How I Lost 10 Million Dollars Wholesaling Real Estate

Steve Trang: Losing $10,000,000.

Brandon Narain: Yeah. Yeah. What I started to understand was you cannot save your way to wealth, and that's what America wants you to do. America wants you to save your way to wealth. They want you to understand that for some odd reason, you can just be good enough to own one house, have one one car, you know, have two kids, and live this white picket fence thing.

And it goes down to they say, oh, the average millionaire has seven streams of income. It's true. But what made them a millionaire was probably one or two.

Steve: Everybody, thank you for joining us for today's episode of real estate disruptors. Today, we have Brandon Arain with Blue Notes Inc and Brandon Flynn from Orlando, Florida to talk about how he's lost $10,000,000 wholesaling real estate. Guys, I'm gonna mention create a 100 millionaires. Information on the show alone is enough to help become a millionaire in the next five to seven years. If you'll take consistent action, you'll become one.

And, guys, if you get value out of the show today, please hit that subscribe button. That way we can all grow together. You ready?

Brandon: Ready to go see.

Steve: Alright. So, I've been following for a long time, obviously. Right? So, so let's go ahead and get into it. So what was your life like right before you got into real estate?

Brandon: Man, life was, life was peaceful, but, it was a long journey. You know? I was born to a single mom. I was raised by a single mom and grandmother. My mom and grandma are Colombian immigrants, and, basically, I had to share a bedroom with my grandmother to the age of 16 just because of the fact we just financially weren't stable.

I was born in Queens, New York, and after, I was 15, 14, I moved to Orlando, Florida. So, you know, my mom and grandma did everything they could, obviously, to keep the lights on, keep food in my stomach, and, obviously, a place for me to live. But, you know, didn't really learn too much about credit. I was the first person, actually, second person to go to college in my in my immediate family. And, homeownership wasn't something that, you know, we spoke about too much.

It was something that we aspire to do, but wasn't something that, I guess, a lot of us had. So I I didn't have a father figure in my life. I met it when I was 16. So, life was just, I guess, normal for me, you know, and where I was in Queens, New York, and I just thought everything was normal until I started to branch out. So, I didn't have a silver spoon, basically, to sum it all up.

Steve: Right. So, we moved down to Orlando.

Brandon: Yeah.

Steve: What at which point were you considering real estate?

Brandon: Yeah. So, essentially, in school, I didn't get the best grades. I did, like, the bare minimum. I was always getting in trouble, you know, getting referrals, skipping school, doing everything. And, essentially, what ended up happening was, I quickly graduated, and I started to tell myself, man, I'm I'm an only child.

Right? And it's my job to make sure that I retire my mom early. Like, nobody else can do that but me. And I started to quickly change my mindset and just, you know what? Let me obviously try to come out here and be the man of the house.

And I'll quickly share a story. One time, I was just essentially at Publix with my grandmother. I don't know if you guys have Publix out here, but I was at Publix with her. Yeah.

Steve: We got them. Okay. Perfect. Perfect.

Brandon: So, and the guy in front she went to go pay for the groceries, and it declined. And the guy behind us basically was like, hey. I'll I'll go ahead and and pay for it. And he ended up paying for our groceries. And from that day, I told myself, you know what?

I'll never ever let another man be the dictatorship of whether me and my family, my mom, my grandma eat. And, I basically, out of high school, I like to stay fresh. So I was like, you know what? I wanna learn how to cut hair. So I quickly got a job as a Du Bois cleaning and sweeping at the barbershops, and I was learning how to cut hair as an apprentice.

So I did that until I learned how to cut hair. And while I was learning how to cut hair, it was crazy because I I always I was very conscious about my surroundings and other people. And I always looked at what other people did, and I and one of my biggest hacks in life is being around older people. I feel like wiser older people

Steve: Yeah.

Brandon: You can always learn so much more. Right? Like, even if you're around somebody that's homeless, you can learn on the reason why they're homeless.

Steve: Right?

Brandon: So I was just looking around, and I was asking myself, well, man, you know what? I don't wanna be an older barber 40, 50 years old still cutting hair. And even there then, you know, I was trying to buy a car. I was looking into a home ownership, at a younger age, and nobody really filed their taxes. It was all a cash business.

Nobody was really prolonging. And I started to see, like, you know what? There's And

Steve: you're just looking at in the shop.

Brandon: In the shop, in the barbershop. And what I saw was, like, okay, the only way for me to really make money and this was years of me after working, maybe, two or three years. And I worked as a barber for six years. But what I looked at was you can only make more money by cutting more hair, which meant, obviously, spending less time away from your family. Right?

Number two is charging more, but your competition is around you, so you really can't, you know, charge more. Yeah. And number three was becoming the owner of a barbershop, but most of the owners still worked cutting hair. So that kinda raised a red flag for me. So, like I said, you know, my my mom and grandma being immigrants from Columbia, you know, the American dream is always just go to college, get a degree, buy a house, get married, and die.

So I said, you know what? I'll go to college. So I went to my local hospital, started volunteering, and I became a patient transporter, after four months for volunteering for free. So I was now cutting hair on the weekends. I was working, as a transporter making $9.50 an hour on, Tuesdays and Thursdays, and I was going to school, community college, Monday and Wednesday.

So

Steve: so the hustle on you?

Brandon: Oh, man. I always had the hustle because my mom always worked two to three jobs. My grandma did thirty years, you know, she actually worked in Trump Hotel cleaning, and and doing the hotels, a bunch of hotels in in Downtown Manhattan. So I was always taught, you know what, just hustle, hustle, hustle. Keep your head down, and you'll you'll get it.

So, so, yeah, I was going through the college, working at the barbershop, and then, transporting patients, and the same thing happened to me again. I started to look at what's called an earning capacity, which back then I didn't know what it was, but now I knew what it was. And it's essentially is that if you look at your boss and your boss has been there for ten years, you've been there for two years, and you're unhappy with what he looks like and how his life is and what he's making, well, that's your future. Yeah. And you have to quickly start to look at yourself and say, you know what?

Well, is it worth me to stay here?

Steve: Mhmm.

Brandon: So the best thing about what I did is, number one, I leveraged the fact that I was staying at home with my mom and grandma. Right? A lot of the times as young entrepreneurs or just young adults, you know, we just pay for our car insurance. We pay for our phone bill. But essentially, we were then just having fun.

We maybe dating girl here, whatever, and you're not really doing much with trying to figure out which one do with your life. Right?

Steve: Yeah.

Brandon: So I always leverage the fact that I was, you know, trying to save money.

Steve: So we I mean, this whole time, like, your characteristics, you're hyper aware.

Brandon: Hyper, hyper aware. And like I said, with the earning capacity, I started to

Steve: Was that normal with your friends? Or

Brandon: Yeah. It it was no. It wasn't normal with my friends. I just for some odd reason, I was always good at, just I was popular in school. You know?

So I was always I always had that gift to gab, getting people to laugh, getting people to buy into my vision. Let's go.

Steve: If you

Brandon: wanna go over here, I'm like, no. Let's go over here, and everybody will fall.

Steve: So Mhmm.

Brandon: I I don't know why. I just always I was just so in tune with just being nosy. Like, I wanted to know what how did your life go? Like, how did you end up here? How did you do this always when I got around older people?

Steve: You're always curious.

Brandon: Always was curious. Always was curious, which would really help me with real estate because when I worked at the barbershop, a lot of men go to the barbershop, man, just just to get away from their wife or just to go ahead and have a haircut, just to be away and just have conversations. Most time, they don't even care about the haircut. They're just like, man, I just wanna have, I have a place to go. Man cave.

Right? And then it it also transpired into being a patient transporter because I learned empathy.

Steve: Mhmm.

Brandon: I learned how to, you know, treat people with love, kindness, especially elderly people that so many people go to the hospital and they don't have families that go to visit them. And that helped me so much with real estate because a lot of times you have to lead with empathy, lead with sympathy. You had to understand how to solve an emotional problem. Yeah. So with nursing, it was the same exact thing.

I started to understand that for some odd reason, there's people out here that make way more money than a doctor. Right? But the doctor is more important because the doctor is saving lives.

Steve: Mhmm.

Brandon: So how can Steve Trang or Brandon Raine or any of the other people make so much more money than a doctor? But the doctor is more important. It's because of earning capacity. Because, basically, they are either paid on salary or by their by insurance if they own our practice. But with us, we can close a million dollar deal, and we're good.

Yeah. So that's when I start to understand the hack. And, you know, obviously, everybody starts with Rich Dad Poor Dad. That was my favorite book. And then it was also, Outwitting the Devil.

I read Outwitting the Devil at least one time a year. Really? I love that book. I love that book by Napoleon Hill. And what I started to understand was you cannot save your way to wealth, and that's what America wants you to do.

America wants you to save your way to wealth. They want you to understand that for some odd reason, you can just be good enough to own one house Mhmm. Have one one car, you know, have two kids, and live this white picket fence thing. And the craziest thing is that you you start to look at when when you're born, you know, like I said, it's I wasn't born with a silver spoon. I understood that my mindset was set automatically.

Steve: And I

Brandon: had to manually I had to basically, subconsciously go in there and start to change my auto mindset. Yeah. Because of the fact that I didn't know these types of things. I didn't have a rich stat. So when I started with real estate, you know, I became a realtor.

I basically, after that, it took me five years to go ahead and get my associate's degree, which was only a two year degree. Became a realtor, and I thought that was the best way to go. Yeah. Failed at that. Felt that was just horrible because I wasn't the decision maker.

Yeah. I didn't like it.

Steve: So in in what way did you fail?

Brandon: I failed, number one is because, I I guess, when you go to real estate school and you get real estate license, they don't teach you anything about making money. Yeah. They just teach you the logistical things of understanding the laws, understanding what you're not supposed to do, what you're supposed to do. They're supposed to pay your broker for everything, And then, hey, go find call a banker or find, Keller Williams and just let them indoctrinate you into your system, and then, hopefully, you'll get a deal. Right.

Steve: And the

Brandon: craziest thing was they say, use your sphere of influence. Mhmm. But everybody around me, we don't have credit. We don't we don't we don't have debt to income ratio. We don't we don't it's I didn't have anybody or knew anybody that was really able to qualify for a home.

Mhmm. And that's why I started Facebook and Instagram. I did I went from Myspace straight to Instagram and Facebook. So I, like, everything between, I I missed. And it was because of that.

And, basically, I would come out of work, out of my scrubs, and I go show, somebody houses. And I remember it was just one lady. I showed her a house, probably a couple houses, a month, and it was, like, three months. And I used to drive maybe forty five minutes. I live in Orlando, so I went to Port Cape Canaveral and bunch of places which is far from me.

And after three months, she didn't wanna buy anything. And I showed her everything. And I said, you know what? Even if she would've bought something, I still would've only made, like, three k. And I said there has to be another way.

Yeah. There has to be another way. So that's how I ended up with Real Estate Hostel, which is the best thing that that ever happened to me.

Steve: When did you come to that realization?

Brandon: I came to that realization when I closed my first deal, and I understood that now everything that I really wanted in life was actually obtainable. Mhmm. Because, you know, sometimes you you you put yourselves in these situations where, well, you know what? This job has good benefits. It has health insurance.

It has, you know, dental insurance.

Steve: Mhmm.

Brandon: You know, I I can work my way up. But when I was working at the hospital, I clearly remember that I had so much PTO, paid time off, that they said, Brandon, you have to go ahead and take your vacation. And I was like, okay. Cool. And I finally took it.

And guess where I went?

Steve: Real estate school?

Brandon: No. I went nowhere because I had no money. I couldn't vacate anywhere.

Steve: Right? Yeah.

Brandon: And most of the time, that's what you do is that you stay in a job, especially in corporate America, because of the fact that it may have good benefits or you may think that you may work your way up. Or so many times I hear this stupid excuse of, hey. Yeah. I only have ten more years since I retire. It's like, jeez.

Ten more years. Mhmm. You know, I've met people that have become millionaires in two years.

Steve: Right.

Brandon: You know? So yeah. I mean, I I came to the realization that I've saved up probably throughout that whole time working two, three jobs, probably $6,000. And when I closed my first deal, I made $8,500, and that's when I understood that you can make a lot more money faster than you.

Steve: When you say you close your first deal, what does that mean?

Brandon: So I basically, wholesaled. So I, bought

Steve: So you you so you wholesale it. So

Brandon: Wholesale it.

Steve: How did you come to learn about wholesaling?

Brandon: So after I became a realtor and failed miserably, I went online, started YouTubing, like, how other ways I can get into the real estate business. Right? And once I started learning the concept about wholesaling, of course, it came out to me as a scam. Like, how are you even able to do

Steve: this thing? Was this, like,

Brandon: Max Maxwell? Like, what what are you getting at? Actually, so there was this

Steve: guy

Brandon: named Antonio Edwards? Edwards. Yep. And there was another, guy that, that was out there. I I forgot his name.

But But all he does is talk about creative financing. Mhmm. Great guy, man. I got I gotta remember his name. But, anyways, it's Antonio Edwards, and, Max was out on there as well, but I didn't really Max was I don't think he was putting that much stuff out there at the time.

At least, I don't remember.

Steve: When did you start?

Brandon: 2017.

Steve: Yeah. Max wasn't really on the map yet.

Brandon: Yeah. Yeah. So, that's when I started seeing, and I said, okay. Well, this this is crazy. So let me go ahead and figure this thing out.

And when it just it didn't make sense to me at the time. But when I started to understand my paperwork and the contracts, which is I do recommend it, you know, this is why I tell people, you know what? You should get your license. But it's because then I understood.

Steve: Mhmm.

Brandon: Okay. I'm able to go ahead and do this risk free because I can back up because inspection period. I'm able to assign the equitable interest because what I'm gaining is the equitable interest, and this is why I can do that. Right? So the paperwork makes the paperwork.

So, yeah. Essentially, my first deal, at that point in time, you know what, this is actually obtainable. I I can actually buy the house that I wanna buy. I can drive the car I wanna drive. I can retire my mom.

I can help other people. I can live the life that I wanna live because you live in this facade of thinking that you can work two to three jobs or go to school and that, you know what, you may get that mansion on the hill, and you're not going to because your earning capacity is limited. It's capped.

Steve: So you talk about, doing, doing your deal with your with your real estate license. You already Mhmm. It felt like it was a risk for you. So, like, I don't generally suggest people get their real estate license. Mhmm.

But I can say that you have a great deal of confidence

Brandon: Yes.

Steve: In what you're doing

Brandon: Yes.

Steve: If you're licensed. Yes. Because you understand Mhmm. All these terms. You know?

Like, the transition to go from realtor to wholesaler was really easy Yeah. Because I already had a transaction coordinator. Mhmm. Right? I already had my relationships with escrow.

Mhmm. I could talk the lingo.

Brandon: Yeah. Yeah. Yeah.

Steve: Right? Like, homeowner can never, like, stump me.

Brandon: Yeah. Yeah. Yeah. Yeah. Well, in my case, I didn't have any of that because I never closed the You

Steve: never even closed the deal?

Brandon: Yeah. I never closed the retail deal. But you know what I did have is that I had, like you said, the confidence, but I also was really vested in the real estate, like, laws and and the and the verbiage. Mhmm. So when I looked at the contract, it made sense to me.

Yeah. And the greatest thing about that is that a lot of the times, I think as newbie wholesalers, they don't read the fine print.

Steve: Mhmm.

Brandon: And many times, if you're you're not confident in something that you're not educated in.

Steve: Right.

Brandon: And I clearly remember my first deal. It was actually a a tax delinquent, and I was doing postcards. I used to, print the postcards out. So I used to go to Office Depot. I used to get, like, the thick pic the thick paper.

I used to come on, my computer, print them out, and then I would go back to Office Depot, have them cut it in six, and I would mail them out. Mhmm. It was crazy because if if, let's just say, it misprinted on one page, I'd have to redo, like, two, like, two pages. Right? But, anyways, it was, and that was obviously before I learned about yellow yellow yellow yellow yellow yellow HQ, and and, obviously, somebody told me about that.

But, anyways, I remember going to the house, 115 Bau Thomas Circle, and I remember my half my car, I had Infiniti g 35, and my car was black, but half of it, the clear coat was gone. So I remember driving, and they're coming her the husband and wife are coming out the house, and I'm, like, oh, I don't want them to see, like, my ugly car. So I did a u-turn so that it and when I parked, so they could see the nice side of my car. And I just remember, like, literally just going through the contract, and and a lot of the times, one of the big keys for me is that I use the Florida State Far Bar since most of my deals are in Florida. I use the actual real estate contract, and that actually helps me a lot because I use that to my advantage to say, hey.

