From Flipping Cars on Craigslist to Owning 30+ Businesses | Carlos Reyes

Steve Trang: Shout out to Steve Train. Jump on the Steve Train. We real estate disruptors.

Steve: Hey, everybody. Thank you for joining us for today's episode of Real Estate Disruptors. Today, we got my good friend, Carlos Reyes, with All In Nation, another big operator in the Phoenix market. He's here for the third time. He's gonna talk about he went from flipping cars on Craigslist to owning 30 plus businesses, if you can imagine that.

If this is your first time tuning in, I'm Steve Trang, sales trainer, and every month, we help hundreds of people buy more houses at deeper margins. If you want more information about that, DM me the word sales on Instagram, and I'm on a mission to create 100 millionaires. And the information on this podcast alone is enough to help you become a millionaire in the next five to seven years. If you will take consistent action, I promise you will become one. And And the show is brought to you by Investor Lift.

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Carlos Reyes: Yeah. Are you done?

Steve: I'm done. I'm done. Hey. It's got a little bit longer. It's got a little bit longer.

Carlos: A lot has changed since the last time I was here.

Steve: A lot has changed.

Carlos: Three years.

Steve: So Yes. It's three years. Can you believe that?

Carlos: Three years, man.

Steve: I remember you you sent me a message. Like, hey. It's been three years, and I was like, there's no way it's been three years.

Carlos: I think I should just get on here, like, every three

Steve: years. I think you should

Carlos: probably come

Steve: here more often. Where I'm at?

Carlos: More often.

Steve: Oh, yeah. Just get regular updates. Yeah. But when you came on, right, like, you

Carlos: and Sal

Steve: were the second episode. Yeah. And that was when I knew, like, holy crap. Like, we have something here. Because I think we had, like, 70 something

Carlos: I think you had Templeton. Templeton was number one. And then yeah.

Steve: Templeton was number one, and you and I were number two. But we went, like because the Templeton, I still remember because, you know, vanity metrics. Right?

Carlos: For sure.

Steve: I got 35 live views in the first one. I was like, okay. That's pretty cool because Yeah. People say, like, getting two or three is pretty good.

Carlos: Yeah.

Steve: And then you guys, we had over 70. And then when you guys came back, we had over 300.

Carlos: Yeah. I feel like at one point, everybody wanted to know what Sal and I were doing. Mhmm. Yeah. I don't think they really care now.

Steve: I I think I I disagree.

Carlos: I'm joking.

Steve: Well, but but the reason why I'm disagreeing is that everyone's in different points of their journeys. Right? I mean, we hear people that that reach out to me and, like, you know, here's where I'm at. Like, I haven't done a deal yet, or I just closed my first deal, but I only made 3,000. Like like, don't

Carlos: Wait. Hold on. You can't even get on this podcast if you just did one deal.

Steve: No. I'm talking about people that DM me.

Carlos: Oh, okay. Gotcha. Right? Gotcha. Yeah.

Steve: So they DM me. What's going on here? And and I was like like, don't measure. Right? Like, we all start somewhere, and you started

Carlos: For sure.

Steve: Flipping cars on Craigslist.

Carlos: Yeah, man. So, that's actually how Sal Sal's partnership with with me actually, came came together. He gave me the opportunity. So Sal, you know, I was working on a five job and, actually already flipping cars at a very small as a small dealership that he owned. And he really you know, we became best friends in 2013, and he was like, hey, man.

He's like, you want me to take you to the to the car auction, and maybe you can flip a car or two and make some money? So he took me to the car auction in 2013, and, I bought a car. It was a Saturn ion, o seven. I bought it for $2,500, and I sold it for $5,000. And, I made $2,500 in twenty four hours.

And so I was like, hey, man. You you can sell anything. He was like, I Oh,

Steve: so he he he showed you how to do it or where to go? He showed you where to go.

Carlos: He is he yeah.

Steve: And then you showed him how it's done.

Carlos: Oh, I flipped that thing in twenty four hours to a person on Facebook.

Steve: Yeah.

Carlos: You know? And and, so that he was like, man, I I I like the way you move, you know? And, and he's and he and then we became best friends and he started getting to know, like, what my core values were and my principles were and first. You know, he already had a partnership with his brother and his and his and his father in the car industry and he's like, hey man, you know, I I really wanna do something with you. You know, what what what do you what do you think of that?

I wanna partner up with you. This was around 2014.

Steve: Well, hang on. Before we get into that, right, like, if you could sell, right, you saw that thing quick. Mhmm. This is probably not your first sales job.

Carlos: No. No. I've been I've been selling since I was five years old in Mexico

Steve: Yeah.

Carlos: Which I probably for those people that this is the first time that I'm on here, as an individual. It should probably in a two minute, you know, too many rapid fire, too many rapid fire just maybe tell people like, you know, how the hell I even got here. You know what I mean? So my first sales job was, I was, four or five years old selling, bread in my neighborhood in Mexico, going door to door. My brother and I, that's what we were doing in Mexico.

And what a lot of people may not understand and I still get a lot of hate for this when I say that, Mexico doesn't have a middle class. I don't know if you've seen some of the comments on my TikTok or on my, Instagram or even on Facebook. I just posted a video yesterday about like, you know, me being, one of the few Mexicans that doesn't know how to landscape. I didn't say I didn't say all Mexicans landscape. I said I'm one of the few Mexicans that doesn't do their own landscaping.

Yeah. I have a 150 something thousand views in one day on TikTok from yesterday, and I have over 500 hate comments.

Steve: For what?

Carlos: Who do you think you are? I mean, we I was I I laughed at the first five, five and then I just kinda just like didn't read the rest of the other 400. What were

Steve: they hanging for?

Carlos: I don't know. They thought I was talking down to my own people but and I'm like, hello? I'm like, hey, unlike you, sir, I'm I'm a Mexican from Mexico. You're a Chicano. You were born in this country with a lot more security than I was.

And what I mean by that is this. Right? I was born into their poverty in Mexico. You know, my house 350 square feet had no bedrooms, no bathrooms. On one side, and the dirt floors by the way and and no running electricity and no running water.

My running water was when a guy came up in a huge truck with a big old container and we got gallons from there. Okay? That's how we stacked up our water for the week. Our our our electricity were literally gas lamps that my my grandmother would would put together. It's like, have you ever seen those gas lamps?

You put gas you put gas Yeah. You you light it up. You you there's a little knob, and you can, you know, you can

Steve: You adjust it.

Carlos: Yeah. It goes up and down. Right? That was us for, like, the first several years of our childhood. And like I said, in that 350 square foot home that was built by hand by my grandfather, it was made out of, like, little plywood and wood for, the structure was wood.

Mhmm. Dirt floor and then plywood and then laminate roofing. And on one side, the one queen bed was there and it was my grandfather and my grandmother. And on the other side, it was me and my brother on one twin bed and then my mother on another twin bed. There was no living room.

There was no bedrooms. There was no bathrooms.

Steve: I'm so tripping out about the part where people are upset with you about the landscape of coming. Are these like Hispanic people?

Carlos: These are Hispanic people. Okay.

Steve: They're like you're talking bad about us. Like you think you're better than us kind of deal. Yeah. Yeah.

Carlos: And I know. If they you know, this is this is the ignorance of people, by the way. More than likely, you know, just your average social media viewer only sees the first how many seconds of the video?

Steve: Half a second.

Carlos: Three to five? Right? Okay.

Steve: First half a second where

Carlos: they They saw the beginning of the video when I say, I might be one of the only Mexicans that you know that doesn't know how to do their own landscaping or that doesn't do their own landscaping and then I talked about the message was, your return your monetary return on time. Mhmm. I said, hey, if if I'm making $10,000 an hour and I'm paying my landscaper, you know, $1,600 a month to come, you know, once a week. Right? That's about $400 a week or what I have an acre.

So it's a lot, you know? You break that down by the hour I said I am making way more than what I would be making if I was doing my own landscaping. I said I like to measure my return on time at all times at all times.

Steve: You know it's really weird.

Carlos: It's probably not really weird, but it's it's So The the weird is not the word that we're gonna use to describe what you're about to say, but go ahead.

Steve: So I grew up here. Right? You know, growing up in Arizona. And I went to California for graduate school, you know, for UC San Diego. And that was the very first time I ever seen an Asian landscaper.

Like, it wasn't until I went to California.

Carlos: I've never seen an Asian landscaper. It wasn't

Steve: until I went to California. I was like, we're allowed to landscape? I had no idea. Yeah. So alright.

So going back to sales skills.

Carlos: Yep.

Steve: Door to door, selling bread.

Carlos: Yep. So this is so, again, just to it's congruent with my story. Right? You know, born in their poverty, born in Mexico, we had no choice as kids but to proactively try to generate income. So my first, in our neighborhood, you know, my mom was, at that time, I think she was cleaning resorts.

She was cleaning hotel rooms at a resort and, you know, we were hanging out after school at one of my friend's house and here's his mom would bake bread and it was pretty damn good. So, even at the age that was I was around five years old, I said, hey, you know, I said, why doesn't your mom bake enough bread so we can go and sell it? That they'd never even thought of that. Right? But I saw people selling, gum, bread, you know, like food.

Like, I saw, like, my people, Mexican people, like, we are out there hustling. Mhmm. Right? I think about this. Alright?

When you go to Mexico, I don't know if you go to Mexico. Do people come up to you and just ask you for money or do people try to provide a service and then ask for money? Yeah

Steve: they try to sell you something.

Carlos: They try to sell you something, they try to clean your windows, they try to clean your cars, they try to clean something and then like give me the money right?

Steve: Right.

