How our Top Rep has Acquired 55 Contracts Year to Date

Blake Smith: If you've heard it's the most challenging market, it's probably one of the best markets there.

Steve Trang: Yeah. Yeah.

Blake: I love that. It's my favorite thing. Like, oh, you can't wholesale in Southern California. There's too much competition. No.

Good. Yeah. There's a lot of competition because somebody's making a shitload of money there. That's where I wanna be.

Tyson Smith: So so one of my favorite things, I don't even know where this came from, but there's always room for one more if you're good enough. And so it's what I'd say if you're struggling. Right? Reach out to somebody who's having success in your market. Like, reach out and go talk to that person.

See what they're doing and emulate that. Find somebody you look up to. Reach out to that person and go model them. Quit trying to invent the wheel, man. It's already been done.

Steve: Hey, everybody. Thank you for joining us for today's episode of Real Estate Disruptors. Here we got Blake and Tyson Smith with We Buy Homes Cash. More operators in the Phoenix market, and they're gonna talk about how their top rep has done 55 deals year to date, an unfathomable number. Now as you guys know, I am on a mission to create a 100 millionaires.

The information on this podcast alone is enough to help you become a millionaire in the next five to seven years. You'll take consistent action. You will become one. Now I've been talking about that for a while. We finally created a tool, free thing, right, to show you how to track the financial so you can know if you're actually a millionaire or not.

Go to wealthevaluation.com to get our six page PDF so you can do a worksheet if you guys are interested and figure out exactly where you are financially. This show is brought to you by our sister company, Investor Lift. Get access to over 2,000,000 cash buyers across the country. Go to investorlift.com, put in disruptors to get 10% off. And if you get value today, please tag our friend below.

Share this episode right now. That way we can all grow together as a live show. So please ask your questions for Blake and Tyson to answer. Ready? Yep.

Absolutely. Alright. So the first question is, what was your life like right before you guys got into real estate? I'll start with you, and then we'll go with you.

Tyson: Alright. Right before I got into real estate? Yeah. I don't wanna answer that. Well, right before I got into real estate, I was doing a start.

So Yeah. Life was difficult, we'll say. Yeah. I won't dive deep into that, but, basically, I mean, that's what got me there. Right?

I had to figure out something to do and somewhere I was gonna go earn, and I'm not employable. I'm a horrible employee.

Steve: Definitely agree that you're unemployable. We'll get to that later on. So as far as when I first met you, my very first impression. So, so you're was this around a time you had just winded down your construction company? Yep.

Okay. So you already had success as a self employed person, as an operator of a good sized company. Yep. Why don't we talk a little bit about what your business was like before you shut it down?

Tyson: Yeah. We, we did, residential and commercial drywall. So drywall and, you know, metal slab framing, and then just a lot of residential production, multifamily type building. And ran a team of at at our heights, we had a 197 employees.

Steve: 197 employees. W two.

Tyson: The majority, yes. So Well, I'd say 50% were

Steve: So what was your monthly, payroll like?

Tyson: We base it on a weekly. So we our yeah. Payroll every week was over a $100. Just Gotcha.

Steve: So it's a little little bit more than what you're spending today.

Tyson: Little bit.

Steve: Yeah. Yeah. So what was the reason for shutting that down?

Tyson: Well, I guess for the long story, one, I hated it. Right? So there I didn't realize, but you kinda just get drawn in and sucked into it. And I didn't like the business. I didn't like where we were headed.

But that was years. Right? So you kinda quit taking care of your business. Mhmm. And, so I started hiring people to take care of my business, and they don't take care of your business.

Steve: Yeah. Like, what you're saying.

Tyson: But I didn't keep eyes on them. Right? And so I hired a guy, and we were just gonna blow commercial up and cost me about $2,000,000 in six months. And I was like, fuck this.

Steve: So I'm just go expand the commercial. Yeah. And as a result of expanding into commercial, you lost $2,000,000.

Tyson: Yeah. I burned through a million dollars cash in four months and then just through lost over another million dollars in AR.

Steve: In what? In accounts receivable. Like, money that was owed to you. Yep. Wow.

From commercial? Like, do these people, like, declare BK? Like, what happened there?

Tyson: Well, it's just the whole whole story. But, yeah, it was just like, you start going down, you're tied into some pretty intense contracts with commercial contractors.

Steve: Mhmm.

Tyson: And they're like, you're not performing. They just kick you off and then liquidated damages, they come through and they just take your money. And there's really not a lot you can Wow.

Steve: About it. Okay. Okay. So you already but you already had the taste of entrepreneurship, and you realize you're unemployable. Yeah.

Yeah. So then what about you? What was your life like right before you got into real estate?

Blake: Before I got into real estate, Steve, I was at the University of Alabama hitting the bars four or five nights a week and, pretty much have much of

Tyson: a care

Blake: of the world besides going to the gym and having fun.

Steve: Yeah. University of Alabama. So you're probably tied. Roll it out. I was gonna say you're probably already pretty close.

You're in Ren's neck of the woods then.

Blake: Yeah.

Steve: Yeah. Mhmm. So kinda do whatever. You didn't really have a a a job at all. Was there any underlying reasons why you decided to pursue real estate?

Blake: Well, so, I mean, ever since I was a little kid, I've always been attracted to, like, nice stuff. Right? I wanted to wear a suit every single day, and I wanted to drive a shiny red sports car. I wanted to have a sick office and have a big house. These are things I always wanted.

I always knew I was gonna have too. And, just throughout, like like, so when I went to college, I was studying finance and real estate. Finance because I was like, well, I could become I could go work at Goldman Sachs, and I could be a I could be a stockbroker like, Jordan Belfort. Yeah. And maybe that could give me all this stuff.

Then I had real estate too because I knew that there were people in real estate who were making a ton of money as well. I didn't know shit, but this was my this was my understanding.

Steve: Master plan.

Blake: Yeah. So I was doing that. I had a I had, like, several internships and whatnot. So I I had an internship at a big, real estate investment services firm specialized in student housing, for a summer and worked under a great team there and got a lot of, like, exposure to that.

Steve: And I

Blake: was like, oh, I I wanna do this. Like, I wanna work there full time. And, that was my plan for when I graduated.

Steve: Mhmm.

Blake: But then I graduated in 2020, which, as you know, something pretty crazy happened, and and the whole world decided In Arizona. Well, true. But until it did. But Arizona was one of the better places to be. Yeah.

But, you know, when that happened, the firm was like, hey. Like, we don't really we don't have any deal flow. We don't have a spot for you anymore. And so what am I gonna do? I I can't just sit around and do nothing.

And he had told me about wholesaling over the past year or so. Yeah. And that was my intro to real estate. Well, I shouldn't say that because when I was, when I was 18, we, I came I went and got my real estate license.

Steve: Did you? Yeah. Oh, I didn't know that.

Blake: First time

Tyson: I threw his ass on the phone's call.

Steve: Oh, yeah. I was I was calling expired

Tyson: and Here. Just say this.

Blake: Yeah. Hated it. Great practice.

Steve: Oh, yeah. Great practice.

Blake: Well, so, honestly, that that's the truth is because because of that, even though I I didn't know what I was doing, and I I wasn't like I was good at phone sales after that, but I had experience doing it. And I thought I had training, so I just I was like, you know what? I am good on the phones. Whatever. And so I had that little bit of confidence when I first did get into wholesaling.

I was like, oh, I I already know I already know how to do this.

Steve: You already faced it. Yeah. Yeah. Like, I don't talk about this a lot, but, like, one of my first jobs out of high school was I did work at wholesale. Right?

And, like, I didn't get paid for it. Well, it was, like, $8 an hour. But it was a job. Yeah. I work eight hours a day, cold calling for, dollars an hour.

So what got you what what what prompted you to get in the

Tyson: real estate? Well, when I was looking around, right, I I'm looking at jobs. I've got people offering me, to come and run their company. They're like, we're gonna pay you a $100 a year. I'm like, there's not a chance I'm gonna go work for somebody for a $100 a year.

Like, that's not I'll go I will go mow lawns and make $50 a year before I do that. I just I don't care. I'm not doing that.

Steve: Yeah.

Tyson: And I was like, you know what? I can do real estate. That's gotta be the easiest job in the world. And so I got licensed, and I started doing it. And I realized it wasn't easy.

But part of it was, like, I didn't know. I didn't have a sphere of influence. So I'm calling expireds. I'm learning from people who I didn't really like their system, so I didn't believe in it. And so now I'm trying to tell somebody, hey.

Let me sell your house. I don't even believe in it. And it just the first year was miserable. Second year was better. The third year was better, but I still didn't have a passion.

It was the third year, though, that I stumbled upon my first wholesale deal that I didn't get. I don't even remember my first wholesale deal. I remember this deal, though. Yeah. And I was trying to get the seller from, to to talk to me.

I could tell he wasn't being honest with me. There was something I was missing, and he wasn't being truthful. Come to find out, he'd already signed a contract, but that's where I met temp. So my my broker said, he's like, yeah. This is a cash deal.

Call this kid. I met Temp, and and so we gave a cash price. We we couldn't make it work out. We ended up finding the truth, but I watched that deal, and I saw him flip it. And I was like, that's what I wanna do.

And that was in, like, October, '20 not '18.

Steve: Yeah.

Tyson: And I threw all my traditional. I closed down my CRM. I exported leads, threw them in the trash, and I just went and said, how do I do this? Right. And I just started wholesaling.

Steve: Alright. So you don't remember your very first deal, but what transactions do you remember when you decided to go in wholesaling?

Tyson: Well, the transactions, sir, I remember. Most of the transactions I remember were just understanding, like, sometimes you're trying to be too fancy with people, and they're just like, dude, I just need help. Right? So learn to just shut up, say less. Mhmm.

What do you need? So is this what you want? Right. Yeah. Sign here.

Steve: Yeah.

Tyson: Right? And quit overcomplicating the system. So it's more that's the stuff I think I remember than actual transactions. That's

Steve: how long was it when you said, alright. I'm watching this transaction go through. That's what I wanna do. How long from, like, that realization to, like, this became a business?

Tyson: Immediately. Immediately? Yeah.

Steve: What was the thing you like, well, do you remember what you did to to get your first deals going?

Tyson: Yeah. I got Mojo dialer Mhmm. And I got a list of foreclosures and tied, and I started calling, hey. Do you want a cash offer? Actually, I called you.

Because what happened is I called you, and I said, Steve, I wanna learn how to wholesale.

Steve: Yeah. I remember that.

Tyson: What the hell do you do? And you said, hey. There's this guy, Rafael Vargas, that you should talk to. I Google Rafael Vargas, and

Steve: I'm like,

Tyson: oh, shit. This has got a thing in Miami. Right. I go to Miami. That's $5,000, and I don't have any money.

Like, I'm real estate's not doing well. I go to Miami, and I'm sitting in Miami, and he shows all this stuff. And I'm like, oh, that's what I need. Like, that's CRM. And and a dude is sitting next to me.

He's like, what do you think this is gonna cost? I'm like, I don't give a fuck. Whatever it costs, I'm paying because I'll make the money back. Right?

Steve: Right.

Tyson: And it was $25. And I just said, I didn't even have the $25. Right? I'm like, yeah. I'll give you 12,000 now, and I'll give you 12,000 in two weeks when the deal was closing.

