Key Insights from Brent Daniels on the Austin Zaback Show

today we have the man the myth the legend in the house very excited to bring him on for round two Brent Daniels The Hope for this one is somebody can watch this listen to this whatever it is go out do a deal this week There&#39;s parts of our brain that will feel tremendous amount of pain if we get rejected so the greatest salesman don&#39;t have that or maybe they do have that but they have put themselves in such a situation where it is I need to bury that down deep and just do this work anyway or or I&#39;m not going to be successful so we have that part of our brain that&#39;s that doesn&#39;t want to deal with rejection and then we have this ego I&#39;m above this I don&#39;t want to be a Salesman real tours are the worst I can&#39;t tell you how many brokerage meetings I went to with people that dress to the nines and did two deals a year maybe you know what I mean but they&#39;re just they&#39;ve got everything they&#39;ve got their presentation down and they&#39;ve got their Automation and they&#39;ve got their CRM and they just don&#39;t do anything because of fear rejection and ego I remember showing my wife we had $2 million in in our checking account and she was like you were being such a douche right now you know what I mean and the ego starts starts climbing back up starts going and I was like oh you know what I mean I was like I need to get rid of this as soon as possible welcome back to another episode of the Austin zaback show today we have the man the myth the legend in the house very excited to bring him on for round two okay round two so if you haven&#39;t seen one definitely go check it out we&#39;ll link that down below the very legend himself Brent Daniels TTP baby and we&#39;re have fun we&#39;re excited to have him back we&#39;re gonna have fun uh on this podcast guys thank you so much for watching last uh time we were on here and thank you uh for being an amazing host I&#39;ve watched a lot of your interviews um and you know how to pull out what the audience wants so the hope for this one is somebody could watch this listen to this whatever it is go out a deal this week I love that let&#39;s get into that I love that we&#39;re going to get right into it so let&#39;s start right there right what do you think I&#39;m going to ask you we&#39;ll go right into the controversial things that I hear all the time okay wholesaling in 2024 yep hard easy different than 23 22 21 I mean what are we talking about right Supply everybody&#39;s talking about Joe Biden Donald Trump the economy this that and the other thing can you still Wholesale in 2024 yeah I mean listen finding discounted property is always going to be that&#39;s it finding anything discounted but the fact that it&#39;s real estate I mean you figure out how to find and and communicate with property owners that want to trade the price for their house for Speed and convenience and you win so that&#39;s the name of the game especially you know listen we got our real estate licenses we we we wanted to be investors that&#39;s the reason we got them right and it was like how do you go out and find these amazing deals well is it foreclosures is it Knocking door is it people that are that that that aren&#39;t paying their taxes and all that just make it simple go find an ugly house go online there&#39;s a you could go to cyber background checks you can go to true people search you can go anywhere you could probably just Google the address and the phone number is going to pop up and you can call that property owner and see if they would consider an offering their property so look if you&#39;re a wholesaler and you&#39;re wholesaling at least one to two deals a month and you&#39;re not using investor lift I&#39;m telling you right now you leaving a ton of money on the table as a wholesaler the moment that me and my team got investor lift we literally saw a 50% increase in the amount of deals that we started to sell investor lift will give you access to over 5 million cash buyers throughout the nation and I&#39;m telling you right now it is a tool that will change the game for your business okay so look all you got to do is click the link down below or it&#39;ll pop up on your screen right here make sure that when you book a call with investor lift that you mention my name so they give you a discount now let&#39;s just go ahead and get back to the show so is it harder in 2024 no I think that there&#39;s still a tremendous amount of investors um I think that um the the worse a condition of property is the the more that you&#39;re going to make and the more uh buyers you&#39;re going to have for those deals I think that going after cleaner properties and trying to sell them to these big institutional buyers is a trap I think buying single family rentals is a trap Zack keeps on the sh what do you have to tell him well Zach listen don&#39;t don&#39;t listen listen to Z Zach&#39;s one of the smartest guys in the room in any room when it comes to real estate investing but he also bought most of his portfolio in 2008 through 2012 when uh properties were were uh you know 25% what they are now let&#39;s be honest not only that but Zach is smart Zach knows you buy it for forever longterm it&#39;s going to be a fantastic asset for Ultra longterm yeah for what I mean by single we&#39;re kind of going off on tangents but let&#39;s go bananas um if you think that you&#39;re going to buy a rental property for cash flow you&#39;re mistaken all the cash flow is going back into that property buy properties for long-term capital gains and Debt Pay down that&#39;s it get them get them so you owe nothing on them I love that we&#39;re g we&#39;re GNA dive into that in a little while because I want to talk to you about that and Building Wealth and all that good stuff before we do let&#39;s talk a bit more about wholesaling because you&#39;re the man right and you&#39;ve been in the game forever you know again for anybody who has not seen our first episode go watch that because in that episode I go deeper into Brent story and everything like that we&#39;re not going to go as deep into his story this time uh because we already had him on the show okay so go watch it um you know BR you you do TTP right you obviously are known when I&#39;ve watched you over the years you know you&#39;re known for direct to seller talking to the homeowner right yep you talk about the uglier the house the more money you&#39;ll make you know how are you or how would you recommend you know now we have chat GPT and we&#39;ve got all the fancy tools like dude I I I got into real estate in 2014 right and and it was just like door knocking and cold Callin you know how would you recommend now has that changed like should people still be doing the same old what you got 15 people out there with headsets on bro M how many deals are you going to do this year in wholesale over 500 for sure what what are they doing with chat GP right now yeah what are they doing with the apps what are they doing with all these nothing yeah nothing not much I&#39;m telling you it it conversations and offers if you have enough conversations make enough offers to people that own rough houses or are in a rough situation financially or emotionally those are the three buckets it&#39;s either the properties are in rough shape they&#39;re in rough Financial shape or they just emotionally just can&#39;t they they want to get rid of the property because of death because of uh something that was mysterious some you know you know some mystery proper that somebody owns and they&#39;re like what is this you know what&#39;s going on um those are those are the three buckets that we&#39;re looking for and that&#39;s the where we live and statistics will show that 6 to 10% of the 143 million Residential Properties in the United States are in distress at all times at any given time so we&#39;ve got 10 to 14 million properties that we can choose from and there&#39;s way more properties than there are us wow and so um I think people try to put technology in front of the actual work and they go I&#39;m going to set set this up and I&#39;m going to automate it before they even have the skills to communicate with somebody that&#39;s in one of these situations so how do you get good and how do you have a strong mindset you build skills you build skills and how do you build skills you do it all the time every day you talk to people all day long that&#39;s I mean if there&#39;s one message uh that that I&#39;ve just trumpeted it is talk to people every single day if you&#39;re in real estate you need to talk to people you need to talk to people that and and you know um e the PE and the levels when once you start really making some money once you really start leveling up your income you&#39;re still talking to people all day long you&#39;re on the phone all day long different people it&#39;s just it&#39;s just different conversations and different people yeah yeah I couldn&#39;t agree more why do you think it is that we live in a day and an age where people avoid that like like the plague I mean you you see it all day long right we see hey get that software get this CRM and you can you just said it yourself you can automate it you can have ai do it for you you can I I and I&#39;m like you right I I tell people every day I see I I catch people even on my own team every now and then they don&#39;t do it as much but even on my own team you know they&#39;re texting back and forth and I&#39;m like pick up the phone get on the phone I want to know their tonality what is their tonality you can&#39;t hear their tonality you&#39;re not going deep you&#39;re not building Rapport like sure maybe send a text get one text back and then pick up the phone and call them but why do people avoid it like the plague as time goes goes along two reasons hey really quick I&#39;m sure you already know but I&#39;ve done over 2,500 wholesale deals in my career and me and my team consistantly do anywhere from one to two wholesale deals a day if you&#39;re looking to get better at wholesaling or maybe you&#39;re brand new you&#39;ve never wholesaled a deal uh I would actually love to coach you I would love to Mentor you and I would love for you to be a part of our education program all you have to do is go to www. flippings simple.com or you can find a link in the description down below and book a strategy session with my team to see if you would be a good fit for our coaching program again this is our exact strategy and formula of how we are actually able to go out every single day and do anywhere from one to two wholesale deals a day nobody&#39;s talking about what we&#39;re doing and I really look forward to coaching you and mentoring you so again go to www. flippings simple.com now let&#39;s just go ahead and get back to the show and only two reasons fear of rejection and ego that&#39;s it there there&#39;s a great old school video of uh and audio of Tony Robbins and he and he has this big he has this big event every year for business owners and he&#39;s talking about you know how important and crucial salespeople are to an organization and he says literally like there&#39;s parts of our brain that we will feel tremendous amount of pain if we get rejected like we feel we&#39;re getting kicked out of the tribe it&#39;s like this ancient part of our brain that&#39;s just like I need to make sure I don&#39;t rock the boat too much because I don&#39;t want to be expelled from the tribe and be out there by by myself right so the greatest salesmen don&#39;t have that they&#39;re just like Hey listen or or maybe they do have that but they have they have been theyve put themselves in such a situation or have grown up in such a situation where it is I need to I need to do some I need to bury that down deep and just do this work anyway or I&#39;m not going to be successful I&#39;m not going to achieve the things that I want to be or I&#39;m going to repeat the the mistakes of my father or my mother or whatever else right and so we have that part of our brain that&#39;s that doesn&#39;t want to deal with rejection and then we have this ego that&#39;s like I&#39;m above this I don&#39;t want to be a Salesman I&#39;m above I I&#39;ve got a brilliant mind I&#39;ve been told that I&#39;m brilliant all the time right you know what I mean and so the reason people fail in real estate is those two things they have the fear rejection and they have uh an ego and real estate agents mhm Realtors are the worst yeah they are they are the worst I can&#39;t tell you how many brokerage meetings I went to with people that dressed to the nines and did two deals a year maybe you know what I mean but they&#39;re just they&#39;ve got everything they&#39;ve got their presentation down and they&#39;ve got their Automation and they&#39;ve got their CRM with all of their uh centers of influence or their sphar whatever you want to call it and they just don&#39;t do anything because of fear rejection and ego they got the cclass Mercedes you know the whole thing right um no I&#39;m right there with you man you know and I and I think that it is ultimately a problem you know and I think people have to you you and and the other problem I think is that salespeople make some of the best money in the world yep I mean when you really think about it right like okay what what are you going to go do I mean I I know sales people make way more than a doctor a lawyer you know people like that entrepreneurs are sales people too 100% so it&#39;s like why are you being a sales gu is not a bad thing yeah it&#39;s just there&#39;s uh people look at it negatively because they would feel bad if they did that they would feel bad if they got rejected they would feel bad if they knocked on somebody&#39;s door and interrupted their day or made a call and interrupted somebody&#39;s life they would feel bad about that so they hate that when people do that M so I totally understand it but it&#39;s a huge Advantage if you have the ability to get over rejection and not have an ego you win you&#39;re going to win no doubt about it and and and and and you see and that&#39;s why I like the people that have hit rock bottom I like the people that came from nothing I like the the the the dude that um you know parents didn&#39;t have any money growing up I just talked to a guy today his name is Jaden he lives in California and he was homeless for 15 years growing up 15 years he had to borrow a car when he was 13 to go door knocking around in rural areas to see if people wanted to get their trees cut down he would then go borrow a chainsaw go to that house cut it down sell the firewood and get paid to taking for taking out that tree wow now he&#39;s in real estate you think he&#39;s going to Su succeed for sure you want him on your team for sure no question about it like that&#39;s what I&#39;m talking talk about like get get gritty get super super super gritty to be good in this business unless you have a big budget if you have a big budget go do inbound marketing and you&#39;re you&#39;re good yeah but most people don&#39;t have a big budget it&#39;s just the reality of it right yeah when they&#39;re when when you&#39;re first getting started you just don&#39;t you know and and that&#39;s okay but you just have to get gritty and I would argue too Brent that even if you had a big budget well then if you don&#39;t if you don&#39;t Pioneer the way and cuz you said it a little while ago maybe five minutes you say you have to learn the skills required to do the deals right and so if you let&#39;s say you start out day one for some reason you have 100 Grand a month that you I mean like some stupid ridiculous budget that you could just do TV radio Direct Mail whatever right somebody&#39;s still got to get on the phone with the seller when they call yeah so it now you got to go hire a sales team if you&#39;re still afraid to get on the phone and then you&#39;ve got to train them and they&#39;re not going to probably respect you if you&#39;ve never done it or you don&#39;t know what you&#39;re talking about so you now you&#39;re going to have to put multiple layers of people between you and them so that you see what I&#39;m saying like you have a different problem now you just created a different problem for yourself all because you didn&#39;t want to learn the skills required to your point well that&#39;s why you know I this is all of this is my experience and and what I&#39;ve seen I&#39;ve I&#39;ve personally coached over 3,500 uh people that are wholesaling um and and just what is the S what is the the the fastest path to success y um one is I I highly suggest you don&#39;t hire anybody a VA anything before you talk to a thousand Property Owners yourself I love that seriously just thousand contact challenge talk to or or a thousand agents I don&#39;t care I don&#39;t care if you want talk to people isn&#39;t just direct a seller it&#39;s anybody you want to get stuff on Market you want to build a good referral database you want to do all those things fantastic just be proactive if you don&#39;t have the budget but when I look at it anytime somebody comes into world I look at four things Austin I look at what Market are they in is it big or small okay um I look because this is all will affect your lead generation for your business I look at what&#39;s your experience level are you new or are you experienced and experience I don&#39;t necessarily mean real estate experience I mean sales experience your ability to effectively communicate with other human beings okay uh I look at their budget what is what is their budget do they have a big budget or is it is small in the beginning do you have to uh trade effort for Budget great do you have the budget great then there&#39;s different paths here and we can go through all these because I think it&#39;s important and then the last one is what&#39;s your schedule are you full-time or part-time so there&#39;s four main factors there that you look at and then you decide okay based on these four factors this is the best marketing plan for you for the next 90 days for this for this first you know go around this first quarter that you&#39;re You&#39;re Building momentum in your business MH and so that&#39;s what I look at with all of those and then it depends on if you&#39;re going to do Direct Mail are you going to do are you going to build your referral database are you going to do uh calls or texts are you going to hire people to do that are you going to hire virtual assistance are you going to do paperclick are you going to do paper lead are you going to do radio you going to do TV all those things and so it&#39;s not one siiz fits all you have to really filter based on those four things things and if you do it based on those four things um you&#39;re going to have a a way bigger um chance of success then obviously you have to take massive and Perfect action of course your second thing was the market right you mentioned that and I get asked all the time so I want to make sure I ask you you know people uh and they comment on everybody&#39;s videos I feel like and they talk to us in person they say are there markets you should just stay away from right and you said okay you you said a minute ago depending on how big or small the market is is there a number that you have have in mind Brent that if somebody&#39;s in a market with less than fill-in-the blank population you say hey look I know you live there but you should probably just virtual Wholesale in a different market like is that does that exist for you it it depends on um the price points in those Market Flagstaff has 70,000 people Flagstaff also has a median sale price of 560,000 you know what I mean you could do less deals there get bigger fees there and do very well you know what I mean so there&#39;s there&#39;s some factors there that you have to look at when you dig into those markets as well now if you go to um Sierra Vista yeah right where the median sale price is much lower then you you know you probably want to get some bigger expand your market for sure yeah and do you think virtual wholesaling if you&#39;re brand new is difficult I mean can anybody do it or is it easier it has be easier right to to Wholesale in your own backyard than virtually I mean if you&#39;re talking to somebody watching who&#39;s brand new they&#39;re watching for the they&#39;re tomorrow they&#39;re going to get into the game of wholesaling you know like but they live in North Dakota great in bismar awesome do they pick how do they how do they choose the virtual market now um I would say where do you want to own rentals eventually I like that yeah and and it kind of goes against what I was saying about owning single family rentals but um yeah where where do you want to own your real estate where do you want your portfolio and so that&#39;s that&#39;s where I would track that um I would also say where are you most familiar where where do you feel like you can understand the um the comparables the best Phoenix is like the number one market for all these big companies because basically all the houses were built in the last 30 years you know what I mean so you know the floor plans you know how much repairs go into them you know um you know what uh what the construction was like for these properties we&#39;re all on a grid all these things right yeah we&#39;re the 48 states we&#39;ve got this like younger brother type mentality to all the other states where the econ the economics of our state wants to be robust to attract other um big-time businesses and people to live here to work in those big-time businesses so um I I think that you know just find a market that uh has at least half a million people eventually but if you&#39;re looking to do your first deal look in your backyard yeah look in your backyard are there ugly houses in your backyard the answer is yes 100% there has to be so go for that but you asked the question is virtual wholesaling hard all of this all of this is hard yeah all of this is going to be difficult all this is going to challenge every single person more than they&#39;ve ever been challenged before and then they&#39;re going to get good yeah and and then they&#39;re going to have a skill and you build a skill of finding discounted property baby yeah I see a lot of people you&#39;re you&#39;re you&#39;re literally set and it&#39;s one of the most valuable skills that you can learn I believe in life yeah like identifying a good deal in the world of real estate I mean come on mhm who who doesn&#39;t want to know how to do that for the next 50 years of their life the even if you go buy a primary yeah beautiful thing is wholesaling you don&#39;t have the risk factor you&#39;re going you get to go and find a property put it under contract as soon as you have that contract you have an asset that you can sell you can sell the right to purchase that property you then sell the right to purchase that property to an investor that has the cash that wants to do the project wants to add it to their portfolio whatever and then you get to watch what they do with that property did they win did they lose did they keep it in their portfolio did they do use it as an Airbnb did they bur it did they do some sort of pad split or whatever else is you know the new and and popular thing these days you know what I mean what what did they do with this and then so you know that these people ahead of you that have been doing this have already paid the stupid tax at some point they&#39;ve already lost at some point on a deal and so they&#39;ve learned from that and learned from that so not only do you get to see what they&#39;ve done with this propert the the property that you had your hands on but you get to like pick their brain on well what what deals did you lose on I mean that is that is incredible I mean you talk about a mentorship you talk about a coaching you talk about you know really uh an apprenticeship that&#39;s it yeah wholesaling is that it is and if you&#39;re if you&#39;re smart about it you track what what happens with the properties and you see you see what the trends are you know I couldn&#39;t agree more yeah and any buyer that you if you&#39;re a wholesaler and you&#39;re a cool guy or cool girl and you hook a buyer up with a great deal they&#39;re going to let you hang out like they&#39;re going to let you call them from like stop by the property during the construction to take a peak like if you build a good relationship with a good buyer right like they&#39;re gonna they&#39;re going to be an open book with you buyers aren&#39;t you know you could just tell them up front when you&#39;re wholesaling to him hey I&#39;d really love to just see what you do with this thing you know and uh they would have you ever lost on a deal what do you mean like lost oh yeah for sure I&#39;ve lost money on a flip why we&#39;ve got two right now we&#39;re going to probably break even on um well you know like a real loss