Carlos: So that's the way that I was programmed and conditioned. So, you know

Steve: That's interesting though because that's a really good point because it's not unusual here. People asking for money. Over there, they're like We're

Carlos: selling something.

Steve: Let me go. Let me hustle you on something.

Carlos: And then you pay me a tip. Right. You pay me whatever. You know? But there's

Steve: there's a somewhat exchange of value.

Carlos: There's an exchange of a service for sure. Yeah. You know what I mean? So anyway, that was my first sales job, man, is I was going door to door, selling bread. I would keep 50% of the earnings, and I would take I would give it was, like, I guess, like a JV deal.

Alright? Like, give 50% to the baker, which was my friend's mother, and keep 50% for myself. And that was my first ever, entrepreneurship venture.

Steve: Yeah. So you think the sales skills you got from door knocking, selling bread translated eventually

Carlos: I think Craigslist. Not only that, brother, but I saw, I I saw my mother. Right? I saw my mother slang electronics, cars, clothes, like I saw my mom hustle like her her regular job think about it right my mom used to make $4 and like 25¢ an hour like she had two jobs and then her third job was to hustle. Whatever she can get her hands on and flip, alright I'm gonna buy this stereo here.

I'm gonna flip it here for an extra $30. You see what I'm saying? Like, she was always trying to get it.

Steve: You know, it's funny because I never thought about the study brought this up. So, like, when my dad you know, my both my parents are always working between sixty and eighty hours of work. Never thought that solve them. Right? Not not a bad thing.

It's just they were working their butt. Right. And now that you mentioned this, my dad would, like, regularly on weekends, like, go fix someone's garage, go fix their VCR, help them do their taxes just for, like, a little extra money. And I never really thought about it to just It adds up.

Carlos: Yeah. It adds up. And, you know, at that time, let's be honest. Right? The dollar was worth way more than it is right now.

Like, back then, you know, a dollar actually had some weight. You know? Yeah. Right now, I mean, think about it. Like, what is the dollar worth with all the inflation that's going on in the world?

But not only that, but, you know, I always talk about this. Right? I'm like, what's worth more? Or or what what has more value? A dollar earned or a dollar saved?

Have I ever told you this story?

Steve: No. But I mean, I would I would argue present dollar, so the dollar earned versus the dollar saved.

Carlos: You think the dollar earned is more than the dollar saved?

Steve: Dollar saved is gonna be 90¢ next year.

Carlos: You ready?

Steve: Go ahead.

Carlos: Here's a lesson. A dollar saved is a dollar. Yeah. A dollar earned is not a dollar. After they take social security, after they take Right.

They take, you know, your your insurance, after they take your Yeah. Everything. Right? Yeah. Yeah.

You end up with what? $50.60 cents maybe? After all that? Tax taxes. Right?

So a dollar saved is a dollar. A dollar earned is not really a dollar. Yeah. So there's a lot of power right? There's a lot of power you know with when you're saving money.

Mhmm. Right? For those people out there that don't know how to save money. Let that be an incentive that a dollar saved is far worth more than a dollar earned.

Steve: Sure.

Carlos: You know? So I just want people to understand the difference there that not just because you're making a dollar doesn't mean that you are getting a dollar.

Steve: Well, not just that though. Right? Because I think one of the biggest problems we have, and I think that, you know, you and I probably play a decent factor in this, is that where I was talking about, like, you know, how much money you make and this fee and this and that. But to your point, that $15,000 check is not $15,000. That $15,000 check, even before taxes, right, you got the marketing cost, the overhead, and this and that.

Like, the 15,000 after tax and everything might be, like, 2,500. Right? $3.

Carlos: Yeah. Depending on what your, you know, your average deal cost is once you factor in, commissions and marketing and all kinds of other things. Yeah. So you're right. Yeah.

Steve: Yeah. So that's a good point.

Carlos: For sure. For sure. Yeah. So, anyway, that was my first sales job. And by the way, if anybody out there is wondering how the hell I got to this country, well, I, you know, I got to this country.

I I came legally to this country twice. The first time was through California. You know, and I'll just one minute of this is literally my mother carried my, brother on one hand and she dragged me, that kind of pulled me through a sewer canal with her other hand to get into, Escondido, California. We went through a border called San Ysidro next to TJ. We failed.

I attended the second grade. I I stayed after school and I was in the ESL like English as a second language and I was like doing my best to learn English because at that time, man, I was getting bullied Mhmm. From like other again, if you look at my comments, other Mexicans and Hispanics which are Chicanos were like, you can't speak English. Like, they were like, you web you know what I mean? Like the the w word.

I don't know if you know what the w word is. I was getting called every name of the book by my own people at that time. It wasn't even like, I had a white friend named Patrick who would bring an extra sandwich so I can eat and he was like my best friend. He was white. Right?

I had a black friend named Larry and we would play basketball. It was like the Hispanic people that were like constantly just bullying me was it was the weirdest thing in the world. Anyway, lasted about a year and then, you know, my mother's income was just not enough to survive in California. We went back to Mexico and the entire family made fun of us. You know, they were like, I told you so.

Right? Because they were like, no, no, no. What are you doing? What? Well, you know, my mom's a visionary.

You know what I mean? That's where I get a lot of my traits, my good traits from. Right? No. Her name is Vicky.

No, Vicky. You're you're you're a woman. You your sons are undocumented. You're the youngest one of all of them like, no. Of all of us are they have 11 siblings.

Like, no. What are you thinking? You're gonna put yourself at risk, your life at risk, and your your kids at risk? What are you thinking? She's like, this is just a sacrifice that I have to make for my children so my children can have better than what's going on here.

Right. That was her vision and her vision came into, came, into a reality reality. Right? It came it came, but this is the important part, man. We went back to Mexico and I'm thinking I'm like, man, I I clearly vividly remember now.

We went back to Mexico and she had a plan. Her plan was to get us back over here, but this time she said, hey, I have some people in Phoenix and they tell me that it's it's, more affordable there. And she's like, okay, mom. So what's the plan? What are we gonna do?

She's like, well, you're gonna go bag groceries, which I went to bag groceries at a retail store. Mhmm. She's like, I'm gonna continue to clean the the hotel rooms and we're gonna save up enough money and, I'm gonna come over here first, which is her. She's gonna come over first, she's legal and then I'm gonna bring you first, you're my oldest and then I'm gonna bring your brother. Sure thing man, a year and a half later you know we had already sent her.

She brought me over, she paid a guy $25 to get me through a fence and and then she got me to Phoenix and she started my paperwork process in 1997 and then I got a work permit first and then a year later I have I got a permanent resident card and then five years later I got my citizenship. So it was a it was it took me over fifteen years to to get to become a citizen of this country. And I wouldn't trade that for anything, man. Like, look what's happened to in my life Yeah. Because of her vision, by the way.

And I retired her in, 2017. You know, I retired her in 2017 and, you know, her she gets to live the rest of her life retired by her son because of the sacrifices that she made and I get to live my life in victory because of the sacrifices that she made. You know what I mean?

Steve: Like Yeah.

Carlos: I changed like I'm the first millionaire in my family. You know? I'm the first millionaire in my family.

Steve: It's huge. So let me ask you. You know, we're talking about the, the sales. Right? Like, did you sell anything else along the way?

And I'm asking this question. Right? Like, one of the it's it's interesting. The the trending video I have right now on Instagram, something I posted, like, two months ago, but, like, it went viral yesterday. It's so weird how Instagram works.

They were talking about, like, hey. We hire drug dealers. Right? Like, well, well, it wasn't exactly we hire drug dealers. Like, we're not opposed to it.

Right? But DM me. So right? Wow. And so, I mean, is there anything were there any other hustles that you had along the way, to Yeah.

Carlos: I sold so I I, man, I flipped anything that I can get my hands on. You know, one of the most humbling situations was, selling clothes at the Swami, you know. And this isn't my twenties, by the way.

Steve: Yeah. It's I mean, that's gonna be very humbling going for something. Yeah.

Carlos: Yeah. Yeah. So my, my nine to five job just wasn't really paying the bills. I was having I was, you know, after, like, taxes are taken out, insurance for one k IRA, I mean I'm I'm left with like after I pay the bills 2 to $300.

Steve: Mhmm.

Carlos: It was it was it was hard. It was really it was really hard man to, at that point, you know, I have my wife, I have my child and I'm like man this is not living. Like this is not living. So what I did was, my buddy, one of my best friends, Spencer, he would come across deals where he would get clothes really cheap from I didn't ask from where or from who. Right?

Like, he would out

Steve: of a truck.

Carlos: I I maybe. I don't know. You know, I I really don't know. But, you know, what I would do, like, my my part, you know, I was I was a salesperson and I can talk to people. So I said, hey, man.

Why don't we go set up shop every single Saturday, at the Swami? And sure thing, we would pay a 180 to $200 to get our little booth. Mhmm. We would bring a little table, we would put all the, you know, brand new jeans and shirts and all that and and and we would make a few $100 every weekend hustling. So that was one.

I almost became a millionaire twice by the way, not from that Mhmm. Right? And not from selling cars and not from selling diabetic test strips, you know, no, no. I almost became a multimillionaire because, I had the vision. One of my friends had a up and coming artist in the Mexican regional music industry.

His name is Luis Coronel. He was like the Justin Bieber of he was like young, good looking, had a hit of you know, four or 5,000,000 plays, whatever. Like this guy was the next hot thing and then I have a merchandise, they didn't have a merchandise department and I was like, hey man, you know, because I was already flipping clothes and hats. Right? Yeah.

