0:03 Yo, what's up everybody? Welcome back to the it isn't for everyone show where we bring you top performers, the top 1% People who are the best at what they do. On today's episode we're going to teach you know how to build a business from the ground up to even billionaire status if you want to make six figures, seven figures, eight figures nine, and even to the billionaire level, we're going to show you exactly how to do that and how we think about that. Because I got my boy man, I got my boy Daniel Martinez, co founder of hive mind CRM. What's up, man? 0:40 What's up, man? Thanks for having me. It's exciting to be here. I don't know if I can follow that intro. I mean, I love to live up to but 0:48 I met Daniel, I think I tweeted out. I don't know if I tweeted or just put on Facebook. I said, I need a SAS idea because these SAS guys are killing the game. And for you guys who don't know what a SAS is, it's a software as a service. And so then he reached out to me and said, Hey, we got a SAS with like, what do you want to know? What do you want to do? And that's what top performers do. They're always in the marketplace looking, talking, communicating, and figuring things out. And so let's just start off with an organic conversation. Daniel, tell them how you tell them tell you how you got rich, tell them how you make your money. 1:24 So I always like I always like telling this because I used to be a truck driver back in the day. So very blue collar, don't the cowboy hat for you. I used to look I used to be a forklift operator even before that I used to load trucks, drive trucks. Still my CTO used to drive 53 footers and doubles. So that's where I started. And then I got into I was I was actually listening to you to a friend of ours. On Twitter. Charles Todd, Billy are here. Todd millionaire merely type millionaire, billionaire. He's billionaire an RA. And he has him in whilst God Chris Johnson. They're talking about digital products. And it kind of gave me the bug of digital products or products that have projects and what can you do with digital products. So I was already in the midst of starting my my first business, which was trucking business because I already had a CDL. And I wanted to just a lot of people don't know what you want to do first. And I already had the skill set of CDL. I knew that I knew about the business, but didn't know nothing about business. So I had like a whole like, through the wringer learning about business, that there's you might not know how to make know how to do the business. But there's a whole business aspect to the other side of it. That man, I went through the wringer on it. So I learned a lot through that transition, then I was looking for a digital product, I got into real estate. And opportunity came up to start a SaaS company I don't like okay, this is this is interesting. So went from trucking to real estate to SAS, and then now we're starting a fund in the next 60 days. Let's Alright, it's a long journey, but it's been six years in the making. So no overnight successes here. Yeah, 3:02 so we're gonna, we're gonna get there because we're gonna get some sauce on how to take it to that level. And I didn't want to talk about this sauce, but we're going to talk about it, we're gonna give people the information so they can Escape the Matrix. But talk about which part of the business you started first. Because when I first came in, and you guys hire me to speak, and I was like, Yo, this is a really great CRM. If you don't have a CRM, you're not even doing business. And if you need a great CRM, use hive mind CRM, where you're able to send 1000s of emails, you're able to do call drops, you're able to send texts and all of that stuff in one place. And I was just like, Yo, this is amazing. This is a billion dollar idea. But then came to find out, it was a lead generator for community that we're doing real estate. Now, people when they say you're in real estate, it could be just buying houses, it can be this. So talk about how many ways you can make money in real estate. And then talk about what you guys do in real estate, and what you teach in real estate. 4:07 So my our niche is a land game, hence the cowboy hat and this the apparel I'm wearing, so I really dig into that niche that way and it's a it's such a cool, underrated niche in real estate. So a lot of its talking about real estate, but there's so many like subsets and sub genres of real estate from people most people think you need those rentals and the popular rentals single family property management and multifamily Airbnb, which those are all subsets of real estate, but there's also like sub niches of financing, there's funds there's land, commercial, triple net leases, all the like different types of storage, all these different like sub asset classes that go into it. So like you can dive into any niche and kind of build your own following and learn Learn the different how to underwrite a commercial deal how to underwrite a single a single family deal how to underwrite an Airbnb, like you can choose any niche in real estate. And there's so many of them. And I think a lot of people they go down the agent route, which I've never been an agent. I've don't recommend to being coming agent. But it's just one of the things like there's more, there's more opportunity out there than just becoming an agent. Why 5:19 do people become agents? It's like, like, I guess before I knew what I knew from what you taught me in real estate, there's so many ways to make real estate even if you don't have any money. Why don't people just jump in to be an agent? I never really understood that. 5:34 A lot of people think it's the easiest passive progress. So they everybody knows an agent. I mean, like their cousins, an agent, my aunt's an agent, oh, you need an agent. I have my sister's an agent, like everybody knows an agent, you could probably think of five agents in your family and your direct family and friends. So everybody knows an agent. So that's the everything. That's the way to get the real estate. Yeah. So everybody goes to agent route, you come you find a brokerage, you go take your your test, you find a broker you can sign up with and then you start listing houses, or finding rentals or showing rentals, like, everybody can guess the only way to do it. But there's so many other ways to do it. Yeah, 6:08 yeah, there's so many ways you can make money in real estate investing different stuff. And we're not bashing agents or anything. One of my friends is a millionaire's agent, Adam, and Adam, I owe you money, and we'll pay that money brother. So talk about what you guys do in real estate because I remember when I first met you, you kind of explained to me how you made money. But I realized like when you buy an asset that it will make some an asset is that it cash flows, right? So if you're going to buy a property, it needs to cash flow, if you're gonna buy a business like I'm doing it needs to cash flow, but I was like land, how do you cashflow land is just a piece of land. So explain why you got into land. And you know, how do you guys make land profitable? 6:57 It's such a great question. So I kind of fell into land. Me and my partner Anthony. We, we, we took the same real estate course, which every like knocks courses and don't pay gurus for courses. Like that's how I got into the real estate game learn. That's how that's how that's how I learned. I mean, people will spend 10 $10,000 on a degree but they won't spend 200, but 200 bucks on a course, like, go get a course. Even if it's bad, you'll learn something good or bad. You'll learn something from it. So I bought it, it was like 20 bucks at the time. I bought a course from a US 19 year old at the time. I was 25. So I'm learning for somebody younger than me. And sometimes they'll put you out of the way. But he's doing something that mean, simply workout. So I'm like, let me take the course. So I took the course. And I tried houses for months I contracted a bunch of houses a bunch of deals fell through, just wouldn't work out. And I was networking with Anthony Anthony like, Dude, you just try land. And Anthony got into he took that course because he wanted to acquire land like he was looking for land. So that's why he found like land niche. So he's like, just try that and see what happens. So I put out a not mean, I wasn't as technical as I was then as far as like tech savvy. But I got a website up using a website builder. And I've Googled how to use Google ads. On YouTube, you learn like everything you need to know and want to know is on YouTube. You just got to learn the right keywords to search factor there. 8:21 YouTube is your mother. 8:24 So I learned how to do Google ads. The simplest form never done it sense. But I ran Google ads for my website. had a lady come in. She owned a property in Florida. I was living in Atlanta at the time. And she don't like a little 5000 square foot lot, little tiny lot. Worthless passed by 1000s of homes. We live in Florida. There's everywhere. Right? So she's like, I got I'm getting citations from the county because people are dumping on this vacant lot that I have. Can you help me out? I'm like, Yeah, I think it can help you out. And mind you this lead came in through PPC, which is Pay Per Click ads through Google. She filled out a form website. I am not a sales guy. Yeah, I can. Five years ago when I started real estate. I was not this person from the camera you see right now 100% I grew into this person. So this is the other thing. Don't put too much pressure on yourself early because you grow into new things. Man, you grow you you evolve over time. So I emailed a Millis lady like 15 times we converse, he's like, I kind of figured out what comps were back then, like everyone knows about comps, you figure out comparable sales, I guess was worth about $20,000. And when you learn real estate, as far as my course you find a undervalued asset and you sell it undervalued to somebody else and you make that spread. So I guess it was worth about 20,000 I'm like, if I can get this thing for five. I know I can sell this thing for 12 to $15,000. And it's worth 20. So they're they're getting a $5,000 value mean it's a huge value for them. I should find a buyer quick. So I offered her $4,236.33 It's kind of made up a number and that's what I learned off some sales strategy on YouTube or something he's making Have a number and make an offer. And she said, she's like, can you just do 5000? And I'm like, yes, yes, I 10:06 can do five. That's that moment where you got to pretend like I remember I got my first speaking gig for like, $11,000. And they were like, We're sorry, but our budget is 11,000. Is that okay with you? And I was like, make it work. I was like, give me a moment. You know what, yeah, we could do that. Actually. We'll do 10 Five. So you can have a little bit room on your budget. But yeah, that's, that's when you get that first deal. That always happens. But there's money out there, man and people pay it. 10:35 Yeah. So she she said, she said at 5000. I'm like, Alright, so I put it on Facebook marketplace. I found a buyer in two weeks for 12. never talked to the buyer never talked to the seller got a contract signed, send it to escrow. And then I got a check two weeks later for six grand after closing costs. And then the rest has been evolution from there just kind of evolving over time finding different strategies to answer your second question as far as the cash flowing land. Yeah. One of the reasons why I like land as an asset class. And for everybody here, like I've been in the land space. For five years, I have done like zero house deals. I mean, I've done one house, do I still refinance my house that I bought my home from battle mortgage, but that's