Latest / Reborn w/ Antonio Boutros / Broke to $10M: The Wholesaling Blueprint | Tony Boutros × Drew Carrell | Reborn Podcast EP.05

Transcript

Broke to $10M: The Wholesaling Blueprint | Tony Boutros × Drew Carrell | Reborn Podcast EP.05 · Reborn w/ Antonio Boutros

• 0:09
  SPEAKER_00: But uh I remember ha literally having anxiety pulling up to the gas station because I didn't know if I had money for gas.
• 0:15
  SPEAKER_00: So eventually I put my pride down, I sold that car, I had I put that money into marketing, which at the time was just cold calling.
• 0:22
  SPEAKER_00: Uh and actually within that first and actually within that first month, call it luck or I don't know what, but made 28-ish grand on that first day stuff like that now.
• 0:32
  SPEAKER_00: So yeah, I mean we're getting to a point of doing more in a month than we did in a year revenue-wise.
• 0:38
  SPEAKER_02: How yeah, so are you pretty speaking of Hermosy?
• 0:40
  SPEAKER_00: Hermosy, I think, ha has a quote where he's talking about, you know, the the breakthrough that you are looking for is in the hard work or is in the work that you are avoiding.
• 0:50
  SPEAKER_02: Welcome to the Business of Wholesaling Podcast.
• 0:53
  SPEAKER_02: I'm your host, Drew Carroll, and I am here with Mr.
• 0:56
  SPEAKER_02: Tony Boutros.
• 0:58
  SPEAKER_02: Tony, how are you?
• 0:59
  SPEAKER_00: I am very good.
• 1:00
  SPEAKER_00: Thank you for having me here.
• 1:01
  SPEAKER_02: I'm very excited and honored to have you on.
• 1:04
  SPEAKER_02: Basically, I know your name through internally through my Slack channel.
• 1:07
  SPEAKER_02: Your name actually never gets posted without a slice of pepperoni beside it, just so that you are aware.
• 1:13
  SPEAKER_02: Everybody on my team calls you Tony Pepperoni.
• 1:15
  SPEAKER_02: Yeah, you've got your own emoji in our internal Slack.
• 1:18
  SPEAKER_02: So that's gotta be pretty honoring right there.
• 1:20
  SPEAKER_02: That that is very honoring.
• 1:21
  SPEAKER_02: So, Tony, tell us what do you do?
• 1:24
  SPEAKER_02: Where are you from, and how'd you get started?
• 1:27
  SPEAKER_00: I am from born and raised in Indy, Indianapolis, Indiana.
• 1:30
  SPEAKER_00: Technically Carmore, Indiana, which is a northern suburb.
• 1:33
  SPEAKER_00: We still operate here in our backyard.
• 1:36
  SPEAKER_00: Ultimately, we have the opportunity to serve our everyone that we come in contact with.
• 1:41
  SPEAKER_00: So, you know, love to serve our our vendors that we work with, like Lead Zolo, our employees now as we're building our team, which is a newer thing for us, and our customers, our clients.
• 1:51
  SPEAKER_00: As you know, a lot of the people in in our industry, as far as the clients go, they're going through a rough period in their life, they're going through a lot of transition, uh, whether it be divorce or sheriff sale or code violation or probate or you know, what big distress in their life.
• 2:06
  SPEAKER_00: They can't take care of the property, they don't want to take care of the property, they need to sell the property.
• 2:10
  SPEAKER_00: So we're just able to come alongside them and really be a resource of support, help them through that transition period in our in their life, just walk with them through that.
• 2:20
  SPEAKER_00: Ultimately, tangibly, we you know, we buy the house from them.
• 2:24
  SPEAKER_00: Our business has primarily based in wholesaling.
• 2:27
  SPEAKER_00: We have one flip going right now, and we're actually starting to do a lot more novations as well to do with the market.
• 2:34
  SPEAKER_00: I think a lot of the properties that have come up recently, a lot of people bought between I would say 2018 and 2023.
• 2:40
  SPEAKER_00: So the property's in good condition, and they don't have equity for a cash offer.
• 2:45
  SPEAKER_00: But yeah, we're doing a lot more novations now, um, which are great.
• 2:48
  SPEAKER_00: You know, the cash conversion is not as fast, but ultimately it's how can how can we best serve our clients?
• 2:53
  SPEAKER_00: And we're actually also we have a uh in-house brokerage as well.
• 2:57
  SPEAKER_00: So we're launching our own brokerage right now with EXP, but expanding out of EXP or like expanding within EXP.
• 3:04
  SPEAKER_00: We are contemplating right now.
• 3:06
  SPEAKER_00: We are uh and I don't maybe I don't know.
• 3:09
  SPEAKER_00: I don't know if I should say this publicly, but yeah.
• 3:11
  SPEAKER_00: We are looking at uh launching our own, you know, reborn brokerage.
• 3:15
  SPEAKER_00: Um I I it will in my opinion, just based on where we're at now, for sure happen.
• 3:20
  SPEAKER_00: It's just a matter of when that is what the timeline looks like for that.
• 3:24
  SPEAKER_02: Interesting.
• 3:24
  SPEAKER_02: Good for you.
• 3:25
  SPEAKER_02: I have some experience with the XP.
• 3:26
  SPEAKER_02: I work with the XP and Leo and Brandon and their internal expand investing program.
• 3:32
  SPEAKER_02: So it's interesting.
• 3:33
  SPEAKER_02: I didn't realize you're in the XP.
• 3:34
  SPEAKER_02: That's cool.
• 3:34
  SPEAKER_02: Yeah, that's very cool.
• 3:35
  SPEAKER_02: Yeah, it also starting your own brokerage, also very cool.
• 3:37
  SPEAKER_02: So you're like what, 17 and a half years old?
• 3:41
  SPEAKER_02: Like how you're obviously very young and and new into this.
• 3:45
  SPEAKER_02: Tell me how, like, when did you start wholesaling, is what it sounds like.
• 3:49
  SPEAKER_02: And then obviously you're moving into flips and novas and stuff now.
• 3:52
  SPEAKER_02: Like, how did you like start into wholesaling?
• 3:55
  SPEAKER_00: Yeah, so I'm actually gonna be 22 as of tomorrow, as of when this is being recorded.
• 3:59
  SPEAKER_00: So uh 9-11 is my birthday, which is an interesting birthday to have, especially as a Middle Eastern man.
• 4:04
  SPEAKER_00: I got started in I want to say May 2023 with New Western.
• 4:09
  SPEAKER_00: I worked at with New Western for a couple months, made$900 in two months being there.
• 4:14
  SPEAKER_00: I left.
