How I Made $10 Million in Wholesale while Playing Madden??

Steve Trang: Hey, everybody. Thank you for joining us for today's episode of Real Estate Disruptors. Today, we got Luke Rothvold with Viking Real Estate. One more big name in the Phoenix market. He's gonna talk about how he built $10,000,000 in holdings while playing Madden when he's cold calling.

If this is your first time tuning in, I'm Steve Trang, sales sales trainer for some of the top home buyers in the country, and I'm gonna make sure to create 100 millionaires. One question I get all the time is how to become one of the 100 millionaires. The information on this podcast alone is enough for you to become, a millionaire in the next five to seven years. If you will take consistent action, you will become one. If you wanna get there faster, send me a message on Instagram, and we'll see if we can help you.

If you get value today, please tag your friend below, share this episode right now. That way we can all grow together. And this is a live show, so please ask your questions. We look to answer. You ready?

Luke Rothvold: I'm ready. I'm ready. Let's do it.

Steve: Alright. So first question is what got you into real estate?

Luke: You know, I always had a love for real estate, even when I was younger. This has always interested me. But what really kind of brought me into it, was actually believe it or not, it was my my my now wife, which was my girlfriend at the time. She started working for a team, and it was actually, with Brent and Dustin. Okay.

So she got she got started with them.

Steve: So she was working it before you?

Luke: Yeah. Yeah. Okay. And so she was killing it there, you know, and she, she was there with them for probably, like, a year. Okay.

And so they would kinda hold their, like, you know, their little, like, if they hit their goals, they'd go have lunch, stuff like that, like, you know, whatever, their dinners. And so I'd always go with her. And so then I met them, and, like, I just really hit it off with them. Yeah. So then I was like, you know, I can always see myself doing this and kinda doing what she was doing.

And then she ended up kind of getting out because she she did well with it, but she didn't really like it. Like, it wasn't something that she wanted to do for a long time. So I kinda hopped in, and I kinda slid into her spot. Convenient. Yeah.

No. Exactly. And then, yeah, man. It was just that was that was the beginning. And and, so she was kinda never looked back.

Steve: Cold calling?

Luke: Yeah. Yeah. She was She

Steve: was cold calling for them.

Luke: She was doing cold calling. So

Steve: what was that business? I mean, I know this is kinda, like, not really your story. Yeah. Yeah. But what was that situation?

Luke: So they were hand dialing. Okay. Because this was years ago. Right? This was, like, eight years ago.

Steve: Okay.

Luke: So she was hand dialing with them, and she was hand dialing and door knocking. And she was still getting, like, maybe, like, a deal every, like, couple months or something, which, you know, when you're hand dialing and door knocking, that's pretty good. Mhmm. And then, yeah, like I said, she just she's like, this isn't really for me. And I I kinda slid in and and went for it.

And, and then that was kinda right when the dialer kinda came out. And so Right. Started with the dialer and and, man, man, it was, that was the that was the beginning of it.

Steve: So you joined Dustin. So it's Dustin Munger Yeah. And Brent Daniels.

Luke: Yeah.

Steve: Right? So you're working with them. Yeah. You said and this is, like, seven, eight years ago?

Luke: Yeah. This was, like, seven years ago.

Steve: Okay. So what was that beginning like? Because because we all know Brent, the big personality. Was always this crazy?

Luke: Yeah. Oh god. Yeah. Oh my god. Okay.

So so something about Brent, in in case no one knows. If you are too close to Brent, he will headbutt you. And that's, like, that's not a joke. I've had too many times where I've literally had a big lump on my head. I'm like, damn.

Like, come on, Brent. But that's just that's just Brent. But, man, Brent Brent's awesome. He's a great guy.

Steve: Alright. So what was that setup like? I mean, it was between the three of you.

Luke: So it's just the three of us. We'd be in the office where I'd be working from home. And then, yeah, it was it was basically, I would just cold call all day long, and it was obviously not fun. You know? No?

No. Come on. Like, who who enjoys really actually cold calling? Right? So I started out with, like, okay.

I'll call, like, you know, maybe an hour a day or maybe, like, a couple hours a day just to kinda feel it out. And then after that, I was like, okay. Like, you know, if you're gonna get deals, you gotta get more contacts. Right? You gotta talk to more people.

TTP. There you go. Alright. But, but yeah. So it's just like it kinda started out small, you know, an hour, a couple hours.

Then I kinda started going to, like, you know, four hours a day, five hours

Steve: a day. Through their Volition or your own Volition?

Luke: Through mine. Okay. Yeah. I mean, they they it was really open ended. Like, we didn't really have any, like you know, our setup was pretty just

Steve: wasn't like, Luke and I hit your numbers. What are you doing?

Luke: Never. Never.

Steve: It it

Luke: was never like that. Yeah. It was kinda just like, you can call for us, and I kind of, you know, I called for them, and they would comp it out and and sell them. And and that was really it. But, I mean, it started, it took me four months to get my first deal.

Four and a half months.

Steve: Were you working a job this time?

Luke: I was selling stuff on Craigslist.

Steve: Okay. So you had a little bit of a side hustle now. Yeah.

Luke: Yeah. I was selling selling cars on Craigslist. Okay. Selling some, like, shoes like that.

Steve: Alright.

Luke: So that was kind of, like, my initial, like, real thing that got me into, like, you know, the hustle. Actually, I I also did some multilevel marketing, but, you know, who hasn't done that?

Steve: Right. Okay. So you're doing four months before you did your first. So let's talk about that first deal.

Luke: Yeah. What

Steve: was that situation? Yeah.

Luke: Some of the first four and a half months was like, you know, you start thinking, like, am I gonna be like, this? Is this something I wanna do? Like, this is this is tough.

Steve: Yeah. And so there is that mental hurdle, especially, like, you say four and a half months, and you were on a team.

Luke: Oh, yeah.

Steve: A lot of people are solopreneurs. Yeah. They they gravitate towards this business because of social media and everything else. Yeah. Yeah.

And they jump into it, and the first four months sucks.

Luke: Yes. It's awful.

Steve: Alright? Like, that's not what you hear about on social media. No. Right? But it sucks.

Luke: Yes.

Steve: So how did you overcome that?

Luke: Well, I mean, the thing that's tough enough, in that first four months, like, you know, you know, first six months, whatever you wanna call it, that's when you're learning your script. That's when you're you're taking all the shit that you're not used to taking from people. Right? Because, like, if you're coming in and just going into cold calling, you're like, oh, okay. Yeah.

I'll talk to some people and get some deals. That's how it works. Mhmm. You're not you're not ready for what's gonna hit you. Right?

Yeah. So, yes, it's like when you get all that thrown at you, you know, it's eye opening, and it's tough. It's really tough. But, I mean, what kinda kept me going, was just knowing, like, you know, there is light at the end of the tunnel because, you know, they they were still kinda getting deals, from other stuff and and, you know, being able to see what they're selling these things for. You know?

And so then it's like, when you know

Steve: can see that there's this isn't fake.

Luke: Exactly.

Steve: Exactly. Know it's real.

Luke: Exactly.

Steve: So you just gotta pay your dues.

Luke: Right. Exactly. And so, you know, but then it kinda comes like, okay. What's gonna be that time frame where you're like, I'm gonna give up. Like, this isn't for me.

And so, luckily, you know, four, four and a half months in, I got my first deal. I think we sold it, and I think my commission on it was, like, I think it was, like, 3,500. But, you know, for your first deal, it was pretty good. I was like, alright. Sweet.

And then after that, like, I I just I kinda started popping one every every month.

Steve: Got it.

Luke: And from that point, that was that was when I started really kinda, you know, diving in and being like, alright. I'm calling I'm calling twice as much now. I'm calling four hours a day. I'm calling six hours a day, because I saw, you know, I saw the light at the

Steve: end of the tunnel. What

Luke: was your script like? It was very similar to what it is now, but just not polished. You know what I mean? Mhmm. So, I mean, from from doing, you know, from doing this now for for six, seven years, I've been able to, you know, take things that that you can find out that, okay, sellers don't like hearing that.

Right? Or make sure you say this and don't say that. Like, there's just little things that you can, you know, you can

Steve: just know, like, this would always trigger a seller.

Luke: Exactly. Saying that. Don't say the word. Yeah. We might flip the property.

Like, no. Seller doesn't wanna hear the word flip because then it immediately triggers to them, like, oh, this guy's trying to take me, or this guy wants to get my house super cheap. Mhmm. So, you know, just like little things like that. But, I mean, the script was still very, like, you know, yeah.

I'm calling about a property I believe you own. Just wanted to see if you'd ever consider selling it. Mhmm. You know, yes, no, whatever. So, I mean, it was it was very similar, but just not not polished.

Steve: So I don't know how long Brent and Dustin were together at that at that time. I do know that I met Brent when he wholesaled a deal to me, I wanna say, about twelve years ago.

Luke: Okay.

Steve: It was back when it was him and Mahoney.

Luke: Okay. Yeah. Yeah. And they I

Steve: remember I still remember. Right? It was a 40 k assignment fee on the HUD. It was like, what is this thing? Yeah.

Right? So when you were working with him, what was the I guess, what were the fees like? What was your compensation structure?

Luke: So how we did it, like, on average, we would probably make, like, 15 to 20. Mhmm. Without, like, the average average wholesale, we were hitting, Coronado hard. Like, that was the area that we were just I think I think, like, 15 of my first 20 deals were in Coronado. Like, it was that big of an area.

I know. Exactly. Yeah. It was it was nuts, but that was that was where they were, like, literally having me just go for it. And back then, oh my god.

We're we're you know? Of course, hindsight. But we were picking up houses for, like, one 01:10, 01:20. Like, I don't know if you've seen it. If you look at comps in there now, they're going for, like, 600 for, like, 400 square feet.

Steve: So for those guys that don't know Coronado, right, it's a part of a ZIP code.

Luke: Yeah. Yeah. It's a fraction of a ZIP code. Exactly. No kidding.

Steve: Yeah. So yeah. That was pretty wild. You were you were there. You're cold calling them five, six years ago.

Yep. What was that journey like? I mean, were you part of them as they're growing their wholesaling business, or did you leave before that?

Luke: Yeah. So it they I was not with them for very long. Like, I was with them for maybe, probably about six months. Mhmm. And then they split, and then I kept calling for each of them separately for pay probably another six months Mhmm.

