Have a podcast in 30 days

Without headaches or hassles

Business owners have a tendency to get in their own way. This is especially true with newer business owners. Whether it’s letting your ideas run rampant, not having the proper mindset in place to grow, or siphoning time away from your team on activities that don’t generate revenue.

The problem is, most of the time you don’t even realize you’re doing this. That’s why surrounding yourself with the right people is the single best thing you can do. Nothing will help you grow a wildly successful real estate investing business faster — while dramatically improving each of your employees’ lives.

In this episode, I sat down with Matt Garabedian to talk about scaling your business, learning how to hire the right people, and become more successful in less time than you thought possible.

Here Are The Show Highlights:

  • The trick for being able to sell 4,000 units in under 4 years (4:31)
  • The biggest mistake new business owners make that suffocate their profits and mental health (10:11)
  • The magic “P-word” that will take you from flipping 4-5 houses per year to flipping 80+ houses per year (10:41)
  • This broken “mentality” will steal more money and opportunities than anything else if you don’t fix it (13:25)
  • Why Elon Musk can get the world’s top engineers to be happy to take a paycut to work for him (17:32)
  • How to successfully manage and grow 5 businesses in 30 hours or less per week (20:53)
  • This weird little salary quirk prevents your employees from getting burned out (27:36)
  • The single worst thing you could do when building your team that destroys their drive and success (29:35)

If you're ready to put the power of wholescaling to work for you, then head over to https://JoeEvangelisti.com/downloads to get your free “Business In A Box” downloads.

Or if you're a true action taker, ready to blow the lid off your results. You can apply now to work with our team to build the business of your dreams faster than you ever thought possible. Go to http://realestatemoneymindset.com to apply and change your life.

Do you want to become a successful wholesaler and help support the show? Then, share this with two people and go to wherever you listen to podcasts, subscribe to the show, and leave a 5-star rating and review. We will pick one of the top five star comments and give away free swag and goodies.

Read Full Transcript

You're not a rookie real estate investor anymore. In fact, you're probably doing a small handful of deals each month, but you're killing yourself to make it happen and to top it off, if you take time off from your business, you don't make any money. That's because you don't have a real business, yet. We're about to fix all that. If you're a can do action taker, the whole scaling podcast will teach you the tips, tricks, and systems you need to generate massive revenue, build your team and give you the financial freedom you've dreamed of in any market in the US. This is WholeScaling.

(00:42): Wholesaling with Joe evangelisti. This week, we have a unique episode for you guys. Joe was recently a guest on his good friend, Matt Garabedian, his show phenom stream live. It was a live daily Facebook show that he does. So make sure to head to his Facebook page and check it out. It was a great episode where they brought on a viewer and even broke down his business and help them try to figure out his first hire, whether it be an acquisitions person to someone cold calling or someone just straight up handling all the lists and the leads. Well, Joe thought you guys would also find great value in it and wanted to share it with you as always check the description for links to Joe's website and social accounts, and even make a coaching call with them. All right. So grab a pen and paper and enjoy the show.

(01:23): So if everyone up, it's a great day. I just new to thank you for being here. So excited. Cause I got a good friend of mine, the foot King himself, Joe evangelistic. What's up Joe? What's up, man. Thanks for having me on brother. Yes, sir. Yes, sir. We have a few more people hopping on here. Just kind of let people get going. But for those of you that don't know Joe is a buddy of mine. We've known each other for years now. Right? So he's when he first met me. I was kind of a wide eyed kid with ambition. And w I think the story was we, I went to your office for the very first time when I got kind of I don't know if you want to call it indoctrinated, you know, the DM fan. And, and so I go out to New Jersey and there's a room of probably, I don't know, 10 or 15 guys, and thinking back, there was a lot of high level guys in that room.

(02:27): I mean, there was yourself, there was DNA, there was tin broths was in there. I think Raphael Vargas was in there out of Maggio, was in there bunch of guys that are just crushing it. Right. And, you know, being in that room was just from, you know, me coming from California, kind of a Fresno mentality, you know, I got in that room like, wow, like, this is, this is pretty crazy because, Hey, I'm learning stuff that I didn't even know B we're sharing all the stuff that we both encounter, you know, good and bad in our, in our business. And no one was trying to, you know, hog that information, right? Like everyone was there helping, and, Hey, I've tried this or do this, or, you know, this is working for us. And it gave me the biggest thing, Joe. Right. It kind of gives you permission to do what you think you want to do, but then you have the support and kind of feedback from other people. And they're like, yeah, man, go for it.

(03:26): Yeah, man, I can't say enough good things about those types of rooms when you're in the right environment, surrounded by the right people. It's a game changer, right? I mean, you know this, but I literally just did a post about this 10 minutes ago. And we didn't even talk about this ahead of time because we're, we're, we're very connected. We're very much on the same playing field and in line mentally and focused on what we want to achieve. And when you pay to be in the room, you pay for the advantages of people in the room. You're I always say, when we do these events like yours, you're not paying for who's there you're paying for, who's not there, right? Because the people with the low level thinkers, the Mimi mentality, the people who are all about themselves, not willing to share are not willing to grow.

(04:01): They're also generally not investing in themselves either. Right? So you have to, you have to sort through and really curate the room with the right players in order to get the right results. So we're very, very fanatical about making sure that the room has the right people. We've been doing it for years. And it's proven itself time and time again, just from the big players that are in these events. I mean, Alex st as who was blown up in the wholesale business, you know, basically had only wholesale like three deals when he was at our first event. You know, Rafael was getting into it at that point, a lot of the big players and in all types of industry, no bras has gone on to new 4,000 units and like three and a half years. And we're not by any means taking credit for that.

(04:38): It's just a matter of, like you said, when you're in that room, you can speak freely. The guys there, they're all about trying to add value back to the room. And what that means is I actually personally care about your success and how you're going to get to the next level. So, you know, when guys bring up ideas that are fricking stupid, you know, they get stomped on like, you know, but it's, it's a, it's a free space, you know what I mean? And, and when they're, when they're good ideas, boom, dude, we're going to help you grow that thing to the next level. So it's a very cool environment because it's rare. I think for, at least for me, for example, man, I'm in New Jersey. I'm not saying there's not, there's not rockstars in New Jersey, but the fact is when you're in a room where people are coming from, you know, 20 different States or 10 different States to be there, you're getting a perspective of, of high level performers from all over the country.

