Carlos Reyes and Sal Shakir on Building a High-Performing Multi-Million Dollar Wholesaling Team

Steve Trang: Hey everyone. Thank you for joining us for today's episodes of Real Estate Disruptors. Today we've got Carlos Reyes and Sal Shakira with National Cash Offer, and they're here how they're how you can build a multimillion dollar business practically overnight. If this is your first time tuning in, I'm Steve Trang, broker owner of Stunning Homes Realty, founder of the OfferFast Homes app, the only app you need for wholesaling, and I'm on a mission to create 100 millionaires. So please, if you ever need any help with your business, do reach out to me.

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 a dime for this show. I don't make any money doing this. So here's all I ask. If you get value out of the show, tell a friend, either share this episode right now, tag a friend below, or tell your best takeaway from the show later on.

That way, we can all grow together. And don't forget, this is a live show, and Carlos and Sal love to share as you guys saw from the last episode. So please do not be afraid to ask your questions. Before we even start, I just wanna say thank you guys for coming back.

Carlos Reyes: Thank you.

Sal Shakir: Thanks for having us, man. This is exciting. Yeah.

Steve: Well, you guys were the the second guest, and you guys blew it up. So, you know, a lot of the success is is is attributed to you guys, you know, coming on, and helping the first time.

Sal: I I I love I love, I love where where what you've done with with this, podcast, you know, in the past twelve months, man.

Carlos: This thing at. Yeah. Yeah. The walk is crazy.

Sal: How can I share this with, how can I share this with Facebook? Right there. And just share now?

Steve: Yep. That's it. Okay. So, when we, I had a chance to check out, you know, a couple of stories you guys had over the holidays and, you know, there's two things that really blew my mind. So the first thing I saw Vanessa, your fiance post

Sal: Mhmm.

Steve: You know, about the car. Talk about that.

Sal: You know, I didn't even post that. She does post some things. She's a little more active on Facebook.

Carlos: Yeah. I more Instagram.

Sal: I gave, I gave my, my mother-in-law and father-in-law a, a Kia, a a new Kia, and and it was a blessing. You know? And and everything that you've ever read everything that you've ever read about, like, you know, when you're when you're grinding and you're climbing your way up and you see these these entrepreneurs, these massively successful people start to bless other people.

Carlos: Mhmm.

Sal: Right? Because you you you can you you go either route. When you start getting some traction and you start getting some success, you can, a, well, my option, a, is share it. Share with as much people. Try to bring up, you know, as many people as you can.

Influence them, hit them the right way, and just share. Just share, share, share abundant mentality and and grow and scale. Or b, just be quiet and, you know, and don't you hear that a lot? Like, oh, yeah. You know, these you you don't even know the heavy hitters.

You know, you don't even know the heavy hitters in the game. Mhmm. Well, we don't know them because they chose not to be known. Alright. You know what I mean?

Like, it doesn't I don't under I never understood that. And I get that. Like, he'll he'll probably, evaluate more on because his culture has the eye. Like, people give you the bad eye when you start to, like, help people and share things.

Steve: Really?

Sal: Yeah. Well,

Carlos: yeah, it's like, it's like almost the energy. Enough people give you bad energy, you know, like the, you know, that that they wish bad on you. It's it's, you know, juju stuff or whatever. I mean, not saying that I believe in it, but, you know, a lot of people from the from from the older crowd, they believe in that. So, you know, you can only it's past that.

Sal: 66 people. We gotta get past 80 live people. Sixty, seventy. Alright. Let's go, baby.

Let's go. Let me stop. We gotta break the record. Let's break the record.

Steve: So, so that was pretty cool. And then you could do something too. What was that?

Carlos: I was actually blessed enough to to be able to pay my parents mortgage off. Yeah. Yeah. I remember so going into business, that that's actually one of the first things that we bought our house back in 2007.

Sal: Mhmm.

Carlos: My dad, and, and he, he tried to he tried to launch, like, a few business venture, like, a business venture or two, but because he he was a businessman back home. Yeah. But, you know, the system's completely different. So Right. And, and he kinda, like, lost almost all of it.

And he lost over 70 pounds in in in a matter of, like yeah. That was that was crushing. So and I remember my dad crying. My dad doesn't cry. Like, if you meet the dude, like, if he's not the guy that that cries.

Sal: This is

Steve: back in o seven.

Carlos: You know?

Sal: Yeah. He's old school. Yeah. Iraqi dude. You know?

Carlos: Yeah. Super, you know, big big dude. Now he's lost some way. But, and I remember, they actually

Sal: Boom. 81.

Carlos: That's awesome.

Sal: Let's go.

Carlos: So I remember he they I just remembered this. They just told me this. Like, they tried to actually resell the house after they bought it because, like, my dad felt like this is not going well and, like, you know, the mortgage is heavy on him. And they actually I didn't know that. I just found out.

And I well, I I think briefly I remember it, but I didn't like, I forgot about it, and they just brought it back to me to my memory.

Sal: Ever since I met you, your dad's biggest concern was the mortgage.

Carlos: Yeah. He said all you ever thought about that.

Sal: Guy was on a fifteen year you know how you can do a thirty year fifteen? He was on a fifteen year accelerated plan because that was, like, subconsciously he's like, if I pay off my mortgage I'll be okay. I made it. Like, I'm good.

Carlos: So because back home, everything we don't have no loans. And here, the system correlates around loans, but, I mean, people use it for good or bad. You know? It's just bad bad habits, I guess. Some people from and we can get into this rabbit hole later.

Sal: Yeah. Yeah.

Carlos: Yeah. But he's always said that this is the biggest thing on my back. Yeah. And I remember, like, this, like, was pretty big. Like, I kinda almost forgot the purpose that I needed to pay off my parents' mortgage along the way because I've been in business for ten years now.

And finally, I was able to to pay it off, and that was, like, the best thing that I I think I've done for someone else. And

Sal: and just, honestly, just to wrap up the question you had was, I think a lot of people will tell you, and I know that you can attest to this, is the best thing that ever happens to you as a massively fruit and, you know, the fruit that you receive back from helping those around you. You know? Mhmm. Helping it starts out with, like, okay. You help yourself, and he he got a whole a whole, history and story about that.

So you help yourself, and then you're like, okay. You know, my my cup is overflowing. I I've helped myself. I'm I'm in a good situation. Then you start helping those around you.

Alright. Immediately. You know, family members, you know, best friends, whatever.

Carlos: Mhmm.

Sal: And then boom. You start help then you start going into the masses, and then you start going into the masses. And then what you realize is you god's god is so strategic. Like, his wisdom is so strategic that he helps that he knew that when he when he when he, blessed Sal and he blessed me, he knew that we would be able to reach not just, like, a few people. Like, we'd be able to reach thousands.

You know what I mean? Mhmm. Because he is so measured. It's like snowball effect. Yeah.

He's so measured. You know? He he's so measured with what he does. His wisdom is beyond our understanding. So he's like, if I help if I really help this person here but you gotta be ready.

Like, your foundation has to be ready to receive. Right?

Steve: Right.

Sal: Because he's not gonna make that mistake. His wisdom is beyond our understanding. I know why he didn't help me at 212223. You know what I mean? I know that.

Steve: Yeah. It was wrong.

Sal: Yeah. God's timing. Right? So he knows that when he reaches that one person, he's gonna reach thousands of people. So it's amazing.

Steve: So I wanna jump in to some of the questions that people had posted on Instagram before we even started. So, Aiden Gonzalez wants to know what form of marketing gives you your best ROI?

Sal: Pay per click. Yeah.

Steve: Pay per click?

Carlos: For sure.

Sal: I'm not gonna lie. We did close over 90 deals from cold calling, this past this past year. And and I'll be the first one to say that cold calling was the most frustrating thing for us. Okay? Let me tell you why.

Yeah. We went we went to Rafael Vargas's event in July 2016. And I remember at that point, we were doing, fifty, sixty k a month, and we were like, oh, this is great. You know? We've never seen this kind of money before and blah blah blah.

And we're like, well, hey. I heard this guy is killing it out here in DC. Right? And we became really good friends after that. Thank God.

And, he was just on your show not too long ago. Yep. People I was watching it. I was actually watching it the other day. It was it was a really good show.

So we come back because we we go over there and we're like, okay. I love I love the way this guy's running his business. Everybody runs their business a little differently. Right? You can't you're never gonna have the same exact business as the next

Steve: guy. Yeah.

Sal: But we learned about cold calling right there and then. We came back, and then I start cold calling first off, Mojo. Right? And we're like, god. This is rough.

This sucks. You know?

Carlos: By the way, Mojo sucks. And software sucks.

Sal: Resources wise?

Steve: What's that? What's that?

Sal: What's that? What's that? What's that? Yeah. Resources wise.

But this was, you know, like, two, three years ago. So, anyway, so we're sitting here. We're doing cold calling, and we're like, man, this is frustrating. So I, you know, I we start, we we get a couple VAs. Right?

And these these people he's training the VAs at this point. And I'll be honest with you. Alex Simes was killing it off cold calling. You know, he was killing it. Like, this was his only marketing channel.

And we're over here killing it and all these other marketing avenues, but cold calling is, like, nonexistent for us. Maybe one, two deals a month, and we're like, oh my god. Like, what's going on?

Carlos: So frustrated with that that

Sal: But we weren't gonna give up.

Carlos: We had in house call calls. Right? And we'll tell you why later why this was a bad idea. Mhmm. Because, you know and then we have a call center in Nicaragua.

Then we had a call center, in, in The Philippines. In The Philippines and in in, in India. And then we've actually had a few, like, everywhere. Now Mexico. And it was like kind of like a formula to get this thing to work.

It's not, you know, location, tonality, the the timing, the it's it's all comes together.

Sal: You don't remember the Skype calls you had every other day?

Carlos: I I it was nuts. And the roosters in the background was insane. I don't know how many roosters in The Philippines they own, but it's crazy.

Sal: It's a lot. It's a lot. For six months what was I telling you for six months?

Carlos: You're like, Sal, we gotta switch. I'm like, they're trainable.

Sal: This man did not give up because you know what? He was training them every other day, and I was like, Sal, this is not good use of your time. Like, we need you doing something else. And then thank God, like, we we decided to we Oh, you

Carlos: you that was the honestly, I I can't take the credit. He forced me into, going to the other direction. And, you know, he was gonna get up. Because I I I believe in people development, but sometimes it's really tough to develop someone that's not cannot relate to the culture. That's why we moved to the other to the other route.

Sal: So, we we said, you know what? We spent so much money, so much time. We're not getting the return. Let's just launch our own call center.

Steve: Yeah.

Sal: And we spent I know we spent at least $40 putting this thing together. Right? I mean, it was beta testing. Oh my god. We actually launched it with, it's us, Jared, and Danny.

They're, they're our partners with this call center. Over a 100 agents, the call geeks, the callgeeks.com. And then boom. Here we are, our first year, over 90 deals just from cold calling. Wow.

And that used to be our worst marketing channel. Would you agree?

Carlos: Yeah. Absolutely. But this is why it works. So I wanna I wanna tell people why. If you're call calling, you don't need the call center.

So we're not saying that get a call center or do do this and that. Get the right people that can relate, first of all, to the culture. Indian people, Filipinos, maybe some of them can relate. They live here. There's a lot of, brand new expats that used to live here.

They live in other countries. Mhmm. Those people understand the culture. They under if someone talked about football, they know it's football. It's not soccer.

Sal: Yeah.

Carlos: You know what I mean? Right.

Sal: Or

Carlos: cricket. Exactly. Or or, you know, they they know the roof is made of what?

Sal: Oh, let me say something about the roof. And I think we were here I don't know if we had already launched our car. When did we launch our car? Yeah.

Steve: We haven't launched it yet.

Sal: Okay. So what did it for me, and I just told Sal I can't do this anymore, was we heard a live we heard a recording, and the agent says, hey. So what kind of roof do you have? Is it bamboo? No.

Literally asked the home seller. I don't

Carlos: know if

Sal: it was

Carlos: it was a troll. Maybe it's a troll. I don't know. It could have been a troll. Well, our agent asked that.

Trolling. I don't know what no.

Sal: I don't think so. When they asked if the roof was bamboo in Las Vegas, Nevada, I I just lost it. I lost it and told Sal, this is it. We're done. We're moving on.

And it was sad because it was sad because we had, like, 15, Filipino people. And, you know, it was

Carlos: tough because I let them go right there and then all of them.

Sal: Yeah. They were like, they

Carlos: were fighting tooth and nail to stay.

Sal: Yeah. Because you have to understand. You have you have to understand no matter what business you're in, when you start putting food on the table for other people, it it's it's not easy. Like, it's not easy to to part ways. You become responsible.

Carlos: Yeah. But see, they're responsible on their part. So and I'll tell you what. You know, maybe it was bad judgment from us, but that's probably trial and error. So whoever's listening, this is the thing.

Scientifically proven. If you sleep during the day and work at night, your productivity is not the same. Yeah. Like, you're not as productive as that as you think it is. And I think that was done, like, through back, like, sixty years ago or something in Italy or something.

Steve: I don't know. True today.

Carlos: What's that?

Steve: Yes. Still still true today.

Carlos: Yeah. And so if you if you have Filipino call callers or whatever, those guys work at nighttime. They sleep during the day and work at nighttime. So you instantly lost that much productivity. Mhmm.

