How Carlos & Sal Make $400,000 Per Month by Wholesaling

Steve Trang: Alright, guys. Thank you so much for joining us again today. Welcome to Real Estate Disruptors. Today, we got Carlos Reyes and Sal Shakur. Am I saying that right?

Sal Shakir: Almost. Shakir.

Steve: Shakir. Sorry about that.

Carlos Reyes: Shakir sounds better.

Steve: Yeah. Shakir. Definitely. He's like

Carlos: an Arabic version of him.

Steve: Hey, man. Whatever works. So, so Carlos Salazar with National Cash Offer. And, not too long ago, you guys were on TV. What was it?

Carlos: So we've been on, we've been on channel twelve, channel fifteen, channel seven, and, you know, it it it's, we we assisted this lady, very, very, very quick scenario here. This lady was going into pre foreclosure. She was already kind of, you know, doing bad financially, kinda headed out down the wrong road. Hit up a, what was he? Like a handyman?

Sal: It was a contract contractor. Contractor. Yeah.

Carlos: And then, the guy just ran off with her money. Yeah. And then Right. You know? Yeah.

That's great. She's amazing. Crystal Klug. And, and then she reached out to us, pulled up, you know, sell my house fast, as is or whatever on Google search. And then we were one of the top two because we, for the most part, rank top one, top two on pay per click, for those of you that don't know that.

And she found us. And, and we came through and and and we we saved her. You know, we we bought her property and gave her cash to walk out with. And she was just so appreciative, and we're still friends now. You know?

So Cool. So, some of the, news stations picked up her her story.

Sal: Well, the main thing was that she she actually didn't expect anything back. She just wanted to get out of the house.

Steve: Uh-huh. She was gonna

Sal: leave the house to to foreclosure and not expect anything. But then when she called us, she just want us to pay it off and not hurt

Speaker 3: her hurt

Carlos: her credit. Credit. Yeah.

Sal: But, you know, Dora is actually one of our acquisition managers. She assisted her and and we told her that no matter what, we're gonna make sure that you're gonna get money and you're gonna get a head start, on your next, you know, move or whatever, which she was able to buy a car.

Carlos: She couldn't moved

Sal: to a new apartment.

Carlos: She couldn't believe that because see. This lady, you know, she didn't ask for money. She just wanted her property to be safe from foreclosure. But we knew that we were gonna be okay, you know, on at the end. We only made I mean, we it was a complete like, we did put about 20,000 into the rehab.

Mhmm. Only made what? Like, 25, 26. Right?

Sal: Yeah. Around that.

Carlos: And And it's a Maricopa.

Sal: Which is it wasn't a wholesale.

Carlos: To sell Maricopa.

Speaker: You know

Carlos: what I mean? You know

Speaker: Not a lot

Steve: of people wanna buy Maricopa.

Sal: So we were gonna wholesale it. Yeah. So what happened is because she owed more than we expected, and we promised her that we're gonna give her a certain amount of money. So it would only make sense if we flip it

Speaker: Alright.

Sal: Just so we can keep keep our word in which we did. So she's happy.

Carlos: Yeah. She she was honestly, it was so unexpected to her. Like, she she's like, like, oh my god. You're gonna give me money, you know? Yeah.

And, she was able to purchase a, or put a down payment on a brand new Nissan Altima. She bought furniture for her next place. You know what I mean? Took care of her daughter. So a lot of great things come out of that that one specific situation of hundreds that we deal with.

Steve: That's awesome. Alright. So, before I forget, so if you guys wanna find out more about Carlos and Sal's, nationalcashoffer.com. And then real quick before we get started, you know, I just wanna let everyone know today's, podcast is sponsored by OfferFast. So, you know, are you guys tired of having too many places to go find properties or you guys wanna be able to blast your wholesale deals before you hit the road?

We got a solution for you. Everything's in your fingertips. So, get all your properties in one centralized location and get push notifications so you get, notifications of properties immediately. So download OfferFast today. So one you know, before I, before I met you, one thing that that hit me, it was, like, a week or so ago, was a picture of you with your Nissan Rogue and all the bandit signs, you know.

Tell me about that. So,

Carlos: it was a 2006 Nissan Rogue. I had a regular nine to five job. I was What are you doing? So I was managing third party motor vehicle services. That's how I met him, and we'll get into that later.

Yeah. And also also I was managing a third party motor vehicle services, and we also did, like, title loans. Right? So, I was there for fourteen years. I was there for fourteen years.

I actually brought the third party motor vehicle services to them, as a second as a second stream of, you know, of income from aside from the title loans. And it was okay. I was making a living. You know? I was making anywhere from 60 to 70,000 a a year.

It was okay. But I knew that there was more there was more to it. You know? So, yeah, our first abandoned signs, I don't know if we had the budget, the marketing budget. So His girl

Speaker: would be

Carlos: my my fiancee grabbed a bunch of, black markers, and she would knock out a 100 bandit signs a week for me. And then I would go put them out from 11PM to, 2AM.

Steve: So hustle. I mean, they're not having the the budget for it is not an excuse.

Carlos: Our marketing budget was probably, like, 700 a month.

Sal: Close to 9.

Carlos: What's our marketing budget?

Sal: It was close to

Carlos: 9. What's our marketing budget now?

Sal: I think we're at 60,000 close somewhere.

Carlos: We we spend $60 every month on marketing like it's like it's water.

Steve: Alright.

Carlos: So yeah. And we've come a long way in three years.

Steve: Very cool. Okay. So and we kinda touched on a little bit. How did you guys get into real estate?

Sal: Oh, it's funny. Go ahead.

Speaker: So it

Sal: was a so Carlos met me at at the car. I was I was I owned a car dealership and he was, actually marketing for his company, which

Carlos: is Third party marketing.

Sal: Pretty much it was his company at that point because he started that thing, like, that department and and that was his baby. So he was marketing.

Steve: The third party

Carlos: Yeah. Vehicle service. Yep.

Sal: Yeah. And and, of course, he was working there, but he traded like it was his own. So that's I I immediately saw that this guy, man, he's a hustler.

Steve: Yeah.

Sal: So and I I just opened up a real, you know, the the kind of the retail side instead of the wholesale side of the the cars, which is very similar to the to the house business. Uh-huh. And then we just became good friends. Yeah. After that for a year, you know, I probably ruined his liver and he ruined my liver drinking.

And then we're like, you know what? Let's just let's let's work together. And, I had a condo that I sold. I bought well, at a younger age and I rented it, and he had a house that he just sold.

Carlos: In Lavine. Yeah.

Sal: Yeah. And we thought about every single business besides real estate.

Carlos: Coffee shops, car wash. Right? Everything.

Sal: The restaurant. You name moving companies.

Speaker: I

Sal: mean, you name it. We thought about it.

Steve: Okay.

Sal: The last thing was the real estate. We didn't even think about real estate. And ironically, we made the money that we're trying to start our business with from real estate. Right? So, before you know it, we're like he's like, well, how about we, we do some real estate?

And I'm like, well, we don't know much about it, but we know we flipped. And he's like, don't worry. We got this. So we started as a hobby. We start fixing and flipping as a hobby.

Carlos: We started reaching out to a bunch of heavy players at that time.

Sal: Oh, absolutely.

Carlos: There was nobody that would give us the time of the day like it is now. Right?

Speaker: Yeah.

Carlos: So that's why I always give people that reach out to me, like that guy said on my live feed, he says, this guy answers every comment. Yeah. Because I know what it feels like to be on the other side. Yeah. You know, three years ago, I mean you know what I mean?

I was on the other side asking the Cody Sperbers

Steve: Mhmm.

Carlos: When he would go on his live feed on on, on Periscope or whatever. Yeah. You know, I I was literally at my job just taking notes down. You know what I mean? Asking, you know, the, you know, the the Delgadillo brothers, etcetera.

Right? Which, you know, they're they're good good people. But, I get it. Like, people are busy and, you know, their business does consume them. So when a little guy's trying to ask questions, it doesn't always get answered.

But, I've I've made it a point. I'm not I'm I'm in I'm nothing I'm a to compare to Gary v, but have you noticed Gary v answers a lot of his people?

Steve: Oh, does he?

Carlos: How big he's this guy. We love Gary v. Yeah. This guy's one of the realest guys out there. He's right.

Entrepreneur. Yeah. But one thing that he, you know, prides himself in is he tries to answer his audience. You know what I mean? He tries to provide value to them.

So I do the same thing, and I know Sal does the same thing, because we've been on the other side of that. So

Steve: Right. And that's pretty cool to remember, you know, like, to to to never forget where you came from.

Carlos: For sure.

Speaker: And

Steve: then you can pull people up to where you are.

Sal: That's true.

Steve: That's pretty cool. Another thing I I heard you say too was that, you know, don't worry. We get we'll figure it out. And I love that attitude. Right?

That's the entrepreneurial attitude. And, and, Brandon Burchard, I heard him speak very recently. What he said was that's what real confidence is. Mhmm. Confidence isn't knowing how to do it.

Confidence is knowing that you're gonna figure it out.

Sal: Yeah. Absolutely.

Steve: So I mean, we

Sal: we're problem solvers. Every business owner is a problem solver. That's you wouldn't be in business if you you have everything figured out. You kinda figured it out on the go. Right.

Steve: Exactly. You

Speaker: just get

Sal: better at it.

Carlos: Yeah. My mom used to always, you know, growing up, tell me, you know, hey, son. You know, because I grew up with a single mom, and we'll go over the back you know, the background story, I'm I'm sure. But, she used to tell me, you know, son, she was a single single mom with three kids and she was she's you know, we used to run into a lot of problems, especially financial problems. Right?

But she would be like, don't worry, you know, don't worry, son. There's a solution to everything but death and taxes. You know what I mean? Yeah. That's exactly and I clearly remember, I'm like, you know, we wanted a 27 inch Toshiba, you know, the boxes back then.

Right? The little the boxes. Like, mom, we want a 27 and Toshiba. Okay. You know?

Alright. Well, you know, I don't have it right now, but I'll figure it out. Goes to Rent A Center, gets it from Rent A Center, you know, pays weekly payments or whatever. So Uh-huh. Again, you know, I learned a lot from her.

She would always figure it out. Even though she didn't she only made eight dollars and twenty five cents an hour, she would figure out ways to make her kids happy. So I I got I got everything that I know is is from her coming up.

Steve: That's very cool. So, what were some of the struggles when you first got in? It's like, alright. We're flipping or we're wholesaling. You got into the business.

What were some of your early struggles?

Sal: Well, I just like any business, when you first start and people's they smell blood. Uh-huh. You know, this is just the way of business is, and we were just new. And we got taken of that. I remember when we first found our first property.

