How A Monk Made $1M In Real Estate His First Year

Speaker 0: I was part of a group called a crystal ashram. We grew the largest sound bath meditation community, had this vow of celibacy, was abstinent, didn't smoke or drink or I mean, like, very, very ascetic in my lifestyle. Obviously, the world after COVID was very different before, and so we were just like, what do we do now? Their podcast back in the day, I was like, oh, like, this is a thing. Like, I can learn this.

Took some courses. It's like a burn the ships moment. I spent my last, like, thousand dollars on skip tracing. Literally, like, I was like, this is gonna work or I'm gonna go be like a CFP. Like, we've gotten properties partial interest for, like, a $100.

Yeah. And we're buying, like, a, like, I don't know, 50 of equity for, like, a $100. This guy actually had, like, late leach cancer. And so, like, a week or two before closing, he passes away. And, like, little we we don't know anything about anything.

Right? So we're like, oh, does that mean we don't have a deal anymore? In the midst of that, there was another wholesaler that actually had contracted with him before. And so Welcome and thank you

Speaker 1: for joining us for today's episode of Disruptors, where millionaires are made. Today, we have Rob Lee with Curative Investor. And Rob flew in from Austin, Texas to talk about how he went from being a monk to earning a million dollars in his first year. Now, guys, I'm on a mission to create millionaires. Information on this show alone is enough to help you become a millionaire.

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You ready? Yeah. Alright. So I'm really excited. You know, you were talking to Elias earlier, and we're talking about how you went from a month to making a 1,000,000 in the first year.

But, I don't think we've ever had a monk on the show before. So let's talk about

Speaker: Okay.

Speaker: What prompted you.

Speaker: Yeah.

Speaker: Well, let's just talk about your journey about being a monk and then

Speaker: what prompted you to get in the real estate. I didn't go to a formal monastery per se. Yeah. But I was part of a group called a crystal ashram back in the DC area. We grew the largest sound bath meditation community before COVID, And we would it called?

Sound bath meditation. So we would take these ancient Tibetan singing bowls. These are, like, you know, metal bowls from the Himalayas. Mhmm. Literally two to 300 years old.

Speaker: Okay.

Speaker: And we would lay them out with crystals, play them, wind them, and people would just listen, relax, meditate. We had hundreds of people coming into these, you know, meditations every single month. And so, I mean, the the life before that, I was a finance bro. Okay.

Speaker: Alright.

Speaker: How to quote a life crisis. Mhmm. You know, decided that even as an only child, my parents' happiness wasn't more important than my own.

Speaker: Mhmm.

Speaker: And, I don't know, man. Just one thing led to another, found my way into my first sound meditation experience, had a life altering moment in it. Like, I, yeah, I was connected to God, the universe. I really still don't know how to explain it to this day. But I I came to, and I was asking the the guy who played the Bulls.

I was like, teach me Obi Wan Kenobi. And I had this, like, kinda coming of age moment right then and there, and I, he took me under his wing. I learned how to play the Bulls. We started this nonprofit. We started this education center, and I had this vow of celibacy, was abstinent, didn't smoke or drink or do I mean, like, very, very acetic in my lifestyle.

So that was about eight years. COVID came, wiped all that away.

Speaker: What do you mean wiped it all away?

Speaker: Like, so we couldn't meet anymore. Like, you know, because of COVID, we couldn't do meditations. We couldn't meet in person.

Speaker: I see.

Speaker: Yeah. And so so we pivoted, some of the, people in the nonprofit staff. We started flipping and wholesaling houses.

Speaker: So we can't have people come anymore and meditate with us.

Speaker: Right.

Speaker: But we have a good organization. Right. What kind of organization do you need? And that might sound like a really naive question. Yeah.

What kind of organization do you need to run is it a sound bath?

Speaker: That's a yeah. So you need I mean, man, it's people who have a heart of service and who really just desire to create the best experience for the people, you know, who come in and and experience, the stillness, experience the frequencies. And so, you know, just a high attention to detail, people who are locked in and sync. I mean, just no ego, leaving it at the door and making sure that we're putting our mission above anything else. Mhmm.

And so, I mean, because of the work that we had done as a team and just going through the shit together year after year of building something, like, we're a bunch of hippies in DC and everyone's like, you should go to Cali, like go to Sedona. And we're like, no, we need it here. You know, we need it in DC.

Speaker: It's needed here.

Speaker: Yeah. It's needed in DC. And, yeah, man. We had bureaucrats, politicians, UN, IMF. We had all these people coming in and out of our meditations, and we really feel like I I don't know.

We were making a dent in things. Mhmm. Obviously, the world after COVID was very different before, and so we were just like, what the fuck do we do now? Yeah. You know, like yeah.

So I I don't know. I Brent Daniels, TTP, Pace Morvey, back in the day, your podcast. Back in the day, I was like, oh, like, this is a thing. Like, I can learn this. Took some courses, pivoted the nonprofit stuff, and made 7 figures in our first year.

Speaker: So walk me through, like, how many people were involved in the Yeah. In the nonprofit.

Speaker: Yeah. I mean, we had a solid four people that day in, day out, whether it was in DC or Maryland or Virginia, we're doing a meditation somewhere. Mhmm. And so, you know, we would have these large meditations the first week of the month Mhmm. In Annapolis, in Fairfax, in in in Washington, DC, and we'd have 50 to a 100 people that come.

And so, like, to host that to making sure there's a door person, there's a person checking people in, into the actual meditation space itself, the actual facilitators who are playing the bowls. So everyone had their proper place and their positions and, you know, they had to know what to do. And then, like, outside of that throughout the month, everyone had their own, like, individual sound baths that they would facilitate on their own Okay. In different parts of the DMV.

Speaker: Yeah. Because I'm just trying to picture this, like, you know, like, who's, like, director of marketing? Yeah. Right? Who's banging the phones?

Right?

Speaker: Yeah. Yeah. Yeah. That's funny. Like, it was I don't know, man.

I didn't really learn sales and marketing, like, that well until, like, I got into wholesaling. And I I'm I still I'm I still have a long way to go, but we were just marketing on Facebook, on meetup.com Mhmm. Like, word-of-mouth. Yeah. And I was kinda we put we posted flyers in the local coffee shops, you know?

Speaker: Yeah. Yeah. Okay. So then COVID happens.

Speaker: Yeah.

Speaker: For most people, COVID was a good thing for real estate. Right. So walk me through, like this is, like, Instagram ads that's causing you to, like, hey. Like, I should I should go wholesale. Like, what what what was the draw So to go from a salon bath to,

Speaker: like, I

Speaker: wanna get in wholesaling.

Speaker: So I was actually, I was actually running a wellness center from a hotel and, kind of running the sound baths through that facility and doing sound baths outside the space. And a buddy of mine in DC, this is all in DC, who's an old friend of mine in the meditation community, he was actually a real estate investor in DC. Mhmm. And I, like, I didn't have a job at that time, and he was I was like, you got anything going on? He was like, I could I could hire you as an assistant.

Mhmm. Like, sure. So, you know, I took a drastic pay cut, but I was like, it's something. Let me learn the ins and outs of, like, whatever this guy is doing. And so Yeah.

My first exposure to real estate investing, wholesaling was was through him. And Okay. And, yeah. I mean, he's still a good friend to this day, but just, you know, things I I didn't necessarily wanna build this this whole virtual wholesaling thing with him. So I was like, alright.

Look, bro, you got a good thing going on in DC. And I was

Speaker: So as an assistant, what were you doing for him?

Speaker: Man, I was picking up tile from floor and decor, driving up to Baltimore, one of his, you know, rentals, dropping it off for his contractors, going into abandoned properties to make sure it was still abandoned. Mhmm.

Speaker: In the DMV area?

Speaker: In DC. In DC. Yeah. So I had a little bat with me. Shout out shout out to to Mike Stacks.

I still have that bat with me somewhere, bro. But, anyway, so yeah. I mean, we I was just whatever. You know, I was just bitch. I just, like, whatever he needed me to do, I just did.

Yeah.

Speaker: Yeah. Vacancy checks is just something that I would not be excited about doing.

Speaker: Right. Right.

Speaker: Okay.

Speaker: Yeah. Climbing over fences, like, no trespassing, but whatever. It's, like, supposedly his property. Right? So

Speaker: Yeah. Okay. Yeah. So you did that, but you didn't? And that's what exposed you to wholesaling?

The concept of wholesaling. Okay.

Speaker: Yeah.

Speaker: Because he was he was he was buying properties to hold. He was a he was a

Speaker: He he flipped. He wholesaled. He he

Speaker: helped build a better open

Speaker: Yeah.

Speaker: The doors.

Speaker: He opened your eyes. Exactly.

Speaker: Okay. So how long were you working for him?

Speaker: A few months.

Speaker: Few months? Yeah. And then that wasn't it? That wasn't it. Okay.

So then what?

Speaker: Well, so then I like like I was saying, I I took I saw some courses. I I saw your podcast. Yeah. I saw Jim Ingersoll down in Virginia. I saw just a bunch of other people talk about this.

I took some courses. Mhmm. I was I remember I was in Pace's sub two Zoom, and there's, like, 50 people in the room. Right? And then, yeah.

And then I was just like, okay. I'm gonna focus on one thing, and that's wholesaling. Mhmm. And I I took, a couple people from our nonprofit staff, the founders, and we got on the phones. We'd I started door knocking.

I mean, whatever that we could to, like, get money in the door and Yeah. Build something. Yeah.

Speaker: Okay. So did you take the courses and then you took action, or you're taking action and you're doing the courses along the way?

Speaker: Yeah. Look. I mean, I I took the courses and I was taking action. I mean, I was hungry. I was like, as soon as they told me to to do something, I just immediately took action.

Like, there was zero hesitation.

Speaker: Alright. So walk me through your, your first, opportunity, your first deal.

Speaker: Sure. Yeah. Yeah. Yeah. So, so okay.

So I actually started door knocking in PG County Mhmm. In Maryland. And I was, like, cold calling people in in NOVA because, like, I'm from Northern Virginia. So I was like, oh, this is my backyard. This is gonna be easy.

