How Bryan Acquired $5MM in Real Estate as a Side Hustle

Speaker 0: Shout out to Steve Trane. Jump on the Steve Trane. We real estate disruptors.

Steve Trang: Hey, everybody. Thank you for joining us for today's episode of Real Estate Disruptors. So we got Brian Driscoll with Motivated Leads, and Brian flew from Pittsburgh, Pennsylvania to share how you earned over $5,000,000 in real estate. I'm sorry. Built over $5,000,000 in real estate as a side hustle.

And I'm really looking forward to this episode because in the short time I've known Brian, he's probably one of the biggest skill givers I've met in this space. Now I am on a mission to create a 100 millionaires, and 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 will become one. And we also know the fastest way to become a millionaire is to get good at sales. And so our sales community was launched just two weeks ago today, and the community members are already closing more sales.

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That way we can all grow together, and there's a live show. So please ask your questions for Brian to answer. You ready? Ready. Alright.

So first question is, what was your life like right before you got into real estate?

Bryan Driscoll: Well, I'll start at the beginning. My life I was in high school. Right?

Steve: Okay.

Bryan: I went to Ron LeGrand seminar. You know Ron. Ron.

Steve: Oh, yeah.

Bryan: I went to one of his seminars back in the back of the room, paid his $1,800, got his course.

Steve: In high school?

Bryan: Right. Yeah. When I was 18, like, right when I graduated. My dad took me to a seminar.

Steve: Wow. Okay.

Bryan: So I did that. Failed miserably. Right? Back then, we weren't doing digital or anything. It was like, go put we buy houses ad in the classifieds.

Mhmm. Had a whole bunch of people coming in, and I didn't know what to do with them. But, yeah, that's where I was starting. I was just young, green, didn't know anything, and just my dad was always into real estate. He always liked it, so I'm like, yeah.

I'll check it out.

Steve: Yeah. So your dad brought you to a seminar.

Bryan: Yep.

Steve: How was that experience, having your dad bring you to a seminar? It was cool. Okay. Well, I'm only asking this because my dad used to bring me to seminars Uh-huh. Way before eighteen.

Right? I I wanna say, like, maybe, like, twelve. You know? Mhmm. And he bring me or maybe even younger.

And I was like, what are all these old people talking about? Why am I here? And I hated it. And you always buy these cassettes because they always upsold you to the cassettes. Yeah.

And then my mom would always be upset so angry, like, why are you going to these things? Why are you buying these cassettes? You're not doing anything with all of this. And so I got to witness, that as well. And, you know, I got a chance to speak at We Live nineteen.

Bryan: Mhmm.

Steve: I was Maximo Caswell's event. The headliner was Gary v. I was stoked to get to share a stage with, you know, Gary Vaynerchuk. I told my dad about this. Dad, I'm gonna be speaking at this event.

And the first thing he says to me, gut reaction, don't buy anything. It's like that. I'm the speaker. Right. So, anyway

Bryan: It's funny too. I was the same way. Like, I used to be I remember when I was, like, eight or nine sitting in a car, like, Zig Zig. He always said, you're right. The cassettes.

It was a bulk of cassettes.

Steve: Oh, yeah.

Bryan: Yeah. And it always Jim Rohn, Zig Ziglar. I used I used to just fall asleep. Yeah. But I think and Tony Robbins Mhmm.

And I think, like, in the back of my head, those are graining those things. And I didn't like those at the time, but, yeah, it it's like putting it in your head.

Steve: Yeah. And I'm really grateful for it. And probably lays such a strong foundation, but I was so not ready for it. I was so resistant to all of it. So right out of the gate, out of high school, we're on the grind we took action.

You're doing classified ads. You didn't know what to do with it.

Bryan: Failed. Failed. And all and then, you know, it's weird. I had all these p these are sweet deals. They call me up.

Like, hey. We wanna do a deal. Like, okay. Cool. And I couldn't make it happen.

Steve: What what part were you struggling with with the most that you say you couldn't make it happen?

Bryan: Like, I was dealing with I didn't know how to because it's like, oh, yeah. You can get all these houses with money or your own money.

Steve: Mhmm.

Bryan: All this kind of stuff. I'm like, okay. Cool. It didn't it didn't make sense in my brain. It's like, okay.

Well, I don't have any money. I'm trying to talk these people into giving me their property, things like that. Mhmm. It just didn't it just I wasn't ready yet.

Steve: Yeah.

Bryan: It just didn't click for me.

Steve: Right. You know? So then when did things start working for you?

Bryan: Like, fifteen years later.

Steve: Fifteen years later?

Bryan: Yeah.

Steve: Okay. So you got into real estate and you quote, unquote failed.

Bryan: Yeah. Twice. Twice. There's another one too. Yeah.

Steve: Okay. So you did that. It went nowhere. And then what? Did you go to college?

Did you do something else?

Bryan: I went to college for, like, eight days. Wasn't really my thing.

Steve: Well, at least you found out quick. Right. Okay. So you went to college for eight days. It wasn't your thing.

Why wasn't that your thing?

Bryan: I mean, I'm just not built like that. I'm sitting in a classroom. I remember I'm sitting in a classroom talking math and talking all this homework. Mhmm. Like, dude, this is like and I I was working a job too.

I was working at Comcast at the time.

Steve: Okay.

Bryan: I was one of the top sales guys at The US, and, I was making really good money. I'm like and Comcast was paying for us. Yeah. You wanna go to school, they'll pay for it. And, I just remember sitting here.

I'm like, this is boring. Mhmm. And I was making a lot of money at a young age, which was a problem. Yeah. Because, like, we'd go drinking and do all kind of nonsense, get in a lot of trouble.

You know what I mean? Yeah. But, yeah, college just wasn't it.

Steve: So you're making a lot of money selling Internet?

Bryan: Yeah. I was the guy you called selling Internet and phone in Canada.

Steve: And were you saying you're making a lot of money at that time? What kind of money were you making?

Bryan: It's over six digits.

Steve: Over six digits. Yeah.

Bryan: When I was, like, probably 20, 21, something like that.

Steve: Well, I it's gonna be require a ton of discipline for someone to be making a $100,000 without a college degree to continue college. Right. It's like because there's not what more upside are you pursuing that college can do for you at that point?

Bryan: Right. And I didn't I didn't even like high school. Like, I skipped a lot. I I just wasn't built for that. You know what I mean?

I was always the guy, like, just not going.

Steve: So then you said you failed the second time. What was the second failure?

Bryan: So second time, I got involved with well, after Ron LeGrand, I got involved with digital marketing. Right? And then I got involved with one of my buddies. We were doing digital marketing in a preconstruction real estate in, o seven. So we were going back and forth to Florida getting involved with all this kind of stuff, and, I was dealing with more on the sales side.

They're like, hey. You know what? You'll be the sales guy. We'll generate the leads. You sell them.

It's good. Turned out to be a scam. Like, it was, like, flat out scam. Like, swamp land? No.

Yeah. Pretty much. Yeah. Like, the guy was taking people's money just, like, ripping people off.

Steve: Yeah. But I was percent profit for him.

Bryan: Exactly. Yeah.

Steve: Yeah.

Bryan: So and I wasn't doing real I I had a house. I pulled my equity out of the property to fund this.

Steve: Oh, man.

Bryan: And I was going back and forth to Florida getting a real estate license, doing all this stuff, and literally just failed miserably.

Steve: Okay. You know

Bryan: what I mean? So that was that was number two.

Steve: So you're helping another guy with his preconstruction sales, and you're doing the Facebook and and or the digital marketing to get his leads so he can sell these preconstruction?

Bryan: No. My buddy Phil was doing the digital marketing.

Steve: Okay.

Bryan: This guy this guy, his name is Mark, not in Orlando. Mhmm. So Phil's over here doing digital marketing. He's like, hey, man. We got a good opportunity.

We're generating a ton of leads. This Mark guy down here is hooking people up with properties. So Phil's over here. He's like, hey. Just run these leads, sell them.

We're gonna make a bunch of money. Mhmm. So me and Phil both got screwed.

Steve: So you're closing deals

Bryan: Right.

Steve: As a sales guy Mhmm. On something that didn't exist.

Bryan: Yeah. It was preconstruction real estate, so it didn't exist yet. It's like, hey. Buy in the first phase, and then 2008 happened. It's like everything just disappeared.

Steve: Got it. Okay. So that was your second real estate venture.

Bryan: Yeah. That one hurt.

Steve: Why did it hurt?

Bryan: That one hurt bad. So number one, financially, it hurt, and I had so much vested in that. It was kinda like a snowball type of thing. I ended up losing my freaking brain. Mhmm.

Like, losing my mind. Like, I was they my mom like, you gotta go get 302. Right?

Steve: What's 302?

Bryan: Like, they stick you in a mental mental word. Okay. Because I wasn't sleeping. Mhmm. It's like sometimes I I'd get all wrapped up.

I'm like, dude, I gotta go go go. And I saw it going down, and I just run. Mhmm. So, yeah, that one, it took me a long time to recover from that.

Steve: What about it specifically broke you? I think,

Bryan: the a lot of money. Like, the the goal of, okay. Yeah. Here's a shiny object over here.

Steve: Okay. So a lot of money. Let's start there. So how much money did you lose?

Bryan: Well, I lost 40 k, but I'm the thing that got me was the shiny object, like like, the that you can see a lot of money. Mhmm. Right? So going after that, and then it got me going down running at it, and it's like, I'm gonna work as hard as I can to make this happen. And then I start not sleeping, things like that, like working through the night.

Mhmm. That's where the problems happen there. So it's a it was like the perfect storm.

Steve: Alright. So it's financial distress, emotional distress, and then on top of that, physical distress.

Bryan: Exactly.

Steve: Yeah. Yeah. Okay. I can totally get that. So this is 2,008.

Right?

Bryan: Yeah. Give or take.

Steve: And then how did you eventually get back into real estate then?

Bryan: So I got into real estate probably about ten years ago now. So this 2000 probably about 2014. Mhmm. I got back into it, and I got I was originally looking on Craigslist for a house to live in. Mhmm.

So I find this guy as a wholesaler. So I go check out the property. I'm like, okay. Cool. This is a good deal.

It's like a $130,000 property, $230,000 neighborhood. Like, this makes sense. You're a wholesaler. I'm cool with that. Whatever your fee is, good with that.

And that's what got me back into real estate. I wasn't getting into it as an investor. I was actually looking for my own property. I just wanted a deal. Yeah.

So that was my gateway back into it, and that's where it started. That's

Steve: when you got hooked.

Bryan: That's where I got hooked.

Steve: Okay. So you bought a property, and did you move into that property?

Bryan: I did.

Steve: Okay. You still own it? I do.

Bryan: I've never sold a property.

Steve: Never sold a property? Nope. And that's huge. That's one of the things that I've heard from a lot of the the folks that are a lot older and more wiser than us was their biggest regret was ever selling any of their properties. That's what they all say.

Yeah. So good. So you bought that property, and you still have it. So what did you do? You bought you lived you moved into that one.

Bryan: Mhmm.

Steve: So then, obviously, you're not flipping that one, at least not immediately.

Bryan: Right.

Steve: So what were what what'd you do after that?

Bryan: So I got that property. I lived there. Everything's good. Took a normal normal loan out, all that kind of stuff. Then I found another deal on Craigslist.

Mhmm. This guy was a sweet deal. At least I thought at the time, it was pretty good, and he was another wholesaler. So I what I did was I did I bought a cash, then I fixed it up, and I pulled my cash back out.

Steve: So I

Bryan: did the burn method.

Steve: Got it.

Bryan: I got this property. It was, like, like, $33,000. And they were probably, like, worth $1.00 $5.01 10. Mhmm. Didn't do any inspections, anything like that.

Then I got the property. I found all the plumbing needed replaced. Like, it's one of those deals. Mhmm. You know?

Steve: So you

Bryan: turn the water on in the bathroom, and it leaked in the basement, like, rained.

Steve: Oh, jeez.

Bryan: Yeah. So that that's what that was my first rental property. Mhmm. That's that's and then ever since then, I just keep doing the same thing.

Steve: So then has your story then this this venture you'll be going through is predominantly buying from other wholesalers?

Bryan: No. So event so I saw the wholesale fee on that. Mhmm. And I was talking with my buddy, Chad. You know Chad.

Steve: Yeah.

Bryan: And, like, dude, I think we could probably generate our own leads. Mhmm. So we slapped up a carrot website to generate leads, and it we crushed it.

Steve: Is Chad the one that you were partners with on the whole Florida fiasco?

Bryan: No. But I met him through the same guy.

Steve: Okay. Yep. Alright. So that was Phil. That's right.

Bryan: Phil. Yep.

Steve: Okay. So you and Chad so you you buy one, you buy a second one, you're like, we can do this. Right. So then how you see, you connect with Chad through that fiasco. What was Chad special to you this time?

