376 Short Sales Transactions for $136MM Retail Volume in 2021

Steve Trang: Shout out to Steve Trane. Jump on the Steve Trane. We've real estate disruptors.

Steve: Hey, everybody. Thank you for joining us for today's episode of Real Estate Disruptors. Today, we have Matthew Potter with the h y s s group of The Real Brokerage, a big player in the Phoenix market to talk about how he's on pace to do 500 transactions this year. 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. If you want more information on that, DM me the word sales on Instagram.

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Ready. Alright. So that was kind of a big headline. Right? 500 transactions.

Kinda sounds unbelievable.

Matthew Potter: A little bit. A lot of people give me, I guess, for lack of better words, guff about it. They're like, there's no way you can do 500 deals in a year. Yeah. And you can.

It's actually not as difficult as people think that it is. Well, there

Steve: are a couple things that

Matthew: have to happen the right way. Correct.

Steve: Alright. So you and I, we did our first episode four years ago. Yes. Right. It's been a while.

Matthew: It's been a hot minute.

Steve: So let's kinda go real quick through the early parts, right, about your journey, and then we'll get into, like, where you at today. So first is what got you into real estate?

Matthew: The recession. So I jumped in when everybody else is jumping out. I had just gotten a degree from ASU in realty studies, and the market took a massive shift. And I learned how to do short sales extremely quickly and started doing those. And realized within about three months that I was one of the few people on the planet that could actually get them approved at that time.

Yeah. So that was the quick and dirty jumping into real estate and just kinda took the bull and just ran with it at that point.

Steve: So what's a short sell?

Matthew: Short sell. Might see some more of those starting to starting to come to fruition. You might. What it is is it's where a homeowner owes more on the home than it is worth in its current condition. So example, you have a $300,000 mortgage.

Maybe the home's only worth $2.50 in its current condition. We submit a packet of paperwork and negotiate with the lienholder to approve the sale at the market value.

Steve: Yeah. And the more recent ones you've done, I think, when we've talked about it was buying someone buying a house with VA loan.

Matthew: VA loans, we're also doing a ton of reverse mortgages right now. Home equity conversions. Yeah. We're doing a lot of those because the baby boomer population is you know, they're at that age.

Steve: Mhmm.

Matthew: And, a lot of them have taken out the reverse mortgages, which in turn leaves a substantial debt on the property. And then when they pass, their heirs are kinda stuck with it, for lack of better words. So we're working out short sales on it, cleaning it up, property goes, you know, down the line, and then ultimately gets resold generally to, you know, an owner occupant.

Steve: Yeah. So this was 2007 or 2008.

Matthew: 2008.

Steve: 2008. So that's when we first connected. And so you're doing short sales then. And, actually, I talked to people here or there. They're like, hey.

You know, I got a situation where it's there. I was like, oh, talk to my short sale guys. Like, you have a short sale guy? Like, you're still a short sale guy out there? That is me.

Matthew: Yes. How

Steve: many short sales are you doing right now?

Matthew: Right now, I think we have in queue I wanna say it's over a 100 that we're Still. That we're working on right now. Yeah. So, I mean, we're still we're doing them still, just not at not at the o eight, o nine Of course. Twenty ten numbers, but we're still doing a lot.

And we are starting to see some trickles of certain areas where there's a little bit more of a concentration of them. Again, a lot of that goes to, like, the reverse mortgages that we're seeing right now.

Steve: Okay. So you have reverse mortgage or you just don't have enough equity. Master guy.

Matthew: I'm the guy.

Steve: How many have you done total? Short sales?

Matthew: Yeah. Between, my wife, who's my business partner, and myself and our transaction manager, Marissa, one of the greatest in the game, we've done over 18,000 since 2008.

Steve: 18,000 short sales. Yes. Okay. So if someone has a deal where there's not equity, how do they send that to you?

Matthew: Usually, what I say is just go ahead and send me an email with property address, preferably the bank information and kinda numbers, what you think it's worth, what what, what you think it's worth, and then ultimately what's owed on it. From there, generally, we're gonna know within about five minutes whether or not it's gonna be something that we're gonna be able to work through as a short sell. Email address? Matthew@StunningHomes.com.

Steve: Yeah. So for those of you guys don't know, like, I got a chance to be the guy, you know, for short sells. I go out there and promote. It's like, guys, if you're upside down, let me list your properties, and then I would just have Matt do all the work. So it was a great situation for me for many years.

Matthew: It was. Absolutely. And I'll never forget when we sat down, had lunch, and you were like, this is what I wanna do. And I'm like, yeah. I'm all in.

Let's go. Yeah. And, well, here we are.

Steve: And back then, you were getting paid 1% on my $60,000 transaction. So $600 for the banks for months.

Matthew: Four of us to split.

Steve: Before you to split. Yes. Okay. So that's what got you into real estate.

Matthew: Yes.

Steve: But, I mean, you when you got in when you got your license, I mean, you kinda hit the ground running real fast.

Matthew: Correct. I I have one speed, anybody that knows me, and it is hyper. There's not, you know, a slowdown function.

Steve: Mhmm.

Matthew: So it was one of those things. We knew we were gonna get licensed for about six months. We were processing our short sales, doing those, and then all of a sudden, alright. Hey. We're gonna make the move into brokerage side, and we're just gonna go.

And I think it was our first year in real estate with no real, like, business plan or anything. We closed, like, 78 transactions. And, it was kinda one of those things where I was like, oh, hey. That was cool. Let's do more.

Yeah. And then it just kinda went from there.

Steve: And I remember we were talking. Right? Because, this is around that time you're getting a license. Like, oh, yeah. By the way, I'm getting a license.

Okay. That's cool. In Arizona, Nevada, and California, I was like, what the heck is that for? And now it's actually

Matthew: Yes.

Steve: Helpful.

Matthew: Yes. Yes. It is. So it was one of those things. We were looking at it from the aspect of having those opportunity areas, like, especially with our short sale business that was kind of key.

And now fast forward to where we are now, Arizona and and particularly Nevada are two of our high concentration areas for some of our, clients with what they're looking to acquire. So it only makes sense where it's like, well, here we are literally full circle.

Steve: Yeah. So you guys started an interesting market.

Matthew: Yes.

Steve: I would say right now, we're pretty interesting market. So for everyone that's, like, watching right now, we're talking about 500 transactions. Now that's on pace of 500 transactions, but that's not all wholesale or flip. Nope. It's a combination.

Matthew: It's a combination.

Steve: Cool. So what if we were to break out your your deals, what kinds of deals are you doing and how many of each?

Matthew: I would say I don't do a ton of wholesales. I you know that. I

Steve: You don't, but the ones you do are pretty good.

Matthew: I look. I mean, maximum return, minimal effort. Yeah. Yeah. We do generally about a dozen, wholesales a year.

Mhmm. Flips, right now, we haven't really been active on it, but, usually, we like to stay around 12 to 24 on that as well. Everything else that we have going on right now is well, there's institutional buyer and then our traditional. Our traditional accounts for, I would say, 15% of that 500 number. The rest is our, institutional buyers that are looking for high quality rental homes.

Steve: So, like, 75% of your deals Correct. Are hedge funds Correct. Or iBuyers.

Matthew: Yes.

Steve: So for everyone that's watching, we're talking about how you got to here. So there's two things I wanna talk about. It's, a, how you got those accounts, and b, for anyone that actually has those accounts, how to run them the right way.

Matthew: Perfect.

Steve: Right? Because it's it's awesome to get those accounts. Indeed. It's more important to keep those accounts.

Matthew: Yes. Because at the end of the day, there is no real emotional attachment behind it. It's business. You better handle your business, and you better do it in the proper way.

Steve: Right.

Matthew: Or, you know, you're not just not gonna work with them anymore. Yeah. It's that simple.

Steve: So let's talk let's start off with, like, how did you and for those of you guys that are gonna ask, like, we actually can't say the names. We we tried to clear it beforehand. They said no. So we can't say the specific funds you're working with

Matthew: Yes.

Steve: More than one.

Matthew: Correct.

Steve: But how did you happen to a situation where you're able to have people look you up and want you to represent them?

Matthew: So a lot of it goes back to our short sale days.

Steve: Mhmm.

Matthew: As crazy as that is, it was I believe it was either LinkedIn or it was our stunning homes web page

Steve: Mhmm.

Matthew: Where the bio was for me and my wife of, hey. We've done, you know, a bunch of short sales. To circle back on that real quick, when we were doing those, a lot of the buyers on those short sales were hedge funds. So we understood already how they worked.

Steve: Which was back then Blackstone

Matthew: Pretty much. Yeah.

Steve: What was it?

Matthew: American Homes for Rent.

Steve: Invitation Homes. Right.

Matthew: And Invitation Homes. Those were the three main buyers back then. Well, there were other buyers. It's just they were very under the radar. Those were the three everybody knew.

Steve: Mhmm.

Matthew: So then, fast forward, I got a phone call. Hey. Do you wanna do deals? Yes. Okay.

This is what we want you to do to do deals. Okay. So you wanna draft up templates? Like, you're cool with this? Yeah.

Just send me what you need. About two hours later, I was doing deals. It literally started that fast.

Steve: So this wasn't a situation where you're outwardly marketing to them?

Matthew: No. Not at not at that time. No. This was one of those our I guess, for lack of better words, our reputation had secured the initial foot in the door because of because of those $600 referral fees that we were getting off of short sales. But because we had done such a large volume

Steve: Mhmm.

Matthew: That got it that got our foot in the door where it's like, look, we know you guys can handle large volume.

