$100k+ in One Week – He Did 90 Deals during Covid while Working 20 Hours/Week

Steve Trang: Hey, everybody. Thank you for joining us for today's episode of Real Estate Disruptors. Today, we have Brian Aragbu with Wonder US Property Group. Brian's gonna show how his team did 90 deals during COVID, including one week. We did 6 figures working only twenty hours per week.

Week. Crazy crazy numbers. If this is your first time tuning in, I'm Steve Trang, sales trainer for some of the top wholesalers in the country and I'm on a mission to create 100 millionaires. One question I get a lot is how do I become one of the 100 millionaires? The information on this podcast alone is enough to help you become a millionaire in the next five to seven years.

Take consistent action and you will become one. When you hear a nugget, type in the comment section. After the show, identify your single biggest takeaway and focus on just that for the next seven days. If you get value today, please tag your friend below or share this episode right now. That way we can all grow together.

And don't forget, this is a live show, so please ask your questions for Brian to to answer. You ready?

Brian Aragbu: Man, I'm ready, Steve.

Steve: Alright. Cool. So what got you into real estate?

Brian: What got me into real estate? So, first things first, I actually didn't come from an entrepreneur background. I actually came from the mantra. Go to college, you know, get a good job. Life would be great, they said.

And if you want life to be even better, get more degrees.

Steve: Yeah.

Brian: So, I actually came out of college, and I actually started teaching. I was a high school science teacher for four years. Really? Yeah. Wow.

Taught high school science for four years. And after that, I actually got, it was stressful. I actually liked it, but, I just wanted more more money, and and really something a little more fulfilling. So I actually got, into the, oil and gas industry, and I was working shift work fifty to seventy hours a week, night shifts and day shifts. And on the night shifts, you know, every my coworkers were about 25 years older than me.

You know, they would go to sleep and everything. And I would hear them say, you know, Bob, in another seven years, I'll retire and I'll be able to go fishing or or go camping. And it it just didn't really sit well with me. So while they were sleeping, I'll be on the Internet trying to find out ways to make more money. A lot of things seem gimmicky or scammy, but I cut kept coming back to real estate, and I was like, man, I think this is real.

There's too many, examples. So that's, what what got me into it. I actually, told my wife I well, it's my fiancee at the time. I said, you know, I wanna try this. At the time, I didn't really have, much money.

I didn't really have a great credit. She supported. We went on our honeymoon in The Bahamas. As soon as we came back, I invested, you know, a large, know, little little portion of what I had, into some, some education, and the rest is history. So

Steve: which education got you started?

Brian: So it was like a, a freedom, some freedom course and, and also I had a guy locally that was doing some deals Mhmm. And he allowed me to kinda split profit on, you know, one of well, really, I was kinda like a, what's it called? A bird dog. Mhmm. Right?

And he tossed me tossed me a couple coins.

Steve: Yeah. So you got you got you got it start. Yeah. So one thing that, I heard you say just a moment ago, a high school science teacher. Yeah.

So you went to school to become a teacher?

Brian: Yeah. I'm a biology major. Chemistry minor.

Steve: Yeah. And I asked that question because I actually, in my mind, was thinking I wanna be a school teacher. And I saw how much teacher's made and said, alright. That's not happening. But I also said, like, when I retire one day, I think I wanna go back to be, like, a science teacher in high school.

So that was actually what was in my mind. But now I get to teach and make money doing it. But Yeah. It's it's cool to hear that because that's what I wanted to do initially. Now you went to go work for this oil and gas company.

Brian: Right.

Steve: And then you went also to the side hustle thing. Mhmm. And I actually wrote that down to talk about later on. So we're gonna talk about side hustle. But the other thing is you found someone to mentor you, and you gave them a percentage of the profits.

Right. Was it fifty fifty?

Brian: So the yeah. So the fifth it was fifty fifty that very like, that, the the first deal, it wasn't actually my deal. I wasn't, you know, solo. That actually was just kinda like a little fee. Mhmm.

You know? So I just got paid a little fee. But the actual deals that I was, like, really a part of Mhmm. And it wasn't just, you know, handing over a lead. Yeah.

It was $50.50.

Steve: And I asked this question because a lot of guys are like, how do I get started? I don't have money and this and that. And I say this, and I I don't think anyone cares for the answer. But I say, like, it's there's nothing wrong with working for somebody

Brian: Oh, bro.

Steve: And learning.

Brian: Biggest cheat code ever.

Steve: Yeah. Learning from their experience. Yeah. You don't make as much money per deal, but you save so much time, money, and energy in how not to screw up.

Brian: You you want I I'm proud some gurus are gonna get mad at me. Right? Course sale. Everybody's course sale is probably gonna go down, but I think one of the biggest cheat codes is somebody's new. So how do I get started?

I see everybody posting all these checks on Facebook. Go get a great deal. Mhmm. Bring it to somebody that is proven and actually doing deals and split the profit because you can invest thousands of dollars into somebody mentorship course and still not have their phone number.

Steve: Right.

Brian: Now a lot of these, you know, real estate investors, yes, you might say I got a deal, and they might, you know, toss it in their system. Hey. Call this person. It's my blank manager. Right?

Mhmm. But a lot of them, they'll actually help you work that deal. Now you have the personal contact to that person, and you actually have, like, one on one mentorship off the record. Right? Right.

So that's like a cheat code, for somebody

Steve: to, like, get you did it, and you still believe in that model.

Brian: That that model is

Steve: is gold. I love it. Alright. So let's talk about your very first deal. What was your very first deal?

Brian: Bro, so this is 2,014. It was the lead actually came from a company called Z buyer. I don't know if you ever heard of them.

Steve: I have.

Brian: But they actually was like a a subscription based service that sold PPC leads at the time. You know, leads aren't the same anymore. I think they do email marketing now, but they were selling PPC leads. So he was really good great leads. And so, I I found the guy.

His name was Will, Will Hancock. I remember to this day. And I called him. I did my little, you know, my flow formula, and I actually offered him a $100,000. I said, I didn't know what this yeah.

I'll give you a $100,000 cash. And guess what? The scariest thing happened. He accepted it.

Steve: Right.

Brian: I was like, where I'm gonna get a $100,000 from? I remember, at the time I was in an apartment. I was pacing back and forth. My palms are sweating and everything like that. But that was my, so that was the first offer.

He accepted it. And and so when I first started, I learned more advanced creative techniques. So I didn't do the normal go find a cash buyer. I actually tried to dispel the deal through the MLS to get a maximum spread. So I went to a realtor, Keller Williams at the time, and I said, hey.

I got this contract, and I wanna go ahead and put it on the market so I could find a buyer. She said, you can't do that. You're not on title. And I said, yeah. You can.

You know, my coach said I can. You know? And she said, wait up. Let me call, you know, my escrow agent. Escrow agent came down to the office, sat beside me, look at my country, said, yeah.

He told the realtor, yeah. He can do that. Mhmm. Put it on the market. It took about the buyer was like a FHA buyer, so it took about three, four months.

And, of course, the buyer had to go under contract with my actual seller. Right? Because they were getting a loan. The guy gave me a few extensions. When it came to closing, Steve, I went to the closing table to pick up my check, and the escrow officer said, who are you?

And I said, well, I'm the guy that, you know, the the wholesaler that did the deal. They said, well, you're not on the HUD.

Steve: Right.

Brian: Because I was cut off the transaction. I didn't do everything right. So the guy just admiring the hustle, he actually cut me a check-in in the title company's lobby for $4,800 and gave it to me.

Steve: Who cut you the check?

Brian: The seller.

Steve: The seller cut you.

Brian: So he just just respected the hustle. He he basically told me what I was gonna make. He said, you said you was gonna close on this day. You didn't close, and it it was another month, and there's another month, I think, $4,800. And he cut me a check for $4,800.

Steve: That's awesome.

Brian: And that was my first deal.

Steve: That's good because that could have been a really expensive lesson.

Brian: Yeah. Yeah. Really?

Steve: Yeah. The and that's something like, you know, we talk about innovations. Right? Like, substituting and and this and that. But you just went ahead and did a contract between the buyer and the seller.

Brian: Yeah. No paperwork.

Steve: No one owed you anything.

Brian: Nothing.

Steve: Right? At least legally, no one owed you anything. So, yeah, I'm glad that you got paid on that one. So that was back in 2014?

Brian: 2014. Yeah.

Steve: Okay. Because I still remember before I met you

Brian: Mhmm.

Steve: You know, there was a great video of you, getting blasted by Max and Boots. Scott.

Brian: If I quit my job?

Steve: Yeah. You wanna talk about that?

Brian: Absolutely, man. I love those guys, man. And and I and I like where they was coming from. But yeah. So, that was WeLive right before WeLive nineteen in Dallas.

Mhmm. And we're just kinda hanging out. And it was putting the pressure on me because at this time, I did have the 6 figure job. I was working at ExxonMobil, fortune three company, making about anywhere from $1.15 to $1.20 on my w two. And I was by myself with just like a VA, and I was making about $1.00 5 on the side.

So I was making a little bit over $200,000 as a solopreneur. Right? And it was like, yo, if you're you're doing this much right working part time, then this job that you're working fifty to seventy hours a week, why not go full time? And You're

Steve: working fifty, seventy hours a week?

Brian: Yeah. It was shift work. We worked twelve hour shifts.

Steve: Okay. Wow.

Brian: It was a great job, though. Yeah. But, anyway, and my philosophy, the reason you know, it it was two things. One was a little bit of fear, but another is I just had a different plan. I read the book book Rich Dad Poor Dad, and I was really big on the the the passive income thing.

And so I didn't wanna leave my job until I had enough rentals to take care of all of my expenses.

Steve: So you had a plan?