Steve: I'm like,

Carlos: hey, what if I create a merchandise department for the for for the artist? He's like, let's do it. Right? Sure thing. You know, I I I, you know, I set up a big cartel, .com site with like all the different, you know, I came up with like the different models of shirts, you know, and and and hats and we started making 15 to $30,000 a month in in in, in gross gross revenue but I mean to make clothes it's not a lot.

So we were probably we were probably in the 90% like, you know, net profitability and after three months I'm like alright man so you know can we put some things together in writing and then he's like you know not him but the other side of management they were like hey we'll take it from here. Yeah. Boom. Screwed. Yeah.

Screwed. Like, we're making 15 to 30,000 and it's just beginning to take off. We're not even at the concerts yet. Yeah. Can you imagine?

Like, if I'm at the concerts and we're selling clothes there. Yeah.

Steve: People that already paid to come in.

Carlos: We're gonna make a lot of money. Right? So they're like, we'll take it from here. That was the first time I I could have became a multimillionaire. The second time was with another artist.

This guy had an, I did the same thing. I didn't learn my lesson. I trusted the same person twice. Right? This guy, I think his name was Alfredo Olivas.

I don't know what his name is, but he's huge. This guy has millions and millions of followers. Sure thing, man. I started making some of his merchandise and, I thought we were gonna put something, in writing a lot sooner because that's what I was promised. Mhmm.

They're like, well prove yourself and and and then we'll put something in writing. So I proved myself and then sure thing, same scenario.

Steve: Yeah.

Carlos: Twice. What is it? Screw me once, shame on me, screw me twice, shame on you? No. No.

Screw me once, shame on you. Screw me twice, shame on me. Yeah. Shame on me.

Steve: Alright. So then did that did that affect things then when you went when you initially partnered up with, with Sal. Right? Because he was so, like, you know, you partnered up. Like, we were like, no.

We gotta get.

Carlos: Yeah. Yeah. Yeah. So with me and Sal, it was it was a different dynamic because we didn't put an operating agreement together for any of our companies until 2018. So four years later, it was like handshake.

Steve: Right before we met.

Carlos: Yeah. Yeah. Really. Yeah. We and at this point in 2018 is when we started launching all these different, you know, ventures because by then we were, you know, we had made a good amount of money through real estate.

We're like, okay. So what do we do with this money? Right? Like, you know, we didn't really have like, we we were great wholesalers at that time. We weren't really good, like, excuse me, real estate investors or real estate entrepreneurs were, well, we should probably take 2 to 400,000 and park it in this multifamily deal here of 80 units.

We weren't thinking like, oh, there's a mobile home park there that can give us a return of XML. We weren't thinking that. We were just like, we were hustlers. You know? We weren't really businessmen at that point.

Yeah. We didn't really start becoming businessmen until 2018.

Steve: So yeah. And I I this is the reason why I wanted to talk to you. Right? Is, like, when you started with flipping cars off of Craigslist. Right?

Like, this is a single business and, you know, for a lot of people that are listening, they can't get past the idea of just wholesaling houses. Right? Even, like, wholesaling and flipping are two different businesses, and that could be a little challenging when you're a solopreneur or a smaller operator. So from flipping cars, what was your next venture?

Carlos: Real estate.

Steve: So real estate.

Carlos: Yep.

Steve: Right? And at that time, you didn't feel like you're really a business person. You were just hustler.

Carlos: I was still a hustler.

Steve: Right.

Carlos: Yeah. That's why I didn't I unlike a lot of the gurus out there. Right? No disrespect to any of them. But I didn't start educating till, like, four or five years in.

Like, once I I never even thought about educating. I never even thought about becoming a public figure or an influencer like that. Nobody well, at least me, maybe the kids nowadays, they get into the game for that reason. Right? Because they just want the cloud and the the fame and whatever.

Right? They have their own little personal internal insecurities that they have to, you know, alleviate at some point. But for me, it was like, man, I'm just trying to make money for my family.

Steve: Right.

Carlos: Like, I didn't get into this game. Like, I got into this game to, like, gain some freedom, some financial freedom to retire my mother, retire my wife, to provide for my children. Like, that's what I got into this game for. Not to chase whatever everybody's chasing these days.

Steve: So then, at which point, were you still running real estate when you just finally became transition from hustler to business owner or was until you started another venture?

Carlos: So at this point, we did start another venture, which was the diabetic test strips. And it's it's not just diabetic test strips. It's diabetic supplies. It started with test strips, and then it became much bigger.

Steve: Well, because I just kinda think of, like, you know, the we buy houses. Right? Because Yeah. Yeah. You're talking about these apartments.

Carlos: Yeah. I I get it. No. No. Like, all kinds of different, like, reservoirs, meters, all kinds of different things for for for diabetics.

Right? And what's crazy is our biggest year in that business was in 2017. We made over $6,300,000 gross revenue with a 27% profit margin, which wasn't bad. Right?

Steve: Yeah.

Carlos: But still, you know, that's when we started to really, you know, okay. We got this business. We got the medical, you know, medical business. Alright. Let's let's launch this, you know, data business, the software business, and, you know, investor automation and blah blah blah.

All these other business ventures came, which by the way, if anybody out there is listening, we are going to exit some of these ventures, internally and externally. What I mean by externally is we are going to sell some of these business ventures that are making anywhere from 300,000 to a few million dollars. We're gonna exit some of these businesses because right now what we're focusing on are four things. Right? Our core four is literally real estate, flipping, wholesaling, holding, you know, multifamily, all that.

Right? Software, right? Which is all the companies that we have, you know, prospectx.com, listiva.com, all these other softwares that we have have, and then it's education which is all in in all the nation. You know, education, and we're we're changing the dynamic of that whole situation. We're probably not even gonna be mentoring anymore soon.

And so that's been a great journey. And then our fourth now is ecom. E commerce. It took us two years to launch this business. Yeah.

You know, we it took us, like, physically and strategically two years to get into the e com business. Yeah. And you know why.

Steve: Oh, I know exactly.

Carlos: You saw it. You saw what happened.

Steve: Yeah. There are a lot of people that made a lot of promises.

Carlos: There's a lot of brother, I have mentees that are out 80,000, 40,000, 50 you know, I got I got mentees that you can I can name drop what I want right now that gave money to these hustlers that went from wholesaling Mhmm? To what's the next big big hustle? Oh, e commerce. Yeah. Oh, forex.

Oh, what flipping planes. Whatever. Whatever the hell has that's you you they never became businessmen. They never became businessmen.

Steve: Yeah.

Carlos: And and that's the one advice that I one advice that I would give anybody out there that wants to eventually go from hustler to businessmen to a businessman. You're gonna have to you're gonna have to evolve, and you're gonna have to grow. And and and you're gonna have to change your approach to the way that you launch these new business ventures. And most importantly, the value that you're bringing to the marketplace and the commitment and the core values that you're bringing to the marketplace So because a lot of people got burned.

Steve: So you're obviously very passionate about this. So let's talk about, right, the transition from hustler to businessperson. Right? Like How

Carlos: about we go from sales to hustler to businessman?

Steve: Yeah. So because

Carlos: I because I was a sales I was a salesperson before I was a hustler. Mhmm. And then I was a hustler before I was a businessman. So

Steve: what's the difference between a salesperson and a hustler?

Carlos: Well, when you're when you're a salesperson, you you're you're kinda plugging in. You're plugging in wherever there's a sale to be made. Yeah. Right? It could be, you know, it could be at a retail place.

It could be at a car play car dealership. It could be in in an operation like this. Right? A real estate, investment. Right?

Steve: Mhmm.

Carlos: Investing operation. Well, eventually you're like, okay. Well, you know, I wanna go from I wanna be able to hustle and make more money. So then you go you take those that you know God given talent gifts and skill sets to now you're applying you're you're you're integrating that into a venture or a business that could give you a higher return like wholesaling and e commerce and you know what I mean like all these other hustles that are out there right and then eventually you're like wait a minute I gotta run my ventures or my enterprise depending on how many businesses you have like a real entrepreneur like a real businessman right with KPI's and metrics and measurables and personnel and systems and processes you see what I'm saying?

Steve: Absolutely.

Carlos: Right? Like everything like you just start to evolve you start to evolve you start to evolve you start to grow and and everything starts to change for you.

Steve: Yeah. So what's the first thing? Right? Like, the first step in in in Hire. Taking that first step.

Okay. So hiring.

Carlos: Most hustlers don't have a staff. Mhmm. They don't have. They don't know where to even begin. They don't know who who to hire, when

Steve: to hire. They're they're glued to their phone.

Carlos: Most hustlers are owner operators.

Steve: They're at dinner and someone calls and they have to take the phone right now

Carlos: Mhmm.

Steve: Walk away from the dinner table with the wife and family Mhmm. And gotta sell this whatever's going on right now.

Carlos: Yeah. Yeah. Yeah. That brother, I haven't talked to a a a seller since maybe 2017, 2018. You know what I mean?

2018 for sure. Yeah. I don't talk to sellers. I don't I don't coordinate transactions. I don't even know what addresses we're cashing in on, you know, like, we had a we had a a leadership meeting this morning at 10:00, and, you know, everybody was like, hey, man.

We're about to make 6 figures on Mesquite. 150000. I'm like, who? What? Where?

Mesquite Mesquite, Nevada. Like, you know, I'm like, I don't know. Like, I don't know what's going on.

Steve: See, I was just thinking street name.

Carlos: Mesquite, Nevada. I don't even know the street name. I can't tell you how many bedrooms that house has, but that that's the thing. Like, that's when you become a business owner.

Steve: So what was key in your hiring process? Right? Because, like, when I first said, oh, I'm gonna hire, I screwed up the first 10 hires. Right? The my first 10 hires, I was a disaster.

