AI Live - Land Shark Mastermind

Okay, we are now live streaming. Okay, show's yours.

Show's yours. So yesterday was kind of like a holiday, but then we still, you know, did stuff. Anybody else actually holiday anywhere?

Any fun Labor Day stories? Other than you just worked some more.

26 years ago. Yeah, but not this year.

46 years ago?

26 years ago. Oh, I had a Labor Day story 26 years ago.

Because of being in labor?

Because I labored. I labored for 7 hours and 31 minutes on Labor Day.

So we named it after Laura. Oh, I like that idea. I said we named it after Laura.

That's right. Yeah, it went more like, wouldn't it be cute to have a baby on Labor Day? At that point, I was like, I don't care what day it is as long as this thing comes out of me soon.

Get it out, get it out, get it out.

26 years later, he's still—

You look like you're talking to the shark. That's pretty cool. Hey shark, hey shark. So, um, so is there like a significantly ridiculous echo in here?

Yes.

My microphone's not even working.

It's because you're in an empty room.

Is that better?

Say something.

You have to talk more.

I'm trying to talk more.

There you go.

That's not something I hear often, talk more.

I know, but if you want us to test the microphone, you can't just say, is it working, and then leave it. It doesn't work that way.

La la la la la la la la. It's a sophisticated bugger.

The microphone?

Yeah.

Yeah, it's expensive.

Oh yeah, it's expensive.

One of the best.

Cardio condenser dynamic.

I don't know. It's sure, S H U R E. Like somebody stuck somebody who wanted to be fancy and put an H in between the word U, you know, between the U and the S, and still calls it sure. Whatever. Just being silly.

Sure, the H is silent.

Sure. So, um, anyway, the Labor Day story I got is, um, it was, uh, Labor Day was a tradition to go out on the boat. It was the last weekend of the year that you'd go, go out on the water and have a good weekend. So we were just always big into going, going out on the river, spending the whole weekend out on the river, because it was literally like the last weekend you could do it. So that was Labor Day forever and ever and ever ago. But I'm sure it's a tradition people still follow. Anyway, we are also looking at doing a lot of AI stuff. With people. Catherine and I have been doing— that's what we showed everybody yesterday was our podcast yesterday from last Friday when we were on the Friday Night Lights webinar talking about real estate, talking about Land Shark, talking about all the cool things. So, and yeah, it was a really good example of Of networking outside of your normal network. So we want to have people do that, right, Catherine?

Yep.

Yep.

Yeah, the more people you connect with, again, it's the, the who that— who knows how, and the more you can answer that question for other people and get that question answered from other people. the more intentional connections, uh, can be made.

Right, right, right. Absolutely. Um, and the other part of it too is like, we wanted to, uh, we've got all these tools that we're making. Titan Impact Group like invests in tools, right? And so kind of like The cool thing about technology is it's a little bit different than building houses. If I buy tools to build a house, I don't normally share those tools with people, not because I don't want to, but because my tool's my tool, right? Go build your own house with your own tool. I'll tell you what tool to go buy. I'll tell you what cool tool works and go buy it. But you know, that's how it works. So inside of technology though, same thing. Like companies are struggling to find cool tools that work. And I feel like that we've done a lot of investing in shitty tools. Like, we could do a whole podcast about that. But we've also invested in tools that freaking work pretty amazing.

Yeah.

So Titan Impact Group has what, like 8 or 9 tools that we share with people now?

Something like that. Yeah.

Right. So if you're wondering what, like, how do, how do we keep track of 14 companies? How do we, how do we run a podcast at 9 in the morning till 10 in the morning and still get anything done during the day? Like, it, it's, it's, uh, it's not by, um, it's not by wearing a magic cape or having some sort of super superhero powers or anything like that. Definitely has everything to do with the tools we use to be able to do it. So, um, but did we have any special guests coming in today? Any real estate agents that were going to show up and do some stuff?

Um, so Jude and Victoria, it looks like you're new to the podcast. We'd love if you would introduce yourself. How did you hear about us? Who are you the who for? Who are you looking for?

Yeah, put over in the chat who you are, how you found out about us, where you're from. If you want to come up, put it over there in the chat. Can they chat? They can chat, right?

Yeah, we've already brought—

they can talk as well. We gave them—

okay, cool, cool. So, um, yeah, we'll give them a minute to get into that.

Can you guys hear me?

Yes.

Well, good afternoon. My name is Jude Gass, and I know you guys can't see me. I'm actually Driving right now, but I got introduced to your group through the Friday Night Lights call. You guys did a yeah, you guys the last webinar last Friday was really really interesting. I'm looking forward to the next two, but you guys had done one previously with with Catherine at the time, and that's how I found your your group. So I've been trying to get onto your your podcast for a while, and I guess just from this last call I was able to get on. So I'm really excited about what you guys bring with, uh, with the AI tools and, and, you know, how you guys use this for underwriting, because I already do that using ChatGPT, but your GPT, uh, does, you know, a lot more, uh, research than, you know, what my prompt Uh, those by default. So really looking forward to, you know, just, uh, working with your group more and seeing what you guys have to offer. And hopefully I'll be able to gain those, those same tools that, that you guys utilize, um, in order, you know, to work on, on my deals and underwriting.

