Cody Purtle & Jared Graves Share How They Went From $300k+ in 2019 to $1MM+ in 2020

Steve Trang: Hey, everybody. Thank you for joining us for today's episode of Real Estate Disruptors. Today, we have Cody Pirtle and Jared Graves with Relia Home Buyers, and they flew in from Houston, Texas to talk about how they went from 300 k last year to over 1,000,000 this year. If this is your first time tuning in, I'm Steve Trang, founder of the OfferFastHomes app, the only MLS for off market wholesale properties, and I'm on a mission to create 100 millionaires. If you get value today out of the show, please tag your friend below, share this episode right now, comment, do whatever you can to help us grow our audience.

That way we can all grow together. And this is a live show, so please ask your questions for Cody and Jared to answer. You guys ready?

Jared Graves: Let's do it. Absolutely.

Steve: Alright. So starting with Cody, what got you into real estate?

Cody Purtle: So I'm from a small town in Louisiana, and, I worked in oil and gas for majority of my life, after school. So, did that for a little while. I worked with my dad and then worked my way up to, a, you know, bigger job. I was working offshore. And, you know, '20 around 2016 is when whenever the oil and gas started slowing down a little bit, and, I was about to get laid off.

So I had a year to, basically prepare myself, to find something else. So I had a good friend that I worked with at the time. He was flipping houses. And, he was always happy, man. So I asked him.

I said, why, you know, why are you so happy? You know? We're to get laid off, about to lose our job. And he was like, man, I'm I'm gonna be alright. You know?

You know, I'm flipping houses. And I was like, you know, tell me more about this. This seems interesting. So, he got me to read some books, Rich Dad Poor Dad and Think Grow Rich. And then, he told me to go look at, you know, BiggerPockets, listen to some podcasts, look at the forums.

So, I saw wholesaling, flipping, and, you know, buying rental properties. So I started leaning towards more buying the rental properties. And then, you know, I bought my first rental a week after I got laid off in, December. Yeah. I literally, I got I got laid off, and then I was scheduled to close on this property in a week.

So I still closed on it. I still got that today. So, yeah, man. It started with that. Then I moved to Houston.

Steve: Okay. So it wasn't Jared, that friend, that happy friend?

Cody: No. No. No, man. So I I moved to Houston, and, I worked in little, you know, some few odd jobs. I did, collections, worked in car sales, stuff like that just to try to get by.

And I ended up starting a trucking company with a good friend of mine. So I did that for a little while and ended up hating it, man. It it it I felt like I was back in the oil field. You know? And then hurricane Harvey came around in Houston.

So that hurricane did a lot of damage in Houston, and, I was like, well, you know, I knew knew about this wholesaling thing, you know, just from reading. You know, once I find a subject that I really like, I I could, like, dive into it. You know? And, I was like, maybe this is my chance to start wholesaling. So, after Harvey passed, it took me about, like, a month.

I, I bought a bunch of bandit signs. You know, we buy houses. Yeah. And, dude, at, like, 11:00, 12:00 at night, I was going out there just putting them out, you know, just seeing what I got. So it took about, like, two to three months for me to get my first deal.

And then after that, man, it's just all uphill after that first check.

Steve: When did you start putting in that bandit size? Was it twenty seventeen then?

Cody: It was, twenty seventeen.

Steve: Got it. Yeah. Okay. So you heard about the wholesaling thing. Yeah.

You were aware of it. Right. But you did not pursue it.

Cody: Right. Because I didn't know. I I was like, oh, I'm a tie up this property, you know, put it under contract. What if I can't close on it? Yeah.

Right? So I didn't I didn't know anybody else that was doing it. Mhmm. So it

Steve: was the fear.

Cody: Yeah. It was a fear.

Steve: Got it. And then you got in, and then you start putting out banded signs. You had success right away, or is it just like

Cody: No. It took about two to three months. Got it. Two to three months before I got my first one.

Steve: Got it. Yeah. Alright. How about you, Jared?

Jared: Man, so, similar story to Cody. Right? So I, stuck was in oil and gas. Excuse me. Fifteen years, oil and gas started pipelining, here in North America.

You know, family thing. My brother-in-law got me in the business. And, eventually, that kinda moved into deepwater oil and gas. So, you know, it's pipeline is like a real rough thing. Right?

You know, you're roughnecking. What we were doing is, you know, laying the pipe, hydro testing it. You know, we were, cleaning, drying it, pigging it for all the pipeliners out there. We were pigging the pigging the pipelines. What is pigging?

So what what what what construction pipelines do is they lay them. Right? And then they weld them. And then what? You fill them with water, hydro test them to make sure there's no leaks.

Mhmm. And then we shoot them with air, and then it's a object called a pig, what we call a pig. And then we shoot it out, and it dewatters the pipeline.

Steve: Got it.

Jared: So, you know, basically, like, testing the pipeline to make sure its integrity is good. Right? Mhmm. And that you know, we were doing city to city, state to state. You know, I would be home for a week, gone for, you know, ninety days.

You know, we're going to the mountains. We're going to New York. We're going to Florida. We're just going everywhere. Right?

And it was very sporadic, and there was no schedule. So, you know, I'm the, you know, father of three kids, you know, and I was married at the time. And, it was very sporadic for me. So I, similar to Cody, you know, I tried to get out of it a little bit and try to do this, try to do that. I was trying to do some iron work stuff.

Couldn't really find my way outside of the oil and gas. So I found myself back in oil and gas on a rotation on the rigs, you know, here in the Gulf Of Mexico down, you know, in in Texas and Louisiana coast. So Louisiana kinda became my home away from home. And, you know, eventually, I had to take custody of my kids, and I became the primary parent, and I got a desk job. And I was so I was kinda, I don't know, so to say, forced into it kinda.

Because when I got confined to four walls, I was the, you know, the vessel superintendent dude, the project manager, you know, you know, you know, getting a project off off the ground, loading it, you know, moping it up on a boat, welding it, getting it off, going to operations, finishing the complete project. Right? And that was me. And, you know, I had the camaraderie with the guys out there in the field. And then when I got confined to four walls, you know, I did well there.

But What did you do? And then with the four walls? Project I was a project

Cody: manager.

Jared: Got it. Yeah. So they, and I basically told them. Right? I was like, hey.

You know, I've gotta have a desk job or I gotta go. I gotta go find somewhere else. So, you know, my company gave me a desk job. They gave me 50% pay cut, and and I had to do what I had to do for the kids. Right?

So, you know, there's structure for them. I was home with them. Did that for about two or three years and, got real bored. It wasn't challenging. You know?

I'd I basically did the paperwork that my project manager did when I was offshore.

Cody: Mhmm. You

Jared: know? And I was like, man, I wanna wanna go beat out with my guys. You know? I wanna go out into the field with them, and it just came real boring. And, you know, I started looking at, you know but my $4.00 1 k started growing.

Right? So I wanted to start putting that money to work because I found out that you could take a loan out. Right? So ventured off into some investments, and then, you know, stumbled on real estate and, you know, buying a rental and, wasn't as glorified as what I thought it was. You know?

Yeah. You know? Water heater went out, AC went out. I was like, man, I'm not getting anybody on this. And, I came across Chris Roode.

And,

Steve: Oh, really?

Jared: Yeah. Yeah.

Cody: So

Steve: And you were his neck of the woods. That's right.

Jared: Yeah. So, signed up with him and, never looked back. And then when it the the light bulb moment to figure out what wholesaling was was like, oh my god, man. This I cannot believe this is legal.

Cody: You know?

Jared: I was like, so I went ham on it. Right? I just listened to exactly what he said. Right? And he said, if you don't have a buyer's list, you're good at sales and negotiation, just go start get a cold car.

You know, I had money. Right? It was a time money thing. So, you know, I I didn't have a lot of time, but I had a lot of money. So I went out, hired cold callers, started filtering lead, fell in my face, didn't know how to close them, you know, did what I knew, a earnest buddy and all this was.

Yeah. You know, I I butchered a lot of appointments, you know, but, I didn't have a buyer's list, and that's how, you know, me and Cody linked up. So I was cold calling. We buy all the houses, wholesaler, you know, signs, and, tracked him down.

Cody: He was a a

Steve: so you were a lead for him.

Cody: Yeah. Yeah.

Jared: That's right. I brought him I brought him, our first deal. It was a duplex. I was gonna make, like, a five k spread on it. And, you know, that was gonna that was gonna be it for me, you know, but I shot it to Cody.

Finally gave me the time of the day. I had to track this guy down, man. And, He's a

Steve: big timer.

Jared: That's right. He was. He was he was doing deals. You know, he was doing deals and this new old seller trying to call him.

Steve: Right? So you're this is around 2017 or 2018.

Jared: The very 2018.

Steve: Right. 2018. Yes. So you guys have come a long way really, really fast.

Jared: Yeah.

Steve: Yeah. Alright. So '18. So then let's go back to your side. So two, three months before you got your first deal, what was your first deal like?

Cody: Man, it's I I picked it up, from a band of sun. It was a flooded house. And, I actually you know, I didn't know what I was doing either. You know? I I reached out to some friend that I found on Facebook that he was always putting out deals.

So I was like, hey, man. I got this deal in Pearland. Like, do you have a purchase contract? Like, how do I go about this? So he kinda showed me the ropes a little bit, and I I locked it up.