You lost that time. Second of all, the culture. So my suggestion is if if you don't wanna find a call center or anything, if you wanna have your own guys, you're gonna have to be on training with them for at least three months on the daily. But I I would suggest that you hire somewhere where the time zone is actually close to your to your time zone because, again, that's that's pretty big. Right.

Time zone. Yeah. And then have one quality control to start with.

Steve: Well, that's the that's the biggest thing. It's the quality control.

Carlos: Well, yes. So Mojo sucks because they charge you for recording. And Mojo is the the worst software, and it costs so much. We have a software that we use. It costs literally less than half from what and it does more, and it has recording.

You don't have

Sal: to charge it. Times better.

Carlos: And it's a real call center.

Sal: People can actually get it's you go to allindialer.com, and and and people are are automatically gonna think, well, wait a minute. Are you guys gonna make money off this? No. This is the deal that we worked out with Zincol. Okay?

Because nobody will be able to get a better deal.

Carlos: Like, a $150 or whatever.

Sal: But we

Carlos: work that deal.

Sal: Hey. We have a call center. We have a call center, and we have a bunch of people that, you know, we we have events and blah blah blah. So I need you to give us a good deal. So, like, okay.

Well, let's let's do this. And then, we created allindollar.com. Mhmm. And it's just if you go to allindollar.com, boom, it goes directly to the Zincal link. Mhmm.

Carlos: And they're able to they're able to get

Sal: the same deal that we get having over a 100 agents. Wow.

Carlos: So and they can have one they only limit them with how many people. There's no setup fees. It's it's it's pretty good. It dials 10 people at once if you wanted to. Oh, that's It records.

You can have you can, like, transfer calls and you can have, like, whisper. Mojo doesn't really do these things, and it's hard to to control to quality control those things. But going back into quality control, you need someone to at least review every single call. Now I wanna say every single call, just the calls that you see that they've they've they've gone for a few minutes. Mhmm.

Sal: And

Carlos: listen to those. You will find people in there. I guarantee you this. If you have some people right now calling for you and they're VAs and this is this I I saw this with another person. They actually this caller had was calling for two different campaigns.

He would let the dollar run for, like, an hour and this so you were thinking, oh, this great call for an hour. He had that call pause and calling for another investor. They're dialing their hours technically two hours now paying to double because they're calling for two different investors. Yeah. So or there or you have these people that are sitting next to each other and they're just talking about soccer or talking about whatever they're doing and their their time is running.

And there you are thinking that they're talking about business. Right. So this is the first step of quality control. The second step of quality control, we have if I show you our emails on the daily, our quality control emails are like, this long. This agent said this at this second with this call.

Here's the recording. He should not have said that. She should not have said that. So the tonality. We talk to them, like, this is an ongoing thing on the floor and at nighttime.

So next day in the morning where they have their brief, what they say, what they shouldn't have said, or have the way they said it. So don't think that when people talk about, real estate, all they focus on is acquisitions. For the longest time, every longest time they were talking acquisition. Training acquisition. Tonality, this, the the four personalities, and how you objection and annihilation.

Now people are moving toward marketing more.

Sal: Mhmm.

Carlos: But people are still forgetting call calling. They think the call calling marketing is a campaign, but they don't really think about it as, like, the the craziest report to build is the cold calling.

Sal: Mhmm.

Carlos: It's more it's actually harder than closing the deal sometimes because you're literally some random dude calling.

Sal: Math. Right? Average deal size, 21,500 and some dollars. 90 deals from just cold calling.

Steve: Mhmm.

Sal: Is it worth to really clamp down on cold calling? Yes. It is. It can change it can change your life and lives around you. You know?

And I do have to give a lot of credit to Sierra. Actually. Yeah. Sierra is our QA, quality assurance manager. She literally goes over hundreds and hundreds of recordings every single night till, like, midnight.

And then boom, the next day you get an email from her, this person said this. This is the way you're so you know what I mean? And we love it. Like, we love it. She is a I mean, she's feisty.

Yeah. So and that's why he said, get a QA that is going to manage all that for you. You know what I mean? Mhmm. So and plus with our call center and I'll just I'll be really brief about the service, the callgeeks.com.

Right? So cold calling this is the thing about cold calling, and I'll say this real quickly. There's been people that will try cold calling for a week, and then they quit. There's been people that tried cold calling

Carlos: for a week. This first hit.

Sal: Yeah. There's been because, I mean, we they you know? There's been people that tried cold calling for three weeks, and then they quit.

Steve: Right.

Sal: We tried cold calling for two years, and it wasn't working. We were getting one deal, two deals. You know what I mean?

Carlos: Mhmm.

Sal: And cold calling, it's exactly that. It is a cold marketing strategy. Mhmm. And you gotta give it time. You know?

You gotta give it time to amp up and to catch some momentum, and you'll end up catching deals from cold calling literally two to three months. I I would say, what's the cycle? Like, a ninety

Carlos: days cycle? So you take the average. It's about ninety days, give or take. Ninety days for a deal, for for a lead to become a deal from cold calling. We actually just lent we had a cold call lead that was over a year long.

It had 68 follow ups. 68 times we followed up with that person. And we got that deal. It was I don't know the numbers. See, we don't even know those numbers.

Sal: Which one?

Carlos: That Dora one.

Sal: Right now. Yeah. That was a juicy deal.

Carlos: That was $70.80 grand, something like that. Anyway

Sal: Cold calling.

Carlos: But we had to follow-up.

Sal: I think it was, like, 58 times.

Carlos: No. That was It was, like, twelve months. Yeah. So so, the one the 58 the 50 something that was Alex's, then we broke the record for Alex's. That's the one that we

Sal: You're right.

Carlos: So so it's a follow-up.

Sal: That's that's the problem with a lot of people out there in the industry. Well, that's the problem.

Steve: Persistent too. So, another one, Eric Fimbres, he wants to know, you know, negotiating with sellers. He's having a hard time getting them down to the price. What would you say to someone like that? You know, they're having a hard time negotiating with a seller.

Carlos: This is gonna be good, Carlos.

Sal: So I'm, I used to oversee the acquisitions department. Now Adrian Salgado oversees the acquisitions department for us.

Steve: Mhmm.

Sal: We have two remote acquisition, people, and we have, five people in office. We have a total seven acquisition guys. And not to mention, we have follow-up guys slash lead managers. We have four of those. Right?

Steve: Mhmm.

Sal: So what I'll tell you this much is this is still a people person. This is still a people business. Right? Yeah. We we say this all the time.

People data speed. People data speed. Right? So that right away tells me that you're not building rapport. Okay?

Because there's two things that you gotta have when you're when you're trying to get a a prospect to a certain number, you have to do the following. One, build crazy rapport with that person.

Steve: Yep.

Sal: And two, you have to you have to help them under or see or understand your data, the data you're presenting. You see what I'm saying?

Steve: Yep.

Sal: You have to. It's I mean but 80% of the transaction, I tell people all the time, 80% of the transaction is to is building rapport. That's it. I mean, I've been we've been blessed to where our rapport building has been so amazing that, you know, we we we really get good deals. You know?

We don't just lock stuff up.

Carlos: How you do it. You usually, how much do you talk personal and their needs and then business, like, ratio wise? So I always when

Sal: I'm training my guys, I put up a pie, right, like a graph pie, and then, like, literally 80% of it is rapport. And then, like, I don't know, like, five to 7%, like, whatever it else breaks down. Right? It's, it's the transaction. It's, you know, it's, it's closing the deal.

You know, it's because, like, the first step I I call it the four, like, the four phases of acquisitions. Like, the first phase is contact. Right? You make contact.

Steve: Mhmm.

Sal: Then the second phase, which is the most important phase, which is where you should spend 80% of the time, is bill and report. Yeah. Literally bill and report. And then the third phase is the transaction itself, talking numbers, negotiating, blah blah blah, data, right, back and forth, meeting that person's needs, etcetera, etcetera. But you can't get to that third stage unless you really dug into that second stage.

Steve: So let me ask you a question about that. On your phone calls, how long is your average phone call on a deal? This is

Sal: an easy answer. You're asking me you're you're you gotta get better with the questions. Yeah. I always tell my guys, hey. If your minimum time spent with that prospect Mhmm.

Should be fourteen to twenty minutes minimum, And CallRail, because CallRail tracks the percentages of who's talking

Steve: Mhmm.

Sal: CallRail should probably have a seventy, thirty, 70% of them talking and 30% of you.

Steve: Yeah.

Sal: Is that a good answer for you?

Steve: That is a good answer. So you're you're getting through rapport though then in fourteen to twenty minutes.

Carlos: Absolutely. Because we're virtual.

Sal: Yeah. Oh, yeah. Absolutely. Yeah. If you spend less so I'll tell you this one.

Steve: I'm surprised it's not longer.

Sal: Oh, no. No. I used to always say twenty minutes plus, but we dug a little more into the data. Yeah. It's actually, in between fourteen to twenty minutes now.

Yeah. And I'll tell you this much. You know, Steve trained calls. You you find us on pay per click, on Google, whatever. You and I have an amazing conversation.

Yeah. It starts out with real estate, but, you know, it it ends up with something else. We become good friends, and

Carlos: Right.

Sal: We have a twenty, thirty minute conversation. And, you know, you you feel real good about where we're headed, and now I'm your guy. I just became your guy. Okay? Do you really wanna spend another twenty or thirty minutes talking to the next company when you found your guy, and now we just gotta gotta make everything else work.

Steve: Alright.

Sal: You trust me. We're credible. You like me. People do business with people they trust. People do business with people they like.

Steve: Yep.

Sal: Right? You have no reason to ask them.

Carlos: The data part of him, like, to answer the guy's question. The data part is you and the seller. You always say this. You and the seller, you know, against the data. Mhmm.

Right? Because you have the data provide like you say, hey. The house selling there this much. Yeah. This is why

Sal: So we do have to yeah. Answer your question. Yes. Minimum fourteen, you know, fourteen minutes. Fifteen to twenty minutes.

But, you always, you always gotta explain to the seller. Hey. Look. I wanna give you as much as I can for your property, but this is what's going on. In order to make this work, this is what's going on.

You know what I mean? Mhmm. So it's literally you and me are a team. This is the prospect, the seller, the and then I'm, you know, I'm the wholesaler slash investor. It's me and you versus the data.

I wanna give you as much as I can. I like you. We're doing business. And I wanna do more business either with you or if your family members or your friends. But, unfortunately, this is the data.

So it's me and you versus the data.

Steve: Yeah. I like that. And then, Edison Rodriguez had a question. I thought this was really interesting. If you were to build buyer list in LA, how would you go about doing it?

Sal: This is a very simple one. We I'm trying to break 200, by the way, Steve, because you insulted me earlier.

Carlos: I mean

Sal: We were we were we were like a 190 something. Yeah. I'm trying to make I'm trying to break 200 because he insults

Steve: Hey, guys. We gotta share this. I I I I challenged Carlos. We we gotta get over 200. So

Sal: Alright. So and and, you know, glory to god because, you know, I can't we can't sit here. Our ego so our, you know, our ego is we depleted our ego a long time ago. Yeah. You know?

And that's something in business that you have to do is, you know, a lot of people, they they they start doing business, start doing well, and what happens to

Steve: their ego? It has to

Sal: get really big. Way too big. Yeah. Right? So, anyway, question again.

If you were to build

Steve: a buyer list in LA, how would you go

Sal: about it? Cashbars+.com.

Carlos: Okay. We sound like we've promoted. But cashbuyers+.com that and then there's a lot of there's tens of thousands of records there with phone numbers.

Sal: Yeah. If you've used cashbuyers+.com, go on here and let me you know who Paces? Paces Jordan?

Steve: Yeah. Paces? Mhmm.

Sal: Ask him on cashbuyers+.com.

Steve: Yeah. And

Carlos: he freaked out.

Sal: He was like, holy I got emails, phone numbers. What is going we did all the research for you. Mhmm.

Steve: You know

Sal: what I mean?

Steve: Very cool.

Carlos: But, I mean, if you wanna go more traditional way, you can skip trace neighborhood, use Langly. Langly. Skip trace LLCs around the neighborhood.

Sal: Have VAs, cold calling, sell I mean, you can go so many different ways, but you spend a few $100 and you have thousands of actual real cash buyers.

Steve: Yeah.

Carlos: Cash buyers plus Realtors, cash buyers.

Sal: Cash transactions. Buying homes. Yeah. You know? Cash transactions.

Yeah. So I'll I'll say this because, yes, throughout the show, it's gonna sound like we're promoting some of our services. But we always we never mislead. We never misguide. Okay?

We only promote what we have personally used. I can't sit here and tell you use this and use that if I haven't used it because then my name's on the line. Personally. Personal use.

Steve: It's you. You're Yeah. Your name to it. Yes. Yeah.

So I like that. I admire that.

Sal: Yeah.

Steve: Yeah. See what else was there. Luis Perez wants to know if you're gonna go virtually wholesale another market. How would you go about doing that? It might be really too open ended of a question.

Sal: That's easy. Is that just go ahead. I'll let you answer that. No. I

Carlos: mean, actually, we're going to a new market, today into two new markets because we we said 2019 would be and Carlos and I sit next to each other in the office for

Sal: a reason. Mhmm.

Carlos: And, so I open up every ZIP code in the area. We'll and he he he opens up that page in his end, and we look at demographics, cash transactions made. And, like, we both 200. We collected Hey.

Sal: Milestone, baby.

Carlos: There you go.

