Host Steve Trang interviews Danny McBrynn and Kurt Asoitz, Phoenix-based real estate investors who have earned multiple 7 figures specializing in mobile home investments. They share their journey from corporate jobs to building a successful wholesale and fix-and-flip business, revealing specific strategies for mobile home deals, underwriting processes, and scaling through focused execution.
Focus on high equity, absentee owner properties under $300k for consistent wholesale profits of $30-50k per deal
When cold calling leads that aren't interested, always ask 'Do you have any other properties you want to sell?' - this single question generated their largest $250k wholesale deal
For mobile homes, verify the year built and fixture status through title commitments rather than trusting tax records, which are often wrong
1:23:07Casey Ryan from We Buy Any House reveals how he generated $6 million in profit with just 12 employees by leveraging AI automation, data enrichment, and strategic focus. He shares his journey building custom AI tools for call analysis, lead scoring, and CRM automation, plus why he's selling his rental property portfolio to focus on his core wholesaling business.
1:12:00James Harkless of Property Leads shares how his company generates high-quality motivated seller leads for real estate investors, with 1 in 4 homeowners reaching out before selling. He discusses his journey from construction to building a successful pay-per-lead business, innovative features like live transfers, and quality control methods that achieve 25% title transfer rates.
Get a free AI-powered review of your sales calls. See exactly where you're losing deals and how to fix it.
Get notified when new episodes drop, plus a free AI call review.
Implement speed-to-lead systems where acquisitions team gets offers to sellers within 3 minutes of lead generation
Use self-directed Roth IRAs to wholesale deals tax-free by funding with post-tax money and using the IRA as the buyer entity
”“Take imperfect action. You don't have to worry about finding the perfect seller, getting the perfect deal, the perfect sales process, the perfect this, like, take imperfect action.”
”“50% of the time, I still don't know what I'm doing. But I know I have the confidence, the resources, and the capital to figure it out.”
”“That question has made us so much money. Having our callers ask, do you have anything else, any other properties you wanna sell?”
”“Every single wholesale deal, if you look back and look at your data and look at your history, it's gonna have those three factors every single time: high equity, absentee owner, and the price point.”
20894 words
Danny McBrynn: Take imperfect action. You don't you don't have to worry about finding the perfect seller, getting the perfect deal, the perfect sales process, the perfect this, like, take imperfect action. And I always say 50% of the time, I still don't know what I'm doing. But I know I have the confidence, the resources, and the capital to figure it out. For someone that's been doing it for five years at the level that I'm at, I still don't know what I'm doing.
So you don't have to know what you're doing. You just have to take the action to do it.
Steve Trang: Hey, everybody. Thanks for joining us for today's episode of Disruptors. Today, we have Danny McBrynn and Kurt Asoitz with real offer. There are there are two more assassins here inside the Phoenix market. I seems like you can't really turn a rock without finding some more killer wholesalers in the Phoenix market.
And they're here to talk about how they've earned multiple 7 figures investing in mobile homes. Kinda crazy story. You're gonna learn more about it. Kinda maybe regret a little bit some of the mobile homes that have passed on now. Guys, 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. If you'll take consistent action, you'll become one. And if you get value out of this show, please hit that subscribe button. That way we can all grow together. You guys ready?
Kurt Asoitz: Yep. Do it.
Steve: Alright. So let's talk about what was your life like right before you got into real estate? We'll start with you, Danny.
Danny: Yeah. So I moved out. I always started kind of in Arizona. So I moved out here in 2018, March 2018, kinda similar time to to Kurt, and I moved out here for a job opportunity. I was working for UPS.
So, before that, I was working for enterprise, so very corporate America jobs. Graduated in high school in 2017. So this was out in Arizona about a year and a half later after I graduated. And I guess corporate America wasn't too appealing for me, kinda someone micromanaging me all day. You know, the environment was far from high level.
Put it that way. You know, we have a lot of similar coaches and masterminds and stuff we go to and, you know, proximity to a good network. And let's say I was very disconnected from high level people.
Steve: How quickly did you know that corporate America wasn't for you?
Danny: I mean, pretty early on. Once I was got out once I got out here, went through my partying phase, which lasted a couple months, Alan Scott's over weekend. This place is amazing. And then
Steve: place for partying.
Danny: Great place for partying. Yeah. And then I was like, alright. I'm spending more money than I'm making. I'm actually you know, what I thought, I came out here with, you know, a couple grand of money Mhmm.
Was a lot. I'm now not having that anymore. I'm realizing I'm spending more than I'm making. I'm live living a pretty unhealthy lifestyle. And, you know, I'm picking up all the bad habits that, you know, don't lead down a good path.
Right.
Steve: Well, a couple thousand doesn't get you very far No. In Scottsdale.
Danny: Especially, yeah, especially in Scottsdale. So
Steve: That's one that's one really good night.
Danny: Yeah. That's pretty much, and I've I've
Steve: had a lot
Danny: of those. So Yeah. Luckily, not anymore.
Steve: Yeah. How about how about you? What was your life like right before you enter real estate?
Kurt: Well, I was 27 years old living in my parents' house Mhmm. Working at with a pool company. I was vacuuming pools every day and just kinda knew I wanted to do something else.
Steve: Mhmm.
Kurt: And the biggest thing for me was kinda just changing my environment. So I luckily had the winters off in Connecticut, and I would come out to Arizona. And, buddy of mine said, hey, I have a room that you can rent, and you should come come live with me. Yeah. So I had the winters off.
I drove cross country, by myself in a Subaru Mhmm. And, moved to Arizona. Took, like, thirty days off trying to really figure out what I wanted to do, and found found wholesaling. Actually, just applied to an ad on Craigslist.
Steve: What was the ad?
Kurt: Real estate, get into real estate, no experience needed. No one you know, no no, realtor, whatever.
Steve: That's a great ad. Right? And,
Kurt: luckily, we I I started working for a guy who was, had a really good company and and laid a good foundation for me.
Steve: That's fortunate. Yeah. I don't think that's the way it always works out. I know. But, yeah, you you drive right I mean, even in in in Chandler where I live, you see, like, you know, investors looking for mentee.
Right? Like, you see those Yeah. Bandit signs. So, now you were up in Connecticut.
Kurt: Mhmm.
Steve: So, I didn't know they had pools. Yeah. Connecticut.
Danny: I'm from New York, so we're we're not far from each other, like, an hour. Uh-huh. So I used to wrestle, like, by where he lived at. And, yeah, there's a ton of pools.
Steve: Ton of pools.
Danny: He's in, like, the woods more. Oh, in the woods.
Kurt: Yeah. I mainly worked in Fairfield County, Connecticut, which is, like, a suburb of New York. Yeah. Super wealthy area. And I started, you know, building a relationship kinda with the people that I would Yeah.
Work on their pool. And a lot of them were real estate attorneys, real estate investors, and that kinda planted the seed Notice of commonality. Yeah. Yeah. Like, hey.
I should probably look into this.
Steve: Okay. So you come out here
Kurt: Mhmm.
Steve: Kinda, like, figure out what's going on, Apply on Craigslist. What happened after that?
Kurt: Well, I started, cold calling, basically. It's so funny. The first day, I showed up in a suit and tie, and the guy next to me was in flip flops. I was, like, so embarrassed. I had no idea how to, like, how to dress for, you know, real estate.
I was a blue collar guy. Yeah. And, I just started cold calling. They just gave me a headset and a script, and I just said, just call this list. Right.
And that's literally what I did for the first three months before I But
Steve: I think now, like, it's not just, real estate. I think real estate sure is lax, but, like, Phoenix
Kurt: Yeah. Phoenix real estate. Yeah.
Steve: Is pretty lax. Yeah. Right? Like, no one's gonna scream at you for wearing flip flops even as a realtor, right, out here. Okay.
So you hit you hit the phones. Three months, you said?
Kurt: Three months.
Steve: Okay. So you're basically cold calling for lead gen. You're a lead manager.
Kurt: It was just cold calling for lead gen. This was just like a blanket absentee owner list. Uh-huh. And, you know, I when I say cold called, I cold called six days a week Mhmm. For, like, six hours.
My talk time was always the highest, because it was easy work for me. I was inside making calls. I wasn't outside, you know, servicing 15 swimming pools, breaking my back. Right. So it was it felt like easy work for me.
Steve: So find a guy that's willing to work hard, a blue collar guy Yeah. And they'll actually bang the phones. Yeah. Gotcha. Alright.
So do you know how many leads you generated? Do you know what that turned into?
Kurt: I don't know how many leads, but I know that it took me a long time to really get that first deal. It took me three months, of just consistent calling. And then once I got the the deal, we had to sell it. So back then, what the guy worked for, you had to do acquisitions. You degenerate your lead, do acquisitions, and dispositions.
So it was a lot to get a deal done.
Steve: Sounds like it. Yeah. Yeah. And he basically did do all the work. Yeah.
Kurt: He he he changed it down the road. Like, I I started with him kinda when he just started his his wholesale Yeah. Company. Brett and Joe. I don't know if you know Brett Tanner.
Steve: Oh, yeah. But yeah.
Danny: Yeah.
Kurt: Those guys I'm super grateful for because Oh, yeah.
Steve: You're working under Brett Tanner. That guy's another brilliant mind.
Kurt: Yeah. They gave me an amazing start.
Steve: Yeah. Perfect. That's awesome. So, you sold that deal?
Kurt: Sold that deal. Mhmm. It was like, it took me three months to sell that deal. This is actually a funny story. Took me three or it took me three months to get the deal.
Mhmm. And then selling it was a nightmare too. Like, the buyer wanted to change to a post possession. It was just super difficult Mhmm. To sell.
Yeah. So I'm like, I don't know if I'm cut out for this. It took me three months to get this deal, and, like, this buyer is driving me crazy. The second deal I get, I send it out on our email blast. Two minutes later, I get a call from, an LA number.
Mhmm. He asked me two questions. He's like, hey. Is it what's the access once closed? Okay.
I'll take it. Mhmm. I couldn't believe it. Like, someone bought this deal without even seeing it. Yeah.
That guy was Jamil.
Steve: Oh. He bought it
Kurt: right away, and then I proceeded to get, like, 50 calls right after. Mhmm. Who'd you sell it to? I want it. So I it was severely underpriced, but he jumped on it right away.
Steve: Yeah. Gotcha. So proof of concept pretty quick. So did you move back home? Stayed.
Stayed. Stayed. That was it. You have proof of concept. This is real.
Mhmm. Alright. How about yourself?
Danny: So he got into it before I did, but I kinda finished my, year at UPS Mhmm. Which is my first year when I moved out here. And then I was working in Old Town at some bars and stuff like that, and eventually left left my day job during UPS. And I was working at night making, you know, a lot of money there in Old Town. And I was like, okay.
Well, I gotta figure out something to do during the day. And then I started the process of getting licensed. So, I went to real estate school at night, did that whole crash course, but learning completely irrelevant information. And, eventually, I became a realtor for about a week, and I was, stumbled across wholesaling. I was
Steve: like, oh, you're
Danny: coming from that? I rec barely. But I was talking to my broker, and I was like, oh, yeah. I wanna, like, wholesale. Mhmm.
That's what I wanna do. And then he's like, no. You can't do that. And then long story short, it was because Brett was with Keller Williams or something like that. He's like, alright.
