0:00 Martinez today we have special guests. Mr. Marcus Maloney. He's a longtime real estate investor. We're gonna get into the nitty gritty of the story. I hope you tune in. And we'll have a good time. Mr. Marcus, how are you doing today? And were you calling in from today, 0:15 man, I'm doing great, Daniel, I appreciate the opportunity to speak, you know, with your podcast and with the hive mind group, and I hail from Chicago, Illinois, but um, right now I am in the Phoenix Arizona market and I've been out here for about 10 years now. 0:33 Phoenix Arizona actually wanted to jump into Chicago because I'm originally from Chicago to I grew up in Hammond. 0:39 Oh, I know. Hammond, Indiana right across the border. Yeah. And across the border. 0:43 Okay, though. I lived there for 2022 years. 21 years. 0:50 Great. Okay. You know what you doing? Any? You doing any deals or anything over here in in Hana? 0:57 No, not at all. I live in Cali now and I do a lot of stuff in Texas. Okay, okay. Gotcha. Gotcha. Works for our Matt. But I always like talking. I always like asking where people are from because, you know, I mean, people come from like, humble beginnings. And I think, for you, you. I read your bio, you grew up on a farm 1:16 in Illinois. Yep. Yep. So just south of Chicago. We're about man from him in about 35 minutes from him and Kankakee, Illinois, and we were in a small town right next to kinky called moments. It's about 30 3300 people, man. Um, yeah, and wonder one cool story before we get started is, you know, in order what taught me how to invest in real estate or how to invest period was, you know, a lot of my school contemporaries, they all you know, went to one school shopping before you, you went back to school? Well, for us, you know, in the spring, we had to buy piglets at the auction, you know, you can pick those piglets up for 1015 bucks, and they will be bought them by the pound, right? So we purchased these piglets in the spring, all summer, we will feed them stuffing them, everything like that, and then we'll take them back to the auction and resell them. So you know, pigs, they can eat as much as you can put in front of them. So we would feed them and we bought them when they were like 1015 pounds, and then we would take them back right before school. And they will be about 200 pounds, and a sold by the pound. So we learned how to, you know, invest early, you know how to, you know, buy low and sell high. So that was one of my strategies and one of my forays into understanding real estate and understanding investing. So it all started you know, from one school clothes and pigs, can you believe that? 2:53 I love I love stories like that, because I think everybody you need to like you need to like enable that into your children early LIS they understand how the world works. Even at a simplest basic level, and I think a lot of people a lot of parents, so don't prepare their adult children for that and walking in blindly. But that's that's a simple strategy. I mean, biome pigs. I never heard of that. 3:18 Yeah, yeah. Flipping flipping pigs, man. So buy low, sell high, right? You could do that with anything. cars, houses, you know, clothes, anything bicycles. Yeah, I just we just happen to live on a farm. So it was it was farm animals, livestock. 3:36 It's amazing. It's a good story. I think. I think your experiences in life definitely help you. You either harness or you're missing something. 3:46 Absolutely, man. You're right spot on with that, Daniel. 3:51 It's good. It's good. So let's implement the real estate stuff. I was like jumping into stuff because I ever every podcast like all real estate, real estate, real estate, but like your person to always have humble beginnings. And you always have cool, interesting stories. So it's always I like, I like switching it up a little bit and bringing it down to a human level versus up in the clouds because people sometimes hear us like, man, these guys are crazy. What do these guys do it? 4:13 Yeah, everybody got an origin story? Right? You know, we didn't all start out with, you know, 100 doors, 500 doors or flipping 100 properties a year. We all started out somewhere. And the main thing is, when you're starting, you have to not despise the day is a small beginning. So you got to understand, when you're in that infancy stage, what do I need to learn? What do I need to grasp while I'm in this stage, and be appreciative while you're in this stage? Because that's going to help you push you know to the latter stages in life and in your investment career. 4:48 And one thing I'll make on this to a new pilot you're with me on this I think you're growing stages are the most fun because I feel like once you make it to a certain level, it's like you like lose that like urgency lead to you lose A little bit of your hunger. Yeah, survive. 5:03 And that excitement, right? It's that excitement of the deal. The next deal, like you said that hunger, hey, if I don't close the deal, I don't eat, you know, and if you you, you lose that and that that's what that's what happens to a lot of investors, you know, along their journey, everything becomes so systemized to where, you know, it's just another wheel, or pig in a cog or whatever cog in a system. And you lose that excitement about, you know, meeting with sellers, talking with sellers, you know, walking properties, things like that naturally, you know, when you start to scale, you can't do that, you know, as much but those, those are the times where you start to cut your teeth on understanding how deals actually come to fruition. 