Latest / Open The Gate / EP 54- Turbo Tony Tam Huang: Hard Money Steps In When Banks Say No

Transcript

EP 54- Turbo Tony Tam Huang: Hard Money Steps In When Banks Say No · Open The Gate

• 0:20
  SPEAKER_01: Good morning, Kaylee.
• 0:21
  SPEAKER_02: Hi, Dan.
• 0:23
  SPEAKER_01: How are you?
• 0:24
  SPEAKER_02: You know, I'm a little anxious.
• 0:26
  SPEAKER_01: Anxious?
• 0:26
  SPEAKER_01: Yeah.
• 0:27
  SPEAKER_02: Which is unusual for me.
• 0:28
  SPEAKER_02: I don't know.
• 0:29
  SPEAKER_02: I just woke up and I have this like heart flutter and I can't really catch my breath, and it's like in my chest.
• 0:37
  SPEAKER_01: It's a full moon, isn't it?
• 0:38
  SPEAKER_01: It's a full moon.
• 0:39
  SPEAKER_01: There's like a lot going on and astrological guidance.
• 0:43
  SPEAKER_02: I don't, yeah.
• 0:43
  SPEAKER_02: I don't I mean, I know that there's some science to the moon.
• 0:46
  SPEAKER_01: Yeah.
• 0:47
  SPEAKER_02: But I think what's going on is a combo of like work, um, a combo of I'm going to this like networking event tomorrow in San Francisco, and I've kind of been out of the networking game for like a while.
• 1:00
  SPEAKER_02: You'll be fine.
• 1:02
  SPEAKER_02: I know I'll be fine, but I don't know.
• 1:03
  SPEAKER_02: There's just like this weird excitement.
• 1:06
  SPEAKER_01: And um So will you be leaving for that tonight or tomorrow morning early?
• 1:11
  SPEAKER_02: Yeah, I'll be leaving tomorrow around noon and then back Friday.
• 1:13
  SPEAKER_02: Oh okay, so tomorrow evening.
• 1:15
  SPEAKER_02: Okay, cool.
• 1:16
  SPEAKER_02: Yeah.
• 1:16
  SPEAKER_02: Nice, nice.
• 1:17
  SPEAKER_02: Yeah, so that's what's going on with me.
• 1:20
  unknown: Nice.
• 1:20
  SPEAKER_01: How are you?
• 1:21
  SPEAKER_01: I am I'm well.
• 1:23
  SPEAKER_01: Yeah.
• 1:23
  SPEAKER_01: I'm doing doing well, getting better and uh just yeah, plugging away.
• 1:28
  SPEAKER_01: Yeah, right in the swing of the city.
• 1:30
  SPEAKER_01: Well, yeah, it is the confluence.
• 1:32
  SPEAKER_01: Yeah, I do flag football, baseball, volleyball, all of the things, life.
• 1:38
  SPEAKER_01: Um it's busy.
• 1:39
  SPEAKER_02: It's happening, yeah.
• 1:40
  SPEAKER_01: Yeah, yeah.
• 1:41
  SPEAKER_01: And I I think it's like the laziest excuse ever to say you're busy, but like our calendar, my work calendar, my family calendar, they're full.
• 1:49
  SPEAKER_01: They're full.
• 1:49
  SPEAKER_02: You want to know something I've been saying because I feel like busy is such a negative connotation when people are like, Oh, I'm so busy.
• 1:57
  SPEAKER_02: So I always like to tell my clients, especially when they're like, Oh, I hate to bother you because I know you're busy.
• 2:01
  SPEAKER_02: I'm like, you know what?
• 2:02
  SPEAKER_02: I am blessed to have a s a full schedule, but I'm never too busy for you.
• 2:06
  SPEAKER_01: Yeah.
• 2:07
  SPEAKER_01: Yeah.
• 2:07
  SPEAKER_02: Right?
• 2:08
  SPEAKER_02: Because like I'm yeah, I do stuff.
• 2:10
  SPEAKER_02: I have a lot going on, but I'm never too busy.
• 2:12
  SPEAKER_02: Right.
• 2:13
  SPEAKER_02: At the end of the day.
• 2:13
  SPEAKER_01: Yeah, I mean, exactly.
• 2:15
  SPEAKER_01: I've got hours in my day.
• 2:16
  SPEAKER_02: Yeah.
• 2:16
  SPEAKER_02: Yeah.
• 2:17
  SPEAKER_02: You just got a full life.
• 2:18
  SPEAKER_02: You're blessed day.
• 2:19
  SPEAKER_01: I like to send spend some of them sleeping, you know.
• 2:22
  SPEAKER_02: I like to have like a couple hours set aside in that 24 cycle to just seven or eight.
• 2:28
  SPEAKER_02: Have a little respite, close my eyes.
• 2:29
  SPEAKER_01: Seven or eight of them, yeah.
• 2:31
  SPEAKER_02: Lately it's been less.
• 2:32
  SPEAKER_02: Maybe that's part of it too.
• 2:33
  SPEAKER_02: I haven't been sleeping great.
• 2:34
  SPEAKER_01: Yeah.
• 2:35
  SPEAKER_01: Well, I am super excited for our guest today.
• 2:37
  SPEAKER_01: Uh I am too.
• 2:39
  SPEAKER_01: Fun fun fact is our guest today was actually on location when I when I fell from the uh from the cantry and broke both of my legs.
• 2:47
  SPEAKER_02: I will be asking him about that.
• 2:48
  SPEAKER_01: Yeah.
• 2:48
  SPEAKER_01: So um his uh his line of work is fascinating.
• 2:53
  SPEAKER_02: It is.
• 2:53
  SPEAKER_02: Um I don't think we've had anybody in his line of work yet.
• 2:56
  SPEAKER_01: And I can't wait to talk about it.
• 2:57
  SPEAKER_01: So let's play him in.
• 2:59
  SPEAKER_01: He goes by just Turbo, Tony.
• 3:01
  SPEAKER_01: Turbo Tony.
• 3:02
  SPEAKER_01: Turbo is what he got for us.
• 3:13
  SPEAKER_02: Bringing the party.
• 3:19
  SPEAKER_01: All right, Turbo.
• 3:21
  SPEAKER_01: Welcome to the shoe.
• 3:24
  SPEAKER_01: I suddenly want a poor loco.
• 3:26
  SPEAKER_01: Yeah, absolutely.
• 3:28
  SPEAKER_01: My daughter went through this uh pit bull phase, and it was like, man, pit bull's got some bangers.
• 3:34
  SPEAKER_02: He's got some bangers.
• 3:36
  SPEAKER_02: Don't mess with the pit bull.
• 3:37
  SPEAKER_02: Okay, so why pit bull?
• 3:39
  SPEAKER_04: Um, they don't make club songs like that anymore, kind of like you were saying.
• 3:42
  SPEAKER_04: Um, you know, uh I picked Pitbull.
• 3:44
  SPEAKER_04: We're about to go to some conferences out in Vegas in a few weeks.
• 3:47
  SPEAKER_04: So getting in that Vegas vibe, the club vibe.
• 3:50
  SPEAKER_04: I like it.
• 3:51
  SPEAKER_02: Are you guys gonna go to the club while you're out there?
• 3:53
  SPEAKER_02: Is there a club that you like to frequent when you go?
• 3:56
  SPEAKER_04: Uh no, I I go where the wind takes me.
• 3:58
  SPEAKER_01: Well Vegas is always Vegas, it's always like the newest club, right?
• 4:01
  SPEAKER_01: I mean, you I don't know.
• 4:02
  SPEAKER_01: I've been so out of the loop.
• 4:03
  SPEAKER_01: You can't fall in love with one place in Vegas.
• 4:06
  SPEAKER_02: I kind of love excess, though.
• 4:07
  SPEAKER_02: It's like my go-to.
• 4:08
  SPEAKER_02: Yeah.
• 4:09
  SPEAKER_02: I just love the wind generally.
• 4:11
  SPEAKER_02: Yeah.
• 4:11
  SPEAKER_02: Yeah.
• 4:11
  SPEAKER_02: But I go everywhere.
• 4:12
  SPEAKER_02: Yeah.
• 4:13
  SPEAKER_02: You know what?
• 4:13
  SPEAKER_02: That's a lie.
• 4:15
  SPEAKER_02: I'm gonna call myself out.
• 4:17
  SPEAKER_02: Anyway, okay, so you're going to Vegas for these conferences.
• 4:19
  SPEAKER_02: What are the conferences about?
• 4:21
  SPEAKER_04: Um, you know, the main one I'm going to is KREF, uh commercial real estate.
• 4:25
  SPEAKER_04: Um, so you know, over a thousand people go there, you know, it's capital markets guys, commercial brokers, some commercial investors sprinkled in there as well.
• 4:33
  SPEAKER_04: Um, so yeah, it's pretty exciting.
• 4:35
  SPEAKER_04: We go every year, we have a big gang going out there, probably four plus people.
• 4:39
  SPEAKER_04: And uh, it's always a great time.
• 4:40
  SPEAKER_04: You know, it's a great time to, you know, network in a professional manner, but you know, you're in Vegas, right?
• 4:46
  SPEAKER_04: So you get to also kind of break down the walls.
• 4:48
  SPEAKER_04: Yeah.
• 4:49
  SPEAKER_04: You're gonna speakeasy 10 shots in with uh with the broker you just.
• 4:53
  SPEAKER_04: Oh, it'll be 24 again.
• 4:54
  SPEAKER_04: Seriously.
• 4:55
  SPEAKER_02: Oh my god.
• 4:56
  SPEAKER_02: Seriously.
• 4:57
  SPEAKER_02: 10 shots at 24 didn't seem that significant.
• 4:59
  SPEAKER_02: Now I'm like, that sounds like I'm hungover for seven days.
• 5:02
  SPEAKER_01: So when Tony was born, when Tony was born, I was older than he is right now.
• 5:08
  SPEAKER_02: Tony, okay, let's talk about that for a second.
• 5:11
  SPEAKER_02: Tony is 24 years old.
• 5:13
  SPEAKER_02: You are in the line of work of hard money.
• 5:16
  SPEAKER_02: Yes.
• 5:17
  SPEAKER_02: Can you give us a simple 30-second elevator pitch of what that is for our listeners?
• 5:23
  SPEAKER_04: Um, well, hard money are just uh it's private money.
• 5:26
  SPEAKER_04: We don't use institutional money when we lend out that money.
• 5:28
  SPEAKER_04: We lend off our own balance sheet.
• 5:29
  SPEAKER_04: You know, we're at here at Secotra, we're at$500 million in uh investor funds.
• 5:34
  SPEAKER_04: So we're just here to help out whenever there's a time-sensitive transaction or a borrower or property that doesn't normally qualify with the traditional lender.
• 5:42
  unknown: Okay.
• 5:46
  SPEAKER_01: Like your your money costs a little more to borrow because obviously it's a little more risky.
• 5:51
  SPEAKER_01: Yep.
• 5:51
  SPEAKER_01: Um, but you guys can get stuff done in the commercial space in a couple weeks, a couple days.
• 5:59
  SPEAKER_01: Days days.
• 6:00
  SPEAKER_01: Wow.
• 6:00
  SPEAKER_01: Where a traditional in that space is 30 to 60.
• 6:04
  SPEAKER_04: I mean, honestly, I've seen longer.
• 6:06
  SPEAKER_02: Do you only do residential or commercial?
• 6:08
  SPEAKER_02: I'm sorry, or do you also do residential?