• 4:14
  SPEAKER_00: I thought I knew everything in the world, I thought I knew everything uh there was in real estate, and so I try to do everything, and within that next six months, I made another about two grand.
• 4:24
  SPEAKER_00: At that time, I was driving a yellow drop top convertible Mustang V6, of course, I'm V8, but uh I remember literally having anxiety pulling up to the gas station because I didn't know if I had money for gas.
• 4:38
  SPEAKER_00: So eventually I put my pride down, I sold that car, I had I think I sold it for eight grand or something like that.
• 4:43
  SPEAKER_00: I put that money into marketing, which at the time was just cold calling, uh, and actually within that first month, call it luck or I don't know what, but made 28-ish grand on that first deal, which I still remember the address of.
• 4:56
  SPEAKER_00: I don't know if I should say it on here, but still remember the address.
• 4:59
  SPEAKER_00: I usually don't remember all the addresses, I usually remember the stories of of the sellers, but that was February 2024.
• 5:06
  SPEAKER_00: Since then, that year was just kind of me like just grinding.
• 5:10
  SPEAKER_00: I think it was a little under a hundred grand, so nothing crazy.
• 5:13
  SPEAKER_00: And then this year, 2025, I started building our team.
• 5:17
  SPEAKER_00: We are now a team of four, including myself.
• 5:22
  SPEAKER_00: We actually just got out of an an interview for put a potential fifth, just focused more on building out our systems, our infrastructure, our team, stuff like that now.
• 5:32
  SPEAKER_00: So yeah, I mean we're getting to a point of doing more in a month than we did in a year revenue-wise.
• 5:38
  SPEAKER_02: How yeah, so are you projecting seven figures this year?
• 5:41
  SPEAKER_00: Is that not this year?
• 5:42
  SPEAKER_00: I would say from the time where we started building our team to a year from that date, so 12 months after that date, which was around again, May, like May 1st, call it.
• 5:52
  SPEAKER_00: I would say we should 100% do multi-7 figures.
• 5:57
  SPEAKER_02: How did you even learn about wholesaling to do that very first deal?
• 5:59
  SPEAKER_02: Like, did you take a course or a mentorship?
• 6:01
  SPEAKER_02: It was something kind of going around, I guess, being being a realtor, I guess you would have heard of it and had some experience, right?
• 6:07
  SPEAKER_00: I never did anything on the retail side.
• 6:10
  SPEAKER_00: I have my license just due to the fact that I was with New Western, and New Western requires you to be licensed.
• 6:16
  SPEAKER_00: And also, so New Western is how I've learned about wholesale in general.
• 6:19
  SPEAKER_00: When I got into New Western, I was just looking to get into sales, not necessarily real estate, but I had two job offers.
• 6:25
  SPEAKER_00: One was with New Western, another one was with TQL logistics.
• 6:29
  SPEAKER_00: I didn't know what logistics was.
• 6:30
  SPEAKER_00: My uncle was actually successful in logistics, but sounded super boring to me compared to real estate, and especially investment real estate.
• 6:37
  SPEAKER_00: So I was like, I'd take the$0 base over to$40,000 base because you know I was living at home, cost of living was obviously very, very minimal.
• 6:45
  SPEAKER_02: So in 18 months, you went from your first deal to now a four-person team and looking looking to scale to six figures a month is basically the arc here so far.
• 6:55
  SPEAKER_00: Yeah, since now we're in uh September, so yeah.
• 6:58
  SPEAKER_00: I again when I first had that big like actual deal was was February 24th, so about 18, 19 months, yeah.
• 7:05
  SPEAKER_02: Incredible.
• 7:06
  SPEAKER_02: And so now you're talking about you're focusing on novations.
• 7:08
  SPEAKER_02: So explain to me how innovation works and why you guys like it.
• 7:12
  SPEAKER_02: Obviously, the price that you can give to the seller is what's most attractive here.
• 7:15
  SPEAKER_02: I think that novations are a little elusive to some wholesalers who are looking to expand their dispo strategies.
• 7:22
  SPEAKER_02: So I'd love to hear how how you go about them.
• 7:24
  SPEAKER_00: Great question.
• 7:25
  SPEAKER_00: So actually, perfect scenario.
• 7:26
  SPEAKER_00: We have one that we just got under contract uh about a week ago.
• 7:30
  SPEAKER_00: Um we have a couple others in the pipeline right now as well.
• 7:33
  SPEAKER_00: But this one that we got under contract, we offer them 137.5 cash, but the house is in good condition.
• 7:39
  SPEAKER_00: It was a probate situation.
• 7:40
  SPEAKER_00: They don't really want to deal with the situ with the with the property.
• 7:43
  SPEAKER_00: They do want to clean it out themselves because it's it was like the house they grew up in, so they have a bunch of like personal belongings.
• 7:48
  SPEAKER_00: So they're gonna do that.
• 7:50
  SPEAKER_00: But ultimately, what we need from them in exchange is we need one, obviously the rapport, because we're gonna be partnering with them instead of buying the house from them, we're partnering with them.
• 8:00
  SPEAKER_00: We're now on the same side of the closing table as them.
• 8:03
  SPEAKER_00: So, but so we need that rapport, but also tangibly, we need time, so typically 60 to 90 days, and we need access because again, we are partnering, so we're not the end buyer.
• 8:15
  SPEAKER_00: We're taking that to a buyer that's on the market using a FHA, a VA, conventional, whatever it might be, type of loan versus buying the house cash.
• 8:24
  SPEAKER_00: So we're able to offer them.
• 8:26
  SPEAKER_00: We actually there was some drama, so we actually offer them about now, we just increase it 20 grand, so we're paying them forty-three thousand dollars more than we were going to as a cash offer, and we'll still make sixty-ish off that deal.
• 8:41
  SPEAKER_00: And again, I mean the the downside is the cash conversion cycle is is slower than a cash deal.
• 8:46
  SPEAKER_00: You're not gonna get paid in two, three weeks, but it's you're usually not gonna make sixty grand off a hundred and fifty thousand dollar house.
• 8:54
  SPEAKER_02: Right, and you would have lost it as a wholesale deal anyways, right?
• 8:56
  SPEAKER_02: Like they wouldn't have said yes to the offer on a wholesale, would they have?
• 8:58
  SPEAKER_00: I think we could have done we could have gone up to what they were asking, which was 160, but we would have made like seven grand.
• 9:05
  SPEAKER_00: And we could have done that in a month, but it just wasn't worth it.
• 9:08
  SPEAKER_00: And and this house also is in uh in another suburb opposite of where I'm at, so south side, so also in a good area, good good school district and everything.
• 9:16
  SPEAKER_02: So you're you're wholesaling innovation, you said you're doing one flip right now.