Brian: I had a plan. I didn't and I was I was actually kinda bitter a little bit towards the whole selling and kinda how realtors feel. You know? I kinda felt like, man, I'm buying rentals creatively. Right?

And, you know, I don't because I didn't wanna go wholesale and just be a job. What I wanted to do when I left my job, I had the luxury of doing a deal if I wanted to do a deal. And if I didn't wanna do a deal, I don't have to do any more deals. Yeah. So that was that was the, the conversation they were pushing me to leave.

I knew that I wasn't ready yet because if I left then, I still had to do deals. Mhmm. You know? And I just wanted to the rentals to be able. So I I stayed a little bit longer until I reached that goal.

Steve: So you still stuck to your vision?

Brian: My vision. Yeah.

Steve: Which is powerful. Mhmm. Because you get two monsters you're crushing it.

Brian: Right. That I respect and admire. Yeah.

Steve: Yeah. Sure. Telling you to go to change just change directions and pivot, and you're like, nah. I got my vision. I'm gonna execute my vision.

Brian: I'm so glad, Steve, that I did it that way. Yeah. Because what I find is a lot of people do it the opposite way. They build a big wholesale operation just generating 6 figures plus, but because of payroll, before because of marketing expenses, it doesn't make sense for them to take down a rental and get a few $100 a month when they could get a $1,015,000 dollar check. Yeah.

It kinda gets stuck in that.

Steve: Right.

Brian: And, you know, so I went my route originally kind of for fear and safety, but it worked out in my favor.

Steve: That's awesome. Yeah. So what were some of your early struggles? I mean, we talked about this deal where you could have been completely screwed.

Brian: Right.

Steve: What were some other other early struggles?

Brian: Man, I stopping marketing. And it took me so long before I realized what the problem was. Right? But stopping marketing, you know, maybe if I'm feeling a little low, you know, on funds, I would just kinda slow up on marketing. Right?

And then it'll just be kinda like a ghost town. Right? Tumbleweeds with the pipeline, and and I never really put two and two together. But, you know, later on later on, I I It's one

Steve: of those things that's really obvious when you think about it. Yeah. But is that in your face?

Brian: I think Henry Ford has a quote that says the the person that stops advertising to save money is like taking a battery out of watch to stop time.

Steve: Yeah.

Brian: Right? And so that was my earliest struggle, man. Just, stopping marketing and wondering why I'm not doing deals.

Steve: Right. Yeah. So then you came to your realization. Someone helped you out?

Brian: I kind of came to my own realization. And what I would do, I would I would just keep a steady stream kinda like a drip. I wouldn't cut it off completely. So that's what I started doing. Of course, when I met my partner, then I really got it because he was he's a integrator.

He's a he's a numbers guy, and, you know, he really introduced me heavy into KPIs. Gotcha. And then when I started looking at KPIs, KPIs, then it got exciting. It was like, oh, well, you can kinda forecast everything like a crystal ball.

Steve: Exactly. You can

Brian: see the numbers.

Steve: Exactly. And so we met at WeLive nineteen. Mhmm. So that was fun. And it was kinda funny because even back then, I was like, like, I don't deserve it.

You're still acting kinda like, I'm no big deal. It's like but you're making 6 figures a year part time.

Brian: Yeah. So and and that's and I think that's one of those biggest things, you know, like, judging success based on the comparison thing, judging success on what you see. And I felt like 6 figures a year part time. At first, I felt confident about it because in my little market, that was a big deal. Mhmm.

But then when I started to see, you know, look that I was like, I'm not the only one crushing it. Because where I was, like, I was that guy. Right? But then I started, you know, meeting other people. I was like, oh, man.

Everybody's doing 6 figures a month. That's the new standard.

Steve: Yeah.

Brian: Right? And so I was just kinda waiting till I, you know, get their

Steve: six figures. I think maybe that humility is maybe what

Brian: Maybe so. Yeah.

Steve: Is what people attracts people to you. So I went on a, I would say, a rant, but I made some strong statements about anti side hustle.

Brian: Anti side hustle. Right.

Steve: Because everyone's talking about it, at least on social media. Right? Side hustle side hustle. Right? You gotta do side hustle.

Whether it's flipping cars or, you know, drop shipping or whatever it is. It's always like the side hustle side hustle. And I hate the term side hustle because it it implies that you're doing it part time. Yeah. Right?

It's not like a full time gig. Like, side hustle to me is like five, ten hours a week. Like, if you're gonna give yourself a shot, you gotta be doing twenty hours a week. Like, you're not doing anything fun. Right?

Any leftover time has gotta be towards your other business so that you can quit your existing job.

Brian: Job. Mhmm.

Steve: Anything you wanna add to that? Well, I guess how many hours were you working when you're trying to quit your job on your on your side hustle?

Brian: You know, that's funny because people call it they say, man, you you're a part time so you're a part time real estate investor? But in my eyes, I'm like, man, I'm full time at both. Like Yeah. Because, I I felt like I was at that time, I was investing, like you said, everything I had left. So it really didn't feel like part time.

But, at that time, I'm a tell you exactly what I used to do, Steve. I used to work, you know, I used to go to work Mhmm. With the ExxonMobil uniform on. Right? Work a twelve hour shift.

I would leave out of the gate, and I would go direct. I would line up my appointments. Right? And I would leave out of my, out of the gate from work and go to, directly to at least two seller appointments. Mhmm.

I would have my boots on and everything, and I would meet people. I wouldn't have a we buy how to shred. I would have a Exxon uniform on. Crazy thing about it, it worked in my advantage. Yeah.

It just people put their guards down. He's a normal working guy. I just felt like, is this a cheap code? Right? Yeah.

Just being a a normal guy. So what I would do is I I would do that, and and then my wife would get the the last couple hours and and she understood the vision. I did that until, reached that goal. So that's how I kinda approached it.

Steve: So how many hours a week do you think you were putting in?

Brian: At that time? Mhmm. Real estate In real estate, probably about thirty hours a week.

Steve: Yeah.

Brian: Because I was going to appointments. I was the one calling. Right? Mhmm. Doing dispo, doing doing all of that.

Steve: And so everyone that's listening that's got a job, that's trying to figure how to exit it, I just want to impart how important it is. It's not just, like, don't look at this as a side hustle because high hustle is, in my mind, five, ten hours a week. Yeah. Like, you gotta look at this like it's another baby. You gotta be treating it.

All your extra time and energy's gotta be going towards that if you're gonna ever exit your w two job.

Brian: Basically, if you're if you're looking to replace it, you need to be almost trying to work as much many hours a week on that as you work on your job, you know, is actually physical physically possible. It's only twenty four hours in a day, but give it all you got until, you know, your brain has to cut off or your eyes have to shut.

Steve: You know? Basically, until it turns off.

Brian: Did.

Steve: For sure. One thing I wanna say, when we were at Dallas or WeLive, you lied to me. You told me

Brian: I'm gonna tell you.

Steve: Whataburger is the best burger. And you're like, you gotta go. You gotta go. You gotta go. And I went there at 3AM.

It was not the best burger I ever had. I don't know if we wanna talk about it here or what

Brian: we wanna do. What type of burger did you have, Steve? You didn't have the right burger, man. I don't know.

Steve: It was some breakfast thingy. I don't know.

Brian: See? Yeah. You remember and I told you, I said, man, it's not known for breakfast. It's known known for the burger.

Steve: AM in the morning. What else am I gonna eat?

Brian: A double cheeseburger, man.

Steve: Man, I didn't know. You weren't there. You weren't there to support me. I went there with somebody else, and it was not the best burger I've ever had. You promised me it was gonna be the best.

It will.

Brian: Next time you come to Texas, man, I'm a I'm a point you to the right thing on the menu.

Steve: Alright. I appreciate that. Alright. So you mentioned you partnered up with Byron. Mhmm.

Talk to me about that evolution because you already had a business. Yeah. And Byron already had a business. Right. Why'd you guys partner up?

Brian: Oh, man. I'm doing I love this question. So, it's funny. Keith Everett. Right?

Real good friend of mine. We actually I think it was 2019. We actually went to me and a up a couple other guys, Armani, his partner in Dallas, we actually went to Alabama just to kick it. It was really just to hang out, right, in Alabama. And while we were there, we kinda talked about, you know, some some systems and things like that.

And, you know, I kinda had a little chip on my shoulder kinda like, you know, some realtors do, right, about wholesaling. Right? Not that I felt like I was bigger than it, but I was just kinda like, now that I I left my job or I'm leaving my job, like, as soon as I leave my job, I'm not really into that. And and I I I voiced that to Keith, how I felt about the wholesaling part. Right?

Mhmm. And Keith was like, bro, it sound like you just need a partner. Man, you know, he said, man, you just need a partner. You just need that integrator. And I was like

Steve: Man, that's the head motion he would make.

Brian: Yeah. And and I said, man, I said, but I yeah. But who? And he said, man. And he threw out a couple names.

And the first one, I was like, now he's in a different state. And then he actually tossed out because, you know, I was like, I never thought about that. Right? And he he broke it down as far as what Lenny brings to to him and you know? Because a lot of people see one side of the business, but they don't know.

People know the Warren Buffetts, but they don't know the Charlie Mungers. Right? Mhmm. And so I thought about it and a light bulb went off. I went back to Texas and, I reached out to Byron because we would talk.

And he it's crazy because he would tell me his struggles in his business and he would ask me questions. And I would give him advice, but and I'm just thinking, like, why is he stressing out trying to build this wholesale operation? I'm just like, man, just buy more rentals, you know, creatively. Right? And when I came back, I actually proposed it to him.

Mhmm. He was he was down for the idea, and, man, it was the best decision I ever made. Yeah. Because, Byron is really good on the systems, the number, the the leaders the leadership, like like that side of the business. And so it was just kinda like a perfect, you know, I I needed an integrator.

