Ep 464: Paying It Forward Forever With Matt Larson

Transcript

hi my name is Danel Martinez host of the hyp podcast I have guest host Anthony GAA here out of San Antonio and our

feature speaker today is Matt [Music]

Larson what part of the country you from Matt from the Midwest I'm currently in Illinois at my lak house Illinois I hate

Illinois I I I grew up outside Chicago and for 22 years of my life and I left

and never went back yeah well Chicago's a lot different than uh where I'm at right now but it's about three hours

from there so and so that's past jol at you're probably in Springfield no not

quite that far so I'm I'm right I'm about 35 minutes away from Peoria Illinois oh Poria okay that that was my

second guess if if you're far enough South down Illinois I've I've done a lot of stuff in that area and it's just been

interesting but we're not here to talk about that lake house is dope I've heard an interview with you

probably it's got to be at least three four years ago it's kind of how how Circle makes a

way full circle and I'm happy you're here let's talk a little bit how long you been in real estate real quick not

20 minute version but let's kind of start there and then we'll work our way into the conversation so yeah you guys

just lead me on how how long you want me to go but I've been in real estate this is my 19th year okay wow yeah MH there

you go I I don't know if you want me to give some background or whatever it is you just tell me what you want me to I

mean what did you do blue collar before this yeah so I was a machine so I got out of high school and tried to go to

college went to college for one semester they told me after that semester I couldn't come back so I went I as 19

years old went to work in a machine shop and because it was like the only place hiring at the time this is like in the

early 90s and there wasn't like the economy is pretty bad and so I went to work for this machine shop and I I did

that all the way from 19 till my early 30s oh wow so you were like Machining

Parts yeah like so we're we live in that was John Deere country right so okay

yeah so we were making parts for John Deere ah so very hand so I think a lot

of people watching this might they might know who you are right you're recognizable figure in the space so how do you go from Machining parts to like

owning warehouses and flipping houses you I mean there's a lot of years in

between there but I never pictured that that it would end up like that you know none of us really know what's possible

until we get going but you know it's just one of those things where I always kind of tell this story and it kind of

maybe kind of fixes the foundation of why I did what I did but I started so we

always blame stuff on a girl right like it's always a girl's fault so I got into real estate at 26 well at 26 years old I

started dating this girl and here I am a machine shop worker and she's a doctor literally way out of my league and uh I

dated her for four years and after four years in I'm coming I'm working 12 hour shifts at this machine shop I'm coming

home you know completely covered in oil grease you know no air conditioning at

100° temperature all day outside and you can only imagine how bad the smell was

and so I come home one day and she told me that she wanted to break up and this is like this is my first and only real

love at this point so I'm started 26 this is now 30 she says she wants to

break up with me and I I was like why and she said because I want to date

somebody with status somebody that makes money and so I didn't know how to make

money I I'd never I didn't know you know I did well first of all social media wasn't a thing so it was like could pop

on Facebook and see people making money that didn't exist and I didn't know any rich people people uh everybody I hung

out with was broke I didn't know that the self-help section was even a thing in a

library or a bookstore and so I was always told if you want to make more money by my dad that you have to work

more hours and I was working the Max hours you could do and so and so all of a sudden I'm living in a 300 foot

apartment literally I can almost touch the walls of my apartment if I stretched out my hands and my rent was 275 a month

and I'm just I'm heartbroken and I'm like depressed and I'm trying to figure

out how to make money is I don't know how to make money and I back then so my my bedroom and living room was the same

room because this place was Tiny so I I used to leave my so funny how I never even watched TV now but back then I left

my TV on all night and I'm laying there at night and I wake up or I I I'm having

trouble sleeping um because I'm so stressed out and this inform commercial

comes on TV and it's this guy talking about flipping houses without making

money or without putting money down and I was thinking for some some weird reason my parents had never bought a

house I had never bought a house I didn't really know anybody that own their own house everybody I knew rented

but for some weird reason I thought maybe I could do it and I bought um I

never bought anything off of I literally didn't like buy stuff off of infomercials but I bought the books that

that they were selling I paid for Rush delivery I got these books I wasn't a reader at

all and I get these books and I I'm convinced that I'm the I'm like I'm GNA

do this and it was crazy because because in the next 30 days I did my very first

deal keep in mind there's no there's no social media you know there's just nothing like that out there I didn't

know every all my friends like you're C you're this is never going to work so So within the first 12 months I did 12

deals the second year I did I did 10 by the third year I did 19 deals 2008 hit

so 2008 rolls and I'm like still working

but I decided November of ' 08 when everybody's like unemployment is skyrocketing the world's coming to an

end the worst the worst financial crisis since the Great Depression and I call my

boss and in November November 7th 2008 I called my boss and tell him listen I

want to put in my two weeks notice but I'd rather today be my last day and I I took my portfolio from 30 houses in '