• 9:20
  SPEAKER_02: What's the target?
• 9:21
  SPEAKER_02: What's the goal?
• 9:21
  SPEAKER_02: Like what do you guys in a year from now, like next September, what would you ideally, what would that month look like for you guys in terms of deals?
• 9:29
  SPEAKER_02: What types of deals would you be doing and how many?
• 9:31
  SPEAKER_00: I would say based on it it really depends on where the market goes.
• 9:35
  SPEAKER_00: But as we continue to build out our team, we are expanding our exit strategies, meaning uh we actually just brought on an acquisitions manager two or three weeks ago.
• 9:46
  SPEAKER_00: She's absolutely killed it so far.
• 9:48
  SPEAKER_00: That has opened up my bandwidth as the steward of our company to look at different exit strategies such as novations.
• 9:55
  SPEAKER_00: Because I had like pitched a couple novations before, but it wasn't like this my brain was so scattered.
• 10:00
  SPEAKER_00: But now that I'm able to see at a higher level, uh, we're able to do those more effectively.
• 10:05
  SPEAKER_00: So my thinking is as we continue to grow our team, we might add in sub two, seller finance, stuff like that.
• 10:12
  SPEAKER_00: But ultimately, I mean I think our bread and butter will stick to being the cash-offered, you know, wholesale as much as possible.
• 10:20
  SPEAKER_00: I think novations are great.
• 10:22
  SPEAKER_00: And then yeah, sellers seller finance sub two as we continue to grow.
• 10:25
  SPEAKER_00: I would say September next year, 2026, I'd like to be a team probably twice what we are now.
• 10:33
  SPEAKER_00: We would like to be at around 300 grand a month in revenue.
• 10:38
  SPEAKER_00: Our big goal revenue-wise is 10 million within three years, so by 27, 2027, 2028, but ultimately bigger than the revenue goal is dialing in and mastering the model here in Indianapolis.
• 10:50
  SPEAKER_00: That way we can copy and paste it into different markets.
• 10:53
  SPEAKER_00: Because I want to have an in-person boots on the ground team in every market that's focused on that market.
• 10:59
  SPEAKER_00: Probably people that are local, like grew up in that market, just like we've grown up in in in and around Indianapolis.
• 11:06
  SPEAKER_00: Yeah, I mean, it just really depends on the property, the the seller situation, but uh I definitely think that wholesale will be a backbone for sure for an ongoing basis, getting into more flipping with cosmetic deals whenever those come up.
• 11:21
  SPEAKER_00: So we'll also be more focused on raising capital, private capital.
• 11:26
  SPEAKER_02: You're just right into it.
• 11:27
  SPEAKER_02: You're into the whole industry.
• 11:28
  SPEAKER_02: You're not like coming in here being like, I want to be this best flipper.
• 11:32
  SPEAKER_02: You're coming in saying you wanna you wanna do it all.
• 11:34
  SPEAKER_02: I don't know if you mentioned it while we're recording or not, but you're a part of results driven with Josh and Tiff.
• 11:39
  SPEAKER_02: I was with Josh and Tiff last week, and this is exactly what they were talking about was like going deep, deep, deep into their market.
• 11:46
  SPEAKER_02: And that's that's what they talk to their students about is that a really, really successful model is going deep into a market rather than going wide and trying to do things virtually.
• 11:54
  SPEAKER_02: Um and there there are people that do that successfully, but it's it's quite interesting to hear what you're doing, especially in in this very short time frame.
• 12:02
  SPEAKER_02: You also made the joke earlier when I said that you were successful, you you doubted me on that.
• 12:06
  SPEAKER_02: But I would say the the progress you made over the last 18 months is is what makes you successful for sure.
• 12:12
  SPEAKER_02: What would you say to somebody starting out in this industry who is where you were at last February?
• 12:16
  SPEAKER_02: Like they've made their first deal, you know, they they made her first few bucks.
• 12:20
  SPEAKER_02: What have you learned in the last 18 months that you wish you were quicker to do or didn't do in that kind of evolution?
• 12:27
  SPEAKER_02: And I know it's been quick and you've done a lot.
• 12:29
  SPEAKER_00: It's probably gonna be a lot of cliche stuff, honestly.
• 12:32
  SPEAKER_00: But I mean, you know, I'm thinking of Hermosy.
• 12:34
  SPEAKER_00: Hermosy, I think, ha has a quote where he's talking about you know the the breakthrough that you are looking for is in the hard work or is in the work that you are avoiding.
• 12:44
  SPEAKER_00: Period point blank.
• 12:46
  SPEAKER_00: So that's part of it, I would say.
• 12:48
  SPEAKER_00: You know, making those calls.
• 12:49
  SPEAKER_00: I would say expense-wise, like definitely your biggest expense, especially in the beginning, should be going towards marketing.
• 12:56
  SPEAKER_00: Because we've tried doing like free stuff where you're like direct-to-agent, working with whole wholesalers, like that's it works, but it's not necessarily the most reliable thing.
• 13:07
  SPEAKER_00: It's definitely much more of a grind, burns you out, burns your team out.
• 13:10
  SPEAKER_00: So I would say definitely focus on finding a marketing channel that works and going all in on it, and then you know, worrying about diversifying later.
• 13:18
  SPEAKER_00: I would also say I was in results-driven small group.
• 13:22
  SPEAKER_00: I would say definitely getting into a coaching program, whether it's results-driven or whatever it might be, can definitely be very very beneficial.
• 13:29
  SPEAKER_00: With us, when I started, I did that like literally right after I did my first deal.
• 13:35
  SPEAKER_00: So for me, it cut into because I'm, you know, I was 19, 20 at that time.
• 13:40
  SPEAKER_00: I'm not coming in with a bunch of capital.
• 13:42
  SPEAKER_00: That cut into money that could have gone into marketing.
• 13:47
  SPEAKER_00: But now as we've built that capital up and we've been able to get into a place of building our systems and our team everything out more, it's definitely allowed me to kind of fast pace where I would have been otherwise, figuring it out on my own.
• 14:02
  SPEAKER_00: So I'd say it results driven is great.
• 14:04
  SPEAKER_00: I think they are definitely the definition of uh uh underpromise over deliver.
• 14:10
  SPEAKER_00: Especially I mean, even like they have a uh program where it I think ranges from fifty to two hundred dollars, uh depending on what marketing they have going on at that time.
• 14:18
  SPEAKER_00: It's a four-week virtual trading.
• 14:20
  SPEAKER_00: That's what I started with.
• 14:21
  SPEAKER_00: It's phenomenal.
• 14:22
  SPEAKER_00: It's great.
