Two High School Graduates Turned $3,000 Into $10 Million

AI Sales Agents That Get You Signed Contracts On Autopilot: https://objectionproof.ai/yt-bac Maximize Your Tax Returns And Get Clarity On Your Financials With Our Tax Guys https://beccfo.com/ BONUS GET 10% OFF ON INVESTORLIFT Use promo code DISRUPTORS. https://get.investorlift.com/disruptors/ WANT TO BE A 100 MILLIONAIRE OR ARE ONE? Click here: https://objectionproofselling.com/millionaire Jordy Perez and Brandon Miguel's Wholesale Team Cash4Keys South Florida Jordy Perez and Brandon Miguel flew in from Miami to sit down with Steve Trang on the Disruptors Podcast and share how two high school graduates turned $3,000 split three ways, one thousand dollars each, into a $10 million real estate business with no website, no real CRM, and no college degree between them. Jordy is the COVID class of 2020 who got his diploma in the mail, and Brandon went all the way through the University of Miami only because his mom worked there and the tuition was free. They started Cash For Keys in November of 2020 out of Brandon’s mom’s apartment, sent 75 postcards for their first deal, made $5,000 on a daisy chain, and 14 months later had done $260,063 in revenue. Today they run a lean eight-person operation doing over $3 million a year in South Florida, and in this episode they hold nothing back about how they got there. Jordy and Steve cover the day a seller pulled a knife on Jordy mid-appointment, after first pulling it on her own father, and how Jordy slowly backed toward the door, waited in his car until she left, then walked back in and closed the deal while Brandon sold that same house for $45,000 before Jordy even got back to the office; the 2022 lawsuit that nearly wiped them out when they got sued for half a million dollars, roughly everything they had in the bank, how they actually wrote the bankruptcy check, and why settling became possible the moment the other party found out they were about to file; the seller in Kendall with 14 cats whose urine had eaten through t

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Speaker 0: We made $5.

Speaker 1: We made 5.

Speaker: When that wire hit, our bank account was actually negative. The first million's all hustle. Mhmm. I really mean that because we made our first million dollars in revenue without a website, without a real CRM. Yeah.

I was still sending emails from my personal email. We got sued for $500,000, and we probably had about...

Speaker 2: That's a lot of money. Yeah.

Speaker: Yeah. We probably had about $500,000.

Speaker: Yeah. In the bank account.

Speaker: And it was definitely one of the toughest times. I mean, it it tested our relationship personally. Right? It tested our business. We actually, are very close to filing bankruptcy.

We wrote out the bankruptcy check and everything. I can show you the video. She lives with 14 cats, but there's four cats in my freezer. I didn't believe her. I had to check her myself.

She pulls out the knife first on the father and and then on. It's a sunny place for shady characters. Put in so much work that it's literally impossible for you to fail. Because I have not been on an unqualified appointment in, like, a year. The number one thing we've learned is that everything's our fault.

Speaker: Welcome. Thank you for joining us for today's episode of Disruptors Where Millionaires Are Made. Today, we have Jordy Perez and Brandon Miguel with Cash for Keys, and they flew in from Miami to share how two high school graduates turned $3,000 working in mom's apartment into $10,000,000 Now, guys, I'm gonna mention to create millionaires. The information on the show alone is enough to help you become a millionaire in the next five to seven years. If you'll take consistent action, you will become one.

And let's just go ahead and jump right into it. Let's talk about... You know, we're talking about two high school graduates here. So, like, what was your life like before you got into real estate?

Speaker: Yeah. Sure. So first and foremost, thank you so much for having us. We've been actually watching this podcast since we started our business. So this is a unreal moment here.

Speaker: Yeah. It's an honor.

Speaker: Yeah. I'm excited to have you guys here. Again, I mean, I met you guys at at Boardroom, like, two young hustlers. Like, you know, I thought, like, hey. You know, these young kids, they joined Boardroom.

You know, I wonder how far, like, how much wholesaling they've done. And we started talking, like, holy crap. Like, these guys are actually seasoned vets.

Speaker: Yeah. Yeah. Yeah.

Speaker: Yeah. So let's talk about, like, what what what was life like before jumping into this?

Speaker: Sure. So, Brandon and I, we've actually known each other since we've been, like, eight or 10 years old playing baseball. And that's pretty much what life looked like. We played baseball from the time we're eight or 12, so we always... You know, were friends, and we always hung out around each other.

We actually ended up going to the same middle school and the same high school.

Speaker: Mhmm. Yep.

Speaker: And, we started our business in November 2020. I actually graduated high school in, like, April of that same year or maybe graduate.

Speaker: So you're the COVID class.

Speaker: Yep. I didn't have a prom. I didn't have a real graduation. I got my diploma in the mail, actually. Yeah.

Speaker: Yeah. It was an interesting

Speaker: Actually, sorry. That's not true. One of my, favorite teachers actually took the time to drive it to my house. Yeah. And shake my hand and congratulate me, which is very nice.

Speaker: Against the rules.

Speaker: I guess so.

Speaker: Yeah. Yeah. Okay. Yeah. So November 2020.

Speaker: Yeah.

Speaker: Alright. So, really, like, right after you graduated high school, I mean, like, did you apply for jobs? Did you even go to college?

Speaker: I went to college for about three weeks.

Speaker: Okay.

Speaker: Yeah. I was actually in in, Yeah. Yeah. I was actually at well, my first year, I was at FIU, and then I went over to my second year. And then that's when we we

Speaker: started the business. Okay. So you're already in college for

Speaker: a year or two? Or... It was, my second year. That first year, we... Because because we always...

Since we're little, we always talked about, like, starting different businesses and and different side hustles and stuff like that. So that first year of college, I was actually... We we would... We were trying to start a jet ski company.

Speaker: A jet ski rental company with no jet ski rentals. Go go go figure

Speaker: go go figure how that would work.

Speaker: To Miami kids.

Speaker: Yeah. I mean, honestly, it's, a business that actually works where we're from.

Speaker: Like, there's a ton

Speaker: of people that have, like, jet ski rental companies or, like, water sport companies. And we thought the barrier to enter would be lower than what it was, but it was very hard to be 19 and, you know, have somebody loan you 15 k, 10 k to go buy a jet ski.

Speaker: Gotcha. Yeah. So... So did that go anywhere?

Speaker: It didn't go anywhere. So then we went we went to, like, boat detailing and different little, like, things just to, like, start something up. And then that's when Jordy actually was with one of his, like, friends.

Speaker: Like a family friend. So basically, my journey is a little bit different than Brandon's. I did a little bit of door to door, Cutco. I don't know if you heard of them in the night. Cutco.

They're great. Yeah. So that was my first introduction to selling, and I loved it. I thought I was so good, but no. It was just my family and friends buying from them.

Speaker 3: You're good with them. Yeah.

Speaker: I was good with them. Yeah. But, that was my first introduction to selling. I then got motivated to, like, get into real estate or get into something that was a little bit more, like, higher ticket.

Speaker: Mhmm.

Speaker: And I had this family friend who was an agent, and he's actually an investor as well. He has a portfolio of single family homes and duplexes. And I was basically, like, kind of, I don't know, his assistant. I guess you could say I was putting, like, lock boxes and showing.

Speaker: Mhmm.

Speaker: Yeah. Stuff like that. Little things. Right? Yeah.

And one day, he's like, hey. I'm buying this duplex. You wanna come with me to the closing? I'm like, sure. Mhmm.

We end up going to the closing. He buys his duplex for $300. He shows me the HUD and all that. And then I see that there's a $30,000 assignment fee there. Alright.

And, basically, he told me how it works, wholesaling and all that. And that same day, I ended up going home and watching probably, like, four or five hours of YouTube. Okay. Yeah. I went through, like, a rabbit hole.

Then I actually end up calling Brandon. I'm like, hey. Look. I think I found our thing. Yeah.

Right? Let's go to this free event. It was by Fortune Builders.

Speaker: Mhmm. Yeah.

Speaker: I don't know if they're still around.

Speaker: I don't know if they're still around. I

Speaker: don't believe so. I know

Speaker: a lot of the people that were in it

Speaker: that are no longer in it.

Speaker: I don't know if they're actually still around.

Speaker: Yeah. It's super funny, actually, to see how many people touch paths with them back in

Speaker: the day.

Speaker: Yeah. But, anyways, we go to this, like, free meetup. They pitch us on, like, a three day seminar.

Speaker: Mhmm.

Speaker: We actually end up negotiating one ticket for three people. I think the guy just felt really bad for us.

Speaker: Well... Yeah. Yeah. Yeah. And, anyway So 3,000 split three ways?

Speaker: No.

Speaker: Because what?

Speaker: It was less. I think it was, like, $900 split three ways.

Speaker: Yeah. Like, you

Speaker: really beat

Speaker: that guy down. Alright.

Speaker: Yeah. There we go. But, we end up going to that event. It was amazing. It was, like, our first interject...

Introduction to, like, real estate investing in general. Yeah. There, we learned about wholesaling, and it was a Friday, Saturday, Sunday thing, like a three day event. Mhmm. By that same Monday, we're already making calls.

By that same Monday, we already had a LLC and a business name picked up.

Speaker: So it's interesting here because, like, you're young. Yeah. Doesn't sound like you have a lot of money. No. But you still invested in your education.

Right. That's not a a normal thing to do. Normally, like, I think when you don't have a lot of money, is that you just keep watching YouTube videos and watching YouTube videos and keep watching YouTube videos. Yeah. What sparked this, like, I'm gonna invest in this.

Particularly, this is around the same time. You already said, like, college is not for me.

Speaker: Yeah. I mean, honestly, man, we worked throughout high school. We were never, like, the lazy kids. We were either playing baseball or doing something. Mhmm.

So I had a little bit of money saved up, so I was a couple $100. It wasn't a huge deal.

Speaker: Okay.

Speaker: But I feel like it came from... Like, I've always been the kind of person that, like, if I don't know something, I've never had an issue asking for help. Yeah. Yeah. And then that's something that's actually stuck with us throughout our career.

And I feel like that's one of the main reasons we've had, you know, a little bit of success too.

Speaker: Yeah. I was gonna talk about it because, like, I wrote down, like, I know there's some names that, you know, we'll reference in a moment.

Speaker: Oh, yeah.

Speaker: 10. So his path Mhmm. Like, no college. But your path included college. As a matter of fact, you actually went all the way through with college.

Speaker: Yeah. I went all the way through. The only reason I really all... Went all the way through as well is my mom, she's worked for University of Miami her whole life, and it was a... I think that they would offer back then for education for your kids.

So I had the opportunity

Speaker: deal if you work there?

Speaker: Okay. I had

Speaker: an I had an opportunity, so I just stuck with it. It was basically... I'd go into our office with... It was his mom's apartment. We'd start banging out calls.

I'd have to drive to school, go to a class, come right back, and keep on banging out more calls.

Speaker: Yeah. But, like, how did you continue doing it? Because, like, you guys... I mean, your first year, how much did you guys make in your first year?

Speaker: Like, $260,002.63,

Speaker: I think it was.

Speaker: Yeah. Yeah. So

Speaker: And that was actually in the first... I think that we did that in, like... Well, we started in November. Mhmm. So, basically, like, fourteen months.

Speaker: Yeah. Yeah. So how do you keep going to class if, like, you're making this... Because, like, you're making more than the professors.

Speaker: Yeah. I really only stuck with it, like, for my mom.

Speaker: Alright.

Speaker: Yeah. Get it done for her. She had basically sacrificed her her whole... She's... They're they're...

My... Both my parents are immigrants, so, like, like, a college education to them was, like, something that was big.

Speaker: Mhmm. But I

Speaker: just really did it for them.

Speaker: Yeah. Yeah. Yeah. Do you... But did...

Speaker: I mean,

Speaker: did you pay attention to classes? Did you do well in

Speaker: your homework? Not really.

Speaker: I I will say that.

Speaker: I was I was selling deals on the... Creating marketing, doing all the email blasts while I was in class.

Speaker: Yeah. You're taking notes on your laptop selling deals. Yeah.

Speaker: Yeah. Gotcha. I mean, I I would call him, like, in the middle of class. He'd step out.

Speaker: Yeah.

Speaker: Yeah. It was business first. He got it done either way. Weird out. Yeah.

Yeah.

Speaker: Okay. So, 260 in your first fourteen months. So talk about, like, your first deals. I mean, like, you said by Monday, you were cold calling.

Speaker: Yeah. Yeah.

Speaker: Like, you already had lists pulled by Monday? Mhmm. Yes.

Speaker: We pulled it that same.

Speaker: The way we started was it it was three of us originally. We had another partner as well. We each put a thousand dollars in.

Speaker: Mhmm.

Speaker: And we are basically pulling lists off of PropStream and hand dialing.

Speaker: Mhmm.

Speaker: Yeah. And the way we got to our first deals

Speaker: Hand dialing meaning, like, your cell phones.

Speaker: Yeah. Our cell phones and

Speaker: Yeah. No no no CRM. No dialer. Just your cell phones.

Speaker: No. I mean, we don't use PropStream for, like, pulling that anymore. Mhmm.

Speaker: But the

Speaker: way we used to do it was we would skip trace of this, pull it, get the Excel, put it into Excel, and then basically, like, highlight columns.

Speaker: Mhmm.

Speaker: Yeah. Pretty simple. Pretty simple. So, so how were the first couple months?

Speaker: Talking... Yeah.

Speaker: Yeah. I mean, they were rough. Not gonna lie. The first deal came after four months, and we were, like, grinding, grinding.

Speaker: Four months.

Speaker: Well, it actually came... No. It was in February. So, like, basically

Speaker: Three months?

Speaker: Yeah. Like, three months

Speaker: Yeah.

Speaker: For the most part.

Speaker: But, like, three, four months of you guys grinding with no traction.

Speaker: We had, like, a couple of leads that we made offers on and stuff, but nothing under contract. No.

Speaker: Because I like... Three months, I think, is a long time on your own. Mhmm. But three guys doing it and it's still three months. Like, I feel like you guys would be going crazy.

So, like, did you guys have doubt?

Speaker: Yeah. Yeah. We also sucked at, like, everything. We... Yeah.

Yeah. I mean, we were all doing acquisitions. Let's start there. One thing that was terrible was comping. I remember actually walking this one house where we offered the guy, like, a $100 and another wholesaler got it for, like, $2.20.

And he made, like, 60 k.

Speaker: Still made, like... Yeah. We were trying to hit a home run.

Speaker: Not even. We probably would have gotten that smacker of a deal and sold it for, like, 20 or 30 k.

Speaker: Yeah.

Speaker: But we didn't know how to run our numbers too. Yeah. But, yeah. I mean, it was... Those first three months were definitely rough.

Speaker: Mhmm.

Speaker: There was a ton of doubt. Right? But, in our head also, we had already met a couple guys, like, in our market because we've gone through some masterminds and meetups that had already closed deals. So we got there as proof of concept there. Our first deal actually came from a direct mail campaign where we only sent 75 postcards.

Speaker: 75.

Speaker: Pretty good. Yeah.

Speaker: Yeah. 75. I know. Nowadays, I mean, it takes us, like, 10,000 plus postcards to get one deal.

Speaker: Deal. We would have made a phone call. Yeah.

Speaker: So 75. Yeah. When I look back at our journey, right, you know, I wanna thank God for sure because there's some part of of the way we started and how we got our first deal. It just makes zero sense, but it ended up happening.

Speaker: Yeah. Alright. So 75.

Speaker: Not only that, though. Like, I feel like something that has really helped us, is that we take constant action. We don't really think about it too much. Like Mhmm. How you were saying, like, we we...

The... We went to that event, and we hopped on the phones right away. That's something we've done always. Yeah. Fast implementers.

Yeah. Fast implementers. For example, that first deal, we got under contract not even knowing what an escrow was. Yeah. Like, the seller had to tell us, like, oh, what are you guys gonna put for an escrow?

And we asked them, like, what is an escrow? Like, we had no idea what we... What we... We just had that hustle, and Yeah. I feel like having, taking action is one of the biggest things.

Yeah. Because you're automatically... The wind's gonna find you.

Speaker: Yeah. Mhmm. So... Yeah.

Speaker: I was gonna say, that that first deal was, definitely my favorite of all time. Not only because it was our first, but this... Like, the audience probably isn't even gonna believe this. But, we show up to his house, we negotiate, we agree on a number, whatever. We go to show him our contract, and he didn't wanna sign it.

There was one page and he's like, no. We're gonna use my contract. So literally, this seller filled out a contract for us.

Speaker: On his form?

Speaker: On his form.

Speaker: Yeah. Which was a regular Florida Farbahar contract. It's a state contract.

Speaker: A Florida realtor contract.

Speaker: Yeah. Mhmm.

Speaker: And then he filled it out.

Speaker: So he

Speaker: knew what he was doing.

Speaker: Oh, and he and and he knew that we did not know what we did.

Speaker: So why do you sell it to you guys? Man...

Speaker: We were honest. Yeah. We told him, like, yeah. This is our first property ever.

Speaker: Mhmm.

Speaker: We told him we were young. We didn't tell him how young.

Speaker: Yeah.

Speaker: So he was definitely trying to help us out. And that's something I still do to this day, by the way. Like, if I speak to an investor that owns a 100 units and I'm trying to buy his property, I come off as the humble 25 year old.

Speaker: Mhmm.

Speaker: You know? Yeah. Which is something I feel like a lot of people could learn from.

Speaker: Mhmm.

Speaker: But, anyways, we were just very humble and honest with him. And he was somebody who owned a ton of units. He was older already. He was getting out of the game.

Speaker: So he's, like, a seasoned vet wanting to help the young Mhmm. Next generation.

Speaker: Yeah. I think he owns, like, he owned five or six properties.

Speaker: Something like that.

Speaker: Something... Yeah. Under 10, but definitely more than a couple. Mhmm. Yeah.

Speaker: Gotcha. Okay. So he helps you write the contract, helps you understand what escrow is. Yep. How'd that deal go?

Speaker: It it went well. We made $5.

Speaker: We made 5. Yeah. So pretty much after we got under the contract, we started just kind of make... Calling a few people that we knew, like, hey. I got this deal.

I gotta sell it. One of the first strategies that we that we we did, we actually started putting bandit signs across the whole city. Mhmm. And, we get a call from one of our buddies. He calls and, like, hey.

Is this available? Boom. We gave him the details. He sent it to somebody else. That other wholesaler ended up selling it, and then that's how we we sold that first deal.

Speaker: So it's Daisy chained as well?

Speaker: Daisy chained. Yeah. It was a 10 spread, and we ended up taking only half. Five. Yeah.

Nowadays, we take more.

Speaker: Yeah. Nowadays. Yeah. Now that you know what you're doing.