But I believed in myself. I was like, that's the system. And it was really just a Podio system to organize leads and a script, and I just grabbed that and rolled it.

Steve: Just one of the best available

Tyson: at the time. Yeah.

Steve: Yeah. Okay. So you got there. You I think that included, like, the the it was, like, 25 for the CRM, and they included, like, some mentorship. So you learn from him, and you started doing more deals.

So your business became consistent fairly quickly?

Tyson: No. No. No. No. No.

Business didn't come become consistent. It still isn't consistent. I mean I mean, it's consistently inconsistent. Right. But, you know, I mean, the months are pretty consistent, but you still have ebbs and flows.

Steve: How because you you said you just hit Mojo. You start calling foreclosures. How relevant do you did you find your realtor experience

Tyson: Zero. Zero?

Steve: That's

Tyson: true. Well, the the part of the realtor experience that that helped me was I knew how to comp. Mhmm. I could look at a property and be like, this is value. Yeah.

That was experienced.

Steve: Right. Gotcha. And then when exactly did you guys decide to start working together? So when

Blake: I like I said, so I was just basically, when COVID happened, I was just in Alabama. I was living with, like, five other guys in our entire frat house. It's like, we're just, like, in the like, you're just fucking off. And, eventually, he was like, hey. It's time to come home.

Oh, shit. Alright. And, came home, and it's like, obviously, like, that job went away. I was like, well, gotta do something. And he was like, look.

Here's what I've been doing. Like, obviously, I had known about this, but he was like, if you come on and do this with me and you're fully in Mhmm. We'll go ahead and we'll do this

Steve: $50.50.

Tyson: Got it. And I

Steve: was like, alright. I

Blake: was like, well, how much money can be made again? And, you know, you're showing me different people, and they're driving sports

Tyson: cars.

Steve: Yeah. They're driving nice cars.

Blake: I was

Tyson: like, I'm in.

Steve: Show him the dream. Everyone that's in the industry that's on social media appears to be doing really, really well.

Tyson: Yeah.

Steve: Yeah. Okay. So in addition to Rafael, who else helped you, you know, kind of blossom your business?

Tyson: Your podcast.

Steve: So you

Tyson: Oh, I when I was first started, right, it was listening to your podcast. Like, if I'm driving in my car or whatever, I'm listening to real estate disruptors.

Steve: Yeah.

Tyson: And and like anything, right, it's not like the whole show is great. I only need one little nugget that come out of a show, one little nugget here, whether it's, you know, pace. I can close deals like this. Well, if he can do it, I can do it. Yeah.

Or, you know, Jamil, like, just his personality and go talk to people. And you just just these smallest little things Mhmm. Give you that belief system. Right? And you start walking down, or I've been able to do that.

Right. But listening to the show just keeps you motivated and pushing further.

Steve: Dude,

Blake: people ask me all the time, like, how did you learn how to do this? It's like, I listened to every single episode of this podcast, Sales Disrupters, every single one that came out. And, like, I look back now, like, I probably listened to Pace and Jamil's episode, Templeton's episode, RJ Bates' episode, Nick Perry's episode. I probably listened to each of those, like, four or five times a piece.

Steve: Yeah. So And it's awesome to hear.

Tyson: Talking about hiring and, like, just how you doing, like, oh, that makes sense. Right? Right? Right. And It makes sense.

Steve: Learn little things. Yeah. Yeah. And that's for me, like, selfishly, like, one of the huge benefits I have to show, they're like, we know why you started the show. One of the reasons why I started the show was I can get anybody in the country, go on the show Yeah.

And just tell me exactly what I need to know. Right? So that's been a huge benefit. But I'm glad, right, that you guys are able to to take the nuggets and apply. And, like, I do believe everyone that comes in the show has at least one thing about them that sets them apart that we can that we can replicate.

Blake: Every single person, they have the exact road map for, like, what I wanted to do. Then there was like, I just really named off, like, five or six of them and how many different people you had. But I just saw these people. Those are all people that I, like, connected with that I really you know? And I just see they're they're showing exactly what is going on.

Steve: Mhmm.

Blake: And there's so much, like, for free. Like, it's on this podcast, and also they all have YouTube channels with a bunch of other supplemental free information. It's just all out there right there for you. Yeah.

Tyson: And it's like, oh, what what? Perfect.

Steve: What were some of you guys' biggest victories along the way? Right? I mean, it's only been it feels like it's only been a few years, but you you guys have had some big victories. What are some of the biggest ones?

Blake: I'll tell you my my first like, the the biggest thing I'll always remember is the first time making a $100,000 on a deal Mhmm. And, like, looking at a check. It was the first check we ever got. Like, we've always gotten bank wires, but I had a check for I don't know. It was, like, a $132.

Yeah. And, like, me and him drove to the bank together and, like, gave it to the teller, and she took it. And all of a sudden, all of that money was in bank account. And I was

Tyson: like, holy shit. This is sick.

Blake: And so then at that point, just, like, perspective of money has now changed. It's like, it took me, what, maybe a month of following up with that lead and then two months for us to close the transaction, and all of a sudden, that amount of money came in here. Now all of a sudden, I know never in my life would I ever be able to trade my time for money unless somebody's willing to pay me exorbitant amounts of it

Tyson: per hour.

Steve: Yeah. No. I think that's that's incredibly powerful. Re it recalibrates everything we know about money, right, in in an instant.

Blake: Which and and that's the thing is I'm keep I wanna keep pushing that. Like, even now, I know that there's still room to grow. Like, there are people out there who are making what we make in a year and a day. Mhmm. And it's like, okay.

Well, I need to keep pushing and figuring out what I

Tyson: need to do. People like Elon, the richest people, like, how they really perceive money. Mhmm.

Steve: Yeah. Their perception of the world's a little bit different.

Blake: And right.

Tyson: But I

Blake: need to get print. Dope. I need that perception.

Steve: Like Yeah.

Blake: I need to keep leveling up till I'm there.

Steve: What about you, Blake? What was the biggest victories you had along the way?

Tyson: Well, the biggest victories that I've had are watching the team grow. Like, watching people come into our organization and watching their mindset just change overnight. Their entire belief system. That'd be my biggest victory.

Steve: Yeah. So talk about that because, you know, you guys were here, a month ago when Ren was out here for sales leadership, and you guys were talking about, like, how impactful it is, like, the the the morning. How does you guys have? So talk about how your team's lives have improved. Well,

Tyson: this is kinda leading. So our the our one acquisition rep, he came in. He actually was seeing Tyson on, I don't know, somewhere. Social media or something. I don't know which one.

But I

Steve: was hoping it was, like, a social media platform and not, like, another, like

Tyson: Yeah. Social media platform. So This kid lives for the other shit. This kid lived in California. Right?

And he messaged Tyson. He's like, hey. I wanna come work for you and kind of was persistent on. And, he he shows up, and he's not a natural salesman, but he's very coachable.

Steve: Mhmm. And If you

Blake: looked or you talked to this kid, you would like, he has a very monotone voice. Like, he he does not display the traits of, like, somebody that you think is gonna come on and be a rock star.

Tyson: But you tell him to do something, and he just follows it. He just does it. And so we we brought him, but, you know, he came in wanting to learn and stuff, but he now you're starting to see his dreams expand. Yeah. Now he's like, I wanna figure I wanna go buy a fourplex.

I want a house hack where he wasn't even like, it wasn't even really possibly for him to buy a house. And now he's gone from, well, not only to buy a house, but I wanna try and buy a fourplex.

Steve: Mhmm.

Tyson: And, in closing deals where he was struggling at first and, like, like, man, what are we gonna do here? But his close right now is 55 transactions. He is one in 4.7 offers to a

Steve: That's absolutely remarkable. Yeah. And, you know, the impact is huge. The other thing is you're the second person I've heard third person I heard to actually do business from TikTok. Right?

So, like, the very first one was Ryan Pineda. Right? He was the one that's, like, leading that charge a while ago. I was like, well, you know, I don't know about trying to be trying to catch Ryan Pineda. But But then RJ Bays, right, he said on part of the disruption, like, he regularly gets transactions because he just posts his cold calls on TikTok.

Mhmm. So what are you posting on TikTok that attracted this this model employee?

Blake: Well, one I'll tell you is I'm not getting any we're not getting deals from TikTok, but it is it's the personnel. That is that's the biggest thing for it. But, dude, everything, man, is what it when it comes down to posting on TikTok, posting on social media in general, it all you're doing is telling your story to the world. Right? Mhmm.

And so it's a whole bunch of things. Right? I show people I one thing that I do that's really big, if anybody wants to grow on TikTok, here's a hack for you. Go live and just do your cold calls live. This is gonna be great for you twofold reasons.

Number one, you have an audience, so you're gonna perform at your very highest every single time. So, like, we talked like you had, you had Luke Luke Revolt and Jake Landis on the show, and and Luke likes to play Madden while while he cold calls. Right? That keeps it entertaining

Steve: for him.

Blake: For me, going live on TikTok made it entertaining for me. All of a sudden, I got people I'm hanging out with. It's kinda like a show. Like, I'm having a great time with it, and it allows me to do it for longer. But, also, it allowed me to get better because I need to perform.

Mhmm. But then through doing that, people like to see it for whatever reason. Right?

Steve: Yeah.

Blake: And then that started bringing people in, and then that's exactly that's how, like, this guy saw it. He just saw me live talking to people. He was like, well, I think I could do that. Right. Message me.

Hey. Can I come do that?

Tyson: Yeah. I moved out here.

Blake: But what's a post? Right? It's just you're just telling your story. It's whatever you want.

Steve: Yeah. I like that. Have you considered if you're doing lives on TikTok, have you considered starting a Twitch stream?

Blake: I I've been doing it on YouTube now. Because it's so much better. Because, also, like, I wanna show people my screen, and TikTok won't let me do it. It's just my face. But I wanna show people, like, hey.

Look. I'm you know, here's what I'm looking at, my comps and everything like that. So if you guys are interested in watching live, like, I do this on YouTube at

Tyson: TikTok keeps shutting his account down too.

Blake: Yeah. Also yeah. For

Steve: whatever reason. I think it's awesome, though, that you're leveraging social media because it's something that we talk about from time to time. The power of branding, the power of creating content, telling a story. And the objection we always get is, like, well, why would anyone wanna hear my story? Right?

Like, why like, you know, or I'd rather just do deals versus creating content. So can you address for me those two objections?

Blake: Is the dumbest thing I've ever heard. What do you mean? Okay. Melissa, I don't know what you believe in or anything like that, but a lot of people, they believe that you were created in God's image and you are the the embodiment and likeness of him. And if you believe that and you don't believe that you have something special to share with other people, then you're lying to yourself.

Everybody has something that they were put on this earth to be amazing at. And by you just keeping it for yourself, you're being selfish. You can't help anybody else out if you're doing that. And even if it's something is you just starting out and showing people, here's a meme. I don't know shit.

I'm just doing this. You know what? Somebody else is gonna see them. Like, well, if if he's not afraid to try it out, then maybe I can. And you know what?

Spiritually, by you helping that person out, it's gonna come back to you.

Steve: I love that. What about the

Tyson: So I'm glad I got him so I don't have to do that.

Steve: Yeah. What about the other question of, like, well, I'd rather be doing deals than than creating content.