Sal: 201204. Thank you, guys. Much love. Much love.

Carlos: I don't know

Sal: why I'm talking to you. And much love.

Carlos: And we have three screens each. Yeah. Right? And we literally determine like, we spend the whole day determining where we're gonna go with that. Where we start with the hottest ZIP code Mhmm.

Based on cash transaction, based on how the ZIP code is, but how many people in there. We actually look into all that. And then we we make a spreadsheet. And and that spreadsheet, it's literally based on that temperature. And then since we have a lot of marketing resources, we literally just point those scans toward that as well.

And, we can it's like a rinse and repeat for us since we're in already multiple markets, but I'm gonna go back to the basics. So that

Sal: I was gonna say that's very granular

Carlos: Yeah.

Sal: For, somebody who's, like, starting to go virtual.

Carlos: But that's why I go this way, and then we're gonna retract Okay. To that and say, you know, don't go to your I've I've heard a lot of people going to markets just

Steve: because they're

Carlos: close to it. Mhmm. You're literally going virtual. The word virtual means, like, you're somewhere somewhere else.

Sal: Steve, I'll be honest with you. It's not sexy. It's not sexy to to be a virtual wholesaler, a virtual wholesale company. And I'll give you a small example. One of my one of my personal, you know, brothers and friends who have he's came to two all in REI events.

Right? Mhmm. Donny Ruffin, he's he's crushing Dallas Fort Worth.

Carlos: Mhmm.

Sal: Crushing it. This dude, I mean, thirty, forty deals a month. You know?

Steve: Wow. And I

Sal: don't know if he's watching. If you are Donnie, let me know. But this dude is crushing his market. Why not crush your market first and then think about going virtual? Because it's not sexy.

I'll tell you what. It's not sexy. It's not. I mean, we have we have a lot of issues, in the Dallas Fort Worth area. We, you know, sometimes there's been there's been markets where we go into Denver, and we're like, okay.

We're out. You know? Like, sixty days. Okay. That's not really working out.

You know? We've gone into markets, and we're like, yo. This is not sexy. You know?

Steve: Know? So Brian Sammis, what's up? So he's talking about you and I What's

Sal: up, b?

Steve: Duking out on the basketball court. So I gotta make it I gotta confess. I played so last time we did a show, Carl Stott, while he played some ball, I was like, oh, maybe we should play sometime.

Sal: I remember that.

Carlos: I was

Steve: like, you know, maybe we'll go play. And by pure happenstance, you were on the Hispanic real estate professional.

Sal: It was the Hispanic, real estate professionals. Thank you, Omar Garcia.

Steve: And then I was on the Asian Real Estate Association. I was like, who planned this? Like, why would we plan any Asian Association against any other associate?

Sal: I thought I thought I thought someone was gonna drop kick me. I know half of your guys knew kung fu, and I was like, you know what? I'm gonna take it easy, but it got real.

Steve: Well, so there was a little bit of trash talking in the beginning.

Sal: A little bit of trash talking? A little bit of trash talking. Some guy close lined me. Literally. Bro, I swear, I was going off for a layup.

I couldn't breathe. You remember that?

Steve: Oh, I did that to your to your boy too.

Sal: And you close lined somebody else. This was So

Carlos: this was crazy, bro. Hey.

Sal: You guys are competitive.

Carlos: At least we know

Sal: that you're competitive.

Carlos: So That's how you're competitive in business.

Steve: So I saw I saw Carlos one you know, halftime. We were up 13. I walked up, get some water. Going on? And I saw his eyes.

It was Ernie. Right?

Sal: Tito. We he works with us. Yeah.

Steve: Yeah. So he was like, Tito, this can't continue. I was like, man, Carlos is taking this way more serious than I am.

Sal: Oh, it got real.

Steve: And then it, yeah, that 13 lead evaporated.

Sal: We came down and started hitting three we went hard. Like, we left it on the floor.

Steve: Yeah. You

Carlos: I heard you guys play the second game.

Steve: The second is really not that important.

Carlos: Yeah. Yeah. I heard that one. I'll be quite honest

Sal: with you. We we beat them in the first game, but it was a crazy war. Right? I know. And they were like, let's do one more.

Let's do one more. We're like, oh my god. Like, one more? You know? We're tired of shit because we put on the line, and we did one more.

Then, you know, we won again, but, I'm looking forward to the next one.

Steve: Oh, no. That'll be good. I'm gonna I'm gonna have to get some taller guys.

Carlos: Oh, come on.

Sal: Come on, bro. You're not bringing y'all me. No. Yo. Look.

He retired. You gotta let it go.

Steve: So, Pace, our buddy, Pace, so you and I were just talking about he wants to know what your five year plan is.

Sal: You know what? Somebody asked me that earlier. I had an interview earlier with, this lady named Katrina consulting, with Katrina who built a, multimillion dollar business in a matter of, like, twelve months. She's definitely a go getter. And I will say this.

If there's any women watching, we need a lot more powerful, stronger woman. Yeah. Women in not only this industry, but in in in general, in business in general. Man, I wanna see more women, like, just killing it. You know?

Coming from a single mom myself, like, I respect I, you know, respect and love women. Mhmm. And I just feel like we need more women. Yeah. Would you agree?

Steve: Yeah. I mean, that I'm actually surrounded by really strong women. Amazing. Been very fortunate because

Sal: if it weren't for them I did. I heard your wife beat you. And you know what? I don't we're not talking about those kind of women. We're talking about, like, powerful businesswomen.

But I heard your your wife has quite a strong hand. But, anyway, Pace, just to answer your question, I'm gonna I'm gonna answer it just like I answered earlier, and I know this sounds like super, no, not like nonchalant or general. But I stopped I'm I stopped when I committed to God, like, I stopped making my plans. Mhmm. And let me tell you why.

Because I had a plan, and it never turned out that way. Yeah. It's kind of a waste of time for me to make my plans.

Carlos: A different plan. No.

Sal: Yeah. It's a waste of time. So when I committed to God and I said, God, you're in control. I commit to you. Let your will be done and not mine.

Amazing things started happening. I don't have we don't have a, financial thermostat. When we started in the business, well, let's say 50,000 this this this month. Let's say a 100,000 this month, and God would just absolutely crush those plans.

Steve: Mhmm.

Sal: Right? And we'll talk about the car situation where I just bought a brand new Prius and God gave me a different car that I had no idea was coming. Right? So my five year plan is for God to fully, completely continue to use Sal and I to maximize our potential, if it is his will. And and we'll see where we end up.

I don't wanna say because we own over 14 businesses now. I don't wanna say, oh, I wanna own 50 businesses, a 100 businesses. No. Whatever god whatever god's path is, if he stops me now, I'm I'm okay with that. You know?

All I care for is whatever he he wants. So I'm done making my own plans. What what about you?

Carlos: I I look bad because I was gonna say that, and then he took it. But, hey. We're on the same, frequency.

Sal: On the

Steve: same wavelength. That's all. We're

Carlos: like, sometimes we'd be talking in a in a meeting. And, and then, like, we would be saying something and, like, we would be like, we're on the same wavelengths because I mean, we spend a lot of time with each other and, thankfully, we're just talking about this. So we kind of we both met as friends and we partied and and everything, and then we became business partners. But then when we when we start the growth, factor came in, we we both grew at the same time. Right?

Yeah. So, of course, you know, people, you know, you know, he might go further and then but then at the same time, we're next to each other, so we always learn from each other. So if he's if he's taking care of his health, then it's my time to take care of my health because, like, he's it's it's vice versa. And, like, it's

Sal: We're both losing weight now. Yeah. Trying to feel better.

Carlos: And then spirituality.

Sal: Our spirituality is

Carlos: Like, he started before me spiritually because I've always been wanting to do it, and it was hard because as a kid, I was an altar boy. So I, like, I I served the church. And, maybe got because of work and everything, got disconnected. Still went to church and but not as much, but not as connected as I wanted to be. And you see, he got con he got close and then now it's my turn to get close.

Right?

Sal: So Thank God.

Carlos: And and you see and then we both, like, always trying to level each other up. And not in a bad way. Like, always, even if we criticize each other, it's always constructive, like, to help someone out, like, to help each other. And, that's how it's been. So I don't know where the next next five years

Steve: is at.

Sal: I know. This is a funny one, the Angel Ramos one.

Steve: Mhmm.

Sal: Angel, let me answer your question. Sal, look at me. Angel, Angel, you need to find a partner that looks at me like Sal looks at me.

Steve: So Shane must have asked a really good question here. The

Sal: You looked at me. Are you like,

Steve: How are you guys reducing your tax implications with everything?

Sal: Oh, let him handle that.

Carlos: Guys, so a lot of people in this business, they think I made a million dollars. I made this much money. But at the end of the day, you can make a million dollars and spend a million dollars and there you made $0. If some of you can relate to this, not saying that you made $0, but you made a million dollars or whatnot. You spent $800,000.

You made $200,000. Not too bad, but that's not the goal. There is a lot of ways, guys. I'm I'm not I'm no tax expert, but we have did we have done a lot of research, and we spent a lot of money.

Sal: We can also put them in contact with Zargos, our accountant. So if

Carlos: you're in Arizona, I could put you in account contact with our accountant, but this is I suggest this, and we just learned this, guys.

Sal: And it worked against us.

Carlos: And of course, we always test this out.

Sal: Not in a good way. In a good way.

Carlos: Yeah. We always test this out and then we work we do it, you know, we make the mistake. So, if you don't know what IRAs are, I always heard about bought them, but I didn't really understand what they were. Yeah. So there's SEP IRA and there's Roth.

So Carlos and I just fronted, like, paid $5,500 for one of them and $55,000 for the other one. The Roth, you can put a year $55,000.

Sal: Which we would gladly, share that contact also.

Carlos: As well. Yeah.

Sal: Allen Moske. He's out of New Mexico and he's he is definitely

Carlos: Special RA services are amazing guys for the real estate. So what we're what our goal is to save money on taxes, which started, what we're gonna do by the way, you don't have to put 55,000. We made that mistake. You can literally just put $500 and you can move it from the SEP to the Roth because the best one to do is the Roth. And then whatever your earnest money, send the earnest money from that IRA.

And then when you get your whole sale assignment fee back, it goes back to the and then now that full assignment fee

Steve: Fund dryer.

Carlos: It it is funds are and and guess what? It's it's tax tax free. Yeah. So our goal to have one property a month. So we're gonna do 12 IRA IRA transaction a year, God willing.

So we we already have one going on right now because we just started. And the first one's always,

Sal: you know, like, our transaction coordinators, like Yeah. I need your IRA.

Carlos: Yeah. We need this. And, like

Sal: I mean, it's just So

Carlos: we'll let you know how this turns around, but this is the goal. So I and it it's completely legal. And then if you have partners and you can, like, borrow from each other online, eBay

Sal: Most importantly, let if you let's just bring it let's bring it to basics. Right? Spend try to spend as much money, as you can for the upcoming year, like November, December come around. Spend as much money so you can have less taxable income.

Carlos: Yeah. I just put that on my story. Yeah. Yeah. We just fronted, like, quarter million dollars to Google PPC.

Per paperclip. Literally the before the end of the year.

Sal: SEO, another $40.30 something k. Exactly. Right?

Carlos: So we fronted part of it is to hold you accountable as well. Yeah. But then you spent that money already. It's tax deductible. And, you know, anything you do in taxes is tax deferment.

Even even like, with the four zero one k's and whatnot. Because at that point, when you're taking that money out, I don't think people understand this. So I had to someone had to explain to me, Stoney. So I'm like, so, you know, you don't pay tax? No.

No. You do pay taxes. But the thing is, by the time you start taking those plans, your income is not that high. So you're not your bracket of taxation is not that high. It might be this low, and you still you have this mountain of money that you have in those in those vehicles.

You just start taking it slowly so your income is not at this level where you're taxed.

Sal: And we know how much people hate mountains of money. Joking. So

Carlos: so, this is like a nutshell, I guess, how you save money. Yeah. You use VAs. It's awesome.

Steve: So Ray Betanzas wants to know, why you guys wholesale versus taking it down and listening. And I'm like

Sal: We still no. We still do take, we still do take properties down. I mean, shit. We have I'm sorry.

Steve: That's all good.

Sal: We are I hey. I'm a Christian, but I'm not a perfect Christian, and I never met the perfect Christian. I still do curse, but I ask for forgiveness. So I'll say this much. We have a few properties right now that, like, we're looking to get rid of.

Mhmm. And there are plenty of times where we take a property down and hotel it directly to an investor or put it on the market. You know? We we we do a little bit of everything. I will say this.

Our first year in business, we used to think fixing and flipping was very sexy. And that and that went away really quick.

Steve: Alright.

Sal: Right? You're talking inspection. You're talking contractors. No. No.

No. We'll still do it. Yeah. But

Carlos: Yeah. But But is this sexy? No.

Sal: No. It's

Carlos: not sexy.

Steve: I'm dealing with something right now. I got emails this morning. It's, like, from a house we sold last year. It's like, hey. There's problems with the roof.

Like, deal with the contractor.

Sal: There's a guy Why are you

Carlos: calling me?

Sal: Yeah. We're we're we're we're selling a property right now, and this guy's like, I want this fixed, that fixed, this fixed, that fixed. You know what I mean? And and that happens. I mean, has there ever been a time where we we fixed and flipped the property, and then we easy peasy.

