How to Pitch Your Deal: Real Estate Investor Mastermind Highlights

kind of go through. I already introduced myself. Today is the Unshakeable Mastermind core class. What we do here is we all come together and talk about deals. We let you submit deals in, we go through them, evaluate them, analyze them. If there are— if it's a good deal, we could probably help get you some capital for it. If we like it as a lender, we'll definitely lend on it. But our goal here is twofold. One is to educate and inform, and then secondly, to get the deal moving forward if it's, if it's a viable deal. One of the things I want everybody to fully, fully understand, it takes 3 things to ensure success and profitability in real estate. You have to have the right deal. First and foremost, you have to have the right deal. There are thousands and thousands and thousands of properties on the market for sale today. Doesn't mean they're all the right deal at the right price, at the right neighborhood, at the right time. So you have to find the right deal. Number 2, you have to be educated. You must have knowledge and information to know that that's the right deal. And then third, capital. Here at The Unshakeable Investor, after 30 years of being a lender, being an investor, and now a coach, I think I bring a lot of knowledge to the, to the team to help make sure you get these three things. Good. Yeah, there's an enunci. And so therefore, this is all about making sure you fully understand why this is. Is not the right deal. We'll break it down to where you are absolutely comfortable with the decision. And then therefore you're now becoming more and more educated. And because of that, as I've always said, if you have a good deal, capital will find you. When you start bringing good deals to the table, money will come find you. It's the hardest thing anybody will do, even with our tools. With our Unshakeable AI ecosystem tool that we're going to show you here today. Even that takes a little bit of time, not near like what you're doing, what Gabriel probably did on this one, and we're going to get into it. But it just simplifies, narrows it down to give you absolute certainty that this deal is a good deal. And then when you start showing the world these deals, they'll pour buckets of money in your lap. To be a part of it. So that's what tonight is. It's every Thursday night, 4:30 to whenever I get done, and we go from there. So I thank you all for being here. I love that you're here. So let's get down to business. Gabriel, where'd you go, bud? There you are. All right.

Ready?

Tell me about this deal. Tell me about this deal. It's in Massachusetts.

Yes, man. So I'll tell you a little bit about myself before I present this deal real quick. Just, uh, Yes, so I am in the market over here at North, uh, New England, uh, Boston, Massachusetts, you know, 35 minutes away from there, living here currently. I'm 23 years old, I'm a general contractor, I have my own construction company, uh, with two other pals of mine, born and raised, uh, together with these guys, my brothers. So this deal right here that you're looking at right now, uh, it's just a drive away from home, uh, just, you know, driving home. I like to sometimes, you know, spin my head around and look at houses that are distressed, you know. So sometimes I drive by one and I'm like, no, I gotta drive back, I gotta look at this one. So this one, I stopped right in front of the driveway, I walked around the whole lot. Pretty nice big lot, you know, to my knowledge, right? Um, just was also— I was also raised with, uh, my best friend's father being a jack of all trades in construction world. So I only know what I know about real estate, you know, working closely with developers now for about 2 years, running this construction company with, you know, building new constructions and renovations and stuff like that. So, um, I only know what I know, to be honest with you, Toby. So this one just caught my attention being distressed, you know, walked around the lot, saw that it was a pretty nice lot, a corner lot over there. On a, you know, a pretty—

not a—

it's— I would say it's a main street, but Route 30 is going down it like 5 minutes away, um, intersects with Route 140, uh, 122 or 140, also here an important, uh, you know, street here at the, uh, Central Massachusetts, right? So that's about it. You know, I got a call from Mariko a couple weeks ago. I saw you guys' advertisement on Instagram, I clicked on it, you know, got some you know, notification on my email. Didn't look further in it, you know. I know I want to be in the realm of investing in my near future, you know. But, um, and then I get a call from Mariko and we talked. We've been talking for the past 3 days, you know. He sent me a couple, uh, a mastermind and, you know, took a look at that. Or I don't know if it was the mastermind or, uh, just a webinar. Um, yeah, yeah. So that's kind of been it with this deal, Toby.

Yep, well, let's dive into it. So, uh, what's, uh, how, how, what's the population of this town? Do we know? North Grafton, Massachusetts. Let me, uh, let me find out.

North Grafton. I'll be an hour away from Boston.

It's about— it's an hour away from Boston.

It's an hour away from Boston.

Go to the maps real quick. I want to see how far it is from a metro.

It's close to Worcester.

Worcester, okay.

So there's an escalating market.

Yeah, Boston's a little bit north. Okay, all right. So, uh, go back to it. Sure. Hey AI, tell me about, uh, North Grafton, Massachusetts, uh, zip code 01536. Tell me about that area. Is it up and coming? Is it growth, uh, dependent? Tell me about the demographics.

North Grafton, Massachusetts, zip 01536, has seen its median sale price rise to about $565,000, while median rent is around $2,800 a month. The area is affluent with a median household income of about $131,000. However, inventory is shrinking and homes are sitting longer on the market. It may be better suited for buy-and-hold strategies unless you find a deeply discounted property for a flip.

All right, so let's then talk about this property that we've got pulled up. The address is 200 Old Westborough Road, North Grafton, Massachusetts. 2-bedroom, 1-bath, 1,000 square foot. Um, what do you think about that property?

The property at 200 Old Westboro Road in North Grafton is a 2-bed, 1-bath, 1,022-square-foot home. Its current estimate is around $430,000. For a flip, the numbers are tight since the purchase plus rehab would need to stay under about $322,000 to fit a typical margin. As a buy and hold, the rent potential is around $2,445 per month, but the cap rate would be modest. In short, it's a fast no for a flip unless you buy low and a possible maybe for a long-term hold.

