🔥 Triple Your Money in One Year!💰💰💰

Steve Trang: Everybody. Thank you for joining us for today's episode of Real Estate Disruptors. So we got Ryan Weimer with Offer Now Idaho, and he flew from San Diego, California to talk about he's closed 61 deals in the last twelve months for over $1,000,000 in fees. If this is your first time tuning in, I'm Steve Trang, sales trainer for some of the top wholesalers in the country, and I'm on a mission to create 100 millionaires. Question I get all the time is how to become one of the 100 millionaires.

The information on this podcast alone is enough to help you become a millionaire in the next five to seven years. Just take consistent action and you will become one then. If you wanna get there faster, send me a DM on Instagram. We'll see if we can help you. If you get value out of the show, please tag from below.

Share this episode right now. That way we can all grow together. And this is a live show, so don't forget to ask your questions for Ryan to answer. You ready? Yes.

Alright. First question is what got you into real estate?

Ryan Weimer: So really, I think, it was a culmination of events, but most notably, I I just wasn't meant for the corporate world. And it just took me a long time to discover that. So

Steve: how did you discover it?

Ryan: So I'm an engineer. I went to college for engineering, and my first job was in oil and gas. Things were awesome. You know, oil was a $100 a barrel.

Steve: In San Diego?

Ryan: No. In Denver. Okay. In Denver. And, the market was slipping, and it went all the way down to, like, dollars 30 a barrel in a matter of months.

And, I got let go ultimately, but the way that they did it was super shady. So they gave me like, these instruction manuals on compressor engines and my job was to translate that into oh, thank you. Thanks. My job was to translate that into, like, notable work instructions. So take a manual that's 400 pages and consolidate it into, like, a three page document.

Yeah. So not something that an engineer should be doing. Right?

Steve: They were

Ryan: just pigeonholing me on purpose. Mhmm. They gave them to me, like, ten days before Christmas and said, hey. We need all these done by Christmas. I didn't get all of them done because I hated it.

Right. And so they let me go with all

Steve: In ten days before Christmas, consolidate 400 pages into three. Yeah.

Ryan: Yes. Alright. And then they let me go with no severance, no bonus for the prior year, didn't get paid out on vacation. This was, like, two years out of school. Right?

And I'm thinking, oh my gosh. I just spent all this time in college. I worked really hard, and I'm let go already. So it was a real kick in the in the you know what.

Steve: So When was this?

Ryan: This was 2016.

Steve: Okay. So not too long ago. Yeah. And you get treated like this in Denver. Yes.

You kinda mentioned, like, you you just spent all these years in in school studying to get here. Yeah. So what did you do? Well, it was a it

Ryan: was a big shock. I the when I got into the corporate world, it was, it was difficult to relate. So what I noticed early on is, hey, I'm training the guy across from me how to use Excel to model compressor engines. He's been with the company thirty years. I'm training him, and he's making triple what I'm making.

That doesn't make sense to me. Yeah. Right? Like, my engineering mind, it didn't compute. I didn't know that there was another avenue or a sales direction or anywhere where you actually get compensated equal to the value that you bring.

Mhmm. I didn't know that. Surprised at that point,

Steve: you were meant for the corporate world. Like, in your mind Totally. Get a job, get a good grades, get a good job, and then just enjoy it for the next twenty, thirty years, and then retire at some point.

Ryan: Yep. I had, like, zero exposure to real estate, zero exposure to entrepreneurship. The w two path engineering was for me.

Steve: Alright. So Christmas twenty sixteen. Yep. You laid off. Yep.

What happened after that?

Ryan: So then I I it took me a couple months to kind of pick myself up, and then I cold turkey moved to San Diego just because I needed a life reset. I didn't even have a job yet. Got it. And what'd you do in San Diego? So I stayed with my aunt and uncle for a couple months and just started applying to, like, 30 jobs a day.

Finally got a sweet job with a a semiconductor company, still as an engineer. So that was still in 2016 in the summer.

Steve: Okay. But your mind's been reset. Right. So, I mean, did you kinda, like, half hearted? Or did you go work hard and then start looking at other options?

What how did you approach that?

Ryan: You know, I didn't because I thought everything that happened to me was industry related. I thought it was market related. And plus, this gig was traveling 70% of the time all over the world, which as a young single guy, it was awesome. Pretty cool. Yeah.

I was going to Asia, Europe, spent a lot of time, in Hillsborough working with Intel. So, you know, there was a lot of benefits of the job. But after two years of that, that kind of faded away. Right? And then it was, okay.

I'm flying. I would literally get calls. Hey. We need you to fly to South Korea for a month tomorrow. Can you go?

Yeah. That kind of thing.

Steve: So So then when did you start doing real estate? So real estate

Ryan: came as a result of me just trying to find a way to supplement income. One of my college buddies, my best friends, he was born and raised in the Boise area. Got it. And we were just trying to we had just recently discovered BiggerPockets, and, it all became a math equation to me. It was like, okay.

If I get a $100 cash flow from one single family property, then I can get 40 and quit my job, right, or whatever the number was. So it's simple for me to understand.

Steve: And then what was your first action? Right? Because there is there is being aware of it, and then there's actually taking action to start the real estate. So what was your first real estate transaction, or how'd

Ryan: you find your first deal? So my first deal, I contacted a realtor out of Boise. His name's Corby Goat. He's an awesome dude. He really helped educate me on just the market basics.

And that first rental property, with his help, we just bought off the MLS. Got it.

Steve: In what market? In Boise. In

Ryan: Boise. Yeah.

Steve: So you started in Boise, and it's just everything is, at this point, is Boise. Yep. Okay. So you get your first deal. Cash flowing Yes.

Easy. Yep. So this is it wasn't challenging. You just got your first one, and then what? You just kept repeating it?

Ryan: Or Yeah. And then then about six months went by, and we bought another because we were we were going in 5050. So, you know, it was a real easy, not fearful way of getting involved. Right? You're splitting the cost.

You're splitting the risk. You're splitting everything else. Right? Right. So six months went by.

I bought we bought another one off the MLS fifty fifty. But then I started to get more sophisticated. I mean, the market was hot. Things were really competitive. It was multiple offers.

And so I I started trying to figure out how to find different ways of of getting off market deals. And what did you find? I started with Craigslist. So I got a deal off Craigslist, and I started calling Zillow for rent.

Steve: Oh, hang on. So the deal on Craigslist, talk about that deal.

Ryan: Yeah. It was a wholesaler, actually. I didn't know it. But, it was like a half gutted house, like a $30,000 rehab. It it was not scary enough to deter me.

Mhmm. And I called them right away. You know, in in hot markets, people have this perception that there's not deals. But if you can be fast, if you know the market well enough, you can be fast. You can be the first offer within twenty four hour offers.

You're coming in right there. Hey. What if we could do this? What would be the next step? It really puts pressure on people.

And so that I mean, if you have speed Right. You can use it to your advantage. So that's that's how we got that.

Steve: So you bought your first deal, needed 30 k in rehab. Yep. So what'd you do once you closed on it, like, what did you do with it? Just rented it. Okay.

So you did the 30 k in rehab then?

Ryan: Yep. Alright.

