Ep 457: Deal Makers Podcast | Why Land With Anthony Gaona

Transcript

welcome to the deal Champs podcast we have a very special guest on today real

quick my name is Stratton Brown AKA Strat Daddy I have a seven figure real estate portfolio we own a virtual

assistant company that helps small businesses scale and I got started in real estate from playing college

football with absolutely zero life skills and then now I've transitioned that to build a s figure real estate

portfolio and then two other seven figure businesses our goal here and we don't have the master of hair with us today

he's somewhere doing it must be nice things at the ripz Carlton but our goal today is to make

sure you guys are able to implement all of these tactics and strategies that we go over into your business and today's

guest is going to be awesome we have with us today Captain America Mr Dean

Rogers what's up guys you're other co-host here Dean Rogers uh for the

those you don't know I started my career in the NFL and transitioned from the NFL to then corporate and then to real

estate been investing in real estate for the past 10 years now in Central California we've done over 600 deals and

have a rental portfolio of almost $10 million I've been coaching the coaching students on uh The wholesaling Playbook

and you guys can always connect with me at Dean rogers.com and now we have the master of

land the hive mind ninja Mr Anthony Anthony how do I even say your last name

g g got it there we go first

try what's that okay introduce yeah I'm a general contractor from San Antonio Texas I I grew up in that business since

I was 12 went on to do you know giant Roofing projects Commercial Roofing half a million million dollar roofs and I was

looking to buy some land for my family for for us to build a house on came across the term wholesaling on YouTube

and Bam We're Off to the Races man I made like 85k on one of my first land deals and I immediately lost focus on

flipping and remodels and that stuff and stuck with L as a niche and now we're looking to scale this bad boy and just

to keep everybody like really enticed Anthony should be having a million dollar month this month and his biggest

deal was 433 Grand he has another is it 200 acre deal that's being entitled

currently yep 243 right now 243 acre deal and then I know I met Anthony

through his partner Dan way back when when I first got started in real estate me and Daniel were both

part of Steve trang's Mastermind yeah dude yeah that's cool that's that's awesome I didn't know you were in there with them too yeah it was like me Daniel

there's a there was a bunch of us uh Jr you're from San Antonio right yeah J

that's where we met Jr too Hernandez yeah oh cool man okay I didn't know he was over there too in that same group

yeah we met Jr too so there's a bunch of us but bro tell us what your first year in real estate looked like how that

transition went of transitioning from being in the blue collar space into Like wholesaling Houses dude so I always say

I cheated right jokingly because uh I've already been doing marketing for like 15 years with my construction company so

I'm running this multi-million dollar roofing company with just my cell phone I had no warehouses no trucks no

trailers no equipment and no employees right so I would generate the leads I would meet the insurance company sue

them get the money for the clients and then I would just sub it out to a third party roofing company right so uh I was

already wholesaling Real Construction leads so I think it's in December like mid December I think it was like 2018

I'm on look looking on researching how to buy land for cheap is exactly what I typed into YouTube and I launched my

first marketing campaign by like January one of 2019 and I spent like 30,000 immediately on everything Google

paperclick I pulled half a million records for my first pull ever started the rvm that whole thing I was getting trained by a guy named Sam Bart who

helped me with the rvm campaign hired a cold caller I ordered like a thousand bandit signs made a bandit sign hanger

went and hung them bastards up like I already knew if I did enough marketing that something was going to filter back in the first lead I got was a house that

I ended up making like every bit of three grand on a wholesale fee and then I got a ranch that was over like 46

acres by Fort Worth and I made 85,000 pretty quick I had it took me like a man

I guess eight days or something like that to get my first contract right away like 40 days to get my first deal like

closed that's bananas I don't really know anybody who goes that fast but most people don't transition from another

business into real estate like they're usually going from a 9 to5 or they're going from nothing and

then trying to get into it yeah so like I said that's why I said I cheated because I understood marketing very very

well like if you drop 10 20 30 grand 50 Grand on marketing you'll make it back pretty quick especially with the size of

deals right that I saw were happening in real estate so I went all in I didn't quit my Construction Company though until about two years ago so I I did do

real estate for you know three-ish years or something 4ish years before I I dropped out of construction damn and so

what gave you the best return was it PPC was it the maale I don't think anybody

does rvms anymore I don't know you guys might dude I got all the way down to uh PPC and nothing else so I ran about

maybe you know three grand to five grand a month so he said he got down to doing

just PPC to get these land deals so he's only doing land right but he's only

doing land okay so we were just talking about you doing only only PPC to find land deals what kind of marketing were

you doing on these PPC ads what kind of marketing yeah like who how are you

targeting them like what was your what was your sales pitch if you got land you want to sell like sell me your land dude

it's the easiest thing in the world it's and it's too funny I'm gonna write a book called a one minute millionaire it's gonna be one page long it's gonna

be a dollar all I did was take generic website from carrot on carrot they have

a land specific page right so it's like 100 bucks a month I called Google like got on Google and 1 1800 Google number

called Google and said hey I need help with AdWords I need to run some traffic they built all my campaigns for me

turned it on ran it to that carrot site all I did was got on the carrot site and changed like the name and the phone number and that was it and I I ran that

for like four years or something and uh I would say my worst year in real estate was like two or 300K or something and

that was just only with PPC and nothing else and investor carrot is amazing though for those of you guys who don't

have it I think it's the easiest like plug-and playay into your business don't

have to worry about it it's okay if you have the same pictures as everybody else just change the title on it and adapt it

to your company name and so now how much of your business is coming from like your community compared to like your

paid marketing dude all of it now all of it so we pretty much have almost our

paid marketing all the way turned off and I'll let Daniel confirm if everything's all the way switched off but we have zero paid marketing going

right now when did you turn it when did you start to like see that you wanted to turn it off it's about six months ago

well the idea for Hive mine man the original vision for Hive mine was to just be a marketing engine that's all it was a community based marketing engine

so we we train the the community and then they would bring serve up the leads we would go out and raise the capital that was the original vision and that's

where we are now exactly where we are now the machines cranking the leads we JV with our students we raise the capital for them and then now launching

that private Equity Fund to feed these deals because now we have unlimited deal flow so you can't go out and raise 50

million or100 million doll if you don't have at least like three to 5x that in Deal flow and right now we we literally

have unlimited deal flow we could park a 100 million and then still have more deal coming in how long has it taken for

