GMT20260320-154328_Recording_gallery_1816x968.mp4

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 the deal room now and get into today's opportunity. Good morning. Welcome to the deal room. My name's Tommy D. What's going on? So you can see my beautiful partner over there on the wall in front of me. She's surrounding me. I'm being attacked.

You're being attacked.

I'm being attacked. I got cameras everywhere. We're over there live. We're over there live. We're over there live. We're over there live.

So being attacked.

Did anybody go and watch the actual video of the YouTube Land Shark Saturday Night Live skit yet?

Laura did.

We need to show these people this thing because like, I want to have this as a bumper into it too. I want Saturday Night to send me a cease and desist letter. You know how popular you would be if— do you know how popular you have to become to get Saturday Night Live to call a lawyer and say, hey, write this asshole a letter and ask him why he thinks he's so cool? And it's called a cease and desist. I've had several of them. Don't look at me like I'm a bad person. I'm just pretty smart about how to get attention.

That's all it is, to get attention from people as they're getting attention from you.

Today is a day of learn to breathe. Breathe long, breathe long, young.

Okay, so, so yesterday we had some, uh, interesting things happen. Uh, Tommy's past literally walked up and knocked on the door, and we had this hilarious conversation with these two young men who were about his age when he did pretty much the same thing. These young men weren't as creative. Um, it was— so do you want to tell a story? Do you want me to?

No, I want you to. If you got the video, like Go it.

It was hilarious.

So I'm literally like taking my afternoon nap because after I turned 50, I suddenly had to like turn into my grandpa. And every day at like 2 o'clock, if I'm not laying down somewhere, I'm sleeping in a chair somewhere. And so it sucks pretty bad. Robert, I think that's my buddy Robert out there. And Nico's here. Great. Robert, bring Robert up. I think that's our multifamily guy out there. Blake, you got it. So anyway, I'm taking my nap and as she's looking for the video, I'll kind of tell you the story. We got this giant husky, we got this giant husky. Pause it for a second. Just a heads up, Robert's just denying the panelists. That's all. Okay. Don't worry.

She may not have known what it is. Robert, it just allows us to actually have conversation.

Yeah. If you don't come in here and talk to us, we leave you down there and talk about you. So, Cicely's laughing. She knows, she's the one that talks most about people.

Oh my goodness. This is the first time she's been on. I listen first, then speak. I love her.

There you go.

Okay, there's Robert. Hey Robert, welcome.

Hello, how are you?

I think Robert deserves a little introduction here, so I'm going to hurry up through my story. So yeah, after my grandpa nap, I'm literally like only 30 minutes into my grandpa nap, the husky starts barking like crazy. What's going on? He says there's someone at the door. I go over to the door. And I, and I peek out the window and there's these little kids outside with a bag and they got their bicycle helmets on still and everything. So I was kind of surprised. And I said, you know, what do you, you know, she said, I said, what do I do? She said, open the door. So I opened the door and I said, what do you guys want? And they said, we're selling rocks. And if you don't know the story behind we're selling rocks, I'll tell you real quick. When I was 8 years old, I literally, my first entrepreneurial experience was selling rocks door to door. So why— that's why the significance to this was so huge yesterday, because literally, like, with all the resetting we've had to do over the last week and a half, having two little kids come to my door, wake me up out of a nap, and tell me to come give them money to buy rocks blew my mind. And I'm like, you little shits. Like, that was, that was mind-blowing. So, like, talk about how God is able to get you motivated, get you out of bed, literally. Right. Get you outta bed and get you busy. That's, that's literally what it, you know, what it came down to was like seeing that and being like, oh wow, very cool. And so then last night to, to wrap the story up, that like, that's the motivation to what I do every day. It's like selling rocks is what I started out doing. And that was my first step into being an entrepreneur. But the, here just, I think Catherine's ready to play the video. So she's gonna play the video. No. Your screen is off, and I don't think on the shared screen it's going to work very good. So Catherine was able to catch the kids at the door with the video. Is it going to play? We might have to put these things up on YouTube. There she is. See, I told you I'm getting surrounded. She's everywhere.

Tommy, you're muted now. Not sure if that's intentional. Tommy, I'm not sure if you can hear me, but you're muted. Everyone seems to be muted at the moment.

Yeah, no, we're— no, we're muted. We're going to try to play a video. You just showed up, so hold on. Okay. Now it's gonna work. Hold on.

Okay, let me try it again. So here's Tommy's past literally knocking on our door. So here we go. Can you hear me? Okay, great.

Here we go.

We can hear you. We can't hear the video, Catherine. Oh, dang it. Okay, well, long story short— yeah, go ahead.

All right, there we go.

Anyway, long story short, these boys walked up to the door and wanted to sell us rocks. And I was disappointed because they weren't at least pet rocks or pretty rocks. They literally were.

I think they actually grabbed them from my yard, right out of the front yard, put them in a bag, brought them up, and they were like, dollar a piece, dollar a piece. And I was like, I just gave them $5. I said, you have a sister? They said, yes. I said, here's $5. Go buy her some candy and make your mom and dad happy. And they were like, what? And I closed the door. I was just— I was proud of the fact that that was one motivational thing. Now fast forward. This is how God and the devil work in your life. When you know you're getting good, motherfuckers—

sorry.