like a like 30 to 100 Grand loss I think the most I&#39;ve ever lost on a flip is probably only 20 grand okay yeah but I&#39;ve never flipped I&#39;ve really only ever person flipped sub 500 really you know like I&#39;ve never really dabbled in like the the luxury market for that reason I I know people do they make great money I&#39;m hey I&#39;m all about it right personally I I would rather just do volume you know like we have like 12 flips that we&#39;re doing right now and two of them were going to break even on we just bought them B it was just they were just bad buys like just straight up right yeah they were a bad buy we&#39;re doing volume so you know sometimes you&#39;re just moving too fast and and we comped them wrong and hey no big deal right y but on the other eight we&#39;re going to win Big Y and on the two we&#39;re going to lose small like we&#39;ll lose a grand if we lose money you know it&#39;s not like we&#39;re going to lose a bunch of money right but yeah I mean I&#39;ve watched a lot of other people lose a lot of money just scares the hell out of me you know I&#39;m like I don&#39;t know if I want to do that right and the turn time you know I like when I look at I had a guy we I was talking to a guy today actually Brent that was say that was trying to talk me into doing a luxury flip and I&#39;m like yeah I&#39;m like my issue with these bigger flips too is I can&#39;t predict where&#39;s the market going to be in two years or a year and a half like I don&#39;t know about that I&#39;d rather Turn and Burn in 90 days you know and be and be done right um but I have a question for you Brent you know one one big question that I get asked all the time and I don&#39;t know how many younger people follow you I&#39;ve got a lot of younger people that follow me that are you know 18 years old 19 20 21 whatever and um and they&#39;re really in this kind of place of trying to figure out what they want to do to that&#39;ll make good money what is something that that they can do they they ask all the time right like what direction do I go that that will yield a high amount of Roi in in my lifetime and and the common kind of uh buckets that I see them trying to choose between would be like stock trading yeah going all in on that and really learning the art of that right um it might be like Forex or some sort of like cryptocurrency type of okay I&#39;m going to go all in on that kind of Niche and learn and master it right wholesaling is in there I see it like these are the categories that I see right yeah um it&#39;ll be like wholesaling or it&#39;ll be some sort of like e-commerce you know online kind of Drop Shipping type whatever you you know and there might be like one or two others they might play around with like a turo or whatever but if somebody was to go all in on one thing why is it your opinion that it should be wholesaling over some of the competing uh Industries out there I mean or is it your opinion that it should be wholesaling well listen as an entrepreneur you have to realize that um there&#39;s two main strategies that I can think of and uh somebody way smarter than me can probably come up with more but you&#39;re either be uh building a cash machine or you&#39;re building an asset for an exit you know what I mean wholesaling is the cash machine building a rental portfolio that you send to sell someday is an exit building a company that maybe you&#39;re not pulling as much lifestyle money out of but you&#39;re putting the money back into it to sell it someday at a multiple um that&#39;s a that&#39;s a whole different thing so what do you want to build there&#39;s some really really really smart people that I know that they live very modestly because they&#39;re really putting everything back into a business that they&#39;re going to sell one day so they&#39;re very focused on that uh I have always been I want to get a cash machine live a great lifestyle have freedom of schedule and then also buy assets with that right it&#39;s going to be slower because I&#39;m going to be using some of this for lifestyle and I&#39;m not talking about um you know going too crazy I think my monthly nuts maybe like 30 or 40 Grand a month month of just living expenses and all that and travel and messing around right um but the the input that the income that I have is far beyond that sure and so I put that into assets or I lend it and and put that into notes and that&#39;s an asset and that type of thing and so it depends on what business you want if you want to have if you want to have business now you have to serve the community now so what are you going to do what are you going to do to serve the community and um I think that anything you want to focus I I don&#39;t know if it&#39;s better to go crypto I don&#39;t know if it&#39;s better to do Drop Shipping I don&#39;t know if it&#39;s better to do any of those I never did any of those but I know a lot of those people come over to whole ceiling they do yeah I know a lot of those people come come our way and and and say you know it was great and then it stopped yeah or it just didn&#39;t work out or whatever you know what I mean I know without a doubt long-term strategy-wise and and just economics of real estate if you can find discounted real estate you&#39;re going to win I think for our lifetimes I until we&#39;re all you know strapped into some sort of uh you know virtual reality and we all live in pods or whatever and we could just stack each other up in you know a warehouse or whatever well you can&#39;t make more land as of right now you know I mean like it&#39;s it&#39;s a finite thing right and and so well the interesting thing that you say you get on an airplane 3 minutes into that airplane you look down there&#39;s nothing right there&#39;s no civilization only 14% of the land mass is actually occupied I didn&#39;t know that was the number wow 14% I was always curious about that and that&#39;s where the utilities are that&#39;s where the economics are that&#39;s where the infrastructure is that&#39;s where everything&#39;s at those 14% so why wouldn&#39;t you own part of the 14% of the country that is occupied you know what I mean so powerful yeah yeah you would you would want to yeah especially if you&#39;re in a growing Market especially if you&#39;re in the in the in the sunb belt especially um if you&#39;re in an area that&#39;s not needed for agriculture or it&#39;s just not the climate is just not you know um set up for people to enjoy their lives I guess I mean some people I guess but um yeah I think owning part of uh specific markets is really smart and what&#39;s what what better way to to to understand real estate then be able to find deals sell deals see what&#39;s going on not take the risk of losing money and uh be able to build an ATM machine that funds whatever whatever else you want to do sure you know I do yeah a million perc and we&#39;ll dive into that in a little while um you know on the on the direct seller I&#39;m just curious while we&#39;re kind of on the topic we&#39;re all over the place yeah we are fine be patient with us we&#39;re we&#39;re just this is a lot of fun it&#39;s going to be just all over the place because uh we we don&#39;t come in here with any set questions or set agenda we&#39;re just trying to provide as much value to people as possible and I I think about the the interviews that I&#39;ve listened to uh in our space and even with entrepreneurs and there&#39;s certain things that stick out yeah and um I hope to do that I do too and I think we will yeah for sure and um and I think that ultimately we&#39;ve there&#39;s already been a ton of value right so and you&#39;re the man for for providing all that value let us know in the comments if we&#39;re crazy yes yeah definitely or if you enjoy it and and like the video reach out to Brent you know shoot him a DM let him know that you watch our pod um you know I&#39;m curious on the DTs people ask all the time okay you know Brent Austin you know what if if I did have a budget maybe a, 5,000 bucks a month nothing crazy maybe 10 grand a month right CU I know a lot of people that have a budget kind of in that ballpark what where what should I put it on in 2024 like if you could put it on maybe one thing or two things you know just like you know would it be PPC would it be PPL would it be I mean like where would you allocate that if you&#39;re really and maybe this is somebody who&#39;s already doing a couple of deals a month like they&#39;ve got a little wiggle jiggle in their bank account and they&#39;re they want to play the game a little bigger now you know where do what do they do first of all for free everybody has to go in to Facebook they need to go into the group sections right the the and um and type in whatever we&#39;re in Arizona Arizona real estate you know Oregon real estate California real estate whatever it is maybe specific in in the bigger States sure and friend requests until you get 5,000 people okay yep and every single day post a picture post a story uh post something in in your stories I buy houses DM me I buy houses I buy houses I buy houses this is free okay that you could do that every single day and I hear it from from from uh students that I work with they go well I&#39;m known as the tennis uh Pro I&#39;m known as the as as as a teacher I&#39;m known as uh the the guy that&#39;s in the military all these things it&#39;s like what you can&#39;t invest you can&#39;t be an investor like you need to change that label so that but or or you&#39;re not going to be able to do this business you have to be confident that you can go out there and uh solve problems right and and buy properties and sell properties and do these things and so that fundamental everybody should do that right now just go get to 5,000 post as much as you can get people that are in real estate you&#39;re going to build best friends so fast I&#39;m telling you you&#39;re going to connect with people that you never even imagined they&#39;re going to start send in you deals they&#39;re going to start helping you dispo deals or sell the deals they&#39;re going to help you get funding or raise funds or whatever right all these things uh so do that absolutely free um I think that a smaller budget you you you want to be making sure that you&#39;re you&#39;re talking to people you&#39;re making the calls right and so um if you have some experience and you&#39;ve talked to a thousand people you can hire a really great VA you can get a VA that&#39;s I and I highly suggest you get a American that&#39;s living abroad it&#39;s going to cost you $8 to $25 an hour I know that that sounds crazy um but the critical thinking skills of of of those callers uh is going to be on a much much higher level you can certainly hire somebody from from another country um but you&#39;re going to get smaller deals and uh you can hire you&#39;re going to have to hire more of them so you&#39;re going to have to buy more data but right now uh you get all the phone numbers and contact information for free basically um I think that beyond that I would do PPL PPL yeah yeah I would do paper lead either property leads or ice speed lead or whatever you suggest um to your um agents those are good yeah from what I&#39;ve heard I I haven&#39;t used either of those two but they&#39;re good yeah and I think that you just look for the you look for the spots I think that if you&#39;re going to do that open up your um your Market not just to you know local but open it up and then uh find some really good opportunities for 40 50 bucks a lead um say you know one deal per 20 leads 25 leads for PPL um so do the do the math there but but at least you&#39;re having conversations with people that went on a website and said I want to sell my house sure so yeah that would be my suggestion what what do you think your uh average assignment is right now rough 25 I know well it&#39;s 248 38 but I round it up to 25 and I know a lot of people whose you know assignment fees are 10 12 Grand why why are yours so high we f focus on Ugly Houses yeah I mean that&#39;s that&#39;s it and and and we go direct to seller I mean bro in the Heyday in 2021 with the hedge funds and things going 50k 48,000 change um but also um I think it&#39;s important to understand like I think for your first 250,000 it should be outbound you&#39;re doing the calls the texts the door knocking the all those things really getting above 250,000 and Beyond you need inbound whether that&#39;s direct mail um per month to be clear 250,000 per month a year oh a year okay got it whatever or or just once once you have the budget so over that inbound yeah I mean yeah I&#39;m just telling you like I spent a lot I&#39;ve talked to 45,000 Property Owners myself yeah right building this thing up just staying and and part of that was killing that that rejection part in my brain and and killing the ego I had both of them I mean I had I mean was the big problem as a young entrepreneur I had both of those so I speak to those from real experience and I lost everything because of it and had to crawl back out and so I had to kill those things in my brain to just go just go and go and go and it and it worked worked it works every time I&#39;ve never seen it not work that if you have enough conversations enough offers that you&#39;re not successful it&#39;s the absolute truth um but nothing is more badass than inbound leads nothing yeah right right I mean you know you you you work with Zillow and you work with a lot of other things to bring in inbound leads to your team bro yeah it is it is so nice super Co when somebody reaches out to you and they&#39;re like I need to sell my house today yeah just tell me what you&#39;ll pay for it and we&#39;ll we&#39;ll see if we can work something out yeah come to my house today lock it up today or you or we we&#39;re locking up things on the first phone call in my opinion um because I don&#39;t have enough experience with TV I ran that for a while and it wasn&#39;t very profitable but what has been gamechanging for us is PPC PPC over PPL oh my gosh well PPL until you can do PPC okay got it PPC if if you&#39;re not spending a minimum of 10,000 in major markets you&#39;re not even you&#39;re not even ranking top four you&#39;re even going to make a dent are you you&#39;re you&#39;re actually helping the competition pushed them up truly yeah and so if you&#39;re in a smaller Market 5 to 75 is a minimum and a lot of people just don&#39;t have that budget starting out a lot of people aren&#39;t comfortable with that budget starting out well not only that you&#39;ve got to do it for a minimum of what do you think 90 to 180 days okay before you can even expect to see a result of any sort right but when it popped so what I did is I grabbed a dude from Google MH he was doing all the Google ads he knew all the accounts knew all the the the all of it right keywords he&#39;s like day trading keywords every day in my office and now we we&#39;re opening that up to some of our students and some other people around the country that want to do it but I&#39;m telling you all roads lead to paperclick yeah I mean if you look at the big big guys and we&#39;ve talked about some before the show um that are doing amazing business I mean we&#39;re talking 10 million plus in wholesale and flip yeah uh income a year it&#39;s all inbound bro it&#39;s all 100% all TV radio direct mail payperclick I agree yeah yeah you know and and this is something that we I&#39;ve actually talked a lot about with my owners you know full transparency I have multiple partners as you know in my company and I I think there&#39;s actually I&#39;ve had this conversation in multiple meetings I don&#39;t know the exact number but I think when when you look at working with re because we teach a lot about like working with real estate agents and stuff like that right and co- wholesaling and whatever we I love direct seller um however I think there&#39;s a cap for agents and co- wholesaling even with super intelligent dudes like my partners and stuff who are really managing this company I&#39;m like dude I think there&#39;s a number that like we can get to every month 100% before there&#39;s just not much else we can do after that like after that we have to just do more inbound because you can only co- wholesale or work with so many agents at any given time right and it&#39;s a big number don&#39;t get me wrong so if somebody&#39;s watching like you can make a lot of money doing that but tremendous but when you&#39;re when you get to the scale that like we&#39;re at I I&#39;ve been we just turned on another campaign recently of you know U uh PPC and um and you know I&#39;m like dude we we just got to do more of it right yeah well listen we get we close 10% of the paper lead paperclick leads yeah so my team needs to talk to 10 Property Owners if you look at how many leads we&#39;re like 60 to 75 leads per deal for coold call and text so you don&#39;t have to replace one lead when you close a deal you got to replace 60 to 75 leads per deal you&#39;ve dumped that in the top of your funnel you need man power yeah there&#39;s only certain amount certain amount of time and and I&#39;m telling you and and this has been like my whole career making I I think 52 phone calls and I and it&#39;s very specific 52 phone calls a day for lead followup for one person to do is is is your is is the max the number it&#39;s the number yeah I mean you could you could push it on some days but consistently five days a week making more than 250 hand dialed lead followup calls or whatever even if it&#39;s in a system you just burn out it&#39;s not yeah 10 yeah 10 bro yeah all day long all day I&#39;m telling you inbound is incredible and I&#39;m the talk to people guy I&#39;m the go out earn it be proactive progress not Perfection just you know you&#39;re be a train right be a rhinoceros out there and just charge charge charge charge until you can get inbound leads yeah for sure for real 100% I mean think about it you&#39;re the top what Zillow guy we&#39;re the number one or number two depending on who you ask so the budget has to be bananas well no so in Arizona it&#39;s not um it&#39;s Zillow Flex so remember Arizona is Zillow split it um so it&#39;s a 35% referral fee to Zillow yeah so we don&#39;t pay for it however we were talking about it the other day do well we totally do out of pocket we we were talking about it the other day we were having um a meeting I won&#39;t say too much but uh like so Arizona is one of the only markets in the country that Zillow does the flex program which is the you know where you don&#39;t pay per lead they you they just take it out of the commission right and we were talking about what would it cost like we were looking at our lead volume of what we get every month and we were like what would it cost if we were because in all the other markets it&#39;s called um Zillow Premiere in Zillow Premiere you pay per zip code and then each zip code gives you a certain amount of leads in that particular ZIP code right and so we know the pricing of Premier because Arizona used to be a premier market and every other state for the most part in the countryes at Premier market and dude the number that we would be paying right now for for it is like 500k a month right like literally 500k a month to get the amount of leads that we&#39;re getting per month right now are you paying less in commissions to them yeah yeah they make less by doing that so hopefully Zilla doesn&#39;t get a hold of this yeah yeah we were talking about it the other day we were like why my partner could probably speak on it better but why aren&#39;t they a premier Market here you know like if knowing that and knowing that you know they&#39;re technically losing money by being a flex Market you know why don&#39;t they go back to Premiere and I just don&#39;t think they can now you can&#39;t unwind that y you know um because you&#39;ve got like 18 big teams in Arizona that are all on flex and it&#39;s a it&#39;s a well-oiled machine you can&#39;t turn that off you know like how do you how do you reverse that what happens to your team if they&#39;re like you get no more leads we&#39;d be fine yeah what would you transition to well we have a lot of other lead platforms that we&#39;re on and then we and then you know 53% of our um closings in 2024 are self-generated awesome so not not from any lead provider at all so you look at our 145 real estate agents on our re on our retail team right um of the 200ish deals that we&#39;ve closed in 2024 remember we&#39;ve done 300 total 200 on the retail 100 on Wholesale in four months in four months thank you I appreciate that from the audience yeah and myself you know we um 53% of the 200 were self-generated meaning our real estate agents it was either sphere of influence or friends or family or open house or whatever right meaning only 47% came from all lead providers in total and then of the 47% I want to say it&#39;s about 20 something per of that was actual Zillow so Zillow does make up a big portion but it isn&#39;t like 80% or anything like that you know so we would be fine ultimately and we&#39;ve thought a lot about that we really have you know we thought a lot about hey you have to you have to think about that right what you know what what would we do how would we survive would we be fine and we would you know but um phenomenal question yeah and then on on wholesale but how good are those leads dude they&#39;re phenomenal come on bro they they click a button on Zillow like I don&#39;t know if you know this like you and Zillow is always like trying different things and you know but like there there&#39;s a feature where that the consumer can click a button okay to to book a tour for the property that they want to see they can pick a time and then it just texts yeah one of our agents they get a text and it&#39;s like will are you willing to go to this one two3 main at 5:00 P p.m. to meet so and so buyer yes or no and you click a button and you&#39;re confirmed yeah they&#39;re your client they better be clicking yes you know what I mean like what are we talking about bro you know in leads come on yeah and that&#39;s 35% we pay a lot of money I mean we off the top we&#39;re we&#39;re one to 5.8 right now yeah right and I always and these are numbers that I think people should really consider once you&#39;ve pulled yourself out of the dayto day and you&#39;ve fired yourself from certain roles in your business and you&#39;ve got really great talent doing all of it and you&#39;re you&#39;re um you&#39;re the owner not the operator right um I always 25% marketing yep 30% um people 5% you know miscellaneous overhead whatever with for a 40% profitable business 40% profit business I like that a lot yeah I like those numbers I&#39;ve never heard it put that way and so if if you&#39;re ever looking at marketing you want at least a one to four okay you go one to five you&#39;re killing the game you&#39;re talking about 50% profitability yeah that&#39;s bananas you get up to 5 million bucks a year 10 million bucks a year yeah there&#39;s people that we know that that that do million a year and they keep eight of it wild we&#39;ll have to get them on the show because I I don&#39;t even know who you&#39;re talking about I gotta you know yeah we&#39;ll have we&#39;ll have to get them on the show for sure um are you Brent Daniels in any other Market aside from Arizona no just Arizona I mean we we&#39;ve looked at expansion um couple different things I think that you&#39;ve got a six-month learning curve for understanding the uh the market the the laws that are involved in each market the um title and escrow companies to work with or closing attorneys in some markets um the just understanding values and buyers and all that other thing so um I think that there&#39;s just I think that there&#39;s more to squeeze out of this Market than we are I think there&#39;s I can think bigger in this market than I am and we&#39;re ready to do that so we are so I I think at some point um we might expand um but again expansion means adding people and eventually inevitably in real estate there&#39;s tough there&#39;s there&#39;s tough markets and you have to get rid of 80% of your people and that&#39;s the hardest part of the business in my in in in my experience is building a unbelievable culture getting together talking about families talking about you know what&#39;s going on seeing babies born seeing people buy a new puppy seeing people buy their first house all these things and then yeah like that in 30 days sorry yeah income&#39;s not coming in like it used to we got to reduce the size of the team and it happens every time every 10 years I mean every 10 years that&#39;s going to happen we&#39;re we&#39;re late right now though wouldn&#39;t you agree I think it happened in 2022 you think so yeah to a degree I yeah you&#39;re probably right yeah yeah as soon as interest rates went from 3% to seven uh it&#39;s a tougher