Happy Sunday everybody. 5:00 pm Sunday, June 28th. I want to go through and talk about where to get started in 2026. For those of you guys constantly asking the same question over and over and over, today is the day I'm going to answer this question. I try and answer this question every six months or so. Number one, it does change a little bit based on what's going on in the economy. Number two, I change based on what I believe, what I know, what resources I've gathered, all of those types of things. So, today we're going to go through and talk about a handful of things. The first thing we're going to talk about is if you are brand new, what should you do? Meaning, pace, I'm brand new. I don't know anything. Let's say that you are now warming up a little bit and you are intermediary or intermediate. We'll talk about what that means and how do you identify as such. Then you get to a little be a little bit more experienced. Okay? And we will talk about this as well. And you might think, well, why would people that are experienced be tuning in today? I'll explain that to you as well. And then there are the people that are advanced. Okay? So, you have to understand who you are right out of the gate in 2026. Who are you? Are you brand new? You've never done a real estate transaction. You've never bought a business. You've never owned anything. You've only been told what to do, when to do it, when not to do it. Essentially, aka have a job. Yes, everybody, we are live. Good to see everybody. So, tell me, which one are you guys? Are you new? Are you intermediate? Are you experienced? Are you advanced? Now, today we are going to go through all of these things. The number one thing that determines all of these, the number one thing that determines all of these is your fear level. Sadly, I wish that wasn't the case, but it is the case. Okay. So, we're going to go through and talk about are you new, are you intermediate, are you experienced, are you advanced? Now, I'm also going to talk about how every single one of these people that we'll be talking about today, every single one of them have never done a real estate or business transaction. Never. And you're going to say, Pace, how is that even possible? If these people have never done a deal, how does somebody go from advanced like how do I get to be advanced if I've never done a deal? Let's talk about it. Um, I love it. So, Nom Nomman, I have no idea what your name is. Sorry. Nomman Vonger 633 says, "I've listened to a bunch of your videos, but I haven't taken any action yet." So, new or worse. Love it. How about this? I'll even make a layer of worse. Okay, we'll make a layer of worse. Worse than new. Because no matter how many times I teach somebody what new is, they all say, "No, no, no. I'm like worse than that." Okay, cool. All right, so the biggest difference between all of these uh levels, biggest difference is fear. For example, let's talk about the ways to make money in this business. There's only four ways to make money in this business. I buy real estate, I flip real estate, and I own and hold real estate. Those are three ways to make money. Okay. So, in buying a business, it's the same exact thing. So, my name, for those of you guys who are newer to me, my name is Pace Morby. I own a little over 2,000 rentals in my portfolio. I've done probably somewhere around 1,000 to,500 wholesale transactions. We'll talk about what that is today as well. I own about 20 plus businesses and I am actively buying businesses every single day. Not buying and closing a business every day, but my business is working on that. Okay, I love it. I'm I'm fear far worse than new. Perfect. You guys are in the right place then. Okay, so I have done it all. I have worked on rentals. I have done wholesale. I have done I don't even know how many fix and flips. I've renovated 7,000 houses for other people before I got into the business. I used to be a contractor and then I started as a fix and flipper myself. Okay, so this is my experience. When you are brand new, your biggest thing is fear or lack of resources. Okay? And when you guys are in intermediate, you have less fear. doesn't mean you've done any deals. Again, I'm going to preface this by saying this person's done zero deals. This person's done zero deals. Okay? This person right here is experienced, also less fear than the other person. Then you've got the advanced person here. Almost zero fear. All of these people have done zero deals. Zero deals. And then I'm going to write down worse worse than new. Okay? Because you guys are all going to say I'm worse than new. Cool. Worse than new. Also, zero deals. I'm going to give everybody a little bit different advice based on where you're at. So, instead of asking where do I start, ask where do I start and emphasize I. For example, advance would be somebody who is, hey pace, I work as a sales director for a big company. I manage a lot of people. I help operate a big portion of a company and I'm a high paid salary person. This person is not going to get the same advice as somebody who says, "I'm bagging groceries." not even remotely close to the same mindset. This person took the job as bagging groceries because they have a mindset that tells them that they are less than. They are not adequate. And so it doesn't matter if this person has ever bought a business or done a real estate transaction. They have a job. They have a a an environment. They have a mindset that allows them to go and do heavier duty things. So again, here's what happens. Somebody comes to me in my Instagram DMs. This happens every single day. And they ask me, "Where do I start?" And the question I have to go back to is, "Well, where's your fear tolerance? Are you worse than new? Are you afraid of your own shadow? Are you new?" Meaning, hey, I'll actually take some action. Intermediate means, "Hey, I'll actually go do a fix and flip and I don't care if I screw up." Experience means I'm going to skip a lot of the steps and just start owning things. advanced is, man, I'm going to start buying assets right now and I don't even care. I'll learn it as I go because I have a lot of skills that I've learned as a sales director or a manager or an operator or as a high salaried person in a different job. Okay, so worse than new, I'm going to give you guys some advice on where to start again. Where do I start? How do I get momentum? And what do I do? All right. When you are worse than new or new, you are going to be doing something called finding deals for other people. Okay? Finding deals for other people. If you are worse than new or new, you are not going to be looking for a wholesale deal for yourself. You're not going to be looking for a fix and flip. You're not going to be buying an RV park or buying a business. You are going to be finding deals for other people. Period. End of story. Okay. Now, when you get to inter intermediate, you are the type of person that says, "Oh man, this is awesome. I'm cool actually spending some money. I'm cool spending some time. I actually treat it treat this like a a game. And I'm gonna go out there and actually treat this like a new hobby. Okay, here is the difference between intermediate and worse than new or new people. Worse than new or new people expect the world to change by them watching a YouTube video. Like right now, you expect the world to change by watching a YouTube video. And then if you actually do take a little bit of action, here's what you end up doing. You take about three minutes of action. You get zero results and you then think something is wrong and you stop. And the reason you stop is because you don't have immediate feedback. Somebody telling you, "Hey, you're doing a great job." Or, "Hey, do more of this. Hey, you know what? You're you're not doing a great job on this. You're doing a great job on this. do more of this in a different way. Immediate feedback is what people in that position need because they need constant reassurance they're doing a great job. If you don't have that constant reassurance, you'll make one phone call, get one no, and you will immediately walk the other direction. Okay? And that is the mindset. It's not even a strategy problem. It's not, hey, well, I live in this city. What should I do? No, it's a mindset problem. You have a mindset problem. You live at your parents house still. You are going to college. You are borrowing money to survive. You're not actually working. And you come to me and you say, "How do I get started?" I'm going to say, "Go and find deals for other people." Which we will cover in a couple of minutes. Okay. Then intermediate. Here's the mindset of intermediate. They go, "Man, I'm going to have so much fun with this. I'm going to learn a new skill." Okay. That is intermediate. It's a mindset change. And so what they're willing to do is they go, "Yeah, of course. I'll go find deals for other people. Again, we'll talk about all of this today. But I also want to go and, you know, challenge myself to take on a little bit. Meaning, they might want to go partner with somebody that is a little bit more experienced. Okay? Then somebody who's a little bit more experienced might want to skip all of that and just start doing it for themselves, okay? Instead of looking for a deal for somebody else, an experienced person is going to say, "Why would I let them make all the money? I'd rather go make a couple of mistakes. I'd rather go do a flip right now. I'd rather go buy an RV park or buy a laundromat, and I will learn as I go." This is a mindset. They will immediately go do it for themselves. Knowing what I know now, I would have gone back and immediately just done this because I have always had a little bit more of an experienced mindset. I always love to figure things out. Nobody needs to tell me really what to do. I I like getting permission from people, meaning hanging out with the right people, telling me what direction I should go. That's one thing, versus somebody having to tell me literally every step along the way. And there are people that I encounter that need literally every single thing played out, spelled out. And not only that, but even when you lay it out, spell it out, and you say, "Do this, then do this, then do this this many times for this much long time." They stop in the middle of it, and they go, "Am I doing it right? Am I doing it right? Am I doing it right?" So that's new or worse than new. And it is a mindset versus somebody else that goes, "Okay, well, I get it. You want me to go and make a couple of offers. Well, I don't have that skill, so I'm going to go and learn that skill, and I will feel great in that process." Okay. Then you're going to have people that are advanced. Okay? People that are advanced are usually people in their 30s, their 40s, their 50s who have business experience. They ran a cleaning company. They ran an accounting firm. They own their own business. And they don't want to waste any time looking for deals for somebody else. They just want to buy their own stuff. Okay. So, there's four levels to this. There's the new or worse than new. I've done nothing. I know nothing. I am afraid that I'm even on this live stream right now. I shouldn't even be paying attention. Then there's the intermediate that go, I'm ready to take action. In fact, I'm willing to go and kind of partner with people. I'm excited about that. I'm going to treat this like a game. Then there's the advanced people that are like, you know what? I want to do this for myself. Okay? Or I'm sorry, experienced people want to do it for themselves. And then advanced people are like, I am ready to go. I'm going to go and take over the entire world and be done with this in two or three years. Okay. Hi everybody. Okay. What if it's your first time? Elena Kerta. Okay, so here's what I'm gonna do. I'm gonna bring you guys up on the stage. I've got I don't know 300 plus people hanging out on the live stream. Good to see everybody. I'm going to invite you guys to the studio backstage. So, we got 350 people here today. Welcome, welcome, welcome. I'm going to put a link in the side chat on YouTube. You guys can see it. httpsreamyard.comxyz pdq, whatever the heck it is. I want you guys to go in that chat, click on that link or copy and paste it, whatever. See, here's here's the difference also between new and advanced. New is they're going to see the link in the side chat, and if it's not clickable, they will immediately melt down. And instead of doing what the advanced people do is they copy, they open up a new tab, they paste it, and they figure out how to get into the live stream, those people just have a different mindset. Look, I got John that popped in here. So, John's already figured it out. Okay. So, John, you got to turn your camera on. Same with S. Got to turn your camera on. And I'll go through and do a little bit of one-on-one with you guys. Okay. And I'll I'll kind of walk you through whether you're new, worse than new, um, intermediate, experienced, or advanced. We'll kind of go through and give everybody a little bit of love. What's up, John? How you doing? Of course, you're watching a live stream on your phone. I freaking love it. >> How's it going, buddy? >> Pretty good. What do you got for me today? Are you Are you brand new? Are you experienced? Are you inter intermediate or