How To Wholesale In The Hispanic Market (Part 1)

Speaker 0: Shout out to Steve Trane. Jump on the Steve Trane. We real estate disruptors.

Steve Trang: Hey, everybody. Thank you for joining us for today's episode of real estate disruptors. Today, we've got Ramon and Rodrigo Martinez with wholesale sharks. Two more guys in the Phoenix market, and they're gonna be talking about wholesaling within the Hispanic community. Now I am on a mission to create 100 millionaires.

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Rodrigo Martinez: Ready. Ready to go.

Steve: Alright. So, first question is, what was your life before real estate?

Ramon Martinez: Life before real estate was horrible. You name it. You know? I used to sell English bulldogs for a while until I landed on television twice, back to back weeks, and then I said, this is not the life for me. Mhmm.

There's nothing more embarrassing than being chased down the park

Steve: On the television for

Ramon: television with a cage full of dogs. Stop. Let me just ask you a couple of questions. No. So that was life pretty much.

Trying to make ends meet like everyone else, trying to find a little hustle to make some cash to eventually get to a point to where we could do something that we feel proud of. But it's just like anyone else, you know, trying to figure out the puzzle, but, obviously, it wasn't in that.

Rodrigo: I think that life for me was awesome.

Ramon: Rodrigo's live was cool.

Rodrigo: I thought it was amazing, and he's saying horrible.

Ramon: For me for me, it was horrible. Happened to

Steve: you. Well, so who's older?

Rodrigo: He's older.

Steve: He's older. Alright. So this is way before you got into sales in England, all this other stuff.

Ramon: It was after. Right after. Right after. You can imagine cushy England job Yeah. Traveling the country, speaking to the c suite.

Mhmm. You know? And then

Rodrigo: all of

Ramon: a sudden, I got fired, after two years of doing that. Mhmm. And I had nothing

Rodrigo: to do. So I to him, he was gonna start getting commission from those types of sales jobs, and it just made sense if they fire him two years within, they don't pay him the commission. So that's when they fired him and started doing the the dog stuff.

Steve: Well, you were doing well because I remember we've talked about this. I mean, you had a, or at least a great opportunity when you're working overseas. Right? Not a lot of people have that opportunity. So let's talk about what it was right before that.

Like, what brought you to England first?

Ramon: Yeah. So, I mean, they found me on LinkedIn. I didn't even know what LinkedIn was at the time, but one of my white friends did. And so he was always bragging. Hey.

I have so many connections on LinkedIn. Like, yeah. I got more than you on Facebook. And so I'm like, I'm like, I've always been very competitive. Mhmm.

So I created a LinkedIn, and I was like, I was adding everyone all day, trying to beat them in connections, not knowing what the purpose of it was. England company finds me on LinkedIn somehow. They're like, Rene, we'd like to interview for a position of a CEC at Manchester. Like, am I being pranked? I'm pretty sure I'm being pranked.

Rodrigo: Mhmm. So

Ramon: we just kept going with it. And next thing you know, I'm in England working. I'm sitting at a desk in Manchester, because all along, they wanted an American Mhmm. To go and represent them in America.

Steve: Yeah.

Ramon: And I was the American that they found. I'm like, oh, crap. Okay. Cool.

Rodrigo: For a week, I think we were googling, you know, people steal your organs, stuff like that.

Ramon: Like, they're gonna steal my organs.

Rodrigo: You're gonna go to England, and you're like, for whom who are these people? You know?

Steve: Right. So but you landed some big accounts there.

Ramon: I landed some big accounts. The funny part about that job is that all jobs, they try to do some sort of assessment test to make sure, you know, you you're competent. And for me, it was the craziest math test I've ever taken in my life. I'm pretty sure I failed it horribly because they were having a conversation. Hey.

We have some concerns over your results, Ramon. I'm like and so my response was, are you looking for somebody to do math problems, or are you looking for somebody to do sales? Yeah. Because, if you need somebody to do sales, I'm your guy. But if you need somebody to do great at math, it's probably all the other guys that you probably fired before me that were great at math.

I'm here for sales. Is that what you're looking for? I got the job right after. He's like, I love your response, man.

Steve: Great salesperson answer.

Ramon: And so, I mean, I was like, what? I just bull bull essing. Oddly enough, though, six months in, I landed, like, the biggest account in history for the company, which was Starbucks.

Steve: Okay. What were you selling?

Ramon: We're doing consulting work.

Rodrigo: Mhmm.

Ramon: We would go in and analyze all their credit card processing fees. And so then we would go back to Visa, Mastercard, renegotiate. Hey. You know? This is what's going on.

Our data says that they're overpayment this much. Save the companies millions of dollars a year. We take a small cut, 20%

Rodrigo: Mhmm.

Ramon: Over a three year course. And so we landed that gig. We ended up locking up, Victoria's Secret right after. Gap, Jack in the Box. I mean, you name it.

All the world's largest retailers

Rodrigo: So you

Steve: had big accounts, and then the suspicion is you got fired before the commissions were paid.

Ramon: Yes. The commissions were about to start hitting, like, three, four months, but I was complaining because I've been doing it for two years, and they were about to start hitting. And everything just seemed to work out to where my complaints and the commissions were just coming around, and I was done, honestly. Two years of traveling. I was the guy who was on the plane every day for five days a week.

I would never see the family. You were

Steve: in England traveling back and forth to sell American companies?

Ramon: Yes. I'd be in England waiting for it to be daytime here to start emailing from England twice a month sometimes.

Steve: Yeah.

Ramon: And then when I'd be back, I would just fly in to all the appointments that I would make from England. So I was just that in my life for two years.

Steve: So you're talking about being on TV, and it seems like this is, like, a sore topic for you.

Ramon: Yes. It hurts.

Steve: So, like, I mean, like, is this something, like, I hope no one watches on TV, or is this, like, your family is like, Ramon, what's what are you doing? It

Ramon: was embarrassing. It was embarrassing because I landed on TV the first time my mom calls me. Hey. You're on television. I was like, what?

What? Where? What are you talking about? Yeah. And so I was getting my phone was blowing up from the all the news places trying to talk to me.

Because when I started selling English bulldogs right after I lost my England job, I did it because I needed some money. So I'm the worst parent in the world. I had just bought my daughter's, English bulldog, like, a couple weeks before, for, like, $1,300. So I get back home, was the first thing to go. Maybe somebody will want that bulldog.

So I added, like, $300 on top and sold it for 1,600 And called the guy back and, like, hey. Bring me another one. And that weekend, I had him go back and forth, and I sold dogs. I sold six of them that weekend in two days. So I made more money that weekend than

Steve: Why were you on the news?

Ramon: Two years later, I was on the news because somebody's dog got sick. The first time ever. And they took they I just ended up speaking to the people. We took it to the park when we first got them. Like, dude, it's a baby.

It's gonna get sick. If you can't you need to be in indoors until you get all the shots. Yeah. So I ended up giving him their money back and letting him keep the dog. I'm like, I don't want any issues.

But after the second time that happened, somebody complained. I'm like, I'm done. That's when I reached out to her. There you go.

Steve: Now you said life was awesome. Mhmm.

Rodrigo: What were

Steve: you doing for real estate?

Rodrigo: Well, a lot of people know, but, we used to sing in a band, like a child Mexican

Steve: That's what I was thinking when it's like life for real. So you guys had a mariachi band. Like, how is that not awesome?

Rodrigo: I mean, for me, it was awesome. You know, you're in high school. People know you because of the band. So I think that's where it helped me and him be partners. I know a lot of companies usually don't work.

The partnership, well, for us, it's always been, you know, we're in a band. We both sing and learn the songs. You know, we get in a rhythm. So I always knew that we should be in business together somehow. So I got the band finished.

I got my own job architectural designing for a company called Intel doing designs and all that stuff.

Ramon: Which I think you used to work at.

Steve: I don't know. At Intel as well. Yeah.

Ramon: Did the whole my light stocking.

Rodrigo: Yeah. Did the whole fab stuff, designing all this stuff. But what happens is when you're in a band and you're come from an artistic background where you enjoy just being free, you get put in a cubicle, you just hate it. So what happened, I just hated that kinda life. So everything changed the second that, Ramon said, hey.

You should get your license. And I said, okay. I'm quitting immediately. So I quit the Intel stuff without even having any background in real estate. Mhmm.

Got my first couple of deals. Ramon's like, hey. I wanna take you to, to China, which is out of nowhere, for my birthday. He's random. And then I was like, okay.

I was going through some weird breakup stuff, and he didn't know. But I said, okay. Screw it. I don't like flying on the plane. I hate all this stuff.

The crazy part with that was, it was my first commission check or second commission check. I paid the the whole flight. We came back, and then me going back to a nine to five in a cubicle after being in China, Japan, like, we flew all over just on my two commission checks for real estate. I think it was, like, $10 of just spending all that money on flying back and forth. It did something to me.

I, like, I couldn't be there anymore. Like, I saw the world even bigger, so that that pushed me to do something else. And Ramon's like, hey. You should do this full time. Meanwhile, I was trying to get him to join me, and he was still doing all these sales with Total Secrets.

So I was waiting for him to quit and come join me, but, the the moment he got fired, I was happy. I was like, oh, he got fired. It's about time. He can join my real estate stuff. But, unfortunately, he was gonna finish his test that same weekend or the Monday afterwards, and he's like, hey.

I just sold, like, 10 dogs. And I was like, oh, no way, man. He's being profitable now. So he didn't quit. And then so he started doing the dog stuff and was making more than me, in traditional real estate.