Where it was just like, oh, hey. Inspection came back. No problems. Never. Never.

And you never win? You've been in the game way longer

Steve: than what. Even if the inspection's clean, the appraiser screwed all up.

Sal: So exactly. So I'm not discouraging people from fixing and flipping because I'll tell you this much.

Carlos: Our business, I mean, relies on fix and flippers. Yeah. Because but see, there's a fix and flipper. So in our business, we automated this business to run for us. Right?

So we can we can always make money with it. The the the successful rehabbers usually have that just like in a car business, if you own a car dealership, which I come from that industry, I still own a car dealership. I can't run my car dealership without owning a mechanic shop inside the car dealership or a detailer inside the car dealership because that's just part of the business. Right. So successful fix and flippers, you see time and time, they're the ones that have cruise with

Sal: them.

Carlos: They have cruise. They have they have all the resources to be successful at fix and flipping. Most of them have licenses, or they have they have some some some a loophole where they can or they they have discounts, crazy discounts where they can flip more to save them money. Right? So they don't need to go ahead and and show the houses.

So just like any business, I'm sure they can automate it. So it's not that bad.

Sal: Let's try to keep the there's so many questions. Like, we gotta try to keep, we should do, like We

Carlos: have twenty minutes left.

Steve: You have

Sal: a little bit of lousy to grab it for me, but I'll grab it.

Steve: Oh, you got I mean, for me, if people are still engaged, I got nothing. Oh,

Sal: you keep it rolling?

Steve: I'll keep it rolling. So Oh, shoot.

Carlos: So Todd Swaggerty. What's up, Todd? Todd Swag. Jamil.

Sal: All the roles lead to Kegley. Is that what I keep hearing? I I love it. Jamil's such a great guy, man. I hear none but good I never actually met Jamil.

Steve: Oh, really? Yeah.

Sal: But I hear he's a I'm pretty

Steve: sure he'll be there tomorrow night.

Sal: I I hit him up every now and then, and, you know, we we talk, but, I mean, I'm so happy for him. And you know what? We're happy for everybody. We're not the kind of people in business where, like, oh my god. Look at that guy.

He's doing so well. Let's hate him let's hate him for it. You know

Carlos: what I mean? Like There's a lot of players. Worry about that.

Sal: Like, we don't worry. We we got our own things to worry about. We can't be worried about it, what everybody else is doing. You know what I mean?

Carlos: Right. Yeah. I thought the car business was nasty. The real estate peep business is nasty. People, like, really don't like you to succeed.

A lot

Sal: of people don't. It's crazy. I Steve, I don't understand. And I'm gonna I'm just I'm not gonna be too it's a new year, and and I don't wanna spread negativity. But I said this the other day on Instagram.

I said, I feel like 60% of people may dislike us for no reason.

Steve: Really?

Sal: Yeah. Like, thank God thank God we only hear about the good people, like, that, like, love have love for us. And Yeah. And we love them back. And you know what?

To the people that don't like us, you know, let's let's talk and let's you know, what's what's going on? Let's talk and Yeah. We we we're transparent.

Carlos: We we had, what what what do we have? A webinar. Someone called me Isis. I don't know her. Really?

I don't know why. It it it was

Sal: for a good I mean It was good.

Carlos: I'm just saying. It's funny.

Sal: Well, it's all good. It's all good. So

Steve: I know one thing we wanted to talk about was, you know, you guys look like you built the multimillion dollar business overnight, but we also know you don't build it overnight. Right? It's it's you become overnight after years and years of of trial and and and pain and late nights. So but you got here in three years. So what, you know, what message do you wanna pass along

Sal: to people

Steve: who are paying attention or watching

Carlos: right now?

Sal: I'll say this, and let's try to keep it, like, so we can keep. Right? If you if you if god presents a partner a partner to you, you're gonna go farther. You're gonna go farther with a partner, than you would individual. You know what I mean?

Hands down.

Carlos: Mhmm.

Sal: I cannot I could I I personally would not be here without Sal. You

Carlos: know? And I say I always say the same thing.

Sal: Because we we call this the compound effect, and it will make we'll we'll we'll do very simple quick math. Right? How many hours a week do you work? Realistically, sixty, fifty?

Steve: Forty five, fifty.

Sal: Forty five, fifty? Okay. So if Sal and I are working, let's just say, let's just say 60 a piece.

Carlos: Mhmm.

Sal: We worked one hundred and twenty hours for that week. Mhmm. You worked fifty hours for that week. Right? What how much what do we have?

We have a 120 to his 50. What do we have? You're the math guy.

Carlos: 100. 70?

Sal: We have so now we have seventy hours invested or vested more than you in one week. Alright. Multiply that times four. Multiply that times twelve months. You you see what I'm saying?

Mhmm. Between him and I, I know for a fact that we have over twenty thousand hours vested into our business.

Steve: That's incredible.

Sal: And they say that you become an expert after how many hours?

Steve: 10. 10,000.

Sal: 10,000? Well, there you have it. There's your answer. You

Steve: know? Alright.

Sal: We call that the compound effect. Okay? Now I will say this. Don't go

Carlos: ahead and grab just someone. Yeah.

Sal: Don't just grab anybody. Right?

Steve: It's like why they can't jump. You you look

Sal: good. Exactly. Unless it's Billy Hoyle and he's, you know, he's, you know, he's just playing it off like he's not a good ball ball. Right? So I'll say this.

If you are an individual and you don't have a partner, you're just gonna have to outwork people.

Steve: Right. You're

Sal: gonna have to outwork people, and you're gonna have to put it all on the line. Sal, what did you put on the line? Everything. I

Carlos: don't know if you you guys know this, but I had two car dealerships at at some point. I actually sold one of them at a loss because I believe in the real estate business so much that I knew I was I need just to spend more time to the real estate business. So I sacrificed that family time. It it was huge. And you know what?

A lot of people thought I was crazy for doing this business. I could have used this money somewhere else and using it, you know, at that point with a stranger, you know, putting this money that I have with a stranger and and, same thing vice versa with his friends and, you know, some some family probably and all that. Countless hours. Countless hours. Countless.

I can't even think. I mean,

Sal: We came up with national cash. Yeah.

Carlos: You came up with a national cash. Yeah. Like, countless hours, man. I can't even I can't even count the hours that was spent over the time and, like, the sacrifices that you make. Like, you don't go to trips.

You don't do you don't you don't do so many things because We still don't remember. You don't remember. I I can't even remember them because you're so driven with this one thing that you wanna do that nothing else really like

Sal: What time was my first meal today? 01:00. What was it?

Carlos: It was a wrap from from, from, Starbucks. Starbucks. I literally picked it up. We literally went and picked it up before we come here.

Sal: You know what? What did I tell you? He's like he's like, I

Carlos: know we were grinding that we were I was eating in the car because I know I didn't have time. It feels good to eat in the car right now because I know we're grinding. Yeah.

Sal: So that means that we're just, like, we're we're just scratching the surface, man. You know? We're just scratching the surface, and and I love that. And I welcome that. You know?

I welcome the grind. I I welcome the struggle. And I'll tell you this much. Sal and I, I can speak for both of us. We put it all on the line.

We put my six year old daughter and and Vanessa's watching. I love you, babe. Thank you so much for taking care of home.

Carlos: I do. Right?

Sal: My six year old daughter didn't get to see me for the first three to four three to four, years. Every time I'm about to leave now, daddy, where are you going? You see what I'm saying? Because that's already, in her head. Baby, wait.

I'm just stepping out to get some from the car. You see what I'm saying?

Carlos: Yeah.

Sal: So I put my I put my child on the line. Health. I put myself on on the line. I put my health on the line. I put everything on the line.

I put friends. I've I've lost a lot of friends. I put, you know, family. I put gratification, like, instant gratification. You know?

Sal and I didn't even start paying ourselves till, like, two years into into it. And we still, to this day, only pay ourselves $10,000 a month each.

Steve: Yeah. And I think that's a huge message, though. Right? It's the sacrifice and the investment because a lot of guys wanna do this the easy way. I've had and we talked about this earlier.

Like, I have people reaching out. I was like, hey. I wanna hire a VA.

Sal: Don't really.

Steve: I was like, okay. Okay. Great. Now I'm I'm trying to fire you up. So Oh

Sal: my god.

Steve: They wanna I wanna hire a VA. I was like, okay. Awesome. How many deals have you done?

Sal: Is this fireproof?

Steve: Zero. It's like, why the hell are you hiring me?

Carlos: So this is the problem with nowadays.

Sal: He's gonna burn this thing down. No pun intended.

Carlos: This is the this is the problem with nowadays. Fucking social media is a powerful thing. Yeah. And and I I'm reading this book called Outwitting the Devil. Mhmm.

And if Napoleon Hill Amazing book. Amazing book. If Napoleon Hill

Sal: It changed my life. It scared the shit out of me, but it changed my life.

Carlos: Yeah. When you hear the devil talk. And it it's crazy. If Napoleon Hill was alive today and writing or or alive when he was writing this this this book

Sal: One of his top drifting mechanisms or people who were listening to the social media.

Carlos: Social media. It would be actually would be the number one because this is so powerful and it spreads like wildfire. And perception is everything in now nowadays. Everybody someone broke acts like they're they're rich online. And then and and then you have these people, all they care about is what my status looks like and what this and and you know what?

People take advantage of that. And then guess what? This and someone who who doesn't know better would go to see someone else that says, hey. Automate your business. And they haven't done a fucking deal.

Excuse my French. I'm I can't. Okay. I'm gonna No.

Steve: No deal. Let's go.

Carlos: They haven't done one deal. They haven't done any business. And they wanna ask you or call me or call Carlos and say, I wanna automate my business. How in the hell are you gonna automate a business that you don't even know understand?

Sal: You don't even know your business.

Carlos: In to automate so, one of the businesses that we launched, I was on the phone like an operator for eight damn months because I wanted to understand every single question, every single thing that I can fix on the website, everything because Yeah. That's how you can automate things. You do things to automate it. You can't automate, and you don't think that you expect a life

Sal: I'll give you I'll give you an example. Have I doorknobs? Yes. Have I done bandit signs? Yes.

Have I cold called? Yes. Have I handled, seller acquisitions?

Carlos: Right? Transaction coordination.

Sal: Have I

Carlos: sold? Yes. Yeah. Market is We've

Sal: done it all.

Carlos: Right. You can't automate something. You gotta hit the two different Sorry if this, like, may hit some people, like, they'll take, you know, take don't take this the wrong way. I don't wanna you can automate. I'm a if you my nickname Oh.

What is my nickname, Carlos? What do you guys nickname

Sal: Sal the system security.

Carlos: Sal I love systemizing. I love automating, but don't expect to automate things. If you haven't done the business, you have to do the work. You have to get dirty first, then you can automate things. If you're trying to yes.

Exactly. If you think that you're gonna automate things from the get go or or if you're sold on a course because, oh, automated thing.

Sal: Gonna last too long.

Carlos: You're not gonna last because this guess what? You're still gonna sweat. You're still gonna sacrifice. If you don't sacrifice, the the same amount of sacrificing, 10 times the reward. You can't expect to sacrifice just this much or you're going out.

Sal: Let me say this, and I don't mean to cut you off.

Carlos: Go ahead. No. Because I I I can't I can't stop going on this because I heard about you.

Sal: A full blown anxiety attack here. Let me say this.

Steve: We got the ambulance to stand by.

Sal: Yes. Okay. Alright. So, I'll say this. The first year, they say that a baby, a newborn baby grows the most in its first year as far as as far as, physicality.

Right? Would you say the first year you and I grew the most? Absolutely. You see what I'm saying? I missed that.

Carlos: It's a dictionary.

Sal: Yeah. We're still growing now. We're growing in different ways. But, oh my god, I miss I miss the struggle. Like, I miss the grind.

You know what I mean? I miss the grind. Like, I miss him and I just man, just him and I alone in a freaking boiler room. You know what I mean?

Carlos: We had a literally a boiler room and dealership.

Sal: No swamp cooler, no air conditioning, a ceiling fan, but a ceiling fan at 120 degrees in July doesn't do you any good. No windows. Yeah. No windows. You know what I mean?

And you can ask. My bar I

Steve: love your dealership.

Sal: I dropped I dropped a video on this on my Instagram. Yeah. By the way, official Carlos Reyes and, at, you know, South Shakir at official Carlos Reyes. I have a video of my my my barber guy. He's like, dude, I remember when you were talking about how you you envisioned three years ago this office.

Right? Mhmm. Because he went to our old spot.

Carlos: That was, like, two weeks ago too.

Sal: And he, I dropped that on my IG. Like Yeah.

Steve: I saw that one.

Sal: You know, create the create the vision, you know, as an entrepreneur. Create the vision. But, guys, wrap up your question. You gotta hit the trenches. You cannot show somebody to do something that you haven't done or tell somebody to go do something you yourself are not willing to do.

Steve: Well, not just that. But once you hire that person and they realize you don't know what the hell you're talking about, why the hell would they stay with you?

Carlos: No. They'll take advantage of you first. Start to take advantage of you. Second, they'll quit.

Steve: Right.

Carlos: They'll go on their own.

Steve: So I gotta hit on this. So Gabe right here. Someone's asking about how to find the right partner.

Sal: He is Gary Bai. That's my boy right there, man.

Steve: He made a

Sal: This is a big year for him, God willing.

Steve: He's right here. Don't look for a partner surrounding yourself with the right people, and God will put the right person in your life. Exactly. Gabe.

