Deals & Dollars: Real Estate Investors and Entrepreneurs
Welcome to the Deals & Dollars Podcast, hosted by David Choi, Eric Panecki, and John Libretti, three real estate executives from the New York City metro area. Every week, they bring on the best real estate investors and entrepreneurs they know to learn about how they got started, how they source their deals, and -- most importantly-- how they make their dollars.
If you're interested in being on the show or want to receive exclusive invites to our networking events, you can reach out at (http://www.dealsndollars.com)
Deals & Dollars: Real Estate Investors and Entrepreneurs
The #1 Real Estate Broker in Newark w/ Brendan Da Silva
Today we have the founder of Newark's #1 Real Estate Team: Real Estate Broker and Investor Brendan Da Silva.
As a self-made real estate magnate, Brendan’s journey from his humble Brazilian immigrant roots to real estate success offers invaluable insights into the dynamics of perseverance, grit and shrewd business strategies. Sharing memories of his upbringing in a screen printing shop to establishing a real estate business that has consistently topped Newark's list (with an eye on New Jersey as a whole), Brendan’s story is a testament to hard work.
Brendan and the guys delve into some practical aspects of running a successful real estate business. In a market riddled with high mortgage rates and competitive pressures, Brendan unpacks his strategies for generating leads, dealing with objections, and leveraging simple tools like a mobile phone to close deals. The conversation is not just about business; it's about the ethos of hard work, resilience, and the power of a positive mindset.
Join the Deals & Dollars community today. If you're interested in becoming a guest on the show or receiving exclusive invites to our networking events, sign up on our official website.
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The deals in dollars. It's really not that complex Like in terms of making money. Real estate it's like a formula. It's like you know what Tony Robbins says there's a science achievement and art to fulfillment. The reality is that there's so many people who have succeeded in real estate but they help feel fulfilled. Why? Because they're not focusing on real life. Like you can only run away from your wife for so many years until you get divorced. Three, two, one go.
Speaker 2:All right, my gosh, my best friend, brendan De Silva, I've been, we were the absolute degenerates together from sixth, seventh, all the way up to about college, and the transformation you have, and you hadn't God had in your life, to where you are now, it's just incredible, brendan, it's an honor to have you on the show again for round two. Round two how you doing, brother.
Speaker 1:Well, I was one of the OGs, I'm realizing. So that was actually pretty cool, Cause I was just like, as we're talking right now, I'm really thinking, cause I remember when you said you were going to do the podcast and I was like, huh, what are you even talking about? And then, like you know, 50 something episodes later it's gone very well. You guys have had like big names. I'm like, oh, this is just so cool. So, no, yeah, it's been, it's good man, glad you're back.
Speaker 3:Is he the first number two?
Speaker 1:No right, me here was number one, I think.
Speaker 2:It was top three, but I'll tell you what he had the most engagement podcast here about time.
Speaker 1:No, no, no, I think so. Yeah of all time.
Speaker 3:Yeah, oh my God, I should have negotiated my way in.
Speaker 1:No, no, no, no, no, no. That's pretty cool. I like that. That's nice. I feel like I'm going to say something good now. But yeah, wow, that's. Is that real? Do you guys think it's true?
Speaker 2:Yeah, yeah yeah, it's true, brendan. For the audience that didn't listen to the first podcast, can you just give everyone a little background who you are, what you do, what you know, your story?
Speaker 1:Okay, so high level name's Brendan De Silva. I run two different companies. One is not doing so well, one is doing well. We have the short-term rental management, de Silva Hospitality. We've kind of stopped growing it. We only take on clients now that we just like absolutely love them. We said super realistic expectations and then we do everything to be and they actually still do pretty well, but it's not as profitable as I thought it was. So that's one bad business. The good business is real estate sales and that's what like De Silva team number one in the Newark for sure, like three years running helping residential market buy, sell, the whole nine partner with leverage now four years. But I actually grew up my child of Brazilian immigrants very dysfunctional home, beautiful family in terms one sense, very dysfunctional in another, but very poor, like we were like displaced several times living in my dad's car one or two nights into my dad's store back in Lindhurst. Actually he had like this store that was selling like graphic teas. So whoever, have you ever worked like a screen printing shop?
Speaker 1:Yeah my first business. Okay, do you know that smell? It's like they have like a, that like-.
Speaker 3:Emulsion, emulsion, that was so I grew up on that.
Speaker 1:Like that was like my fragrance in the home because we lived in like my dad's shop. So he was like he made, like he framed down and like she rocked like two different rooms One was for him and my mom and then one was for us. So it was like two bunk beds in that room.
Speaker 2:You and your three siblings.
Speaker 1:Yeah, we were in one room and we would always walk. It was like when you came from school you would walk through the front of the store like there was a warehouse with like these big machines they would do with the screen printing, and it was just always this smell. And sometimes I put my hand in it and it was just the smell it was. I'm like, oh God, I mean, give you a little bit of a high at the same time. It definitely did. I was like 10 years old, though.
Speaker 3:I remember we would make shirts for like all day With the heat. You had the heat thing and you'd pass it and we'd walk out of there, like, just like, like. In the clouds. In the clouds there was definitely you at like Like eight. Oh, that explains a lot. I was just about to say.
Speaker 1:Yeah, so fast forward. Now I'm 29, happily married, live in Newark, thank God. My church in Newark, my business in Newark, pretty much my life ends in Newark, Like it begins and ends in Newark. So, even though I moved like 13 times, by the time I was 11, the only constant in my life crazy enough was a church in Newark called CCP in Ironbound.
Speaker 2:I love CCP.
Speaker 1:Great church. Shout out CCP English Ministry 1215 Sundays. Come as you are. But that was like the only constant in my life in terms of location. So then, like I left the church I went to New York for college, enjoyed myself. I go to Virginia for a school for like two months. I get kicked out, go to jail for, like you know, I ended up going to jail for like six months after I graduated. So I got arrested when I was 20. I got unbonded. Like I got unbonded like four days later I finished up my junior and senior year at Naya College. They like took me back very, very like, well, like, grateful for that, I did 47 or 48 credits.
Speaker 1:My senior year I dated a girl, which was like another part-time job and I had like a 30 hour wait literally, but I had like a Depending. I had a waiting job. Actually I was waiting tables, buffalo Wild Wings, which actually I think is very good if you want to be in sales to wait tables, because I was making one like a thousand bucks a weekend in college, cash 800, 900, 1000 as a week, a waiter at Buffalo Wild Wings and then Dave and Buster's, and then from there I was like, oh, I'm out. I graduated I was May 7th. I was the best man on my best friend's wedding at the time May 18th. And then I took a six month plea deal May 29th. So it was a very packed May and I ended up getting a misdemeanor plea deal. I did jail. I went in jail for six months. That was a horrible experience I recommend I get out of jail.
Speaker 3:You know what I'm saying. I now recommend, oh, so recommend, if you can skip me, you gotta skip it.
