AI Live - Land Shark Mastermind

and discovered that, um, the best performing webinars for top, uh, top of funnel were hosted on Sundays, uh, in the afternoon. And it allowed for 200, 300 people to come in on a Sunday because nobody's at work and everybody's off, and they'll put it on and leave it in the background as long as they don't have to be on camera, stuff like that. So a free webinar that um, attracts people. And then we do a small— I think, you know, instead of $99 and $199, I think we do like a $20 and a $50, uh, or something to that extent. And they get something sent to them in the mail, like a t-shirt, which we've got plenty of right now. Um, but the idea is that on Sundays, on a Sunday, we do a, we do a 1.5-hour that's broken up into 30-second, 30-minute segments, which is like talking about what the webinar is, doing a breakout room for 15 minutes, coming back, regrouping, doing another breakout for 15 minutes, regrouping, and then wrapping it up with how to get into the next level. So that was the recipe that, you know, I forget who it was, but it was a guru that's not a guru. I try to, I try to avoid the ones that are, you know, pay to play, because again, you can have a mediocre comp, you can have a mediocre program, but spend a shit ton of money on, on advertising and literally look like a world superstar. So I focus on trying to find the guys that are doing the stuff that makes sense, not dollars. Like, if they're spending shit tons of money to get where they're at, I'm not interested. So, um, because that would mean I have to spend shit tons of money to get where they're at, right? So these agents that I'm looking at and following are the ones that are making good money, really good money, doing it in specific ways. But, um, not to say that you have to do a Sunday show, Catherine. We know that that's Um, uh, Sunday is Snuggle Sunday and there's no way we're, we're, we're gonna ruin that. And the only way we're gonna have you on that is if you can webinar from the Snuggle Couch. So, you know, uh, we might get visitors just for that alone, but I think if we, we were to have a group that wanted to put together a webinar on a Sunday, we would have pretty decent results and it'd be a good way to test what that yeah, what that market looks like. So, and we can jump into that real fast. Well, um, because you're right, the, the way to get people through the funnel is to get them in through the top.

So we need background music.

All right, so, uh, we were supposed to be having some other show and we're not doing that today.

So what are we doing?

Go ahead, Cicely.

Sorry, I, I, I know I look like I got beat up.

I didn't.

You look like you're out in the sun.

I did the vampire facial, so my face was all bloody. And yeah, so it's healing. And Adrian's— he's like, I'm not going anywhere with you. So I did the Land Shark survey, uh, yesterday because we have the bi— the bi, um, what is it— the bi class with, uh, Katya and Blake. So I did that, and I was really, really grateful that I did it because I was like, whoa, these are things that I thought about myself, but I never like actually understood it or had a name for it. So I emailed it to you, Tommy.

Right, right, right. Okay, cool.

I can make the slide deck for it if you want to forward that email to me, and I can have it done by the end of this podcast if we want to go over it at like 9:50.

Okay, I'll do it.

Well, I mean, if you want to go over it, I'll go over it right now, um, because again, like, we were supposed to be doing some other show today, and, and that's not happening, so we're, uh, we're doing this show. And so in this show, we help investors get stuff done, um, and, and we do so by helping them, you know, decide on a path. And so Cicely's done a great job of, of, um, partaking in and participating in conversations. You know, experienced real estate brokers and real estate agents are, are important to our mission. And oftentimes, uh, I'm misquoted as saying that, you know, uh, Deal Hunter is going to replace the, the agent. No, Deal Hunter is going to replace the, uh, lazy agent, um, because it can do everything an agent can do— a lazy agent can do, we'll say that. So, um, if you're an active agent, not lazy, Deal Hunter can only make you better. So, that's kind of how that works. But, let me see here. We've got a, I've got a system here that I, I would use. I want to see if we can share the screen so I can show everybody. Catherine, do you mind while I get this set up talking about the, the event we're going to this week?

Coming up.

Um, sure.

So your association to Nate, how Nate and you met, what's that about, and where we're going. There you go.

Um, so like I always say to people, it's, you know, when you get invited, you know, just say yes. And, um, what was it? It was last June, July, um, I was invited to go to a mastermind and, um, it was— happened to be up in Utah. And anyways, long story short, went, met some more amazing people. And again, it's that whole proximity thing. And there was only like, I think there was like 20 of us. It wasn't a large mastermind, but Um, what I love about those is that you get to have some quality conversations with people. And one of the, one of the people that I had met, um, Nate, um, we just really connected. Again, another really good human being doing really great things. And so, um, long story short, he ended up coming—

excuse me—

to, um to Scottsdale. Uh, his wife was doing a retreat here for her retreat. He was supporting her in that. And, uh, the last day, uh, they, they stayed over anyway. So he came, whatever, the Monday after her event or whatever, and ended up watching all the things that we were doing and got a deeper dive into all the things we were doing.

We got to talk to him.

Long story short, he I— what he does, I know that his ideal client avatar is the same as our ideal client avatar. And so, um, we found some really great ways to collaborate and, uh, have synergy inside of what he's growing and what we're growing. And so anyways, uh, he has a— an event that he's collaborating with somebody else on in Florida next week. And so, um, he requested that we come be in the room and, um, be there to share and speak and all the things, because again, both communities have synergy and can serve each other. So super excited about that. Uh, it's, uh, some family offices, uh, some high net worth investors, which I made some more connections and they may possibly be there as well. Um, and we're bringing in some deals to the table. So yeah, cool stuff.

Yes.

That's so amazing. I hope you guys have a great time.

Oh, yeah. Go ahead.

So again, it's the whole say yes. You know, I've got 1,000 things going on, and there's another event I'm supposed to be going to, and it's, you know, just trying to move all the pieces. But So, you know, I'm clear that when you get in new rooms with new people, like, who are doing amazing things, like, magic happens. So yeah, very excited.