Steve: So you bought it regular financing?

Ryan: Regular financing, conventional finance, which is what the w two job was awesome for. Right? So I'm still traveling around the world at this point, but and I use a 0% credit card to fund a lot of that rehab, like an eighteen month introduction period. Right? It's a long time.

Steve: I mean

Ryan: Right. For that amount of money and the money that I was making as a w two employee, it was super beneficial to keep the job and just keep doing this. But I it it slowly started becoming an addiction because I could see, like, okay. I I see a path here. I see something proven.

So I was flying to Taiwan on, like, thirteen hour flights, writing two fifty yellow letters. The people next to me must have thought I was insane. Like,

Steve: you know? Yeah. This guy's got massive OCD or something. Exactly. Yeah.

Right. Okay. So so Craigslist, and then you say you start calling FSBOs on Zillow. Yep. All this time though, you're still acquiring rentals?

Yes. Okay. Yep. So you hadn't started flipping yet, wholesaling yet, or nothing? Nope.

So when did that happen? So that happened,

Ryan: 2018, and then I started doing more aggressive, like, yellow letters. I heard Tom Kroll's episode on Bigger Pockets.

Steve: Mhmm.

Ryan: And I didn't know what to make of it because he has so much energy. It sounds like he just I'm bored. Spresos. Yeah.

Steve: Mhmm.

Ryan: I couldn't believe if he was just compensating for being just overly dramatic or what the deal was, But I I had to find out the truth. Right? Because I had a lot of mental objections, like, okay. This can't be possible. You can't really do this.

You can't make meaningful money doing this. Right. But I had to find out on my own. And so that's when I started really cold calling, and I got my first wholesale deal, then in January 2020.

Steve: So not terribly long ago. No. So let's talk about that deal. How did you find that deal? Like, you know, what lists?

Yeah. What was the approach?

Ryan: So it was cold calling a code violations list. Okay. Really skinny infill parcel of vacant land. No home, no nothing.

Steve: Your first deal was land? It was. Alright. That's brave. Alright.

Ryan: I know. But so that's that's the funny thing. Right? So I saw it, and I I contacted the owner. And she was kinda motivated.

I was still new on the phone. I didn't really know the right questions to ask. I was still learning. Right? But that's what I knew.

Most people would probably stop here. This thing was so skinny, it can't fit a regular home. It'd have to have, like, a tiny home or some modular home angle just right to meet the setback requirements. So I said, alright. I bet most other people that have called this have probably stopped here.

Let me call up the neighbors and see if any of them want it. Mhmm. So I skip traced all the neighbors. And sure enough, one of them was like, yeah. I've been I've been trying to buy it from from her, but she's never wanted to sell before.

So I said, okay. Well, I'm in the process of buying it. Well, I mean, what do you think you'd pay for it? And my first deal ended up being $10,900 just because of that negotiation. That's what he paid you for, or that's what you made on it?

That's what I made on it. Got it. Yep.

Steve: So you went and found a neighbor, figured out what he'd be willing to pay for it, and then backed your way into it. Yep. Which is a smart way to do it. For a lot of newer guys, they're trying to, you know, contract the property first and then sell it. You already got your buyer.

Yeah. You already knew what you're gonna make on it. Yeah. And you back your way into it. So was this an exact next door neighbor?

Ryan: No. It was someone across the street, actually.

Steve: What were they doing with it? So I think they

Ryan: were just putting, like, a double stack tiny home arrangement. I don't know. It was crazy. That's why I thought there's no I'm sure everyone else that called that before thought, oh, this is there's you can't do anything here. Yeah.

If the neighbor to the left or right doesn't want it, it's useless.

Steve: That's how that's what I would have thought. Exactly. Yeah. Yeah. Okay.

So what were some of your early struggles? I mean, you're you're still working your job at this point. Yep. And then how much were you were you making at this job in 2020?

Ryan: So I was making in the in the w two job Mhmm. I was making about 170 a year.

Steve: Okay. So almost 15,000 a month. Yes. And you were thinking, man, I'm making a $170 a year. I can I can replace my income Yes?

With real estate. Yeah. So that's tough. Not a lot of people making over 6 figures have that mindset. What what compelled you to wanna replace a 170,000

Ryan: a year? So a few months before, I had been up for promotion. And I was flying around the world. I was sacrificing holidays, weekends, all that stuff. I was a yes man.

I was doing everything I needed to do. I was totally all in. I had even found out what job the job rec was, and I started doing some of that job because I wanted to prove them. Like, hey. I'm already doing the job.

I'm the right person for the job. I was doing that, and then I didn't get hired for the promotion because I wasn't the desired nationality that they wanted. Mhmm. So our company, is headquartered was headquartered in Europe, and they my manager literally told me we pick someone else of that nationality because we think that they'll get along with them better. So for me, it's like, oh, hell no.

Hell no. Yeah. So not a good reason. Right? Right.

Not what you wanna hear. And it was a second time from a company that I had kind of been jerked around.

Steve: Right. Okay. So a little bit of, or a lot of the under appreciation Yeah. Being looked over, being passed over for something that you couldn't do anything about. And from then, you're like, alright.

F it. I'm going all in on real estate. Yeah. So how many deals did you do until you get a point where you're like, okay. I am ready to quit this job.

Ryan: Well, I just quit a month ago. So not very long because COVID hit. Yeah. So all the business travel and all my obligations went away. I could do both.

I could do my job in about three or four hours of the workday, honestly. Mhmm. So the other hours that I had, I was at home, and that was my sign I need to double down. So I was calling only about ten or fifteen hours a week up to that point. But then when that happened, it was game on.

Steve: So you're working three, four hours a day from home? Yep. And then the rest of the time to go to the real estate? Yes. Alright.

Cool. So not even quit until last month. So what were some of your early struggles then in real estate? I mean, it could not have been smooth from when you did your first deal off of the neighbor No. Lot until you got to this point?

Ryan: No. So first and foremost, making sure the the home life is okay. So my wife, Julia, is such a rock star. She is the most supportive spouse, just an incredible support system, and I really think it's a reflection of what gave me the confidence to to take that leap because I had golden handcuffs. Because even though I didn't like the job, I was still making way more than most people make.

Steve: Right.

Ryan: So it was a humbling moment, but I realized it wasn't all about the money for me. I needed I knew that there was more. I wanted to do something that I could control my own destiny. And that was something that I don't I don't think I ever would have done without the support of my wife, which and and still through all the ups and downs. Right?

You you know how it works when you're getting started, those valleys. You don't have enough leads yet. Right? So you don't don't feel confident pulling away

Steve: Mhmm.

Ryan: Because you feel like you're gonna throw away the deal even though that's not true. Right. You can't afford to lose this deal. Exactly. So that that happens.

And then, you know, one month, you'll have two or three. And then the next month, I wouldn't have any. And I would second guess my whole process. And am I doing what I need to do? So just the regular struggles that a lot of mindset stuff.

Steve: So what did you do then to overcome some of those mindset challenges?

Ryan: I just I really think just cramming your brain with as much positivity as as as possible as so so your podcast, honestly, Brent Daniels' YouTube channel, Wholesale Inc. I mean, being virtual is lonely. Being virtual is hard. It's you're not surrounded by anyone else doing it. So you feel like you're on an island.

