0:00 Hey, welcome to the habit this podcast. I'm your host Daniel Martinez. Today we have special guest, Mr. Jordan Santiago from new NYC. And he is big Twitter person. We've had a lot of Twitter personalities on here. If you are not on Twitter or X, go get on it. You meet a lot of cool people, you know are people. There's a few guests we've had on from Twitter, we've had like a handful. But don't check it out. Get our next two or three missing people. You never know who you're gonna meet. So Jordan, from NYC. How have you been in New York City? 0:34 My whole life man Queens born and raised. 0:37 You got the NYC vibe to you. Like, I read that in your bio. And I'm like, dude, like this is the epitome of New York City. So if you're not watching this, this video, everyone I 0:48 speak to like, I'll hop on hop on calls with people from Twitter. And they're like, Man, I could just tell you from New York, I could just tell. 0:57 So, Jonathan's really, really laid on that new york city vibe right now. With the near city style pizza on the side and fighting a rat on the right on the right hand. 1:07 I got a rat right here. I got the pizza over there. I got the bagels over there. And we're rolling, baby. 1:15 That's awesome. So then you're young. I was like highlighting young people because I think you inspire others. And I started I started, I'm sitting I'm still young. But I started when I was 25. I think you started younger than me. And I always like expanding on that. So it's really about how old you are. And when you start a real estate because I think a lot of people that epitome like, oh, I need to get a college degree or maybe become an agent first. Or like I need to have experienced before I come into this real estate journey. So I want to crack that and put that right down right now. What you got? 1:46 Yeah, no, I'm, I'm super big on that as well, right? Because my family my father didn't finish high school. My mother never went to college, but they were like super big on Hey, you got to go to college got to do this, you got to do that. And for me, I went to college strictly because I was getting recruited for baseball, right. So I had the opportunity to go and get drafted by the Detroit Tigers for the minor leagues, I decided not to do it. I decided to go to college first to try to improve my draft stock to eventually go make more money for my family. While I was at college, like it just hit me. And I had to be honest with myself finally that I just didn't love baseball like them in you. I mean, I was doing it more so for other people than myself. I'm five days into my first semester of college. I'm 18. I think at that point, I just said, Listen, I'm going to stop playing baseball. I emailed all my professors, hey, I'm not coming to class, right? The only class that I went to was business classes. I figured, listen, if I'm not going to go and be a major league baseball player, I want to get into some type of business where I control my time and things like that. So I dropped out of college after that first semester. And to be honest with you, I always tell the story, the way that I found real estate was, again, I always wanted to be rich. I always wanted to make a lot of money always wanted to take care of my family. I Googled how to make a million dollars in a year. Right. And the first one that popped up was real estate. And what do people think when they hear real estate right away, they think be a real estate agent. So that's the same thing I thought I was I think 19 At the time when I finally discovered it. So I went I was taking the train into Manhattan every single day right by Brian Park. And I went and got my real estate license and that is the beginning of my real estate journey. 3:36 So you went down the real estate agent path. Are you still a really ace agent now? 3:40 So I got my real estate license. In the beginning, I'm sorry, I ended up getting in the middle of getting my license. I discovered what wholesaling was, by the time I got my license I was already committed to I'm gonna make this wholesaling thing work this investing side work, so I got my license. Never use it to this day, seven years later. Never used it, bro. Ever. 4:06 So you're 26 now 27 I'm 26 now yeah, 26 Now, okay, and you've been doing real estate longer than me. That's crazy. 4:19 You broke up a little bit there. One second. Go ahead and repeat that again. You broke up a little bit there. 4:24 I said that you've been doing real estate longer than me because I started about five. I'm on your six right now. That's crazy. 4:31 Yeah, you're, you're messing with the big boys though. You're messing with some big boys. 4:37 It's okay. It's okay, man. Everybody takes a different path and everybody goes, everybody gets to the destination and have different rates. So it's all good happens. But it's not about me. It's not about me. It's me. It's about choose time and so. So tell me about the So you started a business 19 years old. What was it like hiring your first employee and Man, because I think I think this is this is the I love asking these questions about like young people, because I think young people like it's a lot harder to like, I remember my first employee I heard was like, 45. And I was like, Yeah. And I'm like, we're having this conversation. I'm the boss that want to hear your experience with hiring your first employee, management of that first employee, does he still work for you? He or she still worked with you? Let's kind of dive down that. 5:26 Yeah. So