Latest / Mostly Middle Tennessee Business Podcast / Homeownership Isn't Dead: A Mortgage Reality Check with Daniel Cruz

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Homeownership Isn't Dead: A Mortgage Reality Check with Daniel Cruz · Mostly Middle Tennessee Business Podcast

• 0:00
  Unknown: I've been on this really big kick lately with
• 0:02
  people who call themselves leaders. Like, well, I'm a
• 0:06
  leader. Well, I don't think you can really say that about
• 0:09
  yourself. You know, other people. We're the number one
• 0:14
  whatever band in the country. You, according to who? I mean,
• 0:19
  you know, goes back to my radio day. We're the number one radio
• 0:22
  station, yeah, according to Women 3554 in this particular
• 0:26
  time slot. But okay, you know it's all these these claims
• 0:32
  where you got to be able to to to validate the the magnitude of
• 0:36
  the claim. This is the
• 0:39
  mostly Middle Tennessee Business Podcast, a podcast about Middle
• 0:43
  Tennessee business owners and professionals, mostly. You know
• 0:47
  what's really nice
• 0:48
  about allergy season in Middle Tennessee is that I'm going to
• 0:51
  do my best Sean Ryan impersonation. You ever listen
• 0:56
  to his show? No, not at all. I think I've heard the voice
• 0:59
  before. He's kind of talks like this the whole time.
• 1:02
  Yeah,
• 1:02
  very monotone.
• 1:04
  You don't know when it's beginning or ending. You
• 1:05
  don't know what's going to be said. It kind of just talks like
• 1:09
  this the entire interview. Tell me more about that thing we
• 1:15
  talked about earlier.
• 1:17
  Oh yeah, spray deadpan.
• 1:18
  That one thing. Yeah, it makes you
• 1:20
  wonder. And I want to throw shade at the guy, and he's
• 1:24
  obviously very successful for a reason. But it's like, my
• 1:26
  goodness, how did how did this happen? You know, because you
• 1:32
  remember, like a couple of months ago, maybe a year or so
• 1:35
  ago, he put out a clip that like this next episode is going to
• 1:39
  change the world, the the information. This is I'm doing
• 1:43
  my impersonation. The information that's going to be
• 1:46
  revealed is going to just completely change the paradigm
• 1:49
  of everything we thought we knew. Everything that you think
• 1:52
  that you know is about to change. It was one of those
• 1:54
  types of claims, and it's like, oh wow, okay. You know, as a
• 1:58
  skeptical podcaster and guy who you know came up and talked
• 2:02
  radio, I was even like, "Oh wow, okay, you know, that's that's a
• 2:07
  hell of a claim to make. And I went and listened to it. I'm
• 2:10
  going, "There's nothing in here that nowhere near merits the
• 2:15
  claim you made. Holy crap! Clickbait, total clickbait. So
• 2:20
  today, yes, we're. This is the mostly Middle Tennessee business
• 2:23
  podcast. I am Jim McCarthy, your host, coming to you from the
• 2:26
  It's Your show.co studios, powered by Mule Town Bikes. You
• 2:31
  been down there in the square?
• 2:33
  No, but I've I've heard of him.
• 2:34
  Yeah, yeah. He's old Vinny down there, Tavares. Nice.
• 2:38
  He runs it down there, and if you ever need a bike for your
• 2:40
  kids or something like that? E-bike. Yeah, I got my Aventon
• 2:45
  e-bike from him.
• 2:46
  Yeah,
• 2:46
  did 17 miles. I've got over 600 miles on that thing. It's crazy.
• 2:50
  Yeah, and you definitely get after it on the bikes. Yeah, you
• 2:53
  see, every now and again, you're
• 2:56
  you're in the adjacent neighborhood to me, so you beep
• 2:58
  your horn every now and then. You're in the what car do you
• 3:00
  drive?
• 3:02
  Honda CRV. CRV. You know, Mama stepped up and she got herself a
• 3:09
  new Nissan Rogue. You know how it goes. Mom always gets a new
• 3:12
  car. So something
• 3:13
  to that effect. Yeah. My wife's not a big car person, although
• 3:18
  she got spoiled with the Mercedes we bought in 2020,
• 3:21
  yeah, but it was a good deal, and we needed it to tow a
• 3:23
  camper, so we're not being bougie. There
• 3:25
  you go,
• 3:26
  but we kind of are. So Daniel Cruz, good friend of mine, yes,
• 3:31
  sir. It's always good to catch up with you. Yes, sir. We had
• 3:33
  you on not too long, probably about two years ago, I'd say.
• 3:35
  Yeah, and mortgages, man,
• 3:39
  yeah,
• 3:39
  crazy,
• 3:40
  yeah. It's a
• 3:41
  fun market to be in right now. Yeah,
• 3:43
  it's definitely been interesting for certain. You know, shout out
• 3:47
  to all the ladies and gentlemen who've been doing it even prior
• 3:52
  to 2020 20 and 2021. But to the ones who are still in it, yeah.
• 3:59
  God bless you. And would you
• 4:00
  recommend it as a career path for people still?
• 4:03
  Oh, I have to get to know them a little bit first, but you know,
• 4:08
  and not knocking on the industry. It's just it's been a
• 4:10
  very challenging time, and just kind of rolling with the
• 4:14
  punches, man. My
• 4:15
  a good buddy of mine, he just got into it not too long ago,
• 4:18
  and it's it's it's a long sales cycle. Yep, you know
• 4:22
  that's it.
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  Not many people. I mean, there are people buying. I mean, is it
• 4:25
  are we kind of stagnant here in Middle Tennessee currently?
• 4:28
  No. Luckily, we're in a very insulated market. And with that
• 4:32
  being said, not just here in Middle Tennessee, we work with a
• 4:36
  lot of builders who do a lot of barndoes and bardominiums, and
• 4:39
  not just those, but the concentration is those, and even
• 4:43
  some modular. But East Tennessee is actually kind of blowing up
• 4:47
  too. That you get a lot more land than what you can get here
• 4:50
  locally. So we are insulated here in Middle Tennessee, and
• 4:55
  some of the other markets aren't faring quite as well. So
• 4:59
  now you. When you're at a networking event, how do you
• 5:02
  posture yourself? You someone know what what do you do? What
• 5:05
  do you say?
• 5:06
  You know, I I truly want to be. I am more interested in what
• 5:11
  other people do than than what I do. Now the the reptilian brain
• 5:15
  of mine side is really kind of figuring out, like, hey, you
• 5:20
  know, is this person a a friend or a threat? Not really, but
• 5:25
  truly trying to find out more about them than letting them
• 5:28
  know what I do. Because if if it's a good conversation, then I
• 5:33
  would hope they would set up one to the next one. You know,
• 5:37
  right?
• 5:37
  Yeah.
• 5:39
  Well, if when they ask you what you do? What do you say? What's
• 5:41
  your response?
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  You know, I tell them that I'm in the housing industry. While
• 5:46
  you know we can pretty much do all the do all the same things
• 5:50
  that you know, and I tell people clients just the same. We all do
• 5:55
  about 80 to 90% of the same thing. Right. So when people are
• 5:59
  like, "Oh, well, you know, I do mortgage. Hey, that's great. You
• 6:02
  know, a lot of us do, but ultimately, it's that last 10,
• 6:05
  20% that really makes a difference, Jim. To hey, you
• 6:09
  know, like tell me why why you're different or why I need
• 6:12
  to work with you. And generally, that's where you know, hey, what
• 6:16
  are you trying to do? Because and I let people know. I was
• 6:18
  like, hey, I might not have everything that you need, but
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  I'm really good at knowing who does. So that's where I set
• 6:26
  myself apart. And sometimes I'll say, "Hey, I'm a broker of
• 6:29
  brokers, meaning I probably may not have what you want or need,
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  but I know who does. Or even if it's something that we do have,
• 6:39
  that maybe it's just not the strongest product. I know who's
• 6:42
  got the best one, and that's generally speaking where I can
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  put them in the best situation that they never knew that they
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  would never know the difference if they're just talking to their
• 6:55
  local lender.
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  So a lot of so you're actually you have a lot of different
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  options at hand,
• 7:01
  right? So
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  you're a broker of brokers. Yeah, interesting. That's I. I
• 7:05
  didn't realize that was a thing in the mortgage industry. Yeah,
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  and that's just my own little you know title to it because
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  like ultimately it's really easy to be like, oh, you should call
• 7:14
  this guy. And no offense, you just gave somebody homework.
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  If
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  I can actually go, hey, you know, Jim, tell me what are you
• 7:21
  trying to do? Hey, Daniel, you know, like we're we're trying to
• 7:24
  expand this part of my one of my other businesses, and I I've
• 7:29
  heard an SBA loan might be what I need. Hey, that's great, and
• 7:33
  they're like, oh, do you do SBA loans? I was like, I do not. I
• 7:36
  go, but I actually know who I got three really good guys, two
• 7:41
  local and one in Texas, and let me tell you a little bit about
• 7:45
  them before I even cue up introduction. And then the
• 7:48
  biggest thing is making the introduction because it's really
• 7:51
  easy to oh yeah I should I should invite you or you know
• 7:55
  introduce you to this guy. It's another thing when you actually
• 7:57
  do
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  it, right?
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  And you know people they feel that and they're like, "Oh man,
• 8:01
  you know, like thanks for introducing. You're right, that
• 8:03
  guy Tom. He's a hoot, but he gave me what I needed. I'm like,
• 8:07
  awesome, you know. And what I do, the and not to sound like
• 8:12
  it's all for free, what I do is just remind them of, go, hey,
• 8:15
  the next time you have anything that has to do with finance or
• 8:19
  lending or investment, I was like, I would just ask that you
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  would you would call me and let me, you know, even if it's not
• 8:26
  something I do, let me be that introduction to somebody who
• 8:28
  can, you know,
• 8:29
  right? Yeah.