Steve: Right.

Matthew: So will you work with us and help us build up and ramp up our operations? Well, yeah. I mean, you know, who's gonna say no to that?

Steve: Like Right.

Matthew: Yes. Absolutely. I I wanna help you achieve your goals.

Steve: That's the first group.

Matthew: Correct.

Steve: There's another group.

Matthew: Correct.

Steve: How'd you get connected with them?

Matthew: Through you, my friend. So, ironically enough, there was a a another facet of their business arm that we were working with, and we still do. And then it was I happened to get I I think it was, like, a project or something that somebody had dropped in my lap and said, hey. Do you know anybody? And I'm like, I don't know anybody that would be interested in this, but let me just ask.

Because if you don't ask, the answer is no 100% of the time. So I sent an email, and then it was, oh, hey. Talk to this person who then said, hey. This is a really great find. You have more of this.

Bring it to us. And literally, that's how it happened. Yeah. So it was just that one connection that led to, hey. Yeah.

Alright. Keep sending those over to us.

Steve: So that was a connection that we made

Matthew: Correct.

Steve: Which I only had that connection because I'm a collective genius. Yes. Right? Yes. Yes.

So if you guys have ever wondered, like, you know, the importance of who you know Yes. 100%. Right? It's not just like, you know, hey. You did the right things in the recession, and you did it consistently where you're still hysterically the short sell guy.

Matthew: Absolutely.

Steve: Right? So you have that track record the to to continue doing this whole time to have them find you, but then b, because of who you know Mhmm. And who you know knows Mhmm. Be able to get a second account.

Matthew: Exactly. And it's it's one of those things where I mean, when it first kinda comes to fruition, you kinda believe that it's not true. You're like, this isn't how the world works. Yeah. It it's not.

Now I mean, I don't know. We're several years in now. I don't know. Two, three years. Now looking at it, it's like I kind of, like there's still times I pinch myself where I'm like, this can't be real.

Steve: Right.

Matthew: But then at the same time, it's like, oh, okay. Yeah. Like, I like tuning up our business operations and being like, okay. Let's see if we can do this just a little bit better for them. Mhmm.

Because if it's less work on their side and it's less work on my side, it's a win win for everybody.

Steve: 100%.

Matthew: And, ultimately, at the end of the day, they're gonna continue to wanna work with you if you're making it easier for them. Yep. And that that's really what it comes down to. You know? Some people, you know, are like, hey.

I just want a fun buyer. And I'm like, it it sounds fun, which it it can be. Absolutely. But you also have to be extremely detailed, and you have to go about it. It's a business.

And, I mean, I'm I'm up 5AM. I generally go to bed 10:30PM. And during that entire time, I'm making sure that those things are managed and managed Top

Steve: of mind. All the time.

Matthew: All the time.

Steve: Yeah. And there was a, we went to IMN Yes. Conference.

Matthew: One of the most eye opening experiences of my life.

Steve: Yeah. And it kinda took me back to the first time I went to an REO conference. You know? And I was like, walk looking around. Right?

Because we paid it was $20,100 dollars Correct.

Matthew: Each ticket. Yes. Indeed. Right?

Steve: So you and I walk in, and I'm looking around. I was like, I am poor.

Matthew: Yes. I I I had a whole new perspective when I left there.

Steve: Right. So you think you understand how business works. You think you understand how money works. Right? And, guys, this is, like, last September.

I'm not even talking, like, years ago. This is last September.

Matthew: It was October. It was November. It was November? It was November. Yeah.

It was right at the November.

Steve: And so we're walking around. You look at what you know, all these hedge funds. Right? All these major funds are on stage. Mhmm.

And, you wanna talk about how that experience was and what you took away from it.

Matthew: So glad that you, number one, pushed me to go to that because there was a part of me that was like, oh, well, if we can't get the ticket, fine. We can't get the ticket. And Steve being Steve was like, yeah. No. We got the tickets.

Steve: Well, Jaden.

Matthew: Jaden did.

Steve: Jaden got the sold out tickets. Thank you.

Matthew: You were like, no. We're we're gonna go to this. So went walked around, and it was kinda one of those things for the first day. I was just kinda taking everything in and absorbing it, talking to lenders that were there and Capital Partners and things like that and just kinda getting a grasp of that. And then I think it was the last day or the second to last day when they had effectively the mega panel Mhmm.

At 5PM

Steve: Right.

Matthew: Which was the CEOs or the COOs of every major hedge fund that's out there.

Steve: Yeah.

Matthew: And just listening to them speak and speak in terms where, yeah. No. We did a cash out refinance of $27,000,000,000 on this portfolio of loan portfolio of homes, and, yeah, we, you know, run pace to acquire 26,000 homes this year. It makes you realize 500 deals is not difficult at all. Yeah.

It's not because they're doing this on a bulk stage like it's nothing.

Steve: Right.

Matthew: And it's just, like you had said, talking to the right people. And it was the people that were in that room as well. We make connections there. Those people have helped lead to those 500 acquisitions, and it's helped them. Right.

You know, it's helped them. It's helped the fund buyers. You know? That's what the purpose of it was.

Steve: We didn't necessarily get any new accounts to service there. Nope. But you and I came away with competing hard money companies. Yes. But you have a hard money company now.

I have a hard money company now, and we're competing against each other.

Matthew: Yes. And, clearly, I'm winning.

Steve: But Well, probably.

Matthew: But Outstanding.

Steve: But it's just eye opening, right, to see the relationships and how things work and, like, just the different conversations that were had. There's just a different level of conversation when you go to an event where everyone's talking about how they how their hedge funds work. And, like, the conversations, eye opening Yes. Right, to to see what their visions are, but also a little depressing.

Matthew: Right? Little bit. Right.

Steve: To know that, you know, there is no room in the future for the American dream. Correct. That's a little depressing.

Matthew: There's a there's a little bit of a conundrum that I find myself in at times. Yes. There there is.

Steve: So alright. So I wanna talk about okay. It's great. You got the accounts. Right?

But how do you keep the accounts? And I'm I'm asking this in the window because, like, I used to do REOs. I used to list properties for foreclosures. Mhmm. And it was a process, and it was a it was a whole different operation.

It wasn't like, oh, I have an REO account. Now I'm gonna make all this money. It's a whole different not a nightmare, but a whole different stress.

Matthew: Yeah.

Steve: So how are you able what process operation do you put in place to retain the accounts?

Matthew: So for me, first and for first and foremost, my wife and my transaction manager are the true backbone of our entire operation. Like, I without them, none of this happens. It it doesn't. So for me, being able to rely on, number one, my wife with even kind of document side of things, and then to a much deeper extent, Marissa, with the documents, that keeps that bulk of it off of me. But it's we're the masters of templates, I guess, for lack of better words.

And it goes back, again, to the short sale days. Like Yeah. We automatically automated an a process that should not be able to be automated. And we were able to do that. But with the hedge funds that I've learned, agents on the other side still need to feel warm and fuzzy.

Like, you can't just go to them and be like, hey. Here's a bucket of cash. Sell this house. Especially if they have an owner on the other side that is emotionally vested in their home.

Steve: Of course.

Matthew: Because at that point, it it makes it challenging. So, like, for example, like, I even looked at, like, hey, dude. I'll just go ahead and go into, you know, Podio, create an account, you know, just shoot out offers all day. That doesn't work. That works, but it doesn't work as well as doing the actual

Steve: It's not effective.

Matthew: Exactly. So I handle that part myself. I do. And we've kinda built what we joke around as our own MLS. A lot of agents will come to us and say, hey.

Look. I have a seller that needs a leaseback, needs post possession, needs something. Are you guys open to it? Well, let me let me see. Okay.

Sometimes it works. Sometimes it doesn't. You know, things change over time. You know, target areas, things like that, things change. But all in all, that's how we keep the process, like that's how we keep it in play where it's smooth.

There's minimal disruption to it. And, ultimately, at the end of the day, like, on the other side, like, a lot of times, transaction managers on their side, title reps on their side are like, look. We only wanna work on your files. Yeah. Your guys' stuff is the cleanest, and everything's always in order, and docs are done before we even request them.

I'm like, well, yeah. If you send 50 less emails a day Mhmm. You're gonna get a lot more done.

Steve: So if

Matthew: we can just send that to you ahead of time, it's a win win for me.

Steve: Marissa there for help with that.

Matthew: Marissa's probably, like, 99.87% of that.

Steve: So step one Get Marissa. Being easy to work with.

Matthew: Yes.

Steve: Right? And that's a combination of having an awesome template that you and your wife create Yep. Having awesome TC who basically does everything for you. Yep. But also having a quality buyer.

Correct. Right? If you have a buyer that's always, like, going back and forth, you're gonna cause some problems for your business.

Matthew: Correct. So And that that is one of the big things where, you know, no buyer is 100% all the time. It's not gonna happen. But when you're 99.99% of the time, man, it's it's nice to be able to step into a situation, especially, like, a multiple offer situation or something like that with a lot of confidence. Yeah.

And be like, look. I can vouch for them. I've done couple 100 deals with them. You know? Yeah.

There's been a couple that haven't worked out, but guess what? Those are generally because seller at the eleventh hour was like, no. I don't wanna sell. Okay. Well, there's Yeah.

I don't really consider that a cancellation, but it is a cancellation.

Steve: So step one is doing good business. So you get repeat business so that realtors are sending you deals.

Matthew: Correct.

Steve: Step two, and this is the part I find funny, is that you have to call realtors, and that's, like, your job.

Matthew: Yes. That that effectively is my job.