Speaker: But we were grateful just to get it. I mean, I say it all the time. Now it was a $5,000 deal. Nowadays, if we make 5 k on a deal, I feel like we did something wrong.

Speaker: Mhmm.

Speaker: But that's the best deal we've ever closed because it gave us proof, you know, proof of concept. In our eyes, like, we're just gonna do a 100 deals just like that. Mhmm. You know? And that's $500,000.

Speaker: Right. You know? Yeah. Okay. So you do that deal, then what?

We closed

Speaker: the deal, like, a month later. Homestead. Yeah. When in Homestead, it was a $55,000

Speaker: deal. Yeah.

Speaker: Yeah. And we actually still have the picture now. So backtracking. Out of that $5,000, we didn't pay ourselves anything.

Speaker: Oh, yeah.

Speaker: We threw it right back into marketing. And that's what allowed us to get our next deal. It's a property in Homestead, which is like a suburb of Miami.

Speaker: Mhmm.

Speaker: And, basically, it was this lady. She was in tax delinquent and she owned a couple other properties, and she was selling this one property to save the portfolio. Got it. And whatever. We run the appointment.

I get her to sign right there on the spot using the contract, my first seller Mhmm. Gave us. Yeah. And, we ended it up making 55 k on that property. And that was one of the best feelings ever because when that wire hit, our bank account was actually negative.

Yeah. So it's really... Negative, like, 700......

Speaker: Or something.

Speaker: Actually, I think it was, like... Yeah. It actually was 75. For whatever reason, I thought it was 700, but 75.

Speaker: Yeah. So you guys really needed that that wire

Speaker: to hit. Yeah.

Speaker: Yeah. We really did. And then, we were very, very frugal with that money. So at 50 k, we ended up paying ourselves 5 k... Well, 5 k divided by three.

Mhmm. That's the first paycheck we got. And we didn't pay ourselves again till the end of the year. Got it. Yeah.

Okay. And then we, basically used that money to, like, build a team of, like, 20, 21 year olds in this office that we subleased from another wholesaler.

Speaker: Mhmm.

Speaker: And it was a great time. I mean...

Speaker: So you guys moved out of your mom's apartment?

Speaker: Yeah.

Speaker: After Yeah. That was after After No.

Speaker: That was after That was, like, after, like, a year, year and a half, something like that.

Speaker: Yeah. Okay. So you... So still, like... So in 2021, the entire 2021, you're still in your mom's apartment?

Speaker: For, like, half of it. Yes. We were.

Speaker: Yes. We were. All of 2021.

Speaker: But you guys are already doing, like, a lot of deals at this point? Yeah.

Speaker: Yeah.

Speaker: Okay. So then what were some of the biggest challenges early on? I mean, obviously, there was some struggle in the very beginning, but, like, I mean, after that second deal, did things get easier?

Speaker: Yeah. They definitely got easier because we had more marketing dollars. Mhmm. They got easier because we got a couple softwares. Like, we got Mojo dialer back in the day.

Right? We got our first CRM Podio. We ended up then throwing money into, like, PPC ads, which used to be super cheap back in the day. Oh, yeah. Yeah.

So things did start taking off. And, we also found roles in our business. So Brandon moved to Dispo. Right? I did acquisitions along with our other partner, and we made that work.

Yeah.

Speaker: Gotcha. Okay. So, you said, was it $2.60 basically in the first Yep. Fourteen months, but, really, the first year because, like, the first couple months you guys didn't

Speaker: do Mhmm.

Speaker: Very much. Okay. So then, like, what were the biggest lessons you learned in the very beginning?

Speaker: For sure. We would underestimate how much volume it would take in terms of, like, phone calls or leads to us get deals.

Speaker: Mhmm.

Speaker: We would also leave a ton of money on the table for sure. Like, we would sell deals to, like, repeat buyers, right, just because it was easy and safe. Mhmm. Yeah. Things like that.

Every single property that would come in, we looked at it exactly how it was. Like, as a two one, as a two one. Mhmm. Even if it was, like, a 1,500 square foot two one. Yeah.

Something like that. Right? So we had challenges with comping for sure. Mhmm. We had challenges with lead flow, and not in the way you may think.

Not like we couldn't get enough leads. Like, we're just getting a ton of unmotivated crappy leads because we were texting, cold calling, and doing PPC at that time.

Speaker: Yeah. Yeah.

Speaker: Yeah. And, like, little tiny budgets and each without, like, completely mastering that marketing channel.

Speaker: Mhmm.

Speaker: Right? Which gave us issues for sure, a lot of inconsistency. Right. Yeah.

Speaker: How about you? What do you feel like? Where are the...

Speaker: Definitely in the beginning, I would say, would be, sales and going back to, leaving money on the table. I feel like when we would sell deals, we would leverage a lot, like, of JVs. Now we have a little bit better of a buyers list, so we don't have to be giving off, like, five, 10 off the deals.

Speaker: Right.

Speaker: And I'd say sales in the... Because in the beginning, that first year, we were just doing Miami. And then I feel like, at at least in our head, we feel like, hey. Let's try doing more of a nationwide model Mhmm. And doing PPC in all these different states.

Speaker: Mhmm.

Speaker: Because the sales here is a lot more competitive down here in Miami. Mhmm. People have bigger marketing budgets, so it's a little bit harder. At least that's what we thought.

Speaker: Right.

Speaker: We no longer think that way, but in that moment... So then we we did, the nationwide model, and then that was,

Speaker: well Yeah. I mean, that's one of our biggest regrets.

Speaker: Alright.

Speaker: So I

Speaker: wanna dive deep into that. Before we do that, you're saying JV... So, you know, for the newer listeners, the younger listeners, perhaps, JV, you wanna explain what that is?

Speaker: It's a joint venture. So, basically, like, let's say you were selling a deal, and a local wholesaler, you you would send them the deal, and he would find you a a buyer. Typically, they add $5.10 k on top. At times, they don't always add on top just because it doesn't make sense when they go and sell it, and you'll give them a a 5 k fee for selling, the deal for you. It doesn't have to necessarily be 5 k.

Speaker: Mhmm.

Speaker: Sometimes it could be less. It just depends on on what you negotiate with the person.

Speaker: Yeah. And so, like, I think it's when you're smaller and you're, don't have operations yet. Like, I think it's a great model. I mean, it's how I started. Yeah.

Right? Like, that's... I used to send my deals to Jamil. Right? And so, like...

And then now if I get a deal, like, there's a guy in town who calls, like, hey. Can you move this deal? I don't wanna do a lot of deals, but if something falls in my lap. Mhmm. Hey.

Can you move this deal? I just pay him 3 k. Yeah. Right? Exactly.

And... Because he has all the the buyers. Alright. So Nationwide

Speaker: Mhmm.

Speaker: Was one of your bigger regrets. Yes. So what what happened with Nationwide?

Speaker: We were chasing, like, shiny... Shiny object syndrome.

Speaker: Mhmm.

Speaker: So, basically, everyone was doing that. Right. So that's why we did it. We did the whole PPC nationwide in, like, a thousand different states. Mhmm.

Right? And at first, it wasn't bad because we'd get a deal on their contract so often, and that felt good.

Speaker: That's the easy part.

Speaker: Yeah. But we couldn't move them. I mean, we had, like, houses that we got on their contract for, like, a dollar Yeah. And we literally couldn't sell. What is the craziest thing ever.

Yeah. And it... I mean, I regret it in the terms of it definitely hurt our pockets. Like, we would have stayed in Miami. We would have made a lot more money.

We'd probably have more market share now than we do. Mhmm. But at the same time, it was a learning experience, and I could also say that, you know, we've wholesaled in more than 10 states Yeah. Which is cool. Right?

And then also, one of the reasons that I don't regret doing it is I took a lot of reps over the phone. Yeah. Right? And then later on, we went back to in person appointments, and it was like a cake walk.

Speaker: Right. Yeah. Okay. So you guys didn't necessarily lose money

Speaker: going into make as much. Right.

Speaker: So just the return on time. Yeah.

Speaker: And there was, like, a ton of deals that we would do, like, like, in Ohio or Detroit, and that you're gonna make, like, $2.02, $3,000 just because the houses are worth, like, ARV, like, $70. Yeah. So it's hard to get, like, we were... It's the same amount of work done in Miami. Mhmm.

And you're making $33.35 k on, you know, every deal. So it makes a lot more sense to just be in our own backyard.

Speaker: The margins just aren't there Yeah. Nationwide.

Speaker: And then also when it came down, it was like, you know, we don't just wanna be wholesalers. We also wanna build a portfolio.

Speaker: Mhmm.

Speaker: So we wanted to be doing deals in our backyard as well. Yeah. I didn't wanna own, like, 20 rentals in six different states. Mhmm. Yeah.

Yeah.

Speaker: Yeah. So how long was that experiment?

Speaker: That was a

Speaker: good Yeah.

Speaker: Two years.

Speaker: Do you guys went into

Speaker: And then we did... Well, it was like a year of kind of backtracked a little bit. It was like a year of, nationwide, and then we did just Florida, all of Florida, which wasn't bad. Mhmm. But, over time, we just, you know, ended up instead of going, like, wider, just deeper in our market.

Speaker: Mhmm.

Speaker: That's made all the difference, honestly. Yeah.

Speaker 4: I think it went live I think it went live, like, technically Saturday. So it's a lead that's been in our CRM over a year, and it reached out Tuesday, so just a couple days ago, set an appointment through the, follow-up cadence and, signed contract yesterday. So four or five days in, it's already working, like literally a contract from a year old lead. Should be 20 to 25,000. It's a cheaper home but you know $20 on a $80,000 house would be nice.

Well one, our team is horrible at following up with old leads And obviously with the AI, there's no fatigue. They follow a cadence, like, perfectly 10 times out of 10. One, just listen to one of the thousands of calls that are recorded from the AI. Like, we have overseas employees, and I think the AI sounds more human than some of our overseas employees. Yeah.

I mean, it's it's legit.

Speaker 5: What's the situation with the property? Living there, vacant, or rented?

Speaker: What is my age? I'm a... I'm 75 years old, and the property is approximately 200 miles away. And it's stressful trying to drive that distance every time something breaks down.

Speaker: I hear you. That sounds like a lot to manage from that far. How's that been wearing on you?

Speaker: Well, it's just the last couple years. You know? After I turned 73, I got a little, The 70 seem to give you a new outlook on what you can and cannot do and what your limitations are.

Speaker: Got it. So at least you'd wanna see what options are out there. Would you be open to a quick conversation with one of our specialists to map that out for your situation?

Speaker: I would.

Speaker: And if you wanna hear for yourself exactly what this sounds like, text AI caller to the phone number 33777. Okay. Yeah. So we were talking about something before the show, and you were saying this might be controversial. But you were saying, like, the first million is...

People overcomplicate the first million.

Speaker: A 100%.

Speaker: So you wanna elaborate on that? I mean, you're... You you might get, you know, some fire for this.

Speaker: It is what it is. I mean, look. The same people are gonna give me fire about this or the people that still think making a $100 a year is hard. Yeah.

Speaker: You know? Yeah.

Speaker: And, you know, I say that lightly because I have family members that I have this conversation with, and I'm like, you know, it's only hard because you think it is. And when I said what we were saying before we started shooting, which is the first million is all hustle Mhmm. I really mean that that. Because we made our first million dollars in revenue, right, without a website, without a real CRM. Right?

Before we transition to Podio, we were using Mojo Sales as our CRM.

Speaker: Yeah.

Speaker: I was still sending emails from my personal email. Yeah. Yeah. And, yeah, I really do feel like people overcomplicate at least the first million. I mean, like, where we're at now, which is we're trying to grow and scale.

Speaker: Mhmm. Right?

Speaker: And getting to $10.15, 20,000,000 a year. Like, that's a whole different animal.

Speaker: You

Speaker: need systems, processes. You're not gonna make it without that. Right? But your first million dollars, it's 100% all hustle. I mean, if you take enough reps, right, and when I say enough reps, I mean, whatever number you have in your head probably double it.

Yeah. It's probably double. You could get Or more. With straight hustle. Yeah.

Yeah. And even, like, the kind of business we run now, like, you know, we do a little bit over $3,000,000 a year.

Speaker: Mhmm.

Speaker: And if you were to come into our operation or organization and take a look at it, I feel like the number one thing that most people would be surprised is how simple it is.

Speaker: Yeah. Well, I mean, I've been, you know, I met you guys at Boardroom. Right? I've been there for a couple years. And, like, it's actually kinda funny to me, because we've been in the same hot seat rooms a couple of times.

Speaker: Mhmm. And

Speaker: then you talk about, like, here's my... Here's the kind of numbers we do. And then I do acquisition. Brandon does dispo. And, like, it always, like, freaks the room out.

Like, what do you mean you do acquisitions and Brandon does dispo? And you guys are doing this many transactions. Right? So you wanna elaborate on that? Like, I mean, obviously, I know you guys are building a team.

You're, like, you're elevating other people to acquisitions now or you've tried, but, like, you're you're Yeah.

Speaker: We actually just made a hire two weeks ago.

Speaker: Yeah. Yeah. No. But, like, in the last couple years or longer, I mean, let's talk about, for example, right, in 2025. Like, what was the revenue in 2025?

Speaker: 3.1.

Speaker: 2025. Yeah. Three point one.

Speaker: 3.1. Okay. And then in that time, you were sole acquisitions?

Speaker: Sole acquisitions.

Speaker: And you were sole dispo?

Speaker: Sole dispo. Mhmm.

Speaker: Right. Every deal ourselves with two follow-up specialists.

Speaker: And one TC.

Speaker: Yeah. Yeah. And two VAs on on the So I

Speaker: think someone listening to that would say that's unbelievable.

Speaker: A 100%.

Speaker: Right? So how are you guys doing those kind of numbers with one act, one dispo, two follow-up, and one TC?

Speaker: Perfect. Number one, if we spend a dollar in our business, this is not a joke, 70¢ of it goes straight to marketing. So we're very frugal with that. If we're spending money in our business, we want it to be where we get money back.

Speaker: Yeah.

Speaker: So that's number one. Number two is So you

Speaker: think 70% of your spend is marketing?

Speaker: Yes.

Speaker: That's really high.

Speaker: I know. Yeah. I mean, we've been very, very, conservative of everything. Like, our office is small. Right?

We don't drive fancy cars. We live in decent places. Miami.

Speaker: You guys don't drive fancy cars?

Speaker: No. Nah. I mean, I have a BMW. Yeah. But that's it.

Alright.

Speaker: Alright.

Speaker: But, anyways

Speaker: I thought the standard would be higher, like, judged.

Speaker: I'm sorry?

Speaker: I thought the standard would be higher and you'd be judged for having only a BMW. Like, BMW is nice here. Right? I'm in Scottsdale. BMW is nice.

Mhmm. Yeah. I just imagine, like, it would be a

Speaker: little bit more, your social pressure.

Speaker: More. Yeah.

Speaker: I mean, it's different for us, man. We were, like, born there. Miami is not the same city that I was born in. Yeah. Right?

It's changed since COVID. And the other thing is, like, I'm definitely not where I wanna be.

Speaker: Mhmm.

Speaker: But I know I have, like, enough to be proud of. Right? So I don't feel like I need to show that to anybody else.

Speaker: Yeah. Yeah. Okay. Alright. So for every dollar, 70¢ goes to marketing.

Mhmm. And what else?

Speaker: Number one. Number two, we focus on the inputs. Right? So, like, I'm running three appointments every single day no matter what. That's what we do.

Right? That's huge. And then the other thing is I feel like people in our industry, we, like, we don't take advantage of how easy it is to force revenue. Like, in an afternoon, you could create a $100 of revenue. Right?

If your average deal size is 35 k or something like that, which there's a lot of people in major markets who their average deal size is in the thirties, You can't do that in most other businesses. So when... What ends up happening is I feel like a lot of us get complacent or a lot of us get comfortable or we take our business for granted because you could go sprint and make things happen where in other industries, you can't really do that as much. Yeah. Yeah.

So, the other thing is we work a ton. We work every single, Saturday. Right? That's been something that You

Speaker: guys still work Saturday? You guys still doing six

Speaker: days a week?

Speaker: Still do Saturday. And I mean, in that first year, we were working seven days a week.

Speaker: Yeah. And to be honest with you, like, you could probably say I work Sundays too because if a seller calls me on Sunday, I'm 100% answering the phone. Yeah. Yeah. And I actually will have, like, maybe some follow ups place Sundays too.

Mhmm. I feel like a big thing is we're not afraid of the work. We're not afraid of, looking like we're not, what's the word for it? Delegating enough. Mhmm.

Because at the end of the day, what we've been very focused on is, like, how much money we're able to put away at the end of the year. Yeah. And even though a lot of other people would be like, oh, scale, scale, scale, that's what we're doing now. But a lot of people, like, miss the point of business, which is to stick profit in your pocket. Mhmm.

And for us, we felt really, really safe and and, like, we were moving the needle by just making sure that every single week, every single day, we're putting in as much volume as we needed to make sure that we got the outputs that we wanted.

Speaker: Yeah. Yeah.

Speaker: And then the other thing I'll say too, which is huge, about... In 2024, we pivoted to, like, 90% inbound.

Speaker: Yeah. That was one of the biggest, changes we did. Mhmm.

Speaker: And I also wanna give a shout out to our two follow-up specialists. They both been with us for almost three years now, Marco and Jason. They are absolute killers. I have not been on an unqualified appointment in, like, a year. Yeah.

I'm not gonna lie. I have it good.

Speaker: That's another thing that has really helped us too. Like, everybody in our team is a very high level player. Mhmm. So it makes it a lot easier to hit these numbers once you have that. Mhmm.

Speaker: Well, simpler perhaps. I don't know about easy.

Speaker: Yeah. A little bit simpler.

Speaker: Yeah. Yeah.

Speaker: But I think, I mean, what I'm hearing though, right, is, like, you guys are willing to bust your butts. And what I see quite a bit is, like, people try to, like, they try to hurry up and get into the owner's box and delegate everything.

Speaker: Yeah.

Speaker: And I'm hearing you saying, like, I set three days... Three appointments a day no matter whatever. You say this multiple times. That's kinda crazy. Right?

There's not a lot of owners who will say, like, I'm setting three appointments a day.

Speaker: Mhmm.

Speaker: So I think that's that's a big part. Like, we actually have... I haven't talked about it publicly. At least, I don't think I've talked about it on this podcast. But we have the qualifications, right, for our, you know, our our AI service coaching program.

And we had to install these standards because of some of the challenges we were having. Mhmm. And so one of the standards is the $3,000 a month in marketing budget. Right? If you're not spending $3,000 a month, like, don't use our AI tool.

Like, it's just not good to return on your your time. Right? That's that's the first one. It's pretty easy.

Speaker: Mhmm.

