Closed Door Dialing Session + The GUN RANGE // Tyson Smith & Matthew Tooker

What's going on everybody? We are back again today and we have so much to show you.

It just moves the gun so much to do that.

You want to be like— oh, we're here obviously with Matthew and then we got Scott Little in the house. If you guys don't know Scott Little, you should by this point. You guys started what, we're probably like 75 days?

Yeah, exactly.

Yep.

Aye Scott in the house. Yeah, I mean, you know, yeah, like probably just a little under 3 months ago.

A little under 3 months ago. Scott's obviously been fucking killing it. We're gonna be showing you guys a whole bunch of different stuff. If you guys watched the last video, you saw us negotiating a $3 million lot. Well, look, I'll send it, as soon as I get it from you, I'll send it over to my guy. I'll talk with him tonight, and then I'll touch base with you tomorrow.

I'll shoot you a text.

We're gonna be showing you how that deal's going. And then also, we're actually closing a deal with Scott pretty soon here that's gonna be a $115,000 deal. And we're gonna walk you through exactly how we found the deal, how the negotiations went, how we got it under contract, and how we sold it for a $115,000 fee. And by the end of this video, I promise you're gonna know exactly how you can go do the same thing yourself. So make sure you lock in. We're here for the long haul, and we're here to give you all the sauce, no hype-up bullshit, the actual game you need to go start closing these 6-figure deals.

Scott, can you tell people to subscribe?

Yeah, man, just hit the like button, subscribe. Free, free 99, come on, let's go.

It actually makes you money. There's actually return on investment in subscribing.

Scott's been in the program for less than 90 days. What's your, that you've assigned already and then projected profit?

Charlotte deal that's at 85.

Is that closing?

Is that one?

No, the Raleigh one's closing today, or is it the Charlotte one?

No, it's the Charlotte one. Charlotte one's closing today. The buyer signed and I think, whatever, just a little bit of drama, so the seller's signing tomorrow. And then we record Tuesday after Memorial Day. Raleigh's closing on the 8th. That'll be, that's $75,000. Our deal's $115,000. Like June 8th, I think, right?

So. I'm not adding up all these. What's the total?

Well, the total here, we got $50,000 on the bird dog, $85,000 on Charlotte, $75,000. That's $150,000, $160,000 plus $50,000, $210,000. Plus the $115K deal.

$325,000?

Yeah, $325,000 in a quick little—

In 90 days?

90 days.

That's insane. And I was talking about just closing for these guys. I was like, dude, come on, man. You don't want to— just fucking do this. You can crush it.

He said he wanted to come work with us, and I was like, Scott, this shit's easy enough. You're gonna get it. And I mean, actions speak louder than words. In 90 days, $300— what is it? $325,000 in assignment fees in under 90 days. Just think about that. People go to school for 4 years, then 4 more years of medical school, then 4 years of a residency, 12 years of schooling to go become a doctor, and they're not making that as a doctor. I mean, it's just, it's insane. And that's 90 days.

Put this, put this into perspective. The, the median home price in the United States is like $450 grand. An average realtor, let's say you make 3%, which is not the norm anymore, now it's like 2, 2.5, but let's say 3%, that's $12 grand and some change. But then you've got, let's say you have a favorable split with your broker, you're getting 80% of that, So what is 80% of $12,000?

$8,500 or something?

Yeah, something like that, okay. So if you wanna make $300 grand, how many deals do you have to do at $8,500 a pop?

To make $325?

Let's just say $300 grand, and you're closing, right?

You gotta do 37 deals.

37 deals, so we're talking 3 a month. Or, in the next 90 days, you can learn how to wholesale luxury houses and do the exact same thing.

On 5 deals.

By the way, I literally just closed my last Novation deal on this podunk in Redmond, Oregon for this older lady. It took me— it literally took 7, 8 months to get across the line, and it was like a $15K spread. We just, we just did one deal that's going to be like dwarfs, like 4x of that.

No, that's why we're sitting here, we're like shit-talking. Like, so for instance, okay, spoiler alert, the deal that you guys saw in the last video where we were talking to the guy who immediately said, I've been working with these wholesalers, are you a wholesaler? And I said, yeah. Well, guess what? We're wholesaling his house. We told him we're gonna wholesale his house. In fact, he's actually talking directly with our seller, and neither of these people are going around us, and they know exactly who each other are. And we're gonna make $50,000 on that deal minimum, and it's actually pretty likely we're gonna make more.

Seller didn't wanna work with a wholesaler, so we said, "All right, that's fine. We'll connect you directly with our buyer." I texted our buyer and said, "Hey, can you just pay me $50K on it?" He replied, "Sure." I mean, the texts are right here. I didn't wanna be greedy and ask for $100K. I was like, "Can you just give me a little $50K on it?" And he said, "Sure." These numbers are so small to them, 'cause he's gonna go and have $3 million of upside on this deal. $50K is like peanuts to him. I'm doing him a favor actually by telling him I only want to make $50K on it, and his response was just, "Sure." As soon as that deal closes, we've done tons with this guy, he's just going to wire us $50K, guys. It's that easy.