advanced? >> Uh, beginner. I'm actually in Gator and sub 2. >> Okay. Love it. So, I made a post this morning. If you're in sub 2, you should not show up to any of my free live streams, but I freaking love it. What do you got for me today? How can I help you? >> I was just actually on my way to go check in for work, and I saw you were on, so I might as well hop on and get some training. >> Okay, cool. So, uh, what is it that you want to do, John? Let's let's go through and talk about that. What is it that you want to do? This is going to be everybody's biggest problem. You don't even know what you want. >> Uh I'm in my W2 right now. So, um I'm trying to scale out of that and leave my W2 and build some cash flow. Been on the training with you and >> and challenge right now. >> So, that's that's foundational stuff, right? That's like when I when I say to to my wife, I say, "Hey, what do you want to go get some? What do you want to get to eat tonight for food?" And she says, "Food. I want food." Great. What do you want? And her response to me is, "Food. I want food. You're giving me food as an answer. >> Okay. >> So, when people say I want to quit my job, that's a stupid answer that only stupid people will say. John, you are a highly intelligent person. So, let me fix the way you're going to say this, okay? >> And I'm going to get I'm going to give you the opportunity. I'm going to kind of structure this for you, okay? When you see yourself in 5 years, what do you own? What is it making for you? What does your life look like? That is what you want. Okay. So, I'll give you a good example. I have somebody I talked to yesterday in sub 2, our private community, and they said, "Pace, I want five RV parks in the next 24 months. Those five RV parks, I want them to be netting $10,000 a month. and within 24 months, I want to be at $50,000 a month in my pocket and be able to start hiring some team members to help me take even that business off my plate. And I go, "Okay, cool. I love that. It's amazing. It's really specific because now we can reverse engineer what you got to do to get there." Okay, so for example, can I reverse engineer for you what you need? I think the answer we obviously know is no, I can't help you. Right? When people say, "I want to quit my job." I'll go, "Great. But what do you want in your life?" Okay, there's another way you could go. Some people go, "I don't want RV parks. I'm really excited about assisted living. I'm really excited about sober living. I'm really excited about um I'm really excited about buying laundromats." Amazing. Now, I know how to give you advice based on where you want to go. Okay. >> What What is the asset you want? What does your life look like financially in 24 months, 60 months, whatever it may be? And what is that number? So, you got to give me that answer in order for me to help you reverse engineer where you're going to go. Okay. So, let's go. Let's just pretend five RV parks. Are you cool with that? >> Actually, I was working on um Yeah, I'm cool with that, too. But, um now that you're triggering my mind and I was in Nelson yesterday yesterday and I got the business owner's card. He's still doing the actual service and he's the owner. He survived through COVID. Um, he's been in business 11 years. Um, I go in there because I feel comfortable, but in in my mind, I'm like, "Okay, how do we get him out of his normal job and make him a managing partner, but I need the capital to take over the business?" Essentially, that's where I've been um heading over to Sub 2 because I know you guys do zero zero business now. >> Okay, cool. So, what kind of business was it again? It's a nail salon. >> A nail salon. Okay, cool. Asian dude. >> Uh, Vietnamese. >> Vietname. Yeah, that's Asian. Just you know, Vietn V Vietnamese is Asian, just FYI. >> Okay, John, >> John. Um, okay, cool. So, Asian dude wants to retire or has he not indicated that yet? >> Uh, no. He seems like he still wants to to work >> in the business, you know? So, >> so why would he need you then? Are you sure this is an opportunity you actually want to follow? >> Uh, I would I wanted to I want to scale. I want to bring more locations and basically he's the managing person that has the the sauce of what his business is doing and it's running well. >> Okay. So, why does he need you? >> He doesn't need me. >> Okay, cool. So, why is this an opportunity for you? Or was it was the opportunity just something that enlightened you that got you really really excited? Um, in terms of business and cash flow, I looked at laundry mats. I have my eyes on certain things in my daily life. So, I'm always keeping my eyes open in terms of opportunity. When you when I hear your information and you go about the zero business, uh, zero down business, you're you're peing my curiosity in ways that I can engage in my daily life. And so, when I go in there, you know, I'm thinking like, hey, cash flow. I don't want to necessarily run it. I know nothing about running a a nail salon or that business, but what I see him doing is he's he's um he's scaling his business in terms of he made it a recent investment into it to make it nicer, but overall having a conversation with them, he's not in um >> Okay. So, John, go ahead. >> John, this is not an opportunity for you. >> Okay. >> It's not Okay, so this is what everybody's biggest problem is. You not everybody's biggest problem. Here's what everybody's biggest problem by far is the problem you're currently faced with. Okay, which is um Hold on. Let me change up my screen a little bit real quick. Got to make sure that you guys get a se. Okay, cool. So, everybody's biggest problem is they don't know what they want. Have no idea what you want. You don't you don't know. And so, what you're doing is you're floundering all over the place. And when you run into a new opportunity, you go, "Oh, there's a good opportunity. I'm going to chase that." No, that is not how opportunities pop up. We create opportunities by digging for them. Right? If I was a prospector and I was digging for gold and I ran into gold, I wouldn't be surprised. But if I was walking down the side of the road and I saw a gold coin, I wouldn't tell people, "I'm a gold prospector." Right? You just ran into a random guy with a random opportunity. That is not where deals come from. Very rarely have I heard anybody go, "Oh yeah, I was just, dude, I was just at that nail salon and like I ended up buying this thing at zero down." We go out and we look for the thing that we want and we have to look for it in a specific amount of times and we have to submit uh submit a specific amount of offers. Okay. So, John, let's reverse engineer. Um, you want to do nail salons. Is that what you want to do? >> Yeah. >> Okay. Is it yes, I want to do nail salons, or is it I'm not quite sure? >> I'm not quite sure to be honest. >> Okay. Do not do not do not do not do not flounder around. You need to figure out exactly what it is you want to go focus on for the next 90 days. So, you and I, I'm going to hold you accountable. What is the thing that you want in the next 90 days some momentum on? Is it laundromats? Is it nail salons? Is it RV parks? Is it buying a business? Is it real estate? What is it in 90 days that you could wave a magic wand and magically you've got momentum and traction on that thing? >> Just real estate in general, but business. Yeah, I'm a have a business major, but I'm an active business. >> Bro, do you see what you literally just did? You said, "Well, real estate in general and business. I'm a business major." Holy crap, bro. How can I help you if Oh my gosh, John, you see what your problem is? >> Yeah. >> Okay. I think what it is is you're so excited about everything. Everything seems so fun and exciting. So, in your mind, saying some saying yes to something for the next 90 days means you're saying no to everything else permanently. That's not what you're doing, my friend. You're going to go and acquire some skills that will allow you to do all the other things. And I'll lay out some of those skills for you in the next five minutes. But let's identify one thing. Don't give me a response that's generic. Nobody wants generic. Give me a specific response that you would feel good in 90 days. You want me to help you give you kind of give you a framework of this? >> Sure. Please. >> Pace. I want to be in real estate and I want to own my first rental in the next 90 days single family co-living style in this city. That is a specific request that somebody could reverse engineer and give you a game plan to. So again, Pace, I want to jump into single family next 90 days, I'd love to own a rental in co-l livingiving in blank city. That's a specific response to the question that I was asking. So what would you like, John? Anything that you think would be exciting for you to have some momentum on in the next 90 days? >> Yes, multifamily. >> Okay, cool. So multif family, let's talk about this. So, we don't want to do single family at all. >> No, sir. >> Okay. So, a couple of things I want to let you know. When we jump into single family or we jump into multif family, the time from I'm committing to doing multif family to I have a deal in my portfolio goes up about five times the wait time between single family and multif family. So, for example, if I want to jump into single family, I could have a deal in my portfolio within 2 to 3 weeks with no money out of my pocket with tenants in the property, no banks involved, no credit, none of that kind of stuff. I could do that in two to three weeks. Okay? If I want to go multif family, we're now jumping like we're going from white belt to black belt really, really quick. And so, you're going to need patience with this. You're going to have to acquire a completely different set of skills with this. Okay? So, for example, you want to jump jump into multif family. I'm going to tell you, you're probably not going to have your first deal in multif family unless you do a couple of things. Okay. So, let's go through those couple of things. How much time do you have with me, John? >> Today, >> John, did somebody send you to tease me? >> No. No, sir. Actually, I didn't even know I'd be getting through. I thought I was jumping on a basic training and I didn't even know if you were live, but you're live and you're talking directly at me. So, you're just like blowing my mind right now. >> Okay. >> Expect it. Right. >> John, do you want me to keep going with you or do you want me to go to somebody else? >> No, keep going with me, please. >> Okay. So, I asked a question. >> I have time. >> You have time. Cool. Thank you. I appreciate it. I I I need to know that I got that time, which is really important. So, thank you so much. I appreciate it. All right. Cool. So, we're going to go into and let me focus on this. It is so interesting how to make this. There we go. Cool. This whole software is change around a lot. So, thank you guys for the patience. Okay, cool. So, you want to jump into multif family. You want momentum in the next 90 days. Okay. If I'm brand new and I want to have momentum in multif family in the next 90 days, I won't tell myself I'm going to have a deal. I'm going to throw that out the window. And the reason being is because multif family requires a whole separate not separate, a whole completely new layer of skill sets. Okay? So for example, here's a skill skill set you don't need in single family underwriting. You don't need a skill called underwriting in single family. Why? Because in single family, the skill you are acquiring is called comping or comparing. Right? You're looking at a flip that was done down the road and it's a threebed, two bath house. It sold for 400,000. Your house is an identical match, same year. Well, it's obvious that your house is going to be a $400,000 house, right? Pretty simple to comp a single family property. Very simple. With underwriting, there's about 50 layers inside of underwriting for you to understand whether this is a good deal or not. You're going to have to learn words like NOI. You're going to have to learn words like LOI. You're gonna have to learn words like IRR. You're gonna have to learn words like SEC. all sorts of acronyms in order for you to have a deal in your portfolio. So, if I want to be really good at multif family in the next 90 days, here's what I'm going to do. I'm going to make a goal. And my goal is going to be very clear. It's going to say in the next 90 days, I will have the skill of saying yes or no to a deal. And if it's a no, what would it take to be a yes? So for let's go through this. John, I can hear you. I can't see you right now and neither can anybody else, but they can all hear you. John, if in the next 90 days I sent a multif family opportunity to you via email and you could look at that and go, that is not a deal. But if I turn this and I turn this and I turn this knob, it becomes a great deal. Would that be a skill that you would consider a million-dollar skill that you could have for the rest of your life that would convey into buying businesses or nail salons or other things? That would be a powerful skill. Would you consider that a powerful skill? >> Yes, sir. >> Okay. So instead of telling yourself, I'm going to go out and get a multif family deal in my portfolio, what I would do is say, in the