08 to 450 Properties by 2013 and I'm I'm one of the guys that

learned a lot between 05 and 08 you know you know punched it out and just made it

work while I'm working 60 hours a week and then the crash hit and just complete

completely took advantage of the opportunity because now I have all my

time I'm not putting 12 hours a day in a machine shop I'm putting it all into real estate and I did a lot of

wholesaling I did a lot of Fix and Flip I did a lot of a lot of rental properties during that time period so

not only I mean the 450 houses was a small fraction of what I did that was

what I built but I I was making seven figures in in wholesaling too on top of

that net net seven figures I had I had a million in cash in my bank I'm talking

we're talking in 2008 I had 20,000 saved up in 2005 when I got in real estate I

was negative 25,000 is in credit card debt by 2013 I had 10 plus million doll

net worth I had I think it was probably closer to 20 back then I had a million

in cash and I was making a million a year in income hey can I ask a question right now I got a marketer's brain man

that is tremendous so I'm thinking okay there's no there's no internet right

what the heck are you doing to get so many Le there's internet there's internet I mean like the way we use it

today with Facebook no yeah way harder back then way harder this is easy today this is easy stuff where's all these

where's where are all these properties coming from that was a tremendous jump in a time when everybody was jumping out so were you picking up foreclosures at

the auction or where was that volume coming from right now the best deals at the top of the market the best deals are

found off market during a crisis like that the best deals are found on the MLS

whoa so I was still doing direct to Market direct to seller marketing Direct

Mail Bandit sign stuff like that but I was buying a lot off the MLS and and

it's like your marketing so I always explain it to people like can do you guys golf by chance I'm not a big golfer

but I like to explain people it's like golf right now when you talk to a seller

you're on a 550 yard par five you hit the ball as hard as you can it goes down

280 yards you still have four more swings to get that ball in the hole very

difficult when the as the market drops it goes from par fivs to par fours to

par 3es to eventually at the bottom of the market like an 08 9 10 11 12 that's

mini golf that's easy so you just tap it in there so so so that's that's the

difference is a lot of people don't like I've been in this going on 19 years I got an opportunity to make a huge amount

of money in a very short amount of time playing mini golf but I I learned the

game with par fives in' 05 0607 that's that was way harder back then than even

the top of the market this time so I like this this kind of framework too because everybody talks about like the

the recession is C like a wave and I feel like you only need one wave to set you set your life up the rest the rest

of your life and there's different waves every like every seven to 10 years so if you catch that right wave at the right time

you can go from 450 houses that's crazy that's why I tell people I see a lot of and I I

don't I don't I'm not in this game to argue with anybody you know every day some 25-year-old tells me I'm an idiot

on on social media that I don't know what I'm talking about even know I did

my first thousand deals and he was still in junior high get but but the bottom

line is you should be scaling your portfolio during a downturn not during

an upturn upswing so so you know if you're going

to scale during the up upswing like we are now it'll take you 10 years to build

a portfolio that you can build in two years put doing it in the downturn you feel

like this is an upswing right now well it's already it's it's already at the top and it's come back down over the

last two years but it's still pretty high you know but what I'm saying is is

like a lot of people scale they're scaling their portfolios in the last

three and four years that's when like the big push happened and I'm like trying to tell people listen you're

making this thing way too hard SC your portfolio during a downswing you'll just

do 10 years of work in two years so so that's that's the difference

like I'm very patient like I haven't you know I I had 450 houses I sold 350 of

them off during the very top of the market I I didn't time it perfectly but I got close I couldn't sell them all

because I had too many and I would have crashed the market if I would have sold them all at one time but the bottom line

is I'm not buying any rentals right now why would I I know what's happening next

and the next like I'm going to I don't want to work any harder than I have to I as you get older you try to protect your

energy like when you're younger you're trying to figure out how to make money when you get older you're trying to

figure out how to get a a multiple on your energy and then and then the money

comes easy the the money's Like Oxygen like you don't like okay you know I don't think about like am I going to run

out of oxygen in this room right now so so it's just one of those things

where don't make life hard buy when everybody selling and sell and

everybody's buying man I love it dude okay are you so going going through this growth phase

again are you using private Capital seller finance like how did how did you manage to accumulate so many hous was it

Partners or what you do so I did I did I didn't do I don't do private money I don't do syndication I don't do like any

of that so what I did was I brought on some Partners 5050 partners and I did I'll do the work find

the deals we'll split the M we'll split the profit you put up all the cash that's the easiest way to scale you can

scale way faster doing that even Beyond like private money in my opinion

because I always see people that borrow private money always asking for private money like that that's like a

NeverEnding cycle whereas if you just get a really a good partner that has a lot of cash and you're making them a

fortune they figure out how to go get the money right it's just easier so I did a

lot of 50-50 Partnerships but what happened was my balance sheet and my

financials were growing fast and when you're making a million a year net on

taxes and you have a million plus in cash and you have a you know 8 fig net

worth you during 20101 I go to the bank and I just say I want to like think

about the time frame Banks were collapsing unemployment was high and I'm going to the bank five years prior I got

into real estate five six years I'm saying I want to buy houses and put no money

down how much how much do you need Matt because back then and even now most real

estate if you ask a banker tell me about the average real estate investor that you do loans with

they're going to say broke they don't have any cash and so I did the thing that was the

opposite I did a whole bunch of wholesaling which brought in Fix and Flip which brought in a lot of cash tuck

some of that away and I went through the phase guys I grew up broke my my parents were on U food stamps occasionally

growing up when I when I started making like like real money you know I was I was buying

Rolexes every week week and my I got a fantastic Rolex collection I never wear them I got my my Apple watch on now but