All right, yo, let's get, so we want to walk you through this exact deal that Scott just did for the $115K fee that's closing, that's on the 8th, right?

Yeah, June 8th, that's coming up in—

Couple weeks? Two weeks, yeah. Okay, so, Scott, did you text Matthew?

I did.

It's on your phone. I got the 4.

Scott used the Sniper Marketing System on exactly how we find these deals, right? And we're gonna show you, he reached out to the seller and let's see exactly what this conversation looked like. And while we're looking at this, I want you to ask yourself, do you think that you would be capable of sending text messages like these? Keep that in the back of your mind while we're going through these texts.

So how many texts did it take for the seller to first respond?

Well, let's count these, right?

So 1, 2, 3, 4.

3, 4, 5. Yes response once, then nothing. 1, 2, so that's 7. So after the 7th text, and then finally get my kind of automated response going.

So all these messages were with no response from her. And you just kept being persistent, persistent. She said, "I'm the owner." She still didn't answer. And then finally said, "We might be interested." So the game is just repetition, right?

It's just getting reps in on the communication, on the texts. That's, I mean, it's actually fun. I enjoy just running campaigns, right? Letting it, and letting whoever's gonna show up show up for interest in selling.

Also, I love this question you asked. So you say, hey, it's not been updated fully in the last 3 years. Right? We already know it's gonna be a teardown. But this next question you ask is so casual, like the way you introduce it. Hey, I guess the best question is what would you need in net cash, no realtor fees? And boom, they say, hey look, other houses, $1.6, $1.7. I think $1.5 is the right price.

It just kind of, you know, say, hey, like let's get this, you know, let's get this moving and I'll get my partner Matt out there. I just kind of had the sense of like, Yeah, like, this seller's gonna be difficult. I would rather just hand it off to the guys and say, their feet on the ground, you know, they'll help get it across the line. And that's what, that's what Matt did.

So yeah, you guys, he sent us this deal. Occasionally it happens. I mean, it happens with everyone. It happens with me, and I'll pass off a lead to Tyson Smith to reach out as a third party. This seller just stopped answering. Uh, Scott gave us the lead. He gave us the name and the phone number and told us the address. In under 48 hours, we had that deal locked up. And within another 4 or 5 hours after we were under contract, we had it assigned and earnest money in for a hundred— And our JV agreement too. Yeah, and our JV agreement with Scott. He's making, what's half of $115,000?

$60,000.

$60,000 from literally sending a phone number and an address to us. We got that property locked up and assigned right away, and it closes in 2 weeks.

So tell them about the buyer.

Yeah, so the buyer is a, a very big, uh, developer in town.

His name's—

he does development all over Paradise Valley, Scottsdale. And I actually think we probably could have sold this deal for a little more to someone else. But one of the important things people need to know about the luxury space is when you have a luxury developer that's looking to buy a lot of stuff— Ryan, for example, has a $50 million line of credit right now, and he's buying everything left and right. To satisfy one of those buyers so that they continually come back to you, and it's already happened quite a bit with Ryan. He's texting me on a— every couple days saying, "Hey, what else do you have?" Those are the people that you want to take care of. You don't want to try to maximize the profit on every single deal. When you have someone that's ready to go that says yes, go to that first person. That's how good business is done. When someone says that they're ready to go on something, don't keep trying to shop it to make an extra $5,000, $10,000, $15,000. Go with who you got, and that's what we did. And we have 2 deals assigned to that same buyer right now, actually. Another deal that Tyson Smith and I did together. And I mean, that's in 2 deals, $150,000 to one single buyer. And he's ready to buy 10 to 15 more over the next 90 days is what he said to us. So we got some work to do.

And the cool thing is, is that, right, we're doing this deal with Scott, But Scott's got these deals that he's doing in North Carolina, and we don't have all of our relationships fleshed out there. And we were just coming through looking at our system, and we got a bunch of leads in there, and he's like, "Oh yeah, I got a guy for that, got a guy for that, got a guy for that." Tampa, the whole bit.

South Florida.

So it's like, it's just this, when you're in the right community, and you surround yourself with people that are doing the same things, the deals just start to stack up. Because now everything's opened up, and it's like, you always know somebody somewhere, right? It might not be you, but it might be somebody that's in the community, and then we can just go ahead and get the deals done.

Well, in this space, what I like too is that, you know, Matt talks about this a lot, it's like the abundance mindset. It's just not trying to penny pinch. I had a deal that just closed at JV in Nashville, and the dude stiffed me a couple grand. I'm like, I'm never sending you a deal again, dude, ever again. We're done. If you fuck with my money, right, and aren't forthcoming, why would I send you a deal on an assignment that we, you know, could have easily just been like, "Hey, 50/50," or whatever, you know, whatever we worked out. The dude was, you know, full of shit. And for me, it's like, when everything's on the table and you're not, you know, again, pinching pennies and stuff, it's like, it's just way more worth it to, you know, go the route of like this season, you know, vets than, you know, anything else.