I can put you over here at this other office in Mesa. Mhmm. And I was living in Old Town area at the time, and
Steve: Gotcha.
Danny: That's when I went over to there. Mhmm. And then that's how Kurt and I met.
Steve: I saw you guys connected. It's right. Yeah. I like that.
Danny: And then I was always, you know, picking his brand. Because I was from New York. He's from Mhmm. You know, Connecticut. And,
Steve: yeah, it
Danny: was a small team, so I kinda
Kurt: There's, like, six of us in there.
Danny: I was the only guy calling him after hours all the time.
Steve: Right. Well, that's cool.
Kurt: Yeah.
Steve: And, like, Brett is someone that, you know, I've invited you to the show. So if you're watching Brett, invitation's still out there. He ran a good business. Right? Which was, like, he had found a way to get people into his office, bang the phones.
Right? Have the metrics. Make sure that, a, if you're not performing, like, you're out. Yep. Right?
But he built a good culture. He built a good business and, obviously, right, has made an impact for you guys. How long did it take for you? Were you doing the same thing? You're banging the phones for as long as as Kurt was?
Danny: I was doing the same thing. It took me probably I mean, I can't vividly remember, but definitely a couple weeks. Mhmm. And it was, yeah, some condos, I think, I got. Mhmm.
But, yeah, that took me a couple weeks. And I was I was definitely having a tough time because I wasn't used to, you know, for almost my whole life, I was used to working w two and, you know, getting my paycheck, not putting in the work now to get paid later. Yeah. So I was definitely really stressed out during my first couple years
Kurt: Mhmm.
Danny: Because it was, like, this is all new to me.
Steve: Right.
Danny: So, once again, I was not making too much money, spending more money, and, you know, kinda seeing that savings account drop and dwindle. But, but, yeah, I was able to get good experience. I cold called for six to ten hours a day Mhmm. Almost every day. And, yeah, I was able to do a couple deals and then, you know, eventually broke off from there and
Steve: Right.
Danny: Started doing my own thing.
Steve: Did you guys partner from the from the jump, or did you guys go separately?
Danny: No. He was helping me, sell some deals. We disposed some deals.
Kurt: Yeah. We broke off at different points, but, we Who who left first? Dan left first.
Danny: First.
Kurt: Yeah. I was there just just about two years, and then I, I left, and me and Dan connected again. And we actually shared an office space. We shared marketing expenses, but we didn't get an LLC together. We each had our own LLC.
I think we just wanted to feel each other out and, like, see how we work together and make sure our work ethic matched. Right? The last thing you want is your partner to, you know, not work, and you're doing all the work, and that's how you feel. And then after a year, it just it just made sense to Alright. To partner officially.
Steve: So that was really wise. Did you guys get counsel outside of this, or that was, like, your guys' idea?
Kurt: I was just just boot
Danny: There was there was no idea. There was just, like, alright. Let's try to do this.
Steve: I will because, like, hey.
Danny: I spent two grand. Can you Venmo I was sending Venmo requests. Like, it was totally just, you know and I wouldn't have it any other way. It was just totally Well, that was the smart way.
Steve: That's the smart way. But, like, most people, like, well, you do this. You're good at this. I'm good at that. Like, let's just partner up.
And then They're
Danny: best friends from high school.
Steve: Yeah. Right? And, like, it all sounds great in theory, but business is freaking hard.
Danny: Yeah. Yeah.
Kurt: It is.
Steve: And then, you know, you see who's made of what when times get tough. Right? So you guys decided to do your own thing separately. So he was moving some of your deals.
Danny: Yep.
Steve: Right? So then at what at which point did you guys decide to get together?
Danny: That was a few months after I was working from home, and, that's when I was living in in Old Town, just working from home. Yeah. And then we got subleased, like, a tiny office, probably literally, like, half
Steve: Yeah.
Danny: Half this size. Mhmm. And we just had an office facing each other. Mhmm. And we paid a couple $100 or something.
Kurt: $500 a month. Well, exactly. Crazy deal.
Danny: Exactly. Yeah. Yeah. So once again, just bootstrapping Mhmm. Getting a list, cold calling.
I think we hired, like, one VA and who's still with us today.
Kurt: Or from you.
Danny: Or from you. And, yeah, just there was we did good, like, right away. I remember closer to that early on, I got two deals right away, and I was like, alright. Cool. Like, we sold it, split it.
I'm like, alright. Like, we're good. Like, I got this down. Yeah. Little did I know, I mean, we probably didn't see another paycheck for four or five months after that.
Kurt: Yeah.
Steve: And I was Right off the gate. Hot. Hot. We're gonna be millionaires. Fast.
Right? It
Danny: was easy.
Steve: We're smart. We gotta figure it out.
Danny: Yep.
Steve: And then you had some adversity.
Danny: A lot. Yeah.
Steve: So what were some some of those early challenges?
Danny: I mean, obviously, not making money. Mhmm. And this is my first time spending money into something. So now I'm not only not making money, but I'm spending money on something.
Steve: Mhmm.
Danny: So I really wasn't enjoying that process
Steve: Right.
Danny: At all. And I think just not understanding, like, delegating and stuff like that, if I could've understood that maybe a little earlier, got more VAs or got more marketing, or we weren't tracking anything. We didn't have QuickBooks. So Yeah. Really, all the money we're putting into it, I didn't really understand.
You know? Right. Hey. We're putting a thousand into this. Like, well, how many leads did we get back?
You know, what's our cost per lead? What's our cost per deal? Like so I think it was just, like, my, not knowing, you know, what I know now.
Steve: When did you guys start?
Danny: Twenty
Steve: Twenty Twenty twenty.
Kurt: 2020, loosely, we started together. Mhmm. And then, obviously, March COVID hit, which really affected us.
Danny: Mhmm. And that too. Yeah.
Kurt: Yeah. Because at first, we got connected with, a hedge fund. So we were like, oh, we're gonna sell everything to this hedge fund.
Steve: Alright.
Kurt: It took a few months to, like, get them properties. And then when we finally had a few with them, they canceled them all Yeah. During COVID. Right. So Did
Steve: you guys get hurt from that?
Kurt: We just we just didn't make any money Okay.
Danny: From
Kurt: from the deals we were gonna sell them. They they backed out. Right?
Steve: Right. Well, I'm only asking because, like, I know some people that, like, took those properties down.
Kurt: No. No. No. We didn't have the funds to Yeah.
Steve: Fortunately. Yeah. Fortunately.
Danny: We got those two deals, and we had a bunch pending with the hedge fund. And, you know, I was going out and acting like I already had that money. Mhmm. So It's
Steve: already spent.
Danny: Yeah. Pretty much. Yeah. So Okay. So then how
Steve: did you guys deal with that? Right? Because, like, you know, not knowing not understanding KPIs, not understanding cost per leads, not understanding the finances equipments, all that. And, like, these are all things that really people like us generally don't wanna look at. Right?
Kurt: Yeah.
Steve: But we have to. So when did when did things turn around?
Kurt: It's funny. We actually talked about this before we came on here. There after that, like, three or four month period of us not getting a deal, it was we we sat down and looked at each other. Like, we gotta we gotta get a deal this month. Like, we gotta get two deals.
It was almost just like putting our, you know, our back against the wall. Like Yeah. We have to do this. And I think my fear at first was, like, locking up a contract and not being able to sell it. Mhmm.
Steve: And, you
Kurt: know, I was always so hesitant to just, like, have them sign it. I wanted to make sure it was a deal, and I, you know, locked up a few that were like, I don't know. I don't know, and they turned out to sell. Alright. So that was, like, a big kind of hurdle to get over
Steve: as well. Alright. So there's a mental block.
Kurt: Yeah. There's a lot of mental block.
Steve: I mean, obviously, you signed those and you did sell. But, like, what was the thing that was able to help you overcome that mental block?
Kurt: Just kinda, like, not being okay with not getting deals. I was like, okay. I have to just I have to do this. Like Alright. You know?
Steve: So you're forced
Kurt: I was forced.
Steve: Outside your comfort zone. Gotcha. Okay. And from then
Kurt: I felt more and more comfortable with, you know, with okay. I can kinda see where this one sold at, and I just started to understand the market better. Gotcha. And if we cancel, it's not the end of the world. It's how you cancel.
Right? Are you is the seller gonna be moving halfway across the country and then you cancel on them? Or, you know, you kinda just you don't wanna leave them in a bad spot.
Steve: Right. Or setting the expectations Yeah. Beforehand. Right? Yeah.
How about you? Like, how did you overcome, like, this tough time?
Danny: I just kept plugging away and, you know, I was definitely a lot less optimistic about it.
Steve: Right. But I
Danny: think once we got some stuff on the board, once we had a buyer, you know, seeing the assignment pending and then doing another one, it gave me some light to at least see.
Steve: Mhmm. The
Danny: way I look at it, it's like, alright. We did that deal. We did a couple deals that month in the summer. Mhmm.
Kurt: Made
Danny: a good, you know, $50.60 grand. I'm like, alright. Like, I'm good for another three, four months.
Steve: Right.
Danny: I can chill for a second. Mhmm. And that three to four months of buying that time was, like, alright. And we just stacked a couple more wins and a couple more wins. And before we know it, it's like, damn, like, now I can really understand this process.
And, hey, I'm gonna put work in today. I'm gonna put money in today, and I'm gonna see that on the horizon in thirty, sixty, ninety days.
Steve: Where were those wins coming from?
Danny: Just good deals. Better deals. But we're able because since we did deals, then it helped to know, alright. Well, we did a deal here in Mesa. This seller is right here in Mesa around the corner.
Mhmm. So we sold this one for x. We can buy this one for y. Right. So it's kinda helping the helping the confidence better too.
Steve: Gotcha. So when did things start to click for you guys?
Danny: That summer.
Steve: That summer? Yeah. So where are those things that clicked?
Danny: Getting deals. Mhmm. More confident on the numbers. Like, when, hey, that is a deal. Let's stay
Steve: on our product. In your in your numbers. Confidence in your skills.
Danny: Sales skills. Yeah. I mean, I was definitely still, like, a lost puppy kinda running around, like, I hi. Sign this, please. You know?
Right. Where it's like, hey. We just sold that deal here. We have a similar deal. Like, get that.
It's a thousand percent
Steve: Right.
Danny: Done. And when you, know that, you can speak with that conviction to someone.
Steve: Was there, like, was there a point where, like, now that you have more capital, you got a different lead source? Was there, got more resources?
Danny: When I mean, it was Kurt and I, pretty much all of 2020. Mhmm. Right?
Kurt: Yeah. I think, like
Danny: have anyone else.
Kurt: No. I mean, a turning point was when we kinda just, like, figured out what our strengths were. Like, I was better at acquisitions. Dan was better at disposition. So we kinda narrowed our focus, and we hired VAs to do the cold calling.
Mhmm. I think that was kinda when we we broke through.
Danny: Yeah. When we got more leads. Yeah.
Steve: Yeah. So hiring the VAs was
Danny: because we were cold calling.
Kurt: Yeah. We were co doing it all.
Steve: So you guys are going to some you you I mean, you guys are hard workers obviously. Yeah. Right. So it was giving yourselves was it, like, you got the funds? Now it's like, okay.
