How Bobby Built 5 Businesses That Run Without Him

Bobby Suarez: Got a contract the second day of doing TV ads, and I left that house. I just pulled the deal right away. Called Darren. I'm like, hey. Double up budget on on TV.

I'm really good at finding good people to help me on different businesses. I don't wanna go into business with anybody that has any sort of desperation. Interest have to be aligned. If they're not aligned, I don't care to do business. I wanted to get rid of daisy chaining, and I wanted to get rid of spam.

And I wanna be able to go into the platform and build a buy box, only see deals that meet my buying criteria. If we find out that you're putting in a deal that you don't have equitable interest in, you're getting kicked out. I don't care how much money you're paying, you're done. People think that I did this thing overnight. No.

This thing takes a long time. It's very complex.

Steve Trang: Welcome, Welcome, and thank you for joining us for today's episode of disruptors where millionaires are made. Today, we have Bobby Suarez with Sell the Bobby and Rezzy. And Bobby flew in from Miami to talk about how he's built five businesses that run without him. Guys, I wanna mention to create millionaires. The information on the show alone is enough to help you become a millionaire in the next five to seven years.

If you'll take consistent action, you'll become one. And before we jump in, if you're here to learn how real entrepreneurs are building real empires, make sure you hit that subscribe button because every week, we're sharing lessons that might help you create your first or next million. And right now, you got a 100,000, 250, or even more sitting in your CRM. Resurrect all your old and dead leads with the objection proof AI calling agent. Text cash to the phone number 33777 to unlock the money that's just hanging out in your CRM.

You ready? Let's do it. I will say, like, this is really long overdue because you actually toured our old studio

Bobby: Yep.

Steve: Back in Tempe. I wanna say, like, five years ago. It was, like or or even six. It was, like, right after COVID, we were doing Collective Genius Yep. In in Scottsdale.

Mhmm. Right. You came out there. And so it's been and we're like, hey. Like, we should do this.

It took, like, five, six years for you to get out here.

Bobby: I can't believe it's been this long, man. But finally glad that we're doing it today. So

Steve: Yeah. Well, you're a busy, busy guy. You got five businesses you're running. But before we get into, like, you know, all the business you got going on, let's talk about, like, what was what got you into real estate?

Bobby: So I've been an entrepreneur since the age of 19. I started working at a mortgage company at the age of 19. I opened my first mortgage company at the age of 20. I bought my first property at the age of 20 also.

Steve: What? When when was this?

Bobby: What year? Yeah. What year? So the financial, collapse was in I was 20, 24 years old during, 2008, so I would say this was, like, 2003

Steve: Does there More

Bobby: or less.

Steve: You started your own mortgage company. Yes. Because it's not like, like, you know, I'm a wholesaler. Mhmm. Right?

It's like, okay. Like, there's not, like, a lot of certification process. Right? Realtor, at that time, because I know I did it, it took me two and a half weeks to get my license. Yep.

Right? In o seven. To start a mortgage company at the age of 20 is, like, nuts. I mean, that that doesn't make sense to me. Like, how the hell did you do that?

Bobby: It wasn't that hard. Honestly, back then, all you had to do is get your mortgage broker license, and you could even have loan officers under you that didn't even require a license. So it was it was a bit crazy back then. So I actually started as an employee without a license.

Steve: Okay.

Bobby: And then I eventually got license, and then that's when I took the plunge and I opened my my company with a with a partner back then. And I did that to the financial collapse. Mhmm. I was 24 years old, making decent money, but then the financial collapse came last

Steve: month. Crazy money?

Bobby: I mean, a few $100 back then. That for me, that was a lot of money coming from from nothing, honestly. Right. Growing up poor. And, I did that to 24, man, and I lost it all.

It was a a nice wake up cough warming. But then right after, I had a couple buddies of mine in around 2009, 2010 that were working for a comp they they actually, own a real estate company that represented hedge funds that were buying single family rentals in a large scale. These guys were like the pioneers in helping all the big hedge funds, especially all the ones that are out here out of Phoenix. Mhmm. That they started buying, the single family houses, you know, during the when the properties were were at the bottom.

And, I started working with them as, like, an acquisitions agent per se.

Steve: Was this in Miami?

Bobby: Or It was. We were based out of Miami.

Steve: Because, I remember, like, when this all went down Yep. Right, like, Phoenix was bad. But it felt like Miami was, like, the capital of the real estate crash. Like, because all the condos that were built, they would argue at this point, I I think they were saying overbuilt. Yeah.

So, like, that was, like, because, like, you you you read read about it, like, on social media or, like, you know, the news or whatever. But, like, Miami area was, like, really, really hard hit. Yes. How bad was it when you're going through it?

Bobby: It was it was terrible. I'll tell you, I had a a few friends of mines that they were looking to move into, like, downtown, which right now downtown is untouchable as far as prices.

Steve: Mhmm.

Bobby: Like, it's it's crazy outrageously high. But I had friends of mine moving into a one one on, like, a 30th Floor overlooking the bay for a thousand bucks a month. Like and they were, like, the only, like, few people living in there.

Steve: Really?

Bobby: Yeah. Like, now you can't even probably rent that same unit for, like, $67 a month. Yeah. So, like, that I remember, actually, one of my buddies rented a unit in that building, and the developer was in in a in bankruptcy. So we had to get, like, court approval.

It was crazy to rent it out for a thousand bucks. But, but, yeah, it was it was bad. Yeah. But, it was, it was actually good to get back into it, but on the investment side when I started working with these guys. And that's where I really learned the investment side of real estate.

I learned how to underwrite deals. You You know, I learned how to look at deals from an investor's lens. Yeah. And, I started off scraping the MLS. That's how we all started, pretty much putting offers on a bunch of new deals that will come out on the market daily.

And, also, we started buying deals in the courthouse steps. Once and then they started opening up to different markets. I know to the point I wasn't involved in all the openings of all the markets, but they started buying across 22 different markets Mhmm. To the point I think they were buying almost close to a thousand homes a month.

Steve: And you share the company you were working at?

Bobby: Yeah. So the name of the company is called Sovereign Real Estate Group out of Miami, and they represented a a bunch of large hedge funds.

Steve: And so and I think that's something that's important here, right, for people that are watching. Because, like, I think there's a little there's an element of, like, I don't want to go work under anyone else. I wanna, like, be my own boss, be my own man, and, like, go do this my own. But how much experience did you gain working at, you know, a fund that's, like, buying all these underwriting, making offers all day every day?

Bobby: Man, honestly, for me, it was the best experience. I had to beg to get that job. So I had a few friends that were working there.

Steve: And they were connections.

Bobby: I saw they were doing great. So I was like, hey, guys. Give me a chance. I would literally call them, like, once a week until they finally gave me an opportunity. And, honestly, when I got the opportunity, I gave it my all.

I was working seven days a week learning. You know? I was with my head down. I was I remember I was working on a Super Bowl Sunday, and my wife, was trying to beg me to come home because she was trying to let me know that that she was pregnant with our first, daughter. And, and I was working on a Sunday, on Super Bowl Sunday.

That's how how much work ethic I had. Yeah. But I was willing to do whatever it takes. You know? I didn't I didn't wanna take that opportunity for granted, and I was working there with a bunch of very smart guys.

Steve: Yeah. So So all day every day underwriting, like scraping your screen, scraping MLS, making offers.

Bobby: And what else? And submitting offers and and building relationships with agents to continue sending us more deals. But what It was a it was a volume play.

Steve: I mean, it definitely laid the foundation Absolutely. Where you are today. What would you say was, like, the biggest thing that, like, really helped you, like, set you on your way? What was the biggest things you learned?

Bobby: Man, so I would say the how to analyze a deal. You know? How to pull comparables. You know? These things seem easy now.

There's a bunch of tools and, you know, you YouTube University.

Steve: Yeah.

Bobby: But I feel like back then, I didn't have that. You know? So I learned from, you know, how to underwrite a deal, how to look at a deal from an investment standpoint, how to fix and flip a house too. Because when I was there, I remember we came across a couple transactions that they didn't meet investor like our institutional grade guidelines. And we ended up buying them and fixing and flipping them, and that was, like, my first experience fixing up a house, buying it, fixing it up, and reselling it on the retail market.

So I learned a lot about the construction side of real estate. Things that, honestly, you you think it's easy and you try to learn it on your own, but I I'm glad that I was there working around a bunch of smart people. And, and like I said, I you know, fast forward to, like, about 2014, I decided to go on my own. So that's

Steve: But that was your your only thing, main thing for those years?

Bobby: Yes. That's it. 100%. I would literally work six, seven days a week and, just pretty much underwrite and take advantage of the opportunity.

Steve: Yeah.

Bobby: You know, you don't you didn't know how long the opportunity was gonna last. You obviously prices continue to go up. We didn't know how long interest rates were gonna stay low. So I knew it was gonna be a very limited opportunity.