hive mind to get this big Community wise we're aiming February 4th will be three years yeah so it's harder to it's harder

to Brand Daniel Martinez or it's harder to Brand you know your your personal name but you just take a logo and a cool

name like Hive mine and then it kind of you have something to build around so that was the idea is like we white label a ghl right we white label a CRM the CRM

is like we wanted to have a mastermind but nothing would stick you to a mastermind right people come and go so if we had a CRM product it's a little

bit harder to pick up your CRM and take off somewhere else so that was the idea is like let's build a real sticky product and build the brand around it

and everybody's like oh ghl sucks and my CRM is better but the CRM was never the product like the community is the

product and and here we are now and bro you guys were doing ghl white labels way before that was like a thing because I

remember asking Daniel like bro what did you build this yourself he's like no I just white labeled it on go high level

and I and that was way before it was cool to White Label your go high level account and sell it off like a podio

dude we were uh I'm telling you like we had this dream mid December and we launched February 4th like you know this

thing came to came to be in like six weeks after we thought of it so were you

gonna say something do you know yeah I was say tell tell me about hive mind what tell tell everybody what hive mind is talked about it being a community

about it being a CRM but like break it down a little bit more for us man I've always been like a Sci-Fi

guy right and I'm really into like being a futurist right so I like to imagine what a future would be like and then

when I was kid I was addicted to video games and I remember the coolest games I could think of like Contra where you're like on this like different planet and

you're attacking by all these different aliens or something like that and by the time you get to the center of the planet it's all being run by one like super

brain Rider one Central Intelligence so that was a piece of like part of The Branding is to say that I believe that

even human beings right we're all connected to each other you know telepathically chemically electronically

you know just through like even like electrons right we're all sharing the same pieces of energy so I like to think

think that if there is a lot of people contributing to one cause that we would have unlimited resources right unlimited

knowledge so that that's kind of that was the the thinking behind it is that

if we if we can gather 10,000 people or more contributing to the same cause then we've had infinite knowledge infinite

Capital infinite resources infinite leads and that's where we're headed man that's it so every time somebody comes on board with their connections and

their resources or the capital their knowledge I feel like the high mind gets smarter every single day and it gets richer every single day becomes more

wealthy and we share that amongst the community the same way like a like any kind of Hive they say like a beehive and I'm like no like a alien

Nest right so uh yeah everybody that's in the community and working together with us on this thing gets a partake and

what we're building and everybody brings something unique to the table and then we just feed the machine with with leads

knowledge and capital how did you guys grow the community man on clubhouse dude so I

mean like literally on clubhouse we we uh we launched on February 4th and we

got we got in clubhouse and it was me and Daniel in the room by ourselves like talking for like 6 hours 8 hours 12 hours with nobody in the room at all and

we would title it something cool like flip land wholesale land you know do a big land Deal million dollar land deal

100,000 on your first deal just different titles live on clubhouse every day all day and people before you know

there three people in the room four people in the room five people in the room 40 people in the room 70 people in the room and then uh yeah we started

growing our Facebook page and and transferring our community to Facebook and it kind of just took off from there organically did you guys get out of a

clubhouse before it died like did you do you feel like you got all of it out of there that you wanted to yeah for sure

we we've made some incredible Connections in there met a lot of good friends got lots of resources we learned a lot and we're still connected to a lot

of those people now so yeah we definitely got our money's worth from Clubhouse I love it man I still love it I think it was the coolest idea ever to

be able to connect people that have never connected before in any other way but tell me about this what are the splits you're giving the people who

bring you deals like how much Equity are they actually retaining it really depends man on what they're bringing to

the table right so like this guy that brought us this 243 acre wrench we're going to give him $80,000 wholesale fee

after entitlements if he brings a buyer we're going to give him like an additional 420 so we're trying to give him like half a mill but he'll make no less than like 80 to 100 just for

bringing the deal and doing nothing else the guy didn't even know about land like 30 days before that you know we try to

get somebody a new person you know 50,000 100,000 something to just wake them up and let them know that this is a

real viable business what a damn and so they Essen just wholesale it to you guys and then you guys take it from there

that's it yep and if they have Capital to contribute or resources to raise Capital um if they have any other

knowledge in this business like that they could help us complete the deals then we can give them a lot bigger portion but if they just straight bring

us a deal and walk away then we're still going to try to get them somewhere between like 50 and 150 something like that what's is the biggest one you've

paid to a student 150 uh I would have to clear that with Daniel man but I would say it's probably

about a 100 something like that wild what's uh what What's type land deals are you doing is this uh new

construction houses is this commercial like what what type of land deals are you doing again man it's just like path

of lease resistance the easiest thing you could possibly think of so you'll get like a 100 Acre tra and then you'll hire a surveyor to draw you out like 10

10 acre tracks and then we just immediately sell those we didn't do anything we didn't put up fence we didn't cut the grass we didn't do nothing just hand out surveys and sell

it and boom on to the next and what type of clients are buying these 10 acre tracks or whatever it is

retail in buyers man so uh people that own construction companies you know they just want to have you know chickens and

horses and all that kind of stuff so 100% retail in buyers we sell we don't have a buyer list at all for uh like to

to sell our deals to we go straight to on the market that and uh the Facebook

Marketplace you know that kind of stuff calling and texting agents U that's that's how we get the word out yeah working with agents has

been amazing now how are you finding the the the deals you said they're 100 Acre land tracks whatever it is are you guys

using some sort of data source to narrow the focus and do the marketing or it's

again it's mostly coming from the community now but I I guess if we're training new people yeah we'll have them pull a list of like 50 and 100 Acre

tracks you know call those people send mailers that kind of stuff I've never sent a mailer by the way but I know

that's a good way to get land deals yeah I got a buddy Joe McCall who sends out

postcards and they go you know the the person who gets the post s calls a pre-recorded message and has an offer on

there different stuff like that but you're would you say you're dealing with a different clientele because you're looking at much larger amount of land

rather than just one acre of land or anything like that no man I think

they're all the same something that I would say is different is if you have a guy that has a 5,000 foot lot or a three

bedroom two bath house that's one kind of person but sometimes somebody's that selling you a three or5 million do Ranch

like they've probably own own it for 40 years so this guy's been a millionaire his whole life so I feel like these sellers are a little bit more reserved

they're a little smarter you know uh they're not up for BS you know so just I would say that's the only difference

that I've seen is that they're more intelligent sellers how are you getting such a good deal on it then I feel like you're trying to flip houses in San

