ON THE PURSUIT PODCAST (PRST)
On the Pursuit (PRST) Podcast connects with entrepreneurs, movers and shakers that are making a real impact in life & business and we share these stories to motivate and inspire you to take action in your life. Now kickback and enjoy the show whether you are chilling, working out or on-the-move.
ON THE PURSUIT PODCAST (PRST)
Building Wealth and Teams in Real Estate with Sawan Belcher
Ever wondered how the principles of car sales could revolutionize your real estate game? Sawand Belcher, a seasoned North Carolina-based real estate investor, joins us to reveal his journey from the hustle and bustle of car dealerships to the dynamic world of real estate. Sawand generously shares his insights on lead generation and effective marketing strategies rooted in his automotive sales experience. Listen in as he uncovers the secret sauce of applying universal business principles to real estate—getting attention and crafting a winning sales system—while maintaining a harmonious balance between traditional values and cutting-edge tactics.
Join us for a gripping discussion on the complexities of managing or selling a family-inherited property. Sawan guides us through the nuances of real estate negotiation, sharing a real-life scenario involving a long-term tenant who is a family friend. With the family's dream of traveling to Tanzania and the house's current condition in mind, Sawan explores practical solutions, like hiring a property manager, to navigate this intricate situation. His perspective sheds light on the often overlooked emotional and logistical challenges that arise in real estate, providing listeners with valuable insights into successful decision-making.
Welcome to the Honor Pursuit Podcast, where we connect with entrepreneurs, movers, shakers and business owners who've built amazing things on the pursuit of their goals and dreams. And I'm your host, brendan Boyd. What's up y'all? Welcome to another episode of the Honor Pursuit Podcast. We bring exceptional entrepreneurs on 6, 7, 8 figure entrepreneurs that you may not know, that are doing some amazing things and on today's episode, I got a very interesting individual.
Speaker 2:We literally just met today, absolutely.
Speaker 1:Technically right. A couple days ago we was going back and forth in DMs.
Speaker 2:My man said, yo, I'm pulling up to Miami. I said, bro, you got to come through. Absolutely. We did some street interviews earlier. Absolutely.
Speaker 1:You know what I'm saying. We did some street interviews earlier. Absolutely Got busy. You do something very, very interesting. It's non-traditional, but then you also have a really cool foundation at the house.
Speaker 2:Absolutely. Which I think is also interesting. It's layers. You know what I'm saying. You got a lot going on. First of all, let them know who your name is, and a little bit about your background. Absolutely. I'm Sawan Belcher. This is me taking action on Instagram and YouTube. I'm originally from North Carolina. I'm in North Carolina now and I'm a real estate investor. So I mean, I'm a country boy, you know.
Speaker 1:I like to shoot deer in my backyard, and you know I like to grow food in the backyard.
Speaker 2:You be shooting deer for real. Yeah, no joke, I got the feeder in the back.
Speaker 1:You got a feeder to feed the deer to you.
Speaker 2:I got the feeder with the automatic timer At 7 am corn goes out, at 7 pm corn goes out. I got the trail camera too, so like right now I can see if they in the back. But that just helps to make sure that you know, because, like to feed our family, we don't need to shoot every deer, you know. So you want to shoot the biggest deer so that we don't take out the full population, but anyway, that's all we have to get into, yeah.
Speaker 2:But, like you know, but I say that always like telling people that kind of stuff because I'm like a normal guy, like you know, I'm not like the guy that's on Instagram or YouTube 's. Just like I got a four-year-old this, I got a poor stat, and I'm just like you know, I'm just a normal guy and I like that because it's relatable, like if I can do it, you can do it, you know.
Speaker 1:So I started off in car sales.
Speaker 2:That's really how I broke my way into real estate investing, gotcha.
Speaker 1:So all right. First of all, we can't escape the fact that you be shooing deer. And then talking about feeding your family with the largest one, absolutely With the buck, with the buck.
Speaker 1:What I think is interesting is that you're talking about being a real estate investor yeah, and there's a lot of real estate investors it is, and a lot of real estate investors it is, and a lot of different ways that you can invest in real estate Facts. But a lot of real estate investors don't market. Yeah, they don't drive leads, they don't generate leads, they don't give a lot of value out, they just look kind of for deals, more so referrals, more so word of mouth.
Speaker 2:Yeah, I agree.
Speaker 1:So how did you transition from car sales to get into real estate investing, car sales to get into real estate investing and then what?
Speaker 2:light bulb went off and you're like yo.
Speaker 1:I got to do some marketing.
Speaker 2:That's good. Well, I was brought into the car dealership under the best leadership.
Speaker 1:You know what I'm saying, because you know people is everything.
Speaker 2:And the general manager at the time shout out to Scott Bisbee he's like the ultimate sales guy, you know, the ultimate leader. You know what I mean. And one of the best things that I learned from him was marketing, because when he would do a marketing campaign, he would share and teach000 pieces of mail, you know, and I'm dropping this one and I'm dropping that one. 100,000 of this and 100,000 of that, you know. And he would train us based off of that particular campaign. And so you know, if you're paying attention at a high level, you're not just going through it learning, you know just, you're not just going through it selling, you're looking at it from a high level. Oh's an ab test, you know, hundred thousand of this, hundred thousand of that, he's trying to figure out which one is working best. Yeah, and then the following month when he says yo, bro, we did great last year, you know great last month. Oh, we're doing, we're doing half a million, you know, and we're only going to use this one.
Speaker 2:You know a person is looking at it from the high level. Would be like oh, wow, we killed it last month with this particular marketing campaign that had him, his wife and his kids on it. Clearly that's a better marketing piece than something else, and so the way he set up the whole sales system at the dealership is the way I run my business, gotcha, you know so. You know we do physical signs. You know which is what flyers are or mail pieces are. We do online advertising and we run all of our traffic. You know we run all of our traffic to our website and through our virtual assistants.
Speaker 1:Yeah.
