Sandy Cesaire Shares How She Wholesaled 70 Mobile Homes Across the Country During Covid without a Buyers List

Steve Trang: Hey, everybody. Thank you for joining us for today's episode of Real Estate Disruptors. Today, we have Sandy Cesaire with the Bel Air Investment Group, and she flew in from West Palm Beach to share how she did, wholesale 70 plus mobile homes with a buyers list, during COVID. If this is your first time tuning in, I am Steve Trank, founder of the OfferFast Homes app, the only MLS for off market wholesale properties, and I'm on a mission to create 100 millionaires. One question I do get a lot is how do I become one of the 100 millionaires?

The information on this podcast alone really is enough for you to become a millionaire in the next five to seven years. All you need to do is just take consistent action, and you will become one. When you hear a nugget, type in the comment section. After the show, identify your single biggest takeaway, and just focus on that for the next seven days. If you get value out of the show, please tag your friend below or share this episode right now.

That way we can all grow together. And this is a live show, so please ask your questions for Sandy to answer. You ready?

Sandy Cesaire: Yes. I am.

Steve: Alright. So first question is what got you into real estate?

Sandy: Okay. So, basically, I wanted to make money. Okay? I've always had this whole entrepreneur selling candy at school, things like that. So, but, basically, around 18 years old, I moved to Tampa, and I used to watch all the, you know, all the, you know, the late night infomercials.

So okay. They got me pretty interested. So as soon as I moved to Tampa, I signed up for the real estate class. Right? But what happened was first of all, I was, like, so confused.

I was, like, I didn't know what the heck the guys were like about.

Steve: Real estate classes, like the traditional real estate classes.

Sandy: The traditional, yes, to get my real estate license. Okay? And so but I didn't have enough money. Right? Like, I went on a payment plan.

I think it was, like, $250 or $2.45. So at the last day, I did not have the $45, so that did not allow me to take the, test at all. So I was like Wow. Yeah. Exactly.

So I couldn't I couldn't do it. So I went back two years later. I think I was, like, 20 at the time, like, right before I was, 21. This time, I had saved the money, paid them up front. You know what I mean?

Yeah. I'm like, here's your money. Took the class. I did, you know, did very well, studied, studied, passed the I like to brag about passing the test on the first time.

Steve: Good for you.

Sandy: Because, you know, a lot of people don't break.

Steve: A lot of

Sandy: people don't. Yeah. Yeah. So, you know, passed it. So now as, when I when I started when I got my license, I went to work for this, real estate company, and they had good trainings and everything.

Right? But I had a friend who was doing mortgages. Okay? So and he used to tell me, you know, Sandy, it's better on this side. You can come on, come work for this company.

We make more money than the commissions you're making. I mean, he bugged me so much that I was like, fine. What year was this? This was 2002. So I got my license yeah.

I got my license in, June 2002. And then so fast forward to December 2002, and he had been bugging me, like, the entire time to, like, come do mortgages, come do mortgages. Right? So then I went to work for their offices. And, I mean, at first, like, it really, like, it took me a while to get it.

Okay? Like, literally, it took me a while to get it. Like, you know, like, I remember, you know, the, account executive, like, they would come with their loan products. And, you know, we have to have a certain credit score to qualify, you know, depending on whatever the loan is. And then, so, you know, we'd go by the middle score.

Right? For the longest time, like, I literally thought the middle score was the score in the middle. So but, anyways but I ended up doing really good because I'm a hard worker. Right? So I would stay, like, all day just calling, like, different lenders and seeing who have pretty much good products and also to, like, you know, to like, basically, there were a lot of lenders, capital investors at, like, let's say 10 properties.

Right? So I used to stay all night just calling lenders, calling lenders, figuring out who can do what, who can do, like, basically, the hard loans. Like, I found lenders that would do unlimited properties. Right?

Steve: Wholesaling? No.

Sandy: I had I had even no. I hadn't start wholesaling. I was just a loan officer.

Steve: But you were a loan officer calling banks? Usually, like, I thought that was, like, a wholesaler within the mortgages that would do that.

Sandy: Yeah. So no. So I was I would be doing the loans, but now what I'll do is I'll call basically, they all have basic account, executive. Right? People that work for them, they go to the different, mortgage offices to sell their loan products.

So the loan officers can basically you know, if you have choices of, let's say, five different lenders that offer basically, that can finance your your person. Right? At the end of the day, they wanna get the business. Right. You know what I mean?

So I would basically call them to see who is offering the best with, basically, the minimal requirement to do certain certain type of loans, right, in the best rate, you know, down payments, bay just getting all of their criterias, basically. So now I know this bank, this, this lender can do this type of loan. They're only requiring 10% down or they're requiring 5% down. And then you only need to have basically this amount of credit score. So, basically, I would just be gathering all the information, as much much information as possible.

So now whenever, you know, I was either helping out a client or looking for something for myself, I know, oh, this lender can do this. This lender can go over this. And what happened was I ended up finding a a a good amount of lenders that would do, like, maybe a lower credit score. You know what I mean? Or that would do maybe, like, 3% down or allow the seller to hold, like, a a second wouldn't do that.

You know what I mean? So, basically yeah. So, basically, I would just basically gather all as much information as possible from as many different lenders as possible so now I know who can do what. You know what I mean? And what happened in that process is I got pretty good at finding out the the ones that would do basically the creative stuff that other lenders wouldn't do.

And what happened with that is then people started bringing me all their hard to do deals. You know what I mean? So because I know who could do them. So everybody would be bringing me all their hard to do deals. But in the process of that, I was like, okay.

You know, one of the hardest thing for people, especially because I wasn't even thinking wholesaling at the time. Right? I was thinking investing, but not wholesaling. Right? So so what happened was doing that, I was like, well, one of the hardest thing to do is finding the money.

So now I kinda, like, figured out how to find the money, and at the same time, I'm going through investors meetings. Right? So I'm going yeah. So I'm going to investors meeting, basically, just learning as much as I can. Just learning as much as I can.

Yes. Like the Rias. Right? And then at the investor meeting, I end up meeting, this one guy, and he was a he was an investor. He was a handyman.

Like, he would be, you know, rehabbing the houses. So, he had 10 properties to sell. Right?

Speaker 2: Mhmm.

Sandy: So I bought 10 properties from him. Oh, you went

Steve: there and you bought

Sandy: Yes. I bought I I met yes. I met, you know, network meeting people. So I bought 10 properties, no money down because I got I was able to get the 80% and, you know, he could finance the rest of it. Right?

Exactly. Right. Exactly. And, you know, and I end up, you know, using different family members and things like that because I was really young. You know what I mean?

And my credit sucked at the time. However but, like, you know, partnering and using family members, you know, I got the first 10 and he introduced me to other investors, bought 10 more, like, you know, I'm just like the going all in type, you know, know, and I'm a swim to figure it out. I don't really know how to swim in real life, though, but I'm

Steve: just

Sandy: gonna figure it out. Of course. So so so the mortgage, in that sense, kinda helped me. Right? Because, now once I met him, you know, I could put a deal together.

Together. So that's how I basically literally got started in in, I used those properties as section eight rentals at the time, and the, rates were like, they were stupid low. And you're talking about, like, 2,003 at this time, 2,003, 2,004, you know, like, the like, my, payments would be, like, $400. You know what I mean? And then I can get 900 to 1,200 section 8.

You know? So it was, like, basically pretty good, good, you know, pretty good income. Right? Yeah. So and at the same time at the same time, while I as I was doing that, I was also rehabbing.

I started rehabbing. Hey. Why not? Right? Yes.

Why not? So and and Joey and his name is Joey. Right? Joey actually, was really helpful because he taught me a lot about that. And he used to basically rehab the properties for me, you know, and then if we had to hire contractors, we would hire the contractors.

But he took me through all that process, estate career, you know, got started. So And

Steve: But as you learn about the the real estate investment side

Sandy: Mhmm.

Steve: You continued doing the mortgages?

Sandy: Yes. Yes. I continue I continued doing the mortgages, I think, for about it was, like, somewhere between five to seven years. So maybe till, like, February.

Steve: So until the crash?

Sandy: Yes. Yeah. So I continued, yeah, I continued doing, because I enjoy doing mortgages. I I like the challenge. Mhmm.

You know what I mean? So I that's like and I literally like, I still have my real estate license. I keep it active, but I don't like doing the realtor thing. Of course not. You know what I mean?

Like, I don't have have the patience for it. You know what I mean? I just don't have like, I have some friends that are very good at you know what I mean? They're, like, great realtors, but I don't it's not my thing. You know what

Steve: I mean? The fact that you were out here for a week Yeah. Right, it's kinda hard to do those things.