Francisco right so yeah so here's the thing it's like moving these properties

honestly like I'm G tell you I'm going to tell you a big secret right now we're pulling these things off the MLS so nobody can nobody there's nobody walking

around ready to stroke a check for2 or3 million it doesn't exist so you these properties can be listed for a year two

years three years so the value that we provide is we come in and we tell the seller Hey look it's never going to sell

for that price right so we'll give you like 50 cents on the dollar we'll close you out quick and well I don't want to

do that I don't want to give it away okay I can get you the full three million but it's going to take me six months to a year and if you're game I'll

get it done for you that's it man here hold on to this 200,000 or this 500,000

while I go out and and subdivide your land and sell it off for you and then we just pay the seller off with their own property once you get it entitled

essentially that's it or whatever it is break it down into smaller tracks you know subdivide it whatever that is so

we're taking a really like let's say you're taking a $5 million building breaking it down into 20 or 30 pieces

and selling it in chunks and are these all in let's say within an hour of a major Metro yeah I would say the hour is

probably the drop off point I'd like to be even closer than that but I would say an hour is I'm pretty much done unless

plus it's a really large track like a couple thousand acres right and we're getting a really good deal on it but

yeah I would say closer to major city the better so here's what I look at if if I would tell somebody like how to find a deal just get on Google Earth or

get in your car drive to the edge of town where they're building neighborhoods and then where the neighborhoods run out you'll hit farms

and ranches and that's your killing ground right there and so what would be a major Metro for you like is it does it

have to be would lck count no I'm looking for like a million people or more it's probably like a gross

generalization of what works well for us so in Texas it's super easy Dallas Fort Worth Houston Austin and San Antonio and

that's pretty much it those those are our anchors and then we'll look at stuff like I said like in Waco Tyler um those

smaller markets but those are not typical for us like we bought 100 acres down by Corpus in a little town called Orange Grove and it's taken me every bit

of a year to sell like half of it right at like 8,000 an acre so if you're going

to play out in the sticks then you just got to be careful because it'll just take a lot longer to move and then your Buy price has to be really really low

because you're going to have to sell it at a fire sale price to move it godamn and how much are you buying per acre

sorry go ahead dude I'll tell you on the I'll tell you what what my biggest measuring stick is right so if you say

how much you want to pay for acre that's all over the place but I'll tell you what I focus on is a 10 acre exit right

so as long as somebody sends me a deal for 40 acres or 400 Acres I want to know what the 10 acre tracks are going for

and that has to be a reasonable price so if you send me a deal and I have to my 10 acre tracks at at 75,000 an acre

nobody's going to come and pay 750 for a 10 acre track right unless you're like pretty close to Central Austin or you

know something Bernie by San Antonio like these hot AAS mckenny by Dallas like so that's all I think about is what is my 10 acre exit so before somebody

sends us a deal you know that's the first thing I'm going to check for I'm willing to pay whatever I can I have to pay as long as there's room for me to to

sell a 10 acre lot at a fair price so I would like to I would like to exit my 10 acre tracks like no more than like 350

you know $299 once you start having to sell half million dollar 10 acre tracks the the buyers just get more scarce and

again it'll move it just takes a lot longer were you gonna say something Dean yeah I was gonna add uh so there's

there's another guy that I know here I met in San Diego and he was telling me how his family in a particular state was

going to the outskirts of town and was buying up all the land all the Farmland

outside of that and as the growth continued they would entitle it and sell it to

developers to develop houses whatever it is they wanted to do but they were just buying the land and selling it and you

know they had built up tens of millions of dollars worth of of money from from doing that so it sounds like a similar

type of strategy how much are you working with the city to you know go

through the planning part of that and like picking out which land to Target are are you running up against any

issues with the city or are you working with them is that part of your plan at all so this this is

another nugget right here man and this is Texas wide I think there's about 18 states that do that are that this this

model follows but as long as you sell tracks that are above 10.01 Acres nobody

can tell you you can't do it the city the county nobody can tell you that you can't make that happen so as long as you're cutting up big big large tracks

of land there's no barrier to entry there's no red tape you just hire the surveyor have them drop 10 acre tracks

and resell them suckers like sometimes we're sold out before we have to close bro that's wild yep so when you say no

one can tell you you can't does that mean no one can tell you you can't sell the 10 acres or no one can tell you what

you can do on the 10 acres yeah you don't have to get permission from anybody as long as your tracks are above 10.01 Acres you don't have to do

anything to the land you don't have to develop it no electrical pulls no water no no no nothing you just get a survey

turn around and just sell your surveys like I said sometimes we don't even see the properties we don't cut the grass we don't do nothing well that's that's

insane how many of these people are carrying a note over a long period of time cuz I know that was another like land strategy for a bunch of um you get

a mix man like I had a guy refuse to take the cash he says I only want payments and uh you know so I've been

given him uh his monthly payments for a long time no interest right now we what we try to do is we try to set it up uh

for a very shortterm balloon like a twoyear balloon something like that because we intend to pay these sellers off really quickly like we did 108 Acres

which is that was our first big subdivide we got it for like 1, 74,000 for 108 acres and uh we had a 2-year

balloon on it and we paid off that seller in 9 months by selling his own land right uh so we move pretty quick

like I said we have a pretty good thorough understanding of of marketing online marketing so we can sell these properties pretty fast for the most part

if you are going to get the city involved like for entitlements then you know right now we're looking at we have a track that we got for 4 and a half

million for 15 Acres it's right on 16004 you know outer loop of San Antonio and we are doing the entitlement process on

that drainage study you know phase one all that kind of stuff and then we have commercial buyers that are interested in

it right so we have Lowe's taking a look at it and some other commercial entities that are looking at buying chunks from

us so we won't break ground on that one we're just going to just get it ready for to break ground get it entitled you

know and and then start shopping that out to corporate buyers uh the 243 Acres we are involved with the the county the

