to be cash heavy and you're keeping more cash in bank in your bank, and you're focusing and you're doing deals that are bringing more cash in versus having you expend more money to earn that money, if that makes sense.

Steve: It does make sense. And, I mean, that's a whole different podcast. Right? It's or a different course. It's like cash flow management versus profitability.

Right. It wasn't until we started flipping more houses, they realized, oh, cash flow and profit. Problem. Yeah. It can become a very massive problem.

Adrian: Especially if you're not producing. Yeah. It's it it could

Steve: be it could be long sales cycles.

Adrian: Right. Right?

Steve: I mean, people doesn't matter how long a sale cycle is. People need to get paid.

Adrian: Yep. And right now, sales cycles are drawing out. I mean, most of my flips would have been sold right now. And right now, like, I'm looking at them like, what the heck's going on? Right?

So

Steve: Yeah. That's why I never wanna do big flips. Personally. Right? Like, I I've shared before, I got scarred from 2007.

So Samantha asks, I just recently got my license in SoCal. I've been wholesaling virtually. Is joining a brokerage something you recommend? And if so, which brokerage?

Adrian: Well, I would ask, why would you join a brokerage if you're wholesaling? So that would be my question is, what would be the need to join the brokerage, if you don't if you have an active license and you're looking to do some deals, I mean, it would be nice to have your license activated as a broker so you don't lose it. But I would ask you, why are you even doing that? Why were you trying to go to a brokerage if you're virtual wholesaling virtually? I would tell you you're probably gonna make way more money wholesaling virtually than you are joining a brokerage.

Steve: Yeah. And then, so that we're answering next question. Omar Alfaro.

Adrian: There he is.

Steve: What's up? What number do you need to make for a wholesale fee versus flipping it?

Adrian: Yeah. That's a good question. So, typically, when we look at a wholesale, if we're making $50, we're wholesaling it right off the jump. Right? But now, Nick and I had a conversation because we're looking at everything, and I'm like, you know what?

Even if we're making 35 right now, dude, just do it. Just do it. Because some of these flips that we're looking at, for us, last year, if we're not making if I'm not making at least per partner 25,000 per flip, it doesn't make sense. Right? So it's a minimum of $50 per flip.

The way I see on a wholesale is if we're gonna make 35 where I have to jump and I don't have to go through it, let's run it. So to answer your question, it's about $30.35.

Steve: Yep. Simple enough. Paulino, on YouTube. What does Adrian do regarding mindset? Exercise, books, programs, affirmations, and how often does he do them?

Adrian: Yeah. Every single day. I have also a rule in my car when I'm driving. It's ninety ten. 90% informational, 10% music.

Right? So, like, I'll play one of your podcasts, and then I'll switch over and listen to Eminem for two songs and I'll switch back. Right? And I have that in my car so I'm always learning and that's a daily thing. But what really helps me is brain dumping.

So taking out a piece of paper and writing down all your thoughts. Right? So like, prior to me getting here, I was on the airplane, I filled up like a whole notebook of thoughts. Right? I'm just brain dumping because I wanna get it out of here so I can think clearly.

If you ever have an issue going to sleep because you're just overwhelmed with thought, take out a notepad, write it all down, and you'll see how fast you fall asleep. It's a thing called brain dumping, and that helps keep my mind clear. And it help it also helps me identify the BS that I come up with throughout the day.

Steve: Absolutely. That helps. And then, TDOS, what is the best area to focus on lower end homes or higher end?

Adrian: Well, it depends what you're doing. If you're listing property, the way I see it is I wanna earn the most amount of money per deal, so I'm gonna go to high end. Right? But you also gotta understand volume is gonna over see the amount of transactions that you do. If you are wholesaling, I advise you go to the lower ends.

I would advise, like, if you're looking at California, you're gonna wanna go to the areas that don't have the highest household median, right? You don't wanna go to like a $200,000 household median. You wanna go to something that is more you know, if I'm looking at California, like San Bernardino or Barstow or Victorville.

Steve: Got it. And then Angel, asked, what are your near future plans?