Speaker: Qualify, disqualify. But, the second one, they have... They need to have a CRM. Right? If you don't have CRM, like, how's our AI gonna go in there and, like, update it update the notes, whatever.

Right? That's pretty simple. But the third one is, like, you have to have at least one American employee.

Speaker: You have

Speaker: to have one person on payroll who lives in The US. Because what we found was there are a lot of people who would just hire someone in The Philippines. It's like, that's my COO. Right? Wow.

You say, wow. Yeah. You're, like, you're shocked. But, like, there's a lot of people who are trying to, like, delegate everything, operations to a VA in The Philippines. And I'm not saying Filipino aren't talented.

I have three in our organization. They're awesome. You know? Like, if Mhmm. If one of them in particular were to quit, like, I'd be freaking out.

Right?

Speaker: That that... I feel like... Yeah. You rely a lot on that person.

Speaker: Yeah. Yeah. But I wouldn't make her my COO. Right? So, like, I I think there are a lot of people that are in a rush to delegate, and you guys are like, hey.

I think you guys enjoy the game.

Speaker: A 100%.

Speaker: And then, b, you're willing to put in the work. Yeah. Yeah. Right?

Speaker: A part of me closes deals for the same reason, tiger chases a deer in the woods.

Speaker: I love the game.

Speaker: Yeah. There's a lot of that too. Like, that that didn't even come to mind, but that's 100% part of it too. Yeah. Like, we've done over 500 deals.

A lot of... I'd say 99% of those deals I've inked up myself personally.

Speaker: Mhmm.

Speaker: I still get a kick out of it to this day.

Speaker: And then are you... Do do you get the same thrill of selling a deal?

Speaker: I do. Yeah. Okay.

Speaker: So, like, you get a dopamine hit too when you sell the deal.

Speaker: Yeah. And I almost... I get more more excited because, I mean, I know that there's, the follow-up specialists are relying on me to sell that deal as well. That... That's what really pushes me as well.

Speaker: Gotcha. Mostly

Speaker: getting it done for the team.

Speaker: And we definitely have an internal, like, accountability system within ourselves. Like, one thing that's very good about our partnership is we're very honest with each other.

Speaker: Mhmm.

Speaker: We've been friends since... Like we said before, since we've been eight or 10 years old. We could 100% have a difficult conversation, and we walk out of it better as a better company, as a better team as opposed to most people. Like, they can't even have that conversation in future.

Speaker: It was great that you guys played on the same team. Yeah. Right? I mean, you played opposition.

Speaker: Gotcha.

Speaker: You played... I was outfield. Outfield. Yeah. Yeah.

Speaker: You guys

Speaker: are not really...

Speaker: Where did

Speaker: you guys play?... Like... Yeah.

Speaker: Yeah. But, like, I mean, did you guys ever yell at each other in the dugout? Oh, for sure.

Speaker: Yeah. What would

Speaker: you guys yell about each other in the dugout?

Speaker: I mean, I can't tell you about, like, effort stuff or

Speaker: It's like, why'd you drop that

Speaker: ball? Like

Speaker: Yeah. Yeah.

Speaker: But you guys were having these kind of conversations most of your life. Right? Yeah. And so I imagine that probably made it easier.

Speaker: Mhmm.

Speaker: Like, being in a competitive environment together probably may... I imagine it made it a lot easier.

Speaker: A 100%. And aside from that, like, money and business, we have very similar goals.

Speaker: Mhmm.

Speaker: We do this for ourselves, for our future families, for the families we have now. Right? We both come from parents that are amazing. Right? I think I have the best parents in the world.

I'm sure he does Mhmm. Right too. And not just that, but, like, his mom and dad, and almost feel like my mom and dad at this point. Yeah. So I know that, you know, when I bring home the bacon or when I make things happen, like, I'm not just benefiting myself and my loved ones, but also a group of people that I really, really care and love for too.

Speaker: Yeah. Yeah. So we've talked about the good. Right? Some of the struggles and nationwide stuff.

But I know other things too you guys have talked about is that you had a hard time retaining or finding good talent and retaining talent. Yeah. So let's talk about some of the challenges you had and what have you learned along along the way there.

Speaker: Sure. So, the number one thing we've learned is that everything's our fault. We'll start there. I mean, it may not feel fair. Right?

But it definitely is worth it for you to make everything your fault. Mhmm. And, looking back right now that I'm a little bit older and wiser, in our early years, we recruited people that could have worked out or could have stayed with us, but we don't have the proper systems in place. We don't have the proper,

Speaker: the training. We wouldn't really train them. We would just

Speaker: try to

Speaker: tell them what we had in our brain and just try to transfer it over, which is that is not something that, you know, is effective.

Speaker: It does not work. It

Speaker: doesn't put people in a position to win.

Speaker: Yeah. So there's 100% an aspect to that that is our fault. Mhmm. The other thing I'll say too that was difficult was when you're 19, 20 years old, when you're going into the marketplace to recruit, Right? You can't really afford the best talent.

Mhmm. Can't really... You don't even know what talent looks like. Let's start there. Right?

At that point, I probably only been through, like, two job interviews myself my whole life. Yeah. Like, till this day, I've never had a real manager. Yeah. Like, he actually worked at the same place, but we had, like...

We worked at a gym. Exactly. We had a manager that was, like, the 65 year old guy who literally let us do whatever the hell we wanted.

Speaker: Yeah.

Speaker: And that's, like, the only manager I've ever had in my whole life. So it was definitely a learning curve. In the beginning, I would say the biggest things that, like, affected us the most in a negative way was we had, like Brandon said, no onboarding, no training, no cadence for them. That's 100% our fault. We also...

Literally, anybody that would pick up a phone, we hired them. Like, if they're willing to hold the phone...

Speaker: That's the best.

Speaker: You're you're on.

Speaker: Yeah. And then, those two things, and then also, like, we just couldn't afford good talent at the time.

Speaker: Like,

Speaker: now we're in a different position where we've taken the last, like, six months to really hone in our systems, our processes, document a lot of stuff as you know.

Speaker: Mhmm.

Speaker: Right? And, now we're, like, looking for the best people possible, you know, and more importantly, people that fit our values, people that fit our, you know, our culture too, which, like, being in business so young, you don't even hear people talk about culture, about purpose. You know, I didn't think it was as big of a deal. To me, it all sounded like, almost like, what's the word for it? Like, hocus pocus Mhmm.

Kind of stuff. Yeah. But it's crazy to see, like, even people that are where I wanna be. Right? That's the number one thing they talk about.

They all lead with that.

Speaker: Yeah. Yeah. I mean, it's it's interesting you say that because, like, I think back as you're saying this, you know, I've had a lot of managers. I remember one in particular I didn't care for because, like, it was obvious, like, he was doing a lot of cook. Right?

Speaker: Oh, yeah.

Speaker: This is back when I worked in a restaurant. Mhmm. Alright. So I worked in restaurants. I've, I worked in a cold call center.

Speaker: Nice.

Speaker: But then eventually, you know, you work in corporations. And I was really actually pretty lucky. Like, I got to learn from my managers at Intel. I got to see, like, what, you know, a good manager looks like. And then when I was at Honeywell, I gotta see what a crappy manager looks like.

Yeah. So, you know, it's funny. I I never really thought about that, but that makes big... That's a good point. How about you?

Like, do you remember, like, some of the fail... Like, the leadership lessons you learned along the way?

Speaker: I mean, I feel like it was a little tougher in the beginning. Also hiring people that could actually win in the role just because they would walk into our office. And since we hadn't really done much in the market share, they would look at, like, two 19 year olds and, like, they're like, oh, they wouldn't really take us too serious. So we had to fall back and rely on with all these different, like, 19, 20 year olds that were just willing to take a a shot with us Mhmm. To hire

Speaker: people that look like you. To build

Speaker: a career. We weren't really getting that 30 year old that had a kid to come work for us. Now it's a different story because we actually have some systems and processes that, we have for them to follow.

Speaker: Yeah. So, like, the talent pool, you could attract.

Speaker: It's a little bit better now.

Speaker: Yeah. Yeah. Not for anything, but, like, most wholesalers in South Florida do know who we are. Right?

Speaker: Mhmm.

Speaker: And that helps a lot too. Yeah. Yeah. Yeah. There's definitely that, that aspect of having, like, little or no credibility that made things very difficult.

But it's it's part of the journey, man. I mean, we're so grateful for not just the things that went right, but the things that went wrong too. Because at the end of the day, it all adds to your story.

Speaker: So I'm gonna pick on you a little bit here.

Speaker: Go ahead.

Speaker: I think you're probably the the hotter tempered, person that we

Speaker: see here. You say that.

Speaker: Were there any incidents that you can think back on as maybe as an example of poor leadership on your end?

Speaker: Oh, man. A thousand. Yeah. I mean, I approach leadership now from a point of I'm really trying to understand them where they're coming from.

Speaker: Mhmm.

Speaker: And not just think about me and the company, but also them as a person. Right? One of the things that I had the hardest time with was when we first hired people, I was naive, and I thought everyone would wanna work as hard as me. You know?

Speaker: It's That's definitely naive.

Speaker: Yep. I thought everyone would wanna show up on Saturdays. You know? I thought people that didn't hit their numbers would wanna stay an extra hour.

Speaker: Mhmm.

Speaker: And I realized that there are people like that out there that will do that, but not everyone. And it's more important to have that kind of right person Mhmm. Than the kind of person who you feel like they could go in and close a deal. Yeah. Yeah.

I mean, without getting very specific, I 100% raise my voice. I'm 100%

Speaker: all looking for strong.... Specifics.

Speaker: Yeah. I mean, there's several times where I blew a a gasket when I shouldn't have. And I'm not proud of those times, but they're they're learning moments. Right? And, honestly, I'm happier that I was that way because now I can control it.

Right? And I could keep it on their flame as opposed to being, like, kinda like, like, too scared to talk or too scared to say something. Because I've also seen leaders are the opposite where they're too quiet Mhmm. Or there's something that isn't going right that doesn't align with the team's purpose or their core values, and they don't nip it right in the ass like they should.

Speaker: Right.

Speaker: So if anything, I was very far towards nipping it in the ass kind of side Yeah. And too much and not very accommodating. And now the way I look at it is I wanna build a company that helps people get to their goals and use cash for keys as a vehicle to get there. I wanna make a ton of money, a ton of cool people, and I wanna be the best leader I can. So, ultimately, I put everyone in the best position possible to win.

That way, if they don't win, right, it's on them.

Speaker: Yeah. Yeah. And I and I talk about this, but you like... You know Tyler. Right?

Our our our sales guy.

Speaker: Yeah.

Speaker: Right? And I think... Tyler. And that's kinda like what, you know, I can't remember the exact expression. I got this from Leon, Barnes.

He talks about, like, it's easier to, put... It's not stirrups, but, like, it's easier to rein in... Or it's easier to rein in, right, a stallion than it is to flog a donkey. Right? Like, it's easier for you to be, like, hot, tempered, and, like, dial it back.

And, like, to push someone that, like, constantly is pushing because that's exhausting.

Speaker: Yeah. Yeah.

Speaker: Yeah. And then, you know, you guys are in Miami. Mhmm. And, you know, you've been, you've you've, shared with me in other conversations that, you've got a chance to work with some other guys. And we've had on this show Bobby Suarez.

Speaker: Yep. We've

Speaker: had here, Willie Numbers.

Speaker: Yep.

Speaker: Right? So, like, who are the people that you've been able to work with that have been able to help you along your journey?

Speaker: Oh, man. There's so many. I mean

Speaker: I would say Bobby was huge. I mean, there he he helped us implement. I mean, we really got deep into direct mail, I guess, because of Bobby.

Speaker: Mhmm. Yeah. Bobby, Willie Numbers, Blader Inapa, which I don't know if you know him. Blader?

Speaker: Yeah. Yeah. Yeah.

Speaker: Yeah. Yeah. Yeah. Mhmm. I mean, man, we've been so blessed to have so many good people around us, honestly, and it's made all the difference.

And, you know, I'm very grateful that we did meet these people when

Speaker: we

Speaker: met them because they've been able to help us out a lot. And one thing I'll... Like, some advice I'll give to the audience is be a good person in the terms of always keep your word, always be somebody people could rely on because just doing that has opened so many doors for us. It's had people actually wanna pour into us because they know we're gonna do something with it. Yeah.

And then, also, it creates more opportunities in the sense of, like, when there is deals or there is things going on, right, they're gonna call you over the next guy.

Speaker: Yeah. Well, I won't dive into that. Part... That's the part, like, you know, go do what they said. Because I think that's...

Part doesn't emphasize enough. Because, like, I used to be a lot more willing to give with my time. And there... I just kinda got burnt out a bit on, like, the free pick your brain sessions because people wouldn't do squat with the information. Yeah.

Speaker: So talk about that. Man, it it comes from, like, honestly, being grateful

Speaker: Mhmm.

Speaker: And and humble in the regards of, like, if I'm gonna take somebody's time, that's where I wanna be at. Mhmm. If they're gonna pour into me, I'm gonna do something with it.

Speaker: Yeah.

Speaker: You know? Yeah. Me, myself, I've helped a whole bunch of people get started into the industry. Right? Mhmm.

And only a couple of them are still in business today. Yeah. So I stopped doing that too.

Speaker: Yeah. Yeah. So you know what I'm talking about?

Speaker: I know exactly what you're talking about. I mean, there's one kid that comes to mind. His name is Mason. He's out of West Palm Beach. I met him at a friend's birthday party.

Mhmm. We didn't speak about anything but real estate for two and a half hours. Super antisocial, just him and I into a corner literally talking about real estate. Three years later, I mean, you know, he has a smaller operation. He's a one man show, but he does $203,100 k a year and lives a great life.

Right. You know? Yeah. And there's other people that I've been on the phone with them at 11PM talking to them about everything, and they're freaking selling insurance or selling Yeah. Solar or some other crap like that.

Speaker: Yeah. So I think for the listeners, right, if you guys ask for someone's time, make sure that you do what they suggest that you do, and then you let them give an update. Thank you for the information. Here's what I've done with it.

Speaker: A 100%.... People that we're learning from that have already built something that we... What we want. So learning different skills and and things that they're doing isn't a cut... Our our learning curve

Speaker: a lot. And being, an implementer, man, because people wanna be around people and move the needle. Wanting, hoping for is the cheapest thing in the world. Everyone hopes and wants to be rich, have a fit body, have a wonderful relationship, all of that. But what have you actually done for it?

What have you sacrificed? And game recognizes game.

Speaker: Mhmm.

Speaker: Right? Like, you get to a point where people know who you are as a person and not just what your business does.

Speaker: And that's

Speaker: huge too. You know, this is the relationship business at the end of the day. And we've made relationships and built rapport in a way that I feel like some people do, some people don't. Like, we're not brown noising. We're not, like, buddy buddy.

We're not always clapping up people. We're just simply the people you could call to do what they said they were gonna do, and that goes a long way.

Speaker: Yeah. Anything you wanna add to that? No. I

Speaker: mean, you pretty much did it right on the nail.

Speaker: Yeah. Mhmm. And then the other thing too, I I got a chance to work with you guys for, I think about a year now. Alright. Maybe less less than a year.

But, like, you know, you get to see you guys jump on the calls. Right? Mhmm. The sales training. So, like, there's a lot of options out there.

Like, why are you jumping on our calls?

Speaker: Sure. So number one. Right? You need to be around people that have already been there. Mhmm.

You guys have obviously been there. What you teach is applicable to today. I do not feel like I'm selling used cars in 1992. Yeah. You know?

Number one. Number two, I know a lot of your stuff comes from Chris Voss or at least some parts of it. I'm a huge Chris Voss fan. Yeah. I read Never Split the Difference when I was 19.

I've read it, like, three times

Speaker: since.

Speaker: That... And number two, you're very honest, man. Like, you're not saying things that I could tell you don't use. You're not saying things... You're not teaching us stuff that I could tell you haven't used in your own company or that you're not telling other people.

Right?

Speaker: Yeah.

Speaker: Yeah. So I'd say those are are are a couple of the many reasons why.

Speaker: Yeah. Yeah. You teach valuable information. You actually do it from a place where you wanna help the other person get better as well Yeah. Which is something that not everybody has.

No. Does.

Speaker: Mhmm.

Speaker: Yeah. It's my favorite thing, watching people get better. So how how have you seen it, help you guys in your business?

Speaker: Yeah. So number one, you can never have enough sales training. Right? Being, a great closer or a great salesperson is like being a great free throw shooter. The moment you stop shooting free throws

Speaker: Mhmm.

Speaker: Suck. Right? That's number one. Number two, you should be a sponge. Right?

You should get as many different perspectives as possible. I've gotten a ton of other people's stuff and yours, and we've mixed it all together, and it's really helped a lot. The other thing going back to the basics. Right? And I'm naturally somebody that I consider myself, you know, pretty damn good at closing deals, but I'm not a great coach by any means.

You are a hell of a coach. And I feel like a lot of that comes from your story of how you said you weren't very good at sales.

Speaker: I was not.

Speaker: I hate to admit it. I'm not saying my path has been anybody... Any harder, easier than anybody else's. But, like, sales was kind of the thing that I enjoyed the most because I was the best at it. Right.

Yeah.

Speaker: Yeah. So we touched on this a moment ago, but, you know, running a partnership is pretty hard.

Speaker: Mhmm.

Speaker: Right? Like, having a business relationship that lasts for years is pretty difficult. Even if you start off with the best of intentions, at some point, things change. Maybe someone gets married, someone has kids, someone wants to slow down. Now it's a lot easier.

You guys are about the same age. Right? But at some point, someone's like, hey. I've made enough money. I'm good.

And other person's like, what are you talking about? Like, we still have to take over the world. Right? So how have you guys been able to maintain an excellent business, partnership?

Speaker: And I just feel like we're very transparent with each other. We trust each other. We tell each other exactly, where where we wanna get to and how we're gonna get there. We also... We see our relationship, we keep it always with a business in, first Mhmm.

And friends second.

Speaker: Mhmm.

Speaker: Because if if you if you involve too much friends, you're never gonna have the business be as successful as it really could be.

Speaker: Yeah. I mean Yeah. Maybe.

Speaker: It it may sound pretty controversial to people. Even though we've been best friends since we've been eight or 10 years old Mhmm. Something happened along the lines where we became business partners first and then friends, and that's ultimately how we're gonna stay friends for the next forty years. Yeah. Because I feel like people get it backwards.

They're friends first, then that gets screwed up. Sorry. Then the business gets screwed up, and then the friendship goes with the leader way. Gone.

Speaker: Alright. So

Speaker: you have to have the business

Speaker: first. Yeah. And the other thing too is, being able to take criticism,

Speaker: which you're

Speaker: very good at. Right? And at the end of the day, we all have egos. We all have huge egos, But I feel like we should take the word ego and be like, okay. Yeah.