Texas Department of Transportation the the Electrical Company the water company right you got to get like utility service agreements before you can get

permission to break ground so somebody sends us a land deal and they say hey I've got this 50 acres and the seller

want 75,000 an acre because you could make a neighborhood here and the houses are going for a lot of money that never

works out because you don't know what the city's going to say or the Count's going to say some areas don't have water

right so just just because of what could happen on that land you can't really sell that dream like you have to if

you're going to force appreciation on the property you really do need to take it through the entitlement process you need to get your service agreements from

the utility companies that kind of stuff so that's a whole different play that's outside of what we normally do we're going to start doing a lot more of it

though you know for this reason right this this deal we picked it up for two million we were just going to sell all 10 acre tracks and I think we were going

to clear like 2 million or 1 nine or something and then taking it through the entitlement process like I said we're

looking at selling it by marking the price up like $2 and A5 million doll and then if it doesn't sell at that point

we're going to go ahead and start breaking ground like I got equipment coming to start clearing roads right now so entitled or not I'm gonna start

roughing in roads and clearing out roads and then total sales we're looking at if we break ground throwing the road

throwing the water line and the electrical then total sales are going towards 18 million all right so you

we're looking at at longer term plays and short-term plays so we're not shifting our business model but we're just expanding on what we're already

doing and if it makes sense for us to you know spend a couple million on infrastructure if it's going to raise the profit 10 plus million then we're

going to stick with that real quick shout out Pat Hilton if you don't like this show then you don't like greatness

people that hate deal Champs hate themselves they generally root for the Emperor in Star Wars instead of rooting

for the freedom of the Galaxy I like I like Pat hton man he's cool seeing him

play and seeing he's a wild man he's cool dud bro what is the average like entry

fee for one of these like what would the cost be do I got to go because I know for a storage deal I'll be like if I'm

evaluating it I'm all in 2 to 5K minimum dude I'm I'm I'm buying a

$600,000 rench right now with 5K down 0% interest this $2 million Ranch we got we

put down uh 460 that one I did in Grand View I put down 10,000 made

85,000 we have one right now we're negotiating 122 Acres we're talking about 2500 bucks worth of earnest money

while we do the the entitlements on it so to get into them man you can get into them with zero two grand five grand 10

grand just all depends on what you negotiate and then what the seller you know mood is and what they're thinking on their end what about like

entitlements how much are entitlements and let's say I need inspections done a real small neighborhood like maybe 10 20

acres you could spend like a 100 Grand you know 50 acres mobile home park you might spend like 250 to 350 estimate I

got for this 243 acre subdivision we're probably going to be in for like 250 worth of engineering and at the beginning were you guys just coming up

with the cash to do that or you raising money dude no we self-funded everything bro for all these years and uh it was a

mistake man big mistake all right because if you're limiting how fast you can grow based on the amount of money

that you're turning yourself and that you have in your own account that's probably the biggest seasoned rookie mistake that you could make in real

estate U I don't know if you know who Cory Thompson is but he's mentored me since day one love the dude he's spoken at every hive mind event we have our

annual events and um he sent me a link from Grant Cardone as audio YouTube in the first thing in the morning no

context he didn't say anything at all and I don't even really like Grant Cardone I think he's corny um but he of

course he knows marketing and business and Corey loves the guy so he sends me this link and uh garant Cardone how to

get Super Rich So I listened to the whole audio immediately didn't ask any questions about an hour long and if I

could condense that whole book into one sentence uh he says pretty much you don't get rich by spending your own

money and investing your own money you get rich by investing other people's money and then bam complete mindset shift from there forward and then now

yeah so now we're aiming to raise a $100 million fund we received our first M from an investor that's worth every bit

of about 500 M and this is just his experiment to see if our our methods work um he sent to us you know 400 Grand

we sent him back uh like 580k like in three weeks so that got him believing in us um so we're having more and more

people that are starting to take notice of what we're doing and the kind of returns that we're getting so it just makes sense for us now to start raising

the capital because like I said we have the deal Flow side nailed it's not if you're doing apartments or commercial or

storage you'd be lucky if you can find uh you know one good deal a month right and with land I mean we can find a 100

good deals a month no problem and there's more coming well it it's true because like

storage wise if you buy if you bought 10 storage facilities in a year you're a [ __ ] animal like you are big

organization big organization that is a massive organization and the amount of overhead and due diligence and

everything else that would take bro where are you finding your investors like where am I gonna go to approach a

dude with $500 million because I would love to go give him 30% Returns on his money if I have access to that much cash

it's it's doing smaller deals with a lot of people and that that was a high Minds business model so you meet one guy and

you say hey can you 50 or 100 he says yeah I'm good for 50 or 100 you give them back excellent returns in a faster

amount of time than you had originally anticipated and and also they did and then they'll introduce you to their friends and they'll introduce you to

their friends and then you'll start to see that there's a money ladder like there's usually one big guy right behind everybody that everybody kind of looks

up to so you do one or two or three small deals with this group and they're like hey just FYI we have a lot bigger

wallet behind us if if you guys can find more of these types of deals and then they'll start to make those introductions for you just doing a lot

of good consistent deals and and quick turnaround deals so if you're doing entitlement plays or groundup stuff and

you're completing a deal every two or three years I think you'll struggle to raise Capital but if you can do a lot of smaller quick deals um I think that that

leads to a lot more relationships faster in the money world what do your team go ahead dud no

you're fine I I I want to find out about uh your buy box so you you mentioned

you're ideally looking for no less than 10 plus acres is that correct

uh I mean right now we bought five acres right South of San Antonio we're cutting it into 14 lots and total sales on there might be like 300 or 350 profit on a

five acre lot so I would say just send everything you know anything could be a massive deal anything could be a massive

deal it just really depends on what it is and where it is okay and you're so your focus only in Texas and you're

saying there's more land deals available do you think it's just because Texas is so big and the growth is so so so high

there as to why there's so much opportunity exactly you probably have like the most land available right of any other state

in the country uh less red tape right less bureaucratic like like not like California or New York or something so

very entrepreneurial friendly and then you have the explosive explosive growth and there's no sign of us stopping I

think San Antonio has like the highest GDP in the country right now so you know just anything in Texas is killing and

then did you have like a bread and butter type of like use case for that

land or is it every every sing land deal is going to be a different end buyer a

different uh type of asset that's going to go on it and you're having to kind of learn and as you go or do you have like

a template that you kind of follow J you just go to the edge of town like I said right past the neighborhoods that are going up agricultural unrestricted land

um at a fair price and it's the same end buyer every time they're Construction Company owners they're blue collar guys Man Zero investors nobody's going to

throw up Apartments nobody's going to throw up a Housing Development nothing it's all just blue collar workers that want to have chickens and goats and

that's it and shoot guns lots of shooting guns but like you're not selling this to

