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By. Science Flipping Podcast Listeners as

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always in this episode is brought

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to you by walk It Lead.a

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I. Would have that

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sides living family You are Back to

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another episode of the Site Flynn podcast.

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I have a very special guest year

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he's a local Miami in. Ah,

0:38

Mister Esteban ons Rod A is here.

0:40

What is our brother? While many love

0:43

energy come out, let's go Science flipping

0:45

ones get me fired up. I you

0:47

have done a very good job coming

0:49

into the rear of the investing space

0:51

in building some incredible. Service.

0:54

Companies, You are a part of

0:56

many masterminds you have connected. really.

0:58

Well. With people and you offer services I

1:00

think everyone on this episode it needs understand.

1:03

The services themselves with then how they

1:05

can be utilized within the real estate

1:07

investing space. Who would want them why

1:09

they would use them? These companies have

1:11

made a massive difference for a lot

1:14

of people in the space and in

1:16

the masterminds. Or part of I know

1:18

because I'm in the say masterminds. So.

1:20

Let's talk first and foremost.

1:23

Your experience starting these companies.

1:25

Why did you start companies

1:28

like remotely Chinos? Our hassle

1:30

media. Why? Do all

1:32

that do it? You know why. Man

1:34

when I start in this space to

1:37

start to hold selling my way to

1:39

door knocking. Gonna. Auctions and

1:41

doing all this traditional things

1:43

that people do nord to

1:45

get generate more opportunities of

1:47

market deals. An. Hour

1:49

I sometimes also were just. Do. The

1:51

driver dollars in Detroit. there's a

1:54

lot of opportunity there, so is

1:56

very visual. Ah, But then

1:58

I realized you like. Ah, And.

2:00

Quote Unquote. I. Am. I'm

2:02

someone don't want to leverage myself with a of

2:04

and this call it a my life lazy entrepreneur

2:06

but I'm not really least I think everyone's really

2:08

the i mean it the heart of a field

2:11

have to work and em all the money you

2:13

can afford at. Know. Want to

2:15

work per se? but you are not

2:17

lazy. I know that for sure I'm

2:19

not not lazy. However, if I were to

2:21

figure myself like. If I

2:23

can get five times the output.

2:26

By. doing the same amount of input, And.

2:28

Just lever something right. Have some sort

2:30

of lever were put in this amount

2:32

of effort and get five times. What?

2:35

I want me instead of. Driving.

2:38

And getting the only one or

2:40

two things or going to options getting

2:42

one or two. thanks more Into all

2:45

birds. How can do

2:47

that? And I started thinking about. Hate

2:49

am I know that technology is

2:51

something always going to evolve. It's

2:53

be is here to say. And.

2:56

Also, the board not doing this or

2:59

isn't it's a huge open market for

3:01

me to take advantage of that. So

3:03

in Detroit my first ever case that

3:05

he was working with a cast by

3:07

the needed houses. And. Me

3:09

as a as a mindset of

3:11

how to solve how do I

3:13

saw his problem and be in

3:15

between that prom solution so I

3:18

can make some money Well. I.

3:20

Started I started telling him I can

3:22

do this through Facebook ads I can

3:24

do this Three Instagram at a had

3:27

taken a course that have give me

3:29

all the instructions and how to do

3:31

that for an ecommerce and how did

3:34

you have for team owners are related

3:36

agents and dad gave me the idea

3:38

of like I can help this pass

3:41

by are fine houses that are distressed

3:43

from motivated sellers through Facebook advertisements Well

3:45

so I want her to post a

3:48

twisted this investment group and I got.

3:50

A lot of comments. Hey. I.

3:53

Know. How to generate motivated sellers and

3:55

I do that through social media People that

3:57

are go gonna pump to you instead of.

4:00

You having to convince them that

4:02

they need seller house and direct

4:04

convinced who needs help I'm willing

4:06

to give seven the trial? With.

4:09

Him. I set everything up and with it

4:11

a seven day trial. Because. I knew

4:13

I was gonna work work something out

4:15

with him. And Absalom. Absalom down the.down

4:17

the road. Sure, this guy. Ah,

4:20

In his force. Or in

4:22

his first I believe he was six

4:24

seven months with with me. He.

4:26

Purchased twenty four properties. In.

4:29

Detroit. Just. With nine thousand

4:32

dollars in that, but that so he spent.

4:34

So we all now. And the cape. Yeah,

4:36

world of real estate, right? is? Is.

4:38

Cause for the evening Cost for deal. He.

4:40

Spent a total of nine thousand dollars

4:42

total for add spend. Any.

4:45

At Twenty Eight Properties he said that

4:47

morning all are probably twenty four probably

4:49

that he bought or host or he

4:51

acquired while the model was for him

4:53

to sell it to Argentinian investors, international

4:55

investors to get the mark up and

4:57

also he would do property management for

4:59

that. like Stella Turnkey model, quicksilver at

5:01

how much cause for deal with that

5:03

spend nine grand him. Three.

5:05

Hundred and seventy five dollars a deal. this

5:08

is advent of obviously I'd I'd Thousand wasn't

5:10

any of an agency. dad died and I

5:12

a charts him like a.time it was like

5:14

maybe. Ah, Thing: I was

5:16

doing it for twelve hundred to fifteen hundred hours

5:18

about I'm which was good for me that I

5:20

was a long time ago. everybody I was alone.

