From Immigrant to Millionaire: How Anny Draginova Runs Multiple 7 Figure Businesses

Steve Trang: Hey, everybody. Thank you for joining us for today's episode of Real Estate Disrupters. Today, we have Annie Dragonova with Batch Skip Tracing, but I can't say it correctly. So how do I say it? How do you say it?

Anny Draginova: Draginova.

Steve: There you go. Annie. And she's gonna share how she came here from immigrant to millionaire and how they're doing 10 deals a month right now. If this is your first time tuning in, I'm Steve Trang. And I help entrepreneurs create businesses that support their family lifestyle and goals through mentorship.

And I'm on a mission to create 100 millionaires. If you wanna be one of those millionaires, drop me a message on Instagram at steve dot trang. If you're excited for today's show, please give me a wave. Give me a thumbs up. And as a friendly reminder, I don't charge a dime for this show.

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

Anny: Yeah. Let's go.

Steve: Alright. So first question is what got you into real estate? Alright. So first,

Anny: I wanna say thank you for having me. Finally. Second, I just wanted, everyone to actually take a look at what, what Steve is actually using. It's he's on a Mac today. So

Steve: You got some personal issues.

Anny: We do. So as far as what got me into real estate, I started working with all my family business. It was I got out of high school, and I was looking for a job. I was working at Papa John's at the time. I was flipping pizzas, and my dad needed help in the family construction company.

And it wasn't like, don't think, like, a huge construction company. It was my dad. Like, that was the only person in it, and he simply just needed someone to just, run his QuickBooks. Books. So I stepped in.

I thought more, it was more of a favor that he did to me because I couldn't really find something that I was passionate about. So I started working in the family construction company.

Steve: That's On the finances. Side.

Anny: On the finance side. Yeah. But it wasn't even finance. It was just I would get a Home Depot receipt. I would plug it in, and that was as tech as it it was in the beginning.

And from then on, we we kind of grew it a little bit. Even my brother stepped in and he helped us grow even more. And we weren't, we weren't really working for, just an everyday homeowner. We were working with the con we were working with the government. We had contracts with the government themselves because we knew that the government would pay.

Well, at least we were hoping. Mhmm. And we were hoping that they would pay on time. So that grew into a really big business, but it was very transactional. We had invoices that were, like, $30 to 5,000, and it wasn't something that even myself like, we didn't know how to grow this company.

So from then, we just started flipping. We kind of dwindled down what we were doing with the construction company, and we started flipping on by ourselves. I would have a flip. He would have a flip going. Mom and dad would have a flip here and there.

And it was until it wasn't until, like, we did one or two flips together that we saw that we could actually, like, conquer and achieve a lot more working together.

Steve: Oh, so you guys were working separately?

Anny: We were working separately. Yeah. And

Steve: Okay. Yeah.

Anny: I didn't know anything about construction. Like, my first flip, like, I broke the the water line outside trying to get the lockbox open. It was I called mom and dad. It was I remember it was, like, it was February. It was 35th Avenue in Dunlap.

Steve: Family's in construction. Yeah. And you're trying to flip houses without their help.

Anny: Yeah. That was it. Yeah. I told you. A

Steve: lot of sense.

Anny: Well, why not? Like, I wanted to see, and I wanted to prove to myself that, like, hey. I can do this. Like, I'm not I'm not gonna depend on mom and dad. I'm not gonna depend on the family construction company or on EVO.

Yeah. I wanted to prove it to myself more so than anyone else.

Steve: That's that's fascinating. So then you went from flipping to

Anny: Went from flipping to EVO pointing out on a few HUD statements because I didn't know what a HUD state like, I knew what it was, but I never really paid attention to any of the line items. I don't think a a lot of us actually still do pay attention.

Steve: Mhmm. And

Anny: it wasn't until Eva pointed out, like, hey. Look. There's an assignment. Do you know what that is? I'm like, no.

Like, who cares? It's a title fee. Like, I don't know.

Steve: Right.

Anny: It was, like, three or four times that that happened, and he's like, well, we can learn how to do that. Hey. There's a Sean Terry event coming up. Do you want me to get tickets? It's buy one, get one free.

I'm like, well, sure. Why not? It was, like, $200 that we spent. Mhmm. And that's how we got into wholesaling.

We wanted to make larger flipping profits, and we didn't know that wholesaling itself was a completely other business. So you guys

Steve: were just trying to capture that assignment fee? That

Anny: that's all we wanted to do.

Steve: Yeah. And when was this?

Anny: 2016. 2016, 2017. Somewhere around there.

Steve: Not that long ago.

Anny: Nope. Nope.

Steve: Okay. And so you guys started maximizing your profits on your flips. And then what happened?

Anny: Well, we didn't actually do that. So, we were still learning, and we knew there was gonna be a learning curve. So our flipping still kind of stayed the same, but we started learning a lot more about what wholesaling was. So then we took on about I wanted to say on about 30 flips that we did in 2017. And in 2017, we did 30 flips, but we let a few kind of fall between the cracks.

We lost a few, we lost money on a few. We made money on the rest, but it wasn't something that we that we profited a lot from. Yeah. And it wasn't until '20 like, mid twenty seventeen that we were, like, full on board with wholesaling. Mhmm.

And that's kind of how we started.

Steve: Yeah. Because I think I met you and Evo in 2018 Yeah. In the Go Giver meetup. Yeah. And you were quiet back then.

Anny: I still am. I still am.

Steve: That's when, I first learned about stacking, like list stacking. Like, Evo was talking about, you know, we're doing direct mailers and we're list stacking. And I was like, I don't know what this guy's talking about.

Anny: Yeah. That's that's still that's still exactly what how I feel. It's still exactly how or, like, we had a meeting on Tuesday. Yeah. Ivo, Jesse, and myself, the three partners.

And Ivo's sitting there talking about SIP trunks, I think it was. And and we still have no idea what he's talking about. Yeah. He he's he's he's special.

Steve: Well, he's the mad scientist.

Anny: He is.

Steve: So one thing that, I wanted to highlight, you know, we talked about offline

Anny: Mhmm.

Steve: Was, yeah, you started with a family business and you were with Papa John's, whatever, but you've been hustling for a very long time.

Anny: Yeah. Absolutely.

Steve: So let's talk about, you know, your entrepreneurial spirit when you were a kid.

Anny: Alright. So we my family migrated to The States when I was eight. And before that and it was actually recently, it was in, as a Thanksgiving that my mom told us this story because I don't remember. Mhmm. And I didn't remember until, like, she started, like, talking about it, and there was, like, flashbacks and little bits and pieces I would start remembering.

