0:00 I was like asked evictees people to get the best money for this deal because it was really a tight deal. So I'm like, Hey, Mr. Seller, I need you to sign this paperwork saying, I have rights to like your family follow eviction, the show up to court. They agreed to move out within a week. We get them out within the week, and they trashed the property. It wasn't like super super trashed, but it was just a bunch of debris and clothes and what that what I had to evict. I was doing belly to belly because he lived like around the corner from me where I lived. And his son came around with a shotgun. Welcome 0:34 to the freedom chasers podcast where we bring you interviews and discussions that share the stories, successes, goals and dreams of real estate agents and real estate investors pursuing a life of purpose and freedom. 0:48 All right, today we are with Daniel Esteban Martinez. This guy is a rockstar serial entrepreneur over here he is the co founder of a hive mind CRM. Also with the hive with us podcast hosting company, you're acquiring land all over the country and all sorts of other things. Daniel, we'd love to kick it off with a story. We could get into all the other details later. But why don't you just tell us the craziest real estate transaction or experience you've had thus far? Oh, 1:16 man, I was trying to get my first deal. And I was doing houses before I my first deal was actually land. But before I got my first deal of land, I was doing houses. And I found a pre foreclosure property that the they let family members move into that property. And I had barely any real estate experience at all. I mean, my first like, three, three to six months, like it was early, early on, for anything about anything. And he's like, it's my family. I don't want to evict them, I need to I want to do the deal to let's let's see if I can make this happen. So I contracted it. I was like at the Vic these people to get the best money for this deal, because it was really a tight deal. So I'm like, Hey, Mr. Seller, I need you to sign this paperwork saying, I have rights to like your family. Because I know you don't want to do understand that. He's like, alright, so he's signed here, whatever he's stressed out about eviction, follow eviction, they show up to court. They agreed to move out within a week. We get them out for them that week. And they trashed the property. It wasn't like super super trashed, but it was just a bunch of debris and clothes and random random shit they left when they left. And me I asked my buddy who was with me helping me and my other business at the time. And I'm like, Hey, you want to help me out and we're gonna trash at this property. So we were we ordered a dumpster I got some hand on hand labor, we loaded up all the all the all the closet stuff, debris, trash, all that stuff, cleaned it all up vacuum to trash it all out, we filled a little hole dumpster me and him and a couple hours. We get it to the closing table. And there's a credit card lien on the property and they won't close. So we lost out on like 20 grand on a property that I've never done an eviction to that to even now that's not the only eviction I've ever done with somebody else's property, I evict them out of the property, and then trashed the property of everything and unfold around and say, Well, I have an easy story to that's 3:18 real quick, though. So you essentially, like did all this work prior to closing? Yeah. And then he's like tech with you? 3:28 Well, I mean, there was a credit card lien that whatever it is to close up 30,000. So to build the deal 3:35 with equity, the deal was gone, and then it doesn't make sense anymore. Yep. That's 3:39 great. Because I negotiated sub two as well to take over. He was like 20 behind with the repairs required and the debt is just wasn't do anymore. Crazy. Alright, cool. 3:51 Let's hear the next one. The next 3:52 one was same timeframe I had, I had a deal like me seven months, get my first deal. So this is all within my first one to six months of doing real estate. So this next one was I catch this property. I drove by on my way to home for two years, literally right in the main artery, turn right on it. Go to my house, and I'm right there by my house. I learned about real estate and like look for vacant properties, vacant properties. There's a vacant property I've been passing by every day for the last two years. Like this is crazy. So I pull into the driveway a tall grass. And it's a it was 110 year old house. It was a I think a five bedroom. It was two floors. I think it was like six, five bedroom. Like five baths. Like 4000 square feet is a frickin mansion is overgrown with trees and debris and stuff like this. So I looked up, I look it up on the county and he lives 30 minutes away. I called him he didn't answer I'm like, okay, he lives 30 minutes away. Let me just drive up on those two. Taos is like Hicksville so I lived. I lived in Atlanta at the time. So it was like The Edge of country to city is right. I live right on the edge. So when I drove down, it was country. So I literally drove down his house, I pull up into his yard, and there's all these cars and people sitting on the driveway. Oh my gosh, I can help you. Yeah, I'm looking for the owner of such and such on this on the right hand corner. He's like, Oh, he's inside. And I'm like, I'm about to get jumped. And like, it looks like a crack house. Cowboy. Walk inside, and this is old, like sweet old man. Like, it was like 8085. Like he was old, old. And I guess his grandsons lived in the house. And they did whatever they want in the house, whatever. So they had people over like, it was just crazy, but they let the grandson so like the grandsons were other people up front of the grandsons friends not so crazy. But inside is the grandma and grandpa, I'm like, Hey, I'm looking to buy the property. And we're looking to do this deal. And he's like, Well, how much you want for and he's like, I'll take 100 grand for it. I'm like, All right. 100 grand, like, the house is worth like 350. And this is like, this is worth this is before COVID This is like the house probably worth like 500 right now, because it was massive. 