Yep. Right? Like, I kinda got really lucky with my first one, but I couldn't even keep her because

Carlos: I was a

Steve: terrible leader. So what is the first step then for someone that wants to grow and scale, like, the tip for hiring?

Carlos: Let's talk about real estate. I think your first hire should be an acquisition manager because we're trying to remove ourselves as the sales remember the salesperson to hustler to business owner. Right? Mhmm. I think the first hire, when ten, fifteen, 20 leads are coming in on a daily basis consistently you have to hire an an acquisition manager that's gonna take on that workload.

Mhmm. What happens when you hire an acquisition manager that's gonna take on the workload that was taking 80 to 90% of your time as a business owner. What happens?

Steve: You freed up 80 to 90% of your time.

Carlos: And a 100% of him is better than 20% of you at one point, right, at some point. So that's the first hire that someone needs to make is, hey, I gotta hire somebody that's gonna replace the biggest workload that I currently have. Mhmm. Boom. Acquisition manager.

Right? You start looking at one.

Steve: Let me ask you this. Because I see this mistake made all the time. Right? So you're the business owner. You're spending money on marketing, overhead, everything else.

Right? Mhmm.

Carlos: And you're

Steve: paying your salesperson five, ten, 20%. And you look at the end of the month, your sales guy made more money than you Mhmm. Which is not unusual.

Carlos: I can fix that for you.

Steve: What are your thoughts?

Carlos: Okay. Well, we used to operate the same way that every single other real estate operation operated with, like, alright we're giving you 10% of your deal like brother we've been through every scenario Mhmm. With our internal acquisition specialist right where alright we're giving you 10%. Alright hold on now we have a tier system and you have to earn your 10%. Alright now you're making 678% you see we've been through every scenario and what we know to work best now is a base salary right?

I'll give you an example we don't have internal acquisition managers anymore. We have 10 virtual acquisition managers. Yep. Right? And and they're not virtual they're not virtually here in this country.

They are they're through Egypt and Mexico, right? They get paid on a tier system too. They get paid an hourly which is about $7 an hour for my now I'm paying $7 an hour for acquisitions by the way which is phenomenal. Yeah. And they get paid 100, 200, 300, 400, or $500 as a commission on a tier system.

Steve: Yeah.

Carlos: Okay? Now let's talk about my sales director. What we did recently that's really gonna help our entire organization for this year, it's gonna improve it's gonna improve everything. That's gonna improve our overall gross revenue, and it's also going to improve the morale of the team, and it's going to improve the net profitability of of our of our organization or our real estate, venture. Right?

Ready? We're paying for I'll give you an example. Our asset director, this is the way that they used to get paid. He used to make $3,500 base. He used to make 10% of his own deals, and then he used to make 3% of the overall override of the deals.

Yeah. Okay? Now, this person makes more salary $50,000 as a sales director. That's so that's there. That's 4,200.

I don't know what it is a month. Boom, base salary. 3% of the overall pie no matter where if it's wholesale if it's fix and flip he he gets 3% of the overall pie. Mhmm. Right?

I'm sorry it used to be 1% now it's 3%. Then he gets a bonus based on a quarterly bonus based on a tier system one two or 3% override bonus if we hit certain goals like I'll give you an example. Our bare minimum that our real estate operation has to hit is $3,000,000 $3,000,000 that's like the bare minimum right? So our tier system goes three four five all the way up to $10,000,000 right? Most of your I would say on a on a privately owned by the way privately owned Your highest producing privately owned real estate investing companies are going to make anywhere from 5 to $10,000,000 a year.

Whether we want to accept this or not that's the market cap. Mhmm. Does that make

Steve: sense? Can you elaborate?

Carlos: Okay. If you have because I feel like we're one of the we are one of the top real estate operations when it comes to personnel systems, processes, the way that we're paying our people now, like everything, marketing, everything. Right? I believe that this year, we'll make anywhere between 7 and $10,000,000, and that's that's the cap. That's the market cap for us.

Steve: Alright. So you're saying, like, the most any one business can make?

Carlos: Yes. Right?

Steve: Like On

Carlos: a It's privately. Privately, by the way. We're not talking, like, hedge funds. We're I know.

Steve: Yeah. I get that. But it's just, like, realistic as an operations. Like, once you get past 10,000,000, either you're gonna run into diminishing returns or

Carlos: It's it's it's really I want you to enter like, whoever like, you should probably send this email or a text message. What did what was your gross revenue last year? I promise you this. Nobody will probably be over $10,000,000 gross revenue.

Steve: Yeah.

Carlos: If it's a private company like ours and yours and Jared's, Vidalas, and everybody else. Right?

Steve: I think I forget Jared. I didn't get invited to his wedding, so he's he's done.

Carlos: I don't think I I'm invited. Yeah.

Steve: He's out. I'll I'll I'll send him a text message. Let him know that we're I don't know. I'll just send him a text message to let him know that we are no longer friends with Jared Vidal is. Alright.

Carlos: Yeah. So Okay.

Steve: So so salesperson. Right? So we talk about sales.

Carlos: Yeah.

Steve: Alright. So that's acquisitions. What's the next key hire?

Carlos: I think the next key hire is a disposition manager.

Steve: Okay.

Carlos: I really do believe that.

Steve: Above an administrative person, you think a disposition person? Absolutely. Okay.

Carlos: Absolutely. You know, the first thing that you gotta take care of in your organization is is the money. Mhmm. The money allows you to grow. Right?

The money allows you to hire, an admin slash accountant. The money allows you to hire a transaction coordinator. The money allows you to at first, you can use your dispo guy as the transaction coordinator. You see what I'm saying? Like Yeah.

Right? Because, you know, as business owners, whether we admit this or not, like, we are looking for that net profitability. If you start to give away the farm and and and we were giving away the farm and we didn't even know, like, it you you begin to see it. Like, it's not even playing field. Like, this guy made a quarter million dollars and then this guy made 50.

You see? Mhmm. That's not no. You And

Steve: that's not uncommon.

Carlos: It's it's

Steve: It's very common.

Carlos: But it's not it's not effective.

Steve: Yeah. And it's

Carlos: not Well,

Steve: it's not right, but

Carlos: It's not right.

Steve: But it's common.

Carlos: You want your team because your team Mhmm. Right? Your team congruently works together anyway. Think about it. Right?

Steve: Right.

Carlos: My asset director can't flip fix and flip a property unless my acquisition team does what?

Steve: Acquires the property.

Carlos: Acquires the property.

Steve: Yeah.

Carlos: You see what I'm saying? Right? We can't wholesale a property. My this full guy, because there's a difference between the asset director and the this guy. The this guy doesn't he's not fixing flipping properties.

My asset director is overseeing the project managers of the properties that we're flipping in multiple states, and he's overseeing our buy and holds. Right? We have a we have a buying hold company called Residential Tree. It's a it's a management company that, like, it's kinda cool. Like, we create our own management company.

Mhmm. You see to oversee our rentals. Right?

Steve: Right.

Carlos: So it's kinda cool. But anyway, so our distill guy, the way that that used to work out is he only used to get paid on the properties that he dispositioned. Right? My asset director didn't get paid Right. On those properties.

There was times where you know, they would like grab acquisition my my my my sales director didn't get paid and my asset director didn't get paid. See now I'm making it to the point where everybody gets 3% off or of the overall gross revenue pie.

Steve: Reducing The Us versus them component.

Carlos: I don't care if it's a fix and flip, a wholesale deal, a JV deal. You see what I'm saying? Like, I am eve I am leveling the play field for everybody to be able to make more, but for the company to be able to make more and net more too.

Steve: Yeah. Yeah. So acquisitions, dispositions.

Carlos: Yeah. So acquisition disposition as, so sales director oversees 10 virtual assistants, that are acquisition managers now. Mhmm. Right? We don't have we don't have internal acquisition managers anymore, man.

I don't know if anybody whoever's watching or listening out there, but how many times have we as business owners ran into, we bring an acquisition guy in, he learns the game and what does he do?

Steve: Competes against you.

Carlos: He he leaves?

Steve: Yeah. He leaves and competes against you.

Carlos: He leaves and that's okay. Yeah. But there's that is not okay for the long haul here. The long term it's not okay because now you've got constant turnover every six to twelve months.

Steve: Mhmm.

Carlos: And you're pouring all your time and all your energy and all your resources and then you just equip them to go and you know, and and started God bless them for I'm very happy for all the people that came through all in and their lives were impacted. God bless them, but guess what, man? Like, I'm a business owner and I have a family. Mhmm. And I have a big picture.

You know what I mean? You'll be you'll be happy to hear this. For the first time for the first time in our business existence, we crushed eight figures.

Steve: Nice.

Carlos: Like, do you understand what that means? Yeah. Not in just real estate. I'm talking about as a enterprise. Mhmm.

As a conglomerate. Right? We we we and and he knows this because I was like, I told I shared this, I think we shared this live when the news came in. We're like, hey, you know, the numbers came in. They're like, you guys made x amount of money and we were you know well over the the $10,000,000 mark right?

Very exciting times for me because I told Sal that this year I want to make 30 to $50,000,000 in gross revenue as a enterprise, as an all in, you know, I think, I think it's called all in enterprises or something like that because we have our s corp, right? Yeah. I don't even know what it's called, all in solutions. Yeah. That's our s corp and then it's like, you know, you got, allthenation.com, phase one investments, right?

Prospects x, you know, all these other ventures that we have under the umbrella Mhmm. Allinecom. Right? I wanna I wanna crush, I wanna be between thirty to fifty million dollars in gross revenue this year. So that's gonna be exciting.

Steve: We're taking a step back. Right? So we got acquisitions, dispositions.

