Victor Heredia Forecasted to Close $2.5MM This Year

Victor Heredia: In real

Steve Trang: estate trains. Hey, everybody. Thank you for joining us for today's episode of Real Estate Disruptors. Today, we've got my good buddy, Victor Heredia with Home Offers America. If you can believe it, another operator in the Phoenix market, and he's here to talk about how he's on pace for 2 and a half million dollars on the low side, but planning for much more in that through the rest of the year.

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

Victor: Ready.

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

Victor: I just, ran across the believe it or not, Tai Lopez Mhmm. Was interviewing, Janet White. Okay. And and he's, like, doing a 100,000 a month. I'm like, okay.

What is this guy doing? And that's kinda how I got into it. And, of course, then I met other people in the industry, but that's that's how it all started.

Steve: Yeah. So is this like, you're just kinda, like, watching YouTube late one night and you see this pop up?

Victor: Yeah. Yeah. And so he had Jalen on and talking about his business. And, and this guy is 18 years old making 100,000 a month. Right?

I'm like, woah. Like, okay. What is this guy doing? And and he asked me, like, what made me get into real estate? I was just looking to make money.

Like, I had an Amazon store, and we did good for a while, but then it got shut down. Mhmm. So I'm like, okay. Well, we gotta do something else. Like, I was never content with with the amount of money I was making.

You know, you just want a better life. Right?

Steve: Right.

Victor: So I was just looking for something to increase my income to give me a better life. That's that's what the goal was.

Steve: Yeah. So you've always kinda got your eye for, like, another stream of revenue.

Victor: Correct. Yeah.

Steve: Yeah. Because, you know, I don't think a lot of people know how you and I met. Like, you know, we run into so many circles, but, like, when you and I met, I was already wholesaling on the side, but not, like, really full time.

Victor: Right?

Steve: And I was actually door knocking places nearby nearby my office.

Victor: Yeah. Next door.

Steve: Next door. Right? To see people that'd be interested. Right? And you're working in the building next door Correct.

The building I was working at.

Victor: Yeah.

Steve: And I was like, hey. Like, you know, we're I'm a realtor. Right? I got a brokerage right down the Yeah. Ball.

And, you know, like, what do you do? And if you if you know anyone buying or selling, blah blah blah, he's like, well, actually, not that, but I'm in the wholesaling. Yeah. Oh, okay. You know what wholesaling is?

Let's talk about that. And you started telling me, like, there's this guy in town, Carlos Reyes, like, National Cash Offers. Have you heard of him? Like, I'm all over their content.

Victor: Uh-huh.

Steve: So it goes way, way back.

Victor: Yeah. That's, 2018.

Steve: 2018. I was

Victor: I was doing it part time as well. Yeah. Yeah. So Well, actually, I I was just starting. I think we're you know, you're already in the business, but I was just starting.

Yeah.

Steve: Yeah. So you were, doing it as a side hustle

Victor: Correct.

Steve: Back then.

Victor: For quite a while for as a side hustle.

Steve: Yeah. So I think for the people that are listening, right, that are they're kinda like, you know, should I quit and go all in?

Victor: Mhmm.

Steve: Or should I, like, do this as a side hustle until I make enough money?

Victor: Yeah.

Steve: You wanna share your perspective or your experience on that?

Victor: Well, I wanted to have like, I was making I was making decent money. You know, you know, if we're working for somebody else, right, you know, about, you know, 80 to 100 a year. Mhmm. I'm like, okay. Well, if I have 80,000 in the bank, I'm gonna I'm gonna quit.

And, I got to that point, and I still didn't quit because I was comfortable. Yeah. Because, you know, my job, it wasn't it wasn't I wouldn't say it's easy, but it wasn't it was it was hard, and it was a family business. So, you know, as you know, my my cousin was the owner. Mhmm.

So I kinda felt obligated to to stay on board. And then, you know, it was the produce business, so my accounts were Whole Foods and and Walmart. So they're big accounts, you know, and I I serviced them. So if I they left the company, it might affect those relationships possibly. So I didn't wanna do that.

Steve: So there was additional pressure on you that there's a family business that relies on you. Correct.

Victor: Yeah. Yeah. I mean, everyone's replaceable, but I know, you know, I was important to the to the to the business. Right? The company.

So I just I just stayed on board. But when once it got to the point where I was making, you know, 50,000 a month, I go, okay. Well, now it's, you know, definitely time to

Steve: to go harder to stay.

Victor: To yeah. It's harder to stay. Correct.

Steve: Yeah. Okay. So was there anything else specifically that attracted your real estate, or it was just, like, man, like, if there's anything else that can bring in more revenue?

Victor: Well, I was just for me, it was just because I you know, because my cousin owned, this this produce company, and then his three brothers also have actually, he has three other brothers also have companies, and they all were very successful. So, you know, when you see your cousins that are multimillionaires, like, okay. Well, I wanna I wanna do that too. You know what I mean? Like, you know, I if they could do it, I could do it.

So that was part of it. But then also when you start seeing, you know, it's Jaylen White and then let me Alex Sainz and then Carlos Reyes and Sal Shakir. I'm like, okay. Like, if these guys can do it Yeah. I could do it.

I'm not saying I was better than them. I I never thought that. But I'm like, if they could do it, I I could figure it out.

Steve: Right.

Victor: At least at least get to a a small percentage of what they're doing. Yep. And that's that was it. I was just determined to to make it happen.

Steve: And then before we get into, like, really focusing on real estate, like, produce biz produce business.

Victor: Yeah.

Steve: You know, like, you think produce, like, okay. It means, like, it's vegetables. Like, it's

Victor: Yeah.

Steve: It should be a simple business. But I guess it's more cutthroat than like, what's more cutthroat? Like, wholesaling or or produce? I'd

Victor: say produce. But also Can you

Steve: talk about that a little bit?

Victor: Well, it's it's cutthroat because, you know, it's very competitive. Like, you're selling, you know, tomatoes, bananas, potatoes, so it's all about price. Like, you know, and there's Ultimate commodities. Ultimate commodity. It's it's really about price.

You know, relationships is a factor, of course, if you have so we were, like, organic and fair trade, so that really helped. Right? But if you're if if you're like a conventional grower, it's it's tough. It's it's all about price. Mhmm.

Unless you have a really good relationship, and relationships is key in in every in every business. Right? So it's it's definitely cutthroat, but also too, it's a lot of work. And then also, like, at times, when we had a warehouse here in Phoenix, you know, if you have $300,000 worth of product in storage, it's gonna go bad in ten days.

Steve: Gives you

Victor: a high sense of urgency.

Steve: Yeah. It's not something you could just, like, you know, if it take doesn't sell this week, we'll just sell it next week.

Victor: It doesn't work that way. You have to you have to sell it one way or another. Right? So so that really helped to so I have a high sense of urgency. So that that really helped train me and made a big difference, I think.

Steve: So let's talk about your first real estate deal.

Victor: So it was a foreclosure.

Steve: Mhmm.

Victor: And, I just was I just I I was just determined to make it happen. Right? I'm like, if these guys can do it, I could do it. So I just started calling foreclosures.

Steve: Was this 2018 or was this before?

Victor: 2018. Yeah. Okay. And so it's I found I found one, and I had an appointment, and I called Carlos. Carlos is really really cool dude as you know.

Right? I said, Carlos, I got I think this is a deal. What do you think? And I told him, he's like, yeah, dude. Lock it up.

It's a deal. So I locked it up. I I got I met with the the sellers and, you know, they they wanted to to sell because they were gonna lose their house anyways. Yep. And so I locked it up.

And that very night, I drove to Carlos' Mhmm. And Sal's office. And and Sal was there, and I'm like, hey, bro. I got a I got a contract. And I had just met with them a week before.

They're like, you got a contract already? I'm like, yeah. I know a lot of guys struggle to get contracts. But from the time I started, I got my first contract in ten days. Yeah.

But the reason is is because I studied Sean Terry's course, Flip to Freedom. Mhmm. I studied that for three months straight. Even my wife was like, don't you think, like, you should just go out and do it? I'm like, listen.

I said, I wanna know the business because when you understand it completely, like, you can move with power because because you don't have any trepidations. You're not insecure. You know the business. And so I I did my first deal in ten days. Yeah.

And then when I gave Sal the contract, he's like, you want a job? So it's kinda cool. Yeah.

Steve: You take a job?

Victor: No. No. I I wanted to work for for myself. I think for a little bit, like, we worked a little bit together, but but now I I I, because I was since I came from a corporate background, I saw some things that I think I I was able I could do better on my own. Mhmm.

So I'm like, no. You know? So I just kinda just did it on my own.

Steve: Got it. So but from when you, like, started marketing

Victor: Mhmm.

Steve: About ten days.

Victor: Yeah. About

Steve: ten days. But there was a period of time of continued education.

Victor: Yeah.

Steve: Right? So, you know, I mean, I I I'm I already know you can you're already in the personal development. Otherwise, you wouldn't been watching, you know, Tyler Lopez and stuff

Victor: like that.

Steve: How much time did you spend learning before taking the leap? Because I know one of the things that happens is, like, a balance. Right? Take action. Yeah.

Get your ducks in a row. Like, how much time did you spend?

Victor: I I'd say two and a half to three months. Mhmm.

Steve: I

Victor: was studying for, like, one to two hours every every day. Yeah. Because I wanted to learn the business. And so, you know, what I did, I saw Jalen White. And then, you know, I know he was friends with Alex Saenz.

Mhmm. And, you know, they're part of the All In group. Right? And, so I wanted my I'm I'm asking myself, like, where did these guys are all young. Like, where did they learn it from?

And so it was I I found out it was Sean Terry.

Steve: Mhmm.

Victor: So then I took Sean Terry's course. Yep. And then too, also, I I I took their course as well, all in course, and I I did their their mentorship, etcetera. Mhmm. So I just I I knowledge is everything.

Right? I mean, if you don't have knowledge, like, there's guys that send me deals now. I'm a wholesaler and they're they're sending me stuff that I'm like, dude, it's it's not a deal. It's not even close to deal. Like, I could tell they didn't educate themselves.

Yeah. So I think that's critical.

Steve: What hesitations did you did you initially face when you started wholesaling?

Victor: Well, I wasn't hesitant. I I just I I was bound on

Steve: There was no disbelief or anything else?

Victor: No. But you know what's interesting? So I was going kinda slow. And it's interesting because it was Carlos again that I think I went to his office and he's and I don't know. We just me and Carlos clicked.

Right? And he tells me, yeah, Vic. You're you're probably putting in about 25% effort. Like, what are you talking about? Like, you don't know what I'm doing.

He's like, I could just tell about your results cause you're putting 25% effort. I'm like, screw you man. Like it was kinda funny. And then we're and another time we're having dinner, he's like, yeah, Vic, you're just skeptical. I go, what?

He's like, you're skeptical. He was, you don't think it's possible. I knew it was possible. And I was doing deals. I was making money.

But I guess to a degree, I was skeptical that I could make, you know, 6 figures a year plus. Right?

Steve: Mhmm.

Victor: And, and it's it's interesting. Those two comments kinda like, you

Steve: know

Victor: what I mean?

Steve: So Right.

Victor: So yeah. So I I think I owe a lot to Carlos.

Steve: Yeah. So what was then your May your your first, like, big struggle, big challenge, or anything along those lines? I

Victor: think the big struggle is is doing it all yourself. Right? Like, it gets to the point of, like, you know, you have to build a team. Like, there's no way to do you know, I can't cold call myself and close myself and discipline myself. You know, you need a team.