All right. We're going to go one step further because we've got some photos here that I want to load in. So before we know where we're going to go on the offer price, let me load some photos in here for you. And, uh, kind of give me a rundown on the cost of rehab.

Okay, go ahead and show me those photos. I'll call out what looks like a big ticket item and we'll anchor that with some rehab numbers. Let's break it down room by room or system by system.

Go ahead.

Wow, that's nice.

Go ahead. Go ahead, go ahead. It's only 12 photos. I mean, I don't think it'll take them all. Go ahead. Pretty much the last one for the exterior. That's it. Okay, then I'm gonna go back down just a little bit. Go down. No. Okay. Yeah, right there. There you go. All right, that's good. What's the name of that software? This is our proprietary AI. This is a tool that we're talking to you about, um, that you can go through and evaluate properties just like this. That's not available to the public, uh, it's available through our program, our coaching program. Okay, right, I gotta do photos again now. We're gonna start, we start right top. Okay, that's fine right there. It's failing. The uploads are failing.

Hey Gabriel, this is already much faster than those spreadsheets, isn't it?

Yeah.

Oh, hell yeah, man.

You want to do it for me? See if you can do it from your side.

Way faster than the spreadsheets, brother. I be sitting sometimes here in my office, you know, you know, going weeks to, you know, give construction budgets out to investors.

Oh, if you think this is fast, well, for some reason, when I was saying I think the distance was too far, we're going to show you another tool, Gabriel, that blows your mind. This is— this is what this does. What we're doing right now, this allows you to do it while you're on site. So like when you pull back around, you can take these pictures and walk through the windows and take— or if you can even get in, video it, and it'll tell you instantly. Yeah, but I have another tool that's just going to blow your skirt off, and I hope you don't wear a skirt, but if you did, it would blow it off.

Um, that's nice, Toby. That's nice. Never, never really came across these, you know, but, and pretty interesting, man.

One of the things that, that Mariko is sharing with you is the simplicity and understanding. We've been doing this for 30 years. Yeah, we, we understand how tough it's gotten. And then you're 23 years old, so you really haven't gotten deep into it. But we have more and more veteran real estate investors coming to us saying, Toby, it's tough out there. Margins are thin. There's more and more people out there overpaying. You go to an auction, there's 40, 50, 60 people bidding on the same house. You go to an open house for, for a wholesaler has it and it's, it's highest and best and we just can't compete. It's just not worth it because it's already too thin. So we created these tools to help you sit at your desk, set at your house and run numbers in seconds, not minutes, not hours, not seconds. In fact, I just loaded a, a YouTube video to where we compare what it used to take about 28 to 35 hours to evaluate one deal.

Yeah.

Determine whether it's good or not. That was in about 2024, early 2025. That went up to about 40, 42 hours on the average from the surveys. And now we're saying every bit of 45 hours plus to evaluate a deal because it's like you said, number one, you're driving for dollars.

Yeah.

Number two, you get 5, 6, 7, 8, 10 properties that you wrote down. Now you got to go back and look them up.

Oh, it's crazy.

You got to get your pictures, whatever. It won't load. Yeah. Okay.

Now, Toby, do you think now, as you're mentioning the way that this market is going and what you have been hearing and what people have been telling you and Uh, do you think that it's now about being the quickest in the game?

Yes. Yeah, speed of, uh, speed of implementation is the absolute differentiator. Because here's the deal, you go through driving like you're doing, you find a deal, and then you go home, you look it up on Zillow, you look it up on realtor.com, you look it up on tax records, you're doing all your due diligence, and Now you got to find the seller, owner, and then you got to get in the house. Now, luckily this one was off market, but it just sold in 2022 for $220,000. And it doesn't look like they did squat for it. So I think I could buy this property for $250,000, $270,000, maybe not even a dime over $290,000. I believe I would buy and could buy this property for, for less than $300,000. And I know my ARV is around $450,000. Yeah. So with that, now I'm going to— and for some reason we can't get the photos to load, but then I would run an estimate and I'm saying just based on what I saw. So let's go up to the individuals again. We'll do this manually, do this old school, the photos. We go room by room. So the outside, number one, we're going to clean all that up. We're going to get rid of all the leaves. We'll get the grass growing. It's summertime. We're going to repaint the red. We're going to make this neutral. Drive-up appeal is your absolute best ticket item. Drive-up appeal makes people fall in love with it at first glance or say, ugh. And they may not say, ugh, I'm not buying. The first thing they say is, ugh, I got to already do that. I got to repaint this. I got to clean that up. I already see work I have to do. So the rest of it better be overwhelming. Go next photo. So then we scroll up, go up into the inside.

Now here's a retaining wall.

What's that?

Yeah, that's a nice long retaining wall and it wraps around the corner of the lot. There's a street that goes to it.