Perfect. Yeah, thanks for coming in, Jude. Glad you were here. And glad you were part of the program last week.

Oh yeah, thank you guys very much for putting it on. Just a quick note, I'm gonna have to drop off and then come back on because I have to— I'm sort of in transit between 2 work locations.

No worries, no worries. Appreciate you coming in. And I wanted to kind of go back to something you had actually said, Jude, so while you're still here, I'll jump into it for a minute. And that is the fact that a lot of people don't really understand the nature or the way GPT works. And so inside of GPT, there is— I like to help people understand by explaining the meaning of GPT. So generative pre-trained transformer. When you go to a regular OpenAI GPT, and here's what I like to tell people, back when I started on OpenAI, it didn't even know anything prior to 1980. And so like there was, it didn't have a knowledge base before 1980. So if I asked it who the president was, the 16th president, it would say something like it was a guy from Mars. Okay, GPT would hallucinate because it didn't have any, instructional knowledge on how to discover who the 16th president was when it first came out. And so literally going into it and saying, hey, um, the 16th president was Abraham Lincoln, here's where you go find it. Boom. What it did then was if I need to find a president, I go here, and now I could find every president, not only every president in America, but every president in the world, and every president in the world, but not only every president in the world, but every president in the world for history. Do you see how GPT now all of a sudden did a massive jump in learning?

Mm-hmm.

Right? And so this is what GPT does. And so we created, with the Land Shark Mastermind, for example, we created the Deal Hunter by Land Shark program for doing due diligence. But now it also goes out and finds property because we taught it how to find the property to do the due diligence, right? And then we taught it how to do land. And when we taught it how to do land, it learned how to do multifamily and residential and commercial and all these other things. And if it got to a point where it got stuck, like we had a problem with it at one time about learning about opportunity zones, we had a problem with it learning how to do estimates and cost breakdowns. So that's where we had to go and create a whole new GPT. A generative pre-trained transformer where when we created the Pocket Contractor, it was because the due diligence machine can be a contractor, but it's going to do it like a— like it's going to always act like an investor. It's going to always act like a real estate mind instead of like a contractor mind. And so when we created GPT Free Estimates, What we did was we pre-trained it to be a contractor and to do that and transform everything that anybody says into that knowledge base. That's what the cool part about this is, is that we can take the generative part of this, which is like giving the prompt, I need a free estimate. We've trained it to understand what a free estimate is and all the components of a free estimate and where to go find all the information for that free estimate. That's what takes 60 hours to build free estimates, was sitting there telling it all that pre-training so that it can take what we generated in a, in a prompt, add the pre-training to it, and it transforms it into, um, an understandable, uh, consumable product like a Word document or a PDF or an Excel spreadsheet or an image or whatever you tell it to turn into, right? We tell ours to turn it into a report. But if you go take the Landshark Investor Survey, guess what it does? We take the generative part and we kind of flipped it. We made it a PGT. And so I pre-trained it to ask questions, and the questions become generative, which then transforms into a survey result. Pretty cool, huh? So anyway, Enough nerd mode.

And I think about like what it would have taken before to actually code to actually make that happen.

Yeah, like these are things that most people don't understand into like it gets even deeper. Like we have GPT-Cs, GPT-Us, there's HPCs, APIs. And I know I don't look like it, but I'm uber computer geek.

It's okay.