And, I was just you know, every night whenever I had time, I would go on Facebook, and I just saw people putting their emails that they're they're looking for deals. Right? Mhmm. So I had, like, a little tiny, you know, twenty, thirty, you know, emails of buyers, and I just shot them that deal. And, you know, I had somebody pick it up pretty quick.

And, yeah, man.

Steve: What'd you make on that first one?

Cody: It was about $77,000. Okay.

Steve: And the reason why I'm asking these questions is, I mean, you're you're kinda, like, going wild and doing, like, all sorts of different things. You had a coach or a mentor, but you're still kinda, like, not quite sure what to do. That's right. And then you were fascinated because this other guy was posting deals.

Cody: Right. Right. So I

Steve: was like, okay. This guy is someone I could talk to about Right. Purchase contract. So for everyone listening, like, you don't really need to be super smart, super sharp to make this work. Mhmm.

You just need to be doing stuff. Right. And then it'll it'll work out.

Jared: Mhmm. Yeah. That's right. Take action. Yeah.

Take action. Jump right in. You know, I got that from Grant. Right?

Steve: Right.

Jared: And, you know, that's what you know, I think this is, like, the second time I've said it today is we're just good at finding what other people are doing good at and and tweaking it.

Cody: You know

Jared: what I mean? To our own liking to what fits our model. You know?

Steve: Right. So you started again in '17. So a couple months to get your first one, sold it on a buyers that you developed from Facebook. Right. What was your whole 17 like as far as, like, your first year?

Cody: So, man, that's actually a good point. It was stupid. You know? I was still putting out signs.

Steve: It's not stupid. You got deals.

Cody: Yeah. Yeah. But so I kinda went about it, a dumb way. You know? But it it was a good learning lesson for me.

So all of 2017, you know, I was still putting out band of signs. And I would I would get a deal here and there, but it was really weird how it worked, man, because I I would get a deal, and then I I have a little bit of money saved up. So now I'm spending it on marketing. And then it's like, once I'm down to my last wire, it's like, god just, like, hit me. He was like, here's another one.

Steve: You know

Cody: what I mean?

Steve: Yeah. So, it's

Cody: like it happened like that.

Steve: That's how

Cody: it works.

Jared: To the t.

Cody: So that literally all of 2017, that's how it worked for me. Now where I messed up at at is I kinda got tied up into all this stuff that you have, you know, get a cold caller, do RVMs, do direct mail, and all this stuff. So what I did was, I went I was like, cold calling. Right? This this seems like, you know, it might work better.

So I found some random VA on upwork.com that did cold calling. I was like, hey. You know, here's some leads. I discovered Mojo Dollar. I was like, hey.

Here's Mojo Dollar. I never even called. Used Mojo. Nothing. I just said, here.

Take it. And I was just waiting for them to come into my CRM so I could start calling them.

Steve: Right. Of course. It's gonna be simple. Right. You just give them some give them the tools.

Jared: I'm gonna close the deal. They're gonna give me qualified leads, and I'm gonna close

Cody: them all. Yeah. Huge mistake.

Steve: And so that didn't work?

Cody: Not at all. No.

Steve: Okay. So then things turned around 18 because in his mind, you were a big timer. Yeah. So what was '18 like?

Cody: Man, it was just just growth, man. Well, we we actually met in, We met the 2018. That's right. So it was 2019 whenever whenever me and him became partners. So Right.

Steve: But I was

Cody: I was I was talking about '18. So that was I found my first deal in 2017, and then 2018 Yeah. Is whenever I went through that year of

Steve: just, like Oh, up and down. Yes. Yeah. Down to the last wire. Right.

Deal falls in your lap. Right. Right? Okay. So then you guys partnered up in, in in '18.

So Yep. '19, you know, '3 100 plus 300,000 plus, that's a pretty good year, especially for your first year. Right? So what did you guys do? What worked?

What changed?

Cody: We found a mentor. You know, we still you know, even though me and him were, you know, parted up, 2019, we were doing deals. We we kinda fed off each other's energy. Right? Like, he would push me, I would push him to try to, you know, call, lock up deals.

Jared: Right.

Cody: But it wasn't until middle of, 2019, we signed up for, Rafael's, program. So once we signed up for Rafael's program, we signed up for his mentorship. That really is what made the big difference for us of really understanding this business and everything involved in it. You know? As far as the team, the marketing, knowing your market, you know, even the CRM, everything.

Steve: So Got it.

Jared: Yeah. Exactly. And just to go back off of what you said about feeding each other. So at the 2019, we did our first deal. He brought a five k deal to 15 k deal or something like that from his buyers list, and that became true for me.

And I was all in at that point. Right? I was, like, selling my personal house and pulling that out. I was cashing out my $4.00 1 k. I was Oh, really?

Oh, yeah. I was like, you know, my job is gonna have to fire me because I'm done. Mhmm. You know, I get I've risked, you know, $15.16, 17 years, you know, and I had I had seniority in my company, and I was just like, I'm not doing it anymore. They're gonna have to push me out of my You

Steve: checked out.

Jared: Checked out, shut the door, you know, and I was on the lead you know, I was in the office, following up with leads, calling this guy. He's like, hey. You know, Cody, you know, this is what we're doing. You know? And he's complained about being an agent.

Right? He's like, man,

Cody: I hate

Jared: being an agent. And I was like, I hate being at this company.

Cody: Yeah. You

Jared: know? So we got a game plan. Right? And we tested the waters out for, you know, two, three months, and that's what Cody was referring to pushing each other because I would get a deal. Right?

And then, you know, it had a 10 k spread. Then he got a deal and had a 15 k spread. And I was like, man, I can't let Cody beat me, man. No. You know?

And then we just drove it home, and then eventually, we're like, hey, man. I think we have something here. We closed, like, four or five deals. And then, you know, we eventually, you know,

Cody: tied the LLC. Yeah.

Jared: Yeah. Created the LLC, tied the knot. And then we got the game plan for, you know, Cody, you know, got out of being an agent. And then, you know, three months later, I got I I quit. I quit in August.

But within me quitting, we had that's when in the summer, we had went with, Raph and kinda like we we were just writing leads on notebooks and just, like, we were all we were just so so disorganized. Right? Yeah. And then that's what Raph turned us on to systematizing everything and Yeah. Being organized and reverse engineering goals and targets and figuring out where we needed to be as far as KPI wise and all that.

Steve: So one thing that I've said on the show ends people kinda like I get some, I don't know, less positive messages about this. Because I Steve, you're always harping on part our partnerships. You hate partnerships. Mhmm. And for the most part, I do.

So for you guys Yeah. It's clearly worked. What tips would you give someone to make a partnership work?

Cody: Man

Jared: I would say you have to find your strengths and weaknesses and and go off of that. Right? You know, you know, Cody I mean, I was like, it's not black and white. Right? I would that's how I would say.

Everything is not black and white, but you have to find where you can push and pull on each other to be able to get that done. Right? So Cody, you know, had a lot of value in dispositions. Right? And I had a lot of value in acquisitions because I was dive head in first, and let's just spend the money.

Let's go. You know? Here's this. Here's that. And let's

Steve: just A little bit of a faster mover.

Jared: Yeah. Exactly.

Steve: Well, you mean just you went all in. You sold everything. So Yeah. Much faster mover.

Cody: Yeah. That that's how he is, man.

Jared: Yeah. Once he's all in,

Cody: he's all in.

Jared: Yeah. Tunnel vision.

Cody: Yeah. Tunnel vision.

Jared: That's what, like, my thing was. Tunnel vision.

Steve: He But that's one of the things you need

Cody: Yeah.

Steve: To be successful. Right. Exactly. Okay. So your acquisitions so you kinda talk about, like, clearly defined roles.

So then what exactly is your role in the organization?

Jared: So I'm a head of acquisitions, and I also handle, like, the hard transactions, you know, when there's affidavits and all kind of freaking Some cleanup title. Oh my god. Just all the messed up stuff. Right? Desk and just probates and just all this stuff.

Like, we all we have all been there. Right? Yeah. So that you know, a deal that is like Cody's like, man, that's done. I don't wanna mess with it.

I'm like, there's still a chance. So he's saying there's still a chance. I'm gonna go figure it out. Right? You know?

So So

Steve: it's not dead. It's on life support, but it's not dead. Yeah. Yeah. That's right.

And then what is your role?

Cody: Dispositions mainly, you know, still focusing on, developing, you know, more buyers Mhmm. And moving our deals and then also, you know, KPIs and marketing. Who's handling systems?

Jared: We both kind of

Cody: We both do. Yeah. So he's more of, like, the person that he'll take a Excel spreadsheet and just, like, I mean, dude, it's it's all, like, perfect. You know, laid out instructions, circles, arrows pointing to this, and stuff like that. And I'm like, man, I don't don't know how the hell you do that.

So, like, we get together and we just Project manager. Yeah. Project manager background.

Jared: Yeah. That's right.

Cody: Yeah. Mhmm.

Steve: That's what you need from a project manager.

Jared: Yeah, man. Yeah. Organized, and you got a clear plan. Right? You execute it, and you bill it.

Right? Yeah.