But it was, there was kinder eggs, and now they're being becoming popular here. But back home, there were just little round chocolate eggs, and inside was another little shell. It was a plastic shell, and in that that shell, there was a toy. So I would gather toys from all the eggs that I had. I never had anything to do with like, I never wanted to play with those toys.

They never gave me any joy. I didn't want them. So I set I set up a table outside in the front yard, and I would sell it to I would sell my toys to the other kids. And my mom said that I did make some profit, and I would go buy an actual toy that I actually wanted. So that's when my hustling,

Steve: I think, was pretty great. Since you were a kid?

Anny: Yeah. Absolutely.

Steve: And what brought you guys because one of the things we're talking about here, right, is from immigrant to millionaire. Yeah. What brought you guys here?

Anny: So my mom and my dad decided to actually move here, in hopes for a better life for, Ivo and I. And, we had a lot when we were when we were in Bulgaria, we weren't poor. We weren't I would say we were pretty well off for for the standard at home or in Bulgaria. And it was it was it's still shocking to me that my mom and dad decided to leave just just for a better life for us. So that's why we moved when we moved.

Steve: So there wasn't a lot of pain. There wasn't war or nothing. It was just It's better over there.

Anny: Yeah. They they just wanted they had friends that lived in Phoenix. That's why we chose there. They chose Phoenix. Mhmm.

I never they never asked me for my input. But it was I and I still don't understand, like, why and how someone could be so selfless to do that. Yeah. As I remember coming here, mom and dad would work, like, two jobs nonstop. We came with, like, $200, honestly.

I never but when I was, like, the first year or so, they never bought clothes for me. They would always buy clothes for Evo because we didn't have, like to

Steve: wear Evo's clothes.

Anny: Oh, I no. I did. They would they would yeah. So I had to wear Ivo's hand me downs for for a while, actually, because we didn't have money.

Steve: Was he a giant back then too?

Anny: He he's been, like, six foot since three. So yeah. Absolutely.

Steve: Wow. Okay. So, you you you partnered up with Evo. Yeah. Right?

So, you guys were flipping separately, flipping together. Go to Sean Terry's event. Yeah. Still flipping, but now you're adding wholesaling.

Anny: Yep.

Steve: Okay. And this is how long do you guys how long are you guys

Anny: doing that? About a year. A year and a half. A year and a half is when we started to just we cut off the flipping portion Mhmm.

Steve: Because

Anny: we knew that we're were we were making money in it. So then we just focused on wholesaling. And that's actually when we started actually like meeting everyone that we know now. Like you guy like you everyone in the Go Givers Mastermind. So about a year and a half, I I wanna say.

Mhmm. And, like, it wasn't until, like, last night when I was, like, sitting there, like, thinking back back a year ago. I remember actually January, our entire team quit.

Steve: We had Oh, really?

Anny: We had no one. Yeah. We had absolutely no one. So, like, just thinking about, like, where we've gotten to in just a short, amount of time is kind of incredible to me.

Steve: What do you think led up to that?

Anny: To which portion?

Steve: The quitting.

Anny: Poor management. Yeah. What Me. I didn't I didn't know how to lead. I didn't know how to manage.

I didn't I didn't know how to be a good leader. And I'm still, like, as it's still difficult for me, but I think that I'm learning as as I'm growing, as we're growing. But it was definitely we we would set the expectation, like, really high. No one would ever no one would ever hit the bars. We weren't in we weren't consistent with with our marketing, and we were doing direct mail at the time.

And, you know, like, once you stop direct mail, it's kind of you got and you

Steve: You gotta keep pumping that pipeline.

Anny: Yeah. So Mhmm. That's exactly

Steve: So what what lessons did you learn? I mean, well, I guess before we get there. Right? So you guys are are are wholesale and you guys went right before the team quit.

Anny: Mhmm.

Steve: This would be 2017. Right?

Anny: 2018.

Steve: 2018. Yeah. Well, they quit in '18.

Anny: Yeah. They quit in '18.

Steve: But leading up to that, 2017, what was your guys' business like?

Anny: As far as profit or Volume. Volume, we were doing about three to four a month. Okay. We were focusing on larger spreads. We had two acquisitions beginning or I would say in August 2017, and then we pumped it up to four or five.

So we had way too many acquisition managers. Mhmm. Not enough leads, non consistent leads. We had the bar set really high.

Steve: What was the bar set at?

Anny: We had five leads or five deals per acquisitions, meaning 20 deals.

Steve: Per guy?

Anny: Per guy. Per guy. Yeah.

Steve: Okay.

Anny: So we were pretty much asking them to find, deals out of thin air.

Steve: Okay. And then, I mean, was this one of those situations where they just stopped coming in? Did they complain? Was there feedback? Or it was just start from scratch?

Anny: Both. They complained, but no. I I was too busy focusing on something else that I was, like, alright. Like, on things that actually weren't and then looking back, like, they weren't money generating activities. Mhmm.

It was let me make sure the accounting is right, and it was the end of the year. So, you know, you wanna sure that you're not gonna overpay on taxes, so you're trying to figure out

Steve: Administrative stuff.

Anny: Yeah. So it was never something that, like, I really paid attention to and still having a really difficult time doing that because it's it's really difficult, like, when you're focused on something and someone comes in. Mhmm. They distract you for a little.

Steve: Like, every time we come to the batch office.

Anny: Absolutely. Yeah. That's exactly how it is. And it's it's it's bad, but we're getting good at it.

Steve: Okay. So then you said, you know, poor management. Yeah. What have you done then to shore that up?

Anny: So what we have done so we in May May 1 is when we decided to get married to Jesse Mhmm. And his wholesaling company.

Steve: Last year. So yeah. May '19. Sorry.

Anny: 2019. Yeah. Yep. 2019, we got married. Our wholesaling companies got married with Jesse's.

And Jesse is a very good, I would say, manager Mhmm. Very good leader. He was lacking a lot of the systems that Evo and I were able to build and Mhmm. We were able to manage those. So right now, I'm I'm trying to learn the more the and the best I can from what Jesse does as far as being, like, a great leader Mhmm.

To implement that in the wholesaling company. And I think that's what's kind of made the difference. He had a great backing up of a team, really just loyal, great people on his team versus we had a tremendous turnaround on ours.

Steve: Right. And around the same time, I wanna say probably right around that time that Ivo actually came and went to the show initially. Right? Is Ivo's got these things that he's working on, these little pet projects here and there. Yeah.

And that's kinda blowing up a little bit.

Anny: So it's it's not even a little bit. Yeah. It's huge.

Steve: So how does that work? Like, you know, you got so you got your your your team. Right? You got Yep. Higher offer.

Anny: Yes.

Steve: That's doing about 10 deals a month. Yep. You got batch skip tracing.