Blake, did you want to announce that you got all the lives up and everybody's got lives running and go and get on the lives over there and the lives over here?

Yeah, I will post those right now.

Awesome. Um, The, uh, you can kind of see what I've been doing here as Catherine was talking. I went and grabbed Cicely's results, brought them into my Real Estate Executive, uh, Real Estate Investment, uh, virtual board, and I let the virtual board put together a slideshow. Inside that slideshow, it's going to go into a lot of what the, the, the things that Cicely experienced, but it's doing it now from the eyes of my virtual executive board. Then when I, I get those results, I don't know if I've introduced this to people before, but it's important to do it right now. This is called NotebookLM. It's an amazing program that allows me to do all kinds of reports, reports on presentations, slideshows, even videos. Like, the videos this thing's creating is insane. I'm thinking I want to go back to everybody's, everybody's, um, uh, uh, PowerPoint and make a, make a short video of the, uh, of their PowerPoint and of their business plan for them, uh, at an extra charge, of course. You know, you're gonna have to source more deals or something. We'll figure out a way to to make it into social currency. I need, so I need 75,000 likes on Catherine's, on Catherine's social medias to, to turn your stuff into a video. Or you can do it yourself, go to NotebookLM and fire it up. But I copied that information, and I'll show you the, the beauty of this is inside of here I can just paste that stuff, that information, um, and it'll add it in here as a, as a file. I don't even have to create the file anymore. It creates it for me, right? So, and in this process, I've already got like our banners. I just want to select, uh, Cicely's content. I want to get— I'm going to grab my, uh, all of my, uh, um logos, stuff like that, that kind of make it pretty. And what I'll do is I, I will go back and I will just copy and paste the, the prompt that has worked every single time, of course changing the name. And what it produces is what, what we've, uh, enjoyed looking at many times over the last couple of months. We've done— you can see how many of them we've done. It's, it's, uh, an amazing amount of info. And, and Cicely even said, like, this is very helpful for her to read the results, let alone get the, uh, you know, uh, get the presentation, get the 12— get the 12-month blue, uh, business plan and the, and a 90-day blueprint., you know, uh, to build out your investment model. So it's, it's, you know, to me, a valuable product. People that want to use it, right? People that don't use it won't find value in it. So everything looks pretty good. Analyze this one for Sisley.

Um, um, can I, can I mention, so, um, real estate agent that specializes in mobile homes, does that make a difference? I know you put real estate agent, but I, my specialty is mobile homes.

Well, here's the thing. What if, what if your survey says that you need to do luxury homes? Would you stick with mobile homes if doing luxury homes brought you more joy, more peace, more serenity, less trouble, less worry? Would you switch to a different asset class?

Yeah, and I have sold, uh, I have sold a few, so I, I experienced that. Yeah, I just— mobile homes is kind of just my I could do it with my eyes closed.

And we call it— we call that bread and butter, right? So when you can bread and butter your way into pudding, that's where you want to be. Great. Or gravy. Like, I don't, I don't know what kind of— I, I like to be a fat kid. Like, I either want gravy or I want pudding. Like, I want, I want it, I want it, I want it easy peasy.

So, um, So, oh, I already had that info in there.

That's what I was looking for, highlighted sources. You got to tell it, you got to, you know, sometimes, hey, we, we think AI is brilliant, and then what we doubt it, we tend to do is we forget the very little small detail. This is what I want exactly. And if you forget that exactly part The brainwave goes beyond. So anyway, you can see here, this is— I call this cooking. It started cooking right here with the generating side deck. And so we've got quite a few of those in here. And for the fun of it, I'm going to treat Cicely because she came all the way from California out to Arizona. Just for our, our, our event, our fundraiser event, and was amazing the whole time. Brought her, you know, brought her youngest son out. We got to play pickleball with him. It was— that was amazing. It was so fun. I don't get to be with my grandkids a lot, and having youngsters around like that melts my heart. It's the most fun thing in the world. So for that, I'm going to tell this to make a video.

Thank you, Tommy, for Sicily. One year.

And so this, this NotebookLM thing, this tool is just freaking amazing. All right, well, um, so I don't see who's in here right now. Is Amor in here?

No.

Oh, okay. Um, well, we have, um, properties to run. Do we have deals to run, Katya, or Blake, or Cicely, or Laura?

I don't have any today, but I'm actively communicating and pursuing with the 3 that I was working on last week.

Got it.

I have one we could run over.

All right, what do you got?

You interested in a winery?

Slightly. Okay, well, it's slightly— Mr. Suck Up, where did Cicely go?

I'm hiding my face, it's so ugly right now.

Oh no, it's not, it looks like a lobster.

You, you look like you were out in the sun, like, that's all. Oh.

I'll let you—

I can look that way by getting high blood pressure. Oh, but all right, so winery, where at? What's, what's the, uh, what's the dealio?

So I just found this, it's in St. Helena, California. I found this a minute ago, so I just ran it. Um, so it's in St. Helena, California. It's saying it has over 1,000 acres on site. That's a 40,000-square-foot winery complex, and it's permitted to operate 168,000 gallons or 150 cases of wine annually. So it seems like to be a pretty big property out in Northern California.

Let's do quick math on 150 acres of— or 150, um, cases of wine annually, right? You said 150 cases?

Correct.

150 cases times, um, Catherine, what was the case of wine we were looking at?

There somewhere?

No, that was champagne.

I know, like, what was the highest price?

It was like $85,000.

Highest price?

Yeah.

$12 million a year, right? And so let's just pretend that that's gross revenue right there at the highest. What do you think the, the median was, Catherine?

