Welcome to the making of a DM Ma, creative deal making 101, we're going to go way back. I'm talking way, way 1996 back two days after I graduated high school. I'm gonna share some deep stories with you, and I'm going to unveil the real truth about the ultimate creative deal making process. So what that said? Let's get started to discover freedom. There ain't no question. Mark Evans, when he's stepping the dial, he's closing deals. I'm gonna tell him what the DM stand for. I'm a deal maker, a deal maker, but I'm not just a deal maker, dream maker.
0:54 Hey there. It's your boy, Mark. Evans, D, M, welcome to another making of the DM podcast show that's right, you are the deal maker and dream maker of your life. We're going to talk about a lot of deals today, so I hope you're ready. Maybe even a pen and paper might be useful for today. This is definitely a show to listen to multiple times. I just want to say thank you guys so much for making the show a huge success. It just keeps getting better and better every day. So thank you for sharing. It's the best way you could help me out. I don't need anything from you, but a share. Share it to your friends, share it on your social media. Let someone know you're thinking about them by sharing the show and leaving a five star review, or whatever platform you listen to. Super excited to talk about today. There's a lot of good people that I see out there that might be confused as to what a real deal making person looks like, even though you might be doing deals or not. But I just wanted to share some different deals with you about creative deal making. Yes, creative deal making, and I want to set the stage as I'm sitting here at the house, here in Ohio, in the theater room actually might sound a little different, because a little different, because a little bit of audible, like the audio, it's like a little bit for the theater, sounds pretty cool. But I was writing down some different types of deals by being creative over the years. And in 1996 I just graduated high school, is living with my parents, and I knew I didn't want to work for anybody. I had no clue what I was going to do, how I was going to do it. I just knew that I'm not working for anybody. And every day on the way to school on High Street, there was a huge 1978 Ford e3 50 truck. It said rainbow spouting.
It was just sitting there, sit there for like, eight months. It did not move once started getting the grass around, you know, the real high grass and all that. So two days after high school, actually, one day after high school, I stopped at the guy's house. His name was Larry. Larry's no longer with us. Rest in peace, right? I stopped and said, Hey, Rainbow spouting, is that company for sale? If so, my uncle's interested. Now, keep in mind, I lived with my parents. I have no clue what this guy's about to say. My uncle doesn't have any money. He's not even interested. I didn't even talk to them about it, but I felt like no one would ever talk to a kid. Ie me. He said, Actually I am. I was in a bad car wreck. I can't climb a ladder ever again, and this business obviously requires ladders non stop. The phone rings off the hook. I've owned the business for like, 17 years, and I just can't service anybody. So I hate to see it set. Oh, my God. Okay, how much you want for it? He said $50,000 now, instead of me going home and moping and crying around and I don't have 50 grand, I did not have 50 grand. I did not know, but my mind started to think, why is the seller. Selling. This is called motivation. And as an 18 year old kid me, this is what I was thinking. I have no money, or very little. I'd like $1,200 saved up. I had to go back to him. 50 grand is not even in the row I like. I don't have access to 50 grand. No one I know in my life, had access to $50,000 so I went back the next day and said, Listen, my Uncle's not interested, but I am, and I don't think it's worth 20 I don't think it's worth $50,000 what's your best price? Larry, he's like, listen, $25,000 and it's yours. And I said, I'll take it, if you'll, Owner, finance it now, keep mine. I'm talking out of my ass. I have no clue what I'm doing right now. He said, Okay, well, how much can you put down? And I said, All I got is $1,000 to put down and finance me over five years, it was like $287.44 if i. Remember correctly for five years that's like 6% interest, or whatever the interest was back then. And he looked at me, and he said, What do you know about gutters? I said, All I know is water runs downhill. And we both started laughing, and he shook my hand. He's like, listen, you're going to do great with this business. He went and got the keys to the truck. I pulled my truck up. We jumped it because it's been dead. It was dead. I started this thing up. I keep mine. I live in a small town, so he kind of knew, like small town stuff. I give him. I went home to my mom and dad said, hey, you know, I'm buying this company. They're like, What are you talking about? And I took him $1,000 we had a one page document. Said, I Mark Evans promised to pay Larry $24,000 over five years at whatever percent at this amount of money. That was it. Sign the documents. And I was in business. And a lot of you, depending what age you are, might not even know this, but like the old days, you didn't have cell phones ringing in. You didn't have call centers ringing in, like we had phones hooked up at the house.
