Business Innovators Radio - From Coach to Realtor: Journey of a San Antonio Business Innovator

Starting point is 00:00:02 Welcome to the Agents Lounge podcast, where we talk all things real estate with the industry's top performers. Join us as we dive into the inspiring journeys of successful agents and uncover the secrets to their success. Whether you're a seasoned agent or just starting out, we've got the tips and tricks to help you navigate the world of real estate. Brought to you by Eritory Comfort Solutions. So grab a seat and join us in the Agents Lounge. Welcome back to another episode of the Agents Lounge podcast. I'm your host, Nathan Gayle. with Air Integrity Comfort Solutions, accompanied by Alex Delion, owner of Universal Recovery

Starting point is 00:00:40 Consultants, focusing on Credit Education and Recovery. Mr. Francisco Bermuda's Jr. co-hosts. Hello. And Mr. Andrew A. Alderetti with EXP. How are you doing? Yeah, we're doing good. So first question is just to break the ice a little bit. Okay.

Starting point is 00:01:01 If you had one superpower for a day, what would? at BMW? Man, I knew I should ask the questions we're going to be coming up. Superpower. I would say it had to be flying. Wow. Just because the speed, the thrill, being able to go wherever you want to go at a moment. Yeah, I mean, who doesn't want to fly, right?

Starting point is 00:01:23 I mean, think about it. We get in a big plane to fly. We try to accomplish so many different feats of trying to fly on our own with different drones. I'm sure you've seen those things. Like even a flying car would be cool. Right. Which is actually coming out pretty soon. Where's the first place you could go if you could fly?

Starting point is 00:01:41 Hawaii. Why? Yeah, exactly. Maui right away. Be there an hour. That would be not. I know. It should be faster than that.

Starting point is 00:01:49 Yeah. That's a good one, man. Yes. Yeah. All right. So just a little bit of background about, have you always been with the XP? How did you get started into the whole thing? Like what brought you to where you are today?

Starting point is 00:02:05 Yeah. Well, I have not always been with the ASP. Just to answer your first question. But as far as the, to get what got me into real estate industry, I came from a coaching background. I was a personal trainer and a football coach at Cornerstone Christian Schools here in town. And I ended up being the head football coach and basketball coach for the middle school

Starting point is 00:02:26 programs. And I was also a quarterback coach, offensive coordinator for the varsity programs. there we did quite a bit from we actually had every single grades so from you know kindergarten all the way to seniors in high school so I actually did throughout the day I was actually a PE teacher for the first through fifth I did morning practice with the middle school kids and then I had afternoon practice with the high school kids and so it was cool because I really love teaching people I love coaching I played football myself and um and And so it was just really rewarding.

Starting point is 00:03:03 But at the time, I was there for about four years and around, around 2012, 2013, I had started getting exposed to real estate. There was this, I'm sure, you know, when I rang up the name, everybody, then I'll start laughing. But his name was Armando, Mandelago. Yeah, see, there you go. That day, right? But, you know, I really appreciated because, you know, I went to one of those seminars. and I was still working there

Starting point is 00:03:32 and then it blew my mind I was like what I could make my whole year salary and one deal you know they obviously you know hype it up as possible that their goal is to sell seminars and stuff like that and but you know in hindsight I really appreciate it

Starting point is 00:03:47 because even though I felt that I it could have been you know a little bit more truthful to certain things but it got me in the game it got me in the game it got me in the game We got me thinking outside the blocks. And that's something that was, that's what started me off. Right.

Starting point is 00:04:05 Yeah, so I wanted to make a point. So we've talked with a lot of teachers. We've had some former teachers on. I'm one of them. Right. And Francis, you know, Valerie, right? Like, why do you think that's such a big thing for real estate people? It is just like, I would say, yeah, I mean to interrupt you.