300 was worth 350 at the time. And he's like, 100 I'm like, Dude, I'm like, killed on this deal. So you can check for 100 And he's like, Oh, you want me to go show you around? I think I'm gonna find go find the keys. So I'll meet you there tomorrow. So it was right by my house and like, I can be here tomorrow. So we literally I meet him there at the house. And he shows me the house. He's like, Oh, I used to live in this house. I lived in it for for 20 years. And then I gave it to somebody else and they moved out and then it's been vacant for the last 15 years. I walk inside. Oh, we're actually we were trying to get in because he couldn't find the keys. We're trying to get in and he almost fell down the steps. I'm like, This is what the break is hip or something he's about to die. It's gonna be crazy. So I'm like, I'll get in. Don't worry about it. I'll take pictures. That's how I need to take pictures. So so don't worry about it. I figured out mind you. Those like a 2323 car garage in the back overgrown full of random stuff that out the front of the house. I can show you pictures of the front of the house was overgrown with trees and stuff like this. I'm like it's okay, if I break window. He's like hey, go ahead break we'll do whatever we need to get in. So broken window I broke in. I walk in perfect condition and the inside wood floors, seven fireplaces, it looks a little outdated to Bill's immaculate, immaculate inside. I do this is gonna be a killer deal. So I broken the window. I had to do all that stuff by country with property. I get it to close. I was in a holster that I had. I had a buyer and I'm like, I didn't know what to do. He's like, he's I'll give you 125 for it. I'm like, I know this thing's worth more but I mean 25 K's from for K Licious. It is what it is I'll learn I'll do better than the next one you know. So I get it to close and I was set to close on a Monday the seller passed away on a Friday and yeah, the seller passed away on a Friday so I'm like I don't want to be the asshole um, like context is similar as to what that property and like I sent him flowers and I'm just like I'm sorry I'm like the title companies calling me like what happened and like he's not here anymore on so I was like I kind of like I kind of let it go like at six months a year and like I don't know when like when it's too soon to contact people because I'm like I didn't really haven't gone I didn't go through a death a death at that moment. You don't really really know what's one of the Collins best in the cost. I can't just let it go. I was like only for them to reach out to me and then I'll deal with it. I checked back a year and a half later they still sold it for 100k and the market went up and this is during COVID the market went up and they still sold for 100k actually worked to Atlanta and I had the opportunity to go that way and I'm the only one drove by the house only one drive by 8:50 Yeah no kidding holy smokes they just pick somebody else and sold it 8:54 well I mean I don't even know if they tried to contact me I put a memo on the property so I'm like I when I follow the memo I'm like okay, well they'll call me whenever it happens yeah nothing 9:04 happened to the title company recorded the property even though there was a memo when 9:07 I filed the memo personally with the contract and everything after the dude died and like showing that it wasn't like okay whenever it sells off the contact me as least thought but I checked back like a year and a half later and they want to run my memo. Whoever did I don't know Oh, 9:20 like I'm assuming it doesn't sound like you've like went in and check to see what your sense of rights are. You just probably said hey, let's move on and save my energy for something 9:29 I was I was like I was that means deal may be depressed because I felt that I felt bad for the seller. I mean, because he passed away and I felt bad for the whole situation. I'm just like, because I'm like I really like befriended him because I went to his house multiple times after that, like we talked a lot and he talked about his grandson and grandkids and all that stuff. So like I built relationships with this guy and then like he just passed away overnight. Yeah. 9:54 So I want to dive into like the context of these situations like these are your first two deals that I get that right these are This is your introduction to real estate, Introduction to real estate. We lost 20 grand got a deal locked up with hundreds of 1000s of dollars in profit, and then frickin like it all gets wiped out in front of your eyes. Like how in the world did you have the will to continue on after this point? And like how does the journey develop? 10:18 It was hard man. Like, when you get hit in the face, especially like that twice, it hurt and like those are before I closed my first deal. I ended up closing my my, my first land deal was like 30 days after that I actually I hadn't had it under contract. So I was like, it was still it was still like, it still hurt a lot of man going through houses and my first experiences of investor was ridiculous. And that was a long time ago. And it's only been four years, but it was still like, it feels like I went through like the wringer on my first. And those are the first two properties I locked up to, like I locked up like five or six properties and they all fell through for whatever reason. So I'm like, I still got hit in the face a couple more times. 11:02 Absolutely, man. It's part of the journey though, right? Like that's how you learn. You learn by making mistakes and improving on what you're doing. So like, let's kind of go back to the beginning, though. You said you've been doing this for about four years. What were you doing before real estate and what attracted you to real estate? 11:16 So I actually I'm, I'm blue collar man I used to load trucks. The forklift ended up. I was ministers from Chicago. So I used to work and work outside because the doors are open. So you're getting wind, snow all through that stuff. My wife's like, want to Atlanta and I'm like, let's go. So I moved to Atlanta, I was still loading trucks. And I had the opportunity to drive in Chicago. And when they asked me in Atlanta, they're like, you want to drive and I'm like, You know what, there's no snow in Atlanta. I'll drive here. I never I never wanted to drive like 1000 pounds in the snow and ice. That was just a no no for me. I'm like, I'm not dying for anything. So self preservation kicks in. Yeah. So prohibition kicks in. So what I went to Atlanta, they're like, Oh, you want to drive a truck. And like, as long as I'm done with the snow, I'm good. So I did that I drove for I drove my company for two years. And then I started my own trucking company. So actually, my first endeavor and entrepreneurship was a trucking company, where I had up to five trucks at one point, and then I pivoted into real estate because it wasn't really making money. I was making money but no profit. 12:18 And to dive in a little bit more specifically, like, was it that you were listening to podcasts while you were on the truck? How did the idea of real estate creep in? 12:26 I mean, you have a lot of time, especially when you're trucking a lot of time. So one of the one of the like big reasons why I do podcasting, and a lot of podcasting as a whole is because I'm a product. I feel like I have to give back now that I've kind of went through the wringer. And now I have something to offer back. So that's one of the big reasons why I do a lot of podcasting as a whole, just to give back to the community because I'm a pro I'm a product of it. 12:48 Love it. And to tap back into to the question. So essentially, you have a blue collar upbringing, right? So there's that Midwest work ethic is was that work ethic that allowed you to keep going at the beginning? or were there other sort of like things you learned from your parents? What really what really guided it? 13:08 Oh, my dad, he told me to, to work with your head versus your back, because your back can only take so much damage took so much work, you get burnout. So my dad actually was a construction worker for 30 years. So he kind of like instilled that across all of us, because like, for him, he was an immigrant didn't have any other choices, but work with his back. So he always told the story, we use our head versus our back, because you can always amplify and multiply. 