I love that, I love that one, but I'm a country boy. Yeah, power wash it, paint it. You can paint it gray, you can paint it white, make it pop, but, but clean it up. Yeah, I love those things. I'm a country boy, I love that stuff. I get into the living room. Now what I do like about this living room is I love those beams in the ceiling. Back there. Our kitchen. That's our kitchen. Yeah, I don't like the paneling, and I do not like the, the, uh, the naughty Alder cabinets. Um, and you have two different color cabinets. Either that or the lighting's bad. Uh, the sink has a real dark, and then the, uh, over there on the left, I think that's a stove. Is that a stove? What is it right there? No, that's a sink. Yeah. Yeah, I don't know what that is. I'm taking that out. I'm taking that whole out and, and opening up the, the kitchen. I'm getting rid of this little bar island right here and just opening that whole room up. I'm re— I'm ripping all the floors out and I'm going with LVT or tile. Go ahead. But I like the cedar. I really like the cedar a lot. The columns, I love that. It gives strength, it gives power, it gives character. I'm not changing that. I'm going to build around that. I'm going to enhance that room with those intact. Okay, awesome. I'm going to get rid of that hanging light because that's just a head knocker. Uh, but now here's what I also love. I'm walking in, that's the front door, and that front door walks right into the living room, open kitchen. And that is your number 2 item you want to look at. Drive-up appeal's number 1. Number 2, that open floor plan when I immediately walk in. So I'm just going to open that whole room up there and capitalize on space, cabinets, stove, refrigerator, all that. But I'm going to make it entertaining so that when I invite my friends, my family over Christmas, holidays, whatever, it's a full open entertainment area and nobody's being isolated. Next one. So that's— and I love that cast iron, a potbelly stove, a fireplace. I love that. Keep that. Yeah, that's good.

Those beams in the ceiling are nice. Those— some of the panels, you know, that paneling behind that fireplace also on that wall, you know, that's a nice appeal to it too.

I'm taking that out. I'm taking all the dark out.

Well, yeah, hey, you could paint that paneling if you're tight on funds instead of taking it out and trying to redo the wall.

We can look at either way. Yeah, but I'm—

but paint it lighter or even like Uh, wash it.

You could whitewash it. Yep, you could whitewash it, but I'm going to bring color and light back to the room. This is great for a cabin up in Vail, Colorado, or in Pagosa Springs. This is perfect. This is not there.

You said in New Hampshire, New Hampshire.

Yep.

So you said it, Toby.

All right, next one. All right, now we got— so now we're simple. Yeah, we got 2 bedrooms, so we're just gonna get that ugly red carpet out. We're gonna put some nice LVT in there. Paint the walls, redo the windows, really make that nice, clean, powerful. Go ahead. I think for $60,000, $70,000, I'm in and out of this thing. Yeah, it's not that big and I could really make it pop. Go ahead. Same thing here. We're just gonna brighten up. Now we're ripping that out. We're ripping that out. That thing, I can't get rid of that fast enough. Big old garden tub, great. Give me a double shower. Give me a nice walk-in because, ladies and gentlemen, skylights over there, and that's fine, that's fine. But you have to remember one thing. They say that location, location, location is what makes money in property, and they're not wrong. But men don't buy houses, women do.

They do say that.

Okay. So I need to make sure, number one, the kitchen living room is appealing, exciting, and functional for her. Number two, that the bathroom, the master bath, she says, I love this. The minute they say I love this, you could add another $30,000 to the purchase price and they'll still sign. Okay.

Good, man.

God is my witness. So we're cleaning that out, getting rid of that checkerboard tile. Get, you know, cleaning all that up, updating it. I like the skylights. It brings that natural lighting in. No harm, no foul there. But I'm going to make that a powerful shower. Nice walk-in double shower, both sides. Dude, this is, this is a monster. Go ahead.

Doors are really pretty too, going in.

Yeah. Yeah. And I, I would have to see it in better, better array. Might leave them, might not, because you want that open also. Again, oh my God. Get rid of that wallpaper. Lord help me, have mercy. Um, yeah, what do you— what do you guys look at the red carpet? Yeah, it matches the carpet. There you go. And it matches the acid that I'm on when I put it in. Uh, go ahead, what else we got? Again, so the rest of the house looks good, solid. Now of course, gotta look at the roof, gotta look at the MEPs, which is mechanical, electrical, plumbing.

Utility.

Yeah, but we just— I think, I think at first glance my offer would be around $260,000, $265,000. I know that they bought it in August of 2022 for $220,000 and they didn't do squat. This stuff is all from 1970. They haven't done squat on this house. It's vacant. They're not making any money. Doesn't look like anybody's been in there for a while. So I'm getting rid of all the red, I'm bringing back earth tones, I'm brightening up the inside, and I'll put this on the market for $420,000, $430,000.

Now, Toby, one thing I did notice that I would like to inform you as I walked around— I have some videos of me walking around this whole property— it does stretch back into the back. There is like two other separate, you know, there's a detached garage over there, two-car garage. And then there's like a separate barn behind it. So I do see a little bit of work going also around the lawn, you know, in the backyard.

Yeah.

Oh, they're, you know, refurbishing that 2-car garage. But there's also— yep, right there on that right side, that's something different structure than the 2-car garage, right? So which is good. Yeah, right.

You know, yeah, because that's where you keep your lawnmowers, your tools, your fertilizers and all that. But yes, I would definitely— the first thing I would do before I ever started construction, go in there, trim the shrubs, mow the grass, hit it with some high triple 13 fertilizer. Get— yeah, see, look out. Yeah, that's what—

look at that retaining wall. That's what caught my eyes.

Yeah.

And this, this, this road right here, Toby, I'm not gonna lie to you, man. You can search up Westboro, you can search up North Grafton. There is some, you know, like some pretty nice single-family homes, you know, some, you know, quite wealthy people do live around this area of Central Mass.

You know, I love that it's— that's a 2026 photo, that it's that grown up. I love that. That means the seller is done. The seller's done. Go find out who owns that. Go make them an offer, $250,000, $260,000, not a dime over it, and start negotiating. Because even if we put $80,000 into it, you're still gonna make $50,000, $60,000, $70,000 on the deal, and it'll sell immediately.

