November 6, 2024 • 52 mins
Ever wondered how the principles of car sales could revolutionize your real estate game? Sawand Belcher, a seasoned North Carolina-based real estate investor, joins us to reveal his journey from the hustle and bustle of car dealerships to the dynamic world of real estate. Sawand generously shares his insights on lead generation and effective marketing strategies rooted in his automotive sales experience. Listen in as he uncovers the secret sauce of applying universal business principles to real estate—getting attention and crafting a winning sales system—while maintaining a harmonious balance between traditional values and cutting-edge tactics.
Join us for a gripping discussion on the complexities of managing or selling a family-inherited property. Sawan guides us through the nuances of real estate negotiation, sharing a real-life scenario involving a long-term tenant who is a family friend. With the family's dream of traveling to Tanzania and the house's current condition in mind, Sawan explores practical solutions, like hiring a property manager, to navigate this intricate situation. His perspective sheds light on the often overlooked emotional and logistical challenges that arise in real estate, providing listeners with valuable insights into successful decision-making.
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Episode Transcript
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Speaker 1 (00:02):
Welcome to the Honor Pursuit Podcast, where we
connect with entrepreneurs,movers, shakers and business
owners who've built amazingthings on the pursuit of their
goals and dreams.
And I'm your host, brendan Boyd.
What's up y'all?
Welcome to another episode ofthe Honor Pursuit Podcast.
We bring exceptionalentrepreneurs on 6, 7, 8 figure
entrepreneurs that you may notknow, that are doing some
(00:24):
amazing things and on today'sepisode, I got a very
interesting individual.
Speaker 2 (00:29):
We literally just met today, absolutely.
Speaker 1 (00:30):
Technically right.
A couple days ago we was goingback and forth in DMs.
Speaker 2 (00:35):
My man said, yo, I'm pulling up to Miami.
I said, bro, you got to comethrough.
Absolutely.
We did some street interviewsearlier.
Absolutely.
Speaker 1 (00:46):
You know what I'm saying.
We did some street interviewsearlier.
Absolutely Got busy.
You do something very, veryinteresting.
It's non-traditional, but thenyou also have a really cool
foundation at the house.
Speaker 2 (00:54):
Absolutely.
Which I think is alsointeresting.
It's layers.
You know what I'm saying.
You got a lot going on.
First of all, let them know whoyour name is, and a little bit
about your background.
Absolutely.
I'm Sawan Belcher.
This is me taking action onInstagram and YouTube.
I'm originally from NorthCarolina.
I'm in North Carolina now andI'm a real estate investor.
So I mean, I'm a country boy,you know.
Speaker 1 (01:22):
I like to shoot deer in my backyard, and you know I
like to grow food in thebackyard.
Speaker 2 (01:24):
You be shooting deer for real.
Yeah, no joke, I got the feederin the back.
Speaker 1 (01:26):
You got a feeder to feed the deer to you.
Speaker 2 (01:28):
I got the feeder with the automatic timer At 7 am
corn goes out, at 7 pm corn goesout.
I got the trail camera too, solike right now I can see if they
in the back.
But that just helps to makesure that you know, because,
like to feed our family, wedon't need to shoot every deer,
you know.
So you want to shoot thebiggest deer so that we don't
take out the full population,but anyway, that's all we have
(01:51):
to get into, yeah.
But, like you know, but I saythat always like telling people
that kind of stuff because I'mlike a normal guy, like you know
, I'm not like the guy that's onInstagram or YouTube 's.
Just like I got a four-year-oldthis, I got a poor stat, and
I'm just like you know, I'm justa normal guy and I like that
because it's relatable, like ifI can do it, you can do it, you
(02:19):
know.
Speaker 1 (02:19):
So I started off in car sales.
Speaker 2 (02:20):
That's really how I broke my way into real estate
investing, gotcha.
Speaker 1 (02:22):
So all right.
First of all, we can't escapethe fact that you be shooing
deer.
And then talking about feedingyour family with the largest one
, absolutely With the buck, withthe buck.
What I think is interesting isthat you're talking about being
a real estate investor yeah, andthere's a lot of real estate
investors it is, and a lot ofreal estate investors it is, and
(02:46):
a lot of different ways thatyou can invest in real estate
Facts.
But a lot of real estateinvestors don't market.
Yeah, they don't drive leads,they don't generate leads, they
don't give a lot of value out,they just look kind of for deals
, more so referrals, more soword of mouth.
Speaker 2 (02:56):
Yeah, I agree.
Speaker 1 (02:57):
So how did you transition from car sales to get
into real estate investing, carsales to get into real estate
investing and then what?
Speaker 2 (03:03):
light bulb went off and you're like yo.
Speaker 1 (03:04):
I got to do some marketing.
Speaker 2 (03:05):
That's good.
Well, I was brought into thecar dealership under the best
leadership.
Speaker 1 (03:10):
You know what I'm saying, because you know people
is everything.
Speaker 2 (03:13):
And the general manager at the time shout out to
Scott Bisbee he's like theultimate sales guy, you know,
the ultimate leader.
You know what I mean.
And one of the best things thatI learned from him was
marketing, because when he woulddo a marketing campaign, he
would share and teach000 piecesof mail, you know, and I'm
(03:33):
dropping this one and I'mdropping that one.
100,000 of this and 100,000 ofthat, you know.
And he would train us based offof that particular campaign.
(03:54):
And so you know, if you'repaying attention at a high level
, you're not just going throughit learning, you know just,
you're not just going through itselling, you're looking at it
from a high level.
Oh's an ab test, you know,hundred thousand of this,
hundred thousand of that, he'strying to figure out which one
is working best.
Yeah, and then the followingmonth when he says yo, bro, we
did great last year, you knowgreat last month.
(04:15):
Oh, we're doing, we're doinghalf a million, you know, and
we're only going to use this one.
You know a person is looking atit from the high level.
Would be like oh, wow, wekilled it last month with this
particular marketing campaignthat had him, his wife and his
kids on it.
Clearly that's a bettermarketing piece than something
else, and so the way he set upthe whole sales system at the
(04:36):
dealership is the way I run mybusiness, gotcha, you know so.
You know we do physical signs.
You know which is what flyersare or mail pieces are.
We do online advertising and werun all of our traffic.
You know we run all of ourtraffic to our website and
through our virtual assistants.
Speaker 1 (04:53):
Yeah.
Speaker 2 (04:54):
And everything goes into a CRM?
Yeah, Just like the dealership.
And you know the leads go toour sales team.
You know, just like thedealership.
So I really you know thedealership was like a big,
intricate piece of the way I runmy business honestly.
(05:14):
So are there any parallelsbetween selling automobiles to
selling, yeah, To buying realestate?
Yeah, Well, business is all thesame.
You know you need attention, sothey get you leads and then you
have to do the money drivenactivities.
Yeah, and that's offers yeah,same thing in car sales.
So you know you get the leadsbut you got to make them offers.
You got to put together, got toget.
Well, at the car dealershipthey called it get commitments
and in real estate people callit offers.
(05:35):
Yeah, but I like to getcommitments from people.
If you want to sell a propertyto me, what would you want to
sell it to me for?
Great, if I was able to buy forthat amount, you know, would
you sell it to me today?
Speaker 1 (05:44):
So break down the commitment and then the offers
because you like you say youlike to do commitments versus
yeah Calling it.
Speaker 2 (05:49):
Well, in real estate it's like a really touchy
subject because people get likeemotionally involved with it.
You know their mom might havepassed it down to them, you know
, or they got their credit right, they finally saved up that
down payment for five years.
People get emotionally tied toit.
So when you call peoplerandomly, you know, or you get a
lead in, you know you don'twant to just go straight for the
kill and say, hey, I can pay,you know, $200,000 for your
(06:11):
house.
That offends people, you know.
So typically you want to gothrough like building a
relationship with them rapportfiguring out more about the
house, asking of the condition,figuring out why they're even
selling in the first place, youknow, so you can find out what's
important to them, what they'retrying to accomplish, and then
getting a commitment.
If you get that commitment,that's like them telling you how
to sell them.
(06:32):
So the commitment is basicallythat homeowner saying I
definitely want to sell theproperty, yeah, I want to sell
the property, I will sell theproperty and this is how much
I'll sell the property for, andthis is when I would like to do
it.
Gotcha, that's a commitment.
Yeah, and then, versus you justtelling them all of that, they
told you yeah, so now you wantto tell you a stronger, exactly.
(06:52):
And so it's like okay, well,great, if I can do that, you
know, would you do it?
And that goes for any, you know, that goes for any like
business.
Speaker 1 (06:59):
Yeah.
Speaker 2 (06:59):
You know it works a lot better if you can just get
them to tell you what theirproblem is and what they believe
the solution is, and then youcome along and bring your
solution to solve their problem.
Speaker 1 (07:08):
All right.
So, like on a podcast, what Ilike to do is like I like to
give like real examples, yeah,so why don't we give a real
example?
Absolutely.
Speaker 2 (07:15):
I'll be a buyer Absolutely.
I mean I'll be a seller ratherAbsolutely.
Then get a commitment from me.
Speaker 1 (07:22):
Yeah, I like it, let's do it.
Yeah, let's do it Boom yeah.
Speaker 2 (07:25):
so Is this a door knock or is this mail?
No, this is mail, so you callme, I bet.
Speaker 1 (07:33):
Yeah, okay, this is good.
Speaker 2 (07:34):
You know what I'm saying Okay good, oh, family
looks good on here.
Six kids, that's crazy.
You know what?
Speaker 1 (07:43):
This guy's about to to, to, to, to, to.
Hey, what's going on Is this?
Is this C1?
How do you say it?
Yeah, this is the one we'reabout to try at home, okay, so
one.
Speaker 2 (07:51):
Okay cool, yeah, how you doing today.
I'm doing good, man Doing good.
I got your mailer.
One of my sons brought it over,yeah, and you know it was
underneath underneath thismorning's breakfast.
Nice, you know what I'm saying.
You got a nice family.
Speaker 1 (08:03):
No, I figured I'd give you a call.
Speaker 2 (08:05):
Thank you.
Big family vibes.
Big family vibes, that's forsure what made you call in you
know what?
To be honest, my family'sfairly big as well.
Yeah, we don't got six, but wegot four Nice.
Speaker 1 (08:17):
Boys or girls, we got like six.
Speaker 2 (08:19):
Nice, that's what's up I love it, I love it.
So are you thinking that youmight got a property you want to
sell, or you know somebody thatwant to sell to me?
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(08:49):
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Speaker 2 (08:51):
Let's go.
So the old lady, she actuallyjust got a house that was passed
down to her.
Yeah, she had a definite family, absolutely.
We've been kind of debatingback and forth if we want to
keep it.
Okay.
There's a tenant in it rightnow.
Absolutely, it's on a part oftown that we don't really go to.
Okay, so we would, you know, wemaybe have to hire somebody to
(09:11):
kind of, you know, be a managerof the property.
Speaker 1 (09:14):
Yeah, If we decided to keep it.
Speaker 2 (09:21):
She'd been kind of bugging.
All sorry for your loss.
Speaker 1 (09:23):
Yeah, well, I mean, it was really her loss?
Speaker 2 (09:25):
Yeah, absolutely.
Speaker 1 (09:26):
I didn't like her uncle or anything, I love it.
Speaker 2 (09:29):
You the man, I love it.
So I mean, but it sounds likeyou guys, you know.
Sounds like you guys want tokeep it because you brought up
you know management and stuffLike why not just keep it
Absolutely?
Who don't like money?
Speaker 1 (09:40):
No, that's why I do it.
Speaker 2 (09:43):
Yeah, 100%.
Speaker 1 (09:45):
But you know, sometimes when the old lady
mentions something, you got tokind of like, take what she
mentioned in consideration.
Speaker 2 (09:50):
Even though she's cool with the other thing too,
absolutely she really want to goto Tanzania.
So it's kind of like so youguys are going to Tanzania right
after this.
I mean I don't know if it'sgoing to be right after, but
it's probably going to be.
I mean, you know maybe the nextyear or two.
Speaker 1 (10:05):
Absolutely.
Speaker 2 (10:06):
Absolutely.
Speaker 1 (10:07):
Well, how much does it cost to go to Tanzania?
I ain't never been there.
We looked it up To takeeveryone with us.
We're going to spend probablybetween like eight and ten, okay
, yeah.
So you know, we mob out.
Speaker 2 (10:25):
So, it's a Nice Well, I mean you'll get that from the
house, though, right, yeah,okay, I mean I kind of just
looked on Zillow, you know, didhis estimate, yeah, and we saw
it looked like I think it'sabout like $180, $185.
Speaker 1 (10:35):
Nice Made from Zillow Nice, you know what I mean.
Speaker 2 (10:37):
Nice, have you had anybody give you that yet, or no
?
No, I told you, man, I gave youa call because you got the nice
family.
Oh, I love it.
Man.
Well, tell me a little bit more, Sell me, Sell you on what?
Like you know you're calling meto buy your house.
You know, like I need to bepersuaded.
You know I do have some money.
(10:58):
You know we just sold one onthe market so I got a little
cash.
Well, I'm going to tell you,man, I seem like a straight one.
Speaker 1 (11:02):
Yeah.
Speaker 2 (11:03):
You know, I mean, I definitely want a little bit
more than the Zillow.
Speaker 1 (11:06):
Yeah.
Speaker 2 (11:06):
I mean Zillow talking about 180, 185.
I mean, you know 195, you know,sounds like it's something I'll
probably let go.
Well, tell me about thecondition of it, though.
Like price is cool, you know, Ihave money.
We got that.
Yeah, well you know, went bythere.
