Latest / Results Driven / Episode 138: He Did Deals for 10 Years...But Had No Real Business

Transcript

Episode 138: He Did Deals for 10 Years...But Had No Real Business · Results Driven

• 0:00
  SPEAKER_00: You have to set the ego aside and be willing to kind of suck at something for an extended period of time until you master it and you actually become really good at it.
• 0:09
  SPEAKER_00: Because at the end of the day, nobody actually cares what you're doing.
• 0:12
  SPEAKER_00: It's about your interpretation of what they think about you and not being great at it when you start.
• 0:25
  SPEAKER_01: Are you a driven real estate investor tired of inconsistent deal flow and ready to scale your business?
• 0:31
  SPEAKER_01: I'm Tiffany High.
• 0:32
  SPEAKER_02: And I'm Josh High.
• 0:34
  SPEAKER_01: And this is the Results Driven Podcast, where we share proven strategies to build systems, master sales, grow your team, and create a self-sustaining business with predictable income.
• 0:45
  SPEAKER_01: Whether you're a one-person operation or building a team, our mission is to give you the tools, support, and mindset shift you need to succeed.
• 0:54
  SPEAKER_01: Let's dive in.
• 0:58
  SPEAKER_01: Hey everyone.
• 1:09
  SPEAKER_01: Before coming into our world, Evan and his team were already doing 30 to 50 deals a year without, without a keyword, without spending money on marketing.
• 1:18
  SPEAKER_01: They had no direct mail, no paid ads, no systems, no SOPs, definitely not a structured sales process.
• 1:26
  SPEAKER_01: They were just doing cold, outbound door knocking, grit, and figuring it out the hard way.
• 1:31
  SPEAKER_01: But the problem was doing deals is not the same as building a company that does consistent deals.
• 1:38
  SPEAKER_01: And that became a major shift for Evan.
• 1:41
  SPEAKER_01: So in this conversation, we talk about what it looked like to go from a lean, scrappy operation to building real infrastructure, tracking KPIs, understanding marketing spend, managing cash flow, hiring setters, building out acquisitions, tightening roles, and learning how to lead people instead of carrying everything themselves.
• 2:00
  SPEAKER_01: We also get into one of the biggest bottlenecks most entrepreneurs avoid, operations.
• 2:05
  SPEAKER_01: Because at a certain stage, the thing holding you back is not your ability to do more deals.
• 2:10
  SPEAKER_01: It is your ability to build the people, systems, and leadership structure that allow the company to grow without everything running through you.
• 2:18
  SPEAKER_01: Evan is honest, direct, and says what a lot of business owners need to hear.
• 2:23
  SPEAKER_01: You have to be willing to suck at something long enough to master it.
• 2:28
  SPEAKER_01: So if you are doing deals, making money, but still feel like the company depends solely on you to put out every fire, this episode is gonna challenge you in the best way.
• 2:38
  SPEAKER_01: Let's dive into it.
• 2:40
  SPEAKER_01: All right.
• 2:41
  SPEAKER_01: Well, welcome to the show, Evan.
• 2:42
  SPEAKER_01: I'm super excited for today.
• 2:43
  SPEAKER_00: I'm happy to be here.
• 2:44
  SPEAKER_00: Thank you for having us.
• 2:46
  SPEAKER_01: All right.
• 2:46
  SPEAKER_01: So let's go back to you've been working with results driven for about a year and a half.
• 2:52
  SPEAKER_01: Let's go back to before you started working with your coach with us.
• 2:55
  SPEAKER_01: What did the business look like?
• 2:57
  SPEAKER_01: Did you have a team?
• 2:58
  SPEAKER_01: And how long have you been in real estate previous to working with us?
• 3:02
  SPEAKER_00: Yeah, great question.
• 3:03
  SPEAKER_00: So in 2024, we came to you all.
• 3:06
  SPEAKER_00: And I I explained to you earlier, but it was as a result of being in uh, I was just fooling around with one of our systems called Smartphone, and I was getting ready to jump on the dialer.
• 3:16
  SPEAKER_00: And I was really excited because I was gonna uh prove to myself that I could work a triple line dialer and be effective in closing deals so that I could show the team what to do so that they could model their behavior after me.
• 3:27
  SPEAKER_00: Because, like any good uh natural leader, you want to prove yourself and then you want to hunt and kill and show the team how to do it so that they can then fulfill those agreements later in time and kind of fill your shoes after.
• 3:38
  SPEAKER_00: And so I was fumbling around through smartphone and there was a pop-up window, and it said, Hey, free training, Tiffany High, a couple days, come and join us and learn about real estate.
• 3:46
  SPEAKER_00: And so threw it on my calendar and uh decided that I would attend.
• 3:51
  SPEAKER_00: And so lo and behold, I had some blank space on my calendar.
• 3:54
  SPEAKER_00: And so I made that agreement to myself a few days later, and I decided to attend, and there I found you online.
• 4:00
  SPEAKER_00: And so at the time we were a team of two closers, okay, one pseudo-dispo manager, myself.
• 4:08
  SPEAKER_01: When you say that, what do you mean?
• 4:10
  SPEAKER_00: Well, so my COO currently, also Josh, manages a lot of stuff.
• 4:15
  SPEAKER_00: One thing in particular is Dispo.
• 4:17
  SPEAKER_00: Okay, and he does all of our websites and all of our systems, and he is managing a lot.
• 4:24
  SPEAKER_00: And so, but he is also accountable to uh disposition and investment sales.
• 4:29
  SPEAKER_01: Okay.
• 4:30
  SPEAKER_00: Yep.
• 4:30
  SPEAKER_00: And so we had we had myself as now.
• 4:33
  SPEAKER_01: Was he with you before you started working with us?
• 4:35
  SPEAKER_00: Yes, ma'am.
• 4:35
  SPEAKER_00: Yes, he's been for a while.
• 4:36
  SPEAKER_00: So we're overtitled as uh any good entrepreneurial journey would say that you should be you found a company and all of a sudden you're CEO, right?
• 4:45
  SPEAKER_00: And then you hire your buddy, and then he's all of a sudden C O O, right?
• 4:50
  SPEAKER_00: And then you hire your next buddy and he's CFO.
• 4:53
  SPEAKER_00: And so we're all kind of overtitled in that.
• 4:55
  SPEAKER_00: We predominantly do these things that are associated with those roles, but really we're not true uh C-suite executives, right?
• 5:04
  SPEAKER_00: And so it was myself and Joshua and Jarrett, and then uh we had two closers that were just basically door knocking a lot of cold outbounds.
• 5:14
  SPEAKER_00: So we predominantly did everything through marketing channels that didn't cost any money.
• 5:19
  SPEAKER_01: So was that out of fear of spending money?
• 5:22
  SPEAKER_00: Was it we didn't know that we could uh spend money?
• 5:25
  SPEAKER_00: Yeah, we had no idea, and so we were taking down 35 to maybe even 50 deals a year without uh spending a single dime in marketing.
• 5:34
  SPEAKER_00: It was cold outbound, email, SMS.
• 5:36
  SPEAKER_01: How did you talk?
• 5:38
  SPEAKER_01: How long were you doing that before you 10 years?
• 5:41
  SPEAKER_01: Holy crap!
• 5:42
  SPEAKER_00: Yeah, yeah, yeah.