This is the same contract that you used to buy this house. Mhmm. And since it says already assignment there, since it says, obviously, you can put a fifteen, thirty day, twenty day inspection period, That's the one that I've used. Now virtually throughout the nation, I have obviously another one that I use, but I just use that contract, and it was because of the realtor side of me that has allowed me to be able to just have that advantage over other other people and get those done.

Steve: I can say, absolutely. The first few years I was doing it, I was using the Arizona Association Realtors contract. You go. Right? There you go.

It it was Steve Trang and or assignee. And then on page, seven at the time, I think it's, like, page eight or nine now. It was just all those disclosures. Mhmm.

Brandon: Right? Yeah. Whatever.

Steve: Seller's aware that buyer intends to resell for profit. Seller's aware buyer's a licensed realtor. Like, all those all that language in there.

Brandon: Yeah. Yeah. Yeah. Mine was I was getting paid to, Brandon Pineraine, PA professional associate Mhmm. At the time.

And then, like, my broker it was like a broker that, like, was, like, a corner office that didn't even care. I think I was maybe his only agent. Like Yeah. It was one of those things that just you nobody it was so then after time, I was like, okay. I gotta actually get this thing going.

I have to get my LLC. I have to. So it was it was just a journey, man, but I'm happy to be here six years six and a half years in the running. So

Steve: Yeah. So, let's talk about your very first deal. Yeah. How did you find your first deal?

Brandon: So, yeah, my first deal, as I said, it was tax delinquent. So I went actually onto the, county website, and I pulled all the tax link was out. Now this is a little embarrassing. Right? Because the funny thing is I used to pull that list every single month not knowing that the tax roll was every single year.

Mhmm. So I was marketing to the same people all the time. Yeah. But the cool thing that

Steve: Aligna bought

Brandon: exactly was that the average deal for us takes and along a nation too is minimum five to seven touches.

Steve: Mhmm.

Brandon: Right? So that's another great thing that I learned that I didn't really know that I was marketing to the same houses. But over time, the cool thing is that I was still getting deals Mhmm. Right, thinking that I was getting a new list. So, yeah, basically, it was a tax delinquent list, and I was a big, big, huge advocate of direct mail.

I mean, back in the day, that's what everybody was pushing, direct mail, direct mail, direct mail. So that's what I was doing. I would send out what's called a blind postcard.

Steve: Mhmm.

Brandon: And a blind postcard essentially is where and it works well with, tax delinquents and, obviously, code violations because it's, municipality basically, it's it's the city or or coordinate saying, hey, listen, you know, something's wrong. So if they're already dealing with that, we send a postcard that looks like it's from the county Mhmm. And then they already they call us because they're getting already that type of call, that type of notification. So it worked really,

Steve: really well for me. Yeah. So you get that you pull that list. You mailed it. Mailed it.

Yeah. They reach out to you. Mhmm. How was that

Brandon: first transaction? So the first transaction was great. Like I said, I was really scared. I was I was really like, man. I remember it was February.

I think I closed, like, February 18 or something like that. And, my my girlfriend, her birthday is the sixteenth.

Steve: And I

Brandon: was like, man, I don't have no money to buy her anything. I really need this to close so I can go ahead and at least take her out. But, I mean, the process was great. I used, what was it, CallRail. I used CallRail.

Mhmm. You know? And I would have them I've obviously, I had, like, a press 1, press 2, an IVR, and, they went to press 1. And, basically, I think it was I think it was less than thirty eight thirty days that I closed that deal. And, I found somebody to find me a buyer.

I paid them, I think, $1,500. Mhmm.

Steve: And it

Brandon: was 10 k assignment, and I took the 8,500. And it was, it was there was tenants in there and everything. So it was it was great for me. But, actually, I I that wasn't my first deal. I call it my first deal because I did it on my own.

My first deal, I kinda got scammed a little bit. And it was, essentially with, with an actual fix and flipper.

Steve: Mhmm.

Brandon: And I wasn't confident in actually getting properties under contract

Steve: Yeah.

Brandon: That I found the deal. I told him just get under contract and just pay me when it gets done. And, yeah, it it was a 10 k assignment, and he ended up paying me. I think, thirty days later, he paid me 5 k. And then another thirty days later, he paid me another 5 k.

And since then, that's when I said, you know what? I'm gonna make sure that I understand my verbiage. I'm gonna understand how I can get out of this Yeah. And everything, release cancellation, everything, everything I got with title companies, and I started to understand, okay, this is what I'm gonna do. So I don't count that one as my first deal, but one more so my first lesson and my first deal on my own was when I made that $8,500.

Steve: Okay. So because that's the biggest

Brandon: thing too. Right, Steve? Is and started to cut you off. People they know this works, but does it work for me? Mhmm.

And that's what I that's what I was scared of.

Steve: Right. That's what I was gonna ask you. Right? Like, now you have a proof of concept.

Brandon: Exactly. Yeah. Yeah. Yeah. So then I got proof of concept.

Steve: Mhmm. How did your world change?

Brandon: My world changed so much because at this point in time, it was, well, you know what? How do I scale it? Mhmm. But money management has never been good in my family, and it's not good throughout the nation. Right?

I mean, that's why America's in debt. That's why we're the most obese country.

Steve: That's why

Brandon: I mean, it's it's it's just it's just how we are.

Steve: Right.

Brandon: So for me, it was like, well, you know what? I'm still gonna keep working, but how do I actually get more deals? And at that point in time, it was just more so, okay. I'm just gonna take this money, and I'm gonna reinvest it. Mhmm.

And the cool thing is that I'm I was a hoarder at the time. You know? Like, when I say that, I'm a cash hoarder. You know? When you see $8,500 in your bank account, you're like, okay.

How do I keep this here and act like it's not there? So what I actually started to do is I started to go ahead and, I call it now my sticky note strategy, but what I did is I actually got a sticky note. I was really cool with with with, with my mailman. And my mailman, for some odd reason, I don't know what happened. He changed routes or whatever, and I was like, dang.

My mailman isn't coming anymore. Now the new mailman, I really didn't know him. I really didn't approach him. I didn't talk to him. So what I did is I decided to put a sticky note inside my mailbox.

Mhmm. And I decided to go ahead and see if I could partner up with him.

Steve: Mhmm.

Brandon: And what I started to understand is they will know the properties that are the most ugliest. They are the true. Right? They are the true source to getting real discounted, disgruntled, distressed properties. And by the time you knew it, I had a whole bunch of, US PS workers working with me.

I I would see UPS people. I'd pull them over and say, hey. Listen. This is what I do. Would you be able would you be interested?

The average postal worker does, I think, somewhere between, like, a 100 to to a 150 stops a day. They deliver over 2,000 pieces per mail, and they're already getting paid to drive around. Mhmm. Right? And, of course, I heard about this whole driving for dollars thing, but I didn't have time because I had two jobs.

So for me, it was like, I can't drive around. And, unfortunately, the more you drive around, the less area you have to cover because by the time, you know, there's not gonna be a abandoned house popping up every day.

Steve: Right.

Brandon: So they already knew the routes. They already put green vacant postal cards saying that the house was vacant or maybe whatever the case may be. So they would just literally I would have iPhone notes. They would put plug them in there. We'd share a note.

We'd plug them in there, and I would just get, distressed properties, and I would skip trace them. At that time, I was using TLO. Mhmm. And, I and I would have to pay. I remember you had to have, like, a a safety box.

Like, they would call and Zoom just to make sure. You remember back in the day, we were paying, like, 18¢ just for skipping. Mhmm. And, yeah. That's how I was getting deals, and I tried to cut back from the direct mail because direct mail was expensive.

Steve: Right. So, since you closed your first deal, you're trying to figure out how to scale. But you you knew it was real. You just weren't sure if it was real for you. So what would what would you have done if you never closed that first deal?

Brandon: I didn't close that first deal. Steve, I'll be honest with you, man. I don't know what I would have done. Yeah. I don't know what I would have done because at the same time, you you really it's to me, I think that you can I think wisdom takes you so much farther than anything else

Steve: Mhmm?

Brandon: And experience. I've closed over 400 deals now, and every deal has been different. It it can be a probate deal. It can be a a lien amnesty deal. It can be a novation deal, but it's always there's always that one different key denominator in a situation.

You know? It can be a divorce, but the divorce was different.

Steve: Right.

Brandon: Or there was an a new, you know, some type of new cloud that came up that I didn't know about. So I don't know. I I think it's you really have to touch and feel it, so I really don't I can't tell you because it didn't happen.

Steve: You said a lean amnesty deal?

Brandon: Lean amnesty. So I'll put you guys on game. Right? So that was another way. You know, there's this thing out there called the 70% rule, which you know it and I know it.

Right? And and I never really abided by that. And I think that one of the biggest reasons why a lot of newbie wholesalers if you're a newbie wholesaler and you're trying to get into the game, the reason that you're failing is because of the fact that you aren't doing your due diligence with your buyers. In my opinion, of course, you can't wholesale a house if you don't have a house.

Steve: Mhmm.

Brandon: But to me, the most important person in the transaction is a buyer. Right? Because the buyer pays the title company, the buyer pays you, and the buyer pays the seller. Without the buyer, obviously, you nothing nothing gets paid. Yeah.

Steve: That's happening.

Brandon: So what I like to do is reverse engine reverse engineer the hosting process. Right? And And what I started to understand in my market in Orlando specifically, that most people were at most of my cash buyers were willing to go ahead and take deals at 18%

Steve: Mhmm.

Brandon: Right, gross. Where the 70% rule, that means that they would make 20%. Right? And I was out beating my competition because I was able to offer, right, a little bit more to the seller because I knew that I can wholesale it Mhmm. For a little bit more.

So just because of that 2%, I was able to go ahead and get more deals. But one of the best things that I found out was a code violation deal.

Steve: Right.

Brandon: And my favorite list is code violations. The reason why is, Batch, I love you, Prop, I love you. I love all these systems. Right? But these these systems and and these websites, unfortunately, cannot get code violation data.

Right. Right? Unless you know one that can get one.

Steve: Nope. Or you should go to the county for us. Yeah.

Brandon: Yeah. Exactly. So the greatest thing that I used to do is that I used to go ahead and

Steve: go to the county. Right? I used to get the code

Brandon: violation list, and I used to go ahead and find all properties that had a real estate attached to it because some don't. Right? Some can be, agriculture. So it can be, you know, businesses, industrial, whatever the case may be. And then what I would do is I would look up the codes.

I would call them and find out what the code is, right, for this or whatever the case may be. And then I would filter that out. While I was at work, I would cross it out. And then I would contact them. Right?

And I would do direct mail. Now the cool thing about this is that I closed ended up closing this one deal, and the deal was essentially that the person didn't didn't really care about the house because it had over a $100,000 in code violations. It was it's been abandoned for a long time, ten years plus. And when we went to the deal, we approached it. We said, well, okay.

We can't really do nothing here. Like, what can we do? I think the house is probably worth maybe $1.70. He owed, in violations 100,000. There was no mortgage on it.

Mhmm.

Steve: Well,

Brandon: what we ended up finding out is that there's this thing called lien amnesty. Lien amnesty is where if you bring the property up to code, they will actually clear out 90% to a 100% of all the violation. Right. And most of the times, what they'll do is that they'll only charge you up to an like, a certain amount of hard cost. In my area, I think it was, like, three k, or it would be, like, 98% of it cleared out.

You don't have to pay an extra or whatever it was. So when we found that out, I had, basically, my buyer commit to taking it with this cloud on the title, understanding that once they brought it up to code, the county would go ahead and wipe that whole lien off. And most of it was just rubbish, you know, the roof wasn't done, the the the the landscaping was horrible. Yeah. I think it was maybe, like, condemned so they don't want people going in there or whatever the case may be.

But once they brought up to code, they agreed that they would wipe it all away. Mhmm. So I actually wholesale that deal for $40,000. Right? And the homeowner walked away with 3 k.

We gave him 3 k.

Steve: Mhmm.

Brandon: And that's what he's like, I'll take it because obviously, I'm like, hey, listen. This is a gamble.

Steve: I'll sit down.

Brandon: Yeah. I don't even know he didn't even know what I was gonna do with

Steve: it. Right.

Brandon: In all reality, we knew we was about to get this 100 k lean wiped off.

Steve: Mhmm.

Brandon: So, yeah. Essentially, that's when I started to go after code violation deals because I knew that nobody else was gonna go after them because, once again, they're using these these websites. Right? So code violation deals really helped me a lot and I started to understand lean amnesty and I started to go to other counties to try to see what their codes or what their their practices were.

Steve: Is that your name for or is that other people call it?

Brandon: No. Lean amnesty is what the county calls it. It's just an amnesty for the lien to take it down, to wipe it away as long as you're bringing up the code. Because you have to understand, most of these cities, and ordinances, they they just want the house to be good. Mhmm.

They just want it to be clean.

Steve: Just don't be ugly.

Brandon: Yeah. Don't be ugly because they wanna put other people in

Steve: the neighborhood.

Brandon: Yeah. Imagine you buy a house, and right next to it, it's an abandoned home that's just been sitting there for ten years.

Steve: Yes.

Brandon: So for them, their hard cost is sending somebody out there just to put a sticker on it.

Steve: Right.

Brandon: Right? So if you're able to just part ways with that, they're okay with you bringing it up to code. And that's what I found out, and I was able to make a lot of money.

Steve: Did you buy it subject to the existing code violations?

Brandon: No. No. I literally had the cash buyer take it with the cloud on the title. So there was an encumbrance on the title, which essentially means you're taking it with a lien, and the lien says that there's a code violation for a 100. But the great thing about it is that I went with the buyer to the city, and the city said, yes.

We'll even sign this paper saying, once you bring it up to code, we will wipe it down to just this amount. Mhmm. She was okay with it. I was okay with it, and that's where she literally signed me over a check for 40 k. Yeah.

Yeah. It was crazy.

Steve: Yeah. It's, it's something that I know there's another person in Florida that's like that was the thing. Like, he bought everything subject to code violations.

Brandon: Oh, okay. And then

Steve: he just negotiated them all down. Dope. Yeah. So you have pretty fancy pretty quick. Sales are becoming more difficult in this market.

You have more competition than ever before, and homeowners are less willing to work with you on price. More and more leads are coming to you that have listed their home with a realtor already or talking to a realtor. Because homeowners are pitting you against yourself, you feel like you have to pay more just so you have a chance. It doesn't have to be that way. Remember what it was like when you had little to no competition?

What if you could connect with the homeowner and build so much trust that they feel like nobody can compete with you? Would you close more sales? That's why I wrote active listening two point o. With our book, you can develop so much trust that the homeowner won't want to work with anybody else. If you want a copy by book, go to closemoresales.com/book and download it today.

In your business.

Brandon: What was I did and here's the biggest thing. I know you said this in another, podcast. The best thing that I did, man, is I documented my journey.

Steve: Mhmm.

Brandon: And I started I would go live on Facebook and Instagram. The only person

Steve: I did.

Brandon: In '20 yeah. '20 no. In 2018

Steve: Mhmm.

Brandon: I was going live on Facebook and Instagram, I might have joined around the same time. But I know for Facebook, for sure, I was going live. And the only person that would be on there, like, my mom or my aunt and my cousin. Right. And I was just documenting my journey, walking through a house, just talking about, look, look how ugliest houses, what I'm gonna do.

I'm gonna flip it. Because at that time, you know, explaining wholesaling was just, like, too much. So I'm, like, okay. Yeah. I'm flipping these houses.

Right?

Steve: Right.

Brandon: And and the greatest thing that I've always done is I've understand to be a student of the game and always learn and always learn. So I've always been a YouTube person. I've always been I can watch I I can get addicted, and that's one of my obviously, I think that's one of all of our entrepreneur, I guess, you can say, stickler things. Right? Is that we just get addicted to success.

Like, we just want more and more and more and more. So when I got into hosteling, I just wanna learn everything about real estate investing. It's, like, I was just addicted to it. And that's how I was able to just figure things out. And with hosteling, what people don't understand is all you're doing is you're providing a solution, but you have to find out what the problem is.

And most of the times, people don't know what the problem is. I'll give you another suggestion, of a deal that I had. A lady, she was going through pre foreclosure for, I think, two months, and we called her and we said, hey. Are you interested in selling your property? And she was like, yeah.