13:34 That's right. And it's way easier to work into your 90s hundreds, if need be with your mind. So take us now forward, you've kind of taken us back into what led you into real estate. But what happens after these first couple of deals like what propels you from there to where you're at now? 13:52 It was, I mean, it was a lot of motivation, man. So like, when I actually went into entrepreneurship, like when I literally like, I'm gonna do this right now. Because like everybody is like, when's the best time to be an entrepreneur, like, it's right now, like, it's not next year, it's not to use your notes right now. And one of the biggest drivers was my wife got pregnant, I got my wife pregnant. And I was like, if if I go down this path, I stay at the job. I mean, I'm gonna be I'll be fine. But I'll never be able to create the future I want because it'll never be a better time. So it was one of those things where like, I had to work my I literally worked like six days a week for like 910 months. I took a two week, a two week vacation, and a week maternity leave, then I quit. So I literally like though that was my endeavor and entrepreneurship and I kind of jumped into the trucking at that point. And then that was like my big reason why I had like, when everything's on you, it's it's all on you. So like a lot I always tell people like doing it that way is is hard because like, I like the night people that do side hustles a nine to five like, do that that's a safer route. If you want to jump out that once you jump off the bridge like your fallen 15:01 Oh, absolutely. So like so did you jump all the way into it then? Or you said you were doing like the side jobs first because I'm of your mentality. Like, I would rather just burn the bridges and say fuck it. I'm going all in. I'm gonna make this work. Have you always been that way is that a skill set you developed over time 15:18 or hours, I was put up against the wall on this jump. I was put up against a wall. So it was like one of those things where like I when I was in trucking, that's all I did was trucking. I've been an entrepreneur for over five years in December, that I had been a full time entrepreneur, I haven't had a job for anybody else. I always tell people, I'm unemployed. Because 15:38 there you go. Yeah. Desperation is a huge motivator. Right? Well, um, for sure. 15:42 Well, people that have jobs like oh, he's just unemployed, like entrepreneurs are just unemployed, 15:47 unemployed, unemployed. And also unemployable often, a cool, man, so. So you started off with the single family homes, and then you pivoted to land. And now your focus was more so on land, right? I had, can we talk about how that journey looked and why you progress that way? 16:08 It was, I have never done a house deal. To actually, that's, I've only done one house deal. All the rest has been land since since since all that happened. The only house that I've done was, I actually owned a home in Atlanta. And I did a lease purchase. Since I had a mortgage on my own property, something, at least purchased it out. So I actually still own the house that the lease purchase buyers will still buy it by the end of the year. So that should be coming to fruition right now. But that was my only house I've ever done. All the rest has been land 100% From then on, because it was one of the things like land I got slapped in the face three times four times right off the bat. And then the first land deal I did closed the first one. And I'm like, Okay, this is this is easier. So my first land deal was, I was still living in Atlanta at the time. And I had PPC marketing. I had a website up with ads running to it. And a lady hit me up. She lives in northern Atlanta. She's like, I have a property in Florida that I'm getting. I'm getting fined for it because people are dumping on the property because it's just a vacant lot. I'm like, Alright, so I looked it up I had to get I guess it was probably worth about 20k or so. So I'm like, if I can get this for five. So talk to the team. We're good. So I told her. I was like, Oh, how much can you give me? I'm like, $4,200.33 just made up a number under five grand. She's like, can you do five grand? I'm like, Yes. And I did this all through email, because I was afraid to talk to sellers. So I did it all through email, and got the contract through email. And then I found a buyer in two days on Facebook marketplace for 12. And that's, 17:43 that's brilliant. Hold on. You just said something so important. Yeah. So it's your first deal. You did it without talking to somebody at all. You did it over email. This is amazing. And you were afraid to talk to sellers, you just said so I would love to talk about number one. How did you close this deal over email? Which is awesome, because I've closed deals over Facebook Messenger and people think like, that's not even possible. Like I do it all the time, bro. But like, how did you do that email strategy? And number two, like how did you overcome your fear of talking to sellers because obviously you're doing it but it's 18:12 interesting because you didn't have fear sellers when he was doing single family houses. Right. So yeah, that's a good point. Was that sphere developed based on the to, to slash? 18:20 Maybe you have some PTSD? Yeah. 18:23 Well, what that one I had to evict. I was doing belly to belly because he lived like around the corner from me where I lived. And his son came around with a shotgun. Oh, on me. And he shot the street and the neighbor called the police. So one day when I was talking to the seller, the police came up like a to somebody should have got around here. I'm like, I didn't see shit. Whoa. 18:52 And then all of a sudden he was cool with you because you got his back. Yeah, yeah, 18:54 he was cute. Because he wasn't like red I was on somebody. I think it was someone's high or something. And he literally pop around the corner pointed a gun at me and shot a gun in the air. 19:04 Wow. And that that implant it's a very rational fear inside of you. From going belly to belly. 19:13 I'm honestly I forgot about that. Like when you asked me about a trigger to my head like, Okay. 19:21 Nuts. That's a cool story right there. So you essentially Alright, so let's carry on because they've had some good questions here. So basically, you're now doing emails to talk to us about the email. How do you close this deal over email? 