like Dr Horton though never no developer no developer buyers

no no no investor buyers nobody this is all blue collar and buyers man lot of

them paying cash for them or are they financing them or what are they doing most all pay cash and then then we offer

seller financing as well but these guys are cash heavy man uh somebody just bought 8 n like eight and a half from us

for I'm going to I'm going to guess but it's somewhere like between 3 and 400,000 last month just one guy him and

his dad well that's it's nuts cash dude close in 14 days dude I mean quick close

because my biggest thing like we got to find developers to sell these things right we don't we have zero corporate

buyers like I said we don't have any buyers list zero zero it's funny when I hear people argue about how big their buyers list is we have zero buyers list

we just we just talked to the general public we talked to agents and and we we sell direct to n buyers so you settle an

in investor right me and Daniel laugh about this you sell to an investor and you're giving yourself two pay cuts right so you're giving yourself a pay

cut from yourself to the investor right because they pay you a fee and then the investor turns around and forces appreciation and pays themselves so

you're losing twice when you have a buyer list and us we just sell to the direct retail in buyers a lot of times

we sell above comps so agents will reach out to us or buyers will reach out to us and say hey you're never going to sell

that for that much nothing's ever sold for that in that area and then we laugh hang up on them and then we immediately sell for the price that we were asking

for so we're always creating new comps everywhere that we go um let's say we have a track that's $100,000 and

somebody wants to sell a finance we sell it to them at like a 30 to 35% markup so we're selling far beyond comps Way Way

Beyond comps like 30 to 40% Beyond comps you know almost every single time so it's it's a better end it's a better

game when you're selling direct to the end buyers is it because you're seller financing you said yeah if we seller finance our price goes way up way way up

like 30 to 35% on the low side what type of note are you carrying like what what are you making them bring to the table

10% down no less we're aiming for 20% now with the market that shifted this year we were doing 10% now we're at $

1199 and we do 30 year no balloon do you need an rmlo to underwrite that or no

technically you don't right because it's not exactly Homestead it's it's land so you know there's some great area there but we just arow everybody we just don't

want to have any question when we have a billion dollar fund running we don't want anybody to be able to come back and and comb out our books and say hey you

guys you know you did bad in 2024 and so now the goal with the thund is a billy

we just we caught it 100 million just to have a a nice round number but man I've looked at subdivisions I I've looked at

financials on on 100 Acre subdivisions like for 150 160 million so I think a

billy is a small number right because it's just a handful of subdivisions but we I mean we just we just toy with big numbers because it's a cool space to be

in and it's fun to talk about and it sounds silly on the podcast I I don't know bro if you can

keep ripping off as many if you're deal flow is the same and you have all the money there's like nothing else holding

you back because I'd say the number one hardest part with most people is good deal flow when you get into bigger deals

like there's not lots of good deals you can go into and buy or else everybody I

[ __ ] bro like I could not find that many storage deals for sure couldn't find that many multif family deals even dudes

buying businesses can't find that many good deals besides probably dude named K Alan to go raise a hundred million and

just pop it out and burn through it yeah and that's what's that's why we fell in love with L man the vision it's like if

you're dealing with physical structures right eventually they're going to run out or you'll get you'll reach saturation in the market and it hurts

your rentals and and it hurts your whole portfolio but with us like I mean there's just unlimited land like I said

heading in every single Direction around every major Texas city so if you just get in your car and drive there's just

more inventory underneath your tires forever you just never run out so that's why we we love this Spaceman you know I

have a friend that him and his dad list ranches for hundreds of millions hundred million doll Ranch $200 million Ranch so

I don't think a be is a lot of money in the land world what does your team look like man this is the coolest part about

everything man this is what I I don't I'm not really like a spreadsheets guy we don't set quarterly goals and annual

goals all that's crap what what fascinates me man is is the the way that the people are coming into the machine

right so they take a look at what we're doing they find out about us you know through some Channel we have like 500 pieces of content going out a week

automated right through the through this the system but people show up and they just work man it's funny so we have I

know Daniel has a handful of employees of vas I don't even know how many he has back there but people that work on Graphics full-time you know that kind of

stuff um I would say we have like five or five to seven vas or so and then on my side I have three full-time employees

that work 40 hours a week and and and then of course a lot more because I hit them up at nights and weekends and all that kind of stuff and then the rest is

just the machine we put everybody on a spreadsheet that contributes to the machine like at some aspect like buying selling the ranches running numbers

dispo everything there's about 30 of us right now that are like I would consider an internal team but people aren on

payroll right everybody's all commission based so it's like as time goes by The Machine's getting bigger and bigger by

people that are voluntarily contributing like you they don't even know if they're getting paid or not they're just contributing to the machine to see it

grow because they believe in it and uh it's amazing man it's it's really amazing to watch what's happening uh so

what are your full-time employees doing like the three people what are they doing one she just manages my CRM like I

literally don't ever log into my CRM not once ever so she she handles all of it and if anything's important where she

needs me she'll just send me a screenshot and say Hey how do I respond to this what do I tell this person so she's doing that and then one of them is

my nephew and he does a little bit of everything like he he runs he's working on a lead sheet so I have a friend

that's running leads from a call center and he's just sending them to to that team so it's my nephew that's running

that so he's running comps making offers you know doing all that kind of stuff to just service that one campaign and then

the other one's my sister she's my full-time admin so she's my stunt double like she's on all my bank accounts she's on everything she's a sign ER for me

anything and everything that I would need to do like if I got to physically get in the truck and go drive somewhere to drop something off or pick something

up that's her so that's my personal team that's around me and then the rest like I said they're like sales people that go

out and actually show the properties get contracts send it over to title all the all that stuff how long did it take you

to get close enough with your sister to trust her that much man I'll tell you from day one she was working corporate

at Burlington Coat Factory and Ross and then she got kind of fed up with that life after like 14 years in management

and then she went to like some kind of dental program and got a certification like in a year and she came to my place

and and we were just talking she's like man it's disgusting I don't want to do it and here I am like buried to my neck

and paperwork I'd get up like at 4: or 5 in the morning start contracts go out work all day come home finish contracts

go to bed like at midnight or one and then start the day over so I had saved up a significant amount of cash and I was I was doing everything myself so I

was like I just need you to come on board I was like I don't even know how much I could pay you so we never agreed on an hourly we never agreed on a salary

nothing like I just need you to work and your life will go good and so she ever since she started man

like some sometimes like I said there sometimes we didn't have enough cash to pay her sometimes and she just kept on working and working so I just connected

her to everything like here just whatever you need there it is so I would say from the very beginning really we

just kind of decided like hey let's do this together and we built it up to from from a construction company now to a real estate

company damn for the people who were getting paid commission or they just

getting paid out of escrow like you just T the Escrow Company like hey pay this guy so that way it doesn't even have to do 1099s or anything like that it's a

mix of everything man honestly it's a mix of everything yeah so some people we personally pay like some like again same thing maybe somebody's not on the

paperwork but yeah a lot of times their check would just come from tial you know that kind of stuff talk about some of your big losses that we were talking

about beforehand I would say the biggest loss is probably that 350k dude Otis

right just just dumb he he I didn't even know who he was I met him at a real estate Meetup and then we just became