So the good thing about the luxury space compared to traditional wholesaling, when I was in traditional wholesaling, I was nervous to show people that I was making $20,000, $25,000, 'cause that's about what they're gonna go make on a flip. Flip. I mean, the people that I'm talking to now, you just saw a text where I sent someone a text and said, hey, can you just pay me $50K on this? Just want a nice and easy deal. And he said, sure, no problems at all about throwing $50K at it. But because that's because they have so much upside on the back end, they don't care if they pay $50, $100, $150 grand. As long as the number works for them, they're gonna go make a couple million. I mean, if you were going to make a couple million dollars, are you gonna care about someone making $100 grand on a deal that you're buying? Of course not. If the numbers work for you and you can go make $2.5 million upside on the back end a year and a half from now, you're happy for the guy that's making $50, $100 grand. And when we can just do tons of those deals and stack them on top of each other, getting to the point of $1 million a year is doing about 1 deal a month in this space. That's what's so crazy. To get to 7 figures a year, you need to do about 1 deal a month, which I don't know any other industry or space that you can do 1 deal and every single month and make $1 million in a year. It's crazy.

Straight up. So speaking of making a bunch of money, another one of our students, David, he's in Florida and he just submitted a deal in Naples. And it looks like the seller is wanting 2.1 net. I just looked at it and they're, so this property right here, I'll pull it up and I'll show you. All right, so check this out. He just submitted this deal right here. And the sellers are saying that they want to net $2.1 million. We have this deal right here and this deal right here for sale for $10 and $12 million respectively. This one sold for $3 million and this one sold for $3.2 million. So I'm gonna go ahead and call David up, see how that conversation went with the seller, and see what we need to do to get it done.

I'm gonna make a seller call here in a bit too.

Let's see how much money we can make in this room today. Speaking of which, we need to— uh, is everything good with the, uh, Jackrabbit lot?

Yeah, yeah, and he said he's just waiting on a signal.

Yo, David, what's up, man? It's Tyson Smith.

What's up, Tyson?

Hey, I was just taking a look at this deal in Banyan, and, uh, it looks super solid at the number that the seller is wanting.

Yeah, um, actually I just texted her. I tried to call her, she's more of a texting lady because she's not picking up my calls. Yeah, and she said she just had a similar offer at $2.12 Okay.

Well, what have you replied yet?

She was like, if you'd like to drop your contract, I'd be happy to take a look at it over the weekend. She gave me her email.

Okay, gotcha. So this is where we want to play this carefully. This is like the difference between regular wholesaling and luxury is if this was regular wholesaling, I'd be calling her up and being like, hey, what do we need to do to get a deal done right now? But if we play that kind of game here, we can scare them off and things won't end well. So let me go ahead, I'm going to shoot you a text and let's, uh, let's game plan this. But we definitely want to get something written up and sent to her. Yeah. So you know that this other offer is $2.12 million?

Yeah, $2,120,000.

Do me a favor, will you ask her and say, hey, what, what's the inspection period, how much earnest money, and when is close date on that? And then figure out when she wants to close.

Okay. Um, she—

they want to close as soon as possible. Perfect, so do we.

Close about—

so, so just say, hey, no problem, totally understand, we're going to write a better offer. Would you mind sharing with me how long their inspection period is, how much money they're doing for their earnest money deposit, and when close of escrow is? And we're going to beat it.

One thing I like to do on these— this is Matthew, by the way— one thing I like to do on these at times is when you send the email with the offer, after you give up, give her all that information, we should probably come in like $20,000 above where that other offer is, maybe $30,000, and just put a little excerpt in the email that says, hey, we don't want to go back and forth on this. We know you have another offer. We're gonna give you our highest and best right away. We're ready to move on this. We've already allocated the funds. Our developers are good to go, and then we'll send over that offer, and it's gonna be strong enough above where the other offer was at that I think we have a very good chance of just locking it up right away. Yeah.

Alright, let me text her what you just said.

No no no not what I just said— That's going to be an email.

Get that on their info. And then David, I'm gonna... Is what I'll do while you're doing this is I'm gonna call some of our guys in Naples and get a hard number on it so that, um, when she does reply, we can go ahead and submit a super strong offer.

It's off market though.

Yeah, yeah, it's off market now, but it was listed for $2.4. And again, I mean, this could be an issue, uh, with something of like how close it is to this road, but I don't think it's a problem. Like, it's, it's on this, this Banyan Boulevard, which is— I mean, it's a two-lane road with a median. So I think that's probably the big issue, but it's pretty far off the road. Like, they have like a fucking one of those semicircle driveways, and, uh, there's other houses that are on the road. Like, there's one that is $8.3 million that's on that road, and we know the developer on it, so that's gonna be my first call.