Speaker 1 (11:30):
It definitely needs some landscaping.
Yeah, you know, I would say theoutside is probably like a
seven.
Yeah, I haven't had anopportunity to get up on the
roof, so I can't really say whatthat's looking like.
Oh, it don't look good thoughInside renovations.
You know this family been inthere for I think about a decade
.
Speaker 2 (11:44):
Oh, okay, so it's not the newest, that's like a four.
Yeah, it's not like the newest.
Okay, that's like a four, okay.
But it got a lot of land to it.
Okay, it got like 1.4 acres.
Okay, so the house got a sevenMm-hmm, the inside got a four.
What about?
The tenant is a family, youknow, basically a family friend.
Speaker 1 (12:04):
Now she's been there for 10 years.
Speaker 2 (12:06):
Okay, you know she got a cat.
Okay, she does have a cat.
She's married.
Okay, you know she got adaughter, that's, you know, in
her mid-20s.
Speaker 1 (12:18):
Okay, you're not telling me nothing.
Nice, it's a small family.
Speaker 2 (12:21):
Okay, okay, it's a small family.
Speaker 1 (12:25):
So is she nice.
It's a small family, okay, okay, it's a small family, so she a
two.
They're respectable.
No, no, okay, good, like thecat.
The cat in there, but it ain'ttearing things up, it's the
older cat I love it.
I love it, you know what I'msaying so yeah and they pay on
time, but you know they'repaying what they've been paying
yeah, you know our relative wasnice to him.
Speaker 2 (12:40):
They want to say, yeah, I think so okay, well,
that's cool, we.
So, just so you know a littlebit about us, you know we don't
mind, you know, buying as is.
So like, if there's somethingwrong, you know we're not gonna.
You know, uh, you know ourmoney partners is not gonna like
get on us about if there'ssomething wrong.
If it, if it's a seven, youknow it doesn't have to be a ten
, you know.
And then with tenants, honestly, that's my whole like strategy.
(13:01):
I like to buy property, youknow.
I like to, you know, make themnicer, you know, and then I like
to rent them out so that thisone is already rented.
That makes it good, you know.
Now, but not a lot of buyersare like me.
A lot of people are not payingwith cash and and don't have the
same abilities I have, so thatsounds good.
Speaker 1 (13:16):
Yeah, yeah, that sounds, you know uh, you know,
did you?
Speaker 2 (13:19):
did you know if you have tennis in the property
you're less likely to havebuyers to pay retail?
That makes sense, Okay, but Imean I'm down, I can let you
know as close as I can get youknow.
What'd you say?
180?
Speaker 1 (13:32):
You know the Zillow the Zillow's saying 180, 185,
but I know the old lady want toget about 195.
Speaker 2 (13:40):
Okay, that's what's up.
And just so I can understand,you're saying like $195,000,
that's going to go to y'all, oris there like a mortgage to be
paid off too or something else?
The $195,000 is going to us,man.
Speaker 1 (13:53):
We're trying to go to Tanzania, nice Ain't no
mortgage, ain't no taxes on thisthing.
That's overdue.
Speaker 2 (13:59):
Well, that's what's up Now.
Then you guys.
Now the process, you know, forus typically takes about like 30
days to close out.
Is that too fast, or?
Speaker 1 (14:07):
is that good?
That's all about right.
I mean, you know we can closeout.
Some of the starring kids aboutto get out.
Speaker 2 (14:13):
That's what's up.
So I mean, I don't know if Ican do 195 yet, but what I'm
going to do is I'm going to lookand see what the comps are and
see how close I can get you.
Go, do your homework, you golook, you do what you got to do.
Absolutely.
Come on back with the 195.
But if I do that, then we canmove forward right If you come
back with the 195?
(14:33):
Yeah, yeah, okay.
But if let's say, I look at thecomps and I drive by and I
can't do 195, would it be awaste of my time to give you
that number is Either way it'llbe cash.
You know what the sweet spot is.
Speaker 1 (14:44):
You know what the sweet spot is.
Speaker 2 (14:47):
I like it, man, I like it.
Just bring me back to somethingrespectable but close to the
195.
Do your homework.
Will a non-refundable depositof $5,000 or $10,000 help you
make a decision to determine ifI'm serious or not?
Definitely, we like commitments.
Okay, absolutely, we likecommitments.
Okay, absolutely, we likecommitments.
Well, look bro, well look.
I'll send you my website andsome testimonials from people I
purchased from.
You can look me up on thecounty website, just so you can
(15:09):
know I'm legit, and I'll callyou back in about 30 minutes to
an hour and bring that 195 back,absolutely.
Speaker 1 (15:17):
Yeah, so that's pretty good.
Yeah, so kind of break downthat process because I was
selling the property.
You bought a propertyabsolutely.
So traditionally, yeah, ifsomebody was buying a property,
yeah, they gotta go secure abunch of things.
Speaker 2 (15:29):
Exactly you gotta make sure you got taxes straight
income.
Exactly you know I'm sayingcredit gotta be decent.
Exactly you know I'm sayingthere's a lot, get a
pre-approval, see how much houseyou can buy right, and then
most buyers are not thinkingabout.
Speaker 1 (15:42):
You know a process outside of that exactly process
most people aren't going directto seller anyway.
That's why it's already a win.
Speaker 2 (15:51):
The traditional way, like you said people are they
got to qualify for a loan,credit, taxes, insurance, income
.
They got to qualify, but whenyou qualify, the bank can tell
you no.
They can tell you yes right now.
They can say, yes, you qualify,but then you go put your offer
(16:12):
in and then they can tell you no, maybe the house is not up to
the bank standards.
So instead of them giving youthe 200 that they promised you,
based off of that particularhouse, because of the things
that it needs, they only want tolend you 170.
Gotcha, so you got off of thatparticular house because of the
things that it needs?
Yeah, they only want to lendyou 170.
You know, gotcha, so you gotbridge that.
Yeah, or maybe, or maybe theseller sees one ninety seven,
one ninety five, you know theythink they can get one ninety
(16:34):
five, but then the appraisalcomes in low because of a sale
that happened two weeks ago.
Yeah, you know, there's all ofthese stipulations.
But when you come in as aninvestor, what we do that you
know that agents, in my opinion,can't do is we give an exact
price and we give an exact timeframe to close.
So that's our, you know, that'sour pitch, those are the
advantages.
Exactly the price that I say iswhat you're going to get.
(16:56):
Yeah, when I tell you we'regoing to close, we're going to
close, but an agent that'slisting your property for you,
they just say, well, averagedays on market is 90 days.
I don't know.
I don't know.
I think I can get this, I thinkwe're going to get this buyer.
Speaker 1 (17:15):
But some sellers need certainty.
Yeah, makes sense, makes sense.
I like that, bro.
I like that a lot, and thereason why I like it is because
it's realistic for someone tohave more options, absolutely,
and for a couple of differentperspectives.
One if you want to buy.
Speaker 2 (17:31):
It puts you in the driver's seat you have more
options to buy Facts and thebuying process isn't.
Speaker 1 (17:36):
Subject to credit or the price of the house.
Speaker 2 (17:41):
Absolutely, because there's ways that you can get
access to the funding.
Absolutely To put a dealtogether, the price of the house
, absolutely.
Speaker 1 (17:47):
Because there's ways that you can get access to the
funding Absolutely To put a dealtogether From the realtor side.
Speaker 2 (17:54):
I feel like if a realtor actually added this
skill set to their toolkit,they'd be way more dynamic.
Speaker 1 (17:57):
Absolutely.
You know what I'm saying,because most realtors don't do
any really good marketing.
They wait for leads and justcome to them.
Absolutely.
Speaker 2 (18:03):
Or let their brokers do it 100%.
Speaker 1 (18:05):
Yeah, and then if the buyer that they're representing
or the seller that they'rerepresenting doesn't fit a
certain criteria they won't evenwork with the buyer, absolutely
they don't even understand.
Speaker 2 (18:15):
Yeah, Actually, this last year a bunch of agencies
have been paying me to come andtrain there.
Yeah, you know I can see thatWith the interest rates being
higher, it's just.
It's a different market rightnow 100%.
And so a lot of my deals youknow I'm not well.
None of my deals I bring cashto, you know, but a lot of them
I have the seller take theirprofits over time.
Speaker 1 (18:38):
Yeah, smart.
Speaker 2 (18:38):
So you know just agents.
Most of the time they just shyaway from that kind of stuff
because they're just used to thetraditional stuff.
Yeah, it's like a foreignlanguage to them.
Speaker 1 (18:47):
Exactly.
You know what I'm saying.
Most of them don't want to takethe time to learn.
Speaker 2 (18:50):
Oh yeah, and that's an issue, but it's also an
opportunity.
It really is, especially for,you know, the expired listings
is about to expire, you know.
Present your seller with thebest offer you know, and as a
real estate investor, you knowif we're able to get around the
agents so we can get directly tothe sellers and present it.
You know, even before theagents get it.
(19:10):
You know, you're just able topick some properties up you know
quickly, you know quickly.
I like that, bro.
I like that a lot.
Cause again, like you said, itjust solves a lot of different
problems, right?
So being able to do Well, letme ask you because realistic is
(19:31):
different, Right I?
Was about to say yeah that's alimiting belief.
Right.
So what have you done on amonth using this skill?
Income-wise, I mean, everymonth is great.
But let me give you a coupleexamples and I'll go back so
that way people don't think like, oh, he's an expert, of course
(19:52):
he can do that.
So I'm still working at the cardealership, yeah, okay.
So this is just a side hustlefor me.
Okay, I walk through aneighborhood, I door knock, talk
to the lady for 45 minutes, weget a deal on the contract the
neighbor's house sold for $180,$195.
And then we end up getting thisone for 119.
(20:18):
Okay, the way I got the moneyfor it is I was able to qualify
for an FHA loan that, once theappraisal came through, it was
easy peasy, lemon squeezy.
Okay, outside of qualifying fora loan, one of my very first
deals I took over the mortgageon it was a lady at church and
my whole campaign was just talkto people that I already knew
and I used to tell people at thecar dealership whenever you
(20:40):
start sales, don't try to talkto new people.
When you just start a newbusiness or new sales, you just
take out your phone.
Yeah, call people you know andcall people that you know and
tell them what you're doing now.
And so I talked to Miss Rachel.
She had told me hey, I had thishouse for eight years.
I've lost money on every singlemonth.
I've been trying to figure outsomething to do with it.
If you can figure out somethingto make me some money so I can
(21:02):
come into green with it, let meknow.
And so that lady, I paid her$750 and took over her mortgage.
So she deeded the property overto me no-transcript.
(21:41):
And yeah, I mean last month wedid like 254 in a couple of
weeks, so you did 254 in acouple of weeks with still some
time left in the month.
Speaker 1 (21:51):
Right, how many deals is that?
That was 14.
Speaker 2 (21:52):
A couple of weeks, yeah, with still some time left
in the month, right, how manydeals is that?
That was 14.
So 14 deals, yeah.
So is that just you or do youhave a team?
Well, you always have a team,okay.
Ever since I worked at the cardealership, I had a team, gotcha
, you know the Bible talks abouttwo or more coming together, so
I don't think that was justtalking about church it was
(22:14):
talking about life.
So when I was at the cardealership, one thing I knew
that was important was themarketing, but I didn't know a
lot about it other than what Ihad learned at the car
dealership.
So the first person I hired wasa marketer, and what Scott told
(22:49):
me the general manager, he saidthat he always said this.
He said, if you need to hiresomebody, look, bro, you're
awesome at marketing and sinceyou're so good, I know we're
gonna be able to get a deal andwhat I'll do is I'll give you 20
of the profit that I make onevery, you know, on every deal
that I close that you bring me.
Yeah, you know.
And so that's what we did.
And he literally bought medeals for three years, you know.
Uh, he got a little greedyafter that, bro he bring you
(23:10):
deals like low.
Yeah, yeah, bro, I'm gonna needa little bit more than this 26.
Speaker 1 (23:14):
You know what?
Speaker 2 (23:15):
I'm saying I want to, he would start.
We were doing so many deals atthat point because after the
first year, you know, the firstyear I think I ended up picking
up like 10.
Second year, you know, that'swhen I two years in a row and so
at that point, when we pickedup a hundred, I'm like I got to
get this guy on salary, yeah.
Speaker 1 (23:34):
In fact lock him in Exactly Before the number keep
going Exactly.
Speaker 2 (23:38):
And he didn't.
He didn't like the, he didn'tlike the salary idea.
Yeah, but in my opinion, youalways need to leverage people
in software.
Yeah, and no matter when youstart, you know you can hire you
know someone to do somethingfor you.
For instance, I got aninternship program, yeah, you
know.
And for business, an internshipprogram is an internship
(24:00):
program because you said it is.
Yeah, you know what I'm saying.
And so I go to the localcolleges UNCG, a&t talk to
advisors, let them know about mybusiness, let them know how I
can help their students, becausein order to get get your degree
(24:20):
, you got to have an internship.
It's a part of the curriculum.
And so I invite guys, you know,to the office.
Speaker 1 (24:21):
You know, I teach them how to pull records at the,
at the courthouse, and thoserecords I use, you know to
market makes sense, so they getto get real life examples
exactly real life data, exactlyand and the stuff that they're
doing is going towards something, so it's more tangible for them
.
Speaker 2 (24:31):
It is and and for me, of course, I'm getting the data
that I need so I can market tothose people 100%, yeah, 100%.
So you know you can do justabout.
You know, honestly, as far aslike money-wise go, or whatever
your thermostat is set on, youcan do it.
Speaker 1 (24:46):
Yeah.