I had a very similar experience, but also my first employee hire was when I was 22 years old. And I think at the time he was 33. Right. So it was a very awkward experience at first. You know, you obviously, obviously, kind of want to be that that boss figure that demanding figure. But you know, coming out of college and having zero experience within business, I My family doesn't come from business. I'm the first one, right? Um, so hiring this person, thank God, like, he reached out to me, and was like, Hey, I see you're doing real estate in New York City. I just want to learn man, I want to learn, you know, so he was actually based in New York City. And this is even before I knew about, like virtual assistants, and hiring people out in the country, and things like that, I actually brought him in. And he was a cold caller, for us. We were paying him like at the time, 200 bucks a week, dude, you know, like, super low. And again, it was just, it was just a weird dynamic of me being like, 13 years younger than him. He doesn't work with us anymore. Because he, like, he had three kids, you know, and we're paying him like 200 bucks a week, great deal. We actually did make a lot of money together, he started with us really well, my business started to blow up. But it took a lot of learning. You know, I mean, it took a lot of learning on how to be someone that people want to follow, but also be someone that, you know, demanding presence in the room and things of that nature. So from there on out, it's obviously gotten much easier. But when you're 22, and you're hiring someone in your 30s, and or late 30s, or mid 40s, or whatever. It's definitely an experience. It's definitely an experience. Yeah, 7:16 I there's no ask that question. Because I had, I had a funny experience with my hiring my first employee. And I'm like, I always like hearing that, because it's a, it's a growing moment that us young entrepreneurs have to deal with. And you don't necessarily know how you're going to deal with it. Until it happens. Really, okay. Now, I got to deal with this. And so it's a different dynamic. And like, one of the things I love about businesses like you learn, I feel like you're going back to like school, it feels like because you're learning everything from scratch, you're doing new experiences, you're making your first hire, you're doing payroll you're doing, you're doing cold calling, again, never cold called in high school, like you all this stuff, you kind of have to break yourself into it. And you have to learn those skills from the bottom. So I think it's really cool, like, having those experiences and I wouldn't trade it for the world. 8:03 Same here. Same here. Yeah. 8:06 It's awesome, man. So is there any tips you can give young adults wanting to get into real estate? As caught myself up wanting to get into real estate? But where do you get to? Where do you get started? Maybe they go the same path as you like, now that you have seven years experience? What advice would you give to a young person right now? And how to deal with those certain impacts and different things that might come down the line? And when they first start a business? 8:33 Yeah, so for me, I'm someone that doesn't let age be an excuse, right? A lot of people that are like, Oh, well, you know, you're still young. And do listen, there's like 10 year olds on YouTube making $5 million a year, right? Like, there's, there's zero excuse for age, right? So, especially for the young people, I need you to understand that you can do great shit at a young age. Okay. And that was always like a goal for me. I always wanted to be like, Man, I'm doing this at 22 and 23. And people, you know, when I closed on one of my deals, I kind of look older than I am. And I was like, How old were you? And at the time, I was 24. And he was like, we were closing on a million dollar deal. He was like, Holy shit, do like, you're killing it at that age. Right? But me, I felt like I should have been doing more. Right. So for me, I always tell people that age doesn't matter. The sooner you get into real estate, the better to be honest too, right? So you have more time to eff up and you know, you can stay at your parents house and make mistakes and you don't have too many responsibilities. If you're not married yet, get a mortgage. So all those things you have to take advantage of. But for me, I wouldn't go the real estate agent route. Okay, I think I actually just made an Instagram post about this. I think becoming a real estate agent is actually one of the worst ways to get into real estate start making money. Right. And I don't know if you agree with it. But that's just my perspective. Because you go in, you got to pay for the test, and you got to study, and you got to pass a multiple test, then you have to get interviewed by brokers, and you have to interview brokers, then you gotta go hustle for leads, then those leads, depending on the market may take 369 months to get met, it's gonna take another two, three months to close a deal, then you got to split it with a broker, and you're you're restricted to commissions, right. So a lot of those things kind of turned me off from being a real estate agent. Of course, you can make a shit ton of money as being a real estate agent or get me wrong, a lot of successful real estate agents, but there's usually what, like five 10% of them are like the really, really successful ones and the other ones are struggling, heavy. You know what I mean? No one wants to admit that. But that's the truth. And, you know, that's the truth as well, right? So for me, I would start, just like I did, which was in the wholesaling path, which is how I got, and I started making money with little money, you know, like, we'll get into my first deal, but my first five deals dude, I did with no money, you know, and made went on to make 1000s of dollars from it. So I think someone that is young, that wants to eventually get into building wealth and making large chunks of money and things of that nature, even if you don't have a lot of experience or good credit or license or a lot of money. I recommend just going into the wholesaling. 