All right, I got one for, for us here in Nashville.

What the fuck? There's one on this road that sold $17 million.

Unbelievable.

Damn, it's on. Holy moly, it's a tiny bit bigger lot.

Naples, dude, need to hit. I've been hitting Naples too, man. There's so many, so much opportunity in Florida right now.

Oh, it's fun. It's thick.

It's crazy fucking water right here though. All right, let's do— let's, let's— I'll hop on a call here with the seller. They've only got to like 4 in Nashville.

It's Brad.

Hey Brad, Scott here, Lux Ventures Group. How are you?

Yeah, I'm doing well. How are you today?

Hey, good. Glad we could finally connect. Been going, going back and forth here.

Yeah, no problem.

Yeah, absolutely. So tell me a little bit like what, what you guys are ultimately like, what's your timeline? When are you trying to move? What's kind of your situation? Are you staying in Nashville? Like, what's kind of your whole situation?

Yeah, I mean, we've been here, we bought this house in 1999.

Uh, okay.

We had lived over in the Richland area and, you know, wanted to be in a condo and we wanted to get a yard, get our daughter. 26 years ago, we So, you know, we've been here ever since. We would probably like to move to Williamson County, you know, Brentwood area. And, you know, we're not in a big rush. You know, we've been here for 22 years. My wife is kind of somehow attached to the house anyway. I mean, we could stay here. We don't, you know, just We, we, we looked at a couple years ago, uh, we had an offer, uh, a little over $1,050,000 that, uh, uh, we, we just didn't take at the time due to the fact we were just in the market really. Um, you know, we weren't, we weren't ready to, you know, make a move, you know, basically. So we bought, yeah, we bought a, uh, home in Sandestin in Miramar Beach, Florida. And eventually that's where we're going. So, okay, we've got it. Yeah, we've got a timeline of about, probably about 3 years out. So we're, you know, between now and then we're looking to sell this home. Sure. We could, you know, we're, we're motivated to— we don't need the money because it's paid off, our car's paid off, we don't have any debt, no credit cards. So we're not, you know, we're not in a, you know, lock. We're trying to, you know, sell it quick, you know. It's not a— but when I look at comps in this area, we've had several just go through in the last few months. Over 4037 Albert Drive, it's only less than a block away from us, it sold just recently for $1.16 and it's only 0.58 acres. We've got 0.67. There's another one only a block and a half away from us, 974 Greerland Drive. That one sold for $1.125 million.

These sellers are paying $100 grand.

So, um, you know, we're, we're looking probably at least that amount, if not, you know, up to the $1.2 range. Due to the fact we've got a better— I think a better lot. It's not only bigger, but it's, it's a corner lot on Greerland, uh, Leland and Greerland. And just having a Greerland Drive entrance is worth a bunch over here, uh, from the standpoint that, you know, most everything here is, you know, all the houses being torn down and they're right building a big 3,500, 4,000 Well, yeah, and absolutely all those deals too, obviously factor in 8%, right, on closing costs, right, for realtors and then escrow and— Well, these are— no, these are— well, I don't— I think these were directly bought from— the one on Albert was bought directly from a developer. It wasn't— I don't think realtors are involved in either one of these.

Got it, got it. Well, and what I was going to say too, the good news about working with us is that we could actually— because you had mentioned it's important to you to find a place in the meantime, like in Brentwood. We can totally source something off market for you guys as well if you give us the kind of the outline and, you know, get you something there so you're not paying retail on the flip side, right? So in terms of— and again, we can do free rent back, like that's, you know, not, you know, typically an issue for, you know, number of months. I think really what it comes down to is just, you know, what are the most important things to you in terms of, you know, the next, you know, couple months, right? And ultimately what you want to net out of the property. Everything else we can make. You know, super simple. So, um, what is— I guess, what does that look like for you?

Yeah, looking at comps, you know, again, I don't— I don't— I couldn't imagine taking less than, than what these, uh, other homes in this area going through developers. You know, we've, we've discussed with other builders here also, um, you know, a few years ago, and they— we just started this again. We just, you know, you're one of the first people we talked to. So we— but again, we're completely— we never thought of involving a realtor. We want to net out, you know, again, based on comps, whatever can be paid, you know. I mean, we'd like to get $1.2 million. I think the size of the lot and the amenities we have here, the slope, the grade, just all of the, you know, the access on the rear end. Just there's a lot of things here. The way the sun sets and opens up on the yard, it's just— there's a, you know, it's a— we think it's— there's some value there. So, you know, that's what we're looking at. As far as timeline goes, again, we could be motivated to— um, we probably would need at least, um, probably 90 days closing and then another 30 days after that, probably. So 120 days total, we would be able to, uh, you know, pack stuff up. A lot of the stuff we're actually already moving to Florida, but, um, okay, you know, there's a— we're going to be living— we're not going to leave Nashville for at least 2 more years, easy. Um, so we plan on staying somewhere in Cool Springs, Brentwood, And then at that point, you know, we'll basically, you know, quit our rent deal or, you know, if we're here for 120 days, then we'll move over there at that time.