another story. But we'll get into sellers fine. We'll get into seller finance. But yeah, so I had a was like going with this. cash flowing land. Oh, cash flowing land. Okay. So we had a we had a deal, come about two years ago. And a guy he wanted $15,000. For the slot, we thought we think that was worth 30. So like, Man for 50 cents on the dollar. But $10,000 is a lot of money. I mean, a lot of people, I mean, that's, that's six months, eight months of salary for some people, you know, so my partner is like, Nah, let him go. So we, we came back, he came back 90 Days Later circle back, and he's like, any $50,000, my partner originally offered him eight. So he came back and he's like, you know, I'll just take eight. So we offered him eight. And what we did was, we put that deal on real basic marketplace for $8,000, down 500 a month for five years. So the $1,000, the buyer gave us for free and straight to the seller. Now with like 500 a month on a vacant lot. That was 40 grand. I mean, we never saw a lot. So there's a lot of opportunity out there. So land, it doesn't cash flow. people that own it used to own it free and clear. So there's a lot of equity in it. And then people that have it, it's really hard to move and sell it because there's always like, if a property's worth 100 grand, it's really hard to sell it for 100 grand because everybody wants a deal. If they come in cash, cash buyers are coming in to buy that thing 40 or $50,000. So if you can sell or finance it for 100% because the banks won't lend on it and you become the bank. That's how you can sell and get your full asking price for your asset. So all we do is we find cheap property we sell or finance it. And that's when we cashflow land, we make land cash flow and which spreads on that on the debt. So 13:00 when I came to speak at the hive mind annual event, the first one during before I went on stage, he said come up to the room. I go in the room and there's deals happening in the room. And it's like when you hear about deals is literally just people communicating money like that, where can we send money so we can arbitrage money. And someone was writing like a $50,000 check. And then Anthony shuttle Anthony was like, Look, that's 50,000 check right there for a land deal that we're doing and data died. This deal we're doing over here. So let's break down kind of the structure of these deals. If I'm someone who goes, alright, I just heard Daniel talk about making money flipping land or cash flowing land. I don't have any money, but I want to jump in these deals. How can they do that? How does it work? How do they find a buyer? How do they find a deal? And then how do they actually make it happen? Because it's really easy. It just sounds difficult. But it's easy and it's just a numbers game. 14:05 It's a lot of work. It's a lot of work to making 1000s of dollars. It's a lot of work though. It's a lot of work a lot of people I mean, the the riches are made behind the work you got to do and sometimes you got to work for hours and not make money. Like for instance it took me seven months to get that deal with that land deal. Seven months, I grinded grinded grinded, I had another business at the time, I worked that whole business and then I was doing that on the side as a side hustle type thing. And it took me a long time to get that deal. And it was like you get that proof of concept going but it's a lot of work. It's a lot of effort. There's a lot of moving parts there's there's a lot of things so the basic space is basics. We're gonna break this down to the ABC level for everybody to hear and understand. Leads Leads are generated through marketing, you pull a list you set up some type of marketing and marketing could be emails, text, a website like I did. It could be ringless voicemails, it could be a website it could be word of mouth, could be networking, it could be door I think it'd be direct mail. It could be sending little postcards. I got one of my earlier leads I had I literally my wife had cardstock I went and printed out the cardstock cut it with the little paper cutter. And I put my own little stamp on it. Yeah, you know, that was that was something I did early on. Like I was just my wife cardstock because she was a crafter. She's She's a crafty person, so 15:20 and laser just finding 15:22 people who want to buy your stuff or the people you need to people that want to sell their property, people who want to sell their property is leads in this business. Yep, in this business. So in every business, it's all it's all about leads leads to, to conversions, conversions, two reviews, reviews to get you more leads, business, that's all businesses simplest form. So in real estate, you need a way to market to sellers. And then you bring in those leads, you have conversations with sellers. There's a guy in real estate says talk to people, that's all you got to do. Talk to people. The business is all about having conversations, talk to as many sellers as you can talk to agents. Right now we're picking up deals off the MLS, literally, we're not even talking to agents, sellers directly, we're paid off deals off the MLS so you can literally call agents, but that they represent a seller. So just talk to people that have property, whether they're an agent or sellers, have conversations negotiate on price. Don't be afraid of asking for a lowball price. Some people have different motivations. And they'll say yes, if you send them a postcard, there's a whole like niche of people in land investing that all they do is they look at the tax value of it's $100,000. They send out 1000 letters offer letters to 1000 properties that are $100,000 or less, and they just make a 20% offer. Yeah. And then they get contracts back. Not very complicated, you just point its point and shoot and wait for it to come back. So you got to do the marketing, get conversions have competition with sellers, whether that's through direct mail or over the phone or through text, however, you're going to do that, and then get the contract sent to escrow title company, the title company represents you, the buyer and the seller. And like in that transaction as a independent third party, and then you go find a buyer that's gonna pay you more and piece it all together. Yeah, 17:11 so I'm new this um, lead gen and there's two ways to get leads, either outbound or inbound, right. So outbound is all the usually what you got to do, you don't have any money you're calling cold calling, you're texting, you're doing emails, which that's what I got really good at was cold emails, or you can do inbound, sometimes inbound comes later, because a lot of people have like, they don't want to seem like they're kind of faking it. They're like, I haven't done a deal. So I don't want to make YouTubes and social media posts about deals until I've done a deal. So usually, inbound comes later, then you get leads on the phone. When you get people on the phone kind of you know, what do you say? You just say, Hey, are you selling your property? What what do you want to establish there usually. So 17:59 usually, we're trying to get some type of proof qualification before we can get on the phone. So if we're sent, let's say, for instance, we're sending direct mail or even email, they responded, they they've voiced some type of in some way signal to you that they want to sell their property. Yeah, just like you do with your cold outreach, cold outreach. As soon as they respond, boom, hey, this is a lead. Now let's have a conversation. So as soon as they respond back to your your app on marketing, then you have a conversation, Hey, are you doing? What's your name? Roi? Okay, some of them. Some people will jump straight straight into the sales like it's all based on your sales strategy, but a lot of is just having a conversation. Can you tell me a little bit more about your situation? How'd you get the property? Oh, we've wondered for 100 years is my aunt Billy Bob passed it down. And he's had kids and goats and this was originally a hay farm, and they jumped down all these different things and just have a conversation. It builds rapport with that seller. And then you ask them really well, how much you looking for this property? Well, the neighbor down the street sold the property for such and such and we're just looking to get the same price. Well, I don't know if we get that price. I mean, I mean, I could talk to the underwriting team, and you never never know the decision maker. But you Hey, let me see if I can get you that price. Or not. We're just having a conversation. How can you look into clothes? Well, I'm not no hurry to clothes. It's just some we just want to get transitioned on I'm not getting any younger, and just have a conversation with them. And you get you get a number out of them. Hey, if that works, negotiate down anyway. Because you don't want to take them on on their on the first offer. Yeah, because they don't think that leaving money on the table. So there's a lot of sales strategies that come with this. This is where like, people that originally from sales like they're killers when they get into real estate. Yeah. Because they already know the sales strategy and conversation. They should learn about real estate. Yeah. So if you're already killing it in sales, so real estate, it's very easy for you it's it's almost like second nature, because you have that training and sales 19:53 sound like scary but it really is just the way I reframe. It's just you're having a communication with someone right and One thing I do, and when I get people on the phone, I just, you know, shoot the shit for a second, like, where do you live? If they're on the East Coast, I'm like, sorry to hear that you have bad weather. I'm in Cali, it's 80 degrees, like, you know, you shoot the shit. And then I just ask them the question based on their outcome, I'm like, hey, if we were having this conversation, after we had a successful deal, and you were looking back on that deal, what needs to be happened for you to be happy with the deal. And what happens is they're thinking about how much money they want to make, how the process is going to go to them. And they're telling you if it happened perfectly in their eyes, how would it happen? And then that's telling you like, Okay, this is what I need to do to make it look good for them so that they get a good deal, right? So they feel like they got a good deal. Also, when they're thinking about that, they are creating a future that has you in it, because I said if we were having this conversation after. So they're basically saying yes, when they answer the question, and then I just whatever problems are there, you fix those problems. So that's sales, right? There's kind of three ways to, to make money in business, you have a service, this is like the service side, you could build this up to a six figure level, then you have digital digital products and physical products. So tell us about after you were doing that, and started building that up, then where did business go? Did you go straight into the CRM? Did you build a community first kind of what happened next? 21:32 So So after we did the land thing for a little bit, we had the opportunity for the CRM side, which is a SaaS product. And I was always looking for something digital service, like I mentioned, with the Tod billion loss squad, Chris Johnson. So I was always looking for something to amplify, because I was, I came out of that trucking business, which is a very physical product, physical service business. I'm capped out based off of the it's not scalable, it's not scalable, I can't replicate that, because it's literally, I have one truck, one trailer, one driver, if the driver calls in sick guess is not making money, neither of us. So I was looking