• 6:10
  SPEAKER_04: So I'm primarily in the commercial space, but we have quite a bit of reach in the residential space as well.
• 6:15
  SPEAKER_04: You know, fix and flips, uh, I come across them all the time.
• 6:18
  SPEAKER_04: Uh ground up construction loans, one to four unit residential.
• 6:21
  SPEAKER_04: And uh, you know, it it's often a collateral piece, but I do say that the commercial world often has more um factors that kind of make it more susceptible for hard money play.
• 6:32
  SPEAKER_04: Okay.
• 6:33
  SPEAKER_04: There's just a lot more money out there for the residential world.
• 6:36
  SPEAKER_04: Um more accessible money than the commercial world.
• 6:38
  SPEAKER_04: So yeah.
• 6:39
  SPEAKER_02: Interesting.
• 6:40
  SPEAKER_02: Okay.
• 6:40
  SPEAKER_01: So I'm so now sorry, I want to interrupt.
• 6:43
  SPEAKER_01: Go, go, go.
• 6:45
  SPEAKER_01: But it's a very non-traditional loan, correct?
• 6:47
  SPEAKER_01: So like what are the like what are your typical terms?
• 6:50
  SPEAKER_04: So you're usually looking at a short-term bridge loan from us.
• 6:53
  SPEAKER_04: We're we're just here to get you from point A to point B.
• 6:55
  SPEAKER_04: So we're you usually looking at a one to two year interest-only loan, no pre-pen penalty, you know, just to get you in there and minimize your debt service because you know, although our rates are higher, at least it's not amortized.
• 7:07
  SPEAKER_04: So you're also saving a little bit on debt service in that way.
• 7:09
  SPEAKER_04: So it's a great uh transitionary loan for I mean, really people of all places.
• 7:15
  SPEAKER_01: Give us a coup give us a story or two, like some of your some of your funnest ones or most interesting deals.
• 7:22
  SPEAKER_04: Um I think the most interesting and a complex one that I just did was last quarter.
• 7:27
  SPEAKER_04: Um, you know, I did a$2.4 million foreclosure bailout on a cannabis facility in Arizona on ground lease.
• 7:35
  SPEAKER_04: So lots of stuff going on out there.
• 7:38
  SPEAKER_04: Um yeah, that it it was just complex, you know.
• 7:41
  SPEAKER_04: Uh you you're first dealing with the uh foreclosure component of it.
• 7:44
  SPEAKER_04: The guy was missing uh a few payments late here and there, but he was cash flowing, um, you know, just overcoming all those things.
• 7:51
  SPEAKER_04: And yeah, I mean, most people can't even do a foreclosure bailout, nonetheless land on a cannabis facility, nonetheless on a ground lease.
• 7:58
  SPEAKER_04: So um, you know, I love my job, and that's one of the most interesting deals I've ever done.
• 8:02
  SPEAKER_04: Nice.
• 8:03
  SPEAKER_02: You're saying a lot of terms I want to dive into that so badly, but I will try to keep it simple for our listeners.
• 8:09
  SPEAKER_02: Um okay.
• 8:10
  SPEAKER_02: Take us back, because we've mentioned you're 24 years old.
• 8:14
  SPEAKER_04: Yes.
• 8:14
  SPEAKER_02: You are a young free spirit in the world, and you started when you were 19.
• 8:20
  SPEAKER_04: Yes.
• 8:21
  SPEAKER_02: How did you get into this industry at such a young age?
• 8:24
  SPEAKER_04: That's a great question.
• 8:26
  SPEAKER_04: Um, it was really by accident.
• 8:27
  SPEAKER_04: Um, I was a barista at a boba shop right out of high school.
• 8:31
  SPEAKER_04: I was working minimum wage.
• 8:33
  SPEAKER_04: Yeah.
• 8:33
  SPEAKER_04: I had no interest in real estate or anything like that.
• 8:36
  SPEAKER_04: And um, you know, about a year in.
• 8:38
  SPEAKER_01: No interest or just no knowledge?
• 8:40
  SPEAKER_04: No not it just wasn't in my world.
• 8:43
  SPEAKER_04: Yeah, no one in my family or friends were real estate related.
• 8:46
  SPEAKER_04: Like it just, I just wasn't part of that world.
• 8:49
  SPEAKER_04: And um, you know, I was working my job one day and my brother's friend, good friend, text me.
• 8:54
  SPEAKER_04: He's like, Hey, we have the summer internship, you know, it's 90 days, you get some really good experience, no uh prior experience required.
• 9:01
  SPEAKER_04: You don't get paid that much, but um, you know, the knowledge you'll come out of it is really good.
• 9:05
  SPEAKER_04: And I was like, Yeah, I'm not gonna do it.
• 9:07
  SPEAKER_04: And he was like, What?
• 9:09
  SPEAKER_01: Like I'm over here making these boba tees, dude.
• 9:12
  SPEAKER_02: Boba's the way.
• 9:13
  SPEAKER_04: Yeah, my guy, his name is Matt.
• 9:15
  SPEAKER_04: Um, he's still at the company.
• 9:16
  SPEAKER_04: He was like, Hey man, uh, you know, you can make good money in this.
• 9:19
  SPEAKER_04: I'm like, dude, I make$30 in tips on a good weekend.
• 9:22
  SPEAKER_04: So he um That's great.
• 9:27
  SPEAKER_04: He typed out several paragraphs, called me a few times.
• 9:30
  SPEAKER_04: Uh, I reluctantly went to my interview.
• 9:32
  SPEAKER_04: And um, yeah, that's kind of where it all started.
• 9:35
  SPEAKER_04: Hard money Chris was interviewing me.
• 9:36
  SPEAKER_04: And um, next thing you know, I was a business analyst at a Socotra working 90 days.
• 9:42
  SPEAKER_04: Um I like the group, they like me.
• 9:44
  SPEAKER_04: I love sales.
• 9:45
  SPEAKER_04: I didn't know, I didn't realize how natural it'd come to me.
• 9:47
  SPEAKER_04: And here I am five years later.
• 9:49
  SPEAKER_02: Yeah, I love it.
• 9:50
  SPEAKER_02: So you guys are lending nationally, not just in California.
• 9:53
  SPEAKER_04: We lend in about 20 to 30 states.
• 9:55
  SPEAKER_04: I forget the exact number, always adding new states as we get more comfortable with the lending laws out there.
• 10:01
  SPEAKER_02: That's impressive.
• 10:02
  SPEAKER_02: Yeah.
• 10:02
  SPEAKER_02: Okay.
• 10:03
  SPEAKER_02: And how did you get the name Turbo?
• 10:05
  SPEAKER_04: So um everyone at the company has a moniker.
• 10:10
  SPEAKER_04: So they go by Hard Money Chris, as you all know, you know, hard money Matt, et cetera.
• 10:14
  SPEAKER_04: But uh, we're also Home of the Turbo Close.
• 10:16
  SPEAKER_04: That's our flagship program.
• 10:18
  SPEAKER_04: And, you know, my name is Tony.
• 10:20
  SPEAKER_04: So uh when I walked in, that was kind of around the time they uh copyrighted it or trademarked the home of the turbo clothes, and then like, well, Tony Turbo, Tony Turbo, Turbo Tony, right?
• 10:29
  SPEAKER_04: So it kind of stuck.
• 10:31
  SPEAKER_04: I uh I mean to be quite honest with you, it probably stemmed from uh, you know, I used to get like the breakfast burritos in the morning for the office and stuff, and I had a quick turnaround with that, but yeah, it just kind of stuck.
• 10:41
  SPEAKER_01: You were efficient.
• 10:42
  SPEAKER_04: I was efficient, I was fast.
• 10:44
  SPEAKER_02: Uh yeah, it stuck.
• 10:45
  SPEAKER_02: Quick turnarounds from the beginning.
• 10:47
  SPEAKER_02: I love it.
• 10:47
  SPEAKER_02: It's awesome.
• 10:48
  SPEAKER_02: Whether it's your burrito or your commercial multi-million dollar deal.
• 10:51
  SPEAKER_01: What's cool is like the Socotra guys, like they're all like just really genuine dudes and and great personalities.
• 10:58
  SPEAKER_01: Um, you kind of see them all over the place.
• 11:00
  SPEAKER_01: We talked about it.
• 11:00
  SPEAKER_01: We had Bobby uh Peterson on a couple weeks ago on the pod.
• 11:04
  SPEAKER_01: And uh the first, like my first real experience with like hard money Chris, Chris Bauman, who he is.
• 11:10
  SPEAKER_01: Like, we talked about there was this paintball outing that we had done for the committee.
• 11:14
  SPEAKER_01: And Chris is out there in a full three-piece suit.
• 11:17
  SPEAKER_01: And I mean, diving around, sliding, loafers, like I mean, he was getting after it.
• 11:23
  SPEAKER_01: And uh, and I'm like, who is this dude?
• 11:26
  SPEAKER_01: And then, like, over the years, and like and Chris's story is so phenomenal.
• 11:29
  SPEAKER_01: He was like a professional cyclist.
• 11:31
  SPEAKER_01: Oh, um, yeah.
• 11:32
  SPEAKER_01: I did not know that.
• 11:33
  SPEAKER_01: Yeah, road racer.
• 11:34
  SPEAKER_01: Um, I'm not sure if he did the Tour de France, but I mean, he was like legit like road racing.
• 11:40
  SPEAKER_01: Wow.
• 11:40
  SPEAKER_01: So yeah, so the Scotia guys, and then they have this story with the salami.
• 11:45
  SPEAKER_01: They used to own like this this food distribution company.
• 11:48
  SPEAKER_02: I'm so so bummed I missed the salami phase.
• 11:50
  SPEAKER_01: I know, right?
• 11:52
  SPEAKER_02: So bring back the salami.
• 11:54
  SPEAKER_02: You need to partner with Quarter Brothers or some 40 brothers or something.
• 11:58
  SPEAKER_02: Just like get the salami back.
• 12:00
  SPEAKER_02: What a what a brand.
• 12:01
  SPEAKER_04: I need to ask about that.
• 12:02
  SPEAKER_04: Yeah.
• 12:03
  SPEAKER_04: I haven't seen it in years.
• 12:04
  SPEAKER_02: Okay, so what does the next five years look like for you?
• 12:08
  SPEAKER_04: Um really, I, you know, so the first five years of my career was really just building my book, a business.
• 12:14
  SPEAKER_04: Um, I I only became a loaner originator about last year.
• 12:17
  SPEAKER_04: So, really, the next five, 10 years is just kind of keeping that flywheel feck going, you know, getting new leads every day, getting new deals going, um, along with the expansion of the company.
• 12:27
  SPEAKER_04: So just really growing with the company, growing my career, building up a nest egg, you know, hopefully um, you know, get into home ownership and that type of thing.
• 12:36
  SPEAKER_04: So that that's what that kind of looks like.
• 12:37
  SPEAKER_02: So, what does it look like when you are in the process of building your book of business?
• 12:41
  SPEAKER_02: Like how are you reaching out to people?
• 12:43
  SPEAKER_02: What's the standard way of forming relationships in the hard money world, especially when you're going out of state?
• 12:48
  SPEAKER_04: Oh, yeah.
• 12:49
  SPEAKER_04: Um, and most of our business is at least my business is out of state.
• 12:53
  SPEAKER_04: Um, really, it it started off with a lot of cold calls.