Maybe right around there. And then after that, I partnered with my best friend, Jake Landis, and we took off. And we're like, let's, you know, let's start our own thing because they were each kinda going their different directions. Right? And so it just kinda made it was like a it was like a a clean time to kinda, you know, go a different route.

Steve: It made sense to to do the transition.

Luke: Exactly. Yeah.

Steve: So then how was that transition? Because now you go from a team where leads are provided. You got data.

Luke: Yeah.

Steve: You got a dialer. It was Hopefully, a CRM at this point. What was the transition like from leaving that to doing your own thing?

Luke: That transition was not easy. It was crazy. But, like, luckily, like, you know, if I needed anything, I'd kinda reach out and be like, hey. Could you send me to cover that contract? You know, they they got it.

They understood. And and, you know, they're both really good guys, and so they never had any issues with it. But, it was a tough transition, man. I mean, you go from it's ultimately going from, you know, kind of like having a job. You know?

It basically be like going from a w two to, like, a ten ninety nine. Yeah. Because it was like, yeah. Exactly. You said you had leads provided for you.

You had your dialer getting paid for it, and it's not like it's a lot or anything. It's not

Steve: a lot, but it's monthly fee still.

Luke: Yeah. Exactly. And at the time, when you're not used to that kind of stuff, you hop in, you're like, wow. This is kinda crazy. Mhmm.

So yeah. So it it took it was a it was a rude awakening. I remember our first deal that Jake and I did, we wholesale for $4,000. It was in Tempe, and I got it off Craigslist. Mhmm.

Found my first deal off Craigslist. $4,000. It was funny, man. It was, it was just we still have that check. We still have it in our office.

Yeah. So we've got it you know? Because it was the first one. So

Steve: So it was a struggle. So what what turned around? How did you guys I mean, you guys are crushing it right now. What was that beginning part for someone that's venturing off on their own, whether they're quitting a job or whatever?

Luke: Yeah. It's just learning, man. I mean, honestly, like, you know, we our first year, we started in, like, February. We didn't even start, like, January. We had some other things we're, you know, getting going.

But so in February, from from that ten, eleven months that we did that one year, we did $7,072,000, I think Mhmm. In wholesales. 72,000 in wholesales. Right? For our first year.

We

Steve: all started somewhere.

Luke: Right. No. Exactly. So it's like, it was not a great year. You know?

But, again, no. It's just it's it's literally just actually taking the time to learn how how to do it and what you're doing. Right? And so from that first year of '70, you know, the next year, we did 300. So we had, you know, a good growth pattern.

The next year after that, we did, like, six fifty.

Steve: Mhmm.

Luke: The year after that, we did a million.

Steve: And

Luke: then after that, you know, we've been we've been steadily over a million since then.

Steve: But how did you do that?

Luke: I mean, like I said, I think we went we went to real estate meetups. Mhmm.

Steve: So

Luke: we did real estate meetups, so we were able to kinda start, you know, meeting people that, like, hey. I'll actually buy your deals. Where it's like, you know, before, you don't have these pieces in place to be able to sell your deals.

Steve: Yeah.

Luke: And so once we started going to those, then we started finding people that were like, hey. I'll buy in this area. You know, like, I will buy almost anything in this area, and I'll buy at a pretty good price. So then we kinda started directing our marketing towards certain people.

Steve: So you're finding buyers first?

Luke: Yes.

Steve: And then you were finding properties?

Luke: Yes.

Steve: So it's kinda like the Coronado thing you were doing earlier.

Luke: Yeah.

Steve: Alright. Let's find what buyers want

Luke: Exactly.

Steve: And then reverse wholesale this.

Luke: Yeah. I mean, that's all that's honestly what we were doing. So, I mean, like, at the time, again, we didn't have connect like, you know, we had Brenda Dus, but they were going their own different directions with what they were doing and everything. So, yeah, I mean, it was it was honestly it was just basically finding out, you know, who was gonna buy in in what areas, and then we'll pull list in that area and then just, you know, pound the dialer.

Steve: So what list were you pulling at that time?

Luke: We were pulling ZIP codes because they're cheap.

Steve: Okay. You know what I mean? Like, through list source or what?

Luke: Title companies.

Steve: They're going to a title company, which for those guys that are listening right now, like, title companies is an often overlooked Yes. Lead source. Right? So you go to a title company. What do you ask for title what do you ask from the title company?

Luke: So we sat down with, like, you know I'm not gonna say which one, but we sat down with the head of the, you know, the sales team there, told them exactly what we're doing. And they said, you know, they'll give you their data because they're just saying bring your deals to us, though. You know, once once you've got a deal on a contract, just make sure you do your escrow with us.

Steve: Right.

Luke: And so yeah. So we're just like, okay. Well, we got a buyer that'll buy in the ZIP code. We got a buyer that'll buy in Tempe. We got one that'll buy in Chandler, you know, stuff like that.

So, yeah, that's that's honestly all we asked. We sat down with them. They gave us the list.

Steve: So they gave you a list. Yeah. How do you get the phone numbers?

Luke: That's gonna that's gonna be a question for Jake. So you'll

Steve: So not the systems guy.

Luke: Not the systems guy. Exactly. So one thing you'll you'll you'll definitely, you know, find out about me. I don't do stuff that I don't know how to do or like to do because it's not gonna go well. Yeah.

You know? So I stick with what I know. So JK handles all the back end stuff. Mhmm. And I handle all the the sales side.

So this the buying, the selling, the appointment, stuff like that.

Steve: So you're the one that's going to all the networking events?

Luke: Yeah. Well, we're we're both going to those, to the networking events, you know, meeting the new people and stuff.

Steve: And then you're the one that's developing the relationships?

Luke: Correct. Yeah.

Steve: Got it. Alright. So you being the sales guy, are you managing the salespeople?

Luke: We didn't have we we didn't have a sales team.

Steve: Alright. So I think that's the key point here. Right? Because you you're you're legendary for being the guy that cold calls while playing Madden. Right.

You have videos.

Luke: Right. Right.

Steve: Post. Alright. I think you're talking about maybe having a Twitch stream or you have a Twitch stream.

Luke: No. That's the plan. That's what we're moving towards.

Steve: Okay. So you're gonna be Twitching or whatever you call it, whatever

Luke: the kids call it. I'm sure there's a word for it.

Steve: So you're gonna be streaming on Twitch. Do you play Madden?

Luke: Yep.

Steve: Cold calling? Yes. Okay.

Luke: 100%.

Steve: So how can you do that? Right? Because multitasking is not a thing. Right? Or Yeah.

We argue. You're not supposed to be doing it. So how are you able to do both?

Luke: Okay. So when I was calling for, you know, four to six hours a day, as we mentioned, cold calling is not fun.

Steve: No. It's not.

Luke: Nobody likes to sit there and cold call. It's it's it's just like beating your head against the wall. So I was like, you know, I gotta do something. Like Mhmm. If I'm gonna call, like, this much regularly, I gotta figure something out.

So I hooked up my PlayStation, and I started out by, like, on arcade mode. Right? Because I was like, I need to be able to pause it whenever I need to. Right? So I hopped on and started playing.

And then after I after I started getting, you know, pretty good at at cold calling, I was like, you know what? I think I could step this up. I think I could try online.

Steve: We're gonna challenge ourselves.

Luke: Right. I think I I think I could try online. And, from that point, that was when everything changed for me. Because, like, when you're playing online, dude, like, that's a blast. Like, I love playing Madden online.

It's like, I could like, you know, before I was doing real estate, I could sit back and do that for six, eight hours a day. You know, people do that with, Call of Duty and stuff like that too. So that's where I think that this was, like, eye opening for me was I was like, I'm not even, like, really working right now. Right? I'm like, I'm sitting here doing what I would normally be doing, but I can actually be calling too.

And so it took a little time to, like, you know, get good at doing both. And you gotta use your, you know, your one time out, you know, sparingly, obviously. But that was it. That was that

Steve: was some of the challenges.

Luke: Yeah. Okay. So, obviously, you know, when someone answers and you're having a good call, like, you've gotta be thinking, you know, okay. You have to one thing you have to keep in mind the whole time, the call is more important than your manager. That's, like, the number one thing that you have to keep in mind is, like, okay.

I'm doing this to help me at work. Right? Like, I'm not I'm not calling to help my Madden. Like, that's not how it works.

Steve: Or you can have a really nice screen.

Luke: Yeah. Yeah. Yeah. Exactly. But so yeah.

So you just had to kinda keep in mind I had to keep in mind that, okay, the call comes before anything else. And so that was the biggest challenge. Like, when you're having, like, a really, really in-depth conversation, you know, and then you're also trying to plan, you're also you know, whatever. You're about to throw a pick. You're about to get sacked.

There's there's definitely been times when I too when you just scream, you know, or you, you know, throw my controller, whatever it is. But that's that's that's the toughest part. That's that's easily the toughest part is the is the, you know, having that conversation. You're trying to get the details. Right?

Because, like, how we how we do our our scripts is that we get the details of the property. Mhmm. And, I'm just writing it down. So, like, that's how I always do it is that I write it down, like, while I'm playing. I'll just, you know, kinda go back and forth a little bit like this.

Only are

Steve: you multitasking, you're also writing down with your hand

Luke: as you're playing your game. I'm writing all the details. Okay. Yeah. Thanks, Cheryl.

Yeah. Okay. That's a three bedroom, two bath. Perfect. Perfect.

And how many square feet was that? Okay. Great. That's that's perfect. Awesome.

And how much were you hoping to get for this property? Like, you know, these are the this is the conversation you're having with Cheryl while, you know, Von Miller is tearing your head off. Mhmm. You know? Yeah.

And so it's like you're going back and forth. And it's tough. It was tough. But, I mean, over over the years, you know, I've been able to I've been able to to kinda master it. And so it's

Steve: So is there a story of you losing your crap playing Madden affecting one of your deals?

Luke: You know, there's there's a story of me losing my my crap and throwing my controller in the air at our office, and actually breaking the light in our office because I threw it straight up in the air, and that led to a complete office renovation because we moved the light over and looked up, up in like, through the opening, and then we had vaulted ceilings. I had no idea. So we literally pulled all the ceilings out, vaulted the whole ceilings in the office, and that was from me getting mad and throwing my That's a plus. Exactly.