I was buying paying cash for Lamborghinis you know Rolexes $115,000

bottles like you don't want to do any of the stuff I was doing I was making so much money it didn't matter how old were you met at that time like 33 34 but i'

never had money in my life and so when I started making money I was spending it you know we we were talking I was living

big the cool part was I was still smart enough I'd go burn 20 grand on a Rolex

and bottle service and whatever and I'd still tuck 20,000 that week into a

savings account you know so so I was spending it but I was also smart enough

to save a lot I was just making a ton of money yeah you know it sounds like that's about the

perfect age to to go to cycle through some cash and have some fun yeah yeah no I don't do I'm not like that anymore I

don't I really don't even hardly leave my house you know now I'm like I'm 48 now so it's like it's a little different

situation but you know every think everybody goes through that phase at one point you know I'm I'm I had fun but you

know I have different fun now yeah same same for me man in my 20s I was a general contractor and I did go through

a lot of cash I always had big projects going on and now 42 now yeah and I do a lot of quarterbacking from the house

less excited to go out and do a Vegas trip or something like now I'm just home hanging out with the kids and the wife that kind of stuff

yeah yeah I don't I think I think it's good I think maybe it's fun to go through that phase but I'm glad that

phase is over I don't have any I don't have anything to prove anymore you know I don't need to prove

anything what are you doing these days man like are you uh just more investing are you still actively like acquiring

you said you're not doing much acquiring you're waiting for a downturn well I have an OP I have a wholesale operation the other thing is

you get older and you get smarter I got over 4,000 deals on my belt so like I know I understand how the whole thing

works so most of like right now I just wholesale mainly and I do probably I

don't know five fix and flips a month something small I don't do much of that anymore because I'm not I don't want at

my Peak at my Peak I was doing 80 80 deals a month and and that's a lot of

projects to manage and you don't want to get caught in in a downturn with that many projects in flow so I slowed that

way down knowing that what I think's going to happen in the next couple years so I'm just trying to be prepared and

not get crazy but my whole the cool part is my wholesale operation I only put two

and a half hours a month into that business wow so so all my my whole

wholesaling operation is all run by virtual assistance my two and a half hours a month is kind of broken up kind

of like this so I do 30 minute meeting a week it's well it's scheduled for 30 we're usually done in 20 I check my kpis

twice today between my leads that are coming in and my offers that are going out then I check my end of the week

report on offers accepted and I meet with a mobile notary once a week and we sign all my contracts for the week and

and then that's it that's my I don't determine how much we offer on houses I

don't get involved with what we're selling them for I don't talk to sellers I don't talk to buyers I don't do any of

it I don't even log into my I got 200 Grand invested in my podio system and I don't log in to it ever my team runs all

that and I just I just I just close deals that's sounds like

retirement I I can tell you this my wholesale operation is way more passive

than any anybody I knows rental portfolio including my own it's it's way

easier to set up a a passive income stream or semi- passive income stream

wholesaling than it is through rental properties that's amazing and I'm guessing you carved that model out by

yourself right you didn't buy anybody's Guru course no yeah I just did it on my own I get a lot of people that copy like

there's a lot of things happening in the industry especially right now like people copying all my stuff but you know

it's just kind of like you know that happens you got to expect some of that you know it's it's flattery

right mixed with theft yeah it's annoying but you know

it's going to happen are you doing any like speaking gigs or any coaching or anything like that or you just pretty much just just quarterbacking from the

house so I I started it's kind of neat because in 2019 is when I went

completely virtual and I kind of had every position kind of filled and I was I was laying on my couch every day

basically getting fatter by the minute not doing anything and my one of my

mentors is like hey man like what do you like we went on this we we rented this

160 foot yacht for a week wow in the Caribbean and I I never checked a single

email all week or a text message even I never had to do any of that because my team was running everything and so he

was like people notice that when like everybody else is busy on phone calls here and there and like I'm just like

hanging and he's like what do you do all day and I'm like I pretty much just

couch surf take it easy I need to like find something to do and he's like uh

you ought to you ought to get into education and I was like man I don't

think I could do education I don't think I could sell anything and he's like I think he'd probably do pretty good so I

didn't have so Jan so this is like in night 2019 in December I decid to start

a real estate education business in in January of 2020 but I don't have any following on social

media I've never done at this point i' never done a selfie or a video of myself

ever never done it January of 2020 never done it wow no email no email address no

email list no social if I post on social I got like two likes and one comment and

the comment was make somebody making fun of me and no products to sell and I

started in January of 2020 I didn't really get start didn't really do anything until like because I didn't

know what I was going to sell I didn't do anything until February of that year but I ended up doing a milliion 58,000

in sales selling eBooks where I didn't I didn't do any coaching I just I got all those sales

for ebooks was this online like were you doing online marketing or just branding or just personal referrals or how did

you get that explain I just started I started talking about it on Facebook and Instagram wow started learning how to do

I started learning practicing every day and learning how to write copy and now now I really enjoy writing copy like

that's like my thing I've built a little bit of a following online I've gotten a lot better at writing um copy and and so