next 90 days, I'm going to submit 45 offers on multif family that are absolutely so obnoxiously low that I know I will not get those deals, but I'm going to go through the practice of every other day finding an opportunity, submitting an offer, finding an opportunity, submitting an offer. Now, you're in the sub 2 community, so you have a cheat code. What's your cheat code? Your cheat code is you have an underwriting course that will teach you how to underwrite. You also have four Zooms every single week where experienced people inside of our private community are underwriting every day where they train the next layer or the next group of people in sub 2 how to now underwrite their deals. So, you have the cheat code that other people in here that are on the live stream do not have. Okay. You already have that cheat code. You must just be very, very brand new. John, would you say you would be very proud of yourself that in 90 days I could send you a nail salon and its financials? I could send you a multif family and its financials. I could send you a laundromat and its financials and you could tell me whether it was a good deal, a bad deal, and where to get the money, whether it's seller finance, sub 2, private capital, what have you. Would that be an incredible skill for you to obtain? >> Yes, sir. >> Okay. So, what I would do, John, is I would go and I would um go and make that as my goal. That is where you want to get started. You are in the sub 2 community. So, you have four Zooms a week that are all about underwriting that are live every other basically every other day, a little bit more often than every other day. And I would go in there and I would start looking at multif family opportunities. Pace, where do I find multif family opportunities is another conversation. Okay. Um, let's go to, you know, I want to pull somebody up that's not going to be a total knucklehead. I got a whole su. What's up? How you doing? >> What's going on, brother? How are you doing? >> I'm good. What do you got? >> Well, actually, I had a question. I've been on some of your >> Okay. Bye. You guys come on my livea stage and you have questions that have nothing to do with what we're talking about. You guys are wild. Okay. Frank, what's up, brother? How you doing? Frank, you are muted, brother. You got to unmute yourself, my friend. It is up to you to unmute yourself. >> There we go. How you doing, Pace? >> I'm good. Where what would you What would you consider yourself? Uh, new, intermediate, experienced, or advanced? >> I'm advanced and I'm starting over. I'm advanced. >> Okay. And why would you consider yourself advanced? >> Well, I've done uh lending for about 15 years, plus I did new construction. Plus, I did new construction commercial. Plus, I did I did flips. Plus, I was a landlord. So, I have all that under my belt, but I'm looking to get in the pace community, and I'm looking I know what I want, and I'm just trying to get the money to go ahead and get started over again. But, I've done a lot of things in 15 years. >> Okay. I love that. So, I would I would consider you um definitely experienced or advanced. Definitely, you are correct. You have the mindset of taking action. So, you don't need to play around with a mindset of somebody babysitting you all day long. Like somebody who's brand new or worse than new. Their biggest problem they have is mindset, right? I need somebody to babysit me. I need somebody to hold my hand. I need somebody to tell me whether I'm doing a good job or a bad job every four minutes or else I'm going to quit. That is a new person or worse than new. That's not you, Frank. Frank, where do you live, brother? >> I'm in Jersey. >> Okay, Jersey. Cool. Love Jersey. We have about 700 members in our community in Jersey. It's a great place to do deals. South Jersey is awesome. You also have all these other >> all these other places that you can do. Now, Frank, 90 days down the road, what is it that you want? Is it a business you want to own? Is it a multif family deal? Is it uh an RV park? Is it a handful of single family homes? What is it that Frank wants in the next 90 days? In the next 90 days, man, you just laid out made me happy today. He's asking that question, baby. All right. uh the next 90 days I want to have at least >> let's say four four or five single houses >> and I want to be able to uh have done a couple uh flips within that as well generate some wealth for myself >> and then I want to also open up uh the ability for me to have time freedom so I can go into my motivational speaking and other things I want to do with my life and take care of my family because my family been through a lot uh my daughter's been through it both my daughters been through a lot and my wife been through a lot. So, I've been the sole surviv provider for my family for the last 25 years. I ran a net. >> Yeah. >> Okay, cool. So, Frank, um, you won't accomplish all that in 90 days. Even Even I >> So, let's let's talk about that for the people that are new here today. Okay, for the people that are new here today, by the way, guys, I'm going to hang out over here and kind of just go through and give everybody a little bit of game plan. Hopefully, this is helpful. Yes, I can see the side chat. People in the side chat keep saying, "Pace doesn't look at the side chat." I'm trying to pay attention to the person I'm I'm talking to. Okay. I'm trying to pay attention to the person I'm talking to. So, um let me give you guys a link in the side chat. Tomorrow I have a really deep dive training on creative finance. Let me give you guys that to uh for tomorrow. This is a deep dive training specifically on creative finance and how to utilize creative finance. Um there's a link in the side chat both on the live stream and on YouTube. Let me pin it for everybody. So you guys can see it over there. All right, cool. I do see you guys in the the side chat. I can pop the side chat up. We can actually even show people on the side chat that we are live. You guys can see it in the lower right hand corner right underneath Frank. Okay, I am trying to pay respects to the person I'm communicating with. So please, if you're in the side chat, don't be one of those people that requires me to look over at you. I want to give love and appreciation to the people that had some courage to come on the live stream. Okay. Thank you. Um, all right. So, Frank, >> can I say one thing before you go into >> Bro, you already said seven things. What the hell? >> Thank you so much because you're an awesome guy. That's it. >> Thank you. Okay. So, Frank, let's let's dial this back just a little bit on the expectations that we need in order for Frank to get some momentum. Okay. So, if you're advanced, here's what I would suggest. It's pretty basic. If you're advanced, you already have a handful of things. You have connections. >> Yes. >> Okay. What What's a connection that you need to go out and fix and flip, which is what Frank said he wants. Well, you have connections like myinvesloan.com. Myinveso.com is a company I use to fund my fix and flips. They are also the company I use for my DSCR loans. And if you're advanced, you know what a DSCR loan is. I'm sure if you were in lending, Frank, you probably did a bunch of DSCR loans for people. So, myinvesone.com is a resource you probably need. The other thing you're going to need in order to get up and going is you're going to need a title company to go out and buy these deals. I'm sure you have title company or a closing attorney. You're in Jersey, so you guys have closing attorneys. Cool. So, boxes check there, right? The next thing you're going to need is you're going to need private money. Okay? If you guys want private money, I will give you guys my private money lender list tomorrow on the training that I have. Link is in the side chat. It says https/sub2.sjv blah blah blah blah blah. I will give you private money letters tomorrow. Okay. So now what are the activities and the actions that Frank has to take? Well, Frank already has skills. Here's a skill Frank has. He already knows how to comp. He already should know contractors. He shouldn't need any of these things if he's advanced. And so, where does an advanced person start? A very different place than somebody who's brand new. Okay. So, if I'm frank, here's the places I'm going to go right away. A, I'm going to go to places like creativelisting.com. Okay. Why would I go to creativelisting.com? Well, because I can just buy sub two deals for my single family rentals from PACE's students that are already on that website selling deals they've already negotiated and they've already set up. Okay? So, you don't need to go out and do any of that work if you're advanced. You already did all that work a long time ago. You built up these things when you were brand new. So, you don't need to go out and hustle anymore. You can just buy deals. Creativelisting.com is a good place for you to go. Another great place for you to go would be investorlift.com. Okay, investorlift.com. You can just go and buy deals right now. Like literally, you do not need to go and door knock, cold call, do any of those types of things. Now, if I'm brand new, it's very different. Okay, this is where everybody's having a hard time in their life. You guys are not Frank. You don't have Frank's skills. Okay. So, if you guys are brand new, you're gonna I'm gonna give you I'm going to talk to somebody else that's brand new here in a couple of minutes. Frank is not brand new. He's more advanced. So, check this out. Let's go and do a little bit of some screen share. Okay. And let's go to investorlift.com. If I go to investorlift.com, I can just go and find deals that are for sale literally right now. 5 million other investors are on there. I can just go on there. Now, this does not cost the buyer really any money. It costs the seller, the person who's selling all the money. So, Frank, here you go. You could buy two or three flips today. You could buy two or three sub two deals from my students here today and you could be zero dollars out of pocket on those deals right out of the gate. So, if you guys are advanced, you don't need to wait around and go, "Pace, tell me how to cold call." You don't need to cold call. Why wouldn't I Why wouldn't you want to cold call? By the way, I got to mute um Frank. Frank's got some feedback on his side. So, Frank, I've given you um the answer that you needed. Okay, that is where I would go. Now, why would I not need to cold call? Because if I go and just buy deals from other other people, these people have already cold called for me. I'm advanced. Therefore, I already know how to comp a property. I know how to manage contractors. I know how to manage capital. I know how to pitch investors. That's an advanced person or an advanced mindset. Okay? So, when you're brand new, you're going to run into people that are actively going out there and they're brand new. Uh, sorry. If you have an advanced mindset like Frank, you're going to run into people that are like, "I just need to find somebody else a deal cuz I'm too afraid to buy these deals myself." It's a fear problem. Okay? It's a fear problem. How about claiming small office buildings for sale and leasing out, man? Some of you guys have never even done a deal in your entire life and you want to go and do commercial buildings. What's up, Scott? How you doing? Can you unmute yourself? Scott Morin. >> Hey Pace, how you doing? >> Hey, what's up? So, what are you? Advanced, intermediate, experienced, brand new? >> Uh, probably more in the adv intermediate to advanced category. I used to own seven properties, uh, 14 units, single family homes, duplexes, and a forplex. >> Okay, sweet. So, you're in a position right now where you don't need to go wholesale or find deals for other people. You want to find deals for yourself? >> Yep. >> Okay, cool. So, you would not be considered in my mind new or worse than new like a lot of people are here today. Most people that are watching me on YouTube are people that are saying, "I'm brand new. I have nothing." Okay? And those people need to go find deals for other people. They need to find deals for you. Actually, if I was brand new, I'd look at Scott and go, "Dude, I need to find deals for Scott. Scott, let me pre pretend like I'm brand new with you, okay? >> Hey, Scott, I got your name and phone number. It looks like you're somebody that's looking to buy real estate. Can I find you some deals? Are you open to that? >> For sure. >> Cool. And where are you looking so I can start looking for you? >> I'm in the Minneapolis, Minnesota area, so preferably there, but I potentially am open to somewhere else. >> Okay, Minneapolis. Perfect. So, I'm in I want to go look for deals in Minneapolis for you. What kind of deals are you looking for? Are you looking for single family um flips? Are you looking to hold these properties and are you open to other types of assets besides single family? >> Um, I would like to go bigger than a forplex. >> Okay, cool. So, you want to go multif family? >> Yep. >> Okay, cool. So, I am not You're not going to flip these houses. You want to own these houses, correct? >> Yeah. I'd like to hold them and have the monthly income. >> All right. So now this is a really good matchup between somebody who's brand new, that's me. I'm