 What's going on everybody? Welcome to the Uncloser podcast. It's your host Jacob Hagerman. Make sure you follow me on Instagram at the really young closer and you got big right. You know, we're having fun today. We got another badass guest. This guy I've known for years now, I think, right? Yeah, I can say that he's number one. He's just a great dude. We like bringing great people on the podcast. He's in real estate. His name is Johnny Arizona. Johnny, how can they find you on social media? Yeah, yeah, at Johnny dot Arizona on basically all social platforms, Instagram, TikTok, Facebook, all of that. Okay, John LinkedIn. I want to ask you a couple of questions because I don't think we've really had a real estate person on the podcast. And we've had guys at dabbling real estate when best whatever. But I know a lot of people listen to this real estate is kind of one of those verticals that pretty much no matter who you are, you can get into right? Like you don't have to be a freaking college graduated like Harvard law super accolated person to get a real estate license is that right on my way off? Yeah, that's spot on. Well said. I mean, when I got into real estate, I don't remember what old guy told me but he goes, Hey man, you know, if you need any help along the way, I've been in real estate for this guy was like five decades. I'm like five decades, 50 years you've been in real estate. And every time I turn around to anybody, they're like 20 years, 20 years, 20 years. So, you know, it's a good industry to be in if everyone's staying in it. But you there's no cookie cutters to a man like I have a client who we sold, you know, a few of his homes. And the guy ironically enough couldn't get his real estate license because he's an ex football player and tons of running with the law going cool, wholesaling, investing. Then you hook them up with, you know, go down the pace, more be route. What I do, I transact real estate every single day. So you, or, you know, you you could buy a home and, you know, you could literally call any real estate agent and have them help you from A to Z. Most of them can get the job done. But it's really it's like, look, if you start working with investors, first thing you learn is like, how they make money is on the buy side of the transaction. So that's a professional investor. And just for an everyday buyer, it's like, oh, it really doesn't matter who my agent is, I'm just going to use my friend. Well, it absolutely does because if you have a strong aggressive real estate agent on your side, even on the smallest transactions, you can still pick up an additional $10,000 on a larger transactions. You're talking multi million dollar transactions, a strong real estate agent that's very well versed in sales that understands sales, neuro linguistics programming, you know, how the brain works, how people work, that agent can make an additional $200,000 on a multi million dollar transaction for any of their clients. So yeah, I mean, of course, it'll always say, it matters who you work with, but like, take it to the next level. I mean, I could be more aggressive than say, let's say your girlfriend or something is a real estate agent, you know, she's very kind, she's very sweet, very timid. She wants everybody to get along. That's cool. You need everybody to get along a transaction. But there's sticking points to the transaction where it's like, okay, let's smack this guy around a little bit and get you a bit more aggressive on your offer. Yeah. But I mean, even going through the transaction, how do you keep it keep a deal together, but yet get you the best possible outcome? We'll go into the sales side of things. Obviously, this is what this podcast is all about is closing. But I want to know, Johnny, how the hell did all this come about, dude? Like, like what made, because I know you sold cars, you did a lot of stuff in your past. What got your ass into real estate? Let's kind of, let's kind of slow it down. No more. How old are you? 37? So you're 30? Crazy how fast you go from your age to 37? No, 100%. 15 fucking years. It's crazy. So I was 22 yesterday. Well, 23, 24. Yeah. Now, as your age, I was 11. That's even crazier. Not that, not that again. So number one, how long have you been selling real estate? Seven years. Okay, so seven years. So you started when you were 30. Yeah. And you, before that you were selling cars for how long? Yeah. So the car sales thing was interesting, man. I was waiting tables at PF Chang's. I waited on a guy named Sammy Reagan owned multiple car dealerships in Omaha, Nebraska. And he was going to order the nastiest thing on the menu. I said, man, you look like you're having a great time. I don't want to ruin your dinner. It's like, can we please get you something else? And that started it all 19 years old. I might have even been 18, 19. Yeah, it's 19 for sure. 19. Got in it for three or four years. Got in the clothing business, clothing business, brought me to Arizona. I was born and raised on a horse ranch in Nebraska. So like, hey, you know, like, I love what the Elliot group is all about. But let me tell you, like this is the biggest part of my story. It's like, I was born and raised on a horse ranch. My mother is 73 years old today. She might be 74. I might mess that up. But this lady still works 12, 15 hour days, seven days a week on a farm, doing harder work than any of us do, you know. And so being zero years old and diapers, you know, four, five years old, six years old, you go outside, you start helping out wherever you can. And if you're five years old and you can't do anything, well, then you're picking up buckets, you're filling water. But from six, seven, eight years old, I work seven days a week because you go outside, you're just helping the family. And then so, you know, you get older and it's like, what is the day off? Why do you need 24 hours off? I mean, either way, that day doesn't go by and they're like, gosh, I gotta go back to work. You really truly only need a few hours off. You need a morning off, you need an evening off, you know, three hours, four hours, five hours, why do you need 24? 24 does nothing for you. I mean, if you stay in flow state, you stay like every day I'm selling real estate because I'm meeting people. Look, I mean, it's good for everybody to be a homeowner and I can't wait to get into the conversation about, you know, the grand cardons of the world that say, hey, it's, you know, nobody should buy a home. Oh, that's fucking funny. Okay, look out the window. You guys got a beautiful view here. There's massive homes everywhere. Why the fuck is everybody a homeowner for such a bad thing to do? You know, that's crazy to me. People, I mean, you're either paying them, you're paying a mortgage either way, you're paying my mortgage or you're paying your mortgage. Exactly. You know, but getting back in that though, I was working on a farm and man, like my parents got divorced. And when my parents got divorced, that was actually probably like one of the best things that happened to me because up until then it was just all work. My dad went back in the city. We had a good life, enjoyed playing sports, but I never lost that work ethic, got into the car business. I was running around the dealership like a madman had zero training skills. I mean, I had, I mean, they all loved me because I was pre-cacious or whatever. And like chatting, you know, it's funny chatting it up. I don't even know. Yeah, put that word put that word. You guys don't even get a t-shirt that on there pre-cacious. You guys know me as Johnny Arizona, right? They used to know me as 151. So I was 19, making a little money, got a motorcycle on my way to work in a 55 on our zone. I was doing 151. Got the cops came up to the dealership and I was like, Oh man, did they see me? I'm fired. For sure. Fired was not fired. The owner of the dealership thought it was, you know, he was laughing. He's like, Okay, I sold the motorcycle to keep my license, I can keep my job. But I was selling cars. I had no idea what I was doing. Like I was running around just talking to people. No sales skills at all. And I never really got trained until I came out here to Arizona. And I was in between selling diamond wedding rings, clothing, kind of phasing out of that industry. Got back into the cars for a bridge. Next thing I know I was there for a few years as I was getting ready to get in real estate, right? So my grandfather changed our entire family tree through real estate. And he bought and sold farm ground and collected hundreds of millions of dollars and wore overalls every day. You never would have known it bought everything on a coupon. He passed away. 2020 a couple years ago. And we live poor. My mother lived poor up until then when he passed away. It was like heaven opened up. So now my mom's into the race horses and living her life traveling. But I tell you, she you know, she went 70 some years of just ramen noodles, you know, their poor clipping coupons. And but you know, my mom's a special person. She complains all the time, but she's a beautiful individual. Nobody works as hard as she does. And there's certain things that like, you know, like your parents will tell you things. Yeah, sure, you learn and listen, but like, you learn so much by just watching them. You know, but I'm just blessed to have her for mother. But yeah, Sammy Reagan opened the door for the car dealership. I got out here with Matt Serretta and, you know, even then, at that point, I came across Grant Cardone. I'm like, okay, here's some energy that I can vibe with. Still, you know, that 10 X rule, man, I must have listened to that audio book on repeat for months. Every day on the way. I never read it, you know, read. Yes, I could fuck. Okay. Well, some people can't. What's the illiterate population is fucking insane here. Why? Why read when you can listen to stuff? Well, you know, 76% of the population has $400 in a bank account, then there's the literacy rates. It's crazy to have all that in the United States. But that 10 X rule on on repeat over and over and over, it just became ingrained in me, right? Well, then I how, how, how do I get to then I started selling real estate. And then there's these scripts that they tell you to internalize and like, and learn them and read them. And it's just they're like, damn dog, that works. Like that's most basic, boring energy, like on the world. It's like, when you're talking to a client, if you're reading off a script, dude, I would walk away from them. Oh, if the person is salesperson you're talking to feels like they're reading off a script, I'd walk away from them, you know? But Grant Cardone, he'll, he'll tell you how to like, you know, he'll kind of teach you subconsciously, like, you know, to get into like a rhythm and a flow stay. And but like, I didn't really get any sustenance from it. You know, like I get over here and I see Andy Elliott and I connected with you guys because of the car sales background. But I'm like, oh man, these guys go next level with that. They teach you, you know, I think Grant Cardone is more of a marketer than a salesperson. I think you agree. Absolutely. I think Andy's, that's why I like, you know, he spent millions and millions and millions of dollars on marketing, you know, advertisement. You know, there's a funny story with Brad. I don't know. I think it was driven, driven last year when we're in Long Beach at Albert Presciato's event, Brad was speaking on stage. He goes, you know, one thing that you should take away from Grant Cardone is how much he used to post back in the day. And Brad, you know, Brad was like, Hey, man, like, dude, I might have to unfollow you because you just post so much. And you know, Brad does, you know, the Grant Cardone like, I don't care. You ain't buying nothing. Yeah, yeah, yeah. And that's, you know, that's what made him different. He didn't care what people thought. And I mean, hell, great mentor. Yeah, you know, but I mean, you can only run around the dealership so much and talk to the entire up bus that drives in before you really truly need some fucking skills. Oh, yeah. And I feel like Andy gets more into like, Andy's more of a salesman first. And that's not a bad thing here. Let me explain. Like, I feel like Andy's more of a salesman first. Okay. So who can you learn more from a marketer or salesperson? Like you need to learn from, I think Andy's better closer than Grant. 