Turn Up The Hustle EP 12 - Britney Casa

In this episode of the Turn Up the Hustle podcast, we sit down with top producer Britney Casarez to discuss her transformation from a VIP bartender in San Antonio’s nightlife to closing 33 transactions in her first year of real estate. 

We'll dive into the reality of the "fast life", the strategy of using social media influence to drive and generate six figure sales, and why "BADDIE" energy might just be the ultimate business advantage

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Transcript

SPEAKER_02 0:00

On today's episode of the Turn Up the Hustle podcast, we're joined by a hustler who got their start in the nightlife and took that hustle and put it into traditional real estate. This hustler is now a top agent here in San Antonio and has closed hundreds of transactions. Today's episode, Britney Casa. Welcome to another episode of the Trump to Hustle Podcast where real estate investors and entrepreneurs show their stories, strategies, and mindset behind our hustle. I'm Michael Giannis, aka Mr. Hustle. To my right, Scott and Moon. Let's go. And today's special guest, Brittany Casa.

SPEAKER_00 0:34

Thank you for having me.

SPEAKER_02 0:35

No, thank you for being here. Brittany Casa or Britney Casa?

SPEAKER_00 0:39

What is? Casa.

SPEAKER_02 0:40

Brittany Casa. That's really cool. So before we get started, Brittany, I'm gonna always start off with this. My hustle is real estate flipping, real estate wholesaling, and subject to. When someone thinks of Britney, what's Britney's hustle?

SPEAKER_01 0:53

My hustle is definitely helping people just get into the next season of their lives. Changing lives pouring into people.

SPEAKER_02 1:02

The next season of the live. One more time, the next season of the next season of their lives. And how do you do that?

SPEAKER_01 1:07

Just by figuring out what dots have not been connected yet. Figuring out what I can do to fill in that gap.

SPEAKER_02 1:14

Real estate or no other than real estate?

SPEAKER_01 1:17

Other than real estate. I mean, everything really that's kind of what fulfills me. So real estate just happens to be the biggest piece.

SPEAKER_02 1:23

Okay, cool.

SPEAKER_01 1:24

Yeah.

SPEAKER_02 1:24

So I know you've been a realtor for quite a few years. I know you've done hundreds of transactions. Before the hundreds of transactions, and before being the real estate queen that you are, who was Brittany before all this?

SPEAKER_01 1:35

I mean, just a regular girl from San Antonio, right? Trying to live the dream. Um, I did a lot of the fast life, the bartending stuff, promotional stuff. That's kind of what my hustle was back then. Um, I was very my way of the highway. So if you were to speak to me 10 years ago, I wouldn't be this person that's standing before you guys today.

SPEAKER_02 1:57

Um, but yeah, that's kind of you say my way, the highway, it's more like closed-minded, or what very closed-minded.

SPEAKER_01 2:03

I would like you couldn't tell me anything.

SPEAKER_02 2:06

You think that's the way you grew up, or just your mindset you had, or was it had anything to do with upbringing?

SPEAKER_01 2:10

I think it's just who I was. I was always like bossy, you know, my nickname was Britt Bratt. So that's kind of how I was growing up. Uh-huh.

SPEAKER_03 2:18

One of those.

SPEAKER_01 2:19

Not really a mean girl. I was more of like just to myself. Like, I didn't need anything, I didn't need anybody. That's kind of how my mindset was. So to see how I am today, I'm very blessed.

SPEAKER_02 2:28

Only child?

SPEAKER_01 2:29

No. I'm the oldest of three.

SPEAKER_02 2:32

Oldest of three.

SPEAKER_01 2:33

Yeah.

SPEAKER_02 2:33

How was that parents growing up?

SPEAKER_01 2:35

Um, so my dad was always very present for me, present-ish. It was more of like um, he would pop in for me the most. My parents were not together. Um, whenever I was like in fourth, fifth grade, my mom got with my stepdad, and that for me was my father figure. Um, so he taught me everything I know cook, clean, you know, how to be a woman, all that stuff, like you know, be respected and things like that. So okay.

SPEAKER_02 3:01

What part of town?

SPEAKER_01 3:03

Northeast, Northeast, North Central, Churchill, DC.

SPEAKER_02 3:08

Okay. And then you said your hustle back then was promotions and what bartending?

SPEAKER_01 3:12

Bartending.

SPEAKER_02 3:13

What type of promotions?

SPEAKER_01 3:15

So really just myself, my brand, right? Because I feel like the more people that know you, the more people are gonna support you. Um, so I could go anywhere and bring a lot of people. So I was really promoting myself.

SPEAKER_02 3:26

Promoting yourself and the clubs, I guess. I mean, what do you say promoting?

SPEAKER_01 3:30

Bartending, yeah. So, like bartending, bringing crowds in, making sure people knew me, and just you know, connecting.

SPEAKER_02 3:34

Or some of these clubs.

SPEAKER_01 3:36

Um, I've worked at Bombay Ranch way back in the day, if people remember Bombay Ranch when we had the one dollar Monday night beer nights. Um Bombay's Bombay's Bombay Ranch off Fredericksburg.

SPEAKER_02 3:48

I thought it was Bombay's.

SPEAKER_01 3:49

Which one are you talking about? Yeah, Bombay off of Fredericksburg by the Hooters.

SPEAKER_02 3:53

Okay.

SPEAKER_01 3:53

Yeah. So over there I worked at Bombay. I worked at Old Holes Locals. Believe it or not, I opened up Oho's Locals. I was working there before there were windows.

SPEAKER_03 4:01

Oh dang.

SPEAKER_01 4:01

Yeah. So like I was like in recruitment. We opened up in 20, I had just graduated high school, I think. So I was like, I want to say 2011. So I was at Cilito Lindo on Stone Oak. And then I went to Ojos Locals, and then I went to Bombay, moved to California, came back, went back to Bombay. That's another story. I know you're like, you missed that one. Um, and then after Bombay, I I don't remember something happened with the owner where it was like we couldn't work there anymore. And I ended up going to Rick's Cabaret, and I was waitressing there for quite some time and I hated it. Got into it with one of the managers, and I went to bartend at or uh waitress at sugars, and I told them, I was like, I'm not doing this. You guys either give me a bartini job or I'm out. I ended up getting a bartini job, and then I was the VIP bartender for years.

SPEAKER_02 4:56

Why why O'S Locals and all the places to work? Why would you go there?

SPEAKER_01 5:00

Okay, so I was actually, where was I at before Cilito Lindo? I was at Martini Club by North Star. It's a very like kind of swanky club, right? Um, I was at Texas Roadhouse before that. And I got recruited, or one of the girls there that was waitressing was like, hey, come over here and work here. You could learn to bartend. Cool. So I was bartending um older gentlemen that owned the club, right? If you know, you know. Um, the wife was a lot younger than him and he would throw us behind the bar. I was 18 years old, throw us behind the bar. So I was just figuring out cranberry, vodka, simple drinks, right? Um, and then when she found out that he had minors behind the bar, she fired us all. So I went to Cilito Lindo.

SPEAKER_02 5:44

Who fired you all? The wife.

SPEAKER_01 5:46

The wife. And then the husband couldn't bring us back, the owner, right? So then I was at Cilito Lindo, and I remember people were asking me for like Cubra Libres and uh Cape Cod. Cape Cod is literally cranberry, right?

SPEAKER_02 5:58

With a lime. Oh, I don't know.

SPEAKER_01 5:59

Cubra Libre is literally rum and coke with a lime. And so I remember one time I made this girl Cape Cod and I was like, what kind of alcohol do you want? Thank God she said sky. I don't know what else. I know I put cranberry in there. I don't know what else. She wrote on the receipt, I'll never forget that. She was like, Where's bartender ever? And I was like, oh my God. I was like, oh, this way, like, you don't lose the receipt. Um, and I got recruited for O Hulse. Like one of the girls was like, You're beautiful. Like, can you come work over here? I was like, I need training. And she was like, Come. And I brought a lot of the girls to um to O Hulse.

SPEAKER_02 6:30

That's when they first opened up. Like everyone in Hooving knew what O Huls was?

SPEAKER_01 6:33

I don't think so. I mean, we were we were literally like the same way that Hooters has, like, take the picture, put on the outfit, take the picture, send it back to corporate. That's what we were doing. Yeah. So like there wasn't even the windows that were there, they weren't even there. The bar wasn't even made yet. Yeah.

SPEAKER_02 6:47

How was the experience at Ohol's?