• 5:43
  SPEAKER_00: We never spent a dime in marketing until we met you guys, and we didn't know that we could.
• 5:47
  SPEAKER_00: And I say that tongue in cheek, it's a little bit hy hyperbolic.
• 5:50
  SPEAKER_00: Like we bought a bus ad one time.
• 5:52
  SPEAKER_00: I misspelt the word foreclosure as big as a bus.
• 5:55
  SPEAKER_00: And so, and I was like, Well, this doesn't work, you know, and we did no deals from that, and so we just determined that it marketing didn't work, and we had no idea how to do it, and we didn't spend a dime in marketing until we met you guys.
• 6:08
  SPEAKER_01: Were you an agent or anything beforehand?
• 6:09
  SPEAKER_00: Yeah, I've been a licensed broker for a while, as is Joshua, and so we got some deals we didn't buy anything on market either.
• 6:17
  SPEAKER_00: No, zero MLS deals.
• 6:19
  SPEAKER_00: Wow, yeah, it was completely cold outbound.
• 6:23
  SPEAKER_01: Well, one hats off.
• 6:24
  SPEAKER_01: Yeah, because whoever's listening to this, especially if you are newer to the game, there's no excuses, right?
• 6:32
  SPEAKER_01: Because it really just like whether you have money or not, but let's just say you're in a situation where like you don't really have much money and you're like, Well, I don't know if I can do real estate because whatever.
• 6:41
  SPEAKER_01: No, you can, right?
• 6:42
  SPEAKER_01: You go to the courthouse physically, you pull information and you go to their house, you door knock it and you ask them to sell their property.
• 6:48
  SPEAKER_00: Absolutely.
• 6:49
  SPEAKER_01: And worst case, they say no, right?
• 6:51
  SPEAKER_00: So before and after the auction, we would try to make attempts to contact you.
• 6:55
  SPEAKER_01: Yeah.
• 6:55
  SPEAKER_00: Right.
• 6:55
  SPEAKER_00: And it's it's like it's statutory redemption and then equitable redemption depending on your timing of it.
• 7:01
  SPEAKER_02: Yeah.
• 7:01
  SPEAKER_00: And so we knock on the door and say, Hey, my name is Jarrett, my name is Evan.
• 7:05
  SPEAKER_00: You know, would you consider selling?
• 7:07
  SPEAKER_00: No, no, I'm not interested in selling it before they slam the door in your face.
• 7:10
  SPEAKER_00: We'll just say, Hey, hold on just a minute.
• 7:11
  SPEAKER_00: Are you aware that the loan is in default?
• 7:13
  SPEAKER_00: Oh, okay.
• 7:14
  SPEAKER_00: Yes.
• 7:15
  SPEAKER_00: Or no, I didn't know, right?
• 7:17
  SPEAKER_00: And so we'd start to have these conversations and with no script, no actual plan, just completely bootstrapped with no overhead.
• 7:24
  SPEAKER_00: We were operating, and Jarrett uh expressed to us earlier, we were doing a million dollars a year with no overhead, expense, monthly expenses of less than$10,000.
• 7:32
  SPEAKER_00: And I explained this to the new generation that's coming through our process.
• 7:36
  SPEAKER_00: And they say, well, that sounds like a nice fun hobby, you know, because we didn't have any systems, we didn't have any procedures, we didn't have any scripts, we didn't have any SOPs, we didn't have the formation of what we now have.
• 7:47
  SPEAKER_00: As a result of working with you guys, we have a true company now.
• 7:51
  SPEAKER_01: So when you start, like when you first came to Results Driven, you got a coach, what were like the first two or three things that you guys worked on knowing that?
• 7:58
  SPEAKER_00: It was framing the context of where we're at and where we want to go.
• 8:02
  SPEAKER_00: You guys put us through that progression of what a company looks like.
• 8:05
  SPEAKER_00: And it's from norming and storming, I think is uh, I forget the first progression.
• 8:09
  SPEAKER_00: Survival.
• 8:10
  SPEAKER_00: Survival, yeah, and figuring out where we think we can get in a time period that makes sense.
• 8:14
  SPEAKER_00: And so it was a lot of framing in the beginning.
• 8:16
  SPEAKER_00: And then it was a lot of what marketing is and how it works, cost to acquire a customer, cost per lead, and then tracking the KPIs associated with it now, the new ad spend that we're starting to incur because we didn't know how to manage money because we didn't have to, right?
• 8:33
  SPEAKER_00: Because our expenses were so low, we were so lean that fundamentally we just it didn't really matter what a cash flow conversion cycle looked like.
• 8:42
  SPEAKER_00: Because I didn't care because we had this abundance of cash and we weren't spending it on the back end because our our monthly expenses were so low.
• 8:49
  SPEAKER_00: And so, really, a formation of an understanding of how to manage cash flow was a significant part of that maturation early on.
• 8:56
  SPEAKER_01: So I'm gonna stop there real quick because I went through a similar, I went from working corporate life for 10 years, then I door knocked and Cole called on my cell phone foreclosures with no CRM, whatever, for a year.
• 9:08
  SPEAKER_00: Yeah, that was us.
• 9:08
  SPEAKER_00: Yeah, and it was it was dialing on our own phones with a paper lead.
• 9:13
  SPEAKER_01: Yeah.
• 9:13
  SPEAKER_00: Yeah.
• 9:14
  SPEAKER_01: And so ultimately, then when I started making money, I was in the same boat.
• 9:18
  SPEAKER_01: And I would say the biggest mistake, and me and him just had this conversation before this podcast, but money management should be in the hands of the professional.
• 9:27
  SPEAKER_01: It is the number one thing that'll make or break your success.
• 9:30
  SPEAKER_01: And if I could go back in time, I wish that I would have hired a legitimate real estate niche QuickBooks person.
• 9:41
  SPEAKER_01: And then I don't know if I needed like a fractional CFO back then, but you definitely needed a bookkeeper who understood basic reporting, but was a niche in real estate.
• 9:50
  SPEAKER_02: Right.
• 9:51
  SPEAKER_01: And the more complex things get over time, I feel like a lot of investors are like, oh, I'll spend money on that later because they don't see the return on it.
• 10:00
  SPEAKER_01: The return is the fact that you get to go to sleep, have money, and not go broke.
• 10:04
  SPEAKER_01: But we all think in our head, like, oh, marketing at least brings me money back, or sales brings me money back.
• 10:10
  SPEAKER_01: And so it's wild to me.
• 10:12
  SPEAKER_01: You'll see it at the event because we got the two-day workshop coming up.
• 10:16
  SPEAKER_01: How many people in the room?
• 10:17
  SPEAKER_01: And I'm gonna challenge you to actually grab the mic when this happens, because last event I asked, how many of you guys raise your hand?
• 10:22
  SPEAKER_01: Be honest, your books are a complete disaster.
• 10:26
  SPEAKER_01: Everyone in the room raised their hand.
• 10:28
  SPEAKER_01: I'm like, guys, I thought we all said we want to be entrepreneurs in here.
• 10:31
  SPEAKER_01: Like, that's not how I bet you're losing sleep at night.
• 10:33
  SPEAKER_01: Yeah, because when I was in that position, I was like, I don't even know if I'm making money.
