Garri Tigranyan Shares How He’s Flipped 200+ Properties And Even Made $300K on One Wholetail Deal

Steve Trang: Hey, everyone. Thank you for joining us for today's episode of Real Estate Disruptors, our second episode of the day. Today, we got Gary Tigranian

Garri Tigranyan: Yes.

Steve: With, what is the name of your

Garri: company? Cash Investors.

Steve: Cash Investors. And he came in from LA to share how he's doing. He's done 200 flips

Garri: Yeah.

Steve: In LA, and he's even done 300 k on a hotel. Yeah. And we've also also talked about some other mindsets that they're gonna talk about as well about, why 30 k doesn't make sense. Yeah. So we're gonna definitely dive deep into that.

If this is your first time tuning in, I am Steve Trang, broker and owner of Stunning Homes Realty, founder of the OfferFast Homes app, the only MLS for off market wholesale properties. And I'm on a mission to create 100 millionaires. So if that's something you wanna do, let's connect on Instagram. If you're excited for today's show, please give me a wave. Give me a thumbs up.

And as a friendly reminder, I do not charge a dime for the show. I don't make any money doing this. So here's all I ask. If you get value today, please, tell a friend. You can share this episode right now.

Tag a friend below, or tell him your best takeaway from the show later on. That way, we can all grow together. And don't forget, this is a live show, so please post your questions for Gary to answer. You ready? Let's do it.

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

Garri: So you do you want the long answer or the short answer?

Steve: Less than ten minutes.

Garri: Okay. Alright. Cool. So I was doing a bunch of stuff when I got out of high school. You know?

I got into, didn't go to college, went for college for three days, had to leave. My dad got sick, and I had to make money. It just wasn't for me that the stuff that I wanted to learn just wasn't there. Got into selling cars, then I met a guy at the dealership. He had a check on him for $40,000.

I'm like, what do you do? Dress sharp in his suit. He's like, I'm in the mortgage business. I'm like, great. Can I, like, can I come work there?

And he said, sure. I went for an interview. They hired me. And I asked him, hey. That $40,000 check, was that, like, your yearly bonus?

What was that? He's like, oh, no. I made that in one month. I'm like, wow. Like, I want in.

You know? Because I'm used to making, like, $6 a month, 6 to $8 a month at the car dealership 18 years old. Mhmm. I was excited.

Steve: That's really good for an 18 year old.

Garri: Yeah. Yeah. Yeah. I didn't know what I was doing, man, but I guess I was selling cars.

Steve: Alright.

Garri: And then I got into the mortgage business. I really wanted to quit, man. I just didn't understand the terminology. The LTV and CLTV, all this terminology. I never understood it.

Steve: Which you understand now.

Garri: Yeah. Yeah. Of course. Yeah.

Steve: So I was getting ready

Garri: to quit. My mom said, you know, just stick around. Like, my parents said, just stick around. This could be good and got some other mentors in my life just to stick around. So I stuck around.

And six months after, I was the number fourth guy in the company. They had over, like, 300 agents. I grossed, like, $84,000 that month. I was in a I was 50% commission split, so I got a check for, like, 40 something thousand. I'm excited.

Steve: Oh, you did what you said out here.

Garri: Yeah. Yeah. Yeah. I was excited. And then fast forward to six months past, I had an opportunity.

My attorney friend said, hey, Gary. I'm looking to open a office in Glendale. I have an office in Tustin. I wanna move it to Glendale. Would you wanna partner up?

I'm, like, 21 years old or something like that. I said, sure. Let's do it. Mhmm. Opened a mortgage company.

Had no idea of what I was doing. I took the chance. I'm like, he's paying for it. I'm paying with time. Let's do it.

Right?

Steve: Right.

Garri: So we opened the mortgage company, did really well, went and bought my car, was making literally, on average, like, 40 to $50 a month consistently. Then o eight happens. Market crashes. I lost everything. Lost a car.

We bought a house to flip under my parents' name. Lost that. I'm like, what do I do now? Like, none of these loans that I thought were gonna go through are going through. What do I do?

I lost everything starting from zero. Actually, negative. Not even zero. Negative. Got into doing loan modifications, debt settlement, that business.

And then I was like, you know what? I'm not filling this business, loan modification. We got screwed with the attorney that we hired. He owed us he owed us over, like, $6.06 figures. We've collected a lot of money.

In six months, we collected half $1,000,000. Mhmm. He never paid us. Wow. Yeah.

So we lost a lot of money, me and my old partner, and then we got into, like, debt settlement. I didn't believe in that business model. I was like, no. I'll figure something out. So I went to job hunting.

I went through, like, different banks. CarMax went back into the car, but it's just different all over the place. Before I got into flipping properties, that one year of of time frame, I was recruited by different loan company mortgage companies, banks. Mhmm. And they paid me guaranteed salaries.

You know, 4,000 a month for three months. Another company paid me $10 a month for three months. And the last company paid me $7 a month for three months. The last company I was at, the manager gave me a list a login, sorry, not a list, a login of new, new deals that would go on the market, and you had to call the realtor to see if you could get a loan out of it. Mhmm.

And I would see short sell, short sell, short sell. I'm like, wow. So many short sales. What's up with short sales? Let me let me let me start calling some of these lists.

This is 2012? 2012. Started calling, got a deal, and that's how, like, I kinda got into the business. I got a deal. I had no money.

Steve: So they're asking you to call to do the loan Yeah. And you called called to buy the house. Yeah. There's miscommunication somewhere.

Garri: Yeah. Yeah. Yeah. No. I still pitched the the the loan thing, but Okay.

I already knew, like, I'm leaving this business. I hated sitting at on the desk and just the business wasn't fun anymore. Mhmm. The money wasn't there anymore. It just yeah.

It wasn't fun. So I

Steve: That was a brutal job. I did a lot of short sales. Yeah. That was a brutal job.

Garri: Yeah. Yeah. So the way, my first deal and then this kind of ties in how I got into the business. My first deal, it was in 2012 or '13. I can't remember.

We I was it was, like, 3AM. I couldn't sleep. And I went on Redfin Fin on my phone. I was looking at deals. I'm like, hey.

You know what? What's up with this this house? It was, like, five blocks away from where I used to live. Mhmm. I called the agent the following day.

She says, Gary, I have 27 offers. I'll never forget her name, Lily Ortega. She said, I have 27 offers. Do you like, what do you wanna do? I said, can you put me backup offer?

I have zero money. I think I have some investors in mind, and she said, sure. I'll put you as backup. She puts me in backup. Two weeks passed.