I am. But, you know, I'm always they always tell me they're gonna give me an offer. They never give me an offer. I'm like, okay. Great.

I'll come by and give you an offer. Basically, she, was in a situation where nobody could really wholesale her property because she didn't have nowhere to go. And she said, well, Brandon, do you have houses? I said, yeah. I have a bunch of houses.

And she's like, okay. Well, great. Show me some of your houses. You know what I did? We're in our Facebook Marketplace Mhmm.

And find her a house. Now she couldn't qualify to buy a home because she was obviously in a bad situation, but she was getting enough money from her pension to rent a house or rent a room. Mhmm. What we did is that we found a room for her to rent. We found her a spot.

We wholesale the house. We made money. She made some money, and it was a deal that a lot of other wholesalers didn't pass up on. So what I tell people is you have to be that so like, you have to bring that solution.

Steve: Yeah. You'll be able to solve problems.

Brandon: Yeah. A solution with her was just she didn't have another place to go. Yeah. As as a solution finder, a problem solver, we found someone somewhere for her to go.

Steve: Absolutely. So who helped you, like, figure a lot of this stuff out?

Brandon: Yeah. So, one of my early on mentors, man, his name is Mac. Shout out to Mac. He's actually a hard money lender. Mhmm.

A big hard money lender in my area. And I I I remember, like, it was yesterday. He basically told me I was like, man, I I wanna start learning how to flip houses. And he's like, well, why? I'm like, man, because that's you can make more money.

And he's like, why do you think that? And I'm like, I don't know. Just HGTV and, you know, Netflix. And, essentially, he told me and he broke it down how there's so many there's so many variables when it comes down to flipping houses on why hosteling and even hard money lending is way easier.

Steve: Mhmm.

Brandon: You know, you have buy buying a deal.

Steve: Oh, man. Hard money lending is great.

Brandon: Yeah. Yeah. Yeah. And we'll get into that because I wanna I wanna talk to you guys about what what what how you can make so much money because that's my end goal. Right?

But, I mean, with flipping a house, right, you have to get a good deal. You have to get the financing for it. Then you have to, obviously, hope you don't get conned by the contractors. Mhmm. Then, obviously, the, the inspector, then the appraiser, then the the realtor, and then the market.

So he was like, man, there's so many people, so many hands in the bucket. But, wholesaling, find the house, you assign the contract, you're in and out, you make just as much or even more. And that's when I started to understand, okay, this is when I have to go ahead and start hitting the pedal to the metal and, just going harder with with my marketing.

Steve: Yeah. So, you start again '17 around then. Mhmm. When did you start having success?

Brandon: So, man, I'll be honest with you. It wasn't till the '18, probably the '19, where, I had over 6 figures in my bank account, Steve, and I was still cutting hair on the weekends. I had the scarcity mindset of, you know what? I can still make a couple 100 4 or $500 on a weekend. Why leave this job?

Why leave this job? But the worst thing about it is that the wealthy and the rich, we use our money to to buy other people's time. And, obviously, the middle class, lower class, they use their time to make money, and I didn't understand that.

Steve: Right.

Brandon: Right? And so I read the book, which was the, I think it was what, twenty four hour or twenty five hour week of damn, I forgot the name of the book. Essentially, it talks about how you can make a lot more money faster than you can save it.

Steve: Mhmm.

Brandon: And I quit my job, and that's when I went full head in. One of the biggest things that I did was called market research, and I think that's another reason why so many new wholesalers fail is because a lot of times, you may go into a market, but you don't know the demographic. You don't know the the household medium income. You don't know what's the best list to pull. Mhmm.

For example, when I firstly started hosting later on in my career, I went to Las Vegas. And what I did was I did this was when text messaging was hot.

Steve: Mhmm.

Brandon: This is, like, I think when Bass came out. And and text messaging was really hot. So we had text messaging, and we just pulled a really good list. I think we pulled, like, unknown equity. You remember what unknown equity Yeah.

With the golden, addresses was really okay. So we did something like that. No deals. And I'm, like, why is no deals working? We did market research.

Guess what we found out? Most of the people in Las Vegas are elderly. Mhmm.

Steve: We

Brandon: also found out that there's a lot of, high equity entire landlords there. Mhmm. So we said, okay. Listen. The demographic is different.

They're probably not gonna answer the text messages.

Steve: Right.

Brandon: Obviously. And you know what? We're targeting the wrong list, the wrong people. Right? So what we did is we changed it up.

We went with, High Equity, went with Tire Landlords, and then we went with cold calling and direct mail. And guess what? We started getting deals. Yeah. So a lot of the times, I think when you get started, many people, they start fishing in a pond that don't they they don't even know if there's fish there.

They don't even know if there's actually, you know, buyers even buying in that area. So it was really, really important for me. I started off with getting a lot of buyers first, finding out what they really wanted to buy, how they wanted to buy, what they're willing to spend. Then after that, I started to understand my market, understand the median sales price, which was another great thing for me. In my market, the average, wholesale fee is 28 k.

I've been in some markets like, Detroit or like, Ohio Mhmm. Where there's smaller assignment fees because the median sales price is lower. Right. So choosing a market that makes sense for you to have chunky wholesale fees makes a big difference. I think a lot of the times we have great podcasts and YouTube videos and stuff like that like ours, but we don't talk about the market research, enough because it's very important for you to understand your market and know who your avatar is.

Steve: Right. So you expand to Vegas. Mhmm. At that time, do you expand to multiple markets?

Brandon: Yeah. So, after I went and and and started just dominating, Orlando, I was I was doing great, man. I was doing direct mail. I had the the the USPS people working for me, and I was just doubling down. I was doing really good.

At that point in time, that's when I started to understand that I I couldn't do this all on my own. Right? I I got really, really good with systems

Steve: Mhmm.

Brandon: And, CRM, And I just use the CRM to be able to help me automate, delegate, replicate my myself, and started to understand KPIs, which which was very important because, a lot of the times, you don't know how you got here. And my first year, I didn't know how I got there. I all I knew I was just doing the shotgun approach. I didn't know What do you

Steve: mean you don't know how you got there?

Brandon: I didn't know how I closed the deal. I didn't know how many touches it took. I didn't know what list they came from. I didn't know what skip trace provider I used. All I knew is that the lead came in.

I called it several times. I got an appointment, and I closed a deal. You know? So that was the number one mistake that I corrected, first off was was that. The number two mistake, just to kinda backpedal, was when I would get one or two deals, all I would do was focus on those two deals.

And I wasn't working on getting new leads in the pipeline. Right. Because you're just so you're just wanting to get those deals closed.

Steve: Yeah. It's so important to get those deals closed. Yeah.

Brandon: Yeah. Because you're like, man, it's there until one until obviously, then one of those don't close, and then you're like, oh my god. I thought I was gonna make 25,000.

Steve: You lost the money, and you you went prospecting.

Brandon: Exactly. Yeah. So that was the second thing. And then the third thing was just more so, doubling down, man. You know, you're making money.

Double down in your business. Pay for mentorship. Pay for systems. Pay for better quality data. Hire VAs.

So I got really good at training. I got really good at sales. And and and yeah. So I started to expand. We went to Detroit, North Carolina.

Las Vegas, I did for a little bit. I really didn't get too much traction there, but, Detroit, North Carolina, and, and, Orlando was just my markets. Gotcha. I was just tearing it up.

Steve: So when did you realize, like, this is this is it?

Brandon: I would say right before the pandemic.

Steve: Right before the pandemic.

Brandon: Right before the pandemic.

Steve: And then after the and then after the pandemic? Man.

Brandon: So right before the pandemic, I had a beautiful office just like yours. I had a office of 12 peep 12 people, and, you know, I had acts. I had dispositions. I had TC. I had admin.

Mhmm. Had the whole shebang going, me and a partner. And, yeah, the pandemic hit, and it was crazy because I remember 2020 in January, I did my first speaking engagement. They were like, hey. I want you to come and speak.

So I did my first speaking engagement, and then you know how that goes. One wants you, then the next wants you, and then Yeah. Yeah. Just a facade of people wanting you on their platform. And then all of a sudden, I think what was it?

I don't know. March, April, around this time, that's when the pandemic start you know, people started talking about it.

Steve: March is got is when it got real.

Brandon: And then I started having deals slow up because of the the county. People weren't working and all that. And I was I was just in my head, like, what am I gonna do now?

Steve: Yeah.

Brandon: And that's to kinda get into it, that's kinda how, I I lost over, you know, $10,000,000, wholesaling. Mhmm. Because one of the biggest things

Steve: I didn't point you into that.

Brandon: Yeah. Yeah. Go ahead.

Steve: It was really clutch in a lot of states. Only a couple of the warrant that, all the escrow companies were deemed, necessary work. What was it? Was that the term? We're like, you know, we we need these was it necessary employee?

Brandon: I yeah. But I know what you're saying. Nurses too, doctors too.

Steve: Right. Yeah.

Brandon: Yeah. Yeah. Yeah. Yeah. But it

Steve: was really clutch. They're like, yeah. You know, escrow, real estate companies, like, that is a necessary

Brandon: Yeah. Industry homes.

Steve: Right. Yeah. So because because we're all freaking out.

Brandon: Yeah. Oh, freaking out. I I remember at one point in time, we were just it was just nothing you could really do.

Steve: I know Virginia was the one that closed. Right? Or or one of those states right right right there or, like, Pennsylvania closed.

Brandon: Yep. Yep.

Steve: Right. Like, I'm I have friends in in Pittsburgh, and they're, like, losing their minds because, like, Pennsylvania, they close.

Brandon: Yeah. Yeah. Yeah. No. I mean, New York, I obviously, I'm from New York, and my family was just I mean, it was just crazy in New York.

And New York got hit really hard.

Steve: Yeah.

Brandon: New York got hit so hard that I remember, I think, later on, they're letting people out. They're letting people out from the jails. Like, that shouldn't even been out because they couldn't

Steve: I remember.

Brandon: It's too bad.

Steve: I had a private money lender in in New York, and we're trying to do this deal. Mhmm. And he could not get the money to us. He just could not get the money to us. It was like, you you can borrow money.

Right? Like, you need it, like, tomorrow.

Brandon: Mhmm.

Steve: Right? And, like, we gave him, like, three days. Like, hey. We need this. A week later, I was like, where are where is this money?

He's like, I can't I I'm trying to get this to you, but the banks just, like, they won't Let you do it. Yeah. Like That's crazy. It was insane. So Did

Brandon: you ever think something like that would ever happen? Like like, going anywhere where everybody has mask on and

Steve: Not that early. I mean, I kinda I mean, I've always kinda

Brandon: Had some thought. Yeah. I mean, my own history. Right? Like Mhmm.

Steve: Coming from China and Vietnam where communism took over, like, I kinda feel like this is gonna happen in The United States at one point. Yeah.

Brandon: I just

Steve: didn't think it was gonna happen

Brandon: in 2020.

Steve: Yeah. Which is crazy. Good thing was, you know, we're in Arizona, so, like, COVID never happened here. Right?

Brandon: Yeah. In Florida too. We were, like, open, like, after, like, two months. Parties, everything was open.

Steve: Yeah. Carlos, his thing was, he was saying, you know, come to Zona for their own. Right? So, okay. So losing $10,000,000.

Yeah. Hold on real estate.

Brandon: Yeah. Yeah. So one of the biggest things that I want you to understand is is number one, real estate host land has changed my life. Real estate host land has made me a lot of money, but more so, I learned how to actually invest into real estate

Steve: Mhmm.

Brandon: By wholesaling real estate for free. But one of the biggest things that a lot of the times we don't take into account, is building sellable businesses. And my opinion, an acquisition company, a wholesaling company, is just as good as, I'll put an example, the Lakers. Right now, LeBron is playing for the Lakers. But is the Lakers gonna be valued a $100,000,000,000 if he leaves?

And the answer is no. So a lot of the times when you go to sell your hostel and company, you're really just selling data systems and process or CRM that you're using from maybe another another third party. Right. So there's really nothing tangible there, in my opinion. And what I should have been doing is I should have been not wholesaling everything, but I should have been keeping some of the properties.

You know, I've had assignment fees of 70, multiple times, 70 k, 60 k, 60 k, 50 k, 70 k. And a lot of those deals had huge equities in them Mhmm. Where I should have kept it. One was in the pandemic, which was my biggest deal, 70,400. And I remember I got that deal for $2.10.

I wholesale it for $2.80. And since the COVID was booming, the market was booming Mhmm. They sold it for, like, $5.60. And if I would've kept that property just off of that property. Right?

Steve: Mhmm.

Brandon: Just think about how much money in equity, just the cash flow I would've had. So a lot of the times you go into it because of the scarcity of mines that we have from coming from no money or working in corp corporate America not having that much money to then having so much money, you always are chasing that number in your account. You wanna have that stability, and that's how I was.

Steve: Yeah. Right?

Brandon: So I wholesale everything, and I didn't think about, you know Didn't keep anything? I have a couple, you know, but, well, obviously, now I have more. But at the time now, I I probably had, like, two. I had, one creative finance deal subject to and, I had one rental property that I got for really cheap and I was I was, like, okay, cool. But $50,000, 40,000, I'm hosting, hosting, hosting, hosting.

So that was the biggest mistake, and that's how I was able to lose so much money because at the end of the day, wholesale and real estate is transactional. If you're not marketing, you're dying.

Steve: Mhmm.

Brandon: Right? And the game is consistently changing because of the texting Stop. Because of the cold calling. I I know you was on here with Jerry, right, talking about winter is here and it's not coming. Obviously, National Association of Realtors just said that, you know, what's going on with the realtors?

I mean, there's so many people teaching real estate wholesaling that at the end of the day, there's bad apples out there. And, unfortunately, you know, there's gonna be people that are just gonna come in and and do it the wrong way, and and it's gonna be bad for the rest of us. So, the greatest thing is what I started to do, right, is I started to leverage my cash buyers. I would ask them, you know, say, hey, Brandon. You know what?

Yeah. Can I give you a 100,000 for this property? I would say I want a one zero five. And I'd be like, well, listen. I'll cut you a deal.

I'll do one zero two five. Right? If you go ahead and sign the e you know, send the EMD sign right now. But I wanna be able to shadow you on this project. I wanna be able to ask you question.

I wanna be able to go, you know, look at the deal as it as it goes through.

Steve: Mhmm. And

Brandon: what I started to understand is I started to leverage their hard money lenders, their private money lenders. I started to leverage understanding what properties or why they would rent over flip. I would ask them, hey, listen. Why do you

Steve: There are all the different exit strategies.

Brandon: Yes. Exactly. Why why do you always paint your house as gray and then then the door is red? Right? Or why do you always use this?

Or and they're like, well, listen. Do you think that this person knows that this house thirty minutes away looks the same as this house? No. We're reusing the materials. Mhmm.

So I started to understand the flipping game, and I started to understand the rental game, right, the section eight game, all for free by leveraging my cash buyers and selling houses to them and making money.

Steve: Right.

Brandon: Right? Which is something I should've been doing since the beginning. So, actually, after COVID, what I started to do is I got a private lender that was helping me out fantastically. And, basically, what I would do is I would get it under contract under my hosting company, and I would wholesale it to my flipping company. Mhmm.

And then I would go ahead and use that money to get into the deal, and I would basically flip

Steve: the house with

Brandon: no money down. Right. So that was a great strategy that I learned from what my buyers were doing because they would always say, hey, Brandon, listen. Can you can you go ahead and assign this to me Mhmm. For x amount and then put that you're gonna pay, $5,000 to this other company?

And I'm like, okay. Whatever. Like, as long as title says it's okay and it's legal, we'll get it done.

Steve: Yeah.

Brandon: But I never understood what they were doing because I didn't care. I was just making my own money. And so I started to understand what they're doing, and then I started to do the same thing. Yeah. So one of the biggest mistakes, and like I said, it was literally keeping more than what I was host selling, but also leveraging the people that are really investing into real estate, really buying, really flipping, really holding.

Right? And how are they doing it? Right? I had one cash buyer that's made me over 6 figures, and he owns, I think, over a 100 properties, and he was been been doing Innovations. When I told him about Innovations when it came out a couple years ago, he was like, man, we've been doing that forever.

And And I'm like, in my head, I'm like, man, I've known you forever. Why didn't I ask these questions? Mhmm. So that was the biggest mistake for me, and, obviously, I had to learn that the hard way. But the great thing about it is that you can always start over.