SPEAKER_01 6:49

It was a lot. That like back in the day, it was crazy. I remember like now the girls have like the balones towers, like they can just put them on a stand. Before I would be at the well and I would have balones on my legs, on my thighs, four balones, like this, or two here, two in my hands, and then I would be pouring drinks over here. So I was like hustling in that way, and like I would go home and I had bruises all on my thighs from holding the balones while trying to make drinks. It was, it was jumping back then.

SPEAKER_02 7:15

Yeah.

SPEAKER_01 7:15

Yeah. Now they're spoiled.

SPEAKER_02 7:17

Now it's spoiled.

SPEAKER_01 7:18

They don't gotta hold nothing. I'm like, y'all don't even know.

SPEAKER_02 7:21

Spoiled. Okay. So now from O's, and then you said you moved to California? I moved to California. Why California?

SPEAKER_01 7:27

Um I was in a relationship and I kind of followed my person over there, and that lasted for like a year and a half, probably a little bit less than that. Came back home, returned to bartending. That's what I knew.

SPEAKER_02 7:39

Learned a lot in California, not really. Like and it was more like in love, or what was that?

SPEAKER_01 7:43

Um I was with the person for like three and a half years before I moved. And then so once I moved, I feel like we just had our separate lives. So merging it was kind of like oil and water, you know. So um when I moved back to to Texas, I was like, kind of told him, like, hey, like, we can't do this no more. And I just was a lot happier with my friends and my family. It also gave me a new appreciation for a lot of things. So I learned a lot.

SPEAKER_02 8:08

Come back from California, what's next?

SPEAKER_01 8:11

Back to the bar.

SPEAKER_02 8:13

Because that's all you that's all you knew, or that's what you wanted to do?

SPEAKER_01 8:16

It's what I knew, and I knew I could make money, like quick. Because in California, I was making a lot less money, right? Like a lot less money. I was bartending, and I also helped um this company out there start their first internet department. Cause I went in for a job interview. I was also working at Tom Benson Honda way back in the day because the partner that I was with didn't like me in the clubs who would write whatever. Um, no offense. I'm like, no offense, no offense. Oh my god, don't. I hope I don't get canceled for that. But, anyways, that's a clip.

SPEAKER_02 8:47

He's he's the one club, that's why.

SPEAKER_01 8:49

Okay. Um, but yeah, so, anyways, uh, I think I know you.

unknown 8:53

Possibly.

SPEAKER_01 8:54

Yeah. Desire. I think, yes, I met you. Oh my god, way off topic. I met you at um probably desire. And I remember there was like a club that had, we were pretty like, you know, litty. Um, a club that had like a secret room or something, and it was like red. Small room upstairs. And I remember getting introduced to you, possibly, possibly. I couldn't even remember who I was with, but I remember Skylar.

SPEAKER_04 9:20

Yeah, yeah, yeah.

SPEAKER_01 9:21

I now that you say your name, I'm like remembering it. I pretty sure I follow you on Instagram. Yeah. Or did, or anyway. Um where was I?

SPEAKER_03 9:29

Back to back to it's funny you mentioned that though about the nightlife conversation.

SPEAKER_01 9:33

I just snapped, yeah.

SPEAKER_03 9:34

It's like it that's an ongoing, not even a joke, just an ongoing thing that people say that once you get in it, it is like jail. It's so hard to get out because the money's fast, the taxes are low, because it's all cash, you're not paying taxes, the schedule's flexible. You basically work at nine and you have all day. So there's a lot of people I know that once you get into it, it's like it's almost impossible to get out because it's very not that it's impossible, it's just it's tough to get out because you know, a lot of those people, like you said, you're making some girls can make over 100K. A lot of it's non-taxed. Yep. You can go on vacations whenever you want. You have guys that want to go help you do other things and buy you stuff, and so it's it's a really tough thing. Once you're in it and you've kind of made a name for yourself, like she was saying at the beginning, that's who we would hire. Whenever you're going to hire girls, you're not posting on indeed. Oh, we have a position for a bartender available. No, dude, you're going around who's the hottest girl that's got all the followers who can make a call and post an Instagram store, and that night all her VIPs are there. So you did the playbook, right?

SPEAKER_01 10:25

Yeah, yeah. So it's not because it's it, yes, it was all that I knew, but it was also like I knew I could do it, and I knew I could do it good, right? And hey, I'm single now. So I came back and I think I actually my first night back, I interviewed at the garden right away. Can you start? I was like, yeah. So I started, and of course, same thing called I'm back in San Antonio, come through, packed house. So they loved me. Um, and then I'm trying to remember how I I think I just ended up going back to Bombay for a couple years, or maybe like a little bit, not even a couple years, a couple months. The owner was, you know, kind of crazy. Um, if you know, like he would smoke out the spot. Like I remember our tips got robbed from clients because it was so smoky, they took and he wouldn't let us empty out our tip jars. So at one point I was like, enough is enough. I ended up um going to Rick's for a little bit, waitressing there. And I think being in that industry, as and it was my first time in like a club like that. Like I had never been in a gentleman's club, but I don't even remember. One of my girls turned me on to it. I don't even remember who it was or how it happened, but I wasn't used to like, oh, you're supposed to go sit with your client.

SPEAKER_02 11:40

And like, you know, like I they taught you that there, or the girls taught you that?

SPEAKER_01 11:44

It's kind of like they're like, oh, sit with your client, or like sit on the chair and like kind of like, you know, be a flirty girl. And I'm like, I don't want people touching me. Like it was kind of like, you know, crazy. Um, and then I think one night I had got into it with one of the managers. I think he wanted me to do something to that extent or like spend more time with them. And I'm like, I'm doing enough. I'm getting their drink orders, I'm taking care of the girls.

SPEAKER_04 12:05

Because you're a bartender, right?

SPEAKER_01 12:06

Yeah, I'm a bartender. I don't need to be sitting on their laps or sitting on their chair. I'm not doing that, you know? And I ended up walking out that night. And then I started working at Sugars and same thing else, waitressing. They were not as pushy as they were at Rick's. Um, super cool, but I hated waitressing. I don't want to be running around. I don't want to do it.

SPEAKER_02 12:26

Taking orders.

SPEAKER_01 12:27

Yeah, exactly. Versus they come to me and give me the order. And so I had told my manager, like, either you put me as a bartender or I'm out.

SPEAKER_02 12:35

Why why sugars? If you didn't like Rick's, why go to sugars? And for those who are not local, sugars is a gentleman's club. So why sugars?

SPEAKER_03 12:42

That is a steak restaurant.

SPEAKER_01 12:45

I thought it was an aquarium, right? Um why sugars? I think sugars was the most popular. It was the most packed, like you, everybody steak and fries, steak and fries, right? Like every uh, what is the other boom booms, right? Like everybody knows. You're gonna play that back for Mike. I already saw your brain turning. Um, yeah, so I mean it was just the most popular. So, of course, you know, as like, you know, hustler, we want to go where the money's at. Where else can I bring more to?

SPEAKER_02 13:12

So you're there, you went from waitressing to bartending. You got your you demanded bartending, and then you did it. And then how long were you doing bartending at sugars?

SPEAKER_00 13:21

Oh my gosh. I would say probably like three years. Three years.

SPEAKER_02 13:28

I would assume at a gentleman's club, strip club, whatever you want to call it. I'm sure it was a fast life. I'm sure there's a lot of stuff that you know probably doesn't go on in the normal world. At what point, like, man, after three years, like, man, this is what am I doing here? Did you ever get to that point or not really?

SPEAKER_01 13:42

So this is exactly what started happening for me. Um, I remember one day I was like, I was there, and I just remember looking at the girls, and they were like, I'm asking them, how old are y'all? How older? And they're like, 30, 30 this, 30 that. And I'm like, yeah, it kind of like took me aback a little bit. And I was like, dang, I'm 24 at the time. And I'm like, I can't be in here till I'm, you know, like 30 years old. Like, I can't do it. And so I told myself, like, you got to figure something out. And one day, a girlfriend of mine that I grew up with, uh, middle school, high school, we grew up together. She came in the bar like randomly, and I was working a day shift, which I never worked a day shift. And she was like, You need to get into real estate, like you can make a lot of money. And of course, I'm already money motivated, and obviously I'm in the club, right? So I was like, okay, sounds good. Got my license, and I was just like, So it was a random person, a friend?

SPEAKER_02 14:32

Was that friend in real estate or who?

SPEAKER_01 14:33

It was somebody that I grew up with um from middle school. We grew up together.

SPEAKER_02 14:36

And they were in real estate already?

SPEAKER_01 14:37

Yeah, she was already in real estate, yeah. So she was like, you need to get out of here and like get into real estate.