100%. Okay. So I feel like we can all learn more from someone who has better skills. And he gets more in depth like into like the, into the weeds. That's a bad way to, you know, just more into detail with the closes than Grant. Dude, I got all kinds of Grant Cardone stuff I bought for $197, $97. It was always a $97 in that motherfucker. Oh, yeah. You know, but and, but I feel like, you know, I got that deadly script book. I got hooked up with the Macklins and I'm like, dude, there's more detailed closes and just this alone than any of the GC material. Love them both. They're both great. And they both taught me a ton and they teach everybody a ton. And like the biggest thing I do, I look at you guys, I'm not here every day anymore. And I'm not, you know, we kind of, we kind of miss having you around. I was about to have a baby by the way, because all you guys talk shit, like I'm just just a fucking peered motherfucker. I'm in front of people and I'm at home with that baby. That's awesome. But I love your life insurance policy and cash out. Hey, I got a question. That's a good point. Since you're a farmer, you might know this, but one of our life insurance guys told me a story. He said back in the day, you know, you'd have a lot of kids on the farm because he needed help on the farm. But if you had like a wheat kid or a kid that couldn't do the work, they would get life insurance policies and all of them, but they'd kill the kid, collect the money and these guys would, these farmers would get like all this money off killing there. Can you ever hear anything like that in Nebraska? I never heard, never in my life. Now I might have said farmer. We're not true. We're ranchers. Like my mother's a horse breeder and a horse trader. All my uncles are the farmers. So I might have said, yeah, I was that little Tyler Glenn and told me that this morning about life insurance. I'm like, holy Kamoli, dude, we should check. We should track that down. Yeah, Ryan, hey, this doesn't happen anymore. Allegedly, we're going to put some insurance on little baby right. You know, speaking of cops, dude, they don't give a shit about nothing. And if it ain't a murder, which I'm surprised someone hasn't dug into that story right there. If Glenn knows, oh, I did happen for sure. But I definitely just showed a house on the way over here. I'm like, I've watched how to catch a smuggler a fucking million times. I'm like, that right there is a fucking meth house. Like, there's like a tarp over the carport with the fucking car backed into it. Hold on a second, dude, it gets better. You see that trap house in Phoenix got the tarp on it and they got the freaking the hellcat. And then you got the ghost. This is a fucking Scottsdale. A car is backed into where the fucking tarp is coming down. The whole house doesn't have a lick of paint. I mean, the wood is just dried shingles are fucking missing. There's a container, you know, I'm saying like a metal shipping container in the backyard, which I've seen on the shows. That's a fucking character trait of a meth house or fucking some lab of some sort. The only thing that's fucking new is a security camera that's fucking propped in the corner to see every angle of the property. I'm like, we're trying to sell the property exactly next door. I'm like, fuck, man, are you kidding me, dude? Dude, why don't you go and watch me check it out? I call the listeners and I'm like, hey, if you guys fucking called the cops here to investigate this, like, dude, I'm just saying like, dude, you don't have to give your name. You don't have to leave nothing. Just fucking swing by 7425 Portland, you know, the house next door. Was that the actual address? It's pretty close. They check it out. Dude, honestly, if you type that it, it's fucking online right now. But anyways, you know, North, East, West, South, that might give you a little issue there. But no. Yeah, man, the car sales thing was great. You know, that's where a lot of good people did car sales before they went out and did some great in other areas. It's a great stepping stone. Hell yeah. You guys are about to have an event with Grover, you know, and like just the certain people like Jordan and Kobe are definitely different. And like, I felt like from a young fucking age, like the amount of work that we did on the farm, it's like, all right, so there's character traits that need to be learned and picked up everywhere. Where'd you guys learn your work ethic? Because you're from Wisconsin, right? That's right. Where are you from? Illinois? Northwest Indiana. He grew up on a possum farm. First girlfriend was a possum. Yeah. Look at that one. Still his best girlfriend. You know, it's the funniest thing. All the viewers, you know what they're going to say. Oh, that's like the ninth time Ryan's recycled that same thing. I just want to tell you new, new, new guess. Here's the thing. I don't think. Yeah, you know, the SSDD. I don't. Same shit. Different day. Yeah. New guess. Same job. That's big ride. You got to have one like, you got to be funny. You know what I mean? You got to have, if you're in sales, you got to have jokes. You got to have one liners. But anyways, back to the work ethic thing. Yes. You got like, I'm not the hardest worker. You know, I think that's one of my character flaws. I'm not like the Tiger Woods, the Michael Jordan, the Kobe Bryant. Like I'm not the hardest worker. I don't think really many, like that's a special fine night amount of people. Like to honestly be the hardest worker. I'm talking like you have to be Jordan's. Those guys were just different. Those were what Tim Grover calls the cleaners. You don't need many cleaners. Yeah, a lot of closers. I think we're 100% closers. There might be moments when like you're a cleaner, when you're a cleaner, when I'm a cleaner. But I think 99% of the time we're close. And he's the cleaner. Yeah. In this building. Yeah. Yeah. You know, lead by example. Well, the deal is, is if we were truly cleaners, we would have this company without being under Andy. Well, yeah. That's that's the one that I think about. He's, he's 42, three. 43 years. Yeah. He got a couple of years on you. He's got two generations on you. So you might have something like this when you're in that 40 range. And you guys, I'm telling you, here's the most beautiful thing about Andy and Jackie. First off. See, I don't believe that though. I think that's totally wrong. You think you can have this at a young age? 100%? Look at Michael Jordan, like Kobe, Ryan, look at Tiger Woods. They were better in their 20s, right? Yeah. Yeah. You know, and Andy really, he only did that in the last three years. Yeah. Yeah. Yeah. I'm just thinking of Jordan, you know, like he didn't want any champions to chip. So he's like six years in, right? I mean, but he can be a leader of other men that are older than him, just by like, hey, he was an asshole too. But like his actions allowed him to be because he, he set the, he set the standard. Well, I think young people, unless a lot of young people watch this, I think young people believe I got time. Like I hear Jacob talk, well, I'm 23, I'm 23. It's like, dude, we ain't gonna be 23 anymore. Yeah. You're not 21, you're not 20. Yeah. I don't have time. You know what I'm saying? You're running like all of a sudden you're going to be 30 and you're going to be like, Holy shit, you're gonna be 37 and you're going to be like, that should happen like that too. My, my, my time like is running out like because the average male lives to 76 years old. So that means for you, you got about 40 years left. You got 40 years, all the stuff you want to do. You're almost 40. Half your life's over, bro. And that Jesse, it's their deal. And you break it down to how many summers you got left. And then it's like, that is a good way to make all the animosity for making the phone calls. And that's another thing too. Like there's so much to unfold here. Like I think, obviously, as humans, as a whole, we tend to fuck shit up. Like so sabotage cold calling. Let's just talk about this first thing because I make a lot of cold calls, right? And I had to get fucking great at it because it's fucking destroyed as an industry right now because I get so many number one robocalls. And if they're a human being, there's a dead pause before the actual human picks up because they're calling on a dialer. And then like when they get on the phone, they're just fucking trash, dude, they don't, they don't know anything about me. It's all about what they're selling, you know. And like when I make cold calls, man, Brad Lee mentioned this and he says subtle things that I pick up and he probably doesn't know that pick up, you know, but I'm like, he said something long, quit making cold calls, make warm calls. Okay, what the fuck is a warm call? Any kind of report like first off, I call and if you're a real estate agent out there, first person you should call is someone that you had you need. Well, okay, too big a bitch to call anybody, you know. So all right, if you want to do cold calls, call someone that you have somewhat minor report with. How about you start with your neighbors? Hey, I'm a neighbor. That's the first way to get the guard down, right? Is that cold, though? It's warm, right? Luke warm, you know, whatever. Some neighbors are still assholes, right? But um, no, I mean, usually when I start off, I'm a neighbor, you know, a neighbor, it all, I don't really have bad calls. Most of them go well, like, like, for example, like an art, what we do, we have lists of people that are, they're not cold because they know who we are. They'd actually probably hit you up on some, I hit you up for a deadly script. But yeah, like you like you were a lead, right? And but you probably got closed right away. But now if you hadn't been closed and that a good thing or a bad thing, that's great. Because you changed your life. You made a decision. Yeah, yeah, decision maker. If I call, like, so people think like in a business, if I let's just say you, I talked to your team, your real estate team, you know, you're the guy that's running it, you're doing the Johnny Arizona thing, you got people calling people for you. And I asked that your people, Hey, Johnny, or Johnny's team, how are the leads? Yeah, a lot of people are like, Oh, they're not that great. Well, that's a mindset of the people. Like