Latest / Results Driven / Episode 139: He Was Sleeping in His Car at 16...Now He’s in the Top 1% with Justin Phillips

Transcript

Episode 139: He Was Sleeping in His Car at 16...Now He’s in the Top 1% with Justin Phillips · Results Driven

• 0:00
  SPEAKER_00: You know, people always talk work life balance.
• 0:02
  SPEAKER_00: And I think it's all keep going.
• 0:04
  SPEAKER_01: Me too, me too.
• 0:05
  SPEAKER_00: But and so, like, work is just part of my life.
• 0:08
  SPEAKER_00: And and are there times where I have to focus more on the relationship because that's what's needed, and other times I need to focus more on work?
• 0:13
  SPEAKER_00: Absolutely.
• 0:14
  SPEAKER_00: And so, because I enjoy what I'm building and doing, I'm perfectly fine telling you that a lot of my answer is building on work because that's what's important right now.
• 0:22
  SPEAKER_04: Yep.
• 0:22
  SPEAKER_00: I want to be in the point where my financial advisor says, hey, you're set, you're good to go.
• 0:26
  SPEAKER_04: Yeah.
• 0:27
  SPEAKER_00: And from there you can do whatever you want.
• 0:34
  SPEAKER_03: Are you a driven real estate investor tired of inconsistent deal flow and ready to scale your business?
• 0:40
  SPEAKER_03: I'm Tiffany Hyde.
• 0:41
  SPEAKER_04: And I'm Josh Hyde.
• 0:42
  SPEAKER_03: 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.
• 0:53
  SPEAKER_03: Whether you're a one-person operation or building a team, our mission is to give you the tools, support, and mindset that you need to succeed.
• 1:02
  SPEAKER_03: Let's dive in.
• 1:07
  SPEAKER_03: In today's episode, I'm sitting down with Justin Phillips, one of the top new build sales reps in the country to talk about something every flipper, wholesaler, and real estate investor needs to understand right now: new build competition.
• 1:21
  SPEAKER_03: If you're still running comps the way you did a few years ago, you could be setting yourself up to get absolutely burned.
• 1:27
  SPEAKER_03: Builders are offering rate buy downs, closing cost incentives, warranties, brand new inventory.
• 1:32
  SPEAKER_03: And in some cases, they're giving buyers tens of thousands of dollars more in purchasing power compared to your flip home.
• 1:41
  SPEAKER_03: So we're going to break down exactly what investors need to look at before buying a deal, how to understand new build incentives, why new build communities can literally crush your ARV, and how to make smarter decisions in today's market.
• 1:54
  SPEAKER_03: But this episode is going to go deeper than just real estate.
• 1:57
  SPEAKER_03: Justin also shares his personal story.
• 1:59
  SPEAKER_03: Growing up with both parents incarcerated, sleeping in his car at 16, building himself from nothing and using that adversity to become the hardest working person I might know.
• 2:11
  SPEAKER_03: This conversation is part tactical, part personal, and full of lessons on sales, lead generation, resilience, relationships, and what it takes to become the person who deserves the result.
• 2:22
  SPEAKER_03: Let's dive into it.
• 2:24
  SPEAKER_03: All right.
• 2:24
  SPEAKER_03: I'm actually super excited for today.
• 2:27
  SPEAKER_03: Welcome to the show, Justin.
• 2:28
  SPEAKER_00: Well, thank you for having me.
• 2:30
  SPEAKER_03: So before we dive into everything, I wanted you to give your own version of how you are like the number one builder rep in the country and who you work for, how long you've been doing it.
• 2:39
  SPEAKER_03: And then let's dive in because I'm going to drill you with lots of questions.
• 2:42
  SPEAKER_00: All right, I'm ready.
• 2:43
  SPEAKER_00: So uh number one in the country, top one percent in the United States, but but not hurting out here.
• 2:47
  SPEAKER_03: Uh well, you're my number one belly.
• 2:49
  SPEAKER_00: Number one in your heart, of course.
• 2:50
  SPEAKER_00: So I got in the industry in COVID.
• 2:52
  SPEAKER_00: Part of that, I was a flying salesperson, getting people out of timeshares.
• 2:56
  SPEAKER_00: Don't ever buy a timeshare.
• 2:58
  SPEAKER_03: I don't think I knew that.
• 2:59
  SPEAKER_00: Okay.
• 2:59
  SPEAKER_00: Yeah, I flew 47 weeks a year.
• 3:01
  SPEAKER_00: Wow.
• 3:02
  SPEAKER_00: Then COVID hit and there were no more flying salespeople.
• 3:05
  SPEAKER_00: And so that's when I got to new home sales.
• 3:06
  SPEAKER_00: And so that's been what, 2020?
• 3:08
  SPEAKER_00: So five, six years.
• 3:09
  SPEAKER_03: Nice.
• 3:10
  SPEAKER_03: So, how long were you doing timeshares?
• 3:13
  SPEAKER_00: Uh I did that for three years, getting people out of timeshares.
• 3:15
  SPEAKER_03: Oh, getting them out of timeshares.
• 3:17
  SPEAKER_00: Don't buy one.
• 3:18
  SPEAKER_03: Okay.
• 3:18
  SPEAKER_03: Well, I have questions for that one later.
• 3:20
  SPEAKER_00: Okay, okay.
• 3:21
  SPEAKER_03: All right.
• 3:22
  SPEAKER_03: So you work for DR Horton.
• 3:24
  SPEAKER_03: Yes.
• 3:24
  SPEAKER_03: And he sells more new builds than anyone I've probably ever met.
• 3:28
  SPEAKER_03: And so, you know, most of our audience is investors, flippers, wholesalers, hold, et cetera.
• 3:34
  SPEAKER_03: And right now in today's market, I keep emphasizing this to all of our flipper students that if you're still running comparables like you were a few years ago, you're going to get burned in specific types of neighborhoods, especially with new builds around them.
• 3:49
  SPEAKER_03: And so what we've seen, me and Josh here in Columbus, Ohio, is let's say we're in one of the burbs where you guys build a community and we flip a house that's even if the finishes are amazing, if you have a new build community within the same school district.
• 4:05
  SPEAKER_03: And now every city's a little different where it might be based on location.
• 4:09
  SPEAKER_03: I do think some of our burbs are like more on school district.
• 4:12
  SPEAKER_03: People will move there due to that.
• 4:14
  SPEAKER_03: So one thing that we've done is we've said, okay, if we're gonna flip this house and let's just say it's a three, two, I'm gonna look at the ARV and then I'm gonna open up the whole school district and verify how many new builds are within 10% of my price because you guys are crushing us with incentives.
• 4:33
  SPEAKER_03: So I want you to walk us through like, why would someone pick a new build right now over a flipped home?
• 4:40
  SPEAKER_03: And then what should, as flippers, we be thinking about with the new build communities?
• 4:44
  SPEAKER_00: Yeah, absolutely.
• 4:45
  SPEAKER_00: So you gotta be careful because like right now we've got places that have a 3.99% interest rate.
• 4:50
  SPEAKER_03: Now, do they can they do that because they also own the mortgage company?
• 4:54
  SPEAKER_00: You got it.
• 4:55
  SPEAKER_00: So we buy hundreds of millions of dollars in rate basically across the United States and use that across the whole US.
• 5:02
  SPEAKER_04: Okay.
• 5:02
  SPEAKER_00: And so like that 3.99 equates to about$80,000 in purchasing power compared to a 6.5%.
• 5:09
  SPEAKER_01: That's wild.
• 5:10
  SPEAKER_00: Meaning, so if you are in the area and you've got a house listed at 400 and mine is at 480, our payments and pre-approvals would be the same.
• 5:20
  SPEAKER_03: That's crazy.
• 5:22
  SPEAKER_00: And so if you're looking at a flip versus a new build, how many people then would pick the brand new build fully covered under warranty, no bidding war, no appraisal gap?
• 5:30
  SPEAKER_00: Oh, by the way, we cover their closing costs for the same payment as what you've got, even though I'm 80,000 more.
• 5:36
  SPEAKER_03: So in a time like this where the market's been a little bit stagnant, if not going down in a lot of markets, for the new builds, are you guys seeing it fly off the shelf or are you guys sitting on more inventory than usual?