Anny: Yes.

Steve: And you got batch lead stack right now.

Anny: Mhmm.

Steve: And then is that officially right right now what's out there? Well, as far as, like, the products that we have? Yeah.

Anny: Well, we have lead stacker. We have, we have SMS. SMS is rolled out to a lot of our paid users.

Steve: Mhmm.

Anny: So we have that rolled out. I wanna say it's probably the best thing out there. And if you haven't tried it, just give us a call. We'd love to walk you through it.

Steve: So how do you guys manage, though? Like, you got so you have three different companies.

Anny: Yeah.

Steve: Right? So you guys married on your wholesaling side.

Anny: Yes.

Steve: And you guys married on your skip skip tracing side?

Anny: No. So we actually we were we started actually doing the the skip tracing portion together in 2018, 2018. Mhmm. So around, like, September, we started, like, partnering and with Jesse. September, October, We partnered with Jesse.

And from then on, we we were partners on everything except the wholesaling portion.

Steve: Mhmm.

Anny: And it didn't make sense that we were spending both sides were spending 90% of our time managing and operating a wholesale company, and we had this great opportunity in front of us, and it wasn't being utilized. So that's what kind of led to to the merge. Mhmm.

Steve: Okay. So right now, who's in charge of what?

Anny: Good point. Good question. So right now, I am doing most of the wholesaling portion. Evil and Jesse are doing more of the data side.

Steve: Mhmm.

Anny: We now have a lot of other things that are in the pipeline as well. So we have, like, a development team that that we're building up now. I would say we're all trying to learn as much as possible on that side, so we're all pretty hands on. We have a lending side. I would probably say that they're everyone Jesse's the the main raise.

Jesse raises the most money.

Steve: Mhmm.

Anny: I operate the back end of it. And then we have, like, an app coming out too. So

Steve: And you guys also are in development. Yeah. So Yeah. That's recent.

Anny: And so, actually, that development is, is is thanks to whole scaling. So Elizabeth's events in Houston Mhmm. October, we ended up being on a plane, to Houston with Jamil and, Chris. Mhmm. Cash flow Chris.

And it was then that Chris and Jesse kind of they started talking, and Jesse mentioned, like, hey. We're looking at expanding. We want to find development opportunities. We have money to bring to the table. And it was Chris that turned around and said, well, I'm looking for a money lending partner.

Steve: Mhmm.

Anny: I have a development opportunity. So we partnered up on that. So that's we have this opportunity because of the event that Elizabeth put on.

Steve: Isn't that crazy?

Anny: I'd honestly, this last year has been so crazy that nothing nothing surprises me at this point.

Steve: So let's talk about that. You know, Elizabeth here, you know, she put out an event whole scaling, which is a a phenomenal event.

Anny: Absolutely.

Steve: And I think that's something that, you know, there's this idea of, like, growth and collaboration and all that good stuff. But it sounds like you know, outside looking in, I mean, that sounds like a bunch of foo foo stuff. Right? It sounds kinda like, you know, what's the the movie The Secret?

Anny: I have no idea. I'm not a movie person.

Steve: Okay. Well, it was like a documentary about, like, you know, if you envision it, it'll happen. Yeah. And it sounds out there. Right?

So I think people that are on the outside looking in think this has gotta be crazy, this collaboration thing.

Anny: Mhmm.

Steve: What would you say to that?

Anny: It is crazy. I've not seen anything like it. But is it working for absolutely everyone? Yes. Yeah.

It's it's kind of so I actually just recently reread, Go Giver. So it was, like, it wasn't, like, when Pinter was saying, to I think his name was Gus or Joe. I'm gonna forget the names. Mhmm. But Pinter was saying, like, if you go looking for trouble, you'll find it.

Well, it's kind of like that for absolutely everything out there. So if you go looking for collaboration, you go looking for good people to work with, that's what what you're gonna find. So is there those people that might, like, ruin a relationship, take advantage of you? Yeah. But that's not who we're looking for.

That's not the vibe. That's not the energy. That's not who we surround ourselves with. So this, what we have, is is probably the biggest reason why we've grown so much. Yeah.

This collaboration, meeting you, meeting absolutely everyone, Pace, Jamil. That, that that wouldn't have been possible if we were closed minded and didn't want to work with anyone, didn't wanna share our secrets Right. Didn't wanna share what lead stacking was.

Steve: Right.

Anny: So Yeah. We we wouldn't have been able to do this.

Steve: So we're not gonna throw any names on air here. But we were talking yesterday at the batch office where someone screwed you over a couple thousand dollars.

Anny: Yeah.

Steve: Alright? Yeah. And they have no idea what they've done to themselves.

Anny: No.

Steve: You wanna talk about that?

Anny: Yeah. So it's it's mind blowing to me, the fact that I've done business with this person, and that, like, he had a really close relationship with Eagle. And I went to Eagle, and I was like, hey. Like, are you good with this person? Should we do this deal?

He's like, yeah. Good person. Great Great to work with. Never had an issue.

Steve: Evil loves everybody, though, probably.

Anny: Deep down, I don't think so.

Steve: Okay. It seems that way. But anyway, continue.

Anny: And he's like, he's a good person, great to deal with. Just go for it. I was like, awesome. So we went ahead. We did this deal.

They ended up collecting rent for my tenant that we took over the the tenant the lease agreement once we purchased the house, and they collected about $2,000 worth of rent. Well

Steve: After they sold it to you?

Anny: After they sold it to me. So they sold it to me in November. So they collected November's or December's rent and January's rent. Tenant is single mom, and she she kinda didn't believe that I'm the new owner, when I was talking to her. I'm actually going right after this to meet her, in person.

And it was crazy to me that you're gonna you're gonna take $2,000 and ruin all of these relationships. The relationships because I'm gonna reach out to you guys and warn you, obviously. Right. And ruin all the opportunities that you're gonna have in the back end to make money together, to grow together. You just ruined that over $2,000.

Steve: Well, what's crazy. Right? And I've said this, you know, I think I've said this before on the show is like we've got a really good thing going on in our Phoenix market, right? Yeah. You know, like a lot of the top players, are talking together and we're sharing our secrets and we're all getting better.

Right? And if you're not with us, you're gonna get left behind.

Anny: Yeah.

Steve: Like it's not like a blacklist, although we kinda have a blacklist. I kinda we have a blacklist.

Anny: We do. Yeah.

Steve: Right? But it's this thing where they're willing to they're willing to screw with one of us. Mhmm. Now they're really getting left behind.

Anny: Absolutely.

Steve: It's crazy to me over $2,000 what he's throwing away.