5:46 Yeah, 100%. And I think I think you, you learn a lot more about business too, because when you're first starting out, you're doing everything. And as your business grows, you're like, I can't do everything I need. I need a partner, and I need to do all these other things to make business work and operate more effectively. 6:03 Yeah, and you know, what, Daniel, one of the one of the challenges is, is knowing when you're at that point to where you say, You know what, in order for me to go to the next level, I have to bring somebody on to help me and a lot of people get lost in that. And I'm guilty of that myself, you know, I was a solopreneur for a little bit too long, before I started expanding out and started creating a team. And I think I would have been a lot further than I am right now, if I would have started with that team earlier. But what do we always say, you know, or think, hey, you know what, I need all of the money because it's just me and, you know, I don't have enough money to go out and hire somebody. So you try and do it all by yourself and try and figure it out by yourself. But take some time, you know, your listeners, take some time. Try strategize. You know, how can you create a team atmosphere? How can you get somebody on your team, if it's, Hey, you know what, let's split the deals 5050 And, and have a partnership, or I pay for all of the marketing and all of the acquisition costs, then you do all of the Dispose side of everything, you have to start building that stuff while you're in the trenches, because you don't want to get too big. And now you're spending most of your time trying to train people to do what you need them to do. While you know everything on the back end is falling apart. 7:26 The one thing he missed was, no one could do better than me. 7:29 Yeah, yeah. Right. Right. You know what? And yeah, a lot of people have that have that false belief. But there's tons of people out there that can do it better than you, you just got to find them. 7:39 100% 100% so sorry about your real estate career, how long you been in real estate and where you were get in real estate in Chicago, or just in Phoenix? 100%? 7:49 You know, it started in Chicago, started in Chicago market actually, my mom, kind of go into my real estate origin story. You know, my mom, she back in the late 80s. She worked for the State of Illinois, and she bought, you know, two raggedy houses. And me and my brother, we didn't know why she was buying them. The only thing we saw was work. Hey, you know what, she got these raggedy houses. This is more work for us. We got to go over there, cut the grass, clean it out work with contractors, you know, and lo and behold, she flipped one went in there did the rehab flipped and sold that one. And then the other one we actually have in our rental portfolio to this day. So yeah, that's how I cut my teeth and started understanding real estate because she sold us that check from that one. She flipped and it was like, Oh, wow, you made more money on his one property than you did for the whole year working for the for the state. So yeah, so that kind of got me started. kind of gave me that introduction to real estate naturally. I was young, I was a teenager. That was the furthest thing from my mind was working on properties. You know, it was all about girls football and having fun. And but then when I came to my senses, right, because I went from I dropped out of high school right before graduation, like two months before graduation, because I didn't think I was going to I didn't think I was going to graduate. You know, I was I was one of those kids that just kind of bucked the system always challenged people and challenged their philosophies. And that always got me in trouble. Because you know, when the school system it's, you know, listen and do not challenge authority. And so I went from really dropping out of high school, went and took my GED just to try it and see where I would see where I would land. And I passed the GED. So I went from the back of the bus to the front of the bus, you know, and literally in two months, and while all of my contemporaries were going to graduation, I was already done, you know, and I was moving on To the next stage of my life. So it taught me, you know that not every trail has to be blazed the same way. And from that, that's kind of where I started really looking into the real estate. I went to college, I saw I went from a GED to an MBA. Right? And, yes, that college education did award me some opportunities, but it wasn't in the field and in the career, or the endeavor that I wanted to be in, which was real estate. So lo and behold, I just started, started doing research and started looking into real estate. And I bought my primary residence in Illinois. And I had one rental moved from Illinois to Arizona, because I was promised a job opportunity. And that job opportunity was rescinded. So the only income that I had coming in was the two rentals, I turned my, my primary residence into a rental because I moved out, and my rental. So I was in Arizona with my wife, three kids who were you know, three, four and 12 at the time, and I had to, I had to make it work, I had to find opportunities. So I didn't know that. And here in Phoenix, I didn't know the east valley from the west valley from the north, from Central or whatever. But only thing I knew was that during that time, everybody said that real estate was happening at the courthouse steps at Maricopa county courthouse steps. So I just went down there on a whim, didn't know anybody. And I just started networking with the people that were down. And because they said, you know, in order for you to buy these properties, you got to have cash. And so I knew that the real estate investors were there. So in order for me to get into real estate, I knew I had to be where those individuals were. And that's what I did, I went down and started networking, and really built my team from from those opportunities right there. So that was kind of how I got started in real estate here in here in Phoenix. 