Now we can afford to get the VAs? Like, what was the the impetus? Right? Because, like, you're like, you know, we have to get signed contracts. We don't have a choice to to get the signed contracts.
Now they're starting to deal. Now you're getting VAs?
Danny: Well, now we had money too.
Steve: Right.
Danny: So a $60 month hit, it's like, alright. Hey. You take 10:15. I'll take, 10:15. And then, hey.
We have left over to let's put five k towards, you know, more cold callers or something there.
Steve: So then everything was predominantly then through cold calling?
Danny: Yes. And through the money made through the business. Right. It wasn't, like, extra audio
Steve: done inbound leads yet? You guys hadn't done
Kurt: At that point, no. No.
Steve: No. Okay. So literally, you guys are just, like, grinding through Yes. All of this. Yeah.
Now you guys are talking about Mesa. So one thing about Mesa is that we have a lot of mobile homes here. Yep. Is that the direction you guys went at that time in Mesa, or was that something that came up later on?
Kurt: Took us a while. I I was that was later on.
Steve: Okay.
Kurt: I think, you know, we'd always done pretty well with mobile homes.
Steve: And That's what you guys are known for.
Kurt: It's what we're known for. And then, like, in 2022, we went to wholesale a deal in Mesa on 83rd Place. Still remember the address. And when we went to, list it on our email blast, like, we can only sell for, like, $3. And I was like, this is crazy.
Like, we're trying to sell for $1.40. I think the ARV was, like, $2.52 60. Mhmm. I'm like, this is something's gotta be up. So we bought it, and we flipped it.
We made, like, $50.
Steve: Yeah. So it was, like, a offer is 3,000?
Kurt: We had 3 an offer 3,000 over.
Steve: We were
Kurt: Oh, we were looking at a $3,000 profit. Yeah. You know? So that was just eye opening. And remember we talked and it's like, you know, I'm sure if we can't move these mobiles, there's a lot of other people that can't.
Danny: Mhmm. Right?
Kurt: And there's no hedge funds that buy them. You don't have Open Door. You don't offer pad.
Steve: Lot less competition.
Kurt: Lot less competition. Yeah. So that was when we said, alright. Let's kind of focus and niche down to mobile homes. And what we did was just put on our story that we buy mobile homes Yeah.
Over and over and over again. And that's how we kinda got known for it.
Steve: So, I'm assuming attached to land.
Kurt: Attached to land.
Steve: Right. Yeah. So we did really well with mobile homes for, like, a few months. Same thing. Like, we're gonna become millionaires.
Right? Like Yeah. We're making so much freaking money. Yeah. Right?
And then you learn about all the challenges that come with mobile homes. Yeah. Right? 75 versus 76. Mhmm.
Where the hell is the damn plate? Yep. Yeah. So talk to everyone that's listening here that's not well versed in mobile homes and interested in in doing mobile homes? Like, what are some of the things you wanna look for?
Or what are some of the challenges to to not look forward to, but be aware of?
Danny: Well, it just comes back to underwriting. Mhmm. You know? Single family, you still have your roof, AC, electrical, plumbing, foundation. And then mobile home, you're just adding, is it a fixed, year build?
Obviously, that discrepancy between prior to 1976 versus post Right. Which is the what do you call it? The electrical electrical recall. Yeah. Because a lot of the mobiles prior to '76 started burning down and stuff.
Kurt: Mhmm. Mhmm.
Danny: So that's why they whoever the agency was said, you know, we're not financing these anymore.
Steve: Yeah.
Danny: And septic inspection is a big thing in these Mhmm. Especially in the East Mesa area and other spots. So you're doing your normal things, and then a couple of the other of the intricacies, which just comes back to, in my opinion, just underwriting the deal and doing your due diligence.
Steve: So then you make it sound pretty simple. Right?
Danny: In theory.
Steve: And because I again, I remember, like, we had, like, 200,000 on the board. And that 200,000 became, like, 20 real fast. Right? So is it just as simple? It's just underwriting better and that's it?
Danny: Well, verifying the facts of it. Going if the seller says it's a fix, okay, let me look at the title commitments, scroll down, find the affixure, verify that the affixure matches the actual mobile home that's on there. So whether that's going and doing your walk through or, going out to the mobile home, but, you know, you're not just taking someone's word for it.
Steve: Definitely not taking someone's word for it.
Kurt: And, like, on tax records, it's almost always wrong. Like, if you go on Monsoon, the square footage is wrong, the year built is wrong. So you wanna get that title or the affidavit of a fixture.
Steve: Right.
Kurt: That tells you exactly what it is. Yeah. So there's been plenty of times we thought we're buying a 900 square foot mobile. We look at the affidavit of fixture. It's 1,200.
Mhmm. That's great. Right. That becomes a better deal for us.
Steve: Yeah. Yeah. I remember one of the other things that we always there's a guy in town. You guys might probably dealt with this guy. Like, there's a guy in town who, like, helps a fix.
Kurt: Oh, yeah. Joe Felix.
Steve: There you go.
Danny: Yeah. Right? He's the man.
Steve: Right? So it's like you buy these things, like, well, it's not quite right. How How do you remedy this? Right. So talk about that.
Right? So you find a property. You find a mobile home. And, like, what the seller says, it's not quite consistent with reality. Never.
And you gotta you gotta clean up this mess. Mhmm.
Kurt: So
Steve: what are some of, like, stories you guys have and, like, you know, where you turn something that was a nothing burger into, like, a big deal?
Speaker 3: I'm filming this video for the man himself, mister Ian Ross. The guy crush is the guy's the best person in sales I've ever seen. I've invested elsewhere and haven't got the same results. I've gone from being a set up, making 5 k a month, to being a hybrid role, making 11
Kurt: k a month,
Speaker: to now be four months down the line from 5 k to on a closing opportunity, inbound, full calendar with the best opportunity, the best offer in my space. OTE is around 20 k a month from month two. So I've gone from 5 k to 20 k. If that's not a return on your investment,
Kurt: I don't know what it is.
Speaker: If you're a salesperson and you don't invest in sales training, you're gonna get left behind because your job is to be better at sales, and sales training directly makes you more money.
Speaker 4: My name is Lance McCann. I've recently switched in sessions with Ian Ross. Those conversations with Ian has made me $50,000 in the past two deals that I've had. I was able to renegotiate go back and renegotiate the original purchase price
Danny: on one deal, and I
Speaker: saved $40,000, and I got another $10,000 off by other deals. Call me in when you give me the chance.
Danny: You won't be ready.
Steve: If you
Speaker: like what you just heard and you'd like to have similar types of results, similar success, text close, c l o s e, to 33777, and we'll see if you qualify to join Advanced Sales Mastery. We are taking people from good to great.
Kurt: Wow. Well, one story that comes to mind, one of our earlier deals was, a deal we got in Mesa. Mhmm. Same thing. It was a mobile home.
There was no access to the property. We opened it up with Sherry at Magnesis, and she as soon as we opened it, she goes, just cancel this right now. Two other people have had it. You we can't get title insurance on it. Mhmm.
And instead of instead of accepting that, we just said, well, why?
Danny: Mhmm.
Kurt: And she said, well, there's no legal access to the property. So I remember you actually went over to to one of the guys' house in
Danny: Scottsdale. There. Yeah.
Kurt: Yeah. He, like
Danny: chased me out of the property.
Kurt: He door knocked this, like, guy in Paradise Valley. He went to his house, door knocked him because he owned a lot that we could have possibly used for access. And, yeah, he
Danny: he told me to fuck off.
Steve: Yeah. But, He's passionate.
Kurt: Yeah. Anyway, so we went to all the neighbors, and we we actually we got a neighbor. We found a neighbor who sold us a little sliver of her land for $6. Mhmm. And we used that as the easement, and that was enough for title insurance.
Danny: Mhmm.
Kurt: And we made, like, $35 on it.
Steve: Yeah. And it's that kind of creative stuff. Right? We had, Logan Fulmer Yeah. On the show a couple times now.
And, like like, that's his favorite thing.
Kurt: Yeah.
Steve: It's just calling the neighbors and getting an easement so you have access. Yep. Like, it seems like that's, like, his biggest thing. So talking about, like, some of the some of the biggest deals you guys have done and, like, what were the things you guys had to do to get those big deals done?
Danny: Well, recently, we had a $250,000 wholesale deal Mhmm.
Steve: Which I
Danny: was telling your guy about, and that was 36 units. 36 unit trailer park Yeah. Mhmm. In Sedona. Okay.
You probably drive past it every time you go. But we're 17. Yep.
Kurt: West Sedona. It's like the Windsong Mobile Home Park.
Steve: Okay. Yeah.
Danny: So we got that for 2,750,000.00. Uh-huh. Sold it for 3,000,000. Got all the titles to the mobile homes. I did, like, a three hour walk through.
That was when you're in Japan. Yeah. I was literally, like, busting down doors. Like, I felt like I was in Iraq. Like, you know, I was just a property manager, and I was exhausted after Yeah.
Three hours of just going into 30 plus units. Right. But packaged it all up, got the financials, got the mobile home titles. They were requesting a lot of other things on the due diligence I wasn't really familiar with. Okay.
But these guys wired in a $60,000 nonrefundable deposit. Mhmm. So they're pretty serious on it.
Steve: So how did you find that deal?
Danny: That was actually funny. We had a really shitty campaign of of a list that we pulled in Northern Arizona because you did, like, one deal up there, and we're, alright, let's do more deals.
Steve: Mhmm.
Kurt: And it
Danny: was a total bust. And, like, a couple months later or something, one of the homeowners that we are marketing to answered and was, you know, pretty much stated I don't have anything I'm looking to sell. However, I work for a mobile home park, and the owners are looking to sell. Okay. And that property owner from that Northern Arizona campaign connected our sales guy to the actual owners Alright.
Of the mobile.
Kurt: That question has made us so much money. Having our callers ask, do you have anything else, any other properties you wanna sell? Mhmm. Like, it sounds simple, but, like, just training them to do that has has just made us so much money.
Steve: Yeah. So instead of just ending the phone call?
Kurt: Instead of ending the phone call, ask you're still talking to a human being. They might know somebody that wants to sell and and that that's just been a golden question for us.
Steve: Gotcha. Alright. So if everyone listening and there's nothing else
Danny: Yeah. Just do that. Just
Kurt: do that.
Steve: Who else do you know that might be interested in selling?
Kurt: Yeah.
Danny: Because then you can get value out of every lead.
Steve: Right.
Danny: Because most of the leads we're targeting are absentee owner. Mhmm. So even if you're calling an owner occupant lead, that's not the best lead. They could have, you know, a mobile home that's vacant, you know, inherited, or or we don't really know unless you ask it. Yeah.
So so many freaking deals, and especially that 250 k deal was asked from that question
Kurt: Yeah.
Steve: Right.
Danny: Which is what we always freaking emphasize to every caller.
Steve: So you get this referral. Your sales guy, not you guys.
Danny: No. He did the whole thing.
Steve: Your sales guy calls the owner, has a conversation with him. Mhmm. Drives out to lock it up or locks it up right then and there on the phone?
Danny: It took him a couple weeks. Couple weeks? Yeah. It was not a one call close now.
