Pace Morby's Secrets to Consistently Closing 10+ Wholesale Deals Monthly

Steve Trang: Hey, everybody. Thank you for joining us for today's episode of Real Estate Disruptors. Today, we have Pace Morby, the king of closers, a little bit of a quiet assassin. I don't think a lot of people know about him, and we're gonna change that today. And he's here to share how he buys and wholesales 10 houses a month.

If this is your first time tuning in, I'm Steve Trang, broker owner of Stunning Homes Realty, founder of the OfferFast Homes app, the only app you'll need for wholesaling. And I'm on a mission to create 100 millionaires. So if you're interested in that, please let's connect on Instagram. If you're excited for today's show, please give me a wave, give me a thumbs up. And don't forget, I don't charge a dime for this show.

I don't make any money doing this. So here's all I ask. This is what it costs for you to listen to this show. If you get value today, please tell a friend. Either share this episode right now, tag a friend below, or tell them your best takeaway from the show later on.

That way, we can all grow together. And then, this is a live q and a. So if you got questions for Pace, please do ask. You ready?

Pace Morby: I'm ready. Let's do it.

Steve: Alright. And I, you know, I gotta ask you this question because there's a lot of players in town. We are we're not the most competitive. We're we're definitely top three, top five.

Pace: A 100%. Yeah.

Steve: How is your operation different than most of the other guests that we've had on our show?

Pace: Great question. Because I every one of these guys that you've had on their show either are my friends or have become my friends because of your show. Oh. Eric Sage, you had him on the show, and I'm like, I gotta call that guy. We gotta go play golf.

We gotta become buddies. And I spent a good two or three weeks with Eric Eric Sage after the interview.

Steve: And he's brilliant.

Pace: Dude, he's amazing. Yeah. I'd say the biggest difference between the majority of the guys you have you've had are that these guys have built really big operations. I've done that, right? I've done $15,000,000 renovate, revenue companies and I've built big teams of 150 plus people working for me and paychecks and payrolls a quarter million dollars every two weeks.

I've done that. I've been there. So I would say I'm much smaller, and I've taken bits and pieces of each one of these guys' businesses and added it to mine and said, how do I keep it small, nimble? So it's essentially me and two other people. That's it.

Steve: Yeah. Well, okay. So, lead source then. I mean, I think that's one of the biggest differences.

Pace: Oh, lead source is huge. So HomeVestors, right? So I'm a HomeVestor franchise. Mhmm. There's 20 of us here in Phoenix.

And, the lead source is amazing. Right? Where most wholesalers are sitting in their office and working extra hours saying, did my $5,000 garner me enough to reinvest that 5,000 and so on and so on. Homevestors, hands down. You put in $10,000, you're getting four x return.

Steve: Yeah.

Pace: It's hands down. The lead quality is amazing. The company has it all put together. It's amazing. So originally now I'm now I'm part of some committees and I'm part of decision making as far as where the money gets spent.

But originally my first year I just said they just said, hey, send the check here. Calls are gonna come in.

Steve: Right.

Pace: So their main lead source, I'd say, is mail, billboard, TV, radio stuff like the traditional stuff. Right?

Steve: Right. And I I've shared this with you. So for, you know, for you guys listening, like, one of my very few regrets was not signing up for Homevestors back in the day because I met with, Clint.

Pace: Yep. Great. He's my DA. He's an amazing guy. I love him.

Steve: So when there was only two, it was only Clint and Ludlow. Ludlow.

Pace: Oh my gosh. Both

Steve: of us. Three. You know? That would have made a huge difference in my life. But like you, I saw an opportunity.

It's like this isn't it.

Pace: That's so why did why did you think that at the time?

Steve: From that time, I was already doing deals. Right?

Pace: That's right. We had that conversation. Yes.

Steve: I was already doing deals. Like at that time, it was only me and Sean Terry on pay per click. That was it. There was nobody else on pay per

Pace: click. The days, Right.

Steve: Man, those days were awesome. So today is a little bit different. Today we got to hustle for those deals.

Pace: Because back then, I because the way it works is that if you're already doing existing deals, you join HomeVestors and you then have to pay a royalty on all the deals that you're already So if you have a, let's say, a referral source from an agent and they keep sending you deals and you're wholesaling those, once you become a wholesale or a HomeVestor, you have to pay royalties on those deals.

Steve: Right.

Pace: Yeah. I I totally get that. So that

Steve: was the reason why I I didn't go into it, but I, you know, I know

Pace: you you regret it?

Steve: Oh, I definitely because

Pace: you wouldn't see me more often. You'd be in all the meetings. You'd see me every single day.

Steve: I wouldn't necessarily wanna see you, but the other guys there are pretty cool. So, you know, know, for you guys that are listening, if you're in an area where Homevestors is an option, I would highly recommend it if it was an option.

Pace: Yeah. We're sold out here in Phoenix. And that that's the challenge with Phoenix market is that they when they do become available, they sell for the price of Aston Martin. I mean Mhmm. Because they're worth it.

And, honestly, if you came to me right now and you said, I'll sell I'll buy your business for a million dollars, I'd say no. Right. It's that valuable to me.

Steve: Yeah. Yeah. So, do you do, anything else, or is it predominantly homevestors?

Pace: In terms of revenue source or in terms of marketing in the wholesale world?

Steve: As far as, procuring wholesale business.

Pace: Yes. I do. And you and I have talked about this. It's the most brilliant thing I've ever done in my life and it has to do with probate.

Steve: Yeah.

Pace: Right? I've talked to you about my plan probably six months ago. And so as a home buster, the challenge is that we cannot compete the against the other nine 19 guys. There's 20 of us. I'm one of 20.

I can't compete against them. Right? Be like you and Max advertising, sending out all these mailers

Steve: Right.

Pace: And then Max cold calling those people on the mailers without you. Right. Right? So we have rules and regulations in place that protect the group because we advertise together, we we make decisions together, which is awesome. It's a brotherhood.

Right? And so, no, I don't do anything that would challenge that. But what I do is we call we have these things called dig leads. Right? So things that we dig up on our own.

So a good dig lead would be me having a relationship with a probate attorney that says, hey. I have a client in the situation. I have to present them options and whatever. What I quickly found with that, and we can talk more about that if anybody has any questions. Mhmm.

What I quickly found about probate attorneys is that they've been hit up so many times by wholesalers that if you say, oh, I'm a real estate investor and I wanna buy your clients deals, they're like, screw you, dude. Get out of here. Alright. So what I did is based on my construction background and building a company, it was value value value. How do I go to these probate attorneys and say, I am not a wholesale guy.

I'm not a real estate investor. But if these other 17 things I provide don't work, I'd be happy to buy the house. Mhmm. Completely different tactic than going to them and trying to be a real estate investor. Yeah.

They won't even listen to you. So that's a big part of what I do. I try and meet with two probate attorneys every single week.

Steve: Wow. Yeah. That's incredible.

Pace: Yeah.

Steve: And you will, you have a a mercenary role too. Right?

Pace: I do. I do have a mercenary role. So, thanks for bringing that up. I'd say I'm probably top two or top three closers in our state in terms of the homevestors. So, and that means I'm probably top 20 of the maybe not top 20.

Maybe top 30 or 40 in the country for all thousand franchisees. So I'm in the top two or 3%. I didn't know that until maybe six or seven months ago. People started calling me and saying, hey, what are you doing? I go, I don't know.

And then when I started what happened is people started calling me and saying, hey, my close ratio is let's make up a number 5% of my leads gets closed. Your fifteen, sixteen, 17% of your leads get closed. What are you doing? I go, I don't know. Let's go on appointments together.

You can see what I'm doing. Mhmm. I'm an open book. Let's let's roll. Right?

And then I quickly found that I was helping guys tripled their revenue by me being in their appointments. Nothing else changed other than me being in the appointment. So now I have probably five guys that call me consistently and say, I've got an appointment. I need you there.

Steve: Yeah.

Pace: And so I I'll probably close five to 10 deals a month just for those guys.

Steve: Which is crazy. Yeah. So I think this is something that, you know, I I've been I've been preaching. You know? Pace is the king of closers.

So how did you get to become, you know, the king of closers?

Pace: I hope you don't mind me talking because I'm a I'm a chatterbox. Go for it. So, you know, you told me a while ago that you had took a personality test. Mhmm. And I heard one of your podcasts you said, I learned that I love creating businesses.

Like, that's your the exciting thing for you is, like, creating and then going and creating another one. Like, that's the thing you love. Yeah. So I took a personality test and I learned that there's the DISC profile. Right?

What the Keller Williams does. Essentially, HomeVestors, they do it more along with the colors. And I don't know if there's a specific name for this. Yeah. But HomeVestors is red, green, blue, yellow.

K? And I'll tell you a quick story about what those four colors mean and how I and I'll let you guess which color you think I am. Mhmm. K. So there's four wives, four husbands.

One husband's red, other's blue, yellow, green. K? Each wife says the exact same thing. Go to the grocery store, get me a gallon of milk, come back. Each one of those different personalities is gonna handle that completely different.

Right? So you've got the guy who's green and I think you've got a lot of green in you. Actually, I think you corrected me on

Steve: this the other day, but I

Pace: think you've got a lot of green in you. The guy who's green is going to the, milk department and he's standing in front of the glass. Mhmm. And what he's doing is he's saying, okay. What's the least expensive and which one longest expiration date?

And they'll actually take the time and be strategic and they're organized. Right? The guy that's blue is standing back there saying, alright. How I like the way the handle is shaped. I like the color and the logo.

Shamrock Farms. That's it's blue. The color of trust, that's the one I want.