Market in a different way though would you agree like it&#39;s a different kind of hard right now I mean I don&#39;t know I don&#39;t think that we&#39;re going to go the banks aren&#39;t going to allow big forclosures to go bananas unless something totally crazy happens you know I hear oh well they put everybody because 90% of of foreclosures go through loan modification and I don&#39;t know if if people understand this what they do is they go oh I&#39;m the bank m you owe me $155,000 of back payments what I&#39;m going to do is how much can you afford y your payment right now is $2,000 a month I can only afford a th000 okay great what I&#39;m going to do is I&#39;m going to take this 15,000 I&#39;m going to put it on the back side of your loan y you owed 150 now you owe 165 MH your mortgage payment is 2,000 you can go 1,000 for the next 36 months but those 36,000 that you&#39;re not paying every month I&#39;m going to put that on the back end of the loan right not only that you had a 3.7% interest rate I&#39;m going to make that a 7% interest rate payment&#39;s going to be fine for 36 months yep but in 36 months it&#39;s going to go up to the normal rate it&#39;s a way for the bank not to have to foreclose so the bank extends the ability for people to make those payments and so people are saying well now people are going back they did the loan modification they&#39;re still going back to foreclosure because they&#39;re like you know I&#39;m upside down in this do you think total give or take a percentage that&#39;s just what people are saying I don&#39;t know these are what this is the the conversation that I&#39;m having with you know in the industry with people I haven&#39;t seen it I mean you look at the amount of pre- forclosures going on right now and it&#39;s like nothing we have like 2 million houses in Maricopa County and it&#39;s like I don&#39;t know 5,000 7,000 pre forclosures or something not a lot yeah I mean it&#39;s less than half percent or something or 1% and uh so you know I don&#39;t know I don&#39;t like unless there&#39;s some sort of you know crazy Global shutdown again I think that uh we went through a tough time with with what happened in 2020 I think the interest rates affected that because inflation went bananas and so when inflation went bananas and there&#39;s a bunch of money the the Central Bank sucks it all out of the market by interest rates sure that&#39;s it so I mean I don&#39;t think that the interest rates are going to go into double figures I don&#39;t think I think that they&#39;re probably around what they&#39;re going to be for a while yeah so if interest rates are right there inflation doesn&#39;t go crazy because they don&#39;t print a bunch of money I think that uh eventually we get it all sorted out I think we got you know I don&#39;t know seven more years until something crazy prob or whatever you know what I mean it&#39;s just I know it&#39;s it&#39;s kind of like a fear base that I don&#39;t want to grow too big of a team but I&#39;m telling you at some point yeah uh the markets really shift and you got to get rid of a lot of people sure yeah and I don&#39;t disagree with that you know and um and and obviously I have a huge freaking team you know so and we went through we I mean dude we&#39;ve gone through some hard times already you know you&#39;re more commission based on yeah we are yeah the majority the majority of everybody&#39;s commission I mean all of our all of our executives are obviously W W2 you know we probably have 202 Executives between the companies you know full-time um but yeah you know we have 200 I mean we have we have right around 200 people if you if you add up every agent every executive our entire wholesale team me my owner my partners about 200 people probably give or take you know um yeah but you could build this up and sell it 100% right and that&#39;s one of the ideas you can sell it to somebody that can weather a bigger storm and take care of the people that you have and all those things and that&#39;s exactly why find that window we yeah so you know we we&#39;ll we&#39;ll play it by year but I think that um and you&#39;re right you know 20 20 whenever whenever hedge funds and that whole era you know that was a weird kind of transition then coming back into 2023 with interest rates and and um so I think we&#39;re through the thick of it now yeah hopefully we&#39;ll see with the election though right you can&#39;t predict it who knows you know I don&#39;t know what the I was listening to Jerome pal today you know a couple hours ago he announced that they&#39;re keeping rates the same you know and um and he kind of made a comment somebody was asking him like uh you know do you think you&#39;ll aggressively drop rates to help Biden pretty much was the question you know in other words and he&#39;s like he kind of got offended you could tell a little bit he&#39;s like oh no I uh if we go down that rabbit hole you can&#39;t come back from that pretty much he said I&#39;ve watched four different presidents come into the White House and he&#39;s like I he basically said we we won&#39;t ever go down that rabbit hole you know so not as it pertains to any sort of manipulation or anything like that to the the actual um election you know which is interesting right because I think a lot of people think that like oh they&#39;re just going to wait wait wait wait wait and then 6 months before the election they&#39;re going to aggressively drop and it&#39;s a possibility don&#39;t get me wrong but he denied it he denied it today no way yeah there&#39;s no way but listen good markets bad markets flat markets whatever you still have to talk to people yeah you do that&#39;s it if you want to be Recession Proof build skills and relationships yeah that&#39;s it squat up and build skills that&#39;s it what&#39;s the number one roadblock that you personally get for people trying to learn the game like what what do they what do people get stuck on the most in your opinion of the 3,500 people that you&#39;ve mentored is it is it the contract I mean where do people really get hung up you know when they&#39;re trying to figure this game out like where where do they just run right into that wall sitting at their kitchen table with their computer up ready to make a call scared out of their minds that&#39;s the biggest thing you get past that you win wow so in our group we we have what&#39;s called uh Virtual Office and so we&#39;ve got a a zoom setup to where people are just making all day long right so you don&#39;t have to do it by yourself you see people you know they&#39;re cheerleading you and they&#39;re they&#39;re they&#39;re they&#39;re doing some roleplay stuff and they&#39;re just they&#39;re just involved in each other&#39;s business from just a support standpoint right so I think one you got to you got to find people doing this business it is impossible like step number one is find your tribe I like that I&#39;m serious it&#39;s step number one is find your community find your tribe of people doing this business because if you&#39;re not surrounded if nobody you know is doing this business you&#39;re not going to do it you&#39;re just not going to do it and you got to you got to be able you got to commit to that I think that&#39;s the most powerful thing honestly in like a coaching mentorship type type of program is you&#39;ve you&#39;re around people that are a few steps ahead of you right you&#39;re around people that are taking that massive imperfect action so and and then from there it&#39;s just get proof of concept make a dollar make a dollar from the e the fact Al I think about this sometimes I lie in my bed late at night I think to myself I just I solv I I pulled myself out of debt and and and and and got to this place where I I live in this house and I have these kids and they&#39;re healthy and all this because I just out of the ether I made a phone call and I talked to one person and they were like yeah I do want to sell my house and then I was like oh let&#39;s do that again let&#39;s do that again yeah let&#39;s do that again and again and again and again and again and the fact that you can use your phone which is the remote control to society is our cell phones you can use it as entertainment or you could use it as the most powerful tool to build your business and that&#39;s it and just the fact that you you like one conversation away you could talk to that you&#39;ve seen that property you know the property it&#39;s that property that&#39;s at the end of the street it&#39;s been vacant forever it&#39;s tagged up the city at some point put you know uh boarded up the windows the the roof shingles are flying off it&#39;s got weeds all over the place and you never thought huh I wonder who the owner is I wonder if I could talk to him and try to buy that house and then you do and it works and then you&#39;re like I wonder how many other houses are like this yeah there&#39;s 11 million vacant single family houses in the United States it&#39;s insane 11 million it&#39;s insane yeah not only that I mean you you were going on the the economics of everything think about this if you go and you Google right now I&#39;m out of New home builds by decade and go look at that chart it&#39;s bananas it was like 20 million 20 million 7s 80s 90s 2000 to 2010 economic crash 6 million then we start ticking back up guess what happened in 2020 yeah whole world shuts down I&#39;m telling you there&#39;s just a lack of new houses and if you&#39;re in an area that more people are being born less people are dying more people are moving into appreciation happens because it&#39;s supply and demand and that&#39;s what it is and people are like oh there&#39;s a it&#39;s a bubble there&#39;s not enough houses to be a bubble yeah there&#39;s literally not enough houses and by the way in the in the 70s 80s 90s to go look at what the US population was go look at what the US population is now I&#39;m telling you powerful data powerful data this is the best business ever yeah this is the best business ever and so I think that&#39;s the biggest problem to Circle back what is the biggest roadblock they haven&#39;t had conversations with strangers about buying their house that&#39;s it you get past that you build those skills you understand that every conversation with the property owner comes down to four things condition of their property timeline to sell motivation to sell and their price yep that&#39;s it you&#39;re off and running that&#39;s it yeah that&#39;s it it is and you you don&#39;t even need a script dude I mean you can literally just call people and have a conversation with them if you have genuine curiosity you&#39;ll do great and and you can block out that fear of rejection and you can keep your ego in check you&#39;re unstoppable you are you will make millions and millions and millions and millions of millions of dollars you will never have to worry about a financial thing in your life again yeah and and and I&#39;m not being Sensational or bombastic here that is a absolute fact 100% I couldn&#39;t agree more like gravity baby I could not agree more right yeah I couldn&#39;t agree more I tell my team every day I&#39;m like you know even when you build these big teams you still I still preach to them all the time hey you could do more you could make another phone call I&#39;m telling you right now you could St don&#39;t you know you&#39;re at lunch for an hour you doesn&#39;t take an hour to eat lunch you know like do you want to actually help you know and it&#39;s just like a matter of how bad do you want it how bad do you freaking want it man you know and I think people just have to really get to that point of hey I I I have to do it yeah right so that&#39;s why that&#39;s why I really like um um that&#39;s why I really like the investor world I really like the wholesaling world um as opposed to U real estate agent world and I there&#39;s some I I&#39;m telling you the the whole n thing they don&#39;t get it I I mean the whole the whole law they don&#39;t understand how valuable really great real estate agents are they&#39;re absolutely phenomenal um but I will tell you you take somebody that came from nothing or has screwed up their entire life and you put them on enough conversations with people that that have these properties that will trade price for Speed and convenience that&#39;s where you see the magic happen that&#39;s where you see people&#39;s whole lives change and then from there if you really want to go down like let&#39;s get into this then the biggest issue that I see with the people that that take this advice they&#39;re like oh my gosh that guy has so much energy about this business and so much I&#39;m going to go try this out and then they do it and then they win then you got to then you got to play with your financial thermostat your financial thermostat is set but between the time that you&#39;re 0 to 12 yeah and we talked about this on the last the last show and you got to be around people that make way more than you to readjust your your financial thermostat because you will sabotage your business you&#39;ll you&#39;ll you&#39;ll you&#39;ll get $100,000 in an account and lose your mind yeah right you will and and go you know commit to some terrible you know liability or or buy a house that you know is going to totally Eat You Alive or you know do the you know just you&#39;re you&#39;re going to hire too many people or you&#39;re going to expand too fast and your your the ego is going to go bananas and inflated again and it&#39;s going to be bad yeah so set your financial thermostat really really really high I agree yeah I I couldn&#39;t agree more and I&#39;ve been there too in my life you know I&#39;ve made a lot of mistakes and and had to recover and humble myself and Claw my way back out of it you know and it&#39;s just like it&#39;s part of the game I think to some degree but if somebody can listen and take our advice without having to go down that road then good for them you know 100% I showed my wife doesn&#39;t care like people are like what&#39;s your why and all this like my wife and kids would live with me in a van no that&#39;s not my why I mean it is I get it I want to leave the legacy of of of of being a value to the community that&#39;s all being a business owner is right if if we can&#39;t serve the community we make no money right so I I get all that um but I remember I remember showing my wife we had $2 million in in our checking account and she was like you are being such a douche right now you know what I mean and the ego starts starts climbing back up starts going and I was like oh you know what I mean I was like I need to get rid of this as soon as possible I got to put it into something and blah blah blah and pay a bunch of taxes for sure and just deploy it get it out of there you don&#39;t need all that cash anyways you know that&#39;s what people have to learn too is just invest invest along the way you know I want to talk to you a little bit about that right you talked about the single family thing a little while ago but then you also mentioned at one point you know if you were to Virtual Wholesale in a market pick a market where you&#39;d love to eventually own a portfolio of some sort any sort um you know you said that okay if somebody&#39;s going to buy a single family home do it for the long-term depreciation like buy it for the long term pretty much right like don&#39;t just like yeah so should it be single family there or should should somebody go buy a fourplex I mean should they should they maybe get an aplex I mean is there what I mean by that I don&#39;t mind it as an asset class it&#39;s just there is a myth that people have misinterpreted Rich Dad Poor Dad that says cash flow is King and it&#39;s and it&#39;s pretty I mean it&#39;s in there but I think the the important thing to understand is uh on average a pro a single family house is going to cost uh uh 25 to $3500 depending on the size a year in upkeep okay the average cash flow Google all this the average cash flow on a property it&#39;s $300 yeah 35 30 yeah so literally all of your you can&#39;t live off that and I see people trying to live off their cash flow to replace their income and they lose everything yeah and then all of a sudden they get into real big problems and we end up buying these properties for for cents on the dollar 70% of the deals that we do are tired landlords because these houses because landlords do this this thing where they go they have I&#39;m going to build this portfolio and it&#39;s going to be great and it&#39;s a great asset I&#39;m going to make millions and then they understand oh wait there&#39;s a lot of attention that I have to put into this property with things whether I&#39;m paying somebody to to put the attention like a property manager uh which takes 10% M of of your rent so remember that so you&#39;re not getting that much cash flow even to make the payments um every every uh 5 to 10 years you&#39;re going to have a major expense that&#39;s going to be 10,000 or more whether it&#39;s an a air conditioner unit a boiler a uh pool pump Pool Resurfacing here locally um some sort of flooding some sort some something&#39;s going to happen with that property right Electrical uh Plumbing roof all those things right so you have to save up for all of that stuff and so um what landlords do is they go hey tenant I&#39;ll make you a deal you don&#39;t call me I won&#39;t raise rents deal mhm how many properties have you bought that are like that where somebody&#39;s in there they&#39;re in there the rent should be 1,500 and it&#39;s 800 yeah all the time and the property is destroyed yep they have 15 animals in there somebody has smoked yeah a million cigarettes yeah a 100,000 cigarettes in there I I mean there there&#39;s there&#39;s just nothing no Landscaping because they don&#39;t want to deal with that on their weekends when they&#39;re they&#39;re off with work right there&#39;s no pride of ownership no with with tenants typically that that can only only afford a certain amount and so if you&#39;re going to buy single family or buy any real estate get it paid off as soon as possible yeah then go bananas with the cash flow because you will have cash flow MH you got to constantly invest every 10 years again interior design changes M what used to be uh travertine and granite turned into wood planks yep and white cabinets and courts like that it&#39;s going to change again so you don&#39;t get full market value for your properties you don&#39;t get full appraised value for your properties unless you completely renovate the properties if you&#39;re currently wholesaling real estate and you aren&#39;t using a CRM then you&#39;re doing it wrong and you&#39;re leaving a ton of money on the table we are one of the largest wholesalers in the nation and by far the number one tool that we use every single day is a phenomenal CRM right and a CRM is obviously a customer relationship management tool that will keep track of all of your leads it&#39;ll follow up with people on your behalf uh even if you have a 9 to-5 right a good CRM will be working for you while you&#39;re working at your job so when you come home you have a bunch of people to talk to to buy their property okay now obviously we have a CRM it is called Simple send and all you have to do is go to www.simple.com to check it out it is by far my favorite CRM we built it out over the years and it will literally do everything you need it to do to become a phenomenal wholesaler so go to www.s simple send check it out and I&#39;m telling you you will not regret it ain&#39;t that the truth and so um own it forever buy it own it forever pay it down get lines of credit on it do that type of thing and you win and you see that with Zack keeps I mean if if you want to really get into it he&#39;s own those properties forever and he continues to yeah and he and he&#39;s I would argue he&#39;s Unstoppable right like a guy like that if you if you take an approach like that and you do it for the long run man I mean you know you pay these properties off and maybe you get them paid off 10 years early yeah you know maybe you get 30-year mortgages you buy 10 15 of these houses over there and then you know over the next 20 years of you kind of Chun chunking away and you know maybe taking the cash flow you get and paying the mortgages early overpaying on the mortgages maybe instead of taking 30 years to pay them off it takes 20 might take 18 I mean you know for somebody watching like that could be a very real possibility if somebody&#39;s watching and they&#39;re 25 years old and they can figure out how to go buy 10 or 15 houses between now and the time they&#39;re 30 or 35 and it only takes them 18 or 20 years to get them paid off because remember they&#39;re they&#39;re taking your advice they&#39;re talking to people so they&#39;re do they&#39;re running their wholesale company they&#39;re living whatever or do your crypto do your Drop Shipping do your they&#39;re living off of earned income right any cash flow they get just dump it back into the properties dump it back in don&#39;t even try to live off that completely agree with you and that&#39;s where I see it people are like oh I want to I want to buy these uh these sub two houses okay great what you&#39;re not living off a cash flow put you better be putting it all back into that property yeah or wrap that and have you know somebody else own that thing but then you lose the long-term strategy so I don&#39;t know you know I I just I see people buy bad deals in bad markets and get completely crushed yeah don&#39;t fall into the Trap of TurnKey properties and the middle of nowhere don&#39;t buy properties in Memphis or Indiana or Pittsburgh or any of these you know all these markets where you could buy a fourplex for 100 grand yeah because you&#39;re going to constantly be doing evictions and repairs and there&#39;s a reason it&#39;s s sold to you for 100 grand yeah buy where there is appreciation in good school districts that&#39;s it that&#39;s a good one that&#39;s that&#39;s the absolute best way to do that and then you can you can have this cash machine machine that&#39;s giving you all this money to live off of and buy assets and live as frugally as you want you don&#39;t have to spend 30 40 Grand like I don&#39;t have car payments I don&#39;t have credit cards I don&#39;t have any of these like debt you know what I mean I&#39;m not ping that I&#39;m just going bananas yeah you know what I mean I&#39;m traveling I&#39;m doing stuff I&#39;m you know fixing up my cabin and flax doing those type of things but uh you could you could live off I mean somebody could live off of you know 10 grand eight grand seven or eight grand probably you probably live a pretty maybe depends on where you live I think I could live I could live off eight or 10 grand a month yeah I really think I could yeah no problem you know I don&#39;t think I probably spend much more than that right now to be honest with you like personally like me as a human being you know I don&#39;t have kids or anything obviously I just have I&#39;m engaged you know um and and you know I just have one car payment out of all the vehicles and stuff that we own um so you know yeah I think I could do it so then you dump it into assets you take so goes faster yeah if you&#39;re making 50 or 100 Grand a month if somebody can go figure out how to do that right make hey go make 50 10050 200 Grand a month right earn the money TTP you know and then just take all that money and invest man 100% if you stay on the phone 3 hours a day and talk to people that own ugly houses you will make 50 Grand a month yeah I&#39;m telling you I I believe it on no doubt about it on that really quick because I I get this question all the time so we&#39;re going backwards a little bit here but people always ask like in the beginning so say they go do that they&#39;re act because the most common way to start out in wholesaling is doing Acquisitions right like at the end of the day you could I I suppose you could start out in dispositions if you&#39;re Hunter onion or or somebody like that right but um should they in your opinion because I I&#39;ve heard a lot of mixed advice on this should they just sell should they take give all their deals to like a dispo house in the beginning and just let them handle it or should they try to also simult if they&#39;re a oneman Bann right yeah and they&#39;re doing the ACT okay they&#39;re bringing in the deals every day should they then every time they get a deal pivot and try to also be building their buyers list and selling their deals themselves or should they just use a dispo house in the beginning I think for your first three to five have somebody walk you through it you know what I mean have somebody sell it go through the process get the money into your account make sure it&#39;s real not just what people talk about in YouTube and podcasts make sure that you um that