Eventually, he quit again and then joined me, by getting his license.

Steve: So you were a successful realtor?

Rodrigo: I was making about 100 plus

Steve: a year.

Rodrigo: I I with they gave me a pin.

Ramon: They do so much. Yeah.

Rodrigo: On the traditional side. Yeah.

Steve: Pin over. Ramon seems to be more on the adventurous spontaneous slash crazy side. Yeah. How was it when you guys first started working together as a realtor?

Ramon: It was horrible. Well, the I always

Rodrigo: go back to the thing that my mom would always say when we go on to tour The United States. Remember, I'm, like, three, four years younger than him, so my mom would say, I'm 13, 12. Hey, Rodrigo. Take care of your older brother, Ramon. Like, on every trip, take care of your care of Ramon.

And I'm like, why? He's older than me. Like, why? He's, like, 17 and, like, 12. Well, I mean, he's usually spontaneous.

He says yes to everybody. Hey. Wanna go over here? Yes. You wanna do this?

Yes. So but I think that helps because that opens up so many doors. And it was the same thing with, with real estate. You know? He takes bigger chances than anybody else.

Even though with the markets recently or last year, he goes big. You know? He he if you tell a story of how you got started, I mean, he wouldn't have been able to start the company with all of his credit cards he was using. So So if he didn't have any money, he was using all the credit cards to pay for all these softwares, all these things. So

Ramon: But the reason why I say it was horrible is because I I tried. It was the moment I got my license. First of all, it took me, like, four tries to get the license. I couldn't I wasn't paying attention. I didn't

Steve: Maybe it was the math section.

Ramon: The math section. I'm pretty sure. So the I had a client, I showed him, like, 10 houses. By the end of it, he's like, is is there any more? I'm like, no.

That's it. 10 more houses. That's it.

Rodrigo: There's a client

Ramon: that I shared with you.

Rodrigo: And I took them, you know, like training day to, like, show them these houses and I'm driving. And then he's like, they wanna see more. But the guy asked, hey. Do you have any more? And he says, no.

There's no more. And I was, like, frozen. And then they're like I told the clients, hey. Oh, he's he doesn't know that there is more. And then he he wanted to be I'm a listing agent, he said.

So he started doing the listing set as well.

Steve: Mhmm. Did you do well on the listing side?

Ramon: I sucked at that as well. The first time they canceled on me, I went and grabbed my phone. You why'd you canceled? And, that was horrible as well. So then I realized that I sucked at listings and at showings.

I'm like, what is there for me? There's nothing. Like, I suck at this. And then we stumbled onto wholesaling.

Steve: So when did you when did you start, the the realtor side?

Rodrigo: Six years ago.

Steve: Six years ago is when you started two years after that? Yeah. And then when did you guys start wholesaling or flipping, whichever however you got into it?

Ramon: So we stumbled onto him by accident. He wanted to build a mansion on top of a mountain. Mhmm. And he bought a lot, like, in LaVine area for, like, $30 or something. And meanwhile, somebody's offering him, like, $50.

He's like, but how do I do it? Like, don't worry. I'll help you out. He was wholesaling it, not even I don't even

Rodrigo: know what it was.

Ramon: He didn't

Rodrigo: even he's

Ramon: like, I didn't even pay for it, and I got money at the end. I was like, that. How do we do that? We started googling. Yeah.

And wholesaling came up, and we're like, okay. Well, that's I'm a give that a try. Maybe we could do more of that. And that's when we stumbled onto, like, real estate disruptors, max, and all that.

Rodrigo: I think real estate disruptors was the first event we went to.

Ramon: That was the first event

Steve: where we

Ramon: first met you at?

Rodrigo: I I recall and I was like, hey. I got this event, and I looked at it. I was like, well, I I don't wanna go because it's I don't know what wholesaling is. First of all, it's not traditional real estate. So he's like, there's gonna be food.

And I was like, okay. I'm in. So That

Steve: was the catch.

Rodrigo: I recall the food and then

Ramon: even busted.

Steve: They from the bus. Yeah.

Rodrigo: Yeah. So I was excited about that. And then once we got in there, I'm like, I know couple of these guys here. They're realtors. I'm like, okay.

So this might be pretty cool.

Ramon: It was such an amazing event for me because to find so many people speaking the same language that I wanted to learn, I was just, like, in heaven. I'm like, oh my god. Every single person. There's so many people that were new as well. So Yeah.

I didn't feel like I was left out or, like, I wasn't worth as much as everybody that knows everything because there was new people there. So I'm like, hey. I was making connections with everyone, trying to, you know, learn as much as I could, and it was just great. It was amazing, I think. And then we're waiting always for the other one.

When's the next one? I haven't seen the invitation.

Steve: Yeah. We used to do those every month. So, how long so you did the first one by accident. Tell me about, like, did you immediately do another wholesale deal, or was it, like, some time transpired before you figured out what was like, how to how to repeat it?

Rodrigo: Well, for Ramona, I remember we wanna do a flip, a fix and flip, and, he ended up wholesaling, like, one of your first or second or wholesale deals to me. So he's like, hey. I'll I'll wholesale I'll sell you a deal at wholesale. So I think he locked it up too high Mhmm. Because we didn't make any money on that.

We actually lost money. But, that was his first one of his first that he sold to me, and we got further into the wholesale game for that.

Ramon: We're all over the place, man. We were at the court steps at some point. We're out there just waiting, trying to pick something up with one of our buddies let us borrow a $10,000 cashier's check

Rodrigo: Mhmm.

Ramon: That trusted us, Chaba Saludos. Yeah. That guy, he probably funds most of the wholesalers that you know. Mhmm. He's a Mexican dude that does construction.

Yeah. He's good. He actually used to work with PACE for a while. He used to do all his projects. Mhmm.

Rodrigo: He's a

Ramon: pretty cool guy. He trusted us because he was he used to hire our band a lot, and so he gave us a check for $10,000. We met him at Applebee's. Hey, man. We need a cashier check for $10.

We're gonna go to the court steps. We're gonna try to get a deeply discounted deal, and we'll cut you in. You know, you fix houses. Like, let's let's go. You just give us a check the next day.

Sure.

Rodrigo: Asking, where

Ramon: are you

Rodrigo: gonna get this money? Like, nobody's just gonna give you $10 a month.

Ramon: That has

Rodrigo: money. You found a guy.

Ramon: And so How

Rodrigo: did he How

Steve: did you find that guy? He said just Well,

Ramon: he was renting me a house. Okay. But also, he was renting me a house because we he used to hire the band to play for

Rodrigo: He used to hire us.

Ramon: We're his band for his parties.

Rodrigo: He liked the music.

Steve: Know he had money.

Ramon: We didn't know he had money, but we always see him fixing houses and this and that. So we're like, maybe

Rodrigo: We assumed.

Ramon: Maybe he has a little bit of money in it. Yeah. He helps us fix them too.

Steve: And Why? Because I I like what you did here. Right? And it sounds, like, really obvious when you listen to it. But there's so many people like, I don't know where to get money from.

Where do I go? Right? They just assume it's, like, other people have money. So you just

Ramon: We didn't know. Well, okay. So, actually, yes. This is how we this is how we found out he had money. We were trying to help his dad buy a condo for, like, 30 or $40.

Uh-huh. And so the realtor was like, hey. We need proof of funds. And so, hey. We need proof of funds.

And he sends us a picture of his bank account. You

Rodrigo: got a hundred

Ramon: Multiple six figures. I'm not gonna say this

Rodrigo: is the

Ramon: right amount, the exact amount. Multiple 6 figures in there. And I'm like, oh, this guy has money. And so that's how we put $2.02 together. Then it's only 10, man.

We'll try to find you a good deal. Blah blah blah.

Steve: So you guys you guys overpaid?

Ramon: We overpaid.

Steve: So how that deal work out?

Ramon: So so we wholesale the deal to him for 5 k more, and we made 5 k upfront. And then when we sold it, we lost 5 k, but we were like, we're not gonna screw this relationship up over 5. So we we asked their own for money, and then we gave him back 5 that we had lost because we're losing money. We gave him back his 5

Rodrigo: And he made

Ramon: that we were losing, and then we give him another 2,000 that we came up with so he could be, like, profitable. Experience. We're the ones that lost. Mhmm. But then he trusted us again, but now we're more careful.

Needless to say, we're, like, losing money left and right trying to learn, trying to learn, trying to learn. We're like, one of these days, we're gonna make something. The second deal that we did, I made a $180 when everybody split the

Rodrigo: Oh, yeah.

Ramon: The profits at the end.

Rodrigo: And your time? I mean, you lost all your time.

Ramon: I spent a month cleaning a hoarder house that that we bought at a auction. Yeah. The worst experience of my life. I paid money for people to clean it. And at the end, when they gave him my cut

Rodrigo: A 180.

Ramon: He transferred me a $180. But we didn't lose money. Well, I mean, I guess I lost money for the cleaning.

Steve: So, like, what was your initial reaction when you got the $180?

Ramon: I was kinda happy. There's money coming in, but it was still

Steve: It's better than zero.

Ramon: Yeah. Because we had to go to court and this and that, and it was just a long experience that would never end.

Rodrigo: I think that's, that's where I sharpened my skills. I made sure I learned the whole process of flipping. Where do I get the container bins? Who do I call? The courts.

We went through the court process with the the lawyers. So we're just sharpening our skills. I mean, we learned about probate, all these different things. We lost money all the way, but, I think once we really needed those skills, they kicked in, which was all last year and the year before. That's when we were we were our sharpest.