Steve: Yeah.

Brian: And when we put those two together, man, it's just, you know, I I couldn't wait. You know, he was like, hey, man. Checking his own. Let me I let let me send him. Yeah.

Yeah. That's when everything really started to kinda take off when, when, Byron came aboard. So that was the reason for the partnership. And then it really kinda made me feel a lot better about, you know, continue to build, like, a wholesale operation.

Steve: When was this?

Brian: We partnered. It's been about two a little over two years now.

Steve: I'm wondering I remember there's a post. I think Keith made I think it was about you. And I I wonder if that was the post, like, we had, like, a talk or something.

Brian: I don't know. It was

Steve: it was it was it was a while while back. Anyway

Brian: decision now.

Steve: So Byron wasn't even with you. It was just

Brian: Yeah. It was just me going hang out. It wasn't a mastermind. It wasn't we was just going to just kick it. You know?

Because a lot of times you get real close with people Mhmm. Over the Internet, but you don't know them personally. Right? Mhmm. And that's what we're just going kicking in Alabama.

And, of course, they real estate came and we talk in real estate. Of course

Steve: real estate comes out.

Brian: I had a few bitter words about, like, the whole so also, I'm like, it was cool, but, I mean, we I'm just wholesaling. So just so I could get a lead to give them multiple offers.

Steve: Alright.

Brian: Just so I could get the property long term. Right? And yeah, he he gave me that advice, and that was really good advice.

Steve: So you said took off. So what is what were you doing, and what what have you done since?

Brian: Right. So around then, man, I was probably I got to the point where I was probably averaging about 20 to, you know, maybe you know, 20 to $30,000 a month. You know? Often sometimes I would have months where I do, you know, 10,000. Every once in a while, I have a month where I don't do any deals.

Right? But, you know, still had the the the the, you know, the the rentals, the foundation. So when me and Byron got together, I'm not sure how long it took, but I know our first, 6 figure month was, February 2020. We did 01/20/1946. July 2020, did about a 130,000 in a week.

Mhmm. I forgot the week, but it was in July. And a matter of fact, I made a YouTube video and kinda posted all the receipts and stuff. So that that's the difference, you know, 20 to 30,000 by myself, you know, had a a 6 figure week. I I was I thought that was impressive, you know.

Steve: Oh, no. That's huge. That's a huge jump. One thing, I think we talked about this before was that you've got this big social media following. Mhmm.

You've got this brand, but you were like, how do I I think we're talking about maybe, like, being continuous or being consistent with it. Yeah. Because you feel like I don't know. Lost touch. Yeah.

You just don't feel like posting content all the time Right. Is what you need to do. And I think I was telling you, like, no. That's exactly what you need to do because there are other people with jobs that are trying to quit their jobs.

Brian: Yeah. And that was some great advice. Now I really appreciate you, Steve. I mean, because you kinda caught me at a point where I was having this I don't know what you call it Mhmm. But, like, identity crisis.

Steve: Uh-huh.

Brian: Because when I quit my job, it's kinda man, that's the biggest goal, but the following was built because I was kinda doing the Gary v thing, but by accident. Mhmm. Right? I would be in my uniform, and I would be going on sale appointments, and I would videotape me shaking the seller's hand. And then two weeks, three weeks later, they would see me cashing a check.

Mhmm. And it was all just just me being, like, transparent open. And a lot of people, you know, they look at this. They see all the checks, but they're like, man, but how? But how?

And I was taking people in seller appointments with me. Mhmm. And I I really kinda feel like I pioneered that, you know, because it was way back in '18.

Steve: Yeah.

Brian: And, and that's what had all of the what's it called? The engagement going crazy and everything. But once I quit my job, Steve, that was my goal. But once I quit my job and I got a team, I'm at home most of the day with my wife. And so I kinda felt bad about posting content because I'm like, I'm not doing all that anymore.

Mhmm. But I am. Right. Company is so I couldn't it was hard to make the switch. Like, dude, now do I just make a video from my house, in my in my my room, in my office, or my kitchen?

So I'm glad that you kinda point that out. I I still haven't really got it. It doesn't feel comfortable as it it did. You know? Yeah.

Just pulling out my phone and just showing you what I'm doing because I'm in it.

Steve: Yeah. I know. But still, I go back and argue in that. It's that, it's showing what what's possible. Right?

Like Yeah. When people when when people are taking pictures of checks, they're showing what's possible if you hustle, if you wholesale. You know, we're showing, like, it's possible to quit your job. To be chaste this. Right?

So it's just kinda showing what's possible. And then we had some technical difficulties beginning the show. And while the mic was off, we were talking about, like, you know, favorite episodes. Yeah. And, you asked me, and I shared with you, like, my one of my favorite episode.

My favorite episode is is Haim. Right? And it's and you asked me why of all of them. You know, we've done so many. Like, why Haim?

I said, because Haim is the only one that started for time and financial freedom and still is doing his business for time and financial freedom because we get caught in a comparison contest.

Brian: You

Steve: know, I gotta beat this guy. I gotta beat that guy. Like, how many did you do last month? Right? And so, you wanna talk about that?

Like, what what how the what what your thoughts were on that?

Brian: Yeah. So, I mean, it like, that was kinda little guilt trip I I had as well because my whole goal was, like because when I was working, I was working fifty to seventy hours a week, exceptional company. However, I shift work, and it's almost like a hospital where there is no off days. Right? If you're on the schedule for Christmas, you work on Christmas.

Thanksgiving, you work on Thanksgiving. Oh, yeah. That's how it was. Right? But it's kinda like, you know, are you I'm working for the one of top three companies in the world, right, since the last ten decades.

Right? I mean, the last decade. Right? So, what happened was I was getting to the point where, man, I would miss Thanksgivings, Christmases. You know, we would they would have wedding receptions where my wife would be dressed up and go alone, and it would say, where's Brian?

He's at work. Right? He's working nights tonight. Right? All type of event, baby showers.

And I was wondering to really when it really turned up the conviction in me to, like, really replace a job. But, what I wanted to do, like you said, is I just wanted the freedom. And now I kind of, like you said, kinda like Haim. I kinda got what I want. Right?

And so I kinda like you're right. I I kinda throttle it. So I I don't work forty plus hours a week. You know, I wouldn't say, y'all we're still we're still, you know, building and growing, but yeah. So, I mean, I think it's I think it's whatever you want.

You know?

Steve: Well, I think and that's the last part. Right? It was whatever you want. Yeah. And so, like, remember why you started time freedom, financial freedom, whatever is, you know, we all get caught in this comparison game, and we forget what we wanted.

Brian: You know, Steve, I think that, we get brainwashed by someone else's views of success. Mhmm. And I think that if you can reflect and think about the times you feel the most joy, not pleasure, joy. Mhmm. There's a difference between love and lust.

Right? Joy. That real joy, that's success. Yeah. Try to get more of that.

Yeah. And that's that's how I feel about it.

Steve: Yeah. It's a great point, though. I think everyone needs to remember that. So what's your business looking like today?

Brian: So, I think it's, about 11 of us. I have a dispositions manager, have, two acquisition managers, eight cold callers. We also have a admin. She basically handles everything like payroll and all that stuff. And and also she does a lot of, like, all the data pulling and everything like that.

And then we have, like, we call it a a data analyst. He basically handles, the integration between Podio and Power BI and all of our metrics, and then Byron and myself. So

Steve: Power BI?

Brian: Yeah. Power BI is Microsoft. It's kinda like a you ever heard of Plecto? Mhmm. Yeah.

It's kinda like Plecto. However, it's it's doesn't have a fancy UI. It's like you could build it however you want. It's like a it's like a Podio version of Plecto.

Steve: Got it. Cool. So what was that like when you guys married? Right? Like, you and, you and Byron.

Like, you guys had you had a business. He had a business.

Brian: Mhmm.

Steve: And you guys merged it. For those people that are thinking about partnering up, what was that process like?

Brian: Perfect question. So, as far as on my end, it was just it was just me and two lead managers. Right? My mother was part of my business. She's a hustler.

She's crazy. She's actually TC, the transaction coordinator. She's really good at it. But then I had another lead manager. So that's all that I, I had.

And I came over because I have my personal, you know, rentals. But that's all I had. So when we partnered, I brought them them two over Mhmm. And connected with what he already had. And I think he probably had, like, five people on the team at that time.

Four or five. Right? As far as the, you know, legality, you know, we went ahead and, amended, you know, the operating agreement, you know, everything, the LLC, bank accounts, and everything like that. We split down the middle, and that's what it's that's what it's been.

Steve: Did you call him Woody?

Brian: No. I said that's what it's been.

Steve: Oh, okay.

Brian: Yeah. So, So, yeah. And and since then, you know, we've we've hired together. We fired together and, you know Yeah. And now it's just a normal partnership.

Steve: So during the crisis, you know, everyone kinda responded little differently. You know, some people kinda put their head in their turtle shell. Some people went harder. What did you guys do?

Brian: We didn't do we didn't do neither. We just we kept doing what we was doing. And we did notice for probably about forty five days, we did notice the sellers pull back a little bit. I just wanna wait till this. I wanna wait till we see what's going on with this.

Right? And then it seemed like people noticed that this ain't going away. This is new world. Right? And then it got back to normal.

So that's what happened. We didn't scale up marketing. We didn't slow down marketing, but we did notice, kinda like a drop in activity, and and sellers willing to kinda move forward with the sale. But like I said, after probably about forty five, sixty days, people started acting normal.

Steve: So did your business go up or did it stay even?

Brian: No. During, like, like, thirty days, we definitely had a dip. Yeah. Yeah. Okay.

And I think what I'm trying to think when was I think, bro, we had a bad month. We had a month that we did, like, $30,000. Mhmm. And I think, you know, that was, like, right when, you know, that COVID the COVID just shook everybody up and nobody could think of anything except this, you know, this, this thing that's going around.