Adrian: Near future plans. Well, we're on a big mission this year to crush $5,000,000. So well, that's that's a big mission. But my future plans is content creation, and I really I am on a mission. We are on a mission to help as many agents as possible.

So I think that's the new era is going into content creation. And, really, however it comes about is just really empowering and helping real estate agents. That's really what we wanna do.

Steve: Not for you, for everyone else. We do have a course. Right? That was actually that was actually for you, but I was I'm gonna say it was for them. Milton Flores, what are your top three books you recommend?

Adrian: Yeah. Top three books. Obviously, Think and Grow Rich. Right? Obviously, Think and Grow Rich, hands down.

And then I would also say the strangest secret in the world. It's also it is a book, but it's also an audible that you can, listen to on YouTube. And for me, The Magic of Believing was really big by Claudio Bistro. That book really helped me believe in myself. I don't know about you guys, but I had a hard time believing in who I was, Steve.

At 19 years old, I had a really hard time believing that this was even possible. Mhmm. I just knew how to take action. Like, I always, you know, I always knew to move forward, but I never really established a self belief, and it played a big role until I read that book, and it helped me shatter some limiting beliefs that were in my mind.

Steve: So it helped you become more confident in yourself?

Adrian: It helped me understanding that believing in yourself was even possible. Mhmm. I didn't even think it was possible. And then I started believing in myself. The book helped me understand some good tactical things you can do to start believing in yourself, some stories that really resonated with me.

And then that seed, you know, started germinating and sprouting, and then that self belief started to grow. You know, as we've heard from Bradley, you will never outperform your self image.

Steve: Yeah.

Adrian: And my self image was not the greatest back then, and I had to read books like Magic of Believing to help me change that self image.

Steve: Well, the reason why I'm asking that is that, like you said, well, Bradley said, right, the greatest determination of success is your self image. Right. Right? If you don't believe you can do it, for sure, you're not gonna do it. Right?

But if you're irrationally confident, somehow, you'll find a way to make it work. So, yeah, I think, you know, that's awesome, that you found that book. The Strangest Secret in the World, that's the same one that is, like like it's a few minutes, right, on YouTube?

Adrian: Yeah. Yeah. Yeah. It's, like, thirty minutes on thirty two minutes on YouTube.

Steve: It's one of the best.

Adrian: So simple and profound.

Steve: Yeah. So alright. And then what do you what are you plan what are you doing to plan spending more time at home when your baby is born? This is from Eddie Salinas.

Adrian: Oh, Eddie. So Eddie Salinas is my flipping partner. My he's does all my flips with me. I love you, brother. What am I gonna do to spend more time at home when my baby's here?

Well, I'm not answering any of your guys' calls. No. You know, I've made a conscious decision that I'm I'm a stay at home for the first month.

Steve: I'm gonna,

Adrian: you know, I'm gonna give myself really the opportunity to to enjoy it and and really take in the experience, and then really setting up the team to make sure that that's possible. Right? So creating the right expectations. Right now, I'm loading up in as many Loom videos as possible. So, you know, as we already have some good operations, but I'm even anticipating, hey, if I'm not here for this, here's a video.

If I'm not here for this, here's a video. So I'm already starting to anticipate and prepare for that by creating content that the internal team can use and reflect back to.

Steve: Alright. Last question from Paulina is what, besides business, do you take any other classes or program for speaking, for branding, or anything else?

Adrian: Tony Robbins. I do all of Tony Robbins' stuff. You know, obviously, I'm involved in All In. Carlos Reyes, Sal, Alex, love you guys. Involved in Ryan Pineda's future flipper.

Ryan, love you, brother. Throughout the whole thing, you know, if I if if I can look at this, what I would say is I'm sorry. What was the question again, Steve?

Steve: What else are you doing to to improve on yourself?

Adrian: Tony Robbins, I got I got stuck for a quick second because one of the the real things that I'm really focused on right now, guys, is really just being a better man. Right? And I'm learning that from people like Tony Robbins. Being a better man and a better husband and better person to society overall, and I bring that up because that's one thing that I'm learning right now from Tony, that I'm learning from Carlos. And, Tony Robbins is something like Date with Destiny, business mastery, leadership mastery.