I got really good engagement now now if I if I write something like stuff happens but back then I didn't really

have anything happening so what I did was I just started messaging everybody like I would if somebody liked my post I

would write go right into the DMS and say hey man I appreciate you likeing my post is there anything I can help you with any bottlenecks you got and and it

started to grow and before long I was getting you know maybe 50 or 60 70 likes and then you're

messaging a whole bunch of people but activities happening so by the end of that year I had like 8,800 emails that I

gathered all for free through lead producing lead magnets on social media

and people would sign up for the stuff and then I would just email my ebooks that I was creating and

it ended up doing seven figures at 89% margin damn dude that's incredible man

hey do you have a link or something like that we can put in the show notes below this video my website is real

estatemc yeah I got it I got it I had it ready on the other platform but we're not there what other types of products

and services do you have that that you offer so so when I the first product I

created because I didn't I was sitting at my house it was like January of 20120 I was like man I got to come up with

something to sell but I didn't want to sell like a wholesaling course cuz everybody has those yeah so I was

thinking like one day like man what can I sell and I was on the couch and I was

like thinking about stuff and I was like man I love these virtual assistants I've been hiring and it's great because my

virtual my business runs on Virtual I'm like I really went on a deep search to find other people's virtual assistant

products so I went on this deep search online on Google and I found like my thought was I want to buy everybody's

virtual assistant products so that I can try to make my team better and I ordered like six or eight courses of everybody's

stuff and I bring it all in and I'm I remember just like sitting there my I had a my big ma my master bedroom I'm

looking at all this stuff that I bought and I'm like that's crap that's

crap this is junk this is not teaching me anything and I get through everything and it's all junk it's all crap and I

said to myself my stuff is way better than this cuz I had built all my own systems and processes that we documented

in my own company for my own vas as we were growing the business I was documenting processes so that training

them became easy and I said to myself man my stuff is way better than this and that was then it hit me like whoa that's

that's my thing like that's what I'll sell I'll sell my processes for my vas

my step-by-step processes so I put it together in a into a like 200 or 300

Page book ebook and I put it out there and it freaking I did I didn't know how

to to do a webinar somebody said oh you gotta you got to do a webinar so I go online on YouTube and I do a research

and I watch this two-hour long R Russell Brunson webinar thing and I try to do it

and it crashes and I have to tell everybody I don't know what the hell I'm doing here meet me tomorrow or one of

those things and they all came back and I sold and I did 13,000 in sales on my first webinar and I was like okay now I

can now I see like I think I can some money at this and then that's that's what kind of just took off from there

one of the things I love about I love I love your story is Cu uh you just figure out like you like walk you like a

blind man walking through a snowstorm you're like H we'll try we'll try it and figure it out and then I'll try any like

i' try it yeah I just try it mess it up what's what's crazy about this is you just started this four years ago three

years ago now 2024 but one of the first stories I heard about you was you were doing so many flips in your Market you

had to go start a warehouse business so you can get more product to your team faster and cut out the Contracting

bidding on on the on the on the materials so like all I'm hearing is like you're you're very it's very like

ground groundbreaking entrepreneur and this is one of the things I tell people like what's what makes a groundbreaking entrepreneur they find a problem and

they make a solution and then they just hone that solution down to Perfection and then they find new

problems yeah we created well let me let me so let me I'll go back to the mini lows I cre in a minute um but I want to

finish one thing because what happened was I created all these processes yeah

for this virtual assistant and it just it just did so much in sales it was it was nuts like and then I my second

product was a renovation manual and the market hadn't seen that before and I just took the renovation manual that I

created for my own project managers when we're doing 80 projects a month and I'm like I created a book a 200 Page book so

that they could run projects without me having to do it like teach them and we sold that and between those two products

is where we did a million in sale ebooks like that's crazy I didn't know about like one day somebody like a really good

marketer asked me's like how much are you doing like I'm like I'm do I'm doing a million I'm gonna do a million dollars this year I'm doing 100,000 a month by

the end of the year and they were like what about like are you C like one day some guy

this is how this is how dumb I was they were like what about like upsells what's upsell funnel looked like I'm like what

do you mean upsell funnel and didn't even know what that meant they're like yeah when somebody buys something from you you can offer them something else

and they'll buy that too I'm like I never did any of that no upsell funnels no downsells didn't know how to do any

of it I wasn't even collecting people's phone numbers so so so what happened was one

day this guy calls me and he's like he bought my virtual assistant it's called

virtually unemployed he buys this virtually unemployed and he calls me up and he's like dude this is the best real

estate training I've ever received he's like I just love this VA stuff but he's

like I just don't want to do any of this work can I hire one of your

vas and I was like I don't know let me go back to my team so I went back to my

team like hey can we hire like can we find and train vas for other people and they were just they were like yeah let's

try it so we did it and my VA business went to a million dollars in 90

days a million like it does multi-millions now

but now what's that can people still subscribe to that right now oh yeah oh

dude okay perfect I have 55 this is a stat I pulled last week I guess the V

virtual everybody I talked to is like oh you know I hate the virtual assistant business because it it churns every 90 days and you lose all those customers

and I was like I just don't that doesn't happen to us and I pulled the stat because somebody's like can't be

everybody leaves virtual assistance and because they're junk and they go they leave and I'm like that doesn't happen

so I pull the stat I have my team pull the stat 55% of the customers that were

our customers in 2021 are still our customers in 2024 55% and most people

don't last 90 days that that retention is amazing dude over 50% that's incredible yes

wow so we just do things differently than a lot of people but but that just like started another whole another whole

another business which I I really like the virtual assistant business I'm one of my best owned customers in that

company but but yeah so then if you go back to the mini lows if that's where

you guys want me to head I can talk about that next it's that's what that's like kind of what I know you for so I

think we should we should hear it again that way if our audience has never seen you before so in 2016

