$1,000,000+ in Revenue with Only $30k in Marketing? How Tyler Austin Hacks Data For High Margins.

Steve Trang: Hey, everybody. Thank you for joining us for today's episode of Real Estate Disruptors. Today, we have Tyler Austin with Florida Cash Real Estate. He flew away from Destin, Florida to talk about how he hacked his way to a million dollars in revenue on just 30,000 in marketing spend. 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 guys have been following me on social media, then you know that we just finished building our classroom. We're gonna be holding sales training and masterminds there. If you wanna close more deals, please apply at disruptors.com to see if the class will be a good fit for you. If you get value today, please tag a friend below, share this episode right now. That way we can all grow together.

And this is a live show, so please ask your questions for Tyler to answer. You ready?

Tyler Austin: I'm ready, man. Super ready.

Steve: Alright. So one thing we talked about before we even talked about the show was hacking your hacker. Yeah. What what is that hacking thing about?

Tyler: Yeah. So, it's always kinda crazy because a lot of people say, well, what like, what did you do before, you know, real estate? I'm like, well, I mean, the easy way to say it is I was a hacker. Right? But to, like, delve even deeper in that, like, I was a SCADA hacker.

So I would do things like And what hacker? SCADA. So SCADA stands for well, shoot. I forget now. But, essentially, think of power plants.

Right? Cars, things like that. Yeah, man. I don't remember the acronym. It's funny.

But yeah. So my my biggest thing was was planes and things like that. Right? So I I focused on trying to figure out, if anybody was able to toy with things that they're not supposed to toy with that would jeopardize either missions or lives, essentially. Yeah.

Steve: For what organization are you worrying about jeopardizing people's lives?

Tyler: A lot of different organizations. Yeah. I saw yeah. I worked in the government and, yeah. So

Steve: Okay. So you're, that's the hacker part. Yeah. So I guess that was what got you into real estate?

Tyler: So what really got me into real estate is that hacker job was a 50% travel job. Right? You know, I I was looking at getting into real estate a little bit earlier on into, you know, my career. And, initially, I I I was trying to find, like, a duplex, you know, so I can rent ones, live in the other type of scenario. And, it just never happened.

You could never find it. Ended up buying a house, thankfully, like, broke even on it. It was terrible. When it when in the if when the summer melted, my whole basement flooded. Oh.

It's the worst experience ever. I was like, man, if this happens to my rentals, like, that's when I like, because I was looking at buying rentals in North Dakota at the time.

Speaker 2: I was

Tyler: like, that's not gonna work. So, we end up getting down to Northwest Florida, you know, that Destin area. So you're

Steve: back you're initially, you're trying to do this in North Dakota.

Speaker: I was trying to

Tyler: do it in North Dakota.

Steve: And that was just your primary where everything got ruined?

Tyler: Yeah. Yeah. That was my primary. And and I was really not looking really like, I didn't know about wholesale. I didn't know of any anything about the time.

Technically, I I I was bird dogging because there was an agent I was working with. And anytime I would I would go I was basically going to the duplexes, and I was reaching out to the homeowners to try and buy their duplex because it seemed like they were renting them, and I wanted to live in it. Some of them wanted to sell, but none of them wanted to sell to where I could have my the rent cover my mortgage. So for those people, I just pushed off to an agent, and he gave me a gift card, and that was that. So I guess, technically, it's like a really cheap wholesale.

I couldn't imagine receiving a gift card for a deal nowadays. But, that was, like, the very beginning. But once I realized like, when the flood happened in my house, I was like, dude, like, this whole remote thing for rental wise, not gonna work. I stopped that. I had just got out of the military.

I, just had a kid. There's a lot going on then. So, thankfully, you know, we got down to Northwest Florida, and that's really when my government career started kicking up. And, and after that, we, you know, I I got tired. So I started re researching how to get rentals and all that stuff to kinda get my money somewhere.

Speaker: Mhmm.

Tyler: Ran into the wholesaling thing. I was like, that stuff's not real. Like, there's no way that it's legal because I was thinking I need to be an agent. All that typical, you know, jargon. And, you know, very quickly, I learned that it wasn't, you know, illegal.

Steve: Right.

Tyler: And, you know, for through local networking and stuff like that. And yeah. And then that first, like, quarter of kind of learning and educating, we did, like, 250,000 and and then it was was off

Steve: to the races. So let's talk about that first deal. So you you had this moment. You know, you're you're you're leaving the military. Yeah.

You're looking at this wholesaling thing, which looks like a total scam. Yeah. When was this approximately? So,

Tyler: when I was leaving, that was 2015.

Steve: So 2015? Yep. How long until you got your first deal?

Tyler: So, I didn't start like, I didn't learn about okay. Actually, you asked about the whole learning about wholesaling. That wasn't until, like, 2017. Okay. Because I I got out in 2015.

That's when I was trying to do the rental stuff.

Speaker: Mhmm.

Tyler: Moved down to, Florida again, and, it's about 2017, and didn't do anything with with learning about it. Decided to start actually focusing on it about May 2018.

Steve: Okay. Yeah. So So fairly fairly recently.

Tyler: Fairly recently. And, you know, I I jumped in really full feet. I had a Amex card, and I was supposed to be using it to, like, get get Hilton honor points for my travel, you know, and all that good stuff. I just had a $10,000 limit onyx. I had terrible credit.

I had my debt to income was ridiculous. And, I just maxed it out for the $10 on direct mail and, didn't get anything. Got a lot of direct mail returned to me.

Steve: Oh.

Tyler: And,

Steve: So you could say you didn't really know what you were doing?

Tyler: I didn't know anything that I was doing. No. So I was like, dude, I need there's no way you can do this. Even if I did get a deal, I I had read on a blog post, probably on bigger pockets or something. It's like the average deal size between 7 and $12.

I wouldn't not be able to catch up. So, so, yeah, I ended up basically taking a break for three months or four months. And, just I being what I did, I was very, you know, I'm very analytical. So I built out a whole Google website. I documented everything I knew about, like, you know, the, the wholesaling and what the different parts are.

I was, okay. There's, like, these four quadrants, acquisitions, dispositions, marketing, administration. Let me just figure out which one I can have someone do while I'm traveling. I automated all that. So I kicked back up with a full time acquisition specialist slash dispo.

I paid her 20% for both Mhmm. Or to do both jobs. And a cold caller and a administrative VA and then started marketing, turned everything on again. And then deals just started coming in as

Steve: I was talking about. Marketing how?

Tyler: So we were doing, cold calling. But the way we were doing it was really focused. So, we were essentially, essentially, we were taking, like like, cell documents on Google Sheets, and I was using, it's not an add on anymore. I think it turned into power editor or something like that. And I was cleaning them up and, and and then, basically, taking any of the high equities and tax lanes.

So, essentially, the stacking thing. I don't really like that word, but the stacking thing. And I was having my acquisitions when there was no leads coming in from our cold caller. She was niching in and just dialing those manually, through cult tools

Speaker: Mhmm.

Tyler: And leaving voice mails, on every single one, like, organic voice mails to the person type scenario. And that kicked up, you know, over a $100,000 in in just doing that. And what was funny about it is kinda like, I talk about, like, active and passive kinda marketing. And that's kinda like both at the same time.

Speaker: Mhmm.