Yeah.

Okay. All right, any other questions?

So you're telling me now what I should do on my part is go after this seller?

I would. I would, dude. If you don't go buy it next week, I will.

Wow.

Okay, well, I gotta do my part now, right? I gotta find the seller, hunt them down.

The seller, and I guarantee, go to the, the local courthouse, county records, tax records, you'll find out who owns it. It's so easy.

You have another question from Michael Flowers. It says, would you change that back unit into an ADU as well?

I would have to see it. There's a potential for that, but I need to, I need to see it. Now it's on half an acre. And so we know we need— not going to do that with a push mower.

So zoning, zoning is real strict.

Yeah, it may— you may have to use that for your equipment, but I would have to— but that is an option. That is an absolute good option. A mother-in-law quarters. Yeah, that retaining wall goes— I mean, dude, I would never— I would not do anything, Gabriel, until I cleaned that thing up and made it look amazing out front because Everybody drives that road is going to say, holy shit, it is a main road.

It is a busy road. School buses driving down it.

You can even go get a sign says coming soon and people are going to be watching. When we did flips in 2019, we did 13 or 14. I remember, Michelle, we sold every property before we were ever finished. I never had like maybe less than 5 days on the market. Because we made the drive-up appeal so amazing. We put a coming soon sign out there and everybody drove around and everybody got to talk it in the neighborhood. And then people would come in and walk it and literally we would get to where we're getting ready. Somebody was interested. If you put it under contract, we'll let you pick out the tile, the carpet and the appliances. Do you want white, black? Or stainless steel. If you go under contract, we'll let you finish it out exactly the way you want. Boom, contract signed right then and there. 1,000 square foot finished basement, 2 wells.

Yeah.

So it's maybe— it's then it's obviously bigger. It's a 2,000 square foot. So you could go into the basement. I didn't even know that. We can add another bedroom bathroom. We just converted this to a 3-bedroom, 2-bath real quick. And so it's really obviously about 1,900 square foot when we finish it out. Yeah, dude, this is a gold mine. I don't know how you found it, but God's good to you. Yeah.

I'm—

ladies and gentlemen, that is a great example of where we have to be cognitive of our environment. You know, I talked about the tool we're getting ready to show you guys here in a little bit removes all the old school driving for dollars, postcards, all that. But you cannot mess up the opportunity when you're driving from your home to your project and the neighborhood around you. That video I did today says exactly that. Don't be so tunnel vision that I'm leaving my, my work and going to my project, or I'm leaving my house, going to the project, and drive that same route every day. Go a different route every time you go. I gotta run to Home Depot, I gotta run to Lowe's, I gotta run to the lumberyard. Take a different route. And then go slow because you'll run across gold mines like this. Gold mines. This is off market. You got to capitalize on the gifts that God gives you. And that's one of them is you have a vehicle, have two eyes, you have a brain. Look at what's around you. Yeah, Gabriel, but we would— you join the team. I will coach you through about a $60,000-$70,000 profit on this property. You don't go buy this property. I'm going to find somebody up there to go buy it for me.

You know, that's what I'm gonna tell you right now, straight up, Toby. Uh, you know, I'm gonna be very sincere, man, because that's just the way I am. I, I'm gonna be honest with you. I wouldn't— you know, I know, of course I'm gonna, you know, fucking try to go around and do what I have to do, you know. But yeah, I'm not gonna lie to you, man. I don't know what would be my next procedures if, if I'm in front of the, uh, the seller right in front— say the seller's right in front of me right now and I'm trying to yank $260,000, $265,000 out of them. I don't know what would my next procedures, you know, contract.

You get it under contract and you let me know and I promise you. So ladies and gentlemen, let me say this crystal, crystal, crystal clear. I'm talking diamond clarity, C1 clear. You get a property under contract like this one, you could wholesale this and make $15,000. Never do anything. You don't have to spend a dime. You could wholesale this deal in 24 hours and make $10,000, $15,000. So your next move, Gabriel, get it under contract, period. Sweet.

Thank you, Toby. I appreciate you for taking the time, man.

All right, buddy.

Wouldn't he want to get a 10-day contingency so he could do due diligence as well on that contract?

Yeah, you're going to, you're going to, you're going to get your price point where you negotiate. You're going to get a 45-day closing. You're going to get a 10-day due diligence deal. And, and that gives you all the leverage because if you decide, hey, I don't want to flip it, I want to wholesale it, you do that, you'll have it wholesaled in 5 days and then they give you earnest money. You give the seller earnest money, they close, they pay $280,000 for it. You paid $260,000 for it, $265,000. They paid $280,000, $285,000. You scrape your $15,000, $20,000 and you didn't do squat but run across a gold mine and they're still make money. They're still going to put in $60,000, $80,000. Now you're a contractor, so you know the work to be done. You know how much you and your brothers can do this for, probably. Actual cost, not labor, but actual cost, $50,000. And you got a $100,000 spread. So you go back to your guy and say, and here's what I would do. Man, I love this property, guy. I'm— we're going to spend an hour and a half just on this property. Here's what I would do, Gabriel.

Tell me, tell me.

I get it under contract. Yeah. I get what I just said. 45-day closing, 10-day due diligence. And then maybe I'd go try to wholesale it. But then when somebody came to me, I would try to then say, and let me do the work for you. In fact, you go get me a bid and I'll see if I can beat that bid to do the work because I love the property. I'm just not in the position to do it and I want to see it come into fruition. And now, not only did you make your $10,000, $15,000, $20,000 wholesaling it, but then you just picked up a job and a real estate investor that you might partner with in future references. You just, you just— I mean, the rainbow just landed in your lap, buddy.