Speaker 1:It's not good, super, super, super, super bad. And, granted, I was in County Jail, so I hear stories about guys who went to like and this is in Virginia, right. So, like you go to County Jail in like Essex County, I'm sure you're gonna have much, much more you know pleasant experience, right.
Speaker 2:That's where I spent my jail time. Oh, it's a horrible experience it's the worst.
Speaker 3:I was just planning my jail trip.
Speaker 1:Yeah, I wasn't jail free.
Speaker 2:No, I mean, you gotta go, yeah.
Speaker 4:I'm very dirty for a day. Should we do jail time?
Speaker 1:It's a bonding experience for sure. I don't recommend. I will say though, although like that whole experience happened because the reason why I went jail is a girl made a false accusation and then about like we had like cooked up at a party. She made a false accusation, so from there I was like. I was like going back and forth for two years, but you had to understand like in law I'll give you guys great legal advice and take this to the grave.
Speaker 1:Few tips one do not get a public defender, no matter what Bad advice, bad decision. Second don't be poor. If you wanna get in trouble, you wanna spend a lot of money on good attorneys and educate. Three find people who have already gotten in trouble, because me, I never really got in any trouble. No one in my family ever got in legal trouble, so when this happened we thought I was gonna be executed. So the code red is just like went so high.
Speaker 1:In reality, I did six months in like county jail and I like survived, but from there I got out, and when I got out I couldn't get a job. So I remember the reason why I got to real when I always say like in the beginning I was ashamed, right, I had so much shame. But the reason why I got into real estate in reality was because I applied for this job literally like I'm not kidding you, like cleaning old people who are mentally handicapped for $12 an hour and there was three rounds of interviews for this job. So it was like literally a month interview period. So it was like so serious.
Speaker 1:But it really wasn't serious For the old people cleaning job For the old people, bathing them job. You would bathe them like you would wipe them and they would get sores and like bedside. It's very, very 12 bucks an hour with a college degree. So finally, at the third round interview I'm not kidding, it was insane.
Speaker 3:So they get anybody. I know that's a good question.
Speaker 1:So I'm like, all right, damn, this sucks. I go to the third round interview. When I'm there, it's like this guy's like hey, listen, we see real leadership potential on you in this company. You don't know, a year from now, you could really be running your own house, 10 people under your care. I go, wow, this is like and now I'm experiencing this like next level, like God. Like you know, this is very profound. Like you know, christ has redeemed me and is redeeming me. And like healing me and giving me value again. I'm like, oh man, yes, lord, my life's not over. I have hope to help people. That's when I went to college. I went to college for a pastoral ministry. I graduated 2016. So I'm like, oh, it's all possible, I can't give up.
Speaker 1:So the third round interview I'm like so excited you don't understand, I'm wearing a suit, you know what I mean Like three-piece suit, like I'm taking this incredibly seriously. So I'm like, oh, I have a record. So I'm like nervous the whole time. So the third round interview I sit down and I said we see the leadership opportunity on my cast Like you never know. A year from now you could be making 18, 17, $19 an hour. Sir. I said, oh my God, this is amazing, it's crazy. It's crazy.
Speaker 1:Even though I was making more as a waiter because I got out of jail, my self-respect just plummeted Right, it was like worth nothing. So anyone who went to pay me for anything, I was like, oh, it's amazing. Anyways, finally, the application that says it's like he goes yeah, just follow this application, then we should be starting a week or two. I said, oh my God, this is amazing. Yeah, thank you, sir. So I looked at the application, said your name, great. And then he didn't ask you for your birthday, it was like your name, phone number. And then he asked you have you ever been convicted of a sexual crime? My crime, my misdemeanor, is sexual battery. So I was like damn, I didn't give you yes or no. I clicked the yes box and then he gave you two sentences. And I'm like how do I explain a two-year legal battle with two different public defenders in two sentences? So I'm like I can't do that. So I said falsely accused. So I wrote you were.
Speaker 1:I said falsely accused, dash, pleadial, and then I was like maybe I'm gonna get it. I didn't get it, so I walked in my car and the guy immediately like stopped the application. He was oh yeah, we're gonna get back to you. I was like. So I walked in my car. I started crying on my way home.
Speaker 1:I mean, I'm on my way to my car and I called my friend Ben at Honeywell and he's like hey, you know, you have a friend, joan Carlos, who is a realtor. He's been trying to get you in real estate. Why don't you just try it? So I go, I call it Joan Carlos. Joan Carlos says Ben, you should do it. I'm like listen, I just called the school. It's $440. He goes bro, I'll pay for you to go to school. Just go, trust me, this is the best decision of your life. So I go, okay, I go, I pay.
Speaker 1:I was like he only gave me $400, he wouldn't give me the 440, which is like I'm very grateful for the 400, he put me on and I said, bro, I need another $400, I need another $40 bucks. He said, nah, it's, all I have is 400, man can't give you the 40, I figure it out. So I said okay. I called the school. I said listen, can you negotiate with me?
Speaker 1:I have no money in my account. I literally had no money and I owed my family like thousands of dollars. So I said I have no money in my account. Can you like help me out? He said well, if you write me a the lady said Acropolis and Wayne. She's like if you write me a five star Google review, I'll give you, like I'll give you two for 400, but you have to write it first. I said, okay, no worries, I just wrote it. She's like okay, I accept it. And that was it. So then I went. I got in real estate. Drug cross mentored me fast forward, like you know, six, seven years and like a hundred different like milestones. I own like a bunch of property and I make like 12K a month residual off my properties.
Speaker 3:And then you're on a billboards all over.
Speaker 1:Just got a new billboard today, shout out Another one. We have a four currently billboards in Newark.
Speaker 4:Yes, I think I passed one or two on the way here today.
Speaker 1:You probably passed a new one, Cause now I have one on the right, so I had one on the left side and I got one on the right side too now. So when you drive down it's like this is obnoxious.
Speaker 2:I just want to say number one broker in Newark.
Speaker 1:Yeah, I think three years running. This would be our fourth year. Yeah, this would be our fourth year. I understand, appreciate that. The cool part is there's like I'm not sure what I'm saying.
Speaker 3:Number one in Essex County, right?
Speaker 1:No, not number one in Essex County. So this is what you gotta learn about realtors, realtors, bs. All the time, everyone's number one, but the reality is like I actually am number one in Newark.
Speaker 2:I want to just say this, because I think that that I really appreciate you being so forthcoming, so transparent so open and honest about your experience is what you went through. Thank you for that. I actually I kind of cried a little bit just now.
Speaker 3:And because I know.
Speaker 2:I love you man. You're one of you, or like the best guy I know You're, you're the best dude.