5:22

I twelve hundred dollars now. but but even then

5:25

just you and I know this but for the

5:27

sake of the listener. A true Kp

5:29

I right now. If you're getting a deal,

5:32

For. Three to five thousand dollars

5:34

for deal. You're. Doing good. Your

5:36

me feel good about your marketing.

5:39

This. Guy was getting a deal for three

5:41

hundred and seventy five dollar. Izzy plus Marks

5:43

or use less is rounded up to two

5:46

spending five hundred dollars per deal. I.

5:48

Mean, that's insane. A depth obviously

5:50

Detroit has. They're cheap houses to

5:53

answer and like the lower arm

5:55

simon fees or to lower. In.

5:58

Of spread you don't make as much. Earnings

6:00

much you need to do a live in

6:02

more volume but still. He was a good

6:04

case study and a good concept for me

6:06

to know that I can expand his to

6:09

entire U S and offer this as a

6:11

solution. Yeah, ah but then I realize they're

6:13

very quickly do that. First.

6:15

Of all, we're not. Just

6:17

an agency. We're not just legion

6:19

layoff udall com to us and

6:22

is a that for the lead

6:24

and were forget about you because

6:26

in business. There. Is several things

6:28

he nor for you to continue to

6:30

grow and get. more clients you have.

6:32

You get more clients, you get to

6:34

slice, pay you more and you get

6:36

repeated. Passengers. From st

6:39

blinds so. If. I understand

6:41

that then. how do I. Had

6:44

to. What are delivered is where the things that I

6:46

can pull in. Nord it's you. Get.

6:48

Them to pay more for get more out of the

6:50

same line. On get them to

6:52

repeatedly due to pay me. Different.

6:55

Times different freak frequencies. Well.

6:58

It. Comes down to what happens after the

7:00

lead is generated, What happens during the

7:02

entire. Process. Of the

7:05

klein itself so that all comes

7:07

down from. To. Generate marketing

7:09

for them, but also. Closing.

7:11

That deal and learning how to get the most

7:14

out of that one lead. right? So.

7:16

It. We we started understanding

7:18

bear heavily up One wholesalers

7:21

not only have a lead

7:23

generation problem. They. Have

7:25

a. Sales insistence

7:27

problem. Right? Us? Everything

7:29

Marketing Sale? Yeah, that and and.

7:32

So. If I leave them by just

7:34

sending them to lead because Isis just

7:36

send them a text message notification and

7:38

do that. But then I started listen

7:40

to my customers saying. They're not

7:42

picking up the phone. Or. Odd.

7:45

There's guys asked me for something

7:47

erratic or something crazy about the

7:49

house and I'm like, how do

7:51

we solve that problem. And.

7:53

I started inserted different. Levers

7:56

of Technology and also people

7:58

that is starting. To hire.

8:01

And that eventually would. Help them.

8:03

Get. Of would leads convert more.

8:06

Have different exit strategies. Are.

8:09

So making more money of the steam out

8:11

of the same marketing and. It's. Very

8:13

important right now. Because. A.

8:15

View only focus for example on

8:17

a specializing in only whole selling

8:19

but you realize that people in

8:22

online when they type. In.

8:24

Google I'm a want to sell my house. Cash.

8:26

For my house had was or without a

8:28

realtor. They. Have a

8:30

motivation. Not. A surly A

8:33

distress property rights and we kept her

8:35

motivation. We kept her pain points gaps

8:37

in people. Are by with a

8:39

message that we have So it's how do

8:41

we solve that problem. And.

8:44

We do that through property sales

8:46

skills. Aren't. Serve you know have a

8:48

self process. You don't have cells framework. You're not

8:51

able to truth find gap of the people who

8:53

you're talking to. you are you. You're not able

8:55

to fully emphasize of what's happening. I understand fully

8:57

what the need and where they wanted, where they

8:59

need to be at. You're not going to be

9:01

able to find solutions is like you're going to

9:04

be so focused on. Generating. That

9:06

need getting that discounted rate. Sixty fifty

9:08

sixty seventy percent. Get rights and and

9:10

you're not going to make money out

9:13

of that. Lead me up. So now

9:15

we turned on ensue. How do we

9:17

help our clients even more. Now.

9:19

We're partners. Cel. Were piled

9:22

with them as some of them actually the I'm

9:24

They also pay us in the back and after

9:26

a nice generated ah and asked me to close.

9:29

To. But we have. We have been

9:31

able to actually high remote Latinos.

9:33

Yeah. Train. Them into

9:35

to the entire process of

9:37

how a business wholesome and

9:39

Mrs works. Of what are

9:41

the levers that they need to be able

9:43

to pull the skills and need to learn

9:45

all the different exit strategies that. They

9:48

need to have right assay negotiate a deal

9:50

with sellers At this point you have with

9:52

that over two years each them how to

9:54

do that or with help them when used

9:56

their client outer do that correct got it

9:58

So you see was not a total done

10:00

for you server is it done for you

10:03

with a little bit down with the you

10:05

done for iran you as much as done

10:07

for you up until a kind of done

10:09

with you to help them com that is

10:11

correct so that was also any this morning

10:13

man I'd in our walk down with my

10:15

mind blown up and I'm like until been

10:18

calling myself agency for a long time. Yeah

10:20

Bullet in People's mine and agency is is

10:22

that a service like how do we we

10:24

position ourselves to be something. That

10:26

we actually are which is something better.