• 14:22
  SPEAKER_02: They do a two-day off the back of that or whatever it might be.
• 14:25
  SPEAKER_02: Yeah.
• 14:25
  SPEAKER_02: Yeah.
• 14:26
  SPEAKER_02: Very cool.
• 14:26
  SPEAKER_02: Yeah, I know, I know personally like masterminds, getting in groups, programs, uh, there's just two major benefits.
• 14:33
  SPEAKER_02: The one major benefit is that they're there to compress time for you, right?
• 14:36
  SPEAKER_02: Like there's not nothing you or I couldn't figure out over time.
• 14:39
  SPEAKER_02: But the question is how much time do you want to invest in that?
• 14:42
  SPEAKER_02: When you could just be in the room with somebody who's done it, who has iterated on it, back to hormozy, who's already iterated it 10,000 times.
• 14:49
  SPEAKER_02: And so why why not just pick up where they are?
• 14:51
  SPEAKER_02: The other side of that being accountability, right?
• 14:53
  SPEAKER_02: It's also very easy.
• 14:54
  SPEAKER_02: I don't think there's an entrepreneur listening to this call right now that doesn't know the single largest leverage point in their business.
• 15:01
  SPEAKER_02: The problem is, are they actually gonna go focus on it and fix it right now?
• 15:05
  SPEAKER_02: And groups like RD and and masterminds like that I'm in, that's just what they do.
• 15:10
  SPEAKER_02: They literally sit there and hold your feet to the fire and go, we're gonna be meeting again here in 90 days.
• 15:14
  SPEAKER_02: Are you gonna do this?
• 15:15
  SPEAKER_02: Like, commit to this, let's let us hold hold you accountable to it come December or whatever it might be.
• 15:20
  SPEAKER_02: So I love that.
• 15:21
  SPEAKER_02: That's great.
• 15:22
  SPEAKER_02: What is the goal for the company?
• 15:24
  SPEAKER_02: And I'll ask you a second part of this question after.
• 15:26
  SPEAKER_02: Now I know$10 million revenue is kind of the big number right now, but like, is there a big, big goal?
• 15:30
  SPEAKER_02: Is there an exit?
• 15:32
  SPEAKER_02: Is there like what is there a retirement number?
• 15:35
  SPEAKER_02: Like what's what's the big goal?
• 15:36
  SPEAKER_00: Uh I don't think I'll ever retire.
• 15:38
  SPEAKER_00: Uh I don't know if I'll be in this business specifically, but ultimately, yeah.
• 15:42
  SPEAKER_00: I mean, we're looking to go deep again into the indie market so that we can copy and paste it across different markets.
• 15:47
  SPEAKER_00: And really we we are aiming to be nationwide potentially.
• 15:51
  SPEAKER_00: We've talked about being international.
• 15:53
  SPEAKER_00: Obviously, it's not, you know, at this stage in our business a huge thought in our mind, but it's definitely something we've talked about.
• 15:58
  SPEAKER_00: Uh I don't know what the house buying side of things would look like international.
• 16:02
  SPEAKER_00: I know obviously brokerage is a thing international, and I mean international could just be Canada and the US.
• 16:09
  SPEAKER_00: It doesn't have to be every single country in the world.
• 16:12
  SPEAKER_00: But yeah, anything I do, I think I've always had just like how can we do this at the biggest scale?
• 16:18
  SPEAKER_00: That's just how my brain thinks.
• 16:20
  SPEAKER_00: I would say, yeah, I mean, long term, we are looking to build a private equity firm centered around real estate.
• 16:26
  SPEAKER_00: So, you know, having a title company, having a hard money lender, all of that stuff that you would need for a brokerage in-house.
• 16:33
  SPEAKER_00: Uh, one of the things that we've done that's allowed us to maximize our ROI is is building relationships with, you know, when you're wholesaling a house, there's gonna be, depending on the house, depending on the buyer, there's gonna be uh obviously a title company, there's gonna be possibly a hard money company, there's gonna be an appraiser, there's gonna be an inspector, there's gonna be a contractor.
• 16:54
  SPEAKER_00: If we can have as many of the moving pieces under one roof, you know, I I think it's I can't remember who it is that that talks about it, but whoever is able to pay the most per lead is who's gonna ultimately win in the end.
• 17:05
  SPEAKER_00: If I can pay a thousand dollars per lead and be profitable and you can only pay 200, I'm gonna beat you every single time.
• 17:11
  SPEAKER_00: So that's what we're looking to do, and do that again in every single major market across at least a country.
• 17:18
  SPEAKER_00: I I don't necessarily have a number to that, honestly.
• 17:22
  SPEAKER_02: Interesting.
• 17:22
  SPEAKER_02: You're you're very growth focused, which is great.
• 17:25
  SPEAKER_02: The business that can afford to spend the most to acquire a customer wins.
• 17:28
  SPEAKER_02: It's a Dan Kennedy quote.
• 17:29
  SPEAKER_02: Yeah, and the other reason I know that is literally the tab I have open beside this recording is my keynote.
• 17:34
  SPEAKER_02: I'm speaking this weekend, and that's literally the the topic of my keynote.
• 17:38
  SPEAKER_02: So that's we're we're right on the same wavelengths.
• 17:41
  SPEAKER_02: What I think about and the story I talk about in that is is going to Disney, right?
• 17:45
  SPEAKER_02: If you go to Disney, Disney has it all figured out.
• 17:48
  SPEAKER_02: You can go there as a you know, a young kid on a small salary and maybe with a young family and go budget, right?
• 17:58
  SPEAKER_02: You can there's cheap tickets, you can bring food into the park, you can do all this stuff.
• 18:02
  SPEAKER_02: There's also this plan where you can go in, you can get fast pass.
• 18:05
  SPEAKER_02: So you can get the front of all the lines, you can get the food kit catered to you, you can like have Mickey shows up at your table for the pictures, great.
• 18:13
  SPEAKER_02: And then there's also a line above that for people who are like famous, for example, or influencers or whatever, who don't want to spend all that time in the park with a bunch of people, but they can space spend 3k per person, and they get literally walked to the front of each line and take it on a little cart from ride to ride.
• 18:31
  SPEAKER_02: So Disney knows exactly how to make money on every single lead that comes in.
• 18:36
  SPEAKER_02: And they have a program for each and every one of them.
• 18:38
  SPEAKER_02: And so it's it's great to hear that that's exactly what you're building.
• 18:41
  SPEAKER_02: You're you're building a horizontal ascension ladder, essentially.
• 18:44
  SPEAKER_02: You're you're making sure that your net is wide enough to look after the most amount of people.
