February 19, 2025 • 25 mins
Have you ever wondered what it takes to achieve monumental success in real estate at a young age? Join us as we share our personal journeys from delivering newspapers to closing $65 million in sales in 2024, revealing the grit and perseverance that fueled our achievements. With insights from both the realtor and investor perspectives, we uncover the strategies that have not only attracted but retained a loyal client base, all while maintaining integrity and ethical practices. Together with our new co-host Brian, we discuss the evolving nature of sales, the misconceptions of market saturation, and the entrepreneurial mindset necessary to thrive, even in a crowded industry.
As top real estate agents in Northwest Arkansas, we've learned that success is not a solo journey. This episode celebrates the supportive camaraderie among industry professionals, and we bring you memorable stories of challenging transactions that highlight the unpredictable nature of our field. Inspired by Stephen Covey's principles, we emphasize the power of a win-win mindset in building successful partnerships and share our personal investment stories, including ventures into single-family homes and multi-unit properties. Prepare for more inspiration in our next segment, featuring guest Mike Dooley, as we continue to reflect on the remarkable achievements and resilience required to navigate the ever-changing landscape of real estate.
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Episode Transcript
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Speaker 1 (00:10):
thank you guys for tuning in.
I want to give a shout out toour sponsors for this episode.
Our first sponsor is going tobe vit construction.
Uh, vit construction, uh, gus,vit gus and I played high school
baseball together.
I've known gus for a long time.
Gus is doing some really greatthings in the custom home
building and spec home buildingrealm.
(00:30):
He's done a lot of great thingsfor some of my investors where
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short-term rentals.
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He can do anything fromremodels.
Gus has probably 10 or 15builds going on right now.
(00:50):
He has a great team surroundinghim.
Uh, you can reach gus at417-952-7220.
Again, I highly recommend gus.
He's been a great friendthroughout the years, along with
a great builder.
I would choose Gus topersonally build stuff for
myself as well.
(01:10):
My wife and I even thoughtabout using Gus for ourbook.
He's a high integrity guy.
He's got a great team aroundhim and they do some really high
quality work in this area whenit comes to custom and spec
(01:33):
building.
So if you're looking for agreat general contractor, reach
out to VIT Construction, thankyou.
So our next sponsor is theMultiply team Really wanted to
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(01:55):
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Thank you so much.
Welcome to Northwest ArkansasInvesting Podcast, episode 45.
We have Brandon back fromtrying to close a deal in the
parking lot If you listen toepisode 44, and Brian wagers
with us as well.
New co-hosts go on ourInstagram.
Follow us on Instagram.
You'll see his post for our newco-hosts.
Today we want to talk aboutreal estate sales.
(04:03):
We think it's so important.
You know we'll talk about it onthe realtor side.
Um, brandon and I have a lot ofuh, uh grasp from that
knowledge, and then Brian has atotally different viewpoint from
acquiring them on a really bigscale.
And so we want to dive intojust telling you about some real
estate sales advice how weretain clients, what it looks
(04:24):
like on the agent side, on theactual buyer side, and then
potentially like some sellerside stuff too.
So, brandon, can you start out?
Let's just on the like how weattract clients type thing and
some of the broader topics.
We can just blow through thosepretty quick.
Speaker 2 (04:42):
Yes and shout out January 2025, first episode Yep,
all of us together, I'm excitedfor this this year.
We're about to crush it anddon't gloss over it.
I said Dax was like no, we'regoing to gloss over this first't
gloss I I said dax was like no,we're gonna gloss over this
first.
But I think it's important tosay you know, what made me think
of this topic was like seniorguys's numbers, uh, for 2024,
and I like for your guys to ageand just doing the basic math on
(05:06):
that commission, like hell yeah, that's like well, that's what
it's about and that's what itstarts with too.
Like you guys aren't juststarting by any means, but like
getting that to invest, gettingthose stockpiling and a lot of
that comes from sweat equitylike a lot of time for money.
Yeah, I think what you got letthe listeners know.
(05:29):
I think you guys need that.
What'd you guys finish at?
Speaker 3 (05:31):
You said yeah, brandon, how old are you?
Speaker 1 (05:35):
think you guys need that.
Would you guys finish that?
You said yeah, uh, brand, howold are you?
26, 26 26.
Speaker 3 (05:39):
Yeah, and you did how much in volume this year?
A little bit over 20 22.5.
Speaker 1 (05:42):
Yeah, yeah, that's great.
So once a listener, you can dothe math on that.
I'm 28 and I did uh, just shyof 20.
I was like 19.8 or somethinglike that.
So in our, our area, there's atriple diamond award if you get
21 million.
And it got it.
I was just short, I was justshort.
Speaker 3 (05:59):
I think hopefully this episode is more like
inspiring for those that areeither in real estate sales or
other kind of sales that arejust looking to look and kind of
figure out the blueprint forhow we're having some success
and similar to how we took itfrom others that came before us
and really I mean the idea of itand I think we all have the
(06:20):
same goal is like we want tocontinue to accelerate sales and
accelerate our ability toproduce income so we can then
roll it into real estate thatproduces income for our family
long past what we can do on thesales side.
Do you know how many?
Speaker 1 (06:35):
transactions you did in 2024?
56.
56.
Speaker 2 (06:39):
Yeah, that's a lot.
I think that was 78.
78.
That's a lot.
It's a lot.
What did you finish at?
How many total sales?
Speaker 1 (06:49):
Just shy of 20.
Just shy of 20?
I mean, a lot of mine areinvestors.
It's like 250 to 315.
So my average sales price islike probably 270 ish.
So it's a lot of you know.
It's a lot of six or $7,000checks, which are great.
I'm not complaining about a six$7,000 check, but it's like
they know me by my face, at thetitle at my bank, at the title.
