The Easiest Way to Make $5K in Real Estate (Copy & Paste Strategy) #CreativeFinance #HowToGetStartedInRealEstate

We are going to go through and talk about bird dogging today. The purpose of this training today is just to help people understand bird dogging a little bit more clearly on a deal that we closed yesterday. And I've been training on this for the last couple of months, but I just thought I'd kind of do some backfilling and talk about why I'm doing the bird dogging stuff so much lately. And hopefully this will help somebody get their first deal. Let's just compare real estate to basketball for a minute. This is like the layup. In fact, this is not even the layup. This is like, you know, when you take your kid and you give your kid a basketball and you bring your kid to the basketball hoop and you say, drop the ball in the hoop. That's literally this move. It is the easiest strategy in real estate of all time. Today I have the steps to do it. So here we go. Bird dogging is a process that eliminates every single excuse that a newbie could ever give you or anybody else. They can't lie anymore. It removes all of the lies. Okay, so when a new person jumps into real estate, whatever it is, think about it, about it kind of like basketball, just for a second. They compare themselves to Michael Jordan. Like you think basketball, you think Michael Jordan, you think basketball, you think Steph Curry, right? Shooting freaking three points, three, three pointers from the halfway mark in the, on the court. And people just start thinking, then that's what they should be doing. In fact, don't lie. I know we've all done this. People will spend more time on the basketball court, shooting from half court than they will shooting a freaking layup. Like people are practicing half court shots more than they're just perfecting the layup. This is the layup of basketball. It is the easiest, most simplest way to get your first deal, but it also is not that fancy. And so a lot of people are not attracted to it. It's like, wait, wait, that's all it is. Yes. If your goal is to get a check and if your goal is to make some money in real estate, this is a strategy you want to be following. What it does is it eliminates every single excuse that you have. Every one of them. Your excuses of, I don't know the paperwork. Pace, I don't understand the paperwork. Okay, great. You don't have to do any paperwork. Pace, I don't know how to talk to sellers. I'm afraid to talk to sellers or even agents. I'm like really deathly afraid of saying something stupid. Okay, cool. You don't have to do that either. Pace, I don't have any money. Okay, well, that's a stupid excuse. I have no money. I have no resources, whatever the thing is that people will say. I have no resources. The biggest one I think is BS is I have no time. Yes, you do. You know you do. You just enjoy lying to yourself and you like, you enjoy lying to everybody else around you too, of why you haven't been successful. A lot of people I will run into that have watched me on YouTube for years, they'll say a big, big, big lie. They'll say, I haven't done my first deal. And I'm like, why do you got to say it like that? That's not the truth. The truth is you haven't done any work to deserve your first deal. And then immediately people get a little bit defensive because that's what people do. They love to get defensive. And so I, oh no, I've done the work. No, you haven't. Watching a training is not doing the work. Watching a YouTube video is not doing the work. Reading about it is not doing the work. Thinking about it is not doing the work. Putting it on your calendar to potentially do it tomorrow is not doing the work. It's not doing, you have not done anything to deserve doing a deal. So the reason why they don't do the work is because they're deathly afraid of a lot of things. And so this strategy removes all of that. Instead of me going into your psyche and being your therapist and trying to motivate you to actually do the work, this strategy removes all of those things. I should call this strategy the copy and paste strategy. When we launched Sub2 five years ago in June of 2020, hundreds of people were doing the bird dog strategy right out of the gate. And thousands of them do the bird dog strategy every single month ever since then. We have one student in Sub2 makes $3 million a year just in Arizona. His name is Spencer and Spencer's here in Arizona. And all he does is like 60 of these deals every single freaking month. So it is incredible, this strategy. Can bird dogging be done over and over and over and over and over? Yes, but at some point it's not sexy. It's not owning apartments and RV parks and land development and all of the other things that our community does. And so people will go do one or