Blake: Bro, I'm live on TikTok closing deals. Like, there are videos of me. Like, I'm not only like, I'm making money closing deals while I'm doing this. That's where people will get will get caught up. And I I I do tell that to people who, like, they talk to me.

Like, hey. I wanna get my social media going while I'm doing this. It's like, well, let's make sure that you're managing your time correctly.

Tyson: Mhmm.

Blake: For me, like, when I first started, especially, like, I'm live while I'm doing an income generating activity.

Tyson: When I'm

Blake: talking to this person who's new, and they're like, well, I have made these videos of this and that. It's like, okay. Well, is that making you any money? Like Yeah.

Steve: So you have to the fact that you're tying it to an income activity. Right. Yeah. I like that a lot. So how proud are you to hear all this coming from him?

Tyson: No. That's a it's it's why I like what he's doing. That's what I want him to go do.

Steve: Yeah. I was saying as a father, like, how proud is, like, the is it how rewarding is it? Or did you just, like well, you just you know? You didn't just hire him, like, some random person off the street. Like, you brought him in.

Tyson: Yeah. Well well, you know, in hindsight, because I had worked with him, right, if I brought him in as an employee, I knew that would just be

Steve: Mhmm.

Tyson: Right? The only way to get him to come in, which is why I brought him on as a full partner. Right? And said, look. I'm gonna give you 50%.

We're just gonna start everything. It's all half yours

Steve: Mhmm.

Tyson: From day one. Because that would that would, produce complete buy in.

Blake: Two feet in.

Tyson: And you need commitment. You need commitment for something to work. Yeah. So when I look, I I guess I mean, yep. Proud, but more, it's more happiness, right, than than proud.

Like, because it's I like to see my kids. I'm happy that my kids are pursuing their dreams. That's what I want more than them pursuing my dreams. So I'm happy that he gets to go and just try and do different things inside this umbrella. Like, this this opportunity allows him to be creative and try this and see what works.

And so and that's what I enjoy seeing.

Steve: So RJ Bates here is in the comments saying that, we should have Tyson in Closers Olympics. So, we'll see if we

Blake: can what? Dude, they also shout out to RJ, another one. Like I said, I've listened to his episodes how many times, and I was like, dude, these guys do. And I've listened to him on Closers Olympics, And that, like, changed the game for me. I remember watching and being like,

Tyson: dude, have you seen

Blake: this guy? Like, the way he's talking to these people and, like, look, he's getting, like, holy. It really changed my perspective. He's authentic.

Steve: Mhmm. Right. I think he's not very good, but he's authentic.

Blake: But no. I'll tell you what. They they they commented on one of my videos because like I said, I post me closing deals like RJ knows himself. You know? We're actually out here doing deals.

But I posted this, and somebody comments and was like, hey. Let's get you on closer. Let's get you doing it. And I said, yeah. Absolutely.

Hit me up. Mhmm.

Steve: Have you got no link yet? Haven't heard anything. Alright. I'll send you a link after this. So we'll see.

I'm gonna be a judge. We'll see how see how well that goes. Did you watch me judge last year? Mhmm. Let's say, I don't know if you wanna go through it with me.

Tyson: Terrible judge. I know.

Steve: I was gonna say, like, are you sure you wanna deal with, like, me being the judge?

Blake: I've I've like my system. I learned from you. Yeah. Like, I'm that's perfect.

Steve: Yeah. It should it should be an unfair advantage, really, for anyone that's gone through our training. So we're talking about, you know, how your top rep, right, has gotten 55 contracts year to date. Mhmm. So talk to me.

Like, how do we get someone to have an operation, or how does someone get to a business where they're doing 55 transactions year to date? What have you guys done to to allow to allow that to happen?

Tyson: I don't know this what we've done. He's coachable. I mean, the biggest thing is so when when I hear a call and we're going through a call, like, our script is follow script. Right?

Steve: Mhmm.

Tyson: Quit trying to be the hero. Just read that thing, and that's what he does.

Steve: Right.

Tyson: And, but the thing he did the coachable part this is you can't train that. Right? So but when when I hear something and I will tell him, hey. Let's say it this way, and this is why he absorbs that, and then he implements it immediately. Yeah.

And that's been his his biggest success is just that he's coachable. Like, he'll listen to you, and and it could be something as simple as, hey, Steve. Just make me an offer. And everybody, like, we just talked about this, and most of these acquisition reps go, oh, yeah.

Steve: I I just need

Tyson: a few minutes. Let me figure this out. And they pause. Mhmm. That's a statement.

Steve: I mean,

Tyson: I just need to ask you a few more questions. Now I need about five, ten minutes. Right. Well, they end in the statement, and they've left a gap there. Quit doing that.

Follow back up, and you have to in that statement, come back with a question. And so he's been very cognizant of, like, like, just small changes like that keeping a conversation going.

Steve: Yeah. And I think for me, I don't know how many people I've mentored. Well over a 100. Right? Or, I mean, everything I've done over the years.

My favorite attribute of all attributes is the person that just does what you tell them to do. Of all the attributes Yeah. Right?

Tyson: He's like, hey.

Steve: Go do this. And they go do this. It's like, if I say, hey, Blake. I need you to do this. Like, yeah.

And I come back. How did it go? Like, well, I did this instead. It's like, No. That's not what I said.

Right? So of all my favorite of all the attributes, there's two. But my favorite one is they'll do exactly what you tell them to do. And my second favorite attribute is pretty close, mate. It's like one a one b, is that they're grateful.

Right? Like, they're appreciative that you helped them versus, like, this entitled

Tyson: Oh, I know. That's who he is. That too. Yeah. It's a but it Oh, it

Steve: goes hand in hand. You can't help them without the other Yeah.

Tyson: Because when you say, like, there was deals and and he would come back. Right? He's he's new, and you got a just an unmotivated, unrealistic. So I want a million dollars. I'm like, go offer him $200.

Steve: Mhmm.

Tyson: And he's like, serious? I'm like, yeah. It's like, okay. Mhmm. And he would just go read the script and offer $200, and then he'd come back where they say they hung up on me or whatever it was.

Right. But through that, right, he wanted to develop, like, a thick skin for him. And now, like but he also saw how some of these unrealistic sellers, when you came in and gave that offer and then said this is what's going on, and they came down, he was like, it only took one of those to work. He's like, damn. Alright.

I'm gonna continue to do what you say.

Steve: Absolutely. So he is the last part, right, of, you know, to get 55 contracts. He's the the last part. A lot of other things have to go right before that happens. So let's start at the very beginning.

What kind of marketing are you guys doing to get this kind of deal volume?

Blake: Here here's what I'll tell you. If you wanna get some you wanna get a rep who's gonna go get 55 contracts in I don't know how many months it's been. Whatever. He was gonna go get 55 contracts by April and the start of the year. Here's what you need to do.

Number one, you absolutely have to have your marketing in tune. Right? So we were doing these outbound forms of marketing, and I think that that is these these are strategies that worked in 2019, 2020, and 2021.

Tyson: Mhmm.

Blake: We found in 2022 when a lot of people slowed down, that we were slowing down and we had to make adjustments. And so we had switched to all forms of inbound marketing, which we had heard about. We'd known known that these were hotter leads for for the longest time. Mhmm. But we finally went all in.

We're like, hey. This is what we're gonna do now. So now we have inbound marketing in the form of meta ads, Google pay per click ads, and YouTube ads. Mhmm. Through that, now we have a much hotter person.

But just just because you have a hot lead, you also need somebody who's able to facilitate and turn that into a closed deal. Right?

Steve: Right.

Blake: And the way we've been able to build them up to do that is by constant training. Right? So we this is something we learned in in your sales leadership development. Right? We're constantly working with this person to ensure that our goals are aligned.

We know what he wants, and we're able to coach him to be able to do the things that he wants to do. He wants to go close that amount of deals, and we know that because we have the meetings just like you told us to do. Mhmm. So we have with them number one, we have our morning meetings every single day. We go over our wins, and literally every single person in our office as we go over, we talk about where we win yesterday.

Right? Hey. I crushed my workout. This happened to me. I stuck to my diet.

I got this deal under contract. I sold whatever it is. Right? We talk about everyone goes around. We We also talk about, hey.

What am I gonna do for today? We also have our our, standards of excellence. So it's like we know that as an acquisition rep, your standard of excellence is to get at least one closed contract a day. And if you don't have a closed contract, then you better have at least four offers. If you have if you don't have four offers,

Tyson: then you need

Blake: to have three hours of talk time.

Steve: And if

Blake: you don't have three hours of talk time, then you need to have how many dials is it?

Tyson: I think it's a 140 or something.

Blake: 140, something like

Tyson: that. Right?

Blake: So these are the daily actions every single day that if you do those things, eventually, you're gonna get the end result that you're looking for.

Steve: For sure.

Blake: But in addition to that, also real quick is we have a system that works for him. Like he said, we told him, hey. Look. Here here's the script. Follow us, and it's gonna work.

And this is a process we built up over, you know, how many years of rewriting and figuring out and learning from you and learn. Right? Figuring out, hey, this is the like, this works.

Steve: Like,

Blake: this is an executable thing that if you follow this, you're gonna get the same result, which is gonna be success. Yeah. And in addition, that is adding in, like, our flare with, novations. Mhmm. So we put him in a spot for success where he's able to take the leads we're giving him, convert them into contracts because he has the tools to be able to give them what these sellers are looking for, solve their problems.

We'd solve somebody else's problems so we can get paid in the middle.

Steve: Sure.

Tyson: But but then on like, you can give them all the tools, but then you have to look at your leads. Right? So cold call leads are great. Texting leads are great.

Steve: But

Tyson: it takes a lot of them to get a contract. Mhmm. So right now, our our year to date metric is I need 62 cold call leads to get a contract.

Steve: Yeah. So

Tyson: if I'm just cold calling and you're my acquisition rep, you gotta make you gotta talk to 62 people, and then you got that nurture cycle a month. Right? Because cold call leads take a little bit longer in the cycle, so they're further down. So that one and sixty two is how many how much time do you gotta take?

Steve: A ton of time. Right? Not just initial. But all the way. Right?

Tyson: So now if you want your rep to close more deals, what if we go get a different lead? Mhmm. What if we go get a PPC lead? Yep. My PPC is one in nine one in nine or one in 10.

Mhmm. My meta ads are, like, one in 12. Our, YouTube leads are one in 17. Mhmm. So if you're one in ten and one in 62, you just got six contracts versus one.

Steve: Mhmm. So

Tyson: if I wanna give you more at bats when I switch marketing to that hotter lead and that's further into the cycle that you can get more one and done closes, those are gonna happen more often where that turn cycle is more of a two week turn cycle instead of months. Yeah. It's more contracts.

Steve: So right now, how many reps do you guys have? Two. Two reps. So between Meta, YouTube, and Google, how much are you guys spending a month on marketing? 30.

Tyson: 30. Between 25 to $30 a month on marketing.

Steve: And then is it a national level? Is it multistate level? Or is it National. So it's just a blank United States?

Tyson: Well,

Steve: we're

Blake: trying to eliminate things as best we can. But Yeah.

Tyson: The the Google, I mean, it's not it's not a full blanket. Like, we've excluded some places, but it's like, right now, we have 40 transactions in 17 different states. Yeah. So it's So pretty wide.