Steve: So Alright. So Byron is the the mad genius, it sounds like. Like. Alright. The genius behind the computer.

Brian: Type of mad genius.

Steve: But he's the genius behind the computer.

Brian: For sure.

Steve: You're out in the field?

Brian: Neither one of us in the field. Acquisition managers in the field.

Steve: Okay. So then what are you responsible for?

Brian: Yeah. So, of course, just the, the creative finance piece, putting together, you know, making sure that leads that come through our pipeline, we fully assess it and make sure that we're not leaving anything on the table. Can we structure this a different way? Can we offer the seller something different so we can monetize this lead? So that's one thing.

Bringing that to the table. Right? Because a lot of people miss out on a fortune because they can't evaluate a deal other than assign it to a cash buyer. That's one thing. Training every every when it comes to teaching, motivation, culture, ideas, you know, that's kinda where, you know, where I kinda ideas, you know, that's kinda where, you know, where I kinda shine at.

Steve: Got it.

Brian: And marketing. I I handle marketing too.

Steve: Okay. Yeah. So what you just described as far as a creative guy, squeezing the juice out of out of every single deal because who knows how much money we're throwing away. I wanna hire that guy to work for us. How do I find a guy that's like that, that's sharp, that would wanna work for somebody?

Brian: That's a good question. I think I think you have to have already you train that guy. Mhmm. I mean, I don't know. That's a good question.

I don't even wanna I don't know the answer to that.

Steve: So why had you come out here by come on.

Brian: I don't know the answer to that. You know, so could I'm gonna tell you what we've done. Right? Our top acquisition manager, man, he's he's a killer, and he he's a older guy. He's like 52.

You know? Mhmm. But, you know, we we thought he he's just a closer. He's a real kinda kinda got, like, narcissistic personality, but, man, he's

Steve: he's a closer.

Brian: He's yeah. He's a closer. He rubs people, but he but he's a closer. And we just put a few more tools in his tool belt, and it just made him that more more dangerous.

Steve: Got it.

Brian: And then our other acquisition manager, which also is a realtor, you know, he kinda had a blurry vision of it, you know, looking at YouTube or whatever, and we just crystallized that vision so he could really understand it. Now they're equipped. Now they go to seller, talk to sellers, and, they can make more than one offer. Cash isn't a fit.

Steve: So they're ready. They have the tools. So your job is to make sure that they didn't miss anything.

Brian: Absolutely.

Steve: Gotcha. Okay. And then you've got the app. What's the app?

Brian: Man, the app is AnyDeal. So like I said, when I was working fifty to seventy hours a week, you you know, I'm like, man, they got full time investors out here. Man, how am I gonna keep up and grab the deals when I'm stuck at work all day and they're out there in the streets? And how I originally learned this, real estate and how I was originally taught wasn't whole selling. I was taught when I came in the game in 2014, I I didn't wasn't taught wholesaling.

I was taught, hey. Your goal as an invest investor is to find motivated sellers. These are all different ways you could complete a transaction. When the lead comes in, based on what the seller needs, you put it in that box. Mhmm.

And that's how I learned. You know, everybody comes up under a different type of philosophy. Yeah. And so that that that that way of doing it was so effective for me because it just allowed me, okay. If they won't accept the deep discount and willing to give their property away for pennies on the dollar, I have a way that I can offer them more, right, that they're happy with.

And, also, it's gonna make me money and, you know, set me up financially in the future. So based on that multiple offer strategy, we created AnyDeal. And AnyDeal is just a mobile app that allows you to analyze and make multiple offers to a seller. So you could ask from your cell phone, you can actually send a seller a letterhead template that has, you know you know, one to three offers. And what I found, Steve, is that because, you know, I admire the hardcore closest.

What I admire is you don't even have to do all of that. Mhmm. You don't have to convince a seller of nothing. You talk to them. You make a friend.

You build rapport. Right? Just like a doctor. Does it hurt here? When does it hurt?

Okay. And how long you've been noticing this? Right? I get all the symptoms Mhmm. And then I give you a prescription.

Yeah. But it's not my idea. I just put it in the air. What if? And they usually grab it.

People wanna feel like they made their own decision. So when I when I send this to you via text, email, right, or over the the counter of the tabletop, you know, mister Seller, based on what you shared with me, blah blah blah, this this and that, you know, recapping, you know. Here's what I can do. Right? You let me know which one is a better fit.

Steve: Yeah.

Brian: And now they feel like, woah. I got options. I'm not this is not this investor that's come into my house jumping on my floors, like, looking at my roof and, you know, trying to make me feel bad about my property, man. He cares, and he gives me options. Mhmm.

And before I give those options of how I could purchase the property, I'm already gonna give you your other options that doesn't even involve me. Mhmm. Right?

Steve: Right.

Brian: Listening with the realtor, renting it, keeping it, right, etcetera. And it just works, like, really well.

Steve: And then do you track track what your

Brian: average fee is? Average deal size? Mhmm. As, assignment fee? Yeah.

So we're at, like, 8,500 right now.

Steve: Yeah.

Brian: Yeah. Trying to get that up, but, yeah, that's, our average, assignment fee.

Steve: And then to do the kind of deals you guys are doing right now, what are you guys spending every month on marketing?

Brian: Guess what, man? We don't even actually spend a fortune on marketing. I think last month, we only spent, like, $3. Dang. The the most we've ever spent in a month was 11,000.

Yeah. But we average about $6,000 a month on on that's not like the, the average, about 6,000.

Steve: And how about total overhead, including office space, everybody?

Brian: I you know, we work from home. That's a number that I don't know. Like, just the off top. Let me see some numbers I know off the top of my head. I know cost per lead for RVM, where we're at right now.

We're at $38, cost per lead. Cold calling, we're, like, $41 cost per lead. So those are some other we also we were trying Facebook, but our cost per lead was pretty high. So our average cost per lead, but we just shut that off is, like, $68. But we just, you know, shut Facebook off for now.

Steve: Gotcha. Corey Guzman wants to know, who mentored you? Who Like, how how did you learn the who did you learn the creative game from?

Brian: Couple of guys, man. Ron LeGrand, Phil and just the Internet and and some local guy local guys that, you know, just some old guys nobody would know that's in my market that just kicking up dust.

Steve: It's crazy how much those older guys know.

Brian: Oh, man. And they don't tell anybody.

Steve: Now they're quiet. Like, that's the brand or nothing. That's the one thing. I was like, I no one's on these old school guys. I would never wanna negotiate against them.

Like, I just

Brian: They they got some people, like, you know, that nobody would know that's just doing such crazy, you know, things, and they've been doing it for decades. Right? You know, so many, like, creative strategies. Go and pay people's taxes and and, you know, find out a way to eventually get the possession of their property. So

Steve: Yeah. There's some crazy, crazy ideas out there.

Brian: Yeah.

Steve: So Toby, wants to know, what's your take on, you know, being in a saturated market and still trying to do deals?

Brian: Man, I don't think there's no such thing. So when you talk saturation, I mean, I think, you know, competition. So, of course, the the thing that's normally affected when there's a lot of people who's highly competitive is usually your cost per lead goes up. That's been my experience. Right?

However, I think a better approach is to find a niche or a angle that everybody else because people are lazy. People are just gonna go for the path of least resistance. Right? So find that area, that niche that you really can just be the best at, and whatever your perceived competition is, it just goes away. Right.

You know? That's a great, great point. Yeah. Just goes away.

Steve: Right. You know? That's a great, great point. And Francisco, Jocelyn wants to know what are the rule of thumbs for seller finance terms?

Brian: Seller finance terms. Number one, the property has to pay for itself. Right? Property has to pay for itself. Another thing with creative finance, one of my rules of thumb, aside that the property needs to pay for itself, don't go through the first don't go through the entrance unless you already know the exits.

And this is for safety anyway. In this crazy world that we live in. Right? By going to movie theater, I already wanna know the exits. Right?

So, so be in a position where you have a plan, b, c, etcetera. So that's that's two. So make sure you have multiple exits before you go to the through the front door. Make sure the property can pay for itself. Also, the the best of the best creative finance guys knows this.

Just like a wholesale deal where, you know, your buyer you don't close the transaction. The the buyer's funds closes the transaction on wholesale deal. Right. Same thing with creative finance. When you contract the creative finance deal with the subject to wholesale, wrap around mortgage, lease option, ideally, before you close escrow, right, you're marketing to find that buyer, whether it's a owner finance buyer, a tenant buyer.

Right? So that's another tip is get your buyer lined up Mhmm. Right before you close. Like, I if I if I I'm not gonna close naked if I don't have to. Closing naked means that I closed the deal, and now I'm gonna do whatever I need and then market it.

It's kinda because you got holding costs.

Steve: Right.

Brian: So that's another, like, rule of thumb. This is a few off the top of the head.

Steve: What's your favorite tool as far as creative finance?

Brian: Actually, owner finance is number one. Right? It's not subject to. Yeah. It's it's number one it's number one even though the majority of my portfolio is subject to.

Yeah. Because people are usually more motivated when they don't have many options. Mhmm. Right? Usually, when somebody has a house free and clear, it's kinda like, oh, I got all this equity.

So but owner finance, of course, over subject to because, of course, all of these things that people are scared about, which you can also mitigate. Right? Mhmm. Like, underlying mortgage on in somebody else's name, all that. You ain't gotta worry about none of that on our finance.

It's just me Sleep

Steve: real good with owner finance.

Brian: Sleep real good with owner finance. And also guess what? You could do an owner finance that you can't do on something too that I do a lot.

Steve: What's that?

Brian: You can negotiate zero percent interest. Right. And you can't even do that if you got excellent credit.