(05:26): And it's a game changer. I mean, I've picked up ideas and every single one of those events that have kind of made me 10 20, a hundred, 200, $500,000, you know, just from sitting across and saying, damn I, and it's not an emulation thing. Right. I think that's the interesting piece. It's not like you sit there and you say, well, that guy's doing that thing. I'm going to go do that thing. It's just a layer. It's, it's a, it's like, it's like peeling back the onion. You're just building, you're building new layers just by the little, the little tweaks that you learned from these events. And, you know, I can't say enough crazy stuff about the man. I mean, you know, that's, that's, in my opinion the biggest game changer for me over the last seven years was just surrounding myself with higher level thinkers. And what's exciting dude, is that they just keep getting higher. You know what I mean? And as long as you've got that mentality that you want to chase success and you want to be the best person, you can be I don't know what a better place to be than in rooms like that

(06:15): A hundred percent. And you said it yourself, it's, you know, you learn to borrow that confidence, that belief, because it's not that like, Oh, you know, you think you're better than someone you just you're in that environment. And you guys were talking, we're talking on a real level, we're sharing, you know, what is challenging? We share our, you know, we kind of get vulnerable a little bit like, Hey, I'm struggling with this. Like what have you guys done in the past to overcome this? Or, Hey, you know, this isn't working, what, in your experience, how have you overcome this? So, I mean, gosh, it's so big. And you know, we, all of us guys that have experienced it can just speak from, you know, genuine experience and, and just have a lot of great things to say about it. Cause I think every one of us just gives it so much value and credit where it's brought us to today.

(07:04): Yeah. I think it's like, almost like the opposite of the 80 20 rule. Like I feel like when you look back over the years, but we've been doing events now for four, maybe four or five years. I think you were one of our first ones actually. And like, like I think it's probably 80% of the people who've stepped foot in that room are easily, easily worth 10 million plus like 80% of the people. And then I'm not even exaggerating like, like there's always going to be that 20% fall off. They just don't get it. It goes over their head. This is too good to be true. I don't think it's possible. I'm not going to take a risk. I'm very, all that stuff. There's always going to be those people they get by and they do okay. But like, you know, legit, 80% of the people that I can think of have created massive success, huge businesses, lots of people relying on them, big responsibility, but it's exciting. And that's, that's what fires me up. It was like new opportunity and seeing people succeed, there's nothing, there's nothing like it.

(07:54): And on top of that, you know, being able to evolve and grow and stay in touch with each other has been amazing too. And that's kind of the, one of the things that, you know, a lot of the viewers here are real estate investors. Guys, if, if you're watching you know, please put in the comments where you're watching from, you know, are you in California? Are you in New Jersey? Are you in a different state? I bring guys like Joe on, because they're a wealth of knowledge because they've had so much experience, you know, give the viewers a quick few minute kind of bio. Like who's Joey Vangelis. Where'd you start.

(08:27): Yeah, yeah, yeah, yeah. So, so I'll give you a quick background. I'll just say this and I don't know if I'm allowed to say this, but like if you guys are live and you want to talk to those business, you want to talk real estate, you want to talk team building. Like I love to hop on here, live and just go through questions and Q and a and you know, so whatever your high level challenges that's bothering you right now, then you're having a hard time overcoming, you know, whether it's the, the physicality of the location based stuff with COVID or maybe you have a team structure or and I want to get into this, but there's freaking ton of sitting on the bench right now. Right? So like maybe you're that talent. Maybe you're thinking about making a move, maybe, you know, this is that piece that finally resonated with you where you're like, dude, I want to go after it.

(09:03): Right. there's so much amazing talent out there right now. And if you're watching and you're having a challenge, we want to help you succeed, want to help you thrive during this, during this downturn, which isn't really much of a downturn now that I look, I don't even follow stocks, but I jumped on this morning. We were like 26,000 for Dal. Again, like isn't that back to where, but that's all tough. But anyway, a little bit background about me. I've been in construction since I was eight years old. I was able to swing a hammer and push a broom and clean a job site. My dad was a contractor, my whole life. So been around construction, been around real estate, been around development, seeing all that happen since I was in diapers. And you know, right after high school, I did six years in the military as a US Navy CV, which is construction battalions of the Navy right side.

(09:44): I was a builder in the Navy, basically traveled around the world by plane, never saw boat you know, built, built all kinds of cool shit, which that's a whole, that's a whole interview in itself. But then when I got out quickly, after that, I got into real estate fix and flip buy and hold wholesaling, trying to try to learn as I grow. Right. And we built that thing up to the point where we were flipping like, you know, 80 plus houses a year. And you know, I really, there was, there was two kinds of awakenings for me. One was the first awakening, which was, you know, as a new business owner, I think a lot of people do this. They try to be everything to everyone. Right. So when I first got into real estate, it's like I had a broker's license.

(10:21): I was building houses, flipping stuff on the side, trying to keep everything, all these juggling, all these balls in the air. And I basically almost had a meltdown like, you know, eight or nine years ago when my kids were first born. Because I was, I was trying to be everything to everyone. I was making on paper a ton of money, but I never had fucking money. Like I was just, you know, working my ass off to try to succeed at five different levels. And the first awakening was the leverage of people learning to invest in people who hire great talent. And, and that's really what the first, you know, thing that took us from flipping four or five houses a year to building a massive team and flipping 80 houses here. And then my second awakening was when we hit that big year, that 80 year and was like, Oh my God.

(11:02): Now the money is a hundred times bigger. I still feel like I never have it. I'm making paper. I'm making 10 times more than I was three years ago. And I still don't feel like I have it. So then I started to realize, how do I simplify process, right? How do I keep my payroll lean, my overhead lean and my company way more profitable. And that's when I started digging deeper into margins and projections and you know, really educating myself about business. And that's where stuff really started to blow up right as is, you know, we started to get an efficient and lean with our teams. I've built bigger companies since then. I've, I've, I've gone into the media space. We don't have a publishing company. We have obviously the wholesale company, which we can talk about today. We're doing a lot less fix and flips.

(11:40): We're moving into commercial development stuff. So we're doing some self storage development facilities. And of course we have the, the mastermind, the coaching stuff going on. So, you know, I'm, I'm now running five companies instead of seven or eight and they're all effective. They're all efficient. And, but it took years of trial and error, man making mistakes and learning how to grow. I'm still learning every single day. Right. But you know, that's where we're at today. I'm here in my office. You know, a lot of people are working from home, which is totally cool, but I'm just, I'm super excited about the opportunities that are in front of us because of the, all the effects that we put into place. All the building blocks that we put in the last couple of years to turn super, super effective businesses on.

(12:18): I love these stories because it's so cool to see where people start, you know, coming from the Navy to, you know, first thinking, well, you know, my path to success is going to be a real estate broker, right. Is that probably your initial, I want to get into real estate. So the first thought is, okay, let's go get a real estate license. And then you quickly figure out, maybe not sometimes quickly that that might not be the path that's going to get you to where you want to go. And so then we start changing and thinking about how to, I like to call it like, you know working in an environment that, you know, you can dig your field and you're going to see results, you know, and we can plow and work and dig. But if we're, if we're in the wrong field, you know, quote unquote we may never get to, to that, that number that we need, we need to have financial freedom or, or make it so that we can parlay into that.