(07:10):
I'm in there a lot Like.
I was at least in there like 80times, so sharing my.
If this is good, you get toshow up with a check and you're
making these relationships soand that's what's working for
you.
Speaker 2 (07:20):
That's important too, though.
Like, if you're okay, yes, yourprice per door isn't as high,
your price per bang or price peracquisition or price, but
you're at, you're getting in thesystems like your investor, you
, you, investor I bet that couldhave been maybe less people.
You might have had one investorthat did four or five sales,
and you guys have the sameprocess every time.
(07:40):
You use the same insurance guy,you use the same lender, you
see the same title, same duediligence team.
Then you get those systems upand then you can crank them out
Well 2023,.
Speaker 1 (07:49):
I had 70 transactions .
This past year I had 78.
But 2023 felt very, verystressful and 2024 felt very
chill.
I got to spend six months inAustria.
I got the vacation whenever Iwanted.
I never felt stressed.
It was a lot different.
How long have you been in sales?
Five years now.
Five years, Five years nowthat's a magic number too.
(08:11):
So it finally feels like it'sflowing.
And for Brandon, you know, justcame into it, it's coming out
swinging.
What one year or something likethat.
Well, I mean, you've had yourlicense for a while, but you
would say this is your firstyear going all out in real
estate, First full-time year,Yep.
So did you start January 1, orwas it like a little into that
(08:32):
January 1 of?
Speaker 3 (08:32):
last year, or of 23.
So that was when I left Walmartin, is it?
Speaker 1 (08:39):
January 1 of 24?
.
Speaker 3 (08:41):
Of 23 is when I went full-time in real estate.
Okay, gotcha.
So I had like the back half of2023 and then all of 2024.
Did you have?
Speaker 2 (08:49):
sales experience at Walmart, or what were you doing
at Walmart?
Speaker 3 (08:53):
No, not particularly.
I mean, the only salesexperience I have had is, I mean
I had my license since 2017 forreal estate and then you know,
I would sell like three to fivedeals a year to friends and
family and stuff.
And then you know my dad has apromotional products company in
(09:13):
Springdale and so I would sellfor him as well and I would be
just kind of Trying out there,basically from, you know,
freshman year of college.
Yeah, just, I would find youknow any promotional thing like
this, I would find coasters thatat a restaurant I go to and I'd
get the contact and I would,you know, call him or or uh,
(09:35):
reach out in person or go totheir office and say, hey, we do
some of this, here's somesamples of stuff we do, and just
kind of try to those.
That was my only other salesexperience and those were like
really small dollars.
What was your first sales, john?
Speaker 1 (09:49):
Uh, my first sales I was selling printers.
So for two, two years out ofcollege I was selling big
commercial printers.
I'd have to walk into 10 to 12brand new businesses a day, walk
in, ask the front desk lady whois your person that makes the
decisions on the printers, andthen try to find a contact and
(10:10):
then do cold calls.
I mean that was how I mademoney was following up with
current customers and then doing10 cold call.
Walk and showing my face andattending businesses a day,
Going door to door, Door to door, yeah, but literally door to
door sales for my dad's companyTDS IT.
Speaker 2 (10:28):
That's like real sales here.
Business to business, face toface.
Speaker 1 (10:32):
Yes, grinding.
I mean, if you wake up in themorning and you work for one of
these companies, you're notthinking man, I can't wait for
the copier guy to come in andsell me a printer.
Speaker 2 (10:40):
so it was a lot of like yeah, what a door sales is
such and I don't know that ourkids are even going to have the
opportunity to experience thatlike.
I guess they'll have to get itin some other way.
But like, I mean deliveringpaper like looking back.
I wasn't sales to me, butdelivering paper like looking
back.
It wasn't sales to me, butdelivering paper.
I would ask each person in mylittle area if they were going
to pay or if they wanted tostart collecting for the
(11:03):
newspaper every day.
Just deliver those messages.
That's so good.
It's so good.
And it starts with the lemonadestand.
You could go as far back asthat.
Speaker 1 (11:11):
Go as far back as that.
I had those, but I think theoverall thing is like taking a
moment, I'm glad that you made astop on this.
Yeah, just on a straight realestate capacity, there's over
4,000 agents in NorthwestArkansas and Brandon and I are
in the top 0.01%.
We're definitely in the toppercent.
That's a lot.
(11:32):
That's a lot of agents.
We're both in the top 50.
So it's incredible to have thekind of knowledge that him and I
have.
I mean, you're hearing from twoof the top real estate agents
in all of Arkansas being able totalk about investing.
Top real estate agents in allof our scale install um being
able to talk about investing.
And I think we're to the topbecause we do talk about
investing, because there's somuch more to real estate than
(11:52):
just uh, and no shame to peopleto do this.
I think there's a super needfor in the market.
Some people can market betterthan I can, for sure, but it's
more than opening a door andwriting a contract.
It really is, and I thinkthat's's something Brandon and I
have been able to provide.
Good year.
Speaker 2 (12:08):
And so in sales perspective me sitting in
devil's advocate seat here yousaid 4,000 agents.
Man, that's too many agents outthere.
I probably shouldn't even getinto it.
It's too watered down andsaturated, probably shouldn't
even start right, I should justyeah, if you're listening to
this, I would just not evenstart.
Speaker 1 (12:30):
No, I'm joking.
Speaker 3 (12:31):
No, I tell people that all the time, like I've got
a lot of buddies that are incorporate W2 that are making
decent money but they feel stuckand they really want to get out
of what they're doing and theywant to start their own thing,
whether that be, you know, eveninspect.