Ramon: Well, I think Were

Steve: you guys discouraged, I mean, in this process?

Ramon: We were super discouraged, but I think now it's a blessing in disguise because a lot of people say fail often and as fast as you can. Mhmm. And Lord knows, we were failing super faster than anybody we knew. Because everybody wins except us. And then we went in another flip with the other cousins.

We lost again. So every single experience was a loss, but it was a different type of loss. And he he had, like, $50 saved at some point Yeah. From from the wholesale deal that he did. And we lost it in another flip.

All his money was gone. He lost the whole 50. So we're, like, losing left and right and learning and learning and learning and learning. And I said, okay. Yeah.

We're the only ones that lose at everything. But guess what? Once we win, we're gonna be the only ones that win too. Mhmm. You know, fast forward, you you know, four years, like, we did $6,000,000 last year.

Yeah. You know, when before, we were the ones losing left and right, and nobody would lose but us. Nobody wanted to lose. Our family, oh, it's too bad that you lost, but I need my money. Yeah.

So we would always lose. Like, we're the biggest losers. And now, you know, like, I could say, okay. Well, we lost at the beginning a lot, but also right now at the end, we're winning a lot.

Rodrigo: And the thing is that you you become sharper since you're betting more on yourself. If we're almost picking up tall houses, 15 houses, 20 houses, just in one week, we'll pick them up, immediately put them through the ringer of let's list them, let's wholesale them, let's do whatever we have to do ASAP.

Ramon: Yeah. I think the biggest loser also has the biggest experience. Yeah. You know? Because you have to go through all the scenarios, and some people only lose once.

That means that they only learn once. Mhmm.

Rodrigo: You know?

Ramon: But if you go through every single horrible scenario possible, you're gonna have to be so so much more experienced.

Rodrigo: Our first flip fell out of contract. Was this seven times? Seven times. Seven times?

Ramon: I was painting the tree at one point. I thought it was the tree. So I grabbed paint normal paint. I was painting the tree white around to make it look like a park.

Rodrigo: It was nice.

Ramon: I saw a video of Mia at at midnight trying to get out of that deal, painting a tree.

Rodrigo: Vin Vincer came around. They were just canceled. And then, okay. Well, let's

Ramon: Is it the tree? I was painting the tree a bit. So we picked up a lot

Rodrigo: of skills to be able to make sure things sell first time.

Ramon: We

Rodrigo: would now we just hire an inspector before we enlist. Everything's fixed. We usually hire the the inspector that I hated the most that would bring in bring up anything, like, any small item. That's my guy

Steve: for our customers.

Ramon: I mean,

Steve: when you as you guys were discouraged, what kept you guys going? Because it's easy to quit. You said, you know, the person that quit fails once, right, longer than once. Like, how did you guys get through that?

Ramon: I well, this is the thing. We were never in it for the money. So us not getting money wasn't really getting us discouraged. We were in there for the freedom and the time and to be able to hang out all day. Hey.

I was hanging out with my brother till midnight. Amazing. Right? We're working. We're trying to change our lives, and I think that's a that's a good point to make.

People are getting into real estate thinking, I'm gonna get into real estate because I need to make a lot of money. Like, they're gonna be discouraged from day one because you don't make money in real estate day one. Hell, you might not make money in year one, but if you get into real estate with that mentality, you failed from day one. And every time that you fail, it's gonna feel horrible. But I got into real estate for freedom and happiness and be able to hang out with the family.

So guess what? From day one, I was winning. From day a 100, I was winning because I never I was already getting what I wanted, you know? And then eventually, some money would slip in somehow. It's only a matter of time, but I was happy every day.

Rodrigo: I got on my side, I think, never do it for the money either. I would've just stayed as a engineer, architect, and I was already moving up like crazy. I think, I was able to work in that world.

Ramon: You quit his way to the top.

Rodrigo: I I quit. I literally quit my way to the top. Every company I worked for, I became so good where I would say, hey. I'm gonna quit. I got a better offer, which I didn't.

And I would tell them I'm doing it again, and they would give me a raise. And then I would quit And a promotion. Show these other guys, hey.

Ramon: I just made more, and

Rodrigo: this is what I'm coming in at. And then I would spend a year, become very valuable, get a raise before I quit, and then I kept doing it. And then, at some point, I was making, like, $45 an hour and, like, four years or three years of doing that. But I learned to work with a lot of teams. That's what I was telling him.

My my engineer mind is working with multiple trades, which is the same thing here. I told him there's no difference.

Steve: You depleted your savings, though. Yeah. And that that didn't work.

Rodrigo: Well, I mean, this I never had savings. The only reason I had those savings and those flips was because I ran into wholesale without even knowing. Right? So I had enough from those couple of ones, and I was been a big spender. I just I just spend it all, but I think I'm able to create more money out of nowhere.

Yeah.

Ramon: I I think not seeing it like a a job makes it seem like we're getting free money. Even though somebody would say, no. You work. You've been putting the work. But for us, this is not a job.

It's not work. So, therefore, when we lost 50 k, his 50 k, we're like, it's free money. You know, then we would always call it free money. Even though we had work, then somebody say, hey. You work for that.

For us, it wasn't work. You know? We're going, and it was just showing up. I'm like, ah, free money, man. It's not So I

Steve: wanna put you on the spot a little bit. So you said it's not about the money. Yeah. Right? But on, on Instagram, right, you're in front of your Lambo.

I I can't remember what color. Is it gold?

Ramon: Gold. Yeah.

Rodrigo: Oh, yellow one.

Ramon: Yellowish gold ish.

Steve: Yellowish gold ish.

Ramon: Right? Gold.

Steve: So, you know, like, when you say it's not about the money, but you're posting, you know, pictures of the Lambo on Instagram, like, what message are you trying to send?

Ramon: That I don't care about money. First time I got money to afford a Lambo, I gave it away Mhmm. To the Lambo company. Yeah. I could've kept the money You could've.

If it was about the money.

Steve: Right.

Ramon: But to me, it wasn't about the money. Oh, how much you need? A 100? I just happen to grab a 100 this week. Here, take it.

Rodrigo: When in reality, if it was about the money, you keep the money.

Ramon: I keep the money. And But I gave the money away for the Lambo. Luckily, it appreciates, and I could still get my money back right now. I've I've gotten offers higher than when I got

Rodrigo: So it was about the Lambo, not the money. So it

Ramon: was about the Lambo, not the money. And the money's in there. You know? And I think I don't think I rushed the Lambo, to be honest. Because, I mean, I could've gotten the Lambo right a while back when I made my first 100 k.

Mhmm. And I could've rushed it, and I think it would've been wrong. But at this time, I think we had gotten enough skills, enough development, enough losses, and enough we tried everything, every single marketing strategy. And now, like, even if we if my dilemma was the wrong decision, it was the right decision for me because it made me feel good. It made me feel like, you know, it gave me more strength to keep going every morning when I wake up and I see that thing, it motivates me.

When you're having the worst day of your life and you're leaving your office and you get into your Lambo and you're borderline crying and upset driving on the freeway in your fucking Lambo, you tell yourself, I'm driving to the Lambo. Okay. I had a horrible day, but I'm driving to the Lambo. Back in the day, I used to drive in my little Honda and had a horrible day.

Steve: Yeah. I

Ramon: think the Lambo's more like a marker. When you get a huge win and you get that Lambo, you you marker that moment. So every time you get in the Lambo, you feel like how you felt when you grabbed the Lambo. So I

Rodrigo: remember you used to tell me, like, this all the time based on that was I would ask them, hey. We can do one flip. You like it would Matter

Ramon: of fact I brought you a gift. Boom. There you go. Thank you. I got it.

Rodrigo: So and that's the same color. Right? It's the same color. Replica. So I remember you used to tell me all the time.

It was like, I would question because I I'm about, you you know, minute of getting risk. This is crazy. Everything that is crazy in my mind is crazy, and I wouldn't do it myself. Why are you spending so much on this, spending so much on that? Why so many flips?

So the biggest thing was I would ask him, why are we getting 12 houses just in one week? Are you crazy? He's like, well, I wanna know if we're capable of doing it. And I'm like, what do you mean we're well, I wanna test us. He's like, I wanna know how many houses are the 20.

Is it 20 houses a month that we weren't able we're not gonna be able to be at that level? And, like, with anything we did, he would just go above and beyond to see if we're able to hold that pressure and actually live up to that. You said if we're not able to do 20, okay, was it 10? Is it five? Is it three?

Ramon: Well, we know at the beginning that our our level of pressure was one. We would fail with the one, and then we would try again and fail again. And, eventually

Steve: Yeah. Two.

Ramon: Like, how many do we need to fail? Like, I was trying to find out where our boiling point of failure is. 10? No. Okay.

We did great with 10. 12? No. 14? You know?

And I think, like, a point of that's enough. It was, like, around 13 or 14

Rodrigo: a month. I mean, just being us two and then our small tiny crew. So it wasn't

Ramon: But then that also gives you a lot of industry knowledge. Like, going through all those different scenarios with buyers and sellers, you see you have your pulse in the market. Whereas right now, if you tell me, would you buy 13 houses right now? I'll say no. Because I bought five right before the thing went horrible because I I'm always testing, like, what's the number?

I wouldn't buy one. Like, I'd be hesitant to buy one right now

Steve: for fixing it. What what are some struggles that you guys face, right, you growing up to 13? What are some of the struggles you faced?