Steve: So they come in. So YouTube, Google Meta. They go to a landing page, probably filling out a web form. Is he reaching out to these people? Yes.

So he's taking it from web lead to conversation, to contract, to close.

Tyson: Yeah. We don't do that lead manager stuff.

Steve: No lead manager.

Tyson: No. That's gone.

Steve: Yeah. Okay. Let's see what other questions I wanna ask here. So what what shares or percentages would you say is, cash? Are you guys are you guys closing anything?

Blake: We are not buying anything.

Steve: So what percentage is are you wholesaling it? What percentage are you, novating? And is there any creative?

Tyson: Yeah. But we're wholesaling creative. Like, we got one that's, gonna close in a couple weeks that is a zero interest type deal and just a complete junk deal.

Steve: Mhmm.

Tyson: We'll make, like, $7 off it because we're selling the terms. But, and we sold these terms on the MLS through innovation.

Steve: Right? Yeah. We just got all three. Yeah. Like, hit it all in

Tyson: in the same deal. But it's I don't have the exact percentage, but if we looked at it, it's 90% innovation.

Steve: 90% innovation. Yeah. Okay. So there's gotta be some challenges. Oh, yeah.

Novating across the country. Yeah. Right? Because I don't I know there are people doing it, but there are not a lot of people talking about it. Right?

So let's just say, you know, I'm listening. Right? You know, we're peers. And I decide, hey. I go back to Jaden.

Mhmm. Hey, Jaden. New plan. Yeah. We're we're we're innovating across the country.

Yeah. What's the first thing I gotta have in place? Pay me. Okay. Of course.

No. Or after that. No.

Blake: Well, here's the thing.

Tyson: You don't have proper paperwork.

Blake: Yeah.

Tyson: Yeah. You need to figure out how your process are you gonna use a nationwide title company, or you're gonna go figure one out in every state? What do you wanna do?

Steve: Right.

Tyson: And then how what's that process? Like, what do you how are you gonna handle the process from contract to close? Right? Like, what does that look like for you? I know how we do

Steve: it. Right.

Tyson: But everybody's gonna have their own little flare of how they wanna handle it.

Blake: You gotta figure out, okay. Do I have all of the paperwork necessary also just to get these? Right? Do I have innovation paperwork, everything else involved? Yeah.

Then you also now you have to think, okay. How am I gonna be selling these properties? I'm listening to them on the MLS. Am I doing a flat fee listing service? Am I working with a realtor?

If so, what are the different nuances of each of them? Do I have the personnel to deal with doing the flat fee listing on all of our different properties? Do I have the realtors who are I can trust to actually sell these deals and not do what, like, realtors

Steve: do. Your favorite topic.

Blake: Yeah. And then also making sure that you understand the entire title process because getting paid on an ovation deal is gonna be different than getting paid on the wholesale deal. Right? It's not just an assignment. You don't have an assignment fee on the HUD and get paid that way.

Right? There's different ways you have to to work with the title company, with notice of interest and whatnot in order to actually get paid.

Tyson: And then secondly, you have some cash because your novation cash cycle is a lot longer. Right? Yeah. When you're wholesaling, like, you get a lead, and two weeks later, you're cashed out. Maybe four weeks.

Yeah. Right? An novation's ninety to a hundred and twenty days. Right. Right?

So you just took whatever cash you did, and you're not gonna realize cash for ninety days. Yeah. So you better have some cash.

Steve: Let's talk about, again, your favorite topic here. So, pros and cons Mhmm. Of going with a realtor versus a flat fee service.

Tyson: So I don't think there are pros anymore. The I guess the pros are you don't need personnel.

Steve: Mhmm.

Tyson: Right? That that is a pro. But the cons are you lose control of your contract. And I don't like I don't like to give up control. I don't I wanna be the one like, if if it's not gonna close, I want to be my fault.

So as soon as we put it in a realtor's hands, I can't I've lost all negotiating. Right? I'm relying on some listing agent to negotiate with this buyer's agent and try and keep my title company that we have to close with so they don't mess up the novation, get to negotiating, and now it's third party, third party, third party. So there's just a lot of

Steve: Uncontrollable variables.

Tyson: Yeah. That to me, I don't think it's worth it. So we did that for a long while, and I was like, hey. It's just not working. We need more control over the contract from start to finish.

And that's why we just said we're gonna go with the flat fee because now all everything is coming to us. So now and I can also do we can put metrics for a disposition. Yeah. If I have a realtor doing it, what do I hold you accountable for? That's a good houses.

Right? Like, you're not there's not what are you gonna who are you calling? Who are you trying to negotiate with? Right? Because now you're all going through a listing agent.

Steve: Yeah. You know who

Blake: I'd rather negotiating my deals? My dispo guy that's been trained by you versus some realtor I have no idea about.

Steve: Yeah. That's a fair point. Now you mentioned national title versus local. Mhmm. What do you guys do now?

Are you guys doing national or are you doing local?

Tyson: National.

Steve: National. What do you guys like?

Tyson: Clothesline.

Steve: Clothesline? Yep. And then, you know, you and I had an interesting conversation. I'm I'm curious for an update. Mhmm.

You and I had a a a private conversation one day. We're talking about attorney in fact. Mhmm. So what is your opinion, not your legal opinion, what is your attorney's opinion

Tyson: Attorney in fact.

Steve: Of attorney in facts.

Tyson: My so I went and went through, and he said, look. They're wrong. Mhmm. An attorney in fact, anybody can appoint. And so that's actually why we went so I went and found a title company that the attorney in fact works.

Steve: Mhmm.

Tyson: And it's just a much easier process.

Steve: Okay. So there was a moment where you're saying they couldn't work, but now you're saying

Tyson: Well, we had a title company that said it can't work. You have to get a power of attorney. And so then that's gonna create a whole other thing because the power of attorney has to be notarized. Right?

Steve: So

Tyson: then you're like, how are we gonna deal with this? And there and we did for a little bit, but I just I'm gonna reach out for true legal advice, like because, again, the title company is not an attorney. No. Right? So I'm gonna go talk to an attorney.

Yeah. And he's like, no. Like, I get where they're coming from, but, they're wrong.

Steve: Okay. So the other attorney's opinion was an attorney in fact can only be appointed by an attorney. And so now you're saying the

Tyson: Title company.

Steve: The title company's attorney. Now you found attorney whose opinion is anyone can appoint attorney in fact.

Tyson: Yeah. He's like, if you're on your deathbed, right, you can say, hey. I appoint this person. Right? And you can make them with legal guardian over.

Like, you don't have to. They can be your attorney in fact.

Steve: Gotcha. See where some other questions I wanna ask here. So we had the marketing. I'm surprised you guys how much success you guys have in YouTube. I haven't heard a lot of people talk about YouTube, which would be interesting because we had data flick here last week, and it's on how you can skip trace people based off their address.

Not skip trace. You can geofence them based off their address. So you can just blast them with YouTube ads just based off their address.

Blake: Well, here's the thing about YouTube, dude. Anybody in the world who wants to sit down and really learn how to do something, you can go sit down. They're gonna go to YouTube. Right?

Steve: Mhmm.

Blake: Like, for me, when I wanna learn how to wholesale real estate, that's where I'm going. You have a captive person who's, like, ready to seriously learn how to do something. So when somebody goes on YouTube and searches up one of these, like, highly targeted phrases, like, how do I sell my ugly house fast? That's a motivated individual.

Steve: Oh, absolutely. It's a very motivated individual. So, so I was gonna talk about how, you know, you you feel like you're unemployable. I happen to agree. Right?

So I remember, like, Templeton reached out to me one day. He was like, hey. You gotta talk to Blake Smith. Okay. I'll talk to Blake Smith.

Right? Templeton says talk to him. I'll talk to him. And he came into my office, sat down, and I don't know if I've ever had an interview where there were more f bombs dropped during an interview.

Tyson: That could be

Steve: And all of a sudden I was like, this guy should we bring this guy in? I was like, what the hell? You know? As far as the temple, tell them to bring him in. Right?

So you came in, and you just absolutely rocked it. So one thing that, you know, I've ever I don't think I ever personally thank you for this. But, you know, I have my weekly calls with Matthew Potter. Right? He's a host of Parton Disruption.

And, like, he has been, like, my my, what's the word? I mean, we've been, riding that horse forever. Like, he is, like, our our our steady.

Tyson: Yeah. Rock star.

Steve: The rock star. Yeah. And, like, he's like, I got this deal closed. I got this deal this deal closed, and this deal closed. And I was like, okay.

Like, where'd that deal come from? Like, oh, Blake. Okay. And, like, it seemed like every other month, like, where'd that deal come from? Blake?

Man, Blake has made me so much money. I've never personally, thank you for so, you know, thank you for that.

Tyson: Happy happens.

Steve: Yeah. But, like, you know, because you're out there marketing in the Phoenix market at this time. You're marketing really hard in Phoenix. Mhmm. And it's like, okay.

That's a real tail retail deal. Mhmm. And there's only a few realtors you actually enjoy working with. Yeah. Right.

Not a lot.

Tyson: And I'm the go. But I'm licensed. Right?

Steve: Right. I

Tyson: could list them all. I could do that.

Steve: You could.

Tyson: It's not worth my time.

Steve: But you're allergic to realtors.

Tyson: It's also not my core competence. Right? Yeah. Like, let's let somebody who's really good at that go do

Steve: that. Yeah.

Tyson: And he's really good at it. He is really

Steve: good at it. And I

Tyson: can trust him. Right? It's like, I don't have to have a sheet and be like, oh, are you gonna pay me or not? Like, because I have to do that. Again, not worth my time.

Steve: Well, it certainly helped. Right? Like, so it's having at Stunning Homes Realty. Right? Owning a brokerage and the title company and having, like, you and Matt being the same transaction.

So, like, whenever it closed, it says make sure we pay 25% to Blake. It's like this real symbol is really super clean. The other thing too that I I've found humbling. Right? Right?

So, again, we had our sales leadership event here. And you sat down and, like, one of the first things you said, like, Steve, I just noticed something today. I was like, what did you notice? You wanna talk about that?

Blake: Yes. So, I was talking to I I so what I said is, I I was I learned about this thing called y two combinator, I think it's called. Mhmm. Basically, it it's something like Silicon Valley where Yeah.

Tyson: I think

Steve: it's bigger.

Blake: Yeah. It's just all, like, these big unicorn startups came from people that attended this thing.

Steve: Yeah. And I

Blake: was like, you're that, but for wholesalers. Like, every single person I talked to, they either they were like your acquisitions agent or they work somewhere in your company. Yeah. Like, holy oh, you were over with Steve? Oh, you were too?

Like, everybody and and, also, you can just tell in the entire industry the way people talk in all of their sales.

Steve: Mhmm. It's

Blake: all Steve Trang magic. Yeah. Like, every single person, the questions they ask, the way they start the phone call, the way they're giving offers, it's it like, you you bleed all over the industry. Like, you can see the signs of it everywhere.

Tyson: Yeah. It's everywhere.

Steve: And that's such, like like, it's so rewarding here. Right? Because, like, again, like, we do when we started this podcast, no one knew who I was. Like, Like, I'm still the same person that was the customer.

Tyson: Even before your podcast. Right? When you were doing the disruptor meetups. You started doing the meetups.