• 12:56
  SPEAKER_04: I mean, when I started off in the business, uh, you know, the minimum was, you know, we're doing 150 outbound calls a day.
• 13:03
  SPEAKER_04: So um it started off with the outbound calls, but as you, you know, you get you get through a few years, you may meet a few good people and you're performing.
• 13:10
  SPEAKER_01: 150 outbound calls a day.
• 13:12
  SPEAKER_01: Yeah.
• 13:13
  SPEAKER_01: You got some stories from that.
• 13:14
  SPEAKER_01: Yeah, no, uh crazy.
• 13:16
  SPEAKER_01: Hang-ups and getting screamed at, someone probably actually physically reaching through the phone line and strangling you.
• 13:24
  SPEAKER_04: I had someone say they're gonna hang me.
• 13:25
  SPEAKER_04: They I mean, I've had some crazy people, uh, crazy responses on the phone.
• 13:30
  SPEAKER_02: Um I just don't understand why people act so foolish.
• 13:35
  SPEAKER_01: Well, I think there I think for a long time, and and correct me if I'm wrong, but I think for a long time, like there was a stigma around the hard money loan that it was, you know, that it was snake oil.
• 13:46
  SPEAKER_01: Yeah.
• 13:46
  SPEAKER_01: You know, and that it um but I mean, as as we've seen new challenges in all the markets, in all the real estate spaces for for for these for these trailblazers to go get their stuff going, to get things these these loans have become more and more because the the traditional banks have tightened up, right?
• 14:08
  SPEAKER_01: I mean, like they've after after the the crash in what was oh eight, um, I mean, they got regulated big time and they had to really, really, really tighten up where that left this space.
• 14:19
  SPEAKER_01: Now, yes, like it's it's faster money, um, but it's more risky on their side.
• 14:25
  SPEAKER_01: So absolutely, they're gonna charge a a higher percentage based on the risk.
• 14:30
  SPEAKER_01: Um what do you what would you say like the most successful, like your most successful clients?
• 14:36
  SPEAKER_01: Um, I mean, they're getting these things paid back within two years.
• 14:39
  SPEAKER_01: They're obviously the same month.
• 14:41
  SPEAKER_01: Yeah.
• 14:42
  SPEAKER_04: I've had a loan, I closed a two and a half million dollar transaction just in March.
• 14:46
  SPEAKER_04: They paid us off within a few weeks.
• 14:47
  SPEAKER_04: They just had to meet the closing deadline of the acquisition.
• 14:50
  SPEAKER_04: But uh, yeah, my my most successful clients, uh, my most successful brokers, the people that bring me the most business have been ultimately people I've met in person.
• 14:57
  SPEAKER_04: So you're making those outbound calls and some of those turn out, but really you have to get boots on the ground.
• 15:02
  SPEAKER_04: So whether it's here locally or flying out to Vegas or Florida, New York, you got to meet those people.
• 15:08
  SPEAKER_04: And then I think most importantly, I think is referrals.
• 15:12
  SPEAKER_04: I'd say I get three to five introductions.
• 15:14
  SPEAKER_01: Well, there's there there's there's there's a delicacy to your business because yeah, I mean, like you're not gonna go take out that kind of a loan based off of a website or something you click through.
• 15:26
  SPEAKER_01: Like you need to meet somebody, look them in the eye, shake their hand, know that they're gonna continue to show you.
• 15:32
  SPEAKER_01: Yeah, I mean, trust, I mean, absolutely.
• 15:34
  SPEAKER_01: Like, that's such a huge, such a huge component of that deal.
• 15:37
  SPEAKER_01: Um, I think it's really cool.
• 15:39
  SPEAKER_01: I mean, we talk a lot about how you know AI is affecting a lot of things.
• 15:42
  SPEAKER_01: Um, I think your your your position is probably one that's actually relatively, and I'll air quote it, safe from being replaced by AI anytime soon.
• 15:53
  SPEAKER_01: Um so I would say the same.
• 15:56
  SPEAKER_04: You know, there's a lot of automated systems in place, um, but ultimately no one's trusting a multi-million dollar loan, especially one, you know, we're usually the last resort, so you can't have the last resort be a robot talking to you or some type of automated process.
• 16:10
  SPEAKER_04: You you got to talk to a live person that can walk you through it.
• 16:12
  SPEAKER_04: And through the nature of our loans, there's not really clear-cut programs or or matrixes that we could follow to ensure that we could do it or not.
• 16:19
  SPEAKER_04: You have to get creative as a loan originator to not only, you know, competition.
• 16:23
  SPEAKER_01: And because and because you're you're you're not even being invited into the transaction until late in the game.
• 16:28
  SPEAKER_01: So stress is high, urgency is absolutely necessary.
• 16:32
  SPEAKER_01: Like we gotta be buttoned up.
• 16:35
  SPEAKER_01: I need you to clear your desk, and this needs to be the only thing you're focused on until we get this thing done.
• 16:39
  SPEAKER_02: Yeah.
• 16:40
  SPEAKER_02: Exactly.
• 16:41
  SPEAKER_02: How do you handle that kind of pressure?
• 16:43
  SPEAKER_04: Um it's a little cheesy, but uh I really trust my team.
• 16:47
  SPEAKER_04: Um I've we've done it before, I've seen it done before.
• 16:50
  SPEAKER_04: Even when I was a rookie, I I saw these tough transactions being performed.
• 16:53
  SPEAKER_04: I I think a big part is just uh controlling your own money.
• 16:56
  SPEAKER_04: If you control your own money and you know how your internal processes work, you can make that same um, you know, say with your chest promise to your clients.
• 17:04
  SPEAKER_04: So really I I by the time uh uh you know I get a transaction, oh, we only have seven days to close, I'm not really that worried because I know that as long as they can give me what I need, I can give them what they need.
• 17:13
  SPEAKER_02: I love that.
• 17:14
  SPEAKER_02: Yeah.
• 17:14
  SPEAKER_02: I love that.
• 17:15
  SPEAKER_02: It does take it it's a dance though, right?
• 17:17
  SPEAKER_02: Like you can only work as fast as the other people who are you're depending on to give you the documentation.
• 17:22
  SPEAKER_02: That's a pain we all feel, no matter what.
• 17:24
  SPEAKER_01: I was just having that conversation this morning here in the office.
• 17:26
  SPEAKER_01: I mean, front loading the process.
• 17:28
  SPEAKER_01: Because from the outside, a lot of people will assume that something can be done very quickly and very efficiently.
• 17:35
  SPEAKER_01: But on the back end, like the company that has the process built around it, you're like, oh my God, there's 15 touch points before we can be at your property.
• 17:42
  SPEAKER_03: Yeah, right?
• 17:42
  SPEAKER_01: Like it's crazy.
• 17:43
  SPEAKER_01: I need I need X amount of signatures.
• 17:45
  SPEAKER_01: There's gonna be like I'm gonna have to go to your property and evaluate it and then come back and put something in writing and send it to you, and then you're gonna have to approve it, or we might have to negotiate on that a little bit.
• 17:53
  SPEAKER_01: And then there's so it's like, holy cow, like on the surface, it looks so simple.
• 17:58
  SPEAKER_01: Tony, you got five hundred Tony, you got five hundred million at your at your fingertips, dude.
• 18:02
  SPEAKER_01: Break me off a couple, yeah, you know.
• 18:04
  SPEAKER_02: Yeah, easy, right?
• 18:07
  SPEAKER_02: Easiest money.
• 18:08
  SPEAKER_02: So I'm wondering what's the scope of age in this realm?
• 18:14
  SPEAKER_02: Because I feel like you're kind of an anomaly with how young you are.
• 18:18
  SPEAKER_02: Yeah.
• 18:18
  SPEAKER_02: And I I at least the guys that I know in this industry and with your company, they're, you know, they're around our age.
• 18:25
  SPEAKER_02: Yeah.
• 18:26
  SPEAKER_02: What are you doing to kind of bridge the gap and reach out to some of your peers and bring them into the world of hard hard money lending and just real estate in general?
• 18:33
  SPEAKER_04: Yeah, that's a great question.
• 18:35
  SPEAKER_04: I mean, um, you know, ultimate, I I don't know why.
• 18:39
  SPEAKER_04: I I do get what you're saying.
• 18:40
  SPEAKER_04: Most people in this industry are much older than me, right?
• 18:43
  SPEAKER_04: But when I talk to people and they see me, they're like, oh, I love young blood in the industry.
• 18:47
  SPEAKER_04: Like I was just like you.
• 18:48
  SPEAKER_04: I was like, oh, I don't I don't see people like me.
• 18:50
  SPEAKER_04: I I do, but it's few and far in between.
• 18:53
  SPEAKER_04: So um I don't know.
• 18:55
  SPEAKER_04: I I think generally speaking, I at first I I used to take it as a negative, hey, I'm too young.
• 19:00
  SPEAKER_04: Um, you know, I I I'm gonna get looked down upon and stuff like that.
• 19:04
  SPEAKER_04: But um, you know, once you actually meet out and shake some hands, people really respect the fact that you're young.
• 19:09
  SPEAKER_04: So it's gonna make it easier in a way.
• 19:10
  SPEAKER_01: I think the hustle that that a 22-year-old or a 24-year-old or 26-year-old is willing to put into a deal compared to like myself.
• 19:18
  SPEAKER_01: And now I I'm not gonna sit here and tell you I don't work hard because I do.
• 19:21
  SPEAKER_01: Yeah.
• 19:21
  SPEAKER_01: But there's times when my teenagers have stuff going and and it makes it just just a really, really difficult decision.
• 19:30
  SPEAKER_01: Um, where in my 20s it would I didn't have that.
• 19:33
  SPEAKER_02: No attachments, no responsibilities.
• 19:35
  SPEAKER_02: Yeah, you could give it your own.
• 19:36
  SPEAKER_01: And that's you know, and that's just a life reality.
• 19:39
  SPEAKER_01: Um, I don't think that I don't think that's a negative.
• 19:42
  SPEAKER_01: You know, I I really respect people who who respect their family time.
• 19:45
  SPEAKER_01: It's seasons of life.
• 19:46
  SPEAKER_01: But it's such an advantage for for Turbo to build his book of business, you know, because he can go hustle right now.
• 19:52
  SPEAKER_02: Truly.
• 19:53
  SPEAKER_02: Honestly, there's so many times I look back and I'm like, God, I wish I would have hustled harder in my 20s, and instead I was frittering around exploring the world as being a young person.
• 20:04
  SPEAKER_02: But um, so are you originally from Sacramento?
• 20:08
  SPEAKER_04: No, I was born and raised in Puerto Rico, actually.
• 20:11
  SPEAKER_02: Puerto Rico.
• 20:12
  SPEAKER_02: So are you bilingual?
• 20:13
  SPEAKER_04: Um I'm trilingual.
• 20:15
  SPEAKER_04: So I'm I I was born a uh I'm Chinese.
• 20:18
  SPEAKER_04: My parents are Chinese immigrants and they moved to Puerto Rico to start up the restaurant business.
• 20:22
  SPEAKER_04: Um so at one point I was pretty good at Spanish, English, and Chinese.
• 20:26
  SPEAKER_04: Um, and I've lost a lot of Spanish since I moved away, kind of uh, you know, towards like middle school era.
• 20:32
  SPEAKER_04: Uh I moved back to California.
• 20:34
  SPEAKER_04: And uh I've been in Sacramento ever since.
• 20:36
  SPEAKER_02: Wow.
• 20:37
  SPEAKER_02: Yeah.