Speaker 1:I'm grateful that happened. That experience did like really, not only for me as a man, in a character, but I experience really did like solidify my faith because up to that point, even still now, we talked. We just had a deep talk the night. Well, like up until that point, it's like my whole life. I was just so desperately, desperately seeking the validation of others. When that happened I had like close friends go around the college cafeteria and be like, oh, look at this, look at this, look at this, look at this. And I even tell them. So they were like Basically betray me without me even giving. They even come to me, ask questions. First, so to see like you were very supportive during that time. And I think that time for me was like I did two things. One, it really solidified my faith because, like I really don't need their approval, I really already have the approval I need and the Lord. And then, second, he honestly did show you me who my real friends were like. I had a friend who drove down to eat my month I'll tell you my mom's nuts you ready.
Speaker 1:The jail had 15 minute Visitations. People always give his stations why they all lived in Virginia, my people lived in New Jersey. So my mom, one time she her car broke down true story. She takes public transit from Rutherford to New York City. From New York City to Roanoke, virginia, a bus From a bus. Roanoke she takes another bus to Lynchburg, virginia. From there she takes an Uber to a motel, does her hair and makeup shower so she looks great. When she sees me, quote-unquote, sees me for 15 minutes and does everything again right back, does not say at the motel, she only took the motel shower. Wow, she did like 30 something plus hours of travel for 15 minutes.
Speaker 3:Holy crap, wow, wow.
Speaker 1:Yeah, she's. I slept in the bus, that's all I needed.
Speaker 2:You want to know what? Some crazy dude so.
Speaker 1:I was out.
Speaker 2:I was at um, I was in San Diego and I was getting lunch with this gentleman, phil Green. He does about 56 million dollars of annual revenue. He runs one of the most dialed in operations I've ever seen on on whole, sailing, fix and flared by and hold. It's incredible what he's been able to put together. Um, and his key thing is about hiring. Because you, you goes, you can't pay enough for great talent. I was like Phil how do you find great talent?
Speaker 2:That's my next question and um he, he said. He said look a give you. He starts talking about, uh, ray Dalio reading the book principles. He said. I studied the cia and the cia actually Only hires people who've been through two to four levels of trauma. Right, um, four, anything above four, you probably. It's gonna be really difficult for you to fully recover.
Speaker 1:There's a level.
Speaker 2:Beyond this, you can't be hired.
Speaker 3:You're a lost cause.
Speaker 2:And it's not what you can't be redeemable.
Speaker 3:Yeah, but it's a long. A wild card, yeah. A wild card, yeah below two.
Speaker 2:You haven't been through enough pain? Hmm, you haven't been it. You know you weren't. You weren't thrown into the forest and said come back with wolf skin on your shoulders or don't come back at all, right, you didn't go through the gauntlet, you didn't go through the fire, so you're not a warrior, right, and so I like, how would you attribute who you are today to your success based on what you've been through in life?
Speaker 1:So like I would say, recently, recently, I had two team members. They were trans ash coordinators. They left at the same time and it was like for anyone in real estate world it's like a paralegal right so like, and we managed like 50 to 60 transaction at times when they left to give two weeks notice. So it was like a bomb and it was, and it was some emotional guys closer than Boba stuff. So when that happened, it was like a nuke in my life and I had, like my father was ill, all the stuff. So now I'm like, oh my god, this is gonna be crazy. There's no chance. How am I gonna make it? And then what I realized was this I, literally talking my wife. My wife said to me. She said, brendan, you aren't like no, no, I'm my wife, I'm sorry. My friend Bennett, he's like Brendan, he's already been to jail. Like there's no way this was as hard as jail. I was like that's true, I've already been through. Like there's no way it was that bad.
Speaker 1:So, I'm looking back, I'm like it's really not that bad. So I think, without gauntlet, it just gives you perspective. Like I have a guy right now who's working with us like he can't seem to Like the most minor things he's dropping the ball on like, hey, return this today, return tomorrow. He's like I'm so stressed, I'm like, dude, there's levels and like his, it's not, it's not mean, though it's like right now what he's experiencing is a lot for him right, but I've already experienced so much right, so it's like you come back a warrior.
Speaker 1:Yeah, oh, it's like a war, and not just from jail, it's from the recovery of jail. That's the jail experience. No, it's like hey, who are you afterwards Like the overcoming? Because there are a lot of people, the people who get out of jail to go back in. It's like 20% of people. It's like a huge number.
Speaker 3:I think it's higher than that.
Speaker 1:Yes, I think it's higher. I just made this number up. But basically, what ends up happening in my mind with jail is like a lot. My dad told me this. My dad said like you're the one person who never go back to jail, but a lot of people who never go back, they never left Like what do you mean? That he goes because your mind has been imprisoned. They've been just put in limitation and cages forever. Wow, and that's what happens, especially in America, where it's like one in five black men go to. You know America's crazy Dude. Listen, this America represents one in 20. This is from the 13th amendment. These stats right on the Netflix. You can check it out One in 20 people. One in 20 people in the world are American, like American citizens. However, one in five are incarcerated individuals in the world are in America. Yeah, we're like disproportionately. We love locking people up.
Speaker 3:It's business, it's a great business. It's a. It's a private private industry.
Speaker 1:Great business.
Speaker 3:They have a highly recommended if you want to, just like I mean they have these, yeah, these institutions, and then they have to fill them right, like, and if it's not filled Right, it's like a hotel that's vacant, right, or a multifamily, yeah, that's what it's like literally it's like two dollar an hour labor, three dollar an hour labor, like American labor, like Victoria's secret.
Speaker 1:A lot of stuff go there like airline. Some of their stuff comes from jail labor and they pitch a prison labor and they pitch it like, hey, we're giving these convicts like an opportunity. That's like you give me three bucks.
Speaker 2:I'm curious who the majority owner is of all the prisons in the US. If I had to put money on it, blackrock.
Speaker 3:Oh my God, yeah right, yeah, that's a change of mind, blackrock, somehow somebody will get back to you. Just keep following up.
Speaker 2:Figured out how to control just about everything.
Speaker 3:Oh man.
Speaker 1:Oh man.
Speaker 3:Well, so I wanna get into some of the stuff that you've done to become so successful. But I mean just to your point, I think about this a lot like having gone through so many problems. I think our generation now doesn't have any problems. Like the biggest problem is like oh, like my phone broke or whatever, like this guy went to jail, right.
Speaker 4:Yeah, I don't work in my jail what's harder right?
Speaker 3:And so I'm always grateful for having gone through tough times and I wonder you know for you, like, how often are you referring back to, like wow, like how great is my life considering?
Speaker 1:So this like? So I'll give you like a really, really crazy thing and this is like trauma that, like I definitely got to hear from. So I bought a property in April. Yeah, april for April or May for May. I bought property in May for 105,000. I just closed on it this week for 100 and like, basically I netted 42 grand in the pot. Let me do it again. I bought it for 105 in May. I sold it for 160 in like last week. Right, so my check comes 152 grand. I bought a cash, right, 152 grand. I'm super, super happy. Right that same day we had to spend like $10,000 or $11,000 on billboards.