Steve: But did you lose any deals?

Luke: I'm sure I'm sure I've lost deals, you know, from, you know, from, from either not paying enough attention to the to the sell.

Steve: Demonstrating enough empathy?

Luke: Yeah. Exactly. Either either that we definitely either lost deals from that or, you know, obviously, just in general, just not, you know, not not being good not being good enough from, you know, from while I'm calling.

Steve: So So this is only for cold calling? Yeah. Right. To book appointments?

Luke: Yeah. Right. Right. Right. Yeah.

Steve: You were never doing this while trying to close a deal?

Luke: No. No. No. No. You're not there yet?

Hell no. I would I would not I would not

Steve: I would pay to see this.

Luke: I would not jeopardize me trying to get a deal because, like, obviously, the closing is that's where the money is made. Right?

Steve: Right.

Luke: Like, the initial cold call, you know, you're getting you're gathering details.

Steve: So you would pick Josh

Luke: Right.

Steve: On the PlayStation

Luke: Okay.

Steve: Playing Madden versus a VA in The Philippines, Cocoa. Yeah. Like, heads up, you think Josh in front of Madden is better than a virtual assistant?

Luke: Yes.

Steve: Alright.

Luke: Yeah. Just trying

Steve: to get context here. Right?

Luke: Yeah. For sure.

Steve: Okay. So let's talk about this business setup then. Okay. And Jake is fully approving of all this.

Luke: For sure.

Steve: Okay. So what does the business model look like as you're growing your business? Who is in what seats as you're playing Madden?

Luke: So like I said, our team is is small. Like, we're really small. Like, for the longest time, it it's just me and Jake. Right? So Jake is doing all the back end stuff.

He's doing, contracts. He's doing, the, you know, the list, putting him into the system, all that kind of stuff, mojo, all that. So I'm doing all the the front end stuff. I'm playing Madden, you know, getting the leads, calling them back, staying in front of them, doing the lead follow-up. This is when we're just a two man team.

Right? So basically doing all the follow-up, and then from that point, going and selling the properties. So, you know, building the relationships to find the buyers for them, selling them to them, and then, yeah, ultimately, you know, going to the properties, taking the pictures, sending the the drop boxes, stuff like that.

Steve: So And you can believe it or not,

Luke: you can build a million dollar business with two people playing mad, which is pretty wild.

Steve: It is wild. So it sounds like Jake was really doing most of the technical stuff.

Luke: Yes. A 100%.

Steve: You were having fun doing the other difficult stuff, which is cold calling. Because it's not don't wanna make it light of it. Yeah. Yeah. Cold calling is not fun.

Luke: No. People aren't doing it.

Steve: So you were able to do it in a way kinda, like, partially sedating yourself

Luke: Yep.

Steve: Yeah. With Madden. So you had to do all the sell stuff. You had to do all the back end stuff to support the sales side. Correct.

And all this time, you guys are both developing relationship with buyers.

Luke: Yeah.

Steve: But you're cold calling, and you're going to the appointments.

Luke: Yeah.

Steve: You're doing this physically, all your appointments.

Luke: Oh, yeah.

Steve: Okay.

Luke: Oh, yeah.

Steve: So when then did you make your first hire?

Luke: Our first hire was just just another salesperson to make more calls.

Steve: Mhmm. When was that?

Luke: That was probably, after Jake and I have been going at it for about two years.

Steve: Okay.

Luke: Probably about two years, we brought our first guy in, brought him into our office. He sat down with us. We told him, you know, we're gonna get another Mojo dialer. We're gonna throw you on there. Just listen to me.

Listen to me call. You know? Watch me play Madden. So he hopped on, and then literally started doing the exact same thing. Literally just started, you know So

Steve: you didn't have a system in place necessarily? No. Yeah. There was no training program? Yeah.

Exactly. And listen.

Luke: Yep. He came in, listened, and then he started calling. And then, you know, we would obviously, I'd still do the closing, so I'd take it from that point. But we'd have him just kinda get the initial call going.

Steve: Alright. So talk to me about, like, the evolution. Right? Like, how how did you go from I mean, how many sales people do you have now?

Luke: So now we just hired two more. So Okay. We have three and then myself. So we have four sales four sales guys.

Steve: Mhmm.

Luke: Obviously, we've got cold callers in in other countries as well. And then Jake doing all the back end stuff, and then we just hired a transaction coordinator.

Steve: Just hired a transaction. Now. So poor Jake insane. Is doing all that too.

Luke: Yeah. I mean, does

Steve: he not hate you for all this?

Luke: Probably. Yeah. So yeah. So, I mean and we're we're we're gonna do probably 2.2 this year. That's what we're paying for.

Steve: We mentioned that you're in Phoenix. Yeah. What markets are you focused on?

Luke: So we do, obviously, you know I'm sure as everyone knows, when you say Phoenix, that's everywhere in Phoenix, which is Phoenix, Chandler, Gilbert, Mesa, you know, Glendale, all that.

Steve: But more Glendale than probably Chandler.

Luke: Yeah. For sure. Yeah. Definitely. So yeah.

So Phoenix, Northern Arizona. So when I say Northern Arizona, Prescott, Prescott Valley, and Chino Valley are the the three main, that Tri City area. That's where Jake and I are both from. Got it. So we know that area very, very well.

So we we do pretty well in that area there. Got it. But we also do Sedona, Flagstaff, and, you know, some of the kind of the smaller cities up there.

Steve: Are you doing more in Phoenix, or are you doing more up there?

Luke: Oh, up there. Alright. Yeah.

Steve: And then up there, are you guys wholesaling or flipping?

Luke: We flip almost everything up there.

Steve: So you're you're focused predominantly on flipping?

Luke: Yeah.

Steve: Because

Luke: We don't wanna leave money on the table. We've got the crews to

Steve: guys it.

Luke: Absolutely. I mean, so up there, you know, we've got three crews right now that are in place. So it just doesn't make a lot of sense for us to to wholesale stuff up there. When we've got crews that are waiting and ready, you know, I mean, as everyone knows, you know, when you wholesale property, you're you're selling it to a flipper for them to make money. Right?

So you're leaving money on the table. So, you know, when you're getting your own deals, you're collecting that what would that what what would be that wholesale fee and the flipping fee. Right? And so, I mean, our average, you know, our average that we that we do up there is 52,000. So

Steve: But Jake hasn't managed the flippers?

Luke: No. No. No. No. Oh.

Yeah. I I manage them too. So So

Steve: you manage the you manage the contractors?

Luke: Correct. Yeah.

Steve: Okay.

Luke: Yeah. So So

Steve: you are picking up a little more responsibility.

Luke: Yeah. Yeah. So we've got we've got some, we've got, like, a construction manager up there too. So we got we got a manager up there that kinda goes through the projects and, you know, he kinda checks on everything. And so yeah.

Steve: Alright. So I was talking about those deals up up north. Yeah. Like, how are you sourcing those deals?

Luke: Texting. So we do texting. We do cold calling. We're we're doing, SEO and Facebook.

Steve: Got it. And how are you getting those leads? Yeah. Jake question.

Luke: No. But so, so for texting, obviously, texting and the, cold calling that's coming through the the callers in wherever whatever country they're in. Mhmm. That comes through them, goes through our sales team, and then we take it from that point and, obviously, you know, close the deals.

Steve: Right. But you don't know what, like, the data source or any of that stuff is?

Luke: Yeah. No. We use batch skip tracing.

Steve: Okay.

Luke: And then we also use, we also use, gosh. What is it? Yeah. One of I don't know. Yeah.

Like I said, mainly a Jake question there.

Steve: Yeah. Okay. So you've evolved, though. Right? You're not just wholesaling or just flipping.

I mean, so I guess, are you were you wholesaling in Phoenix, or you're flipping in Phoenix as well?

Luke: No. We're doing some flipping in Phoenix too.

Steve: Okay. So you're predominantly flipping more than wholesaling?

Luke: Flipping more in Northern Arizona, wholesaling more in Phoenix.

Steve: Got it. Yeah. Why not I mean, if the model, right, is flip over there, why not flip down here?

Luke: Yeah. That's the plan. That's the plan for 2022.

Steve: Okay.

Luke: But we also we bought a lot of properties over the last two, three years.

Steve: Mhmm.

Luke: Something like you know how people say you should pay yourself first? Mhmm. We didn't do that. Every time we would get, like, a deal that we wanted, we would literally keep it, and then we would bear it. And so we'd be ultimately out of pocket nothing on it.

Just throw, you know, a traditional loan on it. So, I mean, like, it was it was, like, a strange, like, three, you know, three years because we didn't pay ourselves very much, but we were just accumulating real estate like crazy. Like, it was like fourplex, duplex, triplex, Airbnb, Airbnb, duplex, Airbnb. Like, we don't keep any anything single family. We either do multifamily or Airbnbs.

Steve: Got it. And what is the rationale behind all that?

Luke: Just for what they can bring in. I I single family. I mean, they're safe. You know? And and, obviously, our Airbnbs are single family.

Mhmm. But we don't do anything, like, long term or a single family. Like, if we're gonna keep a single family

Steve: question is why why don't you go for the active income? Why are you keeping everything and paying yourself so low?

Luke: I know. It's just it's one of those things where we were we we got, like, shiny object syndrome. We wanted the property, and we wanted to keep it. And so it was like, okay. We're either gonna pay ourselves or we're gonna put that into this property, and we're gonna keep it.

Mhmm. And so that's how, you know, we were able to to accumulate so many properties over the past few years. But, obviously, you know, we didn't take in a lot of income cash wise to ourselves because we just kept rolling into properties.

Steve: But there's a long term play.

Luke: Yeah.

Steve: Yeah. So can you elaborate on because

Luke: 100%.

Steve: A lot of people are wholesaling Yeah. Everything.

Luke: Right.

Steve: Exactly. So I wanna if you can elaborate Yeah. Why you guys made that decision.

Luke: I think that, Jake and myself, our parents both went through 2008. And, so we kinda learned a lot from them, in a in a unfortunately, in a bad way. And so, you know, rental properties and and, mailbox money, Right? Income, it's very important to both of us. And so, you know, we live good lives right now.