pretending to be brand new, and somebody who's a little bit more experienced, which is Scott. He's he has active ownership experience. He's own stuff in the past. He knows how to deal with tenants, collecting money, cash flow. He knows how to deal with all sorts of really, really cool things. And so I now am going to look at Scott and go, man, all right. If I'm going to look for deals for Scott, I'm going to have a hard time with this. Only if looking for deals for Scott is going to take me 3 to n months for me to look for these deals. Because once you start venturing into multif family, you're no longer looking at things that are small. You're looking at big bigger things. You have property management. You have funding. You have all sorts of things, moving parts. And if he starts looking at 10 plexes, 12 plexes, 16 plexes, etc., I now have to have more skills at what I'm looking at. And more importantly, Scott is not going to buy 10 deals a month. So, if I'm brand new and I'm wanting to make today money, Scott is probably not a good fit for me. I'm going to say that again. If I'm brand new and I want to make today money, which means I want to find a deal a week for somebody else, Scott is probably not a good fit for me. Scott's probably going to buy four to eight deals this entire year, which means he's going to buy a deal every couple of months. He's going to get it up and operational. He's then going to be ready for his next deal. Scott's not going to be working three, four, five deals simultaneously. Scott is just getting back on track, building momentum from scratch. He's not a big powerhouse that's going to be buying 10 deals a month. So, if I'm trying to get active income as a as a new person, finding deals for Scott is not going to be my sole priority. However, if I run into opportunities that are a good fit for Scott, I will then call Scott. Or this is, see where this is really challenging is this is all determined on your personality, your individual desires, etc. Or I might go, I don't really need to get a deal every week. I want to learn multif family, but I'm too new. I don't know what I don't know. And so, I'm going to start looking for deals for Scott. People in the side chat, everybody that's on the live stream today, think about this and tell me in the side chat if you are brand new, do you need today money on single family where you need a deal in the next 30 days or are you okay getting a deal in the next 3 to 6 months and finding a deal for Scott that your finders fee would be double or triple what it would be in a single family deal? You guys tell me in the side chat where you are, please. Okay, so you got uh Erica says, "I need today money." Amazing. Would you guys want to look for Scott as your f as your buyer or do you want to go find a different buyer? Okay, I know you want today money, but what does that mean? Like, are you okay looking for a deal for Scott or do you need to go uh There you go. So, everybody that's thinking, I need a deal in the next week. Scott is not a good fit for you. Okay. However, let's talk about 21 says, I want to find a deal for Scott. You see how this is different for every single person that asks this question. Where do I get started? Okay. Um, somebody says, "What's a good time to set up appointments for you?" Um, you will never set up an appointment for me. If you are in my private commuter, you would set it up for my team, but not for me. Scott, so you want Minneapolis, multif family, anything um that's too small. Uh, I think I think I was listening to you at one point and I think you said uh if you you probably don't need a property manager unless you go above 50 units. Am I remembering that correctly? And if so, I think that's what I would like to target is something because I'd like to have a property manager. Um, yeah. So, uh, what I've said in the past on multif family is that if you have 50 units or more, you can afford a property manager because there's obviously enough revenue, right? So, 50 units or larger is what you're looking for in Minneapolis. Okay, perfect. Now, if I'm brand new, let's talk about how I'm going to help Scott. And if I were Scott, let me tell you, if I were Scott, what I would go do, okay, if I'm Scott, Scott's not brand new. He has a lot of experience. Scott is not going to go out and do the hustling like he probably would have in his earlier years. Somebody else should be doing that for him. So Scott is a buyer. Okay, that's what Scott is. He is not a wholesaler. He's not a fix and flipper. He's a buyer that is going to buy probably three to five projects this year. He wants to buy 50 plus units in Minneapolis. Cool. So, if I'm brand new, people in the side chat, I would reach out to Scott and say, "Scott, I want to go and find opportunities for you." And I would do A, I would bird dog for him. B, I would set appointments for him. Or C, I would wholesale deals to him. There is a difference between all three of these, and it determines on your personality and your style and all of those types of things. So bird dogging means you're going to go find people that already have contracts. So let's kind of draw this out for you guys. Scott's a buyer. You are the the middleman that has Scott now as your first step. Your first step when you are finding deals for other people is find a Scott. Okay. Your job is to find a Scott. Cool. So we got Scott here. If I'm going to go do bird dogging, that means I need to go find people that are already doing deals in Minneapolis and I'm going to tell all of those people in Minneapolis, I have a buyer that needs me to bring them a deal in the next 20 to 30 days. What do you have? So, where do I go for that? Well, I could go to Facebook groups. I could join communities like Sub 2. I already know where I'd go find you deals. I'd go to Darina, Alexa, and Minneapolis. That's the value of being in the sub2 community. You have people that are doing deals in every single country, um, every single state, every single city, all of those things. Three, I could Google cash buyers and start having them send their inventory to me. By the way, uh, Scott, you could also do the exact same thing that I that this person's doing. It's just that this person might have a little bit more time than you. So, check this out. If I go to Minneapolis and I want to I want to go look for deals for Scott. Okay, I'm brand new. I want to go look for deals for Scott. I'm going to go and type in I could go to Investor Lift, by the way. I could find deals off investor lift for Scott if Scott did not know Investor Lift was a thing. Okay? But you're not going to find a lot of multif family on investor lift. This is primarily single family. Here's what I am going to do. I'm going to go to cash buyers Minneapolis. Okay. Now, why am I looking for more cash buyers if Scott is my buyer? Scott, do you know why I'm looking for more cash buyers? >> No. >> Is because all of these cash buyers are liars. They're all lying to get homeowners attention. Okay, all of these are lying. True North home buyers, M Minnesota, they are not an actual buyer. The original guaranteed cash offer, Chris Lindall, not an actual cash cash buyer. The seven best we buy houses for cash companies in Minnesota. None of these companies buy houses for cash. Um, none of them. Okay. We buy houses Minnesota LLC. They do not buy houses. True neighbor home buyers. Sell your home fast for cash. They are not home buyers. What are all of these people trying to do, Scott? >> Uh get uh leads, get people that are interested on some level and see if they can work something out with them. >> Yes. These are wholesalers. So, what are they doing? They are lying in their marketing to homeowners and they're saying, "I will buy your house for cash." Are they buying their house for cash? No, they're not. They are getting that house under contract, right? Going into the the living room of these people's houses. And uh somebody says bird dogs. No, the bird dog is not that is not what a bird dog is. You guys are so confused by what bird dogs are. I have a dedicated bird dog training on uh Tuesday this week. Let me fe see if I can find that the link for that training. Hold on a second. I do have a really great training tomorrow for you guys. It's dedicated on creative finance. Today is just kind of giving people some one-on- ones and some guidance. Hopefully, it's helpful. Um, link in the side chat is for tomorrow's training that is all creative finance. How to buy businesses, RV parks, single family houses, whatever it is that you want, multif family stuff, all without money out of your pocket, without credit checks, without banks. That is tomorrow. Okay? So, that is the link in the side chat. I'll give it to you guys again. And if you guys want to come and hang out with me tomorrow, a lot faster paced training than today. Today I'm just doing a fun free training giving people a little bit of guidance. Hopefully it's helpful for you guys. For those um for those of you guys that want to learn more about bird dogging, I will give you that link in a little bit. Okay, cool. So, Scott, these guys that are going out and spending money on marketing, they're trying to get the attention of homeowners that are in distress, that don't want to work with real estate agents, and they're going into their living rooms. Okay, I'll give you a good understanding of what this looks like. Hopefully, this is helpful for you. I wish there was 5,000 people on here paying attention to this because it really is truly that valuable. Check this out. So, from 2013 to 2018, I did this full-time. 2013 to 2018, I was what you would call a we Buy Ugly Houses person. Okay? And maybe, maybe not. Uh, most people know this company. It's the name of the company is Home Investors, but people don't think of them as homebusters. They think of them as we buy ugly houses. So, check this out. We Buy Ugly Houses. It's a company called um Home Investors. Okay. And it's got like this really funny caveman looking guy. Scott, have you ever seen any images like this before? >> Yes. >> Okay. So, did you know that this is owned by Subway Franchise Company? It is a massive massive massive multi multi multibillion dollar organization with over 1,400 franchises across the country. Did you know that? >> I knew that because I heard you say it on a different video. >> Okay, cool. So, these people were the original we buy houses for cash people. Okay. And everybody else copied and emulated them and kind of made them ironically turn into cavemen. They're they're uh mascot is a caveman. Now, they're a little bit outdated, but there's still 1,400 of these people, >> okay? They're all over the country. Everywhere in the United States, there is somebody that is a we buy ugly houses person. Now, what are they doing? They're spending I was spending $20,000 a month in marketing. >> Wow. >> That's nothing. I have I had people that were in my like area that were territories right next to me that were spending $200,000 a month. Okay. >> Uh Oh, yeah. Big business. Okay. And let me show you. I'll do a screen share again. I'll kind of give you some understanding of hopefully this is all helpful just general good information for you guys. I think a lot of people have no clue >> for sure >> that this is what's really going on in the real estate business. So Doug Hopkins for example, this guy is freaking awesome. Uh let's go Arizona. If you go to Doug Hopkins, he is quick cash Phoenix homes by any house. This guy spends $400,000 a month in billboards, TV, radio, Facebook ads, everything you can imagine to get homeowners attention. >> Wow. >> 400 grand a month. So there are literally tens of thousands of these people all over the country. people spending 400 grand a month all the way down to people spending 10 grand a month on getting homeowners attention. What are they trying to do when they get the homeowners attention? Let's draw that out so people understand this. These people already exist. Okay, this is what I did from 2013 to 2018. This is how I got started in the business and I realized I should have upgraded and started buying things. I I realized that a little bit late. Okay, so here's what happens. Doug Hopkins Actually, I shouldn't use Doug's name. I love Doug, but people are going to think that Doug's the only person. So, let's just call it the ugly house people. Okay. What these people are doing, spending money in marketing dollars to get the attention of homeowners. These homeowners are going through things and they need speed and convenience. They are not a good fit for real estate agents. They are only a good fit for off-market people. In fact, I bought a deal from Doug Hopkins about a year ago, and I'll tell you the story of this so you understand this. Okay? Doug Hopkins spends a lot of money to get attention. This homeowner gets their postcard. This homeowner calls them up and says, "Hey, I want to sell my house." as fast as humanly possible, these ugly house people go right into the living room. The name of the game is getting into the living room to meet with these people face to face. Why? Because you always get a better deal. The rule of thumb is that you close 30% more transactions at 30% deeper discounts when you meet the homeowner in person. So these people are going out, they're marketing. In order