10:28

more added value, more of a partner.

10:31

By so we would realize that will

10:33

help them would lead generation. We help

10:35

them with getting holiday leads. Maddest those

10:37

leads insert technology would help them with.

10:40

Our training them on the specific skill

10:42

sets that they need yes, I believe.

10:44

The. Need sales skills right here and

10:46

they need to be able to on

10:49

this for the evolve as a business

10:51

owner. Need to evolve as a business

10:53

owner. And you need

10:55

to leverage people. right? So

10:57

this is this is something from the

10:59

book ah Almanack of novel and I've

11:01

ever read it I have not sought

11:04

he talks about in a portion of

11:06

at his actually the founder of and

11:08

the list talks about four different levers.

11:10

And skills that entrepreneurs need to. Actually,

11:13

Pull and use and amplified

11:15

and that. Little

11:17

build. Multimillion. Dollar Business

11:19

as down his capital. Labour.

11:22

Technology. Or or coat. And

11:24

Media. So right now with this

11:26

company that we have which is has media

11:29

and a now week we have as as

11:31

com you need called our app nurse were

11:33

pulling. To. This levers

11:35

right away. the media part which

11:37

we're making our clients. Go.

11:40

And do video. And ultimately so

11:42

themselves as his authority of the

11:44

market that the can buy houses

11:47

there and cash buyers, the wholesalers,

11:49

flippers and so that's that's one

11:51

not one ever that would public.

11:54

And. Now we're using technology. Do this. Read

11:56

this message. Or through Facebook through

11:58

google plan forums like you tooth I googled

12:00

were targeting and and P B C as

12:02

well and also we're going to Dog which

12:04

is crazy that it works art ran that

12:06

it works that is a new as fan

12:09

of a couple members that are doing really

12:11

really well and tic toc yeah. I

12:13

do. You think gallery there's any take

12:15

away right now for someone on this episode

12:17

right now Take Talk ads. Work.

12:19

Defined motivated sellers. They this is

12:22

crazy. The crazy. And it's It's

12:24

because. Take Thought has became a

12:26

place. That. Now has as he

12:28

always felt, so that means that people

12:31

now Google for topics for thanks and

12:33

ticked off his that such a great

12:35

job. Are. Making people search for

12:37

things. For. Education for in

12:40

or learning new things for.

12:43

Ah, entertainment! That. Now

12:45

it's more more older people people that

12:47

are in in our avatar space in

12:50

In for motivated sellers are gonna go

12:52

there and spend some time into.the out

12:54

so you're able to make them captured

12:57

them. When. They're doing something our

12:59

are searching for. something. And you

13:01

say that you can see the by their

13:03

house that they had? there's an opportunity to

13:05

work with a real besser rak. Have them

13:07

in the right moment some. and it's also

13:09

cheaper right now than any other one because

13:12

you know it's it's not a saturated with

13:14

a lot of advertisers. Yeah, and also it's

13:16

it's It's more of a new were saying

13:18

in arming gotta so he out going back

13:20

to the levers when. We

13:23

we help them become better be

13:25

saunders. By. Doing. Things

13:27

for them. And. Also

13:29

guiding them is out the last that that

13:31

the first lever I believe that I said

13:33

was capital and labor. Yeah so we know

13:36

we need labor. In the U

13:38

S no one really wants work really really

13:40

hard. It's rare. That's why you know finding

13:42

talent is such a high level skills and

13:44

free is such a single unit countries we

13:47

do as a folder now we do that

13:49

for them. in we find. A.

13:51

Blair's. A. Lawyer Latin America.

13:53

So now you're wholesaling business that

13:56

is Bootstrap user all money. Or.

13:59

You know you start. You know, working

14:01

for.you start working with free resources

14:03

at first. Can. Afford something like

14:05

that. But not only that, He. Can

14:07

also help you. Amplify.

14:09

It can help you grow. We.

14:12

Have hired leaders in our company from

14:14

Latin America and I'm so confident about

14:16

that. Do that. I can tell you.

14:19

You. Can fully replace your

14:21

operations manager. With. Have

14:23

met scan operations manager any

14:25

will do laps around your

14:27

American American higher. Obviously.

14:29

Not it is. Obviously. Not everyone,

14:32

but. One. Hundred percent. Dear.

14:34

Come into work ethic the comment

14:36

with the ability to learning grasp

14:39

everything is this study went to

14:41

school, Are. Willing to do everything

14:43

it takes have have an amazing English some

14:45

people speak even better than me the our

14:48

going to insert in this present and eastern

14:50

is served as. Now we became

14:52

this full stack. Agency.

14:54

Is last. Accelerator? Yeah.

14:57

So. It does what we're done. I'd.