So I asked a realtor friend, a family friend, and then he appointed, one of his guys, and he he kinda he was he was was a good realtor. He just was not very experienced, and the communication was hard, you know, the language barrier and everything. And he found a property for us from a wholesaler, and we didn't even know what that was. So we're like, we paid top dollar for it. Then he charged us on the buy Uh-huh.

And, of course, on the sale. And, the title company, although we were investors, like, we're starting off, we didn't get charged as investors. And, the hard money alone, we almost paid 18% or something, then we dropped No one

Steve: was looking out for you guys.

Sal: Definitely not. And on in every single turn we took, it was like being taken advantage of. Yeah. We managed to make some money.

Steve: Oh, that's good.

Sal: Of course. Yeah. But So it was

Carlos: a learning experience. I think he's I think he's, he's he's the way he's describing it is actually, a very nice version of it. We pretty much got raped by everybody. We

Sal: did. Yeah.

Carlos: And I'll give you an example. The realtor that we had we had we had a we didn't have a lot of money to start out. We we wanted to flip. Right? And, you know, eventually, we learned what wholesaling was, and and that's when you see the banded signs and

Speaker: and all that.

Carlos: So, it was very early. So our first fix and flip, this guy find us a property for one forty, ARV $1.80. That's actually a very tight squeeze. Right? So Hopefully you

Steve: don't have to put money into it. You there.

Carlos: Oh, we we we we did. So so this guy, this realtor pays the wholesaler 6,000, and he says, write me a check for 3,000. We're like, oh, okay. Okay. Yeah.

Sure. You

Steve: know? No problem.

Carlos: No problem. Yeah. So what

Sal: So now we're

Carlos: at $1.50. You know what I mean? Then the, title agency is like, okay. It's gonna be $3 to close. But wait a minute.

It's only a $140,000 property. 3,000?

Sal: It was definitely in the

Speaker: three years.

Carlos: Okay. Sounds good.

Speaker: We're at

Carlos: $1.52. Right? Then the realtor is like, okay, guys. Well, I'm gonna charge you 6%. You know, I'm at 3% to list it or whatever.

And, you know, 3% to the buyer, agent. So by the time it was and I personally, he knows this, had to subcontract everything. We broke the granite. We we messed up the cabinets the first time.

Sal: When the granite broke the moment, we're holding it. Granite.

Speaker: Actually. Yeah.

Sal: We're working. That granite Granite. It was

Carlos: like tough as granite looks. Pringles. It tears like a piece of paper right down the middle.

Steve: Yeah.

Carlos: Okay? And we looked at each other. You wanna talk about some struggles, you know? We looked at keep in mind, we don't have a lot of money here. We just freaking cut the granite in half, trying to load it on into the, you know, the kitchen area.

Uh-huh. And, so there goes that. We gotta redo the granite. And, the cabinets, we hired this, this this guy, a friend a friend of the family or whatever. This guy makes the, cabinets look like mustard yellow.

It was disgusting. Right? So it was a complete just it was a complete mess. Yeah. By the time it was all said and done, I think we made, like, 12 on our first flip.

Steve: Yeah. I mean, honestly, you didn't lose money on your first one, which is like the rule of thumb.

Carlos: I think that's still today the the the the least we've ever made is on a flip.

Steve: Yeah. Yeah.

Carlos: On a flip. You know what I mean? Right. Yeah. And and that's crazy.

So, we're just very you know, we're thankful to God that we actually got through it. You know, thank thank you, Lord, for allowing us to get through that nightmare because, you know, you it's trial and error. Right? Things do begin to get better and you begin to learn more, just like any other trade. So

Steve: Yeah. Awesome. So I'm gonna ask each one of you guys this question. So I'll start with you. What is your superpower?

Sal: My superpower.

Carlos: Why don't I why don't why don't we answer each other's question?

Sal: Yeah. There you go.

Carlos: We're business partners.

Steve: Alright. Well, that's

Sal: That's why I looked at him because he knows Yeah. We complete each other in business.

Carlos: So I'll sell you what Sal's superpower is. We call Sal, and he's actually pretty well known around the country now

Steve: Oh, yeah.

Carlos: As far as Podio goes.

Steve: Okay.

Carlos: And not only Podio, you know, so we call him Sal the Sal the system, Shakir. This guy can set up systems like I've never seen anybody set up systems. Mhmm. This guy just makes everything flow. He is he is an integrator.

Integrator. He is an accountant. He is a marketing guru. You know what I mean? This guy just does it all.

Right?

Speaker: Right.

Carlos: He just sits there in his computer. This guy will be in his computer up until what? Three, 4AM, 5AM? Mhmm. Depends on Maybe not sleep.

Yeah. Maybe not sleep sometimes. Right? So and, you know, another, definitely superpower of his is he is a great businessman. He's a great businessman.

I have learned a lot from him because he keep in mind, he was an entrepreneur before I was an entrepreneur. I I was more of a a street entrepreneur. He was and not like drugs or anything. I'm just saying like flipping cars, clothes, whatever I can

Speaker: get my

Carlos: hands on.

Steve: Whatever hustle he could get into.

Carlos: Exactly. He was a real entrepreneur, flipping cars, and then he from wholesale to retail, on dealership, etcetera, financing, all that. So people one of his superpowers is people love him. He's a machine. You know, he's a machine.

His work ethic is unmatched. He's a great integrator. He's a marketing like I said, marketing guru. I don't think there's a better marketing machine out there. This guy sets up sequences, pain points, you name it.

Steve: I already experienced it. I was on your guys' Facebook page just to check it out and I'm getting retargeted on Facebook.

Carlos: There you go.

Speaker: So that I

Steve: was just doing research.

Carlos: So those are some of you know, I can't I can't really think of all of them because if you ask other people, they might have a different perception of what his superpower is. But, I mean

Sal: Thank you.

Carlos: Would you would you agree with some of those?

Sal: Yeah. Absolutely. I he know me more than me.

Speaker: Yeah.

Sal: It's crazy because that's a fact. He bought me a gift on, was it was it Christmas?

Carlos: No. No. No. No. No.

No. No. Before Recently.

Sal: No. The well, first of all, I'm like, how did just bought that. And I'm like, dude, I have the exact same one. How did you know, like, if I was gonna

Carlos: buy one? You a nine millimeter

Speaker: Yeah.

Carlos: Block. Right?

Sal: Yeah. But then, like, I have

Steve: It's an Arizona show, guys.

Sal: Yeah. And I'm like, how did you even know? Because I have the exact like, the identical. He's like, dude, I know you. Yeah.

Carlos: So, like, it is It took him a year to know to know what gun he would have wanted. Yeah. It took me, like, I don't know, maybe thirty minutes.

Speaker: Like, oh,

Carlos: this is the gun for Sal. Yeah. Brought the gun to, wait, not to the office. Right? We

Sal: tried it.

Carlos: I met him somewhere. In a in a trunk in

Sal: a town. Yeah. So it's fine.

Carlos: But, yeah. So, and then recently, I would like to boast a little bit about what I got you for

Sal: your time. God. Yeah. So, he

Carlos: Tell him the story about this.

Sal: He comes into the office. So I I was in San Diego, and I come back, and my birthday has passed. So and we're having our Monday meeting. So remind you of everybody in the office, like, our office is packed, and people are waiting. We have our agenda.

We're gonna talk about the whiteboard, and, like, we're ready. And and Carl just takes off. I don't know. Maybe I'm like, he's going to the restroom. And the guy's like, hey, Carlos is is live.

I'm like, why?

Carlos: You're like, in the restroom?

Speaker: In the

Sal: restroom, why is he alive? So I didn't even have to have time to pick up my phone. And Carl comes in with a bag bigger than me. And he brings me this, this laptop, bag. It's kind of like a it's a Louis Vuitton, which is the guy spent some some

Carlos: It's a beautiful bag.

Sal: It's a beautiful bag. I'm like, how do you

Carlos: you know I want this? And he's like, well, because I called the other one a rag. So So this is how the we went to a mastermind called Seven Figure Flippers Uh-huh. Over at Jason Boosie's spot, you know Okay. In San Francisco.

Yep. And I got my nice little Ferragamo carrier that look, you know, my my fiance got that for my birthday. And I put it down on the table, and then I see his, like, this piece of cloth down there. Right? And I'm like, what the hell is this?

And I did, I kick it. I kick literally, I'm not just he saw me kick it. Definitely did. I kicked it, you know, because we mess around a lot with each other. We're, you know, we're like best friends, you know, but we're business partners too.

Right. I kicked this little piece of cloth. I I don't know what the hell it was, man. I've never seen something so ugly. I've seen, like, laptop carriers, but that was, like, the ugliest one I've ever saw.

It was like gray. It looks old. You know? And, and then I just I I knew right then and then what what to get him for his birthday, and and he was not expecting. He came back from San Diego.

Now he has this beautiful, you know, with the strap. Right? Now he's gonna be all proud and happy when he goes That's awesome. That's awesome.

Sal: Definitely not gonna be kicked around. That's that's where

Carlos: I won't I won't kick that bad. For sure.

Sal: I wanna talk about his super bad. This guy so, I mean, everybody in business when I first started in business, I wasn't as savvy. Of course, you know, he helped me become the business businessman I am and I feel like it's vice versa.

Carlos: Yeah. For sure.

Sal: But at the beginning, you know, when you have a little bit of money or like you sell something like that's all you have Mhmm. This guy was just at the beginning, like, he was such a driven guy. Like, he's such a he was genuine the first day I met him. He's like, I'll help you with the paperwork. Since Now

Carlos: you're not expecting anything

Speaker: from your

Sal: own house. Expected. Like, like, from the first conversation we had, he's like, I'll help you with the paperwork. Alright. And at that point, I think he was being genuine, not just starting my business because that's how he is.

And now I know, like, being in business with him, he's like, anyone can relate to him.

Steve: Yeah.

Sal: You can be anyone and he'll relate to you because he he's real. He's genuine about it. And, just that moment, I'm like, this guy is, like, really trying to help me. So how about we go by, like, within, like, a like, within a week or so. I'm like, how about because he was flipping hats.

He was doing, like, every like I said, he's

Carlos: I Yeah. That's the all in

Speaker: all in all in

Sal: all in guys. All in entrepreneur brand.

Carlos: So Yep.

Sal: And I'm like, how about, you know, let's go to the auction. Let's pick a car for you and let's, you know, let's have you flip it. And I don't want nothing back. Let's see how, you know

Carlos: That to me meant so much. It meant so much to me.

Sal: We did a couple of them. I mean, the first one you made, like, $2,600.

Carlos: The first one, I literally spent $2,500, and I made $2,500 on it. It was a 2,007

Sal: Scion ion.

Carlos: Saturn ion.

Sal: Saturn ion.

Carlos: And I I I man, I flipped that thing on Facebook probably within a few hours. You know what I mean?