it&#39;s tangible that you know that okay because once you do your first deal your your brain&#39;s broken yeah it&#39;s changed forever you know you could do it right and um if you have somebody that has expertise and can walk you through the process make sure it goes smooth you know make sure that all the the hiccups along the way um get get solved um yeah you get paid and and you experience it and you know it&#39;s real and you have a good relationship MH but it&#39;s not hard selling these deals yeah let&#39;s be honest not it&#39;s a good deal I mean it&#39;s like how good of a Salesman do you need to yeah sell crack right or cocaine you don&#39;t yeah this is what it is I mean you&#39;re you&#39;re selling discounted properties and when people see it they want it mhm yeah I was saying that the easier the deal is to get on the acquisition side the harder it&#39;ll be to sell on the disposition side and the harder it is to act it the easier it&#39;ll be to sell yeah you know y um which is why you you see people all the time that they acted you they&#39;re like I got this deal for five grand in the middle of nowhere with 5,000 people I&#39;m like yeah it was probably pretty easy contract to get you&#39;re going to have a help you&#39;re not going to be able sell that thing you know um so you know the more competition on the deal or the more you know if they put their information in five PPC things or whatever you&#39;re competing against it the harder it is to get the deal the easier it&#39;ll be to sell that deal right yeah 100% you know um what do you think about Arizona right like I mean obviously you&#39;re big in Arizona but I get asked a lot too like Austin should I even attempt to do it in Arizona right all the big dogs are in Arizona and they&#39;ve got massive marketing budgets like if you&#39;re brand new should they attempt to do it in in Arizona in your opinion I mean it&#39;s like you meet people that over the last year have made 100 Grand 200 Grand 300 Grand and then all of a sudden they have a million dollar business and they started a couple years ago you know what I mean like people have told us that since told me that since 2004 yeah you know what I mean so um I don&#39;t know I like competition doesn&#39;t scare me because I know that I&#39;m going to talk to enough people you know what I mean like do I have to talk to more people than I would if I was in um you know some some tiny market and and and Texas or something sure absolutely but um I want to own real estate here I want to build relationships here I want to be wh and DED by the title companies here I want to build the private money lenders here you know what I mean like so I think it&#39;s all going to be hard it&#39;s all going to be hard to to to get rid of the fear rejection and to kill the ego and so do it in any Market just except for Manhattan yeah you know what I mean like you&#39;re not and Illinois you know yeah Illinois is fine you mean Chicago or whatever Chicago yeah yeah it&#39;s tough there oh yeah downtown but there&#39;s a bazillion sub you&#39;re not supposed to Wholesale in Illinois you can with a license yeah yeah you absolutely can or you can sell the LLC yeah but that&#39;s just yeah that&#39;s just hoop jumping nonsense let&#39;s be honest like partner up with somebody that has a license or get a license MH I think you can only do like a cut three a year or something though there&#39;s some weird rule in Illinois I&#39;m telling you with no if you have license you could do it unlimited yeah okay I mean if somebody knows otherwise but drop a com down put it in the comment section but I have people that work in Illinois interesting way more than three days really okay well good for them I didn&#39;t know that yeah I always to tell people to see you&#39;re saying that they can only assign three Deals who who who monitors that I don&#39;t who checks that how do they know never been to Illinois you have to fill out something that goes this is number two right this is number like I don&#39;t know we&#39;d have to talk to a title company we and whatever but that would be a silly rule it would be a silly rule yeah well South Carolina is going to completely remove wholesaling are they yeah they they say you have to have a license to wholesale and in the same uh in the same uh law I guess or statute or whatever if you have a license you can&#39;t wholesale what the heck yeah that&#39;s how they&#39;re doing it wow yeah how are they going to get away with that uh I think it&#39;s going to be from a from a title company standpoint got it that that the title companies allow all this yeah the title companies wouldn&#39;t do the deals then you&#39;re done sure I mean then you have to close them yeah you do but then then again it&#39;s the same thing right we still find deals and if you I&#39;ve never not found funding for a good deal for Sure transactional Funding not even I private funding oh yeah hard money funding transactional funding all those things so I mean let&#39;s let&#39;s just say that they go you can&#39;t have Equitable interest and that&#39;s a fancy term for saying you put a property under contract you have Equitable interest in that property yeah let&#39;s say they outlaw it completely from contract law from contract law they change they Chang the uh um uh what is it not the Declaration of Independence the uh not theti thank you gez they change it and contract law no long allows great go find people that would would lend you 20% you you will get 80% in every Market from a from a hard money lender close that deal send a cleaning crew in there with none of your own money or use your own money MH get a cleaning crew in clean it up list it on the market for sure I mean the fact the fact that we and you would make you arguably you would make more profit that way I mean it just depends on how how good you are at negotiating but um obviously there&#39;s more cost involved sure yeah you&#39;re going to pay an agent you know but but Jerry Norton and I talk about this all the time I I think from a scaling standpoint and if you really want to do a tremendous amount of direct to seller to to get a really to build a really good brand in a market you can&#39;t just Blast Your deals out yeah to everybody willy-nilly you got to close the deals or you got to sell it very privately to a very select amount of people yeah that&#39;s the only way that you can do that to to get the testimonials to get the brand recognition to really do something big time right um because it&#39;s just too there&#39;s just too much Ridiculousness yeah we had a guy that we sold a property to who brought another guy in Scottdale here right around the corner from from where you live and where your office is okay the guy showed up in a clown car a circus like a like a circus actual yeah like circus van and he was a professional juggler and Whistler okay and he goes into this this the sell&#39;s property they&#39;re there showing all of his investors this property right and he&#39;s juggling their personal property showing him how great he is at juggly he&#39;s sending whistling sounds and bird sounds and all this stuff throughout the house he&#39;s going through their drawers oh my gosh the seller wouldn&#39;t even sign with title because he didn&#39;t believe that it was a real transaction action until we got to the point where the money was in he like I need to see the money in your title and esro account before I will even give you my personal information he didn&#39;t even fill out the identity statement oh my gosh it&#39;s insane that&#39;s nonsense yeah I mean that&#39;s an extreme example but when you blast your deals out to a big list of people you never know what you&#39;re going to get you don&#39;t no no and we the majority of our wholesale guys you know we now obviously we have investor lift we&#39;re on cartel mode and everything but I would argue that if we walked out on my team right now and you asked you said hey the last couple deals you guys sold in the last day or two did you pick up the phone and call did you already know if you asked hey when that deal came in from a did you already know who was going to sell to and I bet you they&#39;d say yeah because a lot of times deals that come in from a and they&#39;re like I know what buy I&#39;ll buy that and they call them Hey listen I got I got that deal you&#39;ve been looking for on one two3 main I got it right now yep here&#39;s the price yep I&#39;m going to send it out if you don&#39;t take it right and then they take it yeah and that&#39;s just like you&#39;re talking about yeah yeah I think I think the move for my business um is going to be just just absolutely close on them and we&#39;ve been doing it 50/50 to be honest a so we go 50/50 because a lot of people want postp possession and what that means for everybody that&#39;s listening I don&#39;t want to over uh talk anybody um is basically the seller needs their money from this sale to be able to go into another property and so it&#39;s not like you give them their money and then they&#39;re like okay I&#39;m out of here and all my stuff&#39;s out of here right so they need something called a post possession which typically is 30 days sometimes it&#39;s 60 days and they are moving out their stuff they have their money and they get out and you do it all um you make sure your documentation is great but we&#39;ve been doing that a lot more um and if it&#39;s a good if it&#39;s just a smoking deal I&#39;m I&#39;m closing it as soon as possible oh for sure as soon as possible I&#39;m getting them their money yep do you do like a hold back at title yeah like 10 15 grand yep yeah yeah we do that all the time too and I recommend for anybody to to do that as much as you can know I mean we&#39;re like the deals that we&#39;ve taken down we&#39;ve we&#39;ve typically made a lot more money on might just be my I mean it&#39;s typically the deals where we&#39;re like dude we got to take that thing down like we&#39;re not going to miss out on we&#39;re not going to run the risk of like this deal going side it&#39;s such a good deal that like we&#39;re just gonna buy it you know and we always do really well on those yeah yeah I think listen I think that there&#39;s a play to um we looked at the numbers of what would be easy flips something that was 30,000 in repairs and below if we would have kept those fli those we would have made an extra 600,000 last year um but again risk yeah you got the risk and now you&#39;ve got a whole different department management yeah you&#39;re you&#39;re out in the field now people need to understand it&#39;s three separate separate businesses you got wholesale is one business flipping is another business and your rental portfolio is a totally other business and um you know I mean owning multiple businesses takes your attention it&#39;s a lot of work a ton of work yeah and I would argue that um I mean you really have to be built for it or don&#39;t do it you know like don&#39;t do it I don&#39;t even know that if I I&#39;m not even sure that in in five years from now like I I&#39;ll have to eventually I love to grind don&#39;t get me wrong you know but like at some point even me I&#39;m like dude other people have got to run this crap like I can&#39;t do it all forever I&#39;m already telling my team that a lot y I&#39;m like hey I got to you guys got to figure out how to run it without me because I there&#39;s just too much going on like I can only be some many places at one time you know and uh operator to owner yeah you know what I mean that&#39;s the and I think that that&#39;s a huge mistake that a lot of people go is they go I want to work on the business not in the business way too early yeah way too early you don&#39;t have leadership skills you don&#39;t have the ability to to hire the right people to take all that off your plate so that you can go and and uh you know do other things or whatever else you want to do with your life you got to earn that yeah because a market shift will happen the economy will happen and then you don&#39;t have the right everything is good everything is easy when things are good yeah but when the when the tide goes out people get exposed and um and so it takes a while to build up that leadership team and to be a leader of that leadership team and so um I would I would highly encourage everybody to grind as much as possible for as long as possible possible like you&#39;re doing MH and then find that you you will attract the right people cuz they&#39;ll respect you and you&#39;ll be able to afford them when when should people build a team um it depends it depends on what your what your goal is right like there&#39;s some people in our business and real estate agents and wholesalers they love going on appointments they love doing the deals yeah they love being Michael Jordan on the court not Michael Jordan in the owner&#39;s box you know what I mean and so um I think it just depends on if do you want to be self like really highly paid self-employed or do you want to be an entrepreneur and you&#39;re going to make less initially oh for sure no question you&#39;re going to cut your inome for probably three years three to five years three to five for sure yeah you will and so if you build a lifestyle up that&#39;s when you get trapped yeah if if you want to build be an entrepreneur and and be an uh an owner not an operator be in the owner&#39;s box not on the on the floor um watch watch what liabilities you tie yourself into well I used to I used to joke around about it all the time um you know what I used to say as I was building everything right I&#39;m like I would make way more money if I went out and worked in one of the roles that I&#39;ve now created you know like I the owner would make significant there dude there was years where all my people made more money than me like everybody you know it was like I was the least paid person on my entire team yeah you know and people don&#39;t understand that right it&#39;s like you actually have to love it or be addicted to it in some way shape or form to to want to go through that there&#39;s a there&#39;s a uh episode of The Office where everybody looks at Michael Scott&#39;s paycheck and he&#39;s like the manager you know what I mean and all the sales guys are like do you need like you need 20 do you need gas money do you need some help do you you know what I mean and that like that transition is is is real like that you know what I mean and I think that you know for some people I know people that every single year they&#39;re going to make 700,000 they&#39;re going to do all the deals in M they&#39;re going to live a fantastic life they have a an assistant maybe a transaction coordinator and they&#39;re good man and they&#39;ll do this for 30 40 years and just boom boom boom boom boom and then I know people that have two3 million businesses they have a business partner and they split 10% yeah they split 10% yeah they&#39;re making 150 Grand a year right on a good day I was I was at a dinner here yep stake 44 and um before uh these this uh a couple wholesalers you know them uh had came in and we were having dinner and I talked to the talk to the server I was like what do you make here like you know what I mean he was great great personality so you never know you&#39;re like should I recruit should I see what you know should I pour some honey in his ear about real estate you know whatever and he&#39;s like I make like 180k wow and I was like yeah that seems right cuz I mean every dinner there $500 to $1,000 right and so um I was like wow that&#39;s fantastic and I was like what are your hours and he told me there hours and I was like wow you know is it a grind he&#39;s like yeah it&#39;s a grind but I love it and you know you know I really want to be great at it and that type of thing so I was like whatever yeah then these guys come in they got that $4 million business they make 10% right and they were they were split they were splitting that yeah and it&#39;s like how many people do you have oh we have 45 people you have 45 people on your team Like This Server makes almost as much as you yeah yeah isn&#39;t that wild it&#39;s insane yeah and and again to be clear the only reason in my opinion you would do that CU I&#39;m I&#39;m glad we actually talked about this Brent um because I think people need to hear it and we&#39;ll chop it up and make sure they hear it yeah is that the future of whatever that thing is that you&#39;re building has to be brighter mhm than wherever it is that you&#39;re at or the lifestyle the freedom that that whatever you built provides you has to be greater y than the alternative otherwise you would never do no right so like there you have to have one of the two cuz it was something I thought about for years I mean I&#39;m going to be completely honest there was years at a time where I said I&#39;m going to walk away from the whole thing I&#39;m I&#39;m you know like there was many times in my journey to get to here where I&#39;m like I&#39;m done yeah I don&#39;t want to be the guy I&#39;ll go I&#39;ll just go I&#39;ll go freaking make seven 800 a million a year you could I&#39;m so good at this I could make a million a year all by myself you know and um and the only reason I didn&#39;t do that is because I had the vision of hey man if I just keep going for long enough you know for me it was about okay I could own you know six or seven different companies and I could make Grand from each you know that was kind of my idea of it right um but you know uh if it wasn&#39;t for that I wouldn&#39;t have done it yeah yeah and the exit you know can can you build up an asset that you can sell to somebody that sees the value in it and and you can do that yeah you can right yeah um but there&#39;s something to be said about just just being the guy of course for sure you know what I mean I do yeah like yeah they wake the sales guys make so much money you know what I mean and that&#39;s where where where we start and that&#39;s the the the the skills that we build and then when you transition into ownership you better you better have a plan you better have a plan yeah especially if you have a family especially if you you know what I mean um don&#39;t don&#39;t get out of that don&#39;t get out of the seat because you&#39;re going to dramatically reduce how much money you make and people excuse it and that is the financial thermostat most of the time with entrepreneurs that really like had nothing grown up and just bootstrapped and cut down trees and sold down you know sold sold the firewood type of thing you know what I mean you get you get a certain amount and you&#39;re like you know what I&#39;m I&#39;m going to be a business person because that&#39;s what everybody tells you to be you know as an entrepreneur make sure you hire the right people and do all this and be a leader and all that yeah your your income yeah you gotta be careful man you got to be real careful for everybody you got you got to make sure that you&#39;ve got a really great plan to to to get your income back up and and 10x it yep you have to otherwise don&#39;t do it yeah don&#39;t touch with a 10- foot pole Bren I appreciate you being here it&#39;s been an hour and a half and it feels like it&#39;s been 45 minutes so um you know and I&#39;m in no rush but I know that everybody got a ton of value dude ton of value I hope so so where do people find you they want to watch TTP they want to be a coach by how did they get a hold of you um we put a lot of love and attention to the YouTube channel Brent Daniels YouTube channel um so invite everybody over to to uh check that out um real Brent Daniels at uh on Instagram and uh wholesaling inc.com awesome wholesaling I forgot you bought wholesaling Inc yeah I did yeah so how&#39;s that been going for you awesome good listen and and you know this yeah this industry has given us so much that it is it is um so good to give back yeah you know what I mean and and a lot of people go well why would you coach why would you tell your secrets why would you you know are you actually doing the business all this and those are those are great questions to ask anybody that you&#39;re getting advice from right um and they should be doing the business and they should be where you want to be um but at some point you have to turn you have to you you have to be brave enough and and have enough courage to get back back I totally as much as possible and there was there was so many like indirect mentors that I had and coaches like direct coaches that I&#39;ve had that have that have put me on the right path you know what I mean um the Mike faery organization uh getting to the point where you you&#39;re you&#39;re talking to so many people and really setting that Foundation uh and my coach is there uh Tom croll who owned wholesaling Inc and and really brought soul to this business and understanding and Todd tobc and so many so many others that uh Brian North yeah Derek jar you know some of these guys that have just been uh so huge in in in my journey and given so much that I want to be louder than all of them yeah I do I want to be loud I want people to either turn me up or turn me off I don&#39;t want to be in the middle I do I do I you know that&#39;s why I&#39;m so enthusiastic about this because this business has given me everything yeah everything that I&#39;ve ever looked for since you know growing up and having confidence and playing sports and getting out of college and not knowing what to do and finding Rich Dad Poor Dad and going down that path and and then you know just just being here and it&#39;s just you got to get loud once you once you get there and it&#39;s it&#39;s wildly rewarding it&#39;s the best feeling in the world it&#39;s the best too it&#39;s why we do it you know it&#39;s why we do it man yeah nothing will put a bigger smile on your face than giving back well and and listen and and the payback is go do a deal yeah like if you&#39;re listening to this go find somebody today go find somebody this week you know if if I kidnapped your dog or your child mhm and said you have to do a deal or you&#39;ll never see him again yeah you&#39;d find a deal you would you&#39;d find a deal that might be sound obtuse to say but you will find a deal you you&#39;ll go out there you&#39;ll you will you will stay up day and night and day and night and find a deal so anybody that&#39;s that&#39;s you know um been working at this but they haven&#39;t had the success just go just talk to people wide open man I love it I appreciate apprciate you being on they&#39;re going to all go check out all your information I&#39;ll leave it all down below thank you coming on for round two and we&#39;ll do round three when we get the new studio built out uh and we&#39;ll see where you&#39;re at at that point and see if you&#39;re doing some some stuff on TV oh yeah again we&#39;ll play it by year I appreciate you Brent thank you thank you [Music]