16 in 2016 I went to actually let's see in 20

in January of 2017 I was buying most of my materials at this one particular

Lowe's store in Molen Illinois and this is January of

2017 and I I I I used to go into that store like maybe like two or three times

a year and the plant supervisor knew me by first name and face basis

and whenever I came into the store he would come out of the woodwork and come over to me and shake my hand and he

asked me a question every time I don't know if he was joking or being for real but it seemed like he was being real he

he'd say hey Matt is there anybody I need to fire is everybody treating you good I'm like oh yeah everybody's great

he but I did 22 million or let me see I'm sorry 2.2

million at that store in 2016 just at that store to 2.2 million and he said in

this 2017 in January when I met with him he's like you did you had a really good year you did 2.2 million with us last

year he knew the numbers I didn't know the numbers he told me that was the number and he's like he made the mistake

of saying that's 10% of our sales at this at this store so I I was buying 10%

of all the store Topline sales at that store so I said my Natural Instincts was

man I need a better deal I'm not like I'm paying like near retail price and

he's like no you don't have to worry about that Matt everybody gets the everyday low price I'm like yeah but the

guy that's only doing one kitchen a year is paying within a couple points of what I'm paying and I was so mad I left that

meeting I went back to my team and I said we're building our own mini lows

and I don't know how to build I'm not I don't I didn't have a single person on my team that understand that understood

like purchasing on that level or or warehousing or like any of that like I didn't know any of it so I find I call

my agent and my commercial agent I'm like I need to rent like I might have the dumbest idea I'm probably gonna lose

a bunch of money because I was really good at trying ideas and losing a whole bunch of money you know that was just

like we like R&D so I said I don't I better not buy some because I'm probably gonna lose a bunch of money but do you

have something you can you find something that I can rent so he finds this building and I go rent it and we

rented it for one year gross lease it was like 3500 bucks a month and it was

like only like four 4,000 square feet or something and I took this gal her name

was Tammy she ran my accounting and she was like if any one little pennies missing she would find it like she was

just really good so I told Tammy I'm like you're gonna here's what I want to do get go here's we got I showed her

that space go build some shelves have somebody build shelves and let's take

all the SK use and start bidding it out with all the vendors that we use and see if you can get a better deal and we're

going to quote everybody against each other and then put stuff on the shelf and organize it that basically all the

direction I gave her and I got in my car and I drove away and I came back 30 days later and I was like what the heck is

going on because it was completely full the building was completely full top to

bottom front to back she's like we're out of space and I'm like how how many

more SKS do we have to buy she's like well we've only got 400 and we needed like 2 200 SKS we only have 400 we don't

have enough space but I said but the only thing I cared about is are we saving money she's like we are saving a fortune we saved 30% here 45% here so

I'm like I get it I leave I get in my car I call my agent and I'm like I need

20,000 square feet and I need it fast so so we literally that day we need at

this this building that's 18,000 Square ft and I make a really low offer on the

building they they they reject the offer and then my agent says listen I

don't think you you're going to understand like this guy's going to buy either you sell it to him today for this price or he'll buy it for in a year for

Less because he's seen me buy a lot of stuff over the years and I always get good deals so I end up getting this

building it's 18,000 and and we built a full-blown Mini lows 2500 SKS um I had a

cad designer come in and actually build the you know order the good shelves and you know they go up to the ceiling and

they're you know it's all organized and it was it it's pretty sweet it was pretty sweet and I did that for years

and years but what happened was we ended up saving up to 80% off of what what you

would pay for materials at Lowe's Home Depot in fact in fact one product paid

for the building every year the the mortgage and all the overhead was paid for with one product

and that was paint I was buying Sherwin Williams paint for a price that you would not

even understand I I had the lowest price in the country in fact um it was funny

because me and you know Tim BRZ yep me and Tim were buying this 400 unit

building and I joking around because Tim thousands of units yeah he's like I he's

like all right I'm going to get the he bought Sheran Williams paint too and he's like I'm going to get the paint quote and I said can I quote the paint

after you quote it just to see if my price is oh yeah you can't get better price than me I'm I'm doing thousands of units and my price was to do the 400

units was a quarter of a million cheaper then he could then he was gonna get it yeah yeah I I I had I had it like so

cheap I work these people over so much they created they Sheran Williams was creating OD Oddball to get the business

we were getting paint samples instead of like being like the Sherwin Williams name on it they were like

xp25 like they were creating paint for me to figure out how to get it cheaper

to win the business and and so our paint prices were so cheap it was it was not even

fair so that one product paid for it the whole building but we got so much so

much cheaper along across everything else that it just it it was unbelievable

and I still own that building until June of this year we well when when I started backing down on the number of rehabs in

the last couple years we started like the building was kind of starting to turn into ghost town I had 50 employees in there and all of a sudden we only had

like a few and it was kind of a waste you know so I had a call I got a call

one day on the building and the guy was like hey man I'll give you a cash offer no INSP inpections Clos in 30 days and