Speaker 2 (24:56):
You know you can do.
If you say, hey, I want to makea hundred thousand bucks in a
month, then that's what you cando.
Yeah, because it's really.
I mean, it's like one of themost expensive things that
everybody has to pay for.
Speaker 1 (25:02):
So, yeah, what's up y'all?
I'm standing in the middle ofthe street and I'm willing to
risk it all because I want youto grow, whether through paid or
organic measures.
Over the next five days, theaudience growth challenge we're
going to be teaching you podcastgifting strategy, video
marketing strategy, social media, predictable viral creation
strategies, the power of radioand digital pr and these
strategies are what you need togrow your business over the next
(25:22):
four, six, nine, even 12 monthsto skyrocket your success.
So if you want to join thechallenge, all you got to do is
click the link below and jointhe audience growth challenge
and join us as a vip.
Let's get it All right man.
Speaker 2 (25:33):
So a couple of things I want to ask.
Absolutely Right.
So earlier, before we evenstarted the pod, we was on the
balcony.
Yeah, we was looking at theocean, absolutely, and checking
out the moon.
The moon was crazy.
The moon was awesome bro, Ilove it.
Speaker 1 (25:46):
The moon was crazy right.
Speaker 2 (25:56):
I love it too.
Uh, before we even kind ofstarted talking about that
perspective, that, we shared atthat time you were.
Speaker 1 (26:01):
You mentioned something about mindset, yeah,
so what I want to ask you iswhat did you mean when you
mentioned that?
Speaker 2 (26:05):
and then what helped your mindset expand?
Absolutely well, like you knowthe things that we say really
control us.
And like, know the things thatwe?
You just got to watch what yousay.
And I had to do this, like whenI even when I got, even when I
was at the car dealership and Iwas trying to expand my car
sales, you know, I had to watchwhat I was saying to myself.
(26:26):
You know, because the smalllittle things that you say to
yourself will limit you, youknow.
For example, if you just say,like you know, you look at a car
and you say, oh well, I don'twant that car.
You ain't even drive it yet,you haven't seen it in person,
you haven't sat in it yet, howdo you know you don't want it?
Yeah, you know what I'm saying,you know.
Or if you look at a girl andyou say, well, you know, you
(26:49):
know she's too good for me, orsomething like that, or because
she lives in this area, she'sgoing to be too expensive, you
didn't even talk to her yet.
And so changing your mindset isreally number one.
Knowing what the fuck you want,yeah, and really for men, you
know, to figure out what theywant.
They got to try different stuff.
Agreed, you know, and that andnumber one.
(27:15):
So that's, that's number one,because that opens your mindset
up right there.
Just me coming to Miami andseeing the beach, the water, the
trees, you know, it's just, itinstantly opened me up.
You know, I'm instantly open.
But you have to change yourmindset so that way you can see
the path, because the path isnot always clear, but there is a
path, but but yeah, you got to,you got to have, you got gotta
have a big mindset and you justcan't let your mouth limit you
(27:36):
where did you uh acquire?
your uh thinking from, becauseyou know with um social media
parenting coaching school umfriends, you know, uh, whatever,
whatever was around you don'tthat abundance isn't really like
in that mix For sure.
(27:57):
So it had to have been likeindividual books, some type of
mentorship maybe a parent Likewas there a moment that you can
pinpoint?
that you was like oh man, thisis, I can't unsee this, can't
unhear this.
Yeah, I mean, bro, it goes backto the car dealership for me
every time Because, you know,scott, he was bringing up.
(28:17):
If he was reading a book, hewas bringing it up in their
sales meeting, gotcha, and oneof the first books I remember
Scott was one of those ones,yeah, scott was one of those
ones, and I, to this day, tothis day, I say yo, bro, I'm
grateful for you.
You know what I'm saying.
But one of those books that hebrought up was the Compound
Effect and the Compound Effectis an amazing book, but I got a
(28:42):
lot of this stuff from thedealership and all of that
energy that I had in college.
I was angry.
I didn't realize I was angry,but at the car dealership they
say yo, bro, so on.
You need to control this shit.
You know what I mean.
You don't need to be upset, youdon't need to yell.
What you need to do is take allthat energy that you have and
control it, and controlling itis learning the way you speak.
(29:04):
And one thing that he would sayall the time is I only curse for
effect.
So if you hear me curse, it'sonly to make a boom instead of a
pop.
Yeah exactly, be cursed is onlyto make a boom.
It's drama pop.
Yeah, exactly, that's drama,that's drama and uh, but that's
that's control, that'scontrolling, you know and um,
but yeah, no, I learned a lot ofthis stuff from the car
dealership and breaking it downfrom the different leaders at
(29:24):
the car.
So I mean, would you, would?
You say, yeah, that being atthe car dealership or I don't
want because car dealershipisn't realistic for everyone.
Everyone's not.
Like I said, it was thatleadership.
What do you think?
Speaker 1 (29:41):
if you think, oh, okay, would you agree that
everyone should have some typeof sales?
Speaker 2 (29:46):
training?
Oh, absolutely okay.
I think everybody should learnwhat they need to learn where
they're at.
You know, I think everybody,everybody gets on my nerves with
this.
They're like you know I thinkeverybody, everybody gets on my
nerves with this.
They're like oh, I hate my job.
It's like, bro, well, have youlearned anything yet?
You know, because your job,realistically, they're probably
a multi, multi-million dollarcompany and you got some shit to
(30:06):
learn.
And so, you know, did you learnanything yet?
Have you learned anything abouttheir software?
Are you?
Have you figured out their leadsystem?
I mean something you have tolearn something there.
Speaker 1 (30:16):
There's something there, yeah.
Speaker 2 (30:17):
And then when you learn what you've learned, just
like you said today, you knowyou got it.
Now it's time to go.
Yeah, you know, everybody hasto do that and it's don't don't
leave someplace too early.
You know, before you got it alland, like I said, while I was
there I just got it.
All the relationships that Igot, even through the customers
(30:37):
Sometimes I wasn't gettinganything, especially at the end
of it, but through the customersthat I got.
One strategy that I pulled outis all the cars that I sold, and
I sold like 200 cars a year.
When I was there, I was able togo into the CRM, look up all
the customers that I sold andexport that data.
So when I went full time, I wasable to call all of those
(31:00):
people that I sold before andlet them know what I was doing.
Now, you know, and what thattaught me was I need to freaking
have a CRM.
You know what I'm saying.
Like there's no.
There's no way I can run a realestate business without keeping
up with my leads for the peoplethat I need to follow up with,
for the people that I have soldor for the people that I want to
(31:20):
sell in the future, you know?
No, that's a good point, man,that's a good point.
Speaker 1 (31:25):
You're really talking about stuff that people don't
want to do.
You know what I'm saying?
Like they don't want to sell.
People are afraid to sell.
Speaker 2 (31:31):
They don't want to call people, they don't want to
communicate.
Well, that's a fact, but that'slike that's all where the
money's at that is you?
know what I'm saying, so I likethat a lot.
So, being a father now, yeah, ofsix, absolutely.
And a husband of how long?
Nine years, nine years, whatare like three things you can
share with us that you'velearned as a parent and then
(31:51):
give us?
Give us another three that youlearned as a parent and then
give us another three that youlearned as a husband, as a
parent, organized chaos isamazing.
Don't see your life as likeit's stuff here, it's stuff
there, it's organized chaos.
I know exactly what I want forall of my kids.
I understand because I've spenttime.
(32:12):
I understand what they do andwhat they don't like.
You know what I'm saying.
And then I do my best to uh,encourage them in the things
that they like you know, whileexposing them to new things.
Yeah, yeah, that's organizedchaos.
Yeah, you know what I mean.
Um, you're not gonna have itall your way for the kids.
They're not gonna have it alltheir way.
But you can, you know.
But you can draw like a dottedline, you know, because they are
(32:34):
going to go off the path.
But you can draw a dotted linethat you can keep them on.
And then also, you know bigfamily vibes, bro, you know one
thing that they told us at thedealership was when you create
all of these bills, it makes aman out of you.
Yeah, you know, it inspires you.
So the kids have made mystandards higher.
(32:56):
You know my gas tank on E isjust different than everybody
else's E you know yeah, so it's,so it's okay, don't you know?
instantly, when people look atmy kids, they like, oh my God, I
don't know how you do it.
I know you got a weak mindset.
Speaker 1 (33:08):
What do you mean?
What do you mean?
And they're just projectingtheir current reality onto you.
Speaker 2 (33:14):
Exactly, exactly.
And then, lastly, with the kids, like you know, allow them to
be a part of your business.
You know, just like I said,I'll put them on the direct mail
signs.
You know I tell them about mybusiness because it honestly,
like inspires them.
You know, like my oldestfreaking, she's like hey, dad,
(33:34):
you know you think I can makesome extra money if I clean one
of your Airbnbs.
Oh, yeah, let's go.
I got a checkout tomorrow atthree o'clock.
You know, like, so you betterbe ready when I come home.
It's three o'clock.
We got to get it because we gotanother check in.
You know, she's like I, dad,I'm going to be ready at 3
o'clock.
So you've involved the family,made a family business,
(33:57):
absolutely.
It took my wife a while to wantto get in.
She was just so upset at me.
My wife has been a stay-at-homemom for a long time so she was
really upset with me when I leftthe dealership.
But, like I told you, she sendsgratitude messages all the time
.
Now, you know, after, shereally understood, like you know
, I love that, I need, I need, Ineed those.
Yeah, I need those facts.
Yeah.
And then, as far as like lessonsthat I learned from just you
(34:19):
know, being, you know, in realestate is, uh, well, marriage
though, well, excuse me,marriage, um, oh, wow, lessons
that I've learned from marriageis that one wife is better than
five baby mamas.
I mean, I can see that that'sone thing I always preach, you
know, uh, you know, like, if youwas a man to have the baby,
(34:42):
like bro, just that's your wife,bro, you know that's your wife
and I don't care, I don't, Idon't care how you look at it.
You know your parents didn'tchoose you.
You didn't choose your parent.
You was able to deal with them.
You can definitely have alittle self-control and deal
with her, you know, and becausemy wife, you know she gave me
hell, but you know she looked upto it like, you know, she
really looked up to me, her I'vealways been a worker like this,
(35:02):
yeah, and so you know thatattracted her to me and she was
fucking pretty, had a nice ass,you know she'd take care of
herself and she liked to cleanup.
That attracted me, yeah, and sosounds like we're attracted
like I need one of those yeah,we're attracted.
Speaker 1 (35:15):
We're attracted.
Where's the pretty nice asslike to clean up?
Listen, there's a link belowapplication.
Let's get to it.
Let's do it, you know what I'msaying.
Speaker 2 (35:24):
He needs it, you know .
Um, second thing I learned frommarriage is that, bro, like you
know, you can have it all.
You don't have to have this orthat.
Yeah, I like that, bro, you,you don't have that a lot, yeah,
it doesn't have you saying that, yeah, it doesn't have to be
either.
Or like you can really, you canreally have it all, you know.
And because and I say thatbecause she wants one thing and
(35:45):
then I want another, see a lotof guys who are not ready to be
a husband.
They'll say, well, she justwants something different and
we're just growing apart.
Speaker 1 (35:59):
Nah, nigga, y'all, just want one plus one.
Now y'all got two.
Speaker 2 (36:00):
That's called a hundredfold, and so you got to
be okay with wanting more,because when I want to go
shopping, she wants to goshopping.
That's not a bad thing we goshopping together.
Now, of course, you need tohave more money.
That should inspire, not putyou down.
Yeah, facts, you know.
Yeah, um, I thought about that.
I thought about that when Imoved out here.
(36:21):
Yeah, because, um, not only didmy rent double, yeah out here,
but I still have la rent,absolutely you know what I'm
saying.
Speaker 1 (36:26):
So it's like I'm paying three la rents yeah, like
you know but I ain't, I ain'ttrip, I ain't bitch, I ain't
like oh man like I gottadownsize.
Speaker 2 (36:35):
It's like nah, I'm gonna just make more money
exactly you know, I'm saying it,just you know be more
vertically integrated, hire morestaff.
Speaker 1 (36:41):
Like you know, go crazy with the marketing,
exactly no just just do morethat's because it's abundance
out here.
Yeah, that's what I'm saying.
Speaker 2 (36:47):
That's what I require you to do more do more to
receive more, bro, that's whatmen do, like you know, I hate
these guys that get in, theyjust coddle.
You know they just coddle andthey curl up.
I hate that.
Like in the Bible, men werewarriors.
You know, when there were signsof like, you know, struggle or
strain or threat, they got readyto sharpen the axes.
(37:08):
It's so interesting, right withthis, right here, right here.
Speaker 1 (37:10):
We're just saying it makes so much sense.
But think about this the newAxis, the new fight, the new war
, I'm ready.
Is content, absolutely.
Letting people know what you doAbsolutely.
You know what I'm sayingAbsolutely, like following up,
following through, absolutely.
So when someone's like yo, bro,before we might have had to
(37:34):
been in the gladiator, yeah,situation where bloodshed, but
you know you had to go get thefood and you might not come back
.
Speaker 2 (37:40):
Yeah, but also having a team, having some homies yeah
, having some homies is wayeasier to go to war when you got
homies, when you have a team.
That's a fact and you knowevery person on your team.
Don't look at it as likepayroll.
Look at it as like that personis gonna make me additional 50
000.
Yeah, that person is gonna makeme an additional 50 000.
That guy's a shark.
He's gonna make me additional150 000.
(38:00):
Yeah, 100, you know.
And so when you have, you know,when you have a strategy and
you got some homies- yeah ohit's game over, game over but it
can only be game over.