Laura, you were, you were the one that was screenshotting those, remember that? I'm trying to think.

Yeah, I, I don't remember. I mean, St. Helena is right, is near my parents. It's smack in the middle of the Yeah, I was—

No, but I'm looking at the screenshots that you were sending us of like last week of the whole champagne.

Oh, oh, oh, oh, yeah, yeah, yeah, yeah. It was like $85,000 for a vintage set at Costco.

Jesus.

So what was like a medium price?

Uh, it was like, it ended up being—

Yeah, I mean, we found everything from like $20 a bottle, $25 a bottle up to— It was, it was crazy.

So how many, how many you think came in a case then if it was $25 a bottle?

How many were in a case?

No, I mean, that was individual bottle. Like they were selling it the individual bottle. Let's see if I can pull it up quick.

Case is probably like 12, maybe 15 bottles or something.

Champagne here.

All wine.

So there was a Dom Pérignon Champagne Collector's Edition. It was a 24-pack. 750 milliliters per bottle was— is $8,000— $17,500. Château— this is the crazy one.

Château— like Dom Pérignon. Dom Pérignon is a good wine. I've heard of that one before. It's been in movies. It's a champagne, yeah. Even with Dom Pérignon, 150 cases of the Dom Pérignon is only $2.6 million. So how much is the winery?

I have to ask. It doesn't have a price right now.

Oh, all right. So we can fantasize a lot about all kinds of things. So did Deal Hunter scrape a price or a recent sale or anything like that?

Let me look and see if it ran through fully.

And are there any bots for wineries?

While you're doing that, Catherine, Catherine and I have an appointment to go look at a couple of luxuries. Do we want to look at those real quick, Catherine?

Yeah, because we need to know what we're walking into before we walk in.

Yeah, yeah, yeah. So are you on, are you on your account or you're on my account?

Yours.

If you go into Deal Hunter right now on my account, share the screen while Blake tries to figure out a scrape on that. We can go into a deal I just ran on one of the luxuries. It's, uh, Property Deal Analysis, first one at the top right there.

Excuse me, go up to the top, top.

This is called 8200 North Charles Road, uh, Paradise Valley, uh, pretty popular area. The value ranges are between 3.5 conservatively to 4.1 retail market. So if you go down, it's a 4-bed, 3.5-bath, total square footage is about 4,700 square feet on 1.1 acres. Okay, just to give you an idea where— what we're looking at. Keep going down to the sources.

Bless you.

Click on the sources and you're going to get a listing. You can go look at the one on Realtor. That one's pretty decent.

Realtor, right underneath it.

It gave an estimate, but I don't want to say. It's way more than that.

I'm gonna bet it's over 8 figures, right?

9 figures?

Um, it's ranging depending on the acreage because it's not fully coherent. It's going between 247 acres or the full 1,000. For the full 1,000, it's saying it's most likely between $100 million to $140 million.

Right, that's, that's a— for a $2.6 million producer, somebody's selling, somebody's selling a golden cow that lays golden eggs and flies golden bacon over everybody's house and drops off golden sausage for everybody's breakfast with pancakes in Bunny and Sunshine Land. That's what that is. So I'll take Katya Dirty Dirt over that, over that bullshit any day. Um, but Catherine, did the pictures come up so you can show?

Are these houses that you guys are purchasing or developing?

Purchasing.

Oh, so, and doing so to, to do Airbnb— well, like Airbnb, more of a concierge B&B, we'll call it. Call it Sea Suite B&B. But this is an, an older-built home, but it was built on the side of the freaking mountain before any other houses were. Um, it's been modernized, updated quite a bit, but there's got— there is, there's a possibility this could be gutted and, and redone significantly. Like, even though all this is beautiful I still want to spend $2 million gutting it and redoing it.

So can I ask why you would want to gut it and redo it versus keeping it this way or finding a home that has the style that you're looking for already?

So the, the, the finished product price tag on this is north of like $10 million. And right now we've got it at $4 million. So if I put $2 million into it and can get it to $12 million, is it worth it?

Yes, right.

So do the numbers, let the numbers tell you what to do. I'm not saying that I'm going to destroy the house. I'm saying I'm going to like remodel the whole thing, like redoing it 100%. Um, the layout of these bathrooms is ridiculous. Like, go back one, go back one. If I'm paying $4 million for a bathroom it better not look like a hotel room. This is a hotel bathroom. So I'm just 100% realizing that that's not, not the way I would want it to be. So, um, they did a lot of modernizing out here on it to make it look cool. I love the look of that, but I also know that I can expand that. So Um, look, so stop right there on this one right here. If you look over to the side where the garages are and all that flat space over there, I can add another 1,200 square foot of space on top of that right there. I can add a whole nother— I can add a whole nother living section right on top of that right there and add another 1,200 square foot, add 2 more bedrooms, make it a 6-bedroom, right?

Also, that little ledge by where the fireplace is, like that chimney right here, is that a balcony or is that just also wasted space?

So that's kind of, that's again kind of wasted space. I think there's a balcony out the back, but if I turn my entire rooftop on the, on the first floor into usable space, that's just, that's the point. So back then they didn't need it. This is built you know, 1971. If you go back to the chat, Catherine, you can see that the— when, when the actual, um, date was that it was built. But we have an appointment Wednesday to go look at it. Um, go back up a little bit. Right there, 1974.

So it's 52 years old, right?

And it's on 1.19 acres, so I still got more land out there to do stuff. It's just all mountain, you know what I mean? So if I want to do anything out there, I got to demo it with a rock crusher to be able to do anything. And that's what I— that's what I specialize in. So of course, why wouldn't I look at doing that? Other developers be like, hell no, I ain't doing that, that's going to cost too much, right? And now what? Somebody else would know.