Tyler: Because with the voice mail, that's who we never out of those deals that we closed doing that, all of them were calling us back.

Steve: Yeah.

Tyler: And so then we learned about RVMs and stuff like that, which we don't do anymore because of Florida legislation and whatnot. But, yeah, it was a little mixture of everything. It was pretty much outbound, though. I stopped doing direct mail. I was scared.

I was very scared of it. Yeah. You know, spending that and then not doing that. And and that was that, like, first kinda intro, you know, time frame. And then 2039 was, was a whole another, you know, ballgame of of learning and education and, and revenue.

Yeah.

Steve: Got it. So you took the data that you have that you pulled, and then you're stacking it in Google Sheets?

Tyler: Yeah. Google Sheets.

Steve: And then you're having your cold call to call that list and leaving organic voice mails. And you said that turned into a 100 k

Tyler: in revenue. So, actually, my cold caller never really picked up too much. Like, I we don't do very many cold call deals. I think in 2018, we only did about 15 deals from just straight cold calling, like, with a a dialer bulk dialing. Most of our revenue comes from that, like, plucking them out.

I call it the go, no go process. Mhmm. And and it's like we go through being that I was a hacker, right, it was something that we do is called OSINT, open source intelligence. And it's all about the science of, like, finding people online through things that are not breaking in through a backdoor or something like that. So we set up a process to use that same kind of tactic that I would use to find and, you know, people before we do engagements to real estate, essentially.

Steve: So we would do intelligence gathering to real estate. Yeah. Got it.

Tyler: Right? I mean and, and and, basically, that that's that's where that that first 100 came from. It was like we were digging in. It's like, we know this person's tax delinquent. We haven't spoke to him yet.

That's our fault, not their fault. We just need a yes or a no. And that's really what a go no go is. It's like digging in until you get a yes or no. So we have a whole process, a whole flowcharts, in in in ways.

Like, if we have an email, what is our pipeline? If we have a username, what is our pipeline? What if we have just a first and last name, what is our pipeline? In real estate, we're really, really fortunate that it's a lot of public record data.

Speaker: We

Tyler: have first names and last names. We have mailing address. We have property addresses. We can skip trace and get numbers. And if you have just that base information, you can pull on a lot of strings to find somebody.

Right. And that's what we focus primarily on. Usernames for what? So with usernames, I mean, a really good example is, let's just take a username for Facebook. Right?

Facebook, you have your your profile name, but then that that you you can name at least older accounts, you can name a, like, your forward slash URL. Right? And, generally, that's gonna be the same as someone's Instagram handle. That's gonna be the same as someone's Twitter handle. Those handles are generally also the beginning of people's emails.

Right? They're generally used, in a lot of different ways. Different ways. So if you have a username, you can take that username. You can populate it back to find old photos.

Then you can download photos, do EXIF data. Really, it's about if someone's not being being found through numbers, the only way to find them is by location geographically and then dig into that location and find out somebody else that might know them. Right?

Steve: So just real quick because you mentioned it real quickly, EXIF data.

Tyler: Yeah. So EXIF data is for all those that have phones. Right? Turn your GPS locations off. EXIF data is essentially, imagine it like a footprint, right, for a photo.

Right? EXIF data, and it's getting more and more and more advanced. They're adding even more stuff into it. If you could, imagine, like, back in the day when you'd spin your cameras and you take a photo and then you gotta take the reel somewhere. Imagine if every time you press that, your fingerprint essentially went with it and attached to that reel.

Yeah. That's really what it is. Your location, GPS coordinates. I mean, it's getting The weather. The weather.

Steve: The time.

Tyler: Everything. With phones now, they literally will put everything on there.

Steve: I mean, just think about it. Whenever you post anything on Instagram, it says your location. It says the time. Yeah. Yep.

Like, there's a reason why they can pull the time and all this stuff. Right. And how does it say

Tyler: And a good another good you're talking about usernames. Right? How can we use usernames? Think about the the age demographic of which we buy properties from and where are they at online. If they're in their forties or fifties

Steve: And that's where they're going, just emailing their AOL.

Tyler: Yeah. Emailing their AOL. Right? You know, forties, fifties. If they're in their sixties or above, it's a little bit harder.

But, right, AOL accounts, think about, Yahoo, dating websites. Right? A lot of things nowadays, email doesn't matter. A phone number does.

Steve: So You're not creating dating profiles.

Tyler: Create dating profiles. Right? A phone number, let's just take, for example, Voxer. Right? Vox is a really popular tool now.

Right? How does Voxer know who you are? It's based off your phone number.

Speaker: Mhmm.

Tyler: So if you and you can invite anybody to Voxer. So if you go and you're trying to reach somebody, create a Voxer account, if they just so happen to have the Voxer app, you can message them and send a message right from Voxer now. Like, so little things like that that are just looking at the tools of which we use daily in our lives and using them, right, to to reach somebody. You know? Facebook messaging is the most minor of that thing, finding them on Facebook and sending them a message.

But, But that's where most people start. That's where most people start. That is one of the, it's actually, like, fifth thing that we do in our process is to

Steve: find out. Saying, like, for most people, like, if they wanted to go nontraditional. Yeah. Step one would be Facebook Messenger.

Tyler: Right.

Steve: Yep. Where are you pulling their, username?

Tyler: So username just depends. Right? It it depends on what you're starting with. Right? If you're starting with an email, an email is a very first thing.

Now I have because of my background, I have a whole virtual machine, all for OSINT that I plug and play. I have scripts and stuff like that. But, like, if you were just to do it right off, you know, the bat, you know, taking if you have an email, right, then take an email, you know, throw it in Google, put your quotations plus Instagram. Right? And you're gonna try and find their profiles.

I was digging in in, I did a training on it, like, two weeks ago. Mhmm. And I was like, well, I don't wanna, like, use a seller, and I don't wanna use one of the people in the training. So I use myself. And I found Pinterest profiles from when I was looking at photos of tattoos six years ago that I just randomly spun up because I didn't have it in it.

I pulled out the excess data and found my home address from when I was in North Dakota. You know? I did the same thing with my phone numbers. And when I was vanilla more vanilla than I already am. Right?

Like, in real estate, my BBB profile had my personal cell phone number on it. Mhmm. Right? It had my home address on there. And I found through using even simple, you know, Google hacking tactics to to one result from just adding in three keywords in the right way brought up that information.

So we have a whole process that can be automated through our VA to to do that. Yeah.

Steve: And when that's the reason why when we were talking about hacker, hacking your way Yeah. That's what it is. Hacked your way.

Tyler: Yeah. Hacked my way.

Steve: So I love it. One thing we talk a lot about in sales training is, getting the guard down. Yeah. Right? Because, like, as when you get a cold call, you don't know who it is, your guard's up, and so on.

So we wanna get their guard down. Yeah. You're approaching people through nontraditional means.

Speaker: Mhmm. How

Steve: is their guard when you're when you're first reaching out to them?

Tyler: You know, it's actually, it's interesting because a lot of times we end up never reaching the homeowner Mhmm. Until we go through a sibling or something like that. Right? Generally, if if if you can, right, you can use a trusted person to do the introduction. So that's what we try to do most of the time.

But their guard typically is actually really okay, to be honest with you. Because think about it. Like, the stigma of receiving a cold call versus receiving a message on Facebook, like, wherever they're at the most is where they feel most most comfortable, really no matter who it's from.