Starting point is 00:04:25 But yeah, I think just because we love to teach people. in real estate, especially what, you know, in particular, we're educating people how to achieve their goals. And it's exciting, you know, for me in particular, to see someone that's just getting approved or just got their credit fix and they're getting approval. And, you know, we get them home. I'm negotiating the contract and they get that house. They get the key. And like for me, it's just such a rewarding factor when I used to get with the kids when we won the very, very first tournament, you know, that ever in history, and I didn't know, you know, I didn't think I knew a lot, you know, if that makes sense. But it was the practice. It was the time that I spent with them and

Starting point is 00:05:10 encouraging them. So I would say it's just really rewarding, but, you know, you don't necessarily get financially rewarded, you know, in those sectors. And so I think that's where, yeah, I think the real good ones, you know, that understand stuff for themselves, they need to go and explore different options and real estate has been in for me. I mean, obviously, you know, Francisco, Alex, entrepreneurial mindsets, you know, but still have that heart to help other people. Maybe that's the reason why. I don't know.

Starting point is 00:05:40 No, that's cool. Alex, do you have anything even because he, yeah, he's education a lot? So, yeah, so I was actually, I taught first grade for about eight years. Oh, wow. So, yeah, I was under the little ones. But no, it's that what you're saying, Andrew, is that it's the process, you know, But seeing everything, you know, from with your perspective, the coaching, the practicing, the games, and then see it all come to fruition into a championship trophy. It's the same thing with the real estate industry and the home buying process.

Starting point is 00:06:11 You know, there's, it's not as, it can be easy, but there's a lot of things that go into purchasing a home and the back end and to see everything come together. and everybody worked towards a goal of helping that couple or that family get to that, that, you know, closing. Sure. It's definitely rewarding. But yeah, it's, and seeing that light bulb go off like, oh, I didn't know that or I didn't know this. And for me, that's definitely what it is. Yes. Yeah, it makes a lot of sense.

Starting point is 00:06:42 All right. So I was moving on real quick. I'm curious. So, EXP. Yep. They're a little different as far as like how they operate. Yeah. Can you elaborate?

Starting point is 00:06:52 Like, what's the advantage? Because they primarily, like, you operate mainly from an office or from home even, right? Or could you? Yeah, sure. I mean, I worked from home next to Francisco, actually. Yeah. And we actually live in the same street. So, yeah. I don't know if you wanted me to share that. But, yeah. So, yeah. So, because I was out to. Yeah. Well, I'm the new, I'm a certain guy in the neighborhood. I've only been there for two years. I'm sure Francisco has been there for a lot longer. So it's his neighborhood. I'm just visiting, I guess. But yeah, I have my home office. E.S.P has definitely has a lot of tools to allow realtors to be able to excel,

Starting point is 00:07:32 you know, not only in a physical office, but remotely. And I think they were the first ones, if not the only ones, you know, 10, I don't even know how old they are already, but I know it's 10 years. And to change the real estate industry in that sort

Starting point is 00:07:48 because everyone knows that, you know, KWs, one of the biggest ones here in town. Oh, yeah. But you needed to be in the office. You needed to be a part of the KW team. And majority of, you know, the, and I don't know for sure. I never was part of KW, but it was a business, right?

Starting point is 00:08:05 It was a business to make sure that those agents were in those offices using those resources that you provided because it actually benefited KW more than pretty much anybody else. Yeah. But obviously there was resources and the name KW and all the different stuff. Now it's with technology, EXP is. been utilizing just obviously their brand now because now we're international, which has been awesome, but there's no need for a physical brick and mortar office anymore.

Starting point is 00:08:32 Yeah. You know, in my eyes and obviously a lot of people that I've worked with before. So, and to be real honest with you, I don't know all the details with EXB. I've been with EXB for almost going on five years now. I don't know really every single detail about it. I just know that I work, I produce, and there's rewards. that. So I'm not the best guy to talk to you if you guys are looking for XP, but I can maybe send you to John, John Jacoby, which would maybe

Starting point is 00:09:01 help you out a lot more to learn more about that. But I just know that it's allowing me to be with my kids and be with my family almost all the time. Get more work-life balance for sure. Oh yeah, way more, way more. Yeah, instead of having to be at our office if that makes sense. Right. And I would imagine there are pros and cons I could see on both sides. Sure, but like a lot of people like to have that workspace for themselves and also that that might be good for feeling like you're a part of the team. Maybe for somebody that's working for AXP, it would be like you're kind of your own boss. As long as you're staying disciplined on your schedule and paying clients and times, you know, you're kind of, you have your own brain.