So I had, the next day I was admin, I was calling the phone companies to install a phone up in my bedroom at my mom and dad's house to take the calls, because he had two phone numbers ringing into this thing. And literally, while I was at his house, these phones are ringing like crazy. It was amazing. So instantly I was in business because I did a creative deal. And most importantly, Larry did a creative deal. But the real reason the deal worked is because Larry was super motivated. He thought what once used to be an asset, meaning making him money now has become a liability. And he's very smart to recognize, the longer this business sits, the less valuable it becomes. Maybe I overpaid, maybe I underpaid, but you know what? I showed up, I had a conversation, and we closed the deal. So many people are focused on the wrong things trying to figure out the right number all the time that they never make a number and say it out loud and never do a deal, and then they're a victim to the system, and they just don't understand why it doesn't work for them. And the truth is, I got that, and that started my journey. I knew construction. That's how I grew up small town Ohio. You do construction. That's just what guys do, farm work and construction, maybe some ladies as well. But when I got that gutter company, I literally, it was me. I think I hired my buddy Ryan back then, and we went to work the next day. I mean, literally, the phones are ringing, all the new builders, all the prop. I mean, it was insane. I had no clue what I was doing. My schedule was like this every day, 4am to 11pm 4am I got to the garage, my dad's garage. I'd have the gutter material, coil stock.
I'd have the truck in there. I'd be oiling the machine, making sure the wheels are spinning correctly and ready to roll. I spent countless hours getting the truck ready before the guy showed up, Ryan showed up, and I took off to the job site. We'd usually leave at six, 630 because we're heading out 45 minutes, an hour away. Keep mine in a 1978 e3 50 truck. You're going 55 max. So everything takes a little longer to get there, and I'm telling you this because if I at an 18 year old kid, can do it, what's stopping you? I'm just trying to share creative ideas, Creative Conversations. I had to create a story. Maybe that's at least the story I created myself to enter the conversation with Larry. I didn't think he would believe me, but the truth is, if I looking back, it had nothing to do about me. It was about him, the seller. The situation. Some money's better than no money. He literally just made $1,000 that day, and $287 a month on autopilot for five years just by putting a deal together. Either that or has costed him money for insurance, phone lines, storage for all the material and all that. So cost him money, so he came out ahead as well. That's a win, win deal. Do you understand how this game works with creative deals. That was buying a business. And I've bought many businesses creatively. I've sold many businesses creatively. Pretty much 80% of businesses get bought and sold or done creatively. There's some sort of owner financing or there's always creative options inside of deals. Pretty much the majority. I want to share with you another cool story. I was at, I was not a realtor, but I I went to a real estate broker ball, and my buddy was getting an award. And I was like, Yeah, I'll go there and support you. Whatever cool give me a reason to break out my $100 JC Penny suit. Now keep in mind, I'm. I was doing gutters. I was transitioning into real estate investing at that time, so like, six months into it, I was still 18 years old, and probably 19 ish actually, by the time this happened.
And I remember going to this ball, and he got the award, like, you know, biggest, most profitable guy. And I'm sitting at his table. There's 10 people at the table total, and I'm like, yo, what, like, what are you doing? His name's Darren, by the way. I'm like, Darren, what is your biggest problem? What's your biggest headache in your life? He's like, Man, I'm just trying to grow my real estate company, and I bought some investment properties, and it's a pain in my ass. I'm like, Tell me more. This is at a real estate broker ball, talking to a real estate broker slash agent. And I'm like, Well, what's going on? He's like, Dude, I have properties that need work. I don't have time to source the labors. I don't have time to do the work.
10:56 He's overwhelmed. He was a realtor, broker, building a team. He's focused on what's working. And he's like, I bought these four years ago, tenants of transition. I just don't want to deal with it. And I'm like, okay, and I jokingly said this, and I'm dead serious. I said, Darren, how much are you going to pay me to take these things off your take these things off your plate? He said, Dude, if someone took these things off my plate, I'd give you 15 grand a day. Got me interested. I was like, Give me the address. It was in Hillyard, Ohio. I went to the property. I looked around as about $15,000 in work, new kitchen, new floors, paint, basic stuff. I was like, What's your mortgage? He told me, how much do you owe? What's your payments? All that good stuff. I was like, I want six months of no payments, $15,000 upfront cash. Here's what I'll pay, and I'll take it over tonight. This was the next day, by the way, because I had to go make sure the property understood, like, like, how much work really needed to be done. I did that deal, and within four months, had a spread of over $40,000 I had zero cash, zero credit. All it took was a conversation with a motivated individual. Now what I did have is a relationship with this individual, knowing that if I said I was going to do it, I would do it and I got the job done. Could you do this deal and get a better price if you had cash? Absolutely I didn't have cash lying around. It was like $120,000 house. I didn't have it, so I assumed his mortgage, meaning I just it was like owner finance rent to own sub two, whatever you want to call it. I took over 650 a month, but I had six months of no payments, right?