Well, why don't we get going on this, Toby? Let's talk further, man, one-on-one.

Let's go.

I got a couple more, man. I'm not gonna lie to you, I told Mauricio I gave him another address, and you know, this is what I do, Toby. It's what I do. You know, it's been 2 years. I love the way I live my life at the moment. I'm not going to tell you I'm a rich guy, you know.

I'm 23, you can't be rich. If you're rich at 23, I want to hang out with you. You, you, you're not even rich in knowledge, you're just rich in energy and spirit.

Exactly, man, exactly. You know, so that's what I do. I'm also, I also, you know, deal pro— uh, I, you know, can't say that I'm in the realms of investing because I do how I deal with my builds and my, you know, developers and investors that I work with. You know, there's a couple clients that we do incentives, you know, in the build. So I do take profit share in the end, you know. So that is just an incentive for my construction company, for me to, you know, build on schedule and, you know, work with the budget. So, you know, now I just want to go out on my own and, you know, try to find some deals for myself.

Perfect, perfect, man. I would tell you, if you could swing this deal I would— you'll, you'll, you'll never look back. Meaning you are able to figure it out. If you're able to join our team and swing this deal, I don't know how much you make actually take home annually, but this will be on— on when you flip this one out, you'll pretty much mirror that on your first deal. And if you got more like this, you just made You just set yourself up to do $500,000 a year your first year.

Yeah, that's, that's, that's nice. You know, I'm not really about, you know, definitely. Yeah, of course that's what catches everybody's eyes, you know, numbers and profits and stuff like that. But more important to me, man, is relationships and networks and, you know, definitely getting in the right realm with the right people, you know. So, okay, well, perfect. Thank you, Toby.

I appreciate it. Thank you, Gabriel. Love it. Let me know.

Hey, man, God bless you, Toby.

You too, buddy. You too. All right, Christine Inannucci. I hope I said her last name right. It took me like a decade and a half to get her first name right, and she didn't even have her camera on. That hurts my feelings.

Christine, that's because we're on our way to a softball game.

Oh, you're driving down the highway?

Well, maybe not a highway, but definitely driving, and I don't want to make everybody like go through the experience of watching the car. Yeah, drive at the moment.

Where's Dan the Man? Is he with you? Strike out.

Hold on, can you see me right now? I can't tell if I turned on my camera or not.

No, you did not.

I didn't?

No.

Hang on.

And I— it's okay, I don't need you wrecking. I need you— there you are.

Say hi, Dan.

You were there.

He can't hear— he can't hear you. You're in my ear though on an AirPod.

Good. All right, now you're back. Now you're back. All right, uh, you submitted a deal. You got it there, Nick?

Yes.

Oh wow, wow. Uh, 322 Burnham Street, Lowell, Indiana. Duplex, 5-bedroom, 6-bedroom, 3-bath, 3,500 square foot. Uh, active. So, uh, real quick, Christine, what happened to our other deal? Or lake house?

Um, I will give you the quick rundown of what happened to the lake house. Um, basically we put an offer in. We put it in where we thought it should be, which was right, I think, right around what we talked to you about. And, um, they came back to us and they said, well, first of all, they said get lost at first, and then they came around because it was 3 siblings selling it, and they said our absolute lowest is $285,000.

Would we all?

So then we played ball. We played ball. When we got back to them finally and told them that we'd be like— then they got multiple offers because when we put the offer, we offered $280,000. They came back, said the absolute lowest is $285,000. And then their office sent out a note to all the realtors in their office saying we got an offer in. So you guys if anybody wants to submit something, do it now. And then they got another offer, they got a third offer, and then they got a fourth offer. So, um, we lost that one, let's put it that way.

Speed of imp—

we were kind of bummed because it had a lot of potential, although the realtor said he's got another one that needs work but is in a much nicer neighborhood coming on like in a week from now. So we'll see what that one looks like, right?

But that's not it.

All right, meaning what I mean by nice, nicer neighborhood, he said that the ones in the— where the new one will be, see, this one had probably the ARV would have been like somewhere in between $450,000, yeah, probably maybe closer to $450,000. But then one where the— this next one is going to be located, people are knocking them down and putting $700,000, $800,000 homes up. So it has a much more— it has a much— the upside is definitely way better.

Yeah. And yeah, long term, because you were wanting to also move the kitchen upstairs, reroute all that. Yeah, that was a, that was $120,000, $130,000 rehab.

Yeah.

And what I found out about the next one, which was the one that had the hole in the floor. Yeah. My, my girlfriend who does real estate talked to that real estate agent and he told her it's a mess. He's had multiple offers and the guy is not willing to come down. I guess he's in a nursing home. And he's senile, like he's getting Medicare and he almost feels like he doesn't want to even sell it.

Yeah, he's senile.

Mm, maybe. Yeah.

Yeah.

He still has a mortgage on it too. So that was part of it.

That's a problem. Yeah. All right. So let's look at this.

So, so 2 poopers so far.

Yep. Well, yeah, go ahead. Oh, is that the, so let's look at the photos. So this is a beautiful duplex.

Um, yeah, you're gonna hear potentially background noise, so I apologize, but you're good. Uh, you're about to see people at the baseball field.

Nice. Vacant. Now this one is an active listing. Oh, and by the way, your zip code's downloaded. We're tweaking out all the algorithms. So you should be up and running this week, Monday at the latest.

