Rollin' With The DM - Real Talk - Real Access I 006

Foreign. Rolling with the dm, Mark Evans style. What's up, guys? It's your boy, Mark Evans, dm, hanging out here with Obi. What's up, Obi?

Hey, Mark.

How's it going, buddy? Good morning, good morning, Good morning. Hanging out here. Rolling down A1A in Palm Beach. Tell people who you are, what you got going on, My man.

Yeah. So, Obie Dorsey, Jacksonville, Florida, real estate investor. Blessed to be in this space and just having fun, learning and growing.

Learning and growing. You're out Jacksonville, cranking. How's the market out there?

It's sprung back, it's humming along. For sure. There's a lot going on.

So what, what side of the business are you on? Are you a wholesaler? Are you a rehabber? Are you, you know, what do you do in the industry? What's your niche, if you will?

Yeah, so when I started, I was learning and just got got my fingers into wholesaling and as we've kind of evolved, kind of got a strategy where I'm looking to wholesale first, fix and flip second. And a combination of some hotel just buy and bring onto the market.

Yeah, but so you buy it. What's that mean? So you're actually buying clothes on it.

Buy it, close on it, get it out to the broader market on MLS and just be patient. Wait for a buyer that'll buy it at my price.

Nice. Are you an agent?

I'm not, but my wife is in the business with me. She's a licensed agent, so she handles the disposition for the company.

That's awesome. So tell people, like, what does your business look like now? It's you, your wife, you have people in it with you?

I do. We've got one assistant that's been with us for quite some time. We've recently hired a second one. So we're growing. We've got. But we're looking for a field ops person to basically do field services type work.

What does that mean? What's a field ops person do?

So like in our space, it's going to be somebody that'll go out to properties, gather photos, do reconnaissance on properties that we're in the acquisition phase of, change out locks, put lock boxes on.

What's something like that? Like what's this person's skill set need to be? Just a hustler.

Just a hustler being willing to follow directions. Follow directions.

And that, that's. Listen. That sounds easy. It's harder than it sounds.

Yeah. Right, right.

That's awesome, man. So you're looking for a field ops Guy or. And or gal. You know what Is that a full time job? Is that a full time.

Yeah, it will definitely be at some point. We'll probably start it out 20 or 30 hours a week and then see where it goes from there.

Dude, as big as you are, it's easily full time. You're downplaying it. It's full time easily. Listen, if not, they can babysit you the other 10 hours a day.

10 hours a week now. Yeah, that's an extra 20 hours there alone.

Exactly. So guys, we're sitting here hanging out, rolling in a 1A, hanging out with your boy Obi. And if you're in the Jacksonville area and you're a hustler, you should hit them up. How would people even connect with you? Where you at? Facebook online. What do you got going on?

Yep, you find me on Facebook, emails, OBAX, rei.com hit me up there. Happy to help work with you in any way I can.

Yeah, just send you the money. Right. You'll help them all the way up.

Send you a PayPal.

Exactly. So what's a deal? Let's talk about your first deal. I always like to talk about the first deal because it's kind of what, you know, scared us to death. Weren't sure what's going on. And the reason is because as you know, so many people overthink it. Right. So what was your first deal like?

My first deal was co wholesale on a HUD deal. So somebody I met kind of walked me through how to contract on HUD properties and double close them within about three weeks. We cashed, we split a check for $4,600. So $2,300. And when I did the evaluation based on the time and energy I had in it, it was about 10 hours of total time, $230 an hour. I was like, wow, this is small. Small in dollars, but huge in the, the transition and thinking that are allowed to have happen.

Oh, it's amazing, man. What were you doing before that?

So construction, estimating and project management and sales.

Right. So you kind of like built this up. Built this like, you know, muscle of understanding of timelines and stuff like that. Right?

Yeah. And problem solving. Right. So at the end of the day, what we're doing for people is we're offering solutions. And so that background and that experience has transitioned well into this space because it's allowed me just to identify that problem and offer solutions and you know, bring other people on board or bring additional resources to bear to solve those problems.