So he's paying the payments. We have a basic contract, $15,000 today I take it over, which allowed me to go buy and buy all the material and source some labors. And with the three or four months, a $40,000 spread. So when you see these people talk about no money down deals or get paid to buy property, this is what they're talking about. Now I want to step back, because you might be thinking, why would he do this? He's a real estate agent. Why not just list it well, because that requires him to do the work. He's already frustrated and done with it. He's already wrote it off. This is where most people mess up. You think it's about the money. That's all you think about. Well, if it's such a good deal, why wouldn't he blah blah blah blah, blah, blah blah. Well, it's not about a good deal or bad deal. It's about timing, about trusting the person you're talking to make sure they can actually execute what they say they're going to do. And can this guy take this off my plate? I'm busy, so he's growing his brokerage, his time and energy, mental energy, needs to be spent on what he knows working. He's crushing it. He loves it. And he went and did that. And him and I did multiple deals like this. Over three years, he had a bunch of properties. I didn't even know it was like 12 or 13 properties that he paid me pretty much on, every single one to take off his hands. Every time a tenant moved out, he was calling me up. Hey, you got time to do another one? And it'd be anywhere from 5000 to $25,000 he'd give me think about this. You know, you're looking at your numbers.
A lot of you guys are so focused on, well, it's not at 70 cents on the dollar. Well, does it have to be, if you're getting paid 15 grand up front? Does it have to be? Have no payments for six months. Does it have to be if you're just it's your first deal. Now, I'm not saying you shouldn't like try to get some decent numbers, but a $40,000 spread, I actually this was at like 75 ish percent, LTV back then, 40k spread, I thought I was only gonna make 20 ish and I was willing to do the deal. I just wanted to get in the game. I wanted to do the deal. I just tossed that as a joke. How much are you willing to pay me to take this off your hands? Darren, and he said a number. I could have probably negotiated it up higher. But I was in shock that he was going to pay me to take his house shock, but I wasn't surprised, because all you got to do is ask. All I could say is, dude, are you crazy? This thing's worth $120,000
16:01 I'm going to sell to you for 50 or whatever you got to reframe, retrain your mind. The truth is, my goal is to deprogram you and then reprogram you with good data. I could go on and on and on with different types of deals like this. I mean, hundreds and hundreds of them. This is just me, not counting all my buddies and people I've worked with over the years. Had a cool call today. Guy calls me. He's like, dude, I'm getting ready to do a life changing deal. I love hearing that, by the way. I'm like, Tell me more. He's like, I got a small apartment complex I'm getting for X amount per door, and I'm gonna sell it for X, X amount per door, wholesale, slash same day closing, depending how he structures it. I was like, That's awesome, man. What are you gonna make on a deal like that? He said, about $480,000 you dollars. Let me ask you a question, what would $480,000 do to your life right now? This is one deal, zero cash out of his pocket, zero. What he did have is he had someone that knew he was a buyer to this motivated seller, and they hooked each other up. He said, Hey, seller, you need to know this buyer. He might be interested. And you ask, why is the seller selling it? If there's so much opportunity? Well, it's a small apartment complex. The sellers moved on the bigger stuff. This is something that's been in his portfolio for multiple years, and he's taken his eye off the ball, as we all have, by the way, if you've ever done any kind of real estate or business, this tends to happen as you scale with the smaller stuff, and the property managers are stealing from him blindly. So he doesn't want to deal with it. So instead of dealing with it, he just says, liquidate it. Let's take the loss or break even, or whatever his numbers are. Who knows? Here's what I want for it. Let's just move it off the books. See, the problem is, you try to understand why someone in their right mind would do it, because you're making it all about the money.
