0:00 You shouldn't work for the CIA, Daniel. Guys ready to record everything I know for recording when this thing starts? 0:13 Well, I'm sometimes I'm like the recording all the way because sometimes we like break out and like talk about stuff. And then I feel like we have a point where we start to call it we're starting to call right now and then I say 0:27 stuff that it started out with all the nonsense in the beginning. 0:33 Man, it's too much 0:35 sometimes now that nonsense makes less sense sometimes. 0:39 All right, Anthony, here's your cue, what do you say? 0:42 What I said was, I see, I saw three people, there's only 11 people in the room just now. And three people on that list got deals this week. 0:51 Wow. So 0:53 we're starting to see a little bit of movement, guys, you know, we're in recession, people are dying, people are starving to death. And we're still getting deals, you know. So something to say about this group. You know, I don't think it's anything special about what we're doing or the strategies or anything, but I think it's the individual, the people that are not going to take no for an answer. Some of us are too oblivious even know that we're in a recession with what's going on. We're just working on nine to five may have to do. So I think it's pretty cool to watch, man, it's fun. It's fun to be a part of it. You know, like, literally my cousin's on here, she actually got two deals in the last seven days. The list is on here. So congrats to her. She's been coming to the cause for a long time. And she showed up to like three for in person events where I spoke and, you know, she was just always consistently there. And then bam, two deals in a week. So we see this over and over and over again. And you know, the people that are kind of around us the most and the ones that are participating, and let's say doing what we teach well, sure enough, it works like You don't say. recombinant DNA. 2:20 Sorry, I was muted, recovering being truthful in negotiations. Because it's a leverage point. I was muted. So, everybody here, thanks for coming. Happy Tuesday. End of the years coming up. I know, there's a lot of people working right now. All the stuff we're doing for us for next year. So put in the work. And we'll see some results next year for all the work we're doing today. But today, we're covering negotiations, a little bit in negotiations. Anthony is very, very skilled at what he does. And he gets better, the more he talks to sellers. So if you're struggling with sales, talk to more sellers. It's I think the key point, but I kind of want to go over what is pitches, because it's adapted and grown over time. And it's gotten really, really good now. It's gotten really, really good. So if you want to start off, like where you started previously, and then how it's adapted to what it looks like now, as far as your pitch when I'm talking to agents and sellers, Anthony. 3:31 I'm sorry, she's getting out of my truck. He helped me with this one. Because sometimes you helped me trigger off things. And I'm saying, yes, what 3:41 to do, man. I'm the sounding board. 3:46 And Daniel Daniels, the hive mind broke gives me a lot of energy, lots of good ideas. Sometimes I'm giving them the world's best ideas like now I do, hey, never gonna work like that. Here's what you got to do. And I think it's for one being around somebody that polishes you that way, where they can tell you like, hey, no, I don't think should do that. I think we should do this. And then also, you know, somebody that that does feed your ideas. Like when you do have an excellent idea. They're not just being a hater, like, no, it's never gonna work. Like he's literally like, no, no, here's what we can do. Let's do that. But let's also add this. And that's a never ending conversation that, you know, sometimes we're on the phone for 468 hours a day, just thinking of the next thing, next angle. And if somebody doesn't have that, if you don't have access to a person like that in your life, I suggest you find them quickly, whether that's God. Whoever that is, you should have somebody that's a sounding board, somebody that you can vibe with, share ideas with, and then help you expand on those ideas. And then when you have an idea that's not amazing. To quickly move away from that expand into something else. 4:47 I'm always willing to try something once no matter what the what the what the what the thing is. But one thing I'll say too is I just sometimes I just phone calls, and I don't even say anything. Like he'll just pack To me, and I just listened. So a lot of this is just giving constructive feedback on his call. So it's not necessarily like, I'm like, I'm not national negotiate, I just, I've, I've picked up on different things, he says different times. And like I said, it's just, it's just constant practice and working out that muscle. So one thing I noticed when he first started doing it, it was always he used to, it was always like, if you guys been with us in this room a long time, we've kind of developed our pitch, even in this room. So every time we hear something new, or we're trying to adapt it, it always comes across differently over and over again, just because we're always adapting how we pitch it. So the poor, were just asking social selling to finance. And now we're trying to pitching and more to like partnership innovation. And it's kind of growing into where a service provider, whereas before we would represent ourselves as buyers, right now, we're trying to like, Hey, you have a problem property. You have a problem property that doesn't move. And it's hard to move, and we are able to facilitate that transaction. So we're trying to position ourselves as almost like advisors, and we'll put money on, we'll put money down, we'll put our skin in the game. Like we're very serious about this. But we're very into transitioning the conversation, because most time buyers are bullies. And we try and be a friend. And 6:35 I was gonna say that's something that that we've always done in the past is, instead of us going in, you have people like, oh, the property is a piece of mess, it's a junk and needs a lot of work. There's no way I could pay that we come in and the property looks amazing. Like it houses a lot of character. This property is absolutely beautiful. You never tell him how terrible the property is. Why would you say that? Right. And then also not being fake being very genuine, you know, point out things that you actually like about the property that that puts them in the right frame of mind, where they don't feel like they're your opposition, you know, they felt like Yeah, right. It is awesome, right? And then bam, you get that synergy board with that seller? 7:10 Yeah, and then one thing, one thing is that we've been positioning yourself as is not the buyer, like called Tom straight up, we're not the buyer. But you put money down, we can become the buyer if you need us to, but we may not be the buyer. So I think solidifying like where you stand in the transaction, kind of goes a long way. One thing that I think Anthony is he does almost on every transaction, every phone call that I've seen, is that we're not the buyer at this at your price cash. He makes that very, very well known early on upfront that we're not buying this cash at that price point right now. And most times the seller is like, Oh, well just write an offer. Tell us where you're at. We just want feedback, you know. And then we come up with our creative offer. But we always we always think Anthony is very upfront with the we're not buying this cash at your price. 