(13:09): And so the other opportunities, and it's, it's like, we all go through this evolution. And I remember you sharing stories too about, you know, how you were first told to like, Hey, you know, hire someone and your mind went, I can't afford that. Right. Companies, like, I just love that, you know, it's everyone, everyone starts with that same broken mentality. Well, I can't afford that or that's going to cost me money. And that's like the first thing that we have to stop and break that, that thought process is everything costs money instead of what's the return, right.

(13:43): A hundred percent. Yeah. And, and to add to that, you know, just to, just to tie into that, what's up BMD MDM taught us this, this mentality years ago, which I think was originally a Dan Sullivan idea, which is an elf business. Right. Easy, lucrative, and fun. And if I know now, if I know then what I know now I would have built completely different businesses. Right. When I started out as most guys do, we're just trying to make money. And then the next level is, Hey, by the way, you know, we can, we can you know, create businesses that, that, that we were selfish about, right? Like how do I create a business that's easy. That makes real money that I enjoy doing that I can create great systems within, but that comes from being able to have the guts to go out and find great talent.

(14:23): You know, like we just hired a guy for my media company. He's gonna, he's gonna make 200 K a year in his first year, guaranteed. Like, I mean, this guy is going to crush it, but he's an amazing talent. Right. And right now, when I say talents on the bench, like these are guys that are out there, the guys and girls that are out there that are just incredible people. And during COVID, maybe they got furloughed, maybe they got laid off. Maybe they, you know, their hours were cut. Maybe they were just looking for something different. Right. And now it's like, now they're all out there. They're waiting. I mean, we have 25 million people unemployed and that's, you know, that's, and it might be more than that now, but not only is that a realistic number, but my feeling is that way more than half of those people, maybe, maybe more are really, they want to be employed or they want to go find like, like, like a players and people that are hustlers and grind. They don't want to sit at home being unemployed. They don't want to sit at home, collecting a furlough or a paycheck that you know, where they're not operational. They want to go out and hunt and gather and, and kill their meat. Right. And then, so, you know, getting those guys off the bench right now, I think is a massive, massive opportunity for business owners that are smart. And they're willing to double down when times get tough.

(15:27): I love it. Yeah. This elf concept, something that, you know, we've been always talking about and trying to think, right. It's and Mark, you know, he'll ask us this question. I'll post it for everybody because it all starts here. And I'll be honest. It's taken me a really long time to answer this and I'll show you and it might seem simple, but here it is. What do you want?

(15:50): Yup. Yup. And what do you really want? And then like, not just like a hype, it's not hunting federal question folks, right? Like, like we journal, I journal a lot and one of the things that's helped me grow internally and learn about myself and, and ways to move quicker and multiply effects and all that kind of stuff is really determining what it is. Do you want? And one of my favorite exercises, I just did this on labor day. As a matter of fact, it's Memorial day, Memorial day. I sat down on Memorial day and I wrote down a column of what I have now and what I want to have in one year. Right. Where am I going? What are my goals? What business is going to take me there? How much money does each one have to make in order for me to achieve that goal, how much money does each company have to make?

(16:28): So I can reinvest in growing it at a higher level and like actually laying down, where am I standing today and do the fucking next 12 months. I'm just like, you're like me, man. I know I jumped out of bed in the morning because I'm chasing exactly what's on that paper. I know it's possible. I know that the more amazing people that we put on our bench, on our squad, the quicker we're going to achieve it. So I'm just in, I'm in talent recruitment mode right now in every single businessman we're hiring every single business, trying to find the most amazing people to, to, you know, we talk about who does the hell, right? We're trying to find all the who's to do the hell and mentally. I think that's that's the big shift for a lot of business owners that they should shift is, you know, maybe I would say as soon as they make money, but maybe before they even really make money, you know, you have to, you know, go out there and take that risk and, and challenge yourself to dig deep and find, find people that want to hop on that bus with you and want to ride this thing to the direction that you're taking it.

(17:28): And that's a big visionary thing. Right? It's being able to paint that picture and have people understand. I mean, guys, why do you think Elon Musk is so successful? The guy is a visionary. When people listen to him, he's like, I'm going to put people on bars, right? And then he's got the top engineers in the planet that are taking pay cuts to come work for him because they believe in the mission. They believe in the vision. They believe they want to be the people who, you know, develop the widget that made the thing go an extra thousand miles an hour. So it could hit space and time or whatever, right? Like they wouldn't be on the forefront of that. And when you're a great visionary and you can create a great picture of where you want to go. Now, all of a sudden the bigger your vision, the better the talent, it seems like the bigger I push the better, the people that show up in my life, the bigger I rise, the bigger that my tribe rises around me.

(18:13): Right. So, so now it starts to become a snowball effect. How can I push this thing to, to the next level? Cause it's exciting for people that's exciting for me. So you know, I think now's the time we have time to reflect, you know, everyone's always like, I'm trying to make time. I'm trying to make time. I mean guys, in the last 90 days, how much time do you need? You know, I mean, you're forced to stay home. You're forced to enter on your kids. You're forced to be on zoom calls all day long. Like how do you, how do you maximize that, leverage that opportunity in this time that we have down,

(18:44): Oh, I love it. I love it. And, and touching more onto this, like one thing that I have learned, that's part of forcing me to expand my, my mindset and to expand opportunity is our vision needs to be so big, right? That it has an it big enough for everybody to fit inside of it. And I think that's the challenge sometimes in growing a company or a, or a business is it's not big enough to be able to excite enough people to want to come on board with you. And so, you know, one of the biggest things that I've personally been working on is, you know, I put my identity sometimes into Matt is a real estate investor. Right. I have some success in that. So I want to hold onto that and I want to fight through it. And I want to do as much as I can to make sure that I sustain or even increase that success level.

(19:37): But look, you know, the bottom line is, I mean, we can be successful in anything that we choose to put our, our energy, our focus and our time into, and it's not just your, your, your pigeonholed into real estate or stocks or insurance or car salesman, whatever you've had success in doesn't mean that defines you. Right. We can take what we're learning, skillset wise, finding great people, hiring, managing, attracting talent, creating that vision, communicating it effectively. Then we can literally go and create multiple companies and execute just like we executed on the first one that we grew to seven figures and beyond.