Sandy: Yeah.

Steve: You're actively working with clients. Okay.

Sandy: So Yeah.

Steve: So you you you did this, opens the crash. Anything like, what changed in after that? Was so the crash was basically when

Speaker: you pivoted?

Sandy: Well, so what happened yeah. So what happened was I mean, during that time, I maybe have I wholesale, like, one deal. Mhmm. But it was not because I was trying to be a wholesaler. It just happened to be the circumstance.

Right? Right. So what happened was so now I had, like, made tons of money. Right? I made a lot of money, and I had all these properties.

And so I was I used to go to those Dave Lindahl, you know, apartment complex, you know, seminars and and things like that. And my goal was, okay. You know, you wanna get rid of all these, single family properties and get into an apartment complex. So I started selling everything I had before the crash. Oh, that was fortunate.

Right? Yeah. So, I mean, like, some of my friends was like, well, how did you know? I mean, I didn't know anything. I just started, you know, I started selling them off started selling them off.

You know, I, you know, had accumulated all of this cash, and I was gonna use that to get the apartment complex. But in the process of that, right, you know, there's a longer due diligence process. So a a friend of mine and, he happened to be a hard money lender. Right? So he was like, okay.

You know, why don't you let me use some of that money to land out? You'll get your, return. I know. Right? So so the mistakes the mistakes in that came after after, like, I had literally sold I lost about, like, five properties, but the majority of them, I had already, like, sold.

Okay? So so now I'm lending money here, money there. So all the cash I had, basically, I lend them out, but here's the kicker. Right? So I did not get anything as collateral to protect myself.

So at the end of the day market crash, all of these people now who had all the cash that I had, you know, lent them, you know, I'm like, okay. So now where's my money? You know, a bank you borrowed money from a bank, they're gonna take your house. Where's, you know, where's my where where's my collateral? What am I gonna take back?

There is nothing. But the thing about that is it's just it was a huge lesson for me because I had not take taken the chance, and I was just trusting, you know, people to do right by me. And I don't think they meant any harm, but, you know, they say the road to hell is paved with good intentions. Right? So now I did not take the time to make sure I had the paperwork drawn out to make sure that they actually, you know, signed, you know, documents that would basically protect me and protect my money.

So I didn't do any I I didn't do any of that. So what happened was I ended up losing it all anyways.

Steve: What, how much did you lose doing that?

Sandy: Over $800,000. Cash. Cash money. Yeah. Yeah.

So so it was a bummer because I mean, on several, like, on on several different levels. Like, you know, my plan was, you know, to help my my mom. You know what I mean? And I come from a very poor family, and I don't like to talk about well, it's not that I don't like. I don't mind talking about it, but, you know, I don't wanna mess up my makeup with tears coming out.

So, hopefully, no tears come out. Right? But, like, you know, I had planned on paying off my mom's, house. And I was was like, you know what? Let me just go ahead and do this investment, then I'll do then I'll do that.

Steve: Let it ride.

Sandy: Right. Exactly. So, you know, none of that happened. And, you know, I was really depressed. I got really depressed for a while.

Steve: Of course.

Sandy: Yeah. But, you know you know, I sometimes, I think well, at least at that time, you know, thought I was a little toughy. You know what I mean? Yeah. But but then, you know, like, yeah, it it really broke me down to my core.

You know what I mean? I was like, man, I'm you know, I I've been working hard. And what, you know, what hurt me the most was that, you know, the plan that I had to help my people and, you know, that couldn't have that that didn't happen. And then I remember one day, you know, I called my mom, and I was like, you know, I'm depressed. And this is this is the stuff okay.

Anyway, so I call call my I call my mom and was like, I'm depressed. You know? So she got everybody, like, the entire family on the phone, and they just started praying. You know? And that, like, broke me because I was like, man.

You know you know what I mean? It's like my family and I felt like I had let them down. I felt like I had let them down, but they were like, you know what, Cindy? It's just money. It's just stuff.

You did it before. You can do it again. Like, they were doing doing all all the encouraging stuff.

Steve: Right.

Sandy: You know? Okay. So my makeup messed up.

Steve: Your makeup's good.

Sandy: You know

Steve: what I'm saying?

Sandy: My one brain's pretty good. Yeah. But yeah. But, you know yeah. I mean, that always, like, bring bring tears to my eyes because that was, like you know, my people, like, we come from struggle.

We're you know, we're from Haiti. You know what I mean? And my parents, like, they they came here before I did. They left me and my sister, you know, behind with my aunt, and they were here for three years before they could even send back for us. Right?

And so, they came here on a Visa in the eighties, and they were in the cornfield, the sugarcane field. And and they were you know, they're packing, like, boxes of corns for 10¢ a box. You know what I mean? And a full day, a full day of work is, like, sixteen dollars, $20. You know what I mean?

Like, working hours and hours, and and a full day really is basically like a sixteen hour day.

Steve: You know

Sandy: what I mean? Like, way above and beyond. So it's like they work so hard. And then, you know, when they you know, I don't even know how they did it. I don't even know how they did it, but they got, money to bring me and my sister here.

You know, there was this whole organization, where, basically, you take on somebody else identity. Right? They find somebody in America who's legal here, who has either a green card or was born here, and they kinda pair you with that person. You know, you you know, that you have to somewhat look like them. Right?

Because you gotta get through the whole embassy situation, and then they bring you to this house. And you should see it's, like, a bunch of kids, like, on on a dirt floor. Right? And you you have to stay there until you have learned everything about that person. You gotta learn their name.

You gotta learn their background, what school they go to. Basically, it's like you're learning an entire, you know, other identity so that when you get to that embassy, you do not mess up because if you do, somebody's getting arrested. Right? Now I didn't know all of this because I was just a kid. I was, like, I was nine.

I ain't know, but, you know, bitch, I put it all together. Right? So but yeah. So so me and my sister and I just you know what? I just found out.

My mom just told me this Thanksgiving, I wasn't even supposed to be here. That was my accident. Okay? So the plan was, it was my sister because she's older. So, you know, it's in the Haitian community, it's like the older one.

You know what? They gonna be in charge. You're gonna get them here first and then, you know

Steve: Figure out

Sandy: the rest. Right.

Speaker: Figure out the rest.

Sandy: So the plan apparently was it's my sister that was supposed to be here, but I ended up now my sister and I, we got split into two different houses. I think it's because the other, people had somebody that looked like her, and so we got split up at at the time where my uncle dropped us off. So I ended up coming, I think they about two to three weeks it took for me to to get here in the country. But when I got here, it was, like, June 1990. Right?

So when I got here, my mom, she's a migrant worker, so she was away. Like, they go away for, like, a a month or two months, you know, just doing migrant work. So and, you know, this is before, like, the cell phones were Right. Yeah. So somebody told her and she just she literally just told me this this Thanksgiving somebody told her that oh your daughter is here and then and then she was like oh great she's thinking it's my sister right and then she says she come she's like I come and it's you.

I'm like well damn Yeah. But because she had only she only had money for one of us. Right? She had been raising the money. She had money for one of us.

So I'm I'm there, and my sister's still in the at at the other house. So she's like, what am I gonna do now? Because that was not the plan. The plan was to get the oldest one here first, and then we go back for you. Right?

So, I mean, it's just literally by miracles after miracles that I'm even here.

Speaker: Yeah. You know

Sandy: what I mean? Because that wasn't even the plan.

Steve: So your parents or your mom, mom Mhmm. Your family prayed for you

Sandy: Mhmm.

Steve: And kinda got you out of your funk.

Sandy: Well, that didn't really get me out of the funk. Like, initially, it made me feel even worse. Oh. Because it was like I mean, it's like I appreciate it. Right?

It was great. It's just what made me feel bad about that is because I feel like, man, you know, I was I felt like a disappointment. You know what I mean? But they're like, oh, no. You know what I mean?

I I felt like a dis I felt like I, you know, I let them down. So, you know, it was it was almost like the fact that they could be so gracious and kind. It it made me feel even worse. It was almost like, man, just tell me off, really. You know what I mean?

Like, because sometimes that motivates me to just, okay. Yeah. I'll show you. You know what I mean? Yeah.

So But yeah.

Steve: So how did you turn things around?

Sandy: So, basically, you know, after after a good while maybe it was six to nine months, I don't even think nine months, he was just like, okay. You know, you have to do something. You know what I mean? You have to do something. You can't just allow yourself to remain in this funk.

Like, that's not you. Like, I had like, I gave myself so many pep talks. Right? It was a lot of pep talks, listening to motivational stuff, a lot of prayer, you know, lots and lots of prayer. And, you know, it just got to the point I was like, you know, what what you doing?