• 18:49
  SPEAKER_00: I haven't really alluded to it too much, but you know, as I mentioned, we're looking at starting our own brokerage.
• 18:54
  SPEAKER_00: I guess the the smallest offer we have would be listing, because you know, typically you're gonna make ten times less, four times slower.
• 19:03
  SPEAKER_00: But you're still monetizing a lead that otherwise would be zero, and that is always a good thing.
• 19:08
  SPEAKER_02: Why do you do this?
• 19:09
  SPEAKER_02: Why are you hungry to grow and want to do everything at scale?
• 19:12
  SPEAKER_02: Like, why not just be comfortable and sit at home, do a couple deals by yourself, buy some leads, make a casual 50 grand a month, and just live the life you want that way?
• 19:21
  SPEAKER_00: Part of it is I love working.
• 19:23
  SPEAKER_00: I genuinely live what I do.
• 19:24
  SPEAKER_00: Uh, the other part of it is uh what I'm wearing right now, the cross.
• 19:28
  SPEAKER_00: I am just grateful for what I have, what I've been given, and I am called to be a steward of what I've been given and to continue to grow where Christ has led me.
• 19:39
  SPEAKER_00: I actually dropped out of high school.
• 19:40
  SPEAKER_00: I was homeless for a few months, went through a lot of nice season of life.
• 19:44
  SPEAKER_00: I was also like 260 pounds.
• 19:46
  SPEAKER_00: Obviously, I you know didn't have money at that time.
• 19:48
  SPEAKER_00: I tell people, and hopefully it's not actually midlife, but I tell people I had a midlife crisis at 18 years old.
• 19:53
  SPEAKER_00: Hopefully that's not in the middle of my life.
• 19:55
  SPEAKER_00: Hopefully that's a fifth of a life crisis.
• 19:57
  SPEAKER_00: Remembering where I've been and knowing where I am now and just the overflow of the gratitude that comes from that, you know, I start every morning also with quiet time with prayer.
• 20:06
  SPEAKER_00: There's a prayer wheel that I like to go through.
• 20:08
  SPEAKER_00: So faith is very, very important to me.
• 20:10
  SPEAKER_00: I mean, ultimately that's that's the biggest thing that is, you know, with growing this company.
• 20:14
  SPEAKER_00: Like I said, I don't really have a number.
• 20:15
  SPEAKER_00: It's really just all to glorify God and to do that on, you know, nationwide and potentially international.
• 20:21
  SPEAKER_02: What was the pivotal moment for you, like when you went from being homeless and overweight, and obviously in that season, what was what was the turning point?
• 20:29
  SPEAKER_00: It's gonna be another cliche, I think.
• 20:30
  SPEAKER_00: Tony Robbins has a quote that says the pain of staying the same outgrew the pain of change.
• 20:39
  SPEAKER_00: So it's actually it was funny.
• 20:40
  SPEAKER_00: It was May 1st, 2022.
• 20:42
  SPEAKER_00: I woke up and I felt reborn, which now my company name is Reborn Homes.
• 20:47
  SPEAKER_00: My podcast is a reborn podcast, my car says reborn on the on the license plate.
• 20:52
  SPEAKER_00: So reborn's like a big thing for me now.
• 20:54
  SPEAKER_00: But I woke up that first year, I literally like all I did was get in shape, I got into the gym, and like I would literally just go home and like still just sleep the rest of the day.
• 21:02
  SPEAKER_00: Like I was still not obviously where I am today.
• 21:05
  SPEAKER_00: Yeah, I would just say, I mean, I was just so fed up with where I had been for my entire middle school, high school was just really, really poor mental and physical health and social health and everything that I wanted to go out and and change, and obviously one thing led to another.
• 21:21
  SPEAKER_00: I got in shape, and then I got into real estate, found God.
• 21:27
  SPEAKER_01: So you found God post you weren't religious prior to this?
• 21:31
  SPEAKER_00: I would I would say I was religious as a little kid.
• 21:33
  SPEAKER_00: So as a little kid from in third grade, I had moved to Carmel, which is a a big, big school district.
• 21:42
  SPEAKER_00: Like the the high school is like six or seven thousand students, the middle schools are like two or three thousand, so it's huge schools.
• 21:48
  SPEAKER_00: I had moved from a smaller, like a more inner city school, and so that just completely shifted just finding a new identity.
• 21:55
  SPEAKER_00: Like my parents were taking me to church, and I went to like a Catholic school for kindergarten.
• 22:00
  SPEAKER_00: But yeah, as far as finding God with like the relationship I have now that was around actually about two years ago now, September 23.
• 22:09
  SPEAKER_00: Got baptized April 7, 24.
• 22:12
  SPEAKER_00: And then I gave my first sermon July 7, 24.
• 22:16
  SPEAKER_00: Which was like a uh not like a sermon sermon, but like a uh just sharing a message at church, a short message, like 10 minutes.
• 22:24
  SPEAKER_01: What was the message?
• 22:25
  SPEAKER_00: I think that was just on my testimony, if I remember correctly.
• 22:27
  SPEAKER_00: Done that, and then I did one on love, like biblical love.
• 22:31
  SPEAKER_00: I've done two or three at at the old church.
• 22:34
  SPEAKER_00: I I don't go there anymore.
• 22:35
  SPEAKER_00: They actually shut down a few months ago.
• 22:37
  SPEAKER_00: It's it's it's crazy because I've gone from you know being like literally shaky to speak to anybody, it doesn't matter if I'm going to order food to not being comfortable speaking in front of an audience.
• 22:47
  SPEAKER_00: So it's cool.
• 22:48
  SPEAKER_02: Well, reborn seems pretty on the nose, son.
• 22:50
  SPEAKER_02: That's for sure.
• 22:51
  SPEAKER_02: What would be the big give back?
• 22:53
  SPEAKER_02: Like what would fulfill you?
• 22:54
  SPEAKER_02: Understand giving your faith and and what you're focused on and growing and the transition that you've gone through.
• 22:59
  SPEAKER_02: How do you see you giving back in the in the biggest way possible?
• 23:02
  SPEAKER_02: What would that look like for you?
• 23:04
  SPEAKER_00: I mean, I think it's really just a scale of how we do things.
• 23:07
  SPEAKER_00: I mean, as I mentioned with the clients that we work with, a lot of them, most of them are going through extreme distress.
• 23:14
  SPEAKER_00: So doing that on a on a higher scale, higher level.
• 23:17
  SPEAKER_00: Also being just a servant to, again, our vendors like Leedsola, like how can Reborn as a company come alongside our vendors that we work with to help them become a more successful company by being in relationship with Reborn, with our employees, giving them a place where they love to work and can fit their vision into the bigger vision.
