Transcript for:
Key Insights on Real Estate Investing

well I'm excited to jump into uh today's episode uh and for you guys that are listening we talked about a deal flow on episode two I think it was episode two I think that's right yeah we kind of gave more of like a story background overview of like the process that you're kind of making money with real estate investing on episode one episode two was deal flow episode three was more of like uh funding deals yeah but in episode two and we covered deal flow we kind of left a lot of uh granular details out of how you keep deal flow coming MH you know it's like okay what are all the ways you know cuz like I don't mean you mentioned a bunch of stuff probate attorney like um which that would be managing Estates is that right is that Estate Management that those types of attorneys yeah the so somebody dies property goes into probate um the probate attorney knows that this family inherited a house and they want to sell it and so they would you connect with them and they would reach out to you and tell you A lot of times sometimes prob attorneys are weird because um just depend on what's happening in Probate you have to get appraisals of it and then your offer has to be at 75% of the value of the appraisal and so um and that's foreclosure as well so there I mean there's so many different ways to do it um well I know that's one of them there's like a bunch of things we can cover this is funny my buddy actually interviewed this attorney firm the other day with like one of his financial podcast YouTube situations and his title uh for the thumbnail and for like the video was my interview with a master probat his first question was how many times a week do you probate terrible he's like actually wouldn't say that that's a way that I do things but it like yeah that's funny that is um okay well I guess we can get into it like I you know when I'm thinking about like deals coming in I'm thinking through okay there are probably ways to create deal flow that require certain skills you have great networking skills you're with people you know building relationships and all that stuff I'd say we'd have a bunch of people that we've helped in our our uh programs you know and a lot of clients that maybe are like oh I don't identify as like an extrovert that can do relationship well there are ways that are probably more of a priority for those people to be a deal flow at first and maybe then undertake new networking skills learn how to do relationship like don't just not you know just because you you are functioning in a certain way but I guess like for you being a relational person what would be like the way so it's like say you have some deals coming in you we've done some you've done some of those initial things that we talked about on the other episode where do you like where do you keep things going like where do the system start falling in place yeah I think because I think on the first or the second episode we more so talked a lot about finding deals but it was if you got dropped into a market how would you make you know $100,000 in 6 months or something along those lines um and so uh so like let's just just dive deep into setting up a a lead funnel and um and so there's two there's two ways to set up a lead funnel one is from um in in my business we call them connector leads or networking leads and so that is uh not paid marketing that is just finding leads through relationships uh the other way to set up a lead funnel is by setting up some sort of paid marketing direct to seller funnel whether that's Direct Mail cold calling SEO uh Google AdWords paper paper click which is same thing um was that difficult to learn like that stuff uh yeah oh yeah um it but but we Outsource a lot of that so like SEO paper paper lead is uh something that's completely outsourced you just pay a company to to send you leads sure um yeah we Outsource uh direct mail I mean we're we're like pulling lists and and making sure the lists are good but a lot of that is outsourced so but but I mean so it's not hard to learn I think when it comes to paid marketing where people Excel is when they can track the data because the data will tell a story of hey this postcard for some reason had more people call off of it okay what what why and so looking at the postcard well it's a a bright color well so people call off of bright colors you know I've seen people that will take uh their postcards and crumple them up and then put them and then then send them out because it's something that it's not flat it's you know you're going through the mail throw away throw away throw away what is this all crumpled up and they start they look at it and they read it and then they're like oh you know I'm going to call this person and so um we don't do that but I've just heard of people doing that there's handwritten mail you can pay companies that use um you know machines to write the handwritten mail for you pattern disruption yeah like this is like you know stereotypical marketing practices so you just got to track it and so I think that's where does get hard um I think a lot of companies throw away money because they don't track it they just throw money at paid marketing to all these different companies and Outsource everything and they don't really track what what what's what are we getting the the highest Roi on or they'll send out like 300 