That's what helped me with my speaking skills, and leadership mastery is big too.

Steve: So you have to work on your speaking skills there.

Adrian: Leadership mastery helps you with your speaking, helps you with connecting with people. It's kinda like an NLP. It teaches you NLP in a way, but in a good way, not in a bad way. And you guys, NLP is neurolinguistic programming. It's a selling technique that they used to use frequently back in the day.

And, they teach you that stuff, but to help you and to be able to help motivate and encourage and inspire other people and push them in a different way using language, using body language, using tonality.

Steve: Yeah. I I don't think it's back in the day. I think it's very prevalent in today's sales.

Adrian: Oh, yeah. I just didn't wanna

Steve: Yeah.

Adrian: It's in all the commercials, by the way.

Steve: Yeah. It's one of the things that we harp on a lot in our sales training. So then what is your why?

Adrian: Yeah. I got some big ones. I was writing this down. I got some selfish whys. Right?

The self my my ultimate why, guys, is as I mentioned, I wanna know that when I get to the gates of heaven that I am the best version of myself. That's my why. When I break that down, my biggest why is I wanna change the generation in my my family. I wanna change the thinking. I wanna change the way that we operate.

Not to say that what my family does now is wrong, but I just wanna create a different branch on our family tree that is of wealth, that is of abundant mindset, that is not caged by any limitations. Right? And I know that's gonna be a little difficult to do, but I believe it starts with me. And I believe it starts with me, and it's gonna trickle down to any kids that I have, and that's that's my big why is I just wanna know that when I get done with this beautiful thing we called life that I really gave it my all. Yeah.

And then to the world is I wanna be able to help as many agents and young entrepreneurs as humanly possible. I wanna give back the keys that were once given to me.

Steve: So, you know, when you're talking about your why, you say it's kinda selfish. You know? And I think that there's a lot of us where we feel like we are obligated to give an answer that benefits everybody. Right? We feel like it's selfish to talk about ourselves.

So you qualified it. Right? Just picking up on it.

Adrian: No. I like that. And It's good.

Steve: And this is something that, Chris Rudy spoke at the event. Right? And something I've said, got in trouble for it, is, like, I'm doing this for me. You know? Like, this idea, like, I'm gonna do everything I'm doing for my wife and my kids.

Right? That's that a natural thing to say. It's very politically correct. But the reality is we're doing this for our wife and our kids. We could've slowed down a long time ago.

Adrian: That's true.

Steve: We could've stopped. Right? Like, there's no reason to keep taking more risk. Why are we doing more flips? Why are we taking on more debt?

So I'm just asking. I'm just kinda asking you to think a little bit. Right? Because you're you're qualifying it. I don't think it needs to be qualified.

No. You're right. So And

Adrian: it's interesting because I had that thought on the plane. I go, why am I categorizing this? So literally the first thing I wrote down was selfish. I'm like, why am I that's good. I need to look into that.

Steve: Yeah. Actually, there's, The Greatest Showman. You watched it?

Adrian: I have.

Steve: Right? And there's that movie. I was talking to my daughter about it. She's 11 now. And she's like, I thought he was doing all these things for his wife.

Why is he traveling? Why is he trying to do more stuff? That's why I share with her. Like, the the greatest lie every entrepreneur says is I'm doing this with my family. Right?

No. He wasn't traveling for for them. They had everything they wanted. They asked him to stay. That's good.

Right? I mean, why are we taking more trips? Are we going more speaking events? This and that. Not for them.

They want us at home.

Adrian: So That's good. Yeah. There's always something to learn, ladies and gentlemen. Thank you for that.

Steve: Yeah. For sure. So what is your biggest struggle right now?

Adrian: Hiring.

Steve: Isn't that all of us?

Adrian: Hiring. That's the biggest struggle right well as I heard you earlier. Hiring's our biggest problem right now. So you know? Yeah.

Steve: What are you doing to fix it?