They're doing massive pipe work behind us. And so it's very hard to hear. And I get like PTSD real quick. If you see me jump, they just shot me. Anyway, the, we went to an event last night where the devil showed up and literally a man that took advantage of a friend of mine and has been a cancer in the wholesaling community. He literally, he steals equity. I don't know if you understand wholesaling, those of you that are wholesalers. Pay attention. If all you did was get somebody to sign a piece of paper that you turned around and sold to somebody else, you should not make $150,000 for that. I don't care how much the house is, right? And so like you're just stealing, stealing money from people. If you're, if you're going to be raking in $150 grand off of, off of just being a document chaser, right? You're not adding value to nothing. You're literally just stealing equity. And that, that to me is an issue. On the flip side to that, when you go beyond stealing equity, you literally turn around and steal people's money. You get people to give you large sums of money on property that then ends up— because you're a horrible wholesaler, you get— you sell somebody a house that needs to be condemned and it ends up costing them $750,000. You should be pushed out of the community like you're cancer. You're causing the housing market to be jacked up because you're, you're pushing bad deals all over town. And so literally last night, this dude showed up at this really fancy event that we got invited to. And he was, he was bumble being around to every person that I know is a multimillionaire. He's bumble being over to them and, hey, how you doing? I literally, I walked up, put my arm around the person they were talking to and said, you know, this guy got me for $150K. And I called him out right there in front of him every single time to the point he got mad enough after the event was over to come up and say, hey, we need to bury the hatchet. I let them know real quick. That hatchet, the only hatchet I'm bearing is the one in his head. Like, I'm not, I'm not interested. I'm not interested at all. And he kept pushing me and put his hands on me 3 times. I ended up having to do a really bitch move because I wanted to do some Chuck Norris shit, you know, face, elbow, drop him on the ground, rock move, elbow in the head. I couldn't do that. I was literally in the, in the auditorium over at Westworld where they just got done having Barrett Jackson. Do you think I would have walked out of there No, I'd have been carried like hogtied if I did what I wanted to do to this guy. But the third time he put his hands on me, I ended up kneeing him in the nuts to make him get away from me because I was really ready to just terrorize him. And because the guy is totally cancerous in our community. So I went back and I found the videos. I'm going to post them to YouTube later and I'll send the links out to everybody. But he literally, the biggest issue was he got me interested in a house. He said ARV $2.4 million, asking price $1.3 million. I went out, first thing I did, identified that the house was not finished. This was a giant house on the side of the mountain and it was not a finished house. So I said, why was this house not finished? He's like, well, I don't know, I don't know. So then I did a little digging and found out that during COVID they failed their drywall— they failed their pre-drywall inspection, meaning something happened pre-drywall that they couldn't finish or complete. And then what they did was, because inspectors were not out driving around looking at red tags They ripped the red tag off and completed the house and never got a final inspection on it ever. And so when we got to it, there was a water pipe leak and that water pipe leak happened because the house was literally sliding down into the valley that it was built on. And the foundation was unsettling because they never finished the foundation. They never finished the retaining walls. They never did any of the surface drainage properly. And so literally the house had been sitting there since COVID This was back last year, 2025. So 5 years had been sitting there sliding off into the side of the, side of the hill, and it finally snapped water lines because those are pretty rigid and it caused a water leak. But for some reason, the city let 'em have power and city let 'em have sewer, city let 'em have electric. They were able to get all this stuff turned on cuz when I did the due diligence through Deal Hunter, it showed that there was no permits finished on that thing and it still had open open permits in violation. And so I called the guy, I said, dude, do you realize it's like this? He said, yeah, well, don't buy it. I said, don't sell it. Like quit advertising it as a deal. He's like, none of your business. I said, bullshit it ain't. And I made a big-ass TikTok video about it. I put it out to the ASRIA, ASRIA Real Estate Investors Association. I got, I got shut down by the owner of the real estate association saying I was a drama queen. So the guy that owns the Arizona Real Estate Investors Association, the president of it, when I showed him the videos and everything, he's like, Yeah, man, that's kind of how it goes in real estate. I'm like, what? Are you serious? And I just, I was like, he's like, you know what? You look like a bigger asshole calling people out. I was like, again, I don't like, I've never cared what people thought of me in my life, so why would I start now? I don't have that issue. So literally going from seeing little kids come to my door scamming me for a dollar, a rock, to $150,000 scammer sitting at this event last night, bumblebeeing from every millionaire Like, I knew all the people he was trying to, you know, talk to. It's not like I went up to a stranger, was like, oh yeah, he's a scammer. No, I was going to people that I play poker with, that we do car rallies with. Like, he was literally trying to bumblebee every rich person we knew. And I'm like, bro, you are literally like— and it was making me mad. I was so mad about it.

Well, again, it's because you're a protector, right?

Right.

And so as a protector and somebody like that Yeah, I'm clear that when men are actually protectors and not predators, right? Like, there's a whole different experience with it.

Yeah.

And so it's, it was very uncomfortable.

It got that way.

Walk away.