Facebook friends and he he was doing big land I was doing big land and he flew he like calls me he's in

Dallas he's like hey I'm going to come down and see you he comes down sees me sells me on this big dream about what he can bring to the table if we really

started to scale this land game so I just took it for granted like it's cool we're doing the deal everything's moving along he funds the deal and closes it

with the lender and then he didn't add us to the closing Docks but he's like don't worry I'm G to send you guys 350,000 all good and yeah now we're

suing the dude for the money so that was that was a big loss right there that 350 I sent 120,000 non-refundable for a deal

maybe like in September or something on some Lots down south of San Antonio and

uh I ended up closing a day late a day late and the guy's trying to keep 120,000 not a fun of they'll do it too

bro they don't give a [ __ ] so now I'm suing for that like I said we threw in

probably guys closing on it too I closed on it I closed that that that day the day a day late and he said he's not he's

not going to close so there's a lawsuit yeah and then U like I said we threw down like 25k and 50k on two big ranches

this year that we ended up not pursuing after doing more more due diligence on them but we offer non-refundable man we offer non-refundable cash all the time

and I'm still going to continue to use that same business model because the upside so tremendous but yeah I want to say we we dropped like 75k and earnest

money this year that on deals that we didn't pursue at all so just losses like that man so it's nothing tremendous

right like where you have to turn in $200 million worth of apartment complexes but those little 10 20 30k

hits they still hurt along the way as you're trying to grow a business uh so in the due diligence phase what went wrong that you backed

out on that deal it's just certain things man like if you're down a certain type of Road and size of Road and that affects the

density of that land so if you say hey we're going to do five acre tracks or 2 and a half acre lots and then you can't get that much traffic down that road or

you know just little things like that there's not as much water availability as you thought there was going to be you know little things like that that would

hit it one that we did in fredburg Texas there there was a neighborhood right next to us and across the street and

they weren't going to give us any water at all not from the city and so we said that's cool we'll just do groundw no groundw so that deal was a bust right

that's something that we probably could have took a closer look at before offering non-refundable earnest money but we're just really aggressive when we

buy and we see something that looks like it's going to work we just go all in and I think that's why the sellers go with us you know I got three other offers and

I'm talking to 10 people and we're like well is that other guy going to send you $50,000 the day you sign the contract of

course not they got to wait till all this other crap like we're going to send you 50 Grand the day you sign the contract and they're just like okay I'm

going to go with you guys you guys are dead serious right so we're going to continue to still operate that way man but I guess you know you just got to

kind of write in some of those losses like that okay and just to be clear when you say you're sending it to them you're sending

it to Escrow right or you like no like here's a big dick straight to their bank account bro what y bro that's get that's

how we get dude I don't get someone more excited for sure I'm selling the [ __ ]

piece of property now that's how we get how we get deals is it just part of the

contract or is there like a separate agreement for it or what do you do before you do it no it it'll it'll come right off the sell price so it's a

million say I'm going to send you 50,000 tomorrow balance to be paid at closing 950 we do it all the time bro that's how

we knock wholesalers off the table they're like I got two other offers that are better than yours like for one you don't know if that guy's going to close

you don't know if it's a real offer but I'll send you 25 Grand tomorrow with my signed contract straight to your bank account let's do it

Anthony it's just a dirty way to just get deals man it really beats out the competition Jesus

Christ yeah that's that's that's different that's different for sure

we've always operated like that man and I I learned it from the roofing business from construction right because if I'm

going to try to win a roof where I'm going to make 100 Grand or 200 Grand well it's a race to get there right storm happens hail Falls it's a

commercial building roof's leaking I show up with my guys and 10,000 $20,000 worth of roofing material and we get

that roof to stop leaking in the next hour or two done and now you got that job so you go meet the insurance company you extract the capital but I've got 10

2030 Grand into that property before I ever you know lift a finger on it but now that seller that that property owner

is committed to you right they're like hey I got to give this guy the job he came out and saved my ass so same same

mindset with lamb is like hey if if you're bidding against me on a wrench I'm going to make my offer offer look a lot more attractive because I'm willing

to to you know to to take that big risk to get the deal bro that's nuts so are

you guys running into more competition now from wholesalers and stuff nope not at all man and again for that that very

reason like I got three offers right now sitting on top of my table does any of those three offers are probably fake

offers just FYI we teach them about Hol in too they're probably the fake offers um and you don't know if they're going to close or not so you know you're more

than welcome to go with those if you have those warm and fuzzies with that person but uh do any of those contracts happen to say that they're going to send

you $50,000 the day you sign the contract just curious no none of them say that then they're not real contracts

sir place them into the garbage can

bro that's pretty wild that's pretty wild I I don't know I love putting your money where your mouth is but your

upside on these are huge though yeah there's no little deal yeah if we can't make like a hundred we're not even going

to look at it we typically don't go after stuff but we're going to make you know 10 or 20 grand or something it just for that reason you know if you lose 10

grand or something didn't work out and now you got to lower your your you know your profit or something weird comes out on the land then uh it's just not worth

pursuing anymore right even Edgar trios says Anthony a

Savage sending 50k like that we'll do it again dude we do we'll do it again over and over again it's

just our business model it's like yeah like you said there's a there's enough in there to to make something happen like we'll make 1.1 on two deals so if

we lose earnest money of 25 to 50 Grand two or three times four times it doesn't even affect your your bottom line at the

end of the year that's fair so you said you you're having a lot of deal flow

with land tell me about what that's like like how much deal flow is there how

much deal analysis are you doing what kind of bandwidth does that take like what's that whole process look like for