Adrian: More interviews. You know? It's actually funny. I was talking to Josh. She's like, do you guys run the predictive index index test?

And I said, right now, we're not. Right now, we're just getting everybody through the door. I'm meeting everybody. I'm just trying to, you know, figure out is this the right or wrong person? And then from there, we'll have them take a index test.

Yeah. So we're, you know, obviously, Indeed, ZipRecruiter. Social media has helped a lot. Right? I think most of our hires, guys, if you get post on your social media or you get post on your Facebook, is huge.

And we realized, you know, they were talking about this event I was at. They're talking about right now, our competition is not other employers. Our competition, unfortunately, is, you know, the people paying all of the the money to free money every single month, that free mailbox money that people are getting. Yeah. So

Steve: Yeah. It's hard to compete against US government.

Adrian: Yes. It is.

Steve: But there's also, you know, a challenge for all of us too, you know, is that we have to be better leaders and be more attractive.

Adrian: Yes.

Steve: And we are struggling as as hiring. And, you know, we're looking back at every hire we've made recently. It's all been my referral, which is great. Right. We'd also like to be good enough that we can also get some outside people.

Adrian: Attract. Yeah.

Steve: But, you know, all our hires have been, internal referrals, but they've also all been amazing hires.

Adrian: Yeah. Yeah. I think what, another thing I'm doing on the interviews is I'm not just painting the picture of today on what they can do today. I'm really painting the picture of this is what this means a year from now. This is what this means two years from now.

These are the different opportunities we have in our in our company. Right? And those opportunities I paint as, well, maybe we get a deal one day and you buy that deal. And now you're no longer just making a salary on wholesale, but now you own a rental. And it's really sharing the vision of what that person can do long term in your company, I think, will help spark some inspiration in them versus just being a job.

Steve: Well, I'm glad you brought this up because I was gonna ask you this offline. But since you brought this up, I'll ask you here. Yeah. So you're part of, business mastery.

Adrian: Yes.

Steve: And in business mastery, he talks Tony Robbins talks about ESOPs. Mhmm.

Adrian: Which is

Steve: something I'm thinking about doing. Right? Like, we've got all these amazing people here, and I like them to do to partake Right. In all the wins. Right?

So I'm thinking about how do I create an ESOP, employee stock option plans, for our organization so that it doesn't matter where you sit in the company, you win. Right? Kinda like the whole story of, like, the lady that was the janitor for Apple is wildly wealthy. Her family will never have to work again because she was a janitor for Steve Jobs when he and Steve Wozniak started Apple.

Adrian: Right.

Steve: Right? So do you have any wisdom as far as how to execute or, make the make that happen?

Adrian: So I'm learning this actually from what All In is doing because now they have, like, everybody partakes in the gross profit for the company every month. Right? So we're starting to I haven't rolled this out yet, so if the team if you're listening to this, right, which I know you guys are, this is gonna be something we're rolling out, but it's giving them profit on everything that we do at the end of the month. Mhmm. Right?

So that includes flips, so they're more involved in the flips. That includes the different things that we do in our business. Right? So, you know, Zach is, one of our acquisitions managers. He's taking a percentage of a listing that he recently got, and it's being able or that he helped cultivate, but it's being able to what we're doing is being able to give them profit share off of what everybody is doing versus just what they're doing.

And from what I'm learning from all in is that what happens is now they all become connected, and it's okay for them to help with a flip issue, or it's okay for them to help with, another issue that doesn't involve their particular position. But because they all share in that bottom line, they all feel like they're a part of it.

Steve: Right. So I think definitely, the profit share and we're already incorporating parts of the profit share.

Adrian: Right?

Steve: I'm trying to do something kinda like what Tony's

Adrian: On the on the yeah.

Steve: Talking about.

Adrian: I haven't fully, I haven't fully gotten into that.

Steve: Yeah. I was looking to to you know, someone's like, oh, you should check out, ESOPs. You know, Teddy Roberts talks about it. So I did. And it's like, okay.

Click here for a conversation about joining business masters. Like, I don't I'm not ready to spend 80 k.