• 8:31
  What do you find to be one of the more common questions these
• 8:34
  days that people are asking?
• 8:35
  Yeah, it's the same one that we get every day. You know, where
• 8:38
  are rates? They're moving. Are you? And you know, basically,
• 8:43
  it's just kind of like, hey, you know, like, and that's the whole
• 8:46
  thing. Is it's not me being callous. It's the fact that it's
• 8:49
  like, hey, unless you're actively looking in the market,
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  or unless you're you're getting ready to put an offer in on
• 8:55
  something, and even then, you know, like you could literally,
• 8:58
  you know, you could wait two to four weeks before you even had a
• 9:03
  lock alone. So the the market moves used to be bond market was
• 9:07
  boring and predictable. I could look at a rate sheet on a
• 9:11
  Tuesday and on a Thursday it pretty much if it did change you
• 9:15
  couldn't tell unless you you look at the progress from
• 9:17
  Tuesday to Thursday. Now it's one of those things where like
• 9:20
  hey we we've got some activity in the market. It's looking
• 9:24
  good. I I think that it would be good for us to lock in now. But
• 9:28
  I still always give them it's their their button to push. And
• 9:32
  here's why I think that right now might be a better time to go
• 9:36
  ahead and unlock your loan now, opposed to a week from now, two
• 9:40
  weeks from now, so it's a moving target.
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  downtown Spring Hill. Do we even have a downtown in Spring Hill?
• 11:10
  It's always now is always a good time. I always hear that.
• 11:12
  Yeah, yeah.
• 11:13
  Mortgage people in real estate.
• 11:14
  Oh yeah, yeah. Let's
• 11:15
  do it now.
• 11:15
  Oh, you know, realtors hate me because like sometimes when you
• 11:20
  know we actually get. It's usually my client that I'm
• 11:23
  referring to them, but every now and again, they're like, "Hey,
• 11:26
  man! They're like, "You know, they've they've decided to put
• 11:30
  things on pause, and you know, what's that about? And I was
• 11:33
  like, "Well, you know, they they said that their budget was here,
• 11:36
  and then you know they were happy here, and they're able to
• 11:39
  manage it here, and then you start showing them houses that
• 11:42
  were priced up here, you know. And you know the the difference
• 11:45
  between that short, you know, the long fall really was quite a
• 11:49
  bit different. And you know, while I love rice and beans, not
• 11:53
  everybody else would like rice and beans every single day of
• 11:55
  the week to to not be mortgage poor. Well, you got a lot
• 11:59
  of people who you know you see it on Facebook a lot, and
• 12:05
  they'll come into the market and say, "Well, I'm looking for a
• 12:07
  home with five bedrooms. You know, 3000 square feet has to be
• 12:13
  in Franklin, and we only want to spend about $1,800 a month. And
• 12:17
  it's like, "Well, how much you putting down? You know, which is
• 12:21
  the car business is what we'd call that champagne on a beer
• 12:25
  budget. Oh yeah, those type of dreams. Oh no no no, and you'd
• 12:28
  have a lot of people that you know, and then they could start
• 12:31
  getting flamed in the comments and stuff like that. But the
• 12:34
  realism and it's like I don't even think you can get that in
• 12:38
  Tennessee anymore.
• 12:39
  No, you know, and and if you did, I don't know if you'd want
• 12:42
  to live there. You know, and and that's it. And you know, I will
• 12:47
  say I put this on our industry is that it's up to us to really
• 12:51
  educate our our buyers, and sometimes even even our realtors
• 12:56
  as to you know, hey, they might have told you what they told you
• 13:01
  when you guys were doing your your discovery, you know,
• 13:03
  conversation or your you know interview, whatever you want to
• 13:07
  call it. When we actually looked under the hood, it looks a
• 13:11
  little bit different, and that's okay. You know, like it's not
• 13:14
  terminal; it's just a matter of things have changed a little
• 13:17
  bit. And once they actually saw what what the monthly mortgage
• 13:20
  price tag look like versus what they were hoping for. I was
• 13:24
  like, it's a bit different, and that's okay. Now, are you able
• 13:28
  to kind of pivot and show them more of what's in their price
• 13:32
  range, and that's it?
• 13:33
  What's the going like? What's the threshold between? Okay,
• 13:37
  this is what you're where you're comfortable and approved in a
• 13:39
  mortgage, but you know, hey, you got a little bit of champagne on
• 13:43
  a you know decent IPA budget, right? You know, what's the the
• 13:50
  difference between like, hey, here's the upper part that
• 13:53
  you're approved on, but you know, the house that you want is
• 13:57
  about 30, $40,000 more. Is that a doable thing? I mean, I can
• 14:01
  you go to the realtor and be like, hey, it might be worth to
• 14:03
  ask them if they'll come down midway. I might be able to bump
• 14:06
  a little bit. Is that does that happen?
• 14:08
  Yeah, yeah. No, that's a really good question because, like,
• 14:11
  what you know during my conversation, and it's not just
• 14:15
  in that initial conversation. It's as a reminder and says,
• 14:18
  hey, you know, Jim, when we first had our discovery call, or
• 14:23
  you know, our sit down, what have you, you told me that your
• 14:27
  ideal payment was at about 2200, and you said your max payment
• 14:31
  was at about 2800. How does that still resonate with y'all? Now
• 14:36
  that's everything all in. That's taxes, insurance, HOA fees,
• 14:39
  everything that's out the door. That's what's coming out of your
• 14:42
  bank account. Is that still holding true? Or now that we've
• 14:45
  actually had a chance to look at all the numbers, and now you
• 14:48
  know, there's also the the emotional attachment to that
• 14:51
  house that you've you've been looking at. How does that
• 14:54
  resonate with you now? And then you know, sometimes they're
• 14:57
  like, well, you know, we we had a really long. Talk and now we
• 15:01
  we can actually probably bump up to like 3000. Okay, you know,
• 15:04
  like that's tippy top though, you right? So then also just
• 15:08
  laying you know laying that with the realtor as well, just
• 15:11
  saying, hey, I'm not you know I don't want I don't want to be
• 15:15
  you you know like I have faith in you to do what you're
• 15:18
  supposed to do, but this is where their their heads really
• 15:21
  at, I was like, I just want to kind of arm you with that, so
• 15:23
  that if they want to go look at a house that's way out of their
• 15:27
  budget, you can go, well, you put it on me. I was like, hey,
• 15:29
  you know, Daniel had said that you guys were comfortable at
• 15:32
  this, and then that was kind of like your, you know, this was
• 15:36
  your tippy top, and this is definitely out of out of the
• 15:38
  tippy top. They're like, no, you're right, you're right. You
• 15:40
  know, that's why we hired you, and that's it.
• 15:44
  It's funny when we first bought our house in Vegas. I don't know
• 15:46
  if I told you this story, but the real estate agent who we
• 15:50
  loved when we started seriously looking, we did the pre qual and
• 15:55
  all that stuff. She showed us all the quote used houses that
• 16:00
  we could afford, and both Courtney and I were like, "Oh
• 16:02
  hell no! He was just putting us in like you know the barrio and
• 16:05
  stuff like that. Yeah, and I guess because of new
• 16:08
  construction, it was almost similar to the car business. The
• 16:10
  used cars were yeah, they were better deal, but you you know
• 16:14
  you never knew what you were buying, and if it wasn't
• 16:16
  warranting and stuff like that, the new cars always came with
• 16:18
  all the dealer incentives and manufacturer incentives and all
• 16:21
  you know all those things. Similar with new home
• 16:23
  construction. So that was our first home because all of a
• 16:27
  sudden she's like, "Well, here's what you're actually qualified
• 16:32
  for if you were to buy quote used. But let's go look at these
• 16:35
  new homes I picked out and blah blah blah. And she showed us
• 16:37
  like a middle of the road home, and I'm going, "Oh, this is much
• 16:39
  better. You know, if we could do this, she's like, "Oh yeah,
• 16:43
  yeah,
• 16:43
  okay,
• 16:44
  yeah.
• 16:44
  When do we start here before?
• 16:45
  Yeah,
• 16:46
  you know,
• 16:46
  yeah. And you know what? Like, I appreciate the fact that she
• 16:49
  actually gave you the runway to sit there and go, "Hey, you know
• 16:52
  what? I don't want to be pigeonholed or pushed into just
• 16:55
  looking at new construction, what have you, or whatever it
• 16:58
  might be, or even entertaining a different neighborhood. And
• 17:02
  honestly, Jim. Like now, me and my team, we focus more so on new
• 17:08
  construction. Like I said, barn dominiums, barndoors, even
• 17:11
  modular builds. Jim, some of these modular builds, they're
• 17:14
  crazy. They're like 4000 square feet, and unless somebody told
• 17:18
  you what to look for, versus now not to be confused with
• 17:23
  manufactured modular is in its class by itself. It's still a
• 17:26
  stick-built home. It's just built off-site and then it's
• 17:30
  brought in and and seamed together and it's on a permanent
• 17:34
  foundation. Same thing with the barndominiums and the barndo's.
• 17:38
  You know a lot of it's prefabbed, not all of it, but
• 17:41
  you know, a lot of it on the Barndo's Bardominiums, you know,
• 17:43
  the trusts, what have you, and they bring them in. It's
• 17:46
  amazing, but the whole thing is, is that there's been about six
• 17:50
  or seven times in the last, I don't know, it's called not even
• 17:55
  a full three years, 30 months that it's actually been more
• 17:58
  affordable to buy brand new or you know have one built than it
• 18:02
  was to buy an existing because just call for what it is. The
• 18:06
  homeowners that are selling now they need to get every dime that
• 18:10
  they can out of the home because that lets them level up or get
• 18:14
  to the next stop, right?