It's not we don't need a ton of income to, you know, to we're already happy and live great lives. And so we would rather build for the future. Mhmm.

Steve: And

Luke: so we've been building for the future for the past, you know, three, four years by just, you know, buying a ton of rental properties. And so, I mean, ultimately, you know, we've been able to build our cash flow up pretty impressively now.

Steve: So both your parents suffered through the crash.

Luke: Yeah.

Steve: And so it's interesting because there are a lot of millennials, right, who experienced this.

Luke: Yeah.

Steve: Are you a millennial?

Luke: I think so.

Steve: Okay. So there's a lot of people that millennials that experienced this. Right? And majority of them became disillusioned

Luke: Right.

Steve: With capitalism, and they're more prosocialism

Luke: Right. Right.

Steve: As a result.

Luke: 100%.

Steve: You did not go that direction.

Luke: No. We went we both went the opposite direction because we knew we knew that, like, that our parents, they did they did well. Right? Mhmm. And then we saw, you know, we saw what happened.

We saw it was it was bad. You know? And so, our parents were smart, but they just you know, there's a couple mistakes. Yeah. Exactly.

And so, you know, just from learning from them and then also learning just from other people, other, you know, mentors, of spreading your money out, you know, and and getting buying rental properties, you know, getting that money that's gonna come in every month no matter what. Right? And so that's what we've been doing, and that's why, you know, we've that's why we've been able to to put together 31 doors now. So

Steve: Got it. And then so flipping Airbnb's rentals, and then you're developing too?

Luke: Yeah. What's that about? So, we're doing some some developing in Downtown Chandler right now. We just did a, a new build duplex we just finished. We just rented out one side, and we've got, I think, an application for the second side, which crazy okay.

So it was our first developing that we've ever done. Right?

Steve: It's tough. New build build from the ground.

Luke: Dude. Yeah. So it was a little it was a little house. It was like a, like, 400 square foot. Even you're you're familiar with Downtown Chandler.

Yeah. Yeah. It was a little, like, 400 square foot house. We knocked it over, and we tried going cheap. So we tried going through, like, you know, different GCs.

Right? We're like, oh, like this GC, he gave us the lowest price. Yeah. There's a reason he gave us the lowest price. And so we went through, like, four different GCs.

It took us three years to build a duplex. It's big. It's it's a big duplex, but still three years. Yeah. So it was just it was I

Steve: could possibly as terrible as I am with my hands, I could possibly build them with myself.

Luke: Dude, I'm not gonna tell you. It's ridiculous. Yeah. So, you know, it was a learning experience for us for sure. But the thing that was awesome about it is that when we first were building it, we're like, okay.

We should probably we did through their both three bedroom, two bath, 1,200 square feet. So we're like, oh, we might be able to get, like, you know, maybe 1,400 for rent, you know, like, two years ago when we're like, oh, yeah. You know, this thing should get moving. Now we just rented about now. We just got 2,400 aside.

Steve: Yeah. I don't get what's happening in the rent market.

Luke: Yeah.

Steve: I mean, I get supply and demand.

Luke: Right.

Steve: But still the numbers are

Luke: absolutely insane. Yeah. So that was the first one we did. We're doing a new build triplex in Downtown Chandler right now. And then, my wife and I are actually doing in Downtown Prescott.

Steve: Mhmm.

Luke: We bought a lot that's on two acres and it's zoned for 34 units.

Steve: Yeah. You're showing me photos of it. Yeah. Yeah. So talk about why that makes sense.

Because you were we were hanging out at Brandon's birthday party, and we're and you're you're kinda, like, sharing me with this vision.

Luke: And I

Steve: was fascinated with it. Yeah. Yeah. So can you share the vision why

Luke: Yeah.

Steve: Why you're doing that?

Luke: Yeah. So model. So it's Downtown Prescott. So Downtown Prescott. Prescott's growing super fast.

So if people aren't familiar with Prescott, it's, it's a Northern Arizona, kind of like a little mountain city. There's not snow like snowboarding. There's not any, like, snow skiing up there, but it's close to Flagstaff. You get snow. It's got a really just charming downtown area and everything, so it's just really cool.

So it's growing super fast. So there's a there's a shortage of of, housing there right now. So we got this lot that's got that's two acres in the zone for 34 units. So we're gonna come in, and we're gonna do 34 units, with, like, a heated pool. It's gonna it's we're gonna have a hot tub that's gonna be like a little dog park in the corner.

It's it's gonna be really cool. It's gonna be very, it's it's gonna be kind of, the one of the nicest, you know, complexes that's gonna be up there for sure.

Steve: How did you find it?

Luke: So I actually got it from another wholesaler.

Steve: Okay. So wholesaler, I sent it to you.

Luke: Wholesaler sent it to me.

Steve: Okay. At at what price?

Luke: He sent it to me at $6.75.

Steve: $6.75. Yeah. $6.95. Okay. And then you're planning on investing.

Do you you how how far along are you in this process?

Luke: We're almost through the final plans.

Steve: Through the final plans? Yeah. Okay. So how much do you plan on investing into this budget wise?

Luke: So Sage and I are bringing on a partner. Mhmm. It's going to be probably around somewhere in the ballpark of about 7,000,000

Steve: Okay.

Luke: To build.

Steve: So 7,000,000 plus the $6.95, so about 7.7. Yep. And then what is the final

Luke: The exit Yeah. Should probably be just based off of cap rates, the exit should be around 12 mil.

Steve: That's a pretty good project.

Luke: Yeah.

Steve: Alright. So 4 mil.

Luke: Yeah.

Steve: But you're not gonna sell it.

Luke: No. That's You're gonna

Steve: keep it.

Luke: The only way we'd sell it, when we when we talk to the partner, the only way we'll sell is if we do get that offer that's just, like, blow you away. Mhmm. So the plan is to keep it, you know, obviously, back to that same exact story I was just telling you, you know, long term rentals, adding 34 units is doubling doubling the amount of units. Right? Mhmm.

Over doubling the amount of units that we have. And, yeah, I mean, it's it it's you know, because it's gonna be kind of luxury, we should be able to be around 2,000 a unit. The unit and the breakup is super cool. Now they're all the same, but they're they're gonna be two bedroom, two bath. And so why that's important is because in Prescott, you have a lot of people that are working at restaurants and stuff.

We got a buddy who owns, like, a ton of restaurants up there, and he said the number one thing that they're having a hard time with is with the rising cost for rent is his employees are not being able to they're not they don't have, enough money to to pay for, you know, $1,400 for a studio anymore. Right? So if we're at 2,000 and these are gonna be really nice places, you'll be able to have, like, you know, two bartenders or whatever, two servers that can split it and it'll be at 1,000 each, which is, you know, that's easier to to to chew off.

Steve: So Alright. So what do you plan projected cash flow when it's all said and done?

Luke: Projected cash flow should be, you know, 2,000 a pop. So, it's gonna be 68,000. Mhmm. But then minus expenses and everything, we should we're hoping to be somewhere in the ballpark of probably about 45 to 50. 45

Steve: to 50 k?

Luke: Per month. That's everything.

Steve: That's pretty good.

Luke: That's pretty good.

Steve: Yeah. Term of project. And it's all again, you know, I I just wanna emphasize this for for everyone who's listening. Right? Like, you started off working for somebody else.

Yeah. Yeah. Right? And we had Jason last week. He was the same thing.

Truth. So many people are like, I have to work for somebody. I have to do this on my own. I have to do this on my own. Right?

I don't need a mentor. I don't need a coach.

Luke: Yep.

Steve: Right? I'm gonna do this on my own. Yeah. And something I preach a lot is you don't have to learn this on your own.

Luke: Right. Right.

Steve: Right? You can hire a coach Yep. Or you can join someone's team.

Luke: For sure.

Steve: And it sounds like when when you joined Brent, it wasn't this polished business he's got today. Yeah. Yeah. I know. It was still an up and coming business.

He was we were all struggling.

Luke: Oh, you could ask him about it. It was it was funny. It was fun, though.

Steve: But you got to learn from someone that's doing it

Luke: Right.

Steve: At no risk to you.

Luke: Yeah.

Steve: Well well, I guess the risk is zero income, but no negative. Yeah.

Luke: I mean, you didn't make great money. You know? Yeah. You didn't make great money starting out. But yeah.

Steve: But doing that, working for somebody, cold calling, you're able to build your way all the way up to, again, 10,000,000 assets. You're gonna be doing 2,200,000.0 in revenue this year, not including Yeah. Once this is built out

Luke: Right.

Steve: You know, splitting Yeah. $40.50 k a month.

Luke: No. For sure.

Steve: Right. So that's the upside.

Luke: That's the upside.

Steve: Now you and I were geeking out on sales Yeah. Right before this.

Luke: Oh,

Steve: yeah. So you're also obsessed with sales. Yeah. Where what kind of sales training did you go through?

Luke: Honestly, I haven't gone through any sales training. I mean, it's,

Steve: education. What have you learned? Where did you learn it?

Luke: Literally. So, I mean, again, the the I think it's kind of one of those things where I love people. Mhmm. I enjoy talking to people.

Steve: See, I'm the opposite.

Luke: Are you okay? Okay. So I enjoy talking to people. I enjoy telling, you know, story and everything. So, I think that a part of the what made it really easy for me, and I honestly say this, and, again, I know I mentioned this at the beginning, was when I got into network marketing.

It's tough, man. Network marketing is tough. Like, you're you gotta sell family, friends. It's tough. Right?

Steve: Everyone come over. We're gonna hang out. Oh, by the way, here's an MLM pitch.

Luke: Yeah. You gotta sign up. Right. No. So it's tough.

Right? Yeah. The hardest thing about it is that you kinda go into it, and after a while, you you have a pretty good idea that most people are not gonna be successful in it. That's what's tough. Is that then you're, like, bringing people in that you're, like, they're probably not gonna do well, but I'm gonna, you know, see if they wanna sign up anyway.

Mhmm. So with how difficult that was, going into cold calling and sales with people I didn't know was like a breath of fresh air. I'm not even kidding. It was like, I don't care if this person tells me no. I'm never gonna talk to them.

I'm never even gonna see them. Right? So everything was very everything it was like a huge, like, weight lifted off my shoulders of when I got into that because it was like, this is easy. I'm never gonna see this person. Right?