Speaker 1:The amount of fear that came over me was crazy. I'm like, oh man, I'm gonna go poor. And I was telling my wife last night this is the last night. I'm like dad, I think finance is a big deal. She goes, brendan, we just got a check for $152,000. What are you saying? Like we're good. Like this, 150 grand, we're good. What are you saying?
Speaker 1:So I think like the problem is those kind of experiences and like growing up poor, et cetera, they don't leave you as much as you wanna reflect back. So you gotta actually be like very, very, very logical and say, okay, what is reality, and that's why it's good to marry a good woman Will I get you? Because the further you get from jail, the further really becomes. So you can't live off that seven year ago challenge. You have to live on new challenges that come your way and be like, okay, yes, the problem is here right now. I've already solved a problem like this last year and I've already felt like I was gonna go poor two months ago and I didn't go poor, so I think I'll be okay.
Speaker 2:I got a personal question.
Speaker 1:Oh man, this is a new so you gotta get there's no deals. You got a kid now, right, and I always think about this.
Speaker 2:I'm so grateful for the tough times. Right Now, when things get tough, I'm like I'm a warrior light work, it's okay, bring it on whatever right. And my fear is that, as someone who's gonna be wealthy and be able to provide everything my kid needs, hopefully on a personal level, in a good place, hopefully I'm not creating as much trauma as I went through on a personal level, but I also want my kid to come out an animal too right. So where are you with that? How are you gonna-.
Speaker 1:So I do worry about that a lot because my big fear is I'm gonna spoil my kid and he's gonna be soft, Like that's like my biggest, biggest fear Because, like my life experience has been one that has demanded me to be hard and just like, even if you cry, like allow yourself to cry, allow yourself to feel, and then like process, and then you like pick up the sword and you go back to battle and that's it. So, like this is what a mentor told me that was really really good Because I was kind of free to have kids when I was dating my wife. When I was dating my wife Deb, I told her I don't want kids. I didn't know I have kids.
Speaker 2:But that was crazy. I'm like why do you want to have kids?
Speaker 1:It's insane. Now I realize, you know I was dumb, I'm just scared. But this is what a mentor told me. My mentor told me your great grandparents mess up your grandparents this much. Your great grandparents mess up your grandparents this much. Your grandparents mess up your parents this much. Your only goal in life as a parent is to mess up your kids a little bit less.
Speaker 3:A little bit less yeah.
Speaker 1:That's it. So when you have that thing, that alleviates a lot of pressure from you. That's one thing I always talk to Deb about. I'm like, no matter what, this kid's gonna be massively wounded Because I know people who grew up in the most healthy households. I'm like, dude, how are you telling me that this wasn't perfect? And he's like, ah man, my dad just really buh-buh-buh-buh, dude, this sounds great you know what I'm saying?
Speaker 4:This is nothing.
Speaker 1:But it's just smaller degrees, smaller degrees. And then it's the same thing with wealth, right, like it goes other way. Like your parents made this much, you'll make this much, you'll build this much, and then it goes like the opposite, right, so it's really cool.
Speaker 2:Do you feel like you're gonna leave your kids in inheritance?
Speaker 1:Ah. So I recently hired this financial planner guy right To help me, like because I make money but I really don't like my business expenses, I have to the penny. But this guy basically like helps you manage your personal. So I'm like, well, how much do I actually need to live each month? These kind of things I don't really know. I just always focus on making more money. Yeah, so it's been good. But I was like, at the same time, you always feel like I don't know if I can like what's every and we don't like to talk about those things. But that's the truth. Very few people know like here's actually how much money I spend on, like, going out to eat, like how much you spend on lunch every like month Going out to eat.
Speaker 3:I can tell you that for the what the business M&E is my personal, I have no idea, that's what I'm saying.
Speaker 1:My business, I know to the penny, my personal, we're just guessing constantly. So inheritance wise, he's been teaching me because he's like personally. He's like when you get to, when your kid gets a five to 10, we're gonna give them like tally marks, and like every tally. Like we're not doing allowances, anything like that. Like you earn everything every step of the way when it comes to finances to teach your kids and like, okay, hey, when you're 10 years old, you like that car. Okay, what would that car cost you? So will I give my kid an inheritance? I think like a book of Proverbs I believe it is or Solomon Kings. It says like you told me this verse, right, say this verse when you told me that verse, I was like, oh, leave your kids and the kids after.
Speaker 2:And I used to not want to, but now biblically I have to right.
Speaker 1:Not only that, what is it? Yeah, it's a powerful verse. It says a righteous man.
Speaker 2:I honestly. You're the pastoral ministry graduate. Okay, you're gonna have to pull that one up brother, you know what.
Speaker 1:listen, Niaq, if you're looking at me.
Speaker 2:Basically need to. A righteous man leaves his children's children and inheritance Wow so.
Speaker 1:No, not only inheritance, it says more. This is what, oh, I thought.
Speaker 3:So you give enough money that your children can give your children in it.
Speaker 2:Or you just skip what hold on yeah, which one Space it out a little bit.
Speaker 1:I don't know. Okay, we're gonna find it over here, guys, don't worry.
Speaker 3:Maybe Josh knows, josh probably knows.
Speaker 2:Josh Nope, you know. No he doesn't you tap back into that?
Speaker 3:I don't know.
Speaker 1:I'm not the guy Hit the background.
Speaker 2:Anyway, anyway, let's move on. Let's move on from this one. You can find it.
Speaker 1:Okay, I just got it Now we got it, now you boom. Okay, there we go. It says. A good man leaves an inheritance to his children's children. Perfect, but elsewhere it says basically it talks about leaving land, so like our version of real estate. So that's why it's so cool. It's like a good children leaves his children like jewels and land.
Speaker 3:Well, assets.
Speaker 1:Asset basically, yeah, it's like things of value, like not appreciate, like things like that, not just cash.
Speaker 3:Yes.
Speaker 1:So like leaves assets right so.
Speaker 3:I think that's really cool, but do you think it's leaving enough for your children that they can give the next generation something, or do you think it's skipping a whole generation?
Speaker 1:So you guys caught me in a really good time for a podcast because I've been going on like deep thought about like life and like purpose and masculinity, the way I see it, like think about back in the day how masculinity traded hands, right, so you're all men in this room, right? Great, you know, I'm more like don't cancel. I'm like binary male, female, right.
Speaker 3:Let's go with that. You can cancel on. We're good with that here.
Speaker 1:But this is like how I see things, right. So in large part at least, right At the soul level, right. So then, the way I see that is like this. So masculinity, though, is like bestowed upon another man. So you think about how man used to be raised like their fathers.