Goes way back in my, in my history. So, um, I'm very much of a, of a computer geek in that regard. So inside of that, one of the things that we did was that we, we took, uh, we took our GPT, we take these calls that we do every day about Land Shark, we run these calls and we, we run deals in which we're going to start running deals here in a minute because we give ourselves about 40 minutes to run deals. But when we run deals, we log these calls that we have every day. And this is an example over here on the screen of our Deal Room Live audit from May 18th to last week on September 3rd. We had over 134 deals logged, 72 episodes audited. We got one freaking deal closed in the whole quarter out of this show. And so these are the— we closed one deal on the show. Now, I realized the other day that it looked like we only did one deal, and that's not the case. We've done a lot of deals offline. The 7 rejected calls happened online. We've had 12 active members for the whole quarter, and we had 21 drop-offs. And those drop-offs, those aren't bad drop-offs. As a matter of fact, I want to go down and show you the drop-offs because the important part of drop-offs is that they completed their course. They completed where they, you know, what they were doing, right? And so, uh, some of these people are, are happily off doing their own things. Tamara, um, suffered a family loss. Unfortunately, she's not one of them, but Alyssa off doing amazing things. Some of them were one-time guests— Trevor and Michael and Tracy. Tracy comes in and out as, as needed because she's a— she's actually in a in the program. She's in, she's in the business. So sometimes she's in, sometimes she's out. But most of them, again, uh, one-timers. Blake, he's actually one of our, he's one of our interns off for the summer, coming back as soon as school's back in. So, um, and then over here, new this period, quite extensive list of brand new come-ins. Like, it doesn't show us who all of them were, but Over here on our guest side, you know, our 12, we've got some some people that hang out for quite a long time. Laura being one of them. She's our transaction coordinator with Titan Impact Group, and Catherine, you know, the sponsor of Titan Impact Group, is here just about every single day. Maybe not on time this morning because of having to restart the computer, but without her we couldn't do these calls. So inside of that, that's what we do is we take it from here to there. And here to there means from GPT over to Claude, we do some stuff. One of the things that we also do is like we're tracking foreclosures. And so for the last year over, what is the foreclosure rate year over year here in Arizona? And I wanted it to go back a decade. So back to 2017 was when it wanted to go back to, and year over year it's been increasing. In 2022, There was a significant amount of filings in 2022 as far as like inside of foreclosures, and it's kind of remained flat since then. Like, so because some people are like, oh, 2026 is the year foreclosure. No, it's not. So like back in 2017 when foreclosure filings were over 14,000 in Arizona. Okay. See up here. We had a decrease, boop boop boop boop boop boop boop boop, all the way down to 2021. Do you know why? Right here, if you go look in 2020 and 2021, we were at how much? 2.5%, 3% interest rate. Like, you get free money at the bank. Free money. And then it went from 2.5% to 6% between there and there. And so literally half of these, over half of these Half of these foreclosures are just catch-up from when it was up at 14,000 in 2017. So, um, inside of that, we're really not in a bad situation when it comes to, to the foreclosure stuff.

Well, and Arizona continues to be a strong market with all the migration of the California, um, you know, people moving here.

California conundrum, basically. Yeah. Um, one of the things that we looked at as well is like, this is our, um, spreadsheet for our, our auctions. Oop, not that one. I got to figure out how to move these up. Is this one different than, uh, Here we go. This one different than ChatGPT, so I, I struggle with navigating it sometimes. But anyway, so this is our, our list. We gotta— we're gonna update our list and we're gonna put it to today's date. And so starting today, it's an auction at 10 AM, uh, for this place out in Red Rock. And it says it's a go because it had— it had a score of 8. We can see here That it's above average seasoning on the loan. It was over a decade ago.

And explain to people what above average seasoning means, just so people can understand.

The origination of the loan that's being foreclosed on was over 10 years ago, which means that if the original loan amount was $160,000, they've been paying on it for 10 years, which means that it's probably down lower than $160,000.

So which means there's equity sitting there, right?

So equity inside of it. So the county median right now is at $312,000. The market indication's at $300,000. So there's no opening bid, however, and the, and the origin loan to market ratio is a 55. So, um, that for us means like we're at 50%, right? We're believing 50% of the, of the range right now. So, and that's based on the original loan amount. If this number goes down, that 55 goes down. Market stays the same, right? So here's another one. This one was a go with a conditional. This is over in Phoenix, and we can see here that it, it, it, it's at a 3.2. Uh, so the, the loan set, it was back in 2023. We just talked about that over there inside of ChatGPT where we were talking about the low Here's 2023 right here. So they took the loan here where we were probably interest rate-wise was rough. Here, watch what we do. This is in Deal Hunter by Landshark, by the way. So again, I didn't teach it this. It learned how to do this based on how much it works for us. Go ahead and create a side-by-side comparison since 2017. With the interest rates, um, um, and how much the interest rates were from 2017 to 2025 and put that over the top of the graph that we have here, uh, so that we can see what the comparison was in, in the rate market. And so we're allowing it to do these, these, you know, this research for us so that we can get into and look at what's going on on these deals. So This one over here on Tonto, it's close. We like close. So, um, we can take a look at that. We've got one here. The origination date was 2021. It's in Santan Valley. The original loan was $407,400. So might be expensive. We can go look at where that is or what it is and, and get a better understanding of that. We've got quite a few of them today. So there's one in Queen Creek, one in Maricopa, one in Casa Grande, Casa Grande, Arizona City, San Tan Valley. So quite a few of them over in Pinal, one or two Maricopa. So here's one that That Happy Jack one, it says it's conditional go, 5-year loan, median income the— or I'm sorry, the median loan is $312,000. So, and the, uh, and the original loan here shows that it's $219,000. So let's see, Queen Creek is a pretty, uh, pretty popular place right now.

Right.

Rapidly, very, very rapidly. So here's the building here. It's in a big subdivision. So going rate on these are probably, you know, $400,000, $500,000. So if they're $400,000, $500,000 and our, and our program shows that, that, that this one's $219,000. That's not a bad— that's not a bad spread.