I've heard, I've talked toothers that they want to be in
the inspector business or theywant to be in whatever business,
(12:52):
and and I I tell them everytime that there's, you know,
there's hundreds of people outthere doing what you want to do,
but there's not many that aredoing it really well in in every
category and I think peoplethat have high integrity that
follow up and they do what theysay they're going to do.
I mean it's not, it's not asecret formula, that's it.
(13:14):
I mean it's just doing what yousay you're going to do and
having high integrity, addingvalue to people and and, uh, you
know, the market will rewardyou For the, for the inverse of
that.
Speaker 1 (13:23):
I mean, I have a lot of people come to me and they
see the I'm not going to say howmuch we make, but they see how
much we make and they'll come tous.
I see it, I'm on your side.
3% and 3%, you'll go.
I mean, I'm sure over the years, brian you as well I've had
people come to you like dude,what do you do?
I want to do that too, becausethey see what the income's done
(13:50):
and blah, blah, blah and it'slike it.
Yes, it's easy, but it's like a.
You have to treat it like a job.
A lot of people are like oh,agents, they just sign a
contract and then get a 15,000.
Speaker 2 (13:58):
You're just now taking a breath, five like that
you were talking about, likefeeling, like oh I can, I've
arrived five years, and likethat's part of the mindset too
like it's been a four and a halfyear grind, five year grind.
Yeah, I think part of the liketo me.
If I, if you're already havingthe mindset of, oh, there's too
many people in this industry oflike that's.
(14:18):
You need to work on thatprobably first, if you want to
be a true entrepreneur, if youwant to be in sales, if you want
to be, you know, self-made.
Speaker 3 (14:26):
I guess you could say , because I mean even on top of
that, just talking about ourpodcast, north Dakota Sargent's
All Investing, it would be soeasy to just say, man, there's
too many people, too manypodcasts man.
Speaker 2 (14:38):
Yeah, there's too many podcasts.
There's too many people talkingabout real estate.
There's too many people.
There's too many peopleinvesting in real estate, or do
we know about?
Yeah, exactly like.
Yeah, that's just.
Speaker 1 (14:52):
I mean, I mean you guys want to come over watch
dancing with the stars and callit in.
You know, I'll be the first, abit like I mean, I I know that I
don't know everything, but Iwas like if, if I get enough
smart people around me, I'llstart figuring out and start
talking like them.
And so, like there's been timesin this podcast where we've had
we we've had people come on theshow and like I was faking it
till I made it Like they weresaying stuff, like and there
were parts of when Brian's coachcame on that I was like yeah,
(15:15):
yeah, I'm with it.
Speaker 2 (15:18):
Get good at saying yeah, like, follow.
That's the thing about salestoo.
Get good at following, but nothaving to know every square inch
of what they're saying Like andsaying like no.
I don't understand that.
Can you tell me a little bitabout that?
It's a figure it out of this,it's a curiosity, it's a.
I mean, those are all huge forsales and the mindset is so
important and I was bringingthat up just because you can
pick and choose anything to be.
(15:39):
Woe is me and you know that'sthat's probably the
entrepreneurship.
Life might not be for you ifyou are thinking like that or
sales.
What I love about sales is likeit creates that opportunity for
you to be your own entrepreneur.
You're behind a good company,they're covering some sort of
back end, you know and you'relearning how to help them grow,
(16:05):
how to help them grow, all whileyou're getting their backing.
So I think sales is a superimportant skill and super
important vehicle.
To start, your journey.
Speaker 1 (16:16):
I think.
I think it's great.
Something that I've beentoiling with recently, which I
think is going to be as huge foryour business and our
businesses, is the idea ofmaking the client the hero and
us the supporting role.
And that's been really cool,because a lot of times in real
estate and I'm even guilty of it, as in the sales position
(16:36):
making myself the hero and theclient's just the person that's
on for the ride, I brought himto the closing table, blah, blah
, blah.
It's a little separate topic,but in 2025, 2025 I'm really
trying to focus on how do I makethe client the hero and I'm
just there and I just happen tosupport and taking like a humble
backseat role.
Um, I think and it's not justbecause of money, but I think in
(16:59):
a lot of aspects of work, theperson that makes the client the
hero ends up making a lot ofmoney because you're you're
making people feel important,special around you, and if that
comes out of a genuine place inyour heart, it's just a natural
thing.
So for me in 2025, I'm reallygoing to focus on how do I make
(17:20):
it less of me, more of theclient, and I think that's a
developing thing, as I've beenin sales now for five, six,
seven years.
I want it to be about me.
I got a chip on my shoulder.
I want to flip middle finger toeveryone that ever said you
couldn't do it and be like I'mdoing this.
Here's a picture of me.
Tori and I did like $45 millionin sales.
Speaker 2 (17:40):
I'm like, yeah, heck, yeah, but 2025 is going to be
the start of Zach making moreabout clients, less about me,
which is, I think, going to bebig Love that.
So that's investing.
That's investing and that's whywe're on the NWA investing
podcast.
We'll talk about not justNorthwest Arkansas investing but
what all the different aspectsthat are going into the whole
scheme or the whole economicbubble of NWA investing, and
(18:06):
that is sales and that's whywe're talking about it.
Speaker 1 (18:09):
Because, brandon, you did 22.5.
I did, let's just say, 20.
I'm almost at 20.
So that's 42.5.
And then, how much did Elevateacquire?
I mean, you might not have thenumber on top of your head.
Speaker 2 (18:22):
Elevate did one deal this year and it was a $23
million purchase, so we havelike.
Speaker 1 (18:29):
What's that?
65 million dollars?
Speaker 2 (18:32):
worth and shut up.
You guys just did as much asthe investment company.
So, yeah, I mean like that,like it was a slip and last year
was considered.
If you look nationally it's aslow year, yeah.
Or commercial real estatespecifically for multifamily nwn
right, nwa yeah, just continuesto power forward.