You can't feed off of other people's energy, and you it's it can be defeating. The highs are really high and the lows are really low because you're just by yourself. And that's why I think having such a a strong family life at home is so important to to get you through that kind of stuff.

Steve: What was the lowest point for you, in this in this getting from, you know, starting it from the first deal till now? What was the lowest point?

Ryan: I think just a lack of of of confidence that I could go start something myself and and be on a path where I'm in control of my own destiny. Because my mind was so tuned at an early age to be in the w two job because that's safety and security. So it was really, really difficult for me to completely undo that. It took multiple years of this.

Steve: Yeah. Did you have I can't speak for you right, but I know for myself. And I wasn't making 170. I was making half of that, exactly half when, when I went to go quit. And everyone, like, basically looked at me like I had another hole in my head.

Right? Like, you're crazy. Like, this is such a good job, and you're not even working that many hours. Like, at that time, I was working twenty five hours a week. They're like, what is the matter with you?

Why would you ever give this up? So when you were seeking counsel from friends and family about, like, look, I need to go do this. How are those conversations?

Ryan: They could have been better. Right? But I can't blame them for that because it's all they know. Mhmm. At the same time, they knew that I was being smart about it.

So that's why I was double dipping for so long. That's why I just quit a month ago because it got to the point where we were going back to the office, and now all of a sudden, all my time was gonna be sucked up again. Right. So, they knew that I was being smart about it. And then once they knew that, I mean, they were they were all in supporting me.

So my parents and the close people around me, they were they've been awesome. They've been a blessing. For sure.

Steve: That's cool. Yeah. So one thing we're talking about here is, in the last year, you've done 61 deals. Yep. And for a million in fees.

Yep. All the while doing this virtually.

Ryan: Yes.

Steve: How did you do that?

Ryan: So, three things. So last year, I did, about a little over 400 revenue and about a little less than 300 net, like $2.97 net. Mhmm. But this year, we're on pace to triple that or quadruple that. I think it's three things.

I think it's, number one, the market's insane.

Steve: Mhmm.

Ryan: That helps. That helps a lot. So we switched our model from doing less wholesales to more wholetails and more flips.

Steve: Mhmm.

Ryan: More rentals, more funding partners, that kind of thing. So we're really sucking the juice out of every single deal. Right. Another third of it is is just finding the right people, finding the right virtual assistants, spending time on the people part, spending time on the virtual assistants part. You know, my whole our whole business is texting and cold calling right now.

We do very little direct mail. So there is a lot of hand holding, a lot of training, a lot of things that people don't wanna do Mhmm. Right, that suck time. And I I think the other third of it too is is investing in yourself, mentorship, coaching. Your sales program has not to, you know, pump you up or or whatever, but in all seriousness, your sales program has made a huge difference for us.

Appreciate that. Because we're before, when we found ourselves in multiple offer situations, it was, okay, if they won't do a creative deal, if they won't do a cash deal, how do we how do we get involved here? Mhmm. And so we added we did the sub two membership, which now we're doing sub two deals. We're doing creative deals.

We're doing cash deals. We're doing rentals. We're doing developments. But I think your sales training in particular, scorching the earth, has just made a huge difference. Now we get to the point where sellers will tell us what their other offers are because we've gotten to that point.

Yeah. Because now we're removing ourselves as a potential buyer, and we're saying, well, I'm not sure if we're the right buyer for you, but let me now become an advisor for you. Let me tell you what you should look out for. Write these things down, what you should and shouldn't take. Here's what you need to watch for.

Do you know what wholesaling is? Right? Those kind of and I'm telling you, it's so funny because the people that we pitch to for terms or cash or whatever that don't wanna do a deal with us or they don't show their pain. Right? But then we do that, and all of a sudden, the wall comes down.

Right. And then we get to the truth. And then it even the offer or or the conversation we were having with them before, then they're now they're vulnerable. Now we now they actually wanna do business with us.

Steve: Yeah. The dynamic totally changes. Totally. Yeah. Alright.

So first thing was taking more deals down. And so when you were wholesaling, how what was your average fee?

Ryan: In 2020, it was 16.

Steve: Okay. Yep. And then your average feed now or average average profit now that you're taking properties down Yep.

Ryan: Is 46.

Steve: So from 16 to 46. Yeah. So incredible. Yeah. Right?

So you can make three times as much with the same amount of marketing. Yes. And then you mentioned the people component.

Ryan: Mhmm.

Steve: You've gotta have a massive operation. What does the people component look like today? So we

Ryan: have five virtual assistants. One of them is a lead manager. So the lead manager is a virtual assistant herself, and she manages the other four VAs. So two of them are doing texting. Two of them are doing cold calling, and she's managing all that.

Oh, she's managing all that. She's managing all

Steve: that now.

Ryan: Yes. Yes. Yeah. That was a huge step. Right.

Still a work in progress, but she's really so she keeps all their time sheets. She keeps when they're clocking in and out. She does all their coaching calls. So all the stuff that I used to do.

Steve: That's incredible. Yeah. So one question I get from a lot of people is how to find a VA. So how did you find your VA that is capable of managing for

Ryan: other VAs? I took my struggles. Right? I took my licks. So the thing about virtual assistants, because we can dive deep on this topic, but I started with, you know, one of the big contingents where they provide you a virtual assistant, and they're supposed to be qualified and know what real estate is.

Steve: Trained and so on. Right. The promises.

Ryan: Right. But they're not. Okay. They have a baseline level of English. Maybe they've done a little bit of calling before, but they're not.

They're totally raw. Right? Mhmm. So what I learned is I have to I have to spend just as much time on one of those and pay double Mhmm. When or I can just source them myself and spend the same amount of time.

And then I learned so then after a couple and what would happen is they would leave too. Mhmm. So they would leave, and I would have no control. And they would come back to me and say, hey. I'm sorry.

I left because I didn't get paid on time by them. Which has

Steve: nothing to do with you.

Ryan: Right. So it was totally out of my control. And I was like, well, I just spent eight months of my time training this person. Yeah. Right?

And so

Steve: And I think just just to highlight there, right, like, you made a million dollars in the last twelve months. Yeah. It's not about the dollars, right, that you're paying this person, but it's also you have to devote time to it. Exactly. And that's a cost.

Ryan: Exactly. Right?

Steve: So if you're gonna have to put that cost, which is more than their hourly rate, what's the point in trying to go to the big one when you can just train one yourself?

Ryan: Totally. Yeah. You know? You gotta have the control then. Right?

Steve: Right. So And so then now you're sourcing the VA. So how are you sourcing the VA's?

Ryan: So, the best way to do that is to go on product Facebook groups. So how we found ours, how I found the best one was on Lead Sherpa's Facebook group. So that's that's a good tip for everyone out there. Join the mojos. Join the batch.

Join the lead Sherpa's, join the launch control, join the call tools, all these Facebook groups. There are virtual assistants that hang out there that look for people that post, hey. I need a virtual assistant who has these kind of skills.