Catherine?

I mean, if I didn't know what I was doing, I mean, it— like, I'm questioning, to your point, that when houses are over, I don't know, 50 years old, that it's cheaper just to demolish it and start all over than it is to, uh, try and update that with all all the modern infrastructure. So I'm, uh, I'm doing some mental gymnastics around this.

Well, let's knock off those gymnastics and maybe do a little dictating on that, that machine right there. Um, we'd like to update this house. It looks like there's a lot of modern amenities that have been added to it, especially the look. But we really would like to add like maybe another 1,200 to 2,000 square foot over the areas of the roof that are flat and continue to expand out on the, on that modern architecture and make this more of a 5, 5,700 square foot to 6,000 square foot home, 6 bedrooms, 6 baths, all luxury suite style rooms. Uh, give me a, a, uh, an idea of what the, um, comps in the area are on, uh, that style home and what it could rent for. I know that there's a rental market in this area, and I need to know what the going rental rate per month is. Uh, so give me all these numbers and, and let's see what we can do on this deal. I think free estimates would be able to give us a better understanding of what to do on that property. But for now, we can just kind of roll through what this is going to say. Blake, you discovered that deal was probably sour a little bit out there with the grapes. Pun intended.

Yes.

Yeah. Okay. So knock knock, winegram.

Right.

Blake and Katya, uh, actually came up with, um, an instruction program that we're going to, uh, bounce right into at the end of this. And so, um, I'm kind of dropping that hint right now because I'd like to start and stop this. Literally just everybody drop out at 10 o'clock, come right back in. Um, as if we didn't change anything, so that I get two segments. I want, I want to have a deal owner, and then I'll have a, a deal owner part two, where at the end Blake, you're able to discuss through it anyway the expansion play out here on this deal, getting it up to like a 6,600-square-foot place. Um, and it shows there that the prices are, um in that range. The comps, uh, upper luxury PV active inventory shows houses between $5,700,000 and $7,800,000, between that $11 and $12 million, with, you know, trophy location finishes. So that's why I think it would be worth doing the $2 million worth of work there. So a conservative ARV shows it at $5, you know, $5 million to $6 million. It's saying that, you know, only if architecture, views, outdoor living, garage, and finishes are elite. So stretching it out to that range, you know, um, I think that we could probably get more than that, um, once we get it up to a, a rental position. So, um, the median prices out there showing houses between $20,000 and $60,000 a month, you know. So build cost assumptions around $200 to $500 a square foot. What does that show us our build cost at? Let's see what that's thinking. It thought that one out. I like that. So it's, it's, it's deciding that, that we're looking at a cost purchase with improvements. So right there, deal math. 4 million in, 1.25. I said 2 million, so it's giving me a, a pretty decent buffer. So we get it at 5.5, 5.75, it matches the ARV now basically. Um, but if we get it up to the 6.5, then there's room, right? So we can try to target buy it at less. I highly doubt that they're going to, you know, let us slide in there like that, but, you know, It's never, it's never, uh, bad to try, you know. There's an open house on, uh, on a different property. This ain't the property I thought this one had the open house. This one's been on the market a little while, so I think that's where the leverage is. Um, it's a go if I can get it under 3.65 and keep it under 5.4. It's a no-go if the basis pushes above 5.8. Um, unless I'm confident I can get the $35K a month, um, or the resale at 6.75%. So, um, based on those numbers, I believe we can confidently get $25,000 to $60,000— you know, $25,000 to $50,000— $25,000 to $45,000 a month off of that property if we're doing those package deals. Because of the fact that if we did, um, if we did a package deal where we had 5 people that paid $50K a piece, that's $250,000 for a week. So we know that the jet's going to cost $100K, we know that the house is going to cost, uh, we'll make it cost, uh, $25K. And if we did 2 of those a week, that's $50K a month, or 2 of those a month, that's $50K a month. So that's where I'm justifying the the rent of $25,000, uh, per month is that we can— or $50,000 per month is that we can get $25,000 per, uh, crew that comes out on a, on a, uh, retreat setup. So I, I don't know if everybody else understands what I'm talking about. I think Katya and Catherine know.

Maybe. Yeah, I know what you're referring to. Okay. Uh, I'm— yeah, just thinking about Alyssa in, um, yeah. But again, you want me to keep going through the rest of these pictures so everybody can see it?

Yeah, if you want to, that'd be cool. That— again, it's a, it's a pretty, pretty decent looking house.

Okay, so, um, I'm seeing—

no, actually, that is the one that has an open house on Saturday. That's the one that has the open house on Saturday. So yeah, and okay, so see on the back right there where it's got the upstairs deck like that? We can do the upstairs deck right there behind the chimney like someone was saying. We can literally redesign that entire second floor and expand it. And then actually, I would actually set it up to go over the edge of the pool, and I'd make the pool bigger. I would literally, if I have the room on that lot, my goal would be to expand that backyard out another, like, because I can build that retaining wall to do it.

You can also, that space in front of the chimney, you can expand it outward to the point where in the backyard area, it becomes almost like a gazebo with lights and fans. And then underneath that, that can be a whole like outdoor barbecue kitchen lounge area. So it seems like there's a lot of space here that can definitely be upgraded and expanded. So I see your vision with that, right?

Absolutely. No, you're 100%. So, um, Then let's see here, trying to find the next one. Or where's the one that Catherine and I, I, I sent you yesterday?

Um, crap, here we go.

I think it's the bedroom that's upstairs.

Um, Yeah, here's the next one. So let's do, let's do this address. If you go back to the views on that one are amazing. Fountain Hills is freaking cool. But if you go back into Deal Hunter, let's do another one real quick. And I think, Sicily, I think your thing's almost done cooking, so we're going to pull that up here in a minute and check it. In Deal Hunter, uh, Catherine, if you could put the address of 10445 North 132nd Street.

