Auctavius Bennett and Nicholas Luevano Share How They’ve Wholesaled 100 Properties in the Last 12 Months

Steve Trang: Hey, everybody. Thank you for joining us for today's episode of Real Estate Disruptors. So we've got Nicholas Lovano and Octavius Bennett from Millennial Flippers, and they've flown in from LA to share how they earned their first million dollars and what they've done in the last twelve months to wholesale a 100 properties. If this is your first time tuning in, I am Steve Trang, broker and owner of Stunning Homes Realty, founder of the Offer Fast Homes app, the only MLS for off market wholesale properties. And I'm on a mission to create 100 millionaires.

So that's if that's something you're interested in, let's connect on Instagram. And a reminder again, I do have, we are still giving away free shirts, so tune tune in all the way through to find out details. If you're excited for today's show, please give me a wave, give me a thumbs up. And as a friendly reminder, I don't charge them for the show. I don't make any money doing this.

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That way we can all grow together. And don't forget, this is a live show. So please post your questions for Nick and Octavius to answer. You ready?

Auctavius Bennett: Boom. Let's go, baby.

Steve: Yeah. Alright.

Auctavius: Rock and roll. Happy to be here, man.

Steve: I'm happy for you guys. I appreciate you guys coming out. So first quick question is what got you guys into real estate?

Auctavius: That's a that's a interesting question. You want me to kick it off? Yeah. Go for it. So I I think that I I remember a few years back, man.

I was in a place where I was just stuck, frustrated, broke, didn't really know I had so much ambition, but I didn't know what what I and have a vehicle to put the ambition in. And I was always wealth motivated, but I didn't have just a vehicle, man. And I was searching. I was like praying to God on my knees every single night. I said I wanted to I need a business.

I know I wanna be a businessman. What do I do? What do I do? Seeking, seeking heavily. And my aunt had blessed me with this, job.

So I was on the Oprah tour. And we would go from city to city. I mean, we go to Houston, we go to Atlanta, we go to Miami, we go to Seattle, we go to LA, we go everywhere. And it was three different circle, three different instances where I run into a real I run into a real estate developer. And I'm like, okay, it's a Tuesday afternoon.

And this guy, he has a Rolex on and he's fine on the plane at 02:00 on a Tuesday afternoon. Like, what does this guy do? Normally at work on a Tuesday. What does this guy do? And then the second time I met somebody is they were just walking off the plane.

They're like, Hey, I'm a real estate developer. And I searched them up and like, there's some big millionaire in Dallas. And I'm like, Man, this sounds kinda and so I started connecting the dots and I'm like, okay, real estate development. And then I'm like, what's the fastest way to get my foot in the door? And I remember telling Nick about this story.

It was it was, being a broker at Marcus and Millichap. Because the only person I knew at the time was this guy named Stacy and he was in DC and he was a broker. And again, the same story like, oh, you know, wears nice suits, drives nice car, lives nice, nice lifestyle. I'm like, I want something similar to that. So I was thinking, I'm like, well, if I if I can be a real estate broker for a little bit, then eventually maybe I could be a developer is what I was thinking.

And so I I I I I'm done with the Oprah tour and I set up the interview, right? And this is, I remember this to this day. I set up the interview. I go in there feeling good, nervous as heck. Mhmm.

And I get into the interview and the guy's like, so, do you have, what college did you go to? And I'm like, because I dropped out of college. And he goes, well, what's your job resume look like? And I go, because I didn't have any jobs. And so how are you gonna bring somebody off the street who doesn't have any college degree or doesn't have any job experience?

And how are you gonna expect to put them in the position to sell multimillion dollar property? And it just didn't work. So they didn't give me the job. And so I went back down the square, you know, zero and again, meditating for hours, praying, seeking, hoping that I can find something. And then I came across, wholesaling.

But then it took me a long time to study and it is a whole year process. And then I learned and I worked with a group on the East Coast for a little bit, moved to California and then kind of started it up. And it just happened just I guess I got lucky, man. I got blessed. You know, I prayed and it and it kind of came for me.

And and for Nick, Nick has a very interesting story, and and he could probably get into his.

Speaker 2: Yeah. I'll keep it short and sweet. I saw an ad on Facebook, and it was, an ad geared toward some, mentorship or guidance. And it says sign up sign up for a free webinar. And I came from, I went to San Diego State, graduated, got involved in, the sales industry.

So I was a part of a network marketing company

Auctavius: Mhmm.

Speaker: And got basically recruited in my senior year and, really dove into that industry for three years. And, you know, luckily, I was you know, I built a huge team, you know, at a young age in my early twenties, through that specific company. Made a lot of money, got to travel the world, but most importantly, built these skills throughout that specific industry of network marketing. So I built sales skills, people skills, communication skills, got to travel, and I got burned out. And I remember I was on Facebook, and I saw this ad, and I was burned out of network marketing because I've been traveling.

It was great. It was fun. But I kinda wanted to sleep in my own bed, you know,

Auctavius: every single day.

Steve: Why was there traveling for

Auctavius: For that?

Speaker: Well, we'd have events. We'd have events and I go speak in front of people.

Auctavius: Oh, so

Steve: you're like one of, like, the success stories. You roll up in your Lambo

Auctavius: Yeah.

Steve: And tell everyone. BMW. Okay.

Speaker: But, yeah. I was one of those, like, early success stories within that company.

Steve: Yeah.

Speaker: So and it was a wild ride. And the company is funny. It was based here, in Tempe. But to make a long story short, I had a lot of success at a young age Mhmm. Throughout the network marketing industry.

Built these sales skills, people skills, communication skills, got to travel to Europe. I was in Europe every ninety days.

Steve: Wow.

Speaker: Living good. But I was kind of burned out and I was, you know, just about, I think, 23 years old. And, I saw this ad and I said, I can do that. I can do that. And I said, if I'm, you know and I basically took all these skills and I poured them into real estate, more specifically wholesaling, and, reached out to Octavius.

Him and I have been business partners long ago.

Auctavius: It's crazy. When he when he called me that I remember it like it was yesterday, Steve. He had called, and I was thinking that he was trying to get me into another network marketing thing. So I was kinda, like, not trying to dodge this. I was dodging his calls.

It it was crazy. Yeah.

Speaker: I called him and I say, hey. You know? I know, you know, you're, you know, dabbling. You're in real estate. Let's go out, you know, for dinner.

We meet up and just kinda just hit it off. You know? I hadn't seen him for maybe two years. Yeah. And I knew that I have a I had a specific skill set.

I knew Octavius, you know, for from that specific company. He was part of that first network marketing company.

Auctavius: And I

Speaker: knew he had a specific skill set. So that night, in Pasadena, California, we basically shook hands and became business partners.

Steve: Yep. So before you guys wholesale your first deal, you guys became partners?

Auctavius: Well, there's two how you got got the first deal stories. Right? So there's the story where when I first came out to California, you know, I I came out with a little bit of money and I got my first deal door knocking. And then after that, I kind of fell miserably. And I'm sure we're gonna get to this in a minute.

Steve: Mhmm.

Auctavius: Probably back in the middle of the podcast. I'd love to share, but, I I got my first deal $20,000 and I had to get the seller 10 and it was a door knock deal and everything was all the way up, then it went all the way down. I was homeless, sleeping in my car for, like, four months. Then after that, we closed the deal. We partner up.

Like, two weeks after we partner up, we close the deal for $90,000. And so there's, like, two little how you got your first deal stories, but we

Speaker: can kinda share a

Steve: little bit later. Yeah. So let's talk about that. Your first your your ninth

Speaker: so you guys partnered up? So we partnered up. That night, we had dinner, partnered up, officially became partners. Start door knocking foreclosures literally the next day.

Auctavius: Mhmm.

Speaker: Door knocking foreclosures.

Steve: Where was this? California. Where? Where?

Auctavius: So so we so so how we do it for and for the people we got the list from propertyradar.com. So this is how the whole thing works. Get the list from propertyradar.com, and we would map it out. So we spend about, about forty five minutes mapping the whole route out because we pull the list and then you gotta sort it. So there's this little website.

I can't remember what it was. And then you sort the whole map, the whole route. And so we would go down from Southern California from San Diego, and we go all the way up to, San Francisco. So we we we take up any everything into every single foreclosure. So there's about 200 something, 300, properties that actually have equity that are foreclosures, and we'd knock every single last one.

And then we go to FedEx, and we get one of those free little envelopes, and then we we because it looks like, you know, it looks legitimate.

Steve: Looks legitimate. Yeah.

Auctavius: So we put a little letter in there, and then we were literally staying in, we were staying in the what was it, the hotel?

Speaker: We would we would find and this is and for anybody that's that's brand new to the business, the reason why I think I mean, everything happens for a reason. But the skill set you will learn, door knocking foreclosures will last you a lifetime because we went through trials and tribulations. And the whole time, our goal is that's that's get a property under contract, take all those proceeds, whatever they may be, and pour them into our real real estate operation. Right? And so, you know, I had I remember seeing a podcast from, I think, Mark Cuban.