Bryan: So Chad and I always I I got into digital marketing, like, in 2003 doing SEO, like, in freelance. Chad was doing paid marketing, like Facebook ads and pretty much Facebook ads Mhmm. In the ecommerce space.

Steve: Okay.

Bryan: So I met him, and we'd always share business back and forth. He'd be like, hey. This guy needs some help. Or I'd say, hey. I need someone to do Facebook ads.

Steve: You guys are good collaborators to to to, share not share, refer one another.

Bryan: Exactly. Yeah. Because SEO is ranking in the free section of Google. Facebook ads, like, you know, most people don't do both, like, as a contractor, as a freelancer. You know?

Steve: Sure.

Bryan: Yeah. So we met that way.

Steve: Okay. So you brought him in, and how long from when, like, hey. We can do this to, like, your first contract?

Bryan: That's a good question. I don't know. It happened fairly well, you know what? No. I take that back.

So way we did it was see, I only wanna invest in one ZIP code. Right? Mhmm. So we started marketing

Steve: Even then?

Bryan: Just in general. Yeah. Even then.

Steve: Okay.

Bryan: Maybe, like, I was in, like, three ZIP codes or something back then. I don't wanna go that far.

Steve: Right.

Bryan: So we started generating a ton of leads, and I hooked up with, Dustin. You know him from CG. Mhmm. Then I hooked up another guy, Joe. So what I was doing is we were generating all these leads coming into Pittsburgh.

Mhmm. You can only market to the whole city, not in one ZIP code.

Steve: Right.

Bryan: Like, I don't want these places. Like but we're getting them all. So I went on the Facebook, marketplace or not Facebook. One of the Facebook real estate groups. I'm like, hey, guys.

Who in here wants leads and wants the JV? And I found some guys, and they kept burning me. Like, I'd send guys leads, and free free leads aren't valued Right. I found.

Steve: Yeah. So Free anything isn't valued.

Bryan: Right. So I'd send them leads. I'm like, hit and they wouldn't track them, things like that. So I'd keep getting burned, but I met, a guy named Joe and Dustin, and they had their stuff in order. Mhmm.

And I'd send them deals. We just split them.

Steve: Yeah.

Bryan: And that's how that's how we started. It's like, okay. We're making money here.

Steve: So when was this? You said it was ten years ago that you're like, okay. I'm gonna get back into the business. Yeah. And how and then the second house, you're like, we can do this.

So, really, like, ten years ago was the launch of you guys buying houses again, for your own deals. Right. And you just start off with a Carrot site.

Bryan: Yep.

Steve: And you're only targeting one ZIP code. Right. And anything that you couldn't that fit else that wasn't in your buy box, you wholesale, and a bunch of people kinda, like, kinda squandered it.

Bryan: Yeah.

Steve: Why was it so important in the beginning to have one or two or three ZIP codes?

Bryan: I don't wanna go that far. So I got a property.

Steve: Like, you don't wanna get in the car and drive?

Bryan: Yeah. I don't wanna get in the car and drive. Okay. That that's exactly what it is. I don't wanna get in the car and drive, because there's a reason, though.

I bought a property. It was probably, like, twenty five minutes from me. It's in the Peters Township. Real nice neighborhood. Mhmm.

And, I bought it, and I I was managing contractors myself at that time. So I'm meeting them, like, three times a week, four times a week. It's, like, half an hour there, talk to them half an hour back. Like, this is a freaking time suck. Yeah.

And and I'm not I'm not doing real estate for my full time gig. This is just my side hustle. Mhmm. So I I don't have that much time because I'm I'm running a digital agency.

Steve: Right.

Bryan: Like, I don't have time for this. Like, I'm working here's what my schedule looked like back then. Five in the morning till eight in the morning, I'm running a side hustle. Digital. Had a had a normal job, and then after that, I'm running the side hustle, then I'm going to bed.

So you know what I mean?

Steve: So what was the first side hustle? Digital marketing. Marketing. Yeah. Digital marketing.

Are you doing PPC on Facebook for, for random business owners?

Bryan: SEO. Yeah. I was doing SEO.

Steve: You're doing SEO for random business owners. You had a nine to five. What was your nine to five?

Bryan: I come from the insurance background. Family business. Mhmm.

Steve: So this is your family's insurance? Yeah.

Bryan: Family's insurance business.

Steve: Okay. So you got your family gig

Bryan: Right.

Steve: Family business doing insurance during the day. Right. And then you got the real estate side hustle in the evening.

Bryan: Now the real estate was just in in between. In between.

Steve: It's just wherever it fit.

Bryan: It depends. Like, whenever you get someone who wants to sell their house, it's like, you gotta jump on it.

Steve: Yeah. Well and I think there's a really important caveat here, you know, not to, like well, I I actually wanna highlight this so it's not to undercut in any way. But, like, if you want something done, you give it to a busy person.

Bryan: Right.

Steve: Right? So you decided one ZIP code because it was too time consuming for you to get on the road.

Bryan: Mhmm.

Steve: Now are you still in the insurance business? No. Okay. And That

Bryan: was hard to get out of Toukes. It's a family business.

Steve: Yeah.

Bryan: Like, I was making three times the money in digital marketing. Mhmm. But it's like, it's your family.

Steve: Right.

Bryan: You know?

Steve: So you had an insurance thing going. Your side hustle is now your main business. Right. Right? But you still get this conviction of one ZIP code.

Right. Why is that still important?

Bryan: Well, I'm gonna build wealth. Mhmm. Like so real I like real estate a lot. Well, number one, I got issues mentally. Right?

Like, I hit I I call it goal driven depression. So, like, I set big goals, but when I hit a goal like, I remember my first property, the one that I was doing on myself, it's like, okay. Stressed out, stressed out, stressed out, and then it's done. Like, what's next? Mhmm.

So and I'd get down. So I decided then and I did another one. I'm like, wait a minute. Like, this is this is being it's happening because I'm hitting the goal, and I don't have things after it. Mhmm.

So initially, I'm like, I'm just always gonna buy houses. I'm Just gonna keep buying houses for that reason.

Steve: Right.

Bryan: Then I realized it's like, I'm turning I'm creating a $100,000 each deal Mhmm. In, like, sixty days. It's like, it's good.

Steve: Right. So you're talking about goal driven depression.

Bryan: I made that up. I don't know if that's really what it's called,

Steve: but Well, what I've called it was achievement addiction.

Bryan: Okay.

Steve: Right? You achieve, and it's like the the best, embodiment of this is is, Bill Belichick. Right? Like, he might crack a smile when he wins the Super Bowl. He might.

Right? But he's thinking about next season on the drive home. Right. Right? And I think that's probably what you're describing here.

Bryan: Yeah. It's like it's like you don't even celebrate.

Steve: There's there's very little dopamine in the success.

Bryan: Right.

Steve: You're you get all this drive, all this sacrifice, all this desire, but then you hit your milestone, and, like, it's about the same amount of dopamine you get from, like, people sharing one of your Facebook posts.

Bryan: Right. Yeah.

Steve: It's really commensurate. Yeah. Okay. So alright. So you you you you got this thing going.

It doesn't take a whole long a whole long, time, And then you you figured something out with Joe and Dustin in Pittsburgh. What was the next step then? Was it selling more leads, or was it quitting the insurance? So

Bryan: quitting insurance. Quint insurance came for well, they they were both going at the same time.

Steve: I know. Yeah. But you had to make it you had to make a decision at that point. There wasn't like you can just keep sustaining this.

Bryan: Right. Right. So the insurance and it it was a tough discussion with my dad. Tell him, like, hey, man. I'm making a lot of money here, but I don't wanna screw you.

And he told me, he's like, you know what? You have to. Mhmm. You have to go do that. He's like so it was it was a good thing there.

But, yeah, I had it wasn't selling the leads. It was it was more in the digital marketing space when I just left. Mhmm. It's like, I gotta do this.

Steve: Yeah. So it was so it sounds like it was tough to work up the courage to talk to your dad, but he made it really easy.

Bryan: It was yeah. It was the whole thing is hard working with family. Like, the I don't know if you've ever worked with family. It's it there's a lot of dynamics going on.

Steve: There are a lot of dynamics there.

Bryan: You know? So you're working with family. It's like, I feel like I'm screwing them.

Steve: Mhmm.

Bryan: It's like, okay. Now I've been here for fifteen years. I learned it all. I know everything inside. Now now I'm gonna leave you high

Steve: and dry. See you guys.

Bryan: Yeah. And in his in his eyes, he's like, which I got kids too. I and I hope I think like this when they're older. It's like, no. You need to go do that.

Like, that's in your best interest. I want what's best for you.

Steve: Mhmm.

Bryan: So it made it easy for me. You still got the guilt. Right. Like, you still feel it. I'm Catholic too.

It's probably just Catholic guilt. You know?

Steve: Catholic guilt is strong. Right. Okay. So you shut this down or you you leave the insurance side. When did from, you know, from ten years ago, when did motivated leads become a thing?

Bryan: Motivated leads became a thing three year two and a half, three years ago.

Steve: Okay. So you're still doing this whole time the insurance thing this whole time then? Seven years?

Bryan: Mhmm.

Steve: Okay. So talk to me about, like, motivated leads then. Like, what what exactly is motivated leads?

Bryan: Yeah. So motivated leads started with me and Chad. We're like, hey. You know what? Let's try something.

And we started it with, no money. We start a little bit of money. We I'm like, I'll throw in a grand. You throw in a grand. Mhmm.

We'll make a landing page. We'll see what happens. If we if we get clients and it works, good. And if not, we're just gonna kill it. We'll keep doing what we're doing because we're doing really well Mhmm.

In the marketing, and then we crushed it there.

Steve: Yeah.

Bryan: So motivated leads, initially, when we started, we help people generate leads through we were doing Facebook ads and Google pay per click and SEO. Mhmm. And people would hire us to do their marketing form. Yeah. And that that's where we started.

It's the same thing we've always been doing, except we specialize now on local level versus dealing with, like, national bigger companies.

Steve: What do you mean local level?

Bryan: Like, most people invest like you invest in Phoenix. Mhmm. I invest in Pittsburgh. Our current our clients before that were ecommerce or, like, national companies. So we do market for the whole nation versus locals a lot easier.

It's less competitive.

Steve: Right. Got it. So real estate is still just purely a side hustle. You don't get a ton of passion out of it.

Bryan: I like it, but it's a side hustle.

Steve: You like the money from it, or you like the real estate from it?

Bryan: I like everything about it. Like, I like I like I don't necessarily think I'm money driven. Mhmm. But money is like the scorecard

Steve: Right.

Bryan: If you're doing well. You know what I mean? So I like real estate. I like buying junky stuff and fixing it.

Steve: Mhmm.

Bryan: I like other people paying it off, and I like getting houses for free. Yeah. I like the game of I like that last part

Steve: a lot.

Bryan: The free part.

Steve: The free part. I haven't I haven't figured that one out yet. At least not in Phoenix.

Bryan: Yeah.

Steve: Yeah. But I like that part a lot. I think the best the lowest ever got and bought a house was, like, $23,000. And that was in a low lower market, not Right. Not this market.

Bryan: Why don't get them for free, though? It's just I get my money back. Like, I don't have any cash into them.

Steve: Yeah. So but even the model is a lot different in Phoenix than is in most other markets. So if we're gonna be doing for free, we gotta do, creative strategies here. It's not gonna be BRRRRs out here. Right.

Yeah. Okay. So then in doing the the digital marketing, right, because, obviously, this is the route you're you're going through, who helped you grow your digital marketing business?

Bryan: Just me and Chad. Mhmm. Yeah. We're just, and we work well together because we're totally different personalities.

Steve: Got it.

Bryan: So I'm I always look at it like we're we're we're going in a ship. My job is to keep the ship straight, and his is to go as fast as possible. So he's always pushing. Like, I always thought I my marketing company is called Think Big Marketing. Mhmm.

I always thought I thought big. Mhmm. He thinks on a whole another level.

Steve: Okay. So he's the visionary, or you guys are both visionaries?

Bryan: It depends. He's the visionary, and I gotta keep it in wraps. Mhmm. Like, I have an idea. I keep the focus.

Steve: So you're kinda like Scotty on Star Trek. Like, you're just trying to keep the ship from falling apart. Well, he's captain Kirk, and, like, he's just

Bryan: Just trying to go.

Steve: Yeah. Like, let's go to warp 10 or whatever it is. Whatever's gonna break the ship. Let's go that fast. Right.

And you figure this out.

Bryan: Yeah. Which is good to yeah. It's figured out. So I I keep it going Mhmm. Like, and keep it organized and focused.

And, yeah, he's like, boom. Let's let's run. Mhmm.

Steve: So what are some of the biggest victories you've had along the way in building up this digital company?