SPEAKER_03 14:43

Why is it that this is I don't know what you're going with it online? The natural progression of life is always seems to be far than either nursing or real estate. A lot of girls, bartender, and then realtor.

SPEAKER_01 14:56

I mean, I don't know. I feel like you heard of that? I I mean I've seen it a lot. And I'm trying to think like, what other girls do I know from the club that are doing real estate? Off the top of my head, like I really I'm like, am I?

SPEAKER_03 15:08

Either real estate or nursing. That's like the two escalations.

SPEAKER_01 15:10

I know a lot of people do nursing. I feel like, yeah, that's a lot. Um I see it. And I don't know. I feel like a lot of girls like they either stay in the club or I feel like a lot of them make their own businesses, but we're just hustlers. Like, what else? I I think the biggest thing for us is like, what else can we do that's gonna make the same amount of money? I was in the club making 70 to 80k a year.

unknown 15:30

Yep.

SPEAKER_03 15:31

At a young age.

SPEAKER_01 15:32

Young age.

SPEAKER_03 15:33

You can do that at like 18, 19, 20.

SPEAKER_01 15:35

So it's like what profession pays that amount?

SPEAKER_02 15:38

Wholesaling.

SPEAKER_01 15:38

You know? Oh my gosh.

SPEAKER_02 15:40

Let's go back to this. I don't want to stay too much on the strip club thing. What would your parents think about working at the strip club?

SPEAKER_01 15:45

My parents trusted me. So it wasn't ever anything that they were like, oh, don't do that. Like, no, my mom always supported me.

SPEAKER_02 15:51

Oh, that's good. Yeah. Okay. So you went from bartending at the strip club, say, hey, I'm gonna do real estate, got your license pretty quick.

SPEAKER_01 15:59

Six weeks. It was tough.

SPEAKER_02 16:01

That's fast. Six weeks is fast. Yeah, that's real fast. I guess so.

SPEAKER_01 16:04

But now they have classes where you could take it like two-day turnaround, like two-day in your 40 hours or whatever. Whatever it is, I'm like doing that. Because I'm like, I was going 35 days, 35 hours a week for one course.

SPEAKER_02 16:16

Yeah.

SPEAKER_01 16:16

That's terrible.

SPEAKER_02 16:17

Now you can do the 40 hours over weekend online. Okay. And then when you did real estate, how was the transition from hustling from the strip clubs to bars to clubs to now a whole different profession?

SPEAKER_01 16:30

Um, I thought it was gonna be easy. It's like I was I thought it was gonna be like a pizza shop. I thought everyone's gonna call me. Like, I knew everybody, right? So everyone's gonna call me like, hey, I need to sell my house handy to buy. It was not like that. So when I first got in, I was at a smaller brokerage that they offered the least amount that you had to pay out of your commission for just, you know, hanging your license there, whatever. And I was there for like six to eight months, and I was like, I'm not doing this. And I would I remember I would go into the bar and my VIP clients would be like, Oh, just remember when real estate doesn't work out, you can always come back here. And I was like, ah, like, I got you. You know, so um that was tough.

SPEAKER_02 17:08

Were they saying that jokingly, or you think there was oh no, 100%?

SPEAKER_01 17:11

He was like, haha, you're not gonna make it, you know. So um that motivates you a hundred percent. That was like the one that was like, I was like, I got you. And I never forgot that. Yeah.

SPEAKER_02 17:21

So you're at this uh place now, cheap is not always good, right? Because you said that was the least amount of fees or anything. Yeah. What did you get in return for being at the absolutely nothing? Kind of pay what you need.

SPEAKER_01 17:32

I couldn't even tell you one person's name that was helping me there.

SPEAKER_02 17:36

And then you transitioned to a different brokerage?

SPEAKER_01 17:38

Yeah, so I got connected with Scott, and I've known Scott since I was 18 years old, right? From the clubs, this and that. Um, got connected with Scott. I don't know if you know this. Scott didn't want to hire me when he first met me. Yeah, no, he I tell him to this day. Um I I looked crazy, like I was a wild card, you know. Like you see, like this, you know, girl that's popping her stuff, you know, on social media, kind of flashy, like, you know, I was super like out there, right? But it's all I knew. It's I was promoting myself, like I said. Um and the week before I interviewed with him, I had gone out with uh a friend of mine, and she was with some people. They got into uh, you know, altercations with other people. Since I was in the group, even though I wasn't standing with them, we got pushed out of club. Scott asked me the next week. This would happen on a weekend. When something bad happens to me, I push it out of my head. It doesn't exist, I don't let it sit, right?

SPEAKER_02 18:36

Till today. Until now?

SPEAKER_01 18:38

I mean, yeah, I'm just like that. I'm just naturally like that. Like, I don't like to have things in my memory that are negative, right? So when I meet with Scott the following week, he's like, Oh, how's your week? And I'm like, fine. I'm not even thinking about what happened. I forgot about it, right? And then he's like, mm. And you know, Scott, he's like, mm-hmm. He's like, Well, I heard you were out. And I was like, oh, it hit me. I was like, I forgot, right? So I was like, dig. Like he probably saw the defeat on my face. He was like, Yeah, I heard that you were involved with some stuff. And I explained to him everything that happened, and I kind of went through it, and he was just like, I don't know. He's like, I feel like literally said that he was like, You're a wild card. I don't know if I could take you in. Um, he was like, you know, I gotta pray about it. I don't know if it's a good look for the team. And I was just like, dang, like, I've never had anybody tell me no. Like, you know what I mean? I've never had anyone tell me no, especially a job. Like, they're begging me to be here. So I was like, dang. And I remember like the next day or two, I was flying out. One of my um, one of my clients had a PJ and was like, Hey, you want to come with us to Vegas? We were like, Yeah, I could not enjoy that trip. I was still yeah, I was just well, because yeah, that I was like, this is my life. Like my life was in Scott's hands, and he's just basically like, Yeah, I don't know. How am I gonna go and enjoy a trip to Vegas? Like that's that's for the now, but I was already thinking of the future, you know? Um, so I remember I came back and I was sitting in the millionaire terminal, and I just sent him this long text and I was like, Scott, I was like, please give me the opportunity. I know who I want to be. Like, I want to show you that I want this, like, just give me a chance. Like, begged him. This boy replies, coming on my knees I papers. Like, what? Why couldn't you just tell me that before? I was so upset. I was like, but I get it, you know, he probably needed to see that I was super serious and that I like actually wanted this like to move forward.

SPEAKER_03 20:20

Why Scott so much? Because there's a obviously a bunch of different brokerages. Why did you think that he was like the key to the success?

SPEAKER_01 20:26

Yeah. Um, mainly because I mean, if you know Scott's story, like he has the same, he's the blueprint.

SPEAKER_04 20:32

Yeah.

SPEAKER_01 20:32

Right. For the for the background, I guess he's like the promoter, like promoter to bartender or whatever, even though he's getting the bartender, right? But now he's a successful realtor. Um, and just knowing who Scott was and knowing who he was at that point, it was two different people, right? So I saw like this could be my out, this could be like my new future. Um, so for that, I mean, he was the only other, I mean, I I was at another brokerage, but he was really the only person that I actually interviewed with. Yeah.

SPEAKER_03 21:00

I think it makes a lot of sense because a lot of people joke about online. Oh, yeah, the natural progression of life is from, you know, nightlife, bartender, and they move your way up to real estate. But it makes a lot of sense because you develop a lot of the skills you need. You have to find your own leads, right? You have to attract customers, you have to have good customer service to continue working with them over and over again, whether it be at the bar, whether it be as a realtor. You have to know how to depend on not a salary, but on what you produce, which is the same thing with the commission inside of a realtor. So I think there's a lot of um synergies that people overlook and just think like, oh yeah, it's just a natural thing that people do. But there's a lot of reasons why growing up in the club, growing up in the bar, you actually develop a lot of the skills that you need to be successful. Because if you're a nine to five person or you're just graduating college and you've never had a job other than McDonald's or other than, you know, whatever fast food or whatever it may be, you don't have the skills that you need to be a top producer. Yeah. Right? And where can you go to learn how to rely only on commission? Where can you go to learn people's skills? Where can you go to learn the hustle, if you will? Yeah. There's really nowhere you can go other than not nowhere, but there's very few places you can go. And I think that that's a reason why that natural trajectory tends to be people moving from. A lot of people look at it as a bad thing or like a you know, oh it's just a cliche thing everybody does. But I think that there's some reasoning behind it why. Makes sense. Yeah.

SPEAKER_02 22:19

Yeah, it makes sense. Yeah. So you're there now, what's next? After you're at your new home, and you've been there ever since, right?