Sal: Yeah. Gabe, honestly, Gabe came to our event, and, I got a lot of respect. He's grinding, man. Like, I got I got a lot of heart for that.

Carlos: He's a family man, and he grinds hard.

Sal: There's yeah. There's people out there, man, and I can tell you this. Like, you know, my eyes even get watery. Just like, there's people out there, you know, Brian Salmons, Keith Everett, Gabe Garibay, like like, the all in event that we throw, it's far, far more than just, like, real estate. You know?

It's a family.

Carlos: After people left the event, they literally, like, formed, like, bible study groups. Like, they it's it's so powerful that it's it's definitely not in our hands anymore. At this point, it's just, like, thinking There's, like, things groups that happened after that, and it's amazing just to hear the stories that people just share afterwards. We still

Sal: got, like, 200 and some people, so we might have to explain this bad boy.

Carlos: Well Tina, what's up? Should we have Rafael? How many more minutes do we have?

Steve: We got at least another hour if you guys wanna go. So so

Sal: My boy, Haim? Haim? You know? Oh my god.

Carlos: So Haim, if you guys don't know Haim, Haim Omani, and it's I know you're he's a discreet guy. Haim is the ultimate human being when it comes to alignment. Yeah. This man, he's so aligned and balanced.

Sal: From this guy by just talking to him.

Carlos: Like So much respect. Complete opposite of Haim. Yeah. Haim Yeah. Is so aligned, and he works, so so precise with his work that he because he wants to plan as much time with him on Earth with his family Yeah.

Traveling, doing whatever they want.

Steve: Oh, I see. Yeah.

Carlos: And, you know, he lives a great life.

Sal: Oh my god. This guy's crazy.

Carlos: If you if you talk to him for, like, half an hour, the man is, like, full of knowledge. Just like, it's what you want out of life because the ultimate success is not money. It's happiness. Happiness is ultimate success. And a lot of people think money is the ultimate success.

No, guys. What's up, guys? The product. You know, the money is just a just a side effect.

Sal: What's up, man?

Carlos: Just love, bro. So talk to Haim if if I would I would recommend you you interview Haim.

Steve: Oh, I

Sal: will. Oh my god. Yeah. Haim is you you won't find a more balanced person than this guy. Just listening to him, watching him, observing him Such a humble guy.

To him. I say, hey, bro. I love you, and you've inspired me because I am becoming more of a homebody now. Like, I'm becoming more of a dad because of Haim. You know what I mean?

Like, I'm I caught myself, I don't know what I was doing. I was putting pulling a cord together for the first time and putting ice in it, and I'm doing, like, these little things around the house that I normally would never do. You know what I mean? Yeah. So and and, you know, Jaime is an inspiration because I I don't know a better, more aligned person than that guy.

So Yeah.

Steve: I'll reach out to him. So, one thing we're talking about was building companies. Like, this is no longer just a wholesale business. This is not just a real estate business. So what so talk about that.

Sal: I I I I'll tell you this much. We I Sal and I are are hustlers. Mhmm. Right? We have no college education.

We're hustlers. We're immigrants. You know? I I it's it was not like, it we it was tough. It was rough.

And I feel like that alone and I and we have to be thankful to God for the struggles because I feel like that is what has pushed us to this position in this level. Mhmm. Because nothing was ever given to us, and we fought tooth and nail for everything we've ever had. Right? So we're hustlers that just happened to do real estate.

We're serial entrepreneurs. Right? Even though real estate is still our baby, you know, and and it's still got thank god it's a multimillion dollar company.

Carlos: We're in there daily, by the way.

Sal: And we're in there daily. And we have you know, we love our team. Right? It we we started, you know, we started getting we're venture capitalists. We're hustlers, serial entrepreneurs.

We started, you know, didn't start that until three years into it. You know what I mean?

Steve: Yeah.

Sal: That's the one thing. Don't get don't get caught up with shiny objects. You just because you're doing you know? No. You and I learned this from Sal.

You build it. Mhmm. You systemize it. You delegate it. And then you can focus or venture out to other, you know, ventures.

You know what I mean?

Steve: Right.

Sal: And and and that's what it comes down to. Literally, build it, systemize it, delegate it.

Carlos: Envision it, build it.

Sal: Yeah. Yeah.

Carlos: So, of course, it starts with a vision. But literally, before we come here, we just dropped off a box because we just opened up a a new business. Like, we're just telling you, within five days, we opened it. We launched this business, and it's a import export. And, because we're in love, like, he said, the first year

Sal: we're in love?

Carlos: This no. I mean, like, the bay with the business, like, you know you know when the like, the process of build the building process, like, you're in love with that process. Like, if you're building a business, I guarantee you that that, like, first year, that first first, like, growth process is the one that you will never forget. You know, like, we're in love with that process so much that when we build a new business, it's, like, that much excitement because we wanna feel that building process again. Yeah.

And this business, we just started it and, like, I can't wait. And so and so, like, maybe next time to tell you more about it. Right. But, like, we're so excited. I was just telling him when we first, like, got ordered the stuff coming in.

I'm like, dude, I'm I can't even, like sometimes I can't even sleep at night because I'm thinking about this. Like, this is this we're gonna, like, experience this again. Because we can't experience the same thing with the real estate because we already did the real estate. Right? They they already grew

Sal: as We are still there's still so much growth with

Carlos: But not the same feeling when you break through something new. It's like the baby when they first walk, it's like they can't stop smiling. They're walking. Right? Mhmm.

It's it's that first

Sal: I get it.

Carlos: Yeah. It's like something new a new taste. Right? And that's what it is. Like, I think that's why our our new businesses are doing

Sal: that part. This question. Right? No. No drop shipping.

No. No way. No. No. This is, like, actually

Steve: A real business.

Sal: Tangible business, exporting to Hong Kong.

Steve: It's not a YouTube thing.

Sal: No. No. No. We don't do none of that. So, real quick, let's ask this.

Guys, if you guys want this interview to keep going, show us hearts, show us love, because we are on my man Steve's time. So if you want this interview to keep going, please show us some love and show us some hearts. We still have about a 180 some people. It's been you know, we've hit over 200 several times. So so challenge, you know, challenge Matt.

Right?

Steve: Challenge Matt, but I think we should just we should shoot for two fifty now. I mean, we already did it.

Carlos: Okay. Okay.

Sal: So yeah. Hearts hearts, thumbs up. If you don't feel right about the hearts, do the thumbs up, and it's coming. It's coming. Okay.

Okay. Love it. Love it. Love it. Oh, yeah.

Love this. Brian Brian Sammis, man, wassup.

Carlos: That guy.

Sal: See, I I love people yeah. All over the web. Yeah. Right? Why?

Because there's so much bad crap out there. There's so much negativity. There's so like, you post something good and somebody has something bad to say about it.

Steve: Right? Dude, I saw that, like, the other day. I was like, what? Why are you bringing

Sal: in negativity? Like, this

Steve: guy's just celebrating his new year.

Carlos: But I remember some, like, a few years back, we went and handed out, to the less fortunate people, like, some blankets. Like, we did a blanket drive and, like, you know, socks and, like, some food. And someone, like, had to go out of their way, put something on Facebook.

Sal: Tommy Myers said, keep going, daddy. Oh my god.

Carlos: Oh my god, Tommy.

Sal: You're you're

Carlos: sick. Tommy. Tommy's crazy. Yeah. He's a good good friend of ours.

But someone would, like, take their time and, like, spend spread hate about that. You know?

Steve: Yeah. It takes energy to get that negativity.

Carlos: It does. It does.

Sal: You you are either going to use that energy and be positive and spread love and spread joy and spread prosperity, or you're gonna hate you're gonna you're gonna, pour hate and and fear and you know what I mean? And doubt and discouragement. I learned this the hard way, man, to be quite honest with you. You know? I learned this the hard way, and I learned this really early.

If you look at my Instagram, I try to I try to just spread as much love as I can, to be quite honest with you. And I answered everybody back. I answered everybody back. I will never be above anybody and ever. God willing, if, you know, if if he if I continue to stay under God's wing, I'll never be above anybody, and then I'm sure you feel the same way.

Absolutely.

Steve: Yeah. So do you guys invest in business growth?

Sal: Absolutely.

Steve: How do you how do you

Carlos: Like personal growth, you mean?

Steve: Oh, personal growth. So how do you invest in personal growth?

Carlos: How? Yeah. Oh, god. I mean, mean, we just said, we went to Tony Robbins last time, by the way. It was it was amazing.

Gary V. Gary V. But if if we said if we had mentors, like, we're looking for actually, like, someone like dude.

Steve: Like We

Sal: we we want so we want a we want a mentor. I I have we have six six figures ready to go to there's a billionaire out there. I was

Steve: gonna say I'm ready, but you're a billionaire.

Sal: And there's a and there's a billionaire out there.

Carlos: Like, spiritually, like, aligned. Yeah. So in order to

Sal: for us to to for that mentor to meet our criteria Mhmm. Things do have to be aligned. Yeah. You know, more importantly, mindset, spirituality, and then the business aspect. Yeah.

We feel like in order for you to build or become massively successful and wealthy and break generational curses, etcetera, etcetera, you have to have the right foundation. And the pillars to those to that foundation is mindset and spirituality.

Steve: Yeah.

Sal: You know what I mean? So if there's somebody out there, Sal and I are ready to give give you a lot of money

Steve: Yeah.

Sal: For mentorship because we believe in mentorship. I used to not I used to not believe in mentorship, but but I do believe in mentorship.

Carlos: It's really hacky time. Hacky or learning curve.

Steve: Yeah. Yeah. Oh, I love I love investing in that stuff. I'm addicted to it. So we touched on a little bit about, you know, people trying to just instantly, you know, the, what is it?

Carlos: Instant gratification.

Steve: Automate automate your business. So instant gratification. Like, do you guys wanna talk a little bit about that?

Carlos: Well, those are two different things. Instant gratification and automation. Which one do you wanna talk about?

Steve: Instant gratification. Like, that's the challenge.

Carlos: Instant gratification. Well, a lot of people when we first started the business, actually, Carlos and I, he said if we've closed every every deal we're gonna close, we're gonna travel. I mean, that would have been crazy. So, you know, and and we want instant gratification at that point, but, you know, thank god we we grew mentally, and spiritually more than that. So a lot of people see cars, see this, like those things, this is just a product of success.

That's you don't shoot for that. Like, I've seen people that do one deal and then instantly they want to spend all that money on something that that they didn't even think they should get it right now, but they still do it.

Sal: Did did you see did you see that video of, Grant Cardone? Mhmm. Somebody sent it to me like

Steve: Of the exotic cars?

Sal: Of the exotic cars? Hey, Grant. I got the same car you were driving, and I don't believe in your message. You don't have to be 50 years old to buy one of these cars. Is

Steve: that what he said?

Sal: He's like, yo. Don't do this and nothing against Grant. But sometime, I mean, I he's he's cool. He's He's good. But that's no.

If you can

Carlos: I don't know what message it is? I wanna know what this is.

Sal: Afford what did he say?

Carlos: Well Exotic cars.

Steve: I just skimmed through.

Sal: He's like, they're such a bad investment. This wasn't an investment. This wasn't an investment. First of all, I don't even I don't even, like, plan on buying this thing. Sal actually Sal customized this vehicle.

Shout out to Sai Solari from Creatively Bespoke. This was customized for me, and I bought it because I can afford it twice, three times, four times, five times. Right, Sal? Sal?

Carlos: Absolutely.

Sal: That's why I bought it. You know what I mean?

Steve: So I think what his message was supposed to be was that don't buy that exotic car until you can afford the payments with your investment properties.

Sal: Okay.

Carlos: Okay. See, I mean, maybe that's his angle. Maybe Maybe that's his maybe that's what he believes in. But, I mean, it I think this is it's bigger than that. Yeah.

You know, these things this is just material stuff that you buy things, you you buy, you know, someone who who goes and buy buy goes to a nice restaurant, you know, they can afford it, and they go buy nice food, and they buy a nice watch or buy a nice car. And all these things come with a success, but don't don't accelerate that. Don't try to don't buy a car, a nice car, but you can't afford the gas. This is this is maybe

Sal: we were we were driving the the wraith, and then this guy goes, hey, man. How much does it take to fill this thing up? I'm like, I don't know. Yeah. Like, are

Carlos: you gonna really see if someone is

Sal: I usually just, you know, I start pumping. I go into the store and come out when it's done. You know?

Carlos: It's cool. Yeah. So yeah. So, like, just instant gratification. Like, this is you know, in business, you have to sacrifice.

If you think instant gratification is, is sacrificing, it's not it's the opposite of sacrificing because you want you wanna get something. Sacrificing is literally the opposite of that. You need to prevent yourself. And I talk about this in some stories. You know, I used to go in high school.

My with my high school friends, they used to go stop, get Red Bulls and get get, like, Gatorade from the gas station, and they stop every, like, twenty minutes or half an hour. They're, oh, let's get some gum. Like, unnecessary stuff. And this is not a sacrifice. Someone made fun of it because he was saying, that's not sacrifice.

Just I'm giving, like, a small example. Didn't need this stuff. I didn't get it because I believe if I save that money, I can invest in something and better. And then here we are.

Steve: Right.

Carlos: This is the same thing. Like, if you sacrifice your time, the time is the most valuable thing you have. Yeah. You sacrifice your time, you put it into the business. And then at that point, like the car and everything else, because I I'm not a hypocrite.

