The Best Sales and Real Estate Advice You'll Hear in 2025

All right, so I want to, I want to have a couple of you maybe ask this gentleman some questions about his company, maybe his company, maybe his, his experience, his family life, anything like that.

If you were to go back to your 25 year old self and you'd mastered sales in a different industry and you were coming back, you're starting over in real estate, what would be your strategy to build, you know, a seven figure profiting business with a sales background, but you know nothing about real estate.

So to build a team or get into the investment side of things.

I know nothing about real estate pretty much besides the basic concepts. So is there. Because there's a lot of different ways.

You can teach you about real estate real quick. You ready? Simple math. Check this out. You have to add up what you're going to pay for it, how much it's going to cost you to make it nice, and how much your mortgages are going to be during the time it takes to do that. And if the value of it at the end is greater than the total math, that's a good deal. So the problem with real estate is people, they complicate the business. So the funny thing about me is I have no idea how to analyze and underwrite property like everybody else. Because I taught myself. I literally taught myself. And here's how I do it. The very first thing you do is, let's call it a three bedroom, two bathroom, 1200 square foot house. The very first thing you do is say, what is the highest price this home would sell for? So you look at other homes in the area, you find the nicest house that sold for the highest price. So say, okay, the nicest house, similar size, sold for a million bucks, right? So then you look at the pictures of the house you want to buy, it looks like crap, you call a contractor. How much is it going to cost to make this crappy house look like this house? Contractors and say yeah, maybe about 200 grand. Great. So then I go, a million dollars minus 200,000 is 800. Well, I know to sell the house it's going to cost me 50 grand in commissions and closing costs. A million dollars minus 200 minus 50. What are we at? 750,000. I know I'm going to have some mortgage payments, probably 40 grand. 50 grand, let's call it 50 grand. So a million minus 200 minus 50, minus 50 is 700,000. So what did I just learn? I just learned if I bought this fake three bedroom, two bathroom house for 700,000, spent six years of my life Fixing it up, listed it with a realtor and sold it. I would make what, zero. Zero. So I want to make money. Right. So my break even. 700. How much we want to make. Okay. My offer is 600. How much you want to make?

As much as you can, right? Yeah.

But you see, what you need to identify is your break even. And then from there you figure out your profit margin. If you know your break even. 700. You don't want to pay 690. Yeah, you want to pay 600. So it's, it's just simple, simple math. But the truth is, if you want to get out there and you start wholesaling, my advice to you would be to get one chat GPT. Every single one. You should never go on Google again. Get chat GPT. It will teach you everything you want to do about wholesaling. It'll build you business plans. It'll. You can tell it to teach you in my voice. It will. And get to work 50 contacts a day. You do that, you'll be more successful than you ever thought.

Thank you.

You're welcome.

Question for you. So you talked about the one thing, and you know, I own house cleaning companies. I try not to do literally anything else, but I have a lot of friends that are in house flipping. So should I give them money for, for their deals and like, be a part of their deals, or should I just not spend any of my attention in that at all and just keep building my house cleaning companies?

Good question. I think if you have extra cash that's not invested, then you should invest in the deals as an equity partner or as a private money lender. And if you're going to be a private money lender, I would go in there at, you know, 9, 10%.

I would say, how, how good are your friends at what, what they do?

That was my next question. How do I.

If they're not that good, I'm not sure I'd give them money. If they're really, really good, I'd probably give them money.

Right. So would you recommend then? You know, because potentially I get like, an outsized return going with someone who's smaller and, like, has skills as opposed to, like, partnering with like a big guy in the space and just like, giving him money for his fund or whatever. What would you do if you were me?

Oh, I mean, that's, that's, that's a tough question. So if you're talking about like, giving your money to someone to go flip, that doesn't have the experience, way too risky. Now, if you can be in a first lean position or if there's skin in the game, that changes things. And also it depends on how you want to structure the money. So if you were to lend on a property, you would want to find out what are the total debts on it, what is it worth? And just make sure that you're not putting your money at maximizing the, the value.

The amount of time I'd have to spend to learn that would not be worth it then.

I mean, I diversify some. Like I'm an investor with if you know Pace Morby, you know, he's established, I know what he's doing. Every 90 days I get money back. You know, it's not huge returns, but I know it's going to work. You know, if I knew somebody barely, and they just barely got into it, I'd really have to be.

Yeah, so like about that, for example, if you're an accredited investor, you can, you could partner with me on deals, ATM capital. Like that's what you would want to do versus giving your money to someone that's, you know, especially in today's market, higher risk.

Yeah.

Yeah, that answers my question.

Thank you.

Welcome.

Let's go, let's go. One or two more questions, what else we got?

Come on, Pete, I know you have a question.

Roll it.

I got a quick one.

What's your name?

My name is Kevin.

And what do you do, Kevin?

Wholesaler, Flipper.

Hey. All right.

We actually just closed the one today. Thanks. Well done stuff. I have a two and a four year old. You know, it's busy with the littles and with business owner, wife at home. What's the biggest lesson you learned that you would have wanted to change and how you were a dad and a husband with kids that age running the business.