Speaker 2:And everything goes into a CRM? Yeah, Just like the dealership. And you know the leads go to our sales team. You know, just like the dealership. So I really you know the dealership was like a big, intricate piece of the way I run my business honestly. So are there any parallels between selling automobiles to selling, yeah, To buying real estate? Yeah, Well, business is all the same. You know you need attention, so they get you leads and then you have to do the money driven activities.
Speaker 2:Yeah, and that's offers yeah, same thing in car sales. So you know you get the leads but you got to make them offers. You got to put together, got to get. Well, at the car dealership they called it get commitments and in real estate people call it offers. Yeah, but I like to get commitments from people. If you want to sell a property to me, what would you want to sell it to me for? Great, if I was able to buy for that amount, you know, would you sell it to me today?
Speaker 1:So break down the commitment and then the offers because you like you say you like to do commitments versus yeah Calling it.
Speaker 2:Well, in real estate it's like a really touchy subject because people get like emotionally involved with it. You know their mom might have passed it down to them, you know, or they got their credit right, they finally saved up that down payment for five years. People get emotionally tied to it. So when you call people randomly, you know, or you get a lead in, you know you don't want to just go straight for the kill and say, hey, I can pay, you know, $200,000 for your house. That offends people, you know.
Speaker 2:So typically you want to go through like building a relationship with them rapport figuring out more about the house, asking of the condition, figuring out why they're even selling in the first place, you know, so you can find out what's important to them, what they're trying to accomplish, and then getting a commitment. If you get that commitment, that's like them telling you how to sell them. So the commitment is basically that homeowner saying I definitely want to sell the property, yeah, I want to sell the property, I will sell the property and this is how much I'll sell the property for, and this is when I would like to do it. Gotcha, that's a commitment. Yeah, and then, versus you just telling them all of that, they told you yeah, so now you want to tell you a stronger, exactly.
Speaker 2:And so it's like okay, well, great, if I can do that, you know, would you do it? And that goes for any, you know, that goes for any like business.
Speaker 1:Yeah.
Speaker 2:You know it works a lot better if you can just get them to tell you what their problem is and what they believe the solution is, and then you come along and bring your solution to solve their problem.
Speaker 1:All right. So, like on a podcast, what I like to do is like I like to give like real examples, yeah, so why don't we give a real example? Absolutely.
Speaker 2:I'll be a buyer Absolutely. I mean I'll be a seller rather Absolutely. Then get a commitment from me.
Speaker 1:Yeah, I like it, let's do it. Yeah, let's do it Boom yeah.
Speaker 2:so Is this a door knock or is this mail? No, this is mail, so you call me, I bet.
Speaker 1:Yeah, okay, this is good.
Speaker 2:You know what I'm saying Okay good, oh, family looks good on here. Six kids, that's crazy. You know what?
Speaker 1:This guy's about to to, to, to, to, to. Hey, what's going on Is this? Is this C1? How do you say it? Yeah, this is the one we're about to try at home, okay, so one.
Speaker 2:Okay cool, yeah, how you doing today. I'm doing good, man Doing good. I got your mailer. One of my sons brought it over, yeah, and you know it was underneath underneath this morning's breakfast. Nice, you know what I'm saying. You got a nice family.
Speaker 1:No, I figured I'd give you a call.
Speaker 2:Thank you. Big family vibes. Big family vibes, that's for sure what made you call in you know what? To be honest, my family's fairly big as well. Yeah, we don't got six, but we got four Nice.
Speaker 1:Boys or girls, we got like six.
Speaker 2:Nice, that's what's up I love it, I love it. So are you thinking that you might got a property you want to sell, or you know somebody that want to sell to me?
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Speaker 2:Let's go. So the old lady, she actually just got a house that was passed down to her. Yeah, she had a definite family, absolutely. We've been kind of debating back and forth if we want to keep it. Okay. There's a tenant in it right now. Absolutely, it's on a part of town that we don't really go to. Okay, so we would, you know, we maybe have to hire somebody to kind of, you know, be a manager of the property.
Speaker 1:Yeah, If we decided to keep it.
Speaker 2:She'd been kind of bugging. All sorry for your loss.
Speaker 1:Yeah, well, I mean, it was really her loss?
Speaker 2:Yeah, absolutely.
Speaker 1:I didn't like her uncle or anything, I love it.
Speaker 2:You the man, I love it. So I mean, but it sounds like you guys, you know. Sounds like you guys want to keep it because you brought up you know management and stuff Like why not just keep it Absolutely? Who don't like money?
Speaker 1:No, that's why I do it.
Speaker 2:Yeah, 100%.
Speaker 1:But you know, sometimes when the old lady mentions something, you got to kind of like, take what she mentioned in consideration.
Speaker 2:Even though she's cool with the other thing too, absolutely she really want to go to Tanzania. So it's kind of like so you guys are going to Tanzania right after this. I mean I don't know if it's going to be right after, but it's probably going to be. I mean, you know maybe the next year or two.
Speaker 1:Absolutely.
Speaker 2:Absolutely.
Speaker 1:Well, how much does it cost to go to Tanzania? I ain't never been there. We looked it up To take everyone with us. We're going to spend probably between like eight and ten, okay, yeah. So you know, we mob out.
Speaker 2:So, it's a Nice Well, I mean you'll get that from the house, though, right, yeah, okay, I mean I kind of just looked on Zillow, you know, did his estimate, yeah, and we saw it looked like I think it's about like $180, $185.
Speaker 1:Nice Made from Zillow Nice, you know what I mean.
Speaker 2:Nice, have you had anybody give you that yet, or no? No, I told you, man, I gave you a call because you got the nice family. Oh, I love it. Man. Well, tell me a little bit more, Sell me, Sell you on what? Like you know you're calling me to buy your house. You know, like I need to be persuaded. You know I do have some money. You know we just sold one on the market so I got a little cash. Well, I'm going to tell you, man, I seem like a straight one.
Speaker 1:Yeah.
Speaker 2:You know, I mean, I definitely want a little bit more than the Zillow.
Speaker 1:Yeah.