14:59

Everybody. Before we back to that

15:01

said, let me give a big

15:03

shout out to Roddy at the

15:05

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15:07

episode. Listen everybody, if you want

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could. Ever make. If you want to

16:01

rehab houses. So.

16:03

When. Do you think growth investors should

16:05

be hiring be a like what phase? They.

16:08

Do you believe like even when they're just getting

16:10

started before they gonna be? Oh do you think

16:12

they should be at a certain point when should

16:14

be did banned on how leveraged that honestly a

16:16

route investors should be higher in of the a.

16:19

Based. On how leveraged the want to be

16:21

at the beginning and how much our business.

16:23

I commend your house because rave you see

16:25

the biggest companies in the world. They always

16:27

hire top down. They. Erase

16:30

a lot of capital. And. They hire

16:32

people that already know how to build

16:34

teams are a nod dog them thar

16:36

departments. the girl really really fast because

16:38

they're leveraging though and then history bar

16:41

leveraging themselves to you and your the

16:43

girl real fast. but Bootstrap whole selling

16:45

company usually is not that way. But.

16:48

If you for example, com in is a flipper

16:50

and you have a lot of experience as a

16:52

flipper, you potentially want to hire some sort of

16:54

clear that can help you build in a business.

16:57

thanks operational thanks that you could do that, but

16:59

if your whole seller just you know started watching

17:01

youtube videos a few months ago and you're done

17:03

it in old cold calling or you're doing your

17:05

arm driver for dollars. You. May

17:08

want to hire when you get at

17:10

seventy eighty percent capacity of what you

17:12

can do and a day to day

17:14

basis. Yep, Because. At the end of

17:16

the day you have to learn how to

17:18

clean the floors. Are. of your studio

17:20

or a of your place in order

17:22

to know how everything works right? right?

17:24

So you have to learn how to

17:27

talk to be ball you have to

17:29

learn how to call the people generally

17:31

job to learn the grind. Ah,

17:33

because you're not, You don't have the knowledge.

17:35

You don't have that luxury any andrew at all

17:37

for us to for Johan I'm Sam Adams.

17:39

I'm with you. I don't think anyone should

17:41

be a inexpensive or expensive he should be hiring

17:44

to. You know how to do it. Because.

17:46

The challenge becomes Here's what I see. The challenge

17:48

when people hire be a not just your company

17:50

but any Be a. They just

17:53

assume once they are trained you just

17:55

let the V I do their thing

17:57

gas crazy and and I think that's

17:59

crazy. When when v a companies will say

18:01

hey we have a manager to help you. Know.

18:05

You still have to stay on top of the

18:07

manager to make sure that they're hitting their Tp

18:09

eyes. Another, the calls are being measured. All those

18:11

kind of things. them. Unfortunately, too many

18:13

people in our space. they think once they

18:16

hired their dime they can take the day,

18:18

are aching. Go wherever and they've scaled their

18:20

companies. Just not true. he only management of

18:22

it. One of the biggest things that people

18:25

do wrong and hold selling is that they

18:27

don't really treat it like an axe. I'm

18:29

I'm gonna say it like a natural business.

18:31

Your comments: When a business, you're not trained

18:33

like an exhibition. so what does that mean?

18:36

So when you implement systems in place, you

18:38

start building a business. But when you want

18:40

to grow, you. When you

18:42

want to grow, you want to still. you

18:45

start hiring people. But in order to hire

18:47

people, you have to have a system a

18:49

set of expectations for them to comment. Just

18:51

imagine yourself. Ah let's say you don't

18:53

have experience and hold selling by you have experience

18:56

in other. Areas. Industries as you

18:58

go in and apply to work at

19:00

a wholesale company. And the

19:02

wholesale company. Comes. In and say

19:04

hi to you tells you welcome to the

19:06

company. This is what we do. This what

19:08

you gotta do. And. Then after

19:10

dad. Doesn't. Talk to you by like

19:12

one time a week or something like that. Facing.

19:15

The you have experience thinking that you

19:18

can you know built different things yourself.

19:20

You probably will try your best but

19:22

how would you feel if you come

19:25

in and there's only das the of

19:27

be very durable. There is no roads

19:29

descriptions I'm description of your job. There

19:32

is no play both to follow. There's

19:34

no daily training. There is no real

19:36

nor start that will make me work

19:38

hard. There is of there's no there's

19:41

no way to follow a leader because

19:43

the leaders are leading is just thinking

19:45

that I'm a service effect right? And.

19:48

Art So a lot of

19:50

people are like leadership. And.

19:53

That's part of it. You have to

19:55

be given your team. Time.

19:58

To develop and even. When they're

20:00

already developed, you have to make sure that

20:02

you. Are. Inspect what the

20:04

words don't mess with their tape he

20:07

eyes, keep them accountable, keep training them

20:09

in are always relied The North Star.

20:11

And. Do that every single day and then at

20:14

some point going to be leveraged. Good enough. By.

20:16

Heinz someone that will do that for

20:18

you. But the very beginning when you're hiring

20:20

people doesn't matter, they are in Africa

20:22

Madagascar the Madagascar out of our care of

20:25

their from India out here for their from

20:27

here and two years with Canadian outfits.