Steve: Okay.

Pace: Right? They're more artsy feely type of personality. The guy that's red basically runs up behind the guy who's green and the guy that's blue is, like, get the hell out of my way, and he grabs the first gallon, grabs the first gallon he gets hands on, and he's out the door. Yeah. Here, he's he's like, I was told to go get a a gallon of milk and come back.

That's my job. Boom. Right? Mhmm. The yellow guy never passes the greeter.

Why? Because he's so damn busy talking to that person about everything. The greeter says, how's your day, sir? Oh my gosh. I'm glad you asked.

Let me tell you everything about me.

Steve: Right. Right?

Pace: It's like and the greeter's like, oh, I'm glad I'm getting paid. Like, shut up. Oh my gosh. So what what colors do you think you are? Well, I You have a predominant.

Typically, people have two or three colors. You have a dominant, and then you have a secondary. What do you think is your dominant?

Steve: So part of me is the price and expiration. The green. And part of me has got the hell out of my way.

Pace: Red. There you go. And then you're a business owner. Right? So the red is the business owner.

Get crap done. Right. Right? I'm predominantly red. I think you're probably more red, and then I'm yellow.

Steve: Oh, you're definitely yellow.

Pace: I'm yellow, dude. Like, put me in a room. We'll talk all day long. Alright. I know everybody.

I want to I want to know everybody. And in my world, there's two forms of income. There's financial income and there's emotional income. And the emotional income I receive from having friends and people I love is almost as important to me as the financial income. Yeah.

And there's other guys that are pure rather, like, I don't care if anybody likes me. I don't care how many friends I have. I care how much money I make.

Steve: Right.

Pace: And that's not how I am. I care more about, I wanna be friends with that greeter at Walmart. I truly care about him.

Steve: Yeah.

Pace: So how that ties into closing deals. This deal I I put on my Instagram this morning, my Instagram story. I go to this appointment. This is crazy. Listen to this story.

So I get a call. This happens this morning. I get a call from somebody wanting to buy a house. Not a house I own, but a house another wholesaler owns. But he's calling me and saying, hey, will you verify, the value of this?

And will you meet me over there because you've been in construction so long? I wanna know that this wholesaler is telling me it's $20. I need to know it's $20 or else I'm gonna lose money. I go, yeah, dude. All day long.

And by the way, if there's anybody out there that needs me to do that, I did it for Jerry Norton. I've done it for a handful of other people that have been on your podcast. I'm happy to help anybody that that needs it. Brian Applet Applet, like, him and his partner have probably taken up, and I don't mean that negatively. They've probably taken a good forty to fifty hours of my time between November and December

Steve: Oh, wow. Really?

Pace: Free. Yeah. Dude, I will they're the greeter. How's your day? Show me something.

I will talk to you all day long, and I will help help help.

Steve: Mhmm.

Pace: I wanna become your friend. I wanna know what you're doing and how I can help. Right? So I go to this appointment. I go, yeah.

I've got a I've got a couple hours. I'm happy to help you out. Let's go do it. So I I go. I'm twenty minutes early.

And guess what? I'm buying the next door neighbor's house now. This is what happens. I pull up, and I see this guy working in his yard. I get to talking to him.

He starts talking about this invention, and he goes, what are you doing here? And I go, I'm I'm showing somebody this house that might be buying it, and tell him five seconds of my history. And he starts talking about his little invention, and this, that, and the other, and he says, what would you give me for my house? I go, I don't know. To be honest, it's probably, you know, $85.

He goes, yeah. You know, I wouldn't even sell it for $200. And within forty five minutes of sitting there and building rapport, we're buying the house at $85,000 I didn't know the guy. Yeah. But because I'm talking to him and I look at my Instagram story, the dude showed me a crane that he built out of by his hands.

And now me and John are friends. His dog Blackie and I are like, you know, friendly and all this stuff. And he's just like, wow. You're dude. Oh, my gosh.

If you sell if you buy my house at 85, will you help me buy another one? And I did all that because I showed up early. I started talking to the guy as if he was the greeter at Walmart.

Steve: Mhmm.

Pace: Hey, dude. How's your day? Let's talk. And so I just that's all it comes down to.

Steve: So I think, one of the things that I'm, incredibly grateful for is that you invited me into this whole other world of Sandler.

Pace: You've improved it as well. You've been awesome. So, you know, I don't need to thank you. But yeah.

Steve: So, you know, I was like, hey, you know, knowing that you're a Homevestor guy, like, you know, how can I get more deals? And he's like, I don't know. But there's some other there's this place where all these other Homevestor guys hang out. I was like, what? Where's that at?

Pace: Oh, yeah. Right? I've told other guys about it, too. Like, I won't say their names because they decided not to do it. You took action right away.

Steve: Yeah.

Pace: And you bought two deals.

Steve: Right.

Pace: Probably your first week. Yeah. From other Homebuster guys. Absolutely. Dude, it was amazing.

And the other the other guys made so much money. They were like calling me and saying, dude, Steve's the best. Yeah. I mean,

Steve: there's money to be made. I'll I'll find a way to get it to happen. Right? Of course. So but the ancillary benefit was I got to meet Brad, who's our coach.

Yeah. If you guys have been, you know, paying attention or watching some of my stuff, know that he's he's my he's my sales coach. So what are your thoughts on Soundler? Honestly,

Pace: everything that we learn in life seems to be common sense.

Steve: Mhmm.

Pace: But somebody has the ability to package it properly where it actually penetrates the brain. Mhmm. Brad has this uncanny ability. And, again, we talked about this off the air.

Steve: Yeah.

Pace: I would never take Brad on a buy appointment with me Mhmm. Because he's crazy. And I don't even act this way on a buy appointment. Right? I you morph and you change, but I wouldn't take Brad.

Like, he's crazy. Yeah. But his ability to take common sense principles, package them in a way where you go, wow. Not only does that make sense, but I can now apply that because you package it properly. Mhmm.

He's unbelievable. Yeah. And it's so many golden nuggets that I have had to limit myself every Friday. I take one three by five guard and I say, I'm, dude, I'm only taking one thing from this. Yeah.

Because if I try and take too much and that's essentially it, take that one thing and immediately the first appointment I go to, I go, I'm gonna literally practice this one line I learned 25 times. And then when I go into the appointment, I I have it down. I'm natural. Yeah. And whether I'm buying that house or not, I'm practicing that line on that seller.

Right. Dude, it's it's hands down one of the best things I've ever done.

Steve: So, you know, one thing I wanted to do was just kinda play a little bit of, oh, I guess, role play.

Pace: Yeah. Right? I mean, let's I mean, we're not married, but sure. Let's do it.

Steve: Well, got the gear outside. So let's go. Right? You know, your, appointment's booked. I called you called you in your billboard or whatever.

You know, you're coming over to the house to look at my house. Yeah. Right? So from the moment I opened the door until, I don't know, forty five, sixty minutes later, walk me through that. What are those conversations like?

Pace: Well, I'll I'll answer that question. But you know me, I gotta talk before I answer a question. So, the most important part of my organization is my intake gal. My gorgeous, hot wife. So she answers all the calls.

She follows up with the sellers and she sets the appointments for me. I did it my first year. Right? I had two phones. I had my bat phone, my money phone.

Like a phone call comes in. I'm in the movie theater. I do not turn that ringer off, dude. Like that phone call rings. It's a lead.

Right?

Steve: So you're sitting in the seat closest to the exit.

Pace: Oh, exactly. And I'm, like, holding the phone as quiet as I possibly can. Right? In fact, when we gave when my wife gave birth to our daughter a couple months ago, I the phone stayed on. Like, that is what feeds our family.

That is super important. Right? So I would I would have we luckily didn't get calls at 02:00 in the morning when my wife was giving birth, but I would have answered that phone. Yeah. No if, ands, or buts.

But I did it my first year while I was running a $15,000,000 construction company, and we bought 50 plus houses or somewhere around there. Mhmm. I transferred it to my wife and the success rate, like, went through the roof. Our our appointments went better. My wife has this crazy good ability.

She's learned some things from Sandler's bill as well to make sure that I have a pretty clear objective once I go to the house. Hey. They've already talked to Opendoor. They've already talked to Offerpad. They've already talked to Evo.

I I get I don't know what it is, but, like, I'll go through a month where it's, like, every appointment I'm going to Evo's my competitor.

Steve: Really?

Pace: Yeah. It's great. I love it. And, so she'll know, like, hey, Evo's the competitor on this and yada yada yada. I'm like, perfect.

Cool. So I'm going in with information. I'm not totally disarmed. Right? I have some ammunition.

So anybody that's not doing that properly, you're missing the boat. Right? Mhmm. So I go into the appointment, appointment. First thing I do, first thing I say, and I'm observant.

I'm observing things like, I closed the deal where half the conversation was about this lady's tattoo down her chest and all the way down her butt. That's what we talked about. Didn't even talk about the house because I made a reference like, oh, who did your tattoo over here? And it was like, you're the coolest guy. You mentioned this and yada yada.

Yep. I'm observant, but the first question I ask is, why am I here? How come That's

Steve: the first question.

Pace: Why am I here? That's the first yeah.

Steve: Because Brad told me to say that. I've never said that.

Pace: I say, tell me tell me tell me why you called me out here today. Mhmm. How can I help? And then you throw it back. You shut up.

Right? It's that whole thing shut up stupid. Hard thing for a yellow personality to do, but I fought it and I and, again, because I'm yellow, I truly do care about the other person. It's not just a tactic. I truly care.