You have a mindset like thatabsolutely, you know so your
vision definitely has to bebigger than your homies.
Yeah, yeah, and your and yourvision has to continue to be
bigger than your home it has tobe like that, stay within it.
Speaker 1 (38:20):
Yeah, it has to be like that.
Yeah, um and again, like somepeople may be inspired, some
people may see okay, cool, now Iwant to go to my next.
Yep, but a lot of people, theyjust want a good, a good,
comfortable situation,absolutely.
Speaker 2 (38:33):
But a good living, absolutely.
You know what I'm saying, soyou can provide that.
Speaker 1 (38:36):
They're going to be with you.
Speaker 2 (38:37):
Absolutely, and that's exactly why you need to
get to the back and then alsolike what I really like is like
investing in them, which is alsolike investing in your business
.
Speaker 1 (38:48):
So let's say this new software, you get them
certified.
Speaker 2 (38:52):
Absolutely.
Speaker 1 (38:52):
So now they got a new skill set, they might make a
little bit more money, butthat's going to bring you back
more money.
Speaker 2 (38:57):
Exactly, you know what I'm saying, so you don't
have to go, you don't got to gooutside.
You can say, hey, listen.
Speaker 1 (39:17):
So next month what I want to do is I'm going to pay
for this certification.
I want you to do it.
X, so you can manage this newpart.
Speaker 2 (39:21):
We're going to bring somebody on.
Exactly, you know what I'msaying, so you can kind of lead
that.
Stop going to the conferencesby yourself.
Exactly, they're going to feelway more empowered as well.
Yeah, exactly.
No, I remember when I figuredthat out, it was actually the
one that I I don't know.
You know, christian Sharp got asales training going on.
If you guys hit these goals X, y, z by this time, I'm going to
take all expense pays.
All you got to pay for when youget there is your food.
(39:41):
You know, and they hit the goal.
I couldn't believe it.
So $30,000 out the window.
You know we was in LA, but no,you, the team means a lot, bro,
really, really, the team, yourteam, will take you far and and
I consistently invest in culture.
You know, cause, you need that.
You need that culture.
People want to see you live inthat life.
(40:03):
You know they want to beinspired.
That's what I love about thedealership.
They wanted everybody to drivea BMW.
You know they wanted everybodyto drive a BMW.
Cause that inspired the culture, not just you, but it inspired
the culture at the spot.
Yeah, invest in that culture.
Take everybody out on Fridaynights when they hit their goals
, you know, have the game nightat your house, you know, so they
can see how you live in.
(40:23):
You know, and want to getfurther and then spend, you know
, spend time individually, youknow, with the team members.
So I take Iz out to lunch, or Itake some of my contractors out
to lunch, or my contractorsjust be on the job, and it'll be
a Friday and I'll bring them alittle 12 pack.
That's what it takes, yo guys.
If you guys are gettingsomething out of this podcast
(40:44):
right here, then real estate isfor you.
It has absolutely changed mylife and if you want to learn
how you can implement this anddominate your market, so that
way you can buy real estate toreplace your nine to five income
, so that way you can not havethe clock in when you want, not
have to request off, andabsolutely buy back your time so
you can do the things that youwant with who you want when you
(41:05):
want to do it.
I'm going to leave a littlelink below so that way you can
actually join us every Sunday soyou can start learning these
things.
Actually join us every Sundayso you can start learning these
things, even if you're notnecessarily ready to buy right
now.
What you know will change, andthat will allow you to do
different things.
Speaker 1 (41:20):
So before we, before we get out of here I want to, I
want to ask you two things backon the real estate side, because
I want to really help somebody.
Speaker 2 (41:27):
Yeah.
Speaker 1 (41:27):
So if they made it this far in the video, they
already got some help.
But I want, I don't want, tomake it real.
So two scenarios Someone rightnow.
They got good credit.
Okay, they got a good job.
Speaker 2 (41:38):
Nice, right, they want something.
They don't know what they want.
Nice, they're watching the pod.
Speaker 1 (41:43):
They can probably partner with you on something.
Speaker 2 (41:45):
Yeah.
Speaker 1 (41:46):
How would you help somebody that's in a good
position?
Speaker 2 (41:49):
You know, maybe they got a decent risk tolerance but
they got good credit, they gotaccess to a little bit of money.
Nice job.
How can they Okay so?
for somebody yeah, for somebodythat has a good W-2 job and they
have decent credit, thenautomatically I'm telling that
person to get pre-qualified fora loan.
Okay, now, depending on whatthey want to do, that's going to
(42:09):
depend on when you getpre-qualified.
So let's say, if they want toget a personal house, then you
get pre-qualified first.
You know, if you want aninvestment property, forget
getting pre-qualified, Just goout and find your mortgage
broker that actually, you knowcan get you done.
You know.
So you're looking for amortgage broker that has access
to debt service coverage ratioloans.
(42:29):
You want to get connected to amortgage broker that knows how
to look at cash on cash returns.
You want to get a mortgagebroker that's working with at
least 10 investor-friendly banks, or maybe they even got private
money guys and they're lendingout their 401ks and that kind of
thing.
Or you want to go to a localbusiness bank.
You know, go to a localbusiness bank, a business bank
that has 20 branches or less.
(42:51):
You know what I mean.
Like 10 million in deposits orless.
And because and I say thatbecause if you go, when you go
to these local small banks, youknow, when you go to deposit
$10,000, they get opportunity tolend $100,000, you know.
So a bank of america, when youdeposit ten thousand, it doesn't
do anything for them there's,you have no pull at all, you
know.
But for my, you know, for mybanks, you know, like I just
(43:14):
told you, you know about thetractor, yeah, you know, they
see me bringing it, they see myrents come in, they see sixty
thousand dollars of rents comingin.
So if I tell them that I need aloan for seventy thousand
dollars to buy a tractor, theysay hey, all, hey, no problem,
siwan, you know, it's all good.
No, forget pulling credit.
Yeah, it's good, just send methe invoice, you know.
(43:35):
Or when it comes to buying thehouse, and I say, hey, I got a
new house on the contract, yeah,no problem.
Siwan.
It's good Because they needthose deposits coming in their
account so they can do morebusiness.
Exactly, and most people arenot bringing in $100,000.
So if you can get a couple ofrental properties, hey you're
(43:55):
great.
So that's where, me personally,I suggest that you get a loan
if you got great credit and,like I said, it just depends on
what kind of deal you want to do.
If you want to do an investmentdeal, awesome Debt service
coverage ratio loans are likeamazingly great.
Essentially, all the bank wantsto see is at least 30 percent
equity, and then they want tosee that the rents cover the
(44:16):
mortgage plus 25 percent to 125.
For $100,000, that house needsto be rented out for, let's say,
the mortgage is $750,000.
The house needs to rent out forat least $1,000.
I'm trying to keep the matheasy.
If you got a mortgage of$750,000 and the rent is $1,000,
(44:38):
they don't need to pull nocredit.
They'll refinance that.
They'll finance that propertyExtremely.
That easy, don't make itdifficult at all.
Second scenario yeah, badcredit.
Yep, can't get approved for aloan, yep, and what a felony,
not because guys get out of jail.
Speaker 1 (44:58):
They need OK cool.
Speaker 2 (44:59):
So felony, bad credit and no access to capital,
absolutely, how can they get aproperty?
So you're going to go.
You're going to go direct theseller, creative, ok, you're
going to go direct to sellercreative.
So, direct to seller, you'relooking for people who have a
financial issue, you know, orthe house has or has a physical
has a physical damage, and yourand your acquisition strategies
(45:20):
are going to be a if the houseis paid off, they're going to
take their profits and payments,or B if there's a mortgage on
it, then you're going to takeover their mortgage.
Okay, so let's say, I like, Ilike a person with pretty houses
.
You know what I mean.
You know, like my house that Ilive in.
You know it's a 6,000 squarefoot house.
We sit on 22 acres.
You know, it was paid off whenI bought it, you know, and since
(45:42):
it was paid off, I said, hey,great, look, you know how much
do you want?
He said, well, you know, I wantlike 1.4.
I got them down to 1.25.
So I said, great, I'll do 1.25.
And you know, and I'll give you, I'll give you $50,000 down.
We end up coming to anagreement at $90,000 down.
Ok, now this is a bigger deal,so just bear with me here.
(46:09):
But essentially, with the$90,000 down, he moves from the
ownership position to themortgage position, okay.
And I was like, okay, great,that's awesome.
Now I have monthly payments onthat particular property.
I haven't closed on it yet, butI got a deal is on a purchase
agreement.
I have control.
I got 60 days to close on it.
I got 60 days to come up withthe 90 grand.
So if I were to rent theproperty because I thought about
doing that first I startedmarketing it out to people as
(46:30):
rent to own.
You know.
So there's guys that havebusinesses and, for whatever
reason, on their taxes, theydidn't pay any taxes last year.
They're not going to be able toget a loan, but they got the
down payment money.
Yeah, you know what I'm saying.
Or for these guys you know thatgot money but don't have a job,
(46:51):
you know they want nice housestoo, and so I started marketing
the property on my websites andonline and I did end up getting
one of my investor friends.
He's like yo, bro, I'll buythis joint for you, I'll put
down $120,000 down.
And so you could.
If you were able to get aproperty on a contract like this
, where the seller agrees toterms, you could arbitrage the
sale.
A you could assign the contract,so just give up your rights to
(47:12):
the contract and sell to them.
Or B you can stay in control.
So me personally, I like tostay in control and sell it on a
lease option.
You know, take their downpayment as an option fee, they
rent the property and you givethem x amount of time to get
their loan, gotcha, you know.
So that way they're responsiblefor the maintenance.
You're just getting the cashflow and you still owning, you
(47:33):
have the, you still own theproperty, your name is on the
deed.
And then, of course, if theydon't fulfill in in 24 or 36
months, whatever you guys agreeto then amen, you just move them
out, traditional eviction anddo it again.
You know, um, but uh, butthere's, there's so many ways
it's going to get.
Yeah, I like that.
(47:54):
But honestly, that strategyright there, taking over
mortgages and having sellerstake profits over time, I mean
it's so powerful, it's crazy andunfortunately, people are just
doing it right in your backyardand you don't even know it.
Speaker 1 (48:05):
Yeah.
Speaker 2 (48:05):
You don't even know it.
You don't even know it.
Like you know.
Whenever I tell, like you knowolder white males about it,
they'll say, oh yeah, I sold thehouse.
Like that I've been gettingpayments for 10 years.
But when I tell, like some ofmy family members that, or some
of my friends that you know fromback home, they're like, oh,
you can't do that and so it'sjust like that.
One strategy, those twostrategies, I mean.
(48:27):
I remember there was just likethree months I picked up 14
houses, all seller financing.
I sold all of them rent to own,you know.
So now it's 14 rentalproperties.
Like I said, I collected$10,000 on each one you know,
that's a buck 40 right there.
Yeah, exactly.
So in a matter of three monthsyou know 14 properties.
Let's just say the net cashflow is 350.
(48:49):
Boom, I mean most people'smonthly payments is covered,
yeah, 100%.
And so with one strategy, Imean, you can change your life
realistically.
So this has been great, bro.
Yeah, this has been great, Ithink, especially with the way
you kind of painted some ofthese examples and we put like
(49:11):
real people scenarios in thedriver's seat so they can kind
of get like a real perspectiveand kind of envision themselves
to taking one of theseopportunities and utilize one of
these strategies.
And someone was like man, thisis all I needed to see.
I'm inspired, Absolutely.
Speaker 1 (49:27):
I'm looking to do something.
How can somebody get with you,work with you, so they can close
?
Speaker 2 (49:32):
a deal like this Absolutely, or learn Absolutely.
No, I honestly think the bestvalue that I have right now is
our weekly coaching calls.
Every Sunday, myself and all ofour students and mentees we
jump on a call via Zoom so youcan be at home at 9 pm and you
(49:53):
know.
First of all, we congratulateeverybody that had success.
Either they got a deal on acontract, collected EMD, you
know, had a closing or somethingelse, but then we also deep
dive a topic inside of realestate and then at the end of
the call, we give instructionfor the week.
So you start the week off withdoing something we just talked
about you know what I mean andthen you use that instruction
and you implement it and thennext week we come and talk about
it.
(50:14):
So if you get a seller that gaveyou a commitment, now you got a
group of people to talk to tosay, yo, is that the right offer
?
You got to deal on the contract?
Yo, this is the exit strategy Iwill go to.
Or, you know, a lot of times Ijust be like yo, this is my
banker, here you go, you know,you just use him to finance it.
Yeah, you know.
Or a lot of times I'll have oneof my private money guys it's
just private individuals haslanded their own 401k money or
(50:35):
liquid cash.
I have them on the call to talkabout.
You know why he lends, you know, but I personally love that.
So if you guys want to be apart of you know that kind of
thing, then you can just reachout to me at.
This Is Me Taking Action on IG.
This Is Me Taking Action.
Speaker 1 (50:51):
Yep, this Is Me Taking.
Action Is action spelled afunky way or regular, no, no,
okay, we don't put it hereanyway.
Speaker 2 (50:56):
Yeah, just this Is Me Taking Action, yeah, and just
you know, just shoot me a link,I'm in and I'll shoot you the
link so you guys can join.
But honestly, I think that'sthe best value, because you need
people to talk to.
If I would have been talking tomy wife about this kind of
stuff, I would have never gotanywhere, because she just can't
relate.
If I would have been talking tomy dad or any of my family
(51:19):
members a lot of my familymembers don't even own houses.
You need like-mindedindividuals.
You do you need like-mindedindividuals that can say yo bro,
I just picked up 14 houses andit's just like dang.