mailers and be like why didn't I get any deals and it's like you need to send at least like 2 to 5,000 yeah I think we send over 10,000 a month and and we don't we don't get a ton of deals off of direct mail I mean buying a couple houses a month from Direct Mail Tot so um granted if they come to our website we'll retarget them and and so um yeah but I don't I don't for anybody that's listening to this because I I think most people probably aren't in the position to be dropping 10 15 20 grand a month on marketing I I don't even like teaching about paid marketing I like teaching about connector marketing um it's down the line it is down the line for sure I feel like um and I kind of explain this to a bunch of entrepreneurs that I had kind of uh mentored coached over the years like had had conversations with MH when they're getting into it they're like okay you know when do I jump into paid ads and when do I it's in I'm like you're not ready for that you know um it it's kind of like there are skills that you need as a prerequisite to even make the most out of paid stuff like you need to have a sales process yeah right you're like if I'm going to start getting my my phone's going to start ringing I need to know how to talk to people okay well you learn to do that in smaller quantities with relational dynamics that you've built some warmth with now you have cold traffic people calling you how do you convert those people into like deals but I'd say the other thing is and this is the biggest thing you have to go what do I have the most resource of that is the cheapest to me for most people money is not their cheapest resource if that makes sense it's like they have more time than they have money and a lot of people are like well I don't even have any time it's like yeah but you really don't have any money yeah yeah exactly and so the resource you should be spending right now is your time until your time becomes more valuable than money then you should spend money which is where paid ads and and paperclick and those types of things come to come into play because you're like well I have enough money it's not that valuable to me I want to get more time back yep did you say that's accurate yeah 100% And so like anybody that's just starting out I would say um it's been the first year just doing just just not working with people cuz also you're going to learn how to run numbers on houses because if you're spending money um on Direct mail or any sort of paid form of marketing um you want to be able to monetize every lead that comes through your door and so if you don't really know what you're doing yet um you might be able to monetize hey this 32 cosmetic flip because that's pretty easy but if you get a really great deal that is a fire damaged house that's $500,000 but if you put 200 into it it's worth $1.1 million um you might pass on that at the beginning and and you're you're kind of throwing away money yeah even though for me I would never flip that deal but because of a multiple years of networking I know people that would want that deal and so that would be a wholesale for um and build up you know relationships with private money lenders to be able to take down x amount of deals if you have five deals come through your door at once um and you don't have the the system set up to whol sale and you don't have the private money to take those down then you're going to only be able to take down two or three of them and then you're kind of throwing away money you're not monetizing leads if you don't have a great relationship with a real estate agent and you can't you know pass a a deal off that you get that is retail ready and the person wants to sell in the retail Market to that real estate agent um you don't have that relationship built up yet you can't monetize that so so we we're able to monetize every lead that comes in uh not every lead but we're able to at least potentially monetize every lead that comes I guess when you're talking and correct me if I'm wrong here it sounds like okay so we got 100 lead that came in if I don't know what I'm doing I might be able to turn one of those out of a 100 leads into a potential deal within my narrow buy box of what I know I can do MH you have but now if you have Network relationships you have been in the space long enough you've done Burr you've done short-term rental you've done long-term rental you've done flips you've done wholesale you've done wholetail well now you're like out of those 100 I might get 30 deals yeah that I can actually do I'm not saying those are like the accurate have a Lads based all of the ways know how to and what my network allows me toze based on the person that's like I might make very little on that list of 100 leads where you're going to make a lot more yeah exactly and the only thing that I would say that you know if I was talking to somebody that was just starting and or even you know a year in the only thing that I would say to that is I don't think you should do flip bur short-term midterm you know like I think you should focus in on a couple of those um but you'll have relationships like so for instance in St Louis um there's a couple really great areas to do short-term rentals and I don't do short-term rentals I don't do midterm rentals um but if I come across a house that works as a short-term rental from Paid marketing um I have people now in my ecosystem that