So I have the ability to shut up and listen. So I shut up and listen, and they tell me the story. And there's this Japanese proverb, I'm gonna say this incorrectly, but basically, it talks about the three faces we all have. Mhmm. Face one is what we show our colleagues and people we're doing business with.

Face two is who we, you know, our friends, family, loved ones, maybe our wife, whatever. And then the third face is who you really are that nobody else sees. So I'm trying to get past face one to face two.

Steve: Mhmm.

Pace: I want you to know that I'm trusted. I'm your friend and I'm here to truly truly help you. And if I can't help you, I'm walking away.

Steve: Right.

Pace: Right? And and that's a big part of it. So I wait for them to tell me why am I here. So typical thing that I hear is, well, you know, I'm not really selling, you know, I'm kicking tires and yada yada yada. Okay.

Well, you know, you took the you took the time to call us. Mhmm. And if you, you know, you remember the conversation with Laura, this is what we do. I'm here to buy a house. If that's not the situation that you're looking for, let me know right now.

No problem. And then, oh, no. No. No. Right?

You want to pull away a little bit.

Steve: Right. Strip line.

Pace: Strip line. Right? And, Brad calls it staying behind the pendulum or stripping line. He says the same thing.

Steve: Yeah.

Pace: And, then I talk about the upfront contract. Most important part of the entire appointment besides getting to know them and observing a couple things. Right? Actually, I'm closing escrow today, with, Chris Iman and I are on a deal together, and I never even saw the house. I saw I I I walked in the house.

We started talking about a parakeet and billiards. I signed the contract right there at the table, and she goes, don't you wanna see the house? I go, sure. It's not about the house. Right.

It never is about the house. It's about that person and their situation. And I could go into, like, how I structured the deal Mhmm. And you'd go, holy crap. That was really smart, but I never had to go see the house.

Because we know Yeah. We know the value of house before we go in there, and we know the year and how much kind of it needs in remodel. Kentucky windage. Right? So, I then do an upfront contract.

And I said, look, this is what we're gonna do. We're gonna talk about your situation, see what I can help. If I can't help you, no problem. And then we're gonna talk about numbers and we're gonna try and make a deal. If for some reason that doesn't work for you, I want you to know that I I've got other appointments to go to.

I don't want you to feel like I'm here and you're wasting my time if I don't buy the house. If I don't buy the house, please tell me I'm not gonna buy the house. Just tell me flat out. I don't wanna call you tomorrow. I I don't wanna knock on the door tomorrow.

I don't wanna pester you. I appreciate you, and I appreciate your time. Right? In different words a little bit.

Steve: Right.

Pace: Right. One of two things is gonna happen. Either, a, we're gonna work out a deal or, b, I'm gonna tell you, hey. This might not work for us. This is a house that we won't buy or you're gonna tell me this won't work for you and you're not interested in selling.

Does that sound okay for with you? Yes. Right. Boom. Okay.

Great. So I'd say the biggest challenge for people, when I'm in other people's appointment, I have a really hard time not taking control of the whole appointment. It's like t minus three minutes and I'm taking over the whole appointment. But the toughest thing for other people, other wholesalers that are going in and trying to close a deal, their toughest thing is trying to figure out what does this person wanna sell their house for.

Steve: Mhmm.

Pace: Right? So, dude, I I skipped no time. Okay. Great. So, about how much you trying to look for, you know, sell the house for?

Oh, I don't know. Really? Okay. So have you ever sold a house a car on Craigslist? Yeah.

Okay. Does it make sense to put a car on Craigslist but not have a price attached to it and just say make offers? Well, not really. I go, then why is it any different with a house? I might not be able to pay you that $5,000 for that Toyota Prius you're trying to sell, but I at least know where we're we're working.

If you say I want $25,000 for the Prius, I'm walking out the door right now and we're not gonna waste any more time. At least let's get a gauge of where you're hoping to be. And I tell people a lot of times with the magic wand. Pull out your magic wand, Wave it around. What's your perfect scenario?

Tell me. Is it I pay your moving expenses? Is it you want post possession? They don't know what post possession is, but you explain all that. What is it?

Tell me. And then I shut up. And honestly, I close I'd say out of my appointments, my face to face appointments. My first year, I had a really hard time with this. But now I'm confident when I go to an appointment, I'm closing them probably 80% of the time in the house.

Mhmm. Sometimes people say, I gotta check on this. I have a house that I put an offer on. I gotta make sure that goes through before I come back to you, and then we'll do a DocuSign. But most of the time, I'm signing right there.

Steve: Right. I don't wanna go back. Yeah.

Pace: And guess what? They don't want me me to go back. So let's do both of each other a favor and just close right now. Let's figure out a deal that works for both of us.

Steve: So one of the things that, that you've I've heard you say, which, you know, as a realtor, I don't appreciate.

Pace: I know. I'm sorry. I always preface it by saying I'm sorry.

Steve: So, you know, Pace, I've got two realtors coming tomorrow, and, you know, Open Doors can be enough or or or I'm waiting for them to come out a little too. Perfect. And you say you love those appointments.

Pace: I love them. I love them. A year ago, I hated them. All my in fact, I would, like, find any reason not to go. Mhmm.

And with how busy I was with construction last year, we had 65 projects on average that we're managing at a time. I just oh, I I'm too busy. I can't go to that appointment. It's not good enough. Right?

Right? I miss so many deals. Oh, my gosh. So the way I handle is there's two forms of competition. Right?

There's the real estate agent retail. Mhmm. Right? Which clients think that's what they want. Mhmm.

And sometimes they do and that's fine. Then there's the other wholesalers. Right?

Steve: Mhmm.

Pace: Look. Here's how I I hit both of them up. I'll tell you a specific story of a house I sold, Elliman. Mhmm. Probably one of my favorite client one of my favorite people I've ever sold a house to and one of my favorite clients ever worked for in construction.

The dude is amazing. He's in your brokerage.

Steve: Right. Super positive guy. Unbelievable.

Pace: Yeah. Right. So I I sold this house to Elman, and Elman's working on the construction right now. I actually text him yesterday. I was like, hey.

You need any help? You need any subcontractors? I'll come over there and help paint, like, whatever, man. I just want to hang out. Let's do it.

Yellow personality. I truly love Elman. Right. So I want to hang out with him. Whatever.

So, with that house, I go to the appointment and this lady says those two things. Her name's Jane. She says, well, we've got two people coming tomorrow that are like you, and we have a couple real estate agent friends. Right? It's always real estate agent friends.

It's never like, hey, I called somebody from a brokerage and they're randomly coming. It's always somebody they know. Right? I go perfect. I'm probably not a buyer for your house, but I love real estate and I love talking real estate.

So, again, I wear a hat 99% of the time. Sometimes when people see me without a hat, they're like, dude, who are you? So I I typically will have a physical hat and I'll take that hat off and I'll say, let me take my buyer hat off. Pretend I'm your grandson, your friend, your boyfriend. I don't care.

Let's role play. Right? I'm only here to give you advice. I'm not a buyer on the house. And they go, what?

You're not a buyer? I go, yeah. I mean, I don't I just don't want to compete with myself because here's what happens. You're gonna go meet with a couple of other wholesalers. I'm gonna tell you the numbers.

Let's make up a number, and I always make up a number half of what I'm wanting to pay. And I go, it's a made up number. It's just for, you know, the story. Let's say I give you $50. You're gonna go to these two people and say, oh, no.

I would never do that, says everybody. And they go, yeah. Yeah. You're right. You're right.

And I go, so I give you $50. You're gonna go to these people and give them 55 or 60. And then guess what? I'm still going to buy the house. They go, oh, yeah.

Because you'll come back in the end and offer more money. I go, no. I'm gonna buy it from them. I know everybody in town. They're gonna send me the address.

I'm gonna buy the house regardless. So I don't wanna compete with myself. I don't wanna give you a number if you're just gonna go meet with other people. I'm here to buy a house. If we can strike a deal that works for both of us, let's do it, but I don't think that's gonna happen.

So let me give you some advice Mhmm. If you are gonna go work with those other people. Wholesaler I'll get back to the real estate thing because I've I'm I'm almost dodging because I feel bad that I do it.

Steve: You should feel bad.

Pace: So, with the other wholesalers, I say, look. If they're really good buyers and there's a good handful of guys that are true buyers. Ivo is a really good buyer. He actually closes on deals. I've seen him on title.

The dude's awesome.

Steve: Dude's a monster.

Pace: He's a monster. And there's a whole bunch of other guys that close escrow too. But there's a lot of guys that don't. Right? They're just trying to get the deal, make a quick $1,015,000 dollars.

And that's fine. That's the name of wholesale, but they don't have the money to close. So I tell I tell the seller, here are the three pieces of advice that I would give you. Number one, make sure they do hard earnest money. No more inspections.

They can have people come and go at the house, but the second they put their earnest money in, it's it's theirs and no less than $10,000. And they're like, wow. I can do that and explain why it's important. I go into it for two or three minutes. Then I say, make sure they have proof of funds in their name, not some photo shopped whatever.

And then thirdly, if you truly wanna make sure that they're buying the house, make sure your contract with them says seller to buyer. And the part where it says or assignee is not attached. Attached. They're not allowed to assign the contract, and they go, what's that? And I explained that, and they go, oh my gosh.

This lady, Jane, she's like, oh my gosh. Oh, wow. This makes a lot of sense. And guess what I'm doing the whole time? I'm telling her to write it all down.

Hey. Do you mind writing this down? I I'm gonna leave. We might not see each other again. I just wanna make sure that this advice I'm giving you, you've got it down.

Mhmm. So her she she's sitting here writing this all down. I go, okay. Now on the real estate side, here's what I do, especially if they're friends. It's a tricky subject because once you hire a friend, you can't fire them.