today we have the man the myth the legend in the house very excited to bring him on for round two Brent Daniels The Hope for this one is somebody can watch this listen to this whatever it is go out do a deal this week There&amp;#39;s parts of our brain that will feel tremendous amount of pain if we get rejected so the greatest salesman don&amp;#39;t have that or maybe they do have that but they have put themselves in such a situation where it is I need to bury that down deep and just do this work anyway or or I&amp;#39;m not going to be successful so we have that part of our brain that&amp;#39;s that doesn&amp;#39;t want to deal with rejection and then we have this ego I&amp;#39;m above this I don&amp;#39;t want to be a Salesman real tours are the worst I can&amp;#39;t tell you how many brokerage meetings I went to with people that dress to the nines and did two deals a year maybe you know what I mean but they&amp;#39;re just they&amp;#39;ve got everything they&amp;#39;ve got their presentation down and they&amp;#39;ve got their Automation and they&amp;#39;ve got their CRM and they just don&amp;#39;t do anything because of fear rejection and ego I remember showing my wife we had $2 million in in our checking account and she was like you were being such a douche right now you know what I mean and the ego starts starts climbing back up starts going and I was like oh you know what I mean I was like I need to get rid of this as soon as possible welcome back to another episode of the Austin zaback show today we have the man the myth the legend in the house very excited to bring him on for round two okay round two so if you haven&amp;#39;t seen one definitely go check it out we&amp;#39;ll link that down below the very legend himself Brent Daniels TTP baby and we&amp;#39;re have fun we&amp;#39;re excited to have him back we&amp;#39;re gonna have fun uh on this podcast guys thank you so much for watching last uh time we were on here and thank you uh for being an amazing host I&amp;#39;ve watched a lot of your interviews um and you know how to pull out what the audience wants so the hope for this one is somebody could watch this listen to this whatever it is go out a deal this week I love that let&amp;#39;s get into that I love that we&amp;#39;re going to get right into it so let&amp;#39;s start right there right what do you think I&amp;#39;m going to ask you we&amp;#39;ll go right into the controversial things that I hear all the time okay wholesaling in 2024 yep hard easy different than 23 22 21 I mean what are we talking about right Supply everybody&amp;#39;s talking about Joe Biden Donald Trump the economy this that and the other thing can you still Wholesale in 2024 yeah I mean listen finding discounted property is always going to be that&amp;#39;s it finding anything discounted but the fact that it&amp;#39;s real estate I mean you figure out how to find and and communicate with property owners that want to trade the price for their house for Speed and convenience and you win so that&amp;#39;s the name of the game especially you know listen we got our real estate licenses we we we wanted to be investors that&amp;#39;s the reason we got them right and it was like how do you go out and find these amazing deals well is it foreclosures is it Knocking door is it people that are that that that aren&amp;#39;t paying their taxes and all that just make it simple go find an ugly house go online there&amp;#39;s a you could go to cyber background checks you can go to true people search you can go anywhere you could probably just Google the address and the phone number is going to pop up and you can call that property owner and see if they would consider an offering their property so look if you&amp;#39;re a wholesaler and you&amp;#39;re wholesaling at least one to two deals a month and you&amp;#39;re not using investor lift I&amp;#39;m telling you right now you leaving a ton of money on the table as a wholesaler the moment that me and my team got investor lift we literally saw a 50% increase in the amount of deals that we started to sell investor lift will give you access to over 5 million cash buyers throughout the nation and I&amp;#39;m telling you right now it is a tool that will change the game for your business okay so look all you got to do is click the link down below or it&amp;#39;ll pop up on your screen right here make sure that when you book a call with investor lift that you mention my name so they give you a discount now let&amp;#39;s just go ahead and get back to the show so is it harder in 2024 no I think that there&amp;#39;s still a tremendous amount of investors um I think that um the the worse a condition of property is the the more that you&amp;#39;re going to make and the more uh buyers you&amp;#39;re going to have for those deals I think that going after cleaner properties and trying to sell them to these big institutional buyers is a trap I think buying single family rentals is a trap Zack keeps on the sh what do you have to tell him well Zach listen don&amp;#39;t don&amp;#39;t listen listen to Z Zach&amp;#39;s one of the smartest guys in the room in any room when it comes to real estate investing but he also bought most of his portfolio in 2008 through 2012 when uh properties were were uh you know 25% what they are now let&amp;#39;s be honest not only that but Zach is smart Zach knows you buy it for forever longterm it&amp;#39;s going to be a fantastic asset for Ultra longterm yeah for what I mean by single we&amp;#39;re kind of going off on tangents but let&amp;#39;s go bananas um if you think that you&amp;#39;re going to buy a rental property for cash flow you&amp;#39;re mistaken all the cash flow is going back into that property buy properties for long-term capital gains and Debt Pay down that&amp;#39;s it get them get them so you owe nothing on them I love that we&amp;#39;re g we&amp;#39;re GNA dive into that in a little while because I want to talk to you about that and Building Wealth and all that good stuff before we do let&amp;#39;s talk a bit more about wholesaling because you&amp;#39;re the man right and you&amp;#39;ve been in the game forever you know again for anybody who has not seen our first episode go watch that because in that episode I go deeper into Brent story and everything like that we&amp;#39;re not going to go as deep into his story this time uh because we already had him on the show okay so go watch it um you know BR you you do TTP right you obviously are known when I&amp;#39;ve watched you over the years you know you&amp;#39;re known for direct to seller talking to the homeowner right yep you talk about the uglier the house the more money you&amp;#39;ll make you know how are you or how would you recommend you know now we have chat GPT and we&amp;#39;ve got all the fancy tools like dude I I I got into real estate in 2014 right and and it was just like door knocking and cold Callin you know how would you recommend now has that changed like should people still be doing the same old what you got 15 people out there with headsets on bro M how many deals are you going to do this year in wholesale over 500 for sure what what are they doing with chat GP right now yeah what are they doing with the apps what are they doing with all these nothing yeah nothing not much I&amp;#39;m telling you it it conversations and offers if you have enough conversations make enough offers to people that own rough houses or are in a rough situation financially or emotionally those are the three buckets it&amp;#39;s either the properties are in rough shape they&amp;#39;re in rough Financial shape or they just emotionally just can&amp;#39;t they they want to get rid of the property because of death because of uh something that was mysterious some you know you know some mystery proper that somebody owns and they&amp;#39;re like what is this you know what&amp;#39;s going on um those are those are the three buckets that we&amp;#39;re looking for and that&amp;#39;s the where we live and statistics will show that 6 to 10% of the 143 million Residential Properties in the United States are in distress at all times at any given time so we&amp;#39;ve got 10 to 14 million properties that we can choose from and there&amp;#39;s way more properties than there are us wow and so um I think people try to put technology in front of the actual work and they go I&amp;#39;m going to set set this up and I&amp;#39;m going to automate it before they even have the skills to communicate with somebody that&amp;#39;s in one of these situations so how do you get good and how do you have a strong mindset you build skills you build skills and how do you build skills you do it all the time every day you talk to people all day long that&amp;#39;s I mean if there&amp;#39;s one message uh that that I&amp;#39;ve just trumpeted it is talk to people every single day if you&amp;#39;re in real estate you need to talk to people you need to talk to people that and and you know um e the PE and the levels when once you start really making some money once you really start leveling up your income you&amp;#39;re still talking to people all day long you&amp;#39;re on the phone all day long different people it&amp;#39;s just it&amp;#39;s just different conversations and different people yeah yeah I couldn&amp;#39;t agree more why do you think it is that we live in a day and an age where people avoid that like like the plague I mean you you see it all day long right we see hey get that software get this CRM and you can you just said it yourself you can automate it you can have ai do it for you you can I I and I&amp;#39;m like you right I I tell people every day I see I I catch people even on my own team every now and then they don&amp;#39;t do it as much but even on my own team you know they&amp;#39;re texting back and forth and I&amp;#39;m like pick up the phone get on the phone I want to know their tonality what is their tonality you can&amp;#39;t hear their tonality you&amp;#39;re not going deep you&amp;#39;re not building Rapport like sure maybe send a text get one text back and then pick up the phone and call them but why do people avoid it like the plague as time goes goes along two reasons hey really quick I&amp;#39;m sure you already know but I&amp;#39;ve done over 2,500 wholesale deals in my career and me and my team consistantly do anywhere from one to two wholesale deals a day if you&amp;#39;re looking to get better at wholesaling or maybe you&amp;#39;re brand new you&amp;#39;ve never wholesaled a deal uh I would actually love to coach you I would love to Mentor you and I would love for you to be a part of our education program all you have to do is go to www. flippings simple.com or you can find a link in the description down below and book a strategy session with my team to see if you would be a good fit for our coaching program again this is our exact strategy and formula of how we are actually able to go out every single day and do anywhere from one to two wholesale deals a day nobody&amp;#39;s talking about what we&amp;#39;re doing and I really look forward to coaching you and mentoring you so again go to www. flippings simple.com now let&amp;#39;s just go ahead and get back to the show and only two reasons fear of rejection and ego that&amp;#39;s it there there&amp;#39;s a great old school video of uh and audio of Tony Robbins and he and he has this big he has this big event every year for business owners and he&amp;#39;s talking about you know how important and crucial salespeople are to an organization and he says literally like there&amp;#39;s parts of our brain that we will feel tremendous amount of pain if we get rejected like we feel we&amp;#39;re getting kicked out of the tribe it&amp;#39;s like this ancient part of our brain that&amp;#39;s just like I need to make sure I don&amp;#39;t rock the boat too much because I don&amp;#39;t want to be expelled from the tribe and be out there by by myself right so the greatest salesmen don&amp;#39;t have that they&amp;#39;re just like Hey listen or or maybe they do have that but they have they have been theyve put themselves in such a situation or have grown up in such a situation where it is I need to I need to do some I need to bury that down deep and just do this work anyway or I&amp;#39;m not going to be successful I&amp;#39;m not going to achieve the things that I want to be or I&amp;#39;m going to repeat the the mistakes of my father or my mother or whatever else right and so we have that part of our brain that&amp;#39;s that doesn&amp;#39;t want to deal with rejection and then we have this ego that&amp;#39;s like I&amp;#39;m above this I don&amp;#39;t want to be a Salesman I&amp;#39;m above I I&amp;#39;ve got a brilliant mind I&amp;#39;ve been told that I&amp;#39;m brilliant all the time right you know what I mean and so the reason people fail in real estate is those two things they have the fear rejection and they have uh an ego and real estate agents mhm Realtors are the worst yeah they are they are the worst I can&amp;#39;t tell you how many brokerage meetings I went to with people that dressed to the nines and did two deals a year maybe you know what I mean but they&amp;#39;re just they&amp;#39;ve got everything they&amp;#39;ve got their presentation down and they&amp;#39;ve got their Automation and they&amp;#39;ve got their CRM with all of their uh centers of influence or their sphar whatever you want to call it and they just don&amp;#39;t do anything because of fear rejection and ego they got the cclass Mercedes you know the whole thing right um no I&amp;#39;m right there with you man you know and I and I think that it is ultimately a problem you know and I think people have to you you and and the other problem I think is that salespeople make some of the best money in the world yep I mean when you really think about it right like okay what what are you going to go do I mean I I know sales people make way more than a doctor a lawyer you know people like that entrepreneurs are sales people too 100% so it&amp;#39;s like why are you being a sales gu is not a bad thing yeah it&amp;#39;s just there&amp;#39;s uh people look at it negatively because they would feel bad if they did that they would feel bad if they got rejected they would feel bad if they knocked on somebody&amp;#39;s door and interrupted their day or made a call and interrupted somebody&amp;#39;s life they would feel bad about that so they hate that when people do that M so I totally understand it but it&amp;#39;s a huge Advantage if you have the ability to get over rejection and not have an ego you win you&amp;#39;re going to win no doubt about it and and and and and you see and that&amp;#39;s why I like the people that have hit rock bottom I like the people that came from nothing I like the the the the dude that um you know parents didn&amp;#39;t have any money growing up I just talked to a guy today his name is Jaden he lives in California and he was homeless for 15 years growing up 15 years he had to borrow a car when he was 13 to go door knocking around in rural areas to see if people wanted to get their trees cut down he would then go borrow a chainsaw go to that house cut it down sell the firewood and get paid to taking for taking out that tree wow now he&amp;#39;s in real estate you think he&amp;#39;s going to Su succeed for sure you want him on your team for sure no question about it like that&amp;#39;s what I&amp;#39;m talking talk about like get get gritty get super super super gritty to be good in this business unless you have a big budget if you have a big budget go do inbound marketing and you&amp;#39;re you&amp;#39;re good yeah but most people don&amp;#39;t have a big budget it&amp;#39;s just the reality of it right yeah when they&amp;#39;re when when you&amp;#39;re first getting started you just don&amp;#39;t you know and and that&amp;#39;s okay but you just have to get gritty and I would argue too Brent that even if you had a big budget well then if you don&amp;#39;t if you don&amp;#39;t Pioneer the way and cuz you said it a little while ago maybe five minutes you say you have to learn the skills required to do the deals right and so if you let&amp;#39;s say you start out day one for some reason you have 100 Grand a month that you I mean like some stupid ridiculous budget that you could just do TV radio Direct Mail whatever right somebody&amp;#39;s still got to get on the phone with the seller when they call yeah so it now you got to go hire a sales team if you&amp;#39;re still afraid to get on the phone and then you&amp;#39;ve got to train them and they&amp;#39;re not going to probably respect you if you&amp;#39;ve never done it or you don&amp;#39;t know what you&amp;#39;re talking about so you now you&amp;#39;re going to have to put multiple layers of people between you and them so that you see what I&amp;#39;m saying like you have a different problem now you just created a different problem for yourself all because you didn&amp;#39;t want to learn the skills required to your point well that&amp;#39;s why you know I this is all of this is my experience and and what I&amp;#39;ve seen I&amp;#39;ve I&amp;#39;ve personally coached over 3,500 uh people that are wholesaling um and and just what is the S what is the the the fastest path to success y um one is I I highly suggest you don&amp;#39;t hire anybody a VA anything before you talk to a thousand Property Owners yourself I love that seriously just thousand contact challenge talk to or or a thousand agents I don&amp;#39;t care I don&amp;#39;t care if you want talk to people isn&amp;#39;t just direct a seller it&amp;#39;s anybody you want to get stuff on Market you want to build a good referral database you want to do all those things fantastic just be proactive if you don&amp;#39;t have the budget but when I look at it anytime somebody comes into world I look at four things Austin I look at what Market are they in is it big or small okay um I look because this is all will affect your lead generation for your business I look at what&amp;#39;s your experience level are you new or are you experienced and experience I don&amp;#39;t necessarily mean real estate experience I mean sales experience your ability to effectively communicate with other human beings okay uh I look at their budget what is what is their budget do they have a big budget or is it is small in the beginning do you have to uh trade effort for Budget great do you have the budget great then there&amp;#39;s different paths here and we can go through all these because I think it&amp;#39;s important and then the last one is what&amp;#39;s your schedule are you full-time or part-time so there&amp;#39;s four main factors there that you look at and then you decide okay based on these four factors this is the best marketing plan for you for the next 90 days for this for this first you know go around this first quarter that you&amp;#39;re You&amp;#39;re Building momentum in your business MH and so that&amp;#39;s what I look at with all of those and then it depends on if you&amp;#39;re going to do Direct Mail are you going to do are you going to build your referral database are you going to do uh calls or texts are you going to hire people to do that are you going to hire virtual assistance are you going to do paperclick are you going to do paper lead are you going to do radio you going to do TV all those things and so it&amp;#39;s not one siiz fits all you have to really filter based on those four things things and if you do it based on those four things um you&amp;#39;re going to have a a way bigger um chance of success then obviously you have to take massive and Perfect action of course your second thing was the market right you mentioned that and I get asked all the time so I want to make sure I ask you you know people uh and they comment on everybody&amp;#39;s videos I feel like and they talk to us in person they say are there markets you should just stay away from right and you said okay you you said a minute ago depending on how big or small the market is is there a number that you have have in mind Brent that if somebody&amp;#39;s in a market with less than fill-in-the blank population you say hey look I know you live there but you should probably just virtual Wholesale in a different market like is that does that exist for you it it depends on um the price points in those Market Flagstaff has 70,000 people Flagstaff also has a median sale price of 560,000 you know what I mean you could do less deals there get bigger fees there and do very well you know what I mean so there&amp;#39;s there&amp;#39;s some factors there that you have to look at when you dig into those markets as well now if you go to um Sierra Vista yeah right where the median sale price is much lower then you you know you probably want to get some bigger expand your market for sure yeah and do you think virtual wholesaling if you&amp;#39;re brand new is difficult I mean can anybody do it or is it easier it has be easier right to to Wholesale in your own backyard than virtually I mean if you&amp;#39;re talking to somebody watching who&amp;#39;s brand new they&amp;#39;re watching for the they&amp;#39;re tomorrow they&amp;#39;re going to get into the game of wholesaling you know like but they live in North Dakota great in bismar awesome do they pick how do they how do they choose the virtual market now um I would say where do you want to own rentals eventually I like that yeah and and it kind of goes against what I was saying about owning single family rentals but um yeah where where do you want to own your real estate where do you want your portfolio and so that&amp;#39;s that&amp;#39;s where I would track that um I would also say where are you most familiar where where do you feel like you can understand the um the comparables the best Phoenix is like the number one market for all these big companies because basically all the houses were built in the last 30 years you know what I mean so you know the floor plans you know how much repairs go into them you know um you know what uh what the construction was like for these properties we&amp;#39;re all on a grid all these things right yeah we&amp;#39;re the 48 states we&amp;#39;ve got this like younger brother type mentality to all the other states where the econ the economics of our state wants to be robust to attract other um big-time businesses and people to live here to work in those big-time businesses so um I I think that you know just find a market that uh has at least half a million people eventually but if you&amp;#39;re looking to do your first deal look in your backyard yeah look in your backyard are there ugly houses in your backyard the answer is yes 100% there has to be so go for that but you asked the question is virtual wholesaling hard all of this all of this is hard yeah all of this is going to be difficult all this is going to challenge every single person more than they&amp;#39;ve ever been challenged before and then they&amp;#39;re going to get good yeah and and then they&amp;#39;re going to have a skill and you build a skill of finding discounted property baby yeah I see a lot of people you&amp;#39;re you&amp;#39;re you&amp;#39;re literally set and it&amp;#39;s one of the most valuable skills that you can learn I believe in life yeah like identifying a good deal in the world of real estate I mean come on mhm who who doesn&amp;#39;t want to know how to do that for the next 50 years of their life the even if you go buy a primary yeah beautiful thing is wholesaling you don&amp;#39;t have the risk factor you&amp;#39;re going you get to go and find a property put it under contract as soon as you have that contract you have an asset that you can sell you can sell the right to purchase that property you then sell the right to purchase that property to an investor that has the cash that wants to do the project wants to add it to their portfolio whatever and then you get to watch what they do with that property did they win did they lose did they keep it in their portfolio did they do use it as an Airbnb did they bur it did they do some sort of pad split or whatever else is you know the new and and popular thing these days you know what I mean what what did they do with this and then so you know that these people ahead of you that have been doing this have already paid the stupid tax at some point they&amp;#39;ve already lost at some point on a deal and so they&amp;#39;ve learned from that and learned from that so not only do you get to see what they&amp;#39;ve done with this propert the the property that you had your hands on but you get to like pick their brain on well what what deals did you lose on I mean that is that is incredible I mean you talk about a mentorship you talk about a coaching you talk about you know really uh an apprenticeship that&amp;#39;s it yeah wholesaling is that it is and if you&amp;#39;re if you&amp;#39;re smart about it you track what what happens with the properties and you see you see what the trends are you know I couldn&amp;#39;t agree more yeah and any buyer that you if you&amp;#39;re a wholesaler and you&amp;#39;re a cool guy or cool girl and you hook a buyer up with a great deal they&amp;#39;re going to let you hang out like they&amp;#39;re going to let you call them from like stop by the property during the construction to take a peak like if you build a good relationship with a good buyer right like they&amp;#39;re gonna they&amp;#39;re going to be an open book with you buyers aren&amp;#39;t you know you could just tell them up front when you&amp;#39;re wholesaling to him hey I&amp;#39;d really love to just see what you do with this thing you know and uh they would have you ever lost on a deal what do you mean like lost oh yeah for sure I&amp;#39;ve lost money on a flip why we&amp;#39;ve got two right now we&amp;#39;re going to probably break even on um well you know like a real loss like a like 30 to 100 Grand loss I think the most I&amp;#39;ve ever lost on a flip is probably only 20 grand okay yeah but I&amp;#39;ve never flipped I&amp;#39;ve really only ever person flipped sub 500 really you know like I&amp;#39;ve never really dabbled in like the the luxury market for that reason I I know people do they make great money I&amp;#39;m hey I&amp;#39;m all about it right personally I I would rather just do volume you know like we have like 12 flips that we&amp;#39;re doing right now and two of them were going to break even on we just bought them B it was just they were just bad buys like just straight up right yeah they were a bad buy we&amp;#39;re doing volume so you know sometimes you&amp;#39;re just moving too fast and and we comped them wrong and hey no big deal right y but on the other eight we&amp;#39;re going to win Big Y and on the two we&amp;#39;re going to lose small like we&amp;#39;ll lose a grand if we lose money you know it&amp;#39;s not like we&amp;#39;re going to lose a bunch of money right but yeah I mean I&amp;#39;ve watched a lot of other people lose a lot of money just scares the hell out of me you know