You know what I mean? What you doing? This this not you. You know what I mean? Like, you gotta, like, shake it off.

You gotta do what you gotta do. Get out there. Do what you know how to do, you know, best. Like, get yourself together. You know what I'm saying?

Like like, this this isn't you. You know? And then and, you know, and I had some really good friends too. Like, you know and they knew the situations and, you know, they known me from before. You know?

So, some you know, it's important to have some good people in your life. I have some good friends, like, encouraging me. You know what I mean? It's like

Speaker: Oh, and I

Steve: think it's important because a lot of us, you know, like, it seems a lot of this business seems great. Right? A lot of it seems great. But there are days where it's really awful.

Sandy: Oh, yeah. For sure.

Steve: Having the right support and the right people around you.

Sandy: Yeah. That's very important.

Steve: Okay. So then what was the first step? I mean, did you just from from there, did you jump into wholesaling?

Sandy: What what did

Steve: that transpire?

Sandy: Alright. So what I did was I did you know, I was like, okay. Alright. Get yourself together. Alright.

Get yourself together, sister, and, you know, get out there. So I got in the car, you know, I started driving around, around, and then there was a for sale sign. Alright. Alright. So, you know, I pulled over.

I called them. And then, of course, one of the thing I always do is I, you know, I asked them, your property is still available. I said, do you have anything else anything else for sale? He said, I have four. I said, hallelujah.

Like, I did. You know what I mean? I said, hallelujah. So I, you know, put that property on the contract, and within a couple of weeks, sold them, made $20. All of the properties.

Mhmm. You know what I mean? I went knocking on some doors that I already knew. Like, somebody didn't buy doors, I mean

Steve: 20 k total?

Sandy: Total. Yes. Okay. 20 k total for four. Okay.

Yeah. So yeah. So then I went to, you know, I, you know, I still knew some of the investors, you know, that's always mine. So I went to, one that was right down the street. Now I was in Saint Pete at this time, by the way, because, I had end up losing my my personal home.

I had end yeah. I end up losing my personal home, so I ended up having to move to this hood apartment. Right? And I grew up on the hood. Don't get me wrong, but I wasn't trying to go back.

Okay? So I ended up in Saint Pete in this, two story. It was like a upstairs apartment. I mean, it was a mess. But, anyways, in the hood and and I'll tell you how hood it is.

When I ended up moving out, I had to move out because I went home for Thanksgiving, came back, somebody had broke in. Yeah. So that if if that tells you where I was. Right? So so basically, anyways, back to the story.

So I knew an investor, that was basically right down the street. I was like, here. You're coming with me. I literally dragged them, and I don't like to drive. Right?

So I was like, come on. You driving? I took him to the property. You know, he bought one, then his, brother bought the other one, and then the other two, one was a Bennett sign and one was Craigslist. You know?

So yeah.

Steve: When was this?

Sandy: So this was 2000 and I think this was maybe February.

Steve: Yeah. Yeah.

Sandy: Because

Steve: that was a really interesting time. There was, a lot less competition.

Sandy: Mhmm.

Steve: But buyers are harder to come by as well.

Sandy: Yeah.

Steve: Yeah. So, like, now you got a deal. You got a deal. Yeah. But back then, it's like you had to have a really good deal.

So

Sandy: Yeah. They had yeah. And they were good and they were good deals. But what I did so when I took I took that money and then I started, because now now everybody's doing the online auctions and things like that. But then I but I started focusing on getting deals from the online auctions, and I I just I used the money for the earnest money deposits.

Speaker: Mhmm.

Sandy: You know what I mean? Because they asked they want their deposit. You know what I mean? So so then I just started building back up like that. You know what I mean?

I would just be on that on the auction side just all day. I'm, like, watching that watching it. Right?

Steve: So was it the same RIA group that you were at before that helped you? Like, was it those connections? Like, how did you go from you know, you basically transitioned industries. Right? Mhmm.

Went from being a loan officer, creative loan officer, but a loan officer

Speaker: Mhmm.

Steve: To just wholesaling. I mean, like, was it, those connections you created, the Rios that helped you? Or, like, how did you bounce back?

Sandy: Yeah. So so, like, for example, that one investor actually was kinda like, there are certain people in the network, I guess. So, like, Joey, like, the investor I said, I literally went and got his name, like, you coming with me. Like, Joey also does rehabs for him. Mhmm.

So it's it was like a group there's this group of investors. Yeah. A lot of them from the RIA connection, and others from people just meeting through the the whole through the group, to the circle, basically.

Steve: And so at this time, you're mostly finding properties through auction?

Sandy: Yeah. So now so after the, after I did those four deals, getting back on my feet and everything. Right? So I just literally, was it Hubzu? I think it was Hubzu.

One of the big ones. Yeah. So, anyways, I would just sit there and just bid on properties. You know? I'm bidding.

I've bid all day, all night. I'm just bidding and bidding and bidding. And then I would just until I get it. Yeah. You know what I mean?

Steve: I hate it helps you.

Sandy: Yeah. Why?

Steve: It was just always difficult to use. And as an REO agent, right, you get these offers, like, that's a global offers. Like, that got it. And so you as an investor, you're bidding. And it's

Sandy: fun. Right?

Steve: Me as an agent at that time, I would have to go and look at those offers and take them and type them in

Sandy: Mhmm. To the

Speaker: Uh-huh. I was

Steve: like, here's an offer for 50,000. I never list have to do that all day.

Sandy: That's annoying.

Steve: It was very irritating on the agent's side for sure.

Sandy: Yeah.

Steve: Yeah. Okay. So, so you basically rebuilt using, so bidding, on auction sites.

Sandy: Yeah. Billing, bidding on auction sites and then to then I started getting referrals again. You know, one of the thing is, like, because, you know, I guess there's this thing about me that, you know, attracts the hard deal sometimes. Right? So, like, people, they'll bring me the deals that they cannot get done, and I'll get them done, which is the problem because they keep bringing me the hard stuff that they can't do.

Speaker: Oh, you're

Steve: supposed to get paid more

Sandy: on those.

Steve: Are you getting paid more on those?

Sandy: Well, see, here's the thing. It it's the numbers still have to work. You still have to make sense. So if they're, like, bringing me the deal, we're typically splitting it. You know what I mean?

I am good at maximizing it, though. So But

Steve: it should be a larger spread if it's harder. It's not you're telling me that's not the case.

Sandy: Well, not it's not always the case. It still has to make sense,

Speaker: but

Sandy: it's not always it's not always the case. And the thing with me is, you know, I don't know if I'm, like, obsessive like that or obsessed like that. It's just like once I touch once I touch the deal and I feel like I can do it, I'm not gonna let it go until I do it. Mhmm. So it then it doesn't actually always become about the money.

It's just just I gotta get this done. Right. You know what I mean? So And

Steve: that's a good quality. It's, I'm just asking because I got another you know, one of my mentors, Dave Day. Mhmm. He only does deals that work. Like, he's holding for, like, 6 figures.

Sandy: Yeah.

Steve: You know? So but he does deals that no one else can do.

Sandy: Yeah.

Steve: Okay. So then that was, you know, in 2010, like, what were some of the other significant events as far as building your business? Because there's a lot of

Sandy: like, you

Steve: don't just get here. Right? Like, what were some other major events?

Sandy: I mean, there were man, there there there was still some ups and downs. First of I mean, just on both personal and business. And then I I went through this struggle too when I first got in there. It was like, man, do I still wanna be in this business? You know what I mean?

I went through that through the mental challenge of trying to figure out, okay. You know? So I can there's there was this thing about people say, well, you know, you're good at it. You can't do it. But I'm like, yeah.

But I don't I don't know know if I wanna do this anymore. You know what I'm saying? Yeah. And then it was just like, you know, it had to come a time where, okay, I had to kinda, like, refocus my mind and, in what this means for me. So I literally, you know you know, just a few years ago, I was like, you know, I don't just want this to be just about the money anymore.

You know what I mean? Money is the money is the money. Okay? So I was like, I don't want it I want it to mean something more. So I literally started praying about, you know what?

I want this to to have more meaning, you know, to to mean something. I don't just want to get up just for another check or for another deal. So, you know, so one of the thing I started to do was just, like, out of every deal, I gave away 10% whether it's, like, through family members who need it. Like, just so like, just just making it like, doing this, there's a reason. There's a purpose for me to do this.

It's not just a selfish reason. And, you know, once I started doing that, just like refocusing, reframing the the reason why I'm doing this, then it started to be become more fulfilling for me. You know what I mean? So so yeah. So just a lot of changes, occurring with that.