Steve: Yeah. So

Bobby: I was just trying to take advantage of it.

Steve: Yeah. And I I would say, like, you know, people that came later, right, watching the show, you might not have been around, you know, for that time. But, like, that was a crazy time. Because, like, we know about the hedge funds right around COVID. Right?

You know, everything else. But, like, the initial bunch of hedge funds. Right? Like BlackRock and, Blackstone Blackstone, really.

Bobby: Yeah.

Steve: Right? With Invitation Homes and everything else. Like, they were buying everything.

Bobby: Oh, yeah.

Steve: Like, they were pretty much, like, I mean, there was Colony and there was a a few other ones. But it was like Blackstone was, like Yeah. Pretty much writing the biggest checks. Okay. So you decided to go off on your own.

Correct. What was that? What was the story there?

Bobby: So I, there was a lot of a lot of these funds were buying a lot of properties. And since it's a relatively new business for them too Mhmm. You're running into construction issues, property management issues. So they're constantly starting, stopping, starting, stopping. So there was a lot of inconsistencies.

And then in 2014, I was like, you know what? I think that I could figure this out on my own, and I wanted to just start fixing and flipping on my own. So I decided to go out on my own, and I I didn't even know what wholesaling was back then. Just as a

Steve: Oh, because you're buying everything.

Bobby: I was buying everything, fixing it up, and reselling it. Yeah. So I was scraping the MLS. There was deals back then. I would buy one or two deals a month, fix it up, resell it, and, I did that for a few years.

I would say up to about 2017 when the MLS started drying up, and I was like, what am I gonna do now? But, actually, let me rewind a little bit. I ended up tying up a deal, like, a year after I went out on my own that I didn't wanna buy. And a friend of mine that owns a title company in South Florida told me, man, send it to this guy, Nick. And I sent it to Nick.

Didn't really know what what his role was, but he ended up wholesaling a deal to somebody else. Mhmm. And I was like, what did he just do? So that's when my mind blew, and that's when I kinda figured out what wholesaling was. Yeah.

And, that's when I also started fixing and flipping and wholesaling.

Steve: But you wholesale it to Nick, and Nick wholesale it to someone else.

Bobby: So me and Nick, technically, he did, like, a JV. I paid him a a joint venture fee, and I I collected a fee selling wholesaling it to somebody else. But he's the one that put the deal together. I know.

Steve: But I thought our company hooked you up because you had no idea. Absolutely. Threw our lead away.

Bobby: Yep. Yeah. We're just gonna cancel and let it go.

Steve: Yeah. So okay. So then, so 2017.

Bobby: So I had I was pretty much forced to, like, I gotta figure out something as far as marketing. So I was hearing a lot in the grapevine. A lot of guys in our industry were doing direct mail. So I tried figuring that out on my own. Literally sending, direct mail pieces, me answering the phone, going to appointments.

It didn't work well. We obviously didn't have a proper sales training as that now we did that we now we do that, obviously, we learned it, partially from you. Right?

Steve: Yeah.

Bobby: But, man, little by little, I was just forced to try to figure things out on my own. And I would say things really started to take off for me when we joined the Collective Genius in around 2019. Mhmm. And that's when I really started to look at this business as a real business, not as a one man show.

Steve: You were hustling on your own for the most part. I

Bobby: was hustling for for a ton of years. Making good money Yeah. But I was a business.

Steve: Yeah. But it was all dependent on you. So you didn't have, like, acquisition managers, lead managers.

Bobby: I had it was me and an assistant. That's it.

Steve: Yeah. So it's still highly effective, just it wasn't a business yet.

Bobby: Correct. Alright.

Steve: So you joined in '19. So you joined a little bit before I did. Correct. Okay. So you joined Collective Genius, then what?

Bobby: So, while I was there, man, I I, well, first of first and foremost, I took the chance of joining the Collective Genius because when I found out the price tag, obviously, you're coming from Miami and you're like, what are you gonna learn from other guys? Are really people gonna share their secrets? Mhmm. You know, you you don't think that that's gonna like, there's a community that actually exist. That's kinda like the Miami mindset.

That's what I always told Leon. I'm like, man, there's a lot of people that always tell you, man, nobody's gonna share their secrets, you know, but thank god I did join. I took the the chance.

Steve: Who who it was it a member that brought you in

Bobby: or you just actually referred by a member. Somebody else left in South Florida, and somebody else referred me in. I believe it was Alex Pardo Mhmm. That, that spoke to some of the guys in CG. And then I I had a conversation with Leon, and Yeah.

That's when I when I came on board.

Steve: So shout out to Alex.

Bobby: Yeah. Thank God for Alex, man. Absolutely.

Steve: Okay. So Alex sent you to Leon. Alright? And Leon's the ambassador. He's the one that, at that time, was the one that would do the screening,

Bobby: make sure

Steve: it's a good fit for both sides because they don't just bring in everybody. Yep. Right? Because he screened me, and I was like, dude, just let me in. Like, what are we talking about?

Yeah. Right. So you talked to Leon. Yeah. And you're unsure, but you you took the leap.

Bobby: I took the leap. I told Leon, give me a few days. I literally hung up and called him right back. And I'm like, send me the contract. That's fine.

Yeah. And, just a few months after, I started to meet a bunch of different service providers. And then one of the biggest things that really changed in my business, I would say, was switching our marketing up from outbound to inbound.

Steve: So up until this point, cold calling and texting? Yes. Okay. Yeah.

Bobby: And, some direct mail, but I didn't have it figured out. We were we weren't buying the right data back then. I had a call center in Nicaragua. I was always worried are we Nicaragua. Yeah.

Yeah. Yeah. I was worried. Am I gonna get reported? Am I gonna get sued?

Like, it was just a I I felt like kinda like the real estate drug dealer. I didn't know if I was gonna get sued by the TCPA. It was it was a

Steve: One of these days, someone's just gonna, like Yeah. Pick you up.

Bobby: Yeah. Exactly. So I was like, I gotta stop this crap. Yeah. And, and that's when I decided to actually start doing TV and really focusing on building a real brand.

And, I would say, like, in about 2020 is when we started doing TV, TV ads. Yeah. And, and, honestly, we've been doing TV ever since. It's been going great for us, and we've added other TVs, you know, other lead sources from from here then.

Steve: Yeah. Okay. So but that was, like, was, like, a complete one eighty then from, like, doing texting, cold calling, and then, like, you were all in on TV and, like, and it was night and day Yes. Different.

Bobby: Absolutely. I I remember, Darren from from, Bullseye. Shout out to Darren. He's the one that got me in and into doing the TV ads back then. I remember he told me, hey.

You gotta spend this amount. And I was, again, I was my own lead manager. I was answering my calls. People were freaking out. I'm like, dude, you're on TV and you're answering your own calls.

I'm like, yeah, dude. I I do it all.

Steve: Yeah. And I've People are calling on

Bobby: the TV. Sellers. Yeah. They were freaking out that I was answering the calls and going to the appointments. You know?

And, I remember I got a contract the second day of doing TV ads. Yeah. And I left that house and I wholesale it. I, you know, I I just I just pulled the deal right away.

Steve: Mhmm.

Bobby: And I called Darren. I'm like, hey. Double up the the, the budget on on TV. That's how I've been doing it from from then to now. Obviously, we have a completely different business.

Steve: Yeah.

Bobby: Now, you know, we have a way bigger team. We have amazing people. We built a brand. Like, I don't know if you've been to Miami lately, but if you go to Miami, I'm sure you could ask anybody around, and people will tell you they recognize our brand.

Steve: That's cool. That's cool. So, before we go on to the other, we're talking about evolution. Like, what was it that you picked up besides the marketing from Collective Genius?

Bobby: I would say, hiring and finding the really good people. People that are better than you. Mhmm. And I would say also leadership. Learn how to lead a team.

But more than anything, man, find really, really good people. That's what honestly, I don't know if I've been lucky, but I've I've been, very, very fortunate to to find really good individuals in my home buying business and on on the other business that I'm associated with now.

Steve: Yeah. Alright. So we'll definitely get into all that. Okay. So, you're a solo operator.

You got an assistant. You switch your marketing. You double up your budget. Now what? Like

Bobby: So I remember I started hiring lead managers, and I hired I was looking for I hired a recruiter from I remember the Collective Genius, and we started hiring acquisition agents and disposition agents and transaction coordinators And, pretty much started putting the whole team together that we needed.

Steve: Mhmm.

Bobby: And we started, you know, using the predictive index. We hired Gary, Sharper from from, Gary Harper from Sharper Media. Mhmm. And, they helped us pretty much, put, like, a org chart together of people that we needed. Mhmm.

And I did exactly what they told me I should do.

Steve: You did exactly what they told you to do?

Bobby: Pretty much. Yes.