Anny: It's and at this point, like, I'm not I'm not even worried about my $2,000 because I know it's it's gone. It's gone. Like, I'm why worry about it? It's a, like, I'm I'm frustrated and, like, annoyed that someone doesn't see the opportunity in a collaboration in in a joint venture in in something and and just being a shady person, honestly.

Steve: Right. It's annoying.

Anny: It's yeah.

Steve: So, Bernardo Mac has a question. Question. Yeah. It's how do you define assistant and process in your business?

Anny: So we actually have everything mapped out, and we're actually having another meeting on Tuesday. We're going off-site. Evo, Jesse, and myself, we're doing absolutely everything all over as far as EOS. Mhmm. So entrepreneurs operating system Mhmm.

Or operating entrepreneurs systems. And we're remapping absolutely everything from who's responsible for what so that we know who to be, who's gonna be leading everything. And if something goes wrong, who who's that responsible party? Because we've been stepping on each other's toes, like, more and more as we're growing.

Steve: Well, with multiple businesses, it gets kinda confusing.

Anny: It does. So now we wanna sit down and absolutely map everything. And on top of knowing who's accountable or who's responsible for everything, we have sales processes. So we know as soon as something a lead comes in or whether it's a lead for a for a batch or a lead for the higher offer side, once a lead comes in, what happens? Who's responsible?

Where does it go? And our entire team, once we map this out, our entire team is gonna see it. Yeah. We're gonna show it to the entire team, make sure that everyone knows, and that's how we build our systems around what we want to happen.

Steve: Yeah. So, Bernard, if you have if you're not familiar with entrepreneur operating system, it's it's straight out of, the book Traction, which, you know, I love that book. One of the best books, I think, in the business. Yeah. And we just did Max and I, we just finished our quarterly off-site and Max shared with the team yesterday our VTO, right?

Here's here's the VTO. Here's our goal for 2020 and this is this is what's Evernote's expectation is and it's powerful, you know, having the process, having the systems in place where you can now write down your vision Mhmm. And then share that vision

Anny: Yeah.

Steve: Properly. And then, you know, you're talking about the, accountability chart.

Anny: Yeah. That's that's true.

Steve: Everyone now knows who's responsible for what. Might be three people working on it

Anny: Yep.

Steve: But only one person's neck.

Anny: Yeah. It's on the line. Yep. Yeah. Exactly.

Exactly what it is. It's, actually for and I think you had Gary on here. Gary Harper?

Steve: Not yet.

Anny: Not yet. So Gary, shout shout out. You need to come out here. Yeah. But he has on his one of his banners that he has that he always holds up to, to one of his, to events.

Mhmm. It's a a boat of everyone rowing. He's like, if everyone rolls together at the same pace, you get you get the results you want a lot quicker. So it's kind of knowing where you're going is the VTO and Yep. How you'll be able to achieve your goals.

Steve: Yeah. So, yeah. Again, Bernard, if you haven't read traction, definitely read traction. And if you're in business and you're you got systems that you're having challenges with, Gary Harper is definitely the guy. Yeah.

And then Devon wants to know, what's the one thing you contribute most to your success?

Anny: The one thing, this collaboration that we have going on, I would say being open. Mhmm. Being open to absolutely every opportunity that's presented and being open with the ideas that we have with the things that we're doing, but also being open to receiving. Yeah. And I think that's probably the biggest contributor to where we've gotten.

Steve: Right. And so, Devin, you know, again, what I was saying earlier, I met Annie and Evo at a meetup run by Brandon Simmons. Yeah. And, you know, we were in that meeting. Ivo was talking about list stacking.

And, again, like, what the hell is this guy talking about? Right? And but we were all in a room sharing what was working for each one of us. Mhmm.

Anny: And I

Steve: think that's kinda where the spirit of collaboration

Anny: That's started. I I think so. And it's not like, you if you look at it from the outside in, again, like, everything that we're doing, it kinda looks like we've been doing it forever. We've known each other forever. Yeah.

And it's not it's not that that's not the case. That's where we met Pace. That's where we met Jamil. It's Brandon, Bryant. It's, like, absolutely everyone.

Rafael, Brent. Yep. We're all in that group.

Steve: Yep. Exactly. Andrew's got a question for you. So he says his ex is a first gen immigrant, and he's convinced that this is a massive driver in her and not just top insurance agent in the nation. It's very impressive.

How much do you think having the immigrant element drives you?

Anny: Honestly, I I'm not sure. I know that I went from my family went from having being being well off to having nothing to now having to rebuild back everything. I think that seeing the drive in my parents want more for me Mhmm. And my brother, I think that's more of a drive for me than anything else. It's I don't think it has anything to do with my with us being immigrants personally.

I might be wrong.

Steve: Yeah.

Anny: But that's

Steve: like to make your parents happy.

Anny: It's it's not to make my parents happy, but it's knowing it's seeing the drive in them and they still have that drive. It's seeing that and I wanna be that. Like, I wanna do that. I wanna have that passion for whatever I'm doing and I and I see it in them every day. So

Steve: Yeah. That's good. You still have a very close relationship with your parents.

Anny: Yeah.

Steve: So, Andrea, I could tell you for me personally as an as an immigrant, we have I wouldn't say necessarily is the immigrant, but it's the, you know, with my parents. Nothing was ever good enough.

Anny: Yeah.

Steve: Right? And so I think that's one of the one of the things that drives us, you know, when we're in school, if you get our tests back, you

Anny: know, what'd

Steve: you get on your test? Right? And you're always comparing tests.

Anny: Yeah. Absolutely.

Steve: And your parents, no matter what, like, you got a 99. Like, why didn't you study harder?

Anny: Well, I know well, I'm not you. Like and and I had to, like well, actually, Eve was older.

Steve: He never studied. Always got straight As. And then there's me,

Anny: like, I'm like this like, I have my face buried in books for over days at a time. I get a B, and I'm like, I'm happy with myself. Right? But obviously, it's a you you see the difference as far as, like, your two children growing up, and I never I I got why he he got to where like, how he got everything to me seemed a lot easier than I did. But as far as, like, my parents, I forgot where I'm going with this, honestly.

Right. Well, we're talking about the the immigrant advantage. So, you know, I'm this, honestly.

Steve: Well, we're talking about the the immigrant advantage. So,

Anny: Oh, my parents yeah. My parents, they would always kind of they would never compare us, but they always wanted to push us to do more. It wasn't let let me compare it to each other. It was just you can do more. Mhmm.

It wasn't wasn't that it wasn't good enough. It's like you can do more. Like, you got it, Abi, but you can do more. You know you can do it.

Steve: Yeah. We got it different. It was you could do better. You and you gotta compare. Like, that's what we grew up with.