if you're calling a list, who cares if they're cold? I if you think cold leads are awesome, it's gonna happen. You're gonna have some awesome results. If you think all they're cold, they're harder to talk to, if you go into that pre with that preconceived notion, it's gonna be harder to talk to you. You know what I'm saying? Yeah, for sure. Like you got it's a it's a sales. And that's why I was saying, I don't think time and experience is anything. I think Jacob could have been a millionaire 18, but he he's not putting in the work. I could be a multi multi multi. What were you doing at 16 and 15? You know, you know, what was I doing at 1615? Yeah, just high school, working two jobs, playing football, chasing chicks. No, no, just trying to take care of skateboarding. No, no, he was riding on it. Do you do it? No, so I mean, I mean, that needs to happen for us to get to that point. I was I was working two jobs. I was working at the produce processing plant. Okay, that dollar general was taking care of my mom, my two sisters, and going to high school, maintaining a 4.0 and football. Okay, so there's like a lot to be said to that point to like somewhere along the line from zero to 15 or 16, you thought get a job was the option was the thing was because we had no money. And it was like, okay, we need money. But I need money. Yeah. But I mean, you're getting to the point now it's like, okay, you like, you know, Grant Cardona is teaching his kids don't look for a job look for the opportunity. It's like, dude, like with my transactions, I try to make 1015 20 grand, 30 grand, 60 grand a pop. And it's some trading time for this, right? But and see some people like, oh, you know, these real estate agents, they make too much fucking money. It's like, dude, you should have seen what my client made. You know, we fucking crushed it. Why'd you switch from car sales to real estate? My grandfather, like, okay, so let me just say like, Ed, my let I love tying all these people in Ed, my let said something along the lines of every every family, there's the one, you know, in every family, there's the one. And every family, you know, they weren't always rich before then the one came along. My grandfather was the one and I'm telling you my brother did eight to 10 years in jail. I couldn't remember because he kept going in and out so many times. My other brother passed away a few years ago. Oh, my cousins, all the uncles, everybody listen to my my mom fought with my uncles. Everybody was fighting. There's tons of drama in our family. But when my grandpa was around, and boy, he didn't say much, he's quiet. But everybody shut the fuck up and fell in line. Because my grandfather changed the entire family tree. You don't have to be the voice. You don't have to be talking all the time. Just just showing. And he shoot the whole show. The whole family had to change the tree through real estate. So he'd buy farm ground. He had he couldn't farm at all. The brothers, the kids couldn't farm at all. So they start renting out to farmers. He, like I said, where overalls drove a Cadillac. That's why I drive Cadillac. And I still got to escalate. I know I got a diesel suburban right now. 30 miles down. I love that. Suburban. And I was like, dude, there's only one new person here at the office. And it's Johnny, because we haven't seen him in. That's a fucking. That's bullshit. Well, no, we haven't seen him from her. It's been a man. I figured it was yours. That that suburban. Oh, yeah, yeah. You're like when you're up here. What was it yesterday or the day before? Yeah. Like I was like, okay, the only person that's new at the office, not like new, but like the person that's like, I haven't seen or seen what they drive up in. It's Johnny. Yeah. Yeah, Duramax. Yeah, gave the wife the escalade. So she's whipping the freaking. Does it blow smoke? Blacks, is it deleted? What? Is it deleted or is it all stock? It doesn't blow smoke. I just see Ryan got rid of the old dirty diesel. I know. You know what? He pitched out, didn't he? My Prius now. He fucking bought it. I got a Prius. You did kind of bitch out a little bit, didn't you? I like your old truck. Yeah. So remember that one truck I brought up here? Which one? That big nasty white one with the horn, the train horn. The train horn. Yeah. He gave it away. Did he? Could have gave it away to my boy Big Rye. You would look good in that. I'm over that stuff. He gave it away. Dude. Okay, so you know, like in this real estate thing, like he is a builder in fucking crushing it to the point, driving Rolls Royces, Lambos to the point of he got a commercial space and has an exotic car dealership of all exotics and kept growing at my dude. I just came from car sales. Don't fucking waste your time. Don't take your eye off your main thing. Keep the main thing the main thing. You wanted to dig around with it and then he got crushed. Interest rates went up and the real estate started getting crushed because the sales prices came, you know, turned on him. It's just a cold moment in time. The house of cards fell and, you know, he was partnered with a real bad guy in the car business. I'm like, dude, one thing, if you're going to own a car dealership, own a car dealership. You know what I'm saying? And you can't just own a car dealership and never be there. What was this guy's name? Oh man, Phil, great dude. And great dude to this day. And he is, you know, rebranding himself and still building homes. But he builds the sickest homes. Like we're in like a $700,000 neighborhood and then there's like a $2 million listing. And it's like, OK, this is the end for going fucking sell. And then we get in there and it's like, OK, this is sick. This was back in 2017, 18, where all the things that are considered modern today, he was doing back then. And like the wood, like the different fucking things that Shell Beach by Garrison and like, he had a fucking breakaway wall that went downstairs. This fucking house had a tunnel, basically, to a wine cellar, which he doesn't drink at all. And he turned it into like a movie theater room. A breakaway wall. I mean, dude, this is just like a $700,000 neighborhood. Now he's trying to sell a $2 million house out of it. And it's obviously sold and still not in the market today, right? But yeah, and like through these home builders like Phil, too, it's a beautiful thing to watch because he's the builder, the subs, the contractors, the designer, the agents. You're bringing everybody together. And it's just a true statement to like, you don't have to do it all your own. You need a team. You know, absolutely. And it's just like you guys around here. But yeah, I don't even know how we got off on that story. Did I like it? Well, because I got rid of my truck. And that's the reason because that dude, he had. Oh, yeah, he had a truck when he was going broke. So I don't want to do that shit. He had a train. Trying to save some money. Not a semi horn on this truck. A train horn, which I fucking thought was sick. Yeah, those things. Have you ever heard one? I honked it the whole way out here, bro. I was you fucking heard me from South Phoenix. Oh, dude, funny story about a train horn. So my sister, her husband, I wanted to go see him up in Branson a couple of months ago. Branson Branson, Missouri. And I wanted to go see him and that dude. So he has one. And he was like just kind of messing around. He was like, hey, you know, check under the spare on this truck. It's like a little Silverado, nice little truck. And I was like, oh, yeah, I do no problem. And then I put my head down and fucking it's facing forward. Thank God. And then he wasn't. Yeah. And he just just one time. There's one little short little burst. And I'm dude, like a freaked out, like a locked up. I was like, what the hell? Like lefty was ringing. I was going to say, what an asshole if that was facing towards you. Oh, yeah. No, dude, it was hilarious. But those things, those things will get your attention. Yeah. Well, that's the method we're clearing traffic the whole way here. They're coming up, say, Boulevard, you know, I dialed them out and I'm like, why, why, you know, cars are like looking around like, what the hell's going on? There ain't no train tracks on say Boulevard. Like there is today. Watch out. Do you? Will they put the train over here? Or a firetruck? Yeah. Or something. Yeah, maybe there's a firetruck. I don't know. I call it train. Might be firetruck. No, no, it's a train. Oh, no. Yeah. But dude, those things are, those things are devious. No. You've got, if you got one on your truck, you're probably an asshole. I mean, dude, I'd get one on a Prius. I want to put it on my boat. Yeah. You don't have a Prius. I don't want the whole world to think you drive a Prius, dude. I got a Toyota. Yeah, Toyota. I mean, did you go get it from that big buff GM dude, Motez? No, I got it from a dude up north. Oh, yeah. Yeah. Oh, my god. Looks like a new dealer plate, though. Oh, you do the shift, though. Yeah. Yeah. Do you sell their whole training staff on some Elliott? Yeah, they're already on it. They're already on it. Yeah, so I did business with them, you know. Yeah. Should have went to a dealership that I weren't doing business. Yeah, I got their business, too. Well, and that's, and I want to talk about that. So I went to a couple of dealerships, just shopping or seeing what was up. You know, every dealership I went to, salespeople didn't ask for my name. Salespeople didn't greet me. Salespeople didn't make me feel welcome. I felt weird. I felt like, like I was the one running the show. And it's like, I'm supposed to be the customer. Yeah. You know what I mean? And a lot of the dealerships, like they know, like especially the ones we train with, they know who we are. So it's maybe it's like, oh, shit, here's Ryan from the Elliott group. He's going to try to like do his sales training stuff on me. So maybe they're like, oh, shit. But that's where it's like, in real estate, same thing. You have so many, especially from like what me and Jacob see, like we have a lot of real estate agents that reach out to us that are getting into it. And they're like, you know, they're in car sales. And they're like, well, I sucked in car sales. Well, I'm like, well, dude, if you sucked in car sales, selling houses really isn't easier. It's harder. It's harder. And the sales cycle is longer. And if you're not going to train, I know you didn't train in car sales. That's why you sucked. Well, you better start training now for real estate because real estate will bury your ass. Yes. The opportunity level is probably, I would say, higher than car sales. Like you can probably, I mean, real estate, you can make multi-millions. You could do about the same cars, but you could, yeah, you could do more. Yeah. I mean, it's a longer thing. You're not going to like your first month in real estate become a millionaire. Like you could, your first month in car sales, make 20, 30 grand. But in real estate. You could do that in real estate though. No. No. It's possible. Well, it could happen, I guess, right? I mean, you could make 20, 30 grand your first month in real estate, but is that what you said? Yeah. Well, you know, you said something about sales cycles, too, because in car sales, your sales cycle is like two to four hours, right? And other than that, it's just way too long. But your real estate sales cycle is like 30 days, right? 