So, um, this is really interesting. Um, and why does this matter for everybody? So when I was talking to Katya— and Katya will come back— uh, she was in Africa for 5 weeks, and her, her and I just spent, I don't know, a couple hours just catching up on all the things. Long story short, she spent a lot of time with this tracker that tracked animals and all the things. And there was no schedules, there was no agendas, nothing like that, because animals don't work on schedules or agendas or calendars. And what was really interesting is, I mean, it was a whole business coaching program that was like woven into this whole thing, but what stuck with me was that the tracker who was helping track these animals so that people, they could, you know, go and see them and stuff, was he talked about that if you watch like a herd of lions or whatever, that they, they're not like planning like, oh, what are we going to get this deal? Are we going to get this deal? We're going to get that, you know. It's like they simply position themselves in a place and then wait for the opportunity to show up and then take advantage of the opportunity. And I feel like that's like what's happening in the market. Like, Laura, I think about when you Got those houses here in Arizona. It was similar, like what was happening in the market. You had positioned yourself when the opportunities show up. You were able to you know take advantage of it, buy those houses, and now look at the you know the equity that you're sitting on from I don't even know.

I don't know.

It was a decade ago.

No, I bought those. Well, we started buying in 2004, at the end of 2004. So it was— it's all, you know, some of— we've— we played the game. We won some, we lost some. We still have some. Seaton, we still have. That was probably one of the first we bought. That's 22 years later. We still have it.

Right. But the point being is you positioned yourself. So for all of you who are watching, On the sidelines. Like, the question is, are you positioning yourself so that when these opportunities show up, you'll be in a position to be able to, you know, take advantage of them and participate? So that's how I hope everybody's hearing this conversation. Anyways, sorry, Tommy, keep going. I just thought—

No, I appreciate you jumping in and putting that together there because, again, it's necessary for some people to understand. So I'm going through showing people right now the auction stuff because inside of what you just said, we have to, we have to shift and change inside of our markets. We can't just be like, oh, I know one thing and I'm going to do one thing. Well, when you like, for example, there's, there's gurus out there right now teaching people how to do some sort of program. And this is I'll pick on, I'll pick on somebody that, that, like, he's, he's doing a documentary about how, um, how he's done millions of dollars legally without using any credit or any cash. Um, and I'm not going to mention any names, Space Wormy, but, um, um, the guy is literally bragging about any— And here's the thing, here's what I have the problem with. The red flag for me Or I'll just say orange flag is the fact that he has to say, I legally did something. Like, I don't say that I legally drove to the store to get milk. I don't say that I legally went and purchased a car from a salesman at a car dealership with no money down and no credit. I do that with my businesses. I just say I buy a car with a business and I don't use any money and I don't use any of my personal credit. Boom, done. I don't have to tell people. I don't have to convince people how I legally did something, right? So a lot of scrutiny going on with that. And if you go pay attention to a couple of states who are actually suing people who are using his program, this is what happens when you don't know what to do in a different market.

Yeah.

Right. Laws get changed. They just changed it in Missouri. Ready for this? You can't be a wholesaler unless you do the disclosure to somebody and you get a disclosure signed that I'm— you tell them I'm going to wholesale your house. And so, and ready for this? It's not just that they have to sign it, but now they have to wait 15 days before they can market it. You know why? Because most wholesalers say, just give me 15 days, let me sign a contract, we'll do 15 days, I'll have your house sold in 15 days.

Right, right.

And so they do that and they say that, and then they have in the contract where it's— they get 2 60-day extensions.

Yeah, right.

And there's a, there's a couple extensions in there where the person didn't read it because they're, they're trusting this person, you know. Know, love, and trust the guy that's standing in front of you promising you money. So, and that's how that works, right? So anyway, long story short, If you don't know how to do stuff in a shifting market, you're not going to know what to do. And so like in this, just in this alone, we're only going and looking at the go conditional and the go priority diligence high-scoring ones because these no-go need deep discount ones right here, these ones that have scores of 3 and 5, you can go see why. And it's literally right there in it. It says right there that the county median loan is $312,000. The market indication is $395,000 on Zillow, and these people owe $425,000. What's that called? That's called a short sale. 108% increase. So now this, this property has to cook on the market until that 8%, uh, that 8% disappears and actually that 10 turns into a 7. Right. So that property is going to sit there for a long, long time, or it's going to become what's called a short sale and drop down to the real price that it needs to be.

Mhm.