Steve: And you get paid handsomely for your job. So what exactly does Matthew do? I feel like, you know, like, office space, like, with the Bobs. Like, what exactly do you

Matthew: What exactly do I have people skills.

Steve: Yeah. So what exactly does Matthew bring to the table on a day to day basis?

Matthew: The relationship of the realtors that we've worked with with being able to bridge the gap and vouch for the buyers that we have. Like, no joke. Kinda like office space. Like, literally, I have the people skills. The other thing and, again, this is one of perfect example.

Submitted an offer last night. In the MLS, it said absolutely no investor offers. And I was like, well, we'll see about that. I submitted the offer. The agent called me and said, did you read the private remarks?

And I said, yes. But at the end of the day, my client has asked me to submit this offer on their behalf. So here's the offer. Why don't you want an investor offer? Well, because investors are destroying the fabric of homeownership.

Steve: I remember the second.

Matthew: I was like, okay. Fair enough. What is your client's other option? What other offers do you have on the table right now? Well, we don't have any.

Okay. Can we put a deal together? Does a deal exist here? I'm not gonna lie to you. I spoke to this woman for about thirty minutes, giving her the reassurance that, look, this is a reputable buyer.

This morning, while I was on my walk, 05:35 in the morning, what do I have in my inbox? Accepted offer. Yeah. That is being able to bridge that gap effectively is what I would say is my number one thing that I'm bringing to the table.

Steve: It's the soft skills. The soft skills is the sales. Yeah. Something that you've had a lot of experience your whole life in.

Matthew: I I have. I did my fur my first business, I was eight years old. I sold used golf balls out of my parents' backyard of their house because we lived on a golf course.

Steve: So there was something I used to do in high school that you did a much larger scale in college, which was selling answers. Yes. Right? Yes. Yes.

I did. Maybe some some tests. Perhaps. Possibly.

Matthew: I've To just some of life's tests.

Steve: But some entrepreneurial skills.

Matthew: There's it's been there since I was a little kid.

Steve: Yeah. So your ability really, you're getting paid very well, compensated very well

Matthew: Mhmm.

Steve: For being a good salesperson.

Matthew: Correct. That's So That's what it comes down to.

Steve: Which I totally support because I train salespeople.

Matthew: Exactly.

Steve: So that's step two. Right? So being good at your job Mhmm. Step one. Step two is or be easy to work with.

Step two is being the warm and fuzzy Yep. Right, to get your offer accepted. But step three, again, it kinda go pulls back to step one, is what are the things that you guys are doing? Because, look, there's no shortage of funds out here No. Yeah.

Across the country.

Matthew: Phoenix is always ground zero for Everything. For everything.

Steve: Yeah. So to be on pace to define your transaction, you have to be doing something right.

Matthew: Correct.

Steve: So what are those things two or three things you guys put in place to make sure that you guys are maintaining this reputation? Because we're again, retaining the the account is actually harder than getting the account.

Matthew: Correct.

Steve: It is. How do you retain the account? What are what are two or three things you're doing well?

Matthew: So what we always focus on and you know this about me going back to our short sale base. I never focus on the dollar amount per deal.

Steve: That's the truth.

Matthew: I mean

Steve: Matthew was doing $30,000 short sales for me.

Matthew: Correct. Lowest one I ever did was $1,500. It was a piece of land in Arizona City. I'll never forget that one. So, for example, what I mean by that is we had a transaction recent recently.

There was more work on scope than expected, which it's rare that I hear that now. But when I hear it, you know, it is what it is. And they were like, look. We need, I don't know what it was. I think it was, like, a $2,500 reduction to offset, you know, so that they could they could move forward with their offer price.

I went to the agent, and the agent was like, absolutely not. No. You hoodwinked me. And I said, look. With all due respect, sir, like, I I'm just working on behalf of my client.

You know, you're free to answer however you see fit. Now I could have just said, hey. Look. They're not gonna do that. Let's cancel.

Or I can look at it realistically and say, how about I just take a little bit less on this deal?

Steve: Mhmm.

Matthew: Because there's another 100 deals behind it. So I did that. And guess what? My client was very appreciative of that. Yeah.

And a lot of times, the the reward for good work or hard work is more work. Yeah. And I'm good with that reward every day of the week. So that is one of the things that I look at. I always look at, you know, I'm not gonna give away, you know, all of my paycheck on every transaction.

You know, it's no longer a smart business decision at that point. But if there's a situation where we're just tight on numbers, generally, generally, I'm gonna find a way to make it happen and move move it forward. I don't I don't trip over pennies to get to get to

Steve: Well, you and I have talked about this offline is the commission ecnemas. Right? Like, realtors hate it. And there's some some realtors like, absolutely not. I am not giving any part of my commission.

I worked hard for this. I'd rather lose the deal than shave, 1,500, $2,000.

Matthew: Yep.

Steve: And principally Mhmm. You're correct. Oh, yeah. Question how much they value their time.

Matthew: Principle and a quarter will get you a quarter cup of coffee. That's what's gonna happen at that moment in time. Meanwhile, I'm gonna go to Starbucks with my check because I closed.

Steve: Yeah. So so one, right, your willingness to do what it takes to get the deal done.

Matthew: To get the deal done. Absolutely.

Steve: But, you know, we talk about Marissa, and we act like she's like a magician.

Matthew: She is.

Steve: She is.

Matthew: She is.

Steve: What are some things she's done to make her, like, supernatural?

Matthew: K. So she she is the queen of templates, checklist, all of that. Like, it's the most insane thing I've ever seen. And if I have learned one thing, you and I have had this discussion, is that I will get out of the way so that she can do what she needs to do. So, for example, everything is a template email to a certain extent.

So she's not typing out multiple emails. It's just template, date, date, date. Boom, boom. Done. Done.

Everything's done. She goes into the back end for a broker log. She has everything done minus pretty much a final walk through in a Benzer Yeah. Within about four hours of me dropping the transaction in. Done.

There's nothing really left that needs to be done. And then once we get word with regards to the inspections, binsers are done. Okay. Final walks are done.

Steve: Template to email. It's done.

Matthew: Like, literally, she just she has created such an efficient system. Last year, we got to the point where I was like, man, we're gonna break the back end of this. Like, I knew that we were getting close. And mind you, she was nine months pregnant when this was happening.

Steve: An unapproved pregnancy, by the way.

Matthew: By the way, I did not approve of that one. So we had I think that month, we closed 78 transactions, which is insanity. Yeah. She's like, wow. That was fun.

Like, no joke. She says to me, wow. That was fun. And I'm like, oh, you think that's fun? Fine.

Let's go for a 100 a month. Like, let's see what we can do. And she just she's built for that, though. She just it's kind of her I guess, for lack of a better word, it's almost like her superpower.

Steve: I mean, is she kinda like, is she just looking to optimize? Is it is, like, her, like, pleasure Yes. Her superpower, which she loves doing all day every day is just optimizing?

Matthew: Optimizing. Making everything as easy as it can be. Because once she has it templated out and she has the system in place, she can she can do transaction management on 50 files, and it's only technically half a day's worth of work. Like, yeah, there's work setting it up and doing all that. And in no way am I, you know, trying to discount that

Steve: Mhmm.

Matthew: But it's with her templated systems. For me trying to do that, trying to drop a file in, man, that's gonna take six hours. I'm not even gonna know what to do.

Steve: All the hard work done up front Yep. Makes everything else easier.

Matthew: Makes everything so smooth.

Steve: That was, we had Larry Yatch here last week. Right? And Mhmm. A former Navy Seal. And he says, like, yeah.

If you don't have time to plan, you have a problem.

Matthew: Yep. And and that's literally exactly how we try to run our operation Yeah. Is everything's planned. If there's an unexpected thing that happens, I'm honestly kinda shocked now where I'm like, well, that's that's new. Why is that there?

Steve: So she's got it. MapDot has got the templates. Mhmm. Right? You open escrow.

We have a signed contract. You send it to her. Mhmm. She opens escrow with all the information the title will ever need Yep. In one email.

Matthew: One email.

Steve: Right? Just imagine how much time you guys waste going back and forth. Email title company needs this. Oh, by the way, we need this now. Oh, by the way, we need that now.

So in one email, everything you'll ever need. Yep. Okay. So that's the second part. Right?

We're talking about, like, two or three things. What's another thing that makes that separates you from some other other agents that are representing funds?

Matthew: I think at the end of the day, and there's no real way to say this other than the way that I'm gonna say it, is I I would like to think that people enjoy working with me. I really would. Because of the fact that it's no nonsense, no games, it's just a straightforward process. Like, I lead a boring life, dude. It's, like, really boring, like, from a ups and downs in transactions standpoint.

Steve: Yeah. The

Matthew: rest of my life is freaking awesome. But Yeah. From that, like, I want it to be boring. I I do. I think a lot of agents like that from the aspect of there's no high wire theatrics.

There's no it's just, hey. Look. Here's numbers. Alright. Cool.

We agreed. Alright. We're moving it down. Alright. Everything's great.

And they like that because, let's be honest, real estate's chaotic, man. It is. It's so chaotic in so many ways. So if you can bring that calming force into an agent's, you know, arena, especially if they got a bunch of other escrows going that are nuts and they don't wanna deal with it, they're they're gonna come back to you time and time again.

Steve: I read a statistic. K. 80% of realtors don't return their calls.

Matthew: Right? That is not me.

Steve: But And I used to be in the 20%. Yeah. I might be in the 80% now.

Matthew: Perhaps.