SPEAKER_01 22:25

So yeah, I've been there. I I the signed date is actually Juneteenth, 2018. And if you know Scott, that's Scott's birthday. So I joke with him. I'm like, you got the best gift ever. Like you got me. You know what I mean? So um, yeah, I was there my first year. I remember I was like, I was still kind of in that mindset of I knew everything, like you can't tell me nothing. And I was like, I got Scott, like everyone's gonna, you know, steal back. Everyone's gonna come to me, everyone this and that. And I kind of didn't learn anything, like my scripts, I didn't, you know, really try. I was just like, oh, like let me just go out and do this, do that. I wasn't learning anything. Um, for my first year, I did one deal in November 2018. We'll never forget it. I was getting an open house and they passed me lead the lead. If I didn't, if they didn't pass me the lead, I wouldn't have got a deal. Um and then January I had one, and then I remember January 2019, I was like, something's gotta give. Something's gotta give. Scott was pouring into me a lot of my faith. He put me through so many classes at one time, and it was getting me to the point where I was like, I need to quit the bar, I need to quit the bar, right? Because I was just growing into a new person. Um, I wasn't that fun, flirty bartender anymore. January 2019, I remember I fasted and prayed from alcohol. I was like, I told God for 21 days, I was like, I'm gonna give up alcohol, I'm not gonna drink, like just bless my business, please. I quit the club and I was just like, you know, go for it. And then um within the 21 days, I had over two million in my pipeline of buyers. So after that, I was like, oh, bet. I saw that, I was like, bet, right. And then I started putting them under contract. So, but it's like you get the client, you know, one week to three weeks of shopping and then another 30 days closing. So my first closing wasn't until March 22nd, 2019. And then it was consistent, three to five a month. So my first year, production year, I did 33 transactions. And I didn't even start till late third late of the first quarter.

SPEAKER_02 24:22

33 transactions your first year.

SPEAKER_01 24:24

And only two of them were people that I didn't know. And those two, one of them came from Facebook Marketplace, and the other one came from a friend of mine that I used to work with at O Holse that referred me a for sale by owner sign. Those are the only two, other than that, I sold to everybody that I knew.

unknown 24:39

Yeah.

SPEAKER_02 24:40

What's the key? So a lot of realtors watch this podcast, right? So the majority of uh people watching this podcast, most are investors, right? Wholesaling or subtle. There's a lot of realtors, right? So I mean, myself, I'm a broker. We got a real uh brokerage next door. I got realtors. I really don't pour into the realtors because that's not my thing. That's why on the broker side, we're more like a boutique, right? We're more like hey, investments. Yeah. We focus a lot on the investment side. But a lot of realtors have a hard time closing deals. And I think I did what was the statistic for last year? I want to say 76%. Don't quote me on this. I know I I said it uh last podcast or two podcasts ago. Um it was like 76% of realtors nationwide that did not do a transaction all year last year. For someone who started off in your first year doing 33%, that's a lot. And I remember my first year, so 33 is a lot. To doing all the deals you do now, you've done hundreds of deals. What's one key success that a realtor's watch? Like, man, I just can't get my foot off the ground. You know, I did two last year. What do you think that you have that they're not doing? Hustlers, real estate investing doesn't have to be overwhelming and you don't have to do it alone. If you've been watching from the sidelines, scrolling past deals on Zillow, or binging YouTube videos, but still not taking action. This is for you. That's why we built Hustle Academy, a community designed for new and experienced real estate investors who want to learn, network, and grow. Inside Hustle Academy, you'll get weekly live calls, QA sessions, and step-by-step classes on fix and flip, wholesaling, creative finance, and my favorite subject to deals. Everything you need to know to build real skills and start closing real deals. You'll join a powerful group of like-minded hustlers who are sharing wins, breaking down deals, and all pushing toward the same goal financial freedom through real estate. If you're ready to level up, no matter what stage you're starting at, join Hustle Academy today, tap the link in the description, or visit hustleacademy.com and let's trump the hustle together.

SPEAKER_01 26:32

I say this all the time. I feel like people know how much I care about them. And it's not about me. I mean, yeah, of course we want to make money, right? This, that, and the other. Um, but it's more of like the things that I'm able to do for people that people know that. They know that I'm not here to take advantage of them. They know that I'm not here just gonna throw them into a home just to make a check. Um I think that I've built my business with people that already know me, like me, and trust me. And then once they see how I really like go hard for them in the real estate side, they refer me. And so they've been my advocates for me. Um, so I really don't need to say much. I just show up and you know, I'm very I feel like I'm very genuine and I care and I just I'm me. And I think that that kind of just shows through what I do.

SPEAKER_03 27:20

What about the people online that say that you you uh get your business because you're a Instagram baddie or an online influencer, and that's the only reason why. What's your what's your comeback?

SPEAKER_01 27:31

I mean, it works. It works, like you know what I mean. So um, no, definitely like everybody looks at me, and of course, like I have so many men that I know want to work with me because of how I look, which is fine, but you're gonna respect me. And if you don't, you're gonna get blocked.

SPEAKER_02 27:46

So hold on, take that, take that back because that's something that we want to pour into, right? So it I've seen your Instagram, right? So I've seen your stuff. I was like, you're doing a lot of hustling, do a lot of real estate. You're saying a lot of men want to work with you because of what? Because the way you look? I'm sure.

SPEAKER_01 28:01

And how so, like in real estate or I mean, yeah, I think I think initially, like, of course, I think everything that I post is very uh educational. Um, so I kind of relate to a lot of people like, hey, I need credit repair. Hey, how did you get your client, you know, into a home with no money down? And then so they message me about that, but trying to, I think I feel like they want to kind of, you know, flirt whatever. Yeah. And then it's like, go do your mortgage application, make sure you're qualified. And then we're all showing homes. Like, and a lot of them, I haven't been disrespected by a client that's still my client. Um, it's funny after you know what? I've never been disrespected by a client that's still my client.

SPEAKER_02 28:41

Oh, okay.

SPEAKER_01 28:42

So like they've never like, oh, like let me take you out to dinner. And I hear this a lot from the girls in the office are like, oh my God, what do I do? My client wants to take me on this now. I'm like, girl, block him. Block him.

SPEAKER_02 28:51

Even if it's a client. I don't care. On their part.

SPEAKER_01 28:53

I mean, for me, for you, it doesn't happen to you.

SPEAKER_02 28:55

Why did why doesn't it happen to you? Because you're up front from the beginning.

SPEAKER_01 28:59

I've had some.

SPEAKER_02 28:59

So she never checks her request, but probably all in the case.

SPEAKER_01 29:03

No, I mean I do, yeah. Like I'll see them like hard eyes, hard eyes, fire, fire, fire, like all these. And then you can tell, right? Can I get a house? Absolutely not. I'll screenshot it, I'll put in our group chat. Like, anyone want a client?

SPEAKER_02 29:13

Oh, so you actually give it away.

SPEAKER_01 29:14

I mean, yeah, and I'm just like, I don't want to go to trophy. If y'all can, if y'all can convert him, by all means, go ahead. I'm not doing it. Um, I've had some clients that I've had to block that were potential clients, they ran their credit, this and that. Hey, they need credit repair, whatever the case is. The other day, this guy actually, I have a Snapchat that I don't even use. And like I logged into it, and then I had like a unsolicited picture in there. And I was like, and I I I was like, this is my client. This is somebody that's been actively trying to like, you know, repair his credit. And um I looked, uh, we have this thing, I don't know if you have it, it's like where you background check people, and he had like a bunch of stuff on his record of like that he was doing things that he shouldn't be doing, like showing himself. Um blocked him, but yeah.

SPEAKER_02 30:00

I would assume there's a lot of people in your position. Right. Looks, what are the case is, and they're getting these DMs. I'm curious. On your thought process, what do you tell those guys, the one that actually use it to their advantage? Difference from you on them on why they would use it? Use what?

SPEAKER_03 30:17

Like that whole DMs and hey, being flirty and using the looks and trying to the Instagram baddie per se to for to gain business, basically, and not have, I guess, morals and ethics behind it, right?

SPEAKER_02 30:27

That's kind of the way I'm going to is because you're saying you're all those people that DM you, you just like, hey, you give it to the the brokerage, right? The other people that actually enhances that and actually uses it. Thoughts on that? Because I'm assuming there's people out there that would actually be able to do that. There's also a strategy, too. There's also a lot of strategies, there's also a lot of memes on Facebook about realtor baddies, right?