19:34 It was just I never I never wanted to talk to her on the phone like the lead came into email. So I'm like I have an email phone number. Let me just email her and see if she responds. So she responded through email and I'm like, Hey, would you do this negotiate the price point. And then she converted with me and then I see see the title company into the deal like hey, the title company is going to handle it from here. And I found a title company online. I put on my Facebook and like hey, who has a title company in Florida, and I got like three of them I should be One hey, here's the contact email and I did an email thread. I never talked to the title company either. Like, I was like, it was one of those things where like, I was like, whatever, whenever it gets a job that I knew the steps I needed to take, because it wasn't like it wasn't my first rodeo, but it was just like, Okay, we're gonna figure this out. And I just did it all three modes took like 15 emails to get the deal done. 20:24 And then I'm nuts like no conversations with anybody don't see the Lando nothing. 20:29 I still haven't seen the lane to this day, the buyers went over there and took pictures for me because I just I took a Google Street View of the property. I took a Google sheet for the properties like is this it? Um, I guess they say pictures, you have pictures like no, I don't. All right. Let me update my listing. Thanks, bro. Like, 20:45 I love this. Like, we're big into personality. And I'm always thinking of like, How can I take an introvert and help them because a lot of times real estate sales, investing sales, it's a contact sport. It's it's an extroverted sport, generally speaking. But this is like an introverts dream, like, Hey, you're flipping land, on a couple of days on Facebook marketplace or over email, with zero contact with humans in phone or in person, like this is like, perfect for an introvert. So your kudos for bringing 21:17 the funny thing you said earlier is like, oh, he talked to sellers. Now I'm like, I don't even talk to sellers. Now. That's why I'm Anthony for Anthony talks to all the sellers. I don't talk to sellers at all. Oh, I 21:28 love this. So how did you meet Anthony then? So I mean, obviously, you have complementary skill sets. I'm assuming you're doing the marketing, you're bringing the leads in and then he's converting them now or something like that, like, how did you guys meet and how did that relationship develop? 21:40 So that was kind of story too. So I actually just found out recently that I learned from a person that we both took the same course from Jaylen white. And Jalen White is as down the tree of what is his name? I can't remember his name right now. I just I literally talked about it two days ago. So there's out of Phoenix like I older from out of Phoenix. I forget his name. Top of it talking about like a wholesaler big wholesaler have been around for like 30 years. I remember like Sean Spicer, I can I can think of his name. So Sean Terry taught Jaylen white. And then Jalen White did the course I took me and Anthony to Jalen White's course, within like a week of each other. He had a private Facebook group, which is still up, and I don't think has no genuine weight at all. Now 22:29 I've heard the name but I don't know him personally. He 22:31 he literally the real estate for from 17 to 2122. And then he quit. And now he does like online marketing. So he like fell off the face of the earth. Because he wanted that desk life, the workforce from the desktop, from anywhere type of life. So he still totally coat real estate. But I mean, Anthony met, we bought his course right within a week of each other joined his private group. And then meaning that they were the only ones like were we just kind of correlated with real estate stuff. And then after I started doing land, me and him started doing then from there, and that's where we fell in. So I've known him for about four years. And then we started working together on businesses for about three. 23:09 That's pretty awesome. And that's actually really cool. Because Tim and I story very similar. We met in a mastermind, I ended up coaching him as an agent, he ended up bringing me deals that brought me like 11,000 in rental income. And then now we partner on the podcast. So like that's friggin epic. So, you partner with this guy, and probably one of your it sounds like, excitement is like, Hey, this guy will do all the talking. So now I could just be behind the scenes running the show. Yeah. You mentioned earlier that you wanted to podcast because you wanted to give back. But kind of like, describe like, who is Daniel? Like, he's a podcaster. So he loves talking to people, but he doesn't love talking to sellers. Like what makes Daniel Daniel? 23:51 Um, it's not. It's, um, there's, there's, it's focusing on your skill set. Like I can talk to sellers. I mean, even right now I can talk to sellers. It's just like, but if I have a partner who's amazing and talking to sellers, why am I gonna talk to sellers? Why am I going to step on his toes just because I can. So it's one of those things where like, all that I do is on the back end, so I'm just gonna do what I do on the back end and let him do what he does on the front end because that's what he does. Like he is his master skill set is sales. So if he's good at sales, why am I ever gonna hop on the phone? Even though I can 24:24 100% Yeah, dividing and conquering. Yeah. That's it beautiful. So you're doing land deals, that's starts kicking off I'm sure that first success leads you to get excited to obviously take you down this path of success kind of take us a little bit deeper into the journey and then where does the software and automation piece come in? 24:44 It was it was out of necessity because now I was working with Anthony and Anthony's like he's now counting on me to do all this stuff. And the Podio is difficult even for me. I'm that type person but it was difficult even for me. So when I saw the opportunity to start hive mind, I'm like, let's just do this. And if anything, we could provide this service. And I'll still run the backend of what we're doing. So that's what we did. I kind of started it. And now I run all our businesses, I ran through hive, mind everything, because every every bit every every business has the backbone of a CRM, its leads, contacts, conversions, was the last one reviews, as the same lifecycle, you get used those reviews to get more contacts to get mark to get more conversations, and then move it all online. So all those have the same process. And it was doesn't matter what you're doing. So now I was just like, I run everything through and I manage all the back end with my with my team, he has his front end sales team. And then that's how we work. 25:46 Brilliant, I love the partnership, because you know, you're basically you have two separate skill sets that are super complementary. So I mean, it's just a fabulous foundation for a business. Now we're talking about the hive mind CRM, we might as well jump deeper into