Steve: So you're you're swimming in a pool Yep. Or a pond that you get experienced people Yep. In there. Yep. That's brilliant.

I love that.

Ryan: Yeah. Upwork too. So, I've used a couple one offs on Upwork, but they're all connected. So they know once you get one Mhmm. They know two or three others.

Right. And then you can hire two or three at a time knowing, okay. Probably one or two of them isn't gonna work out, But now I can train en masse or have my VA now train them en masse. Yeah. And that way, it's not train one person, train one person, train one person.

It's train three or four at a time knowing that you'll probably be left with one or two.

Steve: Now you got this one VA, the lead the lead, VA that's managing for other VAs.

Ryan: Yep.

Steve: Who's managing her? Me. So you're still managing her? I do. So what what is your role?

Right? Because I obviously know there's you. There's Brandon. There's what is your role in the organization?

Ryan: So right now, I'm acting as COO and owner. Mhmm. And so that's the next piece of where our org needs to evolve to. It's a COO. It's two or three more acquisitions guys.

It's doubling our VA team. We have 11 right now. So five virtual assistants, two acquisitions, transaction coordinator, a realtor, and myself. Got it. So

Steve: Cool. Yeah. And then something I saw here earlier was that one thing that's important to you is that everyone that works with you achieves financial freedom. Yes. Are you seeing that play a part in your building the team with the right people?

Ryan: A 100%. And that's why we've been our growth right now and this is this is our biggest challenge right now.

Steve: Mhmm.

Ryan: Our growth right now is hindered by finding the right people. Right. It's not really a marketing issue. It's not finding leads, finding deals. It's not closing deals.

We can do all of that. Great. It's finding the right people to grow this the right way. And I think the problem that a lot of people get into when they're hiring is they think, well, if we hire a bad egg, we can just wash our hands of that and be done with it and turn the page and move on to the next person, and all will be good. All that didn't work out, but no.

No. No. No. It's a net negative to the rest of the team big time. Because now they're spending hours training them.

That's infecting your culture. It's bringing everyone down. So it's been a challenge for me to have to sit back and say, I don't think that person is the right fit. They check every box, but there's something about what they

Steve: said or Doesn't quite mesh. Exactly. Yeah. So hiring is one of the biggest hurdles for a lot of people in this industry. Yeah.

How did you get good at hiring? Especially, I mean, no offense. Right? Former engineer, not necessarily people oriented. No.

So how did you

Ryan: get good at hiring? So Brandon found me on social media.

Steve: Mhmm.

Ryan: So that's that's one avenue. But to be honest, when I found my other virtual assistant, she had all the people skills. Got it. And so I wouldn't I think virtual assistants are capable of a lot more than people think. You can really train so one thing we do, we have a call every single morning, and this is where people go wrong with VAs.

They they give them a task, and then they say, just give me this by the end of the day, and let me know if there's any problems. Right? They're not an actual team member. Right. They're a real person.

They wanna be involved. They're working a lot of times during the night hours, you know, in The Philippines or wherever. And so they're it's lonely. They they want they're looking for something to latch onto. So we have a call every single day.

We have a different theme for our call every single day. So Monday, we do affirmations with the team. Tuesday, we do a call calibration, where we listen to a live call and all review it together. We just pick a random one and someone gets put on the spot. It's great.

Yeah. It's really uncomfortable, but it's it's really good. We learn a lot of stuff. Wednesday, we do gratitude. Thursday, we do, seller objections.

So we do a lot of role playing with all the VAs, with all my acquisitions. Everyone's in there. We're all doing it together. Wow. Yeah.

So the VAs are soaking stuff up like a sponge, and they're they're slowly elevating their level. And then Friday, we do a deal review. So Friday, we look at a lead that one of the VAs produced that handed off to acquisitions, and that got closed. And we walk through the entire life cycle of the deal. And then the VAs can see, hey, these thousand calls I'm making a day, they actually tie into something.

They actually do something. They actually provided value to this person. They helped this person. Mhmm. I helped this person.

Because when you're calling six to eight hours a day, it is terrible. Right? And so you need the moral you need the inclusion. You need to holy cow. Look what I did.

I contributed something awesome. Not only did I make the company money, I made myself money. I also was able to help someone. Right. And how many other industries or jobs could you do that?

Not very many. I don't think.

Steve: Yeah. And what I love about this is that they're like, a lot of people treat their VA's like mercenaries. Right? Yes. Like, they're you're you're a mercenary for hire.

You've got a job. Do your job, and that's it. Right? Don't bother me. Just go do your job.

Yep. But you're you're creating, patriots. Yep. People that are loyal to you, loyal to the cause. And one thing that we've learned is that if people can see the results of their success, right, like how I contributed to this, they're more bought in, and you're literally helping them do that Yeah.

Every single Friday. Absolutely. Another thing too is, you know, you invested in your team. Yeah. So what was really cool is I got to meet your team a couple of months ago because you flew them out to our all day sales training event.

I got to meet Brandon and I think Ryan. Yep. Right? There's not a lot of people that do that. It's really interesting is that, I don't know, maybe because sales is kinda hard to measure, but there's not a lot of people that are investing in their team.

So, like, you didn't come. Right? But you sent your team, and they came. Yeah. So I thought that was really cool and admirable Yeah.

That you're able to do that.

Ryan: Well and that's how I I know the value. I wanna keep people around. Yeah. I know a lot of people say that they're invested and and want financial freedom for their team, but are they actually showing it? So another thing we do is every second or third creative deal.

So this is either a seller finance, a sub two, a low money down, they get to keep for themselves. No fee. No nothing.

Steve: That's awesome. Yeah. Yeah. That was something that, I learned from, Matthew Simmons. Yeah.

Right? And we're incorporating that same exact thing as well. So that's that's pretty cool. Yeah. So then for 2021, how much wholesaling are you doing?

How much flipping are you doing? Or is it just everything's a flip now?

Ryan: So we're still, wholesaling about 40%. Okay. So and then we flip the other 30 and then keep the other 30.

Steve: Yeah. And that that's a great point. So you're keeping three out of 10. Yeah. This kinda it's hard to maintain that discipline.

Right? Because we just talked about your average profit's 46,000. Yep. How do you maintain the discipline to keep it as a rental knowing there's 46,000 in

Ryan: the line? I think this this it goes into a into a discussion about money not having, total power influence over you, which I think is a really phenomenal thing. But also, I don't wanna see when I see that amount of money in my bank account, it makes me uncomfortable. I I don't like it. It does it's not doing anything.

It's making me feel like I don't really need to work as hard. Mhmm. So I don't like to see huge amounts of money in in my account because it's it's more motivating to not have it there. Yeah. So, I mean, just as simple as that psychologically.

Steve: I think I think that's a great point because, there's another agent in my office, right, at the top producing, you know, just killing it. And for him, he's just like he wakes up every day like he's broke. Like, how do you wake up with that mindset? He's like, I I I program that in my mindset to be broke every day because that's what compels him Totally. To work hard.

Totally.

