EP 412September 6, 2026·89 min

How 3 People Can Do $3 Million In Wholesale Real Estate

AI That Made Brent Daniels $102K On A Holiday https://objectionproofselling.com/ai-sales-agent-yt Maximize Your Tax Returns And Get Clarity On Your Financials With Our Tax Guys https://beccfo.com/ Build Real AI Tools For Your Business In One Day At REI Tech Unlocked: https://reitechunlocked.com/ BONUS GET 10% OFF ON INVESTORLIFT Use promo code DISRUPTORS. https://get.investorlift.com/disruptors/ WANT TO BE A 100 MILLIONAIRE OR ARE ONE? Click here: https://objectionproofselling.com/millionaire Brent Daniels flew into Phoenix to sit down with Steve Trang on the Disruptors Podcast and deliver one of the most contrarian conversations in wholesaling in 2026 — going from a 385 credit score to over $20 million in real income using a philosophy so simple it sounds wrong at first: just talk to people. Brent is the founder of Talk To People and the face of Wholesaling Inc, has coached over 8000 wholesalers throughout his career, runs a lean three-person acquisition team targeting $3 million in annual revenue, and recently made $102,000 from a deal that his AI bot set on the 4th of July while his team was completely off. In this episode Brent breaks down why 90% of the competition that was in wholesaling in 2021 has already disappeared and why that makes now the easiest time in history to do deals, why your trash can is the most important tool in your business, why motivated sellers love motivated buyers and what that means for how fast you need to call your leads, and why the wholesalers who scaled big between 2020 and 2022 are quietly getting back into home services because they took home far less than the lean operators who stayed small. Brent and Steve cover why building a big team in wholesaling almost always reduces what you take home rather than increasing it and the surgeon versus hospital owner framework for figuring out which type of operator you actually are, why inbound PPC leads from Google outperform every outbound strategy Brent has ever tried and what th

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Speaker 0: Tommy Mello, who you had on this podcast, nobody watched it. You guys are a bunch of knuckleheads. Sold it for $2,000,000,000.

Speaker 1: Yeah. We saw an announcement today. $2,000,000,000.

Speaker: $2,000,000,000. Well, listen. There is not a successful virtual wholesaler in Phoenix or San Diego or Seattle or Austin or Dallas. My business model is ugly houses, big checks. A lead is somebody that's already made the decision they're gonna sell their property.

Mhmm. If you don't if they haven't, throw it in the trash. Please. Let's get let's talk about some deals. Alright.

Because I think it's easier now than ever to do deals. I wanna get rid of this as soon as possible and just buy a condo cash. And so gave her a cash offer and made a 100 thou 102,000.

Speaker: Yeah. Yeah. So not bad for an AI bot.

Speaker: Not bad. Yeah.

Speaker: It was awesome. Welcome everybody to today's episode of Disruptors where millionaires are made. Today, we have my good friend Brent Daniels with talktopeople.com. And Brent's here to talk about one of his newer strategies to effectively talk to more people. Guys, I want a mission to create millionaires.

Information on the show alone is enough to help you become a millionaire. In the next five to seven years, if you'll take consistent action, you will become one. And right now, you got 100,000, 250,000, maybe even more, and leads just hanging out inside your CRM. Reactivate all your old and dead leads with the objection proof AI calling agent. Text cash to the phone number 33777 to find out how much is just hanging out inside your CRM.

Speaker: Yeah. And once they reactivate them, they better get on the phone with them, Steve.

Speaker: Get on the phone and talk to them.

Speaker: Yeah. Yeah. Have a good quality conversation with a property owner. Do some deep discovery. Yeah.

Find out how to build a plan for them to get out of whatever problem they have, if they even have a problem. If they People keep leads too

Speaker: long, Steve. Oh, yeah. Yeah. I was

Speaker: I see. Keep leads way too long. Throw them away.

Speaker: I saw this. So let's talk about this. We'll so we're just gonna get right into this. Right? Yeah.

Our last episode was contentious. You and I had an argument about rental properties and cash flowing assets and so on in the Midwest. Yes. Or we have another Yeah. Drag them out battle.

Alright. So, I saw your video, went pretty, viral. I think it was IG, which was about so go ahead. Double down on this. Yeah.

What was the message in that video? About seven days?

Speaker: Listen. All this AI stuff, all this these fancy CRMs, all of it. Fantastic. Do what you do. Yeah.

The number one tool you need in this business is a trash can. Alright?

Speaker: Alright. Number one tool I thought it was a telephone.

Speaker: To throw away after the telephone. Alright. Fine. But listen. People need to throw away bad leads.

Speaker: Yeah.

Speaker: They need to. They're they're just holding on to them like they're valuable. They're not. Yeah. You know what I mean?

If if people have not made the decision that they're gonna sell their property, get rid of the lead. Yeah. Just get rid of it.

Speaker: So I would argue here. Mhmm. And this is based off there's a couple different things. Right? There was, was, what the heck is the guy's name?

Jeff Blount? Yep. Medical prospecting?

Speaker: Yeah.

Speaker: Right? Great book. Fantastic book. Right? And he talks about, like, you gotta have, like, your pipeline of hot leads.

And the problem you have is that you think you have a hot lead and it's not. And So you stop prospecting.

Speaker: Mhmm.

Speaker: Is this where you're going with this?

Speaker: Yeah. That's exactly. Yeah. You have to keep hunting.

Speaker: Mhmm.

Speaker: Right? And that's either with your marketing dollars or that's with your your hustle. Yeah. You know what I mean? You're either paying or you're hustling.

Speaker: Right.

Speaker: You know, the problem is we're like, oh, I got this great lead, and I'm gonna make so much money, and then you're not going out and being proactive.

Speaker: Right.

Speaker: So, I mean, listen. You can solve every single bottleneck Mhmm. In your business if you have enough conversations and make enough offers.

Speaker: Absolutely.

Speaker: That's it.

Speaker: Yeah. I mean, you

Speaker: could you could strip the business down to the skeleton Mhmm. And that's what it is. Enough conversations and enough offers.

Speaker: So I agree with this.

Speaker: Mhmm.

Speaker: So the only part where I disagree with because I used to believe in the same exact thing. Only part I disagree with is the the follow component, which is someone is still gonna be talking to his leads later on. Now the ace, the star, the the closer Mhmm. Should not be talking to the old leads. Right.

The closer, should be talking to only hot leads. And if you're brand new or not even brand new, if you're a solopreneur or a small organization, majority of your effort should be getting hot leads to talk to Yeah. And talking to those hot leads. Yeah. But I think as you scale, there still needs to be someone to to do the cleanup, to call the other leads.

Speaker: Yeah. That's fine. AI.

Speaker: Yeah. Great.

Speaker: So that's what I'm saying. Once AI kicks it up Mhmm. And you look at the lead and it's somebody that's ready to sell, great. Put it on with somebody that has skills.

Speaker: Oh, that has the skills. Yeah. So But that's sort

Speaker: of that's the trash can.

Speaker: But let's let's

Speaker: The AI is just a dumpster diver. It's just going in there and it's finding all the the the metal and all the old shirts and all the other stuff that dumpster divers do. Yeah. That's what AI is doing. That's what AI should be doing.

Speaker: So I'm bringing this up, or you brought it up, but I'm I'm laughing about it. You're very passionate about this. Where is this fire coming from?

Speaker: Well, I look at okay. So we have 16,000 trash leads in our CRM. Yeah. Right? In the last two years, we've done three deals from them.

Speaker: Really? That's it. Okay.

Speaker: From all of those leads, we've got the AI automation through the go high level CRM. We've got all that stuff cooking in the background. It's texting them. It's reaching out. Mhmm.

It's doing all that stuff to warm it back up. The fact is, once you you're talking about at scale. At scale, the lifeblood of the business is new fast leads right now. Yeah. It is.

Now the lead follow is fine. Mhmm. And and lead follow yeah. I'm not saying that every deal is gonna close within forty eight hours.

Speaker: Right.

Speaker: You know what I mean? But the to really hit the financial goals, at least in our business, we need those new inbound leads all the time. All the time. All the time. And so the problem with that is they start piling up.

And so if my team's going back through the team that has all the, you know, my sales guys, the acquisition team that has all the skills to convert, if they're having to go back and try to resurrect these leads, it's a nightmare. It's a total waste of time, and it burns them out, and they get pissed off because they're winners, and they wanna win, and they don't wanna just

Speaker: They're updating head against the wall. They're updating their resume, and they're going on LinkedIn. Yeah. They are. Put a close there on follow-up.

They're they're out.

Speaker: They're gone.

Speaker: Yeah. So when we reconnected, back when we had Stunning Homes Realty Yeah. You remember I was walking around my blue polo everywhere? Everywhere. When we were mentoring our, our our realtors, one of the things that we talked about and I can't remember if this is Buffini or Mike Ferry or whoever it was, but it was, like, you got seven, eight prospects.

Right? And if they're not transacting in the next seven to twenty eight days Yeah. Get

Speaker: rid of them.

Speaker: Yeah. It's Mike Ferry. Mike Ferry. Yeah. Because if you have more than seven or you got seven and you think they're seven or 28, but they're really, like, two months, three months, six months, whatever, what we found was people just stopped prospecting.

Yeah. Stopped marketing. Yeah. And what happened was those seven with her in the one closing, maybe. Yeah.

Speaker: Well, I think we have to look at the model. Okay? I think that you're either a really high paid surgeon or you own the hospital. Mhmm. And I think people I think a lot of really talented, very skillful salespeople try to own the own the hospital when they should just be the surgeon Mhmm.

For sure. I I really do. I think that they will make more money. They'll take more money home to their family. They'll be able to buy more assets.

They'll be able to get to that financial number that they are looking for to be able to do whatever they wanna do, you know, if if they wanna get out of it. Yeah. I think a lot of people should just be a one to two to three person team and be totally fine with that and take home $7,800,000 a year Yeah. Net net after taxes and live a fantastic life. But everybody but not everybody.

But then a lot of those really talented people want to build a machine, and then they take home $200,000. But they're not working in the business. They're working on the business.

Speaker: Yeah.

Speaker: And that's fine. It's just gonna take you longer. It's gonna take you longer to be able to build up the assets. Right? It's buy, borrow, die, I think, is the end goal for all of us.

Right? Buy a bunch of assets, borrow against them tax free, die. You still have the assets around the asset. Well, I mean, it's inevitable. Well, maybe not you.

You know, you're building all sorts of robots here. You're gonna be a cyborg in, like, you know, twelve years.

Speaker: God willing. Yeah. So alright. I've never heard that, highly paid surgeon or owning the hospital before, but it makes total sense. What do you think drives people?

I mean, I mean, how many people have you coached? You've coached a lot. You've been around you've been in the game for a long time. Right? I mean, you helped me further my career.