He says, make money and then pour that money into your business instead of taking out a loan or things of that nature. So that was our goal. And we would knock these foreclosures and there's nothing like people that are in a distressed situation Oh my god. In the weirdest parts of California. Yeah.

And so you can just imagine the stories and things of that nature. But And you know, to make a long story short

Auctavius: How it how it turn how it how how this transition into $90,000 because it was like an indirect situation. I'm we're a firm believers in, like, pounding the vibration and, like, what you kinda you kinda reap what you sow, you get back what you give type thing. Mhmm. So we knew we were pounding the vibration by knocking the door. So we were filling up the we were filling up the soak up.

Right? And then and then and then, essentially, it came out of nowhere where we got a referral of somebody just calling, hey. I heard you guys are buying houses. I need help blah blah blah blah out of a referral

Speaker: out of nowhere. And I'll tell you this. Again, just the biggest tip you can give anybody starting out is let people know what you're doing.

Steve: Yeah.

Speaker: I remember it was three weeks into our partnership, three weeks of door knocking, and I was telling each and every single person that my new business I said, I'm flipping houses. I wasn't explaining, hey. Wholesaling, bring a Wholesaling, bring a buyer, ain't getting there because people are gonna say it sounds illegal. Right? Yeah.

And so I was telling everybody that I knew, hey. Do you know anybody who's looking to sell? Hey. Do you know anybody in distressed situation? Hey.

Do you know anybody do you know anyone who's looking to sell a fixer upper? Mhmm. And someone called my cell phone, shot me a text and said, hey. I know somebody who's in this situation. You should reach out.

Yeah. And I remember sitting at a Starbucks and we were game planning our next, you know, door knocking venture.

Auctavius: Oh, man.

Speaker: And and I shot her a message, a text message. And, and, you know, I we booked the appointment, and we go to this property in, Al Monte, California. And I'll never forget driving up to that first property because it was squatter occupied. She was back, you know, dollars 30,000 plus in taxes and there's a foreclosure deal.

Auctavius: Couple gangs over there

Speaker: too. And so, yeah.

Auctavius: Yeah. Yeah.

Speaker: Yeah. And so that's how that first lead came in. But if I you know, if you don't let people know what you're doing, that lead in it would have never come in and then obviously it translated into $90,000.

Steve: You know, it's funny too. Like, I think that's great. It's a huge point. Right? And I think a lot of people miss it because for me, you know, I I see a lot of people sending me, like, Facebook friend requests.

And I click on their profile. I have no idea who they are. Right? I'm assuming they found me, you know, through one of our Facebook groups, but I have no idea who they are. And I click on it, and there's just no

Auctavius: indication whatsoever that they

Steve: buy houses. Right? There's no indication they're real estate. There's nothing. And it's like Yeah.

Yeah. I agree. So what you're saying, like, everyone

Speaker: has to know.

Steve: Absolutely. And that's every every channel, every social media, everywhere. It's gotta be everywhere. It's like

Auctavius: you gotta own it.

Speaker: And and make sure you if you're new, especially because the whole I I just let them know, hey. You're looking to purchase property.

Auctavius: Mhmm.

Speaker: To explain a through z, what you the the wholesale operation

Auctavius: Yeah.

Speaker: You might just, you know, just don't go that route. Right. I I purchased property. You know anybody who's looking to possibly sell. That's your go to line.

You gotta

Steve: keep it simple. I had a buddy. I was, like, talking to him, and, I I bumped him in and out after, like, a few years. I hadn't seen

Auctavius: him.

Steve: Yeah. He's like, what do you do? I was like, oh, you know, I I I buy properties. You know, I turn around and sell to someone else for profit.

Auctavius: Yeah. Yeah.

Steve: And he's like, wholesale?

Auctavius: I was

Steve: like, oh, you know

Auctavius: what wholesale? He started speaking at layman.

Steve: Yeah. Yeah. Yeah. But I'm with you. Alright?

Layman terms.

Auctavius: You just

Steve: gotta put yeah. I I buy houses.

Speaker: Yeah. There you go.

Steve: I buy houses. I sell them for profit. So then what were your early struggles when you guys partnered up? I

Auctavius: I mean, you guys are doing this crazy tour. The I think the early struggle, Steve, was not having the money. Mhmm. But see, we didn't make the struggle an excuse. You see, we didn't have the money to really, really ramp up the marketing like we wanted to.

Because we knew, like, like, at the end of the day, if you do more marketing, you're gonna make more money, but you gotta have the money to do the marketing. So, like, we're just stuck right there. We're stuck. And we're just figuring out, like, Nick, what what we're gonna do? What we did?

And then we finally it clicked, and we said, well, you know what? Let's create a creative way to get a whole bunch of people jobs working and then so we can get them deployed marketing. And so what we did was we created this call center and we created an internship. He pretty much because of the network marketing thing. He had a, you know, he had a bunch of people already following stuff like that.

So he bought in a whole rack of people, got them all trained up. And then next thing you know, we got everybody on the phones, and we were closing deals. We went from, like, two deals a month to eight deals to 10 to 12, and it kinda steady growth, and then it went down a little bit then went back up. So that's I mean, I would say that as far as early struggles, that was one of the biggest ones. It's just not having the capital, that little gap period.

But then after after after figuring it out and bringing in more bodies and just being creative with our with what we did have, you know, we were able to turn, nothing in a sense. How long

Steve: did it take you guys to go from that point? Right? Where you guys said, I'm not gonna we're gonna partner up to your first deal to you starting a call center.

Auctavius: Six months. Something like that.

Speaker: I would say, yeah. Some something a lot something like six months. Yeah. Obviously, there was, some trial and error within that time frame because you go from, hey. You know, we got a big we got a big kahuna, $90,000.

Right? So how do you deploy that income into strategic marketing channels? Because Octavia says it best. He says more marketing means more leads, more leads, more dollars. Right?

However, strategic marketing, right, in strategic marketplaces and strategic, marketplaces and strategic, you know, what are you gonna use for your marketing? Right? And obviously, we chose cold calling. You know, I had lots of experience in just sales. Octavius had experience in just building out, like, the systems and the dialer and the list and things of that data and things of that nature.

And And so we says, hey. You take care of this part. I'll bring the people in. And I'm a get them trained up like soldiers, and we're gonna rock and roll.

Auctavius: Yeah.

Speaker: And so scaling from one to two callers to 10 to 15 callers, things like that, and then having trainings and then some people falling off, and then really getting it down to where we can produce on a consistent monthly basis. I think that, you know, had a lot to play play within that growth as well.

Steve: So I've heard LA is just stupid competitive.

Auctavius: That's a lot of crabs in the bucket. Yeah. Crabs in

Steve: the middle. How are you guys separating yourself from the competition there?

Auctavius: You know, we don't like to look at competition because there's this quote that goes, like, out of abundance, he took abundance and still abundance remain. So we always believe there's gonna be infinite supply, especially for us. And as long as we can focus on, digging our ditches, as long as we can focus on putting into work, then we just I mean, honestly, God takes care of the rest. So we always every single month get two or three deals in LA, but we never spend more than a couple grand in marketing in LA. Like, our acquisition manager just texts us right now, and we got a freaking contract right now in LA, for probably how much, bro?

Speaker: I think it was it's it's it's it's one of the bigger, you know, every yeah. The biggest markets like LA, why they're so interesting is we've done, I mean, we've done multiple 6 figure assignment deals Mhmm. In LA. And that's the coolest part of being in a market like LA. Now is LA LA the only place that we're marketing?

Absolutely, positively not. Because we don't bank on, hey, we're gonna bring in a 6 figure deal every single month or every sixty days, something like that. So Thirty,

Auctavius: forty, 50. Like like like with LA, we're not banking on having a bunch of volume. We're we're banking on having a large deal size, you know, with other markets like Sacramento we're in, we're in Dallas, and we're in Central California, Fresnos, and Bakers Ville, the whole state really. Yeah. We we we bank on having volume because those are the average deal size are, like, 15 to $16,000.

Mhmm. But with LA, you know, you only need one of those and that can make up for it. And so one of the deals could be anywhere from 30 to 60. Like Nick said, obviously, you have a couple of six figures. Six figure.

Every every I would say every quarter, we at least have something over 70 k.

Steve: Yeah. That's very impressive. So you guys are strictly cold calling then for these deals?

Auctavius: For these deals for LA? Yes.

Steve: Okay.

Auctavius: Yeah. Yeah. For cold calling. Yeah. Absolutely.

Steve: Okay. So then how much wholesaling are you guys doing right now?

Auctavius: So right now, we have about 15 deals on the board for this month. Mhmm. And the goal every single month is to hit anywhere from 20 to 30 deals.

Steve: Wow. Very impressive. Are you guys flipping too or just wholesaling?

Speaker: We're we're we're primarily wholesaling. Yeah. Last year, we did a lot of wholesaling.

