How To Wholesale In The Hispanic Market (Part 2)

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Sign up today at disruptors.com/salesdisruptors so that you have all the tools to crush it in 2023. So on, YouTube, we got Josue Sanchez. You guys know Josue?

Speaker 1: Of course. We know we know all Mexicans.

Steve: Alright. So they they like for you to sing something.

Speaker: Oh my god. Are you serious? He knows us that much,

Speaker 2: Oh, okay. He knows from the

Speaker: From the band days. It's about to

Steve: get real loud. Alright. Go ahead.

Speaker: Should we sing some?

Speaker: What do

Speaker: you wanna sing? The only

Speaker: one that you should remember. Or or anything else.

Speaker: Yeah. I guess we could do that one. Yeah. Yeah.

Speaker: Easier. Okay. Oh, there you go. Awesome.

Speaker: Little mob song from

Speaker: the back

Steve: of the day. That was great. I mean, I remember when you first, started working with us, and I was like, are you serious? He's like, yeah. And you sent me a video.

I was like, okay. He's serious. He is not kidding.

Speaker: We Well, we recorded over 30 albums. We toured the country. We we went viral for fighting famous singers on on TV.

Speaker: I think, we did the whole House of Blues tours, reality shows.

Speaker: We're playing arenas. It was crazy times, and then we quit.

Speaker: Yeah. We did.

Steve: Why'd you quit?

Speaker: Because we've realized unless you became super famous and we were just more like a supporting act for these tours, you were never gonna make more than, you know, like, what you can make at a normal job. Yeah. I think the most we were making was, like, maybe, like, a thousand each a weekend touring. So unless we got our major break, we became the headliner. We were which was fine.

Right? But once you have kids, family, things start happening. And, and then all of a sudden and let's see. We were playing mob songs, like, corridos and all these crazy songs. There's a lot of altercations Yeah.

Drug cartel style lyrics. There's a lot of altercations at the clubs that we're playing.

Speaker: We were.

Speaker: At one point places. The two sides of each side of the mob were here, and we're playing. And they pulled out guns at each other, and they were just on a face off. Everybody just pointing guns at each other. We're on stage.

They rushed us down from the stage. I was hiding behind people. Yeah. And then I was like, okay. Well, I guess I'm not doing this anymore.

And that was my wake up call.

Steve: Joshua Ortiz on YouTube wants to know what marketing form is working best for you guys in the Hispanic market?

Speaker: Facebook.

Speaker: Facebook right now. For for wholesaling?

Steve: Just for you. Yeah. For Hispanic, wholesaling in the Hispanic, community.

Speaker: For wholesaling, we we've we've trialed a lot of lot of things. You know, cold calling is always great, of course, and we've never stopped cold the cold calling. But Facebook, we've seen a lot of results in, and that just keeps consistent inbound leads coming in for the team. And I don't think we we've got some great returns with with just Facebook.

Steve: Wertal Lingus wants to know when's the next event?

Speaker: The next event, when Steve is is ready to speak at the next event. We'll have to coordinate. Oh. We'll see. Name the date.

Steve: Alright. You gotta work with Josh on that one.

Speaker: Boom. And that work with Josh.

Steve: So on Facebook, Scott Dawson wants to know, and I'm I can't read or I can't speak Spanish

Speaker: right now. Dawson. Woah. Scotty. Minnows.

Boom. What do the sharks eat? They eat the minnows. There you go. You have to evolve from minnow to shark.

Steve: Ian Ross, is that a mindset you've always had, or is that positively something that you developed throughout your life when we're talking about how you deal with adversity? Right? Like, you just you don't there's no struggle. You just keep going.

Speaker: Well, people have a a great opportunity right now when the chips are down. When the chips are down, you have the opportunity to become amazing. You don't become amazing when things are going great because anybody could be great when things are going great.

Steve: Right in the wave.

Speaker: You're right in the wave. But when the chips are down, that's when you grow. And when the wave comes back and things start because it's cyclical. I mean, they tell you in the front of the thing the packet, cyclical. Yeah.

They give you the code. Alright. So if it was great, now that means we're about to go to the other side. But eventually, it comes back around. And those that develop skills and have amazing processes, that have amazing people are gonna become one of the wealthiest people of all time because they made it through the good and the bad.

Yeah. But people quit during the bad. Oh, I guess it's bad. Let's see. What else do we do now?

And I get excited. When I started noticing this three to four months ago, I was like, the purchase coming. Purchase coming. A lot of people are getting walked out. Purchase coming.

And they did. A lot of people did couldn't make it, unfortunately. But the people that were still here struggling and fighting every day, like, we're getting stronger by the minute. Every war that we go into, we become stronger, smarter, leaner, faster. And, I mean, you know, that's how superheroes are made, through adversary.

Steve: Going to Ian's question, have you always had that mindset?

Speaker: I I think I think we have. I think we've always had it because first of all, we we came here illegally. We we used to be in horrible situation. We used to sleep in a in a family's trailer on the floor of their trailer, on a two bedroom, small trailer in the hood, Buckeye And 35th Avenue. We used to be the family that the church would come over to give food to Food to.

Yeah. Because they thought we were gonna die. We're the refugees pretty much when we got here. We sleep in crack houses, literally crack houses.

Speaker: He wanna make extra money or anything at all, so we had a just to wipe down the to clean the the windows for cars. They would've take me to one of the, like, the food cities. And then he's like, well, who's gonna want this? They're gonna say no. So he me and him were just washing all the windows.

We didn't care who which one it was. So when people started coming to their cars, we're like, hey. We just washed this. They're already washed. Is it up to them to give us money or not?

He's like, it's a numbers game. Let's just wash all the windows, and then we'll see who gets his money. They're it's already washed. They don't have to give us money.

