Deal Room 061026

Good morning, and welcome to The Deal Room Live, the daily real estate deal tank powered by Titan Impact Group, a global leader in AI-driven real estate investing and funding, where the real estate world meets speed, precision, and profit. And bring us your deal so we can put it into our AI model that analyzes and structures real estate deals in minutes, generates all the docs you need to get the deal done, and gives you a verified, unbiased breakdown of due diligence reports. The investors get the advantage of getting fully vetted, AI-analyzed deals that cut their due diligence time down by 60%. So you're in the right place. Let's open Let's go in the deal room now and get into today's opportunity. When do you guys do your podcast?

Well, generally every couple weeks.

Yeah?

Yeah, we took some time off.

Well, so how often do you release content?

Well, the podcast every couple weeks.

Got it.

It's been a little inconsistent. Um, we do a lot of promo videos and the account owner webinars.

Yeah.

Yeah. I'm taking a guy to the airport. Okay. It was a pleasure meeting you guys. I'll be in touch. I'm gonna take you.

I love it.

I can't wait to get the results of my test.

I'm so glad. That's gonna be so fun.

You're doing the investment research?

Yes. Yep. So exciting.

Exciting.

Give me for intruding.

No, no, no. No interruption. So what he's talking about yesterday, I was sharing, and this is actually kind of cool for given what you guys do. So Tommy created an investor survey because I share, I share my story that it took me 20 years to figure out. I like 2 things as an investor. I like to be the bank and rent dirt. Now, I did all the different investment types, but it took me 20 years to figure out. And so with that, he built a custom AI investor profile. And so it takes about 20 minutes to go through. It's like 125 questions. And from that, literally what we give people is literally we're able to pinpoint who they are, what type of investor they are, what type of investments will make their heart sing. And then it gives them a 90-day and a 12-month blueprint. Hey, Mark, we are— I need to give you the link over here that we're going to have you on.

So have him go to Land Shark Mastermind.

Okay. I guess that's the easier way.

Yeah.

Landsharkmastermind.com/webinar. And he can click on the link to get into the webinar right there.

Yeah.

So we're over there waiting for you.

If you're in the mastermind.

Landsharkmastermind.com/webinar.

Yeah.

Let's get, make sure both Mark and Andrew get in there.

Yeah. We're here in Florida at this investor meeting. So—

Hey, it's Andy.

How are you?

Hey, Andy. We are over on another link. So I came in here to jump on to point you to the other one. So if you go to landsharkmastermind.com/webinar, we are over there waiting for you guys.

Our active Zoom link's right there on the, on the page.

So I'm sorry, what's the website again?

Landsharkmastermind.com/webinar.

Deal Room webinar.

Yep.

What do I do? Just join live on Zoom?

Join live on Zoom.

My camera's not working for some reason.

You're okay. That's okay.

Okay.

We're not going to kick off on this one then.

Cool.

We'll see you over there.

We're gonna demonstrate for you over there. So, hey, cool.

Thanks.

All right.

Okay, so we have them joining over there.

Let me get this going live so that they can see.

This one's gonna be on me. This one's on you. That's why I did that. See how it says switch? I don't wanna switch.

Yeah.

So that's good.

Right here.

Hold on.

But that little arrow.

Hold on.

Okay.

No, right there like that. We can do mine from here.

This is actually— that's interesting that the camera is better on this one.

Okay.

Join recording camera first.

We have to do it that one. We're gonna have bad reverb.

Yep.

Got it?

Yep.

All right, ready to go.

So now we gotta turn the camera on.

Okay.

Ready to go.

Now I'm gonna turn this so that you guys can see this.

There you go.

Because this is where the demo is. Maybe we kind of put all the— we're gonna rearrange their stuff.

Sorry, guys.

Okay.

Right.

I'm unsure why my camera's not working.

Okay.

Anyway.

So you're all in the Land Shark living room.

Now you're in the Land Shark living room.

Okay.

Well, Mark, it's good to see you.

Yeah, great to see you as well.

Andy, can you hear us?

Yeah, I can hear you fine. You hear me? Can you hear me?

Yeah, we can hear you.

Yeah.

Catherine's internet's a little—

there he goes.

Now it's working.

Okay.

Yeah, we put— we were in a stall for a minute for some reason. So do we have everybody here? Give me a thumbs up.

Do thumbs up.

I don't know if they can— can you— are we picking up on the mics, Laura? Can you hear us on the mics?

Yeah, we can hear you. Yes.

Okay.

All right, there we go.

All right, perfect.

Awesome. Well, thank you everybody for coming in this morning to the Land Shark Mastermind. My name is Tommy D and I'm with the beautiful Catherine Bell this morning. We're sharing the screen because we're actually at an investor, uh, an investor gathering Out in Lake Nona, Florida. And so the lovely people sitting across from us over there in the living room, they're waving. Oh, they're frozen on this side.

Yeah, the internet being weird.

Internet. Okay. So these lovely people came in. Where are you guys from? They're from Florida. So Arizonans sitting across from Florida. We were telling them about the mastermind and, and all the things we do. So today we've got the guests here, Andrew and Mark. They— we met Mark last week, 2 weeks ago.