8:10 Yeah, I think it does a couple of things. It lets it for one, you take out the line, right? Take out the fakeness and yes, ma'am, I'm gonna write you a check for $6 million dollars out of my account, right? We don't do that at all. It's not part of our pitch. It's not part of our culture. So early on, thing saying, hey, the property is worth two and a half. Jasmine's on this call. We offered a million cash seller was like I can't take it. I'll give you one one. Right. So we're slowly creeping up that we're like at one three properties appraised at two, five. So in the lady's adamant she just wants to cash cash, cash, no creative. So our cash offers very low, very well let him know that I cannot buy it at this price. But we just talked about maybe you know, before last weekend, Jasmine's on the call, we went over it. I told her, Hey, tell her we'll give her her full asking price, but we're not going to buy it. We will go in there and prove the property and then sell it for her at that price. Like more like a Novation agreement. Right. So again, in the spirit of transparency, and this is exactly our pitch over and over and over again. We don't we don't deviate. Today, Gabe was in the office with a friend of his looking at some deals. And I said the same thing. They were like, Should we just pass on this property? Did you make the two offers like blue? Like give me like I'm on a spaceship? We always make the two offers that what are the Daniel? 9:25 full price with long term seller financing and 50 cents on the dollar cash price? Every time every time. And the reason why is because that buyer if we negotiate with that seller to the end, we're somewhere in there if we're somewhere or somewhere in those parameters, so we start off where we want to be on both both ends. 9:49 Think about that. Guys. I know people in this room right now I know you're doing it. The seller gives you a crazy high price. You can't see it and then you just go ghost on that seller. Like it's something you guys Don't remember his think about how hard of a time you have coming up with a value for a property. You personally as a professional, or a wannabe real estate investor, how difficult is it for you to come up with a realistic number for that property? So what in the world makes us think that the sellers know what the property is worth? They give you a crazy high number, you lose confidence, and then you don't make the offer. You're the professional real estate investor. You only have two offers to make. One of them's low cash, and then one of them's creative. And that's it. And if they don't want to budge on either, okay, ma'am, the property sounds amazing. I'm sorry, we couldn't make this work. Is it okay? If I follow up with you in a couple of months and see how you're doing? It goes into a CRM, it could be hivemind, it could be a free Podio. It could be anything. And now, every 90 days, they get dripped on that says, Did you sell the property yet? And that's it, guys. There's no rocket science. So you guys make 10:55 one thing I really want to hit on. This is time, time, time time. There, we have done so many deals, where all we do is make that connection, make the offer and we wait. 11:09 Time something you guys think about is that like if the seller doesn't say yes, right now, I just lost, I just lost the negotiation. But times on your side, right? Because you have a million other sellers to talk to you. Chances are that person only has one property. So times in your favor, right? So if you got to revisit them in two months or three months, that's fantastic. But are you going to talk to you 1000 sellers in those 90 days, while you're waiting for this guy? Are you going to hold your breath and see what this guy says again? Cuz he thought it was a great property? 11:42 Yeah, so time, time time, so we always make the offer. So even our team struggles with this. So don't don't take it personal. But make the offer, make the offer and wait. You know. So, first thing you always do is we solidify, and I guess we should make make a PowerPoint or something in the list. Maybe somebody take notes and make proofs it later. But one is we solidified or not the buyer at that path or price for cash. Number two is we actually make the offer, hey, we're going to be something we can do your price if we do some type of terms, or our cash price is going to be somewhere around half just because cash is expensive. Number three, if right now's not the right time, I understand we can always follow up with you in the past. But sometimes like No, no, we're ready to worry to have a conversation. Now this circles back to number four. So we're digging into the conversation as far as what what are their needs and wants for the transaction? And I think this is kind of digging into your your sales of what does the seller need? 12:50 Right. Yep. And this is something that I think we forget, right? Because we're all in sales. We all need to make money for our families. And, you know, for ourselves just to stay alive. It's have a high quality of life. But you forget there's other person at the end of the phone. Right? Those people they're not robots. They're not. They're not your adversary. Right? This is a normal guy. It's a grandpa, it's somebody's Dad, it's somebody's mom, you know, somebody's granddaughter. So if you come in and you ask great questions like, hey, you know, you said you had a full price offer on this thing. You know, why did you sell to that day? That well, he said he wanted a nine month option? Well, what's wrong with the nine month option? You know, what's wrong with that? Like, well, I can't take that long. Why is something pressing? It's time against you in some way right now. But can you tell me a little bit more about what, what the big problem is with you having to wait nine months? Well, it's I don't care about waiting the nine months, I just want to know that I have a for sure. Buyer. I don't want somebody to waste nine months of my time and then back out. Well, now we've identified a better problem, right? So ma'am, what if I gave you $100,000 When I signed the contract that that goes to in your pocket, if I don't buy this property, so that we know I'm not going to waste nine months of your time. Right, and just asking those good questions genuinely caring. Like Daniel said, being transparent. A lot of times, once I know they have a high number I'll tell them upfront, is hey, I'm not gonna be able to do it at that number at all. You know, I'm not going to for one, I'm not going to remove the money from my family's bank account my kids bank account and put it in years. I'm just not going to do that. It doesn't make sense at that price. But I have a couple of different ideas of how we can get this done without me being the buyer. And then you qualify. Is that something that that you'd like to hear more about? 14:43 We got a couple questions was over the qualifying here second. Pass, get get quite a bit of agents blocking How do you get past the gatekeeper. 14:52 Okay, if you have agents blocking is because you're trying to remove them out of the transactions. Subconsciously, one way or another. You're busy you're undermining their position, right? So you gotta respect the gatekeeper you got to pay the gatekeeper right? When the fairy man takes you to heaven, you gotta leave the two coins over your eyes that pay the doorway. 