Steve: You have to have a clear vision. So, one thing I hear, from other people is if you got a fifty fifty partnership because someone's asking me, so, you know, even though our partnerships, I am a fifty fifty with Max. Mhmm. And they're like, well, what do you guys do when you guys disagree? I was like, well, we've never disagreed so passionately where one person had, like, actually got us at the other.

Yeah.

Cody: What do you

Steve: guys do?

Jared: Man, we we we disagree on some stuff. Right?

Cody: Are we all the time?

Jared: Yeah. All the time. Right? But we work it out. Right?

Yeah. It's just, like, five, whatever.

Cody: Yeah. Yeah.

Jared: Let's do it. Let's go. Let's do it.

Steve: But it's not like the wife. Like, alright. You do whatever you want.

Cody: Yeah. You

Jared: know? No. Not at all. No. We got buy in.

You know? Yeah. And and that that's how it is. Yeah. Yeah.

Yeah. For sure.

Cody: Yeah. We just you you know, at the end of the day, I I trust this guy like he's my brother. You know? So I I know, you know, his his best interest is is for us, the company. Right?

Right. So, you know, vice versa.

Steve: The ego's put aside for the better of the company.

Cody: For sure.

Jared: Absolutely.

Steve: Alright. So you guys both came from a corporate background. So you wanna start off, like, how has your corporate background translated into this industry?

Jared: I I mean, you kinda hit on the the project management side. Right? So as far as, you know, I think we both have trades with visionary and integration, you know, going off the book. But I would say he's more you know, if we were to cut the line, right, he's more visionary and I'm more integration. So

Steve: Interesting. Because usually, more visionary.

Jared: Yeah. Yeah. It's it I mean, we just have both. Right? Our personality are very aggressive, grab the bull by the horns type of personality.

So I think we complement each other very well. He's more not to jump in, and I am, and then he kinda holds me back. So we kinda complement each other very well too. But to, I guess, answer your question as far as, like, the integration part with with people, I'm very involved with the training with the people and systematizing that, like, especially training in acquisitions. You know?

You know, you're gonna watch this video this day, this video, this day, this video, and everything is gonna be perfect. And then, you know, you're gonna know how to lock up a deal, you know, after a day, you know, five or whatever. Right? Right. But I get the plan.

I set it out, and then I, find holes, right, within, you know, a month or two, and then I train them on that. You know? Got it. So as far as the integration with the people, I'm I've leaned more towards that. And, as far as yeah.

I mean, I guess that's exactly on the corporate world because that's what I did in oil and gas, you know, job I had at, Oceaneering. You know, I had managed a team and poked holes, and I, you know, put a plan to execute. And I had to figure out lessons learned and, you know, not to prevent you know, I had to capture that so we couldn't do it again, you know, all that stuff.

Steve: Got it. Yeah. How about you?

Cody: Man. To be honest with you, everything I did in oil and gas was just hands on, man. Just tough work. You know? Getting dirty, sweating, working late at night.

So you

Steve: guys are both working with your hands in oil and gas?

Jared: Oh, yeah. Absolutely. Yeah.

Steve: I can never I can't even talk

Cody: to them. Yeah. Yeah, man. Man, I'm

Jared: just telling you, swinging sledge. Yeah. Yeah. So Getting down.

Cody: You know, I'm from Louisiana. That's that's what everybody does out there.

Jared: You know?

Cody: Really? You go to school. Yeah. You know, you go work in oil and gas. That's how you make your money.

You know?

Jared: Yeah.

Cody: And, you know, for what it like from that to transitioning into real estate, man, I think it's just hard work. You know, just work hard, work my butt off. Everywhere I work for, every company I work for, I can honestly say I I really gave it a 100% of me. Mhmm. And I think just taking that same mentality and just that same work ethic and just transitioning into my own thing is what really, you know, helped me out from that.

Jared: Yeah. And I I think a big thing with Cody too, right, Steve, is, I'm more of on the training side, I guess. But, and I know we're probably gonna hit on it too, but Cody is really big on culture and vibing with our team. Joking with him. Right?

And not to say good cop, bad cop type thing. Right?

Speaker 3: Mhmm.

Jared: But I do come in and lay down the hammer sometimes. I can totally see this. And and Cody's, you know, he's like, oh, man.

Cody: Oh, man. Oh, man.

Jared: It'd be

Cody: cool. You know,

Jared: he'd be laughs and jokes.

Cody: So Everybody hyped up, man.

Jared: Yeah. He gets he gets people hyped up. So

Steve: So culture, and I I think that's something that's super important. Right? So let's elaborate on that. How how are you raising the culture, making the culture, you know, a good environment to want to come to work?

Cody: Yeah. It's, just getting everybody just, like, energized, man. Obviously, that you know this is real estate. There's you do it BS all day. You know what I mean?

Like, or at least multiple times a day.

Jared: All day.

Steve: So it's

Cody: just keeping that energy, you know, in the building. You know, we have music playing. Whenever somebody, you know, gets a contract, we hit the gong, and, like, we make it a rule. Like, if somebody hits the gong, everybody's, like, clapping. You know what I mean?

Like, cheering that person on. We set goals for them now. So we, you know, we try to get them, like, more goal driven. And, you know, with I think we have a good thing with our quarterly meetings now. So we have, you know, traction.

Right? So we have a quarterly meeting with everybody. Yeah. And we'll go celebrate. You know?

We'll go eat out. We'll go drink. We'll go just have fun, just bond with each other. You know? And it's kind of a time to kinda, like, get out of our space, our workspace, and just kinda, like, group together like a family and just have some fun.

You know?

Steve: Got it. So That's awesome. Anything you wanna add to that?

Jared: I mean, yeah. Just, Cody's really good, you know, doing the spin the spin wheel. Right? This is we see we see guys doing this, so we're just copying what they're doing. Right.

And and that's that's man, we're good. We're just good at reciprocating what other people are doing well in their business.

Steve: Explain. What what if I wanted to go implement the spin wheel right now. Let's talk about the spin wheel.

Jared: If you're in aqua if you're in acquisitions. Right? So it's eight eight you gotta hit your contracts. You know? So we do a a contracts per week is two per week for each rep.

So that would be eight contracts for our acquisition rep. So if you do that, you get to spin the wheel once a month. Mhmm. And, you know, same thing on our dispo. They gotta hit assignments and, you know, per week, if they hit it for the month.

They get it they

Steve: get to hit that. But

Jared: What's on that wheel? Oh, man. IPads.

Cody: Hawaii. Hold

Jared: on. Stay

Cody: low. Hold on, man.

Jared: Come on. Don't y'all get no ideas. You might have them watching us right now. They're

Cody: probably like, you're gonna

Steve: be asking

Cody: us about that stuff.

Jared: I use gift cards and stuff like that. You know, normal stuff.

Cody: We do some fun stuff too.

Jared: We do a 500 we do a 501. Yeah. 501 on your next close deal.

Cody: Awesome. Pie pie the manager in the face, stuff like that, man. Just just fun stuff. Yeah. Rock, paper, scissors, push ups, like, you know, for your

Jared: next spin.

Cody: Yeah. The push ups.

Steve: Yeah. It's cool. Push ups? Yeah. You guys are doing push ups.

Jared: Not the guys that went. No.

Cody: They are. They are. Yeah. They they do 30 push ups

Jared: to spin again.

Cody: You gotta do 30 push ups.

Steve: Spin again. Very cool. Very cool. Alright. So, back in March, there was this disease.

This thing this thing kinda happened. Right. And everyone reacted a little bit differently. What was your guys' response?

Cody: Yeah. I'm not gonna lie to you, man. Whenever it first came out, we freaked out a little bit. You know, made us question everything. Like, you know, we worked our asses off to get here, and now this virus is coming in to to put a stopping on us.

But, it took about a week. After a week, you know, everybody was panicking, and then, you know, we just were like, dude, we came this far. We're not gonna stop. You know? And and we're like, if if everybody else is gonna back out, you know, because there were some other players in, you know, our markets that were kind of, you know, trying to dip out a little bit.

And, we're like, man, we're gonna start marketing harder. Mhmm. You know? And it paid off for us.

Steve: So one of the things that we saw, you know, looking around the country because everyone responded differently. Mhmm. You know? Some people were like, I'm gonna double down. Some people were like, shut everything down.

Right? I'm gonna stop all marketing, and I'm gonna start laying people off, which I was kinda surprised, like, you know, how quickly some people got were were were laying people off. What was it like when you guys in in in H Town? There was

Cody: a few people doing that. Yeah. And, you know, we we thought about doing it ourselves and I don't know. And it's just like one of those things where you get this far, and it's like, I'm not gonna let this virus stop us. You know what I mean?

People are still gonna need to sell their house. And if they're stopping, that just needs more food for us on the table.

Jared: Yeah. So Yeah. We saw opportunity Yeah. All day, and I feel like it was a good mix. You You know?

There were some guys that you know, we were kinda surprised that, you know, we kinda gobbled up some of their acquisition guys. So Mhmm. We were kinda surprised that they were letting people go. You know? And we tried to take advantage of that, but we didn't really, you know, let let it affect us.

Well, I I guess what's what I'm trying to say is we saw opportunity.

Cody: Mhmm.

Jared: We saw the opportunity and it was like, you know, go big or go home. So Yeah. We feel like this is an opportunity to, you know, lay the, you know, smash down on the pedal and and, you know, hit on

Steve: the rewarded for taking that risk. Absolutely. Like, what what was the what was the benefit? What was the upside from taking that risk?