for something scalable, and replicatable. So SAS is huge when it comes to replication. Because you get the amplification of clients like I can have 100 clients today and 1000 clients tomorrow, and the only thing that's gonna affect is my customer service, I can I have instant deliverability instant capability to receive and deliver those products and services. I just may have a customer service delay from going from 100 clients today to 1000 tomorrow. Yeah. So and I can I can fix that problem quickly if the if they came in waves like that. But with physical with physical products, you have inventory, you have shipping, you have logistics, you have supply, you have supply demand, Black Friday sale, you sell out, like there's this whole like ebb and flow of like digital products, and like I've seen like Coco golf, where they have like a whole brand thing that they branded her right after she won. And there was like a million dollars of sales within like 30 minutes of that of that event. And there was like a whole logistical like setup behind that. That was probably 50 to 100 people, you know. So there's a lot that goes into physical products, and you have to really outlay expectations. And if you have a big product push or you go viral on social media, like you're out, you're out of business. So there's a certain things you could do where like, if you have physical products you sell out, start taking pre orders for your next batch. Instead of just leaving it on like a router, order router, order, route order, start taking pre orders for your next batch. So you already getting money collected and you started, hey, we're six weeks out, we'll start delivering as soon as we get it, but you have cash in hand, cash on hand, cash in hand. So there's ways to play the game if you have physical products or digital products, but digital products is scalable infinitely 23:50 Yeah, so that you made the SAS then that was like a lead generator, that community that created this huge community called the hive men and it's funny how you named it hive mind, and it's literally that's what it is. Kind of how did that happen? Did it organically happen? And talk about what is the hive? What is hive is live? And what is his brand that you guys built? So 24:16 my partner has an idea for the hive mind like me, I'm the I'm the integrator I just kind of make stuff happen. Like, I mean, I can think of ideas, but I'm like, yeah, if he's gonna make the idea, run with it, you know, so he came up with idea with the hive mind. And I'm like, it's a really cool name. A lot of like real estate products and services are like, Oh, real estate, this real estate that and I'm like hive mind is just like, boom, it's the opposite of that. Yeah. Which is big brands are built like that, like Uber and Lyft. And all these things. They're kind of synonymous, but they're keywording with misspellings and all this stuff. But hive mind is just like, what is that it drives curiosity when you hear it. So we kind of launched that. And the community side of it was like, Hey, we have clients that come in, that are similar to what we do because they're to come in and off based off of what we do, like let's let's do a community as to education, let's start helping people teaching people the basics of we learn the ABCs of steps that we went through. And then we just started doing like, we take your education calls and teaching and the when you just when you start teaching, you become a better coach. Yeah. And like, I didn't understand this when I first started doing it, but it's sharpened my skills to speak, to sharpen my skills to educate, sharpen my skills to be eloquent when I speak and to break things down easier. Because if you don't practice, you never have the ability to come across. So it made me a better like a well rounded my edges where I was kind of rough, rough, rough girls coming into that. So I just started teaching, educating and that some students kill it in land game, yeah, pop off in different ways. And it's just weird, like we've been, the CRM business is gonna be three years old in February of 2024. So it's just like three years, it's so much has happened over the last three years, it's been amazing. And 26:09 let's grow. So the service you did it, then you got the SAS, which is its digital product. But then now you got digital digital products, teaching people how to do it. So talk about that, and then talk about some of the wins and people who are crushing it. And land deals that you've taught because there's infinite money out there really is just all coming down to doing the damn work. 26:34 So I want to jump to the hive is live. So the hive is live is where we would tell our community comm so if you go to the hives, live.com there's a whole web page there. And there's a click Join zoom button. Whenever we have calls, people join in the zoom. And it's kind of how we organize it, we do an annual event, we did an event every year. So we did three years, three or three events, we just had our third annual event. And it's like a time to come together and have opportunity in exchange and people you met you see online every day you kind of shake hands with them, have dinner with them, take them out to lunch, a lot of cool stuff happens. But we've been recording those. So if you're interested in that we sell that as a digital product. But hive has lab.com You can go to recordings, you can buy all three years of the events. And it's for 99, I think, but there's like over 30 hours of content from all our speakers. You can see Roy red talk talk two years ago, it's there. You can check it out. It's pretty cool. But his life is dope. But the community is amazing. And we've had have students that interview when you coach after a long time, people just come and go, it's just the nature of things. The way of water per se, people just ebb and flow. Some people stick with you for a long time. Some people just they show up for a minute, and then they're gone. And then like it's just weird, but I've had students come in, they've learned what we taught them. And they just disappeared. And I'm like, I don't think I like it. When it comes back six months later, I just did four subdivides. And each one's like six figures on like, hey, congratulations, my guy. Like, not even in the market we're in like he's just in he's in Alabama doing his own thing. And I'm like, having seen the guy sent and he's just killing it. Like people just they learn it, go act, go take action. And then they just do amazing things. So like, it's hard to keep up with people like that sometimes. But we've seen people blow up through like CRM automation, I have a client. He he's he moved his originally from New York, moved to Florida. And he joined the CRM, we're helping with his automations and stuff. He just got his two comma Club Award for hitting a million dollars this year in 2023. And he's he's teaching he's now teaching his own students how to do the length game. And it's just, it's just really cool to see. And I'm not taking credit for him. I mean, he did a lot. He did all the work. I just kind of I mean, I kind of sparked it. And I don't know if I don't know how much I can take credit for that. But it's just cool to see. You know, it's just cool to see him blow up. And he's doing amazing things. Now he's not even a client of mine anymore. But I still he posted in the stories. He's like, I got a story to tell who's who's got a podcast for me to suddenly I got a podcast, let's hop on through. So I was on his first podcast he was around was a mind high with this podcast. And it's always been a cool opportunity to like, see people grow over time. And he's been that was like two years ago. So from him going, but he's done in two years. It's been amazing to see. I have a client. He found a 200 acre property. He actually is out there doing a bunch of stuff yard work and stuff on it, but he's like he might make a million when one land deal deal. I got another student he's making like three and for the Canada land deal, his first his first land deal. He's from multifamily space. And another student he's lending us money he might make. He's a capital partner on one of our deals. I think we're paying him like 100 grand and like 60 days is for being a capital partner one of our deals. And that's something we we're actively working right now. But it's just it's just really cool to like, students come in different shapes and forms, different skill sets. And they, they come already trained if you target if you target the right students. And I have students like, I have a student right now he's working a multimillion dollar deal. He used to work at Costco, like I got from people that already high level to people that are low level. And they're just doing amazing things. I have a it's just, it's just crazy. You, 30:32 you're, you're good at documenting everything. Like even we'll go this next I want to talk about document and content. Because you gave me the information where it clicked for me. And then I was able to make my first $2 million acquisition of a business. But you document everything like everything. You're saying, there's tweets out there, every single thing you've recorded, and your content game is serious, you got so much content out there. Talk about the importance of content and documenting. And it ain't easy. How do you guys keep up with that? 31:08 It's a part of the system. It's a part of the system. So everything, all our content is created in house. And it's I started creating content because I wanted to give something to my kids because my kids are, I had my middle daughter just turned four, two days ago, and my oldest is turning six in December. My youngest son, he's turning three in like a week. So all my kids are young, I can't have business conversations and conversations like this with them. So my whole thing is like, I don't know how I might die tomorrow. And this recording is out there. So my whole thing is I want to document my self right now at 31 to have these conversations as much as possible. Because there's a there's a physical digital footprint of me, whether it's I die tomorrow, I died 10 years from now, there forever, is there forever. So my whole thing is like, if I'm going to record it, I might as well release it, if I'm going to release it, I rather give it to the world, because then you have the world's is people can take that knowledge for whatever they want, everywhere, and it is what it is. So it's not like a whole thing of becoming famous. It's more of a self ego thing to record for my children. The knowledge I have that I have today, you know, and I hope they can go through it and kind of skip it because it's a lot. I feel bad if they follow me if they start listening to all this stuff, because it's a lot, but maybe they skip through it and like hey, this is Daniel from 2019. Look at him. He's an idiot, you know, 32:37 what pops was about back then man? Yeah, exactly. And like, it's 32:41 time stamped, it's dated, like everything's within there. And like they can they can skip through and like, they can see like my growth and like you ever see like a collage of like, your parents when they were babies to to older, retired and married. And, like you have that whole, like, in depth picture of their life, like how they and what it represented. 