Steve: Interesting.

Tyler: Right? Like But, like,

Steve: if you were to send me a Voxer, I'd be like, what the hell is this?

Tyler: Right. You might send you might think that. Right? I could see you could see that. Right?

The Voxer thing is a little bit extreme. That's kinda like, Or a Marco Polo. Or a Marco Polo. Yeah. You know, things like that are are getting out there.

But, you know, we we haven't experienced I've experienced way more hate from standard cold calling with it popping up as a block message and things like that than I have through traditional means of making the introduction. You know, it's just like in text messaging now. They're saying, don't say, would I like to buy your house? Ask questions like, you know, are you looking to get your grass cut? Right?

The very intro conversation to break the ice. So, you know, you just use those simple sales tactics in everything that you do. And, you know

Steve: As, you sent me your your presentation from a couple weeks ago. I just kinda just streamed through it real quick. Yeah. One thing you talked about was tear or tier? Tier.

Tyler: Yep.

Steve: You wanna elaborate on that?

Tyler: Yeah. So it's a method I call the tiers reduction method. Mhmm. Essentially, I was thinking, like, how can I create a process that's complicated and break it down? And the best way to do that is to have something you pick up and carry.

Right? I think that's something everybody should do with their teams in any complicated role or task. So, essentially, the tiers reduction method is is the the method of which will reduce the tiers of you, like, just losing deals. Right? It's two, tiers side by side.

In the middle is a diamond. It's also an affinity symbol. Kinda weird. But, yeah, in the middle with the diamond, essentially, that's where your new campaigns lie.

Speaker: Mhmm.

Tyler: So you kinda go around this, this tier. And at each section, moving around that tier, is a new task or a new thing that you need to do in your marketing. The left hand side of it of the tiers reduction method, I'm happy to give the link for everybody to have in in the show notes or something Mhmm. Is is essentially creating new campaigns. The right the right tier is going through those campaigns and updating your data so that you can actively market through a list of prospects.

And as you're marketing through them, you're properly tracking and annotating on your data, removing out the garbage, and then it comes back around to that diamond in the middle where the new campaigns lie. Mhmm. So, as an example, intake new data into your company, do what I call the four w method. Right? That's tagging, essentially, figuring out making sure you're saying where it's from, when you bought it, all that of stuff.

As you go around that, there's cleaning up your data because it's another big thing. The reason in the very beginning by the way, that that first 250,000 was from 2,500 records. Right? Because after Incredible. Yeah.

After I, after I sent all that mail, I was like, dude, this the I'm not gonna continue hitting everybody. I just I just took an absentee list.

Speaker: Mhmm.

Tyler: And that's what we marketed to. And then we got a a free tax delinquent list, and that's what we marketed to. And then we started pulling in evictions. But in that, I had wrote some Python scripts to clean up that data. And later, that that methodology of clean, incomplete trust company numbers, no numbers, and tracking that and having my VA do that turned into the tiers reduction method, which is how every our whole marketing cycle just funnels around that.

Steve: Yeah.

Tyler: It's hard to explain without the visuals to it. But,

Steve: Well, I mean, we talked about this Yeah. Last she last month. We were talking about, when you had me on your show. We're after which we're talking about, one of your biggest frustrations is the proliferation of data with no effort to clean it up.

Tyler: Yeah. You wanna elaborate on that? Yeah. I I man, I can go on forever. We're gonna need more time.

Like, I think one of the biggest disservices that we have in the real estate industry is the data industry. And don't get me wrong. I love skip tracing. It's one of the most powerful things we have. Mhmm.

But it's also both of those are designed to make you do more. Right? Spend more money. Do more here. Do more there.

You can buy a question I always ask people is, like, when they buy data, after they do the first campaign, they tell me all this data. I need to buy more data. This none of these people wanna sell. I'm like, what do you mean? Like, well, how many people did you actually speak to?

How much data did you have? Like, well, I just downloaded 10,000 or or even had 5,000 from this service or that service. Right? I'm like, okay. Great.

And how many leads you get? Oh, like five leads. Okay. Cool. So there's still 9,995 people.

Steve: You know these people need to sell. Right.

Tyler: They need to You

Steve: only talk to five of them.

Tyler: Yeah. Like, why would you do that? Doesn't make any sense, especially if you're using, like, the Sears deduction method and you have that, like, the go no go list and there's, you know, 30 of those people that you know are in terrible situations, and you're just like, oh, I couldn't reach them. Like, what the heck does what what does that even mean? Mhmm.

That's like like, somebody going to combat and be like, well, that hill is kinda high. Like, I don't really feel like going over it because I know that on the other side of it, you know, it is a combat zone.

Speaker: Mhmm.

Tyler: Like, as a a CEO, your only service is to learn and educate and figure out how you can do expansion, right, of your company, reduction of costs and increase in revenue. Mhmm. Like, those that's like your job. And if that entails understanding how to contact 10,000 people or how to maintain that the proper way, then that's what it entails. And you can't use the excuse like, I don't understand.

You you ripped that off when you decided to be an entrepreneur. You know? Like so yeah. So, like Super

Steve: passionate about it.

Tyler: Super passionate about it. You know? You you have to you have to understand what's going on with all that data because it is there's two most important things in your business, data and people. Mhmm. Without those two things, there is nothing.

Right? You need one or you you need both realistically. You could have just have people, but then you're gonna have to go, like, door knocking.

Speaker: Mhmm.

Tyler: Right? And if you and even still there, there's a data centric around that. Right? Tracking who did you door knock. What did they say?

Did they tell you to f off? Did they not? Things like that.

Steve: So then you're finding in your own personal experience that your own experience in the military helped you ask better questions once you got into this business?

Tyler: Yeah. I think so. I think

Steve: because you started off just doing direct mail because that's what you knew. That's what you heard. Maybe you saw in the video. You watched in some forum, whatever.

Tyler: Yeah. And I I and I still love direct mail, but the reason why is because, because of that, sometimes in in in the in the world of, like, in in red team type hacking, where you're where you're trying to do an engagement, where you do breaches. Right? Some things like that. Or if you're trying to get in contact with guy over here, but you know that this individual is the way to him, you know, much like, you know, networking and things like that.

Right?

Steve: Trust triangle.

Tyler: Trust triangle. We have fantastic. Right?

Speaker: Yeah.

Tyler: You know, sometimes it's easier to attack, you know, the weaker link.

Speaker: Mhmm.

Tyler: Right? And then from there, do a bridge over.

Speaker: So,

Tyler: knowing that I love direct mail still because direct mail is another way just to make that handshake right through the through the mailbox. So when it came to sending direct mail, it was just because, yeah, yeah, I thought that was the easiest way to do it passively. And then the military experience really delved into, really, it was not so much my military experience because I was an ammo troop in in the air force. I just built bombs. And I did do some stuff stuff afterwards.

But, like, it wasn't anything that would have prepared me for, except for maybe, like, throwing a sledgehammer. It was the government work after that that really was a big thing. I think more than anything, it's it's the taking any experience that you have and then figuring out where your strengths are and then applying them into, you know, what you're passionate about. And I found out that I was really passionate about helping people. And when I closed a deal and I received a hug from my 86 year old lady, and she said, I hope I make a million dollars on a house.