And also too, then then once I figured out, okay. You know what? You know? Now there's a purpose behind this. Now let's organize this, you know, in a way that makes sense, that you can grow it.

And, you know, and I'm, like, so excited now because, you know, I I'm, like, one of these people that's, like, scattered brain. You know what I mean? So I have learned that I gotta stay focused. You know, I get ideas and things. So so I learned that I literally I I have to focus.

And and especially now too, wanting to grow everything and bring Gary in. Oh my gosh. So they have, you know

Steve: You brought Gary in?

Sandy: Yes. Yeah. I I need just this a couple of months ago. Like, September was the first meeting. Long ago.

Yes. September was, like, the first meeting, and we just had our two days. Yeah. I think it was, like, around Thanksgiving. Right?

Steve: Yeah. Yeah.

Sandy: I think it was around Thanksgiving, but I mean came out

Steve: for us. It was very humbling.

Sandy: Yeah. Oh my god. Yes.

Steve: Yeah.

Sandy: Yeah. Well,

Steve: that's good. That's a good thing.

Sandy: Yeah. It is. It's a great thing. I'm really excited, man, because just bringing some clarity because that's not my strength. You know?

Like, those stuff are are not my strength.

Steve: So let's talk about, before we talk about COVID, like, mobile homes, when did you transition into mobile homes?

Sandy: So a couple of years ago. So, here's the thing. Like, we used to do all the other property types. Right? Now I was in Tampa initially.

Okay? It's like I was in Tampa for, like, basically, twenty years outside of the the window that I had moved to Saint Pete.

Steve: Mhmm.

Sandy: But same area. Same difference. Right? So and you know Tampa is one of those areas that's, like, saturated. Right?

Yes. There are still deals, but I don't need fighting twenty, thirty people for the same deal.

Steve: Tampa is, before Phoenix became the guru capital of the world. Mhmm. It was Tampa. Yeah. I think we took it from the

Sandy: You did? Yeah. I believe you now. Yeah. Yeah.

Because, yeah, because I can't think of as many people, you know.

Steve: Right. Yeah. So anyway so yeah. So it was it was tough to compete in Tampa.

Sandy: Well yeah. So, you know yeah. Because now I would do, like, the marketing pieces and stuff like that, but then, you know, we gotta fight so many people for the same dealing, and I'm just always thinking of ways of, okay. So how do we do things differently? Right?

And, initially initially, I, there was a time where I I was marketing straight towards, like, condos. Like, because condos for investors, unless it's a hell of a deal, they're not messing with it. Because then a lot of them, they want that association fee that's just eating out of their profit. Yeah. So but unless it's just a great deal that makes sense, they're staying away.

So I still for a while, I just I was just doing condos, $55.55 plus and all. You know what I mean? So, like, seriously

Steve: Very niche.

Sandy: Very niche. Yeah. Yeah. It is. So, but, you know, it there are some frustrations with that too dealing with the HOAs, and then you have to break it down.

Like, oh my gosh. But, No

Steve: longer closes because of the HOA.

Sandy: Some right. So you know what? So then, a couple of years ago and we used to get mobile home leads all the time, but I was in the of the mindset of who who wants to do a mobile home? You know what I mean? Like, because here's the thing too.

Especially, like, some of these investors, a lot of them want block home. They you know, there's a few that I have found from Binnie and St. Pete that, you know, are more open to, frame homes, but there are still a lot of them don't even wanna touch a frame frame home. So now I'm thinking, people don't even wanna touch a frame home. What are they gonna do with a mobile home?

Yeah. So I used to just basically just ignore those leads. And then you YouTube? Yeah. Yeah.

And so one day, I was you know, we got a lead, and I was like, you know what? Let's let's give it a try. Let's give it a try. And we did, and we made $10,000. And I was like, what?

We're leaving some money on the table. So so immediately, I did a mailer that was all mobile homes. All mobile homes, and we got a bunch of deals

Speaker: from it.

Sandy: And I was like, okay. That's what we're gonna do. And that's that's literally how that got started. It is not because that I was some mobile home expert and know anything about a mobile home. You know, it was literally, like, let's give this a try.

And then and then after I did the mailer mail, like, we would get people that call us. They're that's the man. We never got an offer from anyone to buy our property. I was like, you don't say.

Steve: No competition.

Sandy: Yeah. Exactly.

Steve: I can say, like, our our largest fees are multifamily properties.

Sandy: Mhmm.

Steve: But then right behind that is mobile homes. Like, manufactured homes is way better than single family as far as assignment fees go.

Sandy: Oh, yes. Yeah. Yes. Yes. Yes.

Yeah. Like, way better.

Steve: Mhmm. Okay. So you decided to go there. When did you decide to go go do it virtually?

Sandy: So well, I was already working virtually at the time anyways. Right? Now it wasn't always virtual because when I first started in the business, I was, you know, used to, like, going to see the property, you know, checking everything out, bringing my contractor out. You know what I mean? And then, you know what I'm saying?

I gotta the house gotta talk to me. I gotta feel the energy. You know what I mean? If it ain't talking to me, we, you know, we we ain't got nothing going on here. But, anyway, so yeah.

So so I was in that mindset. Right? And then years later, my husband and then some other friends there. I was like, yo. You don't really need to be going to all of these properties all the time.

Like, you're really wasting your time. I was like, no. Uh-uh. I I don't think so. But, eventually, you know, I was like, okay.

You know what? I need to be open minded to that. Right? And then so we started doing everything virtually from there. And I was like, okay.

This this works. This works. So I was and that was way before, you know, we got into the mobile home space.

Steve: Mhmm. Okay. So you went virtually, and then you started doing mobile homes.

Sandy: Mhmm.

Steve: At which point was it a national thing? When did you say Well because you're you're you were doing Florida.

Sandy: Yeah. We were doing Florida because I had initially initially, I started just, you know, basically, it was I was in Tampa. Right? So initially, it was just like Hillsborough County, Pinellas, Polk, you know, the surrounding areas. Right?

So when I the surrounding areas. Right? So when I when, like, when we started doing mobile homes, we were had only been doing stuff in the surrounding areas. But now it's like, okay. There's only so many mobile homes.

You know what I mean? So I was like, okay. We gotta spread our wings. Okay? So then I started, just marketing through the like, by counties through the entire state and then basically seeing which one works better for us.

You know what I mean? So yeah. So we just started, like, with the the entire state of Florida. And then now because remember, it's only been a couple of years doing the mobile homes. Right?

So now this year, we've added on some more states because we've, you know, we got more people that can handle more leads now. So we have, Arizona. You know? We've closed some already here

Steve: Yeah.

Sandy: And got some more in the contract. We've done Texas, North Carolina. You know? And we're adding on and we're adding on more. Right.

Yeah. And then, you know, and I'm and I'm finding out, man, like, every state got their own challenges, their own thing. Like, really, it's funny because, like, we're learning so much as we go because every area got their own little thing. Yeah. I didn't even know, like, I know it's the desert and all here.

Right? I didn't know that there were some properties that have no well that get water delivered every month.

Steve: Really?

Sandy: You didn't know that either?

Speaker: I didn't

Sandy: know that. Oh my god. So we gotta do it right now. Okay. We gotta do it right now.

And and and and, so we had a buyer go out. Right? And the buyer was like, there is no well. We called

Steve: the county no well and there's no, there's no well and there's no sewer. Yeah.

Sandy: Yeah. There's no it has septic, but it doesn't have well. Right? Yeah. It's like there's no well, no like, it's not city water or anything.

Like, literally, there's no water. Okay? Like, none. Alright. So and then the buyer's like, yeah.

There's nothing. Then this other buyer said, yeah. I live on that street. Yeah. We don't do we get water delivered.

I'm like, what? And then and it's so I Heather, she works with me. Right? She's like my right hand, helps me with everything. So I'm like, Heather, you know, can you call the county and kinda, like, verify this thing.

Right? And she did, and she's like, yeah. That's Noel. So then, and I'm like, okay. Call the owner.

How is that possible? Like, how did they talk? Then so she go, yeah. Like, they have this I guess there's a service where they just hold on. But I'm like, how do they get all that to work?

That I'm still trying to figure out. But somehow they get it, and that's how they run everything.

Steve: So, obviously, each area has their own different challenges. Yeah. What about so you expanded nationally. That was before the COVID Mhmm. Crisis.

Sandy: Well, we started yeah. We no. No. No. Not before.

Like, right after right after COVID.

Steve: So COVID started Then you decided to go nationwide.

Sandy: Yeah. I know. Right? Yeah. What I tell you?

Then I said I'd, like, jump in. It's like, figure it out. But yeah. Yeah.