Yeah, we had lunch. When did we have lunch?

Last Thursday.

Okay. And then, yeah, we talked about cost seg and, and tax strategies around cost segregation engineers. And the importance of them in tax strategies, right? So what we were excited about was that we bought— we thought that what with what we do with Deal Hunter, that Deal Hunter could possibly help Mark and Andrew with doing cost seg on properties. And so being that we built Land Shark basically just to do, you know, real estate deals, all aspects of real estate are important. You know, especially to investors and people that need to get tax, you know, tax write-offs and stuff. So what I thought about doing, guys, if you don't mind, is we ran a cost seg study and I want to see if you guys are the experts. We used AI to do it. What have we got you guys to verify and validate the information? And again, if it's 100% wrong, be like, nope, this is bullshit. And we're like, okay, cool. Like, we got junk. Right? We don't— we don't— we, we learn— we do know this: I will invest $1 million to learn how to not lose $10 million before I invest $10 million and wonder if I'm gonna lose it. You know what I mean?

Yeah.

Like, I'd rather spend $1 million and just know this is a bad deal. Okay, boom, done. I don't even have to worry about it, rather than spend $10 million to learn it's a bad deal and lose $1 million to do it.

Right.

You know, it's just easier to know, no, this is junk. So, um, why don't we start out doing this? I'm going to share the screen here and we'll jump right into it. If you don't mind, while I'm pulling this up, Mark or— and Andrew or Andy, how do you like to go by? You're on mute. You're on mute.

Andy mostly.

Andy's fine.

Thanks.

Okay.

Andy, awesome. All right. So Andy and Mark, do you guys want to, like, tell us a little bit more about your company, what you do? And, and what we'll do is we'll, we'll connect, connect the dots here with this AI once I get it pulled up. Yeah.

So our, our strength is working with owners of commercial real estate. So commercial real estate being any income-producing property. So that can be a dentist's office, a doctor's office, office building, a car wash, even an Airbnb, which we call a short-term rental, or a long-term rental. Anything, any property that's generating income is a commercial property. And the IRS allows us to go into that property and instead of depreciating it flatline over 39 years, we can go in and break down the assets in and around that property into 5-year life, which is typically the stuff inside, you know, carpet, cabinetry, those types of things, and 15-year, which is the property or the aspects around on the outside of the property. And once you break it into those shorter lives, now you can accelerate the depreciation. Which offsets the income generated from that property. And in certain cases, it can also offset income from your other sources of income. So it's one of the best tax strategies out there from my point of view. And do you want to add anything to that?

No, you got it, Mark. I mean, it's that good.

See, go ahead.

We're on a delay. I'm sorry. Go ahead, Andy.

Mark covered it, I think. I think we're all good.

Okay, cool. So who you're sitting across in the screen you're seeing, I know it says Catherine Bell, but we have Carol and Boyd. And why I'm really excited that all of you are here, they are lenders. And so they have a ton of clients that have these cash-flowing properties, right? So you are all who's that know-how and connecting to be able to help the same client. So I want to make sure by the end of this that we connect all of you as well.

Awesome.

Awesome. So, Mark, yeah, so to your point, what you were discussing, we— what we did was we pulled up a luxury property that we looked at and we were like, okay, what's the best way to go through this? And Basically what we discovered was there's a 2-way strategy here. When we buy the luxury property, we're going to do a cost— we're going to do a cost segregation study on everything in the house and get full depreciation year one, all that right now. And then after the end of the year, coming into the next fiscal year, we're going to fix everything up. We're going to tear out a lot of stuff. Put new stuff in. Is that, is that a strategy? Strategy that's, that's understandable and viable by you guys?

Yeah, we love that strategy because you kind of get 2 swings at the bat, right? You get the cost segregation study based on the property as you acquired it. And in those, you know, a property like this, is this a home? What is this?

So on the screen here, I'm showing it's a— we figured it being a Like a 7,000 square foot home, 35 years old. And all this information came in off of our AI. So what we did was we factored in a real house, but then tied into it some of the, some of the other stuff. So, okay, cool. And so we went through it and just gave it some, some information. And it and gave it like an inventory. So we explained the 2-phase cost strategy, which is the acquisition study and then doing a renovation expansion study, which is the 2-part play, right? And so in phase 1, we did the interior categories of cabinetry, flooring, lighting, appliances, built-ins, millworking. And what we came up with was, you know, it wanted to know quantity notes and stuff like that. It explained that we needed you guys to validate these numbers and how much it's worth and stuff like that. So I told it to pretend it was smart like you guys and assume it, and assume it based on going and getting the information off of the internet somewhere, scraping the data from like lowes.com or homedepot.com to figure out like how much cabinets would cost, how much flooring is, etc. But what it did was it gave me a fair understanding of how you guys operate without wasting a bunch of time with you guys on, on a, on a fit case study. Uh, we were able to see like also the pool, outdoor living, the recreation patio areas, and all that stuff. So once we did the breakdown of all of that, we discovered that we had a conservative, uh, existing basis of about $100,000— I'm sorry, $800,000— all the way up to an income offsetting example of almost $1.2 million. So looking at this, does this somewhat like— can you guys explain this to somebody like, like, uh, who's watching this for the first time and understand why would I, why would I inventory the, the kitchen cabinets and the light bulbs and, and, and, and all of that and, and the, the swimming pool? How does all that help me save money on my taxes?