20:29

They're really nice people but the can't plus

20:31

plus as much now getting out of

20:33

here where they are found. That.

20:35

Aim. They.

20:37

Will need. People

20:40

getting to scale a business you hire new

20:42

exit right? you don't work anymore and in.

20:45

It's. It's an epidemic in our space real

20:47

thing. Best thing is whether it's be a

20:49

is whether it's in in house. You.

20:51

Know. Personality. You hire and house

20:53

people think you hire and you're out in is just

20:56

not the case and a see a time and time

20:58

again with all a coaching students and I have is

21:00

or go to a company like yours or be a

21:02

company to hey a hard one to be a is

21:04

yeah they're going to handle this these things and I

21:06

say okay will how many calls a week or you

21:08

have of them. Were. Going to have a want

21:10

to call week with I'm and I'm like. Once.

21:13

A week. So if you add an office in

21:15

yeah, that same for you physically in your office.

21:17

How many times a d me with that employ and

21:19

only me once a week. While. Know

21:22

why museums and you meet with them. Probably.

21:25

Every day or at least every other within. That's

21:27

how often you need to me with your views

21:29

because. If. You don't' You're going

21:31

to. Let. The ball fall through

21:34

the cracks right in in. People have this

21:36

thing of hiring and trying to escape the

21:38

grind and. I. Get it? But.

21:40

You'd there's no real scaling a

21:42

business into your skill at the macro

21:45

like really high were talking about.

21:47

Like. V. C companies and

21:49

yeah, I'm. You.

21:51

Know companies that are going in in going

21:53

for exits like are acting scale an ass

21:55

where you can to get bought out of

21:57

your role. But. instill that you

22:00

Even the CEO has to manage the

22:02

managers. Oh yeah. Right? And

22:04

it doesn't remove you from work. Yeah.

22:07

I think one of the thing is that the

22:09

way that education is coming into

22:11

the space in the last five years,

22:13

the biggest gurus at some point that

22:16

were selling their unique selling proposition was

22:20

you're going to be able to

22:22

make money, automate your business and

22:25

forget about it. Essentially, that

22:27

was the message. You're going

22:29

to be able to use wholesaling as

22:31

a vehicle to start investing into real

22:33

estate and then you're going to become

22:35

a real estate investor full-time and wholesaling.

22:37

It's just going to be an automated

22:39

agency or it's going to be an

22:41

automated company. It's going to just be

22:44

there, right? You don't have to worry

22:46

about it. But that's because

22:48

that unique selling position is just their marketing

22:50

in order to get them into their program

22:52

or in order to get them excited about

22:55

this. We need real

22:58

business people like

23:00

you, for example. We need real business people that are

23:02

going to tell them how 100% hard it

23:05

is. But

23:08

obviously, the rewards, if you want

23:11

to achieve the rewards of true

23:13

financial freedom, of true time freedom,

23:15

of true leverage, of true impact

23:17

impacting people, then

23:19

these are the things that need to be happening.

23:23

The day-to-day work, learning how

23:25

to leverage yourself, learning the skills, putting it

23:29

in the grind for two to three years

23:32

until you're able to fully hire a

23:34

leadership team and then potentially still

23:36

remove yourself. Right now, we are at 1

23:39

p.m. I

23:41

don't have to worry about my clients. I don't have

23:43

to worry about closing

23:45

deals. I don't have to worry about certain things.

23:48

I only talk with my leadership team and my

23:51

executive assistant from Colombia And

23:54

my leadership team from Latin America, the U.S.

23:56

I have a bunch of different people all

23:58

around the world. And

24:00

I'm and I'm already leveraged,

24:03

right? And. The

24:05

business making money and I'm able to

24:07

now even invest my time and money

24:09

into another company like Ramona Tennis. I'm

24:11

going to continuously do that over and

24:13

over, but. The. Reward to

24:15

will com once you do the things

24:18

and understand the i want to save

24:20

his like people need to model not

24:22

be by the top. Yes,

24:25

The need to modeled people and top But

24:27

the need to model. People. That are

24:29

the top. On. Their on their

24:31

way up. So. What? They

24:33

did to climb. Is what they

24:36

need to model right? because of the top

24:38

priority at the top rival. I don't operate

24:40

a lot of model but that the clash

24:42

our doctors say numb very fierce Your answer?

24:45

A eyes A real thing? Yeah, right.

24:48

Service. Industry to my knowledge as

24:50

guinea get hit the hardest. Do

24:53

you see that to be a big problem for

24:55

you with all the ai in there and no

24:57

communication? Now that can happen with bots. Do.

24:59

You feel like the your industry

25:02

to some extent Lights isn't risk.

25:04

Or as an agency or a hold cellulite.

25:07

As an agency has his you know so V

25:09

A's as a whole. A. Lot of

25:11

times in our space a real thing vesting

25:13

are used to communicate with sellers. yeah a

25:15

lot of times now. I actually we advise

25:17

my students use of yeas for the tasks.

25:20

It. Have my students. Paint.

25:22

All communication with sellers, right?

25:25

In. Have the V A do the list,

25:27

pulling the scrubbing, the skip, tracing. All of

25:29

that because I believe. Most.