Adrian: You do not wanna do that. I

Steve: actually On an opt in.

Adrian: Oh, we'll we'll talk about it. I I got some good stuff. Yeah.

Steve: So how do you stay motivated?

Adrian: How do I stay motivated? Well, I surround myself with people like you. Get involved in bigger rooms. Get involved in bigger masterminds. That's how I stay motivated.

And a lot of short term goals. Right? Like, you know, it's funny. I'll I'll meet somebody and they'll tell a younger kid. Young kid wants to buy a nice car and they'll say, don't buy the nice car.

Right? For some of us, you have to go buy the nice car. Right? For some of us, you need some little short term goals to help push you forward. So I have these little short term goals and these little short term goals I have every two months, three months and they just keep me moving forward.

There's never a finish line. The whole point is is to push the finish line further and further away. Mhmm. So I think about it with my goals, right? I never really reach a goal.

I'm always just pushing it a little bit further. Yeah. So for some of us, maybe creating some short term goals, right? Like is do you wanna remodel your house? Is there something monetary?

Right? And then the other thing on way on the way I stay motivated is making sure we are collaborating and talking to, and I mentioned this before, I'm gonna mention it again, that we're collaborating and talking to bigger minds. Because what happens is I talk to Steve and I see Steve's operation like this, and I immediately get motivated because I wanna go back home and I'm like, dude, if he can do this thing, I let's go. Right? And then that's how I stay motivated is by being around other people that are doing way more than you're doing.

Steve: So I wanna touch on something you just mentioned earlier because this is a pet peeve of mine. Not you. Right? But there's so much judgment on, like, people buying nice cars. Oh, yeah.

Right? So, like, I'm a car guy. I'm gonna have a nice car. Right? I so for whatever reason, he parked his Lucid next to my Tesla.

Right? I think that was kind of a a jerk move. Right?

Adrian: In your parking spot.

Steve: In my parking spot. So but there's so many people, like, you know, you shouldn't buy a nice car or this or that. Right? Right. And I think that's one of those things where we're kinda imparting our values and judging other people based off our value system.

But no one says, Adrian, you should not have gone to that beach. Right. Right? Or why did you buy that second house? Did you really need that second house?

Like, no one questions you Right. If you buy a second home, if you go on a vacation, if you buy your parents a car. No one questions any of those things.

Adrian: Right. But you

Steve: pull up a nice car, it's like, was that really responsible? Did you really need that car? Right? And so just, just wanna touch on that as a pet peeve of mine Yeah. In case you can't tell by the rant.

What is your superpower?

Adrian: Yeah. You know, it's interesting. I saw the question in there, and I'd asked myself this business mastery a year ago, and I'm asking myself it again. And it's something that I, you know, was kind of, like, pulling back from, but I think my superpower is my ability to be alive, excited, and consistently full of energy when I'm doing what I'm doing. Like, I do things at a high energy level.

Anybody you talk to that I'm on a Zoom call with, they're like, dude, you how many cups of espresso did you drink? Right? And and I think it's because I'm just really passionate about what it is that I'm talking about. So I think my superpower is my ability to transfer my energy and really help move people and and influence people in a in a different way.

Steve: Yeah. That's awesome. Something I wish I had. I'm the opposite. Exact the opposite.

I'm gonna show up. I'm gonna tell you exactly what you wanna hear, and I'm gonna move or what you need to hear, and then I'm gonna move on. So I love I love Superpower. I got I actually had a criticism a week or two ago. Like, Steve needs to be more, like, compassionate and warm and fuzzy.

I was like, if you need that, I'm just not your guy. Just you should never have asked me to be involved. That's what you need.

Adrian: Well, it's funny because one of the superpowers to life is know thyself. Right? Know who you are. And it's funny, Steve, because I'll meet guys that, you know, are naturally like you, but they wanna be someone that they're not. They're looking at people on the camera, and they're like, oh, I gotta be more like that guy.

No. More of Steve.

Steve: Right.

Adrian: Is that that that's that's why you got this beautiful thing, dude. Yeah. You need to be energetic.