Ryan: And I just hate paying taxes as well. Why? So and that's the thing too. Whenever I do a wholesale or a flip, I'm losing 40% Mhmm. Right

Steve: away. Right? Uncle Samuels. Exactly. So if I keep

Ryan: it as a rental and I'm cash out refi ing, I mean, we just did a deal this year where I bought it at $2.65, put nothing in, and it just appraised for $5.00 4. So I got paid $60. I got all my money back, got paid $60 to own an asset, and there's nothing more powerful than that. It's all tax free. Right.

So I think, being able to see the long game is where that comes into play. Like, I don't I'm not really into fancy cars and and a ton of stuff. I want the time freedom. And I know if I build up enough assets that I can have that time freedom and do what I want.

Steve: So But this is really fascinating because I was looking to expand in a few different markets. Right? And I I I have I've had this conversation with you. Right? Like, Toledo, Ohio, Oklahoma City, or Boise.

Yeah. Right? And I ended up at, in Oklahoma City because you can buy there and buy there and so on. But But one of the reasons why I was opposed to Boise is because there's no way you can buy properties for rentals there. You were telling me my calculation was wrong.

Ryan: Well, we buy a lot of them creative now too. Got it. Or we do Airbnbs. So not all of them are traditional rentals. Got it.

There's there's different ways to do that. And if we can't cash flow positive or get close Yeah. Right? Because for me, I don't plan on on holding a lot of these properties longer than three to five years. So, really, what they're meant for is is ten thirty one vehicles into bigger, more cash flowing more cash flow free.

Playing the long game here. Yes. Yes.

Steve: Exactly. Aurelien White wants to know how much are you paying your VAs?

Ryan: So they make anywhere from 5 to $7.50 an hour. So I usually start them off, around 5. And, my lead manager makes near the top end of that range because, she's been promoted to that role. But, you know, we have, twice a year performance reviews with them. Very interactive.

We go through the org chart. Here's future roles. Could they be trained up to a level where they're actually closing deals themselves? That's the goal. Mhmm.

Or do they wanna go into admin? Should we have them start doing some social media? So those are all we have career discussions with our VAs like that.

Steve: There's upside. Yes. You're this is not, Yep. An end of the road. This is because I think that's one of the other things that's smart that you're doing that is that people want to know that there's room for growth.

Absolutely. And so you're having regular conversations as if they were an actual employee Yep. In your office. Yep. Absolutely.

Ryan: And then and then we we give them, like, a 200 to $300 bonus per deal closed that was a lead that they

Steve: created. Which goes really far.

Ryan: Which goes really far. So the minimum wage in The Philippines is a dollar 50 an hour. Is it? And they've been hit hard with COVID. So Yeah.

To be able to to give someone three or four times the minimum wage plus bonus incentive, they're super motivated. And the fact that they feel a part of the team, it creates a really cool culture. And Slack has really helped us. We were talking about that pre ship, but Slack has really helped us, you know, with the GIFs and the fun and the interaction. Like, it just makes it less boring than just a text message or an email.

Steve: So For sure. So then, Peter Ramirez is asking about bonus senior VA. So, that's pretty much as per transaction.

Ryan: Yes.

Steve: Do you do an annual, like, December for the full month? Because that's something that other people do with their VAs.

Ryan: Like

Steve: so it's common in in Asian countries, to just bonus someone in December a full month's salary. Like, your VA's might not have told you that, but that's it's, like, totally normal. Right? I'm not saying that we do that. Right?

I'm just saying it's not uncommon for an employer to just say, hey. For the month of December, we're we're gonna give you, like, a thirteenth month Yeah. In wages. Yeah. Okay.

Ryan: We don't do that currently, but I'm all for new ideas. So that's and that's something I tell them in their performance review. Hey. Would you like a raise? Would you like a a week's paid vacation?

Mhmm. Like, you pick your benefit. Right? This is an open discussion. They feel so included that way.

They feel like I because I really genuinely do care about them. I mean, one of my BAs, they were living on dirt floors. And with his second or third check, he was able to buy his mom a washing machine for the first time that they've never had before. That's awesome. And he sent us a picture of the look on her face, like, hugging the washing machine on how happy she was.

And it's just I mean, it's the coolest feeling ever. Right? And totally rewarding.

Steve: Yeah. Raley White also wants to know, on Facebook, do your VAs have heavy accents?

Ryan: They do not. But even the ones that do, I haven't noticed, a ton of if you train your team the right way on how to deal with assertive people, you can cut down the impact that that has. I'm not saying that it doesn't have an impact for them to have an accent.

Steve: Mhmm.

Ryan: But the fact that in our script, they're telling people, we're in Boise. My team just drove by your house last week because Boise is not a big place.

Steve: Mhmm.

Ryan: Right? That usually takes care of that. And so all those seller objections, like, are you guys actually here? Are you in are you even in Idaho? Do you have you even seen my property?

Yeah. Right? We can say, yeah, we have, because our team is here.

Steve: Right. And I think it was Brandon and Ryan and your team was asking about one of the objections you guys are getting. I think it's kinda funny is, are you guys in California?

Ryan: All the time. Yeah. It's funny. They they pick California, not Oregon or Washington. It's always so is this They're really

Steve: anti California.

Ryan: Oh, yeah.

Steve: That's great. I mean, I've been a very big proponent of building a wall between California and Arizona for a very long time. Yeah. I don't think it's gonna happen. So Kirk Cortell on, YouTube wants to know, if you define success for your life, or were you still searching?

Ryan: Oh, wow. That's a good question. So this is where I think, mentorship comes into play.

Steve: Mhmm.

Ryan: And I've met I've had the biggest blessing in my life, Casey Ames, who's a CG member. He's in my market in Boise. And, he is the top dog in Boise. He sets the bar. So he does wholesaling.

He does luxury flips. He does he does seemingly multifamily development. He does everything. And the guy is just the biggest go giver that I have ever met. He's a wonderful person.

I can't say enough good things about him. Truly, he's exceptional. So when I was getting started in 2019 or 2020, this is where I think people go wrong or they don't understand is they, they're so eager to get that first or second deal. They can't see anything past that. Mhmm.

And where I think I was able to see that is I just wanted to be plugged into Casey's world. I was like, what do I have to do to just be able to talk to that guy, to ask him questions without respecting his time. Right? Because his time is worth who knows how much. Right?

And so the question that you have to ask yourself about mentorship is and this is a difficult question to answer. If I were to say, Steve, what value do you place on a year of your life? What dollar amount? So tonight, you're gonna go to sleep. Mhmm.

Tomorrow, you're gonna wake up, and you're gonna have a dollar value in your bank account. What would that number be? And I think it's gonna be astronomical compared to what mentorship costs. And that's exactly what mentorship does. It saves you years Mhmm.

Of learning the hard way and struggling. And I'm not saying get a mentor right away. You don't wanna be asking a mentor. You don't wanna be paying your marketing dollars when you're just starting out on a mentor to, you know, what list should I pull? Right.

How should I skip trace? How should I organize the Excel columns? You don't wanna be asking a mentor that. You wanna be asking a mentor, I got a deal under contract, and it's got seven liens and, five errors, and they're all spread out, and they need to close by next week. What do I do?

Is this even a deal? Right? Or the high level discussions. Here are my numbers. What are your numbers looking like?