She calls me. She said, Gary, they didn't perform. The house is yours. Do you want it? I said, yeah.

I want it. Mhmm. Right away, I called my investor friends. I met one of the investors while I was working at the bank, and finally, we bought the house. I'm a partner with them.

We're gonna go three ways. We flipped the house. I'm expecting a check for $60,000. They made a 180,000 profit. I'm expecting a check for $60.

He hands me a check for $9,000. Heartbroken. Seriously, I was heartbroken. I was in tears. And that was very, very painful.

That time my daughter was born. And I was like, man, what do I do? I renegotiated. He paid me $16,000.

Steve: Was the original agreement three ways? Yeah. Yeah. Yeah. He just

Garri: I was a kid, and our agreement was on paper and not really, like, official document. It was just

Steve: Doesn't matter?

Garri: Yeah. No. He and he knew I didn't have the money. What am I gonna do? Sue him?

I have no money to sue him. Yeah. So I I but, you know, God spoke to my heart. God said, I'm gonna bless you a lot more. Mhmm.

And it's funny how that situation years down the line, we spoke again with that individual. Mhmm. And he kinda apologized, like, man, we should do some deals together and this and that. Get the

Steve: hell out of here.

Garri: Yeah. I was like, it's alright. I'm I'm I'm good. Yeah. And

Steve: so that was 2012, 2013 Yeah.

Garri: When you did your first deal. Yeah. Okay.

Steve: So then you quit your mortgage job. Yeah. And

Garri: I I got fired, actually.

Steve: Yeah. Probably because you're buying houses you're supposed to Yeah. Yeah. Put your loans on. So, okay.

So you got your your first job or your first deal, and then what?

Garri: So I got that. I got paid. I'm excited. I'm like, man, I I need to do more of this stuff. One of the contacts I called while I was working at the mortgage company, the realtor said I have the short sale, but I already have a buyer for it.

And I right away, I asked him, well, do you have anything else? Mhmm. He said, yeah. I do. I have something in Paramount.

I said, perfect. I want it. I was working with another investor at that time.

Steve: And, Better contract this time?

Garri: Yes. Yes. I well, I thought so. And here's another funny story that happens here. So we end up buying that house.

That investor is also a real estate broker. He was supposed to give the realist listing back to that agent that gave us that deal, and I was a, 20% stakeholder into that deal of the profit. So house is fixed. Agent never gets the realist. He screws him.

I'm heartbroken. I'm like, yo. Like, you're screwing my contacts. You know, I'm trying to create a contact with this person. Make relationships.

Make relationships. So he ended up listing it himself. They sold it. I'm supposed to get a check for 18,000 and change. Escrow gives me a check for $10.

I'm like, what's is this the business I'm in? Like, everyone's screwing each other over. Yeah. I grab that check. I go to that agent that was supposed to get the realist back.

I said, here's my check. We're having sushi. I'm like, here's my check. This is what I got paid. I'll give you half.

Mhmm. He said, no. It's fine. It's yours. Keep it.

We kinda, like we started talking about business and life and stuff. I'm like, man, this guy could relate to this guy. You know? Like, he's also a brother in Christ. We just we just hit it off.

We looked at each other. We're like, hey. Why don't we just do flips together? That part part business partner now is my that person is my business partner, Sergio.

Steve: Okay. That's how we met. Oh, here's the agent that got screwed.

Garri: Yeah. Okay. We both got screwed. Our first month bought three houses. Uh-huh.

Our first deal that we bought together was an agent, Larry Bovshau. I'll never forget him. And all this ties down to that $300,000 deal. Alright. So I'm naming these people for a reason.

Steve: Yeah.

Garri: Our first deal was with Larry, and ever since, we've been doing a lot of deals together.

Steve: Yeah. And so and then this was around

Garri: when? This is 2014, 2015, around that time.

Steve: Okay. So then you guys just hit the ground running then. It and there wasn't, like, a steady ramp up. You guys just Yeah. No.

We flying in LA.

Garri: Yeah. Yeah.

Steve: Okay. Yeah. So then you're saying we're we're leading up to 300 k. I got Max right here. He's he's, on I think he's leaning forward, hand on his knees, you know, probably bouncing a little bit.

He wants to know about that 300 k assignment.

Garri: I'll okay. I'll tell you guys. I didn't know how big of a deal it was. I just thought, like okay. I gotta do I have it?

I do have it. Every year every year, I write down my goals. I have it here with me. Every year, I write down my goals. This year, you see that?

Make 400 on a on a flip or as is. Mhmm. Every year, I write down a goal. About two years ago, one of my things was, like, I gotta make a 100,000 on a deal. I did that.

Mhmm. The following year, I was like, I need to make $200,000 deal. I did that. Last year, this is the $300,000 deal. I put it beginning of the year, I just put it out there, and I figure out let me just put it out.

Let's see what happens. Larry, that agent I mentioned to you, he calls me. Mhmm. He actually calls me then emails me. He said, Gary, I have this fourplex down in LA.

Has foundation issues. They want eight I believe it was 850,000 or 800,000. One of those numbers.

Steve: 800,000. Fourplex. Yeah. Man, that's really high. But anyway

Garri: Well, that's a deal in LA. Has foundation issues. I said, alright. Cool. 800,000.

Right away, this was outside of my norm because we don't buy fourplexes. We're just, you know, single one unit and stuff like that.

Steve: Yep.

Garri: Right away, I called this guy that I know, Persian guy. I said, hey. I have this house that I'm picking up. This is the address. This is what I want for it.

Do you want it? Without hesitation, he said, yes. I was testing him out. I was trying to see if it was a good deal. He said, I'll offer you $8.50.

I'm like, alright. Cool. So I already know I have 50,000 there I can make. Right, right away, assign it. I said, alright.

Cool. I said, Larry, we we want it. We're interested. Mhmm. We go see the house.

Right away, it was a probate deal. Okay. No court confirmation. The seller's there. I I started building rapport with the guy who worked for, the telephone company, built really good rapport with him.

And I said, look. I wanna buy this house. I'm gonna, you know, preserve it. And we true we true we truly wanted to hold on to it because we wanted to build our rental portfolio. Mhmm.

And he said, you know, I'm gonna sell it to you. We did our inspections because a lot of these houses built in LA are built in the, you know, forties, fifties, sixties. They have a lot of damages. Mhmm. The sewer pipes are bad.

So I do all these inspections to get a credit. So we did an inspection, got it down to $750,000. Yeah. We bought it for 750,000. We closed escrow.