That's great. Man. So problem solving is really our business we're in, isn't it? I mean, it's so key, dude.

Absolutely.

It's so key. We got to always be solving problems and just hustling that. What. What kind of problems are you solving? Like, I mean, when you're dealing with these sellers, for example, Right. You got to be a good listener, Right. What's the craziest seller you've dealt with? What was the situation? We're almost psychiatrist, right?

Yeah, that's very true. That's very true. You know, I was dealing with a. There's just a lot of people get themselves stuck, right. Because what ends up happening is they have a problem, they procrastinate. They procrastinate, they procrastinate. And it really only just gets worse and worse. So, you know, sometimes you have to just be brutally honest with people and show them or point out that it's not going to change unless they move forward.

Right.

You know, I tend to downplay, play my services and offer them all the other available solutions first. Right. And if those, if they don't want to put in the work or do what's necessary to operate on those other strategies or, you know, solutions, then I'm willing to help them through my.

For what you offer.

Yeah, my offering, exactly.

So I think the main thing is what we're talking about is why would a motivated seller sell to us? And the truth is, you and I kind of are on the same mentality, like, just sit there to help serve that individual. And what's going to happen is you're like, here's three different ways to go about it. Which path do you want to take? Usually they take the one with least resistance, which usually is us, and they usually make the least. But they're not worried. A lot of people get stuck where they think. It's just about money, it's about convenience. It's about just solve my problem today and let me move on.

Right? Absolutely.

What kind of profits are you making now on deals? On a typical deal for you, like on a wholesale deal, if you will.

You know, 10 to 15,000 is pretty average wholesale at this point.

Right. What's your thoughts on newbies sitting here watching this? If there's newbies watching this, you know, and they're like trying to make 10 or 15 grand on their first deal, you know, what's your thoughts on that? Like, the reason I asked that is I see a lot of people trying to make 10 or 15 grand on a wholesale deal that are lazy, incompetent, you know, chasing daisy chaining a deal, you know, sending it out to 14 different people, 14 different price. Like, there's just a lot of in professional, like, unprofessionalism.

Right.

It's just not professional.

Yeah, I would just encourage people to control your own deal. Have the put in place the ability to close on it if you need to. And, and not, frankly, just not to be greedy. Like, a done deal is a successful deal. Right. Take it, move on to the next one. You'll pick up momentum, you'll pick up experience, you'll pick up contacts. You know, you'll learn a lot of the little nuances and you'll be able to work through those.

And there's always more deals, and there's.

One right around the corner.

I mean, there's literally everyone's like, oh, I missed a deal. And then they get down on themselves. But, like, literally pick yourself back up. There's deals everywhere. Everywhere. How do you find your deals?

You know, we've got a lot of different fishing lines in the water, so to speak. So we're doing some direct mail, we're buying some online leads, we've got some SEO at this point. We've got a, you know, a good network of agents and other investors that bring us deals.

If you had a thousand dollars to your name and you need to do a deal, what strategy do you deploy today, right now?

I would just get on the phone and make a hundred phone calls.

Yeah. You don't need money. Right. But if so, let's start again. That's a great. That's a great point. You don't even need money to put a deal together. Just really connect, connect. Make 100 calls. Obi, what's up, man? It's Mark. Been a long time. How you doing? Are you buying? Are you selling right now? Boom. I'm buying. Okay, what are you buying? Boom. Hang up, call the next person. Same thing. Right. And until someone says, I'm buying, I'm selling what Obi's buying. And all of a sudden it's like, ding, ding, ding, ding, ding. Put them together, make profit.

Exactly.

Right?

Yep.

Sometimes we should take our own advice and do that.

Sometimes. I do.

I know. Yeah. When you get just on a scale. How do we scale that though, right?

That's a million dollar question.

Right.

Y.

That piece is unscalable because it definitely takes a person that's the driver and just makes the calls. Isn't. I don't even feel like I get rejected when someone's like, quits calling me. Or it really doesn't really happen a lot, but, like, it's not rejection, is.

It, like, onto the next.