• 10:36
  SPEAKER_01: One day it would say I was losing 20, and then the next day it would say I was making 60 because who knew who booked what at the books?
• 10:41
  SPEAKER_00: For sure.
• 10:42
  SPEAKER_00: And so those are the vitals of your company.
• 10:44
  SPEAKER_00: And so if you're not having a deep understanding of your internal health, then what why are you doing what you're doing?
• 10:50
  SPEAKER_01: Yep.
• 10:51
  SPEAKER_01: So we worked on marketing, right?
• 10:53
  SPEAKER_01: Now you had the two closers when you first came in.
• 10:56
  SPEAKER_01: Are those two individuals still with you, or do you have a newer team?
• 10:59
  SPEAKER_00: They are still with us.
• 11:00
  SPEAKER_00: One is in the middle of a promotion to acquisition manager, and he's doing really well.
• 11:04
  SPEAKER_00: His name is Elijah.
• 11:05
  SPEAKER_00: And the other closer is Jennifer, who's been with us for quite some time.
• 11:09
  SPEAKER_00: She's a fantastic closer.
• 11:11
  SPEAKER_00: She's done more deals than I probably ever have or will.
• 11:14
  SPEAKER_00: And uh, she's really good at helping people.
• 11:17
  SPEAKER_00: Her why is to build trust.
• 11:19
  SPEAKER_00: And so, and we know that about her.
• 11:21
  SPEAKER_00: She builds trusting relationships to be able to solve problems.
• 11:24
  SPEAKER_00: And so it's a it's the perfect role for her.
• 11:26
  SPEAKER_00: She loves it because it's it's always different.
• 11:28
  SPEAKER_00: No two days are the same, and that she can actually have a meaningful impact in people's lives, and which she's an integral part of what we do.
• 11:36
  SPEAKER_01: Amazing.
• 11:36
  SPEAKER_01: So, obviously, you were probably following some type of process.
• 11:39
  SPEAKER_01: How did they receive getting coaching?
• 11:41
  SPEAKER_01: Because I'm assuming our coach has worked with them, right?
• 11:44
  SPEAKER_00: Yeah, so it's funny because she had come back for a period of a couple of months uh away from on maternity leave.
• 11:50
  SPEAKER_00: She had just had a baby, and she came back and I basically cavitated the whole company.
• 11:55
  SPEAKER_00: We just like tore it down, and then we're starting to rebuild it, and it looked completely different.
• 12:00
  SPEAKER_00: So by the time she came back, she's like, What on earth are we doing?
• 12:02
  SPEAKER_00: I was like, Well, we're doing this and we have this, and it's imperative that you do it like this.
• 12:07
  SPEAKER_00: And now we've got all this structure, we've got a plan, we've got projections and modeling and focus.
• 12:13
  SPEAKER_00: And she's like, she just came back and she's like, This is completely different.
• 12:17
  SPEAKER_00: And it's like, Well, this is what we're doing because this is what's gonna allow us to scale.
• 12:21
  SPEAKER_00: This is what's gonna allow us to build equity, you know, enterprise value on the back end.
• 12:26
  SPEAKER_00: And this is the way of the future because the way that we're doing things now, we're gonna get smoked and we're gonna die in this market if we don't adapt and change.
• 12:34
  SPEAKER_00: Yeah, and so she came back and it was like a completely different company.
• 12:38
  SPEAKER_00: And so she she was able, it took a little while to phase back in because I think the cold outbound skill set is actually completely different than the warm inbound.
• 12:47
  SPEAKER_02: Yeah.
• 12:48
  SPEAKER_00: And I would do well, and I think we would do well to try to separate those over time right now.
• 12:53
  SPEAKER_00: Everyone's handling all the leads, but I think in the perfect model, you have one person, one specific avatar for cold outbound, and you have one specific killer for warm inbound.
• 13:03
  SPEAKER_00: And I don't think they're the same people all the time.
• 13:05
  SPEAKER_00: And Elijah, Elijah's young and he's hungry, and he's he doesn't know what he doesn't know.
• 13:11
  SPEAKER_00: So that gets him in trouble a little bit here and there.
• 13:14
  SPEAKER_00: But the cool thing about Elijah is he's a fantastic manager, which I am not.
• 13:19
  SPEAKER_00: I'm just not a good manager.
• 13:21
  SPEAKER_00: I'm not down in your stuff all the time.
• 13:23
  SPEAKER_00: I'm not worried about your specific time management, and I'm not worried about all the little things that he's actually been really good at.
• 13:30
  SPEAKER_00: So he's kind of replaced me as the acquisition manager, and now he's got the team just completely dialed in, in that he's really focused on he no longer is taking the majority of the pass-offs.
• 13:41
  SPEAKER_00: He's just he's being the point guard and he's kicking them off from our uh setters to Jennifer.
• 13:47
  SPEAKER_00: And he's doing really well with the one-on-ones, he's doing really well with the call audits, he's doing really well with the scorecard management, and he's doing really well with going through quarterly plans and everything that you would ask him to do.
• 14:01
  SPEAKER_00: So we're excited about his growth as well.
• 14:03
  SPEAKER_01: So it sounds like we got acquisitions on a really good path now.
• 14:07
  SPEAKER_00: Yeah.
• 14:08
  SPEAKER_01: And so then we have the COO up here who's running the operation, doing probably all the systems, and you're saying, Oh crap, my next bottleneck is that he is not only managing all of this, but he now also is accountable to all the deal flow getting moved.
• 14:22
  SPEAKER_01: So, how many have you guys ever done a time study with him?
• 14:25
  SPEAKER_00: With Joshua, my COO.
• 14:27
  SPEAKER_00: I'd say yes.
• 14:29
  SPEAKER_00: Uh, I'd say he's fully aware.
• 14:30
  SPEAKER_00: I would say I'm not as completely aware with his time allocations as he is.
• 14:35
  SPEAKER_00: I know he goes deep in his, so his why is mastery.
• 14:39
  SPEAKER_00: And he loves to go in really deep on any one task.
• 14:42
  SPEAKER_00: And so if I need something done yesterday and I need it done immediately, the last thing I'm gonna do is give it to Joshua because it's gonna take him forever.
• 14:52
  SPEAKER_00: Literally, and it's a complete, but if I need to know, like, so that's when he works really closely with like our legal team and our uh probate stuff and our uh our redemption stuff.
• 15:03
  SPEAKER_00: And so he's really good at going in so deep to be able to make the best qualified decision.
• 15:09
  SPEAKER_00: And so he enjoys, like, if you've ever been on our website, it's world class, it's one of the best that I've ever seen.
• 15:15
  SPEAKER_00: And he built it from scratch.
• 15:16
  SPEAKER_00: Probably not the best use of his time, but he's really good at it and he's sort of stuck in his ways, and so he's really good at a lot of stuff, but he kind of just wants to be left alone in some ways.
• 15:25
  SPEAKER_00: It's one of the reasons he's not here with us today, is because I don't know that he particularly enjoys being around people, but he's he he loves us, and so that's what matters.
• 15:33
  SPEAKER_00: Yeah.
• 15:33
  SPEAKER_01: Yeah, I mean, I get that.
• 15:35
  SPEAKER_01: So, what I want you to do is do a time study for three days.
• 15:39
  SPEAKER_00: Okay.