12:11 I was gonna ask you that question. And you answered it in that thing, because I know times have changed a lot recently. Yeah, I was wondering, like, I'll ask I always asked a lot of older investors, like where they learned and a lot of really isis the audio tapes. I used to happen on conference calls. 12:28 Yeah, yeah. That's true. That's true. And yeah, so I went to the courthouse steps, the only thing that I knew was, you know, everybody said that the houses were selling down there. And those were the people that were buying them. So one transactions were happening, and that's where the money was. So that's where I needed to be. And that's, that's where I went. 12:49 That's amazing. And how long ago was that? Man? This 12:52 was in 2010 2010. So 13 years ago, it was either 2010 or 2011. So somewhere in there 13:04 a long time ago. Yeah, right. High School 20. 13:09 Oh, wow. Okay. 13:12 That's crazy. It's weird. The pads, the pads, the pads that like appear in front of us, because we're in the right position, and you're the right place to find the right path. 13:21 Yeah. And well, you know, what I always tell people, Brian, is you got to open your eyes, and you got to see the opportunities, because they're all around you, you know, it's are you going to do what's necessary? Are you going to take the steps that's necessary in order to walk into those opportunities? You know, was it easy for me being out here, you know, with no income, I always tell people, I had no bed, no car, my wife had the car. So I had no bed, no car, but only thing I had was massive opportunity around me. And I just started walking into those opportunities. I failed a trip, I stumbled, I made tons of mistakes. But through those mistakes, I started finding valuable partnerships, you know, to help me along my journey. And that's how I found, you know, my main mentor was because I was making tons of mistakes. And he was like, you know, what, you got the grit, you got the grind, and the hustle, let me show you the right way to do it. And he took me under his wings. And from there, you know, we were closing like 20 deals. We got close 20 deals, and like that first year doing, you know, real estate, wholesaling and doing some flips with them. So I had to partner because I didn't have the money. And I really didn't have the resources. So I had to find people that had those resources. And I had to lend my level of expertise to them. I'm good on the phone. I like to talk and because of that, you know, I would I would get on the phones and I would talk to people and I would, you know, find deals. The first thing he told me to do was, hey, here's all of our old dead leads that we're no longer following up on See if you can revive something out of this And that's what I did. I took that list, you know, and I was just just cold calling those people following up with them. And I was pulling deals out of it. And he was like, Man, how did you do that? I was like, Man is just listening to the needs of the sellers and seeing if you can figure out what they need, and can you match it? And where it's a win win for everyone? 15:20 Yeah, that's all it is, man. It's all it is. It sounds so simple. But it's definitely, definitely Oh, yeah, it's 15:26 a grind. It's a grind it is. 15:29 So let's talk a bit about what what do you do now? More? And what type of assets are you more into at the moment is a still single family still rentals? Still? 15:39 Yeah, so we're still we're still flipping, we flip actually virtually and close to home, here in Phoenix. So we do things in the Chicago market, also, because that's where I know and I have a team there. So like, we just picked up a duplex last month, me and my wife, I haven't even been in a property yet. But we already have it renovated at one tenant in place. And then we have another tenant, that should be in place later next week. So what I tell people is, you can do it, you just have to think and you have to strategize and learn how to overcome those obstacles in order to do it. So um, so yeah, so rentals are our main thing is taking active income, so to active income, flip money, wholesale money, and then deploy that into passive income. So buying rental properties that way, hey, if we don't close deals this month, the next couple of months, we know we still have rental income coming in? 16:41 Yep. It's amazing. So how do you? How do you manage your team virtually? Because I think a lot of people struggle with this too. Because they struggle. I think people struggle with contractors as a whole. But there's a lot of things, a lot of caveats to that. But what's what's your like one takeaway, because you're probably are you buying wholesale remodeling and then renting? Yes. Okay, so you're doing, you're doing all the process? So yeah, you gotta have a remodel team, that I have a rental team, and then make ready and turnovers and all that stuff in the interim, and all that. So you got to have multiple different teams at that point. 