I had only made 30. I say only, but that was you know, I made 80,000 a year as a government person, and that's, like, where I was capped at. That's it. You don't really go above that unless, you know, something crazy happens. But, in in the in the government, that does doesn't exist.

Speaker: Right.

Tyler: You know? It's like you don't get, you know, pats on your back for for for doing what you're supposed to. You know, so I went in, like, two days later, quit my job, and I was like, okay. How can I take this and and leverage

Steve: it? So walk me through this. You know? Yeah. People hear all say all the time, this is the toughest market, and I've gotten that feedback as well from other people and other masterminds.

So if you were in my market and you were to replicate this

Tyler: Yeah.

Steve: What would be the first step in trying to replicate this?

Tyler: So not really in preparation for that question, but I had a feeling that that question that it's a common question. Right? Like, I ask that question to people all the time because I think it's it's super powerful. Right? Because it helps the people that are just getting going understand or anybody who's trying to do a new tactic.

So what we did, you know, because I got here on Sunday, is Oh, yeah.

Steve: You were texting me like you're trying to do intel. Yeah.

Tyler: Yeah. Exactly. Like, we were gathering intel. I was like, okay. Where's the areas around here?

You know? And, what I like to do when I enter into a new area I've never been before is I like to just get a landscape. What's going on? What blew my mind is that the house like, our Airbnb is, like, a $550,000 house, and it wouldn't be nothing but, like, maybe a $250,000 house where from. And I'm like, your house market's crazy.

But, but yeah. So, we were driving around in in Jordan. Right? He was here a second ago. We were like, we're driving around, and we're trying to figure out, like, man, I can't really tell what is, like needing flipped and what's not needing flipped because they're very houses around here are very, I don't know, cookie cutter

Speaker: more or less. Very

Steve: cookie cutter. They're newer. Right.

Tyler: Yeah. And, so I was like, okay, that looks flipped. I can tell that's flipped. This one's not. So I started realizing, like, certain things like like the fascia might not have paint on it or the window.

It's like little tiny things. Right? So we drove passengers as mailman and you're all as mailman walked door to door here, which is kind of crazy too. Depending on part of town. Okay.

So, so, you know, he's like, hey, come here. Right? And we're there driving around more. It's like right after I messaged you, actually. And in that time frame, this mailman sent us 10 properties that he knows are vacant.

Speaker: Mhmm.

Tyler: And they're still on my phone. And we're gonna be setting some up. We can do some d four d stuff. I don't know. We're gonna see what's gonna happen.

Might be in the the Scottsdale market. But no. So, like, you know, if you can do that, you can build a relationship. That's a really, really good start. Yeah.

Right? Especially with somebody who knows the area really well. And then the next thing that I would do is I would take, of course, find the hottest market that you have. And I have a methodology I call a three v motivated seller framework. Value, fixation, viability.

When you intake data in your business, you wanna focus on those three things. What is the value? Value is two things. Right? Value is obviously in the property.

They have to have value for you, the the seller. But value is also something to maybe you as a buyer. Right? You need to look at it like it's of value. Value, in the property is really easy.

You could have a $50,000 property that's paid off for $3,000 equity. Great. But if it's in an area that no one's gonna buy in, then obviously it's useless. Right? So that value component wouldn't pass.

You gotta figure that out. Vexations are things that are are distress points. Right? Like d for d, the the mailman giving us those. Mhmm.

And then, viability is a couple different things. It's it's is the property too far gone that nothing could be solved except for something governmental like tax auction wiping off a mortgage. Right? Or is it that you need to know more people or players in your market reaching out to your team, coming to your office and networking. So viability.

And viability doors are the, you know, your core advisors, getting good attorneys, getting good title companies, people that you can lean on if you need information. The fur that value component, though, also has equity. And the only way that you can find properties with equity is generally through some sort of data source. Right? Or you could do something else.

That's the easiest way. So I always say you should go go, you know, go to wherever you want and get 2,500 records that fit in that first value component. The next thing you should do is you should go grab, the the free, you know, vexation that you can get. Auctions, foreclosures, in auctions, I meant tax delinquent, foreclosures, driving for dollars, things like that. Right?

And then you're gonna merge those together and you're gonna segment those out. Right? And there's gonna be four buckets. Equity, vacant, ouchies is what I call them. It's basically vexations.

I just like call them out because I got four year old who's five now. Oh my gosh. So equity, vacant, ouchies, and, what's my last bucket? Equity, vacant, ouchies. I can't think of my last bucket for whatever reason.

Someone that's watching this that knows is like, I can't believe he doesn't know that. But, anyway, you got your four buckets. Right? You segment essentially, segmentation. Mhmm.

So for anybody that's familiar in marketing in general, like, because that's what we are. Right? I think I just seen you post on my Instagram. It was like, you know, we're talking about this. Like, we are sales and marketers.

That's what we do.

Steve: Oh, yeah. That's that every industry is a sales marketing industry.

Tyler: You you have a product, and that product is just a property. Right? And, treat your data like you would treat your, like, email campaigns. Right? Anytime email campaigns are set out in a marketer, they say, okay.

This person clicked on a link. Go ahead and add a tag to them. Segment them out so that you can send proper marketing to them that might react, maybe change the title or increase conversions. That's what you're doing. So you segment out that data and then take whatever one you're most viable on at that given moment, not the high equity bucket because the equity is just the people that are on equity and that's it, nothing else.

Take the one that you're most viable on. Whether it was because you sat down with a probate attorney or you sat down with a tax attorney and you learn that in and out and go, no go and dig in super deep into those thirty, forty, 50 people. Right? And if you do that, if you become, you know, the king of tax delinquent properties in your market, even if there's someone else trying to do the same thing, you will still be able to make a multiple 6 figure company, like, at minimum.

Steve: Yeah. There's a you ever watched the episode of Carlos Phil Vogel?

Tyler: I don't think so.

Steve: Yeah. I mean, he was the king of of of stalking people. So oh, yeah.

Speaker: Oh, I

Steve: watched him on. He would go and find them in the bars. Like Dang. Find out, like, you know, like, this dude's mom is the person he's been trying to get a hold of. Yeah.

So he'll just go drink at that bar. Find the mom. Do you know? Okay. And it's like, you know, your mom's going to the situation.

I'd love to help her out. Yeah. He's the king of stalking.

Tyler: That's amazing. I'm gonna have to watch that one. Yeah. But, yeah, that's that's essentially it. Right?

I mean, really digging in. Digging in. And then as you get more marketing, right, into your business, you get more revenue. You know, time is money. Money is time.

They both play a huge part. So if you are in a w two and you don't have time, you're gonna have to spend more money generally or spend more time. Right? And because time is money and and money when I say that, when we talk about, like, prosperity. Right?

Those hours that you have with your with your family after the afterwards, maybe those aren't worth the money. Right? Like, from your feelings perspective. Right? The prosperity wise.

So so maybe you need to spend more money, you know, either way. But figure out which you are, what what bucket you fit in there, whether you have time or you have money. Right? And then focus in on that small bucket. And then as you do it, add in, you know, the rest of the, you know oh, stacked.

That's the fourth bucket. Equity, stacked, vacant, ouchies. Mhmm. You know, focus on the rest of that that segment of ouchies. And then focus on the stacks.