SPEAKER_01 30:47

A lot of realtor baddies and how they're I mean, we like you know, it's like we know what we're doing, right? Like, I mean, obviously you like the certain shots and the certain angles. And yeah, I mean, it is what it is, right? It gets the views and it gets the likes and it gets the clicks. That's why people do it, right? I mean, I do it too. I'm not gonna sit here and say I don't. Um, but the more views I get, the more clients I attract, they go to my story.

SPEAKER_04 31:09

Yeah.

SPEAKER_01 31:09

So when you look at my page, like my personal page, it's all the Instagram baddie, whatever. Um, but you click on my story and you're like, man, she's changing lives. You talk to my clients and you're like, oh, she knows what she's doing, right? Um, so it's kind of like filtering through that. You are gonna get some people that talk crazy. I just block them. Some people they can't. I mean, if they want to take a client that's talking to them that way to each his own, I just wouldn't, I I would just say be careful, right? No amount of a paycheck is worth your life. Yeah.

SPEAKER_02 31:38

Especially when you're doing those background checks, right? Yeah. Yeah.

SPEAKER_01 31:41

Yeah.

SPEAKER_02 31:41

I'll be like is that standard practice in your brokerage or is that standard practice for you?

SPEAKER_01 31:44

Personally, yeah. I I verify for you. Yeah, yeah. I'm like, mm-hmm. And then, you know, and the thing is too, is if they I usually have a conversation, a phone call conversation before I figure out, okay, am I gonna do buyer's consultation first? Am I gonna send you my lender? You can catch the vibe.

SPEAKER_03 32:00

Yet another reason why the club and the bar background, because you learned how to filter out these people really fast.

SPEAKER_01 32:07

Yeah.

SPEAKER_02 32:07

Okay, so now Brit's closing deals, right? She's changing lives. And that's what's your overall mission in life? Something you said in the beginning. You were connecting the dots. What were you saying?

SPEAKER_01 32:16

Just to help people. I feel like anytime I speak to somebody, you kind of figure out what they're missing. And I get really fulfilled when I help people, whether it's the agents that are under me, whether it's people that are my friends, whether it's people I meet randomly anywhere. What can I do to help you? And I feel like having a servant heart is just the way Jesus is. So it's like, why wouldn't you? You live like him, you're gonna live like him. And that's why I feel like I'm so blessed.

SPEAKER_02 32:45

That's really cool. That's a really good way to put it. Now, you're doing a lot of traditional realty, a lot of traditional real estate. Let's talk about wholesaling, right? Wholesaling, that's what I focus on, right? Now, I think there's a lot of realtors that have a bad taste in their mouth when it comes to the word wholesaling and subject to. Now, I don't know where your background is in wholesaling. Now, wholesaling, because I know you're more on the trip the traditional side, but my thought process is that there's deals on MLS, because I've seen them, I've done them, my team next door, we've we do this all the time. There's houses that are listed for 200 grand. We'll go in there and we'll make an offer of 120. And ideally, you would think they would say no. But there are a lot of realtors that would say yes, send over the contract and let's let's make it happen. I've always been in the thought process. Why would a realtor list at 200, but the seller's willing to take 120? But I don't know, that's just another story. As Britt, what do you think about wholesaling? Which is hey, we'll offer your listing that's listed on MLS. You have it listed for 200, I come in at 170, and then I wholesale just got it for 190. What's your thought process on wholesaling? The industry in general.

SPEAKER_01 33:48

So I don't agree with that a hundred percent, obviously, because it's like, dang, if you could get them 190, why wouldn't we just give it to them? And that's kind of their money that they've, you know, accumulated over the years of having it, right? However, and at the end of the day, this is a business, right? So it's like I do have certain investors and wholesalers that I work with, right? So pre-market on MLS, I'll send it out to them and see what they're willing to pay for it. And if my I present it to my client, if they're not happy, we go on MLS. Oh now, if we go on MLS and we're still getting the same or less offers, I'll go back to my investors and say, hey, can you guys come up a little bit? I'm trying to get the most amount of money. Because whether it's a wholesaler or just another investor on MLS, I can only get what a buyer's willing to pay.

SPEAKER_02 34:39

Let's go back to that. Uh, as a realtor, I don't think many realtors do that. When you said pre-MLS or pre-market, are these the ugly, dirty, stinky houses that really don't belong on MLS versus your turnkey?

SPEAKER_01 34:51

I do both. Yeah. So like the ones that are that need help, I as soon as I get the listing sign, I'm as in what? As in any anything that's gonna be a buy and flip, a buy and hold, anything that you know needs work, foundation, electrical, anything that you walk in, you know, okay, I can't move into FHA buyer and table. Okay. You know what I mean? Anything like that, anything you know that needs help, um, is gonna be as soon as I get that listing agreement signed, I'm taking videos, I'm taking pictures, I'm blasting it out to my community. My job is to help that client as fast as I can. They hired me to do a job, right? So if I send it to you and three other guys and I'm listing it, for example, right now, I have one and I'm listing it at 150. A lot of my investors were hitting me at 100 pre-market, right? My lowest I got was 85, and my girl was like mad at me, and I was like, hey, I'm just doing my job. I'm just telling you what they're telling me, right? So I just gotta be honest with you. So I go on MLS offers 75. The best one on MLS was 91. So her daughter is actually the one that connected me with the mom, and she was like, What are the offers that we got? And I said, We got these ones verbal and this one actually written. She was like, Counter them with this, countered them with that. Everybody still told me no. I was like, dang. So um I was like, let's wait it out. It's been one week. Let's see what happens today. I got an offer for$120. He wanted a 3% commission. I ended up negotiating with him to take his commission off. Um, I actually got him down 1% on his commission, but he took off the other 2% from the top of the price, washed out. It's the same thing, right? Um and yeah, so we're we're under contract now.

SPEAKER_02 36:30

Was the list price?

SPEAKER_01 36:31

It was$149.99. I wanted to be at$145, and she bumped me up and I was like, I said, Miss Girl, I digress, right? And so I knew we weren't gonna get that. I didn't expect a hundred because I knew what the comps are, the ARV. But it's like it whether I'm working with a wholesaler or an investor, the market's only gonna pay you so much for that house, especially knowing the work that it needs. I'm just gonna get you the best offer I can.

SPEAKER_02 36:59

That's good. I mean, a lot of realtors, I don't think they do what you do. A lot of realtors, they just get the listing and then all right, I'll just put it on the market and pray.

SPEAKER_01 37:07

Yeah, pray that it yeah.

SPEAKER_02 37:08

Hope for the best, right? Yeah. By you going out there and actually finding wholesalers, finding investors and do what you're doing. I mean, that's obviously why you're closing hundreds of deals. Yeah. So cool. Now let's go back to this real quick. You said it should have been listed. You didn't expect offers more than 100?

SPEAKER_01 37:22

I didn't expect offers under 100. I thought I would at least get like 130.

SPEAKER_02 37:27

Okay.

SPEAKER_01 37:27

I was I was pretty confident in like 125, 130. That would have made me happy.

SPEAKER_02 37:32

We got 120. Let's do it.

SPEAKER_01 37:33

Exactly. So I'm like, with this offer, I'm not, and I told her, I said, girl, accept it. Like, this is the best we're gonna get for now.

SPEAKER_02 37:40

An ARV sandwich?

SPEAKER_01 37:41

Uh, in my opinion, two to two fifteen.

SPEAKER_02 37:46

It's a tight deal.

SPEAKER_01 37:47

It's a super tight deal.

SPEAKER_02 37:49

It's a super tight deal. We got a lot of buyers. On the wholesaling side, we focus a lot. I spend a lot of money on marketing. Yeah. Find a lot of buyers that buy all kinds of houses, right? From your sacks in the hood to clipping houses in the minions. We we find all kinds of buyers. So next time let me know. I got you. So that's wholesaling, right? What about subject two? I don't know if you're familiar with subject two, because I love subject two. Subject two is kind of what made me who I am. And subject two is while I buy a house, subject two, the loan stand in place. A lot of realtors are not fond of it. Uh, your boy uh was Scott was on here, he's not fond of it. Um but to me, is Scott a broker? He's not is he a broker? He is technically a broker, yeah. He has a good thing. So Scott's Scott's a broker, and I get he's traditional. I'm more on the investment side, and I think a lot of realtors should really understand what subject two is. I think a lot of realtors should understand how to use it to benefit their clients because that's what you said earlier, you're here to help your clients. And I think there are some realtors who just I don't know, maybe they just don't know much about it. Um so that's like, oh, investor shady, we're just not gonna deal with it, and we'll just list it and see what happens. What have you done in subject two? Have you worked with anyone on subject two?