• 5:48
  SPEAKER_00: Or at least in Columbus, obviously the United States is all different, but they're flying off the shelves here.
• 5:53
  SPEAKER_00: So, because of that comparison, a lot of people with where existing home prices have gone up over the last few years, it's almost right in line with the new build, anyways, let alone the incentives.
• 6:04
  SPEAKER_03: Yeah.
• 6:04
  SPEAKER_03: So if I'm a retail buyer, walk me through the journey that they go through when buying a new build comparatively, then we flip a house and they come see the house.
• 6:14
  SPEAKER_03: Like you guys have model homes.
• 6:16
  SPEAKER_03: Like, walk me through the journey of what they go through.
• 6:18
  SPEAKER_00: Like which part?
• 6:19
  SPEAKER_00: Where do they start?
• 6:19
  SPEAKER_00: Like, how do they do that?
• 6:20
  SPEAKER_03: Yeah, where do they start?
• 6:20
  SPEAKER_03: Like, do they call DR Horton or do they just see it listed?
• 6:23
  SPEAKER_03: Do they go?
• 6:24
  SPEAKER_03: How does the process work?
• 6:25
  SPEAKER_00: Yeah.
• 6:25
  SPEAKER_00: So some of them will just walk in, uh, some people will call and schedule.
• 6:28
  SPEAKER_00: For me, I only work with realtors.
• 6:31
  SPEAKER_00: So all of my appointments are gonna be a realtor reaches out to me for info, and then they schedule an appointment with their client.
• 6:36
  SPEAKER_03: Okay.
• 6:37
  SPEAKER_03: So you're kind of the middleman between you're almost like the realtor for DR Horton, but you're not a realtor, right?
• 6:42
  SPEAKER_00: Kind of, yes.
• 6:43
  SPEAKER_03: Okay.
• 6:43
  SPEAKER_03: So I've never seen anyone build a brand like you in their local market.
• 6:48
  SPEAKER_00: Except for you, of course.
• 6:49
  SPEAKER_03: So, what I want to know, and I really want for especially for the investors that are trying to build a local brand and do deals with other investors or get deals off realtors, for example, how did you go about building this brand?
• 7:03
  SPEAKER_03: And then when did because you said you got this job in COVID, like, how did you wake up and say, crap, I gotta go build this brand if I'm gonna make a lot of sales?
• 7:12
  SPEAKER_00: So I took the same, I've been running the same playbook for years.
• 7:15
  SPEAKER_00: And I think that it works regardless of what industry you're in.
• 7:18
  SPEAKER_00: And so what I'll do, and I don't care if you're a roofer, you do custom pools, whatever it is, I'll look for the who are the top 10% of my ideal client, right?
• 7:28
  SPEAKER_00: Like who are those people, right?
• 7:29
  SPEAKER_00: Because there's 10,000 realtors and like 76% of them didn't sell a house last year.
• 7:34
  SPEAKER_00: And so I'm looking at who is the top 10% because they're gonna be doing the bulk of the business.
• 7:38
  SPEAKER_00: And then from there, I go out every day and how can I provide them value at scale?
• 7:43
  SPEAKER_00: And so, you know, you you've seen some of the stuff I do.
• 7:46
  SPEAKER_00: People think I'm some like AI expert.
• 7:48
  SPEAKER_00: I went and learned AI because all the realtors wanted to know about AI.
• 7:52
  SPEAKER_00: Therefore, I could provide them value at scale on AI.
• 7:54
  SPEAKER_04: Yeah.
• 7:55
  SPEAKER_00: And so if I go out every single day providing my ideal client who does the bulk of the business value, of course they're gonna bring me business.
• 8:02
  SPEAKER_03: Yes.
• 8:03
  SPEAKER_03: So a lot of these realtors are they your top of mind at this point.
• 8:07
  SPEAKER_03: So if they get a buyer, they opt in, get the lead, they're thinking of you immediately, I would assume.
• 8:11
  SPEAKER_00: Well, that's the goal.
• 8:12
  SPEAKER_00: So I'm doing, I'm doing content.
• 8:13
  SPEAKER_00: You know, we do text flasks, we do emails, we do phone calls, we do videos.
• 8:17
  SPEAKER_00: I hope that when you open your Facebook, that I am the first thing that you see.
• 8:22
  SPEAKER_00: And so that it's not inherently top of mind, but if I could, I'd, you know, insert into your dreams.
• 8:28
  SPEAKER_00: You know, what whatever I can do to just have you thinking of me, because then you go, oh wait, I need to call Justin.
• 8:34
  SPEAKER_03: Yes, I love that.
• 8:35
  SPEAKER_03: So were you like that before you took this role?
• 8:38
  SPEAKER_03: Like when you were doing the timeshare?
• 8:40
  SPEAKER_00: I've been running this playbook for kind of a long time.
• 8:44
  SPEAKER_00: And so, like, if you really go back in history, like even in the like the LGTBQ community and where I was coming out, like I was like, okay, who are the people that everyone wants to know?
• 8:54
  SPEAKER_00: I'm gonna do posts and tags with them, I'm gonna provide them value, and then they're gonna want to hang out with me.
• 8:59
  SPEAKER_00: And so I've been running this for since I was like 16 years old.
• 9:03
  SPEAKER_03: Yes, I love that.
• 9:05
  SPEAKER_03: How many houses on average are you like closing a month this year?
• 9:09
  SPEAKER_00: So we did 122 last year, so 10 a month roughly.
• 9:13
  SPEAKER_03: That's awesome.
• 9:14
  SPEAKER_03: And then again, like most of your leads or your calls are coming from realtors and it's relationship-based, it sounds like like you're not paying to get a realtor to call you, right?
• 9:22
  SPEAKER_00: Correct.
• 9:23
  SPEAKER_03: Okay.
• 9:23
  SPEAKER_00: Now I might sponsor that.
• 9:24
  SPEAKER_00: Yeah, yeah, sponsor that makes sense.
• 9:26
  SPEAKER_03: But you're like not going to like a PPL company or a PPC company and you're like, oh, I'm gonna get agents to call me.
• 9:31
  SPEAKER_00: No, not at all.
• 9:32
  SPEAKER_03: Okay.
• 9:32
  SPEAKER_03: All right.
• 9:33
  SPEAKER_03: So one of the biggest messages I want a lot of our investors to hear is that 380 versus 300, because I keep honing this into the flippers in our community.
• 9:43
  SPEAKER_03: And they just like, let's just say all my comps within that neighborhood are making my ARV 400.
• 9:50
  SPEAKER_03: I've talked to some of the biggest hard money lenders recently.
• 9:53
  SPEAKER_03: And by market, because of how the market is, they have what they call adjustments.
• 9:57
  SPEAKER_03: So for Columbus, right now, most of them are taking ARV and taking off 5% from the top immediately, at least.
• 10:04
  SPEAKER_03: And it's one, it's because of market risk, and two, because of new build competition.
• 10:10
  SPEAKER_03: So, do you think that's gonna become a problem in a lot of these cities where there's like 1900 builds?
• 10:15
  SPEAKER_03: Like you got Toledo, Philly, all these cities with these really old homes.
• 10:21
  SPEAKER_03: And if new builders are coming into the burbs, I don't know like who in their right mind would buy a flipped home versus a new build if it gives me a hundred thousand more in purchasing power.
• 10:31
  SPEAKER_00: And that's the goal of these builders, by the way.
• 10:33
  SPEAKER_00: Our goal in Columbus, we're doing like 850 a year now.
• 10:36
  SPEAKER_00: D.R.
• 10:36
  SPEAKER_00: Hortons made the investment.
• 10:37
  SPEAKER_00: We will be at 1500.
• 10:39
  SPEAKER_00: They're buying all the land to make that happen now.
• 10:41
  SPEAKER_00: And they're going further and further out to your point, because if there's no other builders over there, and the only competition of these homes built 30, 40 years ago, right?
• 10:50
  SPEAKER_00: How many builders are building in Zanesville?
• 10:52
  SPEAKER_04: Yeah.
• 10:52
  SPEAKER_00: And so they're pushing into more and more markets because you're right.
• 10:56
  SPEAKER_00: If you got a 30-year-old home versus a brand new build, there's a lot of market share to be gained there.