• 15:40
  SPEAKER_01: Every 15 minutes, he needs to write down what he's doing.
• 15:42
  SPEAKER_00: Yeah, and then I think JT and I would enjoy that because we're not always entirely sure uh what yeah, and make sure he understands the goal is not to like no yeah, get in trouble for anything.
• 15:51
  SPEAKER_01: It's just like, hey, I need to understand like where can I take stuff off your plate that an$8 VA can do?
• 15:57
  SPEAKER_01: Or hey, shit, you're telling me that 40 or 50% of your time is moving deals.
• 16:02
  SPEAKER_01: Okay, now I really do need to realize that I need this role.
• 16:06
  SPEAKER_01: And then how do we make that role where it has to also bring in income other ways until it's completely full for just dispositions?
• 16:14
  SPEAKER_01: And so to give you guys some advice on the dispo side, um, when we brought in Nikki originally, he was a fallout specialist that went, became a closer, and then we realized his personality is more of a closer.
• 16:25
  SPEAKER_01: And it wasn't that we didn't have the deal full to keep a dispo manager full, but because we're flippers, we never know.
• 16:30
  SPEAKER_01: Like some months, 70% of the deals were gonna flip.
• 16:33
  SPEAKER_01: So it's like he has nothing to do.
• 16:35
  SPEAKER_01: Some months 90% are wholesale, so he's slammed.
• 16:38
  SPEAKER_02: Yeah.
• 16:38
  SPEAKER_01: And so that was when we decided to go and really systemize out the MLS offer system, which we just got really good at recently, and with using property machine now.
• 16:49
  SPEAKER_01: And then also building relationships since he's already building the relationship with all the buyers and the agents in town because he's selling the deals.
• 16:56
  SPEAKER_01: It's we don't want an acquisition manager who's talking to sellers all day talking to those people because it's two totally different things.
• 17:01
  SPEAKER_01: And he already had the friendship.
• 17:03
  SPEAKER_01: And so now we have systems that surround him that send out auto text and emails to that crowd every seven days, and they're just like, Hey, I had a deal close, I got money, blah, blah, blah.
• 17:14
  SPEAKER_01: Like, and they think it's from him.
• 17:16
  SPEAKER_01: So it's coming from his smartphone number, who they all think is his cell phone, by the way.
• 17:21
  SPEAKER_01: And then it's coming from his email.
• 17:23
  SPEAKER_01: So in the system, we have it making it look like he's personally reaching out.
• 17:28
  SPEAKER_01: And what we did for the first year or two of him in Dispo, we said, Hey man, here's expectation in Dispo.
• 17:34
  SPEAKER_01: Oh, by the way, you have to bring in a minimum of 40,000 a month in acquisition revenue, which means you got to work your friendships.
• 17:40
  SPEAKER_02: Yeah.
• 17:41
  SPEAKER_01: And he had to make so many offers on the MLS.
• 17:43
  SPEAKER_01: Now, what happened was there'd be like weeks where he's too busy, so like he couldn't get the offers in or whatever.
• 17:48
  SPEAKER_02: Sure.
• 17:49
  SPEAKER_01: And we realized that after so long of that being the case, then we took a step back and we're like, okay, now not only is he too busy in dispo, like I need to separate that role into a relationship manager role and have someone that only makes offers on the MLS and off agents and wholesalers or whatever.
• 18:04
  SPEAKER_00: So then you uh enters into junior dispo.
• 18:06
  SPEAKER_00: Is that what comes next?
• 18:07
  SPEAKER_01: Well, so we had to hired a junior dispo first who's a VA.
• 18:10
  SPEAKER_01: Okay, Frank.
• 18:11
  SPEAKER_00: Right.
• 18:12
  SPEAKER_01: He's been with us now for three or four years.
• 18:13
  SPEAKER_01: And he now, he wasn't when we first hired him, we wanted someone with real estate experience and phone experience.
• 18:18
  SPEAKER_01: So he has an MBA, he's in Mexico, very sophisticated, can have great conversation.
• 18:25
  SPEAKER_01: But we, when he first came in, we kept him to like very systematic stuff, like send this marketing out, do this, do that.
• 18:31
  SPEAKER_01: Over time, we trained him more and more on how to underwrite how construction works.
• 18:36
  SPEAKER_01: He got to watch deals Nikki was dispoing, and now he can negotiate a deal himself.
• 18:41
  SPEAKER_01: Now, Nikki handles most of the VIP buyers.
• 18:44
  SPEAKER_01: So when we have a deal go out, Frank is getting on a dialer and he's mass dialing the list after we send all the marketing out.
• 18:50
  SPEAKER_01: And he's like talking to 50 people.
• 18:51
  SPEAKER_01: Hey, did you see the email?
• 18:52
  SPEAKER_01: Did you see the email?
• 18:53
  SPEAKER_01: Did you see the email?
• 18:54
  SPEAKER_01: And then what he was doing was they'd be like, Oh, I am interested in this deal.
• 18:57
  SPEAKER_01: He'd be like, Cool, let me get Nikki online.
• 18:58
  SPEAKER_01: So that way Nikki wasn't wasting time at least doing all that crap.
• 19:02
  SPEAKER_01: And the only people that would get to Nikki are people ready to at least have the conversation.
• 19:06
  SPEAKER_01: Nikki today has we use community app and we have our VIP buyers on there.
• 19:12
  SPEAKER_01: So he is doing the outreach only to VIP buyers.
• 19:16
  SPEAKER_01: Frank is the mass list, so he's filtering through all the BS because we did the stats last year.
• 19:22
  SPEAKER_01: I don't remember the exact percentage, call it 30%, were sold to like the big VIPs.
• 19:28
  SPEAKER_01: Ever since we took all the busy work of the dialer to all the mass buyers, we actually, and we put it on Frank instead of Nikki.
• 19:37
  SPEAKER_01: We sold over like 50 to 70 deals.
• 19:40
  SPEAKER_01: Each one of those was to one specific buyer.
• 19:42
  SPEAKER_01: Does that make sense?
• 19:43
  SPEAKER_01: So, like we sold to uh collectively to over 80 buyers last year.
• 19:47
  SPEAKER_02: Wow.
• 19:47
  SPEAKER_01: So that tells you we're getting really good at just getting in front of the masses and getting the highest offer instead of selling to the same 10 people.
• 19:55
  SPEAKER_00: I like that quite a bit because you're reducing the risk in that we have predominant buyers that really pick up the totality of what we have, call it 80% of what we have is less than five buyers, probably closer to three buyers.
• 20:08
  SPEAKER_00: And they're very active and they're very capable.
• 20:10
  SPEAKER_00: But we've seen in the past where if you have one, you have none, and there's this critical life event that happens to one of these guys and they freaking implode and they go bankrupt.
• 20:19
  SPEAKER_00: And now you have two buyers that are left.
• 20:22
  SPEAKER_00: Yeah.
• 20:22
  SPEAKER_00: Right.
• 20:22
  SPEAKER_00: And so that's we've really been sort of intentional about spreading that the deals around as best we can, even if it's at times for a little bit less money for to get somebody in the game.
• 20:31
  SPEAKER_00: We've we've looked at different buyers just to diversify that buyer pool to prop them up so that they can make some money so that they can come back to us and get new deals.
• 20:40
  SPEAKER_01: Yeah.