Speaker 2:I mean Zillow talking about 180, 185. I mean, you know 195, you know, sounds like it's something I'll probably let go. Well, tell me about the condition of it, though. Like price is cool, you know, I have money. We got that. Yeah, well you know, went by there.
Speaker 1:It definitely needs some landscaping. Yeah, you know, I would say the outside is probably like a seven. Yeah, I haven't had an opportunity to get up on the roof, so I can't really say what that's looking like. Oh, it don't look good though Inside renovations. You know this family been in there for I think about a decade.
Speaker 2:Oh, okay, so it's not the newest, that's like a four. Yeah, it's not like the newest. Okay, that's like a four, okay. But it got a lot of land to it. Okay, it got like 1.4 acres. Okay, so the house got a seven Mm-hmm, the inside got a four. What about? The tenant is a family, you know, basically a family friend.
Speaker 1:Now she's been there for 10 years.
Speaker 2:Okay, you know she got a cat. Okay, she does have a cat. She's married. Okay, you know she got a daughter, that's, you know, in her mid-20s.
Speaker 1:Okay, you're not telling me nothing. Nice, it's a small family.
Speaker 2:Okay, okay, it's a small family.
Speaker 1:So is she nice. It's a small family, okay, okay, it's a small family, so she a two. They're respectable. No, no, okay, good, like the cat. The cat in there, but it ain't tearing things up, it's the older cat I love it. I love it, you know what I'm saying so yeah and they pay on time, but you know they're paying what they've been paying yeah, you know our relative was nice to him.
Speaker 2:They want to say, yeah, I think so okay, well, that's cool, we. So, just so you know a little bit about us, you know we don't mind, you know, buying as is. So like, if there's something wrong, you know we're not gonna. You know, uh, you know our money partners is not gonna like get on us about if there's something wrong. If it, if it's a seven, you know it doesn't have to be a ten, you know. And then with tenants, honestly, that's my whole like strategy. I like to buy property, you know. I like to, you know, make them nicer, you know, and then I like to rent them out so that this one is already rented. That makes it good, you know. Now, but not a lot of buyers are like me. A lot of people are not paying with cash and and don't have the same abilities I have, so that sounds good.
Speaker 1:Yeah, yeah, that sounds, you know uh, you know, did you?
Speaker 2:did you know if you have tennis in the property you're less likely to have buyers to pay retail? That makes sense, Okay, but I mean I'm down, I can let you know as close as I can get you know. What'd you say? 180?
Speaker 1:You know the Zillow the Zillow's saying 180, 185, but I know the old lady want to get about 195.
Speaker 2:Okay, that's what's up. And just so I can understand, you're saying like $195,000, that's going to go to y'all, or is there like a mortgage to be paid off too or something else? The $195,000 is going to us, man.
Speaker 1:We're trying to go to Tanzania, nice Ain't no mortgage, ain't no taxes on this thing. That's overdue.
Speaker 2:Well, that's what's up Now. Then you guys. Now the process, you know, for us typically takes about like 30 days to close out. Is that too fast, or?
Speaker 1:is that good? That's all about right. I mean, you know we can close out. Some of the starring kids about to get out.
Speaker 2:That's what's up. So I mean, I don't know if I can do 195 yet, but what I'm going to do is I'm going to look and see what the comps are and see how close I can get you. Go, do your homework, you go look, you do what you got to do. Absolutely. Come on back with the 195. But if I do that, then we can move forward right If you come back with the 195?
Speaker 2:Yeah, yeah, okay. But if let's say, I look at the comps and I drive by and I can't do 195, would it be a waste of my time to give you that number is Either way it'll be cash. You know what the sweet spot is.
Speaker 1:You know what the sweet spot is.
Speaker 2:I like it, man, I like it. Just bring me back to something respectable but close to the 195. Do your homework. Will a non-refundable deposit of $5,000 or $10,000 help you make a decision to determine if I'm serious or not? Definitely, we like commitments. Okay, absolutely, we like commitments. Okay, absolutely, we like commitments. Well, look bro, well look. I'll send you my website and some testimonials from people I purchased from. You can look me up on the county website, just so you can know I'm legit, and I'll call you back in about 30 minutes to an hour and bring that 195 back, absolutely.
Speaker 1:Yeah, so that's pretty good. Yeah, so kind of break down that process because I was selling the property. You bought a property absolutely. So traditionally, yeah, if somebody was buying a property, yeah, they gotta go secure a bunch of things.
Speaker 2:Exactly you gotta make sure you got taxes straight income. Exactly you know I'm saying credit gotta be decent. Exactly you know I'm saying there's a lot, get a pre-approval, see how much house you can buy right, and then most buyers are not thinking about.
Speaker 1:You know a process outside of that exactly process most people aren't going direct to seller anyway. That's why it's already a win.
Speaker 2:The traditional way, like you said people are they got to qualify for a loan, credit, taxes, insurance, income. They got to qualify, but when you qualify, the bank can tell you no. They can tell you yes right now. They can say, yes, you qualify, but then you go put your offer in and then they can tell you no, maybe the house is not up to the bank standards. So instead of them giving you the 200 that they promised you, based off of that particular house, because of the things that it needs, they only want to lend you 170. Gotcha, so you got off of that particular house because of the things that it needs? Yeah, they only want to lend you 170. You know, gotcha, so you got bridge that.
Speaker 2:Yeah, or maybe, or maybe the seller sees one ninety seven, one ninety five, you know they think they can get one ninety five, but then the appraisal comes in low because of a sale that happened two weeks ago. Yeah, you know, there's all of these stipulations. But when you come in as an investor, what we do that you know that agents, in my opinion, can't do is we give an exact price and we give an exact time frame to close. So that's our, you know, that's our pitch, those are the advantages. Exactly the price that I say is what you're going to get. Yeah, when I tell you we're going to close, we're going to close, but an agent that's listing your property for you, they just say, well, average days on market is 90 days. I don't know. I don't know. I think I can get this, I think we're going to get this buyer.
Speaker 1:But some sellers need certainty. Yeah, makes sense, makes sense. I like that, bro. I like that a lot, and the reason why I like it is because it's realistic for someone to have more options, absolutely, and for a couple of different perspectives. One if you want to buy.