And then focus on the vacants. And then, after all that's said and done, now you can focus on that other, like, 2,000 people that just have equity. Equity is

Steve: It's lowest priority.

Tyler: It's it's lowest priority. It's like people get all hot and bothered about equity for some reason when it's just like if you think about equity, you're it's it's a qualifier to say that it's easier to do a deal. That's it. And you can fix not having equity by having more viability. People like, you know, the sub two king over here.

Right? And, and and you could solve it that way. But if you don't have enough viability to handle that yet, then focus on the people that you know have.

Steve: Right.

Speaker: Yeah.

Steve: So I wanted, to do a transition here. Yep. So you were just at a camp with our incredible friend? Yes. Let's talk about that.

Tyler: Would love to. Yeah. Carrot Camp. Yep. By far, number one, Trevor Mach is one of the, the most one of the he's a huge inspiration for me.

Right? And, what he has over at Carrot Camp and, like, the kind of environment that he's created, is is is really a beautiful thing. Right? It, it is like, you know, it it's kinda funny because at at the last night, we we went out to dinner, and we had this dessert. You can either choose I don't not purposely.

There was carrot cake, and there is, bread pudding. And I used to never love bread pudding. I know this is, like, seems like it's out left field, but, never used to never love bread pudding. Had it one time when I was doing an engagement in Arkansas at this bar called, like, beer brewery or bear brewery or something.

Steve: Probably not the best bread pudding on the planet.

Tyler: Actually, it was freaking fabulous. It was it was amazing. I was like, oh my gosh. I have to have more of this. Mhmm.

And so now anywhere I go, usually, if they have bread pudding, I'm gonna try

Speaker: it. Yeah.

Tyler: I had this bread pudding there, and it was it was the most simple. They didn't have raisins. They didn't have chocolate in it. It was just bread and some sort of, I don't know, like heaven sauce that was mixed in with it. Right?

And it I took a bite of it and I was like, this isn't like this is now my number one favorite. But the simplicity of what it was, right, it wasn't super it wasn't filled and and mixed with a bunch of other things. They they're really good at just taking what it was beautiful at. Mhmm. And that's a good representation of what a care camp is.

Right? It's not a mixture of all these other faddish things in real estate over here, all this other stuff here. What it is is like that perfect, you know, bread pudding, right, that I that I needed in that week period, to kind of just sit there and and listen to some other amazing really helping me understand some of the things like what Trevor has done to build, like, such an amazing community. Yeah. And and more than than all of that, it's impact of which is created through business.

Right? Like, I've always been super focused on, like, it doesn't really matter how much money I make through you know, I'm I'm capped off personally, and the rest of that goes somewhere else. Right? Mhmm. And what I realized is that I haven't been doing that very effectively because I have enough money to make a good impact, right, in my local community.

And this whole time, because my wife is still active duty, this whole time I've been telling myself that my local environment, could always change. Right? It might go somewhere else. So I've been just like reserving and having stuff come in, you know, giving back to the real estate community, but not giving back to the place where I'm living. And at Keurig camp, what I realized through Trevor's experiences is that it's never too early in your business career to start feeding into your environment, both your physical environment and the people that bring you up.

Steve: Yeah. Yeah. Yeah. And I love Trevor. I mean, he's I I've only interacted with him with a few just a few times, but incredible Yeah.

Character, incredible, giver, and he just wants to help people. Yeah. Yeah. So what are some of your biggest takeaways from CareCamp?

Tyler: Well, one of the coolest things that we did is, like, we set challenges. So, like, my challenge is, locally in my community, I've started, well, Christina is working on it for me, finding a good location for us to start an entrepreneurial meetup. Not real estate folks at all, just entrepreneurial. Right? Especially since we have a really huge military background, with three or four military four military bases being in that central area

Steve: Oh, wow.

Tyler: To, to essentially if people are are holding back, not wanting to start something, and they just have, like, this little bit of spirit in them that they feel like they are wanting to do something different, that they can come and they can speak to me and kind of my experiences transitioning out in transitioning out in 2015 to kind of where I'm at now, and and and fostering that locally in the community, and then trying to give back as much as possible. So that was, like, my number one giveaway. Or my number one takeaway, was to take action sooner than later because, you know, we see what happened, you know, where where where Kira's at now, where Trevor's at now in in in the business. But you don't see all the other things that Trevor did to kind of get to build that community. And that took, you know, years to accomplish, and I haven't even started yet.

Right? All because and I've been in Fort Walton Beach now for almost three years. Four years. Yeah. Three years.

You know, if I would have started three years ago when I decided that I wanted to start being you know, doing this, who knows where I would have been. Right? So that's the biggest thing. The second thing, is, that I really want an office. I know that's not like a huge takeaway, but I really want an office to be able to build more impact in my community.

And, the next thing is that, people who are successful in real estate in general, aren't always on Instagram.

Steve: Yeah. Oh, that's definitely found that quite a bit when I was in Collective Genius. Yeah. There's a whole lot of people that are really successful that you have no idea who they are. Yeah.

Yeah.

Tyler: So make a a a make a stronger effort. Make a a larger effort trying to network with people who aren't on Instagram versus those that are. Right? I think people on Instagram are good too. But, your your local connections inside your community can be the difference of this person who's in the Chamber of Commerce or this person who knows knows a councilman or this person who knows this person, getting a deal or getting, you know, a development project that you would have probably no chance of getting.

So, find the people who know the people and network with the people. And that's that's really important.

Steve: Awesome. So there are people that are watching this show right now or maybe later that don't believe in in in masterminding or paying, you know, for personal development. Yeah. Care to share your thoughts on that?

Tyler: Yeah. I'd love to. I think one of the funniest things earlier, I talked about them, like I called, you know, in in Alice of Prosperity, we talked about the myths the myths of entrepreneurship. Right? Those the the those questions.

In in real estate, we have, like, the myths of real estate. One of them is data. That is the most it's crazy to me. Not even gonna into it again, but that's that's a huge myth. The next biggest myth, in my opinion is is the whole I want to start a multiple 6 figure company or I want to start a 7 figure company.

I want to make this big impact, But it's literally, I'm going to do it alone, number one. Or I'm going to do it with zero money.

Speaker: That

Tyler: is 100% possible to do with zero money. But again, time is money. Money is time. If you have value for yourself and your time, right? Both mentally, physically, everything, you will you should expedite yourself.

Yeah. I'm not saying that you should, you know, you know, steal someone's wallet and go pay for a mastermind course. Right? Don't don't do something that will justify your character in order to to join a mastermind or anything like that. Don't lie about your credentials to be on a mastermind.

Don't don't do those types of things because that gets you further into it might maybe not now. Yeah. But two years down the road from now, you can really put yourself in a pickle. Right? So, just work really, really hard, right, to to to get whatever money it is.

Sell your car. People that will say they don't have money to join Mastermind or if they don't have money to to get data or or any of these things, they have, like, a $350 car payment to get them three miles down the street to go to work and back. And maybe, like, five miles to go here or maybe once a year to drive six hours somewhere else.

Speaker: Mhmm.

Tyler: Doesn't make any sense. Right? The biggest struggle I think a lot of people have when they're getting started, is is the the fact that they're personally way over leveraged, and and they're compensating for what they want with things they don't need. And, so so, essentially, yeah, I would I would, I can't remember your question initially.