to even market, guys, these people have to know what size billboards, what color, what font, what wording, what image, what brand, what every single thing, how much money to spend before you're out of money, before you get more deal. There's so much to know about this that this is I'm so grateful this is where I started because it taught me everything I wanted to know about real estate. And they're spending money on marketing to get into these homeowners houses. Do you think Doug Hopkins is going to try and do all these closings over the phone when he spent $400,000 in marketing this month on billboards? No. Him and his partner, they split the valley, Phoenix Valley. One's east coast, one's west coast, and they run into homeowners houses, and they get these houses under contract at a deep discount. >> Okay? So, what they're doing is they're they know how to comp. They know how to underwrite. They know how to get these properties under contract at the right price. Okay? So, they'll go in there and they'll get a house for $200,000 that could be worth after a renovation $450,000. They know that they're they don't want to flip houses. That's not what they do. There's no way Doug could flip the as many houses as he gets from $400,000 in marketing. I'm going to say this again. Doug is one of tens of thousands of these people. >> It does not matter what city you go to. Do it right now. Go Google it right now. Type in and if you guys want me to give you a list of all the wholesalers I have, I have a list of all the wholesalers in the country. It's not all of them. It's all the ones I have. I will give you a list of all the wholesalers tomorrow on my training. I have a training tomorrow that's all about creative finance. I will give you that list of all my wholesalers. Just give me a day to compile it and I'll give you a list of all these Doug Hopkins types of people. Doug is an amazing person. All these people are out there are amazing people. I love wholesalers. They're amazing. Okay. So, he gets it under contract for $200,000 hypothetically and he's going to sell it to you for $250 and he's going to make a $50,000 fee, a wholesale fee. He did the marketing. He did the sales conversion. He did the paperwork. And before he even did that, he did all the follow-up over and over and over and over and over and over. The average deal takes 13 follow-ups or more. So, he's cold called, he's marketed, he's driven to the house, he's followed up, followed up, followed up, followed up, followed up, followed up, followed up, followup. Before they get the actual contract, they get that contract, they sell the contract to you. Pace, where can I find those contracts for sale? If you are intermediate, experienced or advanced, you can go and buy those deals right now. Creativelisting.com, investorlift.com, Facebook groups, you can go find those right now. So Scott, you don't need to go cold call ever in your entire life. You never need to cold call. You ne never need to market. You never need to go and find a homeowner and learn negotiations. You don't even technically need to learn paperwork, my friend. You just need to go to the Doug Hopkins in the world and go, "Bring me all the deals and I will buy the ones I want to buy." And if you had 10 Doug Hopkins, you would have nine Doug Hopkins too many. Like I could literally I I could build an entire fix and flip business. I could build an entire multif family portfolio off one or two people that are out there finding deals. I don't need to do all the door knocking, the cold calling, all of those types of things. Okay? So go to those websites. You can skip the line if you are not a brand new person. So let me ask you guys a question. I am going to do a bird dog training on Wednesday this I'm sorry Tuesday this week. Thank you Joel. He just gave me the link. Um if you guys want to learn what bird dogging is, I'll explain that to you guys in just a second. There is a Zoom link in the side chat for Tuesday's training and that is only for bird dogging. really kind of lowlevel, low experience. Um, low level means like it doesn't really need a lot of skill. Okay. All right. So, Scott, there are wholesalers that all they do is focus on multif family. >> Really? I was going to ask you that. >> In Minneapolis and they are in my private community. Okay. I will give you guys tomorrow. I'll give you a list of all the wholesalers I have a list of. I will give it to you guys on the training. Today, I don't have that list. I got to compile that and I will give you guys that training tomorrow. Okay. Um Okay. So, Scott, do you need to cold call ever again in your life? >> It sounds like no. >> No. So, this is where knowing where to start based on what you actually want is really important because everybody thinks I got to go cold call. I got to submit offers. No, you don't. Doug Hopkins is spending $400,000 a month. I spent 20 grand a month for eight or six years. like we do all the hard work and then just sell the contract to you. Now the question you're gonna say is well where's the money come from? That's a different question, isn't it? >> Sure. >> But what do I need to do and how do I get started? What I would do, Scott, is I would do a couple of things. I would go and find this week my goal if I were Scott. I would go and find five sub two members that are in Minneapolis. I'll give you guys a big list tomorrow of a lot of wholesalers. And then I would on top of this, I would find five bird dogs. I will explain to you what a bird dog here is in a second that will find me deals in Minneapolis. Okay. Now, my next goal as Scott, now that I've got these groups of people that are doing the hard work for me, I will explain the difference between these two people in just a minute. But if I'm Scott, what I would be doing is I would submitting one offer per day. And if you want to go and do a 50-unit multif family, you're going to probably submit 30 to 45 offers before you get a deal that you like. And you're going to say, "Pace, but what do you mean submit offers to who?" You're submitting offers to these people that are bringing you deals. Give you a good example. Doug Hopkins is one of these people, okay, in Phoenix, Arizona. Doug Hopkins comes to me and says, "Pace, I've got a house under contract and it's I'll sell it sell it to you for $200,000." I then look at that deal and I submit an offer back and I go, "Scott, uh, Doug, that's amazing. I love it, but my offer to you is 180. That's a little bit too high for me. I'll do it at 180. I can't do it at 200." So, you need to be submitting an offer that makes sense to you on every single deal that's being submitted to you. If you had five sub two members and you had five bird dogs, different thing I will explain this in a minute and you submitted. Okay, this is our boy Scott. And if Scott submitted one offer per day, Scott's going to have a 50 plus unit multif family deal under contract in the next 45 days. And you are going to hear 44 nos before you get a yes. Now, this gives you some guidance, but now it also creates proper questions. And you're going to ask stuff like, well, how do I learn how to underwrite? Well, I teach that in sub two, four days a week. Um, but or you could go on YouTube or you could ask Claude or Chat GBT. It's not going to do a good job, but it'll do an okay job. Um, then the next question you're going to ask is where does the money come from? Well, you got to learn how to raise capital for your down payment. Even if you got a zero down deal, a seller finance deal, or a sub two deal, you're still okay. Um, Aesthetic Wellness Program says SBA plus creative finance. Yeah, I don't think as many people use SBA as the as they should. The problem is SBA does require certain things from people that don't have those certain things. Okay. So, Scott, what questions do you have for me now that I've kind of laid this out for you? >> I think um my plan would be potentially maybe a Mori method. Uh try to get a DSCR loan for half of it. maybe get the other half uh seller financed is kind of what I'm hoping for. >> So, if you're going to do a Morbby method, then you need the people bringing you deals to bring you a Morbby method because they're going to bring you an already existing contract. Now, if you want to go out and negotiate more of your methods directly, then that's a completely different set of questions, which is you need to talk to the brokers and the sellers directly, which means now you need to go do the marketing, you need to do the follow-up, you need to go to the appointments, you need to be submitting the offers, doing the paperwork, all of those types of things. Or you go to the people in the sub 2 community, like Darina would be a good example, and say, "I'm looking for multif family that you can get under contract for Morbby method." and bring those to me. If you actually line that out with them, then they will bring you what you want. It might just take them a couple of months to ramp up that marketing mechanism, if that makes sense. >> Yep, that makes sense. >> Cool. So, you've got some skills that you got to either acquire, but the goal would be um and and this is where everybody kind of loses it. Okay, I gave you the framework. What I would do if I were in your shoes, I would literally just call five sub two members, people that are in my private community and I would say, "Hey, my name is Scott. I'm looking for 50 plus unit multif family. Send me what you have and I'm going to check in with you if you don't mind every 2 to 3 weeks to just make sure you're sending me what you have. Here's my categories. Here's what I'm kind of looking for. If you run any anything, let me know. I'm happy to pay you a fee." Cool. I'm also going to start telling people that are bird dogs, completely different thing from Darina and people in sub 2. Okay. and say, "Bring me what you see. Anything you see, bring it to me. I'm happy to look at every single thing." And now your main time, the time you are spending is looking at deals other people are sending you and saying, "This is the type of property I want, but it's not a good deal unless you can go back and renegotiate it under these terms, if that makes sense." And so that is your daily activity. That's the action you should be taking every single day. You sit down for 30 to 45 minutes and you go, "All right, my goal today is submit a new offer every single day based on something somebody else negotiated for me and within 30 to 45 days I'm going to have a deal under contract that I'm going to be impressed and happy about." That's exactly the game plan. Now, if in 3 weeks you haven't submitted an offer, then we know what the problem is, right? The problem is not you don't need more information. The problem is you're just not doing any >> action. And now maybe you got to ask a different question which is hey why am I not taking action? It's going to be something mindset related sadly. >> Yep. Yep. >> Any questions whatsoever? >> I don't think so. Thank you so much for all that you do. I've been learning a ton. >> Okay. No problem. Appreciate it. Okay, cool. So, let's go to Cha Mitchell. Um, how you doing, gal? >> Oh, I'm great. How are you? >> Good. Tell me how to say your name properly. Shauna. >> Shauna. Of course. All my black friends, your parents, I swear to you, I thought I I I thought I had a unique name and then I made all my my black friends in like my 30s and 40s. You guys, your parents like, "Let's not spell this >> anything like anybody will guess. Let's spell it unique." So, I love the unique spelling. It's awesome. So, Shauna, I'm going to guess you're very brand new. You're You're worse than new. Is that correct? >> Actually, no. >> I'm actually a real estate agent. Um, >> oh, that's girl, that don't mean anything to me. In fact, sometimes that's worse. >> I'm a very smart real estate agent. >> Okay, cool. I mean, most of the people that I meet that are really bad at real estate are actually licensed real estate agents. So, um, so you've been doing retail sales, buying, selling, all that kind of stuff with real estate uh uh buyers, like retail buyers. >> Yes. Yes. >> Okay, cool. What do what do you want to do more of? Forget about real uh being a real estate agent. What do you want in your life? How do you want to change your life? So, I want to do multif family. Me and my husband already own two homes um full paid. One's rental, one's a um investment, one's are the one we live in. >> Love it. >> So, I am looking to do a multifamily to do something different. >> Okay, cool. >> Single family. And we also have an insurance agency that we've owned for over 30 years. >> Love, love it, girl. You are you're advanced. I love it. Okay, this is great. Okay, cool. So, let me give you I'm gonna have pretty similar homework to you that I gave to Scott. Like very was what I was saying about Scott really really like resonating with you. >> That and then the previous guy also >> John >> John yeah I wrote some notes. Um basically I need to go and do 90 days of skills and saying what's yes and what's no for the multip. >> Yes. Okay cool. So, let's go through that for just a second. Then I'm going to explain to everybody I'm going to explain to you what the difference between a wholesaler and a bird doggy is if that's okay with you. Is that