Jared: We I think I think some of our files got delayed, and we learned a lot with transactions, I think. Yeah. And and we got we got rewarded pretty heavily with some of our assignments, man.

Cody: Yeah.

Jared: Yeah. Yeah. For for all of our marketing. You know? Right.

We we turned we that and that's really that's really when we turn fifty, sixty k months because, I guess, in June was our first 100 k month.

Cody: Mhmm. So

Jared: and then July, we did it again. So, really, from our efforts of doing that double down marketing is when we started hitting a 100.

Speaker: Right.

Steve: Yeah. Yeah. So, I mean, because this is something that was interesting to see. You know? Like, I I joke every once in a while, you know, I got PTSD because I went through the last recession on 07/2009.

And, you know, when this whole thing happened, it was really interesting to kinda witness what everyone was doing. And one thing that, Gary Keller Gary Keller talks about in the book shift

Cody: Mhmm.

Steve: Is, like, when things get really interesting, that's when you increase market market share. Yeah. And then when things get back to normal, you just retain market share.

Cody: Mhmm. And that's

Steve: what you guys did. You guys grew market share, and now that things are kinda getting back to normal, as normal as it can be Right. You guys are just kinda protecting

Jared: That's right.

Steve: What you guys grew. Right. But you guys are also expanding.

Cody: Right.

Jared: Absolutely. So

Steve: what markets are you guys in now?

Jared: We're in, we're in pretty much all of tech. We were in mainly Houston and Dallas, but we, you know, did some things in our marketing campaign to really hit the whole state of Texas. And we've been in Louisiana for some time now.

Cody: Mhmm.

Jared: And then we're kinda in that's kinda in Cody's realm. We're dabbling in in, Tennessee now too.

Cody: Mhmm. Yeah.

Steve: How far is that from where you're at in, in How far is Tennessee? Yeah. Yeah. From from where you are in Missouri or from, Louisiana.

Cody: Tennessee is a little ways.

Steve: So it's I mean, so how did you guys decide? I mean, that's that's not like a quick drive.

Speaker: Like, how

Jared: Yeah. How did

Steve: you guys decide?

Cody: Man, so, you know, it's really crazy the power of social media. You know? Because we post stuff, you know, like, on our Instagrams, Facebook, you know, the office, the culture. I was, you know, getting deals, stuff like that. And, you know, people see that.

They get drawn to it. And, I actually had a good friend that I actually worked with in oil and gas. He hit me up, and he was like, hey. You know, I wanna get involved with this. Like, can I can I give you guys money to market with?

And, you know, we could just, you know, do, like, some type of profit share on it or something. Yeah. I was like, yeah.

Jared: You know, sure. Absolutely. Yeah. Go on.

Cody: So, you know, it it it started paying off for us. You know? That's how we got started with Louisiana too. You know? We got a guy that that pays for all the marketing out there and stuff.

So, it's just yeah. I mean, it's it's working out pretty well.

Jared: Mhmm.

Steve: Got it. And your book is out?

Jared: No. It's, No. It's it's coming out soon. Coming out. Brand.

Yeah.

Steve: You guys I've been hearing about it.

Cody: I've been hearing about it forever.

Jared: Hey, man. My book buzzer was saying, y'all don't have to give a date out. No. Yeah. December 12.

This is

Cody: yeah. Yeah.

Jared: For sure. So we'll ship it out, and then we're also launching it with the title company that we have. So, you know, shout out to to the, you know, Patriot Title, December 12. We'll be also doing a prelaunch book book party. So we'll be signing the book.

And if you ever ordered a book in your local, you can come out and see us. Yes. Come

Steve: on. I wanna sign copy.

Cody: Come on

Jared: down to Houston, man. That's an excuse, December 12, man. Come on.

Steve: So what's the book about?

Jared: So the the book kinda strained off from really the pandemic. So I was spending you know, I spent a lot of time training acquisition guys, and we had, like, one or two, three guys turn over real quick. And I lost, you know, three or four days, you know, because I was doing physical training with them. And so I started doing video recordings.

Cody: Mhmm.

Jared: And, you know, I eventually got done pretty much with acquisitions. And then, we started hitting a 100 k months, and then we started getting people to coach us on the side. So, we, you know, mentored a few couples, and I said, man, this is this is pretty powerful what I have in the video recording series. So instead of them coming one on one with us, I would put them through the videos that I gave my acquisition guys. So, you know, going back through what I was coached with, I put all that stuff in a book,

Cody: you

Jared: know, to help give back, you know, people that are, you know, either sick in their corporate America or they're looking for entry. You know, you wanna get into wholesale and you don't know what it is. It's going over your head. Right? Cody didn't know what wholesaling was.

This book is something that you can go and and be a guideline from pretty much from a to z with wholesaling.

Steve: Got it. So for someone that is listening to the show, hasn't seen it, what's the title of the book?

Jared: It's called, Texas size wholesaling. You can go out, you know, texassizewholesaling.com. So, me and Cody are, you know, coauthors in it. So, yeah, Texas size size wholesaling. Get the get the Texas way of wholesaling.

Steve: Awesome. Very cool. Very cool. Yeah. It seems like in Texas, you're in one market.

You just might as well be in

Jared: all the markets. It's always interesting. Right. Yeah. That was the thought process.

Right? It was you know, we gotta do it

Steve: in our own backyard. Right? Yeah. Absolutely. So this is a selfish plug alert for everyone that's listening here.

So can you talk about how joining our mastermind, our mentorship program affected your guys' business?

Cody: Yeah, man. Definitely, you know, your your sales style. You know, the going negative, the patience. Our guys love it, man. They, they basically took your style and kind of implemented it their in their own little way.

Steve: Right.

Cody: You know? So they they love your style. The way you are too with, you know, getting nitty gritty with the texting. Right? Yeah.

So, like, the, you know, the the you know, getting the conversation started,

Jared: you

Cody: know, was, really beneficial as well.

Jared: We actually use y'all's two closing you know, y'all's two closing techniques. So we had, you know, anchoring.

Cody: Right.

Jared: Right? So we we still use that when we can or when we need to. Right? Or whenever the opportunity presents itself, but we like the mortgage. Right?

If I could cover the mortgage

Steve: Mhmm. We're like, my blown by that. Like, oh my god.

Jared: Such a good way. How can we work doing that?

Steve: Yeah.

Jared: And then, investors are paying for, you know, 50 this is what we're paying for. We kinda use it as, you know, cash, you know, cash buyers, what they're paying, but y'all took it to another level, and it just made so much more sense. So we now have three closing techniques that are solid. Right? Right.

Instead of the middle close. You know what I mean? Yeah. We have those two closing techniques. So your script did a lot for us a lot for us, and I would say the the Sandler sales training

Cody: Yeah.

Jared: You know? For sure.

Steve: Awesome. Very happy to hear that. And, what do you know, like, were you able to track it? Like, once you start doing it, like, how much of a difference it made actually in in the sales and the closest?

Jared: Yeah. So as far as acquisitions, you know, our guy, you know, he he kinda merged our script into it. Mhmm. And, you know, the the KPIs as far as, like, bringing our opportunities to contracts, we probably went from, I don't know, I would say probably, like, I don't know, seven or eight opportunities to a contract to, like, five or six. Yeah.

So it helped us, you know, you know, we because that's why we get our KPIs. Right, Steve? So whenever we were tracking that, you know, we didn't really know if our guys, you know, are we had crap leads or if our guys were just not being able to close it. So I think it took our guys from a sales point of view to to be a better salesman for

Cody: sure. Awesome.

Steve: Very happy to hear that. So talking about KPIs, that was your department.

Cody: Yeah.

Steve: Right? So what are you guys using right now to track KPIs?

Cody: So mainly Podio. We have a custom built Podio. And what would

Steve: you say are the major KPIs that you guys are tracking that might be as intuitive to everyone else's tracking?

Cody: I just started getting into, like, really digging down to, you know, our, you know, our cost per lead Mhmm. For, you know, SMS, cold calling, stuff like that. So, I think, you know, it it takes a to me, you know, personally, I think it takes at least three months of some type of marketing, you know, whether it's cold calling SMS to really understand if it's working or not.

Steve: Yeah. Yeah. Well, absolutely. Because you don't they don't all close the first week. Right.

Right. Right. Next day they did.

Cody: Yeah. Yeah. Yeah.

Jared: Tell me about it. Yeah.

Steve: Alright. So, Chris Vasquez wants to know you know, you guys are talking about, you know, really big numbers. I think, it was 80 plus transactions year to date.

Jared: Yes, sir.

Steve: So, what size is your is your team to to be able to handle all that?

Jared: So we have three in dispositions, and then we have Three. Yeah. We have three. Dispositions. That's a lot.

So so we did a we did a little transition. Some changes.

Cody: So we

Jared: made some changes, and that was part of our structure change. Right? Mhmm. Is, we, you know, we got rid of a transaction coordinator. So we had a transaction coordinator, and it was too many chinks in the chain.

Steve: Mhmm.