Sal: Then he did a few and it was I mean, this guy, I'm like, dude, you can sell anything. Right? I saw

Carlos: when I say I can sell anything, this guy had this old this old no. No. No. This was worse. This guy had a PT Cruiser with, like, black paint on paint on paint.

Like, someone real like, someone was like, oh, man. We messed up that paint job. Let's paint it again over the paint. You know what I mean? Oh, we messed it up again.

One more, see if it fixes itself. Alright. And it was a smoker. Right? You would turn it on.

Sal: It is a trade in that we got, and we didn't wanna sell the dealership. We're like, I'm like, just put it on Craigslist. And, you know, since you're, like, doing that, go ahead.

Steve: Have at it.

Sal: Don't really do it. Sell that,

Carlos: you can sell anything. Yeah. If you So I I advertise on Craigslist because it was a smoker, like, it it threw a little smoke. I put

Speaker: smoking deal.

Carlos: You know, I have your PT Cruiser 2006. So I

Steve: still remember.

Carlos: I sold it. It was

Sal: it was it was good. Crap. I can't believe we drove it. Anyhow

Carlos: The only

Sal: So going back to to Carlos, like, just genuine genuality, being a good person. Like, when he gets something, he always helps his friends around him.

Steve: Yeah.

Sal: And that's, like, the biggest thing. When he sees you see these traits in a person, and business partner is tough, guys. Whoever has a business partner out there, it's it's probably I'm not married, but I've heard from married couple. It's tough.

Carlos: It's rough. Yeah.

Sal: It's very tough.

Carlos: There's a lot how many business partnerships do you see in real estate?

Steve: We we generally recommend avoiding a partnership if you can.

Sal: Generally. But you know what? If you have, like, a like, if they complete each other, I think that's

Speaker: the best.

Carlos: Yeah. It's such an advantage.

Sal: Well, our company wouldn't where it's at without him, and I believe that's I believe that's why it's because we complete each other's, like

Carlos: We do different things. Yeah. We bring different things to the table. So

Sal: just his communication skills. So I hear this guy on the phone talking on the phone, and we I think we have some recordings. I wish we brought it here. And you talk to some you talk to a seller that's pissed off already about something, and they end up selling you a house on the same same conversation.

Speaker: That's true.

Sal: And the same like, within twenty minutes. Like, someone who's pissed off, calling you pissed off, but end up you end up buying their house and then, like, ending end ending up calling you, you know, in Spanish or, like, something like my best like, sweetheart or something and, like Yeah. And then, like, oh, you're a blessing from this you know, and then when Well, it

Carlos: all happened. She went from I'm gonna sue you to get on the next plane to LA.

Sal: We wanna meet you and then, like, my love, my dear, like, you know, as a son. Yeah. So, you know, just genuine. Right? His work ethics was when I'm when we first started the real estate company, it was a hobby.

Like I said, it was a fix and flip, you know, and then we're gonna do and then we found out about some checks coming in. Like, who was this going to? It's like wholesale. We're like, what is a wholesale? So this guy start digging in about wholesaling.

I'm talking about him and his job, and and he would be, like, in in the back just learning about real estate.

Steve: Yeah.

Sal: Reaching out to people, which most of the time was unsuccessful because, like he was mentioning, when when a lot of these folks are pretty busy and, you know, they don't wanna give time to the little guy. Yeah. So, I mean, this guy would work maybe, what, twenty hour days?

Carlos: Yeah. So from 7AM to 3PM, I was working at the nine to five, but I already knew what I wanted to do with my life. And so from 03:15PM to twelve to one, I was working. But then our conference

Sal: call would be 01:00 too. And 09:12 or 01:00,

Carlos: and then we would talk national cash flow around two in the morning or something.

Sal: And then we would talk business for, like, a few hours, then we go back to sleep so we can continue the next day. We can plan the next

Steve: day.

Sal: Right? Right. And that just that continued on. So a lot of people don't understand, like, when it when people say, like, he's a hard worker or a hustler. I mean, this guy is a definition of a hustler.

Right? Talk about having two jobs, but one of them is pretty not a secure job. It's pretty much just building something out of nowhere.

Speaker: Yeah.

Sal: And that he just always had the vision. He's like, look. We wanna be big. Like, we don't wanna be just like the other investors that just I buy houses or anything. We wanna build a brand.

Yep. And National Cash Offer came I think it was, like, four in the morning, way more than 02:00. And imagine, like, we're we're, like, looking up names on the phone, like, and that was, like, thousands of names. Names.

Carlos: Turbo Cash Offer.

Sal: Right? It's probably someone owns that. Alright. Just Sorry.

Speaker: Let's Someone

Carlos: owns Turbo Cash Offer. Right? I apologize.

Sal: So, just that and then, like, the work ethics. But ever since the guy is so loyal, because at the beginning, I was so busy with my real estate my my car dealership. I own two yeah. Transitioning from I own two car dealerships at that point. And, I had to let unfortunately, I had to let let one of them go to so I can focus on real estate.

Mhmm. And that was a sacrifice doing business. You sacrifice one thing for something greater.

Steve: Absolutely. So I own

Sal: one right now instead of two. But at the beginning, he was definitely holding it down more than I have because I was and he understood that I was so busy doing what I have to do. And and just that, like, in a lot of business partnership, people don't understand that. They're like, oh, well, I put an extra more hour than you. Or someone says, I put an extra dollar more than you.

Yeah.

Carlos: I never got frustrated.

Sal: Yeah. We were you know? With us, it was always genuine. Like, no. We don't yeah.

We don't, like, we don't even count who has more than

Carlos: I mean, I came in today at, like, eleven and then went straight to get a massage. And, he's been stressed out the whole day.

Sal: I was there super early.

Carlos: He's, yeah, he's he's been running around because he again, his part of the business is, you know, systems and you know what I mean? Right. He has a lot on

Sal: his plate. We have probably, what, 12 missed calls

Carlos: so far. So He has a lot on

Steve: his plate. I just wanna remind everyone right now, like, you know, if you're on, you're paying attention. We got 52 viewers. I appreciate everyone that's on. If you guys have questions, you know, don't be afraid to ask him right now.

We'll get them answered. But also, like Carlos said, you know, like, these you guys wanna give back. So we can reach out to these guys on Instagram or whatever.

Speaker: For sure.

Steve: So next question I got is, so Colton Colton Harris wants to know, how do you guys present your offers? Because, obviously, you're not offering retail. So, like, how do you present the offer where it makes sense for the seller to accept it?

Sal: That's definitely his we deal with the acquisition side, so the buying side, and I deal with the selling and the integration side. Yeah. So it's definitely good.

Carlos: I always tell my team that the approach is everything. The way you approach a a seller, potential seller, is, you know, you have to first and foremost, you have to build so much rapport that no matter what offer you bring to the table, they're not gonna tell you to f off and just click on you. Right? Yeah. If you build rapport because, you know, people do business with people they like.

So the approach is everything. You know, it's it's great to deal I mean, more often than not, depending on what your marketing stream is

Speaker: Mhmm.

Carlos: You're going to deal with a realistic, rational seller, someone who knows, like, look, I know I got to do some fixing, and I know that I can do this. So those are the easy ones, you know, to make to make a fair a fair cash offer. But the unrealistic ones, you just have to let them know, like, hey. You know, this does have to be a win win. Like, I am here to provide a service for you.

You are the number one priority. And, you know, but this this does have to make sense for both sides in order for this to happen. You know what I mean? Yeah. So that's very, very important.

But, again, it starts with the rapport. You have to build rapport. These people have to become your friends. You have to connect with these folks in order to try to make some happen.

Steve: Can you tell me how you connect, how you build rapport?

Carlos: How you do it? Service first. So like you said, you have to be a genuine person.

Speaker: Mhmm.

Carlos: If if you're in this to to get rich, you know, I I don't know how successful you're gonna be. But if you're in this to provide a service, I think that you're gonna be more successful, you know, the odds are you will be more successful.

Sal: I wanna pull something out right now. I'll show you. Go ahead. Yeah.

Carlos: Okay. Go back. So, I'll give you the perfect example. We just had this Tucson seller, and one of my acquisition guy was talking to him. And, he wasn't having a lot of luck.

We were at between seventy to eighty thousand dollars as far as the offer. Right? Mhmm. He was at 98. So then I start talking to him.

I actually have the recording because somebody actually, somebody actually recorded. One of my acquisition guys was, oh, man.

Steve: This is

Carlos: gonna be gold. Let me hit let me hit the play button. Right? He recorded the phone call. He sent it to me yesterday.

And, I started talking to him. His name is Steve. I remember the guy's name. Yeah. I remember it's Steve.

He lives out of state. His, daughter, who he loves very much, lives at the property. And she goes to U of A, and she's thinking about you know, she has first dibs on the property. So you see how I start to collect all that data and information. Mhmm.

And I said, Steve, oh, you know, hey. Look. I know that's your princess. I have a daughter of my own. I you know, those those are those are our pride and joy.

I know that she's gonna have but if she decides to move out of the state, you know, allow me to give this a shot.

Speaker: You know

Carlos: what I mean? And I say, Hey, look, Steve, I know that you're at 98,000 and I'm at 80,000. I already told you what I can do for you, Steve. I'm going to give you cash, you know, and cash as is, a day of your choice, make this the most simplest transaction you've ever had in your life. You know, can you how close can you get to my number 80,000?

At that point, he said, you know what? Why don't we meet in the middle? You know what I mean? Mhmm.

Speaker: And I

Carlos: know I think that's a time where I don't know what that time is for. Are we about to feel good? Okay. And then he says, alright, Carlos. I am going to go to Los Angeles.

This was this Saturday, by the way. And I'll be I'll be back Friday. I said, okay, Steve. So can I follow-up with you on Saturday? Is that okay?

He's like, yeah. Of course. That's fine. Let's do it. By the way, I already got this guy halfway down.

Right? I said, Steve, you're gonna be in LA? If you don't mind me asking, what are you going to LA for? For business. Okay.

For business. If you don't mind me asking, who are you going with? Right? Oh, my sister-in-law, we're handling a business, arrangement down there. Okay.

You know what, Steve? Mark my words. As soon as I get off this phone call, Jonathan, my acquisition guy is gonna send you a text message with the name and address of this place I need you to go check out. It's called Spire 73. It is 73 stories high.

It's a it's a rooftop lounge. They got delicious food. They got amazing cocktails. You get to oversee the entire city of Los Angeles. You have to promise me you're going to go.

You know what I mean?

Speaker: You see

Carlos: how Yeah. He's like, Oh, wow. Yeah, man. Yeah, I'm definitely going to go. Shoot me the address.

And boom, I had John shoot him the address. And I said, Thank you. I'm definitely going to check it out. And I'm like, You got to promise me that you're gonna go to this place. This place is breathtaking.