Anyway, that enough about me. Matthew Leonard wants to know, you know, people don't talk enough about profit. So do you mind sharing your margins on your on your wholesale side? Like, what's your average deal side deal size, and what's your profitability on your average deal?

Anny: So, yeah, as far as profit and this is something that we kind of we we we were talking about yesterday with Ivo and Jesse right after you guys met together. Mhmm. When people hear, like, I'm running multiple million dollar businesses, like, you don't like, people don't realize that that's not what you take home. Yeah. That's not always so just because you have a multimillion dollar business doesn't mean you're walking away with millions of dollars sometime.

But I think that what we've been excellent at is finding loophole finding, I guess, weaknesses Mhmm. And just leaning out. As far as our average spread, we're right now about sixteen five. And what we are taking home from that because of all the systems and because we have the SMS, and it's a little bit cheaper for me than everyone else because I still try to divide the two companies. Obviously, I'm not gonna rob batch for the, wholesale side.

But right now, we're looking at about take home for us. We're about $1,010,000.

Steve: Okay.

Anny: So that's including our acquisitions, dispositions, leads manager, and lead cost.

Steve: That's really good. So Bernard clarified his question. What would you say is the difference between a system and a process?

Anny: A system is, for instance, our batch lead SMS. Mhmm. That's a system. A process is how to use it.

Steve: Right.

Anny: How our leads get input in there. That is a difference between a system and a process for us.

Steve: And Pace wants to know if you're traveling to any events this

Anny: year. If I'm traveling to any events this year, I'm waiting to actually get an invite from Pace and Jamil to go to Pace and Jamil to America.

Steve: Me too.

Anny: So yeah. Well Yeah.

Steve: I got my ticket on yesterday. No.

Anny: No. Get behind me.

Steve: We'll flip for it.

Anny: Pace, I'm prettier. Can you take me as

Steve: I think we should put that out for a vote. So Najir wants to know, if you are all over today, what would you do?

Anny: If I was to start all over to get I would get in front of people. I would get in front of

Steve: TTP.

Anny: TTP. Not just sellers, honestly, though. Meetups. Absolutely. We didn't we didn't start going to meetups with Evo until probably a year and a half ago.

Mhmm. So being at meetups, meeting people, just knowing and collaborating with with others, that's exactly where I would start. I would I would build my network.

Steve: Yeah. Hastings is funny that we won't put it up for a vote. I guess, we won't put it up for a vote. So Elizabeth has a question about, what are your thoughts about the right people in the right seat? Do you implement, predictive index when onboarding your team?

Anny: We do DISC. Mhmm. So we actually, do DISC. And I do believe that the right people should be in the right seats because you kinda burn out. You can't have a high s and a c in a acquisition role.

That person's a is not gonna be a closer. B, they're all they just wanna do is is clean up their podio. That's all they're gonna wanna do. They're not gonna wanna make those calls. You need a high driver.

You need someone that wants to talk to people.

Steve: Competitive.

Anny: Competitive. Driven. Yeah. Absolutely. So, yeah, I do believe that that using a disc profile, would help you put the right people in the right seats.

Predictive index, I'm not really familiar with it, but I know it's the same concept.

Steve: What about, process mapping your operations? Do you guys have do you guys how do you guys create your, procedures?

Anny: So we started we started with a blank slate. We saw what other what other friends were were able to share with us. We saw theirs, and we started alright. So when a lead comes in, what happens? When that happens, what happens?

Who's responsible? And you just you start breaking it down. And if if it's a question, like, is it a yes or no, where does that kinda lead? Mhmm. We mapped that out onto Lucidchart, and then we ended up printing it.

And we we present it to our team just so that they can visually see it. We ask for our acquisition and disposition and sales managers, help to make sure that there's no gaps. Mhmm. Just because Evo, I, and Jesse as owners think it's the right way doesn't mean it's always the right way. So getting input from your team, I think, is huge before you make a finalized decision on it.

Steve: Right. And Ricky Morgan wants to know, what would be your biggest piece of advice to get from five deals a month to 10?

Anny: Calabrio. I don't I don't know. Yeah. I don't know what else. Calabrio.

Find people that can't sell their deals. Mhmm. That that their disposition or their buyers list is a little bit smaller. Help them sell. Help them grow.

Help someone else, and you're gonna grow with them. You'll grow together.

Steve: And Pace wants to know what is your superpower?

Anny: Alright, Pace. My superpower is, I guess, Dragon Ball. I know I know what else to say. I I think I'm very structured and organized in in my work life. I know ex like, where where things should be, where they should be Mhmm.

What time. And I think just that that that would be my superpower.

Steve: Yeah. We were joking about it online. Like, Annie's the only one in our crew who's in her twenties. We're all a bunch of old. Some of us are in her forties.

Yeah. But she's she's the dragon mama. Kevin wants to know Kevin Bozeman, what was your biggest mistake that you made and learned from in 2019?

Anny: So when we merged companies with Jesse Mhmm. We we stopped marketing both sides. Jesse and Ivo and I. Yeah. He

Steve: told me about that.

Anny: So we which was a disaster. We stopped marketing, beginning of beginning of April. So we merged in May 1 and April, we both stopped marketing. And pipeline was good. It was really good, really good.

And then once we merged, we had five or six acquisition managers because we merged the entire team with no leads. So then it was Eva was on vacation. He was on a cruise. Jesse is not a systems guy. I'm trying to put together all the systems from both sides with no leads.

Steve: You were.

Anny: Yes. I'm trying to put everything together. Jesse's trying to, like, keep everyone's morals up. He's trying to make sure that they're they're still excited about this amazing merge that we promised so many things. Mhmm.

But no leads. Yeah. And it was it wasn't until June beginning or mid June that we had our pipeline rebuilt. Yeah. So a month and a half was completely just honestly, I wanna say we probably lost about 80,000 in that month and a half.

Steve: So never turn off marketing.

Anny: Vacation, absolutely nothing that don't turn it off. Like, lose a liter or two, honestly, if you have to, but never turn it off.

Steve: Yeah. And then Chris wants to know what website or service are you using for your disc test?

Anny: Just Tony Robbins. Those when I hire, I use wisehire.com and that kind of come that's pre built into the person's application. Mhmm. So it doesn't show complete on my side until they complete that as well. Right.

Steve: So, WiseHire. Mhmm.

Anny: W I z e.

Steve: And then Jaya wants to know, as far as networking, he wants to know, like, what kind of networking? What what advantage does networking directly provide?

Anny: Collaboration opportunities, just helping each other. Just because I don't know the answer to something doesn't mean it's not out there and it's not readily available. Just talking it out with someone. Mhmm. And just like the development opportunity, like, we we wanted to do something.