Carlos: Oh, yeah. This is a real estate podcast. Well, I'm just joking. I'm joking.

Steve: No. No. It's not that, though. I just wanna I wanna I wanna lead a a road map here, right, for people that are listening. Right?

Like, when you go from your first business to your second and third business Mhmm. Because we're not gonna go through all of your business.

Carlos: By the way, unless. You cannot do that unless you become a real business owner. Alright.

Steve: That's what we're gonna we're gonna talk about.

Carlos: How many owner operators do you know that it's still sexy and cool to drive to the flip and be like, hey, guys. I'm here at a flip. Brother, the only reason why I would ever even go to a flip is because I'm forced to to shoot YouTube content. Yeah.

Steve: That's great content.

Carlos: You can ask my my media guy here. I do not go to a flip unless it's like, hey, man, can we go shoot it? By the way, my media guy's here. We have several flips. That's another thing we can do for YouTube.

We have several flips right now that we can go back into. But you can't do any of those things until you become a real business owner.

Steve: Right.

Carlos: Until you begin to learn how to properly staff and have systems and processes and, you know, you know, hone in on your marketing and and more importantly measure like measure what it what is measure you know, what what we measure right? What we measure grows right? Metrics, KPI's, right? Marketing KPI's ROI there. Productivity and performance KPIs on on your staff.

Right? You gotta measure and measure and measure. If not, man, you're just running blind. You're flying blind.

Steve: Oh, absolutely. So, again, for the guy that's wholesaling today, right, because they're listening. They're wholesaling. But we don't wholesale to wholesale. We wholesale as a vehicle to create success, to create wealth for financial freedom and time freedom.

So what are the things that need to do?

Carlos: What is wholesaling?

Steve: What is wholesaling?

Carlos: What is wholesaling?

Steve: Wholesaling is buying something that's cheap and selling it for more. Arbitrage.

Carlos: Okay. You know, it it's a little confusing when when when people like fixing flippers. We we because a lot of our mentorship, like a lot of our program, right? It's the all in executive elite program. It's a mentorship and a mastermind combined.

Right? And you saw that.

Steve: Like Yeah.

Carlos: We brought in people like you to talk about certain things that you're an expert in. But when people come to us, they're they're fixing and flipping or they're doing whatever. They're rental guys whatever and they're like, hey man, teach me how to wholesale. I'm like, teach you how to wholesale? Wholesaling is just an exit strategy.

Mhmm. Wholesaling is just an whole it's like you saying come on, teach me how to fix and flip. Yeah. Teach me how to buy and hold. Teach me how to wholesale.

That's why I asked you, what is wholesaling?

Steve: Right.

Carlos: Wholesaling is not is not, grabbing properties at a discount. That that's just acquisitions. That that's

Steve: just Sourcing.

Carlos: Yeah. You know what I mean? Like, wholesaling is not what people think it is. Wholesaling is an exit strategy. What I teach people and what you teach people is we teach people how to land these off market deeply discounted properties.

Mhmm. Now if you want to wholesale that, you can wholesale that.

Steve: Right.

Carlos: If you want to fix and flip that, you can fix and flip that. If you want to keep it, hold it, and run the burst strategy. Right?

Steve: Right.

Carlos: Then do that. But wholesaling is not what people think it is. I just want people out there to understand that wholesaling isn't what you think it is. It's a nexus strategy.

Steve: Yeah. No. That's a good point. Right? Because we we we jumbled together with sourcing deals.

Sourcing deals is really the most valuable skill. All those other ones is just however you like to run a business, optimal for how

Carlos: you run. This is my area of expertise is this. Right? Because everybody has their Let me ask you this, Steve. What is your area of expertise?

Steve: Well, I mean, I think it's running a business and sales.

Carlos: Beautiful. I agree with you. Yeah. If you ask me, what is your okay. Let me ask you.

What do you think my area of expertise is? And then I'll offer give you some feedback. What do you think my area of expertise is?

Steve: I think there's a large part of it is you will actually listen to somebody and care about them and then see where they're missing. See what is short in their business and plug in that hole.

Carlos: Beautiful. My area of expertise is first and foremost, we've spent millions of dollars figuring out this marketing thing.

Steve: Mhmm.

Carlos: So my one of my areas of expertise is marketing. Marketing, how to, you know, what's like what marketing channels to use in specific cities, right? Because we have tracked long enough and not only for ourselves but right? Imagine this, right? Like you got a mentee in Florida.

What works in in Florida might not work in California. You get what I'm saying? Absolutely. I got mentees in, what is that weird? Sorry.

And it's not weird. I got mentees in Missouri and Nebraska. Mhmm. What works in the bandit signs still work in Nebraska. Good luck trying to put bandit signs out in LA County.

You see what I'm saying? Right? So my area of expertise is marketing, acquisitions. Right? Building an infrastructure, growing that business, scaling that business, delegating that business and exiting that business.

That is my area of expertise.

Steve: Yeah.

Carlos: Does that make sense? Makes sense. So marketing acquisitions

Steve: a lot in there.

Carlos: Go ahead. Let's break it down.

Steve: I wanna say, like, you know, like, it it'd be hard to say I'm excellent at all these things. Right? There's gotta be, like, two, three where, like, I am the absolute best. Right?

Carlos: Okay. Alright. I'll say this. I am one of the best people out there to help somebody build, grow, and scale a real estate operation.

Steve: Yeah. Yeah.

Carlos: I mean,

Steve: I think you have the track record for that.

Carlos: That's one of my areas of expertise. Right? But, yeah, I don't want people to think of people like you and me as wholesalers.

Steve: Right.

Carlos: Because the wholesale like, wholesaling is an an extra strategy.

Steve: Yeah. We're far more

Carlos: than just wholesalers.

Steve: So, again, like, to go from running a real estate business to having a second business, like, what are the things that are missing generally where you can go from even, like, one from from one business to two or three businesses? What are the things key fundamentals that are need to be in place?

Carlos: I think I I believe that the most important factors that need to be in place is, your on your on the personnel side is a lead like a leadership leadership team. Mhmm. I could not expand into other ventures if I did not have the leaders that I have in my real estate operation. The Jaden Putney's, the John Acunas, the John Huttons, the Adrian Salgado's, you know, I cannot expand into other business ventures if I have not built and scaled a well oiled machine.

Steve: Yeah.

Carlos: Right? Now, there is so there there are so many challenges that a salesperson turned into a hustler turned into a businessman has to go through to to build that machine. One is, you know, your own personal belief system, right? It's like do I trust this person with my business? Mhmm.

Do I trust this person this person with the livelihood of my family? Do I let go of the rope now? Do I do it later? Like, you you see what I'm saying? There are so many challenges Mhmm.

That hustlers that want to become business owners have to go through. Do I pay this person? There's a lot of people out there that don't wanna pay. They don't wanna pay to play. If you listen.

Steve: And Ellen didn't wanna pay. They wanna be cheap.

Carlos: I was just about to get there. The difference between you paying $30,000 a year to paying $40,000 a year, $50,000 a year, $60,000 a year, there is a significant quality of people differential right? Mhmm. That comes with that compensation plan. Yeah.

Sometimes the difference between $3,500 and $4,200 you're getting a tire kicker and I'm I'm sorry anybody out there that is making I'm not calling you a tire kicker. So don't before the the hate common start right because God knows how that goes. A tire kicker from a potential executive sometimes. Right. Someone that you can actually grow into an executive position.

You get what I'm saying? Yeah.

Steve: So but it sounds like the key here then really is having the right people.

Carlos: First and foremost is having the right people. Mhmm. Right? And the other thing, man, is having the right systems in place. You gotta have the right systems in place, and systems can mean anything.

Systems can mean a CRM system that tracks your deals and your leads, and that's that's a systematic approach from the technical like technology aspect. But what about the fact from, like, hey, I get a deal. I'm an acquisition manager. Right? Here's a system.

Marketing, phone calls, acquisitions, disposition. You see what I'm saying? Like, a system can be people too. Yeah. That's a whole hey.

That is the the the the the New England Patriots, do they have a system?

Steve: They have a pretty darn good system.

Carlos: They have a pretty damn good system. Right? But and that's what I'm saying. Is their systems tech technology based or personnel based?

Steve: No. It's definitely personnel. Exactly.

Carlos: So don't don't get like, people out there get that confused. Like, is he talking about, like, my CRM or, you know, the way that we no. I'm talking about the overall system approach of people and and and and everything else that goes into, you know, systems and processes.

Steve: So So I

Carlos: think those are the two biggest factors, man, is people and systems.

Steve: So this is the first time we got any questions from Discord. So, if you Ray Liuzzi, if you had to start over with no money or referral connections, what would you do to get your first deal?

Carlos: I would cold call.

Steve: Cold call. Who would you cold call?

Carlos: I would cold call. I would do a mixture of the following. Right? If if I was in that situation by the way, I have an eight. If I'm a little shaky, it's because my blood sugar is probably I'm gonna go have a really great meal after this.

Anyway, so I usually fast till about three to five. That's awesome. TMI. Back to him. Discord guy, Ray Lizzie, what's his name?

Steve: Yeah.

Carlos: Ray Ray Ray Lizzie?

Steve: Ray

Carlos: Lizzie. Ray Lizzie. What I would do is I would download a list from anywhere. It could be whatever Steve puts on here. Right?

Whoever's paying them a whole bunch of money to be on here. I'm just joking, Steve.

Steve: That's fine.

Carlos: No. A $100. My soul's

Steve: for sale. I already I already put it

Carlos: out there. For sale. Anyway, so anyway, I would use whatever to pull a list. Right? I would pull a list.