Steve: It was around the same time. I I I watched it the same time. Yeah. So but it's crazy to just see it come full circle. Like, you know, Usain, like, you started, like, from watching the show.

It's so rewarding to watch this whole thing go full cycle. Like, next month will be year five. Right? Like, next month will be, like, when they had Templeton, like, 05/07/2018. Right?

Blake: Really.

Steve: So it's just so awesome to see this whole thing go full cycle. Yeah. And then, another thing that's really cool is, like, you know, we have an opportunity to work together again. Right? I was, Ren and my sales leadership.

So, you know, talk about how that's impacted your business.

Blake: One thing that we've never been really good at is, like, structured meetings. Like, it's something that like, even so the wind meetings we're talking about, that all came from our operations manager, Mitchell. Like, he's the one who brought in all of that. He's also the one who's implemented the meetings and everything that we got from the sales leadership development.

Tyson: Mhmm.

Blake: So something that I talk about is I said, I was like, look. There's all of these different people out there doing sales training. You can go to a million different places and learn how to sell, but there's nowhere to learn how to manage salespeople effectively and lead them to be able to live up to their full potential. You came out this this product, which was amazing, by the way. It's two day event where you come through, and it's like the whole process from hiring amazing people to how you hold them accountable so that they can go be the rock stars you're looking for.

Steve: Mhmm.

Blake: And we just took everything. Just injected it straight and we're like, okay. Perfect. Take all of these. We're doing these meetings right now.

Put them on the calendar, and Mitchell's running them. So Yeah. It's based like, one thing that was really cool that's really been beneficial for us is the fifteen and thirty day meetings.

Steve: Yeah.

Blake: So in order to hold all of our people accountable, number one, I told you we have the, standard of excellence for them. And we know that, hey. If you do these daily actions, you're gonna have the result you're looking for. And we know what the result they're looking for is because we're having these meetings.

Tyson: Yeah. But all that's implemented because we came to the sales leadership. Like, we didn't have standard of excellence. Like, we had metrics. We were holding them.

But But they were your metrics. They were, but and they weren't at the level, like, for the agent sitting down and saying, hey. This is how what I wanna hit, and this is how I'm gonna get there, and they could see the picture. And these fifteen and thirty days, like, that you helped us implement, like, so we could, like, oh, that's how we do that Mhmm. Has been very helpful.

Steve: I mean, the biggest thing for me, right, learning all this stuff from Wren, and we I handpicked Wren specifically because the guy was already rocking and crushing it. Right? Was you know, you talked about when you started as a realtor. Right? When I started as a realtor, no one had to tell me to work eighty hours a week.

I didn't need to be told this. Right. I was already wired to this because I had a purpose, I had a mission, and I wanted to accomplish certain things like you. Right? I wanna have nice cars, nice house, and so on.

Right? No one had to motivate me. No one had to help me find my purpose. I was already driven. Mhmm.

And somewhere along the way, we decided, okay. I'm gonna spend money on marketing. I'm gonna hire salespeople, and we're gonna go do these amazing things together. But no one tells you how to, like, plug into your salespeople and find out their true purpose. And so, like, he's like, hey.

I Blake, I need you to go work this weekend. You're like, why? Right? It's like, so you can make more money. Right?

Because, like, you told me you wanna make this money. Yeah. But why? Like, why why this weekend? And so there's always this pushback.

And what Ren helped me understand is, like, if I can plug in your purpose, I don't have to ask you to work eighty hours a week. You want to work eighty hours a week Mhmm. For you. Absolutely. Not working for me.

Right.

Blake: Yeah. But the the way they they he described how to actually find that purpose and dig it out of people was so like, he get like, here's the thing about Ren that there's something I said is with his like, the sales process, like, the way we're talking to a seller is the exact all it is is communication. Right? We're trying to learn something from somebody, and he's doing the exact same thing in these meetings, but with our own salespeople to kinda uncover their motivation Right. So that we can lead them in the right direction.

Steve: Yeah. It's brilliant. You could see, like, clearly someone has had a lot of repetitions

Blake: Oh, yeah.

Steve: At this. Another thing, we were kinda talking about this before the show. Like, you're on this, fitness thing. Right? You're you're benching more than I ever did.

Right? Like, I was telling you before the show, like, the highest I ever got was two eighty five. You're at three fifteen. Right? But you're on this, fitness, what's the focus.

Mhmm. Right? Talk to me about why so much focus on fitness and what that does for business.

Blake: Everything in life, business, whatsoever, anything you wanna achieve comes back to your fitness. You being able to have self mastery and discipline over yourself to get yourself up, go spend an hour in the gym, do the workouts you need to do, eat the right foods that you need to eat in order to nourish yourself to build muscle and have the energy in order to do these workouts is all something that's 100% only within your control. You are the only person who can get yourself to go to the gym. Nobody else is gonna force you to put chicken nuggets and Twinkies down your mouth. Like, that is only under your control.

Yeah. Now that's the beautiful thing about fitness is that you can get yourself to become fit without the help of without anybody else. It doesn't require anything. It doesn't require any money. It's just you.

Right? Whereas if you wanna achieve anything great in life, other things can get in the way. Right? When you have a business, the market can get the way. Other people can get in the way.

They can mess things up. And another thing about fitness is it all boils down to your every single day actions. Right? So it's like, hey. If I want the result of what I want if I wanna bench 315 pounds and I wanna have a six pack, I know that every single day I need to work out for this amount of time.

I can't eat these kinds of foods anymore. I need to make sure I'm getting the appropriate amounts of macronutrients that I need. And if I do that every single day, I will hit that goal. Yeah. That all comes back every single thing in life can be boiled down that exact same way.

Same thing we're doing with with the wholesaling. It's like, if I want to do x amount of transactions, I know that I need to have y amount of leads, and then we need to make this many phone calls a day, this many offers a day. And if we do that, then we're gonna get to that goal. Mhmm. Everything like, it just all comes down to daily consistent actions that align with whatever your end goal is.

And when you find that everything in life goes around that way, you can literally create this is something that RJ Bade stopped me. I hope you're still watching. You can create your own reality. And the way you do that is by first determining what exactly is it that I want. And if it's you wanna do x amount, you wanna do how many deals, you wanna become fit, whatever it is, then you just need to reverse engineer to what do my daily actions need to be.

And if you follow us through on those every single day, eventually, you will become whatever it is you were looking for.

Steve: Yeah. Yeah. I I I think that's awesome. Yeah. RJ, definitely.

He is a leader, you know, as much as it hurts hurts me to say. He he is he is a leader in our industry. So, I wanna go to the audience's questions, but right before that, we got a quick quick message for everyone who's watching. You're not hitting your revenue targets. Your acquisition guys have had the luxury of paying near retail, and your dispo guys have basically just been able to post anything, and it sells immediately.

You might be wondering, do I have order takers or closers? Maybe the training has gotten a little lackluster and the management might have even gotten complacent. And now that we're facing these serious headwinds, you might be wondering, do I have all the skills necessary to lead my salespeople in this new shifting market? If you're asking yourselves these questions, please text leaders to 33777, talk to my team, and see if we can help you as we overcome this new market. Alright.

So, again, going back to YouTube, you know, RJ base showing all the levels, like, will Tyson compete in the close Olympics? So on your end, the answer is yes.

Tyson: Yes.

Steve: Alright. So I just gotta give you that link afterwards, right after the show. On YouTube, David Acuna. Hi, Tyson Blake. Josh and I watching.

Love watching you live. Looking forward to your mastermind. Very cool. I guess you're doing too many, sure. Let's TikTok to get deals.

So, this we we kinda touched on this a moment ago, but let's go ahead and touch on it again. How does TikTok help lead gen?

Blake: It does I don't get leads from TikTok. You don't get I get I get here's what

Steve: they do. Got seems like really most really high quality lead

Tyson: in employees. Yeah.

Blake: That's what we get. We need personnel.

Tyson: Yeah.

Steve: So That's more important than one lead here and there.

Tyson: For sure.

Blake: Right. Well, here's the thing is when you put yourself out there and you show people what you're doing, your your vibe is gonna attract your tribe. So people who see the things, they see what I'm doing. Here's number one is people feel like they already know me before we've ever met just because I put myself and my personality out on TikTok. Yeah.

So if people see that and they they gravitate towards it, which, look, half the people are not, half the people are gonna hate you, and that's fine. But the people who do like you are gonna come through, and then they're gonna be much more qualified of a candidate because they're already more than likely gonna be a culture fit.

Steve: Yeah. They were identified as a person I want to connect with. Yes. Yeah. So, you know, to your question, Russian, Russian Nico, I mean, like, I said, from Ryan and and my private conversation with him, Ryan Pineda, like, he just gets ton of private money from TikTok.

Right? Like, okay. That's a guy I wanna invest with. RJ, you know, he's on on P2D. He's getting a lot of seller leads or not seller leads directly, but, like, hey.

You need to sell your house. You should talk to that guy because that guy clearly buys houses. Yeah. Right? And so for you, you're attracting personnel, which I would argue is probably and most importantly, the most valuable.

Blake: I'd be interested in some of that private money too, though.

Tyson: Yeah. Hiring is the number one. It's probably the most difficult piece of running a business to and you're dealing with it nonstop.

Steve: Yeah. I mean, I would say, like, you know, Jaden. Right? You guys know him. Like, I wouldn't have him if I didn't have the show.

Right? And he is the one that has been, for the longest time, in charge of making sure all the companies are rowing in the same direction. He's not in charge of managing the employees. He's in charge of managing the companies to make sure they're rowing the boat in the same direction. So yeah.

I mean, I think, absolutely, the most valuable leads you can have are personnel. Yeah. Are you are you really shirtless? There's a couple of comments here from Art. Are you really shirtless when you're doing your your your lives?

Sometimes.

Blake: No. Not not not my lives. But, like, I mean, look. I I I'm also make I mean, here's the thing. My TikTok is not just real estate.

It's everything. Right? I'm just putting myself out there, and this is a big part of my life. And so you know?

Steve: Yeah. So, guys, ask more questions because there's some really incredible stuff here. So, I I think I saw you had a video go viral. Yeah. Which one?

Something about, caliber of salespeople.

Blake: Oh, okay. So, yeah. I had a video where I said that and this is actually something we discussed, was that I said that I would not hire a salesperson that had an ugly girlfriend. Mhmm. Because if you have an ugly girlfriend or boyfriend

Steve: Mhmm.

Blake: That means that you can't close.

Steve: Right.

Blake: Because I think the person you're with is gonna be one of the most important deals you close ever. Mhmm. And so if you can't get somebody who is attractive, you're not a closer. Yeah. This definitely went viral.

It got millions of views across different platforms, and it, pissed off quite a bit of people. But I think that people need to look into it and realize is that the reason they're mad is because there's a certain element of truth in that. Mhmm. Right?

Steve: So I could tell you, I was a little brash in college. Right? Like, you know, 18 years old. I was in a class, and there was one time I remember I said something that I thought I there's a chance I might not walk out of this classroom alive. Right?

And it was a comment. It was a debate. Right? And we were talking about, like, you know, is competition is competitiveness nature or nurture? Right?

That was a debate. It was a philosophical class. And I had made the argument that, I think there's nurture, but there's an element in, of nature. And, like, well, what do you mean? It's like, well, if you've won, you enjoy the taste of winning.