two of them and then stop doing it. Here's the first story. The first story is I have a girl inside of our top tier TC community. We have three parts of our community. It's the same community. We call it the creative campus. Top tier TC runs all the paperwork, right? So they run all the transactions so that all of these visionaries like me that are out there talking to sellers or working out deals, I don't need to worry about the paperwork. Well, Kelly Humbarger is a top tier TC. And she came to me back in March and she said, hey, I want to start making a little bit more money. Okay, and so this is what bird dogging is. And this is what Kelly did for me. Bird dogging, very simply put, is every deal, every house. You can bird dog anything, by the way. You can bird dog businesses. You can bird dog money. You can bird dog RV parks. You can bird dog land. You can do anything. Whatever is in your heart right now, whatever you want to get into, you can bird dog for it. So every deal starts with a seller, right? The seller has to sell a property or a business or a piece of land or an RV park. They have to sell something in order for people to make money down the line. Okay, so a bird dog essentially is the middleman. So this particular deal, like a very basic bird dog deal, looks like this. This is what a bird dog deal looks like. There's usually four people involved. There is the agent or no agent. Sometimes there's no agent. Just FYI. I know this is going to be confusing for some new people. You don't have to go through an agent. I'll give you a good example of this. Like if I'm doing direct agent outreach as a wholesaler, which bird dogs, you don't need to worry about this. You will never call a seller. You will never call an agent. You don't need to actually know this. But I'm just going to depict this for you in your brain. Wholesalers that I teach how to go out and find deals, you're either doing on market or off market. Off market would be like somebody's in foreclosure. They're going to lose their house. They're not currently listed for sale. There's no agent involved. So obviously I'm calling the seller directly. There's no agent involved in that transaction. The other side is, let's say that an agent has a house on the market and it's been on the market for 200 days. I'm going to be calling the agent in that situation because obviously that seller has hired that agent. Pretty simple. On market, off market. You don't need to know anything more than that. If you have a question about that, somebody should karate chop you. In this particular situation, there's an agent involved. The agent represents the seller. I'm going to say wholesaler is W-S, wholesaler. What does a wholesaler do? The wholesaler finds opportunities and that wholesaler tries to get those opportunities under contract. Their whole entire business is literally, I'm going to get a house under contract at a low enough price that I can go sell it and make a fee. That fee would be called a finder's fee or an assignment fee or a wholesale fee. All exactly the same thing. The wholesaler says, I'm going to get this contract and I'm just going to sell the contract to a buyer. The problem is buyers are really, really busy. Here's the buyer on the back end. Buyers are really busy doing what? Well, they're going to houses. The buyers are busy buying deals. They're busy dealing with contractors, pulling permits, dealing with design, dealing with managing money, and all of those types of things. They do not have time to go out and talk to agents and sellers. That is how the business works. You guys think, oh, the buyers are out there negotiating with the agents and the sellers. No, they are not. Wholesalers do that. Then wholesalers do not go and fix and flip. The agent in this situation right here works out the deal with the wholesaler. The wholesaler is right here in this black circle. I keep circling right here. That's the wholesaler, agent, and seller situation. Let's just say that they get it under contract for 200K. The bird dog is the middleman. The bird dog goes to the buyer and says, hey, buyer, what are you looking for? I'll go look for a deal for you. That is the bird dogging. The reason why it's called bird dogging. I will go find the bird you are hunting for. You guys should know what a bird dog is. The hunter is looking for a bird. The bird dog goes and chases down that bird and fetches it and brings it back. That is a bird dog. The bird dog is always starting with the buyer first and says, what are you looking for? I'll go find it for you. Then what the bird dog is doing is it's going and talking to wholesalers and saying, hey, what do you have for me to look at? I have a great buyer I'd like to bring your deals to. The bird dog literally gets the house that