SPEAKER_01 38:55

So I've worked with them, and I think it is a great opportunity um for an investor, somebody looking to build their portfolio, right? Um, because for example, like this is an ideal situation, at least for me as an investor, right? If let's say you have your home, right, and you're like, Brit, I'm three months behind. I'm about to you call me, right? I'm your realtor. You call me, Britt, I'm three months behind. I don't know what to do with my home. I'm about to lose it. I'm going to foreclosure, X, Y, Z. Okay, cool. Three months, let's see what that is. Okay, let's say it's 6K, you got to get caught up on 6,000. You gotta get caught up on. You don't want to lose your home. Okay, what's your mortgage? Your mortgage is at 2,000, right? Okay. Let me tell you this. How about I give the 6k to the bank? I get you up to date. Let me put 2,000 in your pocket to get you okay, get you back on your feet. You stay in the house and you continue to rent it, but now I'm your landlord. Now I helped a family stay in their home, save the foreclosure, and I just picked up an investment property portfolio. So that's the option one. Now the option two, if I didn't want to do it, I'd be like, oh, let's just put it on the market and hope it sells. Let's say nobody's willing to get that, or maybe sometimes they don't have the value for it.

SPEAKER_04 40:09

No equity.

SPEAKER_01 40:09

You bought, yeah, you bought it a year and a half ago. You can't afford that, right? Now they lose their home. Now they have a foreclosure, and it's kind of like everybody loses. Yeah. So it's like if I, I mean, I'm an investor too. If I could buy and build a portfolio, you're so happy right now. And you're like, you know, like, right?

SPEAKER_02 40:27

And you'd be surprised at how many realtors I talk to, and no, sub twos now. And they'd rather go to foreclosure. And it's just, I don't understand why they don't use it as a tool in their toolbox. Hey, I'm not a fan of sub twos, but this is an option. He's a professional investor. This is all he does for the most part. Yeah. They're gonna do this, they're gonna save you from foreclosure, put some money in your pocket, go get a commission. Because there's a lot of houses in San Antonio in all the markets, but there's a lot of houses that just bought the house. And I feel like I specialize in finding sellers who need a sell, but they can't sell.

SPEAKER_01 40:57

Yeah.

SPEAKER_02 40:57

And that's what I do, what I do.

SPEAKER_01 40:59

Yeah.

SPEAKER_02 40:59

So it's cool to see a realtor who's open to it, understands.

SPEAKER_01 41:02

Yeah. I mean, and and the thing is most people don't want to leave their homes.

SPEAKER_02 41:05

Yeah.

SPEAKER_01 41:06

It does suck that they're not gonna have the equity if they continue to pay it because they went through this hard time, right? But it's either you stay in your home and you have a little bit of money in your pocket, or you completely lose your house, you have no money in your pocket, and you have a foreclosure. Good luck getting even a renter, a rental home.

SPEAKER_02 41:24

A rental. Right.

SPEAKER_01 41:25

So, yeah. I mean, so I I think it's definitely, like you said, a good tool in their box. Might not be the most ideal, but it's like that or a foreclosure. What do you want to do? If we can't sell it at market, then yeah.

SPEAKER_02 41:38

Okay, cool. I'm glad you're on the same page. All right. So again, any deals. What about investors? Like uh, Skyler flips a lot of houses, I flip a lot of houses. You ever get investors like, oh, Bernie, just list my house for a big discount, but I'll give you all my listings. What are your thought processes on that?

SPEAKER_03 41:53

You said you work with investors, right?

SPEAKER_01 41:54

I do.

SPEAKER_03 41:54

What's your setup? Are you charging full per uh full 3%?

SPEAKER_01 41:58

Yeah. I put a lot of work into my properties. Um, and I think that's the one thing, especially in this market. I I don't know. Do you guys list your properties after you buy them? Do y'all buy and flip or buy and hold?

SPEAKER_03 42:08

I flip. I'm 100% flip.

SPEAKER_01 42:10

How do you feel like this last year has been being a seller?

SPEAKER_03 42:13

Uh it turned on really good in Q4. You want the truth?

SPEAKER_00 42:18

I do. I always want the truth. I hope you wouldn't like that.

SPEAKER_03 42:21

We'll be truthful. He's he's open about this. He was my listing agent. He was our because we did partnered on most of the deals we did at the beginning of last year, and then I did a lot of stuff on my own last year. So he was our listing partner, listing agent. However, being a broker, as you know, doesn't necessarily mean you're gonna sell houses, right? And so our strategy was we want to do a lot. It was list it, set it and forget it. Yeah, it's just gonna happen. Well, it doesn't happen anymore. That's we're not 2021, whatever. And so we pivoted at in Q4 and hired uh out an agent where he's not doing this anymore. Um and that agent, I don't know if you you know Desmond Metz.

SPEAKER_01 42:53

Desmond. What's the last name?

SPEAKER_03 42:55

Trainer. Metz M-E-T-Z-E. He used to be a trainer at lifetime. Anyways, he's a good buddy of mine. And he's a who is he with? He's with RD Realty.

SPEAKER_00 43:03

I think I I've heard that.

SPEAKER_02 43:06

And he runs around the house. Trent Miller, like really viral on TikTok, he runs all over the house.

SPEAKER_03 43:11

And anyways, so they took over the listings and in Q form and they crushed it. Yeah. Because it's the same thing like you. You like you put a lot of work into your listings, they put a lot of work into it, they have a good marketing department, they do viral stuff on TikTok and Instagram. Um, you know, they he's probably the most important thing. Pushes it out to the masses for you. Not only that, he's like the most aggressive guy I've seen as far as like negotiate. As soon as the text message comes in from showing time, he's already texting the agent, hey, we're looking forward to your listing. If there's any questions going into it, let me know. And then the second, if it's a schedule from one to two o'clock, about two o'clock on the dot, hey, how's your showing? So I'm he's just doing a lot of the above and beyond things. Plus, he networks with other agents, so he knows a lot of agents, so he'll call me, hey, we got this one on lock. I already know the agent that's going into this, we're gonna tag team it. Like so there's a lot of difference. So going back to that question, it makes a big difference who your agent was. And so our strategy changed internally. We obviously wanted to save the three percent. And so we were listing it ourselves. He was listing it, but because I don't have a license, but um, you know, sometimes it's worth to pay the extra to get the speed of it. So just as an investor, it really just depends on what you're looking for. Um, if you're gonna do one house here and there and you don't care about sitting on it too long and you got somebody who'll do a discount, cool, but like us, we're doing like 40, 50 flips a year. You gotta get these things in and out.

SPEAKER_01 44:19

And nobody likes their money tied up, right? So so my thing is that if you can find a realtor that's gonna do a cheaper fee, I promise they won't do the same job.

SPEAKER_04 44:26

Yeah.

SPEAKER_01 44:26

So I'll tell them, like, hey, if that's, you know, maybe we're just not a good fit right now, and it's totally fine because they're gonna go sit on the market for 80, 90 days and then they're gonna call me back, you know? So I'm like, I'll I'm still gonna be here. So I really don't um stress about doing a discount because I have an assistant. So same thing, showing time comes in, I'm texting them, giving them inf my assistants giving them information. She works for me five days a week.

SPEAKER_00 44:50

Yeah, right.

SPEAKER_01 44:51

Following day, hey, what's the feedback? What can our seller change? What did you think about it? She's pressing on things, she's boosting it out, she's sending it everywhere. Yeah, right. So it's like the marketing that we put it behind, it's it's not worth me dividing. If I give a 1% discount, that's 33% of my exactly my payment. It's not 1%. People hear one, two, three, and they think, oh, 1% is not that much. 33%. If your boss told you, hey, come to work, but I'm only gonna pay you 66% today.

SPEAKER_03 45:16

And it's also a harder sale when you're dealing with investors, typically.

SPEAKER_01 45:19

Yeah, yeah. I feel like 100%. I mean, they're straight numbers. Yeah, it is what it is, right? Whenever I'm dealing with a family, there's less flexibility. There's all that. There's so much that goes into play with it, you know. Um, but if it comes to a point to where I see, like, hey, they're not walking away with a lot of money and I'm over here. If I'm making more money on the 3% than they're walking away with, I'm cutting my commission. Like that's how my heart is. You know what I mean? Like, I want to make sure it's not always a slam dunk. And it's like if I do that for them, they're gonna be like, let's continue to use her because they know this is a team effort. For me, it's not about one person, it's about us. We're building a relationship together.