33:03 Yeah. And I go look at my old stuff, and it was trashed. I'm just like, terrible. Well, 33:09 that's, that's one of the things like you have to start somewhere and my content, you can go on Instagram, I can't tell is trash. It was it mean, some of it still is I'm sure but in someone's eyes, you know. But beyond that, but like it's gotten better over time. And it's by I hired people that have a social media manager, I have editors, it's no longer on me to produce I do I produce the content through the podcast and having conversations like this here at Studio, but it's no longer on me to edit. It's no longer me to create the graphics and the thumbnails and all the stuffs now all I do is I do what I'm good at which is producing content producing content producing content. And then there's a whole nother team behind me that, hey, they edit it, they produce the thumbnails, I schedule it, it puts gets pushed out, they put the BIOS and graphics and all this stuff, and then it just goes out. It's not some machine. 33:57 Alright, let's get saucy. You said to me one time we're talking. And we're talking about, like myths. And we're talking about how most people think you need money to make money. And you said to me, you said if you can't make money without money, then you can't make money with money because you don't know business you don't know. A lot of the secrets so let's dive into creative finance. Right? And so you came to me one day and you said you could buy anything for no money and I was like well how do you do that you need money to buy? And I was like well, and I already knew it because I you know learn the m&a stuff. And you're like you can buy businesses with no money you can buy a jet plane with no money you you can buy real estate with no money. So let's talk about how someone with no money can buy anything they want if they can be creative in their thinking. So what you want to share 34:56 everything everything is for sale money's fake and Everything is just zeros and ones and zeros and some numbers on a pewter database numbers. It's just so whether you're whether you're buying $100 thing online on Facebook marketplace, Hey, would you sell it to me in 20 co payments for $10 a month? Like, you can be creative like magic. Okay, so here's, here's for all the marketing people out there. If you're like, I want to be a videographer, right? You will find somebody selling the videographer equipment. Yeah, I'll give you 500 bucks now, and maybe it's worth 1000s of dollars, I'll give you 500 bucks now, and I'll give you 500 bucks a month. So I pay it off, how you going to pay me back? Well, I got a videographer and I got a job, I'm gonna get a website up, and I'm gonna start making money with this camera. And I'll give you 500 a month. So you can start a business with 500 bucks. And you can get $1,000 equipment that way just by asking and negotiating. So everything is up for negotiation. A lot of people will think you go you go to McDonald's, and that's the price and you pay the price over time. But in business, it's not the price you can negotiate every any point. Any point in negotiations, the terms the cash, the down the term, the what you're getting, what you're not getting, like everything's negotiable, it's not McDonald's. So you have the flexibility to ask for whatever you want in negotiation. So if you want a brand new car, well, who's got a call who got a car they don't want and I'm gonna shoot, what are you gonna negotiate for it? Are you gonna trade for it? You got something that you got something they want that we're going to trade? One of the crazy things I love about like trading and like creative finance. Is that ever heard about the paperclip story? Nah. So this is a story in the early 2000s. You can look it up. It's called the Red paperclip story. And the guy treated a red paperclip to a house and like two years, and he just bartered and have a red paperclip. Would you trade me? Well, I got this baseball card. Alright, I'll trade your bass card. I got a baseball card, will you trade me. And he went through like 200 trades, and he ended up trading for a house free and clear with a paperclip. So 37:00 it's just all about knowing how to negotiate finding people talking to people. So for example, let's let's get let's get tactical. Let's say you have a million dollar house that you want to buy, right? And maybe you want to keep it or maybe you want to cashflow it, if you're in business, maybe you want to buy things that cash flow. But let's say you just want a million dollar house because it's nice. But you make maybe 100,000 A year or 80,000 a year like You're like I can't afford them in the house. How could someone get him in the house creatively by being creative? 37:35 So one, you got to market to them? So you got to know what people have million dollar houses. So you can if you've done enough research, if you do an entrepreneur, you figure it out? Yeah. So you find a list of people that have million dollar houses, you figure out a list people that have equity, and then you ask them, Hey, would you sell or finance me this house? And then you ask for your terms? If you talk to enough people, you're gonna get a yes, mighty. So are you going to make enough phone calls and follow up with enough people to get that? Yes. And then that's what it's going to take. So you find, let's say 1000 People that have a million dollar house that owner free and clear. And you just call them all text them or email them all. Send them a postcard tomorrow, happy birthday, Merry Christmas, go knock on their door, Hey, my name is John, I'm looking Mexican, the neighborhood I just stopped by I'm actually looking for a million dollar house and just have that conversation and have negotiation. I love this home. Man. If I get a tour, like, like, I don't know, you can do you can be creative, every what? Like, you negotiate for whatever you can afford. Like a lot of people think like, Oh, you have to go off an amortization schedule, you have to get a you have to you have to get a loan or all these things. But the Bank of seller finance, there's millions and billions of dollars of equity and properties that are just sitting there. Land. I think I always say this a lot. But land has the most equity in any asset class. But there's people that own homes that have equity, and they bought it for $200,000. Like here in California, they bought off turn $1,000.20 years ago, and they paid it off 15 years ago, and now it's free and clear 39:08 and most homes are paid off. I remember you explain that to me, but explain sellers finance. Let's say I'm gonna go grab that million dollar house and a seller's finance essentially is making the owner who owns it free and clear. The bank, the bank, how does that work? Exactly? 39:24 You you you ask for terms. So how much do you want for this property? Well, I want a million dollars. What if I gave you 1.10 39:31 You're gonna give me more money than what I asked for. Okay. Yeah, it 39:37 started 1.1 was 1.1 look like? Well, I'll give you $3,000 a month for or whatever however many months however many months takes me off whether three do 1.1 divided by 3000 and you figure it out and just do the math. Hey, would you do Would you carry this property for 3000 a month? For 390 months? Yeah, equal equal payment, payments, whatever. You're 40:00 not paying any interest or anything, because you're not getting the banks involved. You're not paying, you're just paying the person back. Now, but Daniel, why would anybody do that? Why would anybody sell me their house? For four? Four monthly like that? Wouldn't they want the one point million upfront? 40:16 No. They always have a secondary partner that's involuntary, which is Uncle Sam. So Uncle Sam, is they they love when sellers get paid in cash. Yeah, they love it. They love from business owners get paid in cash, what happens? They love when sellers get paid in cash. They're like, Oh, man, I got I got my Uncle Sam got his hand in your right pocket, waiting for that check to hit the bank account. So what you've explained to the seller, or the person will sell their businesses. Hey, Uncle Sam, he's he's the he's the person behind the curtain right here. He's waiting for you around the corner. As soon as I handed this check, do you want to give him you want to rip that check in a third and a third or a fourth? And walk out that door? Or do you want to you want to sell or finance it to me, and you pay less capital gains? But what does that look like? Let me talk to my CPA. Well, if you go to section 453, I just did this last night. So you go to IRS section 453. You learn about the installment sale, and you get a lower tax basis, because you're taking long term capital gains because it's unearned income. Yeah. 41:19 And that's just one way. One thing that looks like a problem in the market is a guy might want to sell his house for a million. But because interest rates are high, the people who want to buy his house can only get a loan for 700,000. So people can't buy his house. So his houses on the market on MLS for months, right, here's F are yours and the you reach out to this guy and you say, Hey, your house has been on this for this long. I know you want a million, I can give you that million. But I dictate the terms. And that's exactly what I did. And you explain this to me because you can buy anything like this. You can buy a jet like this, you can buy anything, basically. So 42:03 Roy Roy bought a business like this a $2 million acquisition through creative finance. We bought multimillion dollar ranches through creative finance. And it's just having the sellers got equity and they're willing to take their word unless tax basis, and they're willing to carry the note. And you don't know if you don't ask. So I asked everybody we carry on get you don't ask you don't receive it's very bits of biblical, biblical statement. So you ask I asked every seller, every seller, everybody talk to you, we sell it? Well, I want $10 million. We seller finance it. What? Well, I want 20% down, okay. Like that it really, we 42:43 got you. And my thing was, and I think I stole it from you is like, we'll pay you what you want, but we dictate the terms, 42:49 right? It's your price, my terms are my terms and your price. Because then it comes down to we talked about we were talking about this in the car, he's like, he's like cash now is always worth more than cash later. So if I'm gonna bring if you want a million dollars for your property, I'm not gonna write you a check for a million dollars, because a million dollars is very, very expensive for me to borrow. So we always explained like, hey, if I borrow a million dollars for this ranch, it's gonna cost me 1.2. So I'm gonna have to, if I'm gonna give you a million dollars, I'm gonna need it for 600 Just because the cost of money and the carrying cost of this. I mean, I'm an investor, like, there's we got money lenders, we got, we have a lot of people involved, we have to pay our people, insurance, sales, all this stuff, marketing, we have to get we have to actually increase the value of this property to make money. I understand that. Well, I want you to make money. Okay, well, I want to get to your price too. If you're at this price, let's give you a price. We'll give you 23% down we have a deal. Right now we're working, it's a $3 million. They say 150 acres, we're giving them 10% down which is $300,000 down, he has a house on property worth 300,000 So we're going to cut the house off for 300,000 sell that get our downpayment back and then he's going to carry the 2.70% for five years. 