Yeah. So it was very, very easy. And so when it comes to sales training, I literally didn't I mean, I didn't do any. I I like I said, I worked with with Brandon Dusan for a little while. That was it, man.

Steve: So I think the so you must be intuitive. Yeah. And figure it out on your own. So I think this is a great point, though. Right?

Going from selling friends and family, which is not fun. No. Yeah. Pitching. Yep.

Especially with MLM is blind pitching. Yeah. They don't even know it's coming.

Luke: No. So, by the way Yeah. You guys tried this juice right here? I noticed it's tough, man.

Steve: So the the transition there is easier.

Luke: Yeah.

Steve: How how many different MLM's were you in?

Luke: Two.

Steve: Two. Alright. How successful were you in those MLM's?

Luke: The first one, I was really young. I was I was 17. So it was it was tough. It was, like, I was in that one for maybe, like, six months, and it was it was that second one, I I did I did pretty well on.

Steve: Yeah. What was the second one?

Luke: Income wise, I didn't do it wasn't, like, well, income wise, but, like, you know, status wise, basically, fair.

Steve: Made you doing pretty good.

Luke: Right. Exactly. Yeah. Basically.

Steve: What was the what was the MLM?

Luke: That one was, Live Smart three sixty.

Steve: Alright. So my parents did, Herbalife when I was a kid.

Luke: Right? Yeah.

Steve: And they were terrible.

Luke: Okay.

Steve: My parents are not salespeople. Right? And so at one point, after while I was in college Yeah. I was gonna sign up for Amway.

Luke: Okay. I mean,

Steve: I was like, don't be stupid. Like, this Herbalife thing didn't work for me. Like, don't do this Amway thing. Right?

Luke: So I

Steve: was like, okay. Fine. I won't do it. Yeah. But then I learned later on, I was reading, multiple streams of income

Luke: Okay.

Steve: By Robert Allen. Yeah. And And he says, like, one of the best experiences you wanna be a business owner is to join an MLM.

Luke: Yeah.

Steve: Because you have to learn networking Absolutely. Marketing Yep. Sales.

Luke: Dude, it's so true. There's so many

Steve: things that translate very well Yeah. From being an MLM to running a business.

Luke: There's no doubt about it. There's no doubt about it.

Steve: It's okay. The other the only other one I recommend nope. I'm sorry. Recommends the terror award. The only other one I recognize Okay.

Luke: Okay.

Steve: That translates well is dealing drugs. Right?

Luke: That's the

Steve: other one that does really well that translates into

Luke: Right. Right. Yeah. For sure.

Steve: Alright. So

Luke: That's awesome.

Steve: Talk about, you know, what are some of your biggest challenges today, right, by trying to grow your business as it stands today?

Luke: I'd say the biggest the biggest challenge now is because we have not been super team oriented over the past, you know, six years of Jake and I being together is, now we're going into that that phase now of building out a team. Mhmm. So it's just it's gonna be a little bit new for us. Right? You know, like, from from going of just Jake and I being in the office, going in whenever we want, and just kind of like, whatever.

Like, I'll call, you know, whatever.

Steve: Do whatever you want whenever you want.

Luke: I mean, yeah, honestly. You know? And so so that I think going into building out a team now, I'm excited about it. You know, Jake's super excited about it too. Mhmm.

But that's gonna be the biggest the biggest kind of not hurdle, but just, thing that's gonna be a little bit different from from what we've done in the past.

Steve: So Training. Why are you doing that?

Luke: Because we want to. We want we wanna get to the point where Jake and I are not doing everything. That, again, goes back to that conversation we had. Right. It says right now we're doing everything.

You know? I mean, we're literally doing absolutely everything in our business. It's great because we don't have to pay anyone else out. Mhmm. But at the same time, you know, I'm pretty sure Jake doesn't like writing emails at, you know, contracts at eleven at night.

And

Steve: He's still doing all that?

Luke: Yeah. And I mean and I don't like, you know, taking calls from Karen because she's like, hey. I was supposed to close last week. What's going on? And I'm like, yeah.

Well, I know. I know. I I thought I told you already what happened. You know? So stuff like that.

So, I mean, it's just those those things we're excited to kinda get off of our our table.

Steve: Yeah. We're not fires.

Luke: We're wearing too many hats right now.

Steve: Alright. So I'm gonna totally butcher this name.

Luke: It's the way to grow.

Steve: I'm a say Kiali. Oh? Why are you playing video games when you're cold calling?

Luke: Why am I playing video games? Yeah. Because it's it's I love it. It's one of those things where I think that not enough people realize that if you love to do something, you're gonna be very good at it. You know?

And so, I mean, obviously, I didn't love cold calling. Again, no one does. But I injected something that I love, and it made it so easy. It changed everything for me.

Steve: You know

Luke: what I mean? Made

Steve: it less painful.

Luke: It did. It did. And so it it made it possible to sit there and call for six hours a day, and it was not a big deal at all. It was not a big deal at all. You know?

Where before, I couldn't have done that. I couldn't have

Steve: done that. Really, what it comes down to is you would've you were basically avoiding cold calling. Like, there was there was an element of call reluctance. Right? It

Luke: was Yeah.

Steve: Not excited about it. Right. And you could endure more cold calling Exactly. If you're playing video games.

Luke: Absolutely. Yeah. You You know? So, again, it's like you you do something that you love to do, you're gonna be good at it. You know?

Yeah. If I'm sitting there playing Madden all day long, made it a lot easier to, you know, to hop on the dialer.

Steve: Sure. Sure. You know, something I've thought about and never done Yeah. Is, when I was only doing residential real estate Yeah. Like, for me, I was like, why don't I just go play poker?

Right? Because I can do everything on my phone. I can do lead follow-up. I can, answer calls, right, as a listing agent. Yeah.

Luke: Yeah.

Steve: I can do all these things. Only thing I couldn't do is show houses, but I can have people show houses.

Luke: Yep. So

Steve: I was for a while, I was like, you know, the life will be playing poker. Right? Just playing all in poker.

Luke: Yeah. Exactly. Right? That's awesome.

Steve: But we never got that far.

Luke: Someone else that comes to mind when I think of of doing what they love and they've been able to to build their business around it is Chris Iman. Yeah. That dude, I love Chris. You know? He's such a cool guy.

The guy has built his business to where, you know, he's disbo.

Steve: He's just yachting.

Luke: Exactly. Like, dude, he can disbowed from anywhere. He's told me that so many times. Like, as long as I got Internet, I'm good. Yeah.

Like and he's like, half the times, he's in The Bahamas. You know?

Steve: And and I love, like, right, he's like, hey. Anyone that wants to use my yacht Yeah.

Luke: I know.

Steve: You gotta send me enough deals. Yeah. And you can use my yacht.

Luke: No. Exactly. Like, he's you know? So Chris is a Chris is a a great dude. He's another guy that I think of when I think of someone that's just like they live the life they wanna live.

Steve: Right. You know?

Luke: And they've been able to build their business around it.

Steve: Absolutely. Carson Whaley wants to know, what is it that you think led you from 60 k to 300 k in one year? What do you think?

Luke: What was the difference from 60 to to 300?

Steve: Yeah. What what changed in your business to go from 60 k to 300 k?

Luke: A big part of it was getting buyers, getting solid buyers that were in the areas that we knew we wanted to buy in.

Steve: Mhmm.

Luke: That was the big that was one of the big things for sure. The 60 to 300 also, I mean, I think it also came down to we had had a full year now of lead follow-up. Right? So, obviously, when you're first getting in the business, you don't have any leads built up. You don't have a, you don't have a funnel.

Right?

Steve: Yeah. There's no pipeline.

Luke: Exactly. No pipeline at all. And so so you're not gonna be closing deals from six months ago or a year ago. You know? You're just not.

And so once once you have a solid full couple, you know, year, a couple years of of lead flow, you know, in your pipeline, you start getting deals that come back to you where they're like, hey, Luke. We spoke three months ago. Are you still interested in buying my property? Yeah. It's like those deals right there.

Those are the best deals. Because when those ones call you back, they're ready to go right now, and they're fat deals too.

Steve: Yeah. Well, if they're calling you.

Luke: Yeah. Exactly. Alright. Exactly. So that was, I think that's what I'd say would be the biggest difference from that that, 60 to 300.

It's literally just time.

Steve: Yeah. Time's on your side.

Luke: A lot of people don't realize, like, that it takes time. You know? You have to have patience.

Steve: The, the example I've seen, right, or the analogy is priming a pump. Right? Like, you can prime a pump, and it sucks in the beginning. Yeah. Yeah.

But if you keep priming, it pays.

Luke: Yeah. No. Exactly. For sure.

Steve: Alex Desipito wants to know, what did you tell yourself to get through those tire kickers to get to your first deal? Right? Like, there are a lot of people that are wasting your time frustrating you. What did

Luke: you tell yourself? That a deal is coming. I mean, you just have to know it's coming. You know? If you if you if you're gonna, you know, think that it's not coming, I mean, you're gonna set yourself up for failure.

I have so many people reach out. I I was telling you this. I have so many people reach out, and they're like, I don't know, man. Like, I'm calling thirty minutes a day. Like, I've made forty contacts this week.

And it's like, you think that's enough to get a deal? Like, hell no. It's not. Like, dude, you gotta be there's times where I had my my lead, like, tracker that I'd created. I was making a 120 contacts a day.

Mhmm. 120 a day. Like, you know, you you make a 120 contacts in a in a day. You know, you multiply that times five for a week. You're talking to a lot of people.

Like, you're gonna get deals. You know? So people just have to realize that you have to, like, put yourself you gotta get in front of people. If you don't get in front of people, you're not gonna get deals.

Steve: Yeah. It sounds like Brent's program.

Luke: Yeah. Exactly. Yeah.

Steve: And then this tracker, you wanna talk about your tracker?

Luke: Yeah. For sure. Got a so, so yeah. So when I when I first got, into real estate with with Brent, I had, like I'd write down my my, like, leads. Right?

Like, my leads and, like, my my tracker for, like, how many contacts I'd make. And I was like, man, like, who's I need to do like, there needs to be something like this. And so last year, I was sitting down, and I was thinking I was like, man, like, there needs to be a cold call planner. Like, if there's, like, a cold call planner for people who are first getting into real estate, like, first getting into cold calling where you can actually track the things that you need to track to be able to be successful in the industry, like, it'd be really smart to have something like that. And I was like, there's nothing out there like that.