somebody else has already called on. The wholesaler has called on it, negotiated, followed up, negotiated, followed up. Did the paperwork, did the thing. All of the work was done by the wholesaler. The bird dog simply takes that deal and says, hey, buyer, do you think this is a good deal? Would you like to look at this? If so, I'd like to get a fee. $5,000, $10,000, $15,000. The most I've paid on a bird dog fee was $90,000. Obviously, that was not a single family house. It was a multifamily deal. I paid somebody on a, actually, no, I'm sorry. $90,000 was this year. Two years ago, I paid somebody $150,000 for being the bird dog. Like literally somebody else already had the contract. The bird dog simply brought the opportunity to me, copied and pasted the address and the terms and said, do you want this deal? I'll introduce you to the wholesaler. Absolutely. I bought it. It was like a $5 million deal and the bird dog made $150,000. It varies depending on how much money the buyer's going to end up making. So it truly is that simple. Now, I'm, of course, going to go into more depth today, but that is basically the job of the bird dog. Okay, so check this out. You guys are participating in bird dog deals every single day. Every day you guys participate in bird dog deals. You just are not recognizing that this is a common business practice. So real quick, let's go and talk about Walmart. Okay, Walmart. Do we all agree that Walmart is a wholesaler? They get products from other people, right? So let's just say like a farmer, right? The farmer who has eggs or chickens, I should say. Farmer who has chickens. Yes, that's a chicken. I'm sorry. It's horrible. The farmer has chickens, convinces the chickens to give him eggs. He takes those eggs and he brings those to Walmart. Walmart then sells them to you, the buyer. So every single day, my friends, you buyers who are buying milk and eggs and cereal and all of these things, you are participating in a wholesale transaction every single day. Walmart didn't even have to buy these eggs. Listen to me. I know I've taught this to a couple of people, and so this is not going to be overly surprising, but Walmart doesn't even buy these eggs. What happens is the farmer goes and places these eggs on Walmart shelf. Walmart sells those eggs to that buyer. That buyer, let's say, pays $8 for those eggs if you're in California, and then Walmart holds onto that money for 60 to 90 days and then pays $4 of that to the farmer. Walmart doesn't even have to buy the eggs. It doesn't pay the farmer when the farmer puts the eggs on the shelf. That should be mind-blowing to you guys. If you don't even recognize you are participating in creative finance and you are participating in a wholesale every single day, you go to Target, does not matter. You girls that go to Ulta, Sephora, guys that go to Home Depot, Lowe's, Hobby Lobby, it does not matter. It does not matter what retail outlet you go to. Every single one of them operates this way. They are not producing the goods. They are simply having open shelf space and marking it up to the next person. That's called wholesale, right? Even Costco says it in the name, wholesale. Literally, if you look at your Costco card, it says the word wholesale on it. Costco is a wholesaler. Welcome to real estate. It's no different. When people are like, what's wholesale? It's like the thing that you participate in every day. Even the thing that you go fill up your car with gas, that was not gas that the gas station purchased. The gas station did not produce that gas. They went and got it from a gas producer, a gas and oil producer, right? Then that gas and oil produces lets them hold it in their tank, sell it to you. You give them the money the second you get that gas in your car, and then that gas station holds that money for 45 or 60 days, and then pays the gas and oil company, their portion, 45 to 60 days after they've already received the money. This is called creative finance. It's everywhere around you, everywhere around you, okay? So this is not like, oh, wow, I didn't know this existed. Guys, it's like smacking you in the face everywhere you go. Now, let's talk about what a bird dog is in a transaction like this. You have a chicken, right? And the chicken produces eggs. What is that in this representation? That is a seller, okay? The seller is the chicken. The eggs are the house, right? That's where this transaction starts. You cannot buy eggs without the chicken. You cannot buy a house without a seller. There is no transaction. No transaction exists if there's not a seller of that house, okay? Somebody going through some painful situation, okay? So they then go to a farmer. Who is the farmer in this situation? Is a real estate agent. Cool. Hey, I will let you represent me