Speaker 1 (18:50):
I think it.
It adds credibility to all ofus.
Just the one deal you did wasbig, but there's $65 million
worth of sales experience in oneyear from 2024, sitting at this
table right now, which I thinkyou know we're young, but like
that's a lot of I mean a lot oftransactions.
That's a lot of work to get tothat one.
I think more so.
It speaks to the patience ofElevate and the ability to
(19:14):
acquire a good deal and beingable to say yes and willing to
say no to everything.
I think it's huge and we'vetalked about that before, but
$65 million of sales in 2024between us, in whatever capacity
it may have been, I think ishuge, and so I think it brings
validity to what we're saying.
Not to like I'm doing a badthing, I'm lifting us up.
Speaker 2 (19:36):
And that was just on the CIG side too.
And I had some personalinvestments and I ventured more
into your world and I reachedout to both of you guys for
questions and it was cool thatwe had already started this
relationship.
You know, I, I ended up, uh,you know, purchasing two single
(19:58):
family homes from family member,you know, and did some good
financing on that, and thenpurchased an eight unit from my
set like two other partners.
Yeah, outside of that, and itwas because I, I, I thought
win-win, like you were going offon that big bomb right there,
like putting your client, makingyour client as a hero, like
that's the winning recipe forsales and investing too.
(20:20):
You want to get around partners,get around employees or
employers that are about thatmindset.
Like seek, win-win that's aStephen Covey habit, seven
habits of highly effectivepeople, and that is so important
for investing and sales.
Like I make money by making youmoney, on the other side of the
(20:40):
token, I will pay thousands tomake hundreds of thousands.
I will pay hundreds ofthousands to make millions.
I will pay millions to maketens of millions.
You have to have that mindsetswitch.
And on the other side of thetoken, token, like I want to
make money by making someoneelse money and that that's a
rising tide that's going to liftall the boats you're lifting
others up and in turn, you're Imean it's a, it's abundant world
(21:03):
, god's good, and especiallynorthwest arkansas, it is so
abundant.
Speaker 1 (21:06):
Yeah, I mean it.
If it's like almost, almostbrought a tear to my eye seeing
how great, how great you didthis year, because I year I
remember us sitting and I'm like, dude, you have to take the
jump, do it, do it.
And you did it.
And I'm like, oh my gosh, it'slike seeing such a-.
Speaker 3 (21:25):
Life changing too.
Speaker 2 (21:27):
Yeah, you guys are two brokers in the same industry
and like that's a genuine senseof like you guys excited for
each other.
I got excited for you guys too.
I wanted to like reshare.
I don't like reshare much but Iwas like damn, like that's.
That's impressive on both yourparts and that's so cool that
you guys are in the you knowmuch more similar industry as
than me versus you guys too.
Speaker 1 (21:49):
So well, uh, we got another guest coming on, mike
Dooley.
Uh, we're not been on for anhour segment, so we're going to
wrap this up.
Thank you, guys for tuning in.
Speaker 3 (21:57):
We got to hit one more.
Brandon hit it.
I just like this one.
I want to hear from you as well.
Memorable deal from 24.
What do you?
Speaker 2 (22:08):
got.
I'll start mine off.
I already said mine.
I bought two single familiesfrom a you know family member
and then I bought the eight unitas part of uh, just a legacy
family.
Speaker 1 (22:18):
That was exciting love that a memorable deal would
be honestly not a good one.
It's still.
It's still going on.
I started in july of 24 and I'mtrying to think of the best way
to condense this.
But, back and forth, onfinances, we finally get this
girl in there on an earlyoccupancy for a house and 40
(22:41):
acres, a $700,000 transaction.
I'm like, okay, early occupancy, they're going to close.
Long story short closing pushes,pushes, pushes.
We fill out a contract.
She's now there on like amonth-to-month rental and it's
finally just like we have anagreement with the seller.
He's like, hey, you spent a lotof time with this, I'll just
pay you five thousand dollarsfor, like, your time.
(23:03):
We're still going back and it'sjust him and her talking.
Now I'm trying to end on it andit's still going on to the
point.
Now he's about to like serveher with papers, to be like get
out, out of my house, and solike it was just like a seven,
eight month ordeal of like I wasfinally like I don't care if I
get paid, like I just want thisout of my life.
So that was, I don't know.
There's there's 50 stories LikeI'm at almost 80 transactions.
(23:24):
So there's a lot of crazy stuff.
We had a crazy one too.
Speaker 3 (23:40):
Things are going to go wrong and and investing and
sales, like you've got to powerthrough them.
Not let them linger, not letthem take up too much of your
bandwidth.
Yeah, be ready for.
Yeah, you use this.
So my, my one story was, uh,that I'm super proud of this
summer um, was was like notfeeling like hitting the phones
at all.
You know, I do a lot of coldcalling so that's that's kind of
one of the ways that I spurbusiness up but was not one to
hop on the phone at all and justkind of was feeling sorry for
myself.
I guess Decided to just hop onthe kind of a list that I had
(24:01):
made of properties.
I wanted to call and got thisowner on the call.
I probably only did 15 calls,20 calls that day or something
like that, but I called thisowner.
We had a really greatconversation.
He owned like a neighborhood ofduplexes in fayetteville and
and, uh, we talked for a littlebit and he's like, no, I don't,
I don't have any interest inselling, we're gonna pass these
down to the kids, uh, and so Ijust thought about, you know,
(24:24):
asking him do you have anythingelse?
You'd be, you know, interestedin selling.
And he told me about this pieceof land that he had out in
tawny town and uh, and just justfrom that call ended up being
almost a two million dollartransaction.
Let's go.
Uh, got he was he was lookingto sell that, got it to a
builder that I knew wanted itand and uh, one of my biggest
deals of the year.