What's your conversion rate? How do I make better strategic decisions? Those are what you really wanna mentor for. Right.

Steve: So you

Ryan: get to a point where you do a couple deals, and now it's time to invest in yourself. And I can honestly say a year of my life is worth a lot. It's worth way more than, any compensation that I could give a mentor. And so where I'm going with this is mentors just help you get to places faster, and you have to always something I'm always thinking about with Casey. He probably doesn't know this.

But, the amount of value that he's given me, I'm always thinking three or four steps ahead, like, how am I gonna pay that back? Yeah. How am I gonna keep match that value? I'm gonna match the value. I'm gonna do it.

But how do I do it? Right. I'm always thinking about how to provide more value to someone. Because you have to do that to be able to to plug in their world. And Right.

Someone at their level, it's not a dollars and cents thing. Like, mentorship and collective genius and other masterminds, it's not the dollar amount. The dollar amount is just almost like a sign of commitment. Mhmm. Right?

Skin of the game. Exactly. It's a sign of commitment. And then all the benefits follow after that. But I think when you're dealing with someone or a mastermind or someone way higher than you where money, it's not really a thing to them anymore because they have a lot of it.

Mhmm. You really have to start going into, I need to find ways that I can add value, and just starting that conversation.

Steve: And that's that's a very powerful point. I need to definitely make a point to see Casey when I see him next. Aliza Sapiro wants to know, where did you get your sub two slash creative finance education or training?

Ryan: Pace. He's So Pace morby, sub two dot com, guys. Yeah. He's absolutely incredible. Yeah.

I mean, the level of depth, and and the commitment of him, I I don't think I've ever seen someone go to the lengths that he does for his students, honestly. I I can honestly say that.

Steve: Mhmm.

Ryan: I've never met him. Mhmm. I want to soon, but my experience with his mentorship, we've probably 20 or 30 x'd whatever the the membership fee is just in a few short months Yeah. From doing it. So

Steve: Oh, he's absolutely insane. Yeah. I mean, I've told him I've told him that multiple times. He's crazy. He's gonna burn himself out.

He said and his response always is, I haven't burned myself out yet. It's like, I guess that's true. So Martin Mayfield wants to know, what markets are you in?

Ryan: So just Boise right now or really just Idaho. We're branching out a little bit outside of Boise right now. It's on my road map to add a second market. The thing is, that's always a difficult discussion and difficult question to answer because I see in Boise, we're not even close to what our ceiling could be. Again, it comes back to a hiring.

We're hitting the hiring ceiling more than we are, like, a number of deals available in Boise issue. Right?

Steve: You know? And I think that's such a a great reminder because there have been times where, you know, should we go other markets? And we did. Right? I mean, we got let's go to Oklahoma.

Like, Phoenix. Right. Phoenix sucks. Like, this is it's just too competitive. Like, this place sucks.

Yeah. Let's go to another market. And I was sharing with you, now we've got almost a million dollars in escrow. We just had to go deeper in Phoenix. Right.

Right? And so I think that's, like, a very mature business owner answer is that should you expand, should you not? It's because you get so much more opportunity in Boise. Yeah. Well, I think that's

Ryan: where your refinement of tools comes in. So that's where, like, what I was saying before, your sales training really made a big difference for us. And then me spending me actually devoting and our team devoting the time into our virtual assistants. No. You know, we're not hitting a ceiling.

We just need to sharpen our tools. Yep. And it's made a huge difference.

Steve: Totally agree. And I think just in the next few months I mean, a lot of our growth was a result of just copying and pasting everyone else in the collective genius. So Nice.

Ryan: No. That's exactly what a mastermind is for, though. Yeah. Right? Yeah.

You're adding value and you're getting value. It's a wonderful thing. Yep.

Steve: So Martin Mafel wants to know what type of list are you calling and texting to find these deals?

Ryan: Oh, gosh. We get about 45% of our deals from our driving for dollars list. So almost half. Of the remaining 55%, it's vacant, tax delinquent. There's not really any pre foreclosures in Boise right now.

But code violations,

Steve: you know I can't imagine anyone in Boise going into foreclosure. That market is so unbelievably hot.

Ryan: Well, and that's what so we're actually seeing a little bit of a pullback now. Yeah. And, what I keep reminding our team and what I keep hearing from others that are wiser than me

Steve: Mhmm.

Ryan: Because I don't know everything. And I think as a leader, it's our responsibility to be humble and be equally humble as we are confident. So if we if we don't know something, we just need to say it. We need to own up. We need to have extreme ownership with things.

Yep. But, you know, this is the hardest market in history to find deals in.

Steve: Mhmm.

Ryan: So when things do pull back eventually, when things do correct right? Right? I don't know if it's gonna be tomorrow. I don't know if it's gonna be ten years from now. Who do you think is gonna be most well positioned to capitalize on that?

It's not gonna be the people that were waiting on the sidelines the whole time. No. Right? No. It's gonna be and so that's what I I tell my team is, guys, just wait.

Wait until there's deals a plenty way deep, and then it's a money issue. Then it's a private funds issue. Then how are we gonna fund all these deals we have? And then that's where you get all the creative deals too. Right?

You can get the sub twos. You can get the seller finance. So I know we're not getting as many deals as maybe we would like or what we're capable of. But just think, when that moment happens, it's gonna be like shooting fish in a barrel. Right?

Steve: Yeah. Pretty much. Yeah. Tim Serpiy wants to know, with all the success you've had, what are your three to five year goals for your business?

Ryan: Oh, gosh. So Traction is an awesome book. They actually make you do this in your BTO. I think in three to five years, we wanna have a $10,000,000 company net. So that's an ambitious goal.

Some might say that's an insane goal. But what I've noticed about goal setting and really the power of clarity I can't emphasize enough the power of clarity because when I was a W-two employee, I didn't have any clarity Mhmm. At all. But then you find an avenue to where you can be successful and you can really control your own destiny, then it's you have that clarity, and it's just the most empowering feeling because then you're living life on your terms. And it's not just about business.

No. It's not. Then it's like, now I'm gonna go be an awesome husband. Now I'm gonna go call that friend that I haven't talked to in a really long time. Now I'm gonna go, go travel to this location.

And, yeah, I'll work, and I'll just make it work. Right? I want to live life on my terms. I don't want my job to dictate my life.

Steve: Yeah. Especially those jobs that they basically just let you go in a moment's way. Exactly.

Ryan: Yeah. Totally.

Steve: So Francisco Jasso on, YouTube wanted to know, when you're scorching the earth, are you always taking down the house?

Ryan: As in we get the deal? As in

Steve: are you purchasing the house?

Ryan: No. I mean, scorching the earth is just a sales method that we use to test people's pain, find out their true colors. Right? If we're scorching the earth, we're asking, you know, hey. Make sure that they have a a a $10,000 nonrefundable, earnest money.

Make sure that they if you're signing another contract, they waive their inspection period. Make sure you look out for these things in the contract. And then they feel like, oh my gosh. This guy's looking out for me. And then guess what?

They pick up the phone. They call those other wholesalers, those poor other wholesalers. And then they ask those questions. And then they call us back, and they say, guess what? You were right.