when you go and sell this thing at the market, okay? The farmer then goes to Walmart, right? And Walmart says, yes, we will let you put your eggs on our shelf. We want to buy your eggs, but we will let you put your eggs on our shelf. And they contract a price. That price, let's say, is $4 for a dozen eggs. Walmart says, I have it under contract from you, right? This is the contract between the wholesaler. By the way, Walmart is the wholesaler. Walmart says, I will contract with you at $4. And when I get paid, I will then pay you. So does Walmart purchase eggs? No, it does not. Does Walmart need money to buy eggs? No, it does not. So this belief system of, I'm new to real estate. I need money. Walmart is doing billions and billions and billions and billions of dollars of sales every day that they did not buy any of the goods. Why do you need money to start? It's called creative finance. You're leveraging somebody else's capital. So am I teaching you how to be a wholesaler today? No, I'm trying to help you identify the roles of these people in these transactions. So the easiest part of this transaction is right here in this space. I'm about to explain. Here's the buyer. The buyer goes and says, I want eggs today. I want a house to flip. I want to go flip a house. I want to go find a house to flip. I want those eggs. I want that house. Now, of course, the buyer can go directly to the wholesaler, which is probably about 20% of the time. The buyer is going directly to the wholesaler that actually has the direct relationship with the farmer. But you will find in real estate today, and it has been like this for quite a while, 80% of the transactions in real estate where buyers are buying houses, there is an Uber Eats or a Instacart transaction going on. An Instacart is the bird dog, okay? Instacart is the bird dog. What does that mean? That means your buyer says, I don't want to go and talk to the wholesalers. I wish there was just somebody that could just bring me wholesalers deals. I wish there was just somebody I could communicate with and say, can you just go find these types of deals for me so I don't have to talk to the wholesalers and see when they have deals under contract and when they don't. And so the buyer will go to the bird dog. The bird dog is Instacart, okay? The bird dog is going and picking up the goods that somebody else has already negotiated. So Walmart, who is the wholesaler, guess what they've done, guys? They've already worked out the contract. They've already done the hard work. They found the good eggs. They found the farmer. They negotiated this stuff. They dealt with all the logistics. So when you're sitting there going, I'm afraid of talking to sellers. I'm afraid of talking to wholesalers. I don't have any money. I don't have any skills. I don't know how to do this. I'm afraid. I'm busy. I have no time. All of that stuff is eliminated 100% because the wholesaler, which is Walmart, has already done all the work for you. Now, where does Walmart make their money? They make their money by going and getting more eggs. Okay, so do we all know what bird dogging is? Just think Instacart. What does Instacart do? They get paid a fee for somebody asking for them to go get something that somebody else has already negotiated. Does Instacart go down to the farmer and negotiate the eggs? When somebody says, I want eggs on Instacart, does the Instacart person go, all right, cool. Let me drive down to the farmer and negotiate with the farmer. Is that what a bird dog would do? Is that what Instacart would do? Yes or no? Come on, guys. I got 780 people in here. Can I get a 780 no's? I want to make sure I close this chapter before I move to the next chapter. Okay, cool. All right, so here's the next part to the training. I want to explain an actual story to you. Okay, so I've done this training. Obviously, my wife did a full 12-part series inside of Sub2. So if you're in the Sub2 community, by the way, this is a Zoom that has Gators, Sub2 members, and then we've got some people that are in the free world, like YouTube people and stuff like that in here too. So if you're in Sub2 and you want the 12-part series, my wife has done training and then I've done training, go into sub2course.com and type in cheat code and you will see underneath the cheat code, there's 10 trainings. One of those trainings is called bird dogging, a bunch of training underneath there. So let's talk about an actual deal. The actual deal that I want you to remember is kind of a little chain of events that's happened that has led me up to this Zoom today. So Kelly Hamburger comes to me and says, I want to make more money. I'm making a lot of money in the community, but I want to get chunks of money now. Cool, no problem. Bird dog for me. She says, okay, where