• 11:00
  SPEAKER_03: I'm just curious, do you can you like walk through it all what a new build company is looking for when they go to purchase land?
• 11:07
  SPEAKER_03: Like, is there a formula to commercial or growth or how does that work?
• 11:12
  SPEAKER_03: Do you know?
• 11:12
  SPEAKER_00: Yeah, I mean, so they're looking at growth in the area, they're looking at the competition of other builders, they're looking at what is the average price and what can we build a house for?
• 11:21
  SPEAKER_00: Which so which product series and line should we go with?
• 11:23
  SPEAKER_00: That you know, one of the biggest things that kills us in Ohio is all of the restrictions and municipalities because they're so difficult here versus Texas, you know, there's nothing.
• 11:32
  SPEAKER_00: You're good, you're good to go.
• 11:33
  SPEAKER_00: So they also have to take into consideration like here a lot costs us like$100,000 for develop lots, versus in other markets, that's like$20 to 30,000.
• 11:42
  SPEAKER_04: Yeah.
• 11:42
  SPEAKER_00: So so they're looking at all of that and basically figuring out can we price it and build it at a point where it will know that it'll sell.
• 11:49
  SPEAKER_03: Are you guys doing any custom builds or are you mainly just like your normal?
• 11:54
  SPEAKER_03: I mean, you know what I mean when I say track builder, spec builder, yeah.
• 11:57
  SPEAKER_03: Like a spec builder.
• 11:58
  SPEAKER_00: We're all spec.
• 11:59
  SPEAKER_03: Okay.
• 12:00
  SPEAKER_03: Do you guys consider yourself competition against like your custom builders, or is it totally different audiences and you don't?
• 12:05
  SPEAKER_00: Totally different audiences.
• 12:06
  SPEAKER_03: Okay.
• 12:06
  SPEAKER_00: So like we're specifically we're targeting more of that affordable market.
• 12:11
  SPEAKER_00: The fastest selling community in Central Ohio is a tax-abated neighborhood by DR Horton with the city of Columbus at a 3.99 rate.
• 12:20
  SPEAKER_03: That's wild.
• 12:20
  SPEAKER_00: And so, like, they just released their new section in there this week, and I think the day it released, like 15 houses were sold.
• 12:27
  SPEAKER_03: So, what do you think might be the biggest risk for builders right now?
• 12:31
  SPEAKER_03: Not just DR Horton, but builders with what's going on in the economy?
• 12:35
  SPEAKER_00: Well, when as you're building all this inventory, then should something crazy happen, you know, if gas prices hit$9, how many people are gonna be buying homes at that moment, right?
• 12:45
  SPEAKER_03: What so I think we're all at that point.
• 12:47
  SPEAKER_03: It's not just yeah.
• 12:48
  SPEAKER_00: But it's meaning we have all, you know, hundreds and millions of homes in the ground.
• 12:53
  SPEAKER_00: If that debt market does flip, then there's obviously a lot of risk.
• 12:57
  SPEAKER_00: Now, if it doesn't, then you're sitting pretty, but there's a lot of risk to be had there.
• 13:01
  SPEAKER_03: All right.
• 13:02
  SPEAKER_03: Is it cool if I flip the switch and we talk personal now?
• 13:04
  SPEAKER_00: Yeah, let's go dive in.
• 13:06
  SPEAKER_03: You care if I get deep?
• 13:07
  SPEAKER_00: I'm here for it.
• 13:08
  SPEAKER_00: We'll make it happen.
• 13:09
  SPEAKER_00: All right.
• 13:10
  SPEAKER_03: So, one thing I have not known Justin for too long, right?
• 13:13
  SPEAKER_03: It's been in this last year.
• 13:14
  SPEAKER_02: Yep.
• 13:15
  SPEAKER_03: And I don't even remember how we met, but I remember like as I got to know you, I'm like, man, this kid's got drive.
• 13:20
  SPEAKER_03: And then I got to know you personally deeper and deeper and hear your story.
• 13:24
  SPEAKER_03: And the reason why I think it's powerful to tell your story right now is because I think it relates to a lot of our audience.
• 13:33
  SPEAKER_03: And he has came from legitimately nothing and became very self-made.
• 13:40
  SPEAKER_03: And he's probably the hardest.
• 13:41
  SPEAKER_03: I don't know anyone that works as hard as you, literally.
• 13:43
  SPEAKER_00: I'm trying to keep up with you.
• 13:44
  SPEAKER_00: So, so, so like you're like my goal one day is to be Tiffany, okay?
• 13:48
  SPEAKER_00: Just so y'all know.
• 13:49
  SPEAKER_00: Like, I want to grow up and be her.
• 13:50
  SPEAKER_03: So I follow you online.
• 13:51
  SPEAKER_03: I'm like, this guy does not turn off.
• 13:54
  SPEAKER_03: So walk me through a little bit.
• 13:55
  SPEAKER_03: I want you to tell a little bit of your story, if you don't mind, of like where you came from and then how you got to this journey because it's mind-blowing how you built your story.
• 14:02
  SPEAKER_03: And the other thing is most people with your adversity would shy away from telling that story and going for what you want.
• 14:11
  SPEAKER_03: And instead of like putting yourself out there boldly, and I want people to hear it because if they're going through it or you know, can resonate, I think it's important for them to hear.
• 14:20
  unknown: Yeah.
• 14:20
  SPEAKER_00: Well, I don't usually just like shout it out to the wind, but I will tell you since you're gonna ask me.
• 14:25
  SPEAKER_00: So in my time, both of my parents were incarcerated growing up.
• 14:28
  SPEAKER_00: At how old were you?
• 14:30
  SPEAKER_00: That uh it was a couple different times, different periods.
• 14:33
  SPEAKER_00: At 16 years old, though, that's when I like got kicked out and was living out on my own.
• 14:38
  SPEAKER_00: I slept in my car.
• 14:41
  SPEAKER_00: Luckily, I had a car that I had bought before because I was working then, and like I would stay there, I would stay friends.
• 14:46
  SPEAKER_00: I there was a I went to Franklin Heights High School, and there's a church that's like right there, and sometimes I would sleep in that lot.
• 14:53
  SPEAKER_00: And so it was uh certainly not the most fun upbringing.
• 14:58
  SPEAKER_03: Yeah.
• 14:58
  SPEAKER_03: Do you think that you know it's interesting because you talk to a lot of entrepreneurs and you tend to hear like this sometimes dark story from their past.
• 15:07
  SPEAKER_03: Do you think that a lot of entrepreneurs like go through these stories and it either makes or breaks them, right?
• 15:14
  SPEAKER_03: Like you obviously took your story and you used it to become who you are today.
• 15:18
  SPEAKER_03: Like you didn't let it define who you are.
• 15:20
  SPEAKER_00: Yeah, I think absolutely.
• 15:21
  SPEAKER_00: Like, I don't think anyone that was fed a silver spoon works hard enough to make it in today's world.
• 15:27
  SPEAKER_00: Now, you just come from money and you were gifted the company, cool, right?
• 15:30
  SPEAKER_00: Yeah, but I think you can absolutely tell the people that are gonna be successful because they have that drive, and that drive always comes from somewhere.
• 15:38
  SPEAKER_00: At least that's my thought.
• 15:39
  SPEAKER_00: What's your experience?
• 15:40
  SPEAKER_03: So when you were sleeping in the car, do you feel like you had the drive then to become who you are now?
• 15:45
  SPEAKER_03: Or like when did the flip switch where you were like, I'm gonna prove who I am?
• 15:48
  SPEAKER_00: Yeah, I mean, then you're just trying to survive.
• 15:50
  SPEAKER_00: Like you're not thinking, you don't have the ability to think about what could be.
• 15:53
  SPEAKER_00: Does that make sense?
• 15:54
  SPEAKER_00: Yeah.
• 15:55
  SPEAKER_00: But once you get through something like that, like once you end up a little bit okay.
• 16:01
  SPEAKER_00: Well, if I can survive that, like, can I handle this?
• 16:05
  SPEAKER_00: Like, there's nothing you could tell me, good luck.
• 16:07
  SPEAKER_00: Yeah, I'll come at it, right?
• 16:08
  SPEAKER_00: Like, when you've been through so much stuff and lived through so many things, like, oh no, there's a business deal blowing up.