Bryan: We're growing really fast. So some of the victories are we got a awesome team. We had seven digits in our first year Yeah. Which is crazy in this space. And, And, yeah, I'd say that's probably one of the biggest ones.

And we keep like, even month over month right now, we're doubling business.

Steve: Really?

Bryan: Yeah. So it's like steady growth. And I I'd say it's it's awesome and stressful at the same time because we're building a team. I've never built a team before. I'm a one man show.

Right. So it's not like we're coming from, like, a big corporate background. So, like, that that's kinda cool part about it.

Steve: Got it. Yeah. I mean, I've even sent a couple of emails over to Larry. Right? He runs our our our marketing, our education company.

I was like, I don't know what it is about Brian's emails, but it it makes me open it.

Bryan: That's good.

Steve: Right? I'm clicking on it.

Bryan: Yeah.

Steve: So, like, I don't know what it is. Just look at his email. Figure it out. He's looking at his, like it looks like regular email to me. I was like, well, there's something he's doing there.

Yeah. I'm clicking on that one above, any of the other emails.

Bryan: More recently, I've just put people's names at the subject. Mhmm. Like, if you're on the podcast, Steve Trang's the the subject line.

Steve: Well, that's what it is. Yeah. Right now, that's what I noticed, but I was like, I want you to figure this out.

Bryan: Right.

Steve: Yeah. Okay. So then doing digital marketing, you must learn a lot in the last ten or so years.

Bryan: Oh, yeah.

Steve: Right? So there's a lot of people that that's doing marketing right now, whether it's SEO, Facebook, or Google. So for someone that's running their campaigns right now, what are some of those biggest glaring mistakes you see on people doing digital marketing?

Bryan: So I see because back in the day, we used to be able to do all kinds of stuff and crush it.

Steve: Well, there was no cost. You can you can learn at at no almost no cost.

Bryan: Yeah. And you can do it was just it was just cool. Now everything there's a lot more competition Mhmm. And the algorithms are way more sophisticated.

Steve: Yeah.

Bryan: Some of the biggest mistakes I see with people fresh in the space trying to do their own marketing is not being direct. Like, if you're trying to get someone that wants to sell their house fast, say that in your ad. Mhmm. Don't ask them how much to find out how much your house is worth.

Steve: Yeah. Well, I figured that out pretty quick. Yeah. So I talk about, like, my journey of going from realtor to wholesaler and so on. Right?

And so I'm a realtor, and I'm trying to get leads for listings.

Bryan: Right. So I

Steve: was like, you know, find out what your house is worth for your appraisal. I think I bought, like, free free phoenixappraisal.com or something along those lines. I registered with one of those domains some time ago, and I spent all this money, not a ton back then, but, you know, fifteen years ago thirteen, fifteen years ago, it wasn't that expensive to test. I was like, these leads suck. Like, finding out what my house is worth and this and that.

Like, it wasn't turning into anything. And it just so happened I do, you know, sell my house fast, buy my house. It's like, oh. Yep. These these keywords, these ads, this message resonates because they need to take action today.

Bryan: Right. Yeah. And the difference between someone that wants to sell their house, like in a Google search, sell my house versus sell my house fast is huge.

Steve: Right.

Bryan: Like, it's a difference between the top dollar or someone that's got a hoarder house. Mhmm. Right. So it it's like you just gotta really, really, really focus.

Steve: So be super direct, almost like, you're you're shaking them. Like, you're you're you're grabbing their attention really hard.

Bryan: Right. Yeah. You grab their attention hard, and then I look at the website like the disqualifier. Like, make it hard for them to submit forms. Like, everyone's like, no.

I want the cheapest leads. I want the most leads. I wanna make it easy, short forms. Yeah. Make multistep forms, things like that to disqualify them.

Unless you unless like, if you're a realtor too, you might want some of this. Because if they want top dollar, you can do something with them. Mhmm. Like, I'm not a realtor, so I can't do anything with them.

Steve: Right.

Bryan: There's waste.

Steve: Yeah. So make it harder for them. And, again, I'm just going back to my experience. I apologize to you guys, but I'm just speaking from my own anecdotal experience here. What we used to do because remember when Facebook for a very, very short period of time, they they might still do it.

We just don't do it anymore. Was that they could just opt in. Right? They saw an ad, and they just prepopulate with their Facebook information.

Bryan: You can still do that too. You can

Steve: still do that. Well, we decided not to do that thing. Yeah. Alright? Because, like, it was prepopulated first name, last name, whatever phone number and email address they use to log in to Facebook or register with Facebook.

Bryan: When they set up ten years ago.

Steve: Right. Yep. That's the one. And so they could just click opt in.

Bryan: Yep.

Steve: And we jump on it. Right? Speed delete. And we call them. Hey, Brian.

This is Steve. You just filled out a form on Facebook. I had no idea. Like, click on the email. No.

Clearly Right. You clearly did. Right? You couldn't say that to a prospect. But, like, the first time, like, that's really weird.

Second and third time, this is an odd pattern. After about 10 times, like, oh, they're on so autopilot that because they didn't type anything in, they don't even remember filling in a form. Yep. Yeah. So alright.

So you gotta make it at least a little challenging Yeah. To fill out the information. So what does that mean challenging, though?

Bryan: Well, first, if you think about that so think about from the user's experience. They see an out of a house. Like, let's talk about the lead forms like you're talking about. They click it. It puts in our information in a bun.

They don't know you're an investor. They don't know anything. They just saw an image. Mhmm. Right?

So what I prefer to do is a face even if you're running on Facebook, you can run I'm gonna take a step back. Facebook will give you what you want. Mhmm. So if you tell Facebook, give me likes, they know, and their algorithm is so smart. They know who's gonna like your stuff and do nothing else.

Steve: Really?

Bryan: Or who's if you say I want traffic, they know who's they'll be able to put it in front of people and and find those people. So you wanna choose an objective that says lead. Like, I want people to go to our website and fill out a form.

Steve: See, I didn't realize that. So that's pretty cool. Good to know. Because I was like, I mean, they're gonna like it. Shouldn't they also but you're saying they're gonna put in front of people who have different tendencies.

Bryan: Right. Because the algorithms are so smart. They know like, Facebook knows everything you're doing. Mhmm. And same with Google because there's something called a Facebook pixel.

It's code that's on every website basically out there.

Steve: Mhmm.

Bryan: So they can see your browsing even off the platform. Yeah. So if you're looking for shoes, you're gonna see shoes in your Facebook feed. Like me, I'm not gonna see dresses. My wife will.

I won't. Everything's, like, really tailored to you. So that that's kinda how how the algorithms work. So they can show you stuff, but they also know who's gonna who's looking to sell their house Mhmm. Because they can see what websites you're on and deliver those ads to you

Steve: Yeah.

Bryan: For the experience. So, yeah, that's kinda creepy. But from a marketer standpoint, it's good. Sure.

Steve: So but then going back to making it harder for them to fill out the form, what are some of the barriers you're putting for them to fill it out?

Bryan: So, normally, what I'll do is we'll set well, they'll click the ad. They go to a website. The website's gonna say, hey. We're investors. We're not paying top dollar, but we can give you a cash offer.

If you're interested, fill out this form. We'll ask for, like, name, phone number, email, address. So we capture that. Then we'll send them to a second step that says, okay. Why do you wanna sell?

How fast do you wanna sell? How much works your property need? Confirm you're not working with a realtor. Mhmm. And we ask them, like, 10 more questions.

After that, that's when we consider them a lead. Right. You know? So that second step because there's a big drop right there. Mhmm.

Speaker: It's a

Bryan: lot of questions for online these days.

Steve: Yeah. Yeah. I think, because we had, Brandon Bateman on the show. Mhmm. He talks about lead sculpting.

Bryan: Right.

Steve: Right? So it sounds like you're just basically feeding the algorithm. Hey. Here are the people we want. Here are people we don't want.

Bryan: Right. And once you get into lead sculpting too, that's actually basing off their answers. Mhmm. Right. Because it's like, okay.

This person said they're listed on the MLS. Let's send them to a different thank you page that doesn't have a lead event pixel on it. Mhmm. Stuff like that too. So, yeah, you can you can go really far down the down the trenches on, like, what data you feed back to them.

Steve: Sure. Okay. So the other thing too, you're talking about direct. One of the things that we've talked about on the show before is direct response marketing. So, you know, since we're talking about marketing right now, you wanna share what direct response marketing means to you.

Bryan: Yeah. So what do you mean direct response marketing?

Steve: So for me, you got, like, the Coca Cola ads. Right? You got unlimited budgets. Mhmm. Right?

We don't have that. And you got the Dan Kennedy direct response marketing. Right? Where, like, we know if we spent x dollars, we'll get this leads this many leads. So we're talking about being direct.

How do you guys market effectively to ensure, you know, the the maximum return on spend?

Bryan: Yeah. So KPIs. You gotta, like, really look at your KPIs. And and what a lot of people do is they look at the lead cost Mhmm. Which you wanna look at the deal cost.

Because, for example, if you're getting Facebook can have two different types of ads. You can have lead forms or push them to a website. Lead form might cost you $20. Facebook going through your website might be a $150. Yeah.

So once you narrow that down, I usually look at KPIs like, how many leads do we get? What's the cost per lead? What's the cost per appointment? What's the cost for qualified to buy, like, someone that we could do something with? How much for the agreement and how much for closed?

Mhmm. And then we work backwards there. And once you get enough data, then it's like, okay. Up to a point where you max out your area. But it's like, okay.

If we can double our budget, it should increase our deal flow

Steve: Right.

Bryan: To double until you've like, you can only spend certain amount of money, though, on different platforms you market you max it out.

Steve: Sure. Sure. Okay. What are some other glaring mistakes you're seeing from people, running digital marketing?

Bryan: A lot of people with running it, I see I see a lot of people that are newer in the space. They don't even use the pixels right, or they don't use pixels on it. They'll they'll be like, hey. We're running Facebook ads. There's no pixel on our website.

It's like you're throwing spaghetti into the wall and hoping it sticks.

Steve: That's atrocious.

Bryan: Yeah. More more newer people trying to do it on their own.

Steve: Yeah. That's I just got sick in my stomach here. So, for the less initiated, can we give them a real world analogy of what that's like? Like, what does it mean? Because we're talking about face Facebook pixels.

Right? Someone listening, they might not have any idea what we're talking about as far as Facebook pixel. What's a good real world analogy to to describe, a Facebook pixel?

Bryan: Sure. So Facebook pixel is a code on a website Mhmm.

Steve: That you

Bryan: just put on a in your header section. Right? You can't see

Steve: it Mhmm.

Bryan: From the from the website. What it does, it segments people that come on to your site.

Steve: Mhmm.

Bryan: So we'll have different objectives. There might be one called view content. And that means anytime someone hits your website, we fire the event that says view content. That tells Facebook this person has been on our website.

Steve: Right.

Bryan: So we have that audience. Then we have one for someone that's filled out a form. Mhmm. That's a lead objective. Right?

So now Facebook knows, okay. These people filled out forms. Once we get enough of them, we can tell Facebook, go find us more of these people.

Steve: Yeah.

Bryan: But the nice thing is with having a Facebook pixel on your website, you can create these audiences so you can retarget them. Mhmm. So it's same way Amazon and everyone's showing you shoes. You can put your ads back in front of these people for cheap. Like, retargeting might cost you $5 a day, and you know they wanna sell their house.

Mhmm. They're just not ready today.

Steve: Right. Yeah. So I think we're talking about, like, some real world and, like, potential, examples. Right? Because we're talking about cookies here.

Is I don't know. The best I can think of is, like, when you're, you see these guys in these documentaries where they're rescuing animals. Right? And, like, you save, like, this, bird in the woods. You put, like, a little red tag on it.

Right? So now you know Right. On a GPS where that bird is at all times. You can track Mhmm. Where that bird is.

So you know, like, this is a bird that we took care of. And just, likewise, you can now monitor the people that have been on your website, anyone everywhere. Exactly. And that that

Bryan: and you build credibility that way. Because now they've been tagged like the bird. Mhmm. It's like, okay. Hey, Steve.

You've been on our website. Now I'm gonna show you ads of me talking for the next seven days. Yeah. Then I'm gonna show you testimonial videos so you can really build up your credibility that way.

Steve: And I think, Frank Kern had this thing. I think it was intent based marketing. I think that's what he called it. Right? Mhmm.

Whereas, basically, if, you know, if you saw, this one ad. Right? So first, we're gonna hit you with a pixel.

Bryan: Right. And then

Steve: you're gonna do the testimony video. Right?

Bryan: Or, like,

Steve: we maybe why why you should sell your house to someone like me? And then if they watch 30% of that video, now we're gonna super target those guys really hard. Right. Right? Because if they watch 30% of the why you should sell your house to an investor like me video, now we know there's, like, a super, super hot prospect.

Right. Right? Is that I assume that's some like, something along along the lines what you guys do.