Steve: So we already did it.

Speaker: So we're that family, man. We used to live in little one there were studios, and the church will come to our house and give us food because they thought we weren't gonna live because we had no money. Eventually, it got so bad that we couldn't even afford that crack house that the church took us in.

Speaker: We lived at a church.

Speaker: And we're living at the church for about a year with another family, and we're separated. Our bedroom was separated with curtains

Speaker: That's good.

Speaker: Like sheet bed sheets.

Speaker: Bed sheets.

Speaker: That's why they were separating our rooms. And we'd always be at the church grabbing the free food that they had.

Speaker: And renovations.

Speaker: That's where we lived for the longest time. So anything better than that, we're already winning.

Steve: Yeah.

Speaker: You know? We could never afford to to have a house. When we tried to buy a house, my parents lost it in o eight. And so then we had to go back to renting again, and it's just been a crazy roller coaster of highs and lows and

Steve: just trying. I really, love this this story here. You know? And I think, like, there's it's easy to say you guys had, an unfair life, but you have it you look at it as you have basically an unfair advantage because you can't be knocked down because you already been there.

Speaker: Where where where am I gonna end up? At the at the church? Yeah. You know, like, dude, it could whatever happens is always gonna be better than than we we've been at.

Speaker: And any anything that happens now is is just amazing. I I was seeing Ramon's little girl turned 15 and got her permit. So Ramon never got his permit until, like, he's, like, 27.

Speaker: Have papers on it.

Speaker: Papers. So It wasn't

Speaker: legal till I was, like,

Speaker: 24. With the permit. It's very cool because, like, hey. They're getting this other experience. But for us, we we didn't have any papers, and and we're traveling banned without papers.

Imagine that. So we're passing through all these states where there's immigration and deported almost a couple of times. And

Speaker: we got so lucky.

Speaker: It's just luck. When they stop you, they call immigration. Something happens, luck. They just let us go.

Speaker: My god.

Speaker: But, it's part of the fight. I mean, everyone gets their own, you know, go at it. You just have to make do.

Steve: Yeah. Richard Hicks, find it hard wholesale in Hispanic markets because they always have a family member who can fix everything. So I'm guessing this is if you're trying to buy a home from a Hispanic person. Have you guys run into that?

Speaker: Yeah. And that's fine. I mean, we know going into our strategy that 99% of the people that we talk to aren't gonna be qualified. Some people get stubborn and they try to sell a person that they shouldn't try and sell and the deal doesn't even go through, then we sit all the time. Like, we're just skimming.

Mhmm. Our our acquisitions people are just skimming. Go on. Do they do they fall into the criteria? Yes or no?

Speaker: Well, I mean, if they can fix everything, that's why you love them as tenants, usually, they'll just fix everything. So that's a that's a big plus.

Steve: Christian Hernan on YouTube from Memphis. Have you guys done business with Valentin Trujillo?

Speaker: Valentin Trujillo?

Speaker: Done a deal, but we know him.

Speaker: We we know. Yeah.

Speaker: We know.

Speaker: Because he's Mexican. So right? Yeah.

Speaker: We got

Speaker: you. We we got the same Mexican monthly meeting.

Steve: Steven Collar on YouTube. When we sell the market, we give them a cheat sheet in Spanish with contacts and HVAC and hard items. On, Instagram, Paulina, as a buyer, should we talk to lenders as well? So I guess if they're buying properties from other wholesaler, should they be talking to lenders?

Speaker: Oh, yeah. They should be talking to everyone. For sure. But especially lenders, they they're hustlers too. They're trying to get paid too, so there's so many opportunities.

Steve: And the

Speaker: thing is you're if you're buying, you wanna meet these lenders to know there where you have somebody prequalified, and then you could just skip the whole realtor thing in the middle.

Steve: Yep. And then Daniel Quijana says I need to bring more Latinos on the show.

Speaker: So

Steve: I think we have a good amount. I don't think we discriminate. Right.

Speaker: The thing is that Latino?

Speaker: I I I think it is not so much that to bring more on is that they haven't got enough education to to become wholesalers.

Speaker: Mhmm.

Speaker: So, obviously, seeing our events, you're getting more Hispanic, realtors that are starting to become wholesalers. So it's more of a there's not enough of them out there. Maybe that's that's the situation.

Steve: Well, I think, you know, what you guys are doing with Carlos, right, with Carlos Reyes

Speaker: has done. Right?

Steve: I mean, I think they're they're lifting him

Speaker: Yeah.

Steve: Up pretty well. Is that Victor? Right? Victor wasn't here, not that long ago. I I think I'm just gonna say, Daniel, you're just wrong.

We're just gonna leave it at that.

Speaker: There's been at least two. Come on.

Steve: I have one friend.

Speaker: I have

Steve: that one Hispanic friend. So Edwin Rodriguez on YouTube. Are are you talk are are you guys referencing hard money lenders? Were you guys talk talking to lenders? So can you clarify?

Are you talking to regular mortgage lenders, hard money lenders, or less?

Speaker: It's it could be it it's all of them. I mean, you can't discriminate. Oh, this is a hard money lender, but they also usually do traditional stuff too.

Speaker: I get deals from hard money lenders all the time because they're taking houses back too sometimes. Hey. They hit me up. What can you move this one for? I'm taking it back from this guy.

Or they'll have investment properties too. Are you looking for

Speaker: one of those? Lenders are savvy, man. They start doing traditional for the family and then they start offering hard money lenders, but then they have a real estate license and then they're investors themselves. So many people would disguise themselves as, I am a realtor, but you don't know that he's also a jiu jitsu master and then he's a plumber and then he's a scientist and but a lot of people, you have to ask those questions. Hey.