• 18:15
  Yeah.
• 18:15
  So with a with a new new construction, the builder's
• 18:19
  like, I'll build it for this, and you know, after the land and
• 18:23
  and all the other things that go into building a new build,
• 18:25
  they're like, this is actually, if I'm right, this is actually
• 18:30
  more affordable than me buying, you know, that same amount
• 18:33
  that's existing. That's about right, you know. Not everybody
• 18:36
  wants to wait though, right? You know, some people there's like,
• 18:39
  I got to go now, you know, and other times it's like, no, we
• 18:42
  got some time. We can figure it out.
• 18:44
  Well, and that's the thing is that one of the models,
• 18:46
  especially with the middle class and now the upcoming generation
• 18:50
  wondering how they're they're going to buy a house or live
• 18:53
  near their family. One of the solutions that I've been kind of
• 18:57
  toying around with was like what you're talking about, building a
• 19:00
  barn,
• 19:01
  yep,
• 19:02
  and like it's almost like the single guy, or dare I say, the
• 19:06
  divorced dad, new solution instead of renting the
• 19:09
  apartment, find a couple acres cheap,
• 19:12
  yep,
• 19:13
  put a barn on it, and put a fifth wheel inside of it. Yeah,
• 19:16
  you know I mean that's those things are nice,
• 19:18
  yeah, yeah,
• 19:18
  it's protected.
• 19:19
  Oh, some of these builds, especially on the you know, and
• 19:24
  I think the misconception is everyone they they think that
• 19:27
  like oh you know like I don't want to live in a barn is like
• 19:30
  well you know the outside and some of them these are really
• 19:33
  sharp yeah exactly you know there's a a lot of amazing
• 19:36
  builders throughout Middle Tennessee that everybody's
• 19:39
  familiar with and you know, and you know, while they might be
• 19:43
  considered more medium to large builders, is that even the small
• 19:47
  to medium builders, those guys they put amazing work out. And a
• 19:51
  2500
• 19:52
  square foot barn, it's 50 grand.
• 19:54
  Yeah, it's
• 19:56
  not with with a pad. You know, all you do is run electric. You
• 20:00
  know, water and and sewer to it. Yeah,
• 20:03
  and a lot of them are sometimes better insulated than what you
• 20:07
  can get out of like the cookie cutter homes. You know, if you
• 20:10
  got a custom builder, you got a custom builder. You know, and
• 20:13
  some of them they they just put the label in a custom builder.
• 20:15
  And I'm not knocking you know anybody. It's just the fact that
• 20:18
  across the nation, this isn't you know taking Middle Tennessee
• 20:21
  out of the equation just across the nation, there are you know
• 20:25
  some builders that yeah man they're they're not wanting to
• 20:28
  be the large you know builder they're very happy where they're
• 20:32
  at and they're doing very well. But that's
• 20:34
  the thing is that you know we bought a property a couple years
• 20:37
  back, just shy of five. It was 10 acres. Still have we're
• 20:41
  trying we're trying to sell it. About 10 and a half acres has a
• 20:45
  creek running through it. That's a big piece of property. You
• 20:49
  know, you don't need to go that big. But I would imagine that
• 20:52
  one or two acres around here was that going for about 200, 250,
• 20:56
  something like that.
• 20:58
  Yeah, but I
• 20:59
  mean, $50,000. Maybe once all said and done, electric and
• 21:03
  everything. Electric, you're not looking. You can literally have
• 21:05
  a a service panel put in, and you need to plug in a fifth
• 21:09
  wheel,
• 21:10
  right?
• 21:10
  And then water, all those things. You just need a spigot
• 21:14
  to plug it in, right? All those things can be built off of later
• 21:18
  down the road, you know. But at least you have a decent place to
• 21:21
  live. Fifth wheel goes for maybe I don't know 80 grand,
• 21:25
  right? A decent one for a nice one, yeah, yeah,
• 21:28
  yeah, dude. You're only but you're probably about 350 at
• 21:30
  that point.
• 21:31
  Oh yeah, right. Yeah, and it's funny that you say that because
• 21:35
  we've had a lot of customers over the years that they've
• 21:38
  they've done just that. They've which is ironic because there
• 21:41
  are some people that are, you know, and from outside looking
• 21:45
  in, they're like, "Oh, this person's out of their element. I
• 21:47
  was like, "You know, I was like, you don't give people, you know,
• 21:51
  overall enough credit because sometimes when you're when
• 21:54
  you're put into a situation, you're either gonna sink or
• 21:57
  swim, right? So some of these folks that you know come from
• 22:01
  states all around the nation that they come. They come from
• 22:05
  the suburbs, or they even come from the city, and now they're
• 22:08
  living in a fifth wheel while their house is being built, or
• 22:11
  you know, they're they're even living in a small ADU that has
• 22:15
  power, electric, water going to it. You know what I'm saying?
• 22:18
  And um, and they're perfectly fine. You know they they adapt
• 22:21
  very quickly, and which I think is awesome. You know,
• 22:24
  what can they do? I guess can you put a mortgage up against
• 22:27
  something like that? I mean, it's a depreciating asset
• 22:30
  on the ADU or the fifth wheel. Fifth wheel. No, so you know the
• 22:33
  fifth wheel is going to be like your personal right. But the
• 22:36
  whole thing is, it's like you know, if you do,
• 22:38
  you can finance them over 15 years anyway. Yeah, exactly. You
• 22:41
  know, so you basically take out a loan with the dealership,
• 22:43
  yeah, and then you know the barn, the barn, you could do put
• 22:46
  in a mortgage, right, with the land, and then there you go.
• 22:49
  Yeah, exactly. So, and one thing that you know, and it's not just
• 22:53
  if you're working with if you're working with anybody, you know,
• 22:56
  little pro tip: if you have the opportunity to buy the land
• 22:59
  before you actually go to try to do it all at once, find where
• 23:04
  you want to live first, buy the land, and then and then over
• 23:08
  whether it's months or years, then you know little by little,
• 23:12
  and especially if you already own a home and you've you've got
• 23:15
  a place, but you want to you want to maybe relocate to
• 23:19
  Lawrenceburg, Lewisburg, Coleoka, wherever it is that you
• 23:22
  want to push out further past the suburban sprawl, then buy
• 23:26
  the land because the land can actually, you know, not just us,
• 23:31
  but there's a lot of great lenders out there that allow you
• 23:33
  to use the equity in that land as your down payment toward the
• 23:36
  toward the construction loan, the one-time close, the two-time
• 23:39
  close. So you know, do yourself a favor instead of going. Well,
• 23:43
  we're not ready to bill yet, but I love that piece of land. Buy
• 23:45
  that piece of land.
• 23:46
  You doing commercial too?
• 23:48
  Yeah. We once again, you know, like some of the stuff that,
• 23:52
  like, hey, I could do this commercial loan for you, but I
• 23:55
  know somebody who's going to give you knock your socks off,
• 23:58
  and here's how they're here is how they help you, and I know
• 24:01
  this from experience because I, I send a lot of my clients,
• 24:04
  especially on the commercial side, to them, and and that's
• 24:07
  it, man. You know, like the without you know me trying to
• 24:12
  remember everything about what my referral partner does really
• 24:15
  well, I give them the bullet points and I go, hey, and it's
• 24:18
  no skin off my back if all of a sudden, you decide to go in a
• 24:21
  different route. But I know that he's always taking care of my
• 24:23
  people. Do
• 24:24
  you think the general public is distrusting of people in real
• 24:27
  estate business?
• 24:28
  You know, I think that you know with the with the introduction
• 24:33
  of like chat and everything else, people they're they're
• 24:37
  finding a lot more answers if they're asking in the right way,
• 24:42
  so really at the end of the day, if it's a trust thing, that's on
• 24:46
  that's really on them because there are some people out there
• 24:49
  that honestly they, I mean, heck, I still count my money
• 24:52
  when I get it out the ATM, but at the end of the day, like
• 24:55
  there are people who are always just going to have that in them,
• 24:58
  and you know, and I'm. Knocking those people, they probably have
• 25:01
  good reason to to be on guard. You know, you get burned a
• 25:05
  couple times, and it teaches you. This
• 25:08
  whole construction process we've been through, yeah, because we
• 25:11
  were going to move our business into that property, and we
• 25:14
  wanted to build a commercial building at first, but it was a
• 25:16
  little too rich for our blood. Right, and then we decided to
• 25:18
  build a house, and we could move into the house and do what we do
• 25:21
  here, yeah. But own the property, but it's probably
• 25:24
  better for us to just flip it and keep on moving forward that
• 25:27
  way. So it's one of those things that it's kind of like, all
• 25:29
  right, you know, that's interesting, but the the
• 25:34
  experience was eye opening. Like a lot of the stuff that we did,
• 25:38
  we wouldn't do again, right? You know, especially I mean, the
• 25:41
  banker's just been-he's only communicative when you know you
• 25:44
  got to pay him. You know, hey, you're you're need to make your
• 25:47
  payment. Yeah,
• 25:48
  and you know you
• 25:49
  try and solve problems, and well, I'm-you know-we have a
• 25:54
  this week. We're out, okay. What for? What you know? Right,
• 25:58
  ground groundhog foot day.
• 26:00
  Yeah,
• 26:01
  and then you take the entire week off,
• 26:02
  right? I mean, that's
• 26:03
  literally some of the, well, not that particular instance, but
• 26:07
  it's been one of those things where it's like, dude, this is,
• 26:10
  I would never hire you again. This is awful,
• 26:12
  Jim. Honestly, the and and this is to the ones who have been in
• 26:17
  this game for a long time, or have you know they really have
• 26:21
  built their business in in the housing industry? But here's the
• 26:25
  thing: it's not just the housing industry. This should equate to
• 26:28
  any industry. Communication is key, and that's it, man. Like
• 26:32
  even if you got nothing to say, hey, I was just calling to let
• 26:35
  you know that everything's all good to go. Like, is everything
• 26:38
  all right? It's like, yeah, actually, nothing's really
• 26:41
  changed, but I just wanted to check in with you. How is
• 26:43
  everything? Are you all right? And and sometimes you'll find
• 26:45
  out something that actually helps you do your job better.