We just found out, happy birthday, just turned 45. 45. So you're younger than me. But I remember when I was young, like, you took me under your wings a bit, kinda gave me some guidance. So how many people have you coached throughout the years?

Speaker: 8,000. 8,000?

Speaker: Yeah. So having witnessed 8,000 people come through

Speaker: Mhmm.

Speaker: Why do you think there are people that should be highly compensated surgeons try to own the hospital.

Speaker: Because I think that we're programmed that way. I think that to be an entrepreneur means that other people work for you.

Speaker: Mhmm.

Speaker: And I think that that is a label that that we all want on some level. And I think I think we're just ego comes into it. I think we don't set minimum standards for the amount of income that we wanna take home. Mhmm. I really do.

I think that there's a financial thermostat issue that plagues most entrepreneurs if you didn't grow up talking about money, having, you know, a wealthy family, being around where it's just normal. You know, your financial thermostat between the time you're born, till the time you're 12, they say. I don't know. These are scientists or psychologists or whatever. That that establishes your financial thermostat.

So I think people hit that, and they're like, oh, this is too much money for me. I need to start expanding. I need to start scaling. Yeah. Where are all the businesses that scaled in 2021, 2022?

They're now doing home service businesses.

Speaker: Let's be honest. Home services. I would say coaching, but that's dead too Right. Which we're gonna talk about later on.

Speaker: Yeah. Sure.

Speaker: Yeah. So then, I guess, the other thing too, and maybe it's the same answer, but the ones that should be making $708,100 net Mhmm. After taxes

Speaker: Mhmm.

Speaker: Don't because they're scaling big. Yeah. Same answer?

Speaker: No. Yeah. Okay. So to actually answer your question, because I just kinda went bananas there. I I think that if you have a really strong gift of communication and you are really dedicated to the minimum standard that you take home to your family after taxes, those are the stay in keep building those skills, keep relying on that, and just do the work.

It's gonna be hustle season, but it's gonna be twenty five years of hustle season as opposed to forty five years of dinking and dunking and and hiring people and doing you know, running the business and and keeping the smaller margins. Yeah. I think it's just faster and you're gonna hit your goal. And and if you have those skills, if it's just natural, just stick to that. Yeah.

You know? And most people don't won't follow that. Right. Most people want to to hire people to do. Now am I talking about doing your transaction coordination?

No. Am I talking about doing your own marketing? No. Am I talking about going in and and fiddling with the CRM and doing all that? No.

Am I talking about the analytical minds that wanna build systems and build all these processes? No. I'm talking about the kids that were put in the corner of the classroom in fifth grade because they were talking too much. Yeah. You know what I mean?

Have you seen that meme? It's like I've not seen that meme. It's like, what kind of sales are you in if you're, you know, if you sat in this in this, at this desk in your classroom, what kind of sales are you in?

Speaker: Mhmm.

Speaker: It's hilarious.

Speaker: Yeah.

Speaker: And it's the absolute truth. And so you either you either just do that or you really develop your leadership skills. Mhmm. Really develop your leadership skills. And it's it's it's just two totally different skill sets.

Speaker: So you made an interesting comment about, those that are trying to scale are now in home services.

Speaker: Yep.

Speaker: I have not quite seen this trend, so tell me more about this.

Speaker: Yes. You have.

Speaker: I know people have talked about it. You

Speaker: know, like, half of our friends.

Speaker: Maybe I'm just not paying attention.

Speaker: Okay.

Speaker: Because I'm just, like Yeah.

Speaker: Yeah. Yeah.

Speaker: You know, head down just building out this AI.

Speaker: Just Yeah. Yeah. Yeah. AI, building. Yeah.

There are a ton of people are getting into to flooring. They're getting into air conditioning. They're getting they're following Tommy Mello, who you had on this podcast. Nobody watched it. You guys are a bunch of knuckleheads.

Absolutely ridiculous. Yeah. Sold it for $2,000,000,000.

Speaker: Yeah. We saw an announcement today. $2,000,000,000.

Speaker: $2,000,000,000. Well, listen. Everybody's like, okay. AI's taken over all these all these industries, so the home services are gonna be the only one left. That's what all these big time personalities, big strong entrepreneurs that that are going out on podcast and saying, you know, it's a home services, home services, home services.

So, you know, people that were doing wholesale and then they kinda got into flips and they kinda got their their beak wet with doing some construction Yeah. Or going into home services.

Speaker: Gotcha.

Speaker: A lot

Speaker: of that.

Speaker: What else are they doing? Where where what else are these to get people with big teams doing?

Speaker: Well, I was gonna say coaching, but let's let's hang on a second here. So before we talk about that, so the guys that were scaling, it's now they're in home services.

Speaker: Are you finding these

Speaker: people are having

Speaker: success? No idea. Okay. Again, like well, not again. But like you, if you're not in real estate, you're not in my world.

I you know? Head down. There's only yeah. Attention management matters.

Speaker: Yeah. You

Speaker: know what I mean?

Speaker: Which is a big thing because I wouldn't be where I'm at right now on the AI side if I was still split focused. Sure. Right? So attention management absolutely is a thing.

Speaker: Well, people talk about time management. It's not that. They talk about energy management. It's not that. They talk about priority management.

It's not that. It's attention management.

Speaker: Yeah. Where do

Speaker: you put your attention?

Speaker: Mhmm. Yeah.

Speaker: That's all. That's huge. I think that's huge in this economy and and in this world right now. And and and it's I've been I've been a poster child for what not to do on you know, got the marketing company, got a coaching company, got the real estate company, got all these type of things. And it just it's too much.

It's too much attention. Plus crazy kids.

Speaker: Mhmm.

Speaker: You know? And, fantastic wife. Mhmm. But that's a whole thing. Yeah.

You know what I mean? So, yeah, attention management is so critical. And when you're a a crazy entrepreneur, you're all over the place. Well, where have you seen because you're doing three But everybody says that. I mean, I feel like that's such a trope.

Oh, you gotta focus and consistent

Speaker: Well, they say it.

Speaker: But do all that stuff.

Speaker: You're you're doing three different things right now. So how's that going? Talking about attention.

Speaker: So my the marketing side, which is Google and cold mass email, my partners are buying me out of that. Okay? Because I'm like, I need to I need to just focus on doing deals and coaching my face off.

Speaker: Mhmm.

Speaker: And and the whole coaching landscape's changed a million percent. We'll we'll dive into that. But that that has been big.

Speaker: Well, you launched a marketing

Speaker: really like the marketing company.

Speaker: So you launched it Yeah. Not that long ago. And you're getting 2023. You're getting bought out on it. Yeah.

So that's a big development. Yeah. Because of the attention? A 100%. I mean, where have you found your attention has been deficient?

Where where has it hurt you that you decide, hey. I need to do this?

Speaker: Coaching and the real estate.

Speaker: Okay.

Speaker: Both sides. Yeah. The more that I get so, again, I think without a doubt, I would net more money if I just stayed the surgeon. Mhmm. Right?

But then I couldn't coach. And I've always, since I was little, just looked up to coaches, had coaches. It's just something I have to do Mhmm. Just in my DNA. Right?

I just have to do it. And even as a realtor, I was helping out other people and doing this thing and giving advice and, you know, whatever.

Speaker: That's what I was saying here. I remember, like Right. When you're not connected, you're like, just stop by my house. Yeah. Right?

Which I didn't know. Like, you're in all the way up in North Scottsdale. I'm down in Chandler. It was a hike. Yeah.

Right? It was a nice house. Yeah. Right? But, yeah, like, you barely knew me.

Right? All you knew was I cold called you. Yeah. I was like, hey. Like, you made 40 k on this deal.

Like, what did you do here? And, like, come on come on over. I'll just teach you what I do.

Speaker: Yeah.

Speaker: And he just gave me your, like, all your Mike Ferry DVDs. Yeah. Yeah. So, yeah, absolutely. Coach at heart.

Speaker: Yeah. So I think it you know what I think is screwing everybody up? Alex or Mosey?

Speaker: Really?

Speaker: I think he is screwing everybody.

Speaker: Gonna go to work on Mosey. Right? Alright. Like, you guys seen it here first. Well, maybe.

I'm gonna be doing it here

Speaker: on the channel. He's a he's a genius. The the best at at what he does.

Speaker: Of course.

Speaker: It is an infection

Speaker: Mhmm.

Speaker: That you have to build a company to sell for $50,000,000 to be successful. Yeah. It it is. And it infected me, and I was like, okay. Here we go.

You gotta build this marketing company or whatever, coaching company or the real estate company, and then you could sell it in the whole thing. And Yeah. Then that'll and and I just am not built for that. Yeah. I I just don't have the skills.

I don't have the patience. I don't have

Speaker: I don't know about the have the skills.

Speaker: I don't have

Speaker: But I

Speaker: don't I don't I don't have the skills to work twelve hours a day, seven days a week focused on one thing. Yeah. I don't. And and that's that's that that hustle season. So I think it's I think it's affecting a lot of business people.

Mhmm. Positive and negative that you have to you have to get to $10,000,000 a year. You have to get to 8 figures. You have to do all these things. What are you taking home?

Speaker: What are

Speaker: you taking home? Mhmm. Is it is it a saleable business?

Speaker: Yeah. Where have you seen this hurt people?

Speaker: Good question. I can only speak for myself. Yeah. I can only say I think that's where I lost focus on the things that I feel I get the most fulfillment from.

Speaker: Mhmm.

Speaker: I feel like I was putting on a mask Yeah. To to be that that business person Mhmm. That builds a company that sells and exits and and that's that's success in life.

Speaker: So we're talking in our our, quarterly or not quarterly, on our weekly strategic meeting, the other day, our level 10. And I was talking about, like, man, it's crazy. Like, we're getting close to 2026. And it was the end of twenty twenty three that I decided, like, I'm not in the house buying business anymore. Right?

It's coming up in three years, which is crazy. Yeah. And the reason why was, like, the real estate house buying business was was never gonna be a company I could sell. And this is coming right after, like, my my best friend, my accountability partner, had just sold his company for 80 mil. Right?

And he's like, Steve, what are you doing? Like, you're building something over here that you can't sell, and you can spend all that time over here on a business that you can't sell. It's like, good point. Yeah. And so that's the reason why I went all in on the sales training side and and and shut down the house buying side.

So now going back to your passion,

Speaker: What's the same thing real quick? Jesse, Annie, and Evo.

Speaker: Yeah.

Speaker: Built batch leads up.

Speaker: Mhmm.

Speaker: Sold it to PropStream.

Speaker: Right.

Speaker: What was that? $2,530,000,000 dollars?

Speaker: Lot of money.

Speaker: Five years later.