Starting point is 00:09:43 Yeah, sure. I mean, that's the beauty about being an entrepreneur. You are your own schedule. You are your own boss. but you know you'll know right away most people don't have the discipline right to handle that and uh yeah yeah that's that's that's big right yeah yeah you have to be an entrepreneur definitely like we have to be a discipline obviously anybody can be an entrepreneur is what I realized really quick you know how he can start you know selling lemonade but uh if you want a business you know you've got

Starting point is 00:10:14 to do the right things at the right time head right when you transition from a coach to a to your business, how did that happen? Yeah, so, so, yeah, back what we were saying with Armana Montalago, got me in the seminars, you know, it was really more about flipping houses, right? And so, and the biggest thing was flipping OPM, which is other people's money, right? Because I came from my background where, thank the Lord, you know, my mother's from Mexico, we came to, to America, San Antonio. And I didn't really understand me of that because by the time I was born,

Starting point is 00:10:49 You know, I had mentioned this earlier, Francis. My mother's name was Enriqueeta, right? But when I was born, her name was Nancy. So that tells you a little bit. I got the old American version. I got no Spanish. All I know as well was Arceitos and salsa Bar de. That's it.

Starting point is 00:11:06 But what it did was they got me around those people that all kind of were focusing on real estate, old, young, whatever may be. And we were out. I was actually blessed to be able to understand the, concept of ARB, which is after repair value, and learn how to calculate that. And so I teamed up with, well, they teamed up with me basically called me out of the bus tour in California that we went to. It was maybe a couple weeks after what I was done. And I had just met people there. And I was like practicing with people there. Then this guy named Mitch Kramer and Eugene Beckles,

Starting point is 00:11:44 I don't know if Mitch Kramer is still in San Antonio, but I know he had a contracting company here. and we did some business together and Eugene Beckles were actually from North Carolina. Never ever met the guy. But long story short, one night, he calls me around 10 o'clock. I was just sharing this with my wife the other day. And he calls me and said, hey,

Starting point is 00:12:03 can you run these numbers and see, you know, what the after repair value is, right? That's really the key of knowing how much you can spend up front to make a flip really work. So long story short, I submitted to him maybe like within five, six minutes. And he was like, do you want to do this deal together?

Starting point is 00:12:19 I was like, yeah, let's do it. And I had no money. And I was like, okay, so how do I do this? And he was like, well, if you submit the earnest money, right? Artist money is just like a small percentage to legitimize the contract for those that don't know. If you submit this earnest money at this office by tomorrow, then I'll give me 30% of the deal. And I'm like, wow, what? And so like at first I was like, what?

Starting point is 00:12:46 Is this serious? whatever and so the earnest money was $2,000 at the time. And I didn't have $2,000 at the time. So there was a gentleman, Chad Bradshaw, which was actually my roommate at the same time. I actually talked to him just the other day because I was doing my prospecting. And what's the God, he was, I just told him the whole situation. He knew what I was getting into. Long story short, he paid the $2,000. And I promised him or we agreed for that. him to get a return on that money. And long story short, we were able to do that, although it was the most stressful blip by very experience because I wasn't here doing it. I didn't speak no Spanish.

Starting point is 00:13:28 And I thought like bringing tacos and a big red to them was going to make them my friends and do fat things faster, which I was told right away, don't be doing that and disturbing them because they're working. And I didn't know any Spanish or whatever. So long story short, it was in an historical district. There's a lot more things to go along with the historical district flip. a regular traditional flip. Yeah. So, I mean, the color, the shingles, the, the way that the, we added a porch on the front of it.

Starting point is 00:13:56 So that had to be cleared. So long story short, I'm sure Chad was stressing, you know, was like, where's my buddy at? You know, and I was like, I don't know, you know. And I'm just going to the, going to the project and making sure it and long story short, it was profitable for all of us. And then I was able to do that two more times. but after that when I saw that we used the same realtor right on the settlement sheet,

Starting point is 00:14:20 right? If anybody that's closed a home before or sold him on me, there's a settlement sheet and it tells you who makes who and then the realtors commission. I saw these gentlemen's name and I won't disclose it, but I saw his name on there three times and I saw how much money he was making. And I was like, I never met the guy. You know, and how was he making his money? And so sure enough, long story short, I got my life. license and that's what actually started me to be a licensed realtor. And I had promised myself that I never want to do flips every end because I think that was the first time I ever got gray

Starting point is 00:14:51 hair and I didn't know Spanish. So that's when I done it to retail real estate. Okay. Yeah. That's awesome. Yeah, for sure. Man. Wow. You covered a bunch of, already through just that little. Right there. I had some questions line up for you, but it's like you hit a bunch of different points. Yeah, keep them up, man. Give them look. I'm trying to slow down. Is there a red planning here? No, it's okay. So, like, when you first got started, what was your client base?