Okay.

Okay. Your, your bill—

what do we do at that point? Do we just, do we schedule another coaching call?

We can walk you through it. Yep. Schedule a call. I love the ceiling. Oh, I love that ceiling. Holy cow. I love that.

Yeah. This one's in foreclosure. I don't know if you read that.

The foreclosure. What stage? Do you know what stage it's in? Because it's an active—

no, it just says it in the, in the right, in the notes on the Zillow listing.

So, um, we don't know if it's already been foreclosed and the bank hasn't listed, or if they're trying to sell pre-foreclosure.

Yeah, I have no idea. I'm just going by what's written in the comments.

Okay, so I love the ceilings, I love the wainscot, uh, I think the hardwood floors look good. Um, God, 23 photos. Go ahead. I would change— now I would change the color, but I love Wayne's coat. I love Wayne. Yeah, right. And that may be starting bid. We gotta get rid of the green in a shower insert and the green toilet.

Uh, we sure do.

Yeah. And okay, in fact, I'm gonna tell you, Christine, I'm taking and pulling everything out of there and putting it all new in. The cabinets, the countertops, the mirrors. That is all dated. That's got to come out.

Okay, go ahead.

That looks great. Looks great. Yeah, that's got to go. Paint. Yeah, I don't do pink and orange or pink, pink and salmon. I don't do green. Now that looks like a concrete floor. Yeah, that looks like maybe a, um, a special room. You think they enclosed the garage? Yeah, it does, doesn't it? Like they, they closed in the garage. Um, go ahead. Same thing. Yeah, same room. Okay, so we gotta look at that. Now this bathroom, uh, that's got that, that peel and stick tile flooring. Um, it's got to come out now. The— is that cracked? Yeah, it's broke. Yeah, so we gotta put new vanities in. Go ahead.

Oh wait, on those other two pictures, that one that you— was the green room. Did you see the ceiling in that?

Yeah, it's a drop ceiling. I think they converted the garage, and so they had to build in insulation because you don't normally put insulation. So I think that's— but I'd have to look at that. Yeah, that all have to be— those both those rooms have to be updated and corrected.

Yeah, it has some water spots too. Makes you wonder if there's a ceiling leak.

Yep.

Or a roof leak.

Go ahead. Now kitchen. Yep, stainless steel. Hope they'll work. Cabinets looking solid. Get rid of the red. Or mauve or whatever that is. Wine. Um, I like it. I don't think I— now the countertop's got to come out. We have to do some cultured marble or granite for the countertops. Those are Home Depot countertops. Uh, they got to come out. Go ahead. Do what? More lighting? Yeah, brighten it up. Go ahead. And why are we missing half a roof? What's that at the top? Oh, that's a porch. Yeah. Oh, I thought that was half the roof was gone. It's like, holy cow. So yeah, so there's your garage conversion right there. See, that was a garage right there. Yep, that's that room right there, those two windows and that door. That's that room, the green and blue room. So, um, we could— we just have to look at plumbing and see if we can convert those into bathrooms. But it's a duplex. Yeah, this one's tough for me to see visually on a photo because I got a porch up here that probably the master bedroom walks out on, on one of the units. And then the other unit may be the sun deck there on the left, right there. Yeah, so I'd have to see how that lays out. Uh, go ahead.

Something to keep in mind, it might have originally been a single family Right, they turned it into a duplex and that's why they converted the garage to give more bedrooms.

Yeah, I think you're right. I think it was a big nice single family, they split, split in half and then converted the garage.

And it may be something depending on if it's profitable as a duplex, it may be worth taking it back to a single family.

I don't know, look at the neighborhood now. Yeah, yeah, siding looks okay. Um, I, I, I don't know. I don't think I would be concerned too much about repainting in the trim. Uh, go ahead. Gotta go. Yeah, okay, go ahead. See that? So back that up one second. Back it up. So you see that beam right there? They're right in front of that toilet, that beam wall. That's where they cut a wall in and had to trim that out. That's not natural. So it's like there was a wall there originally and they cut that wall in there to open that bathroom up. And that support beams and support structure because that's a load-bearing— was a load-bearing wall. So I'd want to know a little bit more about that. I mean, I don't care, but that bathroom's got to be updated. Go ahead. Got 4 more photos. Good. Go ahead. Go ahead. And then the second kitchen. Yeah. Okay. So one side has a really, really, really nice kitchen. Nice appliances. So I need to balance this thing out and see what it looks like for a duplex to continue, um, because I think one side's going to need a lot of work because it was kind of manufactured into a duplex, and then the other side was the original house that had all the nice kitchen, all the nice master bathroom, all that. Um, all right, let's go back to the numbers. Uh, they got it around $210,000, um, on half an acre. All right, yeah, let's look at the next one. Scroll down one more. Yeah, uh, sold for $232,000 in 2025, October, so not even a year ago. Sold for $232,000. So it sold for $232,000 in October, and now it's in foreclosure. So that's where that $220,000 price is. That's where the bank's at. Okay, that's good news. Uh, there you go. Yep, hit that and then lot lines. What do we got? What's our average price in the neighborhood?

They're all over the place from when I looked at it.

Yeah, big lot, big beautiful wooded lot. Single families are running in the $250,000 price, so our house is worth about $500,000. I'd say $400,000 as a duplex. Um, we bought it for $220,000. We put, oh, $80,000 I'm at 3.

Are you saying buy it for $220,000 because the bank probably won't budge? That's where they're at.