I can connect with that seller and then I can just get a finders fee or or I can wholesale it for a five 10 152,000 spread yeah so but out of those different options I know we talked about like flipping wholesale really is a thing to do right now for people that don't have Capital like I mean I wrote up some ads for for you and Brandon the other day to to say and you guys are both like I don't feel comfortable saying Buy and Hold is dead yeah you know specifically Brandon because of his fund yeah you know and he's like I can't say Buy and Hold is dead which is copy that I wrote for our ads because he's got a fund where they literally hold and then they pay their investors and I'm like that makes sense yeah but at the same time for you know I guess the audience of Average Joe's or like the average investor that's wanting to make as much money as possible Buy and Hold really isn't one of those strategies that you'd recommend right now or like no cuz if you're if you're saying like pick one or two of those things like there can't just be like well I like this so I'm going to pick it it's like what's working in the market well yeah and it all goes back to to what what do you what do you want to do if you want to go full-time real estate you're not going to go full-time real estate off buying holds yeah um for a long time uh you know right now it's hard with interest rates where they're at it's it's hard to make anything cash flow and let's say and how many homes do you need to to replace your income yeah I mean right now it' be infinite because they're not cash flowing um and so but if you're kind of doing the stereotypical hey we want a cash flow two to 250 bucks a door I mean you still need 50 homes to to to replace your your income you know and so uh depending on what you make and that can take a long time to get there and so uh you just have to to look at like what do you want to do and then maybe if you're doing short-term rentals which I think short-term rentals are risky I think midterm rentals are risky but you can cash flow a little bit more per door but you need more money to put down typically on those um same with right now if you're trying to cash flow long-term rentals you need to put down a bunch of money so you have to have a great W2 job a lot of money and savings yeah to Able toh flow right now well it's like Dave Ramsey Dave Ramsey has 900 million I think it's 900 million in owned real estate really I did not know that wow good for him it's none of it is leveraged really it's either 900 or 300 million either way it's a huge number I'm like in my head so let's go lower number in case my my numbers are off I know it's at least 300 million yeah that's because he's made so much money from his business M that he's put it into that are now put into assets that him but he has not needed to fund so he does not care about interest rates so the cash flow from that 300 million is probably paying him 70 or 80 million a year whatever it was you know and and he has no debt leveraged you know it makes sense for a person like that yeah but we're not talking about people that have massive Capital that are like man I love Buy and Hold I want to do that it's like well you're also dependent on what banks are willing to give you right now yeah yeah and so for for the typical person I do think that flipping and wholesaling is the way to start it's especially if you want to get into to full-time real estate it's flipping and it's wholesaling I think that over time you can strategically pick pick off rentals um and maybe put a little bit money down into them I think interest rates are going to come back down at some point hopefully I think rents are going to go up because right now it is cheaper to rent than to buy and I think that that will will swap at some point and so rents are going to go up um and then it's going to make more sense to acquire long-term rentals because you can perform you know the bur strategy on them and you can recapture all the money that you have invested into it you'll have a lot of relationships at that point though when you decide to do that yeah exactly where like you'll have way more deals than the person it's like okay I finally waited now I can start doing Buy and Hold it's like you're competing against me and I have all these relationships yeah so I think I think flips and and Wholesales are the way to go and so then what I would say with that if you're like Hey Okay I want to I want to flip and I want to wholesale how do I find deals um yeah the let's just go through the five or six different and give me like top 80% first yeah and then maybe those like bottom 20% yeah so um the very first thing that I would do is and we talked about this when in episode two is I would I would start attending local meetups um every single metro area um major metro area metro area with you know over probably 50,000 people is going to have real estate meet up s um and so and the way that you find them is you just get plugged into you know local real estate investing Facebook pages meetup.com Bigger Pockets has um Pages where they talk about local meetups you can just Google local meetups my area but there's going to be a local Meetup for most of the people listening to this somewhat close to them and you know if you're in a a major city like St Louis isn't even that major of a city um it's uh it's probably one of the