And if you don't enjoy winning, it's because you're a loser. And half the room killed me. So why? Well, I think it's because calling half the room losers. They

Tyson: Yeah. But we have a there's a there's a a big issue with victim mentality in the country, but people don't even know that. The right to their victim. It's,

Steve: Oh, because they've been coddled to not be or to be victims.

Blake: Mhmm.

Steve: Right? They've been they've been encouraged to stay victim.

Tyson: Yeah. I I think a lot of people, don't even realize that you're encouraging people to have a victim mentality.

Blake: What what was the question that you asked me the other day about, like, if you ask somebody, do you think that where you're at in life is your fault? Yeah.

Tyson: Do you believe that where you're at in your life is your own fault?

Steve: 100%.

Tyson: But you go ask people that, like, do you believe your situation and your where you're at is your own fault?

Steve: I think the healthiest individuals will say yes. They will.

Tyson: But if they say no, that's a victim mentality.

Steve: Yeah. Right. Absolutely. And I think that's a definitely not something that's taught in school.

Tyson: No. Look. You are the director of

Blake: your own every single choice. Your fault.

Tyson: It's okay. That's not your fault. Oh, it wasn't your fault. You tried. Now there's well intent behind that, but come on now.

It is your fault.

Steve: If you weren't satisfied with the circumstances, do something about it.

Tyson: Yeah. Learn from it. Right? Don't it doesn't have to feel good. It has to be right.

You you know? But you can still, like, pick yourself up. What what what can I learn from this? Right? So I don't make that mistake or whatever, and I can move on.

Steve: Yeah. And there's always that guy that says, yeah. But, like, what happens if you got hit by a bus or whatever. Right? Like, yeah.

That's not your fault. However, how you respond to it

Tyson: Yeah. Is your fault.

Blake: I don't know. Also Did

Tyson: you look Why are

Blake: you watching the stream? Is it? Or were you drinking too much? Like

Tyson: No. Yeah.

Blake: I mean, there are factors involved.

Steve: Yeah. There are multiple factors.

Tyson: But that is not where your current situation is in life.

Blake: Absolutely. It's living in the past. Yeah. All that matters right now is the present.

Tyson: Situation is, are you sick? Are you healthy? Are you do you have the money you want? Do you like your job? Like, your current situation.

If I walk down and get hit by a bus, yeah, that's a a fluke accident. That is that it's a completely different answer than the question.

Steve: Yeah. Absolutely. So, we got a question here from Josh Rogan. At what level of deal flow per month do you consider hiring an acquisition agent?

Tyson: When you can't do it anymore.

Blake: Yeah. As soon as you you need more people. Right?

Tyson: Or you have the funds. Right? Like, if you have money, you have enough money, then go on ahead and make that that higher.

Steve: But if

Tyson: you don't have the money, then you then you have time. Right? But so it's either you have the money, then at any time, go ahead and hire it if you have the deal flow to support that.

Blake: Right. But you also need to have the now I happen to know Josh's situation. But if you're somebody who has money and you wouldn't go out and you're like, oh, but you've never done this before, you don't know how to show somebody how to be an acquisitions agent, then you're gonna be in trouble.

Steve: Yeah.

Blake: Whereas the the you kinda need to learn and be able to have a process where you can indoctrinate somebody into what it is you're doing that you have a repeatable process, you know, works. So when they go on

Tyson: Or they have to have a lot of money, then you'd hire somebody like Steve to say. But that would be a completely different thing. You'd have to hire a company to say, I need you to train your team. Mhmm. They would need to be listening to their calls.

Like, that's a whole other level, but money would solve that problem too.

Steve: Yeah. Let's see here. Question. Chris Monroe says, peace to the family. So awesome.

So, you know, as we're ready for more, questions to come in, what does your business look like right now versus, you know, when you let's say, 2020. It's been a few years now. What are the biggest differences in your business? Because there's been multiple iterations in your business. Absolutely.

Tyson: The the well, a couple things are, one, we we're done with shiny object. Like, I'll do creative, but we are not chasing well, I am not a creative finance guy. I get it. I'm a wholesaler.

Steve: Mhmm.

Tyson: I'm gonna I like to wholesale. That's what we're gonna do.

Steve: Mhmm. And

Tyson: so as a company, we're just like, this is our focus. Everything else, I don't care. I don't care what somebody else is doing. And, yeah, I might be able to go make more money that, but I might not.

Steve: Mhmm.

Tyson: So we're a wholesaler first and foremost, and we do wholesale via cash, like an assignment or innovation.

Steve: Yeah.

Blake: That's it. We're not messing around with flipping. And there there's so many different things out there. Like, all of a sudden for a second, I was like, oh, dude. I'm gonna go buy multifamily.

That's what we're gonna go do. And then all of a sudden, we had to take a step back and realize it's like, hey. What is our goal here? Like, we need a North Star that that is what if it is not, like, if it's not bringing us closer to that Mhmm.

Steve: It's irrelevant. Yeah. Well, you guys are doing nationwide PPC, and then you guys moved away from nationwide PPC. You guys went back to nationwide PPC. Mhmm.

But talk to me, like, what was it that decided because you were focused in Phoenix. Right? Then you went nationwide. Then you decide go back to Phoenix. You went back to nationwide.

What was what were the thought processes, considerations when you

Tyson: made those decisions? When I went nationwide, I was running the PPC. Right? So I was talking to people running it, and that's not my skill set. But it gave me an understanding, but I was running so we were getting leads all over, and we were trying to wholesale these leads in these small markets and proving very difficult where I'm like, I know Phoenix.

I know the buyers. Mhmm. Right? And I know what we can do. Like, I know how to buy.

So we're just like, we're not doing very well. I'm not converting the PPC leads that we're spending this money on. Yeah. So we came back into Phoenix where we know the market and, could wholesale. As market shifted, right, we're running 20 cold callers.

We're spending $20,000 a month on these cold callers, and we're picking our markets just to to cold call into. And as the market made that shift, then we're starting to look at this and saying, cash buyers are gonna dry up. Yeah. We've got to move to the novation route and sell in the MLS. That's it's that where we're gonna die.

Right? It's it's gonna become extremely difficult. So at that point, then we just started whittling down slowing down cold calling and ramping up PPC, but I hired an outside company. Yeah. So we don't run it.

We just he does the marketing, and, we just direct where we want that to go.

Steve: So you mentioned earlier in the show that one of your greatest challenges is that you're a bit of a control freak. Right? Like, you have to, like, really have your hands on being involved. And so one of the, difficulties you faced was hiring an integrator that you would rely on. Right?

That you could, trust was doing running the business the right way. So what did you do to finally identify and work with an integrator that you felt confident? Honestly, I'm the integrator. Okay.

Tyson: So it's and there's a lot of it. So I'm putting the systems together, and I'm actually really good at it. Yeah. But instead of hiring the integrator, we hired an operations manager, and it's allowed like, he is way better at holding accountability to KPIs and metrics and, like, hey. Why why do we have a new lead here?

Why are these leads not being followed up with? Hey. Check these unresponded. Get on this. So Yeah.

He's really on top of them. In phenomenal manager.

Blake: Like Yeah. The best I've ever seen to just leading people towards the common goal, making sure they're on top of all of their stuff. Yeah. Having the meetings with them Yeah. The regular, like, the, hey.

Every single week at this time, we're having this meeting.

Tyson: Yeah. And forcing us to have, like, an l 10 too.

Steve: Yeah. Right? Imagine you guys do.

Tyson: Yeah. So that and then it's allowed me to say, okay. Hey. We need this in the system. Mhmm.

And now we can come back, and now we we have actually the KPIs again so we can manage the business

Steve: You're the one that's in there tweaking, updating, modifying. Hey. This is an interesting tool we might want to incorporate. Let's go ahead and see if this makes sense.

Tyson: I'm the one building out the CRM and all the metrics. Yeah.

Blake: For the longest time, dude, he used to say he's like, I'm not an integrator or any of this. But and then that's why I like, I think there's a lot of value in Rocket fuel and and what they're talking about there. But I think people are too quick to pigeonhole themselves into one little thing where it's like, oh, no. That's not me. When in reality, he's amazing at just, like, getting this shit done.

Steve: Well, getting things done is probably one of your strong suits. Definitely. Right? So, you know and I I would say, like, the most profitable operators right? There's a lot of operators out there.

But the most profitable operators are both the visionary and the integrator. Right? They have the vision, and they execute it. Right? So I I think that, yeah, to your point, like, you kinda, like, people like, well, I'm just a visionary.

I'm just an integrator.

Blake: Yeah.

Steve: But, again, like, the most successful operators, like, businesses that you would look up to and wanna emulate, visionary is the integrator.

Tyson: Yeah. But hiring the manager and letting so I don't manage the people. Right? And when problems come in, I'm like Wait.

Steve: So you have a sales manager?

Tyson: Go talk to Mitch.

Steve: Yeah. Yeah. I think I think it's absolutely key. And I think that's one of the things that, again, going back to having, you know, learning from Brian and him teaching sales leadership was how do you effectively lead your salespeople? Right?

And you decided, you know, like, that's not really your hat to wear. Right. You're more of the integrating. Right? And it's managing the salespeople is Mitch's hat to wear.

Tyson: Yeah. And he's he's more I can be demanding.

Steve: Right. You can.

Tyson: And so and he he, like, he has a way. He's very demanding, but it comes across very well. Right? Like, and, so people respond very well to it. He does a great job about it.

Steve: Yeah. Let's see here on YouTube. Anthony, do you guys wholesale creative deals?

Blake: Yeah. So, like, he was just barely saying, we have a deal that was locked up on terms, but then we wholesale that as innovation.

Steve: There's a different comment about me.

Tyson: Zero down, zero interest, and, seller paid his own closing cost. So he came to the table with $5 to close a deal. Yeah. I've said, I can go find your buyer for that.

Steve: Absolutely. Ingrid Hernandez says she loves seeing you two together on a screen, and she also made a comment about me getting my haircut. Thank you, Ingrid, for noticing.

Tyson: She's She's actually Kilgore is she's the she's the dog.

Steve: Yeah. No. She's the creative realtor. Yeah. She's Alright.

Tyson: Like Yeah. Smart.

Steve: Talk about, you know you got the realtors that believe creator is illegal. Yeah. And you got the realtors that know what they're talking about. She is in the category. Yeah.

She's, an expert in creative financing and a realtor.

Tyson: Yes. She's really smart.

Blake: I remember the first time I met her at a meetup, and I knew, like, immediately, like, afterwards, I was like, she's different. Like Yeah. She she really knows what's going on.

Steve: What freedom does real estate afford you to?

Blake: Dude, anything I did, I'm gonna have freedom. Yeah. I I just I just said earlier, dude, I've got complete control of my reality of everything that I want in life.

Tyson: Yeah. I wouldn't I wouldn't attribute my freedom to real estate.

Blake: I don't I honestly I don't even really like real estate that much.

Steve: Like, when it comes that.

Blake: Like, when it comes down to, like, like, the idea of it's kind of boring. I like sales and marketing. That's more fun. That's what we're doing.

Steve: Right.

Blake: But when it like, real estate, like, of single family residential houses, like, go buy $80,000 house in the Midwest and rent it out and make $800 a month.