• 26:48
  Like yeah, because you know what, we really got to kind of
• 26:50
  get this build done, or really need this to close quickly
• 26:54
  because I got my mother in law coming. You know, she's coming
• 26:57
  quickly. You know, she's coming to live with us. I was like,
• 27:00
  okay, good to know. So they're already under stress, right?
• 27:03
  Dealing with that that you didn't know about, and just
• 27:05
  those little things, man. If you'll listen more than you're
• 27:08
  talking, you'll pick up on a lot more stuff,
• 27:11
  especially on the front end. Yeah, because apparently there's
• 27:15
  this program that they use called Built. Yep, you're aware
• 27:18
  of it. Yep, it's a freaking nightmare. Yeah. Okay. The we
• 27:23
  went into it saying, okay, if we provide the upfront cost for
• 27:26
  materials, we buy flooring, we buy electrical, all the
• 27:30
  different things. We just submit a receipt and we get reimbursed.
• 27:33
  Oh yeah. Nope. Yeah. Well, you know, the inspector would come
• 27:37
  by. Well, it's not installed yet. Well, that's not what was
• 27:40
  told to us. Right. Here's the receipt. We bought it. The
• 27:42
  product's right there. Right. I understand why you're doing
• 27:45
  this. That people in the past have made it harder for people
• 27:49
  like us because they get a construction loan and all of a
• 27:52
  sudden they're buying brand new trucks. Right. I get it, but
• 27:55
  dude, yeah, our guy said that once we show you a receipt, we
• 28:00
  should be get no. Well, it's got to be installed first. Okay, so
• 28:02
  we got to come out of pocket even more.
• 28:04
  Yeah.
• 28:04
  What do we need you for?
• 28:06
  Right.
• 28:07
  What do we do? What are we doing here? Yeah. It's literally it
• 28:09
  was that aggravating.
• 28:10
  Yeah. And it's
• 28:11
  almost like to the point where they strategically do it, so
• 28:13
  they have their boot on your neck. Right. That's what I feel
• 28:15
  like. Yeah.
• 28:16
  You're beholden to them. You know. Yeah. And that's the whole
• 28:20
  thing. It's like you know, I'm and don't get me wrong. I'm not
• 28:25
  Terminator Two esque about AI and technology and what have
• 28:29
  you. But like, here's the thing: use it as a tool, but don't let
• 28:32
  that be the own the only voice for your company or your team or
• 28:36
  your group to, especially to your client. Oh, you should have
• 28:38
  got an automated email. I was like, you know what? I was like,
• 28:41
  hey, just so you know, you're about to get some automated
• 28:44
  emails. I go, but that doesn't mean that that's our only source
• 28:47
  of communication. Please, by all means, you call or text me if
• 28:51
  you have any questions, and that's it. And every time that I
• 28:54
  end the call with that, they're very appreciative. But that's
• 28:57
  the whole thing, you know. Good news, great. Bad news needs to
• 29:00
  travel quicker. It was like, hey, we we hit a little bit of a
• 29:04
  wrinkle. Here's what happened: the appraisal came in low, or
• 29:07
  hey, heard that you know there's a couple subject two items on
• 29:11
  your appraisal, or whatever it might be. You need to you know
• 29:15
  figure out first figure out a plan on what is possible on our
• 29:19
  end, you know, and then you need to communicate that, hey, this
• 29:22
  came up, but we're already doing these things to to try to get
• 29:26
  over it. Okay, and and that's it. I think that too many people
• 29:30
  they they turtle up right and they just go, oh man, they're
• 29:34
  gonna be so pissed. I was like, how pissed do you think they're
• 29:36
  gonna be if you sit on this for three days, three weeks? I've
• 29:40
  heard some horror stories, and I was like, "Can't get the guy
• 29:43
  back on the line. Yeah, you know, we're we're supposed to
• 29:45
  close in a week, and I haven't heard anything. I was like,
• 29:49
  "What? You know, yeah, it's sad. It's
• 29:52
  time. Yeah, so they're getting you know,
• 29:55
  yeah,
• 29:56
  they're living their best life.
• 29:57
  Yeah, yeah, yeah. And back to the. You know, I agree with you
• 30:01
  on the on the fact that like people are like, oh well, you
• 30:03
  know, it's you know it's calf's packed day, so we're taking a
• 30:08
  half day. I was like, well, you know what? I don't know about
• 30:11
  most other salespeople, no matter what you sell, but you're
• 30:14
  never really off, and and that's it. You know, I was like, if all
• 30:18
  of a sudden you're in line and somebody has a question about
• 30:21
  what your craft is. I was like, take the moment. You know, you
• 30:24
  might have just made a sale.
• 30:26
  How long you been doing this?
• 30:27
  Oh man, almost a decade.
• 30:29
  Almost a decade. Yeah. So starting out in a decade, when
• 30:32
  somebody begins, what's a realistic expectation? How many
• 30:36
  deals in the first year?
• 30:38
  Oh, you know, it's it's really it's really on you, man. And oh,
• 30:43
  sure it is. Yeah, it's
• 30:44
  typical.
• 30:45
  Yeah, you know, like I'd say if you can, it's starting out. If
• 30:49
  you can at least get a couple under your belt a month, you're
• 30:54
  you're doing okay. But you know, if you can get a handful a
• 30:58
  month, I think you would be all right. You know, saying like,
• 31:01
  and you just got to keep that. And the biggest thing is, and I
• 31:05
  had a hard time with this in the beginning. I'm just being
• 31:07
  honest. Track, track everything. Track how many calls you made.
• 31:11
  Track how many people you reached out to, who you got a
• 31:13
  hold of, and then the people who even showed a little bit of
• 31:17
  interest, you need to circle back with them. And even the
• 31:19
  ones that, hey, you know what? We're we're not in a position to
• 31:22
  buy. Then you just put them into a drip campaign, and because you
• 31:25
  never know, you know, like if you'll take care of them, like
• 31:28
  the ones who are the the the big deals to you, and you treat
• 31:33
  everybody the same, like they're everybody's a big deal, then all
• 31:37
  they'll feel that, and all of a sudden the guy who's got the 550
• 31:41
  credit score. His brother in law has an 800, and he's moving here
• 31:46
  from Texas, and he needs to buy land and a home. You know,
• 31:50
  what is the what's what's like a typical amount of deals per
• 31:55
  month? Like, what are you doing?
• 31:57
  Well, ours is a our team. We do, and I guess it's a little bit
• 32:04
  easier to go. I guess off of off $1 amount. You know what I'm
• 32:08
  saying? Like I think last month we closed around 8 million, and
• 32:13
  but because of the loan amounts, you know, it fluctuates, right?
• 32:17
  You could do I could do a 400,000, you know, smaller
• 32:21
  modular build, and then same type of modular build, but it's
• 32:25
  sitting on 40 acres, and now that deal is now double almost.
• 32:30
  You know, maybe it's like 900,000, and then on the
• 32:34
  barnaminiums, it's the same thing. You know, like when you
• 32:37
  start factoring the house, sure, that that's easy to go like
• 32:40
  we're gonna build for this much, but the land you incorporate
• 32:45
  that in as well. That's an extra wrinkle. But back in the day,
• 32:48
  you know, like I would say, you know, I was shooting for a
• 32:52
  handful of deals, you know, like and if you could at least make
• 32:55
  that your baseline, and hey, we're gonna close a handful of
• 32:58
  deals every single month, then you'll do well, and you need to
• 33:02
  just keep doubling, doubling, doubling. You know,
• 33:05
  you mentioned making calls and stuff like that. I mean, are you
• 33:10
  depending on real estate agents to bring your business? Because
• 33:12
  it's what a lot of mortgage people do. But going in the
• 33:15
  direct route to the end user is kind of unconventional. So, do
• 33:20
  you make cold calls, and if you do, what does that sound like?
• 33:24
  What kind of a cold call is that?
• 33:26
  So, and this is probably going to be unpopper opinion, but I'm
• 33:32
  I I'm not a cold caller. And you know, here's the thing: I've got
• 33:37
  any one of you. If you literally, if you'll scroll to
• 33:40
  the very bottom of your, at least on iPhone users, sorry
• 33:44
  Android, but you know if you scroll to the bottom of your
• 33:46
  contact list, it'll tell you how many contacts are in your phone,
• 33:50
  and most of us are sitting at least a couple 100 people that
• 33:54
  are in your phone, and here's the thing: you don't need to
• 33:57
  call them up and go, "Hey, you're looking to buy a house
• 33:59
  anytime soon? Looking to refinance, looking for some
• 34:02
  land. If you'll just sit there and remind them what you do,
• 34:06
  it's everything. You know, every time I think about podcasts, my
• 34:09
  friend Jim McCarthy. Oh, voiceover work, my friend Jim
• 34:12
  McCarthy. Oh, you want to make a podcast, Jim McCarthy? It's that
• 34:17
  top of mind that every time I hear your voice or I hear a
• 34:20
  voice that's even remotely near your voice. I'm like, Jim, you
• 34:23
  know, like, and that's it. You know, I I had the pleasure and
• 34:26
  opportunity to, you know, it would never fill the shoes at at
• 34:31
  your BNI group, but the fact that I was there on your behalf,
• 34:35
  it was like I was a celebrity. It was the fact that I'm like,
• 34:37
  oh, you're you're here for Jim? Awesome. All right, cool. I was
• 34:40
  like, yeah. I was like, it's good. I'm the Hispanic version.