Like, definitely not easy. Had no idea what I was doing. Got rejected basically every single time. Yeah. And then decided to pick Richmond and the surrounding area, because one of the guys who helped start the nonprofit, his his parents were actually in Richmond.

So, like, they had businesses there and stuff like that. So I was like, okay. Let's just try out Richmond. So, thirty minutes south of Richmond, there's a little town called Hopewell. And, I think it was, like, Leeds Sherpa or something that we had.

We sent some texts out. This guy responded. I remember we were moving logs at our, like, spiritual ashram in Maryland because we're building this, like, retreat space, in in Maryland, in Annapolis. And, like, I get a call. I'm like, oh my gosh.

Someone called me back. So I, like, run to the car. I'm like, this could be our first deal. And I'm, like, acting like I've done this before and, like, you know, very professional. And I am, you know, doing my best to, like, get some kind of agreement so that we could drive down to and this is I'm in Annapolis.

Like, that's a two, three hour drive Okay. From there. But I was like, okay. This guy is willing to be at a reasonable number. Let me go put eyes on it.

So, like, as soon as he like, I feel like this guy is, like, in a reasonable ballpark, we drive down to Hopewell, look at the property with a contractor, and I'm like, okay. These numbers work. And so right after that, I I get him on the phone, like, we can send you a DocuSign. I'm trying to keep my, like, my voice steady because I was so nervous. And, we lock it in.

It was like a 12 k assignment. Joan Small in Richmond was the the the realtor who helped us dispo the property, or she she represented the buyer. But, anyway, so it was, yeah, that was the first moment. I was like, okay. This works.

Mhmm. This is real. And then we just put gasoline on it. We 10 x the texting. We started send sending mailers back in 2020.

That was great. I mean, like, we would like, I think our ROAS back then was, like like, seven or eight x. Mhmm. It was, yeah, it was great. And so I I did everything belly to belly, went to all of our sales appointments.

My other guy, who was just the integrator texting, doing everything on the back end, and, yeah, I mean, that's that's how we got our first mill.

Speaker: So you say we. Yeah. You and the founders.

Speaker: Yeah.

Speaker: So the the same exact people doing the bath sound.

Speaker: Yeah. The sound bath.

Speaker: Sound bath. Yeah.

Speaker: Yeah. Shows you have a knowledge of it. It's okay. It's okay. Our clothes are on.

Just just letting you know. Yeah.

Speaker: Yeah. The the sound bath. Yeah. How many founders were there? Or how many

Speaker: So there's there's three of us, but there's some people that came early enough that I mean, they're they're partners. Right? But yeah. Yeah.

Speaker: So there's three of you. Yeah. So 12 k split three ways?

Speaker: I mean, we just reinvested everything. Like, yeah. We we took whatever we needed to survive, but we reinvested all of that back into marketing.

Speaker: Okay. So, And and before this, by the way, like,

Speaker: I was, like, I it was like a burn the ships moment. I spent my last, like, thousand dollars on skip tracing. Like, literally, like, that was, like, this is gonna work or I'm gonna go be, like, a CFP. Because, like, the finance bro, I used to that was yeah.

Speaker: Yeah. You're gonna go back to what your your quarter life crisis pre quarter life crisis.

Speaker: Exactly. Exactly. And so but, like, literally, I spent my last thousand or so dollars on skip tracing. Tracing. I was like, this is gonna fucking work no matter what.

Like, this is gonna work.

Speaker: Yeah. Alright. So, so the first one, do the deal. Reinvest it.

Speaker: Yeah.

Speaker: Smooth sailing along the way? No. Not at all. So Yeah. What were the early

Speaker: Dude, this our second deal was was nuts. Like, we're texting people from my mom's basement in Northern Virginia.

Speaker: Mhmm.

Speaker: And this one guy, like, he's like, are you interested in selling? Yes. We're like, oh my gosh. Get him on the phone. So so as soon as we call him, he's like, yeah.

Like, come on down. I'll meet you at the property. We're like, is this guy serious? Like, he's and he was like, ah, I'll sell it for whatever. Like, he was just so, like, nonchalant, like, cavalier about it.

And, like, the the number that he was wanting was, like, a 100 k off of what we thought we needed it at. So we're like like, this is bullshit. Like, there's no way this is serious. But he was like, no. I'm serious.

Like, I'll meet you at the property. So we're like, fuck it. Let's just drive down. And so we drive an hour and a half down to Richmond. We're at this property in Henrico, Virginia.

He doesn't show up. And we're like, oh my gosh. We got pranked. Like, what's like, so we we skip trace him. We find his house.

It's fifteen minutes away. We drive to his house. We're calling him and knocking on the door. He's not answering the phone. We go back to the property.

We're waiting at the property for another hour. This is like four hours after we initially get to the property the first time. And he gives us a call and he was like, oh, I'm I'm sorry boys. I fell asleep. Like, I can meet you at the property tomorrow.

And I was and we're like, oh, okay. Like, what if we sent you a DocuSign? And, like, we're serious about this. We've been at the property here for four hours. And we didn't tell him that we went to this house.

And so, like like, we're serious about this. We can make this number work if it works for you. Are you are you open to moving forward? And he was like, yeah. Like, let's get it done.

And so we got the DocuSign sign. We were ecstatic. We we basically had a it was like a 75 k assignment that we, like, we we were like, okay. We're at least gonna make 75. So we're just, like, jumping for joy.

This guy actually had, like, late stage cancer. And so, like, a week or two before closing, he passes away. Mhmm. And, like, little we we don't know anything about anything. Right?

So we're, like, oh, does that mean we don't have a deal anymore? So, like, the title come anyway, there was, like, a POA or, like, the the wife was the executor. It closed a few months later. But in the midst of that, there was another wholesaler that actually had contracted with him before. Mhmm.

And so we actually end up splitting the assignment with her. We're like we just I don't know. I I guess, I'd call it naivety or just, like, wanting to do what was right, whatever that means. But, look, we're, like, we just split this up, and so we both make, like, 33 or 34 k Mhmm. And, split it with it.

But that was, like, our first big break. Yeah. Yeah. And then, yeah. And we just kept getting deals after that.

Speaker: So you you're talking about doing a million in your first year. Yeah. That's a lot.

Speaker: Yeah. That was a lot of activity.

Speaker: For your first year.

Speaker: Yeah.

Speaker: So what were you say to things that you guys were doing that was allowing that to happen?

Speaker: I mean, just relentless focus and action. Yeah. That's it. Just I I I woke up. That's all I thought about.

That's all I did. Mhmm. Calls, if not if I'm not on call, I'm going to an appointment. And if I'm not on an appointment, I'm, like, sleeping or eating, and I'm, like, dreaming about wholesaling. I mean, literally, the singular focus of just, like, this is getting done no matter what.

Like, the obsessiveness Mhmm. Was what I think, like, propelled us to achieve those kind of results. And, like, everyone who was doing it were just very aligned. We had been working with each other for so long Mhmm. That we knew, like, everyone's playing their role.

You know? We're we're all playing our part, and the the synergy of how everything just kinda came together was was, yeah, what I attribute it to.

Speaker: So you say everyone's playing their part. Yeah. What was your part?

Speaker: I was the sales guy. So I was door knocking, calling, inbound leads, picking up the the postcard calls Mhmm. Driving to Newport. I mean, we did we eventually, expanded to seven five seven, you know, Virginia Beach, Hampton Roads. So I was just going on appointments.

And then, I'd say it's maybe, like, eight months into it just being three of us. So it was an integrator, back end, admin, and then me on sales, and then a cold caller. So the three of us, we hired our first VA in January 2021. Mhmm. And, and then we quickly hired VAs like a texter, a cold caller, and just kept adding.

Speaker: So one of the partners is integrator, and then the third partner is cold caller. Yeah. Yeah. Got it. Yeah.

Okay. And then it sounds like you guys have a really, really good relationship. You guys how long were you guys together before in the,

Speaker: Since 2013.

Speaker: Since 2013. Yeah. Okay. So really tight knit group. Yeah.

You guys know how each other work. I'm guessing really simple, not really simple. But you guys know how to have the difficult conversations. Yeah.

Speaker: Absolutely. So

Speaker: you guys already had that before.

Speaker: Oh, yeah.

Speaker: So you guys were, like, you guys were a unit For sure. When you transitioned into real estate. So it wasn't I guess then, it really wasn't any kind of question whether it's gonna work. Like, you kinda

Speaker: Yeah.

Speaker: Okay. We

Speaker: knew it was gonna work. Yeah. And I I mean, I I really attribute that to the culture, the character, the personal development that we all were cultivating well before, like, real estate or a financial vehicle. Right? It's like, we were happy making nonprofit money.

Like, this is like we're like, okay. This is how it's gonna be. You know? And, like, the, like, the tenace the tenacity and the resilience of just starting a business from scratch regardless of whether it's a nonprofit or not, like, just there's so many challenges every single day.

Speaker: Yeah.

Speaker: Yeah. And so I I I really attribute, like, our success and, like, our continued success from 2020 due to the team and the culture that we were able to build.

Speaker: Will you attribute more to the experience running a nonprofit, or do you attribute it to the, I don't know what you would call it, skills or behaviors or whatever from being monks?

Speaker: Yeah. A little bit of I think I think both. You know, I mean, part of the man, like, I mean, we we had looked at different teachers and gurus and coaches and different programs, and ultimately we were fed up. And we're just like, what if we just try to figure this out ourselves? Mhmm.

And how could we create some kind of grassroots movement where we are being the change and we're not just saying this to say it, but we actually create systems and procedures where we're, like, keeping each other accountable to not be a douchebag and to, like, be a humble human being. Mhmm. Right? To to not be arrogant, but to be humble. To not be, condescending, but to be graceful.

Right? To, like, see the ways that our tendencies to, like, be disempowering or just, like, not a good leader, and then to recreate that in a way that's actually empowering and a good leader. Right? And so we created these frameworks and these agreements within this culture to, like, keep each other accountable. And, like, that was really hard because the last thing you wanna do when you're in your ego is to, like, be grateful and to, like, thank someone for, like, hey.