10445 North 132nd Street, Scottsdale, Arizona. Like that. Yeah, run this deal.

Yeah, why you see part of the screen though?

You're not seeing the screen?

There we go. No, I just had to move my—

move my thing out of the way.

And so while that's cooking, um, this one's $3 million. It's a 6-bed, 6-bath. So like, to your point, Blake, why not find something that already exists? I did, buddy, I did. Um, and what I did was, uh, we're running this one looking at it. Um, if you go— I think it's on Zillow—

you can see pictures, either on Zillow or Realtor.

So this one again is like a little bit in, in inside of the community. It's got some what they call conservation backyard, but big property, uh, gated. It's gated but it's not HOA. So, um, I think it's full acre. Mostly house. And again, on this one, like, not a lot you got to do there. Um, it's a newer house, and again, you're going to just increase the amenities and opportunities right here. I, uh, I wouldn't demo any of that. Maybe repaint it.

Um, it's definitely my style for sure. That last one was not Say again. This is definitely my more— the aesthetic that I like, not the other one.

I'm concerned that this is all AI.

No, I don't think this is.

Just being, just being forward, I think it's all AI. But, you know, again, like, someone can be a really good damn photographer too. I don't know, but, um, there's just a few things. Again, I call it putty and paint. This is something you do putty and paint, make it what it, you know, make it what it ain't.

Um, Tommy, I think you're right because I'm noticing like weird, um, shapes in the images.

Yeah, I've been doing construction a long time. It's hard to get those, those pictures that perfect, but I'll give it to them. And this right here, this is a great example. I'd redo this bathroom just based on the fact that I'd make a— I'd make the, uh, what's called a, um, a ste— it's a called a wet room, and the shower, soaker tub, and everything is combined in one big room with multiple hot shower heads and the ability to turn it into a giant steam room. So like, I, again, ideas that have come to, to, to become more modernized are what we would do here. We like— those sinks are old. Plain and simple. So that bathroom needs to be remodeled. Kitchen and bathroom— when you remodel a kitchen and bathroom, the kitchen was redone, definitely, but this bathroom, it's not the thing. Go to the next one. Most people don't imagine that I would have some sort of designer taste, but I do. Um, cool closet. Um, I love the ceilings. The rounded ceilings like that are really cool. Catherine's been in a couple houses like that. Um, nice little office, quaint little bathroom. Again, not the master, but beautiful size. Exactly what you would want in a concierge luxury suite style place, right? So you don't want a cramped little room. This is great. I like that. The— yeah, the TVs on the wall are really the ones that are getting me. I really think those are the ones we're getting. But big rooms, perfect. 6 bedrooms, perfect.

Backyard, great.

I love those fans. Those types of ceiling fans are cool. Um, but 5,300 square foot, we can expand it, get it bigger if we wanted. Uh, I'm not a big fan of the exterior like that. I would actually probably rip all that faux stone off and go with more of a, more of a, a Roman clay look. Um, and you know, I definitely try to synchronize the roof. So, but it's all one level except the backyard, I think.

Or is it?

I think it's, I think it's one level. I didn't see two levels there. So no sense in adding stairs if we don't have have to, but we could probably create a deck off the, off the back of the house like that and make that pool a lot bigger. I would make that pool so much bigger, probably 3 times that size. So that's just me, but I think that gets, uh, this, this property gets a pretty decent income. So it's got great views.

Questions, ideas?

So it's going to tell us about— it's built in 2002, so that's not a bad time. Long-term rental, luxury, uh, luxury rental, monthly rent $15,000. Effective gross income, total OpEx. So NOI shows that it's about a $97,000 deal. DSCR is only 54%, so 0.54. As a furnished midterm rental, we'd probably get more, and that shows that it, it would, it would be beneficial, but it still lowered, lowered our DSCR because our CapEx goes up. So, and then high-performing STR, luxury seasonal rental. So the breakeven math shows right there that on this property, in this, in this deal, you know, at a 40% OpEx to 50% OpEx, we're looking at Um, collected revenue of $35,000. Just say that.

Um, it didn't, uh—

oh, it says possible but speculative. Oh, I don't think it gave a— it gave a breakdown on that one. So target offer less than $3 million, try to get a seller carry on it, stuff like that. So it only works with that, with that concierge level plan. These are not houses that you can just buy and go rent out like a modern-day rental. The other side to this is these are great for people that need cost segregation. And who knows cost segregation? Anybody? Anybody?

Catherine?

I don't—

do you want— so cost segregation, it's again one of the many things I love about this country, and it's a way to reduce your tax basis for any of your properties. So it's one of the many tools that we get to use to to be able to save on our taxes at the end of the day. That's what it comes down to. And there's companies that specifically do cost segregation. It's usually between $1,200 and $1,500 to have them come out and do it. And then they give you this report, you give it to your CPA or whoever's doing your taxes, and then it gets rolled all into that.

Let's use Deal Hunter to show the example.

So on this property.