Steve: No. Not at all. That's everyone else.

Adrian: Yes. I agree.

Steve: What's the greatest lesson you have learned?

Adrian: Greatest lesson I've learned. Don't take life too seriously, and this too shall pass. Yeah. Whatever it is that you're going through, it'll pass. If you're killing it right now, this too shall pass.

Right?

Steve: I mean, it's it's the reality, and especially me. You talk to all those loan officers you're talking to right now. Right? I mean, I'm hearing some really difficult conversations that are being had that wish weren't being had. So what book have you gifted more than any other?

Adrian: The Napoleon Hill, Think and Grow Rich. Every year, I give it away. Always have copies at my house. That one and As a Man Thinketh.

Steve: Yeah. That's another powerful one. When you when you mentioned those other three books earlier, I was thinking, like, As a Man Think of is, like, right

Adrian: there Right there.

Steve: With those books.

Adrian: And I like As a Man Think of because it's only, you know, twenty, twenty five pages, not even 50 pages.

Steve: And, again, it's so profound, but so short.

Adrian: So short. Right. Yeah. I've noticed the most profound things are not that complex.

Steve: Right. We overcomplicate it.

Adrian: We do.

Steve: Yeah. Yes. Alright. So I want you to think about what you wanna leave the listeners with. Guys, just real quick, if you're getting value today, please like, subscribe, share, comment.

I see 31 likes here on YouTube. Please help us reach more people. This Thursday, tomorrow, Max and Menace will take your leads and call your sellers and help you close your deals. So check out the closers lab if you guys haven't checked that out yet. And then we do have Blockchain Whales.

Paul Sparks and I, we're doing something different where we're trying to join blockchain and real estate. So if you guys are interested in that, check out Blockchain Whales. And, again, we do have our blueprint. And, next week, I'm really excited. I got Larry Yatch.

So you guys have heard me talk about, one of my mentors. This is one of those guys that's absolutely kicking my butt, teaching me humility once again. So if you guys wanna meet who's mentoring me, he'll be on the show next week. Alright. So what are some last thoughts I wanna leave everybody with?

Adrian: Last thoughts, guys. You have everything you need within you right now to do what you need to do. There is no coaching program. There is no there's nothing you need to learn. This is a fantastic episode, but there's nothing that you need to learn to take action and get you further ahead than where you are today.

You have everything that you need inside of you right now. I think too many of us, we think that we need to know something, learn something, figure something out before we can take action. And I gotta tell you guys, everything that you need is within you. Just take the actions. Start.

Take one foot in front of another. Every day, take one foot in front of another. How do you get to the top of the mountain? You're not just drop there. It's one foot in front of the other, in front of another every single day.

And then what I wanna empower you to do is to close your eyes and picture what you look like. Picture what the upgraded version of you look looks like. Picture what the version of you that makes a million dollars or 2,000,000 or $10,000,000, picture what that person looks like. Who is he being? How does he act?

How does he rate how does he radiate? How does she act? How does she radiate? What thoughts are you having at any given time? Close your eyes and see that person.

And every day, just do your job to become that person. Remember this. It is a be, do, have journey as my friend, Thatch Nguyen, says. This is not a do. This is a be.

Be who you are. Take the action, and the do and the having would automatically line itself up.

Steve: Powerful. Someone wants to get a hold of you. How would they do that?

Adrian: Instagram at Adrian Hernandez. Go to YouTube. Type in Adrian Hernandez.

Steve: Did you have to pay anything extra for that, or you you just got it?

Adrian: I had to pay for it. Had to

Steve: pay for it?

Adrian: And the website, I went against the baseball player, Adrian Hernandez, for three months, but I beat him. That's all that matters.

Steve: That's awesome. Alright. Appreciate it. Thank you so much. Thank you, Steve.

Adrian: Alright. Time, man. I appreciate it.

Steve: And, I love that what we covered because there was so much overlap between our two journeys. Catch you guys next week. Again, as my coach, you'll you definitely don't wanna miss it. See you guys later. Thank you,

Adrian: guys.