Right?

Steve: When did you have this epiphany?

Brandon: I would say, towards the end of the pandemic. Right? When when I when I thought everything was gonna go bad, but ended up just getting better

Steve: Mhmm.

Brandon: I said, you know what?

Steve: So you're in the beginning of the pandemic?

Brandon: No. Like like, right in the just a bit when when things started to open back up, I told myself Gotcha. Well, what if I can't wholesale anymore? What if what if there's no more houses for me to wholesale? What if what if the you know?

And I just was think thinking about this, but I'm like, okay. What if I can't, you know, get a title company closed? Like, where am I gonna make money? Right? And, of course, I was making money, teaching people and helping people, but at the end of the day, real estate is a game.

And that's when I said, you know what? This is what they talk about when it comes down to generational wealth. But in my opinion, being around wiser and better people that make do better business than I do, I started to also learn that, in my opinion, real estate is not really for cash flow. At least the rich and wealthy don't do that. What they do is they use real estate for tax advantages and wealth preservation Mhmm.

Hiding your money. Right? I don't know if you would agree because most of the times, these things on TikToks and YouTube's like, hey, buy duplex, live on one side and rent out the other side. But $3,400 is not gonna change your life, in my opinion. But hustling did change my life because of what I did is that I used those now I'm a great marketer.

I I know how to find deals. I know how to negotiate. Right? I know how to train other people. And now I know which deals to buy, how to buy them, and which edge edge strategies to use to preserve, obviously, my money and to be able to use all the tax advantages that I need.

So what I would say is that generational wealth, to me, is transferred to intellectual property

Steve: Yeah.

Brandon: Which is why you can that's one brand you can never go broke from is intellectual property.

Steve: So, you're keeping more of the properties now?

Brandon: Keeping more now for sure.

Steve: And so is it we're saying $10,000,000. We're saying, like, that's how much you how much wealth

Brandon: Wealth. Yes.

Steve: You miss the opportunity cost.

Brandon: Opportunity cost. Yes. 100%.

Steve: But would you have been able to keep them if you wanted to?

Brandon: I wanna say knowing the resources that I had now at the time

Steve: Knowing what you know now, maybe.

Brandon: Yes. But the resources too, because my mentor is a hard money lender. Mhmm. Right? And and the buyers and people that would, you know, I if I leverage the right pieces Mhmm.

I would have a 100% did it.

Steve: Yeah. Like, I mean, like, what you're talking about here is kinda like my my I don't have a lot of regrets. Mhmm. Right. But I have one major one in real estate.

Okay. And it was my arrogance and cough my arrogance, the and and limited mindset in in 2007. 2007.

Brandon: Peace to the limited mindset.

Steve: Right. So, like, I remember walking around ASRIA, which at at the time was the biggest real estate investor association in Arizona for sure, but it's consistently one of the biggest. And I'm walking around this they have this annual convention. Mhmm. Right?

Like, all the vendors, like, they pull out all the stops. Mhmm. You got the booze and this and that. Right? I'm walking around with my broker at the time.

Like, what's that thing over there that's, like, 18% interest? And, like, it's a hard money lender. Mhmm. Like, what do they do? It's like, they lend money to buy real estate.

It's like, you're paying 18%.

Brandon: Crazy.

Steve: Right? That's stupid. Who would do that? Yeah. Right?

And I'm looking over here, and then here's here's this guy talking about, like, you know, I teach you how to buy houses, you know, discount, distress, this and that. Mhmm. I was like, okay. Well, that guy's a scammer. Right?

Right. This guy is trying to sell me education for 25,000. I'd rather lose 25,000.

Brandon: Then pay this guy.

Steve: And pay this guy. Yeah.

Brandon: Yeah. For sure.

Steve: So I'm thinking this guy's a scammer. I'm thinking buy buying borrowing money at 18% is stupid. Stupid.

Brandon: Yeah. Right?

Steve: I could have bought the entire Phoenix market. Right?

Brandon: With with just those two booths.

Steve: With just those two booths. Right? Yeah. Yeah. I could have bought as many houses as I want because at that time, 18% interest, I'd still be cash flowing.

Right? You could buy a house worth 40 k Mhmm. That's worth over 400 today. Yeah. You buy for 40 k Wow.

At a 60. 18% interest, and you're cash flowing on day one.

Brandon: Day one. Yeah. And then with the with the APR, they were given out then even if you refi it out.

Steve: Yeah.

Brandon: Because now it's so difficult. The interest rates are I don't even know what it is now. Six or something. Yeah. So yeah.

That I mean, and that's why It was about

Steve: six back then as well.

Brandon: Was it? Yeah.

Steve: Yeah. Yeah. But, like, I could have bought the entire city.

Brandon: Yeah. Right? Like, there

Steve: there's there's no limit to what I could have bought Yeah. At 18%. So I'm with you on that.

Brandon: Yeah. Yeah. Yeah. I mean, and that's but that's the great thing about this game is that you live, you learn, and you're able to go ahead and take this and move forward. Now we know.

And that's another thing that I tell people, that the best business to start is the one that you don't know. Mhmm. And for so long, I didn't know about real estate, specifically wholesaling. And and and a lot of time, it's the information that you don't know. That $25,000 could have saved would would have saved you.

Steve: Mhmm.

Brandon: Millions of dollars that you that that that you could have had in wealth or time that you spent trying to learn what he was already teaching.

Steve: Yeah. And, yeah. So not a lot of regrets. So that's that's definitely one of them.

Brandon: That's good. Well, I mean, it's good. You learn from it now.

Steve: But, you know, what I've been saying and like I said this when when when COVID struck. Right? Even though it never happened, I was like, yes. Finally, my time is here. Right?

Everything I learned in the in the first crash that I experienced, I can now take advantage of it.

Brandon: Love it.

Steve: And it never happened.

Brandon: And that's another thing that, like, a lot of the times, I I don't know if you would agree with me, but I I think that I I saw coming what's I what I think is transpiring now, which was I mean, Warren Buffett said when people get greedy, that's that's obviously when you're fearful. When people are fearful, that's when you become greedy.

Steve: Mhmm.

Brandon: And it didn't make sense to me that during COVID, how the market was still booming, how people from home were still making more money because of PPP, stimulus, SBA, right, working from home. And, of course, the world kinda stopped, but money was still being made or at least given.

Steve: Mhmm.

Brandon: That now I think we're reaping the repercussions, and we're going to reap the repercussions of it because of what happened in 2020.

Steve: Yeah. Well, so there's another lesson Mhmm. With COVID that for sure I'm gonna take with me. Right? The next time the government turns on a printing machine the money machine Mhmm.

Take it. Buy everything. Right? If the money if the government starts printing money, buy everything. Mhmm.

And once they stop printing money, then in about eighteen months, sell everything.

Brandon: Well, see, that's another thing that I learned too. Right? And this is why I always say be a student. So the the average bear market, right, is, I think, sixteen months, which for those of you that don't know what a bear market is, it's a recession. Mhmm.

Right? But since most Americans don't have more than a thousand dollars in their in their bank account, that's why it's very hard for us to get through a bear market.

Steve: Mhmm.

Brandon: But the average bull market is I mean, now it's over twenty years because the last, well, it's gonna be almost twenty years because the last recession was, what, o eight to o seven? Yeah. Right? But the average from what they said was, like, fourteen years. So if you think about it, that's why it always takes so long for the market to stabilize again because of the bull market.

But but yeah. I mean, these are all things that we're not taught. These are all things that we learned from, obviously, our mentors, our teachers, and and other people that are smarter than us.

Steve: We just observe.

Brandon: That and and we observe. Yeah. Yeah. Yeah. And this is what I love about being around, people that are going through things, that are learning because, like I said, I don't think we'll make these mistakes again.

Steve: Yeah. Well At

Brandon: least I don't hope so.

Steve: And that's what I was you know, I've shared this to some colleagues. They're like, you know, they're worried, like, well, what this happens? What did I have? It's like, we've got the best relationships Mhmm. And access to capital.

Right? 100%. So, like, when we see these indicators again, right, like, give me look. Like, I got I got burned in in in blockchain. Right?

Because I didn't understand Mhmm. These dynamics. Mhmm. But, again, next time. Right?

Next time they turn on the money printing machine, like, just buy Yeah. Everything. We all saw it in real estate. Yeah. Right?

And now we're seeing the cash getting sucked out. Mhmm. Right? And you see what happens when cash gets sucked out of the economy. Yeah.

So we all got to experience that. So, you have a community of people that you work with. What is that? Most business owners waste their time and money on solutions that never fix the root problems. They'll address all the symptoms due to slow revenue.

And because they're only fixing the consequences, the real problem stays hidden and the cycle of wasting time and money continues. It's like having a lingering headache that won't go away despite trying every over the counter medicine, when in reality, should've just gone to the doctor and had them figure out exactly what was causing the headache. And that's what's so difficult about business. You can see and feel the symptoms and yet struggle to find it. Now imagine you can find a prescription that doesn't just mask the symptoms but actually addresses the root cause.

Where would your business be if you address that right now? That's what our sales event is about. Your marketing doesn't suck. Your leads aren't bad, and your operations aren't terrible. It's that you haven't addressed what actually makes you money in wholesale, which is the conversations you have with homeowners.

It's critical that you build trust with sellers, demonstrate that you fully understand their situation, know exactly what's keeping them up at night, and paint the ideal outcome that leads them to a better future by working with you. That's what it takes to get signed contracts and keep your business going. Simply put, at our event, you'll walk away with the framework, phrases, questions, documents, and process to close more sales and buy more houses. Join the hundreds of others who've come to our live event and dramatically grown their business. Our event is happening soon and is available for you to join only if you're willing to take the pill.

Brandon: Yeah. So, it's actually me and a couple of business partners. We have what's called wealth community. And, essentially, what we did is we started to, put information out there, about just financial literacy. One of the things that I devoted my time to understanding was money management Mhmm.

Real estate and credit. Just because these are three things that you're always gonna have a problem with. Credit is I I try to use credit for everything that I do because I always have to show them, right, that I'm a credible, reputable person and how can I get more money?

Steve: Mhmm.

Brandon: Right? I tell people all the time, listen, you may have $10,000,000, but the bank will always have more money than you. So you have to always show these people that you're credible because they're gonna be there to help you buy more real estate Mhmm. Fund your business, help you with everything. Alright?

So we just started putting out more information into communities, to to go ahead and understand, these things. And I run a wholesaling community, obviously, where I teach people how to go ahead and get started flipping contracts. And it's just the best thing, man. Being able to help other people understand real estate, especially with the with the barrier to entry that real estate hosting provides Mhmm. Is just is just great because it there's no better feeling to me than helping somebody else get that same same feeling that I had when I closed closed my first deal.

Yeah. And and and, honestly, making money is cool, and it's it's obviously a law of reciprocity. Right? You give, you give, you give. The world's gonna give it back to you.

But helping other people just beat that rat race and, you know, say, hey, man. I I'm so thankful to be able to get in real estate because of you is is just one of the best feelings.

Steve: Oh, it totally is.

Brandon: Yeah.

Steve: So, you have one community or multiple communities?

Brandon: So I have two. So I have one that's personal, and then I have another one with, actually, Real Estate Diddy, Brian, and a couple other friends, which is the financial literacy one.

Steve: Okay. So how can someone find out about the whole financial literacy thing?

Brandon: I mean, they can just, contact me on Instagram, you know, link in my bio, Facebook. Yeah. Facebook is Brandon Narim. My YouTube is Blue Note to Brandon. So just, you know, you can just get in contact with me.

Steve: Because I'm I'm very passionate, of financial literacy. Like, I think that's one of the It's the biggest problems we have in this country Yeah. If not the biggest.

Brandon: Yeah. I mean, I've used, you know, credit, to go ahead and liquidate, and buy, real estate assets, and then just transferred you know, did a balance transfer to a 0% interest credit card.

Steve: Mhmm.

Brandon: And it's great. I mean, sometimes you don't know, man, but with a Discover with a Capital One, it could really help you turn into buying an asset, or it can help you turn that that credit into thousands of dollars to be able to help you out. So, as long as you're leveraging it correctly and as long as you understand credit, it's very, very important. You know? I I definitely definitely agree.

You know, financial literacy is very important, to understand.

Steve: What's your mission there?

Brandon: Man, the mission there is to understand the rat race and understand what America and how, in my opinion, how it's how it's based. When when you bought your car you still have a Tesla?

Steve: I do. Okay.

Brandon: Well, shout out to Tesla owners. Right? I'm a have a Tesla too. But when you bought your car, could you leave the car lot without car insurance? No.

No. But when you were born, they let you leave without life insurance. Yeah. Why is that?

Steve: Because we're not the cost to replace us. The cost to replace us is not I was what's the word? I mean, we're priceless, but, the financial damage there's a lot of emotional damage if you lose us, but there's not a lot of financial damage.

Brandon: There you go. Right? So what I want people to understand is is that nobody's coming to save us.

Steve: Mhmm.

Brandon: Right? And, unfortunately, the best thing that ever happened, in my opinion, was the Internet because the Internet bridged the gap between the wealthy, the middle class, and the poor because now you don't have to go and sit at a holiday seminar Mhmm. Right, with the guy wearing the oversized suit trying to show, you know, sell you so you had to flip house At

Steve: twenty five k. I'll talk to him.

Brandon: Twenty five k. You cannot go on TikTok. You cannot go on YouTube. You cannot go on on Instagram or wherever. You can learn things, for free.

And all you have to do is put in the work. Right? So for us, it's putting out the information to help people

Steve: Mhmm.

Brandon: Really understand how to go ahead and make money and be able to retire their families. And it all starts with intellectual property. Like, I think that if if if I was to restart, you named it, relationships. Right? If I if I have my phone number and I'm still in good standing with the people I know, I know I'm gonna be good.

Yeah. Number two, if I just know what I know, then that's great. And number three, what God gave me just my my God willing hustling and talent, my tenacity. Right? But in there, Harvard doesn't fall in there, talking about, you know, pie and four times five or this table and the science.

None of that to me made me any money. I still haven't made any money from my college degree. Mhmm. But this has made me a ton of money. Right.

Steve: You

Brandon: know? So that's why I think financial literacy is so important in understanding the structure of real estate. There's so many people that I come across that I tell them, yeah, I do real estate. And they're like, oh, okay. Great.

Maybe hope you know, hopefully, you can help me list my house. I'm like, I don't do that type of real estate. But I'm like your house. Yeah. But what's your house worth?

And you know what they tell me, Steve? I don't know. And in my head, I'm like, the average person buys two homes in their lifetime. Mhmm. They spend more they spend almost all their savings getting into that home or those homes, but then you don't even know what it's worth.

Steve: Yeah.

Brandon: And that's why, you know, you have people like realtors or you don't know how to do for sale by owner, you know, to where you can sell the house for thirty years on a note and keep the property without the headaches of being a landlord. Right? Or you can lease option it every two years if somebody keeps defaulting, keep getting a down payment. Right? Like, what you don't know these things because of the fact that you're not investing in educating yourself.

Steve: So you should have a conversation with Chris Jefferson.

Brandon: Yeah. No. Oh, Chris is my boy.

Steve: Because he's always talking about how realtors are worthless.

Brandon: Yeah. CJ is my boy. Shout out to CJ.

Steve: Right. Well, I was like, people don't understand these things. Right? And I'm not saying here that realtors are are are, you know, god saving grace. Right?

I'm not saying is any of these things. Right?

Brandon: There's a

Steve: lot of

Brandon: great realtors out there.

Steve: Yeah. But

Brandon: there's a lot of realtors that aren't that great.

Steve: I mean But

Brandon: in every profession, it's like that.

Steve: Yeah. Alright. I mean, like, for sure, like, 90% of realtors are absolutely worthless. Like, I'm you're not gonna I'm not gonna argue that they're all valuable. Right?

I mean, this is me with the realtor hat on. Right? Like Yeah.

Brandon: Yeah. And I'm a realtor too.

Steve: Right. So, like, 4% to 96% of the business. Right? It's not eighty twenty in real in real estate. The realtor was, like, four ninety six.

Brandon: Yeah.

Steve: Right? But that point there, like, people don't understand these things. They don't understand, like, what escrow means.

Brandon: Mhmm.

Steve: Right? Like, you go to you you showed properties. Yeah. And we're gonna go put an earnest money deposit in escrow. Mhmm.