Yeah, I mean, it's literally, I think if you're worried about rejection because you're not focused on making the next call, every call doesn't matter. Every call does matter on a. On a simple level, but really doesn't matter at all. The main thing that matters is the end result, what you're seeking, Right.

Well, I find that sometimes it's just the act of taking action. Just movement in a direction will cause results. So, I mean, you don't have to. You just put it out in the space, you speak it and it kind of materializes.

Right.

It's.

It's powerful.

It's bizarre. It's powerful. But it does happen.

Well, it just goes to show you, everyone's like, if it's so easy, why doesn't everyone do it? Because people just won't get on the phone and they won't make the calls and they won't make the 200 call. They don't see the 200 calls that we've made behind the scenes and make that one deal go down. And then we're sitting there like, oh, the deal was so easy because it is easier, considering the alternative. Like, us at a real job would be bad today, right? Put me in an office, in a room or whatever. Let me make 200 calls. I can make them on the beach. You're traveling now. You're down here in Palm beach and you're in Jacksonville with your family. Like, can you put deals together while you're traveling?

We have.

Yeah, you are, right? I mean, you're networking, you're meeting people. So. So back to the question. You're like, I would just make calls. Who would you call? Would you pick up the phone book if they even make them anymore? Or who do you call to put deals together? Like you're talking about.

Yeah, So, I mean, I would probably hop on just Craigslist and, you know, just burn through Craigslist.

Craigslist. Go to. For sale by owner.

For sale by owner, section8.com, right?

Explain to them what section8.com means. That means they're registered landlords, right?

Yeah, landlords, exactly. So in your market, there are landlords that are. That have properties that are advertising it to Section 8 tenants. They're either going to be buyers potentially, or they're going to be sellers. But you get their phone number and you get on the phone and you provide value to people you network. And. And those people are Dealing with evictions, they're either. They're in the mode where they want to buy more, they want to get rid of the ones that they've got. Exactly.

Sometimes eviction landlords are the best. Right. They're just done. They don't want to deal with it. They don't hear about it. It's like that ex girlfriend or ex boyfriend or whatever you got. Like, you just want to pull the band aid. You don't ever hear their voice again.

Make it go away.

Make it go away. Exactly. When someone tells you that when you're calling them, an alert should go off on your head. This is a motivated seller.

These are magic words.

Right.

The other advice that I'd give to newer investors is to actually submit a written offer, even if it's not. Even if you think it's a long shot. Take an extra five or 10 minutes, put together a quick offer, run your numbers, make sure you're comfortable with it, and fire it off.

Makes it real.

It makes it real. It's tangible. You're putting something in somebody's hand and, you know, a couple weeks from now, a month from now, they've. They've run it through its course and now it's time to actually take action. And you're the only person that followed through and provided them something real.

Yeah. Like, who do I call next? And they're like, oh, I only got one contract. I talked to 40 investors. Yep. They all promised the world to me, and some would pay more, some would pay less. But this guy actually took five minutes, like you said, and sent me a contract.

And it's now.

It's not right now, like, boom. They send it to you. I personally don't do this, and I don't know if you do this or not. I don't sign the contract when I send it. Do you?

You know, I've done it both ways. The way that I'm doing it now is I actually do. Yeah.

What is the contingency to protect you? My big fear, not, because I have a team that does this for me, is having hundreds of contracts out there just floating around. If they ink it now, it makes it real.

Yeah. Yeah. But again, there's. There's inspection contingencies, and I don't really find that people do that a lot.

I've not had it happen.

Yeah. What they're going to do is they're going to call you back and say, hey, is this thing any good anymore? And you're going to say, well, yeah, but now we have to adjust the dates and let me run my numbers one more time and confirm that I can do it at that price. You know, things like that.

So, no, it's good. I mean, we do it. I have a team that does it. You know, so my lawyer's like, do not sign a contract. You have hundred. We send out lots of contracts like you do, too. So that's kind of a contingency for us internally. There's no right or wrong is kind of where I was going with that, you know, so Obi might do his business different. I might do it different. What I always try to tell people is, like, find someone, you know, it's still in the game and, like, mimic them. You don't have to be just like Obi or just like me, but maybe find, like, in between. Right. So who's your. Like, what kind of mentors did you do to. How did you get in the business? Like. Like mentors or just go online and watch YouTube videos or.