What else do you do? Mhmm. And it just opens up this huge thing.

Steve: And then Reshnikko on Instagram. Are you guys from Vegas?

Speaker: We are. I wish. I mean, I won't come.

Speaker: I'm from Vegas now, man. I I'll qualify for that.

Speaker: Honorary Vegas residents. We we used to fly to Vegas every weekend. We went on a three month Vegas binge where every weekend we were in Vegas. 100%.

Steve: For

Speaker: Hanging out.

Speaker: I love, Texas Hold Up. Get the cars gambling. But it's not even gambling if you know what you're doing.

Steve: Who's better at poker?

Speaker: Oh, this guy for sure.

Speaker: I mean, when I try, but

Speaker: I will lose less, but he's better.

Speaker: I don't I don't know that I'm better. I mean, if I try, I can be good, but we put these poker games together with some of your friends.

Steve: I know. You text me about them.

Speaker: Yeah. Yeah. And I've never won.

Speaker: I'm luckier, but he's better.

Speaker: I've lost thousands and thousands, maybe 20,000 already in

Steve: So you're just advertising for this event is what is what I'm hearing right now?

Speaker: Well, well, this is the thing. We do deals with a lot of the guys that play poker. So I'm like, yeah, I lost 20, but I made, you know, this amount by doing deals with this. Well, this is

Speaker: a guy that he's read, like, so many books on poker and tales. What how how do you bet? Doyle Brunson's profile. Helped him with his sales skills. Like, how much you bet, how much the pressure person

Speaker: is Dan Harrington.

Speaker: And then you get a bunch of, tales on people, so he definitely knows his stuff. And he'll risk more be based on that information.

Steve: So you just listed. Right? So you said Brunson Phil Robinson. Harrington. Sklansky.

Speaker: Phil Ivey. Phil Hellmion.

Speaker: Daniel Ivey. Daniel Ivey. Daniel Ivey. Daniel Ivey Ivey. Daniel Ivey Ivey Ivey Ivey Ivey Ivey Ivey Ivey Ivey Ivey Ivey

Speaker: Ivey I He used to like Phil.

Speaker: I mean, Phil Ive is a beast. You know, he's by the GOAT.

Speaker: Phil Halmi is used

Speaker: to love that guy. Entertaining.

Speaker: Because he he phones aces and he shows them, hey. Look. I just folded aces. It's amazing. And he used to do that back in the day when I used to play with him, like, to other people just to say, I know what you have.

And he's like, look. I have aces and you probably have this. And he he calls people's hands. Hey. You have that.

I'm like, how do you even know that? He's like, well

Speaker: Probably Daniel Negreanu. I mean, he's the most likable guy.

Steve: He's definitely the most likable guy. But I can see a lot of Phil Hellmis in you. Right?

Speaker: Do you

Steve: do you scream with someone for playing ham poorly?

Speaker: I tried That's probably the mouth.

Speaker: Right? The mouth.

Speaker: Probably my mouth smells out. You used to to play professionally as well.

Steve: Sort of. I played Uh-huh. And I would always do well in the local game and donate in Vegas.

Speaker: Oh, man. Yeah. That's the issue there.

Speaker: There's nothing more in I I love I love, playing above my level of comfort, and that's the only way

Steve: I get excitement.

Speaker: That's crazy.

Speaker: I I sat down at a big game in Vegas with $3,000, and I called that the big game Mhmm. Of the Bellagio. Then the guy next to me sits down with 30,000, and then the guy to my right sits down with 40,000. Yeah. And I'm sitting here with 3,000, and my heart was pounding every second until they took me out because I it wasn't enough.

Speaker: It was

Steve: last year I sat at a table. It was a twenty forty. Right?

Speaker: Yes.

Steve: Twenty forty no limits.

Speaker: That's the game. Right? That was the place.

Steve: Yeah. So I sat at that that game, and I was like, okay. Like, this is entirely uncomfortable.

Speaker: So uncomfortable. It is.

Steve: And I look over here

Speaker: loved it.

Steve: And there's, like, a half million at the table next to me. Right? Like, it's

Speaker: It's still there.

Steve: Alright. Well,

Speaker: that's how you get the adrenaline

Steve: part. Completely inadequate.

Speaker: Well, he was driving me to Vegas since, I think I was 18 or 19 or 20 with fake IDs. We're all just going to Vegas and playing.

Speaker: Well, this is the thing, though. I have, my little vision board kind of notes, notepad of things that I wanna accomplish or happen as a as a carrot to get to the next level. And so, you know, one of them was when I get to a $100,000 in the bank account, I'm a buy myself a watch. Right? Like a like a decent, not something crazy.

And so like a $5,000 tag carrera. Right? And so I I got it. But I have a list. Okay.

When I get to 200, then I'm gonna buy this other thing. 3, and I have it all the way up to, like, 5 mil you know? And so at every level, I have something that I wanna do. And I think at the, like, the 3,000,000 level, 5,000,000, something like that, one of my to dos as a marker to to stamp that moment is to buy into one of those big games in Vegas to Bobby's room, you know, with, like, a 100,000. You know?

Like, that's that's gonna be, like, the marker at that level. It's got, like, a carrot too. I always keep trying to chase for more.

Steve: Yeah. I'm with you on that. I haven't pulled the trigger yet on the world series.

Speaker: That's also on there, you know, 10 the big day. I mean,

Steve: a cent thousand just throw away because you know you're gonna get crushed. Right?

Speaker: Yeah. I mean, maybe a satellite. You'll play some satellites on the I

Speaker: would just go straight. Too. Yeah.

Steve: Yeah. But that's the story on the Danny Kehana wants to know, hard shell or soft shell?

Speaker: Tacos? Mhmm. Soft shell, baby. Come on now.