Jared: And, you know, shout out to Nick. So he he gave us some golden nuggets on that. And, you know, we actually had a lot of money on the board, and it didn't you know, you know, know, I think it was in August or September. We went from 200 k on the board to, like, 60 or 70 k, and it a lot of them were title transaction issues. So we were going from rapport with the seller, with our acquisition guys, to the, you know, the title transaction coordinator.

Right? And then, you know, we get a buyer in place, and then and then they would have to have rapport. And then it was just three people, and the seller got confused, and the buyer would get confused. Mhmm. You know?

And then just, you know, financially, it was like,

Cody: man, there it's not efficient. Mhmm. So we just added our title transaction coordinator

Jared: to this efficient. Mhmm.

Cody: So we

Jared: just added our title transaction coordinator to dispositions is what we did. And,

Steve: you know So the person that's in dispositions is also responsible for dealing with the transaction.

Jared: Right. And we move yeah. So it it just goes from acquisition straight to our dispo rep, and and they take it from cradle to grave, from contract to close.

Steve: Got it.

Jared: Yeah. So they're dealing with the seller, dealing with the showings, dealing with the pictures. If we don't have pictures, everything.

Cody: Oh, even the pictures. Everything.

Jared: If the acquisition rep didn't get it.

Steve: Got it.

Jared: You know, we we kinda harp on them to get it. Right? And, you know, Buster chops about not getting it or whatever. Right? Yeah.

But if they can't get it right, there's certain little, you know, techniques that we can do, you know, putting ad out there on, you know, doing a handyman, that type of stuff to get pictures at a reduced rate because that that was one thing that was Yeah, dude. Our our runner our runner cost was freaking ridiculous.

Cody: 3,000 So 3,504,000 a month.

Jared: We heard the virtual phase. Right? We're like, oh, man. You know, this is great. You know, we don't we could all we had to do acquisitions, close contracts, disposition, all they had to you know, that's the easiest role in the in the company.

You have to sell and close the buyer, get pictures every you know, we can delegate everything. You know? We just do KPIs. But our our runner cost started, you know, getting real high.

Cody: You know?

Jared: $3.04 k a month.

Cody: Yeah.

Jared: You know? Doing pictures and showings. So we're like, yeah. Maybe we need to rethink this. You know?

Steve: So three dispositions. What about the rest of the company?

Cody: Four acquisitions. And, we promoted one of our acquisition guys to acquisition, leader. So he's kinda running the show being, like, helping everybody out, you know, underwriting deals, you know, listening to him training, doing, you know, meetings with them, you know, making sure that they're hitting their goals and stuff. So

Steve: Got it. Yeah.

Jared: More plans, stuff like that.

Steve: Anyone else?

Cody: Our VAs.

Jared: Yeah. Yeah.

Cody: VAs in The Philippines. We got three, four admin VAs. Mhmm. And then, five callers and one quality control, you know, for the callers.

Steve: And they're the the VAs are calling are in The Philippines?

Cody: Yes.

Steve: Got it. Mhmm. And those two dispositions does not include you? No. So you you're managing those three.

Cody: Yeah. We both we both manage them, but I mainly keep an eye on, you know, just our our buyers list. Right? Growing our buyers Got it. Getting these deals sold, marketing these deals, stuff like that.

Steve: Okay. Yeah. And then obviously for you.

Jared: You. Acquisitions and and transactions. I've you know, so I pushed the board. Right? So whenever we get an assignment on the board, you know, I'm like, we ain't waiting till the next month.

We're pulling that in this month. So what are we gonna do? How do we need to do it? And I'll go hover over the shoulder, like, what let's get it done. Call them, like, you need some help.

Let's do it. Right? I'm putting out fires immediately doing whatever I need to do. If God needs you know, one of the acquisition guys needs me to go lock up a deal, I'll run and go over there. That way, they can stay in the office.

Stuff like that.

Steve: Yeah. I'm with you. I mean, if the as soon as as soon as the deal is closed, well, let's go ahead and close it because you just don't know what's gonna happen.

Jared: Yeah. That's right. Absolutely.

Steve: Hassan Altop wants to know what marketing are you guys doing right now?

Cody: Cold call, SMS, little bit of RBM's, not too much, Facebook, and, some PPC. PPC?

Steve: Yep. Got it. Very cool. Someone, you know, was asking why does it always seem like near impossible to get your first deal? So Jesse Burrell wants to know who you're using for for skip tracing.

Cody: Best skip tracing.

Jared: Best skip tracing.

Cody: Let's

Steve: see what else is there. The infamous KPIs. A lot of love from Texas.

Cody: Awesome.

Jared: Yeah. Awesome. Awesome.

Steve: So the cash house buyers team. Was it challenging to let the others take over the cold calling acquisitions disposition?

Cody: What does it mean by that? Like

Steve: I think it's the delegation. Right? That's that classic question. Like, how do you delegate without losing sleep?

Cody: You just have to do it. You know, it's you have to do it in order to grow. I mean, it just is what it is. We only have so much time in the day. And if you wanna be focused on growing your company, you're gonna have to, you know at the end of the day, no one's gonna close, get a file closed, close a seller like you can.

Right? So you just gotta find somebody, train them right, and, you know, you gotta venture off and do do your thing. You know? Eventually, you just gotta let it go.

Jared: Gotta set guidelines for them. You gotta set guidelines for them, and you gotta hold them accountable Mhmm. To those guidelines. So if you're looking to delegate that, you need to set, I don't know, five to 10 bullet point list and, you know, make them time block and, you know, track them on that. Right?

They may not hit it, but at least you have something for them to go by. Right?

Steve: So, mister project manager, how do we keep people accountable?

Jared: Well, we have weekly meetings with them. Right? And we track those KPIs. And if they're they don't hit those KPIs, they don't get incentivized. Right?

And there's commission splits. So, you know, money is the biggest incentive, so it always involves money.

Steve: So let's just use the, the classic example. Right? So what what is a KPI? Like, the bare like, what's the bare minimum standard for, I don't know, conversations? Or what's what's what's the metric that someone get fired

Jared: for? Man, that's tough. Yeah. To get fired to get fired for? Like, as far as talk time or you talk Yeah.

Steve: It was a metric day. Yeah.

Jared: That's So

Cody: we just started doing a 100 a 100 calls a day,

Steve: and, we

Cody: don't have, like, a metric for talk time. Right. We but if there are less than, you know, a 100 calls a day, you better have a lot of talk time.

Steve: Okay. So let's say it's 100 calls a 100 calls a day. Right? Yeah. So you're looking at my numbers.

Jared: That's right.

Steve: And it's, like, 87, 92 every day. I know it's a 100. You told me it's a 100. It's 87 to 92. You guys run into this situation?

Cody: Yeah. Every day. Alright.

Steve: So, mister accountability guy, how are you what's this conversation sound?

Jared: I immediately go to their talk time and see what their talk time is. Right? So

Steve: let's say it's substandard.

Jared: If it's substandard, I'm like, hey. Listen, Steve. What's going on, man? What are you doing? Are you following me

Steve: at a conference room,

Speaker: or are

Steve: we doing it in front of everybody?

Jared: I'm doing it. I so I mean, there's we have a real good vibe. Vibe. I can do it in front of everybody. Yeah.

You know, we do we used to be really good at weekly evaluations. We kinda off that because we have the acquisition manager now. But, our guys have been with us over six months, and they have thick skin. We've created that culture where

Cody: Mhmm.

Jared: I I kinda get on their ass, but it's joking matter. You know? Like, don't come in here, you know, trying to talk about a comp, you know, and you got a ARV over 200. Yeah. And then you're trying to talk as a ARV at three 03:50.

You know? Yeah. Don't waste my time with that. But, and these guys know, right, not to, you know, waste our time. And I don't mean to say that in a rude way, you know, but we train them in a way, and I've wasted them.

I've I've invested my time in you to show you how to do this. Right? And we're not in the business of repeating our stuff. We're in the business to make money, and we're gonna hold you standard to that. So what are we gonna do?

You know what I mean? You know? Because if you're not gonna if you're not gonna get your calls right, you're not gonna get your talk time right, it's not black and white, but you're not gonna get contracts. It's you know? It is a numbers game to a certain extent.

You know what I mean? But if your calls are are are up and your talk time is is or if your calls are down and your talk time is up, and I know you're having good conversations, then, you know, I'm not too worried about the KPIs.

Cody: You know

Jared: what I mean?

Steve: To say, three weeks in a row, I'm at, like, 89.

Jared: Oh, yeah. No. We ain't we ain't doing that. So so we really haven't ran into that situation where we really got someone out of the KPIs, but, you know, we're gonna bring them in. You know?

And then, you know, if that gets to a point where it's repetitive, you know, they're they're coming in because we office in the same office. Yeah.

Steve: Mhmm.

Jared: And they're coming in, and they're sitting on the other side of the table. And we're gonna have to talk about what what what are we doing here. Right?

Cody: At

Jared: the end of there's ultimatums.

Cody: It's all about getting contracts. Right? Mhmm. The the acquisition guys need to get good contracts. So we hold them to a standard of getting two a week.

Okay? So they asked us actually, like, last week. They were like, well, you guys want us to make a 100 calls? And we're like, no. That's like a that's like a like a a bar.

That's like a bar. If you're making a 100 calls a day Right. Right, you should be able to get two contracts a week. Mhmm. Right?

So that's that's what we hold them accountable for that. For sure.