Right? There's that whole weird thing. They go, yeah, yeah, yeah. Okay. Real estate agents, no offense to them.

My wife's a real estate agent and a lot of my best friends are real estate agents. They're going to tell you what you want to hear. Mhmm. They know the the value of house is $2.10, but they're gonna tell you it can sell for between $2.10 and maybe upwards of $2.30. But if you tell that agent, hey, give me a number that you feel we get an offer on in the first thirty days.

And if we don't get an offer in the first thirty days, you would be willing to, renegotiate renegotiate your commission down to 1%. And they go, oh, my gosh. I can do that. Go, yeah. Make them put their money where their mouth is.

I don't I think think it's unfair where they come in and they put a listing in the house for $2.39 because they just wanted to get a six month listing and they go, Oh my gosh, that's great. That's great. That's great. And there's some other little things that I talk about as well, but it puts the real estate agent on, same thing with my wife, Give people honest numbers.

Steve: Mhmm.

Pace: And then that house, I went as far as leaving the house. Doesn't happen that often. Most of the people go, actually, this house that I'm closing with Chris Simon today, the lady says, I trust you. I just wanna close right now. And she had an offer from Evo at $10,000 higher than me.

Mhmm. I bought it $10,000 lower because I built the trust in the report. Sorry, Evo. He's gotten deals for me that I didn't go out to the house fast enough and he's gotten deals. So we've traded off.

But, so I leave and I go, oh, it's afternoon. It's 03:30. I'm gonna run over to the golf course and I'm gonna go play three holes real quick. Right? And I'll listen to your podcast or other things when I don't have an appointment.

I literally drive over to the club, and I'm there for fifteen minutes. She calls me and she goes, we're ready to sign with you. Come right now. And I go, well, we haven't talked about price. She goes, you'll take care of us.

We trust you. She goes, that hands down, we're go we're going with you. I go, perfect. And we got the deal done probably $10 lower than I really originally thought about Yeah. Giving them.

Right. So, and we solved their problem. Right? They needed money upfront. I gave them money upfront.

There's all sorts of things we figured out, but I just tell people how it is. If you're gonna sign with another wholesaler, do it. If they're willing to pay more money, do it. But make sure they have these three these three things in their contract. If you're gonna go with a real estate agent, do it.

If that works for you, do it. I'm not a buyer for you any so it sounds like you wanna kick tires. I'm here to buy a house. I have a contract out in the car. I'm here to buy a house.

If you're not willing to do it, totally get it. I'm out of here. I'll go to another appointment, but here's some good advice. Right. And I that's why I love competition.

Steve: So I think this is hugely. Right? Like, a lot of guys may not know, you know, may not, miss it or you guys may miss it just because it's it's really subtle. Uh-huh. But there's a lot of negative reversing.

There's a lot of, like, sounds like you don't really want my cash offer. Yeah. Right? There's a lot of, like, hey. It's no big deal.

Mhmm. And they're selling themselves. They're selling you why you need to buy their house.

Pace: Yeah. So so Saturday, this is actually, I'm gonna put this on my YouTube channel. It's a kind of behind the scenes. I I'm gonna start a YouTube channel specifically just showing people, hey. I got this house.

Here's how I value it. Mhmm. Here's what the seller said before we went to the appointment. Either did I get the deal or I didn't get the deal and what am I doing with it if I do get the deal? Yeah.

Quick ten minute things once a week. Nothing big. Mhmm. I'm not selling anything. I don't wanna do coaching.

I'm not good at that. I would talk people's ears off. Mhmm. I wouldn't be a great coach. But people ask me questions all the time.

How do you do this? So I thought it'd be fun to kind of document it. Right? Right. So, I go to this appointment.

I don't speak Spanish, unfortunately. I speak some, but I speak Korean somewhat of a worthless language here in Arizona. Pretty much. So Anna, the other part of my team, and I go out to this appointment. Seller says, hey, I want $260,000.

My number is like +1. We're a $110,000 off. Mhmm. So I just said the same thing. I said, hey.

Why would I I go he says, well, I don't wanna give you a number first. I go, come on, man. I told him the Craigslist and the car thing that always gets people there. Yeah. That's stupid.

Why would I put a car on Craigslist with $0? Like, that doesn't make sense. Mhmm. Let me god, why would it be any different with the house? Just tell me where you wanna be.

We might not be able to get there, but just tell me. We wanna be at 02:60. We've been here twenty years. I just renovated. I just did all this stuff.

I have zero pain. The guy has zero pain. Literally, like, no pain. Mhmm. How did I get him under contract at 01:50?

Because I said, I'm not a buyer, but let me give you advice. Let me tell you what you can and cannot do. And then he's like, well, why would I sell to anybody else? You're You're telling me the truth. Right.

I go, but you're not listening to me. You probably could get $1.75, $1.01 80 if you just put on the market. I don't wanna do that. I trust you. I wanna sell it to you for $1.50.

It was two hours. Mhmm. That was two hours condensed, but But the whole time, I'm like, no. I'm not gonna buy it. No.

I'm not gonna buy it. No. I'm not gonna buy it. Yeah. And I recorded the whole thing.

You'll have to if anybody listens to it, it's translated English, Spanish, English, Spanish, English, Spanish. That's why it took two hours. Mhmm.

Steve: But at

Pace: the end, you hear him just say, no. I I trust you guys. You've been so honest from the very beginning. You told me within five minutes you weren't gonna buy the house, but you stuck around. You've been so polite and so nice to my family.

I trust you. That's it. It's trust. And quick story. I'm not giving you much time to ask questions, but

Steve: That's alright.

Pace: We get this lead, really interesting. We get this lead and this was just a couple months ago. So I go, hey, Anna, you know, set the appointment. Let's go out there. So Anna, who I've trained, build rapport, do all the stuff that my wife does really, really well.

We're trying to train Anna's been with me. You know Anna because she's helped you on some construction projects. A lot of people know Anna because she's been she's a badass. So I'm training her to learn real estate. Right?

And, I said, set the the appointment, build the rapport. So we get there, and it's super weird. I'm assuming, like, we have some sort of rapport because Anna's like, oh, yeah. We got this rapport. She's really good.

The whole time, like, I skipped the whole build rapport step, and I just jumped right in, which I assume maybe, like, a beginner wholesaler or beginner buyer is doing. Like, okay. What do you want for the house? It's like, woah. Woah.

Woah. Woah. Woah. And I had to get this gut check of, dude, what are you doing? So we leave the appointment.

I don't buy the house. And Anna's like, what do you think went wrong? And I go, dude, we had no rapport. And it was set up in a weird way that I and if I went back to try and build rapport, it would have been way too obvious. Mhmm.

So we're going, like, two days later, it's like a Saturday, and Anna and I are going through our leads and my wife is there and we're we're going through and we go, hey, Sarah. That lady we met with. I go, Anna, we need to get back out in front of her, and I need to go first so I can build rapport and see if we can get her to sell. So Anna sets another appointment, and I show up. I pull up to the driveway, and I see a sticker on the back of this girl's car.

This is the stupidest way I got this deal, by the way. The sticker on the back of her car is a is a Insane Clown Posse sticker. I don't know if you know who Insane Clown Posse is.

Steve: Terrible group, anyway.

Pace: Amazing band, by the way. One of the top top five bands.

Steve: Horrible music, But continue.

Pace: So I go I go, hey. That's an I go, that's a really cool sticker. I go, did you go to the gathering? And unless you don't unless you know who Insane Clown Posse is, you don't know what the gathering is. Right?

She's like, oh my gosh. The you know what the gathering is? I'm not kidding you. We're signing paperwork seven minutes later. Yeah.

Rapport, rapport, rapport. It's not about the house. And if you start talking values, you start talking about the stuff, you're you're dead in the water. Yeah. You skipped five steps.

You know this because you're in the same sales training as I am. Right. But you skipped all these steps. You skipped over trust and rapport and okay. How can I solve your problem?

And just jumped right into why are we here? Let me buy your house. That's not how this works.

Steve: So, again, this is a long way long and bad way of how PACE is closing a crap load of houses.

Pace: Sorry. I'm I'm a storyteller. I don't know.

Steve: No. No. No. It's good. It's about how you're closing a crap load of houses and how your sales training has been instrumental.

Huge. So this is basically big a big, advertisement for Homevestors and Sandler, but I think that's great. Yeah. So what, so you're not really pulling any data? Not really

Pace: No. We're not pulling data. I mean, we've we've talked about You're

Steve: thinking about hiring an acquisition guy.

Pace: I'm thinking about hiring an acquisition guy. I did my first summer. It was a really bad mistake. I was just I'm like, what's going on? Why am I not closing deals?

Because I wasn't the one doing it. Mhmm. And so I have this a little bit of control. I wish I was more like Carlos and Sal, and I wish I was more like Alex Sainz. Like, those guys are Michael Jordan, Scottie Pippen, and Vlade Divock in my opinion.

Like, they're all stars on the freaking Chicago Bulls at their finest. They're amazing guys. I'm not there yet. Mhmm. I'm wanting to close all my appointments because I one, I truly enjoy talking to the greeter Yeah.

And having a little bit more control. Plus, I just got done running a big company that I'm just I'm I'm over it. Right?

Steve: You're over payroll.

Pace: Yeah. I'm over payroll. And now I'm looking at and saying, how do I keep simple? How do I make a million dollars a year without having 10 employees? How do I do that?

And that's why picking all these pieces off Well, I

Steve: think that's evolution of business. Right? Like, there's always how can I do it better? How can I do it better? And you've already gone through this other headache that was no fun.