• 20:37
  SPEAKER_02: Okay.
• 20:38
  SPEAKER_04: Love it here.
• 20:39
  SPEAKER_02: It's I mean, it's still the China.
• 20:41
  SPEAKER_04: I still have the Chinese.
• 20:42
  SPEAKER_04: I mean, you know, my parents barely speak English or Spanish.
• 20:45
  SPEAKER_04: Okay, okay.
• 20:46
  SPEAKER_04: I primarily speak in Chinese uh to them.
• 20:48
  SPEAKER_04: And then uh yeah.
• 20:49
  SPEAKER_04: I the the Spanish, I have three older brothers, they they still speak Spanish, they're out there longer, but I I was there for a small portion of my life.
• 20:56
  SPEAKER_01: Are you able to are you able to to to couple that into your to work?
• 21:00
  SPEAKER_04: Do you do you leverage not the Spanish so much, but definitely the the Chinese.
• 21:05
  SPEAKER_04: Yeah, I speak enough Cantonese to be able to interact with some of these brokers and clients in in Chinese.
• 21:11
  SPEAKER_02: Yeah.
• 21:12
  SPEAKER_04: Um, so that that's gotten me a lot of business, and it's it's always nice meeting, you know, it's almost like family.
• 21:17
  SPEAKER_04: Yeah.
• 21:17
  SPEAKER_02: I love working with uh I have to imagine there's certain markets too, like it's San Francisco.
• 21:22
  SPEAKER_02: I know there's a ton of Chinese-speaking commercial investors.
• 21:27
  SPEAKER_02: Like that's gotta be an epic opportunity for you.
• 21:30
  SPEAKER_02: Trevor Burrus, Jr.
• 21:30
  SPEAKER_04: It is an opportunity, and it's and those communities are usually more tight-knit.
• 21:33
  SPEAKER_04: So, you know, being able to, you know, be part of the computer.
• 21:36
  SPEAKER_01: Yeah, the word of mouth, the referral, the word referral from that, from that core group is probably Yeah.
• 21:41
  SPEAKER_04: Those groups don't go out and find a website and find a random lender.
• 21:44
  SPEAKER_02: No, they're getting referrals from friends, people they trust and know.
• 21:49
  SPEAKER_04: So um, yeah, it's brought me a lot of opportunities and it's a blessing to work with um, you know.
• 21:54
  SPEAKER_02: That's so cool.
• 21:55
  SPEAKER_02: Yeah.
• 21:55
  SPEAKER_02: I've I I want to be bilingual.
• 21:57
  SPEAKER_02: I'm working on it.
• 21:58
  SPEAKER_01: Tony's a man of the world.
• 21:59
  SPEAKER_02: Tony is.
• 21:59
  SPEAKER_02: I know you're so cultured at 24.
• 22:02
  SPEAKER_02: You're impressing me with your not just your background and your history, but the way that you carry yourself, the way that you speak.
• 22:09
  SPEAKER_04: Thank you.
• 22:09
  SPEAKER_02: Yeah, it's refreshing to meet younger people who have a very eloquent way of speaking, who carry themselves with confidence and who can bust their ass and like get out there and work.
• 22:19
  SPEAKER_02: You're giving me hope.
• 22:21
  SPEAKER_04: Trying to carry the torch, yeah.
• 22:23
  SPEAKER_04: Right.
• 22:23
  SPEAKER_04: Everything else.
• 22:25
  SPEAKER_01: Lose lose faith in the next generation.
• 22:27
  SPEAKER_01: Oh, yeah.
• 22:28
  SPEAKER_04: I mean, I lose faith myself, but you know, you you gotta just you gotta pick up your own bootstraps before you worry about someone else's, right?
• 22:35
  SPEAKER_02: So what are you working on right now that you're excited about?
• 22:38
  SPEAKER_02: Um like business wise, I mean Yeah, or it could be, or it could just be life.
• 22:43
  SPEAKER_01: Yeah, he's pretty focused on Vegas right now.
• 22:46
  SPEAKER_02: Yeah, it seems like that you're you're heading for that 10 shot night with the broker.
• 22:50
  SPEAKER_01: Vegas on the horizon.
• 22:52
  SPEAKER_04: Yeah, I mean, I'm I'm looking forward to all these conferences.
• 22:54
  SPEAKER_02: And uh is this your first trip to Vegas?
• 22:56
  SPEAKER_04: Oh no, I I I've been in Vegas the past two, three years.
• 22:59
  SPEAKER_04: Um I go to conferences quite a bit.
• 23:01
  SPEAKER_04: I'm I'm uh you know in charge of the SoCal market, so I fly out there pretty regularly.
• 23:05
  SPEAKER_04: I think like in spring, I was probably out there every three weeks.
• 23:08
  SPEAKER_04: Wow.
• 23:08
  SPEAKER_04: Um so uh I I uh I'm looking forward to all these conferences in the fourth quarter, and I'm I'm really looking forward to the fourth quarter as uh overall.
• 23:16
  SPEAKER_04: That's usually the time of holidays and tight timelines, eat year end closings.
• 23:20
  SPEAKER_04: Uh it's usually the big busiest part of our year.
• 23:23
  SPEAKER_04: Really?
• 23:24
  SPEAKER_01: So say how do you feel about how do you feel about the the the market momentum right now?
• 23:28
  SPEAKER_01: Um from our side, we've we've we've felt some of the pullback, but I would imagine like anytime you feel the traditional pullback, Tony's like Turbo and his team are leaning in, they're going, these guys want to get this stuff done before the end of the year, and we and we can make that happen third and fourth quarter.
• 23:48
  SPEAKER_04: Yeah, in light of what you were bringing up earlier, you know, banks tidying up over the past few years, that's only increased business for us.
• 23:53
  SPEAKER_04: So uh kind of like you mentioned, fourth quarter, those timelines start getting compressed, and you know, that that starts being the busiest time of year for us.
• 24:02
  SPEAKER_04: So um yeah, it's an exciting time.
• 24:05
  SPEAKER_04: Uh in in terms of the pullback that you were mentioning, um, yeah, it it it's only it's only gotten busier.
• 24:10
  SPEAKER_04: It's weird because now we're busier than ever, but we're probably producing, I'm probably producing just about the same amount as I would have a year or two ago because um there's a lot more terrible deals to sort through.
• 24:23
  SPEAKER_04: So when traditional financing pulls back, yes, I get more people coming my way, but I get a lot more people that I can't even help.
• 24:28
  SPEAKER_01: Are you able to calibrate?
• 24:29
  SPEAKER_01: Like if traditional pulls out like way early in the deal, you're like, this thing is a turret.
• 24:34
  SPEAKER_01: Like, you know, I mean, if but if they get pretty close to the finish line, right?
• 24:37
  SPEAKER_01: You're like, hey, like this thing's probably pretty well qualified by this by this point in the race.
• 24:42
  SPEAKER_04: Yeah, that is part of it too.
• 24:44
  SPEAKER_04: So uh what gets me excited is that they went through all the bank underwriting and there's one or two things missing.
• 24:48
  SPEAKER_04: I'm like, well, those one or two things missing are probably one or two things more than what I even need to get you the loan.
• 24:52
  SPEAKER_04: Yeah.
• 24:52
  SPEAKER_04: So it's kind of a layup in that way.
• 24:54
  SPEAKER_04: Yeah.
• 24:54
  SPEAKER_04: It's not that simple, but it it it that definitely does help.
• 24:57
  SPEAKER_04: Sure, sure.
• 24:57
  SPEAKER_04: Yeah.
• 24:58
  SPEAKER_02: What advice would you offer someone who's uh curious about getting started in the hard money world?
• 25:07
  SPEAKER_04: I would say be open to changing your perspective.
• 25:12
  SPEAKER_04: In this industry, you know, I I'd say first off, and you know, in society, we we get trapped in our own echo chambers and through social media and the people we surround ourselves around.
• 25:23
  SPEAKER_04: When you're in real estate, you can't be in an echo chamber.
• 25:26
  SPEAKER_04: You're you're talking to people all across the nation from all different backgrounds and all different age groups.
• 25:31
  SPEAKER_04: And if you're not able to be a chameleon in the way and be able to um, you know, connect with people on the on the small things you do have in common with them, you're not gonna be successful in this business.
• 25:42
  SPEAKER_04: So that's gonna be the biggest thing.
• 25:43
  SPEAKER_04: You gotta be able to be a chameleon, you gotta be able to relate and um ultimately be flexible.
• 25:48
  SPEAKER_02: I love that.
• 25:49
  SPEAKER_02: I love that.
• 25:50
  SPEAKER_02: I think that that's the number one thing that sets apart really, really top producers in this industry is that they can connect with all types of personalities, age groups, like you have to be agile and adaptable and really just a people person.
• 26:06
  SPEAKER_02: Like you said, you know, you surprised yourself with how easily you fell into sales, but I think that sales has always had such a negative connotation when in reality, because you know, the car salesman really gave us a bad rap, but sales really is a transfer of belief.
• 26:21
  SPEAKER_02: And when you combine knowing your product, believing in what you're doing, and having the ability to genuinely connect with and talk to people, you're gonna crush sales or whatever position you're in, even though every single position, whether you're selling a product or a service, it's all sales.
• 26:37
  SPEAKER_02: Like if you work for money, you're selling something.
• 26:40
  SPEAKER_01: Couple it with some thick skin.
• 26:41
  SPEAKER_01: I mean, I wanted to kind of circle back.
• 26:43
  SPEAKER_01: I mean, 150 phone calls a day, outbound cold, cold calls.
• 26:47
  SPEAKER_01: Cold calls.
• 26:49
  SPEAKER_01: Um talk a little bit about that.
• 26:51
  SPEAKER_01: I mean, we're talking about someone who's interested in in potentially getting into this universe.
• 26:55
  SPEAKER_01: Um how do you how do you how do you thrive or or how did you survive?
• 27:01
  SPEAKER_01: I mean, how long, how long was that period?
• 27:03
  SPEAKER_01: This this is fascinating to me.
• 27:05
  SPEAKER_01: I'm like terrified of 150.
• 27:07
  SPEAKER_01: Really?
• 27:07
  SPEAKER_01: I try to make 20 a day.
• 27:09
  SPEAKER_01: Like 150 is crazy.
• 27:11
  SPEAKER_01: I've been there.
• 27:12
  SPEAKER_04: Um man, I I don't think there's any one piece of advice.
• 27:16
  SPEAKER_04: I I think it's uh multifaceted.
• 27:17
  SPEAKER_04: I think for one, you got to have the support system to um get your feet wet.
• 27:22
  SPEAKER_04: You know, my my team was very supportive.
• 27:23
  SPEAKER_04: Hey, like they made it very known, you're gonna get hung up on, cussed out, um, told to block their number.
• 27:29
  SPEAKER_04: Um, you're gonna get talked talked down on.
• 27:32
  SPEAKER_04: And um, I think having that reassurance helped out a lot, but really it's just you know, it's not for everyone.
• 27:39
  SPEAKER_04: Yeah, another part of it is realizing that it's not your fault that you might not get a sale.
• 27:44
  SPEAKER_04: It there's I think um I I forgot there's this button.
• 27:46
  SPEAKER_04: I like that.
• 27:47
  SPEAKER_04: I'm forgetting the name.
• 27:50
  SPEAKER_04: There's there's a pie chart, right?
• 27:51
  SPEAKER_04: It says uh it's it's a pie chart of thirds.