Yeah, yeah, that— yeah, um, I think it's going to go to auction. If, if you can get it before auction, if it hasn't gone to auction yet, um, you're going to be at that $210,000, $220,000 price. Um, if it's already gone to auction, then you might be able to do a short sale on it. Um, I think you're about $80,000 in rehab. Um, so now we're at $300,000. Yeah, I think you got room on this one. I would, I would need to do some research on duplexes in that, on that street, because here's what I want to, here's what I want to analyze. And I'm sorry, I'm losing my voice. I've been drinking hot tea and it ain't working. Um, I want to analyze, like Angie said, what if— let's say it's worth $420K as a duplex, but it's worth $510K as a single family.

Mm-hmm.

And we convert it back to a single family and, and put it at the top of the market. It was 3,500 square foot, wasn't it? A little bit more. Yeah. Yeah. And so if we're looking at 3,500 square foot, so let's Let's see what you— so give me the address real quick. 322— where is it? It's— oh, oh, you're killing me. You got it? All right, I've got a property at 322 Burnham Street, Lowell, Indiana, zip code 46356, 3,500 square feet. What is the after-repair valuation on that property in that neighborhood? It is. She's quiet.

For the property at 322 Burnham Street in Lowell, Indiana, the estimated after-repair value is around $450,000, but flipping might not work. The purchase and rehab combined would likely exceed the typical 75% rule for flips. For a long-term rental, you'd need to confirm rent comps and possibly negotiate a lower purchase price. In short, it's a no for a flip unless you can reduce costs and a maybe for a rental if the numbers tighten.

So I'm looking at buying it for around the $210,000-$220,000 with the estimated rehab around, let's just say, $80,000-$85,000. With your after-repair evaluation, I think we're in line. What does your math say?

Your numbers are heading the right direction, but let's be disciplined. ARV of $450,000 means you're all in. Purchase plus rehab should be around $337,000 or less. At a $210,000 purchase and an $80,000 to $85,000 rehab, you're close to the upper edge. You'd be all in around $290,000 to $300,000. That gives you about 33% to 35% margin, which is workable. But no fluff. You stick to your budget, you make the numbers work. Are you prepared to execute at that level?

So I like it, Christine. But what I wanted to— what I would want to evaluate is, will this be better as a single family or will it— will it work as a duplex? And I don't know about that. That second unit, I just— it wasn't as powerful. Yeah, that's where I would go. Uh, real quick, we got about 8 minutes, so let's flip over to the AI tool, Nick. Uh, let's show you guys real quick because I think Gabriel's still on here. Uh, I see my buddy Jerry Breaker. So ladies and gentlemen, this is the tool that is revolutionizing the industry. This is our tool that we proprietarily built. This is where, um, gives you everything you've ever needed to be like we talked about with Gabriel, speed of execution to the market on off-market deals. Do not try to be a real estate investor going through Zillow, Realtor.com, Redfin, all that. You're going to get buried. You're going to spend hours and hours going through the junk that's left over. Knowing this, being a lender, being who we are, what we've done, We know the only way to get you into success is to get you in front of off-market properties. So we built this tool and we're going to run through it real quick to show you exactly how it works. So right here, as you can see, go ahead and just pull it up full screen, pin it, and I'll just walk through it so they can, they can fully see it. Remove me. Yep. And they can see it now. All right. So as you can see right here in this database, there's a little over 2.3 million properties in this database alone that's off market. And off market are deals where there's no realtor. Sorry, Jerry, don't mean to hurt your feelings, but there's nobody trying to negotiate with the seller because here's the deal. Realtors have a job. They have a fiduciary duty to get the maximum price for their client. And if they don't, that client ain't going to refer them to anybody else. They're doing their job. We can't be mad at them, but it doesn't work for us as investors. We need to get the bottom line. I mean, down to the nitty-gritty because we know profit margins are squeezed. And so we need to find those sweet deals that without all the fluff in between. So here's where we created this. Um, we want to— let's run a zip code. So when you have this database, and this is, uh, you had a zip code there, buddy. We're going to run a zip code and just show you how we narrow this down from 2.4 million properties down to whatever this zip code will allow us. Jacksonville? Yeah, yeah, do that one, do that one. So we're going to run this in. This is going to pull up for Jacksonville, Florida. So we went from 2.4 million properties down to how many? 6,400. That quick, that fast. You guys saw it live. All right, now we're going to drill it down even more. Now let's go vacant because we want— we don't want anybody in there. We don't want a primary resident. We don't want them owner occupied. So we want vacant. And then we want— let's go, let's go foreclosure. We like those. And we apply the filters. Boom, ladies and gentlemen, that quick. We went from 2.4 million properties down to 4 that are vacant and pre-foreclosure or are in foreclosure. So nobody's making money on them. And that means we have a desperate seller needing to dump them. Now, that's just step one of what this tool do for you. Then you click one, and now we're going to analyze it. Go ahead. And so let's just say we need to know where our parameters are. And let me share this with you. There's three variables that you have to understand on the numbers: what the after repair market value is, what your total rehab cost is, and what your bottom line offer price is. These 3 things make or break your success. Now, one of them we can't control. We cannot control the after repair value. That's what the market says it's worth. We don't control that as an individual. But we do know and can control scope of work and purchase price. And this is where this machine, this AI tool, works for you to give you the absolute numbers, removes all the emotion, removes it. So on this property now, I haven't seen it. You saw me pull it up here, but I'm going to assume it needs a moderate rehab. So let's just do a standard flip on it. We already predetermined this based upon the zip code, the area that it's in. It's already looked at the cost of labor. Cost of material for that zip code and a standard rehab. And it gives me the itemized line items and says a standard rehab on this 2-bedroom, 1-bath, 1,200-square-foot house would cost about $48,000. And it gives us the line items. I can click this PDF. Gabriel watching this? Here's where Gabriel now says, I'm watching this. Hey, contractor, Let's go walk this house and see if you can do this work for $47,000 line by line. And you can add or take away and you can then make determinations. Now go back and we say, okay, let's just say what my next step is. Now I need to see if it's profitable. And right now it's profitable. I can go in and my max allow offer at the ARV that's already predetermined. My estimated rehab and I offer— I can't read that number. Yeah, it's about $50,000 purchase price. I'm going to make— so you can change it. All right. $50,000. Everything's green. Yeah. And we're going to show you this is going to be a yes. And what's my profit? About $22,000. About $22,000. Now, Gabriel, we just went through this property in less than a minute to show you, is this a yes or no? Now let's do this. Let's back up to the scope of work. Go back to the rehab. We're gonna say, ah, this house is old. The grass has grown up. It's a full gut. Click on that one. So this is a full gut, $106,000. Now go to your profit analysis. Boom, all red. All red. Right then and there, it showed you. Now you can modify. These are the things you can control. Maybe it won't take $100,000, but I know I can't spend that. I know I can't buy it for $50,000 and put $106,000 into it and it work. It gives you the ability to know exactly where you stand in seconds, not 16 different AI tools, not 5 or 6 different Excel spreadsheets, right here, right now. Then What do I do next, Nick? Now I move it into my pipeline. Or no, no, I'm sorry. Do the LOI. Sorry. You can do both. Yeah.