Thanks for letting me know I'm being a jackass. Like right? Like, it's yeah. There's a lot of resistance there, but, like, the the foundational tenant that we all agreed upon is the fact that, like, hey. If you're showing up in your ego, I get to tap you on your shoulder and let you know you're showing up in your ego.

Speaker: Mhmm.

Speaker: And then my agreement to that person is in that moment, instantly, I choose to be grateful for you to let me know.

Speaker: Mhmm.

Speaker: Like, that's way easier said than done. Right? And so, like, just that constant, like, annealing and sharpening of the blade and continuing to humble myself with these people, that that was a process that developed a lot of character. And especially, like, because we're we're the last people to find out how we're actually showing up. Right?

Mhmm. Like, we're typically the stupidest or the last person to know in the room when we're, like, showing up, like, you know, silly and foolish. Yeah. And so, like, to have that kind of camaraderie for people to let you know, like, that tough information that you don't wanna know, but you really need to know, like, your best friends are the people that give you the medicine you don't wanna, like, swallow. Right?

Mhmm. It's like having that culture allowed us to facilitate really tough conversations when we needed to.

Speaker: So walk me through the frameworks. So that's one. Sure. I'm I'm guessing that's one of many.

Speaker: That's yeah.

Speaker: So let's let's walk through the the the frameworks.

Speaker: Sure. So I like I didn't I was expecting this, but I'm glad we're getting into it, Steve. Alright. So, so basically, like, if I'm showing up like a douchebag, right, I'm being condescending because that is my nature. I'm Korean.

Go figure. Right? And so, when I'm showing up that way, my comrades have the opportunity to, like, hey. You're showing up as General Lee. That's my nickname.

Because my name is Robert Lee. Right? I'm from Virginia. It's, like, go figure. My middle initial is not e.

Just letting you know. And so, like, hey. You're showing up like the general again. In that moment, I have a choice. I can be, like, Steve, I really appreciate that, man.

Damn. Like, thanks for letting me know. I'm choosing to shift that right now. I'm gonna be humble and gracious moving forward.

Speaker: Mhmm.

Speaker: Right? Like, that's an example of it working out perfectly.

Speaker: Ideally.

Speaker: I yeah. Ideally. But that doesn't really happen. Right? So what people typically do and and just speaking for myself, what I typically do, and I'm not perfect at this still.

It's a work in progress. But it's like I'm like, no. I'm not. Like, you're being defensive.

Speaker: Right.

Speaker: Right? Or you're I'm sorry. You're you're taking it personal.

Speaker: Yeah. You're being sensitive.

Speaker: Yeah. You're being sensitive. You're being a whatever. I I yeah. I don't I don't know how loose lipped I can be right now.

But, and so, like, I would blame them or I would be like, Ah, you know, I've been having a bad day.

Speaker: Yeah, I'm making excuses.

Speaker: Yeah, I'm making excuses. So we've created this framework called the tragic four. So when a person's given a heads up and they don't take instant responsibility, they typically fall into four different traps of the ego. They rationalize, they justify, they make excuses or blame others. And if you commit any one of these tragic four, then you've effed up

Speaker: Mhmm.

Speaker: And you have to clean it up because now your ego's got the best of you. Now it's really awkward in the room. You violated your agreement that you said you wanted to be held accountable to. Yeah. So you gotta clean that shit up.

And so how you clean it up is this process we've called the four r's.

Speaker: Before you go to the four r's

Speaker: Yeah.

Speaker: Those four sound very the strident four sound very from

Speaker: Similar. Yeah.

Speaker: Right? The the rationalize Justified. Justified. Those two sound very similar. So break it down.

What

Speaker: Yeah. So so so rationalization is like, they're like it's like, oh, the the how we talk about it is, like, that's a surface level. It's like, oh, like, yeah. My tone of voice, yeah. It's a little harsh.

Speaker: Mhmm.

Speaker: Right? Oh, and then the next level justifies, like, oh, like, I'm having a I'm having a bad day. Mhmm. And then make excuses is like, yeah. But, like like, I I don't know.

Like, I just, I I I'm I'm scattered right now. I was in a rush. And, like, you know, like, I have all this stuff going on right now. Like, come on. Like, give me a break.

Mhmm. You know? And then blame others is like, dude, you're the sensitive one. Right? So, like, we break it down by, like, layers of it being surface level into yeah.

Speaker: That's fascinating. Alright? Yeah. So that's a tragic four.

Speaker: That's that's a tragic four. And then

Speaker: we got the four r's. Yes. What are the four r's?

Speaker: So the four r's are recognize, realize, reconcile, and reestablish. So first, you have to recognize the wreck that's in your eyes Mhmm. With gratitude. So it's like, because the elixir, the potion to help cure the ego from, like, being in resistance to gratitude is gratitude. That's the elixir.

Speaker: Mhmm.

Speaker: Right? And so the like, when you've committed the tragic four, what we say is, like, you have to say thank you three times because you don't mean the first two times. Right? It's only, like, after you say it and repeat it, you're like, okay, finally, the last thank you is when you start to feel it authentically. Right?

So it's like, thank you. Thank you. Thanks, man.

Speaker: Alright.

Speaker: Right? I appreciate you drawing to my attention that I was being a complete condescending douchebag. Mhmm. Like, so that's recognize right there. Realize is when you realize the real lies in your eyes.

Speaker: Mhmm.

Speaker: So you just state the facts like a police report of exactly what went down. So thanks for bringing to my attention that I was completely being a condescending a hole. I realized that, like, when we first started having a conversation and I was asking you to do something, I spoke in a complete dismissive way. It was totally inappropriate and unnecessary. Furthermore, when you brought it to my attention that I was being this dismissive person, I continued to say that I was having a bad day, that, oh, it's like just my it's just how I talk.

It's my tone of voice, that I was really busy and scattered. And then furthermore, I even blamed you that you're being the sensitive one. Yeah. Right? Like, oh my god.

So that's realization. That's to realize. And then reconciliation is when you have this authentic sense of remorse. Not guilt or shame, but like a sense of like longing and real like that you like you realize you fucked up. So So it's like, hey, how do you feel about that?

Like, you don't feel great. Right? Yeah. Like, when you step on someone's toe, you're just like, oh, my bad. Right?

There's like a sense of

Speaker: You wish it didn't happen.

Speaker: Exactly. And and and it's this whole thing we call it taking full responsibility. Mhmm. Because, like, apologies don't really do much. Like, every like, everyone says sorry.

It's like, what the fuck does that really mean, though? You know? But, like, when you take responsibility, it's clear and it's tangible and you then well, I'll get to what you do afterwards. But the reconciliation is when you're having an authentic sense of remorse and you're like, that bullshit stops right now. Mhmm.

Like, sorry, dude. But, like, we don't like saying sorry, but, like, in general, that's the vibe. Right? Like, that bullshit stops right now. Reestablishing is you can now count on me that I choose to be a gracious and empowering leader who gives instructions with, not generosity, but, with humility.

Mhmm. You know, I give instructions with grace. Alright? With humility. Right?

And so, that's the reestablishment. Who you can count on me to continue to be. And furthermore, like, yeah. And I'm actually recommitting to the fact that when you do let me know, I'll actually be grateful next time, even though I said that the first time. Right?

And so that's that whole framework is how we found to, like, clear up hidden resentments, passive aggressiveness, all this other stuff that's, like, happening, but people aren't clearing the air completely. Mhmm. And so that's yeah. That's one of the frameworks that we use.

Speaker: One of the frameworks.

Speaker: One of the frameworks. Yeah.

Speaker: But there's more?

Speaker: Yeah. Like, they're principle based. That's like a very hardcore, like, f four tragic tragic four, four R's. Mhmm. And, how we begin to, like, take responsibility of our lives.

Outside of that we have like principles of life that we found that we all kind of agree that are like guiding, you know, guiding principles that we adhere to. So things like humility, authenticity, the ability to be in flux and to be fully present in the moment with another person. We call that being with another person. Mhmm. Easy way to talk about that is, like, a caring and actually, like, being a someone who has selfless service.

Yeah. And so, yeah, there are other, maybe not as, like, delineated SOPs like that. Like, that's a very clear, like, framework, but, like, we have guiding principles that, like, create the rest of our curriculum.

Speaker: Got it. Yeah. And the reason I'm asking this is, a million in first year is a lot. Right?

Speaker: Yeah. Yeah.

Speaker: And so I'm trying to figure out, like, you know, what are what are the things that led to it. And what I'm hearing here is, not just core values, but a commitment to core values and extreme ownership around those core values.

Speaker: Yeah.

Speaker: Right? Like, you can count on this part. We're all on the same page. And if you guys weren't, then this wouldn't work.

Speaker: Exactly. Yeah. Yeah. That extreme ownership is is exactly what it is and that commitment to that accountability because, I mean, man, the last thing you wanna do when you're pissed off is to say thank you. You know what I mean?

Like, that's the last thing you wanna do. But, like, controlling the ego or or putting the ego in its proper place and starving that wolf is just a really, really powerful tool to just understand your vices, understand what's self self sabotaging patterns you have. Mhmm. Understanding what are the blocks, both conscious and subconscious, that's keeping you from achieving the life that you're worthy of. Mhmm.

Right? And so when you have a community of people that's holding you accountable to that, like, mirrors, then it's undeniable when you are in integrity with your word and doing what you said you were gonna do and living the lifestyle that you're committing to do because you know what happens when you start doing other stuff that's not of that lifestyle. Yeah. So so yeah. Yeah.

That commitment is, it's rare to find those kind of people.

Speaker: Yeah. Well Yeah. So we have a person on our team, Ben. He runs our marketing. And the last few weeks, he's been challenging a lot.

Okay. A lot. Yeah. Right? And our

Speaker: Go, Ben.

Speaker: Right? In our in our, weekly leadership meetings. Uh-huh. And he keeps pushing and pushing and pushing, and I think he can tell I'm getting, like, annoyed. Yeah.

He's like, hey. We need to talk. Yeah. Right? Yeah.

And he's like, look. Like, when I'm saying these things, I'm saying because the company needs needs this. Right? And, and I what I shared with him, I was like, look, Ben. I know what you're saying is right.