Steve: So who is answering your I mean, you got all these in escrow. Right? You got title calling you or title calling somebody. You got Mhmm. The seller's agent calling somebody.

You got not a loan officer. So I guess, really, the so the seller's agent's title company, who else would be calling you?

Matthew: There's no lender because they're cash transactions.

Steve: So It's

Matthew: pretty much seller's agent and title.

Steve: Seller's agent and title. Those are

Matthew: those are the two that I would anticipate getting a call from during a transaction.

Steve: Who are they reaching when they call? Either myself or Marissa. Okay. So you will answer those calls from the other agents?

Matthew: Absolutely.

Steve: Okay. Because there's arguments, right, for being detached from it. Mhmm. Right? Like, if you're running a real business, it doesn't rely on you.

There's there's arguments for that.

Matthew: Yep.

Steve: There are Your argument is make their life as easy as possible.

Matthew: My argument is no matter how much you try to automate something, it will not remove the human aspect of it. This is not necessarily a homes business. As much as we would like to think it's a homes business, it's a people business. So when that agent calls me and says, Matt, we need a three day extension on closing. And I can say unequivocally, I don't even need a check.

Yeah. That's fine. Don't worry about it. And I've brought peace to an otherwise really crummy situation. Boom.

Steve: Right. So they're worried how this is gonna land. Yep. And instantly, you bring calm to the situation. Calm.

I am Versus if they were to call an automated line or or call if they were to call your your transaction coordinator in The Philippines. Correct.

Matthew: But we may not have the phone. Yeah. That is the thing that they love.

Steve: So you're bringing in the experience in in in a way. I mean, not not trying to, like, sugarcoat this or or or put you up on a pedestal, but more or less, like, it's just a pleasant experience.

Matthew: Correct. And that's like, let's be honest. When you're when and, again, I've had agents that are, like, there's no way on God's green earth that you can actually pick up the phone and do 500 deals a year. And I'm like, alright. First off, you don't know me.

Second off, you don't know how my operation is Mhmm. Because I'm not fumbling with anything that's on the back end. Like, Marissa is handling all that paperwork. So, like, once it's accepted and I've sent out, you know, hey, here you go. There's not a whole lot I have to do on that other than monitor my email box.

Steve: Yeah.

Matthew: So it's it's one of those things where once I I always tell people, like, alright. Fine. Try and find out. If you're not happy and your client's not happy, you don't ever have to sell a home to us again. You never have to.

And more often than not, most agents are, yeah. Hey. That was really great. Like, why would I not wanna bring you future opportunities?

Steve: And that goes back to the first thing we said, which is you have a lot of repeat business Lot of repeat. Other realtors.

Matthew: There's one there's one broker. I will not name him. But there is one broker that no joke. We have done over 80 deals just with him. Yeah.

Just because he's, like, just send it to Potter. Send it to him. Like, let's let's just see if this works. Because at the end of the day, if it makes it simple for his client and his clients ultimately getting what they want out of the home sale, that's the important thing.

Steve: There you go. So you had to rebase on your commission, though.

Matthew: Correct.

Steve: Now you were scolded about this. By who? Another a fellow realtor.

Matthew: Yes. Yes. I was. I am the reason that the real estate industry will fail. I I believe that.

I clearly, I should be ashamed of what I'm doing. And I was like, okay. Interesting conversation, and we can go ahead and discuss that further after closing.

Steve: Right.

Matthew: Because at the end of the day, it shouldn't matter to you what I'm doing with my business. It it shouldn't. And it's not for everybody. I understand that. There are, you know, some agents and brokers.

Absolutely not. No. Yeah. I want, you know, 3%, 7%, 84%, you know, whatever their guideline is. That goes back to one of our true beliefs.

I'm not gonna screw a deal up over couple, you know, couple $100, couple thousand dollars. Like Yeah. Or if you're gonna get $10, but you have to give two and you're still walking away with eight, Unless you're really horrible at math, more often than not, you're gonna say, you know what? That works for me.

Steve: Yeah. I mean, the idea is would you rather do 30 deals a month Mhmm. But only get a third of the commission Mhmm. Or two deals a month.

Matthew: With full commission?

Steve: With full commission. Like That's the that's the calculations.

Matthew: Yeah. I'll do 30 every day of the week.

Steve: Yeah. And then we might ruffle ruffle some feathers along the way.

Matthew: Yeah. It happens.

Steve: So we can't get into much detail here. K. But there was someone that was really upset with you.

Matthew: Which one was this?

Steve: The one where we actually had to, sit in front of a panel. Ah, yes. So, anyway, these things happen.

Matthew: They do.

Steve: So there was someone that was really upset, and, they they they questioned our character, indeed, and then they got an ethical violation.

Matthew: Correct.

Steve: So just too bad for him. Indeed. So you have, a lot going on here, and then you recently moved your license.

Matthew: Correct.

Steve: So why did you move your license?

Matthew: So I always look at everything from a business standpoint, and I I truly try to look at things as a long play. I have always been like that with everything that I do. I've only ever been with one brokerage.

Steve: Right. Like Much appreciated.

Matthew: You're welcome. I mean, what was that? Nine years?

Steve: Nine, ten? Eight. So, I'm trying

Matthew: to say it. Well, I'm at fourteen.

Steve: Yeah.

Matthew: Yeah. Okay. So time flies by.

Steve: Yeah.

Matthew: You had said, here. How about you research this?

Steve: Mhmm.

Matthew: I said, okay. And then a week later, you said, did you do any research? And I said, no. No. So then I knew because you asked me a second time, okay.

This might be something I need to look into.

Steve: This is not one of Steve's shiny objects.

Matthew: Yes. Steve Steve Steve is onto something here. So 100% full disclaimer here. I passed that responsibility on to my wife.

Steve: A smart one.

Matthew: Absolutely. She she is 100% the brains. Yep. So I was like, hey. Look through this.

Give me your thoughts. Let me know what your thoughts are on it. And she was like, okay. And she loves to read and research that's right up her alley. And she hit it hard for, like, three days, came out of the lab, you know, looking like,

Steve: okay.

Matthew: I got questions, and we need to talk to brokers, and we need to talk I'm like, cool. Let's get down to brass tacks. Let's figure it out. So we went through all of it. Actually, got the broker on the phone, who, ironically enough, we used to do her short sales

Steve: back in

Matthew: back in the day. So we had a good working relationship with her and said, look. These are some of our facets of business. These are some of our operations. Do these or do these not fit within your, you know, your brokerage?

Well, yes. They all do. Fantastic. Okay. So then I broke it down even further and looked at it.

And, again, I'm a long play person. I'm always looking five years, ten years down the line. Where will I be

Steve: Mhmm.

Matthew: With that? Not five minutes, five months. I don't care about that. Yeah. When I sat there and looked at it, I was like, this is a situation where I'm gonna be rewarded for what I'm already doing, which is great, and I'm I love that.

Mhmm. Trust me. I love being rewarded for what I'm already doing. But when you start rewarding me into 7 figures within five to ten years, I get a little bit more excited about that. Yeah.

And I say, okay. That makes a lot of lot of sense. And we broke it down, looked at it. I talked to my wife. I went into it as well with our team members behind us because, you know, in our free time, we also run a real estate team.

Right. I looked at it from their aspect because, ultimately, at the end of the day, if it doesn't make sense to them, it doesn't make sense to me. I I want it to make sense for them too. I broke it down, and I was like, damn. This is there's no losing side to this.

Steve: Right.

Matthew: And that was the thing for me where, finally, I was like, alright. Let's make the move. Let's move the team over there. Let's get acquainted with the system and get everything cooking and moving, and we can go ahead and go from there. Yep.

So, yeah, we're excited about the move. Been there a month. Pretty well cleared our cap within a month. Mhmm. Fun times.

But already starting to reap a lot of benefits and rewards out of it where, again, just looking at it, I was like, alright. Retrospect, really wish that this would have been, like, five years ago.

Steve: Right.

Matthew: Because we'd be five years ahead of where we're at right now. But you know what? I kind of view it as being in on the ground level with something, and that's always a cool place to be.

Steve: It is a cool place to be. And and we looked at a few different options. Right? So, I mean, you've been my top performer for many, many years now. So, like, anytime someone's like, hey, Steve.

You should come come look at this. And I was like, I don't know, but let me talk to Matthew. Because if he's if he says no, we're not doing it. Yep. Right?

So, I mean, we looked at, at one point, REMAX.

Matthew: Correct. We looked at KW. Correct. We looked at EXP. Correct.

Steve: And we looked at Real. Correct.

Matthew: And it

Steve: was the first time it was like, oh, this actually makes sense.

Matthew: Correct. And then it was again, it was that sitting down with a broker, making sure that all of our aspects were there and covered, and they were. And I was like, okay. There's no reason that this doesn't make sense. Right.

And, you know, it's nice. Like, I've already gone through it, experienced it for this first month, and I already seen the rewards, which it's kind of almost funny seeing it because I'm like, holy crap. Like,

Steve: that's awesome.

Matthew: Yeah. Like, okay. And, you know, I was even talking to a good buddy of mine. And he was like, you know, so why'd you make a move? He's like, you of all people.

And, you know, I told him. And it wasn't even a, you know, hey. Come join me. You know, I I want you on my team. We were sitting there talking, and at the end of the conversation, he goes, so, like, can you do lunch next Wednesday or Thursday?

Because I really wanna sit down and understand these numbers. And I was like, yeah, buddy. Like, let let's do it. Like, absolutely. Because if that helps you and helps your team, cool.