Steve: That's a big thing to do. That's hard.

Bobby: Yes.

Steve: It is. If you're a hard charging individual

Bobby: Yes.

Steve: It's hard to, like, hey, this is what you need to do.

Bobby: I was finishing the meeting with them, and I was already putting ads on wherever, indeed, monster.com, wherever to to start recruiting.

Steve: So the very first time Gary Harper came to my office and we did the org chart, that was the most humbling moment. Yeah. Because it's like, I thought I was this great leader. I was like, no. Like, I got it.

I got great people. Like, it's good. Yeah. And then he just, like, pointed at this. You see this right here, and then this right here, and this right here, and And this right here, and this right here, and this right here.

He's like, yeah. That's fine. He's like, that's the problem. But it's like, Gary, those are all the boxes I'm in. He's like, I know.

Right? It was a very humbling moment. Yeah. But it was a game changer.

Bobby: Yep. Yeah. I agree.

Steve: Yeah. Okay. So talk to me then about hiring. Because we're talking about, like, you know, five businesses that run without you. So, like, you got the org chart.

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Bobby: Yeah. So I, I usually would I've recruited people that I know. So, honestly, I try to hire from within first Mhmm. Before we hire anybody that we don't know. So for me, what's been very, very important to do was hire people that I could trust and that are better than me at things that I don't like doing.

So, like, my COO, I call her a culture enhancer.

Steve: Mhmm.

Bobby: You know, she keeps everybody animated. You know, like, she keeps the office energy up and obviously manages the entire operations. But I try to hire people that that do that, that are culture enhancers around the company, just because we have an, like I said, we have an amazing culture. You feel that energy when you walk into my office. Tell you right now, if it was up to me, you wouldn't feel that when you're walking in.

So thank God for all these, great individuals that work for me. But, but, yeah, man, I would just say, man, finding really good people. Try to get them referred to you by other other really good people because odds are they're friends with other really good people.

Steve: Yeah.

Bobby: And, and train them, spend money, splurge on them. You know? Make sure you're building a really good culture around your team.

Steve: Do you know what your predictive index is?

Bobby: Yes. I'm a venturer.

Steve: Venturer. Yes. So your default is to go and conquer. Is that accurate?

Bobby: Yes. And I'm

Steve: gonna go And

Bobby: I'm a risk taker.

Steve: And a risk taker.

Bobby: Yes.

Steve: Yes. So, you had to hire someone. Well, it's, her name is

Bobby: Janina.

Steve: Janina. You had to hire her, basically, fill in all the rough spots around you Correct. And build a culture. Because you're not gonna sit back.

Bobby: If it was up to me, I wouldn't have any employees. They would they would hate working for me.

Steve: Yeah. And, you know, you're talking about investing in your team. Right? So you talk about, like, you know, bringing in sharper, the marketing, of course, going to CG. But the other thing too, like, along the way, like, you know, Ren and I were running sales leadership training together for a while, and you invest in that as well.

Oh, yeah. And I want is it Robert? Who's, Adrian. Adrian. Yes.

Right. Yeah. Adrian. That's good. Adrian.

Bobby: Yeah. He's still with us. Yeah. Right. He's been with us for, like, eight years now.

Steve: And I and I think that's, like, a big thing. Right? If we wanna like, we're talking again, like, building a business runs without you. Like, it wasn't Bobby jumping on these calls. It was like, hey, I've got a sales manager.

Bobby: Mhmm.

Steve: And he's running a whole sales department between acquisitions, dispositions, lead managers. I need to train him up. And it wasn't like Bobby's gonna train him up. It was like, who's doing this at a high level? Yep.

Let me invest in my team through the people that are doing this at a high level. So, I mean, like, I got to witness this, right, this growth while you're going through all this,

Bobby: which is By the way, those sales calls were were very effective, very helpful. So it sucks that you're not doing it anymore. Obviously, you're on to bigger and better things now, which we're also a client. Yeah. But, but, yeah, it was very helpful, man.

Our you know, I remember our team used to rave and and talk about those calls all the time.

Steve: So alright. So you got this side going on. When did you feel like, okay, it's time to do something else?

Bobby: So I would say it was time for me to do something else once my business became more predictable. Mhmm. Once our revenue was more predictable, once our deal flow was more predictable, and that's when I started venturing out into other things. I also, like I had mentioned before, I I I'm a investor in a hard money company, then we do hard money lending, short like, bridge loans and DFCR loans.

Steve: So let's so hold off on that right now. So you were saying you waited until your business was predictable. Correct. So, like, how would you define predictable? Because there's it's really easy as a wholesaler, as a business owner to be like, okay.

This is good. Yeah. I'm gonna over here. Right? Like and then, like, they kinda go back and forth with their plates spinning and, like, this is not going that well anymore because they're over here.

What did you need to see to feel confident? Okay. Like, Janine has got it. I can go over here.

Bobby: Yeah. So I would say that we had a a full team. Everybody was making really good money too. Where I also, in my personal side, I had a nice s nest egg. My company had a a nice, you know, reserve amount.

Mhmm. And that, honestly, we're the building's not the the the the company is not gonna collapse by me disappearing for a few months.

Steve: Yeah.

Bobby: So that's what I mean about predictable.

Steve: So Bobby can disappear for three months and things will be okay?

Bobby: Correct.

Steve: Got it. Alright.

Bobby: Yeah.

Steve: Okay. So then is the hard money thing the first thing you started afterwards?

Bobby: So I would say the I actually got into first in in the health care industry. I Okay. Started investing into different clinical research industry businesses in South Florida. Mhmm. Now we own two of them.

I have one in Doral, which is, like, Miami, like a suburb of Miami and in Jupiter. Mhmm. And I'm a financial partner in that.

Steve: Okay. What does that do?

Bobby: So any, like, any medication that, you know, that's out there in the market, that means that it was FDA approved. Mhmm. So we do clinical trials that's pretty much phases one through four, and we do all the trials before the medication gets approved. Cool. So we have to get hired by the pharma company.

We have to recruit patients to administer their medication. We collect the data Mhmm. Give the data back to the pharma company, and then they give it back to the FDA to determine if it's healthy or not for the patient. Gotcha. It's a it's a really nice business because I'm also involved in things where it could eventually make a difference in the future with medications and and things like that.

Steve: Gotcha. And then after that?

Bobby: After that, then I would say we got into the lending industry. Mhmm. And I was kind of planning and and, kind of thinking ahead for the tech business where I, I wanted to make my own marketplace pretty much or, like, my own dispositions platform or sell to Bobby, to give ourselves more enterprise value, and I wanted to have, like, our own lending to be able to lend to our own clients.

Steve: So was the lending first or the disposition thing first?

Bobby: The lending came first. But I was already kinda, like, thinking ahead because I've been building the resi business for about two and a half years now.

Steve: Really? Yeah. Yeah. Okay. So let's talk about the lending side.

Bobby: Correct.

Steve: So what is the lending side? What what what do you offer exactly?

Bobby: Yeah. So the the name of the company is called propertylender.com.

Steve: Propertylender.com?

Bobby: Yeah. Propertylender.com.

Steve: Okay.

Bobby: And we have a partnership with, with a large mom and pop or they're I wouldn't say they're mom and pop. I would say, like, a billionaire family out of Manhattan. Mhmm. And, that they have, you know, half $1,000,000,000 in in a balance sheet, money. And, we lend through them, and we have some capital invested in the business.

And we do we specialize on doing bridge loans and DSCR loans.

Steve: Yeah. So bridge loans, like, as in, like, helping a flipper? Correct. Or, like, who's your avatar?

Bobby: Yeah. So our avatar are fix and flippers Mhmm. Or landlords that are looking to buy long term holds.

Steve: Got it. So are these people, using you when you're they're buying from you or is there a different audience?

Bobby: So they're using when they're buying. If they're using hard money, we're providing the the bridge loan Mhmm. Hard money for them to buy. And we could also do, like, if they're buying through a bridge loan and then they refinance it like a DSCR loan, we help them out with that. Or if they they already know they're gonna keep it as a rental from day one and they just wanna do a DSCR, we could do that too from day one.

Steve: How much of your experience of being your own mortgage broker So helped in that side? Zero. Okay.

Bobby: So what helped me is is that I'm really good at finding good people to help me run different businesses. So, like, on the health care side, I'm not really involved. I just provide some business advice, and I'm obviously, I'm providing the the money, the capital.

Steve: Financial parking for sure.

Bobby: Yeah. But I have an amazing operator on that business that runs both offices, and I just kinda oversee from from the top and provide business advice. Same thing with the lending business. I have an amazing operator that I made him a partner in that business, and he's in charge of running everything on the lending side.

Steve: So how did you find the operator for the health business?

Bobby: So the health business, it actually was my sister in that business. My sister has been a health care professional. She's a nurse practitioner for over twenty five years, and I was actually looking to build different businesses with her. Mhmm. We looked at home home health agencies, assisted living facilities.