What?

Brandon: Yeah. Yeah. What is that? Right? Yeah.

What is a hard EMD? What do you mean hard?

Steve: And they're like, yeah. You know, hey. Look. I sent you the title commitment. Like, if you say that to a like, to someone Yeah.

I just sent you the title commitment.

Brandon: Yeah. Tell me the what. Yeah. And these and these are basic things.

Steve: For us.

Brandon: For us. I mean, a tie when I explained this, I explained this to my my 11 my 11 year old nephew. What's the title commitment? A title commitment is is basically the chain. It's like a Carfax.

Right? Yeah. What is a HUD? I'm like, this is the receipt that you'll get at Walmart just stating what you paid and what you didn't pay and how much you

Steve: save. Right.

Brandon: But if you understand these things and you invest this is why I think Jackie Chan said he would never leave anything, any business, any cash, anything to his children because he wants them to learn how to fish. Yeah. And I agree with Jackie. Because at the end of the day, what's the point of you leading all of this if they're just gonna go ahead and screw it all up? Mhmm.

And that's why I think education is so important. Like you were saying, these are basic things to us, but, honestly, they're not that difficult to learn.

Steve: They're not if they wanna learn. That's why I'm saying I'm passionate. Like, I wanna figure out a way to create more financial literacy. Right? Like, we do this show, and, you know, like, I talk about I preach the the, I I preach the gospel Mhmm.

Right, of entrepreneurship and capitalism. Right? Yeah. I'm passionate about it. Yeah.

And if there was a way that we could instill financial literacy Mhmm. I think a lot of problems would be solved. Right? I mean, you talk about, making better financial decisions.

Brandon: Yep.

Steve: Right? Preparing yourself so that you're not paying you're not you're not stuck in what it called, debtors prison.

Brandon: Okay.

Steve: Right? Where, like, you know, once you're in debt, you can't get out Yep. Right, forever.

Brandon: Yep.

Steve: You got that. And then, you know, you might you might teach, personal responsibility. Right? You might teach, like, hey. If I do this, this is gonna happen.

So I'm gonna care more and potentially right? I'm going down a rabbit hole here. But if you learn financial if you learn money, then you might care how much you're paying in taxes. And once you care how much you're paying taxes, you get pissed at how at what they waste in taxes.

Brandon: And that's the difference too. When I was working at my jobs, I was I I couldn't wait to get my tax return

Steve: because

Brandon: I was getting the $1,500. Right?

Steve: Can't wait to get money from the government.

Brandon: Exactly. And now, I'm like, oh, man. I don't how do we how did this happen? Right? Yeah.

But I think it's very, very important to understand that. But I think it's when you're on the other side of the spectrum too. Right? A lot of the times, you just you stay stuck in where where where your reality is. And if your reality is just is just the nine to five, you know Right.

Steve: But that's saying I think financial literacy will resolve that. Right? Yeah. But, like, you know, something that, you know, I've joked about on part of the disruption, is, like, I can't if I wanted to, I can't let off the gas because they're the people in Ukraine are depending on our tax dollars to protect their borders. Right?

Of course. Like, I I said that jokingly.

Brandon: But it's the truth.

Steve: It's the truth, but, like, financial literacy will lead to all these things. Like, I can't remember who it was. I don't I don't think it was Jim Rohn, but there was somebody Mhmm. That was saying, like, look. I don't care if you're making, you know, a 100 k or, if you're making 5 k a year.

Mhmm. You should still pay taxes. Right? If you're making 5,000 a year, you should still pay at least a dollar in taxes because then at least you'll care

Brandon: about what

Steve: you're doing your dollars.

Brandon: But I think also it's understanding why you're paying taxes and how taxable income is what is the differences. Right? Like, we also life insurance.

Steve: Mhmm.

Brandon: Like, there's so many people and I tell people all the time the reason why I think financial literacy or, my bad, wealth is transferred through financial literacy is that I buy homes at $40.50 cents on a dollar from people that worked their whole life to get that property to sustain that property. The house goes to probate. They get inherited by their son or daughter, and they don't care about the house.

Steve: They don't.

Brandon: So you tell me why. It what what are y'all working for? We need to be teaching the youth, like you just said, financial literacy, why real estate is important, and and how to and why maybe you should keep that.

Steve: Yeah.

Brandon: Right? And what are the exit strategies? You don't wanna be a landlord? Well, guess what? Sell it for sale by owner on a thirty year mortgage.

Well, what does that mean? Well, go to rocketmortgage.com and pull up the calculator.

Steve: Right? There's a lot of information on rocketmortgage.com.

Brandon: Exactly. So there's so many things. Like, when I learned about subject two, I thought it was the best thing in the world and it still thing it still is. Right? When I learn about, hey, I can wholesale this property to myself, make the money, and then flip it flip the actual house and make more money, it's the best thing in the world.

Steve: Oh, there's another hack there too. Right? I mean, you can wholesale this property to yourself. Right? Mhmm.

And, you know, because it's limited to how much you could do a cash out refi is that you could put a lien on the property. That's another LLC of yours. And then we did the cash out refi. You get more money out.

Brandon: Oh, see. I didn't know that.

Steve: Right? Like, there's all these sources.

Brandon: Yeah. There's a whole I mean, novation.

Steve: Yeah.

Brandon: Right? Another thing that we did right. Shout out to my private money lender. But, you know, sometimes we would up the the rental, right, on the draw to instead of use the credit card, we'll just use that cash to start the next the next phase of the project.

Steve: Right.

Brandon: Right? So if we spent 15,000, but the APR on my Amex is killing me on this on on on, obviously, the renovation because of the draw, well, I would say, hey. It was 17,000. Right? And, I mean, we're limited obviously on what she's gonna give us anyways, but at least we're using that 2 k to start the next phase with cash, and it's not our own cash.

Right? It's it's understanding, you know, for my people out there with financial literacy, if they want like, if you're renting right now, there's a credit card out there called BILT where you actually you get incentivized to pay your rent on time, right, on the first, and you can use your routing, and account number to pay it. And it's and it's a great credit card for you to use. Right? What other people don't understand too, you can use rent reporters.

Rent reporters, what you can do is you can report the rent on your tenants or for them to help them either buy the house from you or move on to a better property if you're trying to get out of it. Yeah. You know, so there's a lot of ways that you can use financial literacy to help others, but also help yourself because it's very important to understand that, unfortunately, the government doesn't like entrepreneurs. They don't like us. You wanna know why?

Because you can go to Navy Federal and get the Amex flagship or any other cards on a personal, and they're gonna give you your credit is 65670. You're gonna get 25. Yeah. Right? Most more than likely.

I go there and get a business credit card. What do they wanna see, Steve? That my two years of taxes, they wanna see this, that, that, and then they give me 10,000.

Steve: Right.

Brandon: Because it's because the business credit card. Right. But on my personal side, they want that personal debt. But but the business debt, they don't wanna give you that.

Steve: Right.

Brandon: So you have to understand the game. You have to understand what's going on. And you have to say, how do I utilize and finesse the system? In my opinion, right, and this might go a little bit left right here, but I'm a throw it out there. So many people complain about why, you know, maybe Grant or maybe even even Trump.

Right? Oh, hey. You know, he didn't pay his taxes or he the question should be, well, how is he doing it?

Steve: Mhmm.

Brandon: And and how can we all do it as long as it's legal?

Steve: Right. Right?

Brandon: Because I see Grant talking about all the time. He had to buy a a jet, you know, I think it by the end of the year or something like that to to make sure that he was offset on taxes. But a lot of the times, you know, we have to make sure that we're doing the correct thing, legally, but also understanding how how can we make the game to our advantage because we're we make the money we're taxing. If we don't make the money, we're we're taxing it. I mean, it's crazy.

Steve: Yeah. You know, you gotta play by the the rules that were created by the multiverse.

Brandon: Percent.

Steve: Another thing, talk about financial literacy, and then we'll move on. Like, one of the things that, you know, when we're talking about this topic, like, I I remember now. Like, I can't remember who who posted this on Facebook. It was it was some time ago, many, many years now. But they were having, like, an emotional dilemma or, like, you know, like, they were in a quandary.

Right? Like, they bought this property from this family. Right? So, like, this old dude, right, had, like, all these properties that I think maybe, like, multifamily. You know, not like a major one, but, like, you know, there's in that portfolio, like, 28 units, whatever.

Right? And they bought the property from the people that inherited. Right? So it's three properties, I think. Right?

And one of them was, like, was multifamily. And they gave, like, the three siblings, like, 8,000 each or something. Right? These properties paid off. Wow.

And, like, their posting is, like, I bought these properties Gonna do really well on it. Mhmm. And I just feel bad for the grandfather who worked his whole life

Brandon: Alright.

Steve: To create this generational wealth for his family and his grandkids.

Brandon: Just threw it all away.

Steve: Threw it all away.

Brandon: Threw it all away. And that's what gentrification is.

Steve: Yeah.

Brandon: You know? To be honest with you, I think gentrification is the fact that us as minorities

Steve: Mhmm.

Brandon: Unfortunately, we didn't educate ourselves enough to understand real estate, financial literacy, and how to use these things to keep them in our families Mhmm. In our generations. But now

Steve: we are. Well, if we can get this financial literacy information out there.

Brandon: Yeah. A 100%.

Steve: Right.

Brandon: Which then comes to the next thing. Right? Is that, unfortunately, through the Internet, you now are fighting for attention.

Steve: Mhmm.

Brandon: And and I tell people all the time, you know, some and and you don't have to. Like, my guy, Max, does it very well. There's other people out there that do it very well. But, unfortunately, you're you're you're competing with people that drive Lamborghinis, with with, girls twerking everywhere. So now you have to wear and buy everywhere's everybody's wearing a Louis Vuitton, have Rolexes, because you're competing to try to get your information out there, and a lot of this information is viable information.

It's good information. But once again, because of our community or because of just how we are sometimes, even like you were saying, limited mindset, it's a scam. It's a scam. It's a scam. And it's not.

But if you understand the information, you use the information, and know that it works for you, and you become, educated in it, it will work for you and it will help you out. And that's and that's another great thing that I love about real estate is that I like I like to go ahead and leave people with as much money when I'm doing the wholesale deal. I rather I some we tell people all the time, hey. Listen. If this is if we're not the best option for you, then list the property.

Keep the property. Mhmm. Because at the end of the day, I don't want you to make a decision that you don't feel whole with.

Steve: Alright.

Brandon: Because the truth, like, your family probably worked all these years to get this property. Now you're just gonna go ahead and throw it away. You know? No. And that's maybe a question I wanna ask you.

Do you feel like we're I think Jerry said it. We're equity thieves. Or or how do you feel about that? Right? Taking grandma's house, her her her check is 10 k, ours is 50 k.

How do you feel about that?

Steve: I feel fine with it.

Brandon: Right?

Steve: I used to not. Okay. I used to not, but I feel fine with it, because here's where, my mindset evolved into. And maybe this is justification. Right?

Just, you know, explaining ourselves. But here's what I have found. If someone wants 20,000 for their home and you pay them 40,000 for their home or you offer 40,000 for their home, In theory, they should be grateful. They should be, man. Like, I asked for 20.

He gave me 40. Like, what a great guy. Mhmm. But there's also that element, like, I didn't ask for enough money.

Brandon: Mhmm.

Steve: I shoulda asked for more.

Brandon: Mhmm.

Steve: And now they start having second thoughts, and now they have doubts. And now they're like, man, let me see if someone else would offer me more than 40. So, like, this is the game. I don't love the game. Mhmm.

Right? Like, if it were up to me, I'm a sales trainer. I teach people how to sell on emotions, how to buy on emotions. This is what I teach.

Brandon: Which I love too.

Steve: Right? But I'm also a former engineer. I love logic. Right? Like, when I bought my car, right, like, I bought my, Tesla last year.

I had in there. Right? All the makes, all the models, sticker price Mhmm. Options.

Brandon: Mhmm.

Steve: Is it hybrid, electric, gas?

Brandon: Mhmm.

Steve: 0 to 60? Mhmm.

Brandon: The stats. You were comparing

Steve: Skid pad. Right? How fast can I corner in this thing? Like, if I can't corner at a g, like, a scar is not worth having. Right?

Brandon: Yeah.

Steve: Wheelbase. Mhmm. Right? Length of the car. Mhmm.

I had all these things.

Brandon: You went you went deep.

Steve: I'm gonna buy a car based off of research. Yeah.

Brandon: Yeah. Yeah.

Steve: Right? I'm a logical buyer.

Brandon: Yeah. Yeah.

Steve: But You're analytical buyer. Right. Analytical buyer. Yeah. Right?

Yeah. There's trade offs, but that is not the normal buying process. That's how an engineer buys.

Brandon: 100%.

Steve: Right? And so perfect world, everyone makes decisions logically.

Brandon: Perfect world. Yeah. Yeah.

Steve: Yeah. Realistically

Brandon: Motionally.

Steve: Everyone buys emotionally. Yeah. And so for me, to make sure I'm able to buy this house, I'm gonna have to play the game.

Brandon: 100%.

Steve: And she says she wants 20. 20, man. How'd you go with 20?

Brandon: Yeah. Yeah. Explain to me.

Steve: Yeah. Yeah. I had to go with that number. Right?

Brandon: Yeah.

Steve: I don't know, man. Like, 20?

Brandon: Like, we might have to role play here because I I know you got some sales skills here

Steve: too. Right.

Brandon: But yeah. No. A 100%. And and I tell people, right, Steve, to go with your your point. People buy with emotion

Steve: Yeah.

Brandon: And they justify with logic.

Steve: Exactly.

Brandon: 100% every single time.

Steve: Yeah. People

Brandon: buy into the brand, but they stayed because of the product.

Steve: Yeah.

Brandon: Because a lot of the times, it's all just Or

Steve: the experience.

Brandon: Or the experience. Right? And that's why we always when we're teaching too, if they recently purchased it, if they recently renovated it, there's gonna be sentimental value there. Mhmm. It's not gonna be a good deal for you.

Steve: Right.

Brandon: Right? Because the the the distress gets you the price reduction, but the motivation gets you the deal. Mhmm. So a lot of the times, those two don't coexist, and that's how you're not able to get that wholesale deal assigned Yeah. Or under contract, more so should I say.

So, yeah, I mean, I would agree with you a 100%. I I think that is it unfair that Tijuana Flats charges us $7 for a taco knowing that I coulda had seven tacos for the same price if I woulda bought the actual stuff. My accountant charged me x amount of dollars, but Mhmm. You know, Jackson Hewitt charges $35. So I think it's once again going back to, you know, the it's it's the business that you don't know is the business that you should start, and the business that you don't know is gonna always gonna cost you the most money because of the fact that you you didn't know it.

Right. And it's not it's not the the doctor I mean, the lawyer is not gonna say, well, hey. Listen. All I had to do was go up there and say three words and this happened. Right.

But my fee was what my fee was. I could've you could've did it, but because I'm doing it, that's the difference here. So

Steve: I have absolute confidence that any business in that's working right now, I can add 6 figures to the bottom line right off the bat. At full confidence, I can do that.

Brandon: With what with what components? Any component.

Steve: I'm gonna figure out where the leak where the leakage is. Is it in sales? Is it in marketing? Is it in leadership? Is it in finance?

Mhmm. I'll find a leakage.

Brandon: So let me ask you this. Why don't why why do you think that in America, we don't focus on teaching the youth that? Why don't why isn't there more information about understanding leadership Mhmm. Sales, marketing, and money management. If you look at every single company Mhmm.

Let's let's talk about Amazon. Let's talk about Facebook or Meta. Right? Any of these big companies, it's all good leadership

Steve: Mhmm.

Brandon: Great marketing, great sales, and great money management.

Steve: Right.

Brandon: And the greatest thing about this is that you obviously have a story. I have a story. Most entrepreneurs, most wealthy people were known for breaking the rules. Mhmm. You think that Elon Musk parents did what Elon Musk was thinking about doing?

You think Jeff Bezos parents did? What did your parents do?

Steve: My parents. I mean, as far as what did they do?

Brandon: Yeah. For work.

Steve: My mom was a supervisor Okay. And my dad was a technician.

Brandon: So you broke the rules?

Steve: For sure. I was supposed to go I was supposed to stay an engineer.

Brandon: Engineer. You decided to be Steve Trane, real estate disruptors, sales coach

Steve: Yeah.

Brandon: And have all these people.

Steve: Right.