You know, everyone that does really well, that does, you know, 6 figures plus a month, they need a team. So so the I think that was the the challenge and also the the turning point.

Steve: So you're trying to do it all yourself?

Victor: Yeah. I'm I'm a little bit of a control freak.

Steve: Are you?

Victor: A little bit. Yeah.

Steve: Okay. So what did you do to get out of your own way?

Victor: Just you just realize is, like, you can't do it without a team. You know, and any major successful businessman has a team. Like, you know, Apple is an employee, you know, a company of one employee.

Steve: Alright. I mean, you know that.

Victor: You know what I mean?

Steve: We know that. We know that in in in inherently. Yeah. But if you're a control freak

Victor: Yeah.

Steve: Might be a little harder to let go.

Victor: Correct. It was.

Steve: So what did you do to make it easier for you to let go? Because, again, like, I look at we all have different challenges. We all have different struggles. So if this is a struggle, you know, for people listening, I'm kinda curious how you got out out of that struggle.

Victor: Well, one thing I I learned, and again, it was from my cousin, his name is Jorge. He I just realized every morning he would look at the numbers and look at the reports, and then, you know, he would call you once a week. He was like, hey. What's up with this? What's up with that?

So it's just looking at the KPIs. So I just realized that if I just look at my KPIs for everybody every week, it shouldn't be an issue, scaling the business.

Steve: You know?

Victor: So that's that's what really what really helped. Like, you just realize, like, you have to do it. There's just no way around it.

Steve: But did you find yourself, like, obsessing more on, like, hey. How come this lead hasn't been called seven times? Did you obsess, like, actually listening to the calls? Or is it Yeah.

Victor: No. I I would, like, hey. Like, there's only, like, two dials or three dials on this call. Like, hey, you've only dialed, you know, twenty hours this week. Mhmm.

Like, yeah. So I would but every Monday, I would look at that. So well, initially, more than, you know, twice a week. Yeah. But yeah.

But I've I was very much about KPIs because it's it's all about effort. The the greater the the effort, the greater the result. Right? Mhmm. So I I knew that.

So if you're not making an effort, you're not gonna get deals. Yeah. So I was very much, kind of a a hard ass about that. Well, I think

Steve: it kinda has to be right going back to the urgency, like, having 300 k in produce Right. Inventory.

Victor: Yeah. You have

Steve: to keep pushing, pushing, pushing.

Victor: Yeah. So

Steve: then did you find that you carry that same urgency with team that you're running?

Victor: Well, even more so now because it's it's my business. You know, before, you know, like, when you work for someone else, like, you might be able to see like, well, I think if we do this, this, and this, we could take it to the to the next level. But but there's also like, you know, well, I got a boss. You know, I I have to kinda do what they say. So, you know, you you don't have the freedom.

Now if I get an idea, I just run with it. Right. You know? So it's it's it's a little bit different.

Steve: But do you find, like, you know, with that sense of urgency kinda pushing people, do you potentially, you know, driving people crazy?

Victor: Oh, yeah. For sure. Yeah. Like, my my top acquisition guy, there's been many arguments that we've had. So luckily luckily we're we're good friends.

Like we've been friends since we're 17 years old. We're like best friends. We've

Steve: had arguments.

Victor: I'm I'm just like, hey, you need to dial more, you need to call more, and this and that. And because initially, like I he had a lot of talent because he's actually a better salesman than I am. Mhmm. He's just great at building rapport. People love him.

But I'm just I'm I'm a little more driven, I think. But now, like, he's, like, doing really well. And he's and he's, like, I think he appreciates that I pushed him so hard. Mhmm. Because now he's he's making really good money.

Steve: Right. Yeah. Did you collaborate or, you know, join forces with anybody along the way?

Victor: Yeah. So initially, I sold I sold my first deal to, to Carlos and Sal. And then I then I talked to some other cash buyers, which gave me really bad vibe. And then I

Steve: What does that mean?

Victor: Well well, one guy so, you know, I guess we could take our time, you know. Yeah. I don't like to be long winded, but I guess we could be. So I said I sent him a deal and he's like, oh, where'd you get this at? I'm like, well, what can you pay?

He said, what'd you get it at? I'm like, that doesn't matter. What can you pay? And he asked me three times. I'm like, okay.

I'm done with you. Mhmm. I had another guy tell me do the same thing to me. Like, what'd you what'd you get for it? And they could tell I was new.

Right? Mhmm. But but I've been in business for twenty years. So like, hey. You know, I'm not a dummy either.

Alright. And he's like, well, you know what? ARV is about $1.40. I'm like, no. That's not the ARV.

He's like, well, maybe it's $1.70. I'm like, no. That's not it either. Or they

Steve: can smell weakness. Yeah. Or they can smell inexperience.

Victor: Yeah. Exactly. Yeah. I'm like screw that. So then I so I had I had met Jamil before.

Mhmm. And he was just a nice guy. And then I know he's like the wholesale king in town. Right? And I just called Jamil.

I'm like, hey, Jamil. You know, we met so and so. I got this deal. And he was super cool. He's a great guy as you know.

Steve: Hell yeah.

Victor: And he's like, yeah, bro. We'll pay you this. I'm like, alright. Done deal. And that was it.

And then so the other guy called me. He's like, he's like, hey. What's going on with the deal? I'm like, I already sold it. And I think he offered me like 7,000 more than Jamil, I think.

But because Jamil was just straight and honest and he he he was to the point, I'm like, nah dude. I'm not I'm not gonna I'd rather make 7,000 less and do business with someone like Jamil. Mhmm. That's to me, it was more important. So Yeah.

And then from there, we just started doing a lot of business together.

Steve: You and Jamil?

Victor: Yeah. With with Kegley.

Steve: Yeah. So in your very first deal, you sold to Carlos.

Victor: Yeah.

Steve: And that was it. Like, you just assigned it to him and, like, done deal.

Victor: So it was a a JV. We we we split it. It was, like, 22,000. We split it. We got 11 each.

Steve: Okay. So you split $22.11 k each.

Victor: Yeah.

Steve: Okay. So fairly simple because they're wholesaling it.

Victor: Correct.

Steve: Okay. Were all your deals that easy?

Victor: No. Initially, they they were because then I started just using Kily Mhmm. To do my dispo. Mhmm. So they're they're pretty easy.

But then, you know, we started we started having challenges in during COVID. So I I worked with Keedy for quite a while. Mhmm. And it was good. Like, you know, we made money.

They made money. Like, everybody was happy. You know? But once COVID hit, you know, things kinda just really changed.

Steve: Things changed for a lot of people.

Victor: Yeah. A 100%.

Steve: Can you tell me about an early failure, in your journey?

Victor: I think early failure is just like if you you're not able to lock up enough deals or sell the deals. I think the biggest challenge is just really pushing your team to be successful. You know? That's the biggest challenge. It's like, hey.

Listen, guys. You know, if I want you guys to make money. If you make money, I'll make money. Like Mhmm. You know, that's that's I want them to make money first because then then I'm gonna make money.

So to me, that's that's what's more important. So, like, really motivating your team is, I think, is the hardest the hardest part of the job.

Steve: Have you figured that out?

Victor: No. Because I'm not making the kind of money I wanna make. But but we're we're we're getting better, you know? So

Steve: So we're talking about, you know, year to date or not year to date. I mean, year to last month. You've already closed 1,200,000.0 in fees. Yeah. Yeah.

And you currently have another 17 properties in escrow. Correct. So what are some key, you know, instrumental things to help you get from, you know, doing a few deals, co wholesaling all of them, to getting to, you know, over 1,000,000 halfway through the year?

Victor: So, the key is like increasing your marketing. Right? Mhmm. Increasing marketing. Also too, you know, you you also need to get, you know, more acquisitions.

You know, more people making offers. Right? So we have, our primary, acquisition, managers is Dominic. And he's he's our primary guy. And because he's good, like, he he can close deals.

But also too, like, I I realized that if he has too many leads, he's he's not able to to just follow-up. Right? Mhmm. And so what we started doing, like, anything that had more than 30 attempts, I would give it to other acquisition managers. And it's funny, he increased his deal flow and so did the other guys.

Yeah. Because he was focusing on fresh leads. So I think focusing on fresh leads, increasing your marketing, doing one more than one marketing channel. So we do cold calling, we do texting, you know, we do PPC, we do some mail. So a little bit of everything is really the key.

You can't just be set in one way of marketing.

Steve: Yeah. So the first thing was don't over lead your acquisition managers.

Victor: Correct.

Steve: So one concern with sales guys, particularly top sales guys sometimes, is, like, hey. You're taking food out of my mouth or out of my family's mouth. Right? Like, how dare you

Victor: Yeah.

Steve: Give my lease to someone else. Yeah. Was that a challenge here?

Victor: No. Because we, like, we sat down, like, hey, listen. I'm looking at the deals in escrow. I'm, like, if you notice, like, it's everything that has under, like, 25 attempts. Mhmm.

Like, everything is, like, like, on the second, third, seventh, fifth, tenth, eleventh, twelfth. And then there's a few up to 25 attempts.

Steve: Mhmm.

Victor: I'm like, you should just focus on everything that has under 30 attempts. She's like, yeah. You're probably right. Right. And so we started doing that, and and it did it did make a difference.

Steve: Got it. And you said increasing marketing. So, how many markets are you in again right now?

Victor: So now we we because now it shifted. So so we went from, like, cohost only with Kegley. And then and then Which meant Phoenix only? Was Phoenix only. Yeah.

Steve: Okay.

Victor: And then, COVID changed that because, you know, there was a point where everyone's deals got canceled. Mhmm. And so, you know, we had to then start hustling, you know, finding other other other ways to disbow properties. And then we started selling the hedge funds. Mhmm.

And so with hedge funds, you just you go in whatever market they're in, in their buy box, and that's how we would target.

Steve: So you figure out where all the, hedge funds at? Yeah. Figure out their buy box for each market.

Victor: Correct.

Steve: And then market to those houses.

Victor: Yeah.

Steve: Got it.

Victor: That's all we did. And that it worked for for a long time.

Steve: It worked for a lot of people for a while.

Victor: Yeah. Really well.

Steve: Yeah. How's that part going?

Victor: So now they're still buying, but their offers are I'm I'm better at which I'm what I'm doing. I'm buying it myself and listening on MLS. Yeah. So or or just kinda hoteling it. Yeah.

Or I'll even I'm even doing, like, a light cosmetic rehab, you know, paint carpet, you know.

Steve: But their offers no longer make sense for you? No. So did you turn off the marketing in those markets now? Or, like, are you still going hard in those markets?

Victor: No. So we shifted. So now I'm not buying so much based on that buy box. Now it's more, the what we were doing three years ago. Mhmm.

So just regular basics. Basics, more distressed properties. I don't care about the age. I'm buying pretty much anything. Mhmm.

Whoever's more likely to sell. Like, you ask yourself, like, who's more likely to sell at a discount? Like, who's that person? And that's that's what we target.

Steve: You find the avatar.

Victor: Correct.

Steve: Yep. Yeah. So then are you back to Phoenix only?

Victor: Or No. So now we actually increase. So now we're I'm from San Bernardino, Pinal Cano, Pima County, Pima County, Maricopa, Texas, all the markets in Texas, Florida, like, all the way to to to Florida. Everything in between. So we're hitting probably, like, 26 states.

26 cities.

Steve: California to Florida and everything.