20, 30, 45 days. I mean, if you don't know your shit, you got a lot longer time to be exposed, right? And I noticed the same thing when I got into real estate. It's like, first off, I was like, deer is in a headlight, deer in a headlight, just like bug-eyed. Because real estate is an industry that you get into, that you can be in for 20 fucking years and still be learning. I mean, you never learn at all. You need to still be learning. And dude, it's just a beautiful industry on so many levels. There's so much to unpack on that topic. But like, yes, when you're buying a car, boy, you really realize, like, damn, most, you can tell a dealership that's trained and not trained. And you can tell the Andy Elliott training guy on versus a non-Andy Elliott training guy. And that's how clear it is to me, because you have someone that's fired up or someone that has never tasted coffee before and they're just like a fucking bump on a log, no energy. Bump on a log. Yeah. Good question. Real estate guy says, before I train on sales and selling, I want to get my license first. What would you say to that guy? Okay, so, dude, sales is a good thing to have and it's good to be good in sales in every fucking industry that you're in. I think it's asked backwards to get your real estate license and then learn how to sell. Because once you get your real estate license, you should already know how to sell, which is what you're trying to say. Well, guys, I don't want to train on how to sell houses because I don't even have my license yet. I don't even know if I'm going to get it. You need to learn how to sell fucking everything. Because like, when you get older and mature and you're just going through life, it's like you realize that no matter who you're talking to, everybody is just trying to sell their point of view. Whether it's, you know, like, I don't even want to get into the social dilemmas of the world, but everyone's really projecting, you know, the shit that they've been through behind and then they're selling their point of view. Car salesmen are selling cars, right? Real estate people are selling real estate. Like, I was selling clothing for a while, so I was a clothing salesman. I was a car salesman. I was a wedding ring and jewelry salesman. I learned sales in all aspects and the common denominator is people. So when I got into real estate, it's like, okay, I need to change my scripts, but it's handling the same people. First off, I was successful in real estate with, like, dude, the training scripts are so bland. Like, you guys, I have to show them to you sometime. They're pretty boring, right? They're pretty bland. They're very maniacal. And I was successful in real estate just off of fear alone. I was up at 5 a.m. I was printin' out shit, like, flyers, doorknakes. I owned my neighborhood. Everybody fucking knew who I was. Dude, I didn't even own a house in that neighborhood yet. You know, I mean, but I owned that neighborhood. That was my farm. I was cultivating it. And I got, you know, my first few months, I got like 38,000 bucks on my farm because I had worked it so much. I was callin' everybody, callin' the neighbors, gettin' to know them all. And then anytime somethin' came up, if I didn't get the listing, you know, they started suckin'. Like, I was the next colleague I made. I came in, that listing expired. I sold it in, like, less than 30 days. And like, this is exactly what you gotta do to get that home sold. And I just built my business that way. First year in real estate, I made more than I made my last year in car sales. And then from there, it was like, doubled, doubled. And, you know, real estate, you can make zero, you can make 50 grand, you can make 100 grand, you can make 500 grand. And I know multiple people in our office. Well, I just know multiple people in the space that are makin' over a million bucks a year just transacting real estate. Some of them are buying the properties themselves and flippin' them. Those are investors more so. They're investors, they're builders, they're also agents. But you can transact enough real estate to make three or four million bucks a year. I know people. So, predominantly you transact real estate. Do you invest in any? Yeah, I have a couple rental properties myself. You know, see, like, I love you guys and when I got hooked up with you, you know, someone was giving me shit. Andy and Jackie always give me shit, right? But they were like, where the fuck you been? Where the fuck you been? And I'm like, well, I've been flippin' this property, gettin' a ready site. I have some short-term rentals. I bought them. I rehabbed them. I refinanced them. Pulled a little bit of that rehab money back out of them. And then I rent them. That's the Burr model, right? Burr, BRRRR, because you repeat that motherfucker forever. So I did that on two properties. What's Burr stand for? Buy, rehab, refinance, and then rent. And then repeat. And then rent, rent, rent, rent, rent. And then repeat. Yeah, yeah, yeah. Oh, then repeat, repeat, okay. Repeat, yeah. So buy, refinance. Nope, buy. Buy, remodel. Buy, remodel. Yeah. Buy, rehab, refinance, rent. And then you can switch around. You could buy, rehab, rent. And then after you've been rentin' for a little while, then refinance. You can switch. Those are interchangeable, right? Do you Airbnb or just long-term rental? I Airbnb. I won't do anything different. It is a bigger pain in the ass than long-term rental. But dude, your house is professionally clean multiple times a week. You make massively more money than you do with a long-term rental. See, I've heard that Airbnb is less headache than short-term. Because Airbnb is short-term. That's what I'm saying. Airbnb is less hassle than, because you said short-term rental is more of a pain in the ass than long-term. Yeah, so short-term rental is Airbnb. Long-term rental would be like if you're rentin' for 12 months, you know? Yep, yep. So, yeah, Airbnb is more hassle. It's more work. But you know, you got like, dude, like two of my properties, what we're like six months through the year, we're at like 120,000, trying to hit 200 on those. And that's, so that's like... And that's just like Airbnb transactions. Gross revenues. Yeah, yeah, yeah. Then you got your mortgages that you take out of there, your expenses, your upkeep, all that. Your cleaning fees. But you know, if you don't come from money and you can't put 20% down, first thing you want to do is you want to go from renting to owning anything. I would suggest buying somewhere that you don't have an HOA. So after you've been living in a while, you can start making it good looking, right? And remodel it as you go. And then non-HOA, dude, you can Airbnb it. So you can move out of this property by your next property, also with primary financing like 3%, 5% down. Why is it that in an HOA, you can't do any short-term? HOA is another governing body. So you have the fucking U.S. government, you have the city, you have all this shit. City ordinances. Now you have like a really hyper-local HOA. They are the governing body that protects the neighbors, right? Keeps the value of the neighborhood up. Used to be. To keep the value of the neighborhood up, make sure no one's got weeds, no one's fucking parking on the lawn. Well, Airbnb came around. And it's so funny, I was renting my apartment. I didn't even know how I got hooked up with Airbnb. And then my manager was like, where do you go every day for lunch? I was like, I'm Airbnb, flipping the sheets, baby. I was making like five Gs a month, flipping my one bedroom apartment. You know, I was broke and young. And he actually quit his job and now manages like 90 Airbnbs making big, big money like doing it. And so if you were to buy a home and then you, you know, you buy in a non-HOA, you can move out of it, go into your second home. You buy them both with primary financing, three, five percent down. You can hypothetically buy two properties for like 60 grand. The second property you live in longer, the first one you rent out. You make 100 Gs a year, 80 Gs, 60 Gs. That mortgage will pay for itself and you can pay for your own mortgage. You know, so the idea is that you're not touching any of your earned income. I mean, just a million different things you can do with real estate. You know, it's crazy that there's, there's so many avenues that you can take it that like, you know, me sitting here, like I know business, I know sales, I know closing, I know negotiations, people, human capital, leadership, all that stuff. Like when you start like dialing into that in those realms, that's where I'm like, okay, I want to be the student and I just want to sit back and learn and listen and stuff like that. Like that's the stuff that gets me fired up. Well, you know, everybody's talking about interest rates right now. They went from like two, three to six, seven. I mean, that's a big jump. Interest rates, man. I mean, okay. They are the buyer's best friend right now because you see a house that was 750,000. It was going to 800, but the interest rates went up. That house is now, I just bought one. It's 618,000. Because the house was originally listed right when the rates were about to go up or after they went up. The seller was still trying to get the low interest rate sales price 750,000. The house didn't sell because the rates are so damn high. So the price starts dropping. So I got a 750,000 dollar house. It was 640 when I went under contract. And you know, I don't want to say I smoked the guy in the inspection, but like dude, I'm bringing up real legit like problems with this home. I will fucking take care of them sooner and fucking later. Not buying it for that. Now that I know this, I closed on that house for 618. That house is $132,000 off from the original asking price. If the interest rates, number one, I've already spent like 20, 30 grand on a fucking shower. And then the other bathroom remodeling, too. So kitchens and bathrooms knocked those out first. With today's interest rates, I probably have an 800,000 dollar house. The interest rates go down, and I'm not even done remodeling the house. If I finish this home, it's probably 850, 900 as it is today. Interest rates go down. You know, it's probably going to be 900, 950 all day long. Does it touch a mill? I don't think it touches a mill, you know. But what do I own a 570? You know, that's because you put your money down. So I just made like 400 grand. Whereas like, you know, if you keep renting, that's cool. It's for a time in your life. Renting is for a time in your life. It's not forever. But like you guys go to work every day. You pay your rent. It's the same shit. Just hire a contractor, come in, remodel your bathroom. You know, six months down the radar, do the kitchen, do this bathroom. I mean, you can make money on real estate. And like, all you got to do is just go to work every day. And have a good agent that can give you some good advice, hook up with good contractors, find you a good neighborhood. Like my neighborhood, I found it. I stumbled on it. I'm like, let me pull the comps. I'm like, damn, there's 900,000 dollar comps in this neighborhood right now. Okay, I can buy that for 618. Oh, I see the value here. This is a good deal. And you know, most of these real estate agents, they don't know human capital. They know transaction. They're scared. They got fucking taxes. They don't