I&amp;#39;m like I don&amp;#39;t know if I want to do that right and the turn time you know I like when I look at I had a guy we I was talking to a guy today actually Brent that was say that was trying to talk me into doing a luxury flip and I&amp;#39;m like yeah I&amp;#39;m like my issue with these bigger flips too is I can&amp;#39;t predict where&amp;#39;s the market going to be in two years or a year and a half like I don&amp;#39;t know about that I&amp;#39;d rather Turn and Burn in 90 days you know and be and be done right um but I have a question for you Brent you know one one big question that I get asked all the time and I don&amp;#39;t know how many younger people follow you I&amp;#39;ve got a lot of younger people that follow me that are you know 18 years old 19 20 21 whatever and um and they&amp;#39;re really in this kind of place of trying to figure out what they want to do to that&amp;#39;ll make good money what is something that that they can do they they ask all the time right like what direction do I go that that will yield a high amount of Roi in in my lifetime and and the common kind of uh buckets that I see them trying to choose between would be like stock trading yeah going all in on that and really learning the art of that right um it might be like Forex or some sort of like cryptocurrency type of okay I&amp;#39;m going to go all in on that kind of Niche and learn and master it right wholesaling is in there I see it like these are the categories that I see right yeah um it&amp;#39;ll be like wholesaling or it&amp;#39;ll be some sort of like e-commerce you know online kind of Drop Shipping type whatever you you know and there might be like one or two others they might play around with like a turo or whatever but if somebody was to go all in on one thing why is it your opinion that it should be wholesaling over some of the competing uh Industries out there I mean or is it your opinion that it should be wholesaling well listen as an entrepreneur you have to realize that um there&amp;#39;s two main strategies that I can think of and uh somebody way smarter than me can probably come up with more but you&amp;#39;re either be uh building a cash machine or you&amp;#39;re building an asset for an exit you know what I mean wholesaling is the cash machine building a rental portfolio that you send to sell someday is an exit building a company that maybe you&amp;#39;re not pulling as much lifestyle money out of but you&amp;#39;re putting the money back into it to sell it someday at a multiple um that&amp;#39;s a that&amp;#39;s a whole different thing so what do you want to build there&amp;#39;s some really really really smart people that I know that they live very modestly because they&amp;#39;re really putting everything back into a business that they&amp;#39;re going to sell one day so they&amp;#39;re very focused on that uh I have always been I want to get a cash machine live a great lifestyle have freedom of schedule and then also buy assets with that right it&amp;#39;s going to be slower because I&amp;#39;m going to be using some of this for lifestyle and I&amp;#39;m not talking about um you know going too crazy I think my monthly nuts maybe like 30 or 40 Grand a month month of just living expenses and all that and travel and messing around right um but the the input that the income that I have is far beyond that sure and so I put that into assets or I lend it and and put that into notes and that&amp;#39;s an asset and that type of thing and so it depends on what business you want if you want to have if you want to have business now you have to serve the community now so what are you going to do what are you going to do to serve the community and um I think that anything you want to focus I I don&amp;#39;t know if it&amp;#39;s better to go crypto I don&amp;#39;t know if it&amp;#39;s better to do Drop Shipping I don&amp;#39;t know if it&amp;#39;s better to do any of those I never did any of those but I know a lot of those people come over to whole ceiling they do yeah I know a lot of those people come come our way and and and say you know it was great and then it stopped yeah or it just didn&amp;#39;t work out or whatever you know what I mean I know without a doubt long-term strategy-wise and and just economics of real estate if you can find discounted real estate you&amp;#39;re going to win I think for our lifetimes I until we&amp;#39;re all you know strapped into some sort of uh you know virtual reality and we all live in pods or whatever and we could just stack each other up in you know a warehouse or whatever well you can&amp;#39;t make more land as of right now you know I mean like it&amp;#39;s it&amp;#39;s a finite thing right and and so well the interesting thing that you say you get on an airplane 3 minutes into that airplane you look down there&amp;#39;s nothing right there&amp;#39;s no civilization only 14% of the land mass is actually occupied I didn&amp;#39;t know that was the number wow 14% I was always curious about that and that&amp;#39;s where the utilities are that&amp;#39;s where the economics are that&amp;#39;s where the infrastructure is that&amp;#39;s where everything&amp;#39;s at those 14% so why wouldn&amp;#39;t you own part of the 14% of the country that is occupied you know what I mean so powerful yeah yeah you would you would want to yeah especially if you&amp;#39;re in a growing Market especially if you&amp;#39;re in the in the in the sunb belt especially um if you&amp;#39;re in an area that&amp;#39;s not needed for agriculture or it&amp;#39;s just not the climate is just not you know um set up for people to enjoy their lives I guess I mean some people I guess but um yeah I think owning part of uh specific markets is really smart and what&amp;#39;s what what better way to to to understand real estate then be able to find deals sell deals see what&amp;#39;s going on not take the risk of losing money and uh be able to build an ATM machine that funds whatever whatever else you want to do sure you know I do yeah a million perc and we&amp;#39;ll dive into that in a little while um you know on the on the direct seller I&amp;#39;m just curious while we&amp;#39;re kind of on the topic we&amp;#39;re all over the place yeah we are fine be patient with us we&amp;#39;re we&amp;#39;re just this is a lot of fun it&amp;#39;s going to be just all over the place because uh we we don&amp;#39;t come in here with any set questions or set agenda we&amp;#39;re just trying to provide as much value to people as possible and I I think about the the interviews that I&amp;#39;ve listened to uh in our space and even with entrepreneurs and there&amp;#39;s certain things that stick out yeah and um I hope to do that I do too and I think we will yeah for sure and um and I think that ultimately we&amp;#39;ve there&amp;#39;s already been a ton of value right so and you&amp;#39;re the man for for providing all that value let us know in the comments if we&amp;#39;re crazy yes yeah definitely or if you enjoy it and and like the video reach out to Brent you know shoot him a DM let him know that you watch our pod um you know I&amp;#39;m curious on the DTs people ask all the time okay you know Brent Austin you know what if if I did have a budget maybe a, 5,000 bucks a month nothing crazy maybe 10 grand a month right CU I know a lot of people that have a budget kind of in that ballpark what where what should I put it on in 2024 like if you could put it on maybe one thing or two things you know just like you know would it be PPC would it be PPL would it be I mean like where would you allocate that if you&amp;#39;re really and maybe this is somebody who&amp;#39;s already doing a couple of deals a month like they&amp;#39;ve got a little wiggle jiggle in their bank account and they&amp;#39;re they want to play the game a little bigger now you know where do what do they do first of all for free everybody has to go in to Facebook they need to go into the group sections right the the and um and type in whatever we&amp;#39;re in Arizona Arizona real estate you know Oregon real estate California real estate whatever it is maybe specific in in the bigger States sure and friend requests until you get 5,000 people okay yep and every single day post a picture post a story uh post something in in your stories I buy houses DM me I buy houses I buy houses I buy houses this is free okay that you could do that every single day and I hear it from from from uh students that I work with they go well I&amp;#39;m known as the tennis uh Pro I&amp;#39;m known as the as as as a teacher I&amp;#39;m known as uh the the guy that&amp;#39;s in the military all these things it&amp;#39;s like what you can&amp;#39;t invest you can&amp;#39;t be an investor like you need to change that label so that but or or you&amp;#39;re not going to be able to do this business you have to be confident that you can go out there and uh solve problems right and and buy properties and sell properties and do these things and so that fundamental everybody should do that right now just go get to 5,000 post as much as you can get people that are in real estate you&amp;#39;re going to build best friends so fast I&amp;#39;m telling you you&amp;#39;re going to connect with people that you never even imagined they&amp;#39;re going to start send in you deals they&amp;#39;re going to start helping you dispo deals or sell the deals they&amp;#39;re going to help you get funding or raise funds or whatever right all these things uh so do that absolutely free um I think that a smaller budget you you you want to be making sure that you&amp;#39;re you&amp;#39;re talking to people you&amp;#39;re making the calls right and so um if you have some experience and you&amp;#39;ve talked to a thousand people you can hire a really great VA you can get a VA that&amp;#39;s I and I highly suggest you get a American that&amp;#39;s living abroad it&amp;#39;s going to cost you $8 to $25 an hour I know that that sounds crazy um but the critical thinking skills of of of those callers uh is going to be on a much much higher level you can certainly hire somebody from from another country um but you&amp;#39;re going to get smaller deals and uh you can hire you&amp;#39;re going to have to hire more of them so you&amp;#39;re going to have to buy more data but right now uh you get all the phone numbers and contact information for free basically um I think that beyond that I would do PPL PPL yeah yeah I would do paper lead either property leads or ice speed lead or whatever you suggest um to your um agents those are good yeah from what I&amp;#39;ve heard I I haven&amp;#39;t used either of those two but they&amp;#39;re good yeah and I think that you just look for the you look for the spots I think that if you&amp;#39;re going to do that open up your um your Market not just to you know local but open it up and then uh find some really good opportunities for 40 50 bucks a lead um say you know one deal per 20 leads 25 leads for PPL um so do the do the math there but but at least you&amp;#39;re having conversations with people that went on a website and said I want to sell my house sure so yeah that would be my suggestion what what do you think your uh average assignment is right now rough 25 I know well it&amp;#39;s 248 38 but I round it up to 25 and I know a lot of people whose you know assignment fees are 10 12 Grand why why are yours so high we f focus on Ugly Houses yeah I mean that&amp;#39;s that&amp;#39;s it and and and we go direct to seller I mean bro in the Heyday in 2021 with the hedge funds and things going 50k 48,000 change um but also um I think it&amp;#39;s important to understand like I think for your first 250,000 it should be outbound you&amp;#39;re doing the calls the texts the door knocking the all those things really getting above 250,000 and Beyond you need inbound whether that&amp;#39;s direct mail um per month to be clear 250,000 per month a year oh a year okay got it whatever or or just once once you have the budget so over that inbound yeah I mean yeah I&amp;#39;m just telling you like I spent a lot I&amp;#39;ve talked to 45,000 Property Owners myself yeah right building this thing up just staying and and part of that was killing that that rejection part in my brain and and killing the ego I had both of them I mean I had I mean was the big problem as a young entrepreneur I had both of those so I speak to those from real experience and I lost everything because of it and had to crawl back out and so I had to kill those things in my brain to just go just go and go and go and it and it worked worked it works every time I&amp;#39;ve never seen it not work that if you have enough conversations enough offers that you&amp;#39;re not successful it&amp;#39;s the absolute truth um but nothing is more badass than inbound leads nothing yeah right right I mean you know you you you work with Zillow and you work with a lot of other things to bring in inbound leads to your team bro yeah it is it is so nice super Co when somebody reaches out to you and they&amp;#39;re like I need to sell my house today yeah just tell me what you&amp;#39;ll pay for it and we&amp;#39;ll we&amp;#39;ll see if we can work something out yeah come to my house today lock it up today or you or we we&amp;#39;re locking up things on the first phone call in my opinion um because I don&amp;#39;t have enough experience with TV I ran that for a while and it wasn&amp;#39;t very profitable but what has been gamechanging for us is PPC PPC over PPL oh my gosh well PPL until you can do PPC okay got it PPC if if you&amp;#39;re not spending a minimum of 10,000 in major markets you&amp;#39;re not even you&amp;#39;re not even ranking top four you&amp;#39;re even going to make a dent are you you&amp;#39;re you&amp;#39;re actually helping the competition pushed them up truly yeah and so if you&amp;#39;re in a smaller Market 5 to 75 is a minimum and a lot of people just don&amp;#39;t have that budget starting out a lot of people aren&amp;#39;t comfortable with that budget starting out well not only that you&amp;#39;ve got to do it for a minimum of what do you think 90 to 180 days okay before you can even expect to see a result of any sort right but when it popped so what I did is I grabbed a dude from Google MH he was doing all the Google ads he knew all the accounts knew all the the the all of it right keywords he&amp;#39;s like day trading keywords every day in my office and now we we&amp;#39;re opening that up to some of our students and some other people around the country that want to do it but I&amp;#39;m telling you all roads lead to paperclick yeah I mean if you look at the big big guys and we&amp;#39;ve talked about some before the show um that are doing amazing business I mean we&amp;#39;re talking 10 million plus in wholesale and flip yeah uh income a year it&amp;#39;s all inbound bro it&amp;#39;s all 100% all TV radio direct mail payperclick I agree yeah yeah you know and and this is something that we I&amp;#39;ve actually talked a lot about with my owners you know full transparency I have multiple partners as you know in my company and I I think there&amp;#39;s actually I&amp;#39;ve had this conversation in multiple meetings I don&amp;#39;t know the exact number but I think when when you look at working with re because we teach a lot about like working with real estate agents and stuff like that right and co- wholesaling and whatever we I love direct seller um however I think there&amp;#39;s a cap for agents and co- wholesaling even with super intelligent dudes like my partners and stuff who are really managing this company I&amp;#39;m like dude I think there&amp;#39;s a number that like we can get to every month 100% before there&amp;#39;s just not much else we can do after that like after that we have to just do more inbound because you can only co- wholesale or work with so many agents at any given time right and it&amp;#39;s a big number don&amp;#39;t get me wrong so if somebody&amp;#39;s watching like you can make a lot of money doing that but tremendous but when you&amp;#39;re when you get to the scale that like we&amp;#39;re at I I&amp;#39;ve been we just turned on another campaign recently of you know U uh PPC and um and you know I&amp;#39;m like dude we we just got to do more of it right yeah well listen we get we close 10% of the paper lead paperclick leads yeah so my team needs to talk to 10 Property Owners if you look at how many leads we&amp;#39;re like 60 to 75 leads per deal for coold call and text so you don&amp;#39;t have to replace one lead when you close a deal you got to replace 60 to 75 leads per deal you&amp;#39;ve dumped that in the top of your funnel you need man power yeah there&amp;#39;s only certain amount certain amount of time and and I&amp;#39;m telling you and and this has been like my whole career making I I think 52 phone calls and I and it&amp;#39;s very specific 52 phone calls a day for lead followup for one person to do is is is your is is the max the number it&amp;#39;s the number yeah I mean you could you could push it on some days but consistently five days a week making more than 250 hand dialed lead followup calls or whatever even if it&amp;#39;s in a system you just burn out it&amp;#39;s not yeah 10 yeah 10 bro yeah all day long all day I&amp;#39;m telling you inbound is incredible and I&amp;#39;m the talk to people guy I&amp;#39;m the go out earn it be proactive progress not Perfection just you know you&amp;#39;re be a train right be a rhinoceros out there and just charge charge charge charge until you can get inbound leads yeah for sure for real 100% I mean think about it you&amp;#39;re the top what Zillow guy we&amp;#39;re the number one or number two depending on who you ask so the budget has to be bananas well no so in Arizona it&amp;#39;s not um it&amp;#39;s Zillow Flex so remember Arizona is Zillow split it um so it&amp;#39;s a 35% referral fee to Zillow yeah so we don&amp;#39;t pay for it however we were talking about it the other day do well we totally do out of pocket we we were talking about it the other day we were having um a meeting I won&amp;#39;t say too much but uh like so Arizona is one of the only markets in the country that Zillow does the flex program which is the you know where you don&amp;#39;t pay per lead they you they just take it out of the commission right and we were talking about what would it cost like we were looking at our lead volume of what we get every month and we were like what would it cost if we were because in all the other markets it&amp;#39;s called um Zillow Premiere in Zillow Premiere you pay per zip code and then each zip code gives you a certain amount of leads in that particular ZIP code right and so we know the pricing of Premier because Arizona used to be a premier market and every other state for the most part in the countryes at Premier market and dude the number that we would be paying right now for for it is like 500k a month right like literally 500k a month to get the amount of leads that we&amp;#39;re getting per month right now are you paying less in commissions to them yeah yeah they make less by doing that so hopefully Zilla doesn&amp;#39;t get a hold of this yeah yeah we were talking about it the other day we were like why my partner could probably speak on it better but why aren&amp;#39;t they a premier Market here you know like if knowing that and knowing that you know they&amp;#39;re technically losing money by being a flex Market you know why don&amp;#39;t they go back to Premiere and I just don&amp;#39;t think they can now you can&amp;#39;t unwind that y you know um because you&amp;#39;ve got like 18 big teams in Arizona that are all on flex and it&amp;#39;s a it&amp;#39;s a well-oiled machine you can&amp;#39;t turn that off you know like how do you how do you reverse that what happens to your team if they&amp;#39;re like you get no more leads we&amp;#39;d be fine yeah what would you transition to well we have a lot of other lead platforms that we&amp;#39;re on and then we and then you know 53% of our um closings in 2024 are self-generated awesome so not not from any lead provider at all so you look at our 145 real estate agents on our re on our retail team right um of the 200ish deals that we&amp;#39;ve closed in 2024 remember we&amp;#39;ve done 300 total 200 on the retail 100 on Wholesale in four months in four months thank you I appreciate that from the audience yeah and myself you know we um 53% of the 200 were self-generated meaning our real estate agents it was either sphere of influence or friends or family or open house or whatever right meaning only 47% came from all lead providers in total and then of the 47% I want to say it&amp;#39;s about 20 something per of that was actual Zillow so Zillow does make up a big portion but it isn&amp;#39;t like 80% or anything like that you know so we would be fine ultimately and we&amp;#39;ve thought a lot about that we really have you know we thought a lot about hey you have to you have to think about that right what you know what what would we do how would we survive would we be fine and we would you know but um phenomenal question yeah and then on on wholesale but how good are those leads dude they&amp;#39;re phenomenal come on bro they they click a button on Zillow like I don&amp;#39;t know if you know this like you and Zillow is always like trying different things and you know but like there there&amp;#39;s a feature where that the consumer can click a button okay to to book a tour for the property that they want to see they can pick a time and then it just texts yeah one of our agents they get a text and it&amp;#39;s like will are you willing to go to this one two3 main at 5:00 P p.m. to meet so and so buyer yes or no and you click a button and you&amp;#39;re confirmed yeah they&amp;#39;re your client they better be clicking yes you know what I mean like what are we talking about bro you know in leads come on yeah and that&amp;#39;s 35% we pay a lot of money I mean we off the top we&amp;#39;re we&amp;#39;re one to 5.8 right now yeah right and I always and these are numbers that I think people should really consider once you&amp;#39;ve pulled yourself out of the dayto day and you&amp;#39;ve fired yourself from certain roles in your business and you&amp;#39;ve got really great talent doing all of it and you&amp;#39;re you&amp;#39;re um you&amp;#39;re the owner not the operator right um I always 25% marketing yep 30% um people 5% you know miscellaneous overhead whatever with for a 40% profitable business 40% profit business I like that a lot yeah I like those numbers I&amp;#39;ve never heard it put that way and so if if you&amp;#39;re ever looking at marketing you want at least a one to four okay you go one to five you&amp;#39;re killing the game you&amp;#39;re talking about 50% profitability yeah that&amp;#39;s bananas you get up to 5 million bucks a year 10 million bucks a year yeah there&amp;#39;s people that we know that that that do million a year and they keep eight of it wild we&amp;#39;ll have to get them on the show because I I don&amp;#39;t even know who you&amp;#39;re talking about I gotta you know yeah we&amp;#39;ll have we&amp;#39;ll have to get them on the show for sure um are you Brent Daniels in any other Market aside from Arizona no just Arizona I mean we we&amp;#39;ve looked at expansion um couple different things I think that you&amp;#39;ve got a six-month learning curve for understanding the uh the market the the laws that are involved in each market the um title and escrow companies to work with or closing attorneys in some markets um the just understanding values and buyers and all that other thing so um I think that there&amp;#39;s just I think that there&amp;#39;s more to squeeze out of this Market than we are I think there&amp;#39;s I can think bigger in this market than I am and we&amp;#39;re ready to do that so we are so I I think at some point um we might expand um but again expansion means adding people and eventually inevitably in real estate there&amp;#39;s tough there&amp;#39;s there&amp;#39;s tough markets and you have to get rid of 80% of your people and that&amp;#39;s the hardest part of the business in my in in in my experience is building a unbelievable culture getting together talking about families talking about you know what&amp;#39;s going on seeing babies born seeing people buy a new puppy seeing people buy their first house all these things and then yeah like that in 30 days sorry yeah income&amp;#39;s not coming in like it used to we got to reduce the size of the team and it happens every time every 10 years I mean every 10 years that&amp;#39;s going to happen we&amp;#39;re we&amp;#39;re late right now though wouldn&amp;#39;t you agree I think it happened in 2022 you think so yeah to a degree I yeah you&amp;#39;re probably right yeah yeah as soon as interest rates went from 3% to seven uh it&amp;#39;s a tougher Market in a different way though would you agree like it&amp;#39;s a different kind of hard right now I mean I don&amp;#39;t know I