My ego is that, you know, I think I'm this person and all that. Change it. Make make your ego that you wanna be, like, the best winner. Like, you wanna win the most, which sometimes means you have to lose to one.

Speaker: Mhmm.

Speaker: Right? So, like, taking feedback and criticism sometimes could feel like you're losing to one.

Speaker: Right.

Speaker: But we have that mindset of each other. And then I feel like the biggest thing too is, man, we're grounded in bigger things than ourselves and our personal pockets and our personal desires. Like, really out here trying to change our family's lives and, you know, grow our bank accounts so that we could, you know, give back to them because we really do come from great families, and we come from people that --. Yeah. Would give the the shirts on their back for us.

Yeah. Yeah.

Speaker: Can you guys think about, like, a really difficult situation that took, like, everything in you guys to to figure it out?

Speaker: Sure. I mean The the Fort Pierce one? Yeah. Yeah. So, what year was that?

Speaker: That was Twenty twenty twenty two or 2023. 2023. No.

Speaker: I think it was 2022 because we had just moved into a new office. Yeah. So in 2022, we got sued for $500,000. Yeah. And we probably had about

Speaker: That's a lot of money. Yeah.

Speaker: Yeah. And we probably had about $500,000. Yeah.

Speaker: In the bank account. Yeah.

Speaker: Yeah. Maybe a little less. I I can't tell you exactly.

Speaker: Yeah.

Speaker: But it was around more or less what we were getting sued for. And it was definitely one of the toughest times. I mean, it it tested our relationship personally. Right? It tested our business.

Speaker: Definitely tested the business.

Speaker: We had

Speaker: We had just hired

Speaker: hired new people too. The two follow specialists that we have now, we had just hired them.

Speaker: At that time.

Speaker: Like, a month before.

Speaker: Alright.

Speaker: Yeah. And, long story short short, we ended up getting out of that one. We actually, are very close to filing bankruptcy. We wrote up the bankruptcy check and everything. We could show you the video.

And then when we ended up settling the case because, you know, you know, the other people knew we were gonna file b k. So now they're willing to negotiate, of course. Yeah. Yeah. When that happened, and we went to settle, we ended up taking that check and we lit it on fire.

Speaker: Yeah. Yeah.

Speaker: Yeah. But

Speaker: what was the... I mean, that was a challenging moment. So how did you guys over... Like, what was the challenge and how did you guys overcome it?

Speaker: Well, the challenge was we thought about just filing b k and saying screw cash for keys and wholesaling real estate and taking our $202.50.

Speaker: And we're going to do something else.

Speaker: Yeah. I mean, like, as far as, like, challenging between you guys as far as partnership goes.

Speaker: You were referring more for challenges of, like, the partnership itself? Partnership component. Yeah.

Speaker: Yeah. I mean, we... Like, setting goals every single year or, like, having long term visions. Like, Brandon, he really wants to have a portfolio of properties. I do too.

Right? This is just an example. I want a portfolio of properties too, and we do have a small portfolio that we've built over the years.

Speaker: Yeah.

Speaker: But, he would love to add to a portfolio. Me, personally, I would love to add to our portfolio only if it's a smacking screaming deal.

Speaker: Mhmm.

Speaker: Right? So we had to sit down and think, okay. What do you really want the next five years to look like? Okay. Perfect.

And then create rules around when we buy a property and when we don't versus when we wholesale it or when we keep it in our portfolio. Mhmm. Like, that's just one example. I mean, we've had other times too where we've disagreed on stuff, but luckily, because we have this relationship with each other, we're like, look, bro. Here's what I think.

Pros and cons. We're gonna make a decision on this by x amount. Mhmm. And almost always, we're able to come to a decision. And that's not to say that we don't have our disagreements.

We don't go back and forth. We do it all the time. Like, we give each other lip till this day. Yeah. Sure.

You get me? But, man, there's there's just that respect there. Yeah. You know?

Speaker: How has your business changed, in the last couple years?

Speaker: Dramatically. I mean, we've always kept the main thing the main thing for the most part. Right? Setter closer model with the follow-up specialist and then me. But, we had that whole time when we're doing nationwide and virtual only.

Right?

Speaker: The... I would say the outbound to inbound, that was something that helped us immensely. Mhmm.

Speaker: Yeah. Being comfortable with spending a lot on marketing. How much

Speaker: do you guys spend on marketing?

Speaker: We float between, like, 90 to, like, one ton.

Speaker: Every month? Every month. Yeah. Yeah. Mhmm.

Speaker: Yeah. I mean, saying that now sounds crazy because there is a time where we were like, man, should we spend this $10 a month on ads? Yeah. But just being more comfortable reinvesting back into the business Mhmm. You know, spending, like, big boy money on leads and ads.

Yeah. Yeah. That changed our business a lot. And shout out to Bobby Yeah. Because Bobby was the one that was basically, like, you guys...

What are you guys doing with, like, your money in the bank?

Speaker: I was about to say that. He was really the one that really changed that... Our mindset with that. We're always, like, well, should we put this $10? Yeah.

And and, like, is it gonna work? And he was the one that really changed that mindset for us.

Speaker: Oh, Bobby's a lot of

Speaker: Yeah. Marketing is basically the lifeline of the business at the end of the day.

Speaker: He spends a lot of money on marketing.

Speaker: I know.

Speaker: I don't know how much he spends, but I know it's a lot.

Speaker: I don't know either, bro. It's a good amount. But it definitely is a lot. He's a celebrity. Right?

Oh, yeah. Every guy... Everyone knows that guy out there. And not just... Is he a killer in business, but he's a hell of a family guy, a hell of a guy.

Yeah. He's somebody that you could trust his word. And he is somebody that when he pours into you, he... He's not doing it because he feels bad or anything. He's doing it because he honestly wants you to win.

Like, he didn't have to help us. We're a competitor in his market, and he still chose to.

Speaker: Yeah. Yeah. And then in the last year, right, or last six months, it seems like things have changed as far as the market and so on. Mhmm. How have you guys adjusted in this market?

Speaker: So, things definitely have changed. Right? The cost of being... Doing business is up. And what I mean by that is cost per lead is up across the board.

Buyers have already kinda shifted with the market in terms of their offering lower, and sellers' expectations are still high. I know you guys went through what we're going through in South Florida, like, a year ago. Mhmm. But, some of the major adjustments we've made is going back to what I told you with the 70¢ out of every dollar. Like, we look at our p and l every single month.

We make sure we're not spending money on anything stupid or that we don't have to, which isn't sexy. Right? That that... That's probably not something that's gonna go viral, but that's how you stay in business. And ultimately, you know this better than anybody else being as much of a vet as you are.

The biggest players win because they play the game the longest.

Speaker: Mhmm. Yep. Time in the game will always win.

Speaker: Yeah. So we're not making any crazy changes. We're not taking any crazy risk right now. We're wholetailing a lot of more deals, and we are sticking to the basics. And we are of the mindset that we are going to outlast the next guy right now.

Because I know exactly how people are feeling right now. If it's difficult for us, it's difficult for them.

Speaker: Mhmm.

Speaker: Right? And I feel like market share is gonna go to the guy who could keep his marketing up and be smart over the next six to twelve months. It's not the time to be flashy or sexy or... I would

Speaker: say it's not a time to stop. It's to keep it going and take more market share

Speaker: Mhmm.

Speaker: And really adding, to that buyers list. Because now is not a time where, like, you can rely on that one or two VIP, buyer. Now you wanna have as many relationships as possible.

Speaker: Right. Yeah. And going back to what he said too, right, with the market share, since the leads are more expensive, since cost per lead's up, since cost per appointment's up and all that, right now is the time for you to actually, in my opinion, go spend more because the next people aren't. Yeah.

Speaker: Right.

Speaker: Yeah. Yeah.

Speaker: Now that I'm still taking......

Speaker: Muscle out the competition.

Speaker: I feel like now is the time to actually also start buying. It's a very good time. There's, like, a lot of blood in the waters, a lot of fear in the market. Mhmm. Like, it's a time to, like, you could actually...

There's a lot of foreclosures coming. Mhmm. It's a really good time to to buy now.

Speaker: Yeah. So we talked about, like, you know, from 3,000 to 10,000,000, right, in in revenue. So what does your business look like today? I know we touched on it, but, like, exactly? Like, like, what's the head count?

Who's doing what

Speaker: right now? So we have two follow-up specialists, a closer in training. Right? One of our follow-up specialists will actually be a closer, hopefully, within the next ninety days as well. Mhmm.

Now we're gonna hire another follow-up specialist. But right now, we have two follow-up specialists, a a closer who's brand new, me, Brandon on Dispo, which I do all the acquisitions.

Speaker: Mhmm.

Speaker: And

Speaker: then a full time TC and then two, like, admin VAs, which basically do, like, all the little crap, like the list and the... I know the emails to something.... Making sure that there's, like, notes and stuff like that. Yeah.

Speaker: It's a total of of eight of us. Six in the office and two overseas.

Speaker: Mhmm.

Speaker: When's Brandon gonna get help on this bill?

Speaker: I have the... My my VA.

Speaker: Oh, the VA house.

Speaker: Yeah. Yeah. She's the the one that does, like, all, like, investor lift posts and all that type of stuff.

Speaker: The other thing that helps us too is we list a lot of wholesale deals on the market.

Speaker: Yeah. Like, he's not MLS is the best buyers, this.

Speaker: Yeah. So, like, Brandon's not, like, banging out 250 phone calls a day to a dialer or something like that Yeah. To get a hold of people. You know?

Speaker: Now, though. In the beginning, I was. Yeah.

Speaker: Yeah. That was rough. I mean, there would be parts where, honestly, in the beginning, we'd... I do the expo. He'd do acquisitions, switch for...

Switch, flop.

Speaker: Yeah. Yeah. Alright. So let's talk about strategies then. So coming in.

Right? So it sounds like a lot of it is direct mail, or what what is the mix of marketing?

Speaker: Direct mail, primarily everything. Now we've recently implemented... We, we're adding PPC. Mhmm. And we also started doing SEO as well.

Speaker: Yeah. Yeah. Yeah. And, you know, I kind of reached to a point where we couldn't really scale direct marketing anymore. We're hitting the laws of diminishing returns.

But now we have to add in some other marketing channels. Yeah.

Speaker: So direct mail, PPC, SEO, not adding TV, not going against Bobby yet?

Speaker: We're we're actually thinking of doing that early. We wanted to start the PPC and start the SEO a little bit to ramp up both of those and then

Speaker: And then TV. And then Saturday.

Speaker: We're gonna catch them by surprise.

Speaker: Oh, I ruined it.

Speaker: Yeah. Sorry.

Speaker: I'm sorry.

Speaker: It's okay.

Speaker: Well, then hopefully this video doesn't go too viral. Yeah. Okay. So then that's the the marketing side. Yep.

And then you were saying that the exit moving the property you're saying is predominantly MLS? Is that, like like, what mix?

Speaker: Assignments of contract. We throw a lot of them on the MLS.

Speaker: We throw some of them on the MLS. Mhmm. But primarily, it's just,

Speaker: But you guys also like wholesale. So, like, as a wholesale or, like, you listening with their permission?

Speaker: Sometimes we'll do... We'll lock up a regular wholesale deal Mhmm. And we'll work in, a term in there where it'll be like a pre marketing clause. Mhmm. There's a flat fee in Florida where we could just literally list it up on the flat fee.

You just gotta provide the contract.

Speaker: Mhmm.

Speaker: Okay.

Speaker: Yeah. And then the calls are directed to you. So it'll say the... Like, a random, like, Cliff Glanton, name. Like, that's, like, the name that they use.

But all the calls and emails are directed directly to you.

Speaker: Gotcha. Yeah. Okay. So what mix would you say is wholetail? What mix is marketing a property on the MLS?

Speaker: Man, we probably wholetail, like, less than 10% of our

Speaker: 10%.

Speaker: It... It's so deal specific. Okay.

Speaker: And it's in specific areas too.

Speaker: Yeah. Not really, like, the whole The way the way our market works is, like, one neighborhood could be ripping hot

Speaker: Yeah.

Speaker: And days on market could be very low, and then the next one is a totally different story. It doesn't even look like it's in the same city.

Speaker: Yeah. Yeah.

Speaker: So we really pick and choose.

Speaker: So if it's ripping, then you'll hotel it.

Speaker: Well, depending on if it's a hot Obviously.

Speaker: A hot area and it doesn't need a lot Mhmm. Then we'll we'll just go ahead and wholetail it. Also, if it's, like, super deep and the seller's kinda, like, flaky or they're a little weird or difficult to deal with, maybe it was like a probate or something, we won't run the risk. We'll just close on ourselves.

Speaker: Gotcha.

Speaker: But that's... Those kinds where we're closing on them just because we don't wanna drop the ball anywhere.

Speaker: Mhmm.

Speaker: Those are few and in between.

Speaker: Yeah. Yeah. And then, I share with you when we first met, like, I've heard, like, scary stories in Miami. Right? Wholesaling.

It's a little bit different. Like, this, the scariest thing I ever had, was, like, I'm sitting at a kitchen table with, like, my back against the wall and that, like, you know, the owner is, like, you're gonna pay this amount. Right? I was, like, but that's, like, fair market. But he's, like, no.

You're gonna pay this amount. And, like, he was a bodybuilder and he was clearly juiced. Right? I was like, I don't know what I'm gonna do if this goes bad. Right?

Like, that's my... Like, that's, like, the scariest situation. It's like, I don't really have scary situations. Right? Yeah.

But you have more complicated situations. Yeah. What are some of the craziest things you guys have had happen?

Speaker: Man, some crazy ones. You wanna...

Speaker: Would you wanna say the Westchester one with the guy?

Speaker: Yeah. So basically... So he

Speaker: already he already knows which one it is too just by me saying it.

Speaker: So pretty much to keep the short... The story short, there's this wholesale deal we've been following up for a pretty long time. We locked it in, sold it. Buyer is... Well, to backtrack a little bit, there's a tenant living in the property.

There's not even, like, a real tenant. It's more like... Just like a person keeping the property safe.

Speaker: Okay. Like a house sitter kind of person.

Speaker: Kind of. Like, he's like a family a family friend

Speaker: Got it. Okay.

Speaker: Type of person.

Speaker: I go there

Speaker: with my buyer. I'm showing it to him. When I first get there, he's in his underwears, and he's just, like, kind of, like, very pacing. He's, like, kinda, like, a interest The person

Speaker: that's watching the house.

Speaker: Yeah. Watching the house. And then keep in mind, the house is just vague... It's a fully vacant house with just one mattress that he's staying on the floor. Alright.

That's it. So cool. We walked the property. Nothing much to it. He didn't really talk much.

It was it was nothing crazy there. Boom. I sold it to him. And then two weeks passed. Now we're gonna go close.

He's gonna go do his final walk through. He hits the street. There's, like, caution tape around the whole property, and he's like, the heck is happening here? So he's... He spoke to the cops there.

Basically, the guy, the day before... This... Keep in mind, this is the day of closing. He's been his final walk through. The day before, he got a shotgun, and he blew up his head right in the living room.

Right in the middle of that. We're to the point where if you're looking into the house, you see it even unwontingly because it's right there in the front, and there's nothing but him. So then he he wanted to back out. He's like, I'm not buying a house without that guy in there. And I was like, man, like, we're not figured out.

We have we have an agreement here that we have with the seller, and it doesn't say anything about a dead guy in there or nothing. Yeah. So we basically cleaned up the property. Well, the the police did, and then, we closed the next day. He he closed?

He closed. Yeah.

Speaker: Mhmm. We made him close on it.

Speaker: Did the hazmat team come through? Or...

Speaker: Yeah. They came through. They came through. They cleaned up everything.

Speaker: We,

Speaker: we had to, like... We actually waited a day. You had to wait a full, like, day because it was, like, some, like, chemicals that they had to put, and then we closed.

Speaker: Yeah. Yeah. Basically closed. That's hilarious.

Speaker: We we got, like, I don't know what you call those companies, but a special company for that. And And then we hit the seller for reduction.

Speaker: Mhmm.

Speaker: Yeah. Yeah. And then the guy still bought it. Yeah. Yeah.

But that's just like There's a couple of other ones. We had a There

Speaker: was one Was it the mattress clean? Did the mattress convey? Like

Speaker: The the the the

Speaker: The what?

Speaker: The mattress?

Speaker: What about it?

Speaker: Was it clean? Did it stay with the house? And did

Speaker: the mattress, it came it came with the house. It wasn't in one of the rooms, though.

Speaker: But, we actually did a deal. This this one was recent. This was just last year. Actually, was this... No.

This was this year. Joanne? Won't say last name, but Joanne. Yeah. This house in Kendall is, like, suburb of Miami.

It's like real Miami. Like, where all the Cubans live and all that. Yeah. But anyways, this lady was... Man, she was just a tweaker.

Like, from from day one. She called the direct mail postcard. She's like, I don't know if I wanna sell my house, but I'm in pre foreclosure. I need to do something about it. I mean, we know what that means.

Right? Just schedule the appointment, whatever. She wouldn't let me through the front door. The first, like, thirty five minutes were just me outside of her getting to know her, understanding, like, why I was there and all that, but she was so embarrassed. She wouldn't let me through the door.

Anyway, she finally lets me through the door. She lives with 14 cats. She lives alone. And the cats have urinated so much in the house that, it's a two story house and, like, the acid from the cat urine is, like, making holes on the 2nd Floor. And it it was like hardwood floors up top.

You could literally... I've never seen wood be soft. I've never seen that in my life. Yeah. But, like, the wood was literally soft.

Anyways... And she was a hoarder too. Yeah. Yeah. But, man, we we we really found this lady and left her in a better place than...

Sorry. We really left this lady in a better place than where we found her, which is one of the reasons it's been one of my favorite deals, and we made a nice rip on it. But, basically, we were like, okay. You're gonna leave everything here except for your most valuable stuff. She was talking about a jewelry box that she had, that her mom gave her.

I went through all her stuff and found that jewelry box. Got it to her myself. Yeah. Got all 14 cats except for two in a U Haul with her, and we hired some kid to go drive her up to Ocala, and we bought her a mobile home.

Speaker: I think

Speaker: three hours away from Miami.

Speaker: Yeah. And, before she leaves to get in the U Haul, she goes, Jordy, there's something I need to tell you. And I'm like, oh, god. What? She goes, I didn't know how to say this, but there's four cats in my freezer.

When they passed away, when they passed away, I didn't know what to do with them because I have, like, 10 buried in the backyard. And it's at, like, a little townhouse, and our backyard is about a thousand square feet of grass.

Speaker: Did you know about that all... Also? No. Alright.