25:32

People shouldn't actually be having a

25:34

via handle control of any type.

25:37

Negotiations successor Now they can absolutely

25:39

call seller for data. Meaning.

25:42

You know, Why are you looking

25:44

sell? When are you looking sell? But

25:46

they're not doing any type of analysis.

25:48

nothing. They're basically gathering data that is

25:50

okay. The Up. But. Even to

25:52

that extent, you feel like a lot of that.

25:55

Is. At risk with everything. so with the I'd

25:57

say it comes down to the in on.

26:00

For levers that I talked about to

26:02

as well as it always gonna happen

26:04

right now in the era of content,

26:06

their era as of ai the era

26:08

of averaging yourself through media and technology

26:10

a lot like look at what's happening

26:13

with a yacht. I. Feel like

26:15

more and more the manouchehr

26:17

dated they simple das i'm.

26:21

That. We need to hire someone for that

26:23

is going to disappear and we probably need

26:25

to only hire one person to manage. Ah

26:27

now this bods and a eyes to do

26:30

that. They do the things at some point

26:32

in our lives in our business are: career.

26:35

As a of something we're gonna have to.

26:38

Learn. How to leverage that to

26:40

and I still think in Alameda toy

26:42

interrupt? yeah just to still in airspace

26:44

was gotta be human interaction. I saw

26:46

Skyn do the tax thing in did

26:48

emailing the economic by driven. But.

26:51

Even the data gathering. A homeowner's gonna

26:53

feel a lot more comfortable when they're

26:55

talking to someone. Answering: Why are

26:57

they selling one? Are they selling? Where are

26:59

they moving to? Why are they selling Now

27:02

Some of the general questions was gathering data.

27:05

And. Then can be handed over to and more of

27:07

an acquisition person. Can a bot

27:09

do that as a key and I

27:11

feel like it's gonna take so long

27:13

to action train a it and it's

27:15

call it an Android. To.

27:18

I say it. Understand, empathy,

27:20

understand. People's. Needs word,

27:22

true constraints or or just that

27:24

human side that. It's more

27:26

of an emotional side rather than

27:28

their analytical logistical site, which is

27:30

what did you. Are as

27:32

a human have so if everybody's

27:35

strains our way. Or it's

27:37

because he has extraordinary abilities and

27:39

that can be. As I

27:42

think they call it. General

27:44

A I or something that there's a

27:46

work towards, That term is not only.

27:48

Artificial. Intelligence is called gen Intel

27:51

diligence. select that the know on some

27:53

humans and up but up the point

27:55

is where is going to be think

27:57

a few years. To. be closer

28:00

than that but it doesn't take away from

28:02

the fact that like in my opinion VA

28:04

should be best utilized to handle a lot

28:06

of the tasks that have to be done

28:08

by a human by the way yep and

28:11

so there's always gonna be a marketplace for

28:13

that on your 100% look

28:15

if if we ever get

28:18

out competed by AI VAs we

28:21

will all your discussion yeah yeah we

28:23

will also use AI VAs

28:25

to leverage the VA I have

28:27

you seen the the AI VA

28:30

phone call 100% I just I

28:32

just got my my

28:34

business partner just sent me a recording

28:36

of a guy that sounds like a

28:39

Texas guy yeah call calling a homeowner

28:42

and having a fool I've never heard

28:44

him it was it was it was

28:46

it was decent there's still like some

28:48

sort of delay of course there is

28:50

you know the bot has enthusiasm the

28:52

bot you know can can do different

28:54

tonality and things like that which is

28:56

amazing dude like that's crazy yeah someone

28:58

can't change the malady based on the

29:01

things that they're saying or what they're

29:03

responding to but

29:05

I feel like that's gonna work in

29:08

conjunction with humans there's no way that

29:10

human can't there's

29:12

no way that AI are bought at

29:14

this current time at least in the next 10

29:17

years it's not gonna work in conjunction with a

29:19

human I feel like it's gonna increase the output

29:21

of what a human can do and what we

29:23

can do and potentially have to hire less people

29:26

but still hire top eight player

29:28

talent rockstar that is going to

29:30

understand how to leverage this lever

29:33

but there's no way that a human can

29:35

can can just sorry

29:38

an AI can just work by itself at

29:40

this current moment what is your client

29:43

database mostly hiring for you hire

29:45

your company right now they're mostly

29:48

hiring for appointment specialist

29:50

appointment setters which

29:53

are lead managers okay so people

29:55

that have the first

29:57

conversations with the sellers A.

30:00

Recession to represent the company. By.

30:03

Having and discovered call young to

30:05

call or follow odds nurturers. And.

30:07

They're passing on to the closures. Arm

30:09

which are usually our clients or

30:12

their acquisition managers. And. On

30:14

high alert or not and too high

30:16

in in high demand as roles right

30:18

now are. Executive. Assistants

30:20

not are some not just add member like executive

30:22

assistant so like to have a lot of project

30:25

management experience and they can normally help it with

30:27

the day to day. And

30:29

people that are the socially like a mini

30:31

operations manager. And. I'm

30:34

to do editors yeah in arrived in

30:36

a to hard as for a video

30:39

uttered as nice as there is a

30:41

so we we game and bitter editors

30:43

at a Maloof also did nicely. Tiffany

30:45

Hi Heart is for lead managers, social

30:47

media specialists and a few other ladies

30:50

dishes Harling for wrote this Gray Mars.