(20:22): Yeah. You know, to touch on that. I think real quick is like, I think most business owners have a hard time differentiating themselves from their business. Right. So now when I open businesses or invest in new businesses or I invest in new people or new processes or whatever, I'm thinking, what can the business do for me? Right. And how can I step aside from that thing and let it continue to print money. Right. And, and, and, and what can I do to help it print more? Right. And I think we're a lot of people go wrong is they feel like, look, one of my favorite books ever was the four hour workweek. Right. I had no intention ever, ever, ever, ever of working four hours a week. Right. But what I built is I've built five different businesses that I could work in four hours each.

(21:03): Right. And I'm still getting everything done in 20, 30 hours a week if I need to. So it's the leverage and the opportunity to figure out how do I outsource? How do I upgrade? How do I, you know, give people responsibility, keep them accountable, keep them excited, keep them engaged. This is all next level of visionary stuff. You have to know this stuff in order to make your teams work for you. And if you're in that hole where, you know, you're your own electrical company, that doesn't mean you're an electrician. It means that's one of your companies. How can you, maybe you bake cakes on the side, maybe you, you know, you're a coach, you know, whatever, right? Like how do you multiply the effectiveness of your time so that you can do many things at once? And that's the next level thinking? I think for a lot of visionaries, especially ones that are out there making money, like if you own an electrical company and let's say you're taking home two 50 a year, it's fucking amazing.

(21:51): I mean, and for some people, by the way, they're cool with that. That's a lot of money and that's great income. And it is, and you can live a really, really comfortable life. And that's the, that's the threshold that I'm not saying that that's not awesome if people are doing that. But like, who's the say that you can't take 50 grand out of your income this year and go buy into an HKC company. And now you have two companies that run same, same line, same processes. They can bid together. You can do group discount packages because you're smart enough to run a company. You already know what it's like to have good people under you to put the product in place. Why not? Why not expand? Why not do an ancillary thing that that is going to, that's going to double or triple your income.

(22:29): And now it creates more vision, more expansive, more experience and more people that are going to come along with you. See that to me, that's, that's building legacy. I JZ said this in a song years ago, but it was something like, you know, forget about your millions. When you start making people millions. That's when you're successful. Right. I, I look at how much my guys make versus my success. I'm more excited when they make 20 grand a month. Then if I take, if I take a draw, right, like I that's what, that's what launches me,

(22:55): Dude, that, that, that lagging indicator, right? That means that our company is about to explode when you're, when you're sometimes your, your people need to make more money than the owner for a period of time. Because that means there's some things happening, you know, that are going to really flourish. As you start growing and scaling. I want to talk a little bit about, cause this might be the disconnect. I know it was for me yet for a long time. And these are repeated conversations, repeated journaling. Right. But I know like we're always, we've got a journal right next to us and we're filming all day, right? Where our brains work, we got these ideas, you know, we've got questions. We have things we need to do. So if you're not writing stuff down, I mean, I don't know how you, you, you alleviate brain space so that you can add more stuff because if you just, it sit there and collect, like that could be a, you know, a detriment to your, your growth.

(23:50): So here's the question, guys. What, where's your disconnect right now? And I want to interact with you guys that run there's about 20 people watching live right now. Please. Like the only way you're going to get value out of this is if you participate and you have an end goal, like what can you get out of this call? We're talking about some serious high level thought, processes, tactics, ideas. I brought on a guy that's running multiple seven figure eight figure companies who, you know, 10 years ago was you know, started out as a real estate agent. Right? So think about that evolution in that growth. Where are you at right now? A B how are you looking at your business? Are you thinking about how you are going to do everything or are you shifting it and starting to think about how to leverage that, that, that talent that, that outsourcing, hiring who it is to do the, how right. I'd like to hear from you guys, if anyone can make a comment or request to join live, I want to keep this interactive for you guys. Cause Joe and I, we talk almost every day. We talk about this stuff together. I mean, we could do that privately, but we're bringing you guys on live to help you. So if you're wanting to come on and ask, ask questions, we can't help you. So I encourage you guys to do that.

(25:10): I, you know, I would also encourage Matt. If these guys want to comment, comment, the next person that you know, would help leverage you in, in a, in a, in a crazy way, right? Maybe it's an executive assistant. Maybe it's adding another electrician to your team. Maybe it's a sales person. Maybe it's a processor. Maybe it's a cold caller. Right. But just mentally thinking, who's going to do the, how, if you could take some of that stuff, that's on your plate right now. And you can outsource it now again, forget about the money for exempt for, for a minute, forget it, forget the costs, right? Because people are an investment and great people when put in place should multiply that effect for you. And then give me a quick example. When I was in real estate, selling real estate as a broker. First of all, that's a limited job, right?

(25:50): Because I can only do so much. I can only work with so many clients. So there was a, there was a ceiling on my income. I can't leverage my time without people. Right? And so when I brought on my first assistant, she cost me $45,000 a year. This is going back six, seven years. And when I brought her on, I was scared to death. I thought to myself, shit, where am I gonna come up with four grand a month to be able to pay this person? That's a lot of cash, right? But I put her in place. And within 30 days we had doubled our sales volume because what happens now is I'm open to dealing directly with my clients. I don't have to do the contracts, the processing order title, and make sure everything's lined up for closing and go by the client gifts and all that bullshit.

(26:28): Right? So that one assistant allowed me to focus on prospecting, allow me to go do the work I needed to do to talk to more people. Now, that's still, again, like I said, a limited job after about two years, three years of that, I actually gave my whole business portfolio to her cause she was a licensed. And I said, dude, I'm going into flipping full time because I had to take the leap of faith. I had to trust that she knew that she was doing and she did. And year two, what happened was she had sold more than I did. She sold more than I did when I wasn't, when I was involved in the business and we flipped twice as many houses, right? So one person can leverage, you know, some of the low hanging work that needs to be done can easily catapult you to a different level.

(27:07): Now you start to develop processes where sales guys can be involved. Right. And you know that if I put the right person in the right seat, they're going to have an unlimited capacity to sell. And I'm going to have an unlimited capacity to help service those orders. Right? Because the more we sell, the more we order, if you have a business like that, see one of the structures that we're changing to, right, Matt, right now, Matt is God. I mean, going back four or five years ago, there were weeks where I had a hundred thousand dollar payrolls, right? Where on Friday we had to cut a six figure check. And that's, that's the subcontractors and employees and all that. But I had a massive employee payroll right now. We're looking at businesses that we can do. We can, we can make sure everybody that was on the bus is incentivized to hit the end goal.