It got that way right at the end. Because he did, he had the balls to come up to me and be like, hey, why don't we just bury the hatchet? Why we got to talk shit about each other? I said, oh, I don't care if you talk shit about me, buddy. I'm talking, I'm talking truth about you. I was like, I got receipts on my phone. I have no problem showing people that you've screwed them and screwed over people. Because the guy even, you know, in the midst of arguing with me in text messages, he's like, look at this guy. He sent me a picture of a guy that just went through the fires over in California. He's like, I just got this dumbass to give me $125K on that house. I would not admit anything to anybody about it because he calls himself a burn down expert. Like he does. He knows how to definitely predatory prey. On burned-down houses. That's why I didn't get along with him was because he doesn't, he doesn't do it properly because there's no money left in it by the time I get to it. He buys these houses dirt on the dirt cheap, turns around and, and, and charges people a shit ton of money on the backside, which then leads it to where all you're going to do is scrape a lot and sit on it for 5 years. And that's what he does. That's his shtick, right? And so he makes all his money on the front end. There's no meat on the bone. It literally has to turn rancid and grow a fruit tree for us to get anything from it. And that's the, you know, that's, that's what people do is like when they learn how to predator, be a predator. The piranha is a very strong fish, right? It stays in small pools and it swims a lot of groups, but like piranhas are vicious, but they never get really big.

Right.

But anyway, back to the, back to the point of all this is that God and the devil showed up both at the same time. Because I had, I've been, had I been in a different situation or different, had I been with a different person, period. Like goes to the testament of be with the right woman. She'll keep you from doing stupid things. Um, you know, uh, that's definitely what happened was because had I been with a different person yesterday, you'd be watching in the news. Big fight last night at Scottsdale Art Show erupts at 9:30 as they're closing. Cowboy just, you know, eviscerates a, uh, Polynesian looking boy man that thought he was going to screw people over. News at 11, so, because I was mad. But yeah, I got to walk away. I walked out with this young lady and here we are today.

You were not reporting from Maricopa County Jail, but you made it abundantly clear to him that continuing to—

oh, I was never— I'm not going to let up. And as a matter of fact, continue to rob people, I'm going to turn the cranks up a little bit because now I went back, I found the videos that I made from that day because I document everything on TikTok, and we're going to put them on the YouTube channel, make sure people see them. And learn about it. Robert, while you're drinking your coffee right there.

So we got Robert, Nico, Tracy, Cecily, Kristen, Blake, of course, Blake.

All these amazing people are here to do more than just listen to me, bitch.

I know. I want to do 2-minute introductions.

Yeah, I want to just actually focus on Robert. I don't want to introduce anybody else. I love y'all, but Robert's like my shining star today. So Robert and I met up at the Pace Morby event. Called Squad Up. Robert had this amazing shirt on that said, "Ask me about my plans." And then he had—

we were talking about—

Robert's a little guy. Robert's a very small guy, but he had this giant, giant QR code across his belly. And I'm a belly guy. I like bellies because I got one. And I was like, I want to, I want to talk to this guy. So I went over and I scanned his shirt. And then he's like— and then he showed me these blueprints.

Oh my gosh, it was so awesome.

And so what was fun, what do you think I did with this guy? The people that know me in here, What do you think I did? I was like, run this deal, right? I was like, pull out those plans. Took a picture of it. I said, let me, let me blow your mind, Robert. And Robert, what did I do?

Yeah, it was, it was, I've been using it ever since.

You're on mute. You're on mute. Oh no, I don't.

I'm not.

There we go. There you are.

Yeah, no, I, I, I've been using it ever since. It's, it's phenomenal. Just getting to know it. And then I saw at the bottom yesterday, join me at this link. So that's why I'm here.

There you go.

Oh, so awesome. We're happy you're here.

So on that, Robert's working on a deal out in Washington.

Yeah.

So, and what he's done is he's, he's literally— Robert, you're going to kiss my forehead when I do this. Robert has literally come up with the most unique ever, never done before. Like the Egyptians did it, but Robert reinvented it. Like I did some homework. I did discover the Egyptians used to do it this way, but Robert found this. Somehow it's never been done before in Oak Brook, Illinois, or anywhere else in the world. And so what Robert did was he's come up with a way to develop affordable housing that, that is Fannie Mae and FHA approved, right?

Yeah.

Yeah.

Fannie Mae actually approved it. According to what the loan officer bosses Fannie Mae, you know, said yes to selling it to the end user. Bottom line, I'll just tell you what it is. It's, I'm a manufactured home distributor and there's affordable housing cottage home rules zoning that overlays over normal zoning. So about 2 years ago, they came out with a duplex that's HUD approved in all 50 states. And I was just looking at it and I said, what's the difference between a stick-built and a regular duplex? And then you can, you know, you can townhome them. If the land under it is fee simple. So I would, in theory, I said, and same with condominium, you can do the same, you know, in theory. So I put it through the city, talked to a civil engineer and the civil engineer said, yeah, it seems it meets all the rules. They just didn't expect the rules to go together. Like, so basically what I'm doing, and I'm going to find out in about 6 days, if the city approves the second review, they understand what I'm doing. They understand it's a manufactured home and it has a zero lot line, which means that one property on the left of the middle of the duplex is your home once it's, uh, once it's sold. And it has its own parcel numbers and the dirt underneath it, but it's just, just a townhome. That's all it is. But the cool thing about the concept is the houses are actual affordable. They're on a real foundation. They're below the medium income as long as in the area, it's, it's below $400,000 medium income, and somebody can buy it. That it, it finds an actual niche that a buyer would do. And I'm thinking, uh, folks that are retiring, folks that are entering into the housing market, and investors, because it's below the price point of rent. So it just meets a lot of niches. And, um, I'm excited, and I'm, I'm looking for investors to go across the nation.

There we go. And as a matter of fact, Robert, uh, as, uh, become— has become a Land Shark member. Um, we, we signed him up while we were out there. We got to finalize his onboarding and paperwork and stuff like that. We're sure glad you showed up today, brother. And I drew a picture a little bit, if you can see it. I blurred out, but here, what I came up with.