• 27:53
  SPEAKER_04: 33% of all sales you'll get no matter what, 33% of sales you'll get um 33% of sales you'll never get no matter how hard you try.
• 28:02
  SPEAKER_04: And then there's that 33% that based off your skill level, you'll be able to get.
• 28:07
  SPEAKER_04: So it's all about going from that 33 to 66 percent.
• 28:10
  SPEAKER_04: So, you know, starting off, it's like, oh man, I got like 50 people that hung up on me.
• 28:14
  SPEAKER_04: But then it's really about like the next day, oh, like uh, or even a few months later down the line, you call that same person and they were that much more receptive.
• 28:22
  SPEAKER_04: Maybe it was your pitch, maybe it was just the time of day.
• 28:24
  SPEAKER_04: You caught them on a bad day a few months ago.
• 28:26
  SPEAKER_04: So um I think just sticking through it, no matter how uh insurmountable those challenges or you know were, um, you just stick through it.
• 28:36
  SPEAKER_04: Over time, people warm up, you you refine your craft and you start seeing your success rate skyrocket.
• 28:41
  SPEAKER_01: Well, I and a and an appreciation for the persistence too, right?
• 28:45
  SPEAKER_01: Like that person probably remembers hanging up on you.
• 28:48
  SPEAKER_01: They probably remember some of the things they said to you, and they're like dang, this dude's got thick enough skin to call me again.
• 28:54
  SPEAKER_02: Like he's either something that's either really brave or really stupid.
• 28:58
  SPEAKER_04: Yeah.
• 29:00
  SPEAKER_04: It's also about not taking offense to it, right?
• 29:02
  SPEAKER_04: I mean, the worst thing you could do is rooster back up to them.
• 29:05
  SPEAKER_04: Yeah.
• 29:06
  SPEAKER_04: I mean, you sometimes do have to rooster up, but um, you know, maybe soften them up, you know.
• 29:11
  SPEAKER_04: Maybe take the time instead of selling your product so hard, actually try to make a human connection.
• 29:15
  SPEAKER_04: Yeah, kill them with kindness.
• 29:16
  SPEAKER_04: Yeah.
• 29:17
  SPEAKER_04: I I never I always try to act the same, whether someone's screaming at me or or talking calmly to me.
• 29:21
  SPEAKER_04: I I try to keep the same tone of voice, same pace.
• 29:24
  SPEAKER_04: And that's that's really helped me out.
• 29:26
  SPEAKER_04: Yeah.
• 29:26
  SPEAKER_04: Calm people down.
• 29:27
  SPEAKER_02: There's a lot of psychology behind that about using a lower tonality, slowing your tone of voice down, like when you're talking with somebody who's getting worked up, getting angry, getting really emotional.
• 29:39
  SPEAKER_02: When you slow down and you lower your voice, they call it the late night DJ voice.
• 29:44
  SPEAKER_02: And you slow it down.
• 29:45
  SPEAKER_02: I actually learned this from a book written by a FBI hostage negotiator.
• 29:50
  SPEAKER_02: And that was like, he calls it his late night DJ voice of like, slow it down.
• 29:55
  SPEAKER_02: You're dealing with me now.
• 29:56
  SPEAKER_02: Like, we got this.
• 29:57
  SPEAKER_02: And then it people respond and react.
• 29:59
  SPEAKER_02: Mirroring behavior is so deeply ingrained in our psychology, we don't even notice when it's happening.
• 30:04
  SPEAKER_03: Yep.
• 30:04
  SPEAKER_02: That's how you win people over when they're like, fuck it, right?
• 30:10
  SPEAKER_01: Staring at him, talking about the calm voices.
• 30:13
  SPEAKER_01: But let's talk a little bit about let's talk a little bit about Sacramento.
• 30:16
  SPEAKER_01: Uh, what are what are some of your spots?
• 30:17
  SPEAKER_01: What are you doing?
• 30:18
  SPEAKER_02: What is a 24-year-old dude recreate in Sacramento?
• 30:23
  SPEAKER_04: Oh, I do a whole lot.
• 30:24
  SPEAKER_04: You know, I have a very active life outside of work, but um, you know, if I'm not fishing or hiking nearby, um, you know, I I'm a big foodie.
• 30:32
  SPEAKER_04: Sacramento is an amazing foodie capital for its size.
• 30:36
  SPEAKER_04: It punches way above its weight class.
• 30:38
  SPEAKER_04: Yeah.
• 30:38
  SPEAKER_04: Um, you know, I I love like Bincho Yaki.
• 30:41
  SPEAKER_04: I'm not sure if you guys have heard of it.
• 30:42
  SPEAKER_04: It's a Japanese barbecue street.
• 30:44
  SPEAKER_04: Where is that?
• 30:45
  SPEAKER_04: It's on, I think like 10th and V V Street or something like that.
• 30:49
  SPEAKER_02: Okay.
• 30:49
  SPEAKER_02: I think I've driven past it.
• 30:51
  SPEAKER_04: Yeah.
• 30:51
  SPEAKER_04: It's uh it's a pretty darn good spot, a little pricey, but they have like these expensive charcoals where they grill these skewers.
• 30:58
  SPEAKER_04: They're doing it right.
• 30:58
  SPEAKER_04: Um they they like if you go to a dinner menu, they have a seasonal menu that changes every day, and you'll get sushi and like sea urchin pasta and all these really exotic things.
• 31:08
  SPEAKER_01: Um What area of town do you live in?
• 31:10
  SPEAKER_04: I live in the Thomas.
• 31:12
  SPEAKER_01: Okay.
• 31:12
  SPEAKER_01: Okay.
• 31:12
  SPEAKER_04: Yeah.
• 31:13
  SPEAKER_04: But you know, working in midtown, I spend most of my time.
• 31:15
  SPEAKER_04: Sure, sure.
• 31:17
  SPEAKER_04: So Lucky you.
• 31:18
  SPEAKER_04: Yeah.
• 31:18
  SPEAKER_04: Um if I'm not downtown, I I I do like going out to nature.
• 31:22
  SPEAKER_04: Um I love wine tasting.
• 31:24
  SPEAKER_04: I think uh the old sugar mill is an awesome spot to take it.
• 31:26
  SPEAKER_02: Yeah, do you have uh what are they a membership there?
• 31:28
  SPEAKER_04: I don't have any memberships yet.
• 31:30
  SPEAKER_04: I I don't want to, you know, you get into like this trap.
• 31:32
  SPEAKER_04: Yeah, you you get to like 10 wine places.
• 31:34
  SPEAKER_01: Well, every month every month we get a phone call or a missed FedEx package.
• 31:38
  SPEAKER_01: I'm like, dang it.
• 31:39
  SPEAKER_02: Yeah.
• 31:39
  SPEAKER_01: Now we gotta go to FedEx and pick up our wine.
• 31:42
  SPEAKER_02: What are some of your favorite places to hike around Sacramento?
• 31:45
  SPEAKER_04: Um really starting off uh proximity-wise is Auburn.
• 31:49
  SPEAKER_04: Yeah.
• 31:49
  SPEAKER_04: Auburn, that whole recreational area is awesome.
• 31:52
  SPEAKER_04: Um, but really I like going out to the coast.
• 31:54
  SPEAKER_04: I'm a big ocean guy, um, you know, growing up on an island, right?
• 31:57
  SPEAKER_04: So uh I always like going out to San Francisco, going to Rodeo Beach, um, even farther out, I you know, this is far away from Sacramento at this point, but going to like Mendocino, yeah, going to Fort Bragg, just going to like that lost northern coast.
• 32:09
  SPEAKER_04: So beautiful up there.
• 32:10
  SPEAKER_01: So beautiful.
• 32:10
  SPEAKER_01: Especially when it's 105 here, you know, go find some fog.
• 32:15
  SPEAKER_01: Yeah, some fog.
• 32:16
  SPEAKER_01: It's like 65 degrees.
• 32:18
  SPEAKER_02: Yeah, it's always beautiful up in the Pacific Northwest, man.
• 32:21
  SPEAKER_01: You said you said fishing, so what do you what do you fish?
• 32:23
  SPEAKER_01: What are you fishing for?
• 32:24
  SPEAKER_04: Um, I mean, I grew up bass fishing, but really at this point I'm I'm a lot more interested in ocean fishing.
• 32:29
  SPEAKER_04: Okay.
• 32:29
  SPEAKER_04: So um, you know, I go out, I I shore fish for rockfish, surf perch, um, halibut.
• 32:35
  SPEAKER_04: Haven't been lucky enough to catch one from shore yet.
• 32:36
  SPEAKER_04: But when I'm here in Sacramento, you know, I love just going striper fishing, cracking up a few cold ones with the boys.
• 32:41
  SPEAKER_04: Jump on the river.
• 32:42
  SPEAKER_04: Yeah, jump in the river.
• 32:43
  SPEAKER_01: Uh my 14-year-old's all about bass fishing.
• 32:46
  SPEAKER_01: Oh, really?
• 32:47
  SPEAKER_01: Oh my god.
• 32:47
  SPEAKER_01: I mean, he knows most so much more about it than I do.
• 32:50
  SPEAKER_01: That's awesome.
• 32:50
  SPEAKER_01: He loves it.
• 32:51
  SPEAKER_01: But so yeah, so it's a gateway drug, is what you're telling me?
• 32:53
  SPEAKER_01: Yeah, it's a gateway drug.
• 32:54
  SPEAKER_02: Yeah.
• 32:55
  SPEAKER_02: Again, not a cheap one either, but a great one.
• 32:58
  SPEAKER_01: We did a uh we did a bluefin trip with some of the some of the good life guys last year, and that was fun.
• 33:03
  SPEAKER_02: Did you catch any?
• 33:04
  SPEAKER_01: Oh god, yeah.
• 33:04
  SPEAKER_01: I came home with hundreds of pounds.
• 33:06
  SPEAKER_01: Hundred pounds of fish.
• 33:07
  SPEAKER_01: Oh, we all we were we were it we were it was uh it was the time of year.
• 33:11
  SPEAKER_01: It was we we timed it well.
• 33:13
  SPEAKER_01: Um we did three nights.
• 33:15
  SPEAKER_01: Got sea got seasick the first night.
• 33:17
  SPEAKER_01: I was just about to say well half the boat, more than half the boat got it was choppy.
• 33:21
  SPEAKER_01: The first night was windy and rough, and it was uh can't see land.
• 33:24
  SPEAKER_01: It was an experience.
• 33:25
  SPEAKER_01: What's that?
• 33:26
  SPEAKER_01: You're so far out, you can't even see.
• 33:27
  SPEAKER_01: Yeah, no, you're a couple hundred miles off of uh we we went out of San Diego and we actually we thought we were gonna go maybe go down to Mexico.
• 33:34
  SPEAKER_01: We ended up going north to like the um we were off the Catalina Islands.
• 33:37
  SPEAKER_01: Um so yeah, it was fun.
• 33:39
  SPEAKER_01: As a matter of fact, fun fun fact about that trip, it was when that tsunami hit uh Hawaii.
• 33:45
  SPEAKER_02: Oh shit.
• 33:46
  SPEAKER_01: And so I'm in the middle of the ocean on a fishing boat.
• 33:50
  SPEAKER_01: My daughter was in Hawaii and my wife's home with my son, and she was just freaking out.
• 33:55
  SPEAKER_01: That's stressful.
• 33:56
  SPEAKER_01: I mean, yeah, oh yeah.