And in the grapevine, I heard that this was a lucrative business, the clinical trials business. Mhmm. And we ended up, like I said, my personality is I'm a risk taker. I heard it was a good business. I didn't need much more information.

I hired a consultant, and, we opened up immediately.

Steve: What kind of consultant?

Bobby: They're like a consultant that helps you open up those type of businesses. Yeah. He specializes in helping you create, like, clinical trial businesses.

Steve: Do you remember how much you paid this guy?

Bobby: They, he they're usually I know they charge, like, an upfront fee. I don't remember. It was, like, $25.30 grand, but they also are supposed to take a piece of the business Mhmm. Like, once you start getting, like, studies. But we got to the point where my sister was kind of bright enough where we didn't need them.

Mhmm. And we're doing it on our own, so we kind of saved that that money.

Steve: Yeah. Well and I bring this up because going back to, should I join CG? I don't know. But then you bet on yourself. Right?

And it's it's not a small bet. It's a sizable bet.

Bobby: Oh, yeah.

Steve: Right? And then you go to, like, the the this other thing with your sister, which is really cool. I wanna do business with, with my sister. But you still needed to find someone to, like, give you, like, a blueprint or a framework or something. And you weren't afraid to, like, alright, like, here's a shortcut.

Right? Like, you know, like, you can just, go straight to, was it go straight to Go or whatever? But, like, you go you just leapfrog and get all the information right now.

Bobby: You're paying for the cheat codes, man.

Steve: Hey. Paying for the cheat codes. Yeah. Which, you know, there are a lot of people, like, I don't wanna pay for this. I don't pay for that.

Like, I'll figure out my own. I'll just hustle and figure it out. And you're, like, no. Like, just pay this guy and then just leapfrog Yep. To invest and to do something with your sister.

Going to the mortgage one, how'd you find that operator?

Bobby: So I've known him for for a long time. He actually when I first met him, it it was in the early days of me when I first started to wholesale. Mhmm. And I would wholesale deals to him and vice versa. We would do business back then.

And he quit the fix and flip business, and he got deep into the lending business in in around 2000, like, 1718. Mhmm. And he's been doing it ever since. And I've been telling him, hey. Look.

I'm building this tech. I'm gonna I'm looking for a partner on the lending side. I think you are the guy. Yeah. And and we came to terms.

And I like I said, every partner that I that I hook up with or that I, partner up with, I gotta make sure that I trust them. You know? That's, like, the number one thing. I don't wanna just partner with some random people.

Steve: Yeah.

Bobby: So, like, obviously, my sister. Known her all my life. She's my sister. And then my partner for the lending business, we've had a really good relationship for a long time. And, like I said, he's he's already a specialist.

Like, he's an expert in that industry.

Steve: This might sound, like, really overly simple question. Mhmm. But what are you doing to test, that you, like, you know, like, I can trust this person to do this?

Bobby: Well, I mean, obviously, we're I'm looking at finances from, like, a 30,000 square foot view, but there's not a lot of money that you could steal there. You know what I mean? Or, I'm more worried about, like, somebody doing fraud or something wrong that'll get me in trouble. Mhmm. You know?

There I don't think there's much money that could be you know, there's too much paper trail, in these businesses that, I don't I don't think there's much that they could take.

Steve: Okay. But still the trust is key. So that Absolutely. So what are you looking for then on the trust side? Like, what is the thing like, I guess, so Jason Lewis and I, we we we we wrote out one day.

Right? Like because he and I both have shiny objects in the room. Right? Mhmm. It's like, alright.

I'm gonna do something with somebody. Mhmm. Here are all the things that need to be true. Right? And so, like, one of them, like, do we line up in core values all the way through?

Is this a person that I would look forward to their phone calls versus, like, avoiding their phone calls? And then what's the upside on this deal? What's the downside? Can I look at like, there's all these questions we ask before we do anything else because, again, like, both of us are like

Bobby: Yeah?

Steve: Let's let's go do all these things. Do you have something a checklist or something along those lines?

Bobby: Yeah. So I don't have, like, a checklist written down, but I will tell you a couple of things that I look for. So I would say, first and foremost, what are their business ethics? Like, what are their ethics? Are these people who was looking to cut corners?

You know? Because I'm saying I I knew these people from before. Yeah. Are they the type of people that they always do the right thing when people are not looking? You know?

I would say that's number one. And, like I said, I don't wanna go into business with somebody that's desperate for money Mhmm. Because those people are usually looking to cut corners because they're trying to get somewhere faster. Next deal. Yeah.

Yeah. So I'm like, I don't wanna go into business with anybody that has any sort of desperation. And like I said, you know, our interest have to be aligned. If they're not aligned, I don't care to do business. Yeah.

You know? And, obviously, I bring a lot to the table too. So, like, you know, my sister did not need to go into business with me, but I obviously brought the money. And then my other my partner on the lending side didn't need to go into business with me. He was already doing well.

But, obviously, I I'm I bring a lot of to the table also even with my tech and clientele and my network. You know? Yeah. So it was a win win for for us.

Steve: So if I'm understanding this correctly, you have this idea of this tech play and enterprise value.

Bobby: Mhmm.

Steve: And so you had the vision first, and then you're like, okay. We need lending to be a part of it.

Bobby: Correct.

Steve: So when did you have this vision of, like, the tech play and enterprise value and so on?

Bobby: So we the vision for Resi started two and a half years ago. And the original idea was like, you know what? I'm gonna build something for myself, for sell to Bobby to give ourselves more enterprise value. And I designed it as an operator, not like us, just like a regular tech guy. Right?

And I built something that what I'm trying to do is I wanted to professionalize the wholesale industry, and get rid of a lot of things, a lot of friction in the business like daisy chaining, spamming investors. I wanna provide a better, experience for our buyers on our platform. Usually, a lot of the platforms out there right now, they mostly care about the sellers, but which we do also. But I think it's very important, especially in this market, that we provide a better experience for our investor buyers.

Steve: Mhmm.

Bobby: And, and that's why I created it, honestly. Yeah. And, we went live two months ago. It's been going amazing. If you Want me to touch more on that and go more into detail?

Steve: For sure. We'll talk about that. But before we do that, because I think that's the fifth business. Yes. Is it fourth business?

Bobby: So the I would say it's, well, the the resi side came after. And then now one another thing that we did that we implemented into our business is we added, I've always owned my brokerage, but we've never really done anything with it. So, obviously, from talking to a lot of the head you know, the big guys in the industry like the Hopkins and Damon Lines, like, I, I try to, like, copy their business model in a very respectful way, obviously.

Steve: Those are good guys to copy

Bobby: from. Absolutely. So, in February, I hired two full time listing agents. And what I did is I rebranded, my brokerage, which was just like a completely different name that nobody knew. And I named it STB Realty, which is the initials of sell to Bobby Realty.

Steve: Yeah.

Bobby: And I'm piggybacking off my brand that everybody knows me in South Florida. Yeah. And we're now we just started a listing business, which is gonna potentially now leave consistently for us over 6, figures every month.

Steve: Yeah.

Bobby: So I would say that's that's another business that I've already had it, but I I didn't really I wasn't really, like, operating it to, like, a full scale or how how we're doing it now. Like, I think in February with two listing agents, we got about 20 listings.

Steve: Yeah. So there's less intentionality behind it. Yes. And now there's now there's intentionality. Absolutely.

Just focus on it. Yes. Who's running that?

Bobby: So that's being run by my sales manager that runs also my acquisitions and and dispositions team.

Steve: Got it. So, they're running appointments, turning them into listings, and monetizing

Bobby: Absolutely.

Steve: All the money you're already spending.

Bobby: Yeah. So the way that I that I looked at this is, like, we're getting a certain amount of leads. We're only converting 6% of my leads into cash deals or novations, whatever you wanna call it. Right?

Steve: Yeah.

Bobby: And we have 94% of leads that nothing happens with those leads.

Steve: Mhmm.

Bobby: But they called us because they trust us. We have an amazing brand they wanna sell.

Steve: Mhmm.

Bobby: So now we're capitalizing, obviously, a lot more from those same leads without spending any more additional money on marketing.

Steve: Right. You know? So, you started the the real estate brokerage how long ago?

Bobby: Oh, I've owned the brokerage for since probably, like, 2014. I just got the license just to get it, but, you know, I only did it to sell my own deals.

Steve: Right.

Bobby: I I didn't I never really had the intention of growing a full blown brokerage. Mhmm. You know? I wasn't a a big fan of that business.

Steve: Yeah. And Andrew knew I was talking about this, not too long ago too. Right? Well, at CG, you know, he's talking about, like, how, like, it's been a big big, game changer for his business

Bobby: Really?