• 16:15
  SPEAKER_00: Like, oh, you know what I mean?
• 16:16
  SPEAKER_00: Like, think about how you and I would handle something versus how other people freak out about stuff.
• 16:20
  SPEAKER_00: And we're like, well, this is easy.
• 16:22
  SPEAKER_00: We've dealt with worse.
• 16:23
  SPEAKER_03: Yeah.
• 16:23
  SPEAKER_00: I'll weather this storm.
• 16:25
  SPEAKER_03: I will say, so you know, I wasn't sleeping in a car, but when my um my real father was a drug addict and an alcoholic, so he left me and my mom when we were little.
• 16:33
  SPEAKER_03: Long story short, we were put on the streets, we lived in this trailer with like 13 kids, blah, blah, blah, blah.
• 16:38
  SPEAKER_03: I don't want to get into it all.
• 16:39
  SPEAKER_00: But oh, you're just gonna make me get into it all.
• 16:41
  SPEAKER_00: See how she is, yeah.
• 16:42
  SPEAKER_00: This is about you, not me.
• 16:44
  SPEAKER_03: But one thing that as I've gotten older and in business is it doesn't matter how much money I have, right?
• 16:50
  SPEAKER_03: Like a lot of people from the outside look at me and they're like, in my head, I know because my wealth manager says, like, Tiffany, you're set for the rest of your life.
• 16:59
  SPEAKER_03: Like, why are you always in survival mode?
• 17:02
  SPEAKER_03: And I'm like, I don't know.
• 17:03
  SPEAKER_03: Since I was a child, I was literally wired as a human to constantly survive.
• 17:10
  SPEAKER_02: Yep.
• 17:10
  SPEAKER_03: And, you know, I agree with you when something goes wrong, I panic on the spot a little bit because it goes back to that.
• 17:17
  SPEAKER_03: Oh my God, I might go back to like in my brain, I think subconsciously sometimes I feel like I'm gonna go back to that childhood where I had nothing.
• 17:25
  SPEAKER_03: And so that's what keeps me working, keeps me working.
• 17:28
  SPEAKER_03: But for like over the years, like I couldn't keep letting that fuel me because it burned you out.
• 17:33
  SPEAKER_03: And so, like, how do you think you got out of this survival mode?
• 17:36
  SPEAKER_03: Or do you feel like sometimes you're like you still think like that, but you have to manage it?
• 17:41
  SPEAKER_00: I think a few things there.
• 17:43
  SPEAKER_00: Like, I think that consistency is key.
• 17:46
  SPEAKER_00: And I'm sure that that is still in part what fuels the fire, right?
• 17:49
  SPEAKER_00: That, but I think more so it's like now when I look at other people and I'm like, because of that past, if they can figure it out, I can figure it out.
• 17:56
  SPEAKER_00: Like if they can go build this, I will go build it.
• 17:58
  SPEAKER_00: I'm sure you're the same way.
• 17:59
  SPEAKER_02: Yeah.
• 17:59
  SPEAKER_00: Like, if it is possible to be done and someone else has found a way to do it, I am smart enough and capable enough and persistent enough that I will find a way.
• 18:09
  SPEAKER_03: Yes.
• 18:09
  SPEAKER_00: And so that probably is what fuels me is just I I won't lose.
• 18:13
  SPEAKER_03: Yeah.
• 18:14
  SPEAKER_03: I I also think there's something to be said for when you've had nothing.
• 18:17
  SPEAKER_03: When people are like, what if I lose this?
• 18:19
  SPEAKER_03: I'm like, dude, I had nothing multiple different times.
• 18:22
  SPEAKER_00: We'll rebuild it.
• 18:22
  SPEAKER_00: We'll figure it out.
• 18:23
  SPEAKER_03: And I survived and you'll live, it'll be okay.
• 18:26
  SPEAKER_03: But when you're in the moment and it's happening in the moment, and and the reason why I want to bring this up is because in the whole sailing and flipping space, I swear to God, sometimes it traumatizes us, right?
• 18:37
  SPEAKER_03: Like we'll have big months.
• 18:38
  SPEAKER_03: I will say real estate's never like consistent every single month.
• 18:42
  SPEAKER_00: Well, it's not over here either.
• 18:44
  SPEAKER_03: And so, like, well, that's why I've trained my company to look at the quarter when it comes to real estate, because you know, in January, 10 houses could supposed to be closed on the 31st, and then they all go to the next month, and your books look like a piece of shit in January, right?
• 18:58
  SPEAKER_03: And so I have thousands of students, so I hear these stories of like I'm answering calls of them having panic attacks.
• 19:05
  SPEAKER_03: And I'm like, this is why you have to learn money management skills and uh skill sets around the business on how to forecast out and budget and all these things because a lot of them came from nothing too, but they go back and they rewind into their subconscious mind of this survival mode, and then it impacts their business because they're frantic all the time.
• 19:25
  SPEAKER_03: And so, anyways, how do you think you went about like managing that as you grew as in business, like coming from that level of trauma?
• 19:34
  SPEAKER_03: Like, do you have a therapist?
• 19:36
  SPEAKER_03: Do you have a life coach?
• 19:37
  SPEAKER_03: Like, how do you think you manage that as you operate?
• 19:40
  SPEAKER_00: No therapist, no life coach.
• 19:41
  SPEAKER_00: I don't know.
• 19:42
  SPEAKER_00: I uh I might be raw dogging it out here, Tiffany.
• 19:44
  SPEAKER_00: I don't know.
• 19:45
  SPEAKER_00: Doing my best.
• 19:46
  SPEAKER_00: I think rather I'm winning or whether I'm losing, I'm always lead genning.
• 19:51
  SPEAKER_00: And so rather I sell 12 houses this month, you know what else I was doing?
• 19:56
  SPEAKER_00: I was lead genning.
• 19:57
  SPEAKER_00: And what I think a lot of people do is they get really busy and then they stop lead genning.
• 20:03
  SPEAKER_00: And then, oh, they're like, oh, now I need deals and I have nothing closing, I have nothing coming up, and then they go lead in and then they do business.
• 20:09
  SPEAKER_00: And rather I've sold, if I'm selling zero houses, then I spent all 60 hours I'm working a week lead genning.
• 20:15
  SPEAKER_00: If I sold 20 houses that month, well, maybe it went down, but I was still doing as much as I possibly could.
• 20:21
  SPEAKER_04: Yeah.
• 20:21
  SPEAKER_00: And I don't think many people do that.
• 20:23
  SPEAKER_00: I think when they're busy, they're like, oh, I'm too busy, I don't have time to lead gen.
• 20:27
  SPEAKER_00: Yes.
• 20:28
  SPEAKER_00: You can't not find time to generate leads.
• 20:30
  SPEAKER_00: That is what makes everything possible, regardless of your industry.
• 20:33
  SPEAKER_03: I agree.
• 20:34
  SPEAKER_03: And I want every one to two man show to hear that because what happens when you're a one-man show as an investor, they're wearing every hat.
• 20:41
  SPEAKER_03: So they're acquisitions, dispo, transaction coordinating, doing everything.
• 20:45
  SPEAKER_03: And so they'll spend money on marketing, they take the lead, they get the contract, they panic, they go, they're out in the field all the time managing a flip.
• 20:54
  SPEAKER_03: And then that flip closes and they're like, oh shit, I need the next deal.
• 20:57
  SPEAKER_03: So I'm gonna go spend money on leads.
• 20:59
  SPEAKER_02: You got it.
• 20:59
  SPEAKER_03: And so this is why we really push our students to focus on hiring a closer.
• 21:05
  SPEAKER_03: And the reason why is because you need someone soul focused on just driving revenue.
• 21:12
  SPEAKER_03: Even if you have one or two people, you don't need a big team.
• 21:15
  SPEAKER_03: But if somebody is like in and out of driving consistent revenue, it's always going to be this roller coaster of like, you have a good month, you have a bad month, you have a good month, you have a bad month.
• 21:23
  SPEAKER_03: And you'll never get out of the rat race if you don't have someone on your team that that's all they do.
• 21:28
  SPEAKER_03: Because behind the scenes, we have to keep marketing consistent.