• 34:42
  It's good, but it's good. You know, ultimately, and the whole
• 34:47
  thing is is that back to the cold calling. I don't knock it.
• 34:51
  It's just I'm not, and I don't even get upset when people cold
• 34:55
  call me, which is funny. You think I'd be like lose my
• 34:58
  number, and I'm just kind of like. Hey man, I get it. You're
• 35:00
  just trying to make a sale. I was like, I'm, I'm really, I'm
• 35:04
  not quite to the AARP age, but thank you for calling early.
• 35:07
  Yeah, that
• 35:08
  that seems to be getting earlier and earlier. Yeah,
• 35:10
  yeah, yeah. So that's it, man. Don't worry
• 35:12
  about that. Yeah,
• 35:13
  but yeah, just if you'll just let people know what you do and
• 35:18
  what you do really well, it it all kind of takes care of
• 35:20
  itself.
• 35:21
  Well, I'm not. I'm not really in a commoditized industry. This is
• 35:24
  this is a specialized industry. So it's almost like if you work
• 35:27
  in the music business, someone asks you, "Hey, what do you do?
• 35:30
  And you go, "Oh, I'm in the music business. That alone,
• 35:33
  instinct, like it, it leads to another. Oh, really? What do you
• 35:36
  do? You know. So those people who are in the music business
• 35:39
  have that luxury. When you're in a commoditized industry like
• 35:43
  what we talked about earlier, you got to come out of the gate
• 35:46
  like you know I help people fund their you know dream homes or
• 35:50
  whatever,
• 35:50
  right?
• 35:51
  And I believe that everybody should have a reasonable way to
• 35:56
  reasonably pay for the domicile where they live or whatever you
• 35:59
  say. Yeah, it's it's tough to say. Well, I do it with
• 36:04
  integrity, or I do it honestly. It's like you, I've been on this
• 36:07
  really big kick lately with people who call themselves
• 36:12
  leaders. Like, well, I'm a leader. Well, I don't think you
• 36:15
  can really say that about yourself. You know, other
• 36:19
  people. We're the number one whatever band in the country,
• 36:24
  according to who? I mean, you know, goes back to my radio day.
• 36:28
  We're the number one radio station, yeah. According to
• 36:31
  women 3554 in this particular time slot, but okay, you know,
• 36:36
  it's all these these claims where you got to be able to to
• 36:41
  to validate the the magnitude of the claim, right? And it's like
• 36:46
  I'm going on a tangent here. This is what we do. No, I filled
• 36:49
  this though. Please, you know, listen. My daughter this morning
• 36:53
  was asking me at school, or she was telling me at school that
• 36:56
  they were going through who's a good and bad leader throughout
• 37:00
  history and stuff like that, and I said, "Did they define what
• 37:03
  that means? She goes, "Yeah, we had to define what we thought it
• 37:06
  meant. And I said, "Do you want to know what I mean? I think.
• 37:11
  She goes, "Yeah, of course. I said, "Listen, a good leader or
• 37:14
  a bad leader is someone who says go, and they're sitting there
• 37:17
  like they're cracking the whip, so to speak. A good leader is
• 37:20
  someone who's saying let's go, and they're with you. Okay, a
• 37:24
  good leader is going to have people who will take a bullet
• 37:27
  for him. A bad leader is going to be one who gets killed in
• 37:30
  friendly fire.
• 37:31
  Yeah,
• 37:32
  you know. And I learned that in the car business. I learned in
• 37:35
  the radio.
• 37:36
  Yeah,
• 37:36
  I said you know I had a boss in radio the first go around. It
• 37:39
  was great. He was a mentor. The guy who followed him was kind of
• 37:42
  like,
• 37:43
  right.
• 37:44
  So I went to Vegas. Guy who hired me was a great leader,
• 37:47
  great, very inspiring. But still talk to him today. The guy that
• 37:53
  followed him basically said, you know, y'all are here to make me
• 37:56
  look good, and I'm like, the hell we are.
• 37:58
  Right.
• 37:58
  And I was gone within a year or so.
• 38:00
  Yep.
• 38:00
  And then I got hired here, and I've had really good leaders
• 38:04
  where I worked here, and didn't have that juxtaposition. Got
• 38:07
  into the car business, worked for Steve Brink over at Crest
• 38:10
  Honda, and he he was a great leader. But he was one of those
• 38:14
  guys that you know he would come in and start with the detail
• 38:18
  guys and the porters. Hey, how you guys? Shake their hands,
• 38:20
  look in their in their eyes, making sure they feel valued.
• 38:23
  And he worked through the service department and all
• 38:25
  through the sales floor and the F and I people and get to his
• 38:28
  office. And I mean, dude, the freaking place could be burning
• 38:31
  down.
• 38:31
  Yeah,
• 38:32
  and he would come out of the office with a big old smile on
• 38:34
  his face. He's just like, I have to shield you guys from the
• 38:37
  crap.
• 38:37
  That's it.
• 38:38
  Okay, that I have to deal with.
• 38:39
  Yep,
• 38:40
  and I don't get to take that out on you. He was a great leader.
• 38:42
  Yeah,
• 38:44
  and that wasn't something he proclaimed about himself. That
• 38:47
  was a mantle given to him by the people who followed him.
• 38:49
  That's right.
• 38:50
  Okay, it drives me nuts. Well, as leaders, you know, you see it
• 38:55
  on LinkedIn and all the time. Right. Okay. Who who who made
• 38:57
  you a leader?
• 38:58
  Right. You know, I'm a leader in my industry. I was like, "Are
• 39:01
  you? I was like, "You know what? Because you know, when you start
• 39:04
  talking about metrics and what have you, and once again, it's
• 39:07
  like it's it's up to each person's discretion. But I agree
• 39:12
  with you on the fact that it's like a true leader really is not
• 39:15
  proclaiming that of themselves. They're sitting there, they're
• 39:18
  leading by example, and they're saying, "Hey, you know, like I
• 39:22
  love the the fact that you know the detail guys and the porters.
• 39:25
  It's like, hey, you know, it's not just hey, I want to make
• 39:29
  sure that everyone knows I'm friendly with them. It's like,
• 39:30
  no, it's like you have value, you have value. The I'm
• 39:34
  acknowledging
• 39:34
  you. Yeah,
• 39:35
  hey, I I need the janitor to do their job because if our lobby
• 39:39
  looks like crap, nobody wants to sit here and wait while their
• 39:42
  car is getting repaired, you know. And it's those little
• 39:44
  details like that. And I'm horrible at quotes, but
• 39:49
  basically, I forget who even asked the dude. But basically,
• 39:53
  somebody asks a janitor at NASA and goes, "Hey, you know, like
• 39:59
  what?" What do you do here? He's like, "Oh, we're working to put
• 40:02
  a man on the moon, and I was like, "That's amazing, you know.
• 40:04
  I'm saying like, and clearly that was you know back in the
• 40:07
  day before they actually put the man that man on the moon. But
• 40:09
  the whole thing is, it's like, dude, that's what I'm talking
• 40:12
  about. It's like there are no small roles in in most
• 40:16
  companies, and this trickles down to it should really start
• 40:20
  with our family because you know I told my eight now nine year
• 40:24
  old and my 11 year old often I go hey I go check it out I was
• 40:29
  like you're not just our kids you're not just you know a young
• 40:32
  kid here at the house I was like you're part of this team I was
• 40:34
  like without you I can't we this household doesn't function I
• 40:38
  need you to take the dog out I need you to take the trash out.
• 40:41
  I need me to do all the things that your mom asked me to. But
• 40:45
  ultimately, at the end of the day, it's like we all have a
• 40:47
  role here, and you know nobody is more important than the other
• 40:50
  person, and that that means double for you guys because I
• 40:54
  need you guys to understand how important it is that you do
• 40:57
  what's asked of you, so that we can do what's asked of us. You
• 41:00
  know,
• 41:01
  you know it's funny. You ever been to a Bucky's? Yeah, yeah,
• 41:03
  yep. The signaling that they do is so interesting. I have this
• 41:08
  whole thing that I talk about called signaling. At any given
• 41:12
  time, we're signaling to other people. Yeah, you know, verbally
• 41:15
  or non-verbally. Yep. And it's a marketing thing as well. It goes
• 41:20
  back to the when when ID theft was really at an all time high.
• 41:26
  There was a company whose name I can't remember, which disproves
• 41:29
  my point. But either way, they had a an ad and a campaign that
• 41:34
  the owner of the company put his own social security number like
• 41:38
  in the ads on the sides of billboards, on the sides of box
• 41:41
  trucks driving around cities. That was how much he believed in
• 41:45
  his product and service. That go ahead and do what you need to
• 41:49
  do. And I I think two people might have tried to steal his
• 41:55
  identity and they were successful, but that was
• 41:56
  it. Yeah.
• 41:57
  So it's like, but him going out on that limb signaled this is
• 42:01
  how much confidence I have in this.
• 42:02
  Right.
• 42:03
  Yeah. Even I got a couple of black eyes because of it, but
• 42:05
  was quickly fixed and rectified. That's what you're buying
• 42:09
  into.
• 42:09
  So that's signaling. So you go to Bucky's. What do they have on
• 42:14
  the sidewalk? Little sign. You know that sign I'm talking
• 42:17
  about? Hey, this is what our positions pay.
• 42:21
  Oh yeah, yeah,
• 42:22
  yeah, dude.
• 42:23
  Yeah,
• 42:24
  yeah. You go in there, you have a good experience. Oh yeah,
• 42:27
  because they're hiring the cream of the crop.
• 42:29
  That's it.
• 42:30
  It's unbelievable.