I will also tell you I'm annoyed, but I am able to put my emotions aside Yeah. Because I know ultimately what you're saying is the best for the company. Right. Right? I'm not gonna tell you that I I love everything you're saying.

There's a reason why sometimes the volume increases in our in our leadership meetings.

Speaker: Yeah. Yeah. Yeah.

Speaker: Right? But I do genuinely appreciate Mhmm. That you have the conviction and confidence to speak up because that's what we need in the company. Right? Like, we I wish more people would do it.

Yeah. But I can't tell you

Speaker: Right.

Speaker: That I'm not annoyed. Yeah. But you're challenging my vision. Yeah. Right?

It's tough.

Speaker: It is tough. Yeah. And as a leader, to be able to even vocalize that you're annoyed or how you how how are you feeling Yeah. That's a beautiful thing. Yeah.

Like, to have that culture where you you anyone and you're leading by example. Like Right. That people can just be honest with what's going on. Yeah. That's huge.

Yeah. So yeah. And so wait. So what's, like so what's happening after that? Like, you're saying you're not yeah.

Speaker: Okay. No. We're on the same page. No. But I I I made it really clear because he was the one that asked for the meeting.

I I mean, I I made it perfectly clear. Like, you are 100% safe.

Speaker: Like Yeah. You don't

Speaker: have to worry about anything here. Right? Like, even if I even if I don't want to hear it

Speaker: Yeah.

Speaker: The closer we are to truth and reality, the the better we are Yeah. In business. I'd rather be wrong and correct, and corrected Right. Than to stay on the wrong path.

Speaker: For sure.

Speaker: Doesn't even my does not mean my ego is not impacted. Yeah. But my ego is not as important as the health of the company. Exactly. Yeah.

Speaker: And that's and, I mean, I think that's what speaks to the success of companies when the leader can put their ego aside Yeah. And just do whatever's for the best of the whole. Right? So yeah. I mean, we, I think the beautiful thing about what we aspire to create is the fact that there's actually no one leader at any point in time.

Mhmm. So, like, the foundational intention of what we created with our nonprofit, with this meditation community, was the fact that, like like, at any moment, there could be a different leader to arise Mhmm. Because they're this they're the best at this thing. And then we all just rally behind them. And, you know, it's like in a meritocratic way, like, who are we to think that I'm the best at this when, like, you clearly are.

Right? And so, if that principle is just used in life, that'd be great, like, in our government or wherever. Right? That that that'd be amazing. But That'd be amazing.

Amazing. I think that I think, and, like, the SEAL teams and, like, elite athlete, athletics teams, they they have a way of, like, putting their ego aside. Mhmm. And just, like, there's a flow that occurs when you're able to do that, and everyone's just, like, singularly focused on the mission.

Speaker: Yeah. We had, Larry Ash on the podcast before, and he coached our organization. And I remember him talking about, like, yeah. You might be the leader of the unit. Right.

But when things are going down, someone else at at any moment has the right to lead because they have a clearer picture. They can see what's going on, and when that person decides he's leading, I don't care what your title is, you're following.

Speaker: Yep. Right? That's a such a great yeah. That's such a great principle.

Speaker: Yeah. Yeah. Alright. So yeah, I would say for sure your experience doing the, the the the your experience in the, sound bath and then the the the years and years together also with, your your your partners.

Speaker: Yeah.

Speaker: So that's the as as we played an integral part. So that's the first year.

Speaker: Right.

Speaker: Right? What were, like I mean, that was in 2020.

Speaker: That was 2020.

Speaker: So, like, what were some big obstacles there? Because it sounded like it was pretty smooth. For the most part, like, you kinda, like, flew out of the gates. Mhmm.

Speaker: So

Speaker: then what were some of the initial obstacles that you had in the first couple of years? Yeah. 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.

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Speaker: Well, I actually moved to Puerto Rico at the beginning of twenty twenty one. Mhmm. And I basically trained the integrator, the partner of ours in the nonprofit, who was the integrator texting and doing all the data. I trained him to do sales.

Speaker: Okay.

Speaker: Yeah. And then I grew a sales team texting, cold calling, appointment setters, back end data admins around him as the main closer.

Speaker: Mhmm.

Speaker: I moved to TC and Dispo and would and would do sales here and there.

Speaker: They're very different hats.

Speaker: Yeah.

Speaker: You and him both completely switched hats.

Speaker: We switched hats completely. Yeah. Okay. I moved out to Puerto Rico. I mean, there's business incentives to be out there.

Mhmm. I had some friends out there that were still meeting and doing meditations and stuff like that. So

Speaker: meditation was still a big part this whole time.

Speaker: Oh, yeah. Yeah.

Speaker: Okay. Yeah.

Speaker: Yeah. And it still is. And so and we still have our community going on in DC right now. And so we really grew the virtual thing. So we started hiring in The Philippines, in Latin America, like, bloated to 33 people plus.

Just it was all over the place. It it yeah. It was not efficient whatsoever. Mhmm. Ended up somewhere, like, between 15 to 20.

And, like, we just have some really, really die hard a plus players that have come from The Philippines as a result. And, like, the same culture that we had in our nonprofit of the identity and the oh, I didn't even go into the identity and the goals. So we have we have more frameworks.

Speaker: We'll get there.

Speaker: Yeah. Yeah. But, like, this this whole, like, culture of taking full responsibility, we started, implementing with our virtual assistants.

Speaker: Mhmm.

Speaker: And, yeah. So, like like, having people who would call us out, the leaders out Mhmm. Like, when we're in our shit. And, you know, I mean, I think a lot of people look at VAs as, like, not equal or just, like, different you know, just I don't know whatever stigma people people have, but, like, I know I used to have them when I was, and then, like, I just I just found such beauty in how coachable they were. Yeah.

I mean, like, we some of these people, if you met them now, because they've been with some of these people since 2020, night and day. They're closing deals on the phone now, and they were, you know, shy and timid to start with. Some just had no no idea about real estate. Now they're doing full title abstraction and examination. I mean, just like the the the complete transformation these people have gone through is just really amazing.

And so, why I say this is because we infuse the culture of our our nonprofit into this virtual environment. So we would have these, like, we would have these, company roast nights where all the VAs were to come up with a three minute stand up roast of the leadership and give us feedback that way.

Speaker: Okay.

Speaker: And we would give cash prizes for, like, the best person. And, like like, lo and behold, it's like the shyest person, like, just absolutely ripped us to shreds. And I, like, yeah, she got, like, a $250 cash bonus right there, you know. And so, like, little things like that. We had costume parties, dance parties, like, just different things to be goofy and silly, and we kept this culture very strong throughout the years.

Yeah. And when I went out to Puerto Rico, I also found, like, a different avenue of investing in real estate. So, I was helping a local, Puerto Rican out there who was, like, negotiating with HOAs to, like, get their nonperforming, like, loans, their h o or their liens, and we would buy them and foreclose on them. And so I was like, wow. Like, how do we do that in The States?

Like because and there's super lean states and, like, you're right. It's different state by state. And so I kept doing wholesaling, ran the business virtually out of Puerto Rico for four years, and then, you know, moved to Austin in early twenty twenty five. That's kinda

Speaker: Got it. Yeah. So switching hats, you went to, like, the more integrator side, and the integrator went to closer side. Yeah. Any challenges there?

Speaker: Yeah. Yeah. I mean, there were for sure challenges. I stayed in, like, the sales manager training and all that stuff, but, oh, yeah. I mean, that's why well, there was a challenge with him, but it was more of his belief system, really.

Speaker: Mhmm.

Speaker: It was more of character building. He now he's, like, our top guy still in the curative side of things.

Speaker: Mhmm.

Speaker: And for me, it was I mean, it's still painful. I'm still doing some TC stuff right now, like, talking to attorneys and writing emails. But, I mean, I just kinda I guess I grew into it. I I just learned it on the fly, but it's still something I'm actually that's, like, my next hire, like a paralegal, like, someone to, like, get all this legal stuff and admin stuff off my plate.

Speaker: Gotcha. Yeah. And you mentioned, you guys got to 33 and used the word bloated. Yeah. Which would indicate you were very unhappy

Speaker: Yeah. Yeah. Yeah. Yeah. Yeah.

Speaker: With the size of it. Yeah. What lessons did you learn in that?

Speaker: Yeah. Just more is not necessarily better. Yeah. And that having very clear SOPs is is really important. Like, I didn't track my KPIs until I came into boardroom.

Mhmm. Like, Kent ripped me to shreds on that intro call, and then, like, I was in one of the rooms. And I was like, oh my gosh. There are levels to this game. And, like, and, and, yeah, that's when I just realized, like like like, if you can't measure it, like, how do you know if you're doing well or not?

Right?

Speaker: Right.

Speaker: And so, we just yeah. I just kept adding things and and instead of, like, thinking of, success through subtraction.

Speaker: Mhmm.

Speaker: And so, like, that's yeah. Anyway, so that that was one of the hard lessons I had to learn. Also, like, shiny object syndrome. Like, I was, you know, trying to get into crypto and trading and stuff on the island. Anyway, that's a whole another story.

But yeah. Shiny yeah.

Speaker: Yeah. I mean, you're on on that island Yeah. That's who was there.

Speaker: Yeah. Right? Crypto bros. It's a

Speaker: Crypto bros and info marketers. Exactly. Yeah. So definitely gonna get Shiny Outfit Syndrome out there.

Speaker: Yeah. Absolutely.

Speaker: You mentioned identity and goals. Yeah. What's the framework there?

Speaker: So, we wanna give people tools to be able to have the freedom to choose however they wanna show up in life. So James Clear says the foundation of any behavioral change is identity change. And you look at the principles of like, the 13 principles that Napoleon Hill talks about in his book, Think and Grow Rich. Right? There's autosuggestion.

And the fact that these, you know, independently successful people at the turn of the century all got wealthy by themselves by following these 13 principles. Autosuggestion being like repeating to oneself who they are. And, so there's there's like the science of neuroplasticity that backs us up. But essentially, the premise of this technology, the identity statement is you take a sheet of paper, you draw a line down the middle of it. Top of the left hand side, you put a negative.