Let me give you an example about this. You ever buy something spent, let's call it a bicycle, and you spend like, $300 for him. You have great intentions. You went to the store, you looked at it, you're like, that's the one. Or even for your kids, for example, you maybe rode it three times, if that, or however many times, and then you're looking in your garage, your spouse is on your ass, like, we need this garage cleaned out. I need space. You don't even ride the bike. It's just hanging on the wall. And you have this thing called the Garage Sale, if you even make it that far, and you're selling the bike now for $10 or $25 but you paid 300 for it. Why would you ever sell a $300 bike for $25 because $25 is better than zero. You've done wrote it off. You've done paid for it. You're not using it. It's taking up space. That's your motivation. This happens all the time in real estate. I've had real estate where I don't even know I own it. True story, not trying to share this to impress but to impress upon I don't know I own it. We bought it in a package deal, or whatever happens one of my team members or I dropped the ball somewhere, and then the lawyer gets a letter says, hey, you know you have overgrown grass on XYZ property. It's like shit. I didn't even know I owned it. That's a true story. It's happened multiple times over the years. Keep in mind, I've been doing real estate full time for 28 and a half years, so it's. Going to happen with volume, but this individual seller, he's just done, and what's cool is he selling for a million. Let's say my buddy's gonna get 1.4 8 million, and the buyer's actually getting a $2 million asset. So he gets a great deal. My buddy makes about half a million dollars in a day, and the seller gets what he wants. It's called a win, win win deal.
I recommend a double closing on this particular deal. Why? Well, because the person that's going to buy the property doesn't see how much you make. The truth is, it shouldn't matter how much you make. If it's a great deal for the buyer, it's a great deal period. However, psychology could prove me wrong. A lot of people don't think like that. Unfortunately, they're always worried about what everyone else gets, not what they get. But in this particular situation, I said, just simply close the deal. There's a couple ways to close it. Close it in an IRA, because they could contract it in the IRA, right? Put $500 down, you know, earnest money, and then when the deal closes, that money could move into this Ira tax for your tax deferred, depending what environment and or just take the big wind and pay short term capital gain tax because you only own it for a day. There's a lot of ways to do it. I'm not giving financial consulting, consultant, attorney, consult a tax advisor or whatever, but there's a lot of ways to do this one, but let's say he has to come up with a million dollars on this deal, which is about the number he has to come up with 1.2 I think you might be thinking, Well, dude, I don't have $1.2 million mark to make 500 grand, okay, but you have a $500,000 spread to go source, $1.2 million you could find an individual. Let me give you an example. You an example. You can find an individual like me that may have that of access to money, and I want 20, 3040, 50% of the profits. Would you rather make 250, with no money down? Would you rather make zero with zero down? Because if you don't close the deal, you don't make money and or you could find same day closing money on a deal like that. It might cost you anywhere from 30 to $100,000 for one day, but mark the interest rate is going down.
Well, that's called consumer mindset. Investors don't worry about the percentage, they worry about the deal, and they worry about what they're earning and how the deal works, period. They're not trying to nickel and dime every deal. And by the way, the investors that do well, they don't do a lot of deals, and they're stressed out all the time, every time the interest rate goes up or down. But you could find someone to give you $1.2 million and when I say give to you, literally, the buyers on this particular deal, their cash would already be a title company. You'd get a thumbs up from the title company guy and say, Hey, thumbs up. Deals ready to close. And then then I send them 1.2 million in and then that buys the property, and then they sell the property immediately. Right after that, it's a chain of title, boom, boom, boom, it's closed. And then the same day, typically, or the next day at the latest, they send me my wire back with the profits that you and I dictated on how much we're going to earn together. You get your money, I get my money, all you did is was a conduit of opportunity. You found the deal. You negotiated the deal. You found a buyer, you negotiated the buyer, and you found a guy like me that has money. And you negotiate a deal with the money, and you put all three of these pieces together, and you make anywhere from $500,000 and below, maybe 250 maybe 400 maybe 450 I don't know it changes for every deal, but either way, that is a deal this individual, my buddy, will make. He will source the money. He doesn't have this kind of money lying around. He will source the money. He'll pay probably 50 to $100,000 for the money for one day to a money guy or a gal, and he will literally make $450,000 give or take, by simply sourcing these pieces together, No cash, no credit checks, simply organizing and structuring of the deal. He knows the seller's motivation. The buyers are getting a great deal. By the way, buyers motivation is a great deal and a hard market, right?
Give me a great ROI. Here's what I'm looking for. I would need a great upside. I have the capital I'm looking to deploy. So he puts it out there and he gets it rolling. That's. How this game works. Again, I can't stress this enough understand the seller's true motivation as I built my company up over the years. In the real estate space, there's a lot of things you need to know about real estate, but the only thing that mattered to me, and you can ask all my team members over the years, what's the number one reason they're selling for? If I know the reason, I know what we got to do on the structure, like, for example, if they say, well, I need all cash. I need to close today. Okay, cool. How much you want? That typically means they want full price offer and above. And they're not negotiating. They're just done. Next could be well, I inherited the property I live in California, the properties in Columbus, Ohio. My mom and dad bought this house 13 years ago. It was a rental. I don't want to be a landlord. I don't want to ever come to Columbus, Ohio. I didn't know my mom and dad had the property. I don't even know what it's worth. I've never been there. I don't know what it looks like. I just don't want to deal with it.