11:31 Okay, okay. One things I love is that you kind of you kind of bet on yourself. And I always tell young people as a whole is like, your 20s are your best time the fuckup. Like you have all the way in the world, like worst case scenario can go back to your mom's couch, like, yeah, most cases, so you kind of have, you kind of have a easy bet to make on yourself early on. And when you put yourself in that environment you're forced to produce, or especially people that are that, that that natural drive of entrepreneur and you know who you are, you have that natural drive, you have the natural drive to produce and your when you put yourself in that situation, it forces you 12:11 100% Dude, I couldn't say any better. And I thank God all the time that I got started early, because I was able to stay at my parents house. And even though they were like, no, go get a job, this shit is not working for you. Right? Like I was terrible. At first, it took me a long time to get my first deal. But again, it just allowed me to keep trying and keep trying to keep trying and not pay too many bills. And, you know, again, not have kids and not be married and things of that nature. I give a lot of credit to the people that get into the game a little later, because it's uh, you know, some more risks. But um, yeah, I'm super grateful that I was able to get in and start start early. 12:49 Do you have an example of a hard lesson you had early on that, like, either helped good or helped you? Like, man, I don't want to do that again. Like healthy bad. 13:00 Yeah, man. So like, for me straight off the bat. I jumped into the game because I consider myself and I know you're the same way. It's just an immediate action taker, right? Like I move with a sense of urgency, where when I think of something, I want to learn as much as possible, then boom, go get it done. So I jumped into the wholesale game not knowing much not having any money, right? Um, and there's two things dude, I just thought of another story, you would probably you probably want to beat my ass to this girl land guy. But my first direct mail campaign I did. Just handwritten because again, I didn't have the money. Um, I got one call one call. And the guy is and again, at this point, I'm 80 years old, the guy calls me and he says, Hey, do you guys buy land? And I'm like, What's, like, at the time? I didn't even know that was a thing. I'm like, No, we don't want to buy lamps are, boom, hang up on. And now looking back, I'm like, shit, who knows? That could have been 30 acres. 40 acres. I don't know, you know, I mean, but again, I was not educated enough. So I'm like, I land. I know I was a thing, you know. But the other one was, I used to get so afraid of getting a seller under contract and I didn't know if I could find a buyer. So what I would do was I'd get like a verbal number from the seller and I'd go tell buyers like hey, I can get this property at this price. And you know, I would send people to address without having the deal locked up. And I'm sure you you know what happened after that right but the buyer went went around meaningless directly to the seller. And it actually what ended up being a good deal but again, like I didn't know too much I didn't know how to value what a good deal was. Right? So I was afraid to get them locked up. The buyer went around me went directly to the seller did a deal with them. I had I could apply made somewhere between 10 to 15 grand on that deal. I was completely cut out. deal done. Do it. I was heartbroken bro. I'm like, Oh, that was my chance. That was my chance. But yeah, man, that was those two Part Two, where I'm like, I look back and I'm like shit, I was just super uneducated, you know, like super uneducated. Now, 15:08 it's such a good. I like, like having these stories because like, it brings me back to I remember, my wife had cardstock and I was married. I married my wife for literally with few years, she had cardstock. So I printed out my own. I own postcards, and then I had read them on the back. So a handwritten handwritten postcard. I'll send it about my wife's cardstock she had on but she had she had on a cool man, like, like, I think, I think I think the termination is, it takes you a long way in this business. And not and not quitting, man. Because a lot of people this is 100% Fact. getting punched in the gut like that. With losing out 15 grand 20 Grand Man that shit hurts. Like that hurts. Like that'll, that'll knock you out of the game if you if you're not up here, right? So do you have any like mental tips? Do you have like a big why? Like, what's your love people? Like? I mean, me, it's like, I have a family to feed. I know my wife, I have to produce daily because I have family to feed. What you as a young person, what's your personal why to maybe it's I think you mentioned earlier being being the best you can be? What tips do you use to find the find the inner inner strength to continue in this heart? 