Steve: Yeah. So he goes couple weeks even
Kurt: think it
Danny: was a deal. I think I was messaging stuff to you. I was like, hey. Can you help me underwrite this? You didn't get back to me for a few days.
Ken was like, yo. I think I have this good deal. I was shooing him off. Like, I didn't even think it was like a Yeah. Yeah.
Steve: Yeah. Alright. So then, so it's 36 unit mobile home park. So you're just dealing with the land. Right?
Kurt: Yep.
Steve: Correct. And so you have to walk through it with a buyer?
Danny: No. I we contract it with the seller. Uh-huh. Then I did the walk through. Right.
Package up all the links, all the photos, sent it to the buyer. Mhmm. They did, like, an exterior. Because I got pictures of everything, videos, and they did I think they went up and did, like, a drive through the park or something. And then verified, alright, his pictures are accurate clearly.
Steve: Right. It's not making it up. Right.
Danny: And then, once they got the deposit in, I had them and and their lender slash appraiser and then the property manager. Because the sellers lived in California. Mhmm. So, I had them walk through with the property manager. Right.
I don't even think they had to get into every unit after that. So Yeah.
Steve: How did you guys find the buyer?
Danny: Instagram. Instagram. Yeah. Instagram. Through someone.
Yeah.
Steve: So you just posted a story. Yep. Big mobile home park. Who wants it?
Kurt: Pretty much.
Danny: And then got connected through someone who, who wanted it. And we're gonna send it out. And pretty much, I was like, alright. If you want it, I'm gonna send it out, and I'm probably gonna get blown up about this. But
Steve: Yeah. You
Danny: know, if you want it here, you know, could we have left got more money or left money on the table? Who knows? It's all hypothetical. But Right. I I mean, 250 k is 250 k.
So
Steve: Exactly. And we've had a lot
Kurt: of luck with that when selling deals, like, sending it to some of our really good buyers before we send it out and just saying, hey. That's how we create urgency. We're gonna send it out tomorrow to the masses. But if you want it, you can you can take it right now.
Steve: Alright. Absolutely. So, what else are you guys doing right now with mobile homes?
Kurt: We're flipping. We're doing a lot of fix and flip with mobile homes. Yeah. We're really we really love them just because they're affordable. Yeah.
And when we go to list them, they usually sell pretty quick. Mhmm. We do the same turn, the same remodel on every single one. And like I mentioned, not many people are excited about them or buying them. So, you know, we get probably a mobile home a day sent to us from other wholesalers.
Steve: So I guess if I sound stupid, right, like, I just keep thinking, like, multiple 7 figures. It can't be this simple. You're saying, like, no. It's really this simple.
Danny: I mean, with the right underwriting and due diligence Yeah.
Steve: It's that simple. So what makes you guys unique? Right? Like, how are you guys able to thrive? Because Phoenix is a pretty cutthroat market.
Definitely. And, like, we all know all the same people.
Danny: Yeah.
Steve: Right? So what is your competitive advantage that's helping you, like, dominate here while so many of our peers that we're talking about are shuttering going out of business.
Kurt: Yeah. I just think we're specific on what we want. Right? Instead of send me your deals, like this big vague statement, we're super specific. Send me your mobile homes on owned land 1980 or newer.
Danny: Mhmm.
Kurt: I can't tell you how many times I've told people that, and they would go, oh, wow. I don't have any mobile home buyers. Mhmm. So it's just like getting super focused on what we do. Mhmm.
Danny: You
Kurt: know, we don't flip single family homes.
Steve: Right.
Kurt: We don't flip multifamily.
Danny: Mhmm.
Steve: Like,
Kurt: we'll buy them and resell them, but we only really fix and renovate mobile homes.
Steve: Yeah. So it's the message. You have a clear message to everybody else that Yeah. This is what we do. So if you have this, send me this.
Right.
Danny: And if they give us the right information of the extra things that we need Mhmm. To know it's a good deal, then it's there it's systematic. There's no thinking to it.
Steve: Gotcha.
Danny: You know, I I'll text him that, hey. I got this one. I already sent in 10 k nonrefundable. Yeah. And that's how because we know from the past data and all the deals we're doing and the deals we're getting were the comps we're going off of is our flips that we just did.
Steve: Yeah. Right. So So you know exactly.
Danny: We're setting the market. Yeah.
Steve: You are the market makers. Correct.
Kurt: Yeah.
Steve: Yeah. Okay. And then something else you guys are doing, like, curative titles. How many deals are you guys doing with curative titles?
Kurt: That's been that's been something new we've started. We actually learned it from from Logan. Yeah. I went to his mastermind in San Antonio. And I think we have five going right now.
Mhmm. And it's super interesting. It's something I'm really excited about because it's not black and white. You know? There's always kinda new things to solve.
But one of the ones we did wasn't even really curative title. It was just a family dispute. Mhmm. And the lady, you know, she couldn't get inside the house. Her sister wouldn't let her in, but she was the rightful seller.
And we were able to get the house for $1.20, and it was worth $3.50. Yeah. Like, just incredibly deeply discounted
Danny: Right. Deals. Probate. She inherited it.
Steve: Yeah. So Inherited. Sister was living in it, and sister was moving out.
Danny: Sister or sister was leasing it? I don't know. The whole thing was a mess.
Kurt: Yeah. But Always family feuds Mhmm. Really.
Danny: And the other family feud we're in is the 50%, which we're doing a partition for.
Kurt: Mhmm.
Danny: So as is values two fifty to 300. Like, a woman's stepson is living there. Once again, Family Feud. And she doesn't wanna go through the court process, get him out. He's not buying her out.
He's saying he's gonna buy her out. Mhmm. She lives in Florida. So we got her 50% share, and that was through escrow.
Kurt: Yeah. Shawnee Butler too. Title insurance on it.
Danny: Yeah. So tenants in common and bought 50% for $50. Our legal fees are probably we're in it. Probably 5 to $6 so far, give or take. And we got appointed to have it sold.
Mhmm. So I'm assuming, according to my numbers, it's gonna sell at $2.50 ish. So we'll get, you know, 50% of that, which is our $1.25.
Kurt: Right.
Danny: Call it $60 total investment Mhmm. After everything's said and done. So that's not good with numbers, but or 65 k profit?
Steve: 60 plus.
Kurt: It was just eye opening. Like, I didn't know you could buy part of a house.
Danny: Mhmm.
Kurt: I didn't know you could buy out shares. Yeah. So it kinda just you know, it's another avenue for us to go down as we're making these phone calls to sellers.
Steve: Yeah. I haven't done a lot of partitions, so I'm trying to think. I've only really done one. Right? But the one we did was a 200 k deal.
Kurt: What was the situation with that one?
Steve: Well, there were four siblings. And one, the oldest that was living in it, after mom passed, wanted nothing to do with the other three siblings. And so he, physically attacked them with a baseball bat, like, to run them out of the house. Oh my gosh. Like, when we served him the papers for the partition cell, he threw a brick at this,
Danny: Process server.
Steve: Process server. Oh my god. Didn't hit the car, but issues.
Kurt: Right? Yeah. Issues.
Steve: And so we were able to buy it. So it was worth $1.60, and we bought each of the three sevens at 7,000 a piece.
Kurt: I see.
Steve: Right? And so, like, that worked out really well.
Danny: Title insurance? Just straight deals?
Steve: Without title insurance. And that's why I was gonna ask you. You got title insurance. Is it because it was tenants in common?
Danny: Well, yes. And there's only two shares. Mhmm. However, I mean, we're doing a bunch now where it's without title insurance.
Steve: Yeah. So we had to buy it without title insurance. But because we had to buy it with title insurance, it also gave us leverage in negotiations. Like Right. I'm not gonna pay what you want if the title's not insurable.
I'm taking this big risk
Kurt: Correct.
Danny: For
Steve: me to justify this big risk.
Kurt: Totally.
Steve: I need you to be here because I can put this money in, and then later on, well, I can't sell this property.
Danny: Mhmm. Right?
Steve: So it's part of our negotiations. So, you're finding that challenge as far as, title insurance? Was it with the tenants in common or is it joint tenancy? Because that's where we were having problems.
Danny: The one well, the other one we did was tenants in common. Right. But that was without title insurance. It was getting foreclosed on Monday. Mhmm.
And I sent him a check Friday. And with a deed and a $6,000 check, and I was gonna claim excess proceeds on Monday.
Steve: Right.
Danny: But I guess the other owner living in there who's bat shit crazy Mhmm. Extended the foreclosure out sixty days. Mhmm. So instead of claiming the excess proceeds, now I'm calling her saying, hey, Dan, the other owner.
Steve: We're partners now.
Danny: Yep. Yeah. Yeah. We're in this together. And yeah.
I mean, over my dead body, are you getting 50 percent is what I'm told. And, you know, but at the end of the day, it's like, you know, speaking for for both of us, like, you know, I'm here to be fair and, like, get a deal done. Mhmm. And if that involves giving someone a little more or something to have, have it done in a quick manner and get it done, then, you know, I'm all for that. Yeah.
I mean Not like totally like an aggressive shark that's gonna demand every single penny, like, you know, I wanna do what's fair and what gets the deal done.
Steve: Well, the thing was that with the other guy that, you know, threw the brick, we offered him fair market value for his quarter. Right. Alright. So look, we already have three quarters. We'll give you full market value for your quarter, and then we're still gonna be, like, really good.
Kurt: Which is way more than the $7.
Steve: Right? Right.
Kurt: Yeah.
Steve: But he wanted no part of it, and so that's when we went to partition sale. Had a judge have a realtor list it. And then once we had a judge have a realtor list it, then we went back to him and was like, hey. Our 40 is still good, which is more than you're gonna net through a realtor.
Kurt: Right.
Steve: He agreed to that. Then we're able to do the lot split and all this other stuff. Nice. Really get the most out of it.
Danny: It's awesome. Yeah. But yeah. That's because here's the thing. I mean, it's there's it's not really cut and dry.
Like
Kurt: Yeah.
Danny: You don't know what the situation was. Hey. They like, what I'm learning now, it's, like, hey. If there's an occupant, well, that's the person keeping up with the maintenance. That's the person that paid the taxes.
That's the person that took care of mom for years before she passed. Like so you gotta work with people and be like, alright. You lived in New York and haven't been around for ten years. You don't get much. You've been in the picture, done all this.
Okay. We'll give you a little more for your share. Right. So you're getting so creative with it, which is what I love.
Steve: So long as everyone's okay with it. Yes. Right. Okay. So what's interesting also is that you got a lot of coaching along the way.
Right? So we mentioned Logan a moment ago. Talking about mobile homes. Mhmm. Right?
You're also, like was it skill up?
Kurt: Chris Root.
Danny: We've been to a bunch of Root Root masterminds.
Steve: Love that guy. I think he's attacking literally everybody on social media.
Danny: He's not a guru.
Kurt: See it.
Danny: He's not a guru attack.
Steve: I love that guy. I got no issues with him whatsoever. And then, recently, I saw you're also working with Amanda Dean. Yeah. Alright.
So talk to me about that experience.
Kurt: Sharper has been a level up for us. Mhmm.
Danny: I
Kurt: mean, it it really helped us kinda treat this like a business. Yeah. Have structure to what we do, have clear responsibility, and, you know, the quarterlies are great. Like, beginning of this year, she challenged us to to donate a $120,000. That's not something we would have will willfully done on her own.