26:12 Can you help me? Ding, ding, ding, ding, ding, ding, ding, yes, we can. That's an easy one to help. And this is going on every day, all the time. You just have to have conversations with people. Let's talk about pain points. Maybe their business is fluttering. So let's picture this. They have a business generating a million dollars a year. They have a couple employees. They still work in the business. They're netting about 150 to 200,000 a year, decent life for a hard working person. And over the years, they've accumulated a little bit of money. And they bought a rental property for $100,000 they put the normal 20% down. They did all the right things. They put a good tenant in. They had a great property manager for a while, and then three years later, now, all of a sudden, the properties tore up. The tenants moved out and or hasn't moved out. Property Manager got fired. Properties eight hours away, the city's on your ass to get it cleaned up. Overgrown grass finds you know, the the garage door is broken in the back, the growth looks like crap. I mean, all these things start happening. So you're trying to focus on running your business. Your business is getting beat up now. You're getting beat up over here on the single family house, a rental that you thought like, I'm gonna just do this and it's gonna make all this money. And then you get a card in the mail from me, or you online searching, sell my house fast, or whatever you're searching.
And then we talk, then I understand your situation. An individual like that, yes, they want the money. Everyone always wants the money, by the way, but they also know what they really want is the headache gone, the money's already gone, but the headache is still there. But if the money's already gone and you can solve the problem and get the headache off there, there's creative opportunities in that entire conversation. Once you understand why they're selling, start talking to that too many people are so focused on the dollars that they never listen to the seller. The seller does the deal with you, not the property and not the business. By the way, everything I'm sharing with you works in business, buying and selling and works in real estate, buying and selling. It works in both categories. Sellers sell to you, not the thing. The house has no emotions. It doesn't sell deal. The business has no emotions. It doesn't sell to you. The seller has a lot of stuff going on, and if you did a good job listening to them and guiding them and helping them, getting them comfortable with you give them a clear plan of execution. You can write as many checks as you want, because the problem is that asset these individuals bought as an asset that day has now become a massive liability. Like I said, the tenants not paying. The city beating them up. They have, you know, they have a mortgage due every month.
They have utilities due every month. The property is grass is getting overgrown. There's no money coming in. I mean, it just, it's very tough. If you've never been that situation, which I have, by the way, I've been a motivated seller many times over, and I'll be a motivated seller in the future, I'm sure, because as you're growing, you outgrow certain environments. I've bought, I bought a property for $1 my son did in his IRA, $1 total amount. The guy paid 15 or 18 grand for. Right this in Columbus, Ohio, true story. He paid 15 or 18 grand for it, and he just was not having good success with property, tenants, managers, etc. And I started talking to him, and I was like, Dude, my son will give you $1 in his IRA. Get it off your plate. Get the liability off your and this guy has a lot of money. He was just buying it to play around and see if he wanted to do real estate. Problem is he chose the wrong category of asset. Maybe he should have went a class, not D class, because this is definitely D class asset. So my son bought it for $1 in his IRA, and then that deal ultimately got cleaned up, fixed up. There's money had to be put into and a lot of work, but it ended up selling, probably for like 38 or 42,000 I can't remember exact numbers, but that's how this stuff works. Understand why they're selling. Take the risk off their plate. Take the liability off their plate. Solve their problem. Again, it's not always just the money. I could beat this in your head a million times, but you always think it's about the money, the money, the money, money, the money.