don&amp;#39;t think that we&amp;#39;re going to go the banks aren&amp;#39;t going to allow big forclosures to go bananas unless something totally crazy happens you know I hear oh well they put everybody because 90% of of foreclosures go through loan modification and I don&amp;#39;t know if if people understand this what they do is they go oh I&amp;#39;m the bank m you owe me $155,000 of back payments what I&amp;#39;m going to do is how much can you afford y your payment right now is $2,000 a month I can only afford a th000 okay great what I&amp;#39;m going to do is I&amp;#39;m going to take this 15,000 I&amp;#39;m going to put it on the back side of your loan y you owed 150 now you owe 165 MH your mortgage payment is 2,000 you can go 1,000 for the next 36 months but those 36,000 that you&amp;#39;re not paying every month I&amp;#39;m going to put that on the back end of the loan right not only that you had a 3.7% interest rate I&amp;#39;m going to make that a 7% interest rate payment&amp;#39;s going to be fine for 36 months yep but in 36 months it&amp;#39;s going to go up to the normal rate it&amp;#39;s a way for the bank not to have to foreclose so the bank extends the ability for people to make those payments and so people are saying well now people are going back they did the loan modification they&amp;#39;re still going back to foreclosure because they&amp;#39;re like you know I&amp;#39;m upside down in this do you think total give or take a percentage that&amp;#39;s just what people are saying I don&amp;#39;t know these are what this is the the conversation that I&amp;#39;m having with you know in the industry with people I haven&amp;#39;t seen it I mean you look at the amount of pre- forclosures going on right now and it&amp;#39;s like nothing we have like 2 million houses in Maricopa County and it&amp;#39;s like I don&amp;#39;t know 5,000 7,000 pre forclosures or something not a lot yeah I mean it&amp;#39;s less than half percent or something or 1% and uh so you know I don&amp;#39;t know I don&amp;#39;t like unless there&amp;#39;s some sort of you know crazy Global shutdown again I think that uh we went through a tough time with with what happened in 2020 I think the interest rates affected that because inflation went bananas and so when inflation went bananas and there&amp;#39;s a bunch of money the the Central Bank sucks it all out of the market by interest rates sure that&amp;#39;s it so I mean I don&amp;#39;t think that the interest rates are going to go into double figures I don&amp;#39;t think I think that they&amp;#39;re probably around what they&amp;#39;re going to be for a while yeah so if interest rates are right there inflation doesn&amp;#39;t go crazy because they don&amp;#39;t print a bunch of money I think that uh eventually we get it all sorted out I think we got you know I don&amp;#39;t know seven more years until something crazy prob or whatever you know what I mean it&amp;#39;s just I know it&amp;#39;s it&amp;#39;s kind of like a fear base that I don&amp;#39;t want to grow too big of a team but I&amp;#39;m telling you at some point yeah uh the markets really shift and you got to get rid of a lot of people sure yeah and I don&amp;#39;t disagree with that you know and um and and obviously I have a huge freaking team you know so and we went through we I mean dude we&amp;#39;ve gone through some hard times already you know you&amp;#39;re more commission based on yeah we are yeah the majority the majority of everybody&amp;#39;s commission I mean all of our all of our executives are obviously W W2 you know we probably have 202 Executives between the companies you know full-time um but yeah you know we have 200 I mean we have we have right around 200 people if you if you add up every agent every executive our entire wholesale team me my owner my partners about 200 people probably give or take you know um yeah but you could build this up and sell it 100% right and that&amp;#39;s one of the ideas you can sell it to somebody that can weather a bigger storm and take care of the people that you have and all those things and that&amp;#39;s exactly why find that window we yeah so you know we we&amp;#39;ll we&amp;#39;ll play it by year but I think that um and you&amp;#39;re right you know 20 20 whenever whenever hedge funds and that whole era you know that was a weird kind of transition then coming back into 2023 with interest rates and and um so I think we&amp;#39;re through the thick of it now yeah hopefully we&amp;#39;ll see with the election though right you can&amp;#39;t predict it who knows you know I don&amp;#39;t know what the I was listening to Jerome pal today you know a couple hours ago he announced that they&amp;#39;re keeping rates the same you know and um and he kind of made a comment somebody was asking him like uh you know do you think you&amp;#39;ll aggressively drop rates to help Biden pretty much was the question you know in other words and he&amp;#39;s like he kind of got offended you could tell a little bit he&amp;#39;s like oh no I uh if we go down that rabbit hole you can&amp;#39;t come back from that pretty much he said I&amp;#39;ve watched four different presidents come into the White House and he&amp;#39;s like I he basically said we we won&amp;#39;t ever go down that rabbit hole you know so not as it pertains to any sort of manipulation or anything like that to the the actual um election you know which is interesting right because I think a lot of people think that like oh they&amp;#39;re just going to wait wait wait wait wait and then 6 months before the election they&amp;#39;re going to aggressively drop and it&amp;#39;s a possibility don&amp;#39;t get me wrong but he denied it he denied it today no way yeah there&amp;#39;s no way but listen good markets bad markets flat markets whatever you still have to talk to people yeah you do that&amp;#39;s it if you want to be Recession Proof build skills and relationships yeah that&amp;#39;s it squat up and build skills that&amp;#39;s it what&amp;#39;s the number one roadblock that you personally get for people trying to learn the game like what what do they what do people get stuck on the most in your opinion of the 3,500 people that you&amp;#39;ve mentored is it is it the contract I mean where do people really get hung up you know when they&amp;#39;re trying to figure this game out like where where do they just run right into that wall sitting at their kitchen table with their computer up ready to make a call scared out of their minds that&amp;#39;s the biggest thing you get past that you win wow so in our group we we have what&amp;#39;s called uh Virtual Office and so we&amp;#39;ve got a a zoom setup to where people are just making all day long right so you don&amp;#39;t have to do it by yourself you see people you know they&amp;#39;re cheerleading you and they&amp;#39;re they&amp;#39;re they&amp;#39;re they&amp;#39;re doing some roleplay stuff and they&amp;#39;re just they&amp;#39;re just involved in each other&amp;#39;s business from just a support standpoint right so I think one you got to you got to find people doing this business it is impossible like step number one is find your tribe I like that I&amp;#39;m serious it&amp;#39;s step number one is find your community find your tribe of people doing this business because if you&amp;#39;re not surrounded if nobody you know is doing this business you&amp;#39;re not going to do it you&amp;#39;re just not going to do it and you got to you got to be able you got to commit to that I think that&amp;#39;s the most powerful thing honestly in like a coaching mentorship type type of program is you&amp;#39;ve you&amp;#39;re around people that are a few steps ahead of you right you&amp;#39;re around people that are taking that massive imperfect action so and and then from there it&amp;#39;s just get proof of concept make a dollar make a dollar from the e the fact Al I think about this sometimes I lie in my bed late at night I think to myself I just I solv I I pulled myself out of debt and and and and and got to this place where I I live in this house and I have these kids and they&amp;#39;re healthy and all this because I just out of the ether I made a phone call and I talked to one person and they were like yeah I do want to sell my house and then I was like oh let&amp;#39;s do that again let&amp;#39;s do that again yeah let&amp;#39;s do that again and again and again and again and again and the fact that you can use your phone which is the remote control to society is our cell phones you can use it as entertainment or you could use it as the most powerful tool to build your business and that&amp;#39;s it and just the fact that you you like one conversation away you could talk to that you&amp;#39;ve seen that property you know the property it&amp;#39;s that property that&amp;#39;s at the end of the street it&amp;#39;s been vacant forever it&amp;#39;s tagged up the city at some point put you know uh boarded up the windows the the roof shingles are flying off it&amp;#39;s got weeds all over the place and you never thought huh I wonder who the owner is I wonder if I could talk to him and try to buy that house and then you do and it works and then you&amp;#39;re like I wonder how many other houses are like this yeah there&amp;#39;s 11 million vacant single family houses in the United States it&amp;#39;s insane 11 million it&amp;#39;s insane yeah not only that I mean you you were going on the the economics of everything think about this if you go and you Google right now I&amp;#39;m out of New home builds by decade and go look at that chart it&amp;#39;s bananas it was like 20 million 20 million 7s 80s 90s 2000 to 2010 economic crash 6 million then we start ticking back up guess what happened in 2020 yeah whole world shuts down I&amp;#39;m telling you there&amp;#39;s just a lack of new houses and if you&amp;#39;re in an area that more people are being born less people are dying more people are moving into appreciation happens because it&amp;#39;s supply and demand and that&amp;#39;s what it is and people are like oh there&amp;#39;s a it&amp;#39;s a bubble there&amp;#39;s not enough houses to be a bubble yeah there&amp;#39;s literally not enough houses and by the way in the in the 70s 80s 90s to go look at what the US population was go look at what the US population is now I&amp;#39;m telling you powerful data powerful data this is the best business ever yeah this is the best business ever and so I think that&amp;#39;s the biggest problem to Circle back what is the biggest roadblock they haven&amp;#39;t had conversations with strangers about buying their house that&amp;#39;s it you get past that you build those skills you understand that every conversation with the property owner comes down to four things condition of their property timeline to sell motivation to sell and their price yep that&amp;#39;s it you&amp;#39;re off and running that&amp;#39;s it yeah that&amp;#39;s it it is and you you don&amp;#39;t even need a script dude I mean you can literally just call people and have a conversation with them if you have genuine curiosity you&amp;#39;ll do great and and you can block out that fear of rejection and you can keep your ego in check you&amp;#39;re unstoppable you are you will make millions and millions and millions and millions of millions of dollars you will never have to worry about a financial thing in your life again yeah and and and I&amp;#39;m not being Sensational or bombastic here that is a absolute fact 100% I couldn&amp;#39;t agree more like gravity baby I could not agree more right yeah I couldn&amp;#39;t agree more I tell my team every day I&amp;#39;m like you know even when you build these big teams you still I still preach to them all the time hey you could do more you could make another phone call I&amp;#39;m telling you right now you could St don&amp;#39;t you know you&amp;#39;re at lunch for an hour you doesn&amp;#39;t take an hour to eat lunch you know like do you want to actually help you know and it&amp;#39;s just like a matter of how bad do you want it how bad do you freaking want it man you know and I think people just have to really get to that point of hey I I I have to do it yeah right so that&amp;#39;s why that&amp;#39;s why I really like um um that&amp;#39;s why I really like the investor world I really like the wholesaling world um as opposed to U real estate agent world and I there&amp;#39;s some I I&amp;#39;m telling you the the whole n thing they don&amp;#39;t get it I I mean the whole the whole law they don&amp;#39;t understand how valuable really great real estate agents are they&amp;#39;re absolutely phenomenal um but I will tell you you take somebody that came from nothing or has screwed up their entire life and you put them on enough conversations with people that that have these properties that will trade price for Speed and convenience that&amp;#39;s where you see the magic happen that&amp;#39;s where you see people&amp;#39;s whole lives change and then from there if you really want to go down like let&amp;#39;s get into this then the biggest issue that I see with the people that that take this advice they&amp;#39;re like oh my gosh that guy has so much energy about this business and so much I&amp;#39;m going to go try this out and then they do it and then they win then you got to then you got to play with your financial thermostat your financial thermostat is set but between the time that you&amp;#39;re 0 to 12 yeah and we talked about this on the last the last show and you got to be around people that make way more than you to readjust your your financial thermostat because you will sabotage your business you&amp;#39;ll you&amp;#39;ll you&amp;#39;ll you&amp;#39;ll get $100,000 in an account and lose your mind yeah right you will and and go you know commit to some terrible you know liability or or buy a house that you know is going to totally Eat You Alive or you know do the you know just you&amp;#39;re you&amp;#39;re going to hire too many people or you&amp;#39;re going to expand too fast and your your the ego is going to go bananas and inflated again and it&amp;#39;s going to be bad yeah so set your financial thermostat really really really high I agree yeah I I couldn&amp;#39;t agree more and I&amp;#39;ve been there too in my life you know I&amp;#39;ve made a lot of mistakes and and had to recover and humble myself and Claw my way back out of it you know and it&amp;#39;s just like it&amp;#39;s part of the game I think to some degree but if somebody can listen and take our advice without having to go down that road then good for them you know 100% I showed my wife doesn&amp;#39;t care like people are like what&amp;#39;s your why and all this like my wife and kids would live with me in a van no that&amp;#39;s not my why I mean it is I get it I want to leave the legacy of of of of being a value to the community that&amp;#39;s all being a business owner is right if if we can&amp;#39;t serve the community we make no money right so I I get all that um but I remember I remember showing my wife we had $2 million in in our checking account and she was like you are being such a douche right now you know what I mean and the ego starts starts climbing back up starts going and I was like oh you know what I mean I was like I need to get rid of this as soon as possible I got to put it into something and blah blah blah and pay a bunch of taxes for sure and just deploy it get it out of there you don&amp;#39;t need all that cash anyways you know that&amp;#39;s what people have to learn too is just invest invest along the way you know I want to talk to you a little bit about that right you talked about the single family thing a little while ago but then you also mentioned at one point you know if you were to Virtual Wholesale in a market pick a market where you&amp;#39;d love to eventually own a portfolio of some sort any sort um you know you said that okay if somebody&amp;#39;s going to buy a single family home do it for the long-term depreciation like buy it for the long term pretty much right like don&amp;#39;t just like yeah so should it be single family there or should should somebody go buy a fourplex I mean should they should they maybe get an aplex I mean is there what I mean by that I don&amp;#39;t mind it as an asset class it&amp;#39;s just there is a myth that people have misinterpreted Rich Dad Poor Dad that says cash flow is King and it&amp;#39;s and it&amp;#39;s pretty I mean it&amp;#39;s in there but I think the the important thing to understand is uh on average a pro a single family house is going to cost uh uh 25 to $3500 depending on the size a year in upkeep okay the average cash flow Google all this the average cash flow on a property it&amp;#39;s $300 yeah 35 30 yeah so literally all of your you can&amp;#39;t live off that and I see people trying to live off their cash flow to replace their income and they lose everything yeah and then all of a sudden they get into real big problems and we end up buying these properties for for cents on the dollar 70% of the deals that we do are tired landlords because these houses because landlords do this this thing where they go they have I&amp;#39;m going to build this portfolio and it&amp;#39;s going to be great and it&amp;#39;s a great asset I&amp;#39;m going to make millions and then they understand oh wait there&amp;#39;s a lot of attention that I have to put into this property with things whether I&amp;#39;m paying somebody to to put the attention like a property manager uh which takes 10% M of of your rent so remember that so you&amp;#39;re not getting that much cash flow even to make the payments um every every uh 5 to 10 years you&amp;#39;re going to have a major expense that&amp;#39;s going to be 10,000 or more whether it&amp;#39;s an a air conditioner unit a boiler a uh pool pump Pool Resurfacing here locally um some sort of flooding some sort some something&amp;#39;s going to happen with that property right Electrical uh Plumbing roof all those things right so you have to save up for all of that stuff and so um what landlords do is they go hey tenant I&amp;#39;ll make you a deal you don&amp;#39;t call me I won&amp;#39;t raise rents deal mhm how many properties have you bought that are like that where somebody&amp;#39;s in there they&amp;#39;re in there the rent should be 1,500 and it&amp;#39;s 800 yeah all the time and the property is destroyed yep they have 15 animals in there somebody has smoked yeah a million cigarettes yeah a 100,000 cigarettes in there I I mean there there&amp;#39;s there&amp;#39;s just nothing no Landscaping because they don&amp;#39;t want to deal with that on their weekends when they&amp;#39;re they&amp;#39;re off with work right there&amp;#39;s no pride of ownership no with with tenants typically that that can only only afford a certain amount and so if you&amp;#39;re going to buy single family or buy any real estate get it paid off as soon as possible yeah then go bananas with the cash flow because you will have cash flow MH you got to constantly invest every 10 years again interior design changes M what used to be uh travertine and granite turned into wood planks yep and white cabinets and courts like that it&amp;#39;s going to change again so you don&amp;#39;t get full market value for your properties you don&amp;#39;t get full appraised value for your properties unless you completely renovate the properties if you&amp;#39;re currently wholesaling real estate and you aren&amp;#39;t using a CRM then you&amp;#39;re doing it wrong and you&amp;#39;re leaving a ton of money on the table we are one of the largest wholesalers in the nation and by far the number one tool that we use every single day is a phenomenal CRM right and a CRM is obviously a customer relationship management tool that will keep track of all of your leads it&amp;#39;ll follow up with people on your behalf uh even if you have a 9 to-5 right a good CRM will be working for you while you&amp;#39;re working at your job so when you come home you have a bunch of people to talk to to buy their property okay now obviously we have a CRM it is called Simple send and all you have to do is go to www.simple.com to check it out it is by far my favorite CRM we built it out over the years and it will literally do everything you need it to do to become a phenomenal wholesaler so go to www.s simple send check it out and I&amp;#39;m telling you you will not regret it ain&amp;#39;t that the truth and so um own it forever buy it own it forever pay it down get lines of credit on it do that type of thing and you win and you see that with Zack keeps I mean if if you want to really get into it he&amp;#39;s own those properties forever and he continues to yeah and he and he&amp;#39;s I would argue he&amp;#39;s Unstoppable right like a guy like that if you if you take an approach like that and you do it for the long run man I mean you know you pay these properties off and maybe you get them paid off 10 years early yeah you know maybe you get 30-year mortgages you buy 10 15 of these houses over there and then you know over the next 20 years of you kind of Chun chunking away and you know maybe taking the cash flow you get and paying the mortgages early overpaying on the mortgages maybe instead of taking 30 years to pay them off it takes 20 might take 18 I mean you know for somebody watching like that could be a very real possibility if somebody&amp;#39;s watching and they&amp;#39;re 25 years old and they can figure out how to go buy 10 or 15 houses between now and the time they&amp;#39;re 30 or 35 and it only takes them 18 or 20 years to get them paid off because remember they&amp;#39;re they&amp;#39;re taking your advice they&amp;#39;re talking to people so they&amp;#39;re do they&amp;#39;re running their wholesale company they&amp;#39;re living whatever or do your crypto do your Drop Shipping do your they&amp;#39;re living off of earned income right any cash flow they get just dump it back into the properties dump it back in don&amp;#39;t even try to live off that completely agree with you and that&amp;#39;s where I see it people are like oh I want to I want to buy these uh these sub two houses okay great what you&amp;#39;re not living off a cash flow put you better be putting it all back into that property yeah or wrap that and have you know somebody else own that thing but then you lose the long-term strategy so I don&amp;#39;t know you know I I just I see people buy bad deals in bad markets and get completely crushed yeah don&amp;#39;t fall into the Trap of TurnKey properties and the middle of nowhere don&amp;#39;t buy properties in Memphis or Indiana or Pittsburgh or any of these you know all these markets where you could buy a fourplex for 100 grand yeah because you&amp;#39;re going to constantly be doing evictions and repairs and there&amp;#39;s a reason it&amp;#39;s s sold to you for 100 grand yeah buy where there is appreciation in good school districts that&amp;#39;s it that&amp;#39;s a good one that&amp;#39;s that&amp;#39;s the absolute best way to do that and then you can you can have this cash machine machine that&amp;#39;s giving you all this money to live off of and buy assets and live as frugally as you want you don&amp;#39;t have to spend 30 40 Grand like I don&amp;#39;t have car payments I don&amp;#39;t have credit cards I don&amp;#39;t have any of these like debt you know what I mean I&amp;#39;m not ping that I&amp;#39;m just going bananas yeah you know what I mean I&amp;#39;m traveling I&amp;#39;m doing stuff I&amp;#39;m you know fixing up my cabin and flax doing those type of things but uh you could you could live off I mean somebody could live off of you know 10 grand eight grand seven or eight grand probably you probably live a pretty maybe depends on where you live I think I could live I could live off eight or 10 grand a month yeah I really think I could yeah no problem you know I don&amp;#39;t think I probably spend much more than that right now to be honest with you like personally like me as a human being you know I don&amp;#39;t have kids or anything obviously I just have I&amp;#39;m engaged you know um and and you know I just have one car payment out of all the vehicles and stuff that we own um so you know yeah I think I could do it so then you dump it into assets you take so goes faster yeah if you&amp;#39;re making 50 or 100 Grand a month if somebody can go figure out how to do that right make hey go make 50 10050 200 Grand a month right earn the money TTP you know and then just take all that money and invest man 100% if you stay on the phone 3 hours a day and talk to people that own ugly houses you will make 50 Grand a month yeah I&amp;#39;m telling you I I believe it on no doubt about it on that really quick because I I get this question all the time so we&amp;#39;re going backwards a little bit here but people always ask like in the beginning so say they go do that they&amp;#39;re act because the most common way to start out in wholesaling is doing Acquisitions right like at the end of the day you