You were right. They didn't have that stuff, and they couldn't do it. And so it's just a method to get the contract. And then what we do with the contract, you know, wholesale it, flip it, or keep it, that is still the same.

Steve: Yeah. That's awesome. Yeah. So with your flipping as many houses as you're flipping, one thing that happens, we've had, I think Chris Craddock talked about it, Javier Hanojos. I mean, these people that recently been on the show have experienced this, where they had too many flips going on at the same time.

Ryan: Yep. When

Steve: is too many flips? When is it too many flips?

Ryan: We have that problem right now. We're constrained by having one awesome general contractor, and the rest is a crapshoot. Right? So I actually have two or three properties sitting vacant that need to be worked on.

Steve: But Oh, they're just they're just in the queue doing nothing. They're doing

Ryan: nothing. But we bought them deep enough. This is where it comes to to buying the deal. So, like, 90% of our deals are in that median price point and below. Mhmm.

And for those that are sitting vacant, it's because I got we got them as a team so deep. Brandon and Ryan got them so deep because they're incredible guys. Right? They got them so deep. They're incredible negotiators that we can afford to just let them sit there until my main GC can get to them, or I can find a reliable second contractor.

And you know how contractors are. It's like a roll of the dice. So we're we're getting there. But it's a work in progress, for sure.

Steve: It's tough. Having a good GC is tough. What is your why?

Ryan: My why. I think I touched on it earlier, but it's it's about living life on your terms and not letting your job or your occupation or your need for money to live dictate your life. Yeah. And that isn't an easy thing to unravel. It's painful.

It's scary. I think failure failure is an interesting word. It's like an absolute term. Mhmm. It's like a pass fail.

You either did it or you didn't. Right? Instead, when really failure in my life, every time I've had a a failure Mhmm. It's just catapulted me into the next thing. The first time I got a second job that I was I loved and I was traveling the world.

And then the next time when I felt like I had failure, it launched me into into this. And so, I think treating those as adversity or challenges. Right? Those are words that you can overcome. There's hope.

Steve: Mhmm.

Ryan: Right? You don't necessarily it's weird. I think it holds a lot of people back, the failure word, because it sounds so terminal. There's no coming back. Right.

Yeah. Totally. And it scares a lot of people from taking simple action steps Right. Instead of using adversity or challenge. So I I I really think if we just viewed, don't use that word as much or at least use it in a different context to where it's positive.

Mhmm. Because because now one of our one of our, company core values is seek failure. Yeah. Because we know it's gonna it's gonna allow us to personally grow. Right?

We're gonna get better at what we do.

Steve: I think that's awesome. So your why, right, more or less being able to do life live life on your terms. I look at that with the other two challenges you had with your corporate world where your biggest source of frustration was that decisions were made for you. Right. So do you think that's something that's been with you your whole life or that this is something that happened after you graduated college?

Ryan: After. For sure. I was never I didn't even know that you could do that. Yeah. Honestly, I had no idea that you could even do that.

Yeah. So I thought I thought it was just a saving game. I thought it was as long as you can be as frugal as possible and save enough money that you can retire early. I didn't know that there was another route to do it in. What is

Steve: your biggest struggle right now?

Ryan: I would say the hiring. I think, to one thing, with the virtual assistants, it's, you know, you have to hire three or four for every one or two that stick. So that's a time commitment for my lead manager now. And the constant reinforcement positivity that is needed, we try to eliminate the word try from anything we do. So just like Master Yoda says, there's no try.

There's no

Steve: Did you just say we try to eliminate the word try?

Ryan: Did I?

Steve: I think that's what I heard.

Ryan: See, I I even have to catch myself doing it. That's ironic. Yeah. But in the words of Master Yoda, there is no try. Only do or do not.

Yeah. Right? So we eliminate that word, and we want to and are committed to when we say that, what do we actually mean? I don't know. We're actually gonna do it.

And that's where the affirmations come into play too. So I think I think hiring, finding the right people for the roles, like, not getting crazy in love with scaling. I think scaling is sexy. It's something that everyone wants to do. Yeah.

Let me go live on a beach, and everyone else can just do the job for me. Yeah. Right? That's not how it is. So

Steve: And I think that's a very fascinating point because a lot of people the the biggest thing they talk about is wanting to scale, scale, scale. And before you can scale, you gotta master the system process. And there's a whole bunch of work involved prior to scaling, but we all wanna jump straight into scaling. Absolutely.

Ryan: What is your superpower? So I think I think what I've I've noticed about myself, this has always been one of the hardest. Everyone always says, hire your your weaknesses and fire your strengths. Right? Did I say that right?

Steve: Hire for your weaknesses.

Ryan: Hire for your weaknesses and double down on your strengths. Yeah. There we go. And I I couldn't really figure out what my strength was because, I was doing a little bit of everything. Just like everyone starting out, you're just wearing every hat.

Yeah. So you think you're just you just have to do it. So You have to do it all. So I think what I've asked others about is I have, I think a little bit has to do with the engineering background, but I have the ability to consolidate a lot of complex information and a large volume of it and condense it into actionable steps and create a vision and a and a do this, do this, do this, and it'll eventually lead to that instead of, and that was developed over time. Because in the beginning, it's, oh my gosh.

How do I even get there? It's so overwhelming. What do I do? But just condensing it down into that and just making actionable steps in my mind and and then writing it down, especially, is is big.

Steve: So it sounds like you could have done that 400 page thing and simplified it to three of you really wanted to. See? There you go. Exactly. Exactly.

Ryan: Those skills that you learn. Right? They translate.

Steve: On IG, we got Investing with Collin wants to know what was the hardest deal you've ever dealt with?

Ryan: Probably some of the lawsuits, the legal the ones that go the legal route. We had a male and female. If Brandon's listening, he'll get a kick out of this. He probably invested 30 to 40 hours worth of phone calls, four or five hours worth of visits. They were dog lovers, and one of them had wrote a book about a dog.

He read that book. I mean, he went He's committed. All in. And this is who he is. Right?

Okay. So this is why he's successful and he kicks butt. Right? Mhmm. And this couple, it was a package deal.

So they were selling her house and his house. They were selling his house on cash and her house on terms. And her house the cash deal was a marginal deal, but the terms deal was sweet. So they were gonna buy a place together. One was gonna sell first, and then the other one was on a longer closing.

And They were gonna go buy a house together. Well, somewhere along the way, I think something went south in their relationship. Life happens. Exactly. And they just started making up stories after we were under contract.

So Brandon went over there, explained to the nth degree, you know, because we're always, okay. Well, if you wanna go the terms route, you know, tell me about this. If you wanna go the cash route, tell me about this. And explained everything to them. They signed the contract.

And then later, they said, you know, Brandon, when he was over here and he was showing us the contract on his iPad, he was lying to us about and Brandon's like, I don't even own an iPad. So they were just making all this stuff up to get out of the contract because something happened in their relationship. So, going through that emotional roller coaster just because of the amount of time invested into it Mhmm. Was a lot of drama. It ended up settling for, like, way less than what could have been.

Right? But I think sometimes when it goes the legal route, you like, it's just so hard to not get emotionally invested to something you've put so much time and effort into.