(27:47): Right? So a lot of commission-based and a lot of base pay plus commission bonuses at certain levels and all that kind of stuff. And now we're all rowing in the same direction, right? I didn't just hire a processor. Who's 15 bucks an hour and she's going to sit there and process files. No, I'd rather give her $12 an hour plus a hundred dollars bonus every time a file process. For example, right now they're in line with their goals. They can make enough money to pay their bills, but they're bonused on their success, on their, on their rate ability to deliver. Right. So how do we build a team around us that can be motivated in the same direction as our vision? That's one of the questions that I think a lot of people should be asking when they, when they ask who does the hell? Okay.

(28:28): Yeah. Jay, do you wanna just hired her for a cool color? Congratulations. Dustin, Dustin, dude, come on with us. Let's get you on live. I could send you a link. Dustin,

(28:40): Let me say it doesn't if you want to hop on let's chat, man, trying to hire a first employee. Can you talk about who, what role a pay structure. So that's, you know, it's different for everybody, does it? It depends on what role you're trying to fill and you know what they're supposed to do and all that kind of stuff. But you want to hop on, we can get deep on that and you know, maybe we can get some solutions for you to figure out who to hire.

(28:56): Let me find him here

(28:58): While you're doing that. I'm going to talk about ideas for a second, Matt. Cause we talked about ideas. I think ideas are one of the single most important and potentially most detrimental things to a visionary, to a business owner. So I wanted to kind of touch on that and how we kind of handle that right now. First of all, if you, if you're a visionary, you know, you're like me, you have your best ideas in the shower. And when you're sleeping at night and you wake up in the middle of night and when you're driving, right. There's a reason behind that is because that's what all the noise starts to settle down and you can actually be with your thoughts, right? So it's amazing the stuff that pops up when we're in the shower, but I caution you guys, especially when you're just starting out, that ideas can be obstacles, right?

(29:35): So when you start to build a team, the worst thing you can do to a new team is coming in every five minutes with a new idea. Hey man, I love this thing. Why don't we try that? Let's try this, let's try this. And what happens is I did this for years, asked me how I know your team is so busy trying to catch up with your last idea that they never even made the last idea of profitable or generate revenue. And you're onto your fifth idea. So one of the things that I like to do is actually take a notepad for ideas or just write down my ideas. I actually take the, I write everything by, we have a pen all the time, but then I'll take the ideas that are good on that notepad. And I'll stick it in my notes, in my phone for long term opportunity.

(30:09): And what we do as a team is we'll do like a mini SWOT analysis on each idea. How much time is it going to take to implement how much team power is it going to take to implement? What's the potential upside to that idea? What's the potential long term ramifications or benefits to that idea. So when you force yourself to work four or five steps deeper than the idea, as a visionary, a lot of times you start to poke holes in your own shit, right? You're like, Oh man, it's a great idea. And then by lunchtime you're like, ah, that idea is not true.

(30:38): So I caution you guys when you have ideas, have them implement them, get your team around them, but only the right ideas, because there's going to be times when you come up with dumb shit and you put your whole company into it into a tailspin because maybe, maybe you're out there flipping houses. And you're like, man, I'd love to start a, I'd love to start a bakery. And a team's like, that's fucking great, but none of us know how to bake. You know what I mean? Like it could be a great idea. Maybe you should get a different team involved or you should, you should think about putting that on the back burner until it's financially, you know, right. For you.

(31:07): They call it the CEO hurricane, right. We come in like a Hershey you're borderline bipolar because you know, the way that we're wired. Right. So, you know, I mean, and, and starting a big old shit store and we're really good at that. That's probably why we can't be in the day to day because we're so we're so all over the place. It's not that we're indecisive because we're very decisive people almost, you know, kind of by fault. Cause we don't plan and think and strategize and really put a plan in which like, let's go, we'll figure it out. We'll figure it out. As we go and we'll clean up the mess along the way. And so that's why it's really important to have someone that can harness you in a little bit and bounce ideas off of. And then once you come to a conclusion that it is a good idea, then they can go to work on the implementation. You know, I'm, I'm terrible implementer. I mean, I'll start off trying to put the pieces together, but then it'll, it'll fall off. You know, it just part of my personality, right? I, I can't sit there and do the tasks required to, to make it successful and that's not good or bad. It's just who we are.

(32:17): Dude. It's so important to know that like Dustin's a good example. I would say the first thing I would do anybody watching this it's 50 bucks go take a KOLBE test. K O L B E. Right. colby.com. I think it is. But you know, essentially it's a 20 question test and it tells you the type of person you are, right? So for example, most owners, most visionaries were, were what we call high quick starts. That means we don't need a ton of information. We need the high level facts to make a quick decision and we're going to internalize risk reward, all that stuff. Super quick. Boom. I need this, these three key piece information. Okay. Delegate it. I know where to go next. Right? Where some people are fact-finders they need to have all the details. And so like my wife and by the way, opposites attract, they say this, right.

(33:01): My wife is a super high fact finder, super low, quick start. What that means is if we go on vacation, she needs to know what time we're leaving. What time in the morning? What are the kids packing? Do they need snacks? What plan did we take? And when's it going to land? What's our transportation to the hotel. You know, what's the hotel gonna look like? Is there a beach? Is there a pool? How warm is it? How does it, when is the, what are they going to feed us for dinner? What are we eating next fucking Thursday night for dinner. Okay, me, you put me in, I'll throw a backpack on my back, hop on a jet and fucking land me somewhere. I'll figure it out. Wherever I go, they're gonna have stores. I'll be able to find food. I'll be able to find clothing. I'll be able to buy whatever I need. I just want to move. I want to go. Right. And so it's important to know the difference when you're, when you're talking about hiring people, especially if it's an assistant or something like that, right. And assistant needs to be a high fact finder. They need to be detail oriented and high follow through, by the way, that's it. That's one of the, one of the pieces

(33:55): You don't want to hire a someone that's a mess like we are, right? Can't

(34:02): It just won't work. It won't work psychologically. It won't work physically. You know, if you're both idea driven and you're, and no one's ever following through or implementing the processes, it's a complete shit show. You know? And again, I build teams this way, where we had a lot of great people, but they're all running and I'm like, yo, we need a follow through. We need someone who's actually going to do this shit because all of us are on the phone talking ideas. None of that's going to make sense unless someone actually takes it to the finish line. Somebody told me there's a couple of years ago, Tony Robbins, who I'm a huge fan of, I think you are as well. I've been to his events. He has 30 people on staff that do nothing but implement well. Right. He has an idea. Go for it and do this to go build a team and take it to fruition, right? Like, because at a high level integrator implementer person is going to do the work and follow through hard to find man

(34:46): A hundred percent. No. And when you find those people there, they're huge. Right? They, they, they make the, the engine, you know, run essentially. Yeah.