Starting point is 00:15:19 How did you start getting gathering, like putting yourself out there as a license? This was so cool. My first broker, Richard Moyer, I really appreciate him. And, you know, we may have had some headaches before or stuff like that. But I really appreciate how he put me in. He just threw me to the buyer. Yeah, threw me to the fire. Yeah, no, that was the best thing for me because.

Starting point is 00:15:42 I really appreciated it. And I remember one time, right, there was a, when I first got my license and, uh, I would meet in the office and there was trainings going on. He pulled me to the side. I don't even think he remembers this. Uh, he pulled me inside. He was like, you see all these people in the trainings here, majority of them are ever going to do anything.

Starting point is 00:16:01 And I was like, what? What do you mean? Like, I thought they were here to learn. He was like, most people come here just to talk to people and to talk about their bad experiences and don't actually give action to what we're teaching them. Right. I have the same conversation with people over and over and it blew my mind. I was like, you know what? I'm not going to show it. And after that, I never would just change ever again, like ever. But what I did, I didn't have any money. I didn't have any experience. But all I knew is that I knew people,

Starting point is 00:16:31 right? And people live in houses. So literally my very first contract, a buying side contract, I was scrolling through every person on my phone book, and I ended up in the bees. And I ended up getting my first client just by calling them and letting them know, hey, I'm in real estate. Is there anybody that you know that is looking to buy or sell a house? Boom, got them. I didn't even know who the lender to send to. I called my broker.

Starting point is 00:16:55 I was like, hey, man, somebody was a buying house. So he had Julie Velasco. She's out there too. And thank you, Julie. She closed that first deal up for me. And it was just like, whoa. Like when I first saw that check, I showed my parents. because they were telling me no.

Starting point is 00:17:10 They didn't want me to do this at all because they didn't know anything about real estate. And they knew that, you know, I went to college, played football, and they knew I could be a coach and stuff. So they're like, just go get a regular job, right? And I was like, nah, it's that for me. So long story short, you know, I showed them to the check and they were like, okay, whatever you need, you know, they were super supportive. Exactly. But yeah, that's how I got started was literally my phone book. And I just randomly called everybody letting them know.

Starting point is 00:17:36 And I'm in real estate now. And I can imagine like going against the grain kind of like that with your parents being like It was tough. Maybe not. I'm sure some of your like coworkers or colleagues from school teaching, they're probably like still be a little bit too. It was tough, man. I'm not going to lie. I learned a lot of excellence in business from Cornerstone Crucese schools.

Starting point is 00:18:03 I really appreciate that organization. Yeah. And obviously it's faith-based too. So, you know, I learned a lot there. I had a mentor Greg Davis. And then I had a lot of support from the admin from Mr. Wewell. And he knows he's actually a realtor now, too. And Ben Gonzalez, he's actually in the lending industry now too.

Starting point is 00:18:23 But I remember that conversation because when I went to that trip, I did it without getting an approval on my days off. So unfortunately, I ended it back. with them at that time and they, you know, had to terminate me because I didn't follow the rules and which is understandable. But praise the Lord that it turned out to be a benefit for me and my family. And it was funny because I saw Mr. Wewell one day. He was a realtor and he was like, man, I should have left when you left. You know? So it's just been interesting, man. It's been, it's been awesome. Yeah. I mean, for anyone that's going to listen or watch this, we have a table full of people that just, you have to go against the grain.