top 30 or 40 biggest cities the United States but you could go to a local Meetup three or four times a week um somewhere in St Louis and so uh so just start going to as many of those and so what what you guys should do is just literally especially if you're in a big city is make a list an Excel spreadsheet or Google sheet of every single local Meetup that is happening in your area the date the time um and start attending those and the first month you might go to you know if you really want to if you really want to build up deal flow you might go to 15 different meetups and and through those 15s you're going to go to a couple of them and be like this this sucked this had not going back to that one weird people there I'm never going back yeah but you're going to go to a couple where you're like I met a lot of rock stars there um learned a lot of great stuff really great networking opportunity and so that that is where I would start is local meetups because you're going to meet wholesalers you're going to meet real estate agents you're going to meet other investors um from those local meetups what I tell everybody is go to those local meetups and and you're you are are a politician at those local meetups and what I mean by that is you're the first person to show up you're the last person to leave you're shaking hands you're talking to as many people as you can you're not going and just sitting down and not talking to anybody you have to be willing to make relationships and I know that does come easier for some people um but you have to be willing to make relationships uh from there I'm I'm getting as many names as many phone numbers as many business cards as I can get those local meetups and I'm coming home and I'm putting those into Excel spread so I met John Smith he's a real estate agent here's his phone number here's his email address I met I don't know George Johnson he's a wholesaler here's his here's his uh yeah here's his email here's his phone number I'm taking all of those and I'm I'm the next day I'm calling them and I'm like hey it was so great to talk with you last night would love to just talk with you a little bit more about your business um tell you a little bit about mine uh would you want to grab coffee and they're all there for the same reason too like I'm looking for Value I'm looking for MH stuff like this and they find a person that's actually intentional like yeah this is great yeah yeah I I I love grabbing coffee with people so um and so you're setting up these one-on-one meetings um you're going and you're sitting with them and and I think we talked in another episode about crafting your buy box but you go to these one-on-one meetings and you basically tell that person exactly what you're looking for uh you know hey if you have anything that matches this buy box I would love to see it either on Market or off Market typically off Market um but one of those things with those one-on-one meetings is it's not it's not as much about the the deal or getting deals sent to you there it's more about just building a relationship um I'm I'm such a firm believer in um building like genuine authentic relationships um because if you are known liked and trusted you will get deals sent to you yeah and so my goal is is because there's there's so many connectors or network connectors let's say uh in the St Lis area um that that are seeing deals whether you're a real estate agent whether you're a wholesaler whether you're probate attorney property management company junk removal company molder mediation company your walking houses constantly that are potential deals for me my goal is to be the first person that they think of when they see something like that and they pick up their phone and they call me and so uh in the way that I get there is by building valuable relationships Y and so good that's what those one-on-one meetings are for is just building valuable relationships yeah it's great yeah so okay that's that's tier one and I know we did cover that like in in that that first episode about deal flow do you feel like cool that's there's enough in that we could probably talk for talk for hours and hours and hours what would be the next strategy stry you're like next of of the next highest importance well I think it's the next strategy so like I would I would say that this strategy works for everything those one-on ones like property management companies so quick story about um a a really cool deal that I bought was um I was just trying to find more deals so I made a list of every property management company in St lless and I picked up my phone and I called every single property management company I just said hey my name's Cameron um I'm a local investor I'm looking for portfolios to buy um if you have any of your clients that are wanting to sell their portfolio please call me um i' I'd love to to chat about it and so I got great feedback on that you know had some people send me some deals um but as I was calling this list um I talked to this lady um and I'm going to I'm blanking on her Joanne I think was her name um really sweet old lady and we were talking and uh she was telling me about how she plays in a in a senior women's softball league and then every uh on Tuesday nights and then afterwards they all go to Applebee's and she was talking about like I think she got like the the two for 20 or something like yeah just