We we had only a portion of it. On the other side, Chris, they they wanted they wanted to have this development opportunity, but they were missing a piece. We we were holding each other's pieces. Mhmm. Puzzle pieces.

So

Steve: And then if you were to come up with a plan, miss Bernard, if you had come up with a plan for networking, what would that be?

Anny: A plan? Mhmm. What does that mean?

Steve: If you were to say, alright. Like, let's say you had someone that just reach out to you.

Anny: Uh-huh.

Steve: Like, I wanna start growing

Anny: my business. I wanna start networking. What are the instructions? There's no instructions. Just let me see how this is this is how we kind of this is how we actually started the batch side Mhmm.

Is Jesse and Ivo called each other. And Jesse thought that Ivo needed help. Ivo thought that Jesse needed help. So they met together and they're like, how can I help you?

Steve: Right.

Anny: So help someone. Mhmm. Help someone, and it's kind of going back to the go giver. It's help someone. Don't really expect anything in return right then and there.

Just know that you when you throw out good, you're gonna get it back too.

Steve: Yep. It's not an agenda. Just go out there to help.

Anny: Yeah. That's it.

Steve: Charles wants to know how are you managing your time running several, million dollar businesses?

Anny: Honestly, it's it's difficult.

Steve: Yeah.

Anny: Our time so, again, I'm focused more on the wholesale operations. You and Jesse are focused more on the, the batch side. Mhmm. So the reason that I think that the way that we manage our time is I only I only tell them what what's going on in the wholesale operation on a Tuesday between nine to ten. At the other time, unless it's a fire that needs to be put out right then and there, they don't know about it.

Mhmm. Unless or they maybe walk through the room and they hear a conversation, but otherwise, they don't know. So I think that's how we manage our time. It's it's we have our meet weekly meetings, our level 10 meetings, and that's where everything gets brought up to the table.

Steve: And everything else is compartmentalized. Absolutely. Yeah. So how are you handling all those, distractions from everyone coming to your office?

Anny: In the batch office? Yeah. You close the door. We have little, like, wheels that we have. It's like do not disturb, knock, please come in, out of office.

It's a little round circle.

Steve: Yeah.

Anny: That's the best way. And honestly, I if I needed to do something and it's really I just need to, like, sit down focus, like, I go in earlier. Mhmm. Because no one else is gonna show up. Ivo's the only one that's in the office.

He gets in there anywhere from 3AM to six p or 6AM. He's in there. And then Jesse comes around, like, nine ish, but he stays along at the latest. So if I'm trying to get something focused, it's between the the the six and the nine because I know evil's not gonna talk to me.

Steve: And, Danbu wants to know how are you generating your leads right now?

Anny: SMS, RBM, and cold call. So we have Elizabeth's team. They're cold calling for us.

Steve: Mhmm.

Anny: We have four cold caller full four cold callers with them. So we have cold calling going there. We have RVMs. We're using our RVM system. We get between all, RBM estimate or RBM and, cold call, we get about 50 leads that go into our lead manager.

Mhmm. At that point, she qualifies or disqualifies people, and about four go to our acquisition managers. And then SMS is a completely separate platform that our acquisition managers, they see, like, hey. I'm busy. I'm not busy.

I'm gonna send out more text message or I'm gonna send out less. So they manage that. They just have, like, a quota to me at the end of the week. You should have sent out this many text messages and had this many conversations.

Steve: Right. Brent says that, you're a cuter, so I guess Brent's spoken. I guess we don't need to vote.

Anny: Brent There we go.

Steve: Brent Daniels has spoken.

Anny: Perfect. And

Steve: Jay Burra says that we should load up everyone in RV for all the supersizes of America. I think that's a great idea. I don't know about an RV.

Anny: Why not? It's just like a party bus. So just see what happens.

Steve: So Leo O'Gara wants to know, how many cold calls does your team do a day?

Anny: So it's actually Elizabeth's team that does the cold call for us.

Steve: Mhmm.

Anny: They do about 2,000 one person does about 2,000 a week. So break that down.

Steve: Okay. So 8,000. So that's can you do math right now? And how much money you guys put into it for, into cold calling?

Anny: Into cold calling. So it's something it's just, we have four people calling right now. We have I believe that they're at $10 an hour. Mhmm. So 10 they they work full forty hour shifts a week.

So it's our cold calling team.

Steve: What would you estimate to be your overhead

Anny: monthly, weekly?

Steve: Monthly.

Anny: Monthly? Right now, we're running around right around 11,000. That is our overhead for marketing, and that includes kind of, that includes all of our cold calls, all of our RBMs, the skip tracing that goes along with it, the purchasing of the list, absolutely everything from start to finish, and and all of the systems for to to manage our our lists.

Steve: And what markets are you guys in?

Anny: So we started marketing in Dallas. We weren't really prepared to actually go in Dallas. We kind of shut that off. We still have some some leads coming in. Mhmm.

But right now, primarily, we are focused in the Phoenix area, Phoenix, Tucson, and also some of Flagstaff.

Steve: I'm curious. You said that you weren't ready for Dallas. Mhmm. What makes you say you weren't ready for

Anny: Dallas? So, once we we ramped up the pipeline in June, we wanted to be the biggest that is the the greatest. Right? Mhmm. And we thought that having a huge volume would be easy.

Steve: Why not?

Anny: It'd be it'd be super easy.

Steve: Yeah.

Anny: At one point, we had 37 deals on the board.

Steve: Wow.

Anny: So it was 37 deals. They didn't all close. Mhmm. So it was things that got dropped. There's just too many pieces that weren't mapped out.

Steve: Mhmm.

Anny: And it was at the time where we were still learning each other, learning each other's strengths, weaknesses. Our team was or our team was still trying to get to know each other. And I would say that's why we didn't succeed. We also we had great partners out in, Dallas. Mhmm.

We just when once the acquisition let it go, like, who's responsible? No one knew. Yeah. Like, absolutely no one.

Steve: So it sounds like though it was really more of a team issue, not a location issue.

Anny: Yeah. It wasn't yeah. It wasn't the fact that Dallas wasn't right for us. It was just Dallas wasn't right for us at that time.

Steve: So then is that something that you guys would revisit in 2020?

Anny: Would it be something that I don't think so. At this point, like, I'm obvious I don't know what to expect. Like, if I was trying to map out 2019, I would have probably been way under on all of her goals. I knew what I knew I would have been under. Yeah.

I it's kind of difficult for me to answer that, but I'm not moving a market right now

Steve: Mhmm.

Anny: Unless I know that I've captured absolutely every lead, absolutely everything in my local market. Right. Because my biggest my biggest network is here. So I don't wanna go anywhere else until I'm tapped out.