Steve: Mhmm.

Brian: Principle only payments.

Steve: Yeah.

Brian: So owner finance number one.

Steve: Got it. And then, Nelson wants to know, can you talk about you selling wholesale deals using the MLS?

Brian: Oh, spicy. Okay. So, what happens in this? I mean, how deep did you you wanna go? So

Steve: Let's go. We got time.

Brian: Okay. So so basically on a strategy like this, what we do is, we get a deal on the contract at the deepest discount possible with the seller. Right? Mhmm. And then we market our equitable interest on the MLS.

And the agent to agent remarks, of course, we disclose that the seller is a principal in the transaction, marketing equitable interest. Now here's the tricky part that people don't know. And I'm telling you some of the top gurus, I've you know, I've seen it. They say you can't do this. I'm like, man, we we do it.

So when your buyer comes, right, because we can't hold some of the deal unless when you're you if you do that, you gotta say cash only. When your buyer comes, let's say conventional loan, FHA loan, of course, with the underwriter, they're they're going to want the actual personal title to be on the contract. So what we do is report has to be built, and there's a way that we can explain this to the seller. Right? Our buyer goes under contract with our seller, and, of course, yes, they see that that's not the price that you agreed on.

Steve: Mhmm.

Brian: But there's you know, we have how we kinda talk to them and, you know, where they're okay with it. Right? And at that point, it's a normal transaction. There's no title season involved, right, because we haven't changed title yet. And instead of an assignment fee, we get paid from a memo release.

Mhmm. So we reverse engineer and calculate, you know, the agent that because we do we do calculate the 3% to the buyer's agent. Mhmm. And we try to get a flat fee listing on the seller's side to get it on the MLS to get this maximum exposure.

Steve: Right.

Brian: And then it close when we get paid from MML release. That's how we pull that off.

Steve: There you go.

Brian: Yeah. So

Steve: and then let's see.

Brian: A lot

Steve: of people tell us what we should be doing to be successful in this. What are the top three things that we shouldn't do? Great question by Don Rich. Three things people should not do in this business.

Brian: Be an info junkie. And because when you get too many types of ideas and and inputs, you usually just freeze up. Mhmm. Kinda like with sellers. A confused mind says no.

When I'm talking to a seller, until we get to, like, the final thing, I'm not talking subject today. I don't know what that is. It's gonna scare it. It's gonna scare them. Right?

Subject today. I don't know what that is. It's gonna scare it. It's gonna scare them. Right?

You don't know you don't want the easiest way to get the, let me talk to my attorney objection? Start saying words that the seller don't understand.

Steve: Right.

Brian: So I would say, I would say not getting too many inputs because a confused mind says no. And also if somebody, trying to, you know, get traction, if they're confused because they have too many this person says do this. This person says that don't. They end up doing nothing until in their mind, they figure it out.

Steve: Right.

Brian: And it's just kinda like a bad place to be. You just kinda like just don't do anything.

Steve: Yeah. That's one.

Brian: Another yeah. So another one is, consistency. I I know it sounds so cliche, but if you're consistent, you actually don't have to just exert so much effort. I know you know about the old, like, fable like the tortoise and the hare, but it's it's a parable that is so true. Yeah.

This person is a Ferrari, then he stops, then he stops. And this person is just Mhmm. You gotta get there.

Steve: Yeah.

Brian: So just don't stop. Keep going. The third one oh, the third one probably should have been number one. Surround yourself with the best of the best.

Steve: Yeah. So then, I guess, the don't do is just to stay away from Oh. Toxic people.

Brian: Don't do. Yeah. Don't do. So don't try to try to avoid people with limiting beliefs, people that make you that that question if you can do it. If you're around somebody and the energy and the vibe you get when you leave that person's presence, you feel if if you feel, discouraged yeah.

Less confident, discouraged, that's not the right energy you need to be around. Yeah. So

Steve: And I think that's a great, great point. Justin Harry wants to know, so you're sending multiple offers at a time?

Brian: Yeah. And it works like magic.

Steve: Yeah. Yeah. And Frederick Giggle wants to know how do you get that app?

Brian: The anydealapp.com. It's on iOS. It's on Android.

Steve: CJ Wilson wants to know, are you open up opening up your course again?

Brian: Yeah. I'm I'm I'm working on it. Man, we've been focused on business, man. We really, really investors, man.

Steve: Yeah. That makes sense.

Brian: Do

Steve: you use a different strategy to find owner finance buyers?

Brian: Yeah. Slightly. What we found is that owner finance buyers, we found the best thing that works is Facebook marketplace and bandit signs. They work really, really, really well for that. For cash buyers, you know, we kinda do reverse lookups, you know, data.

You know what I mean? Mhmm. Close comps, skip trace them, reverse list source hack, things like that. Facebook and, bandit signs for owner finance lease option buyers.

Steve: Cool. And Alexis Adams wants to know what list are you pulling for creative finance?

Brian: Pulling a lot. Of course, absentee owners. I mean, it's the, one of the bread and butters. Matter of fact, on my very last YouTube video, I dropped the, a list that we've been pulling. It's you could just fast forward to the end of the video.

I do a little quick training, a list that we've been pulling has been hot. Right? And it's a it's a a prop stream list, and I walk everybody through the filters we pull. So that's one of the list that's been really hot. Another list is, expired listings.

Right? So people that have raised their hand to sell, but they're they were unsuccessful. High days on market. Right? So people that have, and was high to me is at least, like, five months.

Or, you know, you could stick with six months, hundred and eighty days. Yeah. So people that, their part property has been on the market a while.

Steve: And then Ben wants to know what are the, three offers that you

Brian: usually send? Cash is gonna be first. Mhmm. The next, if, the property has a mortgage, it's gonna be subject to. And, you know, and so I might do two variations of subject to.

Right? One, one might one might be, like, long term, and one might have a balloon on it. Right? If they don't have a, if they don't if they own it free and clear, it's gonna be something like cash. Owner finance will maybe like a little down payment, a really small down payment.

And the third is gonna be owner finance, but it's going to be like no down payment, but it's gonna be, you know, like, longer term. So it it they kinda like looks like as you go down, you get more money, but I give you less upfront.

Steve: Yeah. So Jory Olsen says that he loves those 0% interest deals. I think everyone does Jory.

Brian: What's going on, Jory?

Steve: Alright. So let's just Jory. Pretend, you know, you're at the house. Mhmm.

Brian: Right?

Steve: I mean, you you talk about presenting the offers, but you also have to explain it. Absolutely. And one of the things that I think a lot of people screw up, you already talked about the way first, the best way to get attorney involved is say sub to and use all these other big words. So let's pretend I'm a homeowner and I have no idea what's going on. Right.

How are you gonna pitch this to me? It's creative finance.

Brian: Creative finance.

Steve: Let's just say I got a mortgage on it.

Brian: Gotcha. You know you know, so, mister Seller, you know, if I was gonna pay cash for your property, I'm gonna, you know, need to be somewhere between, you know, 60 to $70,000. I'm gonna shut up.

Steve: Wow. Okay.

Brian: Okay. It you're like you know? So and it depends as far as the pre conversation if I'm even saying that right because we there's a bunch of other stuff, you know, we didn't talked about. You know, so then what I'm gonna do is I'm gonna put see, instead of talking too much, I'm gonna play dumb. Right?

I'm gonna play dumb. You know? So when I get that emotion from you just kinda like, you know, by god, you defeated. Man, he's came out. I'm gonna mimic that.

Yeah. And, like, almost like I'm trying to figure it out too, but I don't know what I already got. You know you know, mister Seller, what if there is a way that I can take over on your mortgage payments and get you cashed out down the road? Does that sound like something we should talk about or probably not?

Steve: No. That's that's what what does that look like?

Brian: Yeah. Great question. So, so, Steve, how that will work is actually, we would actually, make take over on the mortgage payments. Alright? So we'll be making payments directly to the bank on your behalf.

So all this stuff, taxes, insurance, maintenance, all that stuff will be offered you. Of course, the loan remain your name. And, when the market allows, we'll get, get, you know, get that cashed out.

Steve: What happens if you miss a payment?

Brian: That's a great question. So what happens if I miss a payment? Alright. So, of course, that's gonna affect your credit.

Steve: I don't want you to mess up my credit.

Brian: Yeah. So, mister Seller, actually, we're in the business to make money. This is an investment for us. So, of course, that makes, you know, no sense for us. But there's you know, we can actually structure this in a way that, you know, if we become thirty days past due, you actually get the property back.

And all the improvements we've made, the down payment we've given you, the the debt pay down, you know, all that goes to you. So we actually actually get to shorten the stick.

Steve: So Alright.

Brian: Yeah. So that's that's kinda like, you know, where where we go with that. Really, the the the basis is that's the subject to. Mhmm. But, also, even with subject two and seller finance, this is how simple I make it for a third grader.

Steve, you know, Steve, what if there's a way that I could give you more money? You wait. You know, missus, you know, Steve, there there's a way that I can work with you. I can, you know, come closer to your asking price. You know, I I think I can help you out.

If, what if there's a way I can give you more money? I mean, is that something we should talk about? Probably not. So what I'm doing is getting micro commitments. Uh-huh.

Because you don't wanna talk, like, say too much because it's too much for them to digest. I just want them to agree to one little concept. Right? Go step further. Right?

Mhmm. And then, you know, basically, the premise is I can give you more money if you will give me more time. Does that sound fair?

Steve: Very, very fair.

Brian: Well

Steve: So, one thing I'm working on for our sales training is just a list of words that we're no longer allowed

Brian: to say. Yeah.

Steve: Right? What are some

Brian: of those?

Steve: Sub to.

Brian: Sub two. Yeah.

Steve: Terms, retail, ARV. Right? You got a list of words that are no no's?