There's nothing. And so I I made one. I went and created one, and it's literally got all of the things that I wish that I had when I first got into cold calling, and and into wholesale. So, I mean, literally, you can track how many contacts you made, how many hours you called, how many leads you got, how many appointments you booked. You know, your time tracker so it tracks how many hours you called for, your contact tracker so you can mark them off with how many you're making.

So, again, I had I was doing this on a piece of paper, and I'd be like I'd literally fill in one through, like, 80 or one through a 100, and I'd sit there. And then and this was before I was, playing Madden. But then I'd literally sit there, and I would I would mark them off. Mhmm. I'd mark them off just like I could keep track of how many even though, you know, Mojo does it.

Like, I just needed something to, like, keep me, you know, keep me kinda active. I'm I'm fairly ADD as well. Yeah. I'm sure not sure if you know the tell. I move around a lot.

Steve: Yeah. Yeah.

Luke: So, like, I just need stuff like that. And then, obviously, when you're sitting down for six hours, you need something like that. So yeah. So it gives you, like, daily goals, weekly goals, quarterly goals, and then you fill them in literally every single week, and you see where you're at with your numbers.

Steve: When I think exactly, like, KPIs. Right? Like Yeah. We all harp on KPIs. Yep.

But it's hard to track KPIs if you're not actually writing it down or if you don't have a great CRM

Luke: Yeah. To model that. And so with this, the thing that's kinda cool is that you can be like, man, like, why do I feel like I didn't get any, like, leads last week, or why didn't I book any appointments last week? And then you can literally look back through your week and be like, okay. Maybe it's because I made 15 contacts for the week.

You know what I mean? Like, it just kinda holds you accountable.

Steve: And then Kelly's question goes back is, what we say to someone that's afraid to make cold calls because they don't know what to say to a seller?

Luke: You have to do it. You gotta jump in. If if you don't if you don't jump in, you're you're you're literally just gonna analysis paralysis. Yeah. Right?

And so, I mean, if you just if you're if you're kinda scared to get started, you're never gonna go anywhere. Yeah. You have to learn by your you know, from your mistakes. I learned from my mistakes. Trust me.

Steve: Well, you like to learn intuitively.

Luke: Yeah. For sure.

Steve: I'm a I'm more of a textbook learner. Okay. Okay. So, Cali, if you're interested, right, I mean, we have our own sales training program where we teach you what to say, how to say it, why you say it that way, and so on so that you have more confidence Right. To explore.

And, actually, I see Alizette's in here. And so she's actually gone through it, so you can actually compare notes with her. Cool. And then, Sefi, what list would you recommend that's not too competitive but also very motivated sellers? I don't know if such a list list exists, but is there a list that you recommend that's not competitive but has motivated sellers?

Luke: I mean, the list that that we would say is, like, the easiest that kinda we have the best luck with is obviously non owner occupied, high equity, hasn't been sold in the last, you know, five years, typically. And then, again, we actually still pull this into ZIP codes that we know will kill it in. So, I mean, like, in these areas in Northern Arizona, you know, we'll pull zips that we know, like, we can sell stuff for you know? Okay. If we do a flip in this area, it's bringing in a number way over market value.

Mhmm. It's not even a question just because of where it's at. Yeah. So we'll we'll pull this like that too just because we know we could probably pay retail for it.

Steve: Also helps though that you're the flipper.

Luke: Yeah. For sure.

Steve: Right? So if you're not the flipper, you might not have as much confidence

Luke: For sure.

Steve: In number, but you've got insane confidence

Luke: Yeah.

Steve: If you're the buyer.

Luke: Yeah. For sure. Alright.

Steve: I know

Luke: I can do this. Yeah. There's no doubt about it. But, yeah, I'd say I'd say high equity, non owner occupied, and then, obviously, you know, just, not sold in the last five, six years.

Steve: And then follow-up question from Kelly is, should I start doing wholesaling by myself at first, or should I find someone new to start and become partners right away, or do I ask to work or partner with people in the business already?

Luke: I would recommend what you said. You know? I would recommend either starting on a team where you can learn a lot. You know? I mean, from my year that I was with them, I learned so much.

And so, I mean, like, I would either start on a team or the other thing I'd say is I'd you know, if you are gonna go by yourself, you know, I would definitely say be around the people. Like, get around the people that know what they're doing. Again, when we went to the wholesale meetups, meeting some of those people that can actually kinda help you along the way a little bit, stuff like that. I mean, that's that's what I probably would I'd say.

Steve: Yeah. I mean, what's really cool is, you know, we have a very similar circle. Right?

Luke: Yeah.

Steve: And if you're hanging around our circle, like, there are things that, for us, is like a no brainer. Like, it's not even like a hesitation. But for someone, it's like, how do I do this? How do what do I do about this? And it's like, oh, that's easy.

And it's just

Luke: Yeah. Yeah. No. Exactly. We've done

Steve: it so many times. So it's really important to surround yourself with people that are actually doing this.

Luke: Doing deals too. And that's the other big thing too. Yeah. And

Steve: then Blake on Instagram wants to know how either of you sign this contract, how the seller get arrested?

Luke: Couple days later. Have you

Steve: ever had a seller get arrested a couple days after signing the contract?

Luke: No. But we did have a seller die, three days after we signed a contract. Mhmm. And that was tough. That was tough, man.

It was we went through about, nine months of, trying to find the heirs to their family, and it was it was wild. We got into it was it was crazy. There's a there's a long story there, but we haven't had anyone get arrested. But we did but we did have someone ask me.

Steve: So, Blake, I've never had anyone deal with get arrested, but as long as they're not in solitary confinement, you can make it happen. You can have a notary. You can go have someone meet them. Yeah. Yeah.

Right? Probably what I recommend is whatever title company you're using, have them dress a power of attorney Mhmm. That they will accept, and then have the person that got arrested sign a power of attorney in front of a notary. They probably have one at the prison. I would think they would too.

Alright. I don't they're probably not having random notary skills. They probably have a notary at the prison

Luke: I would think so.

Steve: Or the jail. And that's that's how I'd work with that.

Luke: Yeah.

Steve: For someone brand brand new, do you recommend them use a dialer or cold call by hand first?

Luke: Just dialer all day. Yeah. You can't cold calling by hand is just not it's not, productive. It's just really not I mean, when you've got things like a dialer out there, you're gonna learn so much faster. You're gonna you're gonna, you know, you're gonna go through a lot more nos, which is what you need to get to your yeses.

And so, I mean, if you're hand dialing, it's just gonna take you a lot, lot longer.

Steve: People on Instagram wanna know what's in the box. I don't know what box they're referencing.

Luke: Oh. Oh, I think I know.

Steve: So Are these the Mitch Murray leads?

Luke: Remember how I, remember how I told you that I needed your shoe size?

Steve: Oh, yes. I do remember.

Luke: Alright. So I wanted to do a little something for you.

Steve: Alright.

Luke: So you're a master closer.

Steve: I like to think so.

Luke: You're a master closer. So from another master closer, I wanted to get you a little something.

Steve: Oh, wow. That's awesome.

Luke: From the master closer.

Steve: He is the master closer. He is the best closer, in case you didn't know Aaron. The best player of all time.

Luke: He is. He is. And Jay.

Steve: So Him so wanted

Luke: to get you a little something.

Steve: Thank you.

Luke: You know, I don't know if you'll wear them, but I, I I'm a big shoe guy, and I

Steve: I will absolutely wear them.

Luke: I wanted to make sure that I got you

Steve: something a little better. So a Wednesday Wednesday next week. So I played actually this morning.

Luke: Oh, did you?

Steve: I played this morning, and I had the best game I've had in a very, very long time.

Luke: Oh, there we go. Alright. Awesome.

Steve: 42. Right? We're we're we're past that.

Luke: We dropped 42.

Steve: We're past that point. No. So I played this morning. And, I I in one game, right, to eleven, I was five for six with three threes.

Luke: Oh, there we go.

Steve: Right? There we go.

Luke: I like it. It was

Steve: just one of those days You're just feeling it. Field Yeah. Yeah. So that's probably gonna be the last one in my forties.

Luke: There we go. There we go.

Steve: But this will probably help.

Luke: Have you played in ones before?

Steve: I haven't played this. I will play in these.

Luke: And I will they're great.

Steve: Maybe I'll maybe I'll livestream it for you. Yeah.

Luke: Yeah. Oh, you better

Steve: do it.

Luke: Yeah. You better do it.

Steve: Alright. So, we got that. William Cass, what do you think is the future of wholesaling based on the negative press recently, like, in Atlanta? I'm not sure I'm not familiar with what's going on in Atlanta. What what did you hear about Atlanta?

Luke: So I heard that they're putting trying to put in some laws right now. Mhmm. I actually talked to buddy Brandon, Brandon Barnes last night. But, yeah, I guess they're trying to put in some laws right now, just stating that, you know, they're trying to outwater. Yeah.

Yeah. We're trying to trying to do some, you know, trying to do some things to to make it a lot more difficult to to wholesale.

Steve: What's the name of

Luke: the press that you've got? I don't know the detail. I just know I just know that it that's the press, though, that it got it it did make some, some some frontline news there.

Steve: So whole thing.

Luke: So

Steve: I will share, Williams cast. This is my opinion. If it's a matter of having to get your realtor license Right. Then you just go get your realtor license. Yeah.

Luke: For sure.

Steve: I don't think it's a big deal. Yeah. It will suck, though, if kinda mentioned earlier about the drug dealing thing. Right? Because if your convicted felon distrues you

Luke: do that. Right? Exactly.

Steve: I I don't like that part.

Luke: Right. Right.

Steve: Right? Because because you're you're making it harder for someone to make a living. I don't like it anytime you take away someone's opportunity to make a living.

Luke: For sure.

Steve: The other component is anytime legislation is passed

Luke: Yep. To

Steve: help somebody, it screws that somebody. Yeah.

Luke: For sure.

Steve: Right? So we saw it firsthand with short sales. We did a lot of short sales.

Luke: Right. Right.

Steve: And what they did was they made it so that you couldn't, prey on short seller on on people that are upside down. So you couldn't prey on somebody that's upside down. So what happened? They're no longer a short sell lead.