It moves it automatically.

So now I like it. I know what my numbers are. So Gabriel, we're gonna take your property and I'm gonna submit an LOI. Boom. Pull it up. Boom. There's my letter of intent to send to the seller. I walk, I find out where it is, have him meet me at the house. We come to terms, I hand it to him, he signs, done. Then I move it into my pipeline. Go ahead.

It does, yeah, it automatically does.

Well, go show them the pipeline. Oh, sure. Yeah, then you have your pipeline and here's your deals. Here's where we built in a CRM for you so you know exactly where your property is, what stage it is, which ones you're interested in, which ones you're making offers on, which ones have been accepted, which ones have been rejected, and where it's at. Ladies and gentlemen, this is the way— the only way you will make millions in real estate investing is with a tool, the tool like this. And we just went through this in, in what, less than 5 minutes?

That's awesome, man. Congratulations, man, on doing something like this. This is awesome. I was gonna say, Toby, I did a little— I saw I did it. I did a little research, um, read an article in the beginning of this week about wealth migration, and I saw that, you know, it's Florida and Texas, you know, Florida now, Texas in the future. But I did want to see if you want to try to shoot a Wellesley zip code in there. And Wellesley is also a city, you know, 15 minutes away from Boston. You know, Boston has MIT, Harvard. Boston's the city where, you know, wealth is, you know, in the Massachusetts and the United States. It's the most expensive place, you know, Boston. Yeah, they—

I wish you know that.

Wellesley is insane.

Yeah, no, if we had more time, I would. We're, we're at the, the bottom of the hour. I would just want to show you guys. So if, if you're serious about getting in—

yeah, I want to try out that, uh, thing that you— that website you just showed me, that tool you showed me.

What website?

That's still analyzer right there, that tool.

I would love for you to— I would love you to have that tool. Get with Maurico. And that tool can be yours, buddy.

Gotcha, man. Okay. All right. Contact with Mariko then.

Yep. Get with— get with your boy and he can get you all hooked up. Ladies and gentlemen, this is how you now analyze hundreds of properties in minutes, submit offers, and then don't worry about it. And if you have— if you know of wholesalers, like I was telling you, Gabriel, this is how you wholesale 10, 15, 20 deals a month just like this. And here's the deal. Most wholesalers make anywhere from $10,000 to $15,000 per deal. That's fine, but they only do 2 or 3 deals a month. You could go and undercut them, say, I'm only going to make $5,000 a deal, but do 10 deals a month. Now you're making $500,000 $1,000 a year, never spending a dime, never spending a dime. This is revolutionary, guys. I'm telling you, this is where we're at, this is where we're going. This is the Unshakeable Investor. This is where we're doing— in the tools and resources we're giving you. Not only will we coach you on every deal Thursday afternoon, but you can get coached by me You can be a part of our program and you will grow, sell, and never look back. Any questions real quick? I don't want to keep everybody too late.

I don't know if this would take long, Toby, but I just wanted to ask you, how did you start, man? What way of real estate investing did you start?

So I started in 1995. I sold my first company because my baby girl was 4 months old and she was growing up without her dad because I was working 18-hour days and I wasn't going to live that way. And I got into being a lender. Then I bought a RE/MAX franchise and I bought a title company. Then I bought an appraisal company and I've never looked back. In 2015, I founded Global Integrity Finance and we became a hard money lender and we became a national hard money lender. 2019 was Lender of the Year. COVID hit in 2020, but we rebounded. And in 2022 was Inc. Magazine's top 100 fastest growing real estate company in the nation. And then we saw the stress, the frustration, the margin squeezed and said, we got to help our clients, we got to help our people, we got to help our family. And so we started now coaching. And building these tools to help you all have the financial success that you dream of and that you deserve.

Nice, man.

Any other questions? All right. Hey, ladies and gentlemen, I've got to jump on another deal. I appreciate you. Every day, 4:30 on Thursday, get with your team member Get signed up. Let's rock and roll.