• 23:42
  SPEAKER_00: And then obviously, you know, tithing goes into that as well, just giving back financially to the church and to different causes that we believe in.
• 23:50
  SPEAKER_00: For me, I think of tithing as as financial, but also offerings with offering your your your energy, your attention, your time, in addition to just your money.
• 24:00
  SPEAKER_00: Because especially when you start to I've not been there for super long, but when your time becomes more valuable than your money, it's easier to give money than it is to give time.
• 24:10
  SPEAKER_00: So I think it's important to still also give time to God and I mean who literally created us, and yeah, and continue to do that.
• 24:19
  SPEAKER_02: So there's so many people really just do focus on the monetary part of it.
• 24:22
  SPEAKER_02: I remember getting asked a while back by one of my coaches, like what I thought, like what I wanted to do in terms of like volunteering and donating and any like filling up being uh philanthropists or whatever it might be.
• 24:33
  SPEAKER_02: And I really I thought about it for a very long time, and and it came back to that where I was just like, I really just want to keep growing businesses.
• 24:39
  SPEAKER_02: Like I've got a couple of them.
• 24:41
  SPEAKER_02: We employ a lot of people, we have a lot of customers, and to me, it's like I think about everybody I employ and go, well, the thing I built is feeding X amount of families, is paying X amount of mortgages.
• 24:51
  SPEAKER_02: We have on the lead Zolo side, we've we've had over 3,500, probably almost 4,000 investors now who have done business with us.
• 24:59
  SPEAKER_02: And to me, it's like it's 4,000 other businesses that we've impacted, and all the families that they impact, and all the hundreds of thousands of seller leads, like people who are genuinely in need, who are filling our forums and we're connecting them with other investors.
• 25:12
  SPEAKER_02: Like that feels good to me.
• 25:14
  SPEAKER_02: That feels genuinely good to me.
• 25:15
  SPEAKER_02: And like being able to feel grateful for the what a lot of people look at as the minutiae and the day-to-day of our jobs, I I really think is what you and I are like when there's no there's no need to retire.
• 25:27
  SPEAKER_02: There's no ends to this means.
• 25:29
  SPEAKER_02: The means is the end.
• 25:30
  SPEAKER_02: And yeah, yeah, I very much enjoy it.
• 25:33
  SPEAKER_02: Do you know who Taylor Welch is?
• 25:34
  SPEAKER_02: Have you ever listened to the Deep End podcast of his?
• 25:37
  SPEAKER_00: I don't know that I've listened to his podcast, but it the name sounds familiar.
• 25:41
  SPEAKER_00: I'm not super familiar.
• 25:42
  SPEAKER_02: He's a big like funnels marketing guru, much like Sam Evans and Alex Hermozzi.
• 25:48
  SPEAKER_02: Got it.
• 25:48
  SPEAKER_02: Um he's also he's also uh Christian and just started a Christian podcast.
• 25:52
  SPEAKER_02: And anyways, he does a lot of really good episodes.
• 25:55
  SPEAKER_02: Recently he did one that was on the currency of heaven, and he talks about like how we're we're meant to be pro prosperous, we're meant to make money so long as we're doing it in in a way that's serving God and in a way that's serving our community and everybody else.
• 26:11
  SPEAKER_02: So it was it was interesting listening to you explain all that, and it was very reminiscent of that podcast.
• 26:16
  SPEAKER_02: So you should you should check that out for sure.
• 26:18
  SPEAKER_02: Check that out for sure.
• 26:19
  SPEAKER_02: Tell me what else?
• 26:20
  SPEAKER_02: What's the next big step?
• 26:21
  SPEAKER_02: What are you going to accomplish before the end of this year that you've yet to?
• 26:25
  SPEAKER_00: Yeah, I would say the next big step for us as a company is we would really like to hire a dispo manager, which again we like before this, I literally just got out of out of an interview with uh potential candidate and getting our dispo, because I think right now that actually I I have our org uh org chart right in front of me, acquisitions, operations, and dispo, and dispo is the one that you know I'm still doing myself.
• 26:49
  SPEAKER_00: I think when I'm to that point of just being able to be one step away, um obviously still equipping and empowering our team, that's gonna open up my bandwidth to again look at things like seller financing, look at things like sub two, focus more on you know, people talk about being what is it, working on the business versus in the business, you know, opportunities like this coming on uh different podcasts, uh strategic partnerships.
• 27:16
  SPEAKER_00: Right now, getting our dispo side set out, we would also like to be at 150 a month revenue by the end of the year.
• 27:25
  SPEAKER_00: That's on the company side of things.
• 27:28
  SPEAKER_00: I one of the big things that's been really transformational for me is starting in I want to say February this year, I started some uh Live Hard, which is four phases.
• 27:39
  SPEAKER_00: A lot of people know 75 hard.
• 27:41
  SPEAKER_00: Yep.
• 27:41
  SPEAKER_00: Uh so I did 75 hard.
• 27:44
  SPEAKER_00: I then did phase one, and I'm about to start this this weekend phase two, and then I'll be doing phase three in January, because it's like it leads up to the same day that you started 75 hard.
• 27:58
  SPEAKER_00: So I would say that's another personal goal of mine is getting that done.
• 28:01
  SPEAKER_02: I get super tactically, what's the difference between phase one and phase?
• 28:03
  SPEAKER_02: I'm in the middle of 75 hard right now.
• 28:05
  SPEAKER_02: So what is phase two?
• 28:07
  SPEAKER_02: Is that where it's like the say hello to a stranger every day?
• 28:11
  SPEAKER_00: That's phase three.
• 28:14
  SPEAKER_00: So phase three is technically phase four, basically.
• 28:17
  SPEAKER_00: Because like they they started with phase one, which is after 75 hard.
• 28:21
  SPEAKER_00: Phase two, to my understanding, is the same thing as 75 hard, but 30 days, and you have to take 30 days between phase one and phase two.
• 28:31
  SPEAKER_00: That way, you know, if you lose a discipline in that time, like you're gonna have to work your way back into that routine.
• 28:36
  SPEAKER_00: That's a big caveat there.
• 28:38
  SPEAKER_00: And then yeah, phase three is the one that what is it, uh a nice gesture every day, uh, have a conversation with a stranger every day.
• 28:46
  SPEAKER_00: I don't know if that has the cold shower and everything involved with that one too.
• 28:50
  SPEAKER_00: I know that's in phase one.
• 28:51
  SPEAKER_02: Man, he just keeps piling it on.
• 28:53
  SPEAKER_02: Thought 7500 was hard enough.
• 28:55
  SPEAKER_02: What do you think?