this. Obviously, you're big on automation, but like give us like a broad strokes overview of what the hive mind CRM offers. I'm just so the the audience can have an idea if they're not familiar with you. So 26:11 particularly, what does it offer that like, what does it solve that say Podio? wouldn't 26:16 do that. So like, put Podio like everything. Podio is just like the CRM, but it can have all the things that into connect to it, per se, like a node. Right? hive mind has everything internal. So we're most products out there only do one thing, just like polio, polio does one thing but stuff integrate to it had mine does a lot of different things. So it does texting, emailing websites, forms, invoicing, texts, texts to pay, there's trackable links, there's a course platform, you can host websites, so does a lot more things that that communicate. So like, one thing I was talking about like was what separates it is because like, if you have a text company, like smarter contact, or lead Sherpa or stuff like that, all it does is text. So you might run that thing to text. That's all it does. Whereas hivemind, you kind of build a specific campaign that does multiple things. So like, whenever I do it, whenever I do a demo, I'm like, Hey, imagine if people like being contacted the way like being contacted. So there's a thing Max Maxwell he created called the lead conveyor belt, and the whole, the whole basis of the conveyor belt was to touch the leads, and as cheapest form as possible, and move it down multiple points of contact to convert that lead. So what does that look like? Email, emails, pretty much free. Most time when you skip trace, you get an email, but no, every just throws it away or doesn't even touch it. You can build out a campaign to reach out through email. What's next texting, text is next cheapest form of contact, you can build and convert leads for text, I have clients that just do texting, had my texting and I get contracts. The next cheapest form is RVM. cold call I mean, texting, texting, or VMs can be automated 100%. Cold calling is now either physical time or VA time or some some somebody's business to be there to make that cold call. And then after that might be like direct mail, where you actually send a postcard because that's postcards like 56 cents, a postcard, or a letter. So what you can do is now you can touch in multiple different ways and do multiple different types of techniques of strategy. But you can connect them together. So what I would say is like, your first you say you send an email, they don't respond, because reads emails, but you might get a deal. Who knows that you sent a text, hey, is this John, the next day? Hey, I sent you a message yesterday. When's a good time to talk. And then you might say RVM Hey, this is Daniel and Colin. properties in this area, I might have sent you a text yesterday, I don't know if you got it, give me a call back, I'd appreciate it. So now you can actually build a campaign about stuff that happened prior that doesn't seem like it's a robot, but you can still automate it in a way. And then if they don't respond to text, text, RVM, then you could put in a cold call, we actually call that person physically to use actually man hours. So like, there's a good chance like 80% error messages are read within the first few minutes of an SMS. So you're gonna get a lot of context to solve that first part. And then RVM is kind of filters that that list a little bit down before actually physically put time into that list. 29:12 This is amazing stuff. So you're doing I'm assuming you're doing a lot of cold email, cold texting and things like that through this software, correct? No, 29:22 no. So what you can do, me and Anthony, we'd like inbound. So we'd like inbound leads because we, if we're going to talk, if we're going to dedicate time to talk to sellers, we want to talk to sellers that want to talk to us. That's just the basis. So we do a lot of PPC and a lot of texting because texting, they respond back so I can text to 3000 people and then the people that respond back that will actually want to have a conversation those people we talked to so it's a form of inbound. So we always like inbound lead. 29:48 Oh yeah. Yeah, absolutely. That's that's kind of what a man I'm sorry if I phrase it wrong, but I mean people using your software. They're doing a lot of outbound. Oh, yeah. Through the software, and then you're only working the inbound me Right, so you're doing probably a massive amount of cold emails and the text messages and things like that through your software, and then you only talk to the ones that are warm, like, hey, I'm interested in selling essentially. 30:12 That's it. And it's just, if you can automate that, that points of contact to filter through that list, that's the whole thing. And then the other thing is follow up. Everybody struggles with follow up this system, literally, you can follow up with everybody, if they've raised their hand at any point, saying they were interested in selling, you follow up every 3045 days, wherever you want. And always kind of follow up for you, where people might set a reminder in Podio, to oh, I need to follow up with this person and never do it, this will do it for you automatically. 30:38 Absolutely. And that's kind of like the big downfall of like Podio, and say, you're using Podio, and you got launch control, it's like you can't really integrate them together at all. So it's like, you have to put notes in two spots, and it becomes super confusing. So it makes a lot of sense to, you know, consolidate everything into one place. Where did you get the idea? And so why did you run with it? 31:00 It was I saw opportunity in the marketplace, because I was struggling myself. And if you're in business, if you see opportunity in the marketplace, just dig in, just dig in. Like it doesn't even matter what you earn. Like for me, it was one of the things we're like is this is my strong suit. And I know I can do this full time that even if I could still do real estate too. But this is Amina and they saw this opportunity because not that we ever wanted to get an education space, but we knew it could possibly come down into down the line. Most people that come through education space, they come in with everybody else. In the CRM is just a different angle, you come into the side, you essentially flank it. So the CRM is a way to cut through the noise with your own product. And then you can coach 31:46 totally in the CRM. And that's an interesting game and a very fast paced, challenging game. And so you see people when they're building out software's go multiple different directions, some hire us programmers, and some you know, and partner with them. Some just pay the salaries, which are pretty expensive in the US some go overseas, talk about like, you have this idea, you're ready to take action, how do you form the business plan to create the software, because I mean, all these are multi year very expensive projects. 