do I start? And I go, watch the training. Don't be a knucklehead. Go watch the training. Be resourceful. And she goes, okay, great. She watches the training and she sends me a text. She goes, there's no way it's that easy. I go, I can't do this anymore. I can't argue with you whether it's easy or not. You know, I was like almost at that point with Kelly where I'm like, I've done the training. I've shown you thousands of people do it. Okay. Oh my gosh. And this is my conversation, my brain. I'm just like, yeah, no, it actually is easy. Like this, I'm talking to Kelly because I love her. She's great. So Kelly says, so it's really that easy. Like I go find wholesalers, right? People like Walmart. I go find the people that are door knocking. The people that are cold calling. I go find those people that already have the eggs. They already have the deals. And what do I tell them? And I go, well, did you not watch the training? Yeah, I watched the training, but like, there's no way it's that easy. I go, no, it really is that easy. And the training says, for those of you guys that haven't seen it is, and this is, this overrides a lot of that training. Hey, wholesaler, my name is Kelly and I have a buyer that is looking for deals. I am not the buyer. I'd like to bring your inventory to my buyers. Is that cool? Would you be okay with me taking your inventory and bringing it to my buyers and my buyer will pay me a fee? She's like, is that easy? I go, yes, it's that easy. They want to sell their deals. And it's very common. When you start seeing these transactions, you're going to like, your mind's going to be blown. She goes, okay, great. So she goes, let's say I get a house sent to me, right? They send me the address via text message, the price, the photos. What do I do with that? I go copy and paste it to me. Copy and paste it to me. She now overthinking, starts going, there's no way it's that easy. I'm like, okay, let's make a rule. Don't ask me another, don't say ever again, there's no way it's that easy. So I go, Kelly, no, it really is that easy. You take the address. And for me, listen to me, this is going to be a point of confusion later down the road. I am a buyer, okay? I buy, I flip, I wholesale. I'm an experienced person. I do a lot of different things. I've built systems and processes, right? It's like, does Dairy Queen only sell ice cream? No. They started out selling ice cream. They realized, oh, these customers are coming in after they had a hamburger at Wendy's or McDonald's and they're coming over because our ice cream's better for their, like, to satiate their sugar desire. Why don't we just start selling them food and we can do both? Okay, so that's me. I'm Dairy Queen. I do both. I started out doing ice cream wholesale. I now sell food, which is like multifamily and RV parks and, you know, all the other things. I do a lot more. But when you guys are starting out, you should just sell ice cream for a little bit, okay? So for me as a buyer, I prefer my bird dog to just bring me the house at the price that it was sent to them at because honesty and transparency makes everyone better. Honesty and transparency makes everyone better. That's my preference. So when you guys are going to go work with your buyers, which I'll give you steps on how to find buyers and I'll give you steps today on how to find the suppliers, right? The wholesalers of like Costco, Walmart, Ulta, Sephora, Hobby Lobby, all the things. I'll show you how to find them. And then I'll also tell you how to find the buyers. And when you find the buyers, they don't all operate like me. They've all been trained by me, but they all have their own personalities. They all are different ages and different, you know, parts of their life. And some of them want to do more deals than I do. And some will want to do less deals. And some have different communication aspects to them. Some want to be texted to, some want to be emailed to. Some people want you to do different things. Everybody's going to be a little bit different. And that's going to be actually the hardest part of bird dogging is understand how each individual buyer operates. For me, I prefer Kelly to get a deal directly from a wholesaler. So let's say here's the wholesaler. The wholesaler has already met with the agent and the agent has already worked with the seller and they're already under contract. They have a $200,000 contract. I prefer Kelly to just come right to me and go, hey, Pace, 123 Main Street. We can get for $200,000. Is this a good deal? And I reply back and I go, sorry, he got it under contract for $200,000. He sends it to Kelly and goes, I will sell this for $225,000. So Kelly comes to me and she says, hey, this wholesaler brought me the deal, says he can sell this to us for $225,000. Is