15:11 So one thing one thing I'll say to this is whatever you're saying is is turning them off it could be your tutor to coming to strong you maybe not showing authority whatever you're doing is throwing them off. So one we always tell them hey, we're gonna we're gonna page and commissions we tell them straight up finally, we're not trying to cut you out, we're gonna page in commissions. You can you can Kai and you can try and like circumvent some of these like, these. These like my not necessary basic questions, but minor hurdles that the agent might give you. But like, Hey, we're gonna pay commissions. No problem. It's not it's not an issue. Like we just were trying to get a deal done. If you want to get a deal done. Let's just make it work. Now, the last thing to do is if the if the agent stonewalls. You just keep track of the agent and just keep track of the property mate whenever it falls off the MLS. Because if that agent is stonewalling that transaction, which happens, it happens a lot more than you think. Just follow up with the seller directly whenever it falls off. So we had an opportunity with Marvin, who's driving right now, a deal we the deal was the agent agent stonewalled us, it fell off market it was listed for I think a year and it fell off markets agent couldn't sell it. Now we're having a conversation with the seller. So there comes a point where once the gatekeeper falls off, now it's your time to strike. So work with the gatekeeper as much as you want. Try and level the playing field where you're not trying to overpower them, because they get defensive really easily. Yep, 16:39 so I think it's about getting them on your side, right again, saying, Hey, I work with agents all the time. I friggin love working with agents, because that means I have to do a lot less work on my side. You know, saying phrases like that automatically makes that person see you as an ally instead of a threat. So yeah, saying cool things like that. Man, I love working with agents, the best deals I do are with agents, because you guys totally get the game. You know how all this stuff works, it makes my job so much easier. Thank you so much. Whatever you 17:08 just said write that down, because they love hearing that they love the confirmation bias like, Oh, I'm bringing value to the transaction. Here. Their ego ever, ever says, you feed their ego and they fall right into that. So if you're getting feedback, feed their ego. And 17:24 this is something that we want to talk about. So we call this call, 17:29 what was it Daniel? being truthful, to get better? I don't know, we call it 17:34 a monster clothes or something. All it was, is getting people on your side, right. And you don't do it in a cheesy way you do it in a genuine way, right. And even if you're not good at this, you can practice it on the cashiers at the grocery store. You can practice it anywhere when you're in public, right. And the way you treat people, the way you speak to people the way you make people feel. If you go around making people feel amazing all day long, by the things that you say, you'll notice that everybody around us in a good mood. And if somebody is in a terrible mood, sometimes you can quickly lift them out of it. Right? Because you're genuine, you're filling it, you have the energy, you're giving people energy, and then you just start to walk around like that. Right? So when you're talking to a seller, and you say things like, Oh man, this is one of the nicest properties I've seen lately, this thing was sold that pond, oh my goodness. I've never seen somebody oaks on the property. So when you're telling somebody how amazing what they have is, you're keeping them like in the emotional state of their brain, right? Instead of like the analytical part of the brain can be in two to two different parts of the brain at once, right? You have your reptilian brain, like fight or flight, when you're gonna go into defense or attack somebody, that's probably what's happening when you're arguing with the sellers on the phone and telling them their property is crap. Right. And then you have their analytical brain where they're trying to do the math and trying to make the numbers work with you. And then you can help keep them in an emotional state as well, right through praise and compliments, and also genuinely caring about them, asking them to tell you a little bit about the history of the property. How did you end up with such a beautiful property? You know, you've had it for 20 years. That's amazing. Like, how did you end up in his life position? Right. So yeah, like Daniel says, as you're building people up, you keep them in that frame of mind where they need to be to have a seamless transition, where they're just not to focus on the numbers. We've had people, a guy sold us a property 30,000 less than his eyes offer, just because he was filling our vibe. Right? There was no, there was no logic there at all. But if you're arguing with a guy about percentages and a RVs, and values and all that, you're keeping them in that in that analytical part of his brain, and you're never gonna get anybody like they're like that. So 19:32 what I wanted to get into this feeling the ego so somebody, James asked about more about hitting the ego. So Anthony does this with matter who he's talking to. So if he's talking to the agent, he feeds his ego, the agent like Yeah, we love working with agents because that they make the transaction so much easier. Our agents, every time we do a deal with the agent, it's the easiest transaction. It's the smoothest transaction we ever have. So if you feed the ego, the agent and then he feeds in your salary talking to the seller directly. Hey, you have a beautiful problem. property, how long have you owned it, he's always asking those, those creative questions just to get an actual conversation out of the seller to. So he's always feeding into no matter who he's talking to, he's trying to pull it out, because he wants them in the emotional side of the brain. 20:18 So let's go over a real world example. This week, we signed a contract for ranch 243 acres for $2 million. Somebody on this call, was exposed to the hive mind about maybe less than 40 days ago, he was actually one of the speakers at our live event came and killed it, of course, at the event on stage really caught the bug for investing in land. His very first deal is a $2 million contract, just over $2 million contract. And there was an agent on that hill. So I would like to bring up Mr. Daniel to the stage, Daniel Burke, welcome to the stage. So tell us a little bit about how you find the lead how the conversation went? How did you get the agent on your side? Can you just give us the whole flow? How you went from knowing nothing about land to having a $2 million contract? 21:01 Yeah, absolutely. Well, first off, I, I guess the the key thing here, and this is what I've appreciated about you and Daniel, since I first met you guys is I think the speed to performance in any any opportunity. Any vehicle comes from being partnered with people who you can learn from mentor with. Okay. Cool. Yep. We're good. Cool. Again, I'd actually say I think a big part of this is in part because of you guys, right? Like, yes, I made a phone call. I can talk about that in a second. But, but but it was only because I had this line of communication with you guys. Where again, if you're in this group, right now, if you're in this mastermind, if you're not texting Daniel and Anthony regularly and asking questions, live, and in real time, they might not be able to get back in 30 seconds. But I guarantee if you ask for help, they will help. So I think that's one of the key things to all this. But yeah, I found this found this opportunity by doing a zillo search for listings above a million dollars, over 100 acres there in Texas around San Antonio and I just scrolled to the bottom, scroll to the bottom on Seth and beyond the longest. And I started picking up the phone and calling over a couple calls I built out of scripts that essentially I just gleaned from having conversations with Anthony and Daniel and Brewster and all the, you know, the awesome smart people in this group. And when I got on the call, I think the what maybe felt a little different was I just asked questions. I didn't try and close it on the spot. I didn't try and put an offer out, I tried to ask questions, treat him like a human being who is doing the best that they can and treat him like a professional. Because that's what we are. We're professionals. And we should treat everyone as a professional. Treat them as they're an equal, right? Like they're, they're on your side, they're on the same team as you. So yeah, building them up and appreciate him and asking for help looping him in. Yeah, and then ultimately positioning the idea towards the end of the call of, hey, there's a couple different ways we could do it. We could offer cash right out. But I see this has been listed for a long time. And so it would probably be significantly less than ask, or we could explore something. You know, where there's where there's a creative finance option, you know, there's a couple different ways to do it. But would your salaries be open to something non traditional, more creative, like an owner carry or, you know, some type of, you know, creative situation? And she said, Yes, and that's where it all started. 