Starting point is 00:19:07 You have to be willing to take risks sometimes. I know Francisco has done it himself when he started Irategrady, and he was getting some backlash from the misses. I'm sure. Alex, I'm sure maybe you probably face some adversity with that too, right? For sure. Yeah, with us, it was, so, you know, we've been working in the credit repair industry for several years,

Starting point is 00:19:29 but, you know, like anything, it just gets to the point where, you know, you can, there are some things that you feel like you might do differently, and in some cases do better. And the opportunity arose for us to branch out or honor to start our own company. It was definitely a leap of faith because, again, we came from a job or a company that, you know, was pretty consistent and to start completely from round zero from scratch. It was very daunting and scary, but we knew we could do it. We had all the experience, a good amount of knowledge. Definitely, I'm saying we know everything because, you know, there's always something to learn.

Starting point is 00:20:10 Oh, yeah. So, but we did feel comfortable in taking that first step, but it was very, very scary. Yeah, but it's definitely paid off. We're going about eight months now being in our actual business. We've got about 150 clients. We just brought our first team member, got into a bigger office. and I mean, we're just Ryan and Gunning right now.

Starting point is 00:20:35 That's awesome, right? The podcast needs to be on you, man. That's pretty awesome. So I remember when I started my business during Christmas, we didn't get paid for a job. And I had paid out. All the money that I had saved

Starting point is 00:20:48 to buy Christmas gifts, like we used it to buy an EAC unit. And we didn't get paid. We didn't get paid until after Christmas. And I'm like, man, that was so hard. I still remember I was trying to buy groceries at Walmart. than the car moving don't do.

Starting point is 00:21:05 The lady behind us, like, she paid for a grocery. Oh, me, print. Yeah. So, I mean, it's challenging. Like, if you're, you take that leap and does it, it's not always easy. No, yeah. I think I want to applaud y'all to because, you know, correct me if I'm wrong, but y'all had families when y'all do that.

Starting point is 00:21:22 I was by myself, so, you know, for me, it was a little bit easier. So it's the fact that you all did it with families or a wife or something like that. That's, wow. That's awesome, man. That's pretty cool. That's a cool story. And with us, the cool thing is my wife is the CFO. So she does all the financing, accounting, processing. So she handles the back end. But, I mean, she's definitely the boss. Oh, yeah. Oh, yeah. I mean, she's the boss. She's definitely the backbone of our company.

Starting point is 00:21:54 Me, I get to do all the fun stuff like this. Right. But no, I definitely give a lot of props to my wife. Casey, but, uh, but having her do this with, with us, uh, or with me has definitely been a blessing. Uh, because she's, even though she's there in the struggle and, and gets a little more stressed stressed out than I do, she is definitely still supportive and encouraging, like, don't worry. We can do this. You know, we'll, we'll, let's keep moving forward. We're doing all right. And I'm like, all right. We'll just keep that level. Yeah, exactly. Yeah. Because every now,

Starting point is 00:22:25 they're just like, what am I doing? You know, like, is this going to work? You know, and, and, and, but she's, she's, she's very encouraging it's just like just keep doing it keep doing what you're doing you know it all work out that's all right man yep shout out to all the misses the put up with me and my wife yes and my wife yes I played praise God for my wife yeah that's awesome yeah all right I sorry I'm gonna I did you with the next question you ready how do you stay informed about the average changing real estate market regulations or like what sources do you rely on yeah I would say just basically there's continuing education all the time. A lot of title companies,

Starting point is 00:23:03 a lot of different vendors put out continued education. And as licensed realtors, we have to meet certain continued education requirements every two years and then every year, so on and so forth. But really, it's being in the game every single day and understanding how things are changing. And it's really more the people's questions

Starting point is 00:23:26 that draw us to the answers, if that meant sense. Yeah. And so, you know, a lot of people were really scared about the interest rates, yet, you know, the media is telling us, oh, the crash is coming, the crash is coming. But being in around the top company and closing deals every single day, that's not happening in San Antonio. Right. People are flocking to San Antonio, left and right.