16:27 Grow? It was always and I always say that's like my mental tip is you hit the nail on the head is having a strong why. But a strong ally beyond yourself. Right? I think that's the most important part. Because again, like everyone, Listen, everyone wants to nice cars and a big house and you know, whatever abode and everyone wants that shit. They want one of them at least right? Yeah. But if you have a cheat code that is beyond yourself, well, that's again, your family, retiring your parents wanting to take care of your kids impact your community. When you wake up in the morning, and you feel like shit, right? It's no longer just about you. It's about your wife, what the other people that you have evolved. So you push yourself the extra mile more than just an average Joe hood. So I always am super big on having a very, very strong why outside of yourself beyond yourself. So for me, it was always an again, this goes back to the baseball thing as well was always I want to take care of my family, I want to retire my parents, I want to take care of my sister, I want to take care of my cousins, like all my close people around me, I want to put my friends on. I was always my goal, right? So all the knock downs that I had, did they hurt again, and that I that I sometimes think like, Yo, maybe this shit is just not for me. You know, maybe I should just go do something else. 100% and I would talk to myself about those things that I was going through trying to get my first deal. Don't get me wrong. darkest days of my life, dude. Super, super depressed, super lonely. I remember them very vividly. But the thing was my parents mainly I'm like, listen, bro, like, my dad is waking up at five in the morning getting home at 9pm. You know, there's no, I don't hear a single complaint from him. So there should be no complaining from me, right? I have the ability to go out and try to chase my dreams and do what I want. So every single day, no matter how I felt the day before, I was showing up every single day do you know even if I felt like shit, and I was depressed and I was sad, I was showing up every single day because of that why that I had that was beyond me. So I always am big on and I think everyone should sit by himself for 1015 20 minutes however long it takes and come up with a why that you feel so strong about that you would run through a fucking brick wall for you know, and I think that is the cheat code that kind of kept me going. 18:51 I really want to talk about this. That's mad love that still dope, man. It's so so inspirational. So what is your dad do and have you retired? Have you retired him yet? Are your any of your family? Have you hit any of those goals yet? 19:03 So Mama Yes, my father No, right. My father was he's a he's a truck driver, basically. Right? So the union stuff, but you know, I've seen bouts of where in laid off, right? And I have to go look for a job and then laid off again and have to go look for a job. And that was one of the things that got me saying, Well, shit, I kind of have to take control of my destiny. You know, and my, my, when I was trying to figure out what I wanted to do when I was 19 my mom was like, Oh, just get in the union. You'll make 100 grand a year. And I would tell my mom 100 grand, nothing, you know, and this is me with $0 in my pocket. I'm like, I'm like nothing. She's like, Are you out of your mind? You know, but I always felt like listen 100 is 100 grand on a lot of money. Yes, but it is a little bit amount of money as well. It is too right in the grand scheme of things. And then especially when you don't have control of your destiny really you really leaving Shit into someone else's hands. That's scary, bro. And I never wanted to do that, you know, I mean, I never wanted to do that. So I'm still working on my father because my father still makes solid money at least in New York. It's not as solid as it would go as far as in Texas or something like that. So he's the last piece of the puzzle, bro. And I'm still I'm still grinding away to get. 20:21 So I have I have a couple things are here. So it's dope. It's up to you to take care of the fam. I think it's harder to get people that make a lot of money out of their position. It's the hardest thing because they're used to the income. One thing I do want to say about 100,000 on that have been a lot of money. All the trolls on Twitter agree with you? 20:42 100% on a popular thing. 20:47 All the trolls on Twitter Gridley don't agree with it. Is there something your dad taught you? That you can point out that that kind of pushes you? And then kind of as far as like him working those long hours? Is there anything he might have said like a quote that kind of stuck with you that you still like it still drives and pushes you to do what you do now? 21:10 Yeah, so for me, and I didn't understand it back then. Right? Like he was a big driver of like, Hey, man, let's go train. We got to practice for baseball, right? And we've been in high school, I'm like, I'm 15 years old. 16 I want to go party, I want to go hey, all my friends. And he would always say always, always, always, he's like, Listen, man, don't worry about your friends, your friends are gonna be there. But as you get older, you guys are gonna separate you guys not gonna see each other as much you have to worry about yourself and not look into the person that's in the next lane besides you, or what other what someone else