Right? She pushed us to do it, and we're almost there. Yeah. So it's just little things like that that, like, have been awesome working with Sharper.
Steve: Yeah. How about you? What's been the biggest impact for you?
Danny: I mean, holding holding you accountable. Mhmm. Like, kinda systematically doing the meetings, which we don't wanna do usually. Mhmm. But, like, if if there wasn't someone there that we're waiting for on a Zoom, like, are we gonna do it?
Are we gonna say, next week? Like Yeah. So it kinda keeps you in line, especially, like, you know, as leaders, like, you know, we're still not gonna wanna do the things that are probably very important to do. Right. So the accountability, I think, is absolutely number one, and then keeping up with your KPIs.
Yeah. Knowing it helps you just kinda see where alright. We're down on leads. Let's work here. Alright.
We need some extra hands on sales. You know, it just helps you figure out really where to delegate the time and resources.
Steve: Yeah. And Amanda, I mean, she obviously came from a really big organization, helped build up a really big organization. And you're right. Having someone there that is gonna hold you accountable because, like, I can tell you I'm not doing single leg, dead lifts. Right?
Yeah. I'm not doing, the Turkish get up, right, on my own.
Kurt: Yeah. Right.
Steve: Right? I need a coach there who's gonna push me to do things I don't wanna do. Yeah. Yeah. And Amanda Dean, we've been working together, I wanna say, almost two years now.
An absolute game changer.
Danny: Yeah. Yeah. She's awesome. Because she's been through she just has more experience, and she's been through, you know, what we haven't. So if I can learn a couple things from her mistakes, so I don't go out and make those same things, that's time, money, and, you know, resources saved.
Steve: Right. Oh, absolutely. That's huge.
Kurt: That's one thing we've never shorted on is coaching. I think that's really helped us get to where we're at. It's like, we'll always pay to go to the mastermind or, you know, we've probably spent every year $30 each on just education.
Danny: Mhmm.
Kurt: We learned from Terry Summers, Terry Thayer, Eric and Tony, Carlos. Who else?
Danny: Rude been to his masterminds. Yeah.
Kurt: Listen to probably everyone in this podcast, so it's like learned a bunch from you.
Danny: Yeah. Yeah. Tony and Eric's was good. We're really close with Tony. Mhmm.
He's a great guy.
Steve: Yeah.
Danny: Just picking up nuggets along the way and implementing it, not changing the wheel or, you know, taking a little bit from each place and putting it into our own system.
Steve: Yeah. And then not to mention, you guys started with mister Tanner himself. Yeah. Yeah. So, like, a lot of people pay him a lot of money for coaching.
I know. Right? So have that guy be your first stop. Yeah. Probably made a difference.
For sure. Yeah. And then you guys deal with some business with Ross, using Ross as well? Ross?
Kurt: Oh. Yeah. Yeah. Self directed Roths.
Steve: I know. Yeah. Yeah.
Kurt: Yeah. That's we got into that because 2021 was really the first year we made, like, really good money. Mhmm. And the next year, we I got a tax bill for 250,000. Just wasn't ready for it.
You And I didn't have it saved and put away.
Steve: So it was like, I That first that first was always a kick in the nuts.
Kurt: Dings, man. Yeah. It really stung. And, you know, Kate, luckily, I think a flip sold. We paid off the tax bill, and then we started talking like, how do we not pay taxes?
Right. And, one of the strategies, obviously, is is a self directed Roth IRA.
Danny: Mhmm.
Kurt: So we funded a self directed Roth IRA for $6. Mhmm. And then we probably wholesale a deal a quarter out of it. Mhmm. Just put our Roth IRA as the buyer.
Mhmm. Our earnest money is the investment. Right. And our return is the wholesale fee.
Danny: Mhmm.
Kurt: So it takes profit off, you know, the books for real offer
Steve: Right.
Kurt: And puts it into a a tax shelter.
Steve: Yeah.
Kurt: So that's been really great for us, and I I've haven't heard of a lot of people doing it.
Danny: No. Anything that's complicated or to you know? Just can't wrap my head around it. You know? They stay far away from and then we're flipping a mobile home in our IRA too.
Nice. So the numbers on that is, I mean, we got a double one Tonopah. We're just wholetailing it. Put in 54 each. Mhmm.
Bought it for one zero eight and wholesaled it, you know, seven to ten days later for $1.80. Mhmm. So then we get our principal back plus the profit from the investment the investment too.
Steve: Yeah. Yeah. Definitely, not a lot of people talking about it. It's a it's a big, big deal. You mostly hear the the old guys.
Right? Yeah. Creative strategy guys are doing it. Right? Because that's something like, you know, the names like Peter Fortunato and some of these really old guys that have been wholesaling or doing deal structuring since, when I was born.
I think I'm older than you guys. So before you guys were born, but, like, you know, they're they were holding conferences.
Kurt: Right? Leticia.
Steve: Back in the seventies. Yeah. So, like, you know, you talk about self directed IRAs. It's mostly the older guys. So for everyone that's listening, you basically fund it with post tax cash.
Kurt: Post tax cash. Yes.
Steve: Right? And you go to an intermediary or whatever that does self direct IRAs.
Kurt: Right.
Steve: Do a Roth, and then the Roth is the one that does earnest money. Yes. PACE or any inspections is necessary. All the cost comes out of that, and all the proceeds and the original cash all go back to that.
Kurt: Right.
Danny: You can't commingle funds.
Steve: Don't commingle. That's how you get crushed.
Kurt: And it's all tax free. It'll never be taxed when you pull it out at 59 and a half. It's it's tax free since it's post tax money
Danny: Mhmm.
Kurt: That you put in.
Speaker: And,
Kurt: you know, what's nice is, like, you put $6 into it, and you're building it up through wholesaling. And then you have a lot of money sitting in that account. So what do you do with it? Alright. Now we're lending it out to other people, like, on, like, a hard money type of loan.
Steve: Yeah.
Kurt: So it's it's been really cool to see that account grow even though I can't really touch it. Mhmm.
Steve: Can't quite touch it except for, like, a few different exceptions. Right? I think, Massive penalty.
Danny: I
Steve: don't know. I think you can use, like, as a down payment for a home. Really? But, like, you look at Peter Thiel. Right?
Danny: Who is I forget.
Kurt: PayPal. PayPal guy.
Danny: Oh, yeah. Yeah. Right. Okay.
Steve: So he he funded his investment in PayPal with a self directed RA. Yeah. So he Yeah. So he made 3,000,000,000 tax free.
Kurt: I think they created a law after that. Right?
Steve: They changed the laws. They
Kurt: changed the law.
Steve: They changed the laws after Peter Thiel made billions of dollars in a self directed RA. So there's a limit now Yeah. Of some figure. I don't know what the limit is. Hopefully, I hit it someday.
Danny: Yeah.
Steve: Right? Jeez. But yeah. So that's like a that's a that's another nugget, right, for everyone that's watching, like, a way to to make some money tax free. So, like, what's what's working for you guys today?
In the In your business?
Danny: Wholesaling? Mhmm. I mean, cold calling, we're always getting a Yeah. What feels like a eight to 10 x return Mhmm. Like clockwork.
I mean, that's been our number one marketing source Sure. Since day one. Yeah. It's never we recently did TV. We're dropping $50.60 grand a month on.
We just did some mailers, which are coming out pretty good. But we spent a lot of money on marketing, done a lot of different sources, and seems like cold calling is just tried and true. Yeah. Because it's so you can pull exactly what you want. And when you cast such a wide net, like, on TV, we're getting, what, Scottsdale listed.
Kurt: Yep. A lot of retail type of homes.
Danny: Everything was coming in, and that's what we realized. It's like, I don't want everything. Mhmm. I want a specific thing. And with cold calling, texting, it's, well, I'm getting absentee owner, mobile homes in Mesa, on own land.
So everything coming down the pipeline is exactly what you want. Right.
Steve: Fit your buy box.
Kurt: It's just been affordability too. Like, we remain wholesale prices under 300,000. Mhmm. So, like, I don't know what the median house is in Phoenix close to five. Right?
Steve: I think it's North of 4. Yeah.
Kurt: It's North of four. Yeah. So just focusing on that affordability. Like, that's where all the wholesale deals are. That's where the the flips are.
Steve: Mhmm.
Kurt: So that I think it's probably why cold calling has been so
Steve: Yeah. Who's in most of the cold calling for you?
Danny: We have our own people.
Steve: Right.
Danny: We have 20 plus VAs.
Kurt: Yeah. We hired our own VAs off of Fiverr. We didn't really know any better. Like, this is before all these, you know, companies existed. Right.
And we got a couple really good callers in The Philippines, and then they just told us about their friend that wanted to work and then their friend that wanted to work.
Steve: So Referral.
Danny: Yep. So you
Steve: have good culture then. Yeah. If your VA's are referring to other VA's, they clearly like working for you.
Kurt: If we've only had one quit in four years.
Steve: That's remarkable.
Danny: Yeah. We fired a lot.
Kurt: Yeah. One that actually quit willingly.
Danny: Yeah.
Kurt: Yeah. Gotcha. So it's amazing how they work. I mean, you know, it's 1AM there. They're calling for eight hours.
We're in for 4 US dollars. Like, it's
Steve: They're hard workers. They're hard workers. Yeah. Okay. So I heard you mentioned, like, high equity.
So is that predominantly who you like?
Danny: Yeah. I mean, I think over the years, I've I've really, you know, got to know what the avatar is, and that's high equity, absentee owner, and, the price point. Yeah. So every single wholesale deal, if you look back and look at your data and look at your history, it's gonna have those three factors every single time. Yeah.
You can do sub two. You can do creative, but to make good, consistent, you know, real rips
Kurt: Mhmm.
Danny: Thirty, forty, 50 k. Yeah. It's gotta have those criterias. And people are
Steve: Hit that hit those criterias again?
Danny: That is high equity, absentee owner Mhmm. And, medium price point or below. Gotcha. Under that 300.
Steve: So if someone's in Phoenix, they got a mobile home. That's what you're looking for?
Danny: Well, the mobile homes already hit all those criteria
Steve: like that. Okay. So, someone's in a Phoenix market, what kind of deals maybe if, you know, if you're to create, like, an ad. Right? Like, hey.
Send me these exact deals. Right? For everyone that's watching right now that lives in a Phoenix market, what exactly, fits your buy box perfectly?
Kurt: The 1980 or newer mobile home, double wider single out on owned land. Mhmm. That is what we are known for. It's what we've it's what we do. So that's what we would look for.
Steve: So it doesn't matter what part of Phoenix.
Danny: Anywhere in Arizona.
Steve: Anywhere in Arizona.
Kurt: Yeah.
Steve: So Sedona, you already had good experience with it.
Kurt: Yeah.
Danny: Right. Kingman. Kingman, we yep. We're doing one in Kingman.
Steve: So we'll
Kurt: wholesale those. We'll sell those. What we will actually take down and buy is in Maricopa County. Gotcha. A lot of them are Apache Junction, Mesa
Danny: Mhmm.
Kurt: Glendale, South Phoenix. Those are really the only the four big areas where we'll
Steve: Right.
Kurt: We'll buy those.