Steve: Yeah. Yeah. Well, I mean, you're speaking my language. Right? Like, the things I've said is, like, I love everything about real estate except for the properties and dealing with people.

Right. Beyond that, I love real estate. Yeah. Yeah. So now I'll start with you, Blake.

What is what is your why?

Tyson: Yeah. I think about this a lot, and I I don't know that there's, like, one answer. But the biggest thing is we only have one life. Like, we got one shot at this, and I don't care what people say. You don't know what the fuck's gonna happen when you're gone.

So you need to make the most out of it. Right? And to make the most out of it means you need to be uncomfortable. You need to always be striving to do something and to be better. And you so it's can I go do this?

Can I make this happen? Can I go accomplish this? Right? I'm pushing yourself. And, and that's why I do it.

Right? It's just can I go make this happen? Can I go create this and get a lot of value out of that?

Steve: So we had, what was the guy's name? Randy Massengale. Right? We had a call. It was, like, on Black Friday.

And, you know, I got a chance to listen in. You were kinda sharing, like, your journey, you know, and, we've had also, you know, Larry Ash on the show, and we kinda talk about how much of how we operate is based off the wiring we got in the first eight years of our life. Right? Like, this, you know, childhood trauma. I'm not sure that's the right word, but, you know, there's a lot of programming that occurs in, in us.

And so one of the things he talked about was, like, you you know, you're being the oldest, and you were expected to do the thing. Like, this is the right way to do things. Like, this is the expectation. This is the way we have to do things. And you had, at some point, a certain obligation or not obligation, but a certain desire.

Like, okay. This is not the right way to do things. There's a right way to do things, and I'm gonna show you guys. Is there an element of that here?

Tyson: You know, there there probably is. I so I I grew up in a very religious household. And, from a little kid, I fucking hated it. Mhmm. Like, everything about it was kinda kooky.

And and I I mean, I can remember being, like, young, like, 10 years old and watching this be like, this is crazy. Right? Just didn't enjoy it. And so you're kinda taught, you gotta go do all this. And I was like and then it, I also grew up in a very poor community.

So everybody's poor. Like, it was the poorest county in Colorado. Mhmm. And, you know, I don't know. You watch TV, you know, like, damn, that looks nice, but I always knew that I wanted to do something different.

Like, whatever this life was that I was seeing, there had to be something better. Yeah. And so there's probably a little bit of that. Like, I'm constantly looking, like, there is better. There is better, and you have to go get it.

Steve: And one thing, the feeling I get, I'm not sure this is fully accurate, but one thing I I I think I'm sensing from you is, you know, you hear this expression that comparisons joy. Right? I I always said that's not quite accurate. Like, I like to see, like, that's possible. Oh, I can go do oh, that's possible?

Let me go do that. And I sense that from you as well. So you don't look at, like, oh, that sucks. I don't have it. You look as like No.

Oh, there's a you can do this, and there's a way to do it. Yeah. Let me go do it.

Tyson: Yeah. And, there's nothing better than seeing people succeed. Right? Mhmm. It is it's amazing.

And, actually, one of my favorite things is watching, like, all these young kids. Like, the the technology and the future to me is more bright than it's ever been. These doom and gloomers are, I won't say what they are. But, I think it's fascinating. And so when you're looking into the future or you're looking at the possibilities it could be, god, the future's bright.

Right? And it's fun to go chase that. It's fun to dream and believe and go try and create and and do something better and different.

Steve: Yeah. No. I totally agree. So as long as AI doesn't kill us, it was it's gonna be awesome.

Tyson: That's gonna that's gonna be amazing. Yeah.

Steve: How about you, Tyson? What's your why?

Blake: I believe that it is a little bit of a waste of your life if you do not maximize your full potential. And I think that through building businesses, through building myself, it's an excellent outlet for realizing your potential. And it's selfish if you don't because I need to do it for myself of become very best best version of who I am to show my family and to show, my girlfriend and to show, you know, anybody who comes after me and my friends what it all is possible. Right? I think they they you know, our time here is so short at you know, when you look at things.

And if you do not enjoy every single day, it's because you don't have a purpose. You haven't realized what it is you wanna do, and you're not working towards a goal. And I think it's finding love in that work of realizing that the journey is really, like, the fun. Like and that's why every single time anybody reaches a goal, we just find a new one. It's because we always wanna be striving after something.

Tyson: Yeah. How old are you again? 25.

Steve: Not talking like that 25.

Blake: Either.

Steve: So what is your biggest struggle right now, Tyson?

Blake: Biggest struggle right now? Biggest struggle right now is, it's funny because we're talking about, TikTok bringing in people. But right now, just the amount of deal flow we have, we don't have the personnel to match it up. So I'm very actively looking for talented salespeople. The traits of somebody that I'm gonna like or that somebody is gonna fit well in our organization is number one, you absolutely need to realize how beautiful life it is and how amazing we have it.

You must be growth oriented. You mustn't want to get better. And, also, people ask me, they're like, oh, do you have to be, like, into fitness and and jacked if you wanna go work and we buy homes cash? And it's like, no. You don't.

But if you do, you will eventually become that.

Steve: Yeah.

Blake: So you have to be willing to change. And finally, you have to be coachable. But if somebody does wanna do that, they wanna be a part of an organization that has a 100% success rate in making everybody who's ever been a part of it better person, then you absolutely need to consider applying. The link is in my Instagram bio.

Steve: I said, is there a specific link? So just go to your Instagram.

Blake: Honestly, you click any of my links, there's gold in all of them. So I'm I'm I'm more than happy for you to for to bruise through that.

Steve: How about how about you, Blake?

Tyson: The biggest stroke for business. Yeah. That's what it is. Just getting through the amount of deals we have. We don't have the people to get them sold.

And, honestly, we could do more leads, but we just don't have the personnel. So Yeah. Getting personnel, that's always gonna be a struggle. And probably just on a personal level is being content. Right?

Like, it's hard to be content. Like, you you get to a certain place and, you want more. But, but I don't know, man. Life's pretty fucking great for sure.

Steve: Yeah. I think you and I still need to have just just sit down for, like, an hour one day, you and I, to figure out, you know, your purpose and because this this this lack of content thing can cause problems. Right? It can cause challenges that, you know, you might take some chances that maybe you shouldn't take.

Tyson: Yeah. But that's what keeps you going, though. I'm a gunslinger, man.

Steve: I know you. I Fred Farber will be here. I I'm just saying that you and Max have a one on one for an hour one day. And Grace says that, you know, you're one of the first people that helped her. And she's in wholesale business.

She's super grateful for you. Super go giver with a dirty mouth. So

Blake: Yeah, Ben.

Steve: And, yeah, Lima is his live prerecorded. This is absolutely live, so ask your questions here. Question that Phil Banks, he's having some struggles. He's been at this for two months. He's wondering, should he go, stay in his market or go to virtual?

He's heard that his market is the most challenging market.

Blake: If it's if you've heard it's the most challenging market, it's probably one of the best markets there.

Tyson: Yeah. Yeah.

Blake: I love that. It's my favorite thing. You're like, oh, you can't wholesale in Southern California. There's too much competition. No.

Good. Yeah. There's a lot of competitions because somebody's making a shitload of money there. That's where I wanna be.

Tyson: So so one of my favorite things, I don't even know where this came from, but there's always room for one more if you're good enough. And so it's what I'd say if you're struggling. Right? Reach out to somebody who's having success in your market. Like, reach out and go talk to that person.

See what they're doing and emulate that. Find somebody you look up to. Reach out to that person and go model them. Quit trying to invent the will, man. It's already been done.

Steve: You know, I love this attitude, and I wish I had this attitude, years and years ago. So, you know, as a realtor, I'm listening I'm watching TV. I'm listening to the radio, and, like, it's consistently Russell Shaw, Curtis Johnson, Russell Shaw, Curtis Johnson. Just those two. Yeah.

Right? I was like, well, should I try? Like, I don't know if there's enough room for a third person.

Tyson: Mhmm.

Steve: I was like, you know what? I'm just not gonna do it. And Carol Royce comes along, and she edged Curtis Johnson off the radio. She just came in, and she forced a way, and I only forced her forced her way in. She forced Curtis out.

Right? But that was the attitude. It was like, there's room for one more, and I'm coming in and right right now, like, you look at all the billboards. It's either 72 sold Mhmm. Or Carol Weiss.

Like, those are the only few people advertising.

Tyson: Seventy two sold is an amazing company. Right? Like, I the the amount of hate they get just makes me see yeah. I wish I would've thought

Blake: of that.

Steve: Jonesy. I am I totally am envious that they they did it before me, just like open door. Oh. Totally envious that they figured it out before I Yeah.

Tyson: The the hate that these companies get is kinda beyond me. I whenever there's something disrupting a market, you need to look at that. Because why is it disrupting a market? The market is saying, I don't like this.

Steve: Yeah. The market says, I want that.

Tyson: Yeah. Yeah. So there's a lot of gold

Steve: if the market didn't want it.

Tyson: There's a lot of gold to look at that and say, well, what are they doing? Like, because now I can piggyback off of that Mhmm. And still, like, there's there's just unlimited.

Steve: Yeah. So I love this mindset. Right? Good. It's tough.

Good. It's competitive. Good. Good.

Tyson: That's a good market. I wanna be there. Yeah.

Blake: For real. All of those, like, competitive challenging markets, that's where all of the biggest

Tyson: That's where your spreads are. Yeah. You wanna make money. That's where it's at.

Steve: So, you know, kinda extension of what we were talking moment moment ago. Like, how are you measuring success? So you're saying you struggle with finding contentment. How are you measuring success?

Tyson: No. I'm just struggle I sometimes struggle being content, but I'm very happy. I'm very happy. I'm very grateful. But it's, how do I measure success?

It well, it's the same way, like, if we talk about fitness. So, I hired a nutritionist about six months ago, and the way I track it is I write down my weight every single day. Right? I go to the gym. I say this is what I'm gonna do, and then he gives me what I'm supposed to eat, gives me my plan, and I track it every single day.

When I go to the gym every single day, that's not fun. Mhmm. I don't see results.

Steve: Not daily.

Tyson: Not daily. But you look at those before and after pictures, you're like, damn. Yeah. This is working. Right?

Steve: Right.

Tyson: And so it's the same thing in business. You're you're tracking the results. You're tracking what your team's metric are. You're tracking what what your KPIs are. And when you track that, that's how you measure your success.

Yep. You can see the progress.

Steve: How about you?

Blake: The way I measure success, and I'll tell you right now, I'm the most successful person I've ever met, is I am excited about every single day. Yeah. Like, I wake up, and I'm stoked. It doesn't matter what's going on. And and I'm, like, not even full of shit when I say this.

I'm excited because I get to go to the gym and work on what I'm doing and help achieve my goals that way. And I'm excited because I get to go to the office, and we have a badass culture, and every single person in there is in a good mood every single day. And I get to surround myself with people that are like that. I get to work with my dad, my best friend, everybody else who's in my office or a bunch of studs. Like, it's a great place to be.

I have built the life exactly is it as it is that I want it. And the reason why I'm excited is because I have goals that I'm working towards.

Steve: Yeah.

Blake: And those are they keep me hungry. So it keeps me I'm always chasing after something, and that is fun. Yeah. And when you're when you're having fun, you're excited. It's a good life.