• 20:41
  SPEAKER_01: So I would encourage where you guys are at today to really think about at least getting the junior dispo VA, because just from an overhead perspective, you can get them for call them.
• 20:50
  SPEAKER_01: If you want, I would recommend.
• 20:52
  SPEAKER_01: Well, investor VAs does ours and they do most of our community.
• 20:55
  SPEAKER_01: So they already know what you need in a dispo manager.
• 20:58
  SPEAKER_01: They're like well aware of the role.
• 20:59
  SPEAKER_01: I would get them from South America or Mexico or something, probably not the Philippines, just because the culture, like you want someone more like aggressive.
• 21:07
  SPEAKER_02: Yep.
• 21:07
  SPEAKER_01: I would get someone sophisticated who's already been in a real estate role, already has done underwriting, because there's a bunch of people out there overseas that have already done underwriting.
• 21:15
  SPEAKER_01: Sure.
• 21:16
  SPEAKER_01: This person can get good enough to get on the three-line dialer, start mass dialing the list for every deal.
• 21:22
  SPEAKER_01: Like when you pump out a deal, they should be on the dialer and talking to 50 plus people.
• 21:27
  SPEAKER_01: So you'll see in our system, like every deal you go through in the assignments, it'll show like 30 people got on the phone with him and said, Yes, I'm interested.
• 21:35
  SPEAKER_01: That doesn't mean they gave an offer.
• 21:36
  SPEAKER_01: Then they got sent to Nikki.
• 21:37
  SPEAKER_01: But at least your COO's time is being managed a little bit better until then.
• 21:41
  SPEAKER_00: I like that quite a bit.
• 21:42
  SPEAKER_00: You know, and we've looked at his daily tasks and things like the CAC, the cost of acquired customer is intensive in that we are always, he's always having to input the data.
• 21:50
  SPEAKER_00: He's been able to recently outsource that to one of our VAs.
• 21:54
  SPEAKER_00: And we've been asking him to create the MailChimp, you know, that that goes out for every wholesale to offset that and to outsource.
• 22:00
  SPEAKER_00: That.
• 22:00
  SPEAKER_00: And so he's certainly working on it.
• 22:02
  SPEAKER_00: It's it's this entrepreneurial journey that he's on.
• 22:04
  SPEAKER_00: You know, he's the entrepreneur and that he holds on tightly to the control that he has.
• 22:08
  SPEAKER_00: And so we all he and I have gone through this many times, and that we yo-yo back and forth in that how much we can delegate and how much we're comfortable giving away.
• 22:16
  SPEAKER_00: And so certainly I love that idea of a junior dispo manager and having somebody to be able to co-call the list and you know, because at the end of the day, for me, it it still is a relationship, you know, type of seat.
• 22:27
  SPEAKER_01: And like don't get me wrong, we definitely move deals because we have a relationship.
• 22:30
  SPEAKER_00: Right, right.
• 22:31
  SPEAKER_01: But it there's something to be said for the fact that we've sold to over 80 buyers last year.
• 22:35
  SPEAKER_01: Yeah, that tells me that my guy is pushing the prices and getting in front of multiple buyers for every deal.
• 22:41
  SPEAKER_02: Absolutely.
• 22:42
  SPEAKER_01: Because if you look at five years ago, we were those people that I would say the majority of all deals got sold to the same five people.
• 22:48
  SPEAKER_02: Right.
• 22:48
  SPEAKER_01: Because it was easier, they do pay high.
• 22:50
  SPEAKER_01: But I would I promise you, I don't know how many deals you guys did last year.
• 22:54
  SPEAKER_01: I guarantee you on average, you probably could have made at least another 1,500 to two grand per deal on the big picture, like macro.
• 23:01
  SPEAKER_00: And that's five or 20%.
• 23:02
  SPEAKER_00: That's significant.
• 23:03
  SPEAKER_01: That's a lot.
• 23:04
  SPEAKER_01: That's like a lot of money to your bottom line margin.
• 23:06
  SPEAKER_00: Yeah.
• 23:06
  SPEAKER_01: Now it might not seem like a ton per deal, but when you look at the macro, it's a big deal.
• 23:10
  SPEAKER_02: Right.
• 23:11
  SPEAKER_01: And it's mainly because we aren't driving enough people talking to them and just getting them in front of the deal.
• 23:17
  SPEAKER_00: Well, it's sales and marketing, right?
• 23:18
  SPEAKER_00: Yeah.
• 23:19
  SPEAKER_00: Which we're not doing.
• 23:20
  SPEAKER_00: It's just an email blast and then cast the wide net, and then hopefully you catch something in your net.
• 23:26
  SPEAKER_01: Yeah.
• 23:26
  SPEAKER_01: So let me go back to like, you know, obviously when you guys starts first start working this, you weren't doing direct seller marketing, you're doing that now.
• 23:32
  SPEAKER_01: We've helped clean up some of the sales.
• 23:34
  SPEAKER_01: We're running into new problems now as you grow.
• 23:36
  SPEAKER_01: But when you are working with your coach, I know what it's like to go through mindset shifts over this time with as an entrepreneur.
• 23:43
  SPEAKER_01: What do you think over the last like year has been the biggest shift you've had to make as an owner working with a coach?
• 23:50
  SPEAKER_00: That's an interesting question.
• 23:51
  SPEAKER_00: You know, did I'm always in my head, always thinking.
• 23:54
  SPEAKER_00: And so the biggest mindset shift really has to do with I think becoming and owning the ability and that like you're a true operator.
• 24:03
  SPEAKER_00: Like I'm probably the worst operator you've ever met.
• 24:06
  SPEAKER_01: I don't know.
• 24:06
  SPEAKER_01: I talked to I I've coached over 5,000 people, and Ace knows this behind the camera.
• 24:12
  SPEAKER_01: I think that you're you're way better than you get yourself credit for.
• 24:14
  SPEAKER_00: And so it's having to be it, and I'm full of dichotomies where like on a certain level, I really don't care certain things, and on other stuff, like I'm just so hyper fixated, just like you had better get this right, otherwise I'm gonna scorch the fing earth right now.
• 24:30
  SPEAKER_00: So there and and and so does that make sense, like and so like your mini Tiffany, and there's times when uh J JT will get on my case, he's like, bro, you you don't pay attention to any detail right now on this one thing.
• 24:44
  SPEAKER_00: And he's like, the weird part is is like you're so anal over here, is that like all you care about is the details.
• 24:50
  SPEAKER_00: And so I wear all these hats and that, but I think I've had to get to be a better operator in that I've had to be a better manager and not just a decent leader, right?
• 25:01
  SPEAKER_00: And so I've been asked to now, as a result of what you guys have taught us, is to be more intentional with the systems and the pieces of the puzzle that come together to make an actual formation of a true company because in the past, we were just out here doing deals and having fun.
• 25:18
  SPEAKER_00: We had a lot of money, we had a lot of fun, we had a lot of deals, and it was like, well, let's just do more deals and make more money and have more fun.
• 25:26
  SPEAKER_00: And that'll be what we're gonna do.
• 25:27
  SPEAKER_00: And so, but we knew in order to do that, we had to get really granular in our approach.
• 25:32
  SPEAKER_00: But what came with that was a lot more intention on like being a manager and being focused on people.