Speaker 1:Let's say you were, let's say, real estate, right, example, right, I don't even know more traditional. Let's say you were a woodworker right. If I was a woodworker and John, you were my son. Or you were my father, I'll be the son, right. So if you're my father and at the age of like 10 or 11, I'm literally spending large amounts of time with you in the woodworking shop. It's very Western idea that, 18, you kick your kids out and they're like they're supposed to be, like adults. It's very, very Western, and the more like biblical times it was. At 13, you were viewed as an adult. You're a Bob Mitzvah, right? So when I'm at Bob Mitzvah, I'm now a man right In the view. In the Isaac community, you give me responsibility in your woodworking shop when I'm 25, guess what I'm doing.
Speaker 4:Taking over that woodworking shop.
Speaker 1:No, I'm still in line with you. The masculinity that you're pouring into me so much, I'm only taking over when you're done. If you're 70 and I'm 40, guess what we're doing Still working together, working together.
Speaker 1:So the masculinity is being bestowed, bestowed, bestowed. And guess what I now have at 40? I have a son. So it's like when you talk about leaving it. I don't think it's like a go go, go, go, go, stop, go, go, go, go go. What I hope my son will do is overlap with me and then his son will overlap with him and his son will overlap with him, and masculinity and wealth is truly being responsibly passed on, responsibly.
Speaker 2:I love that.
Speaker 1:Because you have a lot of people. I told this one client right now. He's like listen, I'm selling all my two or three, four families because I don't think my kids can handle it. I just want to buy a building, hire a property manager and that will help them. I'm like that's terrible. Tell them I'll buy a couple of them.
Speaker 2:There we go, brendan, we're going to dial back into real estate now, please. Ok, it's just so personal. It's too much. You said you did. You have a business that you're kind of slowing down.
Speaker 1:Yeah.
Speaker 2:Airbnb property management.
Speaker 1:And that's across the board for all Airbnbs, unfortunately.
Speaker 2:And you have one business that is going great Right, and I want to just dive in here because it's you are where you are now, but I'm sure if you, if the seven year, seven year earlier version of you came to you now. Create a roadmap for him. Tell him how to get to where you are now.
Speaker 1:So that would be like really impossible for like the content here. To make it super simple, I'll be like three things. One Do not invent anything. Just steal from people who have done it. Copy them to the letter. Success, lose clues done. Second stay humble rookie mindsets. Do not think that you are the one who's gonna be a pioneer. I've lost so much money trying to pioneer you too. Just do boring stuff again and again, and again, and again, and again and again. And then three, I would tell him, like every person you encounter, think yourself like, if this person, if this relationship Was the single determining factor of my future success, how would I treat this Cuz? That's like really big deal. So, like I think about even like you too. Right, like realistically.
Speaker 1:In the beginning, you guys were sending me listing referrals and I was just like doing what I would like. Nothing's changed in terms of how I like, how I see it, because even when I was just one or two deals, I was like, oh, you guys try this, or maybe you guys try that. So I was doing more than what was expected. That's how I see it. And you guys in return guess what? Did more than what was expected. You didn't just send me listening. Okay, we're gonna help you incorporate. We're gonna go above and beyond. You know what we think. This is fair, but we're gonna be generous here with you, brandon, my god, thank you so much, right? So you guys did the same thing with me and now, four or five years later, in an industry where people are Constantly trying to steal from each other, we're great partnership we built together. So I would say that, like, definitely, definitely don't like try to be inventive, don't be initiated like an innovative, like no okay you know it's, you touch on it there.
Speaker 3:We've been through a lot and, like when we started out, both of our business pretty small.
Speaker 1:There's kind of nothing there and how many units do you think you guys were wholesaling five years ago?
Speaker 3:Like None.
Speaker 4:Literally none.
Speaker 3:But, like, as we've grown together, you know, there's been a lot of points where it's like, hey, we need to work out this new agreement, or like this doesn't make sense, it's not fair, and One thing we've always been able to do is come to terms it hasn't always been, hasn't always been like Super simple, right.
Speaker 1:Like, no, it's never. It's never simple and I always feel like I'm losing and I always feel like I'm winning. Yeah, and that's been like the hardest thing for me to rationalize.
Speaker 3:But what? What makes our partnership so good? Because I think that's one of the Me me personally. Anytime someone's like, oh, we'll just partner, I'm like I don't want any more partners. I think I'm good Right, and what we've had has been, has been great.
Speaker 1:Honestly, you want me here I might take. Yeah, it's because we, like, we Over deliver on what the partnership is. So the partnership actually just is send me deals, I send you referral. The end, that's what literally the terminology of the partnership is. But but then when we did, when we bought, when we like, when we sold you guys basically 10% equity we aligned interests and I think that is the big thing. So, like, when interest are aligned, visions are aligned, right, and you say, well, you know what I'm only here to get.
Speaker 1:If I just treat you guys like a listing, like Zillow, for example, it would not be a good partnership. But because I'm like, okay, how can I help their business grow? Okay, how can I support Eric as a person? Okay, how can I support Troy as a person? And then you guys are same way with me, like, hey, brandon, something happened with this agent, your staff. I didn't really like that. I would want I would watch out about that. You always don't have to do that, right. But because we aligned interests and we go above and beyond and over, deliver over a long period of time, it really helps. Also, it helps them, like you know, childhood friends with Troy, because I was gonna say, yeah, it's so. Do you know how hard it is to replace 16 years of trust? It would take you another 16 years. Oh, you don't have that in business. You have another 16 years of star new relationship. Oh, I got arrested with Troy in high school.
Speaker 1:Yeah like you can't. And he took the blame. It was mine, but they tried to pin it on me though the weed. He took the blame I already had. I would have already rested one time.
Speaker 3:Yeah, I think I mean part of it's that, but because you guys are such good friends, there's always communication right and I think communication is the biggest thing, right.
Speaker 3:There's never a chance for resentment to grow. I don't think you have to be long lifelong friends, but I think you have to always be communicating because, hey, this doesn't work. We need to switch this. I'm not happy about this thing and that's always happening between you guys and and I think because of that, right, there's never been a chance for us to harbor all Brendan screwing us over. There's that like. It's never been that, because there's always Communication.
Speaker 1:I trust you in my life and that's, and that's the worst part, because I feel the way of that responsibility. I'm like, no, I gotta do the right thing if you lied to me in business.
Speaker 2:I know it would break my heart in pieces.
Speaker 1:I know, I know I feel the way. I hate it. I wish it wasn't like that.
Speaker 2:I feel honest, brother, I feel the weight.
Speaker 1:I'm telling you it's a weight.
Speaker 1:Yeah, I really look up to you, man, I honestly it's Joe's and it like makes me feel like whoa, like I don't deserve and that's like a self-worth thing, right, like I do deserve you to look up to me, like I am a good guy. Yeah, but we got to remind ourselves of business owners. Like I'm trying, I was saying something's like every entrepreneur has a high-duty. Nine out ten entrepreneurs have like a high degree of shame, right, that's why they strive so much overcompensate. That's why a lot of men like isolate, right, it's like I don't want anyone near me because they're not tough guys, they're just ashamed, like this one guy on Instagram.