I put it on this Facebook group that, buys houses off market. Right away, I got a bunch of people hitting me up. I'm like, man, there's something there. Then we got into escrow. We sold it.

There are some hiccups there in that sale. I learned a lot of lessons in that in that transaction. We got paid. It's, like, a little over $300 we made on that deal. I'm like, man, this is incredible.

Right? Mhmm. Right away, I took that money. We took a little bit of profit, dumped it into our Marina Del Rey project, the one I was just showing you.

Steve: Yeah.

Garri: So that was the whole story with that $300,000 deal. And it's relationships. Relationship is number one.

Steve: Yeah. So and that's something that, you know, it's kinda funny. Like, your your history is kinda like, Kenny, Casares. I don't know if you've watched that one, but he was a loan officer. Same thing.

He quit his job to go work for a loan officer, and now he gets his business from realtors. Wow. So it sounds very similar. So, I mean, LA, I've I've heard from the outside. I haven't gone to check out the competition.

I have no desire to expand out there. But I hear it's brutal as far as the competition. We're I'm hearing, like, 5,000, 8,000, 12,000 per deal to do a deal in LA. Is that numbers that you've heard? Is that, like, BS?

Like, what?

Garri: When you say 8,000 that's, like, wholesale fees?

Steve: No. No. I'm talking about, like, acquisition, like, cost per transaction. Like, for you to do a deal, to find a deal, here's how much it costs.

Garri: So let's talk about that. Our acquisitions are nowhere near that. I I I have a different system of getting deals. We go after not to get too specific, but we go after a lot of, preforeclosures.

Steve: Mhmm.

Garri: And I always tell clients, there has to be a win win situation. Has to be a win win for you, a win win for us. And we come to terms where it's a win win for them because, look, not every house is meant for us to buy. Yeah. Right?

Not every house. But we also have a real estate company. So if it's not meant for us to buy, but they do wanna sell, so we'll flip it into a retail transaction. Mhmm. But some clients that are losing their house, they have equity in the house, and they need a loan just to pay off their 30,000 that they owe.

Mhmm. We have access to that too. So I could give them a second for $30, and now they caught caught up on their payments. Mhmm. Now I'm their hero.

Right?

Steve: Right.

Garri: We're their hero. We're we're we're like, oh my god. We we helped them out. Mhmm. Now if it's time for them to sell, who are they gonna come back to?

Us. Yeah. So we get a lot of business by nurturing and

Steve: liens?

Garri: Yeah. I'm doing seconds as well.

Steve: So you're doing second liens, and then if they have a problem later on, they're calling you. Yeah. I'm assuming there's some sort of tracking in place to make their house

Garri: is not foreclosure. Yeah. Yeah. Yeah. Yeah.

Yeah. Yeah.

Steve: Okay. Interesting. So then you're saying, that's your primary way. Well, that

Garri: that's just one of the ways we have even if we don't give them a second. Right? Mhmm. So that these people have they're in a situation where they need to do something. Their backs against the wall.

They need to do something to have a a ticking bomb with the with the foreclosure coming up. And they've already done so many stuff where they need to do something, so we offer assistance in foreclosure prevention. We literally sit down with them. We'll figure out what their expenses are, what their income is, see if they qualify. So

Steve: you're helping them do a budget?

Garri: A budget. Yeah. And it

Steve: probably helps that you have loan mod experience.

Garri: Yeah. Yeah. Yeah. Yeah.

Steve: Yeah. Yeah.

Garri: Yeah. Okay. So we do all that. We look at the numbers like, okay. Cool.

Mister customer, this makes sense. You could save the house. Mister customer, look. I mean, every month, you're negative $1,000. How are you surviving?

Surviving? Do you have money under your mattress? Yeah. So, and with those relationships, we're able to get a lot of deals funneled to us Mhmm. Because there's a lot of opportunities in that little field.

Steve: Okay. So you're going in there as an adviser

Garri: Yeah.

Steve: As a consultant. Yeah. And then if those other options can't be don't doesn't work, then you'll list it or buy it. Yep. Gotcha.

And we see you guys have a real estate company. Is it predominantly Sergio, or you guys actually have a brokerage?

Garri: Sergio is a broker.

Steve: Okay. Sergio is the broker.

Garri: Yeah.

Steve: Gotcha. Okay. So then how are you getting into the living room? Right? How are you getting inside these houses?

What's your primary marketing channel? Two. Two ways.

Garri: Door knock, traditional Mhmm. And, phone calls.

Steve: Okay. So you have an army of door knockers?

Garri: Yeah.

Steve: How many door knockers do you guys have? Six. Six. And And they're just door knocking

Garri: all day? Door knocking all day. VAs calling, sending text messages, ringless voice mails Okay. The whole

Steve: shebang.

Garri: Awesome. So then, you

Steve: know, door knocking is a is a piece that's missing in our in in my own personal business. Something that, you know, we look at maybe adding to our, our, our arsenal.

Garri: You should.

Steve: So walk me through this. You know, let's say I'm trying to build this door knocking side of my business. What's the first thing I need to do?

Garri: Go to the door and door knock. No. You you identify the the leads that you're going after. Right? Identify the leads.

You go to these people. You door knock and just build a relationship with them. You tell them, hey. Look. I understand you're getting a lot of calls.

Investors trying to call you, trying to buy your house. Look. I'm here to

Steve: nasty vultures.

Garri: Yeah. I'm here to literally assist you and then figure out what you're what you wanna do. And since we have the the second liens I could offer them, we have all these tools. Mhmm. I'm confident when I go in there.

Right? Because I know if they have equity in that house, I could offer them money Mhmm. To save them from getting foreclosed on. If they don't have equity, now I go through their budget because I have the knowledge to do that. Alright.

And we'll not only me, but everyone on our team is knows knows how to do that. And we'll sit down, and we'll give them analysis. Okay. Look. This makes sense.

This doesn't. I think the best option in your situation since you're upside down is doing a short sell.

Steve: Mhmm. So there has to be something, though, to because when you knock on a door, they're typically not wanting to open a door. Right? They're being harassed by investors, by debt collectors, by other people. So they typically don't wanna answer the door.

So their guard's really high. Right? Am I am I wrong

Garri: wrong? Our approach is nonconfrontational. Like, we have, like, literally, like, uniforms that we wear, with our other company. Mhmm. And we go there with our clipboard, and we just knock on their doors.