Luke: Yeah. And

Steve: instead of short selling their house, they get foreclosed on.

Luke: Exactly. Yeah.

Steve: Right? So to avoid preying on distressed sellers

Luke: helping them out, though.

Steve: Yeah. So instead of praying with distressed sellers, now they're getting foreclosed on. Yeah. Who's helping who here?

Luke: Exactly. You were helping them avoid a foreclosure. Right. Be able to save their credit and possibly walk with some money. But yeah.

Steve: Yeah. So now they can't if they wanna buy a car, they're paying stupid high interest rates.

Luke: Exactly.

Steve: And so what I I foresee, because this actually came up on a coaching call this morning, is if they change it or you can't wholesale

Luke: Right.

Steve: What does that what does that do? People like you and me Yep. Are gonna figure it out.

Luke: Exactly. Yeah. No doubt about it.

Steve: Okay. We won't wholesale it. We'll close on it.

Luke: Yes. Yeah. Exactly.

Steve: We'll flip it. Yep. What happens in order for that to happen? There's less competition in wholesaling. Yeah.

Luke: For sure.

Steve: So there's fewer people bidding on that home.

Luke: No doubt about it.

Steve: And because we have to get hard money or whatever, we have to buy it deeper Yep. To the homeowner They're gonna be less money. Helping

Luke: Yeah. Exactly.

Steve: Through legislation will walk away with less money.

Luke: Yeah. There's no doubt about it.

Steve: It sucks.

Luke: There's no doubt about it.

Steve: But, you know, if we can

Luke: With right now protect the people. With how things are right now, I mean, as you know, in in Phoenix, people are walking with stupid money for their houses. They're walking with money that that doesn't even make sense. So it's like, yeah. You're gonna take that away.

Steve: You're gonna take that away. I mean, the only only person that will win here only people that will win here would be iBuyers.

Luke: Yeah. No. Exactly.

Steve: So victories on Instagram wants to know, what percentage would you consider a homeowner with high equity?

Luke: We usually we usually say at least 50.

Steve: Alright. And then, Anton wants to know what kind of dealer a dialer are you using?

Luke: Currently, Mojo.

Steve: You're still using Mojo? Yeah. No. You're not past Mojo yet?

Luke: No. I'm I'm, I'm a creature of habit for Mojo.

Steve: Single line or triple line?

Luke: Triple.

Steve: You don't even call us latency?

Luke: No. Oh. No. It's been good.

Steve: Yeah. We,

Luke: I haven't had too many issues.

Steve: Have they fixed the issue where you can't listen to the recordings?

Luke: We we, we were going through that a little bit. I'm not sure if they fixed it or not yet, honestly.

Steve: So anytime and it could be because we we stopped using it a couple years ago.

Luke: Okay.

Steve: The problems we have with with Mojo was that anytime you try to listen to a recording, it sound like they recorded underwater.

Luke: Oh, really?

Steve: Right. So you couldn't it's hard to coach your team up.

Luke: What what's your team using for

Steve: we're using Call Tools two point o now.

Luke: Are they headphones or just through

Steve: USB plug in.

Luke: Okay. Yeah. So we do, obviously, just on our phone, and we just do, Jabra headphones. Mhmm. I don't know.

We we've had a really good we've had a really good luck with them.

Steve: That's good. That's awesome.

Luke: They like the noise canceling with the, you know, whenever the whole thing comes down. So.

Steve: Oh, sorry. I didn't actually show the shoes. I apologize to everybody. So there you go. Look at that.

Sexy.

Luke: Right? Yeah.

Steve: We'll just put that out here for everyone to see. There you go.

Luke: There they are. Yeah. I almost, I almost kept them. You know? I was like, oh, these are pretty gray.

Steve: I wouldn't blame you. I wouldn't blame you, though. They're sexy. I I will definitely be posting those as as they get used.

Luke: Perfect.

Steve: Are there insurances you have to have to run your business? That's from Jeremy on Instagram as well.

Luke: Nothing that I know of.

Steve: They're supposed to be e and o.

Luke: If there are, we don't.

Steve: They're supposed to be e and o, but we don't we don't use an E and O for wholesaling. I mean, most insurance is crap anyway.

Luke: Yeah. Yeah.

Steve: They're I think, you know, insurance are are in the business to deny claims. Yeah. I think that is their exact Not even a problem. Business model. It's like, how do we deny as many claims as possible?

Exactly. What are the regulations in texting? Are you familiar with the regulations in texting now? No. So, Williams, as far as I'm aware, we still have TCPA compliance issues.

And I know that they're making it harder for for people to text.

Luke: But as

Steve: far as I'm aware, the penalties are the same as they've been for the last, I don't know, eight, ten years. Right. Right. It's just now they're making it easier to enforce those penalties. So not that the regulations have changed, I think just easier to penalize.

What

Luke: I've heard too I mean, not regulation wise, but I've heard that, like, there's certain, like, words that you can't include in your text. And if you include those words, then, you know, obviously, then they'll get, like, kicked back or something.

Steve: So Yeah. They'll get, they get flagged as spam, and they won't make it through. So we had today so congratulations. Our very first Reddit comment, right, which is a Mission Marilee. So we're There

Luke: we go.

Steve: Looks like we're live on Reddit because we were shadowbanned for a minute.

Luke: Oh, serious. Okay. Perfect.

Steve: And then let's see. So we talked about your organization already. You you mentioned you're scaling and asked you why.

Luke: Yeah.

Steve: Right? So you could 31 doors now, potentially 65 doors in a matter of less than twelve months.

Luke: Yeah. It'd it'd probably take two years because it's such a big project.

Steve: Okay. But

Luke: But still yeah.

Steve: Why go through the pain of growing a team if things are working the way they are today?

Luke: So the biggest reason is, like I said, is is taking some of that off of our our plate. Right? Mhmm. But the second thing is that, my business partner, Jake, and I, we want a lot out of life.

Steve: Mhmm.

Luke: Super happy, you know, where I'm at right now. Like, I couldn't be happier.

Steve: Yeah.

Luke: You know, when I look back at it and think of, like, okay. You know, when when I was 21, if I would've thought, like, okay. Where are you gonna be at when you're 31 or 30? I'm sorry. I just turned 32 now.

Yeah. You're old. But yeah. I know. But, no.

Like, I'm I'm extremely happy, and I'm extremely grateful. Mhmm. But at the same time, there's I also I'm 32. You know? I'm not I'm not dying anytime soon.

I at least I don't think. You know? And so no. So, I mean, I I, you know, I definitely think that it's just one of those things where once you start scaling, you can start growing your business a lot larger. We're also Jake and I are gonna be, doing, like, a little kinda special.

We're gonna be, road to a thousand units. Mhmm. So we wanna get a thousand units. So that's gonna be, like, a a big thing we're gonna be doing. And so it's pushing for that.

So so

Steve: That's awesome. Yeah. Awesome. C e l on Reddit wants to know, what's the average cost of starting a successful wholesaling business?

Luke: I would if I was to guess, I would say you could probably do it for about 2,500. I would say that'd be the price where it's like

Steve: To starts.

Luke: Yeah. Exactly. But to maintain Not the two running. No.

Steve: Yeah.

Luke: Yeah. 2,500, I'd say you can spend some money on marketing. You can get a dialer going. You can get, you know, some of the some of the some of the things going that you need to. Right?

Some of the, the fake numbers and stuff like that, where you can kinda get all the systems rolling, but not maintain. Yeah. I mean, you know

Steve: So what what would you estimate is your monthly overhead?

Luke: We keep our monthly overhead low. Right now that we don't have, you know, we don't have, employ like, a lot of employees that are really on payroll right now. We're about to, you know, pretty soon here. Yeah. But we've kept it insanely low for the past few years.

Would you say with marketing or no?

Steve: With marketing.

Luke: With marketing, we're probably spending about 15 a month.

Steve: Yeah. So 15,000. Thousand. Right. Yeah.

So for comparison. Right? So we're not making as much as as Lucas, but we're spending over $30 a month, right, between marketing, labor, and all the different tools because there's no shortage of things to sign up for making $39.99 you a month to death.

Luke: Alright. There's no doubt about that.

Steve: Yeah. So but to start and and and run a successful wholesaling business, CEO, I think, you know, if you had $3 a month Yeah. You could probably

Luke: I think so.

Steve: Run a a a decent business.

Luke: Yeah. And you're not gonna have a big team, obviously. You know, you're gonna have a it's gonna be maybe you and one other person. But, again, if you can just if you're doing that at 3,000 a month, if you can just get one deal a month, you'll be fine. You'll be doing well.

Steve: And then I am original wants to know what is your gamer tag?

Luke: L it's LDashTrainDash28. I

Steve: was hoping it was gonna be something super embarrassing.

Luke: Yeah. I wish it was too. No. L yeah. LTrain28.

So, obviously, I'm a big Vikings fan. Mhmm. Twenty eight was my boy, Adrian Peterson.

Steve: All day.

Luke: Dude, oh, that guy. Yeah. Telling you, he was my he was my I loved him.

Steve: What is your superpower?

Luke: My superpower. My superpower. I would say my superpower is, I would say it's my ability to to just save me, like, being me. Like, I like I said, I I there's certain things in in our business where I'm not gonna be good at them, so I'm not even gonna try them. Right?

Like, I'm I I don't I don't wanna do it. I'm I'm not gonna be good at it. I just I think that, like, just staying within my with what I'm good at, staying with what I know, and, again, just, like, I'm just comfortable being me.

Steve: Stay in your lane.

Luke: Yeah. Exactly. You know what I mean? Like, there's so many different wholesale. There's just so many different routes you can go.

And, we've really just kinda stayed with what we like. I mean, I like staying I like doing things that I that I like doing. Right? So I, when we do our rehabs and stuff like that in our Airbnbs, I love design. Like, I love doing the design on the properties.

I love doing the the you know, like, picking out the like, it sounds crazy. Like, I like picking out the couches. I like picking out the, you know, whatever, the tile, the the countertops, all that kind of stuff. So I enjoy it, and so I I still do it. And so, I mean, I just yeah.

I'd say just staying who I am.

Steve: I would say it's a bit of a shock.

Luke: Okay.

Steve: Only because you mentioned a moment ago that you get ADD.

Luke: Yeah. I do. I do.