Speaker: Mhmm. Yeah. Exactly. So yeah. I don't know And I

Speaker: see that. I'm in the office with them. I'm literally in their office as we're doing this. I'm their their their face. They're talking you know, I'm their mouthpiece

Speaker: Mhmm.

Speaker: For for batch skip tracing and everything. Right? And I see the see them sell the same. I'm like, oh my gosh. What am I doing with my life?

Mhmm.

Speaker: You

Speaker: know what I mean? And and but I just I don't know. To me, I think that if I focus on the stuff that I really enjoy Mhmm. Maybe that happens, but I don't think that it has to happen. Yeah.

I think that's a big realization. And I think the people that are building a big business when it comes to, like, wholesaling and flipping Mhmm. I mean, you better build a hell of a brand. I mean, millions of dollars in the brand to be able to sell that.

Speaker: Yeah.

Speaker: You think Doug Hopkins can sell his brand?

Speaker: I don't know if he can sell it for a large number. No. Not not or a number that makes sense for him to sell.

Speaker: Right. Yeah. So, I mean, I guess you could do it if you do a generic house buying thing. Mhmm. But I don't know.

I think that, you know, I I just love doing deals. I love taking the money home. I love putting it away and just keep going.

Speaker: Right.

Speaker: You know what I mean? But I'm just not built that way. And and and I think and there's a lot of people that you have on this podcast that are and that see that and you are, you know, build something and then have that big exit. Yeah. But I think, again, it's one of those, are you the surgeon or you owning the the the hospital?

Speaker: Yeah. That makes a lot of sense.

Speaker: And so which which way do you wanna do it? And I maybe one's better than the other, But I think Hermosy really has affected everybody to where it's just you have to go own the hospital.

Speaker: Yeah. So we were talking about

Speaker: make any sense? Are we just going and No.

Speaker: It makes total sense. Yeah. No. I think the the idea because, like I

Speaker: feel like we're kinda slipping into some quicksand here.

Speaker: No. No. It makes sense because, like, for me, that's what I'm looking at. Right? And I see, you know, friends that are selling their companies, or having those conversations.

I was actually having a conversation with someone, on Monday. Investment banker, I was talking to him. I was like, hey. Like, here's what I'm doing. Here's what I'm thinking about doing.

You know, like raising capital, this and that. And he's like, look. You can go you can go down that venture capital raising money direction. Right? You can go raise a million, 3,000,000, 5,000,000.

Right? Just know when you go in this direction, there's risk. And in my mind, it's like, risk? You're just giving me gobs of money? Like, what risk is there?

He's like, VC's, goal is to get you addicted to

Speaker: money. Mhmm.

Speaker: And if you can't 10 x their money, then you're worthless to them. Right. Right? Like, if you're giving them, like, an 18% cash on cash return, they just stop returning your calls.

Speaker: Mhmm.

Speaker: What? Right? Like, private capital, private investor, 18% cash on cash, pretty good relationship. It's great. Metric capital, you're a piece of crap.

Yeah. Right? Yeah. Just, like, just know if you go down this road and you're not meeting their metrics, you're basically dead to them, and they're gonna try to pawn you off.

Speaker: Well, now you have a boss.

Speaker: Now you have a boss.

Speaker: Yeah. Yeah. So but the the fact that he's like, this is a risky proposition. Like, this is not a risky proposition. It's like, I never looked at it that way.

Yeah. Right? It's like, you know, like, nine and ten fail. I mean, that's just the way it is. Like, you could be the one in 10 that, you know, they 10 extra money on 100 extra money on, but there's a 90% chance Yeah.

That you're gonna be dead to them and you lose everything. Yeah.

Speaker: That's a grandma. Well, leverage I mean, listen. People are so so much smarter than me, and get the leverage and do that and build and grow. Mhmm. You take you take anybody's money, whether it's a banks or whether it's a private investor or whether it's hedge fund or VCs or whatever.

You have a boss. Mhmm. You have a boss. Yeah.

Speaker: You have a lot of business.

Speaker: Having a boss.

Speaker: Yeah. Weekend calls you gotta take. I don't care where your kid's game. You gotta take this call.

Speaker: Yeah. Yeah. You don't have control. Right. Yeah.

Speaker: Yeah. That's what I thought about. I was like, do I wanna, like, grind it off for this big exit? Kind of in this, what's the word I'm looking for? It is not, what's in in in in the Catholic?

This it's not heaven. It's purgatory. I'm in purgatory right here. Right?

Speaker: I was like,

Speaker: ah, which way do I wanna go? So the other thing we talked about was, this people that scaled, where are they today? And the comment I made was like, coaching. Yeah. Coaching's interesting right now.

Yeah. What's happening in coaching? It seems like a lot of people are

Speaker: What's happening with coaching? It's the same thing that happened with Napster.

Speaker: Napster as we're Right? Back, going back in time.

Speaker: Right? Yeah. So you used to have to go and buy CDs, and you had to buy cassette tapes, and you had to do all this. And then Napster came out, and you got free music all the time. That's exactly what happened with coaching education.

Speaker: Free because it was pirated.

Speaker: Well, sure. But, I mean, look at Spotify or something now. Yeah. You know what I mean? I mean, how many record stores do you go to anymore?

So the the information is is free. The support is free. All of that stuff.

Speaker: Tower Records, like, how long has it been?

Speaker: Right. Yeah. They had one here at Arizona Mills Mall that was huge. It was, like, gone now.

Speaker: Right. Okay. Yeah. So I know what you're saying.

Speaker: So, I mean, with with, school groups and with, YouTube and podcasting and all that, the the information is free. There there's no gatekeeping. Right.

Speaker: You know

Speaker: what I mean? And I think if a coach has, like, a whiz bang strategy, you know, they're doing this ultra, intense way to unravel title issues or, you know, they have this technique for doing deals, you know, anywhere, and they can sell the deals, and they got all this, you know, packaged up.

Speaker: Mhmm.

Speaker: They got three to five years. Yeah. Three to five years and and that's gone. You know what I mean? Because everybody's gonna be doing it, and then everybody will just put it out for free, and we'll be Napster.

Speaker: Let's see. What was it? It was 2020, I wanna say, AirBrewer was had Novations. Right?

Speaker: The Brewer Method.

Speaker: The Brewer Method. Like, dude, like, we

Speaker: got Eric, worst branding ever.

Speaker: That's my fault. I called it I know you did. So, anyway, what is it called Novations? Like, come on. Like, what the hell is Novations?

Right? So anyway, apparently, that took off. Mhmm. So I brought them on. I was like, dude, like, let's let's let's make a product together.

It's gonna be the brew method. Right? And, like, out of the gate, crushed it. Mhmm. And then, a student takes it

Speaker: Mhmm.

Speaker: And sells it. Mhmm. Another student begs him, like, for a discount. Right? Give it to him.

And then he sells it. Mhmm. And then we have another one. Right? Like and it just proliferates, and then all that opportunity disappeared in a matter of two or three years, which is what you're kinda talking about.

100%.

Speaker: Yeah. If you get into if you get into coaching and you have a heart for it, fantastic. But if you have a a unique USP, right, a unique selling position or proposition, whatever the hell it is, You have three years. Yeah. Maybe.

Yeah. And then and then it crumbles and then what do you what do you do? Right.

Speaker: You know

Speaker: what I mean? So I I think it I think it all changes. I think that, people want access and people want live events. Mhmm. I think that's where coaching is now.

People want atmosphere. People want that community aspect, but real community. That's been played. It's been played and played and played and put it's all about, you know, the community, the community, the community. Well, everybody says that.

So that's out now. So it's really experience. It's really, responding when people need something. It's it's in I think most of it is encouragement, encouragement, encouragement. And and that's the that's the difference.

That's the difference in coaching now as opposed to, you know, a few years ago.

Speaker: Your message, again, when we reconnected in 2019

Speaker: Mhmm.

Speaker: Is still the same message today.

Speaker: Talk to people. Just talk

Speaker: to people.

Speaker: Talk to people. Well

Speaker: That's not a particular whiz bang. That's not a secret. No. Yeah. So then how are you able to sustain?

Like, how do you still have a coaching business? Because there's not a secret there.

Speaker: Access. Yeah. Access to me. Mhmm. Live events three times a year.

Speaker: Right. Yeah. So live events, you're saying, is a big thing or not the big thing, but, like, is what people want.

Speaker: But I think more of it is build in so what I see now in the coaching space is you you really pour into the community Mhmm. And then you suggest tools. Mhmm. You suggest the tools and either get an affiliate or you create a tool. Yeah.

That's the space. That that is the space.

Speaker: Gotcha.

Speaker: Yeah. Unless you're, you know, Logan Fulmer, and Logan's done fantastic, but he's got the curative title Mhmm. And does really, really well with it. Yeah. But, I mean, it's gonna have a it's it's a runway.

You only have a certain runway where you can you can coach and teach and have that exclusivity Mhmm. Before, you know, everybody that you taught is doing it.

Speaker: Is teaching it. Yeah. Yeah. Yeah. Yeah.

And then, you launched a school Mhmm. Alright. S k o l

Speaker: Literally Monday.

Speaker: For the uninitiated.

Speaker: And I was going back and forth and, like, do you just do a Facebook group that you really pour into? Do you do that type of thing? I think if you if you build a if you build a community, you have to be in the community. Mhmm. And so I had Alejandra for years Mhmm.

And she was essentially me on Instagram.

Speaker: Mhmm. What? Yeah. That wasn't you liking my stuff?

Speaker: No. But now I'm on it. Now I know what that, like, heart is. I know what that little, like, paper plane looking arrow thing is. It's exciting.

Like, I like being on Instagram now, but I never was because I thought it was it was just a cesspool of distraction. Mhmm. But now I'm responding, and I'm going back, and I'm just getting nitty gritty with it. Yeah. And I love it.

Yeah. But it's again, it's it's given all your stuff best stuff for free. It's all the Gary v stuff. Give all your stuff. And if you have suggestions for, tools and affiliates, go bananas.

Speaker: Yeah.

Speaker: And whoever gives the most value is gonna have the best community.

Speaker: Yeah. I mean, it reminds me, when, I was at a Dean Graziosi event. And all I kept talking was, like, you know, the free line just keeps moving. The free line just keeps moving. And what you, produced, you shared with me this week, I was looking at, I was like, holy crap.

Speaker: Mhmm.

Speaker: This is a crazy amount of value for free. Yeah. This is what, you know, we used to have to pay, you know, 5,004 and then 2,004. Yeah. And then eventually, like, $97.04.

Yeah. And now it's just, like, anything you want to your heart's content, everything you need to know about wholesaling is right here.

Speaker: Well, I think people find funnels gross.

Speaker: Mhmm.

Speaker: I think people are over funnels.