(34:55): I mean, you have it in, you have it in the wholesale business. I know you have a great integrator. We have art media business. We just hired an amazing integrator, like two months ago. She's incredible. Our wholesale business, I've got an integrator. I don't have a business where there's not an integrator in that business. That's, that's on it 40 plus hours a week. And I'm checking in once a day, how's it working? What's it look like? You know, what's the next step? How can I help? Right. And we just become this person. Who's like 30,000 foot view looking and trying to find problems to solve them. And that's ultimately where, you know, I know I want to be. And I think a lot of visionaries want to be ultimately

(35:27): A hundred percent. It's it's it's right on. Right on what you're saying. And it may not make sense to some of you guys watching right now. Right. But that's what we want to break it down. Here's the question. I think Dustin's going to be coming on live here in a few minutes, Ricardo, as I've been rehabbing and flipping since Oh two, but since I've been doing 95% rehab myself, I haven't scaled. I'm looking to make that move so I can leave my full time job. I've been out for 32 years.

(35:52): Yeah. Ricardo is people, man, you know, it's it's maybe you find a great GC that's out there. That's giving you good pricing. Maybe it's somebody who is like a subcontractor type person that wants to level up to that next, that next space. If I'm not there rehabbing. And I'm trying to leverage that piece. I mean, you've got a lot of pieces go into it, right? Private money, you know, the, the market right now, the conditions, how much you're buying things for all that stuff aside, I would be trying to find good GCs or good subcontractors that want to be GCs. And I would give them a small piece of the deal. Give them a piece of the action. Let them bring the material in the time. And then you guys split the profit or something like that. But if you have someone who's out there full time while you're working, maybe you're doing one job at a time.

(36:31): If all you do is go to two jobs at a time, you could be, you could be doubling your income this year. I mean, what? So, so, so two things I would say is one is that first piece find someone to help you leverage, find great talent. It's out there. I guarantee it they're on the bench right now. They're waiting. They're waiting to be tugging in and let's get in the game. Right? And number two, I would mentally figure out exactly the number of the dollar figure it takes for you to quit. Right. I had a great guy. I'm not gonna mention his name is I don't wanna embarrass him. We had an awesome guy. You might've been at that event. It's just like gone back one of our first events. And he was an engineer. Literally. He was a freaking rocket engineer.

(37:06): What do you call that? Like he was a rocket scientist. Right. And he was sitting there and he was like, I gotta make sure I hit 10,000 a month before I quit my job. When I hit 10,000 a month, I'm gonna quit my job. And I said, here's the problem with that? You hit 10,000 month one. You got to quit your job. Hell no, you're not. You're a hyper analytical. Right? You're going to think, well, let me roll the dice and see if I hit 10, 10 K a month, two right now month, two comes along and you hit $8,000. You quitting your job. Hell no, you didn't prove the concept yet. Right? All right. So month three, I'm going to keep pushing, right? The fact is there is no perfect time to quit. There's no perfect time. No one's ever going to come out of the sky and tap you on the shoulder and say, it's a good time to quit your full time job.

(37:43): Take all the risks and go out and be an entrepreneur. Right? I haven't had a paycheck in 20 years that I didn't earn through some sort of commission or profit share or draw from my company. Like there is no paycheck. If my company doesn't make money, I don't make money. Right. And you have to get that thing deep in your head to realize I'm taking all the risks, but I'm getting all the reward and it's never going to be comfortable. It's certainly not going to be comfortable when it comes time to quit your job. It's not going to be comfortable six years from now when you're still making 10, 20, $30,000 a month, because you're still going to be on the hook every day to perform. Right. So when you get comfortable with that idea, that that's when you take a leap.

(38:21): Yeah. And another question I would ask Ricardo is to me, I'm looking at this as more of, okay, are, do you, are you kind of a control freak, right? Because you're saying you're doing 95% of the rehab. There's only reason, two reasons someone would probably do that one. They don't think anyone else could do it better. Or two, you're thinking you're trying to save money, but it's costing you more. It's costing you out of time. So those are the two questions I would ask yourself, you know, do you not trust others to do the job? And two, do you think that you're actually saving money?

(38:56): I'll add to that too. Matt, we're all control freaks. We all want to do everything, right? Like the best way to overcome that is to set expectations in your own mind upfront, understand that the best person you ever hire is going to do it at 75, 80% of what you think they're capable of. Right? The truth is if we reflect back on what we meet, what we've accomplished in the last week, week or so, right. And really pay attention to the details of what's been done, we didn't accomplish a hundred percent of what we think we're capable of. Nobody does. So when we set expectations in our mind about people working for us, it's easier to, you know, be comfortable when they perform at 80%. But the truth is if you had I've guys performing at 80% of their capacity, you can step back and do almost nothing would oversee. Right? So Dustin, with some handle on y'all welcome to the call. I'm getting a haircut today. They just opened back up. So that's why I'm wearing a hat, bro. I haven't taken a hat off for three weeks. I get a haircut tomorrow. So what's good, man, what can we help you with?

(40:00): So I'm sort of one of our, what our question was or what my question was is we're looking to hire right now. We do deals. We do three to four a month. We've been a little bit slower. The last couple of months costs where you, where you actually just moved into an office here and got it kind of set up. We're actually buying the building that this office is in. But we're trying to move on to that. I want to get to eight to 10 deals a month and I know they're in our market. We have plenty of pie. There's plenty of houses. We just get, like you said, me and my fiance do this business. And we're both sort of visionary. So we will implement when we have to, but we're not great at it. So we're trying to hire somebody that all they do is get me in front of people. That's all that's. And I feel like that's the higher that we need to do. So we're just trying to get somebody in here. Just throw some more money at marketing, drop more leads in and just get me in front of people. That way we can, you know, start just banging out some more deals, honestly.

(41:01): So how much are you throwing marketing right now? If you don't mind sharing monthly. Right now, we're

(41:05): Only doing it's about 65, $7,000 a month. And it's straight direct mail, nothing else we use REI vault. They've worked really well for us. But that's literally all we do. So we are going to throw a little bit more at that. And we're thinking about hiring a person to only do launch control because we can't keep up with it if we're just doing it all like five hours a day every day. So tell me what that w what's launch control. It's just the tech platform. Okay. Yeah, it's just a text platform and they'll just basically just come in and just run that all day to try to drive leads. We're just trying to add some different channels of marketing besides just direct mail. Yeah. And we can, we can definitely help you with that

(41:51): Three things I look at when I, when I let someone that's your situation and wants to scale, number one is lead lead gen, right? Number two is lead flow. And then I look at people, right? So number one is I want to see, do you have enough leads coming in that fully sustain your team to the point where they're tapping out? They're like, I can't call everybody back. Right? Like there's just too many leads for me to handle. Right. That's number one. I don't know that because we don't want to get too deep in your metrics and all that kind of thing. But generally, you know, you want to have less than three marketing channels because more than that gets complicated and you start to have to hire a marketing manager and all that, but you can really push, you know, the accelerator on three marketing channels for most of my guys, you know, I run a, I run a thing called the wholesale syndicate.