Yeah, so beautiful. Okay. So, this is a, you know, a home. So, typically on these, we're going to find, you know, between, as you've shown there, 20% to 30% of the value of that home is in these short-life assets, right? And so, what we do is we identify those, we inventory those, we look behind the walls at the electrical, the plumbing, all of it to try to find anything that we can take from a 39-year life down to these short-term, short lives. And then what happened is, you know, President Trump gives us the One Big Beautiful Bill Act, which says any asset with less than 20 years useful life, you can depreciate it in this year now, right? So, it's like depreciation on steroids. And so, again, we take that depreciation in the short lives, We basically take it all in the current year and that then would offset the income generated by this property and potentially other sources of income based on how much you're involved with this property. And I'll let Andy explain a little more on that. So that's the first swing of the bat, right? That $800K to $1.2 million that Tommy just described. That's the sweet spot on that first swing of the bat. Now you come in a year later and you do all of these renovations. The IRS calls that qualified improvement property 15 years. And again, what does the one big beautiful bill say? Anything less than 20 years, you take it all in the current year, right? So that renovations done a year later. The vast majority of that, not just 20 to 25 to 30% like in the first swing of the bat, but now we're talking 80 to 90% of that gets taken in the current year. So that's the big swing of the bat second time and huge tax offset there. Andy, what do you want to add?

Yeah, that, that first study that's being completed on the acquisition Is our job is to go in and identify all the components. I mean, not dissimilar to what this has. If you look at number 5 categories, these are the things identified. The trick is to identify everything, as Mark mentioned, but then also to have a reliable cost source. Tommy had mentioned Lowe's or homedepot.com. I mean, reliable cost source, not something the IRS recognizes. We use RS Means or Marshall Valuation Services data in order to reconstruct those components at the component level into the entire home. And so on that first go of $800,000 to $1.2 million on the acquisition, Mark mentioned a year elapsing before you tear it out and do the improvements and go for that second swing at the ball. The reason that is, is because the IRS is going to look at intent. So if you go in and buy it and you place it into service or it's, it's ready for its intended use the day after you close, Is it placed in service? Yes, it is. But if you automatically, right after closing, start swinging a hammer and tearing things apart, you never really rent it, then there's probably an issue there. So if you let a year elapse, I think that's enough time to do 2 things, which is number one, get the benefit on the front side with the purchase price acquisition, the cost segregation study there. And then as Mark mentioned on the QIP, the second half, which would be then the costing because you actually have the cost associated with doing that work, but a great big tax benefit on the second side, the QIP.

Right, right, right. Well, and just so that we're like keeping up with you guys, because here's what I know. Sometimes the uber smart and geniuses of the world have a hard time conveying information downstream, if you will. And so just for the folks at home a little bit more like me, Basically what I'm able to do is itemize this, itemize this property like I would my tax return. If I'm a W-2 check earner and I got to, you know, I've been a 1099 guy because I'm blue collar. My checks come to me in 1099 form. I got to come up with cost segregation studies, if you will, of what it costs me to make that money. And those are called deductions. So CPA walks me through it. But every year I'm learning all the cool stuff I get to write off. One year it's my mileage, the next year it's my truck. Right. And what you guys do is you guys do this on commercial property, residential if it's income-producing, but mostly commercial income-producing property is where we're going to see the most benefits of the, of the cost segregation study you guys provide. Correct?

And if we're talking about Airbnb, that's considered commercial because the rental is 7 days or less. So the IRS says that's more like a hotel than a long-term rental. So we're going to treat it as a commercial asset. So to— if you were to straight-line depreciate it, it would be over 39 years with the basis, right?

Right.

But what we do to break it down even more simple is when you bought that property, you probably got an appraisal on it if you got financing. And so you got an appraisal and the appraiser says it's worth $1 million.

Cool.

What we go in is not so dissimilar as an appraiser, although we're not appraisers, we're engineers, is we go in and say, great, it's $1 million and you paid $1 million for it. Let's, let's break down each component and say that million dollars equals, you know, $25,000 of carpet, $10,000 of LVP, $50,000 of plumbing, $100,000 of HVAC. I'm making numbers up, but at the end of the day, we, we take that, that million dollars and break it out into the individual components to make the property.

Right.

And that allows us to say the short-lived assets, the, the IRS has assigned asset lives to, to certain assets. We carve those and put those in one bucket. 2 buckets and 3 buckets, the 5-year, 15, and then the long life. And then that, as Mark mentioned, anything with a class life less than 20 years, you can depreciate a whole lot faster. And because of the one big beautiful bill, you can do it all in the, in the, in the current tax year.