32:13 So I kind of hacked it. And for the people that know, they know, there's essentially the platform I'm on, it's just like polio, it's already a prebuilt platform that you just kind of you kind of think of think of that think of the base model of a car, you can add 20 inch wheels, or 10 inch wheels, you can add a lift kit or not a lift kit, you can add in the nice paint job or flat flat map paint, black paint. So it's kind of gives you the ability to customize the way you want. And that's what differentiates everybody else that has on the same platform is you kind of you kind of build it out the way you want through pricing, through support through your white labeling provide with everything else that you do with it. So like with me, I have have a data company, I'm launching a media company, we're providing all these other resources with it that combined, that we're not just providing a CRM. And that's what separates us from everybody else. 33:05 Yeah. And so you essentially, save yourself years of costs process, and you can get right to the good stuff. Yep. 33:14 And all my team does the support instead of development. 33:18 Yes, so nice. So, so nice. Yeah, I went down the development Road, many, many like, well, not many years ago, but we'll say six, seven years ago. And if I would have known the options that were available now, like it wouldn't have been, wouldn't have been a thing 33:33 as well. It's one of those things where like, you don't know what you don't know. And like these opportunities, they're happening more and more, because the the business, the business age has changed. I was talking to my brother about this yesterday when I went to Wingstop. And the service was, and I'm like, ever since COVID. A lot of the service industries, they got affected because of COVID, where they it's hard to find them find employees. It's not that there's not employees out there, it's just that employee employees have more opportunity and other directions. A whole new technology space of the workforce opened up like 20 years ago, and it's just getting bigger and bigger. So now people don't have to work and don't to do plumbing that also do roofing anywhere that you go to technology side and work from home. 34:17 Which is so nice, right? Because you can then use tech to replace even the need for humans in certain industries so people can do the jobs that they love and want to do and so on and so forth. Take us back to land. How like you've been in land for a little bit like how is land today? Is it just as easy as it was when you started? Is a space getting more infiltrated? What's the opportunity and land? 34:43 Opportunity with land is infinite. It is getting more more saturated, but not even as close to houses is right now. Like not even as close if you think about it, like 80% 86% of the US is land It's big and small land. That's what it is. So you think of the dense populations, that's just big land cut up into small pieces. So it's as the population grows, they just cut that smaller land into smaller land and build houses on those. So like it's there's infinite infinite opportunity. 35:19 On love the way you phrase it, that infinite opportunity. So just glossing over what you just said, anybody that's having success, say Wholesaling Houses, like you think it would probably be an extremely wise decision for them to start looking at land. 35:33 I mean, the crazy thing about this, I've heard many household sellers say this, their biggest checks they've made have been off land. And they don't even do land. They just had land come across them and like, oh, same process. And they're like, Oh, I average 10 $20,000 a deal. But that one land deal I did. I made 50 grand, like, why don't I do more of that. And then I'm like, 35:54 I don't know. It's so interesting, just because I think you're like the fourth or fifth land guy that we've had on here. And when I'm talking with you guys, it's like, this sounds so easy. It's like, it sounds so easy. It's like you find something you're not even in the same state. You just said you used Google Streetview you didn't even get pictures of it. Just throw it up on marketplace and boom, deal done. And it's like, wow, that's like a lot less complicated than having to negotiate with the seller three or four times in a house and trying to reduce prices because of repairs needed and things of that nature. It's just like wow, this is just seems like such a more simplified process. So 36:27 it's I'll tell you this and it 100% is for everybody that does houses. The reason why we like land is because it doesn't cashflow. Why doesn't cashflow. There's no emotional value to it. Somebody that has it. It negative cash flows, because if they taxes, there's no emotional attachment, they've probably never seen it before. So what's the wholesale price? What's auto financing terms? It doesn't matter to them? Because it probably never seen it. 36:54 So FERS with I guess the exception, there was one one guest on who said that, like certain people in the Midwest like have this crazy status connection with land. But I'm guessing I mean, any anywhere close to the coastal states, probably not the case at all. What are you doing? 37:11 Right now we're mainly Texas, but we're venturing into other markets as it comes. Because right now people are just bringing us big land deals everywhere. And I'm like, Okay, we'll take a look at them. But we're mainly in Texas, but we'll take a look at the type of thing that's 37:23 so cool. So, so big push on land. And for somebody that's say introverted, new to the space, like us, like what would be the best way you think the easiest way for them to get their first deal? 37:37 Um, literally, there's so many ways, I mean, PPC, I mean, we're at the point where we're going out to elicit properties, like the list of properties or want to sell and just negotiating terms. At this point in the market where we're heading with high interest rate we can make, it's me, I'm sorry. With with high interest rates, we get, we're getting better at making transactions like the interest rate hasn't affected us, per se and our buyers, but it has affected sellers. And that's all we need. So it's just creating more opportunity in the land space. And you can go after listed properties. There's plenty people that buy an RV, because they've given us what we can pay full price for a property like we can't, doesn't even matter. We're just looking at the opportunity of what we could do on the back end. Because essentially, what we're what we're doing with the with the large land parcels is we're subdividing and putting into smaller tracts or forcing appreciation. 38:34 Absolutely love that. So let's talk about this then, because my experience has been different. And granted, I'm been a house guy. So we've done a lot of house business, but like so we've got a 500 acre parcel that I'm listing right now. And this has been a multi year process, we're getting ready to help a family sell an 18 acre parcel, a branch that's in development. What What am I missing? Because the deals in my area seem to take a year to three years. How are yours going so fast, especially if you have to split into parcels. 