is doing. And at the time, I'm like, me and my friends are hanging out every single day, every single day for the rest of our life, right? We're like, right or die. Yeah, we're about to die, you know. And then as you become an adult, you see that changes. And I think that has played a lot into what I do. Now, in terms of, you know, if I compare myself to other people I went to high school with, I'm totally different than everyone else. I'm not worried about everyone else, right? They might have a job, they might do this and might do that I chose my own lane. I didn't care if it was a risk, I didn't care if it was less safe. I didn't care if I could be flat broke one day by taking this risk. All I cared about was worrying about what was in front of me, and the people that were close around. Right and taking care of them. So again, back then, I used to annoy me when he said it, I do is my my friends. You know, I mean, um, but now I think it's super important to not worry about what other people are doing not worry about what other people are saying, right? Because again, I would say average people make average decision. So why would you listen to someone that is making average decisions if you don't want to be average, right? So it's like, you hear people talk, you hear people criticize, you hear people give their opinions. But all you have to do is worry about what's in front of you the task at hand, your goal, and you know, you'll be straight. 23:06 One of the things is crazy, is that you believe your high school friends are like, they literally are going to be there and then like life happens. Business happens. The road the road you took opens up they get people playing, you probably have people playing baseball or going to college and you're over here starting a business. And it's a totally different avenue. It's really different path. And you probably like your, your circle like you kind of like necessarily like you left them behind, but you like level up in certain areas. And you can't have the same conversations you had with them that you used to have because you're in different spaces and life just happens and it hits you fast as a young adult. It hits you so fast. So I I tell you guys, I'm really hopeful that like, man, it's gonna hit you. It's gonna hit you hit everybody hit me hit head Jordan hits hits everybody. 23:57 So without a doubt, it's inevitable. Brah It's inevitable. You gotta, 24:01 you gotta find your own lane. That's pretty cool. Like, I like the trucking analogy. I'm not you know, I'm from trucking. So it's kind of cool. Your dad's from trucking? Yeah. Oh, what is the quote that is yours or somebody else's that you resonate with? 24:17 Whoa, I like um, I forgot which book it was actually. And it's a very simple one. I actually still have it over my bed today. And it was when I was reading. I think it might have been Rich Dad, Poor Dad or Cashflow Quadrant. I was in that stage. You know, when you're reading the Rich Dad, Poor Dad, you're getting into all that shit, right? It was back when I think I was 19 this time as well, maybe 20 at this point. And very simple. It's it's people who take risks change the world. Right. So I think I'm someone that again is an action taker. I don't think there is any great thing done without risks. Right and some people are afraid of risk. Some people are afraid to talk got, like, I know I said on Twitter, I said, I've lost over $100,000 on deals, you know, by just taking risks. But I've made way more than that by taking risks as well. You get what I mean. So like, I read that quote, and, again, you're going to 99.9% of the people that you surround yourself with or talk to, or to see on the street. They're shit scared of risk. They like safety, right? Like comfort and things like that. But none of that shit changes the world. None of that shit does anything great. All right. So like for you and I, when we're trying to do something great. You got to take the risk. And you know, I mean, it's not going to be comfortable, you got to step out of your comfort zone, and do things that maybe you never thought you do, or two things that scared you previously. But that risk went or that quote, whenever I think I'm finishing my crazy right now, you know, am I crazy? That I figured out that yes, exactly. I think about that call. And I'm like, Yes, I am crazy, but it's it's gonna work out. You know, I mean, so I always think about that quote, and it always kind of forces me to step out of my comfort zone. 26:05 One thing I will say to that is, we are crazy, all of us. All of us are crazy. I mean, to do to do, do we do daily, weekly, yearly, it takes a little bit of craziness. To put it out, put it on the line and work work harder than anybody else and produce results harder than anybody else. And it's not for the faint of heart. If you're looking at entrepreneurship, it's definitely a uphill battle for a very long time. 26:37 100% What I always say were you try not all right in the head if you become an entrepreneur, right, but this wouldn't, like you said in the beginning wouldn't trade it for the world. 26:49 The world, your your experiences in life and business form you into the crazy person we are today. 26:59 Without a doubt, without a doubt. 27:02 So, is there an Did you have a lot of mentors coming up? Or did you cycle through them? Or how many mentors have you had? Do you have a mentor right now? So a little bit mentorship? 