Like, let's do it. If it doesn't, I don't care. I'm gonna still do deals with you. Right. That's how this is gonna work.

Steve: And it certainly helps that the DB is Chelsea.

Matthew: Yes. Absolutely.

Steve: Someone you go you destroy souls back with Yeah. A long time ago, and someone I met at the 40 and 40 back when we were under 40. And, you know, in a few years Phew.

Matthew: In the rear.

Steve: Right? And our and our friend Steve Valentine Yep. Right, is over there. And then we get to work with collaborate with, you know, Ryan Zolin, Ryan Bineda, and so on. So, if you guys are interested in this, right, I mean, getting a chance to pick this guy's brain, I would say, for sure, right, check out, Real Yep.

Right, joining in in in Matt's downline. The other thing that's really exciting to me, because we never formalized this, was, we were able to hand out, a plaque Ah, yes. For millionaires. Correct. Right?

Because I've been saying this. It's 2018. I wanna make sure to create a 100 millionaires. Yep. And, like, most people won't submit their proof.

It's crazy to me. Like, you have to submit HUDs to come onto the show, and you have to submit proof Yep. That you're a millionaire. Yep. So Shane comes on a show, a month or so ago.

Matthew: Correct. Right?

Steve: And we hand him a plaque, and he's number four. Correct. He was the first person that reached out on social media and actually provided proof Mhmm. To which you sent me a text message, Steve, where the hell is my plaque?

Matthew: Facts. I I don't even know if hell was the word I used. But

Steve: This is a family friendly show.

Matthew: It is. I did. I sent you that text, and I was like, dude, come on. And, it was one of because it's one of those things. Like I said, I've I've been with you.

You've been with us through the whole journey. Yeah. Like, literally from the number seven Taco Bell, that's the only meal I'm eating that day, short sale days, to where we are now. And it's, you know, it's kinda one of those things where I was like, dude, like, you can't get a plaque. Yeah.

Where's my plaque, bro?

Steve: That was my long journey. Right? I mean, you did my brother's short sale.

Matthew: I did.

Steve: My dad's short sale.

Matthew: I did.

Steve: My buddy short sell that, I was a partner on that thing, but only he was on a loan. Right?

Matthew: So didn't even hear that part, neither did the bank.

Steve: So oh, yeah. That's right. I'm sure statute of limitations has passed. Anyway

Matthew: Seven years. We're good.

Steve: Yeah. So we've been a long ride together, and now I don't have the plaque with me here. It's still being prepared. All good. But you and Nicole, right, officially number five, number six.

Absolutely.

Matthew: I'm excited about it.

Steve: Such an incredible honor for myself. I mean, really, this is the kinda that things that excite me. Mhmm. So congratulations. Thank you.

Matthew: I appreciate it. I remember when you came up with this, I said, I'll be there. Yeah. I didn't know how I was gonna get there, but I knew that I I knew we'd get there.

Steve: And now you're doing it, like, on a regular basis.

Matthew: That's that's the goal. I I once you come to a certain level, it's hard to imagine that you haven't always been there.

Steve: And it's

Matthew: to some people, that sounds almost cocky, and I I don't mean for it to sound that way. But it's like, you know, it's like when you start off with your minimum wage job when you're, you know, maybe in high school or something like that, and then all of a sudden, like, you get that first, like, job job where you're like, woah. Like, I'm making, you know, $30, $40 an hour. How did I ever make it before with that? And it's one of those things, like, you just wanna keep pushing forward.

Steve: Right.

Matthew: Like, it's nobody wants to go backwards on the escalator. We all wanna go forward on it.

Steve: Yeah. So it's it's so awesome to witness, for you and Nicole.

Matthew: Well, we appreciate that.

Steve: So, yeah, one the first I guess this was really a question. It was really more of an exclamation. 500 transactions. Yes. 500 transactions.

Where can I get one of these awesome can holders? So you gotta go to our Shopify. So, team, I don't know where our exact Shopify link is. I apologize. But they're gonna post it up on the bottom part of the screen to go check out one of these can holders.

But by the way, like, I actually had this in my car yesterday, and, I had I didn't finish my drink. K. And I kept it in the car. And you know it's hot here. Yeah.

Oh, wait. It's a skosh. Yeah. So hour and a half, I came back in my car, and it was still cold.

Matthew: Hey. That's So That's high quality, construction right there.

Steve: That's phenomenal. Daryl Banks on Facebook. What is Investor Lift? It's, our cash buyers list. Right?

So you just go to investorlift.com, and you can get a demo for free. Right? And it's, literally, you can pull cash buyers in any market that you're in. So, go to investorlift.com. Definitely check that out.

Vasili on YouTube. Are there hedge funds or instant or institutional buyers in Sacramento?

Matthew: None that I'm aware of. And the main reason why is they tend to be in states that are more along the Sun Belt, and a little bit more friendly on the taxes and landlord side.

Steve: Yeah. I was gonna say, is it about the Sun Belt, or is it about the eviction laws?

Matthew: Little from column a, little from column b. Yeah. Usually, most of them are gonna play in most of the same, states, Arizona, Texas, Georgia, Florida, the Carolinas. Indiana is a big one. Started to see some of them venture off into Utah.

I found that a little interesting, but it makes sense as well. Yeah. I haven't really seen a lot of them purchasing in, California Yeah. Because of a lot of the legislation and the proposed legislation there with regards to flips and investors.

Steve: And, they flip there's a cap or there's capital gains now and flip profits. Correct. Plus, I

Matthew: think you have to hold a property a minimum of three years.

Steve: And there's also the, what do they have in New York that they just passed in Oregon, that you can't? Rent control.

Matthew: Rent control. Yes. Yes.

Steve: Yeah. Rent control is, very popular near the Pacific Ocean.

Matthew: It it is. It's not popular with investors.

Steve: No. It's not popular with investors. So, yeah, not looking good if you're in California trying to work with the hedge funds. I'm not saying they don't exist. I'm sure there are some, but they're not gonna be I'm just

Matthew: not aware of the bidder.

Steve: Probably not the same caliber.

Matthew: And probably not willing to spend the same amount. Probably Yeah. Different, different acquisition percentages.

Steve: For sure. Eddie on Facebook appreciated our story about the guy that tried to report us, and he got the ethical violation.

Matthew: Yeah. That was absolutely outstanding.

Steve: I mean, I I wouldn't be lying if I said that that was one of the best moments of my life.

Matthew: It it was it was it was pretty solid. So, I

Steve: mean, here's the thing. Right? I'm not gonna say I'm the smartest guy on the planet, but I feel pretty comfortable with contract law.

Matthew: As do I. I stand by my record. I have not actually lost EMD, on anything. Yeah.

Steve: So there's I have, like, very few hot buttons. One of them is wasting my time, right, which is not this instance here. The other hot button is when you argue with me and you are factually wrong

Matthew: Yes.

Steve: And you refuse to accept it. Correct. And this is a situation where a guy was coming at us both aggressively

Matthew: Correct.

Steve: And educating us and talking down to us about how we don't know what we're talking about. Mhmm. And so our solution to a person doesn't list that doesn't listen to us was to stop talking to them.

Matthew: It's what I do with, honestly, anybody. Right. If you're not gonna listen to me Well,

Steve: I remember talk. Remember some of the coaching lessons we had a long time ago? Yes. Like, you would you would start arguing with people on Facebook and, honestly, Matthew. Yes?

What was the what was the coaching, lessons there? PC version?

Matthew: Don't don't argue with people whose minds you aren't gonna change.

Steve: Yes. Right? So more or less, alright, don't argue with ADS because they're gonna take you down to their level and beat you with experience.

Matthew: Exactly.

Steve: Right. So what we do with people that don't aren't gonna listen is we just stop talking to them. It's just saves everyone. Like, they don't get aggravated. We don't get aggravated.

It's a win win.

Matthew: It is. It's a win win for everybody. So

Steve: But he would not take silence either.

Matthew: I just left well enough alone at that point.

Steve: Yeah. So then he started sending def defamatory is that the right word? Emails full of, language that was, not polite. It was defaming. Is that the word?

Matthew: Correct. Yes.

Steve: Yeah. Yes. Right? Defamation. Defamation, inflammatory.

Right? So they started sending all these emails about us, and we're like, well, can't

Matthew: do that. That's not what we're supposed to do.

Steve: Yeah. We were supposed to be kind to one another, so there was a just kinda forward that email to, the ethics board. And, yeah, he was really upset about that. Yeah. Yeah.

Shadenford, I believe, is the word. Indeed. Yeah. So yeah. Try to show us how much smarter you are than us.

This is what happens. So failure is knowledge on Instagram asks, what makes you happy?

Matthew: Me? Mhmm. Personally or professionally? Or both?

Steve: Let's go with both.

Matthew: Okay. Professionally, doing 500 deals a year. No. Professionally is doing a good job for all of my clients. I really do have a I get a lot of pleasure out of the fact that I know I did a good job, and there's not really anything I could have buttoned up on that transaction.

You know, sometimes there's situations where, you know, I may save a buyer 5,000, 6,000, $7,000, and they weren't even expecting that. I take a lot of, you know, that makes me happy. On the personal side, I absolutely you know, my wife and I are huge proponent of this, and you know this. We've built the life that we love to live. We, you know, my wife is my business partner.

We work together. I spend, you know, pretty much all day with her. My kids are happy and healthy. They are actually being homeschooled, which is a really cool, unique experience. They're really enjoying and thriving in that.

Like, my kindergartner is ready for second grade already. Like, it's insane. So those are things that really ultimately make me happy is, like, literally just designing the life that we are living. Like, I I couldn't be more grateful for that.