Bryan: So yeah. So so you have the you have the pixel based Mhmm. Audiences. But then you can you can base audiences based on how long people watch your videos, stuff like that. Or you can make audiences based on, how many people engage with your page.

Mhmm. Like, liked it, all that kind of stuff. Yeah. So you can make all these different audiences, and then you just have to think I always like to think from the user standpoint. Okay.

Someone had just did that. What are they looking for and then try to give them that? Like, if they come to our website, I'm gonna show them something different than if they just watch 50% of our video.

Steve: Yeah.

Bryan: Because they're at different stage of their process.

Steve: For sure. And another thing you talked about was, we were just at CG Select last week.

Bryan: Mhmm.

Steve: We were hanging out literally nine days ago.

Bryan: Right.

Steve: Right? And you did a presentation on protecting your brand. Right. Do you wanna give some insight to everyone that's listening right now what it means to protect your brand?

Bryan: Yeah. So protecting your brand so here's how it is. In a in a nutshell, when you're marketing online, you're doing or even not online, direct mail, SMS, anything. People are googling your brand. Mhmm.

You have to bid on your brand name, like in Google Ads. So Google Ads, Google Steve Trang, real estate disruptors, whatever it is. So that when someone searches you, your competitor is not ranking there and stealing your business.

Steve: Yeah.

Bryan: So that's a big thing on brand. And then also with the retargeting, anyone who comes to your website, make sure you're staying in front of them because they're they're already interested. Stay in front of them until they're ready because they might have inherited home. Mhmm. They're just not ready for six months.

You know? So stay top of mind all the time.

Steve: Yeah. We had Doug Hopkins on the show. I wanna say, like, four years ago, three, four years ago. And I could tell it clearly irritated him that there are a lot of house buyers in our market who bid on the words Doug Hopkins.

Bryan: Yeah. And a lot of people do.

Steve: Well, I mean, it makes sense.

Bryan: Right.

Steve: Right? I've never done it, but we did we we used to bid, and we buy ugly homes. Yeah. Right? We used to bid and we buy ugly houses, but then home investors get really upset with us.

Bryan: They do. They get pissed off.

Steve: They get pissed off. So we stopped Did you

Bryan: get the letter?

Steve: Oh, we got the letter. Yeah. So we stopped, we stopped marketing for We Buy Ugly Houses, and we just started marketing for We Buy Ugly Homes. That's not trademark protected, so that was fine.

Bryan: And you know what? I think a lot of investors aren't, doing it intentionally either because a lot of people are just doing dynamic ads Mhmm. Which will pop the name. Like, if if you googled, like, I'm in Pittsburgh, 412 Houses, it'll pop that name into your ad.

Steve: Right.

Bryan: So it looks like they're bidding on your name. A lot of guys are bidding on names, but a lot of guys aren't too.

Steve: Right. Well, it's up to Google to enforce because that's how we got the letter. Right? So Google was enforcing it. There was no there was nothing I could do about that.

Bryan: Yeah.

Steve: So going back to here, so you've been doing predominantly the BRRRR model and one ZIP code for some time now. Any potential to deviate from that at any point?

Bryan: Possibly.

Steve: Okay. What are the circumstances where you would deviate?

Bryan: When I get more time. Mhmm. So I'm so laser focused on on the digital side right now. I don't wanna go far. But, eventually, I'm gonna wanna build the portfolio bigger, and I'm looking to get into the more multis and bigger stuff.

Mhmm. That's gonna force me outside my area.

Steve: Yeah. Why multi why why multifamily?

Bryan: Just because it looks like it's the same a little bit more effort Mhmm. And more money, but the same process. Yeah. Different process, but same. Like, I can I can spend the time doing one thing, and you're just adding zeros onto the project?

Steve: Right.

Bryan: You know what I mean? So I'm looking at the same on time. That I think that's gonna be more efficient use because turning a house is a pain in the butt. Oh, yeah. Like, he it's he got a lot of time involved with there.

So I'm like, okay. What if I did that and spent the effort turning something bigger? Mhmm. Spend a little bit more effort, but then it's done too, and it's got an extra zero behind it.

Steve: Right. So we were talking about a lot of digital marketing, but that's not really what you guys do, sell. You guys sell leads because you guys are really good in the marketing side, which we just spent a lot of time talking about. Right. So, again, for someone that's not familiar, what is the difference between PPC marketing or paper pay per click marketing and pay per lead marketing?

Bryan: Okay. And we do do the custom, like, pay per click also. Mhmm. But it's more of a custom thing. Most people gravitate towards a pay per lead unless they wanna scale real heavy.

Steve: Sure.

Bryan: So here's what you have. You have Facebook, Google pay per click SEO. We'll call that custom marketing. That's where you hire an agency. They come in and manage your ads for you.

They do everything custom. They build campaigns that send traffic to your website and help you generate leads, and the goal is to generate the most leads, better quality, at the least cost. Right? Pay per lead marketing is when someone like me will say, you know what? I'll take the gamble that I can get leads in your area cheap enough Mhmm.

That I can sell you that lead in real time at a profit. Yeah. So it's the same marketing. We're doing Google, Facebook, all that kind of stuff. It's just we're marketing under our brand at a national level.

Mhmm. Generate leads, say, in Phoenix. It's like you don't have to worry about spending 1,500, 2,500 a month for a retainer. It's like you just pay for the leads when they come in.

Steve: Are you wholesaling me leads?

Bryan: We'll talk about it.

Steve: Dirty son of

Bryan: I look at it as I'm flipping leads. Like, that that's what this business is. I'm buying low and trying to trying to sell them high.

Steve: That's classic arbitrage. I think I love it.

Bryan: Right.

Steve: So you're buying leads cheap, and you're selling it to at a higher cost. Right. Same exact thing we're doing wholesaling properties.

Bryan: Exactly.

Steve: You're wholesaling leads.

Bryan: Yep.

Steve: Got it. And because you guys have a national reach, you guys can, do it at a lower cost.

Bryan: Right. Because so that's a good point you bring up. So everyone the way online works is it's usually impression based in area specific. So if I market in one city, my cost per lead might be $2.50. Mhmm.

If I market to the whole state, it might be 200. And if I market to the entire country, it might be 100. So the bigger area you target, the cheaper the lead is. Right. Most people try like, I see a lot of guys out there like, oh, yeah.

You know what? I'm just gonna market the whole state, get real cheap leads, then they fail because they don't know what to do with them. Mhmm. In my case, though, if we have people that will buy them in those areas, we have enough clients, we can market to those big areas and get the cheaper lead cost. Mhmm.

So it works out for us.

Steve: So there was another major paper lead provider, whose reputation has gone down just a little bit. So my biggest fear always is if the paper lead provider is incentivized to sell me as many leads as possible, what is to stop them from getting some cheaper leads that are a little less reliable? Say, for example, z buyer. Right? Like, what's to stop someone from going to z buyer or, some other, you know, lead aggregator to resell it to us at a premium.

Bryan: Yeah. So there is nothing except for who's running it. Right? So I look at, like, reputation is big on me.

Steve: Yeah.

Bryan: So and I and I don't wanna see people. I don't wanna sell crappy leads to people because I gotta see them all the time. And I just think it's good way to like, way I look at it is, since I'm an investor, I wanna do what I want. Mhmm. Like, what I want as an investor, that's what I wanna try to generate.

But a lot of lead providers, it depends on the model. And it depends on the investor's business too because sometimes Facebook lead forms, they're $10. If you're just starting out, you might be willing to call 200 people to get that deal.

Steve: Right.

Bryan: So it depends on everyone's business. Me, personally, I think I like to focus on a lead side, more judging, success on deals. Mhmm. It's like, okay. Hey.

We're gonna sell you leads, but report back. I wanna know how many deals you're getting from that and make it work for you.

Steve: Yeah. So you're even though your compensation is based off paper lead, you're still targeting a a cost per contract.

Bryan: Yeah. So way way I work is because we're doing we have so many different sources. Right? So many different landing pages, things like that on the paper lead side. And some of them will come back come in with quality that we don't like.

So all of our clients, I tell them, we have a we have a build out in our dashboard. It's like report back, fill out, hey. Did this person answer? Is it, did you get under contract? Did they set an appointment?

Was it a bad information, or did they say they never filled out a form or, they want top dollar? Like, if I know that feedback, I can go back and say, okay. You know what? This source at a global level is getting us people who want top dollar. We need to look at that messaging or pause it Mhmm.

And things like that. So everyone reports back, and the whole whole goal is to optimize to get the deals. Okay.

Steve: So then you can now attach it like, okay. The complaints we're getting are based off this particular, source.

Bryan: Right. And it could be the ad. It could be the landing page. It could be some that slip by us. It's like, it's resonating.

Like, we thought it would get us good good leads, and it's just not.

Steve: Got it. Okay.

Bryan: You know?

Steve: And what might work when we've learned this where what might work in one city won't necessarily work another city.

Bryan: Definitely. I see that all the time too. It's like someone crushing in Pittsburgh and New Jersey. Doesn't work.

Steve: Yeah. Is the exception to the rule when we say this won't work in my market? Actually, we can tell digital marketing that won't work in your market.

Bryan: But digital will work in everyone's market. It just depends on, like, some of the messaging has to be changed. Exactly. You know?

Steve: And then handling online leads. I mean, you just spend a lot of time talking to my team, really

Bryan: Right.

Steve: On working with online leads. So why don't you share some at a high level, what are some things that someone can do today to dramatically increase the conversion for their digital leads?

Bryan: Yeah. So the biggest thing I see in digital that most investors don't understand, you have to call leads fast. Mhmm. And if you think about it, again, from the user side, say it's say it's Google pay per click. Sellers don't know what they're looking for.

Like, they might not even know investors are out there. They just Googled sell my house fast. So they're clicking the first ad, clicking the second ad, clicking the third ad. Whoever gets back to them that they like the most usually gets a deal, and then they're gonna ghost everybody else. They're not gonna answer.

So that's number one thing I can stress. Like, call leads quick. Yeah.

Steve: You know

Bryan: what I mean? But then it's different things. I have like, I personally sent out a text message immediately when someone fills out a form. Just thanks for filling out a form. Here's a link to our calendar to book an appointment.

That was a game changer for us. Yeah. Again, back to Google, it's like, if they fill out three forms or if they fill out, you're the first one. They fill it out, they get a text. You just pulled them away in their phone to Calendly.

The likelihood of them going back is low now. Right. Because they just booked an appointment. It's like, okay. I got what I needed for the time being.

So those are some tips there. Have a CRM. You gotta follow-up with these people forever.

Steve: Yeah.

Bryan: Because you're gonna get the people that wanna sell yesterday, then you're gonna get the other people. Like, out of 10 leads, six of them are gonna be no good. Like, they want too much money. They're not a fit, whatever it is. Four of them are probably deals you want.

Mhmm. You usually lock down one. Right? Right. So those six and other four, like, the nine leads, so they're selling at some point.

Some of them might, some of them might not. But, just stay in front of them for as long as possible.

Steve: Right. Do you have, so you're saying potentially one in 10, and then the other three will sell. Do you have an idea? Two months, six months?

Bryan: Depends. It's situation based. You know?

Steve: What are, what are some of the mistakes you're seeing from investors that are trying to close these online leads?

Bryan: So I see guys I see a lot of people that I talk with, they just go in looking for price, like, on the call.

Steve: And Really?

Bryan: Yeah. Really. Like, it's like, they don't know how to handle conversations sometimes. So people will

Steve: call aggravating as a sales trainer.

Bryan: Right. Yeah. You need to you need to talk. Right? Yeah.

But so I see a lot of people don't go in there trying to find out, okay. Hey, seller. What's your problem? Mhmm. Then they're gonna lie to you and then keep probing, like because if you can find out what the problem is, then you can find a solution.

Steve: Right.

Bryan: You know, versus just just worrying about, hey. You know what? I got a price over the phone. That didn't make sense. Mhmm.

So I'm just not going. So I see a lot

Steve: of guys not They're qualifying too early.

Bryan: Right. And not going to the appointments. Mhmm. Like, go to the appointments. Even if a person tells you say their house is $200.

They tell you they want $1.80, but they have motivation, go to that house because that number doesn't mean anything. Yeah. You have to keep digging and find out, like, what the problem is, which you know. Yeah. But I see a lot of people dealing with that kind of stuff.

Steve: Yeah. I mean, it's it's my absolute belief that what they ask for is just a data point. Mhmm. It's not wrong. It's not right.

It's just a piece of data. Right? Just like they've owned it for five years. You have an idea how much they want for it, and that's it. Right.

But if you're putting a lot of weight on it, you're completely screwing yourself.

Bryan: Yeah. And it it's a numbers game. Like, you go on more appointments, you're going to get more deals.

Steve: Right.

Bryan: I know you just have to figure out what your percentage is.