Starting point is 00:23:50 From the outside, yeah. Well, the interesting thing that I've seen is that, you know, Dallas is tapped out. Houston's too dangerous. Austin is too expensive. And San Antonio is still the largest underdeveloped city in Texas. And it's a major city. And so what we're seeing is people from East Coast, West Coast. I literally just did a video for a past client of mine that I helped them do with their

Starting point is 00:24:19 Airbnbs and buy the right properties and stuff of that sort. And so we're looking at another one today, but they're from California. Yeah, they will never even show up at the house after we close because people know that this is the most affordable place to be at. And then the taxes obviously are a lot more beneficial for those, you know, people that, you know, are coming over here. So, yeah, San Antonio in itself and the education is really just a matter of what are people needing at the moment and then finding those answers for them. Because I'll tell you right now, I don't know every single thing. But the beauty about real estate is you can find it. And there's people like you.

Starting point is 00:24:57 So everybody that's in a part of our industry are more than willing to let you know what's going on or how you can be a benefit. And that's why I love real estate because it is like a team. There's like seven to nine people that get a check every time a real estate transaction close. So you got to think about those. All people have the same incentive to get that thing done. But yeah, education is an ever thing. You know, formal education, like I said, that continue education. you we all have to do but really it's just a matter of researching your own uh and trying to find

Starting point is 00:25:31 solutions for your clients right so outside of like field work do you have like uh or just being in the field being involved do you have like one source you go to like something in the morning do like youtube youtube that's where i kind of say that funny with the armando story because like a year later i found out there all that information on youtube so i say that you know but i don't think i would ever have gotten in the game or those connections if I didn't go to that that bus tour if that makes sense. But YouTube has been such a benefit

Starting point is 00:26:02 to my life and everybody else that's around. You can learn almost anything to have. Three. You read. Yeah, go to word out. Yeah, that's the thing. You have to learn how to decipher and don't take everything, you know, you know, to heart.

Starting point is 00:26:17 You just got to be able to decipher and see what works for you. Yeah. All right. So option A or B, an ideal client or one time that you went above and beyond to get the best that you could for someone. So I'll say that again? Option A, the ideal client or the name of time like you went above and beyond for one of your clients. Well, I want the ideal client.

Starting point is 00:26:46 I don't want the ideal client because that looks like something that is motivated to sell their home and that is willing to use a professional to get the most out of that experience. Yeah. For me, and I'm sure a lot of realtors have heard it, or even in any industry, right, people that are looking for a discount. I think I actually posted, if y'all look at my Facebook, I actually posted something. I shouldn't have any of it up, but what's it going to have posted it?

Starting point is 00:27:10 Because it was so funny. It was like, I remember seeing that gentleman that does like the green screen and he's like, has a mustache. I don't even know his name, but long story short, he was like, Do work? No, no, no. It was like, can I get a deal? discount that was last week, you know, and then he was like, listen to yourself. Like, when does it stop, Diane?

Starting point is 00:27:27 You know, is it going to be next last year's, you know, coupon or whatever? But for me, is I want something that values the professional that I am, and that wants the results that I can produce. Yeah. Even if they're like really driven, but they don't have maybe all the prerequisites that come with buying a home, what do you do with them? So maybe someone, yeah, someone that's like really driven. They're like, so excited, maybe it's their, like, is so excited. Maybe it's their first home, but maybe they don't have a huge amount to put down on it closing costs or maybe the credit score isn't quite there yet. What sets you take from there? Well, I just want to know, are you motivated? Because anybody, just like all of us in this thing, when you want something,

Starting point is 00:28:06 you're going to get it. Yeah. And you're going to find the people that are going to help you get there. To me, as a coach, when I get somebody on the phone that's a first time home buyer that wants to get it and doesn't know where to start, I'm going to coach them up and get them excited to talk to my preferred mortgage lender so that they can find out exactly where they are. And then the cool thing is I always tell people, you're guaranteed to buy a loan as long as you do what we tell you to do. Yeah. And everybody can buy a loan as long as you do exactly what we tell you to do and you follow through. It's a matter of time. It's a matter of resources, but it's also a matter of your will. Do you really want it and are you going to do what we ask you do? Yeah. Yeah. Man, coach.

Starting point is 00:28:45 I want to buy a whole hand. I know a mortgage lender and I know a realtor. And that's a realtor. And kind of to piggyback off that, I mean, you're absolutely right. And as far as the client, because in our situation, you know, we definitely get a lot of referrals for people who need credit repair. And, you know, they just need that extra push or that extra, that extra help to get into that home. But whenever we're, you know, we do our consultations, they would talk with them and do their credit analysis and let them know this is a process. This is how long it's going to take. You know, at that time, it's, well, you know, you know, I, you know, I, I really want to do this, but, you know, let me.