(42:33): It's all around the country. So I have eight operators in different markets, all around the country. And most of my guys are doing a combination of cold call, SMS RVM and direct mail. Right. So I would, I would pick, you know, three of those, you're already doing a direct mail piece. How can you layer in, you know, RVM, SMS, right? Or, you know, maybe it's PPC, but whatever works for you in your area, I would make sure you have two or three things, max. And then you're, you're maximizing what you can do in that channel. Right. So that's lead gen lead flow is number two. Now I got leads coming in. How's my team maximizing them? Right. How many calls does it take my guy to close a contract? How many contracts does he bring in, end up going to closing? Now you've got three or four deals a month. So you have pretty good metrics. What do you have in your Cape? Like, do you know those KPIs really, really well, to the point where you know, that if I spend a thousand bucks on lead gen, I'm going to bring in, you know, 50 leads and those 50 leads are going to convert to a contract. Right. You have to know those numbers in order to know the quality of your team, right?

(43:35): Yep. Yes, sir. Absolutely. Absolutely. And we've sorta ran through this on our whiteboard weight cost us about 1500 or so per deal. So we're, we're shooting for a goal by the end of the year and honestly, it's going to cost us, it should cost about 40 grand to hit that goal. So we're just trying to make sure we're not, we want, we want to hire because I don't want to, I know myself and I don't want to let those leads follow up, not happen, or I get busy doing something else. And I, and I, and I don't follow through where I should. And that's just kinda, that's kind of where we're at. I try to be pretty honest with myself and when I'm not good at something or, or know that I'm not going to do something, I want to get it on somebody else's plate that I can say, Hey, look, this has to be done. And if they're on payroll, which this was the first time for us, but I feel like Atkins, there, there can be like a, when we do our scorecards and stuff like that, we can say,

(44:32): This is what we need done today. What did you get done? You know, stuff like that. So, so are you giving the guys goals up front, like certain contracts per week or certain calls per day or something like that? Not now, no. We, we just kind of fly by the seat of our pants, honestly. So do, so one of the, one of the things I'll give you as homework that I think is, is I don't think I know that this is, this is game changer, right? Every single one of your guys, this is part of being a visionary, being a leader. It's the hard shit that we have to do as leaders, right? I'm not saying that you're not working your ass off, but this is the stuff that's difficult, but it's necessary. I would give every guy a micro business plan, right. It takes 10 minutes.

(45:08): How much do you want to make? What's your average commission? How many contracts in that week, a week, do you need to make that commission? And what's your contract conversion ratio. So you know that your deals cost you $1,500. How many contracts you have to bring in to get to a deal that I'm not a hundred percent sure. So it's probably, it's probably four to five. It sounds like with your ratio, because contractually, they should cost anywhere from three to 500 per contract. Okay? So if you know that metric and you know that your, your turnaround, and by the way, you're, you're doing great. Like you, you have some of the high level stuff. I get a little bit more niche on it because you need your sales guy to know exactly how many contracts they need to hit each week in order to hit their sales goals.

(45:48): And then you need to make sure that your sales goals are in line with their sales goals. Right? So if all of my guys are operating at a hundred percent capacity, which never happens by the way, it's like an 80-20 rule, you're going to have 20% of your guys closing massive shit. And 80% of them are just trying to figure it out. So, you know, I would have an open door. I mean, every one of my companies were hiring every day. Every day you come and step foot in one of my companies, there's a role for you, right? Like we're trying to expand. And for example, one of my wholesale teams, we brought in 30, 30 acquisition specialists this year and we have like nine, right? It's big. It's a big turn and burn. It's given me opportunities. See if they can close, teach them what you can.

(46:26): And if it doesn't work out. So, you know, people say, hire slow fire fast. We hire fast fire fast. You're going to be an, a player. You're going to stay with us forever. I got people working for me for 10 years because they're awesome. Right. But I'm not afraid to go through people to find out who works and who doesn't. And we make that up. We tell them up front like, look, you're joining, you're joining the super bowl team. You want to fucking take this thing all the way you got to show me that you're worth it. Right. Okay. Gotcha. So, but that, that, that, that comes from leadership. They have to have a business plan, right? So just know your guy wants to make a hundred grand. You know, he makes $2,000 on a deal. I don't know how you're compensating your people that we can get into a rabbit hole that way, but they're making it well, that's scary.

(47:06): We got to figure that piece out, man. But let's send it back to granted deal. They have to close 50 deals, right? So that's one a week. They need two contracts to close one. Well then dude, you got to close two contracts every week. If you want to make a hundred grand. And by the way, when you're a six figure performer, I'm going to treat you like a six figure performer. Like it's the guys. I think as operators, we forget that it's rare for people to make a hundred grand a year, even in 2020 and Christ. When I got out of high school, my goal was to make a hundred grand a year and I did it pretty quick. But today, today, I don't even wanna tell you how long ago that was, but it's still, it's still rare to make a hundred grand a year. So if you give somebody an opportunity to make a hundred grand a year, they got to put in the work.

(47:41): Right. And that's, and that's sort of the thing too, where we're a little bit, and I'm glad you said you, you, you hire fast and fire fast because that's sort of one of our things we're taking somebody else's livelihood into, into our, into our hands and also paying, you know, that pay structure. Like, do we pay them a set salary plus a bonus? I mean, being a leads manager, it might. Cause I think that would probably be our first hire. I was saying somebody to just kind of be a first point of contact. If it sounds hot, then they can forward it on to us and we can sort of, cause I'm sort of the acquisitions guy right now, my fiance sort of the dispo. She does both side of it. But I'm assuming leads manager would probably be our first hire. I would think slash assistant, I guess

(48:30): I think you can get a VA for 1200 bucks a month. Who's very, very knowledgeable and very, very capable of being a leads manager. And that person would just be a fixed, fixed person, you know, fixed, you know, staff member. I want to see all of your guys selling. They should be on a a hundred percent commission. That's true. Cause I I've been in sales my whole life dude and we all have, we're all selling. You're all visionaries. We all own down. Since you're selling every day, I don't get, I don't get paid unless I sell. Right. And really good sales guys don't want to get paid unless they sell.

(49:00): Gotcha. Yeah. I've always heard that. I used to sell vacuum cleaners. That's what they say. They'd be like, if you're on a salary, you're doing it wrong because then somebody else dictates how much money you make.