Man, great question. So with my third baby, I'm older, more established. The experience is much different than my first two. I'm present, I'm there, my mind's slower. I think it's extremely important to carve out time to spend with your kids with zero distractions. And when I say carve out time, I'm not talking about four hours or five hours. I'm talking about 30 minute blocks. 30 minutes, one on one, playing no phone, no nothing. And if you study like children's psychology, that short window of that one on one time is exponentially more valuable than hours with them on the phone. And so it's very important to schedule one on one time with your kids.

Thanks. Yeah, that's really, that's really good. That's really good. Yeah.

Hi, my name is Britt Shane. I help people launch and grow product companies. I actually have a question for both of you because I know that you've mentioned delegating and then focusing on know, income producing tasks. After all of that, once you get to the level you're at, how do you decide where to spend your time? Because I feel like that's right, you either, you both do a lot and people tell you as you first beginning just do one thing. Once you're way past that, like then what, how do you decide?

You know, Eat that Frog is a book and it talks about taking on your biggest challenge of the day first. So every day, every week, every month, every year we identify what are the goals, how are we going to get there and what is the most important thing today that we should be working on. So it's about, you know, taking down the most important things first. So if I have 10 things to do in a day, I would say, okay, what is the number one most important thing that has the highest return? That's what I work on first.

Focusing on money when you're eating the frog.

Okay, well what's, what's behind your question?

Why? Yeah, because a lot of people told me to do one thing, so I did one, I did not do one thing. I did a lot of things and then a lot of things started working. So now I have a lot of things going on and then I delegated and then focused on the money. And so now I kind of wake up every day and there's, there's, everything's pretty systematized and I kind of don't know where to spend a lot of my time. But I want to be focusing on something without adding way more stuff to the plate.

I know, I know what you should do. You should sit down alone and write down what you're excited about, what you're passionate about and that's where you spend your time. Okay.

Yeah.

I mean if you've already got multiple streams of income or whatever you got you and, and if you, if you don't really care about growing those, like there could be one that's, could be way bigger than it is. If you're really focused on money, then do that. If you're more focused on impact or whatever, then I would just go, I would just go that way.

I love that I tend to, tend to only do things that I really wanted to do. So I do moderately like everything. So it kind of makes it, it makes it really hard to be like, where do I go all in because I'm really bad at doing things I don't want to do.

So I always say, you know, become a master of the one thing or you're not going to really do anything in your life. So you become the master of that one thing and then once you've mastered that, then you can kind of diversify a little bit. But I see a lot. It's very rare that somebody starts like a bunch of different things all the same time and they just magically all work out. Yeah, like I've hardly ever seen that.

It was, there was a lot of failure there and then time. But yeah, yeah, I closed the things that didn't work. Also, like I said, I didn't, I didn't want to be bad at things.

So yes, master that one thing, mess with that one thing. And once you've gotten to that level, then you can look at debris. Diversifying for sure.

Agree.

Thank you.

I'm an expert in one thing for sure.

Thank you.

Hey guys, Jeremy Miner here. Look, a lot of you leave comments wanting me to help you sell more. So the easiest way to get a hold of me, the quickest way is to text me. So text me right now. It's 480-637-2944. So 480-637-2944. Listen, I started this company to help you learn how to close more deals. But do it the right way. Text me right now. Let's get back to the training video. We got one last question.

I hired John and business has taken a complete 180 turn. So Tarik, nice to meet you.

Nice to meet you.

So we're also a wholesale business. We do nationwide novation type transactions. We've been doing it for several years. We've done $10 million worth of transactions over the last few years focusing on our first $4 million year. The big part is scaling and finding the right people. And that's what, that's what we need help with. So what are your thoughts on that?

That's the hardest part is the people. I have a lot of thoughts on that. My biggest mistake throughout my entire career has not been letting people go and it's been allowing the wrong people to work for me and me allowing people to not perform. Me thinking people are going to change me thinking they're going to want more for them. And, and then I've, I've come to the conclusion that you're never going to get someone to want more for themselves unless they want it for themselves. So it's very, very important to, to let people go that aren't the right people and always be looking for the right people. So what does that mean? Today I have all the right people. I've done, I've cleaned house so many times, and even though I still have all the right people, I'm still looking for the right people, if that makes sense. Because honestly, out of every 10 hires, I know this sounds crazy, there's going to probably be one keeper out of every 10. That's how you guys have to look at this. Out of 10 hires, I know it sounds crazy, one's going to be a keeper.

Yeah.

That's huge.