Speaker 2:It puts you in the driver's seat you have more options to buy Facts and the buying process isn't.
Speaker 1:Subject to credit or the price of the house.
Speaker 2:Absolutely, because there's ways that you can get access to the funding. Absolutely To put a deal together, the price of the house, absolutely.
Speaker 1:Because there's ways that you can get access to the funding Absolutely To put a deal together From the realtor side.
Speaker 2:I feel like if a realtor actually added this skill set to their toolkit, they'd be way more dynamic.
Speaker 1:Absolutely. You know what I'm saying, because most realtors don't do any really good marketing. They wait for leads and just come to them. Absolutely.
Speaker 2:Or let their brokers do it 100%.
Speaker 1:Yeah, and then if the buyer that they're representing or the seller that they're representing doesn't fit a certain criteria they won't even work with the buyer, absolutely they don't even understand.
Speaker 2:Yeah, Actually, this last year a bunch of agencies have been paying me to come and train there. Yeah, you know I can see that With the interest rates being higher, it's just. It's a different market right now 100%. And so a lot of my deals you know I'm not well. None of my deals I bring cash to, you know, but a lot of them I have the seller take their profits over time.
Speaker 1:Yeah, smart.
Speaker 2:So you know just agents. Most of the time they just shy away from that kind of stuff because they're just used to the traditional stuff. Yeah, it's like a foreign language to them.
Speaker 1:Exactly. You know what I'm saying. Most of them don't want to take the time to learn.
Speaker 2:Oh yeah, and that's an issue, but it's also an opportunity. It really is, especially for, you know, the expired listings is about to expire, you know. Present your seller with the best offer you know, and as a real estate investor, you know if we're able to get around the agents so we can get directly to the sellers and present it. You know, even before the agents get it. You know, you're just able to pick some properties up you know quickly, you know quickly.
Speaker 2:I like that, bro. I like that a lot. Cause again, like you said, it just solves a lot of different problems, right? So being able to do Well, let me ask you because realistic is different, Right I? Was about to say yeah that's a limiting belief.
Speaker 2:Right. So what have you done on a month using this skill? Income-wise, I mean, every month is great. But let me give you a couple examples and I'll go back so that way people don't think like, oh, he's an expert, of course he can do that. So I'm still working at the car dealership, yeah, okay. So this is just a side hustle for me. Okay, I walk through a neighborhood, I door knock, talk to the lady for 45 minutes, we get a deal on the contract the neighbor's house sold for $180, $195. And then we end up getting this one for 119. Okay, the way I got the money for it is I was able to qualify for an FHA loan that, once the appraisal came through, it was easy peasy, lemon squeezy.
Speaker 2:Okay, outside of qualifying for a loan, one of my very first deals I took over the mortgage on it was a lady at church and my whole campaign was just talk to people that I already knew and I used to tell people at the car dealership whenever you start sales, don't try to talk to new people. When you just start a new business or new sales, you just take out your phone. Yeah, call people you know and call people that you know and tell them what you're doing now. And so I talked to Miss Rachel. She had told me hey, I had this house for eight years.
Speaker 2:I've lost money on every single month. I've been trying to figure out something to do with it. If you can figure out something to make me some money so I can come into green with it, let me know. And so that lady, I paid her $750 and took over her mortgage. So she deeded the property over to me no-transcript. And yeah, I mean last month we did like 254 in a couple of weeks, so you did 254 in a couple of weeks with still some time left in the month.
Speaker 1:Right, how many deals is that? That was 14.
Speaker 2:A couple of weeks, yeah, with still some time left in the month, right, how many deals is that? That was 14. So 14 deals, yeah. So is that just you or do you have a team? Well, you always have a team, okay. Ever since I worked at the car dealership, I had a team, gotcha, you know the Bible talks about two or more coming together, so I don't think that was just talking about church it was talking about life.
Speaker 2:So when I was at the car dealership, one thing I knew that was important was the marketing, but I didn't know a lot about it other than what I had learned at the car dealership. So the first person I hired was a marketer, and what Scott told me the general manager, he said that he always said this. He said, if you need to hire somebody, look, bro, you're awesome at marketing and since you're so good, I know we're gonna be able to get a deal and what I'll do is I'll give you 20 of the profit that I make on every, you know, on every deal that I close that you bring me. Yeah, you know. And so that's what we did. And he literally bought me deals for three years, you know. Uh, he got a little greedy after that, bro he bring you deals like low.
Speaker 2:Yeah, yeah, bro, I'm gonna need a little bit more than this 26.
Speaker 1:You know what?
Speaker 2:I'm saying I want to, he would start. We were doing so many deals at that point because after the first year, you know, the first year I think I ended up picking up like 10. Second year, you know, that's when I two years in a row and so at that point, when we picked up a hundred, I'm like I got to get this guy on salary, yeah.
Speaker 1:In fact lock him in Exactly Before the number keep going Exactly.
Speaker 2:And he didn't. He didn't like the, he didn't like the salary idea. Yeah, but in my opinion, you always need to leverage people in software. Yeah, and no matter when you start, you know you can hire you know someone to do something for you. For instance, I got an internship program, yeah, you know. And for business, an internship program is an internship program because you said it is. Yeah, you know what I'm saying. And so I go to the local colleges UNCG, a&t talk to advisors, let them know about my business, let them know how I can help their students, because in order to get get your degree, you got to have an internship. It's a part of the curriculum. And so I invite guys, you know, to the office.
Speaker 1:You know, I teach them how to pull records at the, at the courthouse, and those records I use, you know to market makes sense, so they get to get real life examples exactly real life data, exactly and and the stuff that they're doing is going towards something, so it's more tangible for them.
Speaker 2:It is and and for me, of course, I'm getting the data that I need so I can market to those people 100%, yeah, 100%. So you know you can do just about. You know, honestly, as far as like money-wise go, or whatever your thermostat is set on, you can do it.
Speaker 1:Yeah.