Steve: It's about the investing In your Mastermind. Right? Your process.

Tyler: So so the, that $350, right, take that and in three months, you can afford a mastermind. Or you could afford in one month, you can afford a course. Right? In 2019, I had a really big moment, right, after I made my first $2.50 that all of a sudden, like, my business is doing well. You know?

You know, we're we were we were consistently doing, between 70 83 or, what, 85 or something like that a month. And, and I'm like, cool. I can go buy a new vehicle.

Speaker: Mhmm.

Tyler: Right? So I went and I bought the best freaking, Jeep I could find. Right? At the time, I had a paid off 2009 Jeep Wrangler. Love the thing.

But I was like, I made up I made up reasonings on why I didn't need that vehicle because I'm a business guy now. I need to be able to be on my phone while I'm driving and stuff so that I can talk to sellers and stuff because it was a soft top. It was super loud. So I was like, if I buy a new Jeep, I'll have the Bluetooth. I'll be able to do business while I'm going.

It justifies my purchase. So you start talking to yourself and start justifying these things you don't need. Three months later, I paid $8,000 to get rid of the Jeep and then paid $17,000 cash for a new truck.

Steve: Yeah.

Tyler: And some people wouldn't agree with doing that. But what it did in that moment, is it relieved the fact that I need to make an extra $900 a month. It relieved the fact that I have to pay another another $250 in insurance. It relieved all that. And I realized that that same, $1,100 a month that I'm spending total for a vehicle, right, which I just didn't need, is roughly 12,000 to $15,000 a year, which is either a good mastermind or it's, two decent masterminds.

Karat is is very affordable for what I think. Right? It would be, like, six or seven carrots or something. I'm not good at math.

Speaker: I'm

Tyler: like, it'd be totally worth it. So, invest in your you gotta invest in yourself. But you you gotta, like if you get your first deal, take that money, put it into education because, like, people and relationships is by far the like, made me where I am now

Steve: for sure. I think that and that's understated is the, the relationships you're able to build, through Mastermind. Huge. So Tucker was here last week. Yep.

And we talked about one of the easiest ways to start building your brand and building your business is starting a podcast.

Tyler: Yeah. So

Steve: I was on your podcast, and it was one of my favorite interviews I ever done.

Tyler: Thank you.

Steve: So for anyone that was listening last week that says, okay. I need to start a podcast. And then they wanna copy your questioning style and techniques.

Speaker: Mhmm.

Steve: How would they go about learning how to question the way you question?

Tyler: So that's a great question. So I we talk about people. Right? We talk about relationships. When I was coming up with the Allies to Prosperity podcast, all I did, was I tapped into people around me.

I was like, listen. This is what I wanna do. This is my vision. I wanna have a podcast where anybody I want it to be more generic, not just in real estate. I want people who are looking to become prosperous.

I want people who are looking to, you know, do more with their lives. But I don't know how I'm gonna centralize it to handle such a diverse way, like questioning. Right? Because a lot of the people I know are in real estate. A lot of people I know are in software.

You know, like but there's other ways to build prosperity. So what I did is I I I went out into my, the my sphere of influence. Right? And I said, or the trust triangle, I think you called it. Right?

That's I went out and I said, this is what I'm looking to do. What I would love to know from you when you were just getting started and thinking about prosperity, think three months before that and tell me what were you feeling? What were the questions that were running through your mind that you didn't tell anybody? And then fast forward to the point when you decided to pull the trigger, what were you feeling then? Then, three months afterwards, what were you feeling then?

So, like in our song of Allies of Prosperity, we made a song for it. And in the very beginning, it has a bunch of questions that are being asked, Right? Over and over and over. And there's one part in it that says, do I do this for my daughter? Right?

And that was one of my statements. Right? It was like, k. That was I did this exercise myself. And, so we did all that, and it collected right around it's like 300 statements.

Right? And we narrowed it down to about 20 of them. We built the song from it. And then after that, we took that and I asked again. I was like, okay.

Great. I know how you're feeling now. This is the direction we're going with it. What I would love to know is that if you had the ability also in that moment through that transition to ask whoever it is that you find to be prosperous, not successful in your eyes of financially, but prosperous, everything combined, what would you ask that person? And we got a ton of questions from or, you know, questions that would be asked.

And we married up the most impactful that I felt from all the questions over here with the most impactful questions over here, together. And, one of, one of the people in my community ended up saying, he ended up doing something really cool. I always gotta give him credit because I don't want him to think that I just, like, stole it. But it's like, I did. And essentially, it's asking 10 questions.

Right? It was it was broken down into 10 questions. And, every question was a subtopic that all led to the big question on why do you wake up every day and do what you do. Mhmm. Right?

And, and I really love that format because I love structure. Right? And it allows and of course, I throw oddballs in there and things like that that I think come up that are good for contextual purposes. But I think it's really powerful. And that that really, set the tone and the kind of core questions.

And then we do the ninja tips and tricks right at the end. And I was like, you know, what is the biggest powerful things if we're saying allies? The biggest thing I wanted was people to be able to learn more about the individual who they you know, I asked a question, what would you be able to ask them? What if you ever have the opportunity to do that? Right?

How do you intro that? Well, if you listen to the podcast and that person just so happens to be on the podcast, great. Now now you know, right, that you like the Suns. Right? You're you paid somebody to do your fantasy league, you know.

Like, all these things, like, I know about you that I would have never have known. Right? Or no one else would have maybe known that aren't but unless they're close to you. Right? That's what makes you an ally.

And then and then there's another section. These are tips and tricks that are referred to, and focused on the what is your unique skill set. Right? And and from that, how can we glean on it just in happenchance? I mean, someone could be in the software community and listen to your podcast episode and be like, okay.

Wow. So my son is becoming an agent. His best way is to ask all of his cousins if they need to sell their house. Right? So I think it's just about figuring out what is the community you're looking to build.

I wanted a community that was really focused on building up each other. So in order to do that, I need to know more about the community. Reach out and always ask them, like, what would you like? Do that, tally it, and then be creative.

Steve: Very scientific. Yeah. Alright. So let's go to the questions here. We got quite a few.

Let's see. You got a lot of fans.

Tyler: Do I?

Steve: You got a lot of fans. So

Tyler: Hi, everybody.

Steve: Dewey wants to know where you're from?

Tyler: I am from originally, I'm from a little old town. Well, originally, I was I was born in Pottsville, Pennsylvania in a coal town. I grew up in, just above Tampa in a little county called Citrus County, and I I'm currently in the Destin market.

Steve: Got it. And then McLean what's up, McLean? Says that I need to go do the REI Sift auto lead challenge.

Tyler: That you need to?

Steve: I guess. So what is the REI Sift auto lead challenge?

Tyler: So the the auto lead gen challenge is basically everything that we talked about when it comes to the data side of it and all those other things.

Speaker: Mhmm.

Tyler: It is my myth debunker, essentially. I was just call it as, like, myth debunker. It's like a boot camp, for entrepreneurs. We start off in the first week really, like, hitting people, and then it goes into, like, how to properly manage data, how to do the marketing cycles, all

Steve: that kind of stuff. Gotcha. Very cool. People are saying you look really good.

Tyler: Thank you.

Steve: I had I I had told Tyler a couple weeks ago. I thought he looked a little bit like Chris Hemsworth.