Steve: Okay. So, because one of the things to talk about is, like, man, you know, you built you sold 71 during, you know, this whole pandemic Mhmm. From scratch.

Sandy: Yeah.

Steve: So how was that journey?

Sandy: Well, I mean, it wasn't I wouldn't say it was hard or anything like that or or difficult. It was just, you know, just basically doing what we do. You know what I mean? Just just working at it, working the leads, just doing what we do now. When the when the COVID did start, I did not know initially how it was going to affect because I didn't know.

Yeah. We didn't know. Yeah. So in I mean, because, I mean, there are there's a percentage of the properties we sell that's vacant, and then there's a percentage too that's occupied. I was more concerned about the occupied ones.

Steve: Right.

Sandy: You know? Because it's like, if we can't show it, it's hard to sell. You know what I mean? But we eventually, you know, found some people that would kinda work with us. Like, you know, they'll, you know, leave the house and then let, like, one person walk in at a time.

Like, we just had to restructure some things around. So it turned out a lot better than I had, you know, expected because I expected the worst, you know, because it's I mean, nobody knew what the heck was gonna happen with this thing. Right?

Steve: So So you're direct mailing everybody. Mhmm. Is that correct?

Sandy: Yes.

Steve: Alright. Who are you mailing?

Sandy: So I'm mailing absentee owners. I'm mailing, owner occupants. Now I start I typically start off every area, though, first with absentee because they wanna increase my chances. Now, I do get some motivated seller list from Eric. I don't know if you know Eric Torrente.

Like, he sells, like, the, you know, inherited list, divorce, all that. It's like anyways, it's but, anyway, so I do mail mail to those however too. Again, there's only so many of them. Right? So you're not gonna get a huge list once you start breaking it down like that.

But

Steve: once you're consistent, it's hard.

Sandy: Yeah. But but so, like, absentee owners, I do a lot. Sometime I do, you know, I'll do any age. However, a lot of elderly, like, from 60 and over or even 50 and over sometimes because a lot of these mobile homes, right, especially, like, in Florida, they're second homes. Some of them, they're like the vacation homes

Speaker: Mhmm.

Sandy: You know, or second homes. And even some are just, even if it's like a rental property, for the people. Now what we have found is, you know, especially, like, with the older people who have all these mobile homes, sometimes they don't visit them for years. They're just like, look. We're just tired.

We don't even go there anymore. Wow. You know what I mean? Like like, seriously, and sometime and some of them just they leave the property there just rotting away. You know?

Like, I don't even know what it looks like anymore. Like, seriously.

Steve: So you're direct mailing.

Sandy: Mhmm.

Steve: Now how are you finding the buyers?

Sandy: So the buyers once we get a property in the contract, like Facebook Marketplace, Craigslist,

Speaker: honestly, like,

Sandy: literally, that's works. Craigslist still works. Got it. It Facebook Marketplace works a ton. We boost our ads to, you know, place it in front of more eyes.

But, a lot lot of the buyers come from there. And here's the thing. Like, the buyers, though, are typically owner occupants. Like, they're end users. The majority of our buyers I mean, maybe, like, 10% of our buyers are investors.

The majority of literally end users. And what I've noticed is that a lot of them, you know, they're, like, basically hardworking people who's been saving up their cash and they wanna buy their home. And they wanna buy, like, a fixer upper because they've just saved enough to buy that fixer upper to move in it while they fix it up. You know what I mean? So there's a lot

Steve: of know who your buyer is.

Sandy: Yeah. So

Steve: right now because you hear, typically, if you look at manufacturing, my experience where a lot of more investors are trying to get a higher cap rate.

Sandy: Mhmm.

Steve: So you're saying and and buyers, are you, doing creative financing, seller financing, or is everyone's getting loans? Like, how is that how are you doing that?

Sandy: So so everybody's basically they're just cash buyers. I've owner financed one of them just a couple of months ago for like, I bought it cash and owner financed it out to the basically, like, I bought it for, like, 14, and she put, like, 15 no. Not 15. 11,500 down. Paid the closing cost, but I did it, and I sold it to her at $35,000.

Steve: Yeah.

Sandy: You know what I mean? So, so yeah. And then I'm gonna be doing more of that. You know what I mean? But the but there's the opportunity to even buy them owner finance.

It's it's there too.

Steve: Right.

Sandy: Yeah.

Steve: So for the people who are listening, because a lot of people, they don't necessarily pick the the type of properties.

Speaker: Mhmm.

Steve: But, I mean, we mostly do single family.

Sandy: Yeah.

Steve: So what is your average do you know what your average fee was when you were doing a single family?

Sandy: Single family average fee

Steve: It's been a while ago. You don't wanna

Sandy: do it one. It's been a while.

Steve: Okay. What's your average fee now in my in in mobile home?

Sandy: Yeah. Average fee is average fee is $10,000 now.

Speaker: Mhmm.

Sandy: We wanna raise it to 15,000. However, but, like, you know, we get so many deals working, like, 17,000, 20,000. 34,000 was the highest, so far. But, yeah, like, we have so many. That's 17 and, you know, 14.

Like, they like, the fees are really good. Yeah. Yeah.

Speaker: Because we

Steve: did a lot of twenties Yeah.

Sandy: When we

Steve: were doing them last year. We went really hard on them last year, and, I think we found all of them. So because it kinda stopped. Yeah. Okay.

So anyone that wants to transition to this, their fees may be higher Mhmm.

Speaker: If

Steve: they go to mobile homes on land versus, single family.

Sandy: I think so.

Steve: Okay. So

Sandy: Yeah. I think so.

Steve: So you're in multiple states. I'm curious. How how do the fees vary between all the different states?

Sandy: Well, I don't think it does because, like, you know, like, Texas, we're still pulling 17 thousands here. We did seventeen, fourteen, 11 then we have a a couple that we're working on, and those are, like, twelves.

Steve: Mhmm.

Sandy: You know what I mean? And I I don't think it does, really. I think it really boils down to how you negotiate the deal. Yeah.

Speaker: You know

Sandy: what I mean? Yeah. I I don't think it does.

Steve: Got it. Okay. So

Sandy: At least from the ones that I've been doing so far now. We'll see when I start going out even more.

Steve: Where else are you gonna go?

Sandy: Everywhere there's a mobile home.

Steve: Yeah. Well, I mean, if you hit if you hit the Carolinas, you have Florida Mhmm. And you got here, I mean, I think those are some of the some of the biggest spots.

Sandy: Yeah. Oregon. There's some there's some more out there.

Steve: Up in the Northwest? Mhmm. Got it. Alright. Well, so we talked about how your how how your business is different.

How did we kinda talked about your transition, so maybe this isn't really relevant answer, but how did COVID impact your business?

Sandy: I guess it didn't in a sense. It's just, you know, it was just at the beginning. We didn't know what was going to happen. But, like, we've, yeah, we stayed pretty busy. We stayed pretty busy, consistently for the most part.

You know what I mean? I mean, there were some, like, there was, like, a couple of months that was, like, you know what I mean? Because but I I don't even think that was they had anything to do with COVID. You know what I mean?

Steve: So having, well, I guess looking at the rest of the year. Right? Because we're we're coming up at the end of the year. I mean, what are what what is your numbers gonna look like?

Sandy: By the end of the year, I hope to reach at least 80. We'll be at 73 by tomorrow. Mhmm. So we should be at at least 80. You know, my goal was to exceed that, but, you know, hey.

It is what it is. Yeah. Yeah. But now next year, once we've, been able to implement everything that, you know, we're getting from Gary and, you know, next year, we should be able to double that.

Steve: Yeah. Yeah. You think so?

Sandy: God willing. I mean, we definitely gonna try.

Steve: What what was your business like in '19?

Sandy: At '19?

Steve: In 2019.

Sandy: 2019. So 2019, we did 2019, we did less than that. We did about 50 something deals, but I also had a baby in 2019.

Steve: Got it.

Sandy: Yeah. So so I had a you know, I've been having I've been popping out babies for the last few years. But yeah. So

Steve: So 2019 did 60 transactions. Mhmm. You went nationwide. So I'm guessing that most of your transactions are still in Florida then.

Sandy: It's yeah. Mhmm.

Steve: Got it. Yeah. Okay. And then everything is wholesale?

Sandy: Yeah. Everything is wholesale. Yeah.

Speaker: Eventually, now we wanna add back

Sandy: in because I do you know, I used to rehab. Right? So, you know, I actually have a love for that. You know? So eventually eventually, I wanna get back into that.

But then I have also learned, like, with my personality, I need the focus. I need the focus because, you know, otherwise, I'll be chasing way too many rabbits. So Yeah. Yeah.