Yeah, go ahead and give us a case study of how our investor can use cost segregation to buy this property. So in this case study, it's showing that the property's purchase price assumption is still $3 million. Why cost segregation works here is because the land is not depreciable. The building shell is 27.5 years old, land improvements 15 years old, personal property 5 to 7 years old inside the house. IRS looks at this and says current bonus depreciation angle, meaning that the big tax lever is that 100% bonus depreciation has been restored for qualified property acquired after January 19th, 2025. So that tax law changing like that, man, it means that the purchase structure, the way that it's set up, okay, allows for the investor to write off the allocation estimates over there down below the case study assumptions. You see the purchase structure, then go down underneath the cost, cost seg allocation estimate. And I don't want to go too far. I want to be able to see both. So it's understood what's going on here. So you have the case study assumption and then you have the cost segregation allocation estimate. Basically what, what that means is, is that you're putting in $3 million, but they're allowing you to take 25% of that for land. The depreciated basis is then worked out to be like $2.25 million. Your down payment's factored in there. Then you have a loan amount of the $2.25 million. Okay. And your rate assumption of 7% comes out with an annual debt service of about $200,000. Okay, so when you drop down to cost segregation, they're going to give you a depreciable basis, meaning that 5-year, 5-year personal property, 7-year personal property, 15-year personal property, and a 2.5 and a 27.5-year building right there gives you a total depreciative basis of 100%, meaning that you can write off now the full $2.25 million, not the land. Just everything else at $2.25 million right there. When you write that off, you're writing that off against earned income.

Scroll down.

Go, go, go to bring that up so that that's up higher so that the tax impact can be seen. So right here, potential accelerated depreciation shows that the amount of $675,000 for that property, bonus eligible property, is being accelerated. Now you're getting accelerated depreciation, meaning that without cost segregation, straight line, straight line depreciation of 2.25 over 27.5 years is roughly $81,000 a year, meaning that The cost segregation strategy creates incremental first state deductions of approximately $650,000 above normal depreciation. So this is, this is when rich people are playing, playing games with the money and they have to play games with the money. So this is how you play games with the money to avoid paying taxes. Going down and showing how this helps investors buy property. This is what you're going to show. That by buying this property, that what they're going to be able to do is they're going to be able to turn the down payment, the $750,000 down payment, effectively into 100% tax write-off. Okay. Even lowering their tax bracket in some cases. So you can show them the before and after tax review to help them understand. And then the best investor profiles for this strategy are below. A real estate professional who's making a shit ton of money selling houses but has nowhere to write it off. The short-term rental operator with material, with material participation, active or passive income investors.

Right.

So who is this not good for? W-2 earners, passive LP investors, buyer who hires full-time STR manager. Buyer with no passive income. So these are things to avoid, financing strategies right there. So all that, all that good stuff.

All right, so is this making sense for you guys? So this is one of the things that, you know, when I talk about that, um, you know, right now this may not make sense for you, but you know, in 5 to 10 years from now you're going to go, wait a second, there was that thing that we learned This is one of the many, uh, tools for you to keep in your back pocket as you're planning out building your, your empire. This is a really important tool to understand.

Where'd Black go?

He's there, might be on his way to work.

Oh, all right. So, um, here is the, uh, here's the, uh, uh, investor survey, uh, results for Cicely. Uh, she had what would be considered the Conscious Capitalist and the Cash Flow Philosopher. So rolling through it, it shows that we leave every person, property, and community.

Are you gonna share it?

Uh, is it not being shared?

No.

Oh, I see it. It's, it's being shared.

Oh, sorry. Okay, now I see it. Sorry.

Yeah, you want to start over or—

yep, there we go.

Um, so, uh, the Titan Impact Group, uh, is founded on that leaving every person, property, and community better than we found them. Um, ties into Cicely's, uh, program because Catherine Bell is the, the Conscious Capitalist, uh, uh, moniker of this. So pointing out these two archetypes with Cicely, um, is helpful because it's going to be, like I said, the 90-day plan, the, the 12-month blueprint, uh, I mean the, the, the 90-day blueprint and 12-month business plan Um, these are the things that will, will be sought after. Um, the 5 pillars are financial freedom, family security, community impact, long-term cash flow, and generational wealth. So, um, the core identity of Cicely is that she wants her investments to create freedom for family and opportunities for others. So money is a vehicle, impact is the destination. So as you combine these two very powerful archetypes, the Conscious Capitalist with the Cashflow Philosopher, one of the power combinations, some of the power combinations that come from this is reliable cash flow, family security, community impact, and freedom of choice. Because each archetype carries its own characteristics. When you combine them, they have a very powerful combination of goals that come from that. And so the synthesis or the Understanding of this is that the wealth, wealth that improves lives simultaneously, is, is what comes from these 2 positions. So a strategic diagnosis is, is meaning that, like, as much as there's strengths, there's weaknesses. So in the strengths department, values based on leadership are important, creative thinking are important, family motivation. Is important. Resilience is important, and community focus is important. These are the strengths that come with the, the personalities that Cicely identifies. But on the blind spot side, when some, some of the things that are downfalls are that Cicely's attempts to make impact before profitability are there, over-trusting vision alignment, meaning like tendency to align vision without verifying execution or competence of those that she's trying to align with. Emotional attachment to things, falling in love with deals. A lot of people do it. Too many opportunities, kind of what they call the shiny object syndrome. And delayed decisions, you know, oftentimes waiting too long in order to get perfect alignment. That, that's a perfectionist mindset, and I, I very, very well know that myself. So freedom through ownership. And so this is a path, uh, a path diagram that No matter where you start, this is kind of how it's going to work. So owning mobile home parks, we'll start at the top. You know, what it does is that you can see that it creates security for family. It leads to owning apartment communities. What does that do? It leads to building a stock portfolio. What does that do? It leads to building a stock portfolio because AI is repeating itself, creating generational wealth, supporting your mother, paying off homes. Like, uh, again, this, this is, you know, pulling from the survey that Cicely built. So that's why it makes it unique is that it's, it's tapping into all the things that she, she mentioned in her survey. So moving into how to structure your buy box and your strategy on this. So what it's saying is that in phase 1, your, your immediate foundation, you want to focus on finding duplexes, fourplexes, small, small multifamily properties or even seller-financed properties. So, um, getting, getting that, uh, set up, even though you're the, the, the queen of, uh, mobile home parks, it's really important to understand the house hack that comes with a fourplex. So you can literally get 3 people paying your mortgage and you living for free in the house that you got an FHA loan on, which is basically 3% down with, you know, with very, you know, very attractive terms that you can literally subject to out of in 2 years. So especially if you buy it properly and put it into a trust right away. So your midterm scalability shows that you have the ability to get up from that 4-plex to a 10-unit, right? Go out and buy a whole mobile home park, even buy some notes, get a note portfolio started, go out owner finance. If you can buy a mobile home for $8,000 and sell it for $45,000 on a note after you fix it up, you make them pay the $8,000 in the first year. The rest of that is no profit. You can sell that note, and there's ways to do that. Long-term legacy shows larger apartment communities, more manufactured housing communities, community development, you know, redevelopment projects like going in and buying these old severely dilapidated, outdated mobile home parks and creating multifamily strategies there would be, would be the third phase. That's kind of a long-term legacy outlook. So assignment alignment evaluation is basically showing the asset class, the math, the outcome, and why it fits for you. And so, you know, seller finance rentals like this is the math as you blow it out. A small mobile home park, park apartment partnerships. These are, these are how these things pan out for you. These are the things that Cicely should be focusing on for her own purposes. You can be an expert for people and other things, but this is what would make your heart whole is say, for example, the primary vehicle being a mobile home park, the structural benefits, show strong cash flow, affordable housing impact, community creation, and long-term appreciation. The takeaway is that mobile homes often offer high concentrations of operational scalability combined with affordable housing projects. So you're getting the impact and the growth factors in there as well. The archetypal need, you know, is signified there. So risk management framework, you know, it's kind of a go/no-go. Does it cash flow?