Speaker 1:I'm not gonna say names, but like this guy's a big jerk. Big jerk, you like good, like DM me real, say guy one time. Yeah, whatever, very big jerk. I used to think like man, it's got so mean, so mean. And then, when I clicked in my head, I'm like this guy would never want to partner with him to your point, like he just constantly overcompensating. Why you just ashamed? Yeah, he's just deeply small on the inside and he needs to get big, he needs to be a bully. Why? Cuz he doesn't want anyone close to find out, because in reality, he's tiny In not in truth, but in his own self and his work.
Speaker 2:Yeah, self-worth, yeah, yeah, okay, and that affects your money big time, huge. Oh, oh, you can get, you can't be a great leader.
Speaker 1:Not only that, I guess. So you can make good money with that mindset. Maybe you make like 500, 400, 300, 200. Great for you great. But you will never build true wealth out of a deep place of shame because you can't partner with people in a healthy relationship to grow the business 100% right deal you could get up to yeah for three 500 grand oh no but you need a hat
Speaker 2:because, if you don't love yourself, how do you really love someone else?
Speaker 1:Yeah and to lead us to love. Like to love is to serve others. That's the definition. Like put others above yourself. Nine, like a toxic way, been like a hey, I'm putting you buff me. Yeah right, dude, I couldn't be more. One thing that we do for our team I think is one of the best things we've done all like past, like year and a half is we pay for 23 Counts links. We pay for 20 counseling sessions per team member per year.
Speaker 1:Really and we, yeah, we pay, and if we have a hookup I'll give you everybody 75 bucks, 85 bucks, 90. Yeah, I passed that yeah, past that people are paying 170. We have a bulk package.
Speaker 3:So, yeah, great, great, honestly great, we should get bulk discount over here.
Speaker 1:Yeah, but basically, as I'm saying, we go and we've had our team is a little bit healthy. Yeah, the company are not, so P problems. Some of your problems are you people are just toxic as hell. Yeah, maybe like a therapist and you don't have time for it. Can you actually connect with Ryan on that?
Speaker 2:Yeah, and then send out a group email and get that Token train to do that for us. Hey, brendan, we got a dial back in to the business. Okay, okay, so.
Speaker 3:I Love it. I love this. I could talk about the viewership is not.
Speaker 1:But do you know? The truth is here, like we're doing our own podcast, you know, inspired by you guys. Real lives in real estate In reality is like deals and dollars. It's really not that complex like in terms of making money. Real estate it's like a formula. It's like you know what turn Robin says there's a science achievement and Art of fulfillment. The reality is I know so many people who have succeeded in real estate but they haven't feel fulfilled. Why? Because you don't talk about they're not focusing their real lives. Like you can only run away from your wife for so many years until you get it worst right we're gonna talk about.
Speaker 2:I just I just came back from McMaster mind. This is the keynote speaker said this said the results that you get come from the systems that you create. Right, and so the result that you wanted was X amount of annual revenue. Right, you got mentorship by the number one Broker in the state of New Jersey, rob the kansky.
Speaker 1:Rob, if you're listening to this, you know have a utmost of respect. Please got my podcast, come on. I try to get me. Or he said he doesn't do podcasts. I was like just think about it.
Speaker 2:So so the results that you get come from the systems that you create. Yeah, right, and you got the mentorship for that. You said I'm not trying to figure this out on my own anymore. So what are the best teams in the country doing to scale and operate their real estate businesses from? And just walk me through Kind of like systems, what the team looks like.
Speaker 1:Okay, you generate leads. Yeah, there's this a little bit, so I'm gonna. So I'm actually. I just spent $10,000. Oh well, great story there. I'll leave it for a clip. But basically I was gonna. I'm going to Gary Keller Summit in. I'm going his private mastermind on a ranch, his ranch in November. I spent 10k and honestly, I was gonna buy Rolex, as like I got my love to go there.
Speaker 1:Well, unfortunately you can't because you have to be kw and got to a ceremony on GCI like gross commission income. So I'm going there and it's literally ranch, his ranch. We're spending two nights at his hotel going to his restaurant. The guy owns like everything you can own. He wants to buy. He bought a restaurant because he plays like classic rock music and it was shutting down. He's like I'm just gonna buy the only requirement you get to keep playing like this kind of music. It's like pay homage, like it doesn't make money. He just like was passionate, so I'll buy it and just run the restaurant. Like he's losing money. He's just like writes off, writes off right, this doesn't matter, he just does it for passion. It's insane. The point of the story is this when I go to these masterminds that always, always, always things myself like man. This is a crazy amount of money and it was a cheap. It was there a cheap $100,000, $1,800. I spent 10 grand.
Speaker 1:Here's what I've learned. Here's what the top real estate teams are doing cross-country and you have to understand average realtor does five to six deals a year. Average across the country Realtors, the bar of entry is so low. Surprises even. I think it's four out of six. I said five, I hesitate. The bar, that's an New Jersey National Association realtor statistic. But whatever the point is this realtors overall are so incompetent and so like I feel bad, messing me, like there's. It's like it's like you have a great, great girl at home, great wife, but you're cheating on her every night. It's like, what are you doing? You have so much opportunity, great, great family, why are you doing it's like that. It's like they have a great opportunity. They're cheating on their future self. Here the realtors can do very pragmatic. If you want to level up your real estate business, very common sense.
Speaker 1:First Write down what you say to people called scripts. I used to hate them. That's not real salespeople. Real sales people don't need scripts. No, scripts Allow you to build what's called a system. A system is just. We all have systems, some either by design or by default. So a script. All it's gonna let you do is allow you to really put intentionality Into how to sharpen your axe so you can cut. And once you have a sharp axe and you learn how to sharpen, I can teach you, john, how to sharpen. So that's called like. That's really a foundation. So great sale, great realtors. All have scripts. They all say the same thing every single time and they teach you about how to say the things he said. That's one.
Speaker 1:The second thing great, great realtors do is they believe the path is in the math. I know every single I know, if I go on three appoint, if I go, if I set three appointments, two will happen. If I set to, if I go to two appointments, I'm gonna get one signed, so I can do the math. If I get one, I'm gonna make X amount right. Kpis keep performing indicators. They know the math and everything is like that. Your health is a number right. How many times you want to work out? That's a number right. What's your? What's a healthy marriage on health? Marriage is this day, night, this much quality time. It's all numbers right. So path is in the math. Everything's tangible, everything's metrics. So great realtors believe in that. So they don't think to themselves, huh.
Speaker 1:And the third thing above anything else, a great realtors are doing our structure. They, they come to office at certain time, they leave at certain time. They have a, they have a job. No, great realtor, I know it doesn't have a job. If you join real estate for freedom, you're, you're sold a lie now.
Speaker 1:The great real estate teams are doing three major major things. One great real estate teams are decreasing the value of the agent. See if I know what's that mean. With the heck, your realtor.