Steve: Yeah. Got it. Yep. So but you're the bad guy over the two.

Jared: He's bad guy too. Time. No. They don't.

Steve: Well, I

Jared: bring this up

Steve: because this is something everyone has has challenges with. Right? Like, this is

Jared: the guy

Steve: that like, we no one enjoys. Like, that's a tough conversation. It's a difficult conversation. No one enjoys having it.

Cody: I hate them.

Steve: So Yeah. We just wanna see how you guys approached it.

Jared: We do not like having those conversations. But, it I mean, it's we we got the environment where they know. You know? They know. And sometimes, you know, they get, you know, they get laxed day school because they might have got a thirty, forty k assignment.

Cody: Mhmm. You know?

Jared: And it's like, man, what's happened to your talk time, man? Like, what happened to it? Like, you were crescented two hours a day. Yeah. You know, three weeks ago.

Really relaxed.

Cody: You didn't

Jared: relax. They

Cody: got that check coming and then They

Jared: got the check

Steve: coming. And salespeople.

Jared: They get Yeah. So it's it's always, you know, having your pulse on them and figuring out you know, always having a pulse on your business and what's going on. Right? And, not getting to not getting to, you know, tunnel vision with that stuff, but hit them hit them sporadic sporadically, randomly. You know?

Steve: Yeah. Moises Gonzalez wants to know, what's the best way to train your acquisition people?

Cody: Videos now.

Jared: Yeah. So yeah. For sure. I would say the eighty twenty rule.

Cody: Mhmm.

Jared: Right? So I would, I would definitely put them through videos, whether it's your own videos or someone else's videos. There's plenty of acquisition, you know, masterminds out there. You know, you have a really good one. There's a lot of other guys that have them.

So I would put them through 80% of of their acquisition training, and then I would do 20%, thirty minutes a day, an hour a day with them. Have them you know, once they figure out sales philosophy, right, how to close, I would move them into comps. You know? So comps is next. So, you know, just, you know, ten, twenty comps, you know, every day.

Right? And you just go back test them. You know?

Steve: Got it. And then, Kevin Mendoza wants to know, how soon into your guys' partnership did you begin to delegate?

Cody: We didn't make our so we started our partnership probably around, like, March, April Mhmm. I would say. And then we didn't start we hired our first person around July,

Steve: I think.

Cody: Yeah. So a couple months. You know, we started hiring acquisition person. Yeah. That was our first hire.

Steve: And then Ray Delgado wants to know, what is your guys' biggest struggle right now?

Jared: My biggest struggle is having the shiny object syndrome and preventing going into other investments and, like, hey. We need to do this. We need to do that. Right? Yeah.

As as, that that would right now currently, in our in our wholesale side, there's not too much struggling with not normal day to day. Right? It's always day to day operation, but that's that's our struggle because we put people in play in a, you know, in a position where it's kinda hands off and, you know, we just have to put out major, major fires. So

Cody: Mhmm. Yeah.

Jared: Getting getting straight away from doing a flip, doing three flips Mhmm. Trying to get a new construction, trying to move on and, like, here at wholesale, it's running itself and getting into something else.

Cody: Yeah.

Jared: So I would say that's for me, that's what the biggest struggle is because I feel like sometimes the wholesale business can run itself now almost and trying to get off into something else. So that's that's a struggle with me.

Steve: What have you done to try to fix that?

Jared: Nothing yet.

Speaker: Well, I

Jared: guess, I mean, talk to Cody. Right?

Cody: Yeah. I

Jared: mean, we're talking yeah. Every day, we're talking about it. Right? Trying to figure out what we wanna go into next. Right?

Obviously, it's flips. So, it's really not a struggle right now. But I guess if if I would have pinpointed to one thing, that it would be, money.

Cody: Yeah.

Jared: Private money. Yeah.

Cody: Yeah. We started cherry picking our own deals. You know? It got to a point where we're like, man, you know, let's just take this one down. And then, you know, we got another good one that comes up.

We're like, oh, we got too much going on right now. You know? So I think the biggest struggle right now for us is just really time. You know? We're just delegating more.

We need to start delegating a little bit more. You know? Because there's still stuff I do day to day. I'm like, why am I even doing this? Right.

You know? I need, like, a VA or, like, you know, assistant.

Steve: Someone a higher level task or a lower level task? Lower level. Okay. Yeah. So you just need, like, an assistant?

Cody: I need an assistant. Yeah.

Steve: Got it.

Jared: Both do. Yeah. For sure.

Cody: Well, it

Steve: sounds like you have to figure it out. So, Anthony Walters wants to know, what are your SMS KPIs?

Cody: Man, yeah. I was talking to Jesse today about it. He asked me a question that I didn't even know the answer to is what is our, response rate like with SMS? I don't even know the answer to that because it it got to a point where I just, you know, let the VAs just do it, and I'm just, you know our acquisition guys just have them coming in. But right now, I know, like, right off the top of my head, our cost per lead is around, like, $120 Mhmm.

Per,

Steve: per lead. So And his follow-up question to that was, do you like SMS more or cold calling?

Cody: Cold calling.

Jared: Cold calling.

Steve: Yeah. Because

Cody: man, s SMS, I just I don't know, man. I think it's a little tougher tougher

Jared: right now,

Cody: and it that might just be that just my personal opinion. I think we have our cold calling down much more you know, Pat, you know, our cold callers are trained. They're skilled. They're asking the right questions. And, I don't know, man.

It to me, SMS is just used to get that phone appointment. Right? Mhmm. Whereas, like, cold calling, you've already kind of, like, talked to them. You've already built a little bit of rapport with them, and it it transitions to our acquisition guys much more smoother than a text does.

Steve: Got it. Mhmm. And Marquis Dequan, I'm probably butchering their name. Do you ever run out of data for your callers?

Cody: No. Mm-mm. Never. Yeah. No.

There's always lists we can pull, man.

Steve: Yeah. We've never run out of tech data for our callers, but definitely ran out of data for our texters.

Cody: Yeah. I can see how that could go by fast.

Steve: Yeah. Leron Mitchell wants to know, do you guys know your contract to close ratio?

Jared: Contract to to close ratio? Yeah.

Cody: I think we're at, like, what it's it's yeah. It's pretty

Jared: it's it's it's lower than 50. Yeah.

Cody: Yeah. I think we're at, like, 40.

Jared: It's not where it needs to be.

Cody: Yeah. That is one of our things that we talked about in our quarterly meetings. Yeah. Improving that. What do you attribute that to?

Well, it starts with acquisitions. Right? What are we locking up these deals for? Right? Every house can sell for the right price.

Steve: Alright. So Contracting too high?

Cody: Contracting too high.

Jared: Yeah. Mhmm.

Steve: Got it.

Jared: For sure. 100%. Yeah. And, you know, right below that would be title issues too.

Cody: Title issues. Yeah.

Steve: Yeah. Yep. Yeah. And then, Cora Lee Griffin wants to know what books are you reading right now, to improve your leadership skills?

Cody: Man, I'm actually about to start a book called, The Twelve Week Year.

Steve: Mhmm.

Cody: And I I haven't started it yet, but have you ever read it?

Steve: I think if you read Traction, you don't need it. Really?

Jared: Okay. Okay.

Steve: I mean, there might be some good stuff in there. I just don't know. Like, Traction did a pretty good job of combining the best parts of the of the twelve week year and, and, I saw Jim Collins' book from Good to Great.

Cody: Okay. There were

Steve: a lot, you know, the GWC component within Traction. So Gotcha. Might be better off just reading Traction again.

Cody: Yeah. Just I don't know. Yeah. That book that book really transformed our business too. It did.

Yeah.

Jared: Yeah. Yeah. Absolutely. Especially with

Steve: the music. The year before traction, and I thought it was mind blowing. Traction. Same concept.

Cody: Yeah. Right. Gotcha.

Jared: I would say for me, you know, private money for us in the flips. So it's not a leadership book, but pitch anything. But or in,

Cody: Oh, yeah. It's a really good book. Yeah.

Steve: Yeah. So Trying to find it. I don't I couldn't find it in Audible. I think It's there. Is it there?

Jared: Yeah. Pitch It

Cody: is a good book,

Steve: man. Yeah.

Jared: It's on there. Mhmm. Very good book.

Steve: Interesting.

Cody: Awesome.

Jared: I've I've done the audio, and now I'm doing the the book now.

Steve: Got it. Very cool. Leo Garvey wants to know, are you guys buying or or holding anything that's up to doing any creative deals?

Cody: Yeah. We are. Yeah. Absolutely. We just literally, we should be closing one this week.

We picked up a owner finance from a pro from a lady, out in Kemah, Texas, and, we put 2,000 down, 3% for thirty years, and we just wrapped it. So we sold it somebody else.

Jared: And we got that that other sub two in Katy. Yeah. Yeah.

Cody: We got another one sub two we picked up in Louisiana today.

Jared: Yeah. Today, we locked up one.

Steve: Jesse Burrow wants to know what's the one piece advice you give to someone new?

Jared: Dive in. Start.

Steve: Yeah. Yeah.

Cody: Just start. Take consistent action, man. This this business is all about consistency to me. Mhmm. I just every day, just nonstop.

The the the moment you get relaxed is whenever you start having bad ones. You know? Just just stay on it.