Yeah, thank you, that's well done.

This is, this is what Robert's explaining right here, right? So you can see right here that this— the green box represents the duplex of the of his development. So the mobile home manufacturer is making it to where this 2,200-square-foot mobile home is now about 1,100 square foot on each side with a 3-bed, 2-bath scenario and a kitchen and, you know, a decent area to live in, right? So 1,100 square feet is not, you know, an average apartment's 800 to 1,000, you know, so You can see that this is a path forward to homeownership because when they get this, when they get this fee simple, if you don't understand fee simple, I encourage you to go to Deal Hunter by Land Shark. Say, I want to understand fee simple like a 5th grader. Put in EL5, EL5 this scenario for me, that EL5 is code for tell me how to think, see this like a 5th grader. And fee simple just basically describes how everything I'm going to put right here on purple.

They can't see you.

I know, I just had to do it so I could see it. Everything scribbled in purple is mine. Everything not scribbled in purple is yours, right? And so that basically, fifth grader style, means that I'm going to have my own electric, my own water, my own taxes, everything. I own everything on that side. The only thing I'm not going to be able to do is take that house out of there and throw it away. Or, or whatever. I can add to it, right, Robert? Like, I can put a porch on the side if I want to, stuff like that, right? So what Robert's doing is, is like, again, providing people— because you buy this unit for, for— do you mind disclosing how much you're— how much? Yeah, I don't care.

So I buy the whole duplex. My price is $140,000. So that makes the building on 1,050 square feet $70 grand, which you can't do, right? And you can't do it with a tiny home like that.

That's, that's the difference here, right? And that's— and so then when you're selling this thing and we're going to get into a little bit more of that because again, we're going to structure through Titan 23, we'd like to work with Robert on not just being like his partner on this property, but also being the bank for his end use, right? And providing Robert with the banking institution that's going to be able to fund it. Excuse me. We talked about like what was the end goal, Robert? What like if you sold every unit 100%, what are we sitting at like gross revenue?

Well, I'd be sitting around $11 million on gross and it looks like it's going to— well, $11 million. Yeah, just right around $11 million.

Let's just call it— let's just call it $15 million with fees. If we went out and raised $15 million through Titan Impact Group, we would be able to mortgage, you know, mortgage to people because people say, yeah, I want to buy the house, but I also want to have a porch put on it. So then we could tie that into it. Yeah, absolutely. Yeah.

Or they wanted to have—

they wanted to have want to have a ramp built because they have, you know, uh, they have a handicap, we'd be able to cover that in there with them. So with a $15 million— we call it a debt fund. So our $15 million debt fund, we don't need to underwrite it very hard, so we're not going to spend a lot of money in underwriting. And what we'd set them up with is what I would probably call a 5-in-1, where we give them 5 years of hard money and then 25 years of conventional loan. And what we're able to do with that is pay back the debt fund, all of the interest that our investors would need. And then when in 5 years, when we exit them out to a conventional loan, to a credit union, that credit union is then able to pay the balloon back to us as the primary, you know, the primary fund holder. Right. So, and then we can pay our principals back off of that. So it's a pretty pretty unique way to build out that relationship with Robert. Robert's a developer. How long you been developing, Robert?

About 5 to 10 years. It depends because half the time I was flipping homes and yeah, right.

This ain't your first rodeo.

So buying, buying from wholesalers a lot of the time.

Robert's been doing this a minute. And so he's, he's on what's called an acceleration. A plan where he's done enough fix and flips to know that you get into the entitlements and you get into the dirt planning and developing, you make more money. Flipping's cool, but the amount of energy it takes to flip a house and make $20 grand is the same energy it takes to flip dirt and make $200 grand, same energy. And as a matter of fact, I think it's easier to flip dirt. That's just me. Less, less, less booty to kiss, right? Yeah.

So, and you can at least see what's in the dirt. As opposed to when you buy a house, you don't know what's behind those walls.

You not only don't know what's behind the walls, but you don't even know if it went through certificate of occupancy, which anybody that sells a house without certificate of occupancy should go to jail, should be put in, should be put in. What are those things? The things where you put your head and your arms in there and we get to come up and do bid. Like, anyway, well, thanks for the interview.

Somebody new, Wing Tacos.

The stocks, who? I don't know. I see Ms. Tracy down there. Tracy, how did your appointment yesterday with your entrepreneur shadow go? How fun was that?

It was so amazing. I created this 12-week apprenticeship and I sent her everything and she came with her 3-ring binder and her research and everything typed out, highlighted, like she's meaning business. It's exciting to have somebody that's hungry for knowledge. You know, she was here 20 minutes early. She's great.

We're looking to do that as well within Land Shark Masterminding. And Tracy's one of the coaches that supports the Scottsdale Summit. She's a very good friend of WealthWise Women and a founding member of WealthWise Women. And so what Tracy is going to be bringing to the table with Scottsdale Summit is amazing. Um, and we talked about it a little bit yesterday, but we're thinking about extending the podcast 2 hours. We want to run 2 hours of podcasts because we want to have breakout rooms where folks like Tracy, Tristan, Laura, Catherine can actually sit with our, you know, our people here, like Wingtech, who I have no idea. Uh, turn on your camera. Uh, uh, Cecily, Blake, Katia. These young people are out finding the deal. So what we're, I feel like we're doing is we're, we're combining the, the, the power of knowledge and experience with the, uh, the power of energy and, and curiosity. And when you're able to bring those two powers together, you're able to create some amazing things. So thanks Tracy for being here. Nico, um, just spin off to him real quick. Uh, he's got an amazing product. That, like, if you need any kind of— we all need coaching. I'm not going to say if you need it, bullshit. You all— we all need coaching. And so, and if you don't have something in your life motivating you to move forward, you're what? You're sitting still. I don't care what you say. Like, if you don't have something poking you in the butt or in the back to move forward, you're, you're pushing somebody else backwards.