Hey. Look. We're not trying to intrude you. We understand, like, you're going through a lot of hardship right now. We wanna offer you solutions.

Mhmm. We're not interested in buying your house. But if that's an option, we'll entertain it.

Steve: Alright. So there you go. You go in and say, we're not here necessarily to buy your house. We're here to help you

Garri: Yeah.

Steve: But if you need to sell your

Garri: house. Sure. Yeah. But that that you gotta go through the motions with these people. Mhmm.

It's not just, hey. Knock on the door. Okay. You don't qualify. Cool.

We're gonna buy your house. No. You gotta you know, you might have to submit a loan mod. Mhmm. You know?

We don't charge any money for that. Yeah. You might have to do certain things to to, for them to go through the the stages.

Steve: Okay. So then going back to your talking about the second lien, do you have a budget? Do you say, like, this is the max amount I wanna do in a second lien?

Garri: Yeah. So we have a we partner up with with a few individuals to have, I don't wanna say unlimited money, but a lot of money.

Steve: Mhmm. And I bet everyone's

Garri: rich in LA. Right? They have, their criteria is 65% CLTV. Okay.

Steve: So if

Garri: it fits in that, location is cool, they'll lend. Okay. So there

Steve: was second up to 65. Yeah. So if if it's, like, a whole lot, like, like, I don't know, 300,000 in equity, they'll do a 100,000.

Garri: Oh, yeah.

Steve: As long as they're 65. Yeah. Cool. What's the interest rate they charge on that?

Garri: 12%.

Steve: Okay. Gotcha.

Garri: Yeah. So it's if it's a $100,000 loan, thousand bucks a month.

Steve: Right. Fair enough. So then, you know, one of the questions I always like like to ask a lot is Sorry.

Garri: And it's a five year term.

Steve: Okay. It's a balloon payment.

Garri: Yeah.

Steve: So one of the questions I like to ask a lot is how is your operation different than everybody else? It sounds like it's the door knocking consultative approach. Is your cold calling approach the same way? Yeah. So you're calling to offer solutions.

You're not calling just like, are you looking to sell your house for cash? Yep. Gotcha. And then your target

Garri: Sorry. That that I think that wave of is played out. Everyone's calling that.

Steve: Everyone's doing it.

Garri: And and now it comes to a point where, well, this investor offered me a $100. How much are you gonna offer me? Oh, $1.00 5. Oh, this one offered me $1.00 5. How much can you offer me?

$1.10. Mhmm. There's no relationship in that.

Steve: Yeah. Purely transaction.

Garri: Yeah. It's purely transaction, and I don't wanna fight that battle. It's it's it's not a win win for us.

Steve: Okay. And so for that reason, you're saying your cost per transaction is not Oh. In the thousands? No.

Garri: No. No. Not at all.

Steve: So what is your cost per transaction? Hundreds. Hundreds. Man, I bet some of your friends are jealous. Okay.

So then you don't do a lot of wholesaling? No. Any wholesaling?

Garri: No. Okay. Wholesale, I we bought a lot of houses, sold it as is.

Steve: So wholesale or flip. That's basically it. Yeah. How much wholesale and how much flipping?

Garri: 90% flipping. Mhmm. Maybe 10% wholesale.

Steve: Okay.

Garri: On the hotels, like, it has to be, like, home run deals where we're we're making, like, 150, 200, 300,000. Mhmm. Or else I'd rather just flip it.

Steve: Okay. And so Todd Toback was on the show yesterday, and his thing was about thinking big. Yeah. Right? People think too small.

So for him, like, it's like they're targeting 50 k assignment fees. Right?

Garri: Okay.

Steve: But you're flipping then, you know, you were talking about you used to be happy making 30 k.

Garri: Yeah.

Steve: And I heard something crazy last year, not crazy for you, but crazy to me, was Jason Boosie was saying, I think, in wholesaling houses full time. If I'm not making a 100 k, I'm not it's not worth my time. Yeah.

Garri: That's true. And I

Steve: was like, man, I would love to be like that guy. Yeah. That's a that's a wonderful mindset because at that time, I was totally happy with 3 and 5,000 assignments fees. 3 or 5,000. No way.

Oh, I mean, but yeah.

Garri: Yeah. Yeah. I gotcha. Gotcha.

Steve: So now our target is 15 to 18,000 on the assignment fees. Gotcha. But when I heard the 100,000 is not worth my time, I was like, wow. That's crazy. And then Haim was here last week, and he said the same exact thing.

Yeah. 100,000 or is that worth my time? Yeah. So you said that you had an epiphany. You were at 30,000.

And then

Garri: Oh, yeah. Now if we're not making a 100,000 minimum Mhmm. I mean, I'll take 80,000. Right?

Steve: You'll settle for it. Yeah. Yeah. No. Look.

Look. That's like if someone gave me a Lamborghini. I'd try Yeah.

Garri: Right. Yeah. I'll do that.

Steve: Try to buy it.

Garri: I mean, like, we always try to shoot for a $100 minimum deals. But sometimes things come up. You know? You'll make $60, $50, grand, whatever the case is. But if I know from beginning stage of purchasing a property, I'm gonna make $30, I don't even touch the deal.

A lot of wholesalers out in LA that will tie up houses in, like, through, just regular retail. They'll tie them up, and they'll try to wholesale it to them. I don't even watch those deals. There's another company, not to mention names, but

Steve: You can mention names.

Garri: Yeah. It's New Western. Yeah. Waste of time.

Steve: Yeah. They're catching a lot of flack right now. Yeah. They're building a really bad brand for themselves right now.

Garri: I don't know. I've known them for a while back in LA. A lot all their deals are loser deals. Yeah. And I don't like, I get those deals emailed to me.

I don't even touch it. Mhmm. It's not it doesn't make sense.

Steve: Right. So then when did you make the decision? Like, if it's not a 100 k? Because you were at 30 k and you were happy.

Garri: Yeah. We were.

Steve: So which point did you make the decision to go from

Garri: It was like two two two or three years ago two years ago to three years ago. Some things changed in the LA market. For those of you that are in LA, you guys will know this. ADUs, I think I showed the garage conversions. So now you have a structure that's there.

You could convert that structure Mhmm. Which is gonna cost you maybe $30.40 grand. And now you're you're making, like, $304,105 dollars a square foot. Some areas like Marina Del Rey, the project I have Mhmm. They're at almost $1,000 a square foot.

Right. So it just it's a no brainer just to convert that. Mhmm. Now two things happen. A, you're gonna make money.