he paid me 500 Grand more than the building was worth which was like a

million more than what I paid a few years earlier so I was like yep I'll

have my stuff out and you can move right in and uh so I sold it earlier this like

in June or or actually yeah June June of this year or June of 2023 dude congrats man that's a heck of

a story dude that is badass incredible but we created our own online store we had everything inter in

intertwined with podio barcod our own barcode system basically what would

happen is we had it totally tricked out I mean it was it was pretty it was pretty it was pretty slick what happened

was so we had our own online store like like you would go on to lowe.com and

order from loow we had that in my warehouse so what would happen is we

would close on a house a one of my project managers would take the scope of

work go online to our site pick and order all the pro products as soon as

they hit send it would go to the warehouse the warehouse would get a the warehouse guy would get a a

notification he would go pull and pick all the items and then hit the barcodes

each time to let the inventory know it was dropping then he would hit a button on his phone in in the podio app and

then that would automatically text the contract contractor that his order was ready and then the contractor would roll

around to the building hit the doorbell we' raise the door he'd back in and we

would load his stuff and he's gone so no lost time on walking the aisle I mean

how many times you go to Lo or Home Depot and you're you're like a mile long

in the morning there's 14 cus registers and one guy working none of that you didn't have to wait in line you didn't

have to walk the aisles trying to get your stuff it was just super streamlined and and and organized dude that's

amazing dude I've been a contractor for almost 40 years I dumped it a few years ago now that we're doing these the big

land deals and things are going amazing you seem like a very like systems oriented guy man kind of like you have like an engineered brain because you

have a way of figuring things out is that something that you're doing on your own or do you do you do you get Consulting from somebody that's in the

space already or how do you solve all these big problems no I don't I didn't get Consulting on any of that but what I

do is I just have the big idea and I just find the people that can put it all

take the IDE like I'm not engineering minded at all but what I do is I get the

idea like I want to create when I created the mini Low's I was like I want to create the mini Low's here's what I

want it to look like then I would go find somebody that could go build it and put it

together you're you're the the managers the quarterback quarterback you kind of put the people in place to make it

happen that's amazing your your level s sophistication is amazing cuz this is

this story seems unreal to have your own website check out but that's amazing is

there is there something new that you've done that I haven't heard about because that's that's the biggest thing I heard about and that that story is amazing and

I love it and I'm glad you said it on this podcast but what are you working on now besides the couch surfing know you

know I made it so couple things you know I I'm focused like I'm really just

focused on the hands-off um wholesaling model for other people okay so I'm going

pretty deep with my vas and they're they're really really talented I got a great group and so my time is spent this

year I set a goal like everybody you have to have a goal and if all you're setting is money goals then you probably

will get bored or you'll probably maybe not hit them it's hard to like make

money goals a thing I found but what I did was this year I set a goal to get on

2,000 unique phone calls so do the math on how many that is a day if you break

it down six yeah it's it's six it's if you don't take Sundays out because I

don't work Sundays you're at six to seven calls every day at 30 minutes a

piece and so like last week I did 48 phone calls individ unique phone calls

with not counting like meetings not counting calls that I might have done with somebody like and something else

but 48 unique phone calls last week the week before that was 36 the week before that was 36 and that takes a lot of time

to do that and what I did what I decided was this year I'm doing this epic thing where I'm going to help 2,000 people

this year for free not charging them anything I just want to solve their

biggest bottleneck because I went back to okay the that infomercial that I

watched in 200 2005 for 30 minutes solved my biggest

bottleneck and now I'm going to be I'm going to do 2,000 phone calls this year

which guys I'm telling you I'm working it like that's hard like that's a lot of work doing 2,000 like that's a 48 phone

calls in one week and I have multiple businesses that's a lot of phone calls

that's a lot of dedication that's not an easy thing and I'm going to do 2,000 this this year and I'm documenting the

whole thing and I'm going to see what happens see what what epic cool things

happen out of 2,000 unique phone calls 2,000 different people in one year I

want to see what happens this is just a like a like a a passion project like helping people just giving back or yeah

like I'm I get frustrated because everybody's a big shot online now and

everybody's like a big shot and they're making millions and all this and but nobody will help

anybody without having their hand out pay up give me money and my thing is is

if you're a big shot you can afford to help a few people for free absolutely

absolutely I love that dude and that I think that's our Core Business is I mean we we do okay I think we're just starting to get into our stride now but

we give back a lot man we help a lot of people just because it feels good and it's important to us and I hope we never lose that yeah it's amazing it's amazing

feeling it's only the third week in January and I started this in January 1st I was on phone calls all day January

1st New Year's day I've been on phone calls every Saturday 12 a day and and

and and the the feedback that's happening and the the impact that's already happening three weeks in is is

unbelievable and I tell everybody it doesn't have to be real estate doesn't matter I've helped multiple bartenders

like Hey how do I they see my post on Facebook hey I'll like if you need help

I will I be be able to take the skills I have it doesn't matter the industry or and I can help you make more money so I

had a couple bartenders reach out and I helped him learn I taught him quickly how to write some copy and post on

social media I have this free social media course that's probably worth a couple Grand that I just give away to

people and it teaches you how to 10x your your engagement and all that and like so I've had bartenders like I got