• 28:55
  SPEAKER_02: What skill do you have that you've been blessed with that you think has helped you progress over the last 18 months that other entrepreneurs, investors like yourself should really focus on?
• 29:08
  SPEAKER_00: I want to say, I want to say gratitude, honestly, but I'll also I'll give you something tactical, which is I just I just feel like communication is a huge thing because communication is sales, sales, uh sales is communication, and you're always selling.
• 29:20
  SPEAKER_00: I mean, right now we're selling, I guess, you know, like we're selling.
• 29:24
  SPEAKER_00: Does does this audience want to listen to the next minute of this podcast?
• 29:28
  SPEAKER_00: We're selling them on that.
• 29:29
  SPEAKER_00: With with growing our team, like I said, we just started doing that this year.
• 29:33
  SPEAKER_00: How can I paint the vision, paint the picture of who they can become working here?
• 29:39
  SPEAKER_00: Obviously, again, in the beginning, most people start this industry with just themselves, just grinding, just making calls.
• 29:47
  SPEAKER_00: Ultimately, I mean, I look at wholesale real estate as a sales and marketing business, not really a real estate business.
• 29:53
  SPEAKER_00: Yeah, I mean, communication and sales is is really the biggest thing I would say.
• 29:57
  SPEAKER_00: There's obviously systems, there's AI, there's a bunch of other stuff that as you continue to grow will definitely become crucial, that has definitely helped us grow and be more sustainable.
• 30:07
  SPEAKER_00: But I would say communication and sales is is the backbone.
• 30:09
  SPEAKER_02: I like how you say that, and I agree, communication and sales.
• 30:12
  SPEAKER_02: I think a lot of people get wrapped up in like the context or the content of what they do, and they don't focus enough on the context.
• 30:20
  SPEAKER_02: I was talking to somebody a while ago, and he asked me what I'd do if I lost my businesses.
• 30:25
  SPEAKER_02: If I lost everything I've worked so hard to build, and I I kind of had to take a step back and go, like, I didn't work like Lead Zolo is some idea in the sky, it's a logo on a landing page, right?
• 30:36
  SPEAKER_02: And like there's function and there's product and there's systems behind it that we built.
• 30:40
  SPEAKER_02: But I didn't, in my mind, I didn't build all these finite systems like they're a brick-by-brick wall in front of me.
• 30:46
  SPEAKER_02: What I did was I learned how to build a wall.
• 30:48
  SPEAKER_02: And so I like in my mind, it's undoubtedly.
• 30:51
  SPEAKER_02: Like, I don't, if wholesaling becomes illegal tomorrow, right?
• 30:54
  SPEAKER_02: If if real estate has can only be through licensed practitioners and and whatever it might be, and Lizolo is dead, like I will still never be broke.
• 31:03
  SPEAKER_02: Like I will then just go start another company and like I understand the function of how that works.
• 31:08
  SPEAKER_02: I understand how to bring value to the world and how to monetize that value.
• 31:13
  SPEAKER_02: Yeah, I I agree.
• 31:14
  SPEAKER_02: People should focus on communication is definitely my number one thing.
• 31:18
  SPEAKER_02: That that's my answer to that as absolutely communication, networking, and you know, making friends.
• 31:23
  SPEAKER_02: You know, you're the average of the five people you hang out with the most.
• 31:25
  SPEAKER_02: And that doesn't mean that like it has to be your sister, your brother, and your in-laws.
• 31:29
  SPEAKER_02: Like it could be the books you read, it could be the people you spend time with on Zoom, it could be who you go to results driven with or masterminds with or sub two or whatever program, doesn't matter.
• 31:38
  SPEAKER_02: You're creating that circle, you're creating that network, and and that's just who you become.
• 31:43
  SPEAKER_02: So I think that's a great answer.
• 31:44
  SPEAKER_00: It goes back to Hermosy.
• 31:46
  SPEAKER_00: You get I'm a huge Hermosy fan.
• 31:48
  SPEAKER_00: I used to watch him literally, I would used to do DoorDash and Instacart before I started any of this and look just listen to Hermosy.
• 31:53
  SPEAKER_00: I was a one entrepreneur at that time.
• 31:55
  SPEAKER_00: And now we have we just did the investment with a hundred books if it if you were on that or two hundred books if you were on that launch recently.
• 32:02
  SPEAKER_00: But he's always talking about you know, the thing that you're building, the most important thing that you're building is not the company, it's yourself.
• 32:08
  SPEAKER_00: And so that's why they have what's what's the show where it's like they they don't give them any money and any resources.
• 32:14
  SPEAKER_00: Grant Cardone was on there.
• 32:16
  SPEAKER_02: Undercover billionaire or something.
• 32:18
  SPEAKER_00: It's like these people can go and make that money back even with nothing because they have the skill set.
• 32:26
  SPEAKER_00: Even without the relationships, they can go and build relationships that might take some time because relationships inherently take time to build, but and yeah, what did Grant do?
• 32:34
  SPEAKER_02: He got evaluation of like a$5.8 million company after 90 days, right?
• 32:38
  SPEAKER_02: A little BS.
• 32:39
  SPEAKER_02: I think they evaluated the the building more than anything else.
• 32:42
  SPEAKER_02: But yeah, you're the point being is he knows what he's doing, so he can do it.
• 32:46
  SPEAKER_02: He doesn't need his physical resources or even his network, the fact that he knows how to build a network.
• 32:50
  SPEAKER_02: And actually, now that you say that, that's actually if I was starting as an entrepreneur, I would suggest people I would suggest I go watch that because Grant does a brilliant job of like going into New City, befriending the owner of an RV store mostly because he needed somewhere to sleep, and then like befriending the owner of a gym, and like immediately was plugged into all of the business owners in that in that small town just because he knew to like, oh, I'm just gonna go talk to two business owners right away.
• 33:15
  SPEAKER_02: Um, he just knew the people he needed to be around, so that's pretty cool.
• 33:18
  SPEAKER_02: And then he tried to pitch a syndicate to a barber's a bunch of barbers, I think.
• 33:23
  SPEAKER_02: But anyways, that aside.
• 33:24
  SPEAKER_02: Finally, I a last question is what would you warn any new entrepreneurs or wholesalers against if they were February of last year for you?
• 33:37
  SPEAKER_02: Like first deal, first 25 grand.
• 33:40
  SPEAKER_02: Yeah, like 25 grand to their bank account for the first time.
• 33:43
  SPEAKER_02: They're going, shit, I got I'm gonna take this seriously.
• 33:46
  SPEAKER_02: I'm gonna start a business.
• 33:47
  SPEAKER_02: What do you think the the biggest warning you could give to them up front would be?