cool? >> Okay, cool. So, this is something that commonly gets misunderstood because people just assume anything that you are doing to find somebody else a deal means that you are bird dogging for them. That is not correct. So, let's go through what this business looks like. So, guys, you just saw Scott. You now you see Shauna. These are both advanced people that are ready to buy deals, which means they don't need next week's bills paid for from a deal. They have money coming in. She has an insurance business. Both her and her husband work. The last thing this girl should be doing is wholesaling and probably making fix and flip any part of what she's doing. I wouldn't be doing fix and flip. It was like unless it was like a side project every once in a while. You guys need to be buying stuff. Okay? So, in order to buy stuff, you need to be saying no to stuff really, really often. Okay, I'm going to give you kind of a framework of what I do when I'm looking at um RV parks and also businesses and multif family. I've got a big multif family under contract right now, 20 million. I've got seven, I think, RV parks under contract. I've got three businesses under contract and a whole bunch of other stuff. Doesn't matter. It's all kind of the same thing. We're gonna reverse engineer and figure out how many times I need to say no to something before I get a yes. Okay. So, um let's go through and kind of line that out for you. So, if I want to go and buy multif family, I'm going to have to identify what I'm actually looking for, what I want, so that I know what to say no to. Well, why pace? Why do you need to know what to say no to? Well, because you are going to say no way more times than you say yes. Okay? You never you're ne only dummies I want you to write this down. Only dummies wait for a yes to submit an offer. You submit a an offer on every single deal that is sent to you whether it's a bad deal or a good deal. Let me explain and Shauna you can intro uh um interject anytime. Cut me off anytime. Okay. >> Okay. Thank you. >> Okay. So the skill that Shauna needs to learn, number one skill that she needs to learn is underwriting. Okay? And by the way guys, for anybody that comes to the training tomorrow, um I have a a training tomorrow. Let me give you guys the link to that. I will give you this underwriting spreadsheet. And if you want, I'll even start out tomorrow doing an underwriting session on a multif family deal. deal. I have a multif family deal under contract right now and I'll underwrite that deal for you. Link is in the side chat says https blah blah blah blah blah. You got it. Okay. So, Shauna, you're going to want to learn underwriting. >> And why are you going to learn underwriting is because you want to learn how to say no. And you want to learn how to say no 50 plus times. And until you get 50 nos, I don't want you to expect a yes. Shauna, do you have do you have kids? >> Yeah, grown kids. >> Okay, grown kids. Cool. Are they married? >> No. >> Okay. If they are actively dating, right, they go on one date. You don't want them to look for a reason to to go on a second date for these people. You kind of want them to look for a reason not to in some ways, right? You want them to look for the no. like what are where are the red flags that I can avoid wasting my time going down the road with this person. Make sense? >> Exactly. Yes. >> Okay. So, imagine this. This is a this is a skill. If I could give this skill to all of my children, your children, we would all be benefited from this. I would tell my my kids, you do not you cannot go on a second date with anybody until you have told 50 people why they don't deserve a second date with you. Now, here's a good example. My daughter goes to her first date. Let's say I my daughters are nowhere near dating age, but and I'm praying to I'm praying to God they never become that old. But if my daughter Corbin goes and she goes on a first date, guy says, "Well, you know, I'm in between jobs," it's a red flag, right? >> Right. >> Okay. So, she would make an offer. She would say, "Hey, here's my offer to you. Let's finish our dinner tonight, but I want to let you know there's no way you're getting a second day with me unless you have a job in a meaningful career. When that's sorted out, then come back to me. We'll look at a second job. Does that make sense? >> Okay. >> So, she still made an offer, but she knows why she's not going to move forward with it. So, she said, "Hey, I'm interested in moving forward with you only if these criterias or this criteria is met." This is the same thing with submitting an offer on multif family, on RV parks, on businesses, on single family. You say, you give an offer to every single deal you look at. But every single deal for the first 50 better be a freaking no. This is not a deal unless these things are met. The price is way lower. The cash flow is way higher. Here's my offer. I already know you're going to say no to it, and that's okay, but this is my offer. Have a great day. and you move on to the next one. My daughter then goes on a date with a second person, first date with a second person, and she's going to say, "Oh, so you have a job. Why aren't you dating anybody?" Oh, well, cuz I, you know, I got caught cheating on my last girlfriend. Okay, I know immediately that we are ne I'm I'm going to submit an offer to you and the offer is ple here's my offer. Stay away from me. Don't ever come around me. There's no fixing a cheater. Okay. So, my my do I don't I want my daughter looking for the red flags. And when you're learning underwriting, what you want to be be learning in the very beginning is the red flags. Okay, >> cool. We want to submit an offer every single time. So, for example, I've got a deal in Odessa, Texas. Okay? I've got an RV park in Odessa, freaking Texas. And this real estate agent has a park that is so wildly overpriced, okay? Wildly overpriced. She is literally Okay, she's asking for 6.9 million for something that I would offer $3.8 million on. M >> what new people do is they go this is a bad deal and they don't spend any time figuring out what the proper offer should be. Good underwriters go and submit an offer every single time, 100% of the time, Shauna. Okay. And so I go and I send out offensive offers in a nonoffensive way. >> Okay. So I go to the agent and I say, uh, her name is her name is Annette. She's awesome. I say, and I've submitted a lot of offers to Annette. I go, "Hey, Annette, I know this is going to offend your your client. It's not meant to. It's just that this is what I'm willing to pay for what this property is bringing in in income. Here's my justification. I want you to understand how I got to that number. And then I send them a 15minute Loom video that I do not expect them to watch. Shauna, do you know what a Loom video is? >> Mhm. Yeah. >> Cool. So, it's where I make a video >> and they can see what I'm looking at and I send that off to them in a link that they can pop up and go, "Hi, my name is Pace Morbi and I'm submitting an offer to you right now." >> So, I submit one of those on every single deal, even if I know they're going to say no. Oh, >> what most people do is they go they're expecting a good deal to smack them in the face. >> Okay. So, since I started working with Annette, she went down from $6.9 million. She's now at $4.2 million just by me submitting an offer and showing them why I can't be at 6.9. This has taken six months of my life. Now single family completely different world. I wouldn't spend six months on single family. There's a thousand opportunities today right now I could go and chase. But you told me you don't want single family. You want bigger bigger things, right? Bigger is better. I want bigger things. Right. Cool. So if you want bigger things then your patience have has to be a little bit bigger as well. So, the number one skill that I teach my community members is how to say no to the first 50 deals and why you're saying no. So that by the time you say yes to one or somebody comes back and says, "Shauna, >> I'll change all of those things. I'll get a job for you. I'll cut my hair. Heck, I'll trim my nose hair and get rid of my unibrow. I'll do all of the things you're asking me to get to that second date." You're going to get a broker or a seller that says, "Shauna, thank you for that video. Thank you for the offer. we accept your offer. We like it. And that will pop up in your first 50. But if you're not submitting the offers based on what works for you and you're not actually learning what does work for you and why, then you're not going to be submitting those offers. Does that make sense? >> Yes. Yeah. >> Okay. So, the first skill I would want Shauna to learn is how to underwrite deals. >> Right. >> Okay. How to underwrite deals. Hey, what does underwriting mean? It means tell me why this is not a good deal and tell me how it does become a good deal. When you can tell me that, you are a good underwriter. >> Pace, this is a bad deal because they expanded into these areas. They did not permit these areas. There's no way that if I buy this that I can get those permitted. This is immediately a bad deal unless I drop the price $3 million and they give me zero down financing. Then it becomes a deal. Well, guess what, Shauna? You just now proved to me that you are a certified underwriter and you will be one of the most skilled and powerful people in all of real estate. What do they not teach real estate agents? How to comp and how to underwrite ever. That does not get taught. You have to learn it like over 15 years in the business. Correct. >> Yeah. Yeah. >> Okay, cool. If you made a goal of yourself in the next 90 days, >> okay, much like Scott, you made a goal. I'm going to submit 50 offers that I know are going to say no. And in order for me to do that, I need to learn how to underwrite and I need to learn how to look at a spreadsheet and what ga what information I need to gather and how do I put it in that spreadsheet and how do I read that spreadsheet and how do I ask the right questions so that I can submit an offer. If you had that skill, how much value would that bring to your life? >> Oh, a lot. >> Millions. >> Yes. In fact, I tell my community that when they when they become certified in underwriting, I tell them, "You have become a skillaire. >> You have one skill that will make you millions and millions and millions of dollars that nobody else has, and nobody is willing to learn that skill, if that makes sense." Okay. >> Right. >> Cool. So, um, that's what I would do. Now, where do I find these deals? Shauna, where do you want to own real estate? Do you know? >> Yeah, in the Georgia. I live in Atlanta metro. Freaking love Atlanta. >> I love that city. >> Born in Well, I wasn't raised, but born >> so much opportunity in in uh Atlanta, Georgia. >> Oh, yeah. >> I've owned I've probably owned $30 million in real estate in that town. It is such an amazing town. Okay, cool. So, we kind of have your goal. Okay. Do we have your goal? >> Yes. >> Okay. So, Shauna, 90 days. >> I want to learn how to underwrite. I want to learn how to say no. and I want to submit 50 offers that I know why I'm submitting them and I expect to get a no. If you have not done that, then you do not deserve a yes. Wouldn't it be cool is if you told your kids they are not allowed to go on a a second date with anybody until they've been on 50 first dates with 50 people. >> Okay. Now they see somebody they really like. >> They fall in love with somebody love at first sight. Are you going to keep them? Yes. I I want my daughter to go. You need to win my approval. I'm the I'm the treasure here. So something to remind yourself at of when we are going out and getting real estate deals. Who is the customer in that transaction? >> When we're going out and getting real estate deals? >> When Shauna buys a multif family deal, who is the customer in that transaction? I am >> right. But it's funny that real estate investors that are brand new do not act like they're the prize. They beg, >> "Please look at my offer. Please." >> No. I don't go into Walmart and demand that they give me respect. They give me respect because I'm the customer. And so I just act like the customer and I tell people, "Hey, I see that you're b you're selling something. In order for it to be worth my time as your customer, I am your customer. here is what it would take. Right? >> Yeah. >> So, that is the most important skill that you could acquire. And if you and your husband are submitting an offer every day, you'll buy a deal every month. If you submit an offer every other day, you'll buy a deal once every 90 days, which is probably more than you need. Okay? You guys probably need one big multif family every six months. >> Okay? You don't need a deal a week. You don't need a deal a month. Is this helpful? >> Yes. Very, very. Thank you so much. >> Now, where am I going to find these deals? Let's talk about that for a couple of minutes. Okay? Awesome guys. Thank you for hanging out with me. I hope this is valuable for a lot of you guys. I'm just kind of feeling I just felt the need to do like a a basic beginner Zoom. If you guys are getting some value, please tell me in the side chat if I'm doing a good job, if you're enjoying this. I know the people get one-on- ones with me. They enjoy it. Um I'm