Auctavius: Mhmm.

Speaker: However, this year, strategically, we're just saying, hey. Look. Let's really, really hit it out of the park and get those 20 to 30 deals every single month. And we've been able to employ now, you know, because I believe, you know, we've come pretty damn close, have not mastered the art of cold calling. Yeah.

I mean, we have we have callers that are strategically in house. We have callers that are strategically in other countries. We have callers that are strategically to spread throughout The United States. And then we have strategic training platforms that we utilize every single week. We have, you know, scripts in which him and I created, and obviously rebuttals.

And we have, a hiring manager that literally now handles the entire thing a through z.

Auctavius: Mhmm.

Speaker: And so we've mastered these this art of cold calling. So now we're able to employ all these, you know, different marketing channels. But, you know and we set it, you know, by strictly utilizing the art of cold calling and mastering it, I mean, made over a million bucks just on that one specific strategy. And I know a lot of people get, you know, wrapped up in, hey. And I get a bunch of phone calls from investors that want, hey.

Can I pick your brain? How can I take you take you out to dinner? Hey. Can do you offer training mentorship? And they just kinda you know, the first conversation is, hey.

I'm doing a little bit of PPC. I'm doing a little bit of RVM. I'm doing a little bit of SMS. Hey. I'm gonna bring on five cold callers.

And I and in the back of my mind, I'm saying, you know, I believe in KISS. Keep it keep it simple. Right? Keep it simple. Stupid.

Right? And so, you know, I oftentimes tell people let's really zone in on maybe one or two and hit a home run and then start to scale slowly slowly but surely. But Alright. Yeah. Cole calling has been the name of the game.

Steve: So then what does your organization look like today?

Auctavius: So we have act so pretty much Nick and I, we just oversee with, like, a bird's eye view.

Steve: Mhmm.

Auctavius: And, also, shout out to amazing team, and I know they're probably watching this right now. And, so we have an amazing transaction coordinator. She handles transactions and dispositions. Mhmm. We have an acquisition specialist.

We only have one, and she closes up everything. She's been doing amazing. We have a, quality

Steve: Quality control.

Auctavius: Quality control, and then he pretty much handles you wanna tell him pretty much about how we have a we have a so we have in house, and then we also have a virtual department. Mhmm. So majority of our business is virtual. Some of the key leaders are actually in house. Quality control, transaction coordinator,

Speaker: hiring manager. And then we have we have a couple seats that that specifically handle things like SMS, specifically handle things like RBM. So it's like we have these these we have, like, basically the core key leaders in house taking care of these systems. And then we have a bunch of virtual people working. I don't wanna say for them, but they're managing the virtuals with that specific strategy.

So so when we have our meetings, you know, we're not necessarily talking to people that I don't wanna say we're talking to the cream of the crowd. We're talking to people that are managing, the bread and butter of our specific business and of that specific channel. And and he was talking about, you know, we have just an amazing team. People that have been with us now for almost, I'd say, two and a half years Yeah. Since we've since we've started.

We've been a bit I mean, we've been

Auctavius: partnership three. Retention is pretty retention is pretty high. I think also because I think we have a great like, you just mentioned, like, our our our operation. Operation. I think we have a great,

Speaker: culture culture.

Auctavius: We have a great culture. We keep everybody involved. We go to dinners. We pay everybody freaking well. We have crazy bonuses like, you you know, they make good money.

So I think it's really good to pay your people and also to have a great culture and also have the positive high energy type atmosphere. I think that's a big part of it too.

Steve: I bet you're probably very heavy in the high energy part. Yeah.

Auctavius: Yeah. Yeah. Yeah. Yeah. For sure.

Steve: So the acquisition manager, she's handling the fifteen, twenty transactions. Yeah. Ball by herself. She's talking to all these homeowners on the phone.

Speaker: She's locking up deals. She's locking up deals. I mean, we have all these obviously marketing channels that are happening simultaneously. And one of the things for us, and we didn't we haven't really mentioned it, is I'm a firm believer. We're a firm believer in marketing basically twenty four hours a day, seven days a week.

Auctavius: Mhmm.

Speaker: Right? Because we talk about wholesale and we talk about all these different things that have to happen to basically close a deal. But essentially, you know, the wholesaling business is AKA the marketing business. Right?

Auctavius: Mhmm.

Speaker: And we believe if you're marketing damn near twenty four hours a day, seven days a week, you're generating leads twenty four hours, seven days a week. And then, obviously, those leads are filtered into our CRM, and then our acquisition managers will be able to call those things back. And we sit down with her and have individual meetings, once or twice a week, and we go deep. We still do to this day role play, listening to recorded calls. How can we get better?

How can we become more resourceful in getting back to that homeowner and getting that contract locked up? What do we have to do? Because, you know, we're a firm believer in what by any means necessary, to lock up that specific contract. And I don't care if we have 15 on the board. Well, that's what do we have to do to get number 16?

Steve: So you got all these other dialers basically qualifying these leads Yep. Funneling into your acquisition person. Yep. And then she's closing them on the phone. Yeah.

And what do you pay a person like that?

Auctavius: She gets paid well. I mean, she made over $10 last month.

Steve: Yeah. And then your callers, they're overseas. And

Auctavius: So we have a little bit of we have a little bit of both. K? We've been split testing. Mhmm. So we have callers that are overseas.

We have callers. We we we've experimented with the callers in house. That was our biggest ROI, biggest ROI, callers in house. But now we wanna get away from having callers in house. I think we only have like two more callers in house right now.

And majority of the callers are actually in The United States. So we've created a model that we're able to have, basically, we have virtual meetings, virtual call center, but everybody's American, can speak English, knows about the Super Bowl. You know what I mean? Yeah. It's not like this language barrier.

It's not this disconnect. So we have majority of the callers in America, which are our best like, our best caller. She's in,

Speaker: I think Texas or something like that.

Auctavius: Midwest. Something like that. So so that's kinda how we that's kinda how we do it. We have we have all three, America, in house, as well as, overseas.

Steve: Gotcha. So you're saying she does you know, she made over 10 k. So is it is it salary plus bonus? Like, how

Auctavius: does it It's it's so it's it's base pay Mhmm. Right, which, you know, it's base pay, plus she gets a bonus if she hits her, contract contract contract goal. Plus she gets another we also have another company bonus that she's be that she's able to get.

Steve: You know? So Awesome. Yeah. And then who's moving the properties after she locks it up?

Auctavius: Our transaction slash dispo girl.

Steve: Okay. And you have one of them.

Auctavius: And by the way too, just to let you know, most of the people in our company are women.

Steve: Yeah.

Auctavius: And, basically, the whole company is like

Speaker: And and they're rock stars.

Auctavius: They're rock they're killing

Speaker: it. They're they're rock stars. You know? I think a lot of that that has to do with how we promote from within. Mhmm.

Because essentially everyone at our company that is now at a high level position, Transactions Dispo, which she's a rock star, our acquisition manager who literally I mean, think about that. Someone that's locking up, you know, 20 deals a month on a consecutive basis, and she's hungry. Go get her call. She works six days a week. You know, once upon a time, they all started entry level, zero real estate experience, and they started in the cold call department.

So we've been able they've been able to evolve over the past two years and, you know, hear the lingo, hear us, you know, back and forth as far as, you know, because once upon a time, we were acquisition managers, you know, two years ago. We were dispelling transactions. We were, you know, cold cars. We were we were in we we have sat at every seat at our company. Mhmm.

So when we promote someone or we ask them to do something, we never ask someone to do something that Octavius and I have never done before.

Steve: Right.

Speaker: And so we know what it's like to be on the phone for eight hours a day. We know what it's like to, you know, do a 150 follow-up calls. You know what we know what it's like to send out a bunch of emails or send direct mail or get in contact with these staff. We know we've been there. We've done it.

So we know how to train, but we also know what they're going through as far as mindset. When 04:00 hits, we know what they're probably feeling because they've been here since, you know, the early morning, smiling, dawlin'. So Yeah. I think that that has to do a lot of our that has to do a lot with our team success.

Steve: Well, I think that makes a lot of sense. And I think a lot of people miss out on that because a lot of people wanna shortcut it. They wanna hire a caller right away.

Auctavius: It's not gonna

Steve: And if you can't coach a caller because you don't know how to talk to the homeowner

Auctavius: Or you've never done it.

Steve: You've never done

Auctavius: it. Even like to take it even bigger, like coaching and also pouring into them. Like Yeah. We pour into people and I think that kinda is the reason why we have such a high retention rate.

Steve: Yeah.

Auctavius: Because we make every person in the company feels feel special and we compensate them really well. Well, how

Steve: do you make them feel special? I think that's

Auctavius: So you make them feel special by spending time with them and actually being present. Mhmm. You know, like if you're with somebody, you're not actually thinking about this that that that, but you're actually focused on a person and how can you build that person and take them from here to here? Because I I believe when somebody's a part of something that they know that they're growing and they're being stretched, they would never wanna go by because they know that their potential could be increased while they're in this opportunity. So I think we both do a really good job of, like, helping stretch and just grow and it's crazy with the company.