Steve: Yeah. I think it's absolutely true. I see it on on social media, and my own one request is stop posting it. No. Absolutely not.

Media because my wife asked me about it, and I was like, I don't want I don't wanna live that lifestyle. I Who wants to live on the beach? That's stupid.

Matthew: On an unrelated note, we're gonna give you guys a free weekend so that, you know, you can go ahead and go on down there.

Steve: Yeah. She was like, you, hey. They just bought a property in the beach. It's like, that's got nothing to do with us.

Matthew: Yes. Yes. We did.

Steve: Alright. So on IG, Gary's asking, what's the best way to grow your buyers list and build those relationships? So not really I mean, do you have a buyers list on top of?

Matthew: Not really. The the number one thing that I tell people, because I get this a lot. A lot of people will say, I want a fund buyer. Give me access to a fund buyer. You know?

It's people inherently wanna go directly to the source. But you have to understand, if a hedge fund asset manager is getting 30,000 emails a day, they're never gonna get anything done. So a lot of times what I tell people is, you know, for you to get what you're looking for, go to the person that they've already developed that relationship with.

Steve: Yeah.

Matthew: Come come to me. Bring a deal to me. I'll scrub it because I don't send everything over to them. Some stuff doesn't fit the buy box. It maybe a year, maybe it's got a pool, lease solar, kiss of death.

And if that's the case, let's not waste your time. Let's not waste their time. If it's something that's good and it looks like it fits, yeah, I'm gonna send it right over to him. I mean, perfect example. Got one from an agent this morning, sent it over to me.

I was like, hey. Yeah. This this looks great. And he's like, yeah. You know, we're looking for $4.75.

And I was like, okay. Seems fair. Dropped it in. My, my guy over there responded to me. I don't know.

Couple hours later, we can do $4.70. Okay. $5 isn't gonna kill a deal. We can make that happen. Went back to him.

He's like, deal done. Send me the contract. Let's go. So a lot of times to grow your buyers list isn't even like, add add the realtors that are working with the hedge funds as your buyer

Steve: Mhmm.

Matthew: And send it to them because they have the big buyers behind them that ultimately can help you with your dispositions in getting things moved probably at numbers that you didn't even really realize were were there for it.

Steve: Right.

Matthew: That's the thing. Some people are like, wait. What price? And I'm like, yeah. No.

They'll buy it at this. And they're like, I wanted $20 less. I'm like, that's outstanding. I'll send you an offer for $20 less then. So that's one of the things I suggest on that.

Steve: So, basically, go to the MLS if you have access. If you don't have access, become resourceful. Either become licensed, become resourceful.

Matthew: One or the other.

Steve: Find the agents that are working with the funds Yep. And become friends with them.

Matthew: Absolutely.

Steve: So I would say on top of that, another perspective as well. Mhmm. Right? Because talk about my REO days. Mhmm.

Right? Because I tried to become an REO agent, and that was not easy. No. Right? Because you go and you apply the right way.

You go through the front door, and the front door is sealed shut. Yep. So what I did was I'd go, where where are the bankers hanging out? Mhmm. And I would go out, and I would go get drunk, right, with the bankers.

Like, we treated them, like, to attract the females

Matthew: to the club. We got They were the royalty.

Steve: They were the royalty. We got bottle service. Right? Get them drunk. I mean, I would have to stagger in my hotel room at 03:00 in the morning.

Right? Like, I I still remember, like, walking down Downtown Denver amongst all the homeless people, me in my suit all, you know, frazzled, whatever, and still waking up at 06:00 next morning to go to the REO conference. Right? So there's two ways. I would say this one is yours.

Matthew: Yep.

Steve: And then b, if you were so inclined, you could go to an IMN conference Mhmm. Find out where the hedge funds are Mhmm. And go get them drunk. Yeah. People business.

Matthew: Absolutely. It is. It's a people business. I either model will work. One is gonna get you the result much quicker than faster.

One is much faster. Yeah.

Steve: One is a high risk.

Matthew: Yeah. Especially the other one may lead to alcohol poisoning.

Steve: Especially if they don't like alcohol.

Matthew: Exactly.

Steve: So, Eddie, asked this question. He's the one that appreciated our story.

Matthew: K.

Steve: And I love Eddie because he's got an analytical brain. He's, he's actually a literal rocket scientist. Outstanding. So, what will it take, do you think, to take your business from 500 deals a year with thousand plus deals a year? Time.

What tweaks, changes would you have to make to your process?

Matthew: I don't think I actually need to make any tweaks to my process. I think it literally will be time. And what I mean by that is, here's your perspective. Three years ago, I did I had a good year. It was, like, a 118 transactions.

That was three years ago. Last year, I did 376. It's actually probably higher than that, but I didn't include some new builds. Whatever. This year, on pace for 500.

I think there's no reason I can't do seven fifty next year, if not 800. And then the year after that, most likely, we'll go over 1,000. I wanna be in the 4 figure club.

Steve: Can we please get Marissa at least an assistant?

Matthew: Absolutely. I will allow her to clone herself.

Steve: At least get her, like, a VA. Yeah. Something. So it Or a live in nanny, probably.

Matthew: Perfect. That that would probably be the best the best use.

Steve: Yeah. Vasili, again, what was your biggest win, and what is your biggest fail?

Matthew: Biggest win? I mean, I guess, it's just living life right now. Like, that's literally, like, the biggest win is just continuing to do what we're doing right now. I mean, that's a great question. I I haven't even really thought about that, actually.

Biggest fail is, and I think everybody goes through this, or at least I would like to think, maybe I'm the only person. I don't know. You and I have had this conversation. When things are changing

Steve: Mhmm.

Matthew: And you're going from 250 miles an hour down the Autobahn to 25 in a residential zone, don't beat yourself up when things are shifting, because I did that earlier this year. I got down on myself, down on my business, and I needed to realize that that was just what was occurring at that moment in time and that it the opportunity for much larger growth was right there on the horizon.

Steve: Mhmm.

Matthew: My biggest fail is getting in my head space about that, though. Yeah. Because I did. I got in my head space, and for probably two to three weeks, I was not my normal stealth, which was reflective in my work, reflective in my relationships. And, ultimately, at the end of the day, if I had to do it all over again, I would have taken much longer walks.

But But you know what? Hey. You live, you learn, you grow. And now looking at it, I'm like, okay. I I recognize that Mhmm.

And can move forward from that in the event that I find myself in that space again.

Steve: Yeah. I remember having that conversation. I even shared with you. Like, dude, you're like, you sound terrible right now. Yeah.

No. I You need to go and take a walk around the block or something. Yes. And I've never had to say that to you. We've been known each other fourteen years.

I've never had to say that to you. Yep. I was like, yeah. I don't know what's going on, but you should go for a walk.

Matthew: Yeah. No. I was, for lack of better words, I was miserable at that moment. Yeah. Like, I was.

And it's it's okay because, again, like, looking back on it, I'm like, okay. That was just how you were dealing with that. There's a better way to deal with that now. There there is.

Steve: Well, and this was at a time where you had one account. Yep. And that account, like, came to a screeching halt for a minute.

Matthew: It did because all their operations was changing. Yeah. So with all their operations changing

Steve: Well, I mean, this is around the time where, you know, interest rates are changing, the Yeah. That thing in China where that multibillion dollar bankruptcy like, there's lots of moving parts.

Matthew: Yep.

Steve: And they were reconfiguring. Yep. But you can feel that because you get accustomed to certain income.

Matthew: You well, and it's, again, you're going 250 miles down the auto bond. And when you step off, like, even just stepping off for three, four hour or hours days

Steve: Mhmm.

Matthew: It's like, woah. What do I do? Yeah. Like, this isn't normal. Like, I I feel like I should have 20 properties under train under contract right now from this week, and I don't.

So it was one of those things where it was like, and then started making some changes on my side, and all of a sudden, it started picking back up. Yeah. And it was like, okay. Well, you've had your moment. Get back on the horse and get to work.

Steve: Right. So he wanted both of us to answer his question. So I would say my biggest win is I get to do business with people I like. Right? I mean, Facts.

At the end of the day, like, if it was just about income, right, I could've slowed down some time ago. Yeah. So my win is I get to do fun things with people I like. Like, all day, I just kinda hang out. Right?

I mean, we're creating content. We're having meetings. We're having coaching moments. Right? We're talking about whatever, but we're having fun with the people we're doing it with.

So I would say that's my biggest win. And my biggest fail is the flip side of that coin is, disappointing people. Right? Is that, because I can't name any specific failure because I've had so many failures. Right?

Again, we talk about shiny objects. Right?

Matthew: Like Oh, you got you got that going going on.

Steve: Hey. Let's do this. Oh, that doesn't work. Hey. Let's do this.

That doesn't work. Right? So there have been lots of failures, but I don't count them as failures. I count them as, like, learning opportunities. But the true failures, at least what felt like failure, was letting people down.

Matthew: Bingo. And going to what you just said, and this is one of the things that I appreciate and I know Nicole does, you've kind of been like a tester for us. Yeah. Where, like and this goes to you get to do, you know, you get to do epic stuff with people every day. We love the fact that Steve's shiny object syndrome, like, he's already tried 50 of these things that don't work, so I know I don't need to try any of those.

Yeah. So, generally, when you and I have conversations and you're like, hey. By the way, you need to look into this. Yeah. I take it as, like, yeah.

I need to look into this because if he hasn't looked at it okay. Yeah. That doesn't work. Alright. I know at the end of the day, like, alright.