Steve: It's when everyone catches up to you. Mhmm. Jose Ortiz wants to know, where did you guys find your asset managers and your disposition managers?

Cody: A lot of them on social media, to be honest. I think we never paid anybody that's working for us right now from any None.

Jared: No Indeed. No No wise hire. I mean, we've had people hire through there, but everyone that's still there are all through basically referrals in social media. Chick fil A and car

Cody: dealerships? Chick fil A.

Steve: I could spend a lot of time recruiting at Chick fil

Jared: A. At Chick fil A's where it's at, man? Hey. The drive thru. And that's our our, like,

Cody: senior acquisition guy. You know, I met him in

Steve: a drive

Cody: thru Chick fil A line.

Steve: Really? Yeah.

Cody: Oh, he's

Steve: a beast too. That's awesome. Yeah. And then, Dewey wants to know where where did you get your VA?

Cody: Which one? The caller?

Steve: I guess, in general, where do you guys find your

Cody: VAs? The caller, Jared. Jared met her.

Jared: Yeah. So we, I, out of Chris Rood's mentorship. So I, you you know, out of Chris Rood. Right? So he has a he has a good mentorship program, but I got a lot from his students as well.

So we did you know, he they did arbitrage. Right? He marked up the the fee for that, co caller. Right? I was paying, like, 7 or $8 an hour for this co caller.

And, you know, I just I, you know, we had a good relationship with these co callers, and they were being treated very fairly at the call center that they were currently at.

Cody: Mhmm.

Jared: You know? So they we I think we got rid of his two cars that he had. Mhmm. And they were, you know, apt to the system that that I had with my two cars. So they eventually, left.

And then, you know, we had, like, four or five callers, so that was enough for them to break away.

Cody: Mhmm.

Jared: So, it was just, you know, it was just through referrals, you know, mainly.

Steve: Mhmm. Awesome. Very cool. Efren Ortiz mentioned that twelve week year was really good. So go ahead and read that book.

I Alright. Different opinions, so go Different opinions, so go for it. Chris Jackson wants to know, are you guys uploading any risk of trace list, and retargeting them inside of Facebook?

Jared: Yes. Yes. We have done that. Yeah. Yeah.

For sure. And how come on? Look alike. I I don't know the KPIs behind it, but, yeah, we're definitely doing that. Looking like audience audiences.

Cody: With Facebook, we kinda just let somebody else do that. I was like, man, this is too much for me right now. We kinda let somebody else that was that was doing it, knew how to do it, and he's just rocking and rolling with it right now. Mhmm. Yeah.

Steve: Yeah. I've heard back and forth. I've heard people doing it and having, absolutely no traction. And I haven't heard hearing other people like, yeah. Do you know we're doing a deal or two every month?

Cody: Yeah. Cold calling has been our number one Mhmm. Lead source right now, but I say Facebook, man. It's Facebook

Jared: should be taking over. Yeah. It should be taking over here in the next couple of months.

Steve: Yeah. Really?

Jared: Yeah. Yeah.

Steve: Got it. Who are you guys you said you're gonna outsource it. Who are you guys

Speaker: looking at?

Jared: So it's with HESL Media right now. Andre Esteban. Mhmm. Yeah. So he's crushing it for us.

So got a really, really good, return on investment with him. So

Steve: So you guys are closing deals on Facebook?

Jared: Absolutely.

Steve: Yeah. How many deals are you guys closing from Facebook?

Cody: So, it's been we're almost four since we started.

Jared: Yeah. So we,

Cody: I know we closed, I think, three, and then we're working on one flip that we got right now from it.

Steve: Got it. Yeah. Awesome. Very cool.

Cody: So

Jared: And the sub two.

Cody: Sub two was the sub two. Sub two.

Steve: Yeah. So running your guys' business right now, what is your monthly marketing expense to to, you know, to get to a mill a year? Yeah. What are you guys spending a month to get there?

Cody: We're spending about 15 to 18 a month right now. Yeah.

Steve: Okay. And then any additional overhead?

Cody: You know, the office Yep. Employees, you know, subscriptions, all that stuff starts to add up. Right? Yeah. We're at about, like, 10 to 12?

10. 10 to 12 a month right now.

Steve: Got it. Awesome. Is there any CRM tool or system that you could not live without?

Cody: Man, I love Podio, man. I just love Podio. Yeah. Yeah.

Jared: Couldn't live without it.

Cody: Yeah. We have you know, our Podio is a beast. We got some guy to, like, do all these custom additions. I mean, we've had phone calls with him and Jared is like, I want my Podio to do this, this, this, this, this, and he just made it all happen, man.

Jared: Automatic Yeah. Automatic process. Doing global stuff. Yeah.

Steve: Tricked out. Tricked out car.

Jared: Yep. Yeah. Absolutely.

Steve: What is your superpower? Man, I don't

Cody: really know. I I think Jared you know, what Jared said, like, we're really good at, finding people that are doing really good in their business and just, you know, putting it into our own our own way. You know? I'm I'm good at finding stuff out. You know?

Once I find it out, I put like, we put it into action. You know? Figuring out something that we're not doing, figuring out something that could be, you know, exponential I'm good at finding it out and and putting it to work. So

Steve: I was actually talking to somebody about my business. Mhmm. And they're like, what do you do? It's like, well, I'll take a look over here, a little over there, and a little over here. Yeah.

And we just had a money. He's like, so you just make your own job with Elias?

Cody: Like Yeah. Yeah. You've gotta make

Jared: sure Absolutely.

Cody: Everybody's done.

Steve: Why not?

Jared: You take the easy route, man.

Cody: Why try to change it? You know?

Steve: Yeah. Absolutely. How about you? I mean, I

Jared: wanna say work ethic, man, but if, you know, I work really hard. I've put in a lot of time. But for as as far as, like, a team, you know, you know, thing, I would say if there's more work to do and you're not doing it, I'm gonna push you to do it. Mhmm.

Cody: Yeah. Yeah. I got something to say about him too, though. He's whenever something needs to be done, he doesn't wait a second. He's caught like, you know, you gotta talk to the seller.

Let's get her on

Jared: the phone now. Mhmm.

Cody: You know, we're gonna get her on the phone now. We're gonna get this done. Yeah.

Steve: That's he's a driver. I can tell.

Cody: Oh, yeah. Yeah.

Steve: Yeah. Patience is not your strength.

Jared: Not at all. Why wait? Let's go. Let's freaking go, man. I got goals to reach.

We all do. You know? Yeah. Let's hit them.

Steve: I love it.

Cody: They do too.

Steve: So, Carlos wants to know what's the set set date for the event in Houston?

Cody: December 12.

Jared: December 12, six, seven, somewhere around there. Yeah. Haven't really come out with the time.

Steve: Alright. And then, Jose wants to know how fast can you train someone to close a deal?

Jared: That's That's a good one.

Cody: That's a tough question.

Jared: Depends on a lot of things. Right?

Cody: I mean, I don't know, dude. We put them through a process. You know? Like, whenever we first hire an acquisition guy, we put them through a process. Like, you know, they're calling our dead they go through the videos, stuff like that, and then they start calling dead leads.

Mhmm. Right? And we see we see how they work with those dead leads. We're not really necessarily looking for them to close one, but if they do, that's great. But, That's a bonus.

Yeah. Right? But just like how they're handling the amount of calls, the call duration. So, you know, the amount of time, I would say, a new acquisition guy comes in and and actually closes the deal, gets their first contract. It it ranges on the type of person they experience, of course, but I'd say anywhere from around, like, you know, two to two to four weeks.

Jared: Exactly what I was gonna say. Two weeks to a month.

Cody: Yeah. We know about, like, in the first two weeks of them working for us if they're gonna make or break.

Steve: You know? That's pretty solid.

Jared: Yeah. Two weeks, if they're not, you know, close to closing a deal, you know, we know they're pretty much out the door. Mhmm.

Steve: Got it. Tang wants to know, what do you guys see coming in 2021 market wise?

Jared: Lot of foreclosures, lot of forbearances, lot of sub twos. Watch out, Tang. Hey, man. We can partner up on that. Right?

Yeah. Yeah. For sure. Sub twos, taking over mortgages, stuff like that. Yeah.

For sure. Huge, huge opportunity.

Steve: Mhmm. Got it. And then, April wants

Cody: wants to know where are you sending your Facebook leads? Right to Podio. So they they fill out a form. It comes right into our CRM.

Jared: Our web form on on Facebook so that we don't direct them to a web page.

Steve: Okay. So they fill out the web form. That's usually prefilled. Right? That one.

Or they're they're typing it in.

Jared: They're typing it in.

Steve: So they're typing it in, and that just goes right into Podio, and then your team is on it. Alright.

Cody: Goes into Podio or Podio sends them an automatic text. Yeah. I think an email too.

Jared: Yeah. I'll do both.

Cody: Yeah. And, text. Yeah. So, you know, what's what's a good time for for us to talk? And then they'll text back, and then that text will go back into Podio acquisition guys.

Jared: I get a email. You know, we all get a email.

Cody: Everybody's Email. Hey, guys.

Jared: You know, Hit the hit the guys. Right? Yeah. Because, like, Facebook, they don't like redirecting. You know?

So we'd like to keep them right on that form. We don't wanna push them to our our website. If it's not converting, we like to take that, yeah, metric out and just Make it easy. Directly. You know?