Steve: Makes sense. Marissa Davila wants to know, do you ever feel like being a young immigrant woman was diff made it difficult for you to get into real estate investing?

Anny: I would say, yeah.

Steve: How so?

Anny: I would say, like, just think about, like, go giver. Mhmm. How many times have you seen me in the last, I wanna say, even, like, a year? Go there, maybe once or twice at work.

Steve: Not a lot. So Mostly Jesse and Evo.

Anny: Mostly Jesse and Evo because you walk into that room and all it's just so much just testosterone that's in the room. So in the beginning, I wanna say there wasn't very many female that were in.

Steve: It was just me and Danny.

Anny: That that's it. Right? In the Phoenix market, it was just me and Danny. Those those were the people that people knew of. Mhmm.

And it wasn't until recently that I started seeing a lot more women, which I'm really happy about. There's and and you're helping each other. It wasn't they're women that are helping each other grow right right now. Mhmm. So right now, I don't think you're gonna see the same struggle as probably a year or two ago.

Steve: Yeah.

Anny: But it was I think that there was a little bit of a bigger, hurdle for me to jump over because it's like, just naturally, I feel like people just, levitated and just talked to evil because, a, he looks like a giant and I look like a two a two year old kid next to him. But but they would assume that and they would assume that we're a husband and wife team kind of thing, which absolutely not.

Steve: It depends

Anny: on my brother. But, they always just assume that I was in the business just to help him out.

Steve: Mhmm.

Anny: Like, he was the head, and I was just kinda helping him out. Alright. And it's not How

Steve: did you deal with that?

Anny: I would say reach out to people that didn't reach out to him. Kind of network with people that didn't network with him. People that were intimidated by Ivo and his size and his name. Oh, we got Ivo Dragunov. Come on.

Like I mean,

Steve: he reminds me of the Russian boxer in Rocky.

Anny: My point exactly. Like, it's it's still a little bit intimidating. So the people that were intimidated by him Mhmm. Those are the people that I would network with. Those are the people that I was trying to get get a connection with that was that I was trying to grow my business with.

Right. So that's I think that's how I got around it.

Steve: I I

Anny: saw him walking away from evil. I'm like, that's my person. You're mine.

Steve: Sam wants to know what RVM system you're using.

Anny: We're using our own, and it's batch ringless batch voice leads. Sorry. Batchvoiceleads.com.

Steve: And then what Bernard wants to know with your SMS platform, are you guys providing best practices to keep delivery rates high?

Anny: Absolutely. So we are gonna have training on it. We have onboarding. We have absolutely everything that you're gonna want in an SMS platform. Mhmm.

On top of that, we are there. We have a team. We have a team that's there to support you guys to help support people to succeed because we're not gonna be successful in what we do unless people using our system are successful. So we wanna make sure that we're providing the best and the most resources Mhmm. To an investor, to a wholesaler.

And it's it's actually some of our old acquisition managers that are now support for batch. Right. They're in house. If they don't know answer to something, they come to me. They come to our acquisitions.

They ask, and we solve it then and there. We build up everything absolutely, like, from scratch on our end, from the batch side. So I think that knowing what does work and doesn't work in a wholesale operation is kind of what's led us to be so successful in the batch side.

Steve: Are you actually in the business?

Anny: Yeah. Absolutely.

Steve: Damon Gonzales wants to know, are you doing any door knocking?

Anny: We are not doing any door knocking. We actually don't even go on appointments. Mhmm. Everything that we do, all the contracts we do sign is virtual. So I don't do any door knocking.

Is that an opportunity, or is that something that I would look into?

Steve: Mhmm. Absolutely.

Anny: We we can't be pace. I don't I don't think anyone can be pace, honestly.

Steve: No. I'm good. That guy is crazy. Yeah. Crazy hardworking.

Anny: And yeah. And it's it's not just so it's not just the hardworking part. It's like I we're not I'm not as comfortable in front of a seller as Pace is. Right? Mhmm.

So I'm not comfortable in teaching someone. And if I'm not comfortable doing it, I don't know if I can be comfortable, like, leading someone to to do that. Right. So unless Pace wants to train my team.

Steve: But you guys are working on a mobile app.

Anny: We are working. So Batch is working on and I'm, like, super excited about it, actually. Batch is working on a mobile app. We're building it in house. We have, we have a few developers that are just specifically dedicated to that right now, and we're building it.

And then within I wanna say by March, we should be out of beta. Mhmm. And we're gonna have it launched, and we're gonna have launched with, obviously, PACE, Brent, Tom. Tom Kroll is helping out on this.

Steve: Mhmm.

Anny: So being able to to collaborate on something like that with such great people, I'm excited about

Steve: that. Amazing minds.

Anny: I can't wait.

Steve: So a simple question is, what do you guys do when you guys are locking up these deals? Like, how are you guys moving it?

Anny: How are we disbowing it? Mhmm. So the majority of our dispo goes through, SMS. We text message all of our buyers. Another portion of which is a lot of what a lot of people do.

Another thing that we do is we have many chat set up on our, Yeah.

Steve: I get harassed by that all

Anny: the time. I'm sorry. But it works. Obviously, you know we're there. So that's the point.

Steve: You wanna elaborate on what what ManyChat is?

Anny: Yeah. So ManyChat is you put it on top of your home, the website where your buyers go to. And it's kind of like a pop up that just goes in the middle the middle of the screen and asks people to connect to their Facebook. So once you connect to the the buyer as a buyer, you connect to the Facebook. And then once we have a property that's out there ready to market, you get it sent to your Facebook.

So it's you don't have Messenger. Yeah. You don't have the deliverability issues that email and SMS provides. So I think that's a really great way to go about it

Steve: as well. Yeah. And Nelson wants to know, how do you keep, everyone under control? How do you keep your team motivated?

Anny: Oh, how do we keep a Jesse? I think that's something that I'm still learning. Honestly, it's difficult for me. Because sometimes, like, I'll like, once I get my head in in in working, I become very monotone. And just, like, you come up with something exciting.

Not as monotone as you. What? Not as monotone, but it's it's difficult for me to, like, show a lot of excitement. I don't know if it's just the my personality type or what it is, but I'm still learning to just have those, like, emotions. And it's something that Jesse was, complaining about the other day.

It was like when something bad happens, I I say good. Yeah. And when something good happens, I'm like good. Yeah. Like, there's nothing in between.

So it's he's like, I need you to show me excitement. He's like, I need you to know that you're upset and that you're mad that we didn't hit a goal. Or I need you to I wanna see that you're excited that we did.