Pace: Yeah. I mean, it was good in turn in the sense that I got all this all these relationships. I mean, I could go through all these names and thank all a 100 people along the way. Amazing, amazing people. That's what I got out of construction.

Yeah. Meeting the right people and getting another opportunity to get into real estate. That's essentially what I got out of it.

Steve: So, one of my questions I always like to ask is about failure. Yeah. Right? And so you recently shut down.

Pace: Mhmm.

Steve: So talk about that. What, what what prompted that, and what lessons have you learned?

Pace: Man, I have failed multiple times. Right? But if you follow my Instagram, which you and I are buddies, so you follow me, you know I'm a

Steve: And you guys need to follow him because he's talking about how he's buying houses with human feces in it. It's

Pace: Oh my god.

Steve: Great for storytelling.

Pace: I made $78,000 on that deal. That was amazing.

Steve: That was the best human crap you ever

Pace: That was the yeah. Dude, unbelievable.

Steve: Alright. So anyway

Pace: so, yeah, follow me. But on on my Instagram, construction. So on the construction side, we had a great business. And in 2015, working with Opendoor, they were probably 60% of my clientele which is another lesson. Right?

Big, big lesson. Don't ever have a client over 30% of your business. They were 60% of my business. So when they basically said, hey. We're changing our our model.

I'm laying in bed like, oh my gosh. What how am I gonna sup because the 125 to a 150 people depending on the month that I had working for us didn't represent a 125 people. It represented the five other people they supported. Three kids, four kids, a wife, whatever. So when my paycheck stops, oh my gosh.

These people gotta spend three months looking for work. I wasn't gonna have that. So, yes, we started building clientele. And what we found, the toughest part about being a contractor is that I have to be licensed, bonded, insured. I have to have overhead and all these people handling handling all this stuff.

If you wanna do a project with me, you can vet and make sure that if I just walk off your project, you have a bond protecting you from losing money. Right? What insurance do I have that you as a client you were amazing, by the way. Probably top three clients. Ellman's top three as well.

Top three clients, hands down. But how can I make sure that you as the client have the money to pay me? Can I ask you for proof of funds? No. I can, but I'm not getting that job.

Right. And so when you transition from, hey, I'm working for a company that's well funded to I'm working with guys that are buying houses, maybe not that they shouldn't be buying, 100% purchase, no construction funds set aside, and they're asking the contractor to to to float the funds, And they think the construction is supposed to be 20 and ends up being 30 because they're, oh, well, yeah. I do wanna do new this, and I do new wanna new that. Okay. But you didn't buy the house originally.

The our first walk through, dude, you're spending $10 more. It's gonna take two more weeks. Don't worry. Don't worry. Don't worry.

I know what I'm doing. Great. Perfect. Boom. Boom.

Boom. We do it. I don't get paid. I gotta put a lien on the property. I gotta wait for this.

Gotta wait for that. Meanwhile, I got other clients saying, hey. Why aren't you over? I'm like, because this guy changed. Anyway, it got to a point where on average I I was a contractor for seven years.

On average, I would have a 100 to $300,000 a year people filing bankruptcy or not paying me altogether. Really? Insane. In 2018, almost $900,000 not paid to me. Crazy.

How do you survive? You know how I survived? Wholesale. I had money stocked away for the the money that I made from Opendoor, but I also was making money through wholesale. And so so when a client didn't pay me, I'd say, well, I got a $40,000 assignment fee on this deal.

I'm gonna pay my payroll with it. Mhmm. I literally that's how I I survived my last year and a half in business is doing real estate to to basically handle that. And in January 2008, I go, how how can I keep doing this? This is crazy.

You're robbing Peter to pay Paul. Yeah. I'm robbing myself to pay people that aren't paying their bills. I got liens on properties all over the place. And as a contractor, your liens only last six months.

Steve: Oh, really?

Pace: Yeah. So let me ask you this. Have you ever done business as a real estate agent? I know the answer is yes. But this is how we close people.

Right?

Steve: Mhmm.

Pace: I'm asking you a guided question. Have you ever done a listing or bought a house and helped somebody and you felt like you hit all the marks, but there's this one little teeny thing that they were upset about, and next thing you know, they're either making a bad review or complaining to you about somebody else or to somebody else about you? Mhmm.

Steve: Of course.

Pace: But as a real estate agent, did you get paid? Yes. As a contractor, you don't. Somebody complains about you. Oh, they were two weeks late.

Oh, let's take into consideration that you use your own cabinet guy that was three weeks late. We were still only two weeks late on the whole project, but you don't feel like you should pay me the last $4,500. Okay. Whatever. Part of doing business, move on to the next one.

The next guy does the same thing. Next guy does the same thing. Man. It racks up. So as a real estate agent, as a wholesaler, as a loan processor or loan officer, you get paid.

Steve: Mhmm.

Pace: In fact, we had an this happened, yesterday. Heather Quinn, who's my title gal, she has been for a couple years, she calls my wife. She goes, hey. We've got this check over here. It's been sitting for, like, three months.

We've been calling and, like, you really need to come pick up this check. It's a completely different animal. It's like, come get your money. We wanna pay you. Yeah.

Title, escrow, everything's protected. I don't have to fight for my money. I don't have to justify it. I don't have to say I work for that. But as a contractor, there's always people keeping you from getting paid.

Steve: You know what's crazy? How many times I've had to call contractors? I said, I got your money. Come get it.

Pace: Yeah. Well, that's another thing too is people call me and go, dude, what's wrong with contractors? Contractors aren't rocket science scientists. They're not surgeons. You're not paying them that.

Right? They're naturally pretty disorganized. Mhmm. And I'd say, one in three contractors are bad. One in three contractors is okay, and one in three contractors is really good.

Yeah. The ones that are really bad are really cheap, and they're disorganized. So they say I'll be there Friday, and they show up on Monday. Well, you know, be happy that I showed up. Mhmm.

There's a lot of that. And I think because people are trying to save money all the time, they gravitate towards those lower end contractors. And there's been projects that I do. I'm on the lower end, and I tell people, hey. If you want me to be cheap, I'm not gonna be fast.

But, anyway, there's a lot of contractors that are doing out of their truck. Mhmm. And you're trying to pay them as little as possible. They're super disorganized. They gotta take on more jobs than they probably can handle to make sure that they're paying all their bills.

Next thing you know, they're they don't they can't handle it. Right?

Steve: I kind of equate this to, the discount agents. Right? The guys that will sell your house for $300, thousand bucks, $2,000, whatever.

Pace: Hey, I'll throw it on the MLS for $500.

Steve: Yeah. Yeah. But what kind of business can they possibly run? Because you definitely can't afford payroll

Pace: It's tough.

Steve: On that, let alone marketing Yeah. Or good photography.

Pace: So you gotta do it all yourself. Right. And you you got 15 listings. Are you kidding me? Dude, that's a lot of work.

Steve: It's a lot of work. Yeah. So Jonathan Castano has a question. He's like, he's a wholesaler. Yeah.

He tells them not to sell the house to him.

Pace: Yeah. I mean, that's essentially what you're doing when you say, I'm not

Steve: You wanna explain the rationale why you tell them not to sell to you? Like, go go, you know, go to go go to open door. Go to Alphabet. Like, I'm not your guy. I'm not gonna buy your house.

Go to them. He's confused by that.

Pace: I think the common sense behind that, like, real quick, is that you're letting you're getting their guard down. Mhmm. Right? Because, again, it goes back to those three faces. The face they're gonna show you when you first meet them because they don't know who you are.

Mhmm. That face, you need to overcome that face. They need to take that mask off and show you, hey, I'm the friendly guy.

Steve: Yeah.

Pace: So by saying, hey, I'm probably not a buyer for your house Yeah. But I'll give you advice. You now have become a trusted adviser, and they were more more often close that deal with you than they will with anybody else.

Steve: Right.

Pace: And if you if you get good enough at closing, right, Sandler's one of those really good things that help you get really good at closing. Mhmm. If you get to the point where you're good at closing, you get so confident saying those things. Like, I might as well say, you're selling the house to me. I don't care what I say after this.

I'm not saying that, but that's the confidence I have after I say, I'm probably not a buyer for you.

Steve: Alright. Absolutely. So I hope that makes sense, Jonathan.

Pace: Actually, you wanna hear here's a story about how I I got my wife. She's gonna be pissed I tell the story about it.

Steve: Hang on a second. We'll just answer two more things. Alright. So Max Max was online. So what's up, Max?

How you doing?

Pace: Max is amazing.

Steve: Yeah. We all love what you're doing, especially your thirty day wholesale, program. And then Evo. So, Eric wanna know who's this Evo guy.

Pace: Evo is amazing.

Steve: This is Evo Dragunovic. So if you want some mean Eastern European guy to stop at

Pace: you A brain that is, like, unbelievable. I I I hope to be half as good as Evo at some point.

Steve: He's the kind of guy that I'm he's the only guy in town I think I'm afraid to piss off.

Pace: Oh, dude. He'll freaking karate chop your head off, bro. He's amazing.

Steve: Okay. So, Laura, how did you land

Pace: on that? Laura reaches out to me. Mhmm. Intake. Right?

Mhmm. She reaches out to me on Facebook. We are friends or friends of friends. I she sees me traveling or something like that. She sees a picture, and she sees that I'm single.

So she reaches out to me and she says something like, hey. How's it going? And I said, hey. Basically, it's like a buy appointment. I set up a buy appointment.

We went on a date.

Steve: You've known her before you were a salesperson?

Pace: Yeah. Okay. I didn't know I was doing this.

Steve: Okay.