Steve: That makes total sense. So you're gonna say something? No. So, real quick, guys. So, you know, these days there are a lot of options when it comes to sourcing leads, whether it's, you know, we're just mentioning Google, TV, PPC, PPL, Facebook, mail, calling, texting, which was you guys are just talking about.
And while, you know, we all love inbound leads because people are raising their hands telling you that they want to sell their homes, some of the biggest wholesalers are still doing high volume from cold calling and texting just like we talked about right now. And that's why a good friend of mine, Vic Heredia, he got into skip tracing. That way he and his friends are able to skip trace tens of thousands of homes basically at cost. And now he's offering to our community at a cost that really doesn't make any sense to me. So, if you guys wanna check it out, go to skipfast.com, and he is offering skip trace again at an unreasonably, low cost.
Doesn't make a lot of sense to me. But that's cool, right, of our good friend Vic.
Danny: Yes. He is a good guy.
Steve: Huge. Huge.
Danny: Kudos to him for Yeah. Connecting us. So
Steve: Yeah. Awesome. Awesome guy. Still can't believe, you know, like, how we met door knocking.
Danny: You and Vic met door knocking?
Steve: I door knocked his office in Tempe.
Danny: For what? For
Steve: Finding people that wanna buy and sell homes.
Danny: Really?
Steve: Right. I'm a realtor. Just door knocking the the the building I'm in, getting to know everybody.
Danny: How long ago was that?
Steve: Six years ago. Yeah. Wow. Yeah. It's crazy.
Yeah. So yeah. And then the the story is, like, I was talking to him. I was like, you know, what do you do? He's like, well, I do produce, but I'm trying to get into wholesaling.
You know what I'm thinking about wholesaling? So, yeah, I know about wholesaling. So, yeah, Vic's Vic's an awesome dude. So a lot of people right now are we were talking about earlier, right, struggling in this market. Yeah.
Right? We were mentioning earlier, there's some people that are leaving the business. So what are two or three things that you guys have found have helped you guys to thrive while a lot of our colleagues are having challenges or struggling? Obstacle I hear from newer wholesalers is finding buyers for their deals. Because unless you've built a massive buyers list or have a huge dispo team, team, you might struggle to move your deals.
So when we started working with InvestorLift, we've been able to reach new buyers and sell deals faster at higher prices. We can see buyers in our area, their contact information, and with the new AI capabilities, connect with the buyers most interested in our deals based on the algorithms. We can also see who's clicked on our deals, how many pictures they clicked on, and how long they spent looking at it, and finally, what actions they took after engaging with our deals. We are now connected with thousands of buyers in our markets, and we now know exactly where we are with each deal and what next steps to take. If this sounds like something that would resolve or help your dispute process, I highly encourage you.
Go to the website, put in disruptors for 10% off so you can focus on locking up deals unless I'm worried, stressed, and frustrated about finding buyers.
Danny: I mean, I know two things, which is, like I said, defining the avatar that we want. Mhmm. And then our our underwriting process, which is speed to lead pretty much,
Kurt: which
Danny: is the lead comes in. My acquisition person is the acquisitions people don't make the offers. They send it into our underwriting system. Mhmm. And right away, I can know if that is a high priority lead Mhmm.
And help them push that over or emphasize to stay on top of that lead. So we're getting when the lead comes in and it goes into our underwriting chat, you know, they're getting an offer within less than three minutes
Steve: Gotcha.
Danny: With the intention to close them right away over the phone. Gotcha. In the past years, you know, we would maybe schedule an appointment, go out there a day later, two days later, where now it's we're locking them up virtually right away.
Kurt: Mhmm.
Danny: And it's good because we're hybrid. And if they do wanna meet, you know, we'll pivot to that. Right. There's some older folks that don't, you know, wanna do over the phone. So but the intention is to get them closed right away over the phone.
Gotcha. Just our our speed and our urgency, I think, is completely unmatched. Mhmm. More than any other operation, we know what a deal is. Yeah.
Because we have 15 to 20 deals on the board pending. So I know whether that's a deal or not because we probably just sold one
Steve: Right.
Danny: Around the corner.
Steve: Yeah. You have a really strong pulse in the market.
Kurt: Yeah. Having our own call center too or not really a call center, but having our own callers is is an advantage for us. You know, we pay way less, and we're able to figure out kinda what list is working. You're not just kinda getting leads. Mhmm.
Figuring out what list is working, what we need to tweak, and then just always go in direct to seller. Yeah. We've never really you know, we'll buy mobile homes from wholesalers. Mhmm. That's more so just to pick up market share.
Right. You know? We still go direct to seller and wholesale all those deals. So that's been helpful for us. Just not relying on anybody else.
Steve: Yeah. Or do
Danny: direct to seller. Not, you know, reaching out to some agents or going submitting 20 deals on market or, you know, this is true. High equity, absentee, direct to seller, getting really good rips too.
Steve: And, like, the biggest thing that's jumping out to me right now is, like, you're crystal clear on who your avatar is
Kurt: Yeah.
Steve: And what is a deal and not a deal.
Danny: Yeah. Thousand percent.
Steve: And I think one of the greatest challenges, myself included, and this actually wrote a post on on Instagram last night about this. It's like ability to stay focused and clear because there's so many sirens. There's so many things to distract you. Right? Like, hey.
Let's do this. Let's do that. You know? You have, the more friends you have, the more successful friends you have, they're like, hey. Let's try this venture.
Let's try that venture. And you're constantly getting all these distractions. And the result of these distractions is that you can't do your one thing great.
Danny: Yep.
Steve: So it sounds like you guys are just you know, Gary Keller wrote the book. Right? The one thing. You guys are just doing your one thing over and over and over again.
Kurt: Yep. Yep. Direct to seller cold calling in Phoenix.
Steve: That's
Kurt: Yeah. Basically, what we've been doing for four years.
Steve: So how were you able to stay disciplined? Because, again, entrepreneurs have massive shiny object syndrome.
Kurt: Well, I don't think we were always disciplined. We got into some rentals, and we did you know, we had an Airbnb that kind of flopped. But as soon as we catch ourselves drifting, we pull ourselves back.
Steve: Alright.
Kurt: So we don't let it happen for too long. But we've definitely been distracted by, you know, Airbnb's rentals, flips, but, you know, we're quick to just come back to what worked. Yeah.
Steve: Is that something that's always been the way you guys are wired, or is there a model you guys are following?
Danny: I would say I mean, we just never like, even right now, we have 16 or 17 properties on our books getting flipped. Yeah. And we're, you you know, very much in the same corner of, alright, we need to offload some of these, get it back to about 10 to 12, all of which are great deals, but just, you know, we're just too logical people. You know? I'm not I'm I'm never been caught up with the Instagram or the next thing or, you know, the new strategy.
It's you know? I know what has worked, what's been tried and true, which is wholesaling, which is whole tailing, taking down deals, being more versatile, actually flipping. So we're a lot more versatile of a buyer,
Steve: but, you
Danny: know, sub two is great. Seller finance is great. But at the end of the day, it's another tool in the tool belt.
Steve: Right.
Danny: That's not your main trade. Mhmm. You know? It's just another extra thing. And when the opportunities come along, then you know how to do it.
But that's not a sole focus.
Steve: Having 16 pending. One area that can create some stress is capital. Yeah. So who's sourcing the capital right now?
Kurt: I mostly source it. We, you know, we both kinda reach out to our network for private money. Mhmm. But it's been really cool to raise private money and, like, you know, give people the opportunity to make 12% on their money that they're just not using. Hard money as well.
But the great thing about mobile homes, our purchase price is, like, $1.50. So our hard money payment is, what, thousand, $1,500. Mhmm. It's not Crazy. It's not killing us.
And then with the private money, we do deferred payments. Yeah. So we, you know, we pay it at the end. But that was a big definitely a big thing to figure out.
Steve: So you guys just reaching out to your your network?
Kurt: I post on social media. I don't have a huge following. I'll post on my stories, like, what I'm doing flips. And I've had two people reach out, my one of my brother's old football coaches, and was just like, hey. If you ever need, you know, if you ever need money, I'd I'd lend to you.
Mhmm. That's kinda how it happened. Just sharing what I'm doing on the daily basis and
Steve: Right.
Kurt: People seeing it and wanting to wanting to help, wanting to get involved. Gotcha.
Danny: Yeah. Similar private money, relationships, some of our own money. And we just have a large bankroll from the wholesaling capital, which if we're ever short on something that
Kurt: Right.
Steve: It making
Danny: a lot of cash solves a lot of problems too.
Steve: It does. And one of the other things we're spoiled here too is hard money is cheap here.
Danny: Yeah. It is.
Steve: Like, hard money is like private money.
Kurt: Yeah.
Steve: Yeah. It doesn't really make a lot of sense. I don't know how they make money. Not my problem to solve. Yeah.
We'll just we'll take it. But, yeah, it doesn't make sense how they how they make their money. Another thing too is, you mentioned 1980 and later. Right? But you guys must get deals that are, like, $19.70.
Right?
Kurt: We do. Yeah.
Steve: What do you guys do with those deals?
Danny: We wholesale?
Kurt: Yeah. We'll we'll mostly wholesale them. I mean, we pretty much know the market on those. Like, we could sell them right around a 100 to $120.20 grand. Mhmm.
So if someone sent it to us at $80, you know, we'll commit to buying it. But we're not gonna flip it. We'll just kinda buy it and resell it to somebody else that will knock it down and build a home.
Steve: So you're not gonna take it down?
Danny: We will. Whole tail it.
Kurt: We will take it down, but we won't renovate it
Steve: and go retail with it. Gotcha. You know?
Danny: Take it down, close, blast it out the next
Steve: day. Gotcha.
Danny: Okay.
Steve: And then if you guys were starting from scratch today, knowing what you guys know now. Right? Because you guys have been in this really not that long. It's only been a few years.
Danny: No. Five years.
Steve: Yeah. If you guys were to start over right now, what would you guys do differently?
Danny: I'll let you go first.
Kurt: One thing that comes to mind is be more conscious of, relationships.
Danny: Mhmm.
Kurt: I think when we first started and even into our career, we burnt some bridges by taking the money. And I think we've learned from that that that's not always the
Steve: the
Kurt: right thing to do. Mhmm. And we got some bad advice that, you know I don't know if it's bad advice, but it's just how we were operating was, like, highest and best gets the deal. Mhmm. So we we definitely, kind of made some people angry by doing that.
That's one thing that comes to mind that I would change.
Danny: I don't know. For me, delegating quicker.
Kurt: Mhmm. I
Danny: mean, as soon as if you have the capital to do it and the experience, I would delegate, you know, ASAP. Yeah. Get the cold calls right away. You know, I I remember, like, learning from Eric. Eric Cline got in the business, and his first day, he has 10 cold callers or something crazy.
He also has a couple million dollars from a successful business, but, like He
Steve: had a bankroll.
Danny: Yeah. Exactly. He'd
Kurt: been run a business before. So
Danny: Exactly. Yeah. Yeah. But knowing what I do now business. A call business.
Kurt: Right. Exactly.
Danny: But it's hilariously him. It's just, you know, right off the gate, 10 VAs and leads every day. It's like Sure. Obviously, his circumstances were different. But knowing what I know now, it's you know, that's the biggest thing is putting myself in the seat of the highest revenue generating activity right
Kurt: away
Steve: Gotcha.