B, the person that's buying it, they can rent it out to supplement their mortgage payments. So it's a win win for everyone.

Steve: Yeah. But But you're saying the ADUs is basically when you had those mindset shifts?

Garri: Yeah. Yeah. The ADUs, like, like, two years ago, and we were just kinda spinning our ears. Like, man, what are we doing wrong? We're we're taking anything now.

Right? At that point, we're just like, alright. Get us deals. Now Now it's like we're picking. She's okay.

Cool. We want this one. We don't want this one. This one is more for retail. We'll just do a retailer.

I mean, the commissions we're gonna make in LA on a $500,000 house at 6% is $30. Half of that, $15, I'll take that all day long Mhmm. Without having to do any risk.

Steve: Right.

Garri: So, yeah, just picking and choosing the right deals.

Steve: And I think also part of your calculation is that you're splitting everything three ways, or is that not part of the calculation?

Garri: No. Not everything's split three ways. It's Sergio and I. We do have sometimes different partners that come in. Mhmm.

We will split three ways. But if it's a deal Sergio and I get, obviously, it's just him and I. Mhmm. But we do offer, partnerships to people that bring us deals or they canvas themselves. Mhmm.

They'll partner up with us, and we'll go through ways.

Steve: So I find a deal for you Mhmm. Right, in LA. Mhmm. And I just found it, and I bring it to you and you guys buy it, flip it, and list it, what percentage of the profit am I getting for being the guy that brought it to you?

Garri: It all depends on the profit. Right? If it's a $30,000 deal, I I'll tell you, just don't even bother. Like, you do it on your own. Right?

But it's not But I'll help you. If it's not yeah. We'll go threeways.

Steve: So let's put threeways. That's really generous. Yeah. Okay. And then what does your organization look like today?

Garri: We like to keep our organization small, man. I'm it's it's right now, it's Sergio Eisenhower. It's about seven of us Mhmm. That's in the office. We have a bunch of, like, outside people just bringing in deals, but full time seven.

Steve: Okay. So the seven people, what is what what are their roles?

Garri: Just acquisition, man. Everyone's acquiring. Sergio is one of the counselors. I want the counselors how we have a bunch of, like, four or five counselors. Mhmm.

We have junior counselors. Their job is to become senior counselors.

Steve: So even on the title, like, on the phone, we can have a counselor over to your house.

Garri: Yeah. Yeah.

Steve: Yeah. That's huge. Yeah. Right? I mean, that's it's a completely different conversation.

Garri: Or just to take a step further, we invite them to our office. Right? Because now you have more control. Now they they kinda need you. When you go desperately to their house, You don't, like, they don't really I know.

I know. It just It's positioning. Yeah. Exactly.

Steve: Right. And it's your home court versus their home court. Yeah. Yeah. That's awesome.

Okay. So it's mostly counselors.

Garri: Yeah.

Steve: Alright. So, the cold calling, RVM texting. So the cold calling, in office, out of office? In,

Garri: few of the guys are in. Mhmm. We also have, VAs in The Philippines calling.

Steve: Okay. And then those guys that are calling in the office, what do you pay those guys?

Garri: It's all commission.

Steve: Okay. So they get a percentage of the profit? Yes. What do you pay?

Garri: Or or sometimes we'll pay them up like, everyone's different. Sometimes, some people need money upfront. I'll give them money upfront. Anywhere from 3 to 5,000, I'll pay them upfront. We also have a back end deal.

Mhmm. Well, they'll give some we'll give some money now, and then we'll do a draw against the back end deal. Mhmm. So it depends on the person who, you know, how much experience, how much deals they have, all that.

Steve: Gotcha.

Garri: Yeah. Anywhere from three to five thousand upfront, also anywhere from 10 to 20% on the back end, sometimes 3% on the back end.

Steve: Wow. Yeah. That's humongous. Yeah.

Garri: Look. I I know I've heard what people pay out there. I've been in a position where I was a employee Mhmm. And I wanted to I wanna make sure everyone on my table eats equally. You know?

Steve: Yeah.

Garri: Because I know how hard these deals are to get. Mhmm. And if someone's gonna go out, get a deal, they're not getting hourly. They're not getting anything. I want them to eat equally with us.

Steve: Yeah. They're taking the risk with you.

Garri: Yeah. Of course.

Steve: There, there's no disposition, obviously, because this is the MLS.

Garri: Yeah.

Steve: Right? And you sell everything to the MLS, I imagine. Okay. So we were talking about the, marketing techniques. So pulling data, where are you pulling data from?

Garri: Same place to everyone else, man.

Steve: County.

Garri: Sorry. I'm text I'm checking my text because my wife is pregnant, and she's due. I wanna make sure she's not texting me, hey. I I'm giving birth. So we are pulling our list through my my best source I like is PropertyRadar.

Mhmm. That's, like, my go to place. It is just list stores. There's repo gateway. There's all that stuff.

But PropertyRadar is, like, I made millions of dollars with them. Yeah.

Steve: Yeah. Wow. And then you're only in LA, or you're in other like, do you go outside LA?

Garri: We are looking to expand. We're in LA. Mhmm. We're all looking to expand. I have my buddy, Matt, out in Fresno.

We're looking at that market.

Steve: That's the Matt that reached out to me. Yeah.

Garri: Yeah. Cool. We're looking at Fresno.

Steve: A killer.

Garri: Oh, he's he's a stud. Yeah. Yeah. And just a good good person, man. Good person.

Fresno, Bakersfield, that area. I have my other friend, Matt, out in Riverside. So we're kinda like our goal is to expand and and, sorry, maybe go nationwide. Mhmm. But that's that's the plan.

Steve: Okay. And then seeing as how you run a flipping organization versus wholesale operation, what are some of the key KPIs that you guys are tracking?

Garri: So, obviously, you gotta track what some okay. You gotta track the contractor, right, what they're charging you. Mhmm. Some contractors give you a price, and they'll try to make it up on back end deals where, they'll tell you, you know, this came up, that came up, and, you know, now the $30,000 budget went to $50. Like, man, what happened?

You know, it's cutting down in my in my profits. So the relationship I have with with my contractors are very solid at this point. Obviously, in the beginning, it wasn't there. Mhmm. You know, it got to a point where we had a crew we were running.

Three crews of, four people each crew. Mhmm. And it was just a nightmare when paying everyone every week. I was I think I was taking more I was writing more checks than writing myself checks. It was crazy.

So we stopped doing that. Yeah. I mean, the KPIs are are very important, but I don't, like, look too much into it. I mean, I I probably should, because our our profits are so big and so like, I don't pay too much attention to that to be to be quite frank with you.