Steve: And ADD and stay in your lane do not they don't work together.

Luke: Yeah. No. For sure.

Steve: So we actually have someone in our office. Aaron, you met him on the other side of the wall. Right? And, he actually asked me. He's like, hey.

I wanna get into Airbnb. He's like, no. You don't.

Luke: Yeah. Okay.

Steve: And only reason why I was saying that is that Airbnb can become a full time job if you don't do

Luke: it correctly. They can.

Steve: So what how would you counsel somebody that wants to get to your Airbnbs?

Luke: Okay. So, again, I think you just have to take a look at, like, what you want out of life or what you want out of your Airbnb. Right? Mhmm. So, I mean, we're gonna have, as soon as our next two are finished, we'll have nine.

So they make the ones that we have, they make about 3,000 a month after everything. Mhmm. So, I mean, you know, we're talking 27 a month off of nine Airbnbs. So it's like, that's a it's a good chunk. Right?

Steve: Yeah.

Luke: So, I mean, like, to me, it's worth it. It's worth it to to kinda put up with some of the stuff, you know, to put up with some of the, hey. The last guest, their dog pissed the bed. Mhmm. Whatever it is.

Right? Like, there's all kinds of things like that. Oh, yeah. Absolutely. Yeah.

Okay. Yeah. One of the last guests just found a turd under one of the beds. So I mean, like, a dog turd. And they're like, I was just sleeping under this bed.

There's a dog turd under here. I'm like, well, I guess our cleaner didn't get it. Like

Steve: like Probably.

Luke: Yeah. You know? Yeah. Exactly. But, I mean so, like, there's there's things like that that you're gonna have to put up with.

But, again, like, you just have to see if it's worth it for you. But, I mean, we have a we have a a property manager

Steve: Mhmm.

Luke: That kinda handles all of our Airbnbs. So, I mean, we get you know, she'll text us and say, hey. Like, what do you wanna do about this? What do you wanna do about this? But, I mean, like, we have someone in place where

Steve: How soon how many Airbnbs do you need before you hire your property manager?

Luke: I mean, again, I think it just depends on what if you if you wanna manage them, you know, or is it gonna be like a side income? If it's a

Steve: side income,

Luke: as a side hustle, I would say probably on your third one.

Steve: On your third one?

Luke: Yeah. I'd say you should be able to do one or you should be able to do definitely one. You should be able to be be able to do two on your own too. Yeah. And then, again, wherever you're gonna have your Airbnb, just make sure, that you have, like, your, like, logistics in place.

Like, a cleaner is extremely important. Like, it's it's everything. Like, people don't realize that. Obviously, our cleaner missed the the dog turd, but I mean but, no. Like, cleaner is extremely important and then also having a handyman because things are gonna come up with the property where you're gonna need someone to be able to go do things for the property right away.

So those are the two big things that you gotta have in place. But if you have those in place, it it gets it's not it's not that bad.

Steve: Yeah. What is the greatest lesson that you have learned?

Luke: Man. Greatest lesson I've learned. I would say in wholesaling or or just in general?

Steve: In general.

Luke: In general. I think that if you just treat people with respect and treat people how you wanna be treated, that it comes back around to you all the time. You know? I think that people what I've seen is in especially in this industry, I've seen people that are assholes Mhmm. And a lot of people don't like them, and and you see bad things happen to them.

And I think that you see other people that are just generally good people that, you know, people like being around. You know, people that that when you think of you when you talk to other people in the industry, when they talk about them, they have nothing but amazing amazing things to say about them. Mhmm. And we all know those people. Right?

Yeah. And so, like, when you think of those people, that's just that's who you wanna be. Like, you wanna be one of those people where when they when anyone says your name, it's always brought up in a good light.

Steve: Yeah. Absolutely. What is your favorite best or most interesting failure?

Luke: Oh, gosh. Favorite, best, or most interesting failure? That's tough, man. I haven't even thought about that. I would say that, like, even though because I also said it's kinda one of my strengths, but I I don't I think the fact that I I won't that if I'm not good at something, I'm sometimes I kinda just will I'll just push it off too fast Mhmm.

Where it's like rather than even take trying to take the time of learning it, I'll just kinda be like, I don't wanna do it. Like, I just I don't wanna do it. I can't do it. Mhmm. You know what I mean?

So it's like like, I'm I'm good at sticking with what I know, but then if there's something that I don't know or something that I don't like, I just won't even go down that path

Steve: Yeah. Where

Luke: you know, could be shutting off some, some things that could be really good.

Steve: It's that double edged sword. Right? I mean, there's something that, I believe very strongly. What are your strengths or also your weaknesses? Yeah.

Yeah. It goes both ways.

Luke: For sure. For sure. So I mean, that's I think that's I'd consider that definitely, like, a failure of just, like, house you know, I won't even I won't even put myself in the in the position.

Steve: Yeah. But you're aware of it.

Luke: Yeah. For sure.

Steve: What book have you gifted more than any other? Oh,

Luke: I mean, obviously, there's the Rich Dad Poor Dad. But, I mean, my favorite that's, like, kind of more unique is, have you ever read The Monk Who Sold His Ferrari?

Steve: I have not. I've heard about it.

Luke: That's a great book.

Steve: What do you like about it?

Luke: Just in general, it's just like again, it kinda makes you look at things, like, through a different perspective of, like, a overall, like, life in general. Right? Because, obviously, how the the title is, Monkhouse Oldest Friar. So it's, you know, him talking obviously about he's got his Ferrari. He's a doctor, and and so he ends up getting rid of it because he's gonna chase the more important things in life.

And so yeah. I mean, that's that's kind of been big for me too is just like, you know, what are those things in life that are most important to you?

Steve: Mhmm. You

Luke: know, and then yeah. And and chasing those instead.

Steve: Alright. And it's a great great minor because a lot of us do not maybe unclear That's what we want. And we want material things

Luke: Right.

Steve: And we think will make us happy. Yeah. And, there's something I read not too long ago.

Luke: These will make you happy on the basketball court, but you know.

Steve: There's something I read. It was Keith Cunningham. Right? He says that most of us mistake pleasure for happiness. Yeah.

Right? We'll we'll receive pleasure when we get the car, but it's not happiness. No. Yeah. Exactly.

It's it's temporary

Luke: Temporary pleasure.

Steve: Pleasure. We get all those dopamine hits, and it's pretty high

Luke: Yep.

Steve: But it's temporary.

Luke: For sure. There's no doubt about it. Yeah. No doubt about it.

Steve: So, alright. I want you to think about what you wanna leave the listeners with. One moment. A couple of quick exam announcements. Guys, if you get value today, please like, subscribe, share, comment.

It helps us reach more people. I'm looking here. We get 20 likes 20 thumbs up and two thumbs down. I don't know what that's about. But 20 for that reason, although I see 47 people watching, I need you guys to hit the thumbs up to make up for those two thumbs down.

So please, again, like, subscribe, share, comment. It helps us reach more people. And then we do have our all day sales training, two Fridays from today. So in nine days, we're gonna be talking about our sales process from beginning to end. If you guys are walking away from any deals that were closable and you didn't get it, you need to show up.

To me, I think there's no greater tragedy than a seller that's willing to accept your price

Luke: Oh, yeah.

Steve: And you walk away without that closing.

Luke: Oh, yeah. For sure.

Steve: That is expensive. So, guys No

Luke: doubt about that.

Steve: Happening to you ever, you guys need to come. Be sure to tune in next week. We got Chris Johns coming in. He's gonna talk about how they they're actively scaling their business to 12 markets, what it's gonna take to scale the 12 markets. I think that's a

Luke: mind blowing

Steve: number. Yeah. So what are some last thoughts you wanna leave the listeners with?

Luke: I mean, honestly, I'd say, you know, with cold calling because, I mean, that's kind of, you know, that's kind of my thing. Yeah. With cold calling, if you guys are because I know there's a lot of people out there that are, you know, dipping their toes in or, you you know, kinda thinking about getting into it. You can make a lot of money off of it. You know, you you really can.

And, I mean, you just you have to kinda get going on it. And I know it's I know it's tough and it's scary to think about. But, I mean, if you if you just dive in, once you've really kinda get flowing, like, once you kinda get, like, a good, a good kinda flow going, you're you're, you know, you're gonna get deals. Like, you really are. And if you're not and if you're not good at it, then, you know, take on someone else, you know, and then you handle the back end stuff.

And if you're not gonna be doing either one of those, then, yeah, maybe it's not for you.

Steve: I mean, there's an element of truth to that. Yeah. There's act there's not there's a lot of truth in that.

Luke: It's not for everyone.

Steve: There's a lot of truth in that. Yeah. And so I always harp on cold calling because I see so many people hire a cold caller early. And for me, I think that if you're not if you're not good on the phones, it'd be really hard to be good in the living room

Luke: Yeah.

Steve: Right, at the kitchen table. Yep. Right? That

Luke: There's no

Steve: way to do that. Getting punched in my like, you learn on the phone. Like, don't say flip. Yep. Yep.

If you say flip, it's a trigger word.

Luke: Oh. Right? Wait a minute.

Steve: Yeah. And you lose rapport. Yeah. You learn this from cold calling.

Luke: Yep.

Steve: It's the same thing in the living room. If you're not honing your skills on the phones

Luke: And you have to. It's important.

Steve: And now you walk in the living room where there's actual money at stake?

Luke: Yep. Yep. Exactly.

Steve: You can make some very expensive lessons.

Luke: Oh, for sure.

Steve: So how can someone reach you?

Luke: You can reach me on Instagram. My name on there is Luke underscore r o underscore. Yeah. And then on, YouTube, we're out the Viking boys. So we've got a, we've got a channel on there where I'll do, like, live cold calling where I'm playing Madden.

I know you've seen some of those. I have. So, yeah, we'll do live cold calling with Madden. We do some, like, our deal breakdowns. We do, like, Airbnb walk throughs, you know, some of our our new construction stuff, some of our developing.

So just a little bit of everything that we do.

Steve: Yeah. That's awesome. Thank you very much.

Luke: Of course.

Steve: Appreciate it, and thank you for your shoes. I will let you know how how the shoes do next week.

Luke: Yeah. You better. Absolutely.

Steve: Thank you guys for watching. See you next week.

Luke: Awesome. Thanks.