23:53 So, one thing I one thing I'll say to this is, even if you don't have access to our phone number, you can post in the group, you can DM us you have access different ways to access in different ways. We do try and respond as as speedily as possible, but sometimes it's harder. Some days it's harder than others. So it's one of those things where like, I think I think I tell people this all the time scroll to the bottom of Zillow search to search the property Obama Zillow. And how many hours do you think you dedicated to cold calling Daniel? 24:27 I'm probably that was probably in that first week. That 15 to 20 Somewhere around there. Like I mean like I had some I had other things to do but I just I saw an opportunity and I wanted to one thing about me is I can fixate on things pretty easily. Both is very positive and to my detriment. And I fixated on on this and so I made a bunch of phone calls. I 24:55 think it's a superpower and a curse. Definitely. Yeah, 24:58 that's the first thing I Thought I was like so and I think you can do that with anything. Right? If you know you have an eating disorder, right, there's mind games, you can play with yourself to say, hey, look, I'm not gonna have the things that I like to eat until I finished this whole salad or you can use things that don't work, because everybody has things that don't work in their brain, right? And if anybody says, otherwise, I'm gonna say your FOS, because I know a lot of high performers. And we will have something a little wrong with this. But you can use those things that are like, yeah, not your best strong points, and you can make those your superpower. But people are so afraid to touch those tools. They don't use them. And I do what Daniel does. And I don't know Daniel very well, because only known him for like six weeks or something. But I do the same thing. I know that I hyper fixate on things. So I tried to make good things, I tried to use that for working out for my business, right for taking business calls, I tried to just dump all my energy into something that would actually show progress. And maybe that's unhealthy, right? Talk to a psychiatrist, like you're a maniac, you're not supposed to do that. But you can use that to your suit as a superpower. If you know you get fixated on things, get in front of that phone, get in a phone booth, and start making phone calls, call 800 people all in one day, right? But somebody on this call is like, you're not going to talk to eight people in the next 40 days. So try to find out what you know, know, yourself, know, know, what makes you tick, and then use those as your strengths. So going back into this again, real quick, I wanted to cover a little bit about how being honest and being transparent is actually a pretty cool superpower to have. Because the only time when you need to use, like negativity, right? Like like manipulation, use tools like that. And they're very popular in sales, right? Those tools, the only time you need to use that is if you're selling a product, right? It doesn't have any value, or you're promoting a system or a service that doesn't have any value. But, you know, I talked about this on the podcast, I think it's Kindle is unique podcast, where I was saying, like, I felt like, if I let this person down, if they end up not selling me their property, than I did them a major disservice. Because now they're never going to know what I'm capable of. They're never going to know, the excellent experience that I could have provided to them, but never gonna know it now. And it's all my fault, I let those people down. So I know for a fact that when I'm in a negotiation, I'm providing something amazing. Like, I feel like I'm one of the best at what I do. And even if at wherever I fall short, my integrity makes up for it. Right? Because I really do have their best interests in mind. We do a lot of deals where we don't get paid anything. Right. And if you're on this call has probably helped you in some way and and expected nothing in return. We just do it all the time. So again, learn behaviors, practice learn behaviors, if I'm on the phone with the seller, and I'm telling them something like I'm super genuine about it. Like literally, I know how to help you. I know what I can do. I know what your experience is going to be like, if you decide to go with us. So you're talking with that conviction. And you're letting these people know, because yes, I'm the man for the job. Like I'm going to do something amazing in your life if you give me the opportunity. But also, if you don't give me the opportunity. Well, you know, then best of luck to you, right, because it's a rough world out there. So I think that's that's really a big become a huge part of our pitch is that we know we have something awesome to provide. We know we're going to do right by them. Sometimes we pay overpay, right, what we had already agreed upon with the seller. I have one live right now, we had already agreed on like 297 for to five acre tracts. And the guy wanted to bump it up to like 317. And then finally, after we signed to get it in the contract, I promised him 322 I haven't even signed the amendment. But guess what? He's getting 322 Just because he wanted more money. Could I have shot him down? Sure. But he wanted he needed the money he just gave me he said he wanted it. I can still fit it in a deal. Here have some more money, whatever. I don't know why he needs it that bad. But here you go. Alright, so overpaying when you can when it makes sense. You know, hearing those things, right? Because I even told that guy, him and his wife looked us up on YouTube. And I said, Hey, look, I know you don't know me at all. But what I'm telling you right now is that I promise I'll over deliver, I can tell you that. And he says, you know, Anthony says me and my wife looked you up. I was like, Oh, he's like, and we saw your videos and stuff. And he's like, we just we want to do business with a company like yours. He's like, I know who you guys are, and I know where you're coming from. And we just want to do the deal with you. So I think that's everything, then if you're just ultimately transparent, if you're providing an excellent, excellent service, you really do over deliver, people are just going to hear it in your voice. They're just gonna hear it, and they're gonna want to do deals with you. And then things magically happen, you know, things just you're just always in the right place at the right time. You say the right things to the right person. And then the sellers just see it. There's like no, I feel it. I know it's you. I want to do the deal with you. 29:47 And you kind of cover the offer. I have the document really just show that word out but cover where the offer came from and why it why it why it works. And I'll show you here in a second. 