• 25:39
  SPEAKER_00: And I'm I'm okay, I'm pretty good at building, you know, companies and buildings and people.
• 25:44
  SPEAKER_00: I think I got really serious about the one-on-ones when we made our transition to you guys and we started the new framework of what we've now put into place.
• 25:53
  SPEAKER_00: I took on the role of the acquisition manager.
• 25:55
  SPEAKER_00: And so one of my favorite parts of that was the one-on-ones and having the time with the team.
• 26:01
  SPEAKER_00: And there was a lot of one-on-ones where we didn't talk about any business.
• 26:05
  SPEAKER_00: And I know that wasn't the intention of the true one-on-one.
• 26:08
  SPEAKER_00: And so we'd have like meeting minutes and it'd be like, Well, how's your refinance going?
• 26:11
  SPEAKER_00: And how are the kids going?
• 26:13
  SPEAKER_00: And so, but it it that allowed me to get on the level with the team so that I can have this intimate like relationship with them because now I'm so invested in them and they're so invested in me that like the team is is fortified and bulletproof, and like they'll ride the ride or die together.
• 26:29
  SPEAKER_00: And if I say tomorrow we're gonna go sell cars, like I can promise you the team is like, let's go, you know, yeah, and they'll they'll like probably look forward to it.
• 26:38
  SPEAKER_01: And you know, and so I hold on, I want to fix something that you said earlier, real quick, because you go, I'm the worst operator.
• 26:43
  SPEAKER_00: So I want you to I'm not a skilled practitioner the way that you are.
• 26:47
  SPEAKER_00: Like, I see how you operate and how you know the numbers and how you know the systems, and like I'm not on that level.
• 26:54
  SPEAKER_01: So hold on, I want to correct something right now.
• 26:56
  SPEAKER_01: I don't know the numbers because I'm the one pressing the button.
• 27:00
  SPEAKER_01: Okay.
• 27:00
  SPEAKER_01: You just talked about how you love your team.
• 27:02
  SPEAKER_01: My team is that, okay.
• 27:05
  SPEAKER_01: And so right now, I think that you are recognizing, right, that you know you need those, you know you want them, and you know you want to make decisions on them.
• 27:14
  SPEAKER_01: What you need to continue to do, because it sounds like you're doing a great job actually building a team, is what I'm hearing about.
• 27:20
  SPEAKER_00: I'm I'm nothing without them.
• 27:21
  SPEAKER_00: Like on the way down, I asked Jared, I said, Hey man, we got a 20-minute drive.
• 27:24
  SPEAKER_00: Like, I need a briefing on like what's important to this company.
• 27:27
  SPEAKER_00: Get out.
• 27:27
  SPEAKER_00: That's that was the conversation that we had.
• 27:30
  SPEAKER_00: And so he's like, Hey, this is margin.
• 27:32
  SPEAKER_00: This is what we did in 25, this is what we did in 20.
• 27:34
  SPEAKER_00: And he gave me a full briefing on everything because as an entrepreneur, it's it's like it, like you've been through so much pain and so much stuff.
• 27:41
  SPEAKER_00: Like, if you remember everything, like you won't continue to move forward.
• 27:45
  SPEAKER_00: Yeah, and you'll just stop.
• 27:46
  SPEAKER_00: Right.
• 27:47
  SPEAKER_00: And I've got this selective memory for good or bad, but I don't remember all the stuff.
• 27:52
  SPEAKER_00: And so, with that, it makes it to where, you know, I have a lot of ways that I can, I think, improve.
• 27:58
  SPEAKER_01: So I appreciate the humble of improving, but I do want you to know that it's there's very I've coached over 5,000 people in this community, okay?
• 28:07
  SPEAKER_01: I've interviewed multiple people on podcasts, and you're doing a really good job when putting people first.
• 28:12
  SPEAKER_01: So I want you to know that.
• 28:13
  SPEAKER_02: Thank you.
• 28:14
  SPEAKER_01: And so I want you to fix your self-talk around saying I'm a bad operator because you're not.
• 28:18
  SPEAKER_01: Okay.
• 28:18
  SPEAKER_01: So I don't want you to say that ever again to starting today.
• 28:21
  SPEAKER_01: Second, I want to go back to the fact that you're like, I gotta do this, I gotta do that.
• 28:26
  SPEAKER_01: Tiffany's this ace behind the camera is gonna tell you he's the one that does all of our metrics, by the way.
• 28:30
  SPEAKER_01: He's gonna tell you, I don't know how the first thing to even log into the system to get the numbers.
• 28:35
  SPEAKER_01: Now, don't get me wrong, I had to do that back when I was a like one-man show hustling and going through the pain and the anxiety and the depression and all these things.
• 28:43
  SPEAKER_01: But as we grew, I knew that as a CEO and an owner, the only way we're gonna get somewhere was to remove me from that stuff so that I could be forward-facing.
• 28:53
  SPEAKER_02: Right.
• 28:53
  SPEAKER_01: And that stuff someone else can do.
• 28:56
  SPEAKER_01: And that's that's what maybe they geek out over, right?
• 28:58
  SPEAKER_01: Like someone else is like passionate and loves that stuff and whatever.
• 29:01
  SPEAKER_01: Yeah, I was good at it back in the day, but that doesn't mean I liked doing it.
• 29:05
  SPEAKER_01: And so, since you seem to be very good with people, just keep in mind that your COO should be doing those things, by the way.
• 29:12
  SPEAKER_01: And so we really need to get clarity around probably like what his time should be spent on right now, because it sounds like he's doing a few different things.
• 29:19
  SPEAKER_01: And let's get real about what his roles and responsibility should be to get the company to where it needs to be and go.
• 29:27
  SPEAKER_01: And we're not a massive company, right?
• 29:29
  SPEAKER_01: So, like we have to evolve, people have to adapt, they have to want to adapt, right?
• 29:33
  SPEAKER_01: But I think that is a big priority right now.
• 29:35
  SPEAKER_01: And what I'm hearing from you is like, you know, you told me you're getting into apartments, you have a hundred and something units already, awesome.
• 29:42
  SPEAKER_01: We're at this point now where leadership is gonna be critical to the next stage.
• 29:46
  SPEAKER_01: Right.
• 29:47
  SPEAKER_01: And if you're still doing the things you're talking about right now, I promise you you're not gonna get there.
• 29:51
  SPEAKER_01: And so you can only get so far with like one person, you only get so far with a lean team.
• 29:56
  SPEAKER_01: But I can promise you where I just heard you out there say, like, you're not gonna get there forward without that COO role being critical.
• 30:02
  SPEAKER_02: Yeah.
• 30:03
  SPEAKER_01: And I'll think through some things because I do think there's some VA support, cheaper labor, that I think that you guys can hire to support his role that probably fills in some gaps for now.
• 30:16
  SPEAKER_01: But these are COO things that you're talking about.
• 30:18
  SPEAKER_00: And that was one thing that Alec shout out to Coach Alec, and and he's been the perfect avatar for me.
• 30:24
  SPEAKER_00: I don't know that many of the other coaches would I would have done really well with.
• 30:28
  SPEAKER_00: And I specifically called, uh, I asked for him in a way, I said, hey, don't give me a coach that hasn't proven his moxie and been able to do this and you know, in the reality of it.
• 30:37
  SPEAKER_00: And I I know all the coaches are great, but he's been integral in that.