Top of the right hand side, you put a positive. As quickly as you can on the left hand side, you write all the negative things that you've ever told yourself. Anything negative that anyone's ever said about you. And anything negative that you think people might have said about you, you don't know if they have but you think like it's like you know, this this subconscious thing. Yeah.

Yeah. And you write it all down on the left hand side. And as quickly as you wrote the left hand side, on the very right hand side on the opposite line by line, you write the exact opposite version of that. So from stupid to brilliant, from slow to fast, and, like and then if it's not fast, the ideal is, like, the extreme opposite. Mhmm.

Right? And so you write that down on the right hand side till you get to the bottom of the page. And then we ask people to read it. So read the left hand side. Read the right hand side.

After you read the left hand side, imagine what it would feel like if you read that to yourself. Yeah.

Speaker: Pretty crummy.

Speaker: Yeah. Like shit. Right? Mhmm. And so, like, yeah, you write down shit at the bottom left hand side.

You read you read the right hand side and, like, oh, how do you feel? Like, oh, I feel great. Right? So you write down, like, oh, I feel proud and excited. Okay.

Now we ask people, okay. So what would you choose? If you choose left or the right, which would you choose? It's a no brainer every single time. But then why is it that when we're having negative thoughts that we don't actually have a moment of self reflection to choose in that moment otherwise?

Mhmm. Right? Like, we're not really taught this in our education system. And so, like, this is like a mind, a Jedi mind trick, if you will, of how to reprogram or rewire our brain because the left hand side is just there. Whether it's through programming, through society, through traumatic experience, or whatever the case may be, those thoughts and those feelings are floating around in our mind.

Mhmm. And they're just there. And we can't kill them, but what we can do is create new neurosynaptic pathways that maybe are the empowering version of these things.

Speaker: Yeah.

Speaker: Right? What we choose to be. And so then that right hand side becomes what we call the identity statement. And over a period of thirty days, that's the intro to it, you read that side every single day out loud with emotion and feeling. And the kicker is you have to act like you're auditioning for a $10,000,000 movie role.

And you leave this audition, this, like, you know, one to two minute script that you're rehearsing to your coach, your mentor. So, like, if they have to listen to it like they're a judge, a director, making sure that they actually sound believable.

Speaker: Uh-huh.

Speaker: That's the litmus test right there. And then if it's not, it's like, nah. Shit. Was weak. Do it again, dude.

Yeah. You know? And so we found and this is the work that we were doing for years before we got into real estate. Right? Like, so we would take people to these private experiences.

We would take, you know, companies as consultants as, like, team building and team training through these experiences. And what we found is, like, thirty days of just reading it with emotion and feeling, you would see these transformations in people. Like, from someone who's just kinda humdrum and, got that they got that Eeyore energy. Right? Just like, whatever.

Until, like, oh, I I gotta pep in my step. Like, there's you know, they're they're a little bit more enthusiastic. And so we would see these changes. And so now we're like, well, it doesn't make sense if we don't integrate this into our business Yeah. When we're in a for profit.

We're doing four people at a nonprofit. We're like, this has gotta be our culture. And so, like, that's the prerequisite. That's like orientation

Speaker: Mhmm.

Speaker: Identity statement. So so that's that. And then the goal statement is like, I mean, you know, people talk about the law of attraction and manifestation and things like that, but, like, there's real power when you can find yourself in a future moment. Like like people talk about, like, the perfect day exercise. Mhmm.

Right? Like, you write what a perfect day looks like. Right? So it's, like, similar in concept to that where you write a script where it begins with, like, it's 11/01/2026. And so, like, then you talk about that moment of what's happening.

I look at my bank account, and there's a million dollars in cash just sitting there. I feel elated and joyful because all the hard work that I've put into this is paying off. Mhmm. There's four elements that have to be in there to create the goals setting. We call it the how much, the by when, how much, what you're willing to sacrifice, and why.

And so the by when is the date. Mhmm. The how much is the quantifiable achievement. The what you're willing to sacrifice is, like, you know, whatever you're willing to sacrifice. Mhmm.

And then the why, I mean, that is the the burning desire. Right? That's gotta, like, honestly, it should make you cry if you really dig down as to, like, what is this thing that you're willing to get up and be uncomfortable for. Mhmm. And so then that becomes that written goal statement.

But the key, just like the $10,000,000 movie audition, is the feeling. And that feeling, like words of emotion, like, I feel so grateful. I'm I feel so blessed. I'm so excited to create this, has to be interwoven throughout the entire statement. Yeah.

So this is another technology called the goal statement that we help all of our salespeople, like, all these people to create because that's how you manifest. You take yourself into the future moment. You've locked in on it. You feel, you taste, you smell what it's like when you've arrived there.

Speaker: Mhmm.

Speaker: And then you operate from a place where it's already done. It's a foregone conclusion that you've already achieved it. Right?

Speaker: Yeah.

Speaker: And so we're just, like, we're just, like, systemizing that process through this thing called the goal statement.

Speaker: How much do you implement this as part of your sales process?

Speaker: It's oh, like, every salesperson has it. Like, you

Speaker: have to the salesperson. I'm talking about, like, in your conversations with homeowners.

Speaker: Oh, yeah. Future pacing where we talk about yeah. Oh, absolutely. And then we talk about I mean, like, we're therapists. Right?

Speaker: I know. That's what I'm saying. Yeah.

Speaker: The It

Speaker: sounds like like, this is the reason why I think you're such a great closer. You already have all these principles.

Speaker: Right.

Speaker: And you're just helping the homeowner do

Speaker: it. Exactly. Yes. Yeah. Yeah.

Yeah. Yeah. That that that's so that's the train that's the that that's the training that I've been giving people throughout all the years for all of our sales teams. Yes.

Speaker: Gotcha. Okay. Let's see what was something else I was gonna ask there. Oh, so, like, the part about the future date future pacing and so on. Right?

Like, talk about the perfect day. Yeah. You know, I learned it from Sean Terry as, like, you know, like, a journal to yourself. Right? Or a letter to yourself.

Yeah. Letter to your future self.

Speaker: Yeah.

Speaker: And then Vivid Vision. Right? Cameron Herold. Like Yep. That's kinda how I decided to, like, just shut down the real estate part.

Yeah. So I think that's, like, that's huge. And the why, obviously, right, Simon said it, you know, start with why. I think that's all Yeah. Powerful.

Speaker: Yeah.

Speaker: The part I think a lot of people skip over is why I'm willing to sacrifice.

Speaker: Mhmm.

Speaker: Right? Like, I think future pacing is talked about on podcast and so on. I think, the why, again, like, obviously. Yeah. But the what you're willing to sacrifice Yeah.

Is a wrinkle I don't hear a lot of people talk about. Right. That's a good point. Yeah. But I think it's important because this is where you figure out, like, what are you willing to give up?

Because until you have that conversation, you're not willing to put in the work. Right. Like, the joke I always make is, like, people wanna be rich. Like, I want a six pack. Yeah.

I was like, I want a six pack, but I'm not willing to make the sacrifices

Speaker: Yeah.

Speaker: To get the six pack. I can tell you the why. I can tell you by how much. I could tell you when, but that sacrifice one is tricky. That's

Speaker: your wife's a good cook.

Speaker: She is a good cook.

Speaker: Yeah. Yeah.

Speaker: She's a good cook. I got a sweet tooth.

Speaker: Me too.

Speaker: Right? I mean, sweet sweet tooth, salty tooth. I mean, whatever.

Speaker: Yeah. All the tooth. Yeah. All the tooth. Yeah.

So for sure, man. Because, like, in life, this is just my experience, you can't really create something drastically new unless you create a vacuum, a void. Mhmm. An emptiness first that you can then fill that with what you want with.

Speaker: Right.

Speaker: But, like, how do you create a vacuum unless you're willing to let go of something that you used to have? Yeah. And, I mean, yeah, people's vices or even hobbies or I mean, whatever your level of commitment requires Mhmm. You're gonna have to commensurately give up whatever that cost Mhmm. That is taking up your time right now.

Yeah. And so yeah.

Speaker: Hey. I got, like, a, you know, a health coach and all these other things. Right?

Speaker: I was like, look.

Speaker: I I can give up anything. Like, Like, I can give up just, like, you know, like, alcohol. No problem. Right? Yeah.

The drinking. No problem. Like, I don't smoke, so that's no problem. Right? Right.

Yeah. I'm gonna give that like, all these other vices. Yeah. It's the sugar. It's like the one thing's, like, really hard,

Speaker: to give up. I I can yeah. No. I I I think I'm blessed with good genes. Like, I got yeah.

I I, like, I can't gain weight. Yeah. But but at the same time, like, I can relate with just being a dough boy. Like, I just love I love all, like, bakery, sweets, like, whatever the case is. So it's You

Speaker: were telling me about the, follow place. Right?

Speaker: Yeah. Yeah. Yeah. Yeah. Yeah.

Speaker: Right? So right next to it is a bakery that I found out about last week, unfortunately. So Oh, no. What? It's an amazing Yeah.

Speaker: Yeah. That's, like

Speaker: Right there.

Speaker: Two minutes away. Yeah.

Speaker: Yeah. It's a problem.

Speaker: Good luck,

Speaker: man. So, how much of this did you learn? I mean, from, like, is there a place you learned all these principles? Was it, like, you know, Tibetan

Speaker: No. So so, like, this so remember I was telling you that moment when I had my first sound experience? Mhmm. So that guy is really the visionary of this nonprofit. Mhmm.

So, many of these technologies, he's pioneered. Mhmm. He's consulted Fortune 50 companies with. Yeah. And so he, yeah, he took me under his wing, taught me, you know, what he knew about it.

And so we created a consulting company around it and a private practice around it, and I was seeing clients and just taking them through these, like, one on one sessions for years.

Speaker: Really?

Speaker: Yeah. That's all I was doing, man. I was just Through the nonprofit? Yeah. Through the nonprofit.

Like, that was, like, it was our education curriculum.

Speaker: Yeah. Yeah. It's crazy. This is a nonprofit.