44:08 And it's just being just being creative, right? Where's what are some other ways you can create a finance? Um, 44:14 there's I mean, you can you can trade assets, you can ask for an option. I mean, there's a if you anything you think of, so if there's a little tidbit so if you go by the recording for our event, I talked about navigating the offer. So there's a lot of things you can offer sellers that are still make Win Win scenarios. Even if it's you have to figure out you have to understand the underlying value of it. So whether it's overpriced, fair market value or underpriced and you can still create a win win win scenario depending on where it fits, but you can only do certain things because you stuff to make money on that property. So either have to get the property at a cheap price or you get good terms. Good terms means you can create a profit on the yield of up The spread of interest. So what we do is we get like, for instance, that that $3 million Ranch, we're getting 0% for five years, what are we doing, we're selling it for, we're selling it for 15 or 20 years, he's giving us a 30 year AM, which means it's spread across 30 years. So if you do a 360, to buy a 270 is 7500 a month, so we're giving him 7500 A month for five years. But we're selling that property for right around the same price as what we're getting it for, but we're selling at 12% interest. So there's a interest rate spread, which is if you're familiar with hard money lenders, they make money off of interest rate spreads, and debt spreads. So this is it's essentially a debt play, making money off the debt. How 45:41 do you speed this up? So you are you're buying land, buying land deals, you're doing creative finance. Let's say you have a deal where you do need to pay some money. How are you getting that money? Are you using your money? Are you using OPM? How are you putting the money down or buying assets, where you go, alright, well, we'll give them the money, net, the amount of money that they have one now 46:06 100%, OPM, you can build an amazing business with your own capital, it's just gonna take you a long time, long time, it's gonna take you a long time dash, it's gonna take you a long time to do it, and no knocking anybody that does it that way, it's just gonna take you a long time. So there's ways to accelerate that and I was talking to somebody about this yesterday, but OPM, other OPM, other people's money, it allows you to accelerate time and collapse time, where me and me and Roy, we're not getting any younger. But we have the ability by using OPM to accelerate our trajectory of over going. So I always talk about this as if you already know how to make money. Start learning how to leverage OPM and this, I was telling Chris in the car, every deal you've done, make a case study because that's all experience points that you have to show anybody that wants to give you money, because there's billions and trillions of dollars out there looking for a place to go. And they're looking for the right operator. And there's a lot of bad actors out there that are bad operators. So if you if you know, you're good operating with good intent out there, that you have good intent, that you're gonna be a good operator of that capital. You have the ability to use OPM to grow your business to infinite scale, and really make a difference in you and your family's trajectory. 47:22 Now, what are some of the old PMS out there? And where are your favorite ones? 47:28 OPM, it comes in different ways social friends and other 47:30 people's money. By the way, that's yeah, M stands for OPM, other people's money, OPM, 47:36 it usually comes from friends and family at first, just because friends or family, usually ones that trust you the most. And you have a relationship with them. I had my mom invested in a deal with us. And we gave her an ROI. Our brothers haven't but you I mean, you get opportunities like that from friends and family. You ask around, I think even Bezos he raised money from his parents to start Amazon, so you gotta be you got to put your ego aside to, hey, I have this opportunity. And it's, and everybody has that one person in the family like, Oh, he's a scam or whatever. He's, he's a, he's a hustler. He's, he's a wheeler dealer or whatever. But I think a society it's a conversation but you gotta you gotta you gotta put your ego aside and embarrassment aside, you got to ask 1000 people for money. And you may seem like a beggar but money. People that have a lot of money are looking for a place to place it because everyday inflation it's just his way out a chisel away at it. Yeah, I'll tell you the word 48:37 inflation is just like, if you have a billions of dollars or hundreds of millions, inflation is killing you. So you're trying to figure out what ways to places to put your money so that you can make more and beat inflation? And so that's where that leads to the next question, like you said, asking family for money, a lot of times you as family first, because I don't want you to get in on this before I start this fund. I want you to have equity before we get 510 15 million. And that's what we'll go next is what are some of the high level rpms? And what are you guys planning to do to truly grow in? And kind of this is the game you gave me because if I'm able to my mentor told me, he said, if you make 2000 cold calls, you'll you'll buy a million dollar business. And it was my 1900 email that that came through. So then I went, boom, my lead measure my input to get the output I want is outreach, emails, emails, emails, emails. And so I'm trying to figure out how to send as many emails as possible. But you gave me some sauce on how you can just focus on just that and get the money upfront and startup fun. So talk about that. And what then I'll have a follow up question. Yep. 49:54 So when you first start out, I mean, you start out fundraising from people online people People always looking to invest in other people. So, if you've like, if you've never asked somebody for 10 grand, you're never gonna get 10 grand. So, hey, I need 10 grand for this opportunity. Here's the layout, we're gonna have a conversation, let me know. Yeah. I mean, you gotta you gotta gotta gotta get over that I it was a struggle for me for starting out. But because the frog, you gotta you gotta kiss the frog. And you got to, you got to own up to it. So right now, we're starting a Real Estate Fund, equity debt fund. And I was telling Roy about this, because he 50:29 didn't know this. I didn't know it at all. He didn't know this. And I missed it. No at all. 50:34 He didn't know the sales tells educating him about the fun space, and how the high net worth individuals want to invest in good operators. And us as a good operator, what's the good operators, anybody knows how to make money, he's done it, someone who's done it who has experience who has a game plan, who has a scalable opportunity to invest that capital. All these businesses that are around, they all came off of some type of investment. That person did not build it by themselves over time, in most cases, there was some type of investment. 51:06 Like Warren Buffett got his money, he didn't just have it. Yeah, people gave him that money to invest. 51:12 People give them that money to invest 100%. So you have the ability, people want invest in the right vehicle. So high net worth individuals in that 789 figure range, even 10 figure range, they invest in funds. So what is the fund, every major business was a fund at some point, they did a fundraiser for venture capital, private equity, hedge fund hedge fund, they've all raised money in some type of way, shape or form to get to the point where they're at. So fun gives you the ability to create massive to reach the right people that have large capital stacks, to invest in the right businesses, and right operations that are going to produce good things in the marketplace. So a lot of people people are putting funds to attack affordable housing people are creating funds to attack the infrastructure problem in America. Like there's you can create a fund for literally anything you want. I was telling right to create a fun about rolling up businesses because he's looking to acquire more businesses now that he acquired his first seven figure business. Now he's looking to acquire more now he can create, go out there and raise money to essentially consolidate and roll up do a roll up, which is a the form of buying multiple businesses and sell it to another entity at a higher price. or higher. Multiple 52:29 when I when I had that goal to buy multiple businesses. And then I you know, got the first one on OPM did a seller's note. With the sellers, finance, we basically I basically just emailed 1000s of people, one email me back says sure, willing, we're willing to sail. But you know, we want to sell for 2 million, a lot of people don't want to give us that because, you know, we're burning off our we have a high burn rate in this area. So I'll give you the 2 million, but can we dictate the terms? Just like he taught me? He said, Yes. I said, Okay, we'll do zero down, and then we'll pay you this much a month out of the business. So business making 90k, the notice 30k, I immediately start grossing the difference in between that, right. And I have control of the business and he man, he's managing the business until we, you know, until he can make a certain part more profitable. Yep. But it's the conversion rates on emails is hard. Because a lot of people don't understand sellers, finance. It's doable. But I was just like, Man, if I had 10 million, I can go out and buy 10 of these things, 20 of these things faster, right, and roll up faster, and then just give away some equity. And then that's when you said, that's when you broke down the fun to me. So how are you guys implementing that in land, so that you can buy more land and build this hive mind to a bigger level as much as you could share? Yeah, 54:02 so the fun space, it's very naturally hush hush. But you can only mentioned certain things because it's SEC SEC regulated. So I can't actually talk about like fun structure and what we're offering. But I can tell you like the basics of like how you can set it up. And for instance, like you, you might raise money to acquire multiple businesses, and that's your what your ppm is gonna say. And you're gonna use the debt to acquire equity and multiple businesses to eventually take full acquisition of them and then sell to higher entities. And that's could be your whole strategy. With us with land. We're using our fund as a lender to invest in our opera opportunities that we have already have. Currently, we have like 15 million under contract. It's crazy, that we're working that produce that's going to produce $7 million or so. 54:49 And that's just the real estate side. We're not talking hive mind, we're not talking to digital products. But yeah, 54:55 this is just this is just the real estate side. So a lot of that the fund is is going to be our lender to buy and acquire these these properties through seller financing and other creative buyer notes by a lot of other opportunities that we have. So hopefully our front will be the biggest. Hopefully it will be the biggest land buyers out there in Texas, and other opportunities. But essentially, we're using them as lender they we, hey, we like this property, we need you to help the fundings to help lend on this on this on this project. They put up the seed capital, we put a down payment just like a lender would, we put down a down payment, they supply the rest, and then we develop that property and sell it off speed, 55:36 speed, speed. And as you know, you did the hustle, you did all the hard stuff and the hustle and stuff so you know what you're doing now. So now with that funds, you can really just really just gobble up all of these businesses with the plan of selling later or so our cash flow we are 55:52 flippers so we actually have a like a public facing brand called Texas ranch flippers. So just like house flippers they buy, fix up and remodel, we buy, subdivide and sell. So that's our motto is we are we're Texas ranch flippers. Now, 56:07 let's say you the someone who invest in the Fund, let's say you give them you're gonna give them a certain amount of equity, right? The reason why this is so huge for your space, and my space is the margins are