Right, right, right. Well, and that's kind of what we brought you on to show you was, was how we're, and how we're doing this with AI and what AI is able to help us with. This study was created out of the conversation that we had with AI yesterday while I was driving down I-4 from Tampa Station. Basically, you can see here my recorded message for 4 seconds. Looking, uh, I've got investor with a multi-million dollar tax liability, let's reverse the agent study. And so over that 50-minute call with my Deal Hunter by Land Shark, it— that's the— what it basically refused to do was give me actual numbers. Um, I could force it to, but you guys said you guys get your numbers from a different, uh, a different API source. I'm pulling mine from From Lowe's, Home Depot here. See what my sources were. I got the IRS, the Treasury. Oh, at least it's pulling valid, you know, from valid sources. Um, uh, how to claim 100% bonus depreciation. This is an article written, it looks like, up on a, uh, exterior website. Uh, it looks like a, a CPA firm, and it's got a pretty decent, uh, article about it. So what I did when I created this GPT was I said, because I have a degree in science, I said, you're going to study, you're go— you're going to go out and get research, but you're going to supply me with, with, with the, the references and sources, just like we're supplying an APA format. I wanted it to produce APA-formatted research. Right? So I taught it how to do that. So, and so that's what it does. It goes out and grabs viable sources, brings it back, and then turns around and, and tags that into it. So this is important also to the fact that I'm able to then verify, validate, and verify. Everything that it's told me, so that when I do ask the questions, how I'm gonna answer is based on questions I ask, right?

They're giving loans to people like this is a whole new layer. Oh, by their way for you to.

You can get the loan, but here, let me show you how to save on your paying taxes.

Even more valuable.

Yep. And Boyd and Carroll can make you get the loan. Yeah, right. Get the funding.

So, so we're all seeing the connection here, right?

Well, and then the other thing is Deal Hunter. Like, it's a machine that I've created to do this right here. Like, this is This is what it's really good at, is finding property. Like, I literally was driving down the road. I don't know if it's going to pull up these pictures, but I was driving down the road and I seen a sign for sale, 7.78. Here we go. Look at these pictures. Like, this is how, how it works.

As we were driving.

For us as real estate developers, I got this, I got this one picture, that picture, it barely shows the phone number in that picture.

Sounds like an area.

Yeah, it shows the phone number from there.

You can call Jeff, right?

And then it— so this is all, this is all right, this is all I took pictures of. And I— and what I did was I said, look up this property, see if it's listed on Boggy Creek Road in Orlando.

Found it.

Boom, found it. Found out who, who listed it, phone number, all the stuff. And it starts bringing me back information. And supplied me with information. I said, okay, cool. It identified it. I said, now run this deal. The first thing he wants to do is underwrite it like I do, like I think. It's thinking, okay, what do you want to do, boss? iOS yard, truck parking, contractor yard. Boom, boom, boom. So if I could train AI to think like a real estate developer, like this, right? And it's, and it's giving me like a back of the napkin example right there saying that I've got 80 trucks, $250,000 a month occupancy, 90%. Here's your cost. Here's your— here's your assumption. Here's your cap. Here's your value. Don't— don't offer more than $2.49 million. Right.

So now, as lenders, how valuable would this be to be able to see this with your clients?

4 pictures, 10 words. Right, right. And it's because—

run this deal.

Run this deal. I can do this not only for lenders, but I could do it for cost seg guys where the cost segregation engineers Like, again, this comes down to I'm an expert developer. I don't need to take 40 steps to figure out what I need to be the expert at. So what do I do? I hire people and then people hire other people. And then I'm working with like a team of people.

Yep.

To discover what I just found in 7 minutes. No, I don't need to do that no more. I don't need to. I need to be able to be a developer, the expert, and be like, okay, yeah, that's worth looking at and calling. When I seen that it said $2.5 million, the minute I call that guy who's not going to answer the phone, it's going to end up— because realtors aren't using this yet, right? That realtor that has his name there and listed there, I'm going to have to go get on LoopNet, see if I can track it down and find out. It's probably going to say call for pricing, which is then again another wild goose chase, right? Because that property may not be for sale. He's got a sign on it to generate leads. Right, and bring phone calls in. So again, I'm going to use AI to help me minimize the 40 steps it takes for me to be the genius.

Yep.

Right.

Think about how much time this would save you.

I was thinking just time-wise.

Yes.

Yeah.

Yep. And then my clone, my clone has had 118,000 conversations with people that I couldn't have.

Right.

So, Andy, we're catching you up on the conversation. Mark's heard this. We spent the day yesterday, just walking through all the things that we've done with AI and literally the hundreds of thousands of hours that this has saved us and our company. And then the other companies that we've actually set up these AI tools for. It's a game changer because AI isn't meant to replace human beings. It's meant to take away and do the mundane tasks so that we can be working on our business rather than in our business.

So, and another example, this is another AI model that we built, the AI model that we built for doing fix and flips and buy and holds or rehabs.

Tina's here.

I seen Tina. Yeah. Tina, where is the bathroom remodel? Let me see. Let me type that in. So I made what's called free estimates, and free estimates you just put in the phone, put in some photos, put in a zip code, and and what it what it comes back with is basically a free estimate from a general contractor because I filled it with the general contractor brain, right? And so you'll see here in just a minute as the as the we were looking at a high-end. property and we're walking through it and everything's like 25, 30 years old. So yeah, it's great luxury location, but I'm going to need to gut the house.