Speaker: Yeah.

Speaker: I think people are over the, let me get you in for $9 and then upsell you for $50 and then the $1,500 and then the $30,000 thing. I think people think that's gross. I think that's old. I think it's got a little bit of legs left to it, and and then it's just gonna Just gonna say be a wobbly old skeleton and be gone.

Speaker: Just real quick, my CMO, like, ignore Brent. Alright. So continue. Okay.

Speaker: I'm done. Watch. I'm just telling you.

Speaker: So the you're saying people are disgusted by it. So you're saying just because, there there's so much awareness of what's happening.

Speaker: People have just been psycho the the the psycho psychological abuse Mhmm. Has been recognized and and the younger people. I mean, you could still get people that are our generation and maybe older that that fall for it, but not not the kids coming up. They're too smart. And they're the future.

I mean, they're doing amazing things. So I

Speaker: got a marketing coach and he calls them, like, right now, if you're marketing, like, you're looking for, like, the virgin leads. The ones that haven't been effed over before. Right. Right? That because they're because to your point, everyone else has been hosed.

Yeah. Has been screwed, gone through a funnel, paid for this, and, like, it wasn't what they thought it was gonna be.

Speaker: Right.

Speaker: Yeah. Yeah. So you think it's because there's more awareness of the funnels? Because I'm looking at it. I was thinking more, like, it's a lot harder to do deal today

Speaker: Mhmm.

Speaker: Than it was in COVID. Like, come on. Like, it was easy. Right? Anyone could do it.

Right? So you got that. And the other thing too is just, the there's not as free flow of credit. There's not, it's not as easy. Right?

Like, when everyone's getting that stimmy money, right, which by the way was, like, the best thing ever. Right? Like, everyone could afford coaching. Yeah. Now you're like, between housing and food and whatever else, like, how can I afford coaching?

Speaker: Yeah.

Speaker: So

Speaker: Yeah. I mean, on some level, but I I still think that people people recognize funnels

Speaker: Mhmm.

Speaker: And they can see whether or not you are really gonna help them. Yeah. Yeah. I think more than ever. And I think going, you know, in the next five years is gonna be really, really evident Yeah.

Of of who you pick and what rooms you wanna be in in the environment. The people that are doing fantastic have these unbelievable masterminds that give you unbelievable experience. We're in the family mastermind. Hulk Hogan's there.

Speaker: Yeah.

Speaker: What? Dee Brown, the slam dunk champ

Speaker: Yeah.

Speaker: Is there. You know what I mean? You've got, all the Shark Tank people are there. You got Vanilla Ice doing ice ice baby that you're on stage, you know, doing it with them. It's about experience for sure.

Speaker: Yeah. Yeah. So Anyway The gap between wholesalers who are winning right now and the ones who aren't is growing, and it's getting worse every single day. And you're not gonna like the reason why. It all comes down to how they're actually using AI.

Because the information alone is not the problem. It's the time to figure it out that actually is, and we solve that. Three days in Dallas, September 19 through the twenty first with myself, Stephanie Butters, and Jordan Fleming, we're gonna show you exactly how we built AI into our businesses and how you can do the same thing in yours. You come in unsure exactly where to start or what to do next, and you walk out with AI actually running inside your business and all the confidence to keep it going. And we don't just tell you how.

We will be sitting next to you, building it with you live and in the room. And we got an amazing keynote speaker, the author of Second Command and Vivid Vision, Cameron Harrelson himself, who's built $300,000,000 companies like one eight hundred Got Junk. And on top of that, we got Facebook, Slack, and Salesforce, and they're gonna be sharing what they only talk about in their private meetings. So if you wanna find out more, comment REI tech, and we'll get you signed up for a live event.

Speaker: Let's get let's talk about some deals.

Speaker: Alright.

Speaker: Because I think it's easier now than ever to do deals.

Speaker: Easier now than ever. So I just made the one point. You're saying it's the opposite. So easier now than ever. So let's talk about that.

Yeah. How is it easier now?

Speaker: Well, I think listen. Three things crushed eighty percent of people that were wholesaling. Mhmm. Interest rates, you know, that went up in in 2022. Text blasting, everybody started getting catching lawsuits

Speaker: Mhmm.

Speaker: And that got real restricted by the carriers and the, and the regulations. Yeah. And so if you have to get a license now, it's just another hurdle.

Speaker: Mhmm.

Speaker: And so there's a lot less people, and there's still six to 10% of the real estate market is ugly houses.

Speaker: Yeah. So I'm where, was it who was it? That's

Speaker: 15,000,000 houses, Steve. 15,000,000 ugly houses out there

Speaker: There are.

Speaker: Waiting for us.

Speaker: I I think it was you that brought up this stat, last time you were here Mhmm. Which was a batches Mhmm. Research Mhmm. Which was, in in 2020 or around that time, peak.

Speaker: 2021. Yeah.

Speaker: Yeah. There were how many? 90,000. 90,000. Yeah.

And today, that's how many? Nine. 9,000.

Speaker: No. Just nine.

Speaker: Nine wholesalers. And so with that, 81,000, 90%, of the competition is gone. It's like Thanos. Right? Like,

Speaker: snap. Snap.

Speaker: Gone. They're gone. Yeah. And so for that reason, you feel like it's even easier now than ever before.

Speaker: A 100%.

Speaker: Got it.

Speaker: Yeah. And it's really interesting. So I can give you some stats even with, like, Google. So we spend $40 a month on Google ads, and it was at $3.75 a lead for real high quality. So the beautiful thing about Google is it targets people, not properties.

So if you give if you spend enough with Google and give it enough feedback, it'll start targeting profiles that are similar to the people that you've done business with.

Speaker: Right.

Speaker: So that's unlike any other marketing that you can do. I mean, they literally are psychopaths. I ran ads for this forever. Yeah. They literally, you have 1,500 data points on you on your profile in Google.

They know everything. They're everywhere. They're in your email. If you have an Android phone, they get permission to listen to everything and do everything, and there's 2,000,000,000 Android phones.

Speaker: Right.

Speaker: You know what I mean? Let alone YouTube and and, you know, Google search and everything else. And so we saw we saw that be, like, three fifty to three seventy five. That's now down a $100.

Speaker: Really?

Speaker: A lead for the same leads. Alright? Dude, I turned on property leads last week. It was at $3.25 when we, paused it last year. $1.50.

Speaker: In Phoenix?

Speaker: In Phoenix. In Maricopa County. Wow. $1.50. And then I had to bump it up to $1.75 to be the top bid in Maricopa.

In in Pinal and Coconino, I mean, these are big still decent sized markets. $1.25.

Speaker: Feel like I should get back in the game.

Speaker: So that's what I stay focused, Steve. Knock it off. Have I has none of this made any sense? I told you. We're just going in circles.

It's just quicksand. I'm just talking nonsense. No. I but so you're seeing, you know, that that's the real indication

Speaker: Mhmm.

Speaker: Of how many people are in this market is how many people The

Speaker: demand for leads.

Speaker: Are are what is the cost per lead Yeah. For real. And so that's why I love those marketing sources Mhmm. Because it's really an indication of how many people are are, really working in your market.

Speaker: Yeah. Yeah. So 175 to be the alpha on property leads.

Speaker: In Maricopa. That's Brother, I turned it on. I turned it on just goofing. Just silly goofing on a Friday. I was like, how do I even do this thing?

Okay. Because Jackie, my, marketing manager does it all. And so I'm just playing around with it. It turns on. We had six leads in thirteen minutes.

Yeah. I was like, what is and the team's like, what are we doing? Because they they have to get to these leads in thirty seconds. Yeah. Right?

And so they're like, what is happening? I'm not even set up for this. They didn't even have the right notifications set up. Yeah. And so I was just goofing around, and I was like, holy cow.

This is insane. Yeah. So I think with the, with the explosion of the different PPL companies

Speaker: Mhmm.

Speaker: Is a huge advantage for our industry. Even if you have a smaller budget, you can turn it on and off, you know, at night. Mhmm. You know, when everybody when the big companies turn it off at, like, 6PM, you can turn it on at 06:02 to 9PM and get some leads. You can turn it on on Sundays.

You can turn it on Saturdays or whatever, you know, and still get those leads, and you don't have to bid as much and you're the highest bidder. So I think that's phenomenal. I think that the consolidation of marketing out there by these PPL companies has been a huge boom for consolidation. Because they're doing all the they're spending all the money.

Speaker: Oh, I see.

Speaker: They're you know you know what I mean? They're they're spending they're doing all the marketing dollars. They're building all the SEO. Mhmm. They're they're building these, you know, million emails a day, cold email bots

Speaker: Mhmm.

Speaker: That are going out there. They're hiring all the cold calling companies. They're getting all the cold texting companies. They're paying for all of that and then filtering it through and getting the arbitrage on that. So people are just sitting back, putting in a little budget, getting leads coming in, and and doing their best.

The problem is, Steve, they don't know how to convert them because they don't get to them in thirty seconds. They don't call them 12 times in the first hour. They don't call them 22 times in the first day. And in my opinion, motivated sellers love motivated buyers. Mhmm.

Speaker: So

Speaker: if you're blowing them up that much and they don't wanna talk to you, throw them in the trash.

Speaker: Throw them in the trash. It's funny, like, you look at, I wanna bring this up, with, with Jamil. Right? So, like, the traditional model, like, the old school flipping model Yeah. Was a flipper, had to do the marketing, buying the motivated homeowner, right, and then market to them, contract their house, close on it, and flip it.

Yeah. And the wholesaler comes along.

Speaker: That's right.

Speaker: Right? And now it's like, okay. The wholesaler will do the marketing, the sales, negotiation, all that stuff Yep. And then sell it to the flipper. And then, you know, Keeley comes along.

Mhmm. And they're like, hey. Like, let me just

Speaker: Let me be another step.

Speaker: Yeah. Let me be the middle man here from, like, wholesaler to JV to flipper. Yep. Right? And then now we got PPL companies coming in.

Yep. Right? And other vendors. Mhmm. It's like, let me take care of the marketing.

Mhmm. Literally, all you have to do is get it under contract.

Speaker: Sales.

Speaker: Just get it under contract. Sales. Yeah. That's it. That's it.

So it's just funny, like, how

Speaker: And the sales is all doing deep discovery and figuring out, you know, the the the three. Right? Do they want speed, convenience, price? There's three factors. Speed, convenience, price.

If they want, they can only pick two, Steve. They can only get two. Yeah. This isn't 2021 where they get all three. You know what I mean?

Speaker: Right.

Speaker: Like, if they want the speed and convenience, they have to work on our price, and that's a cash offer.

Speaker: Right.

Speaker: If they want convenience and they want the price, then it's an ovation. That's where the speed, it just takes longer.