Starting point is 00:29:23 And, and of course, finances are always, you know, one of the major issues. But, you know, we'll always work with our clients. And if they say, hey, you know, can we start in two weeks or, you know, can we do half now, half later? Sure, not a problem. But then when it comes to, okay, you know, it's been two weeks. Are you ready to get started? Well, let me just put off a little more. It's like, well, how bad do you want that how?

Starting point is 00:29:42 Mm-hmm. You know, like, is it really a priority? Because if so, then you want to get started now. You know, so, but that's the thing that we see a lot is just people who keep postponing it. And what they don't realize also is that credit restoration is a process. It doesn't happen overnight. So it's always better to get started sooner rather than later because the longer that you hold off, the longer is going to take for you to get into that home. So if you, you know, in six months from now, if you have the money, hey, I'm ready to go look for a house.

Starting point is 00:30:13 Well, your credit stop there. So now you got to wait another six months. No. So. And that's just one of the issues like, you know, it's how motivated are you to get that house? How how dedicated are you to being committed to starting the process now rather than three months from now? Exactly. Yeah.

Starting point is 00:30:30 Right. And what about the person who already owns one property or two? What's usually holding them back to get the third one? You know, that would be some of the chances they would face. It just matter of debt-to-income ratios. And if they are willing to rent the house that they have or willing to pull, apart from that house that they have. But typically, you know, from the clients in my past and people that I've been around,

Starting point is 00:30:54 if you already bought two homes, you're more than willing to buy that third home. So it's really that getting that stage from the first house to the second house. Did the process different from buying your first house to your second or is it really some? I would actually say it's easier, completely easier, because you already know the process already a couple times. And, you know, typically in our market, if you've had it for a couple of years, you have equity built in it. So that money, now you're not actually coming up with real cash. You're actually coming out with equity in the case that we sell that property to go buy something else. So what I've noticed is the people that do buy the second, third, fourth on those are the easiest, most motivated because they already know and have goals of the next thing.

Starting point is 00:31:39 And they already know the process. And so when someone like me and I, you know, break it down to this. they're like, okay, where do I sign? Or what's the next step? Or how fast can we get there? And so, yeah, I always like the repeats buyers because they're just a little bit different. And then the repeat sellers, you know, I have quite a bit of those. And it's just those are the easier transactions, I would say.

Starting point is 00:32:02 But they're also the most rewarding because you're actually seeing people that have goals in real estate achieve those goals. And so I don't know if that answer your question. No, it's a good answer. I Hey yeah we'll add it up over here And um

Starting point is 00:32:20 what did you have any hobbies that you specifically do that maybe intersect you can kind of use them as a kind of like networking type of opportunity hobbies I mean we're you know we go to church Grace Community Church on the east side of town I know that I've done a lot of business with our members there

Starting point is 00:32:42 And so that to me has been a blessing to my life, not only because of the, you know, the word that's actually being preached and how we benefit from, you know, our pastors actually, you know, teaching us the right things from the Bible. And, and, but not that the network there, you know, has been a blessing to my family in particularly. Like, there are, you know, I just actually had a conversation this morning with one of our pastors that I was able to help him sell his home. last year, I think it was last year, but I was just giving them a call and just telling them, thank you. But, you know, yes, it's definitely a benefit. That's, I would say that's my recreation. The things that I like to do is go to, you know, different places and vacation, you know, so Hawaii is like my biggest thing. Yeah.