Right. Because again, this was back in 2020, you know, 2022, when things were hallucinogenic, you know. So inside of that, we can go back Look at this Deal Hunter report. And inside of the Deal Hunter report, we can see that the property that we ran off of our auction shows that it has an R-3 multifamily zoning, something that I didn't perceive going into this. But since it has that, and again, it pointed out because it's got my investor brain in it. Right, it's going to give me a flip scorecard. It's going to give me an ARV of stuff in around the area, which I love all this information. I'm not going to consume any of it right now because I'm going to actually take this and feed it to feed it to my I have a virtual executive board. If this is a go, it goes to my virtual executive board and they pin it out for me. So and then I get to go look at it and say yeah this makes sense or no it don't. So as a flip, there's not a lot of money in it right there. $350,000. I'm sorry, at $310,000, it gives me $35,000. It ain't worth it like that. So I don't touch anything unless I make $100K on it. Hidden opportunity, R-3 zoning. Now that means that there's 15.23 dwellings per acre. Okay. And since this place is, is got like 1.5 acres. We can theoretically build 2.39 or basically just build a 2-unit, you know, and put 2 units there. So potentially the best money is in the dirt, not the house that was built in 1946. So it's going to point out 3 paths to buying it. Best execution is probably going to be the private hard money flip. Do a lower-cost renovation refi. Or getting a strategic seller carry. If this— but this is an auction, so it ain't going to work on that one. Public record due diligence doesn't even pull it as an auction at this point, from what I can see. So, um, shows that there's a 6 in 10 flood factor. That's important to note. Um, it says that it has an HOA, so another note. Discrepancies on the, on the Unit size, which I'm not really concerned with being where it's located. So negotiation leverage is here, exit strategy here, lending investor view here, and what the real you know final verdict is is to renegotiate. So what I want to put in here though is this property. This property came off of our auction list, and so you need to adjust. Your analysis to what we found on the auction list. It's supposed to be auctioned today. And so it'll go pull that info.

So the properties that we've been watching that were like on the auction last week, can we see if those actually like went to auction and got sold?

Yeah, we can do that as well. I'm trying to see. I had asked the— I had asked it to do work on a problem for me. Trying to see where I put that. Here we go. The foreclosure filings. Oh, I never hit the— I never hit the go button when I asked it to. To do the side-by-side comparison. How would you rate this GPT so far? It's a thin, buddy. Anytime you get asked on my GPTs to rate it, you better put a 5 or just X out. Don't put nothing. So if it ain't a 5, just X out. Right, Catherine?

Yeah, absolutely.

Hey, anybody got a— anybody else got a property to run before I go and pull this old list up? Let's take a peek here.

Victoria, are you able to hear us? I'd love to know where you're from and how you heard about us.

Hello?

Can you hear me?

There you are.

Yeah. You kind of caught me off guard calling my name, but here I am. It's kind of interesting you just called my name because I was just thinking about what I'm doing here. I actually missed the first half hour. My father called in. And at this point, I'm lucky enough to have my parents. So when they call, I take the call. If they want to talk about weather, we're talking about the weather.

Right.

So unfortunately, Um, I missed the first half hour. Um, what I was just thinking about because I came in here is that, um, I was trying to figure out like maybe this is what I've been waiting for because I, I, I was on Friday Night Lights.

Okay.

You were a guest, and from what I was hearing, um, it sounded like the missing pieces that I'm looking for. I've been having a really Hard time finding the right partners and trying to set up shop. And where I am right now is I don't know what to do next, right?

No.

So I am in a lot of networks, and I have a lot of information in my head. So I just don't know how to apply it. So when I saw your webinar on Friday, I got really excited because I was thinking that this might be the answer to my problem. You know, how to get me moving forward, how to get me going.

So, um, one of the things— and you heard us talk about it, we're obviously going to present this on Friday Night Lights, but because you're here, um, we can talk about it now— is the investor survey. So it took me 20 years of investing and doing all the different asset classes to figure out what type of investor I am.

Right.

And Tommy took that and he turned it into an actual investor survey that literally you take, you know, 30 minutes to do it and it lays out not only what type of investor you are but creates a 90-day blueprint and then a 12-month business plan. So I don't know if that— everybody that's taken it, it kind of blows their minds. So I think that may be a piece to the puzzle. That helps you be able to start really moving forward and collapsing timelines and adding commas to your bank account. So if you're interested, just let us know and we're happy to share that.

Okay, well, I did receive during the webinar, I did open the link. I still have it open. And I also received an email with the updated information and all the links that you guys provided. So, It was a very busy weekend. I actually have it scheduled in my calendar for 10 PM tonight to do the investor survey.

Okay, good.

Yeah, I know. I'm sorry, I can't remember his name. He said don't overthink it. It took him 15 minutes. Some people, it takes them hours. Don't do that. Just answer the questions. So because I kept getting interrupted when I was going to start, it was very interesting. I have it 10 PM tonight. Nobody should interrupt me. I will do the survey and see where that goes.

Love it.

Okay, good.

I can't wait to see.

Yeah, I appreciate you saying that because that's exactly what my next move was gonna be.

That's awesome.