No, move on.

Uh, does it cash flow? Yes. Is then go— is the downside protected? No, get rid of it. Like, you can see there how it's important to just dump and get rid of things that, that bring no value. Out here on the Financial Freedom Elevator, uh, you can see that where it wants you to start is like a $3,000 per month passive income. If you can create passive income, meaning money that make— you make while you sleep, while you're on vacation, while you're taking a poop, anything that, that you're not actively attached to, that's passive income. If you can get that to $10,000 a month in, in, in a short amount of time, that's showing momentum. And, and, you know, again, taking that momentum through to scaling and, and, and whatnot, you'll end up achieving your pinnacle, getting to the apex. So here's the 90-day execution pipeline. In month 1, you want to build a strong, strict buy box criteria, analyze 25 distinct deals, and attend Land Shark meetings for network integration. Then in month 2, underwrite identified opportunities, get those operating partners set up and master seller financing strategies and structures. And then submit in month 3, submit formalized offers, evaluate and secure financing, and pursue first strategic acquisitions. The capitalist ecosystem for Cicely shows that, you know, with her inner circle, She, she needs realtor, CPA, attorney, property manager, contractor, and a mentor. Um, and what that encompasses with Cicely in the center of this is that she's created in the operations partner, executive assistant situation, um, asset manager and, and acquisition manager. Like, these are the, the components that are going to come from, from that. In a 5-year horizon, you've got your year 1 activation, your year 3 momentum, and your year 5 legacy. We kind of discussed how you're going to go from your first acquisition, uh, up and through to your mobile home park, you know, uh, enterprises. Sicily is not a speculative investor, short-term flipper, or a hyper-driven entrepreneur. Sicily is a conscious capitalist with a cash flow builder mindset, community creator mindset, legacy builder mindset, a freedom-oriented investor heart. So Cecily's greatest advantage is not speed, it's her ability to combine purpose with cash flow. By focusing on income-producing assets that improve communities, she is positioned to build wealth that serves her family and future generations. Building cash flow that creates freedom, wealth that, uh, serves people, and assets that leave a lasting legacy. That's pretty cool. I think— I thank you very much for allowing me to, to bring that together for you and and bring some light to you. I'll make sure to send this over. Thank you.

Um, so Cicely, are there any insights in this?

Uh, yeah, so I think that I, I think that the vision— what I, what I, what I'm realizing is there's steps to it. And, um, like fourplexes and like smaller cash-flowing investments, it seems like those are the like those are where I need to start. That's where I need to start, right? I like that it says I'm not like a fast— I mean, I do like, I do like instant gratification, but that's not what the vision is for me, right? So, um, yes, I feel like those are all vehicles, and I learned this from you, playing Cash Flow and all that. So those are quick, quick— those are vehicles to get to the next step. And so whatever liquid cash we can create with the flip or with a, um, with a commission or something, it could be used to create the longer vision, right?

So what would you say your biggest takeaway is, um, and how you're going to be able to use this?

Um, I liked the— I took a screenshot of it.

Sorry.

Um, you actually get a copy of this, honey.

Um, It was the what to say no to, that, because that's the thing I have. I'm a yes person for sure. Um, does it cash flow? If no, reject. Um, is there— is the downside protected? No, reject. So what to say no to, because I say yes to majority everything. And, um, so having kind of like a guideline of what to get out of my energy, because I do fall in love with with everyone and everything. And, um, that could be my— that could be one of my, um, downsides in a sense, because I get distracted.

Right. So essentially it's, it's a really clear conditions of satisfaction and your buy box so you can say yes or no faster is what I hear.

Yes, to move, to move forward. And, and, and not everything—

sorry.

Or not.

Or not.

Yes. Like, don't get distracted with, well, should I, should I, which is I feel like where a lot of people get stuck, right? Yeah, this is awesome. So here's what I do for my buy box. In my, um, my, on my iPhone, you know how you have the notes? I've got in my notes, I have my conditions of satisfaction, and I literally have them listed there. So so that when that shiny object shows up, I go, hold on, and I pull it up and I remind myself, oh yeah, that's right, these— it has to check these boxes. And I stay like hard to it because here's what I've learned over 30 years is that anytime that I have gone outside of my conditions of satisfaction, I've totally gotten screwed. So it's the— this becomes the hard and fast, like, here's the line. That's it.