I'm not gonna talk about it not having I have nice cars. I have nice clothes. I have nice stuff. But that didn't come for the longest time. Carlos said I looked like a mechanic.

He's like, you own a car dresser, but you look like a mechanic. Because that stuff didn't matter. Right? But we live in a perceptionist world. He's like, you have to dress up a little bit better.

So because people, you take you more seriously when they see you looking like a mechanic, they might it's unfortunately, it's a perceptionist world. But we're going into a whole different subject. No.

Steve: So let's talk about something else. You know, we if we are not

Sal: Instagramification, pay your dues. Do not do not take your earnings off your first deal, second deal, third deal, first year worth of deals and get something crazy. Second year worth of deals and get something crazy. Don't

Carlos: do that. Invest in your back in your business.

Sal: Build Yeah. Dump as much money as you can. You ever seen that meme where, that Elon Musk says, I borrowed like he's like, I I made this much money, paid this much to PayPal, this to SpaceX, and he's like, I had to borrow to pay rent.

Carlos: Mhmm.

Sal: Literally, that is a true statement. Yeah. That is a true statement. Wow. So go ahead.

Steve: So we have if we're not the most competitive market, I don't know who is. Phoenix?

Carlos: Yeah. So Well, Bay Area definitely competitive.

Steve: Yeah. So we got, you know, obviously, you guys. We got Keeley. We got Jared. We got, you know, a bunch of other players in town.

What's that we call friends. What do you guys how are you guys different than everybody else? What sets you guys apart?

Sal: That's a good one. What would you say? I'll tell you I'll tell you how we are. We we're willing to risk everything. Like, we're willing we're willing to risk 50,000, 60,000, 70,000, 80,000, 100,000.

We paid Google half 1,000,000 last year, my PPC guy that we have we now have a company called Magnus Digital. Much

Carlos: we spent.

Sal: We spent on pay per click half 1,000,000 alone.

Carlos: Yeah. Like, that was actually spent for them.

Sal: No disrespect to them because they're all amazing, and they all have have you noticed everybody has a different niche. Right? Mhmm. No disrespect to them or any of our competition, but I'll say this. We're willing to spend whatever it takes because we believe in our team.

Steve: You know

Sal: what I mean? Mhmm. Our our average PPC spend alone now is between 50 to 60,000 right now. Yeah. Just on pay per click.

That's not that's not the 40,000 a month or, you know, what did you you paid our own, call center. You know what I mean? 20,000. You know what I mean? Like, that just paper so we're spending over 100,000 in marketing already.

So I think that's what separates us. I think that we have systemized ourselves as much as we can. Thanks to him. Mhmm. We have the right personnel now because we kinda did things backwards.

We were getting all these leads. We have over 18,000 active leads in our Podio right now. Right? So we were spending all this money with, like, two, three acquisition guys, no follow-up guys. You see what I'm saying?

Yeah. Yeah. We're like, wait

Carlos: a minute. Cool. We've flooded these guys. We're like, well, leads are falling through. Like, follow up.

Now Right.

Sal: Now we have we have the right personnel. We're spending the same amount of money, and things are starting to get really hot. They have manpower.

Steve: Well, I like that because that's what, Dan Kennedy talks about is that

Sal: the the minute Kennedy, we just discovered it. This guy's from, like, the eighties. Right?

Steve: Oh, yeah. He's just really old.

Sal: We just discovered that. Guy, Lenny.

Carlos: Crazy smart.

Sal: Yeah. Thank you to my boy, Aaron Lewis. He does a lot of work for Dean Graziosi. We went shooting with him. Aaron Lewis, he puts on a he puts us on a lot of game.

This guy's full of knowledge. Aaron Lewis attends GeniusX, events. What's the other one? So GeniusX, Genius Network. Right?

Yeah. And One owns a $25,000 buy, and the other one's a $100,000 buy. So whenever this guy comes to

Carlos: office, trust you. Like, you can't just pay and get in.

Sal: Whenever this guy, Aaron, comes to the office, we just shut up and listen.

Steve: Yeah. So what Dan Kennedy says is that the your competitive advantage is your ability to outspend the other guy.

Sal: Hey. Okay. See, I gotta start looking more into this guy.

Steve: That's pretty good. Yeah. So sourcing deals. We talked about pay per click. We talked about cold calling.

What would be number three?

Carlos: Well, mail for us, and RVM. Yeah. RVM, ringless voice mail has been very successful. A lot of people have have learned about it. Mhmm.

It's it's honestly if people don't understand what RVM is, it's ringless voice mail. So it it goes straight to a voice mail, so someone would listen to it and call you back. It's not the robocall. It's voice broadcast is robocall. A lot of systems out there are voice broadcast.

Sal: And by the way, this is free, guys. You don't have to go pay for some, cold calling, you know, or course, this mail is giving it to you right now.

Carlos: Yeah. Yeah.

Sal: Go ahead. Give give them the

Carlos: So ringless voice mail is where a phone call, like, a a message that you have prerecorded, it goes into someone's voice mail. It would ring once and it and it would go straight to a voice mail. So people would call back the voice listen voice mail and call you back. The robocalls the voice broadcast is a robocall. Once you've they first answer the phone, the message plays.

That one is is not as popular because it it got overused.

Sal: You you wanna hear what our our VM sounds sounds like?

Carlos: Yeah. Yeah. Go ahead. Got

Sal: it. Yeah. Let's do that.

Steve: So while we're pulling it out We

Carlos: use, and we use Leadblast Pro for that.

Sal: Leadblastpro.com. If that's what? 5¢ of delivery? Yeah. Delivery sold.

Is it better than Stratix?

Carlos: Oh, gotcha.

Sal: Is it better than message communication?

Carlos: Yeah. So the thing is this system has rebuild as well. This system has, like, like number suppressions. You can buy numbers because so they're the biggest trick. If you've done voice broadcast or RV This

Sal: is gold, by the way.

Carlos: If you've done RV gold. And for the first month,

Sal: it was great. It was booming.

Carlos: And then it stopped. It's not because there's more competition. The secret to this is because your number became likely spam. Spam. Your cell phone providers, they're smart enough to know what spam numbers are.

Sal: So Well, except MetroPCS. No disrespect. We we know a guy named Prince Patrick. He

Carlos: Bro, why are you dropping names out there?

Sal: He prides himself in saving money, and he still uses MetroPCS. But T Mobile just bought them out, so they might be Metro by T Mobile. Yeah.

Carlos: But so what happens there is they actually become spam numbers, and people don't even

Sal: Do not

Carlos: answer. They

Sal: don't possible spam.

Carlos: And people don't answer those.

Sal: The IDs. That's actually

Carlos: a trick. So what happens is you're supposed to recycle and replace those numbers at least once a month or once a week for forty five days.

Sal: Same with call calling.

Carlos: Call calling the same thing. We swap with the new systems we use, we swap those out. So and we have it has auto renewal, so it will renew that number for you.

Sal: And it's only a dollar a number.

Carlos: And and it ends unlike Mojo, like the other system where we're talking about the all in dialer where it's Zenko. Unlike Mojo, it's actually you can buy different DIDs and depends on the area codes, it will dial them out with that area code. It's smart.

Sal: Yeah. Like that. Blastpro.com.

Carlos: And then lead blast pro is for the RVM and voice broadcast. What it does, you can buy numbers. You can suppress If people press two, whatever, like, it's called IVR, and then they get removed from the list, you will never send something else to them or get charged for that them again. So you can avoid extra spend and you can avoid litigations because they told you to stop.

Steve: Alright.

Carlos: And all that is built in and has I mean, there's a lot of features. It's hard to explain them.

Sal: But This is what a simple RBM sounds like.

Carlos: Got it.

Sal: Okay? And we we by the way, okay. I'll just use this. It's fine. Hey.

This is John. You might have missed my call. And I know this is a bit random, but I was calling you in regards to your property to see if you're interested in a cash offer. If you are, please call me back as soon as possible. And if you're not, please disregard the message.

Thank you. That's kind of what I'm asking. Yeah. Very simple. Very simple.

Carlos: So there's this is one of many, but, yeah, this is simple. It's very simple. Straight to

Sal: the point.

Carlos: They call you back. So ringless voice mail Go ahead. I'm sorry.

Steve: Go ahead. So, you know, it's been seven, eight months since we last, did this interview. Mhmm. What does your organization look like now? So we have

Carlos: so we took out the pool table. No more pool table.

Steve: We expect No rematch.

Carlos: Yeah. So

Sal: Did I beat you?

Steve: I just say I wanted a rematch. Oh. Okay. Doesn't matter who wins or loses. You cannot

Sal: come into my house. Okay? See, this is what the thing that people don't understand is I humbly say, hey. Look. You know what?

I'm not really good at pool. I don't know if we wanna do this. Blah blah blah. But then as soon as they say, you know what? Let's put $20 on the table, $50 on the table.

I'm like, Sal, bring out Charlene. That's my $400 pool stick. Yep. Japanese boarskin.

Steve: Not bamboo?

Sal: That is not no. Thank god.

Carlos: But, yeah, we removed the pool table. Now we have more computers and desks full filled with people. So definitely our operation grew

Sal: by

Steve: real quick. I think this is an important question here. Brian Ball wants to know, do you change your message?

Carlos: Do we change the message? On your RVMs? Well, it depends. So we have a marketing machine that, took a few months to build. Mhmm.

And it's built in with Empodium where it's a it's a follow-up sequence. It's it has a timing follow-up sequence and what template to drop. So if we're reaching out the second time to them, then there's a different message now we're reaching out to. It's a follow-up message where where it's gonna sound like you are following up. Yeah.

Like, it's more personal rather than the same message blasted again. Right. And all that's built in within. That's awesome. Yeah.

Sal: We still got a bunch of people loving it. So I appreciate I appreciate the love, man. The love is amazing. Right? It's amazing.

I mean, they're still here. We got a 170. It goes up and down. But Yeah. So you guys.

Yeah. The love is amazing.

Steve: So acquisition guys. How many acquisition guys said? You you mentioned earlier.

Carlos: That's Carlos's, see, we're we work by department. So I'll let Carlos answer his department questions.

Sal: We work by seats, traction. But we're cofounders. There's no CEO. There's no COO.

Carlos: The biggest flaw in that book the best by the way, that book is is phenomenal. Right? That book will change our business. It's called Traction. But the biggest flaw in that book, it talks about a visionary CEO.

It talks about pretty much a floor mop. Mop. Floor mop or like the CEO or like it's both co founders co founders because they both think for themselves. They both bring the business together. I think that's the maybe that's his personal thing about this, but that that book is the best book when it comes to automating your business, systemizing and like talking about business.

Yeah. But I think that's the only flaw in that book.

Steve: Right.

Carlos: Because a lot of people would because we had some some consulting with some one on one people that wanted some consulting with them. And we they would like they would be in a certain seat and believe it or not, we had to reverse roles because they're like, you're good at this, you're good. And they were fighting it. They were fighting them going to the other seat because of the book makes them feel like it's it's like like, lower and lower in themselves to it. You know?

Yeah. So that that's the only thing I can say about that. But go ahead, Carlos. How many acquisition

Sal: and so we have here. Let me see. And I'm trying to I'm trying to answer as many, questions as you can see as I can. Right? I do.

Steve: I see that.

Sal: Because I am a servant love, like, trying to get back to everybody all the time. So, we have, we have Tito. We have Alex. We have, Adrian. We have Sam.

We have, Carla who just came on. Am I missing somebody for acquisition?

Carlos: Well, we have John is is like a I would say he's he's on his way to be an acquisition right now. So I don't

Sal: know if

Carlos: what do you call him? Acquisition?

Sal: I would say right now, you know, because we had seven, and we, just cut it down. So we have, like, six solid acquisition specialists. Mhmm.

Carlos: But we have four follow ups.

Sal: And then we have four follow ups slash lead managers.

Steve: On top of the acquisition.

Sal: That's a whole different ball game. Wow. Whole different ball game. They're

Steve: everyone's really specialized now.

Sal: Oh, yeah.

Steve: Yeah. That's awesome. Yeah.

Sal: Yeah. Yeah. So, now now we we're equipped to handle I mean, we have two

Carlos: two admins now. The hard way.

Sal: Yeah. Like, we like to spend a bunch of money and lose a bunch of money until, like, it just slaps us in the face. You know what I mean?

Carlos: See, that's why learning from someone else. Like, guys, we're we're telling you this. So we're learning curve. Yeah. Because we spend a lot of money learning that.

So Right. You know, the hard we learn the hard way.

Steve: So about this position?

Carlos: How are

Steve: you guys disposition property right now?

Carlos: So equityfuse.com is our disposition company, and, we actually, help other people sell their we just launched this, like, this year, technically, publicly. We're selling our properties through that, and now we help other investors. So part of part of the real estate, wholesaling game, a lot of pea a lot of people are wholesalers. They're they're hustlers. All they do is find the deal.

Mhmm. And it's it's problematic to actually run a transaction. You need a transaction coordinator. You need someone to sell the property, present it well, and plus get you more money. We've actually helped help people sell people sell properties before and get $10.20, $30,000 extra where they were gonna get because the way we run our business.

Right? We actually a whole department to sell properties. So and then because people kept coming to us to help them sell their properties, we're like, okay. Well, that makes sense. So we launched equityfuse.com where we actually help them sell the property and we don't split the profit.