Speaker: Dude, hard shells?

Speaker: Hard shells. I love

Speaker: hard shells unless it's, like, authentic Mexican tacos.

Speaker: Tacos or ras?

Speaker: It has to be a soft shell, like Potato.

Speaker: You know? Soft shells. That's what it's about.

Speaker: Hard shell potato. Taco barrel or Del Taco. That that's what I would ask that guy. What? Taco Bell or Del Taco?

Steve: Del Taco. Neither. Neither.

Speaker: I mean,

Speaker: if you're already there, I

Speaker: mean Del Taco.

Speaker: Del Taco. And the steam collar

Steve: says Wells Fargo is now doing ITIN loans. I had no idea.

Speaker: Oh, nice. That's cool. Cool.

Speaker: Sorry about what happened with Wells Fargo, by the way. I Oh, wow. I was there right before it happened.

Speaker: Didn't they,

Speaker: I ran right before all the Wells Fargo things were happening.

Speaker: Right now? Well, they fired what No. No.

Speaker: No. A couple years back, I was doing so much business with in Wells Fargo.

Speaker: Yeah. It changed all the comp plans.

Speaker: It changed all the comp plans because of what certain individuals.

Steve: And the Russian is, Nico, what's your sweet spot for days of close, close to escrow date from purchase date to, on their agreement? So how much time do you give yourself to close?

Speaker: A lot. Nowadays, you have to give yourself thirty days. Even forty five, people used to pull the trigger. Hey. Three day close, four day close could be because you're fighting with so many other wholesalers.

But now most of the wholesalers, you know, they either stopped or they're not getting enough deals. Now you can be picky as a buyer. So, you know, be as picky as you can. Give yourself ten day inspections. We're doing that on all the deals.

Hey. Ten day inspections, thirty day close.

Speaker: So we're not

Speaker: even we're we're not giving them closing costs either Yeah. On these cash offers.

Speaker: We used to.

Speaker: Yeah.

Steve: What's your favorite listings? What's your favorite list of cold call, Juan Martinez?

Speaker: I'll be honest, man. We haven't really looked into list in a while just because we we downloaded all Maricopa like everyone else and purchased.

Steve: Jared just gave it to just split it to everybody.

Speaker: Yeah. There you go. He sold it to a guy that sold it to us. And so everybody has the same context. So we left it on play and just let it run forever.

Speaker: It's crazy that people are making money still on that. Like I have a guy that he's like, I'll show you this list.

Speaker: 5,000 o.

Speaker: And they're still reselling that same list, like, thousands.

Steve: You're wholesaling a list or you're flipping

Speaker: a list.

Speaker: But, I mean, if I had to go back to my days when we were doing that, liens. Liens have always been amazing for us. Every new state that we go we go into because we tried a lot of states and we were getting deals in a lot of these states. It was liens. Like, we would always get a deal through liens.

But right now, we have the cold callers going, but it's just on autoplay. Sometimes we'll get a niche list of something and we'll target a certain area. We'll adjust it for just a minute, but then we'll just put all play on all

Speaker: and Just call everything.

Steve: I still remember. It was back when we were, working with you guys, when we were coaching you guys. One of your guys was texting me.

Speaker: I remember. Oh, yeah. I still remember that conversation. I was

Steve: like, who do you work for? Like, I this script looks very familiar. Yeah. Who do you work for? Oh my gosh.

And so I I booked the call with you. You didn't know who it was. That was classic.

Speaker: That was awesome. Yeah. It's it's it's cool when you like, you'll call people out, and then they're like, is this Ramon? Like, I get hit up all the time to sell houses. Like, people, hey.

You wanna sell your house? But, hey, bro. If you have any houses, let me know. I'll help you move on blah blah. And guess what?

Maybe I'll put you on my bed. They're like, this Ramon.

Speaker: Yeah. I'm

Speaker: like, who is this? It's me, man. Michael. Michael. How's it going?

Because everybody knows everyone in town,

Steve: so it's

Speaker: just it's awesome.

Steve: Well, I think you the way you carry stuff is obvious. Right? We can say, oh, this is definitely Ramon.

Speaker: Is this Ramon? Like, oh, that's the best.

Steve: On, YouTube, Cisco Luna wants to know what country is next?

Speaker: For what? What country is next for travel? Mhmm. That's a good question, man. I just got back from Dubai, a couple of months back.

Amazing. Amazing. I got hooked up.

Speaker: I'm loving Mexico for some reason now. I we we weren't traveling that much of our own country, just because of the the myths of all the cartels, crazy stuff like that. So I was always a little bit scared of that. But recently, Ramon's been taking me to, like, Vallarta. These places are amazing.

Like so Mexico is definitely I

Speaker: think Dubai Dubai is probably next. Because my dad always wanted to go to Dubai. And we had Dubai already booked Oh, yeah. Be COVID, and then they canceled everything.

Speaker: Our next trip is Dubai.

Speaker: We already have Dubai if we wanna make that happen sooner or later.

Steve: Besides financial freedom, what else do you guys love about real estate?

Speaker: I love that it always changes. It's like you're trying to control it and master it, and then, like, it'll humble you in a minute. When you feel like you're the the genius of the world, then you feel also like you're the dumbest of the world at the same time when something because there's so many different scenarios. And when you think you got it, then things shift. And all of a sudden, you have to play another human that you never knew you needed to play.

Mhmm. So it's always humbling you.

Speaker: The change opens up room for new people. You know?

Speaker: There's always new faces and new characters.

Speaker: So that way, the people that's been here for a while, they gotta pivot Mhmm. Or they're gonna,

Speaker: you know, get canned. And also helping your friends get to that next stage. Because I'll be talking to people. Right? And they'll say to me, hey, bro.