SPEAKER_03 45:55

Just me as a flipper here and my competitive spirit. How many investors do you work with, like on a regular basis, that do more than a couple houses a year, not just, oh, I'll see you in two years from now when I do a big slip? Three. What's the most amount of listings they give you? Oh, man.

SPEAKER_01 46:08

In a year, in a 12-month period. Okay, so one of my guys, um, he actually told me the number the other day. We've done over like 1.7 or 8 million.

SPEAKER_03 46:19

Yeah, number of transactions. Who gives you the investor?

SPEAKER_02 46:21

Yeah.

SPEAKER_01 46:22

Okay.

SPEAKER_02 46:24

So 1.8 can be a good one.

SPEAKER_01 46:26

One, two, yeah. Okay, one, one, two, three, four, five, six, seven, eight, nine, ten, eleven, twelve.

SPEAKER_03 46:38

In a year?

SPEAKER_01 46:38

No, I'm sorry, a year.

SPEAKER_03 46:40

Okay, this was this was from one client brings you.

SPEAKER_01 46:43

Um probably three. Three.

SPEAKER_03 46:46

That's about average.

SPEAKER_01 46:47

Yeah.

SPEAKER_03 46:48

Your average flipper does.

SPEAKER_01 46:49

So what he does with with us, we buy the lot, build the house, sell the house.

SPEAKER_04 46:53

Is it repeat?

SPEAKER_01 46:54

So that's technically three transactions or two transactions, right?

SPEAKER_04 46:58

Right.

SPEAKER_01 46:58

Buy the lot, build the house, and sell it. Yeah. Buy and build or build and sell. Yeah.

unknown 47:04

Yeah.

SPEAKER_03 47:05

No, that's crazy. Be as a competitive flipper. I just want to see who's who's doing what I'm gonna say here.

SPEAKER_02 47:09

What about someone like Schuyler who does 40 clips a year? Would you give him a discount? If you're exclusive about it. You're 40. You're exclusive about 40. You're one investor, he's doing three a year.

SPEAKER_01 47:21

I wouldn't say it's that's tough. 40. I'd bring my team on, and I'd probably do it on a point scale. You know, like we if you're winning really, really good, I want to win really good. If you're taking the L, I'm gonna take an L with you, right? So it's a team effort.

SPEAKER_03 47:39

That's the way that's the way that Tommy does it. So shout out to Tommy Harr in Ohio. So his agent is his mom. She's been a licensed agent for however many years, and she's like the top in the state. But um, that's how the way he does it. Even with his mom, he's fair like that. Hey, mom, if I'm taking an L, you're gonna do it at one half of one percent. But if I'm making, you know, over X amount, so they have it on a scale, like you said, it depends on what's cool. If you can find an agent to do it, not a lot of agents will do that, but if you can find it, so if you're out there doing flipping, if you can find an agent that has agreed to that, by all means. Um, Britt's doing hundreds of deals, right?

SPEAKER_02 48:12

Full-time realtor, killing the game. What's next for Brit? Brittany.

SPEAKER_01 48:17

So I've currently been breaking into the Dallas market. So I got my first deal under contract over the weekend this past weekend. Um, new build, beautiful home, five bedrooms, four and a half bath, five seventy-one, five hundred and seventy-one thousand. Um, almost four thousand square feet, gorgeous home.

unknown 48:37

Yeah.

SPEAKER_01 48:39

Um, my boyfriend lives over there. Yeah. So I travel back and forth. I've been doing that for about a year now. So I'm like, when I'm over there, I need um, I get bored. I'm like, I want to work. Yeah, like yeah.

SPEAKER_02 48:49

So you have Dallas MLS then? I do. Okay. What do you say to those who want to explore different markets? Is it a tough? I mean, that's a lot to understand if you're not from Dallas, and uh, how do you really know the numbers the comps just doing your homework?

SPEAKER_01 49:02

Do I I'm a very um intensive research person. So, like, I love numbers, I love spreadsheets, and um, I like to do research, right? So, yeah, I mean, it's just knowing the market and then just getting out there, like going to record new builds, posting it on social media. I've been getting so many referrals from social media. People are like, hey, my mom lives over here. Can you go list her house and help her buy? Hey, you know, my boyfriend's thinking about moving to Dallas. Can you connect with him? So I have one, two, the three buyers I just got under. I have a double listing appointment this weekend, as well as he wants to sell to a buy one. So I just have so much just from getting out there and talking to people and networking. And so it's just, you know, rebuilding. I want to see how fast I could rebuild my business over there.

SPEAKER_02 49:45

In Dallas.

SPEAKER_01 49:46

The way I've done it over here. Yeah. Word of mouth.

SPEAKER_02 49:48

Master skills. Yeah. See how it really is? What type of CRM are you using?

SPEAKER_01 49:52

Um, so I use the Keller Williams command. Yeah, KW command.

SPEAKER_03 49:57

Y'all relaunching uh Mulouf International in Dallas soon or what?

SPEAKER_01 50:01

Yeah. So I'm I'm actually I met a girl this past weekend and I told her, I said, get your license, I'll interview you.

SPEAKER_04 50:07

Nice.

SPEAKER_01 50:07

Yeah. So I mean, bringing people under me more.

SPEAKER_02 50:10

Let me ask you something. You ever thought about investing in real estate, but assumed you need a perfect credit, a huge savings account, or a bank willing to say yes? That's exactly why we're excited to partner with our guy Mike Leva at Conventus. Conventus is a real estate lender built specifically for investors and not homeowners. They help people fund deals like fix and flips, buy and hold rentals, and even ground up construction. And here's the part most beginners don't realize Conventus doesn't lend based on your W-2 income or your personal credit score. They focus on the deal itself, the value of the property, and the numbers behind it. That means investors can often access higher loan amounts and more flexible terms than a traditional bank, sometimes with rates that are more competitive than people expect. So instead of asking, do I qualify? The better question becomes, is this a good deal? If you're serious about getting to real estate investing and want a funding partner that truly understands investors, reach out to our go-to guy at Conventus, Mike Leva, today using the link in the show notes and see how real estate investors are actually getting deals funded. How does that work when you're saying under you? Because I don't know much on the traditional side. When you say under you, it's like how does that work under you? Like is your team or how does that work?

SPEAKER_01 51:23

So within Maloof International Group, we have a team, team inside the team. So like under me, I have six or seven agents under me currently. And so um they do their own deals, right? And they run independently, and some of those agents have teams under them. Um so and then we get a small percentage, whatever they give the percentage they have agreement with Scott, I get a percentage from Scott. So I'm not taking anything directly from their pockets yet. I'm the one that mentors them and walks them through, and I'm I'm their go-to call because Scott's only one person, right? You have 40 plus agents on the team, he's not available for everybody. So we have it just if you get hired, when you get hired on the team, you have a mentor that's directly responsible for you.

unknown 52:03

That's cool.

SPEAKER_02 52:03

That's good.

unknown 52:04

Yeah.

SPEAKER_02 52:05

Okay. So now you're doing deals in Dallas. Um course you're here in San Antonio, you're doing deals in Dallas. Dallas, that's a tough market. I mean, Dallas is really big, right? Because San Antonio, they say is like the biggest, smallest town. Sleepy San Antonio. Sleepy San Antonio.

SPEAKER_01 52:22

Um the fast life, what do you mean?

SPEAKER_02 52:24

No, like the whole uh real estate. Not the biggest.

SPEAKER_01 52:28

I was like, I was like, I don't know, I don't go out. That's what I'm talking about. It's a different animal.

SPEAKER_02 52:34

That's what I figured.

SPEAKER_01 52:35

So the thing is, I think right now in San Antonio, a like gorgeous home, you could probably get it at like 275, 320, right? Over there, if you're getting a house at 300,000, you're not getting anything nice. Right? So average is like 400 plus. Yeah. So it's like you're finding people with more money, more affordability, but then it's also like I want to help everybody, right? So I'm also getting the people that can't afford that much. So I'm like scrambling to find them a home. But yeah, it's definitely a different animal.

SPEAKER_03 53:02

If you can tap into the luxury out there, you've got it on. There's so many houses. Here to try to sell a house for, as you probably know, as I'm not a realtor, I don't know much about this other than what I research. But to sell a house over two and a half million, it's probably pretty few and far between, right? Over there, dude.

SPEAKER_01 53:17

There's so many. That's like normal.

SPEAKER_03 53:19

That's yeah. Yeah. I don't want to say it's median price. I know for sure it's not medium price, but it's not a good thing.

SPEAKER_01 53:23

It's not anything you're not talking crazy when you're like, oh, a million-dollar home.

SPEAKER_03 53:27

Yeah.

SPEAKER_01 53:27

You drive by and you're like, oh, how much are those homes? 15 million.