So do the survey and we take it from there?

Yep.

Do the survey and then it'll give you the— make sure that you've got the paid version of GPT and then at the end give you the instructions of where to email it and then we schedule a call and Show you how brilliant you are.

Perfect. Well, thank you so much. I appreciate it.

Absolutely. I'm glad you're here. This is awesome. So, Tommy, what are you looking at?

Sorry.

So I just went back to the beginning of the month and, like, looked at some of the auctions that supposedly took place already. I, I don't think that these have already recorded, um, at the, at the courthouse as of yet. I'm, I'm going to check, double-check right here on this one from Lake Havasu City. I'll copy it and bring it over into our GPT talk. Um, and basically, um, inside of Deal Hunter, again, I'm going back to the GPT so that it can give me, you know, accurate information. If I just went to a new chat I might get close information because I use it all the time. Um, and so if I go to a new chat and posted the number in here or the address in here, it might work. Um, but I'm not interested in might. So I put it in here, um, and tell it to run this deal because run this deal creates 7, uh, 27 different Factors inside of its thinking program, and you can see it as it goes through here. It's searching websites. You can see over here to the side that— and believe it or not, when I first started on GPT, it didn't list sites, it didn't list sources. I had to build it into it to make it do it. Now it does it based on the fact that it was trained to do, you know, to provide sources.

Right.

So, um, GPT has come a long way in the way that it does that stuff. So That is super cool how it does that. So we'll look through those. I've got that universe I was telling you guys about, the actual Land Shark universe. We have all of— it's going to become a game. Yeah, yeah, it's going to become a game. We're going to gamify our podcast. So that people can learn how to do more than just one type of deal. Like, I love wholesalers because they're so easy to pick on. It's honestly just— it is kind of like a poking thing, not a— like, it's like a little brother thing. It's like, come on, man, we can do better. And so we put these characters together to help people understand who the hustlers are, who the workers are, My daddy used to tell me, work smart, not hard. And that leans toward a hustler. But sometimes hustlers develop bad habits. And we point those bad habits out in a gentle way by using avatars, using cool-looking little characters. And so at the end of the day, it gives us a way to understand it. Not only that, but when you come here to play the game, we're going to use real-life examples. Talking about our industrial market right now in Arizona, We're looking at a 12.4% vacancy rate with a 1.8 square foot triple net. And that's just an increase of 5% year over year. But on the commercial side, we've got an increase of like retail vacancy. We've got a huge office vacancy and then multifamily is down 12%. So this is a sore spot to be in right here. And then over here in the business world, we've got a median sale price of businesses for about $350,000. Year over year, it's only gone up about 4%, and that, you know, the SBA financing is now up to $913 million for just the Arizona businesses alone. Okay, so inside of the business market, it's good to be out there and buying business stuff. But if we got anybody that wants to be like a, you know, uh, play this game inside of having their own sponsored avatar, we're looking for people that want to do that. Um, and as a matter of fact, we, uh, are— oops, open that back up. Uh, we've been working on the, on the weekend at creating the, uh, the actual game blow— uh, game flow board. And so we've got the Hustler, like who, Hammerhead, up there. We've got the Uh, we've got Megalodon. His, his is called free roam. He can choose whatever cycle to be in he wants to be in, but, um, he's the only player in there that has a free roam. And then we have the Basking Shark, and the Basking Shark is a builder. He's somebody that does things from a building standpoint, you know, so he's into the auctions. Um, this is a rough sketch of it, but there's a reference guide here where We— what we do is we've got deal cards, we got Opportunity Zone cards, we got final deal cards. Okay. Um, and, and they teach us how to do the real estate. The deal categories range from land to paper notes. We've got terms in there that help people understand how to do real estate, like DSCR, ROI. We've got spaces on the board that are called Market, Life, and Guru. So in market, you can have a negative swing of $200 to a positive swing of $200. In the life, uh, on the life spaces, you've got unexpected expenses that range from negative $100 to negative $500. And then on the guru spaces, the guru spaces end up, uh, being, um, a specific way of playing. Based on, based on, um, the guru for 1 to 2 turns. Some of the other things we have are like what we call the 5 D's, 2-way chutes and ladders. And so death, divorce, diagnosis, downsizing, being dumped. Catherine, you tell people about these all the time.

Mhm.

All right, which is why you need the 7 streams of passive income, because they're all emotionally taxing, but along with financial, it could You know, be absolutely devastating.