that a good deal? If I say yes, a couple of questions that pop up in my mind as the buyer. What I do is I go, all right, well, am I going to hit my target of the profit I want to make? My team, listen to me, this is how your fee is determined. My team wants to make 10% net of my sales price of the house. So I want to make 10% of the net sales price. And if I can do that, I will pay $10,000 for the deal. If I can't do that, I'll pay $5,000 on the deal. If I can make 15% net on the sales price, I will pay $20,000 finder's fee. So the better the deal, the better the fee for the bird dog. All right. So Kelly will then send me the address directly as exactly how she received it. Is she altering it? No. Is she telling me, she's literally telling me the truth. I have a wholesaler that sent this to me for $225,000. Now the immediate question that a newbie is going to ask is like, what prevents the buyer from going around me to the wholesaler? What prevents your husband from cheating on you? There's lots of women out there. What prevents your wife from cheating on you? There's lots of dudes out there. You find a quality husband and you find a quality wife. That's the answer. I am a quality buyer. My reputation is where I make most of my money. I've never screwed anybody over. In fact, if I've done anything wrong, it's been overly generous to people because I look at the way I pay people as a future marketing expense. I am a business person. People that don't have a good reputation don't stick around in this business a long time. Find people that I've trained. Those people are like me. They're honorable. They've been trained properly. I've brought in attorneys. I brought in attorney generals. I've brought in all sorts of incredible training with them for five years. These people have been trained to be super high-level honorable people. That's the answer. That's the short answer. The long answer is get a joint venture agreement, but I prefer not to sign a JV agreement. JV means joint venture. She sends me those addresses as she receives them from wholesalers. Hey, what do you think? It's like me looking at Instacart going, okay, these are the prices that we can get these at. Okay, yeah, I'll select those. It's pretty simple. And then Instacart shows you very transparently how much money they're making. They take a fee on top. Welcome to, guys, literally bird-dogging Instacarting. That's it. It's the Instacart of real estate. So Kelly, in this situation, we buy a house on mahogany. Kelly sends me eight addresses. I say no, no, no, no, no, no, no. Seven times on the eighth house, we say yes. We buy a $600,000 house that I'm going to flip and turn into a million-dollar house, and I'll make about 100 grand or so. So million dollars, $100,000 net, that hits my target. My target is 10% of the sales price. So my future sales price is a million. I think I'm going to net about 100 grand on the deal, which means Kelly gets $10,000. If I was going to net $60,000, then Kelly would have gotten $5,000. I wouldn't have hit my target. My team is how I pay my payroll, right? I flip a house. My team gets paid out of those fees that I make on flipping a house. We have a target. Whatever the sales price is of the flip, I need to hit 10% in order for me to pay you a 10,000 or more fee. If I can't hit my 10% target, then you're going to get a $5,000 fee, okay? So Kelly finds me a house on mahogany. We actually said no to the price, but this is the beautiful thing. We went back to Kelly and go, hey, the price that the wholesaler sent it to you at $640,000 is $40,000 overpriced for us to hit our target. If you can get it for 600, just go back to Walmart and go, hey, Walmart, you're overpriced. My customer really wants these eggs, but you're overpriced by 40 cents, right? So Kelly goes back to the wholesaler. Wholesaler in this situation says, sure, I'll sell it for 600. I still walk away making nine grand. I'll sell it to you guys. So the wholesaler made nine grand and Kelly made 10, and then I'm actively flipping it. The house is going to go on the market here in a couple of weeks. I then buy this house with Kelly. Kelly is like, oh my gosh, I sent you eight addresses and I got paid $10,000. Like, why is everybody not doing this? I'm like, because it's not sexy. It's like the layup of real estate. Everybody wants to talk about how Pace bought an RV park with no money down and 0% seller finance and all of these cool things because everybody wants to quit their freaking job and $5,000 or $10,000 doesn't let people quit their job. And so people, they hate their job so much and they hate their boss so much that they're like, just let me get a big multifamily deal. So they're trying to shoot from half court. Every single attempt they're trying to get into the