Speaker 2 (24:45):
So so much yeah, well , no much good right there.
Man like the, you just coldcalled.
That's a huge scale coldcalling be able to pick the
phone and call someone that youdon't want to have a
conversation with, and thengoing from that mindset to being
actually curious enough to askthem, do you have it?
And not just saying, yeah, I'mnot selling.
Okay, see ya, yeah like, okay,yeah, no problem, understood,
(25:08):
it's a beautiful property.
You have.
Anything else you might, youknow, be consider, however,
whatever feels natural to youthat you're curious about that
guy, win-win.
And.
And there you go, like, yeah,imagine if you hadn't like, told
yourself, okay, I need to makesome more cold calls and I was
so.
Speaker 3 (25:24):
So I was just about to not do anything that day and
just kind of head on to thehouse and and, uh, just I mean
crazy if, if anybody islistening just to take the jump
and take the leap and pushyourself and good things can
happen.
So it's pretty cool.
Speaker 1 (25:39):
Thanks for tuning in with us episode 45.
We'll see you on episode 46.
thank you guys for tuning in.
I want to give a shout out toour sponsors for this episode.
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Thank you so much.
Welcome to Northwest ArkansasInvesting Podcast, episode 45.
We have Brandon back fromtrying to close a deal in the
parking lot If you listen toepisode 44, and Brian wagers
with us as well.
New co-hosts go on ourInstagram.
Follow us on Instagram.
You'll see his post for our newco-hosts.
Today we want to talk aboutreal estate sales.
(04:03):
We think it's so important.
You know we'll talk about it onthe realtor side.
Um, brandon and I have a lot ofuh, uh grasp from that
knowledge, and then Brian has atotally different viewpoint from
acquiring them on a really bigscale.
And so we want to dive intojust telling you about some real
estate sales advice how weretain clients, what it looks
(04:24):
like on the agent side, on theactual buyer side, and then
potentially like some sellerside stuff too.
So, brandon, can you start out?
Let's just on the like how weattract clients type thing and
some of the broader topics.
We can just blow through thosepretty quick.
Speaker 2 (04:42):
Yes and shout out January 2025, first episode Yep,
all of us together, I'm excitedfor this this year.
We're about to crush it anddon't gloss over it.
I said Dax was like no, we'regoing to gloss over this first't
gloss I I said dax was like no,we're gonna gloss over this
first.
But I think it's important tosay you know, what made me think
of this topic was like seniorguys's numbers, uh, for 2024,
and I like for your guys to ageand just doing the basic math on
(05:06):
that commission, like hell yeah, that's like well, that's what
it's about and that's what itstarts with too.
Like you guys aren't juststarting by any means, but like
getting that to invest, gettingthose stockpiling and a lot of
that comes from sweat equitylike a lot of time for money.
Yeah, I think what you got letthe listeners know.
(05:29):
I think you guys need that.
What'd you guys finish at?
Speaker 3 (05:31):
You said yeah, brandon, how old are you?
Speaker 1 (05:35):
think you guys need that.
Would you guys finish that?
You said yeah, uh, brand, howold are you?
26, 26 26.
Speaker 3 (05:39):
Yeah, and you did how much in volume this year?
A little bit over 20 22.5.
Speaker 1 (05:42):
Yeah, yeah, that's great.
So once a listener, you can dothe math on that.
I'm 28 and I did uh, just shyof 20.
I was like 19.8 or somethinglike that.
So in our, our area, there's atriple diamond award if you get
21 million.
And it got it.
I was just short, I was justshort.
Speaker 3 (05:59):
I think hopefully this episode is more like
inspiring for those that areeither in real estate sales or
other kind of sales that arejust looking to look and kind of
figure out the blueprint forhow we're having some success
and similar to how we took itfrom others that came before us
and really I mean the idea of itand I think we all have the
(06:20):
same goal is like we want tocontinue to accelerate sales and
accelerate our ability toproduce income so we can then
roll it into real estate thatproduces income for our family
long past what we can do on thesales side.
Do you know how many?
Speaker 1 (06:35):
transactions you did in 2024?
56.
56.
Speaker 2 (06:39):
Yeah, that's a lot.
I think that was 78.
78.
That's a lot.
It's a lot.
What did you finish at?
How many total sales?
Speaker 1 (06:49):
Just shy of 20.
Just shy of 20?
I mean, a lot of mine areinvestors.
It's like 250 to 315.
So my average sales price islike probably 270 ish.
So it's a lot of you know.
It's a lot of six or $7,000checks, which are great.
I'm not complaining about a six$7,000 check, but it's like
they know me by my face, at thetitle at my bank, at the title.
(07:10):
I'm in there a lot Like.
I was at least in there like 80times, so sharing my.
If this is good, you get toshow up with a check and you're
making these relationships soand that's what's working for
you.
Speaker 2 (07:20):
That's important too, though.
Like, if you're okay, yes, yourprice per door isn't as high,
your price per bang or price peracquisition or price, but
you're at, you're getting in thesystems like your investor, you
, you, investor I bet that couldhave been maybe less people.
You might have had one investorthat did four or five sales,
and you guys have the sameprocess every time.
(07:40):
You use the same insurance guy,you use the same lender, you
see the same title, same duediligence team.
Then you get those systems upand then you can crank them out
Well 2023,.
Speaker 1 (07:49):
I had 70 transactions .
This past year I had 78.
But 2023 felt very, verystressful and 2024 felt very
chill.
I got to spend six months inAustria.
I got the vacation whenever Iwanted.
I never felt stressed.
It was a lot different.
How long have you been in sales?
Five years now.
Five years, Five years nowthat's a magic number too.
(08:11):
So it finally feels like it'sflowing.