Steve: Sure. Yeah.

Bryan: Because then you can scale it. It's like, okay. If I go in 10 appointments, I get a deal. 20 appointments should get me two.

Steve: What other mistakes are you seeing?

Bryan: A lot of guys don't have CRMs or bought or dialed up CRMs, which I think we talked about. Main thing is the speed. Like, on the online side, speed and then sales. Like, there's not much to real estate. Like, it's like, you get a lead, you lock it up, and you're done.

Steve: Yeah. Well, one thing I'm seeing, and I'd like to get your perspective on this, one thing I'm seeing is a super motivated closer takes the lead. Right?

Bryan: Mhmm.

Steve: And tries to go from a an inquiry online, call that lead, get mister Driscoll on the phone, and try to close you on a contract that very call. Right? Versus which I believe this is this is not fact. It's just my belief. My truth is that my job when I when when you first fill out the web form is to sell an appointment.

And then from that appointment, sell you on selling your house to me.

Bryan: Right. Right?

Steve: So I believe it has to be two steps. But you're doing the digital marketing side. I'd love to hear your perspective.

Bryan: A 100%.

Steve: Yeah.

Bryan: So so I get these guys hit me up sometimes. They wanna do virtual. Right? Like, hey. We're gonna sell it going on the phone, things like that.

And they hit me back up in two months. Some of them, it worked, very few. Mhmm. And I'm I'm with you. That first call is to sell that appointment.

Steve: Yeah.

Bryan: And then you have to go build a rapport. You have to, like, find out, can you work with these people? Like, can you help them out? And then let them like, make them comfortable with you.

Steve: Right. So, yeah, I'm a

Bryan: 100% with you there.

Steve: Yeah. I'm just wondering what it is. Do you see a lot of these guys? And maybe just because we're we're hard charging and, like, yeah, they fill out a form. Clearly, they have to sell.

And can you sell a contract? Can you sell your services over the phone in a forty five minute conversation with phone? Absolutely. You could. But, you know, the example I've been using very, very recently, very recent, is the Celtics.

Right? You can build a team that's based on hitting threes. But on those days where your threes aren't going in Yeah. You're completely screwed. So why not build a reliable process versus a process that's totally dependent on one make or break thing that if it doesn't work, all else is lost.

Bryan: Well, Ian, getting a deal on a phone doesn't mean it's gonna close.

Steve: Yeah.

Bryan: So a lot of guys are like, yeah. We locked it up. We locked them. They have a 50% drop rate. Right?

So it's so it's like, you got you gotta you gotta have that person come because it's a sixty day process a lot of times. Oh, yeah. They they have to not bail on you for sixty days. Like, there has to be good rapport build.

Steve: When I first got into this business, my mentor, he said real estate real estate is the big league of sales. And I was like, well, that seems like a pretty bold statement. Right? And we're that I mean, I get that we're in real estate, but that seems a little self, aggrandizing, aggrandizing, whatever. Yeah.

But really full of ourselves.

Bryan: And I

Steve: was like, okay. So where do you come up with that? And he's like, well, real estate is the only sale, that you have to close them today and keep them closed Right. And sold on you for months. Right?

If I get mister Brian Driscoll to agree to sell his house, not as a buyer, but to sell his house with me as a realtor, I gotta get you signed a listing agreement today. And then for the next six months, when you're frustrated that the house hasn't sold yet, you still have belief that I'm your guy. Right. That's a long sell. That is not a, this is not selling a car.

Or once you drive off the lot, it's a done deal.

Bryan: Yeah. It's not impol. It's not like, an impulse, they'll change their mind.

Steve: Yeah. The other thing too, just for everyone that's listening, you know, we just kinda touched on it, but, you know, the I always say we have to sell appointments. Right? And a lot of people, they hire lead managers or VAs, to set appointments or schedule appointments or book appointments, and that works. Not saying it doesn't work, but I believe you've got to sell the appointment.

Right? You gotta convince them that meeting with you face to face or over the phone for these guys virtually, at a short time later, you gotta keep them sold on showing up on that appointment. Right. Not just like, hey, Brian. You know, can you know, we wanna talk about talk talk to you about selling your house.

Like, yeah. Just give me a call tomorrow morning. Yep. We're like, okay. That's not selling an appointment.

Bryan: Right.

Steve: That's taking an order.

Bryan: Exactly. Yeah. Yeah. Which you you for you like, so and that brings up something too because I I talked to a lot of guys who are like, hey. You know what?

We're gonna generate these leads, and we're gonna have a VA call. Oh my god. It's like, okay. You just you just generated a lead, and you're gonna have which VAs are good for a lot of things.

Steve: VAs are great in a lot of things.

Bryan: Right. But in this case, it's like you just generate you just spend a couple $100 for this lead. Mhmm. They will book the appointment with that person that's gonna they're just looking to sell. Mhmm.

But the people that are on the fence, I believe you're losing you're leaving a lot of money on the table at the most crucial time in the lead generating process.

Steve: Yeah. So you're willing to spend in my market, right, we're spending some of for some keywords, we're $78 a click Mhmm. For some of our keywords. Yeah. Alright.

Bryan: Click per click. Clicks. Expensive.

Steve: Not the lead. Yep. Not a registration, not an appointment. Just for them to click on Google. We're spending I I think the highest I've seen is $70.

Bryan: Yeah. You need at least 10 clicks. They probably get a lead. Right.

Steve: With

Bryan: a good close rate, so it's $780 for one lead.

Steve: Right. And then to spend 4 to $6 on a VA to create the very first impression. Right? It's like walking into, like, a Mercedes Benz dealership, and, like, a sign's kinda falling off.

Bryan: Yeah.

Steve: Right? Like, this is the first impression you wanna make on a guy that's ready to spend a $100 on your car. Right.

Bryan: And give give it to your acquisitions guy. Reward him. Those are the hottest leads.

Steve: Yeah. Like Oh, yeah. You want him to be excited Right. About the leads. So okay.

Cool. I think we beat that topic to death, which is good. So one thing you're talking about is marketing works. It was done consistently. Yeah.

Consistently is one of those funny things.

Bryan: You know? What is it? Right?

Steve: Yeah. Because, I think we either, last week when I was doing the presentation from the main stage Mhmm. Right, I was saying, like, you know, we as entrepreneurs say we'll do whatever it takes. There's an asterisk.

Bryan: Right.

Steve: And the asterisk is, like, accept, like, execute or be consistent. Yep. Right?

Bryan: 100%.

Steve: So consistently marketing. What does consistent marketing mean?

Bryan: So I think all marketing will work, not even necessarily digital. All marketing will work if done consistently. Mhmm. So if you're gonna send mailers, you can't just do one drop. So you know what?

Mailers don't work. You have to drop them for, like, six months.

Steve: Mhmm.

Bryan: And the time period on when testing things is gonna be different. I'd say on digital, give it six months, same with mail. Some things you might be able to tell quicker, maybe like SMS, things like that. Mhmm. But commit.

Because I see a lot of guys get in the space. They're like, you know what? We tried that. We got four leads. That didn't work.

Yeah. Like, if you do it consistently, if you door knock consistently or you drive for dollars or you do digital, they're all gonna work. It just depends on the extent Mhmm. And how much it costs because door knocking costs sweat. Digital costs money.

Steve: Right. So you

Bryan: can either trade sweat or money. It depends on which one you wanna do and where you're at in your career.

Steve: Yeah. So Dean Grassi EOC is someone we've had on the show. Someone had a chance to learn from, from the stage. And I remember one of the things you talked a lot about was marketing stamina. Right?

Mhmm. Even with the most marketing stamina will win because they can they can last longer, during any kind of lull. We had a lull last year. I mean, the lull might be an understatement. Right?

But those that could continue marketing throughout this entire lull are feasting today. Yep. Right? And then I I mentioned Dan Kennedy earlier, and, one of the things he talked about was the, to have a a a business that's built around marketing, was I will win in the long run if I can afford to spend more on marketing than you can. Right?

So if I have a really efficient, operation, and I know my marketing copy is better than you, I know that my cost per lead is better than yours, I know my conversion rates are better than yours

Bryan: Yep.

Steve: I could just outspend you and crush you.

Bryan: And it works. And it works. I'm a believer in that too.

Steve: Yeah. Right? So I think, you know, some of the most brilliant marketing minds kinda say the same thing you're saying in a slightly, more aggressive the way they say it.

Bryan: Right.

Steve: Right? But marketing works so long as you can do it consistently.

Bryan: And outspending your competition works well too. Yeah. Just because if if think about it. If you're outspending if you're in a city, you're on TV, sending mail, you're on billboard, doing digital, retargeting people, you're just everywhere. Mhmm.

Steve: It's

Bryan: like when people eventually, people are gonna be like, that's the guy. Right. Like, you're just gonna pop up. No. That's the guy.

Mhmm. You know?

Steve: Oh, yeah. We got that. We got the mister Doug Hopkins in our market today. Yep. Yeah.

That guy will not go away. I keep telling him he should retire. Like, he should spend time with his grandkids.

Bryan: Yep.

Steve: He's not really interested in It's the It's how it works. In retiring.

Bryan: In real estate investors are all aggressive people. It's like, that's why clicks are $70. Yeah. It's like, what do you mean you just outbid me? Bump up the price?

Steve: Oh, yeah. Oh, I had a person that used to work for me, and he said that, his clients were attorneys. Right? And he and a few different marketers were working together, and they're like, it was easy for them to make more money. All they had to do right.

Because they got paid for, as as as a percentage of ad spend.

Bryan: Okay.

Steve: All they had to do was go sit tell one attorney, hey. I just heard this attorney is spending this much on marketing.

Bryan: Yep. And I

Steve: was like, oh, that's unacceptable. Spend more money on marketing. And they just had, like I think it was, like, eight to 10 of these guys marketing guys that had every attorney in town. Yeah. And they would just always trade stories.

And it just every month, it was just this, it's a well, it's it's a It's like

Bryan: a vicious cycle.

Steve: It's a nuclear arms race.

Bryan: Yeah.

Steve: Right? Like, we're they're just gonna keep

Bryan: And it's so true because it's a per like attorneys, real estate investors. Like, it's a it's a specific type of personality that

Steve: does this stuff.

Bryan: Yeah. It's very competitive. You're right. It's like, hey. You know what?

You just got outbid. You someone just outranked you. Mhmm. It's like, what do you mean? Mhmm.

Like, raise it up. What do you talk? You know?

Steve: I will not be all spent. Yep. We have a couple other things, but I wanted to make sure we get to the audience's questions as well. So, let's do this. Let's just take a quick quick break, and then we will get to the audience's questions.

Bryan: We're giving them the GPS of what they have to do to show up every single day and execute with excellence and stay in the revenue driving activities. If you have a rep that is not producing, it is your fault. You have to have and hold that responsibility and get down and coach to where they need to be. So let's create that mentality for them. They are running their business.

We are terrible at reading people when it comes to performance inside of how they're gonna operate your organization. 90% of people that are in sales roles do not know what a key performance indicator is. But they need to have a fundamental understanding of how that KPI specifically to them drives revenue, and more than that, how it drives their income. It takes a different level of person to get to that six figure mark. Let's hire to the six figure mark.

Steve: Alright. So going to the audience here, looking on YouTube, Trent, wants to know, if you were going to do virtual, what would an appointment look like? Would it be a Zoom call, or would you have boots on the ground and meet with the homeowner later?

Bryan: Well, if I I don't do virtual, so I don't know if the best person to give advice here. But if I were, I would generate a lead. I would build rapport with the seller. I would send someone over to take pictures. Mhmm.

Like, boots on the ground to take pictures, and I'd have extra I'd have them taking a lot of pictures. Like, here's a laundry list of things that I need to know. Mhmm. Because how do you make an offer on a on a property that like, it could be worth $200 or the foundation could be busted? Mhmm.

So I get all the pictures and then finalize it that way, and I'd have a couple different dispo methods. Yeah. Like, it wouldn't just be cash. I'd probably have novations, listed on the MLS. Like, you'd have to have a couple different ways to make that work in my opinion.

Steve: So you would build a rapport with the seller and then send the the photographer over and then make the offer?

Bryan: I'd probably tell I I'd probably gauge from them first. Mhmm. Hey. Tell me about your house. Like, what's the condition like?

Steve: Yeah.

Bryan: And have them tell me. Maybe even walk around on their phone showing me. Mhmm. And I'd say, you know what? If everything's like you say it is, I'd probably be between this and this.

Yeah. Is that how's does that, like, where you wanted to be? Yeah.

Steve: So for us, what we've done is we've we've run the appointment over the phone and get the signed contract. And then our due diligence period begins after we get the photos.

Bryan: It's probably a better way.

Steve: Right?

Bryan: Yeah.

Steve: And the only reason why was because what we were finding was that we would have a contract, and our due diligence period would begin.