SPEAKER_03 53:31

Yeah.

SPEAKER_01 53:31

And their yard is like, you got maybe half an acre if you're lucky, but your house is senior majority of that.

SPEAKER_03 53:38

And to put that into pro into consideration, Tony Parker's been trying to sell his crazy insane home with water parks and sushi restaurants and in basketball courts and spurs this and whatever. He just dropped it to 11 million, can't sell it. And you've got houses for everyday folks, 15 million that are like Yeah, they'll sell they'll sell another.

SPEAKER_02 53:53

Different market for sure. Okay. So this is the uh Trump the Hustle podcast, right? So Trump the Hustle to me, it's not a it's not a motto, it's like a way of life. What does Trump the hustle mean to Britney?

SPEAKER_01 54:07

Turning up the hustle, I guess, would just be me doing the best that I can for my family. Like, what's that gonna do for my family? What's that gonna do? And when I say my family, it's like me and my team, my girls under me. Like that's me turning up my hustles. Like what can I provide for them? Right? More of like your legacy, I guess.

SPEAKER_03 54:28

Speaking of providing for your family, I've heard somewhere, I think you retired your mom. How did that work? How was that going?

SPEAKER_01 54:35

So I'm trying to remember what year, how long it's been now. It's been well over a year, maybe a year and a half or so. Um, that's always been a goal, right? I remember probably been like three or four years now. I bought my mom a car. She got into a car accident, and I was like, um, go buy yourself a car. And she was like, No, I don't want to pay me. I was like, girl, buy yourself a car. Here's my bank account, figure out what you need to do. That was really big for me. Watching her work a job that she wasn't happy at. Um, you know, and she was uh I think just about 50 or so. Like, I don't need you working. You know, so just being able to provide for her. I mean, I pay her car, I pay her insurance, I pay her phone bill, pay her mortgage. That's awesome, you know? Yeah. So that's a blessing in itself to be able to do that.

SPEAKER_02 55:20

Going back to Trump the Hustle, what's like one of the moments in your life, like, man, I really need a Trump to hustle, some type of major life event, like man, I really need to put on my my mindset right, really focus on hustle and really push through this hard time.

SPEAKER_01 55:35

I think it was really when I first started real estate. Um, I was really struggling with not who I was, but like what I was supposed to do. And because it was tough, right? Like real estate wasn't the easiest thing to do. Um, so getting out of that fast life of the bar and trying to just make money. I think that was like my point of where it was like, just do it. Like I was I was exhausted. I was going to school, you know, 35 hours a week, working the club. And then whenever I was going to work every day at the office, I was working the bar night before getting out 3 a.m. I would show up for Scott at 9 a.m. to 5, go back to the bar at 6. Like it was, it was tough, right? Um, and I just prayed through it and I was like, I I gotta make it. Like I begged Scott for the opportunity. I needed to, you know, stay 10 tones down and make it happen.

SPEAKER_02 56:22

Yeah. In the beginning, you said, what did you call yourself in the beginning? Britt Brett, what was it? Britt Bratt.

SPEAKER_01 56:27

Britt Brett. That's what that's that was my nickname growing up. I didn't call myself that. I was given that name.

SPEAKER_02 56:32

You're giving that name of Brit Brett. You said um you were very close-minded, like you just knew who you were, and yada yada. And now you're much open-minded, right? When do you think that shift happened when it went from close-minded to open-minded?

SPEAKER_01 56:44

Scott had put me through a lot of um training classes. He was putting me through Brian Baffini, bold through KW. He was making me go, not making me go. I feel like everyone's like, you guys are cold over there, whatever. Um we were, I was he was pouring a lot into my faith, right? Um blank tools, the question.

SPEAKER_02 57:06

You went from Brit Bret closed-minded to being open-minded. Yeah, so it was just hundreds of deals and you're open-minded and you're got a you know, better grasp of life mindset-wise. What was that shift?

SPEAKER_01 57:18

It was just I think it was just living by faith and and following, just being a follower of Christ, um, treating people, you know, how he treated people and not really focusing on me, focusing on them, figuring out my why.

SPEAKER_03 57:31

When did you come to that though? Was that did you were you in church growing up as a kid? Or was it strictly whenever you met Scott or how did that whole transition happen?

SPEAKER_01 57:39

So I kind of grew up. My grandparents took me a lot to church. Uh my mom was not a believer. I still don't know where she 100% stands. She does go to church with me every now and then, which I'm grateful for.

SPEAKER_02 57:50

What church?

SPEAKER_01 57:50

Um, CBC. Yeah. So um, I know I saw you have a CBC bracelet. So shout out CBC. Um, yeah, so I wasn't always I kind of knew things, you know, growing up, but I was a child. I would go on Easter, I would go on Christmas, right? So just like the major holidays when my grandparents would have me. Um, so that's I kind of knew a little bit, but I didn't know, you know, our Lord.

SPEAKER_03 58:13

Yeah. And that's when you got with Scott and he really put I know he pushes that a lot at the office.

SPEAKER_01 58:17

Yeah. And he just he it's not that he pushes it, it's more of that he invites you. Yeah. And he shows you like you see the favor that God has in his life. Yeah. How do you not look at it? Contagious, yeah. Yeah, yeah. So that's kind of what it was.

SPEAKER_03 58:30

Shout outs, kudos to Scott, because that is, I know one of his missions too, is not just to do real estate and make transactions and make good agents. His his impact on people is what really matters to him. So shout out to him for doing that as well. Um, before we wrap up, is there any parting words you want to say to your fans, your followers, people who maybe uh haven't followed you before, where can they find you and any of the parting words you want to leave with?

SPEAKER_01 58:52

So you guys know my Instagram is BrittanyPeriod Casa. If you guys want to follow me, my parting words would just say be yourself, love yourself, and treat others as you'd like to be treated.

SPEAKER_02 59:03

Let's go to that Instagram real quick. Because what's your real last name?

SPEAKER_01 59:05

Casades.

SPEAKER_02 59:06

Casadas. And then you just put it casa because of course it means house. Right?

SPEAKER_01 59:12

Not really.

SPEAKER_02 59:12

Well, so people can't find you? So no, no, no.

SPEAKER_01 59:16

Um, not me.

SPEAKER_02 59:17

I just thought it was cool. Like, oh boom, yeah, yeah. So break it down.

SPEAKER_01 59:22

My brother is in law enforcement. And so just having people kind of know our family. If things happen at work, you know, and people see the badge and they see the name, you know, they find me, and it's like, oh, like I'm gonna get you because or I'm gonna get your sister because, you know, so like it gets kind of like you're like CIA or what?

SPEAKER_03 59:44

I know.

SPEAKER_01 59:45

Yeah, it's another story from that time.

SPEAKER_02 59:47

About the heavy bag. I just thought it was Casa, like she's telling me how that's I mean, yeah.

SPEAKER_01 59:52

I mean, it works, it works, you know what I mean? Because that is my real last name, so casa just makes sense.

SPEAKER_02 59:56

I gotta ask this question. You had two Instagrams? One for personal, and you said one for business. I've always been in the thought process, everyone should have one. What's your thought process in having two? Personal and business. Like, I don't know, because when I first started, you know, because I worked really hard on my social media, right? I work really hard. We got a social media manager. I mean, he helps me with my social media. It's a lot to push in social media. Back then, when I first started, I was like, I want to have two, but I was like, no, I don't know. I just but on your end, why did why two and not just one? Scott.

SPEAKER_01 1:00:26

Scott made me literally Scott. Yeah, because I think my my personal two? Uh no, but it's like for me, um, he considered considered me as two different people. Yet I think um like moving into things, it's like that's my accolades over there. Like, you can see what I done. This is my proof, and this is me, right? Because my engagement is way better on my personal when it's me. And then it's like whenever I'm telling people, like, hey, this is who I am, like, really, like if you want to know if a realtor's closing houses, look at their closings. Yeah, are they posting their closing or is they just opening doors all day? Right. So it's like you can you can Google my my closings and make sure I'm actually closing these, right? You can go look at my reviews and see what's going on. But it's like, I'm not gonna post it on my personal page.

SPEAKER_03 1:01:13

Makes sense.

unknown 1:01:15

Yeah.

SPEAKER_03 1:01:16

Well, cool, guys. We appreciate you turning into another fantastic episode of the Turn Up the Hustle podcast. We hope as always you get a lot of value out of these. Thank you again for joining us today. We appreciate it. And if you are getting value out of these episodes, make sure to hit that like and subscribe button. As always, as always, turn up the hustle, and we will see you guys on the next one.