You know that inspires you.
Alright, bro, this has beengreat.
Bro, this has been dope.
Make sure you guys check out.
(51:40):
This Is Me Taking Action,Absolutely On Instagram.
Shout out to this guy righthere.
You know what I'm saying.
Speaker 1 (51:46):
Really gave you a lot of game today, Helping you
build your net worth throughreal estate and creatively
purchase and acquire real estateassets.
Make sure you guys follow him.
And thanks a lot for checkingout another episode of the
podcast, outro Music.
Welcome to the Honor Pursuit Podcast, where we
connect with entrepreneurs,movers, shakers and business
owners who've built amazingthings on the pursuit of their
goals and dreams.
And I'm your host, brendan Boyd.
What's up y'all?
Welcome to another episode ofthe Honor Pursuit Podcast.
We bring exceptionalentrepreneurs on 6, 7, 8 figure
entrepreneurs that you may notknow, that are doing some
(00:24):
amazing things and on today'sepisode, I got a very
interesting individual.
Speaker 2 (00:29):
We literally just met today, absolutely.
Speaker 1 (00:30):
Technically right.
A couple days ago we was goingback and forth in DMs.
Speaker 2 (00:35):
My man said, yo, I'm pulling up to Miami.
I said, bro, you got to comethrough.
Absolutely.
We did some street interviewsearlier.
Absolutely.
Speaker 1 (00:46):
You know what I'm saying.
We did some street interviewsearlier.
Absolutely Got busy.
You do something very, veryinteresting.
It's non-traditional, but thenyou also have a really cool
foundation at the house.
Speaker 2 (00:54):
Absolutely.
Which I think is alsointeresting.
It's layers.
You know what I'm saying.
You got a lot going on.
First of all, let them know whoyour name is, and a little bit
about your background.
Absolutely.
I'm Sawan Belcher.
This is me taking action onInstagram and YouTube.
I'm originally from NorthCarolina.
I'm in North Carolina now andI'm a real estate investor.
So I mean, I'm a country boy,you know.
Speaker 1 (01:22):
I like to shoot deer in my backyard, and you know I
like to grow food in thebackyard.
Speaker 2 (01:24):
You be shooting deer for real.
Yeah, no joke, I got the feederin the back.
Speaker 1 (01:26):
You got a feeder to feed the deer to you.
Speaker 2 (01:28):
I got the feeder with the automatic timer At 7 am
corn goes out, at 7 pm corn goesout.
I got the trail camera too, solike right now I can see if they
in the back.
But that just helps to makesure that you know, because,
like to feed our family, wedon't need to shoot every deer,
you know.
So you want to shoot thebiggest deer so that we don't
take out the full population,but anyway, that's all we have
(01:51):
to get into, yeah.
But, like you know, but I saythat always like telling people
that kind of stuff because I'mlike a normal guy, like you know
, I'm not like the guy that's onInstagram or YouTube 's.
Just like I got a four-year-oldthis, I got a poor stat, and
I'm just like you know, I'm justa normal guy and I like that
because it's relatable, like ifI can do it, you can do it, you
(02:19):
know.
Speaker 1 (02:19):
So I started off in car sales.
Speaker 2 (02:20):
That's really how I broke my way into real estate
investing, gotcha.
Speaker 1 (02:22):
So all right.
First of all, we can't escapethe fact that you be shooing
deer.
And then talking about feedingyour family with the largest one
, absolutely With the buck, withthe buck.
What I think is interesting isthat you're talking about being
a real estate investor yeah, andthere's a lot of real estate
investors it is, and a lot ofreal estate investors it is, and
(02:46):
a lot of different ways thatyou can invest in real estate
Facts.
But a lot of real estateinvestors don't market.
Yeah, they don't drive leads,they don't generate leads, they
don't give a lot of value out,they just look kind of for deals
, more so referrals, more soword of mouth.
Speaker 2 (02:56):
Yeah, I agree.
Speaker 1 (02:57):
So how did you transition from car sales to get
into real estate investing, carsales to get into real estate
investing and then what?
Speaker 2 (03:03):
light bulb went off and you're like yo.
Speaker 1 (03:04):
I got to do some marketing.
Speaker 2 (03:05):
That's good.
Well, I was brought into thecar dealership under the best
leadership.
Speaker 1 (03:10):
You know what I'm saying, because you know people
is everything.
Speaker 2 (03:13):
And the general manager at the time shout out to
Scott Bisbee he's like theultimate sales guy, you know,
the ultimate leader.
You know what I mean.
And one of the best things thatI learned from him was
marketing, because when he woulddo a marketing campaign, he
would share and teach000 piecesof mail, you know, and I'm
(03:33):
dropping this one and I'mdropping that one.
100,000 of this and 100,000 ofthat, you know.
And he would train us based offof that particular campaign.
(03:54):
And so you know, if you'repaying attention at a high level
, you're not just going throughit learning, you know just,
you're not just going through itselling, you're looking at it
from a high level.
Oh's an ab test, you know,hundred thousand of this,
hundred thousand of that, he'strying to figure out which one
is working best.
Yeah, and then the followingmonth when he says yo, bro, we
did great last year, you knowgreat last month.
(04:15):
Oh, we're doing, we're doinghalf a million, you know, and
we're only going to use this one.
You know a person is looking atit from the high level.
Would be like oh, wow, wekilled it last month with this
particular marketing campaignthat had him, his wife and his
kids on it.
Clearly that's a bettermarketing piece than something
else, and so the way he set upthe whole sales system at the
(04:36):
dealership is the way I run mybusiness, gotcha, you know so.
You know we do physical signs.
You know which is what flyersare or mail pieces are.
We do online advertising and werun all of our traffic.
You know we run all of ourtraffic to our website and
through our virtual assistants.
Speaker 1 (04:53):
Yeah.
Speaker 2 (04:54):
And everything goes into a CRM?
Yeah, Just like the dealership.
And you know the leads go toour sales team.
You know, just like thedealership.
So I really you know thedealership was like a big,
intricate piece of the way I runmy business honestly.
(05:14):
So are there any parallelsbetween selling automobiles to
selling, yeah, To buying realestate?
Yeah, Well, business is all thesame.
You know you need attention, sothey get you leads and then you
have to do the money drivenactivities.
Yeah, and that's offers yeah,same thing in car sales.
So you know you get the leadsbut you got to make them offers.
You got to put together, got toget.
Well, at the car dealershipthey called it get commitments
and in real estate people callit offers.
(05:35):
Yeah, but I like to getcommitments from people.
If you want to sell a propertyto me, what would you want to
sell it to me for?
Great, if I was able to buy forthat amount, you know, would
you sell it to me today?
Speaker 1 (05:44):
So break down the commitment and then the offers
because you like you say youlike to do commitments versus
yeah Calling it.
Speaker 2 (05:49):
Well, in real estate it's like a really touchy
subject because people get likeemotionally involved with it.
You know their mom might havepassed it down to them, you know
, or they got their credit right, they finally saved up that
down payment for five years.
People get emotionally tied toit.
So when you call peoplerandomly, you know, or you get a
lead in, you know you don'twant to just go straight for the
kill and say, hey, I can pay,you know, $200,000 for your
(06:11):
house.
That offends people, you know.
So typically you want to gothrough like building a
relationship with them rapportfiguring out more about the
house, asking of the condition,figuring out why they're even
selling in the first place, youknow, so you can find out what's
important to them, what they'retrying to accomplish, and then
getting a commitment.
If you get that commitment,that's like them telling you how
to sell them.
(06:32):
So the commitment is basicallythat homeowner saying I
definitely want to sell theproperty, yeah, I want to sell
the property, I will sell theproperty and this is how much
I'll sell the property for, andthis is when I would like to do
it.
Gotcha, that's a commitment.
Yeah, and then, versus you justtelling them all of that, they
told you yeah, so now you wantto tell you a stronger, exactly.
(06:52):
And so it's like okay, well,great, if I can do that, you
know, would you do it?
And that goes for any, you know, that goes for any like
business.
Speaker 1 (06:59):
Yeah.
Speaker 2 (06:59):
You know it works a lot better if you can just get
them to tell you what theirproblem is and what they believe
the solution is, and then youcome along and bring your
solution to solve their problem.
Speaker 1 (07:08):
All right.
So, like on a podcast, what Ilike to do is like I like to
give like real examples, yeah,so why don't we give a real
example?
Absolutely.
Speaker 2 (07:15):
I'll be a buyer Absolutely.
I mean I'll be a seller ratherAbsolutely.
Then get a commitment from me.
Speaker 1 (07:22):
Yeah, I like it, let's do it.
Yeah, let's do it Boom yeah.
Speaker 2 (07:25):
so Is this a door knock or is this mail?
No, this is mail, so you callme, I bet.
Speaker 1 (07:33):
Yeah, okay, this is good.
Speaker 2 (07:34):
You know what I'm saying Okay good, oh, family
looks good on here.
Six kids, that's crazy.
You know what?
Speaker 1 (07:43):
This guy's about to to, to, to, to, to.
Hey, what's going on Is this?
Is this C1?
How do you say it?
Yeah, this is the one we'reabout to try at home, okay, so
one.
Speaker 2 (07:51):
Okay cool, yeah, how you doing today.
I'm doing good, man Doing good.
I got your mailer.
One of my sons brought it over,yeah, and you know it was
underneath underneath thismorning's breakfast.
Nice, you know what I'm saying.
You got a nice family.
Speaker 1 (08:03):
No, I figured I'd give you a call.
Speaker 2 (08:05):
Thank you.
Big family vibes.
Big family vibes, that's forsure what made you call in you
know what?
To be honest, my family'sfairly big as well.
Yeah, we don't got six, but wegot four Nice.
Speaker 1 (08:17):
Boys or girls, we got like six.
Speaker 2 (08:19):
Nice, that's what's up I love it, I love it.
So are you thinking that youmight got a property you want to
sell, or you know somebody thatwant to sell to me?
Speaker 1 (08:27):
Is your revenue stuck ?
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need to fix your products orservices.
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(08:49):
advantage of your first or nextpodcast.
Speaker 2 (08:51):
Let's go.
So the old lady, she actuallyjust got a house that was passed
down to her.
Yeah, she had a definite family, absolutely.
We've been kind of debatingback and forth if we want to
keep it.
Okay.
There's a tenant in it rightnow.
Absolutely, it's on a part oftown that we don't really go to.
Okay, so we would, you know, wemaybe have to hire somebody to
(09:11):
kind of, you know, be a managerof the property.
Speaker 1 (09:14):
Yeah, If we decided to keep it.
Speaker 2 (09:21):
She'd been kind of bugging.
All sorry for your loss.
Speaker 1 (09:23):
Yeah, well, I mean, it was really her loss?
Speaker 2 (09:25):
Yeah, absolutely.
Speaker 1 (09:26):
I didn't like her uncle or anything, I love it.
Speaker 2 (09:29):
You the man, I love it.
So I mean, but it sounds likeyou guys, you know.
Sounds like you guys want tokeep it because you brought up
you know management and stuffLike why not just keep it
Absolutely?
Who don't like money?
Speaker 1 (09:40):
No, that's why I do it.
Speaker 2 (09:43):
Yeah, 100%.
Speaker 1 (09:45):
But you know, sometimes when the old lady
mentions something, you got tokind of like, take what she
mentioned in consideration.
Speaker 2 (09:50):
Even though she's cool with the other thing too,
absolutely she really want to goto Tanzania.
So it's kind of like so youguys are going to Tanzania right
after this.
I mean I don't know if it'sgoing to be right after, but
it's probably going to be.
I mean, you know maybe the nextyear or two.
Speaker 1 (10:05):
Absolutely.
Speaker 2 (10:06):
Absolutely.
Speaker 1 (10:07):
Well, how much does it cost to go to Tanzania?
I ain't never been there.
We looked it up To takeeveryone with us.
We're going to spend probablybetween like eight and ten, okay
, yeah.
So you know, we mob out.
Speaker 2 (10:25):
So, it's a Nice Well, I mean you'll get that from the
house, though, right, yeah,okay, I mean I kind of just
looked on Zillow, you know, didhis estimate, yeah, and we saw
it looked like I think it'sabout like $180, $185.
Speaker 1 (10:35):
Nice Made from Zillow Nice, you know what I mean.
Speaker 2 (10:37):
Nice, have you had anybody give you that yet, or no
?
No, I told you, man, I gave youa call because you got the nice
family.
Oh, I love it.
Man.
Well, tell me a little bit more, Sell me, Sell you on what?
Like you know you're calling meto buy your house.
You know, like I need to bepersuaded.
You know I do have some money.
(10:58):
You know we just sold one onthe market so I got a little
cash.
Well, I'm going to tell you,man, I seem like a straight one.
Speaker 1 (11:02):
Yeah.
Speaker 2 (11:03):
You know, I mean, I definitely want a little bit
more than the Zillow.
Speaker 1 (11:06):
Yeah.
Speaker 2 (11:06):
I mean Zillow talking about 180, 185.
I mean, you know 195, you know,sounds like it's something I'll
probably let go.
Well, tell me about thecondition of it, though.
Like price is cool, you know, Ihave money.
We got that.
Yeah, well you know, went bythere.
Speaker 1 (11:30):
It definitely needs some landscaping.
Yeah, you know, I would say theoutside is probably like a
seven.
Yeah, I haven't had anopportunity to get up on the
roof, so I can't really say whatthat's looking like.
Oh, it don't look good thoughInside renovations.
You know this family been inthere for I think about a decade
.
Speaker 2 (11:44):
Oh, okay, so it's not the newest, that's like a four.