39:06 That's the whole key. The whole key is splitting the parcels. If you sell a 500 acre parcel, no one can afford that. I mean your buyers list, I mean, same thing with houses, they always talk about the median house income don't get anything over 250 campestris by 300. Now, because essentially your buyer pool at two to 300. And under is everybody that gets getting an FHA first time homebuyers all that stuff. The same thing with land if you have 500 acre parcels, there's only so many buyers that in my family can parcels, but when you cut it down to 100, you open it up more if you download a 50 you open up a lot more if you cut it on the 20 anybody can buy 20 acres that is looking to buy land. So it's kind of like when you cut it down into smaller chunks and smaller bites, more people can afford it. And the other thing that we're doing is owner financing. So we're offering owner financing where it's really hard to get bank financing especially for landlords put 30% down. So the other way what we're doing is offering owner financing With the property at our price point, so whereas we're working with the property right now, it was, I think it's 120 acres, it was less, it's owned by two real estate agents, who went and found a land specialist listed for a year couldn't move the property at 25,000 an acre, we cut it down into 10 acre lots and we're selling it for 35 an acre. Oh, 40:25 so yeah, so let's dive into this a little bit. So first of all, first question I have is when you you're buying them on seller financing, turning around and selling them on seller financing, is that accurate? If we can hear and just making the spread? So when you're talking about splitting it into the smaller lots? Like in some areas, it's a very time intensive process. And then it's cost intensive? Can you kind of give an example? And a lot of areas you're at? Because I know you're not in California like I am. But so can you give an idea of how long and how much money is it take to split these lots up? 40:58 The trick is is Texas that's the trick. Texas has a law where if you do 10 acres, if you did 10 acres or more subdivides, you see the engineer dropped the plans. Whereas in other states, you might have to put in utilities you have to put in a row do you have to put in electric to all the lots. So like a lot of people are like oh, why don't you development because it's long. It's a it's a 12 month process, and we do five acres or less. Like for us we're literally flipping paper just like wholesalers. But we're doing with with larger properties and larger lots and 10 acres or more. So we're essentially selling ranchettes to people that want that can afford it on pates. 41:39 Wow. So this is so cool. So essentially, there's little to no money to buy the properties off, because you're buying and seller finance, little to no money to do this little, you know, lot splitting a little you know, an engineer drawing up some plans. And whatever I'm, I'm sorry, some filing fee, 41:55 we have a we have an engineer on our team that does it for equity. 42:01 So brilliant. So, so no cost upfront than for the engineer, your seller financing these to somebody at 10,000 An acre more. It's 100. Like so you're talking about 120 acres. So let's get this right 10,000 acre, I mean, am I doing this right? That's 1.2 million. Yeah, that's a $1.2 million dollar spread. You gotta give engineer some of the equity play. But there's not a whole lot of cost and all the hard work and you're making a quick 1.2 mil. 42:32 We have we have five properties under contract that we're we're looking to make 100 grand Plus, our first deal we did like this, we made 200k in cash and 200 can notes our first deal. So and like we're talking about creating cash flow to like, I always, always make me an athlete make jokes about cash flow, because like most people that own rentals, if they got if they didn't, if they use debt to finance them use their cash flowing, maybe 700 per door or less 500 per door, that they're actually cash flowing. So you got 10 units, you're making three grand a month, right? With this, that one property, we might get paid 10 to 15 grand per month on if we sell or finance 100% of it for that for 30 years. 43:23 So 10 grand a month for 30 years. Yeah, one deal. One deal. This is this is exactly what we were looking for. So our main message to people is, hey, do one deal that financially retires you out. So like on last week, we interviewed a guy he's going to make two mil, he's going to transfer that two mil into a property that that's an 10 plus 1000 a month. Here's a perfect example with land one deal 10 plus 1000 a month. And you have I mean, like true numbers, how much out of pocket to make that deal happen. 43:57 Not very much. I mean we the only money we're using is the lack of the property. We're using buyer funds to pay like we use we either private reasons but either use buyer funds or private private capital to pay whatever we need to pay it they went down. So well like the first deal we did it was 1,000,070 purchase price. They want a 200k now so we got a private lender and to bring in 200k and then essentially seller financed the rest. And we made 200k and 20k notes. 44:26 Oh, that's beautiful like I could tell about your face like it's pretty much nothing because you're just like we didn't pay nothing, man. 44:34 The crazy thing about this is like the slaw and Anthony does that side of it. So like, like we have like $4 million properties under contract right now. Like we're, we always we make a joke like we're trying to do 10 deals next year, at least $1 million. 44:52 I love that. I love that. What's hilarious is like I've been thinking I've been doing things the wrong way for my whole career. Because I was doing mostly flips before, it's like, Man, I should have been holding stuffs we could cashflow it. And now it's just like, oh, this land thing sounds even better. It's like, okay, so I could do all this, I could cashflow 10 grand a month, nothing out of pocket at all. And not only that, but it sounds like it's super easy to market for there's less competition, number one, and number two, you do it passively. text blast, email blasts, things of that nature, just like oh, yeah, it's, 45:25 it's fun. It's definitely a fun game. Like I said, we're just getting into the tip of it. I don't know how much we'll do next year. I know, we have like 5 million under contract right now, between a bunch of deals like St. Anthony hills, the front side of that, but I know we have a lot under contract right now. And like, so we're trying to, we're trying to sell or finance all of it. Because once you have the debt, you can then take that to a bank and get 50% of that, like a burr refinance, you can do the same thing with notes, and take all the cash out tax free. 45:57 All right, hang on here, hang on here, just so we can really like lay this out. So let's, let's do a scenario. So you buy a million dollar properties at a fair purchase price. 