Speaker 1:Agents are not the most valuable aspect in the real estate team equation. The most valuable asset are the support staff, your transaction and your ISAs and your, basically your marketing network, right, these kind of things, your softwares. Because if you have a good realtor, an average realtor, you can make him really, really good. If you have a great system support staff, coaching, etc you can make him great. You can bring it six, ten, nine, six, ten, nine, six, ten, nine. But if you have really good realtors, like a nine, but your systems and support staff suck, they're gonna leave your team like that again and again and again and again.
Speaker 1:So the best real estate teams across the country are tripling down in their support staff and actually not tripling down in their agents. That's what I found for sure and the best, best, best profitable. They're charging clients who buy a house with them 1% purchase price. So that's what we're doing now. We're charging by loyalty agreements. So if you want to work with us as a buyer, you got to do this one. We offer two programs. It's called off market opportunities.
Speaker 2:That's my boy, joshua.
Speaker 1:Joshua, I was pulling out of the camera, oh.
Speaker 2:Josh about a buy property.
Speaker 1:But no, I would know. But he would. Why? Because we, because we created value, we set the fee. And then we collect the fee. And that's from Sarah Reynolds down in DC, kw girl beast. She has like thousand plus units a year, fifteen hundred units a year. So what she does is basically she says like hey, these are our two programs for us, this are our programs. We give you first access of property off market because we come across a lot of listings. We're listing heavy team To. We give you love and relieve it.
Speaker 1:If you buy house lesson, you sell within the first year. You only need to pay the buyer agent commission. You're not gonna pay us a dollar. We'll sell it you for we'll sell for free. If you regret it, no worries, you can leave it Before that. And then, top of all, our additional services transaction. But buh-bah-bah, educating vendor network, whatever, you're gonna pay 1% of purchase price. So we have like right now we just sold the highest price, three family, david Figueroa, shout out, shout out. This guy sold it in on Bergen Street, 25 by 100, three family, no garage, no driveway, 995,000 he got paid, I think was 2.25% commission, whatever. But he, his buyer, paid him 1% of the purchase price on top of the 2.25 you got. So he got 3.25 on the buy side. He made more than the listing agent.
Speaker 3:That gets added to the price.
Speaker 1:Yes, no, not about a purchase price. The buyer wrote a check at closing to our brokerage. But we also negotiate financed sometimes it does, sometimes it doesn't, it doesn't matter. This is our fee, this is our value think about how crazy is it. It's very fine, it's very fine. Not most of the time, though. We're like 50-50.
Speaker 2:What is it? What is the?
Speaker 3:yeah, what's the determining factor?
Speaker 1:If we can negotiate for the buyer and the sell it, we can work out self-concession great. And this market? You're not getting self-concessions, man. The buyer has to pay.
Speaker 2:Oh so, oh so you're actually At, you're actually trying to get the sell it. The only way that it could get finances if the seller provides a concession.
Speaker 1:Equal to the amount. It's like closing costs. It's like closing costs.
Speaker 3:I just raised the price 1%.
Speaker 1:But. But in this market people are waiting for freezels yeah so it's tough.
Speaker 2:No, that's brilliant. Yeah, that's great.
Speaker 1:So that's, but that's what from the masterminds in the cross, the country that's becoming popular, especially with this lawsuit. I don't know if you guys saw rematch just settled 55 million lawsuit with this massive class action lawsuit. It's going against all the brokerages because, like the way that structure right now, when agents present listing Presentations, it's like the seller has to pay the buyer's agents commission when it's like not allowed. It's like against fair consumer. Whatever is this laws right, but, but, but, but. And basically the buyers right. Like the way that's gonna be structured in the very near future Is that, just like a listing agent has to negotiate their fee to the seller, the buyer's agents can negotiate their feet to the buyer and that's gonna be it. So if you're not really good at setting, like creating value, setting your fee and collecting your fee, you're gonna be beat. You're kidding me. This is, this is being one for like six months I changed it.
Speaker 2:The banks got to change the way they financed and this is gonna be a problem.
Speaker 1:This is not gonna be this is any banks.
Speaker 2:That's a lot brother.
Speaker 1:This is like 50 rematchers paid 55 million dollars. That's already problem. It's a million dollar problem from one brokerage. Imagine all the others.
Speaker 2:So I just want to dial back in there. You, you, yeah, sorry from the front end. Okay, so you talked about KPIs. I'll give you an example of of a KPI for us we get 350 seller leads. I'm sorry, guys, I just ran a power hour and my throat is so horse from screaming, mmm.
Speaker 2:We get 350 seller leads a week. We convert Every 50 seller leads. I know we get one deal, we right. So I do know that I need to set up Excuse me, I need to set up 10 virtual appointments and or 10 opportunities to convert to one contract. Right, so like. But you got to also dial back into how many calls are you gonna make, right? Oh no, you go granular. Great, you have to reverse engineer the result that you want right.
Speaker 2:So if you want X amount of deals, you need to have X amount of leads. Yeah you need to make X amount of calls yeah, you need to have. X amount of opportunities, you need to send X amount of contracts, you need to have X amount of appointments, oh man. And then you need to know how many times when it goes into turning review, how many times it exits attorney review. Have it exits attorney review? How often does that close? Yes, how often when you sell that?
Speaker 1:So these are things, so like one, you it's, you can't. If you're doing this, for now you can't do, you can't. Just, oh, these are my KPIs. It doesn't work that their first step in getting KPIs is actually tracking what you're already doing. Yes, and it may take you literally six months because there is a variable, like right now we had an attorney. That was bad, so the data you have is cute, so, but we've been tracking for two years, three, two and a half since traction, so about just two and a half. We read the book EOS traction.
Speaker 1:Yes right after you guys did we read it. Right after it was like you guys ready, you recommend to me, I start reading it. Boom, I should. That's what happened. Yeah, I think you recommended to me and then maybe you bought me a copy.
Speaker 3:We get the same. You hire the same. No, we didn't know. No, you're not a sharper.
Speaker 1:No, we didn't. We should have hired. Now, looking back, I would have made a lot more money. So yeah, but the cheap, super cheap, cheap big is out.
Speaker 2:Cheap, super stupid cheap down you got and you're cheaping out on Brad Chandler.
Speaker 1:Oh god, oh god, brad Chandler, I have nothing but love for you. So he's looking, he's like.
Speaker 2:You gotta do it.
Speaker 1:I know?
Speaker 3:Okay, he pushed me on it, do I didn't do it, okay, john.
Speaker 1:Can we hear from you today? Can we hear from?
Speaker 4:John, I'm just taking all this in what?
Speaker 1:what questions you got for me, John.
Speaker 4:Let me hear about. So obviously I'm on the financing on right. So we were talking about before, I think before we started rates where you were killing with rates were two and a half, two point seven, five percent, right, yeah, sure we all were. So like now, right, residential rates over to Sumer, what? Seven to seven and a half, I don't people eight, quoting a plus already. Okay, so definitely in the sevens, like how Obviously that's impacting I would have to imagine that's impacting your business pretty significantly.