You know, actually, I did.

Great.

Yeah. Yeah. So, you know, my long story short is I work for somebody else for, you know, I work for other people for the first 15 or 16 years of my. Of my working, you know, adult life. Tired of grinding for 60 hours a week for somebody else, and there wasn't a path in the space that I was in to own my own business. And so over Christmas break, I was cleaning out my garage, and I started to think about all the decent chunks of money I had made in life were through real estate. I hopped online and did a little looking for something to basically keep my mind going and entertained, and, you know, tripped on to. To the concept of wholesaling and, you know, about a month later, had put it into action and had actually done a deal and completed a transaction and saw some benefit from it. And after that, I was like, whoa, that's awesome.

No, it's great. You know, what's cool about it is, like, Obi and I, we met via Facebook chat.

Correct?

That's how we kind of met. So we started chatting back and forth or whatever. But. So as you're progressing, though, what pieces now, like, how do you grow your business? Or, like, what is. What is your next move? What is your growth process? What do you need the most to help you double or triple your business?

So, you know, I think you kind of touched on it before. I think it's. I think what pushes you is surrounding yourself with people that are operating at a higher level. Because it's one. It's one thing to see it from afar as Far as, you know, watching people on social media or whatnot. But it's a totally different animal when you're in the same room with someone and you're sharing ideas, you're getting an insight, an intimate insight into their business, and they're sharing and being open and honest about the struggles that they're running into and the successes that they've had, and success leaves clues. And if you can hack the system in short, short circuit things by learning from other people's experience and mistakes, kind of on a. On a close, intimate level, I mean, it definitely provides a lot of value and will get you where you're going faster.

You believe that you're learning more today than you did when in the beginning. Because now you're accelerating. You really, like, understand the power of learning. Right? Education.

Yeah. So initially, you don't know the terminology. You don't know the. You don't know the tactics, techniques. The tactics, techniques. You don't know the, you know, you just don't. You don't have it all together. So it's a little bit like drinking from a fire hose. But after you've, you know, little baby steps, you start to get momentum. It builds off of itself. And then again, you know, having a good network of people that you can ask questions to that you trust their judgment and that they've already had success, and you can build off of that. The other thing is, it's pretty cool when people are looking out for you and they're trying to add to your business. So it might be a connection that someone can introduce you to or, you know, like, oh, hey, you're in this market, you need to talk to this person.

Right. And that could happen. That could happen in the first month in the business or could happen three years from now. The more people you meet, the more connections you connect with, the more value you bring to market, the more that's going to connect, you know, happen almost effortlessly. Right, right.

And the beautiful thing about that is, is you can. Those deals don't have a direct cost to them. So those deals and those. Those relationships, I mean, there's just tremendous value there.

Yeah, no, absolutely. I think the thing is, a lot of people don't, you know, the value of just doing the work. I always say you just got to do the work. Right. Doing the work will get you results. You don't. I think the thing is, is I meet guys that have been in the game five years, they've done success, they've done really well, and then, boom, they go downhill, and then they just, like, can't figure out how to get out of the rut. And it's because they're learning, learning, learning, learning, and they're over learning instead of learning. Implement, get results, come back, relearn. But, like, you got to always do this. I mean, we're always learning and pushing because right now you might be learning about a new strategy in the marketplace. It's hot. And. Or maybe you have to learn some management skills because your team's growing so big and you don't know how to manage people.

Right.

I mean, there's a lot of different as you build the business. Why do you think a lot of people, like, watching this never take action? I'm always wondering that, like, what's their big hangout? What's their big fear? Like, why are people moving forward quicker?

I think it's that old analysis by paralysis or paralysis by analysis. People just. I know I'm guilty of it, but I think the key is just to step out there on faith and fall forward. You're going to make mistakes. I mean, I'm constantly still, yeah, I'm laughing at myself for the things that I've done just recently. But, you know, at the end of the day, it's just move forward and treat people the way you want to be treated, have integrity and just fall forward and it'll work itself out. Yeah.