Makes sense. So why don't we do this then? Why don't you talk with your wife and kind of figure out, hey, listen, we've got someone that can, you know, not only buy it off market, not go the realtor route, all the fees, all that kind of stuff, which most people are going to deal with anyway. You know, have that chat and then also the fact that we can also find you guys a, you know, an off market deal as well. If that's, you know, what you want based on, you know, specifications or whatever it is you guys are looking for. And then let's, you know, let's figure out, you know, what makes sense and then, you know, kind of go from there. I'll get with my partners, kind of figure out, hey, where would we realistically need to be at to make this come together? And then, you know, kind of go from there. Because I don't like doing the whole back and forth game and like bidding wars and all. It's just a waste of time, right? Like, I want to make something make sense and bring you guys value and help you out in terms of, you know, putting this all together. Um, and I think we can absolutely do so and make this a, you know, smooth, seamless type of transaction.

So, um, that's pretty much, pretty much, I mean, what we're, what we're talking about is that, you know, 120 days, uh, here in the house, uh, and 1.2. I mean, that's kind of sure where we're at. Well, let me let it—

Yep, you know, sounds good.

If it sells right away, wonderful. If it's on the market, you know, we're not on the market, we're not gonna have it on the market, but I mean, if it takes another year to get a buyer, then, you know, we're fine with that too.

Sounds good. Well, do that. You guys have that conversation. I'll kind of crunch some more numbers, you know, figure out, you know, where we can, you know, ultimately come to, you know, an agreement at, and then we'll go from there.

Okay, and then we'll send you the information on the house to this text number. I've got some JPEG images of, uh, you know, the floor plan really doesn't matter because it seems to be torn down, but parts of the lot, you know, and then do you have a—

do you have a survey by chance on the, on the, the land?

Uh, yeah, I think it will, you know, it's been a few years, but that's fine. We do have one split done. Great. You can take a look at that, and, uh, if there's anything else you need, let us know.

I appreciate it, Brad. Definitely. I'll send you my email, you send that over, and then we'll be in touch here in the coming days and then go from there.

Okay, sounds great. Have a great Memorial Day.

You too, my friend. Talk to you soon. Thanks so much.

Real quick question for the viewers: why is it important to have a land survey done?

So a survey, essentially, the— someone certified will come out, they'll put property stakes on all the different corners and figure out exactly where the lot lines are. Why that matters is because wherever the lot lines are depend or dictates what your building envelope is. Every single city has different building envelopes. How far back you're allowed to build from property lines. So after you get that survey done, in some places it's 25 feet, in some it's 50 from the lot lines of where you can start building. So after you figure out exactly what, um, the survey says and where the lot lines are, then you can do the math and figure out how big of a house can I build on this. Why is that so important? Because if a survey is off by a little bit or someone doesn't have one, and your setbacks change by 30 feet, that could equate to 400 square feet that you can't build in the house. That might not sound like a lot, but when you're exiting a house for, say, $1,500 a square foot, that's $600,000 you're missing out on just from not being able to build that extra 400 square feet. So to a seller, they might not understand, "Oh, well, it's only 200 square feet or 300 square feet." Yeah, well, that's still $400,000 or $500,000 on the back end for us Which is why a survey's so important on the front end.

Well, and also, I mean, look at that deal we just are doing here in Scottsdale together. It was like, and the sellers always, they always think this, it's like, oh, I've got a corner lot. Actually is a detriment to building typically. It's like, it's not going to add value, it's actually gonna take away just based on the building envelope. So, we had to, that was, you know, you went back at 1475 and got it done. Like, they need, these sellers a lot of times, again, you know, buyers are liars and sellers are worse. They always want more than it's, you know, typically worth. And it's a matter of educating, like, what, you know, what they— what it's really worth. For sure.

You know, that seller said something though that's good. He said he want— they want 120 days, like, like for a close. Okay, so you could potentially talk to a developer and say, hey, it's a 4 or 5 month closing. They might pay a little more because of that, because then they can get plans and permits done during that. I've had deals that I had a buyer that wanted to be at $3 million for a property and had a seller that was firm. They wouldn't go a dollar below $3 million. I thought the deal was dead in the water, and then the seller told me something. He said, hey, we don't want to move until my daughter graduates from high school, which is 6 months away. So I called the developer and said, hey, would it change anything on your end if it was a 6-month closing? He said, I'll pay you $3.1 if it's a 6-month closing. Why would he do that? Because on $3 million He's paying about 10% interest on a hard money loan. So every single month he's paying $25,000 in hard money interest payments had he closed right away on that property. Because I saved him 6 months, $25,000 times 6 months is $150,000. So he actually was able to pay me $100,000 and save $50,000 just by having an extended closing where he can get plans, permits, all that stuff done and he doesn't have the holding cost during that time. So you can get creative with these deals and still make money just by extending a closing timeline. And when a seller wants it, it's the best thing because then you can go sell that deal for a little bit more with the plus side being a longer closing for a developer.