• 42:31
  Yeah,
• 42:32
  people coming out of the woodwork to you know the new
• 42:34
  Murfreesboro location. Yeah, they're going to be covered up.
• 42:37
  Oh yeah, without an out.
• 42:38
  In and out, same thing. Yeah, yeah.
• 42:40
  You know, if if you'll take care of your people, and honestly,
• 42:44
  the the team that that I'm with now, you know, Bell Bank
• 42:47
  Mortgage, we the motto is happy employees, happy customers, and
• 42:51
  you're absolutely right because you know I haven't talked to a
• 42:54
  single person that's kind of like, eh, it's all right. You
• 42:57
  know, they're like, no, like this place, you know, and some
• 43:00
  of these guys are like myself. They've been in the industry for
• 43:03
  years, and you know we've bounced around, and it happens.
• 43:06
  But ultimately, at the end of the day, they're like, no, like.
• 43:08
  So I was like, all right. So how many years have you been here
• 43:10
  now? And some of them, they're like, five years, seven years,
• 43:13
  nine years, 10 years, 15 years. I'm like, wow, that's amazing.
• 43:17
  And but it really is that thing. It's like, hey, someone who
• 43:20
  feels valued will do more than someone who who does not, you
• 43:24
  know, and that goes right back to the family unit. You know, if
• 43:28
  you take stock in your spouse and you, you know, like, hey,
• 43:32
  you humble yourself and go, I I couldn't do this without you. I
• 43:35
  I know I couldn't do this without you, you know. And
• 43:37
  that's just me personally speaking, but to a lot of us,
• 43:41
  you know, even even to your kids, it's like, hey, man, it's
• 43:44
  like if you didn't do what I needed you to do, my life would
• 43:48
  be a lot harder. Well, thank you.
• 43:50
  Yeah,
• 43:50
  yeah, and and then especially when it comes to employees, it's
• 43:54
  like, I used to I used to shy away from this maybe 2526, years
• 44:01
  ago, and I stopped that, and I was working in a nightclub,
• 44:05
  which is bananas to begin with. But it was even in that you know
• 44:09
  kind of crazy atmosphere. The we had porters and we had bar
• 44:13
  backs, so it was porters, bar backs, bartenders, right? And
• 44:18
  you know the porters and the bar backs. It was always please and
• 44:22
  thank you. And I saw that some of the other bartenders wouldn't
• 44:25
  exactly reciprocate that same type of gesture. And I would
• 44:29
  just, and we would be all buddy buddy. And I go, hey man, I was
• 44:32
  like, you know, this dude makes a third of what we make. If you
• 44:37
  would just give him the common respect that they deserve to
• 44:40
  begin with, I go. I promise you that your ice will never go low.
• 44:43
  That's why you're always complaining, right? Because your
• 44:45
  ice is going low, and they're like, "Yeah. I was like, "Yeah.
• 44:47
  I was like, "It's because you're you're kind of a punk to him. I
• 44:50
  was like, "So you know, like you show him a little bit of
• 44:52
  respect, and I promise you, things will improve. Now, on the
• 44:55
  flip side, I'd also be like, "Hey, man, I get it. This guy's
• 44:58
  kind of a tool, but if you'll. You know, like if you'll give
• 45:01
  him the same type of attention that you give me, I think that
• 45:04
  there could be some extra money in it, and you know whatever
• 45:07
  that motivation is. But then both sides start coming up, and
• 45:10
  I was like, "Hey, look at this! Like we'll almost always get
• 45:13
  along. You know what I'm saying?
• 45:14
  It goes back to like what we talked about earlier:
• 45:17
  communication.
• 45:18
  Yeah,
• 45:18
  biggest crux of any business is lack of communication not
• 45:22
  enough, and it's you see it everywhere. Like what you're
• 45:25
  talking about, communicating even if you're a bar back, if
• 45:31
  you're a low man on the totem pole, and you don't like the way
• 45:34
  someone's treating you, then tactfully speak up.
• 45:38
  There you go,
• 45:38
  and let them know. Be like, hey man, you know, I did this in the
• 45:41
  car. I've told the story numerous times. Had a guy in the
• 45:44
  car business who basically postured to me, condescended to
• 45:48
  me, all that stuff. Yeah, and I said, "Look, I completely get
• 45:51
  it. Now, at that time, I was 37. You deal with a lot of new
• 45:56
  people. There's a revolving door. People, you're trying to
• 45:59
  discern who sees this as a career versus a job. Right now,
• 46:05
  I'm here because this has got to be a career. I've got a family,
• 46:07
  I've got a house, the insurance, all that stuff. I got a lot in
• 46:10
  the line. Okay, I appreciate you taking your time out and having
• 46:13
  the patience to show me how to do this. But then I got up on my
• 46:17
  fist on my hands and said, "But if you ever talk to me like that
• 46:20
  again, we're going to have problems. That's it. I am not 22
• 46:23
  years old. I'm not wet behind the years. I've had a couple of
• 46:26
  laps around the sun.
• 46:28
  Right. I
• 46:29
  said just take stock in that, and I'll show you that I'm a
• 46:32
  decent person to pour into. Does that make sense? And he was
• 46:36
  like, you know, one of these, and leaning back in his chair,
• 46:39
  and he's like, and we were great after that. Yeah. And I had to
• 46:41
  do that with somebody else in the in the dealership, and we
• 46:43
  were great after that as well. That's it. It's like, dude, you
• 46:46
  don't need to freaking talk people down. No, you know,
• 46:49
  especially in a in a business like a car dealership where they
• 46:53
  can just bounce and go up the street. I never understood the
• 46:56
  militaristic boot camp esque way of training people, like public
• 47:01
  embarrassment, dressing them down. Yeah, dude, they don't
• 47:04
  have to stick around. No, and all you're doing as a manager is
• 47:07
  shooting yourself in the foot. Yeah, because you gotta gotta
• 47:09
  hire again, train them. There's a lot of energy and effort and
• 47:12
  money that goes into that.
• 47:14
  Right,
• 47:15
  just treat them like a human being.
• 47:16
  Yeah, and the other part to that too is now you are starting to
• 47:21
  become known for being demeaning or what have you. As to where,
• 47:26
  like honestly, the the brokers that I was with prior to Thrive,
• 47:31
  they're amazing, man. And that's the whole thing. It's like, hey,
• 47:33
  you know, if there was ever anything that needed to be
• 47:36
  addressed, was the fact that it's like, hey guys, you know,
• 47:39
  like check it out. We we kind of we've seen a theme and we want
• 47:43
  to get ahead of it. And here's here's what's happening. Here's
• 47:47
  the issue with it. And here's what you know what we propose
• 47:51
  how we're going to fix it. What are your thoughts, right? And at
• 47:55
  least they made an open forum because ultimately at the end of
• 47:58
  the day, it's their brokerage. They could be like, well, we've
• 48:01
  taken that into consideration, and we're still going to do it
• 48:03
  the way that we're going to that we're saying. But that wasn't
• 48:06
  it. It was it was a matter of going, hey, you know, like just
• 48:09
  like any other family, your work family, there's not always just
• 48:13
  going to be sunshine, or even the fact that of course, yeah,
• 48:16
  we you you can't just stay in your lane and they stay in their
• 48:19
  lane, and hopefully you guys never see each other in the
• 48:21
  break room. No, why don't you get uncomfortable? And that's
• 48:25
  that's been my my word for this year has been uncomfortable. Get
• 48:30
  uncomfortable. Do the thing that you're you loathe or that you're
• 48:34
  scared of or fearful or you think that you're not good at.
• 48:38
  Do the thing and then still be bad at it, but
• 48:41
  do it,
• 48:41
  yeah. And don't let it whoop you, you know. And just be like,
• 48:44
  you know what? I'm gonna continue to do this bad, but I'm
• 48:46
  not gonna not do it, you know. So when it comes to
• 48:51
  communication and relationships, that's the other thing too. Get
• 48:54
  great at what you hate.
• 48:55
  Yeah, yeah.
• 48:56
  It's actually that's a. I tell my kids that all the time. It's
• 48:59
  like, well, I really don't like it. Well, whether you like don't
• 49:01
  like it, still needs to be done. Yeah, go do it.
• 49:03
  That's it.
• 49:04
  You know, and a lobster only grows when it gets uncomfortable
• 49:09
  in its shell. Yeah, break that shell
• 49:11
  off.
• 49:12
  They talk about American home ownership being quote the
• 49:15
  American dream,
• 49:16
  right?
• 49:16
  You know, and that was a concept developed by the real estate
• 49:20
  industry, or maybe hijacked, if you will.
• 49:24
  Yeah,
• 49:24
  is it still alive for a 25-year-old?
• 49:27
  It is, and you know, here's here's one thing that I will
• 49:31
  say, and you know, clearly, once again, maybe unproper opinion is
• 49:36
  the the fact that it's like it's always a great time to buy. It's
• 49:39
  like that's not true for everybody, you know. And and
• 49:42
  sometimes it's a mat it's a matter of timing for that
• 49:46
  person. It's not it's not about the market. The market's going
• 49:48
  to do what the market's going to do, but it's ultimately it's is
• 49:52
  it your time to buy? And and that's a that's the the more
• 49:56
  honest way of approaching it of just going, hey, you know. It
• 50:00
  still really is one of the best ways to build wealth. There
• 50:03
  still really is, you know, a way to set things up for not just
• 50:07
  your family but families to come. But you got to do it
• 50:10
  thoughtfully, and you can't jump in half baked and and not know
• 50:16
  what lies ahead, right? You know, because some people,
• 50:19
  especially people on my side of the equation. They only get you
• 50:23
  to the closing table, and then they're like, "All right, good
• 50:25
  luck. And you know, my thing is, is like, "Hey, let's let's
• 50:28
  really think thoughtfully for down the road, not just this
• 50:32
  transaction, but what does this set you up to do? You know, and
• 50:36
  you know, with that being said, it's still very much alive. It
• 50:40
  just it just looks different now, you know. I think the one
• 50:44
  thing that I've if I can you know if I can ruffle anybody's
• 50:48
  feathers or at least maybe hit them with a loving hammer is the
• 50:52
  fact that it's like hey, if it's your first house, it doesn't
• 50:56
  really shouldn't be your dream house because here's here's the
• 51:00
  one thing if you jump in, and it's not just about cost, but if
• 51:03
  you get everything that you wanted on that first go round,
• 51:07
  you won't appreciate the actual dream house. And you know, hey,
• 51:11
  start with a starter house, almost like practice, right? You
• 51:14
  know, like there's a reason why that firstborn, you know, like
• 51:19
  that firstborn kid, you know they get away with a little bit
• 51:23
  more. It's because they had more things happen to them. Because
• 51:26
  you, as a new parent, didn't know what you're doing, right?