Brandon: Right? Same thing with me. So a lot of the times, we're known for the for the rules that we break. I say this all the time. Imagine if Martin Luther King had a dream but never acted on it.

Steve: Mhmm.

Brandon: Imagine how the world would be today.

Steve: Yeah.

Brandon: And a lot of the times, that goes back to that factor. Many people know that wholesaling real estate works, but does it work for them?

Steve: Mhmm. And I

Brandon: think it's investing into the right skill sets that's gonna get you. And that they say that you wanna you wanna you wanna hide something from minority? Put it in the book. Mhmm.

Steve: That's awful.

Brandon: That's and it's it's horrible. But it's the truth. It's so crazy because when I started reading, and I don't I'm not a huge reader. I like audiobooks too. But, man, there's so much in these books.

Steve: Mhmm.

Brandon: So much in these books.

Steve: Right? Yeah.

Brandon: And I've learned just so much from from just reading. And I know it's cliche, but it's the truth. Your mindset is everything. And I think that that's what led I think every time I speak with somebody like you, somebody of high value, I say, man, I know why that person's successful just based on how you think, how you talk, how you articulate yourself.

Steve: Right. Well, there's a lot of lot of investment there. Right? Like, you know, a lot of personal development. But, you know, going back to you know, we're talking earlier, like, I'm confident there's not a com there's not a business in the world.

I couldn't I couldn't add a 100,000 to the bottom line. But pretty hard to get someone to spend a $100,000.

Brandon: Yeah. That

Steve: information. Right? So what can you trade off, and what kind of certainty can you offer? Mhmm. Right?

And so, like, with that, you know, we're talking about grandma's house. Right? Buying for 20,000. Like, the trade off here Mhmm. Is she's got full certainty.

Brandon: Yeah.

Steve: She knows everything's taken care of.

Brandon: 100%.

Steve: Right? That lawyer, it's three words. Still charging you 10 like, you know, $10,000.

Brandon: Yeah. Yeah.

Steve: Three words. Yeah. Right? But he's given you, and you feel good about it.

Brandon: That's what it is.

Steve: You feel good about it. You know

Brandon: Yeah.

Steve: You're you're

Brandon: taken care of. And that's what sales is. Sales to me right? Manipulation, it's all the intent. Mhmm.

Manipulation is bad intent. Mhmm.

Steve: Persuasion is

Brandon: good intent. Mhmm.

Steve: Most of the

Brandon: times, these sellers already want to sell their house. It's who do they wanna do business

Steve: with.

Brandon: Right. Because we're all giving them this 70% offer.

Steve: Mhmm.

Brandon: We're all saying we can buy fast. We can buy as is. Right? And we can do it in thirty days. But it's more so about that empathy and about leading with really trying to problem solve.

And that's why I say the house is a byproduct. The money's a byproduct because those two things are really gonna get whatever they're looking to do because the end result is some emotion.

Steve: Right.

Brandon: You wouldn't be doing this podcast with me here if it didn't bring you some type of emotion.

Steve: Mhmm.

Brandon: Right? Fulfillment, happiness, purpose. Educating the public. Exactly. That's what it is.

So grandma's trying to sell the house, which is a byproduct, to get the money, which is a byproduct, to go on vacation, which is a byproduct because she wants happiness.

Steve: Mhmm.

Brandon: That's the desired state.

Steve: Right. And I

Brandon: think that that's where most people fail because they don't get that granular into understanding the sales process. I I meet people all the time. They're like, yeah, man. I'm starting my sales team, man. And I went and got people from the car dealership.

I said, you you messed up already. Like, what do you mean? I'm like, worst salespeople ever.

Steve: Yeah.

Brandon: And I'm, like, well, what do you mean? I'm, like, well, listen. I could tell you right now, meet a real real estate wholesaler. They're way better salesman, and I'm gonna tell you why. Because we have to buy it at $50.60, cents, $100, and we have to go to them.

Versus at a dealership, you they're already coming to look at the car, to test drive the car. They already know. They already did what Steve trained it. They looked at every single thing about that car. Yeah.

And you know what? They're just looking for somebody to say, I feel good about it now. Yeah. Right? But in my opinion, I like to hire people from Chick fil A.

Steve: Mhmm.

Brandon: Because who has the best customer service?

Steve: Chick fil A.

Brandon: And do you feel like you're taken care of?

Steve: I always feel good about it.

Brandon: Always. Right? And that's nothing I learned from the hospital

Steve: Mhmm.

Brandon: Is the care they're nurturing. Right? Somebody going in there, they have nobody with them. Family isn't there. Hey.

Do you need an extra blanket?

Steve: Yeah. Do you

Brandon: want me to call your nurse?

Steve: I would say a nurse is better than Chick fil A.

Brandon: Nurses are great too, but, you know, it's kinda hard to get them or get commission.

Steve: Yeah. Yeah. It's Chick fil A. So, like, I love Chick fil A. I'm always happy.

Yeah. But Mhmm. They're always socially awkward.

Brandon: I I mean, you said it.

Steve: Yeah. Right? Like, the the the jokes we've said is, like, you know, I love I love I love going there. Right? It's God's chicken.

Brandon: Right?

Steve: But I think they only hired homeschooled kids.

Brandon: But, you know, I'll tell you something that I learned about Chick fil A. And it's And there's nothing bad about homeschool kids. Right?

Steve: No. No.

Brandon: Nothing bad at all.

Steve: The homeschool kids today are very different than homeschool kids I grew up with.

Brandon: I I understand why Chick fil A is so good. And not not not let's talk about their chicken. Let's talk about their proprietary stuff. Right? Number one, Chick fil A sauce.

And it's understand this is gonna tie into real estate understanding your avatar. If you look at Chick fil A sauce, Chick fil A sauce is actually honey mustard and, I believe, some type of proprietary coleslaw

Steve: Mhmm. And I

Brandon: think barbecue sauce or ketchup, one of those. That's Chick fil A sauce. And what they did is they took two of the best sauces that people already loved and said, let's just make something better.

Steve: Yeah.

Brandon: And now everybody loves Chick fil A sauce.

Steve: Mhmm. Let's

Brandon: talk about sticking to your standard operating procedures or your core values. Alright. They're the they're the only chicken place that I know close on Sundays.

Steve: Mhmm.

Brandon: No matter what. No matter what.

Steve: You're gonna close this down? Fine.

Brandon: And the last but not least, when you're there, rain, storm, or whatever, those people are outside in the dry field. And I think that in in in in our business, customer service is so important. Critical. It's critical. It's so critical when it comes down to taking a lead into an actual shaking hands and saying, I feel good about this.

They feel good about this, and thank you so much for helping me.

Steve: So forty four years old. Had a lot of fast food in my life. Right? Chick fil A is the only place and you know what? We've talked about just a moment ago.

I'm crazy I'm a crazy driver.

Brandon: Yeah.

Steve: Chick fil A is the only place where I left, and I didn't get my complete order, right, in the drive through. Didn't get my complete order.

Brandon: Mhmm.

Steve: And the kid chased me down. I wanna say a football field. Right? Wow. To give me my order.

Right?

Brandon: Like, I

Steve: was at the stop sign.

Brandon: That's crazy.

Steve: And I could see someone, like, sprinting. Yeah. Right? Yeah. So, like, that service.

Brandon: That that go well, it goes to show.

Steve: In core values.

Brandon: In core values. A 100%. And and that's and that's what I think with with Joseline, that's what it showed me so much is that you have to really understand the desire state. You have to understand what is it that they're trying to accomplish and what emotional trauma they're going through. Mhmm.

Because there's some trauma there, which is what I say the why. What hurts you? What is hurting that specific seller that is that you're gonna be able to solve? Yeah. And in the sales process, if you wanna get into it, you know, my biggest thing is, imagine when your pet peeves is somebody that smokes cigarettes and you're going on, speed dating.

And you get on there, and the first thing she does is pop open a a cigarette. Why are you gonna stay on that date? You might also hit the the the bell to go onto the next. Right? But so many times when we're hosting or we're prospecting, we stay on a call knowing that this is not the correct person.

And we're not getting paid on our time, but more strong of value. And that's one of another mistakes that I used to make because I used to try I I didn't know how to get off the phone. I knew this wasn't the correct deal for me, but but I would still try to get in there trying to convince somebody, which is the worst thing you can do because you can't convince somebody of something if they don't know that they have a problem.

Steve: Right. Well, that's why you say that because I I'm literally writing, like, when you were there. I was actually getting coached by my own coach on, like, some Facebook ad copy I was writing. Mhmm. About, like, stop convincing people.

No. But we actually had, RJ. Right? He was just on the show. Right?

So his would be the episode released right before yours.

Brandon: Okay.

Steve: And, we were we're both We

Brandon: got two bangers back to back.

Steve: For sure. Huge. Huge. Huge. Right.

But we had our our first so we both are failed professional poker players. We both try to play poker for a little. Didn't work out. But our analogy for this right here was, the thing you do at poker table, the one thing you do more than anything else, you fold.

Brandon: Mhmm.

Steve: Fold. Fold. Fold. Fold. Fold.

That's the same thing. Right? Get off the phone. Hey. This is not this is not a good hand.

This is

Brandon: not a good hand.

Steve: Not a good hand.

Brandon: Not a good hand.

Steve: Old. Right. But we can't. Most like, I spent money on this lead. I have to.

Right? It's just like you have to finish a bad movie. Right? Like, I have to talk to this guy all the way through even though I know

Brandon: It's not gonna work.

Steve: It's not gonna work. It's not

Brandon: gonna work. Yeah.

Steve: Yeah. So, you know, you talk about outcomes. So I'll I'll share something else, is, my innovations pitch. Right? It's different.

So, you know, we do sales training. We got, you know, we're we're we're we're blessed. We got, you know, thirty, forty clients across the country. Mhmm. And we're talking about, like, you know, here like, the innovation pitch.

And he was like, here's what I say. I was like, alright. Let me just share how I do this. Right? I say, Brandon, you know, like, you know, you're you're looking for a, b, and c.

Mhmm. These are things that are important to you. You know, unfortunately, like, the cash amount you're looking to get, we can't do that. Yeah. What if I was able to give you the exact amount of money that you wanted Mhmm.

And all you have to do between now and the next ninety, a hundred twenty days Mhmm. Is go to title company and pick up your check. Give me the keys today. Mhmm. And between now and then, all you gotta do is pick up your check.

Yeah. He wants to lift another finger. All I need I I give you that price. All I need is just a little bit of time.

Brandon: Yeah. It's com it's the it's the certainty. It's the convenience.

Steve: Right. But that's there's no, like, all this other stuff about listing on the MLS.

Brandon: Yeah.

Steve: Right? Like, it's not like Yeah. You need this amount? Okay. What if I can do what if I can do that amount?

Brandon: Yeah. Because sales is is a lot of the times, we mistake it. Not to cut you off, but a lot of times, we mistake it of selling the product, but

Steve: we

Brandon: really have to sell the benefits. And that's just the benefits.

Steve: That's not the benefit. It's on the outcome.

Brandon: Well, exactly. But the what you're saying to me is, hey. You can pick up your check, and that's that's the greatest thing. That's what I want is my check.

Steve: What's your check? That's it.

Brandon: And you're painting that picture of that's what we do. Right? Hey. Listen. So, you know, this is the process what's gonna happen, but let me ask you this.

I'm talking to the title company right now. Would you like a check or a wire?

Steve: Mhmm.

Brandon: I'm already putting them in that desired state of how is it gonna feel to have x amount of dollars in your bank account? Mhmm. How is it gonna feel? What are you gonna do with that money? What you know, what is your first feeling about it?

That's what they want. That's what you have to put them in. That's what sales is. And I think it's going back to what you said is the trade off.

Steve: Mhmm.

Brandon: How do I make the currency of money be less, right, or or, yeah, less than the problem that you're having? Because at the end of the day, it's such a great value that we're giving. It's a great trade off because it's a big burden for

Steve: you. What's the outcome? So here's the other way I've broken it down. Right? So, like, you know, because home of benefits.

Right? A lot of people pitch benefits. Right? Mhmm. So, like, the the what we've talked about is, like, the features.

So, like, if you were to sell a drill, right, like, hey. Let me tell you. Like, this one has, that that key chain thing. Yeah. It's wire it's cordless.

Right? It's 14 horsepower. Yeah. Whatever. Like, I know it's crazy amount.

Whatever. Right? Yeah.

Brandon: Yeah. Yeah. Those are the features. Yeah. Those are the features.

Steve: Right. But I said, okay. So, like, it's got, like, 14 horsepower so that you can drill through concrete. It's cordless so that you can take this anywhere. Mhmm.

Right? And whatever other features. Right?

Brandon: Yeah.

Steve: Like, those are the the benefits.

Brandon: Those are the benefits. Yeah.

Steve: Right?

Brandon: Yeah. 100%.

Steve: What we sell is, like The outcome. The outcome. Hey. Tell me, like, what are you gonna be doing with this drill? You know, I'm gonna be building a treehouse with my family's manage drill and building a treehouse with your family.

Like, what's Yeah. Tell me about that. Yeah. What's it gonna be like? You know?

I'm gonna be reading books underneath the, the the moonlight with my kids. And you can create memories. That's awesome.

Brandon: Right? Exactly.

Steve: Alright. So, like, if that's what you're trying to do, this is the drill I would buy.

Brandon: And and and you know what? That goes from, that goes also from a lot of, timeshare agents.

Steve: Oh, timeshare. Crazy.

Brandon: MLM. Yeah. Crazy. Crazy. Yeah.

Steve: All that stuff. Yeah.

Brandon: Because what what what I learned from there and something that I do in my sales process is called the yes ladder, which I I don't know if you're familiar with the yes ladder. I

Steve: haven't heard that term exactly

Brandon: now. Okay. Well, the yes ladder essentially is where you basically recalibrate the call, and you go over all the outcomes or all the benefits that they said that they wanted to have. So, yeah, you wanna sell your property because you wanna downsize. Okay?

And you wanna go ahead and purchase another property in Florida. Okay. And you're gonna have your two dogs, Bryce and Bruno with you. Mhmm.

Steve: Okay.

Brandon: And you wanna be closer to your son, Jack. Is that correct? But you're saying those things back to back to back, getting them to say yes, yes, yes, yes, so that when you're trying to get them to desire outcome, you're get them

Steve: to say yes again.

Brandon: Mhmm. So it's called a yes ladder to get them in the mood of saying yes and being positive.

Steve: A completely different application. So, like, the yeses I heard. Right? I've heard. Right?

It's like, you know, hey. Do you like cold water? Mhmm. Like, you like to think like that's all trash.

Brandon: Mhmm.

Steve: Right? Because, one of the jobs I had, out of high school was I worked in a cold call center.

Brandon: Okay. Yeah. Yeah. So you know.

Steve: Like, everything's okay. Okay. Okay. Yeah. Yeah.

And every question is okay. Because if they if they say okay, then yes. Right?

Brandon: But I'm trash. And there, they don't they don't ever put any

Steve: rapport, though. No.

Brandon: There's never no rapport. There's never no empathy. There's never no there's never no nothing. Like, something that that I

Steve: selling sports. I was selling ESPN in the magazine for $3 a year. Yeah. There you don't need to report.

Brandon: Yeah. Yeah.

Steve: It's not I just for sure.

Brandon: Like like, what what I do a lot is I I I get them I use a lot of reverse psychology to get them to understand that they have a problem. If they already think they have a problem, then I I do Keanu Reeves. Like, in Keanu Reeves and, you know, when he was in, John Wick and he had, I think, a broken hand, what did they already kept doing? Kept pressing on that broken hand because it hurt him more. Mhmm.

So as soon as I find those pain points, I try to go ahead and and and keep hitting those to understand, like, hey, listen. But what people don't understand is that it's way more powerful when you said it than when I said it.

Steve: Mhmm.

Brandon: Right? So I may ask something like, okay. Well, what do you think your house is worth right now? Right? They may say 200,000.

And I may say, okay. Well, do you think it's worth 200,000 after or before the $20,000 that you said it would take to renovate it five minutes ago? Now you said that. I didn't say that. Now I don't say that blatantly.

Right. But just to give you the synopsis of how I would do it, because it's way more powerful when you say it.

Steve: Sure.

Brandon: And and since we just met, we're not that good of friends.

Steve: Mhmm.