crazy. And so now, when you get those margins, which you have to pay back in equity, or pay back to the person who lended for to buy the property is is like pennies compared to the margin, because they just want maybe more than what they're losing an interest. Right? So I You did say you can structure the deal any way you want. But what businesses or what type of businesses do you think is best for a fund? 57:00 It depends on and I'm like I said I'm very new to this. We're starting our first fund. So maybe I'll have a better answer for you six months from now. But there's very different structures like I know, I've been networking since I've been we're in the midst of starting a fund I've been networking with people that have funds. And some people do like a 7030 split, where any part of the profit they give 70 to the investors 30 to the general the GP which is the general partner and then the LP gets to 70% I have a buddy of mine, he doesn't 9010 split. There's different types of splits and type of syndication models where people that have opportunity to invest in certain opportunities. And they can choose what opportunity they want to invest in. Like there's there's 1000 Different forms that I might there's crypto funds, like I don't even know nothing about crypto funds, I just know about the real estate ones and different type of equity splits you might do. But there's a lot of like different variations of this. And like I said, I'm not like the master of all these all these different types of them. But there's a lot of opportunity to even create this and if you get an interview to get on my podcast is his fund is they regenerative farm land, so land that might have been been a corn crop for 20 years now doesn't produce corn anymore, because they suck up all the nutrients from that that corn uses. What they do is they regenerate the farm that whole property and add nutrients and some kind of cycle plants in there to replenish that corn product from the ground that was sucked up over all the years. So they bring back and restore the farmland, which that's amazing. I mean farm, there's so much infrastructure based off of farming and food and all the stuff that can really make a difference. So I think if you have a really big opportunity, you understand what you're doing, you can really make a difference in the world by using OPM and you can make money at the same time and really make a difference in the world. And it's it's fighting against the black rocks and these big funds that desert Yeah, that do that do crazy thing. So those those those big funds they do, they're buying up all the housing and rental properties and the Gen Z's never going to own a home. Like all this all the stuff you hear in the news, like you get the opportunity to create whatever font you want to attack whatever niche and skill set you you already have to make a difference in the world. 59:20 Yeah, is basically just putting a super big engine behind whatever skill you have. Now why do people go to Shark Tank? Or why do they give away so much equity? Why do they do all this stuff? Why don't people know about funds man? It's because a Harvard I 59:41 mean, this is one of the things we're like this is this is stuff touching at those Ivy League schools. I'd never attended an Ivy League schools. I don't even have a college degree. But this is something that you learn through talking to high net worth individuals you learn. You shortcut years of education and we talked about meaning at the top of the collapsing time. You can collapse time through capital or knowledge. And what separates minorities as a whole from acquiring the knowledge that we have is because we were hindered by the information, if we had the same information that other people had, we're able to grow and leverage that over generations. So tips and tricks that, that peep other sectors of so called business people were they they pass the information to their friends and family, and it's just passed on in that sector. And they share information, where sometimes people pay other other certain groups, don't you, 1:00:38 once you get those data sets, man, like, a lot of times, you don't think things are possible. And like for me, I'll just think it's possible because I just like to guide anything's possible. But then when you get that data set, like you mean to tell me I could start this fun is like, you really go, Oh, it's over. Now, it's like, they let me in the room, I'm there now I can really take over what was some, what was a piece of information you got that made you go on not to really take everything over? 1:01:10 Um, it was, it was the ability to really, like really leverage OPM and other people's money, because a lot of people are scared of it. They're scared of, they're scared of failure. And I think that's a lot of Intrapreneurs. Like, they hit that ceiling and like, I can't grow past the ceiling, because I may never be able, I may never get back here ever again, if I fail. So there's a there's a huge, like, fear of failure, when you get to certain points because us in our mental capacity, and like, I don't know how long like this is where like, Warren Buffett, all he does is he buys instead of one share, he buys 10 million shares, you know, it's it's very easy for him to operate in that in that sector in that space. Because he can, it's just zeros. Whereas people like us were operators and physical business operators and physical real estate, I won't be able to do this forever. Yeah. Like, it'll take a toll on me. I mean, mentally and physically. And there's a there's a, there's only a mental capacity that you can take, personally, that there's a limit. And you have to take self care and time off and really focus on your mental health, because a lot of people they have breaking points and breaking points could be at phase one or phase 30. There's a breaking point for everybody. 1:02:30 Capacity, I was a quote, Michelle Welch said, you might have the capability, but you might not have the capacity. I thought about that when he was saying that. So for the people who are who are listening, who may be are neurotic about it. What gave you the confidence to move forward on stuff like what is stopping people and what maybe some mindset shifts that you'd had that made you really just go get it that maybe we can give to them to make me maybe shift their brain and give them a dataset to mill, you know, I could I could do this because it's really easy. It really is, is it's just it's, it's not easy. It's simple. It does take work, but it's simple. And when you know what's on the other side, you'll do the work. 1:03:19 You have to see the future, you have to see the future in a way where I project. It's like the visionary thing. I have a vision in my mind that isn't even established yet. But I know I can attain and reach that. I don't know how I'm gonna get there. But I'll figure it out as I grow to that level to attain to that level. And a lot of people don't have big vision enough to see past that point. So they always they're always kept out in their head. But the only the separate the separator is here, it's not your pockets or the people money backing you or whatever. It's it's the mind that separates the growth you can take and how far you can take it. 1:03:59 How did you meet Anthony? We bought some course. Oh, and you just you guys just met there do Anthony's a beast. I can't wait to Ghana. 1:04:09 Yeah, we bought the same course. So everybody has their skill set. And we're talking about the sometimes just like crazy CEO, but he gets stuff done. And Anthony. It gets it gets stuff down. But like, I've learned a lot from Anthony because he's put me in rooms where I'm able to learn from high level people that operate in their own space. And I've met other people like myself that are integrators and action takers that all we need to do is get we like, um, type personality, like, go that way and figure it out. That's me like I'll go that way and I'll lay the road and build the build the bicycle and we'll make it down the road eventually. I'll figure out how to get down there as far as how fast I don't know but like you I've, I've learned and honed in skills over time that I built over time that have gotten me To this point, and I think this is where like, You got to grow daily, you got to grow daily into that person you want to become. Because if you if you're complacent, you'll never get there because like, Oh, if I make $10 million a year, I'm just gonna chill, you know, it's gotta be hungry. 1:05:17 Yeah, the moment you want to stretch free courage for the future, you're given the universe, the sign to take his parts back. And so you really got to lock in. And it's continual growth no matter where, where you're at? What's your exit number man would like, what is that number in your head where you're like, This is what I want. Um, 1:05:37 it's not, it's not even about the money. For me, it's about the impact, I think, based off of what I do, and how I do it, I have a huge opportunity to impact the world in my own way. So a lot of what I do is the land that I acquire, I choose who I sell it to. So I, there's a bigger mission to what we do as land acquisitions that I don't want to talk about much. But I prevent foreign entities from coming in and buying USDA land, like, I come in, I buy it, and I distribute it to the people I want to distribute it to that are going to do the right things with it. So they hold it in their, their their operators on my behalf. That's how I see 1:06:15 it and wouldn't sell it to BlackRock. Yeah, I 1:06:17 wouldn't. I wouldn't sell it to BlackRock. But it's one of those things where like you control, I control my own little corner of this giant pie, and hover the hub piece that pie gets, I control that corner. And that's my corner. And there's hundreds of operators like me that control that little corner of the pie in there. I'm okay with what I get. But we're all in it together to make sure we were always doing the right thing and distribute to the right people. What's 1:06:44 your favorite part of doing deals in business? 1:06:49 My favorite part, I like seeing the before and after part of it. And like, I want to go do a video on that Florida property that I sold and hopefully see a house there. Because literally what I do is I provide inventory to the marketplace that wasn't available, because it was a big parcel of land, those 100 acres, no one can buy 100 acres. That's why I like what I do, because I make that 100 acres affordable to the everyday person. And I separated and I parcel it out to the people that can afford it. Whereas no one not everybody can afford that large acreage. So I want to go back to that Florida lot, figure out where it's at, and hopefully see a house there, do a video about that. Like, you know, like I create opportunity in the marketplace where people can build and create housing and wealth and apartments, restaurants and you never know, you know, I don't it's not my job to create it. I'm just creating the inventory opportunity, the opportunity for somebody to do it. 1:07:42 Yeah. What if you could it's hard to say one or two, give me a few books, or a couple books that or your opinion on books that have really helped you grow and really get after it in business. 