Danny: Not waiting.
Steve: And then what does your life look like, today, you know, with the business where you are versus, you know, just a few years ago?
Danny: I mean, Kurt and I, partners at the top, and I'm running acquisitions, overseeing that. He's running Dispo TC flips. So I'm managing kinda the new leads coming in. I'm doing the underwriting, overseeing sales. We have two and a half salespeople, we call it.
We
Kurt: got one guy. He's like a swing guy. Yeah. He was doing acquisitions for us for a couple years, and now he wants to do dispo. But, you know, since we don't have enough deals for him to dispo, so he's kinda swinging.
Right. But He'll
Danny: take new leads. Like, he just got one today. So and then
Steve: Two way player.
Danny: Right. The goal is to get we we just hired a really good quality guy for sales. So the goal is to get one more salesperson. So we have two and a half really good quality sales. Mhmm.
One, quality dispo, one quality TC
Steve: Mhmm.
Danny: All in house. This is all at our office in Mesa. Right. So, really, we get one more salesperson. Now we have three high quality salespeople.
We have two high quality dispo, one high quality TC, and then, who am I missing?
Kurt: Molly. Marketing manager. Yep. Yeah. Yep.
And we bought our own office building Mhmm. Last year. Something we had a a goal that we wrote down. We're super proud of that. We moved in there earlier this year, and that's been a game changer for us.
Danny: How big
Steve: is the building?
Kurt: 3,000 square feet.
Steve: 3,000 square feet? Yeah. It used
Kurt: to be an insurance building. Gotcha. It's, like, right in the heart of where we buy in East Mesa. So, like Yeah. Not the best area, but, you know, we have a billboard right on Main Street.
So people can see us and, you know, we're close to our customer.
Steve: What is it? What's the major crossroads?
Kurt: Howard And Main Street.
Steve: Howard And Main Street.
Danny: We have some visitors that stop by here and there. Yeah. Not the good ones. Yeah. But it's a it's in the the honey hole of where we're at.
So
Steve: I mean, you're where your customers are. Exactly. In subtle sense. Yep. That was brilliant.
Danny: We've had some walk ins too from the sign and stuff. So we're right where we wanna be. Yeah. I don't live over there.
Steve: But what are your what does your signage say outside of it? The billboard?
Kurt: We buy houses, real offer, come in for an offer, and it has our our number.
Danny: Yeah. Yeah. All for an offer today.
Steve: Yeah. That's pretty cool. Because there's a there's another guy, The good news group.
Danny: Right? Oh, Ross.
Steve: Hey, Ross.
Danny: He's, we were literally just talking about him in that room. I'll, like I'd lend some money to him too. And, Yeah. I am always nervous too. Because I'll look up his thing on Monsoon.
I'm, like, 60 properties. And I'm like, are you sure you can handle this?
Steve: He makes it work.
Kurt: He makes it work.
Steve: I don't know how he makes it work.
Danny: We just said
Kurt: all over the state too.
Steve: All over the country.
Kurt: All over the country? Does he?
Danny: So he has more than just Arizona? Yes. Wow. Holy shit.
Steve: I love Ross.
Danny: He's a great guy.
Steve: Got a chance to, you know, work with him quite a bit, for a few years ago. But one of the things I really love is because his his building's on Grand Avenue.
Danny: Like, Peoria. Right?
Steve: Yeah. Right. So it's right off the it's right off the 101 Yeah. On Grand Avenue, and it's got this big sign that says we buy houses for cash.
Kurt: Cool. I never
Steve: seen his building. His building.
Kurt: Yeah. Nice.
Steve: Right? So when you guys guys talking about it, it's like, it's pretty cool. Like, you got a billboard because it's your property. Yeah. Yeah.
And then, besides financial freedom, what is it that you guys love about real estate?
Danny: Time freedom. Time freedom.
Kurt: Yeah. We when we first started, we were working like crazy. You know, 7AM, seven like, just twelve hour days. Our work schedule now is we work from nine to four Mhmm. Every day, five days a week.
So, you know, it's really only six hours of focused work per day Mhmm. Which has been great. Just a little bit more flexible, and we don't have to kill ourselves grinding, you know, anymore. But definitely the freedom that comes with it. It.
I was just in London. I went to Japan this year, so I'm having an opportunity to travel more, which has been great. Yeah.
Danny: I was in Colombia. That was fun. So, but yeah. I mean, you mean, you were gone for a whole week and business runs just fine. I leave.
Business runs just fine. Alright. We could both leave, and business runs just fine. Yeah. But,
Steve: Do you think, having a partner helps with that?
Danny: Yeah. 1,000. Yeah. I mean, if I wasn't if we both left for thirty days, that would be hard. Mhmm.
Stuff would start falling apart. But as long as one of us is there, everything can kinda run itself. Yeah. So just at the you're missing someone to make those game time decisions, that final, alright. Yeah.
Do that. Yeah. Or even if it's wrong, alright. Do it. You know what I mean?
Where it's
Steve: a call. We're we're
Danny: not sure what should we everyone's looking at. What should we do? Where it's, alright. Just do this.
Steve: Yeah. Let's go. We could be wrong, but let's just go for it.
Danny: Yeah. Pretty much. Yeah.
Steve: What would you guys do if money was no object?
Danny: I heard you asked this to the to the one last week. Meaning, I have infinite amount of money. Mhmm. I mean, for me, I'd probably be I mean, I'd still probably be working, like, a normal schedule. Maybe, you know, probably just owning a lot more businesses or being invested in a lot more things.
Yeah. You know, maybe doing a hard money lending company. Definitely just being you call it on the cash flow quadrant way to the investor side.
Kurt: Right.
Danny: I had infinite amount of money Yeah. And just going after high returns on that.
Kurt: I would try to try to find some way to help people travel. I definitely travel a lot Mhmm. And just try to try try to find ways to have my life had meaning to other people and just be helpful, really.
Steve: You guys mentioned earlier, you guys have a a goal to donate a 120,000. Mhmm. What is your guys' cause?
Kurt: Well, we have a a couple different causes. Like, we donated to, the Pat Tillman Foundation. That was one that really resonated with me. Just that guy's story is amazing. So we were, like, the highest, donator for his race.
We've donated to Mesa Mesa wrestling. Gotcha there.
Danny: This year. So that was
Kurt: Just trying just trying to look for for meaning and purpose aside just, you know, making a bunch of money.
Steve: Yeah. That's awesome. Yeah. What's your epic life goal?
Kurt: Probably to see as many countries as I can and have financial freedom. Not have to work, but want to work. Go to work every day and say, this is because I want to do it now that I have to. I think my goal when I got into real estate was always to escape the, like, rat race, so to speak. Yeah.
And just enjoy who I work with and enjoy what I do every day.
Steve: Mhmm. A little different in cleaning pools.
Kurt: For sure.
Danny: Yeah. My epic life goal, I mean, just to, obviously, have financial freedom, want like like Kurt said, I mean, want to go to work, not have to Mhmm. And, you know, have that money impact a ton of other people. Yeah. I've always been a huge go giver, so that's that's kinda always been my mentality.
It's just giving as much as I can and wanting to contribute, as much as I can Yeah. Without the expectation of return. Because a lot of people in our business, it's all about, you know, what can you do for me? Mhmm. Where it's, hey.
Let me make the first deposit. Not just always withdraw, withdraw. Let me make that first deposit, put that good, good effort first. Mhmm. And inherently, if you do that enough, you do get a return from it.
Absolutely. But not with the expectation every single time.
Steve: I meant to ask this earlier. I haven't I didn't ask it. Real offer. Is there a meaning behind that?
Danny: That we're the real deal?
Kurt: Yeah. I I remember thinking about it. The whole idea was to give the offer this, the seller an offer that they could count on. Right? That, like, hey.
This was gonna close. And that was kinda the name of why we came up with that.
Steve: Was that before or after you're going through this mental block of making offers?
Danny: After. Definitely.
Steve: So, you had this mental block.
Kurt: Mhmm.
Steve: You overcame this mental block.
Kurt: Yep.
Steve: And then you renamed the company
Danny: Yeah.
Steve: To real offer.
Kurt: Yep. And then it'll because, I mean, a lot of people are, you know, have the word cash in their in their, name or we buy houses, you know, stuff like that. So we just wanted to differentiate it a little bit, and I didn't see anybody had that LLC.
Steve: Yeah. I I like it.
Kurt: Yeah.
Steve: And that's something that's important to me as well. You know, when you make an offer to someone, you want they're making life changing decisions based off your offer. Right.
Kurt: Absolutely. I mean, a lot of times you know, I guess how part of the way I got over that mental block was, like, even in retail Mhmm. Right? We don't always have the facts when we go to contract it.
Steve: Right.
Kurt: So, I mean, we're never getting a deal under contract where we're like, no. It's not a deal. Like, we're only gonna do it if we think it's a high probability of us buying it Mhmm. Or it it going to another buyer.
Steve: Right.
Kurt: You know?
Danny: And then you cancel or you have to get a price reduction, then, obviously, given the facts of what you were presented don't add up to what it actually is, which nine times out of 10, that's usually poses an issue.
Steve: Yeah. Absolutely. You get those rare instances where that 900 square foot property is 1,200.
Kurt: Yeah. That's very rare.
Steve: But usually, it's the other way around. Yeah.
Danny: It's the other way around. Oh, yeah. Yeah. Yeah. Yeah.
Steve: What would you say is your, superpower?
Danny: My superpower? Probably my superpower and, my double edged sword, like, my massive sense of urgency Mhmm. Like, an insane amount of urgency, like, even running into the door earlier and smashing my watch. I just do everything super fast. Mhmm.
I mean, you can ask everyone on our team. I eat fast. I walk fast. I do my work fast. I just do everything as fast as possible.
Mhmm. But it translates into getting the deals quicker, having everyone else keep up with the urgency because I feel like yeah, at least in this game, the speed to everything is Yeah. Is literally one of the most crucial crucial values that you can have.
Steve: Yeah. And it just
Danny: so happens I'm like that every other way. Now given when I have a significant other or other things, I need to tone that intensity down, but that's why I call it a double edged sword.
Steve: Yeah. Well, you set the pace for the organization.
Danny: Right. Correct.
Kurt: Yeah. And I'm a lot slower to make this. So it's funny. He's so quick to make a decision. I'm like, well, let's hold.
Let's think about this a little bit. So we balance each other out really, really well in that sense. Yeah. My superpower, I would say, is my mindset. I I've really put a lot of work into just framing things to myself in a way where it's like, you know, we go through a lot of stress and
Danny: Mhmm.
Kurt: Just BS that in work. And just, being able to frame that in a way that's not detrimental to me.
Steve: Gotcha. Yeah. What's your biggest struggle?
Kurt: My biggest struggle, currently is probably just what to what to focus on. I mean, I know, you know, we're talking about exactly what we do, but even within that, I'm I'm being pulled in a million directions. And it's hard for me to just figure out what my highest and best use is and do that solely.
Steve: Yeah. What are you doing about that?
Kurt: It's a really good question. I'm doing what I know is most important, but, you know, you're always getting pulled in. Hey. I got a question, Kurt. Or you get a phone call or a text, and it's, you know, a deal.