you uh me I guess I'll under like I'm not exactly underwriting the deals all I'll do is I'll ask for a link it's a

company called landglide and uh it's like a Maps app so I'll just open it up yeah I can see the shape of the parcel I

can see the topography I can check flood zone I'll measure like distance to the next major city to the next highway I

can I can get the size and shape of the lot all in like five minutes or so and then I'll just ask the wholesaler hey

what what are they trying to sell it for and if I don't know if it's a good deal or not if I'm not familiar with the area I'll ask them to go find comps find me

some 10 acre comps and send it back so I'm doing like no no due diligence up front maybe like two to five minutes per

deal um and then how many deals are we getting I mean we might get 10 or 20 in a day man and uh if it gets that

overwhelming then I'll just kick it back to my team so I have quite a few Realtors on the team they'll run comps um Daniel's pretty good at running

numbers and he I think he enjoys it a little bit's he's a numbers guy um but yeah I don't I don't invest too much

time or energy into running comps at all I'll just when some by the time somebody sends me something they have a pretty good idea that's in our buy box and um

also like creative right so we're looking to find stuff like our prior prioritize a deal if we're going to get in with 10% down or 5% down or 20% down

you know before a cash deal so somebody says hey this guy wants 5 million for this Ranch and the price looks amazing

I'm less interested in that deal because I know with those 5 million I could put down one to 500,000 and buy 20 ranches

with that same five million so that's a game so you're just looking at a yield

on the capital essentially That's it man so we're going to raise this fund right we're raise $100 million um the first 10

right now that's coming in we're not trying to spend 10 on a ranch right uh I looked I I was was talking to a guy

about one yesterday that's 7 million and I offered them 20% down and that's it or I'm not buying it at all right so I'll

go look at that one tomorrow uh Thursday sorry so these are these are the types of things that we're looking for it's

like no matter how much of a great deal it is I want to get my I want my entry to be as little as possible somewhere between five and 10% five grand down 10

grand down like minimum that we can get in so that way that 10 M's goes into like I said maybe 20 or 30 wrenches as

opposed to to just dropping 10 into one or two property sends me sends me a commercial property for 2 million bucks like less interested like what is the

seller going to offer me to take on the burden of his property I know he can't sell it to anybody else what's my reward

for going in here and maybe that's zero out of pocket maybe that's a seller holding the land why I pay for the entitlements or do some development uh

to force appreciation on the property and then we'll pay him off after we sell the property as opposed to us just coming in heavy with cash it just even

when we have $100 million we're still not going to buy that way it's never been our business model I like it though makes sense do

know you got any more questions bro I'm just intrigued I guess I'm

trying to remember go back to the beginning did you say you were doing wholesaling real estate and all that

stuff before or you were in construction you heard about wholesaling and then you got into the whole land thing so have

you ever done houses uh I've remodeled houses as a construction worker when I was a kid

with my dad working with my dad's Remodeling Company we flipped houses but for myself I I would say we've probably whole and flipped like less than 10

houses in in five or six years so it's always been land pretty much that's it man like I said I I've got a big land

win early that was kind of where my interest was anyway um because I was looking to buy land and then I just saw

the types of of money people were making so I flipped houses before literally in my career so I know that after three to

six months you make a whole 40 or 50 Grand right on a flip but you know in

land I'm seeing people turning 50 Grand 100 Grand several hundred thousand just for in a handful of documents I was like

okay this is a no-brainer if I can make the same amount of money or more without lifting a finger in the construction World Then I'm game right because I've

been in construction my whole life I'm a licensed general contractor home builder never built a home but I'm I've been licensed forever so just walking into

like Lowe's and Home Depot makes me sick like this the smell is terrifying I'm just done with it bro

just I'm done with that part of my life well what's the uh what's the competition like that you go up against

is it like a lot of people or is there just very little comp competition because there there's zero competition

bro we're pulling these deals off the MLS this deal we just bought this this freaking $2 million Ranch it was on MLS for like six

months there's no competition and then there's less competition with capital right you might run across some

wholesalers but they're not well capitalized wholesalers so really easy to just sweep them off the table knock those players off the

table what would you say the learning curve is for somebody who's like oh man

I'm wanting to get started or maybe someone who's done some deals uh right like most of our listeners are probably

going to be in the single family type space uh what's the learning curve like

is there a big learning curve is it super simple easy to understand paper napkin type knowledge or again like new

people are making 50 Grand 80 grand right on a wholesale fee that selling the deal to us and then if they're

working with us there is no learning curve like get on the MLS call a bunch of agents and getting me on the phone with them and that's it done there's

nothing to learn and then they can learn as they go through a deal like you can get a deal tomorrow what would stop you from getting the deal

tomorrow yeah what's the uh what's the typical average timeline to kind of turn around on your typical type of deal if

you find it you get it under contract what's the process from getting it under contract to turning it into money in the

bank what's that typically look like three to six months on a subdivide okay and that's primarily

because you're working with the city you're having to get it entitled or getting it sub provided like you said

doing something to basically prepare it to be able to be

sold that's it and for the most part it's just surveys right so uh like I

said I mean you can get surveys back in six weeks eight weeks and like I said sometimes we're sold out before the surveys come back yeah you're probably

marketing it beforehand as soon as we go under contract I'm starting marketing and my contract says I have the right to Market

it and show buyers yeah makes

sense you got me got my wheels spinning over here

[ __ ] they're cool deals man like we're aiming to buy a thousand acres this year but I'm I'm sure we'll far surpass that

based on what we already have offers out on and that kind of stuff um it's just it's a cool unlimited space to be in

completely unsaturated people are afraid of it sellers don't know how to sell the property agents don't know how to sell the property Brokers don't know how to

sell the property ratch Brokers don't know how to sell these properties so we just come in with specialized knowledge and guns blazing it's just it's such an

easy Niche to move in and grow in got me all excited over here I'm sold

I'm sold I'm ready to send people 100K emds for no reason I'm ready when you find those deals let us

know we'll partner with you we'll send we'll send the cash there we go sold

again it's like it's we don't have enough time to just h on the phone and just bang phones all day so if somebody brings us the deal yeah and if it's a

good deal we'll put up the earnest money we'll put up everything we'll put up the engineering money whatever you already said it but someone who's listening to

this and just got like the biggest fire behind their butts and they're like wanting to take action I think you

already said it but what is what is something that somebody could could do tomorrow to potentially put themselves

in front of a deal to then present to you so that you could evaluate it and tell them whether it's a deal or no deal