29:58 Which one Oh 243 Yeah. covered the offer you said? Yeah. So 30:05 we got it, we got the deal for. 30:07 It's listed for like two forms and change right to four. 30:12 We got we got it under contract for 2 million though. Yeah, 2,000,060 2,000,060. And we've already succeeded on, 30:19 let's say, two, four divided by 243. It was listed for 9876. And acre, when we've been selling stuff in this area, for like 17 to 35 an acre. So we're like, I don't know, 30 cents on the dollar, something. But we ended up getting it for 2060 2,060,000 divided by 243 8477. So we're like 1000, under asking, or about 20% off of asking price. How do we come up with an extra 60,000? On top of that 2 million? We got we offered 2 million and we shook on it with the agent, right? We haven't talked to the seller at this point. But when we sent the offer over, she was like, Oh, you guys didn't include my fee in your down payment? Right? Because we offered 400,000 down. And I'm like, okay, don't worry about it. We'll write it up. And she's like, whoa, but you guys are paying the agent not to sell it. Because they got we got a discount. We got seller finance with 0% interest. So I'm like, okay, that's fine. We'll pay the agent fee, right? 60 grand 3% of 2 million. So that's how we ended up with the funding number like that. But that was it, you know, getting the agent on our side, letting her know that we can perform. We share the vision, right, our contract says that we have the right to market the property to other investors and other other buyers. Right. So we can show the property while we're under contract now. 31:46 Lots of courses, tender science. 31:49 Boom. Yeah, yeah, it's an assignable contract. I mean, there's just a lot of cool things about the way 31:54 we got 18 month financing. What about 100? a month? 31:59 Yeah, so do that. Let's do the math on loan. Right? Let's, let's understand the gravity here. Let's say 2,060,460k. Down. What's our balance? Forward? One, six. Okay, so one, six, even on the 30 year, and with no interest, what's your monthly? 32:15 It's 4500. I did the math earlier. Boom, zero interest. 32:19 4500. So every single payment that goes in there goes 100% to the mortgage. Now, let's do a average bank loan right now, today's market, let's say you were lucky, and you got 8% financing on one, six 32:37 8%. Financing. One six is 11 711 1700. 32:41 So if you guys, if you're if you're working with a very smart investor, right, and I don't even know he does, it's like, like a Clint Turner, versus like an engineer type, right? And you go and you get financing from a bank, and you have an excellent credit, you have 850 credit score, you have a big fat line of credit at your bank. And then you go and you borrow $1.6 million, or 260. And take this transaction down. Now you're paying 12,000 a month to that bank while you're under contract. But by us cutting out the middleman, you go out and we give ourselves a $1.6 million loan and our payments, half of what it should be, or should be 33:24 almost a third. Yeah. So 33:26 I think that's the the gravity of what we're doing. It's like, yeah, cool, cool, cool parlor tricks, you know, sub to creative finance, we're all doing it, everybody's doing it in real estate. But if you can go out and give yourself a $2 million loan, every single week for the rest of your life, that 0% interest, you're gonna have a significant life, just things are always going to be happening around you that are not normal. 33:47 So you said we got too much do you think the ARV is on this one? 33:54 I'm just guessing, right? Because we have a lot of construction costs on this one, we're actually gonna have to bring in a road over a mile long. But let's just say for round numbers sake, we had 240 acres divided by 10 acre, Lots 24 Lots that we sold 24 Lots at a fairly, you know, medium to low price. I've never sold on this sheet before. 150,000 per 10 acre lot. It's like roughly three and a half million dollars, right? Minus construction costs. So if we spent 500,000 On the road, and 100,000 Paying agents or more, you know, it's roughly like a million profit. Yeah, good deal. And again, that that number came again, that can go up if there's more clearing to do with trees. Once you have a big giant ranch or remodeling. There's no fixed costs it just be cautious, do what they do, and you have to be prepared for that. That's also why you got to have deals that are heavily padded, you know if we would have took this deal on and we said oh man, it seems to be at $350,000 spread in here. It's just not a deal at all. Not at all at all at all. That deal is gonna come apart in two seconds because you Yeah, cube your you reach some place where the sands real soft, and you got to bring in an extra 50 truckloads of clay, you know, then then you're done your hunt that little $100,000 spread you thought you had, it just goes up in smoke, and I just worked for a year and a half for free just to pay your investors back. Yeah. So I think 35:19 one thing I'd say to this, too, is like negotiating partial seller financing. We covered this at the event, we covered this a couple weeks ago, but you can use different strategies for different things based on where the price point is. So this one was just a large down payment, which is like 25%, down, or 20%, down and short term financing. And then we can do we have time to do what we do, and then value that the property and sell it. So it's all about being creative with the capital and negotiation with the seller. 35:48 Yeah, I think the main thing that made me feel comfortable on this deal is that there's 0% interest, which I liked a lot, because then if we had to sell some stuff on seller finance along the way, we could, we could make a huge spread on selling some of the lots you know, and have that cash flow for 18 months while we're working on this thing. I think that was a huge driver, they gave us almost two full months to close, I would have liked a lot more like maybe 90 days, but that we could make it work with the 60. 36:19 Give us a team on seller financing. 36:22 Yeah, literally, if they didn't give us 18 months seller financing, like if they needed cash. You know, like if we if they wanted that 2 million cash and closing three months or six months, there's just no way, there's just no way, we're not going to sink 3 million into one deal to squeeze out 1 million, it just doesn't make sense. But if we shell out, you know, 568 100 on a deal, you know, to make a mil mil and a half, then we could probably make that work because it's a guaranteed win. So even if we slow bake this thing, right? In my mind, I'm like I want to, I'm gonna blast 200,000 agents and cash buyers, you know, by next Tuesday with this property, right just to get a lot of excitement going on it and get the surveyors out there this week, and just hit it really, really hard. But also, we can also just slow bake it, and then just leave this deal burning in the background for the next 18 months. Because there's no hurry. Right? It just let it organically unfold. Slowly but surely, while we're working on everything else, then you start off the new calendar year with almost a million on the books before you even start the year. 37:21 So James saying ask the question a little bit earlier, I want to come back to it. But he asked, Can you cover a little bit of innovation? And what that would look like if this wasn't elation? 37:31 Okay, so that 37:33 was innovation in general. 37:34 So I'll tell you right now, I don't know what innovation is, I'm not smart enough, right. But all it means is you partner with the seller. They let you come in and make the improvements and get it show ready, do all the marketing all that stuff. And then you guys just get paid at the end when the property sells. 