Speaker: I mean, yeah. It's we were making nonprofit money. Like, once once we made 7 figures, we're like, wow. Like, it's tough to give that up. Something like give up when you make in one year what you made in, like, eight years all more than what you made in eight years at once.

It's like, damn. Like, it it provides perspective. Yeah. So I always tell my team, like, the people who are still it's actually really just one guy, our our lead sales guy. I'm like, bro, two more years.

Because, like, two more, then we'll go back to that life where we're, like, doing all that work that we used to. Really? Well yeah. Because, like, we're trying to get out of it, man. I'm honestly, like, trying to hire myself so that I can fire me and my boy, Dwight.

Mhmm. And we can just I got you, Dwight. So we can get back into this nonprofit life. Like, that's that's the goal. And so this, like, cured investor, all this stuff, the the reason why we're coaching is because, like, my passion is still in education.

Mhmm. I, like, I can't wait to get back to doing this full time.

Speaker: So, you go to Puerto Rico. Yeah. What was the reason for Puerto Rico?

Speaker: So incentives business incentives and, like, the fact that I had some friends out there and Mhmm. Yeah. That's

Speaker: But then you left. I left. Yeah. Go to Austin.

Speaker: To Austin, Texas.

Speaker: Why Austin?

Speaker: It's a bunch of weird people over there, man. Yeah. It's a bunch of weirdos. I was right here. Yeah.

I I figured that if I could pick any kind of, I don't know, young energy city in the country that was also open to sound bath meditations, it was Austin. And then I also came to Austin, and I, like, I was just checking it out, a year before, and I just got a bunch of wholesale deals Mhmm. In Austin and San Antonio. I was like, okay. This is, like, good fortune or something.

Like, this is, like, it's, yeah, auspicious. Mhmm. And so, yeah, I just figured that this was the right place to be.

Speaker: And So then your buddies are still in, DC area.

Speaker: Yes. So where are

Speaker: you doing business right now?

Speaker: We're doing business mainly in Texas. We have some JV deals across the country, but, like, yeah, 99% of our business is in Texas.

Speaker: Got it. Yeah. Has it always been in Texas?

Speaker: No. We were so we started in Richmond. Yeah. And then Hampton Roads, then the Triad in North Carolina.

Speaker: Okay. So that's a journey.

Speaker: Yeah. And then Charlotte, Wake, Raleigh, Durham, a little bit of South Carolina, Alabama, Kansas, and a little wholesaling Texas. But we did all those states virtually.

Speaker: I mean, it sounds like you just kinda, like, moved your way

Speaker: Yeah. Yeah. Yeah. From the Pretty much.

Speaker: From the East Pretty much. Down to Texas. Like, was there any kind of, like, rhyme or reason? Or it's just like

Speaker: I drove so, like, I wanted to like, as soon as we weren't getting the kind of response from our mailers and our marketing, I was like, let's just try a different market. And so I, like, I literally drove into the triad. Mhmm. I was like, okay. And I, like, ran some I don't know, numbers.

I don't know if I was if I knew what I was doing, honestly. But, like, okay. Let's just try it. And so we, like, I don't know, spent 5 k Mhmm. And then got a couple deals from it.

Like, okay. So let's just crank it since let's spend 15 k. Yeah. And, yeah. And then and then we went from the triad in Charlotte.

And, yeah, North Carolina actually, that I think that overall, when I look back at the five years of wholesaling full time, that that I think that was our best market Yeah. Overall. Yeah.

Speaker: Gotcha. Yeah. Now you mentioned you went through a whole bunch of different, like, coaching programs.

Speaker: I did. I did. Yeah.

Speaker: And you, I think personal development is part of your journey. Yeah. So talk about that.

Speaker: So so, like, coaching programs in terms of real estate or personal development coaching programs?

Speaker: Both. Whichever applies. Whichever is most helpful for the people listening.

Speaker: Yeah. I would say like before I started this nonprofit journey, You know, the different programs that I did helped to an extent, but it was really when I came into the fold with this community, and I started learning the identity and goals. Like, that really, like like, it that that lit my world on fire, and I was able to, like, sink my teeth into something that was real. And I had a community like that. Just, like, in real life is just so important.

Right? And so, I I I attribute much of my personal transformation to these. Like, I've been I've been reading every morning pretty much for the last thirteen years an identity statement, or some version of a goal statement. I mean, like, I I live and breathe this stuff. So in terms of personal development, yeah, I I kinda, I I walk the talk if you will.

Speaker: It seems like it's a lot more introspective than it is outreach or personal development.

Speaker: Yeah. And it because it's this the very premise of, like, writing down all the negative things that you tell yourself, you have to get real with like, what's your relationship with yourself like? Mhmm. It's like, what's that self talk like? And that initial thirty day exercise just sets the foundation for, okay, what if I were to just do this with every negative thought I have?

And then, like, there's this like rigorous self examination that occurs that then like, wow, I am really shitty to myself. Like, I'm my own worst critic, my own worst enemy. And so, it is it is very introspective. However, like, there is the very, when I'm saying it, there's this external projection of who I wanna show up as in this world. So I'm, like, taking and transmuting, like, the crap in here to, like, you know, show up in a different way, show up as a better person.

So in terms of personal development, I, you know, attribute it to the school that we created. In terms of real estate, I mean, man, I I just I have so much love for the people that I've learned from, who I've learned from. So Brent Daniels in TTP. Mhmm. Pace Morby with the sub two community.

Flip with Rick with Rick and Zack in. Mhmm. All the podcasters, you, you know, Jim Ingersoll. I did, Tiffany High results driven. I mean, I just I learned so much from each each of these programs.

And then most recently actually, no. That's a lie. In when I was on my way back from Puerto Rico, I took a course from Logan Fulmer. Mhmm. And, like, if you look at anyone who is the thought leader in the distressed title, messy title space, Logan's the guy.

Right. Right? Like, shout out to Logan. I love you, brother. So I took his course.

Midway through the course, we're like, this is, like, this is it. Mhmm. And so we burned the boats and just went full throttle into it was terrifying because, like, as a wholesaler, you used to paying marketing. Like, every single month, if you're not paying marketing, how are you gonna get deals? Right?

There's like a direct, cause and effect there. And so, and I don't know. Call it beginner's luck, but, like, my literally my second lead that I called, it was maybe, like, my tenth phone call I ever made in curative. It was a deal in North Charlotte, North Carolina for a 90 k profit Mhmm. Net profit.

And, like, I was like, okay. We need to we need to do more of this. Right? And so our first thirty days, we locked up 500 k in equity. Mhmm.

Did a bunch of JV deals, with Logan's group, and then just, yeah, literally had the entire wholesale shop pivoted into this curative model. I gave all the VA's like, guys, I love you. I wanna find a way for you to because I've been with them for years. I wanna find a way for you to stay, but you're either gonna be in sales or you're gonna be in research. And if you're in these, these are the in either or, these are the expectations.

And you have ninety days to figure it out, which one you're gonna go to. And some people made it, some people didn't. We came down to, like, fourteen, fifteen people. And now we have, you know, a team of six or seven researchers full time. It it worked out.

This this model of, you know, kind of compartmentalizing each of the processes of, you know, data aggregation into research, into sales, that's how we do it. I know a lot of other people have, like, smaller operations where they kinda do everything, but we stuck with this very, you know, factory like model.

Speaker: Gotcha. Yeah. So you say you locked the 500 k in equity. Does that mean you kept the property?

Speaker: That means that yeah. No. Well, yes. But we don't own a 100% of it. Mhmm.

So equity obviously doesn't mean cash. Right. And so for those deals where we had a partial interest and by the way, let me just maybe back up and explain what is, you know, what is this model that I'm talking about? We call it curative investing, but the what it really means basically is just you're buying properties that can't be sold because there's some underlying title issue. Mhmm.

So there's a leaner judgment that can't be released. There are co owners that don't all agree to sell at the same time. There's some kind of, unprobated estate or some cloud on title that doesn't allow it to be insured, bottom line. And so what we do then is go and reach out to one of these co owners, purchase their partial interests, and now we're a co owner that has equity in a property. And so at that point in time, we have to go and negotiate and settle with the other co owners or take it through some kind of legal process.

It's either forced to sale or otherwise. And so yeah. So that doesn't mean we had a 100% ownership. We went and then did what we had to do to either settle, buyout, joint venture, or file some kind of lawsuit. Gotcha.

Speaker: Yeah. And then this is the primary business you do today?

Speaker: Yeah. That's all we do now.

Speaker: Got it. Yeah. What kind of marketing are you spending?

Speaker: Zero marketing spend.

Speaker: Zero marketing spend.

Speaker: Zero marketing spend.

Speaker: So how are you finding these properties?

Speaker: Yeah. So we take a tax delinquency role, and we get a code violations list. We, like, scrub and filter that list down to, and this is Texas specific. But in other states, we have different slightly different filters because Texas's value is different from each state to state as it relates to as is value. Because what we're really looking for is as is, we're not looking at our exit to do any construction whatsoever.

Mhmm. And so we take, like, a $250,000 as is value, because that's really like a 120 maybe 100 as is. And then we'll take a tax balance of $7,000 or more and a delinquency of two years plus. And, we'll basically filter that list all the way down to just those that criteria. We'll skip trace that.

Look for what that skip trace provider says are deceased owners of record. We'll take those deceased owners of record and then put it through this AI enrichment process, Google Street View, to determine the likelihood of vacancy. Mhmm. An exemptions filter. The less exemptions, the better.

A tax and appraisal owner of record check, because when there's discrepancies, likely means there's some, like, disagreement or something's going on where there's not one owner. Mhmm. And then we've built out AI processes to actually do the deed search, probate search, court docket search. So we have this whole file that's all done before a phone call is even made.

Speaker: Before calls made?

Speaker: Four calls made.

Speaker: Wow. Okay.

Speaker: Yeah. Because what we're looking for is the ideal storyline. Because when there's a specific story of a deceased owner of record and their probate isn't administered, that means the heirs of the estate, whoever those heirs are, likely children or grandchildren, now own the property or the beneficiaries of the property and own it quite yet. And so then you the more estranged the person is from the original owner of record, the better. Mhmm.