Ramon: Just manpower. I mean, you know, we had a small team. It was just my parents and their friends

Rodrigo: and their friends.

Ramon: That they made at the Home Depot. And at at that many houses, like, we just we didn't have enough people covering all the houses, so they would sit longer because nobody's fixing them. And, like, you you either grow the team or you don't. And we're like, I don't think we can grow this.

Rodrigo: Well, I I think it was great having too many houses. It made us sharper, smarter. Most of the houses I already knew we could probably wholesale half of them. We're like, okay. We'll wholesale half of them, sell them to someone that wanted to do a flip.

So we are able to connect to more with more people because we needed to get rid of these houses somehow. They started getting more creative on that side. But, we wouldn't have been we wouldn't have been able to find all these other routes if we weren't had that massive amount of pressure to get rid of them. So being comfortable would've just not made us grow at all.

Steve: Yeah. Who, who guided you guys along the way?

Ramon: Just friends, really. I mean, reaching out to people. Your team has always been very helpful. Whenever we have any questions, we reach out to your team, and we'd always they'd always be available to answer and, just having those relationships from going to events and asking people questions and this and that. But, honestly, sometimes we could be a little bit stubborn and not ask questions and just land on our face.

Yeah. Because we sometimes we we feel like people think we know everything. So we can't ask people questions because then they're gonna know that we don't know everything. So we've landed on our face plenty of times. I mean, you know Well,

Steve: you were in our program for a bit. Yeah.

Rodrigo: It was.

Ramon: Which is an amazing program. I highly recommend it. That program made me so much money. Yeah. Insane amounts of money.

I think you were giving it away too. I'm like, what a great deal.

Steve: Yeah. So I'm just thinking about it right right now. Your first event was our free event at Dave and Buster's.

Rodrigo: Yes. Yeah. Yeah. It's the

Ramon: first one. Where you had Carlos Reyes walk in?

Rodrigo: What was the first one?

Ramon: With the

Rodrigo: that was that was the first one.

Ramon: With the they walk in with the Memphis mafia behind the

Rodrigo: Oh, no.

Steve: They had a mafia. Carlos Carlos was dressed up pretty good.

Ramon: But

Steve: I didn't realize, like, that, you know, you guys started there. That's That's

Ramon: where it started.

Steve: That's awesome. Yeah.

Ramon: He he

Rodrigo: dragged me. Everyone

Ramon: dragged me. Standing there, and I was like, I recognize that Mexican. And it was Max. Like, we rent he actually used to list all the houses for Max. It was like Oh, Max is real So somehow he was connected to the guy that you had right there.

Mhmm. And like, oh my god. Like, what a small world. Yeah.

Rodrigo: I think he had had a separator from his partner or something happened and then and I didn't see him anymore.

Steve: Oh my gosh.

Rodrigo: This is a sign. Sent me a flyer. I'm like, okay. Well, is there food? So I was there.

Ramon: He's like, I know that guy.

Rodrigo: He's like, oh, I I know that guy. He's like, who is that guy?

Ramon: He used to put his banner of we buy houses in front inside the mall and his the realtor kiosk. So the the support that

Rodrigo: we had along the way, me just thinking about it, I've always, tried to, find someone that's seasoned. I have a couple lenders that I work with that help me all from the start of a real estate, you know, when I was a realtor and I started. And they would give me a bunch of buyers. They would give me a lot lot of listings. But I would always lean on them, title companies, escrow officers that I still know and help us a lot.

I always figured that I don't know enough, but I wanna learn. So I would, always make these calls to these loan officers, these other investors that I know, or title people. I've been a big believer that if you're an amazing plumber, it's because you know what the electrician's gonna do, what the HVAC guy is gonna do, what the concrete guy is doing. Because if you're gonna put your pipe here and the AC goes there, you're gonna have to move it. Electrical goes here, you have to move it.

Same thing with, like, with Intel. I was telling him that I have to know where I would have to be at, but for me to be great, I have to know where everybody has to be at. Mhmm. Same thing here. Like, the wholesaler has to be at this price.

Title knows that they have to be at this price for the deal to work. The buyer at the end has to buy it somehow. So if I have all these things in my mind, and everybody's happy, everybody knows where they have to be at, it's a successful deal. And luckily to that, we don't have many deals that fall off, and that's made us, you know, put more deals on the board.

Steve: Tell me about some of your guys' biggest victories.

Ramon: I think biggest victory is really not monetarily. It's more it's more about being able to have the life that you can give your kids that you wanted, that you always dreamed of. And for me, I always visioned every single thing about my life. Like, I would have pictures of mansions, and and then I would add a little car in front of the picture. Then I would crop myself in there like a vision board kind of, and I still have those vision boards, and just visualizing that.

Sometimes I would lay in the in my backyard while it was raining and just visualizing. I would I would daydream in the middle of the rain just sitting there, like, trying to force it and make it happen, make it happen. My wife has a picture of me just laying there in the middle of the rain just visualizing our next life. And next thing you know, like, I'm there. I'm inside the house.

I'm in I'm in front of the Lambo. And, you know, just being able to offer that life to my kids is amazing because they grow up so quick. You know? Like, they're three, four years away from being 18. They're all in three, four years from.

Those moments go fast. So for me, I'm trying to sacrifice myself right now and give them that as a gift of their childhood. And then, you know, later on, I could do other things. But right now, I think that's my biggest win, being able to hurry it up and give them that as quickly as possible. You know?

Steve: Yeah. That's awesome.

Ramon: Could I be more smart with my money? Could I did I need all those things? No. Because you don't need those things for kiss to feel loved and you know? But that's just my vision.

When I was growing up, you know, I would always see it on TV, and I dumb and dumber movie. They would show up with a fancy car. And I I grew up with that. You know? And Yeah.

That's just what I wanted, and that real estate allowed me to to do that. Luckily, I rode a great wave when everything was going great to allow me to get that now. Now we're more conservative, but we're also smarter because of all the l's that we've taken.

Rodrigo: It's crazy how he can say, that that's his why motivation, but me and him, we're completely opposites. Like, I'm not married. I don't have a wife. I'm single, so I I what's your why? You know?

He he'll do it for the kids and all that stuff. And, I mean, for me, it's always been, some kind of satisfaction that you created something amazing that that worked. And I think that's more coming from my engineering architectural mind where I wanna build something that people can see that it worked and and be proud of it. So I'm I never do things for the money. I always think of myself more of at least I moved to Spartans.

You know? They're all just going there. Like, they're not doing it for money. They're just fighting for, hey, for victory. So I've always been the kind of guy that I don't wanna I don't wanna be the the, the weakest link.

Mhmm. I wanna make sure that we're gonna succeed, and then I'm just gonna bring my a game. I I don't care about the money. I just want feel like the victory. Okay.

We're making this thing work is satisfaction.

Ramon: And, honestly, I mean, if I'm thinking about it, give with a little bit of thought for us, like, one of the biggest wins is this, being on the show. I'll be honest. Because it's never been about this stuff. I could care less, because, I mean, you don't bring just anybody on the show. Alright.

We've we've hinted for the longest time.

Rodrigo: We stalked Steve for years.

Ramon: We stalked you for years, Steve. Like, we chased to Hawaii a couple times.

Rodrigo: True story.

Ramon: And like this story. Yeah.

Steve: And then we bumped into each other in Hawaii.

Ramon: Hey, Steve. How you doing?

Steve: In the lobby by the pool. We're rammed them.

Ramon: And the third time you didn't see us, but we didn't wanna make that work.

Rodrigo: The restaurant. So for

Ramon: for us, I mean, to see all the people you've had on here, amazing superhumans, like, it's very humbling. And and I and I know for a lot of people out there just like us that maybe are starting or have been here for a minute, this is, like, their holy grail,

Rodrigo: you know,

Ramon: like, being able to to come to to this show because, you know, like, all of the smartest people in the world in in real estate and wholesale have passed through here. And this is for us, I mean, this is amazing. Like, you can't you can't pay your way into this show. We tried. You know?

Like, how much do you need, Steve? Come on. Like, what do you what does Steve need to have us on the show? Like, what is it? I don't know, man.

He just won't have us on the show. And then for and all of a sudden, we get a message. Hey. Steve wants you. Like

Rodrigo: Out of nowhere.

Ramon: What did I text you, Annette? I text Annette.

Rodrigo: Oh my

Ramon: god. Yeah. I texted her. Oh my god. I'm like, I thought it was gonna be, like, ten years or something else.

And for that, this is something very, very important to us, like, for us.

Rodrigo: And even with the I think the Wholesale Sharks event is the crazy part with that. We're waiting for the next the next one to go, and then Ramon's like, hey. We we wanna make a small little meetup or something, and that was all based on the when you guys have the disruptors event every month. The crazy part about Ramon is supposed to be at a 100 people event at the bottom of our office, And then I know he's like, we're up to a thousand, and we're like, we can't fit them here. Insane.

Ramon: I didn't even know how that

Rodrigo: We're looking for quinceanera venues to hold it at, and, eventually, it's like the Sheraton or

Ramon: I saw the events got started. We were supposed to make it a small one, and we have a thousand people registered. I don't think they're gonna fit downstairs. And so that just kept on going. I'm like, as long as people keep signing up, we'll keep doing them, giving back to the community.

And

Rodrigo: And they've always been free. Like, that was the the the same thing, like, with you guys' event. Mhmm. It's free. Like, anybody can go and join if it would've cost anything, $5 or anything.