Victor: Everything between except for we don't do, Mississippi and we don't do New Mexico.

Steve: Why don't why don't you do Mississippi?

Victor: We haven't had much luck there.

Steve: Yeah. I mean, the margins are pretty tough.

Victor: Yeah. We haven't had much luck.

Steve: Like, the average fee is like 3,000 or 4,000.

Victor: Yeah. That's pretty bad. And in New Mexico, it doesn't seem to be much demand.

Steve: Man, we did Mexico. New Mexico. Yeah. It was.

Victor: It was rough. Right? Rough.

Steve: Yeah. Fortunately, we broke even.

Victor: Oh, that's good.

Steve: Right? Because we're spending 15 k a month in marketing. Right? We should jump right in, 15 k a month on TV. Yeah.

Fortunately, we broke even. But, man, that was brutal.

Victor: Yeah. Yeah. I've heard. Yeah. We tried it too, and we did one deal there, but it wasn't it wasn't that big.

Steve: Okay. So now you're still hitting a lot of markets across the country.

Victor: Correct.

Steve: So how do you even manage all of that? I mean, it's it's it's gotta be, like, some sort of logistical nightmare.

Victor: Well, it is more work, but so we're hitting very targeted data. Right? So absentee, depending with some out of state on, but more absentee, high equity. Right? That's really what it is.

But there's only so many records in each city. Absentee out of out of state or absentee high equity. There's there's only so many records per per city. So the more opportunities we have, the more the more leads and deals we'll get. So I wanna pull that data in multiple markets to increase my my opportunities.

Right? It's all about increasing opportunities. So we hit that data in multiple markets.

Steve: And I know that you've started to transition into wholetailing. Yeah. So is it, like, some markets you wholesale, some markets you wholetail?

Victor: No. It's all on price. So the reason we started wholetailing is we had we had two deals. One deal I had in California. The buyer, he walked it, and he's like, I'll take it.

And so we got it for, like, 70,000, and we signed it for 96. I forget exactly. And then the the day before closing, I think I was in at Chris Rood's event. He's he tells me, he's like, hey. I need pictures.

I'm like, well, you already walked it and you already, signed the assignment. He's like, yeah. But I didn't walk the inside. I just walked exterior. I'm like, but we're closing on Monday.

This is a Friday night. He's like, we're closing on Monday. He's like, yeah. But I need pictures. I'm like, dude.

I can't get you pictures right right away. Like, it's not gonna happen. Yeah. I'm like, you know what? Forget that.

And so I just said, you know what? Don't worry about it. That that's fine. I just canceled the deal. And then so I closed it on myself.

So I had it for 72. We ended up, you know, cleaning it up, painting it, some some minor stuff, sold it for $1.60. Yeah. So, like, I'm like, okay. Wait a second.

Like, I gotta I gotta do this again. And so we did it on a couple other properties in Indianapolis, and now we're doing it in Chicago. Now we're doing it in Alabama. And so now Florida now we're doing it as much as we can because the way I see it, if if someone's gonna right now, guys are buying at 65¢ on the dollar. Some 70, if you're lucky.

I I don't know anyone that's selling that $80.85 cents. That's tough.

Steve: Those days are those days are tough.

Victor: Unless unless there's a there's a good fund out there that's different.

Steve: Those days are are pretty much done for now.

Victor: For now. For now. Yeah. They are gonna come back strong. Yeah.

I think now I think next year, they're gonna come back super strong. Yeah. But for now, they're done. So I'm thinking, like, well, if if it's at 65% of ARV that he's gonna buy it, I'll just buy it my I'll be my own cash buyer. Mhmm.

I'll just I'll I'll get the hard money and then listen on MLS myself. So that's what I'm doing. Who's funding your deals? So I got a couple funders that that I work with. Mhmm.

So so now, actually, I I I offer hard money too now. So if someone wants hard money, we could we could provide them hard money as well.

Steve: So then this is like a a big company like Kiavy? Or this is, like

Victor: Private private private guys.

Steve: Private guys.

Victor: Yeah.

Steve: Private guys in the pockets that will lend you money on the deals. Correct. And then you can also lend their money.

Victor: Correct.

Steve: So how did how did you develop those relationships?

Victor: Just would sell them a lot of deals. And and then he was like, well, hey. If you if you want me to fund so many deals, let me know. And so I I'm like, alright. Cool.

Yeah. And so I started finding my own deals. And then I got in touch with another guy in South Africa that that also does it. And and now, I mean, there's if if you just show them that, you know, what you're doing, you know, you'll you'll be able to get funding.

Steve: Right.

Victor: Yeah.

Steve: Now, along the way, you connected with some hedge funds. Yeah. And it was funny. Like, I bumped into you at the IMN conference. Right?

Victor: Correct.

Steve: Like, we're just hanging out. I'm just I'm going there with my guys. You're going there with your, I mean, your crew. It's not even, like, a guy or two.

Victor: Right?

Steve: You went there with your crew.

Victor: The collective greatness. Yeah.

Steve: But, you know, at some point, you were working with hedge funds. Talk about, that experience and how you got there.

Victor: So we had a deal that we had in, in Austin Austin, Texas. And, it's a good market, but I just wasn't getting It

Steve: was on fire.

Victor: Yeah. Really good market. But, on this property, I just wasn't getting that many offers. I'm like, woah. That's weird.

So I just kept looking, and then I I started looking at buyers in that area. Mhmm. And then I found a buyer, and I looked them up. And I'm proud of you, and it says they own 23,000 properties. I'm like, woah.

So then I it took me some time. I figured out who they were.

Steve: Mhmm.

Victor: Because they don't buy the LLC name isn't the name of the company. So I was able to find them, and I just reached out to them. And I called them for three months straight. Yeah. And they just wouldn't take my call.

Steve: Of course. And then Everybody's calling them.

Victor: Yeah. And then finally, they're like, listen. Reach out to this guy, in Phoenix. Mhmm. And, and it just he just so happened to be in Phoenix.

And so I called him. We started chatting. We hit it off, and we ended up doing a ton of business together. Yeah. Like, a lot of those.

I don't know. 203 I don't know. Ton of those.

Steve: Right. Yeah. But that's dry right now.

Victor: Yeah. Well, like I said, they're still buying, but they're just the offers are low.

Steve: Right. So we had to buy them even deeper, which makes it even harder, which goes back to might just close on ourselves

Victor: Correct.

Steve: And list it. And at some point along the way, you became a cartel member in an investor list.

Victor: Yeah. So talk about that. I think and it was like Nick Perry was a cartel member and then a couple other guys, and I think well, I was one of their the the newer guys to join, or the older guys to join, actually. Just yeah. Robert did a a pitch test, and the guy is freaking genius.

Yeah. I'm like, yeah. I'm in. And I'm pretty frugal. I'm like, man, that's a lot of money.

That's a lot of money. But I saw the value, and and, yeah, it's paid for itself.

Steve: Yeah. Like, how much have you made using an investor list?

Victor: Oh, man. I here's the thing. I have we haven't taken advantage of it like other companies have because our business was was hedge funds. So we didn't really need it,

Steve: to

Victor: be honest with you. But for all those deals that we couldn't sell to the hedge funds, it was still worth having because I could still sell deals, to, you know, on the investor lift. So even though we didn't need it, like, maybe other companies did, I it's still super valuable. So I don't know. Maybe, you know, 300,000 with it.

Steve: I think it was was it you? Like, we were talking about, like, there was one property in middle of freaking nowhere. It was, like, in Texas or New Mexico or something, and, like, you couldn't find any buyers on Facebook or anything else. And then you and you you're able to

Victor: Oh, dude. I've I've sold deals in Washington state Mhmm. In the middle of nowhere on InvestorLift in California. Like, yeah, we've sold it a lot. May maybe it's more maybe $3,400,000 a year.

I don't know. It's it's been quite a bit. It definitely pays pays for itself.

Steve: Yeah. So And then, I I saw her in the notes that you take full credit for for launching this podcast. Correct.

Victor: Yes.

Steve: Let's talk about that.

Victor: No. I'm just kidding. I I think I just I I plan to see the idea. Right? So

Steve: Well, I mean, so it was really cool. I got to do a podcast with Dean Graziosi Yeah. Last month. Right? So the July.

Victor: Yeah. That was cool.

Steve: And Dean Graziosi, I was only at his event. Mhmm. Because this is right right around the same time I met you door knocking.

Victor: Correct.

Steve: Yeah. So, like, I actually prospect people. Like, I believe in prospecting. We don't just talk about it. Yeah.

Right? So I met you door knocking. Right? And then, you're like, hey. Look.

I'm going to this event. I got an extra ticket. It'll be my guest. Yeah. It's like, sure.

Right? What could it hurt? Ironically enough or not ironically, but it was the same weekend as my, grandmother's funeral. Right? So it was like, that wasn't planned, obviously.

Victor: Oh, that's right. I remember that. That's right.

Steve: But I literally went from the funeral, right, to the event. Yeah. And that's when, you know, we were sitting there, and there was two things that happened at at that event. First one, we got to listen to Brandon Burchard.

Victor: Yeah.

Steve: Right? Talk about everyone wants to hear story. Exactly.

Victor: I was

Steve: like, yeah. Whatever. Right? And he's one of the things he says, like, start a podcast.

Victor: Yeah. I

Steve: was like, I don't know. Like, maybe we'll start a podcast. And I talked to you, like, dude, do the Yeah. Do the podcast.

Victor: Start the podcast. Yeah. Because I remember you told me. I'm like, man, it'd be great to, like, associate ourselves with all these guys that we knew were killing it. Right?

Steve: Right.

Victor: I'm like, dude, start a podcast. Yeah. That's if you wanna get to know them, that's the best way to do it. I mean, that I mean, it's a no brainer. Right?

Steve: Well, obviously, you are accurate.

Victor: Yeah.

Steve: So everyone that's watching, you know, like, send send him, I don't know, a Starbucks gift card or something. Follow him on Instagram at least. Yeah. Right? Yeah.

At least. Right? Yeah. At least. Because there would be no podcast Yeah.

If you didn't ask me to to be your guest.

Victor: Yeah. Well, thank you. I appreciate that. Yeah. Yeah.

Yeah.

Steve: The other thing, I had expressed frustration with you Mhmm. Because we had our own app, OfferFast Yeah. Right, which got acquired by InvestorLift. But we had our app, and I was like, Vic, like, I wanna ship it. The team won't let me.

Victor: Yeah.

Steve: They want it to be perfect. They want it to be better. Yeah. And what were you saying?

Victor: I'm like, dude, just do it. Like, like, just do it.

Steve: Yeah. So you're, like, sending me, like, images of, like, or or gifts. Like, ship it. Yeah. Right?

And I would take all those. I just forwarded it to my team.

Victor: Yeah. That's funny. What what you know, like I said right now, like, Dropbox, which is a multibillion dollar company, when they launched, they didn't have a product. They they created a sales video for their product, and they didn't have a product. And then they got enough demand for it.

Like, okay. Yeah. Let's do it. And then they Let's

Steve: do it.

Victor: Then they created it. So it didn't exist. So

Steve: I had no idea. Yeah. About that. That's that's

Victor: And actually, I've learned that from there's a a friend of mine, Naveen Thirakom. What's up, Naveen? He, he's a very successful guy. He's done, like, 3,000,000,000 in in exits. And I went to he had an event and, he was like, yeah.

Most of these companies, like, they don't have a product yet. They create the idea for the product and they do a sales video. And then if they get enough feedback, they'll get funding for it. And then once they get funding for it, then they they hire the engineers to create it. Yeah.