30:52

Scrape. The yeah what you mean those?

30:54

That is why I love be A. I

30:57

mean I'm A. I'm a big believer of

30:59

keeping operational costs Found. I. Don't believe

31:01

you should be getting big offices hiring

31:03

a bunch of please I just it

31:05

or episode on Arch for our Dna

31:08

just about. You. Know the cost

31:10

of running a two hundred person. Team.

31:12

Is a lot. right? But they were

31:14

making summer dream Thirty to forty million dollars

31:16

a year. Which. Is a lot. But.

31:19

Still, you have such a high

31:21

operational costs. The. Yes sir to

31:23

ask yourself. Or. Where's kind of

31:25

the bottom line number? That is what I'm trying

31:27

to make. So having a company like years of

31:29

be a company makes a lot of sense because

31:31

you don't have to hire. Such.

31:34

Expensive people have a lot more people.

31:36

You. Can do in a way that. Creates

31:38

good. Pino. Else

31:40

assassin is what I'm trying to say do

31:43

And what's crazy is that. So. We

31:45

talked about this in another podcast diet.

31:48

People. Come in here

31:50

with that. That. The high

31:52

intensity, the the emotion of working for

31:54

it and us company. For. An

31:56

American that has given an opportunity to get paid in

31:58

the U S dollars. The the want to

32:01

achieve more, they want to show what

32:03

they want to show. That would say

32:05

I'm a Mets I even though I

32:07

can move to to the U S

32:09

R for some reason or I got.

32:12

Kicked out of them they have out

32:14

of the Us I still want to

32:16

provide. My values show up as this

32:18

Latin American, that arsenal that can help

32:20

your business and they're going to care.

32:23

When. When you paint them, the ride.

32:26

Ah, North Star and you give them the

32:28

leadership that your they require. You. Will

32:30

see how they're gonna run laps

32:32

or lousy around. I agreed. yes,

32:34

I tend to agree right right

32:36

now. For example, Week. So

32:38

we're testing different. Thanks because I've been. I'm

32:40

with, you know, myself and I work with

32:43

Mexicans and Detroit is. Dirt. High

32:45

level engineers. Use. One on one of

32:47

them used of a my manager. And

32:49

also worked with different multicultural.

32:52

Ah, Is it just just

32:54

multiple? Julie I'm. Miss. Savvy

32:57

ago when the same. In. Toronto.

32:59

there's a lot of people from different

33:01

around the around them at the from

33:03

world and some so alerts food to

33:05

live with people. Around the

33:07

world and different cultures, immigrants,

33:10

So. Undoing a test. Of

33:12

how someone that is a

33:14

leader or some sort of

33:16

manager. Can. Do

33:18

that role. Remotely that's

33:21

A from Columbia from

33:23

Mexico and. I. Can

33:25

just say I trust you. I.

33:28

Don't have to pay you. Eighty thousand,

33:31

nine hundred Thousand dollars. But.

33:33

I can pay you. Thirty. Forty percent

33:35

of that. Because. You

33:37

have the capabilities. you can do it.

33:39

He had the capacity of doing it. And.

33:42

You're gonna live like a queen or attain

33:44

Yeah, And you're going to help me run

33:46

spaces. And. Also testing like.

33:49

I'm. Going hire you because you have the sales. I.

33:51

Command You have the character traits to

33:54

be a salesperson. And. I'm

33:56

testing right now are hiring closures

33:58

from Latin America. To

34:00

see how that goes? Yeah, like for example,

34:03

There's. A lot of. People. That used

34:05

to live here in the Us that they

34:07

got kicked out for some reason. You know

34:09

their. Did to. Their

34:11

residency got terminated, they

34:13

got deported, Something. Happened

34:15

they had to go back. It's. It's

34:17

so sad to.talk about this! Thanks Via.

34:20

They. They. Learned English,

34:22

The learn culture. And. Then

34:24

to go back. To. The grind in

34:26

in Colombia, Landamerica and they're looking

34:29

for this of opportunity right? Or

34:31

even people that. Never.

34:34

Came to the U. Are. People

34:36

that never. Never

34:38

had a chance to even get a

34:40

visa to peers but the learn English

34:42

by themselves. The Watch: Everything America wise

34:45

to have American friends online or whenever

34:47

it Americans visit that are Latin American

34:49

countries and they are so culturally adapted

34:52

to us and I'm like holy crap

34:54

lead you never win rate you never

34:56

to have that work ethic year and

34:58

other work ethic. I'm

35:01

a give you the opportunity to do higher level thanks Yeah.

35:04

This. Why Said to myself, it's working.

35:06

Do I'm. One

35:08

of our closures. he was a

35:11

medicine Columbia. He's close so far

35:13

this month. Ah, I.

35:16

Don't remember exactly what them on of

35:18

revenue generated by is generally around. Forty.

35:21

Five thousand dollars in revenue. his

35:23

clothes, maybe about. Ah,

35:26

Seven. To. Six.