Starting point is 00:33:29 And this year? Oh, yeah, I already did in January. Yeah. And last year, too. So that's something that I want to plan, you know, keep on doing every year and something of that sort. So, but yeah, when I was in the hot tub, I was talking to. people and they were like you know just to be funny it was I was the only brown guy there right other than the people working right and then uh everybody was like maybe 80 years old 60 years old so they were

Starting point is 00:33:54 just really interested in why I was there you know you work yeah well because I kind of look who I into too it did it's sincere right yeah it's all it was uh yeah no it was it was just interesting and and for me I like to expose my family to those things you know I've never been exposed to that. I think we've only been to Corpus, you know, when I was growing up and, you know, that was maybe ones in a balloon balloon or something like that. So, being able to take my family, I took my parents, my wife's family to Hawaii and, and to really enjoy it and just see them light up, you know, when they see different flowers and different things that we don't see here. I mean, we see deer and squirrels. You know,

Starting point is 00:34:35 they have mongoose, you know, it's pretty interesting, man. Yeah, that's awesome. And I think You've been able to buy property over there. Yes, yes. I haven't shared it to openly. You like Francisco? Yeah. Well, no, but since, no, I mean, that's one of the reasons why I did want to do this podcast, and I appreciate the thing is because I want to start telling people what I'm planning on doing.

Starting point is 00:34:58 And so the next five years, I'm telling everybody we can go back on this, right? The next five years, I will have a rental property in Hawaii that I could use for my own leisure. My family can come there, but I will be. renting it out, you know, on Airbnb, uh, throughout the time that I'm not there. So you can mark this five years from now, uh, it will be done. Nice. Yeah, we're going to be calling. He's going to be just soaking in a hot tub. Yeah. Hey, you know what? We'll have to do a recap. Whenever I close on that deal, we'll do another podcast at that time. If you're still here, we'll have, well, I can do it on Zoom. I didn't do that. This is going to be lounges. Um, all right,

Starting point is 00:35:34 I do have one more, uh, for running a little bit over, but it's so sorry. I can go to get a conversation. Give me a, have you ran into any ethical dilemmas while doing real estate working with maybe a client or Walsford clients? Yeah, I've actually, one of the biggest ones that I've ever encountered, which kind of threw me off guard was a case of racism. Yeah, and it wasn't towards me, but it was towards the neighbors and neighborhood. So the client, or they weren't my client, actually, they were inquiring to be my client.

Starting point is 00:36:08 And, you know, obviously I pre-qualify my buyers or anybody that I work with, I ask them certain questions to find their motivation before I go out there and, you know, go waste my time. Yeah. But long story short, he was like, I just want to make sure I do not live next to so-and-so class or so-and-so race. And I was like, I was like, can you elaborate on that, you know, to me, you know, a little bit more elaborate. I'm sorry? And, you know, it just all came out. So, like, it all came out. I was like, you know, at that time, I just was hearing it out.

Starting point is 00:36:43 I never heard that before. So it was like, whoa. And so I was like, you know, I don't think this is actually going to be a good fit for us to work. You know, it's like, why? Do you have family members that are that, you know? I was like, wow. Like, no. Yeah, it was, he started coming in and attacking me because I didn't want to work with him after he told me that.

Starting point is 00:37:00 So, yeah, that was like the biggest thing, you know, that I've encountered in regards to ethical and moral things that, you know, that challenging. I mean, obviously, you know, and it was a well-qualified person that already went to the lender. Oh, man. And, you know, we're looking at, you know, upwards of, you know, $350,000, which is not too bad, but, you know, $9,000, you know, that's a conversation I wanted to have. Yeah. But after five minutes of that, you know, I'm not, I'm not doing that. Yeah. Not all good money. Or what is it? Not all money is good money. Yeah, that's true. Yeah, I mean, you got to have standards. The best. Yeah, I can just even. And I didn't know that was a standard. I didn't know that was a standard for me. until that happened. Yeah, yeah. Usually people don't, you know, but you just kind of have to use your compass right there. Exactly. As somebody hit me with that, if I was in your shoes, I'd be like, if they were kind of attacking me after setting my own boundaries, I'd be like, well, you have

Starting point is 00:37:50 your preferences and I have mine. Exactly. For not to do that. Yeah, and so. Exactly. It was interesting, man. That's, that's crazy. But yeah, yeah, so I want to thank you for coming on, Francisco. Thank you, Francisco. Yep. Alex and Andrew. Awesome. Thanks. Thank you all for tuning in to another episode of Agents Lounge. You've been listening to the Agents Lounge Podcast, brought to you by Air Integrity Comfort Solutions. To learn more about the resources mentioned on today's show or to listen to past episodes, please visit agentsloungepodcast.com.

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