You know, it's a development company, but it's not just like developing real estate, but like we're developing our people and our leaders within our company, right, and and we're and we're stretching them. So if anybody's watching and you have a company and you have employees, I really would suggest that you guys focus on growing your people from the inside out and not just focus on the numbers. So that's

Steve: that's huge. Really, really wise. What was it? It was Edwin wanted to know, are you guys locking up deals over the phone in markets outside of LA? Sounds like marketing locking up everything over

Speaker: the phone. Yeah. We I

Steve: mean, we're Even in LA. We're well,

Speaker: I mean, we're locking up deals, in several different marketplaces. And I'd say about 97% of the deals that we lock up are virtually over the phone. We've never gone to the property. We never met the buyer. We never met the seller.

We never physically had to go into an office and sign documents and things of that nature. I want to leave that 3% there because, I said earlier on that by any means necessary. So if it takes you getting in your car, and especially if you're brand new, I can see sometimes people say, oh, I'm sometimes people say, oh, I'm at this high level company. I'm not going on an appointment. And I get that.

But, we don't necessarily have that philosophy, and our our acquisitions managers don't have that philosophy. I leave that 3% out there because the last 6 figure or darn near 6 figure deal that that we did, was because our acquisition manager met the seller at a Denny's

Auctavius: Denny's.

Speaker: On a weekend and got the contract signed.

Steve: Yeah.

Speaker: And not only did she meet him at Denny's and got the contract signed, but we had he had got kinda cold feet toward the end of the, at the closing table. And, you know, we wanted to just make sure that he was comfortable. It was a really big deal. We said, hey. Come on into the office.

I want you know, let's let's sit down with the owner, sit down with Nick, sit down with Octavius. And, you know, that's that's just let's talk. And he just had a couple little concerns about the tenant, things of that nature, put him at ease, and the deal was closed. It was darn damn near a 6 figure deal. So there's that 3% that's left out there because if you have to drive to block up a deal, if you have to go put a envelope in between a door, so when they get home, they open the door and it pops out or you have to go, you know, and go do whatever it takes to go meet that person.

Go get the deal locked up.

Steve: Smart. Brandon wants to know what list are you targeting with your cold callers?

Auctavius: That's a really good question. So we get this question a lot. And our list, the one that we use, the most highest converting list for us has always always always day in day out have been absentee, high equity, absentee, high equity, and that's literally all we do. Absentee, high equity. An unknown list sometimes, but absentee, high equity, and we just bang, bang, bang, bang, bang that list all day long.

That's it. And we got good data. So yeah.

Steve: Where are you gonna get data from?

Auctavius: Bulkskipping.com. Bulkskipping.

Steve: Bulk skipping. Haven't heard

Auctavius: that one. That's really good. Yeah.

Steve: Okay. And then Brandon Maxon wants to know, are your callers using a script? If so, what does a typical cold call sound like?

Speaker: So we they are using a script. It's basically a script that we created. Man, we created this thing just almost three years ago. Mhmm. Sat down and, you know, created it and we've never changed it since.

It's always worked. What does a typical call sound like? Hi. Is John there? Hey, John.

This is Nick. I was actually reaching out to you about the property on 2nd Street here in Compton. Wanna see if you'd ever consider selling. And then, obviously, there's a body to that script based off of what they say. Right?

There's rebuttals to that specific script. And the reason why we lock up so many deals and we bring in so many leads via cold calling is because the training that we employ with our cold call

Auctavius: team. Weekly training.

Speaker: And sometimes we do, you know, we we have a quality control guy that manages them, to the tee. Meaning, we are constantly reviewing calls. We're constantly growing our cold callers. Some people think that it's you know, I've I've I've seen people. I know people that throw money and they just let them go.

Auctavius: Oh my gosh.

Speaker: And you're basically throwing money Yeah. And letting it go down the drain. Yeah. As to where we built a system that, we know exactly what's happening, how many leads we're generating, and the quality of those specific conversations. So I'll tell you this.

I've gotten I've gotten calls from people credit card companies. And number one, I feel skeptical. Number two, I don't know who you are. Number three, how did you get my number? Number four, why do you have an accent?

Right? Yeah. And what do you do when someone calls you like that? Gotta go, bite, click. Right?

But if you can sound sophisticated, sound somewhat intelligent, sound somewhat, you know, business savvy, and can ask and can and can grasp a couple basic basic information and then that that can possibly, you know, give us the idea of, hey, whether they're interested or not, and you know what you're talking about, it's gonna open up that line of communication. So many people are actually interested in selling, but they're so skeptical because you sounded so sketch on the phone that they're closed off, and I don't wanna give you any more information instead.

Steve: Well, I think I'm just skeptical because of that, though. I think that's very, very much true. But even right now, like, there's a high volume of cold calls. So how do you even sound different than everybody else?

Auctavius: Very true. Very true.

Speaker: I I I I You wanna take

Auctavius: the We can so number one, you gotta be calling way more you gotta be talking to more people than than the next guy. Mhmm. Next guy buys houses. If you're talking to more people, it's all a numbers game. By law, by numbers law, you're gonna get more leads if you're just talking to more people.

And number two, we don't put our callers on the phone unless they've had the two week intensive training. And then also, we pull a, like, like, 15 calls a day per caller. I mean, we have training. So so they're not gonna get on the phone unless they sound high level. So the difference, you could put our caller up against anybody, any of our callers up against anybody's callers in the country, and we're gonna win it.

We're gonna get that comfort

Speaker: Every single

Auctavius: every single time without a shot of it out. Every single time.

Steve: I love it.

Auctavius: Just because they're good. I mean, you get trust me. They're good.

Steve: How many total total call calls do you guys have?

Speaker: So we have total I mean, that number actually varies, because we're always hiring.

Auctavius: Mhmm.

Speaker: We're I mean, we're I mean, we have every single Monday, I sit down with our hiring manager and we go over how many people we want to hire that specific week. And it's just it's funny you bring this up, simply because we've actually you know, our onboarding process was once upon a time fourteen days. And then we we we made it ten days. And then we condensed it into now we can train a cold caller, get them on the phone in literally around seventy two hours because of a training system in which we've created and specific videos and things of that nature and how good our hiring managers and really getting them ready to rock and roll.

Auctavius: We also know how to how to after seventy two hours like we've done this in the past, after we pull ten, fifteen calls, we take them right off the dollar and we do a little bit more training for two more days and then get them back on to that. Like, I know a lot of like, we're very meticulous on exactly how, you know, we make sure that they're up to speed and we make sure that their their their quality is at a high level so that we don't waste any leads, man. You know?

Steve: What program are you guys using for for training?

Auctavius: Call tools. Where are

Speaker: you talking about?

Steve: Our that's our dialer. The the video. Where are you guys hosting your video?

Speaker: So, those videos are all myself and the hiring manager.

Steve: Yeah.

Speaker: We made those videos. I literally pull it up on a screen recorder and a video, and we went in for you know, there's some videos that are two minutes and there's some videos that are thirty five minutes. And we break down step by step by step by step by step by step on what you should sound like, what to expect. And it's very, very, systematic. It's strategic, but, it's in a way where it's we make it as simple as possible.

So that training platform, is just videos that we created.

Auctavius: Yeah.

Speaker: And a lot a lot of recorded calls, breaking down recorded calls to the tee.

Auctavius: Like we'll give you some value. So, one of the things that we do in the training when somebody just onboards is this thing called the repetition training. Nick always says, you always say, what's that quote you always say? The the

Speaker: Repetition repetition is repetition is the mother of all skills.

Auctavius: So we do this thing. We go line by line by line by line item, and then so we go item number one. Hi. It's John there. Hi.

It's John there. Hi. It's John there. Hi. Is John there.

Item number two. And then we do it really quickly. So every single line item on the script, we have them repeated a 100 times and we have a check mark. Then we give them a grade and then if they pass and we move them on to the next part of the training. So we kinda have everything, you know, thoroughly put out to make sure that every that everybody's set to target.

Speaker: It could be intense. It could be. And And

Auctavius: the Filipinos, I mean, you know, the the the the out of the we train the Americans just like we train the in house, just like we train the out of the country ones.

Steve: Yeah. So Brian Davila wants to know what markets are you guys in and what's your best market?

Speaker: Best market will be LA. That's that's, you know, and I the only reason why I say that is because every single time I say every and I say this kind of loosely. It just so happens because when

Auctavius: you're constantly marketing consistently at

Speaker: a high level, you're gonna get consistently at a high level, you're gonna get home runs, you know. And we don't bank on home runs. We don't pray for home runs. Home runs, we kind of, I wanna say, attract them. But when you're consistently marketing, you're consistently generating leads, then you expect a certain amount of deals every single month.

Yeah. And we and now it's it's we've built it to a point where and our acquisition managers so then just on point with numbers and and running comps and negotiations and things of that nature. Nature. You know, we've done yeah. The whales have almost become predictable.