Steve: Yep. Aliyah Evan here says that she loves the mindset you guys have. Hope her kids have the same mindset and that you, Tyson, helped her start her own fitness journey, which kinda goes back to earlier when we talked about the victories. Right? Like, one of your biggest victories is that you're changing the lives of people around you.

Ingrid wants to know how many cents on a dollar are you guys getting houses contract that you wholesale?

Tyson: So we're haven't done a lot of wholesales. But when we look at wholesaling, you're contracting depending on your market, but you're gonna be to contract it, you wanna be at around $60.62 cents on an ARB dollar.

Steve: And what markets are you guys in? You said you're in 17 states. No. We we

Tyson: have deals in 17 states right now.

Steve: Okay. And then, Tyson, what is your superpower?

Blake: So my superpower is that I am eager to ask for help from other people. Whenever I identify something that I wanna get good at, I find the person I know that's the best at it that can show me. I knew that I wanted to really take my fitness to the next level, so I saw out and I found a nutritionist who could help me do that. When I know that I want to achieve highly in business, I went and found mentors who can help me get to the level I wanna go to. Yeah.

Anything that I can see out there and I can see these different people doing things that I want, I'm happy to ask them for help. Right? I'm I don't have to be like like, there's no, like, oh, no. Like, I'm some, you know, badass. I have figured out myself.

No. If somebody's already done it, show me. Let me copy off you.

Steve: Yeah. I love coffee. Like, there was a day I remember seeing, like, I think it was on Reddit or whatever. Like, the guy that invented, you know, copy and paste, like, control c, control v. That is, like, man, like, our sync that did.

Tyson: Right? Yeah. It's

Blake: it's a cheat code. I I hope to one day do something of that that magnitude. Yeah.

Steve: How about how about you, Blake? Superpower.

Tyson: Grit.

Steve: Grit.

Tyson: There is no plan b. Yeah. I don't need a plan b. I will not fail. Yeah.

It does not matter what it takes. Like, I'm gonna go.

Steve: Right. And and that reflected. Right? You're talking about, like, when you're at Rafael's event. Like, well, I'm gonna pay for it.

Blake: I don't I don't have the

Steve: money yet, but it's gonna get paid.

Tyson: Yeah. It's just there's no plan b. Yeah. I don't but it's unnecessary for me.

Steve: Yeah. What is your, biggest regret?

Tyson: You know, looking back, when I think about it, my biggest regret was when I think about regret and it's, probably giving up on life partway through my life. So I'm 50 now. There there was a time where I just kinda gave up. And it's not like I gave up and was depressed, but I wasn't excited in moving forward. Right?

So I was just eating terrible. I didn't give a shit. I was like, I didn't like my job. I didn't like what I

Steve: was doing.

Tyson: And in a sense, that's giving up. Right? You just you're letting life dictate on its terms. Mhmm. And it was you know, the biggest blessing was, like, actually winding everything down, figuring out what I've gotta do, and now I've got this this new zest for life.

And, like, I'm back where, I create my own life.

Steve: Yeah.

Tyson: Right? It is 100% of my control. I get to create who I what I'm gonna look like. I get to create how I feel every day. I get to create what I do every day.

That is all within my control. And so getting that back, but just letting go of that for a while and to lose sight, like, quit dreaming. Right? And letting the world kind of beat you down and listen to the nonsense. Dream.

Believe. And and go have fun.

Steve: You guys have an incredibly powerful mindset. Curious where this really strong mindset come from. I mean,

Blake: I gotta give credit. Like, everything I know is, like, I've got to I've got people I've always had amazing role models including him. Right? But I've always had him who did what he said he was gonna do. And, oh, one thing that he always told me, I can remember being in the car one day and him telling me he was talking about, somebody, and you're just saying, like, they're unhappy.

Like, they choose to be unhappy. They choose to only see the bad in things. And I remember him he was just kind of talking. Like, he wasn't, like, lecturing me or anything. He's like, I just choose to be happy.

There's a lot of shit that I could be pissed off about, but why? That doesn't do anything for me. And that's something that's always stuck with me. Like, you know, I'd so I have him as Roman. I've got people like Templeton Walker and people like RJ Bates that, you know, all have very strong mindsets, and that is what I am attracted to.

I've always surrounded myself with that. And then, you know, what what you constantly surround yourself or what you're gonna be. So I I just I choose to accept and then buy into all of this. Whereas

Steve: And that's, like, I I think that's actually the theme of your podcast. Right? Yeah. Yeah. What's the name of your podcast again?

Blake: It is the rebellion. And so, yeah, it's about basically, I think a lot of people right now, the status quo of things is kind of to be a victim, not to, you know, to complain about everything that's going on. And instead, we talk about how great everything is and all that is available to you.

Steve: So going back to that question for you, though, like, because you're a model for Tyson, where are you growing your mindset? Yeah.

Tyson: I don't know where it was from younger other than just, honestly, growing up in a poor community being like, there's gotta be a better life than this, and I gotta go figure out how that to happen. Now though, like, where the mindset comes from is you're some of the people you're around. And I think too often that, like, we we live in the greatest state. Like, I don't talk to Tim hardly ever. But you know what?

I see him on social media all the time. And so his mind, his positivity is in my head. Right? I can listen to pace on social media. Like, he's outgrown us all now.

Steve: Oh, yeah.

Tyson: But his mindset is still there. So you can pick who you listen to, and that is still, like, the people. And when you're when you're constantly listening to people that are putting out good thoughts and good vibes and positivity and strength Yeah. It's just gonna rub off on you.

Steve: Yeah. I was like, I think

Tyson: Good listening to garbage. It's it's If you if you got someone on TV and you're like, goddamn, this feels gross. Turn it off.

Blake: I've curated everything I consume to only be brainwashing me towards positivity. If I see something on my feed for a millisecond that makes me be like, oh,

Tyson: I'm lost.

Steve: Don't. Yeah.

Blake: Never will see that ever again.

Steve: So and so this is a weird question. Right? Like, so what is your biggest regret? We're talking about all this Yeah. Positivity.

What is your biggest regret?

Blake: Man, dude. I really regret not doing an extra set this morning. No. But, biggest regret is yeah. I'll tell you what.

The my biggest regret in life, and this is something I regret every single day, is any negative energy I've ever given a person. It's every single negative thought I've ever had when I see somebody driving by the road or me just, like, subliminally judging somebody when I see that. Because I know that I am paying karmic debt for all of that negative energy I've ever given somebody.

Tyson: Yeah.

Blake: And whether it's, like, a sly joke or comment I made to my friend that's negativity, I regret that. Like, that is something that I'm trying very consciously to remove all of that from my life, whether it's even my thoughts. Like, if I even think something negative about somebody I walk past, I regret that immediately. I'm like, okay. How can I turn that?

How can I twist that into something that's positive, beautiful, good?

Steve: What is the greatest lesson that you learned?

Blake: I think it's what he said earlier is that, there's always room for one more if you're good enough. You know? Like, I think that there's there's so many people who will stop themselves because they think of there's too much competition or somebody's already doing it when I mean, every single person is so unique and has so much to offer the world, and you gotta put yourself out there. Like, if I've been worried that, oh, I'm not gonna start going on social media talking about real estate, talking about whatever it is I'm doing because there's already so many other people doing it, then I would have missed out on so much of my life. Yeah.

Steve: How about you?

Tyson: Probably the, like, the you create your own reality. Right? Like, the it's it sounds very cliche, and it sounds impossible, like, when you're in a dark state. But, you have the ability to create your own reality. Like, you truly it doesn't matter.

You can take your mind and focus, and you will change. You will physically change how you feel, how you think, how you believe, and just having that, like, that's amazing.

Steve: Yep. And then what book have you gifted more than any other?

Tyson: Probably Think and Grow Rich.

Steve: Think and Grow Rich. It's not Feel and Grow Rich?

Tyson: Feel and Grow Rich. Actually, or, The Go Giver, maybe.

Steve: Go Giver.

Tyson: It's a good book. Or How to Win Friends and Influence People. I don't know.

Blake: That's fine. I've I've given two people How to Win Friends and Influence People, and, that book is for real, like I don't know. I mean, there's a lot of books that I feel like is a lot of, like, mental masturbation when you're reading. I mean, that's all it is. You're just reading the shit to make yourself feel better.

Tyson: Yeah.

Blake: And whatever. That's also in itself a positive thing to do, and I I respect that. But how to win friends and influence people is just cover to cover, chock full, actionable advice of how to be a better person that anybody in the world can benefit from.

Steve: Yeah. So I want you guys to think about some last thoughts you wanna leave the listeners with. I'll just make a couple of quick, announcements. Guys, if you have value today, please like, subscribe, share, comment. Right?

Help us reach more people. Tune in next week. I got Pablo Chinchilla. He's gonna be coming on to the show. And, you know, if you enjoyed what we were talking about as far as sales leadership with Wren, everything we're offering, text leaders to 33777.

I've also personally learned a lot, working brand hand in hand. You know, pretty cool to be able to operate closely side by side with a person that's I think they did, like, 300, 400 k last month, you know, and revenue's been fully obscene. So, if you guys want to learn how to do that, tax leaders is $3.03 $7.07 7. So, last thoughts. What would you like to leave all the listeners with, Tyson?

Blake: Well, one, if you're listening to this podcast and you already have a great head on your shoulders and you have everything you need to get whatever it is you want, like, everything that is contained in these episodes, everything you can go find on YouTube right now is everything you need. You don't need to buy any kind of course or anything like that. Yes. It could be helpful for you mostly because I think you make a financial commitment, so then you then you, force yourself to to take action on upon whatever it is. But everything is out there right now, and it's just a matter of you deciding to be two feet in and do the daily actions that'll get you to where you wanna go.

Steve: Great message. How about you?

Tyson: I'd say to people, quit lying to yourself. Right? Like, quit saying you wanna make a million dollars if if you're not gonna take the action. Like, just accept that you're gonna go make $50 a year and go do that. But if you quit lying to yourself, then you can actually go commit.

Mhmm. And when you commit, then you're gonna go take action. And when you take action, you're gonna create results.

Steve: Yeah. That's another powerful message. I'm trying to remember I heard something along these lines very, very recently. It was that, you don't need to push yourself harder. That's just put another way.

You don't need to push yourself hard. You just need to be honest with yourself. Yeah. Because if you're honest with yourself, then you'll do all those things Yeah. That you really want to do.

Yeah. But when you're telling yourself that you wanna do something that someone else is doing Yep. And you're playing someone else's game

Tyson: It's a tough game.

Blake: Dude, you're no longer in alignment with your purpose, and that's when things fall apart.

Tyson: Absolutely. Align yourself.

Steve: Align yourself. Powerful message. How can someone get a hold of you?

Tyson: They can't.

Steve: Alright. So they gotta follow they get a hold of Tyson. Yeah. Okay. So how does can someone get a hold of you?

Blake: Instagram at Tyson underscore Smith and, also on YouTube, youtube.combackslash@ tyson underscore smith.

Steve: Awesome. Cool. Thank you so much. Appreciate you guys coming on.

Blake: Thank you, Steve.

Tyson: I appreciate it.

Steve: It's been a long time coming. Glad to have you on the show.

Tyson: Yeah. Thank you.

Steve: Thank you guys all for watching. See you guys all next week. Shout out to Steve train. Jump on the Steve train. We real estate disrupt us.