Speaker: Yeah.

Speaker: Right? And if they want the price and they want the speed, it's not gonna be convenient. They've they're gonna put their house on the market. And putting your house on the market isn't convenient. And right now, it's not really great for speed either.

No. Unless you price it right.

Speaker: Are you in innovations?

Speaker: We don't run across them, Steve. I think it's a beautiful model. I've talked to some people that are absolutely crushing it nationwide. We have some we have some clients that we run their PPC for. They're our favorite clients.

Speaker: Mhmm.

Speaker: Or well, I won't say that cause that'll alienate some people, but they're our favorite clients. You know what I mean? Because they with this way smaller budget, you can get into these non competitive markets. Mhmm. And you're essentially just listing them.

I mean, that's all it is. It's it's a net listing. And I think it's a beautiful model if you're going nationwide, if you're doing everything virtual. Mhmm. And that and and and that's a great model.

It's just not my model. My model is in the trenches, face to face, belly to belly, knee to knee, and, going on all the appointments and doing it in our backyard. So that brings an interesting point is, you know, when people are starting out on this, they need to make that decision. Are you gonna do this locally? Or are you gonna do it in your in, are you gonna go virtual?

Speaker: Yeah.

Speaker: Okay. And then from there, you have to decide, are you gonna go direct to seller, or are you gonna go direct to agent? Mhmm. And then from there, if it's direct to seller, you have to decide, okay. Do you have the budget to have some inbound leads, or are are you under $500 a month and you have to go and prospect if you you have to go out in hustle season?

And then if you go direct to agent, are you gonna get referrals, or are you gonna just make offers on the MLS? And so when anybody comes in, I've got this matrix that they can go through to decide what they wanna do.

Speaker: Yeah. But if

Speaker: you try to do it all, it's just a mismatch and nothing happens.

Speaker: Right. Right.

Speaker: And so I think if you're if you're gonna go local, you better go on appointments.

Speaker: Mhmm.

Speaker: Unless you're in the Midwest. Some for some reason, the Midwest just trusts everybody and just loves doing things over the phone. But you try to do there is not a successful virtual wholesaler in Phoenix or San Diego or Seattle or Austin or Dallas. Get out of here.

Speaker: I remember I was calling some leads. I was doing something with RJ Bates, on his, YouTube channel. Yeah. And they gave me some leads. They were in Indiana.

Speaker: King closer.

Speaker: King closer, allegedly.

Speaker: Three times.

Speaker: I recall those leads in, in Indiana. Right? No. It wasn't Indiana. It was, Missouri.

Yep. Nicest freaking people. Right? Like, it was, like, it was so freaking easy.

Speaker: They'll talk to you forever.

Speaker: Like, call people in Phoenix. You'll close them right now. Talking to people in Phoenix, they're so damn angry.

Speaker: Oh, yeah.

Speaker: Right? Like, why are you calling? It's like, you just filled out a form. Yeah. Why are you yelling at me?

Yeah. Right? But, man, I call them those leads in in in Missouri and Kentucky. Like, those people are so freaking nice. Yeah.

So you're saying it's easier than ever, and and you have the data to support it. Right? Not just the not just the cost per lead, but, like, $20.25.

Speaker: I think it's the easiest I I think it's a lot easier now if you have the skills. Because, like, I mean, look at all that processes we were just talking about. Yeah. It's just sales.

Speaker: Mhmm.

Speaker: It's literally just how good are you at human communication. Right. That's it. And then if you're getting inbound leads, do you have different tools in your toolbox to squeeze the most out of your budget? Can you do innovation?

Can you, list the property or or refer like we do? We refer all of our deals because we have everybody on my team has a license. Yeah. And we refer all of them, get a referral fee or, to an agent team. Right?

Do you just have a cash offer? Are you gonna do something creative? Are you gonna do a seller finance or something like that? So having all those tools in the toolbox takes some time to develop. Mhmm.

And if you have that, you can squeeze the most out of your marketing dollars for sure.

Speaker: Do you help everyone with all those strategies?

Speaker: No. No? No. I just do cash.

Speaker: Got it. No. I'm saying, like, your your students.

Speaker: I know.

Speaker: Yeah. Yeah. You still do cash. You go somewhere else for innovations.

Speaker: Right. Well, it's Steve. I'm not gonna teach things that I don't do. Do I understand the mechanics of it? Yes.

Am I the master at, oh, this is how you describe this white glove service and this, home buyer advantage program and all these other things. No. Guys do oh, I'm here's the brewer method.

Speaker: If you guys are only listening, he's doing some fantastic things with his hands.

Speaker: Yeah. No. But, truly, like, I could I could explain it. I can break it down. I could show the paperwork, but I don't have a soul in it.

I don't have a soul to be like, yeah. This is exactly, you know, how you do it and the way that you, you know, navigate these conversations and all that. So I leave that up to the people that do it. That's their business model. My business model is ugly houses, big checks.

Mhmm. That's my business model, Steve. Pretty good. And I think it's the best business model for people starting out. I think it's the best business model for people that just wanna grow a small team and keep it really profitable.

I really do.

Speaker: So on top of, like, your cost per lead going down Mhmm. Dramatically Mhmm. 2025 sounds like was your best year ever.

Speaker: Yeah. 2,500,000.

Speaker: So let's talk about that. Yeah. What changed that 2025 was I think the words you like to use is bananas. Bananas.

Speaker: Skills Mhmm. The the sales team skills, the processes Mhmm. Really understanding how to work inbound. So there's a transition from really 2023 and 2024. We were we were still getting, text leads and cold call leads from we we had American cold callers just sending us leads, and I saw my team just getting burnt out.

You know, it was one deal per 70 leads, 80 leads. It's like, oh, you know what I mean? They have to shovel through 69 bad leads to get to one deal. Mhmm. So I'm like, okay.

One, I caught a class action lawsuit for texting. Oh, you didn't? Yeah. In 2023. We didn't text them.

The you wanna know what happened? This is what happened. Somebody texted one gal three times, and you know how you just put, like, a fake name in your text message?

Speaker: Mhmm.

Speaker: They would put, hey. This is Joe. I'm a home buyer. And the next one was, hey. This is, I'm a home buyer.

My name's Joe. So they look up Joe home buyer

Speaker: Mhmm.

Speaker: And we pop up.

Speaker: Mhmm.

Speaker: And so they said, you know, these Texas attorneys come around. They're, you know, litigating attorneys. They just literally their whole job is shakedown. Mhmm. They just wanna shake everybody down and just get money out of them.

Speaker: Mhmm.

Speaker: And so they came, and this is crazy. The day that we got the lawsuit, we got a call from another attorney, a defending, attorney. What is that called?

Speaker: That's attorney?

Speaker: Yeah. Sure. Attorney goes, hey. Listen. We know these guys.

We can beat these guys. Just work with us. The same day, Steve. Mhmm. I feel like they're in cahoots.

Probably. Probably. Mean? I mean, we got out of it, and and it didn't turn into this big mess, but you and I both heard the horror stories of people with with some of these, different lawsuits. It still costs $35.

Speaker: Mhmm.

Speaker: So anyway, all that $35? Yeah. Just for the attorneys. Wow. Well, yeah.

Just to you have to send in stuff, and then you gotta pay for stuff, and it takes forever, and it's hanging over your head.

Speaker: And then

Speaker: you gotta, you know, kids to raise. You got,

Speaker: you know sleep. People in

Speaker: the thing. It's it's never great when somebody shows up at your house and is like here.

Speaker: Mhmm.

Speaker: Anyway, So I was like, okay. We're just doing inbound. One, I'm gonna keep my talent longer. Two, it's gonna reduce the likelihood of these, this environment of of lawsuits that are being thrown at our at wholesalers. Yeah.

And so made that transition, and it took some time for us to be like, okay. We need to get to these leads in thirty seconds. We need to call them over and over and over. We need to text them. We need to text them.

Hey. Let me know when's a good time to talk so that they respond. Like, little things here and there really cleaned up the process. Yeah. And it really got good in in 2025 and even better in 2026.

Yeah. And then I I wanted to show you this. So when when we get leads coming in from PPC, and PPL and the the cold emails that we do, the, the my guys are on the phone. Your AI bot is the backup. Yeah.

You're the backup to the backup, And here's one right here. This is I mean, this gal just talked this is literally today. You could see nine two

Speaker: Okay.

Speaker: In the morning here. And prospect discussed various structural and and HVAC issues related to the property, but not provide clear information about their intent to sell to the property's condition. And they wanted, the the appointment was set up. Oh, here it is. That's another one.

Holy cow. This is the one that I wanted. That's not that great. Interested in selling due to affordability issues. Just her on title, confirmed her name on the appointment.

The prospect called about selling her home on Sparrow Street. She's expressed that she can't afford the property and confirmed her interest in speaking with a specialist. An appointment was successfully scheduled for today at 9AM.

Speaker: There you

Speaker: go. That's a robot.

Speaker: It's a robot.

Speaker: That's your robot.

Speaker: Yeah. So, yeah, I wanna talk to you about this. So, like, TCP, talk to people. Right? I mean, this has been your message.

It's been consistent. For many, many years, you have not strayed from this message. This is how many quality conversations can you have with the homeowner and how many offers can you make every single day. Yeah. Right?

At the end of the year, how much you make is directly proportional to quality conversations with homeowners where you're making offers. Yeah. Right? And I was, like, begging you. Like, use my AI.

Use my AI. Yeah. And you're, like, resistant, reluctant. Right? But Jackie, you know, like, for one weekend, it's like, you know what?

Let's just Turn it on. Just give it a shot. Yeah. And what happened?

Speaker: Well, it was it was one of the hall. It was something going on in a Sunday.

Speaker: I mean, it's fourth of July.

Speaker: Fourth of July. That's exactly what it was, Steve. Bot came on. Steve Bot came on. Bippity boppity boo.

Say got us, prequalified the lead, set an appointment, and, we called her up. It was a property there in Phoenix. She just inherited and this is all in the notes. She inherited the property from her aunt. Her aunt gave her everything because she she took care of her at the end of her life.

Property's destroyed. It has rats in it. The electrical, she got all the bids for the electrical. It was, like, $8,000 to fix it. She didn't have it.

And so she was just, like, get I wanna get rid of this as soon as possible and just buy a condo cash. And so gave her a cash offer and made a 100 thou a 102,000 on it.

Speaker: Yeah. Yeah. So not bad for an AI buyer.

Speaker: Not bad. Yeah. It was awesome. That was the second, appointment they set up. Okay.

I think the other one was 42,000.

Speaker: Alright. Yeah. So pretty good ROI so far. Great ROI. Yeah.

Yeah. Alright. Yeah. So Here's your flowers. I know.