So I was like, wow. That's nuts. Like, you wouldn't think. He's like, it happens more than than you think. It's pretty nuts.

Steve: So then I wasn't planning on doing this Yeah. But since we're talking about it. Right? I posted in the Facebook group, like, hey. You know, if we started a sales manager training program, like, who would be interested in this?

Right? Yeah. When we talk about, like, you know, if we can teach people how to onboard salespeople or I'm sorry. Source salespeople because, I mean, how easy is it to source good quality salespeople? Yeah.

Right? We can teach you how to source quality salespeople, how to onboard them effectively so those be right from day one Yeah. Versus, like, hey. Just watch me. And if I train them and then, we showed you how to effectively manage them

Victor: Mhmm.

Steve: And then how to retain them. Because what happens to your top acquisition people when they leave?

Victor: Yeah. They either start their own thing.

Steve: They compete against you. Yeah. Right? So if we could help someone do that, right, if I could find someone that was doing a 100 wholesale deals a month and bring them in to teach that, is that something that you would buy?

Victor: Oh, totally. 100%.

Steve: So that's something that if I had enough people say yes, I'd do it, then Yeah. We should launch it.

Victor: Yeah. Got it. I totally. 100%.

Steve: Alright. So we're working on that. Yeah. We're in the final stages of negotiation. Yeah.

So alright. So then let's talk about, we talked about, you know, the scaling component. Right? So we've talked about a high level you're you're scaling. But let's talk specifically.

Right? Your organization as it as it looks today, what does your company look like right now as far as, like, you know, all the seats?

Victor: So we got 25, people total. 20 are in house, and then I got five, outside. I had I had 36, but the company wasn't doing well, so I just I stopped using them. Mhmm. So we had a high as high as 36, but now we got 25.

So we got one, primary acquisition manager, then a Spanish acquisition manager, and then we have, two others that that one generates his own leads Mhmm. And then one that hits up, like, you know, dead leads, you know, you know, not interested or, you know, they lost interest and, you know, trying to trying to revive them almost like a lead manager. Mhmm. And then every everyone else is, cold calling. And then I got, two girls that text.

Steve: Got it. 25 Yeah. Salespeople.

Victor: Oh, they're they're cold callers. And not those cold callers. So there's four four acquisitions that we are in the restaurant.

Steve: Selling. They're selling something.

Victor: Yeah. I do I do train them a lot. Yeah. So, yeah, I do train them a lot.

Steve: Yeah. So 25 people, two of them texting, 23 people on the phone one way or another.

Victor: Correct.

Steve: Yes. Man, that's a massive army.

Victor: Yeah. Yeah. Pretty much. It I mean, there's guys that are bigger, but I think it I think we do okay.

Steve: I mean, you're basically a call center.

Victor: Correct. Yes.

Steve: Right. Yeah. It might not be a massive call center, but you're basically a call center.

Victor: Yeah. Basically. Yeah.

Steve: That's what we are.

Victor: Now you

Steve: said in house.

Victor: Well, in house, we don't have an office here, but but, like, I don't hire outside companies. I do, but most of my staff is, like, works I pay them directly.

Steve: Okay. So then of the you said, you know, 20 in house, five outside. So does that mean those five are outsourced?

Victor: Those five are outsourced. Yeah.

Steve: Okay. And those

Victor: are 20 calling.

Steve: When you say 20, is that VAs then? Or that's like these are 20 Americans.

Victor: They're, well, they're they're Mexicans.

Steve: Okay.

Victor: They're all in Mexico except for, one. One is in The US. Alright. And everyone else is in Mexico. So it's it's only me me and and one other person, Dominic, here in in The US.

Everyone else is Mexico. And then we have five in Egypt.

Steve: Okay. And then then, I guess, are those in in Mexico, are these from your relationships? Or Correct. Yeah. So, like, because of the roots?

Or

Victor: Yeah. Well, it's it's funny. Yeah. It's it's just by chance. So I was we went down to Rocky Point, and and then actually Jacob Blank and, you know, David Blank at the time, they they went down there too because I I kinda told him the story.

I met, with my my wife's cousin and his English was perfect. I'm like, he's never lived in The US, has he has he? He's like, no. I'm like, his English is perfect. Mhmm.

Steve: He's like,

Victor: oh, yeah. He works at a call center. I'm like, oh. I'm like, hey, dude. You wanna get a call center?

He's like, yeah. I'm like, you want a job? And then he's like, sure. And so I gave him a job. He's like, hey, man.

They just closed the call center. There's 25 agents looking for a job. I'm like, let's hire as many as we can. Yeah. And so that's kinda how it it developed.

And then also I used Upwork and, you know Mhmm. Fiverr and looking for people. But but that was how we built most of our team.

Steve: Happened to find one

Victor: Yeah.

Steve: Co call center employee

Victor: Yeah.

Steve: And then that one just happened to magically close.

Victor: Correct.

Steve: Yeah. Nothing to do with that.

Victor: Well, no. I mean, I hired them.

Steve: I'm just saying, like, you know, like, the whole you were saying in in in the produce business, there's some some cartels in there. Yeah. And they're very suggestive in certain ways.

Victor: And Oh, correct.

Steve: And you wanna shut that down. Right?

Victor: Yeah. Well, that's why we didn't we had never opened an office down there. You know what I mean? So

Steve: Yeah. Yeah. Okay. So then you got 25 people on payroll one way or another Yeah. Selling.

Yeah. What about the rest of your company?

Victor: So then and then my wife does dispo, and she helps me with with, you know, just a lot of dispo. And then we have another girl that's in Saint Lucille that helps with that as well. And then I have another assistant in The Philippines that's been she's been with me since the beginning. So, and she's great. Her name is Joyceine.

And so she helps me with just a bunch of critical task and, you know, helping with data management, etcetera. And then we have another guy in also in Mexico that helps us, with dispo. He's, like, my wife's assistant. So we have three people doing dispo. Mhmm.

But I would say, you know, my wife's full time, and the other two are more more part time. But also the one helps me manage a a team of callers that we have in in The Caribbean as well.

Steve: Got it. And then data, you say, you you feel has been really important to your to your, to your journey.

Victor: Yeah. Can you

Steve: talk a little bit more about that?

Victor: Yeah. So, you know, we just I like to really analyze, where our deal deals come from. So you just you look at your deals and, like, okay, most deals come from, you know, this this year, build house, or this type of seller. And so after a while, you you start seeing patterns. Right?

Mhmm. And so I'm like, okay. Well, so that's the pattern. I'm gonna focus on that data. And that's what we do.

We just we just replicate the the what's working for us. You know?

Steve: Right. So where are you pulling data right now?

Victor: So we pull from PropStream.

Steve: PropStream.

Victor: I know some guys like ListSource more. I've used both. But I PropStream is just as good. You know, every time I go to go to PropStream, I look up a property. All the data is correct.

It's pretty accurate. So I like it. Yeah. I think I think ListSource, you could be a little more technical with how you pull data. But since I'm I'm pulling large amounts of data, it it works for us.

Steve: Yeah. So, you know, one of the things, you know, we we use premium, list that, you know, supposedly, you know I mean, we know it's it's, we have a higher conversion rate.

Victor: Yeah.

Steve: But, you know, like, when when we've used PropStream in the past, we found that, by the time it's on PropStream, it gets, like, super competitive. Right? Are you finding that is it just because we're in Phoenix that's the case, or are you finding that, like, across the country?

Victor: Well, I mean, I think all these companies are kinda data aggregators, aren't they? I I I think so. I'm not sure if ListSource gets their data before PropStream does. Yeah. They might, but I I don't know.

Steve: Just talking about ListSource. I'm talking like, you know, Audantic, investor machine, that kind

Victor: of stuff. Oh, well, yeah. So Audantic is that that's, like, that's, you know, our what artificial intelligence, I think, was mostly used machine. Yeah. So so that's really good data.

Like, I do know it, but it's expensive. But I know that's good data. Actually, we're we're looking into that right now. So, yeah, I think that's that's definitely better than than perhaps you. But but you're paying a lot more money for it.

Steve: We are. Yeah. So then, I guess, my question is, like, in our experience in Phoenix Yeah. Right? We look at Adantic, we look at Investment Machine, and we look at PropStream.

We could talk someone on Adantic and and Investment Machine. Yeah. And we're, like, one of the few. Right? Call on PropStream is, like, you're the goddamn caller.

Victor: Oh, yeah. Right? Yeah.

Steve: So are you finding to have similar challenges in other markets versus when you guys are calling PropStream in Phoenix? Or is it, like, across the country like that list

Victor: is not burned, but, like, exhausted. I think Phoenix is more competitive than most. You know, Phoenix, Atlanta, Tampa, Orlando, those markets, yeah, they're it's pretty competitive. Yeah. But we don't find that as much.

But, yeah, pretty pretty much anyone you call it, they're gonna be they might be talking to somebody else. Mhmm. So that's gonna happen. Right?

Steve: Right.

Victor: But, yeah, I I I do think, like, a list from from PropStream or ListSource doesn't compare with Audantic. Yeah. Because, you know, the the systems they use are just they're really complex and and they're pretty, powerful. Right? But also you're paying, you know, 25,000 a year per county.

Steve: Sure.

Victor: So or or what is it? Whatever 30,000 a year.

Steve: So then with with PropStream, is there any particular list that you really like? Or is it just, I know when we were using it a lot, it was, properties with, liens.

Victor: With liens. Yeah. Yeah. So no. I just I do absentee.

Absentee. Absentee high equity. That's that's because if it has a lien, it's gonna be thrown in there. Right?

Steve: Mhmm. I

Victor: yeah. I don't like owner occupied, and I have a lot of friends, you know, even guys in in our mastermind collective greatness that that do owner occupied. I just think right now, like, with interest rates, you know, almost hitting 6% Mhmm. You know, a person isn't gonna sell their house, you know, if they have a mortgage at 3% to buy another house with a mortgage at 5.5%. That doesn't make sense.

So I'm not gonna hit that data. Just to me, it doesn't make sense. Yeah. You'll get deals from it. I agree.

Steve: For sure.

Victor: But I rather not waste my resources

Steve: Mhmm.

Victor: And focus on someone that that doesn't really care about the problem. Not that they don't care, but they're not as connected to the property as someone that's living there.

Steve: A little more disconnected.

Victor: Correct.

Steve: So then as far as texting, if you're texting as a as an avenue, what are you guys liking right now for texting?

Victor: So everything we call, we text.

Steve: Mhmm.

Victor: So abs again, absentee, high activity.

Steve: What tools tools are you using for texting? Because texting is kinda getting, like, it's I feel like it's whack a mole. Right? Like, this month, this works. Yeah.

Next month, that works. Yeah. Like, we're constantly shifting Yeah. To text.

Victor: So we used to use batch. Mhmm. But then, you know, it's it's just it's getting more challenging. And, so right now, we're actually using Roar.

Steve: Using it.

Victor: So

Steve: you want back to Roar. I mean, not back maybe not you go back to Roar, but, like, we kinda go through, like, this journey. Right? Yeah. We use Roar.

Victor: Everyone was Roar, and then everyone went to batch.

Steve: So when

Victor: Batch is great. Mhmm. But I don't wanna say too much, but but Roar is, But

Steve: you're back to Roar.

Victor: Yeah. Back to Roar. Yeah. There's four reasons for that.

Steve: So Yeah.