Ramon probably would've gone at that moment. It's like, hey. We can't spend this money. But, it just opened the doors for so many people when you guys did it. So that's our our same mindset on our side.

Just make it free. You know? You don't know whose lives are gonna change.

Steve: Yeah. Oh, I mean, that's huge. Right? Because, again, I didn't I had no idea that my event was your guys' first event. So that's that's Yeah.

I mean, it's like a full

Rodrigo: Yeah. Full

Ramon: Well, a wholesaler told me, are you going to this this road trip? I'm like, what is that? Oh, it's a real estate event where well, the whole he just gave me all the information. I'm like, yeah. We're going.

I didn't even know it existed. Yes. We're going. We were there. He didn't even go.

And all of a sudden, like, oh my god. This is amazing.

Steve: What is the the biggest, purchase or deal you guys have done?

Ramon: I guess just my personal property. Really? I mean, the rest is just you know, it varies. We try to to purchase under, like, 500 k Mhmm. Properties.

That's kind of our niche. We don't really try to go above that. But, I mean, my personal property, I guess that's probably it. I feel I didn't feel that great when I purchased it. I felt like, oh my god.

What am I doing? It's too nosebleeds. I can't keep this up. Like, how long until they take it away from me? Yeah.

And and then but to to me, I said, they're I'm either gonna grow into the person that lives here and can afford this, or they're just gonna take it from you after a while and say, hey. It was fun while it lasted. Yeah. And it was, like, fifty fifty. I'm like, which is it gonna be?

Well, I

Steve: love that mindset because you can't lose with that mindset. Right? If they take it all and you start over, like,

Ramon: you're just story.

Steve: You're just gonna keep going.

Ramon: It's gonna make the book that much better? Yeah. So, I mean, I always I don't think

Rodrigo: the the grind has even stopped as our level of how much we're actually wanting it. I don't know what it is, to be honest. We just want it so bad. And, like, for me, I'll be out of Starbucks. There's a luckily, there's a twenty four hour Starbucks near my house.

I didn't know they had those. I I always send pictures to this guy, like, 1AM in the morning. What are you doing at the Starbucks? Like, I'm looking for properties. I'm doing this and that and that.

I told them, dude, every property that that I find that it's a deal. In our mind, we're like, hey. That's our new Cancun trip taking all whole family. Like, we don't we wanna create new business to be able to pay for these things. We don't just wanna, like, take the money.

Steve: Let's talk about that. Right? Because the one thing I really do like seeing, you know, in your guys' stories is you're consistently taking your family.

Ramon: Right? Yeah. Yeah. Sometimes it feels great when everything's going right. But when the business is going a little bit of hectic, we remember, oh my god.

We flew 20 people to Cancun. My god. From Mexico.

Rodrigo: The the crazy part for that, like, I'm so obviously in the sense that I'm I'm conservative. I don't wanna spend every dollars whatever before, like, before we work together. He's just been going crazy with the trips, but I find that okay now. Like, I understand why and the purpose of time. Mhmm.

But once you start, knowing that time is valuable and not because I might have a lot of time unless I get run over or something, but but my grandma doesn't have a lot of time. You know? Hey. She doesn't have the the a hundred, you know, whatever years, twenty years. So I think we're just doing it because based on other people's time, you know, my parents' time, maybe my uncles that are a little bit off.

You know? We we try to make sure that we're taking these people on the trips, that we wanna give them memories. And and a lot of people say passive income. I said, like, passive memories. You know?

I wanna have all these memories this year. You can't remember something that you did in a year that you didn't do anything.

Ramon: Yeah.

Rodrigo: So that whole year is, like, shot. So we make sure we're heavily investing in memories instead of, like, houses and stuff like that, but I know it it might be feel different for other people that that's the mentality.

Steve: Hey. I think it's awesome. I think it's inspiring. So, another odd question is, we did a deal last year, I think it was last year, right, where we made a 50 k assignment fee. And you

Ramon: You're welcome.

Steve: Have a very abundant mindset. Right? So one of the things that we find is there are some people who are like, I can't believe you made this much money on me. Right? Like, you this is ridiculous.

But that's not your perspective at all. So so talk to me about that because I think there's a lot of, people out there that don't quite have that mentality.

Ramon: I'm always looking for everybody to win, and and it's weird. Like, I've some guy I I put on Instagram the other day, hey, man. I'm looking for a deal here. Somebody text me and introduced me to another person. The next day, I had a deal that the guy said, yes.

Send me the contract. I sent him that deal to that one person that introduced me and said, hey. Send him the contract. Lock him up. We'll go $50.50 on it to make up for you, introduce me to this person.

Like, the very next day, I was trying to repay back. Even yesterday, somebody assigned a contract to us, and they're like, hey, man. If you give me the deal back, I'll give you an extra $3,500. And I and I know we were making, like, almost 20,000 on the deal. And I said, listen.

Let's do this, man. How much are you making on the deal? Because if you're making, x amount or if you're making less, we'll just go $50.50 with you.

Rodrigo: Yeah. It's all good.

Ramon: I don't want you to make less than us. And so we ended up just chopping it up. Like, we're making, like, five more. Hey. It's all good, man.

Let's just go fix it 50. Like, we have an extra five than you. What are you making? 10? Let's both make 15, and let's just move forward.

So we're never about that mentality, about just me, me, me, me, me. Yeah. Like, we love seeing people win because at the end of the day, these other people are bringing you deals. You want them to be alive because what happens when they make money, like, their marketing gets stronger. They can invest in more training.

They can get better, and then that makes you better as well.

Steve: Like, I

Rodrigo: think a lot of people don't see that from Ramon. He he actually gave a car to a wholesaler that was down on his luck. It was in, what, Atlanta or something like that. And the crazy part, he helped him with that car that that helped him so much in his life. He started doing more deals, and he even sold a deal to Pace.

Right?

Ramon: He did.

Rodrigo: He met him over there. He's like, hey. This is all that brought me this deal. He knows you guys. He knows Ramon.

Ramon: He was sleeping inside the post office.

Rodrigo: In the post office, and Ramon had the pictures. He has the video, and he bought him a car from here. It was in it was just $1,010,000 dollar car. But I remember.

Steve: Was it was it Errol?

Rodrigo: Errol. Yeah. Yeah. So, you know, you don't know who you're gonna help, but he usually does that to a lot of people.

Steve: That guy's turned his whole life around.

Rodrigo: He turned his whole life around.

Ramon: Living, like, a golf course right now.

Steve: He's doing really well.

Ramon: I think he owns a golf course or something.

Steve: Yeah. It's

Ramon: insane. And and I I didn't do it with the expectation of getting anything back. Like, I've never went back to her. I was like, hey. I remember.

Like, no. Like, dude, I just did it, and that's it. You know? It's it's done. I'm not gonna, you know, go back and try to make anything of it.

It's just trying to do good things for people.

Rodrigo: So

Steve: you're saying there's a side of the Ramon that we'd all don't know about?

Ramon: Well, they he chose, you know, the

Rodrigo: life because that's very interesting interesting stuff. But, just me seeing him personally, he does go above and beyond for a lot of people that he doesn't know. So I'm more conservative. If I don't know really know you that much, you know, I'm usually more

Ramon: hiding away. But I I I honestly, it feels so good to help people. Okay. And I feel like, every year, we give over 40 Christmas trees during Christmas. We leave them all in the front of my house.

People come and they just pick up a Christmas tree during the holidays. I'll do giveaways for the family in Mexico, like, who needs anything? We'll go to Mexico, do parties. Yesterday, I saw a post. Can somebody buy this puppy?

I don't have any money for food anymore. I can't afford it. But, I Zelle'd them over a $100 for here, and I put for food. Dog food, man. So it's just, like, random little things I don't really tell anybody.

Rodrigo: He doesn't like a lot of, secret giveaways. Like, if you know someone that doesn't have money and goes through hardship, and then he just needs the proof if it's in our country or something like that. Like, the little girl in Mexico, they went and bought her TVs and clothing for school.

Ramon: Cell phone.

Rodrigo: And they record the video, and and that's it. But, I mean, he just he just likes to help a lot of people.

Steve: You're a seeker, Santa.

Ramon: You have to you have to give give back. And what I've realized about the universe of really even manifestation and the energies and all that, I used to think that the bigger the gesture, the bigger the reward would be, letting you get back. But then soon I realized, like, even if it's something small, like opening the door for someone, you you know, helping somebody with this, like, oh, they don't have enough at the register here. What do you need? Little things like the universe rewards you massively.

Like, the universe doesn't measure your blessing to someone with your return.

Steve: The universe just throws blessings ROI.

Ramon: There's no ROI. You can't measure it. Like, you can do the smallest thing that might feel like no big deal. You help somebody get up. The universe will send so many more times, like, the amount.

Just because you do something big doesn't mean you're gonna get it back. So even, like, the smallest thing just gives you the the biggest buzzer.

Rodrigo: Like, I've never celebrated my birthday. My last one was when I was 10 years old. And it was crazy because this year, I don't know, she's like, we're gonna celebrate your birthday.

Ramon: And I

Rodrigo: was like, I was scared because coming from this guy, I'm like, I don't know what to expect.

Ramon: I was insane.

Rodrigo: So that's the one where Annette, the whole office went. Yeah. It was pretty crazy. It was the Vegas birthday of all time. I don't

Ramon: know if you heard of that.

Rodrigo: And I was so scared, but, Ramon had this crazy it's on your Instagram. Right?