Steve: And what does your what does your company look like today?

Sandy: So right now, we have you know, Heather, she helps me with everything, acquisitions. I'm involved in acquisitions as well. I'm actually, like, involved in too many things.

Speaker: Mhmm.

Sandy: But, like, you know, Heather helps me with acquisitions. And, now after meeting with Gary, he's, he's wanting us to move her to disposition and bring in bring on somebody else for, acquisitions. And then we have, three lead managers. We have, a transaction coordinator that, I needed one bad. Actually, we just brought her on because I was doing too much.

Yeah. So so she's, she has been really helpful so far. I mean, we have an admin. So it's really small. So we're, like, about seven people.

And then once we bring on, like, another acquisition, we'll probably be at eight.

Steve: How much are you spending a month in direct mail?

Sandy: Direct mail, 8,500 to $10. Got it. Yeah.

Steve: And then, so Orlando Herrera wants to know, are you using the same contract to wholesale mobile homes that you do on single family homes?

Sandy: Yes. Because so so here's the thing. So, like, the their own land their own land. Right? The the ones that I've been doing.

So, basically, the land is still real property. Now if the mobile home is retired, then it's considered real property anyways. Mhmm. But, yeah, typically, I just use the the same contracts, and I might have, you know, different, like, clauses in there for whatever.

Steve: Yeah. Mhmm. Let's see. Guys, if you guys have any questions, please please post them in here. One of the guys says that, if someone took 800,000 of his money, he they'd be missing kneecaps.

Okay. So you're you said you're using Eric Torante?

Sandy: Yeah. Yeah. Eric Torante. I think it's, like, flipthisrealestatelistor.com or something like that. But, yeah, he's everywhere.

But, yeah, he does he he can get you, like, motivated any motivated list that

Speaker: you need.

Steve: Okay. And then using that, you're only doing direct mail. You're not cold calling it

Sandy: at Samsung? Yeah. So we have done some cold calling. Not much. I had a, like, three people doing cold calling.

I got rid of all of them. Yeah. So I I got rid of all

Speaker: of them.

Sandy: Now we're gonna we're gonna add that back on, but be a little bit more structured and have eyes on these people more. So I figured, okay. Let's just get rid of that, and then we can revisit that later on. But yeah. But, like, the majority of my deals are, are direct mail.

I use Listability. I get my, you know, my list from Listability. And then when I was, you know, need it to keep tracing, then they actually added that on as a service as well. And, also, Eric does that too, and he gives me a pretty good result for that. So

Steve: Got it. And then, Sam's here with you. How how involved is Sam in the business?

Sandy: Oh, I fired my husband.

Steve: You fired him.

Speaker: I'm not a

Sandy: fool guy. So he has his own company. He has a digital marketing, company that helps, I guess, you know, coaches that's they have, like, high end products. So he market their stuff online, Facebook ads. And I'm not the best as at pitching his stuff at all.

I'm sorry, hubby. But yeah. So, but he has his own company. And, like, so in in my business, you know, I'm always bouncing things. This is he before he started his digital marketing company, he was actually in real estate for, like, ten years.

Oh. Yeah. So he knows the business. I can bounce ideas, and then, you know, go to him and whenever I have some crazy idea and ask him his thoughts. So he's pretty helpful with that, and he's just like a supporter.

You know?

Steve: Oh, that's good.

Speaker: Well Yeah.

Steve: Like like like I said earlier, like, everyone needs support. Yeah. Nate Brown wants to know, have you have you have you wholesaled any mobile homes that are located in a park?

Sandy: Not yet.

Steve: Okay.

Sandy: Not yet.

Steve: And it sound that sounds like this you're going to.

Sandy: Yes.

Steve: Talk about that.

Sandy: Yeah. Yeah. I do plan on do I I definitely plan on doing that. However, again, I have to kinda, like, keep myself focused.

Speaker: Mhmm.

Sandy: Yeah. Because trust me, like, this has been the plan for, like, six months now. Right? Like, literally literally six months. But it's, like, I have so much going on.

I have to stay focused and then let's get this first, get me out of that before I jump into that. However, that is the major plan that's that's, like, on top of the list.

Steve: Got it. How do you plan on wholesaling those?

Sandy: I don't know. We'll see. I haven't figured it out yet yet.

Steve: Because it's easy to get the sellers.

Sandy: Yeah. It is. I have I'm a figure it out, though. When I do, I

Steve: will tell you. Alright. Alright. Yeah. Because we get those, and

Sandy: we just

Steve: throw them away. Yeah. Alright. And then Sam's asking, how many mailers are you sending out, and how many deals under contract do you

Sandy: get per mailing? So we send out so all year, this year, we we've literally sent out about 220,000 mailers. You know? So and out of those let me see. Every month, I think the average is about 200, 200, 300 leads or something like that that we get.

Yeah. That's about the average for that.

Steve: Yeah.

Sandy: Mhmm.

Steve: Got it. And then Orlando wants to know, you know, what what are some of the biggest challenges, when you compare wholesaling mobile home to wholesaling a single family?

Sandy: Some of the biggest challenges from wholesaling mobile homes to single family? Well, I would say I would say okay. So so one of the biggest thing is now when the, you know, especially, like, when the trailer when the mobile home is not retired, you know, it's it has its own separate title and then the land, you know, is also separate. Now we have we use a third party, company that does the mobile home title search. Yeah.

One of the biggest thing with that is the title. Some when it's a mess, That thing is a mess. Okay? Oh my gosh. It is, like, literally so so, like, that is probably the biggest thing.

It's just we need some mess. It's a mess. And then now, there comes two. The good thing is the good if the lien if the lien is clear and it's just the mobile home part, that's the mess, okay, we don't worry because if the lien you know?

Steve: That's the value of

Speaker: the lien.

Sandy: Yeah. Because because now you can you know, the title company can still close it. It's just that now the buyer would have to sign some form of a whole harmless

Speaker: Mhmm.

Sandy: That say, hey. Look. You know, we're not responsible. You know what you're getting. Yeah.

It's personal property. It is. And then you know what? And then surprisingly enough, buyers still will still buy a messy trailer title or a trailer with a messy title.

Steve: Yeah.

Sandy: Yeah. So but it Cash. The biggest yeah. Definitely cash. Yeah.

Steve: Because that's I could tell you last year, we had on the board, like, a 140,000 in a month. Yeah. We were, like, stoked. You know? We were beyond excited.

We had some big some big ones in there. 70, you know, for one of those deals.

Sandy: Mhmm.

Steve: And then, the 140,000 once we ran into this mess Yeah. Turned into 40,000.

Sandy: Mhmm. Yeah. Yeah. I had some of

Speaker: those.

Sandy: Had some of those was like, we we you know, like, you're counting the, what, the eggs before it hatch.

Steve: Oh, yeah.

Sandy: Yeah, man. Yeah. So yeah. Yeah. That's the that's that is the big challenge, though, you'll run across.

But, like, you know, at the end of the day, though, like, there's still hope to do the deal. Sometimes you just gotta find a buyer that's just willing to take it on. And, you know, because the you might have already a buyer for it and they don't want it. That's fine. You know?

And and then the situation too, you know, sometime we use that to re renegotiate a better deal and say, look. This is messy. Like, nobody's gonna buy this at that price. You know what I mean? So and then we just continue working on it and get a a different buyer.

Steve: So Kevin Sanders wants to know, are how are you finding cash buyers' mobile homes? Are you doing anything different besides Facebook Marketplace?

Sandy: No. Really. That's that like, honestly, that stuff works. Now here's what I will suggest, though, because at the end of the day, sometime you don't have control over what Facebook does. Right?

Nope. You you gotta have a backup plan. You gotta be ready, man. Like, you know, you gotta have other you know, do do have other options because sometimes, you know, you know, Facebook, they'll shut you down for no reason. You know?

So

Steve: Well, there's a reason. Just me and I agree with it.

Sandy: Yeah. Yeah. But yeah. So they'll shut you down. So, I mean, we have a team of people, and we have different accounts in case we need to use them.

However, you know, you just don't wanna have all your egg in that that basket and just counting on that to go well without a hitch. But just in case it does have, you know, another play. Like, one of the things we're doing where, it's not ready yet, but we we're creating our own website platform with the apps. And then we just now we can do run ads and bring people to us. You know what I mean?

So just that way, we're ready for anything. You know?

Steve: Yeah. What is your biggest struggle right now?