• 33:56
  SPEAKER_01: They they literally moved my daughter up to like the fifth floor.
• 33:59
  SPEAKER_01: They're like everybody has to be above fifth floor or higher.
• 34:02
  SPEAKER_01: Um it was, and I was like, you know, we didn't have cell reception or anything.
• 34:06
  SPEAKER_01: Yeah, we knew nothing of it.
• 34:08
  SPEAKER_01: We were just out sometimes.
• 34:09
  SPEAKER_01: Ignorance really is blissful.
• 34:11
  SPEAKER_01: Still slanging some fish, you know.
• 34:13
  SPEAKER_01: So uh fun story though.
• 34:15
  SPEAKER_01: But uh so yeah, so I and I grew up in Half Moon Bay, so the beach, the beach, the beach fishermen fishing off the shore there.
• 34:21
  SPEAKER_01: Um, seeing some guys pulling some pretty cool stuff.
• 34:24
  SPEAKER_02: What's the biggest thing you've ever caught?
• 34:25
  SPEAKER_04: Um, probably just a ginormous lane cod.
• 34:28
  SPEAKER_04: Uh I've I've caught some pretty big uh lane cod out towards the Fairlawn Islands, a few miles offshore from San Francisco.
• 34:33
  SPEAKER_04: Okay.
• 34:34
  SPEAKER_04: It's probably between that or this Mahi Mahi that I caught out next guy.
• 34:37
  SPEAKER_04: Nice.
• 34:38
  SPEAKER_04: You know, I was there for a bachelor's.
• 34:39
  SPEAKER_01: That's a trophy, man.
• 34:40
  SPEAKER_01: That's a that mahi's a trophy.
• 34:41
  SPEAKER_01: Those are humongous.
• 34:43
  SPEAKER_04: I wish we could take it home, but we're at the resort, so we're like, I mean, what are we gonna do with this fish, right?
• 34:47
  SPEAKER_02: What did you do with it?
• 34:47
  SPEAKER_02: Did you just let the guys take it?
• 34:49
  SPEAKER_04: Or um, yeah.
• 34:51
  SPEAKER_04: I just let them take it.
• 34:52
  SPEAKER_04: They they, you know, there's probably eight of us on that boat.
• 34:54
  SPEAKER_04: They walked away with like ten mahi mahi.
• 34:56
  SPEAKER_04: Oh my god.
• 34:57
  SPEAKER_04: Dang, and you paid for it all.
• 34:58
  SPEAKER_04: Yeah, and I take it up.
• 34:59
  SPEAKER_04: I mean, shoot, I should probably get into that.
• 35:00
  SPEAKER_01: A lot of those places, like in Cabo and stuff, a lot of those places, if you catch fish, like you can you can take your fish to a restaurant.
• 35:06
  SPEAKER_01: Yeah, and they'll prep it for you.
• 35:07
  SPEAKER_01: They'll prep it and do it, and then you just go, hey guys, like I'm on vacation.
• 35:10
  SPEAKER_01: Yeah, you guys can have the rest, and there's usually some sort of a deal.
• 35:14
  SPEAKER_02: A little, yeah, I mean a little handshake in there.
• 35:17
  SPEAKER_01: Handshake and a wink, a winking handshake.
• 35:23
  SPEAKER_01: Well, that's cool.
• 35:24
  SPEAKER_01: You're a you're so you're an outdoorsman.
• 35:26
  SPEAKER_01: I I probably would have never guessed that.
• 35:27
  SPEAKER_04: Yeah.
• 35:28
  SPEAKER_04: I'm uh I'm a homebody most of the time, but the second you get me out the house and it's the weekend, I'm camping.
• 35:33
  SPEAKER_04: I just came back from a camping trip.
• 35:34
  SPEAKER_04: I'm going, uh I'm doing a golf tournament on Saturday.
• 35:38
  SPEAKER_04: Um, I'm going fishing on Sunday.
• 35:39
  SPEAKER_04: So I I just love being outside.
• 35:41
  SPEAKER_04: I mean, we're inside the office all day, right?
• 35:43
  SPEAKER_04: So what's fun.
• 35:44
  SPEAKER_02: You gotta balance it out.
• 35:45
  SPEAKER_04: Yeah, you gotta balance it out.
• 35:46
  SPEAKER_04: Huge nature guy.
• 35:47
  SPEAKER_02: I love that.
• 35:48
  SPEAKER_02: Nature is so healing and resetting.
• 35:50
  SPEAKER_02: I spent quite a bit of time out at the end of the last week and this weekend.
• 35:55
  SPEAKER_02: More than I have in a while.
• 35:57
  SPEAKER_02: And it just was very like revitalizing.
• 36:00
  SPEAKER_02: It's awesome.
• 36:00
  SPEAKER_02: Yeah, recentering.
• 36:02
  SPEAKER_02: It was we spent some time in Auburn, Upper Lake Clementine.
• 36:05
  SPEAKER_02: It's so beautiful up there.
• 36:06
  unknown: Oh, yeah.
• 36:07
  SPEAKER_02: The water is crystal clear.
• 36:09
  SPEAKER_01: Oh, yeah.
• 36:09
  SPEAKER_01: Yeah.
• 36:10
  SPEAKER_02: Yeah.
• 36:10
  SPEAKER_02: No, it was like it's warmer than than the American River right now.
• 36:14
  SPEAKER_02: Yeah, it was like a bath.
• 36:16
  SPEAKER_02: It felt so good.
• 36:17
  SPEAKER_02: And it's so shallow.
• 36:18
  SPEAKER_02: My son could just flop around.
• 36:20
  SPEAKER_02: I didn't worry about him drowning.
• 36:21
  SPEAKER_02: It's great.
• 36:22
  SPEAKER_02: Have you done swim lessons for him yet?
• 36:24
  SPEAKER_02: Oh yeah.
• 36:24
  SPEAKER_01: Yeah?
• 36:25
  SPEAKER_02: Yeah.
• 36:25
  SPEAKER_02: He's in swim lessons right now.
• 36:26
  SPEAKER_01: Does he like know how to flip himself over?
• 36:28
  SPEAKER_02: Uh, we're working on that.
• 36:30
  SPEAKER_02: He like how long how young kids can learn that.
• 36:34
  SPEAKER_02: He prefers to like go underwater, which is frightening for me.
• 36:37
  SPEAKER_02: Yeah, it's really scary.
• 36:39
  SPEAKER_02: But he loves the water, he's such a water boy.
• 36:42
  SPEAKER_02: So yeah, we're working on it.
• 36:43
  SPEAKER_01: It's those Viking.
• 36:45
  SPEAKER_02: Dude, it's crazy.
• 36:46
  SPEAKER_02: It's crazy.
• 36:47
  SPEAKER_02: He's such a Viking.
• 36:48
  SPEAKER_02: Getting him around the other kids, he's his age in his swim class.
• 36:53
  SPEAKER_02: He looks like he's going to eat them.
• 36:55
  SPEAKER_02: Like he's he's twice the size of all the other kids in his class.
• 36:58
  SPEAKER_02: I'm like, who where did you come from?
• 37:00
  SPEAKER_02: I don't anyway.
• 37:02
  SPEAKER_02: All right.
• 37:02
  SPEAKER_02: So back to you, Turbo.
• 37:04
  SPEAKER_02: Uh we're so we're talking about outside of work passions.
• 37:07
  SPEAKER_02: Gosh, honestly, you really did throw me through a loop there with your whole outdoors experience.
• 37:11
  SPEAKER_02: Okay, so foodie.
• 37:13
  SPEAKER_02: You talked about Benjiaki.
• 37:14
  SPEAKER_04: Yep.
• 37:15
  SPEAKER_02: What are some of your other favorite spots?
• 37:17
  SPEAKER_04: Um my favorite sushi spot uh hole in the wall is probably Miso.
• 37:22
  SPEAKER_04: Um where is that?
• 37:23
  SPEAKER_04: Miso is on Broadway.
• 37:25
  SPEAKER_04: And uh you wouldn't, it's right across from the Tower Cafe.
• 37:28
  SPEAKER_02: Okay.
• 37:28
  SPEAKER_04: Directly across from the Tower Cafe, right next to a liquor store.
• 37:31
  SPEAKER_04: So it it it you wouldn't really think that there's a good sushi bar in there because it's, you know, it's you know, the area is a little seedy at times, but then you go in there and you have an insane selection of fish for a great price.
• 37:43
  SPEAKER_04: Like obviously, if I'm you know, if I you know got a big bonus paycheck last month or something, I'm going to crew, right?
• 37:48
  SPEAKER_04: I'm I'm going to those spots right and I'm getting omakase and all these things.
• 37:53
  SPEAKER_04: But um really like the like the weekly sushi, the the you know, after work, sake bomb and few nigiris type of place.
• 38:00
  SPEAKER_04: That's me.
• 38:01
  SPEAKER_04: So and then I'll probably lastly say probably that whole what is it called?
• 38:06
  SPEAKER_04: The handlebar didn't you know where Batsanotes and the Rind and Saigon Allen?
• 38:12
  SPEAKER_02: On like Capital and where is that?
• 38:15
  SPEAKER_02: Is that L?
• 38:16
  SPEAKER_02: No.
• 38:16
  SPEAKER_02: It's like L eighteen capital, that area.
• 38:19
  SPEAKER_02: Yeah, it's it's on L.
• 38:20
  SPEAKER_04: L is something, probably 16th or something like that.
• 38:23
  SPEAKER_04: It's called the handle or the jug or something like that.
• 38:26
  SPEAKER_04: Um that's also a great place to get some food.
• 38:28
  SPEAKER_04: You got the Spanish tapas placed right there.
• 38:30
  SPEAKER_04: You got the I mean my favorite Italian food spot right there, Pazzanote, and uh the Rhind for date nights.
• 38:36
  SPEAKER_04: Me and my girlfriend, you know, you get a fancy cheese, uh grilled cheese with uh, you know, a huge selection of wine.
• 38:42
  SPEAKER_04: Yeah, it's a great spot.
• 38:44
  SPEAKER_04: Um yeah, great wine bar.
• 38:45
  SPEAKER_04: That whole area.
• 38:46
  SPEAKER_02: Oh god, you're making me miss Midtown.
• 38:48
  SPEAKER_01: Grilled cheese and wine.
• 38:49
  SPEAKER_02: Oh, it's so good.
• 38:50
  SPEAKER_02: Have you not been to the Rhind?
• 38:51
  SPEAKER_01: No.
• 38:52
  SPEAKER_02: Oh.
• 38:52
  SPEAKER_01: I'll take the wife.
• 38:53
  SPEAKER_02: Yeah, she'll uh Marina will love it.
• 38:56
  SPEAKER_02: Yeah.
• 38:56
  SPEAKER_02: Great cheese selection.
• 38:58
  SPEAKER_02: I mean, you could do like your classic uh charcuterie board with wine selection, but they have things like their grilled cheeses are incredible.
• 39:05
  SPEAKER_02: Yeah, and they got like fancy cheeses in the grilled cheese.
• 39:08
  SPEAKER_04: Yeah, five-year-age cheddar and stuff like that.
• 39:11
  SPEAKER_04: Fancy goudas, some years.
• 39:13
  SPEAKER_04: You get like the charcuterie board with like caviar bumps.
• 39:16
  SPEAKER_04: Yeah.
• 39:16
  SPEAKER_04: Um, it's kind of like an upscale type of feel.
• 39:18
  SPEAKER_04: Yeah.