Midwest good old Midwest so I remembered that and then on Tuesday that week I got her an Applebee's gift card and I went by her office and I dropped it off to her and I just said hey um you know it was so great talking to you on the phone here's an applebe gift card dinner's on me tonight and uh and the next day she called me and one of her clients who actually was a guy from India um was selling a portfolio of 30 something homes in St Louis and she said do you want it um and so I ended up um buying that portfolio of 30 homes and I wholesaled it for for uh for about it was like a seven it was in the60s a $60,000 wholesale so it was only like 2 Grand a house but it was a really easy deal where I just I put it under contract um I I I already knew the in buyer and so I you know the the in buer told me what he wanted it for so I just told her what I wanted it for gave myself a $60,000 spread um and then connected the in buyer with the the guy from India he set up all the walkthroughs and anything I didn't have to do anything other than just be the middleman and be really great at building relationship jez so like property management companies that how long did it take to like on that deal to make 60k it was less than 3 weeks yeah cuz on cuz he was ready to sell he was he was ready to sell and they weren't great properties I I think every property was probably around like legitimately I think we bought them for like $40 to $50,000 a door um so they weren't great properties uh the only thing that we had to do is the the the in buyer wanted to walk every single one so but we lined those up within the week and he was able to every single one um jez and then he just needed to look at like the pnls and and and whatnot and so it was a really really quick clo he inherited all the tenants um so it was like so he was buying something for a cash flow asset yeah yeah uhhuh okay got that's awesome dude that was a really quick one but that I mean that's another just way um and in the same strategy works with I'm so sorry I I just one more question before we move on from this how did did you meet that guy that bought the portfolio where did you meet him uh local Meetup actually he was probably like one of the third or fourth people that I ever took out for like coffee dude so I went to a local Meetup and met him next day I called him and said hey do you want to go grab coffee um and we we still talk actually we were just texting earlier today so that was 4 years ago um and we still talk all the time I feel like intention with meetups is so important cuz like I've had you know like you were saying that somebody took you out and they you ended up paying for like lunch and coffee and stuff and it's like no if I'm taking you out and my intention is to find Value like future value also provide it MH well I want to provide value if like I'm the one initiating but I feel like there's got to be an intentionality because I've sat down with people and they're like a little dissociated or they're not like present with me or they're there's just like I'm like this is not a memorable relationship or something that I I enjoy at all whatsoever and I feel like there has to be like a of respect and honor you bring to every relationship cuz like who would have known that guy would turned into a deal like that and most people are just like okay I'm looking for this this one deal and like they're they're almost like uh value sucking yeah and not just going like no every person uh contains inherent value and yeah as a person as a human being and I'm going to treat them as such knowing that the more I just give generously with my time my energy my what my thoughtful gifts it's going to come back to me that's not the purpose but it's like it's really because people are valuable yeah and I I think in real estate this is important especially for one-on ones um to know is uh that every in investor does have some sort of a savior complex and so and I say that to say like when you're sitting down with a one with a with a person oneon-one um like I I genuinely wanted to learn from them and and I treated them like that where it's like hey you're crushing it like I want to I want to learn from you and I want to hear about your business and I let them talk about people love talking about themselves yes and so I let them talk about themselves I money to therapy for that yes exactly I let them I let them talk about themselves and I'm just asking questions and and people get value from that they literally get value from talking about themselves and so sick love that so I was great about that a couple other things that I would say with one-on ones is like I did before these one-on ones I had listened to probably 50 to 100 podcasts on real estate investing I'd probably read 10 books so that is something that that does sometimes annoy me um I love I love grabbing coffee um but when I sit down with somebody for coffee and I realize I was their very first like stop for learning oh you're carrying way too much burden at that point I'm like you know it it do your due diligence beforehand I feel like I did do that where it was like I had learned as much as I could from podcast and from book I put it this way I like hanging out with hungry people I don't like hanging out with desperate people yeah exactly that's a great way to and that's what I was yeah that's a great way to put it where I I