• 33:51
  SPEAKER_00: I would say I would say that's one big thing is you know, if you want to take it seriously, take it seriously, because obviously there are some people that will get 25 grand and go out and buy a nice car or whatever it might be, a nice watch.
• 34:01
  SPEAKER_00: Get that really.
• 34:03
  SPEAKER_00: So definitely avoid that.
• 34:04
  SPEAKER_00: I really encourage people, and I know people that have been successful without it, but I really encourage people to just build systems, have a basic CRM where you can th keep things tracked.
• 34:13
  SPEAKER_00: I I know people again who have been successful with Google Sheets, but I'm sure that they're leaving money on the table or having tons of leads slip through the cracks because they're using Google Sheets instead of a CRM where you can pay a hundred to five hundred dollars, maybe a thousand dollars a month for a good CRM if you just made twenty-five grand.
• 34:34
  SPEAKER_00: I would also, like I said, just you know, to keep the focus in the beginning, especially on your money should go back into marketing.
• 34:42
  SPEAKER_00: Because I can go and and make twenty-five grand, put that twenty-five grand back into marketing, and I know I'm gonna get three, five, if you have the systems, tenx on that money.
• 34:52
  SPEAKER_00: So literally make six figures off of that one deal that I pay.
• 34:57
  SPEAKER_00: If you think about it, you know, go back and reverse engineer.
• 34:59
  SPEAKER_00: I made three grand or I put three grand into that cold collar, made twenty twenty-eight, twenty-five, and then you just keep doing that.
• 35:06
  SPEAKER_00: It's gonna keep multiplying instead of again, you know, just going out and buying a nice car or whatever it might be.
• 35:12
  SPEAKER_02: I think that's great advice.
• 35:13
  SPEAKER_02: I think a lot of people put the cart before the horse.
• 35:15
  SPEAKER_02: I think you know, in business, there's three stages to any business.
• 35:18
  SPEAKER_02: And and and it's you it's not like you just graduate out of one for forever by any means, but it's making money, optimization, amplification.
• 35:26
  SPEAKER_02: And I think a lot of people make money and then want to jump right to amplification.
• 35:31
  SPEAKER_02: And the problem is that amplification means amplification, it doesn't mean double your money.
• 35:38
  SPEAKER_02: So what you're amplifying is is could be the sloppiness or the laziness or the lack of systems, and you could be amplifying a fragile, fragile house of cards where if you spent way more time in the optimization phase, and or Mosey even speaks of this as well, then you're gonna make way more money because the money is made in optimization.
• 35:59
  SPEAKER_02: Money is not made in amplification.
• 36:01
  SPEAKER_02: The only money made in amplification is through an exit because of a multiple, potentially.
• 36:05
  SPEAKER_02: You just need to like shoot your shot and sell shit until you make money.
• 36:08
  SPEAKER_02: And then once you make money, just optimize, optimize, optimize, optimize, and only get to amplify when you're making so much money you don't know what to do with it.
• 36:16
  SPEAKER_02: Yeah, I think so many people want to jump over systems and they're happy with their Google Sheet because they know how to color format it or whatever the hell it is, and they're just missing the big picture where it's like, you know, go iterate 10,000 times on a CRM until you know it inside and out, and your whole team knows it inside and out before you stop iterating on the CRM.
• 36:34
  SPEAKER_00: We pay probably around$1,000 a month for our CRM, but then we've also paid thousands of dollars to the guy who built our CRM to build in custom different workflows and sequences and whatever might be in our CRM so that we can, as you said, optimize.
• 36:55
  SPEAKER_00: Let's say I make 25 grand on a deal, but then I'm able to go and refer to that hard money lender, I'm getting one or two points on that.
• 37:01
  SPEAKER_00: Let's say it's a a low price deal,$100,000.
• 37:04
  SPEAKER_00: Two points is two grand.
• 37:06
  SPEAKER_00: That's probably more than your cost per for that deal alone.
• 37:09
  SPEAKER_00: If you can refer to a contractor, that's probably we have a deal with uh just like 2.5% of the total reno.
• 37:15
  SPEAKER_00: So let's say it's a 50 year old, that's what, a thousand dollars or twelve fifty, something like that.
• 37:21
  SPEAKER_00: Again, that's almost your cost per lead.
• 37:23
  SPEAKER_00: Let's say your cost per deal is two thousand.
• 37:25
  SPEAKER_00: Now, instead of doing that, and that's just off two.
• 37:28
  SPEAKER_00: I mean, we have different vendors we use for different parts, you're making another three thousand two hundred and fifty dollars off that one deal just just off a relationship you have.
• 37:36
  SPEAKER_02: Yeah, and it also speaks back to two, where we're talking about like scaling horizontally, right?
• 37:40
  SPEAKER_02: Like being able to make more money on every lead that comes in, make more money off what's going on.
• 37:45
  SPEAKER_02: Like I I have a friend, uh Brandon Bridingham in Maryland, he's with the XP as well.
• 37:50
  SPEAKER_02: He owns 22 companies.
• 37:52
  SPEAKER_02: So from retail to wholesaling to a flipping company to a construction company to the title company to the mortgage company, all the way across.
• 38:00
  SPEAKER_02: And so he has marketing for every single one of his companies because if you come in on the wholesale side and you don't fit the cash offer or the flip, he's gonna shoot you over to the retail side and get you listed.
• 38:10
  SPEAKER_02: If you come on the listed side and it looks like a good wholesale, great, he's gonna wholesale you, but he's only gonna wholesale it to the flipper who's gonna be using his construction company and his title company.
• 38:21
  SPEAKER_02: And if you are going through the retail side, be damn sure you're gonna be using his mortgage company.
• 38:25
  SPEAKER_02: And so he's getting a rip off of every side of everything, which is why he owns all the TV space, all the radio space, all the online space for advertising, because he can afford to spend the most to acquire a customer.
• 38:37
  SPEAKER_02: Um, and he just absolutely dominates dominates Maryland.
• 38:40
  SPEAKER_00: And that's what we're looking to do in Indy and then going forward beyond the nationwide.
• 38:46
  SPEAKER_02: This has been a great talk, man.
• 38:47
  SPEAKER_02: I really appreciate having you on.
• 38:48
  SPEAKER_02: You've been uh internally, I know my team loves you, so it's been really funny.
• 38:52
  SPEAKER_02: Got your own emoji, so that's that speaks volumes.
• 38:55
  SPEAKER_02: So we should do this again sometime.
• 38:56
  SPEAKER_00: Awesome.
• 38:57
  SPEAKER_00: Yeah, I would love to.
• 38:57
  SPEAKER_00: I appreciate it.
• 38:58
  SPEAKER_00: Awesome, appreciate you, brother.