37:52 So we spoke to a guy today who does this with houses. And he's doing pretty good with houses. But essentially, you can pay more than what you could wholesale. But you're because they're essentially carrying the property like they are with taxes and insurance and mortgage if there's a mortgage, and then you're bringing your asset to the to the to the table and selling it. As far as marketing, subdividing whatever, whatever asset skill you have. So you have the ability to make margin without putting up so much capital, which is huge, huge incentive, because everything about ROI is capital invested capital returned. So if you can take down larger acquisitions, without having to put up large capital, that's when the that's when you hit a really good milestone here. So, for instance, we have a larger deal with Marvin that has a bunch of stuff on it, that want to try and do innovation on it work with the seller just to parcel it off and work with the seller because it's too much to take down with one person and one big wallet. It's just too big. Yeah, hence, brighter boosting and our partner correct James. NGS, do you feel like there's a ton of value offering stages before it's listed on the MLS? So they can share as a pocket listing? 39:16 I don't like coming in right before it's about to go to List. Because putting things on the MLS is like the biggest hope and the prayer that a seller and an agent team have. Yeah, right, because that's the only way that they know how to dispo. So the agents already wanted the listing. The sellers already agreed to let them list it. And now they're gonna put it on that pie in the sky on that cloud to heaven. And that property's going to be sold like in 14 days and cashed out in 45 days. So that's the worst time to come in. And the agent might think that you're going to blow the deal for them by pitching all your crazy innovation crap. So if you're going to look for listed stuff, just go to stuff that's been listed for like 12 months and beyond that people are dying for a miracle. They've been waiting for you Phone call for 12 months. So why don't why swim upstream? 40:03 I'm sorry, I was I was talking about on the disposition side. So when you guys are looking to market properties. So when you when, for instance, this deal that you have right now, with Daniel, and you're talking about reaching out to agents right now, is that the standard that you're always going to try and get this done off market, you know, with connections that you have, rather than, you know, once you put it on market, and it sits there for, you know, 30 days or whatever, it starts getting stale. If we thought it was worth, you know, 3 million, then I was like, Well, it's obviously not worth 3 million, because it's not the soul, or, you know, obviously might not have had the right buyer come along. But just on the display side, do you feel like there's a lot of value, being able to offer it saying like, hey, that way, they can go to their buyers and say, Hey, we've got, you know, 10 acres, 50 acres, whatever it is off market, if you're interested. We know, you know, some people obviously love to get an off market deal to 40:57 me, I just think there's a lot of moving parts there. And honestly, I'm not sure I fully understand your question. So you're saying like, before they placed 100 acre ranch on market, we try to come in and do a 41:07 show. So what I'm saying is like, so this is a property that you guys have, you're buying, you're taking the dowel and you're subdividing whatever, okay, so you're gonna, you're gonna sell it now. And so rather than getting it listed right away, you're gonna call your favorite, you know, agents, whoever and say, Hey, we've got some 10 acre, lots and 20 acre, lots, whatever. If you have some buyers, let them know, we've got conquer. So I always try and in do that, and, you know, give people an opportunity to buy off market before you maybe eventually bring it to market. I think 41:41 the value that we provide, right, and we don't have a preferred buyers list, we've never operated that way. We just go straight into the cold market. But I could see the value in reaching out to some agents saying, Hey, let me give you a crack at this in case you have a buyer. But our philosophy goes, Hey, like, let's let's blast it out to 100,000 agents and 100,000 cash buyers. Now 200,000 People know about the property. And then if they're interested buyers, I immediately call and say, Hey, I got a 10 acre buyer, what can we do? And I'll say, hey, well, I just listed it, you know, for 170. But honestly, I could give it to him for 150. So you put whatever you want, right? So the investor can add five or 10, you know, to their price, and it still looks good, because it's 10 or 15,000 under list. I think that's more of the philosophy we subscribe to. And 42:28 an engineer instinct to further delve into that as we sometimes will run Facebook ads to target buyers in the area. So as soon as soon as we're ready to market the property. And we and this is where we wait till we have that flagged off and serve somewhat surveyed. And we kind of have a general idea of what the lats are going to look like, then we'll send buyers out there because before we can't necessarily send anybody out there. If it's like, hey, it's gonna be 10 acres on this parcel. Which part? I don't know. So we always want to make sure we at least have that that basic survey part of what part is going to be available. James asked, How do you offer numbers change with Novation then and how do you position it sounds like a slight shift from doing an option period setup. What was the question? How do you offer numbers change with Novation. 43:20 And so me and Daniel were doing ovations before that became a Core term. And we're like, we probably don't need to have the correct paperwork to do a proper innovation. So what I'm coming into a deal, I'm thinking in terms of two things, immediate cash outlay, and time investment. And that's all I really care about. That's the formula that I'm always going to break out, no matter what the scenario is. So if a seller is ready to move quick at a fire sale price, then I'd work a better deal with him. Right? So I know they have a property, they want 100 I know I'm gonna put 10 or 20 or 30 into it or 50 into it, and then we'll turn around and sell it for double. He makes 100 I make 100. Right. And I know I can make this happen in a weekend and 14 days. Well, then that makes me want to give the seller a bigger spread, right? Yeah, actually, you get 100, I'll get 100 I'll put the money you got the property, this perfect marriage. But if it's a property that was gonna be a slow mover, and it's a well, and he wants way more than it's, it's probably needs to get sold for. And he wants me to go in for a long ride with him, then I'm going to want a bigger piece of the pie. Right? So I'm going to come in with 10 or 20 or 100 or more. And then like, like, this is like the perfect example like the Somerset deal. I'm going to put a million in your property, right? So I can make a million is and it's gonna cost me a year and a half of my time. Yes. Right. And at this point in my career, then I'm willing to wait make that investment because it makes sense right now. But at the tail end of next year, I don't think I'm going to put a million into a deal than 18 months to make a million, right. So it kind of really depends on what what both of us are after. And what makes us both happy in this deal. And I don't think there's a right or wrong answer. Like I said we pay for speed. And if we can make it happen quick and we need no capital, then we can give the salary 30% of the funds or whatever the number is, we can give them the generous portion, because we're just going to provide the expertise, no capital, no property. But if we're going to provide expertise and capital and time, now there's a scale, like, we're going to need a lot bigger return on our investment, because it's not just the cash anymore, or the expertise. Now you're asking me for a significant amount of my time. And that's sometimes that's the, the piece of the deal that makes everything come apart. Because we just say, we like the returns, we like a capital outlay. But we just don't want to invest four years into development, we're just not gonna do it. 45:35 Now, one thing, I'll hit on what that is, there's the sliding scale part of it, I think, I've never heard it explained like that. But that 100% hits right on the nose. What resources do we have to provide to the transaction? And what don't we have to bring to the table? Or what do we read through the table? And that's, that's just the simplest answer. 