So, like, the perfect fact pattern, like, we've gotten properties partial interest for, like, a $100.

Speaker: Yeah.

Speaker: And we're buying, like, a, like, I don't know, 50 k of equity for, like, a $100. Mhmm. And it's because they were this estranged child that, like, never met the father, but they were a biological heir. Right? A cousin, like, second removed.

And, like, all the children had died, but it went to, like, a sibling of the owner's child. Mhmm. Right? And so, we're constantly looking for these ideal stories. Yeah.

And so all that research done before helps us identify based on our scoring which lead would be the most inclined to accept that kind of offer. And so all there's just a tremendous amount of research that's done all in house before we pick up the phone.

Speaker: Six researchers, you said, on payroll? Yeah. So these six researchers, this is what they do all day. How long does it take from, like, tax foreclosure to, like, hey. We should call this person.

Speaker: Yeah. So tax delinquency? Yeah. Okay. Yeah.

So, so we're beta testing things right now because the AI is still new and is still clunky and stuff like that. But, if there's an AI involved, it's really just quality assurance and making sure that's done in, like, fifteen, twenty minutes. Yeah. Right? But if they do it manually, it takes them about an hour or two.

Speaker: Okay. So, really, once you got the tax delinquency, it doesn't take that long to figure out, okay, this is someone we wanna call. Or, hey. Look. This is this is not worth it.

Speaker: Correct.

Speaker: Yeah. Gotcha. Yeah. And how many deals are you guys doing right now? I'm not doing that?

Speaker: We do, on average, one to two deals every couple weeks. So, like, three to four deals a month. Mhmm. Yeah. Yeah.

On average.

Speaker: But your the the volume here is different.

Speaker: Yeah. The yeah. The yeah. Because, I mean, when we're wholesaling, I think we're doing average a 150 transactions a year. Mhmm.

And the average assignment was maybe, like, I don't know, 15 k or so. Mhmm. But now we do far less, but our average net profit for these, curative deals are, like, it's, like, 65 k. Mhmm. And we're acquiring a new property every week, every two weeks.

Really? So and then there's no construction. There's no yeah. I mean, there's no marketing, so our gross our margins are higher.

Speaker: Yeah. Yeah. So you were saying earlier, your hope was to be able to replace yourself. Yes. So you're you're you're bringing a lot of revenue.

So my question is, how have you not been able to replace yourself today?

Speaker: Myself? Well, we so we just pivoted to this new model, like, this past year. Right? So, like, I'm still there's so much. Learning curve is steep.

I mean, honestly, it's not gonna get saturated, like, wholesale. It's just because, like, maybe one day, but, like, the learning curve is steep.

Speaker: And so Logan's trying to, I think. Yeah. It seems like he is.

Speaker: Yeah. Yeah. Yeah. I mean, no. And he's doing a great job.

And yes. I mean, he's he's he's best in class right now. So, like, to find a way to simplify this model is an art form.

Speaker: Mhmm.

Speaker: And so, like, how we try to do this is to automate as much as we can with AI Mhmm. And have underwriting principles that we've delineated half, like, inform each one of our deal, make decision making processes. So, like, the title, the tax, the people, the, the probate, and the purse and the property itself. So tax title, people, probate, property. These five components, and there's lots of distinctions inside of each one of those.

Mhmm. But, like, we're creating an underwriting engine that helps to analyze each one of those to, like, spit out a way for our sales guys to just offer something on the phone right then and there instead of getting me involved. Mhmm. Because I'm the guy that's, like, making decisions on all these things, and it's, like, really contingent on me before these sales guys are able to make an offer. Because I'm, like, I'm dotting the i's and crossing the t's.

And I just I don't I don't wanna be the man. You know? I wanna get back to being a hippie. So, so yeah. I mean, I'm hiring.

And then also, like, so I have a I told you a partner who's our lead sales guy. I'm trying to get him fired first.

Speaker: Mhmm.

Speaker: He's he's been like, dude, he he said two years every fucking two years, and now it's six years then, dog. When is it gonna happen? You know what I mean? So it's like like so I I I gotta take care of him first. Mhmm.

I'm hiring salespeople right now. And then, you know, hopefully, one of those salespeople rises up once to, like, start maybe become a partner of the company and then helps to get me out of there.

Speaker: Gotcha. Okay. And then what is Curative Investor?

Speaker: So Curative Investor is a community that, we've created to raise awareness and education around the space. We have monthly meetups every third Thursday of the month live in South Austin Mhmm. Where we feature, a new 7 figure operator to talk about what they do, how they, you know, run their own period of operation. And then it's also a coaching program where we teach people how we do what we do. So we are not gurus.

We are not experts by any mean. We are totally the new kid on the block. Mhmm. But we're just saying, hey. If you wanna copy and paste what we found work into your business, here it is.

Yeah. That's that's pretty much it. Yeah.

Speaker: So I know Logan for many, many years now. Chip Ferguson was on the episode or on the show Uh-huh. A few episodes ago. Seems like everyone does curate a title in Texas. Yeah.

Speaker: A

Speaker: little bit in North Carolina. Yeah. But really that's all I hear. That Carolina's in Texas. Mhmm.

Speaker: Is there

Speaker: a reason why it's only Carolinas in Texas that I hear of?

Speaker: I just think that you haven't had enough guests on or you you haven't had a chance to talk to more people around this because there are people actively doing this. I mean, I I'm trying to think of a state where people aren't doing it, actually.

Speaker: I'm wondering here because I hear his title's really easy. Yeah. Right? Like, I had a deal where, like, the guy called me the day before foreclosure. Uh-huh.

Like, hey. Like, can you buy my house? I was like, let me check title. Yeah. And, like, three hours later, like, we had clear title.

Like

Speaker: Dude, that's great.

Speaker: It's really easy. Yeah. Yeah. So title is not an issue here.

Speaker: Yeah.

Speaker: And I remember, like, I did, we expanded to, Oklahoma, and that was, like, the absolute worst. Like, title took I think it took, like, three months to get title. Right? Like, I don't know. I have no idea.

Speaker: Okay.

Speaker: Right? I just know it was, like, why is it so freaking hard to get title out here?

Speaker: Right. I got him I have no idea why OKC is like that because you could just do your own title search. Right? You could go to the land records and look at it yourself.

Speaker: I think because they had to, like, go find, like, microfilm or something.

Speaker: Oh, okay. Got it. I mean, fundamentally, all in in my opinion, and this is just my humble opinion. Yeah. All all, like, buying messy titles and this curative investing thing is just buying a deed without title insurance.

Mhmm. That's all it really is, and that's been around forever.

Speaker: And we've done that. Yeah. Yeah. Like, siblings that hate each other. Right.

Speaker: So so but then, like, you wouldn't do that unless you knew that you could sell it eventually. Right?

Speaker: Yeah.

Speaker: And so then the due diligence that you have to go through to ensure you know exactly what you're getting yourself into Because

Speaker: there's no title insurance.

Speaker: Right. Yeah. Yeah. So I mean, to me, that's like fundamentally what it is. How you find that lead is there's so there's a thousand different ways to slice it.

Mhmm. You can start with lien. You can start with a a liz pendants, a lawsuit. You can start with a memo. You can start with a tax delinquency list.

You can start with driving for dollars. Like but but how you actually the actual transaction that takes place where the rubber meets the road is when you offer that owner cash for a deed with no title insurance. Yeah. And so, like, why which state can't that happen unless, like, you can't access the record?

Speaker: If that's the case, I was thinking more along the lines of, like, you know, these really complicated title deals.

Speaker: Oh, yeah. Right. I mean, I I can only speak to, you know, Texas and North Carolina a little bit, like, places that we've done deals because, you know, that's my experience. But, yeah. I like, even in probate states.

Mhmm. I know people that are doing cure to title in Washington state Okay. In California, in a bunch of in Florida.

Speaker: Right.

Speaker: Yeah. I mean, people are crushing it in Florida right now.

Speaker: I need to find more people.

Speaker: It's really what I'm hearing. Yeah. Yeah. Yeah. Get get get get Brandon Schwam, my boy Brandon, on this, on this podcast.

He's killing it right now. Yeah.

Speaker: Yeah. Alright. So you're doing a lot here, but you wanna get back to Yeah. The nonprofit.

Speaker: Yes. That's the goal.

Speaker: Can you not just go back to the nonprofit?

Speaker: No. There's yeah. Yeah. There's too much riding on, like, this this this brain. I just yeah.

I'm But, like I gotta hire other people to replace me.

Speaker: But I guess where I'm going with this is, like, the monk lifestyle. Yeah. Right? Uh-huh. Where, like, you know, you can just eat, like, rice and what is it?

What are the this is just rice and vegetables. Right? Like, I'm just thinking, like, in the Chinese food.

Speaker: Okay. Okay. Yeah. Yeah. Got it.

Right? I'm Korean, dude. I I know. I'm just saying the Chinese I'm

Speaker: going with the Tibetan thing. Right?

Speaker: I'm just messing with you.

Speaker: But, like, is that ever going back to that lifestyle an option?

Speaker: I look at life kinda like seasons. Mhmm. And, like, this is a season of enterprise and building in the world. Yeah. And somewhere as this slows down a little bit, I I wanna do, like, the wife and kids season.

Mhmm. And then after that season, I I'm sure there'll be a time where I regrow. I had a Fu Manchu. I had a I had a I had a goat beard, man. I, like, had long hair.

I I'll probably go back to that, like like, Padme vibe, and go to the top of the mountain. Because we're we're actually, we're building a off grid retreat spot. Mhmm. And, yeah, we have a Sound Temple Cabins. It's gonna be it's gonna be dope.

Speaker: There's a a Dallas grand master out here.

Speaker: Okay.

Speaker: And he talked about his journey, and he the whatever, not tribe. I don't know what you call it. But what he joined, that, you know, that that that monk community Uh-huh. He had to live in extreme poverty. Like, that was a deal.

Right? And then once he was, like, once they've broken him from, like, the American capitalist Got it. Culture Yeah. And he was, like, totally fine in living in, like, abject poverty

Speaker: Mhmm. And they're

Speaker: like, okay. Now that we've broken that and, like, you've gotten, like, all these principles, now you have to be an extreme capitalist Yeah. And be as wealthy as possible. Right? Yeah.