(49:08): Dude. The truth is if any, one of us had the whatever amount of money, it is five grand a month, 10 grand, a month, 50 grand a month. If any, one of us had that coming in automatically, we would be less motivated to get out of bed. You're just how it is. If I'm hungry, I'm going to fucking, not only am I going to fight you and you and you, I'm going to, I'm going to beat all use in the fucking finish line and I'm gonna eat

(49:27): Right, right on. Yup. That's the mentality we need. Sounds good. Yep.

(49:33): I would throw in your whatever route you take. Cause you, you know, this may sound like it's appropriate for right now. Like you want to be the acquisition guy. Well, you know, you may look back in two years and say, well crap. Like I spend all this time to put the backend piece in. I'm getting the leads. I don't want to do this anymore. Right. You know, your goals change your thought process changed. You have other ideas, other things. And the problem with that is the minute you shut off the side, like that's not what you want me to do. Like all your acquisition goes into the shitter.

(50:05): Totally. Yeah. You got to get out of that piece. Take your best. You said you had four sales guys, right? No, no, no. It's just, it's just me and my fiance right now. That's the, Oh, we're hiring. This is our first hire. So our first hire that's that's what we're, that's what we're trying to figure out right now. Our very first hire to try to get us to that eight to 10 deals a month wanting. And you're you're you, you get a sales guy. I mean, look, there's so much great, great talent out there right now in sales because how many people got laid off the car, businesses all closed. Retail's all closed. There's some people out there that closed deals like that. The benefit of being young and new and small. And, and now I don't mean any of that in a negative way is that you are in the business all day.

(50:46): So when you hire sales guys, they can be sitting right next to you. And guess what? They're learning your culture. They're learning how you like to do it. They're learning exactly from you and they're paying the most attention. Cause you're the CEO man, when you start having 2030 people work for you, they're fighting for 10 minutes of your time. When you're small, they could be sitting at a desk next to you and that's going to be ultimately going to become your integrator or your implementer. That person knows how to run your whole business inside and out. And you're going to groom them from within. Right. I literally still have some of my first employees, one of my, one of my guys that worked with me for 10 years, you know, and if they're good and they learn like they're never going to go away. And as long as you protect them and serve them and make sure they're making money, they're never going to leave you. Okay. Awesome. Awesome. Thanks. Yeah.

(51:30): One more thing. And we'll let you go. I'd like, I'd like to see you spend the next six to 12 months getting, figuring out how to get yourself out of that acquisition seat. So I mean, you you're motivated and you're into it right now, which is awesome, but be smart about it. What I mean by that is hire two or three guys commission only. Okay. Like Joe said, there's a lot of opportunity and then spend all your time with those guys shot. They're shadowing. You you're explaining to them your thought process. How you look at a deal, why you said this to a seller, how you caught the motivation into something that may not be particularly evident to them because you've heard these conversations over and over and then your doc process, because that's how you're going to get to eight to 10 deals. You're not going to get to eight to 10 deals by you just being an acquisition. It's impossible. And the biggest, like the greatest feeling I've ever had is the, you know, the first couple, two, three times where I didn't go to the house, I didn't talk to the seller. I didn't like the contract, but we, we got a deal and we wholesaled it and I got the wire and I had nothing to do with it.

(52:36): Yeah. That's cool. It's cool. You say that I had a buddy he's very high level where we're at a friend of mine and you know him, Chris Collins. Yeah. Yeah. So he did some, he does a lot of flips. He doesn't, he does a lot of flips and anyways, he bought, he just bought a wholesale deal from us two weeks ago. But anyways, he was like, man, I had the best feeling. We bought a house, flip the house and I never went in the house. So he's got that team. And that's what we're trying to build. So that what you said is like, spot on. We'll get there, we'll get there. It's just, you know, one step at a time

(53:14): You just put that you shouldn't, you make that mindset shift instead of, you know, how can I, I go out and get all these contracts again. OU is going to go get these contracts and I'm going to show them how spend all your time, showing them, train them up and then go deploy them and sit back and make moves at a high level. Instead of being in the weeds at the kitchen table, knocking on doors, talking to sellers. I mean, there's not time in the day. You're never going to get there. You're going to burn yourself out and you're going to be,

(53:45): Yep. That happens. There's no better feeling in the world, bro. And then when a $38,000 wire hits your account and you never talked to the seller, you never talked to the buyer. You don't even know where the frigging property is. Like that's, that's like to me, that's pure joy. Cause I know my entire team is getting paid and we're getting paid and I had nothing to do with it. Like that's right. And it's not, you're not that I think what Matt's trying to say. And I think it's super important for all the people that are watching, just trying to build a wholesale business. You're your one or two hires away like that. That could, that could be next month for you. If you got the right people in the right seats. So I don't appreciate you, man. I actually have to hop off on a 12 o'clock call, but anything else we want to wrap up? I'm good. I'll leave you all alone. Thank you all very much. Thanks Matt. Thanks. Y'all

(54:24): Yeah, yeah, we can. We can definitely get in the weeds on this stuff. It's exciting for us, right? Because

(54:29): It was fun, dude. I can do this every day. I mean I love talking. I love talking business. Let's talk in wholesale. This is, this is good shit.

(54:35): How can, how can people reach out to your work and they follow you, John? Are you got a role?

(54:40): Yeah, they can just go to Joel evangelisti.com Joe event. I'm sure you'll type it in there. Cause a must my name up, but Joe Evangelisti with an i.com you know, we have our blog there. I have our podcast stuff there. I have all kinds of, you know, downloads, free downloads, paid, downloads, coaching the whole thing. So anybody wants to check out that site and then reach out to me directly. I'm super easy to get ahold of, just pay me on a, on messenger or Facebook or Instagram messenger. And you know, I love the chat business anytime. So if you guys are trying to build a wholesale company, my unique ability is taking guys like Dustin that are doing three and four deals a month and getting them over 10. That's the goal I have guys in the syndicate now that are closing a hundred grand this month started out at 20, you know, to me like I get more enjoyment out of watching other people succeed at this level than I do on my own team closes deals and you know, my own teams in the syndicate by the way, which is cool.

(55:28): So you know,

(55:30): It's an amazing mastermind with amazing operators in there and I know I can help people take the whole sales business to another level. If you are already to put the immense power of whole scaling to work for you, then head over to Joe evangelists.com/downloads and get your free business in a box down. Or if you're a true action taker, ready to blow the lid off your results. You can apply now to work with our team, to build a business of your dreams faster than you ever thought possible. This call costs $500 to weed out the tire kickers, a mental masturbate, a feed. The real ballers will make back many times over on the first deal. Even if you don't get selected to work with us, you'll get a full year of access to our private coaching group, a $1,200 value and a 30 minute coaching call with Joe. So you win either way, go to www dot real estate money, mindset.com to apply and change your life.

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