But you were reluctant to do it for a while. What were what were what were your concerns?

Speaker: I think it is critical to have the absolute top tier person be the first impression of your company. Yeah. I really do. That first thirty seconds with the lead is so critical to really opening up the door to that deep discovery to see what the best path is for them. Yeah.

Because it's not always gonna be a cash as is offer. Mhmm. Right? It could be it's in in Phoenix, it's usually a cash as is or it's go list the property.

Speaker: Right.

Speaker: We just don't run across a lot of innovations. Maybe some people do. I don't know any. But that's that's really the two paths. And so we schedule an appointment on every single lead.

Yeah. And that's critical. We set an appointment, and we can cancel that appointment if, you know, after further discovery or a second call, it's just not not a right fit or they're not really motivated or they haven't made the decision that they're gonna sell, which is, by the way, the definition of a lead. A lead is somebody that's already made the decision they're gonna sell their property. Mhmm.

If you don't if they haven't, throw it in the trash, please. Yeah. So, yeah, I I think that the having that that first impression is absolutely critical. Mhmm. And I think it just sets a level of professionalism, and we've won against a lot of other companies because of that.

Speaker: And I completely

Speaker: agree setting the appointment.

Speaker: And I completely agree with that. Mhmm. But there's also an element, where your humans are not always available. That's it. Right?

Yeah. So it was just

Speaker: It's a beautiful it's a beautiful backstop.

Speaker: Right.

Speaker: For sure. And and it Plan b. There's inevitable cracks in the schedule. Inevitable. You can't avoid that.

And so it's really filled in well, and it's really gotten a lot better.

Speaker: Yeah. Well, got my brother over there who you just met.

Speaker: I know. We should bring him in here.

Speaker: Yeah. Well, he's he's, I I guess he's a little bit smarter. But, yeah, like, the and that's the thing we we we tell people is, like, I will never promise you. That's not what I promise. I will not promise you in 2026 that the AI can outperform a human.

Right? I will not promise that, but I will promise that there'll be more available. It'll always show up. Yeah. Yeah.

Right? That's That's really all that's that's the promise is is the coverage is the backstop. So Yeah.

Speaker: I think that people are absolutely killing it with, again, the nationwide novation model with with the AI that's taken in these inbound leads coming from Google, PPC, Google, PPL, and Facebook. That's a beautiful model. I look at that all the time. I'm like, man, would I make more that way? Would I be happier?

Would I be would I would I be more fulfilled? Yeah. Would I be more joyful if I just had a virtual business that you just did this novation style, you barely spend much on marketing, and you do novations? I don't know.

Speaker: I could tell the answer.

Speaker: You say all that, but then what the the hidden little secret is, the the cancellation rate

Speaker: Fall out rate is terrible. Yeah. You're making promises. And I will say, as a friend, I don't know anyone that's really more joyful than you. Yeah.

So I don't think you can have more joy

Speaker: Yeah.

Speaker: In doing it. Is that gonna add? Yeah. You're it. That's it.

Right? Like, when you still get your property in Flag? Oh, yeah. Right? So you got your property in Flag stuff.

You got two great kids. You got a beautiful wife. Like, I don't think you can be much Yeah. Happier.

Speaker: Yeah. And Yeah. A lot of

Speaker: money. Yeah.

Speaker: Well And, as I get older, I actually get more hair on my

Speaker: head. Really?

Speaker: It's insane, Steve.

Speaker: Really? I don't

Speaker: know what's happening.

Speaker: Alright. Well, you know something right.

Speaker: I know. Yeah. You know? I think I'm getting taller too.

Speaker: I don't know. I don't know about that. But the other thing too, so you're talking about, like, the PPC, like, what you've been running. Yeah. So the marketing side, so it's talktopeople.com.

Speaker: Right? That's the marketing agency.

Speaker: Yeah. So what is that what does talktothepeople.com do exactly?

Speaker: So two things now. We run PPC Google Google campaigns. Have some phenomenal empowering your My company. Yeah. So listen.

There's some great there there's great agencies out there that run it. We just couldn't find the one that like, I wanted more control on it, and and I wanted to really understand it. Google felt very mysterious. Yeah. You know what I mean?

It's like, oh, it knows all this stuff, but then it still sends you crap. You know what I mean?

Speaker: Yeah. So I

Speaker: was like, what

Speaker: How could it be this dumb?

Speaker: And you spend a bunch of money and nothing like, what is happening? So I wanted more control, so I brought it in house and really study it and really understood it on Well, I

Speaker: mean, I talked to you for years

Speaker: on the level.

Speaker: It was a constant frustration for you.

Speaker: Yeah. Yeah. Yeah. Because I I wanted it to work because when the leads come in, they're the best of all time. Steve, my my follow-up the average follow-up I have is forty eight hours.

Forty eight hours. When say and when somebody is searching for you, you already have credibility. They found you. Mhmm. You know what I mean?

It's insane. Yeah. So it's just it it totally revolutionized my business and took us to the next level. And so I brought that in, and, I I brought in Jesse, Champlain, phenomenal from Google. And then he brought all his the people that trained him

Speaker: Mhmm.

Speaker: Now work, with the company. And so these guys are just killers. They're just absolute killers, but you have to have the right budget. I would say if you're going nationwide PPC, you can get away with 5,000 a month that you're spending to Google. But if you're in a major market, if you're not spending $15 a month for real, don't waste your time.

Why? Seriously, don't wait. Because you'll never show up. So you have to be able to bid high enough to get the best leads, the best avatar. Mhmm.

The ones that people are bidding the most on. So whether it's their the the for the search terms. Right? And so if you don't have enough to bid on a daily basis because they just, you know, they take your budget and put it on a a daily basis. If you don't have enough, you're you're just gonna get the crap.

You're just gonna get the crap. Yeah. You know? And then you could do you could do YouTube. YouTube's okay.

Speaker: Mhmm.

Speaker: It's a fraction of the cost, but it's not as as As high in tech. Yeah. Yeah. It's not even close to the the quality of a search. Yeah.

And so if you're in a major market, 15 k plus, and you're rocking. You're gonna be doing well. If you're below that, don't don't waste it. Just do PPL. Seriously, just do PPL.

Or do the the and then we just I think the the last blue ocean

Speaker: Mhmm.

Speaker: That I just don't understand why there's not some somebody that provides this that I have found, and and you can correct me if you know somebody, is mass cold email. Yeah. Mass cold email is tricky. You have to have a ton of domains. You gotta warm them up.

There's only a certain amount that you can send out. You can't do, like, a million, like, the PPL companies that have, you know, spend huge amounts on building the the structure for that. But you can send out ten, twenty, 30,000 emails and get a tremendous amount of leads.

Speaker: Really?

Speaker: Yeah. So we're getting we're sending out about 12,000 a month. Mhmm.

Speaker: What

Speaker: is that? Four four hundred a day? Is that 12,000? Yeah. And three to five leads a day.

Mhmm. Yeah. Yeah. And so, the, the guys have built a scraper for the public data. So you scrape the public data, so you get the the new leads.

Mhmm. And also, we get it from, Sam Singh at data syndicate.

Speaker: Okay.

Speaker: He does a great job with because he he built some inroads

Speaker: Mhmm.

Speaker: With the counties. A lot of the counties were all disorganized, and he built he's like, here, have this, but give me the data exclusively. And so He's smart. Yeah. Really smart.

Great guy. Unbelievable guy. You should have him on here. And so Perhaps

Speaker: him too. He likes to be low key.

Speaker: He does?

Speaker: Oh, it's supposed to be

Speaker: be on my podcast.

Speaker: Oh, well, maybe I need to be more qualified.

Speaker: Yeah. Maybe. You gotta you gotta have more I

Speaker: gotta earn it. I gotta earn it.

Speaker: No. Data syndicate does a great job. Yeah. Yeah. So he gets it every hour.

Speaker: Mhmm.

Speaker: As soon as it hits, you get you get the court data and the and the county data.

Speaker: Got it.

Speaker: Really cool. And then you email them. And then you could do all the other stuff. You could do all the driving for dollars and the entire landlords or Ardantic or or $80.20. If anybody's mailing, you should be emailing as well.

Yeah. For sure. You skip trace. You get the emails.

Speaker: Right.

Speaker: You plug it into a verifier. Yeah. You you get that and then go. And it's it's $2,000 a month. Yeah.

I mean, it's $2,000 a month to for all that. I mean, it's silly. So I think it's the new I think it's a blue ocean. I think it's the new kinda form, kinda of SMS.

Speaker: Yeah. I don't see, any service providers I'm aware of. Right. I know PPL companies do it. Right.

I don't know anyone that offers that as a service. Right. Yeah.

Speaker: So I was like, alright. Well, let's do it. Yeah. And so we had some, we have some clients that PPC in their market. I mean, they can spend $58,000 and just not build the traction that they're looking for.

Mhmm. And then just put you know, instead of spending all that money, they just spend $2,000 a month total and, just do cold email. Yeah. It's phenomenal.

Speaker: So talk to people.com.

Speaker: Talk to people dot com.

Speaker: Yeah. And then what do I need to block Brent Daniels on my email to make sure I'm, like, getting solicited by you?

Speaker: I'll find you. You could block whatever you want, Steve. I'll find you.

Speaker: Here's what nobody's telling you. If you're a wholesaler trying to scale, the reason you're stuck usually is not your marketing. It's that you're spending your whole week managing human lead managers, and training a sales team is slow, expensive, and falls apart the second someone quits. You didn't get into this to become a glorified sales manager. So here's the faster path.

We'll install our done for you AI sales system right into your CRM. It It runs your lead management, qualification, call reviews, and sales team management so that the only thing left on your plate is closing deals. It's the same system that took Nick Perry's cost per contract to $450 and cut his team from six lead managers down to two. Two. And here's the promise, 10 signs, seller contracts in your first ninety days where you don't pay.

Our top clients pull a lot more than that, but 10 is what we guarantee. If you're doing at least three deals a month, click the link below and talk to our team. So regulation. Yeah. So, I was at CG with Doug Hopkins.

I wanna was it three months ago? Yeah. And, you know, I was telling him, it was like because it they're talking about regulations and this and that. And we had, like, you know, the crazy real estate commissioner here.

Speaker: Right? Yeah.

Speaker: And what I said to him was like, man, Doug, if they ever, like, come down hard and regulate in Arizona, you had to be licensed to wholesale. I was like, I'm getting back in the game. Yeah. Right? If they're gonna make it so hard, they'll for sure get me back in the game.

But let's talk about regulations. Like, what is happening right now?

Speaker: I mean, I think it slowed down Yeah. Big time.

Speaker: So the amount of regulations because, like, Missouri just passed something where you had to, like, close on it. Right?