Speaker: I go So you got

Speaker: 14 birds.

Speaker: Worry about it. Don't worry about it. We'll take care of it. I didn't believe her. I had to check for myself.

Speaker: Hopefully, it was plugged in. It was it was

Speaker: plugged in.

Speaker: It was. Those cats were, like,

Speaker: like, crazy. They look like that. No bat... She didn't even put them in a bag.

Speaker: There were frozen cats in the freezer. Three frozen cats.

Speaker: Yeah. So that's probably one of the craziest ones. We all...

Speaker: Go ahead.

Speaker: But, we we were able to get it done, man, which was the most important thing. She tried to back out probably a 100 times, not because she didn't wanna do the deal, but she was just so nervous about everything.

Speaker: Yeah. She had so many things in the house. Mhmm.

Speaker: We also share about, like, the guy with a knife.

Speaker: Oh, it was a lady with a knife.

Speaker: Oh, lady with a knife. Okay.

Speaker: So that's not a

Speaker: threat. I had

Speaker: a guy with a knife.

Speaker: Oh, yeah. Yeah. But, yeah. So I go to this house in West Park, and it's daughter and father. And as soon as I knock on the door and set expectations, we go to take pictures and all that.

The daughter's walking and she she has an ankle monitor. So I already know it's one of those.

Speaker: Mhmm.

Speaker: You know?

Speaker: And I

Speaker: don't know how, but we got into... Before she pulled out the knife, we got into a discussion on how she ended up getting arrested. And she said that, she stole some lady's car, and then the lady came back and tried to get her her car and she beat her up because no one takes her stuff even though it wasn't hers. Anyways I

Speaker: can understand her position. Yeah.

Speaker: We end up going back into the house, and she actually gets into an argument with her father first in front of me. And I'm just here in a table just like this talking. Right? She pulls out the knife first on the father and and then on me. And luckily, by the grace of God, the door was right behind me.

So I started slowly making my way, but I never left the property.

Speaker: Mhmm.

Speaker: And she ended up leaving. I waited till she left in my car, and then I went back in and I did a deal for that. And Brandon sold that same house for a 45 k rep before I even got back to the office.

Speaker: And it's not only that though, same seller At... When we closed, she came back after the buyer fixed all the windows. She broke all the windows. She threw rocks through all the windows and all all of them. Mhmm.

Went across the entire property.

Speaker: Yeah. She was nuts. She actually lit her own bathroom on fire, like, herself.

Speaker: Yeah. Yeah. So Interesting cats out there.

Speaker: So am I crazy? Like, is Miami different? Or Definitely.

Speaker: Or or do

Speaker: you guys just got bad luck? Like No.

Speaker: Miami is different. Definitely different.

Speaker: Yeah. Because I never had any of these crazy things happen. And I've Yeah. Been in for a long time....

Speaker: Different. I mean, even when we would wholesale in these other states, we would never encounter some of these crazy stories. And I feel like in these other states, the sellers are a little... They... They're more likely to keep their word.

Mhmm. And Miami people will screw you over for $2,000. Yeah. Like...

Speaker: Yeah. Yeah. That too. There's definitely a lot of that. It's a sunny place for shady characters.

Speaker: Yeah.

Speaker: Alright. So, I guess, like, right now, for what you guys are doing, you guys, you know, still obviously young, motivated, got, you know, big big dreams, aspirations. But, like, I guess at the end of the day, when everything's said and done, what do you guys wanna be remembered for?

Speaker: You wanna go first?

Speaker: Man, I just wanna be able to make an impact on people. Just using the money that, we we were... We're gonna be able to be, make through real estate to give an impact to other people, whether it be give them knowledge on what I've done throughout my entire career. And, I mean, just putting people in better positions. Like, that's pretty much, like, what I what I do it for, not only my family, but others as well.

Speaker: Yeah. I I agree with him a 100%. I wanna be able to help people, like, achieve their goals and their dreams. I wanna be a source of, like, inspiration too. I know out there, there's some kid just like we spoke about before we started filming, where he's probably just like me that he's making calls right now, and he has his podcasts Mhmm.

Out, you know, and the distance is playing in the background.

Speaker: Right.

Speaker: That I wanna be somebody who says what they... Sorry. Who does what they say they're gonna do because I feel like the world a 100% needs more of that. And I also wanna be somebody who is known as somebody who could be remembered for never giving up and, like, facing adversity and not just getting through with it, but getting through with them with a positive attitude too. Yeah.

Because I'm a big believer that things aren't as bad as we make them. I feel like we build them up in our head.

Speaker: We definitely do that. Yeah. What would you say is your superpower?

Speaker: I don't give up. I'm very, very tenacious. I am stubborn for better or for worse. I am also the kind of person that I could play the long game Mhmm. For sure.

I would say that. And another thing is I make people feel understood.

Speaker: Yeah. Yeah. Probably goes back to the sales thing.

Speaker: Mhmm. And I wouldn't say I... I'm so good at building relationships Mhmm. But I am very good at getting people to remember me.

Speaker: Yeah. Yeah. Marketable, I think, is the other thing you said too. Yeah. How about you?

Speaker: I would say, not crumbling under pressure. I mean, on day to day, we deal with so many different things, and I'm able to just, keep going through it all and just figuring it out and just solving the problem at hand and then going on to the next. Yeah. I'll tell you that's something that I'm really good at.

Speaker: What about you, Steve?

Speaker: My superpower? Yeah. I mean, the things I've said is, like, I love learning, and I think I'm really good at teaching what I learn. Right? I could see that.

Yeah.

Speaker: I like that. Percent.

Speaker: I... I'm obsessed with, like, how to get better and then sharing the lessons of how I got better. Mhmm.

Speaker: That's why

Speaker: I love doing the sales training.

Speaker: Where does that come from, though? Do you feel, like, an intuition to serve? Do you feel, like, an intuition to inspire?

Speaker: Well, I think serve serve for sure. Right? Like, I think, and I think the serve thing is probably, like, programmed into me. You know, being the oldest boy of six sons Mhmm. In an immigrant family.

Yeah. It's that, my parents said when I was younger, right, with six... You know, with five younger brothers

Speaker: Mhmm.

Speaker: I remember them saying, like, if anything happens to us, like, I'm in college. Right? And they're like, if anything ever happens to us, we expect you to make sure all your brothers graduate college, have good jobs, and you take care of them. Right? And, also, if nothing happens to us and we get old, we expect you to take care of us when we're old.

There's a lot of responsibility instilled, yeah, from the get go. So I think I think that probably is the programming to to serve. But, yeah, I think I shared with you right before we we started recording. Like, I got my butt handed to me on Monday in my very first, like, VC conversation where I'm asking for... Asking a lady to write a check for 1,000,000 million and 0.5.

Right?

Speaker: Mhmm.

Speaker: And I

Speaker: was so nervous before getting into that meeting. Like, I was convinced my AC broke. Right? Because, like, I'm sweating. Like, I don't sweat.

Speaker: Mhmm.

Speaker: Right? In in in nervous situations, like, I'm sweating. Why am I sweating? But from that, getting my butt handed to me was, like, I was so excited. Because, like, before I was nervous, but now I was like, I can't wait to get better.

I can't wait to have the second conversation. I can't wait to crush Yeah. Third conversation.

Speaker: Then it goes back to what we were talking about, which is I'm always my best after, like, a small l. Yeah. Mhmm. Yeah. I think the game gets more fun the more it matters.

Speaker: Yeah. Yeah. It does. You know? When the stakes are bigger.

Speaker: Yeah. Yeah. Mhmm. Yeah.

Speaker: That's... I mean, I I love... You know, I remember I was talking to someone many, many years ago. I was like, I don't even care for baseball. No offense.

Right? I don't even care for baseball, But, like, I remember I would watch the World Series every year. I don't do it anymore. I used to watch the World Series every year just to see, like, you know, the people at the peak of their game. Right?

Speaker: I

Speaker: don't watch soccer.

Speaker: Mhmm.

Speaker: But, man, I used to watch every World Cup, like, years ago, right, decades ago. Like, I remember I would record every World Cup game. I would watch every single one throughout throughout the elimination round. Not the, you know, around the four

Speaker: or whatever.

Speaker: Not the qualification part, but, like, the actual elimination games. I could watch every single one because I love I love watching greatness.

Speaker: Out of, like, all the people you've sat in front of, like, what do you think are the determining factors between entrepreneurs that really move the needle and the ones that don't or, like, kinda stay stuck for a couple of years? I

Speaker: mean, I think you guys embody a lot of it. Right? It's the not willing to die. It's just... Yeah.

Alright. Failure's not an option. The desire to get better, and then the the willing to pay for coaching. I mean, I I think that's the biggest thing, and that was my greatest weakness when I started. So, like, you guys paid for fortune builders, like, before you guys even started.

Speaker: Right? Yeah. Weeks.

Speaker: For the first three years, I thought coaching was a scam. Like, I was like, who who pays for coaching? Like, what idiot would pay for someone? That was me.

Speaker: You know, it's funny you say that because our first mentor ever, I think he scammed us.

Speaker: He scammed us.

Speaker: One hun... Yeah. So we did not think he scammed us.

Speaker: Yeah. Yeah.

Speaker: We paid him, like, $10,000 to meet... I'm not gonna say the provider, but a PPC provider. Mhmm. And for him to teach us how to call a mobile notary so they could go take pictures for us. Yeah.

Speaker: Yeah. It was a guru.

Speaker: And you know what's the funniest thing? Afterwards, when we ended up cutting ties with that PPC provider, I googled wholesale real estate PPC providers, and it would have been the first guy and suggested. So I would have found them either way. Yeah. But, yeah, that was terrible.

But I don't know. By the grace of God, we didn't have this mindset that, like, the next guy was gonna scam us or anything. And I feel like, everything worked out perfectly because, oh, man, we forgot to name drop him before. After we worked with that guy, right, Skatey character guy, we actually ended up, meeting Tiffany and Josh and signing up for their program. Tiffany and and Josh and and, man, it was amazing.

Yeah. Under their guidance, we did our first million dollars... Or had our first million dollar a year.

Speaker: Yeah. Yeah.

Speaker: I feel like us learning from all these, different people that lead the industry has definitely helped us make what we've made with what we have. Yeah. Mhmm. Yeah.

Speaker: Yeah. And it's not just learning or taking the chance and, you know, swiping the card. Right?

Speaker: Mhmm.

Speaker: But it's implementing. Yeah.

Speaker: So But another one that we actually, just hired was Gary Harper from Sharper as well.

Speaker: Yeah. Yeah. So we just started working with him, like, two month... We've been working with him for, like, two months. Mhmm.

Speaker: And it

Speaker: was back to the same thing. Right? We're looking to scale. We're looking to put our systems and processes in place and really take this thing to the next level. And, you know, if there's somebody that's already been there or or helped a thousand other people do it, like, how am I not gonna trade money for time?

Speaker: Yeah. Yeah. Yeah. There's nobody I think is better equipped than to facilitate that growth in him because he's coached all the biggest names

Speaker: Yeah.

Speaker: In the game. Yeah.

Speaker: That means

Speaker: Like, I don't know anyone that's big that wasn't coached by him. Right? It's like it's a... There's a guy... I think it's Bill Campbell's his name, right, in Silicon Valley.

Right? And he's the one that coached, like, the Google guys. He's in the coach Steve Jobs. Right? Like, he coached, like, all the big names.

Right? And so it's like, if you have an opportunity to work with that guy, you work with that guy.

Speaker: Yeah. But you're

Speaker: one of those guys too, man, on the sales side.

Speaker: Yeah. Well, thank you for saying that.

Speaker: Yeah. You a 100% are. Yeah. Mhmm.

Speaker: Yeah. It's, it's tough to brag about, but, yeah, absolutely love what we do. Yeah.

Speaker: Man, you guys kill it.

Speaker: You guys are really good. Mhmm.

Speaker: Yeah. I mean, your program's not not to butter you up or anything like that, but, your program's definitely, like, the best sales program I've been in. I've been through a couple.

Speaker: Yeah. Mhmm. Alright. Yeah. Well, I'll take that.

We're probably gonna chop that up.

Speaker: You got it, man.

Speaker: So going back to super super power question though, flip it around. Right? So he says that he will figure it out, and he won't die. Right? Would you agree that's a superpower, or would you say something else?

Speaker: I 100% think that is a superpower. I mean, we just ran a 50 k together,

Speaker: and Insane.

Speaker: This guy was... The last 10 miles, he was cramping the whole time. And I'm like, bro, drink some water, relax. He can't say what he said on air. But, yeah, you know, we we made it happen.

And I I feel like we both have that and, you know, it's a lot of our culture too.

Speaker: Mhmm.

Speaker: We're definitely not the biggest company in our marketplace or anything like that, but we 100% goddamn are the scrappiest. I could say that.

Speaker: Yeah. That 50 k is a lot like business. There's gonna be a ton of obstacles always thrown at you. You just gotta figure it out and keep going and figure it out with whatever it is and try to address... Like, I was cramping in that race.

Try to address it a little bit and keep it rolling. Keep going. We gotta we gotta get to the finish line.

Speaker: And Yeah. Like, going back to, like, how it's... How I think it's... Like, your first million dollars is nothing but putting your head down and and saying going and not stopping till you get there. Like, we approach that race the same way.

We don't have a crew. We barely had anything.

Speaker: Barely even trained, honestly. I think

Speaker: You guys are crazy.

Speaker: It's more like a a mental thing.

Speaker: Yeah. Yeah.

Speaker: Mhmm. Might be an insanity thing.

Speaker: Maybe. Maybe.

Speaker: You will never catch me running

Speaker: a 50 ks. It should be.

Speaker: Would you agree with him on his superpower?

Speaker: Yeah. I would. What what what did you say again?

Speaker: Basically, that I make people feel understood that I do not... Like, I don't stop, and I'm very stubborn in the terms of, like, if I want something Let's

Speaker: say he's somebody that... Whatever he puts his head on, and he's and he's gonna get it done. No matter what. Whatever the obstacle is thrown in the way, he... They're...

We're gonna find a way to to get it done. And I feel that we both kind of embody that, and then that's what has really helped us as well, have a good partnership.

Speaker: Yeah. And we're willing to scrap. Like, we're we're here for the fight. Like, we came into this with such good expectations. Like, we knew this was gonna be difficult.

We knew it was gonna be hard. We know scaling a team is gonna be hard. Like, I feel like most people go wrong there.

Speaker: Yeah. Yeah. Alright. So, what are some last thoughts you wanna leave all the listeners with?

Speaker: Sure. I mean, it's not sexy. Right? It's... May not make us go viral, but stick to the basics, especially during this time where the market's, you know, not where we'd like it to be.

Stick to the basics. Save your money. If you literally have money in the bank, you don't go out of business. If you don't go out of business, you're continually getting better. If you continue getting better, you continue making more money.

Right?

Speaker: Mhmm.

Speaker: And if you're somebody that's new out there, like, you know, you're still finding... Trying to find a way to get to a million dollars. Right? Or you're trying to get to your first quarter or $500,000 in assignment fees. Literally put your head down, keep on going.

Keep on grinding. Because it's not a skill set thing that you're lacking or it's not a skill gap. It's like a violence gap. And it's really like the comfort that you set for your life. Mhmm.

Right? You're not used to just putting out that much output.

Speaker: Yeah. And you overcome that by volume. The more volume you do, the better you're gonna do.

Speaker: And, like, this is... This comes from Alex Harmosi's handbook, but put in, like, as much... Put in so much work that it's literally impossible for you to fail.

Speaker: Yeah. Yeah. Yeah. How about you? Last thoughts you wanna leave all the listeners with?

Speaker: Man, I would say just be willing to sacrifice, when when building a business, especially when you build it coming from the ground up. You gotta be willing to sacrifice time with family, time with friends, and, you know, that that... That's basically one of, like, the biggest things, being willing to sacrifice Yeah. To to get to where you wanna get to. And I'd like......

People also, say they want all these big things, but it's what are you willing to sacrifice to get there.

Speaker: Mhmm. Yeah. And one last thing I'll I'll end with is you gotta like this and you gotta love it. And I don't know how us humans find ways to do this, but you have to be okay with getting kicked in the mouth and still having a smile. Yeah.

You get me? And it's not as bad as you think it is. Like, the worst thing that happens to you in business is the worst thing that happens to you. Right? The first time you work seventy hours in a week is the first time you work seventy hours in a week, and then you're like, oh, shit.

This happened, and I didn't, like, die.

Speaker: Die. Keep it going.

Speaker: Yeah. And it's almost like you get exposed to it. Mhmm. And it's... Think about it like backwards PTSD, I guess you could put it.

Right? You almost got, like, exposed to it. Mhmm. And that's, like, where you really find out, like, what separates, you know, people that are good and and and great. Right?

Because there's a huge gap from good to great.

Speaker: Yeah. Well, the winner is for everyone

Speaker: else. Mhmm.

Speaker: Yeah. Alright. Someone wanted to work with you guys, connect with you guys. What's the best way for them to do that?

Speaker: Sure. You can follow me on Instagram, jordy, j o r d y, deals.

Speaker: And mine is brandon dot c four k.

Speaker: Yeah. And we are currently looking to expand the Miami team. So anybody watching this podcast wants an opportunity to work with one of the fastest growing companies, if not the fastest, in South Florida, reach out to us.

Speaker: Awesome. Very cool. Thank you so much. Thank you. Been a pleasure.

Speaker: Absolutely. Thank you.

Speaker: Thank you

Speaker: guys for watching. See you guys next time. Steve train.

Speaker: Jump on the

Speaker: Steve train. Disrupt us.

Two High School Graduates Turned $3,000 Into $10 Million

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Speaker 0: We made $5.

Speaker 1: We made 5.

I was still sending emails from my personal email. We got sued for $500,000, and we probably had about...

Speaker 2: That's a lot of money. Yeah.

Speaker: Yeah. We probably had about $500,000.

Speaker: Yeah. In the bank account.

Speaker: And it was definitely one of the toughest times. I mean, it it tested our relationship personally. Right? It tested our business. We actually, are very close to filing bankruptcy.

We wrote out the bankruptcy check and everything. I can show you the video. She lives with 14 cats, but there's four cats in my freezer. I didn't believe her. I had to check her myself.

And let's just go ahead and jump right into it. Let's talk about... You know, we're talking about two high school graduates here. So, like, what was your life like before you got into real estate?

Speaker: Yeah. Sure. So first and foremost, thank you so much for having us. We've been actually watching this podcast since we started our business. So this is a unreal moment here.

Speaker: Yeah. It's an honor.

You know, I wonder how far, like, how much wholesaling they've done. And we started talking, like, holy crap. Like, these guys are actually seasoned vets.

Speaker: Yeah. Yeah. Yeah.