We're bringing in you know, we're doing a 6 figure deal. I wanna say, like, you know, ninety days every ninety days, something like 6 figure deal will pop

Steve: up. It just

Speaker: so happens we probably have two on the board.

Auctavius: And it might not just be like, okay. It might be like a 80 or 70 or 70 or one zero three, but it's just it's it's more than 70 k every single four months. We or three months we normally

Steve: for sure know that. Something like that. What's the typical

Auctavius: price point?

Speaker: We've done

Auctavius: we had them in $300,000, so maybe we'll get it for 300. The ARVs 500 something. Mhmm. We let it go for $3.90 or $4.10 or something like that. Mhmm.

We've gotten them for the ARVs or 600. But if they're not million dollar homes. Right.

Steve: You know?

Auctavius: But, obviously, they're not a $100,000 homes either.

Steve: Yeah. So Okay. And then Victor wants to know how you guys making sure numbers are right if you're not seeing the properties?

Speaker: We've developed pretty simple formula, but, we oftentimes get people inside of the property. Pictures.

Auctavius: Mhmm.

Speaker: Right? We get pictures, and lots of market research comes into, coming up with offers. Okay?

Auctavius: Yeah.

Steve: You

Speaker: know, our acquisition manager is extremely, extremely thorough with where she needs to be. And she's always, late I mean, she's always on point, first of all. But second of all, we always have boots on the ground. We get somebody inside to physically take pictures of the property.

Steve: But you don't do that until after you lock it up.

Speaker: After we lock it up.

Auctavius: Well, it's just sometimes,

Speaker: And it varies. Yeah.

Auctavius: It just varies. Yeah. If it's a super big deal, like, we'll send somebody out to go get pictures.

Speaker: Before the contract. Yeah.

Steve: Carlos Reyes says what's up? Hey, Carlos.

Speaker: Hey, Carlos, man. We was just we were just talking about your pinky ring, man.

Auctavius: We were

Speaker: just talking about your pinky ring, man. She was saying you were hitting the desk too hard, man. I said it's because of that pinky ring Carlos wears, man. Big waste of time.

Steve: Samir wants to know, are you guys doing RBMs?

Auctavius: Yes. We we not as much as SMM or SMS, but we do it here and there.

Steve: Yeah. Brandon Vagan wants to know, do you guys have any you guys do a lot of intentionally outbound. Are you guys do you guys have any inbound systems? Yeah. What would that be?

Auctavius: It's the same it's all on the same platform.

Steve: But, I mean, like, do you guys have, like, billboards,

Auctavius: direct mail? No. No. We don't do any of that.

Steve: Okay. And then ballpark number, like, of of cold callers. I know you guys are already 20. 20.

Speaker: Two zero. Yeah. Ballpark 20. And I would say it just depends on your your company goals. Right?

Because you I could use you know, people could easily have 40. Okay. Great. I have 40 cold callers. But let me ask you this.

What what level of competence do they have and what what efficiency are there and what processes systems do you have to monitor these people and are do they what do they actually sound like? Because would you rather have 40 co callers that are less than mediocre or have 15 that are calling eight hours a day, intelligent conversations, knowing the Super Bowl is and are producing leads that, you know, know how to talk. Right?

Auctavius: Yeah.

Speaker: So I'd rather take the 15 and the 40. Right?

Steve: And those 15, how many dials are they expecting to make in the eight hours?

Speaker: You know, we we don't base it off of the necessarily the amount of dials. We just base it off this we base it off of the amount of time that they're actually specifically working. So if someone's leads.

Auctavius: Yeah.

Speaker: If someone's working an hour and they're on the phone and, obviously, they're they're they're on point, then we we expect a certain amount of leads

Auctavius: Mhmm.

Speaker: You know, per hour, not necessarily per call because, you know, you know, sometimes you don't they don't pick up. Right? Sometimes, you know, so it just varies. But we expect a certain amount of leads per hour per caller.

Auctavius: And that's time minus wait time and minus, disposition time. So that's actually talk time. So a certain amount of leads per talk time that we have.

Steve: Gotcha. Anthony Gizmo wants to know how you're paying the cold callers.

Speaker: Hourly. The majority of them are are hourly, and it varies based off off of experience, based off of you know, we always set it to to where we can always increase that specific, that specific wage. So we so we may start them at x, but then because they're producing at a constant level, you know, we can

Auctavius: always increase that particular pay based off of production. Just like any other position. A lot of people

Speaker: take this, like, particular pay based off of production. It's just like any other position. A lot of people take this like, hey. They're just, you know, a couple dollars an hour or this and that. Well, you shoot them a couple dollars an hour, then you're gonna need a couple dollar an hour results.

Steve: That's it.

Speaker: Right? All day long. So we always set it to where, we can always increase that specific amount based off of production.

Steve: So then, like, what are what's the, like, entry level and what's the top range?

Speaker: I mean, it just depends on where they're from. I mean, it depends on where they're located throughout The United States. Right? Because minimum wage is different in different parts of the country, so you have to research that. And, obviously, obviously, if you're doing stuff in The Philippines, you're doing stuff in Mexico, you're doing stuff in, I forget the other one.

Egypt. Right? Then you can really make that stuff up. Right? I know people that have I know we don't pay our callers, but I know people that pay callers $3 an hour.

And, you know, they're getting X, but then I they're in The Philippines. And I know people you know, we have, you know, some Filipinos as well, and we pay them more than $3 an hour. Right? But it's all about the results.

Steve: Gotcha. Okay. So Keith is asking how many deals a month you guys are doing? How many you guys you said you're doing between 15 to 20?

Speaker: Yeah. Consent Consistently. The biggest thing is consistently.

Auctavius: Our goal is to ramp up to 30. So I believe when we add this new marketing channel, I think that's gonna help us out a lot.

Steve: What are your favorite business books?

Auctavius: Nick, you wanna go first?

Speaker: Man, I'll keep it very simple. Think and Grow Rich as far as just mindset, as far as just something that I can I consistently try and read?

Auctavius: I don't

Speaker: wanna say every single day, but every single week.

Auctavius: Mhmm.

Steve: And

Speaker: I think the biggest business book that that helped us helped us to scale to the magnitude that we're at when it comes to systems, processes, procedures is traction.

Auctavius: Yeah. Traction.

Speaker: Without a question, but I remember the day that we were doing I think we were doing one to three deals a month. This was, man, a I mean, I say within, I think, our first six months, we're doing one to three deals a month trying to figure it out. And we're sitting in a WeWork, and Octavia says he he comes into the office and he slaps down this book Traction.

Steve: Mhmm.

Speaker: And he goes, we're diving into this thing, and we're not leaving until we get it all figured out. Systems, processes, procedures, x y z, what are you in charge of? What are you doing? What am I doing? And Octavius is more the visionary.

I'm more the integrator. And then he handles specific things, and he just kicks ass at those specific things. I handle specific things. I kick ass at those things, then we just put them together. So traction without a question of a doubt, really just propelled us and got us systematically, functioning at a high level.

Steve: Yeah. It's amazing time. I wanna say every successful wholesaler swears by that book.

Auctavius: Got traction,

Steve: It's an amazing book.

Auctavius: It's a meaty book too. You gotta you gotta keep looking at it. I I would say for me, it'd be more like mindset stuff. It's like business stuff because I feel like the biggest challenge is getting over yourself. Yep.

And also giving over the limited beliefs that you believe that you can believe that you can actually go from one deals to 10 deals a month or from 10 deals to 20 or from 20 to 30 and actually may go from a 100,000 to $300,000 a month or go from 10 100,000 a month. So I spent a lot of money and a lot of material on getting over just limiting beliefs in my mind to shift so that I could be able to be put myself in a position to kind of receive the you know all the things that I want. So and and I believe, again, if you're watching this, the biggest investment is the investment that you can make in yourself without a shadow.

Steve: A 100%. Carlos wants to know where you're getting that where you get your suits from?

Auctavius: We got a we got a personal Carlos, suit us a deal, but we got a we got a personal guy, that we get our suits from, man, and we can hook you up. You know, we got you.

Speaker: Yeah. But but as you grow your empire, the custom suit game will become an addiction. Yeah. It will. And I'm not saying that we have 50 custom suits because we don't, but colors will become an addiction and pinky rings will become an addict.

Everything becomes an addiction. Right? Cars, all that stuff.

Steve: So who's in charge of KPIs?

Speaker: I'd say Octavius handles them.

Auctavius: I'd say both, though, honestly, because, like, I don't do KPIs for sales.

Steve: Mhmm.

Auctavius: You know? He handles the KPIs for sales. I handle the KPIs for, like, marketing and things like that. Oh, how much we're gonna spend in marketing this month? $20, $30?

What is it gonna be? True. You know? How many people we need to bring on hire? We kinda just sit together, you know, shoot the crap for a little bit.