No, it's about the money to you, to the person that you're trying to buy from. It might not be the money, and you don't know that until you have a conversation with them. Yes, they'll always talk about the money, because the money is important. Don't act like it's not important. But it's not the only thing to get the deal to the finish line. I've had many deals I've done that actually got paid less because I believe the buyer was going to perform better than the person willing to pay more. It was about the convenience. It was about the confidence. It was about getting it off my plate so I can focus on what I was doing and work and make more money. Is this resonating with you? Does this make sense? I could go on and on and on with case studies of how these deals work. I wrote a book about it called one buck deals for God's sakes. I meant these cops in Columbus, Ohio. I understood why they were selling, how they needed to sell because they didn't want to pay short term capital gains taxes. Let's say, for example, for easy, they would buy $100,000 house for 50,000 they'd refinance with a bank for 75,000 so they'd pull out 25,000 net, cash, tax free, because it's borrowed money, and then they'd sell that $75,000 house to me for $1 owner financing, but I could not pay it off for the first two years. Why? They did not want to get caught up on short term capital gains tax issues. So in a two year minimum payback, like two two year minimum, I can't pay them back in full. I can't sell it or whatever, pay it back in full. But what I did is I tied up for $1 and I'd go sell it for 15,000 down to a retail home buyer, first time home buyer, they could pull money from their 401 K, by the way, if it's their first time home buyer, and check out the rules for that. Because it's not first time home buyer ever. It's first time home buyer. I believe it's like three years, five years since they haven't owned a house, it was a $15,000 rip, just by knowing this stuff exists, $1 down, understand the seller's motivation, understand the buyer's motivation.
Put the two pieces together, No cash, no credit. What kind of $1 down? But if you don't have $1 I can't help you. Put the deal together and made $15,000 I wrote about that book, and like I said, one buck deals you can get on Amazon. I wrote about these deals changed my life. I didn't even know what I was doing, but when I saw that $15,000 check is the biggest amount of money ever seen in my life, at one time, I was like, holy cow, if I can do this and not know what I'm doing, what could I do if I actually learn and know more? But I was always, I always understood motivation. Understanding sellers why they're selling is so important. Because I was selling jobs, right? Keep mine. I was still doing gutters. I was still doing garage doors. I still don't siding in Windows. When all this was going on initially, it's just like, reverse that when I went to go sell, you know, siding, windows and gutters. Hey, Nancy, what's going on? Oh my gosh, you're the first guy that showed up. I've called 10 people. Ching, this is a done deal. Price it right. Be honest. Give her a good number. This job is yours, Mark. I'd measure the job up. I'd go to my 1987 Chevy C 10 truck, and I'd write up the thing on, you know, I don't know if you've ever again. Lot of people don't even know what talking about. But on this you literally had three sheets of paper. It was carbon copy, I believe, where you'd write on the top one, and it would like carry over to the yellow and the purple, right? So it was white, yellow, purple, and had carbon in between it. And I would write really hard. I'd give her a thing. Hey, looks like we're about $18,500 based off of per square siding, how many windows you got and how many feet of gutter you got, and down spouts. And I'd make $6,000 on that deal. I knew her motivation. Her motivation. I want to get the job done. I knew her stress. I've called 10 people. No one showed up. I'm stressed. I don't have time for this shit. It's a professional person. Give a good price. She already in her head. She already has a number you talk about that you know, Nancy just just out of curiosity, how much do you think siding, windows and gutters are going to cost for what you're trying to accomplish here? If she says $2,000 Nancy, I can't help you, but if she says probably around 20 to $30,000 yeah, you're probably right. Are you looking to finance that or pay cash?
36:14 Oh, no. I you know, I've been saving up for three years to do this. Okay, cool. Is there anything preventing you from wanting to do this job. If I come in competitive today, I'm just wondering. I'm curious. I'm asking questions. And you don't like hammering with these questions. This is done through conversation while you're walking around the property, while I was sitting across from Darren at the 10 person seat at the the ball where he just received this amazing certificate when I'm hanging out talking to Larry in his front yard, and I'm an 18 year old punk with, you know, Wrangler Jeans from Kmart and a $5 t shirt for Kmart and voit tennis shoes from Kmart, talking to him about buying a company. I had no goddamn clue what I was doing, but I knew I showed up and I was ready to execute and get the job done. Why? Because I wasn't afraid to fail. Worst case scenario, I meet a good person, and now I know someone that has access to a deal, and I don't I don't want it, or I can't afford it, or I can't do it, but now I know it exists. So if I run into someone that has money that's looking for that kind of opportunity. Now I figure out how to get my way in the middle of the deal and make some money by simply connecting the dots. And that's the beautiful thing about creative financing. This is what makes you a deal maker and dream maker. Darren did multiple deals with me. Larry was an awesome guy, paid him off, told everybody what we did. It was awesome. Mick and Sonny did lots and lots of deals with those guys. She still talked to him once in a while. They do a lot of charity stuff. Now, these are long term opportunities. Don't think it's just about the money you're losing so many good deals because you're so worried about the money, stupid, it doesn't help you and it doesn't help them. No one wins if you don't step your game up. Learn creative financing. Learn creative deal making, understand people will pay you to take their headaches away from you. Would you? I want you to think about this. What is your biggest headache in your business? What's your biggest headache in your life right now?