Speaker: Yeah. So let's talk about, like, what what what was life like before jumping into this?

We actually ended up going to the same middle school and the same high school.

Speaker: Mhmm. Yep.

Speaker: And, we started our business in November 2020. I actually graduated high school in, like, April of that same year or maybe graduate.

Speaker: So you're the COVID class.

Speaker: Yep. I didn't have a prom. I didn't have a real graduation. I got my diploma in the mail, actually. Yeah.

Speaker: Yeah. It was an interesting

Speaker: Actually, sorry. That's not true. One of my, favorite teachers actually took the time to drive it to my house. Yeah. And shake my hand and congratulate me, which is very nice.

Speaker: Against the rules.

Speaker: I guess so.

Speaker: Yeah. Yeah. Okay. Yeah. So November 2020.

Speaker: Yeah.

Speaker: Alright. So, really, like, right after you graduated high school, I mean, like, did you apply for jobs? Did you even go to college?

Speaker: I went to college for about three weeks.

Speaker: Okay.

Speaker: Yeah. I was actually in in, Yeah. Yeah. I was actually at well, my first year, I was at FIU, and then I went over to my second year. And then that's when we we

Speaker: started the business. Okay. So you're already in college for

Speaker: a year or two? Or... It was, my second year. That first year, we... Because because we always...

Speaker: A jet ski rental company with no jet ski rentals. Go go go figure

Speaker: go go figure how that would work.

Speaker: To Miami kids.

Speaker: Yeah. I mean, honestly, it's, a business that actually works where we're from.

Speaker: Like, there's a ton

Speaker: Gotcha. Yeah. So... So did that go anywhere?

Speaker: Like a family friend. So basically, my journey is a little bit different than Brandon's. I did a little bit of door to door, Cutco. I don't know if you heard of them in the night. Cutco.

They're great. Yeah. So that was my first introduction to selling, and I loved it. I thought I was so good, but no. It was just my family and friends buying from them.

Speaker 3: You're good with them. Yeah.

Speaker: Mhmm.

Speaker: Yeah. Stuff like that. Little things. Right? Yeah.

And one day, he's like, hey. I'm buying this duplex. You wanna come with me to the closing? I'm like, sure. Mhmm.

We end up going to the closing. He buys his duplex for $300. He shows me the HUD and all that. And then I see that there's a $30,000 assignment fee there. Alright.

Then I actually end up calling Brandon. I'm like, hey. Look. I think I found our thing. Yeah.

Right? Let's go to this free event. It was by Fortune Builders.

Speaker: Mhmm. Yeah.

Speaker: I don't know if they're still around.

Speaker: I don't know if they're still around. I

Speaker: don't believe so. I know

Speaker: a lot of the people that were in it

Speaker: that are no longer in it.

Speaker: I don't know if they're actually still around.

Speaker: Yeah. It's super funny, actually, to see how many people touch paths with them back in

Speaker: the day.

Speaker: Yeah. But, anyways, we go to this, like, free meetup. They pitch us on, like, a three day seminar.

Speaker: Mhmm.

Speaker: We actually end up negotiating one ticket for three people. I think the guy just felt really bad for us.

Speaker: Well... Yeah. Yeah. Yeah. And, anyway So 3,000 split three ways?

Speaker: No.

Speaker: Because what?

Speaker: It was less. I think it was, like, $900 split three ways.

Speaker: Yeah. Like, you

Speaker: really beat

Speaker: that guy down. Alright.

Speaker: Yeah. There we go. But, we end up going to that event. It was amazing. It was, like, our first interject...

By that same Monday, we already had a LLC and a business name picked up.

Speaker: So it's interesting here because, like, you're young. Yeah. Doesn't sound like you have a lot of money. No. But you still invested in your education.

Particularly, this is around the same time. You already said, like, college is not for me.

Speaker: Yeah. I mean, honestly, man, we worked throughout high school. We were never, like, the lazy kids. We were either playing baseball or doing something. Mhmm.

So I had a little bit of money saved up, so I was a couple $100. It wasn't a huge deal.

Speaker: Okay.

And I feel like that's one of the main reasons we've had, you know, a little bit of success too.

Speaker: Yeah. I was gonna talk about it because, like, I wrote down, like, I know there's some names that, you know, we'll reference in a moment.

Speaker: Oh, yeah.

Speaker: 10. So his path Mhmm. Like, no college. But your path included college. As a matter of fact, you actually went all the way through with college.

So I had the opportunity

Speaker: deal if you work there?

Speaker: Okay. I had

Speaker: an I had an opportunity, so I just stuck with it. It was basically... I'd go into our office with... It was his mom's apartment. We'd start banging out calls.

I'd have to drive to school, go to a class, come right back, and keep on banging out more calls.

Speaker: Yeah. But, like, how did you continue doing it? Because, like, you guys... I mean, your first year, how much did you guys make in your first year?

Speaker: Like, $260,002.63,

Speaker: I think it was.

Speaker: Yeah. Yeah. So

Speaker: And that was actually in the first... I think that we did that in, like... Well, we started in November. Mhmm. So, basically, like, fourteen months.

Speaker: Yeah. Yeah. So how do you keep going to class if, like, you're making this... Because, like, you're making more than the professors.

Speaker: Yeah. I really only stuck with it, like, for my mom.

Speaker: Alright.

Speaker: Yeah. Get it done for her. She had basically sacrificed her her whole... She's... They're they're...

My... Both my parents are immigrants, so, like, like, a college education to them was, like, something that was big.

Speaker: Mhmm. But I

Speaker: just really did it for them.

Speaker: Yeah. Yeah. Yeah. Do you... But did...

Speaker: I mean,

Speaker: did you pay attention to classes? Did you do well in

Speaker: your homework? Not really.

Speaker: I I will say that.

Speaker: I was I was selling deals on the... Creating marketing, doing all the email blasts while I was in class.

Speaker: Yeah. You're taking notes on your laptop selling deals. Yeah.

Speaker: Yeah. Gotcha. I mean, I I would call him, like, in the middle of class. He'd step out.

Speaker: Yeah.

Speaker: Yeah. It was business first. He got it done either way. Weird out. Yeah.

Yeah.

Speaker: Okay. So, 260 in your first fourteen months. So talk about, like, your first deals. I mean, like, you said by Monday, you were cold calling.

Speaker: Yeah. Yeah.

Speaker: Like, you already had lists pulled by Monday? Mhmm. Yes.

Speaker: We pulled it that same.

Speaker: The way we started was it it was three of us originally. We had another partner as well. We each put a thousand dollars in.

Speaker: Mhmm.

Speaker: And we are basically pulling lists off of PropStream and hand dialing.

Speaker: Mhmm.

Speaker: Yeah. And the way we got to our first deals

Speaker: Hand dialing meaning, like, your cell phones.

Speaker: Yeah. Our cell phones and

Speaker: Yeah. No no no CRM. No dialer. Just your cell phones.

Speaker: No. I mean, we don't use PropStream for, like, pulling that anymore. Mhmm.

Speaker: But the

Speaker: way we used to do it was we would skip trace of this, pull it, get the Excel, put it into Excel, and then basically, like, highlight columns.

Speaker: Mhmm.

Speaker: Yeah. Pretty simple. Pretty simple. So, so how were the first couple months?

Speaker: Talking... Yeah.

Speaker: Yeah. I mean, they were rough. Not gonna lie. The first deal came after four months, and we were, like, grinding, grinding.

Speaker: Four months.

Speaker: Well, it actually came... No. It was in February. So, like, basically

Speaker: Three months?

Speaker: Yeah. Like, three months

Speaker: Yeah.

Speaker: For the most part.

Speaker: But, like, three, four months of you guys grinding with no traction.

Speaker: We had, like, a couple of leads that we made offers on and stuff, but nothing under contract. No.

Speaker: Because I like... Three months, I think, is a long time on your own. Mhmm. But three guys doing it and it's still three months. Like, I feel like you guys would be going crazy.

So, like, did you guys have doubt?

Speaker: Yeah. Yeah. We also sucked at, like, everything. We... Yeah.

And he made, like, 60 k.

Speaker: Still made, like... Yeah. We were trying to hit a home run.

Speaker: Not even. We probably would have gotten that smacker of a deal and sold it for, like, 20 or 30 k.

Speaker: Yeah.

Speaker: But we didn't know how to run our numbers too. Yeah. But, yeah. I mean, it was... Those first three months were definitely rough.

Speaker: Mhmm.

Speaker: 75.

Speaker: Pretty good. Yeah.

Speaker: Yeah. 75. I know. Nowadays, I mean, it takes us, like, 10,000 plus postcards to get one deal.

Speaker: Deal. We would have made a phone call. Yeah.

Speaker: Yeah. Alright. So 75.

The... We went to that event, and we hopped on the phones right away. That's something we've done always. Yeah. Fast implementers.

And we asked them, like, what is an escrow? Like, we had no idea what we... What we... We just had that hustle, and Yeah. I feel like having, taking action is one of the biggest things.

Yeah. Because you're automatically... The wind's gonna find you.

Speaker: Yeah. Mhmm. So... Yeah.

There was one page and he's like, no. We're gonna use my contract. So literally, this seller filled out a contract for us.

Speaker: On his form?

Speaker: On his form.

Speaker: Yeah. Which was a regular Florida Farbahar contract. It's a state contract.

Speaker: A Florida realtor contract.

Speaker: Yeah. Mhmm.

Speaker: And then he filled it out.

Speaker: So he

Speaker: knew what he was doing.

Speaker: Oh, and he and and he knew that we did not know what we did.

Speaker: So why do you sell it to you guys? Man...

Speaker: We were honest. Yeah. We told him, like, yeah. This is our first property ever.

Speaker: Mhmm.

Speaker: We told him we were young. We didn't tell him how young.

Speaker: Yeah.

Speaker: Mhmm.

Speaker: You know? Yeah. Which is something I feel like a lot of people could learn from.

Speaker: Mhmm.

Speaker: But, anyways, we were just very humble and honest with him. And he was somebody who owned a ton of units. He was older already. He was getting out of the game.

Speaker: So he's, like, a seasoned vet wanting to help the young Mhmm. Next generation.

Speaker: Yeah. I think he owns, like, he owned five or six properties.

Speaker: Something like that.

Speaker: Something... Yeah. Under 10, but definitely more than a couple. Mhmm. Yeah.

Speaker: Gotcha. Okay. So he helps you write the contract, helps you understand what escrow is. Yep. How'd that deal go?

Speaker: It it went well. We made $5.

Speaker: We made 5. Yeah. So pretty much after we got under the contract, we started just kind of make... Calling a few people that we knew, like, hey. I got this deal.

Is this available? Boom. We gave him the details. He sent it to somebody else. That other wholesaler ended up selling it, and then that's how we we sold that first deal.

Speaker: So it's Daisy chained as well?

Speaker: Daisy chained. Yeah. It was a 10 spread, and we ended up taking only half. Five. Yeah.

Nowadays, we take more.

Speaker: Yeah. Nowadays. Yeah. Now that you know what you're doing.

Speaker: But we were grateful just to get it. I mean, I say it all the time. Now it was a $5,000 deal. Nowadays, if we make 5 k on a deal, I feel like we did something wrong.

Speaker: Mhmm.

Speaker: Right. You know? Yeah. Okay. So you do that deal, then what?

We closed

Speaker: the deal, like, a month later. Homestead. Yeah. When in Homestead, it was a $55,000

Speaker: deal. Yeah.

Speaker: Yeah. And we actually still have the picture now. So backtracking. Out of that $5,000, we didn't pay ourselves anything.

Speaker: Oh, yeah.

Speaker: We threw it right back into marketing. And that's what allowed us to get our next deal. It's a property in Homestead, which is like a suburb of Miami.

Speaker: Mhmm.

Yeah. So it's really... Negative, like, 700......

Speaker: Or something.

Speaker: Actually, I think it was, like... Yeah. It actually was 75. For whatever reason, I thought it was 700, but 75.

Speaker: Yeah. So you guys really needed that that wire

Speaker: to hit. Yeah.

Speaker: Yeah. We really did. And then, we were very, very frugal with that money. So at 50 k, we ended up paying ourselves 5 k... Well, 5 k divided by three.

Mhmm. That's the first paycheck we got. And we didn't pay ourselves again till the end of the year. Got it. Yeah.

Okay. And then we, basically used that money to, like, build a team of, like, 20, 21 year olds in this office that we subleased from another wholesaler.

Speaker: Mhmm.

Speaker: And it was a great time. I mean...

Speaker: So you guys moved out of your mom's apartment?

Speaker: Yeah.

Speaker: After Yeah. That was after After No.

Speaker: That was after That was, like, after, like, a year, year and a half, something like that.

Speaker: Yeah. Okay. So you... So still, like... So in 2021, the entire 2021, you're still in your mom's apartment?

Speaker: For, like, half of it. Yes. We were.

Speaker: Yes. We were. All of 2021.

Speaker: But you guys are already doing, like, a lot of deals at this point? Yeah.

Speaker: Yeah.

Speaker: Yeah. They definitely got easier because we had more marketing dollars. Mhmm. They got easier because we got a couple softwares. Like, we got Mojo dialer back in the day.

Right? We got our first CRM Podio. We ended up then throwing money into, like, PPC ads, which used to be super cheap back in the day. Oh, yeah. Yeah.

So things did start taking off. And, we also found roles in our business. So Brandon moved to Dispo. Right? I did acquisitions along with our other partner, and we made that work.

Yeah.

Speaker: Gotcha. Okay. So, you said, was it $2.60 basically in the first Yep. Fourteen months, but, really, the first year because, like, the first couple months you guys didn't

Speaker: do Mhmm.

Speaker: Very much. Okay. So then, like, what were the biggest lessons you learned in the very beginning?

Speaker: For sure. We would underestimate how much volume it would take in terms of, like, phone calls or leads to us get deals.

Speaker: Mhmm.

Speaker: We would also leave a ton of money on the table for sure. Like, we would sell deals to, like, repeat buyers, right, just because it was easy and safe. Mhmm. Yeah. Things like that.

Every single property that would come in, we looked at it exactly how it was. Like, as a two one, as a two one. Mhmm. Even if it was, like, a 1,500 square foot two one. Yeah.

Something like that. Right? So we had challenges with comping for sure. Mhmm. We had challenges with lead flow, and not in the way you may think.

Not like we couldn't get enough leads. Like, we're just getting a ton of unmotivated crappy leads because we were texting, cold calling, and doing PPC at that time.

Speaker: Yeah. Yeah.

Speaker: Yeah. And, like, little tiny budgets and each without, like, completely mastering that marketing channel.

Speaker: Mhmm.

Speaker: Right? Which gave us issues for sure, a lot of inconsistency. Right. Yeah.

Speaker: How about you? What do you feel like? Where are the...

Speaker: Right.

Speaker: Mhmm.

Speaker: Because the sales here is a lot more competitive down here in Miami. Mhmm. People have bigger marketing budgets, so it's a little bit harder. At least that's what we thought.

Speaker: Right.

Speaker: We no longer think that way, but in that moment... So then we we did, the nationwide model, and then that was,

Speaker: well Yeah. I mean, that's one of our biggest regrets.

Speaker: Alright.

Speaker: So I

Speaker: wanna dive deep into that. Before we do that, you're saying JV... So, you know, for the newer listeners, the younger listeners, perhaps, JV, you wanna explain what that is?

Speaker: Mhmm.

Speaker: Sometimes it could be less. It just depends on on what you negotiate with the person.

Speaker: Yeah. And so, like, I think it's when you're smaller and you're, don't have operations yet. Like, I think it's a great model. I mean, it's how I started. Yeah.

Right? Like, that's... I used to send my deals to Jamil. Right? And so, like...

And then now if I get a deal, like, there's a guy in town who calls, like, hey. Can you move this deal? I don't wanna do a lot of deals, but if something falls in my lap. Mhmm. Hey.

Can you move this deal? I just pay him 3 k. Yeah. Right? Exactly.

And... Because he has all the the buyers. Alright. So Nationwide

Speaker: Mhmm.

Speaker: Was one of your bigger regrets. Yes. So what what happened with Nationwide?

Speaker: We were chasing, like, shiny... Shiny object syndrome.

Speaker: Mhmm.

Speaker: So, basically, everyone was doing that. Right. So that's why we did it. We did the whole PPC nationwide in, like, a thousand different states. Mhmm.

Right? And at first, it wasn't bad because we'd get a deal on their contract so often, and that felt good.

Speaker: That's the easy part.

Speaker: Yeah. But we couldn't move them. I mean, we had, like, houses that we got on their contract for, like, a dollar Yeah. And we literally couldn't sell. What is the craziest thing ever.

Yeah. And it... I mean, I regret it in the terms of it definitely hurt our pockets. Like, we would have stayed in Miami. We would have made a lot more money.

Speaker: Right. Yeah. Okay. So you guys didn't necessarily lose money

Speaker: going into make as much. Right.

Speaker: So just the return on time. Yeah.

And you're making $33.35 k on, you know, every deal. So it makes a lot more sense to just be in our own backyard.

Speaker: The margins just aren't there Yeah. Nationwide.

Speaker: And then also when it came down, it was like, you know, we don't just wanna be wholesalers. We also wanna build a portfolio.

Speaker: Mhmm.

Speaker: So we wanted to be doing deals in our backyard as well. Yeah. I didn't wanna own, like, 20 rentals in six different states. Mhmm. Yeah.

Yeah.

Speaker: Yeah. So how long was that experiment?

Speaker: That was a

Speaker: good Yeah.

Speaker: Two years.

Speaker: Do you guys went into

Speaker: Mhmm.

Speaker: That's made all the difference, honestly. Yeah.

I mean, it's it's legit.

Speaker 5: What's the situation with the property? Living there, vacant, or rented?

Speaker: What is my age? I'm a... I'm 75 years old, and the property is approximately 200 miles away. And it's stressful trying to drive that distance every time something breaks down.

Speaker: I hear you. That sounds like a lot to manage from that far. How's that been wearing on you?

Speaker: Well, it's just the last couple years. You know? After I turned 73, I got a little, The 70 seem to give you a new outlook on what you can and cannot do and what your limitations are.

Speaker: Got it. So at least you'd wanna see what options are out there. Would you be open to a quick conversation with one of our specialists to map that out for your situation?

Speaker: I would.

People overcomplicate the first million.

Speaker: A 100%.

Speaker: So you wanna elaborate on that? I mean, you're... You you might get, you know, some fire for this.

Speaker: It is what it is. I mean, look. The same people are gonna give me fire about this or the people that still think making a $100 a year is hard. Yeah.

Speaker: You know? Yeah.

Before we transition to Podio, we were using Mojo Sales as our CRM.

Speaker: Yeah.

Speaker: Mhmm. Right?