• 21:31
  SPEAKER_03: We can't just like press play, press stop, press play.
• 21:33
  SPEAKER_03: We call it start stop marketing.
• 21:36
  SPEAKER_03: And what happens is, you know, they lock up the deal, they're running around town, transaction coordinating all this stuff.
• 21:43
  SPEAKER_03: And then they're like, I gotta turn off leads for now because I can't handle all of it and I'm blowing money.
• 21:48
  SPEAKER_03: And since you're more familiar with realtors, how do they go about that?
• 21:51
  SPEAKER_00: Well, they do the same thing.
• 21:52
  SPEAKER_00: Same thing.
• 21:53
  SPEAKER_00: They're all I mean, it's always it's all the same part.
• 21:55
  SPEAKER_00: It's so funny, like well, because I'll I'll you know, I help a lot of realtors generate leads.
• 21:59
  SPEAKER_00: It's kind of my thing.
• 22:00
  SPEAKER_00: And so then, like, I will see them a bunch, and then 30 days later they hit their closings, and then like, oh, they're in the Caribbean.
• 22:07
  SPEAKER_00: Where do they go?
• 22:07
  SPEAKER_00: And then a month later they're back.
• 22:09
  SPEAKER_00: Like it's it's the same thing.
• 22:10
  SPEAKER_03: Yeah.
• 22:11
  SPEAKER_03: So if you could give them or our investors, the one to two man shows, a piece of advice.
• 22:15
  SPEAKER_03: And I you said always be lead genning, but how do you think they can manage their time better?
• 22:20
  SPEAKER_03: Because like I'm looking at you and I'm like, you're like a one-man show, really.
• 22:24
  SPEAKER_03: I mean, I know you work for DR Horton, but you have an admin, you have some support, but like you're still making it happen.
• 22:30
  SPEAKER_03: So Yeah, yeah.
• 22:32
  SPEAKER_00: I I look at it as if you were the one that's running the company, like it is your job to be what I call the rate maker.
• 22:39
  SPEAKER_04: Yeah.
• 22:39
  SPEAKER_00: Like it is not the highest and best use of my time to be handling the paperwork.
• 22:44
  SPEAKER_04: Correct.
• 22:44
  SPEAKER_00: It is not the highest and best use of my time to be closing every single deal.
• 22:48
  SPEAKER_00: The highest and best use of what my time, and what I think most business owner founders' time is, is we're the ones that's gonna figure out how we're steering the ship, how we're gonna bring in all the revenue, and where we're gonna be heading.
• 23:00
  SPEAKER_00: And so my advice is run it like a company, run it like a business, regardless of how much you're doing.
• 23:06
  SPEAKER_00: You're gonna have to.
• 23:07
  SPEAKER_00: And if you are the person that's running it, you should be the rainmaker bringing in the leads, and then hiring out other use cases for lower dollar value activities.
• 23:15
  SPEAKER_03: I agree.
• 23:16
  SPEAKER_03: And the issue we run into is getting someone to make the decision and be decisive to do that.
• 23:22
  SPEAKER_03: And they sit in fear because they're like, well, if I hire someone or if I get someone else to do this, then it costs money.
• 23:27
  SPEAKER_03: And then what if?
• 23:28
  SPEAKER_03: Like, what if I lose money?
• 23:30
  SPEAKER_03: What if this?
• 23:30
  SPEAKER_03: What if that?
• 23:31
  SPEAKER_03: And it spirals out of control.
• 23:33
  SPEAKER_03: And so one of the things that I just really recommend for everyone is when he talks about transaction coordinating, is what I'll call it, paperwork, et cetera.
• 23:41
  SPEAKER_03: You know that you don't have to hire someone to outsource that.
• 23:43
  SPEAKER_03: Like there are transaction coordinating companies.
• 23:46
  SPEAKER_03: There are wholesalers and flipboards still walking inspections.
• 23:49
  SPEAKER_03: There are inspection companies.
• 23:51
  SPEAKER_03: And so I think a lot of times when we say build your team, they think, oh, I have to hire employees for all of this.
• 23:57
  SPEAKER_03: No, you do need to find contracted out services and you can pay per the job.
• 24:04
  SPEAKER_03: And I think sometimes we just get caught up like with this fear mindset of what if I fail.
• 24:10
  SPEAKER_03: And that's really why I wanted to bring up your story because it's like, how do you get past this what if I fail?
• 24:16
  SPEAKER_03: Or what if I lose money?
• 24:17
  SPEAKER_03: Because to really get their head ready to invest money, because it takes spending money to make money.
• 24:24
  SPEAKER_00: Because trying and failing and learning is faster than just thinking always.
• 24:29
  SPEAKER_00: And so I will I will outspeed everyone because I will try something.
• 24:33
  SPEAKER_00: It does fail.
• 24:34
  SPEAKER_00: I learn something from it, and then I pivot far faster than someone else is still worrying and thinking about to do it.
• 24:41
  SPEAKER_00: And now I'm already two or three failures ahead of them, and I'm gonna outscale them just with my speed alone while they're still sitting there worrying and thinking.
• 24:49
  SPEAKER_03: Yeah.
• 24:49
  SPEAKER_03: So we always talk about this learn, do become.
• 24:52
  SPEAKER_03: So let's just say you're here and you want to be here someday.
• 24:56
  SPEAKER_03: We first have to learn how to do the thing, right?
• 24:58
  SPEAKER_03: Which is called education or coaching or YouTube, whatever.
• 25:02
  SPEAKER_03: We have to learn.
• 25:03
  SPEAKER_03: And then we have to go do the things we learned.
• 25:06
  SPEAKER_03: And what happens is they might learn or get coached, but then they don't go do the actions that they just learned, but yet they expect this result up here.
• 25:13
  SPEAKER_03: So they have to do the things.
• 25:14
  SPEAKER_03: And then the last one is what most people won't actually do.
• 25:17
  SPEAKER_03: They have to become the person who deserves this result.
• 25:20
  SPEAKER_03: And I'm sure you aren't the same person you were 10 years ago.
• 25:24
  SPEAKER_03: I'm not the same person I was three years ago.
• 25:26
  SPEAKER_03: I wouldn't deserve bigger and bigger results.
• 25:28
  SPEAKER_03: I have to change and kill the person from last year to get the result I want this year.
• 25:32
  SPEAKER_02: I agree.
• 25:32
  SPEAKER_03: And I like last event, for example, like we had so many objections of people of like, what if?
• 25:38
  SPEAKER_03: And we're like, you know, someday you have to make the decision to kill the old version of you.
• 25:42
  SPEAKER_03: Because the version of you today isn't getting the result.
• 25:45
  SPEAKER_03: And like a YouTube video is not gonna change you.
• 25:48
  SPEAKER_03: We have to work on your skill sets and your mindset to get you there.
• 25:53
  SPEAKER_03: Because if I can do it, like I'm really not that smart of a human.
• 25:56
  SPEAKER_03: I'm just a go-getter, right?
• 25:57
  SPEAKER_00: I just screwed that, but keep going.
• 25:58
  unknown: Yeah.
• 25:59
  SPEAKER_03: Anyway, so I want to go back to your story.
• 26:01
  SPEAKER_03: So you went through this hardship.
• 26:04
  SPEAKER_03: You go from timeshares.
• 26:06
  SPEAKER_00: Well, hold up before we jump, because I want to say one thing to what you just said, is is that everyone thinks that we have it all, we've always had it figured out.
• 26:14
  SPEAKER_00: Like people look and and go, Justin, you're just so good at naturally speaking.
• 26:18
  SPEAKER_00: And like, meanwhile, I remember like four years ago, the first time I spoke in front of 10 realtors, and like I was sweating through my suit.
• 26:25
  SPEAKER_00: Like I was talking so fast, I could, I could barely like, I was going a mile a minute.
• 26:30
  SPEAKER_00: But because I did that, then I learned and then I got better.
• 26:33
  SPEAKER_00: But people always look and they go, Ah, Tiffany, she's just amazing.
• 26:36
  SPEAKER_00: She's a natural.
• 26:37
  SPEAKER_00: Justin, you're such a good speaker.
• 26:39
  SPEAKER_00: But what they miss is that first failure, and it was terrible.
• 26:42
  SPEAKER_00: And I wish I had that recording because I blew that presentation.