And then next thing you know, we have this big game plan on what we need to do for the next week. And we just take it week by week by week. We're not all technical, like, oh, the numbers, this, that, and the third. We're just kinda like, oh, you think we should do like this? We'll look this, this, and then boom.

We just go like that.

Steve: So you say $20.30 grand a month Yeah. In in marketing. Where does that go?

Auctavius: Yeah. So most of it most of it goes to data, man. Yeah. Most of it goes to data.

Steve: Okay.

Auctavius: So, like, we we we get, you know, obviously, you know, you you get the list list source. We go to bulk skipping. We get that. And we then we also have payroll that we have to pay. So most of it goes to, like, data and then also payroll.

And that doesn't include, like, the the the commissions or anything like that. But Yeah. That's like yeah.

Steve: So how do you guys disposition a property? You wanna That's a question I've been getting a lot that

Speaker: I have.

Auctavius: So we use what's the you wanna tell them?

Speaker: What what is it? USA? USA USA buyers list. USA buyers list.

Steve: Yeah.

Speaker: I think you should just shot a video on this.

Auctavius: I literally If you guys go to at millennial flippers on Instagram, I literally just put up a video on how to dis like, literally step by step how to disposition your, how to build your cash buyers list. So go to usabuyerslist.com. You get the list. Once you get the list, you wanna go search all the LLCs. So I think it's like three or more LLCs or the LLCs have purchased three or more properties in the last six to twelve months.

Mhmm. So you take that LLC and then you put it into, like, open corporates or they're, like, 10 other companies. Right? You can even Google the LLC and then you go to the state, like, the state government office that show you what what principal Mhmm.

Steve: Is the

Auctavius: owner of the LLC. And then what you wanna do is skip trace that person using then verified or even put them on Facebook. And then when you find that person, reach out to them or you could just mail the list and then the people call you back and and the process is

Speaker: like And I'll add to that because, I we treat, obviously, that aspect of the business, like any other aspect. It's obviously just one of the most important, you know, one of one of the important, you know, classes within your organization, whatever you want to call it, within your company. And so we train our transaction and dispo managers just like anybody else because she's having these high level conversations with investors. Right? We always joke not to become a CBE, a cash buyer employee.

So our, you know, our transaction dispo manager, she's able to really share so much value and she knows exactly what's taking place in that marketplace, exactly what investors are doing, exactly what investors are paying. So she's able to have these high level intelligent conversations. Oftentimes, you'll do so many you'll do so many deals with this particular investor that they become kind of, hey. I'm gonna always get to get it at a specific price and that's not the case.

Auctavius: Give us a discount on this one.

Speaker: And so Hook us up. Yeah. And so, you know, our transaction, Dyspo Girl, she is just such a beast at, at number one, she knows the game. Number two, she can have these high level conversations. Number three, she's a force to be reckoned with.

Right? She is a force to be reckoned with. And and, you know, we're always pushing her to increase, that profit margin because we know what that question went out, that that investor is gonna hit a home run. You wouldn't be buying it if it wasn't a home run. And we're very transparent on what's happening with the property.

We don't hide anything from our buyers. And oftentimes, we wanna build a great relationship. So, our transaction in Dispo, she's a rock star and she can and we trained her over the past two years to have those rock star conversations. So she's a boss.

Auctavius: Oh, yeah. And also, we don't double close when it's a big deal. A lot of people ask little questions like, hey, if it's a big assignment, like, over $50, are you gonna do a double escrow? Like, we just do an assignment, man, whether it's 50, a 100,000 or 5,000, like, the buyer should understand that, don't count our chips. You know, you're gonna gonna be making money on this deal too.

Right? Right.

Speaker: So let's get the Transparency. Transparency.

Steve: Have you had someone blow you up because of it? Never.

Auctavius: Never. We've we've had some people raise their eyebrows like, oh, it's the first time doing business. You guys can make $70,000 on this deal. And, you know, we're like, hey, man. Listen.

We're gonna we we done done x amount of deal. You gotta sell them on why it's okay for us to receive the money. Because I like people, they just they you wanna count your chips, but after we have the initial conversation, they don't have any problem.

Steve: You guys are very nice. I just blacklist

Speaker: them. Really?

Steve: I get the hell off my list. I'm never talking to you again. Yeah.

Auctavius: I mean,

Steve: it's it's like you say, right,

Auctavius: why are

Steve: you counting my chips?

Auctavius: Yeah. Why are you

Speaker: counting my chips?

Steve: Right? Were you not making money in this thing?

Auctavius: Or or or they're trying to take your chips away at the end of of the at the closing table. Right?

Speaker: We've we've

Auctavius: done through that.

Speaker: And just Which is fine as well. And just be careful. You know, just be careful with that, especially if you're brand new. You know? And, I tell our people that we're always emotionally invested, but we're never emotionally attached to any given deal.

Because if you're brand new and you're, you know, and you have one or two deals on the board, emotionally invested, never emotionally attached because things happen that are out of your control. Title issues, you know, all these, you know, different scenarios, cold fee, just this you know, we've had child support liens and from nineteen seventies just a crazy stuff will happen as to that is completely out of your control. The best way to overcome that emotionally invested and and and not become emotionally attached is to have more deals. Right? You have twenty, thirty deals on the board, 10 deals on the board and one goes away.

Okay. What? That's, you know, 10% of your inventory that's on the board. Right? But if you have two deals on the board, that's 50% of your inventory if just one goes away.

Steve: Yeah. I know. It's a much bigger problem if you only got one or two deals on the board.

Speaker: Scary.

Steve: Victor wants to know, does your seller know how much you're assigning it for?

Auctavius: No. In the state of California, you do not have to let you do not have to reveal how much you're signing it for, but we are honest and upfront and let the seller know, hey, we're gonna be assigning this one.

Steve: So Okay. So John Gage wants to know, as far as negotiating down sellers, like, how do you guys get them get it at a price that makes sense for you guys?

Auctavius: That's a good question. Sometimes we have to lock it up high and then sometimes we have to go in and even pay for a termite inspection just to get the property down a little bit lower. Mhmm. You know? But then sometimes it works because then we just find somebody who wants to pay more than what we got it under contract for.

But it it normally always ends up working out. Like, we wouldn't lock it up if we didn't know if it was gonna meet our criteria or we didn't know if we could get a price reduction or we didn't know if we were gonna have a hard time selling it. So we normally don't run into those problems anymore. Mhmm. I mean, every once in a while, like, if we go to a new ZIP code or a new area, we might run into it, but we don't we don't run into that too much anymore.

Steve: So are you guys actively looking to get get into other markets?

Auctavius: We have plans. We have plans in preparation to move to other markets, but, you know, we we we still have to finish the first plan and start it.

Steve: What's the first plan?

Auctavius: So the first plan is doing more in California and doing more in our backyard and expanding more and implementing another marketing channel, which is the PPC. We're gonna start doing that. So like before we start jumping around and jumping all crazy, we like to take our

Steve: time move to

Auctavius: another one because we we mean we wanna be in the business twenty thirty forty years. This is not six months twelve months a year year and a half. Yeah. You know this is long term. So let's take our time.

Let's let's let's do a build a strong foundation and then

Speaker: we'll blossom

Auctavius: all the way up. That's our goal

Speaker: strategy strategy, strategy. We know these markets like literally our backyards. And to kind of just piggyback on that question, because I know that that we get, I get that question so many times. How do you negotiate with a specific salary and get them to a price that makes sense? Or how do you get a price reduction?

And number one, everyone's different. Right? And I tell people, you know, when you're having these conversations or building rapport, well, if the seller likes the Lakers, what do you like? Do you like the Lakers? Right?

Steve: I love Kobe. Alright. Whoever's over there.

Speaker: If they like if they like if they happen to like blue, then you happen to like blue. Yeah. So, you know, there's obviously so many different strategies, and I can't I'm actually gonna sit here and give you this one liner to get the best price reduction. A lot

Auctavius: of it's gonna come from experience.

Speaker: A lot of it's gonna come from experience. A lot of it's gonna come from just getting in the game. How you say And and then the other part is gonna know from knowing your numbers. Right? Our our our our marketing and the markets that we're in, essentially, we know our numbers.

We know, like, the back of our hand because we've done so many deals. So we know exactly the price that we need to be at to make that thing work.

Steve: Gotcha. JT wants to know, where are you guys finding success in building your team? Headhunter or inner circle? How are you finding people?

Auctavius: So, our philosophy and everybody in the company knows this is that it's a company like Amazon, like Google. It's a company and people have positions in the company and our whole goal is just to build up the people in their individual seats and build them internally out. So as long as you're building somebody from the inside out and you're giving them value more than just a paycheck, then they're gonna stay. So if you just focus on one position at a time and you focus on increasing the making them more having them leave every single day a little bit more than where they came, right, then you won't have any problem building a company. Mhmm.

Building a company.

Steve: That's great for retention, but for recruiting.

Auctavius: So recruiting, we go hard. I mean, we do Facebook ads. We do Craigslist. We do Instagram ads. We just tap we we, taproot our warm market.