I'm getting eight new customers a day which is giving me hundreds a week I'm

getting those I'm helping people in cleaning businesses massively increase the number of bids they're getting and

winning I helped another kid that's a project manager a GC and he's like I got

no business I got I got nothing coming I don't what to do I have no money and I told him do these four things and all of

a sudden a week 10 days later he's he's like I can't believe it I got more work than I can deal with so I'm helping real

estate people of course I get a lot of real estate calls but I'm helping any industry I don't care what the industry

is you get a hold of me you send me a DM on social media I will help you dude

aming this I want to test to this right now you did message me on January 4th at

811 and said I appreciate the follow I'm here to assist and what's the main thing slowing you down right now so you you

are walking the walk man so that's freaking amazing of you dude I didn't know if that was a bot or what yeah we I

so I do have I do have some people helping me with my DMs only not so much

back then but this thing's blowing up so it's like I'm getting to the point where

there's so many DMS coming in that it's hard to handle so I have my I have my

team like putting them in emails and building spread sheet so that we can keep we can keep like track of

everything but if you te if you DM me on Facebook it'll be me that responds and I

send my my link over we get on a call with people I've had the same cell phone

number for 20 years I'm calling people on my cell nobody does that people like

you gotta use a vo phone you don't want people like no I've had the same phone for 20 years I'm not worried about

somebody like bothering me like I'll just get on a I'll call you from myself it was so funny everybody's like I get

on a call with them and they're like is this really like is this like your phone number I'm like yeah and I've had that

same phone number for 20 years and I'm just like you find another influencer to

do that they won't all these all these Jokers are like they're using like these

fake phone numbers and saying text me like no I'm I'm really texting you I'm really calling you I'm going to prove

that this business is a like the education space is a respectable space

that it need it's there's too many Jokers out there and and the other thing that's going to happen is is like if

you're not real I'm gonna take your business from you because I'm gonna take

it from you and I'll get take it from you and for free I I do a thing I do a thing called

the deal lab every week it's $47 for the month

it's the I used to charge like four 500 bucks for it I got up one day I'm like I just a lot of people can't afford that

so I'm just going to lower it down to 4 s bucks and I have people quitting the

their I won't mention the names but you've heard them all I have people quitting 1520 I got a testimonial last week of a

guy who quit a $50,000 Mastermind because deal Labs better 47

bucks so I'm growing this this deal lab I didn't even I didn't even promote it

for two years I just had I kept it the same group of people but it's it's exploding now it's like when people log

on it's nuts so I do that really cheap just to keep you know just to make it so anybody can learn real estate education

and and it's been pretty wild man I tell you I it gets overwhelming when you start seeing people reach back out and

say man you helped me so much I had a kid yesterday he's in Dire Straits and

he's like I got these two deals I can't get them sold I don't know what to do I got no money I don't know how I'm going

to pay my bills and I get him on a call and he's got all his every penny he's

got he's got nothing left he's got every penny in these deals he needs to get them sold and they haven't sold for three months yeah so like give me those

addresses so I get online and I look it up and I start running coms for him while I'm on a call and I'm like dude

this one you gotta you got to lower this one down it's not going to sell the price you're at you got to put it at 180 still making money yeah and so I pre

repriced two two of both of his properties and that was the first week

that was like in the first week of January at one one point I think late in the week and he called me yesterday and

let me know both are pending and he's got 90 grand coming in in the third week of

February amazing that's a superpower man dude that's freaking amazing I didn't know you were doing

that that is you're you're inspirational I love I love that you're making you $47

you're uh almost inspiring me to lower down to $47 not that I'm going compete with you

not that I'm compete with you no think you should lower you should put it at whatever price that you you feels right

I just think that the we the so here's my thing is it's like gez man it used to

be you could do these monthly things and they were 100 bucks then all of a sudden they were 200 then they were 300 then

they were 500 now they're a thousand and I'm like I'm gonna do I'm going the opposite

I'm going down I'm GNA lower mine down and and show people like listen a

thousand's too much that's too much yeah you know you're cut

you're cutting out all the people like me 18 19 years ago that couldn't afford

that you know I could afford I paid $37 for the book that I bought with Rush

delivery back then that's the person I'm G to help dude that's amazing man I I think now I'm thinking Daniel and myself

need to get on this call now I'm sure we got a lot of bottlenecks and and holes in our game that could easily be patched

I can tell you this I've had like 11 or 12 seven figureure wholesalers join the

deal lab this year in January and the feedback they're telling me unbelievable

I'm in we're in dude this is this is amazing this I mean I knew this was going to be

a good interview but I mean this is really really good this is the good stuff and and this is what we try to get to in our podcast is like to the core of

stuff because we've heard the the I started four now I'm rich spill but when you get to stuff like this man this is really exciting it's heartwarming and

it's awesome it makes pod casting fun yeah I just I'm having I'm having this this 2000 call thing like guys I've

had it easy for the last few years like life's been good I've just I got a couch right there I I I've worn that couch out

I've laid on it so much I've had it very easy I haven't had to work that hard and