I should probably look into this. And, generally, just by doing that, it's like, oh, cool. Now we have more epic things we can do. Right.

Steve: Yeah. Stress tested. Right? I get to be, Tim Ferris.

Matthew: Oh, yeah. No. You you definitely do. Yeah.

Steve: So, I guess going back to these things. Right? Like, for everything you're doing because you're doing some epic things right now.

Matthew: Yeah.

Steve: What is your why? What is the motivation that keeps you going?

Matthew: I mean, you know, my family, my kids, my team. Ultimately, at the end of the day, I've just always been a very driven person. I don't like to fail. No. I don't have a problem with failing.

I don't like to lose. That's the difference. I don't like to lose. Yeah. Doesn't matter what it is.

Like, I don't like to lose. So for me, it's one of those things where, you know, hitting a 100 transactions, I was like, dude, man, that's that's great. And I'm like, look at all these people that are doing 300. You should do 300 transactions. Then once you get there, it's like, alright.

You can do more. But, like, at the end of the day, like, without my wife, my kids, all that, I don't need to do any of this. And and it's not even like they're putting a demand on me that I have to. I love providing for my family. I do.

I love being hey. Alright. We get to do all this. And then in turn, we get to live a really epic life. Yeah.

You know? Like, I I love that. Like, I I love the house that we live in. I love the beach house that we bought. We're building a cabin.

We've been able to start creating a lot more, wealth with rentals and things like that. So it's just that's my why of, like, I wanna leave I wanna leave the legacy behind. Like, I do, where it's like, my kids are gonna need to work, and they're gonna work. Like, dude, I already got my 17 year old on payroll. Yeah.

But I want them to work intelligently and have that that ten years that I technically didn't have of what I'm doing now, I want them to see that and experience it as younger children. You know what I mean? So that they can ultimately so that they can ultimately live the best life that they want as

Steve: well. Yeah. What I like about that a lot is there's only a handful of people that are very clear on their purpose. Mhmm. Right?

Like, we kinda get into this game. And you already mentioned, right, you're competitive. Right? Yes. And we get into this game for time freedom, financial freedom.

Yep. And then we play the comparison game.

Matthew: Oh, absolutely.

Steve: Right? But you actually hang out and just spend time with your family. You get to do what you want. Yep.

Matthew: Think COVID had a role in that? Big big role. Yeah. Prior to COVID, I felt I needed to go on every appointment.

Steve: Mhmm.

Matthew: It's me that they want. Not me they want. To a certain extent, it is. It's the service that they want. I have team members that are very, very good at what they do.

Great at showing property, great at sitting down, listing agents, all that stuff. They don't need to see my face. They don't. So for me, it was one of those things. COVID hit.

I have an autoimmune son, so COVID was taken very seriously in our house. From the aspect of, I can't bring it home because I've already seen this before with, you know, Phoenix Children's. I'm not gonna go down that road. So it was kinda one of those things, alright, pivot, adjust. How do we still keep the business operation going

Steve: Mhmm.

Matthew: But maybe not necessarily with me being the guy that's out there. And we made the pivot, and we adjusted. And I still worked outside the house to a certain extent, but then kinda once we got going with the institutional side of it, it was like a lot more of our team members can ultimately handle that business. And, I mean, you know, give away listings and buyers and left and right to them. And I'm like, here.

Absolutely. This is yours. Run with it.

Steve: You mentioned you don't like losing. No. So we never really talked about, I don't think on the last one, was, like, how close you were to the Olympics. Yes. Yes.

So how far were you from there?

Matthew: Not far away at all. So 2000, I had, I had already qualified for Olympic trials in ninety nine two thousand. And the summer before the Sydney games, I was swimming in practice one day, and all of a sudden, it sounded like a pepper grinder in my shoulder. And it was just like, I'm like, oh, that doesn't sound right. And I took one more stroke, and I just felt this massive pop.

And I'm like, oh, that's not good. And, like, I swam over to the side of the pool. I got out

Steve: With one arm or with that? One arm.

Matthew: Literally with one arm. So, you know, I'm kinda doing this. Got over there, got out, and went to the I think it was a I don't remember what doctor it was. Went to the doctor, and he's like, you have tendonitis bursitis. You have a bone impingement, and there was something else, like a ligament that they had to repair.

And I was like, alright. So, like, how long does that take? Like, a week, two weeks? Like, when can I get back in the pool? And he's like, well, it'll be six weeks before you're back in the pool, and it's gonna be about a year of full rehab.

And I was like, yeah. But I got some stuff to do in August. Like, dude, I'm trying to go to the Olympics, and he's like, yeah. No. That's not happening.

And I was like, oh, well, your bedside manner sucks. So had that not happened, there's probably a pretty good chance I would have ended up most likely with the bronze medal, in the two thousand Olympics. But I view I view it this way. Had that not occurred this entire life that I have Right. Most likely wouldn't even exist.

Steve: And you mentioned at some point that you got a chance to swim with Michael Phelps. Yes. So that's a cool experience.

Matthew: Cool experience. Gotten I've gotten to go to the Olympic Training Center, swim with multiple Olympians. So super cool.

Steve: Yeah. So, hypothetical. K. Right? Maybe not the best question to ask.

Yeah. Well What would you do once the iBuyer stop or the hedge funds stop?

Matthew: Well, ultimately, at the end of the day, I'm probably gonna take a deep breath because, you know, I will have been running a long hard race at that point.

Steve: Mhmm.

Matthew: I think it at that point in time, what the what the business will look like will be a little bit different, and we've already allocated funds for that side of it.

Steve: Mhmm.

Matthew: More than anything, we're probably gonna go more in on the wholesale investment fix and flip side like we did prior to this, and we're just gonna build it at a much higher level.

Steve: Yeah.

Matthew: That being said, I mean, everybody has their opinion about hedge funds and iBuyers. And, you know, there's people who think open door is the greatest thing since sliced bread, and then there's people that think the exact opposite. There's a lot of money behind these operations. Yeah. Like, way more money than anybody even really fathoms.

As long as homes as long as the ability to make money exists, the funds aren't gonna go away. Yeah. Because they're also extremely well funded by other funds that are not necessarily real estate funds, but other funds that are on the back end where it's like, those are retirement accounts for a lot of people. So because of that, those retirement accounts aren't gonna go away.

Steve: Alright. They still need to have a return. Yep. How do you stay motivated?

Matthew: I don't really have a problem with motivation. Yeah. I'll be honest. Money is a great motivator, and I'm also just one of those people. I'm very I'm just about my business.

So every day I wake up, I'm motivated. I mean, I wake up, I go for my run walk, come home, got the coffee going, kids are ready for school. You know, with any luck by 8AM, I've already got a couple deals done. Like, I'm that's just how I am. Like, I'm just extremely motivated.

And like I said, I mean, my wife is a big factor behind that. She pushes me she pushes me every day to be better, and I can honestly say that she has accomplished that goal.

Steve: Well, she's an incredibly strong woman to, you know

Matthew: She is. Put up with you. Amen to that.

Steve: What is your superpower?

Matthew: Superpower. My superpower or the one that you believe that I that I have?

Steve: Some of both.

Matthew: For me, I would like to believe that my superpower is, again, kinda like you were saying, the sales, bringing it together, bringing people together, being able to calm those waters. I think at one point or another, you had equated it to you're the open heart surgeon that has to put the stitch in there. Yeah. Everybody else can handle all the other stuff. You're the one that has to put that in there, give the little snip, and then, you know, get the

Steve: test done again.

Matthew: So that is what I I would like to believe my superpower is. You, on the other hand, have a a different take on that. I don't know if you wanna share it.

Steve: I think you have the unique ability to tell people to go, take a long hike in very colorful language without them really being upset about it, without them, being like, when I was rude, they're like, maybe I should. Maybe I should go take a long hike.

Matthew: I I just like to help people understand how they're making me feel.

Steve: Well, you can do that very, very well. I think your your passion comes through when when that needs to happen.

Matthew: Well, I appreciate that.

Steve: Yeah. What is the greatest lesson you've learned?

Matthew: Nothing is forever. Doesn't matter what it is. Nothing is forever. And if you rest on your laurels and you take your foot off the gas, there's gonna be somebody else that's ready to jump in that car.

Steve: Mhmm.

Matthew: So you better you better just keep going at it. Slow and steady wins the race to a certain extent. But, also, if you have the opportunity and somebody pulls up in, you know, the Ferrari, don't ask questions. Just get in and go. You'll figure the rest out as you go.

I promise you will.

Steve: When we were at the IMN conference, someone was asking me a question. Right? Like, would you be interested in doing this? And I was like, what is involved? Like, I was like, well, it doesn't matter.

Do you wanna make money? He's like, yeah. I was like, okay. I'll do it.

Matthew: Yes.

Steve: And now we're

Matthew: I was right next to you during that conversation.

Steve: And now we're her money lenders. Yes.

Matthew: How that happened, I still have no idea, but It doesn't matter. Oh, okay. Yeah. This sounds like a great idea.

Steve: Yeah. I mean, he he asked the the best question he could ask.

Matthew: Do you wanna do you wanna make money? Yes. What does this involve for me? Not a whole lot. Okay.

Steve: Done. I'm in. What do I sign? Any interesting failures, favorite failures, best failures?

Matthew: Interesting failures? Not really anything that I would consider interesting. Favorite? Well, I mean, I have one listing that I ultimately got fired from, because the buyer didn't wanna purchase the home because there was, what was it, polybutylene plumbing in it.

Steve: Mhmm.