But he created it with AI and automated— I mean, it You guys go check it out. So Nico, I don't know where my link is. If you can find my link and post it, you guys go check this out. It is like hands down extraordinary.

Super awesome. So where are we at on time? We're at 32 after. So we really need to get into running some deals. We have—

this is the place for you all to bring your deals so we can actually run them. We always have deals to run. That's like, never-ending, right? And we're here to be able to— thank you, Nico. You guys seriously go check out Nico's thing. It is off the charts amazing. I've been doing it forever. Anyway, if you have deals, bring them. We've always got deals. Is there anybody that has a deal today that they actually want us to run? And you can see how fun this is.

Or if not, I got my own. Ready, set.

I don't have a deal, but I would love to at some point put out kind of my buy box and see if anybody in your community is looking for land so that they can find land. But come back to me on that when, when that's—

what kind of land? What do you got, Christian? Because we— if you got people buying land, what do you— what, what do I—

I want to buy the land myself.

Yeah, yeah.

Buy R3 and R4 land, uh, basically to put 8 to 10 unit multifamily new development builds around probably the outskirts of Phoenix metro area. Is what I'm looking for.

So, um, we got, we got a 1-acre property in, uh, Surprise or Whitman.

Yeah.

I'm looking at doing a fourplex on you. Want to partner up?

Yeah, absolutely. I'd rather do a higher density if we can, but yeah, definitely would love to.

Yeah. I mean, I, I looked, let's look at this deal, see what it would come out with. I did pencil it as a generational duplex, like a family compound. Yeah. And it gave me back some pretty strong numbers that way, but if If you, if you got somebody that we can sell it to after it's cash flowing, like I'd rather build a quadplex and then sell it that way.

So I, my plan is to probably build one, either cash out, refi, right? Build, just try and get 3 projects done during any year in the first year. Cause I'm just looking for the cash flow at the end of it.

Yeah.

Hey Tommy.

Yes, sir.

Do you want to run? I have a piece of property about 30 miles away from the development. It's next to the high school. It's the one I was telling you about. You want to run it? It's, it's real, and you know what I mean? Like, I, I, we can see the full pro forma.

What is your, what is your position on it right now? Are you, are you just speculating on it? I don't want to pull anything out that somebody might jump on top of over you.

No, no, no, I already own it.

Okay, great. There we go. Yeah, I just like to caveat with people. No, I appreciate that.

No, that's awesome, actually.

I appreciate it, you know, because I will steal your— I mean, I know people.

I will send that wholesaler to you shortly. Yeah, no, it's, it's, it's there. Plus you'll understand the economics of this and I think that that'd be cool.

So absolutely. Why don't you give me— because Catherine's going to pull it up. Catherine, pull it up over here on our— yeah, on her end. We're going to share the screen. Give me, Robert, give me the address you want us to look up real quick. I'm going to put it up here for her.

Okay.

It's 4—

it's, it's 406 Chelis with a C.

Spell that for me. C. Of course.

Hold on. C-H-E-L-I-S. A-I-S.

Hold on.

My grandma had a dog named that when I was a kid.

I know it's C-H-E-H-A-L-I-S.

All right, hold on. Pollock here. Give me a second. C-H-E-H, right?

Yeah, yeah.

C-H-E-H-A-L-I-S. Is it a road, a court, a street?

Uh, it's a, it's a road.

And what city?

What's the city? K-A-L-A-M-A. K-A-L-A-M-A. Are you sure that's not Guatemala? Anyway, Texas?

No, no, Washington.

Washington.

Okay, I was like, I reckon I recognize that one.

Let me make sure. Washington. What is the zip code?

98625-406.

Yeah, that's it right there. You got that? Yeah, you got it?

I don't know, it's 406, C-H-E-H-A-L-I-S. Running it.

Yep. So it's gonna, it's gonna run it a little bit. And we just put the address in. We didn't even tell it run this deal. Run this deal kind of gives it a little bit more, but the property appears to be listed around $480,000 to $550,000. Is it correct? 2.4 acres with a house on it. Yep. House is super small, built in 1947. Yep. R-2 zoning, which means that you can subdivide, do a townhome or townhomes, right? Yeah.

See, this is, this is, this actually is a lot easier because I don't have to do any cottage home, affordable housing. It's already zoned townhome.

Yeah. Okay.

And then, and then ask it if you can do a manufactured home and it'll say yes.

Yeah. No. And something I'm only pointing out for, for one second, it shows the red, red flags here, price inconsistency, zoning risk. And again, some of these might be no issue now, but access to frontage is 2.4, does not equal actual usable acres. It's saying that may be the issue, not that it's guaranteed, right? Improvement obsolescence, meaning that existing housing values would bring little value. So purchasing it, you're selling— since you own it, this does not count, correct? What part? The 400 to 800, 480 to 550?

Yeah, yeah, yeah, that's— yeah, that's— I mean, I could go lower.