17:15 Yep. Yep, you do you do. And the main thing, Daniel is accountability, you sometimes you have to have those tough conversations with your property manager with your contractor. They know the because we've been working for so long, they know the standard and the level of the property and the asset that we like to bring to the marketplace. So it's daily, they send me a video update of the progress that was done on each property. So now I can go back and I can review. So I have my contractor to do that. And then we have our PM, our property manager to do that as well. So we have multiple sets of eyes, our contractor go and do the work, our property manager comes behind. And they know that, hey, they know what kind of quality needs to be in his property to either one, flip it or to, to have it as a long term tenant, long term rental, because that's how they're going to make their money, they're gonna make that money off of, hey, the flip sale permission, as a realtor, or the long term Property Management income that they make off of it. So they're vested into the deal also, because it's, they know that the product has to be pristine in order for me to get maximum dollar to put it on the market at maximum dollar or to get maximum rent. So the contractors go in and we pay our contractors, top dollar, we don't like to negotiate and haggle with our contractors, what we say is, go on a property, tell me how much it needs. And we'll tell you what needs to be done and you give us a number. If that number is realistic, compared to the hundreds of other jobs that you've done, then we'll give you that number, but you have to meet our timeline and our deadline in order to get it done. Right. So they already know coming in the door, Hey, as long as I meet these deadlines, and my quality is good, I'm gonna get paid top dollar with no questions X and that's one of the things that we do. And, and because of that, they have a keen eye on their trades, the GC and then our property manager has a keen eye on the GC. So we have three sets of eyes and then finally, they send me the information every evening so I can look at the pictures, look at the updates and go over everything and process where the property is in the stage of of renovation. So it's it's again, Daniel, it's, it's a lot of accountability. It's a lot of we use we use Podio for communicating and making sure you know pitches are being sent videos are being sent back and forth. And we just have certain timelines each time we go in To, to a new deal. So, before we even acquire that property, we do, you know, an Excel spreadsheet, the breakdown of everything that needs to be done. everybody's on the same page, we have a line item of the rehab that needs to be done, how much it's going to cost. And now that contractor can go and run and start doing what they need to do. That way we can get these these assets from acquisition to profitability, you know, in no time. 20:28 So one thing I want to ask, I don't know, I know a lot about Indiana, cuz I grew up in the Indiana side, but I've never messed with like Illinois real estate, especially when, because I wasn't even in real estate when I lived over there. So those losses, there's like hindsight into it now. But it's Illinois, cashflow. I know, it's I know it's a it's a the 20:49 it's a tenant friendly state. So that's, that's first and foremost, you as a landlord, you have to know the laws to the tee, because a lot of times if you get the wrong tenant in place, it can take you eight, nine months to a year in order to evict that tenant, you know, if they play the game, like some people play, so I mean, yeah, yeah, they're professionals. Right. So I'll give you an example. We had this property that we just purchased, there was a squatter in it. And before we acquired the property, you know, sitting on it, this one was sitting on the market with nobody touch it, you know, and it was sitting there, because there was a squatter in it, we couldn't get in to see the condition of the property, or anything like that. But I knew the area, I didn't know the interior. I knew that the area though, and I knew Okay, one, it's gonna need a roof. And but the exterior looked clean. And what we did was we contacted the city, and we found out when was the last time that a rental license was valid on his property. Once we found that out, now we knew okay, this property has to be in somewhat decent condition because they just had a rental license on his property not too long ago, the city comes out every year, every two years to inspect the property. So it was I took a shot, I took a gamble, I didn't know one, how we were going to get the squatter out and to what the what the condition of the property was. But again, it goes back to having your team in place, I contacted my attorney there and I said, Hey, this is the situation, we're going to we want to acquire this property. But before we do that, I need to get some assurances from you, as the attorney, how fast will we be able to evict this tenant? And what's the process that we will be able to go in order to get it done, and he gave me the assurances that we will be able to do it, you know, really, really quick, come to find out Daniel, and this is, this is why