Sandy: My biggest struggle right now well, my biggest one of my biggest struggle right now is, like, you know, the the stuff that I'm basically had to go, you know, to Gary for is just, you know, I need some organization because this head right here, that thing can be chaotic sometimes. Right? Yeah. So just kinda, like, getting clarity on everything and just then now implementing because I'm I'm, you know, I'm a creative person, a creative thinker, and I got a lot in my head. And sometimes, like, I tend to complicate stuff more than it has to be, which my husband, husband, he helps with that a lot because to him, it's, like, so simple.

It's straight to the point. You know what I mean? It's like I'm like, it's not that simple. It's like, no. Really, it is that simple.

But you know what I mean? So so, like, I will complicate some things that doesn't need to be as complicated. You know what I mean? Mhmm. So so that has created some of those struggles.

You know what I mean?

Steve: Oh, we a lot of times, the biggest bottleneck is us. And that was actually what Gary made very clear. Like, I thought

Sandy: Mhmm.

Steve: I was at the bottleneck. But Yeah. I still am. So, Kevin wants to know a follow-up question is how are you comping mobile homes?

Sandy: Well, so now that's a tricky one sometimes because sometimes there are no comps. Sometimes there are no comps. However, though, you know, I will look at, you know, I will look at, you know, what everything's selling for for sure. I'll compare it. You know, land size is big too, especially, like, in some areas.

You know? Mhmm. So I'll I'll compare all of that all the, you know, apples to apples type scenario. But sometimes we can always do that. So I just basically look at the big picture.

You know? I look at the big picture from, you know, in some areas like Louisiana, though, it says valley. Like, that thing, they don't help nothing at all. But some areas, I can look at the assessed value and get some ideas. Alright.

That's fine. Yes. And then I'll you know, if there are comps, I will look at the the different comps. You know, I checked Zillow, but you know what you know about Zillow. So but I I look at it.

I see what's going there, what kind of transaction is happening, if those are available. And then sometimes, you know, if that's available also, like, I will look at, you know, say so so there's no covenant. I'm looking at, okay, what did this person buy for? Yeah. You know, how long I I look at everything.

You know? I just look at as much information as possible. Now when it comes to, like, offers now one of the thing is, sometimes because I'm selling to end user, really, sometimes because of that, my offer can be more. But, you know, of course, I'm taking into consideration conditions and things like that. But my offer typically can be more nice there.

If it's an area that has a lot of activity, if there's a lot of sales activity, you know, they'll let me know, look. People are buying in that area. So, you know and if the seller's basically kinda like a hard ass on that one, I'm just I'm like, like, okay. Well, I don't have to beat them down on the price because at least if I get, like, maybe if I get it at, like, $20,000

Speaker: Mhmm.

Sandy: Less, I can still make a 10 g's on there, and then the buyers still feel like they're getting a good deal because their mindset is not they're not thinking like an investor or I have to be at 50% or six or 70%. Right.

Speaker: You know

Sandy: what I mean? They're just thinking, oh, yeah. Save some money. I get a good deal in this. You know?

If retail let's say, if the property is going retail for, like, 70 and they're getting it for, like, 62, they feel like they're getting a deal a lot of money. So

Steve: Robins wants to know, do you think the mobile home industry will be more popular with the affordable home crisis that we're experiencing?

Sandy: I do. For sure. Yeah. I do.

Steve: Diane says that he, she sees that you have children.

Speaker: Yes.

Sandy: How

Steve: do you balance raising young kids and being in real estate?

Sandy: Oh, girl. Oh, that is the million dollar question. It's hard. Okay? Like, so it's hard.

And my kids, they're I got a five year old, a four year old. He just turned four. And then the youngest is, so he'll be 18 at the end of this month. And they're all bossy. They all think they control me.

Right? So it's really hard. But now one of the reason why, like, I used to be in Tampa, we moved to South Florida, is to be close to my mom. Free babysitters. Alright?

So mom's there. She's retired. She can help. And then we had to get we have a nanny that helps us out. She's a huge help.

Because, otherwise, it's just they they don't care. You know? They want their time when they want their time. They don't care you're on a call. They're gonna be banging on the door.

You know? They don't care. They they don't care. So it's it's just it's it is it's it's not easy. It's not easy.

I have a lot of mommy guilt. You know? But it's just How do you

Steve: deal with the mommy guilt?

Sandy: Oh my gosh. I I don't. I don't. You know, I it's just like, you know, sometimes I do the stuff that you're not supposed to do. Like, I try to compensate with a gift or something every now and then just to you know?

You ain't supposed to do that, though. You know what I mean? But, yeah, it's it's not it's not the right way to compensate for that. But it's just it's just really hard. But the thing is, though, it's like, you know, I am, though, in in the process of making the right move so that I don't have to take as much time away.

Steve: Got it. Zee wants to know who is this Gary guy.

Sandy: Gary is the boss. He's the man. Yeah.

Steve: Oh, it's Gary Harper with that

Sandy: Sharper boss. Sharper.

Steve: Yep. So he came in, beat us up pretty good too, but Yeah. We're gonna have a killer killer 2021 with him here.

Sandy: Yes. For sure.

Speaker: I

Steve: see Pace Morbier in here. I saw Pace. You should definitely talk to him. He's, I think you could probably increase your cash flow even further.

Sandy: Oh, really?

Steve: Talking to him. Alright. Let's see what else is here. Can you describe the cash flow from finding the lead to closing now that you're virtual? Oh, workflow.

Sorry. Can you describe the workflow from the lead to closing now that you're virtual?

Sandy: Yeah. So, basically, you know, so when we send out our mailers, the the leads calls, they come in. Right now, for we have actually been having our leads go to a recorded voice mail. Next year, we're gonna change it to everybody answers live.

Speaker: Mhmm.

Sandy: Okay? But that's been, you know, coming into a recorded voice mail and then, you know, the people that say, hey. You know, I wanna sell. You know, they get called first. Right?

So once we lock up that property on the contract, we get all the information from the sellers. Property is then locked up on the contract. Once property is locked up on the contract, then we send, somebody local there to go take pictures. We actually we don't have them just take pictures, though. We have them do videos inside, outside, everything.

Steve: Oh, nice.

Sandy: Yeah. Yeah. We have them do videos. We have them take picture and then write, basically, a short report. Some of them, you know, depending on how lazy they are, you can't know when which one are lazy or not.

Some will try to give you a paragraph. But if they follow an instruction, they're telling us, you know, exterior. Like, what are you observing? What are you seeing? You know?

What's going on? What's going on with everything? Like, interior and then by rooms, kitchen, bath. Like, give us details. Tell us what you see.

What's going on? What's happening? You know? So asides from the pictures, the videos, we want, detail report of what's going on. And then if if the owner mentioned anything interesting, we should know.

You put that in there. You know what I mean? If the tenant mentioned in anything interesting, we should know. You put that in there. You notice anything interesting with the neighborhood, you put that in there.

Like, literally, like, they have to follow that format, and then they send us everything. And then they kinda give us a general idea of what we have, you know, in our hands. And then so once we have that information, then we put it up for sale.

Steve: Got it. Got it. Alright. Let's see what else there. People are recognizing, that, mommy guilt is real.

Sandy: Yes. It is.

Steve: So I don't know how I'm saying this right. Is it Thoyo? But, he wants to know if you're getting a list your dad from Eric Torrente, should he not rely on PropStream for mobile homes?

Sandy: Should we not? You know what? I have PropStream actually, but I haven't actually learned how to use it the right way. So I haven't used it. So I can't really answer that for you, honestly.

But, like, I I just haven't figured it out, you know, the right way. But yeah. But Eric is is pretty good. So, you know, definitely a 100%, I recommend him. And, you know, I use

Steve: company name?

Sandy: I think it's flipthisrealestatelist.com. If I'm, you know long. Yeah. I think it's flipped this. I could be wrong.

I think it's better or similar. Yeah. But he's he's on, he's on Facebook and Instagram, so he's easy to find.

Steve: Bill Ransom wants to know, and I I think this kinda where I was going with this earlier, is have you considered buying them and then over owner financing rather than straight wholesaling?

Sandy: Oh, yeah. For sure. So we definitely you know, I did I recently did one, but definitely wanna start doing more of those. Yeah.

Steve: And then Robins wants to know, are you planning on buying and holding for a legacy

Sandy: Not buying and holding as rental for not not individual because I don't wanna deal with that headache. Mhmm.

Speaker: You know

Sandy: what I mean? So I don't wanna buy individual mobile home and hold them as rental. Owner financing, I don't mind doing that all day, but I'm not trying to have that mobile home maintenance call all the time. Nope. I'm not trying to deal with that.

But no. But maybe mobile home park, eventually, yes. You know, something on a a larger scale. Yeah.

Steve: Someone did correct us. It is flipthisrealestatelist.com.

Sandy: It is? Okay. Thank you.