Pace: I didn't purposely do this. But I also know because I have eight sisters. Remember, I have 12 kids in my family. I have eight sisters. Right?

If you go on my Instagram, you'll see them. They're all drop dead gorgeous, and there's always these guys going after them.

Steve: Mhmm.

Pace: And I just watch these guys like, gosh. You're so stupid. You look so stupid. Like, going after my oh, it's so it's so funny to watch. It's like a drama.

Right? So I we take her on this date, and she'll tell you next time you see her. Great date. We still go back. It's Kona Grill down in, San Tan Village or whatever it's called.

We still go down there every couple years trying to sit in the same exact table that we sat in. Yeah. It's great. She's she's unbelievable. And, amazing day.

Good conversation. Right? And what do I do? Well, first, actually, first off, I go to her house, and I I know her dad's into golf. She tells me, like, in the text the day before, like, yeah.

My dad's into golf. So I bring him some golf balls, and I go, hey. Here you go, sir. Nice to meet your daughter. Let me take her on a date.

She's, like, 22 at the time. And, take her on a date, bring her back home two hours later, give her a hug, have a good night, talk to you soon. She's sitting there like, are you not gonna kiss me? What the hell? This was amazing.

There was, like, magic in the air. No. Because I'm gonna pull back because I want the clothes to be hard. I knew in that day, I said this girl could be the one. Mhmm.

Like, truly, truly felt that way. So I said I'm gonna pull back because I wanna close hard. And so we we've been together ever since. And anybody knows our relationship. Dude, I won the freaking lottery.

Yeah. She's amazing. But that's how I I basically pulled back. I didn't try and do what every guy every other wholesaler is going in there convincing, convincing, convincing. If you're telling, you're not selling.

Steve: Right.

Pace: Right? Right. I'm the best. I'm this that. Look.

I'm probably not a buyer for you, but I know just about everybody in town. So tell me what you're looking for. I'll direct you the right channel, or I'll tell you not to buy your to sell your house. That's it. And they're like, oh, you'll spend the time?

Yeah. We're here. I usually these appointments usually take two hours anyway. If this takes thirty minutes, I actually save time, and I can move on to my next deal.

Steve: Or your other job. So your job. Semi professional golfer

Pace: Oh, no. According to your Instagram. Well, you know, I win some little scramble tournaments here and there.

Steve: Yeah. Jenny wants to know how your golf game is.

Pace: Oh my gosh. Gosh. Jenny just be Jenny just took $8 from me yesterday, and I I thought I was so hardcore. I go double or nothing on the last hole, and he freaking beat me by two strokes on the last hole. So

Steve: so we talked about, you know, you're being the closer. Are you looking at closing in other markets?

Pace: No. I'm not. No. I mean, I thought about it for a while. I thought, you know, there's so many opportunities out there.

It's the shiny object syndrome. Right? But then I realized there's 500 wholesale transactions going on on a monthly basis. I'm only doing you know, I'm I'm participating in probably between ten and fifteen of those on a monthly basis. Why don't I just try and get another two or three?

Steve: Okay. So then let's say, what would it charge? Just throwing this out there. Mhmm. If you were to close for Max and me, what would that be?

$5? $100?

Pace: Honestly, this is what I do. This is what I tell guys. I go either a, pay me a percentage, whatever you're paying your current cell sales guy, I'll do it. I'll do it, and I'll show you I'm better than your current sales guy. Sorry to be somewhat cocky.

Steve: Okay.

Pace: I wasn't like this six months ago. It just something dawned on me. Right? Yeah. Either a, pay me what you're paying the other sales guy, and I'll just do better.

I'll bring more value or I'll train them. Right? There's been other guys that have called me and said, can you just train my sales guy? I know, like, long term it's not gonna work out with us. I need to have my own internal guy.

Yeah. No problem. Or let me close the deal and give me twenty four hours to sell

Steve: it. Mhmm.

Pace: Tell me a number you're looking for and I'll give me twenty four hours to sell it. And that's my compensation. That's it.

Steve: That's it. Simple enough. So what are you spending right now on marketing?

Pace: I spend between 14 and $16,000. It's oddly specific. I know. You we talked about this before. Yeah.

I you know, it depends. I mean, in December, I spend less money because I realized that I still get somewhat close to the same amount of leads because there's carryover from, like, October and November. And so I slow down my spend in December so I can like, my stupid little goal in life a couple years ago was how do I get to December 15 and shut off until January 15? I want that's my goal. I want to take a month off and so I

Steve: So we just got you right out of vacation?

Pace: Yeah. Literally. Like, I was just Eric Nix, one of my good buddies, the guy who helped me out with Open Door and unbelievable guy. I owe a lot to him. I was just on the phone with him right before he goes, dude, you're finally back.

I go, yeah. I take them basically, I take a month off.

Steve: That's incredible. Yeah. I should probably try to do something like that.

Pace: I mean, I'm still closing deals over the phone and we're still doing I'll go on appointments and whatever, but I'm not actively networking. I'm not going to events. I'm I'm just, like, taking that month off.

Steve: Yeah.

Pace: Right?

Steve: So between fourteen and sixteen on marketing, what are you

Pace: so my goal, this is obviously every home investor, everybody across the nation's different than me. I have my own little thing, and there's a lot of home investors that will call me and say, hey. Like, I heard you're running your business this way. It's really interesting. It's a little bit outside of the norm.

Can you educate me on what you're doing? Because I might wanna change something up. Mhmm. So this is not indicative of other people. This is just me.

My thing is I consider my salary, my wife's salary because we I pay all the bills and she has her own money that she earns from the job, and I don't I don't I wanna have nothing to do with it. Mhmm. She earned it. She goes spends it on whatever she wants. Then I have Anna, and then I have, you know, office expenses and marketing and all that kind of stuff.

So my goal every single month is to break even after paying myself. Like, I thought about this this morning. I was just listening something. If I'm taking a salary, that's not me making money. Mhmm.

I'm sorry. That's just my brain. Somebody else might say, oh, yes.

Steve: That's the right business myself.

Pace: I'm breaking even on forget Yeah.

Steve: To account that if you weren't doing it, someone else would have to do it.

Pace: Exactly. So I'm paying myself. That's a salary and that's part of my overhead. And if I let's say my overhead is $40,000 a month. Okay?

Advertising my salary, Laura, Anna, you know, travel costs, fuel, taking people to lunch, all that stuff. Okay? Everything. So if I make $41,000 in revenue, I made $1,000. Right.

That's it. That's it. So for me, I have a goal every single month in my office that we're 6 figures. Mhmm. That's what we want to be at.

We want to be at a hunt like, my first month at six figures was middle of last year and I hit a $108,000 and I'm like, oh my gosh. Oh my gosh. And so that that's our our goal is over 6 figures every single month. Our overhead is around $40,000.

Steve: Okay.

Pace: A big part of that too that people don't realize is they have to, like, sit down and say, what is my minimum that I need to take home? Right? A lot of people would never sit down with their wife and say, what's our budget? What are what do we need? You know, plus some buffer for some fun things and whatever else.

What do we need? And then everything else is investment or whatever. So Laura and I have the spillover thing where it's like I earn this much money. The next $5,000 I earn goes into paying for, you know, going into other investments, and then the next $5,000 we is more discretionary. Do we wanna put that into an investment, or do we wanna go on another vacation, or do we wanna blah blah blah blah blah.

Right? Maybe another kid's sports team or whatever else.

Steve: Sponsor a stunning homes event or a disruptors event, man.

Pace: Dude, happy to do it.

Steve: So Israel wants to know, you kinda answered it, but, you know, he's another whole seller in town.

Pace: Mhmm.

Steve: And if you were to train him, how would that work?

Pace: Israel, the, Ramirez. Yep. Good guy. Yeah. If I was gonna train him, I would basically say, tell me when you have an appointment.

Mhmm. And either, a, call me. I helped somebody close a deal a couple weeks ago. They call me and they go, hey. I have this issue.

I have solar panels. I have this. I have this. I have this. I have no idea what to do.

I go, cool. So I walk through a 15 breakdown. I get to know the client through them. I couldn't be there because, again, I took basically a month off. Mhmm.

And they went back and, like, oh my gosh. Everything you said worked. I got the deal. And, I said, no problem. Either pay me x or let me have twenty four hours to sell it.

That was it. So same thing with him. If he has a deal, he either wants me to talk to him about and structure it and, or even maybe, you know, visit with him about the whole deal. I'll either help him close it or I'll whatever. I I I he doesn't have to pay me coaching.

I'm not a coach. Yeah. Just when you have an appointment, call me and give people my phone number. I don't care. Yeah.

I I imagine there's, like, 50,000 people that watch for Max Maxwell.

Steve: Mhmm.

Pace: And there's, like, seven people that have watched for me. So I'd probably only get, like, one text.

Steve: Oh, we got 56 people right now. Oh, that's

Pace: pretty good. What is your why? Dude, I like, the the I'm an emotional creature, so I gotta try, like, not to cry. But, like, this oh my gosh. Like, I'm almost gonna cry.

I was with my wife this morning, 03:00 in the morning, and I just said, dude, I won. I won every I've won everything.

Steve: Mhmm.

Pace: No matter what happens in business, no matter what happens with the economy or anything, I have you, I have my daughter, and I have my little boy. Mhmm. I won. That is my why, dude. Like, I I I operate maybe from more of a place of fear.

I'm fearful. My biggest thing I'm afraid of, and this is part of my why, is that I won't present enough opportunities for my little boy or my little girl to learn what it took me to 31, 32, 33 years old. I want them to learn it at 21. That's my why. Mhmm.