sometimes you have to take these calculated risks coming to find out, we closed on the property. No one had been in the property, we went there, our property manager put a note on the door of the first unit, that's the unit that the squatter was in, let them know, hey, contact us, let's try and work something out. You know, before we get sheriff's involvement, and everything like that, no response, no response from the squatter. Well, as we were entering the second unit, naturally, we had to, you know, break into it, change the locks and everything like that. Well, one of the neighbors happen to call a squatter was like, hey, somebody's breaking in, you know, your house, right? So immediately that got his attention. And he called the property manager and was like, hey, you know, what's going on, she was like, we bought the property. We know that you're in the property. We want to work out something with you in order to help you transition on come to find out when my property manager went and walked the property. He had just did a lot of renovations on that unit, because he was thinking that he was going to buy that property. So it had new flooring throughout recently painted new counters, new kitchen cabinets, everything like that. So we told him we said, hey, we were gonna put new tenants in here. And he was like, hey, you know what, that's fine. I already closed on the property. My new property. I just need, you know, 30 days in order to move out. Our attorney drew up everything. And that's exactly what happened. He moved out 30 days we had a pristine property. And my contractor even tried to buy the property from me double what I paid for the property. Wow. So it's taking those risks, you know, those calculated risks that sometimes can can pay off now. It could have easily went south, but then I would have leaned again on the expertise of our attorney and the assurances that he gave us that he would have been able to file the proper paperwork in order to get that that squatter out. But we didn't have to go that route. 25:03 Now that's a good story, I really want to dig into the attorney part two, because I think a lot of people underestimate the power of having a attorney on your team, because they save you from a lot of legal paperwork. Especially if you're doing stuff with tenants who are doing a lot of contract paperwork. They're gonna save me from a lot of a lot of heartache. Absolutely. Heartache is the word. And you can do stuff more efficiently too, because, like you said, your wasn't your attorney like, hey, how fast we get them out. 25:31 And you know what, and those attorneys, you know, they have, they have relationships that we just don't have, they have relationships with judges, with sheriffs, you know, with things with other officials to where they can say, all right, in this area, I know exactly who to call in order to get this person out. This is what we can do, we'll file this paperwork. You know, I used to try and do that stuff myself, Daniel, and it used to drive me nuts, you know, and I was like, that goes back to knowing when to bring a team member on, right. So then I was like, You know what, this is too much for me to try and do this from 2000 miles away. Let me try and find an attorney, I reached out to a title company that I work here in Arizona, and they said, hey, you know, use this title company over here. And then that title company referred me to this attorney. And I've been working with this attorney shout out to Peter Hallam, I've been working with him for man about six years now on every deal and every transaction that we do in an Illinois and he knows once again, you know, there were times where we had contracts where he wouldn't get paid on him. And I said, whatever your fee is, Peter, just add it. And we will pay it on the buyer side. That way you can get paid for your services, because some contracts, they write up, you know, they won't pay the attorney fee, yada, yada, yada, and, but always tell him, whatever your fee is, I'll make sure I pay it, even if and, you know, sometimes we even pay a little bit more, because as long as you keep your team members happy, you know, you have a symbiotic relationship, everybody is going to work for the greater good in order for our business to be successful. 27:17 On a percent 100% I think we like that model two is overpaying your team because though they'll work even harder for you? Yep, you already have good team members. It's it's golden from there, because the battle becomes easier. 27:32 Yeah. And you know what else it does, Daniel is now instead of you needing to hold everybody accountable, those individuals that's on your team will hold those other team members accountable. So just like I was saying, with the contractor, and the property manager, not a property manager holds that contractor accountable, not the property manager calling me saying, hey, the contractor didn't do this. They didn't do that. No, they go in and they make sure that it's done. And they send me pitches and say, Hey, this is how I'm going to address this. Do you think I need to address it this way? Or should we go in a different direction? And I normally say, hey, you know what, I think what you're doing is the right way. Let's go ahead and get it done. 28:14 Yeah. Now it's cool, man. Are you are you like pretty much You live in Arizona and do everything in Illinois? It sounds like are you still doing stuff in Phoenix? Two? No, 28:23 we still do we still do things here in Phoenix as well. Okay. 28:27 It's a big, it's a big operation. 