And for Brandon, you know, justcame into it, it's coming out
swinging.
What one year or something likethat.
Well, I mean, you've had yourlicense for a while, but you
would say this is your firstyear going all out in real
estate, First full-time year,Yep.
So did you start January 1, orwas it like a little into that
(08:32):
January 1 of?
Speaker 3 (08:32):
last year, or of 23.
So that was when I left Walmartin, is it?
Speaker 1 (08:39):
January 1 of 24?
.
Speaker 3 (08:41):
Of 23 is when I went full-time in real estate.
Okay, gotcha.
So I had like the back half of2023 and then all of 2024.
Did you have?
Speaker 2 (08:49):
sales experience at Walmart, or what were you doing
at Walmart?
Speaker 3 (08:53):
No, not particularly.
I mean, the only salesexperience I have had is, I mean
I had my license since 2017 forreal estate and then you know,
I would sell like three to fivedeals a year to friends and
family and stuff.
And then you know my dad has apromotional products company in
(09:13):
Springdale and so I would sellfor him as well and I would be
just kind of Trying out there,basically from, you know,
freshman year of college.
Yeah, just, I would find youknow any promotional thing like
this, I would find coasters thatat a restaurant I go to and I'd
get the contact and I would,you know, call him or or uh,
(09:35):
reach out in person or go totheir office and say, hey, we do
some of this, here's somesamples of stuff we do, and just
kind of try to those.
That was my only other salesexperience and those were like
really small dollars.
What was your first sales, john?
Speaker 1 (09:49):
Uh, my first sales I was selling printers.
So for two, two years out ofcollege I was selling big
commercial printers.
I'd have to walk into 10 to 12brand new businesses a day, walk
in, ask the front desk lady whois your person that makes the
decisions on the printers, andthen try to find a contact and
(10:10):
then do cold calls.
I mean that was how I mademoney was following up with
current customers and then doing10 cold call.
Walk and showing my face andattending businesses a day,
Going door to door, Door to door, yeah, but literally door to
door sales for my dad's companyTDS IT.
Speaker 2 (10:28):
That's like real sales here.
Business to business, face toface.
Speaker 1 (10:32):
Yes, grinding.
I mean, if you wake up in themorning and you work for one of
these companies, you're notthinking man, I can't wait for
the copier guy to come in andsell me a printer.
Speaker 2 (10:40):
so it was a lot of like yeah, what a door sales is
such and I don't know that ourkids are even going to have the
opportunity to experience thatlike.
I guess they'll have to get itin some other way.
But like, I mean deliveringpaper like looking back.
I wasn't sales to me, butdelivering paper like looking
back.
It wasn't sales to me, butdelivering paper.
I would ask each person in mylittle area if they were going
to pay or if they wanted tostart collecting for the
(11:03):
newspaper every day.
Just deliver those messages.
That's so good.
It's so good.
And it starts with the lemonadestand.
You could go as far back asthat.
Speaker 1 (11:11):
Go as far back as that.
I had those, but I think theoverall thing is like taking a
moment, I'm glad that you made astop on this.
Yeah, just on a straight realestate capacity, there's over
4,000 agents in NorthwestArkansas and Brandon and I are
in the top 0.01%.
We're definitely in the toppercent.
That's a lot.
(11:32):
That's a lot of agents.
We're both in the top 50.
So it's incredible to have thekind of knowledge that him and I
have.
I mean, you're hearing from twoof the top real estate agents
in all of Arkansas being able totalk about investing.
Top real estate agents in allof our scale install um being
able to talk about investing.
And I think we're to the topbecause we do talk about
investing, because there's somuch more to real estate than
(11:52):
just uh, and no shame to peopleto do this.
I think there's a super needfor in the market.
Some people can market betterthan I can, for sure, but it's
more than opening a door andwriting a contract.
It really is, and I thinkthat's's something Brandon and I
have been able to provide.
Good year.
Speaker 2 (12:08):
And so in sales perspective me sitting in
devil's advocate seat here yousaid 4,000 agents.
Man, that's too many agents outthere.
I probably shouldn't even getinto it.
It's too watered down andsaturated, probably shouldn't
even start right, I should justyeah, if you're listening to
this, I would just not evenstart.
Speaker 1 (12:30):
No, I'm joking.
Speaker 3 (12:31):
No, I tell people that all the time, like I've got
a lot of buddies that are incorporate W2 that are making
decent money but they feel stuckand they really want to get out
of what they're doing and theywant to start their own thing,
whether that be, you know, eveninspect.
I've heard, I've talked toothers that they want to be in
the inspector business or theywant to be in whatever business,
(12:52):
and and I I tell them everytime that there's, you know,
there's hundreds of people outthere doing what you want to do,
but there's not many that aredoing it really well in in every
category and I think peoplethat have high integrity that
follow up and they do what theysay they're going to do.
I mean it's not, it's not asecret formula, that's it.
(13:14):
I mean it's just doing what yousay you're going to do and
having high integrity, addingvalue to people and and, uh, you
know, the market will rewardyou For the, for the inverse of
that.
Speaker 1 (13:23):
I mean, I have a lot of people come to me and they
see the I'm not going to say howmuch we make, but they see how
much we make and they'll come tous.
I see it, I'm on your side.
3% and 3%, you'll go.
I mean, I'm sure over the years, brian you as well I've had
people come to you like dude,what do you do?
I want to do that too, becausethey see what the income's done
(13:50):
and blah, blah, blah and it'slike it.
Yes, it's easy, but it's like a.
You have to treat it like a job.
A lot of people are like oh,agents, they just sign a
contract and then get a 15,000.
Speaker 2 (13:58):
You're just now taking a breath, five like that
you were talking about, likefeeling, like oh I can, I've
arrived five years, and likethat's part of the mindset too
like it's been a four and a halfyear grind, five year grind.