Brian: I got a couple. Not that many. Contract is definitely one. Yeah. Subject two is one.

Wraparound mortgages. Wraparound. Wraparound mortgages.

Steve: Man, I can't imagine the seller's face when you say wraparound mortgage.

Brian: And you know what's crazy? That's actually I think that's actually one of the safest terms, offers. I mean Well,

Steve: it probably is. But you try to say wrap around, like, what are you doing?

Brian: I'm like, man. What? Bank fraud. Right? So, I don't really have that that that many.

What I tell my, my people is just, first of all, don't talk too much. You need to be active listening.

Steve: Right? Yeah.

Brian: And don't try to make yourself sound smart.

Steve: Alright.

Brian: You know? Make it simple as a third grader. And another thing, if you don't know the answer, don't try to make it up because they're gonna catch you.

Steve: Oh. And

Brian: people are gonna respect if you do something like this. You know? So what happens if something something something, you know? You know, asking mister Sellis a great question. Let me, speak with my attorney, and I can get you that answer in a, in a in a hour.

How does that sound? And they respect that because they see you leverage experts. Mhmm. You know? Let me, actually get my, title company about that, and I can have you answer by the end of the day.

Steve: Right.

Brian: And people think that if someone asks you a question that you don't know the answer to, it discredits you. But I'm telling you, if you be confident in what you know and what you don't know, you just say, let me leverage my expert. Yeah. They like it. So Let

Steve: me go YouTube that for you.

Brian: Let me go YouTube. Yeah.

Steve: Don't say that. David Galant Galant wants to know, have you tried doing anything as creative as far as using Bitcoin?

Brian: No. No. No. I'm mad I've missed the wave, though.

Steve: Yeah. Max Maxwell, during closed Olympics, like, Steve, why don't you offer the guy Bitcoins? Like, what? There's this guy who wanted to, he wanted me to give him 80,000 gold. Right?

And I was actually totally open to doing it, but, he's like, man, why'd you got off offer that guy at Bitcoin? I was like, I have never thought to offer a person Bitcoin. But What

Brian: was he trying to avoid? Taxes or something?

Steve: He had IRS judgment. Didn't wanna get paid on at closing.

Brian: That is creative.

Steve: Right. He's like, I wanna get paid outside escrow. I was like, well, what does that look like? He's like, I want 80,000 gold.

Brian: Bring him a gold bar.

Steve: I mean, for the number he wanted, it made sense, but I couldn't commit to that, you know, in front of a thousand people. It was like me and

Brian: you're in

Steve: the living room. I was like, got you. I could do that. Like, yeah. Hey.

Let's let me go let's go to let's go to the, the gold medal place right now. Yeah. So, guys, ask any more questions. I mean, we got we got Brian here. He's doing deals creatively.

Oh, you know, we we didn't talk about? That's fine. So you one thing we talked about was you're feeling a little guilty About working twenty hours a week.

Brian: Yeah. But you made me feel so much better when you tell me about your favorite interview.

Steve: Right.

Brian: Yeah.

Steve: So right now, for most people, they're so busy working, hustling, and grinding. If they can get it done under sixty hours a week, they're feeling pretty good. It's like even forty is tough. Yeah. What are you doing

Brian: To make that happen?

Steve: To get it to 20. Bro,

Brian: I'm a tell you one of the biggest things that I had. And and this is just based on my experience. I don't know if this is the secret sauce, but a great team. Mhmm. Man, having the right people work, for your team and with you, does it all, you know, does everything.

So when you can close your eyes, when you can leave, and you know that you have real hustlers that's gonna put up buckets. Right? When you know that on that court, right, when you sprain your ankle, the the score, you're not guys are not gonna get behind by thirty, forty points. You can actually take a breather. Mhmm.

I think that's the secret. So the secret, for us being able to do that is being able to let the the power players do what they do and then just offer support and guidance.

Steve: You know? So then how do you get those players?

Brian: I think the people you attract are gonna be a reflection of you. Because naturally, naturally, you know, Steve, if if I don't respect you Mhmm. If I don't believe in you, I'm probably not gonna work for you. I'm a feel uncomfortable. Because for somebody to come work for you and feel like there's security in because most people, they got families.

Steve: They

Brian: feel security that, you know, I'm just as safe as a normal job. I'm gonna continue to have, you know, get, you know, get paid or whatever. Like, they gotta believe in you. So I think, working on yourself, just probably not what you expected to hear, but I think working on yourself and being the person that you wanna attract is probably the best way to get those people.

Steve: So how do you work on yourself?

Brian: Personal development, man. Personal develop, that's a whole rabbit hole. And I went through that rabbit hole around 2013. I deleted all all my social media. Jim Rohn is one of my favorites.

Steve: Jim Rohn is amazing.

Brian: Man, I I feel like that guy's wanna probably buy a mentor, you know. But, and that started the whole rabbit hole of the Bob Proctors, the Earl Nightingales, the, you know, all these people, Napoleon Hills. But, you know, you you know, when you start the personal development kinda little rabbit hole, you'll know what I'm talking about. So that that's how you do it.

Steve: So the thing

Brian: is secrets of success.

Steve: The key here, though, is you were doing that when you set a job. Yeah. See, when I had a job, I was uncoachable. When I had a job, they're like, Steve, you should go, you should go to this thing we're doing is, you know, seven habits of highly effective people. I was like, I don't need that.

What do I need that for? Right? Yeah. But in that at that time, I was like, I'm working, you know, my job at Intel. Like, why do I need to be more effective?

Like, I'm good. Yeah. But you were doing that while you had your job, and that kinda opened.

Brian: Yeah. And the reason why is because I I I wanted more. And I was just like, man, this ain't working.

Steve: Right? Yeah.

Brian: Let me I started searching for the secrets. And what I learned is, you know, the phrase what, you know, asking you, you know, if you go searching, right, this is not a word, but everything is figure out able. Right? So if you go searching and looking, you know, instead of just sitting, I wish it could be better, you're gonna find what you need. Right.

And what I found was this area called personal development and I fell in love with it. And once that personal development kinda met real estate, it was a nice chemistry and And

Steve: Jimenez, you saw him when you walked in. That's his guy, Jim Rohn. Right? Jim Rohn's his guy.

Brian: So Who's who's the guy? Max. Oh, really?

Steve: Yeah. That's his guy. Like, all the stuff we've learned, all the stuff we've listened, all the personal development we've gone through, Jim Rohn's still his guy.

Brian: See? I know I like Max. Yeah. Man, there are so many things from Jim Rohn that I can, like, quote word for word in his voice, in his tone. Natalie, like, he he was, like, one of the best.

Steve: He was the best. He's the

Brian: Jordan of of that. Yeah.

Steve: One of my favorite lines is still is, like, how do you how how do you stay so good? It's like, man, I go to these seminars. I can't wait to listen to the guy. Alright. So Dominic Baca wants to know, just starting out two months in, he's got two dozen escrow, so great job.

Another contract signed minutes ago.

Brian: Great

Steve: job. On next steps. Invest

Brian: a portion of that back in the marketing. Don't make the mistake I made and do it again and do it again and do it again. Yep. And that also also, document what it took for you to do those deals.

Steve: Yeah. I think that's big. And you're talking about document on social media.

Brian: No. I'm

Steve: talking about about documenting on Word doc.

Brian: No. I'm talking about, the KPIs. Like, to do those, how much did you spend? How long did it take? How many people you talked to?

Mhmm. You know, that.

Steve: Yeah. I would say also do document on social media. Nelson Castillo wants to know, are you guys, a 100100% commission or are they salary or what?

Brian: We got different roles. So acquisitions, dispositions, 100% commission, Our admin, our KPI, admin that does payroll, the KPI that does analytics, and our cold callers are all, salary hourly. But acquisitions, dispositions, commissions Cool. Only.

Steve: And Johnny Macon wants to know how many rentals did you have before you quit your job? Probably about 12. Yeah. Cool. And and then Ron Ward wants to know, what are some of the KPIs you focus on your business on a daily basis?

Brian: Leads, number one. Cost per lead, probably number two. Those are the the top two, but we track a lot of stuff. We track, you know, call dials, right, for the call callers, the dials, the the contact rate. We track cost per deal, cost per contract.

Of course, deals sold, you know, a a lot of stuff, marketing attempts. But the main two things let me just the main two things is leads and cost per leads is our top two.

Steve: Alright. So as a business owner, what KPI is Brian responsible for?

Brian: Leads. Cost per leads.

Steve: So the market KPIs.

Brian: Contracts. Yeah. Acquisitions contracts.

Steve: Alright. So the cost per lead is going a little high. Buyer and can have a sit down with Brian.

Brian: Yeah.

Steve: Alright. So I wanna make sure. And then Justin Henry wants to know, what's your process when certain strategies are not working?

Brian: R and d, research and development. I mean, we we we break it down depending on where the problem is. Right? Mhmm. If it's if it's a departmental thing, in that meeting, because how we do, we we have meetings, during the week for every department.

We have a sit down. And, you know, during that meeting, that'd be that come up in the issues component, and we'll just break it down like that.

Steve: And that's the key is to talking about having a time every week to talk about issues. And then, Shard Bennett wants to know, do you still pay for trainings or mastermind groups with other seasoned investors?

Brian: Oh, Oh, I don't know. Is this TV gonna curse? I'm like You do

Steve: whatever you want.

Brian: Hell, yeah. Look, man. We practice what is I we preach, and I'm pretty sure you, Steve, still invest, you know, in these, matter of fact, I was just going to, you know, it didn't really allow on my schedule. I was actually going to go, I think, to Cancun to a mastermind, not too long ago. You know?

Thousands of dollars. Yeah. I know what Carlos and Sal, I I invested in with Momentum in 2019. Mhmm. Still still to this day, I invest my money into more training mentorship.