38:34 Are you willing to pay to solve it? Yes or no, the answer is always yes, solve my problems. Take my money. It might be $3 mine might be 300 someone might be 300,000 someone might be 3 million, someone might be 30. We all have problems. Do you understand this thing called opportunity cost? Because that's what Darren was dealing with. He's the broker. He has opportunity cost. If I deal with these houses, it's taking my attention away, and I'm losing opportunity. What's the opportunity worth to me versus what this house at best case scenario could pay me back? It was only 40 grand, and I say only because he made millions of dollars, and he still continues to make millions of dollars a year. If I made it just about the money, I'd have never done the deal because I didn't have the money to do the deal. I got paid to do it because I asked. You. Don't ask, like, Hey, man, I have no money. Why don't you just give me 15 grand? Nope, you're out. So I do listen, this house needs a lot of work.
39:52 I don't know if you gave me 15 grand. I might get half of it done. Let me take this off your hands. Let me get to work. Six months, no payments, and I'll. Get this thing off your plate in six months or less. I'll start tomorrow when you want to start. That's how these conversations really go in real business, real life. I'm telling you guys, get direct with sellers, sellers of businesses, sellers of real estate, your life will get better, bro, dealing with brokers with this shit will mess it all up. Brokers only care about themselves. Yes, the majority do. And you guys, oh, that's not what I am. Okay? Prove it. Prove it. Go out and become a great broker and make a lot of money for everybody, and yourself included. But like very few. They're all about themselves. If they can't get paid, they don't do the deal. There's some deals again, if there's a long term relationship opportunity, there's some deals you might make little or none, and there's some steals that you absolutely will crush it, but most of it crush it because they're too worried about making a little bit of money all the time.
Nickel and dime in their way to the top. Get in the game of relationship capital. Lay down the game. Let them know you're in a long term, for the long haul, for the big opportunities. This is one of many. Let's go. And when you do that, that breeds confidence, that breeds courage, that breeds guidance. You're gonna they're kind of come to you, look at you for guidance. See the feel different. Understand what game you're playing. Truly understand what you bring to the table. Solve other people's problems. Ideally solve rich people's problems because they have money, and they can pay you to solve them, and they can finance you because they're not worried about the money. They're more worried about hey, can you handle this? Will you do a good job? Will you pay me back and will you go get to work and not mess this up if you check all the boxes, dude, it's yours. They don't care if your mom and dad don't like you. They don't care if you grow up in a single family. They don't care what you look like. They care can do I trust this individual looking at me or talking to me? Can get this job done? Whatever bullshit story you've told yourself isn't serving you or hurting you. I have no money, I have no credit. No one will listen to me. You haven't fucking talked to anybody. Of course, they ain't listening to you because your mouth ain't running.
42:34 You're not communicating, you're not connecting. How many calls a day are you talking to motivated sellers everywhere. They're everywhere. Gas Station get uncomfortable. Have conversations. Hey, Steve, what's going on? How's your grandma doing good? She just went a nursing home. What do you guys know at the house? I don't know. My wife just told me today, someone in her family getting ready to get rid of two houses down in Florida. What are they going to do with them? Who they sell them to? Why are they selling? Oh, wait, she's 90 something years old. Okay. Are they looking for a quick sell or a long sell? These are the things you need to be thinking about. Quick sell means discount. A long sell is they're not motivated, or they just don't know. These are things you have to do, meet people, connect with people, go where people hang out, get in the right environment and the right things happen, folks, that's the game we're in. I want you to crush it. I want you to win. I would love to know if you want more deal making. Shows like this creative deal making. I could talk about so many deals, about how to get parked in money, opportunities, business deals, real estate deals galore. It's endless. By not using your own cash and not using your money, Dude, I gotta tell you one more. I'm not gonna reveal his name, but he's a guy I've worked with for a long time, mentored great dude become a great friend. He purchased a property for one point. I'm gonna get the numbers wrong, I think. But 1.5 million, he's gonna put another 1.5 million in it. So 3 million total. The place is worth six and a half to seven and a half million dollars. He actually got paid to buy the property, because he went and got a bank loan on it.