Speaker 2:You know you can do. If you say, hey, I want to make a hundred thousand bucks in a month, then that's what you can do. Yeah, because it's really. I mean, it's like one of the most expensive things that everybody has to pay for.
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Speaker 2:So a couple of things I want to ask. Absolutely Right. So earlier, before we even started the pod, we was on the balcony. Yeah, we was looking at the ocean, absolutely, and checking out the moon. The moon was crazy. The moon was awesome bro, I love it.
Speaker 1:The moon was crazy right.
Speaker 2:I love it too. Uh, before we even kind of started talking about that perspective, that, we shared at that time you were.
Speaker 1:You mentioned something about mindset, yeah, so what I want to ask you is what did you mean when you mentioned that?
Speaker 2:and then what helped your mindset expand? Absolutely well, like you know the things that we say really control us. And like, know the things that we? You just got to watch what you say. And I had to do this, like when I even when I got, even when I was at the car dealership and I was trying to expand my car sales, you know, I had to watch what I was saying to myself. You know, because the small little things that you say to yourself will limit you, you know.
Speaker 2:For example, if you just say, like you know, you look at a car and you say, oh well, I don't want that car. You ain't even drive it yet, you haven't seen it in person, you haven't sat in it yet, how do you know you don't want it? Yeah, you know what I'm saying, you know. Or if you look at a girl and you say, well, you know, you know she's too good for me, or something like that, or because she lives in this area, she's going to be too expensive, you didn't even talk to her yet. And so changing your mindset is really number one.
Speaker 2:Knowing what the fuck you want, yeah, and really for men, you know, to figure out what they want. They got to try different stuff. Agreed, you know, and that and number one. So that's, that's number one, because that opens your mindset up right there. Just me coming to Miami and seeing the beach, the water, the trees, you know, it's just, it instantly opened me up. You know, I'm instantly open. But you have to change your mindset so that way you can see the path, because the path is not always clear, but there is a path, but but yeah, you got to, you got to have, you got gotta have a big mindset and you just can't let your mouth limit you where did you uh acquire?
Speaker 2:your uh thinking from, because you know with um social media parenting coaching school um friends, you know, uh, whatever, whatever was around you don't that abundance isn't really like in that mix For sure. So it had to have been like individual books, some type of mentorship maybe a parent Like was there a moment that you can pinpoint?
Speaker 2:that you was like oh man, this is, I can't unsee this, can't unhear this. Yeah, I mean, bro, it goes back to the car dealership for me every time Because, you know, scott, he was bringing up. If he was reading a book, he was bringing it up in their sales meeting, gotcha, and one of the first books I remember Scott was one of those ones, yeah, scott was one of those ones, and I, to this day, to this day, I say yo, bro, I'm grateful for you. You know what I'm saying.
Speaker 2:But one of those books that he brought up was the Compound Effect and the Compound Effect is an amazing book, but I got a lot of this stuff from the dealership and all of that energy that I had in college. I was angry. I didn't realize I was angry, but at the car dealership they say yo, bro, so on. You need to control this shit. You know what I mean. You don't need to be upset, you don't need to yell. What you need to do is take all that energy that you have and control it, and controlling it is learning the way you speak.
Speaker 2:And one thing that he would say all the time is I only curse for effect. So if you hear me curse, it's only to make a boom instead of a pop.
Speaker 2:Yeah exactly, be cursed is only to make a boom. It's drama pop. Yeah, exactly, that's drama, that's drama and uh, but that's that's control, that's controlling, you know and um, but yeah, no, I learned a lot of this stuff from the car dealership and breaking it down from the different leaders at the car. So I mean, would you, would? You say, yeah, that being at the car dealership or I don't want because car dealership isn't realistic for everyone. Everyone's not. Like I said, it was that leadership. What do you think?
Speaker 1:if you think, oh, okay, would you agree that everyone should have some type of sales?
Speaker 2:training? Oh, absolutely okay. I think everybody should learn what they need to learn where they're at. You know, I think everybody, everybody gets on my nerves with this. They're like you know I think everybody, everybody gets on my nerves with this. They're like oh, I hate my job. It's like, bro, well, have you learned anything yet? You know, because your job, realistically, they're probably a multi, multi-million dollar company and you got some shit to learn. And so, you know, did you learn anything yet? Have you learned anything about their software? Are you? Have you figured out their lead system? I mean something you have to learn something there.
Speaker 1:There's something there, yeah.
Speaker 2:And then when you learn what you've learned, just like you said today, you know you got it. Now it's time to go. Yeah, you know, everybody has to do that and it's don't don't leave someplace too early. You know, before you got it all and, like I said, while I was there I just got it. All the relationships that I got, even through the customers Sometimes I wasn't getting anything, especially at the end of it, but through the customers that I got.
Speaker 2:One strategy that I pulled out is all the cars that I sold, and I sold like 200 cars a year. When I was there, I was able to go into the CRM, look up all the customers that I sold and export that data. So when I went full time, I was able to call all of those people that I sold before and let them know what I was doing. Now, you know, and what that taught me was I need to freaking have a CRM. You know what I'm saying. Like there's no. There's no way I can run a real estate business without keeping up with my leads for the people that I need to follow up with, for the people that I have sold or for the people that I want to sell in the future, you know? No, that's a good point, man, that's a good point.
Speaker 1:You're really talking about stuff that people don't want to do. You know what I'm saying? Like they don't want to sell. People are afraid to sell.
Speaker 2:They don't want to call people, they don't want to communicate. Well, that's a fact, but that's like that's all where the money's at that is you?
Speaker 2:know what I'm saying, so I like that a lot.
Speaker 2:So, being a father now, yeah, of six, absolutely. And a husband of how long? Nine years, nine years, what are like three things you can share with us that you've learned as a parent and then give us? Give us another three that you learned as a parent and then give us another three that you learned as a husband, as a parent, organized chaos is amazing. Don't see your life as like it's stuff here, it's stuff there, it's organized chaos.