know how to defend their commission. You make too fucking much money. You make 20 grand or you don't understand. Like, first off, government takes 30%. Your broker takes 15 to 20%. You walk with about half of that big fat check that the whole world thinks you make. You don't know how to explain your commission. Your commission, you only walk with about half of it. So you need to start, quit discounting that shit. Your rate is 3%. And you walk with about 1.5%. If you can write off a bunch of taxes, write off a bunch of stuff, maybe you get 2%. At the end of the year. But I just, when I was, before I bought anything, I had to fucking not claim any taxes, right? Or not claim any write-offs. I made 142,000 in tax one year. I made a bunch of money. I fucking wrote a big ass check. So after that point, I'm like, dude, I'm telling every one of my clients about fucking taxes. I'm taking 30% out of every check. I got it. Taxes are important. You got a fucking thing? Got it, you can. And you cannot mess around with Uncle Sam. Hold on, though. After you buy a few properties, so when you're trying to buy, you can't write anything off. Because you have to show that you make good money. After you buy, now you start writing off every fucking thing. Because you don't want to pay the tax man no more. You got your assets for now. And if you want to buy something, you can amend it and do it all back. After you buy them, now you want to do these interest rates. They bring the sales prices down. The higher the interest rate, the lower the sales price. But you're writing off the interest anyways. I mean, I have a good-sized mortgage payment, but, I mean, 3,000 of that a month is going to be an interest write-off. I'm going to have 36,000 right off that year, just on the mortgage interest alone. People are tripping about the interest rates. Like, either you're paying it to the government, or you're writing it off, and you're getting it back. So what's the difference? Who cares? Let's make more money. Yeah. That was another deal. I mean, that's, see, that's step one. You know, you got to make money, otherwise you ain't buying shit. You got to make money. So that, I mean, so that's the deal, is like people can get into real estate, get the real estate license, get into real estate, train, get around the right people, get around a good team, start making money. And then, cool thing with real estate is you're already tied into people that can really generate well through assets, because now you're in that game. You can see, like, a lot of people, they're in a game where they're making money, but then there's like, okay, now what? Because I know a lot of guys that make a million dollars a year that are broke. Yeah, what are those guys doing? Buying Lambos, buying trucks, buying stupid shit. Yeah, the more money you make, they just tapped out on bills, right? Yeah, where like in real estate, you know, well, hey, I have my MLS listing. I know all the deals that pop up. I mean, you got kind of first dibs as a real estate agent. If you see something like crazy, I'm going to jump on that before it goes into the public, or is there kind of like an inside? Brother, I can only buy so many homes, right? I mean, I have a fiduciary responsibility, and this shit's important, because this day and age, these wholesalers do not have a fiduciary responsibility, but as a real estate agent, as a realtor, I have a fiduciary responsibility to put your guys' interests before my own. And look, man, I'll buy my home whenever I buy my home. I don't give a shit. If I find a deal, I'll give it to you guys first, and like, I know there's another one coming. Like true, but yeah, like I do find deals all the time. And you know, the funniest thing is like, oh, we're going to list our home with the neighborhood expert. It's the funniest shit I've ever heard, because it's like, you want a real estate agent that only knows one fucking neighborhood, or do you want a real estate agent that knows the whole fucking city? Knows every fucking thing. You know, and I sell homes from, we got a listing we're going after in Tucson, and I'm going to Flagstaff tomorrow. And Flagstaff's beautiful, man. It's going to be like, well, it's hot up there now, but usually it's like 60, 70, 80 degrees, when it's 120 down here. I know one thing, it ain't the valley. What's it like? Is it hot outside in Phoenix? Next up, I'm coming neighborhood, man. I'm going to tell you right now, there's that, you know, as car sales, Frank Lloyd, right? Yep. Yeah, yeah. It's a whole row of dealerships. Yep. You go down to Bell and Tatum, there's a brand new new build committed. You can buy a brand new home, Scottsdale address, because it's on this side of Tatum. You're looking like 600 to 800, 900 for Scottsdale address new build. That's a jam. I think that's a deal. Paradise Valley is always going to be the most protected, insulated, you know, neighborhood 85253. And that's a beautiful story, how that even came, because Phoenix was developing, and like these eight attorneys back in the 1950s got together and put together a ban at ordinance where there's no commercial buildings allowed in Paradise Valley. All residential, all are 43, basically 43 for 43,000 square feet. That's one acre. So every one of these Paradise Valley homes is, you know, sub-party on an acre. I've noticed that. There's variances, yeah, massive, right? And there's variances where some are smaller, some are bigger and all that. But up and come in neighborhood, you know, I'm going to tell you, there's found hills too. I mean, Paradise Valley is awesome. Scottsdale's cool. There's some Scottsdale parts that aren't that nice. There's some really nice parts of Scottsdale. The found hills got every home is, you know, built on the side of Iraq, somewhere between like zero and 3,000 elevation. And just a lot of them are steel frame construction because it's built right on the side of the mountain and just views in every direction. And just like, it looks like something you see out of a magazine or like an Escobar movie, doesn't it? A little Apache Junction. Brother, you get the best meth in Apache Junction. You get the best drugs out there. No, that's what I've heard. Dude, Apache Junction. Don't buy a home there. I just like it because it's close to the lakes. I will, you know, if you're going to do that. God, I love you, dude. Well, that's the point though, isn't it? I mean, we're talking about let me get real things. We're talking about Paradise Valley, Scottsdale. We're talking about AJ, baby. And Ryan's like, so what about AJ? I was thinking about buying a house there. Dude, hey, just fucking go to Mesa. If you're going to do that, bro. You know, if you an AJ, most likely. Apache Junction sounds cool. No, I'm not going to lie. AJ, there's nothing wrong with that. We're just talking shit here. Because I swear to God, someone's going to be like, I live there. Yeah. Oh, yeah. Yeah, I love that place. Yeah, someone's watching this. It's going to be like, oh, I grew up in an Apache Junction. And then they're going to have some beef with Ryan. Oh, yeah, no, they're going to have beef with us, my bad. Yeah, yeah. And like, dude, it's already, you know, I don't need no negative hate, negative hate. But no, Apache Junction is not wrong with that. I mean, a lot of it is like a lot of manufactured homes. It's basically just a little bit east of Mesa. Um, you know, Superstition Mountains are right there. 2018, this guy bought $247 million worth of dirt just connecting East Mesa down to Queen Creek and all that with like this master plan to build it all and connect it all. So, you know, we thought Apache Junction was going to be an upcoming spot because of that. Really? Still waiting. Dude, it's a, it's a drive too. Yeah. Well, I mean, what do you think is buying, so real estate, I know we're not really talking about sales right now, but we're talking about like, well, I think this is important too, like investing because a lot of guys, we talk about money and selling stuff all the time, but this is like, okay, now what do you do with this money? Yeah. Because that's, that's a big question, right? But like, do you think it's better to buy a single family home on an acre, half acre, third of acre, whatever, or do you buy a big chunk of land? Like, you know, let's say you're gonna spend a million bucks, I can, I can spend a million bucks in Apache Junction, get way more. Yeah, you know, land. Maybe it's not, it's not Scottsdale, it's not the zip code, but at some point do you think long term that could be a play? You know, honestly, you got me thinking about Apache Junction now, because Apache Junction has a stigma about it, like it's not, you know, has, you know, the first thing I said about it, we don't need to go back there, right? But there's some new builds in Apache Junction that are really fucking nice, like 800 grand, that are like three, 4,000 square foot homes, and then like you open the back door, you have them stackable sliding glass, it's like basically a wall of glass, and it just goes right into the base of the superstitions, I believe. I need you to wash that hand, do you make me nervous, man? Baby, I'm right on it, do you know what I'm saying? You make me nervous, bro. I'll have to do a new one. Yeah, what's that, what's that? Maybe put that ring over there, do you know what I'm saying? That'll definitely be it. No, but Apache Junction, I got to hear that. The last thing I should. Like the backyards in some of these homes in Apache Junction, I was just showing actually, it was probably like six, eight months ago now, it's like something that you see on a picture that you put on your wall. But it's like every day, you're like, damn, that mountain is right fucking there. There are some nice homes there, and it is a great place to buy. If you're buying something like that, my first thought of Apache Junction is like mobile manufactured, and like I said, they're doing a lot of building out that way, so it's kind of getting away from that. But I can't say this enough, man. We live in this world, especially you guys, because you're the Grant Cardone, the Andy Elliott, and you guys do a ton of sales training and self-development, and these big dogs that have millions of bucks, they can go buy apartments, and that is a great play for them. Not everybody has that though, and 99.9% of people are everyday folks making under 100 grand. That guy, and making under 150 grand. You know, remember when I was just saying, if you make 400 grand, you're the top 1% of the nation, that number, from what I heard, is 823,000 now to be a 1% earner. Like, damn, as soon as I started making money, they raised the bar on me, right? But the everyday person, they need to go from being a renter to being an owner, because if you're paying two Gs a month in rent, but your mortgage will be three, just step up and pay that three, because you're going to be able to figure that out, because we bleed money all day long, and you wouldn't believe, like, if you can pay two, you can pay three. Like, you can find that somewhere, right? And because number one, here's the thing, if you pay 2,000 a month and you pay, or excuse me, if you pay 2,000 or you pay 3,000, I'll watch your light here. You're paying, it's the exact same fucking number. Do you guys understand what I'm saying? Because the amount of taxes you're going to get back