I couldn't believe it when I went. You know, I was in LA three weeks ago, buying another property. So you need to go to this place, Steve. So you see how we're friends now.

Steve: Yeah, for sure.

Carlos: You know, we connected. So, I mean, if that doesn't let you know how I connect with people

Steve: I'll know for sure. That makes sense.

Sal: And this is what I was gonna show everybody if you wanna show it to them. So ever since we incorporated this into our company Core values. Our core values definitely changed our our company's, direction.

Speaker: So if

Sal: you wanna show it to you. So selfless service, integrity, work ethic, commitment, and teamwork. Right. Everybody that we here if you wanna show that, Back it up. Alright.

There you go. So those are actually displayed into in the office. And ever since we did that, we God has been blessing us because see that? He was actually providing a service. Before you even buy the property, we doesn't even know if we're gonna buy it or not because the daughter might move out.

Carlos: Steve's property. Yeah.

Sal: But he just provided like, that's providing a service and being genuine.

Carlos: Right. We yeah. We don't know what but I know one thing is that if he does decide to sell that property, guess who he's selling it

Steve: to? It's the only you. For sure. So Keon Gray wants to know, what was your first form of marketing? What was your first thing you did?

Carlos: Bandit signs.

Steve: Yeah. Easy enough. And then,

Speaker: I wrote

Carlos: Handwritten handwritten bandit signs. I went to this place, and they give you a great deal for, like, 75¢. They give you a blank, small, little bandit sign and, you know, just grab a a marker and

Sal: and go crazy. The transitional of the banded sign was black, all black, like, you know, a marker, then some colors to it.

Carlos: Well, you can tell them we got a little money. Right?

Sal: Because we we're gonna be colored ones.

Carlos: We had a red brick house with the chimney. You know what I mean? Printed. So I went from, like,

Sal: soft talking about the the the Sharpie, the colored Sharpie.

Carlos: From sloppy, you know, to It was

Sal: it was black Sharpies, then colored Sharpies, then the printed ones. The

Carlos: printed yeah. You can tell that, you know, okay. They're starting to get a little little more marketing money, you know. So

Steve: Ujman Kalei wants to know where you what's the best list for cold calling?

Speaker: And then

Steve: just and then a follow-up with that is how to skip trace them.

Carlos: We actually I'll give you guys a nice little nugget here, guys. We actually provide a skip tracing. We are we have a skip tracing company. We run all our records through our skip tracing company. Yeah.

There's a lot of big investors that I won't mention around the country that actually use our skip tracing company because our data is better than teal. We brought in a a data scientist.

Sal: So we had a data scientist. So is what we we we do about a million some records a month.

Speaker: Mhmm.

Sal: And that's across The United States for for a lot of people, including our company. So if you guys have any questions, just send us an email to need to skip@gmail.com. So just need toskip@gmail.com.

Carlos: But you wanna give them I'll I'll give once you give them a nice little list, you're the guy that does it also. I was

Sal: gonna go to the list. Yeah. So the list, that's it's not a it's not a one answer question. So, cold calling, obviously, is is the new thing now.

Steve: So it's

Sal: before it was mail, everybody's We've been cold

Carlos: calling before everybody even before everybody started cold before everybody started advertising cold call.

Sal: Absolutely. Yeah.

Carlos: We've been cold calling for a few years, and everybody's just on the cold call wave now. You know what I mean?

Sal: Yeah. Cold calling is amazing, by the way. So good on you if you're doing cold calling right now. But, the type of list, it all depends on what market you're in, of course. Mhmm.

As far as us, we we hit every single list call calling. We have 13 call callers, and ours is a little bit more granular than most. So we separate our our list into different, tiers. So there's three different tiers that we separate ours into, cold, warm, and hot. And we appoint our our best colors to the hot and our second best colors to the warm and our our okay colors to the cold to the cold tier.

Carlos: High high equity.

Sal: So high equity would be a cold tier. A hot tier, I would say, pre foreclosure tax default. And medium, a warm tier, I would call we we use the, code violations. That's how we

Speaker: get here.

Carlos: Let me give them a nugget. Right? Depending, if you don't have a lot of money to just grab a bunch of lists like we do, I mean, we spend tens of thousands of dollars every month on these, not only on the list, but on the skip on skip tracing the list. You know, even though we have our own skip tracing company, it still does cost us a lot of money. Right?

Steve: Right.

Carlos: What I would do is I would one of the best lists that you can possibly get is driving for dollars.

Sal: Absolutely.

Steve: Yeah.

Carlos: And that doesn't take any money. Just a little gas money. Right?

Speaker: Mhmm.

Carlos: Driving for dollars.

Sal: Even Google. You can some some people I know some people that actually use Google view. They literally drive Google, like, you know, the the the Google That's awesome. Yeah.

Speaker: And they

Carlos: have for the trace property

Sal: They have a VA or they do it themselves, and the VA is $3 an hour, and they just make create a spreadsheet. And the only reason I know this is because they send us those lists of skip trace for them. And I'm like, how do you get this list?

Carlos: Yeah. And

Sal: he's like, yeah. We, we we Google drive it. So it's crazy.

Steve: That's phenomenal.

Carlos: So and I'll and I'll give this guy who's watching your show a little value.

Speaker: Mhmm.

Carlos: Go get a 100 properties, the stressed properties, drive for them. Tell him that, or tell us that you were watching the show and we'll skip trace it for free.

Steve: Oh, that's huge. Huge.

Carlos: Did you so make sure he knows that.

Steve: Yeah. So, yeah, send a list and, and and Carlos says I will skip trace that for you for free. That's awesome. And then let's see what else was there.

Sal: That one, send it to Carlos@NationalCashOffer so our VA doesn't

Steve: get confused. Yeah. Carlos@NationalCashOffer.com. One. Yeah.

Alright. So David Olds wants to know, how many markets are

Carlos: you guys in right now? I can name them. Go ahead. Alright. So California.

We are. Okay. So, Riverside area, Inland Empire area in California. Obviously, Phoenix and all the metro. San Bernardino in California.

Yep. Phoenix, all metro areas. And then you have Nevada, Henderson, soon Reno, and then you have, San Antonio, Dallas, Fort Worth, and Austin. Yeah. And, soon Tulsa and Columbus, god willing.

Steve: So Why not Houston?

Carlos: We're skipping Houston right now. There's a lot there's a lot going on in there.

Steve: I hear I'm hearing. There's a lot of crazy activity in Houston right now.

Carlos: So this is the thing about us. We like to be, contrarians. Yeah. Wherever everybody's going, we like to go the opposite direction. Yeah.

If like, I'll give you an example. We've been cold calling for a while. Everybody's trying to cold call now. Now we're figuring out other ways. You know what I mean?

Yeah. So that's that's and we'll talk about the superpowers later. Yeah.

Steve: Of course. Okay. So, Max what's up, Max? Max wants to know, are you guys door knocking and what's your success rate when you're door knocking?

Carlos: We don't don't door knocking.

Sal: We don't do band designs nor door knocking, which we should be door knocking. But we do have people that do driving $4 for us

Speaker: Uh-huh.

Sal: And they submit it through our system. Affiliates. And those are called affiliates. So what we do is we skip trace for them for free, and we can process the the the lead through our system, and or they can do it, and then we can sell for them. And, we just make it easy

Steve: So you're making it easy to to to to bird dog for you too?

Sal: Oh, absolutely. All they do is just drive around and submit the address.

Carlos: We don't like to call our folks bird dogs. We like to call them affiliates.

Speaker: Okay.

Carlos: I, and I'll give a small little shout out. Sam and Gus, the, two affiliates. These guys have already made at least $12,000 a piece off two properties. And that's like

Sal: That's within, like, two months.

Carlos: A piece. I don't know if yeah. So, yeah. I mean, affiliates, if you're looking to be an affiliate, guys, let us know. We would love to help you out.

Our affiliates, you know, we we like to JV with them. We will help them, support them in every which way possible.

Speaker: So

Steve: Okay. And then Brian Sammons wants to know how large a list do you recommend monthly per cold caller per month?

Carlos: Oh, this is your question.

Sal: Per cold call. So our cold callers dial anywhere between 600 and $850 a day Mhmm. Depending on what dialer you use and how fast

Carlos: on a triple line or single Yeah.

Sal: It depends on a single line or a triple line, how many hours, but the average is that. So that's the industry average. Depends what kind of data you get. So for our data, we get up to 10 phone numbers. So it depends who you use to script trace.

Sometimes they give you three numbers only. So that's where where it kinda

Steve: Yeah.

Sal: And, you know, we can get into details. It takes us all day to get into that. But, for one call, Carl, imagine if you have if you have a list of a thousand people and you you skip trace it and you got average four numbers, so that's 4,000 numbers, that you're dialing. And, of course, you know, you'll have some of them that you'll talk to for half an hour or twenty minutes, and then the rest is probably they don't they don't answer, and

Speaker: it

Sal: goes goes back into the queue. So I think, if you do a list of 3,000 to 4,000, I think that should be that should

Carlos: That would only occupy them for, like, a month.

Sal: Well, yeah. That that's

Steve: my question. Oh,

Carlos: okay. Yeah. Okay.

Steve: So Cassie Carlos wants to know how do you become an affiliate?

Carlos: Just reach out to us. Reach out to us, carlos@nationalcashoffer.com, sala national cash offer dot com, and, provide your phone number. I'll give you a phone call and, you know, I'll I'll set you on your way. Instructions. I'll start getting some deals.

Steve: And then where do you guys get your your list?

Carlos: Where do we get our list?

Sal: So which list? There's there's a lot

Steve: of list.

Sal: So where there's list source, of course, everybody knows about list source. There's PropertyRadar. There is ADOM. Gateway. ADOM data.

There is REBO gateway. There are successors data.

Carlos: There's so many different

Sal: So it depends what type of list that you try

Speaker: to Are

Steve: you guys going through all of them?

Sal: We're going so for each one, we use we use for a specific So I'll

Carlos: give you an example. I'll give you an example. Where's the best tax default?

Sal: Tax default, we get it from repo gateway.

Carlos: Repo gateway. See. So each each each resource or data provider has its own, like, niche.

Sal: Yeah. If you want inheritance, you'll go to successors data Yeah. Mhmm. And and probate from there as well. If you want equity, of course, success ListSource has a bunch of equity.

Property radar. Property radar too. Property radar, we used to use it more before. Mhmm. But, you know, limit to you.

But, I mean, we downloaded 480,000 records

Steve: last month.

Sal: So, we couldn't do property radar. Yeah. But we download from multiple sources. Tax default, rebal gateway.

Steve: Okay. And then do you guys, prioritize your dialers based off the list? For example, three dials at a time for Hy Oak equity and then one for foreclosure. Do you guys have No.

Sal: They're all they're all triple dialers.

Steve: Oh, okay. Yeah.