Speaker 2:I know exactly what I want for all of my kids. I understand because I've spent time. I understand what they do and what they don't like. You know what I'm saying. And then I do my best to uh, encourage them in the things that they like you know, while exposing them to new things. Yeah, yeah, that's organized chaos. Yeah, you know what I mean. Um, you're not gonna have it all your way for the kids. They're not gonna have it all their way. But you can, you know. But you can draw like a dotted line, you know, because they are going to go off the path. But you can draw a dotted line that you can keep them on. And then also, you know big family vibes, bro, you know one thing that they told us at the dealership was when you create all of these bills, it makes a man out of you. Yeah, you know, it inspires you. So the kids have made my standards higher. You know my gas tank on E is just different than everybody else's E you know yeah, so it's, so it's okay, don't you know?
Speaker 2:instantly, when people look at my kids, they like, oh my God, I don't know how you do it. I know you got a weak mindset.
Speaker 1:What do you mean? What do you mean? And they're just projecting their current reality onto you.
Speaker 2:Exactly, exactly. And then, lastly, with the kids, like you know, allow them to be a part of your business. You know, just like I said, I'll put them on the direct mail signs. You know I tell them about my business because it honestly, like inspires them. You know, like my oldest freaking, she's like hey, dad, you know you think I can make some extra money if I clean one of your Airbnbs. Oh, yeah, let's go. I got a checkout tomorrow at three o'clock. You know, like, so you better be ready when I come home. It's three o'clock. We got to get it because we got another check in. You know, she's like I, dad, I'm going to be ready at 3 o'clock. So you've involved the family, made a family business, absolutely.
Speaker 2:It took my wife a while to want to get in. She was just so upset at me. My wife has been a stay-at-home mom for a long time so she was really upset with me when I left the dealership. But, like I told you, she sends gratitude messages all the time. Now, you know, after, she really understood, like you know, I love that, I need, I need, I need those. Yeah, I need those facts. Yeah.
Speaker 2:And then, as far as like lessons that I learned from just you know, being, you know, in real estate is, uh, well, marriage though, well, excuse me, marriage, um, oh, wow, lessons that I've learned from marriage is that one wife is better than five baby mamas.
Speaker 2:I mean, I can see that that's one thing I always preach, you know, uh, you know, like, if you was a man to have the baby, like bro, just that's your wife, bro, you know that's your wife and I don't care, I don't, I don't care how you look at it. You know your parents didn't choose you. You didn't choose your parent. You was able to deal with them. You can definitely have a little self-control and deal with her, you know, and because my wife, you know she gave me hell, but you know she looked up to it like, you know, she really looked up to me, her I've always been a worker like this, yeah, and so you know that attracted her to me and she was fucking pretty, had a nice ass, you know she'd take care of herself and she liked to clean up. That attracted me, yeah, and so sounds like we're attracted like I need one of those yeah, we're attracted.
Speaker 1:We're attracted. Where's the pretty nice ass like to clean up? Listen, there's a link below application. Let's get to it. Let's do it, you know what I'm saying.
Speaker 2:He needs it, you know. Um, second thing I learned from marriage is that, bro, like you know, you can have it all. You don't have to have this or that. Yeah, I like that, bro, you, you don't have that a lot, yeah, it doesn't have you saying that, yeah, it doesn't have to be either. Or like you can really, you can really have it all, you know. And because and I say that because she wants one thing and then I want another, see a lot of guys who are not ready to be a husband. They'll say, well, she just wants something different and we're just growing apart.
Speaker 1:Nah, nigga, y'all, just want one plus one. Now y'all got two.
Speaker 2:That's called a hundredfold, and so you got to be okay with wanting more, because when I want to go shopping, she wants to go shopping. That's not a bad thing we go shopping together. Now, of course, you need to have more money. That should inspire, not put you down. Yeah, facts, you know. Yeah, um, I thought about that. I thought about that when I moved out here. Yeah, because, um, not only did my rent double, yeah out here, but I still have la rent, absolutely you know what I'm saying.
Speaker 1:So it's like I'm paying three la rents yeah, like you know but I ain't, I ain't trip, I ain't bitch, I ain't like oh man like I gotta downsize.
Speaker 2:It's like nah, I'm gonna just make more money exactly you know, I'm saying it, just you know be more vertically integrated, hire more staff.
Speaker 1:Like you know, go crazy with the marketing, exactly no just just do more that's because it's abundance out here. Yeah, that's what I'm saying.
Speaker 2:That's what I require you to do more do more to receive more, bro, that's what men do, like you know, I hate these guys that get in, they just coddle. You know they just coddle and they curl up. I hate that. Like in the Bible, men were warriors. You know, when there were signs of like, you know, struggle or strain or threat, they got ready to sharpen the axes. It's so interesting, right with this, right here, right here.
Speaker 1:We're just saying it makes so much sense. But think about this the new Axis, the new fight, the new war, I'm ready. Is content, absolutely. Letting people know what you do Absolutely. You know what I'm saying Absolutely, like following up, following through, absolutely. So when someone's like yo, bro, before we might have had to been in the gladiator, yeah, situation where bloodshed, but you know you had to go get the food and you might not come back.
Speaker 2:Yeah, but also having a team, having some homies yeah, having some homies is way easier to go to war when you got homies, when you have a team. That's a fact and you know every person on your team. Don't look at it as like payroll. Look at it as like that person is gonna make me additional 50 000. Yeah, that person is gonna make me an additional 50 000. That guy's a shark. He's gonna make me additional 150 000. Yeah, 100, you know. And so when you have, you know, when you have a strategy and you got some homies- yeah oh it's game over, game over but it can only be game over.
Speaker 2:You have a mindset like that absolutely, you know so your vision definitely has to be bigger than your homies. Yeah, yeah, and your and your vision has to continue to be bigger than your home it has to be like that, stay within it.
Speaker 1:Yeah, it has to be like that. Yeah, um and again, like some people may be inspired, some people may see okay, cool, now I want to go to my next. Yep, but a lot of people, they just want a good, a good, comfortable situation, absolutely.
Speaker 2:But a good living, absolutely. You know what I'm saying, so you can provide that.