Steve: Hey. I I get it. And as far as deal flow, you know, you said, we were talking earlier, you know, on this Marina Del Rey, you're you know, you know, pop two fifty. I was like, man, that's incredible. You said, oh, hang on.

That was a twelfth month ordeal.

Garri: Yeah. Right. Over twelve months. Yeah.

Steve: So it's really not, like, those numbers are sexy, but they also take a time, a long time to choose. Yeah.

Garri: So the Marina Del Rey was my longest project. I have me, Sergio, another partner. And the way we structured that deal, we brought in private funds. One of my partner's dad brought in a bunch of money. He had some friends bought brought in a bunch of money.

So 80% of it, it was already funded. Mhmm. Between me, Sergio, and Sean, we brought in the other 20% Mhmm. Plus the construction cost. And we funded the deal.

Our agreement with them was not to charge us any, monthly payments. Mhmm. Charge it at the back end when we sell. So it's beneficial for us. Right?

Steve: Right. Cash flow

Garri: is the trade. Cash flow. Yeah. And, yeah, and that happened. We we should be closing escrow next week.

All the contingencies are waived. Yeah. It's it was a it was a nice deal. I I told Sean, you know, I was telling Sean, we found a little niche in that specific market, that Marina Del Rey market, that specific ZIP code, and that niche, that market, you could buy a teardown for, like, a million, 1.1, teardown, build a 2,500 square foot house. It'll cost you about, like, 450, 500,000.

So with the acquisition, you're, like, 155, one six, 1.6. The exits on those are, like, 2223. Mhmm. So this was a we did a concept of design and stuff. People loved it.

The area loved it. Now our next goal is to do same Spanish modern but two stories with the pool, and we could get $2.02 $2.03 all day long. Those are, like, $506,100,000 profits. Yeah. So that's that's my, like, shift.

Steve: Man, maybe I need I do need to hang out with you, Noli. So so then deal flow. I mean, you have these huge spreads. You don't really need to do a lot of flips

Garri: No.

Steve: With these huge spreads. So, like, you know, how many are you flipping like, finish flipping per month?

Garri: It's hard to gauge per month because, you know, like, sometimes you'll there'll be a month where you buy eight. Mhmm. That doesn't mean you flip those eight. Right? It takes four or five months to flip.

Right.

Steve: Because some people say, like, you know, I've got 20 flips going on. And it sounds like they're doing a lot. But, really, 20 flips going on is, like, maybe, like, two or three per month.

Garri: Yeah. So right now, as of today, if you if I even show you I have eight flips that we own that we're working on. Next month, I could buy two. I could buy zero. I don't know.

But on average, we'll do probably between 40 to 50 flips a year. Mhmm. Some months are eight deals. Some months are five deals. Some months are no deals.

So it all varies.

Steve: Yeah. That's that's really impressive with the margins you guys are doing. Okay. So, then marketing. Like, what is your monthly marketing cost?

Garri: So our marketing is the VAs we're paying no more than no more than, like, 5 to $10. Yeah. Yeah. No more, like, at all. Yeah.

Steve: Man. That's nuts. So then what about monthly total overhead then?

Garri: So we have we just got a new office in Whittier. That's the overhead. I didn't have overhead. We're like, literally, I was working from home. Mhmm.

Sergio had an office in Downey. We had a cell phone bill. We had property radar subscriptions. Yeah. Our art oh, I use Evernote.

I have that $9.99 a month. Right. Our over is very minimal.

Steve: Very low.

Garri: Very low.

Steve: Yeah. Which makes the margins even more sexy. Yeah. Yeah. Yeah.

Okay. So then are there any valuable resources that you think the listeners need to be aware of to, you know, to run a a a flipping business to the level that you're running yours at?

Garri: Don't get caught up in the hype. You know? Nothing against wholesalers. I love you guys, but don't get caught up in the the numbers they share with you. Do your due diligence extremely well.

Mhmm. Make sure you know your cost because, you know, a wholesaler might say it's $20,000 cost on to fix this house, but you bring in a real contractor, he's telling you $50. Mhmm. You bring another contractor, he's telling you $40. So you're like, there's no way I could do it for $20.

Right. So know your numbers really well. Know your exit really well, how much you're gonna sell it for. Talk to a few local agents in that area. Figure out what these homes are going for.

Tell them, hey. If I have this house fixed up and this is the address, what would you list it for? Mhmm. Show me some comps. What have actually sold the get sold comps in the last six months?

Go quarter mile radius, then go out from there. You know, half a mile, a mile. I try I try to stay away from a mile. So, yeah, just be very diligent. A lot of this stuff, when I first started, you gotta reverse engineer everything.

Right? Mhmm. See who the players are. Talk to them. See who the lenders are in that area, in your specific area.

I I knew who my lenders were, my hard money lenders. I interviewed with them. I went to talk to them. Hey. Like, Dennis, what can you offer me?

There's a lender in Burbank. Hey. You know, the other, the other guy, Aztec, hey. What can you offer me? And they told me this is what what I can offer you.

Then I spoke to those people. I actually flipped that house. Hey. What did Dennis offer you? Right?

And just kinda like that, I got an idea, and then I I pretty much said, hey. These are the terms that I want. Can you do it? And they end up doing it.

Steve: Right. So then it sounds like having relationships with realtors is important to your business.

Garri: Yeah. Yeah. And, you know, a lot of people are they get caught up in the money. And I always say it's not the money that we make. Mhmm.

It's the memories that we create. That's number one for me. Like, if you and I could have a relationship, and we create memories together. Now our kids know each other playing and stuff. Years down the line when we're, like, 60 years old, we're gonna be, like, hanging out.

We're gonna be talking about not the money we made, but the memories we created.

Steve: Yeah.

Garri: That's kind of, like, my whole thing. I wanna create a lot of memories with just the, like, the core guys that are with us. Mhmm. And, eventually, my end game my end game is not to do flips, not to do all I mean, that's great development. My end game is to have residual income

Steve: Yeah.

Garri: Through, through, you know, apartment buildings or commercial buildings.

Steve: That should be all of us. Yeah. Alright. Like, we're all making a lot of money, but we're actively working.

Garri: Yeah. Yeah.

Steve: Okay. So are there any CRM tools or systems you could not live without?

Garri: So the CRM, we have it, done finally. We were using Excel. I'm just being transparent. We're using Excel. Not the best, but it was working for us.