going to give you guys a link in the side chat. Please come hang out with me tomorrow. I've got a 4hour training only about creative finance. Only about creative finance. Today's just like where do I get started? What do I do? what are the activities I need to do to know that I'm on the right track. Okay, that's what I really want to talk about today. Um, and give it up for Shauna in the side chat, too, for being brave and coming up here and raising her hand. >> I know you shocked me when you said my name. >> Well, I said it wrong, sadly. >> No, it was fine. >> Okay, so Shauna, let's go through this and let's talk about where is Shauna going to get her 50 nos from. Okay, it there's some pretty obvious ones, right? Like if my kid was like, "Well, dad, I want to start dating somebody seriously." I'll go, "Great. Well, you need to go on 50 dates with 50 different people and find out all the different types of people and how they operate and who treat you the best and how they show up before you go on a second date. I want you to see all these things." My daughter, if she goes, "Well, Dad, where do I find people go on dates?" Come on. There's like a thousand different places to go and we just because they're so easy, we don't want to go to them. Number one, go to church, girl. You're going to meet some dudes at church. >> There you go. >> Go join a running club, girl. You'll meet some dudes that are fit. Go on Bumble where girls can choose what what guy that they want to have. Ask him out. There are obvious places to go. So, where are the obvious places for us to go to get Shauna's 50 things? Okay, cool. Number one, sub 2 community, you're in Atlanta. I have uh 1,400 people in my private community in Atlanta. I will give you guys some awesome regional leaders. Tomorrow, I'll give you guys a whole list of regional leaders that would happily send you opportunities. If you guys are buyers tomorrow, I will send you people. I will give you a list tomorrow during my tomorrow training. Let me give you guys that link one more time. I'll give that as a cool bonus to you guys tomorrow. Okay, so there are people in Atlanta, Georgia that I do deals with. Eddie Charger, Abraham Gray, whole bunch of people. I I won't go down the road, but a lot of people in Atlanta, Georgia. I have never once, check this out. I've never once cold called a single person in Atlanta, Georgia, and I owned $30 million in real estate in your town. How is that possible? Because I bought deals from people that were going out and doing the hard work. I taught them how to go find deals. I paid them a finder fee. How do I pay a finder to you out of my no money out of my pocket? I'll talk about that tomorrow. Not going to do that today. >> Okay. >> Okay. So, that's number one. I'll give you a list of these people tomorrow. Okay. Not just Shauna, but everybody that shows up tomorrow. Okay. Number two, I can go on free Facebook groups, okay? And I can just tell people I'm a buyer. I'm looking for Atlanta, Georgia, 50 plus multif family seller finance. Hit me up. And if you made this post, okay, I'm a buyer in Atlanta, Georgia, 50 plus multif family on seller finance. If you made that post twice a week in a bunch of Facebook groups, you would be so overwhelmed with things to look at. You would be just blown away. >> Yeah, that's what I was thinking. That'd be too much. >> You'd have to after like two weeks, you'd have to stop, >> right? >> Okay. All right. Awesome. So, free Facebook groups. I have a really great fa Facebook group. 180,000 people are in my Facebook group. This is not my community. This is just a free group. Okay. About 10% of them are my high level community members. >> Okay. Now, where else can I go? Well, I can go to brokers and here's what I would be doing. I would go to brokers on LoopNet on Crexy and I would reach out to them on their active listings in Atlanta, Georgia. And I would make a goal of you and your husband should have 10 brokers that you check in on two to three times per month. >> And all you're doing is you're sending them a message. You're saying, "Hey, Shauna, do you have anything for me to look at?" These brokers, when I go on Craigslist or I go on LoopNet, I don't give a crap about the property I'm looking at. I care that that broker is proven that they have somebody trusting them to list a property for them. So, I know that that's a broker that's going to have more deal flow. Okay? >> Most of my deal flow now on RV parks and mobile home parks and multif family now comes from brokers that I've done a lot of deals with. They just keep sending me stuff and I had I stopped marketing five, six, seven years ago. Okay, >> so let's go to I'll I'll kind of just show you how simple this is and people just don't want to do it and I'll tell you why you don't want to do it. But let's go to Crexy. I love Crexy a lot. It's one of my favorite websites. It's free if you don't need like extra data. So let's go to multif family and let's go to Atlanta. Okay, get out of here. Okay, so check this out. There's 81 multif family deals in Atlanta, Georgia. I'm going to wave a magic wand for you, Shauna, and I want you to just give me a really great answer here. >> Okay, >> there's 81 multif family deals in the city that you are living in right now. Mhm. >> If I could ma wave a magic wand and you had the skill to go through every one of those deals and tell me why it's not a good deal and what would make it a good deal. How much, let's say money is not an object for you, right? You're a multi-millionaire. You got cash in the bank. How much would you pay me for that skill if you could if I could click my fingers and give you that skill right now? Um 100 >> a hundred bucks. >> Yeah. >> Shauna, you are the worst guest I've ever had on this screen right now. Okay. I I'll I'll tell you knowing what I know now about being able to tell value of a property, >> uh >> it has made me millions and millions and millions of dollars. And more important than making that money much money, it has saved me tens of millions of dollars of losses knowing when I can look at a property. Okay, so for example, this is great. I this is one of the reasons why I love Kruxy. These brokers have the audacity. It's so great. So look at this. What's the price of this property right here? >> Unpriced. >> Unpriced. Why would they say unpriced? >> Because they want you to submit an offer. How the heck are you going to submit an offer not having um commercial experience? >> Yeah, >> you can't. You're going to be stuck. >> And so, this is again the number one reason why people have a hard time taking action is because they go, "Well, I don't even know what to to offer." So, imagine I'm going to say this again, >> okay? You have the ability any property, any business, any laundromat, any RV park, any multif family, you have a skill that within 30 seconds, you can determine what would make it a good deal and what you would buy it at and what structure you would offer to that broker on 81 deals. Do you think there's a deal or two in there that you would get under contract where you'd be no money out of pocket? >> Oh, yeah. I should probably >> And you'd pay $100 for that skill. No, I probably I'm cheap. I'm sorry. >> Being cheap, my friend. Dave Ramsey lied to you. >> Hey, I like Dave Ramsey. >> I know you like Dave Ramsey. How do I know that? Because you you know >> you bragged about having anything paid off in your life. >> There you go. >> Having single family houses paid off is not a good flex. Dave Ramsey lied to you. That's not a good flex. >> Okay. So, if you have the skill, you know how to offer on a multif family, you're no money out of pocket, no credit, no bank, and you have the ability to structure this deal based on your your skill, what would you pay for that skill? >> I mean, it's worth definitely worth thousands of dollars. >> Oh my girl, you are the worst. Guys, in the side chat, tell me tell me what you would pay for that skill. Money is not an object. What would you pay for that skill? Thousands. You're going to go buy a multif family deal that's going to cash flow you 10, $20,000 a month, and you would pay thousands for that? That's a $100,000 minimum skill. Here, here's how I look at it. If I have a skill, >> yeah, >> that I pay $100 for that skill, okay? >> And that skill is going to give me 10 times the value of it in my lifetime, then it's worth the price I paid. Needs to be 10 times the value. >> 10 times the value. >> Okay. So, if that >> that one skill Okay. Okay, so that one skill if it's going to get me 15 deals in my lifetime that are going to be look at people are saying 2 million a million dollars priceless for real honestly I would pay if I could go back right now to when I turned 30 years old so 13 years ago >> and I could get that one skill based on the money I had in my bank account I would have happily paid $25,000 right there with my with the money I had back then I would have paid 25 grand for that skill today. If somebody stole that skill from me and I had to go learn that skill over 60, 90 days, >> I would literally pay somebody 100 grand to give me that skill right now. No, give it to me right now. I want that skill. Download it in my brain. I'll give you 100,000 bucks. That's how valuable that skill is. >> Okay. >> Why is that a Why is that a valuable skill? >> Well, because I go and buy deals based on knowing what their value is, >> what it will make me. What is a good structure that will get me into the deal with no money out of pocket and that will make me millions of dollars. So for every million dollars I make, that's a skill that I would have paid 100 grand for. 100 grand times 10 million dollar skill. So I call that you becoming a skillaire, a skill that would become turn you into a millionaire from one skill. Okay, Pace, you better wa um Pace, you better watch your six. They are going to destroy everything you build. Okay, thanks Ron Williams. I don't I Why even come on my live stream and say something like that? Isn't that crazy, Shauna? I'm I'm on here just giving people value and you just got weird people on here. Isn't that crazy? >> Yeah, that is weird. >> Ron Williams, why you got to be a weirdo? Okay, so that's your homework. Now you're going to go and find these brokers. Okay, you don't need hundreds of brokers. You need 10. Do you think that you will find 10 brokers out of those 81 >> um listings in Atlanta, Georgia? >> Most definitely. >> Okay, cool. So, here's what you need. Your first step is I need to find a handful of sub two members in Pac's private community in Atlanta, Georgia. >> Mhm. >> Okay. Uh Joseph says, "Can you show us how to use creative finance for wholesalers or bird dogs?" Yes, I will do that to in tomorrow's training. Okay. in tomorrow's training. Uh link in the side link in the side chat for tomorrow's training. Okay. So, the first step you're going to do is find five sub team members in Atlanta, Georgia. I'll bring a list of them to you guys tomorrow. >> Okay. >> Um the second thing we're going to do is you're going to go and find all the wholesale groups in Atlanta, Georgia in Facebook. Okay? Not all of them because there's a lot, probably hundreds. Find the ones that have at least 10,000 people on them, if that makes sense. Paula says, "Do I have to find a broker if I have my real estate license?" Yes, Paula, because I'm sorry to tell you this, Shauna has a real estate license, and she doesn't know anything about multif family yet. >> That's right. >> They didn't teach they didn't teach you multif family when you got your real estate license. >> And a a broker and an agent are not the same thing. A broker and commercial real estate are is so unrelated, it's hard to even describe. Okay. Okay, cool. So, we got our we got our sub two members. Where are where are you going to get that tomorrow? >> Mhm. >> You got your Facebook groups. You're going to have to do that manual search on your own. >> Okay. >> Third place is I would start reaching out to brokers. And I would say, "Hey, my name is Shauna Mitchell. I'm a licensed agent in Atlanta, Georgia, but I'm looking to upgrade and start buying some multif family. I'd love to take a look at um any deals that you have." >> Okay. and you're going to make a goal to submit five offers every single week. And when you submit an offer, you expect that offer to be a no. Now, we get we just ran into a problem, didn't we? >> The problem we ran into is you're going to say, "Well, Pace, I don't know how to submit offers, >> right?" >> I do on single family. >> Yep. >> But when it comes to multif family and multi-tenant and NOI and cap rate and all of those types of things, you don't. You need some experience there. Okay. Um, here's what I'll do for tomorrow. Um, Melissa says, "Pace, ask Shauna if I can bird dog and connect with her. I need an agent in Atlanta, Georgia." Yes, Melissa Leak. She she can see you. You guys can share each other share your contact information in the side chat. Okay. So, Shauna, my friend, >> yes. >> Here's what I'll do. I got to look for something on my calendar. But I think that if I did a Zoom in the next couple of weeks, just a free Zoom for people, and I showed you how to submit an offer on a multif family deal, I would love to go through that. It's going to take like two or three hours because I'm