I set this goal this year with these 2,000 calls and I'm freaking working I'm

working it six days a week and I'm working Sunday to catch up on emails

that I don't get to during the week and I tell you it brought it's bringing me back to the day when I first got into

real estate and how hard I had to work in addition to my job in order to do all of it but it's so fun because I won't

let myself fail I'm gonna do the 2000 and every time I get tired and I'm sitting down I look my schedule for a 30

minute spot and I post and I fill that spot there's no rest like there is no

rest I mean I I had to I was doing 30 minute calls and I didn't have time to eat or

go to the bathroom between my calls so I had to switch it to 25 minutes and but

dude it's stacked one after another after another after another and it's and I'm working like it's pretty fun I can't

wait to see what happens at the end of the year it's going to be epic to go through how are you documenting this as

far as like you recording each call or you recording no no I'm not getting that detailed I I keep notes on every call

okay okay with each person I keep notes and the cool thing is is you know I

don't remember every single person that that that I talk to because there's a lot of them yeah but they message me and

then I have to go back to my notes oh yeah okay I remember that and they remember me that's the that's the thing

is is something's gonna happen and someday I don't know if it's in 10 years 20 years 50 years something's going to

happen and they're going to remember when they message four others gurus four other influencers and the guy said yeah

I'll help you if you pay me and they're going to say I got to the fifth guy and

he helped me that that's G to happen and I'm just so sick and tired of people

going online saying you can't pick my brain you know I'm just like okay you

don't want somebody to pick your brain send them over to me I'll help him dude that's Legacy right there man dude

congrats man and I appreciate you that's freaking amazing yeah that's something that that we do all the time Daniel and

myself we help we help a lot of new kids and and sometimes they just can you look at this deal let's do it I don't know

who they are some girl I still don't know who she is at all she messaged me a deal from Florida I have it in my phone I'll send you a screenshot after this

like two days ago she's asking me to help her look at a deal and I said hey do you have the landglide app she said I don't and she said I'm a little tight on

cash right now and I said send me your cash app I'll send you 10 bucks to pay for your first month of landl I don't even know her

name awesome I want to give her a freaking deal 10 bucks yeah it's fun

it's fun that's the stuff that like I don't know you know get you get a lot of

people that are you know I don't know I I think you feed them you know you can feed somebody a little bit you know

people are giving big tips you see a lot of people on Facebook I tipped a 100 bucks or whatever a thousand but and

that's great I love that that's awesome that helps that family but if you can feed somebody and teach them how to

teach them how to fish then then you can pay them that thousand tip forever maybe

you know love that dude I think we're going to call this episode paying it forward forever that is so cool dude that's

awesome I was GNA ask you what impact means to you but what is the impact of

the future because I know we don't have we we know we all have expiration date

and what impact do you want to make on the world you know I I think about you

know I'm 48 now not not that that's old but it's different than for from when I was 38 you know I I I've lost a lot of

of people I know in The Last 5 Years lots of older friends that I had other F

like people that are no longer here you know 10 15 Facebook friends you know in

the last couple years and so you start thinking about you know we we're only on we're only here for a minute you know

it's not it's not that long and so I just want to be I don't have to have any

accolades I want to help people but they don't have to they don't have to they

don't have to remember it they don't have to thank me for it it's just for me

it's helping me as much as it's helping them it might be helping me more you know is it feel good when somebody says

thank you yeah but I'm not doing it for that a lot of these calls I help people

and I make a I give them like real action steps that they can go do right

now and they always say like a lot of people not everybody but most of them

are saying like hey man it's so helpful what can I do for you really nothing you

know you can go you can go do what I'm telling you to do and then send me the results like I want to see that but

other than that I'm really not doing it for for any reason you know I I think

people need to you know I I am pushing a lot of people into the deal lab because it's so cheap and I know they can afford

it and anybody can I feel like you need to keep people going you give them a little bit of momentum I can't I I don't

want to do 10 phone calls this year 200 times I want to do 2,000 one one call

things and then from there you're giving you're giving somebody a good little push but that momentum will die so if I

could get them into my deal lab then and not it doesn't make sense for some of

these people like bartenders and people that are in cleaning business like that the deal lab wouldn't do them a lot of

good but for the right people it would and it'll keep that momentum going and help them stay on track because we all we all

need we all need like outside force helping push us you

know I agree man yeah I think that's kind of our our similar business models like they have to be here long enough to

gather enough of the information to do it and they could learn in one or two meetings but yeah you need that ongoing

information super cool I think your whole business model and I think your whole vibe kind of just match is with us

and our business model we're building in our community so this is a perfect addition man this is freaking amazing I

know we're about that hour point right there um you want to do your your your quote wrap up Daniel and then maybe the

the deal breakdown so uh I always ask this what is a quote that is yours or somebody else's that you resonate with I

like the quote he uh Ben Franklin said and I'll paraphrase I don't think this exactly but he said he who invests his

person to his mind can never be robbed you know I think I think that you

you need to you need to invest up here you know because no matter what happens you can lose everything you can get it

all back absolutely I love that dude yeah yeah the the the the capital's here

now and that's something I think we're experiencing now too we had a couple of hits that we took last year and it's like man we we bounced right back and

and bought a big wrench right after it that's awesome yeah that's amazing

dude this prob podcast episodes we've ever done dude thank you for being on here yeah thank you so much I appre I'm

glad to glad to be here for everybody here go like share subscribe we'll see you in the next episode thank you

[Music]

Matt

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