So, and so you can see here on our— on the, uh, on here that it uses terminology that I'm I put into it, like the back of the napkin, right? So I put the back of the napkin test in there and I say on townhouse, minimum lot is 2,000 square foot, whereas a single dwelling minimum lot needs to be 5,000 square foot. So, um, uh, does not mean that we can't subdivide it, right? Because that's what you're talking about doing to begin with, with the townhouse, right?

Right.

Yeah. Doing what they call an overlay. Right. We're overlaying. We're not actually subdividing the property. We're overlaying a divider, putting division lines on top of the whole, whole property. Correct.

Yeah. And what's cool about this is the, the, the, your, your program. I had to go down to the city to figure out that, you know, if I did townhomes, it switches from $5,000 to $2,000. This program just pulls it up. I mean, but there's value that, that you can just go into the program and it'll give you the highest and best use. You know, of the property.

Tristan, does your multifamily have to be in Arizona or can you and Robert run in Washington?

Why not?

That's the— that's the— because Tristan wants to get into something like this right here. We got to figure out how many units we can put on there.

Yeah, I was looking at a project with manufactured homes in Douglas with another Catherine's friends who said hi to Catherine. I spoke to him yesterday, Adam, and I've just sold all my properties out of state because it's just been a bit of a mess, learning experience and kind of a bit of a reset. So I got those after helping other Sub2 students, you know, close deals. I just bought a couple of ones that I negotiated myself. But, you know, I just— it's just that trust and verify with the person that you're working with, that you got the right crew. And that's another level of trust between both of you and the crew and everyone else involved, right?

Absolutely. So, all right, so let's— we pulled that address out. Let's do a quick another quick dictation to it, right? Hit the dictate button. I would like to go ahead and figure out how many part— how many lots we can put on this and split it up so that we can divide it down into townhomes utilizing these manufactured home models as the units that we would place. And so because we are not constrained by the 5,000 square foot, we can do 2,000 square foot. I think that the lot size should be fairly— the lot size, 2,000 square foot lot size is fairly big enough. We could probably go to 3,000 square foot because the unit being staged there is going to have a zero lot line and will allow with the right entitlements, we know that we can do a zero lot line and do a fee simple sale on each one of these for affordable housing. Run this deal and give me the total amount of units, total amount of average cost to build in that area, and then the total ROI to investors who would put up the total build cost and land purchase, etc. Ready, go. And so I like, I, I didn't give it a simple prompt like run this deal in here. What we train people to do is while you're out looking at property, bird-dogging or whatever, you take a picture of a piece of property or you find Somebody that sends you a, a, I call it a text listing. Like they send you a text and it's like a, it's like a Bible of information about the property. Like, I don't want to sit there and read it. So I just hit copy. I take it over here and I paste it into Deal Hunter and I say, run this deal. And then boom, I get 3 weeks of due diligence in under 3 minutes. So, and then it's, it's—

well, while we're waiting, I'd love to know who Wing Tech is. If you could introduce yourself, that would be wonderful.

I hope he's a spy. Wing Tech, I hope you're spying on me and you are trying to copy company like Grant Cardone and like Pace Morby and like—

maybe it's just an AI thing.

Red suit, red suit realtor. Like, here's a question for you. If your brand is to wear the same suit every day, all the time, do you have multiple suits or are you okay with just being stinky? That's my question for the guy. Like, I don't care how much you sold last year. I need to know, do you have a closet full like Pee-wee Herman or are you 100% hillbilly in it? Because I'm part hillbilly. I'm actually Hill William. I went to school, I got a degree, so we got to change my name from Hillbilly to Hill William.

Nice.

Right.

No, I— so it's funny. So yeah, and my son absolutely loved to wear the same out. Like, it had to be beige pants and a blue shirt every day.

Every day.

And that's all his drawers were full of was all beige pants, all blue, because he didn't want to have to make decisions beyond that.

Like, it was too overwhelming. Right. So that's why Einstein's hair looked like it did. Like, look at my hair. It's getting there. It's almost Einstein. Like, and Robert, Robert went past Einstein and just took his all off.

That's that.

I don't even need to worry about hair. I just won't grow it anymore.

That's right.

Right. And so that's how guys go. So where are we at, Nico? Decision fatigue is real. Yep. Steve Jobs wore the same thing daily. Yep. Sure did. Yeah. You know, cuz again, and, and where decision fatigue comes from is not taking a break. That says we have to put a code in. It says we're— or no, low battery. We're good. We're good. We're just—

this is crazy.

God dang, it's taking forever.

Well, you gave it all. How quickly we know.

That's what I'm saying. You're giving it a ton of information.

Yeah. Making it work, bro. If you watch the prompts that it says down there, it's kind of cool. It's like, holy crap, it's going to look for that. Oh, wow. I didn't even think of that.

Hey, Tommy, have you messed around with Claude at all?

Yeah. Yeah.

We love Claude.

And here's the thing. And so everybody's like, ChatGPT's old. You're right. You're right. But guess what? People still have AOL.com addresses. So.

Well, how we've customized ChatGPT, Claude isn't still able to do.

Claude isn't able to do what I'm able to do.

I've customized this particular ChatGPT. So for those of you who are unaware, I don't want to pop out of this, but if you go to Explore GPTs, and then you type in Deal Hunter by Land Shark, then it pops up. There it is right there. And then you can pin it to your side thing. And then the other thing is, is when you go to explore GPTs and then look up Land Shark Investor Survey with this fabulous little orange and blue logo, please go do your own personality profiles investor surveys. This will change your investing trajectory forever.