And what I would do is I would combine a mixture. If I'm gonna do 10,000 records, I would probably do 5,000 records of absentee owner. I would probably do 30% equity or better, 30% or equity or more. Right? Because nowadays, you know how the way thing the way the market is.

Right? You don't have to be 70% discount. I mean, you could

Steve: be 10%. Right? By the time you pull that list, it's already 30%.

Carlos: Really, but I'm just playing it super conservative here and saying 30. Right? Yeah. 20% if you're feeling proggy. Okay?

The other 50% will come from owner occupants with the same criteria. The reason why that's important is because with the absentee owner, you're not gonna get a lot of conversations, but you're gonna get a home run if you if you land a deal there because these homeowners, they don't have that personal emotional attachment to that home. This is either a secondary home, a vacation home, or Airbnb home, or a home that they just got like they were inherited or whatever. Right? But there's not as much personal connection and emotional attachment to that piece of property.

Now, the owner occupant side, this is why I want you to mix it. Because you're gonna get a lot of conversations unlike this side, you're gonna get a lot of conversations, but you're gonna get a lot of people that tell you to go screw yourself. You need the best of both worlds because you need to be having conversations and you need to be making offers and that's how you're gonna be able to convert deals. That's the kind of list that I would pull. Now, by the way, I I completely forgot this step.

Once you pull that list, put that into a dollar. I don't know whatever he is affiliated with. Put that into a dollar. Right? Dial for a bare minimum of four to six hours every single day.

Do not get off the phone till you get two to four leads for that day. Okay? Now, statistically speaking, this is the way it's it's this why am I looking at that camera? Statistically speaking, where I'm looking at the wrong camera. Where is it at?

Where are we at, by the way? I think you know when we look at it. So many cameras in here. It's crazy. You got one, two, three.

Okay. Statistically speaking, okay, cold calling wise, for every 50 cold call leads, you're gonna convert a deal. K? Did you hear that? So if I told you that you get two leads a day and you dial seven days a week and we do the math, it's gonna take 50 leads bare minimum to actually have a shot at converting a deal.

Right? So if you do the math, 50 divided by two that's 25. Twenty five days more than likely that's what it's gonna take you to realistically convert those leads into a deal. Now, the other side of cold calling, do not get discourage if if you're talking to a bunch of cold leads. This is cold calling.

This isn't paper click or direct mail. These are cold leads. Right? So sometimes it might take you an average time frame of fifty to sixty days of them sitting in that pipeline and you following up five to 10 times to convert that lead into a deal. So I just it's multifaceted.

Like, I want you to look at 50 leads, sixty days. Okay? I hope that helps you out. So Great, Lazy.

Steve: Let me ask you this question. When you were call cold calling

Carlos: I called off Mojo back in 2016.

Steve: What was the absolute worst thing anyone ever told to you on the phone?

Carlos: Oh my god. I had, I had an old man tell me to go f myself.

Steve: Yeah.

Carlos: And that if I call him one more time, he said my 83 year old behind is going to get in my car, find you, and beat the living s out of you. So that was cool,

Steve: but It

Carlos: was funny.

Steve: You didn't die.

Carlos: I didn't die. And that's another thing that I wanna tell mister Ray Lizzie.

Steve: Yeah.

Carlos: Is, hey, brother. Like, I didn't know how to cold call back in 2016, and I didn't even know how to use mojo. It was, like, it was hard, man. Like, you know, I don't know what I was doing, but I'll tell you what. After the fiftieth conversation, I was far better than the first conversation, and I had more confidence, and I had I was able to build more rapport, and I had more knowledge.

And after the hundredth conversation, I was better than the fiftieth time. And after the five hundredth conversation, I was what you would probably consider an expert at this point. I was using the using the assumption approach. Hey, Steve. How's it going?

Instead of like, is this Steve Trang? Right? Like, I was already like rocking and rolling, and I was, you know, I was getting better leads and converting more deals.

Steve: So it's all the question that is what are you struggling with in your most of your business right

Carlos: now? Myself? Mhmm. What am I struggling with in my business? Yeah.

Just probably what everybody else is struggling. There's more money than deals out there right now. That's what I'm struggling with. So, what I just did, I just, prepaid, Google, a $150,000 to launch a pretty broad, national pay per click campaign. Again, that's the price I mean, that's I don't care who you are.

Like, there are more there aren't enough deals out there right now. Like, yeah, look at the inventory. I mean, you you look at the Cromwell report every single month. You know what's going on with the inventory. Right?

Steve: It's brutal.

Carlos: So if anybody has a deal out there, please bring it.

Steve: So cap seven twenty two, are you hiring in Arizona, or do you hire out of state as well?

Carlos: Arizona. Wait. We're not hiring oh, hold on. Hold on. Unless you're a virtual assistant, no.

I'm not hiring.

Steve: And then Candace on YouTube, asked you about that deal, 936,700.

Carlos: No. I didn't make 936,000. I think I made $783,000 in that profitability after we paid the hard money lender.

Steve: Alright. So what will that do?

Carlos: We cleared $783,000. I think, well, I I we showed a picture of it yesterday, but you can go to my Instagram and, that was a probate cold call deal that we nurtured for over six months. Well, so That took us fifteen fifteen attempts to, convert that, that person that inherited that property. We got the deal for, this was in Berkeley, California, which has a very prestigious college there. Right?

Did you go there? You look like you went there with disrespect.

Steve: No. I got rejected actually. They're on my list of,

Carlos: The reason why you look like you went there is because one, you're a very smart intelligent Asian. You're great at math. Okay? Yeah. So actually got looked like you went to my actually

Steve: got a perfect score on my on my GRE, and they started They didn't

Carlos: let you into Berkeley?

Steve: They did not let me in. I had a perfect score on the math. Anyway So

Carlos: anyway, I picked it up for $6.49, put about $2.50 into it, sold it for 1.7 something, and, we cleared close to $800,000. It was a beautiful, beautiful deal. And now we're trying to do more deals like that. We're we're we're that deal forced us to grow and start tapping into the higher end market. Probate.

Now we know how to do those deals.

Steve: Probate. Cold call.

Carlos: Cold call. Cool.

Steve: So Tyler Hurst, how are you tracking how many follow ups per contract?

Carlos: Our CRM system, prospectx.com, literally tracks every single metric you can think of.

Steve: And what's your single favorite marketing source at the moment?

Carlos: You know, it it it's a toss-up between pay per click and cold calling, man. Like, it's a toss-up. The reason why I love pay per click by the way, are you affiliated with any pay per click people? No?

Steve: Yeah. That's just one of the very few affiliates we have. That's, yeah.

Carlos: Who is it?

Steve: Bateman Collective. Who? Bateman Collective.

Carlos: Never heard of it. God bless them. They're probably doing a great job if you're affiliated with them. But, what I love about pay per

Steve: click yours? I'm not opposed to it.

Carlos: No. Well, I use Magnus. Right? Magnus, which I am, part owner of Magnus Digital. But I'm not the operator.

A guy that we part strategically partnered up with. He was a Google consultant for ten plus years. And, I think one of your guys actually knows him. Anyway, so Well,

Steve: I met him. Right? He's talking about Dave.

Carlos: No. Dave. Dave. Yeah. Dave.

Steve: Oh, so Dave. Okay. Then I'm not. Yeah, I met him at your office.

Carlos: Dave? Yeah. Yeah. Dave Dave, Dave's, owner of Magnus, and, he's been doing our pay per click, service, our campaign since 2016. What I love about pay per click is that if you're a good closer, there's two things that I love about pay per click.

Three things that I love about pay per click. One, they're the hottest leads. Two, you convert them so much quicker it only takes eight to 10 leads to convert into a deal. Three, the time frame goes from you know the cold calling time frame being like a sixty day lead to contract rate to twenty one nineteen to twenty one days lead to contract rate. So those three things alone right?

Are going to change everything in your business. Now, in order for you to have a successful real estate pay per click campaign the three things have to be in order. One, you gotta have a pretty damn good optimized page. Okay? So I can convert.

One of guys knows this. Yeah. Two, you gotta have a pretty damn good campaign manager. Mhmm. And three, what's the other what's the third thing that you gotta have?

Steve: Speed the lead.

Carlos: Sales skills.

Steve: Oh, sales skills. Yeah.

Carlos: Sales skills. Yeah. You gotta have a great closer on the other side of that phone. Yeah. Because that when that phone rings, if you don't convert that deal

Steve: Someone else's.

Carlos: Someone else will because guess what? When it comes to the pay per click, I would say, campaign and you know, that whole dynamic. It's like, okay. I'm gonna call here if I like them and I wanna do business with that person, then I'm gonna stop there. But if I don't like what I just heard or who I just spoke to, I'm gonna I'm gonna click on the next ad.

Mhmm. And that's what happens.

Steve: Whole night is that. I mean, by the time they got to your page, they might have clicked on two or the other ones. So it's a free for all.

Carlos: There you go. Yeah. There you go. And and and I do love that about pay per click is the reason why these leads are so much hotter is because unlike cold calling and direct mail and all these other things that are out there, they're looking for you. Yeah.

They know what they want. They know how they want it. They know when they want it, and they're looking for that service. I'm a

Steve: motivated homeowner. What can you do for me?

Carlos: Boom.

Steve: Yeah. So on Instagram, doctor Hasselblipper. As a rehabber, do I need to learn how to wholesale to acquire more deals or network with more wholesale?

Carlos: Absolutely. Yeah. Absolutely. You should learn the art of acquiring deeply discounted off market properties.

Steve: Yeah.

Carlos: What do you think that does to your net profitability? You just went from making 30 to 40 k on a house to doing what I do. Mhmm. Making multiple 6 figures on a house.