Victor: Yeah. And and and a Batch is a great company. You know, Jesse, you know, he's he's a great dude. But Right. You know, but for texting, and we used to use batch.

For all our data management, we used to use batch. So we upload everything to batch.

Steve: Chillings. Yeah.

Victor: But we used to use batch.

Steve: Too busy to listen

Victor: to the chat. Yeah. Exactly. But but, we used to use batch for data management. Mhmm.

But for texting, Roar just seems to work for us.

Steve: Yeah. So, I wanna answer the audience's questions. So guys, ask your questions. I'm gonna ask a couple more. So I guess for me, just, you know, being really curious, because we're taking down more deals as well.

Yeah. I don't love it. But

Victor: Correct. I love the spreads. I do love the spreads.

Steve: Buyers are crazy right now. Yeah. Or our traditional buyers that we would sell to are being extremely cautious, which is, like, that's their business. That's fine. Yeah.

But it's, like, they're all extremely cautious.

Victor: Correct.

Steve: Right? Yeah. But the market's not crashing. At least we're not seeing signs of it. So how are you I guess, right now, how many properties do you have that you're actively wholetailing at the moment?

Victor: So right now, we actually so we have 17 in escrow. We have four that we already I closed closed on one today. No. On the twenty second. Mhmm.

Two days ago. I closed another one, like, two weeks ago. And then we're closing on another three in the next, you know, ten days. So we're doing that more and more Mhmm. Because if someone offers me 65% of ARV, I'm like, well, then I'll just I'll just be my own cash buyer.

Right. Because the market is correcting. Now there's gonna there and a lot of people say this. There's gonna be a 20% correction within a year is what they're saying.

Steve: Really?

Victor: That's what that's what they're saying. Mhmm. But 20% over years, you know, how much is how many what percentage is that per month? It's not that bad. One and

Steve: a half maybe. One and

Victor: a half?

Steve: Yeah. One yeah. 1.6. Yeah.

Victor: Yeah. So that's not that bad. I I'm I'm wouldn't take that risk. If I'm getting at a dis a big a big discount, I'm gonna take that risk. That's not bad.

You know what I mean? So I'll just buy it and Yeah.

Steve: If you're buying at 70, it's still worth it.

Victor: Correct. Yeah. I'm not gonna sell it to someone else for 71, 72%. Mhmm. You know?

So it depends. So one thing, I think it was, Terry Summers that said if if he needs more than 40,000 in rehab, he'll wholesale it.

Steve: Mhmm.

Victor: So I do keep in mind if he needs too much work, then I'll just wholesale it. Yeah. But if it's not too bad, I'm just gonna put on the market. There's a property we had in Indianapolis. I think we had it for $1.75.

I had it sold for $2.20. The buyer backed out or they defaulted. We kept their EMD. And I talked to the agent. He's like, well, you could probably list it for $2.20.

I'm like, like, why don't we list it for, like, you know, $2.30? He's like, I think you're too high. And I'm like, just try it. And so we listed for $2.30. We ended up selling at $2.54.

So right now, I mean, the best way to to sell properties is on MLS

Steve: Yeah.

Victor: In my opinion.

Steve: Absolutely. I mean, that's something that, we preach a lot, you know, with the with the brewer method, with novations, everything else. Yeah. So, we're gonna jump into the audience's questions. Right before we do that, we're gonna do a quick commercial break.

Speaker 2: His sales training is unbelievable. Right? There is other sales training in theory. Going through this stuff with how he breaks down his business is this is like invaluable, because there's no other way to get this type of like, this type of access with someone who's such an open book about every little thing that is completely applicable to my business.

Steve: Anyone who wants to bring that business to the next level, anyone who wants to close thirty, forty, 50% more of the deals, I mean, there's no one who wouldn't benefit from being better at sales.

Victor: I mean, anyone in real estate, anyone I mean, anyone that has any entrepreneur that has a business, not all the information may be presented to you, but time management, knowing how to work with people, having sales skills, because I think we're all in sales and marketing, and it could pertain to anybody, honestly.

Speaker 3: I would have to say it's asking questions. That's the biggest thing. You don't wanna give an answer right away. And if you're able to, answer their question with another question. And also that along the process, it's gonna be very uncomfortable talking to the sellers, asking the questions that you need to, and digging for paying.

But that's gonna come with experience. So

Steve: if you're struggling, I think this is David that you need to come to to make sure that you take your business to the next level. Alright. So on Instagram, a StayReady Investor wants to know what is your marketing budget for those 26 markets that you're in?

Victor: About 16,000 a month, about. 16,000?

Steve: That's really low. Yeah.

Victor: Well, that doesn't that's just for the callers. It doesn't include data. Mhmm. Systems. I'd say probably twenty, twenty three.

But I mean,

Steve: we were talking about days. Well, I guess there's a limit to what? 10,000 records in in CrowdStream?

Victor: Yeah. But I always buy more.

Steve: Right.

Victor: Yeah. I always pay extra.

Steve: Yeah.

Victor: I'm I'm probably 25,000 a month. Yeah.

Steve: 25,000 a month. Yeah. Not too bad, I think. I think I'm paying more than that. Yeah.

Well,

Victor: but if you're using, like, all Dante, an investment machine, etcetera, yeah, that that's more expensive.

Steve: Yeah. Bernardo on YouTube, says that he has zero experience in wholesaling. What advice would you give to someone that's a beginner?

Victor: Well, education is key. Right? So, I think now you have your courses Mhmm. Which are great. I think you have to if if you're not willing to invest, you know, 500, 1,000, 2,000 into educating yourself, I mean, jeez.

Like, good luck. Right?

Steve: Right.

Victor: I mean, people pay, you know, 15,000 a year for college and they get them out of college and they don't make much money or very little. Right? Yeah. Why not spend a thousand, 2,000 on a course? I I spent, I don't know, $3,040,000 dollars in courses, I think, in masterminds, more than that.

Actually, probably closer to 50 g's. I'd say

Steve: a lot more than that if you were in Carlos' program.

Victor: Yeah. Then Sean Terry's. I mean, his syndicate nine as well. And then I did a bunch of other guys, you know, programs and masterminds. So, yeah, I'd say fifty fifty k plus.

Steve: Oh, yeah. You were at our very first event too.

Victor: I went to your event. I mean, Chris Roods, Carlos and Salz. Yeah. I I mean You probably

Steve: spent a lot more for it. Yeah. You're just Yeah.

Victor: Roughly, I think you're

Steve: counting all of it.

Victor: Probably not. No. I try I I try not to. I know it's gonna depress me. Yeah.

But it but it it pays for itself.

Steve: Oh, it pays for itself, by a large margin. It's funny you bring up college because, you know, I look at, like, the guru industry gets slammed. And for the bad actors, I think it totally Mhmm. Guru industry industry should be slammed. I think guru should never be slammed, but the guru industry that, you know, has the bad actors that we're not calling out Yeah.

Could definitely be slammed.

Victor: Yeah.

Steve: But I think college is way worse. You know, you look at these people that are walking out of college with 6 figure debt, and their degrees are useless. Like, you shouldn't be allowed to sell something that you know is a bad product. And, like, talking about a liberal arts degree, I apologize for anyone that might have been here. But, like, a liberal arts degree that you can't do anything with we can't get a job Yeah.

With that degree is far worse than paying some scammy guru. It might

Victor: be I think education is key, but it needs to be specialized knowledge. Yeah. If it's not specialized, I think you're wasting your time. Right. Also too, I think, you know, some Ivy League schools are great for the the network Mhmm.

The contacts. Like, that's huge. Right? But, yeah, it has to be specialized. If not, it's not worth it.

Steve: Yeah. So but you talk about, you know, the going to, you know, an Ivy League school. Right? So, you're paying 50 k a year. So $200, $350 for relationships.

Yeah. But you just called call Amherst for three months in a row Yeah. To get that relationship. You don't have to go to Harvard to get that relationship.

Victor: Exactly. No.

Steve: Right? You just hard earned grit.

Victor: Yeah. Just yeah. Just put the work in.

Steve: Yeah. Yeah.

Victor: So Just pick up the phone.

Steve: Pick up the phone and work. So Ingrid, saw just an article that we're in a real estate recession. I would love to know what that means exactly because I I have no doubt that the market's declining. Yeah. I would love to, hear more about that.

So, b ball on Instagram, what platform do you recommend for a new wholesaler used for pulling a list? So you talked about PropStream versus ListSource a moment ago. Yeah. They're asking Batch or PropStream?

Victor: I know I haven't used Batch to pull a list, but I know they're they're they they have that now. Mhmm. I think it's a great company. I I think you're good with both.

Steve: Yep. Being really PC here. Really politically correct here.

Victor: But I'm just being honest. I think Alright.

Steve: Put a gun to your head. Which one are you picking?

Victor: I haven't used a batch for data. So a prop stream. But no. But I think both I mean, honestly, I use batch. I've been using batch for three years now or two years.

So

Steve: I mean, you've hurt my team. I threatened them before even walking through. Right? So you know.

Victor: So I think batch is great. I think it's a great honestly, like, my business would not function without Batch, and it wouldn't function without PropStream. They put it that way. So

Steve: Yeah. I'm with you on that. So, SlimStream on Instagram, where are you skip tracing from?

Victor: So a dataskip.io. It's a credit bureau data. So it's it's actually my my good friend, Mike Martinez, company. Mhmm. It's his Instagram is f k a m, Mike Marco Martinez.

He has a skip tracing company.

Steve: It's a very unique handle on Instagram.

Victor: Because he's very he's very aggressive.

Steve: He is. He is. Yeah. Super nice guy.

Victor: Super nice guy. The one of the nicest, genuine, most giving guys A very

Steve: hardcore CRM. But he

Victor: but he's he's aggressive. Yeah. He'd actually moves like, he's the fastest mover right now. Like Really? He might have you oh, yeah.

Have you done this? Oh, yeah. I I started doing that two weeks ago. I'm like, oh, well, yeah. He just moves super fast.

Yeah. But that's why he does so well. I mean, the guy does he's probably the the most successful guy you know.

Steve: Yep. And then, Ingrid says loan application is now at the levels we were in the year 2000. So that's interesting. Yeah. I got a couple people think you're the goat.

So that's nice.

Victor: That's cool. Appreciate that. Thank you. But, yeah, I think I think there is a we're in a recession already. Mhmm.

I think there is a correction coming

Steve: for for housing. They said technically, we're not in a recession.

Victor: Well, whoever said that it changed the rules because that's not the case. We are in a recession. Like, two two continual quarters of, I

Steve: mean, back in my day. Right? That's what we called it.

Victor: Exactly. So yeah. But, but I I do think it's coming. Now here's the thing. The stock market's crashing.

If it if it if it gets to the point where it crashes really bad, it might bring everything down. Mhmm. But, yeah, we're definitely in a recession, and and real estate's definitely coming down. I I think it's gonna be twenty, twenty five percent less by next year. I'm not worried.

Still make money.

Steve: I'm not worried at all about what's going on here. You know what I'm worried about?

Victor: What? You're

Steve: reading what's going on in China?

Victor: I've heard some stuff, but but what specifically?

Steve: Oh, remember last was it earlier this year or or or end of last year? Like, that they defaulted on, like, a billion dollar loan. Right?

Victor: Oh, yeah. Evergrande? Evergrande.

Steve: Yeah. Yeah. Right. And now, like, everyone's defaulting?

Victor: I've been hearing, rumors of that. Yeah.