Steve: I don't think you need to change. That's a As a leader? Yeah. Jocko Wilnick, he did a an actual talk about this. And he says, it doesn't matter what the what happened.

The answer is good. He actually gave a talk, and it's called good. Just look that one up. Send that to Jesse to tell him to

Anny: shut up. Hey, Jesse. Can you look it up for me?

Steve: So do you know what your why is?

Anny: So until okay. Until recently, like, everyone talks about their why. And everyone's like, my wife, my kids, my husband, my I don't have that. I don't have the the family. I don't obviously, I have mom and dad, Abel.

Mhmm. But I don't have a family on my own. So it was very difficult for me to understand, like, what my why was. It wasn't until probably, like, three or four months ago that I realized that my why could be completely selfish, and it didn't have to make sense to you. It didn't have to make sense to to absolutely anyone.

And it was something that it was completely just for myself. Mhmm. My why is I never wanna be in that situation that my parents were in, and my why is to help people, actually. I wanna build these great companies. I wanna build these empires so that I can do more, so I can have a bigger network.

I can have a bigger reach, and I wanna help people is is my end game. I wanna be able to build houses and provide food and shelter to other people. And I don't think that I've actually shared that with many people, because I didn't know it.

Steve: But you demonstrated it this past Christmas Yeah. With your elf costumes.

Anny: Absolutely. Which you really didn't wanna participate in.

Steve: I'm not festive.

Anny: Come on, Steve.

Steve: What is your biggest struggle right now?

Anny: Managing and leading. Knowing how to be a good leader. It's not something that you can kind of, like, put a system in place for. So learning that is probably my biggest struggle. I wanna be supportive to my team.

Mhmm. And I know that I've fallen short sometimes, and I don't want that to happen ever. But it does, and it's kind of frustrating. And, like, I get frustrated, and I I think that they think that I'm frustrated with them. It's like I'm frustrated more with myself because I don't know how to fix it.

I don't know how to make them be okay with it with whatever's going on. Yeah. So that's my biggest struggle.

Steve: And what are you doing about that?

Anny: Learning. Learning. Learning, watching as many videos, reading as many books. Right now, the book that I'm actually, like, physically reading, because I do a lot of audibles, but I actually do actually read a physical book. The one thing so I'm trying to focus on one thing a day so then I can focus a lot more of my attention to my team Mhmm.

Versus because there's we always work off those checkbook boxes, like, got this done, got that done, like, what's next. Right?

Steve: Right.

Anny: So I'm trying to figure out, like, what's the one thing in the day that needs to get done so then I can turn around and focus on my team. Is it difficult? Absolutely. Because it's not I'm I'm the checkbook person. I'm like, done, done, done, done, done, done.

And I get a satisfaction from it, but it's not I don't think that's what's gonna propel us.

Steve: Have you read Good Leaders Ask Great Questions?

Anny: No.

Steve: It's my favorite leadership book. Just check it out.

Anny: Will do.

Steve: And Damien wants to know, are you doing any mentoring?

Anny: Personally, we are not doing any mentoring. I don't think we have enough time to do so. There's plenty of people that are out there. I know you do some. Mhmm.

So if you're trying to learn, trying to great mentor, I would say you you're probably a really good mentor to learn from. Like, I learn from you constantly. So it's not

Steve: Appreciate that.

Anny: Yeah. So it's not it's not something that it's on my books right now. Yeah. Will I be open to it eventually? Maybe.

I don't know. I can't answer that Yeah. Right now. No.

Steve: And Leo Aguirre wants to know how many contracts do you all do you all get on SMS? He's got to see y'all, I think, because he's from Houston.

Anny: Alright. There we go. So SMS. So we just actually left our previous platform that we were using, and we are full on the batch platform. Mhmm.

Right now, we are working on our second contract. So I'm not able to answer that question because we just migrated systems.

Steve: What about on your last system?

Anny: Our last system, we were doing three deals a month from SMS. Cool. So total of ten, three from SMS.

Steve: So one thing that helped a lot, you know, and bonded a lot of us was WeLive back in Dallas last year.

Anny: Yeah.

Steve: And I tell everyone that you're the lead troublemaker.

Anny: I this. I don't believe that.

Steve: So you wanna talk about why I feel that way?

Anny: Yeah. So it was, it was we came to support you. Right? It was, we came to Dallas to support you because you got an honor to speak on the same stage as, Gary v

Steve: Yeah.

Anny: Max Maxwell and a lot of other great people. So we wanted to be out there to support you. And I think you actually mentioned you were like, yeah. It's my half birthday. I'm like, oh.

Steve: I know. I didn't say anything. You did. I did not. No.

What happened was Jamil was giving a toast at the table to me saying, you know, without me,

Anny: you wouldn't all be there.

Steve: And I said, this is really uncomfortable. And it feels like everyone's standing around singing happy birthday. Yeah. Well, I mean

Anny: And then I told the waitress, that it was your birthday. You got free cake from it, and you still, for some reason, were not very happy. I still have pictures of that, and and and I promise to do it to every every time we travel out of state together, to an event, whether we're speaking together or not, I promise if I'm there, I'm singing happy birthday. And I'm sorry, mom. I know you told me not to sing in public.

Steve: And it happened again.

Anny: Yeah. It happened again in in Houston. Yeah. Yeah. But it was your birthday.

It was close to close enough to your birthday.

Steve: It was close. Yeah. Alright. So, if someone wanna get a hold of you, how would they do that?

Anny: Facebook, Instagram, and I don't know if I should phone number that

Steve: As your call. I don't normally recommend it, but pasted it. Some of these other guys are doing it.

Anny: Alright. Phone number, (602) 622-5322. Just text me because I probably won't answer if you call right now. Just text. I'm I'm pretty good at that.

Steve: And are there any last thoughts you wanna leave the listeners with?

Anny: Yeah. I would probably just go back to if you're looking for trouble, you'll find it. Mhmm. So if you're looking for collaboration, you're looking to grow, you're looking for for for great circle, something to build something that, like, what we have here, go looking for it. It's

Steve: Yeah. I think you'll find it.

Anny: Intentionally. Yeah.

Steve: You know, I've talked to a few people, you know, going to these different events. So, like, you guys in Phoenix are weird. Yeah. Right? And they're, like, we wanna do it.

We wanna do the same thing. But it doesn't exist.

Anny: Mhmm.

Steve: And my feedback to them has been the same every time. It's like, if you're not finding it, then create it. Yeah. Absolutely. And they'll find you.

Anny: Absolutely.

Steve: Yeah. I love that message. So, guys, again, if you like this show, please share this episode right now because the rising tide does lift all boats.

Anny: There we go.

Steve: And thank you very much. Thank you. Thank you, guys. Thank you. For tuning in.