Ramon: Oh my god. Yeah. We hired can we say midget on the show?

Rodrigo: I mean, he's

Ramon: small, tiny. We hired a tiny human. What Stripper.

Rodrigo: It's a stripper. It's a stripper.

Steve: I didn't hear about this.

Ramon: We show up to the penthouse. Tiny human shows up and starts going after all the chicks.

Rodrigo: What's gonna happen with all these things? And it's just during the trip, just Oh my gosh. With crazy, crazy things.

Ramon: And I was we were as we were staring at the little man, just go to town on Annette and everyone, we're we're staring at each other. We're like, did we just become the wolf of Wall Street?

Rodrigo: It was something was going on.

Steve: That's one way to live life.

Ramon: It was an insane an insane experience. But this is the thing though. Alright? This is people might say, oh, it must be nice. Well, this is the thing.

You know, people that spend without checking their balance also work without checking the clock. Mhmm. You know? Like, don't think that just because you you spend, you could also be lazy. There's no reward for the lazy.

Like, people that have something probably paid a 100 times face value for what they have. Yeah. Alright? Because first of all, you have to fail so many times to the point to where all it almost breaks you to the point where you've been, at your office by yourself at night with tears in your face because because you haven't made any money and your your family expects you to become successful. You will pay, like, a 100 times over what you get before you get what's coming to you.

And so people that want easy money, the easy way out, it was a big scam. Is it wholesaling? Let's do this. Let's get that free money. What is it?

Crypto? Like, you will never make money doing that. If you do, it's gonna be a little glitch of something that happened. But in reality, you need to pay for success in advance.

Rodrigo: Everything goes to the price.

Steve: One thing we were talking about was, how to wholesale within the Hispanic community.

Rodrigo: So

Steve: that's something you guys have, you know, made a name for you guys name for yourselves. Yep. So talk to me about that. How did that come to come to pass?

Ramon: Well, before we started with Dispo company, somebody called us the Mexican Kegeli, and we were like

Steve: Who called you the Mexican Kegeli?

Rodrigo: Several several people would several people would call us and

Ramon: These guys because these guys have Mexican people that buy, Well, because we started our journey with the lender.

Steve: Right. I remember that.

Ramon: She had a lot of, qualified people that might have not gotten a house. Or maybe they didn't qualify, but they had a lot of money. You know, landscapers have 50 to 100 k at all times. Yeah. Yeah.

Everywhere. So those were the people that were selling deals. So sometimes we we would get the scraps because we didn't know anybody. We'd get the crappiest deal. We were able to sell that to people, and that was the way we made a living.

Rodrigo: You were

Steve: selling it to owner occupied.

Ramon: Owner occupied and buyers.

Rodrigo: Well well, usually, most of them already have properties. Usually, they they want investment properties. Okay. And they're rentals. Most of the people have a lot of money.

Hispanics have a lot of money, and they already have houses. A lot of people think that that they're gonna live in it, but most of them is for investment purposes. They have a $100,000, $200,000. Like, Java has so much money and he was still working, you know, fixing stuff.

Ramon: My Private money lender is a landscaper.

Rodrigo: Oh, he's private money lender. Yeah. He's, I

Ramon: helped him sell eight of his properties. He had about a million plus, and and I asked him

Rodrigo: Top dollar. I was so

Ramon: afraid to to ask for private money, but I've seen all your episodes about private money. You're raising private money, and I was like, I'm gonna ask, hey, man. I helped you sell all these houses. Like, what are you doing with that money? And he's like, what do you you want a loan?

Like, well, you've seen that we're serious. Like, would you? Yeah. What are your terms? This landscaper was savvy.

I'm like, oh my god. Speak English. He doesn't speak English. He was savvy. What what what percent what were you offering?

Then he became my my private money guy just like that. I asked, and then now that's all we use for funding most of the time.

Steve: So, predominantly, you have other people sending you deals, and then you would leverage your relationship between your lender that you established as a realtor Yep. As well as your private money lender. Yep. And now you're selling your deals to other Hispanics Yep. Within the community.

Ramon: Absolutely. I think that's that's a huge niche that we've carved for ourselves. And people that hang out with us and learn from us go that route as well. They go hit up their friends that are Hispanics, that are doing construction, that are doing flips, and they're able to make more money and bigger spreads by working with these people at our Enviro's, our lender. My gosh.

He's been very successful by working

Rodrigo: together. I think most people don't know that. I mean, if you do a demographic United States, how many Hispanics are here that don't speak English or that just speak Spanish? It's a huge number, and there's a huge void that anybody can provide them any service. Like, for example, my dad, he bought his house with a Harmony loan, and he had it, like, for six years.

They gave him, like, a long six years term, but it was hard money, so he didn't have anybody to help him. So there's, like, so many people that don't have anybody to help them. You know, they're Hispanics. So if you can get a niche, small share of that market, you're gonna do great. I mean, right now, Hispanic community doesn't have enough people to help them.

Ramon: And it's all about adjusting too. I mean, you right now, it it's a game of buyers. Right? Because there there's a lot of deals, like, for people that are trying to become wholesalers and get the systems. Dude, go to a list.

There's, like, a 100 deals at 200 k right now in Maryville. That's true. Ridiculous. Why would you wanna go pay 10 k to lock a person at 200 when they're selling you the deal 200 right now? Mhmm.

Right now, what people need are end buyers that are willing to pay it, that are still buying. They're still in the game. Because a lot of the savvy ones are out, and they're just kinda waiting and seeing where the floor is. But if you could grab those buyers that can afford and are still buying, I mean, that's how you're gonna be able to see a flow. So we we've shifted our business model drastically within the past three months

Rodrigo: Mhmm.

Ramon: To have more of those end buyers by targeting more of those end buyers.

Rodrigo: A lot of people forget that we had, like, the highest selling properties in Maryville for 500,000. There's houses selling for 500,000 in Maryville.

Ramon: 900 square feet.

Rodrigo: If you think about it, these people bought sold those houses. They dropped in 500,000 into their bank account. They're living somewhere else, but they have money to invest on rentals or something else. So you can tap in into all these people that actually, you know, sold at the top, but there's nobody really marketing to these people who already sold and made money.

Steve: I've sold so many houses in Maryville for under a 100,000. Just awful.

Rodrigo: Mhmm.

Steve: That's all for realtor days. Right? 2007, 2009.

Rodrigo: January.

Steve: Slightly different time.

Rodrigo: Yeah. 110130.

Ramon: 40 K On 51st Avenue in New York. Yeah.

Steve: Okay. So then identifying you're saying, like, not not people are identifying these, people to lend. Right? Because they got the money. So are they lending, or are they buying?

You thought when the people that sold their house were half 1,000,000 in Marbella.

Rodrigo: They're buying. I mean buying. They're looking for opportunities. They know they sold five for 500,000. Right now, the best market is to buy low.

It's amazing. If the interest goes up to 10, then the house is gonna get even lower. So, you know, how high can the interest really go? Even if it goes to 13, then, well, the house is gonna dip a little bit. But, eventually, they're gonna go back to normal.

You know, you'll get two, three years, but you would have bought somewhere at the bottom close enough. So for these people that have money, you know, you just present to them that idea or information.

Steve: Do right now. Right? Someone's listening right now. How would they go and, locate, identify, locate

Rodrigo: So, I mean, there's skip tracing. There's the realtor that helped them sell.

Steve: Okay. So you're saying reach out to the realtor. I was gonna say, like, how are you finding people that already sold? Right? They're no longer on record.

It

Rodrigo: shows on their the realtor that helped them sell and the buyer's agent as well. So they have you have some kinda connect. And when you speak with a realtor, they speak your language. So they you explain what you're doing. Hey.

Would your client that used to live in this market wanna buy something at discounted when they sold that 500 and now they're seeing something at 200. They'd be like, okay. Cool. Let me see if they fell in love with that neighborhood. Maybe they did.

Ramon: A lot

Rodrigo: of people do. Like, for me, I'm actually buying a a unit Yeah. Where I used to live in just to rent it out because I remember. You know? Like, I'm the buyer now.

See? Right. That's super cheap.

Ramon: And I think also, I mean, there's so many lenders out there that don't have relationship with wholesalers. Mhmm. I mean, if we were to start over, I mean, we would get deals that it would throw out in our lap just because we're sitting there in front of

Steve: them. Mhmm.

Ramon: Oh, hey. You guys wanna go deal with that one? Sure. Right? So I think just hitting up these lenders are are key.

Yeah. People are hitting up realtors all day long. That's great. But lenders, I mean, lenders are gold.

Rodrigo: Lenders know if you qualify, you don't, where's the money coming from, structure the deal. They know a little bit more than realtors usually. And and a lender works with 20 realtors. I mean, realtors just you are the realtors. How many people can you work with, actually?

So I actually at the peak, I was working with a lender that had a list of 200 buyers, and we couldn't find houses for them because there wasn't enough because all the houses were, you know, multiple offers. So if you work with lenders that have a big pipeline and structure some deals, pull them out.

Steve: So, a great starting point then for someone listening today is to go talk to lenders.

Ramon: And Talk to lenders.

Steve: Talk to see their buyer database Yeah. Or find out what they need in their buyer database. Or are you just saying, hey. I got a deal that fits this box. Do you have any buyer for it?

Or

Ramon: Well, they know who sold their house to buy another house. They know how much money people have in their bank accounts. They're asking questions. Hey. Are you looking for a rental?

Do you want me to keep an eye out? Like, they know all the personal information for people. So that's how they approach us. Hey, man. I have this guy.