And the whole idea was you have to create wealth so that you can create a maximum impact.

Speaker: Mhmm.

Speaker: Right? So the way to create act impact now Yeah. Is to have a lot of freaking money so that you can go do all the things that we've taught you. Yeah. But first, you had to be, like, poor, extremely poor Yeah.

And then become extremely wealthy Right. And then give it all back. Yeah.

Speaker: I love that. I I think, to me, when I hear that, it reminds me of it's it's not the poverty itself that's the goal. It's the result of

Speaker: what the criteria is. Yes. It's like, this is not what was it? This is not your robe. Yeah.

It's a robe that you have.

Speaker: Yeah. Right. And and just the power and meaning we give to materialistic things Yeah. Just it loses its value altogether when you're stripped of everything.

Speaker: Right.

Speaker: Right? And so yeah. And then when and then when those, like, principles are formed and you have that foundation, no amount of wealth is gonna change who you are as a person. Yeah. You, like, you it doesn't matter anyway.

Speaker: Mhmm.

Speaker: Yeah. And so, I didn't do the abject poverty part, but I did I I did it felt like this, like, consummate, like like, oh, I meet my master. I'll do everything you say, and I'll, like, relinquish all material possessions and, like, like, desires. And, like, it feels like that kind of, like, a Jedi, like like, karate kid tale that I went on. And now I'm in that, like, yeah.

Just just go and make a lot of freaking money Mhmm. Because that's how you can fund the thing that you're passionate about. Because I'd be lying if I said that this prosperity hasn't helped our nonprofit. Right? Like, we've been able to do things that we wouldn't have been able to do unless we had money.

And so, yeah. I I I say I I know I say, like, I'm trying to get out of the real estate part. There will probably be a part of me that's, to some capacity, stays on as an adviser or something. Right? Not like because there there's a part that is stimulating.

Like, I like I like business. Like, there's a part of me that enjoys, the hunt and negotiation and, like, the strategy around it all. But, yeah, I mean, that's all I do now. And so I wanna, you know, I wanna have some of this old life come back. And that and that's actually the reason why I'm starting to do sound baths again in Austin and to to build that community.

Wow.

Speaker: So if

Speaker: you're ever in Austin, bro.

Speaker: That community is saving. That community absolutely needs saving. Yeah. It's so damn weird.

Speaker: They are weird. I I can't speak to it totally myself because I've been a little hermit for the last year and a half. But, so far, the people I've been through pretty weird.

Speaker: Yeah. I mean, there's a lot to be said for Austin. Right? Like, all the people I listen to now, all the, the, people like an all in podcast

Speaker: Yeah.

Speaker: All the VC, AI, all all other stuffs out there. It's like, man, it's b. You know, my my hero, Elon, is out there. Yeah. Right?

So if you look like I thought about, like, if I move somewhere Uh-huh. I guess I look at it, which one which which state is gonna succeed first? If it's Texas or Florida, and that's the state I'm gonna go to.

Speaker: That's That's

Speaker: kinda how it would be.

Speaker: That's probably a good bet. Yeah. Yeah. That's funny, man.

Speaker: So, for yourself, what do you wanna be remembered for? 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 solved that. Three days in Dallas, September 19 through the twenty first with myself, Stephanie Benters, 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 ViviVision, Cameron Herold 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: Oh, man. People forgive me anyway. I I think legacy is overrated. Mhmm. Mainly because, like, in a thousand years, no one's gonna remember anything about anything about us.

Right. Right? I have this naive hopeful belief that we can still turn the tides of this direction that the world is going down on. There's a lot of evil and darkness in this world. And, we we I yeah.

Speaker: We're not

Speaker: gonna go into that right now. But I I I have this naive hopeful, optimistic belief that that when enough people can get together Mhmm. That we can, shift the tides of consciousness in the direction that we've been propelled and almost coerced down on. So if I could be remembered, which I won't, but if I could be, then I had a small part in helping that. Yeah.

Yeah.

Speaker: What is your biggest struggle today?

Speaker: My biggest struggle? I'm still single, so I need a wife. I I late lady I'm kidding. But

Speaker: Our avatar

Speaker: is, like,

Speaker: 99% male.

Speaker: You're a bunch of bros. Yeah.

Speaker: I look at our analytics on Instagram, on YouTube. It's always 99% male. It's not 1% female. It's just 99% male and, like, zero female.

Speaker: The rest are bots? Yeah. Yeah. Yeah. We're just Yeah.

Speaker: It's just this is, what I talk about

Speaker: It's so funny.

Speaker: Is not there's there's no feminine energy in what I talk about.

Speaker: Why not? There's gotta be some, like, killer, savage, like, girls out there that are

Speaker: I know. They're part of that not 1%. It's less than 1%.

Speaker: Okay. Okay. Alright. So if you're in that totally kidding. I mean, I am I am this unique, creature where I want, like, a Bonnie to my Clyde.

Like, I want, like, Leila to my Alex. You know what I mean? Like, I want someone to build this real estate empire and then to, like, move over to building this movement in this school. Yeah. So that's a weird person to find out there who, like, likes the same shit like me.

So Yeah. I'm not in a row. I'm just yeah. So that that's that's the that's the one thing that, personally, that I, would like to happen sooner rather than later. But, like, business, the the the bottleneck that I have is, just finding a players.

Like, bringing people in that get the sales process without having to know all of the intricacies of title and, like, legal and all the estate stuff. Because a lot of the people that are doing that to do well in curative are like unicorns.

Speaker: Mhmm.

Speaker: They're, like, super analytical, able to put puzzle pieces together while at the same time have high EQ and, like, salesmanship to an extent. That's, like, a weird skill set.

Speaker: Very much a weird skill set. That's that's that's not common.

Speaker: Not at all. Yeah. And so I was in, like, I'm in, the ACQ vantage thing where, like, Alex is, like, he sold me at his book launch, and I'm, like, like, in it. Right? And so they met at Newport Beach.

I talked to his number one hire, and he was like, dude, you gotta stop making your salespeople better, and you have to make your sales process easier. Right? And you you know all about that. Right? And so light bulb went off where I was like, I just have to get sales guys that are smart enough to, like, understand it conceptually, but I just have to create a better sales process Mhmm.

Where they don't need to know all that stuff. Yeah. And so, I guess that's my long way of saying, like like, my biggest bottleneck is creating a really good process and then finding the right people to implement that process.

Speaker: I mean, I think you just need intelligent salespeople. I don't think you need detail oriented salespeople.

Speaker: Just smart enough.

Speaker: Just smart enough.

Speaker: Yeah. Yeah. That makes sense.

Speaker: Yeah. I got I mean, for us, like, now that we're a software company, it's, finding for customer success, we're finding, like, people with high EQ and intelligent. Like, they don't have to be able to do Zapier.

Speaker: Yeah.

Speaker: But they have to understand Zapier. Like, that's kinda where we're at right now. Yeah. At least, I mean, that's what's working for us.

Speaker: Nice. Yeah. No. And you're building something really cool. So Yeah.

That makes sense.

Speaker: What is your superpower? My superpower?

Speaker: I think, I would say my superpower is the ability to, like, empathize and speak with someone, really get a good understanding of what is going on in the world. And, being a chameleon in a way of just, like, being who that person needs on the other side of the phone for that moment. Mhmm. And it's I just kinda forget about who I am and just, like, how can I be the person that can serve this person the most and and just stepping into that identity?

Speaker: Would you say that's true in general? Like, what I mean, like, outside of a sales conversation?

Speaker: Yeah. I would say so. Typically, what's I find my highest and best value in that context when a person wants to be held accountable to being a better version of themselves. Mhmm. So, like, being a coach.

Yeah. You know, life coach or whatever you call it. But someone who can keep them accountable to who they really wanna be. I would say that's I think that's my natural gift, helping people, like, get aligned with what brings them the most purpose and fulfillment in life and then being accountable to that.

Speaker: Yeah. I mean, I would say, like, I think I've always had some natural leadership ability, but it wasn't till I got really good at sales

Speaker: that

Speaker: I became a much better leader. Mhmm. Right? Because I have to, like you need to use all those sales

Speaker: skills. Yeah.

Speaker: Yeah. Hold people accountable to their goals.

Speaker: Absolutely. Yeah. That makes a lot of sense. Like, it's funny because when I was starting off as just, like, a complete newbie entrepreneur, never starting businesses before, I I didn't know what the hell I was doing. Mhmm.

Right? And it's only when I learned the, like, the softer EQ stuff that that helped me become a better closer, but then at the same time, actually doing closings. Like, in wholesaling, belly belly belly sales on the phone, high ticket sales, like, that then helped me be a better leader. So there's this back and forth that I personally experience with that too.

Speaker: Gotcha. Yeah. What are some last thoughts you'd like to leave all the listeners with?

Speaker: I don't know. I hope I hope some of this is valuable. I hope you enjoyed it, you were entertained, and that if there was any takeaway that there, if you're a business owner, you're an entrepreneur, you're a founder, the culture starts with you. And whatever values that you embody, by the very nature of that, you will be an example for your entire organization to follow. And so it really does start and end with you.

And so just be very careful about what your core values are and exactly who you're attracting as a result, and maybe include some of these tools or, you know, the things we talked about. It doesn't have to be the exact same things, but things like that to help bolster that culture. Because I think the only reason why I'm gonna be able to fire myself and have a company that continues to keep going is because of these cultural systems that I put into place.

Speaker: Yeah. So if someone wanted to connect with you, what's the best way for them to reach out to you?

Speaker: Shouldn't give out my number, should I? I'll I'll I'll I'll put it out there. Why not? So, you can find me on Instagram at real. Roblee, and then I'll drop my phone number if you have, JV deals or if you're interested in this, personal development stuff.

This is actually the stuff that lights me up. So hit me up. (703) 395-4990.

Speaker: Awesome. Cool. Appreciate it. Thanks so much. Thanks, bro.

Speaker: Thank you

Speaker: guys for watching. See you guys next time. Steve train. Jump on the Steve train. Disrupt us.