Excel and Evernote did very well for us. Now we're at a point where we got, a guy named Mike, Wholesale Hackers. He set up our CRM for us. Now we're actually flying out today tonight to meet up with him to finalize the entire systems. Mhmm.

So that's gonna be our new thing, but it's been Excel and Evernote, to be just quite frank with you.

Steve: It's very different. Yeah. So with your business, I mean, typically, you're paying what kind of interest rates on these on these, loans?

Garri: Alright. I don't know. I was told not to mention this by, by my lender. But

Steve: Well, not that lender. Just in general. Okay.

Garri: Okay. Special shout out to Lending Home. I love you guys. You guys are family. So, anyway, I get rates anywhere from, 7% all the way to eight and a half percent

Steve: Okay.

Garri: Depending on the down payment.

Steve: So do you have, like, anything in, like, the back of your brain, back of your hair neck hair in your neck, like, if something happens in the market?

Garri: No. Not at all. No. Not the spreads that we have. Right.

Steve: Because the margins are where you're at.

Garri: Yeah. Yeah. Even if you

Steve: had the breakeven, you could still breakeven.

Garri: Which I could confidently tell you this. I've never lost any money on any deal.

Steve: Yeah. Zero. That's impressive. What is your why?

Garri: My why? Mhmm. My why is my family. I I I grew up, I grew up, like, broke. You know?

We grew up in a I was on welfare. You know? I'm just you know, I came here, like, when I was five and with my family. They escaped, there was a war going on, and, you know, I was just tired of living that life where I wanted more for my family. I have my own family now, and I wanted to win for my family.

So my why is is just providing for my family a life that I didn't have Mhmm. And them not stressing about money. Because money is one of the biggest things that, white couples break and families break. Mhmm. And I don't want that to be a reason, and I wanna create wealth for my family and generational wealth.

Steve: Right. That's huge. Guys, don't forget, this is a live show. So if you guys have questions, please, you know, fire away. What is your biggest struggle right now?

Garri: Our biggest struggle is too many deals, not enough cash.

Steve: Yeah. Yeah. But, I mean, you got there's there's gotta be more lenders available.

Garri: So I'm in the works now with my lender, our preferred lender that we work with, to do a 100% financing Mhmm. With with acquisition and, Rehab. Rehab.

Steve: Yeah.

Garri: Yeah. That's what we're working on. They just opened up a a, broker shop. They're we're gonna broker out deals to them as well. Mhmm.

So that's another avenue that we're gonna make income from. But our end game with our lenders to get 100% financing with rehab included. Yeah. But the the because our margins are so big, and, I mean, we've done a lot of business with them.

Steve: Right. The risk is not that high right

Garri: now.

Steve: Yeah. Okay. What is your superpower?

Garri: My my superpower is, I like to connect with people on a deeper level, not just, hey. What's up? You know, when people text you, hey. What's up? I'm good.

How are you? Good. Okay. Cool. You know, it just doesn't go anywhere.

Yeah. I wanna know, like, hey. Let's sit down for a drink or whatever. Like, let's figure out, like, hey, man. Where are you struggling?

I'll tell you where I'm struggling. Alright?

Steve: Mhmm.

Garri: Let's let's have a conversation where maybe I tear up. You tear up. Mhmm. Let's go deep, like, deep, deep, deep. Alright.

Because, you know, we live in a world where, just just so much fluff out there. You know, a lot of a lot of a lot of cats, I like to call it, are are posting stuff with their cars and their this and that, which is cool. Look. I did that. It's great.

Mhmm. But life is more than that. Right? Yeah. What about the lady that's struggling that doesn't have that?

Right? Go talk to her. Like, I remember when I I visited, Armenia. I went to Armenia the last two years. Even though I'm Armenian, but I wasn't born there.

And I saw grandma, a lot of stories. I mean, that's a different subject. People struggling, man, making $100 a month, $200 a month. Yeah. And, you know, you give them a little bit of money.

You give them hope. Talk to them. Hug them. You know? Now you you gave them encouragement.

These people cry. Mhmm. But now, like, you you could be a influential person to these people. I don't know. I just I I wanna be at a position where I could help people and leave an impact on this earth before before I expire.

Steve: Yeah. Make a dent in the universe. Yeah. Yeah. Same thing.

Same thing I wanna do. What is the greatest lesson you have learned?

Garri: People need to know in flipping, people need to know when to walk away from a deal. Don't let money control you. We've walked away from a lot of deals where there's huge profits. Just need to know how to walk away from deals.

Steve: Can you elaborate what that means?

Garri: Yeah. Transactions where there could be a shady situation happening with, not to get too technical, but let's just say shady situations. And you as an agent or as an investor, you could get involved and make a lot of money on, like, just doing not the right thing, by lying to the sellers that are struggling, putting yourself on title. I mean, doing all kinds of and and I've seen it. I've seen people cloud titles.

I've seen people do all kinds of stuff putting themselves on title. This new thing that I'm hearing people talk about is stealing people's equity. I'm like, oh my god. Like, really? Like, this is not even yeah.

There's there's you're you're gonna hear a lot about this right now. What are

Steve: you talking

Garri: about? It's happening when people are talking about stealing people's equity.

Steve: Like, how would they do that? I mean, that just seems like a really obvious way to go to jail.

Garri: You know, a lot of guys that are in the industry or getting in the industry, they come from that mentality of of, quick buck. Mhmm. And, you know, I'll even show you on Instagram, you know, people talking about that Mhmm. Just stealing equity. But I don't know if it's a marketing thing or what kind of thing it is.

It's just a wrong way of doing business because I don't want anyone to steal my equity, and I don't want anyone to steal my parents' equity. I'm sure no one wants to steal your equity as well. So I'm seeing a lot of stuff, and this industry, I think, needs a change, a positive change. Mhmm. There's there's a lot of fluff out there.

And I think if we all, do a better job of of identifying, those people and kinda telling, hey. Having a talk with them, look. You're not you're not doing a good thing. Trust me. Mhmm.

Yeah. You're you're maybe your pockets are getting full, but what are you really doing? Are you really happy going to sleep at nights? Right. You know?

So Yeah.

Steve: Okay. And then do you have a favorite, best, or most interesting failure?

Garri: Failure? Mhmm. So quickly, talk about that $300,000 deal. There there is a failure part or not a failure, but a lesson learned in that part. Yeah.