All right, I'm going to call a developer that has sold a property for $17 million down the street from that property I just looked at in Naples. Now, I've never talked to this guy before.

Hi, you have reached Phil with Parker Hudson Homes. Please leave me your name, number, and a brief message.

I'm calling again.

I'd like to leave you a message, Phil.

Of course.

Hello, this is Phil. Hey Phil, my name is Tyson Smith. I was calling to see if you'd be interested in an off-market lot in Coquina Sands.

I'm good, thank you.

Appreciate it.

All right, thank you, Phil.

We get another one.

All right. Parker Hudson out. On to Equinox.

I'm good. That guy just woke up from a nap, it sounded like.

I mean, that guy just sold the house for $17 million.

Really? Yeah, that was the dude.

He's the owner of that company.

Look at this dude, he's like, nah man, I made too much money already this year.

How did you find that guy's number? All right, I'll show you.

Come here.

See? Okay, very pretty house, we like that. I scroll down and I see right here in the listing description, okay, we've got some notes about the golf course. It's by— do a little looking— is designed by this architect and expertly built by Parker Hudson Homes. All I did was search Google for it, found their website. I copied and pasted their website into Claude. I said, can you find out who the decision maker here is? Who would I need to talk to them about selling an off-market lot in Naples? Pulled it up. We know that Phil is the builder. He's the owner and CEO. We know that his wife is involved. We know that Ryan Fredericks over here is the CFO and does the estate management. And yeah, we called him, got straight to his cell phone number. Obviously he wasn't interested, so that's fine. Again, that's not giving up. We'll still text him later on, but there's so much other low-hanging fruit over here. Within a tenth of a mile, there's 5 potential people who'd be interested in it. So we'll just go through and call some more of them.

Yeah, what are you whipping now?

Um, right now I just have a truck. I actually sold all my nice cars. Did you?

Yeah, just because you didn't want to— whatever, hold— you want to buy more luxury?

Well, no, I just— I bought the cars like shit. So I had a, uh, I had a Rolls-Royce Cullinan. Yeah, I saw that. And I had a Ferrari 488, and both of them I bought like a dumbass. Um, basically I was at a point in my life where I was like finally like, oh yeah, because it's always been a dream of mine. Yeah, I want to drive Lambos and Ferraris and like I was finally at a point where like, okay, I can buy these and like, you know, I can get into them. And the— so the thing about buying cars is, especially nice cars like that, if— unless you're buying them in cash, which I didn't want to do, I wasn't spending all my money on the cars, was, uh, it's hard to like get financing for them. Like, to go walk in— like, if, for instance, let's say that you have driven, like, 'cause I've, before those cars, I've had multiple cars, well, you know, that are around $100,000. But they don't wanna finance you on anything that's more than double what you have history on paying for a year. So I've had multiple cars at $100,000 that I'm paying for all simultaneously, but they're like, no, the most we'll give you, like, the most we'll finance for you is basically a $200,000 car. But I know I don't wanna do that. So then they're talking about these fucking creative little lease things they do. And me being fucking dumb, I was like, okay, you're telling me I can get the car? Like, oh, okay, it's $60 grand down, I'm paying $3K a month, okay, give it to me. Rolls-Royce, $70K down, $5K a month, give it to me, like, whatever. And I realized is basically I'm earning like no equity in these cars. My down payment, while it was a tax write-off, was like just so filled with fees and bullshit that like, I all of a sudden looked at it, I was like, I'm into these cars, all this money,, and I don't have like anything to show for it. So basically I had to pay to sell both of those cars, and not to mention what my payment was. It's like we're just the most front-loaded interest of all time.

Of course.

So I bought them on like shitty financing deals, which is honestly my fault. Like, what can you do?

That's where they're making the money, is like the down payment.

Yeah, of course.

So I was like, hey, I'm gonna rotate out of these. And now I have a new rule for myself, and that's that I'm not buying fucking sports cars unless I'm buying Cash.

There it is. Now we just got to do more deals, man.

Yeah, well, I mean, that's the thing, you do like 1, 2 deals and you can go and fucking buy a Lambo cash.

There you go. Well, I think it's the next play. I actually got a deal right now in Charlotte I'm working on doing like an equity split on because the seller just is too high and no developer. Okay, cool, you guys don't want to pay this? All right, let's just work out a, you know, an equity split on the, on the back end.

You deal in Naples that I was just talking to David about, but he said that the other offer, it says close in 45 days. 1% EMD, 15-day inspection period. All right, 2.12.

We got some room to work. Keep it 45-day close and go to 10-day inspection or something. Yeah, or just up the purchase price and keep the terms the same. I'm gonna call my buyer for our deal we got on the boat yesterday real quick, see what's going on.

This is Eddie Black with Engel Völkers.

Sorry I couldn't take your call.