27:16 Yeah, yeah, good question. Um, I wish I had a mentor back then I really, really do. Because I'm taking the 1011 months to get my first deal properly. So for me, it was just, I learned from my own mistakes. My own money lost a few that I had a few dollars I had I lost it, right. And I learned from every single one of those things, which again, looking back what I traded. No, because now I know how it turns out. But if I was gone from day one, I didn't know how it was gonna turn out. I would 1,000% be seeking a mentor. 1,000%. Right. And in terms of today, like just in April, this year, I spent $40,000. On mentorship. I think it's key because there's always going to be someone above you, right? So you're either going to pay with your own pain, your own loss dollars, your own last time, your own headaches, or you're going to pay someone to help you fast track that, right. So I actually paid mentors in multiple different areas now, like the wholesaling and flipping side, the large multifamily side, the digital product side, I'm all about Listen, again, sense of urgency, I want to be able to execute as quick as possible. I don't want to take 1011 months to deal with all of my mess ups when I could pay someone and have results in 234 or five months and know that I'm on the right track. I just want to follow someone's blueprint that is already successful. Right. So when I was first starting then I had some of my buyers here in New York that would kind of give me tips like I would I would send people a look, look at this deal I got and it was like completely retail deal, like terrible. And they'd be like, some people that I do don't send me any more deals don't text me anymore. And there'll be a few buyers that are like that, because I knew I was young. Hey, this is a fucking terrible deal because of this, this and this. And I'd say okay, now I understand, right? I actually someone that I might consider my closest mentor who was really just one of my buyers that helped me out. I was driving one day and on the side of a Dunkin Donuts, there's this big, big, big sign. It says we buy houses. And at the time I've spoken about this before at the time, I had terrible do terrible social anxiety. Terrible. Like I never want to speak to anyone on the phone. If someone called me I would hang up and text them like, Oh, hey, I'm busy doing something I didn't want to speak to anyone on the phone. So I texted this number I didn't even call it and I didn't expect anyone to respond. And someone did. And then he connected me with this buyer who I'm still I still do deals with today. I'll be at his office tomorrow Thursday developer in New York City, and he's the one that kind of guided me. But for anyone that's just getting started that is brand new, and doesn't know what to do. I work harder. Salman recommend join a program, join a mentorship, join a coaching or a mastermind to help you, you know, fast track that process. 30:07 I think one thing that you're kind of alluding to is bring a deal. 30:10 Yeah, 100% be valuable to 30:13 bring a deal be valuable. Because I've heard so many stories like that, where you the people found their mentor through a buyer. They bought their deal. And then they learned they learn the ABCs from them. And they really took that to the next level, just by bringing the deal just by being being viable and bringing opportunity. And you get the you learn a lot by doing that, too. Just like you said, they taught you why the deal didn't make sense. And you learn a lot, just by learn a lot by messing up and the more you mess up, the better you become. 30:46 Again, without a doubt, I mean, like I said it hurt and no going back now. Okay, cool. I learned a lot. But if I could change it, I would have gotten a deal 910 months earlier than I would have, you know by myself. 31:01 Yeah, that's awesome. What markets are you in? And how big is your team? Right now? 31:06 Currently? Yeah, so we're in multiple markets. Like you know, me, bro, like one of my things is I'm able to do deals all across the country. So I'm mainly wholesale in Jersey, Florida, Ohio, and Pennsylvania. Those are like my four main markets. But we get deals all over the place get deals in Tennessee and Texas and Arkansas, and Indy and things like that. And I still own property, say like, my five unit building and Tallahassee, we wander for three years. I've never been to Tallahassee row, I've never seen the property still, you know what I mean? So those are my four main markets. But obviously, again, I'm big on doing things virtually, and kind of being able to be flexible and do things all across the 31:52 country. How do you find boots on the ground virtually. 31:56 That's a good one, bro. And that I feel like I feel like virtual deals is such like a mental block for people. You know, because it's really not that much different. It's not that much harder. It's just a mental block. So for me, even though I shit on Realtors a lot, I'll actually go and I'll go contact a local broker. And you know, you got to reach out to like 2025 of them just to get like two or three responses. So I'll do that. And I'll let them know, Hey, my name is Jordan. I'm an out of state investor from New York City, I have a deal in whatever market that deals in, which is a little unfamiliar market for me. But I'm looking to connect with someone that is local there just to get your expertise so that when I do purchase this property, I can kind of get a price opinion from you. And when I do relist it, I would love to list it with you, you think you could help, right? And anyone