Steve: So, Daniel Moore wants to know, how do you do a trailer that need to be moved but maybe too risky?

Sandy: So I haven't had to do that personally. Now I have buyers who buy for me. They buy it. Sometime they figure they wanna move the trailer, you know, elsewhere or whatever they do. Like, right now, we just been keeping it simple.

You buying it as is, and then whatever they do is whatever they do.

Steve: Yeah.

Sandy: So we haven't we haven't even got involved in that.

Steve: Yeah. I think that's the direction we would go as well. Yeah. So Pace wants to know when he come on the show. Pace, we'll we'll have to talk offline about that.

And then Monica wants to know how much he pay for boots on the ground.

Sandy: So $90 on average. You know, it's been, you know, between 80 and 90, but on average, it's $90. Now if we need them to put, like, a lockbox, on there, they go and buy the lockbox. You know, they don't you know, we don't pay them any extra to put it on. We just reimburse them for whatever it cost.

Now if we need them to ever need them to, like, change locks, that cost typically will range from 10 to $40 to change a lock plus the cost of the actual lock will just

Steve: That's it.

Sandy: Any purchase. Yeah.

Steve: $40 or less to change a lock?

Sandy: Mhmm.

Steve: Man. Yeah. I can't get that. Yeah. We need to talk to our vendors.

Alright. Cool. So, what do you foresee? I mean, we kinda talked about for for 2021. I mean, any anything else you see big time for 2021?

Sandy: I mean, honestly, I I don't know as far as, like, you know you know, I'm curious to see where this this country really is gonna go with the COVID situation. Some place is shutting down. Some are I I I don't know.

Steve: Florida. I'm in Arizona. It's like it doesn't exist.

Sandy: Yeah. Right. Exactly. Exactly. So

Steve: I was in, I was there in Tampa, right, last week, and there's 200 people in the room.

Sandy: Yeah.

Steve: And I think two people were wearing a mask. Right?

Sandy: Yeah.

Steve: And but I and I did come back, and I actually was not allowed to be in the rest of the house. So I was actually quarantined in my daughter's room, until I had passed two negative tests. So this morning, I got the second negative test. So now I

Sandy: was allowed to hug my baby. Good. Yeah. Good.

Steve: That was tough. Honestly, it was tough.

Sandy: Like, when

Steve: you're on the road

Sandy: Mhmm.

Steve: And you're it's business. Right?

Sandy: Like, you're

Steve: focused on business. You're not you know? It's not that you don't miss the kids, but, like, you're focused.

Sandy: Right.

Steve: But you're at home, and you can't, like, play with the kids.

Sandy: That's that was tough. Yeah. They didn't were they banging down and knocking down the door?

Steve: Oh, no. They knew I was in quarantine. Okay. No. Little Emily, she's three.

She finally was able to say quarantine correctly by the end of it. What is your superpower? Power?

Sandy: So, you know, and I I know you were gonna ask that question, and I was like, okay. What's my superpower? You know, I think a part of it is I'm intuitive in the sense of, like, I'm able to pick up certain things, very well and, like, it helps me in my deals. You know what I mean? It helps me like, for example, you know, like, Heather, like, she was talking to one of our sellers.

Right? And the seller, he you know, she was, like, she seemed she was a bit a bit flustered. You know what I mean? She was a bit flustered. And then when Heather call her, Heather asked her, you know, can she put a lockbox on the property for us?

And she was like, how am I gonna pay for that? I ain't got no money for that. Right? And then I said, So I just it just kinda gave me a sense of, you know, like, because she called me, you know, she gave me the run then. I was like, okay.

So I felt in that moment, like, really, like, in my spirit, really, I was like, you know what? Call her back. I said, I bet she needs some money. I said I said, call her back. Find out what's going on with her.

And then, like, I'm like, something told me in my spirit that I think this lady needs some help. And if she does, we'll send her some help. So Heather called her back. When she called her back, you know where she was at? She's she was literally on the line, like, one of those, like, shelter in line waiting for food with her kids.

I was like, well, Heather was like, how the hell did you know that? I was like, I don't know. My spirit just, like, told me something was off about just that conversation. And I'm and I wasn't even the one talking to her. Right?

I wasn't the one talking to her. It was Heather. When she's like, tell me it was just something just happened. That was like, something is not right. And then so yeah.

So we sent her $750. You know? I was like, you know, just go get some food for your kids. Yeah. It's intuition.

Yeah. So so they have that thing about me that just picks up on things. And then, I guess, one of the thing is, like, you know, any scenario. Right? Any scenario, I'm able to dissect it in a way where it's like, okay.

So So I can say, okay. You you give me a scenario. And I said, okay. This is a possibility of what could happen. Like, I give you all the different scenarios.

Alright? Now this is how you can react to this one or or respond to that one, respond to this one. Now choose one. You know what I'm saying? But what's this this is you're gonna get one of those results, one of those answers.

Steve: Yeah. Well, that's what I was gonna say

Sandy: Yeah.

Steve: Given our conversations. Mhmm. Stick to it in this. Right?

Speaker: Mhmm.

Steve: You're gonna solve the problem. Yeah. That's definitely, your superpower. Yeah. Alright.

So, we're gonna wrap this up. I want you to think about just, something you wanna leave the listeners with while I make just couple really quick announcements. Guys. If you guys enjoyed today's show, please like, subscribe, share, comment, tag some friends. You know, it helps us grow our reach.

The more you guys tell YouTube and Facebook that you like this, the more other people will see it. We've got no show next week. So the we're taking the rest of the year off for the we'll probably be doing something. You know, we got our new studio. It's all wrapped up, so we're probably gonna do something fun with it.

But right now, this doesn't schedule for the rest of the year. So, for you, someone wants to get a hold of you. How did they get a hold of you?

Sandy: Yeah. So I am for Instagram is at I am Cindy Cesaire. Right? And then, also to, mobilehomesflip.com. You can find me on there.

We're gonna be coming out with the course as I, you know, mentioned earlier. And then, of course, I'm on Facebook, you know, just Google my name. I'm on Facebook and, also to my website is my personal website is, iamsandycizier.com.

Steve: There it is. Yeah. What what what message do you wanna leave the listeners with?

Sandy: You know, I think one of the biggest thing is, you know, for the year that we've had, you know, life is unpredictable. Right? Life is unpredictable. So just This

Steve: year, that's more accurate this year than any other year.

Sandy: Man, tell me about it. Like, you just, you know, never know. And, you know, some of us did okay, but, you know, there this thing disrupted a lot of lives. You know what I mean? Leaving a lot of people just, you know, like, struggling or losing family members or just, you know, just a lot of changes.

So, you know, I think that going into 2021, whatever, whatever situation that you've been in, like, especially, you know, especially if it's not just in, like, especially, you know, especially if it's not just been a good year for you, just you just kinda have to remember to just, you know, get yourself back together, you know, let go of anything that's not working for you. You know, if it's anger, if, you know, it's like, how is that working out for you? Is it making things better? It's not that let it go. You know, some you know, some of y'all gotta let go of people.

You know? Some people that's might be the bad apple in your life. Let it go. Like, you're getting a new year. You wanna start fresh.

So whatever the situation is that ain't helping you, that's not working out for you, let it go and then start the new year fresh. You know what I mean? Get your mind back. Get yourself back together. You know, this too shall pass.

Speaker: Mhmm.

Sandy: You know what I mean? There's there's tomorrow. So you wanna start with a good spirit because, you know, tomorrow is not promised. Tomorrow is not promised. You know what I mean?

If if you want things to change, no there nobody ain't gonna change that for you. So you need to make sure that change happen for yourself. You know? It's like somebody said, you know, you need to be an agent of change, not a victim of change. Yeah.

So, basically, the change that has to happen for you and in your life, whether that be people, your environment, your own mind, change that thing, man, and and go into 2021 with a fresh start.

Steve: Yeah. There's nothing wrong with firing people from your life. Exactly.

Sandy: Right? Yeah.

Steve: So perfect. I love it. Alright. Thank you.

Sandy: Thank you. This was a

Steve: lot of fun.

Sandy: Yes.

Steve: Thank you guys for watching.

Sandy: Oh, and now you know. Got my Haitian flag going on here.

Speaker: Here. Yeah. See, we real estate disruptors. Can't nobody touch us. And, yeah, we about to give you game.

Shout out to Steve Trane. Will it say disruptors? They cannot touch us. And, yeah, we about to give you game. Shout out to Steve Train.

Jump on the Steve Train. We about to give you game. Already ass flowing through my veins. And you don't have to look no further. See right here, you gonna learn everything.

Yeah. Yeah. See, we real estate disruptors.