Yeah, it's not like the newest.
Okay, that's like a four, okay.
But it got a lot of land to it.
Okay, it got like 1.4 acres.
Okay, so the house got a sevenMm-hmm, the inside got a four.
What about?
The tenant is a family, youknow, basically a family friend.
Speaker 1 (12:04):
Now she's been there for 10 years.
Speaker 2 (12:06):
Okay, you know she got a cat.
Okay, she does have a cat.
She's married.
Okay, you know she got adaughter, that's, you know, in
her mid-20s.
Speaker 1 (12:18):
Okay, you're not telling me nothing.
Nice, it's a small family.
Speaker 2 (12:21):
Okay, okay, it's a small family.
Speaker 1 (12:25):
So is she nice.
It's a small family, okay, okay, it's a small family, so she a
two.
They're respectable.
No, no, okay, good, like thecat.
The cat in there, but it ain'ttearing things up, it's the
older cat I love it.
I love it, you know what I'msaying so yeah and they pay on
time, but you know they'repaying what they've been paying
yeah, you know our relative wasnice to him.
Speaker 2 (12:40):
They want to say, yeah, I think so okay, well,
that's cool, we.
So, just so you know a littlebit about us, you know we don't
mind, you know, buying as is.
So like, if there's somethingwrong, you know we're not gonna.
You know, uh, you know ourmoney partners is not gonna like
get on us about if there'ssomething wrong.
If it, if it's a seven, youknow it doesn't have to be a ten
, you know.
And then with tenants, honestly, that's my whole like strategy.
(13:01):
I like to buy property, youknow.
I like to, you know, make themnicer, you know, and then I like
to rent them out so that thisone is already rented.
That makes it good, you know.
Now, but not a lot of buyersare like me.
A lot of people are not payingwith cash and and don't have the
same abilities I have, so thatsounds good.
Speaker 1 (13:16):
Yeah, yeah, that sounds, you know uh, you know,
did you?
Speaker 2 (13:19):
did you know if you have tennis in the property
you're less likely to havebuyers to pay retail?
That makes sense, Okay, but Imean I'm down, I can let you
know as close as I can get youknow.
What'd you say?
180?
Speaker 1 (13:32):
You know the Zillow the Zillow's saying 180, 185,
but I know the old lady want toget about 195.
Speaker 2 (13:40):
Okay, that's what's up.
And just so I can understand,you're saying like $195,000,
that's going to go to y'all, oris there like a mortgage to be
paid off too or something else?
The $195,000 is going to us,man.
Speaker 1 (13:53):
We're trying to go to Tanzania, nice Ain't no
mortgage, ain't no taxes on thisthing.
That's overdue.
Speaker 2 (13:59):
Well, that's what's up Now.
Then you guys.
Now the process, you know, forus typically takes about like 30
days to close out.
Is that too fast, or?
Speaker 1 (14:07):
is that good?
That's all about right.
I mean, you know we can closeout.
Some of the starring kids aboutto get out.
Speaker 2 (14:13):
That's what's up.
So I mean, I don't know if Ican do 195 yet, but what I'm
going to do is I'm going to lookand see what the comps are and
see how close I can get you.
Go, do your homework, you golook, you do what you got to do.
Absolutely.
Come on back with the 195.
But if I do that, then we canmove forward right If you come
back with the 195?
(14:33):
Yeah, yeah, okay.
But if let's say, I look at thecomps and I drive by and I
can't do 195, would it be awaste of my time to give you
that number is Either way it'llbe cash.
You know what the sweet spot is.
Speaker 1 (14:44):
You know what the sweet spot is.
Speaker 2 (14:47):
I like it, man, I like it.
Just bring me back to somethingrespectable but close to the
195.
Do your homework.
Will a non-refundable depositof $5,000 or $10,000 help you
make a decision to determine ifI'm serious or not?
Definitely, we like commitments.
Okay, absolutely, we likecommitments.
Okay, absolutely, we likecommitments.
Well, look bro, well look.
I'll send you my website andsome testimonials from people I
purchased from.
You can look me up on thecounty website, just so you can
(15:09):
know I'm legit, and I'll callyou back in about 30 minutes to
an hour and bring that 195 back,absolutely.
Speaker 1 (15:17):
Yeah, so that's pretty good.
Yeah, so kind of break downthat process because I was
selling the property.
You bought a propertyabsolutely.
So traditionally, yeah, ifsomebody was buying a property,
yeah, they gotta go secure abunch of things.
Speaker 2 (15:29):
Exactly you gotta make sure you got taxes straight
income.
Exactly you know I'm sayingcredit gotta be decent.
Exactly you know I'm sayingthere's a lot, get a
pre-approval, see how much houseyou can buy right, and then
most buyers are not thinkingabout.
Speaker 1 (15:42):
You know a process outside of that exactly process
most people aren't going directto seller anyway.
That's why it's already a win.
Speaker 2 (15:51):
The traditional way, like you said people are they
got to qualify for a loan,credit, taxes, insurance, income
.
They got to qualify, but whenyou qualify, the bank can tell
you no.
They can tell you yes right now.
They can say, yes, you qualify,but then you go put your offer
(16:12):
in and then they can tell you no, maybe the house is not up to
the bank standards.
So instead of them giving youthe 200 that they promised you,
based off of that particularhouse, because of the things
that it needs, they only want tolend you 170.
Gotcha, so you got off of thatparticular house because of the
things that it needs?
Yeah, they only want to lendyou 170.
You know, gotcha, so you gotbridge that.
Yeah, or maybe, or maybe theseller sees one ninety seven,
one ninety five, you know theythink they can get one ninety
(16:34):
five, but then the appraisalcomes in low because of a sale
that happened two weeks ago.
Yeah, you know, there's all ofthese stipulations.
But when you come in as aninvestor, what we do that you
know that agents, in my opinion,can't do is we give an exact
price and we give an exact timeframe to close.
So that's our, you know, that'sour pitch, those are the
advantages.
Exactly the price that I say iswhat you're going to get.
(16:56):
Yeah, when I tell you we'regoing to close, we're going to
close, but an agent that'slisting your property for you,
they just say, well, averagedays on market is 90 days.
I don't know.
I don't know.
I think I can get this, I thinkwe're going to get this buyer.
Speaker 1 (17:15):
But some sellers need certainty.
Yeah, makes sense, makes sense.
I like that, bro.
I like that a lot, and thereason why I like it is because
it's realistic for someone tohave more options, absolutely,
and for a couple of differentperspectives.
One if you want to buy.
Speaker 2 (17:31):
It puts you in the driver's seat you have more
options to buy Facts and thebuying process isn't.
Speaker 1 (17:36):
Subject to credit or the price of the house.
Speaker 2 (17:41):
Absolutely, because there's ways that you can get
access to the funding.
Absolutely To put a dealtogether, the price of the house
, absolutely.
Speaker 1 (17:47):
Because there's ways that you can get access to the
funding Absolutely To put a dealtogether From the realtor side.
Speaker 2 (17:54):
I feel like if a realtor actually added this
skill set to their toolkit,they'd be way more dynamic.
Speaker 1 (17:57):
Absolutely.
You know what I'm saying,because most realtors don't do
any really good marketing.
They wait for leads and justcome to them.
Absolutely.
Speaker 2 (18:03):
Or let their brokers do it 100%.
Speaker 1 (18:05):
Yeah, and then if the buyer that they're representing
or the seller that they'rerepresenting doesn't fit a
certain criteria they won't evenwork with the buyer, absolutely
they don't even understand.
Speaker 2 (18:15):
Yeah, Actually, this last year a bunch of agencies
have been paying me to come andtrain there.
Yeah, you know I can see thatWith the interest rates being
higher, it's just.
It's a different market rightnow 100%.
And so a lot of my deals youknow I'm not well.
None of my deals I bring cashto, you know, but a lot of them
I have the seller take theirprofits over time.
Speaker 1 (18:38):
Yeah, smart.
Speaker 2 (18:38):
So you know just agents.
Most of the time they just shyaway from that kind of stuff
because they're just used to thetraditional stuff.
Yeah, it's like a foreignlanguage to them.
Speaker 1 (18:47):
Exactly.
You know what I'm saying.
Most of them don't want to takethe time to learn.
Speaker 2 (18:50):
Oh yeah, and that's an issue, but it's also an
opportunity.
It really is, especially for,you know, the expired listings
is about to expire, you know.
Present your seller with thebest offer you know, and as a
real estate investor, you knowif we're able to get around the
agents so we can get directly tothe sellers and present it.
You know, even before theagents get it.
(19:10):
You know, you're just able topick some properties up you know
quickly, you know quickly.
I like that, bro.
I like that a lot.
Cause again, like you said, itjust solves a lot of different
problems, right?
So being able to do Well, letme ask you because realistic is
(19:31):
different, Right I?
Was about to say yeah that's alimiting belief.
Right.
So what have you done on amonth using this skill?
Income-wise, I mean, everymonth is great.
But let me give you a coupleexamples and I'll go back so
that way people don't think like, oh, he's an expert, of course
(19:52):
he can do that.
So I'm still working at the cardealership, yeah, okay.
So this is just a side hustlefor me.
Okay, I walk through aneighborhood, I door knock, talk
to the lady for 45 minutes, weget a deal on the contract the
neighbor's house sold for $180,$195.
And then we end up getting thisone for 119.
(20:18):
Okay, the way I got the moneyfor it is I was able to qualify
for an FHA loan that, once theappraisal came through, it was
easy peasy, lemon squeezy.
Okay, outside of qualifying fora loan, one of my very first
deals I took over the mortgageon it was a lady at church and
my whole campaign was just talkto people that I already knew
and I used to tell people at thecar dealership whenever you
(20:40):
start sales, don't try to talkto new people.
When you just start a newbusiness or new sales, you just
take out your phone.
Yeah, call people you know andcall people that you know and
tell them what you're doing now.
And so I talked to Miss Rachel.
She had told me hey, I had thishouse for eight years.
I've lost money on every singlemonth.
I've been trying to figure outsomething to do with it.
If you can figure out somethingto make me some money so I can
(21:02):
come into green with it, let meknow.
And so that lady, I paid her$750 and took over her mortgage.
So she deeded the property overto me no-transcript.
(21:41):
And yeah, I mean last month wedid like 254 in a couple of
weeks, so you did 254 in acouple of weeks with still some
time left in the month.
Speaker 1 (21:51):
Right, how many deals is that?
That was 14.
Speaker 2 (21:52):
A couple of weeks, yeah, with still some time left
in the month, right, how manydeals is that?
That was 14.
So 14 deals, yeah.
So is that just you or do youhave a team?
Well, you always have a team,okay.
Ever since I worked at the cardealership, I had a team, gotcha
, you know the Bible talks abouttwo or more coming together, so
I don't think that was justtalking about church it was
(22:14):
talking about life.
So when I was at the cardealership, one thing I knew
that was important was themarketing, but I didn't know a
lot about it other than what Ihad learned at the car
dealership.
So the first person I hired wasa marketer, and what Scott told
(22:49):
me the general manager, he saidthat he always said this.
He said, if you need to hiresomebody, look, bro, you're
awesome at marketing and sinceyou're so good, I know we're
gonna be able to get a deal andwhat I'll do is I'll give you 20
of the profit that I make onevery, you know, on every deal
that I close that you bring me.
Yeah, you know.
And so that's what we did.
And he literally bought medeals for three years, you know.
Uh, he got a little greedyafter that, bro he bring you
(23:10):
deals like low.
Yeah, yeah, bro, I'm gonna needa little bit more than this 26.
Speaker 1 (23:14):
You know what?
Speaker 2 (23:15):
I'm saying I want to, he would start.
We were doing so many deals atthat point because after the
first year, you know, the firstyear I think I ended up picking
up like 10.
Second year, you know, that'swhen I two years in a row and so
at that point, when we pickedup a hundred, I'm like I got to
get this guy on salary, yeah.
Speaker 1 (23:34):
In fact lock him in Exactly Before the number keep
going Exactly.
Speaker 2 (23:38):
And he didn't.
He didn't like the, he didn'tlike the salary idea.
Yeah, but in my opinion, youalways need to leverage people
in software.
Yeah, and no matter when youstart, you know you can hire you
know someone to do somethingfor you.
For instance, I got aninternship program, yeah, you
know.
And for business, an internshipprogram is an internship
(24:00):
program because you said it is.
Yeah, you know what I'm saying.
And so I go to the localcolleges UNCG, a&t talk to
advisors, let them know about mybusiness, let them know how I
can help their students, becausein order to get get your degree
(24:20):
, you got to have an internship.
It's a part of the curriculum.
And so I invite guys, you know,to the office.
Speaker 1 (24:21):
You know, I teach them how to pull records at the,
at the courthouse, and thoserecords I use, you know to
market makes sense, so they getto get real life examples
exactly real life data, exactlyand and the stuff that they're
doing is going towards something, so it's more tangible for them
.
Speaker 2 (24:31):
It is and and for me, of course, I'm getting the data
that I need so I can market tothose people 100%, yeah, 100%.
So you know you can do justabout.
You know, honestly, as far aslike money-wise go, or whatever
your thermostat is set on, youcan do it.
Speaker 1 (24:46):
Yeah.
Speaker 2 (24:56):
You know you can do.
If you say, hey, I want to makea hundred thousand bucks in a
month, then that's what you cando.
Yeah, because it's really.
I mean, it's like one of themost expensive things that
everybody has to pay for.
Speaker 1 (25:02):
So, yeah, what's up y'all?
I'm standing in the middle ofthe street and I'm willing to
risk it all because I want youto grow, whether through paid or
organic measures.