Steve: Monetizing this way. So I guess for you, like, anyone really is spending a lot on marketing, to find a listing agent that, you know, made sense for your business model, how did you make that work? Like, what what what has what do you have to do to bring in listing agents?

Bobby: So for so before that, I think the reason that it's working for us because we've tried doing this years ago

Steve: Mhmm.

Bobby: And it didn't work. And I think partly is because you need to have a good brand that people trust. Yeah. So I think we we we have that now in South Florida. Right?

We're well known. Everybody knows our brand. So I think it was an easy transition. You know? We rebranded.

Right? And, honestly, right now, it's very easy to recruit for for realtors. There's a lot. I I

Steve: think makes you say

Bobby: that. I mean, there's barely any transactions happening. I think it was less than 4,000,000 transactions last year, and we're headed in the same direction this year.

Steve: So,

Bobby: it was very easy for me to find top talent. You know, I just I did a couple, social media post, and we recruited a couple amazing guys that we have right now on our team.

Steve: Yeah. What was your criteria? Because, like, there's this it's kinda funny. There's, like, this beef, right, between, like, realtors and wholesalers. Mhmm.

Right? So what was your criteria in saying, like, who who who you want in to to, STB Realty?

Bobby: Yeah. So I wasn't too heavily involved in hiring these these agents, but I would say is hunger. I don't want people that are gonna come over here and be complacent. Like, I want people that are gonna treat this like their own business. Mhmm.

Like, imagine who nowadays has fourteen, fifteen listings. You know? There's not many agents that do. Like, right

Steve: now A lot of realtors Yeah.

Bobby: Exactly. Doing well right now. So I wanted people that I honestly appreciate what we were bringing to the table Mhmm. And that they were willing to run with it.

Steve: Yeah.

Bobby: But, honestly, the hiring side, I let my my sales man like, my chief sales officer run with with that part.

Steve: Yeah. So then on the transaction side, do the realtors use your TCs that you do on the wholesaling side? Yes. So you can, retrofit or whatever TC on wholesaling side and and the listing side. What kind of splits do you have?

Do you pay, the the listing agents?

Bobby: Sure. So, obviously, since we're spending the majority of money on marketing, we usually give, like, a $25.75 split. So depending on, like, if we're due to make let's see. I'll give you even numbers, $20. Our company keeps 15.

Yeah. And the agent keeps 5. And this is, like like I said, it's a volume place. Like, these agents are gonna make

Steve: Oh, they're gonna do well?

Bobby: Very serious money. Yes. Yeah.

Steve: Yeah. Yeah. No. For sure. For sure.

And I know with the amount of money you're spending on marketing because, like, even I was not spending the kind of money you're doing marketing. For us, we were, I wanna say, 35%. So, like, we kept 65, they kept 35. Got it. But we were not spending the kind of marketing that you're spending.

Like, 25 ad volume is a lot of

Bobby: freaking money. It's amazing. Yeah.

Steve: Yeah. Yeah. Yeah. Okay. And so then going back then to Razzie Mhmm.

What problem were you solving for Bobby?

Bobby: Yeah. So more than anything is I wanted to professionalize the way that that we sell deals to our our investors.

Steve: Mhmm.

Bobby: So, obviously, we've used the old school methods, which was at first, we started doing email blast Mhmm. And text blast. And I again, I don't know if this is like a South Florida thing, but till recently, we were using, like, WhatsApp group chats. We're we're literally putting all our contacts into, like, a a chat.

Steve: Your Your team is the one that enlightened me on that. Because, like, we used to do a disco call.

Bobby: I I found out that was a Miami thing. I I didn't know. I I assumed it was a nationwide thing.

Steve: Yeah. I know. Your team was, like like Yeah. We were doing a disco call. I was, like, what do you do exactly?

It's, like, put on WhatsApp. I was, like,

Bobby: what? And it was working, honestly.

Steve: Well, I know it was working. But it blew my mind because, like, no one else has Yeah. If you guys are listening and you guys are doing your market, like, let me know. But, like, comment. Like, I had no idea Yeah.

That anyone did that outside of your company.

Bobby: Yeah. I I I found that out recently. I I guess that I think it's a Miami thing. But, yeah, we were just putting up like, we had two separate lists. We had, like, a VIP list Mhmm.

And, like, a regular list. Obviously, our, like, better buyers were or, like, known buyers were on the VIP list. Mhmm. But it was just very efficient. Like Yeah.

Even me, I'm a buyer in South Florida. I like to buy in certain areas, but I don't have the patience to look at every single email, text that I get, all these WhatsApp group chats. I'm literally, like, on 10 different ones in South Florida. The problem is you don't know who's direct, who's who, because there's so many new guys entering the business. I got tired of, like, I don't know who's legit, who's direct, who's not.

So that's what one of the things I wanted to fix with Resi. I wanted to literally know who's the direct contract holder. I wanted to get rid of daisy chaining.

Steve: Mhmm.

Bobby: Right? And I wanted to get rid of spam. So I only and I wanna be able to go into the platform and build a buy box and only see deals that meet my buying criteria. And and it's as simple as that. And, obviously, we've added a bunch more things to to Resi now.

It's evolved, you know, over the last, like, six months. But that's mainly what I wanted to fix is professionalize the way we sold our deals to our investors.

Steve: So we tried building this 2018. Or we released it in 2018 or offer fast. Mhmm. And we were trying to get rid of the daisy trainer. And the way we did it for our tech

Bobby: Mhmm. Because

Steve: I'm I'm gonna I'm gonna ask you, like, how you guys did it. Right? Sure.

Bobby: The

Steve: way we did it in our tech, it's, like, really simple, is that whoever is asking the higher price is probably the daisy chainer. And then whoever put it into that so we're gonna look at two things. Right? Who put in the app first and then whoever prices higher? So if someone put it in first and their price is lower, that's probably the direct to seller.

Whoever put in later at higher price is probably

Bobby: You're saying the same deal?

Steve: Yeah. The same same address.

Bobby: Mhmm.

Steve: Alright. Same address, everything. But, like, if we have two of them, well, then we're gonna default to the the first earlier one at the lower price. If it wasn't, then we had to figure something else out. How are you and and and, by the way, we didn't say, like, upload your contract.

We just Yeah. That's all we have. Yeah. How are you dealing with the days you're

Bobby: So we're only letting in guys that are vetted that we know are are guys that do marketing direct to seller.

Steve: So you have to

Bobby: prove who you are. Yes. Usually, you get vetted in through another through another, member, through another wholesaler in the platform.

Steve: So you need to, like, be invited in? Yes. Okay.

Bobby: Yeah. And then, like, if we find out that you're putting in a deal that you don't have equitable interest in, you're getting kicked out. I don't care how much money you're paying. You're done.

Steve: Gotcha. Alright.

Bobby: For the most part, it's it's been good. We haven't had any issues. Right? And, but, yeah, you input your deal. There's no way you could have two deals with the same address

Steve: Yeah.

Bobby: In our platform. It's impossible. Like, if somebody inputs a deal, and let's assume that that age that it's not that wholesaler's deal and so the real guy comes in after and and inputs it, he's gonna he's gonna be stopped. So he'll reach out to our support team, and then we'll know about it.

Steve: There you go.

Bobby: Right? And then we're gonna have to blacken this that other that other wholesaler.

Steve: Got it.

Bobby: So we're making it very clear, Ben, we wanna have everybody has to be direct. Mhmm. And, the way that we set it up is it's also so there's three things that we solve. So we're an off market marketplace to help you display your deals. We're also a buyer management tool.

Right? So you could manage your existing buyers, and this is another issue that we that we've always had. And that WhatsApp group chat that we were sending, like, we don't know who's interested in the deals. We don't know who's really looking at those deals that we're submitting on there. We didn't really have any buyer analytics.

So now when we build Resi, we set it up with amazing buyer analytics that when you up one of my dispo agents uploads a deal, it'll tell you exactly how many buy box matches there are. That from resi buyers that are on resi, not that our we uploaded your your information, and we're assuming no. No. No. All the buyers that are on resi are buyers that opted in and build buy boxes inside resi.

So that's another thing I wanna make clear. And when we input a deal, it'll pretty much tell you. Let's say we input a deal in a specific ZIP code in Miami. It'll tell the dispute agent, hey. You have 200 buy box matches.

Now you could be proactive and only call those 200 versus calling everybody else that you would assume was interested in the deal. And then you could also see other buyer analytics, like who's, like, who's looked at the deal, who's looked at, obviously, at at at the deal for how many times. You could see a lot of the, you know, who's looked at what images, and you

Steve: could see who

Bobby: saved it for later. Mhmm. And, also, if you're a more of a beginner guy, you could also build like, we we now we buy the data, and you could start building your own buyers list from within Resi. So, like, you could input an address, and it'll tell you who the top buyers are in the area, and you can start calling them up. And as you build relationships, then you move them into your your, buyer side.