And I didn't talk about that, which I'll talk about it now. So at the moment we bought that house, the mistake that I made is I should have never posted that or sold it. I should have posted it, but I never should have sold it to the people from that group. Once I got a gauge of where the value is, because Sergio and I, we were like, let's just list it for 1,100,000.0. Let's see what happens.

I put it on on that group. Mhmm. And sure enough, man, we got people calling us, calling us, calling us. And some few of them already sent sent offers. They went to see the house.

They sent offers. Our mistake was we should have saw that and right away put that house on the MLS. Because what happened was when we got into escrow, these people weren't performing, and they were taking their sweet time. We kind of left it alone because we were, like, so excited about the money.

Steve: The margin.

Garri: The margin. We're like, okay. Let them take their time. It's cool. You know?

But then, like, yo, it's costing us money because we have mortgage payments to pay. Right? Right? And then it come to a point where we just don't hear from them. So, like, I guess it's done.

You know? We emailed escrow to cancel, but there's a couple steps we didn't do. And we put it on the MLS. Put it on the MLS. Sure enough, right away, we got a full offer, 1.15.

Mhmm. Like, oh my god. Full offer? And they don't want credit. They don't want anything.

One week passes by. They already got their approval. They're ready to fund. We get a call from the original buyer. Yo.

Yo. Yo. We're gonna file this pendant. Stop. Mhmm.

This house is ours. We're moving forward. So we had to cancel the other escrow. We paid commissions to that agent. So it was a big mess.

Big learning lesson. Big learning lesson. So the the lesson learned learned there, it was any house you have, hotel, put it on the MLS. We have access to it. It's not costing us anything.

Steve: Right. Yeah. Yeah. So then you're not gonna post on Facebook anymore?

Garri: I'll post just to get a gauge, but I, for sure, will go on the MLS. But you're

Steve: not gonna contract?

Garri: Yeah. No.

Steve: Gotcha. Oh, that makes sense. It's kinda like what we do with the coming soon on Zillow. Yeah. We'll put on Zillow's like, there's too much activity.

We may be wrong price or

Garri: Yeah.

Steve: It's crickets. Yeah. It might be overpriced.

Garri: Price. Yeah. Yeah. That's true.

Steve: Alright. Awesome. Wants to know what group did you post it in?

Garri: Oh, man. I it was some Facebook group in LA.

Steve: So I started buy and sell face real estate group in LA.

Garri: Yeah. It was it was within Facebook was a group in LA that, buys off market houses. Houses. Yeah.

Steve: Yeah. Awesome. Is there a book you've gifted more than any other?

Garri: Book? No, man. I always, my guys, Carlos and them, they told me about that book, Outwitting the Devil. Mhmm. I've been telling a lot of people about that book, on a book.

Steve: Yeah. It's a great, great book.

Garri: This new one I just read, which I got as a gift, the carpenter, my guy, Matt. He was one of the contest winners when I had my Lambo. Mhmm. He gave me this gift, and I opened it. I started reading, and it just it grabbed my attention.

It talks about, three things that people, like, should be doing in life. You gotta serve people. You gotta love people, and you gotta care for people. And this carpenter teaches you lessons about those three things. Mhmm.

Changed my life. I loved it. The just the message from that book was amazing.

Steve: How long ago was this?

Garri: A few months ago. Like, six months ago.

Steve: Awesome. Awesome. Alright, guys. We do have you guys in the Phoenix market, we do have our meetup tomorrow night at Dave and Buster's, 04:30. Dave and Buster's in Tempe.

We got Jamil, my business partner Max. He'll be presenting. And then next week, we got James Hodges coming in to talk about his business. And, again, again, if you guys like the show, please share this episode right now. Please subscribe.

If someone, oh, sorry. Last question is what last message would you like to leave with the lesson listeners?

Garri: Look, guys. I know there's a lot of people out there teaching and doing all kinds of stuff, which is great. Right? You you gotta learn somewhere. But I also tell you guys this thing.

I I did this, hashtag. I don't know if you saw it, fact check your guru, and I truly mean that. You gotta fact check everyone that's teaching nowadays because, this reminds me in the mortgage business. When I got into it, six months later, like, literally, your your plumber was a loan officer. Your gardener was a loan officer.

Everyone became loan officers overnight. Mhmm. And now everyone's teaching because this information is, I think, pretty simple. Right? You go get your list.

You skip trace your list, and you call and you've got I mean, it's not rocket science. But where where I think the power is is building that true rapport with those people. Right? You gotta build honest, good rapport with people. And when they like you, you, once you become a best friend with them Mhmm.

It's done deal. You could do whatever you want with them as long as it's ethical and you're doing the right thing for them first Mhmm. For you second. And if it's if it's a win win, the deal will go through. If it's not, it'll fall through.

So fact check your guru. Make sure, they're actually doing deals. And, if you wanna get into the flipping business, go check out some of their flips. See what they're doing.

Steve: Yeah. And I think, you know, it's a good point to hit on here. So, Quentin mentioned this on the episode earlier, but I asked you for your settlement statements. I get a lot of people asking to be on the show. I was like, hey.

That's great. No problem. I don't know who you are, really. Yeah. Or even if I do know you, like, let's have some settlement statements to support.

Garri: Which was huge. And I'm I'm like, oh my god. I'm so happy he actually did this.

Steve: Yeah. So and I think that's great, right, to fact check your guru because it's, in a different industry. So my idol is Darren Hardy, and he says, like, you know, if a financial adviser to qualify to be his financial adviser, you need to send him your tax returns. Right. Right?

Your investment portfolio. And if there's a good track record, then great. If you don't have a good track record, you're not good with your money, stay the hell away from my money.

Garri: Yeah. My my mentor used to say, you can't have your financial adviser be your next door neighbor. Right? You're on the same financial area. Right?

Financial, situation. So, yeah, I'm with you, man. Absolutely.

Steve: So Fact Check Your Guru. And that's, so Corey Thompson. I don't know if you're connected with him. But he's got this whole thing with what is it? Screwoos, f the gurus, no hug gurus.

Garri: That's I

Steve: think that's my favorite one.

Garri: Oh, no hug gurus.

Steve: No hug gurus. Like, don't listen to the no hug gurus.

Garri: Yeah. I like that. Add add fact check your guru to that list too.

Steve: Fact check your guru. Yeah. If someone wants to get a hold of you, how how can they do that?

Garri: Instagram, first and last name, g a r r I, gary, underscore Tigranyan, t I g r a n y a n.

Steve: Perfect. Awesome. Thank you guys for watching. Thanks for tuning in, and thank you. This was awesome.

Garri: God bless. Thank you.