Steve: And it definitely sucks going a legal route. If in an ideal world, we wouldn't have to.

Ryan: Right. And it's almost always because I think this situation was different, but it's who knows? But it's always almost always because someone else just came in with a higher offer after you. Mhmm. That that's all it is.

Or promise you know, someone else promised them they could get a higher price.

Steve: Promised the world.

Ryan: Exactly. But I do

Steve: love that Brandon was reading a book about dogs. You have to ask him about that. I I would draw the line at reading a book about dogs. I mean, you love dogs, that's cool.

Ryan: But you're gonna have to read

Steve: a book about dogs. I'm drawing a line here.

Ryan: We might have to put it in the show notes. Yeah.

Steve: Aliza wants to know, when you were new to wholesaling, what would you say to sellers had problems you had not learned yet how to solve?

Ryan: So for me and our team, it's not necessarily about solving the problem right away. It's getting a plan together for them and micro commitments to follow. Mhmm. So I don't necessarily have to have the z answer. But if I have the a, b, and c steps to get there, then that's that's what we go around.

So I don't think that there's many problems that I've heard of that can't be solved. I did just have an interesting deal a couple weeks ago. A property that's been in foreclosure for fourteen years, the bank got dissolved or and then the the owners just never made a payment for fourteen years, and it never got foreclosed on. So every once in a while, there's a really weird thing that pops up that you can't control. But 99% of the time, there's always a solution.

So either use a mentor in those kind of situations or better qualify them to say, okay. What action steps have you done? Have you talked to the title company? Have you talked to a probate attorney? Have you what are you gonna do if this happens or that happens?

A lot of times, it's just because they haven't taken the action themselves. So they're projecting a problem on you that they think is unsolvable because it allows them to not have to take any action.

Steve: Right.

Ryan: Right? And so yeah. So what have you what are you doing with that deal? Which one?

Steve: The bank dissolved the deal fourteen years of foreclosure.

Ryan: Oh, they didn't they're not accepting any offers. So they were supposed to have an auction date, last Monday, but they keep pushing the auction date back. So they they just won't sign a contract because they never actually lose the property. Yeah.

Steve: So I got a guy I can introduce you to. Okay. I mean, those are basically zombie. We call those zombie, zombie loans. Okay.

Alright. So Peter Ramirez wants to know, how did you find your general contractor?

Ryan: Let's see. I the first couple rental properties, with the realtor that helped me, Corby, he had a guy we've used a few different contractors, but that's how I found him as he was doing some work on some of the rental properties. So what I like to do is I like to call property management companies. I like to call lawn care companies, plumbers, junk haulers. And I say, hey.

Who do you guys like to work with? Who's a good g GC? If you call 20 or 30 of those, I guarantee you, you'll find four or five GCs. And then it's a then it's just a vetting process.

Steve: Yeah. So So So you're just getting referrals. Yep. That's awesome. Yeah.

What's the greatest lesson that you have learned?

Ryan: The greatest lesson. I think optimism and positivity is incredibly powerful. I think it's really easy, especially being virtual, like I was saying before, to get lonely Mhmm. And not have deals coming in. And I think I can't understate having if you look at the most successful people in the world, they're always optimistic.

There's no problem that they can't solve. Mhmm. And so doing daily affirmations has been really big for me. So I'll literally write down I'll take five to ten minutes in silence every morning, and I'll write down affirmations and goals for the day. And it really just helps me stay in the moment and ignore the stress and everything else going around.

Yeah. Super helpful.

Steve: Well, I think you're absolutely spot on as far as the most successful people are are optimistic because they only they feel like they're super lucky. Right. We all have the same good and bad things happen to us. But the ones that always feel they're lucky tend to have more luck. Yeah.

And the tens ones that tend to feel they're unlucky tend to experience more bad luck.

Ryan: A 100%. Yep.

Steve: Is there a book you've gifted more than any other?

Ryan: The One Thing, definitely, by Gary Keller. So I struggled a lot with shiny object syndrome syndrome. I still do every day. Right? Yeah.

And so I think it's good to read that book, like, once a year to really and I have to force myself to write stuff down

Steve: Mhmm.

Ryan: Because I cleanse my mind that way. If I'm thinking about 10 different things at any one given time, I can't focus on anything.

Steve: Right.

Ryan: Then nothing gets done.

Steve: So Yeah. The One Thing is an amazing book. I actually had a chance to watch Gary Keller when he was touring, and so he was able he was presenting, like, you know, the lessons in the book too. So I got to read it and get to watch and present on it. So it's pretty cool.

Ryan: Oh, right on.

Steve: So I want you to think about a message you wanna leave the listeners with. Sure. Hey, guys. If you guys got value today, please like scribe like, subscribe, share, comment. It sounds selfish, but it helps us in the algorithms.

Right? We can reach more people. We're trying to create a 100 millionaires. So if you guys can do that, that'd be much appreciated. We'd have our all day sales training coming up on September 24 or twenty fifth.

Disruptors.com/salestraining. Your team got to experience it that. It's helped. It's so It's badass.

Ryan: Sign up.

Steve: Yeah. So totally worthwhile. Next week, two and a half, we got Blake Selby coming in. So last thoughts to leave the listeners with.

Ryan: So just going back to clarity, one thing that that when I was getting involved with Casey and his mentorship, I'd start asking him a bunch of questions. Like, what do I do on this deal? What do I do on that deal? And he always, hold on. Take a step back.

What do you want? And I would say, well, you know, I want financial freedom, and I wanna do this deal. No. No. No.

No. What do you want, like, in life? Take some time. Stop what you're doing. Take some time this weekend or tonight or whatever.

Two hours of silence. Write down what you want. Because I think we get asked that occasionally, but we kinda brush it off. Like, well, yeah. I want this.

So I'm just gonna keep doing this. Right? No. We don't actually take the time to really understand the magnitude of that question because Yeah. The outcome of that question gives you total clarity in it, gives you what do I need to focus on.

And it it gets rid of all the noise and everything else out. So that's something that has really changed our trajectory from even what I was was doing in 2020 to what we're doing now in 2021 Yeah. Is that question. Getting super clear on that question, and then everything else becomes an afterthought. So

Steve: Is there a certain frequency that you're doing this?

Ryan: I like to do it quarterly. Quarterly?

Steve: Yeah. Quarterly, just two hours in silence. Yep. What does Ryan want?

Ryan: Yep. And it's so powerful to reflect on that because, you know, in this business, when you have successes, they're great. But are you really accomplishing what you wanna do? Are you spending more time than than you wanna be working Mhmm. Or less time?

Are you spending time on the things that really matter? I think it can be really easy to get caught up in the success and, you know, social media and being a guru and, you know, just conquering the world and domination. Right? And it's it doesn't matter. It's all about what is important to you and how do you implement that.

So

Steve: Yeah. No. That's that's huge. Someone if somebody wants to get a hold of you, how would they do that?

Ryan: So the best way is to shoot me a message at Weimer Investments on Instagram.

Steve: There you go. Simple enough. Alright. Thank you

Ryan: Right on.

Steve: So much. Thanks, Steve.

Ryan: It's a pleasure.

Steve: Guys for watching.