from ownership is going to equal this out. So if you pay two grand in rent and you pay three grand in mortgage, it's the same fucking number, because you're going to get that mortgage interest dried off, you know, you turn this into an investment property, now we're going to talk cost aggregation tax studies. You can depreciate this building, instead of doing over 27 years, you can do it over three, you know, one, five years, whatever you want to do. Number one, I'll get your real estate tax guy. Not just the tax guy that you go file your taxes with, but a guy who knows real estate tax. And I don't know all that. And so I'm not trying to say I do, but cost aggregation is a massive way to save a bunch of money on your investments. But just on going from renting to buying a home, that's step one. And then step two is do you turn that into an investment property? Go buy a second one. Look, you have to build up equity. You can't just walk in and go buy a fucking apartment building. I don't know who the fuck you think you are, you know? Exactly. Pace Morby got everyone drinking the Kool-Aid. No, and Grant Cardone and all this, they guys are doing massive deals and they provide a blueprint for all of us. But dude, like Grant Cardone did his first deal in San Diego. His 38 units, if I'm correct, had a couple million bucks. He's, Grant's story is a great story, man. And Andy's got a great story, but Grant was drug addict, alcoholic, and cleaned up, went far away from it, didn't have a drink for 20 plus years, right? Stacked up a million cash. And he, that motherfucker buys homes every fucking time he turns around. He actually buys the home and then rents it to his business. And, you know, something along that for tax reasons, right? And the whole time he's preaching to the world, don't buy a home, don't buy a home. What he's really saying is invest in yourself, Hagerman. Like if you got no money, you should be investing in yourself to become a great salesman, do all the training education, make a bunch of money, and then, you know, invest that in your business. That's one way to do it. But for 99.9% of people, man, they need to go from renting to owning. And they're gonna sell that house in a few years. And it doesn't always work out like this, right? That's because I can already hear the asshole saying that. Not everyone's gonna make 250 grand in four or five years, but man, I took my pastor of my church, someone who I have a moral, ethical obligation to do right, obviously right. You know, I just want to do the best for all my clients. But I was a little extra nervous, right? He was renting, got him into his first home, 2019. 2018, sorry. We just sold that home. 254 grand. 2019, the year after I talked to him to buy an Airbnb. We just sold that home, too. He made 250,000 and some change on the Airbnb. Plus, he made like 60, 70, 80 Gs a year, depending on the year. But if he would stay renting, he would be $500,000 lighter today. Isn't that fucking crazy? My pastor of a church, he's not even the head pastor, is now in like an $800, $900,000 home. He put all this equity towards that home and still has a small mortgage payment on it. When he bought that home, he was like, dude, everyone in the church is going to be like, where's our money going? He almost didn't buy it because, like, dude, they're going to think that this is coming from their donations and stuff. And that's a good point because everyone's different. That guy, well, he can't really necessarily earn more money in what he's doing. So he has to make a different move. But if you're in sales, well, dude, you can go make a million dollars a year and you can literally go buy the million dollar house in 12 months and six months, whatever. It just depends on who you are. And that's where you were saying, for like 99% of people, that thing ain't going to work. And that's where people watching this, it's like, you don't have to be even in sales to be smart with your money and make and do the right things. Because, and I always say this, I don't think it's really how much you make. It's what you do with it. How much to keep, right? I think that's important. Well, you said it earlier, man. Like, a guy that makes a million bucks doesn't have much to show for it, typically, because he bought the Lambo in this fucking, you know, going, you know, all right. The watch. The watch. Dude, I love your boy. He bought a Lambo here. That's a beautiful fucking thing to show that all the other employees, all the other people working here, like, it's possible to work here and buy a fucking Lambo. Yeah. That's a fucking sick opportunity. And I tell everybody, like, dude, Brenner Whiting, like, you are living in such an opportunity. Don't take your eye off the ball, Roger. Don't take your eye off the ball. Like, if you want to do some real estate deals, we can definitely do that, but it cannot take your eye off the ball. Because you guys have an opportunity here. It's fucking rare. Where is the only other opportunity to do what you guys do? No one can exist. Well, Grant Cardone's office. He put out, you know, he, just he's older than fucking Andy. He did it before Andy, right? Andy's coming along in perfect, and I think he's doing a better job of it. Oh, yeah. But dude, those are the only two places in the country I know that you can do what you guys do and make massive income. And I think there's, like, just tons of real estate plays that you guys can do on the side, because most of these guys that, you know, that Lamborghini that the guy bought, he could have bought four investment properties and bought that fucking car every single year. You know what I'm saying? Money's spent. I love it. Spend it however you want. The money's already spent, though. Hey, but here's the thing. Everybody dogs on buying a Lamborghini. Like, it doesn't go to zero. Like, turn around and sell it. Get your money back. Like, I bought a car. It was a fucking stupid car. I had so much fun with it. A muscle car? Here's one thing I want to say about. I sold it a year and got my money back. The thing about Stein that I loved so much is that, number one, he was able to go from a guy moving from Tampa, Florida, first paycheck, $400 to buying a half a million dollar Lamborghini STO one year. Oh, that was one year? One year. Yeah, yeah, yeah. That's what your dedication knew that he wanted to get something like that. And so, you know, yeah, you know what? At the end of the day, was it a smart investment? Who knows? Don't matter. It doesn't matter. But at the end of the day, it just goes to prove and show to everybody who comes after Steinbrook can look at that guy and go. In one year, he was able to acquire that. Can I say something else about Stein? There's a yardstick. Yeah. He don't fucking talk much. He's not a big hype beast. He's not like, let's fucking go. Very. Yeah, he does that. Not very often. That motherfucker is in the back office on the phone. Like, I don't know if I either see him like this or I see him like this. You know what I'm saying? He don't, you know, he's not a big hype guy. He big, you know, result guy. No, and you know what? One thing I want to say about that is too, like when he's making these calls. Oh, yeah. When you break Steinbrook down, okay? Like there's, you know, he's a result. Like all he's looking for is the result for the company and the client. Yeah. And that's where he attaches his identity and who he is, is the client and company. Yep. You know, and then he's got his wife and he's got his dog and that right there. If he has those things in alignment, he has fulfillment. We were talking about a new guy that just started with the company. Why are you here? Like, what fulfills you? And he was like... What fulfills you, Johnny, here, Arizona? Well, wait, I want to hear this into this guy, the new guy, right? And so, you know, we're like, hey, what fulfills you? And he goes like, you know, like, you know, helping people. And it's like... How old is he? 40s, correct? Okay. But Johnny, what fulfills you? Before we go down that, I don't want to spoil this. What fulfills you, Johnny? Yeah, yeah, yeah, yeah, yeah. So, I mean, honestly, keep all the questions coming, but like, this is going to get real cheesy for a second. I live most of my life not knowing what my why was. Like, I was in my 30s. I'm like, fuck, I love sales. It's cool, man. I love people. I love doing this. But my brother died in 2019. And I often felt like I'm going through life. And I found a little tiny sliver of success. And without a why, I don't really have a purpose or a why. I struggled with that. But, dude, I had a kid six, seven months ago. And no one could put in words what that stuff means to you, other than like, you don't have to do anything. Just walk in the room. This other human being just lights up. And when she lights up, it lights me up. And the only thing I don't really care to have hundreds of millions of dollars and all this shit, because a lot of stress comes along with that. I just want to be able to provide for her, provide for me. Decent house. I'm good. Everything else is icing on the cake. I grew up on Ram and fucking, you know, I grew up on some like, my mom's buzzard heart is not a good cook. I am happy with nothing. Everything is icing on the cake for me. But the only thing is that baby girl, you know, you're, you're, my wife is amazing. You know, I married into three kids. They're amazing. And that's a big challenge when you're stepped in. I hate the word step because I'm not stepped to anybody. Right. Step up. Right. I don't know. But, you know, getting those kids, you know, one of the kids was tougher than the others. And then, but this baby girl, it's like, for people that don't have children out there, it's like, there's another human being, like their sole focus. Like they just want love and affection from you. And no matter what you do, they're going to love you. It's like, damn dog, every day, all day. Yeah. Maybe they don't love you sometimes or something. I know. I smothered this baby dude. See, she's seven months old. And she's already like, bro, stop. Yeah. Like fucking too much. Ryan, when he says no to a candy store, that's the only time I've ever seen it. Well, and that's what I was going to say, too. It's crazy because that's our new guy, because he said my family fulfills me. And I'm like, does it really? And he's like, thought about it. Because like your daughter, you're not necessarily, like, obviously we'd die for our kids. But with your, with that baby, at some point in her life, dad, like, isn't going to be cool anymore. She's going to want to do her own thing. She's going to want it. She's going to be on YouTube. Do they come back? Well, I don't know yet. Yeah. My daughter's five. But what I'm saying is like, they started to change. And what I've, what I see a lot of parents do is they get so, there's a movie called, um, what's that movie called? Bad Moms. You guys ever watched that movie? Remember the one mom was like super attached to her daughter? And they're, they're all grown, right? Yeah. And the mom was like, the lady's 30 years old. She's still treating her like she's a little baby. Yeah. These, these people's identities sometime, it's like, all it is is they're kids. But it's, it's more like Johnny's trying, Johnny as a man, you have to look out for your kids. Like if you just didn't talk to your kids