Speaker 1:They're going to be with you.
Speaker 2:Absolutely, and that's exactly why you need to get to the back and then also like what I really like is like investing in them, which is also like investing in your business.
Speaker 1:So let's say this new software, you get them certified.
Speaker 2:Absolutely.
Speaker 1:So now they got a new skill set, they might make a little bit more money, but that's going to bring you back more money.
Speaker 2:Exactly, you know what I'm saying, so you don't have to go, you don't got to go outside. You can say, hey, listen.
Speaker 1:So next month what I want to do is I'm going to pay for this certification. I want you to do it. X, so you can manage this new part.
Speaker 2:We're going to bring somebody on. Exactly, you know what I'm saying, so you can kind of lead that. Stop going to the conferences by yourself. Exactly, they're going to feel way more empowered as well. Yeah, exactly. No, I remember when I figured that out, it was actually the one that I I don't know. You know, christian Sharp got a sales training going on.
Speaker 2:If you guys hit these goals X, y, z by this time, I'm going to take all expense pays. All you got to pay for when you get there is your food. You know, and they hit the goal. I couldn't believe it. So $30,000 out the window.
Speaker 2:You know we was in LA, but no, you, the team means a lot, bro, really, really, the team, your team, will take you far and and I consistently invest in culture. You know, cause, you need that. You need that culture. People want to see you live in that life. You know they want to be inspired. That's what I love about the dealership. They wanted everybody to drive a BMW. You know they wanted everybody to drive a BMW. Cause that inspired the culture, not just you, but it inspired the culture at the spot.
Speaker 2:Yeah, invest in that culture. Take everybody out on Friday nights when they hit their goals, you know, have the game night at your house, you know, so they can see how you live in. You know, and want to get further and then spend, you know, spend time individually, you know, with the team members. So I take Iz out to lunch, or I take some of my contractors out to lunch, or my contractors just be on the job, and it'll be a Friday and I'll bring them a little 12 pack. That's what it takes, yo guys.
Speaker 2:If you guys are getting something out of this podcast right here, then real estate is for you. It has absolutely changed my life and if you want to learn how you can implement this and dominate your market, so that way you can buy real estate to replace your nine to five income, so that way you can not have the clock in when you want, not have to request off, and absolutely buy back your time so you can do the things that you want with who you want when you want to do it. I'm going to leave a little link below so that way you can actually join us every Sunday so you can start learning these things. Actually join us every Sunday so you can start learning these things, even if you're not necessarily ready to buy right now. What you know will change, and that will allow you to do different things.
Speaker 1:So before we, before we get out of here I want to, I want to ask you two things back on the real estate side, because I want to really help somebody.
Speaker 2:Yeah.
Speaker 1:So if they made it this far in the video, they already got some help. But I want, I don't want, to make it real. So two scenarios Someone right now. They got good credit. Okay, they got a good job.
Speaker 2:Nice, right, they want something. They don't know what they want. Nice, they're watching the pod.
Speaker 1:They can probably partner with you on something.
Speaker 2:Yeah.
Speaker 1:How would you help somebody that's in a good position?
Speaker 2:You know, maybe they got a decent risk tolerance but they got good credit, they got access to a little bit of money. Nice job. How can they Okay so?
Speaker 2:for somebody yeah, for somebody that has a good W-2 job and they have decent credit, then automatically I'm telling that person to get pre-qualified for a loan. Okay, now, depending on what they want to do, that's going to depend on when you get pre-qualified. So let's say, if they want to get a personal house, then you get pre-qualified first. You know, if you want an investment property, forget getting pre-qualified, Just go out and find your mortgage broker that actually, you know can get you done. You know. So you're looking for a mortgage broker that has access to debt service coverage ratio loans. You want to get connected to a mortgage broker that knows how to look at cash on cash returns. You want to get a mortgage broker that's working with at least 10 investor-friendly banks, or maybe they even got private money guys and they're lending out their 401ks and that kind of thing.
Speaker 2:Or you want to go to a local business bank. You know, go to a local business bank, a business bank that has 20 branches or less. You know what I mean. Like 10 million in deposits or less. And because and I say that because if you go, when you go to these local small banks, you know, when you go to deposit $10,000, they get opportunity to lend $100,000, you know.
Speaker 2:So a bank of america, when you deposit ten thousand, it doesn't do anything for them there's, you have no pull at all, you know. But for my, you know, for my banks, you know, like I just told you, you know about the tractor, yeah, you know, they see me bringing it, they see my rents come in, they see sixty thousand dollars of rents coming in. So if I tell them that I need a loan for seventy thousand dollars to buy a tractor, they say hey, all, hey, no problem, siwan, you know, it's all good. No, forget pulling credit. Yeah, it's good, just send me the invoice, you know. Or when it comes to buying the house, and I say, hey, I got a new house on the contract, yeah, no problem.
Speaker 2:Siwan. It's good Because they need those deposits coming in their account so they can do more business. Exactly, and most people are not bringing in $100,000. So if you can get a couple of rental properties, hey you're great. So that's where, me personally, I suggest that you get a loan if you got great credit and, like I said, it just depends on what kind of deal you want to do. If you want to do an investment deal, awesome Debt service coverage ratio loans are like amazingly great. Essentially, all the bank wants to see is at least 30 percent equity, and then they want to see that the rents cover the mortgage plus 25 percent to 125.
Speaker 2:For $100,000, that house needs to be rented out for, let's say, the mortgage is $750,000. The house needs to rent out for at least $1,000. I'm trying to keep the math easy. If you got a mortgage of $750,000 and the rent is $1,000, they don't need to pull no credit. They'll refinance that. They'll finance that property Extremely. That easy, don't make it difficult at all. Second scenario yeah, bad credit. Yep, can't get approved for a loan, yep, and what a felony, not because guys get out of jail.
Speaker 1:They need OK cool.