Remember when I was at your training? And and I'm like, you were on my training? And they're like, yeah. I'm like, oh my god. It worked.

Yeah. Yes. You know? Because sometimes you feel like they didn't help anyone. You know?

Because sometimes we get information, try to do do these little pop ups and help some people out. You don't know if it really helped. But then once you see a good majority of the people that were with you through those times do deals and they're still involved, like, oh my god. I think some of the stuff that we're sharing actually work with people.

Steve: Well, I mean, like you said a moment ago. Right? Like, I had no idea, like, my meetup was your first event.

Speaker: I was yeah.

Steve: So that's awesome. Great food.

Speaker: I love those those sliders.

Steve: I also love those sliders. What is your what is your why?

Speaker: My why, I I think with with kids, it's crazy because, like, all your whole life, you design it around your kids. I remember five years ago, I was thinking, oh, my daughter's 10. Oh, five years that she needs to do her quinceanera. I didn't have money, like, ASAP in the next couple of years. At least in the next three years, I didn't have money because that's expensive.

It's gonna be 20, 10, 20 I don't know how much it is to do that. So my wife was that. And all of a sudden, like, I was on go go go mode because I need to make money for that because I'm like, how am I gonna pay for it if I had no money to live? And so I think your wife as long as you have kids, there's always something linked to your kids. I mean and your family.

That that's really that's really it for me.

Speaker: For me, it's just time. Very conscious of time, different, rhythms that you have at different ages. If I get to be, like, 60, 70, it's gonna be a different rhythm. I don't wanna be clubbing Perez at, you know, 80 years old and dancing. I just wanna I I know that certain age ranges, I can do different activities.

I just wanna experience those at different levels as well. If I go to Perez now, I'll be hanging out at club. But if I go to Paris in in ten years or twenty years from now, it's probably gonna be having a cafe and something chill. But I just wanna experience a bunch of things that I like personally, artistically, see all these monuments now, and just time, you know, enough that I can.

Speaker: And I think there's some people that aren't conscious that there's different seasons for everything. Like, some people's waiting for the the hole that I hear all the time, delay gratification. Delay gratification. Well, the guy had told me that died six months later when I first was starting to make a little bit of money.

Speaker: That's a good one.

Speaker: So I think it's how we were all raised in our environment. If the guy tell you to delay gratification, die six months later of some crazy cancer that hit him, guess what I'm gonna do?

Steve: I'll delay gratification.

Speaker: I'm not gonna delay gratification. No way. The guy that was preaching that to me died six months later. Like, real story. Good friend of mine.

So that's that was my environment. That was my surrounding. So guess what? I'm delaying nothing.

Speaker: In Riali. How much money do you really need when you're 80? You know? You're not looking for millions to survive. You're just sitting.

You can barely walk.

Speaker: I'm just trying to get all those experience in, because guess guess when I'm gonna sacrifice? When the kids are grown up. I have all that time to sacrifice. I wanna be a workaholic. I'm gonna do it when they're not around.

Speaker: And and the best thing you can give your kids is not money. It's it's information. You teach them. You show them how to open up a bank account, how to better their credit, how to buy their first investment. All that shit's free if you already learned it.

So So you don't wanna give them the money. You want them to make the money and feel happy that they created money on their own. And now they're hunters, but if you wanna leave them a million dollars, you'd be be scared that they're probably not gonna go the right direction.

Speaker: I think I a great book on that topic, if anybody wants to to to read, which is great, is, die with zero. I don't know if you've read it. We don't

Speaker: know if it's Yeah.

Speaker: Die with zero really puts it into perspective of how important, you know, memories and and all these experiences are. And he calls it memories are the currency of life. Mhmm. So that's definitely a book that I'd consider, like, an audible. For sure.

It just puts things into perspective on how time with money and experiences means different things at different times of your life.

Steve: I didn't get an answer from you that I recall. So besides financial freedom, what else do you love about real estate?

Speaker: I mean, that I'm able to create stuff from nothing. I have a choice in how much I make or how much I can evolve myself personally. With my nine to five, that was a thing that I just hated. No control. I already had my whole future planned out, 65.

Quote was gonna keep moving up, but it just felt like I was working for the the machine. You know, I can my mind is about creating things, and and it was already written for me my whole, my whole life. So just real estate gives me, a canvas. You know? How much do I wanna create?

And it's always testing me because I'm very conservative. Buying the Lambo gave me a heart attack. I didn't want to buy the Lambo. I wanted it, but in reality, I didn't care for that heart attack of, oh, why should I? I don't deserve this.

He always tells me, I'm push harder and get things that you feel way uncomfortable. And he the second he knew that I I was, like, freezing up when he told me, hey. You should get a Lambo. I was, like, screaming and yelling. I don't have nothing with that.

And then once I got it, I overcame that fear of of buying something expensive that in my mind, I was locked. And that helped me now because Ramon's like, oh, we should get a jet. On on

Speaker: that note, I think Lambo owners should become a protected class because we get so much crap from everyone. Those people with Lambos. Like, we

Steve: get so much crap from everyone. In that category.

Speaker: So much crap from you. I'm like, dude, I don't even wanna drive. I feel horrible.

Speaker: And the funny thing for the Lambo, I've I've had so many people drive it that would have never driven one, even our the guy that does remodels and little kids and stuff and The people sign up. So many people have been in the car and just, you know, it opens up dreams for other people. I'm like, hey. If eventually I don't have it or something happens, I I'm gonna let everyone basically feel that experience for one second.

Speaker: Here here's my excitement, something that I've never really talked to anyone about. I'm excited that whoever comes across our business or works within our business, I'm excited to know that they're gonna have a better future. Right? Just because somebody's working with us right now doesn't mean that that's the end. Right?