Speaker 1:Oh, it's brutal, brutal, like the buyer pool is just so much less. And people are saying, like, at one thing I really don't like when people say like marry the house, date the rates, not just because it's corny, but I feel like it's just like dumb. I don't know why, I just don't like what people say it, but it has affected a lot. Well, we're doing right now like our like, our objection handling of that is very basic, super basic. We say, and this is actually from KW. They say, when the mastermind, they say hey, john, if I could find you know, I definitely agree, rates are very high. John, let me question if I could find you a House that suited the lifestyle you and your family were looking to live, with a monthly payment you could afford, would you be a buyer in today's market?
Speaker 1:Absolutely, oh great and that's what I do. So what payment would you need? And then I just reverse engineer. That got it. Because when people say the rates are too high, what they're really saying is, like I'm afraid of the market because no one says like I love this house, I can afford that payments, but the rates are high. No, it's just afraid of the like the market, what's gonna happen? Huh, they're anxious. So when you calm down, say wait, if you can comfortably afford this, though, are you good to go?
Speaker 4:and then yes, okay, great, let's move forward then the whole rate sensitivity matter goes out the window.
Speaker 1:So that's all it's now in the investing world. Because right now like I'm trying to cash out refi on my this house in Karni and I'm like, yeah, I can not cash a refund, I have to sell this into a bigger building. This is brutal. 1031 a mute is like I would not cash flow at all, I would be negative.
Speaker 3:I'm like yeah, yeah, I would think that it would.
Speaker 1:It would take a lot of buyers out of the market, but at the same time, there's still buyers, right like affordability is like a 40 year low right Mortgage applications at Johnny way more than me by her was like 30 year low, more exceptions so there's still buyers with the buyers are few and far between. It's tough to because, like I was just listening to this, listen to NBC, but basically what they were saying is like home builders, after the crash, stop producing right, can produce fast enough, but more importantly for like there's just it's 90% of Americans have a rate 5% or lower. 80% of Americans have homeowners right, have a rate 40, 4% or lower. So, dude, you're trapped in your house. Now, thankfully, like, life events do happen. We're like in this I just read, I just was listening this life events happen. Like, ultimately, if you have three kids, we can do, you can stay in your house, you two bedroom. No, you got to move. At the condo man, you just had a third kid. So eventually people got to move.
Speaker 1:Yeah but man, I don't know it's, it is much less buyers. So, like, we're locking in on skills, locking in, locking in, locking in on, like, how to handle objections you think, I feel, I Feel like we're six months away from really feeling it.
Speaker 3:That's what. That's my, my feeling.
Speaker 1:I think like it were six months away from sellers waking up. Because sellers do not wake up yet. They're like I'm sure you guys see on the investments that right, they're like dude the market, so hop up, up, up, up up. I'm like my guy and the oh the way I can be killing sellers. Oh man dude. Wow, this is one thing I do with sellers like that. Okay, so this is how I help. Oh man I love. I'm so grateful I'm here. Thank you guys for having me. I hope this gives value to you.
Speaker 3:Yeah, this is great.
Speaker 1:So, like, one thing I do with sellers is like when I'm talking them on a listing appointment and they're like, no, you know my markets 500, my house is so much, I said no, you, honestly, 100%. A lot of sellers, you know they came in, pause on side of the, came and afford to buy their own house Right now. So I say you know what I do. I agree, your house is amazing. Eric, I wish you would have called me last year, I probably could have guys. But let me show you with 500,000 right now, let me show you that mortgage payment is. So when I show them that 500,000 is like a 4500 a monthly payment, 4700 monthly payments they're always the same exact thing. You go, oh my god, I go, I'm sorry I messed up. And then I put the correct rate. So I always like and they go, oh my gosh, even higher.
Speaker 1:I said yeah, and that's if they have a good credit score. Sir, if what's your credit score? And they were the usual people credit score and our area is like 720 or less. So I'll be like, oh, yeah, I'm like. I want to show you because you're not gonna believe, sir. So you see what I'm saying. Like, how do you want to see your house in foreclosure with the next buyer. Yeah, so we got to be more realistic with pricing, because the last thing I want is for your house. Just send the market for the next six months, because no one can afford it. 4700 million the payment.
Speaker 1:Oh, that's actually and I go John, how, how many people do you know that could afford a 4700 month payment? And everyone says, dude, no, because they're because the people who they bought houses with in their friend group, that so economic, it's a social, economic demographic they're not there. So it's brutal. I'm telling you always works, always, always works. It's one of my best things I do lately genius. I think it is pretty good I'm not gonna put that one. I did that super smart Let me ask you a question.
Speaker 3:Did you? Do you write that down on your script you know, I haven't.
Speaker 2:Brother. I think we're at an hour right.
Speaker 1:Wow 50.
Speaker 2:Do you have any last words of wisdom for for the audience?
Speaker 1:I mean, this is why what kind of audience you have, I don't, honestly.
Speaker 2:I would. I would love to be able to dial in on exactly what the Professional demographic is on our audience. But the ideal demographic yeah, that's hard. Real estate professionals, aspiring real estate professionals and people who want to invest in real estate in our deals.
Speaker 1:First thing I would gotta tell you is I don't know, man, there's a lot I would say. I would just tell you, like where I'm at right now is like, above anything else, one like God loves you incredibly, even if you're broke. So I think that's like most point thing, like incurring your value in that to there's so much abundance happening right now and like a lot of money is moving and a lot is happening. So, like I have, this is my like for deals right, like people who want to invest in your deals. You the phone answers all problems. Like your phone. Like my phone is a solution to all financial problems in my life. It's just my phone, because the more people I call, the numbers go and I make more.
Speaker 1:So, like the advice I would give you is you can be like panicked and you can be very afraid and you can be crippled by analysis paralysis. Instead of that, I would really recommend just consistently, like if you're an investor, right, consistently do the activities that you know are gonna lead to deals, no matter what, and that's like the one piece of advice I give you. Like you can really spend. It's so fun talking about the market, but me talking about the markets not gonna help me make money. Right, like me pick up the phone and talking to people who are motivated, coachable, qualified sellers and buyers, those people who are helping me make money.
Speaker 1:So those people I'm talking to, I would say that, like, don't really worry about, don't messing me ignorant. Like, be educated by, like folks in the activities that directly make you money. They're right now I'm gonna talk about marketing. I'm talking about like One for one, like one for five, whatever one for three. Like not like I'm gonna have another billboard. That's cool. I'm happy. Like I pick up the phone every single day. Control what you can control.
Speaker 1:And that's it because it gives you such like empowerment when you realize like it's a lot of this isn't your control.
Speaker 2:Yeah, that's exactly what you did, eric, during a COVID. Picked up the phone, yep, just start calling. That's amazing advice. Brendan, I love you brother, thank you so much for coming on the show.