knew a lot of stuff I just needed a a a couple more things like a couple more insights but I could I could sit there and still hold a conversation of what is a burr what is what's the arv like I've satting down with people and like so what's the bur method and or what's the arv of a like how do you what what does arv mean and for I get it like everybody's learning but I'm like you could you could you could have Googled that you know um and so take notes write down stuff like look this up after conversation with yeah you could have Googled that and so before before we even met like you know so well I know well I know I derailed you a while back because I was asking about like okay you met this guy here and that's awesome so but you were kind of moving on um so we have we we have uh obviously your you know uh your finding deals through property management companies and then I guess would you say you're done kind of explaining that part like was there yeah I mean because it's all the same that's the it's the great thing about like this is it's it's all the same strategy it's just different different like places exactly so you've got you know property management companies you have senior living facilities um people are getting older people talk to the managers there you'll talk to the manager there the one thing that I would say with the senior living facility is that's the one that I handle with the most uh care where I'm not I'm not going into a senior living facility saying hey I want to buy everybody's that's coming in here's house um I'm saying Hey I want to be an option and a resource um and anybody that needs any help making decisions I'm happy to sit down with them and talk them through the the the home selling process so no like flyers that say are you ready to kill over and die where ass yeah no none of that no no cash offer no cash offer quick I don't want to come across as an ambulance Chaser or anything so fearmongering you're like are your kids left with the best situation after you pass so terrible no with senior living I am going in there as more of like an educational resource where I can sit down with you and I can talk you through the the listing process I can talk you through the the the honestly the rehab listen because most people moving into a senior living facility they're old they've let their house kind of you know not not go into shambles but it's just not updated or anything so like hey you could do paint floors kitchens bathrooms sell for here you could list Asis on the market here or you could sell to me here here are all your options I'm just here to help point you in the right direction I'm going to help you in any way that I can a lot of times people realize well I don't want people in and out of my house I don't want to go through the rehab process you know I would rather just sell to you and so senior living facilities is a great way to do it um same how do you have that conversation like tactically um when you walk so say you walk into the lobby of a senior living facility manager happens to be up front yeah and you're like hey I'm Cameron or maybe you called them like what is that convers that first conversation look like yeah so with with a manager of a senior living facility uh I'm going to just sit there with them and I'm or walk in and I'm going to say hey my name's Cameron um I'm a I'm a local investor would love to you just to talk about you know any clients that you have that are coming in that are are potentially wanting to sell their house um and there's times where they'll say yeah we're not interested most people are nice and I'll give you the time of day and that's when you can kind of really explain the process of like hey I'm not here to to try and you know take advantage of any of your clients that are moving in here I genuinely do want to be a resource to them and so um and I explain like hey on my team we have real estate agents on my team we have Construction Crews on my team were able to just buy it and take all the headache off of them but we can give them every single option um and and I'll pull up you know pictures of our team give them our website so they they'll see that we're legit we're not just somebody that's trying to take advantage of of somebody and so there's a a really um there's a delicacy to there's a delicacy to it and I was able to learn this from a guy in St Lis um you know he actually we we worked on the same team for a little bit um his name is Phil Vincent he opened up a company I think is called your mom's house um it's legitimately about buying from senior living facilities yeah so uh so senior living facilities is another option um junk removal companies uh that's a great option yeah cuz think about it junk removal companies are only going to houses that are distressed you they got flooded it's been trashed um they're doing some sort of U clean out for one reason or another a lot of times it's drugs or you know and so when they go to those houses is a tenant turned somebody had a rental property that the tenants destroyed um so they get called and so just connecting with them and saying hey anytime you walk a house like this and you're talking to the owner like just throw out have you ever thought about just selling it um and and so you're not going to buy 30 homes a year from that but you might buy five you know you might buy five homes a year from