And it's funny because you kinda see, people online just kinda like this and like, they don't wanna pay for course. I'm like, yo, y'all don't know. The secret sauce is getting more education.

Steve: Well, I mean, maybe they'll live long enough.

Brian: To to find out the cheat code?

Steve: Or to learn it the hard way to catch us. Yeah. Because that's it's time or money. It's time or money. Please give us some gym.

I don't know what that is. Do you have, oh, gym. Give us some gym gym room. Got it. Do you have VAs available for hires?

Brian: No. Oh, no. I I don't have a VA company if that's what they're asking.

Steve: Yeah. Let's see what else is there. What do you think got you from averaging 50 k a month to a 100 k a month?

Brian: A team and systems and, of of course, KPIs. Just just knowing what's working and what's not and being able to make that tweak in the right direction. Because if you're not tracking, you don't know what way you need to go.

Steve: A real system. And Alex wants wants to know how often do you market to the same list until you update the list?

Brian: Great question. So it depends on, like, the list. Usually, we update, our list, like, like, something like, preforeclosures. Right? We're we're probably, pulling that, like, weekly, but, like, absentee owners, like, a ninety day stretch before we update it.

Mhmm. Yeah. Tax delinquents, you know, we we'll market to those for, you know, up to six months before we update those.

Steve: And then Nelson Del Castillo wants to know how many cold call leads to do you need to close one contract to close in today's market?

Brian: That depends on your market.

Steve: What about you?

Brian: Leads per contract. Off the top of my head, I don't know the number.

Steve: And then, House Buying Diddy says, what's up? Yo. Alright. So what is your why? Why are you doing what you're doing?

Brian: Fulfillment. Fulfillment, I knew when I was teaching, I knew when I was working the oil and gas field, there was something in my gut. Right? I don't have to get off philosophical. I you just feel like this isn't it.

So my why is just to feel that that that alignment, to do something that actually feels like this is why I'm here. Freedom is a a part of that, but also impact. And so that's the reason I'm doing it. When I when I got into real estate, of course, it was for freedom, and and and for financials. But I noticed something, Steve.

I noticed when I got into real estate because something about me, I love talking to strangers. I love meeting new people. Mhmm. I'm just genuinely curious about how people think, you know, what they're going through, why they did that, their life experience. When I got into real estate, I was like, yo.

This is what this business is. Mhmm. This is the business for me. So that's my why, man. It's it's just for them, and I like it.

Steve: Yeah.

Brian: Yeah. So that my my why is, you know, impacting people, being free, and doing what I want, you know, with, with with my time. Doing something to make me feel good. You know?

Steve: Love it. And Chris Jefferson says hi as well. CJ. Guys, please, if there if you guys are getting value today, please tag somebody. Let them know.

Alright. And then Johnny Forte wants to know, are you using PPC?

Brian: Not right now. We did rock with PPC for quite a while. I actually did PPC for about four four or five years. Did we do any in 2000 got

Steve: it when it was good.

Brian: Yeah. Yeah. Cost per lead kinda, drove up.

Steve: Yes. It did. Yeah.

Brian: And and how here here's I'm a tell you one of the biggest issues we have with PPC is that how our company is structured and how we set up because we're we don't do the office thing. We really want that freedom and mobility. So, response time. PPC leads is not a type of lead that you could kinda wait because if they go to the top of the search engine and they click this and they call you and you don't respond, guess where they're going? To the next one.

Right? So it's almost like it's like a game show. You gotta that's another reason because I set up it. It it it was kinda we was missing

Steve: Yep.

Brian: Other opportunities.

Steve: What is your biggest struggle right now? Sounds like everything's pretty good.

Brian: Biggest struggle. Oh, honestly, man, trying to figure out what to focus most time on. I mean, I was I'm still kinda, you know, I know. And is it is it more into the business and trying to scale it even bigger? Is it to is it, content and and and and and branding and just kinda putting more stuff out there?

Is it should I be trying to do more coaching? You know, like, all of that. You know, just finding what should, deserve the most of my time. It's kinda, you know, really still trying to, deep dive and and and figure out where you wanna invest all that extra free time.

Steve: What have you done to figure out the answer?

Brian: Obviously, not the right thing. Just just thinking, going going in in circles.

Steve: Yeah. I love it. Alright. So Mason Aiken wants to know what percentage of your deals are you doing are traditional cash offer, wholesale deals?

Brian: So we're we're about 30%. 30% creative finance, 70%, you know, cash. Because, you know, and I I kinda talk, that noise about it, but it's the foundation. You know? It's the wholesaler is the foundation.

So everything we we we set up is a wholesale operation, but we have the, the systems to put it in the bucket that it needs to be in.

Steve: Right.

Brian: The majority is still wholesale.

Steve: So, Keith Everett wants to know then, how do you determine whether to wholesale or keep it?

Brian: Right. If okay. To to wholesale it or it to be like terms?

Steve: No. To keep it.

Brian: To keep it?

Steve: As a rental.

Brian: To keep it as a rental. I'm not gonna wholesale it at all if I could keep it. Mhmm. I mean, because wholesale it for what? You gotta wholesale it to yeah.

So, so

Steve: If it's up to you, you keep everyone as a rental.

Brian: Absolutely. I mean, just, you know yeah. I'll try. So Alright. Another thing is this another thing, though, Steve, is the seller.

Right? Mhmm. So if a cash offer doesn't work for the seller, right, then I'm trying to find out how I can give them more money. And, of course, that's usually gonna come up with me owning the property long term.

Steve: Right. And then Shar I don't Bennett wants to know what separates you from other investors. Why should she buy your course versus anybody else's course?

Brian: What course? You get me? I mean, I'm pretty sure most most investors

Steve: Sure day. Dang it.

Brian: Yeah. Most most investors, you're not getting their time anymore personally. Yeah. The majority of them. Right?

It's it's a It's tough. It's it's actually a course. And right now, I don't have a course. Right? You know, so I actually it's like more so group mentorship.

So it's not kinda like, hey. Go watch these videos. You know, you're on your own. Right? You actually talk to me.

Steve: Right. Gotcha. And then, Johnny Forte wants to know, are you using novation agreements to list the preppers in MLS without buying it?

Brian: I'm not. But I heard Pace Morby talk about it. I think Pace Morby is the man for that.

Steve: Yeah.

Brian: I I know nothing about novation agreements.

Steve: Oh, you and I could talk offline about that. No. Why not do net listings in Texas?

Brian: That's a great question. I don't know. It's just not super popular.

Steve: Because net listings are illegal in most states.

Brian: Isn't it let me let me because But

Steve: it's legal in Texas.

Brian: Let let me let me back it up because, I mean, it's been rusty. You know, I let my real estate license expire the same year I got it. I'm just playing like the next year. So is net listings basically when it's kinda like anything over this is mines? Mhmm.

That's a great question. Yeah.

Steve: I mean, like, we have

Brian: You just you might have put me on a gold mine, man. Maybe I need to reactivate it in

Steve: I think so. Because, novations are kinda tough in, in Texas, because they want the e r the exclusive listing agreement, and the purchase contract signed by the sellers. Like, titles won't do it. You can't do power of attorney or anything like that in Texas, but you can do a net net listing.

Brian: So school me real quick. What is a novation agreement?

Steve: Novation is when you substitute so I got let's say you contract with the seller. Okay. Right? And then you got this agreement. Like, the very first deal you did where you substitute or you're talking about release memorandum.

Right?

Brian: You got

Steve: paid to release a memo fee.

Brian: Right.

Steve: That's an novation. And just substituting you as the buyer with the buyer you found from the MLS, and you got paid something to do it. So what you're doing is to release a memorandum. Other people use innovation methodology where you just substitute in the contract, and you're getting paid the difference. Same exact concept that you talked about.

Brian: So basically what I did.

Steve: What you do What? But you do it with a power of attorney. However, Texas title companies don't like using a power of attorney. So people in our program, instead of using, innovation, we just wanna go get your license and just do that.

Brian: Texas is a different beast, man. A lot of stuff I see other people do at other markets.

Steve: If they ever become their own country, I will go support them. I'm coming. I'm coming. This country's going crazy.

Brian: So, you know, a lot of people like to maybe take something down on their financial subject to it and sell them a lease option. Mhmm. And, honestly, that would be my favorite combination or or hybrid. Right? Yeah.

But, you know, because of, you know, the the the, you know, how how much things you you have to go through, it's easier. And most attorney real estate attorneys just give them the deed. Right? Because Texas has one of the fastest foreclosure states. I just got a property back last month.

Right? And and and I had I got one property back. I had to go through, you know, attorney. Right? And I got another property where the the buyer just did the right thing.

He was in there about, a year and, like, four months. He couldn't afford anymore. Him and his wife split, and he just said, mister Brown, I don't wanna hold up your property. You know, I can't afford it. Man, older guy, I said, look, you know, you know, mister Carey, it actually and I agreed to actually give him some, you know, some money and, you know, and, and and deed the property back to me.

But, it's better off in Texas, man. If you wanna do something like that, just give them the deed. If they default, it's pretty simple to get the property back

Steve: Right.

Brian: Versus like the other states.

Steve: And then a a follow-up question from Johnny Forte is, are you using forced appreciation on your rentals and creative deals to save on taxes?

Brian: We mean forced appreciation, like, improving the property?

Steve: I think they're probably saying, like, a really high price on on a well, I guess you're not selling it. So I'm not really sure. What is your superpower?

Brian: That's a good one. I think I'm still figuring it out. You know? All all the people around me, you know, friends, business partners, they all tell me about my superpowers, but I can't articulate it. I I mean, that that it's it's but I don't know what it is.

I I think it's people, man. I don't know. It's the ability to attract the ability to attract people and and and and put their guards down. I don't I don't know.