could I I suppose you could start out in dispositions if you&amp;#39;re Hunter onion or or somebody like that right but um should they in your opinion because I I&amp;#39;ve heard a lot of mixed advice on this should they just sell should they take give all their deals to like a dispo house in the beginning and just let them handle it or should they try to also simult if they&amp;#39;re a oneman Bann right yeah and they&amp;#39;re doing the ACT okay they&amp;#39;re bringing in the deals every day should they then every time they get a deal pivot and try to also be building their buyers list and selling their deals themselves or should they just use a dispo house in the beginning I think for your first three to five have somebody walk you through it you know what I mean have somebody sell it go through the process get the money into your account make sure it&amp;#39;s real not just what people talk about in YouTube and podcasts make sure that you um that it&amp;#39;s tangible that you know that okay because once you do your first deal your your brain&amp;#39;s broken yeah it&amp;#39;s changed forever you know you could do it right and um if you have somebody that has expertise and can walk you through the process make sure it goes smooth you know make sure that all the the hiccups along the way um get get solved um yeah you get paid and and you experience it and you know it&amp;#39;s real and you have a good relationship MH but it&amp;#39;s not hard selling these deals yeah let&amp;#39;s be honest not it&amp;#39;s a good deal I mean it&amp;#39;s like how good of a Salesman do you need to yeah sell crack right or cocaine you don&amp;#39;t yeah this is what it is I mean you&amp;#39;re you&amp;#39;re selling discounted properties and when people see it they want it mhm yeah I was saying that the easier the deal is to get on the acquisition side the harder it&amp;#39;ll be to sell on the disposition side and the harder it is to act it the easier it&amp;#39;ll be to sell yeah you know y um which is why you you see people all the time that they acted you they&amp;#39;re like I got this deal for five grand in the middle of nowhere with 5,000 people I&amp;#39;m like yeah it was probably pretty easy contract to get you&amp;#39;re going to have a help you&amp;#39;re not going to be able sell that thing you know um so you know the more competition on the deal or the more you know if they put their information in five PPC things or whatever you&amp;#39;re competing against it the harder it is to get the deal the easier it&amp;#39;ll be to sell that deal right yeah 100% you know um what do you think about Arizona right like I mean obviously you&amp;#39;re big in Arizona but I get asked a lot too like Austin should I even attempt to do it in Arizona right all the big dogs are in Arizona and they&amp;#39;ve got massive marketing budgets like if you&amp;#39;re brand new should they attempt to do it in in Arizona in your opinion I mean it&amp;#39;s like you meet people that over the last year have made 100 Grand 200 Grand 300 Grand and then all of a sudden they have a million dollar business and they started a couple years ago you know what I mean like people have told us that since told me that since 2004 yeah you know what I mean so um I don&amp;#39;t know I like competition doesn&amp;#39;t scare me because I know that I&amp;#39;m going to talk to enough people you know what I mean like do I have to talk to more people than I would if I was in um you know some some tiny market and and and Texas or something sure absolutely but um I want to own real estate here I want to build relationships here I want to be wh and DED by the title companies here I want to build the private money lenders here you know what I mean like so I think it&amp;#39;s all going to be hard it&amp;#39;s all going to be hard to to to get rid of the fear rejection and to kill the ego and so do it in any Market just except for Manhattan yeah you know what I mean like you&amp;#39;re not and Illinois you know yeah Illinois is fine you mean Chicago or whatever Chicago yeah yeah it&amp;#39;s tough there oh yeah downtown but there&amp;#39;s a bazillion sub you&amp;#39;re not supposed to Wholesale in Illinois you can with a license yeah yeah you absolutely can or you can sell the LLC yeah but that&amp;#39;s just yeah that&amp;#39;s just hoop jumping nonsense let&amp;#39;s be honest like partner up with somebody that has a license or get a license MH I think you can only do like a cut three a year or something though there&amp;#39;s some weird rule in Illinois I&amp;#39;m telling you with no if you have license you could do it unlimited yeah okay I mean if somebody knows otherwise but drop a com down put it in the comment section but I have people that work in Illinois interesting way more than three days really okay well good for them I didn&amp;#39;t know that yeah I always to tell people to see you&amp;#39;re saying that they can only assign three Deals who who who monitors that I don&amp;#39;t who checks that how do they know never been to Illinois you have to fill out something that goes this is number two right this is number like I don&amp;#39;t know we&amp;#39;d have to talk to a title company we and whatever but that would be a silly rule it would be a silly rule yeah well South Carolina is going to completely remove wholesaling are they yeah they they say you have to have a license to wholesale and in the same uh in the same uh law I guess or statute or whatever if you have a license you can&amp;#39;t wholesale what the heck yeah that&amp;#39;s how they&amp;#39;re doing it wow yeah how are they going to get away with that uh I think it&amp;#39;s going to be from a from a title company standpoint got it that that the title companies allow all this yeah the title companies wouldn&amp;#39;t do the deals then you&amp;#39;re done sure I mean then you have to close them yeah you do but then then again it&amp;#39;s the same thing right we still find deals and if you I&amp;#39;ve never not found funding for a good deal for Sure transactional Funding not even I private funding oh yeah hard money funding transactional funding all those things so I mean let&amp;#39;s let&amp;#39;s just say that they go you can&amp;#39;t have Equitable interest and that&amp;#39;s a fancy term for saying you put a property under contract you have Equitable interest in that property yeah let&amp;#39;s say they outlaw it completely from contract law from contract law they change they Chang the uh um uh what is it not the Declaration of Independence the uh not theti thank you gez they change it and contract law no long allows great go find people that would would lend you 20% you you will get 80% in every Market from a from a hard money lender close that deal send a cleaning crew in there with none of your own money or use your own money MH get a cleaning crew in clean it up list it on the market for sure I mean the fact the fact that we and you would make you arguably you would make more profit that way I mean it just depends on how how good you are at negotiating but um obviously there&amp;#39;s more cost involved sure yeah you&amp;#39;re going to pay an agent you know but but Jerry Norton and I talk about this all the time I I think from a scaling standpoint and if you really want to do a tremendous amount of direct to seller to to get a really to build a really good brand in a market you can&amp;#39;t just Blast Your deals out yeah to everybody willy-nilly you got to close the deals or you got to sell it very privately to a very select amount of people yeah that&amp;#39;s the only way that you can do that to to get the testimonials to get the brand recognition to really do something big time right um because it&amp;#39;s just too there&amp;#39;s just too much Ridiculousness yeah we had a guy that we sold a property to who brought another guy in Scottdale here right around the corner from from where you live and where your office is okay the guy showed up in a clown car a circus like a like a circus actual yeah like circus van and he was a professional juggler and Whistler okay and he goes into this this the sell&amp;#39;s property they&amp;#39;re there showing all of his investors this property right and he&amp;#39;s juggling their personal property showing him how great he is at juggly he&amp;#39;s sending whistling sounds and bird sounds and all this stuff throughout the house he&amp;#39;s going through their drawers oh my gosh the seller wouldn&amp;#39;t even sign with title because he didn&amp;#39;t believe that it was a real transaction action until we got to the point where the money was in he like I need to see the money in your title and esro account before I will even give you my personal information he didn&amp;#39;t even fill out the identity statement oh my gosh it&amp;#39;s insane that&amp;#39;s nonsense yeah I mean that&amp;#39;s an extreme example but when you blast your deals out to a big list of people you never know what you&amp;#39;re going to get you don&amp;#39;t no no and we the majority of our wholesale guys you know we now obviously we have investor lift we&amp;#39;re on cartel mode and everything but I would argue that if we walked out on my team right now and you asked you said hey the last couple deals you guys sold in the last day or two did you pick up the phone and call did you already know if you asked hey when that deal came in from a did you already know who was going to sell to and I bet you they&amp;#39;d say yeah because a lot of times deals that come in from a and they&amp;#39;re like I know what buy I&amp;#39;ll buy that and they call them Hey listen I got I got that deal you&amp;#39;ve been looking for on one two3 main I got it right now yep here&amp;#39;s the price yep I&amp;#39;m going to send it out if you don&amp;#39;t take it right and then they take it yeah and that&amp;#39;s just like you&amp;#39;re talking about yeah yeah I think I think the move for my business um is going to be just just absolutely close on them and we&amp;#39;ve been doing it 50/50 to be honest a so we go 50/50 because a lot of people want postp possession and what that means for everybody that&amp;#39;s listening I don&amp;#39;t want to over uh talk anybody um is basically the seller needs their money from this sale to be able to go into another property and so it&amp;#39;s not like you give them their money and then they&amp;#39;re like okay I&amp;#39;m out of here and all my stuff&amp;#39;s out of here right so they need something called a post possession which typically is 30 days sometimes it&amp;#39;s 60 days and they are moving out their stuff they have their money and they get out and you do it all um you make sure your documentation is great but we&amp;#39;ve been doing that a lot more um and if it&amp;#39;s a good if it&amp;#39;s just a smoking deal I&amp;#39;m I&amp;#39;m closing it as soon as possible oh for sure as soon as possible I&amp;#39;m getting them their money yep do you do like a hold back at title yeah like 10 15 grand yep yeah yeah we do that all the time too and I recommend for anybody to to do that as much as you can know I mean we&amp;#39;re like the deals that we&amp;#39;ve taken down we&amp;#39;ve we&amp;#39;ve typically made a lot more money on might just be my I mean it&amp;#39;s typically the deals where we&amp;#39;re like dude we got to take that thing down like we&amp;#39;re not going to miss out on we&amp;#39;re not going to run the risk of like this deal going side it&amp;#39;s such a good deal that like we&amp;#39;re just gonna buy it you know and we always do really well on those yeah yeah I think listen I think that there&amp;#39;s a play to um we looked at the numbers of what would be easy flips something that was 30,000 in repairs and below if we would have kept those fli those we would have made an extra 600,000 last year um but again risk yeah you got the risk and now you&amp;#39;ve got a whole different department management yeah you&amp;#39;re you&amp;#39;re out in the field now people need to understand it&amp;#39;s three separate separate businesses you got wholesale is one business flipping is another business and your rental portfolio is a totally other business and um you know I mean owning multiple businesses takes your attention it&amp;#39;s a lot of work a ton of work yeah and I would argue that um I mean you really have to be built for it or don&amp;#39;t do it you know like don&amp;#39;t do it I don&amp;#39;t even know that if I I&amp;#39;m not even sure that in in five years from now like I I&amp;#39;ll have to eventually I love to grind don&amp;#39;t get me wrong you know but like at some point even me I&amp;#39;m like dude other people have got to run this crap like I can&amp;#39;t do it all forever I&amp;#39;m already telling my team that a lot y I&amp;#39;m like hey I got to you guys got to figure out how to run it without me because I there&amp;#39;s just too much going on like I can only be some many places at one time you know and uh operator to owner yeah you know what I mean that&amp;#39;s the and I think that that&amp;#39;s a huge mistake that a lot of people go is they go I want to work on the business not in the business way too early yeah way too early you don&amp;#39;t have leadership skills you don&amp;#39;t have the ability to to hire the right people to take all that off your plate so that you can go and and uh you know do other things or whatever else you want to do with your life you got to earn that yeah because a market shift will happen the economy will happen and then you don&amp;#39;t have the right everything is good everything is easy when things are good yeah but when the when the tide goes out people get exposed and um and so it takes a while to build up that leadership team and to be a leader of that leadership team and so um I would I would highly encourage everybody to grind as much as possible for as long as possible possible like you&amp;#39;re doing MH and then find that you you will attract the right people cuz they&amp;#39;ll respect you and you&amp;#39;ll be able to afford them when when should people build a team um it depends it depends on what your what your goal is right like there&amp;#39;s some people in our business and real estate agents and wholesalers they love going on appointments they love doing the deals yeah they love being Michael Jordan on the court not Michael Jordan in the owner&amp;#39;s box you know what I mean and so um I think it just depends on if do you want to be self like really highly paid self-employed or do you want to be an entrepreneur and you&amp;#39;re going to make less initially oh for sure no question you&amp;#39;re going to cut your inome for probably three years three to five years three to five for sure yeah you will and so if you build a lifestyle up that&amp;#39;s when you get trapped yeah if if you want to build be an entrepreneur and and be an uh an owner not an operator be in the owner&amp;#39;s box not on the on the floor um watch watch what liabilities you tie yourself into well I used to I used to joke around about it all the time um you know what I used to say as I was building everything right I&amp;#39;m like I would make way more money if I went out and worked in one of the roles that I&amp;#39;ve now created you know like I the owner would make significant there dude there was years where all my people made more money than me like everybody you know it was like I was the least paid person on my entire team yeah you know and people don&amp;#39;t understand that right it&amp;#39;s like you actually have to love it or be addicted to it in some way shape or form to to want to go through that there&amp;#39;s a there&amp;#39;s a uh episode of The Office where everybody looks at Michael Scott&amp;#39;s paycheck and he&amp;#39;s like the manager you know what I mean and all the sales guys are like do you need like you need 20 do you need gas money do you need some help do you you know what I mean and that like that transition is is is real like that you know what I mean and I think that you know for some people I know people that every single year they&amp;#39;re going to make 700,000 they&amp;#39;re going to do all the deals in M they&amp;#39;re going to live a fantastic life they have a an assistant maybe a transaction coordinator and they&amp;#39;re good man and they&amp;#39;ll do this for 30 40 years and just boom boom boom boom boom and then I know people that have two3 million businesses they have a business partner and they split 10% yeah they split 10% yeah they&amp;#39;re making 150 Grand a year right on a good day I was I was at a dinner here yep stake 44 and um before uh these this uh a couple wholesalers you know them uh had came in and we were having dinner and I talked to the talk to the server I was like what do you make here like you know what I mean he was great great personality so you never know you&amp;#39;re like should I recruit should I see what you know should I pour some honey in his ear about real estate you know whatever and he&amp;#39;s like I make like 180k wow and I was like yeah that seems right cuz I mean every dinner there $500 to $1,000 right and so um I was like wow that&amp;#39;s fantastic and I was like what are your hours and he told me there hours and I was like wow you know is it a grind he&amp;#39;s like yeah it&amp;#39;s a grind but I love it and you know you know I really want to be great at it and that type of thing so I was like whatever yeah then these guys come in they got that $4 million business they make 10% right and they were they were split they were splitting that yeah and it&amp;#39;s like how many people do you have oh we have 45 people you have 45 people on your team Like This Server makes almost as much as you yeah yeah isn&amp;#39;t that wild it&amp;#39;s insane yeah and and again to be clear the only reason in my opinion you would do that CU I&amp;#39;m I&amp;#39;m glad we actually talked about this Brent um because I think people need to hear it and we&amp;#39;ll chop it up and make sure they hear it yeah is that the future of whatever that thing is that you&amp;#39;re building has to be brighter mhm than wherever it is that you&amp;#39;re at or the lifestyle the freedom that that whatever you built provides you has to be greater y than the alternative otherwise you would never do no right so like there you have to have one of the two cuz it was something I thought about for years I mean I&amp;#39;m going to be completely honest there was years at a time where I said I&amp;#39;m going to walk away from the whole thing I&amp;#39;m I&amp;#39;m you know like there was many times in my journey to get to here where I&amp;#39;m like I&amp;#39;m done yeah I don&amp;#39;t want to be the guy I&amp;#39;ll go I&amp;#39;ll just go I&amp;#39;ll go freaking make seven 800 a million a year you could I&amp;#39;m so good at this I could make a million a year all by myself you know and um and the only reason I didn&amp;#39;t do that is because I had the vision of hey man if I just keep going for long enough you know for me it was about okay I could own you know six or seven different companies and I could make Grand from each you know that was kind of my idea of it right um but you know uh if it wasn&amp;#39;t for that I wouldn&amp;#39;t have done it yeah yeah and the exit you know can can you build up an asset that you can sell to somebody that sees the value in it and and you can do that yeah you can right yeah um but there&amp;#39;s something to be said about just just being the guy of course for sure you know what I mean I do yeah like yeah they wake the sales guys make so much money you know what I mean and that&amp;#39;s where where where we start and that&amp;#39;s the the the the skills that we build and then when you transition into ownership you better you better have a plan you better have a plan yeah especially if you have a family especially if you you know what I mean um don&amp;#39;t don&amp;#39;t get out of that don&amp;#39;t get out of the seat because you&amp;#39;re going to dramatically reduce how much money you make and people excuse it and that is the financial thermostat most of the time with entrepreneurs that really like had nothing grown up and just bootstrapped and cut down trees and sold down you know sold sold the firewood type of thing you know what I mean you get you get a certain amount and you&amp;#39;re like you know what I&amp;#39;m I&amp;#39;m going to be a business person because that&amp;#39;s what everybody tells you to be you know as an entrepreneur make sure you hire the right people and do all this and be a leader and all that yeah your your income yeah you gotta be careful man you got to be real careful for everybody you got you got to make sure that you&amp;#39;ve got a really great plan to to to get your income back up and and 10x it yep you have to otherwise don&amp;#39;t do it yeah don&amp;#39;t touch with a 10- foot pole Bren I appreciate you being here it&amp;#39;s been an hour and a half and it feels like it&amp;#39;s been 45 minutes so um you know and I&amp;#39;m in no rush but I know that everybody got a ton of value dude ton of value I hope so so where do people find you they want to watch TTP they want to be a coach by how did they get a hold of you um we put a lot of love and attention to the YouTube channel Brent Daniels YouTube channel um so invite everybody over to to uh check that out um real Brent Daniels at uh on Instagram and uh wholesaling inc.com awesome wholesaling I forgot you bought wholesaling Inc yeah I did yeah so how&amp;#39;s that been going for you awesome good listen and and you know this yeah this industry has given us so much that it is it is um so good to give back yeah you know what I mean and and a lot of people go well why would you coach why would you tell your secrets why would you you know are you actually doing the business all this and those are those are great questions to ask anybody that you&amp;#39;re getting advice from right um and they should be doing the business and they should be where you want to be um but at some point you have to turn you have to you you have to be brave enough and and have enough courage to get back back I totally as much as possible and there was there was so many like indirect mentors that I had and coaches like direct coaches that I&amp;#39;ve had that have that have put me on the right path you know what I mean um the Mike faery organization uh getting to the point where you you&amp;#39;re you&amp;#39;re talking to so many people and really setting that Foundation uh and my coach is there uh Tom croll who owned wholesaling Inc and and really brought soul to this business and understanding and Todd tobc and so many so many others that uh Brian North yeah Derek jar you know some of these guys that have just been uh so huge in in in my journey and given so much that I want to be louder than all of them yeah I do I want to be loud I want people to either turn me up or turn me off I don&amp;#39;t want to be in the middle I do I do I you know that&amp;#39;s why I&amp;#39;m so enthusiastic about this because this business has given me everything yeah everything that I&amp;#39;ve ever looked for since you know growing up and having confidence and playing sports and getting out of college and not knowing what to do and finding Rich Dad Poor Dad and going down that path and and then you know just just being here and it&amp;#39;s just you got to get loud once you once you get there and it&amp;#39;s it&amp;#39;s wildly rewarding it&amp;#39;s the best feeling in the world it&amp;#39;s the best too it&amp;#39;s why we do it you know it&amp;#39;s why we do it man yeah nothing will put a bigger smile on your face than giving back well and and listen and and the payback is go do a deal yeah like if you&amp;#39;re listening to this go find somebody today go find somebody this week you know if if I kidnapped your dog or your child mhm and said you have to do a deal or you&amp;#39;ll never see him again yeah you&amp;#39;d find a deal you would you&amp;#39;d find a deal that might be sound obtuse to say but you will find a deal you you&amp;#39;ll go out there you&amp;#39;ll you will you will stay up day and night and day and night and find a deal so anybody that&amp;#39;s that&amp;#39;s you know um been working at this but they haven&amp;#39;t had the success just go just talk to people wide open man I love it I appreciate apprciate you being on they&amp;#39;re going to all go check out all your information I&amp;#39;ll leave it all down below thank you coming on for round two and we&amp;#39;ll do round three when we get the new studio built out uh and we&amp;#39;ll see where you&amp;#39;re at at that point and see if you&amp;#39;re doing some some stuff on TV oh yeah again we&amp;#39;ll play it by year I appreciate you Brent thank you thank you [Music]

Transcript for:Key Insights from Brent Daniels on the Austin Zaback Show

Transcript for:
Key Insights from Brent Daniels on the Austin Zaback Show