Sal: Because just because time is is important in real estate, time is everything. So, but we do we do put the right people into the right list. Okay. Because you don't you don't want you don't want people to call the pre foreclosure list and someone who's who's new. Yeah.

Especially these people are more distressed.

Carlos: Sure.

Sal: And you don't wanna people don't don't realize that building rapport, that starts with a cold call, not when people are trying to reach out to you and you buy their house. Yeah.

Speaker: A

Sal: lot of people talk about build rapport, build rapport, but they forget that building rapport starts with the call call and a lot of them are call calling now. We used to have a call center in The Philippines and we actually shut that down.

Carlos: Mhmm.

Sal: And we use now we have Nicaraguans calling for us, but starting next month.

Carlos: We're gonna have our own call center.

Sal: We started the yeah. We started a call center. It's called the call geeks.

Carlos: The call geeks. So we're gonna be able to provide that service, for everybody across the nation.

Sal: So the beautiful thing about this is we we because we've been call calling for so long, we're just we understand what's wrong with the call calling industry right now. Yeah. People people hire someone from India and there's there's there's a there's a barrier in between the culture. Cultural. Culture barrier like Yeah.

Somewhere in The Philippines, they they don't know what the roof is made of. They don't know they hear a football game, a basketball game in the background. They they can't relate to that. So our call callers are gonna be, bilingual, English and Spanish.

Carlos: Level five English.

Sal: And it's gonna be level five which is pretty much like how we're speaking right now.

Carlos: Mhmm.

Sal: And that's that's the key for call calling. You don't wanna a lot of people go for the $3 dialer, person to dial or $4 or $5, but they're missing out on

Carlos: And it's and it's a be more expensive.

Sal: It does because it's missing Awesome opportunity. The data the data that they're skip tracing is expensive. The data they're downloading is super expensive. And they're put they're giving it to someone that doesn't know how to handle it. So, yeah, it might be cheap to to see on that end.

Mhmm.

Speaker: But

Sal: remember how much money you spent at the beginning. And guess what? The missed opportunity, not just the money that you burnt and threw away. What about that The

Carlos: deal is your missed.

Sal: Yeah. The $100,000 deal, the $200,000 deal that you could have got from that perfect caller.

Steve: That makes a lot of

Sal: sense. So always train your callers. I would say once once a week, have have a meeting with your call callers if they're out of out of the country, which is fine. But as you progress, you might wanna hire people that speak better English, that relate to the culture better.

Steve: Right. And then, my boy, Matt Potter, the short sale expert,

Speaker: you Mhmm. You

Steve: recognize him. So he wants to know what is your best, marketing, most effective

Carlos: lead source. So, digital, PPC. Right? That's what it's been for the past couple of years.

Sal: Yeah. We it's definitely been that.

Speaker: But

Carlos: it's been cold calling lately.

Sal: Lately has been cold calling because we shifted everything like we have.

Carlos: So we have just to give you a small example. So, for Matt Potter Yeah. So out of the 34 active deals that we have in the pipeline right now Mhmm. 12 of them were from cold calling. So Okay.

Yeah.

Steve: So cold

Carlos: calling it's cold calling, but it Number one. It used to always be digital, which is, pay per click SEO.

Steve: Alright. So pay per click

Sal: and Online presence, you know, and social media.

Steve: And social media. Alright. So I've done a lot of pay per click. Right? That's that was, like, one of my best lead sources.

And I can tell you personally, you know, in the last, six to twelve months, Offerpad has been eating my lunch. You know? They're like the bully pushing me around.

Carlos: It's cool. I see that. I see. I actually

Steve: Tell me your guys' experience with that.

Carlos: I see that happening. Well, okay. So this is the thing, about competitors. Right? I don't know if if I'm allowed to say this, but a lot of competitors, I won't mention specific names Mhmm.

But a lot of these big competitors, they have what's called a gross offer.

Speaker: Mhmm.

Carlos: They come in with, let's just say your property's worth 200 k, and they're like, you know what? Yeah. We'll give you a 190,000. Right? Mhmm.

By the time by the time they send an inspector and and and they take out their their, their risk, fee and commission fee and and doc fee or whatever, then their net offer becomes less than what our initial net offer was.

Steve: Right.

Carlos: But by that time, these people are on the closing table. Yeah. So it's a little late to back out. And and in my opinion, it's very unethical.

Steve: Right. No. I feel the same exact way. So how do you how do you convey that message? Because we explain it to them.

Like, hey. They're gonna beat you up after the inspection. You're gonna get less than what we would offer you.

Sal: So, again, that's building rapport. If someone trust if someone's gonna trust you after they talk to you on the phone and they understand, they're people are gonna do business with you if they like you, like you said. But from a marketing standpoint, you always have to be innovative.

Steve: Yeah.

Sal: So just they didn't they didn't become big overnight. Right? They did their their market research. They did they they understood their competitors, and they they jumped into the market. Just like that, we do the same thing.

We we have, our digital department consists of six people. So, it's not just us in the in the marketing for just for the online department. So we have six people that constantly work in our online. Okay. And we understand our competition.

Steve: Alright. So let's see. What else was there? Knowing what you know today, what would you guys do differently when you guys started? You know what?

Carlos: It's hard, you know, it's hard to say. Let me tell you why. Why. We feel like you have to go through the growing pains. Like, I actually miss I miss the excitement

Steve: Yeah.

Carlos: Of of, like, getting a big check or or you know what I mean? Now our excitement now, like, it's not the money, it's the growth. Right? Yeah. So as we're growing, now we're excited.

Okay. Yeah. We we're starting a call center. We're doing this. We're doing that.

We're expanding markets. You know? We we're kicking butt in San Antonio, etcetera. So that is what makes us excited now. But back then, I do feel like you should go through the growing pains.

Sal: That's and we always say this. I mean, there's something that I always said that hardship all refines people. Just going through the hardship, it just it's like a diamond. You mold. It takes some time and pressure, and and it it becomes something beautiful.

And I think that if if we were, you know, food spent there you go. You can use that.

Speaker: You wanna

Carlos: use this one? Yeah. I think you

Steve: I don't know. No. No. No. I forgot.

Sal: Okay. So, you know, if we had a silver spoon in in our mouth, then I don't think we would have became, the company that we are today because we wanna appreciate the small things that we got.

Steve: Right.

Sal: At one point, we said if we get we get one deal, every deal we're gonna get, every wholesale deal we're gonna get, we're gonna travel. Right? Right. I mean, if we did that, this would

Carlos: never be in the business.

Sal: We would not because there's more now we have more deals than in the month. No. So are you good on charger? Yeah. Yeah.

Alright. There you

Carlos: go. So but I will give this advice, surround yourself with the right people. I think one of the biggest life hacks, is surrounding yourself with the right people.

Sal: And education.

Carlos: So if you And that's powerful.

Steve: That's extremely powerful. It it really Tony Robbins says it. Jerome says it. Yep.

Carlos: I wish I actually remember I tell like, I don't like I I've never watched, like Grant Cardone. You know? I I just I read a lot. And, I actually learned that from a book, called Flip by Nick Reese. Yeah.

One of the biggest life hacks is surrounding yourself with the right people, and I strongly do agree. Even if you're an up and coming guy, if someone sees hustle in you, if someone sees, you know, you are an ethical person, you're you're you're gonna save yourself a lot of hardship.

Steve: You're gonna see a lot of hardship, and they're gonna pour themselves in you just like you do

Sal: Absolutely.

Steve: Or Carlos. Yeah. Alright. So let's see what else was there. Okay.

So, Jordan Capps wants to know how many employees does National Cash Offer have?

Sal: 26.

Steve: 26. Alright. So that 26, are you paying commission? You pay hourly? What's the what's the setup?

Sal: It's it's it's different per employee, but, for most people, probably wanna just wanna know about the acquisition. We have five acquisitions right now.

Steve: Okay.

Sal: Acquisition managers gets paid, a draw, which is if you don't know if to some of you who don't know what a draw is Carbon. It's from a car dealership. I understood that. So some peep people gets paid get paid on commissions, And let's say, they don't sell that week, so they get their draw

Speaker: Mhmm.

Sal: Or that month. They get their draw. And then next month, whatever they sell, it gets cut out of their draw.

Steve: Right.

Sal: So we do a base, which is a draw, and then we do percentages, for acquisitions. For our, we have a disposition manager. He's, both on base pay, not a draw, and, and percentage of every deal that goes to the through our,

Carlos: Okay.

Steve: Yeah. And then, yes, you guys got acquisition, you got dispositions, and then

Carlos: Transaction coordinator, key managers, marketing. We got a, we have a, digital department. Mhmm.

Speaker: We have cold callers. We have a quality control manager for

Carlos: the cold calling.

Speaker: Oh,

Steve: Oh, that's huge.

Carlos: Yeah. Oh, yeah. That's very important. Yeah.

Sal: She's a cold call herself. She she's a phenomenal cold caller. She's the only United States cold caller that we have. Mhmm. But she every day at night, she listens to the calls for that same day, and the next day, she gives the report.

She gives

Carlos: them that.

Sal: If they made any mistakes, if they said something, or they hung up from the wrong person. So all that is quality control and Squash it immediately. So before, we used to miss out a lot of opportunity just because of that. Because especially, if you guys call call and you don't know, like, a lot of people are out of the country, someone will actually be on the line for an hour or two acting like they're on a call. Done.

They're just they're just hanging out with the person next to them and talking and they're just

Carlos: I'm talking. We're gonna change the entire, like, phone calling So industry, once we launch

Speaker: the law.

Sal: So be careful from that. You'll you may think that someone is calling, but they're just hanging out.

Carlos: Going to the restroom. Yeah. So be careful. We've run into all that.

Steve: Man. Alright. So let's see what else was there. We got do you guys have any free sources that you guys like? Free sources?

Free for leads or for marketing?

Carlos: For leads.

Sal: I would say free sources come from MLS. If you Yeah. If if you know your way around the MLS, a lot of people get leads from there. But Yeah. Just can be for convenience fee, we don't get it from there because, you know, you wanna suppress data that you got previously.

Carlos: You know, a golden one is, Zillow for sale by owner.

Steve: Yeah.

Carlos: There's a guy that we know, before he goes to bed every night, he just shoots the for sale by owner guys a text message. Hey, would you take this? You know, it's not a bad it's not a bad I mean

Sal: Our acquisition manager, one day, he it was a it was a our systems were down. Yeah. I don't know if you guys know. Podio was down for for a while.

Carlos: He was down yesterday.

Sal: And yesterday and today too, by the way.

Speaker: I agree.

Sal: And he wasn't he wasn't doing much. So what did he do? He went on Zillow for sale by owner. And And he called. And then he caught a deal that the spread was 50 k, but the lady was kind of a a headache.

But we ended up making $24,000 at the end of the day. Still, a a a free lead because he was just maybe bored or maybe for sale by owner.