Tyler: Everyone says that. I'm like the bait the baby brother.

Steve: So I'm not alone.

Tyler: Yeah. Okay. So My wife doesn't believe me, which was kind of insulting.

Steve: Could be worse. Could be worse. She they could they could say you look like somebody else. Yeah. Alright.

So we talk about air force. They were asking if your air force already said you were.

Tyler: Yep. Air force.

Speaker: A

Steve: few people mentioned it was Stacked. So Stacked was the answer

Tyler: you were looking for. That's funny.

Steve: JJ wants to know your most effective marketing channel. Right now?

Tyler: Mhmm. The irony is direct mail.

Steve: Yep. And then Chuck's wants to know which masterminds you recommend.

Tyler: Man. Well, pretty sure Real Estate Disruptions has a mastermind. Haven't attended.

Steve: We do.

Tyler: Right? But it wouldn't be only natural, right, that you've check out your his content. You should probably check it out. Carrot Camp is is is kind of a mastermind, but it's it's more of a thing. It's you can only do it once a year.

I think it does it twice a year. It's only up to 12 people. You have to be making at least 6 figures, I believe, and they do check. So, you know, I I think a better question would be rather than the ones that I recommend, would be figuring out like, I would have to know where you're at to be able to honestly answer that in an effective way because each one has its different ones. You got the collective genius.

You got I mean, we have sales and marketing masterminds, but most likely, isn't the right fit unless, you know, you're doing a lot of deals. There's there's just like it's a better to understand where you're at first. So if you wanted to, like, comment there, tag me inside this post, I can comment. And if you tell me where you're what you're doing.

Steve: Alright. Very cool. Armani wants to know what's your favorite feature in REISift? Maybe before we talk about that, what is REISift?

Tyler: REISift is my software product. It's, a sales and marketing tool.

Steve: Got it. What's your favorite feature within it?

Tyler: Property owner stacking.

Steve: Very cool. Yeah. They say you look like a young Thor. See, See, that's what I'm going for. I'm going for Thor, you know, but it's just not gonna happen.

It's just not meant to be. Guys, keep asking your questions. I'm I'm happy to get them answered. So, see what other questions I always like to ask is. So we're talking about, you know, a million revenue and 30 k in marketing spend.

So that's just purely marketing.

Tyler: Yeah. A good great question because people always ask me. I'm, I guess, assuming you're wondering what are my other overheads? Mhmm. Yeah.

So my team is super light. One of the other biggest myths, real estate myths is that you need to have a ton of salespeople. If your acquisitions person is my personal opinion, if your acquisitions person isn't only making offers all day and you go and you're, like, gonna hire a second one because you feel like you have too many leads coming in, that's not a acquisitions problem. That's a lead management problem. Right?

So we're really focused on having a core lead manager, which we pay because everyone will ask this question afterwards. Might as well answer it. We pay $10 an hour, two and a half percent per deal closed

Speaker: Mhmm.

Tyler: For our lead manager. And our, acquisitions are in commission only scaling. And we only have one acquisitions, one lead manager, one cold caller. I've only ever had three. My team size has only got up to 12, and I can't stand it.

I think that an ideal sweet spot for a wholesaling company that wants to be super lean and have a really low overhead but have a lot of revenue, if they do it the right way, is between six, and and seven people roughly between there. So, yeah, acquisitions, dispositions, a prospector slash, like, go no go deep researcher, a dispositions, CEO. And then I I think that every company right now should have some sort of portfolio, like, sale like, more commercial style person.

Steve: Yeah. Yeah. So putting cost to sell aside

Speaker: Yeah.

Steve: What is your monthly overhead?

Tyler: Okay. Yeah. So monthly overhead right now is just around because I do it's weird because I do direct mail every other month. I'm doing Facebook right now, which has been fantastic. And I spent, like, 4,500 this year in Facebook to divide that by whatever we're at now.

Steve: Mhmm.

Tyler: And I pay I would I don't do my QuickBooks, so I'm I'm assuming it's it's somewhere around 5 or $6.

Steve: Okay.

Tyler: Yeah.

Steve: And I would imagine, since you're

Tyler: That's not including my salary. I should premise.

Steve: Okay. So I would imagine that because you're diving really deep into these leads, that there's just less competition. Yeah. And because there's less competition, your margins would be higher. Yeah.

So what is your average?

Tyler: So our average gets skewed a little bit. It's, like, right around 28,500 ish right now. But we get deals. Like, we include our JVs into that. So sometimes we do a JV for somebody, and we'll only make, like, $3 or, something like that.

And that kinda messes up that number. We locked up one yesterday. It's a $50,000 deal. We just closed one two days ago. 76,000 and some change.

Generally, we're right around, on average, between 30 and 90,000

Steve: for a deal. And then you mentioned kinda casually that Facebook's been good for you Yeah.

Speaker: Which

Steve: I don't hear that a lot. I hear Facebook works for some people. Yeah. I don't ever hear anyone say Facebook's been good for me.

Tyler: Yeah. Care to elaborate on that? Yeah. So, we talk about touch points. Right?

Mhmm. And a touch a touch point that most people highly overlook. I I think one of the biggest mistakes people make in marketing and money wise is they they look at it at a monthly cost. It's an annual cost.

Speaker: Mhmm.

Tyler: Right? And from Facebook and even from my direct mail, I say, okay. If I can spend 24,000 a year, right, because I'm committed, because I know I'm gonna be here in five, ten, six, seven, ten years from now. I'm, like, I'm not doing this, like, low key. Like, I wanna be here forever.

And, so I know I'm gonna have 24,000 in direct mail, because it's about 3,500 per direct mail right now. And I'm gonna spend roughly $1,000 in Facebook. How how can I get in front of these individuals better? And that is get them in the in the we had the one I just mentioned that we did 50,000, he came in as a direct mail lead two months ago. Mhmm.

He wasn't ready to move forward. We've been following up with him. Can't reach him. He just converted to a Facebook lead two days ago and locked up the contract yesterday.

Steve: Awesome.

Tyler: Right? So it's about it's about the people who matter. You get in front of them in as many ways as you can and become known to them as the presence that they need to talk to. Like, it's it's a it's a it's a relationship thing.

Steve: Was that a custom audience thing or a gen generic marketing?

Tyler: So the buckets I talked about, everything revolves around those buckets. Mhmm. So in Facebook, we take all those buckets, and we create audiences. We then create lookalike audiences for for all of those, and then we do a retargeting on, the website as well as anybody who watches any of my videos for more than three seconds.

Steve: Got it. Very cool. So I'm gonna ask you the same question here is what gets you out of bed in the morning?

Tyler: So I gotta make sure that I don't answer in the ways that I tell people not to answer. But, I think for me, it's it's, like, I think if I remember correctly, for you, it was looking back to yesterday and making sure that you're a better you today than you were yesterday. Right? For me, it's making sure that anybody who I've interacted with is a better them than they were yesterday.

Steve: So you just wanna help other people Yeah. Grow?

Tyler: Yes.

Steve: What's your biggest struggle right now?

Tyler: Honestly, my probably my biggest struggle for in in life, business, or what?

Steve: Just in general.

Tyler: In general? You know, I think that my biggest struggle right now is deciding on who I wanna be tomorrow.

Steve: Yeah. What does that mean?