Yeah. And then depending if another good thing that we're doing is you're able to, like, tag your buyers, and those tags are universally shared between other wholesalers on the platform. So let's say, Steve, you're a buyer on resi, and we know that you're a known buyer, so we tag you as a known buyer. And then there's another wholesaler that knows you too. He'll tag you as an owned buyer.

Yeah. And you could be on multiple different wholesalers list.

Steve: Yeah.

Bobby: And if I get an offer from you, I see, hey. You're tagged as an owned buyer three times. Odds are I'm gonna take your offer more serious for somebody else that that's not tagged as a home buyer.

Steve: See how buyer.

Bobby: Correct. So there's a lot of data that we're seeing. We could even see now So

Steve: it's kinda like the upvotes on Reddit. You can see, like, who's got the most upvotes on

Bobby: So just to make it clear, like, right now, let's say you join as a wholesaler

Steve: Mhmm.

Bobby: You invite your existing buyers list. Obviously, you wanna get rid of your old antique ways of displaying your deals. Those buyers are completely private to you. Your other wholesalers cannot see your buyers. They're not able to just start spamming them.

So that's something I wanna make clear. Correct.

Steve: So I upload my list.

Bobby: Correct.

Steve: And I don't see your buyers.

Bobby: No. So each buyer has a buy has a buy box created or multiple buy boxes. So now you're you're buy you invited the each buyer. Right? But the buyers could see when there is a buy box match.

So the buyer has the option to sign up to other wholesalers' buyers list

Steve: Mhmm.

Bobby: But not vice versa. You understand?

Steve: No. Can you so what I'm hearing is, like, the buyers can So it's a make themselves visible.

Bobby: No. So the buyers let's say I only buy in a specific ZIP code. Let's say I only buy in Scottsdale, Arizona.

Steve: Yeah.

Bobby: So let's say there's another wholesaler that joins a platform. He has a deal in Scottsdale, Arizona. That buyer will get notified. Hey. There's a deal that met your buy box criteria.

You're not on their buyers list. Mhmm. Why don't you opt in and join their buyers list?

Steve: Mhmm.

Bobby: So now all of our buyers list are gonna grow organically

Steve: I see.

Bobby: As you put deals that meet each other's buyers, criteria buy box criterias.

Steve: Okay. So that's what

Bobby: But what I what I wanna make clear is that, like, you upload 2,000 buyers, I can't just go and steal them all and start spamming them. That doesn't work that way.

Steve: Okay. So you got anonymity as a buyer. Correct. Okay. Because I was gonna ask that was gonna be the question asking.

I was gonna ask you, so you because we mentioned spam. Right? What are you doing you're saying, like, you know, you wanna clean up the spam situation.

Bobby: Correct.

Steve: This is your solution, the spam situation. Absolutely. Got it.

Bobby: Alright. Want all buyers to have a buy box built inside Resi. As a matter of fact, like, if you don't if you created an account and you have a username and password, like, we're sending you reminders to build your buy box. Because that's the only way you're gonna get notified when you have a be a buy box match. Right?

Because if not, you know, what's the point of being on Resi? You're gonna get, like, like, right now, I think we're sending, like, on a daily like, if you don't have a buy box bill, we're sending you, hey. These are, like, the top deals that are trending right now on on Resi. Yeah. But we really want you to have buy boxes built.

So we're training our distal teams to make sure all the buyers on their list have buy boxes built.

Steve: So when we build out OfferFast, the greatest challenge was you're gonna have is a supply and demand issue. Right? Like, in order to get buyers, you need sellers.

Bobby: Mhmm.

Steve: In order to get sellers, you need buyers. Mhmm. How did you solve this problem?

Bobby: So I'll I'll tell you, like, for myself. Sell to Bobby is a client of Resy. We already had buyers. Yeah. Right?

So more than anything, I wanted it also as a buyer management tool.

Steve: Mhmm.

Bobby: So I wanna see who is a deal match, who's looking at my deals, who's really not looking at my deals. Right? Who's a known co wholesaler? Like, these are things that we're able to tag and all that information. All these tags are shared.

If our if the buyers are signed up to multiple wholesalers, you know, because you could be signed up to multiple wholesalers. Your your buy box is universal. You don't have to continue building a new buy box every time you join a new buyer. Right. So all the tags are universal.

So now we could see if you're a known wholesaler, if you're a known realtor. And, again, these are not things to, like, deter us from doing business with you. We just wanna know who we're dealing with.

Steve: Yeah.

Bobby: Right? But more than anything else, I did it because I didn't need to build my buy box. Yeah. I don't I'm sorry. I don't need to continue building my buyers list.

Mhmm. I wanted to manage the ones that we currently have.

Steve: Yeah. It's a different problem.

Bobby: Correct. Correct. But, again, we still do build our buyers, buyers list all the time because buyers that are buying now, we all know that they may not buy three, four months from now for different reasons. Right? So we are constantly adding on new buyers, but it wasn't our main concern.

But I do see that that is a concern for other wholesalers in the industry. So that's why we added the new feature, which we recently rolled it up, I think, like, two days ago.

Steve: Yeah.

Bobby: Where now you just input an address, and it'll tell you the top buyers in the area. And you literally have their phone number and email right there. You don't have to pay extra.

Steve: Mhmm.

Bobby: And and and call them.

Steve: So how does so, you know, we just talked about, like, how we wanna make sure, like, you know, this is a privacy kind of deal. What is what is this other service? Is it is it part of Resi or is this part of, like It's part of Resi. Okay. Yeah.

So but they're not in your they're not connected.

Bobby: No. No. No. So these are not buyers. So this is we're buying we're enriching.

We're we're buying data from from a large data provider.

Steve: Mhmm.

Bobby: And, it it'll pretty much tell you, hey. These are the top buyers in this area. Mhmm. It'll tell you, hey. Some of these are on resi, some are not.

But I would suggest you call the ones that are not.

Steve: I see. So it's like it's a list of potential buyers

Bobby: Correct.

Steve: That you you're providing for free to your clients Correct. That they can go ahead and add them if if if they were so inclined.

Bobby: Correct.

Steve: Got it.

Bobby: Yeah. We're recommending you call them, build relationships with these buyers. Don't just add them on automatically or send them an invitation. Right? We want you to build a relationship with these buyers.

And, once you do, get them onboarded on Terezi. You and you manage that same relationship within the same platform.

Steve: Yeah. You know? So what is your plan on getting, I guess, you know, some of filling both sides, getting more wholesalers on board and then getting more buyers more? Because, like, the the more you have on your side, the stronger

Bobby: the Correct. Pool. Correct. So right now, our main focus is on bringing more wholesalers nationwide. Mhmm.

I believe right now, we already have wholesalers. And we've been ultra focusing what what states we're, we're we're marketing in for for wholesalers. But our main focus is to bring in wholesalers. And, because they're gonna bring in their own buyers, you know, and then we are gonna do national buying campaigns, like, to to bring in more buyers into the platform. But at the end of the day, this is it's a platform, and it's a buyer management tool to manage your existing buyers.

And if you wanna add more buyers, you already have it there too. And not to mention, we're at a fraction of the cost of a lot of the platforms that I've seen that are out there in the marketplace.

Steve: Yeah. Well, I would say you're definitely doing something smart because, like, you're building on top of your existing brand. Mhmm. Right? So, like, hey, if you buy from me, like, you have to be on Resi.

Yep. So right there.

Bobby: Yeah.

Steve: You can leverage that. And then, you know, you and I are part of the largest real estate mastermind. So, like, your perfect avatar, my perfect avatar, we hang out with them four times a year.

Bobby: Yeah.

Steve: So you're building that out. So it's a really cool place.

Bobby: I we just became vendors also of the Collective Genius, and we plan to join all the other masterminds. It's just that we've been crazy busy with, making, you know, corrections and doing a lot of things on the tech side. We both know that there's a lot of bugs that that come with releasing a new tech. Yeah. So I kinda told the team, hey.

Let's slow down on the sales because I don't wanna deal with that for you. Like, let's fix certain things from feedback that we have been getting from existing clients. Yeah. And before we go all in again, let's fix all these things, and we'll we'll go hard again.

Steve: So let's talk about that because I'm going with that right now. Right? Like, I mean, you're a client. Yep. Right?

And then you're like, hey. Like, we need to talk. Mhmm.

Bobby: And so

Steve: I picked the phone and I talked to you. So then I talked to Janina and they were able to square things out. Yeah. Right? But there's like, here's my vision of, like, the perfect tool.

And then we have a client pay for it and they're like, hey. This isn't quite what I signed up for, and we have to work through it. Yeah. Right? So I'm going through that challenge right now.

And, you know, I think we're doing pretty good, but we're not perfect. Talk to me about your experience of, like, hey. This is the perfect tool. Yeah. And then now you got, like, people like, hey.