Robert did his, didn't you, Robert? You're on mute, buddy. Sorry about that. What? You did your investor survey, didn't you? The 125-question investor survey. Yeah, I did. I did. And he sent me the results. Do you remember what they were? I don't, I don't like having to test my memory. I don't want to make—

Yeah, no, it's all good.

Yeah.

It said that I need to focus. I don't remember what the result—

yeah, I kind of do.

I remember what the results were, but I remember more accurately where my deficiencies are. And that's where I found it extremely valuable because it noticed and—

It found your weak spots and pointed them out. And now, you know, okay, but ready for this, Robert? Yeah. Here's the advice that I haven't been able to give you yet because I'm waiting for The— I want to do a bigger blueprint plan with you on this.

Yeah.

And that is to, uh, I remember that you were, uh, Stephen Kel— I'm sorry, Gary Keller and Catherine Bell. You're, you're, uh, you're, uh, you're, you were a, uh, uh, uh, conscious capitalist with a very systems-oriented background, right? So like Gary Keller came up— like, did you hear what Gary Keller just did with Zillow? No, he's been bragging on en, now he owns Zillow.

Oh wow.

What?

Yeah. Good for him.

They're getting, because they're getting rid of the MLS system, you know? Wow. Like MLS is pointless, useless. Right. And so there's all these things going on, but anyway, wow. That's crazy. Your two archetypes were those two right there. I didn't remember your subpersonalities or whatever, but again, yeah, the, the, here's the good news. When you find out what your weaknesses are, you find out who, not how to fix them. Find out who can fix your weakness, not how to fix your weakness. Yeah.

Okay.

Focus on your strengths. Hire out your weaknesses.

When you go to the gym and you work out, they do not say, okay, what do you suck at? Let's play there. No, they're like, oh, you're a good bench— like, you're a good bodybuilder, weightlifter. Great. You never see anybody doing like all-around weightlifting. They're either deadlifters or they're squatters or they're bench pressers. Like they pick their— they pick what they're good at and that's what they do and that's where they stay. Right. And so what the— what the Land Shark Investor Survey does is it gives you the ability to see where you're good and stay focused there and go find the who, not how to cover your bases on the backside. So let's take a look here. We got some info. Run it. Let's see. My base case take is that this is 24-unit fee simple townhouse block. Sound about right? Yep. Pure mathematical max is 2,000. So, uh, square foot lots. So that's about 53 lots, right?

But it, it, it makes more sense at 24 in real life, you know, because now you can breathe, right?

And you got space in between. So, uh, the number is useless in the real world because you lose it to all those things right there. So what it says, like what fits on paper, your gross site is 107, but you're only gonna build on about 50,000. So if you got 107, you're probably building on 52,000 square feet. So let's take a look. 24, you're getting a gross site of 4,500 square feet. That's pretty fair-sized lot, right? I think I grew up in the neighborhood I grew up in, my lot growing up was, I think, 0.6 acres. And so we had just over a half acre growing up. Um, but yeah, my call, do that. Perfect. Cost to build. Good. Washington modular home sources are roughly $100 to $250 per foot in Washington. While the national average installed ranges commonly between $80 and $160, conventional Washington townhomes shoot at about $404 per square foot. So underwriting assumptions say that the average size of the unit, $1,200, vertical build costs $145, total cost per unit, $174. Horizontal state 70, all that comes out to about a $291,000, okay, in each one of those cases. So let's pause there for a minute. What do you think of that price, Robert?

Would $291,000 be half?

We can, we can qualify and verify, but I believe so, because if we take $1,200 by $145, I think that gives us a $174,000 price tag. Then the horizontal and permits and everything else come out to the remainder of that $174,291. So another $120,000 is wrapped up in soft costs.

So, so, so when it says vertical cost per unit, is that the structure on top per unit? Because that's $100,000 too high almost, right?

Well, because, well, because I think because of the fact that you're right. And if this was— let's just say this was— let's just say this was Blake. Blake's a college student, never built you know, anything more than, than, than a bank account and, and some cool websites and Facebook pages. But like, he's going to be a developer tomorrow. He can't— he's got to hire Robert to do this. He can't do this by himself. Right. So this is what I think what their scenario building here is. This is a Blake had to do it. Right.

Well, this also would— but what a regular builder would be looking at, this would be pretty accurate because The vertical cost would be around that amount. But this is the concept. My idea is take $80,000 off that number is what would be fair.

Right. So let's, let's finish out the scenario. Let's look at what it, what it does.

Yeah. And then add labor.

Just regular.

Okay, perfect. Okay. So the revenue assumption where we're at, let's go look at it. I mean, yeah, that's true too. Let's just—

is the cost of the lot in there or is it assuming that the lot is already owned?

No, every— I think it covers every— we're going to look right here. So the base pro forma, the assumption's $24,000. We've got a $500,000 land base, which means that public costs— everything exit price is $365,000 per unit. So if we exit that and so yeah, that's what the land tied in there Tracy. What we're looking at is the gross sales of 8.7 vertical builds at 4.1 horizontals at 1.67. So Uh, we've got permits in there, soft costs, land tax, uh, total project costs, almost $7 million projected profit, $1.7 million. So the ROI shows it at 25.5%. That meets our— barely meets our minimum criteria. Like we always go into deals at 40% or better. So that's where we like to be. And if we have somebody, something that's at 25%, it has to make absolute sense. Because of how fast it comes back. So sensitivity on a 20, 20-unit downside case, what we're looking at versus a 28, let's look at those. So the 26, the ROI goes to 27 on the 20-unit, goes down to 23 on the 28. So the more you go in, the less it goes.