• 30:40
  SPEAKER_00: He I think the roles that we do have are in play, and our swim lanes are tight and they're clean in a lot of ways because he asked us to do that.
• 30:48
  SPEAKER_00: And so we have cleaned up a lot of the swim lanes.
• 30:50
  SPEAKER_02: Okay.
• 30:50
  SPEAKER_00: I think in particular, the last one that's kind of ambiguous is gonna be that that COO role.
• 30:56
  SPEAKER_01: Okay.
• 30:56
  SPEAKER_01: So what I want to encourage you to do while you're here, I want you to sit with Ace and Chris, my COO.
• 31:01
  SPEAKER_01: Ace, he is like an operational mindset.
• 31:05
  SPEAKER_01: He's gonna be the first to tell you he geeks out over all the systems, all that.
• 31:08
  SPEAKER_01: He's the master, I'm not.
• 31:10
  SPEAKER_01: And just really sit down with him and say, like, okay, based on what I actually can afford today.
• 31:16
  SPEAKER_01: Like, look, dude, here's my budget.
• 31:17
  SPEAKER_01: I can't really like we're all we all go through this, right?
• 31:19
  SPEAKER_02: Sure.
• 31:20
  SPEAKER_01: Every stage doesn't matter how much money the company's making.
• 31:22
  SPEAKER_01: We all go through the stage where it's like, I know I need this role, but I can't afford it.
• 31:25
  SPEAKER_01: So what can I do in the meantime?
• 31:26
  SPEAKER_01: Sit with them and figure out what are the number like top one to three things that we can figure out with that COO role that'll move the needle forward.
• 31:34
  SPEAKER_01: And then let's determine is it a VA?
• 31:37
  SPEAKER_01: Is it the role?
• 31:38
  SPEAKER_01: Do we need to change the roles and responsibilities?
• 31:40
  SPEAKER_01: Does that person have the skill set that can get you forward?
• 31:42
  SPEAKER_01: Like, I don't know.
• 31:43
  SPEAKER_01: I don't know enough.
• 31:43
  SPEAKER_00: Right.
• 31:44
  SPEAKER_01: So I'm not saying anything like negative about this individual.
• 31:46
  SPEAKER_00: I'm just saying Oh, yeah, he he crushes, but it we need to define exactly what it is that he's supposed to be doing.
• 31:51
  SPEAKER_00: Yeah.
• 31:52
  SPEAKER_01: And at the end of the day, his job is to make sure the thing operates, right?
• 31:55
  SPEAKER_01: So, like Josh is our COO in Heels Homes.
• 31:59
  SPEAKER_01: He's not like a master at accounting, right?
• 32:02
  SPEAKER_01: But he has to run the reporting.
• 32:03
  SPEAKER_01: It is what it is.
• 32:04
  SPEAKER_01: Now he has a fractional CFO now.
• 32:06
  SPEAKER_01: When we ran into the same things as you, right?
• 32:08
  SPEAKER_01: So we woke up one day and we're like, fuck, we're not managing money, right?
• 32:11
  SPEAKER_01: So we're like, hey, we have to get trained enough by a mentor to be good enough at managing that person.
• 32:17
  SPEAKER_01: And so right now, for example, last week, I don't know paid ads very well.
• 32:21
  SPEAKER_01: So I was like, you know, after spending millions of dollars at this point on paid ads, you would think I should be good enough at like at least asking the right questions.
• 32:28
  SPEAKER_01: And so I have considered recently getting a mentor to learn enough just so I can have a more sophisticated conversation and run my business better.
• 32:37
  SPEAKER_02: Yes.
• 32:37
  SPEAKER_01: And I think right now you're in a stage where like this, and Ace can chime in, but it's like this one thing is gonna make or break you.
• 32:45
  SPEAKER_01: Not make or break you, but it's gonna halt you from moving to the next stage because I'm telling you as a CEO, nothing is more draining to me when I have to do operational stuff because the company does better if I'm in a camera, if I'm at a local meetup getting new people to bring us deals, if I'm talking to someone negotiating a deal because I'm good at it.
• 33:05
  SPEAKER_01: Like these things are my skill set and they make money.
• 33:08
  SPEAKER_00: And they bring vitality and energy and life to you.
• 33:11
  SPEAKER_01: Correct.
• 33:12
  SPEAKER_01: And so I think that we got to get really clear on this role.
• 33:14
  SPEAKER_01: I think it's the one thing that we you could tell me all the other problems.
• 33:17
  SPEAKER_01: I'm telling you, this is the one thing that we're gonna do.
• 33:19
  SPEAKER_01: That's the constraint.
• 33:20
  SPEAKER_01: I think that's the constraint.
• 33:21
  SPEAKER_02: Yeah.
• 33:22
  SPEAKER_01: Because dispo falls under him, financials should fall technically under him to manage somebody.
• 33:28
  SPEAKER_02: Right.
• 33:29
  SPEAKER_01: These things are all falling under that role.
• 33:31
  SPEAKER_01: And we just got to get really clear on how are we gonna support that role and make sure that it has the right skill set.
• 33:37
  SPEAKER_00: Well, that was worth the price of admission right there.
• 33:39
  SPEAKER_01: So let's um let's go hone in onto that one thing for now, in my opinion.
• 33:43
  SPEAKER_01: Okay.
• 33:43
  SPEAKER_01: Um, not every fire is like urgent and important.
• 33:47
  SPEAKER_01: This one I think is more urgent.
• 33:48
  SPEAKER_00: Right.
• 33:48
  SPEAKER_00: So after we introduced results driven, we got coaching with Alec, we kind of got put on the path that started to make sense for what our vision was and what we were trying to actually create, which was a real company.
• 34:00
  SPEAKER_00: We added on our first uh setter, follow-up specialist, which was a team member in the Philippines, and he's done fantastically.
• 34:10
  SPEAKER_00: Um he's doing really well.
• 34:11
  SPEAKER_00: He's uh been with us quite some time now.
• 34:14
  SPEAKER_00: Then we use the the four-part framework that you guys, you guys actually made us really good at hiring.
• 34:19
  SPEAKER_00: I think that is uh a strength now that we can lean on in the future as necessary.
• 34:24
  SPEAKER_00: And this ability, this newfound ability to be able to hire people, um, I think is integral because our core values are so strong that you really need to be a good match and a good fit.
• 34:34
  SPEAKER_00: And now we know that.
• 34:35
  SPEAKER_00: And so we brought on our first, we'll call him a setter in the Philippines.
• 34:39
  SPEAKER_00: And he actually started to set appointments and to qualify leads.
• 34:44
  SPEAKER_00: And that was this huge epiphany that we had when we were like, wow, this works.
• 34:48
  SPEAKER_00: We didn't know if it would work.
• 34:49
  SPEAKER_00: It was so out of our box that it was so different than what we'd done in the past that said we'll try it.
• 34:56
  SPEAKER_00: We don't know if it'll work, but it actually worked.
• 34:57
  SPEAKER_00: And he started to set appointments and we started to close deals.
• 35:00
  SPEAKER_00: And then we added another one because um it works so well.
• 35:04
  SPEAKER_00: And so as a result of being in the driven program, is we've added now two setters and one full-time VA.