Brandon: I have to get you to understand that your property isn't as great as you may think it was. And, unfortunately, Zillow has misled you with the information, and now I have to give you some education. But, you know, I I just I see all these scripts and all these people, which I don't believe that there's a best best script out there anyways. I don't believe in scripts. I believe in processes.

But one of the biggest things is is, oh, yeah. Well, tell me a little bit more about, you know, what you did to your property. It's the stupidest thing to ask because the sellers, they're smart. As a seller or buyer, they know that they're trying to get the most, and they know you're trying to get it for the lease. They know that you're trying to do all these things.

Mhmm. But if you have a casual conversation and you understand you take them through the process psychologically, they're gonna fall into those traps, but they're also gonna understand that they do have a problem and that you're there to solve that problem, like you said, with the outcome. Yeah. And then it's more so like, going back to realtors. There's anybody can list your property, but it's who do I like and who would I deal with when it comes down with listing my property?

Steve: Who's gonna make me feel the best?

Brandon: Who's gonna make me feel the best? Yeah. Yeah. And that's I think that's the art of of sales, honestly.

Steve: Right.

Brandon: That is being able to have that that gap that that gift to gap there.

Steve: And you have that. Right? You said you're the popular kid in high school?

Brandon: Yeah. Yeah. Yeah. For sure.

Steve: You worked at the you worked at the transport.

Brandon: Yep. Yep. And you worked at barbershop. Yeah. I got my ways there too.

Steve: Working at a barbershop, I mean, you're just talking all day every day.

Brandon: Every day. Every day. There's just you know, it's like card games after, dominoes after, sports, and, yeah, everybody just you know how

Steve: it is. Everyone's got an opinion.

Brandon: Yeah. Everybody got an opinion, man.

Steve: Yeah. Yeah. That's why I think that's awesome. So clearly, got a lot of you studied a lot.

Brandon: Yeah. Yeah.

Steve: Oh, a 100%. Psychology.

Brandon: Yeah. Yeah. Yeah. NLP, I love that type of stuff. Yeah.

I just like I said, I like being nosy, and I think that it's very important to understand how people think, how people react, and also understanding that not everybody's gonna think like you. Not everybody is gonna react like you. And people have their past traumas. People have the way that they've been brought up. And it and it and if you're trying to make money, a lot of money in life, you have to understand how to be open to those and how to how to help somebody dissect that

Steve: Mhmm.

Brandon: So that they can understand, hey. You know what? I do feel comfortable with this person no matter how they look, sound, or feel, whatever the case may be.

Steve: Well, I think the key here is help them. Right? Yeah. The we talked about a moment ago ago. Right?

Convincing where where where some people get it wrong. Right? Let me tell you how I'm the best. Let me tell you what I can do for you. Right?

Horrible. It's horrific. But, you know, so then we we we emphasize a lot. What you just talked about is, like, getting them to say things so that when we are prepared to buy the house Mhmm. Like, here are all the things that you said.

And you're talking about the yes ladder. You know? I think the the yes ladder, what it demonstrates is this person gets me.

Brandon: Yes.

Steve: And I like that. Yeah. Right? That's a

Brandon: great way to put it.

Steve: And who am I gonna work with? I'm gonna work with a guy who gets me Mhmm. Because whatever he prescribed is obviously gonna be good Mhmm. Because he gets me.

Brandon: Yeah. A 100%. Right. And that's another thing that we that sometimes as newbie hostels I see is that we also explain the process to them. We tell them, hey.

Listen. This is an engagement, but we're not getting married. And what does that actually mean? That means that we're gonna go and we're gonna go ahead and sign this agreement. It's just a promise to do business, but we still have to go ahead and do our due diligence.

You're still gonna make sure that I have the funds to go ahead and close. The title company is gonna make sure that, obviously, the house is owned by you and there's no liens. And that point in time, you'll go ahead and receive your check or wire of $268,000, and I'll go ahead and take over this headache for you. And, you know, I don't know. If it goes south, can I call you back and give it back to you?

And then they maybe laugh a little bit. Right? But the greatest thing is you giving them that process of understanding, you know what? I am a professional, but at the same time, I do get you.

Steve: Mhmm.

Brandon: And I do understand. I I've used different tactics of where I went through. Hey. Yeah. You know, me and my fiance, we just buy two to three houses a month.

We're not the richest people on the block. We can't buy every single property from you. Mhmm. But if you're willing to do business with us, then we're willing to do business with you. And I really wanna do it.

And that's worked. And then sometimes we have it to where we go from a company based level. Right? Hey. Yeah.

This is Blue Notes Inc. We buy, you know, eight to 10 properties. We're really interested in your property, and that's the more analytical people, logistical people that want a website. They wanna know with this and that and the third. So one of the greatest things that we do is, you know, we give them the phone number to our title company.

Hey. This is my guy, Ryan. If you wanna give him a call, this is where this is the title company. You can ask him yourself, you know, does he know me and will I be able to come through on this? Because I know that you've been getting a lot of calls from, people Mhmm.

A lot of foreigners that are gonna give you an offer, but never call you back. So, you know, another thing that we tell them is, hey, listen. We're gonna give you an offer, and we're not gonna retract on that offer. That's the offer we're gonna go through unless we find something, and we'll just cancel the deal out. But I'm not gonna waste your time.

And this is why I may be a little bit lower than somebody else, but my promise is to let them come through and net you that.

Steve: Yeah.

Brandon: And a lot of the times, you'll you'll see that people are straightforward. They're like, hey. You know what? I like it. You're a straightforward person.

It seems like you really wanna help me. I don't wanna waste any more time. Let's get it done.

Steve: Yeah. Well, you can give them you can give them that peace of mind.

Brandon: 100%.

Steve: A peace of mind. You mentioned NLP. Where have you studied NLP? Man. So I

Brandon: don't know if I should

Steve: Actually, real quick for everyone. What is NLP?

Brandon: So it's neuro linguistic, patterns, I believe is what it is.

Steve: Programming. Yeah.

Brandon: Programming. Yeah. Programming. And, essentially, it's just understanding I don't wanna get too into it, but it's just understanding how you think. It's understanding, how you act.

It's just personal development on just sales psychology, how the mind works, how to talk to people. Right. It it can be random things like active touching. It can be, sounds. The way that I can describe it and what I've been learning about it is more so it's crazy because when I first started wholesaling, I used to immediately think about how this person looked at looked like when I was on the phone with them.

And it's all based on their sound.

Steve: Mhmm.

Brandon: How they talk, their tonality. Have you ever, like, spoke to somebody on the phone and all of a sudden they're like, man, this person does not even look on how they sound on the phone?

Steve: Oh, yeah.

Brandon: And a lot of the times, it's being able to use tonality, putting putting so many it's I don't know. It's kinda hard to explain for me right now, but what I would recommend is that you look you get a book on it. You you study it, and you understand it because that's gonna teach you a lot about sales and how the humans really react and how we react with each other and how you can really get somebody to understand your point of view, but also persuade them to do something they already wanna do.

Steve: Right. Yeah. So for me, I've always described it. It's just a way to plug directly into their brain.

Brandon: Exactly. It's like the matrix

Steve: Yeah.

Brandon: To to make it not as as, I guess, as as, you know, complicated.

Steve: It's basically what it is, though. Yeah.

Brandon: Yeah. But but it but it's very important, though, because you have to understand that we're emotional people.

Steve: Mhmm.

Brandon: And I I I I told this to one of my buddies the other day. I said, man, don't you hate it when you're doing business with somebody, and it could be a big company or small company, but they don't have somebody you can talk to? Because in all reality, when you call about customer service, you're looking to go to complain about your situation

Steve: Wanna be heard.

Brandon: And you wanna be heard. Yeah. And that's what sales is.

Steve: Right.

Brandon: Sales is that. Sales is I want you to literally make me feel good

Steve: Mhmm.

Brandon: About the decision that I'm halfway trying to make. But for some odd reason, I have a thousand thoughts that come through my head subconsciously telling me that I shouldn't make it. And, unfortunately, I've never been in this situation before. So can you help me? Right.

But it's but it's also not in a way of logistical because now you're gonna confuse me, and a confused mind always says no. Mhmm. So it's in a way of how can I relate to you? Yeah. And and that's why it's crazy to me, but when I go into different markets or different demographics and I'm doing real estate, yeah, I do look at that.

I do look at whether the neighborhood is more Hispanic or or the area is more Hispanic or is it more Asian or is it more African American? And I do relate. And I do understand, okay, this is how I have to be because this is maybe how they may be. You have to understand. I have to have that different outlook.

Steve: Mhmm.

Brandon: Right? Because you can't be in a box all the time. Yeah. And that always helps. And that's what I'm saying.

I think being a student, being open minded is gonna get you way farther. And I think that that was a transition because I always thought just getting a degree and just doing whatever people told me to do was the best way.

Steve: I've tried to learn throughout the years, and I've picked up a bunch here and there. Right? Unlimited selling power is a book, that was recommended. I I recommend it. Right?

Unlimited selling power. There's words that change minds. Mhmm.

Brandon: Alright. That just sounds powerful.

Steve: Yeah. Right. So that was that was a great book. And all the other books, they're just not very good, and it's, like, frustrating. Right?

Brandon: It's frustrating. Yeah. Yeah.

Steve: Yeah. So

Brandon: The mine is a is like a course.

Steve: Yeah. Yeah. So then, you look at these events. Right? But then if you wanna go to these events, they're, like, seven to ten days.

Like, no one's got time. Yeah. Like, I don't even have ten days. This sounds terrible. I don't wanna take ten days on a vacation.

Let alone ten days at some conference. It's insane.

Brandon: But you know what? Let's can we touch on that real quick? Why don't you wanna take ten days on a vacation? Because I I think it's it's the struggle of the entrepreneur that you feel like you you didn't do enough. At least for me, I I'm on a vacation, and I'm, like, okay, I have to at least open up my laptop or respond to something.

I can't unplug because I feel like I then I didn't do enough or I didn't do anything. I feel like I'm invaluable. And I and then that's another thing that I tell people is the Bible says you can't overindulge, but we always overindulge in one thing. And my overindulgence is just success.

Steve: Mhmm.

Brandon: It's it's entrepreneurship, and it's helping other people. To some other people, it's sugar, food. Mhmm. Some other people, it's liquor. Some other people, it's drugs.

Some other people, it's whatever it is. What is it for you that you said you can't go on

Steve: vacation for ten days? There's two different things. A, I'm not doing anything productive. I feel like I'm wasting time, and that's some psychological child childhood trauma

Brandon: stuff. So we're both diagnosed with the same thing.

Steve: Right. There's that. And then, b, like, every day at work is vacation. Like, I'm I'm never, like

Brandon: Unhappy.

Steve: Yeah. Like, I can't believe

Brandon: Because fulfillment.

Steve: Yeah. Yeah. Right? Like, the only times this business is tough is when you have to hold people accountable or you have to let someone go. Like, for me, like, those two things.

Right? Yeah. Those are tough. And sometimes And and and holding people accountable, that's not even as bad as it used to be.

Brandon: Yeah. Yeah. Yeah. Right? For sure.

Letting people go, though.

Steve: Letting go people always sucks. Always.

Brandon: That that was another problem that I had. Real estate one zero one, wholesaling with newbies. Yeah. I used to keep VAs.

Steve: Mhmm.

Brandon: I used to keep acquisitions for longer, and they weren't producing.

Steve: Yeah. But,

Brandon: also, it was my fault because I wasn't tracking the KPIs to understand, hey. Listen. Where do they improve?

Steve: Mhmm. And I

Brandon: think that's another issue when it comes down to the wholesaling community, is that when you start off, you have to understand that you cannot just delegate everything to somebody because you're just as good as a leader. If if my son when I have a son or daughter, and and and I'm trying to teach them how to throw a football, but I've never thrown a football before, it's not gonna pan out too well for them. Mhmm. So a lot of the times, what we do is that we get that first deal, and then we assign everything to a virtual assistant. And then we complain to them or we get upset with them upon why things aren't working.

But that's because you're not being a good enough leader to actually show them what they should be improving on

Steve: Right.

Brandon: Because you're the boss.

Steve: And you don't necessarily have to show them. You can provide the resources

Brandon: A 100.

Steve: But you still have to hold them accountable

Brandon: to your outcome. Yes. Yeah. Yes.

Steve: Yeah. Yeah. So, I mean, I've Leadership. Leadership. Right?

So I've literally sat in every seat in this company.

Brandon: That's the best way to do it.

Steve: Right? At every seat except until the point where we got a media team.

Brandon: I'll tell you.

Steve: Right. Once it got past the iPhone, like, okay. Like, this is outside my my scope. Yeah. Right?

But until then, like, literally, like, everything. Right? Like I said, you know, I cut my teeth cold calling. Mhmm. Right?

The, running appointments. Yeah. This point deals, listing it, like, everything.

Brandon: Everything. Yeah. Everything. I've done everything too, even from the media standpoint.

Steve: Right. So it's easier than to hold your people to to to the standard, right, to let them know. But, yeah, a new wholesaler who's got this check and now is buying this tool and this tool and this dialer and this VA. Alright. Alright.

You have everything you need. Mhmm. Go crush it.

Brandon: Yeah.

Steve: That money, you might as well just lit it on fire.

Brandon: Yeah. No. No. I mean and and and, you know, we're all real estate disruptors. I can be transparent on here.

Right? Mhmm. Sure. Guys, listen. You have to understand that we all have an agenda.

We're all obviously educators, influencers, and, yeah, you know, sometimes we push products that have affiliate links. But what I would say is stick to one coach. If you like Steve Trang and Steve Trang is saying this is what you should do Mhmm. Stick with him. Don't that's another thing that I did.

I started to do I remember when even Carlos had the bell, I went and got a bell. Remember when everybody was getting deals and

Steve: doing that? Yeah.

Brandon: The gongs. And it's like, you would learn, you know, this person's doing this online, and this person's doing this online. And by the time you know it, you're doing so many things, and then nothing's working.

Steve: Frankenstein.

Brandon: And you're you're you're blowing your capital.

Steve: Mhmm.

Brandon: Get with one or two people that you really like. Try that out. And just like a probationary period at your job, do it for two, three months and see what really happens. Put some action behind that prayer, and it's gonna work for you.

Steve: It's gonna

Brandon: work for you.

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So I've had a lot of coaches over the years. And with all the coaches I've had, unless they outright sucked, like, I was working with them for years. Yeah. Right? Not one year.

Not two years.

Brandon: Yeah.

Steve: Years. Right? Until I felt like I've gotten everything I can possibly get from this person. Right? So, yeah, I'm with you on that.

Like, don't try to do six or seven different coaching programs. Right? You do two? Fine. Right?

But you get past two.

Brandon: Yeah. And and it goes down to they say, oh, the average millionaire has seven streams of income. Mhmm. It's true. But what made them a millionaire was probably one or two.

Right. Real estate made you probably the person that you are today, and now you have multiple facets of businesses that continue to make you more money.

Steve: Right.

Brandon: That but that's called sustainability. Most of the times, it's that one or two things you became a master on that's pushed you to that edge. Mhmm. So so many people, they have the shiny object syndrome. They go from crypto to real estate to Amazon automation and this and that and third, and it's no.

You have to focus on one thing. That's what I love about wholesaling real estate is that I learned how to market.

Steve: Mhmm.

Brandon: I learned how to do sales.

Steve: I

Brandon: learned how to, do real estate. And that's another great thing that I tell people is, like, hey, listen. You have to think about it. Marketing is the biggest thing in the world. When you have a resume and you go to an interview, that's called marketing.

Mhmm. You're marketing yourself to this to this employer. You're telling them all the credentials that you have, why you're responsible, why you're gonna show up on time. And even if you do a good, bad, or mediocre job, they're still gonna pay you.

Steve: Right.

Brandon: It's marketing.

Steve: Absolutely. So you have a a CRM that you use?

Brandon: Yeah. So, systems was meant. Honestly, systems was the best thing that I ever did. That's what allowed me to have multiple jobs and be able to close all the deals that I closed. Mhmm.

At at the highest point, I was closing between eight to 10 deals, and it was because of my CRM system. I'm a big believer in understanding how to build build a predictable business. A lot of the times, you know, I I became a solo solopreneur then an entrepreneur. And after that, it was like, you know, you think that you're gonna spend less time in your job or, you know, your own business, and you end up spending more time. So, yeah, my CRM allowed me to go ahead and really plug myself out and allowed me to understand my business from a perspective of going from side hustle to actual, corporate company.