It goes the less ROI.

Yeah. Right. So the Shark Read says the best current plan, plat for the 24 units. The biggest risk is not the lot size, but whether or not the city will accept factory-built product. Robert's got that on lockdown, right?

Yep, they do.

The go/no-go, like product acceptance— okay, we got to go. Plat, plat, we got to go. Frontage, probably got to go. Stormwater acceptance, maybe got to go. And water/sewer, we'll figure that out. You got sewer, right? Septic is going to be tricky on that.

No, sewer and water are right there. It's right in the city next to a high All right.

So let's layer in this beautiful part. Go. All right. So what I did discover is that the land is currently held by the owner of the entire development and is also the distributor of the manufactured townhomes. And so with the fact that he's, he's tied to this in that direction, what we would be able to do is eliminate approximately $70,000 to $90,000 per unit. And put that back into the profit margin and remove it from the cost to build. The land itself, again, is part of the development already. So it's merged into it and may need to pay back after closing to the developer, just the cost for his build plus a profit margin. But let's, let's break out what we learned about this property and rerun the numbers.

So one of the things we always talk about is do the numbers. Numbers tell you what to do. And here's what I love about this is that it layers in multiple ways of doing the numbers profitability-wise. And then it will also layer in capital stacking on the back end when we're ready for that as well. So again, when you run through all the scenarios, like you think 28 units would be better than 24, but it turns out It's actually not. So again, that's one of the powerful pieces I love about this. When we flipped with the Flipping Females 500 houses, I mean, if we had this tool, oh my word, this would have saved us an obscene amount of time inside of all of our due diligence of running every single house. We could have done 5,000 houses. Right? Wouldn't that have been fun? Right? I mean, the most time-consuming really was running the deals. Yeah. That was like the most amount of brain damage. Doing the deal wasn't the brain damage.

Yeah. No. So, um, let's see what it's saying here. So I was writing on the board here about a debt fund. If we raised $15 million to cover the cost of, of, of putting people in these homes, um, what that looks like for us is about, uh, anywhere between a 4% and 7% margin that we can gain from lending that money to these to these, what we call— we don't call them credit buyers, we call them ability to pay, right? And so what we would do is we would give these people a 5-year, right? They're going to get a 5 and 25 or 5 and 1, whatever you want to call those. The 5-year is at a, let's just say worst case scenario, 15% interest only loan. And then they come over here and they get to drop down to a 7% conventional. And so in between here, they would still owe us the balloon. And so this is where the investors and us make money off that. First 5 years. And what we're doing is qualifying them with a job that makes $5K a month. Like, that's how hard is that? You got to make $5K a month.

So really quick, we have another call in 2 minutes with that other— the other team that wants to partner with us.

Yeah, we got a guy that wants to. So we got 2 minutes. Run through this real quick.

This is really exciting. Okay, so we run the numbers, site zoning, utility units, but check this out. This is really, really cool. So with Robert's numbers of estimating cost per unit, 24 units, we're still going to do look at Case A, B, and C. Now it meets our criteria.

Right now we're at a— now we're at an ROI of 69%, 70%, 80%. Like, that's where we need the ROI, Robert, for you and I and us here in Land Shark to take your deal to you know, to the finish line, to the goal.

And then I love what it gives you in plain English, right? So old version, new version, right?

Because even if you do, even if you flipped over to the new version, if 25% was the ROI and we had to give it all to you and we didn't get any of it, we're actually, if we get a 68% ROI, Robert, you get more, right? 6, half of 68 is 34. So doing it one way where you're doing it all by yourself and nobody nobody in there helping you, it— what it does is it creates the opportunity for you to like, like make less money when you work with other people, right? And I'm able to bring to the table my— what I would be able to bring is probably another $30 grand off of each lot if I came down and did the work, because Robert's not going to have to pay $60 grand for the guy to come in and do the dirt work, right? I'm going to joint venture with him on it with Imperium Construction and then knock it out. Yeah, right.

And it talks about investor headlines, how to run the whole thing.

So these are all amazing.

And then what the next steps are.

So check out what The Profit did using this model.

Right.

It's huge.

Off the top.

And when you do that and you sell that to investors who don't want to babysit their money, right, then that's where the difference comes in is because you're able to not only make impact in the community for affordable housing, But now you got investors making money, putting it back into the community so that we can create those affordable housing.

Yeah, it's amazing.

I love it.

I love the circular vision.

Also, I want to add, I want to add, I can, I can loan on modular homes, but I can't loan on manufactured homes. But I can do 100% of ground up the vertical if, if somebody owns the land in my CashBridge Solutions lending company.

Just throwing it in there.

So when it's on a found— so when you put it on a foundation, does that qualify?

I think that's the kicker. Yeah.

Yeah.

Because it's in—

yeah, perfect. Yeah. I'd love to talk.

Okay.

We're going to—

Tracy's one of our partners in all of this. So we'll set up a call with all of us and take this to the next step.

Tristan, call me later. We'll go look at that property in Whitman with the 4 units out there. We could look at that too.

So yeah, Tracy, Robert, I'll get on a 3-way connect with you guys. We get to— we got to go to our next meeting.

Okay.

You guys are amazing.

Thank you. Have an extraordinary weekend. We'll see you Monday.

All right, everyone.

Tommy, I'll get a hold of you. Bye, Catherine. Thank you, guys.

Bye, guys.