45:52 So this is what makes me feel like, I have the right to help bridge or try to buy or get in on any deal or any property, because I don't really care what's in it for me. A lot of times somebody will send me a deal. And they'll be like, Well, how do I know what I'm gonna get? And I'm like, Dude, you don't even know if you have a deal yet. And you're asking me to invest my time to look at this piece of junk. So like, back off, you know, like, whoa, hold on, I blocked people for that. Because I'm like, you first you asked me to invest my time, bring my most valuable resource into your deal. And then he started bullying me with what's gonna be my cut. I'm like, huh, like this guy he messaged me to do. I said, Paul, you want to send me the address, so I can take a closer look at it. And he goes, Well, what's in it for me? On messenger? I just blocked him and have any further questions, your honor. You know, so I think that's what it is, it makes me feel confident going into a deal is I want to provide an excellent, excellent service. If they need to raise capital to make this deal happen for their family, we can find the capital, if we don't have it on hand, like we bring a lot to the table. So we just expect like, you know that it's mutually beneficial for both them and us. And I always use this with sellers. Now I've been using this line every single time now, I've been saying we both have to have the warm and fuzzies. 47:05 Exactly like that. You talk to somebody that has a $5 million range. And you're like, sir, 47:09 I want you to have warm and fuzzies after this call, like literally. And I said, if you don't feel like that, then I don't want to do the deal with you. 47:18 Yeah, and that's the loop. And this is where like the social media comes in, will leverage the social media for that I want them to have the warm fuzzies after they after, even before they talk to us, because I want them to know who we are like, we're not going to we're not going to build that relationship on our 20 minute phone call. So I want them to go look and research us and and have the warm and fuzzies. That way we know we're having that transaction, we're having a good transaction. Like 47:46 another good close, like the warm and fuzzies close, is just telling them that we have to be friends, right? So now think what you're doing psychologically, in this situation, you're telling the person that you're going to be friend than that, right? Like, look, sir, I don't want you to think of this, I use this on the Luling guy too, because I don't want you to think of this as a buyer seller transaction. Because that's not what this is a more of a service provider. I said, because I'm going to help you monetize a difficult to monetize property, I'm going to help you move something that's impossible to move. That's going to cost me a significant amount of time and capital. So what I want to do is I want to establish that you and I are going to be good friends for the next three to five years. And if I don't feel like we're a good fit, if you don't have those warm and fuzzies, then I probably don't want to do this deal either. Right? So again, it's like, Hey, I'm probably not going to buy this anyway, let me see if this fits my criteria. But also, I don't only want to vet the deal. I want to vet you. Because if you prove to be hard to work with, I don't want to help you. Think about the positioning there. 48:46 If you want to buffer for a second, I have a tweet that I want to bring up. It was such as a good one. Yeah, go ahead. Give me a second. I find it it was one I sent you yesterday, or this morning. If you 49:00 guys are not on Exodus shouldn't be it's a good platform. If you follow awesome people like commercial real estate people land people. There's a lot of cool personalities on x. If you're not networking on there, you're missing out on a huge part of your business career. 49:13 So the tweet says if you can't find your equity, your lender has a guarantee. And they have underwritten guarantor, what happens when your lender can't find their loan advance? Did you underwrite your lender? 49:32 It was a lot of levels deep. 49:33 It was it was a couple levels deep, but it was a good one. It was a good one. Essentially, like if you if your partner if you're going to do a long term transaction with somebody, are they the right person you want to work with? I'll paste the link here for that one, as well see the tweet itself. But yeah, that's that's a good tweet. And this is where like, I hope Daniel who's here who's doing the transaction with So I hope he likes working with us for the next 18 months, because we're going to be in this deal for the next 18 months or less, you know. So I hope he's in it for the long run, and everybody that works in the transactions that are for the long run, because this isn't gonna happen overnight. 50:14 This is another reason why you have to be a good mentor and a good men T. Right? Because, again, somebody brings us a deal. This person's a little pushy, they're a little weird, you know, they don't tend to pull their weight. So it's like, maybe you don't want to do a subdivide with that person for the next 24 months. Yeah, that would be a very poor investment of your time and energy, you know, emotional energy, everything. So yeah, I think very important. Like when Logan former and Randy, Donald had been my mentor since my first deal. And I just asked Ryan for advice probably this morning or yesterday, and never really showed him weakness or bring them my troubles or my worries, or, you know, have them stressed about me being in their life. Every time I talk to them, it's all high fives and laughs and, you know, I want them to pick up my phone, because they know when they talk to me, it's gonna be a good time. It's gonna be funny. It's gonna be cool. It's gonna be insightful. But if I called them and just like BITSAT, I'm like, and I had eight castles this month. I got burned for 480,000 in the last 90 days, you know, I was trying to hear that shit. Yeah. So it's just a two way mutual benefit of energy. Yep. 51:20 So if you if you're if you're if you're working with us be in it for long, you have some of the same Marvin, as you're muted. 51:28 Question about the agent commission? Sure. So I know that typically, like if it's listening listing agent, they get the 3% by the seller. So do you guys usually add another fee on top of that. So 51:42 what we do is, we have agents on our team. But one thing we'll do to get that that seller's agent working with us, is we'll tell them, we'll give them for all the Commission's because usually the dealer has enough spread, where we can pay our essentially our internal agent on the side more than they would just become being the agent. So we're like, Hey, you can double and we'll tell the listing agent, how you can double in and get the full full agent commission, just to make sure you get the larger upside of this transaction and for making this deal work. Because I know we're unorthodox. 