Steve: Well, so we had Chris Jefferson on the show some time ago. Right? And she basically said, like, that is the single most important of all the skills. Right? You mentioned marketing earlier.

That's your superpower.

Carlos: One of them. Yeah. One of them. Yeah. I'm also a a great husband and a great I'm just joking on this.

Steve: But the the ability to search deals is the one skill that will always be great no matter what time, what season, what going on the economy. It just it's it's a timeless skill.

Carlos: Absolutely. Yeah. I love that because no matter what the market is doing, it's not dictating your ability to acquire deals.

Steve: Yeah.

Carlos: Whether you're up or whether the market's up and, you know, oversaturated and overinflated. Right? Or the market's down to what it was back in o nine.

Steve: Yeah.

Carlos: You're gonna be able to grab deals. You know, the market doesn't dictate your ability to grab deals. You're you're gonna put your sales skills, to work, and you're gonna grab deals where you need to grab deals.

Steve: You get to take your income.

Carlos: Absolutely.

Steve: Alright. So, Instagram, DD Forrest. What's the biggest mistake you've made?

Carlos: You know, one of the biggest mistakes that I've I've made, deaf as a business owner comes on the, personnel side. Hiring hiring and not taking into account my core values. Your core values have to dictate how you hire, how you fire, you know, and also you know for anybody out there listening, hire slow fire fast. Mhmm. Time and time again Sal and I have waited, my business partner, for people to leave on their own terms.

Time and time again instead of us pulling the plug we wait around for them to exit however they wanna exit.

Steve: I'm so surprised by that.

Carlos: Yeah. Well, that's we learned our lessons Yeah. Last year, and, it's gonna be life changing forever.

Steve: It doesn't take very long for Max to just walk in. It's like, alright. Hey. Look. We're gonna go get we're gonna we're gonna Starbucks.

We're gonna have a conversation. Right?

Carlos: And that's

Steve: Yeah. So it's

Carlos: Sal and I were we were we you know, you you do I'll I'll be honest with you. When you have so many open doors the way we do, you do lose some focus and you lose grip. Yeah. Right? That's what traction is all about.

Right? Having grip on your business. Right? Having a grip on your business. One of my favorite business books out there, Traction, Rocket Fuel, and Scaling Up, and Measure Measure What Matters.

Yeah. I love that book. I'm halfway there, and it's so good so far. Anyway, so we used to have so much go on. Like, okay.

We're building, you know, like, now we're building an e com e commerce company that's gonna be an 8 figure company this year by the way. Right? The forecast that's what it's dictating. So we're building an e com business so sometimes other things have to suffer and, you know, when you lose grip of certain businesses you don't have your eye on the ball every day the way that you should.

Steve: Yeah.

Carlos: And things are gonna slip through the crack. Whether it's people or systematic things. Right? Things are gonna slip through the crack, and it's gonna cost you heavily.

Steve: Yeah. So let's see. Wait. What was the next question here? So they're asking where would you hire acquisitions managers?

And you kinda touched on it earlier. So where are your acquisition managers?

Carlos: Yeah. So for the rest of my, existence in the real estate space, I will always have a physical in house sales director that oversees 10 to 20 to 30 at one point maybe even 50 because again these people are costing me $7 an hour plus a few $100 in bonuses. I'm no longer paying these huge commissions and these huge salaries as acquisition managers right that's what I love about this model It could be so scalable compared to the in house model. So I will always have a sales director, but I will always hire virtual acquisition managers from Cog Eats. If you don't mind, cogeats.com.

Right? That's where I have 10 of them.

Steve: I wanted you to answer this question.

Carlos: But if you are if you feel like you're not equipped to hire virtual acquisition managers, then, yeah, I would hire, I would hire, door to door salespeople, whether they're selling, you know, solar or they're selling vacuum cleaners or they're selling, what is that called? The when you exterminate, what is that? The pest control or whatever. Right? Yeah.

I would also hire, people from the car industry. Right? But just keep in mind that at some point, these people are gonna make enough money to feel that they're in a position to move on. Yeah. That's gonna happen.

Steve: So you hire an acquisition manager. How would you go about training them on sales?

Carlos: Well, first and foremost, I would probably grab, I would probably either send my the people that I I trust that are gonna be with me for over a year, send them to like your, you know, your sales, your sales shops that you do. Put them through whatever sales courses that you do. You know, I would probably put together a legitimate onboarding process for that specific position. Yeah. Every organization is different, but one thing that I would include in that onboarding process is sales, sales training.

Steve: Yeah. And then Kai is asking, what do you do to go over mental hurdles?

Carlos: I work on myself, man. Kai, that's a great question because one of the biggest, one of the biggest things that is not talked about in in the entrepreneur space is, would you call it a men mental mental illnesses? Or what would you call it? Like, anxiety, depression, you know what I mean?

Steve: Yeah, man. There Mental It's,

Carlos: What what is NFL calling it now? Like mental I think they call

Steve: it CTE but No.

Carlos: No. No. But but remember they're like because people do develop these like anxiety and depression once they leave. Artists, you know, artists develop that after they're known with their careers. Actors develop it.

Mhmm. Athletes develop it. Right? So mental issues. Right?

You have to take care of yourself, man. You gotta have the discipline and you gotta have the awareness that as much as you wanna be a machine, you're not. You know, the working out, the good eating, the water intake, the grounding, the meditation, the breath work, the personal development coaches, right, the massages, the sensory deprivation floats, all of that. Like you gotta take into account that you either adapt and evolve and make that part of you and take care of yourself self care or eventually you're gonna go through what I went through. I've been through three crashes like complete crashes where I am out of commission for two months.

2017, 2019, 2021. I was not taking care of myself. I got pictures of where I was two hundred and seventy pounds because I would stress eat. Right? How like every single business owner out there, every entrepreneur out there, like how do you numb yourself?

What do you like do you go to do you consume drugs, alcohol, women, like entertainment, food? How do you numb yourself because guess what? Stress is real and we figure out ways to numb our stress and I just gave you some of the options like choose your option of numb.

Steve: Yeah.

Carlos: For me, it was food. It was alcohol. I think it was food and alcohol for me. I mean,

Steve: it's definitely ice cream.

Carlos: Ice cream?

Steve: Definitely ice cream.

Carlos: Oh, you're one of those, Yeah. When you get

Steve: stressed, It's it's it's dairy.

Carlos: Let me let me show you something for anybody out there. I'm gonna show you specifically. Watch this.

Steve: Oh. That was you.

Carlos: Oh. How do you numb yourself?

Steve: Yeah. That was a good one.

Carlos: Zoom in on that. Yeah. That's alcohol and food, guys. That's 270 pounds of raw inflammation.

Steve: Yeah. So, Robert Campbell is asking, how did you get into purchasing businesses?

Carlos: You know what's crazy, man? So my first purchase, we paid $350,000 for a medical company, and this was back in I think it was 2018. What I want you to know, Robert, is once you develop a blueprint, a blueprint on how you can get in and build and scale and delegate and systemize a business, you can do that with any venture. Whether it's medical, whether it's solar, whether it's import export, whether it's software, whether it's education, whether it's real estate. Well, my first one obviously was was real estate.

You know that How did

Steve: you find the first one that you bought?

Carlos: Oh, medical. So I was buying about $50,000 a week, as far as product, the diabetic, products from this this gentleman. And, one day we said, hey, would you ever be opposed to selling? Because I mean, I was already buying, you know. Right?

So I'm like, how do I cut out the middle guy? Right? And at first, he wanted over $600,000 and then I my sales skills came into play and I I I brought them down to 350 k from 600,000. Yeah. So it was it was something that I was already doing.

If anybody out there is interested in purchasing a business, by the way, I am going to sell a few businesses, especially any other businesses that are making between 300,000 and $1,000,000. I am going to sell those businesses because guess what? Right? What, you know, I'm only I'm only focused now on building seven, eight, and nine figure businesses. I have to close down some doors that are just not worth my mental real estate.

Steve: Absolutely. So RJ Bates is trolling us over here. So

Carlos: He's not a better closer than me, by the way. That's why I just want everybody to know that. So he

Steve: did say as an aspiring closer because we know he's not that great at closing.

Carlos: He's I mean, you can just I mean, we we run laps around this guy. He's probably a good he's probably a good hockey player. But as far as closing, if me, you, and him were in the room, he definitely would beat their best.

Steve: If he make it even the top three. So Exactly. He wants to know, should he wear 17 or 18 healing bracelets to feel perfectly balanced?

Carlos: He probably needs, let me see, amethyst, tiger eye. No. You don't need you need one, two, three, four, five, six, seven. Seven bracelets.

Steve: Seven. And RJ, just so you know, I am ice skating these days because he said that he wouldn't fight unless it was on the on the rink. So I'm I'm

Carlos: In the ice skating rink?

Steve: Yeah. So I'm learning so I'm learning how to ice skate.

Carlos: I think most more most people will lose that battle to him.

Steve: Yeah. I think they I think so too. But Yeah. I will step up to that challenge. Alright.

So Kai wants to know, again, following up, how do you continue to grow business once you've reached your goal for that business? Or you have a vision?

Carlos: Yeah.

Steve: You hit it.

Carlos: So what we're doing what we're doing this year is we're bringing in, we're hiring two CEOs. Right? And we're paying them anywhere from 80 to a $150,000. What what I discussed earlier was, you know, there's multiple ways that you can exit a business. One way is exiting external, which you can sell the the business for, you know, three x or six x of what it does on an annual basis, or you can exit internally by hiring a CEO.

I believe that a CEO is gonna do a much better job than me at that one specific business than I would be doing myself. This is an educated, you know, more than likely went to ASU and got some type of business degree. And this is, like, this is their dream. Their dream is to be a CEO. Mhmm.