Speaker: I think that there's a well, you can't Oh, maybe that's Louisiana. I don't know. I'd have to look at it.

Speaker: Yeah. Louisiana just passed something as well.

Speaker: But it's yeah. They you can't they can't accept your offer for two weeks or something. Yeah. But, I mean, if if that's what it is, that's what it is. Yeah.

I mean, whoever has the best skills is gonna win.

Speaker: Mhmm.

Speaker: You know what I mean? Or just close on it.

Speaker: Well, that's what I'm saying. Just go find money. Yeah. Right? Because it's that getting money is just another skill.

Speaker: Listen. When that happened, do you know how many DMs I get from transactional lenders? I mean, it's like five a week.

Speaker: Really?

Speaker: Yeah. What do they

Speaker: offer Because they offer

Speaker: well, they wanna be on my podcast Mhmm. And YouTube, and they want to offer money to wholesalers Mhmm.

Speaker: So

Speaker: that they can close on deals and then resell them and and not have to assign or wholesale. Yeah. But remember, there's, what, 30 some odd states with no regulations? Mhmm.

Speaker: Arizona, you just have to disclose? You have to disclose that you're gonna wholesale. Right. That's it. We did that.

Speaker: I've done that since I started. I mean, we were doing that already. It was

Speaker: one of the worst written pieces of legislation. Right? You know who wrote it? Who? Unfortunately.

My buddy wrote it.

Speaker: Awesome.

Speaker: Yeah. Yeah. He wrote it, and I was like, you're gonna talk to me? Like, it kinda impacts me. Yeah.

Right? He's He's like, oh, I'm sorry. I was like, and by the way, like, this language sucks. He's like, well, should I make it like, how can I make it stronger? He's like, you are out of your damn mind.

Yeah. If you think I'm gonna help you with that.

Speaker: Yeah. No. Listen. I think and this is just for everybody out there, if you hire an acquisition manager, they should be licensed. Mhmm.

They're literally representing you. And I get it. It's your company, and they represent the company and that whole thing, and that's a loophole. Okay. We'll see.

Mhmm. Just get just hire people that have licenses. Yeah. Especially if you're local. Mhmm.

Speaker: You know

Speaker: what I mean? If you're doing the the novation style, you're doing, you know, if you're just going direct to seller and you're buying the PPL stuff and locking them up, I would still I would still have them licensed, to be honest.

Speaker: But a

Speaker: lot of the nationwide guys aren't gonna have people licensed all over the place. Are But if you're local, have your have your people licensed.

Speaker: Yeah. Our real estate commissioner.

Speaker: She literally said you have to.

Speaker: Yeah. She said that.

Speaker: I know.

Speaker: And I was like, well, she's an idiot. What the hell is she talking about? Mhmm. I sat down and thought about it. It's like, she makes an argument that could be very well argued in court.

A 100%. And the problem in the courtroom is not about who's right and who's wrong. No. It's about the old lady versus Brent Daniels. Yeah.

It's not a good situation.

Speaker: Oh, a 100%.

Speaker: Facts are irrelevant at that point.

Speaker: Yeah. It doesn't matter. Yeah. Yeah. The greedy investor's always gonna lose.

Yeah. And it doesn't even it never very rarely does it even see a courtroom.

Speaker: Mhmm.

Speaker: It almost always gets it's a shakedown to to get a settlement. Yeah. That's the game. Like, I should have been an attorney. You know, like, who makes all the money?

The the attorneys.

Speaker: Well, you said 35,000 for yours to settle?

Speaker: I mean, it's silly, dude. I mean, it's it's just yeah.

Speaker: Do you remember

Speaker: I I Attorneys win.

Speaker: I got sued for, torturous interference. We talked about that. Right? So, like, I I get this lead, alright, PPC. I call this lead, and I call her.

And I was like, alright. I can be there this afternoon. Right? So run my comps before I go there. This is way before I had a team.

Run my comps. You know, it's probably worth probably worth, like, 400. You know, I could I could pay $3.40. Right? Because I'm a licensed person.

I'm paying my own cash.

Speaker: Yeah.

Speaker: Right? Numbers work out. I go out there, and before I leave, I I see, like, it's still active on MLS. Right? It's it's active for, like, four fifteen on MLS.

Like, what's going on here? And so I go out there and I say, hey. You know, like, I wanna buy your house, but, like, let's look with the realtor. What's the story there? He's like, oh, it's already canceled.

My realtor is just slow. Mhmm. And Yeah. To me, it's like, that makes complete sense. Yeah.

Realtors are terrible. We're good. Right? Sign the contract. Yeah.

And lo and behold, contract was subject to or was was canceled subject to a $400 reimbursement. Right? Because I guess the realtor paid for the the pool, they get cleaner, whatever. Right? Mhmm.

And so we close my cash for keys guy because I still have my cash for keys guy from the REO days. So my cash for keys guy goes out there, takes the key out, and he gets blown up by this realtor. He's like, what what are you doing? Why are you taking the key out? And he's like, oh, my guy bought it.

So I talked to her, and she's like, I'm suing you. And for what? Those tortious interference. Right? Saying that I, intentionally Yeah.

Interfered with their contract. Sure. Right? Which I won the lawsuit. Mhmm.

Right? I didn't intentionally do it. I did it out of incompetence that I interfere with their contract. Yeah. Which is one of the six things you have to prove.

Like, was it intentional intentionally harmful? It's like, no. I just did it because I was an idiot. Yeah. I didn't verify.

Yeah. So I won the lawsuit. She sued me 14,000. Mhmm. I won the lawsuit.

Speaker: How much did that cost you?

Speaker: 18,000.

Speaker: Yeah.

Speaker: Right? And a year and a half of stress. Yeah. Right? Like, a long time, my wife crying going to bed.

Right? Because, like, they don't sue just you.

Speaker: No. It's everybody.

Speaker: They sue you Yep. Your wife Mhmm. And anyone else Mhmm. On the in involved in transaction. Yeah.

So yeah. Yeah. Her family got involved. So it wasn't just me and my and my wife. Like, her family got involved in that deal.

So yeah. Well, your

Speaker: wife picked a winner, didn't she?

Speaker: But lawyers. Yeah.

Speaker: Right. Anyway

Speaker: And, like, he's like, oh, for sure, there's a slam dunk case you're gonna win. Like, this will be thrown out. It didn't get thrown out. No. No.

No. So Yeah. Lawyers always win. So what else what else are you excited about right now?

Speaker: I think there's there's an interesting new group of people coming into real estate Mhmm. Coming into wholesaling that expect the regulations, understand the regulations. And so I think that it's it's gonna be interesting the next few years Mhmm. Seeing how many people can make it, and I think they're gonna be tougher. I think they're gonna be smarter.

I think they're gonna be better. I think they have to tougher

Speaker: Yeah. To survive in this environment.

Speaker: Yeah. I yeah. Exactly. Yeah. You're they're they're not coming in during, springtime.

It's it's it's winter. You know what I mean? And so the people that survive this the next twenty four months, they're gonna be grizzled. They're gonna be they're gonna be they're gonna build a long lasting profitable business.

Speaker: I I think the wholesalers from 2020 to 2022

Speaker: are a

Speaker: lot like those, remember those, HUMMER Realtors in 2004? Yeah. I think that's we got absolutely decimated Yeah. In 07/2008.

Speaker: It happens all the time. Yeah. Yeah. But But, I mean, there's cycles to it. You know, there's cycles to the real estate market.

And, you know, if if you have if you if you keep enough cash and you build enough skills, you can survive it.

Speaker: Yeah. You know?

Speaker: And I think it's I think it's an incredible business. I've looked at all these other businesses, you know, and you you see these other guys going into all these exciting things. You know? Let's let's start a peptide business, and let's start a whatever, a window business or roofing. That's the other one.

That's the other one.

Speaker: Which one?

Speaker: It's floors and roofing is where people are going from the real estate business.

Speaker: So our friend Bryant's got another flooring. I know. Right? I don't know anyone's got into roofing.

Speaker: I know a few.

Speaker: Yeah. Yeah. Alright. You wanna go into roofing with me?

Speaker: No. Absolutely not.

Speaker: Alright. So Yeah. You're you're so you still have the the marketing side, but you're getting bought out. Yeah. You focus on the coaching and the house buying side.

Speaker: Right.

Speaker: So talk to me about, like, what are the goals for next year? I know we're still kinda early, you know, September. Mhmm. Like, what are your goals on the house buying side, and what are your goals on the coaching side for next year?

Speaker: On the coaching side, I just wanna build the absolute best school group for, wholesalers. That's it. I'll bring in some people that are experts in innovation. I'll bring in some experts that are in, virtual. But local, find ugly houses, get big checks.

I want that to be, the absolute best place to get exactly what you need there and and get the support and and work with great affiliates to to give them the tools, the picks and shovels.

Speaker: Mhmm.

Speaker: And just get loud. You know, I looked at I looked at my YouTube. I've done 1,700 videos. RJ and Jerry have done 4,500 videos.

Speaker: Oh, Jerry had a huge head start.

Speaker: Oh, sure. RJ didn't. So I I just pulled back. I wanna do a lot more. I wanna give a lot more in there.

And I think that, I've got enough experiences. I started in o four and enough energy and enthusiasm to put out there to to be serious about that. And so I wanna I wanna do that. And with the real estate business, I think with three people on the acquisition team, I think that we can get to 3,000,000. Mhmm.

I think each can do a million dollar. I have one guy that's, like, the quarterback takes the inbound, quarterbacks it to my two guys that go out to the appointments. I think we can get the 3,000,000 there and see what the profitability looks like there and just see if that's a nice spot to stay. Or if I plug in if I can plug in one more and figure out the right marketing mix to to get it higher. Mhmm.

But, you know, I I was doing TV at 50 k a month, and I wasn't even scratching the surface that Andrew, you know, Kyle and and Doug are are pushing out

Speaker: Yeah.

Speaker: You know, $500,000 a month and or whatever. I don't know what the budget is, but I don't

Speaker: know what it is. But it's crazy. It's a lot. It's it's a very intimidating number. 15,000 a month is not gonna get you on TV.

Speaker: 50.

Speaker: I know. I was like 15.

Speaker: Oh, no.

Speaker: Like, no one's even talking to you at fifteen. Fifty, you get on, but you're not getting traction. Yeah. Yeah. Because I remember I was talking to someone, they're like, yeah.

Fifteen thousand, you can start in Phoenix. Like, I can I can hang with Doug at fifteen thousand? Like, we're not saying that you can hang with Doug. We're just saying 15,000 gets you on TV. Yeah.

That was many, many years ago.

Speaker: For six weeks. Yeah. Yeah. No. So I I wanna we'll get that to 3,000,000 and look at what I actually take home to Aaron and I

Speaker: Mhmm.