Yeah, I think part of the liketo me.
If I, if you're already havingthe mindset of, oh, there's too
many people in this industry oflike that's.
(14:18):
You need to work on thatprobably first, if you want to
be a true entrepreneur, if youwant to be in sales, if you want
to be, you know, self-made.
Speaker 3 (14:26):
I guess you could say , because I mean even on top of
that, just talking about ourpodcast, north Dakota Sargent's
All Investing, it would be soeasy to just say, man, there's
too many people, too manypodcasts man.
Speaker 2 (14:38):
Yeah, there's too many podcasts.
There's too many people talkingabout real estate.
There's too many people.
There's too many peopleinvesting in real estate, or do
we know about?
Yeah, exactly like.
Yeah, that's just.
Speaker 1 (14:52):
I mean, I mean you guys want to come over watch
dancing with the stars and callit in.
You know, I'll be the first, abit like I mean, I I know that I
don't know everything, but Iwas like if, if I get enough
smart people around me, I'llstart figuring out and start
talking like them.
And so, like there's been timesin this podcast where we've had
we we've had people come on theshow and like I was faking it
till I made it Like they weresaying stuff, like and there
were parts of when Brian's coachcame on that I was like yeah,
(15:15):
yeah, I'm with it.
Speaker 2 (15:18):
Get good at saying yeah, like, follow.
That's the thing about salestoo.
Get good at following, but nothaving to know every square inch
of what they're saying Like andsaying like no.
I don't understand that.
Can you tell me a little bitabout that?
It's a figure it out of this,it's a curiosity, it's a.
I mean, those are all huge forsales and the mindset is so
important and I was bringingthat up just because you can
pick and choose anything to be.
(15:39):
Woe is me and you know that'sthat's probably the
entrepreneurship.
Life might not be for you ifyou are thinking like that or
sales.
What I love about sales is likeit creates that opportunity for
you to be your own entrepreneur.
You're behind a good company,they're covering some sort of
back end, you know and you'relearning how to help them grow,
(16:05):
how to help them grow, all whileyou're getting their backing.
So I think sales is a superimportant skill and super
important vehicle.
To start, your journey.
Speaker 1 (16:16):
I think.
I think it's great.
Something that I've beentoiling with recently, which I
think is going to be as huge foryour business and our
businesses, is the idea ofmaking the client the hero and
us the supporting role.
And that's been really cool,because a lot of times in real
estate and I'm even guilty of it, as in the sales position
(16:36):
making myself the hero and theclient's just the person that's
on for the ride, I brought himto the closing table, blah, blah
, blah.
It's a little separate topic,but in 2025, 2025 I'm really
trying to focus on how do I makethe client the hero and I'm
just there and I just happen tosupport and taking like a humble
backseat role.
Um, I think and it's not justbecause of money, but I think in
(16:59):
a lot of aspects of work, theperson that makes the client the
hero ends up making a lot ofmoney because you're you're
making people feel important,special around you, and if that
comes out of a genuine place inyour heart, it's just a natural
thing.
So for me in 2025, I'm reallygoing to focus on how do I make
(17:20):
it less of me, more of theclient, and I think that's a
developing thing, as I've beenin sales now for five, six,
seven years.
I want it to be about me.
I got a chip on my shoulder.
I want to flip middle finger toeveryone that ever said you
couldn't do it and be like I'mdoing this.
Here's a picture of me.
Tori and I did like $45 millionin sales.
Speaker 2 (17:40):
I'm like, yeah, heck, yeah, but 2025 is going to be
the start of Zach making moreabout clients, less about me,
which is, I think, going to bebig Love that.
So that's investing.
That's investing and that's whywe're on the NWA investing
podcast.
We'll talk about not justNorthwest Arkansas investing but
what all the different aspectsthat are going into the whole
scheme or the whole economicbubble of NWA investing, and
(18:06):
that is sales and that's whywe're talking about it.
Speaker 1 (18:09):
Because, brandon, you did 22.5.
I did, let's just say, 20.
I'm almost at 20.
So that's 42.5.
And then, how much did Elevateacquire?
I mean, you might not have thenumber on top of your head.
Speaker 2 (18:22):
Elevate did one deal this year and it was a $23
million purchase, so we havelike.
Speaker 1 (18:29):
What's that?
65 million dollars?
Speaker 2 (18:32):
worth and shut up.
You guys just did as much asthe investment company.
So, yeah, I mean like that,like it was a slip and last year
was considered.
If you look nationally it's aslow year, yeah.
Or commercial real estatespecifically for multifamily nwn
right, nwa yeah, just continuesto power forward.
Speaker 1 (18:50):
I think it.
It adds credibility to all ofus.
Just the one deal you did wasbig, but there's $65 million
worth of sales experience in oneyear from 2024, sitting at this
table right now, which I thinkyou know we're young, but like
that's a lot of I mean a lot oftransactions.
That's a lot of work to get tothat one.
I think more so.
It speaks to the patience ofElevate and the ability to
(19:14):
acquire a good deal and beingable to say yes and willing to
say no to everything.
I think it's huge and we'vetalked about that before, but
$65 million of sales in 2024between us, in whatever capacity
it may have been, I think ishuge, and so I think it brings
validity to what we're saying.
Not to like I'm doing a badthing, I'm lifting us up.
Speaker 2 (19:36):
And that was just on the CIG side too.
And I had some personalinvestments and I ventured more
into your world and I reachedout to both of you guys for
questions and it was cool thatwe had already started this
relationship.
You know, I, I ended up, uh,you know, purchasing two single
(19:58):
family homes from family member,you know, and did some good
financing on that, and thenpurchased an eight unit from my
set like two other partners.