Got it.

Right? And so if I got to gut the house, what's that going to cost me? So with the house being built in 2001, it's not pulling up the pictures. I went through and I just took like kitchen pictures and bathroom pictures, fed it in there. And I said, it was built in 2001. I want to Remodel the whole thing, go high-end everything. Here's the pictures. I said, I said, I want to see, uh, yo, I want to change all this. This is beautiful, but I mean, those cabinets, dated. Countertops, dated. Boxes, dated. That's all dated. This is in a $5 million home. Come on. Like, I want waterfall edges and stuff like that. I'm like, Let's, let's, let's make it pretty, right? So I literally said, here's the pictures, here's what I want, here's the zip code, knock it out. Comes back.

Less than a minute.

It identifies in less than a minute, identifies and says, here's the assessment summary. You want the existing kitchen to be this, this, this. You want everything brought up to date. Cool. Here's the estimated project costs for 2026. Pre-construction, demolition, kitchen remodel, cabinetry, millwork, countertops, appliances, electrical and lighting. Now you're wondering, where is it getting the information for this? When we pull permits, we have to— as contractors, we have to write down the price of the permit. This is what they maybe use for cost segregation, because we use— in order to get the free estimates, I'm using the information submitted by contractors For permits. And then I'm validating that with the products they're going to be buying from Home Depot and other stores. So as we go through the master bathroom and the kitchen remodel, it tells us it's going to be about $250,000. They ain't off. That ain't wrong. Like a conservative high-end budget closer to like $190,000, but high-end could go as high as $300,000. I'm like, I gotta see what this looks like. Like, what are you talking about? Show me some pictures. Here you go.

So it generated the pictures.

So not only did I get the price, but I also got the pictures of what it's gonna look like.

And the materials.

And the materials that they're gonna use.

And this was all done.

In 5 minutes.

How long would it take to get you this from a contractor?

It'd never even do it. You'd never get a contractor to do all that and provide those pictures. You got to get, you got to get the interior designer involved. And let me tell you what they cost. Okay. And it's because they got ideas. Ideas cost a lot of money. So I like getting them drunk and then talking to them.

So I want to talk to Mark and Andy for a sec on this. So Mark and Andy, when you're coming in, um, uh, okay. So let's just, I, this is just how my brain works. I, I'm a super connector. So you get like, you know, lenders, right? Carol and Boyd, they have a customer that's like, okay, we're buying this commercial property. Now we want to structure this out so that we can take full advantage of the cost segregation. But how do we do this? So, okay, we have— we buy the property, you do the first, the phase 1, get the tenants in there, get that moving. But in phase 2, how do you know that you're going to budget for that? Literally, you could use Again, this whole free estimate to be able to have them plan out phase 2, which is in a year from now, with pictures, costs, everything, so that they can be budgeting that out. But that gets budgeted also with the lenders because the lenders are seeing what they're needing as well, which also helps with their, their tax planning and tax mitigation. So I hope you're all seeing how this all comes together in a very cool way very quickly.

And with you guys being these, these experts in cost segregation, like I know if you guys went and bought a hotel, if we went and bought a hotel, hired you guys to do the cost segment on that, like, what does the price tag look like on that? Just to come in and start itemizing everything in that hotel. What ballpark would I look at?

Andy?

Well, there's a few variables. It depends on obviously the size, the complexity of the project. I mean—

Let's just use digits. Is it under 4 digits?

Well, I'll tell you, we just did one the other—

no, no, we just did one the other day. I'm just trying to give people an understanding of the value you provide.

Yeah.

Yeah. The ROI on that, on the fee that you're going to be charged is probably on the low end 20x, and then it goes from there up. Right. I mean, so that's maybe a better way to think about it and look at it because there's complexities when it comes to the Number of units, the total square footage, the lot size, and, you know, how much time and energy we're going to have to spend going through and counting and quantifying.

I'm going to let people know right now, you're looking between 5 and 6, 5 and 6 numerics to get a good cost segregation study done that the IRS is not going to audit the hell out of you on. Okay. So I won't, I won't force you to give me an answer. I'm going to tell everybody in here, You're looking at spending at least, uh, at least 5 bands to get a good one done, right? Like, just, just plan on spending some money because of what is going to return. Like you said, 20x, right?

And then on the other side, it's like having, um, I don't know, saving yourself the brain damage of having to figure out phase 2 and what that's going to cost and the value that it's going to add, like, right out of the gate. Before they've even signed the papers.

Tax planning is something that most people don't consider an issue until they have money. And then when they have money, they're like, oh God, I need some tax planning. But that's where they get a part of it. That's where they get stuck is because they don't know, well, what, what, what you— that's literally like, in my opinion, trying to sail the, you know, either climb Mount Everest or sail the Nile the minute you got the idea to do it. Like you wouldn't do either one of those. You would not go down the Amazon River. Or, or go, go climb Mount Everest without having some sort of plan and, and some professionals to do it.

Right?

Like, holy crap.

And because the power of AI and how we build it all in, like, now it connects all of you and all the different pieces.