Like, it doesn't do this where I thought I was getting that.

Bobby: So I'll tell you my experience, and I'm sure you're going through the same thing. I build this thing for myself. Right. So I'm thinking that my problems are the same for all the other wholesalers across the nation.

Steve: And by the way, the most successful products are products we build for ourselves first. No.

Bobby: I know. I know. But then I realized, yeah, Bobby. That's cool. You want a tool that manages your buyers, but that's because you have a shit ton of buyers.

You've been doing business for a long time.

Steve: You're on your famous in Miami.

Bobby: And that too. Whatever. But, like, most of the feedback that we got is, like, we need new buyers. You know? So that's why we just signed up with one of the top data providers, and we're paying a ton of money for this data.

Steve: Are actually Yeah. Oh, they're

Bobby: And then but you know what?

Steve: You're giving up an arm and an arm and a leg.

Bobby: Oh, yeah. And and an organ an organ too while I'm at it. But, you know what? At the end of the day, I'm doing this thing for the long haul.

Steve: Yeah.

Bobby: And I don't care how long it takes. Mhmm. So I don't mind it. So I'm making small adjustments, like, even with when when we joined your software

Steve: Mhmm.

Bobby: We wanted the software to do in person appointments.

Steve: Mhmm.

Bobby: But then you guys are not there yet, so we worked around it. But I'm sure you didn't know that people were looking for that at when you first started building your your AI software. Right?

Steve: Yeah.

Bobby: So now you're you gotta start adjusting for what different clients are looking for. And that's the same thing that we're going through. I'm I've gotten a ton of feedback. A ton of people love it. A ton of people are pushing back, you know.

But we're working around it, and I'm I'm adding on a ton of features where my goal is to be the number one distal platform, I would say in the next few months.

Steve: Yeah. And I think going back to theme earlier about, like, hiring the right people. Oh, yeah. So at the last CG, you brought, the guy that's building it. I cannot remember his name.

Deepak. Deepak.

Bobby: Yeah.

Steve: But I could tell in, like, thirty seconds of talking to this guy, I said, okay. This guy knows what he's doing. Oh, yeah. This guy knows what he's talking about. Yep.

How'd you find that guy?

Bobby: Man, I would say, by luck. So before him, I had hired, this group out of Columbia. They were referred by some other friends of mine, actually, that they built some tech for them. But, man, these people were taking forever just to show me an MVP, just to show me something. Like, they were I'm paying these guys a lot of money, and I don't see anything.

They just tell me, oh, we did this. Alright. Cool.

Steve: And then I I

Bobby: was really frustrated, and I voiced it out to some friends in in the industry in South Florida. Mhmm. They're like, hey. You shouldn't really meet this guy. He's one of my neighbors.

Steve: Well, the and the cool thing is Yeah. In South Florida, there are a lot of smart people in tech Oh, yeah. In South Florida for whatever reason. Right? I think Miami, Austin, and, I mean, they obviously Silicon Valley.

Right. Obviously, Silicon Valley. But, like, Austin is one is a hotbed. But then Miami is a hotbed. Mhmm.

I have no idea why, but it is for tech.

Bobby: And they're moving over here from Silicon Valley.

Steve: Yeah. Yeah.

Bobby: So, man, it was just straight up luck. This guy's like, look, man. I think you should meet this guy. And I was like, I don't know, man. I'm I'm already kinda, like, I've been paying these guys for, like, a long time.

I think I'm committed. Yeah. I'm already putting a lot of pressure.

Steve: How much would you say you're committed to the in Colombia? How much did you commit to Colombia?

Bobby: Man, it was a couple $100. And this is before the whole vibe coding thing existed and all that crap. Yeah. Yeah. Okay.

Yeah. So, I ended up meeting Deepak. He's like, give me a week, and I'm gonna have a MVP for you. Like and I'm like, man. Alright.

And, and then he he showed me some stuff that he's done in the past. He's actually exited, like, two companies to to large companies in the past. So, like, what I liked about him is that he's not only a developer software guy, he's a business person. He speaks my language because I'm not a techie guy.

Steve: Mhmm.

Bobby: You know, I understand business and numbers. Yeah. But I could get a little lost when we start talking too much about tech. So what I understood is that what I loved about him is that he understood me.

Steve: Yeah. You

Bobby: know? And he understood exactly what I was looking for. He he he knew what was going on with these other guys, and and, thank God he took over, man, and here we are now.

Steve: Yeah. You know? Yeah. So just Yeah. Talking to your colleagues, this is what I'm struggling with, and they're like, talk to this guy.

Yeah. So that's really fortunate.

Bobby: I got super lucky, man. Yeah.

Steve: Yeah. And like I said, I know I I only interacted with him for just a little bit, but, like, I can tell because in a short conversation, okay, this guy's a tech guy. This is not Yeah. This is not, like, you know, an over promising kind of guy. It's like, oh, yeah.

Like, I'll do this, this, this, and this. And here's how I did this, this, and this. Like, okay. Like, that all adds up.

Bobby: Yeah. Yeah. And he's over exceeded a lot of the the timelines that he gives me. Like, even now, like, we're coming out with our apps, like, on on app one Android. I'm texting it right now.

I was actually testing it on the on the airplane right over here today. Yeah. And, like, he told me, dude, I'll have your apps done within two months. Mhmm. You know?

And today, we're testing and doing stuff, and and they're they're making it happen for me, which I'm I'm very happy. And, and like I said, here we are now. Every time I wanna make a change, like, they're they're available. You know? Yeah.

Steve: I mean, this is And I have

Bobby: a big team of people working on it. So I've kept a lot of, developers on staff to make sure that we fix things, like, constantly.

Steve: You know? But we're in a funny time right now where you only need one smart person on your team. Yeah. Because, you know, someone like in Colombia, it was before Vibe Coding. It's like, oh, no.

Like, I mean, you're saying it's cool to work with your sister. I got my brother. He works for me.

Bobby: Mhmm.

Steve: And, like, there's really no problem we can't solve, right, with, with everything they know as a technical individual and

Bobby: AI to

Steve: back it up. Oh, yeah. There's there's not really much they can't figure out right now these days.

Bobby: Yeah. So, like, people are talking about this whole vibe coding stuff and, yeah, it works. But I know. And I and I forgot where I heard it. Vibe coating will get you to, like, 90%.

Yeah. But that last 10 Bitch. It's a bitch. Oh, yeah. That's where I'm at right now.

Yeah.

Steve: Like, these

Bobby: things take time, and it takes a lot of smart guys that know what they're doing. Like, Like, people are like, oh, why don't you just throw it on lovable and fix all these things? I'm like, this is way more complex Yeah. Than doing that. So I I I think that there's a misconception on, like, people think that I did this thing overnight.

No. This thing takes a long time. It's very complex. And especially the last 10% of it.

Steve: Yeah. That's why the the the quote that hits me the most was, Elon Musk talking about full self driving. He's talking about, like and he promised it for, like, four years. Like, we're right there. Mhmm.

But, like, every time you uncover this new thing, it's like, oh, man. We still have so much more. And then you get it. It's like, oh, man. There's still so much more to do.

It's just like this vibe coding thing. It gives you this false confidence. Yeah. It's what it's what I'm seeing right now.

Bobby: I I totally agree.

Steve: Yeah. But it's still exciting. It's still interesting.

Bobby: A 100%. Yeah. Yeah. We're implementing AI everywhere that we can and every business that we can. But, but like I said, we're we're trying to keep things easy and then just adding AI on top to to make it more efficient.

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Steve: So talking about the AI component now. So how are you overlaying your company, your business right now with AI?

Bobby: Sure. So I would say one of the examples is with with your product, Objection Proof dot AI. Mhmm. We were using so the way that it's helping us right now, we were using actually a, answering service, which these people were like, I don't even know what country they were in. And, I remember you told me that you were coming out with this.

I'm like, dude, show me the product. And this Sarah sounds amazing. Yeah. Is she still called Sarah?

Steve: Yeah. So the new ones, like, the the new leads to Sarah follow-up, we call her Charlotte. And that's just so that when I look at the transcript, I know real quick

Bobby: Not a y'all know who's who. Okay. Gotcha. So you have different names. But, man, honestly, I was very impressed because I've gotten pitched so many different of these voice AI agents, and, like, they have delays and this and that.

Like, Sarah's on point. Obviously, that's why we signed up immediately. Right. So that's one thing that we did, and and we immediately got rid of the answering service that we were actually paying, like, $15.20 grand a year. Because they were billing us by minute, and these minutes are very expensive.

Right? So, obviously, your product helped us, not only solve that issue, but it helps us, like, if our lead managers are are really busy answering so many calls, we serve as a backup, and they answer calls overnight. Yeah. So that's one thing. And I just hired a guy out of, last Las Vegas to help us implement, like, AI into our business.