Steve: I mean, it sounds like China could be going through worse than what we went through in 2006 through '8

Victor: Yeah.

Steve: Or 2007 through '11.

Victor: So I follow a couple guys, because I because I I'm shorting the the stock market. So I follow a couple guys, and a lot of guys are extremely bearish on the stock market and the state of global economies. Like, people are, like, talking, like, really bad. I mean, I'm not really buying into it that much, but anything's possible. Right?

Yeah.

Steve: Well, yeah. Because you had your event. Right? I got a chance to speak, which was thank you for having me there.

Victor: It was great too, by the way. Yeah. Yeah. Everyone loved it. So a couple couple people said they they enjoyed yours, like, more than everyone else because

Steve: Oh, really?

Victor: Because the way you discussed the, leadership, like, how important leadership is. Mhmm. And it was really insightful. I was like, man, that's that's really good. I even I thought it was really good.

Steve: Yeah. Well, you know, you suck enough something for fifteen years.

Victor: Yeah. You

Steve: learn a few things.

Victor: Exactly. Yeah. Yeah.

Steve: And I got to share some things. Right? I don't really talk about it publicly, but

Victor: I got

Steve: to share some, like Yeah. Challenges and failures I faced within my own business.

Victor: Yeah. Exactly. Yeah. You're very vulnerable.

Steve: Yeah. Yeah. Yeah. So thank you for that. Yeah.

Victor: So,

Steve: yeah, I understand, like, Preston Brown was there. Shantara was there. And I think those are the two that were kinda, like, hey, like, this market is gonna be interesting.

Victor: Well, so does Cody Cody Sperber was there too, and he is very bearish on the market too. Yeah. They all are. So Like, everyone's bearish on the market. It's pretty

Steve: fascinating to see where this all goes.

Victor: Yeah. Yeah. But I'm excited because there's gonna be opportunities. Like, next year, there's gonna be a ton of deals out there. Mhmm.

A ton of deals. Like, there's more foreclosures now. There's gonna be a lot more deals. People are gonna realize, oh, shoot. You know, the market's crashed.

It might crash more. I need to sell. So there's gonna be a lot more opportunities next year. Also, once the market hits the bottom, the funds are gonna buy heavy. Like, the hedge funds right now, like, they're sitting on the sidelines with billions and billions of dollars.

They've told me this directly.

Steve: And they're kinda, like, letting the market free fall

Victor: Correct. So they

Steve: can buy it deeper.

Victor: Correct.

Steve: Yeah. Yeah. It's not like they're like, oh, no. We're never gonna buy real estate again. They're like, well, let's just altogether stand on the sidelines Yeah.

See what happens, and then eat eat at the table.

Victor: Yeah. I think, my friend, Byron, he said funds are like, you know, the way they buy is green light, red light. Green light, red light. There's no, like, yellow. There's, you know, they it's they they buy and they stop buying.

Steve: There's no proceed with caution.

Victor: Yeah. Yeah. So but right now, they're they told me we're just trying to find the bottom. Once we find the bottom, like, they're gonna they're gonna invest a lot of money in the market. Yeah.

So there's gonna be a lot of opportunities next year.

Steve: And Blackstone raised, like, $50,000,000,000

Victor: Yeah.

Steve: Right, for this. Yeah. That's for me. Like, I don't really think that we're gonna have this bottom that other people are are anticipating. Now you mentioned

Victor: I hope we do, to be honest, because it's it's gonna be better for us.

Steve: It is gonna be better for us. Yeah. So you mentioned next year, there's gonna be more foreclosures. Do you mean there'll be more foreclosures as in bank owned properties, or do you mean there'll be more preforeclosures opportunities for us to purchase?

Victor: I think both. I think both.

Steve: You think so?

Victor: Yeah. I think so. I mean, not like in 2008, but, yeah, I think so.

Steve: So much equity. Like Yeah. Like, we have literally 30% appreciation.

Victor: Oh, there I mean, no. I mean, everyone has that's the great thing. So I like, I did I did wholesale in 2008. Mhmm. Everybody was upside down.

Right. So we it was hard to get those.

Steve: Oh, yeah. So you had to buy the trustee sale

Victor: Yeah.

Steve: Back in 2008.

Victor: Exactly. Right. But right now, I think there's a lot of people have equity. But if they're already defaulted on their loan Mhmm. They're not gonna be able to refi.

Steve: You know? Right.

Victor: Loan modifications aren't as as big as they were back then, so they're gonna have to sell. Right? So, there's gonna be a lot of opportunities. I I I think it's coming.

Steve: Yeah. Which isn't it'll be interesting to see. I think there'll be a lot of pre foreclosures. I don't think there'll be as many foreclosures as we might as you might think. That's just my yep.

Victor: My

Steve: Yeah. Speculation, though.

Victor: I I don't think, like, not like 2,002 thousand $8.09. Yeah. But but I think it'll be a good amount. Because here's the thing, a lot of people have stopped working because they're getting we got all this money from from the government. Right?

I know. You know? So I think a lot of Did they stop working? Well I

Steve: think they all started their side hustles. I think that there, I think that there was an uptick in wholesaling after COVID. Yeah. I guess, speculation, nothing to verify that on. I know the real estate schools got crazy.

Victor: Yeah. And they did.

Steve: So I think everyone that was, like, waiting to, like, start my own business got the green light because they got paid to network. Yeah. So they're like, alright. You know, that econ thing I was looking at, that, wholesale thing I've been watching. Right?

All these, YouTube ads. Maybe I'll take another jump into that. Right? And I don't know what other crazy other side hustle industries out there. Why maybe, like, couch flipping, whatever.

Victor: Right? Forex.

Steve: Forex. Yeah. You know, day trading.

Victor: Yeah.

Steve: A lot of guys got into crypto, and they got crushed.

Victor: They got crushed. Yeah.

Steve: Right? But there's I think there was a lot of people that became experts in one thing or another.

Victor: Yeah.

Steve: So I don't think they weren't working. I think they were trying their ventures. Some some

Victor: I think I think a little bit of of of everything. Yeah. Because right now, like like, for example, we're like, we're gonna open a a collection agency here in town. We can't find, staff. No one wants to work in Phoenix.

Like, we're offering, like, 15 an

Steve: hour. Yeah.

Victor: And, like, no one's no one's coming on board.

Steve: Fifteen hours minimum wage, dude.

Victor: Yeah. I know that. But still, no one wants to work. Like, you were trying to hire guys that are nineteen, twenty, 21. What are

Steve: you having them do?

Victor: It's it's collections agency. So it's, it's gonna be a cost center. Yeah. Yeah. Yeah.

But plus commission, though. Plus commission. Yeah. So and no one wants it. And then I talked to my my wife's brother-in-law.

He's like, yeah. We try to hire people, and no one's no one wants to do it. Yeah. So maybe because, you know, the pay is too low. I don't know.

But

Steve: Yes. That's I mean Yeah. Would you rather work at McDonald's washing lettuce, cooking fries, or get screamed at trying to collect that for $15 an hour?

Victor: If I could sit at a desk, I'd rather do that. But, I mean, if you like McDonald's, hey. That more power to you.

Steve: I'm not saying that's the right answer. I'm just saying that's Yeah. And that's not quite minimum wage here yet, I don't think. We're on our way there.

Victor: But Is it $12.75 here?

Steve: So 12 something here. Yeah. But I don't know.

Victor: I I don't know. I I think you're a little more, optimistic than I am.

Steve: Yeah. Yeah. But I think it's awesome. Right? Debt collection.

That's honestly, like, I've said this before. Like, that's my favorite resume, item. Right? And when we can hire someone Yeah. That's, like, the best experience you

Victor: can get. Yeah. Agreed.

Steve: Eddie on YouTube. What's the step for someone looking to succeed and crush it in the fourth quarter? Just, called you out by name.

Victor: In the fourth quarter? Mhmm. Like, right now, you just you wanna just call distressed properties and try to get them at a discount. It's really just getting on the phone and and I think it was Alex Sines that said and it was really insightful. He says, like, as soon as I started focusing on helping the seller and not getting the deal, did I start getting deals?

So, like, when you're on the phone with these these sellers, you wanna find the the problem and and solve that issue for them. You wanna be a source of, of of assistance. Right? And once you do that, you're gonna start getting the deal. So there's no magic sauce or special sauce.

It's rather just getting on the phone and try to be helpful to these sellers that that need to sell their property.

Steve: Alright. In your in your opinion this is from, Stay Ready Investor on Instagram. In your opinion, which market that you're in is the most recession proof?

Victor: Most recession proof. I think Florida is really good. Although we got hit really hard in 2008. Mhmm. But, actually, no.

You know what? Texas. I think Texas is everyone's going to Texas and Florida, but more Texas. I'd say Texas probably. And I've heard that.

I've heard right now about the guys that are struggling. The ones that aren't struggling as much is is the guys in the Texas market.

Steve: Really? Yeah. I would have thought it would be one of those markets where, like, it's really rent heavy. Like Midwest.

Victor: Okay. So Cody did a presentation, at our event, and he talked about, like, the best markets for rents. It was really fascinating. I I have to I have to get it from him. It was really good, actually.

So he talks about that. So there are specific markets that are really good for rents.

Steve: Yeah.

Victor: But I think in general, I'm hearing Houston, Dallas, Fort Worth, San Antonio are are really good markets. Austin's coming down a little bit, but those markets are are really strong. Yeah.

Steve: Right? Thing was on fire.

Victor: But the other markets are are in Texas are doing really well from what I understand. We we do a little bit of Texas, not a ton.

Steve: Yeah. And Ingrid, by the way, she's in our office here.

Victor: Oh, okay.

Steve: Yeah. She's licensed with real over here with us. So, always an active participant. Appreciate her. Are you scorecarding the hedge funds to know when to know when there's a green light again?

Victor: So what we do, we just submit submit our our deals, and then based on their bid, you know, or I quit. That that's not gonna work. And so we're we keep track of that.

Steve: So you're still sending them deals?

Victor: Yes. Yeah. Yeah. Because, you know, on some markets, maybe the cap rate is really good, the rent's high, or or they just really like that ZIP code Mhmm. Or or the school ratings are really high, and they'll give you a good offer.

You just never know. You we never wanna stop doing business with hedge funds. Even if their offers are low, we still submit deals to them.

Steve: Mhmm.

Victor: You know? So because because we still see them as our clients.

Steve: So then I guess a question for you since you're mentioning that is how does how do people send deals to you so you can send it to the hedge funds?

Victor: So I I got a website. It's, vicherdedia.com. Mhmm. So the menu bar, you click on it, and there's a resources tab, and it has, our resources, like, how to submit deals Mhmm. How to, how to get a hold of me, etcetera.

And there's also a submit submit a deal tab too. Yeah. So that's on my website, vicheradia.com.

Steve: Yeah. So, I mean, personally, I was really proud when I heard you, like, oh, yeah. Vic's the guy. Like, you have a deal with them. Like, if you want a deal and you want a hedge fund offer, like, send it to Vic.

Victor: Yeah. Correct. Yeah. Yeah. I was submitting a lot.

I was I think at one point, I was submitting, like, 25, 30 deals a month.

Steve: I mean, that's pretty awesome.

Victor: Yeah. Yeah. Yeah. It was doing really well for a while, but then their offers started just Yeah. You know?

But you And they're a good company.

Steve: We've both come a long way since, you know Yeah.

Victor: We were

Steve: just down the hall from

Victor: one time. It's kinda it's kinda crazy, like, how like, when we first met, like, we were just done starting you didn't even have the podcast. Right?