He has a 100 k from this other house that he sold to buy another one.

Rodrigo: The the best deals the best wholesale deals that we got were from lenders because you as a let's say, you own your house, but then you wanna refi because you really need the money, but then you just got fired, blah blah blah. The lender actually needs you to qualify again for a refi. It's not like, oh, the house is equity. They're gonna say, hey. You don't qualify.

You don't have the job. Maybe you don't have the credit anymore. So what do they do? They just turn you away. Mhmm.

So with these lenders that we work with, we let them know, hey. Don't just turn them away. They might wanna sell quick and not with the realtor. So that's how we're getting, like, hot leads of somebody that was turned away because they can't refi or the interest is too high right now. Something's happening, so they might just wanna, you know, give you a good deal.

Ramon: So But you have to get creative with it too. Yeah. Yeah. Right? Think that's out of the box.

Like, yeah. Go talk to lenders. At one point, we were at the swap meets with science. Are you looking to buy a house for cash? And we had science on

Steve: swap meet.

Rodrigo: Swap meet.

Ramon: Annette was at the swap meet for a couple of weeks. Hey. Look. Want to buy fixer uppers? Like, get creative with it, and, you know, don't leave any stone unturned.

Rodrigo: Wanna buy ranches, land, don't apply. A lot

Ramon: of people, like I said, man, they just wanna take the easy way out.

Steve: Right.

Ramon: How do I make it quick quick and easy? Yeah.

Rodrigo: I don't think it's gonna be a system for those type of buyers, a system where you're just gonna, like, email people. Like, we've gone away from email blasting. I think it's got too saturated, like, other things, like text

Ramon: blast

Rodrigo: and all that. So we're more of the community based now. We even have our parents doing the the door to door, you know, thing they put on the door because they just wanna be out there. But

Ramon: My parents made bank a couple months ago. They were my my dad's a plumber, and he they also help us fix houses. And he was doing a plumbing job for this house that was horrible.

Rodrigo: Oh, yeah.

Ramon: And he was talking to this to the owner, and she was like, yeah. I just need to fix this plumbing thing because I think I need to sell it. I wanna get out of here, the neighborhood, blah blah. He said, hey. My my son, they buy houses.

Do you wanna I gotta call you maybe to give you a good offer.

Rodrigo: Oh, yeah.

Ramon: We called that day, locked them that day, sold it within a couple of days, and we told our dad, we're like, dude, whatever deals you get, like, we'll go $50.50 with you. Yeah. It's a

Rodrigo: warm need?

Ramon: And there there was, like, $50 in that deal, and he made 25,000. Yeah. Just like that. And he's like, I wanna do more of this.

Rodrigo: Imagine that. Like, you hire a plumber, but you can't really afford to fix the whole pipe. So you're like, hey. Just patch it up. You're, like, in a nice house, but you don't want anybody to know, and you're just chopping out with the plumber.

You're telling them your issues, and then they just say, hey. I have a guy who might be interested in buying. So that's the warmest that you can get. A lot of people don't know. You can reach out to roofers.

Boots on

Ramon: the ground, pretty much those are boots on. He's done two deals in six months already with people that he just done done jobs for. Yeah. So, I mean, he's made, like, a good amount just on it.

Steve: So letting everyone know what you do, obviously, is important in financial incentivizing them. But as far as the lenders, like, what a I guess they're they're getting paid their commissions Yeah. Right, when they do the transaction. So I I thought maybe some of these guys were, like, ITIN situations. So it's not an ITIN situation.

These are just people that wanna buy a house. They just couldn't find couldn't find one.

Rodrigo: They couldn't find one?

Ramon: They might be ITIN situations too. There's hard money lenders out there that alone for five years. Mhmm. You know? So they might be items

Rodrigo: for six years. Thing, it would be sharpening your skills, but also having that other tool on your tool belt. You know? If you gotta pull out that real estate, I'm gonna list it. I'm gonna find you a house as a buyer and connect people.

So that's what we do with a lot of traditional buyers. We'll just connect them to a deal that we know you can get it cheaper with an FHA or conventional. All we did was, hey. Can you see this property? We're we're able to pick it up for less.

And then the traditional realtor shows it to their buyer, and now we're able to get some commission on that. If we have 10 of those, that still some pretty good commission just because this market calls out for more of that stuff right now.

Ramon: But, I mean, look at the pitch too. Let's say right now, somebody doesn't qualify. Something's going on. They're going through divorce. Crazy stuff's happening.

But they have $50 in the bank. Right? So why qualify traditionally for a thirty year at 8% when I could just get you a house quickly, maybe under market value with equity for 10%? And think about it. A year out, two years out to get you a loan like that, you're it's still not that much of difference from the payment when you think about it right now, especially.

Rodrigo: Well, for most of those, we recommend that they'll purchase. They'll do some kind of, bank statement loan refi, and that should be it.

Ramon: If they want to. But if you get them in for a 10%, five year with with somebody, a private hard money guy at 10%, I mean, their payment difference isn't that really that that high. So people are more open to that right now.

Rodrigo: Or the best way would be someone buys it for them and then just leases it back to them for a year or two.

Ramon: Right now is the perfect time because you could get the 10% or the 8%. Why go through all the hassle for an extra 2% when it's probably gonna be 10% anyways in a few months. You know?

Rodrigo: Yeah. And I'm just saying legally, you can't live in the house if it's for investment purposes.

Ramon: Unless your hard money person allows it.

Rodrigo: But no. No. I'm just saying that right now. I'm a realtor. Okay?

Ramon: No problem. Rodrigo's here. That's why

Rodrigo: I'm here.

Steve: So you mentioned that, right before things reset in June, you had just bought five properties. Do you sell those five properties?

Ramon: We've been slowly getting out of it. Yeah. Slowly. I

Rodrigo: haven't seen that. You bought, you have one that you were already stuck with because of long term litigations that you've already won.

Ramon: There were lawsuits. Yeah.

Rodrigo: You still have one. So you have three right now.

Ramon: You said the words. Are you still stuck with them and my eyes start sticking

Rodrigo: to the five, you have one left.

Ramon: I wasn't

Steve: sure if you were twitching or you were crying. I wasn't sure.

Ramon: I just, like, remember Yes.

Rodrigo: One of the five, and then the other two were things that we were stuck in litigation. There's long two year process with some houses.

Ramon: I ended up renting one, two of them, and then Lot of

Rodrigo: title as well.

Ramon: I managed to sell, but I'm still stuck in one.

Steve: So what are you guys doing right now as far as pivoting?

Rodrigo: I mean, you gotta pull pull out that realtor card. For me, that brings me a lot more business. Buyers are king nowadays. I'm helping a lot of other wholesalers that are stuck in these types of deals, and they just let me know, hey. How can we

Ramon: It's scary. How do

Rodrigo: we get out of these houses? I've helped a lot of, you could say help, but they lost money. I'm I'm just here to mitigate how much money you're gonna lose. How much do you wanna lose? You wanna lose 60 or you or you can lose 30 right now in in your investment, right, in your investment.

So I want the houses, Ramon, and I told, hey. You you just wanna, like, cut this thing and stop with that $5,000 a month. So we just brought in a a traditional buyer. He's not making any money. Just take the house, basically.

Yeah. And then we're done. Like, we you don't need those extra baggage stuff.

Steve: One of those right now that we're still trying to sell. Right? And they asked for 11,000 on the bins there. I was like, you guys are crazy. But, also, like, we'll probably take it because we wanna Yeah.

Right? They're like so we we negotiated, but, I mean, it was like

Rodrigo: You have to how much you guys

Ramon: think we're gonna lose.

Rodrigo: How much you wanna lose?

Ramon: Smart enough to know when you're not riding the wave anymore, when you're just trying to get out of the wave. Because you might be on the wave or you might be at the bottom of the wave. So you either realize that here's comes the wave on top of you, and you move out of it, or you just don't even see it and you get squished.

Rodrigo: We're just focusing on generating more cash. These things, we're we'll get rid of them, but we gotta steep, keep generating more money.

Steve: So a couple times we talked about you having, your realtor license. One thing I have found is that realtors and wholesalers are like oil and water.

Rodrigo: Oh, yeah.

Steve: They, like, they both dislike the other side, but you wear both hats. Yeah. How has that helped you in your business?

Rodrigo: It that's funny that you say that because it's

Ramon: I see it right through.

Rodrigo: No. No. No. It's it's very it's very true. I remember, we were working on both sides.

We had an office. I was on one side, 100% realtor. He was trying to do his wholesale stuff that had zero deals. So I he's like, hey. You gotta get in this.

I told him, dude, once you start making more money than me, I'll listen to you. I told him, like, that was the first time

Ramon: Kanye style.

Rodrigo: I I I told I stood up to him because he was like trying to, hey. I'm Kanye. Yeah. You're, like, running out of money fast. So it's funny.

The first I I remember it was January. He was moving back and forth, calling title, and then something else happening. And then he came over and said, oh my gosh. You got a cancer license right now. Stop being a realtor.

You're gonna be a wholesaler. I said, it's crazy. I go with my little tie. You know?

Ramon: He's like, get over here. I'm just

Rodrigo: I go to his office, and he opens a little weird Excel on his old computer. I'm I'm like, okay. What you doing now, man? And then I I was seeing him running back and forth all month long, and he's like, dude, all the the deals I've been working on is gonna close this week, all of them. So he had above a $100,000 in closings It's

Ramon: like you crazy. For wholesale.