• 35:12
  SPEAKER_00: So that's three more bodies that we've piled on in about 18 months as a result of your guys' coaching and tutelage in the path that you put us on.
• 35:20
  SPEAKER_01: Awesome.
• 35:21
  SPEAKER_01: So the team's growing, we're running into new bottlenecks.
• 35:24
  SPEAKER_01: So we got to overcome these coming up.
• 35:26
  SPEAKER_01: I have one last question for you right now.
• 35:29
  SPEAKER_01: Yeah.
• 35:29
  SPEAKER_01: Um, one, if you could give the listeners, like now that you know what you know that you didn't know probably two years ago, what was like one major piece of advice you would give that?
• 35:39
  SPEAKER_00: Don't be a little in all seriousness, you have to do the thing and you have to fail at it, and you have to do it again, and you have to be willing to suck at it.
• 35:52
  SPEAKER_00: I think so much of the time we're not willing to be uncomfortable and we don't like how we look in front of other people's eyes, and it makes us feel vulnerable and that we are not an immediate success.
• 36:04
  SPEAKER_00: And so we shy away from doing anything different that would attain a new result.
• 36:09
  SPEAKER_00: And so you have to set the ego aside and be willing to kind of suck at something for an extended period of time until you master it and you actually become really good at it.
• 36:19
  SPEAKER_00: Because at the end of the day, nobody actually cares what you're doing, it's about your interpretation of what they think about you and not not being great at it when you start.
• 36:31
  SPEAKER_00: Does that make sense?
• 36:31
  SPEAKER_00: Yep.
• 36:32
  SPEAKER_00: Yeah.
• 36:33
  SPEAKER_01: I love that.
• 36:33
  SPEAKER_01: Well, I'm super excited for the upcoming journey.
• 36:36
  SPEAKER_01: I think that some of the things that we talked about, what I've now recognized, I think will be a bottleneck for you.
• 36:43
  SPEAKER_01: I promise you, from when I was going through the journey, this one role and this one thing to figure out, you'll be blown away about how much further it will take you once you overcome it.
• 36:53
  SPEAKER_01: And so I'm excited that this is the roadblock because I think that once we overcome it, you're gonna like be blown away with what you're capable of.
• 37:02
  SPEAKER_01: Because once you have the right person taking over those types of things and you can sleep at night, you know your finances, deals are moving, whatever.
• 37:09
  SPEAKER_01: Now you're like, okay, what can I do next that really adds the next level of revenue for the company?
• 37:14
  SPEAKER_01: It's not about just the next deal or two now.
• 37:16
  SPEAKER_02: Right.
• 37:17
  SPEAKER_01: Once you have all the moving heads in place and bodies of like everyone's doing what they're good at, then it's like now you can double down way faster.
• 37:25
  SPEAKER_01: Revenue growth goes way faster when everyone's finally in the seats.
• 37:29
  SPEAKER_01: And so you guys have done a good job being people leaders and putting in structure and all that.
• 37:33
  SPEAKER_01: It takes time, it doesn't happen overnight, but you're like this close, in my opinion, this close to finally waking up and being like, damn, it was way easier getting to the next couple million than it was building the first couple million.
• 37:46
  SPEAKER_00: Yeah, because the first couple million was the dog.
• 37:48
  SPEAKER_00: And so I just like in closing, I want to I want to give the credit to my faith.
• 37:53
  SPEAKER_00: I know you guys are a faith-based company, and uh that has been an integral part of my maturation and my growth.
• 37:59
  SPEAKER_00: And I think I'm a much better man as a result of having gone in deep in my faith.
• 38:04
  SPEAKER_00: The family is always there to support me constantly from my wife.
• 38:08
  SPEAKER_00: You know, she handles all the retail sales and she handles all the stuff that is important.
• 38:12
  SPEAKER_00: Also, if not for her, like I really couldn't be able to do the things that I do because I know that the back end is taken care of.
• 38:18
  SPEAKER_00: I know that the kids are doing flourishing and amazing.
• 38:22
  SPEAKER_00: You know, we've got two kids in private school and we got a lot of stuff, and she's able to manage a fantastic household and those kids.
• 38:28
  SPEAKER_00: And so between faith family and then and then the like the team, the family team, you know, if not for them, that like this doesn't work and I don't work and it doesn't, none of it makes sense.
• 38:39
  SPEAKER_00: And so like I want to be able to give away all of that, you know, all that appreciation and all the all the honors should go to them, you know.
• 38:46
  SPEAKER_00: And I'm just here because they don't particularly want to talk all the time.
• 38:49
  SPEAKER_00: And so I've been delegated that role and I've sort of embodied it and and I think it it fits well.
• 38:55
  SPEAKER_00: And so, you know, the credit should go to all of them.
• 38:58
  SPEAKER_01: Awesome.
• 38:58
  SPEAKER_01: Well, I'm proud of you.
• 38:59
  SPEAKER_01: If no one's we've got a long way to go.
• 39:02
  SPEAKER_01: We always got a long way to go.
• 39:03
  SPEAKER_00: We've got we've come a long way, and we've got an even longer way to go.
• 39:06
  SPEAKER_00: So we're excited to have you ever read the book Gap, um, not the gate.
• 39:09
  SPEAKER_00: I'm always in the gap, I'm always in the gap.
• 39:11
  SPEAKER_00: Yeah, and that's uh that's this flaw I've got, and that and so I'm I'm working on that.
• 39:15
  SPEAKER_01: All right, we gotta fix the self-talk, man.
• 39:17
  SPEAKER_00: Yeah, that's right.
• 39:18
  SPEAKER_01: All right, well, thanks for joining.
• 39:20
  SPEAKER_01: Until the next time, guys, I'll see you on the next episode.
• 39:22
  SPEAKER_00: Thank you.
• 39:23
  SPEAKER_01: If this hits home and you know you need to go deeper, I want you to download the free resource that I recently just built.
• 39:30
  SPEAKER_01: It's at www.rdebook.com.
• 39:33
  SPEAKER_01: Again, that's www.rdebook.com.
• 39:37
  SPEAKER_01: It's called 26 mistakes I made as a real estate investor.
• 39:41
  SPEAKER_01: You'll get the playbooks, the stories, and the breakdown so that you can shortcut all the mistakes I made while building this multiple seven-figure real estate business and start doing deals way smarter than I ever did sooner and faster.
• 39:53
  SPEAKER_01: And hey, if you got value today, it would mean a lot to me.
• 39:56
  SPEAKER_01: Actually, it would mean the world to me.
• 39:58
  SPEAKER_01: If you left a five-star review on Apple or Spotify and left me a review and share with a friend who you think is stuck doing it all themselves right now.
• 40:07
  SPEAKER_01: Because one shift in strategy could be worth six figures or more.
• 40:12
  SPEAKER_01: Talk soon and see you on the next episode.
• 40:16
  SPEAKER_01: This episode has come to an end, but your journey continues.
• 40:20
  SPEAKER_01: Subscribe to the podcast so you never miss an episode.
• 40:23
  SPEAKER_01: If you want direct help from us, join our free community by visiting the results driven podcast.com.
• 40:29
  SPEAKER_01: That's the results driven podcast dot com.
• 40:33
  SPEAKER_01: We'll see you next time on the results driven podcast.
• 40:36
  SPEAKER_00: We'll see you next time on the results driven podcast.