I mean, you can't teach integrity, honesty and all that. Right. I mean, that's something in this business. It definitely is. It's a big deal in this business. So back to you. Like, how do you get money for deals? Let's say someone's watching us. How do they get access to cash? Because you said something earlier about, you know, ideally, you close your deal, someone's sitting there like, holy cow, I have no money. I don't know what to do. How would I get $100,000? Like, how do they go about that?

Well, I would just say that, you know, focus on the deal first. If you find the deal, you won't have any trouble finding money. But with that being said, you know, you got, you got your, your friends and family that probably have money that giving them the returns that they would potentially want. And there's hard money. You know, the lending restrictions have loosened up quite a bit, and hard money is actually really easy to get.

Right.

So. And it's not the cost of the money. It's. It's what you can do with it. So.

Right, That's a great point. I see a lot of people like, oh, I'm not paying 15% in three points. It's like stop looking at what they're making and start looking at what you're going to make. You know, you gotta look at the full picture, stop looking at it in frames. It's like, because if you did that, we would never do anything. Like, I mean, oh my God, I could always sell it for more. I could, I could get cheaper money. But you may not get the money and it might not just be more. Might not never happen. Right. I want the convenience of money and people pay for that. So if you look at the full picture, if you, what's the difference if it's 15% or 12, 10%. Especially if it's like a three month deal, it's not even, it's like pennies.

Overall.

Right. I mean it's really not a big deal at all. So you said the money's everywhere. Like IRA money, 401k money, self directed stuff. Like how did, what was your first like private money deal? Like how'd you get private money or a private money deal? You want to talk about? I guess.

Yeah, no, you know, I think. Well, the first money deal I did was just strictly hard money. I mean it's, it's, you know, it's there for a purpose and that's a business for those, for those lenders.

Right.

But yeah, I mean, you know, once you, once you start to pick up a little momentum, you know, people are more willing and able to back you and put money into play.

Right. You get you meaning you do a deal? Yeah, you meaning you do a deal, the deal is successful, you pay everybody back on time and exactly what they're owed and boom. Now the next deal becomes easier. Money starts flowing through activity and if you actually do what you say you're going to do, that's a big deal. It's a big deal if you don't too as well. Yeah. So you're sitting here like someone's watching this or really like what book do you read? Books? Do you read a book or what?

What book?

Like would you tell a reader to watch? Listener, I should say. What would you tell them to like read or you know, really understand or you know, grab it and read it again if you will.

Yeah. So I mean, I'm do books on tape.

Okay. Yeah, it's great.

Yeah. So I mean right now I'm enjoying some Grant Cardone 10x stuff just to get the mindset right, you know, that growth aggressive mindset and then always some, some sales techniques and so forth. So I just got Claude diamond, some Claude diamond stuff. We'll listen to some of that Cardone stuff on that as well.

Yeah, GC's got some good stuff, I think. You know, chapter 19 to 23 is powerful stuff. Chapter 19. Talking a lot about, like, you know, problems happen in business, and the more problems you have, that means you're doing more. Obviously you're going to solve the problems. You're, you know, you're going to hit snags. It's part of life, a part of business. And as we grow, right, we get different problems. We all have problems, but I want big problems because that means big opportunity. Right? We all get big problems. And we've all been sued. We've all had people yelling at us and cussing at us, saying, you know, I love it when we send direct mail. They're like, we're calling the police and the, you know, the Secret Service and this. And I'm like talking about, it's not really a problem unless you're brand new. It freaks you out a little bit, but so someone's watched. So you like the GC stuff. What kind of, what kind of tool or product are you using in your business today that's helped you get a little bit more organized, a little bit more profitable, obviously, because your time and all that stuff. What kind of, what, what are you using?

Yeah, I mean, so from a CRM standpoint, we're using freedomsoft.

Okay.

We like it because it's, it works out of the box. We don't have to fool around with tinkering with it. It just works. So that's what we're CRM off of.