1:08:00 I'm not a reader. I'm not a reader at all. And I always laugh of this, because I've learned so much from books, but it's based off of other people's like secondhand knowledge. So I always say like, if you're not a reader join a book club because they'll break it down for you. Yeah. And like, like, I don't I don't need to read the book. Like I like. I mean, it's bad, but like, I don't I don't read books. I mean, I have books, I bought books. I have books that I've read up to page 10 And I'm like, I can't even get past page 11 And it's like really like knowledgeable books, but I'm just like, I can't like I'm ever add or something. I don't know. I can't learn 1:08:36 anything you learn in doing the business. Not at the books. Yeah, 1:08:40 I'll tell I'll tell that. I'll join that book. Like, oh, we're covering this book. Okay, well, let me cover that book. I'm driving the car because I Oh, what did you guys learn? Alright, this is amazing. Good job, guys. Thanks for breaking it down for me, who's 1:08:50 your who's like your favorite business person or business person you really look up to? Or you're like, I maybe model that guy or, or some of that sort. I 1:08:59 like I'm I'm a big fan of Elon, because I feel like 1:09:03 he's he's me. I hated on him for a long time. But you can't hate them. 1:09:07 I feel like he's, he's literally like the epitome of an entrepreneur because he's creating the future that he wants to see. Yeah. And I think that's us as entrepreneurs. That's that's the overall goal is like, yeah, we do this for money sometimes. But you, when you get to a certain point, you create the future you want to see, like, people will make fun of everybody on Twitter. But I mean, you got a billion dollars, and you want to make a big Twitter better place in your own eyes. And that's your own opinion, whatever that looks like, do whatever you want to do. It's mean it is what it is. And people say, Oh, Twitter's worth $20 billion now and he bought it for 40. Like, who cares? Yeah, he is he loses sleep. He loses sleep over it. I mean, he makes over a windfall on Tesla stock, you know, so it's one of the things where you you as entrepreneur, you create what you want to see in the world. And getting to a point where you want to do that and you find your passion and what you really love doing and just dig in man because you're A gift that God gave you is what? You will harness that. And you amplify that through OPM and you produce whatever that is. And take it to scale. 1:10:11 By the way, Elon got into it with m&a bought Tesla. It wasn't like he built Tesla. Yeah, he bought it and then grew it. So buying a business is like jumping in the middle of a marathon without starting from the beginning, and then being able to run fast or do what you got to do. Going from there. What drives you, man? If we're I was talking about how this girl who bought a $20 million business with OPM wouldn't done to her money on the sellers note, she had this rule that when someone responded to her via email, text, whatever lead came back, she will respond within 15 minutes, no matter what time of the day it was. And I was like, you were like, Wow, that's crazy. And I was like, No, that's you because whenever I Tex you call and everyone who was at the hive mind events that it was the same thing. You're always just locked in. What drives you? And what motivates you to have that level of energy? 1:11:08 That's being locked in with the right people? I'm not like that with everybody. Some people like it's kind of funny, but it as you grow, like, hey, like I have, I have like an anxiety when I see Anthony's phone because Anthony's phone, he's been entrepreneur for 18 years, he has a lot of connections and people in his phone, he's like, like 300,000 unread email, 1000 unread texts, and I'm like, Dude, you're killing me. Like, don't stop sharing your screen with your phone, like, get away from me. And then like me, I'm like, I like 30 emails unread. And I got 50 text messages. And I'm like, 1:11:47 so much better. This 1:11:48 is like, it's only gonna get worse. And I'm like, man, but like, it's, it's people have the right people have your phone number. And I'm always like, I talked to one of my clients yesterday. And I told I literally told him this yesterday. He's like, he's like, I really appreciate that you answer the phone. Whenever I call. I was like, Well, the reason why I answered the phone is because you've been with me since I started. And you operate into my businesses that operate. So you got loyalty points, and I answered the phone, whenever you call, whatever you need. I'm here for your for your assistance. I don't answer the phone for everybody. And he's like, I really appreciate that as like, I mean, you You've earned it. I mean, I would not be here without hundreds of customers like him. That helped carry me to this point where I'm at now. So I'm like, Hey, I at least owe him the answer the phone. Yeah, it is what it is. But it's different for everybody. But you have to focus on what's important. I've kind of like, back then like my appointments and what I schedule, just because my kids or my kids are growing up, I want to spend more time with my kids. And I do want to work out. So I have to scale back a little bit more and start focusing on my health a little bit more. But there's a lot of things that move and happen that like I've seen like kids, I started entrepreneurship with my mom, my daughter was born. So I've seen my kids. I've been an entrepreneur, since my daughter turned, she's turning six this year. So I'm just like, it's just crazy to see how much has happened since I've been on this journey and how much I've grown internally as a whole, but it's just it's just interesting to see like, the what are the drives means like, hey, there's a brighter future ahead. I know where I'm going. I know how I'm gonna get there. It's just time. times on my side. 1:13:36 You have dinner with anyone who's ever lived in history, who would it be? And why were you asking them? 1:13:43 Dinner with somebody, man. It's 1:13:46 changes for me all the time. Sometimes it's Jesus. Sometimes it's King Tut. Sometimes it's loud. So 1:13:52 always. This one This is I think of like, Julius Caesar, like, those like mighty conquerors that they controlled a large portion of the known world all at once. Like how do you coordinate and control that much people that many people? Not that I want to control people at all, but like, how do you organize that? Like what does that look like? Especially in that day and age without a cell phone? Like? How do you keep people how to keep people in line, but like, 1:14:19 The King is calm. I read some fear or read some crazy like one in every 100 men are direct descendants of Genghis Khan because he's like, took over so much of the world and had so many kids Yep. And those those genes are still out here like that conquer gene these these people are probably that's why Black Rocks leaders are they these weird dudes with that gene this feel like they gotta conquer and, and take care of many people. But you talked about impact. And that's what I want to do too. For me. It's the status and the impact, like I want to inspire a billion people. What kind of impact do you want to leave? What Do you want people to say about Daniel or about hive mind when all this is done? 1:15:10 I don't think I don't think I care. I don't care what they say, as a whole, I just know that everybody can deep down say like, Hey, that guy taught me something. And I use that little sliver in my life. So I don't necessarily want them to get like all my be next Daniel Martinez. Like, I don't want that I just want to pick up one thing that can change your life and carry with you forever. Does that that's that's all that's the true things that really impact generations. Because if I can impact an adult, and he has kids, and he teaches that trait to his kids, and now it lives on for generations, and no one even knows where it came from. But it was something that dad taught me, you know, knows. 1:15:55 All right, tomorrow you woke up. money's gone, everything's gone, money's gone, connections gone. But you know, everything that you still know today, what steps do you take? Exactly to build your business back and be as specific as possible? 1:16:17 Take your knowledge and you go start raising money. Real Money is the is the fuel to the fire behind every business acquisition. So you just start asking for money. And it's like, it's like the beggar the beggar type. Every time I every time I say asking for money, every Oh, he's a beggar is a beggar? Like, no, I have the knowledge and information to produce an outcome with your capital. Let me use your capital to accelerate it and amplify it. And you just watch me work. 1:16:44 Without a vision people perish but without money, division, parishes. That's totally huge. That's totally huge. Um, I wanted to ask you, when you, you know, started the hive, you're building all the businesses doing the content doing everything? What was it? Uh, when was that moment when you knew I got something? Because a lot of times you jump in a business, you test you scrap it, you jump in another business, you test you scrap it? When did you know because when I first saw hive mind, I was like, damn, these dudes got a billion dollar CRM. This is crazy that like it does everything you don't even need all the other crap. You can go from website to everything right here. But when was it when you knew like yeah, we got some crazy. 1:17:37 It changes lotman Business ebbs and flows man. Those appointment like Man, this is amazing. And then like, like, it's not amazing anymore. Ups and downs, ups and downs of business. I don't even I don't even it's one of those things where like you have to. There's a there's a video on cue Ice Cube Ice Cube said, he's like, if you're not willing to put over if you're not willing to put five years into without making $1 Don't start it. And I think a lot of entrepreneurs are want to be entrepreneurs, they want instant success. And there's entrepreneurs that get it there is entrepreneurs success and more power to them. But it's not. It's not that doesn't happen for everybody. It takes years of effort and work to get to where you want to be. And like even me having this conversation. I've been doing this for six years. I've been doing this for six years. Like I started this when I was 25. I'm 31. Now, I've been doing this for a long time. There's a lot of effort. There's a lot of time. There's a lot of hours that went into what you see here today and what you see in the future. There's a lot of hours that went into that. Yeah. So if you're not willing to put in the time and effort and consistency over yours. Don't start start don't do it. Don't start the there's a there's a old there's an old folk tale whatever. Like don't Don't count your success and years kind of decades. 