• 26:46
  SPEAKER_00: But you know what I did?
• 26:48
  SPEAKER_00: I learned from it and then got better.
• 26:50
  SPEAKER_03: And I know you're always out and about, you're putting yourself in rooms with people that I know you're doing intentionally, so you can learn something new that gets you to where you want to go.
• 26:58
  SPEAKER_03: I think that's how we met, by the way.
• 27:01
  SPEAKER_03: I and I'm the same.
• 27:02
  SPEAKER_03: Like I'm very intentional about putting myself in rooms where I'm the smallest fish, or I got something to learn, or whatever.
• 27:07
  SPEAKER_03: The other thing I want to point out is like you brought up speaking.
• 27:10
  SPEAKER_03: We help a lot of other coaches in the industry.
• 27:12
  SPEAKER_03: They'll come to our event and be like, Oh, but you're just a good speaker.
• 27:15
  SPEAKER_03: You're just that.
• 27:15
  SPEAKER_03: And it's like, Josh has the same story as you.
• 27:18
  SPEAKER_03: The first event I'll never forget.
• 27:19
  SPEAKER_03: He came out in a white button-up shirt, drenched in sweat.
• 27:23
  SPEAKER_03: Yes, looked at the room, his face like went black out.
• 27:26
  SPEAKER_03: And he goes, So, what do you guys want to learn today?
• 27:28
  SPEAKER_03: And they're like, Oh, wait, we paid you to tell us what we need to learn, right?
• 27:32
  SPEAKER_03: And so that was the day where we're like, Okay, well, looks like we have a skill set we need to learn.
• 27:36
  SPEAKER_03: And we've probably invested over a million dollars in a speaking coach since that day.
• 27:40
  SPEAKER_02: Wow.
• 27:41
  SPEAKER_03: And we made the decision though.
• 27:44
  SPEAKER_03: And so a lot of times you can either go down path one, which is figure it out on your own.
• 27:48
  SPEAKER_03: It's gonna take you forever.
• 27:49
  SPEAKER_03: You're gonna make lots of very expensive mistakes, or you can go hire someone that's been there, done that is on top of their game, and get there way faster, further, and with way less risk.
• 28:00
  SPEAKER_03: And people know this, but yet they still choose to go down path one.
• 28:04
  SPEAKER_03: And then six or 12 months, they wake up and they're like, I just still don't understand why I'm not successful.
• 28:08
  SPEAKER_03: And it's like, well, put yourself in a room and in front of someone, even if you have to pay the price.
• 28:12
  SPEAKER_03: Like, that's how the world works.
• 28:14
  SPEAKER_03: And people that are doing really well, they value their time.
• 28:19
  SPEAKER_03: So you're never gonna like really get in front of someone and learn the deep skill set that you need for free, typically.
• 28:27
  SPEAKER_03: Now you can go to YouTube university and do it, but if you're serious about wanting to be successful in something, go get mentored.
• 28:34
  SPEAKER_03: And I just want to really emphasize that because a lot of times, especially in my audience, right?
• 28:39
  SPEAKER_03: In flippers and wholesalers, and I don't know if you've ever flipped a house, but sometimes people will be like, yeah, I'm just gonna figure it out.
• 28:45
  SPEAKER_03: I learned enough, blah, blah, blah.
• 28:46
  SPEAKER_03: And then flipping is the most expensive thing you can do without a coach.
• 28:49
  SPEAKER_03: Like one mistake can cost you 10, 20 grand.
• 28:52
  SPEAKER_00: I think they know that they do need the help.
• 28:54
  SPEAKER_00: And I don't think that they don't realize that.
• 28:56
  SPEAKER_00: What I think they're afraid of is hiring the wrong coach.
• 28:59
  SPEAKER_00: Because how many scams and fake coaches and offers and plans, and you get it, and it's a nothing burger, right?
• 29:05
  SPEAKER_00: There's no value in it.
• 29:06
  SPEAKER_00: It's at a high level.
• 29:07
  SPEAKER_00: They could have learned it on YouTube.
• 29:09
  SPEAKER_00: I think everyone, at least in my experience, knows they need to go do that, but they're afraid of doing it with the wrong person and then spending money to get nothing.
• 29:18
  SPEAKER_03: Yeah, I agree with that.
• 29:20
  SPEAKER_03: So we have a front-end product that we coach, and I would do it for free.
• 29:25
  SPEAKER_03: My team won't let me.
• 29:26
  SPEAKER_03: But because if you don't have skin in the game, then they won't take action.
• 29:29
  SPEAKER_03: So it's only$27.
• 29:31
  SPEAKER_03: But when we had that program, which we don't have anymore, I always made the commitment.
• 29:35
  SPEAKER_03: I always said, Hey, I am doing this training.
• 29:38
  SPEAKER_03: I was very direct.
• 29:39
  SPEAKER_03: I want to continue to work with you because I know I can change the trajectory of your life and your business, but I'm willing to earn it.
• 29:45
  SPEAKER_03: So if I can get you at least one more deal a month for$27, are you willing to continue to work with me?
• 29:50
  SPEAKER_03: And so they all obviously say yes.
• 29:53
  SPEAKER_03: And as long as I get you another deal a month, then awesome.
• 29:56
  SPEAKER_03: Hopefully, I'm the first person you're thinking of and I've proved myself enough to earn the next stage.
• 30:01
  SPEAKER_03: And so I encourage anyone out there, and I agree there's lots of people trying to become coaches, mentors, creators, all of this.
• 30:07
  SPEAKER_03: The right person will give you so much value for free because they know that they have to earn your trust.
• 30:15
  SPEAKER_03: And so if you can't make money off them for free first, they're probably not the right guru to be hiring.
• 30:21
  SPEAKER_03: And I give you props because you're out adding value for free all day, every day to all these people.
• 30:26
  SPEAKER_03: And I already know I'm gonna get a call from Justin in like five years, and he's gonna be a quadrillionaire because you've given so much value for free to your audience.
• 30:35
  SPEAKER_03: And because of that, hundreds of people want to work with you.
• 30:39
  SPEAKER_03: And hopefully, I encourage you someday to take advantage of that, which I think you're going to.
• 30:43
  SPEAKER_00: But I'm hermosing it.
• 30:44
  SPEAKER_00: You know, you pour you build, you build, you build, you build, you build, then you launch.
• 30:49
  SPEAKER_03: So right now, you're the one of the top home builder reps.
• 30:52
  SPEAKER_03: Like, what's next for you?
• 30:53
  SPEAKER_03: You have all this just tenacity and drive and grit, like both personally and professionally.
• 31:03
  SPEAKER_00: So I right now, to your point, wager that let's say I wanted to launch a$1,000 a month offer.
• 31:10
  SPEAKER_00: I bet that I could pick up the phone a hundred times and say, hey, I have a surprise offer.
• 31:15
  SPEAKER_00: It's a thousand dollars.
• 31:16
  SPEAKER_00: Will you sign up?
• 31:17
  SPEAKER_00: And they would sign up because it's me.
• 31:18
  SPEAKER_04: Yep.
• 31:18
  SPEAKER_00: And so I'm not afraid of the selling part of an offer or the sales side because I have the trust and the credibility.
• 31:25
  SPEAKER_00: What I'm worried about is delivering at scale in a high level.
• 31:29
  SPEAKER_00: And so for me, long term, I'm just working on building out, and nothing's ever gonna be perfect, but as close to perfect as an offer as I can, that I can reasonably pour so much value in it, it would be unreasonable that you wouldn't sign up and deliver it at scale.
• 31:44
  SPEAKER_00: And so, since I know that I could sell it, I'm all worried about the reputation I built.
• 31:48
  SPEAKER_00: And if you're gonna do something like that, you have to deliver.
• 31:50
  SPEAKER_03: Well, I'll be your first buyer whenever it comes out.
• 31:53
  SPEAKER_03: All right.
• 31:53
  SPEAKER_03: And then what's next, like personally?
• 31:55
  SPEAKER_03: Like, what are some things you're working on in the personal front, whether it's goals vacationing, or you're working on yourself with something, like what's going on?
• 32:03
  SPEAKER_03: What's next?
• 32:04
  SPEAKER_00: Well, I've been working on the weight, I'm down like 55 pounds now.