that is smart in one's business is gonna respond to that and say, Hey, of course, I'll be able to help you. You know, we got to deal just locked up in Tennessee yesterday, okay. And I have a realtor never spoke to me in my life before. I have someone to go into check it out Friday at 1pm, right tomorrow at 1pm. And they go take pictures for me, they sent me a comp report and all that good stuff. And I said I didn't even know that person. But I came with value. I said if I if I do do this deal, I'll let you bring the buyer to it. Or if I buy it myself, I'll relist it with you at the end, right, so I'm leading with value. And anyone that is smart is going to see that and want to help. So now I'm here in New York City in my office on my dining room table, and I have someone that is doing the dirty work the legwork for me going over there meeting with the seller going to check things out, checking the condition, taking pictures and videos from me sending it over to me. Now I have everything I need, whether I want to buy it, and I put eyes on it, someone that I could trust someone that actually knows what they're doing a realtor. And if I want to wholesale it cool, I have the pictures and the videos now. Now I could just send them to buyers see who's interested, and then set up a showing like that. So that is probably the best way that I like to utilize to find boots on the ground. Because again, the realtor pride knows the talking about they knows what they know the market, they probably know what needs to be fixed. And they might already have a buyer for you. You don't know how many times where I send a realtor and they call me like oh, I have a client for this. And boom, we got a buyer in and that's it. The deals done very simply like that. So I always lean towards, you know, going to a realtor. 34:20 How big is your team right now currently, 34:23 so we have a 12 people on our team. We have 12 people on our team. We have two acquisition managers this Bo transaction, a lead manager another VA and then we have six co callers as well. 34:39 Yo sir, you've been tweeting about this? I think today or yesterday, but what's what's what's your what's your thoughts on leads? 34:49 Oh man, so you and I have very different ways to get leads. But I actually prefer your way to but who Eat are the blood flow your business through you. I mean, like without it. Without it, you can't even really start, you know what I mean? So for me, and what I tell all my students too is, you have to be speaking with sellers nonstop, right? With brokers and just having conversations. It's the people that sit on the sidelines that do absolutely nothing, no deals, don't make any progress. Don't network don't build any relationships or anything like that. The lead generation portion, the marketing is the number one thing and the number one thing that comes with marketing is consistency in whatever marketing channel you choose, okay? Whether it's like going on MLS or SMS or PPC or cold calling, or you know, you're getting bird dogs to bring you do whatever it is, you just have to be mega consistent with it, because those you're probably not going to get your first deal in a week. Right? Which again, people always say Oh, wholesaling is so saturated. No, it's not. A lot of people come in very few people stay. Very few stay past that 30 day mark, right. If you can get past that you're, you know, you're putting yourself in a good position. So I think whatever you do, if you want to be successful in this business, you have to choose one lane. Okay, again, whatever it is, because they all work, some work better than others, but they all work and it depends on your budget, you got to stay in that lane and pounded over and over and over just so you're getting people that are interested in selling, having conversations, and eventually a deal will land in your lap. But again, without leads, you got enough to grow. 36:33 I always say that it's like, they all work when you work it. 36:38 Like that's a perfect way to put it. They all work when you work it. I like that. I like that. 36:46 One thing and one thing I really want to I will end it right here, but it took you I think you mentioned earlier 1011 months to get your first deal. It took me seven months. So for everybody listening, this is an overnight success. Like this is a lot of work and dedication that came into this. Just to get to the standpoint where we're at. And you can't look at somebody's year five, year six year 10 You're 15 and compare it to your month six like it's gonna take a lot of time and effort and relationships and networking and going to events paying for education, to doing doing the all the right things that will get you to where you want to be in life. Yeah. Where can people find you and where to go send you a deal? 37:25 Yeah, so you guys can find me on Instagram at the Jordan Santiago de Jordan Santiago on Twitter, which I love that I think for me my favorite platform, best platform for business. Maybe besides LinkedIn, I'm not even big on LinkedIn. So I don't know. But on Twitter, the J just the letter J. Santiago and you can DM me on any of those platforms to send me a deal or you can email me at Jordan at Crown main.com That's Jordan CROWDMAN e.com. And I always respond to everyone and I'm always looking to do more deals. 38:02 There you go. We hope you enjoy subscribe, like share, subscribe to all things you know what to do, go share it. We'll see in the next one. Thanks for tuning in. Have a good day guys. Bye