and didn't, your wife just took care of it, you'd be like an asshole, right? For sure. And you look at these super high performance people, a lot of times to be the best in whatever they did, they had to give up some stuff. Like Tiger Woods, he was great on the golf course, so he had a lot of shit in his, in his, in his personal life. That wasn't good. Fact. Because he was so focused on that one thing. So what I was going to say is like for Tiger Woods, and I don't know if he would agree with this, but what fulfilled him? It was winning. Yeah. All costs. Like he would do whatever it took to win that golf. That was sacrifice some of his relationship with his kids. And that's where it's like, hey, there are people that are all in on their kids, but that's where I quite, because I asked myself the same question. Like if it wasn't for societies, because I can go like, because me and my, this Remy, my five year old, me and the mom aren't together, so I don't see her every single day. And I know like I'm cool with not seeing her for a couple of days. There's, it doesn't like eat me. It does make, I mean, I want to see her every day. Yeah. But you know she's coming back. Yeah. But I'm not like, oh my God, my, like some people get like that though. And that's how I'm like, well, is it really your thing? Like just like with our guy that said, helping people fulfills you. Well, if helping people really fulfilled you, like the way you say it is, if that was your purpose, you'd be on the phone dialing until the freaking house at home. You would never get off that phone. I love what you're saying. You know what I'm saying? Like it's just what really pushes Johnny. If it really fulfills you, there'd be no, you know, people like, I think they fear picking up the phone, calling complete strangers. If it really fulfilled you, you know, one thing I noticed about Andy is so fucking cool to see is like in Steinbrook too, there's a confidence about him. Like where there's no doubt when they're on the phone, they're a hundred percent confident in this product they're selling, right? But yeah, you know, in the kid fulfillment, she's brand new, man. And I'm going to tell you, like the second she was born, I'm waiting for that like overflow of emotion. Like everyone's like, oh, my life is forever changed. Baby, I love you. And like this like massive light switch happens. I don't think it's like that. At least it wasn't like that for me. Like I loved her instantly. Yes. And I think over the first seven months, it's like, damn, I love her a little more every day. And like she's just, she fascinates me every day. Like how much they learned in the first seven months is insane. And then like, you know, not to keep going back to Grant and Andy, but we're in Andy's office, right? And Grant and Andy both laid out a blueprint and I've met Grant. I don't know Grant, right? I feel like I know Andy. I round him all the time. I love Andy. These both these guys put out a blueprint of life. Like their kids are around. There seem to be both great human beings. Like the Andy's kids are around. You know, like for me, like being present, like, fuck, that would be my life's biggest regret is if I traded success, chasing success, and I didn't have a relationship with my kid, that'd be fucking terrible. But, you know, like I said, man, like I'm good. Everything is icing on the cake. But at some point, you know, you do want to be the superhero for your kid. Like I think if there's anybody's motherfucking dad going to roll up to school in a Lambo or fucking rolls, I swear to God, it's going to be my, you know, I don't want to swear to God, right? On fucking, it's going to be fucking me. Because I don't want no other fucking kid being like, oh, his dad bawled out. No. What if that guy's dad's a loser, though? Well. Pulling up in the Lambo. Oh, what if he's like a total piece of shit? Yeah, he's got the Lambo and he's a total loser. If you're a total piece of shit, like, dude, I'm unimpressed. I don't give a fuck if you got all the money, all the whatever. If you're a total piece of shit, it's nothing. But like if somebody is going to be rolling up to school in a fucking, you know, a fucking, yeah, it's got to be me. Like a rap to Johnny Arizona Lamborghini. I'm just saying, like, you want to be a superhero for your fucking kids, dude? Like, who else do you want to be a superhero for? I mean, I want to be a superhero for myself. But like, dude, I'll put myself second. Like, I mean, the kid is way more powerful than myself. Like, I'll be, you know, it's like, it's homeless people. They're good. Like my brother was homeless for a short period of time. I'm like, he's a tough motherfucker. He was in jail forever, like on and off. He's a fucking tough motherfucker. Like he'll strike fear in anybody. And these MMA guys, like, dude, I put my brother in there against all of them, all of them. And, you know, I'm like, he became homeless for a short time. I'm like, dude, that makes you learn, like we can live with almost nothing. And then fucking, you can have a million dollar a year earner, you know, just he makes a mill, but he just making payments on everything too. Like he's not happy or fulfilled. So like, it's not a dollar amount, man. Fulfillment is something different for sure. You know, it's a deep, it's a deep rabbit hole. We start thinking about a man. It's like, there's a lot of, it's a lot of, it's, it's great, but I think in going back to sales and wrapping this all up, like those are things you got to figure out. Like, why are you doing what you do? Why do you want to get into real estate? Are you just chasing the dollar? Are you actually tracing chasing the fulfillment of doing? Before we wrap that up though, like my brother being homeless is like a fucking topic because he's fucking strong. He's good looking. He fucking, he's a tough dude, right? He's got all the characteristics of a greenhouse person. He did his own tattoos, extremely talented. He's not coachable. He is, well, I don't know where he is now, because I don't talk to him, but he's not coachable. That one trait is what got him on the side of street. And that's what you guys sell here. Like the biggest thing, like, you know, you're trying to get people to invest in themselves, but I do think coachable, what are they? You know, what can you do with them? Can't do anything with them. But like, so, you know, you're talking about the sales thing and the car sales thing. Look, and we can unfold this on a different podcast, but look, I was a new struggling real estate agent and I had, my wife now was, you know, I, she was my support system getting into real estate. I was successful based on fear. I got up fucking four in the morning to get my day going because I was fearful of not being successful. There was no blueprint for success in real estate. I mean, you go to like certain brokerages, they help you out, but they give you trash scripts. They don't talk to you about being a genuine like conversation. Look, I've created a real estate sales training program on Brad's on a VT system. And really it's a blueprint, number one to get your real estate license, number two to find your first deal, and number three to get you doing three to five deals a month. The first month I ever sold five homes. Fuck man, to make like 80 Gs in a month is insane. Right? Then, you know, you don't do that every single month, but good, good. Now that's where the mastery comes in. It's your pipeline. It's like, you know, your marketing branding, but how to hold to get so far off these scripts. But, you know, you got to keep the framework of the script. You know, you're asking a point. You know, there's a point. Hey, bring me a buyer. I'll pay you a commission. You know, what do you say when someone says that you're calling a for sale by owner? Bring me a buyer. I'll pay you a commission. Okay, look, so you're willing to pay the 3% commission. Okay, cool. So really what you're trying to do is save the other 3%. Look, if you're selling a $500,000 house, you'd fucking sell it right now for $450,000, wouldn't you? Well, that's fucking 50 Gs off. Look, you want to save the other 3%. Let me show you how to save, how to sell this property 97 to 100% of asking price. Because most for sale by owners discount their homes 11 to 16%. So if you're discount 11 to 16%, you're fucking, you're giving up that 11 to 16% to save 3%. You know, and really it's a professional industry. So you have to speak, you know, professional. I know I cuss a lot. It's how I emphasize, it's how I connect with folks. Because I'm real. If you don't ever fucking cuss, dude, like I'm sorry, you can't show me one human being on this earth that hasn't cussed. You know what I'm saying? Did Jesus cuss? Did He? He ain't here no more. He might come back though. He's coming back. But anyways. Absolutely. You think so? Back in Jerusalem? And Hebrew? Well, the deal is a cuss word is just a word that we've given power to. So I guarantee you there's a word that he said at one point in time where it meant something different where now we give it power. We just give it a negative connotation. Like the word shit or, or, you know. Ass. Jackass. What was it donkey? You don't, you don't think that there was or a female dog. You don't think that they might have said something like that? Then now all of a sudden we have given it power. Isn't that weird? What about the B word? That's, that's exactly what we got as a female dog. If you use it in the descriptive word of that aspect. It's just a word that we've given negative connotation power to. Yeah, yeah. For sure, for sure. It doesn't really mean anything. It's like an apple. What is an apple? Just a name we gave something. It's like me calling Ryan. Being like, what if I say the word buddy? Like, buddy. And now like 200 years down the road, buddy is a bad word. Exactly. Okay. Anyways, I was just gonna say, I have to show you guys this platform working with Brad on you guys. Number one, you know, this is a good chance to plug yourself. Well, all of the aspiring real estate agents. If you're one, how can they reach out to you? Okay. So I serve tables, bro. When you're serving tables, you're trying to make a hundred bucks that night. Try to make $200 that night. That's like 24 grand a year, bro. You're just trying to get by. There are so many people serving tables that are trying to get their real estate license, but they don't know where to start. They didn't have a grandfather like me to show them the ropes. If you're trying to transition into real estate, there's a website. It's client success rest dot com rest stands for real estate sales training. Client success like dude, you become a client. We'll show you success. And it's gonna success RST. Yep. Dot com. Yep. Yep. Yep. So www.client success RST.com. God bless. You better put that up on the screen so everybody can take a screenshot of that. And then what's your can reach out to your Instagram or yourself? Yeah, yeah. Instagram is the best. I mean, it's Johnny. Excuse me. At Johnny dot Arizona on Instagram. That's the best one to reach out to me. Perfect. And one thing I wanted to ask you because I remember it was like a year and a half and you were driving on with that custom classic that was wrapped. Where is it? Yeah, yeah, yeah. I sold it. Brother, I bought it in cash. I have a plan for a lot of shit. Like I'm going to