Over the next five days, theaudience growth challenge we're
going to be teaching you podcastgifting strategy, video
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(25:22):
four, six, nine, even 12 monthsto skyrocket your success.
So if you want to join thechallenge, all you got to do is
click the link below and jointhe audience growth challenge
and join us as a vip.
Let's get it All right man.
Speaker 2 (25:33):
So a couple of things I want to ask.
Absolutely Right.
So earlier, before we evenstarted the pod, we was on the
balcony.
Yeah, we was looking at theocean, absolutely, and checking
out the moon.
The moon was crazy.
The moon was awesome bro, Ilove it.
Speaker 1 (25:46):
The moon was crazy right.
Speaker 2 (25:56):
I love it too.
Uh, before we even kind ofstarted talking about that
perspective, that, we shared atthat time you were.
Speaker 1 (26:01):
You mentioned something about mindset, yeah,
so what I want to ask you iswhat did you mean when you
mentioned that?
Speaker 2 (26:05):
and then what helped your mindset expand?
Absolutely well, like you knowthe things that we say really
control us.
And like, know the things thatwe?
You just got to watch what yousay.
And I had to do this, like whenI even when I got, even when I
was at the car dealership and Iwas trying to expand my car
sales, you know, I had to watchwhat I was saying to myself.
(26:26):
You know, because the smalllittle things that you say to
yourself will limit you, youknow.
For example, if you just say,like you know, you look at a car
and you say, oh well, I don'twant that car.
You ain't even drive it yet,you haven't seen it in person,
you haven't sat in it yet, howdo you know you don't want it?
Yeah, you know what I'm saying,you know.
Or if you look at a girl andyou say, well, you know, you
(26:49):
know she's too good for me, orsomething like that, or because
she lives in this area, she'sgoing to be too expensive, you
didn't even talk to her yet.
And so changing your mindset isreally number one.
Knowing what the fuck you want,yeah, and really for men, you
know, to figure out what theywant.
They got to try different stuff.
Agreed, you know, and that andnumber one.
(27:15):
So that's, that's number one,because that opens your mindset
up right there.
Just me coming to Miami andseeing the beach, the water, the
trees, you know, it's just, itinstantly opened me up.
You know, I'm instantly open.
But you have to change yourmindset so that way you can see
the path, because the path isnot always clear, but there is a
path, but but yeah, you got to,you got to have, you got gotta
have a big mindset and you justcan't let your mouth limit you
(27:36):
where did you uh acquire?
your uh thinking from, becauseyou know with um social media
parenting coaching school umfriends, you know, uh, whatever,
whatever was around you don'tthat abundance isn't really like
in that mix For sure.
(27:57):
So it had to have been likeindividual books, some type of
mentorship maybe a parent Likewas there a moment that you can
pinpoint?
that you was like oh man, thisis, I can't unsee this, can't
unhear this.
Yeah, I mean, bro, it goes backto the car dealership for me
every time Because, you know,scott, he was bringing up.
(28:17):
If he was reading a book, hewas bringing it up in their
sales meeting, gotcha, and oneof the first books I remember
Scott was one of those ones,yeah, scott was one of those
ones, and I, to this day, tothis day, I say yo, bro, I'm
grateful for you.
You know what I'm saying.
But one of those books that hebrought up was the Compound
Effect and the Compound Effectis an amazing book, but I got a
(28:42):
lot of this stuff from thedealership and all of that
energy that I had in college.
I was angry.
I didn't realize I was angry,but at the car dealership they
say yo, bro, so on.
You need to control this shit.
You know what I mean.
You don't need to be upset, youdon't need to yell.
What you need to do is take allthat energy that you have and
control it, and controlling itis learning the way you speak.
(29:04):
And one thing that he would sayall the time is I only curse for
effect.
So if you hear me curse, it'sonly to make a boom instead of a
pop.
Yeah exactly, be cursed is onlyto make a boom.
It's drama pop.
Yeah, exactly, that's drama,that's drama and uh, but that's
that's control, that'scontrolling, you know and um,
but yeah, no, I learned a lot ofthis stuff from the car
dealership and breaking it downfrom the different leaders at
(29:24):
the car.
So I mean, would you, would?
You say, yeah, that being atthe car dealership or I don't
want because car dealershipisn't realistic for everyone.
Everyone's not.
Like I said, it was thatleadership.
What do you think?
Speaker 1 (29:41):
if you think, oh, okay, would you agree that
everyone should have some typeof sales?
Speaker 2 (29:46):
training?
Oh, absolutely okay.
I think everybody should learnwhat they need to learn where
they're at.
You know, I think everybody,everybody gets on my nerves with
this.
They're like you know I thinkeverybody, everybody gets on my
nerves with this.
They're like oh, I hate my job.
It's like, bro, well, have youlearned anything yet?
You know, because your job,realistically, they're probably
a multi, multi-million dollarcompany and you got some shit to
(30:06):
learn.
And so, you know, did you learnanything yet?
Have you learned anything abouttheir software?
Are you?
Have you figured out their leadsystem?
I mean something you have tolearn something there.
Speaker 1 (30:16):
There's something there, yeah.
Speaker 2 (30:17):
And then when you learn what you've learned, just
like you said today, you knowyou got it.
Now it's time to go.
Yeah, you know, everybody hasto do that and it's don't don't
leave someplace too early.
You know, before you got it alland, like I said, while I was
there I just got it.
All the relationships that Igot, even through the customers
(30:37):
Sometimes I wasn't gettinganything, especially at the end
of it, but through the customersthat I got.
One strategy that I pulled outis all the cars that I sold, and
I sold like 200 cars a year.
When I was there, I was able togo into the CRM, look up all
the customers that I sold andexport that data.
So when I went full time, I wasable to call all of those
(31:00):
people that I sold before andlet them know what I was doing.
Now, you know, and what thattaught me was I need to freaking
have a CRM.
You know what I'm saying.
Like there's no.
There's no way I can run a realestate business without keeping
up with my leads for the peoplethat I need to follow up with,
for the people that I have soldor for the people that I want to
(31:20):
sell in the future, you know?
No, that's a good point, man,that's a good point.
Speaker 1 (31:25):
You're really talking about stuff that people don't
want to do.
You know what I'm saying?
Like they don't want to sell.
People are afraid to sell.
Speaker 2 (31:31):
They don't want to call people, they don't want to
communicate.
Well, that's a fact, but that'slike that's all where the
money's at that is you?
know what I'm saying, so I likethat a lot.
So, being a father now, yeah, ofsix, absolutely.
And a husband of how long?
Nine years, nine years, whatare like three things you can
share with us that you'velearned as a parent and then
(31:51):
give us?
Give us another three that youlearned as a parent and then
give us another three that youlearned as a husband, as a
parent, organized chaos isamazing.
Don't see your life as likeit's stuff here, it's stuff
there, it's organized chaos.
I know exactly what I want forall of my kids.
I understand because I've spenttime.
(32:12):
I understand what they do andwhat they don't like.
You know what I'm saying.
And then I do my best to uh,encourage them in the things
that they like you know, whileexposing them to new things.
Yeah, yeah, that's organizedchaos.
Yeah, you know what I mean.
Um, you're not gonna have itall your way for the kids.
They're not gonna have it alltheir way.
But you can, you know.
But you can draw like a dottedline, you know, because they are
(32:34):
going to go off the path.
But you can draw a dotted linethat you can keep them on.
And then also, you know bigfamily vibes, bro, you know one
thing that they told us at thedealership was when you create
all of these bills, it makes aman out of you.
Yeah, you know, it inspires you.
So the kids have made mystandards higher.
(32:56):
You know my gas tank on E isjust different than everybody
else's E you know yeah, so it's,so it's okay, don't you know?
instantly, when people look atmy kids, they like, oh my God, I
don't know how you do it.
I know you got a weak mindset.
Speaker 1 (33:08):
What do you mean?
What do you mean?
And they're just projectingtheir current reality onto you.
Speaker 2 (33:14):
Exactly, exactly.
And then, lastly, with the kids, like you know, allow them to
be a part of your business.
You know, just like I said,I'll put them on the direct mail
signs.
You know I tell them about mybusiness because it honestly,
like inspires them.
You know, like my oldestfreaking, she's like hey, dad,
(33:34):
you know you think I can makesome extra money if I clean one
of your Airbnbs.
Oh, yeah, let's go.
I got a checkout tomorrow atthree o'clock.
You know, like, so you betterbe ready when I come home.
It's three o'clock.
We got to get it because we gotanother check in.
You know, she's like I, dad,I'm going to be ready at 3
o'clock.
So you've involved the family,made a family business,
(33:57):
absolutely.
It took my wife a while to wantto get in.
She was just so upset at me.
My wife has been a stay-at-homemom for a long time so she was
really upset with me when I leftthe dealership.
But, like I told you, she sendsgratitude messages all the time
.
Now, you know, after, shereally understood, like you know
, I love that, I need, I need, Ineed those.
Yeah, I need those facts.
Yeah.
And then, as far as like lessonsthat I learned from just you
(34:19):
know, being, you know, in realestate is, uh, well, marriage
though, well, excuse me,marriage, um, oh, wow, lessons
that I've learned from marriageis that one wife is better than
five baby mamas.
I mean, I can see that that'sone thing I always preach, you
know, uh, you know, like, if youwas a man to have the baby,
(34:42):
like bro, just that's your wife,bro, you know that's your wife
and I don't care, I don't, Idon't care how you look at it.
You know your parents didn'tchoose you.
You didn't choose your parent.
You was able to deal with them.
You can definitely have alittle self-control and deal
with her, you know, and becausemy wife, you know she gave me
hell, but you know she looked upto it like, you know, she
really looked up to me, her I'vealways been a worker like this,
(35:02):
yeah, and so you know thatattracted her to me and she was
fucking pretty, had a nice ass,you know she'd take care of
herself and she liked to cleanup.
That attracted me, yeah, and sosounds like we're attracted
like I need one of those yeah,we're attracted.
Speaker 1 (35:15):
We're attracted.
Where's the pretty nice asslike to clean up?
Listen, there's a link belowapplication.
Let's get to it.
Let's do it, you know what I'msaying.
Speaker 2 (35:24):
He needs it, you know .
Um, second thing I learned frommarriage is that, bro, like you
know, you can have it all.
You don't have to have this orthat.
Yeah, I like that, bro, you,you don't have that a lot, yeah,
it doesn't have you saying that, yeah, it doesn't have to be
either.
Or like you can really, you canreally have it all, you know.
And because and I say thatbecause she wants one thing and
(35:45):
then I want another, see a lotof guys who are not ready to be
a husband.
They'll say, well, she justwants something different and
we're just growing apart.
Speaker 1 (35:59):
Nah, nigga, y'all, just want one plus one.
Now y'all got two.
Speaker 2 (36:00):
That's called a hundredfold, and so you got to
be okay with wanting more,because when I want to go
shopping, she wants to goshopping.
That's not a bad thing we goshopping together.
Now, of course, you need tohave more money.
That should inspire, not putyou down.
Yeah, facts, you know.
Yeah, um, I thought about that.
I thought about that when Imoved out here.
(36:21):
Yeah, because, um, not only didmy rent double, yeah out here,
but I still have la rent,absolutely you know what I'm
saying.
Speaker 1 (36:26):
So it's like I'm paying three la rents yeah, like
you know but I ain't, I ain'ttrip, I ain't bitch, I ain't
like oh man like I gottadownsize.
Speaker 2 (36:35):
It's like nah, I'm gonna just make more money
exactly you know, I'm saying it,just you know be more
vertically integrated, hire morestaff.
Speaker 1 (36:41):
Like you know, go crazy with the marketing,
exactly no just just do morethat's because it's abundance
out here.
Yeah, that's what I'm saying.
Speaker 2 (36:47):
That's what I require you to do more do more to
receive more, bro, that's whatmen do, like you know, I hate
these guys that get in, theyjust coddle.
You know they just coddle andthey curl up.
I hate that.
Like in the Bible, men werewarriors.
You know, when there were signsof like, you know, struggle or
strain or threat, they got readyto sharpen the axes.
(37:08):
It's so interesting, right withthis, right here, right here.
Speaker 1 (37:10):
We're just saying it makes so much sense.
But think about this the newAxis, the new fight, the new war
, I'm ready.
Is content, absolutely.
Letting people know what you doAbsolutely.
You know what I'm sayingAbsolutely, like following up,
following through, absolutely.
So when someone's like yo, bro,before we might have had to
(37:34):
been in the gladiator, yeah,situation where bloodshed, but
you know you had to go get thefood and you might not come back
.
Speaker 2 (37:40):
Yeah, but also having a team, having some homies yeah
, having some homies is wayeasier to go to war when you got
homies, when you have a team.
That's a fact and you knowevery person on your team.
Don't look at it as likepayroll.
Look at it as like that personis gonna make me additional 50
000.
Yeah, that person is gonna makeme an additional 50 000.
That guy's a shark.
He's gonna make me additional150 000.
(38:00):
Yeah, 100, you know.
And so when you have, you know,when you have a strategy and
you got some homies- yeah ohit's game over, game over but it
can only be game over.
You have a mindset like thatabsolutely, you know so your
vision definitely has to bebigger than your homies.
Yeah, yeah, and your and yourvision has to continue to be
bigger than your home it has tobe like that, stay within it.
Speaker 1 (38:20):
Yeah, it has to be like that.
Yeah, um and again, like somepeople may be inspired, some
people may see okay, cool, now Iwant to go to my next.
Yep, but a lot of people, theyjust want a good, a good,
comfortable situation,absolutely.
Speaker 2 (38:33):
But a good living, absolutely.