Bryan: Yeah.

Steve: Alright. Brian, you need the photos? Yeah. I'll get it to you. Hey, Brian.

You need the photos. Yeah. I'll get it to you. Hey, Brian. Our due diligence expires tomorrow.

Yeah. Right? So we just had to we just changed the language. Like, due diligence begins, the day after we get photos so that we were no longer

Bryan: On a time constraint.

Steve: Ourselves in the foot. Another thing we had to do as well was we had to our, our close of escrow date, was always some number of days after due diligence period ended. Again, pressure's now on

Bryan: them Right.

Steve: To give us the photos versus the, hey. I need to get in there. Are you guys gonna answer the phone here?

Bryan: Right. And I would urge anyone listening to know, like, belly to belly is gonna win. Yeah. Just because you it's it's just I see it in the numbers. You might have a one out of 25 close rate virtual or one out of 20 Mhmm.

Versus one out of 10 face to face. So that's what I recommend there.

Steve: Yeah. I I always love belly to belly. I know we're old school. Right? We're both showing our age.

But in in the long run, conversion rates will be higher face to face than over the phone. And, in our careers, right, for myself, sixteen years in the business myself as well as everyone under underneath me, we had only twice ever been physically removed from a home. Yeah. Where, like, they actually put hands on us. Actually asked us to leave twice.

Yeah. Right? But being hung up on, that's a fairly regular occurrence.

Bryan: Right.

Steve: Yeah. Yeah. Entrepreneur on YouTube. What or who is a good resource to learn Google AdWords and Facebook PPC?

Bryan: That's a good question because I learned I'm self taught. Mhmm. There are I don't know many there's a guy named Jeff who has a Facebook or Google pay per click course. I don't remember his last name. Google he's he's you'll find him.

Mhmm. Name's Jeff. But I I'm more of a fan of trial by error because a lot of the guys selling stuff, they're selling the the course. It's like, go play go make some ads. You can go on Upwork, Fiverr, make ads, things like that, and run them that way.

Steve: Yeah. I don't know if he's still relevant today, but, I was always a really big fan of Perry Marshall.

Bryan: Yeah.

Steve: Right? He wrote the 8020 the book 8020 on marketing or something along those lines. Mhmm. But, yeah, I've always been a really big fan of Perry Marshall. And then I I'm pretty sure there's all sorts of places you can learn online.

Bryan: You know what? I'll give you a link, some videos I made, how to run Facebook ads Mhmm. Like, for free. The same thing I was given out in CG. Okay.

So you can just put it in the show notes for Okay.

Steve: Not. Alright, guys. So, later on, check out the show notes. We will have the link for how to do, Facebook PPC. So, going back to, some of the questions I had as well.

I noticed that when you sent me emails, it's from motivated dash leads dot com. Right. But your brand is motivated leads with no dash.

Bryan: Right.

Steve: When did you make that transition?

Bryan: I got the domain, like, eight months ago.

Steve: Okay. So how long were we running motivated dash leads?

Bryan: Eight months ago.

Steve: No. No. The the the hyphenated one.

Bryan: I was running that for the since we started till eight months ago.

Steve: Okay.

Bryan: So switched our website over.

Steve: So for the last ten years, you had it hyphenated. And eight months ago, you bought the non hyphenated domain.

Bryan: Yeah. We, we we've only been doing motivated leads for three years.

Steve: Okay.

Bryan: So, yeah, the last two and whatever Mhmm. It was hyphenated, and then last eight months, not hyphenated.

Steve: Okay. So question here. I don't know if you feel comfortable answering this question. What did you have to pay to get the non hyphenated domain?

Bryan: You know what? It's a funny story, dude. So I was speaking at an event. It was a million dollar meeting. Mhmm.

I was speaking there. Right? And someone comes up to me in the audience, they're like, motivated leads. Right? Like, yeah.

Like, we own motivatedleads.com. Mhmm. And, I'm like, really? How much does it cost? Like, I've been looking for this thing.

And what are the odds of that?

Steve: Right.

Bryan: Like, someone in the room owns your domain. So we worked out a barter. She's like she's like, it's my boss's. He just, like, hoards domains, like, buys a whole bunch of them to flip. Mhmm.

She's like, let me talk to him. Took me, like, a month. I was talking with her. I'm like, how much are we talking? She's like, he doesn't really want any money.

Can you run our our marketing Mhmm. Or pay per click them?

Steve: Yeah. Right.

Bryan: So, like, it didn't cost a penny. Like, we didn't have to pay

Steve: for it. Remarkable.

Bryan: I I would have paid a lot of my not a lot of money, but I would have paid a little bit of money Yeah. For it.

Steve: So I bought disruptors.com. Right? So, again, I talked about WeLive earlier. So going to WeLive, I see, you know, Gary Vaynerchuk's gonna be speaking. I was like, well, real estate disruptors, at some point, might just be disruptors.

Right. Or we might just go entrepreneurs versus real estate investors. So I'm gonna throw my hat in the ring and see what I can get disruptors.com for. And I think the first thing was, like, 32,000. You know?

And, like, over time, they would reach out to me. It was like, yeah. I can't. Even if I wanted to pay $32 Right. I can't.

Right? And so, eventually, over time, we agreed on 8,000. It's like, I can do 8,000, but I can't do it up front. So they've solid financed it over twelve months.

Bryan: That's solid. Right.

Steve: So they solid financeddisruptors.com. So for me and by the way, I can guarantee you I can't guarantee you. Well, just about damn near guarantee, I've done at least one additional transaction because it's just disruptors.com.

Bryan: Right. It's just so easy to say. Right. Yeah. Like, motivate go to our website, motivated-leads.com.

Like, that's so confusing.

Steve: Right.

Bryan: You know?

Steve: And then let's see here. Over the course of your year, right, I guess, stunninghomes.com. Just bought stunningrealestate.com. And then on the realtor side, you know, I bought chandlerhomes.com, gilberthomes.com, tempehomes.com. These are all

Bryan: Yeah. The local areas.

Steve: Local areas. Right? Mesarealestate.com. And for all of those, between anywhere between 2,000 and 4,500, which might sound like a lot of money. But since I was doing so much PPC marketing, domain relevancy

Bryan: Right.

Steve: Was definitely helping with quality score. Again, I can't say with absolute certainty, but I'm pretty sure I saved thousands and thousands of dollars on Google pay per click marketing just because of the quality score from the domain.

Bryan: Yeah. And and it's easier to rank too. Yeah. Just more relevant.

Steve: Well, if I actually spent some effort there, I definitely could've gotten that. But shiny object syndrome, this struck this strike multiple times

Bryan: Yeah.

Steve: In my career. And then you recently launched a podcast or not recently. You you have a podcast. So what was the thought process behind the podcast?

Bryan: So my thought process was I didn't know how to talk on camera. Mhmm. So Really? Really. Like like, I I was always, like, really good face to face.

Steve: Sales guy. Okay. Yes. You're really good face to face.

Bryan: Really good face to face. I stick a camera in front of me, and I'm stumbling. Like, I gotta I gotta knock this off. Uh-huh. Right?

So my whole objective was to start something that consistently, week over week, forced me to talk on camera.

Steve: Mhmm.

Bryan: That that's where the podcast came from.

Steve: Got it.

Bryan: So it it was I didn't wanna start a podcast necessarily. It was me trying to achieve a goal that I was trying to hit. Mhmm. And then it grew into a podcast. And, like, I someone told me this a long time ago.

Actually, my brother told me this. He's like, when you start because he's a big streamer. He's like, when you start, no one's watching your stuff anyway, so it doesn't matter. Mhmm. So go stumble.

And by the time people are watching, you'll have it figured out a little bit.

Steve: Yeah. We have, so we do certainty talks. Right? That's the one I do with Paul Sparks on Fridays. And one of the things we talk about is a forcing function.

If you do something and it helps you do multiple things, then that's what you should do. Right. Right? So if it's forcing you to create content and to become better in front of the camera, then you should do it. Right.

There's a few other things too. Right? Forcing function, is it a cost saving? Is it a time saving? And does it bring in revenue?

Well, it definitely brings in revenue for the for the marketing side. Cost and time savings, that's a whole different story. I have no idea. But anything that you're doing that it it conquers multiple objection objectives is at least worth examining to see what's worth doing.

Bryan: 100%.

Steve: So what would you say has been your return on on effort on having a podcast?

Bryan: It's it's it's huge. I don't know necessarily dollar wise, but relationship wise, because I can get in front of people that I couldn't call and just talk to. Yeah. But if I invite them on the podcast, we get to chat for half an hour an hour. Mhmm.

You know? So it's big there.

Steve: So when I was trying to do SEO again back in the day, I did I spent a lot of time in effort in SEO. I was, I was doing that before you were doing it. At least you were doing it, as a service. So you're you've definitely remember these days. Do you remember when Panda and Penguin hit?

Bryan: Oh, yeah.

Steve: Right?

Bryan: I was that was hard.

Steve: It was hard.

Bryan: That was hard. Right.

Steve: Crush a lot of

Bryan: people. I remember the morning. Yeah. I remember the morning. I was working on my buddy's ecommerce website, and his sales just dipped.

Steve: Right. So for everyone that's listening, what what was Panda and Penguin?

Bryan: So Panda was based more on content.

Steve: Mhmm.

Bryan: Penguin was based on link building. Yeah. So if you built links to your website the the so in Google building links, we're we'll take a step back here. So so here we have SEOs ranking in the free section of Google.

Steve: Search engine optimization. SEO.

Bryan: Right. So you're building links to your website, and what Google's looking at is, on your website, are the words and everything relevant? Mhmm. Because Google wants to give the answer to whatever someone's searching. So you have, okay, relevancy on your website.

Then you have links from other people's website linking to your website. Mhmm. So, technically, we're trying to manipulate search engine, which is against Google's terms of service.

Steve: Technically, WhiteHat at the time. Yeah. Technically, WhiteHat. They even had videos encouraging it.

Bryan: Right. Well, even now, like, we still do link building. Mhmm. All I think all SEO is kinda, like, gray hat it because, like, what are the your your Google says don't manipulate the search engine. SEO is manipulating the search engine.

Steve: Like, we're

Bryan: trying to rank. So back then, though, we were building links just to rank, not based on user experience.

Steve: Mhmm.

Bryan: So we would build a whole bunch of links to the website. It would rank. We'd be crushing it. And then Penguin came out one morning, like, business like, my buddy, we're doing, like, I don't know, 20,000 in sales maybe. Mhmm.

He was down to 4,000 next day.

Steve: Yeah.

Bryan: Like, that stuff stings. Mhmm. And it and it was it it wasn't wrong. Just Google just decided, hey. You know what?

We're not counting them anymore.

Steve: Yeah. So I got sandboxed. So So I went from, like, number two

Bryan: Yeah.

Steve: Right, for Tempe real estate, Tempe homes for sale to not even on the first 20 pages. Right? I got sandboxed. But in part of do my own SEO was I would go and interview other bloggers.

Bryan: Okay. So we

Steve: were doing this it's not it wasn't a link wheel, but we were definitely exchanging links.

Bryan: Yeah. Link exchange.

Steve: Right?

Bryan: Yep. And

Steve: it was just blogging. And the best way to get a link from an influential blogger was, hey, Brian. I'd like to interview you. And it wasn't video. It wasn't audio because back then, it was just text and pictures.

Bryan: Yep. Right?

Steve: But we're building all these links. And so the best way to rank was just to interview other people and write out a nice summary, show notes these days.

Bryan: Right. Right?

Steve: The chat JBT can just pop out like it's nothing. But back then, we actually had to write an article. Right? Mhmm. And it linked to each other.

Right. And, today's equivalent of that is like, hey, Brian. You seem like you're important, and you have a story to share. How about you jump on my podcast, and let's talk it through? Right.

Let's talk it out. And it's highly effective. The number of doors I've been able to open for having this podcast is just ridiculous. I don't I can't think of anyone I can't get a hold of

Bryan: Right.

Steve: If I needed to in real estate. Outside of real estate, we're still working on that. Right? I don't have Grant Cardone or Donald Trump's number yet. Right?

Or, you know Yeah. Yet or Elon or Gary v. But, you know, the entire real estate community, if I absolutely actually, I take that back. If I absolutely needed to get Grant Cardone on the phone, pretty sure I could. Right.

I always had to call in all my favorites. I have to I would put all my chips on the table. Right. Yeah. Yeah.

Bryan: But you're right there with the podcast. So, like, anyone thinking about doing it too, I would I would do it because you're right. It does open up doors. Mhmm. You get to meet so many different people.

Steve: And you

Bryan: get and I like it too because you get to have intelligent conversations. Right.

Steve: You know? You actually get to pick their brain, and they enjoy it.

Bryan: And you don't have to pay them.

Steve: You don't have to pay them.