• 51:29
  With a house, that's your first baby of a house. It's like, hey,
• 51:32
  things are going to go wrong, so why not it be a little bit more
• 51:36
  affordable? And then, hey, you know what? Now that the plumbing
• 51:40
  has has shot through the the ceiling, and we need to you know
• 51:44
  replace all this and do drywall anyways. I was like, now we get
• 51:48
  to paint, great, you know.
• 51:52
  So good way to look at it. Yeah. So on that same wavelength,
• 51:56
  somebody who is in their mid 20s or something like that, maybe
• 51:59
  two or three years away from making a decision,
• 52:02
  right?
• 52:03
  What do they need to be doing now?
• 52:04
  Oh man, study up,
• 52:06
  prepare.
• 52:07
  Yeah, study up on your credit first thing. Study up on your
• 52:10
  credit. Give us
• 52:12
  a crash course real quick on credit. Yeah, yeah,
• 52:14
  really good. So I'll give you three tips. Number one, free
• 52:19
  annualcreditreport.com. You get a you get a copy of each one of
• 52:23
  the Experian, TransUnion, and Equifax credit reports. Review
• 52:27
  it, see what's on there, you know. And ultimately, if you
• 52:30
  don't have any credit, then unpopular opinion maybe, but you
• 52:35
  know, take out a small gas card or take out you know if they're
• 52:38
  sending you something for a secured, you know, Visa,
• 52:41
  whatever, you don't have to run it up. Literally, guys, you
• 52:45
  could spend five bucks a month on this credit card, and then
• 52:48
  you wait until the statement comes out. As soon as the
• 52:50
  statement comes out, pay it off and just keep building credit.
• 52:55
  Second tip is Boost.com or ExperianBoost.com. If you, I
• 53:01
  don't know who doesn't, but maybe there are some people out
• 53:04
  there that don't have a streaming service. But if you
• 53:07
  have any streaming services, if you'll tie your account to that
• 53:12
  streaming service, you actually get positive points towards your
• 53:16
  credit score every month. So it's passively giving you, and
• 53:19
  you can tie your your major utilities, yeah, your your
• 53:24
  utilities, your cell phone, your insurance. You tie all this into
• 53:28
  that, and then the third would be you know like be mindful of
• 53:34
  just the biggest thing is 30 day late. You could be a couple
• 53:38
  weeks late, but don't be 30 day late. You know, and you know
• 53:41
  those are the biggest things. And I tell people the only thing
• 53:44
  about credit that you need to remember it's it's a time game
• 53:48
  as to where you know if you do have something bad happen in
• 53:51
  your credit, it's only a matter of time before it gets better,
• 53:54
  and you just need to keep monitoring it. Don't pay to
• 53:57
  monitor it because you can do it yourself. You know,
• 53:59
  you want to be a fat
• 54:00
  file. Yeah,
• 54:01
  yeah,
• 54:02
  and it's like the whole breakdown of the credit score.
• 54:07
  Ronde Lambeth, who's a guy out of Vegas, you had him on the
• 54:10
  podcast years ago, and we talked about the he he did a really
• 54:13
  great breakdown on what the credit score really means. Like
• 54:16
  a an 840 is just like all all the different points of a credit
• 54:21
  score is your likelihood of paying something back
• 54:24
  percentage-wise. There's an 84% chance on an 840 score that
• 54:28
  you're going to pay it back. Right, and the lower it goes, I
• 54:30
  just think of it that way. Yeah, yeah,
• 54:32
  yeah. And you know, with that being said, the one thing that I
• 54:36
  always let people know, I go, hey, you know, all finance, all
• 54:40
  finance, whether it's cars, homes, credit cards, mattresses,
• 54:44
  doesn't matter. Finance is just a measure of mitigated risk. How
• 54:49
  much of a risk are you to let me lend you this line of credit?
• 54:53
  How much of a risk are you for you to pay back this mortgage?
• 54:58
  And that's all it is, guys. Don't take a personal. They they
• 55:00
  don't they don't look at you as a human being. They look at you
• 55:03
  in black and white on a piece of paper. So if you'll if you'll I
• 55:07
  know it's hard because finances and credit are emotional. But if
• 55:12
  you'll remember that finance is not personal, it's just
• 55:14
  mitigated risk.
• 55:15
  Right.
• 55:16
  Yeah. The
• 55:18
  there's a lot of people out there TikTok, Instagram,
• 55:20
  YouTube, giving out information in all sorts of capacities,
• 55:24
  especially in the real estate industry, leadership, like we've
• 55:27
  been talking about. What's some mortgage advice that you've come
• 55:30
  across that absolutely drives you bonkers? Be specific.
• 55:36
  Anything come to mind?
• 55:37
  Yeah, you know, like when when people are like, hey, rates have
• 55:41
  gotten better. You should refinance. It's like, no. I was
• 55:45
  like, you know what? Like, if it makes sense for you, sure. And
• 55:48
  here's what happens: everybody gets marketed to. We all do, you
• 55:51
  know. And some of it, it's a, you know, it just hits at the
• 55:55
  right time. It's like, oh man, I was kind of thinking about this
• 55:58
  debt consolidation thing, and you know, there's more than one
• 56:01
  way to skin a cat, meaning he locks, he loans, closed in
• 56:05
  seconds, what have you. But the the whole thing is like, if your
• 56:09
  rate drops, or I'm sorry, let's say that you are at 6% and the
• 56:15
  rate environment drops, and now your rate technically would be
• 56:19
  5.875, right? Heck, let's go five and a half, right? So now
• 56:25
  rates are at five and a half. Is that half percent really worth
• 56:28
  it to refinance? It's not, you know, and not usually. Now, if
• 56:32
  you got, if you just need this much of relief right now to kind
• 56:37
  of get you through this season of life, that might last a few
• 56:40
  years, maybe, but ultimately at the end of the day, and that's
• 56:43
  my whole thing. I was like, even when I was with my my first
• 56:46
  lender, big shout out to Kevin Watson when I was with Churchill
• 56:50
  Mortgage was the fact that you know, like sometimes they would,
• 56:54
  you know, hey, they they keep saying I need to refinance. I'm
• 56:57
  like, no, man. I was like, you know, we ran the numbers, and
• 57:00
  you're saving 17 bucks a month. It's going to cost you five
• 57:03
  grand to refinance. Does that make sense? And here's your
• 57:07
  here's your you know your break even point. And they're like,
• 57:09
  oh, it's that far out. Well, the other guy said that you know
• 57:12
  would be this. I'm like, sure. I was like, you could pay for
• 57:15
  points. Let me show you how much longer it take you to break even
• 57:18
  on that. And that's it. Is that you know it's always a good time
• 57:21
  to refinance. Is like that's not true. And the other thing is
• 57:26
  back to what we're talking about. It's always a good time
• 57:28
  to buy. It is, but not for everybody. You know, and there's
• 57:32
  always good deals to be had. That doesn't mean that that's
• 57:34
  your deal. And ultimately, you know, I've seen the same thing
• 57:38
  with houses. People, they get they're ready to go. They got
• 57:41
  their pre-approval. They're ready to go, and their first
• 57:44
  house, the inspection doesn't pass, or you know, like they
• 57:49
  can't come to terms with the sellers, what have you. And I
• 57:52
  get it. It's a natural reaction. It's emotional, right? You know,
• 57:55
  and they're like, "Oh man, I really love this house. I was
• 57:57
  like, "Wasn't your house? They're like, "What? I was like,
• 58:00
  "You know, trust me. I've been doing this long enough. Trust me
• 58:03
  that your house hasn't shown itself yet. And some people, it
• 58:07
  took years, like two years, before they found
• 58:10
  the one,
• 58:11
  and then they found
• 58:12
  the one.
• 58:12
  Yeah. So that's it, man. It's like, and I get it in our
• 58:16
  immediate society of like everything is right now, right?
• 58:19
  Oh, ding, ding. You know that that's hard for us to take a
• 58:24
  moment and temper ourselves. But if you will have patience, your
• 58:29
  house is out there.
• 58:30
  Here's the thing. Also, I was thinking things way to spur the
• 58:34
  market, the property tax argument. You know, because one
• 58:37
  of the things I've been, you know, we talk about the American
• 58:40
  Dream, home ownership, and I'm like, you never really own your
• 58:42
  home as long as there's property taxes, you don't own anything,
• 58:45
  right? That I love the fact that the property tax elimination
• 58:51
  conversation has gotten traction. Now you're seeing
• 58:53
  DeSantis in Florida. Yeah, they've got you know both sides
• 58:56
  of you know the house basically agreeing to move this forward. I
• 59:00
  really hope it sets a precedent because, man, yeah, talk about
• 59:04
  spurring the economy, yeah. And it's a lot of a lot of people
• 59:07
  were wondering, well, what do you replace the property tax
• 59:10
  with? And I'm like, guys, make get rid of the income tax, get
• 59:14
  rid of the property tax, make it a sales tax. Yep, you agree?