Rodrigo: And I saw it, and I couldn't believe I was in shock. I'm a realtor. I was like, hey. He's like, I just made more than you in one month. And I was so shocked.

I'm like he's like, you know what that means? And I

Ramon: was just like His brain was rewired.

Rodrigo: I said, I know I have to, like, turn off my realtor brain and learn how to become a wholesaler. So I was just shadowing him for, like, for the next six months. It was, re Rewiring. Brainwashing my mind again.

Ramon: I took him to all the trainings in the country.

Rodrigo: And that's why I got to go to that training, and and then he was going to these, masterminds or or wholesale trainings around the country. Mhmm. And then we we don't have enough money, but he was like I told him, well, you go. You get all the information.

Ramon: I spent 50,000 of that 100,000 number on two day intensives.

Rodrigo: Well, he told me, hey. I I I don't have to go. You just get the information. Bring it back. He said, my fear is I'll get something else, and you will get something else.

Ramon: Or I'll miss something.

Rodrigo: So I need you to be the other person with the other mindset. And it was funny because we both took notes, and and I got something completely different with the systems. And you got something completely different, and then we're like, okay. We're good to go. But I really had to pivot my brain, you know, that whole fiduciary, you feel weird, and and, how to speak with the buyers, the seller.

How do you feel about making more money? And then, I know realtors usually they're like robots, you know, and then if you don't talk to them in a certain language, it's called the realtor language, and he's like, you know how to speak realtor. Okay. So okay. I'm on the phone.

Oh, hey. How's it going? And then just the realtor language. But I tell a lot of wholesalers, you have to learn their language and know their needs of a realtor. They're gonna be SPDSs.

They need a binserv. If you don't say addendums, they're gonna feel weird and get they're gonna say, this is fishy. I don't wanna work with you immediately.

Ramon: This is my solution to dealing with realtors, sending an send them an addendum followed by a cancellation letter. And he's like, no. I can call him now. I'm like, that's my I'm like, yeah. Let's do it a hedge fund style.

Send him the addendum

Rodrigo: And cancel it.

Ramon: By the cancellation. That's how they used to do to us.

Steve: Haven't there been situations, though, where, like, because you have your realtor experience, that has helped you on the wholesaler side?

Rodrigo: Oh, yeah. 150%.

Ramon: Can you get can you

Steve: get some examples of that?

Rodrigo: I advise a lot of people, you need to get your realtor's license. Just working with realtors. I mean, if you're talking about assignments and you don't know how to explain to them, if you're talking about how you're gonna get somebody paid Mhmm. You have to pay a realtor to through their brokerage. You can do it differently through assignments and all these other documents.

Ramon: That they feel like it's fraud.

Rodrigo: It's nothing like giving them what they want and how they want things presented because maybe they want it for their w twos or whatever their the main problem is getting paid. And if they're not getting these documents from you and you're a wholesaler and you don't know about all these documents that their file needs, they're gonna get pissed and they're never gonna work with you. So for us, we're very lucky to inform these realtors and teach them and they grew with us. And now they know that it's it's easy for them.

Ramon: And to understand what these documents are because I never understood any of that. Like, what I need this document for my file. What? Sign it yourself.

Rodrigo: And that's like that's how we created so many relationships with a lot of traditional realtors.

Ramon: This is

Steve: why I never brought you into my brokerage. Right.

Rodrigo: Right. Yeah. I had a I had a keep tabs on all that stuff. For me, it's always been continued education.

Ramon: Oh, don't do that.

Rodrigo: So much that, I learned the lending side, like traditional lending. I I even took all the classes. I never, like, finished the last test to become a loan officer, but I needed to know what lending was so I can don't screw up on the realtor side.

Ramon: Well, he's always studying. Like, he even took all the broker classes too. Like, he's always

Rodrigo: tired of learning more. All the broker classes. I just haven't done the test.

Steve: Well, the reason why I'm asking this question is because I have found it to actually be pretty beneficial. Right? Like, we're talking about, like, where deals get complicated on the wholesale side Mhmm. Like, really easy on the realtor side and vice versa. Right?

Like, there's there there you got properties. There there are challenges. Right? This could be a wholesale. This could be a traditional.

But I found there's certain instances even though even though it's a wholesale deal, like, oh, yeah. You just structure it this way. And these are things that I learned from the realtor side. And right now, I would say in this particular market, with the way things are going and dispo being more valuable than acquisitions, working with buyers all these years as a realtor, you understand the psychology, and you can explain it in such a way as, like, oh, yeah. That makes total sense.

Whereas before, you know, it was order taking. DISPO has been order taking for the last three years.

Ramon: Yeah. Like I drew And all the order takers are gone. Well, people aren't taking orders anymore. There's the worthy orders. They're not.

Oh, you haven't done deals in three months? Oh, I guess you were an order taker.

Steve: Yeah. Yeah. So I think that there's a lot of, valuable, translation skills right now.

Ramon: It's it's been interesting, man. But, honestly, people grow from it. You know? Like, even if things are going bad and difficult and people are in a tough situation that might have gotten purged during these crazy last few months, I mean, it all happens for a reason. Yeah.

Alright. Just because you aren't the right person for this doesn't mean you're not the right person for something else. You know? So people out there don't get discouraged, man. Keep going.

Hell, you know, everybody goes through that. It's just part of the growing process. I mean

Rodrigo: I think everyone had to lean up in the last months quick, and then, just Lean. It is testing the teams. If you haven't leaned up and there's still people that are order takers or just, you know, collected that check, you know, don't have them there. Don't waste their time either. For us, I always made sure that I was telling somebody why I I was giving them a certain type of advice.

Hey. What should I do? And then it'll be, like, a five minute whole conversation of why I I decided that so that they would learn. So we're lucky that our team, you know, stood with the with us, and they're still learning. But I on my realtor side brain, I tell them why I'm giving that answer so that they can choose, like, in on their own.

Steve: So I one question before we go to the audience. So you did not want to be in the news.

Rodrigo: Uh-huh. Uh-huh. Not for that.

Ramon: It was flattering at the beginning until they were chasing me. We know where you live. This is your address. Like, oh my god. How did

Steve: they go? I saw you again with your son and furniture.

Ramon: Here we go again.

Steve: So talk to me about that.

Ramon: Twitching again. Yeah. So I was in Vegas celebrating our anniversary. And at 10:00 at night, while we're eating in this fancy French restaurant inside the Wynn, I get a call from the police, and I don't answer because I'm scared. And so I hear the voice mail.

Steve: Is normally unknown. Right?

Ramon: Unknown. This is the cops for sure. And voice mail comes in, we have found your son speeding in your Range Rover through the neighborhood at over a 100 miles an hour. Like, oh my god. And so by this point, we already had gone through a lot of little issues with him as he's rebelling because of teenage years.

So the wife's like, you deal with it. You deal with it.

Steve: Probably not that different than you.

Ramon: Right. Yeah. She might. Well, maybe she would've done done a little bit different. So she's like, you deal with them.

Like, are you sure? Like, yeah. Okay. I show up. I say, okay.

Well, you don't wanna listen blah blah blah. This is what we're gonna do. You're not allowed to have anything anymore. So I gave all his stuff away. It was it was still crazy because the news got called by a neighbor or someone.

They show up. What's going on? And I made him write him a sign apologizing to the neighbors. I'm sorry. I was speeding to the neighborhood.

I was trying to shake it out of him because, I mean, like, if you don't shake it out of him, they it just it was going into bad sit in a in a bad situation. Like, they would bring him in the middle of the night because he was in a fight with somebody. I didn't even know he snuck out. It was just going from bad to worse, and I'm like, this is the wake up call he needs. So I give all this stuff away.

News shows up. It goes viral. I was getting calls from England, from every state of the country. Local, I was in every radio station. I was at talk of every radio station locally.

And all of a sudden, I was doing interviews nationally

Rodrigo: Mhmm.

Ramon: About this topic.

Rodrigo: It

Ramon: kinda backfired because I thought he was gonna learn his lesson. But then he shows up to school, and he's the most popular kid in school now. Miller. He was little little Tate.

Rodrigo: You know,

Ramon: like school. And so he was a badass. The bad boy. That's right. That's me.

I ride around in in Range Rovers. Now girlfriend and everything. Like, what did I do? Like, this totally backfired.

Steve: Didn't work?

Ramon: It did not work at right at the moment.

Steve: And

Ramon: now? Eventually, it did it did work. You have

Rodrigo: to go through things?

Ramon: You have to go through things, for him to grow and find his him his identity. Mhmm. And now he's great, great person. Like, we're but we had to go through these growing pains of him going from a kid to now young adult. You know?

But but yeah. No. That was great. And now we look back, and we laugh at it.

Steve: I mean, I I think it's awesome. Right? Like, obviously, it's complicated, potentially traumatizing, but we're doing our best as fathers. Right? And you're trying to instill values in your boy.

Ramon: Right? Somebody that doesn't care wouldn't do anything. Can knock it off.

Steve: And he's just, you know, he's just a teenager.

Ramon: Dude, you know how heavy that furniture was? I took off all that for the 2nd Story 2nd Floor.

Steve: Yeah. I saw. It was

Ramon: it was painful for me to drag all that down. But But

Rodrigo: he's not gonna be driving a 100 miles an hour. We're not residential anymore. Right?

Steve: Yeah. Yeah. So, we're gonna jump into the audience questions. Before we jump into audience questions, we're gonna do a quick commercial break. So changes in the real estate market has interrupted your business.

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