But not only that, also understanding things. While I'm here with you, I'm able to just look up certain things in my CRM KPIs and understand where my team is, how they're doing things, and be able to close deals.

Steve: Mhmm.

Brandon: I can know it's gonna take me, you know, 32 leads to go ahead and get a deal under contract and x y z because of my system and my CRM. Right.

Steve: Gives you the confidence.

Brandon: 100. 100%. Because then that's what entrepreneurship is. What we're scared of is the unknown. We're scared of how much we're gonna pay in taxes if we're not tracking it.

We're scared of when is our next deal gonna come in. Mhmm. We're scared of what is this test or what's the baby gender reveal, right, or what whatever it is. Everybody's scared of the uncertainty, and that's why with entrepreneurship, it takes a lot of risk.

Steve: How can someone get the CRM?

Brandon: You can go to bestrealestatesystem.com. You can DM me the word mamba on Instagram. You can just reach out. Yeah. So Mamba is the name of the CRM, and it was crazy.

When I first created it, I I honestly was just using it for myself, then I had a bunch of students saying, well, I need to use what you're using. And then I was like, okay. Cool. I guess I'll put a price tag on it. And then the craziest thing, Kobe passed away.

And I just felt compelled to call it mom, but since then, I've been I've been tweaking, using it, and I've had, you know, several thousand people come through, and it's helped so many people. Yeah. And it's just yeah. So bestrealestatesystem.com.

Steve: Gotcha. So We're talking about certainty. Right?

Brandon: Certainty.

Steve: Or the unknowns. So that's going back just a moment ago where we're talking about coaching. So the problem with having multiple coaches or multiple influences at least is that we sign up for coaching not for the information because that information is free. You get it here. You get it on YouTube.

Right? Information is free.

Brandon: Where are you going with this, Steve? Let me hear.

Steve: So what happens is you pay a coach for two things, confidence and certainty. Right? Hey, Brandon. Here's what I'm thinking about doing. Is this the right move?

Like, Steve, that's a stupid idea. Don't do that. Oh, okay. What should I do? And say, go do this.

Okay. Great. I go do this. I am taking confident steps, and I'm all in on that step. I'm confident, and I'm certain.

Yeah. I look it up on YouTube. Hey. This guy said, go do this. I'm gonna go do it, but I'm still not confident.

If I'm not confident, I might not do it the right way. Yeah. Right? If I don't do it the right way, I'm not gonna get the right result.

Brandon: Yeah. Because I know it works for you, but will it work for me?

Steve: Right. But having a coach tells you, go do this. Alright. I'm gonna go do it.

Brandon: Yeah.

Steve: Right. And you're and you're and you're you got conviction.

Brandon: It's like a personal gym trainer. Exactly. You know how to do a push up.

Steve: Mhmm. You

Brandon: know you have to bench. You know you have to squat. You know you have to do your triceps and your biceps.

Steve: Right.

Brandon: But am I doing it correctly? Am I doing the amount of repetitions? Right? Am I doing it consistently enough? I mean and that's what entrepreneurship is is you may not see the six pack on the first day Mhmm.

Steve: The

Brandon: first week, the first month. But over time, it's gonna it's gonna come.

Steve: Right.

Brandon: The work always pays. And I think with entrepreneurship too, so many people, they don't stay in the game long enough to see the results.

Steve: Yeah. You definitely don't.

Brandon: You don't because of the uncertainty.

Steve: Well, but that's what I'm saying. Like Yeah. If I have three coaches. Right? So I got Brandon.

Brandon: Yeah.

Steve: I got me. Mhmm. Right? And so or let's say I got Brandon, I got Jerry Norton, I got RJ Bates. Right?

Three of the guys that were recently on the show. I hire all three.

Brandon: Yeah.

Steve: Right? RJ says, don't cold call. Yeah. Brandon says, cold call.

Brandon: Yeah.

Steve: What am I gonna do as a student? Yeah. Do I cold call? I cold call. Like, what should I do?

Now now I got uncertainty, and nothing works.

Brandon: Yep. Right. I was gonna say, like mine always says no.

Steve: Right. So you gotta, like, don't try to follow too many influences because if you do

Brandon: Yeah. You don't. Now

Steve: you're kinda host.

Brandon: Yeah. I think when picking a coach, find somebody that you resonate with, that you align with. Would you would you would you do you see yourself spend a lot of time with this person? Right? Number two, do have they helped other people?

Steve: Mhmm.

Brandon: And number three, in my opinion, are they doing what they say that they're doing, and and have they been successful at it? Mhmm.

Steve: And the the the thing I always ask, are they living the life I wanna live?

Brandon: Exactly. Yeah. Because sometimes your core values may not align with theirs.

Steve: Yeah. See, I think Lamborghinis are trash. Yeah. So I would never hire a coach.

Brandon: Have a Lamborghini? Oh, man. But you know Like

Steve: my own personal

Brandon: thing. But you know, now and they you know, and let me let me ask you this right, Steve, because I've seen this on Instagram the other day. It said it said, you guys keep talking about people that have Rolexes and Lamborghinis and this, that, and the third and say that, you know, you you shouldn't, you know, you should you shouldn't look rich. What is it? Like, oh, don't don't, look rich, but be rich.

Mhmm. But then they're like, well, who do you think are all the people that are buying the Lamborghinis? They're obviously rich and wealthy. But I think what people don't understand is that it is a form of marketing. Mhmm.

Right? And marketing works because you have to capture people's attention. But I don't always think that you have to do it with materialistic Mhmm. A lot of the times, you know, you can do it with just information. You've done that very well with your brand, but just with information Yeah.

And then leveraging other people's networks and information. Yeah. I'll bring up Max. You know, Max is not that type of person to do that type of stuff neither. But I think that both work, you know, and I think that everybody has their accomplishments as well.

You know, I I I made a video myself of talking about, oh, I'm a wholesaler, and, of course, I marketed the the deal before I got under contract. It was like one of those little funny videos. Of course, my second deal, I bought a Rolex. Right? And I think that a lot of the times, you do have to delay gratification, but you do have to be happy that you've made it to a certain place.

And sometimes, it can be for somebody, it could be a Lamborghini to somebody. It could be a a trip to Hawaii with their family.

Steve: So, So, yeah, I mean, for me, I would say, like, someone wants a Lamborghini by a Lamborghini. Right? Like, even though I don't like Lamborghinis. Yeah. Right?

Whatever.

Brandon: You gotta take a Tesla.

Steve: I've never driven a Lamborghini. Right? I I've just I've always liked Ferraris more than Lamborghinis. Right? Yeah.

So but, yeah, I've I've never said, like, don't buy one. Like, if you love it, you And to your point about, like, marketing is a 100% marketing. It's very unfortunate. But, my brand, you're never gonna see me on Instagram and, like, oh, man. Like, that's the guy.

Mhmm. Because all you're gonna see is me give the information, and people don't wanna be educated if they've never seen you before. Right?

Brandon: Of course.

Steve: Right? So, like, my demographic Mhmm. Is someone that's done deals and can recognize what I'm talking about.

Brandon: 100%. If

Steve: you've never done a deal before, what does that guy say? I'm talking entirely foreign language.

Brandon: Right? Yeah.

Steve: But if I'm in front of a Lamborghini, right, at a at a like, if I rent a Lamborghini Mhmm. And I rent Airbnb Mhmm. And I go rent some watches Mhmm. And I say the same exact thing, they're gonna pay attention.

Brandon: And that's and that's the unfortunate thing about social media right now. You know? And that's why you have to be where of where you're getting your information from and who you're getting it from. You know? I I think in our industry, you'll know who's who's like Steve said, he's known me for a while.

I've been following him for a while. Mhmm. Lot of a lot of the people that have been doing stuff, we've been doing it for a while, and you you'll know. You know? And I and and and it's it's I think it's great, though.

I think we have to keep pushing it, and I think that we have to keep giving the people education on what we're doing because the market's consistently changing. You know? I don't what do you think is gonna happen? I know I know, obviously, we have the new election coming up. What do you think is gonna be happening in the real estate wholesaling realm?

Steve: Well, I think in the next I don't foresee us I don't see I don't foresee wholesaling still being legal in twenty four months. I don't foresee that. Right? What do

Brandon: you think they're gonna do? Make everybody have a license?

Steve: No. I don't think that's gonna change either. Right? So here's what's happening in South Carolina this week. Right?

They're going to make wholesaling illegal in South Carolina this week. Right? You think South Carolina and North Carolina is not talking? You think they're not talking to Tennessee? They're not talking to Georgia?

Mhmm. Right? So, like, the last few years, they've been talking about how to make wholesaling illegal. The all the department real estate. Right?

All the commissioners, all this and that. Mhmm. Right? Like, we have wholesaling masterminds. Like, we don't think that these commissioners talk to each other.

You don't think the guy in Georgia is talking to the guy in Arizona?

Brandon: Mhmm. 100%.

Steve: So I think it's gonna be illegal, right, in the next twenty four months. But there's ways around that. Right? I think, the bigger problem is the whole National Association Realty deal. Mhmm.

Right? Looks like that's gonna get worked out. It looks like Fannie Mae is on board with the the seller paying a buyer's agent commission. Mhmm. Looks like they're okay with it.

Just the MLS can't do it. Who knows what's gonna happen there? But, you know, depends on what the Department of Justice says. Department of Justice is saying, hey. This is a ruling, then we shouldn't be able to be able to pay pay buyer commissions anymore.

Mhmm. Can't do that. That's gonna crush the real estate industry.

Brandon: Which to me doesn't make sense. I don't know. I was, tell you this. Right? I feel like the buyer's agents do more work than the seller's agents.

Because as a buyer says, you have to get them preapproved. You have to take them to all these listings. You have to go ahead and and and talk with the lender. Mhmm. Right?

You have to negotiate with with the listing. Right? We we just listed our flip for sale last month. All he did was hire somebody to take some pictures, a drone. Mhmm.

Did one open house. The house is renovated and it's sold. Right. Now think about the buyer that came. He probably showed them hundreds of houses Right.

Then had to get the lender. So I don't I think they kinda screwed up there. I understand where they're going with it. But

Steve: I think they both provide value. They provide values in different way. Yeah. Right? So the buyer is gonna make you feel good.

The buyer's agent is gonna make the buyer feel good. Listing agent is gonna tell us how it needs to what needs to be said to get the home sold. Yes. Right? So they're two different personalities.

Yes. Interest rates, god knows. Right? Like, the the the the inflation numbers are not getting any better. Mhmm.

I'm seeing reports. Who knows what to believe? I'm seeing reports they might raise the interest rates this year. Right?

Brandon: But do you think it's just to make the the new president coming in look good so that he can come and fix everything and

Steve: No. I think we're in this bad spot. We printed so much money where we need to fix this problem. We need more people to suffer. And then on top of that, like, the thing that no one talks about, nobody's talked about is that we've imported, what, two, three million people into this country Mhmm.

In the last three years?

Brandon: It's been Right.

Steve: It was a 100

Brandon: Probably even more. I don't know.

Steve: They found it. Like, they they tracked a 139,000 people through the border last month. Right?

Brandon: Yeah. Tracked is the word.

Steve: Yeah. No one is saying because I think they'll get canceled for it, so I might get canceled for this. No one is saying, what is that doing to for demand in real estate? You think that's not increasing demand to real estate adding 3,000,000 people into a country? Right?

That's more that's not 1%. Right? Because it's about 350, 370,000,000 people. It's not quite 1%. But we don't think that's impacting demand in

Brandon: the track though, so it could be 1%.

Steve: Could be 1%. Right? So, like, nobody is saying how this is affecting. Right? You you can complain about rent going up all you want.

Yeah. Right? But you think that having more people here isn't gonna affect the price of rent? Yeah.

Brandon: Yeah. A 100%.

Steve: Right. So but all in all And

Brandon: then all the people going to Texas and Florida because of New York and California and

Steve: But even that slowed down. Right? So, like, Matthew Potter is a good friend of mine. Right? He was the host of part in the disruption.

Short sales are are happening in Florida. Right? Because the the migration from New York has slowed down. Right? So, like, even though I don't talk I don't talk as much about real estate, like, I'm so blessed.

I still get to interact with everyone and all the different facets of real estate. I get to hear, what's happening. So, all in all, I am not optimistic Mhmm. About the real estate market. But, again, like I was saying, in 08/2009, the lessons learned there, I can't wait for something bad happen.

A lot of people are gonna suffer.

Brandon: Yeah.

Steve: But I can't wait.

Brandon: Yeah. Well, because of of what you know now, the opportunities, and because of the resources

Steve: Yeah.

Brandon: And the network that you have.

Steve: The late the the the the leg work we've been doing Mhmm. For decades. Close to close to decades. Right?

Brandon: So, basically, what we're saying is if if you don't know, you should get around people that do know. Right?

Steve: And start becoming How about masterminds?

Brandon: Yeah. And start becoming educated.

Steve: Your way into a room. Yeah. Buy your way into a good coach. Get those relationships going. Yeah.

Brandon: It's the biggest thing. A 100%. And that's and and I mean, I'd be I of course, will they probably regulate wholesaling? Yeah. But but you have to understand the concept of of people with distressed properties will always be here because of the three d's, death, disaster, and distress.

Steve: Right.

Brandon: And there's always gonna be

Steve: It's gonna happen. But what what what's probably gonna have to happen is you probably had to buy the property.

Brandon: Which is fine. We have a lot of private money lenders.

Steve: I know. But if you're a wholesaler

Brandon: It's hard.

Steve: It's gonna be tough. Right. And that's what sucks. Like, I'm not pro regulation. Right?

So, like, I'm not excited about it because it removes a lot of people from the real estate world Mhmm. That don't have a lot of other options.

Brandon: Yeah. Which is which is sad. Yeah.

Steve: Right. So you look at someone because

Brandon: there's a lot of us that are providing value. There's a lot of us that are helping actual homeowners in situations that they didn't know that they they could have.

Steve: But you look at someone who's made some bad decisions in life. They can't get a regular job. Right? I know people who've made some bad decisions. We're not even made bad decisions.

We're in an unfortunate situation

Brandon: Yeah.

Steve: Where they are no longer employable in a traditional job. Yeah. So they found wholesaling.

Brandon: Yeah.

Steve: And I wanna take that away from them.

Brandon: Yeah.

Steve: Now what?

Brandon: That's not Yeah.

Steve: That's where my that's where my heart hurts.

Brandon: Yeah. Yeah. So Comment down below. Are you pro regulation? Are you anti regulation?

Do you think that wholesaling will be, illegal in the next twenty four months?

Steve: Yeah. I I will put money that it's gonna be. So, what are some last thoughts you wanna leave all the listeners with?

Brandon: Man, I I just covered a lot. Yeah. Yeah. Yeah. We've covered a lot.

I first and foremost, I wanna say thank you, Steve. Long time overdue. Should've came on here a while ago. Thank you for having me on here. And, what I would just say to you, man, is real estate investing is is the key to go.

Obviously, the you know, God isn't gonna come down here and make Earth bigger. And, unfortunately, there's 3,000,000 people, I guess, tracked that are coming into The US. And when you are the lord of the land, you are gonna be the one to making the decision. So I would do whatever I needed to do to go ahead and put make more capital, buy more real estate, and understand how to manipulate, these exit strategies, novation, subject to owner financing, Airbnb arbitration, which we didn't get to cover. But I have, obviously, a couple.

And and these are ways that you can go ahead and just by leveraging information and leveraging somebody else's asset, you can make money. So I definitely recommend that, you know, you guys learn real estate, understand financial literacy, credit, and just get around the right people. Hire yourself a coach, tap in with with myself, Steve, whoever resonates with you, and, hopefully, you enjoyed the episode.

Steve: Awesome. Awesome. How can someone reach you?

Brandon: Yeah. So the best way to reach me, at this current moment is going to be on Instagram at blue notes brandon. You can always DM me, follow me. I'm going harder on YouTube. You know, YouTube is a different beast.

Steve: Mhmm.

Brandon: But YouTube is also Blue Notes Brandon, and Facebook is Brandon Noreen. So, yeah. You can definitely reach out to me. I'm willing to help you any way that I can. And, yeah.

Just let me know that you saw me on Steve Trang's Real Estate Disruptors, and I got you.

Steve: Perfect. Thank you so much.

Brandon: Appreciate it. It was awesome. Brother.

Steve: Thank you guys for watching. See you guys next time.

Brandon: Shout out to Steve Trang. Jump on the Steve Trang. We real estate disruptors.