Bryan: Like, it's like, I get to pick your brain for half an hour Mhmm. Hour, ask you all the questions I wanna know for free.

Steve: Yeah. So, like, people were asking, like, Steve, how are you able to get these people open? I was like, I don't know. They wanna come to the show, and I've got questions. Right.

So going into, the your business today. Right? Like, if you were to describe it, what it looks like today, versus when you bought your second house off of Craigslist, what are the biggest differences?

Bryan: Oh, man. That's a good question. So back then, I didn't have a business. Mhmm. I had a hustle.

Right? Now and I have

Steve: that hustle.

Bryan: I still have that do but I don't do much on it. Yeah. Like, so so back then, if I'm buying a house, I'm going to buy it. Mhmm. Then I'm going to stress about closing on it, then I'm trying to come up with the money on it.

Then I'm trying to do the remodel myself, like, dealing with Craigslist guys or whatever. Mhmm. Then getting screwed and then, like, that whole process. Now on a real estate side, I get a lead. I go meet them.

I lock it up, and I pass it to someone else. Mhmm. Forty days later or whatever, I come back. It's finished. Then I pass it to a property manager.

Steve: Yeah.

Bryan: So, like, I found that I work well not dealing with other people in a sense, like, in that space.

Steve: Yeah.

Bryan: More tenants. Mhmm.

Steve: Because I

Bryan: get because I get screwed. You know what I mean? Like, I'm

Steve: Well, actually, we I think we had a conversation about this. It was like, yeah. You're like, I don't I have this problem where, like, I'm always super nice to tenants and, like, they take advantage. I was like, oh, it's a simple solution. Like, what's that?

Stop talking to the tenants.

Bryan: Right. So so at that point on the real estate side, it looks way different because I streamlined it. I'm investing, but it's almost not necessarily passive, but it doesn't take a lot of time for me. Mhmm. In the marketing side, we're growing so fast.

It's like it's blowing my mind. Yeah. Just because we're actually I'm dealing with struggles I've never thought I'd have, like, building out teams, things like that, dealing with all those pains. Mhmm. But it's really fun because it's a different problem every day.

Steve: Yeah. If

Bryan: you I wake up, I know there's gonna be five problems. Like, you know what I mean? If you just expect it, it's it's it's kinda cool.

Steve: Yeah. Work life balance. You know, this is one of those things that a lot of people have different opinions on, whether it's real, whether it's not. You know? I planted my flag last week in on the stage in front of everyone.

It's like, it's a real thing if it's priority.

Bryan: Mhmm.

Steve: What is your perspective on work life balance?

Bryan: I think it's priority too. Because before it depends where you're at in your career too.

Steve: Mhmm.

Bryan: So when I was hustling, trying to make a bunch of my like, trying to make it, I worked, like, twenty hours a day. I I don't know what it was. I woke up at, like, five. I worked till eight on the digital marketing from nine to five. I went to insurance, came home, ate dinner, and, like, after the kids went to bed, like, seven to nine or seven to ten, I worked again.

So it's nonstop. Not healthy.

Steve: Right.

Bryan: Especially when you have a family. But I had to do it at that point. Like, I I just had to get over the hump to be able to, like, do what I do now. So now I still wake up at five. Mhmm.

So I'll work, like, five to five. But then at 05:00, I try to just be done. Yeah. Because and I I have a problem. I think a lot of people have a problem too with their phone.

It's like, I almost need to leave the phone in a different room. Mhmm. Otherwise, it keeps bothering me because I'm trying to spend time with the family and, pay attention to the kids when they're talking, not have them in my ear and then be looking at whatever too.

Steve: Right.

Bryan: So I think work life balance is a real thing. Like you said, like, you gotta stick your phone in airplane mode or do something or leave it in the other room and do it intentionally.

Steve: Yeah. So what kind of freedom does real estate or your business afford you?

Bryan: It affords me a lot of real a lot of freedom. Like, I can kinda do what I want Mhmm. Within reason. Like, you say, hey. You wanna come out for a podcast?

Like, boom. Hop on a plane.

Steve: Right.

Bryan: I'm here. So it affords to be able to make different decisions. So my decision making process from being successful in business is different because, like, I have a reserve account, things like that. I don't have to worry about how am I paying my my mortgage next month.

Steve: Mhmm.

Bryan: Things like that. So that kinda helps me out, like, if that answers the question.

Steve: It absolutely does. What is your why?

Bryan: My why. I get a cup I I like to help people. My why and then motivate leads is just because I wanna crush everybody. Like, I just wanna be the dominating force.

Steve: Mhmm.

Bryan: Like, it's competition. Yeah. I like to help people. I like to earn money to, like, help other people with it, like, charities, things like that. Mhmm.

And, I'm just competitive. I I I get bored. Like, I want to do things. I get you know what I mean?

Steve: So it's an interesting dichotomy. Right? On one side, you really wanna help people. On this side, you really wanna crush people. Right.

And I've got this issue as well. So how like, what is the what is the reason behind that? Right? You wanna serve, you dominate, or serve and dominate.

Bryan: Yeah. Like, if we're in a ring, I wanna win. Mhmm. But if I see someone hurting, like, I wanna help them.

Steve: Yeah.

Bryan: So so it's like, if we're gonna fight Mhmm. Like like, if we're competing, I wanna win the competition. Right.

Steve: But the

Bryan: people we're helping, they're not trying to compete. They're trying to survive.

Steve: Mhmm.

Bryan: So it's different.

Steve: Yeah. So

Bryan: that that's kinda where I'm at.

Steve: Got it. Is there anything in particular you got, like, a a a cause or a soft spot for?

Bryan: I so what I do is I put 10% of my I've did all these different bank accounts. Right? So I have, like, my reserve account, all this. And I have 10% I put in just the account. It's just my give account.

Yeah. And I have that there so when something pops up, I can give without even thinking about it. Mhmm. So, like, we went to I went to the Guatemala trip with CG last year. Like, that was touching.

You know what I mean? That made a big difference, experiencing that. But it's not I just like to there's not one specific thing I like to go for. It's more like, I think things are gonna pop up. Mhmm.

And when they do, I can just help.

Steve: So you're talking about the experience in Guatemala. Mhmm. What was your experience in Guatemala?

Bryan: It was insane. We went down there and, really poor. Like, have you ever been down there? Mm-mm. Okay.

Really, really poor. Right? But everyone's really happy.

Steve: Yeah.

Bryan: They're living in like, we're in a room probably, what, 30 by 20.

Steve: Something like that.

Bryan: Yeah. They're living in a house that's 10 by 10 made of hut, like, tin hut with dirt on the floor, and they're happy. Right? So it gives you perspective there.

Steve: Yeah.

Bryan: But also how people are living too. It's, like, really, really poor. So because I came home. I I went in my garage. I remember this.

I go in my garage. I'm like, I live in a freaking I don't live in, like, a huge house, but, like, I live in a mansion because my garage is bigger than their place.

Steve: Right.

Bryan: So and, they just have a lot of stuff because, the place we went to, it's called transforming futures. Pablo down there, he helps people in orphanages. What happens is they're in an orphanage. When they turn 18, they're they're out on the street. Like, they just have to fend for themselves.

So a lot of people get into drugs or whatever. So his organization helps the kids prepare for that, get jobs to be able to survive. So I thought that was really cool, but just seeing that whole atmosphere there, it's like, do we want to the top of a freaking mountain? It was like a volcano, and there's people living up there.

Steve: Wow.

Bryan: You know, like, there was there was one kid that they got these little, like, motorcycle types of things, and he got hit by a motorcycle and his leg was busted. They were shown as pictures, and the lady said his mother said she's like, you know what? It's not as bad that he broke his leg, but it broke him. Like, she said it, like because he has to because it here, we get we get a broken arm kid. They get to sit and play video games all day.

Mhmm. This kid gets to sit in bed for six months with no TVs or anything. Mhmm. So it's just like a whole different experience. It's perspective.

Right. It shows what's out there.

Steve: Yeah. And it kinda goes back to show you, like, you know, our dispositions. If we're a happy person, we'll be happy despite the circumstances. But if we're an unhappy person, we'll be unhappy despite the circumstances. Right.

Yeah. So to see someone happy in that environment and, you know, the other thing too, like, what I've learned about it, is a lot of these kids, they basically live in a garbage dump.

Bryan: Right.

Steve: Like, not an exaggeration. They literally live in a garbage dump, and some of the ways that they eat is the leftovers from other people that are

Bryan: thrown at their feet.

Steve: Yeah. It's an insane Yeah. Insane circumstance. What is your biggest struggle right now?

Bryan: That's a good question. My struggle is just constantly staying focused. Like, I always have to keep pulling back to center. This is like right now, I was just talking with someone last month. They're they're pretty successful in business.

I'm like, hey. What's your number one tip? Like, ride the wave. Like, okay. And it makes sense.

It's like, when you have something working, just do that.

Steve: Lean into it.

Bryan: It's so hard because it's like, I had four things pop up today. Mhmm. Like, hey. Why don't we do this? Why don't we do this?

And it's like, you wanna get keep pulling back. It's like, ride this wave as long as it is because this over here probably isn't there's an 80% chance it's not gonna work. Mhmm. But it's gonna pull you from what you're doing.

Steve: Yeah.

Bryan: So my struggle and and I'm pretty good at it too is just staying really hyper focused on on what's working right now and riding it. I always feel like I'm the fat guy at the buffet. Right? Especially in the digital space because, I feel like I don't know when the buffet's shutting off. Mhmm.

It's an all you can eat buffet. I don't know when they're shutting it off, so I have to, like, get as much as possible while it's open.

Steve: Yeah. I love that. It's a trigger warning, right, for some people there. In fact, I had the buffet. Yeah.

And you talk about, like, you know, staying focused or or or staying into it because, for sure, that's always my biggest focus. And, like, I've spent a lot of time investing into this and so on, but, like, talking about having a podcast and opening doors and creating opportunities for myself, my biggest struggle is, like, hey. Let's do this. Hey. Let's do that.

Right? Like, I'm looking here with what we're doing on on on the community side, and then we're looking like, man, like, if this goes the way we wanted to go, we are gonna have basically a directory of the top salespeople in the country. Right. And And we have a directory of the top salespeople in the country. Hey.

We get to, you know, pick who we want to work with us. Right? Whether on our wholesale team or our education team.

Bryan: Right. Yeah. And

Steve: then from there, like, what are some additional opportunities? You know, could we have a placement agency? Right? Like, it's just so many things you're always looking at. It's like, I wish I could just focus on what's in front of me.

Bryan: Yeah.

Steve: But I'm always dreaming and wondering and wondering Right. What what are the next things we can do.

Bryan: And it's hard too because you have to know what's working and which one to follow and which things to cut. Mhmm. Because sometimes it's like you can focus on things over here that's, like, making money, but this one would do better. Yeah. So it's like a constant battle on what do you do.

Steve: Oh, yes. It's it's definitely a major struggle for myself. Real quick on, on YouTube. Ice wants to know which would you learn first, Google Ads or Facebook?

Bryan: Facebook.

Steve: Why is that?

Bryan: Facebook is a lower area to entry because and so in Google, you're in direct competition with investors. So you're paying $70,100 dollars a click, whatever it is. Facebook, you're competing with the shoe store and the bakery down the street because Google, you're paying per click. Facebook, you're paying per impression. Mhmm.

So it's it's a cheaper way to start getting into marketing.

Steve: Right. And you still get to learn the principles

Bryan: Right.

Steve: Of digital marketing. How do you stay motivated?

Bryan: I'm built this way. I don't know. I just I set goals. So I said I said big goals too. Like, I said goals that I don't think I can don't think I can hit to push that out so far.

Yeah. Like, like I told you, I was losing weight. Right? We were talking before I don't know. We were talking to CG maybe or something.

I weighed, like, two hundred and thirty seven pounds. I set a goal to get a six pack. Mhmm. Just because even in business, like, I don't I don't wanna set a goal that I'm gonna hit a month. It's gotta be far out because I'm gonna go once I hit it, it's over.

Mhmm. You know? So that's kinda how I motivate. I I just set unrealistic things and try to make them real.

Steve: Got it. And how will you know when you're successful?

Bryan: I'm already successful. It I guess it depends what you think of success.

Steve: Right. Well, your definition.

Bryan: My definition of success, I think I'm pretty good right now. Mhmm. Like, I just keep keep pushing. But, when you get the balance like like, with me, I'm pretty close to being able to have a good balance

Steve: Yeah.

Bryan: In life. I think that's when you get success. Whenever you can do what you want and also afford to do whatever you want. Mhmm. You know what I mean?

To find that balance. It it doesn't necessarily everyone's everyone's success is different. It's not rich. Like, I'm not a flashy guy. I don't want labor games, things like that.

It's like, hey. If I wanna take the family of Disney World tomorrow Yeah. I'm gonna stop a flight, go book the VIP tour, and be good.