Leave a message. Call me, motherfucker. You think I'm joking?

Hold up, hold up.

Hello?

Hey, I'm Insurance.

How are we looking? Good. My TC is scrambling to get this contract, and my wife is complaining about everything she wrote, but I sent the earnest money already.

So I think Mark is happy.

All right, love it. Sounds good.

Yeah.

All right, call me at the end of your day. Okay, bye. All right, bye. Earnest money's in.

Nice.

Let's go.

Let's go, dude.

I want to call Mark and have him yell at me.

It'll be good content.

So this is—

hey, we slipped in some assignment language into that contract. So we literally connected him with our buyer and just said, you handle it, which you never do.

Or do you?

No, with buyers I trust. I do, and I trust this guy. I know where he lives. And after he sees our shooting range day, I don't think he's gonna not pay me on this deal. But no, all jokes aside, I texted him and he was like, "What do you wanna make on it?" And I was like, "Can you just give us $50K?" And he was like, "Sure." I mean, it was that easy.

I wanna call Mark right now and be like, "Yo, you guys are getting it done?" And I'll just be like—

Can you take care of us? Yeah, yeah. Yeah, double-double assignment.

Mm-hmm.

Double dip, bro. Buyer will pay us, seller will take care of us.

It's Mark.

Hey Mark, it's Tyson Smith. I wanted to check in and see if everything was good with Eddie. What's that? Is everything good with Eddie on the lot on Jack Rabbit?

I think so.

Okay, cuz I know that— sure. What do you mean?

Well, I mean, he says he's putting together an offer, and I seen the offer you guys sent over, which was what we talked about. Um, so, um, yeah, where you guys came up with 5%.

I'm sorry, that was— that, that must have been me making an assumption. You know what happens when you do that, because you had mentioned, hey, yeah, you know, $500K, 5%, and that's what I relate to him. I didn't realize that you were saying that that would be the original purchase price of $3.2. So that's on me.

Yeah. So, um, yeah, so, so I, I don't know. I think he's putting together an offer and, uh, and putting, putting, uh, an earnest deposit in. So I, I, but I don't know. Like I said, it's, you know, yeah, it really depends on, on—

Okay, well, I just got off the phone with him. He said that he was submitting EMD.

What's that?

I just got off the phone with him. He said that he was submitting EMD. For the artist, okay.

Yeah, well, like I said, he's a great guy, uh, super nice guy, very cool. Uh, I said, dude, if you ever need anything, reach out. But like I said, uh, as far as, you know, uh, I've been in the meeting, so, but I have talked to him and really good conversation.

So, all right, good stuff, dude. I told you, man, I, I knew I'd be able to sell this one for you.

Yeah, like I said, well, uh, you know, um, you know, the close is fantastic, man. I appreciate it. Like I said, I just, uh, you know, um, these wholesalers, you know, I hate to say it, but I dealt with two wholesalers. I've been doing this for a long time, and, uh, I didn't know that motherfuckers could lie and fucking stare at you with a straight fucking face and be bunch of Yeah, tell them that they're home builders and developers and this and that, and, you know, fucking some lying motherfuckers, man. There's an easy way to make millions of dollars, and that's just fucking saying do the right thing.

Well, that's— I do it all the time. I, I hope that you feel that that's the way that I've done things.

Well, yeah, we have. Listen, I, I don't, I don't, you know, I have no problem with you at this point. You know, you, you were willing to step out and and, uh, and connect us, which was— which, no, you seem like a great person. And, uh, Eddie said that, uh, he said, hey dude, uh, I told him I would take care of him. I said, okay, because I was like, why, why is it— I was asking why it was going into— why the contract wasn't under his name. And he goes, oh, they just want to make sure that I take care of them. I'm like, okay, yeah.

So, well, no, I mean, you know, we, we obviously know him, so, um, his TC is just going to be sending you like contract directly with him. And, uh, yeah, he'll take care of us.

Yeah, yeah. And I answered all those questions. He was worried about the permits not being paid, and I said, dude, everything's paid, put it in the contract. I got my, uh, I even called my GC just to confirm, dude, everything's paid, right? And he said, yeah, even the dust permit is paid. So dust permits, building permits paid. So it's, it's ready to rock and roll.

Cool. Well, hey, look, if you, uh, ever want to, you know, figure out your next one or you have any other deals you need moved, please.

Yeah, I got 56. It's supposedly going to be under contract here in the next 2 weeks, but it's supposedly 2 different buyers.

So, uh, wait, you're talking about the, the finished one we looked at, right? What's that? The finished one on 56th?

Yeah, yeah. So supposedly, uh, I got 2 buyers that are Uh, one of them guarantees that he's making an offer. He said he's just waiting for some money to hit from his brokerage account. And, uh, someone seen last night and they said it's the nicest house they've seen in Paradise Valley. They, they, uh, they absolutely love it. So they didn't say that they were going to make an offer, but my, my realtor feels like there's going to be an offer coming over. So, uh, so yeah, if I get both of those gone, and like I said, I got some other things cut, I got a lot of hard money on out that I think I got several million coming back in July, so I'll be stacked and ready to go.