Everybody that's working with us is learning continuously, and, you know, it's only a matter of time. It's all it's all a school. You know? Instead of them working for somebody that where you're just inputting data all day long, you can't grow from that. But seeing us on a day to day basis, seeing how we can make a $100,000 from thin air, that is real life experience that somebody's taken and is jotting down.

And, you know, that's just exciting for me. Like, I'm I'm changing somebody's life at some point, and it's like a real school. I mean, you know, I'm sure people being around you all day, they're taking all the things that you do on a regular basis that makes you successful. So for us as well, people that are around us, they're seeing how is it going. They're seeing how we handle different aspects of the business.

So it's like one giant school.

Steve: Yeah. Well, that's powerful. What is your biggest struggle right now?

Speaker: What do you mean?

Steve: Biggest struggle. What are you dealing with right now?

Speaker: I've became some kind of workaholic, you might say. I don't really enjoy, taking so many trips as of now.

Speaker: He doesn't he doesn't enjoy not working.

Speaker: Yeah. Ramon gave me a cat, and then I couldn't I am like, I can't take care of this thing, man. Like, he's like, you need a cat because, you know, you live alone. But I I love what I do right now, and I have to, like, take the foot off that, you know, pedal. But, just spending more normal time doing other normal stuff, but I like to work right now.

And and I told this guy, hey. Right now, I love being a workaholic, and I'm gonna push this thing, and we're gonna be keep doing great.

Speaker: You you know you love what you do when you're done at the end of the day, and you feel weird. Like, you feel out of place because you're not doing that. Like, you're only supposed to stop. And, hey. How's it going?

Speaker: There's a break. Immediately.

Speaker: Or, like, the weekend. It's Friday.

Speaker: No. No. No.

Steve: No. That's not exciting.

Speaker: But then you start thinking, oh, wait. I'm getting inbound calls, so I'll I'll send it to the team if things are happening. So you're sort of, like, cheating and still working a little bit.

Speaker: Yep. And and it's not I think he's asking about struggling how to get deals and stuff like that, but I've always been with the community. I was I had different, marketing within the community, which is just, just flyers, talking to realtors, talking to lenders, talking to anybody. Business owners are big ones that buy from us. So, on that side, we're we're okay, I think.

Steve: What's your biggest struggle?

Speaker: My biggest struggle, you know, as a as a business owner, you know, we we have a huge responsibility, you know, to people that work with us, that look up to us. You know? There might be people I don't even we know personally better on our journey that want us to succeed, maybe that wanna have the same life at some point, that wanna do the same things for for their family. So my biggest struggle is trying to become a better person, trying to be have a better company, trying to have better processes, trying to find the next niche marketing to try to optimize the machine, trying to lean up the machine. I mean, there's so many things that we need to work work on as a business owner because there's a lot of people behind you, like, saying, I'm still here.

You know? Like, so sometimes we we lose sleep trying to become a better person, and, I think just that alone, it's a huge struggle to try to become better every day. So so that way, people feel like they're in the right team because there's nothing worse than, you know, people saying, oh.

Steve: Is there an example recently where you felt like you struggled here?

Speaker: Yeah. I mean, in the last four months, you know, during the whole shift, you know, we were doing 20 to 30 deals a month. Right? And as a business owner, okay. Great.

Everything's going great. So I don't really look under the hood that much. And then we went to zero deals for, like, sixteen days. Real talk. Zero deals for sixteen days, and we've that's never happened.

We usually do two, three deals a day. And so I'm like, okay. Well, let's look under the hood. What's going on? So I started running numbers, who's did so many deals in the last couple of months.

Blah blah blah. We started looking, and there was a lot of things that weren't really going that great internally. But because we're doing all these deals because of the order taking, it felt like everything was right. So I was like, don't mess with anything. Like, even if people aren't doing that great.

And so I think just looking under the hood and realizing that all these different things shouldn't be that way, that was a struggle for me to readjust as quickly as possible.

Steve: What were some things that weren't going the way they were supposed to be going?

Speaker: Well, I mean, we had people that had done deals for three months.

Steve: On your team,

Speaker: on my team. I think

Speaker: it's the the market shift. So I've always known that in real estate school, they say every six months, the market shifts somehow. So, I mean, we, as the owners, have to change the knobs. Mhmm. Okay.

This is the new formula. So we were quick about that. But that was

Speaker: the thing because it was the three months when things went the other other direction. Hard. Hard. Hard. We're people we're having people that were doing $1,015,000 a month commissions.

All of a sudden, you know, some of them were doing maybe, like, half, and then some people were having seen it, but they were salary too. So making those decisions were the most difficult. I know for Annette, because Annette's the dispo manager. Thank god. So she was the one that had to do a lot of tough decisions.

Conversations. But, Annette, I

Steve: can see that it's touching you. Right? It's affecting you. Yeah. So, like, what was it specifically that, like

Speaker: Well, letting people go because the people that you hire are amazing. Right? Because for you to hire someone, you have to know that they're better than you. Mhmm. And so all the people that we hired that we had to let go, I knew they were amazing.

They were way more qualified. Someone had PhDs.

Speaker: And

Speaker: so for us to make those decisions, have to readjust, it was it was very tough. And because we knew they were amazing people, but they were amazing people in the wrong time, in the wrong wave. Or maybe if they would have more time during the right time, they would have grown into these other people. And it was either make a business decision or have your business go in the red very quickly, and then we might not even be here at this point. So, I mean, you've seen Facebook.

They're, what, laying off, like, 11,000 people right now.

Steve: Heard something about that.

Speaker: Yeah. So, I mean, you know, it's it's adjusting. And for us, we're we're a small company. Right? We're, like, 12 people.