• 39:18
  SPEAKER_02: It's not a huge spot.
• 39:19
  SPEAKER_02: It's like mostly bar seating with a couple tabletops, but it's it's quaint, it's great.
• 39:24
  SPEAKER_01: Yeah, Tony's brought a bunch of spots that we have not talked about on the on the show before.
• 39:28
  SPEAKER_02: No, we should we're gonna have to publish all these.
• 39:30
  SPEAKER_02: We're gonna have to get younger.
• 39:31
  SPEAKER_01: We're gonna just have to get a younger demographic.
• 39:33
  SPEAKER_01: Oh man.
• 39:34
  SPEAKER_01: I'm gonna be really freaking old.
• 39:37
  SPEAKER_02: You're you're making me feel old, Dan.
• 39:39
  SPEAKER_02: Jeez.
• 39:41
  SPEAKER_02: Golly.
• 39:42
  SPEAKER_02: We're not old, okay?
• 39:43
  SPEAKER_02: We're just in a different season of life.
• 39:45
  SPEAKER_01: Yes, yes, yes.
• 39:46
  SPEAKER_01: Yes.
• 39:47
  SPEAKER_01: A season of naps and early bedtime.
• 39:50
  SPEAKER_01: Don't worry, Tony.
• 39:51
  SPEAKER_01: You will get there.
• 39:53
  SPEAKER_04: I'm sure it time flies.
• 39:54
  SPEAKER_04: Weeks, uh, months have become weeks, years have become months.
• 39:57
  SPEAKER_01: So I mean, I'm trying to think.
• 40:00
  SPEAKER_01: Like Tony and I sat on Cantry together when you first joined, it had to be right around pre-COVID.
• 40:10
  SPEAKER_04: No, I actually Cantry last year.
• 40:14
  SPEAKER_04: Oh, you had just come on.
• 40:15
  SPEAKER_04: Yeah, Cantry was last year.
• 40:17
  SPEAKER_02: So you just joined, and then you saw Dan fall and break his feet.
• 40:22
  SPEAKER_04: Yeah, uh, unfortunately.
• 40:23
  SPEAKER_04: It was uh I I was concerned.
• 40:26
  SPEAKER_04: I I honestly, if you were there, you would have thought it could have been way worse.
• 40:29
  SPEAKER_04: You know, I'm I'm just I'm I'm doing something, I forget exactly what I'm doing.
• 40:32
  SPEAKER_04: I'm looking at the tree, and all of a sudden I just see a body fall so quick.
• 40:37
  SPEAKER_04: And I'm like, and then you hear his yell, and then boom.
• 40:40
  SPEAKER_04: And you know, we're in a car dealership.
• 40:42
  SPEAKER_04: So you have everything.
• 40:43
  SPEAKER_04: Everything echoes.
• 40:45
  SPEAKER_01: Yesterday, nine months of the day yesterday.
• 40:47
  SPEAKER_01: Nine months of the day.
• 40:47
  SPEAKER_01: Yeah, nine months of the day yesterday.
• 40:48
  SPEAKER_04: Yeah, it was the second I saw him on the ground, I was like, call 911.
• 40:52
  SPEAKER_04: I was like, it's done.
• 40:53
  SPEAKER_01: Yeah, we we gotta it was an experience, man.
• 40:56
  SPEAKER_01: That was I it, you know, I'm obviously still still trying to get myself through, get myself through it.
• 41:02
  SPEAKER_01: Yeah.
• 41:02
  SPEAKER_01: Yesterday I did kind of have some fun with it.
• 41:04
  SPEAKER_01: I was like, I was messing around.
• 41:05
  SPEAKER_01: I made a TikTok.
• 41:06
  SPEAKER_01: I was like the Are you on TikTok?
• 41:08
  SPEAKER_01: I am, yeah.
• 41:09
  SPEAKER_01: Oh my god.
• 41:10
  SPEAKER_01: See, you're not old.
• 41:11
  SPEAKER_02: I'm not even on TikTok.
• 41:12
  SPEAKER_01: Yep, that was.
• 41:13
  SPEAKER_01: You're with it.
• 41:14
  SPEAKER_01: Yep, that was me.
• 41:15
  SPEAKER_01: Yep.
• 41:16
  SPEAKER_01: I did that video.
• 41:16
  SPEAKER_01: I was like, oh yeah.
• 41:17
  SPEAKER_01: I was like, oh, but probably wondering how I got here.
• 41:19
  SPEAKER_01: Show you guys the freaking, you know, the very humble, the very uh the very humbling pictures of the city.
• 41:24
  SPEAKER_02: What are they gonna do for the cantry this year?
• 41:26
  SPEAKER_02: Have they talked about that?
• 41:27
  SPEAKER_01: I mean, is it gonna be uh same situation or discussing that?
• 41:32
  SPEAKER_01: Yeah, yeah, yeah.
• 41:32
  SPEAKER_02: Gonna have to wear some safety harnesses or something.
• 41:35
  SPEAKER_01: I would imagine if it happens, there'd be something.
• 41:37
  SPEAKER_01: Yeah, if it happens, I would have an additional safety protocol.
• 41:40
  SPEAKER_01: Yeah.
• 41:42
  SPEAKER_04: Obviously for the fall, it was that first grin, but when the when the ambulance showed up, he was cracking all the jokes.
• 41:47
  SPEAKER_04: He was actually the light.
• 41:48
  SPEAKER_04: It was chalk.
• 41:50
  SPEAKER_01: Well, yeah, I mean, that was my that was my coping mechanism.
• 41:53
  SPEAKER_01: Staring at my foot that's pointed the wrong direction.
• 41:56
  SPEAKER_01: 90 degrees in the wrong angle.
• 41:58
  SPEAKER_01: It was though.
• 41:58
  SPEAKER_01: I mean, it was.
• 41:59
  SPEAKER_01: I do remember.
• 42:00
  SPEAKER_01: I mean, things did kind of slow down once I kind of started breathing.
• 42:02
  SPEAKER_01: It was like I handed Liz my phone and told her to call my wife.
• 42:06
  SPEAKER_01: I said somebody else called 911, and then I was like, everybody else, just stay back.
• 42:10
  SPEAKER_02: Yeah.
• 42:11
  SPEAKER_01: Like, do not do not get close to me.
• 42:13
  SPEAKER_01: Do not try and touch me, do not try and comfort me.
• 42:16
  SPEAKER_01: My wife and an ambulance.
• 42:19
  SPEAKER_02: Yeah.
• 42:19
  SPEAKER_01: Are the only things that need to be informed at this point.
• 42:23
  SPEAKER_02: It's kind of crazy that in that moment, you being the injured person were the one that had the like mental fortitude to say, okay, you do this, you do that, you do that.
• 42:34
  SPEAKER_02: Because in most situations, people just panic and they don't have the wherewithal to even say, like, okay, somebody needs to dial 911.
• 42:41
  SPEAKER_01: I think that was probably part of it too.
• 42:42
  SPEAKER_01: I I I immediately did realize it was kind of a lot of a a lot of chiefs, not a lot of Indians situation where I was like, okay, like it'd be really easy for five people to have five different ideas of what needs to happen.
• 42:57
  SPEAKER_01: I said, no, I'm just gonna, I'm just gonna take take the reins on this and uh and and and kind of say what I think needs to be done.
• 43:04
  SPEAKER_02: And I say that.
• 43:05
  SPEAKER_02: Given my physical state.
• 43:07
  SPEAKER_02: I'm like, given your current conditions.
• 43:09
  SPEAKER_01: I don't think anybody's gonna say no to me right now.
• 43:11
  SPEAKER_02: So what and that how did that like when Dan's getting wheeled away, were you like, man, was cantree the right choice?
• 43:20
  SPEAKER_02: You didn't realize there's such a risk.
• 43:23
  SPEAKER_04: Honestly, it was almost like a war cry.
• 43:24
  SPEAKER_04: We all kind of got more, I mean, we we got way more cautious with finishing out what was going on.
• 43:30
  SPEAKER_04: But it was like, now we definitely have to finish.
• 43:32
  SPEAKER_04: Now we definitely, yeah, you know, he just made a sacrifice.
• 43:34
  SPEAKER_04: We gotta put this cantree up, we gotta feed the people.
• 43:37
  SPEAKER_04: Um I yeah, we just went full steam ahead after that, after he got wheeled out.
• 43:41
  SPEAKER_04: And I was like, this guy's a champ.
• 43:42
  SPEAKER_04: He just broke his, you know, he's cracking jokes, and now we're all, you know, like, yeah, let's get this thing finished.
• 43:47
  SPEAKER_04: Um that's wild.
• 43:48
  SPEAKER_01: So yeah, it was um there was there was there was definitely enough like unknown that I was like, I don't want I had no clue like what the extent what the future looked like at that point.
• 44:00
  SPEAKER_01: Like I didn't know, I didn't know I'd broken my ankle.
• 44:03
  SPEAKER_01: I didn't know that I'd broken my heel.
• 44:05
  SPEAKER_01: Um, I didn't know that I basically was not gonna be on my feet for two months.
• 44:10
  SPEAKER_01: Um so there was definitely a lot of kind of that fear and those questions spinning in the background, but it was like also I couldn't.
• 44:19
  SPEAKER_01: Dwell on it.
• 44:20
  SPEAKER_01: Like, I just I want answers before I start, you know, thinking about how to get through it.
• 44:27
  SPEAKER_01: Yeah.
• 44:27
  SPEAKER_01: So but it was it was.
• 44:30
  SPEAKER_01: I mean, I've I'd spent I think 13 or 14 years on that committee.
• 44:33
  SPEAKER_01: I chaired it in consecutive years.
• 44:35
  SPEAKER_01: I think my two years of sitting on that committee, I think we raised close to$150,000 over the two years.
• 44:43
  SPEAKER_01: Um you know, and just great people, great connections, great cause.
• 44:48
  SPEAKER_01: Um yeah.
• 44:50
  unknown: Yeah.
• 44:50
  SPEAKER_04: I love being able to serve our community too, be able to connect with people equally as passionate about that.
• 44:55
  SPEAKER_04: And the cantry committee is like especially special.
• 44:57
  SPEAKER_02: Are you on Cantry again this year?
• 44:59
  SPEAKER_04: Uh yeah, I I'm on it.
• 45:01
  SPEAKER_04: Um, you know, we got that barbecue coming up, and uh I'm excited about that.
• 45:05
  SPEAKER_01: Barbie cause for a cause.
• 45:07
  SPEAKER_02: So is that the one where people compete?
• 45:09
  SPEAKER_01: Yep.
• 45:10
  SPEAKER_02: Okay.
• 45:10
  SPEAKER_01: Yep, yep, yep.
• 45:11
  SPEAKER_02: Is it the rib?
• 45:12
  SPEAKER_02: At the association, yep.
• 45:13
  SPEAKER_02: Okay.
• 45:14
  SPEAKER_01: Yep.
• 45:14
  SPEAKER_04: Rib cook off.
• 45:15
  SPEAKER_02: When is that?
• 45:16
  SPEAKER_04: Um September.
• 45:17
  SPEAKER_04: It's mid-September.
• 45:18
  SPEAKER_04: The the data is eluding me right now.
• 45:20
  SPEAKER_02: But that's okay.
• 45:21
  SPEAKER_01: I think it's usually on a Friday.
• 45:22
  SPEAKER_02: Yeah, we'll look it up.