doing that same thing with molder mediation companies I mean they're only going to houses that need mold remediation that's typically means that there's some sort of distress to that property and so again when you're talking with the owner have you ever just have you ever thought about selling your house and obviously like they're smart enough to know when they ask that question when they don't if it's a million-dollar house that's brand new that just had a leak and got moldy um they're probably not going to ask that but if they go and walk a house that has four feet of water had fouret of water in the basement and needs a full rehab keep exactly then it's like hey seems like a lot of work if you just thought about selling it because I've got a buddy who would buy it as is and the person's like yeah I'd love to talk with them you know so um yeah junk removal companies molder mediation companies uh there is you know probate attorneys um uh just I I think the thing to Think Through is like where who is going to be like the very first people that potentially hears or sees deals and how do I build relationships with them so they call me um another and I've never done this but I have a a really great friend um who's kind of a mentor in the industry and one of the things that he did was he connected with all the the bowling alley owners um he's like the bowling alley owners um not 20 somethings hanging out at the bowling exctly that's exactly right he's like it's it's a it's a community center for a lot of people like these older bowling alleys not the the ones that are like you know black lit the party ones like the old grungy still smoke everybody has bowling leagues and it's it's a community center and so he connected with the bowling alley owners and said anytime you hear of somebody passing away or wanting to sell their house let me know and he would he would legitimately buy 20 to 25 houses a year just from Bowling Alle that's crazy yeah so I never I never did that but that was that's just a you can be creative with this what's that movie uh gosh uh about the dude you know what I'm talking about the big leowski they hung out the bowling alley nonstop that's the type of bowling alleys that you're looking for where it's like exact there's a bunch of Vietnam Vets there's there's old people in there drinking and smoking and um the bowling alley owner hears All the gossip like I mean another strategy is I'm just thinking through and I haven't heard of anybody doing this but just all the local bars like the local like Mom and Pop yeah the dive bars exactly like the the dive bar owner is going to know all the gossip in the neighborhood who's selling their houses who's getting divorced any sort of distress situations and again just presenting yourself as a resource I think that's important is you're not going in there like you know I'm I'm trying to look to take advantage of people or this you're presenting yourself as a resource of like hey if you hear of anybody that needs to sell their house and needs to sell it quick or it's in a distress situation I'd love to talk with them doesn't mean I'm going to buy it but I also can just help Point them in the best direction to sell it it's almost like we actually too we have a client that buys dive bars he's like hey I'm looking for homes but I'm also look for dive bars exactly so there's just so many different ways to to start just stacking deals I mean we just went through um and I know we're running out of time but close it was a shorter one today eight or nine of them um and you can get creative um there's uh there's so many ways to be creative about this and like who who's going to have the inside scoop on who's selling their house and how am I going to be the first person to hear about it yeah and I think that's like you know if I think about the friendships where you you are the best man or you're the you're in the bridal party it's like why you've built a level of relational equity that tells that person that you're you're in their Clos circle now what does that person have intentionality um real love authenticity you know is is a real genuine person you enjoy them um they there's a level of like um Integrity you carry too it's like those are those are all things where it's like you don't need to be in somebody's bridal party for them to give you the first call in business but but there is like some of those same character traits I think are important it's like am I likable am I like and this sounds probably so corny to people but like you probably need to work on yourself there are a lot of people where it's like you don't know how you come across and it's not because you need to change the way you talk it's because you legitimately have made so many compromises in your life you've become a bad person yeah and you need to actually face yourself get some therapy like yeah work through some stuff and you're like why can't I figure this out it's because you're an aggressive egotistical prick yeah yeah it's not working out for you yeah I think that's that is important you do have to be likable and I I think and we might have talked about this already on one of the other episodes but I I do think that if you don't have that charismatic personality that's still okay yeah um you you don't have to have a charismatic personality do this but you do have to like I can offer value just in my