Steve: Yeah. Absolutely. What is your superpower?

Bryan: My superpower is fixing things and just working harder than anyone else, I think. Mhmm. Like, I like problems. And so I was I was asking Chad about it. Like, what's my superpower?

Like, dude, you fix stuff. Mhmm. So I like problems. Like, things that normally you can't figure out, that's what I like doing. He's like he's like, you work harder.

And he's like, I don't think I wanna outwork you. Yeah. So those are probably the combo.

Steve: Makes total sense to me from what I've seen. Totally believe that. What is your biggest regret?

Bryan: I don't have regrets. I don't really have my I'd say one of my biggest regrets, it's not necessarily regret, but I probably should never done it, is drink alcohol. But I'm a I don't really not I'm more of a doer. So it's like even anything I wanna do, I just do it. Mhmm.

And I deal with failing, and I like being uncomfortable. So, like, I live for that. Yeah.

Steve: So

Bryan: I don't really regret things, but I do a lot of things I shouldn't do.

Steve: So besides alcohol, what's the other poison?

Bryan: That's it. That's it right now. And working. I work too much. Like, my brain doesn't shut off.

So that that's a problem. That's a balancing there.

Steve: Is it an ideation thing? Is it, like, you're always thinking of new ideas, or you're always, like, trying to figure out another way to solve an existing problem?

Bryan: Both. It's it's more on because I'm in a digital space. There's always different ways to do stuff. There's always different ideas. So my brain's constantly thinking all the time, hey.

What can we do to be better? Yeah. What can we do to crush it? Like, even sometimes I'm waking up in the middle of the night with ideas. Like, you you can't shut it off Mhmm.

Which is a blessing and a curse.

Steve: Yeah. Oh, it it absolutely is. It definitely goes both ways. How did you learn your greatest lesson?

Bryan: Greatest lesson? I don't know. It's good. What it's a good elaborate on the questionnaire.

Steve: Well, what is the biggest failure? Or which failure have you learned the most from?

Bryan: Well, the failure that I learned the most from was probably whenever I was in a real estate like we were talking earlier, when I lost everything and, like, really screwed me up. Mhmm. That taught me balance. It taught me don't get involved in shiny object stuff and balance your life. Like, sleep, keep healthy, save money, don't get hooked up with tricksters, stuff like that.

Mhmm. That's probably my top one there.

Steve: Yeah. So those are lessons you learned. What guardrails have you put in place to prevent yourself from falling back victim into that again?

Bryan: Do you ever read the book Richest Man in Babylon? Yeah. Five laws of gold. There's one one page in there. I read that.

That is the one that's helped me in business the most because it's it's got five things, like, don't get involved with tricksters. Don't look for unrealistic. Pretty much every business decision I make goes through that checklist. Mhmm. And I I used to always getting stuff, and I'd, like, lose all my money.

Steve: Yeah. You know

Bryan: what I mean? So

Steve: Can you recite those five laws?

Bryan: Let me think. So don't get involved with tricksters. Save 10% of your money. Make your money work for you. Don't do don't partner with somebody that doesn't have experience in a business.

Don't do business in areas you don't have experience.

Steve: Yeah.

Bryan: So, like, if I were to like, for example, Chad. Mhmm. He he's with me, and he wanted to get into real estate investing. I do real estate investing. That partnership makes sense.

Right. Versus me, if I was gonna partner with somebody on, I don't know, video camera or whatever. If if I don't have experience in it and that other person doesn't have experience in it, it's just a dream. Yeah. Most likely you're gonna fail.

But if that other person does, like, in a real estate space, if you have money, partner with the guy that's doing a lot of deals. Mhmm. But don't partner with the guy that's dreaming has never done a deal because you're probably gonna lose your cash.

Steve: Yeah. I remember I was talking to someone last week, and they're like, dude, you just totally started, like, a real estate fund to take advantage of this commercial market. I was like, no. I'm not gonna do that. And they're like, why not?

It's like, because I'm gonna go around. I'm gonna ask Brian for a $100,000 to invest in commercial assets that I know almost nothing about. Right. Like, I don't need that pressure. Now if I say, Brian, I got a deal.

I need a 100,000 from you. I know when I've got that deal that Brian is gonna get paid back. Right. Right? But raising money for commercial assets, I don't know if I can handle like, I can figure out almost anything if you're I have this unrealistic, irrational confidence.

But borrowing money for an asset class I have limited experience with gives me all sorts of, like that's the kind of stuff I lose sleep over. Right.

Bryan: Yeah. And you're right because it's like all that kind of stuff. It's just, yeah, you gotta be really, really careful.

Steve: Yeah.

Bryan: It'll just suck your time and you know?

Steve: And now I gotta okay. Not only did that deal not work, but now I owe Brian money. How am I gonna figure out how to pay him over all these years?

Bryan: Then that puts you in a spiral.

Steve: Yeah. You know? Yep. Another question from Ice. If you lost everything, where would you start?

Bryan: If I lost everything where I would start, I would start online. I would go back to Upwork. Mhmm. I start just freelancing because it costs $0, and I'm trading knowledge for money.

Steve: What does that mean?

Bryan: So it means, if I lost everything, I know how to digital market. I would just consult with people to start. Mhmm. Be like, okay. Let me help you, accomplish your goals in exchange for a fee, like an hourly fee.

Steve: Yeah. Yeah. I think, you know, I was talking to my wife, and we're we're talking about, like, if we lost everything, what did you do? I was like, well, not getting a job. She's like, why not?

It's like, I'm unemployable. Same. Yeah. If you don't understand, like, every boss will hate me. Yeah.

Because I'm gonna be like, why are we doing this play? Why are we doing it that way? You know? In learning about myself, you know, Gary Harper kinda helped identify, like, looking at my my my predictive index. You know, we're talking about I'm gonna do what I want with whoever I want, whenever I want, however I want.

Right? Like, that like, individual. It's like, I literally that's, like, the ultimate, like, I don't fit in a box. Right. But to top it all off, my e, my objective is all the way to the right, which means if it doesn't make sense to me, I will never do it.

Right? Yeah. I just can't imagine a scenario where a boss will be okay working, having someone like me report to them.

Bryan: Right.

Steve: But I do think, though, in looking back, you know, probably it probably would be in sales. I think, you know, just stick me in a room where I can do high, high margin sales. I'd be pretty good in there till I get until I get back on my feet. Yeah.

Bryan: You're right. Yeah. Sales is a good one too for me. Yeah. Sales sales or consulting.

One of those. Yeah.

Steve: And so, you know, we've talked a lot, about digital marketing. We're we really haven't really talked a lot about your particular service. If someone wants if someone were interested in learning more about working with you, where where should they go?

Bryan: They're gonna go to motivatedleads.com Mhmm. And they're gonna mention disruptors.

Steve: Got it.

Bryan: And what we're gonna do for anybody who comes through your show, we're gonna toss in an extra thousand dollars on our initial deposit, free leads.

Steve: A thousand dollars. Thousand bucks. Free leads.

Bryan: You deposit a thousand, we give a thousand.

Steve: Got it. Okay. So I think you guys should definitely take advantage of that. Put a thousand, get a thousand. This is like, your your employer was was like the four zero one k match.

Bryan: Yeah. You know what? I've never done it either. I just thought about this one. I'm like, what can I give everyone that makes sense?

I'm only gonna do it for, like, a week or something too.

Steve: It's not

Bryan: gonna be, like, crazy long. But if we're that's a good good gift for people.

Steve: There you go. So get a thousand dollars worth of leads if you're willing to invest a thousand dollars into your own business.

Bryan: Correct.

Steve: That's fantastic. Alright. So I want you to think about some last thoughts you wanna leave some listeners with while I make a couple of quick announcements. Guys, again, you know, you heard me talk about the sales community. I genuinely believe this is something that if you have not invested in yourself with us yet, it's something that can make a significant difference to your bottom line.

Right? Not just the top line, but your bottom line. I think sales is one of the fastest ways to grow revenue. Right? I think marketing is important, what you're doing here.

I think marketing is absolutely key. But if you can't convert the leads, it's all for now. You know, we're talking about earlier, I started doing my own PPC years and years ago. I had to learn all this on my own. And back then, it was two dollars a click.

Right? It was amazing. $12 a lead. It was wonderful, wonderful times. When I was a shitty crappy crappy salesperson, I couldn't close those deals.

You know? Like, so I closed deals. It was only because, like, you do enough marketing, you're gonna close deals.

Bryan: Right.

Steve: I lost so much money on the table. So if you guys are getting leads, we aren't closing them. Definitely check our community. Go to salesdisruptors.com. And please subscribe to our channel.

Don't keep us a secret. And next, we got Alex Quezada talking about self storage and how he's raised over $30,000,000 in private money. So what are some last thoughts you wanna leave all the listeners with?

Bryan: Well, first thing, talking about sales, it's only $97 a month. Right?

Steve: Right. You don't need to do that. I feel the same exact way. I feel that we're giving it away $97

Bryan: a month. Because I work with a ton of investors. It's like, that is the one of the top things people don't know what to do, like, within his call. Mhmm. You know what I mean?

So $97 a month,

Steve: no brainer.

Bryan: Yeah. Right? Top thing that I would wanna leave people with would be, just do what you're if you have an idea, act. Like, I see a lot of people in this space, especially people that that are newer in this space. They come up with an idea in digital marketing, for example.

Hey. I can't launch my website yet because I gotta get my logo. I gotta work on a copy. I gotta do this. I gotta do that.

It's like jump in the pool and figure out how to swim. Mhmm. Like, I'm a believer in I'm jumping out of the airplane. I'll build the parachute on the way down. Mhmm.

You'll figure it out or you'll fail, one of the two. But sitting there, that's how you get regrets. Mhmm. It's like, you know what? I wish I would have done that.

Steve: Right.

Bryan: I I'd say just jump in and do it in smartly.

Steve: Mhmm. You know

Bryan: what I mean? But, like, think about it, but just just take action and start trying.

Steve: Well, I mean, that's a 100% spot on. Because if you think about it, right, how many times has someone ever had a website fail because of the logo Right. Or fail because of the copy? Like, copy is important. I'm not questioning the copy.

But we're not talking about spending thousands and thousands and thousands on on on, ads before you get your copyright. Right. But get the website up and running. And the other one I always laugh at is LLCs. Yeah.

I gotta get my LLC right. And, again, it's important after you've done one deal

Bryan: Right.

Steve: After you've done one deal. But I've literally done thousands thousands of transactions. Must have been sued, like, four times, five times maybe.

Bryan: Yeah.

Steve: Right? Like, the likelihood of getting sued is outrageously low, but the attorneys make a killing selling fear.

Bryan: Yeah. I get the LLC after I get it under contract.

Steve: Yeah.

Bryan: If I sign Brian Driscoll signed it for an LLC to be formed. Mhmm.

Steve: In pen

Bryan: I don't know if you can do that here, but

Steve: in PA,

Bryan: that's what we do.

Steve: In Arizona, we totally could.

Bryan: Yeah.

Steve: Right? Well, we just do enterprise signs, and then we just assign it to the LLC.

Bryan: Right. Yeah. Yeah. And it's it's stuff like that. It's like, just do it because because other otherwise, it's like, I know so many people like, even people I know, they're like, you know what?

I'm gonna get into real estate sometime. You know? It's like, just go out and find it, and it's way easier. I thought it's way easier to make money and do deals than I thought it was. Like, originally, what I thought it was to be successful, it's not.

Steve: Yeah.

Bryan: And it's very simple.

Steve: Right. How can someone get ahold of you?

Bryan: Motivatedleads.com. Yeah. Just go to our website and, fill out a form. Make sure to mention disruptors.

Steve: Yeah. Alright. Last question here from Iceland, then we'll wrap it up. What's more valuable, marketing or sales? That's a tough one.

Oh, so Got a marketing guy. Got a sales guy. This is

Bryan: Yeah. I come from a sales background. So I would say price sales Sell. Because you can hustle.

Steve: Yeah. You can

Bryan: go out and hustle. So you need to be able to sell to afford to pay for marketing. Yeah. So go out and sell people, make the money, reinvest it to marketing to save yourself the time.

Steve: Yeah. So I always say marketing is the first skill you gotta learn, but if you can't sell them, it's all for naught. Mhmm. Right? So you gotta learn both.

You gotta learn both. Marketing, the good thing is you can hire a a a vendor

Speaker: Right.

Steve: To take care of that problem. But you can't hire a sales vendor for that. Right. Or at least I wouldn't.

Bryan: Yeah. Sales sales is hard to hire.

Steve: Yeah. Alright. Cool. Perfect. So we'll wrap it up here.

Thank you so much, Brian. Thanks, man. Appreciate you guys watching the show. See you guys tomorrow on parting the disruption.

Speaker: Shout out to Steve train. Jump on the Steve train. We real estate disrupt