And then there's our 5 C's of capital, you know, cash, credit, collateral, contacts, and contracts. And so, you know, we, we use these in gameplay as far as like how to accelerate around the board. And then you've got board presence summaries. And basically there's a loop, which is what we call the inner circle, is working for a living. Okay. And then you've got the outer circle, which is the passive income circle. And so inside circle is deals. There's deal spaces, market spaces, guru spaces, and life spaces with 5D ladder slides. And then on the, on the passive income, there's deal, market, guru, life, OZ, final deal, and 5Ds. And so the passive income outer circle is a lot more Opportunity is a little bit more vast, but it depends on the type of player that you ended up with. So like Hammerhead, he starts out in the passive in the active income cycle. Okay, and then Basking Shark, he actually starts on the outside, and he goes he can go passive income cycle or active income cycle. I'm sorry, Megalodon does that. Megalodon can do active or passive, either one. But, and then Basking Shark, he actually does the outer circle passive income cycle. Um, he's got a little bit better positioning, and so he can go around the outside. And so basically rolling the dice, what they end up with is a deal. Uh, player 1 got a deal. He purchased, uh, purchased it. And and now he's able to move on. The point to winning is to to to end up at the pinnacle of your position in that player role. So and we're kind of still fine tuning it, but like basking shark, he's going to move up and and scale to ten x what he has. Wholesaler, hammerhead wholesaler, he needs to transfer from being this person over in this type of shark over into being the. The, the better shark, the builder shark. Instead of a hustler shark, he becomes a builder shark. And then the free roaming—

I'm a different shark in the game.

Morph into it. Yeah. You want to morph from a hustler into a builder.

Right.

Right. And then the megalodon, if you play, get to play the megalodon, you basically rule the board and learn how to use your negotiation skills. You learn how to have the relationship skills because the game is built around becoming the megalodon, but none of these sharks will actually do that. So it's just a good way to learn that the idea isn't necessarily to win. The idea is to learn how each position in this works and where the good parts and the bad parts are. And it's just supposed to be fun. And you get a, you get a random, you get a random card just like in And, and I, I'm not gonna, you know, sugarcoat it. I modeled it after the Cashflow game from Robert Kiyosaki and the game Monopoly from, uh, Warner Brothers or Parker Brothers, and then my favorite game, Chutes and Ladders. So I took all 3 and put them together and made this. So we roll the dice, uh, it says an inheritance comes through, a windfall lands in your lap, you're passive income, uh, you're in the passive income cycle. So now, um, my player here, which was Megalodon, landed on that. He just like— he just got a ridiculous one up. So we'll end that turn and roll the dice again. And it shows— oops, there was another death. But this was, this was based on, um, this was based on player 3, and he's an outside loop. So when they landed on that, basically what that does is it gives them money to use to stay in the passive income lane, right? If death happened to our immediate family, it's going to keep us in the active living rank. And so these are the things that we learn in life, period. So life, unexpected expenses. This is our guy down here in the active living.

Right.

So we'll end his turn, go to the next one. Now this guy down here, how he gets out of here is he can end up over here and land, land in one of these market spots that shoots him up into the passive income lane. Like he can, he's going to be on this parallel track, but if he hits the dump, he jumps up to the, from the dump to that dump and goes to the passive. Does that make sense?

Mhm.

So anyway, uh, keeping track of it, we're going to keep to keep going with it and designing it out better. But, um, it's a fun little tool. And then the, uh, the other concern was on that property. So it, it went through and it, it pulled like information on, on the foreclosure filings, uh, from '17 to '25, and then showed the rates. So we had a downtrend on the rates from 4 to 3, and then in '22 and '23 it went from 3, uh, uh, went from 3 to 5, uh, in '22, and then from 5 to 7 in '23. And so when you line those up over the top of that graph Like, you can see the, the significant difference of that. So it didn't do exactly what I wanted it to. I need a side— I need this on a side-by-side like you have in the Arizona foreclosure filings or in the graph, so it'll work on that. And then On this deal report for the one that was in Lake Havasu, it said it ran it as a discount distress acquisition with a resale flip exit because it seemed that it was on a pre-foreclosure auction list. So, and what I was looking at inside of that, inside of that picture was the fact that it was under construction in 2020. 4 right there. It says image captured 2024, right? And so when I scoot into it like that, it's all under construction. October 24th is still under construction. Brand new house, right?

Yeah.

Brand new house. So going back and looking at it, what happened to it— hold on, wrong one— what happened to it is unknown. So 4-bed, 2-bath. Um, it's on a quarter— over a fourth of an acre. Says it was built in 1986, which is not— that's not the house that's there.

Right, right. So because, like, when we saw that house, was it yesterday, where they left the garage up, tore down the whole house, left the garage?

Highly likely. Yeah, highly likely. Highly likely. Um, they don't have any fresh pictures on here. They got 2, like, bedroom pictures that look like they came from maybe, like, Airbnb. At this point.

Right, right.

So that one might be a little hard to, to decipher. Um, going back in here, we've got 2. Is there— it's a Redfin and a Redfin. Yeah, it's a Redfin and a Realtor. Let's see if Realtor's got anything better. Okay, there we go. 110 photos. They tried to sell it, maybe. Hmm. So let's just double check. It says that it's, uh, this is 2280 Leonard. This says it's 2280 Leonard. This says 2280 Leonard. So we are, we are in the right— we are on the right address.