Yeah. But we had to make these decisions very quickly in those couple of months in order for us to still keep a profitable, you know, lean business. So that that's that's very difficult because, I mean, every single person that we work with were amazing. Yeah. Yeah.

Steve: What is your superpower?

Speaker: I think my superpower is not being too attached to anything, to processes. Like, we will change our business model by the drop of a hat. Sometimes people take too long to adjust, and, you know, we would have taken an extra month, an extra two months to adjust. That would have been horrible. Can you imagine, like, at some point, like, your business is not even profitable?

You know, you're dipping into other forms of income to keep it going. I think being able to adjust is is a is a good superpower because companies have gone out of business. People that you've had on this show might not be around at some point now that we know. So and that that might have been because maybe they didn't adjust as quickly as possible. Maybe they had businesses that are way too big because it looked amazing to have a whole boiler room of people.

You know? And and I think that, you know, just being able to adjust is what's been able to keep us. We went from a lot of people to just a couple of key people, and we're still here going. And now it's turning around. I mean, we had one of our biggest days yesterday.

Right? Yeah.

Speaker: Like, weeks.

Speaker: We threw in, like, 30 in Got it.

Speaker: A couple weeks.

Speaker: We we've gone in a couple of weeks, which is, like, bare, you know, 5,000 assignments, 10,000 assignments. And yesterday, we threw in, like, 35 ish thousand dollars in one day so that we saw again, like, okay. Here we go.

Steve: How about you?

Speaker: It's it's where we keep pivoting. And for for Ramon, I think his superpower is more of a he'll he'll, assume that things are going in a certain direction and plan for them, and he already knows they're gonna happen. It's kinda weird. He always says, okay. We're gonna do this, and then we're gonna get all these trips.

And then, oh, well, what are we gonna do is we have to allocate some money to that. Oh, we'll get it somehow. Don't worry. And then it just happens. Like, he's always done that.

It was like even with the flips. He just assumes that things are gonna work out, and then for some reason, it's like magically, they just work out. Like, this pivoting, he assumed, well, you'll find a way or you'll you'll get an ordeal. We'll we'll get an ordeal.

Speaker: Hang in there. Hang in.

Speaker: We'll hang in there, and then we find a way again. And then we find a new way of working this new market.

Steve: What is your superpower?

Speaker: Superpower for me is, thinking. I just stop and think. That's what I tell him.

Speaker: Yeah. The highest IQ in the office, by the way. We took IQ tests, and I was

Speaker: It's not that high.

Speaker: I was, like, 30 points under his. There's other And he was he was pretty

Speaker: Well, they're kind of in the office, but, I mean, there's other people there.

Speaker: Well, now there's people with higher IQs, but that's the thing. Like, IQ doesn't necessarily mean you're gonna be successful. No.

Steve: It doesn't.

Speaker: You can have a high IQ and not be successful in a role. You're just probably, like, in the long run.

Speaker: We we, know what type of IQ is the sales side of it, and they're gonna be great. But, usually, if you're very high IQ, you're not gonna be that great of

Speaker: a salesperson. Middle IQ to be a good salesman. Because if you have too much of you, you overthink too much. I mean My

Speaker: whole thing is stop and think. And then if we all decide this is great because, we also have to think, well, why isn't it great? You know, give the other side an option as well. Why shouldn't we do this? Why isn't that other option better?

Not not a fighting shot.

Speaker: Now to be fair, for those people whose businesses aren't doing that great right now, maybe they put a pause on it, it's not the end of the world. Right? People always start it again. Maybe it's taking some time. So I think that's the beauty of real estate.

You know, you you hit a roadblock. You could always take time to reassess and reinvent yourself, maybe look at other strategy and and go back and do it again, and then maybe become successful again. And and I think that's something that sometimes people might feel like, oh, I failed. I'm never going back. No.

People can start again tomorrow. Yeah. Start new strategy, show up to the events again, and get the ball rolling. I think having the connections is probably the most important thing. If somebody already has the connections, I mean, it's easier for people to

Steve: pick it back up. Much easier. Dan Quijano is questioning or disappointed with how his name was spelled. So, what we need to do is you need to become a superfan and tip, and then maybe our guys will spell your name correctly next time. What book have you gifted more than any other?

Speaker: The Richest Man in Babylon. It's such a basic book of just basic laws of business, and it talks about, don't do things that you don't know anything about. You know? If you don't know something, hold up and wait till you know enough about something because it's more likely it's not gonna work. I don't I don't know about Dogecoin.

I don't know about these other things. You know, if people lose money and things that they know about, imagine going into things that you don't know about.

Speaker: I don't get advice from a bricklayer on Dogecoin. Like Exactly. They break or do you know so much about Dogecoin? Or

Speaker: Exactly. So just stay stay in your lane. That that book is is so clear. It's just some basic fundamentals.

Steve: How about you?

Speaker: What was the question?

Steve: What book have you gifted more than any other? Okay.

Speaker: So, this is not a book where it's about business or anything like that, and I've always remembered this book. Actually, the first book that this guy gave me, it's called The Giver. Mhmm. They made a movie on it, and it's I always compared that even today of life. It's just a book where everyone sees everything in black and white, and then for some reason, one kid is able to see in color.

And then he starts seeing how amazing the world is, and it doesn't have to be structured, and then you can think for yourself. And it's a big like, a big brother type kind of book. And, that's how I see just life in general, you know, try to see things in color because we might all be seeing everything in black and white.

Speaker: I think another great book is, how to how to win friends and influence

Steve: Oh, man.

Speaker: People. That's a really good book. Yep.

Steve: So I want you to think about last thoughts I wanna leave the listeners with. Make a couple of quick announcements. Guys, if you got value today, please like, subscribe, share, comment. We want to help reach more people, and I think, you know, there's incredible value given here today. Only see 24 thumbs up, but 47 watching.