You know what I'm saying, soyou can provide that.
Speaker 1 (38:36):
They're going to be with you.
Speaker 2 (38:37):
Absolutely, and that's exactly why you need to
get to the back and then alsolike what I really like is like
investing in them, which is alsolike investing in your business
.
Speaker 1 (38:48):
So let's say this new software, you get them
certified.
Speaker 2 (38:52):
Absolutely.
Speaker 1 (38:52):
So now they got a new skill set, they might make a
little bit more money, butthat's going to bring you back
more money.
Speaker 2 (38:57):
Exactly, you know what I'm saying, so you don't
have to go, you don't got to gooutside.
You can say, hey, listen.
Speaker 1 (39:17):
So next month what I want to do is I'm going to pay
for this certification.
I want you to do it.
X, so you can manage this newpart.
Speaker 2 (39:21):
We're going to bring somebody on.
Exactly, you know what I'msaying, so you can kind of lead
that.
Stop going to the conferencesby yourself.
Exactly, they're going to feelway more empowered as well.
Yeah, exactly.
No, I remember when I figuredthat out, it was actually the
one that I I don't know.
You know, christian Sharp got asales training going on.
If you guys hit these goals X, y, z by this time, I'm going to
take all expense pays.
All you got to pay for when youget there is your food.
(39:41):
You know, and they hit the goal.
I couldn't believe it.
So $30,000 out the window.
You know we was in LA, but no,you, the team means a lot, bro,
really, really, the team, yourteam, will take you far and and
I consistently invest in culture.
You know, cause, you need that.
You need that culture.
People want to see you live inthat life.
(40:03):
You know they want to beinspired.
That's what I love about thedealership.
They wanted everybody to drivea BMW.
You know they wanted everybodyto drive a BMW.
Cause that inspired the culture, not just you, but it inspired
the culture at the spot.
Yeah, invest in that culture.
Take everybody out on Fridaynights when they hit their goals
, you know, have the game nightat your house, you know, so they
can see how you live in.
(40:23):
You know, and want to getfurther and then spend, you know
, spend time individually, youknow, with the team members.
So I take Iz out to lunch, or Itake some of my contractors out
to lunch, or my contractorsjust be on the job, and it'll be
a Friday and I'll bring them alittle 12 pack.
That's what it takes, yo guys.
If you guys are gettingsomething out of this podcast
(40:44):
right here, then real estate isfor you.
It has absolutely changed mylife and if you want to learn
how you can implement this anddominate your market, so that
way you can buy real estate toreplace your nine to five income
, so that way you can not havethe clock in when you want, not
have to request off, andabsolutely buy back your time so
you can do the things that youwant with who you want when you
(41:05):
want to do it.
I'm going to leave a littlelink below so that way you can
actually join us every Sunday soyou can start learning these
things.
Actually join us every Sundayso you can start learning these
things, even if you're notnecessarily ready to buy right
now.
What you know will change, andthat will allow you to do
different things.
Speaker 1 (41:20):
So before we, before we get out of here I want to, I
want to ask you two things backon the real estate side, because
I want to really help somebody.
Speaker 2 (41:27):
Yeah.
Speaker 1 (41:27):
So if they made it this far in the video, they
already got some help.
But I want, I don't want, tomake it real.
So two scenarios Someone rightnow.
They got good credit.
Okay, they got a good job.
Speaker 2 (41:38):
Nice, right, they want something.
They don't know what they want.
Nice, they're watching the pod.
Speaker 1 (41:43):
They can probably partner with you on something.
Speaker 2 (41:45):
Yeah.
Speaker 1 (41:46):
How would you help somebody that's in a good
position?
Speaker 2 (41:49):
You know, maybe they got a decent risk tolerance but
they got good credit, they gotaccess to a little bit of money.
Nice job.
How can they Okay so?
for somebody yeah, for somebodythat has a good W-2 job and they
have decent credit, thenautomatically I'm telling that
person to get pre-qualified fora loan.
Okay, now, depending on whatthey want to do, that's going to
(42:09):
depend on when you getpre-qualified.
So let's say, if they want toget a personal house, then you
get pre-qualified first.
You know, if you want aninvestment property, forget
getting pre-qualified, Just goout and find your mortgage
broker that actually, you knowcan get you done.
You know.
So you're looking for amortgage broker that has access
to debt service coverage ratioloans.
(42:29):
You want to get connected to amortgage broker that knows how
to look at cash on cash returns.
You want to get a mortgagebroker that's working with at
least 10 investor-friendly banks, or maybe they even got private
money guys and they're lendingout their 401ks and that kind of
thing.
Or you want to go to a localbusiness bank.
You know, go to a localbusiness bank, a business bank
that has 20 branches or less.
(42:51):
You know what I mean.
Like 10 million in deposits orless.
And because and I say thatbecause if you go, when you go
to these local small banks, youknow, when you go to deposit
$10,000, they get opportunity tolend $100,000, you know.
So a bank of america, when youdeposit ten thousand, it doesn't
do anything for them there's,you have no pull at all, you
know.
But for my, you know, for mybanks, you know, like I just
(43:14):
told you, you know about thetractor, yeah, you know, they
see me bringing it, they see myrents come in, they see sixty
thousand dollars of rents comingin.
So if I tell them that I need aloan for seventy thousand
dollars to buy a tractor, theysay hey, all, hey, no problem,
siwan, you know, it's all good.
No, forget pulling credit.
Yeah, it's good, just send methe invoice, you know.
(43:35):
Or when it comes to buying thehouse, and I say, hey, I got a
new house on the contract, yeah,no problem.
Siwan.
It's good Because they needthose deposits coming in their
account so they can do morebusiness.
Exactly, and most people arenot bringing in $100,000.
So if you can get a couple ofrental properties, hey you're
(43:55):
great.
So that's where, me personally,I suggest that you get a loan
if you got great credit and,like I said, it just depends on
what kind of deal you want to do.
If you want to do an investmentdeal, awesome Debt service
coverage ratio loans are likeamazingly great.
Essentially, all the bank wantsto see is at least 30 percent
equity, and then they want tosee that the rents cover the
(44:16):
mortgage plus 25 percent to 125.
For $100,000, that house needsto be rented out for, let's say,
the mortgage is $750,000.
The house needs to rent out forat least $1,000.
I'm trying to keep the matheasy.
If you got a mortgage of$750,000 and the rent is $1,000,
(44:38):
they don't need to pull nocredit.
They'll refinance that.
They'll finance that propertyExtremely.
That easy, don't make itdifficult at all.
Second scenario yeah, badcredit.
Yep, can't get approved for aloan, yep, and what a felony,
not because guys get out of jail.
Speaker 1 (44:58):
They need OK cool.
Speaker 2 (44:59):
So felony, bad credit and no access to capital,
absolutely, how can they get aproperty?
So you're going to go.
You're going to go direct theseller, creative, ok, you're
going to go direct to sellercreative.
So, direct to seller, you'relooking for people who have a
financial issue, you know, orthe house has or has a physical
has a physical damage, and yourand your acquisition strategies
(45:20):
are going to be a if the houseis paid off, they're going to
take their profits and payments,or B if there's a mortgage on
it, then you're going to takeover their mortgage.
Okay, so let's say, I like, Ilike a person with pretty houses
.
You know what I mean.
You know, like my house that Ilive in.
You know it's a 6,000 squarefoot house.
We sit on 22 acres.
You know, it was paid off whenI bought it, you know, and since
(45:42):
it was paid off, I said, hey,great, look, you know how much
do you want?
He said, well, you know, I wantlike 1.4.
I got them down to 1.25.
So I said, great, I'll do 1.25.
And you know, and I'll give you, I'll give you $50,000 down.
We end up coming to anagreement at $90,000 down.
Ok, now this is a bigger deal,so just bear with me here.
(46:09):
But essentially, with the$90,000 down, he moves from the
ownership position to themortgage position, okay.
And I was like, okay, great,that's awesome.
Now I have monthly payments onthat particular property.
I haven't closed on it yet, butI got a deal is on a purchase
agreement.
I have control.
I got 60 days to close on it.
I got 60 days to come up withthe 90 grand.
So if I were to rent theproperty because I thought about
doing that first I startedmarketing it out to people as
(46:30):
rent to own.
You know.
So there's guys that havebusinesses and, for whatever
reason, on their taxes, theydidn't pay any taxes last year.
They're not going to be able toget a loan, but they got the
down payment money.
Yeah, you know what I'm saying.
Or for these guys you know thatgot money but don't have a job,
(46:51):
you know they want nice housestoo, and so I started marketing
the property on my websites andonline and I did end up getting
one of my investor friends.
He's like yo, bro, I'll buythis joint for you, I'll put
down $120,000 down.
And so you could.
If you were able to get aproperty on a contract like this
, where the seller agrees toterms, you could arbitrage the
sale.
A you could assign the contract,so just give up your rights to
(47:12):
the contract and sell to them.
Or B you can stay in control.
So me personally, I like tostay in control and sell it on a
lease option.
You know, take their downpayment as an option fee, they
rent the property and you givethem x amount of time to get
their loan, gotcha, you know.
So that way they're responsiblefor the maintenance.
You're just getting the cashflow and you still owning, you
(47:33):
have the, you still own theproperty, your name is on the
deed.
And then, of course, if theydon't fulfill in in 24 or 36
months, whatever you guys agreeto then amen, you just move them
out, traditional eviction anddo it again.
You know, um, but uh, butthere's, there's so many ways
it's going to get.
Yeah, I like that.
(47:54):
But honestly, that strategyright there, taking over
mortgages and having sellerstake profits over time, I mean
it's so powerful, it's crazy andunfortunately, people are just
doing it right in your backyardand you don't even know it.
Speaker 1 (48:05):
Yeah.
Speaker 2 (48:05):
You don't even know it.
You don't even know it.
Like you know.
Whenever I tell, like you knowolder white males about it,
they'll say, oh yeah, I sold thehouse.
Like that I've been gettingpayments for 10 years.
But when I tell, like some ofmy family members that, or some
of my friends that you know fromback home, they're like, oh,
you can't do that and so it'sjust like that.
One strategy, those twostrategies, I mean.
(48:27):
I remember there was just likethree months I picked up 14
houses, all seller financing.
I sold all of them rent to own,you know.
So now it's 14 rentalproperties.
Like I said, I collected$10,000 on each one you know,
that's a buck 40 right there.
Yeah, exactly.
So in a matter of three monthsyou know 14 properties.
Let's just say the net cashflow is 350.
(48:49):
Boom, I mean most people'smonthly payments is covered,
yeah, 100%.
And so with one strategy, Imean, you can change your life
realistically.
So this has been great, bro.
Yeah, this has been great, Ithink, especially with the way
you kind of painted some ofthese examples and we put like
(49:11):
real people scenarios in thedriver's seat so they can kind
of get like a real perspectiveand kind of envision themselves
to taking one of theseopportunities and utilize one of
these strategies.
And someone was like man, thisis all I needed to see.
I'm inspired, Absolutely.
Speaker 1 (49:27):
I'm looking to do something.
How can somebody get with you,work with you, so they can close
?
Speaker 2 (49:32):
a deal like this Absolutely, or learn Absolutely.
No, I honestly think the bestvalue that I have right now is
our weekly coaching calls.
Every Sunday, myself and all ofour students and mentees we
jump on a call via Zoom so youcan be at home at 9 pm and you
(49:53):
know.
First of all, we congratulateeverybody that had success.
Either they got a deal on acontract, collected EMD, you
know, had a closing or somethingelse, but then we also deep
dive a topic inside of realestate and then at the end of
the call, we give instructionfor the week.
So you start the week off withdoing something we just talked
about you know what I mean andthen you use that instruction
and you implement it and thennext week we come and talk about
it.
(50:14):
So if you get a seller that gaveyou a commitment, now you got a
group of people to talk to tosay, yo, is that the right offer
?
You got to deal on the contract?
Yo, this is the exit strategy Iwill go to.
Or, you know, a lot of times Ijust be like yo, this is my
banker, here you go, you know,you just use him to finance it.
Yeah, you know.
Or a lot of times I'll have oneof my private money guys it's
just private individuals haslanded their own 401k money or
(50:35):
liquid cash.
I have them on the call to talkabout.
You know why he lends, you know, but I personally love that.
So if you guys want to be apart of you know that kind of
thing, then you can just reachout to me at.
This Is Me Taking Action on IG.
This Is Me Taking Action.
Speaker 1 (50:51):
Yep, this Is Me Taking.
Action Is action spelled afunky way or regular, no, no,
okay, we don't put it hereanyway.
Speaker 2 (50:56):
Yeah, just this Is Me Taking Action, yeah, and just
you know, just shoot me a link,I'm in and I'll shoot you the
link so you guys can join.
But honestly, I think that'sthe best value, because you need
people to talk to.
If I would have been talking tomy wife about this kind of
stuff, I would have never gotanywhere, because she just can't
relate.
If I would have been talking tomy dad or any of my family
(51:19):
members a lot of my familymembers don't even own houses.
You need like-mindedindividuals.
You do you need like-mindedindividuals that can say yo bro,
I just picked up 14 houses andit's just like dang.
You know that inspires you.
Alright, bro, this has beengreat.
Bro, this has been dope.
Make sure you guys check out.
(51:40):
This Is Me Taking Action,Absolutely On Instagram.
Shout out to this guy righthere.
You know what I'm saying.
Speaker 1 (51:46):
Really gave you a lot of game today, Helping you
build your net worth throughreal estate and creatively
purchase and acquire real estateassets.
Make sure you guys follow him.
And thanks a lot for checkingout another episode of the
podcast, outro Music.
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