Right? So I think that they're gonna do a much better job, and we're working on exiting two companies with CEOs this year by by the end of the second quarter.

Steve: And then, Max on our team wants to know, is your virtual team getting the contract signed?

Carlos: Oh, my god. Yeah. They're so they started as a follow-up manager. So this is the way that the, journey went for my virtual acquisition team. They started out as a cold caller.

They became really good cold callers. Then they became follow-up managers or lead managers where they're just following up and kind of looping them to the closers. Mhmm. Right? And then we train them, Adrian Salgado and John Hunt trained them to be killer closers.

So it it what it didn't happen overnight by the way. You gotta put in a good amount of work, but you know what I love about the virtual acquisition model?

Steve: What's that?

Carlos: Alright. And shout out to my my my my boy, Amir, who's like like we had a virtual people and then we got away from it and then Amir's like, hey, man. This is crushing for me. And then we're like, okay. Thanks, Amir.

We got back into it. Now my virtual acquisition team is like, they're on a dollar they're on a power dollar. Mhmm. So where your your guys having five ten conversations a day my guys having 30 to 50 conversations a day right and there and what I love about my virtual acquisition team is that they're built to have. They're built like cold callers.

They're trained, they're programmed, they're conditioned like cold callers so they don't mind dialing for eight straight hours and talking to 50 to 70 people. Yeah. How much of an advantage does that give me?

Steve: It gives you incredible advantage.

Carlos: Right? So, you are gonna put in some some heavy lifting the first you know I would say sixty to ninety days, but there's a couple things that are gonna happen once you train these VA's to acquire properties for you. One, your turnover isn't gonna be what it is right now. Two, they're not entitled babies because let's be honest no disrespect to anybody out there but I'm talking to all the business owners a lot of your employees here in America they want more and then they get it, and then they want more, and then they get it, and they want more, and then they get it. It's just never gonna be enough.

I'm telling you that right now. There's people that have made over a quarter million dollars that went from making 30 to $50,000 to making a quarter million dollars in a year, and they still want more. So that should tell you something. I had

Steve: people I've been

Carlos: through it all.

Steve: I have people that worked with me. You know? They when they first started working with me, they were making 30,000 a year. And when they left me, they were making $300 a year. And it's like, what else do you want?

They want your babies. They do. And so I actually had, I was actually having a conversation with someone last week. They're like, my guy is making 350,000 a year.

Carlos: And he's not happy.

Steve: And he wants more, and there's nothing more to give. Like, what else can I give him?

Carlos: I'm over. I'm I'm I am so done with that model.

Steve: And that's a That

Carlos: is for all of you people, for all of you, for all the other real estate entrepreneurs out there watching this session, right? This this show, I am so done with that old school model, you know, that's the old model, man. And and I like a guy love for I got love for a lot of the pioneers of this industry like Sean Terry and, you know, people that, you know, they they they embedded this model into us, but I got a new model, and this is the model that I'm running with for the rest of my existence.

Steve: Well, that's, I mean, another good friend of ours, right, Pace Morbic, he's basically said in a in a mastermind, I am not hiring any more Americans. I'm over it.

Carlos: There are so many advantages to hiring virtual people. We can talk about that off record.

Steve: Yeah. Alright. So last question. This is Dan Bro on Instagram. What is your process for evaluating any new business ideas or opportunities?

Carlos: I love that question. And we got you got some high level people in this in this this show. Right? The first thing that I evaluate is what is the market cap? Remember we talked about market cap earlier?

Mhmm. We said, well, you know, if you're a privately owned real estate investment investing operation, your market cap is gonna be about $10,000,000 and not everything going right for you. Okay? So for every for all the ballers out there, you're not balling dude. You know, no disrespect because if it was just if it was just real estate for us, we would not be balling.

Mhmm. You know, or I don't even wanna say that because I'm not a baller. That's for all the clout chasers out there. They're ballers and they got jets and stuff. Anyway, market cap, number one.

Two, is, you know, is this a business venture that's going to make me a minimum of 7 figures? Three, can I scale this business? Can I grow it? Right? Those are three factors that determine if I'm gonna enter this venture or not.

Yeah. Those are three very important factors for me.

Steve: I'm, in the middle of the book, From Zero to One by Peter Thiel.

Carlos: Never heard of it, but I should probably read it, You're Asian. You're smarter than me.

Steve: I mean, Peter Thiel is a really sharp dude.

Carlos: He's the

Steve: one that, they're changing all the IRA laws because he made billions of dollars tax rate. Anyway Uh-huh. So Wow. One thing he talked about is right now, when you're valuing businesses, you shouldn't be valuing business based off net income today or net profits today. Mhmm.

When you're working if you're trying to figure out if you wanna be in this industry or not is what is the net profits gonna be in three to five years.

Carlos: And if

Steve: you can't figure out what net profits gonna be in three to five years, then you shouldn't be in that industry.

Carlos: Well, this is this is the other thing. Right? Like, what did we just say? I said, what is the market cap? Right?

For me every or every what I'm the way that I'm approaching every single venture is like I I am now starting with the end in mind. Yeah. Like what does that look like in twelve months, thirty six months, five years, ten years, Right? You have to remember, my goal if God ever allows it is for, you know, if God ever allows me to become a, you know, because, you know, I'm I'm in my thirties now. I don't know if I ever be a billionaire.

Right? But if I ever do, you know, become a billionaire, well, I'm already thinking like a billionaire. How do billionaires think? Billionaires think in decades.

Steve: Yeah.

Carlos: They think in ten years. They don't they they they don't think in, like, today, like, a lot of pea I used to think that way, like, oh, man, like, how much money am I making today? Right?

Steve: Right.

Carlos: Like, that a lot of nine to five folks and a lot of thousandaires, like, they thinking, like, today, like what am I making today? What am I making this week? How am I gonna pay that bill? Right? 6 figure earners they think in a matter sometimes of you know months, months I would say sometimes months quarterly.

7 figure earners, millionaires, they think in, they definitely think in years. One, two, three, maybe five. Billionaires, they think in decades for sure.

Steve: Well, if you ever get to billionaire status, I'm gonna need your help because I wanna fix and flip the Cardinals. Right? Because they need help.

Carlos: Would I buy the Cardinals?

Steve: I don't need you to buy. I just need you to lend me the money so I can buy the cardinals.

Carlos: Okay. Alright. Alright.

Steve: Okay. So, I want you to think about what you're gonna leave the listeners with. I wanna make a couple quick announcements. Guys, if you got value today, which I I believe you should have. Right?

Like, subscribe, share, comment. Right? I see 29 likes for 65 people watching. Hit that hit that like button. We do have our new channel.

Tomorrow, we're gonna be uploading the five top objections to be talking to homeowners, so check that out. And then we do have our workshop coming up in a couple of weeks. So DM me the word workshop, and we'll see if we can fit you in there. And next week, we got TJ Tijani. Oh.

And he's gonna be talking about Airbnbs. I've heard really good things about him. What what should they be excited about next week?

Carlos: Man, this dude is teaching gurus how to do Airbnb. So that should tell you something. Like like, he's teaching my team. He's teaching, like myself how to do these short term rentals. And this is gonna be a life changing event for for a lot of or a life changing episode for a lot of people.

Pay attention because this guy's gonna give away a lot of game.

Steve: Awesome. Alright. So what are some last thoughts you wanna leave everybody with?

Carlos: You know, what could serve this community? Because I I love I love your community and and I've been a part of it since it started. Thank God, you know, and thank you for that. You know, I feel like a lot of people are still thinking too small. You know, they're they're thinking too small.

What what is it gonna take for you to take for you to think bigger than just a $1,000,000 a year or three, you know, $3,000,000 a year or $5,000,000 a year real estate operation. And don't get me wrong, a lot of people are very happy with that. There's nothing wrong with that, by the way. My my father-in-law who makes 60 to $70,000 a year driving a city of Phoenix dumpster truck, he's pretty happy with himself. So again, happiness is the ultimate success.

Right? But for those of you that are like real ambitious entrepreneurs that want to really change the trajectory of your family and and and and wanna make the kind of money where you're not only changing your family's life, but now you're changing your family's family's life. Start thinking big and start thinking with the end in mind and and and just really understand how much work and how much sacrifice it's going to take for you to accomplish those big, hairy, audacious goals and commit to it. And commit to that dream with conviction. That's my that's my advice.

Steve: That's powerful. That's incredibly powerful. Forgot guys. Again, one more time. Do check out our Discord.

We're gonna be posting a link here. How can someone get a hold of you?

Carlos: Carlos Reyes on Instagram. Carlos Reyes on Facebook. Latino Papi on OnlyFans. I'm joking. I don't have a Latino Papi.

I'm just Carlos Reyes on Instagram, bro.

Steve: You know, I saw I saw this great, meme the other day. It's like It

Carlos: was about wasn't me?

Steve: It it wasn't about you. It should have been. It was really, but you're too good looking for it. So it was basically like

Carlos: Now I am. Now that I lost 50 pounds.

Steve: It's the the message is basically, like, please buy from me because I don't look good enough for OnlyFans.

Carlos: I that is marketing to it. Right? That is that I love that. I love that. I love that.

Steve: Yeah. Awesome. Thank you so much. It was a pleasure. Thank

Carlos: you, brother. Another three years. We'll do this again in three years.

Steve: You know, I think maybe twelve months. Let's get an update in twelve months.

Carlos: Twelve months.

Steve: Alright. Cool. Thank you, guys.

Carlos: Thank you.

Steve: Shout out to Steve train. Jump on the Steve train. We real estate disrupt us.