Steve: Right.

Victor: And then it's crazy too. Like, I started doing business with Jamil, and he, like, he's blown up. And then Hayes is, like, killing it. It's Yeah. And then Carlos is doing really well.

Like, it's kinda not to say

Steve: how everyone planet.

Victor: Yeah. But but when we met him, he was like he was just like

Steve: Just another guy.

Victor: Another guy. Right?

Steve: Yeah. I

Victor: mean, he was he's super smart, though. Like, he's one of the smartest guys I know. But still, it's just crazy how everyone is blown up. It's it's it's it's beautiful to see. Right?

Steve: It is. Absolutely is. Ingrid's suggestion is, to, start a collection company. I wanna say Medellin in Colombia. They got Spanish and English speakers.

Victor: That'd be a good idea.

Steve: Yeah. Yeah. And then, so USA home buyers, which hedge funds are you working with?

Victor: So we submit to all of them. So Amherst, Progress, There's Roof, Roofstock. There's there's quite a few different funds out there that are all, you know, buying. But right now, their offers just aren't very strong.

Steve: Yeah. So let's see. Like, it looks like that's all the questions we got right now from the audience. Ingrid, they make the comment. It wasn't because government was paying you now.

It's because we are able to work remote, which get more flexibility. That's a good point as well. So what is what is your why?

Victor: What is my why? Well, just to have a great life. I mean, I don't know. To me,

Steve: I just a good life when you're working in produce.

Victor: Yeah. It was good. I enjoyed it. But but you wanna leave your mark. Right?

Mhmm. Here's the thing, like, you know, not to get morbid but like, you know, unless, God comes comes, and saves us. You know what I mean? Mhmm. We're all gonna die.

Right? Yeah. So you gotta just create memories and live life to the fullest. And fortunately or unfortunately, you need money to do that. Right?

Like, we just went to Italy for two weeks with the family. And it was it was a blast. It was an amazing time. If it wasn't for the business, we wouldn't be able to afford it. Right?

So, like, if you wanna make great memories, you wanna travel the world, you know, have great food, you know, I've we've we went to Cancun a few months back, and we took my wife's, you know, her to her entire family Mhmm. And, like, her brothers, etcetera. And and, you know, we and I paid for it. Yeah. So, like, if it wasn't for the business, I wouldn't be able to afford that.

So, so my why is just, you know, having a great life, but also too, like, you need income to do it.

Steve: Right.

Victor: So, I mean, my why is just, like, live life to the fullest. That's that's really what it's about.

Steve: Yeah. That's a great point. Making memories. And, you know

Victor: And and leaving a legacy for your for your kids too.

Steve: What kind of legacy do you wanna leave for your kids?

Victor: Just, I think a good example of, of what I've done, what I did in my life. You know, I still got a lot more to achieve. Right? But it's interesting when we you know, I loved Italy, but we went to Venice. I saw the buildings and the structures that they built.

It just blows your mind, and it's like, man, I can't believe how these these guys built these freaking massive, beautiful, like, buildings Right. And then have the technology we have now.

Steve: They didn't have the permanent office.

Victor: It's nuts. Right? But it makes you realize too, like like like, we're playing small. Mhmm. Like, we really are.

Steve: Yeah.

Victor: Like, I mean, we're you know, I you know, we talked about me being on the podcast before. I never really wanted to because I just know there's, like, so many guys that are so much bigger than we are. Like, we're just we're we're tiny. Right? Mhmm.

We really are compared to a lot of guys out there. Yeah. So there's just so much more to do. You know. Yeah.

But there needs to be a balance too, you know, which I'm aware of. My wife makes it clear to me.

Steve: What kind of balance?

Victor: You know, between, you know, spiritual, you know, family, business, health. You know, it needs to be a balance between everything.

Steve: Yeah. You're talking about, you know, two weeks in in in, Italy. Yeah. I was telling you earlier, I'm trying to go to potentially go to Vietnam for two weeks, right, in in March. And if you guys are listening and you all you guys to send a DM to Kong because he won't go with us in March.

I was like, it'd be cool. You know, we went with Kong, you know, for two weeks. And he shot me down. I sent him a text message. He shot me down.

So if you guys are watching this, hit up Kong Lee and say, hey. Like, you guys should go with Steve's family. What's your biggest struggle right now?

Victor: Well, I think the struggle right now is, like, when you're you're selling to funds and their offers are low, then then you have to shift. Right? So that's the struggle we've had, but we just shifted. Like, so okay. Well, then then fine.

Then we're gonna find cash buyers and well, they're not paying much. Okay. Fine. Then we're gonna wholesale it ourselves or or actually wholesale it ourselves or or take it down and listen on MLS.

Steve: Yeah.

Victor: And so we're doing more and more of that. So now I'm actually buying deals from other wholesalers. So wholesalers send me deals. And if it works, great. Now if if they like, well, I don't wanna sell it.

You know, let's I'll we'll partner with them. Mhmm. They wanna partner on it. So it it creates more opportunities, pretty much.

Steve: Yeah. You never talked about, you know, buying, houses ourselves. And I kinda made this analogy to someone yesterday on the phone. It's a stupid analogy. But, you know, that movie I can't remember the name of the movie, right, with Tom Hanks, but it's, like, look at me.

I'm the captain now.

Victor: Mhmm. Right?

Steve: So it's basically, like, look at me. I'm the buyer now. Yeah. You're, like, you're trying to buy this. Is what?

Look at me. I'm the buyer now. Right? Exactly. You're removed.

Yeah. How do you measure success?

Victor: So this I know it's it's not good to compare, but but I think comparison is it it lets you know where you're at. Like, for example, my, you know, my cousin that was very successful, he had, you know, two, three thousand employees. And, yeah, he was very successful. And it's it's a global company, and he actually passed away on my birthday. I I think it was about a year ago.

Yeah. On my birthday. And, and just to see the impact he had on people, like, he was a big businessman. Right? Very everyone knew him down in Mexico.

But the impact he he he had on people, like, you know, even a year later, you know, they they they gave him a party. They did a video for him and talked about how great he was and the impact he made on people. And and a year later, like, of course, his your family will cry for you. Right? But a year later to see that his friends still cry for him.

Like, his friends, like, they still cry for him because because of the person he was. Like, man, that's that's impressive. That's powerful. Right? So it just goes to show, you know, it's it's great to have money, but, you know, it's it comes on to the quality person that you are.

Steve: Yeah. And what is your superpower?

Victor: Oh, man. I I don't know what my superpower is, to be honest with you. I I think, I think just I'm driven. I'm persistent. You know, that's I think that's a big part of it.

You know? And and I I think humility is a key also. I I try to be humble. And that's one thing that I actually learned from from my cousin. We were we were having dinner.

And I asked him, like, well, how did you how did you get to this level? Because, like, he would like, you're really big. Right? You know, you you've been to our office. Like, you you know a bit about about the company.

And he and he's like, well and I'm waiting for like like this like strategy. Right? That that I can implement. He's like, well, number one, he was I was humble. I'm like, what?

He's like, yeah. I was humble. I'm like, I I didn't get it. He's like, well, he was I just seeked out the people in my industry that were doing well. Some of them were doing very well, some not not as well.

But I seeked them out, you know, I found out what they were doing. I, I learned what they were doing, what worked for them, and I just added that to my arsenal. So I just I learned from everyone. I never thought I was too smart. So I learned from everybody and I applied it to my business.

And then and he became the the biggest guy is in his industry.

Steve: Right.

Victor: And then he said he was focused and that he never gave up. And so I was like, wow. That's interesting. So that's what I did. I was I was humble enough to and humble, some people say being humble is to have a low opinion of yourself.

To me, that's not what humble is.

Steve: Who the hell is that?

Victor: Well, that's what some people say.

Steve: Ridiculous. Yeah. Well, that's what

Victor: some people say. But that's that's a that's a

Steve: Full self esteem.

Victor: Yeah. But but that's incorrect. That's not humble is just not thinking you're superior to other people. Right. You know what I mean?

That's that's humble. And so just if you think you don't know it all, you know, then you're gonna be able to seek people out to to learn what you need to learn to kinda take your your life and your business to the next level. So I think humility is is a huge factor.

Steve: So I don't know if you remember, but we're out drinking late one night. Mhmm. And if I recall correctly, your wife suggested to get a different superpower.

Victor: Oh, okay. You remembered.

Steve: It was basically, whatever I need. Vic knows the guy.

Victor: Oh, yeah.

Steve: Right? Vic knows the next person that can help with this problem or knows how to get this taken care of. Or right? Whatever problem you need fixing. I'm not saying bad situation.

I'm just saying whatever struggles he's dealing with, whatever you need help with. Yeah. Vic knows exactly the guy that can help you with that.

Victor: Yeah. Okay. Well, yeah. I'm pretty resourceful. I, you know, I have a lot of friends.

Yeah. You know? Yeah. I'm resourceful. And and I'm just able to figure stuff out, you know.

Either either figure it out or find someone that can figure it out. Yeah. You know? So, yeah, I I I think that maybe maybe that's my superpower.

Steve: Yeah. Well, what's not, what's pretty common is that if it's your superpower, you may not recognize it because it comes easy for you.

Victor: Yeah.

Steve: Yeah. Possible is that possible? What's going on?

Victor: Yeah. Actually, another thing about, like, the guys in Collective Greatness, they're like, man, Victor knows everybody. I'm like, god. And I never never really thought about that.

Steve: Yeah. So

Victor: but I think too a lot of it is just being open to talking to everyone and

Steve: Mhmm. And, you

Victor: know, not thinking of yourself superior to anyone. And then also too, you know, everyone wants significance. Right? So Right. If you give people significance, they'll like you.

Yeah. So and I think maybe and I don't do it, to manipulate people, but you you wanna try to make people feel special.

Steve: You know? I think I think the other thing too is you dress like a good mafia figure.

Victor: Oh, thank you. Alright. Well, I'm not wearing black today.

Steve: You're not wearing black today. But you you you do pretty you do you pull a pretty good, Godfather vibe.

Victor: What

Steve: is the greatest lesson you have learned?

Victor: Oh, I've learned a lot. In in what aspect of life? I mean, I guess you'd have to be specific.

Steve: Doesn't appear in general. Right? Life, business, whatever.

Victor: I think that number one, I think really is you have to believe in yourself. And and and you have to just, like, copy people that have achieved what they've achieved and just believe you could do it as long as you copy their their model. Right? So whatever that person has done, if you believe you could do it, just learn what they learned and implement it, and you'll be able to figure it out yourself. Yeah.

You know, I I think I I really think there's there's no such thing as as impossible, you know. You know, of course, you can't, you know, fly to the moon by by yourself. Right? But, you know, it just you have to really believe in in your abilities to to achieve. And a a lot of that comes on to your ability to figure it out.

Steve: Art Sanchez says that, you guys have another event coming up?

Victor: Oh, yeah. Yeah. So we're gonna have we're gonna do a meetup at the Biltmore in October. Mhmm. And then we're gonna here in Phoenix.

And then we're going to have another, mastermind in November.

Steve: Yeah.

Victor: So we don't have the exact dates, but we're gonna post it on our on our website, which is thecollectivegreatness.com.

Steve: Yeah. Next time, let me know if you're paying for dinner. See, I would've just gone to dinner with you guys.

Victor: Oh, yeah.

Steve: Right? You're like, hey. We're going to Mastro's for dinner. And Joanna's like, I already made plans.