I like that. I like that a lot.

Let me share this video real quick. See if you guys can hear it.

Let's dive right into Sisley Surtante's incredible roadmap. She's building wealth, sure, but with massive purpose-driven financial freedom. So you gotta ask, can you actually build massive financial success while genuinely improving the communities around you? For Sisley, the mission is crystal clear: leave every single person, property, and community better than she found them. It's the perfect mix of conscious capitalism and cash flow philosophy. She balances deep community impact with reliable, predictable income. Think of it this way: money is just the vehicle. The actual final destination, that's the community impact. She totally embodies the Land Shark Investor profile— basically a highly strategic, values-based leader moving with intense Her strategic target? She zeros right in on mobile home parks, small multifamily units, and seller finance deals. Why those specific assets? Well, they bring in stable income while also preserving vital affordable housing solutions. To actually execute this ambitious vision, she leverages Titan Impact Group as her professional, high-impact investment vehicle. To keep the momentum rolling, she follows a super-focused 90-day action plan to evaluate and lock down deals. Month 1 is all aggressive action. She builds that specific buy box and thoroughly analyzes 25 potential deals. Then in Month 2, she shifts to underwriting those opportunities and networking with proven operators. By Month 3, it's go time. She's submitting solid offers, evaluating financing, and aggressively pursuing that first acquisition. This 90-day sprint, it's the ultimate launchpad for her 1, 3, and 5-year legacy wealth timeline. For year 1, the massive focus is securing those very first acquisitions to build unstoppable financial confidence. But before closing anything, she checks 3 non-negotiables: Does it cash flow? Is the downside protected? And do values align? The absolute golden rule here is so simple: Cash flow comes first, emotional attachment comes second. Always. Because she isn't some short-term speculative flipper. She's a freedom-oriented builder creating a real generational legacy. Her ultimate goal: build cash flow that creates freedom, wealth that actually serves people, and assets leaving a lasting legacy. So as we wrap up this explainer, ask yourself, are your investments just building wealth or building a legacy?

So there's your question. Um, and this is perfect because this leads into what we're doing next. Which is having Katya and Blake show you, now that you have this, how to use this inside of Deal Hunter to now go find those deals that match your buy box criteria. Are you seeing why this is so important? It's going to keep you laser focused on being able to fulfill on the mission.

I do. And also, um, I realize like even the deals that Some deals I'm super— like, when I see them looking at the deals, I'm— some deals I'm super intrigued by, and some deals I'm like, it's just over my head. I'm not even— my brain is not even— my reticular activator is not even looking at it. And so the— I noticed the ones when I hear seller finance, when I hear dirt, when I hear, um, mobile home parks, like, instantly I'm just— I'm drawn in. Or, you know, even the smaller deals, because I feel like those deals are are obtainable. I feel like I kind of, I kind of felt like I had to start small already, but having this path kind of shows, okay, it's one step, second step, third step. So yeah, it does help for sure.

Well, Katya, Katya has truly become one of the best, um, at using Deal Hunter to source deals. And so I would like her to take her and Blake to take opportunity now over the next 30 minutes to kind of run through all that and, and help you understand and see where you can deep dive. Because it's not just selling mobile home parks in California either. Like, there's mobile home parks across the country. We've got a— we've got several opportunities in Florida that we're going to go look at next week as well. There's people here in Arizona that, um, one of— one in particular is a guy by the name of Alden Alden has Win Money Mobile. Look, excuse me, look that one up on your own later on. But Win Money Mobile, what he does is he goes out, buys houses, uses, uses investor money to, to purchase them. But then he structures a note with the seller, the person that buy, you know, the end buyer that comes in and lives in them. He structures a 10-year note with them that he then does what's called seasoning, and he seasons the note and creates an opportunity for them to make 6 months of payments or whatever. And then he sells that note as a, uh, for him to get his money back to pay his investors back. So his whole program is, is phenomenal, and he's young. He's really young, um, under 30. I know that for sure. But that's, that's again, somebody that when it says networking with your operators, you go out and start buying mobile homes and building communities within communities. That's, that's how you can actually get to the point of buying your first mobile home park. Own 20 units in it, right? If you own 20 units and you're paying that amount in lot rent, I'm guaranteeing you know the owner of that park pretty darn good.

Yeah, and I know how to create the notes. I've, I've, I've done it with my clients for the last 16 years. And so I understand, you know, how to draw the promissory notes and all of that.

So, Sisley, if you're telling me you were doing these deals when you were a kindergarten girl, like, I'm not buying it. I'm not. Like, you were 16 years ago, you were literally running around kindergarten. Knock it off.

Thank you.

Um, so yeah, you know, like, getting the notes written, getting, getting those opportunities in front of investors. Like some people think mobile homes are a waste of money. Not if you're doing it at that level, right? When you're doing 20, 30, 40 of these, you're doing whole, whole communities, right? So yeah, let's— I mean, let you guys get into that, Blake.

And so you had said that you wanted everybody to log off and then log back in. So that we can have this as a separate class.

Everybody's here still, so I'm not— I guess we'll just roll through it. Um, the issue I'm having is that if it goes over 2 hours, I can't pull it in.

So yeah, that's why we log out and then it'll start as a new recording.

Ready? So everybody that's here, please go right back to the same link. Can we paste the link in here so everybody can get it and then come right back?

Yeah, landsharkmastermind.com/webinar, and then I'll open it up on I'll open it up again. So we're gonna lock