game, they're trying to shoot from half court instead of just going, make a layup, gosh dang it, right? So Kelly's like, it was so easy. I feel guilty. I'm like, great. Like, welcome to being rich. Like, there's a phase of you work so freaking hard your whole life and you grind and you stress out your whole life. And then you venture into the world of like what rich people do and you start feeling guilty because you blue collar people, me being a blue collar guy for a long time, when I started getting into the white collar stuff, just texting people and all digital things from my computer, I was like, how is this even possible? Why did nobody tell me about it? Well, they did tell me about it. I just thought it was a scam. I heard radio ads about it all the time. Like, oh, it sounds like a scam. Sounds like a scam because blue collar people hang out with blue collar people and they're all scamming each other. Sorry, it's true. There's like little scams going on in the neighborhood. There's people taking advantage of each other. Your families are borrowing money from you. They don't pay you back. It's all, it's a mess. So you all believe, just like I did, that I believe that it was a scam. So you hear it and you immediately block and you go, it's not possible. There's no way people can make five grand or 10 grand just doing that. Yes, if 10 years ago, if you told me, dude, you're going to be able to like order groceries on your app and somebody that just takes groceries from Walmart to your house is going to make like a full-time living, I'd be like, that sounds freaking cool. What? That doesn't sound real. Why don't they just go to Walmart? Why would people pay that person? Don't tell me you haven't had those thoughts or 15 years ago, right? The too good to be true thoughts, right? Okay, cool. So what I did with Kelly is I met Kelly at the property on Mahogany and I did a two-hour training at the house. I took a big black Sharpie marker and I drew out the whole deal on the wall in front of 85 people. And let me just show this to you guys so you guys can see exactly what I'm talking about because I think that visuals really mean something. This house right here, see this girl right here with the gray sweatpants and the dark top with like dreads, that girl's name is Daje. So look at all these people that came to this meetup. This is a house that I bought from Kelly. Kelly literally just Instacarted this deal to me. She made $10,000. So we're here at the house. Daje, who's in the gray sweatpants is sitting there in the audience going, bullshit. She's not literally saying that. I'm trying to say this for effect. She's like, if she's watching this right now, she's like, Pace, what are you talking about? I text you every day. I love you, we're friends, whatever. But that's like the attitude she had. She didn't come talk to me. Who do you think she went and talked to? Not the person that did the training, but the person who just did the deal. So she goes to Kelly. I watch her and Kelly talking for like 30 minutes. And Daje went up to Kelly and says, Daje goes, is it really as easy as Pace says? Like, there's no way it's that easy. And Kelly goes, no, it really is that easy. I sent Pace eight addresses. He gave me feedback on all eight. First seven, he said no. And he gave me a price he would have bought them at. So I was learning along the way. So Daje says, it really was that easy. And Kelly says, yeah, Pace told me, do not expect to get a deal until you've sent me 25 to 30 houses. And I was surprised when they said yes on the eighth house. I was expecting to hear no 25 times and I wasn't going to quit. And I got a deal on my eighth house. And Daje's like, well, how many weeks did you work on this? Kelly's like, literally two days. I literally sent him eight addresses in two days. He bought one of them. Holy moly. Daje's like, that's crazy. Like, so what do I do? And Kelly's like, what do you mean, what do you do? He literally just did a two-hour class on the wall. Why do you think there's something missing? There's nothing missing. And Daje's like, okay, all right, all right, all right. You're right, you're right, you're right. So what does Daje do? Daje sends me one house. I say, no, give her a price that would have worked. Couldn't figure it out. Or not couldn't figure out, that's the wrong word. I gave her a price that I would have bought it at. She went back to the wholesaler. Wholesaler said, sorry, I sold to somebody else. That happens on the first house, the second house, the third house, the fourth house, the fifth house. And then I get a yes to her on her sixth house. Literally, from the day she started sending me addresses to the day she got paid was like eight days. Thank you guys, I appreciate you. We will see you guys later.