I got something for you. So a mentor of mine in my corporate career, his name's Todd Peterson, was the founder of Vivint. They had like 11 billion dollar exit with Blackstone. A couple times he told us, I still remember this to my day. We were in the executive boardroom and we're sitting there, he was talking strategy and, and he said, look, as the company grows, as the company grows, you have more cash flow. Okay? So the very beginning, a lot of times, I know for, for seventh level, the first couple years, we just like threw bodies in there. You're like, oh, you're average of sales. Why don't you be a head of operations with no operations experience? But we needed a body, right? So we just like throwing bodies left and right in there. But as your company grows, Todd always told us that company grows, you're going to have some people that we're with you from the very start, and they're going to, they're going to learn and grow with you. Like, they're going to, they're going to master more skills, they're going to take it seriously, they're going to be committed, they're going to grow with you, and those people will be with you forever. Then there's going to be others that just kind of stay at the same level. And, you know, once you get to the first, you know, stop on the train, they're going to get off. And then you've got more cash flow now to get better people. And a new person hops on the train and goes down that path. So the point is, like, as you, as you make more cash, as you keep more of it in your business, you have the opportunity to hire better people at those positions. And those, those better people take your business to a different level. But like you said, that could happen several times in the next 10, 15 years for you.

But here's where you got to be Careful.

Yeah.

Because what you just said, I believed. So I was making more money. I was paying a lot more for staff. I was hiring better people. And it turns out they were no better.

You got to find the right people.

Even though they're more expensive and they're more knowledgeable, they still got to be the right people.

And to find those people is the.

Oh, you know, honestly, the best way to find them is from people that work for me that are performing. Who do you know that you like, that you trust that you would want to sit side by side. You working in this office. And that is the best way to find people.

100%. You get more cash flow, better people, but you got to find the right. You got to find the right people. You got to really find the right people below you, like, if you're the owner of the business, because it's not like, you know, tar interviews them. I don't sit there and interview. They got to find the right people that actually know what to look for. Because going to be that executive staff that you have that's going to determine where your company scales. Without a really good executive staff, you can have the best thing ever, and you're just never going to scale and get someone. Get people loyal to you.

Thousand.

I learned that the hard, hard way. I know you did. What's that? You got to get people like your executive staff. Like, the people close to you have got to be the most loyal to you. I know you learned that the hard way. I just.

Loyalty. Yeah.

Okay, let's. Let's say one more question.

Hello, everybody, My name is Stan. My question is for the young generation like me. We all know that the work ethic, it's one of the keys for success. Could you give us like 60 seconds? Masterclass of work ethic. How to build it, how to improve it.

I don't. It doesn't. It doesn't need to be 60 seconds. It'll be one second. Do it. You want to lose weight? Do it. You want to. You want to get more muscles, do it. You want to eat healthier, do it. You want to go for a walk, do it. You want to get into real estate, do it. You want to flip a house, go do it. Stop talking about. Stop reading about it, stop watching about it and go do this shit. Like he says it. So just do it. So literally do it. That's my best piece of advice.

Yeah, it's just do it. And it's, you know, coming back to. I always say, because, you know, I. When I had my corporate Career, we had like 8,000 employees there. So in my own firm, we have like 120. So I feel like a little ant for sales training company. That's big, but I feel like an ant compared to where I've come from. But I, I always say that with, with the more, the, the more people you have, it's like you, you have to. When people say, like, oh, well, you know, we got to look for people that only fit our culture. Well, if that's the case, you're never going to scale because there's going to be some people that just don't fit the culture. You know, you start getting 100, 200, 304 employees. Not everybody's going to fit the culture. 100. But you can build people into the identity of the person who fits the culture. That's the difference. That's the same with sales. You can build the prospect into the identity of the person who does accept the offer or does buy. That's your job as a salesperson. So if you're a leader in that company or the owner, you can build people into the identity of the executive that you want them to be. You just have to learn how. You have to learn skills.

How. Let me ask you, what do you want to do? I said do it. So what do you want to do?

My purpose in life is to help people, to make people happy. And I'm discovering what is the one or two or three. Three things that I want to.

Okay. So most people don't realize being a real estate investor or a house flipper or a wholesaler is taking care of people. Because here's what most people don't realize. When I'm buying junky houses, most of the time I'm not buying it because of a junkie house. I'm buying it because the seller's in a junky situation. So typically, homes are sold because the seller's going through financial hardship, they're going through divorce. And then there's two ways to approach these people. One, like a snake, try to get everything you can from them. Or two, you treat them the way you would want to be treated. Pay them a fair price for their home, help coordinate movers, help them move on with their lives.

Yeah.

And now does that sound interesting to you? Helping people and making a lot of money. Great. Step one, you know what you want to do now? Step two, I'd go on chat GPT and I would ask it for a business plan to get started tomorrow. And you want to talk to 50 people a day. Say what? 50 people should I talk to if I want to wholesale or flip houses. It will tell you everything you need to do the last step. You just got to do it.

Yeah. It's just like the gentleman that's. That was before you. That's a question. I believe he's one of our new clients is, you know, once he got in there, learned the skills, like his business, you know, blew up. Right. And it's blowing up. So it's the same thing. You're one of our clients. I just saw one of our last events get in there. This in his industry is the second largest industry we train. So if you want to get in there, do it. Remember we talk about selling something you do to people or selling something you do. Four people. So Terex, what he's saying is you're doing it for them so they don't get their credit destroyed. They, you know, like these people's like lives depend on you doing it for them. You just gotta learn the right skills to do it. Yeah, yeah.