Yeah. And, again, he's working with my team, so I'm I don't know exactly the the complete details. Mhmm. But we are looking to get more efficient. We're looking to create more efficiencies with within every department.

But, throwing money at it, I just don't know exactly Well, and I think how it's gonna work out.

Steve: I think it's the you have the right people behind you. Yes.

Bobby: And I

Steve: think that's the most important thing. Right? Because, like, they can know. They can say, like, here's the best way. Here here are the, the choke points, and here's how we can, like, overcome it with AI.

So I think that's the most important. I think just really highlighting, like and you're you're in a very good place where you're not afraid to spend money to solve problems. I think this is, like, a really pivotal moment for a lot of people Mhmm. Who are, like, I don't know, or my budget's tight. I don't know if I wanna do this.

And this is I think this is a moment, like, if you're a small guy but you have the resources, there's an opportunity to grow. If you're a a bigger guy and you're not investing in this, I think you're gonna become, you know, a thing of the past. Yep. So it's a really, really interesting, moment in time. So what are I mean, obviously, Resi is is something you're working on.

But, like, what are the big things you wanna get done in 2026 on top of resi and everything else?

Bobby: Yeah. So honestly speaking, resi is my one of my biggest focuses right now. Aside from resi, I just hired a chief revenue officer for my home buying business. And, and we're gonna replicate opening sell to Bobby offices around the country and and strategic offices. Yes.

My my biggest pushback has always been, I don't like the virtual model. Every guy that I always see do the virtual model comes back to in person, you know, and they go deeper. And, obviously, it's worked for us really, really well. So I've always been against expanding for that reason. I'm only gonna do it if we could have boots on the ground with in person appointments.

So our chief revenue officer is actually gonna move to every new market that we open

Steve: Okay.

Bobby: Fully set it up, you know, hire whoever we need to hire, manage it, run appointments while they're there too. And, you know, once the office is set up, hire a sales manager for that office and then move to the next market.

Steve: Yeah.

Bobby: And they're obviously incentivized to to build these offices for us. So, looking forward to doing that. We're we're gonna move now to we're gonna open an office in in Tampa, and then our next location will probably be, like, Saint Lucie, Palm Beach area, and then Atlanta are the the three markets that we're looking at. And, honestly, we haven't looked past that because that's gonna take a while.

Steve: It is gonna take a while. But Tampa is exciting. Yeah.

Bobby: But we we've had a we have a lot of efficiencies. Like, we've gotten to the point now where we have our own media buyer now. So we're saving whatever commissions we used to save. You know, we used to pay these, media buyers to buy TV ads, radio ads, billboard ads. So, like, she works for me in house.

You know? So now we're gonna use economies of scale for a lot of things and try to create more revenue in in different markets.

Steve: Yeah. Bringing media in house. I'm wondering, does she we're talking about working on, you know, forty hours a week. Yes. What else are you gonna have her do?

Bobby: So we kinda have her as, like, a marketing director.

Steve: Okay.

Bobby: So, her job is to look for different opportunities to help us not only buy media, but help us grow our marketing and our brand. Mhmm. Like, she's constantly talking to, like, different sports teams, like, to try to get us, like, sponsorships with them. Like, she's constantly looking on how we could grow our brands locally in in our marketplace. So Aside from that, we're saving a ton of money

Steve: Oh, for sure.

Bobby: Compared to what we were paying in commissions and things

Steve: like that. So we might have

Bobby: ultra focusing on our account, building relationships with every news station, every broadcast station. You know, like, they know her personally. She has a relationship with them already.

Steve: There's a possibility Mhmm. That we're gonna have a sell to Bobby Stadium when I watch the Miami Heat game. Possibly. Yeah. Possibly.

Bobby: Oh, yeah. That would be amazing. Yeah.

Steve: Alright. So, you've done a lot. Right? I mean, this journey you've gone through, right, hustling from 19 years old, losing everything

Bobby: Mhmm.

Steve: And getting back to here, and now you've got this platform that, obviously, you're you're you're going nationwide. You're all in on. Ultimately, what do you wanna be remembered for?

Bobby: Honestly, man, I, I was hearing a a pod actually, a podcast that you had the, owner of, Carrot here That's right. And Carlos. So you guys were talking about, like like, he like, he's talking about, like, identity, like, business and their, like, identity. So, honestly, I don't wanna be known for this. I wanna be known as a good dad.

Yeah. You know, more than anything, like, being around with my kids. I take my kids to school every day. I wanna be around. I wanna take cool vacations with them.

So I would say be known as a good family man and a person that helps a lot of people throughout the way, but not necessarily business. Even though I love business, it's my passion. Yeah. But I don't wanna have it tied to my identity because, god forbid, things don't go as planned. You know?

Shit happens, dude.

Steve: It does.

Bobby: You know?

Steve: You already went through it. I went through it.

Bobby: Yep. Yep. And I've seen other people Yeah. Go down, you know, and and things happen. Yeah.

So money comes and goes. Business comes and goes. So, honestly, I I think it's not good to have your identity tied to any sort of business.

Steve: Yeah. What would you say is your superpower?

Bobby: Man, I'm really good at solving problems. Yeah. Yeah. My team throws, like, the biggest problems at me, and I'll literally within seconds, I'll solve them.

Steve: Where do you think that comes from?

Bobby: And I would say experience. I would say, you know, just the experience of being in this industry, knowing, you know, a lot of different outcomes of things and, having a good, like, gut feeling on on on a lot of things.

Steve: What do you think there's, like, an element of, like, obviously, you've got a ton of experience, so you've seen lots of problems. Yes. But were you that guy even before you solve the problems? Like, were you the guy that, like, hey, like, Bobby's gonna figure it out even before?

Bobby: Not always. Not

Steve: always. No. Okay.

Bobby: I I evolved into this person. Gotcha. Yeah.

Steve: Okay. What failure have you experienced that you learned the most from?

Bobby: I would say failure that I've experienced. Great question, man. I would say I and I wouldn't call it a failure, man. It's just like, sometimes, like, turnover.

Steve: Mhmm.

Bobby: It gets you down as a business person. You think that they're happy, and then, like, what? You're leaving? Yeah. But, I wouldn't call it a failure.

It's just kinda like a setback. Get back to hiring and and get new people, man, and and find somebody that will stay that appreciates our culture and our our brand and and what we offer.

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

Bobby: So I don't give books, but there is a favorite book.

Steve: Sure.

Bobby: One of my favorite books is How to Make a Couple Billion Dollars by Brad Jacobs. This guy's built $5,000,000,000 companies without even knowing anything about the industry. And he actually just came out with a follow-up book. It's how to make a couple more billion bucks. And, this guy is actually making a lot of noise.

He he just acquired a, like, a building supply company for $18,000,000,000. It was on on the news the other day.

Steve: Okay.

Bobby: I would definitely check it out. Really good read.

Steve: What's it called?

Bobby: How to Make a Couple Billion Dollars by Brad Jacobs.

Steve: Alright. So because I wanna make a couple billion.

Bobby: Yeah. So do I. That's why I've heard that book, like, five times this year.

Steve: Alright. I'll definitely check that book out. I want you to, think about some last thoughts I'm gonna leave all the listeners with. Guys, we're doing an event. Coming up September, Stephanie Betters has left me an REI.

Jordan Fleming with Smartphone. Myself, we're doing an event. REI Tech Unlocks me in Dallas, Texas. If you guys are interested checking it out, I think we might still if you buy now, you might still get the earlier bird special. And if not, if you caught this later, you're gonna be what you're gonna get, like, the first price increase.

There'll be multiple price increases. So if you haven't bought it yet, I highly recommend you check it out highly recommend you check it out. We're gonna have an, a tech playground where you're gonna sit down and go through, we don't have, like, regular traditional booths. Like, you're gonna sit down and, like, actually use the tools that might make sense for your business. So reitechunlock.com.

Hopefully, we'll see you there in September. What are some last thoughts you wanna leave all the listeners with?

Bobby: So I actually have a meeting with Stephanie. I'm hoping to to be a sponsor there too. So Okay. Gazzy. But, last, like, final thoughts, man.

Man, just continue working hard. Don't don't give up. Right now, I know this industry is very is very hard. Yeah. So just continue pushing through, man.

Hustle through. And, if there's any way I could help, reach out. You could follow me on Instagram at bobby suarez. Go to follow me on resi resi, off market.

Steve: Yeah. Is it just bobby suarez on Instagram? Yeah. That's great. Yeah, man.

Yeah. Because I I think there's a few Saurus's out there.

Bobby: Yes. There is. But, I'm the I'm the special one.

Steve: Alright.

Bobby: I'm the chosen one.

Steve: Alright. Thank you so much. It was Appreciate your time.

Bobby: Thank you.

Steve: Thank you guys for watching. We'll see you next time.

Bobby: Steve train. Jump on the Steve train. Disrupt us.