have to explain what NOI is and cap rate and all of those types of things. But tomorrow in tomorrow's training, I will give you guys a link and a date that I have obviously not set yet. I'm coming up with this idea right now in real time where I'm telling you, hey, in tomorrow's training, I after today's training, I will get off. I will look at my calendar and see where I can find three hours where I can just show the world on how to submit an offer and how to underwrite and look through a spreadsheet, what information to gather, and I'll go through step by step. So, you can just go and repeat, repeat, repeat, repeat. Would that be helpful? >> Yes. And that's the underwriting piece that I need to learn. Correct. >> That is correct. >> Not just submitting the offer, but the underwriting just understanding the details. >> You can't submit an offer unless you have underwritten the deal. >> Gotcha. >> It's like proposing to somebody before you've gone on a second date. >> Gotcha. >> Right. When you're going and dating people or making new friends or whatever, you're underwriting those people in real time. >> You're looking for the red flags, the green flags. Why do I want to keep living my life with you? Why? Why? These are questions you got to ask on the multif family deals as well. Okay. Um, somebody says, "What time tomorrow?" Um, >> 7, >> let's see. Well, yeah, 7 o'clock your time. It's 4:00 Pacific Standard Time, >> 5:00 p.m. Mountain, 6:00 p.m. Central. Eastern time is 7:00 p.m. Tomorrow, I will get you guys a link and I'll do I don't I don't have the time. I don't have the link yet. So, don't be one of those weirdos that is so freaking crazy that is like, "Peace, where's the link for the underwriting?" I haven't figured out when I'm going to do it yet. >> I'll give you the link tomorrow once I look at my calendar, please. Okay, Shauna. >> Yes. >> I just moved you forward further than any other person you've met in real estate in the last 30 minutes. I promise. I know that is true. even further than that knucklehead Dave Ramsey. Just kidding. I I think Dave Ramsey is one of the most genius people ever. Um, usually people go to Dave Ramsey when they're they need to learn how to stop being broke and then when they come to me and they want to learn how to make real money, then they come to me. Dave Ramsey is awesome. I respect him. I think he's more intelligent than me by a 10x margin. Great marketer. Sells people on fear. I don't sell people on fear. He sells people on fear. like you're going to lose your whole life if you don't save your every penny. And you know what? People need that. People freaking need it. Um Okay, Shauna, any questions before I wrap up with you? >> No. Now, do I use um investor lift or creative listing for multif family at all? >> Not really. To be honest with you, in Creative Listing and um investor lift are starting to get more multif family deals on there, >> but those are primarily single family properties on there, which is why I did not give it to you as one of the as the three things you need to go look at. >> Okay. >> Creative question single family. Yes. Go ahead, Sean. I'm sorry. >> My apologies. Um the Loom video, what does that consume consist of? Just me talking or the >> Oh, Loom. girl, you you said you knew what Loom was. Um, >> but what does the video consist of? Me just >> going through the deal or >> Yep. >> I'll I'll when you submit an offer to every broker, >> you want to give them the respect of like a 10-minute video explaining why your offer is what your offer is. 90% of them will never watch the video, >> but you know that you explained your offer. Hey, broker peace here. Thank you so much for sending this over. My offer is this on cash. My offer is this on seller finance. My offer is this. If the seller wants to partner, I usually give four options in every offer. >> It's I I go for I never try and get a cash offer accepted. I'm always trying to get a seller finance offer accepted. This is why learning how to submit an offer is a critical skill. >> Yes. >> And I walk through that in a Loom video. Loom. LOM. I think I pay 10 bucks a month. I know that Dave Ramsey would tell you to not spend a dollar and to like maybe just send a carrier pigeon to the broker. I I don't know what Dave would tell you. >> They do have a free version, by the way. >> Okay, cool. Love that. I I'm the weirdo. I'm the opposite of you. I will literally not use the free version of anything. >> Really? >> Oh, immediately I go to the most expensive thing. I like to I was booking rodeo tickets for my family for July 2nd and I'm like, I'm not going. My wife's like, "Why are we going?" I go, "Cuz there's no VIP." Like, if I'm going to wait in line, I'm going to get dressed up. I'm not going to sit in a different bleacher seat for over $40 of savings. I'm going to go and have the full experience. >> I You live one time, girl. >> One time. >> You're right. I got to get where in the the money class where you are to be able to just >> You got to get in the money class to not be um um I hate free myself. I'm just a weirdo. I go for the paid thing. >> Okay. So, >> you have the framework, but now here's here's what I think is the best part about this. >> Mhm. >> You now are going to run into very specific problems instead of non-specific problems, which is what you had before you and I had a conversation. >> Mhm. >> Your non-specific problems are where do I get started? What do I want? What is my first step? Who do I talk to? What what's my goal? Right? That's all non-specific problems. Now, you are going to have very specific problems, which is where real traction and momentum is made, which is, pace, I'm looking at this deal, and I'm having a hard time determining if this is something I should offer $4.2 million on or $3.9 million on, and how I structure this with no money out of pocket because Dave Ramsey would be mad at me if I spend a dollar on anything. He expects me to eat air and rice chips for the rest of my life. Just kidding. I again, I love Dave. I think he's one of the smartest people on the planet. >> Rice and beans. Rice and beans. >> Yes. >> Okay. So, there. By the way, guys, we have 550 people hanging out with us today. I appreciate you guys. I have a much larger, longer training tomorrow for four hours. Um, Shauna, people are asking, "What kind of glasses are those?" >> Oh, shoot. America's Best. I don't know. >> America's Best. Whatever they are, they didn't cost her any money. She probably got them for free >> with my eye exactly. >> She's a frugal person. We love it about her. Okay. Um Okay, cool. So, a couple of people are asking Shauna, can I release you? Do you feel like you are given enough value? >> Yes. Thank you so much. Appreciate you. >> And how much did I charge you? >> Zero. >> Zero. Okay. >> A little bit of my time, but that's okay. >> Girl, let's exchange time. My time versus your time. >> Oh, I think you're >> Who who gave more? >> You did. >> Okay. So, did I give you what you needed today? And you didn't even know you what you needed. >> Exactly. Thank you. Thank you. >> Okay, very cool. You're you're going to get some awesome momentum in your life. Okay, so some people in here. Um yes, my my real estate approach works in Canada. We have students in 40 40 countries, guys. 40 countries. Somebody asked a question of Pace. Can you please talk about private money lenders and um LLC structures and all that kind of stuff? Yes. Let's be resourceful. I've done 4,000 YouTube videos. I promise you my videos will change your life. Just you got to go and watch them sadly. You got to put some time in. So let's type in let's go to YouTube and let's type in Pace Morby private money. Okay. And you're going to see that I have a full playlist of raising private capital. One of these videos in here is actually 4 hours long. This video, the first video is 3 hours and 49 minutes where I break down where to find private money lenders, what to say to them, how much they charge. That is long, but also there's 11 more vid 11 more videos right after that. The next one is an hour and 17 minutes. Okay, great videos. Go and watch them. Pace, what about corporate structure in LLC's? How about Pace Morby LLC? Okay. Oh my gosh, check it out. agent, starting an LLC the right way. How do I set it up? All of those things are on my YouTube channel, guys. I give all of I get I give so much stuff away for free. Please go and just watch it. Just type in pacem and then whatever your question is and hundreds of videos have been made on my behalf to give to you as free, free, free, free all day long. Okay. Um Okay. I've only been watching Pac's videos for two months and about to join Sub 2 community and make bird dogging money for great people. Amazing. Thank you for that. Okay. Um Shauna, we've already helped you. Scott, we helped you. John, we helped you. Um let's see. I'm registering my LLC tomorrow. Love it. I just learned about you four days ago. I already know I'm in. Just need to learn to bird dog to earn the money to try and get training from you. Okay, cool. I have a bird dog training actually on Tuesday live with my wife. So, do you guys want to come to that live training? Let me get get you guys that link. It is a Zoom link that I'll put in the side chat. My wife and I are in Montana and I said, "Hey, sweetheart, do you want to do something fun?" This is a Tuesday night training for free. Happy to help. Happy to love on you guys. Give you guys whatever you need. That link says Tuesday night in the side chat. I'll pop it up so you guys can see it. And it's that big long ugly link that's right there in the side chat. Okay. I will also put it in the um YouTube side chat and I'll pin it for you guys. Now, something to to to know is tomorrow I'm doing a training on creative finance. That will go about four hours. And then Tuesday I'm doing a training with my wife all about bird dogging and that will be um probably three hours. I don't know anybody that's better at bird dogging than my wife. And so we'll do that tomorrow. Okay. Uh Chris says, "Let's buy an RV park together." No problem. Uh, Chris, if you're in the private sub 2 community, you know exactly who to send it to. You don't send it to me. You send it to my team, and I would love to do it. Are your older videos relevant for today's market. I've been watching the hell out of your videos. Um, okay, good, good question. Um, every strategy that I talk about works all the time, no matter what's going on in the market. What doesn't work is the type of lead generation and where the leads come from. So, how to negotiate, how to talk to people, that's obviously going to be universal. it's always going to work. Um, where do I find the opportunities? When a market is up, down, left, or right, you have to change where you're finding your deals. That's the only thing that changes. So, LLC structures, I have not changed any of the way that I structure my LLC in years, years, and years. The second thing somebody asked was private money, guys. Private money lenders or private money lenders, the places to find them, how to communicate with them, what to pay them, all of that kind of stuff, same. So, yes, all of my older videos will be very, very beneficial for you. Um, cool. If if you want to link up with somebody, put your information in the side chat. You guys can definitely network in the side chat. Okay. Um, okay. Uh, Veta Hinton says, "New house for sale by owner selling at 400,000. Probably needs work because the comps in the area start about a million." Okay, got it. Can you help with buyers in Cleveland? Okay, here's what we'll do as we wrap up for the day. I promised a two-hour training. I'm already uh going into two hours tomorrow for the training that we are doing tomorrow. I'm going to put this in the side chat for the training that we're doing tomorrow. We will be back here at 4:00. It's going to be on a private Zoom. I'll go a lot faster than I am today. Today's like for brand new p people. Um tomorrow will go a lot faster. Be prepared to take notes. It'll be a 4hour training tomorrow on creative finance. 4 o'clock Pacific Standard Time, 5:00 PM Mountain Standard Time, 6 PM Central, and 7 PM Eastern time. And we will go four hours on creative finance. That's tomorrow. Link is in the side chat right now. Okay, I'll put that in the side chat. Link is in the side chat right now and I will pin that inside of YouTube for you guys as well. Okay, that is tomorrow. Then what I'm doing is on Tuesday night, my wife and I are hanging out couple of hours, probably three hours, and my wife is going to teach you guys how she taught our um the lady who cleans our house, our housekeeper has done three bird dog deals. My wife is going to walk through that and actually do the activities with you and we'll have a lot of fun doing that. Okay. Um I'm grossly new or should focus on purchase my first house in one year. Okay, cool. Um love it. All right, guys. I will see you guys tomorrow. 4 o'clock West Coast time, 7 o'clock, 7 o'clock Eastern time. We're hanging out tomorrow. Creative Finance for 4 hours. Link is in the chat right there. And if you're watching this sometime tomorrow, I'll put the link in the description down below as well. We'll see you guys later. Thank you so much for hanging out for the last couple hours.