I would download the landglide app link that helps a lot um and then just go to

like Zillow Google anything what we do is you picture like a doughnut right so let's say uh Bear County San Antonio and

then you have all the counties that are surrounding it right crop out the middle County where everybody's killing each other to get deals so just completely

take out Bear County get the counties that are around it all around it and then just grab Zillow Google anything

and say land for sale in xounty and can use fil files 10 acre tracks 20 acre tracks you can go days on Market so

start like at stuff that's been listed for a year and better and just start calling those agents and say hey we're interested in your property and then see

what they're up to say what does your seller think about the price why do you think it hasn't sold tell me what's good about this property and what's bad would

your seller consider taking 10 or 20% down and let us pay off in a year or two those types of basic questions they say

yep price looks good sellers down to work with you guys for a year or two and that's it so we have a new term we coined we're not looking for Motivated

sellers because none of these sellers are motivated they're rich they've been Rich Forever we're looking for Motivated agents so we're looking for agents that

are just sick of this listing already and they've had it forever and once you get the agent on your side it's a done deal that's it man yeah go just go to

just go to the go to Google go to go to Zillow or something and find some raw land and call those people they're already listed they're already advertising saying they need help and

nobody's going to come buy them nobody's going to come save them if you talk to them today it's still going to be listed in six months or in a year yeah so that

being said it's it's going to be listed still six months to a year no one's coming to save them what is it about that property

you're making unique you're just repackaging it in a better package that's making it feasible for some other

buyers to then come buy it is that it that's it so again think about what percentage of the US population uh can

stroke a check for three to five million do would you guess yeah I mean z% of

one% yeah right so but how many of the population out there can can stroke a

check or get a loan for 99 or $249 to buy wrench anything you know it goes up

tremendously right maybe maybe 50% or something yeah so now your buyer to is infinite right yep so that's all we're

doing yeah just buying like I said you go out and buy a $20 million shopping center and then just cut it up into a 100 pieces and then resell it right so

it's that's all we're doing is just buying a very large asset or at least getting control of it through an option or earnest money something and then

taking it and chopping it up and repurposing it and taking it down into the smaller bite-sized pieces question

for you I might have missed it but does Anthony only buy in Texas any other states man I mean we've bought in in

Arizona and Florida you know we're looking in other markets but if somebody really wants to get their first deal and

learn this business just go straight to Texas this is where all of our investors are we know that for damn sure the

land's going to sell quickly and it's high in demand so it takes out a lot of the guest work so there if you're not in

land already there's no point for you to start looking and you know Arkansas when

you can just send us some in our own backyard and I said usually I can tell you what the comps are without even lifing them up so if somebody sends me

some land west of Houston or you know Southeast Austin like I already know what the comps are without even looking

at it so I yeah if they want to learn this game just play what we're already playing we already have the capital we

already have the resources the land's blowing up it's super high in demand so why would you want to guess where a new what new markets would respond to these

this type of deals now I know Texas is mostly flat right but there are some

hills here and there especially like West Austin and different places like that are you looking for ma mo mostly

flat land I know you said agricultural unrestricted but is this is I know

there's also desert dry dirt in Texas too are we looking for like plush lots

of grass flat land or like what's the terrain typically look like on the deals

you're buying so we're good with Hill Country right like I'm looking at you know under 20 acres for 500k right now

that's that's worth over at M I hope to sign that one like in a week or two and that's all Hills right 100 almost 80%

Hills only thing you have to be careful about is you want to check your topography right with the land Glide link or something similar and to make

sure you're just not buying something on the side of a hill right so somebody sends you something and it's like you can see the contour lines on the

topography map and it it's a you know 90 foot drop off over 100 feet walk or something it's just you can't build

anything there you can't do anything with it so that's very rare in Texas but you will find it you have to you have to

just kind of check check on it but yeah it's pretty flat it doesn't have to be lush green grass and and trees and all

that stuff you know we we can buy right now we're looking at a lot of sand lots right where it's just pure sand on the

floor like beach sand so and there's almost no grass at all just like strange vegetation and flowers so every deal is

unique man we we can pretty much do I've bought junkyards I bought properties that needed $100,000 worth of clean up

you know so you know pretty much anything can be a deal and and I think the only way to get good at identifying

deals is just to practice just look at a lot of deals and that's probably the most valuable part of all of this is is

training your eye to find what a good deal looks like cuz it's not as I guess cut and dry as as a house where you see

it it's in terrible shape you get it for 50 cents on the dollar you know it's going to cost you 100 Grand to remodel it you know that kind of stuff with land

you just have to really know what's what what a good deal looks like just by seeing enough of them so like that deal

we did last month where we picked up for four and sold for eight it's like if if I hadn't been trained I wouldn't if you

would have sent me that price of deal for that many acres I would have laughed at you but for me just seeing enough deals I knew that was a monster deal you

know that that one we're picking up for 500 hopefully in a week or two I know it's worth double but you know I sent it

to somebody today and they said it looked like a Soo deal and I'm like dude that's a $600,000 win so just knowing

what to identify by just looking at a lot of deals I think it's the game I can turn back around the for

sure damn all right I'm stoked I gotta I got to go pull some list no matter no

matter what you're doing estate no matter what Niche you're in no matter what you're after no matter what your end goal is right if it's cash flow we're cash flowing fine no matter what I

would say section off 10 20 30 50% of your marketing just for land only and

eventually yeah you'll get one that's tremendous one of my students is going to make over a million on his first deal

so you know I would say add some sort of land to your marketing you don't have to quit what you're doing or you know shiny objects in them and change your

nit yeah in full sand I bought the sales pitch

I would say yeah anybody that's listening you 10% 20% of your marketing just gear it towards land and you'll hit a deal so big that it'll it'll just

change your mind about real estate entirely bro well thank you so much for coming on bro where can people find out

more about you find out more about hive mind hive mind Anthony everywhere just just look everywhere Facebook Tik Tok

Google YouTube we have a big YouTube channel we have almost 500 podcast episodes things are going pretty well

man but yeah anywhere you look online you just go to Google and put hive mind Anthony you'll find us hive mind Daniel bro thank you so much for coming on guys

thank you so much for tuning in go show hive mind some love don't forget to hit like And subscribe if you're watching this on YouTube and we will talk to you

guys next week talk to you soon peace thanks for having me guys it was awesome appreciate

[Music] you