Victor: Oh, yeah. Yeah. But so, yeah, usually, yeah, it's it's a nice dinner at Mastro's or or Dominic's and then, you know, with a a pretty pretty nice mastermind at a we rented a mansion.

Steve: Yeah.

Victor: So everyone enjoyed everyone said it was, like, one of the best masterminds they've they've gone to, which I was That's awesome. I was pretty happy to hear that.

Steve: That's very cool. What is your favorite, best, or most interesting failure?

Victor: Most interesting failure. Mhmm. Yeah. Well, I think a failure is just like like me, like I guess for me a failure, like, if if somebody isn't working after three months then then find something else. Right?

But the key is just to not quit. Like I mean failure like I guess I I can't say failure because like I don't you only fail if you quit. So like I can't really say like it's a failure because you just don't quit. Like if you if you wanna do something, you just don't quit. Right.

And you're not gonna fail. There's no such thing as failure. You just don't quit.

Steve: So do you think that's potentially dangerous advice for some people that really, like I don't know. Like, maybe this is just never gonna work for them.

Victor: Well, yeah. It's funny you mentioned that because I was it reminds me of a guy that I met. He's like, yeah. I've been doing this for a year and a half, and I haven't been able to close the deal. And I and I talked to him, and I could see why.

The the guy just didn't have the personality. He just he was an introvert, like, really bad, though. And so, like, if you're you have to be and it's funny. Jamil said it to me. You know, we were talking and he says one of the most important traits of a person is awareness.

Steve: Yeah.

Victor: So you have to be very aware of your skills, but also your weaknesses. And a lot of times it's good to ask your friends, like, hey. What do you think is my my strength, my biggest strength, and my biggest weakness? Because they'll tell you, hey, this is your big biggest weakness is your biggest strength. And you could work on that or avoid the weakness.

Right? So like this guy, I'm like, man, I I feel bad for him. I didn't wanna say it.

Steve: You didn't say it?

Victor: No. I I I I didn't get around to it. And I felt bad. I felt bad. And I I wanted someone like, bro, like, you what you wanna do is hire someone that can be your salesperson.

Mhmm. You know? Because he just didn't have that personality. Maybe he was super smart. Like, he hadn't quit in a year and a half.

So that tell told me that he was he had he had persistence. Right?

Steve: Mhmm.

Victor: But also too, if it's not working, like, you gotta, yeah, you gotta be aware. Is that okay? So why is it not working? Like, what exactly isn't working? And then and kind of you have to adjust and adapt.

You course correct. Yeah. You know, you can't be, like, stubborn about it. You know?

Steve: Have you asked that question of your friends? Strengths and weaknesses?

Victor: It's been a while, but yeah. But it's been it's been a while.

Steve: So as a friend, I'm just kinda curious. What's your greatest weakness?

Victor: I could be a little stubborn, I guess, maybe. And I'm a little bit unorganized. No. I'm not a little I'm I'm very unorganized. Yeah.

So but I've gotten better at at it. Yeah. But I'm not it's not one of my strengths.

Steve: Well, stubbornness is one of those funny things. Right? Because, like, yeah, it's a weakness, but it's also a strength.

Victor: Yeah. Exactly. I call it being persistent.

Steve: Yeah. Yeah. Yeah. Was it, was it the ultimate sales machine? Right?

I can't remember the author at the at the moment.

Victor: Chet Chet Holmes. Chet Holmes. Yeah. Right. He actually passed away from cancer, I believe.

Steve: Was it cancer? I thought it was I thought it was like a tragic car accident.

Victor: Oh, I thought it was cancer. It was one of those things. I know he was business partners with Tony Robbins.

Steve: Yeah. Yeah. But he talked about, like, you know, this the characteristic, one of the most important traits is pigheaded stubbornness.

Victor: Yeah. I I would I would say that. But also too, remember we we mentioned it, traumatic pain.

Steve: Yeah.

Victor: Like like

Steve: Well, elaborate on that because we we were talking about that before the podcast.

Victor: Yeah. So Joe Joe Polish had mentioned, like, they asked him, like, what do successful people have in common? And he said traumatic pain. So like people that if you've been through the gutter, you've you've had a lot of trauma in your life. Mhmm.

And a lot of times it forces you to like like, I don't wanna live this way. I wanna level up my life. No. Thankfully, I I, you know, I had a good childhood. I didn't have a lot of trauma in my life.

But I at certain times in my in my life, I did feel belittled Mhmm. Or looked over by certain people. And I'm like, you know, that's not like, screw you. Yeah. Like, I'm gonna show you.

You know what I mean? So you so what you wanna do, if you wanna be successful, sometimes you gotta take that anger and that pain and that hurt that you've you've endured in your life, and you have to let it fuel you. You know, you have to use that as fuel.

Steve: There's a person, Annie Yatch. So we had, Larry Yatch on the show, SEAL team leaders.

Victor: Mhmm.

Steve: His wife, helped me pinpoint, my childhood trauma. Right? Really? And it wasn't and, like, my childhood trauma, like, it's, like, pittance, right, compared to, like, other traumas that people have gone through. Yeah.

But their point is that, well, if you've held on to it for forty something years Yeah. There's a it might seem like it's pittance, but, obviously, it affected you. Right? And so, I think there's a lot of power if you wanted to, you know, pinpoint that trauma.

Victor: That'd be great. But also too, that trauma, it sometimes you need it to drive you.

Steve: Absolutely. You know? Yeah. Last question for you, is what book have you gifted more than any other?

Victor: The Alchemist. Yeah. The Alchemist is a really good book. I think it's Will Smith's favorite book. A lot of other people, I I think that's a great book.

But also too, the 48 laws of power is really insightful.

Steve: Yeah. Who here was just talking about that? There was someone here that just talked about 48 laws of power.

Victor: Yeah. Really simple book.

Steve: But yeah.

Victor: I learned a lot from it. I'm like, oh, that's interesting. I'd like you start seeing, like, oh, that he does that and he does that. It it's pretty it's a good book. But I'd say The Alchemist.

Yeah. Yeah. Also the greatest, salesman that ever lived by Og Mandino is really good too.

Steve: You're really killing me here. Yeah. Yeah. Because, like, those two books, like, are, like, two two books I just really dislike.

Victor: Really? You're kidding me. How funny. I did

Steve: a whole video on Alchemist.

Victor: Why is that?

Steve: I felt like Alchemist is great if you need motivation.

Victor: Correct. It's a motivational book. Yeah. Correct. But it's not tactical.

It's not strategic.

Steve: Yeah. Right. Because, like, I struggled. I went to, Sean Terry's event.

Victor: Yeah.

Steve: And, like, it was, like, three days, I believe

Victor: Yeah.

Steve: Or two and a half days. And, like, the first day, day and a half is, like, all about mindset.

Victor: Yeah. And

Steve: I was, like, give me the give me the good stuff.

Victor: The good stuff. Yeah. Well, I think with you, I I think because you're very driven.

Steve: Well, that's why And

Victor: so you want tactics and strategies.

Steve: Yeah. That's what I've come to learn is that most people actually need that.

Victor: Yeah. Yeah. But you probably because I think the the stuff you've gone through

Steve: Yeah.

Victor: Like, you don't need that. You want tactics and strategies.

Steve: Right.

Victor: Which which when I read them, they were great. But now, like, the books I wanna read now is tactics and strategies. Like, I don't care to be motivated. But at that time, I I really enjoyed them. I think they're great books.

Steve: Yeah. I think for someone that is, like, you know, like, how do I, find more time?

Victor: Mhmm.

Steve: How do I get more? I think that's a, the great for motivation is affirmations. Right? I mean, the the greatest salesman ever was that what is it?

Victor: The greatest salesman that ever lived, I think.

Steve: Ever lived. Yeah. Right? I think it's great for affirmations. I think someone that, like, needs to be, gets their mind right

Victor: Yeah.

Steve: Is a great book.

Victor: Yeah. But I like the guy's story too.

Steve: In there.

Victor: Yeah. There's no tactics. But but the thing is repetition repetition is a mother of skill. Mhmm. So you hear something over and over and over again.

It it starts to stick. But you know his story. Right? Like, Alma Gagnino, he was homeless for three years.

Steve: I don't know that story.

Victor: Yeah. So he was homeless for three years. In order to stay warm, he would go into a library. Mhmm. And he started reading books.

So he read books there for three years. Yeah. And that's what got him to be not homeless.

Steve: Mhmm.

Victor: And then he became, like, successful, and then he wrote that book. So it's kind

Steve: of more inspirational than the

Victor: Yeah. So maybe that's why I like the book so much. Yeah. You know, because he was homeless for three years.

Steve: Well, because he was one of the, publishers of, Success Magazine.

Victor: Yeah. Right?

Steve: Like, he was one of the top publishers or the owners for for some period of time.

Victor: Yeah. So I think that's why I I like that book too. Yeah. And then also too, there's a there's a quote. I will I will persist until I succeed.

And it goes on to say, like, he's not, you know, he's not a sheep. He's a lion. He's gonna persist until he succeeds. And Yeah. And that's how you have to live your life if you wanna be successful.

Steve: Absolutely. Like I said, I mean, there's some powerful affirmations in there. It's just when I was listening to it, I thought there's gonna be, like, tactical.

Victor: Oh, yeah. Yeah. Well, yeah. That that's not the book for you.

Steve: Yeah. So, I'm gonna make, a few quick announcements while you think about what you wanna leave the listeners with. Guys, I think there's a lot of value here. Right? I'm biased.

Right? Vic's a good friend of mine. As you can tell by the way, we've talked to one another. But I see 57 people watching. I see 16 likes.

See, 16 thumbs up. So, you guys should be you know, what's the oh, comments. I smash the like button. Right? Subscribe.

Share, comment on it, and then, leave a five star review on iTunes because RJ Bates is telling people to leave three star reviews. So, go leave five star reviews. Thanks.

Victor: Yeah.

Steve: I know. Right? Great friend. And then we do have our sales master class. If you guys are interested in learning from us and our our sales process, how we've helped, you know, hundreds of people buy thousands more houses, go check that out.

And we do have part in the disruption tomorrow. Be on the lookout for that. And we got Josh Zaglowski coming in next week. And if you're not familiar with Josh, and ERC, he helped me get an extra $50,000, for free from the government. So, I mean, if you guys are interested in getting free money from the government alright.

It's like the question mark guy. Yeah. Right? Like, if you're interested in that, like, check that out because it's legitimate. What are some last thoughts you wanna leave the listeners with?

Victor: I I think it just the key is really to educate yourself and take massive action and not and not give up.

Steve: Mhmm. That's what

Victor: it is. But but education is is key. Right? So, like, we're we're starting a coaching program. You know, that's why we have collective greatness.

Our coaching program is is reimoguls.com. We've launched that with Mike Michael Martinez and and John Ramsden. So that's just it's gonna be like a like a wholesaling course.

Steve: Mhmm.

Victor: And then I have my website, which is vic, heredia.com, which has some resources there. Some of the tools that we use that we use every day that I think people can can take benefit from.

Steve: Absolutely. And then if some somebody wants to get a hold of you, what's the best way to do that?

Victor: So my Instagram is vic.heredia. That's heredia. And then the website is vicheredia.com.

Steve: Awesome. Perfect. Thank you so much. Thank

Victor: you, man.

Steve: Thanks for coming in. Thanks for making this show happen. Thank you.

Victor: See you

Steve: guys next week.

Victor: Steve train. Jump on the Steve train. We real estate disrupt us.