Speaker: And getting to $10.15, 20,000,000 a year. Like, that's a whole different animal.

Speaker: You

Yeah. It's probably double. You could get Or more. With straight hustle. Yeah.

Yeah. And even, like, the kind of business we run now, like, you know, we do a little bit over $3,000,000 a year.

Speaker: Mhmm.

Speaker: And if you were to come into our operation or organization and take a look at it, I feel like the number one thing that most people would be surprised is how simple it is.

Speaker: Mhmm. And

Speaker: then you talk about, like, here's my... Here's the kind of numbers we do. And then I do acquisition. Brandon does dispo. And, like, it always, like, freaks the room out.

You're, like, you're elevating other people to acquisitions now or you've tried, but, like, you're you're Yeah.

Speaker: We actually just made a hire two weeks ago.

Speaker: Yeah. Yeah. No. But, like, in the last couple years or longer, I mean, let's talk about, for example, right, in 2025. Like, what was the revenue in 2025?

Speaker: 3.1.

Speaker: 2025. Yeah. Three point one.

Speaker: 3.1. Okay. And then in that time, you were sole acquisitions?

Speaker: Sole acquisitions.

Speaker: And you were sole dispo?

Speaker: Sole dispo. Mhmm.

Speaker: Right. Every deal ourselves with two follow-up specialists.

Speaker: And one TC.

Speaker: Yeah. Yeah. And two VAs on on the So I

Speaker: think someone listening to that would say that's unbelievable.

Speaker: A 100%.

Speaker: Right? So how are you guys doing those kind of numbers with one act, one dispo, two follow-up, and one TC?

Speaker: Yeah.

Speaker: So that's number one. Number two is So you

Speaker: think 70% of your spend is marketing?

Speaker: Yes.

Speaker: That's really high.

Speaker: I know. Yeah. I mean, we've been very, very, conservative of everything. Like, our office is small. Right?

We don't drive fancy cars. We live in decent places. Miami.

Speaker: You guys don't drive fancy cars?

Speaker: No. Nah. I mean, I have a BMW. Yeah. But that's it.

Alright.

Speaker: Alright.

Speaker: But, anyways

Speaker: I thought the standard would be higher, like, judged.

Speaker: I'm sorry?

Speaker: I thought the standard would be higher and you'd be judged for having only a BMW. Like, BMW is nice here. Right? I'm in Scottsdale. BMW is nice.

Mhmm. Yeah. I just imagine, like, it would be a

Speaker: little bit more, your social pressure.

Speaker: More. Yeah.

Speaker: I mean, it's different for us, man. We were, like, born there. Miami is not the same city that I was born in. Yeah. Right?

It's changed since COVID. And the other thing is, like, I'm definitely not where I wanna be.

Speaker: Mhmm.

Speaker: But I know I have, like, enough to be proud of. Right? So I don't feel like I need to show that to anybody else.

Speaker: Yeah. Yeah. Okay. Alright. So for every dollar, 70¢ goes to marketing.

Mhmm. And what else?

Speaker: Number one. Number two, we focus on the inputs. Right? So, like, I'm running three appointments every single day no matter what. That's what we do.

So, the other thing is we work a ton. We work every single, Saturday. Right? That's been something that You

Speaker: guys still work Saturday? You guys still doing six

Speaker: days a week?

Speaker: Still do Saturday. And I mean, in that first year, we were working seven days a week.

Mhmm. I feel like a big thing is we're not afraid of the work. We're not afraid of, looking like we're not, what's the word for it? Delegating enough. Mhmm.

Speaker: Yeah. Yeah.

Speaker: And then the other thing I'll say too, which is huge, about... In 2024, we pivoted to, like, 90% inbound.

Speaker: Yeah. That was one of the biggest, changes we did. Mhmm.

I'm not gonna lie. I have it good.

Speaker: That's another thing that has really helped us too. Like, everybody in our team is a very high level player. Mhmm. So it makes it a lot easier to hit these numbers once you have that. Mhmm.

Speaker: Well, simpler perhaps. I don't know about easy.

Speaker: Yeah. A little bit simpler.

Speaker: Yeah. Yeah.

Speaker: Yeah.

Speaker: And I'm hearing you saying, like, I set three days... Three appointments a day no matter whatever. You say this multiple times. That's kinda crazy. Right?

There's not a lot of owners who will say, like, I'm setting three appointments a day.

Speaker: Mhmm.

Like, it's just not good to return on your your time. Right? That's that's the first one. It's pretty easy.

Speaker: Mhmm.

Right? That's pretty simple. But the third one is, like, you have to have at least one American employee.

Speaker: You have

Speaker: to have one person on payroll who lives in The US. Because what we found was there are a lot of people who would just hire someone in The Philippines. It's like, that's my COO. Right? Wow.

I have three in our organization. They're awesome. You know? Like, if Mhmm. If one of them in particular were to quit, like, I'd be freaking out.

Right?

Speaker: That that... I feel like... Yeah. You rely a lot on that person.

Speaker: Yeah. Yeah. But I wouldn't make her my COO. Right? So, like, I I think there are a lot of people that are in a rush to delegate, and you guys are like, hey.

I think you guys enjoy the game.

Speaker: A 100%.

Speaker: And then, b, you're willing to put in the work. Yeah. Yeah. Right?

Speaker: A part of me closes deals for the same reason, tiger chases a deer in the woods.

Speaker: I love the game.

Speaker: Yeah. There's a lot of that too. Like, that that didn't even come to mind, but that's 100% part of it too. Yeah. Like, we've done over 500 deals.

A lot of... I'd say 99% of those deals I've inked up myself personally.

Speaker: Mhmm.

Speaker: I still get a kick out of it to this day.

Speaker: And then are you... Do do you get the same thrill of selling a deal?

Speaker: I do. Yeah. Okay.

Speaker: So, like, you get a dopamine hit too when you sell the deal.

Speaker: Gotcha. Mostly

Speaker: getting it done for the team.

Speaker: And we definitely have an internal, like, accountability system within ourselves. Like, one thing that's very good about our partnership is we're very honest with each other.

Speaker: Mhmm.

Speaker: It was great that you guys played on the same team. Yeah. Right? I mean, you played opposition.

Speaker: Gotcha.

Speaker: You played... I was outfield. Outfield. Yeah. Yeah.

Speaker: You guys

Speaker: are not really...

Speaker: Where did

Speaker: you guys play?... Like... Yeah.

Speaker: Yeah. But, like, I mean, did you guys ever yell at each other in the dugout? Oh, for sure.

Speaker: Yeah. What would

Speaker: you guys yell about each other in the dugout?

Speaker: I mean, I can't tell you about, like, effort stuff or

Speaker: It's like, why'd you drop that

Speaker: ball? Like

Speaker: Yeah. Yeah.

Speaker: But you guys were having these kind of conversations most of your life. Right? Yeah. And so I imagine that probably made it easier.

Speaker: Mhmm.

Speaker: Like, being in a competitive environment together probably may... I imagine it made it a lot easier.

Speaker: A 100%. And aside from that, like, money and business, we have very similar goals.

Speaker: Mhmm.

Speaker: We do this for ourselves, for our future families, for the families we have now. Right? We both come from parents that are amazing. Right? I think I have the best parents in the world.

Speaker: Yeah. Yeah. So we've talked about the good. Right? Some of the struggles and nationwide stuff.

Speaker: Sure. So, the number one thing we've learned is that everything's our fault. We'll start there. I mean, it may not feel fair. Right?

Speaker: the training. We wouldn't really train them. We would just

Speaker: try to

Speaker: tell them what we had in our brain and just try to transfer it over, which is that is not something that, you know, is effective.

Speaker: It does not work. It

Speaker: doesn't put people in a position to win.

Mhmm. Can't really... You don't even know what talent looks like. Let's start there. Right?

We worked at a gym. Exactly. We had a manager that was, like, the 65 year old guy who literally let us do whatever the hell we wanted.

Speaker: Yeah.

Literally, anybody that would pick up a phone, we hired them. Like, if they're willing to hold the phone...

Speaker: That's the best.

Speaker: You're you're on.

Speaker: Yeah. And then, those two things, and then also, like, we just couldn't afford good talent at the time.

Speaker: Like,

Speaker: now we're in a different position where we've taken the last, like, six months to really hone in our systems, our processes, document a lot of stuff as you know.

Speaker: Mhmm.

Kind of stuff. Yeah. But it's crazy to see, like, even people that are where I wanna be. Right? That's the number one thing they talk about.

They all lead with that.

Speaker: Oh, yeah.

Speaker: This is back when I worked in a restaurant. Mhmm. Alright. So I worked in restaurants. I've, I worked in a cold call center.

Speaker: Nice.

Yeah. So, you know, it's funny. I I never really thought about that, but that makes big... That's a good point. How about you?

Like, do you remember, like, some of the fail... Like, the leadership lessons you learned along the way?

Speaker: people that look like you. To build

Speaker: Yeah. So, like, the talent pool, you could attract.

Speaker: It's a little bit better now.

Speaker: Yeah. Yeah. Not for anything, but, like, most wholesalers in South Florida do know who we are. Right?

Speaker: Mhmm.

Speaker: And that helps a lot too. Yeah. Yeah. Yeah. There's definitely that, that aspect of having, like, little or no credibility that made things very difficult.

Speaker: So I'm gonna pick on you a little bit here.

Speaker: Go ahead.

Speaker: I think you're probably the the hotter tempered, person that we

Speaker: see here. You say that.

Speaker: Were there any incidents that you can think back on as maybe as an example of poor leadership on your end?

Speaker: Oh, man. A thousand. Yeah. I mean, I approach leadership now from a point of I'm really trying to understand them where they're coming from.

Speaker: Mhmm.

Speaker: It's That's definitely naive.

Speaker: Yep. I thought everyone would wanna show up on Saturdays. You know? I thought people that didn't hit their numbers would wanna stay an extra hour.

Speaker: Mhmm.

I mean, without getting very specific, I 100% raise my voice. I'm 100%

Speaker: all looking for strong.... Specifics.

Speaker: Right.

That way, if they don't win, right, it's on them.

Speaker: Yeah. Yeah. And I and I talk about this, but you like... You know Tyler. Right?

Our our our sales guy.

Speaker: Yeah.

Speaker: Right? And I think... Tyler. And that's kinda like what, you know, I can't remember the exact expression. I got this from Leon, Barnes.

And, like, to push someone that, like, constantly is pushing because that's exhausting.

Speaker: Yeah. Yeah.

Speaker: Yep. We've

Speaker: had here, Willie Numbers.

Speaker: Yep.

Speaker: Right? So, like, who are the people that you've been able to work with that have been able to help you along your journey?

Speaker: Oh, man. There's so many. I mean

Speaker: I would say Bobby was huge. I mean, there he he helped us implement. I mean, we really got deep into direct mail, I guess, because of Bobby.

Speaker: Mhmm. Yeah. Bobby, Willie Numbers, Blader Inapa, which I don't know if you know him. Blader?

Speaker: Yeah. Yeah. Yeah.

Speaker: Yeah. Yeah. Yeah. Mhmm. I mean, man, we've been so blessed to have so many good people around us, honestly, and it's made all the difference.

And, you know, I'm very grateful that we did meet these people when

Speaker: we

And then, also, it creates more opportunities in the sense of, like, when there is deals or there is things going on, right, they're gonna call you over the next guy.

Speaker: Yeah. Well, I won't dive into that. Part... That's the part, like, you know, go do what they said. Because I think that's...

Speaker: So talk about that. Man, it it comes from, like, honestly, being grateful

Speaker: Mhmm.

Speaker: And and humble in the regards of, like, if I'm gonna take somebody's time, that's where I wanna be at. Mhmm. If they're gonna pour into me, I'm gonna do something with it.

Speaker: Yeah.

Speaker: You know? Yeah. Me, myself, I've helped a whole bunch of people get started into the industry. Right? Mhmm.

And only a couple of them are still in business today. Yeah. So I stopped doing that too.

Speaker: Yeah. Yeah. So you know what I'm talking about?

Speaker: I know exactly what you're talking about. I mean, there's one kid that comes to mind. His name is Mason. He's out of West Palm Beach. I met him at a friend's birthday party.

What have you sacrificed? And game recognizes game.

Speaker: Mhmm.

Speaker: Right? Like, you get to a point where people know who you are as a person and not just what your business does.

Speaker: And that's

We're not always clapping up people. We're just simply the people you could call to do what they said they were gonna do, and that goes a long way.

Speaker: Yeah. Anything you wanna add to that? No. I

Speaker: mean, you pretty much did it right on the nail.

Speaker: Yeah. Mhmm. And then the other thing too, I I got a chance to work with you guys for, I think about a year now. Alright. Maybe less less than a year.

But, like, you know, you get to see you guys jump on the calls. Right? Mhmm. The sales training. So, like, there's a lot of options out there.

Like, why are you jumping on our calls?

Speaker: Sure. So number one. Right? You need to be around people that have already been there. Mhmm.

You guys have obviously been there. What you teach is applicable to today. I do not feel like I'm selling used cars in 1992. Yeah. You know?

Number one. Number two, I know a lot of your stuff comes from Chris Voss or at least some parts of it. I'm a huge Chris Voss fan. Yeah. I read Never Split the Difference when I was 19.

I've read it, like, three times

Speaker: since.

Right?

Speaker: Yeah.

Speaker: Yeah. So I'd say those are are are a couple of the many reasons why.

Speaker: Yeah. Yeah. You teach valuable information. You actually do it from a place where you wanna help the other person get better as well Yeah. Which is something that not everybody has.

No. Does.

Speaker: Mhmm.

Speaker: Yeah. It's my favorite thing, watching people get better. So how how have you seen it, help you guys in your business?

Speaker: Mhmm.

Speaker: Suck. Right? That's number one. Number two, you should be a sponge. Right?

You are a hell of a coach. And I feel like a lot of that comes from your story of how you said you weren't very good at sales.

Speaker: I was not.

Yeah.

Speaker: Yeah. So we touched on this a moment ago, but, you know, running a partnership is pretty hard.

Speaker: Mhmm.

You guys are about the same age. Right? But at some point, someone's like, hey. I've made enough money. I'm good.

And other person's like, what are you talking about? Like, we still have to take over the world. Right? So how have you guys been able to maintain an excellent business, partnership?

And friends second.

Speaker: Mhmm.

Speaker: Because if if you if you involve too much friends, you're never gonna have the business be as successful as it really could be.

Speaker: Yeah. I mean Yeah. Maybe.

They're friends first, then that gets screwed up. Sorry. Then the business gets screwed up, and then the friendship goes with the leader way. Gone.

Speaker: Alright. So

Speaker: you have to have the business

Speaker: first. Yeah. And the other thing too is, being able to take criticism,

Speaker: which you're

Speaker: very good at. Right? And at the end of the day, we all have egos. We all have huge egos, But I feel like we should take the word ego and be like, okay. Yeah.

Speaker: Mhmm.

Speaker: Right? So, like, taking feedback and criticism sometimes could feel like you're losing to one.

Speaker: Right.

Yeah. Yeah.

Speaker: Can you guys think about, like, a really difficult situation that took, like, everything in you guys to to figure it out?

Speaker: Sure. I mean The the Fort Pierce one? Yeah. Yeah. So, what year was that?

Speaker: That was Twenty twenty twenty two or 2023. 2023. No.

Speaker: I think it was 2022 because we had just moved into a new office. Yeah. So in 2022, we got sued for $500,000. Yeah. And we probably had about

Speaker: That's a lot of money. Yeah.

Speaker: Yeah. And we probably had about $500,000. Yeah.

Speaker: In the bank account. Yeah.

Speaker: Yeah. Maybe a little less. I I can't tell you exactly.

Speaker: Yeah.

Speaker: Definitely tested the business.

Speaker: We had

Speaker: We had just hired

Speaker: hired new people too. The two follow specialists that we have now, we had just hired them.

Speaker: At that time.

Speaker: Like, a month before.

Speaker: Alright.

Speaker: Yeah. Yeah.

Speaker: Yeah. But

Speaker: what was the... I mean, that was a challenging moment. So how did you guys over... Like, what was the challenge and how did you guys overcome it?

Speaker: Well, the challenge was we thought about just filing b k and saying screw cash for keys and wholesaling real estate and taking our $202.50.

Speaker: And we're going to do something else.

Speaker: Yeah. I mean, like, as far as, like, challenging between you guys as far as partnership goes.

Speaker: You were referring more for challenges of, like, the partnership itself? Partnership component. Yeah.

Speaker: Yeah. I mean, we... Like, setting goals every single year or, like, having long term visions. Like, Brandon, he really wants to have a portfolio of properties. I do too.

Right? This is just an example. I want a portfolio of properties too, and we do have a small portfolio that we've built over the years.

Speaker: Yeah.

Speaker: But, he would love to add to a portfolio. Me, personally, I would love to add to our portfolio only if it's a smacking screaming deal.

Speaker: Mhmm.

Speaker: Right? So we had to sit down and think, okay. What do you really want the next five years to look like? Okay. Perfect.

Pros and cons. We're gonna make a decision on this by x amount. Mhmm. And almost always, we're able to come to a decision. And that's not to say that we don't have our disagreements.

We don't go back and forth. We do it all the time. Like, we give each other lip till this day. Yeah. Sure.

You get me? But, man, there's there's just that respect there. Yeah. You know?

Speaker: How has your business changed, in the last couple years?

Right?

Speaker: The... I would say the outbound to inbound, that was something that helped us immensely. Mhmm.

Speaker: Yeah. Being comfortable with spending a lot on marketing. How much

Speaker: do you guys spend on marketing?

Speaker: We float between, like, 90 to, like, one ton.

Speaker: Every month? Every month. Yeah. Yeah. Mhmm.

Yeah. Yeah. That changed our business a lot. And shout out to Bobby Yeah. Because Bobby was the one that was basically, like, you guys...

What are you guys doing with, like, your money in the bank?

Speaker: I was about to say that. He was really the one that really changed that... Our mindset with that. We're always, like, well, should we put this $10? Yeah.

And and, like, is it gonna work? And he was the one that really changed that mindset for us.

Speaker: Oh, Bobby's a lot of

Speaker: Yeah. Marketing is basically the lifeline of the business at the end of the day.

Speaker: He spends a lot of money on marketing.

Speaker: I know.

Speaker: I don't know how much he spends, but I know it's a lot.

Speaker: I don't know either, bro. It's a good amount. But it definitely is a lot. He's a celebrity. Right?

Oh, yeah. Every guy... Everyone knows that guy out there. And not just... Is he a killer in business, but he's a hell of a family guy, a hell of a guy.

Like, he didn't have to help us. We're a competitor in his market, and he still chose to.