Um, so that was the house next door to the one under construction. That picture, like if you go back to the Google Earth, see, it's the house to the left.

No, um, yeah, it's that one right there. Yeah, so 2280, and it's for sale. It might be that one, it might be that one. I might have been looking at the wrong one.

It's yeah, that's the house.

Twenty two eighty da da da da. Oh, but yeah, well, I mean, in twenty twenty four, there's they're trying to sell it in twenty twenty four right there.

Now it's being foreclosed.

Now it's in foreclosure. Now it's twenty twenty four. So this is the one in twenty twenty four. Four bed, two bath. That's what it looks like inside now. Roll up garage doors. Are you kidding me?

Oh wow.

This is why it's still on the market being foreclosed on, because nobody wants garage doors in their living room. They literally like— yeah, this is an accordion door that looks like crap when it's open and closed. They butchered this place. 8-foot-tall ceilings if you're lucky. Wow, this is why there's 110 pictures of every angle.

Wow.

Okay, yep, now it makes sense. Going back in here shows that it was last verified date of the million dollars. Last asking price was, was $1.1, so they were taking a loss. Base market value indicated that it was $950,000, target acquisition $650,000. So, and looking at when we looked at the, um, auction— dang it, I lost my auction thing again.

So do you think like flippers? No, because I guess, I guess they sold it in 2024.

No, this was somebody who built it. Bought it and then suffered with it miserably because he bought it in 2021. And when we look at the numbers from 2021 on the— on, on how this was, you know, how this all— God dang it, I gotta remember to hit that send button. When we go back and look at this one right here, $850,000 was the original loan amount. So, and they wanted $856,000. Those are the, uh, the $6,786 is the cost to do the foreclosure. So I wonder if it actually sold in Mojave. You know, we'd have to do a little digging in it. So, but I mean, again, these are, again, these are the times, because again, to get it down to $675,000, the bank's going to have to Eat that, right? They're gonna have to eat it, and they're gonna try to put it back on the original owner. And then if the original owner's smart, he'll let them do it as an income, right? Right. Put it in as an income. Yes, I'll take the $300,000 loss to sell my house and give me that loss as a $300,000 income that I can then put the $600,000 loss to.

Right.

Boom, done. It washes, right? And so this is what we were doing back in the days of the, of the short sale markets of 2009, '10, '11. So not that we're trying to teach anyone bad habits, but this is the market you have to be able to flip and switch to.

So that's exactly the point. It's like, and we've talked about this a lot, is that All real estate markets are cyclical, and you just need to know where we're at in the cycle and position yourself just like the herd of lions of understanding like where we're at and knowing opportunity is going to come. You don't know when or how, but if you position yourself with the right team, the who's that know how, Like, then you can be able to take advantage of, like, what's coming forward.

Yeah. And it is what it is.

It's a market.

And that's why, that's why I made it about the land sharks too, uh, uh, and created the— instead of lions, we're sharks. Lions actually, like, they're a smaller group. Um, lions don't feed with other cats. Sharks feed with each other, though. And so this is why it's important that I like to use the shark analogy is because you can have, you can have 5 to 7 to 10 different types of sharks in a feeding frenzy on one thing. And it, and, and they're all eating.

I feel like Shark Week.

They're specialized in what they, they're specialized in how they, how they hunt and stuff like that. So the lion analogy is pretty cool. It's okay, but to me it it it it's just like maybe having a a a team of gurus that like who's the one that's doing the golf outings? Like you can only do deals if you go golfing. I'm sorry, I don't know how to golf, nor do I care to. If I can bring my baseball bat or hockey stick, love to go. But if I can't, like then why can't we do deals? And it's like okay, never mind. I don't want to. So I feel like the lion analogy is more about the like the golf group that just does deals with each other, and I'm good with that. Like, go do it, bro. So auction was supposed to happen last week. Do a deep dive on that. And if you use caps when you talk to your AI, it doesn't get upset and say, quit screaming at me. So it's pretty funny. Anyway, it is 5 minutes after the 10 o'clock hour, and I think we're about done for today. We've got a bunch of cool stuff coming up the rest of the week with other deals. Um, we're going to be talking— I got 6 appointments today on deals. Catherine's got deals to run. So, um, if you got deals to run Bring them, talk to us about them, let us know what they are, and we'll get them in and we'll pop them up and go. And we appreciate everyone being here. So I'm going to end it up with a prayer. Heavenly Father, we thank you for the blessing of this day and the blessing of this life, and we ask that you continue to bless and guide us so that we can always go out and do your will. In your name we pray. Amen.

Amen.

Everyone have a wonderful day, and, uh, we'll be talking to everybody again soon. This week.

Beautiful.

That's good.

Thanks, everyone. Thanks, y'all.