Contact management system is what he means, guys. Correct contact relationships. Yep. Okay.

And then, you know, we're. We're doing our leads. We're generating from direct mail. We're. We're buying. Buying online leads and submitting MLS offers on REO properties, some auctions and so forth. Yeah, I mean, so those are the. Not a whole lot of tools, honestly.

Right. The main tool. The main tool is the phone.

Well, that's obvious.

That's the phone. It's obvious to us. Everyone's trying to figure out how to do nothing and get paid crazy money. Right? If I push three buttons and voila, 100 grand comes to my account. Speaking of 100 grand, is it possible to generate a hundred thousand dollars a month in revenue? Net revenue? Yeah, it's definitely possible. Those are pretty good days.

If you would. Yes, but I mean, if you would have asked me two years ago, is that possible, I would Say no.

Right.

And so, you know, I think that kind of goes back to having people that have, that have gone before you and that are operating at a higher level. And the sooner that you can get in contact with those people and the sooner you can put those people in your sphere, right, the more advanced and the faster your learning will be.

No, it's powerful. Not only that, like, I mean, today we're driving on A1A. We've passed, you know, 95 million dollar houses, one for 145 million going on right now, you know, here in Palm Beach. So it's like money is really relative. And, you know, you have, you don't even know it existent, like you said, until you're around it or know someone's done there, right? Or been there, done that. So for you, you know, just sitting here, just talking out loud, what was the shift though, besides, like, it's just a mindset, right? Like, the money's always been there.

It's not.

Not been there. But until we can, you know, believe it and conceive it, it doesn't become real. Like, how did you get to that next level? What was that driving factor? Just one day you wake up, you're like, aha, I could do this. Now I go from 10,000 to 100,000 or what does that look like?

No, no, I mean, honestly, Mark, it was a conversation with you. So it kind of goes back to what I was saying as far as, you know, hacking the system by bringing people into your sphere that have been there and done that and have seen and experienced things that you haven't. And so, you know, the catalyst for me being able to do what we've done in the last, you know, two years. A lot has to do with being able to conceive it. And being able to conceive it goes back to an initial conversation that you and I had when, when you said, you know, you can do a, a couple million dollars in your market, like, easy, right? And I didn't, first of all, I didn't know that that was possible before we talked. And.

So, you know, what's interesting is who's out there. This is a good way to gauge your real, like, people around you, if they're picking you up, pushing you forward, or holding you down. How many people, I don't know anybody of my friends, my real, my friends from high school and all that, that would say, mark, you can make more money. They would say, whoa, simmer down, you're getting too big for your britches. It doesn't last Forever. Be careful, be cautious, you know, don't put all your eggs in one basket. They say all that negative talk that may not sound negative, but super negative. But they say this negative talk and it holds us back because we're like, you know what? They are right? I should be fortunate, I should be thankful. And we start talking to ourself and then we start molding us into that, you know, $20,000 a month because it's more money we've ever made in our life. It's very comfortable. It's very like, you know, instead of someone saying, you know what dude, you're playing. So I just talked to a guy actually out of Orlando, ish area. And he's like saying how big he's doing. He's doing like 20 grand a month. I'm like, dude, you're a mil. You're easily a million dollar your earner. Like why are you playing so small? And he's like, oh, you know, immediately the gates go up, right? Hold up. You know, I'm not that smart. My wife tells me, you know, she cares about like. And I'm like, all those things are real. And your wife does care about you. But like at the end of the day driving you, you have to push yourself to the next level. Like we're all capable of making a million dollars a year. Absolutely. 100%. If you're in this business, if you're doing 200 grand a year, you can get the million dollars a year, right? 100% for sure. So for like when someone's sitting here listening, the truth is you don't start off making 100 grand a month. So if you're sitting here and you're disappointed cuz you're not at 100 grand a month because you've never done a deal, don't focus on getting to 100amonth. Let's get that first deal done.

Yeah. And then let's stack up two for the next month and a couple of the following month, right? It just. Success begets success and it builds upon itself.