Steve: For sale by owner. That's awesome. Yeah. Okay. So you said that you got one in The US and then everyone else is

Carlos: in Out of the country.

Speaker: Out of

Sal: the country. But if we do the out of the country, they have to be level five English speakers, which

Steve: is like

Sal: How do

Steve: you guys rate that? Is there, like, a test to take?

Carlos: We actually do have,

Sal: We have a particular script, and it uses, certain tones and so you can, you know, distinguish what kind of level.

Steve: That's awesome. Yeah.

Speaker: You wanna

Carlos: you wanna hear some?

Steve: Some no. No. No.

Carlos: No. I have some examples. I have some audio.

Steve: I think we'll we'll post

Speaker: the links

Steve: to that later on. Let's see. Alright. So we're gonna talk about cities you guys in. Alright.

What's the greatest lesson you guys have learned? That could be in this business, outside this business, but just a lesson that you wanna pass on.

Sal: Do not do not burn people. Always, always do the right thing in business because what goes around comes I mean, it's a small especially in real estate. It's such a small community. Yeah. Don't chase that one deal that makes you rich.

Do the right thing Mhmm. And and do good by the seller. Because at the end of the day, we're we're in the service business. We're in the solutions business. So the the real estate and he says that all the time too.

The real estate is just a product. Yeah. And at the end of the day, if we're you're, you know, you're selling phones or cars, the car is just a product. We're in the people's business.

Steve: Alright.

Sal: So if you're if you're a bad person with one person and the other, you can't balance the two. So always be be ethical.

Carlos: That's powerful. What about you? I would say try to gain as much knowledge as you can. I think that that could prevent a lot of headaches and a lot of money thrown away. Because now look at our marketing.

You know?

Sal: Oh, absolutely. 2016, we went to a hot seat event, and we were we were already making, like, 6 figures.

Speaker: Yeah.

Sal: And but, you know, at that point, you don't think that that there's something else that you knew at all.

Carlos: Keon Greer saw me on the show and we already

Steve: sent you an email. Hey. Way to take action, Keon. That's awesome.

Carlos: We love action takers.

Sal: Yeah. So and then we we didn't think that they're we're gonna learn anything new, but someone pushed us.

Speaker: Mhmm.

Sal: A friend, Jalen, and he's like, come on, guys. Let's go. Right. And and then we went. And guess what?

We were heading to a direction, and then that took us to a whole new direction and changed

Speaker: the whole

Sal: our business. Absolutely. So learning, like, don't don't think that you know it all. If you're the smartest person in that room, leave.

Steve: Alright. For sure.

Sal: That's definitely a true

Speaker: Mhmm.

Sal: Statement. So

Steve: Toby Rosario wants to know how much you guys spend a month in marketing. I wanna qualify that question too. So how much you guys spend a month overhead total and and how much do you guys spend a month in marketing?

Sal: Some months some months we have our average is about $70,000 a month, but it it varies between 70 and a 100 Mhmm. Depending on on, of course, how much commissions we pay. Mhmm. Recently, we increased our budget. So we're in the, like, close to the 60 for our marketing.

A couple months back, marketing was 50. Okay.

Steve: And you guys have any realtors on your team? That's from Noel Challenger.

Carlos: We do. We actually have, they're not so, we actually created, with NextGen, our good friend Omar Robles.

Sal: Mhmm.

Carlos: We actually have our own brokerage, with him now.

Sal: We're not realtors. We're just partners for

Carlos: a brokerage. You get it. We're owners. We're brokerage owners, and then we have some realtors that we're actually starting to interview.

Steve: Yeah.

Carlos: So we can monetize on all the retail leads that we have, which is over 3,000 right now.

Steve: Right. Yeah. Smart move. Smart move. Alright.

So what are you guys learning right now?

Carlos: Well, you know what?

Sal: Taxation maybe or money management?

Carlos: Taxes. We just paid our taxes, and, it it was a lot. It's

Steve: a privilege.

Carlos: It it it is a privilege. I remember when I used to have a job and I used to be excited about getting a return, you know.

Sal: Yeah.

Carlos: And you know what I mean? Like, oh, man. I can't wait. You know, I was I probably had already spent that money before I even got it. You know what I mean?

But, we are learning we're we're learning a lot. We're learning about, SEP, IRAs. We're, you know, we're I would say money or wealth management and wealth retention.

Sal: Yeah. You have everybody has a partner. IRS is your partner whether you like it or you don't.

Carlos: I don't mind paying IRS, man. As much money as as I mean, god, we're able to thank God, live, you know, abundantly. You know? Thank thank you, Lord, for that. And, you know, I'll pay taxes if I can if I can continue to live the way I live and my family and my friends.

You know what I mean? So I don't mind paying my toll.

Steve: Alright. So Templeton Walker, one of my boys, the first guest. So, he wants to know, what do you guys do with your retail deals where, you know, there's just not in a meat in the bone, but the seller's

Carlos: super motivated? Well, we we monetize. That's why we

Steve: started

Carlos: a brokerage. Mhmm. We started a brokerage in order for us to, attempt to list that property.

Steve: Yeah. Yeah. So Okay. Cool. Jamil.

What's up, Jamil? He wants to know

Speaker: IPA or

Carlos: loggers? IPA or IPA. IPA? Yeah. IPA.

Steve: Alright. And then Joe Johnson wants to know what's your some of your favorite books right now?

Carlos: Okay. So, this is Flip by Nick Reese. If you're if you're if you're just a beginner

Speaker: Mhmm.

Carlos: I always tell people read Flip by Nick Reese. He's a really good friend of ours. It's crazy because I you know, he was a mentor. He was definitely a mentor, and he had a lot of impact on on our business. And now, you know, we share some stuff with him.

You know what I mean? So he's a really good guy, genuine guy, real player, active guy. You got a lot of these gurus

Sal: out there. Concrete himself. Yeah. He

Carlos: beats concrete, probably flips about, you know, 20 or 30 properties a month. There's a lot of gurus out there that actually don't have any active deals. I say that all the time on my live streams because I despise those people that are just trying to sell education with ten year old content. Right? You know what I mean?

Sal: That would not work today.

Carlos: It doesn't work. Yeah.

Speaker: It's a

Steve: theory, guys. Not the not the not the ones these guys.

Sal: They did. They did make money in those methods back in the day, but Alright.

Carlos: That won't work now.

Sal: They sell it today.

Carlos: So imagine how many people are failing because these gurus are giving them the wrong content.

Speaker: You know

Carlos: what I mean?

Steve: And they're taking their money.

Speaker: Well, they're

Carlos: definitely take they're take taking tens of they're taking thousands or tens of thousands.

Sal: Well, the average guru makes $10,000,000 a year. So just do the math. Yeah.

Speaker: And you

Carlos: know what? They they feed off that fresh up and coming wholesale blood. You know what I mean? And we think that's really wrong. So Flip by Nick Reese.

And also, guys, I don't know if you noticed this, Steve. I've been dropping a lot of content lately on my live feeds.

Sal: Yeah.

Carlos: You know, how to leverage other people's money, all this stuff, and it's free. You know? You don't have to pay me for it. Right? So, you know, all in underscore entrepreneur on Instagram.

Speaker: Right.

Carlos: I like to I really love to add value. That's why I ask questions. I'll say, hey, guys. What do you guys wanna learn about tomorrow? We'll talk about it.

Right? The other book, Secrets of the Mill in Your Mind, that's actually a must read. We actually have made our entire team read that book.

Speaker: I

Steve: see Harv Eker.

Carlos: Secrets of the Mill in Mind by t Harv Eker.

Steve: Yes, sir.

Carlos: That is a life changing, mind set changing book. And then if you're more advanced into

Sal: That book is if you're if you are advanced, definitely do, traction. Traction. Traction is amazing.

Steve: We changed our whole business based on traction last October. Everything changed.

Sal: Exactly. Yeah. Based off track.

Carlos: Our values are based off track.

Sal: Exactly. That's awesome. There's a new book that I'm reading. It's called

Carlos: Scaling Up.

Speaker: It

Sal: was Scaling Up. There you go.

Steve: Yeah. So, let me ask you. Nick Reese? Reese? How do you spell his last name?

Carlos: Nick? N I c k. Reese, r u I z.

Steve: Yeah. Yeah. I wanna make sure because someone else said, like, Nick Reese, and I was looking it up. I was like, this is Nick Ruiz. Is that what you guys

Carlos: said? Nick Reese. Alpha Alpha Home Alpha Home Flipping.

Steve: Yeah. Okay.

Carlos: Cool. He doesn't pay us to, like, drop his name. We just have a lot of love for the guy.

Steve: So We'll work on it. I'll try to I'll I'll be your manager.

Carlos: Okay. Yeah.

Steve: Alright. So let's see what else is there. Why do you think most people fail?

Carlos: That can I answer that?

Sal: Absolutely.

Carlos: Lack of commitment. It's that simple. Yeah. A lot of people are motivated. You know, they go to a Flip to Freedom event or they go to some seminar, and they're out there.

They put their first 100 bandit signs. They don't get a phone call.

Steve: It's over.

Carlos: They're done. Done.

Sal: Or their or their why is wrong. If someone's trying to do it just to get Some money? Yeah. Just to do it for the money or to get a nice car and and which is nice. That's just the perks of owning Being successful.

Yeah. Being successful. But you really have a purpose.

Carlos: It's very it's very simple. Yeah. So just like you said, you know, you gotta have a strong why because that strong why is gonna keep you going through the the the failing times, trialing, you know, trialing time. Right? Yeah.

And if you chase success and chase growth, what do you think comes with that?

Steve: Yeah. It's just gonna come.

Carlos: Your your your little Lamborghini that I I don't fit in a Lamborghini, so I don't I'll never buy a Lamborghini.

Speaker: Yeah.

Carlos: So yeah. Your your Lamborghini comes. Your nice estate comes. You know what I mean? So the money does come if you chase success and growth.

Steve: So I think that's a very great point. So let's elaborate on that. What is your why?

Carlos: My family. I want to change the entire, I would say, trajectory of my my family. You know, I'm the first guy in my family, you know, to do it. And then, like, so, you know, Donald Trump already had Fred Trump. Right?

But Donald Trump exploded. You know, Fred Trump was only worth about, you know, $1,010,000,000, which is a lot. Right? But Donald Trump is worth billions. You get it?

Steve: Right.

Carlos: But it started somewhere. Right?

Steve: See what? Yeah.

Carlos: It's it's start I'm I'm I'm new money. Mhmm. I'm a new mindset for my God willing generations to come.

Speaker: You know

Steve: what I mean?

Speaker: I'm the

Carlos: guy that's gonna change it.

Steve: It'll be Fred Trump.

Carlos: I'll be Fred Trump.

Steve: That's awesome.