We just take a small portion, percentage of that. And we actually someone was gonna make $7,000. We made $35,000, and we took a small portion of that, and and they made a whole lot more. They didn't even have to do anything. They didn't have to have to do a transaction coordination or anything.

But forget that We have our own, transaction.

Sal: We do what everybody else does. We blast, we we blast out, and we're working on a few things to, to improve that. Also, we're constantly working with our marketing team.

Carlos: So we do soft fashion style.

Sal: You you said what does our company look like now?

Carlos: Mhmm.

Sal: We have a marketing team called, it's not it's Efren. Efren is literally like the backbone, like the digital backbone of our company. Mhmm. This guy has built all our businesses, digitally. This guy, Gold Level Media, he handles our he handles, like, billboards.

He handles, I mean, everything you can think of. Right? He handles SEO. He's pumping out a 100 articles a month now for us. It's amazing.

You know what I mean?

Carlos: Yeah.

Sal: He and his team consists of, like, probably, like, I don't know, 10 people, 12 people.

Carlos: Well, I don't know. The run out is at nine people strictly. And then

Sal: Without VAs, though.

Carlos: Yeah. Without forget the VAs. The VA we have a bunch of VAs that are working with them, which he was fighting for the longest time. I'm like, you need to hire some VAs Yeah. And so we can systemize some things.

And he was fine, but now he's like he's in love with it. And all these people, plus Dave, so we have 10 people, are dedicated only for our businesses, digital. Digital. That's that's just a digital divide.

Sal: Account acquisitions or dispositions or follow-up managers or transaction coordinators or Isela. What is her what does she want?

Carlos: She's an admin. So she helps out she helps out the the marketer, which is Dora and the transaction coordinator.

Sal: Just brought in, Britney.

Carlos: We brought in a yeah. Britney is gonna change the game. She's she's literally KPIs. She's doing KPIs projections

Sal: for, like, a COO. She's, like, a part time COO right now. So She's

Carlos: gonna be full time in, like, three months.

Steve: Yeah. Awesome. Yeah. Well and I know, like, I was in your office not too long ago. And when I was in there constantly, there was someone talking to a seller.

Sal: Mhmm.

Carlos: So I

Steve: know the system works.

Carlos: Absolutely.

Steve: I know the data is good. Numbers are good. Your system is is just it's crazy good. So what markets are you guys in?

Sal: Well, Arizona. So, you know, Arizona. Just to buy everything in Arizona. Some parts of California Mhmm. When we we haven't you know, we we're not in, like, the LA area, anything like that, or San Francisco.

We're in the smaller markets in, California. Mhmm. We are in, Nevada. Right? We're in Vegas, Henderson, a little bit of Reno.

We're in Texas. We're in San Antonio. We're in Houston now. We're in Dallas, we're expanding. We can't really say where we're

Steve: expanding to.

Carlos: New markets

Sal: or three

Carlos: more new markets, actually. Well, Houston, actually. Three more three more markets.

Sal: So we'll we'll definitely, I think once February comes, we'll we'll probably be in about 12 to 15 markets Yeah. God willing. Okay. Awesome. Sexy.

And it takes a lot of work. Yeah. And it takes a lot of time, and it takes a lot of money. Well, I

Steve: think the key to right? You said this earlier is that you master this market, and then you get virtual.

Sal: I'll tell you this much. We have not mastered this market because it's not like we have

Carlos: The most deals here.

Sal: We we don't have the most deals here. And not only that, we don't point all our marketing canons here. Like, we can literally point all all our marketing canons into one market and just, like, sit back. Right? But we are you know, we're national cash offer, and our goal was to be in several markets.

You know what I mean? So, unfortunately, it goes against our model. Right? Because I would love to just just focus everything in Vegas. At one point, we were the number one, you know, wholesale company slash investment company in Las Vegas.

You know, we're I I would say we're one of the pioneers to go there. There. Mhmm. We went there before, and then Jared went there, and other people started following. You know what I mean?

And, and, you know, props to them. I mean, again, everybody's winning. There's definitely plenty for everybody. But, you know, we're we're we're not just in one market. Sometimes I do wish that we can just focus on one market.

You know?

Steve: So Bryant will ask another question. So do you guys do an RBM draft for every number for each lead?

Carlos: Yes.

Steve: There you go. Simple.

Sal: So questions, by the way.

Steve: Monthly marketing budget. We talked about 80. Was it 80 for Google?

Sal: Yeah. I would well, which we we we did half a million PPC.

Steve: Last year.

Sal: Last year.

Carlos: There was a lot of testing, though. Yeah. A lot of trial.

Sal: For the first six months

Carlos: Mhmm.

Sal: Our website was trashed. Literally, like, our website, like

Carlos: Some bad people got into it and Yeah. We were in the real building. Yeah.

Sal: Oh my god. Sucks. It was it was

Carlos: Well, I mean, we hired some bad people too that didn't know what to do. And, so definitely mistakes on our end, and that costs a lot of money with Google because

Sal: Google penalizes it. Cost of doing business. Yeah. You know what I mean? I would say we're anywhere between 80 to a

Steve: 100 consistently every single month. Okay. And then total overhead, everything all combined?

Sal: We I'll tell you what. Our magic number is 30% where Sal and I are, you know, at a 70% margin for ourselves. Mhmm. That's always our I mean, he I don't know. He would know more, you know, because he handles more on

Carlos: It definitely went over because they'll allow testing, but that's the goal. Yeah. We we had that at one point.

Sal: Any any yeah. Any successful, wholesale slash investment company out there, you wanna try to keep it on the 30%.

Carlos: Expense wise, not profit. Like, it was coming up.

Sal: Expense wise.

Carlos: Overall, it's 70% profit, but that's very, very, very hard to reach.

Sal: But it's it's feasible.

Carlos: It's it's very tough when when we're expanding so hard. So but we did that. Right.

Sal: Yeah. We did that. When we, when we first went into San Antonio I mean, every this is why I say it, you know, virtual wholesaling is not always sexy because you have to set up operation. You know, you have to do recon. You have to set you have to have the right title people in place.

You have to have the right boots in in place. You have to have the right buyers in place. So many local people.

Carlos: Bull you around, you know, they, you know, trash

Sal: talk to you. You know what I mean? It's bad. But it's okay. If we made it work, we're still there.

Steve: And that's that good old boys. Right? No matter where you go, you got the good old boys network. Yeah. Alright.

So we talked about RVMs. Right? We talked about Call Geeks. We talked about where are all the different services you guys

Sal: Magnus. So magnusdigital.com. When I say that we are the number one did like, for sure, real estate pay per click company in the entire country Mhmm. We are the number one, pay per click company in the entire country. We have

Carlos: enough data.

Sal: You can ask our clients. You can ask our clients. Our it's called a CPC.

Steve: Mhmm.

Sal: Our cost per conversion compared to the GeoFlips out there, the LightMark's out there. Right? Our cost per conversion beats them by, like like, 50%.

Steve: Yeah.

Sal: So I'll give you an example. You know, if you're spending $400 in the Bay Area, you're spending under 300 with us in the Bay Area. If you're spending $201.80 in Phoenix, you're spending from 90 to $1.00 5 in Phoenix with magnusdigital.com. So magnusdigital.com, I'm I'm a firm believer. I feel like we have the best, you know, the best out there.

Why? Because we spent over $800,000 on research and development. You know what I mean? And we have the guy We spent half 1,000,000 last year alone.

Carlos: And, you know And the guy that that was working at Google for eight years or nine years now, he he multimillion dollar marketing firms consulted with him for their PPC. Yeah. Now he's part of Magnus Digital.

Steve: That's awesome.

Carlos: And, and, another service we use is skip tracing. Skip tracing is a big thing. Mhmm. People always talk about it. Yep.

We just need to skip needtoskip.com. That's, needtotoskip.com. That's what we use in that. Everybody skip traces nowadays.

Sal: It's it's credit it's them. It's credit bureau data. Credit bureau data. Anybody that uses need to skip. Anybody that it's Cody Butler.

Anybody Cody, I'll get right back to you. This kid is crazy, YouTuber guy. Yeah. Makes, you know, 6 figures every month. But, anyway, anybody, I've I've it's credit bureau data.

We stand. We use it to this day. We have used, TLO. You know, we use TLO for, a year and a half, two years. What we don't like about TLO is there's a monthly commitment.

There's a monthly commitment, and, you know, it's we just we we don't wanna be tied down to having to spend a certain amount every single month. You know what I mean? So, we use need to skip.com for, to retrieve all our data or as far as skip tracing all our data. If you for raw data, we highly, highly, highly recommend ListSource. We, recommend rebal gateway, propertyradar.com.

If you're not, you know, if you're not gonna if you if you're a bunch of little tight

Carlos: you know what I mean? Mostly

Sal: West Coast. Right?

Steve: Yeah. Mhmm.

Sal: So, anybody guys, if you just need to skip.com, you know, let us know if how successful you've been. There's people there's a guy that literally prepaid, need to skip.com yesterday. Right?

Carlos: Like He said, 20 k, I think or something.

Sal: Yeah. Just because.

Carlos: So we we advise people to spend some money, prior no. Actually, before that. Prior to the new year so they can save on taxes.

Sal: Right.

Carlos: So a lot of people went out there and started spending money, I guess. Because we did it. I mean, we're we fronted a lot of money to save on taxes. You know, it's tax deductible. You can mail you can send mailers.

Steve: Jaime had a question. How much does it cost per deal in each market that you guys are in?

Carlos: You know what? I'm get I'm the I can get back to that post. You would know Because we

Sal: are She's still doing the

Carlos: numbers for the last three weeks. Mhmm. We're doing like this crazy KPI Excel sheets that does every single thing.

Sal: We're gonna know if somebody farted How much that farted. And it cost us money. We're gonna know what they ate and how much money they spent on that food.

Carlos: Because we're actually splitting it down by market and by by what marketing channel Mhmm. And how much it costs exactly. Like, we're gonna go so deep down to know exactly what our dollar went to.

Steve: You guys aren't using Adam Data anymore?

Carlos: Adam Data, we we do use Adam Data, but it's it's pretty much list source, but we got grandfathered in. They're more expensive than list source. You can get list source cheaper Mhmm. Because Adam Data doesn't doesn't have the grandfathered plan anymore.

Steve: Mhmm.

Carlos: And, so but And that's sad. So that's why I wouldn't I would say use use ListSource.

Sal: Yeah. Haim, we'll get you we will get you those numbers, brother. Okay? Let us let us finish our we're we're doing our end of the year stuff, and we'll we will get you those numbers.

Steve: So I wanted to, give an opportunity here. So you guys, are doing something with Rafael this month. What's that?

Sal: Yeah. Oh, man. So for those of you who don't know who Rafael Vargas is This guy's a powerhouse. He's he he's a power house, and we're we're forming you know, we're he's first of all, he's a he's a brother in Christ. Second of all, he's a really good friend.

Okay? We have shared a lot, like, with him, and he shared a lot with us. And and we're not just talking business. Like, we're talking, you know, spiritually, mindset. This guy's a powerhouse.

And, we're gonna be speaking at his event, which is gonna be just mind blowing. He's gonna have his multi, multibillion dollar, mentor there

Carlos: at And business partner. Yeah.

Sal: Yeah. Actually, I don't know if I was about to say that. Anyway, he's gonna, yeah, he's gonna have he's gonna have some, a really, really, really solid event, January 18 in Tampa Bay, Florida. And, I'm looking forward to being there in Tampa. If you're in the area, come by, say hello, and it's gonna be amazing.

So January 18, we will be at Rafael Vargas' event.

Carlos: However, we do have, well, I know he's gonna Following that. Yeah.

Sal: He's gonna talk about that.

Steve: So we also got the meetup tomorrow night at McVay Brewing.

Sal: Yeah. Let's do it.

Steve: So 04:30, you guys show up because last month, we did it with Jamil, and we actually had to open doors that weren't meant to be open so we can fit people.

Sal: Okay.

Steve: So you got another challenge tomorrow night.

Sal: You know what? God willing, if it's in his will that we we pack that house out, then that's what's gonna happen.

Steve: And then I hear that there's an event in February. Momentum.

Carlos: There is. There's another all in REI.

Sal: This is gonna be

Carlos: It's called momentum.

Sal: I'll tell I'll tell you this much. Just like anything else that Sal and I do, we try to get better and better and better. The second event was better than the first event. The third event will be better than the first two events combined.

Steve: Yeah.

Sal: Okay? So if you're look if anybody out there and we're we never really advertise wholesaler or investor and you're looking to to build a company. Right? Because how many wholesale or individual wholesalers do you know? How many individual investors do you know?

But how many wholesale companies do you know? How many wholesale investment

Steve: Like, a handful of

Sal: Exactly. Right? So that is what we we try to, to teach, at the event. Go ahead.

Carlos: And to know more about it is all all in flipping.com. But we have a special guest in this one. Yeah. I'm gonna Yeah. Go ahead.

Yeah. So guys, if you know this man is raw, this man has been in the game for twenty years. He's been through crashes. This guy will tell it how it is, and I love this guy. He's a personal friend of ours.

Nick Reese will be in there. And if you guys don't know what Nick Reese is, please look him up. Nick Reese I'll be quite r u y z.

Sal: I I learned a lot. Like, this guy is one of the most

Carlos: deal was because of the book.

Sal: Nick Reese. Yeah.

Carlos: Flip by Nick Reese.