Matthew: And the homeowner was absolutely irate with me. This has been here for thirty five years. You're a jerk. You know, every four letter word under the sun, and I was like, okay. So what I'm hearing is you're not gonna replace the plumbing.

To which I was told, no. I'm absolutely not, and I don't wanna work with you anymore. And I said, perfect. Thank god. I'll send you over the cancellation.

To which I did. And then two days before closing with the other agent, the polybutylene burst in the house. And I was like, oh, that's that's interesting. It was one of my it was one of my buddy's friends. Yeah.

So for me, that was probably one of the favorite, quote, unquote, failures that occurred.

Steve: How unfortunate. Shocking. On Facebook, Rondor Salazar wants to know, what did you change personally and professionally to get out of the not yourself days or funk you were going through?

Matthew: Talking about, like, three months ago? Mhmm. K. So the big thing that I did, and this goes back actually to last year, I started putting an emphasis emphasis on and our whole family did for that matter. Health is wealth.

At the end of the day, dude, if my ticker craps out tomorrow, like, that is not good for anybody. Mhmm. So I needed to put that emphasis on it. I was getting the point that I was feeling stressed because I, quote, unquote, wasn't doing enough deals. I had thrown the exercise regimen to the side.

I wasn't doing it, which you don't realize how important that is until it's not there. And then you start it again, and you're like, holy crap. Yeah. So I started waking up in the morning again. Started going for my runs and walks.

I think I started out with a half mile run, and I felt like absolute garbage afterwards. But then later in the day, I immediately started feeling better. And I was like, you know what? Do this. And the other thing that I did was I got back to basics with my business.

I literally went back to basics, talked to several of my, traditional clients, got some business drummed up. I think I listed, like, I don't know, 12 properties in, like, two weeks. I mean, generally, that kinda helps cure

Steve: all. That also fixes a lot of problems.

Matthew: It does. So, you know, I got back to that. And then literally, as soon as I kinda got back to that and got that where it was, everything else started taking off. And I was like, oh, cool. Like, you just sometimes you gotta take a step back, get out of your own way, and then step back in and get through your process.

Steve: You know, you kinda mentioned, like, you know, anything can happen at any moment.

Matthew: Yes.

Steve: And, I got a chance to listen to Dan Marcos who's a consultant,

Matthew: a

Steve: highly paid consultant.

Matthew: Mhmm.

Steve: He talks about how, like, 90% of businesses that sell, they don't sell because they want to sell. Mhmm. They're selling because, like, someone died or someone's super sick. Mhmm. And you have to have your position your business position in a position to sell if you really wanna take care of your family.

Yep. So it sounds like you're already doing that. And I I have that as a goal for myself a year Mhmm. From now that we're business that if anything should happen, current key and anyone could take it over.

Matthew: Anybody can take it over. Like, I my wife and I have talked about it. My 17 year old daughter has already sat down and talked to us about it as well. As soon as she turns 18, she wants to have a real estate license. She wants to join the team because she wants to learn the workings of it.

Because at the end of the day, she's she's seen what it can provide.

Steve: Mhmm.

Matthew: She knows that the opportunity is there. More than anything, like you said, you know, god forbid something happens to me in the call. Like, god forbid. But if it does, she's in a position where she can just step in and take over it, run it. Nothing wrong with that.

Yeah. That's leaving the legacy. Like, if because the business at the end of the day is gonna pay for everything. Like, don't get me wrong. You know?

The shiny stuff is always fun. Right. But the business is gonna pay for everything.

Steve: Absolutely. And, she's gonna be absolutely lethal.

Matthew: Yeah. Did she's she will make me look nonexistent. I'm sure of that.

Steve: Yep. So final question from Vasili is, what's your outlook for the end of the year and the following year, and what are you doing to prepare for it?

Matthew: My outlook, I am I'm probably a little bit more. What's the word I'm looking for? I don't I don't believe that doom and gloom is on the horizon as many do. Mhmm. For perspective's sake, my first house, the interest rate was seven and a half percent, which was a smoking rate.

So what I mean by that is we've been extremely spoiled by the market the last two years, especially if you're a seller. If you're a seller, like, dude, you haven't had to do anything. Yep. Stay in your house for, you know, six years rent free. Like, we don't care.

We're now going into a market that is is still favorable to sellers. What I mean by that is instead of 50 offers, you have two or three offers on a property. Well, guess what? You still only have one house to sell. So until we're to a point that there's more houses than there are buyers, we're still in the same thing.

It's just, oh, the oven's gone from 500 down to two fifty. Yeah. Okay. Still hot, though. Yeah.

I think the other thing is and this is something I'm sure that you would agree with me on this, Steve, or maybe you wouldn't. And, you know, it is what it is. The federal government, regardless of who is ever in office, will always do something to either prop up and or move along the housing market. Because so much of our so much of GDP and everything is tied to it. Yeah.

Like, I I was reading something. I think it's, like, 46 jobs are tied to every one home sale. Think about that. That's nuts. Like, I'm like, what are you talking about?

There's an escrow officer, an agent, an agent. Well, I guess there's a broker and a broker and a lender. And, you know, you start calculating it out, and you're like, holy crap.

Steve: It's not just that. Right? It's Home Depot. It's the

Matthew: Home Depot. It's Lowe's. It's it's the guys at the Timber Mill, you know, all of that. And you're like, holy crap. Like, yeah.

It really is.

Steve: Officer, underwriter, processor. Mhmm. A lot of people involved.

Matthew: Home inspector, appraiser.

Steve: Yeah. Well, after the appraisers.

Matthew: I'm not a huge fan.

Steve: I want you to think, about something I wanna leave the listeners listeners with Okay. A thought, and I'm gonna make a couple quick announcements. Guys, if you got value today, please like, subscribe, share, comment. Helps us reach more people, helps us create more millionaires. We do have our blueprint coming up.

Go to disruptors.com/blueprint. You can spend two and a half days in my office, and we'll be going over our business and how we run our business from a to z. And then we do have our let's let's see what else we have here. Apologize. We do have Blockchain Wells.

Go to Steve Trang on YouTube. It's a different channel. Check that out. That's what we're talking about Blockchain. That's what we're talking about, really, I think, kind of the next phase evolution potentially of real estate.

And last thoughts you like to leave the listeners with?

Matthew: I mean, more than anything, just have fun with it. Yeah. Like, when I look back and I was I was talking to Ryan out there before this. And, like, literally, I I mean this from, like, the bottom of my being. Every day I wake up, number one, I'm grateful for the life I live.

Every day. But there's gotta be at least once or twice a week that my wife and I literally say to each other, is this really life? Is this really what we're doing and what we're able to do? And, it is. And it's you know, as much as I would love to sit there and say, you know, I'm I'm Superman.

I got a cape on, you know, whatever. You always told me this. Like, dude, if we just take action, we'll get there. Like, we don't know how we're gonna do it yet, but we're just gonna take action and get there. And it's true.

And we did it, and it's created what you know, where we are now. So that's, like for me, it's enjoy the ride. Enjoy the process. Enjoy the number sevens at Taco Bell as your only meal that day, which, dude, I'm not gonna lie. Number seven, Doctor Pepper.

Give me three mild sauces. Boom. And I wanted steak on the quesadilla all the time. And my wife knew back then that, like, she would pick that up and, you know, it is what it is. When we're working sixteen hour days, that's what we did.

Yeah. But enjoy the process. Enjoy the struggles. Learn from them, and just keep moving forward. There's no reason to go backwards.

There never is. Just keep pushing it forward, and you'll get there. And, like, that's the thing that I love. Like, now where I'm at, I'm like, holy crap. Like, I'm here.

And now I'm sitting there looking at the rest of the mountain, and I'm like, well, we still got more to go. Like, let's just keep going. And that's that's what I, you know, what I always try to keep at the forefront of my mind. Like, hey, man. We've done really great, but there's so much more that we can do.

There's so many more lives we can impact. And that's the other thing. It's it's not a it's it's a we versus me. Like, it's not me. It's we.

Like, when you do things with people, collaborate with people, and things like that, you're gonna get there light years ahead of if you try to do it just by yourself.

Steve: 100%. Someone wants to get a hold of you. What's the best way?

Matthew: Talk to my PR manager, Steve Trang. No.

Steve: Well, we do have that, graphic. Right? If they wanna join you at Real Yes. We have that. I would

Matthew: I would say that. Email is usually the best way to get a hold of me. That and then the, bingo, the link right there for, for real. I'm excited to be bringing people aboard on that and being able to help them get where they wanna be

Steve: Mhmm.

Matthew: Because it's just freaking cool. Like, it is. Like, I'm sitting there looking at it. I'm like, man, like, this in and of itself will create a lot of wealth and opportunity for a lot of people.

Steve: Yeah. If you're licensed and you wanna work with Matthew and myself, right Yeah. Join us. Join us. Like, have fun together.

Matthew: That's what I'm saying. Like, let's have fun, and let's continue to grow.

Steve: And then, also, again, congratulations in that plaque. We'll have that for you soon enough. Appreciate it. Nicole. It's such an incredible blessing.

It's an honor for me to make it happen.

Matthew: We appreciate it. And like I said, I mean, you know, back in o eight, who would have known? But here we are.

Steve: Couple of boneheads. That We didn't know what we were doing then.

Matthew: We we didn't know what we were doing then, but we figured it out.

Steve: We figured it out.

Matthew: Absolutely. Alright.

Steve: See you guys next week. Thank you for watching.

Steve: Shout out to Steve Trane. Jump on the Steve Trane. We real estate disrupt