Carlos: Fred, or I'll be Francisco. So because I'm Hispanic.

Steve: All by by yourself?

Sal: Well, mine is mine is the same as family just because my background, we come from, you know, I come from The Middle East. We ran away from, you know, prosecution. And, I I've seen my my family struggle, definitely heavily struggle through almost being kidnapped. My dad's been shot. You know, just been through a lot.

We came here. We thought, you know, we made it. You know, safely made it. Now Right. We we made some money from back home coming here, but we lost it all pretty much.

And my dad lost, like, 74 pounds in, like, two months. So at that point, I decided and I was I was a guy that went to school, so I was I always wanted to finish and become, like, a a doctor or an engineer or something. But at that point, that was the moment I said, no matter what happened, I'll make sure that my family's okay. And everything I do is for my family. So I didn't I didn't go to college.

I just hit hit work.

Steve: You came here as an immigrant?

Sal: I did.

Carlos: So did I. Yeah? I was born in Mexico. I, I didn't become a a citizen till 2012. So there's no excuses for anyone.

You know?

Steve: Well, so, I mean, it's just funny. Right? Because I came here as a immigrant too, and I think that's one of the reasons why, you know, we are

Sal: We actually call we have a say for that, the immigrant mentality.

Steve: Uh-huh.

Sal: So because you we don't wanna go back there. Alright. So we do we're gonna do no matter what we do, we're gonna have to do it because we don't wanna go back there. Right. We don't wanna say we don't wanna we don't wanna feel the pain from back there.

Carlos: I think I wanna write a book one day, called, Work Like an Immigrant.

Sal: Yeah. That would

Carlos: be a good book.

Steve: Well, I think it was, The Millionaire Next Door. They talk about that. Right? Like, most most millionaires remember that,

Carlos: and I keep hearing

Steve: Most millionaires.

Carlos: About that book. Yeah.

Steve: Like, more than half the millionaires are immigrants because they don't know any better. Yeah. So let's see what else is there. Brandon Simmons. What's up, Brandon?

He wants to know what's your favorite way to recharge or sharpen the saw so you can be even more focused.

Carlos: You know what?

Sal: Having a partner definitely helped with that.

Carlos: Yeah. I think we kinda just stay at each other, man, every day. Like but I will say resetting resetting is amazing, and I'll give you a small example. Okay? If you take a nice trip somewhere, you know, and just kinda reset Mhmm.

And you come back, you come back focused, you come back hungry, you come back ready, ready for the next you know, what's next. Right? Even here at home, you know, I would say, like I'll give an example. We've been promoting our event, the All in REI event, June 8, June 9, at the Hyatt, up in Scottsdale. Right?

Guinea Ranch. And, I I've been kinda stressed out a little bit, you know, because we we got a lot. Like, we got a lot on our plate. You know, we're we're we're the guys that are coming are heavy hitters already. They're $100,000 a month producers already.

Steve: Yeah.

Carlos: So we gotta really bring it on those days. Right?

Speaker: Right.

Carlos: You know?

Steve: Yeah. Let them up.

Carlos: It's big boys. Right? Big boy time. So, I was really stressed out. And on Sunday, I came I I went home.

The family was, barbecuing in the backyard like we do. Like, ever since we got I got I think, God blessed me with an estate, 4,500 square foot house, you know, two separate wings. I got a nice pool in the back, jacuzzi, everything right? Beautiful place. Huge backyard.

It's, it's over an acre.

Steve: Well, let me know when the next one is.

Carlos: For sure. For sure. So ever since God blessed me with this estate, for some reason, every Sunday, we throw a barbecue now. Right? Like, it's like, you know, it's like it's just like, you know how when you when people when people never have and then they have, they they really take advantage of of having.

You know what I mean? Yeah. So it's like if you didn't have a car, you know, and and you get a car, you start driving everywhere. Right? So that's how we've been treating this backyard.

So I came home. My my brother-in-law, who happens to be my acquisitions guy, our he's our top producer. This guy produces over 200,000 in gross revenue a month for our company by himself.

Speaker: Wow.

Carlos: So shout out to Adrian Salgado. Definitely. So, I came home, and he's like he breaks out a a cigar and, and family's barbecuing and my daughter's in the pool and, and then I just reset. I just started feeling really my stress, my, you know, my my pressure kinda went away. So I think resetting is very important.

Sal: Do a staycation. Yeah. Just go somewhere, clear your mind because it can't be just work, work, work, which is very important to work. But you should know when it's time to reset and and kind of reflect on why you're doing this, what you need to do. And most of the times, we actually come up with a new idea.

It's on an airplane. So we go on the way back.

Carlos: Yeah. Yeah.

Sal: We're actually

Carlos: Oh my god. We've been notes. So many notes.

Sal: And they're always on the airplane. So we sit sit next to each other and we're, like, bouncing ideas. Okay. We're gonna do this now. We're gonna do this now because, you know, it our mind is more clear instead of the date.

You know, you're being you're busy every day.

Steve: You're in the weeds. So I was at a strategic coach in Santa Monica yesterday, you know, as as as incredible event. And one of the things they talk about is, you know, we have this we're entrepreneurs.

Carlos: Mhmm.

Steve: Right? So we we work on entrepreneur time, but we're still set on the time and effort, economy. Mhmm.

Speaker: So

Steve: we're thinking, like, we gotta work forty hours, fifty, sixty hours, when really, we just need to get stuff done.

Carlos: That's it.

Steve: We need to get results.

Carlos: There there's a difference between being busy and being productive.

Steve: Right. So you in order to be productive and be bit and and and and create those results is you got to reset.

Sal: Absolutely.

Steve: You got to take time off. If you're not taking time off, you're gonna lose that creativity. So, like, when you said your best ideas come on the plane, that goes back to what, you know, I learned yesterday about,

Carlos: the outside the box and Exactly. Real quick, our team also our team, they're a bunch of hungry wolves. They're sharks, and they definitely keep us on our toes. So

Sal: Yeah. Oh, yeah.

Carlos: And that's another thing. Think about it this way. We have people that depend on us winning. They wanna win. So we have we have to bring it every day too.

You know what I mean? Yeah. Because they're hungry.

Steve: Yeah. And that's what keeps me up too. Yeah. You know, I I got I got 60 guys that work at our office, and they're heavy hitters. Heavy, heavy hitters.

Awesome. And so I gotta stay on my game. Because if I don't, what value do I provide?

Sal: I take care of your guys. You know what? We take every two weeks, they get a massage.

Carlos: Yeah. Corporate massage.

Sal: Yeah. And then, you know, we take take them to, like, nice dinners and stuff like that. You know? Cool. When it's time to recognize, you know, the hard work, absolutely, we take care of everything.

Carlos: Team outings.

Steve: Definitely. So Team culture. That's awesome. Yeah. Let's see.

Oh, I got some bad news. Daniel Prieto says that Brian Buffini already wrote the immigrant edge.

Carlos: Well, that's called the immigrant edge.

Steve: So alright. Brandon knows wants to know what's the worst business decision you ever made?

Carlos: Business what? Decision. The worst business? You know what? You I think you have to be very careful with hiring.

Mhmm. You know, hiring is a big deal. Right? Would you say?

Sal: Yeah. They waste your time, energy, and money, and resources all the same time.

Steve: So how do you screen them before it's too late?

Carlos: Well, now it's easy. They have to align with our core values.

Speaker: Mhmm.

Carlos: So just like traction says.

Steve: Right.

Carlos: They have to literally align with our core values. And as soon as you see something, like, if you catch a lie or as soon as you see something

Speaker: Put them

Sal: on a sixty day trial right away.

Speaker: As soon

Sal: as they come in, they understand there's a trial. But then we, like, in our interviews, we interview them together. So imagine someone knew how nerve wracking two people interviewing at the same time.

Steve: Mhmm.

Carlos: And We dropped the whole we dropped the ball.

Sal: And we ask every question.

Carlos: Real questions.

Sal: Like

Steve: So let me ask you this, because I have this problem too. Right? I'm an entrepreneur.

Sal: Yeah.

Steve: I see the best in everybody.

Carlos: So do I.

Steve: I see that in you. I mean, do you see this problem at all? Like, I have someone else now. Like, hey. You go interview him first.

Mhmm. They'll let me know if I should talk to them. Because I don't trust myself.

Carlos: I I see the best in everybody, now we have developed a, kind of another, like, a sixth sense

Speaker: Mhmm.

Carlos: Of, you know, why is this why is this person really here? What is this person trying to accomplish? You know what I mean? Right. So, you know, we we kinda see the intentions behind that person.

Speaker: Mhmm.

Sal: And, it's very easy. Yeah. Understanding what their why is. Ask them background question. What's their goal?

What's their why?

Carlos: What's the first thing they ever did for a living? Yeah. Well, or not not for a living. What is the first thing you I learned this from Brandon Simmons. What is the first thing you ever did to get money?

Speaker: Alright.

Steve: That's Whether you

Carlos: when you were a child, a teenager, you know. Again, you wanna hire some loyal, ethical hustlers on your team.

Sal: Yeah. Before we our disposition manager, and if he's listening, the guy is

Carlos: Jaden Putney.

Sal: Jaden Putney, that guy is is a machine too. He were he was an affiliate, and he lived in Apache Junction, which is an hour away from our office. He did an hour one way, an hour back for a full year without a pay. I'm trying

Carlos: to watch your show on it.

Sal: And he was he did that, you know, as an affiliate without you know, not an employee. Mhmm. Now he's part of our company. He's been there for over a year. The guy is absolutely killing it.

He lives in a in a luxury apartment. He's always in a jacuzzi. He's eating steaks.

Steve: He's like Scarface right now?

Sal: I mean, he has a

Steve: He feels like Scarface.

Carlos: Yeah. He's only 20 he's only 20 years old, by the way.

Steve: Yeah. That's awesome.

Sal: And he

Carlos: This guy sells over for sure over $1,000,000 worth of real estate every month.

Steve: Oh, way over.

Sal: No. I mean, this month, he's selling, what, 20 some properties that already sold and imagine

Steve: He's acquisitions? He's dispositions.

Carlos: He's 20 years old.

Sal: Our average property is one forty something. So, the 20 tons. Yeah.

Carlos: He sells over 2,000,000.

Speaker: Yeah. Yeah.

Steve: Right. So, what's the and you guys don't have to answer this question. What's the biggest assignment fee you guys have ever made? Oh, that's assignment fee you

Speaker: guys have ever made?

Sal: Oh, that's easy. The 200 and

Carlos: 230. Here. Let me check my Instagram. Yeah. 27, 27 deal wholesale property.

$27.27 deal package wholesale deal. Okay. We actually so we dropped a $100,000 in earnest out of our own money

Speaker: Mhmm.

Carlos: To even have a shot at the 27 properties. Yeah. And I can tell you how much that was for. Give me one second here.