• 45:23
  SPEAKER_02: I want to I usually go to that.
• 45:24
  SPEAKER_02: It's pretty fun.
• 45:25
  SPEAKER_02: I want I want our listeners, I want all seven of our listeners to show up in force and judge the barbecue.
• 45:31
  SPEAKER_02: We've grown a little bit.
• 45:32
  SPEAKER_02: Yeah, how many?
• 45:33
  SPEAKER_04: I was curious, you guys.
• 45:34
  SPEAKER_04: So how long have you guys been doing this?
• 45:36
  SPEAKER_04: And like what's kind of this is episode 53.
• 45:38
  SPEAKER_02: And whoa, Turbo.
• 45:40
  SPEAKER_02: Okay, we're the interviewees here.
• 45:41
  SPEAKER_02: We ask the questions.
• 45:42
  SPEAKER_02: Okay.
• 45:43
  SPEAKER_02: Uh no, this is 53.
• 45:45
  SPEAKER_02: Yeah.
• 45:46
  SPEAKER_02: 53.
• 45:46
  SPEAKER_02: Yeah, it's been, I can't believe 53, but it doesn't feel like 53 coming up on coming up on our third year, I believe.
• 45:55
  SPEAKER_01: Yeah.
• 45:55
  SPEAKER_02: So we should probably start that YouTube channel.
• 46:00
  SPEAKER_02: I'm just glad you said it.
• 46:04
  SPEAKER_02: I will do it.
• 46:05
  SPEAKER_02: And now I'm now I'm accountable because I've said it to the audience like seven times today.
• 46:10
  SPEAKER_01: Um let's uh let's let's get into the lightning round.
• 46:13
  SPEAKER_01: Let's let's let's put Tony on the spot a little bit.
• 46:15
  SPEAKER_02: All right.
• 46:16
  SPEAKER_02: I don't know if I have my lightning in me.
• 46:17
  SPEAKER_02: Do you want to take this one today, Dan?
• 46:19
  SPEAKER_01: Uh no.
• 46:20
  SPEAKER_02: Okay.
• 46:21
  SPEAKER_02: All right.
• 46:22
  SPEAKER_02: Hold on.
• 46:22
  SPEAKER_02: Let me get into mindset here.
• 46:24
  SPEAKER_02: This anxiety has really thrown me through a loop today, guys.
• 46:26
  SPEAKER_02: Like I've been weird.
• 46:28
  SPEAKER_02: All right.
• 46:29
  SPEAKER_02: Lightning round.
• 46:30
  SPEAKER_02: Coffee or tea?
• 46:31
  SPEAKER_04: Tea.
• 46:32
  SPEAKER_02: Mountains or beach.
• 46:33
  SPEAKER_02: Kind of ready to talk about it.
• 46:35
  SPEAKER_02: Um River Cats or Kings?
• 46:37
  SPEAKER_04: Kings all the way.
• 46:38
  SPEAKER_02: Oh, God.
• 46:40
  SPEAKER_02: The way that he said that was such conviction.
• 46:42
  SPEAKER_02: I know.
• 46:45
  SPEAKER_02: Um, okay, we're gonna go with NorCal or SoCal.
• 46:48
  SPEAKER_02: NorCal.
• 46:50
  SPEAKER_02: Yeah.
• 46:50
  SPEAKER_02: Fort Bragg or San Francisco.
• 46:53
  SPEAKER_04: Fort Bragg.
• 46:54
  SPEAKER_02: Oh God, he just really knows.
• 46:56
  SPEAKER_02: He even thought of my game today.
• 46:58
  SPEAKER_02: Um, okay.
• 46:59
  SPEAKER_02: I need to think about this, you guys.
• 47:01
  SPEAKER_02: I did not, my brain, and you know what?
• 47:03
  SPEAKER_02: I fell asleep thinking about this last night, and I was like so excited about my lightning round questions, and here I am today because I feel like we've talked about everything that I had.
• 47:11
  SPEAKER_02: Dan is looking at me with such disappointment.
• 47:13
  SPEAKER_02: You guys can't even tell right now.
• 47:14
  SPEAKER_01: We're just filling the air.
• 47:16
  SPEAKER_01: God, I'm so sorry.
• 47:17
  SPEAKER_01: I know.
• 47:18
  SPEAKER_01: This is a this is a podcasting trick where you just keep saying things while you're trying to think of what you really want to say.
• 47:24
  SPEAKER_02: I'm sweating.
• 47:25
  SPEAKER_02: I want you to know.
• 47:26
  SPEAKER_02: I'm actually sweating.
• 47:27
  SPEAKER_01: This is the equivalent of like um and uh it's it's it's brilliant podcasting.
• 47:35
  SPEAKER_01: It's not good.
• 47:36
  SPEAKER_01: Okay.
• 47:38
  SPEAKER_02: You're making me nervous, Dan.
• 47:40
  SPEAKER_02: Sorry.
• 47:40
  SPEAKER_02: I need I need to excuse myself for a moment.
• 47:44
  SPEAKER_02: Dan, take over.
• 47:46
  SPEAKER_01: All right.
• 47:46
  SPEAKER_01: Well, Tony, we um we're gonna wrap this up.
• 47:50
  SPEAKER_01: This has been this has been super fun.
• 47:52
  SPEAKER_01: Um thank you for being such a uh such a such a generous uh you know source of information.
• 47:58
  SPEAKER_01: I think that the your industry fascinates me.
• 48:00
  SPEAKER_01: I I just love the stories and all that.
• 48:01
  SPEAKER_02: Thanks for being the pioneer of hard money on our show.
• 48:03
  SPEAKER_02: We have of all 53 episodes that we've had, we've never gone into the hard money realm.
• 48:08
  SPEAKER_01: I know.
• 48:08
  SPEAKER_01: And I think, yeah, and I think drawing those parallels where it fits in the residential space, where it fits in the commercial space, like you can be a resource for so many, for so many deals that that should be getting to the finish line.
• 48:20
  SPEAKER_02: I have to say, I have to share this story because I've never used a hard money in my transactions before.
• 48:25
  SPEAKER_02: And I had a client who she was a first-time home buyer, she was buying a house, and she was shopping for like mobile homes.
• 48:32
  SPEAKER_02: That was like her price point, but she was buying a house for her mom and her two brothers.
• 48:37
  SPEAKER_02: She's this young girl, like supporting her family on her back.
• 48:41
  SPEAKER_02: She had a great borrower profile, good credit, good money in the bank.
• 48:44
  SPEAKER_02: Like, I she was getting denied at every mobile home lender, and I don't know why.
• 48:50
  SPEAKER_02: Like, I even sent it to my regular lender, and she's like, I don't get it.
• 48:54
  SPEAKER_02: Her profile is perfect.
• 48:56
  SPEAKER_02: And we were in escrow on this home.
• 48:58
  SPEAKER_02: She's like moving up from San Jose, and we were supposed to be closing because her lender was telling me, like, oh, it's gonna be fine, da-da-da.
• 49:07
  SPEAKER_02: And then these random conditions kept coming up.
• 49:09
  SPEAKER_02: Anyway, last minute, um, I put out a notice of people, and Amber Steadman actually responded and was like, Hey, reach out to my hard money guy.
• 49:17
  SPEAKER_02: And I was like, I don't know if this is gonna be a fit, but he ended up getting it done.
• 49:20
  SPEAKER_02: We closed the deal and got her in the home, and it was like my favorite story ever because everyone was telling her no.
• 49:26
  SPEAKER_02: And I was like, I'm not gonna give up on you.
• 49:28
  SPEAKER_02: Like, you need a house.
• 49:29
  SPEAKER_02: You're getting kicked out of your rental.
• 49:30
  SPEAKER_02: Like, it was just, it was just one of those moments where like hard money literally saved the day.
• 49:36
  SPEAKER_02: It was actually an affordable payment for her.
• 49:38
  SPEAKER_02: It's interest only, but she's gonna be able to refinance in a year and just continue with with her life and not have to worry about it.
• 49:45
  SPEAKER_02: And everybody's happy.
• 49:47
  SPEAKER_02: Yeah, like realtors keep hard money in your resource for your clients because it's it really can save the day.
• 49:54
  SPEAKER_02: For sure.
• 49:55
  SPEAKER_01: So all right, Tony.
• 49:57
  SPEAKER_01: We asked this question of every guest that we have on the podcast.
• 50:01
  SPEAKER_01: It's always our closing question.
• 50:03
  SPEAKER_01: If you could be anyone for a day, who would you be and what would you do?
• 50:07
  SPEAKER_01: They can be dead or alive.
• 50:09
  SPEAKER_02: Oh, he's nervous.
• 50:10
  SPEAKER_02: He's really thinking about this.
• 50:12
  SPEAKER_04: I was initially pretty conflicted about, you know, who to pick, but I mean, honestly, to keep it simple, I'd think Drake.
• 50:19
  SPEAKER_04: Okay.
• 50:20
  SPEAKER_04: Honestly, it would be nice.
• 50:22
  SPEAKER_04: Uh, you know, I know some people said historical figures.
• 50:24
  SPEAKER_04: I think uh someone said uh uh a Trump, but I mean, really, I I'd like to be Drake for a day because you want that beef with Kendrick.
• 50:33
  SPEAKER_04: No, no, no, I don't want that beef.
• 50:35
  SPEAKER_02: I'm dying.
• 50:36
  SPEAKER_02: I'm like, what would you do as Drake for a day?
• 50:39
  SPEAKER_04: I mean, really, it's just about uh living, you know, all those like people always say that the materialistic things in the high life don't matter, but it's always the people that live that life that say that.
• 50:51
  SPEAKER_04: So I wanted to see um if it matters.
• 50:54
  SPEAKER_04: Yeah.
• 50:55
  SPEAKER_04: I want to be there.
• 50:55
  SPEAKER_04: Yeah, let's let's go hop on Drake Air, let's hop on the private plane, you know, let's go have these fancy meals, let's wear these expensive clothes, let's sell out these events and have these exclusive, you know, reach out just to Codra Capital about being an investor.
• 51:08
  SPEAKER_04: Make a chill.
• 51:09
  SPEAKER_04: I mean during that one day, I might as well get a logo on the plane.
• 51:12
  SPEAKER_04: Yeah, park a little bit of money in there.
• 51:14
  SPEAKER_04: But um, yeah, I I think it would just be awesome to kind of just, you know, uh live that type of life for a day.
• 51:20
  SPEAKER_04: And and you know, ultimately I I know that stuff doesn't matter.
• 51:23
  SPEAKER_04: It'd be nice to just kind of get that out the way and then just realize the materialistic things in life don't matter, the money doesn't matter.
• 51:29
  SPEAKER_04: It's all about you know your progression and the and the journey and uh just being happy while you go throughout your life.
• 51:36
  SPEAKER_04: That's what really matters.
• 51:36
  SPEAKER_02: So I love that.
• 51:38
  SPEAKER_02: Yeah.
• 51:39
  SPEAKER_02: Very well said.
• 51:40
  SPEAKER_02: Now more pit bull.
• 51:45
  SPEAKER_00: I should have said whatever.
• 51:47
  SPEAKER_00: You and your girls is whatever tonight.
• 51:48
  SPEAKER_00: The man just left on the plumber tonight.
• 51:50
  SPEAKER_00: I take your pipe.
• 51:51
  SPEAKER_00: Oh, you the healthy type.
• 51:53
  SPEAKER_00: Well, here go some egg whites.
• 51:54
  unknown: Give me that.