Steve: I mean, I was gonna say you're, like, really, really damn likable. So maybe that's what it is. Yeah.

Brian: I I can't put something I can't really put it in words, but, man, I I just thank god for whatever it is. Mhmm. And I know it's something.

Steve: So if I ask Byron this question, what would he say is your superpower?

Brian: Probably getting attention.

Steve: Mhmm.

Brian: I don't know. And and having an eye. Just having an eye, having a idea for creative solutions, creative ideas, being able to peep and, you know, just how my brain works. It it really works really different than, you know, most how I conceptualize things. So I I I don't know.

Something along those lines.

Steve: And if I asked Max, what would he

Brian: say? He gonna say likable.

Steve: Likeable? Yeah.

Brian: Because we me and Max talked about it. Max, I mean, I give, man, I give Max a lot of credit for a lot of, you know, over these last few years, just kinda like, you know you know, the friendship, you know. And, you know, he he basically said that. He's like, bro, like, we're kinda like, this is he he spelled it out. He's like the same thing.

Likable, being able to talk, and people listen.

Steve: Mhmm. Yeah. Really appreciate that. Yeah. Alright.

And then, we'll wrap up with, what is the greatest lesson that you have learned?

Brian: The greatest lesson that I learned. I'm a I'm a keep it real estate so the question would be easier for me to come up with an answer. Man, don't count your eggs before they hatch. Real estate. There's there's always another document that that's needed.

Right? It's it's always something that could you know, like, in the hallway, I was telling you, he was asking me about my pipes. And I said, yeah. I had a cup couple pipes bust on a few properties I own, and then one that is in escrow that was supposed to close last Friday. Right?

The sellers, a pipe busted and they gotta pull up all the floors or whatever. So in real estate, man, do not get ahead of yourself counting chickens that haven't hatched because what what's the what law? I'm telling you. What's the is it Murphy?

Steve: Murphy's, Murphy's law. Yeah. What can can go wrong will go wrong.

Brian: Yeah. So that's my biggest lesson, man. Just go ahead and count the chicken. Oh, I just made I got 30,000 coming.

Steve: Don't spend that money yet. Yeah. Alright. Cool. So just think about a a thought you wanna leave listeners with.

Guys, if you guys like this show, please like, comment, subscribe, share. It really helps us out, really helps us with our mission to create a 100, millionaires. And we do have a workshop coming up, on the fifth. So nine days from today. So if you guys are interested, let me know.

We can, still send you up, an invite. And then next week, we got Jerry Green and Josh Culler flying out here, to talk about, you know, what they're doing in in Ohio. So last thoughts.

Brian: Yeah. So I would say don't get hypnotized by society's view of what success looks like. Right? Run your own journey. Run your own race.

Enjoy the present moment right now because as entrepreneurs, people that have high ambitions, we always wanna push back success or happiness till you achieve a certain thing, and it doesn't work like that. Right? When I'll get this, then I'll be happy. When I achieve this, then I'll truly be happy. When I get here, then it's there.

And it's just a a rat. It's a it's a race and you actually never it's like chasing a rainbow. So find a way to enjoy life this moment and don't get hypnotized by other people's version of success. Run your race.

Steve: You know what's crazy? This hit me. When I I learned this, I read this. I've I've, you know, multiple times you hear it. Right?

Brian: Alright.

Steve: So I have my my dream car on my list. Right? An Audi s four. Like, this is this is like I know at some point in my life I'm gonna buy this. I'm gonna love it.

Right? So it's on my list, so I buy it. I was not any happier. I was not. I was like, oh, this is it.

It's It's crazy. Why do

Brian: we do that? Why do you think we do that?

Steve: I don't know. We keep telling ourselves that. So you have to learn. You have to mature to realize, oh, you gotta enjoy the journey, like you said, right, every day.

Brian: So I mean, because it it's tough because they by having goals, that is what makes you move forward, something to work towards. Right? So I do feel like you should always work towards something, but, like, you know, it's not healthy to attach your feeling of happiness with that goal. Right. So, I mean, what what was your advice on how to have goals that push you to move forward, but not having it where it's it's a like, how do you feel about this whole thing?

Steve: It just can't be material goals. I think it's what it is. Can't me material goals. So, like, it's the maturity now. Right?

So now I realize, like, that's not it. But there's also something the fire in me. Right? So, like, I preach, like, don't chase, don't chase. But truth be told, I'm also chasing Grant Cardone.

I'm trying to catch him to be the one sales trainer in the country. Right? But I'm not willing to sacrifice time with family. Right? Like, time with family is time with family.

So that's just nonnegotiable. So I think there's a healthier balance now, but, you know, it's it can't be financial. It can't be material. Like, those things are not the goals. They feel like the goals.

They feel like targets. Those are just nice to haves. They're not they cannot be

Brian: I I got I got an interesting question. Yeah. Because I I like your perception on some things. Look. So you said something about balance.

Steve: Right?

Brian: I heard something not too long ago that kinda blew my mind. Right? It was on Clubhouse. I forgot who said it. But balance.

Said something about balance doesn't really exist. Right? That's garbage. As far as entrepreneurship and really go, because look at this. I was like, woah.

That was nice. He said, because when you're in balance, you're out of focus. Mhmm. And when you're focused, you're out of balance. And I was like, wow.

That's that's major. How how do you feel about balance? Do you feel if you're really trying to achieve something, do you because everybody wants balance. Like, do you feel like it's it it balance is a thing, or do you feel like people should be trying to chase balance when they're trying to chase a goal?

Steve: I think they absolutely should be chasing balance while they're chasing a goal. I think that everyone says you should sacrifice a little bit to chase your goals. And that was me. Right? Customer grind.

Don't pay yourself. Put all the money back in the business. Like, I I was that guy. Right? Working till two or 03:00 in the morning for many, many years to chase your dream.

And I still preach that right in the beginning. You got to when you're getting trying to get the, the the the well going. You gotta pump you gotta pry the pump. You get the well going. Yeah.

You gotta grind. You gotta hustle. Right? But eventually, you can absolutely achieve balance if that's your desire. Gotcha.

If that's your intention. And you can't say I want balance. You gotta say this what balance looks like, and I'm gonna be disciplined enough to create this. So for example, you know, I won't work on Saturdays no matter what. I got time blocks for family all in the calendar, and it's kinda weird to treat your family like a business

Brian: where

Steve: you got a time block and schedule and this and that. Mhmm. But if you don't do that, that's what's getting sacrificed first. So on my calendar, family is first, and I fit the business where it can fit. That's

Brian: That's funny because most people do it the other way around. Like, I'll be grinding. I'm a grind. If I have some free time, then I'm a Yeah. Hang on.

Steve: Was it, you know, the family gets the rest of me, not the best of me. Right?

Brian: You know, it's funny. You said, you know, it's, going towards a golden sacrifice and stuff. Jim Rohn made me think of a Jim Rohn thing. He said, some things in life, it cost me he said, you know, I think you should go out and get it. I think you should go and chase your goals, but some things just cost me too much.

Steve: Right.

Brian: Absolutely. Like, you know, like, that time with family and Mhmm. So some things aren't even worth it.

Steve: Yeah. You can't get back that time with family. That time cannot be received back. And you might think, oh, you know, I'll spend time with my kids when they're older. You know, I'm gonna sacrifice right now for my business.

And but when I'm older, I'll spend my time with my kids. Man, when it's when it's older when you're older, they don't even wanna spend time with you. And in their minds, like, you didn't even have time for

Brian: me then. Yeah. Right? Like So that's that it's it's deep down in there and it It's programmed. Soles the

Steve: relationship. You're second place. Business is first. Family is second. They've been programmed their whole lives.

Like, oh, now that your business is better, you got time for me.

Brian: And guess what you just instilled to them? Yeah. That you're second place, dad. Now do you wanna hang out?

Steve: Right. Then why would they wanna hang out with you when they can hang out with their friends? Yeah. Yeah. And all that stuff for their kids is the foundation.

Like, you know, like, all that programming is done when they're young. You can't do anything. Once they're teenagers, you can't program anymore. It's whatever is in there is in there.

Brian: Yeah. You need something real powerful to change those those Yeah.

Steve: It's a lot. You can either pay for it now with time or you can

Brian: pay for it later on with therapy. That that made me think of a see, Jim Rohn is just programmed in my head, and he said it's this the, you know, we all gotta suffer from one or two things. Does the pain of regret Mhmm. Right? Mhmm.

Like not spending time with your family Yep. Or the pain of discipline. Mhmm. Like, you know, time blocking. Right.

And he said, here's the cat here's the thing. Success he said, discipline weighs ounces. Regret weighs tons.

Steve: Exactly. Wow. Yeah. It's true. You gotta be focused.

Yeah. You got you gotta do it. Otherwise, you can pay for therapy later on.

Brian: That's some good conversation. That's all fair, though. Right?

Steve: Yeah. Yeah. No. No. That was we're still going.

Brian: Oh, really?

Steve: So last thing is if someone wants to get a hold of you, how do they get a hold of you?

Brian: Clubhouse. I'm just joking. Yeah. I'm addicted to it, man. But, Instagram, house buying Brian.

Shoot me a DM. Actually, in my Instagram, like, in my profile, you actually got a, my phone number. You could text me. I do respond and text back Mhmm. More than DMs because DMs kinda get lost and versus the text is easier.

So Instagram, I'm the most active and the most responsive on on Instagram. So

Steve: Yeah. And guys, stay up at Clubhouse. So see you guys later. Thank you guys for watching.

Brian: Man, thanks, Steve.

Steve: Thank you. Oh, man. I love that. I was, I was I was a guest on someone's show. And then what are your thoughts on Clubhouse tonight?

And I jumped on it. Like, Clubhouse is trash.

Brian: That's what everybody did.