And this is why millions of you— my bookkeeper, when I, when I had my roofing company, I think I told you my bookkeeper hit the $320 million lottery in the state of Florida back then.

Oh, really?

Yep. Bookkeeper coming into work one day, she's crying. And I'm like, oh my God, now what? Right. And she's like, I won the lottery.

Right.

10 years later, meth addict, lost it all, everything gone, family destroyed. Like she was going— her and her husband went to church every Sunday, like the perfect people that need to win the lottery. Within a decade, they had 4 foreclosed properties and broke as jokes and all addicts and like needed to be on a reality TV show somewhere.

Yeah.

And I'm not talking about You know, MTV.

Yeah. So it's about education and better planning.

Yeah. Because they just went out and blew that money as fast as they could. And I guarantee they didn't do one cost segregation study on a property they bought. Not one.

Right. Well, because they don't know about it. So who here prior to today understanding cost segregation knew what cost segregation was? Anybody? Anybody? Okay. So it's— this is the thing that most people never even know. To plan for and that these services are available.

Yeah.

So, and, you know, again, for you guys as lenders, this is a whole other— again, we want to put this into your AI to be like, okay, and these are the things you need to be considering because it's not just the basic purchase. There's actually other things that you could incorporate into this.

Yeah, yeah, yeah.

And why you would want to, like, you know, the conversation Tommy was having yesterday with our AI was literally like, we have have an investor and he has $1 million that he needs to be able to do the tax depreciation.

He wants to write it off.

And what do we, what would we need to buy and then do to it in order to get that tax write-off?

So there's the other side of it. Yeah. Where he's like, I'm going to have a million-dollar tax bill. Tell me what I got to do to not have to pay that. What do I got to buy to not have to pay that? Right. And so when you get those guys, you're like, oh, okay, well, let's figure this out. What we can, what can we buy?

And then you're helping them buy better.

Right.

He's quite something with a lot of—

Yeah. Right.

Well, you can build that all into your—

The other thing is that, and it's funny because they're trying to run from income. So the hard part is finding them property that doesn't income so much that it continues their problem.

Right.

Right. You want to find something that just makes a little bit more, right? A little bit more than that. So where they're like, okay, yeah, that— because I've never heard anybody be, you know, be like, oh, I got, I got too much income until I started working with people that have cost segregation. And then they're like, well, I don't want to add to my income. What are you doing?

Like, so, Mark, now that you've seen this, what are your thoughts?

Yeah, you know, Andi and I, one of the things we try hard to do is give our clients a clear picture up front. We give them a free estimate of benefit. But what we provide is just too thin. I mean, we got to be using AI like you showed that all that data you pulled, Tommy. If we can provide that to a client up front to make it a lot more clear.

We would love to build that out for you.

Ready for this? I'm going to go back and share my screen because I actually— if you go look me up on the Arizona Register of Contractors, I have a violation on my contractor's license. I got a violation on my contractor's license because I did not properly write a contract, and I had a customer get pissed off at me and they reported me. So guess what I told AI to do? I said, learn how to write an ROC contractor's license proper— contract properly. And so now all of my— you can see right here, Arizona residential contract agreement, 100% Arizona compliant. I don't, I don't, I don't have to wonder, worry anymore if it's in there.

If I put it—

this is the power of custom AI. Every single time, every single time, it'll put it all in there. Every single time. If I tell it that I want it ready for this, I love playing with this. Write it in the tone and accent of A pirate. I have a pirate. Hey, I can absolutely rewrite. So again, it rewrote my entire contract. Ahoy there, matey. Ahoy there, matey. So again, it does it. AI is— that's what AI does. AI does whatever you tell it to do, and it doesn't ask if you're crazy. Right? So the owner of the Frankenstein's—

I painted in the waters of Scottsdale, Arizona. Like the nonexistent waters of Scottsdale, Arizona.

Right? Right? Right?

Like— that was someone with Tourette's.

Oh, I'll do it. Rewrite as someone with To a red.

Oh my gosh!

Oh my God! I don't know.

I don't know.

Maybe maybe AI is gonna be like, you know what? No, that's a little. Yeah, a little bit too mean. You're being a little bit too mean.

Oh God!

Set it right there. Says if you want a fictional version, you know we'll play with you like that, but we're not doing that one. We're not doing that one. Yeah, yeah, yeah. It understood what we were after, but it's like, no, we're not doing that. We're not gonna make fun of people. We're not doing it. So AI actually has moral and ethical values. You just gotta, you just gotta poke it the right way, right? Prompt it the right way. But really what it comes down to, Andy and, and, and, uh, um, uh, Mark, is the fact that, like, let me show you real quick. Everybody's like, what do you use, Claude? Do you use, do you use Gemini? Do you use ChatGPT? And I'm like, I use them all. I use them all because they do different things.

Yeah.

One thing that ChatGPT does better than all the other ones is it, it allows everybody in this room to use what I created. You can go to Gemini and Claude and all that, and you can't use what I created in Claude Gemini. If I made it in Claude Gemini, I gotta publish it to the public for the public to be able to use it, but they're not using what I actually— and I'm unable to collect that data. What I did was in ChatGPT, you can go into ChatGPT And there's a, uh, um, uh, there's a, a prompt to, to explore GPTs. And you can, you can go and look up GPTs. Let me see if I— there's like a GPT store. Where's your, where's your button at, babe?