Tyler: You know, as an entrepreneur, right, like, for me, I have my real estate company and my software company. Right? Real estate company is pretty hands off. Got really awesome, you know, teammates in that that are that are doing really well. But I struggle with deciding on, do I wanna be a software serial printer, or do I wanna be a real estate, you know, tycoon type individual?

Right? What I've learned is that even though I really love solving problems, I love solving problems and receiving gratification at scale. I can do that the most in software than I can in real estate. So, I think that's where I get split. I get split on where where do I want and then, accurately taking that and allocating my time properly to to diminish those across.

Across.

Steve: It's really tough as a serial entrepreneur. Yeah. Leo Hackett wants to know, when you're talking about making offers all day, is it asking price? Do you ask and asking price, or they just give seller offers?

Tyler: No. So, a

Speaker: lead manager should not send, acquisitions, a a deal to make

Tyler: an offer. No. Manager should not send, acquisitions, a a deal to make an offer to unless they're ready to receive a cash offer, or learn more about some other tactic, be it owner financing or sub two or something like that. If it's a listing type deal, the lead manager will speak to them about that, and then we kick it over to an agent.

Steve: A entrepreneur wants to know what trends you've noticed during the pandemic.

Tyler: I've made more money during the pandemic than I have ever before.

Steve: Yeah. I've heard that a lot from a few different people. Rob Meister wants to know why did you start REISift?

Tyler: Because there wasn't anything where I could clean my data, data, and then do the milking tactic. See, a lot of data that you have, it's incomplete. And that incomplete data, no one else buys. And, I wanted a way to be able to not buy as much any more data and leverage the data I already have. So we clean that data weekly.

It gets pushed into our clean data. It get that gets relationships with the other data. And do we just continue to just cycle through those buckets and and close deals?

Steve: You might wanna elaborate what milk means.

Tyler: Yes. So milk milking is, is, it's exactly how you would think. Right? When I was coming up, like, how do I teach my team how to milk? I was like, you gotta think like a cow.

Right? So that's exactly what it is. In the tiers reduction method, it stands for make it look clean with a k.

Steve: Got it. Got it. Perfect. What is your superpower?

Tyler: My superpower, I would say, is taking complicated tasks and scenarios, and relaying it into something that's easier to understand.

Steve: Awesome. There's some questions here about how did you find your acquisition and lead managers.

Tyler: My lead managers, I've hired from a couple different places, LinkedIn. But in the end, what I'm gonna say is a blanket answer to that is your sphere of influence, is your best source for, good employees in my experience.

Steve: Very cool. People were saying that, apparently, you're a legend. I had no idea. And his interview his interview was long overdue. So I mentioned to you there are a couple people in in my Facebook group.

It was like, you gotta put Tyler Austin. I was like, oh, I didn't even know he was doing that much. I knew I knew you had REI since I had no idea you're doing that much business. Yeah. So, second to last question is what book have you gifted more than any other?

Tyler: What have I gifted? Like, give physically given to somebody? Mhmm. I guess you can email it to them.

Speaker: Yeah.

Tyler: The Go Giver series.

Steve: Yeah. Series.

Tyler: Yeah.

Steve: Well, library won the series. Everyone knows about the Go Giver book.

Tyler: Yeah. So the series has Go Giver itself, influencer, Go Giver seller, and, there's one more. Go Giver purple. I always remember the colors. Red, green, purple.

Is there only three? I can't remember the

Speaker: last one.

Steve: I have no idea. I only read the one book.

Tyler: Seller and influencer are fantastic. Seller is my favorite.

Steve: What's Go Giver Seller about?

Tyler: It's really about, taking what you learn in Go Giver as being having the mindset of giving. Right, and then transferring that into sales.

Steve: Got it. Very cool. Yeah. Alright. So last question is, did you watch the debate last night?

Tyler: I did. So we're not gonna have

Steve: any opinions about the debate. K. But Joe Rogan was, you know, pushing. Yeah. Like, hey.

We should have Biden and Trump in my studio in Austin, Texas. Yep. Right? It'd be four hours. It'd be uninterrupted.

It'd just be three of them. Right. And after that debacle last night

Tyler: Yeah.

Steve: It was crazy. It's like, to hell with that. I want no part of that. Yeah. So what do you think if I said Trump, Biden, come here in the studio.

Let's do a four hour debate.

Tyler: I think you should do it Alright. In the new office.

Steve: In the new office? In the new office. And we're gonna blast the hell out of it.

Tyler: Blast the hell out of it. A 100000%. I mean, if it's not Joe Rogan, it's gotta be somebody.

Steve: Yeah. And we're gonna have a couple of, might kill buttons. Might kill buttons. Yes. It's gonna be like a contestant show.

Right? It's like

Tyler: There you go. You're done.

Steve: Your part's over. What

Tyler: were you saying?

Steve: Yep. Exactly. That's what we're gonna have to do. Love it. Alright.

So we're gonna have just a couple quick announcements. Think about last thoughts you wanna leave listeners with.

Speaker: Hang on. You got you

Steve: got to think about it. I'm gonna make a quick announcement.

Tyler: Oh, okay. Good.

Steve: Alright, guys. So, for me, it really helps me a lot for the algorithms. If you guys can like, subscribe, share, and comment. So if you guys can please do one of those, just one out of those four, it would help me a lot with the algorithm so we can get the message across because, unfortunately, my reach is limited by the number of subscribers. Like, YouTube will not share it more

Speaker: Mhmm.

Steve: Than two x my subscribers. They're algorithms. So if you guys can do that, it'd be really, much, much appreciated. And then check out our classroom, disruptors.com. It's the classroom is done.

The studio's a work in progress, but classroom is done. Check it out. If you guys wanna, come to the the workshop, disruptors.com. Last thoughts.

Tyler: Alright. So what I'm gonna leave you guys with, is that whatever you're dreaming of right now, right, whatever keeps you awake at night because you feel like you can't accomplish it, like, you can. If I can, then you definitely can trust me. Like I said, I was an ammo troop. They don't need the really high ASVAB score, and, and keep pushing towards prosperity, whatever prosperity means to you.

That does not mean riches. That does not mean, you know, I don't know, having a Bugatti. What whatever it is, like, think about what your perfect scenario life is in twenty five years from now and start start pulling the layer back and building it out. So whatever prosperity means to you, you you can get it. Just just work hard.

Steve: I love it. And then you can always send this YouTube link to your wife so she can understand the Chris Hemsworth thing.

Tyler: Yeah. Like, seriously, hon. What the hell?

Steve: If someone wants to get a hold of you, how would they do that?

Tyler: You can Instagram is really the best place. I have a 100 missed messages on Facebook. So but I'm pretty much everywhere at Tyler Austin original. So at Tyler Austin original on, on Instagram. That's the best place for sure.

I prefer voice messages. I don't really like just standard messages. So if you if you wanna send a voice message, it'd be that's awesome. I'll respond with a voice message if if I have the time. But, yes.

That's the best place.

Steve: Awesome. Guys, thank you for watching. Thank you. This was Hey. A pleasure.

Tyler: Appreciate it, man. Love it.

Speaker 3: Can't nobody touch us. And, yeah, we about to give you game. Shout out to Steve Trane. Real estate disruptors. They cannot touch us.

And, yeah, we about to give you game. Shout out to Steve Trane.