Sal: The book. I learned so much from this dude. This guy runs a very simple operation in Wisconsin. That's not why we're bringing him in. We're bringing him in because of his mind.

This guy has written two books

Steve: Mhmm.

Sal: Flip by Nick Reese and Success from Scratch. Right? This guy's entrepreneur mindset is out of this world, out of this world, and that is the value that we're gonna bring to that event.

Carlos: And he still goes to a point in himself. Yeah. That should tell you how

Sal: much His operation is totally different, but I will say this. Guys, if you've ever, yep, Nick Reese, if you've ever attended the All NREI event, how powerful is it on a scale from one to 10? How powerful is it? And I'll say this much. If you're looking to take your yourself from being a wholesaler or investor to a company and you're tired of making 10,000, 20,000, 30,000, 40,000, 50,000 a month and you wanna produce 6 figures monthly, you need to be at this event.

And this is what I'll say. I'll say something that nobody else ever says. If you do not get the value of this, at this event, will we refund them the money?

Carlos: I'm happy to refund it.

Sal: Yep. If you don't get the value alright. If you make the investment and to come into this event and you don't get the value, I will write you a check that same day.

Steve: So here's what I'll add. There's two things here. First, my buddy, Pace, who we talked about earlier.

Sal: He came to the event? He came

Steve: to the event. And and I talked to him afterwards. Like, dude, that event was crazy. So

Carlos: He actually came to the

Sal: office. Good.

Steve: He said

Sal: Someone says it's crazy. He said, you

Carlos: don't get your money. Charges this much. If you if we if I paid you guys a $100, that would have been that would have been,

Sal: a My boy, Ed, Ed in the same worth

Carlos: it would be worth him more than a $100.

Sal: Yes, Ed.

Carlos: He literally said something like that. I went to our office. Yeah.

Sal: On a scale from one to 10, Ed said 20. Gabe Gabe says you guys definitely over delivered at your events. Oh, okay.

Steve: What's

Sal: up, Antoine Campbell? So, can't beat that. So yeah. Anyway So that's

Steve: the first thing. Second thing was, we've been talking for an hour and a half. Imagine what you would gave you to spend a day a whole day with these guys.

Sal: I think it's more than one day.

Steve: Oh, more than a day now.

Carlos: It's 02:12. It's almost three days. So it's two days the every time we go over so the first day usually, like, thirteen hours. Second day is, like, twelve, thirteen hours. We did that's for the twice we did that.

And there's a mixer the day before.

Steve: Yeah.

Carlos: So Yeah. It's straight content.

Steve: So imagine twenty four hours, right, versus an hour and a half of today. So that'd be that that would just be totally nuts.

Sal: Anybody that knows us, anybody that knows us, knows that we love to over deliver always in anything that we do. So, God willing, we get to meet a lot of amazing people. And not only that, but, again, this event is not just about business. Yes. You're gonna learn a blueprint and a formula that's gonna take you know, you're gonna have this for the rest of your life, first of all.

Carlos: It's about leadership.

Sal: And you're gonna learn this stuff on our expense. We already spent all we already spent a half $1,000,000 on on Google, you know, a few 100,000 on cold calling. You know what I mean? Like, we already spent all that.

Steve: Yeah.

Sal: We're just gonna say, well, this is what works. Here you go. That is what you get at this event. Yeah.

Carlos: You know what I mean? But it's an actual like, there's screen that goes, like, in details. Like, a lot of people just talk. This is not, like, all all feel good type of thing.

Steve: Right.

Carlos: This is actually, like, step by step, like, deep in details how to do these things. So that's what make I think that's what makes this event different, than others. Because others just wanna make you feel good. Oh, rah rah

Steve: rah rah rah rah.

Sal: There's no rah rah. This is about changing your life

Carlos: Yeah.

Sal: Mentally, spiritually, and and financially. Yeah. That's what this event is about. It's not, you know, your get up, and let's do 10 jumping jacks. You know what I mean?

Steve: Rub your shoulder. Rub your neighbor's shoulder.

Sal: If you're if you're looking for that kind of event, I call them the weekend warriors. You know? They they go to these seminars that just make them feel real good. This is not your type of event. Will we have high energy there?

Yeah. Yes. We will. You know? Will we have high production there this time around?

Yes. We will. But most importantly, if you're looking to change your life mentally mentally, spiritually, and financially, this is the event for you, February.

Steve: It's gonna be awesome. What is the greatest lesson you've learned in the last six months?

Carlos: And I said this the other day. I don't know. I wouldn't say the last six months. I just say in general. Mhmm.

And this is bad because following this question. So learning, I mean, my life at least, because this business, we learn a lot. Like, we want to, like, we spend money on our education, but because I've been in business for ten years and maybe even eleven. Earlier on when I first started business, I should have known better to think that I know it best. I because I always thought I know it best and I can learn it myself rather than learn from someone else that that that did it better than me.

Right. And that probably pushed me back a few years. And you know what? That that would that's a big learning curve.

Sal: I'll tell you this much too. Invest in your education, but most importantly, invest into the right people. You can ask our mentees, Tiffany Burns out of Columbus, killing it. Right? Mhmm.

Keith Everett and Lenny out of, out of Alabama, killing it. Ace and, and AK out of DC, killing it. Miguel and Peter out of Charlotte, killing it. We stopped at four mentees. We were like, oh, we're gonna do 10 mentees.

In order for us to be able to deliver if this was all about the money, I would have taken on 20 mentees, but it's not.

Carlos: Yeah. We stopped at four.

Sal: We stopped at four. Why? Because we wanna make sure that we do what we say we're gonna do.

Carlos: We would deliver.

Sal: So invest into your education, but don't be a victim, like a lot of people. They invest $50,000 into I won't say the name. And they invest $30,000 here, blah blah blah blah blah, and they don't get

Carlos: They don't even know the return. They they don't even know about list stores. If they do they're lucky to know about list stores. That's it stops there.

Steve: Right.

Carlos: There's no strategies. There's nothing behind it, and that's very sad. Now people are being taken advantage. They take credit cards. They open up a credit card for them or a credit line.

They take their money and off you go. Alright. And that is sad.

Steve: They stock you

Sal: in the

Steve: back of the back of the conference room.

Sal: You know what?

Carlos: Oh, absolutely.

Sal: Credit is that doesn't sit well with us, man.

Steve: No. I'm with you. I'm with you.

Sal: That doesn't sit well with us, man. Honestly, it it just doesn't, and it never will. It never will. You know? Because that see, in my opinion, you're not gonna be around too long.

Steve: I know. Sounds good.

Sal: People keep dropping people keep dropping names. And you know what? They have the right to. They have the right to to they could if they felt misled, misguided

Carlos: I wanna see.

Sal: By people, by certain, you know, entrepreneurs or influencers in the world, you have the right. You spent the money, so you have the right to say, hey. You know what? This didn't work out for me. Yeah.

You know what I mean?

Steve: So official details again for the Tampa event?

Sal: January 18, we will be in Tampa at Rafael Vargas' event. Yes.

Steve: Alright. Any interesting failures in the last six months?

Sal: So?

Carlos: Learning curves or failures?

Sal: Failures.

Carlos: I don't know. Last six months.

Sal: Guys, this man has been on this podcast for over god knows how long. Some love some love and some hearts. If you appreciate Steve and everything he's doing for the real estate community and the entrepreneur community, can we get some thumbs up? And I know this is delayed on my phone. I don't know if you got a live.

Steve: Oh, yeah.

Carlos: Yeah. I don't know. I I can't think of a failure in the past six months. In our life, definitely have. But You know what?

Past six months, I don't know.

Sal: I would consider, failure to balance. We have to continue to try to balance ourselves even more.

Carlos: Abs okay. There you go.

Sal: Yeah. Balance.

Carlos: Yeah.

Sal: Balance. We run ourselves to the wall. When you love what you do, it's easy to Yeah.

Carlos: And you know what? That. I'm I'm I'm recently engaged and

Sal: But there's never gonna there's there's never gonna be a balance. Go ahead and finish and then I'll talk about it.

Carlos: So I'm recently engaged and, you know, it is getting married soon is is, you know, an adjustment. Mhmm. So I don't know where that's gonna take you, but, you know, you're supposed to balance yourself. I saw love love

Sal: love love come in.

Carlos: Business business and and, you know, happiness and business, they kinda correlate with each other because it's it's if you love what you're doing, you know, and success happiness is ultimate success. So it's gonna be tough. You have to have the people around you to understand that, you know, you know, the significant other. Thank God. You know, God gave me someone who understands, like, when I'm at work, I'm at work.

And you know what? His significant other, I've known her for years, and I think, we weren't we we couldn't be doing what we're doing without her support because she understands so much that she herself helped us early on the business as well and still continues to do, like, when she's she's a she has a lot of wisdom. And you know what? He he had to, like, maybe do some extra work to get Gary to understand that because, you know, we're trying to do something. We have our vision, but our significant other is not in the room with us.

Yeah. Sharing the same thoughts. Not like as as Ross is.

Sal: We are each other's significant others in business. Right?

Carlos: So and you know, when when it's happening in the business, we understand each other. But when you try to relay that message to someone else, it's kind of tough.

Steve: Well, it is definitely tough. And I could tell you one of the things I do is I'm addicted to my calendar. And so I put on my calendar. Right? It's 05:00, taking the girls to Kung fu and then piano.

Like, that's on Wednesday. That's it. Non negotiable. Boom. Non negotiable.

Kung fu,

Carlos: So Kung fu.

Sal: Alright. Let's let's admit this one thing. As entrepreneurs, we can talk about balance as much as we want. Mhmm. But the fact of the matter is it's it's never really gonna truly happen, but you just gotta keep striving for it.

Right? Yep. I mean, we're always gonna be working Or Doctor. Haim. We're built we're built different.

Our DNA is different. And you don't obsessed. We're obsessed, and you don't get to become a massively successful person unless that is in your DNA.

Steve: Yep. Right? Absolutely. Is there anything you wanna leave these guys with?

Sal: Yeah. I can, let me let me say what I let me say my piece, and then you can say your piece. Is that okay? Unless you unless you wanna go for it. You say it.

Carlos: I'm okay. No. I'm okay.

Sal: I'm I'm fine. I've been talking first.

Carlos: You say

Sal: it first.

Carlos: I'm okay. I have nothing

Sal: to do. You say it first. You've been working You say it first. You say it first.

Carlos: So reading reading this book recently has changed, like I mean, obviously, every every book we read, we say change our life. But Yeah. I'm gonna say this, guys.

Sal: Can I say this to babe, can you you call me twice, babe, and you're on you're on you're watching Steve's show? I will call you after the show.

Carlos: So Outwitting the Devil, this book is is amazing. And so I learned this the other day I said it too. Be so being a lot of people think of being selfish is bad or being and being selfless is good. Right?

Sal: Mhmm.

Carlos: So be selfish and selfless at the same time. And I'm gonna break this down. Be selfish in self development and improving yourself, but be selfless in helping others and bringing joy to others. Yeah. And a lot of people think, you know, going into business, doing them, you know, doing them is being selfish because they can't understand what you're doing.

That's not you being selfish. Because that that's that's actually being selfless in a way, but be selfish in trying to teach yourself and trying to improve yourself even though you're putting yourself away from others.

Sal: Mhmm.

Carlos: Because later, you're gonna be selfless helping them.

Steve: Alright.

Carlos: So that that's what I can leave someone with.

Steve: Selfish and selfless.

Sal: You can't Absolutely. You can't help others if you're not in a in a position of of being It's

Carlos: so much easier to pull someone up than pushing them up.

Steve: Yeah. Yeah.

Carlos: So much easier.

Sal: And I'll say this. Right? To all my people out there that are looking to massively scale themselves and those around them, right, have the vision. Okay? And then so you have the vision.

As an entrepreneur, we're visionaries. Right? We're visionaries. So you have the you have the vision, and then you gotta create the vision. How do you create the vision?

Right? You have the vision. You commit. Okay? You sacrifice, and you never give up.

It's literally those steps. Think think about it as an entrepreneur. Right? Yeah. Yeah.

Vision, commitment, sacrifice, never give up. If those four things happen in your life, you're gonna be successful. You're unstoppable. You period.

Carlos: And read that book, guys. I didn't finish. Read Outwitting the Devil.

Sal: The Devil and Napoleon Hill.

Carlos: Your life.

Sal: It is the scariest book out there, but it is definitely one of the most pal I actually like Outwitting the Devil

Carlos: more than Think and Grow Rich.

Steve: Oh, absolutely. Yeah.

Sal: That book, they're both And somebody asked about books earlier. Secrets of the Millionaire Mind by T. Harv Eker. Game changer, reprogrammer for me personally,

Carlos: you know. And traction for sure.

Sal: But if you wanna keep it simple, you know, I would yeah. Attraction's great for, like, any business owner already active Mhmm. Out there. But, Outwitting the Devil, you know, Secrets of the Millionaire Mind, these are these are powerful, powerful books.

Steve: Yep. Yep. So, guys, again, don't forget, we got the All In Flipping, twenty second. We got the meetup tomorrow night at 04:30. And if you guys love this show, please share it.

Get that message out there because people need to hear it. And, follow Carlos and Sal on Instagram because this is where they're dropping knowledge all the time without solicitation. That's it. Thank you, Steve. Thank you, guys.

Carlos: Thank you so

Sal: much. This

Steve: was fun. Awesome.