Speaker 2:So felony, bad credit and no access to capital, absolutely, how can they get a property? So you're going to go. You're going to go direct the seller, creative, ok, you're going to go direct to seller creative. So, direct to seller, you're looking for people who have a financial issue, you know, or the house has or has a physical has a physical damage, and your and your acquisition strategies are going to be a if the house is paid off, they're going to take their profits and payments, or B if there's a mortgage on it, then you're going to take over their mortgage.
Speaker 2:Okay, so let's say, I like, I like a person with pretty houses. You know what I mean. You know, like my house that I live in. You know it's a 6,000 square foot house. We sit on 22 acres. You know, it was paid off when I bought it, you know, and since it was paid off, I said, hey, great, look, you know how much do you want? He said, well, you know, I want like 1.4. I got them down to 1.25. So I said, great, I'll do 1.25. And you know, and I'll give you, I'll give you $50,000 down. We end up coming to an agreement at $90,000 down. Ok, now this is a bigger deal, so just bear with me here. But essentially, with the $90,000 down, he moves from the ownership position to the mortgage position, okay. And I was like, okay, great, that's awesome. Now I have monthly payments on that particular property. I haven't closed on it yet, but I got a deal is on a purchase agreement. I have control. I got 60 days to close on it. I got 60 days to come up with the 90 grand.
Speaker 2:So if I were to rent the property because I thought about doing that first I started marketing it out to people as rent to own. You know. So there's guys that have businesses and, for whatever reason, on their taxes, they didn't pay any taxes last year. They're not going to be able to get a loan, but they got the down payment money. Yeah, you know what I'm saying. Or for these guys you know that got money but don't have a job, you know they want nice houses too, and so I started marketing the property on my websites and online and I did end up getting one of my investor friends. He's like yo, bro, I'll buy this joint for you, I'll put down $120,000 down. And so you could.
Speaker 2:If you were able to get a property on a contract like this, where the seller agrees to terms, you could arbitrage the sale.
Speaker 2:A you could assign the contract, so just give up your rights to the contract and sell to them. Or B you can stay in control. So me personally, I like to stay in control and sell it on a lease option. You know, take their down payment as an option fee, they rent the property and you give them x amount of time to get their loan, gotcha, you know. So that way they're responsible for the maintenance. You're just getting the cash flow and you still owning, you have the, you still own the property, your name is on the deed. And then, of course, if they don't fulfill in in 24 or 36 months, whatever you guys agree to then amen, you just move them out, traditional eviction and do it again. You know, um, but uh, but there's, there's so many ways it's going to get. Yeah, I like that. But honestly, that strategy right there, taking over mortgages and having sellers take profits over time, I mean it's so powerful, it's crazy and unfortunately, people are just doing it right in your backyard and you don't even know it.
Speaker 1:Yeah.
Speaker 2:You don't even know it. You don't even know it. Like you know. Whenever I tell, like you know older white males about it, they'll say, oh yeah, I sold the house. Like that I've been getting payments for 10 years. But when I tell, like some of my family members that, or some of my friends that you know from back home, they're like, oh, you can't do that and so it's just like that. One strategy, those two strategies, I mean. I remember there was just like three months I picked up 14 houses, all seller financing. I sold all of them rent to own, you know. So now it's 14 rental properties. Like I said, I collected $10,000 on each one you know, that's a buck 40 right there.
Speaker 2:Yeah, exactly. So in a matter of three months you know 14 properties. Let's just say the net cash flow is 350. Boom, I mean most people's monthly payments is covered, yeah, 100%. And so with one strategy, I mean, you can change your life realistically. So this has been great, bro.
Speaker 2:Yeah, this has been great, I think, especially with the way you kind of painted some of these examples and we put like real people scenarios in the driver's seat so they can kind of get like a real perspective and kind of envision themselves to taking one of these opportunities and utilize one of these strategies. And someone was like man, this is all I needed to see. I'm inspired, Absolutely.
Speaker 1:I'm looking to do something. How can somebody get with you, work with you, so they can close?
Speaker 2:a deal like this Absolutely, or learn Absolutely. No, I honestly think the best value that I have right now is our weekly coaching calls. Every Sunday, myself and all of our students and mentees we jump on a call via Zoom so you can be at home at 9 pm and you know. First of all, we congratulate everybody that had success. Either they got a deal on a contract, collected EMD, you know, had a closing or something else, but then we also deep dive a topic inside of real estate and then at the end of the call, we give instruction for the week. So you start the week off with doing something we just talked about you know what I mean and then you use that instruction and you implement it and then next week we come and talk about it.
Speaker 2:So if you get a seller that gave you a commitment, now you got a group of people to talk to to say, yo, is that the right offer? You got to deal on the contract? Yo, this is the exit strategy I will go to. Or, you know, a lot of times I just be like yo, this is my banker, here you go, you know, you just use him to finance it. Yeah, you know. Or a lot of times I'll have one of my private money guys it's just private individuals has landed their own 401k money or liquid cash. I have them on the call to talk about. You know why he lends, you know, but I personally love that. So if you guys want to be a part of you know that kind of thing, then you can just reach out to me at. This Is Me Taking Action on IG. This Is Me Taking Action.
Speaker 1:Yep, this Is Me Taking. Action Is action spelled a funky way or regular, no, no, okay, we don't put it here anyway.
Speaker 2:Yeah, just this Is Me Taking Action, yeah, and just you know, just shoot me a link, I'm in and I'll shoot you the link so you guys can join. But honestly, I think that's the best value, because you need people to talk to. If I would have been talking to my wife about this kind of stuff, I would have never got anywhere, because she just can't relate. If I would have been talking to my dad or any of my family members a lot of my family members don't even own houses. You need like-minded individuals.
Speaker 2:You do you need like-minded individuals that can say yo bro, I just picked up 14 houses and it's just like dang. You know that inspires you. Alright, bro, this has been great. Bro, this has been dope. Make sure you guys check out. This Is Me Taking Action, Absolutely On Instagram. Shout out to this guy right here. You know what I'm saying.
Speaker 1:Really gave you a lot of game today, Helping you build your net worth through real estate and creatively purchase and acquire real estate assets. Make sure you guys follow him. And thanks a lot for checking out another episode of the podcast, outro Music.