46:07 Yeah, that's what we're looking for. million dollar property. 46:10 What are generally the terms no money down? 46:14 I mean, it's different for every seller. So like, I mean, some some like one deal, right? Networking right now. The the purchase price is two, there's actually a bank note on it for 1.4. And so that's a subject to, yeah, subject to same thing. They're paying four grand a month for it, we're looking to pay the seller, we're looking to buy it at 2 million, so the seller is gonna make six. And then we're looking at our potential spread that is three, 46:41 we say spread 300,000 3,000,002 to 46:45 three, three to three is 1 million is that one? Yeah, it's the same, it's the same deal, the 10,000 acres. So we're under contract, we're under contract to purchase that two, there's a note on it for 1.4. And then we're trying to the potential profits, like 3.2 or something like that. So the that's 47:04 just to dive even deeper into this deal. So the equity is, so the value is 3.2, your purchase price is 2 million, that's where the $1.2 million equity spread comes in. But as far as your seller financing the payments on the seller financing is like what 14,000 A month, is that fair? 47:25 So the original note was 4200. And then there's two owners in the property one one's cash, the other one will take payments. So we'll split the partial seller finance and the 600 47:37 love it. Okay, and then so when you go to get a loan, that the bank is gonna say, hey, this property is worth 3.2 We're gonna cash you. Well, I mean, 47:46 we have to stop by at first. So like, we're doing this all this under contract. So like, the whole house strategy where you put under contract for 30 days, you find a buyer to double close to bring the funding close. Think of bigger deals but stretched out, because we're lucky in this property for 90 days. We do a 90 day contract with a 60 day close so we have it under contract for five months minimum. So if i How long does it take you to bring the money to the closing? Well, we do all this while we're while we're under contract. 48:16 Yep. So So while you're under contract to buy it, you line up everything you close and then so you're not even coming out of pocket. Because you already have you already have it sold before you close. 48:28 Okay, cool. Yeah. I mean, we're using their funds to close 48:31 kind of a to b b2c than C funds a to b transaction. Okay, yep. Cool. Gosh, man, this is cool. So this is just the land version of the double close 48:46 it's just stretched out Yeah, 48:48 so obviously you found it man like and it's so cool to see the journey all the way from like getting losing 20 grand on that first deal losing everything on the second deal to you know, a quick little negotiated deal over email to where you got million dollar spreads. Now you have other people buy the properties for you. Like this is a insane transformation. So like obviously we know you've gotten into podcasting as well. So tell us a little bit and then what what's next for you? 49:17 I don't know man. I mean, Anthony joke around because as we're doing a lot of these finance stuff on the back end, I'm like we're pretty much heading down the roads of being a bank, which is the path that's kind of opening up to us and we're we're probably heading so we'll probably be heading down the bank route. Who knows? I don't even know man. And like I said, All this happens like we always make a joke. I used to make a joke with a truck drivers like I got 20 years experience I want this much money to get paid. I'm like, you don't have 20 years experience you did the same year over and over again for 20 years. That's not the same thing. Love it? And like the truck drivers used to hate it when I told them that like it is what it is like what do you do different from This year from last year, well, nothing. And I was just like, I shut them up real quick. So like the whole evolution of me and Anthony was like, we kind of went down this path and different opportunities. And we kept on learning and developing our strategy. We're like, we before, when we started doing this, we didn't understand the biggest part of like seller financing. So we're asking like, 50% down just so we can close out the property and the owner finance the rest, then we found out the note side of it, we're like, hey, there's actually no buyers will actually buy this note. So I don't really need that much down. And that's where we're kind of filling in all the gaps. And that's where we're kind of taking this to the next level. So as we're going down this path, the bank things maybe like step, but I don't know exactly where we're heading. But a lot of it is just, we're combining a lot of strategies that are out there. And like, a lot of people like for me, I have no intention of holding multifamily, or doors or anything like that. Because now that I know what I know, I can cashflow more property and leverage more debt just on the note side. And I have no tenants, vacancies, repairs, all that stuff. And my my only fee is the management of the note which is 20 bucks a month. So I'm like, Okay, wow, 51:10 what am I going to do? Well, which is which is a good next question. So if you had a billion dollars in the bank, and you I'm sure you will, in no time with what you're doing, and 100 lifetimes of cash flow? Like how would you structure your life? Like, how would you define your freedom? 51:28 Um, it means nothing. It's never been about the money. It was, it was always about creating, creating a legacy. And you really can't like put a price on that or what that looks like. Because you don't really know like, I've never seen the legacy I create right now. Even after I die. I'll never know the impact. Who knows? As long as I know, I'll probably still be producing content, talking some shit somewhere. I don't know. I probably won't be in the US anymore. I don't know. I don't know. 52:02 Do I love it? I love it. Um, absolutely fantastic stuff. Daniel, this has been a tremendous, tremendous episode. love everything that you shared. So for those of you listening, go check out the hive mind CRM, we'll have that in the show notes for you. And check out the podcast, this guy has been crushing it for somewhere between 12 and 18 months. So 250 episodes, something like that. You guys are doing awesome stuff. You got the Facebook group too. We'll have all that stuff in the notes. For anybody listening. Daniel, this has been tremendous, man, thank you so much for giving us a glimpse into your life and into your business. And to those of you out there chasing freedom. Freedom is accomplished one action at a time. So go commit to taking some action. Find a friend to do it with you so that you guys grow together. And before you know it, you too will be living a life of freedom. So thank you for tuning in. And we'll catch you in the next one.