drive this for a year and sell it. Yeah, that thing was sick, dude. I drove it for a year, sold it exactly what I paid for it. So I don't necessarily think like buying these cars is a bad thing. Have your fun, man. Hell yeah, absolutely. Dude, stunt and flex. So you can like, you know, show other people this fucking possible. The way I think about it is, let's say you buy a $500,000 car, you drive it for you, you have a whole lot of fun, and then you sell it for $470,000. Brother, that $500,000 might be time to get back. But yeah. But what I'm saying is like, let's say hypothetically in that perfect world, you sell it then for $470,000. So you're telling me you spent $30,000 to have the the fun and the lifestyle of what you had for that year inside that car. Like dude, like I guarantee you most sales people could have bought the training system for 30 grand and made 300 grand with it. But one thing I want to say is most people making, you know, a surplus of $200,000, $300,000, $500,000, they're blowing $30,000 a year. I mean, I know I've probably blown easily $30,000 on crankbaits. You know, in crankbaits. I don't even know what that is. It's fishing. Oh, I know, I mean. Sounds like it could be something else. I guarantee you me and Ryan have probably spent what? Y'all fish buddies. In the last six months, probably 15 grand, 20 grand towards fishing. Yeah. I mean, we just bought the John Boat, five racks, six racks. It's a good healthy habit, habit, you know, hobby. Hobby, habit, hobby, hobby. You gotta have a hobby. That's how that word goes. It just combined it. Yeah, it sounds like that, but yeah, no. I mean, it's, you know, one thing. Healthy habit, hobby. We were talking about fulfillment. You know, one thing that, you know, me and Ryan were talking about is like, yeah, you know what? You want to think that's like super, like gratifying and fulfilling is knowing that I've taken care of enough people, helped them make enough money. It's where I got a sliver of that. And that sliver was unable to enough to finance the lifestyle and to be able to go fishing whenever we want to, you know, wake up at four in the morning, be on a nice boat with some, you know, with a bunch of crank baits in top water and going out there to saguaro, pleasant, Bartlett Roosevelt and fishing for, you know, five, six hours. And those moments, you know, you're like, dude, this is, this is, this is like, that this result right here makes me want to do more of this because if I take care of more people and I get them more access to the education, the sliver grows a little bit and then this magnifies. And so it's like, dude, like we're talking to Austin. I remember I think it was like beginning of when we started the Unclosure podcast. Ryan was talking about this. He was like, Hey, like, what's your why? Yeah, yeah, yeah. I want a nice car. I want a beautiful girlfriend, big house, make a lot of money. And we go, you're fucked. Yeah, yeah. So what, okay. So what do you do right there? How do you help that? How do you help that guy? You know, for him, it was like, hey, dude, you can say you want that, but like that's, that's materialistic. How far is that really, when you're having the worst day of your life, you haven't sold anything for two weeks. You're in a dry spell, dry streak. Yeah, yeah, yeah. And you're just, you're in the grinder. Like it's thinking about the car, really what's going to be. No, because that goes away. Exactly. Is that what's really going to make you make you next? Let's talk. People are so, they see what other people are doing and you're just, oh, you see that like right now with social media. Click on that, you see all this stuff and you're like, oh, that's what I want. But is it really what you want? Comparisons. No, if you strip everything from Johnny, his wife, his kids, his career, what would Johnny do? Well, like, you know, I want to unpack that because I've lived 37 years without a real strong why and I can't seem to find this why. Like why do we need to have this why? But what I do result back to is when I was six years old working on a horse farm. It's my habits. I don't even think I need a why because I know my habits are going to get me there. Dude, these real estate agents, motherfuckers don't work weekends. Some of them, some of them don't work Sundays. You call me, Jackie and Andy know this. They call me weird hours. I fucking answer every fucking time. If I had to break away and back, hey, one second, because the stigma is real estate agents don't answer a phone. I answer my fucking phone every fucking time I possibly can because that's pet peeve. And it's just like, can someone be successful without a why? Is it just their habits? Because I think personally, I'm successful because of my habits. I don't need 24 hours off. I might need a couple of hours off. You know, morning, sun, you know, after an evening, whatever. I don't need 24. Fuck that. But I know my habits are going to fucking take me where I want to go. You know, one thing. Do you need a why? Do I need a why? I believe that the line of thinking that is ingrained in the way you operate is the person that you're just going to truly be. If you think that you need a why, absolutely. Whatever you think is truly what you want. Yeah, yeah, yeah. And so whatever we put more presence and more perspective and more focus on to is what will truly become your reality. And so, like, for the longest, you know, my line of thinking was, hey, I grew up poor, watched my mom and dad go through drugs, alcohol, all the stuff. Like, I'm going to make sure I stay away from that stuff. Well, guess what? In high school, I did a party. Okay. Or I stayed away from that. And look where you are now. You're light years ahead of everybody that's still doing that shit. Yeah, exactly. And then also it was like, hey, I had no money. Well, the first opportunity that I can make some money, I got a job. And then I was like, okay, I like having money. I'm going to get a second job. And then I was like, okay, well, if I want to make a whole lot of money, then I got to go to college because that's the only route that I wasn't exposed to an entrepreneurial mindset. So, crossed out high school, did grade and ACT, and then I was going to practice corporate litigation. You know, I wanted to wear a suit and tie. I knew that kind of job would make me $100,000, $200,000, maybe $300,000 on the very upper echelons of it. And I was like, okay, cool. I'm going to go do that. Then guess what? Boom, sales. And then I learned by Andy, learned the entrepreneur. And then all of those moments have shifted that line of thinking of like, okay, what's possible, what's not. Why am I doing this? For me, it's not like I don't wake up every single split second morning and go, okay, why am I doing this? What's my why? But you know what? I do have moments where I look back and I go, dude, everything that I've done for the last six months has led me to this moment. That's freaking awesome. And it's, I feel like it's those blips and time like when you go home, okay, and you go see your daughter, you're going to be like, dude, this is freaking awesome. Yeah. And guess what? Filled up right there. Yeah, yeah. You're filled up. You're fulfilled. It's a gratifying moment. Yeah. Like I searched for those next, those next gratifying moments. You know what happens if you don't have that moment of fulfillment? I feel like you're empty inside. You're bankrupt. You become an asshole because you're drained. Your cup's empty. So your cup's empty. You don't have any moments of fulfillment. You just become an asshole. And you know, or, or like I was, I was listening to something this morning and I talked about this on the, on my zoom call this morning. But one of my favorite actors, Robin Williams, the dude, best, one of the best comedians ever. One Academy Awards in comedy and in drama, which is super hard. If you don't think about acting, it's usually those two are, that they do not do well. The comedy guy does not do very well in drama. Had a, a pretty great family. Had great kids, great relationships. Everyone, every, if you have to talk about Robin Williams, everyone's like, dude, I love that guy. He's amazing. Then the guy goes and hangs himself. Why? And he had the money, too. Did he just freaking balling out of control? Because once you get the money, you realize, like... Was it fulfilled, dude? He was making everyone else happy, except for himself. Chasing shit that people told him he should chase. You know what I mean? Dude, I'm like, you guys are living at such a blessed moment here, like with the Elliot opportunity. Absolutely. But like the Andrew Tate to the world, the Grant Cardinals, the Andy Elliott's, there's so many golden nuggets that they drop on you all the time, right? And Tate brings it up, mentions it really well. He's like, dude, once you have so much money, like, dude, I don't, I don't. Like, it's, everything becomes nothing. Yeah. Everything becomes free. Everything becomes like, you're either eating steak, you're eating steak every night if you want. So I think, you know, Robin Williams has the money, has everything, but no fulfillment. Yeah. Sad. Sad. That would suck to be 50, 60 years old and then realize that all this cool stuff and now what? They go through life. Maybe living for everybody else. I think you have to have a purpose, like a personal purpose. With that purpose and the why, right? Exactly. You better figure that shit otherwise you're going to be an empty cocoon with a man. What am I going to do? Where do I find it? You know, it's inside, right? Like, first off, like, dude, all the answers are with them. Yeah. It's very biblical. You know, all the answers are with them. I don't think anybody in the world could answer that for you except for, you know, the person that six inches away from you in a mirror. You know, but like, dude, I just like, yeah, I struggle with that. And it's not like a depressing thing. I don't think it's a struggle, though. I feel like it's a, that's an empowering moment where you're like, you know what? Like, I've made it. We've made it this far by making it this far. Yeah, baby. And really like, do we have a real dialed in playbook? Did we have a compass? Do we have a true, like a true north sense of direction? Or have I just been working so hard, so consistently, with a great attitude around great people, learning new skills, that you know what? All of it, it doesn't matter which direction I headed, that I was going to a port. I was going to a destination, which is, which is awesome. Yeah, that has. I think that fires me up. The habits in the playbook coincide. If I had a good wife and like, I'd be unstoppable. But, you know, like, I don't know. That's something I do struggle with is the why part of it. But the habits just take me everywhere I need to go. Dude, where can they find you one last time? Yeah, yeah. You can find me on all the social media networks. Johnny Arizona is at Johnny dot Arizona on Instagram. If you can't spell Arizona, you're catch. Google. At official Ryan Rasmussen. At the real young closer. Well, hey guys, the number that you can text is 480-405-3817. That's the unclosure podcast number. Love you guys to death. Keep rocking. Keep crushing it. Let's go. I like getting money. I got time to get it. Talk it on me. So my car's a tinny. Dancing with the devil. I don't bargain with it.