28:30 Yeah, yeah. You know, it's, it's a lot of moving parts. But, you know, it's, again, you have to lean on your team members in order to make everything work the right way. And you have to have the right systems in place. You know, in order for communication to be seamless, and everybody to be on the same page. 28:49 100% 100% is definitely given. So just building up friends and portfolio, what does the what does the next five years look for look like for you? 28:58 Man, you know what, I'm actually building a team right now for us to go into larger commercial units. So just just brought on a new attorney to start drawing up some paperwork for us, and just build some relationships with some, some other individuals that's looking to go into commercial. So that's what that's where we're moving here in the next five years. 29:21 What asset class in commercial 29:24 just larger commercial? Yeah, apartments. 29:28 Okay, gotcha. Yeah, we, we were doing we do a lot of lands, we're doing commercial land, getting into commercial land and subdivides. 29:37 That's man, that's that's big there. I was kind of kind of looking at it. But just don't want to do any kind of ground up development right now. But yeah, that's subdividing. I hear, it's very lucrative. 29:53 Yeah. A lot of what we do is, I mean, you know, you have to do ground up development. You just kind of set it up and somebody will might take it over. 30:00 or somebody? Yeah, somebody come in and buy it. You have everything subdivided, and then you just sell it off to them. Yeah, yeah. 30:08 That's where we're at. 30:11 Where are you doing that? 30:13 Mostly Texas. Okay, we have a lot of subdivides Are there 30:18 a lot, there's a lot of dirt in Texas, right. 30:22 And there's a lot of there's a lot of people, there's a lot of dirt where people want to be to be what is a quote that is yours or somebody else's that you resonate with? 30:34 Let's see a good quote, a good quote. Man, you're only as strong as your team. You know, that's, that's, that's what I kind of leaned on, you know, you're only as strong as your team. Because if if, if you have one weak link in your team, then that link is really going to compromise compromises the strength of the team, right? So you have to go in, evaluate where that weakness is, eradicate that weakness, and bring that team back together. So as you can see, I'm being on team and systems. Yeah, team 31:09 team systems, I think it's only it's I mean, it's the only way to grow effectively and efficiently. There is no other way and see there. It's always people and systems. I mean, if there was no people involved would be amazing. But there's always got to be people involved in some way. Yeah. 31:23 One thing I learned is that when it comes to a problem, the problem can only be classified in two areas. It's either a people problem or process problem, right? So if it's a process problem, then you can look at that process evaluated, get with the people and say, How can we make this process better. And then if it's a people problem, and you know that your process is consistent, then again, you just either have to have that strong conversation with that person or those people and then fix the system or you move that those people on? So there's only two types of problems, people problems with process problems. 31:59 Yeah, one of the one thing I love about having a team in general is that you can, knowing that your your business is is profitable enough and effective enough to bring like commerce to big air, big, general populations directly and indirectly. So it's a really cool, I think real estate's it's a really cool as a business and asset. 32:21 Yeah, and you can move, it's so many different niches in real estate. You know, that's what I tell a lot of people, you can't just say, hey, I want to be a real estate investor. Okay, what niche Are you really trying to dig into? Own that niche, learn that niche? And then before you try and pivot and go into something else, master that master that one net? So if it's fixing, and flipping, Master fixing and flipping, you know, before you start going into large commercial or something like that, unless, unless you're a member of a team that has the experience already, in that asset class? 33:01 Yeah, that's another Did you Did you ever do any mentorship at all? Oh, yeah. earlier? What is your been like? What's your been like, your number one thing you got from mentorship as a whole? 33:14 System's? Really, that's the truth. You know, it's making sure because remember, I was a solopreneur for so long. So I was doing everything that I knew, you know, but then when I brought people on, it was like, Okay, we have to have the standard operating procedures. How do we do this? You know, how do we, you know, acquire our next deal. What are the processes in order to acquire that next deal? So mentorship, really, I mean, big shouts Shouts out to Bill Allen and seven FF I really learned a lot of that by being in there and that seven FF family. 