Speaker: And and see if that feels good or if if there is more juice left to squeeze with our current model. Yeah. Because I've tried it. I've tried doing the novations. I've just tried tried going and expanding and doing more virtual stuff during the COVID stuff, and I tried, doing doing the Spencer Caldwell where we take everybody's deals and sell it to our buyers, and I tried all that

Speaker: I don't know how he does it.

Speaker: And doing the disco mod. I've tried it all, Steve. We're just we're just really good at what we're good at, and it's in our DNA, and that is what it is. So it took a long time to get that self awareness, though. Takes a long time because you go into these groups and you're like, oh my gosh.

You're doing $10,000,000 nationwide, novations? That's insane.

Speaker: Yeah. But I don't

Speaker: you know? Well Let me see the what you take home.

Speaker: Was under the hood. And, yeah, I mean, I think that's one of the dangers of being, you know, in masterminds and joining communities and and seeing all these other

Speaker: things. Know.

Speaker: Like and, and it's not necessarily that it's like a social media thing where they're lying. They can be doing these things, but they're not as transparent about how much it sucks behind the scenes running some of these operations Sure. Or the headaches they're dealing with.

Speaker: Yeah. Yeah. Well, I also think that some people are just psychopaths. I do. I think that some people are just they love constant drama.

Speaker: Or suffering.

Speaker: Yeah. Yeah. Exactly. Yeah. It feels good.

Speaker: So, like, if you guys

Speaker: it doesn't you know?

Speaker: We're gonna have an extra episode you guys are gonna pay for. We're gonna go after all the names. Yeah. People are suffering behind the scenes. Yeah.

Speaker: No. I I yeah. I mean, I just don't my my personality is is what it is, and the the the current model that we have for real estate works for me, and I have a great team. They're phenomenal. And I think that we could squeeze 3,000,000, and we'll see.

Yeah. We'll see what that looks like.

Speaker: You mentioned Jerry and RJ. Mhmm. Right? But, I mean, like, you were going you're playing a lot of content. Was there a burnout?

Was there something that happened where you, like, kinda, like, step back on the content?

Speaker: Yeah. Hermosy. Your what? Hermosy.

Speaker: What what do we how do we

Speaker: Two paid ads. Build paid ad funnels go into this. You slip into the Hermosy, like, whole Mhmm. The that that whole world, you're like, oh my gosh. I okay.

It's all about ads. It's all about paid. It's all about doing this and that. And this is how you do your your sales calls, and here's how you do your setters, and here's how you do the applications, and here's how you do, you know, you have to shoot 5,000 new ads because Andromeda just dropped in September of last year, and you gotta do all of this stuff. So you're, you know, doing all this and instead of doing what I what I'm actually good at.

Speaker: What you've always done well.

Speaker: Yeah. Yeah. And so that that's what I mean. Like, there's a there's a Hermosy infection that you go, oh, I can do that. Mhmm.

I can't. Well So, I mean, that's just self awareness that people have to have. Well, it's I don't know.

Speaker: It's interesting. Right? Because, like, your story is door knocking

Speaker: Mhmm.

Speaker: And cold calling

Speaker: Mhmm.

Speaker: And then organic content. Yeah. And that worked for you really well Yeah. For a really long time. Yeah.

And then you kinda saw something else.

Speaker: And then her nosey.

Speaker: Kinda took you off the beaten path. Holy screwed me. But you're back.

Speaker: I I hope so. Yeah. Yeah. No. I that's my intention.

Speaker: Yeah. Well, because I again, like, I remember, like, when we were connected, like, even though when I when when by the time I started this podcast, you already had a gigantic following. Yeah. Right? On Instagram, and so on.

So, like, you're already doing really well on that.

Speaker: I mean, gigantic is relative. It's, I'm well known in a tiny niche, which is cool.

Speaker: Which is not a bad thing. Yeah. For us. It's a great place to be. Yeah.

I was actually talking to someone, and they were talking about, like, how they saw how many followers I had, and they're like, man, like, I wanna be, like, where you're at. It's like, you don't. Mhmm. Right? Because, like, it is so hard because, like, I have followers from, like, twenty twenty, twenty nineteen who are not in real estate anymore

Speaker: Mhmm.

Speaker: Who are not engaging in this in in in my, reels Yeah. And it's messing up on my algorithms. Right? I wish I could just, like, delete all these people that are following me

Speaker: Yeah.

Speaker: That aren't in the business anymore. Right.

Speaker: Start a new profile.

Speaker: Thought about it. Thought about it. Yeah. You know

Speaker: what? Can I just one last thing about Hermosy?

Speaker: Sure.

Speaker: What if it's this has all been the master plan to sell coaching? Yeah. Because he's now has go to his office.

Speaker: Mhmm.

Speaker: Sales at his office. Mhmm. 120,000 meet with his executive team. 200 a 120,000. I went to it.

It was $5 a seat to go to his office, and they basically just bash you because your company's not you can't sell it.

Speaker: It's inadequate.

Speaker: But if you work with them, it's third 28,000 to meet with their thing. They give you a secret letter that is not even from any of the Hermosis. It's from some random guy Mhmm. For a 120,000, then you can meet with his team for a day. He made a $100,000,000 with his book launch.

Mhmm. Okay? I it's a funnel. Yeah. It's a really well disguised funnel.

It is a funnel. He is doing it, and it's just I'm giving it all out for free and free and free and free. Right? I mean, it's the jab, jab, jab, right hook, and now everybody's, like, flying in from all over the world to to go to it. I bet he makes way more income from that Mhmm.

Side of the business than from the his, whatever, funder is him what what does he call

Speaker: it? Acquisitions.

Speaker: Yeah. His his actual, like, portfolio of businesses. Yeah. Well And it might just that just might be the I mean, that might be the the most elaborate funnel of all time.

Speaker: I'll tell you. We started off this podcast about focus, and you were doing nothing but screwing up my focus. I know. That's my job. I'm looking over here.

It's a 120,000. Could I get that? Could I commit a 120,000 for a day?

Speaker: You wanna go. He's got you. See? That's what I'm saying.

Speaker: I don't wanna go to his. Like, can I charge that? Can I commit?

Speaker: Oh, right.

Speaker: And I guess I wanna pay me a $120.

Speaker: Yeah. Go sell a business for $50,000,000. Get loud about it. Tell everybody, you know, that you have to work hard and do that for three years, and then squeeze out everybody into a funnel that 5,000 to 28,000. I was there.

70% of the room paid for the $28,000 thing, and they give you the badge. Mhmm. Everybody on his team knew who you were, knew your company, knew everything. It was pristine. It was a performance.

It was perfect. Mhmm. Absolutely perfect. Yeah. But it's

Speaker: a funnel.

Speaker: But it's a funnel. Yeah. I mean, may maybe it maybe it probably works for people.

Speaker: It works for a lot of people. Yeah. But I think, you know, it's, you get the two comma club. Right? Yeah.

You know? Like, I was jaded by the realtor community. I was like, I'm gonna go to the wholesaling community. Like, these guys seem honest. Right?

I was like, oh, like, these guys are every bit as bad as realtors about, like, here's how much I money how how much I make versus how much I keep. Mhmm. Right? And then you look at, I go to ClickFunnels event. I was like, okay.

Like, these guys are making real money. Mhmm. Right? Two comma club award winners. Right?

Yeah. And somebody's got, a 10, right, in front of the two commas. Yeah. And you hear it's, like, well, how much do you really keep? It's like, it's not Yeah.

No. You're like, you got a funnel. A

Speaker: 120,000?

Speaker: You're paying a lot for that funnel.

Speaker: Yeah. Well, it was a big distraction. I mean Yeah. Yeah. Anyway, I think that if you're if you're gonna be really good at, you know, paid ads and getting people in and doing all that, you better have a really, really great offer.

Yeah. Really great offer. And and then if you can scale it and sell it, go for it. Yeah. Well I just don't think that that's what it is with coaching and or real estate, and those are my two loves.

Speaker: Yeah. Well, the offer is you get to hang out with Steve for a $120. Right? I'm gonna

Speaker: Pay it.

Speaker: We're starting that off.

Speaker: Right now. It's worth it. Yeah.

Speaker: We'll waive it for you Yeah. Today. Yeah. So, so two things here before I go to your final thoughts here. So your school Yep.

It's wholesalinglaunchwholesalinglaunch.uh,.com. Yep. And I checked it out. It's, again, crazy value because, like, the while I was looking at it, it seems to be better than what I used to see at TTP coaching program.

Speaker: Like Oh, a thousand percent. Right?

Speaker: It's like Yeah. This free thing is crazy as well organized.

Speaker: Yeah.

Speaker: Right? It's like Yeah. It's really easy to go through. Yeah. So wholesalinglaunch.com and then talk to people.com Yep.

For the PPC

Speaker: and Yeah. If you're a baller out there and you wanna

Speaker: be more

Speaker: of a baller Mhmm. Yeah. That's that's, Google PPC for sure and the cold email. If you can afford $2,000 a month in in marketing for consecutive months. I mean, it takes some time to warm up the emails, but once it's going, it it's cranking.

Mhmm. Yeah. We'd love to work with you.

Speaker: Yeah. Yep. What are some last thoughts you wanna leave all all the listeners with?

Speaker: I think people should just talk to people. You know what I mean? Like, I think all problems are solved if you talk to enough people. Mhmm. You know?

So yeah. If you're gonna be in the real estate business, you love the real estate business, you you want to build whatever a huge amount of income and wealth and everything from real estate, just remember, it comes down to conversations and offers. That's all you have. Like, just peel it all back. If if and if you're not making enough good offers, then you're probably not having good conversations.

Yeah. And like you said and it's beautiful, and I never really thought about it. Now the wholesaling business is just sales.

Speaker: Mhmm.

Speaker: If you have a budget for inbound leads, you don't there's no marketing part of it. Mhmm. It's done for you.

Speaker: Right.

Speaker: You know what I mean? So just find some people that are killer, people that don't know any strangers, the people that were were those kids that, you know, got pushed into the corner of the room and had to look at the wall because they talked to too many people when they were growing up. Those are the people that you want on your team.

Speaker: Were were you that kid?

Speaker: Yeah. I was Steve. I'm still that kid.

Speaker: I never I wanna say never. I very rarely got foot in the corner. Yeah. All I got usually was, like, my name on the board, one check, maybe two. Yeah.

That was extent. Never very rarely got put into the corner.

Speaker: Yeah. Yeah. So Nice. Well,

Speaker: awesome. Thank you so much. This was a blast. You're

Speaker: the best. I love it.

Speaker: Steve, you're the best. Thank you guys for watching, and we'll see you guys next time.

Speaker: Steve train.

Speaker: Jump on the Steve train. Disrupt us.

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