Yeah. For sure.

Steve: Got it. Very cool. Tang is acting like he doesn't know what sub two is. Moises wants to know how much you guys spending per month in skip tracing?

Cody: Oh god. It's a it's a coding. Man, two to three k, maybe? Yeah.

Jared: Somewhere around.

Cody: Yeah. Somewhere around there. Yep. Yeah. And where do

Steve: you guys see your business in five years?

Cody: Well, wholesaling wise, you know you know, we we're getting to all the markets for sure. We're gonna go into all the markets. Yeah. You know, we're all over Texas now. We're gonna, you know, push into other states too.

Man, hopefully, you know, about five years, it better be operational on its own.

Jared: Yeah. I would say nationwide wholesale company for sure. Right? And then I would probably say land development, mobile home parks. Yeah.

So if if you were to ask me what's the next thing for us, I would say mobile home parks. Yeah. Land development in five years

Cody: for sure.

Steve: Awesome. And someone's asking here, Quando. What challenges you guys have you guys faced as a partnership?

Jared: Challenges? I mean, it yeah. I mean, it the I always I trust Cody no matter what. Right? I know he has his best interest, but, you know, there's there's always, you know, there's always gonna be that lingering effect to make sure that he's doing just as much as I'm doing.

Mhmm. You know what I mean? So when he's not doing that, you call his ass out.

Cody: Yeah.

Jared: You know what I mean? Yeah. So that's just what it is.

Cody: We we both do that. You know? We, I could say probably one of the I've been in other partnerships with other businesses. Right? Mhmm.

Where you feel like you're doing more work than the other. And, you know, we we push each other. You know what I mean? So, like, you know, it's even until a point to where, like, whenever we're down. Like, he even if I'm pissed off about something in the office, he's like, man, come on, bro.

It'll be alright. You know? Let's go. And vice versa. So, like, we we we push each other, and, it almost feels like you're in a competition with each other.

Steve: Mhmm.

Cody: But it's a healthy competition. You know what I mean? And I think we keep a good balance as as far as that. And I'd probably say the only other thing that that we do, you know, is just we don't really have have disagreements, but we just see things sometimes differently. But at the end, I don't know.

We've we've always had smooth

Jared: Smooth. Yeah. Smooth conversations about certain things that we didn't disagree on. But Yeah. I mean, that's gotta be the biggest challenge, right, is trust.

Mhmm. That's that's for me. Right? It is trust. And and if the work ethic is not there, it's just make sure you have that hard conversation.

Steve: Yep. Right. And I think that's huge because that's one of the biggest challenges with most partnerships. Mhmm. Is that no matter what, one person always feels like they're doing more work than the other.

Right. Yeah. And for you, you're just saying just freaking address it, squash it.

Cody: Yeah. Just be done.

Jared: Get it done.

Cody: Let's go.

Steve: Lingering on it, letting it fester. Right? You're on it, addressing it right that day.

Jared: As long as we're matching each other. You know what I mean? Is if you if I'm matching, if I if he feels like I'm matching him and you're matching me, then we're we're golden.

Steve: Yep. Alright. Thomas Joseph wants to know what's keeping you guys up at night.

Jared: Him not doing enough work. No. No. I'm just joking. Man.

Me up at night, man. Bright and shiny objects and and just time.

Cody: Yeah.

Jared: Yeah. That's that's for for right now, that's what it is.

Cody: Yeah. Yep.

Steve: I've got that same pro. Man.

Cody: Man, just getting these deals closed.

Steve: Yeah. You know what I mean?

Cody: I just wanna see everybody my like, at our organization just just happy. You know what I mean? And I just want everybody to, you know, blend in well and work hard, you know, to get these deals closed. So that keeps me up.

Steve: And Kevin Mendoza wants to know what are your whys? Start with you.

Cody: I think whys change. You know, whenever I first got started, it was, you know, I dropped out of high school. I quit sports. I quit all this stuff. You know?

My mom used to tell me, I'm not good at committing. You know? She told me that before.

Jared: So

Steve: It's probably a good thing she told you that.

Cody: She she's so honest with me. Yeah. For sure. So I took that to heart. You know?

I was like, you know, whenever I, you know, I got into the business and she tried to give me back you know, she my mom was, like, trying to push me to go get a job again. I was like, you know what? I'm I'm gonna commit to this. I'm gonna do it. So, you know, I know everybody else from my hometown probably seen the same thing.

Right? Which I I don't blame them. But, I I just wanted to to do something. You know what I mean? I wanted to to do it.

I wanted to start a business and actually, like, do well with it. But now, you know, my biggest whys, you know, next year, I really wanna retire my dad. That's probably my biggest thing is, he works out of town a lot. Mhmm. And, you know, my mom's by herself, empty nester.

You know what I mean? So I I really wanna I I wanna retire my dad. That's probably my biggest goal as far as going into next year.

Steve: That's awesome. Yeah. And I think and I the reason why I'm saying, you know, maybe her your mom saying that to you is a big thing. Like, that's one thing that's always kinda it goes back to me every once in a while because, like, I was a slacker. Like, just a total slacker.

Yeah. And so, when I graduated high school, one of the teachers actually said to me, he's like, you know, it's a shame that, you know, you're you're just gonna totally content with just, you know, slacking and just skating by. It's like and we're just like, okay. I mean, that's not big. It's like, I see you as a a waste of your potential.

I was like, holy crap. That's really strong.

Cody: Yeah.

Steve: But Get that. Like I said, you know, your mom said what

Cody: you needed to hear. Mhmm.

Steve: That was what I needed to hear.

Cody: Right. Yeah.

Jared: Yeah. Awesome. Mhmm.

Steve: So what is your why?

Jared: I would yeah. 100, Steve, it's gonna be my family, man. Yeah. So whenever I, you know, got out of high school, I didn't have any direction. You know?

So I, you know, thank god that I had a brother-in-law that showed me the the entry into oil and gas. So that was my only option. And, you know, that that that worked for me. But, you know, I've got a 17 year old daughter, a 15 year old daughter, and a 10 year old son. Right?

And

Steve: That's why you're not I've,

Jared: yeah, I've got my mom near well, she's already retired. Right? So I've got I've got family. You know? And and I want I want my kids to have the option that I didn't have.

You know what I mean? I don't want them to feel like they're forced to college or they're forced to the military or they're forced into the workforce. Force. I want them to have a plan and a strategy and and somewhere where they can flourish instead of, you know, college. Right?

Steve: Alright. Awesome. Very cool. We'll have the last last question here. I mean, we can go on forever.

We're getting a lot of questions, a lot of love from you, from the audience. Awesome. Andrea wants to know, how do you feel about your employees wanting to start investing themselves?

Jared: 100%. Yeah. 100%. They should they should definitely we actually encourage that. Right?

So we'll actually, you know, help them show the way, and we've created a ground, you know, in our atmosphere to be able to show you how to flip houses. Right? So 100%, that's how that's that should be the natural progression for sure.

Steve: Awesome. Very cool. So I'm gonna make a few quick announcements. I want you guys both to think about some last thoughts you guys wanna leave the listeners with. Mhmm.

Guys, if you guys got value today, today, please like, subscribe, share, comment. That's what helps us with the algorithm so we can reach more people. Next week, we got Dave Perchian. He's gonna talk about why all those multifamily guys are morons and why single family is where it's at. That's his platform.

And then we do have our workshop. It's gonna be in three days. So Saturday and Sunday. If you guys wanna check that out, go to disruptors.com/workshop, see if it makes sense for you guys. So last thoughts.

Cody: Man, lastly, I I I guess, you know, for, I guess, like, any new people out there, just, like, getting started, man. Just do it. Just do it. Stay consistent. Don't get caught in between all the bells and the whistles of, like, should I get this program?

Should I get this software? Just just get started, man. Mhmm. You know? Pick up the phone.

Start dialing. You know? Just just go put out some bandit signs. Do something.

Steve: Right?

Cody: Screw it. Stay consistent. Consistent. You know? Stay consistent.

That's my biggest thing. If you stay consistent, you're gonna get a deal. Yeah. Yep.

Jared: Oh, excuse me. I would say write the check. Stop thinking about it and just write the check, whatever it is. If it's a mentor, if it's a cold caller, if it's buying data, whatever it is, just write the check, get it over with, and just dive straight in and take action.

Steve: Yeah. So two drivers. Absolutely. Two starters, action takers.

Cody: Yeah.

Steve: Someone wants to get ahold of you. How did how did they do that?

Jared: Facebook, Jerry Graves, obviously, and then on Instagram, Texas size real estate. Yep.

Cody: Yep. Those are the main two sources. Same thing. Facebook, Instagram, Cody Pirtle

Steve: on both of them. Awesome. Very cool. Alright. Thank you, guys.

Awesome, man. Coming on.

Cody: Thank you.

Jared: Thank you so much. Thank you.

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

Speaker: Yeah. See, we real estate disruptors. Can't nobody touch us. And yet we about to give you games. Shout out to Steve Trane.

Will it say disruptors? They cannot touch us. And, yeah, we about to give you game. Shout out to Steve Train. Jump on the Steve Train.

We about to give you game. All the ass flowing through my veins, and you don't have to look no further. See, right here, you're gonna learn everything. Yeah See we real estate disruptors