You you respond to the deal first, or do you you do that main thing you had on your list to do. Right? So it's like, I'm I'm aware of it. So Yeah. I think that's step one and just, yeah, reflecting on it.
Steve: Yeah. Because I I I can tell you I had a situation. Right? So, like, $80.20 REI, the founders, Jesus and Felipe. Okay.
They're good friends. Right? And we were at a mastermind in Boston and then again in Tampa, like, bringing up four days over four days out of five. Right? Like, at two different masterminds.
And, you know, I stopped marketing for properties in February. Right? So, like, I've I'm I'm not buying any more properties. Right? So everything I own, I I already bought it, but not buying anymore.
And so it's like, good. I got more time. I could focus on, you know, the sales training component. Right? But then you get into the sales training sales training component.
It's like, okay. Like, I can do, placements. I can play salespeople. I can train salespeople. I can sell for other people.
I could done for you sales service. Like, look at all these things. Like, it's all sales. And so they were basically beating me up the whole time. I was like, get rid of the sales agency Right.
And focus on just the consulting component component. So, like, even if you're saying, like, I'm gonna focus only one business, it can still be distracting. Totally. Which part of that business are you gonna focus on? Yeah.
And so, like then it it might even go a little deeper. So, like, yes. How have you
Kurt: been how have you been tackling it?
Steve: Interventions. Alright. I mean, that's
Danny: Cool, Amanda.
Kurt: Yeah. Yeah.
Steve: Right? And just having other having friends that you look up to and respect that will call you on your BS. Yeah. That's what it is. Like, when you like, I put my intention out there.
I put my vivid vision. Here's what I'm gonna do. I'm gonna build a sales company that is worth a 100,000,000 that I can sell if I want to in 2026. I put that vision out there. I've shared it with people.
I've made the statements. Right? I'm posting on social media. I'm not buying houses anymore. Yeah.
Even though that's, like, you know, there's a little bit of fear. Like, are they gonna judge me?
Kurt: Right.
Steve: Alright. Is Steve one of those, like, one of those guys that couldn't cut it. Right? But you put yourself out there. It's like, this is the vision.
Here's what I'm I'm casting. Here's what I'm committed to. And once you do that and your friends see you deviating, they can put you back in line. Awesome. Yeah.
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The concept here is simple, but implementing is challenging. So visit wholesale2024.com to learn more so that you'll never have another deal blow up. How about yourself? What's your biggest struggle?
Danny: My biggest struggle today? I mean, similar, obviously, focusing on some things. But mostly, I guess, setting the example for the current people at the office. You know? Mhmm.
When I'm showing up, what I'm doing. So I'm always kinda conscious of, you know, at this point, with how many people we've had, how many people we've gone through, just I'm very conscious of everything that I do. Every decision I make, everything I do around the office, I'm just very conscious about all of my actions. Because I don't want to promise anything to someone else or treat someone this way or that way, you know, and kinda make a bunch of exceptions for everything. Yeah.
You know? I'd rather just stick to a standard and hold myself to that standard. Mhmm. You know? And then hold everyone else to the standard.
Steve: Yeah. Which failure did you learn the most from?
Danny: Which failure? In my life or in, in real estate?
Steve: Let's just say in the last five to ten years.
Danny: Probably. I mean, I've I've talked about this a good amount, but, like, when I first moved out here, at least it felt like a failure because I was, and I think it's just the nature of it. I'm not around the right people. I'm I'm not doing the right things. I don't have the right healthy habits.
And I really fell off a path of partying, spending a bunch of money, and just doing all the right things that, you know, if you'd if you're doing all the right things personally, it feels like all the other buckets of life flourish. Mhmm. When I'm not doing those right things, then everything else is going down. So I think just for me, it's like sticking to my discipline core habits, which have made me successful and have made me a better business owner, a better leader, and more focused and, just more intentional with everything. Yeah.
So, yeah, just having the right personal habits and discipline.
Steve: Gotcha. How about yourself?
Kurt: The failure that comes to mind isn't like a huge one, but, I wanted to like I said, we're building up money in our IRA, and I wanted to lend money. And I lent somebody $90 without, like, any you know, just basically gave him the money to renovate the property. And you can probably guess how much of that I got back.
Steve: Close to zero?
Kurt: It's a little bit more than zero. But he's he's still paying me back, so, that was just a a a lesson learned, and I'll never make that mistake again when loaning money. It'll always be in first position. It'll always be, you know, through a title company. And, yeah, these are just some of the lessons you learn along the way.
Steve: Yeah. Someone that you trust in?
Kurt: I did trust him. Yeah. Yeah. But I we weren't, like, super tight.
Steve: Right.
Kurt: I I we were it was a friend of a friend, and, you know, he's in our our network. Mhmm. So, but yeah. You know, there was deferred payments, and I'm like, eight months later, I'm like, hey. How's that project going?
I drove by. No work had been done. So, yeah, I learned a lot from that. Yeah. So I'm restructuring how I do loans now.
Danny: With a holdback? Yeah. Yeah. They sent me, pictures of first update.
Kurt: Yeah. So that that took a while for me to be okay with, you know. Mhmm. Like, just losing that much money.
Steve: Yeah. Well, hopefully, it's not completely lost. Yeah. Yeah. But, yeah, it it is tough.
And we all kinda make these mistakes along the way.
Kurt: Yep.
Steve: Which gift which book have you gifted more than any other?
Kurt: Book is called Ask and It Is Given.
Steve: I've listened
Kurt: to your podcast a lot, so I knew that question was coming. Mhmm. But, Ask and It Is Given, it's a book about just kinda manifesting what you want in life, and I'd probably gifted that book to, like, 30 people.
Steve: Got it. Yeah. Got it. What's the biggest takeaway from that book?
Kurt: That you can really control your life. You have the ability to control which direction your life goes in, and every single second you're putting out, like, an energy that is gonna be reciprocated and, that you're totally in control. Mhmm. You can decide how you wanna live and what you get.
Steve: Yeah. It's funny how that works. Right? Yeah. Like, so Jamil was on the show a few times.
You know, a good good friend of mine. And he's it's funny. He's like, when someone asks, like, how do I protect myself from this situation? You hear him say, well, are you asking that question? Because you're afraid you're gonna get screwed, or you're asking that question because you're the kind of person that would do that to somebody else?
Yeah. Yeah. Right? Like, the energy you give out definitely comes back.
Kurt: Totally. Yeah. And, I mean, one of the main things was me and Dan talked about it a lot. We always knew we'd be on the show eventually. Yeah.
We listened to it. When we first started wholesaling in 2020, we would drive for dollars a driver. I listened almost every one of your episodes. Yeah. And we would talk about, like, one day we're gonna be on there.
Yeah. And so it's really cool to be here now.
Steve: It's cool to have you guys on. I mean, I always love to hear that. You know? Because you you put stuff out there. You never know what's happening out there.
You don't know Yeah. Who's receiving it. Are they taking action from it? Right? So, like, every once in a while, you know, like, once a quarter perhaps, like, we have someone come on.
It's like, you know, I used to listen to shows. Like, it's so awesome. Yeah.
Danny: And in '20 to piggyback off that, in 2018, 2019, I mean, when I was driving for dollars, I was even delivering food at one point. Between delivering food, I would literally listen to every single episode.
Steve: Yeah.
Danny: And I would relisten to them. I would wait for another episode, and it was literally the foundational, I guess, nuggets to learning everything. So Yeah. Kudos to you, and I appreciate you for having us on. So I appreciate your help.
Full circle. So which is awesome. Circle. Yeah.
Steve: So I guess a follow-up question here. I never really asked this, Austin, right, on the show, maybe a couple of times. Have you guys become one of the some of the millionaires? Yes.
Danny: Yes. Yes. Alright.
Steve: So we gotta see some we gotta do something special.
Kurt: A 100%. And I wanted to tell you that too. Like Yeah.
Danny: For sure.
Steve: Yeah. So we'll definitely have to set something up after the show. Right? Can't can't I hand you any plaques. We didn't
Danny: No. No. It's all good.
Steve: But we will reconnect. Yes. Yeah. For sure. Yeah.
What book have you gifted more than any other?
Danny: Me. I mean, Rich Dad Poor Dad, I feel like is my biggest one. It just kinda I mean, it's it's part of the basics or the fundamentals. I feel like to knowing and understanding your employment, what you're doing, and, I guess, what quadrant what quadrant you're in. And, obviously, the goal for everyone is to be the investor.
Right. That is the end goal where, you know, you're putting up the money, someone else is running the business, yada yada. So, eventually, you know, your money is making all the money for you. Mhmm. Your time is no longer
Steve: the asset. Yeah. So Yeah. The imagery I have with my wife is, like, you know, we gotta have a lot of money and have that money, like, have little baby money. Right?
Just to
Danny: Right. Yep. Reproduce.
Steve: Go go make more. Yeah. Exactly. Exactly. So, so again, if someone wants to send you guys deals, what's the best way for them for them to send you guys deals?
Danny: Mostly, I mean, my I'm most active on Instagram, which is Danny McBryn. Mhmm. So you could shoot me a DM on there. That's probably my most most active platform which I can communicate through.
Steve: Gotcha.
Kurt: Yeah. Same with me. Instagram, Facebook, Kurt Nasowicz. If you just type in Kurt n, you'll probably find me.
Steve: Gotcha. Perfect. So last thoughts you wanna leave all the listeners with, I'll start with you.
Kurt: If you guys wanna get into wholesaling, this business is super possible, and it it could change your life. Like I like I mentioned earlier, I mean, four years ago, this was all a dream to be on this show and to have my own real estate company and have 14 rentals. So this is really possible. This is a great business, and you can do it. Yep.
Danny: Yeah. Like like Kurt says, I mean, the biggest thing is just doing it. So take imperfect action. You don't you don't have to worry about finding the perfect seller, getting the perfect deal, the perfect sales process, the perfect this. Like, take imperfect action.
And I always say 50% of the time, I still don't know what I'm doing. With all the share buyouts, all the creative stuff, I I don't know what I'm doing. But I know I have the confidence, the resources, and the capital to figure it out and the network. So for someone, you know, that's been doing it for five years at the level that I'm at, I still don't know what I'm doing most of the time. So you don't have to know what you're doing.
You just have to take the action to do it.
Steve: Yeah. I mean, I'd be lying if I said I haven't made any mistakes this year. Right? Like, we're going out there. We're taking actions.
Like, well, that was wrong. Yeah. Yep. Course correction. That's That's why we don't do that again.
Danny: And then you know as opposed to the guy who's never started. Mhmm. And once he does finally start, then he goes through all the trials and tribulations that you already went through.
Steve: Yeah. Exactly. Just starting gets you much further. Was it? Zazir says, you don't have to be great to start, but you have to start to become great.
Yes.
Kurt: Yeah. Yeah. Great quote.
Danny: I was gonna write that. That's my favorite quote. I was gonna write that, but I didn't wanna take up all that room. So so I put just do it in there. There you go.
Which is the condensed version.
Kurt: Right? Yeah. Right.
Steve: Yeah. Awesome. Well, thank you so much.
Danny: Yep. For coming out now.
Kurt: Appreciate it, Steve. Thank you.
Steve: Thank you guys for watching, and we'll see you guys next time.
Speaker: Shout out to Steve train. Jump on the Steve train. Disrupt us.