I'm not as great as math, but I think, you know,

Speaker: it

Steve: could be a little bit closer. And then we do have our live sales training event. If you guys are interested, go to millionairesupport.com. Talk to my team. We'll get you set up.

And tune in next week. We got Chad Young. I'm excited to have him on the show. So what are some last thoughts you're gonna leave the listeners with?

Speaker: I think you guys need to surround yourself with amazing people. Follow amazing people, see what they're doing. Just surround yourself by people that that are doing better than you, because ultimately, you know, that'll that'll make you into the person that you wanna become. You know? You've always had your slogan.

I'm on the journey to create a 100 millionaires. And I was like, oh, cool. I wanna become a millionaire too. You know? And then I was like so then you start thinking in in the subliminally, you know, you now you're I'm listening to you say that over and over and over and over.

All of a sudden, you become a millionaire. And just because of you listening to somebody that makes me well, how do I be you know, how do I become a millionaire? How does that happen? Initiate. And just by surrounding yourself by people, eventually, somehow it happens.

Like, overnight, some things do go right, but you imagine if I wasn't even around that or listening to that? Or, sir, I wouldn't even For sure. Thinking of that. But you mentioned, oh, I'm gonna create a 100 millionaires. I'm gonna go I'm gonna and I was like, oh, I wanna become one of those.

How do you sign up? Sign up for your course. Kept going, kept trying, never gave up. You know, we all get a turn. I know eventually something good happens.

Speaker: Mhmm.

Speaker: And sometimes it's like that one mob guy, you know, just outlasts everyone at some point, and maybe he'll make it.

Speaker: Frenzine? Are you still You

Speaker: just just stay stick with it. Everyone. This guy's still around? Oh, cool. What are they doing?

Steve: Are you saying you are a millionaire?

Speaker: I'm saying I have properties that

Speaker: Asset wise, I mean, you're a millionaire. Yeah. But I mean, what's Alright. Close to

Speaker: close to multimillionaire. You're a millionaire.

Speaker: Maybe last year, multi, but now the properties went out.

Steve: So Everybody. Right? Definitely gotta talk to Josh about that after the show. Last thoughts you wanna leave everyone with.

Speaker: So, I'm a believer of working with people that don't know much but have a lot of energy.

Speaker: Mhmm.

Speaker: I it's harder to work with a person that's already a millionaire and already does this thing, and he doesn't need an extra 10,000, an extra $5,000. So I always pride myself in, helping someone that has the energy and will commit a 150%, to this industry. For example, I've paid for licenses for friends that are we're doing deals now. Like, I told, hey. Do your real sales.

I said, oh, but I wanna wholesale. And I'll get your license, and then they'll they'll show that you actually have the initiative to get a call. Hey. I got my license. I'm like, oh, shit.

This guy really did what he was gonna do. But, people don't understand that when you work with new people, they haven't made a million yet. So if they're the ones, they're the Ramon, the new Ramon that he's gonna make a million with you or without you, I wanna help you out. You know? If you're new, you don't know your stuff yet, all you need is be pointed towards the right direction, you know, definitely, reach out.

I'm I would I'm I am gonna tell him, hey. Get a real real estate license or start doing these activities. But I work with a lot of new people.

Speaker: And he does take time to speak to people, and he listens to them. Like, for me, I'm the one where I'll swipe up, like, the more

Speaker: He's generation, TikTok swiper.

Speaker: Yeah. Every three seconds. Listens. You know?

Speaker: You know, me and Ramon, I can only talk to him for five to ten seconds, and I stop, and you're turn. Because he will get bored. He'll fall he's like, oh, okay. And he's gone. So I understand that about him.

Annette does that a lot. She gets bored. But that's a TikTok generation story.

Steve: Set a record for for for holding his attention.

Speaker: Yeah. It it's very tough, but, I mean, that's how it is.

Steve: How can someone get ahold of you?

Speaker: Phone number, you can just call me out at (602) 405-8318. (602) 405-8318. We also have the Instagram, Rodrigo, wholesale sharks.

Steve: How about yourself?

Speaker: Yeah. Instagram is probably probably the best way. Wholesale Sharks, pretty straightforward. Man, before you wrap it up, I just wanna say thanks, you know, for having us for having us here. This is definitely, one of the best experiences we've had, and this is definitely up there with our wish list and our vision board.

You know? I drew ourselves like this. I painted a canvas of us sitting here. Believe it or not, I'll send it to you via mail. And so now to be here is definitely, a great great experience.

Speaker: Well, if Ramon would have told me when we went to the first disruptor, which was my first event, I I wouldn't believe them. Like, hey. One day we're gonna doesn't make sense.

Speaker: Like Because you're the new guy, and all of a sudden, you see all these people have made it. And like, one day, I wanna be one of the people that that feels like they made something. You know? And so just to be here, I mean, it's it's just amazing. For those people watching, I say it a lot.

You know, keep going. We all get a turn. It's true. We all

Speaker: get a turn. Made the hats. Keep going. Right?

Speaker: And and it's not always positive. You know? We all get a turn at sadness. We all get a turn of happiness. We all get a turn of money.

We all get a turn of, you know, brokenness. But you get a turn of everything. So if you haven't gotten a turn of this, I mean, just hang in there. Keep going. Only if you don't quit.

People that quit, nobody will ever hear this story.

Steve: That's true.

Speaker: Go go.

Steve: Thank you.

Speaker: My friend.

Speaker: Thank you

Speaker: for your time.

Steve: Thank you. See you guys next week.

Speaker: Shout out to Steve Train. Jump on the Steve Train. We real estate disrupt