33:51 Awesome, awesome. Do you offer any education at all? 33:54 I do. Me and my partner, Mike, Bill Preet, who is the Executive Director of the AZ Ria, which is the largest RIA in the country. We have we have a mentorship program, that's called the deal finders club. So we help aspiring real estate investors and fixing flippers, learn how to go out and find direct to seller deals. That way, they don't have to, we can eliminate the realtors and get a better deal. So that's at az dfc.com. 34:23 Easy dfc.com How long you've been doing the education side, 34:28 man not long, only for about two years. Because what we did was once he acquired the the Ria, we found that there were a lot of people that was just misinformed and regards to real estate so we would do a lot of workshops. We would do a lot of seminars, and yes, you can get a lot in a two day seminar but the takeaways once they leave, it's like okay, I've learned so much where do I actually start? So that's the reason why we created the deal finders club To show people, this is how you start finding off market deals, especially for, you know, those fixing flippers that were buying so many deals from wholesalers, right, the margins are really thin now, right? So you got to be able to go direct to seller. So we show people how to go direct to seller and acquire those deals. 35:18 I think I think a lot of people struggle that early on as they, they are still consumed. Every podcast and every YouTube video and they know everything, but they don't know, they might not have the actual steps to actually go out and produce. That's the biggest problem. I always tell people this too, is that you don't know how much effort it takes to produce results. So you think you're doing enough, but it's not usually. 35:42 True. True. Got one. And one of my favorite quotes, and this is this is my quote is education without application is just information. So a lot of people they go in and get the education, get the education, and they can talk real estate shop all day, but they don't apply it there's no application to it. So now only thing you have is information. And there's tons of information out here. But the people that succeed are the people that apply that education that they learned 36:15 that's 100% Correct. You definitely gotta you have to apply it because we don't just gonna be just like everybody else. Yep, 36:21 no, so guys remember that information without application is I'm sorry. Education Without application is just information. 36:31 So where can people find you online? Our YouTube your Facebook? 36:35 Yeah, YouTube. First off, they can go to Marcus e maloney.com. That's Marcus Mar cus e as an equity Maloney. Ma l o ne y.com. I got tons of free resources there. We have our podcasts. We love equity real estate show any YouTube Instagram everywhere. That's MRCs Maloney, Twitter, Instagram, Facebook, 36:58 you go after I have to get you on Twitter. I do. I do a post live stuff on Twitter. I'm a very avid Twitter user right now. All right, sweet, 37:07 sweet. I'm still I'm still using Twitter, but not as much as I was. I'm doing more stuff on Instagram. Now. 37:15 I backed away from Instagram posts, did you? I got kind of boring for me. I still post there. But it's just it's not my job to at the moment. 37:27 And you know what? You got it. You got to limit yourself, you know, with all social media platforms, you just really have to limit yourself because, like you said, it can consume so much of your day. And you look up and you're like, man, what did I get done today? Yeah. Did a couple of videos made a few posts, but besides that, what else did I do? You know, so? Yeah, everybody out there listening. Just be careful what you consume, and only consume so much. 37:52 Yeah. Everybody always asked me because like people consume a lot of like sports. And zero sports. Like I don't know nothing about sports. Like, it doesn't even like bother me either, too. Because I'm like, like, I know, I know. I know about I know about. I know a lot about the stuff that's really important. And sports isn't important to me. 38:09 Okay, so what's what's your go to? What's What do you like to dig into? Brian? 38:13 Me? It's a It's Daniel. 38:16 I mean, Daniel, I wanted I call you, Brian. Sorry. 38:20 But, man, for me, it's a business real estate. I mean, I'm really active. What I do I teach, educate, and then it's just a lot of fit family after that. So most of my time is consumed with family and work and that's it. Okay, okay. I enjoy. I think educating makes me sharper. I mean, you become more effective and more effective at teaching, the more you do it. 38:48 Yeah, and that's, that's your passion, man. You just just continue to lean into it. And one thing that I like is the students will challenge you, you know, indirectly, they will actually questions to where, if you're not actually in the industry, doing the deals and working on projects, you know, they'll actually some questions to where you'd be like, I don't know. But you could tell the authenticity from someone like you said, like yourself, Daniel, that's actually out in the field. So when those questions come up, you already have answers to him. Because one, you lived it. If you haven't lived it, one of your teammates lived it, you know, or you will live it, you know, pretty simple. Yeah. 39:31 100% 100% Yep. Now, this has been a great episode. I appreciate your time. And thanks for coming on. And I hope people took some notes on the end of this episode, man, I really do appreciate time. Marcus, thank you so much. 39:44 Thank you so much, Daniel. I really appreciate it. For everybody 39:47 here. You know what to do. Go like, subscribe, share with a friend. You know to do, I gotta explain it. Have a good one, guys. We'll see you next time on the next episode of the half this podcast. Thank you. Bye. Thanks.