35:28

To seven deals. And. He's

35:30

just getting started as a closer. And.

35:34

And like susan appointments out of your

35:36

i'm in depth but you so hungry

35:38

about. Wanting more commissions

35:40

and close more and given more

35:43

value bill I do it. Or

35:45

if I'm going up would you do is training?

35:47

I'm going out and was you to watch Jeremy

35:49

Minor. I want you to watch porn. I.

35:51

Wanted to watch Jordan Belfort. Read.

35:54

Never split the difference yet. So me.

35:57

That. i can trust you close and

35:59

closing deals Dude, so

36:02

far, you're showing that it's

36:04

working. Let's get closing deals. And as a

36:06

matter of fact, he came

36:08

from a, I don't know, do you know Nick Perry?

36:10

I do. He came from,

36:12

Nick Perry ran ads in

36:15

Colombia to hire

36:17

closers. He had a lot of

36:19

people, had to go through a lot of interviews and

36:23

then something happened with him. He had

36:25

to move back to Cancun. He had something, some sort of

36:27

something is hard. And

36:30

so he had to give those applicants to

36:32

others and give them to us because we

36:34

help people get jobs, of course. So

36:36

he found that person is

36:39

closing hundreds of thousands of dollars

36:42

for us every quarter for

36:44

sure, from Colombia and people are missing

36:46

out on this opportunity. And so you're

36:49

about to add that to your

36:51

role at XO, what you deliver? A hundred percent. We've

36:54

already done it. Yeah. We don't

36:56

want to put it out there too much because in

36:59

order to find a good closer, they

37:02

have to obviously have this character

37:04

trace to be a great sales

37:07

individual, like empathy and

37:09

being able to work hard, help

37:11

ambition on your product, the skills

37:13

of selling, being

37:16

coachable and you can

37:18

just find that in a human. Yeah. Doesn't

37:20

matter where it is. But the biggest part

37:23

is the English needs to be impeccable.

37:25

Yeah. Or in a

37:27

way that they can really

37:31

relate to Americans that are

37:34

surrounded by Latinos. Like you said

37:36

yourself, for example, Florida, Michigan,

37:39

Arizona, Texas, California,

37:42

tons of, funny you say Michigan. I don't

37:44

really ever think of Michigan as having a

37:46

lot of Latinos. Do you know

37:48

that Detroit, because I live in Detroit. Okay.

37:51

It's so many Mexicans. I didn't

37:53

know that. Detroit thought

37:56

that the automotive industry

37:58

is highly dependable. Mexico

38:01

that makes a lot of sense assemble

38:04

plants manufacturing plants engineers

38:06

yeah dude highly dependable of

38:08

Mexico just I don't know if

38:10

you know about the news but like Elon

38:12

Musk literally is building a

38:15

Tesla plant in Monterey plus GM

38:17

has one Ford has one all

38:19

these people have in Monterey Mexico

38:22

because they know that they can get

38:25

way more workers for work I get

38:27

it also for cheaper but also high

38:29

level of education high level skill yeah

38:32

they you know that's the top that's

38:34

how it happened you know so I

38:36

obviously you're here for a reason where

38:39

can people find you there's two companies

38:41

we talked about one talks about generating

38:43

motivated sellers has some media where

38:45

can they find that yeah

38:48

so motivated seller online.com

38:50

it's something you can type on Google

38:52

and you're gonna find us we're

38:54

a company called hustle media all right

38:56

so we started with the hustle mentality and

38:59

we realized you really need to build a

39:01

real business becoming a real R.I.P. nerd yeah

39:04

R.I.P. nerd right so you're

39:06

gonna find us in in social

39:09

media my Instagram is at esthenik

39:12

and actually we have a YouTube channel that

39:14

I'm putting everything that I know about business

39:17

for free everything that I know about you

39:20

know growing a business hiring team

39:22

members is that very good to

39:24

you it's it's an it's called

39:27

Esteban andrada REI marketing

39:29

and conversion but you

39:31

it's also at Estenik you can you can

39:33

also find me as T E and I

39:36

see E and I see

39:38

K like it that's my first name

39:40

last first name and middle name love

39:42

it and the other one is called

39:45

remote Latinos that one is a it's

39:47

gonna become a huge mark marketplace where

39:49

you can find your Esteban your

39:52

Juan your Maria and

39:54

all these people are a players yeah they're

39:56

gonna be Qualified by

39:58

our humans? Yeah, And also

40:00

prefer five hour bots at know L

40:02

A. Are you are going to be

40:04

put in a into a marketplace Gonna

40:06

help you a match? Settle a good

40:08

tinder? Yeah on steroids for ah workers

40:11

in Latin America don't want to match

40:13

with this says in the Us and

40:15

where it were going we're going towards

40:17

the real state space. Maybe they were

40:19

gonna go deep. Are I did

40:21

Sign maker? Yeah I'm on Instagram. Go

40:23

to the website see and go to

40:25

his you tube. Check out both of

40:27

those companies v need salaries and you

40:29

need people working those leads. As

40:32

the mine has a mall, I appreciate my own.

40:35

Like. Brother rounded. I.

40:37

Ah, that's every episode see like

40:39

on Peace.