charismatic personality um because people enjoy to be around me um other people maybe they can't offer the value through like the charismatic personal you know everybody has the the friends that like he doesn't bring a ton of value he's just a lot of fun to hang kind other people like he he's he's quiet but when he says something it's so wise and it's so smart or um he is able to think differently so you don't have to you don't have to be a incredibly charismatic person you have to know your giftings and skill sets and own them you know like some of the best sales people I've ever seen are not extroverts they're not like the the guy that makes friends with everybody they they're in some of them are introverts and it's like man how did they crush it in sales a relational job well they are very good with logic they're very authentic still yeah honest you know it's like those qualities people still go well if I'm talking to an introvert friend if he just owns like dude I'm an introvert like I just don't talk much yeah just him saying that I'm like oh I just built trust with you because I got to hear more about you you're sharing that with me he was like if you are fully you and you own it then it doesn't matter go to these places because I don't think awkwardness is a character type yeah I don't think uh poor communication is a personality type I think those are skills you learn you can learn the skills and character traits and be successful and you still don't have to be naturally extroverted yeah I told a story I think two weeks ago on this podcast of um one of one of the best uh buyers in St Louis now he does Acquisitions um and it took a it took a while it took a while for him to get there um but I'll never forget him because we sat down and we had a meeting as he was first starting and he was coming over from a different industry um and I told him that I was looking for acquisition managers in my own company um and it was just a struggle to find him and he is an introvert um but you know 30 minutes after that meeting he called me with a list of potential candidates you know and immediately built trust um he's not a super charismatic person but he is somebody like that right there he was using his skill set Problem Solver and solving a problem and immediately I'm like yeah that guy's in my corner I'm I'm going to you know send them deals I'm going to work with them hang out with them give them any of my like industry experience that I can just because of that and so you don't have to be a great people person you have to find whatever your skill set is and and really press into that so yeah that's awesome dude this is all such good stuff today yeah I if you're listening to this you didn't get any value today this is not for you I'm just kidding this is hey stop messing with my equipment over there pal yeah um no this is this is super fun I feel like I'm learning so much cuz I haven't been in the real estate space at all you know entrepreneurship there's a lot of crossover though you there's so much it's marketing and sales just different yeah and and then there's like fulfillment which is you actually doing the process of like of rehabbing those deals you know actually working the deal the contracts all that different stuff um maybe that's something we can talk about at some point is like gosh like all the practicals are go to like how'd you learn that as just some guy had never been in the real estate space um but I think this is super fun and I guess based on the things we've talked about at this point what of those things we've discussed so funding deals deal flow we haven't really touched on deal analysis yet but maybe a little bit I think in one of the episodes what would you say you can expand expand on the most if you were given like 10 or 20 hours to talk on a subject probably deal flow uh yeah probably deal flow is it all those nuances of like okay here's what you say here is here what you do here and that kind of stuff yeah I would say deal flow but then it all does work like cohesively of of analyzing deals of negotiating deals um that'll be a fun one to actually how to negotiate deals uh and so I mean I could I could talk about them all for a long time um I love it it's what I do every day yeah well I wonder what we're going to be talking about next it'll be fun I'm learning a lot this is super fun if you guys are getting anything out of this podcast if you're watching it on YouTube or you're listening on Apple or Spotify it'd be uh super helpful if you just took literally 20 seconds out of your day to rate and review the podcast and you know we're we're putting this content out uh not just like to hopefully find people that we can help further as clients but also so that you can really get value and you can learn a lot hopefully like we want to be uh a company I know Cameron really has a heart to to like really share a lot of his knowledge so that people can be changed by it you know so um yeah take time to do that and if you do want to know more about deal flow and our programs and resources for clients and you'd like to explore potentially the possibility of becoming a client scene if we could help you um I'll put a link in the description of the podcast in the YouTube so that you guys can click on that and learn more about us and uh love it no worries if not see you on the next one yes sir okay talk to you guys later