I wanna be in a position where I go, okay. I'm not gonna spoon feed my kids because my dad busted my ass. You wanna go on a date with a girl when you're 16? Paint the house. You wanna buy a car?

Go bag groceries at Smith's. Like, that's the life I lived. Still, great life.

Steve: But I

Pace: never was just given stuff. So I want my why is build something and have something where I can present to my child. Hey, Asher, my little boy. A lot of people know. Like, Jamil, we just hung out.

A lot of these guys know my little boy, Asher. Asher, you're 16 years old. And you can either, a, go get a job because you are gonna work. You can go get a job doing x, y, and z. I don't care.

Mhmm. Or, b, you can work as a handyman on some of our rental properties. And I'll teach you how to that's my why. I want to be able to show him this is how you make money long term. If you wanna take it and run with it, here's an opportunity, but I'm not gonna do the work for you.

Yeah. That's my that's my big overall, you know, overall why.

Steve: That's incredible. Brandon Blair Vega wants to know disposition side of your business. What is the disposition side of your business?

Pace: So disposition side of my business, again, I've I've shouted his names his his name multiple times. Jamil was one of the first people I called when I, you know, got into the business. And he man, it was funny. We tried to go to the Henry here in, like, Arcadia area. Mhmm.

And it was too booked. It was just too busy. And we go and we go across the street, and we're sitting at this half assed little, like, janky table that has a broken leg. And it was so fitting. Right?

It was just, like, two bros looking at each other, and I said, dude, help me. I feel like I just got this golden opportunity. I have no idea what to do.

Steve: When you first purchased, probably.

Pace: Two years ago when I first got into it. It was January 2006 or 2017. And Jamille says, dude, anything you need. So for a long time, I'd say him, I sold a lot of stuff through John May. Him, Jamille and Thomas are we we do a lot through them.

I'd say 50% of my stuff goes through Kegley. 25% is my own pocket buyers. And then I have guys like Chris Eiman and Spencer Caldwell and a handful of other guys

Steve: Yeah.

Pace: That I'll reach out to. Like the house I got today, I've already assigned I've I got it this morning. I do there was the next door neighbor of the house that I was going to help somebody with. I'm buying the house. I've already assigned it to my own pocket buyer before I even got here.

Yeah. Right? So, I have a lot of pocket buyers, but it's probably my goal with disposition, I'm not a disposition house, and I know that's not how it works in the rest of the country. Phoenix is one of these places where you've got disposition companies like Keeley.

Steve: Right.

Pace: Amazing company, by the way. Love all everybody loves those guys. I want to be able to have a little bit more control, right, with my own pocket buyers. Not so much because I think I can get more money. Those guys do a great job for me.

But because sometimes I think my goal is to, like, get a house and not have to have the buyer go through the house. Mhmm. That's, like, my that's one of my big goals this year is how do I get buy houses and the people I sell to don't have to go through the house? Is it that I gotta, like, do a three d rendering of the house and 500 pictures and a, you know, whatever? Like, what is it?

Mhmm. Yes. But, you know, Keeley does a good job with that. But from time to time, I just wanna tell people, no. You can't see the house.

Alright. It's a three bed, two bath house in Gilbert. I have 8,500 pictures online. Why do you need

Steve: to see the house? That's been a pain for you

Pace: for a while.

Steve: I've heard you say that three or four times.

Pace: Yeah. I think I fixed it. There's the guys from MXP Real Estate. I don't know if you know those boys, Max and, Patrick. Do You know those guys?

Mhmm. They have this really cool three d camera that does, like, a three d tour of the house, and it's really easy. And so I've gone that way. And the last handful of houses I've assigned to my buyers

Steve: Mhmm.

Pace: Are, like, dude, that three d tour is amazing. I don't need to go see the house. So I think I'm solving that. Mhmm. But that was a big pain for me last year.

Steve: Okay. Max wants to know, is there a specific place in the house that you're having these conversations with the homeowners?

Pace: Yeah. So here's here's a really good nugget that I didn't realize I was doing. I think a lot of these guys know. Like, the tough thing is when you pay money for a lead, and that lead, let's say, costs $500. A good lead.

Right? Because we can go get PPC leads or we can go do cold call leads, and I I I don't know if you guys paid $25 a lead or whatever. But you get a good lead and you break it down. A lot of these leads cost $500, like a really good lead. Right?

And you're sitting there thinking, this is a expensive lead. I wanna I have to close it. I have to close it. I have to close it. I have to close it.

That's your thought process when you go to the house. But we all know when we go into these some of these appointments, some people just aren't ready. So what do I do? This answers Max's, answer kind of in a roundabout way. First thing I do is I never leave the foyer unless I know I'm gonna buy the house.

Weird. I know. But I don't leave the foyer. Mhmm. Right?

So I I bought a house from a lady named Tanya. I get the lead in May 2008 or 2018. I go into her foyer and I go you know, after a few questions and observations, I go, it doesn't sound like you're ready. Why are we here? Well, I'm kicking tires.

Okay. Well, if you're truly kicking tires, I'm probably not your buyer. Right? And through a series of my little things that I do, she goes, yeah. You know what?

You're right. Can you just give me a number? I go, honestly, by the time you're ready, the number is gonna change. Let's do both of each other a favor. You call me when you're ready.

She goes, wow. Dude, that's a $500 lead. I was willing to leave. Mhmm. Why did I only go into the foyer?

Because I want to have a reason to go back out to the house and say, okay. Now can I go look at the house? Instead of, hey, Pace. It's Tanya. Can you just give me a number over the phone?

I think I'm ready. Actually, Tanya Tanya, if you remember, I never went past the foyer because you weren't ready. Can I come out to the house and just walk through the house so I can give you a solid number you can depend on? Oh, yeah. Absolutely.

So I go out to the house. Closer closer typically, like, we closed a deal the other day, Blake. You know, Blake Williams? Mhmm. Blake and I were literally leaning over a hot tub.

They're on one side. We're on the other side. We're over the back of a hot tub in the backyard getting a deal done. Yeah. It doesn't matter typically, and I know Max knows that because he's a freaking guru.

Mhmm. He's a guru. Right? He's doing deals.

Steve: Yep.

Pace: But typically, it's foyer. I kinda do a quick thirty second check. Are these guys going to sell in the next hundred and twenty days? If they are, you you're pretty sure 90% sure. I'm now moving into their living room and I close in the living room.

I seriously, like, don't even go look at the house because, again, what is the thing? It's not about the house. Right. It's about their situation and how can you solve whatever they're in. So I talk to them about that.

Dude, and I don't even give you a chance to talk. But when I'm in a buy appointment, it's the opposite. Right. It's hard to it's hard to kind of picture.

Steve: I can't picture it at all.

Pace: Here's here's here's a quick example. So the difference is, when somebody says, oh my gosh. Somebody let's say somebody's into golf. K? This happens all the time.

Actually, I sold that, I did this I sold this house through Kegley. It's a house on Hazleton just a couple months ago. I go and I meet with a guy. He goes, I already have all these offers, and I basically want this number or else don't even waste your time. I'm like, I'm not gonna pay that number, but I'm gonna go to that lead because I want face to face contact.

I'm wearing at the time, I was wearing another a Scottie Cameron pullover. He recognized the logo, and he goes, oh, you're into golf? Dude, I can't tell you how many freaking people I talked about golf. And I go, yeah. Golf.

Golf. Golf. I'm into it, but I'm not that good. Are you into golf? Get him talking.

He goes, oh, yeah. I've always had a lifelong dream of playing Pebble Beach. Dude, I got married in Pebble Beach. I paid for my friends to play golf with me two days in a row at Pebble Beach. I go, dude, me too.

Oh, my gosh. How cool would that be to play Pebble Beach? What are you doing to get to that point? And I get them to I'm not telling them about me. Mhmm.

I'm asking them, and I'm being interested, not interesting.

Steve: Right.

Pace: And so, I mean, that's a big part of it too.

Steve: Daniel Ramsey wants to know, what are you doing to continuously improve your closing skills?

Pace: Daniel Ramsey. He's amazing. Yeah. Yeah. Daniel Ramsey is a young kid.

What am I doing to improve my skills? You know what? This, like, mercenary thing where people call me and say, hey. Will you come to my appointments with me? It started by me saying, I need more repetitions.

I know, like, if you look at Tiger Woods, you look at all these guys, it's all about I'm going out and hitting a 100 golf balls a day every single day. Right? I'm doing I'm putting in the work. So I said I need more repetition. I need to be in front of more people.

I need to hone my craft. It's the ten thousand hour rule. Mhmm. Right? And, that's what I'm doing.

I just call actually, I sent an email to all the investors on Saturday, and I said, anybody have an appointment this week? I'd like I'd like to go. I've got to fly out to Dallas on Thursday afternoon, but anything before Thursday afternoon, let me know. And a lot of them didn't get back to me, so I bothered them again on Monday. Hey.

Anybody having to buy appointments I can go to? Either a. I'm sitting there, which typically doesn't happen because, again, within t minus three minutes, it's like pace starts talking. Yeah. Right?

And a lot of these guys, when they're in the appointment, they're like, dude, thank you so much. Thank you so much. I love it, dude. It's so fun. Yellow guy wants to talk to a Walmart greeter all day long.

Steve: Cheny wants to know when you're taking him to Pebble. And I think on that note, when are you taking me?

Pace: Dude, let's go.

Steve: To Pebble.

Pace: I'd love to go to Pebble. Chenoweth is a funny guy. He's a great closer. You know him. Oh, yeah.

He's another home investor. He's a guy that I look up to in a lot of ways, and, he's he's an amazing closer. Actually, I think his close ratio is better than mine. Mhmm. So when you talk about me being a king the king of closing, him and Jason Ellingsen are above me.