• 32:08
  SPEAKER_00: So I'm trying, I'm trying out here.
• 32:10
  SPEAKER_00: Personally, I I wanna, if I have it my way, I'll see Europe here soon.
• 32:14
  SPEAKER_00: I've never been, I've always wanted to go, so I'm wanting to kind of get over there.
• 32:17
  SPEAKER_00: But for me, like, you know, people always talk work life balance.
• 32:21
  SPEAKER_00: And I think it's all keep going.
• 32:23
  SPEAKER_01: Me too, me too.
• 32:24
  SPEAKER_00: But and so, like, work is just part of my life.
• 32:27
  SPEAKER_00: And and are there times where I have to focus more on the relationship because that's what's needed, and other times I need to focus more on work, absolutely.
• 32:33
  SPEAKER_00: And so, because I enjoy what I'm building and doing, I'm perfectly fine telling you that a lot of my answer is building on work because that's what's important right now.
• 32:41
  SPEAKER_04: Yep.
• 32:41
  SPEAKER_00: I want to be in the point where my financial advisor says, Hey, you're set, you're good to go.
• 32:45
  SPEAKER_04: Yeah.
• 32:46
  SPEAKER_00: And from there you can do whatever you want.
• 32:47
  SPEAKER_04: Yeah.
• 32:48
  SPEAKER_00: Money is a tool that whether people like it or not, solves most problems, not all.
• 32:54
  SPEAKER_04: Yeah.
• 32:54
  SPEAKER_00: But I'm sure you've learned that money can fix a lot of those things and be able to help people you care about and impact your life.
• 33:00
  SPEAKER_00: And that's the goal for where I want to be.
• 33:02
  SPEAKER_03: Yeah, I love that.
• 33:03
  SPEAKER_03: I will say, I'll share some mistakes I've made actually over the last 10 years for the audience.
• 33:09
  SPEAKER_03: But one thing I'll never forget about it's probably eight years ago now, maybe longer than that, was like within the first year or two I was in real estate and I started taking off.
• 33:17
  SPEAKER_03: I was at this event, and this guy, I'm not gonna say any names.
• 33:21
  SPEAKER_03: Um, at the time, he was really big, like really well known.
• 33:24
  SPEAKER_03: He was a big builder.
• 33:25
  SPEAKER_04: Okay.
• 33:26
  SPEAKER_03: And he comes up to me out of nowhere, like doesn't even really know me.
• 33:30
  SPEAKER_03: But I had just started like sharing my journey online.
• 33:34
  SPEAKER_03: So that was like Facebook wasn't it what it is today.
• 33:37
  SPEAKER_03: And so I was kind of like the creator back then, but it was like, do you become a creator?
• 33:42
  SPEAKER_03: Is it comfortable to put stuff out there?
• 33:43
  SPEAKER_03: And I was like, I'm gonna put my journey out there.
• 33:45
  SPEAKER_03: And I started building this audience because of it.
• 33:47
  SPEAKER_03: And I just shared what I was learning, the mistakes I was making, whatever.
• 33:50
  SPEAKER_03: And he walks up to me at an event in Vegas in front of all of these people and barrassed the shit out of me and was like, you don't deserve to have anyone following you.
• 34:00
  SPEAKER_03: You're a nobody, like all the shit.
• 34:02
  SPEAKER_03: And I'm like standing there and I'm like, I don't even know what just happened.
• 34:06
  SPEAKER_03: And um all these people are circling us at this point because I obviously old Tiffany flipped the f off.
• 34:12
  SPEAKER_00: Yeah, yeah.
• 34:13
  SPEAKER_00: And um I You mean you didn't just take it on the chin politely?
• 34:16
  SPEAKER_03: No, I definitely went crazy.
• 34:17
  SPEAKER_03: But I just remember walking away, and the first thing I said to myself as I'm walking away from that guy, I said, I'm gonna prove to that what I can do, which is not the right way to win because like you're doing it trying to prove someone else.
• 34:31
  SPEAKER_03: So I I mean, I'm glad it happened because it made me run a hundred miles an hour.
• 34:35
  SPEAKER_03: But because he was so well known, I was like, it made me uncomfortable.
• 34:40
  SPEAKER_03: I was so new to the industry.
• 34:41
  SPEAKER_03: So I was like, I'm gonna put my head down and just get to work.
• 34:44
  SPEAKER_03: So for three to four years, I literally worked every waking moment I had, that's all I did.
• 34:51
  SPEAKER_03: And I had like no friends because I skipped every wedding shower, every wedding, everything in my family.
• 34:57
  SPEAKER_03: And thankfully I was at least working with my fiance, now husband, because like I would have been even more lonely, right?
• 35:04
  SPEAKER_03: And I was like too scared to even talk to people because I'm like, I don't even want people judging me for my, you know, I come from a small town and like, so I was very lonely for four years and I started making money and all that.
• 35:16
  SPEAKER_03: And I woke up one day and was like, cool, I have money, but I don't have like a lot of friends.
• 35:20
  SPEAKER_03: And so I started joining other networking events, masterminds, whatever, and finally got myself out there to be connected to human beings.
• 35:28
  SPEAKER_03: And if I could give one piece of advice, is like over this journey, any entrepreneur struggles and they go through these ups and downs, you're gonna have horrible months and great months, whatever.
• 35:37
  SPEAKER_03: We've all been through it.
• 35:38
  SPEAKER_03: But if I could go back, I just wish I would have kept like a tight connection with at least a few people or figured it out.
• 35:44
  SPEAKER_03: And I really encourage you guys to get in communities where people are going after the same things or the same goals because the friends back home typically don't relate to you anymore, right?
• 35:55
  SPEAKER_03: Most times your family doesn't even relate to you and they don't even understand what we do half the time.
• 35:59
  SPEAKER_03: And so just make sure you stay connected and get in circles with the right people who lift you up, encourage you, and challenge you, like that don't want you to fail.
• 36:07
  SPEAKER_03: And I wish I would have done that during that five years because I was like super lonely on the upswing.
• 36:13
  SPEAKER_03: But I watch you and I'm like, I get like, I don't know what the right word is, not jealous, but jealous because I'm like, I'm watching.
• 36:19
  SPEAKER_03: I'm like, damn, you are so connected.
• 36:20
  SPEAKER_03: You're so close to people.
• 36:22
  SPEAKER_03: I love how well you keep relationships out there.
• 36:25
  SPEAKER_03: You follow up, you text us, you do everything.
• 36:28
  SPEAKER_03: I'm like, damn, how do you have enough time in the day to keep friends this close to you?
• 36:33
  SPEAKER_00: Well, I think you go further faster with people.
• 36:36
  SPEAKER_00: Like, I think one of the biggest mistakes I see with um business owners, entrepreneurs is like they think I can't share anything and I don't want anyone in my secrets, and I'm gonna go build in silence and I'm gonna go do it.
• 36:46
  SPEAKER_00: Meanwhile, I'll get in a room and I'll hear an idea.
• 36:49
  SPEAKER_00: And that skips me ahead 10 steps because I I heard something that moved me further faster just by sharing and collaborating.
• 36:55
  SPEAKER_04: Yeah.
• 36:56
  SPEAKER_00: And I think a lot of people have that wrong mindset of thinking like this scarcity mindset versus I'm kind of just putting everything out there, and because I'm putting everything out there, people go, Oh, Justin, do you thought of this?
• 37:06
  SPEAKER_00: Like, well, no, but I have now.
• 37:08
  SPEAKER_00: Let's go do it, right?
• 37:09
  SPEAKER_00: Like, and I think that that part of that is built the speed.
• 37:13
  SPEAKER_00: And I think that if people were less afraid and more willing to just put themselves out there, that they would be shocked at the opportunities and doors that open.
• 37:22
  SPEAKER_03: Do you think you've always been like that?
• 37:24
  SPEAKER_03: Or do you think you were a little closed-minded to sharing in the past?
• 37:27
  SPEAKER_00: I think that that is a a learned skill.
• 37:30
  SPEAKER_00: Yeah.
• 37:30
  SPEAKER_00: Yeah.
• 37:30
  SPEAKER_00: I think that I started out like, right, because you you get burned once and you're like, I'm not telling anyone anything, I'm not sharing nothing.