It's weird because it's normally like right here. Yeah, I don't know, ChatGPT is being weird today.

So I think, let me see.

Normally it sits right there above projects.

Yeah.

I don't know.

Something's—

I don't like the app. I use the— I can show them on the browser.

We might switch over to that. Yeah, hold on. No, it's not letting me dig around.

That's being dumb. That just hides the—

No.

All right.

So let me show the browser.

Let me duck. Yeah, let me duck this out of the way real quick. And inside the browser.

So it's all about customizing it. And the underlying foundation is the Rosetta Stone that we build out. It all comes down to your foundation. You know, like anything, the taller the building you wanna build, the deeper and wider the foundation you gotta build. And it all comes down to what's underneath that you start building these on. And once you know how to do it, it's awesome. It's endless.

Yes.

Do you want me to do it?

It won't type. I was just trying to— yeah, I was just trying to switch.

Never mind.

So this is yours, by the way. This is yours, right? Not mine. So inside of, inside of ChatGPT, they have GPT. It's called the GPT Marketplace, basically. Inside of GPT Marketplace, you can find the app that connects to this marketplace.

The marketplace is down low.

Oh, right here, right there. Explore GPTs inside Explore GPTs. So Zillow, uh, Zillow, Canva, Expedia, they all have this GPT model thing. Like you can see here on my screen, you click on Expedia and Expedia will pop up with a ChatGPT to start talking to a ChatGPT. They've had over 300,000 conversations, and basically, like, it'll— you can have any conversation about traveling that you want. Expedia put a brain in there to do that, right? And so as you go through the different models here, these are models created by other people, other businesses, other professionals that they wanted to rinse and repeat. What, what GPT literally stands for is a protocol of just repeat behavior constantly. Right? Repeat behavior constantly. So if you do a repetitive task, build a GPT for it, and it'll eliminate you having to keep doing it.

So that your customers, your, your internal team, everybody can use it. If multimillion-dollar companies are building this, we call this a clue.

Yeah.

This is, this is my sign that we're—

what's fun is that I've had, I've had my GPTs longer than all them. Right? And I just don't— I have obscurity as my issue. Nobody's, nobody's able to see mine. I was at the top of the menu. Like when you would type in here, Deal Hunter, a long time ago, it was the first thing to pop up. But now you literally have to type in Deal Hunter by Land Shark in order for it to propagate. Let me see. There it is. And Deal Hunter by Land Shark was the AI model that we built to specifically focus on hunting down deals.

You all can use this. And when you open it, It just says pin to sidebar and then it stays in your sidebar so you can keep using it all the time.

Right.

And the other one is free estimates. That's the one we got the bathroom. So again, you just have to take a few pictures, an address.

I could have, I could have tied the 2 together, like look for property and be able to give me free estimates. But then what I'm doing is I'm decreasing the ability of this thing to perform at its genius level, right?

Yes.

And so The one that does just my deal sourcing, my due diligence. It is my real estate investing assistant. That's all it does. We call on free estimates now, like just like I would a contractor. Not going to expect my realtor to understand what a contractor does. And so I built these 2 specifically to do that. And then outside of that, we even built like the Land Shark Investor Survey. This is what I encourage everybody to take. I took all of the investor gurus that I know— Pace Morby, Grant Cardone, Robert Kiyosaki, Gary Keller— and I put their personalities— I went and researched their personalities, taught this GPT to understand what their mindsets are, develop questions about their style or what they call their straddle, the 125-question survey. That you can now take in order to discover, are you more like Grant Cardone or are you more like Dave Ramsey? 2 totally different strategies. And so if you're trying to be Grant Cardone, but your heart is 100% Dave Ramsey, you're going to understand this now, why it makes sense to not, not be so— debt causes you stress. That's why you hate doing the deals you're doing. So if you can find a way to eliminate debt, my issue was always debt. I found equity. I love equity. Now I understand equity. Boom. I'm using equity instead of debt, which basically is the same thing, but it's just structured differently. And I got to understand why I enjoy equity more is the delayed satisfaction of building something that becomes profitable or valuable. I'm not a find something of value upfront and then get into debt with it. It stresses me out because then it's too much pressure. Right. And so my Land Shark Investor Survey pointed that out about me. And then we've had— we've— I love to— I've got people now that are just focused on doing duplexes, multifamily, triplexes. They love that stuff. They stay away from fixing and flipping.

They hate it.

And I'm like, so— and they discovered it right there, you know? And so it's got 7 personality types, 9 archetypes. 13 supporting personalities. And what we do is we take that analysis, we merge it into what I call my— this is Catherine's, but I have a real estate investor virtual board. I bring everybody, tell me what, you know, what this person needs to focus on. And so all those gurus Are they able to then reevaluate the 125-question results and come back with a 90-day blueprint and a 12-month business plan that says, this is what you need to focus on and do? Start looking for deals, run 100 deals a month, do, do, do, do, you know, cold calling for, for 90 days. Like it tells people whatever Based on their answers, what they should try to focus on and give them guidance into doing that. And that's been, that's been huge. So that's inside of there. And then, you know, we also— I know you guys are big into tax things, but this is what we wrote for our tax clients that are looking for capital gains relief. I know, I know it's taxed differently than active income. Is there any relief to capital gains doing cost seg? Segregation studies?