Okay, and then also, you know, I know that you're a big developer in town. If you ever get sent deals that maybe just don't work for you but you don't want to send them out because I know it kind of like cheapens the deal, if you ever want to have me do that for you and I'll make sure that I'll take care of you on it, that's always an option as well.

Yeah, no, dude, I got some deals and do the truth, I got, I got an appointment an attorney that does, uh, some, some, uh, does, uh, I did— I got a cold, I can't even think right now, man. But I got an attorney that does, uh, the, the things when people die, and so he sends me deals. So yeah, I mean, if you want to figure out something, you know, like a split, I'll send you over some deals. And, uh, and then like you said, these are— these will be bangers. Like, I don't, I don't, uh, you know, I don't deal with fucking average deals, so Yeah, yeah, man. Like I said, let's see how everything goes. And, uh, and I didn't even see the contract. As long as you kept the contract, uh, like I told him, and we get it done, man, I appreciate it. Like I said, man, we'll definitely do more business, 100%. I'm about 50 deals, never about one deal. I'll take one deal and, and, you know, I'm not in for one deal, I'm in for, for partnership.

So cool, let's consider this one of 40 or one of 50 then.

You got 49 more to go.

All right, cool. Sounds good, Mark.

Yes, sir.

Thanks.

All right, cheers.

Oh well, I guess he's not gonna be— he's letting Eddie carry the brunt.

Yeah, all good. 50K is 50K. 50K is 50K is 50K. It was 50K from a conversation literally soaking wet, sitting in the boat right after wakesurfing. We called him about 4 beers deep.

Yeah, let's go!

I love it.

And the entire conversation wasn't even me saying anything, it was just him yelling.

All right, let's go shoot some guns.

How about that?

Here, Patrick. This thing's been shot up.

He is nuts!

All right, where'd you hit him?

Center of gravity.

Center mass? Right in the tummy. He's dead. That's all him.

We got his ass.

Throw one of these in the AR. Breaking out the new one. Yeah, first round, clear it.

Show me that.

Is it loaded?

No.

Here, you can use this.

All right, hold up.

I was fucking with it earlier, like, fuck this thing up. Like, it just comes out and stays out.

Okay, so hit this, we'll release it on the side. So if you want to keep the chamber open, you pull this back and push this down, and then the chamber's open. Now you can throw a mag in and then just slap the side of this. In it all.

That is exhilarating.

So now try this one. This is the same gun, just with the can on it.

It's crazy how much cleaner the— like, they just fucking go straight through that shit.

So the one thing about shooting with a silencer, it's gassy. So the silencer traps all the gases and then shoots them, like twirls them up and shoots them back. So you're gonna smell some gas in your face while you're shooting it. But that's the same gun, just with— has like a little foregrip on the front. And then, uh, what? Yeah, with your pinky, like pinky, like, yeah, right in there. Those are suppressed bullets, so they don't travel past the sound barrier. So they're just like— they're subsonic, so they don't break the sound barrier, so they're so quiet.

You made it!

What's up? Finally!

Wow, let's go, Tyson Smith!

How does being a good shot relate to getting good deals?

Oh, it doesn't at all.

It's like, it's like, it's like golf, man. Like, you just, you just go see what happens, you know, see what's up. Deal making is like a science. It's an art form, you know. You just, you got the sauce or you don't, you know.

Deal making is kind of like lovemaking.

It is.

I always say about the motion of the ocean.

Sales is like dating, you know. You, you either got the you know, the motion, or you don't, you know.

This costs more than my first Rolex. No, the gun on the left is like $18,000.

This is $18,000. Holy shit. Goddamn. What makes it so expensive?

They're like limited production. They're really, really nicely engineered. They were made for special forces and stuff.

Nice.

And then they start selling them to civilians. It's just like a small company that makes a really, really nice-ass gun. 9, honestly. Let's see, it's like what the difference between a Honda Accord or a Porsche 911, you know, it's just like nicer engineering.

There it is.

Yeah, and the fact that there's so like little of them.

Yeah, you know. Yeah, limited inventory makes everything worth more.

All right boys, that is a wrap. So we've got the deal closing, $115K on the 8th. Um, we've got this deal that we locked up on the boat, that is all set to go. Uh, close day on that is in 30 days. Yeah. And then stay tuned to see what happens with this Naples deal. Um, kind of starting to hear back from some— from the developers. Conversation is going well with our student, so it's looking like that one's gonna be promising. Um, not sure what we're gonna do next time, but I can tell you there's definitely gonna be more luxury deals and, uh, maybe some golf. Maybe some golf. Yeah, more dope shit for sure, whether it's shooting guns, boating, I don't know.

We can make money doing all of it. Let's get on board then.

Let's get on the boat, man. Come on.

It'll be something luxurious.

Exactly.