Yeah, outside of that, and itwas because I, I, I thought
win-win, like you were going offon that big bomb right there,
like putting your client, makingyour client as a hero, like
that's the winning recipe forsales and investing too.
(20:20):
You want to get around partners,get around employees or
employers that are about thatmindset.
Like seek, win-win that's aStephen Covey habit, seven
habits of highly effectivepeople, and that is so important
for investing and sales.
Like I make money by making youmoney, on the other side of the
(20:40):
token, I will pay thousands tomake hundreds of thousands.
I will pay hundreds ofthousands to make millions.
I will pay millions to maketens of millions.
You have to have that mindsetswitch.
And on the other side of thetoken, token, like I want to
make money by making someoneelse money and that that's a
rising tide that's going to liftall the boats you're lifting
others up and in turn, you're Imean it's a, it's abundant world
(21:03):
, god's good, and especiallynorthwest arkansas, it is so
abundant.
Speaker 1 (21:06):
Yeah, I mean it.
If it's like almost, almostbrought a tear to my eye seeing
how great, how great you didthis year, because I year I
remember us sitting and I'm like, dude, you have to take the
jump, do it, do it.
And you did it.
And I'm like, oh my gosh, it'slike seeing such a-.
Speaker 3 (21:25):
Life changing too.
Speaker 2 (21:27):
Yeah, you guys are two brokers in the same industry
and like that's a genuine senseof like you guys excited for
each other.
I got excited for you guys too.
I wanted to like reshare.
I don't like reshare much but Iwas like damn, like that's.
That's impressive on both yourparts and that's so cool that
you guys are in the you knowmuch more similar industry as
than me versus you guys too.
Speaker 1 (21:49):
So well, uh, we got another guest coming on, mike
Dooley.
Uh, we're not been on for anhour segment, so we're going to
wrap this up.
Thank you, guys for tuning in.
Speaker 3 (21:57):
We got to hit one more.
Brandon hit it.
I just like this one.
I want to hear from you as well.
Memorable deal from 24.
What do you?
Speaker 2 (22:08):
got.
I'll start mine off.
I already said mine.
I bought two single familiesfrom a you know family member
and then I bought the eight unitas part of uh, just a legacy
family.
Speaker 1 (22:18):
That was exciting love that a memorable deal would
be honestly not a good one.
It's still.
It's still going on.
I started in july of 24 and I'mtrying to think of the best way
to condense this.
But, back and forth, onfinances, we finally get this
girl in there on an earlyoccupancy for a house and 40
(22:41):
acres, a $700,000 transaction.
I'm like, okay, early occupancy, they're going to close.
Long story short closing pushes,pushes, pushes.
We fill out a contract.
She's now there on like amonth-to-month rental and it's
finally just like we have anagreement with the seller.
He's like, hey, you spent a lotof time with this, I'll just
pay you five thousand dollarsfor, like, your time.
(23:03):
We're still going back and it'sjust him and her talking.
Now I'm trying to end on it andit's still going on to the
point.
Now he's about to like serveher with papers, to be like get
out, out of my house, and solike it was just like a seven,
eight month ordeal of like I wasfinally like I don't care if I
get paid, like I just want thisout of my life.
So that was, I don't know.
There's there's 50 stories LikeI'm at almost 80 transactions.
(23:24):
So there's a lot of crazy stuff.
We had a crazy one too.
Speaker 3 (23:40):
Things are going to go wrong and and investing and
sales, like you've got to powerthrough them.
Not let them linger, not letthem take up too much of your
bandwidth.
Yeah, be ready for.
Yeah, you use this.
So my, my one story was, uh,that I'm super proud of this
summer um, was was like notfeeling like hitting the phones
at all.
You know, I do a lot of coldcalling so that's that's kind of
one of the ways that I spurbusiness up but was not one to
hop on the phone at all and justkind of was feeling sorry for
myself.
I guess Decided to just hop onthe kind of a list that I had
(24:01):
made of properties.
I wanted to call and got thisowner on the call.
I probably only did 15 calls,20 calls that day or something
like that, but I called thisowner.
We had a really greatconversation.
He owned like a neighborhood ofduplexes in fayetteville and
and, uh, we talked for a littlebit and he's like, no, I don't,
I don't have any interest inselling, we're gonna pass these
down to the kids, uh, and so Ijust thought about, you know,
(24:24):
asking him do you have anythingelse?
You'd be, you know, interestedin selling.
And he told me about this pieceof land that he had out in
tawny town and uh, and just justfrom that call ended up being
almost a two million dollartransaction.
Let's go.
Uh, got he was he was lookingto sell that, got it to a
builder that I knew wanted itand and uh, one of my biggest
deals of the year.
Speaker 2 (24:45):
So so much yeah, well , no much good right there.
Man like the, you just coldcalled.
That's a huge scale coldcalling be able to pick the
phone and call someone that youdon't want to have a
conversation with, and thengoing from that mindset to being
actually curious enough to askthem, do you have it?
And not just saying, yeah, I'mnot selling.
Okay, see ya, yeah like, okay,yeah, no problem, understood,
(25:08):
it's a beautiful property.
You have.
Anything else you might, youknow, be consider, however,
whatever feels natural to youthat you're curious about that
guy, win-win.
And.
And there you go, like, yeah,imagine if you hadn't like, told
yourself, okay, I need to makesome more cold calls and I was
so.
Speaker 3 (25:24):
So I was just about to not do anything that day and
just kind of head on to thehouse and and, uh, just I mean
crazy if, if anybody islistening just to take the jump
and take the leap and pushyourself and good things can
happen.
So it's pretty cool.
Speaker 1 (25:39):
Thanks for tuning in with us episode 45.
We'll see you on episode 46.
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