Hey, do you know anybody? You know anybody who needs a job? Hey, Do you know anybody who needs a job? We ask everybody. We've even hired our bartenders.

We've hired waiters. We've hired everybody.

Speaker: We've if you're looking for an opportunity and you're we had a guy I'll I'll share with you a little story here. I think I share I might have shared it on another on on my Instagram. We had a guy who called the office and said, I'm outside of your office. And, this was on like a weekend. So I think it was like late Saturday afternoon.

No one was there. And then I said, how fast I I I remember I called he I said, call me Monday. He calls me back on Monday. He says, hey. I really you know, just selling me on why he should come in and and work for us.

And I said, okay. I have an hour. How How fast can you get here? And he says, fifteen minutes. I'm on my way.

He comes into the office dressed to impress. He just knew a little bit about us. He knew a little bit about the business. He didn't know about real estate, but he was hungry, ambitious, motivated. And And we basically brought him in on the spot, felt a good vibe about him, and now he is now he's handling, our, you know, our SMS.

He's taking live calls. I mean, this guy is adding value instantaneously. Why? Because he went above and beyond what the normal person would do, when applying for a high level position. Because at the end of the day, I'll tell everybody who's watching this, we're always looking for talented people.

Okay? And it's your job to put yourself around the right people, the right environment, and really do whatever it takes to get a chance at a high level position. So if it takes, you know, if you're if you're a guy or girl out there and you're young to the business and you want to make money, you want to get started, you want to be a part of this or any company out there, well, guess what? You're gonna have to pay the price a a little bit. You're gonna have to work weekends.

But I promise you this, every high level investor out there will tell you this. It is 1,000 million percent worth it. So hustle.

Auctavius: And speaking of that, man, I mean, if you guys, if you're watching this and, you know, you're working with a group and you're making less than $5,000 a month, but you know you have what it takes. You're closer. You can get the job done. We are hiring at this moment. Email German@devallle,devalle,development.com.

German at devallle. Send them a video resume, and then we can see if we can get the process started for you and give you an opportunity.

Steve: JT wants to know what's your cost per lead between SoCal and Sacramento.

Auctavius: We don't know, man. We really don't know.

Steve: What are some, like, CRM tools or systems that you guys cannot run your operation?

Auctavius: We use Podio. We also use was it time what

Steve: was it called?

Speaker: Time Doctor.

Auctavius: Time Doctor.

Speaker: It's is a great tool that we utilize to monitor everybody that's working outside of the office. Mhmm. It allows you the ability there's just so many different features you can kind of play with. So you kinda have to go and you know, there's like a YouTube tutorial, Time Doctor. I think it's like $10 a month, so it's extremely per seat.

But it basically, you know, allows you to track mouse movements, keyboard strokes, screenshots, however you wanna kinda play with those particular features.

Steve: Yeah.

Speaker: But, it's a tool that we utilize, and it keeps everybody just accountable. We're firm believers in, you know, working your butt off. We're firm believers in fair pay. We're firm believers in being good to anybody that's a part of our company, employed with us, etcetera, etcetera, etcetera. So it's just something that we can utilize as just an extra, way to make sure that everybody is on the same page.

Because if you don't wanna be a part of, you know, any company or our company, then we don't, you know, we're just gonna part ways respectfully.

Auctavius: Yeah.

Speaker: And we haven't we really haven't had any issues, you know, luckily, because we've just have attracted great people into our lives.

Steve: Anything else? Any other tools or systems?

Auctavius: I'm sure it is. What can we think of? Call platform. Call we use we use call we have a if if you got if anybody wants call tools, we have a, a link where you can waive your fee. Uh-huh.

I gotta talk to a guy named James, but just shoot us a shoot us a DM at millennial flippers. Uh-huh.

Speaker: And I'm

Auctavius: sure you're probably gonna put in the thing. Just shoot us a DM and put hook us up on the call platform, and we'll make sure it's waived for you.

Steve: Yeah.

Speaker: And and then also bulkskipping.com. Yeah. Is just I mean, they've been so great to us and got us the best rates imaginable consistently. I mean, literally, seven, ten phone numbers and we've accuracy is always on point. So they've been great to us.

I would check them out as well 100%.

Steve: Awesome. What is your why?

Auctavius: My why is to impact people emotionally, spiritually, mentally, and, help people be a greater version of themselves and also help people, move away from their hurt and then elevate to a higher level of living internally. That's my that's my whole mission and goal.

Speaker: Yeah. I'd say to to obviously, number one is build wealth through real estate. Mhmm.

Auctavius: And

Speaker: then number two, to teach people how to utilize this industry to really get after what they truly want to become and or migrate to. Because I often tell people, well, if you want to, unfortunately, you know, build if you want to, you know, build houses in Africa

Auctavius: or

Speaker: whatever it is, you're gonna need income

Auctavius: Mhmm.

Speaker: To be able to do that. Right? So let's build income and wealth through real estate so you can really make a huge impact.

Steve: Right. I know

Speaker: if you wanna give back to your parents, well, let's build income through this amazing industry, that's created so many millionaires and multimillionaires and billionaires to be able to get back to your parents and pay off their mortgage or, you know, buy your dad a car or whatever it may be. And so now because we've got our business to such a high level as far as production, you know, we have a passion now, you know, to be able to teach people people how to utilize these systems, processes, procedures, and and create wealth through real estate to really get after what they really want. Because if you wanna become an actor, model, singer, dancer, you need what? You need time.

Auctavius: Mhmm. Right?

Speaker: To be able to do that. And usually, time means you gotta have some money saved away in the bank to eat

Auctavius: or whatever

Speaker: it is you wanna do. So I think now we I mean, our passion has become being able to bless others and teach them how to use this industry, as a tool to really get to where they want to be. Because maybe you don't wanna be a real estate you know, a high level investor. But maybe if you made an extra 2 or $300,000 by wholesaling 10 or 15 houses a year Yeah. What could you do with, you know, a 100 thou an extra $100,000 a year?

Right?

Steve: There's almost nothing you can't do.

Auctavius: Yeah. And to be honest, Steve, just to piggyback on what he's saying, because we have, like obviously, that's why we created the millennial flippers because we're like, yo. There's so many people out here that are teaching this information, and it's just too dang on complicated. Like, I know you asked me about what's your KPI. And I know it's like, I don't know.

But I'm not being, like, facetious or anything like that, but I really don't know. We only track, like, two or three metrics. Mhmm. You know? And one of them is, average deal size.

Another one is, leads per deal, and we got, like, one other one. But we keep everything so simple, so simple. I dropped out of college. He has his degree. I'm not super, super, super smart.

He's not super, super, super smart, you know? And we just like to keep things super, super simple so that we can take action fast. I feel like, when it's so much information, people get stuck before they start. They stop before they start. They can't even start because they're just so overwhelmed.

And so our goal is just to simplify the process. Right? Like we made our first million bucks with only one marketing channel. We made our million bucks with only one list type. Made our first million bucks with only one market and it's super simple.

Speaker: Over analysis oftentimes leads to paralysis.

Steve: Yeah.

Speaker: And so many people get get so wrapped up in, I gotta get my podium right. Right? I gotta get I gotta get three Oh

Auctavius: my god.

Speaker: Or four marketing channels, you know, going at the same time. I gotta go from two cold callers to 15 cold callers overnight. Right?

Steve: Mhmm.

Speaker: But imagine getting started in the business and then just being able to do you know, if you're brand new out there, paint you know, hopefully, this this will paint a picture in your brain. If you're able to just learn maybe one strategy and and really master that specific strategy, maybe do one or two deals and maybe a one or two man show and make an extra 10 to $20,000 a month. Let's just dump it down to an extra $10,000 a month using one simple strategy, you know, using utilizing one list and but effectively really hitting it home and doing one deal a month at, let's just say, an average of $710,000. What would an extra 7 to $10,000 a month do for you?

Auctavius: It's about Right?

Speaker: And then secondly, now I'm assuming everyone out there is a go getter and wants to really start to build their business. Well, that's now we can talk about scaling. Now we can talk about, you know, more cold callers. Now we can talk about more marketing. Now we can talk about more systems, processes, procedures.

But we're firm believers in keep it simple, and really, utilize what's working. Right?

Auctavius: Mhmm. And

Speaker: and hit a home run.

Steve: That's brilliant. What is you guys' biggest struggle right now?

Speaker: Biggest struggle.

Auctavius: I I'll say finding a moving company, man. We're moving to offices right now. I hate we hate doing, like, the little stuff, the little tedious stuff. Mhmm. 100%.

Man, finding a moving company, making sure we have everything right in this little finding a handyman. It's like we gotta fly out to Phoenix to go do this. We gotta do that and do that, and then it's just taking care of all the little stuff.

Speaker: It's just it's just a little and someone's out there is gonna say, why don't you just hire an assistant? Great. Okay. We know we need to hire an assistant and everything like that, but it's just like it's just it's just it's just we're we're moving moving offices and really we're so blessed and so fortunate and so grateful. But, yeah, that's the biggest struggle is finding a solid moving company.