• 59:18
  Yep, I absolutely agree with that. And you know, and people
• 59:21
  like, oh well, you know, roads and schools. I was like, what if
• 59:25
  you, what if you don't drive, and what if your kids don't go
• 59:26
  to school? I was like, so you know, and I'm not saying, you
• 59:29
  know, hey, I get it, but ultimately, there's there's
• 59:32
  other ways, man. Yeah, you know, and I just think,
• 59:35
  you know, I'm not saying there shouldn't be any taxes. I'm just
• 59:37
  saying that the method, the methodology, my income should be
• 59:41
  none ya,
• 59:42
  right? It
• 59:42
  should be none of your business, right? Okay, my property value
• 59:46
  on unrealized gains and being taxed on unrealized gains should
• 59:50
  be fricking noneya. Get out of my pocket. That's it. Okay, if I
• 59:54
  go to buy something, I understand how much tax I'm
• 59:57
  going to pay.
• 59:57
  Right. It
• 59:58
  yeah, sure. It's probably. Going to be a lot more expensive than
• 1:00:01
  I'm paying now. I'm okay with that.
• 1:00:03
  Yeah, yep. The
• 1:00:04
  whole notion of you being well, you need to justify to us what
• 1:00:08
  you wrote off and how much. Screw you,
• 1:00:10
  right?
• 1:00:11
  Screw you.
• 1:00:13
  Yeah. Hey,
• 1:00:13
  you got a big pay. You got a big windfall. Yeah, that's great.
• 1:00:16
  It's mine. Yeah. I didn't realize it was in partnership
• 1:00:18
  with you. Get the hell out of my pocket.
• 1:00:20
  Right. And that's the whole thing. I work with a lot of
• 1:00:23
  self-employed individuals and owners of their own company, and
• 1:00:27
  my thing with that is it's it's really there's two times when
• 1:00:31
  it's not great, income tax time, and when you're trying to
• 1:00:36
  qualify for a mortgage, and the whole thing is like now the
• 1:00:39
  non-QM market has done amazing things, but it still comes at a
• 1:00:43
  cost. It's you know you can have a bank statement loan, you can
• 1:00:46
  have a P and L statement loan, you can have an asset depletion
• 1:00:49
  loan, but all those rates are definitely going to be higher
• 1:00:52
  than what you're traditionally used to. So there are routes
• 1:00:56
  forward, and I just let folks know I go, hey, it definitely
• 1:00:59
  comes at a cost? It's a higher rate, but it allows us to move
• 1:01:03
  forward. What's more important to you, the fact that you're
• 1:01:06
  you're more and because clearly affordability should be number
• 1:01:09
  one, the fact that your payment goes up by X, or you know the
• 1:01:13
  fact that we'll have to wait another year until you can show
• 1:01:16
  on your taxes that you know like you didn't write everything off,
• 1:01:19
  and that's it. And once again, we're guys call for what it is.
• 1:01:24
  We're working off an antiquated system, the mortgage system
• 1:01:28
  first. You know, probably income tax next. You're right. Income
• 1:01:31
  tax, what is it? 80,000 pages.
• 1:01:33
  Yeah, that's crazy. I'm not
• 1:01:34
  even sure the IRS can make heads or tails of
• 1:01:36
  it. No,
• 1:01:37
  you know,
• 1:01:37
  no.
• 1:01:39
  That's that's the thing is that why wouldn't the real estate
• 1:01:42
  industry start getting behind things like the fair tax, you
• 1:01:46
  know, property tax elimination? Okay, start with primary
• 1:01:50
  residences. That's fine.
• 1:01:52
  Right.
• 1:01:52
  Okay, and then let's go from there. Would they? Is there some
• 1:01:56
  sort of movement? Is anybody in that industry even saying, okay,
• 1:02:00
  maybe this is something we need to lobby and rally for. Right?
• 1:02:03
  Is anybody having that conversation?
• 1:02:05
  You know, maybe you need to
• 1:02:07
  start having that conversation. No, seriously, you know,
• 1:02:09
  because here's the thing that even with the new road, I forget
• 1:02:14
  the actual. Forgive me, but the the new act the for housing is
• 1:02:21
  that you know like the one of the key differences between a
• 1:02:25
  modular and a manufacturer modular is stick build and you
• 1:02:29
  know manufacturer is recognized by HUD right so you know it's
• 1:02:32
  got tags on it like like it's an RV you know I'm saying like and
• 1:02:37
  I'm not knocking on manufacturer there's some amazing builds out
• 1:02:40
  there for manufacture but it's stuff like that to where like
• 1:02:42
  now they're making they're going to be making manufactured deemed
• 1:02:47
  more like a stick build, right? You know because it's very
• 1:02:49
  similar to modular. It's built off site, and the difference is
• 1:02:53
  that it's brought in on a trailer. All right, so if we
• 1:02:56
  don't have it on a trailer anymore, and you you bring it in
• 1:02:59
  on a flatbed more like you do on a modular. It's those little key
• 1:03:02
  things that we could have been doing this a decade ago, and
• 1:03:05
  affordability wouldn't be as much of a problem as it is now.
• 1:03:08
  So you know, the and forgive me once again on popular opinion,
• 1:03:15
  but even the worst thing something good comes out of. So
• 1:03:19
  COVID quarantine, Fannie Mae, Freddie Mac, the whole housing
• 1:03:22
  industry overnight had to switch how we did business because of
• 1:03:27
  you know the the fact that we couldn't meet in person, we
• 1:03:29
  couldn't sign docs in person. We and they started coming out with
• 1:03:33
  so many different programs, and you know five six years later,
• 1:03:36
  we we are doing well with it, right? And they've been wanting
• 1:03:40
  to do this for decades as well, but now we're doing it
• 1:03:43
  successfully, and that's the whole thing. It's like you know,
• 1:03:46
  if we if we're able to do that, why can't we look more
• 1:03:50
  thoughtfully for other stuff like taxes,
• 1:03:53
  right?
• 1:03:53
  Homeowners insurance stuff like that. So I I do feel like we're
• 1:03:58
  living in one of the most progressive times when it comes
• 1:04:01
  to stuff like that, which people would be like, ah, you know,
• 1:04:04
  like it'll take years before that happens. It's like, you
• 1:04:07
  know what? We got
• 1:04:08
  to get it going. Let's let's start now. Then
• 1:04:10
  that's it.
• 1:04:10
  Yeah,
• 1:04:11
  let's go.
• 1:04:12
  I mean, yeah. What do you have planned for yourself? Where do
• 1:04:15
  you want to be? Well, actually, let me let me ask you this: in
• 1:04:19
  Middle Tennessee, money not an object. Where are you going?
• 1:04:27
  You know,
• 1:04:28
  what's the next upcoming community? You think
• 1:04:30
  next up? You know, Fairview's been blowing up, really has, and
• 1:04:35
  then it's the last
• 1:04:36
  vestige of Williamson County. Yeah,
• 1:04:38
  yeah, yeah. Which is ironic, you know. And then even we've for
• 1:04:43
  the for the nature of all the builders that that we work with,
• 1:04:47
  what have you? I've I've really taken a shine to Lawrenceburg,
• 1:04:51
  even Summertown, and even Linden, and it's just one of
• 1:04:55
  those things to where like it wasn't too long ago, Jim, that
• 1:04:59
  Spring Hill. And in the Columbia used to be these sleepy little
• 1:05:03
  towns too, and now look more busting at the seams. So you
• 1:05:06
  know, I would push out to them, and you know, basically better
• 1:05:11
  to get in early and then just watch everything being built up
• 1:05:15
  around you.
• 1:05:17
  Interesting. So 510, years-that's where you're going
• 1:05:20
  to be. You think?
• 1:05:20
  I think so. You know, and you know, and I'm. By the way, guys,
• 1:05:24
  I just to tell the whole story, I barely got over an acre, and I
• 1:05:30
  loathe mowing my lawn. So when people are like, "Oh, you're
• 1:05:32
  gonna get like a bunch of acreage, I'm like, "No. I was
• 1:05:34
  like, "If anything, I was like, "I'll get. I'll probably just
• 1:05:37
  stick it to like two acres, and then I'll have a little ADU for
• 1:05:41
  my mother-in-law and a little ADU for my mom, and I'm like
• 1:05:44
  just far enough away to where like you know we can draw the
• 1:05:47
  blinds of like we'll see them in the morning.
• 1:05:53
  Very interesting. Well, how do people find and follow you, my
• 1:05:55
  friend? Yeah,
• 1:05:57
  yeah. You guys can reach out to me at D Cruise at Bell Bank, or
• 1:06:03
  you could reach out to me at 727-418-0424, and let me make
• 1:06:10
  your next introduction.
• 1:06:11
  Are you on the socials?
• 1:06:12
  I am. I am on Instagram, Cruise Housing Advisor, or at Cruise
• 1:06:19
  Housing Advisor and Daniel Cruz,
• 1:06:22
  nice. There you go. Although all that information, as always,
• 1:06:26
  will be in the description, guys. Make sure you check out
• 1:06:28
  mmtbp.com. That's where you can find all these episodes. If you
• 1:06:32
  got anything out of this, share it, subscribe, like it, all that
• 1:06:35
  fun stuff. Give us a four or five star review would be fine.
• 1:06:39
  That would be wonderful if you can, if you can't, let me know
• 1:06:42
  how I we can begin making it worthy of a four or five star
• 1:06:45
  review. Just go to that website mmtbp.com. Mister Cruz, always a
• 1:06:51
  pleasure, my friend.
• 1:06:52
  Thank you, sir. Appreciate you.