He brought him private money for the down payment, and then he bought private money on to do the rehab. And he's got a fee on top of the rehab, because it's that 5060, cents on the dollar. He got paid. And what it was is these kids inherited this property. There was, like, three or four kids. They inherited this property. They don't want it. They rented it into. The ground. The truth is, the dirt was worth $4 million and they sold them for a million and a half. They've had every broker, everyone. It took him two years to ink this deal. He followed up, stayed consistent, had conversations, walked him through the process, made him feel comfortable. More importantly, made him feel confident. And literally, the day he closed, boom, he's changing out the roofs, cleaning up the exterior, getting it rented up. This thing will be worth seven, eight, ten million in five years from now. I promise you that he got paid to do that deal. Now, let me just be clear, that's not typically where you start, and that's not where he started, by the way, that's where he's at. He's done deals for the last seven years. But this is the kind of shit that can happen when you're in the game. He could literally refinance this deal and pull out 500 to $1,000,000.05 100,000 to a million dollars, tax free, plus generate 200 to $300,000 net per year on cash flow, just on this one asset, one, not 100 not 500 not two, but one, just one asset. I want to open your mind. I want to get you excited. I want to get you on the phones. Have conversations with motivated people, talk to people, help people, guide people. They need you just as much as you need them. They need someone to solve their problem. And if you call them and you are going to do the work and you're willing to do it, you'd be amazed that we can come together. But remember, don't forget to dig your well. You need these private investors. Don't be don't be stingy. Don't be trying to figure out how to buy down your points, or, you know, pay 6.2% interest. Like all that stuff is stupid shit right now. It's just collect as much money as humanly possible. It doesn't matter.
Like I said, the one guy, if someone said, hey, I'll be your 50% partner. I'll bring all the cash you brought the deal, 5050, we each make 250, on the deal. It's still a great deal. Yeah, man. But you know that seems so go find another investor. You're in control, because the real key to money is the speed of money. Understand the speed, understand the velocity, and understand the relationship when you understand all these components we're talking about here today, this game gets exciting. It's fun. Tonight, I'll be hanging out with 12 people at my office, and we're gonna be talking about a lot of this kind of stuff. These are real deal makers. I'm talking big business owners on some big stuff. One guy just bought a team recently. Actually, he's not going to make it tonight, but I had a guy, he actually bought a sports team out of England recently, which is awesome, like huge acquisition. What's crazy? Zero of his own money. He put zero of his own money in it. He brought other investors in. He owns a large piece of it, syndicated the deal.
And it's big, and I'm talking huge numbers, you can do the same. You just have to change your lens, change your idea, change your story of what you think this game looks like. Stop being a victim. I don't have the money, I don't have the credit. No one will listen to me. No one believes me. Do you believe yourself? Why should they believe you? You're not approaching them with solutions. You're complaining, you're arguing, you're combative. You don't have any goals, you don't have any direction. You're not guiding them to a success level. You got to learn that stuff. So when you approach these folks, they get the warm and fuzzies and they make a deal with you. You got it in you, or you wouldn't still be listening. I want you to take the show. I want you to get real serious with it, and I'd love for you to give me some real feedback. Shoot me a message on social media at Mark Evans, DM on Instagram. Say, podcast. Dash, creative. Deal making. I'll do more of these if you like it. Let me know I'm in the game. Every day I get excited about putting deals together. That's what makes me happy deal making, hence the deal maker tagline, it's what we do. The more deals that we do, the more dreams we can create. Thinking about you guys,
49:22 remember deal helping teach him about what I know and how I did it, to discover freedom. There ain't no question mark. Kevin's when he's stepping to die, he's closing deals. Time to tell him what the DM stand for. I'm a deal maker, a deal maker, but I'm not just a deal maker. I'm a dream maker. The journey's wearing tent. It's all about the process. I'm the kid over to the DM project. I'm a small town in Ohio, so I know how it is. And I come from a lot of money. I remember it as a kid. Wanted to make a money. Brat. See, no one making more than that. Graduated high school with a 1.8 sugar Helm. Back, all my principals and teachers are alive just to witness this. I'm on both somehow you're running to a bigger businesses. Walk away from it, y'all, and I'll be good. But I've been called to help people, just like y'all learn again. It's come to Paul. Everybody chasing the money, but I'm not chasing the money. I'm out here chasing the purpose. Yo, I've been working my whole life. Guess where we at is it gonna get us where we want to go? I'm hurting helping teach him what I know and how I did it, to discover freedom. There ain't no question mark. Kevin's when he stepping the dial, he closing down to tell him what the DM stand for. I'm a deal maker, a deal maker, but I'm not just a deal maker, I'm a dream maker. The journey's where it's at. It's all about the process. Deal maker, deal maker, maker, deal maker, deal maker, Bionicle.
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