Steve: Hey, guys. We're wrapping up pretty soon. So oh, no. I'm not talking to you guys. I'm talking about you guys there.

If you guys have questions, you guys been holding on to it, like, don't wait. And if you guys have seen value here, please share this so other people see this too.

Carlos: I think it was was it 2 or three?

Sal: I don't know. It's somewhere around there.

Carlos: Over 200,000 and $1,190,000.

Steve: That's alright. Yeah. That's okay.

Sal: It is. Yeah. We've seen people make over 1,000,000

Speaker: in the

Sal: wholesale deal. So, hey, it is actually okay. Yeah.

Steve: Yeah. Yeah. Very cool. Alright. So, what keeps you guys up at night?

I'll start with you, Carlos.

Carlos: I mean, our passion. Like, I was just telling him this morning when I was at the gym. I said, man, it's if I even if if I even like, if I'm asleep and I open one eye, my mind's like, alright. You're back on. Let's go.

You know what I mean? Call this guy. Sell this thing and blah blah blah blah. You know what I mean?

Steve: Yeah. I

Carlos: was trying to sell a property, to Josh Galindo this morning at, like, seven something in the morning.

Sal: You're welcome, love.

Carlos: From Vegas. Yeah. So, I mean, that honestly, my my passion for our company, our business, and the potential growth is what keeps me up at night. It's it's just hard to shut it down, man. I gotta take, like, sleeping tea.

I gotta I I gotta take the new rolled drinks with the, you know, sweet dreams just to try to, like, relax and go to bed, you know.

Steve: But there's nothing that you're concerned about or uncertain or fearful about? Nothing

Carlos: like that? Not at all. Not at all. We have we have over $800,000 of our own money into flips right now.

Speaker: Mhmm.

Carlos: We're not concerned at all. We're not we'll figure it out. We know you know why though? We know what it's like to not have anything.

Steve: Yeah.

Carlos: You get it? So even if we went back down to zero, we've come right back up.

Steve: You know how to do it. Yep. How about you? Anything?

Sal: I mean, I stay

Carlos: up at night. Have you seen this guy's eyes? You don't sleep?

Sal: Business, that's just, you know, just finding new ideas. If if if I went home and, you know, just time to because I wanna relax, but I wanna work still. Because I'm gonna I'm gonna take on another five, six, seven hours of work. What, you know, what better place to to work? A hobby.

Yeah.

Carlos: Work is his hobby.

Steve: That's not a bad thing. That's my hobby too. I love it.

Carlos: It is a hobby. Like, it's our passion, but you also need a hobby.

Sal: Absolutely. I mean, we do have hobbies. We go to the lake. We go Shooting. Boat, shooting, maybe go off roading.

So that's that's just the

Speaker: weekend, you know, kind of,

Sal: you know But we're we're addicted. We're it's you can't meth addicts. It's a lifestyle. So I had a post out back, you know, a few few months back. And I as people say, you need to calm down, relax.

You're working too much. And, like,

Speaker: they always

Carlos: say that.

Sal: Friends that say that. And people like Family.

Steve: Yeah. Like It's crazy.

Sal: You don't enjoy life. I'm like, this is life. I enjoy this.

Carlos: I enjoy

Sal: this. Our conversation, if I'm going somewhere out somewhere and I'm just having a blah conversation, to me, it's gonna be blah. But to them, they're probably, oh, they're talking about, you know, how they saw a nice flower or something. Yes. That's what

Carlos: I know. That's

Sal: I enjoy talking business. Yeah. Right. That puts a smile on my face.

Steve: So It's your passion.

Carlos: It's tough. I think that's a really, really difficult thing to do is when you have to unwind and talk about, like, even sports. You know, I remember growing up, I used to love talk. I can't tell you right now. I know that LeBron James is down two games.

You know, I he's yeah. I know that, I don't know what's going on with the Rockets and Warriors, but, again, I don't know much. I I'm a sport. I, you know, I still play ball on Mondays and Wednesdays in several leagues. That's a hobby for me.

Steve: Oh, we're gonna have to talk about that.

Carlos: We're gonna have to. Yeah. We will. But you see, but I don't know what's going on. You know, I don't have I don't have, I have I have a 80 inch TV for my daughter, and she watches Netflix.

I don't have I don't have DIRECTV. I don't have Cox. You know what I'm saying? I don't I don't have it. You know?

I'd rather, you know, run some comparables

Sal: at home or

Carlos: read a

Steve: book. Yeah.

Carlos: Right. So it's tough for me to, like, to to to pull that switch or to switch it where, you know, I'm around friends and let's talk about sports.

Steve: Well, you can't. Right? So, like, you know, your passion. This is your passion, obviously. Yeah.

You wouldn't be successful in that as successful you guys are as you guys are as if you guys didn't have that passion. I think Steve Jobs said, right, you have to have that passion because there are gonna be days that just gonna suck.

Carlos: Mhmm. And we do know

Steve: don't have that passion?

Carlos: We we do know that this that the passion is gonna eventually kill us. You know what I mean? Like Double

Sal: a sword.

Carlos: It is a double a sword.

Speaker: So that's

Sal: why you have to you have to balance. We always talk about balancing.

Speaker: You know?

Carlos: That's why we have the massages every Wednesday at our, at our office.

Steve: Every Wednesday. What time should I stop by?

Carlos: 1PM.

Speaker: Yeah.

Carlos: No. That's

Steve: Alright. So, John Mirchef wants to know, do you guys have your real estate or broker's license?

Carlos: No. We, so we are 50% owners of a brokerage. Mhmm.

Sal: Through We're not licensed.

Carlos: Through through our designated broker. Mhmm. We're partners, but we're not licensed.

Steve: Yeah. No. That's the best way to do it. So and then what pisses you guys off?

Carlos: We actually Unethical people. Unethical people.

Steve: Let's talk about that.

Carlos: Slime balls.

Steve: What are what are some examples?

Sal: If you have so I did disposition for a long time for our company. I used to sell the properties. And, you know, selling cars was my thing.

Speaker: And Mhmm. I'm not

Sal: a sleazy car salesman.

Steve: I'm one of

Sal: the car dealers. But, you know, selling selling properties that I love doing that thing. Right. This is my thing. And if you're dealing with someone that looks into your pockets how much you're making, even if even if even if you feel good about it, just he like, you've kinda feel that he's counting your your money, just bounce, go to the next one.

Speaker: Mhmm.

Sal: You don't want people to count your money. They don't understand how much marketing, how many hours you spend, how many employees that

Carlos: depend on you. All of that, etcetera.

Sal: All that. And they see, oh, you're making $2,030,000

Steve: I'm talking about the buyer on your deals.

Sal: Oh, the buyers. Yeah. Absolutely. And then, of course, you got some people that see that you're new blood and they wanna take advantage of you as a because they see you putting the work. And like we say, we have affiliates.

We take care of our affiliates. Yeah. We we have a deal that happened a year later with our that's in our system and they brought the deal. We reach out to them. Hey, guys.

This was your deal and we converted and you and you're making money now.

Steve: Yeah.

Sal: But you'll unfortunately, you'll have a lot of people that will, sweet talk to you because they see you hustling and then you feel good talking to them because they're big in the game and they'll take advantage of you. So just be careful from that. I think that that pisses me off a lot and especially from people who teach the wrong methods.

Steve: Right.

Sal: Coming out. The gurus. Yeah. Not just the gurus. There are some people that teach their own method just because they're unethical.

Carlos: So Yeah. So there was a guy, and I and I know that we gotta get through this, but, there was literally a a guy who who gave I'm not gonna say the name of that guru. Mhmm. Gave that guy $9,000 to be part of, you know, part of a club or a room. Right?

Mhmm. And the guy didn't get one deal. The guy just kept telling him, send more mail. Send more mail. You can't do that.

Right. You're gonna literally bankrupt this guy. This guy hasn't got one deal, and you're telling him to spend a lot of money? Where do you think that's gonna end? That's a double negative.

Steve: Alright.

Carlos: So that's why we we we really you know, it's not that we despise the gurus or whatever, but we feel like that's not real value. That's really not real value and just people keep falling for it. Yeah. But the the thing that pisses me off the most is someone not keeping their word for sure.

Steve: Yeah. Integrity. That's one of your core values.

Sal: Yeah. Absolutely.

Steve: Yeah. Awesome. Let's see. So I think that's it for for the question. So, hey, guys.

We're wrapping up the show. If you like this show, please turn on your notifications. We're doing this every Wednesday at 2PM live here, and share with your friends, you know, share this with all your buddies. I think I want to get back, you know. I've gotten, a lot of benefit from what I've learned hanging out with these guys.

It's real it's a lot of fun.

Speaker: But

Sal: We actually have upcoming events.

Steve: Oh, yeah. I'm gonna get there. But, yeah. Make sure you guys share this, so that you guys can learn this and share this knowledge with your with everybody else. You know, the real estate disruptors, that's our movement.

And we wanna, you know, 100 millionaires, that's my commitment. That's what I wanna develop. So, you wanna join the movement, please help me get this message out there. And hey, I think there was so much value here. I thought this is gonna be, like, thirty minutes.

We're almost an

Carlos: hour. We don't.

Steve: We're almost an hour and a half. So this is crazy. So We

Carlos: can do this all day, man. Yeah.

Steve: Well, so if you guys got value from this, then, Carlos and Sal Sal have an event coming up June 8, June 9?

Carlos: June 8, June 9 is called, All In REI. You can, you can get the information on allinflipping.com.

Steve: Right.

Carlos: And we're gonna teach people a lot of the strategies that is producing, you know, personally for our company, 3 to 500 k every single month

Speaker: Yep.

Carlos: In gross revenue. So we're gonna teach those methods.

Sal: We're actually gonna expose our business. We're gonna pretty much just

Steve: Open the doors, man.

Carlos: Pull the curtain. Yeah.

Sal: Exactly. And show them everything that we do. Right. So And that's all in flipping.com. Yeah.

Steve: And I can tell you, I'm in a lot of coaching events. I go to a lot of these things. You think you learn something here? 100% absolutely you do. But having these guys break down your business

Carlos: Oh, yeah.

Steve: Open the pull back the curtains.

Speaker: Mhmm.

Steve: You're gonna make whatever you put in this and more.

Carlos: That's our goal. Our goal you know, a lot of guys that are actually coming, they're 7 figure a year guys already. So like I said, we really have to bring it because we know how much value can you really bring a 7 figure guy. Right? Right.

You have to really take them over the edge and show them something that they don't know. And that's what we're gonna do at that event. Yep.

Steve: So Very cool. Cool. Very cool. Alright. Thanks, guys.

Thanks for coming. I appreciate it.

Carlos: Thank you. It was amazing.

Steve: Alright. Thank you, guys. Till next time.