And I believe, and I may be wrong, you have to make a thousand dollars before you make 10,000. You have to make 10,000 before you make 100,000, right? So don't try to be the hundred thousand dollar a month earner when you haven't even done a deal. Don't start at that. I think it's just never worse. I've never seen it work.

And the other thing I would say is just be a transaction engineer. So try to, you know, try to maximize the deals, but try to move them through the system, find balance. But it's definitely possible?

Oh, it's absolutely possible.

What the. What the mind can conceive, you can achieve.

Absolutely. No, it's great stuff. So, Obi, we're getting ready. Roll out. But, like, the listener, someone could be sitting there, you know, going through tough times or excited for new times or whatever. What would you tell them? What would you say for a minute or so or whatever, coming from Obi to them, to you as the. The listener, like, what can you give them? 1, 2, punch to make them rich overnight.

I don't know if there is a secret sauce aside from surround yourself with good people, take action. Take massive action. You know, there is no silver bullet. There is no secret. You just have to. You have to hustle, you have to grind and, you know, have a thick skin. Don't you know you're going to have setbacks, you're going to have some. Some failures, but just keep at it. You're only going to lose if you quit.

Dude, I think you're failing if you quit. I think you're failing if you're not succeeding. I think you're failing if you're not failing. That's kind of how we roll, right? Like, what does failure even mean? It's very, you know, relative to the situation. And if I'm not dead, I haven't found failed.

That's right.

You know, I've always, you know, failing to me is like, if you keep doing the same things and not learning from the problem, and we've all been there. So it's like, what's that? The form of insanity? Keep doing the same things, expecting different results. But as you're pushing forward and you're hitting the wall, you call Obi's, like, leave me alone. You call me, I say leave you alone. Don't stop calling us, right? It's. We're actually busy and leave us alone today. That doesn't mean leave me alone. I hate your guts. And even if we say that, you should still probably connect with us, but lead with value. Don't be a pest. Don't be a pain in the ass. Like, call us with value. Like, listen, if you call Obi and I. Either one, you should call Obi first because he'll pay more. But if you call Obi and say, hey, I have a 3, 2 over on the west side of town, it's worth a hundred, you can snag it for 32k and it's a legit deal, you're not hanging up that phone. Like, guys, we're not hanging up the phone. We're gonna call you. We're gonna connect with you. We're gonna call you back. Follow up, follow through. And I think that's lacking in all industries. Follow up, follow through. That's a whole nother conversation. But if you hit us up, don't be afraid to connect with us. Don't be afraid to, like, put a deal together.

I will not hang up the phone if you call with a deal.

Dude, I just got a guy that hit me up. This true story. I'm just thinking of the numbers I just got. A guy hit me up. He. He got a deal for $12,000, and I paid him 30 grand for it, and it's worth 80 grand all day long. And you know, someone in my office like, oh, my God, he's making so much money on the assignment family. I'm like, whoa. Like, it's not what he makes. It's what we're going to make. It's what we're gonna do with the deal. So I would have never saw that deal if I would be hanging up the phone, Right? This guy actually reached out to me personally from Facebook. I've never even heard of the guy and just reached out. He's like, yo, I have this deal in this area. Here's a situation. Told me the story. The story is always the opportunity for us. And he told me something like, I mean, I'll take it. I don't need to, like, look at it. I don't need. That's another thing. People don't say yes enough. You know, they say no. Let me figure out if it's a yes. And three weeks later, they want to say yes.

Oh, if it's a deal, man like you, it will go in a rv.

Absolutely. But, Obi, if it's such a good deal, why didn't someone else buy it? You start playing games with your head, right? Well, because they don't have the money because they're busy, and we're assuming they talk to other people. We don't know how hard it was for them to call us.

Maybe trust but verify.

Yeah, say yes.

But still.

Yeah, say yes. Lock it up and put a deal together.

Yes.

Right. Awesome, man, Obi. Anything else, buddy, before we roll out?

Take action, guys. Don't sleep.

The art is in the start, right?

Absolutely.

Awesome, man. Appreciate it, Obi.

Thank you.

Thank you, guys. Bye. Bye, Sa.