We need a handyman to mount the TV sets and put up the whiteboards and and, you know, and then the Internet was a big issue.

Auctavius: I don't want to

Speaker: get into that. And you

Auctavius: know that, you know, that, you know, the automated dialers, right? The little automated dialers, we hate those things. Yeah. Goodness. Yeah.

Little Internet and all that. That's that's

Speaker: the biggest. And unfortunately, yeah, I don't want to get into that. So yeah. Moving.

Steve: So a couple of these guys are asking, you know, what is your, what is your profitability? Like, do you know, like, of, you know, for every 100,000 that comes in, do you know what Yeah.

Auctavius: Yeah. So we're, it fluctuates between 70 to 75% Yeah. Profit.

Steve: Yeah.

Auctavius: Yeah. It's

Steve: really good. I mean, that's the great thing about wholesale. Right? It's super high margins. What is your superpower?

Let's start with you.

Auctavius: I'll say my ability to connect to people on a level and to be able to be able to know where they're at energetically wise and to be able to help them be a higher version of themselves. I can do that instantly. I've done that instantly and I feel like it's kind of a blessing because I'll be in the middle of nowhere and I'll see somebody down and then I can just help them get up a little bit. I think that's like one of my superpowers. So how does that relate to business?

It relates to that in business because I'm able to impact like, for example, shout out to the team but my acquisition specialist our acquisition specialist. We go on walks every single day and we do these little things that I learned from my hymn. Doctor Pratt. And we do these things and I'm able to help her and impact her and honestly it has changed her life tremendously. I started these calls where I said, you know what I need to impact more people.

I wanna help more people. So I have these calls of and I'm really big about my community. So African Americans, I have a call of about 10 African American business owners and we're on the call every single morning at 04:45AM and my goal is just to help them impact them connect with them lift them up and it's just another layer of accountability for everybody. And I think that's just one of my biggest superpowers is that I can give people the spark they need to take massive action and be a higher version of themselves.

Steve: I love it. Yeah. What about you?

Speaker: I'd say just my ability to impact and empower people to do things that they thought were once impossible and really bring those to reality. A lot of it has to do with our business. A lot of it has to do with now our students in which we coach one on one. A lot of it has to do with things that are happening outside of business and just I want to call it the real world. To be able to just share either whether whether it's a business that you can utilize to be able to put yourself in a better position or whether, it's it's the ability to just push yourself, whether it's in the gym or whether it's financially, emotionally, spiritually, whatever it is, to just impact people, to do more, become more, and ultimately, you know, accomplish more than what they ever thought was imaginable.

I think a lot of this has to came from what I did in the network marketing business. I mean, I was just a wrecking ball in that business meeting. I was traveling all over the country and I was, you know, speaking on stages. I was, you know, you know, sharing this product and system with people. And now I kinda see the fruits of that, you know, coming to I see the fruits of that work three years ago because I know people that are not in the network marketing business, but they're killing it.

And I get so many calls and texts and from people and relationships with Bill saying, you know what, man? Nick, I remember when you were speaking on stage that day, when you were at this small meeting this day, or you you said this to me off to the side, and now I'm doing x, y, and z. I'm so grateful, so thankful that network marketing didn't work out for me. But what I learned there and what you taught there and what you stood by there has stayed with me forever. And that's why we're so passionate about not only just, you know, our real estate wholesaling company and getting that to a magnitude in which, you know, you know, we've dreamt about and our vision, you know, is coming, you know, to reality.

We're living in a But now it's migrating to just showing people how to use the wholesaling business, the flipping business, the whole you know, and and and really just going above and beyond for our coaching clients, because I know without a question, when they come to our office and we're sitting down and we're breaking down systems, processes, procedures, and we're and just their eyes are just like, it's it's simple. I can do this and I can do that and I understand and they could see our boards, see our processes, see our systems. I mean, it just there's no better feeling than somebody else winning, and you, you know, kind of being that the guide, that tour guide Yeah. Showing them, you know, the way.

Steve: That's incredibly powerful. So, guys, don't forget, we are still giving shirts away. So follow me on Instagram, steve dot trang. There's a post about two weeks ago. There's a post there about how to get the free real estate disruptors t shirt.

And then Tuesday, we've got Haim flying in. I really don't know where he flies in from because the guy lives around the world. If you follow him on Facebook, he's always in some other country. Right. So, he's coming on Tuesday, the virtual wholesaler.

And then on Wednesday, we got Brett Moreno and Adam Johnson coming in from Mississippi.

Speaker: I'll share, one one little quick announcement. We actually put together a dinner for some investors in LA this past Friday. I think it was, like, maybe six to it was like maybe seven or 10 people there. You know, it's just some top guys that were doing, you know, we said about half $1,000,000 plus per year. One of the biggest topics that came up at this at this dinner was just the lack of meetup groups and the lack of just, you know, a place where people can gather and then just mastermind for free.

No, you know, charging and things like just a place where once a month, guys guys and girls of all levels of of, real estate can get together where you're novice or a high level guy and just share the tricks of the trade. And so, if you're watching this, you know, make sure you follow myself, Nick dot Livano on Instagram. I'm sure you'll tag us octagus, Bennett on Instagram. We're gonna be, you know, putting together a free meetup group middle to probably June, in Los Angeles somewhere. Everyone's invited.

It's a completely free event, and it's gonna be we're gonna have a bunch of different high level guys there, and probably do some type of just like Q and A where people can just come, sit for free, take notes, network, whatever it may be. You know, I highly encourage you to come out. So make sure we connect on Instagram and Facebook or whatever it may be because we're gonna be announcing that date and that location here soon, because we wanna get it to where we have one, you know, strategically every single month in LA. And so Facebook can come and, man, just just learn the the tricks of the trade and and ultimately level up. So, make sure you, you know, are on the lookout for that meetup group sometime in middle probably June.

We'll get that blasted out.

Steve: Out. Awesome. Yeah.

Speaker: And then also follow Steve you're already following Steve Trang, but this guy is the man, the myth, the legend, and we appreciate you for having us on. And we appreciate all those powerful videos Yeah. That that you have put together and your team has put together because, you know, I I said it in the beginning of the podcast. I got started because of a video on social media. Yeah.

And it it sparked an idea and then, you know, ultimately sparked a a create a a powerful business relationship. And, yeah, it was just all the videos. We appreciate you having

Auctavius: Can I have a last little word too to say before we wrap it all up? I I would say that, Nick and I, we really are strong believers in Tony Robbins' quote. It's, success without fulfillment is the ultimate failure. And, recently recently

Steve: Success without fulfillment.

Auctavius: Success without fulfillment is the ultimate failure. Mhmm. And recently we feel like obviously we're nowhere near where we want to be, but we're so grateful for where we are. And we believe that, we were just searching for this fulfillment. And I came across this Bible verse and and like I want to have this kingdom style life and Nick wants to have this kingdom style life.

And it was like, neither should they say low here or low there for behold the kingdom of God is within. And, started going within to access this kingdom. And next thing you know, we get these visions. We're in the shower. He's doing it.

I'm doing it. Meditate all this stuff. And this vision start coming. And then we had the visions of just really impacting people, helping people, make it click in their mind to where it doesn't have to be that hard. It doesn't have to be all these facts, figures, numbers, KPIs, all this crazy stuff.

You can literally simplify it with somebody who and we we feel like we're the best people who could show people how to simplify it. And we give a we give it all away for free. Most of it at millennial flippers on Instagram, but it's just because it just makes us feel fulfilled when we're sharing so if you're watching this and in two years and three years from now, you know you guys take it over a million bucks and you're making 6 figures a year and now 6 figures a month. Please please please please please make sure you give back make sure you help people. Make sure you help the next person.

Because I remember a point in time when I was just listening to podcasts, living in my car, podcasts all night long, and that was the only thing. That little juice kept me going to the next day to the next day to the next day. And it's like without the vision that people will perish and that kept my vision alive and so if you guys want to stay alive if you want to help other people stay alive as far as that entrepreneur drive, make sure make sure to give back and give back without any malicious intent. Just give back purely

Speaker: And that's why these podcasts are so important. So I would tag three or four people in, Steve's post and all the different videos in this video because you never know. By simply tagging someone, they see this podcast, they get inspired. And and, you know, I remember early on, we were door knocking those foreclosures. We had a podcast playing.

No music. It was all purely a podcast.

Auctavius: Yeah.

Speaker: And three years later, now built a multimillion dollar real estate investment wholesaling acquisition company. And it all started with, for me, a video and door knocking foreclosures and a powerful podcast like Steve. So if you're not already, tag tag people in, his post and and and in his, videos because this whole thing here, what he has going on can change so many people's lives. I'm sure

Auctavius: they will.

Steve: I think it's a great great place to end it. Alright. Thank you guys for watching. Thank you. This was awesome.

Auctavius: Alright, brother. Thank you.