Speaker: Yeah. Yeah. And then in the last year, right, or last six months, it seems like things have changed as far as the market and so on. Mhmm. How have you guys adjusted in this market?

Speaker: So, things definitely have changed. Right? The cost of being... Doing business is up. And what I mean by that is cost per lead is up across the board.

The biggest players win because they play the game the longest.

Speaker: Mhmm. Yep. Time in the game will always win.

Because I know exactly how people are feeling right now. If it's difficult for us, it's difficult for them.

Speaker: Mhmm.

Speaker: say it's not a time to stop. It's to keep it going and take more market share

Speaker: Mhmm.

Speaker: And really adding, to that buyers list. Because now is not a time where, like, you can rely on that one or two VIP, buyer. Now you wanna have as many relationships as possible.

Speaker: Right.

Speaker: Yeah. Yeah.

Speaker: Now that I'm still taking......

Speaker: Muscle out the competition.

There's a lot of foreclosures coming. Mhmm. It's a really good time to to buy now.

Who's doing what

Now we're gonna hire another follow-up specialist. But right now, we have two follow-up specialists, a a closer who's brand new, me, Brandon on Dispo, which I do all the acquisitions.

Speaker: Mhmm.

Speaker: And

Speaker: It's a total of of eight of us. Six in the office and two overseas.

Speaker: Mhmm.

Speaker: When's Brandon gonna get help on this bill?

Speaker: I have the... My my VA.

Speaker: Oh, the VA house.

Speaker: Yeah. Yeah. She's the the one that does, like, all, like, investor lift posts and all that type of stuff.

Speaker: The other thing that helps us too is we list a lot of wholesale deals on the market.

Speaker: Yeah. Like, he's not MLS is the best buyers, this.

Speaker: Yeah. So, like, Brandon's not, like, banging out 250 phone calls a day to a dialer or something like that Yeah. To get a hold of people. You know?

Speaker: Now, though. In the beginning, I was. Yeah.

Speaker: Yeah. That was rough. I mean, there would be parts where, honestly, in the beginning, we'd... I do the expo. He'd do acquisitions, switch for...

Switch, flop.

Speaker: Yeah. Yeah. Alright. So let's talk about strategies then. So coming in.

Right? So it sounds like a lot of it is direct mail, or what what is the mix of marketing?

Speaker: Direct mail, primarily everything. Now we've recently implemented... We, we're adding PPC. Mhmm. And we also started doing SEO as well.

Speaker: Yeah. Yeah. Yeah. And, you know, I kind of reached to a point where we couldn't really scale direct marketing anymore. We're hitting the laws of diminishing returns.

But now we have to add in some other marketing channels. Yeah.

Speaker: So direct mail, PPC, SEO, not adding TV, not going against Bobby yet?

Speaker: We're we're actually thinking of doing that early. We wanted to start the PPC and start the SEO a little bit to ramp up both of those and then

Speaker: And then TV. And then Saturday.

Speaker: We're gonna catch them by surprise.

Speaker: Oh, I ruined it.

Speaker: Yeah. Sorry.

Speaker: I'm sorry.

Speaker: It's okay.

Speaker: Well, then hopefully this video doesn't go too viral. Yeah. Okay. So then that's the the marketing side. Yep.

And then you were saying that the exit moving the property you're saying is predominantly MLS? Is that, like like, what mix?

Speaker: Assignments of contract. We throw a lot of them on the MLS.

Speaker: We throw some of them on the MLS. Mhmm. But primarily, it's just,

Speaker: But you guys also like wholesale. So, like, as a wholesale or, like, you listening with their permission?

You just gotta provide the contract.

Speaker: Mhmm.

Speaker: Okay.

Speaker: Yeah. And then the calls are directed to you. So it'll say the... Like, a random, like, Cliff Glanton, name. Like, that's, like, the name that they use.

But all the calls and emails are directed directly to you.

Speaker: Gotcha. Yeah. Okay. So what mix would you say is wholetail? What mix is marketing a property on the MLS?

Speaker: Man, we probably wholetail, like, less than 10% of our

Speaker: 10%.

Speaker: It... It's so deal specific. Okay.

Speaker: And it's in specific areas too.

Speaker: Yeah. Not really, like, the whole The way the way our market works is, like, one neighborhood could be ripping hot

Speaker: Yeah.

Speaker: And days on market could be very low, and then the next one is a totally different story. It doesn't even look like it's in the same city.

Speaker: Yeah. Yeah.

Speaker: So we really pick and choose.

Speaker: So if it's ripping, then you'll hotel it.

Speaker: Well, depending on if it's a hot Obviously.

Speaker: Gotcha.

Speaker: But that's... Those kinds where we're closing on them just because we don't wanna drop the ball anywhere.

Speaker: Mhmm.

Speaker: Those are few and in between.

Speaker: Yeah. Yeah. And then, I share with you when we first met, like, I've heard, like, scary stories in Miami. Right? Wholesaling.

You're gonna pay this amount. And, like, he was a bodybuilder and he was clearly juiced. Right? I was like, I don't know what I'm gonna do if this goes bad. Right?

Like, that's my... Like, that's, like, the scariest situation. It's like, I don't really have scary situations. Right? Yeah.

But you have more complicated situations. Yeah. What are some of the craziest things you guys have had happen?

Speaker: Man, some crazy ones. You wanna...

Speaker: Would you wanna say the Westchester one with the guy?

Speaker: Yeah. So basically... So he

Speaker: already he already knows which one it is too just by me saying it.

There's not even, like, a real tenant. It's more like... Just like a person keeping the property safe.

Speaker: Okay. Like a house sitter kind of person.

Speaker: Kind of. Like, he's like a family a family friend

Speaker: Got it. Okay.

Speaker: Type of person.

Speaker: I go there

Speaker: with my buyer. I'm showing it to him. When I first get there, he's in his underwears, and he's just, like, kind of, like, very pacing. He's, like, kinda, like, a interest The person

Speaker: that's watching the house.

Speaker: Yeah. Watching the house. And then keep in mind, the house is just vague... It's a fully vacant house with just one mattress that he's staying on the floor. Alright.

That's it. So cool. We walked the property. Nothing much to it. He didn't really talk much.

It was it was nothing crazy there. Boom. I sold it to him. And then two weeks passed. Now we're gonna go close.

He's gonna go do his final walk through. He hits the street. There's, like, caution tape around the whole property, and he's like, the heck is happening here? So he's... He spoke to the cops there.

He closed. Yeah.

Speaker: Mhmm. We made him close on it.

Speaker: Did the hazmat team come through? Or...

Speaker: Yeah. They came through. They came through. They cleaned up everything.

Speaker: We,

Speaker: we had to, like... We actually waited a day. You had to wait a full, like, day because it was, like, some, like, chemicals that they had to put, and then we closed.

Speaker: Yeah. Yeah. Basically closed. That's hilarious.

Speaker: We we got, like, I don't know what you call those companies, but a special company for that. And And then we hit the seller for reduction.

Speaker: Mhmm.

Speaker: Yeah. Yeah. And then the guy still bought it. Yeah. Yeah.

But that's just like There's a couple of other ones. We had a There

Speaker: was one Was it the mattress clean? Did the mattress convey? Like

Speaker: The the the the

Speaker: The what?

Speaker: The mattress?

Speaker: What about it?

Speaker: Was it clean? Did it stay with the house? And did

Speaker: the mattress, it came it came with the house. It wasn't in one of the rooms, though.

Speaker: But, we actually did a deal. This this one was recent. This was just last year. Actually, was this... No.

This was this year. Joanne? Won't say last name, but Joanne. Yeah. This house in Kendall is, like, suburb of Miami.

It's like real Miami. Like, where all the Cubans live and all that. Yeah. But anyways, this lady was... Man, she was just a tweaker.

You could literally... I've never seen wood be soft. I've never seen that in my life. Yeah. But, like, the wood was literally soft.

Anyways... And she was a hoarder too. Yeah. Yeah. But, man, we we we really found this lady and left her in a better place than...

Speaker: I think

Speaker: three hours away from Miami.

Speaker: Did you know about that all... Also? No. Alright.

Speaker: I go So you got

Speaker: 14 birds.

Speaker: Worry about it. Don't worry about it. We'll take care of it. I didn't believe her. I had to check for myself.

Speaker: Hopefully, it was plugged in. It was it was

Speaker: plugged in.

Speaker: It was. Those cats were, like,

Speaker: like, crazy. They look like that. No bat... She didn't even put them in a bag.

Speaker: There were frozen cats in the freezer. Three frozen cats.

Speaker: Yeah. So that's probably one of the craziest ones. We all...

Speaker: Go ahead.

Speaker: Yeah. She had so many things in the house. Mhmm.

Speaker: We also share about, like, the guy with a knife.

Speaker: Oh, it was a lady with a knife.

Speaker: Oh, lady with a knife. Okay.

Speaker: So that's not a

Speaker: threat. I had

Speaker: a guy with a knife.

Speaker: Oh, yeah. Yeah. But, yeah. So I go to this house in West Park, and it's daughter and father. And as soon as I knock on the door and set expectations, we go to take pictures and all that.

The daughter's walking and she she has an ankle monitor. So I already know it's one of those.

Speaker: Mhmm.

Speaker: You know?

Speaker: And I

Speaker: can understand her position. Yeah.

So I started slowly making my way, but I never left the property.

Speaker: Mhmm.

Went across the entire property.

Speaker: Yeah. She was nuts. She actually lit her own bathroom on fire, like, herself.

Speaker: Yeah. Yeah. So Interesting cats out there.

Speaker: So am I crazy? Like, is Miami different? Or Definitely.

Speaker: Or or do

Speaker: you guys just got bad luck? Like No.

Speaker: Miami is different. Definitely different.

Speaker: Yeah. Because I never had any of these crazy things happen. And I've Yeah. Been in for a long time....

Mhmm. And Miami people will screw you over for $2,000. Yeah. Like...

Speaker: Yeah. Yeah. That too. There's definitely a lot of that. It's a sunny place for shady characters.

Speaker: Yeah.

Speaker: You wanna go first?

Out, you know, and the distance is playing in the background.

Speaker: Right.

Because I'm a big believer that things aren't as bad as we make them. I feel like we build them up in our head.

Speaker: We definitely do that. Yeah. What would you say is your superpower?

Speaker: I don't give up. I'm very, very tenacious. I am stubborn for better or for worse. I am also the kind of person that I could play the long game Mhmm. For sure.

I would say that. And another thing is I make people feel understood.

Speaker: Yeah. Yeah. Probably goes back to the sales thing.

Speaker: Mhmm. And I wouldn't say I... I'm so good at building relationships Mhmm. But I am very good at getting people to remember me.

Speaker: Yeah. Yeah. Marketable, I think, is the other thing you said too. Yeah. How about you?

Speaker: What about you, Steve?

Speaker: My superpower? Yeah. I mean, the things I've said is, like, I love learning, and I think I'm really good at teaching what I learn. Right? I could see that.

Yeah.

Speaker: I like that. Percent.

Speaker: I... I'm obsessed with, like, how to get better and then sharing the lessons of how I got better. Mhmm.

Speaker: That's why

Speaker: I love doing the sales training.

Speaker: Where does that come from, though? Do you feel, like, an intuition to serve? Do you feel, like, an intuition to inspire?

Yeah. It's that, my parents said when I was younger, right, with six... You know, with five younger brothers

Speaker: Mhmm.

Right?

Speaker: Mhmm.

Speaker: And I

Speaker: was so nervous before getting into that meeting. Like, I was convinced my AC broke. Right? Because, like, I'm sweating. Like, I don't sweat.

Speaker: Mhmm.

I can't wait to have the second conversation. I can't wait to crush Yeah. Third conversation.

Speaker: Then it goes back to what we were talking about, which is I'm always my best after, like, a small l. Yeah. Mhmm. Yeah. I think the game gets more fun the more it matters.

Speaker: Yeah. Yeah. It does. You know? When the stakes are bigger.

Speaker: Yeah. Yeah. Mhmm. Yeah.

Speaker: That's... I mean, I I love... You know, I remember I was talking to someone many, many years ago. I was like, I don't even care for baseball. No offense.

Speaker: I

Speaker: don't watch soccer.

Speaker: Mhmm.

Speaker: or whatever.

Speaker: Not the qualification part, but, like, the actual elimination games. I could watch every single one because I love I love watching greatness.

Speaker: mean, I think you guys embody a lot of it. Right? It's the not willing to die. It's just... Yeah.

Speaker: Right? Yeah. Weeks.

Speaker: For the first three years, I thought coaching was a scam. Like, I was like, who who pays for coaching? Like, what idiot would pay for someone? That was me.

Speaker: You know, it's funny you say that because our first mentor ever, I think he scammed us.

Speaker: He scammed us.

Speaker: One hun... Yeah. So we did not think he scammed us.

Speaker: Yeah. Yeah.

Speaker: Yeah. It was a guru.

Yeah. Under their guidance, we did our first million dollars... Or had our first million dollar a year.

Speaker: Yeah. Yeah.

Speaker: I feel like us learning from all these, different people that lead the industry has definitely helped us make what we've made with what we have. Yeah. Mhmm. Yeah.

Speaker: Yeah. And it's not just learning or taking the chance and, you know, swiping the card. Right?

Speaker: Mhmm.

Speaker: But it's implementing. Yeah.

Speaker: So But another one that we actually, just hired was Gary Harper from Sharper as well.

Speaker: Yeah. Yeah. So we just started working with him, like, two month... We've been working with him for, like, two months. Mhmm.

Speaker: And it

Speaker: Yeah. Yeah. Yeah. There's nobody I think is better equipped than to facilitate that growth in him because he's coached all the biggest names

Speaker: Yeah.

Speaker: In the game. Yeah.

Speaker: That means

Speaker: Like, I don't know anyone that's big that wasn't coached by him. Right? It's like it's a... There's a guy... I think it's Bill Campbell's his name, right, in Silicon Valley.

Right? And he's the one that coached, like, the Google guys. He's in the coach Steve Jobs. Right? Like, he coached, like, all the big names.

Right? And so it's like, if you have an opportunity to work with that guy, you work with that guy.

Speaker: Yeah. But you're

Speaker: one of those guys too, man, on the sales side.

Speaker: Yeah. Well, thank you for saying that.

Speaker: Yeah. You a 100% are. Yeah. Mhmm.

Speaker: Yeah. It's, it's tough to brag about, but, yeah, absolutely love what we do. Yeah.

Speaker: Man, you guys kill it.

Speaker: You guys are really good. Mhmm.

Speaker: Yeah. I mean, your program's not not to butter you up or anything like that, but, your program's definitely, like, the best sales program I've been in. I've been through a couple.

Speaker: Yeah. Mhmm. Alright. Yeah. Well, I'll take that.

We're probably gonna chop that up.

Speaker: You got it, man.

Speaker: I 100% think that is a superpower. I mean, we just ran a 50 k together,

Speaker: and Insane.

Speaker: This guy was... The last 10 miles, he was cramping the whole time. And I'm like, bro, drink some water, relax. He can't say what he said on air. But, yeah, you know, we we made it happen.

And I I feel like we both have that and, you know, it's a lot of our culture too.

Speaker: Mhmm.

Speaker: We're definitely not the biggest company in our marketplace or anything like that, but we 100% goddamn are the scrappiest. I could say that.

Try to address it a little bit and keep it rolling. Keep going. We gotta we gotta get to the finish line.

We don't have a crew. We barely had anything.

Speaker: Barely even trained, honestly. I think

Speaker: You guys are crazy.

Speaker: It's more like a a mental thing.

Speaker: Yeah. Yeah.

Speaker: Mhmm. Might be an insanity thing.

Speaker: Maybe. Maybe.

Speaker: You will never catch me running

Speaker: a 50 ks. It should be.

Speaker: Would you agree with him on his superpower?

Speaker: Yeah. I would. What what what did you say again?

Speaker: Basically, that I make people feel understood that I do not... Like, I don't stop, and I'm very stubborn in the terms of, like, if I want something Let's

Speaker: say he's somebody that... Whatever he puts his head on, and he's and he's gonna get it done. No matter what. Whatever the obstacle is thrown in the way, he... They're...

We're gonna find a way to to get it done. And I feel that we both kind of embody that, and then that's what has really helped us as well, have a good partnership.

Speaker: Yeah. And we're willing to scrap. Like, we're we're here for the fight. Like, we came into this with such good expectations. Like, we knew this was gonna be difficult.

We knew it was gonna be hard. We know scaling a team is gonna be hard. Like, I feel like most people go wrong there.

Speaker: Yeah. Yeah. Alright. So, what are some last thoughts you wanna leave all the listeners with?

Speaker: Sure. I mean, it's not sexy. Right? It's... May not make us go viral, but stick to the basics, especially during this time where the market's, you know, not where we'd like it to be.

Right?

Speaker: Mhmm.

Keep on grinding. Because it's not a skill set thing that you're lacking or it's not a skill gap. It's like a violence gap. And it's really like the comfort that you set for your life. Mhmm.

Right? You're not used to just putting out that much output.

Speaker: Yeah. And you overcome that by volume. The more volume you do, the better you're gonna do.

Speaker: And, like, this is... This comes from Alex Harmosi's handbook, but put in, like, as much... Put in so much work that it's literally impossible for you to fail.

Speaker: Yeah. Yeah. Yeah. How about you? Last thoughts you wanna leave all the listeners with?

People also, say they want all these big things, but it's what are you willing to sacrifice to get there.

This happened, and I didn't, like, die.

Speaker: Die. Keep it going.

Speaker: Yeah. And it's almost like you get exposed to it. Mhmm. And it's... Think about it like backwards PTSD, I guess you could put it.

Right? You almost got, like, exposed to it. Mhmm. And that's, like, where you really find out, like, what separates, you know, people that are good and and and great. Right?

Because there's a huge gap from good to great.

Speaker: Yeah. Well, the winner is for everyone

Speaker: else. Mhmm.

Speaker: Yeah. Alright. Someone wanted to work with you guys, connect with you guys. What's the best way for them to do that?

Speaker: Sure. You can follow me on Instagram, jordy, j o r d y, deals.

Speaker: And mine is brandon dot c four k.

Speaker: Awesome. Very cool. Thank you so much. Thank you. Been a pleasure.

Speaker: Absolutely. Thank you.

Speaker: Thank you

Speaker: guys for watching. See you guys next time. Steve train.

Speaker: Jump on the

Speaker: Steve train. Disrupt us.

Two High School Graduates Turned $3,000 Into $10 Million

Full Transcript

Want to close more deals?

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Two High School Graduates Turned $3,000 Into $10 Million

Full Transcript

Want to close more deals?

Never miss an episode

Two High School Graduates Turned $3,000 Into $10 Million

Full Transcript

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Two High School Graduates Turned $3,000 Into $10 Million

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