Depends on if you are a real estate professional or not, right? To be able to use that, the benefit of a cost seg to offset capital gains like short-term rentals, you can, you can use that to offset capital gains.

Yeah.

Nice.

Well, with us for capital gains, Opportunity Zones is what we've been studying for so long. And so we built out this Opportunity Zone 2.0 GPT so that people can case study, they can analyze, they can discover, and they can even start putting together and developing these real estate deals for Opportunity Zone development. So we built that GPT specifically that kind of helped people and pushed people into Putting putting their capital gains into other places other than 1031 exchange projects. So, but yeah, that that's how we've been able to take advantage of AI. We'd love the opportunity to talk with you guys about how we can help. Or Toro, tell us. I'm I'm gonna get. I said it wrong.

I'm sure.

Oh, Toro. Oh, Toro. I'd like to give them the mic. Do you have your mic? Can you guys tell us a little bit about Otro Financial and, and do the introductions here?

Yeah.

You all want to have them as your contacts.

Thank you.

Yes.

Good afternoon. I'm Carol Guevara and I'm here with Boyd. We are from Otro Financial. Otro is a Spanish word that means other or alternatives. So we're that alternative because bank rejects a lot of people.

Yeah.

They're really getting very sensitive nowadays. So we are business loan brokers. So anything related to commercial real estate, anything in business, startups, small and big, huge ones, huge projects, we can help. Uh, and what we do is we match— we're matchmakers as well. We match the perfect lender or the perfect lenders for the product. And we love solving problems every day. That's what we do. And we try to get creative. We like to have, of course, all the ideas possible we can to be able to fund your product or your deal and get you to Hopefully, the the end you know the end zone is the matter of time that we need to. So, do you want to share something else? Yes.

So, we love having flexibility, bringing in the right lender for the right situation, as opposed to a banker who only has what portfolio of offerings that bank has. Right. Banks go anywhere with anybody. They can fund essentially anything anywhere. We haven't had a limit yet on how high we can go. Any reasonably developed country is where you can find the funding source. In most cases, I can't say every case. Thank you.

Appreciate you coming on. So here I pulled up on DVD, this is their info. If these— is this the way that they can get a hold of you the best way? 321-421-0355?

Yes. Best is actually our email address.

Yeah.

So this is—

so this all came up off of ChatGPT. And here's why we're telling you this is because ChatGPT is the new Google. Like, Google is gone. And so by having your custom GPT in here, having your AI and everything built in here, all of a sudden, Anytime people are looking for lenders, literally, like, now you pop up. So for instance, Catherine Bell is a really famous actress. If you Google Catherine Bell, that's who comes up. If you ChatGPT Catherine Bell, I'm the one that comes up.

Mm-hmm.

So really fascinating. So this is why having your, like, your custom GPT and everything built inside of this all of a sudden elevates you to a whole new level and now has people when it's searching, it's like, oh, these people are legit. This is where you go.

Yeah, thank you for that, like, Priscilla.

Absolutely.

So you can see there it pulled your, your, uh, the email that, that's most popular. Yeah, Boyd at Otero Financial.

Uh, I think we're good.

Thank you.

Okay, good.

Yeah, they're gonna boot us out of here.

Yeah, we're almost done.

Reference talking to Catherine. Absolutely.

That that'll be good to know. Yes, connect each other.

So yeah, the the the the the maitre d came over, so I think we're gonna end up bouncing out of here early.

They're kicking us.

Yeah, I mean, we're so we still got other people over there, but downstairs as well. Yeah, yeah, yeah.

Okay, good. We'll hang out.

Well, we're we're gonna come back tomorrow. We'll be back on tomorrow. Um, I I want to thank everybody for tuning in today. Um, and and Andy. Mark.

Wanna make sure that Mark, that you connect with Carol and Boyd. You got their contact information.

Either one of you guys wanna put your information down in the chat so that everybody got it? We can do that for sure.

Well, and I can connect you all on a 3-way text.

I'll do that.

Just make sure everybody in the room though gets marked up.

Yeah.

And again, I appreciate everybody coming in here. I'd love to have you guys come back and talk more about cost seg if you have any property that you're going to have a long list of details on. I'd love to go out with you and see if there's a way that we could work AI into your program. And if so, we'd love to be the source to help you do that.

Add more time, the collapse time, add Thomas.

Awesome. Well, I wrap every day up with a prayer, so if you don't mind, bow your heads. Heavenly Father, we thank you for the blessing of this day and the blessing of the life that we're given to do the work of your Son in this world. We ask that you bless us through his name, Jesus Christ. Amen.

Amen.

And everybody have a wonderful day. Go out and, and do good. Well, so we'll see everybody tomorrow.

Awesome.

Bye, everyone.