Anyway, so there he's an amazing guy. I would love to take him to Pebble, but him and I gotta do more deals together.

Steve: There you go. There's your answer, Jenny. What is your superpower?

Pace: My I I think my biggest superpower is I can charge my battery faster than most people. I can survive on four hours of sleep. I can and, dude, I love it. Getting up super early, work, work, work, work, work. Like, I'm done with my day by the time 06:00 is around, then I'm going to the gym and saying, alright.

I'm waiting for everybody to reply to me. Right? So that I think that's probably my biggest superpower is that I can overcome than being nauseous. Mhmm. Like, you don't get enough sleep, you're nauseous.

I can overcome that pretty easily. And what is your superpower?

Steve: Or what is your, biggest struggle right now?

Pace: I would say my biggest struggle is, I I think I buy pretty deep. But, you know, Laura and I have our yearly meeting and kinda go through our business. Laura's funny because she is a wife that says, no. It's your business. I'm here to support you.

And I go, no. You're my wife. You you're my partner. Right? So we have our meeting and, our big thing that we talked about we were in Napa when we had the meeting.

By the way, it's a trip I won from Kegley. We won their golf tournament. I got the Napa trip as part of the golf tournament we won. So thank you, Kegley. So my wife and I are on that, deal, and the conversation just kept going.

We need to buy deeper. We need to buy deeper. That's the thing I'm trying to overcome.

Steve: Sounds like I need to coach you.

Pace: Yeah, dude. Please.

Steve: I'm kidding. Any favorite books? Brian and Blair Vega wants to know.

Pace: Yes. Actually, I have three favorite books. I wrote those down. I actually brought notes because I Sure. You know, as if I need I I know the books, books, but I'm glad I wrote them down.

This is kind of an off the wall book, but it's my favorite book of all time. It's called, My Side of the Mountain. A lot of people haven't heard of it, but it's basically the story of a kid that lives in New York and just says, I'm gonna go live out on my own. He's a young kid and he figures out how to, you know, use a pocket knife to basically become like Chuck Norris in the wilderness.

Steve: Like MacGyver.

Pace: Like MacGyver. Yeah. If there's a problem, I'm going to solve it. If there is an issue, I'm going to overcome it. And it's I've probably read that book 15 times, and it's just compelling story about a kid that does all these things.

It's fiction. It's not a true story. But for some reason, it pulled me in when I was really young and I've read it multiple times. There's a movie as well. Mhmm.

The other two books, How to Win Friends and Influence People, huge. I've read that probably three times. And then a newer book, which is interesting because it's very similar to Sandler, is the FBI guy. He Never split

Steve: the difference?

Pace: Never split the difference. Great book. And have you listened to it or read it?

Steve: Yeah. That was actually my favorite book of 2017. Like, of all the books I read in '17 How much

Pace: how many parallels does it have with Sandler?

Steve: Lots of parallels.

Pace: It's tons.

Steve: Yeah.

Pace: It's a little bit different approach. Right? Again, it's like common sense stuff packaged in a different way.

Steve: Yeah.

Pace: But I really liked it. I don't read books, because I'm audible all day long. Mhmm. So I'm at the gym. I'm running.

Audible.

Steve: So this is kind of crazy.

Pace: Mhmm.

Steve: One of my, you know, random thoughts at night before you pass out.

Pace: Yeah.

Steve: It's like, man, I would love to get Chris Voss on the show.

Pace: Oh my gosh.

Steve: Dude. Are

Pace: you kidding me?

Steve: I gotta reach out to all the people that know Chris Voss to get him on the show.

Pace: Dude, speaking of people to have on the show, like, I I sit there and think about all these amazing guys, like, that have nobody even knows, but these guys are going out and like, Spencer Caldwell.

Steve: Mhmm.

Pace: You gotta have that guy on the show. Yeah. He's unbelievable. Like, there's so many amazing guys in this town that I've sat down, and I'm just, like, so happy to get their time. Actually, one of the things I'm working on this this year is Jamil gives his time freely.

So this is I don't really have to do this with Jamil. But I tell guys other guys, I say, if I do a deal with you, I get an hour of your time. That's part make your money. But on top of you making your money, you owe me an hour of your time.

Steve: I

Pace: don't care if it's going and playing golf. I'll rack up four hours or four deals with you. I'll rack up four hours. We'll go play golf. But you owe me that.

Mhmm. And so I'm trying I'm never going to guys and saying I expect anything for free. I want to bring value first and say, this is what I'm looking for. Tell me about your business. I might not use it because their business not might not be what I want.

Right. But I wanna understand and learn because, gosh, damn it. I'm ten years late to the game. You look at guys like Jalen White and Alex Saenz. Oh, my gosh.

Yeah. I don't wish I knew what I know now at their age. I wish I know what they know now at my age.

Steve: Right. Right? Yeah. Incredible wisdom. Crazy.

Pace: So, that that's that's what I'm trying to do. Again, that comes with, like, what I'm trying to overcome. Books I'm reading, like, bring value to people first, and then you'll get it in return.

Steve: You know what's nuts is that, one of the great things about being able to do the show is, like, I can actually, like, reach out to Jaylen now. Like, hey, what's going on with this? Like, I'm running to this. What do you think about this? It's an incredible

Pace: drive along the way. You've become and I my wife knows this. I actually I drive around all day. Some people see it on my Instagram. I have an iPad that's magnetized to my truck dashboard that I play YouTube videos on all day long.

Best money I ever spent in my life as a in business was YouTube Premium. Like, get rid of the commercials, be able to play it when my iPad is turned off, like the screen's off, but I can still listen.

Steve: Mhmm.

Pace: Dude, I've gotten so much value. I'm not doing this just because you're here. I tell everybody this. I always tell people, watch a show, watch a show, watch a show. You if somebody comes to me and says, hey.

How do I get into real estate? How do I become a millionaire in real estate? Dude, watch Steve Trang's podcast. It's unbelievable. And then go find those guys.

Like, Eric Sage, text me back. Next thing I know, I'm at Starbucks with the dude, and he's teaching me about seller carrybacks and all these things. And I'm like

Steve: Incredible wealth knowledge.

Pace: Wow. Yeah. Right? Dude, one thing I wanna touch on before I don't know how much time we have. I'm really sorry.

I'm, like, gone really long. Oh, we're all good. An hour and a half, probably.

Steve: Close.

Pace: Dude, I'm so sorry.

Steve: It's alright.

Pace: One of the things you you're you're the everybody needs to know is that when you're going in to an appointment, you're not always gonna get the deal as a cash buy.

Steve: Mhmm.

Pace: Right? So what are you have to have other options. You have to have other arsenals. Eric Sage is one of those guys where I go, that dude has some skills. He has something I need.

Mhmm. Right? Seller carrybacks, wrap mortgages, yada yada yada. Right? So when I go into a house and I know I can't buy the house, they're not ready.

They need money because of a specific situation. And I never ask people to bring money to the table. I know there's a lot of wholesalers like, oh, yeah. I've had guys be bring $80,000. I've never had that lead Mhmm.

Where somebody brings $80,000 to close escrow that I feel comfortable with.

Steve: Mhmm.

Pace: Dude, I ask people, what are you looking for to walk away with? Like, you have some credit card. You need some cash. You need whatever. I'm trying to solve their problem within the balance of us, obviously, us making money.

Yeah. But with a situation where I can't buy it and they don't wanna go through a real estate agent because I have a couple real estate agents I refer out. I have mortgage bankers I refer business out to, and I say, look. This is good for you. If they say that none of that works for me, what do you do now?

How do you get that deal? I know you know the answer. Mhmm. Big thing that I jump into is I go, look. I can't buy the house, but I know people that can't.

I can't pay your $1.50. My like I said, my number is $1.17 and 32¢. I I can't come up any higher. That's my final number. And that that's another thing.

I never come up higher. If somebody says, can you come up to $1.20? I'm sorry. I gave you my best number. Sorry.

I really truly did. If I can't buy that house, now I'm trying to get them into a ten day option. I know everybody in town knows that. But anybody that's listening that doesn't know that, look it up or text me or DM me on Instagram. Like, what does that mean?

And then I have other options too, seller carryback. So my big thing this year, not just buying deeper, but also taking the same amount of leads I'm buying, the same amount of appointments I'm going to, and saying, how can I help more people with more tools? Mhmm. That's a huge thing for me. How do I add one more deal or two more deals per month by going to those people I couldn't buy their house and giving them different options?

Steve: Right.

Pace: So for anybody that's out there that's like, man, I'm not getting the best out of my leads, hit me up. Let's go to lunch. I'll give you my five ways. I like, you know, five things I give people when I don't buy the house.

Steve: Awesome. So you mentioned your phone number earlier. What is your phone number?

Pace: It's (480) 239-1066. Cool. And again me, whatever.

Steve: Instagram, funny stories, and you get to see his life as a professional golfer. So again, I think this is a good place to end the show. Guys, don't forget I'm also a buyer. So if you guys have deals or you guys wanna figure out how to structure a deal, definitely don't hesitate to reach out to me. And then that's it.

So next week, we had somebody. Don't know if he's coming out, so we gotta, play that by ear. But we do have Ryan Harper and Daniel Chad Moore coming out on, on February 6, February 7. So, stay tuned for that. I think we've locked up a venue.

We're not sure, so stay tuned. We'll let you guys know. And this is another reminder. A rising tide lifts all boats. So if you are getting value today, please please share this episode.

Thank you guys for for watching, and thank you. This is incredible.

Pace: Appreciate it.