52:20 Gotcha. Thanks. Yep. 52:22 And that's one of the things we use because I mean, the agents, they're always fighting over commissions, they're always fighting over commission. So if you just forfeit it up front, they're always willing to work on your side. And I said, our whole thing is, we're always trying to get the seller on our side, the agent on our side, or both of them on our side, because the more people we have on our side, the more ease of a transaction we're going to have. Because we've had sellers where we're fighting with them back and forth. And it's just not a transaction, we want to be a part of. It just makes it makes it hard. So and I'm really glad Anthony's like, being direct with him, like, Hey, we're going to, we're gonna be in this till we finish this, and I hope you're okay with that. So it's a long term transaction, and we're trying to solidify that. 53:08 Look, if you guys stay to the end, and calm and give me the biggest, most insightful game ever gonna get on the land, sublimating car for the rest of your life, probably, I mean, that might asleep. Something that I've been through this year, in the last year and a half has been pain. That's what's happened. Because the amount of stress on all these big deals, the amount of capital outlay, the timelines, the visits to the property, the driving time heading to the outskirts, it's very, very painful, it's a lot of effort, it's a lot of energy, it's a lot of money. So something that you need to have the sellers appreciate, is don't let them think for a second, that their property is worth more than what you have. If whether you have capital to allocate, whether you know, people that you can raise capital from right and distribute that if even if you're, you know, you don't have a job right now, you're a stay at home mom, or you're a stay at home husband, whatever you're doing, no matter what you have, don't make the seller show like that that piece of land or that asset that they have is more valuable than what you have. Because it is very, very finite exchange. You know, sometimes I'm into a deal with a seller, and they're just giving me so much grief. I'm just like, I'm just gonna about to bail out of this deal. I'll just rather lose the money, just so I don't continue to continue to have to have this this type of relationship. So when you're talking to a seller, I think that's something that you need to express a need to be very, very clear on is let the seller know Hey, sir. You sound like a really nice guy. You know, I can see how if things don't go your way, you can become abrasive quickly. And you know, you might want to pivot and change your mind. Well, I can tell you something right now, is that we're going to do this deal together. I know how to monetize it. I know how to turn it into cash flow or I know how to turn it into cash in a reasonable amount of time. But if I don't feel those warm and fuzzy He's with you. And I don't feel like we're going to be able to be good friends, for the next 12 to 24 months, I'm not going to do this deal at all. So what I want to know is do you have confidence in me to be able to get this done up front? And if you don't, then I'm not your guy. And you have to be able to say that, you have to be able to say that with confidence. And that'll that'll change the conversation quickly, where the seller is like, Oh, I hope this works out with hope you can get this done for me, changes on a dime. And then you have a seller begging you to take the property. 55:32 Yeah, you have to do what? You have to be willing to walk away. And once the seller flips that on it, they're the best seller ever again. 55:46 Yep, they'll become your best friend. And then the deal goes easy. But when the seller thinks they're playing against you, on the opposite side of the chessboard, they'll beat you, an old ass man will beat you for 100 grand of earnest money without even thinking twice about it. Because you got lazy or things weren't clear in the beginning, and you were acting like you were buying for a firm. So let them know up front. Like, I'm gonna go through a lot of pain and suffering to move this thing. But I don't know if I want to work with you yet. We'll get there. Let's talk a little bit more about the company. 56:16 NGS to clarify your announced agent submitted the contract? Yes. And you paid them on the side and gave listing agent permission? That's correct. Yeah, our agent, they'll do the contract just because we like our contract shot through a certain way. So our agents know that in house the way we're gonna drafted and then we'll we'll set we'll sacrifice the full commission to the 56:34 sellers agent. 56:38 It's exactly how we do it. Good call today. Any final questions? Good questions to James and Angie. Oh, good questions, they Marvin two. Bombs today, as well. James says how to 0% interest get locked up. We just asked we put it in the seller finance addendum, we don't imagine interest. If you look at this purchase agreement. There's no interest, there's no interest even mentioned, we just put a flat rate 4500 a month for 18 months. So if you don't mention it doesn't exist. equal payments? I hope, I hope I think everybody's I think everybody has been around long enough. You learn in language equal payments, equal payments. And we could 57:42 you heard it on this call today, a brand new person who has been around us for less than, like 45 days just got a $2 million contract that have never been in real estate before. So that's gonna do two things to this room, right? Some of the people in the room, we're going to be like, Man, something's wrong with me or my approach. That's why I'm not getting it. And then somebody else in this room was gonna be like, well shoot, if he can do it not know anything, I can do it too. So you got to make that decision tonight, which one of those are you going to be and then you just go out and do it. 58:13 Put the action to work. And we said all the time, but action is what separates everybody else. So he's gonna put the action up. And it's not overnight success, but he's got to put it, you got to put in the work. And you'll get there. And to Daniel Daniel's defense, he's got a lot of sales, a lot of sales experience. So that's probably to his benefit. So for everybody else here, don't don't compare yourself apples to oranges with Daniel either. 58:43 Right? I tell you that the strongest tool you have right now, guys is your resilience. Think in terms of like a carpenter that needs to build a house and all he has is a hammer for a tool, that guy is gonna keep on pounding until that house is built or until his heart pops. Right. And if you don't have that kind of work ethic, where you're just gonna just keep cranking away until the magic happens. You're never gonna make it anyway. Yeah, I'll go to CrossFit. And I'm like, my heart's gonna explode. And I'm looking down at the bar. And I'm like, Man, I should pick that bar up. Because there's 110 On my left, that's still going. But in my mind, I'm like, if I picked that bar up, my heart might explode. Like literally like, I will die. I'm not gonna see my kids anymore ever again. If I pick that bar up again. I look at the clock, look down at the bar. Look at the girl next to me. Effort, pick it up. And you keep on going. Right? And then that, that workload that transfers with you to your business. But if you don't exercise if you don't push your body that way, you won't push yourself mentally that way either. Right? So that's why we harp on exercise in this room. I don't care what you do, but you got to have the stamina. You got to have the staying power and you got to put in the reps. There's no shortcut. There's no not there's nothing you could watch on YouTube. That's going to teach you what you picking up the phone is not gonna teach you. You don't guys have a blessed night, man. We love you see you later