• 37:38
  SPEAKER_00: I'm, you know, keeping things to myself.
• 37:40
  SPEAKER_00: I'm gonna go build.
• 37:41
  SPEAKER_00: And then you have to like realize, like, oh, well, there are good people and there are bad people, and I gotta find the good people that are heading in the same direction.
• 37:47
  SPEAKER_03: Yep.
• 37:47
  SPEAKER_00: Yeah.
• 37:48
  SPEAKER_03: Yeah, I've noticed over the years, I'd say every couple of years, I feel like my friend group just keeps leveling up.
• 37:54
  SPEAKER_03: And I keep it very small.
• 37:55
  SPEAKER_03: I don't like hang out with a ton of people on a very close front, but I just I really encourage everyone to stay connected, and you're like the master at staying connected.
• 38:04
  SPEAKER_03: I follow you literally, and I'm like, okay.
• 38:06
  SPEAKER_03: I even tell Josh all the time, I'm like, Do you watch Justin?
• 38:08
  SPEAKER_03: He's like at all these things and he keeps these great connections.
• 38:11
  SPEAKER_03: We've got to get out there more often.
• 38:13
  SPEAKER_03: So nice job on that front.
• 38:14
  SPEAKER_00: Well, the goal is to, it's hard because like I don't want to be the big fish in the room.
• 38:18
  SPEAKER_00: Like you said, I want to be the least intelligent person in any room that I'm in.
• 38:23
  SPEAKER_00: And I think a lot of people, they want to go the other way, right?
• 38:26
  SPEAKER_00: They want to be the big shot.
• 38:27
  SPEAKER_00: It's like, no, I want, please teach me.
• 38:29
  SPEAKER_00: Come put me in bigger rooms than I have access to.
• 38:31
  SPEAKER_03: Yeah.
• 38:32
  SPEAKER_03: Well, you have faced adversity.
• 38:35
  SPEAKER_03: I've not known you for longer than a year.
• 38:37
  SPEAKER_03: And I just like hearing your journey, following you online, which by the way, where can people follow you?
• 38:42
  SPEAKER_00: Like my Instagram, Justin Phillips official.
• 38:45
  SPEAKER_03: Okay.
• 38:46
  SPEAKER_03: And you guys should follow him because just following his journey, it's like you don't care what anyone thinks.
• 38:50
  SPEAKER_03: And if you do, you're doing a great job at like overcoming it and really just like getting yourself out there and you have fun doing it, just watching you like you're so much, you're having so much fun.
• 39:01
  SPEAKER_03: And I just know you're gonna be one of those friends of mine that's gonna call me in probably two years.
• 39:05
  SPEAKER_03: I already know this is coming, and you're gonna be like, I can't believe it.
• 39:09
  SPEAKER_03: I just did like a million-dollar offer, I did a million-dollar deal or whatever, and I just know that's coming.
• 39:14
  SPEAKER_03: It's just a matter of time, it's not a matter of if.
• 39:16
  SPEAKER_00: I hope so.
• 39:17
  SPEAKER_03: Yes, I'm a big believer in you, anyways.
• 39:20
  SPEAKER_03: If you could leave one last piece of advice for our audience, what is it?
• 39:24
  SPEAKER_00: Oh, one any one piece of advice.
• 39:27
  SPEAKER_03: Give one for personal and then one for the fact that you're a new builder up because we got lots of flippers in here that need to understand new builds.
• 39:35
  SPEAKER_00: All right, let's do new build first, then I'll think about the person one.
• 39:37
  SPEAKER_00: For new build, meaning flippers for new builds.
• 39:40
  SPEAKER_03: Yeah.
• 39:40
  SPEAKER_00: I I think you got to know your competition to know your market.
• 39:43
  SPEAKER_03: Uh so should they like hand call like all the builders and act as a buyer and then find out all their incentives right now and stuff?
• 39:49
  SPEAKER_00: Why wouldn't you?
• 39:50
  SPEAKER_00: Right?
• 39:50
  SPEAKER_00: Because you got to know what you're up against.
• 39:52
  SPEAKER_00: Yes.
• 39:52
  SPEAKER_00: Maybe you don't buy that deal because if there is a new build neighborhood right next to you, it's gonna be a lot tougher than like you're thinking because of what we talked about earlier.
• 40:01
  SPEAKER_00: And so I think that like just adding that as a step to your normal process will save you a lot of money in the long run.
• 40:07
  SPEAKER_03: Yep.
• 40:08
  SPEAKER_03: So take advice.
• 40:10
  SPEAKER_03: Call all the new build new builds, and how do you find out?
• 40:13
  SPEAKER_03: Go into your local Facebook group and say, hey, what are all the biggest builders in my market?
• 40:19
  SPEAKER_03: People will start commenting.
• 40:21
  SPEAKER_03: Go Google them, call them, act as a retail buyer, drill them with questions so you understand their incentives.
• 40:27
  SPEAKER_03: What I would do is let's just say they tell you that they're buying down rates to whatever, 3.9%.
• 40:32
  SPEAKER_03: Go throw that in Chat GPT and say, Hey, if they're selling a house at 400,000 at 3.9%, what does my house equivalent have to be?
• 40:41
  SPEAKER_03: What kind of buying power do they have?
• 40:43
  SPEAKER_03: And it'll give you the answer.
• 40:44
  SPEAKER_03: And then do you guys do like, I actually provided my students once a chart of like different rates.
• 40:50
  SPEAKER_03: And then if you listed at this, what their purchasing power is so that they can see that.
• 40:55
  SPEAKER_00: Or they could have chat.
• 40:56
  SPEAKER_03: Yeah, and then chat do it.
• 40:57
  SPEAKER_00: Yeah.
• 40:57
  SPEAKER_03: But, anyways, I think that's great advice.
• 40:59
  SPEAKER_03: And then when you do a flip, make sure you obviously run the ARV by the neighborhood, et cetera, but then open up the entire district or zip code to the new builds, and then make sure you're making educated decisions based on that data.
• 41:12
  SPEAKER_00: And then the other personal piece of advice I think is like I very rarely actually talk about new builds, right?
• 41:18
  SPEAKER_00: I don't know if you've watched my page.
• 41:19
  SPEAKER_00: How often do you see me saying like builder rate, financing incentive?
• 41:23
  SPEAKER_00: And so people think that they want to put themselves out there just talking about wholesale, flipping their product, whatever it is, your service, your coaching.
• 41:30
  SPEAKER_00: But the reality is, is like nobody cares about your business.
• 41:34
  SPEAKER_00: They just care about whether they know like and trust you.
• 41:36
  SPEAKER_00: And so the biggest piece of advice I can give for anyone is just go out and provide value to as many people as possible at scale, and you'll have all the opportunities you want to open up from there.
• 41:48
  SPEAKER_03: Love it.
• 41:49
  SPEAKER_03: Well, thanks for coming on the show today.
• 41:51
  SPEAKER_03: And for everyone who's listening, I'll see you on the next one.
• 41:54
  SPEAKER_03: 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.
• 42:00
  SPEAKER_03: It's at www.rdebook.com.
• 42:04
  SPEAKER_03: Again, that's www.rdebook.com.
• 42:08
  SPEAKER_03: It's called 26 Mistakes I Made as a Real Estate Investor.
• 42:11
  SPEAKER_03: 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.
• 42:24
  SPEAKER_03: And hey, if you got value today, it would mean a lot to me.
• 42:27
  SPEAKER_03: Actually, it would mean the world to me.
• 42:29
  SPEAKER_03: 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.
• 42:38
  SPEAKER_03: Because one shift in strategy could be worth six figures or more.
• 42:43
  SPEAKER_03: Talk soon and see you on the next episode.
• 42:47
  SPEAKER_03: This episode has come to an end, but your journey continues.
• 42:51
  SPEAKER_03: Subscribe to the podcast so you never miss an episode.
• 42:54
  SPEAKER_03: If you want direct help from us, join our free community by visiting the results driven podcast.com.
• 43:00
  SPEAKER_03: That's the results driven podcast.com.
• 43:04
  SPEAKER_03: We'll see you next time on the results driven podcast.
• 43:06
  SPEAKER_01: We'll see you next time on the results driven podcast.