1:18:59 That's huge. That's us continuity. So how do you stay consistent? Because I got friends who are so good at speaking at this, but they can't stay consistent. And I you know, I talk my shit. And I tell people, I'm gonna beat them and I'm gonna beat them. And at the end of the day, the reason why I can Beach is because I have the strongest power known to man, which is attrition. I'm gonna beat you to attrition. I'm gonna do this every fucking day. And you can't and I know you can't. And I'm gonna go to this gym every day. I'm going to do Legion every day. How do you stay consistent every single day like that? 1:19:34 I like having my calendar, semi booked because they have to show up to work every day. I get phone calls every day. And I My wife hates it. She hates it. She's like, why don't you take a day off? I'm like, I'm like it keeps keeps me on my toes. Like, if someone ain't calling me I'm making no money. So like I it's like a love hate relationship. And I'm trying to do better with it. But I like I like the activity of being active. Because it shows that there's action being happening. Like if your phone isn't ringing, you got a big you got a bigger problems 1:20:11 that deal, right? That's the only failure in business is the deal, right? And you're in the deal, right? You ain't on the phone, if you're not communicating if you're not doing shit. So 1:20:19 get your phone ring in some way, shape, or form. And that keeps you active, and it forces you to show up and force you to produce, it forces you to contribute. Because if you're not contributing, I think you have to be active and you have to be active in everything, man. Gotta be doing something. Because the what kills people when they retire in activity, and activity will kill you every time. And I've seen it happen through older, older family members. And activity kills you every time. So you got to stay active. Even if you don't like it, you got to stay active. And that means in health, that means business that means and everything else, the act of 1:21:00 this is question I want to ask because that's what I'm struggling with right now is how do you create those systems to constantly lead gen constantly convert constantly do reviews? How do you think about or go about setting up your SOPs, so that it consistently gets done? Like, like, it needs to be done. 1:21:22 I've gotten better over time. And it was it's so it's always a constant, if it's has to be a constant point in your business to efficiently track and efficiently grow your business. It's something you just every day, you just that every day, like I get new ideas. I'm like, oh, I should do this, I should do this. And I'm gonna do this, Hey, I tell my team, hey, I need to do this. You guys do this in this room. I get new ideas every day to make it better. And new things are created. And I didn't have that idea. I didn't have that idea two years ago when I started it. And it's just like, hey, boom, let's implement this idea of something like this, hey, when that person responds to this, let's reply to this. And it's just implementing and automating, like I love. I love hive mind as a whole, because I have the ability to create systems in my business that are now established. Yeah. And now the only component that I have to stay on is the people part. Yeah. So if I build up a follow up system in the in the system, whether it's email, or text, or RVM, or whatever, it's there, and it just runs. There's no inefficiency. That was just managing the human human side of it. 1:22:33 Yeah. Oh, got a few more minutes. I'll talk about ads real quick. What can you say about ads as strategies? Ads are inbound, right? And I know you have an ad guy you spend, I don't know, upwards 20 30k ads a month, putting ads out. But I'm people who just want to know, how can I implement ads? And how does that work? Does it work? And is it hard kind of how do you think about it? 1:23:00 Ads? Are the the growth formula to your business, just like capital is ads is the lead side of it. Yeah. So if your business is terrible, and your phone isn't ringing, that's because you don't have enough marketing out there. And ads is the way ads is the way to do it. So think about this, McDonald's. Superbowl comes up, there's McDonald's commercial, you think McDonald's, they're on every street corner there. Now all this thing, why did they why are they still why are they? Why are they still doing ads are they're spending millions of dollars in ads for TV ads and Superbowl ads and billboard ads and online ads. Why are they still doing it? They already have such a brand in the marketplace, is because if they turn off the ads, and they turn on adspend their their profitability and their income goes down every time every time. So if you want to build a business ads the way to do or Mozi I was talking about this, I read her moseys book. I did read her Moses book. I did. That's one book. That's one book I read. I haven't read the 100 million dollar leads yet, but I read the first $100 million offers. And that was a book I read through and through. And the reason why is because when I do get the opportunity to read, I can see through the lines because I have a marketing brain. I have a marketing brain. So some some people their sales guy they might see the sales side of in that book, and they might see the marketing side of the book, they might see the leadership side of that book. I saw the marketing send that book and I knew what he did, even though he never mentioned it. So the way her mosey built, the gym launch was all through ads, he found struggling gyms that did not have leads, and he was the ads guy. He came in through acquisition and like, Hey, let me acquire and boost your business, but I want equity. And that's how he did it. He boosted their business through ads. So you have the ability and I think you're more of your sales, right? I'm more of like just get you on the sales and management, sales, sales and management. So ROI, here's sales and management. So he's leveraging a skill by sales and management to acquire businesses. So me I'm Mark Doing so I'm gonna leverage my marketing arm and systems systematization arm to leverage and acquire people's activity as a whole. And that's one of the things that you can really leverage your skill set and whatever that is that you might have built over time. Maybe you're you worked for a marketing company for 10 years. And now you come to an entrepreneur and you start a marketing business, you now have 10 years of experience that you learned on the job to grow a business in that niche, because you have on the job experience that you can leverage. Yeah, because that's firsthand knowledge. Yeah, 1:25:29 you know, it's funny, you talked about her mosey because now that you have a certain set of knowledge, if you can Systemising your brain, how you think about something, you can use AI to get it done right away. 100%. So there's a website called snack prompts. Again, that snack prompts and there's a whole mosey prompt in there where you just literally type in your business, which you sale in all of your targets, and then it spits out an offer with with everything you need, based on his book. That's funny, right? So of that, 1:26:03 there's some data nerd behind that. 1:26:05 That's probably the title and all of that stuff, man. And it's like, because at the end of the day with AI and what, with AI, you can do anything now like, like how he said, you want to lead gen and call in now I can send 1000 emails a day. Like, without even doing nothing. As we're sitting here, the damn AI system is sending out emails, and then I just have to follow up. So there's really no excuses nowadays. But my question before my last question is, I got an 1:26:34 update for you, we thought we might be able to help you with your AI follow up working on that. Okay, so it's not even you anymore. So 1:26:41 now I don't even have to talk to the people when they email me back just a I could talk to them based on what there it is. Well, there's my question, is AI going to take over the world? Um, 1:26:50 I think I think it will, I mean, not not take over the Terminator, not the Terminator type AI. And I don't know if it might happen in our kids generations or grandkids or I don't know, I don't know what the future looks like. Technology has advanced from 99 to today has been insane. The last 24 years of my life, or the last three, four years of my life, Moore's law, it's just it's been amplification has been insane. So I don't know what the next 20 years looks like. But I know, there'll be more businesses leveraging AI because I feel like businesses are already leveraging media already leveraging AI in the simplest form, but it's only going to get better. So I don't I don't know, it's gonna affect a lot of different businesses. I don't know to what aspect. So maybe somebody who created this is where I love. Businesses won't grow in people they'll grow and how big how much money can you grow with less people? Because I think like Snapchat, and even like only fans, they have like sub 100 employees, and they're making billions and billions of dollars with sub 100 employees. So it's not going to be like the implication of like, how much money can you make with so little employees? 1:28:02 Yeah, systems man. The quality of the quality of our life isn't based on the answers we have is based on the questions we ask. So what question Did I ask you that you think could really help everyone? And then answer that question? 1:28:20 Ah, that is a good man. 1:28:24 Because you don't know if you don't know if you don't even know that you don't know you even know what question to ask. Or what's a gym, you can leave them with? 1:28:35 Start A Podcast, and I wouldn't even talk about this. But start a podcast, your 1:28:39 media company if you if you do business, you're a media company. 1:28:43 Start A Podcast. I've learned so high with those podcasts have this.com. Go check it out. I have 430 episodes up right now. But I've learned so much from my guest. It has made me smarter. It's made me 1:29:01 think differently. I've become friends with high level people. 1:29:05 I've become friends with high level people. I've invited them to speak at my event. We've had dinners and even more conversations beyond that. There's so much leverage you get when you start a podcast and I've said this on my Podcast, the podcast was for me, you listen. I'm sorry. 1:29:24 That's my coaching session. That's, 1:29:25 that's my coaching session. And it's a one on one you just you just have to fly in the wall. I'm sorry. So I've learned so much from podcasting. It has been insane. I've been doing it for two years now. And I cannot tell you the amount of things I've learned and I only I would be here right now without podcasting. 100% 1:29:43 A guy charges 100,000 for an hour for coaching. You get that for free if you haven't on your podcast. I 1:29:50 mean, I don't know. I don't know what to tell you sort of podcast. I think that's the biggest thing that I've learned over the last few years and that like creative finance, I think is a huge one. If I wouldn't learn creative finance, finance, talk to people. So let's talk to people learn what they know, dig into conversations, ask great questions, and go produce content. 1:30:10 Where can they find you, man? 1:30:11 I'm Daniel Heidemann on all platforms. My business is hive mind serum to IO. I have the hive with this podcast million dollar land masterminds I come I got a bunch of stuff. If you find me, just follow follow the White Rabbit 1:30:28 was good. And you would help them find deals right now. 1:30:31 Find deals, whatever, whatever you need. I gotcha. That was really good. The 1:30:34 White Rabbit thing I'm literally going to your website and looking for a white rabbit now. Well, me, 1:30:38 me and me. And they make a joke about the because hive mind is kind of like a scientific sci fi Star Trek II type term. So we always equate it to the matrix was just follow the White Rabbit. So in this analogy that if you follow the lead path that is presented in front of you, you end up where you want to be. And that's all a funnel is. So if you go down the funnel, you'll get in touch of something. And this is so crazy, too, because this is so funny because I have so many like leads that come in organically, because they follow the White Rabbit and the White Rabbit is whatever they're looking for, but it appeared and appears in front of them if they find it. 1:31:18 There it is. Daniel, thank you so much, man. Thank you for your time. You guys thank you for tuning into this episode. Make sure you hit the subscribe button, hit the comic button, hit the share button. Do all of that reach out to Daniel don't just sit here and listen to the podcast take action. Get his course get his free course he literally has a $1 course to show you how to make 100,000 1000s of dollars even a million dollars on a land deal depending on that lead that you get. So take action. Don't bullshit. Thank you again for watching. Till next time, always remember to be your cell