Right About Now with Ryan Alford - Pace Morby - Investor, Developer, Creative Finance Wizard, and Host of Triple Digit Flip
Episode Date: March 1, 2022Welcome to another episode of The Radcast! In this week’s episode host Ryan Alford talks to Pace Morby, an Investor, Developer, Creative Finance Wizard, and Host of Triple Digit Flip.Pace talks abou...t how he began his entrepreneurial journey and mentions those who have influenced him. He narrates how he moved from "rags to riches", achieved success, and faced challenges along the way.Pace describes how he thinks social media has helped him advance his profession and promote his brand. He also shares tips and advice, especially to the younger generations who look up to him. To learn more about Pace Morby, visit his website https://www.pacemorby.com/. Follow him on Instagram @pacemorby and LinkedIn https://www.linkedin.com/in/pacejordanmorby/. If you enjoyed this episode of The Radcast, let us know by visiting our website www.theradcast.com. Check out www.theradicalformula.com. Like, Share and Subscribe to our YouTube account https://bit.ly/3iHGk44 or leave us a review on Apple Podcast. Be sure to keep up with all that’s radical from @ryanalford @radical_results @the.rad.cast If you enjoyed this episode and want to learn more, join Ryan’s newsletter https://ryanalford.com/newsletter/ to get Ferrari level advice daily for FREE. Learn how to build a 7 figure business from your personal brand by signing up for a FREE introduction to personal branding https://ryanalford.com/personalbranding. Learn more by visiting our website at www.ryanisright.comSubscribe to our YouTube channel www.youtube.com/@RightAboutNowwithRyanAlford.
Transcript
Discussion (0)
Eyeballs are currency in 2022.
I love being around guys that are cutting edge.
I'm subscribed to your podcast
because, bro, you know your shit.
I knew it was him.
I walk up behind him, I tap on the shoulder,
and he turns around and he says, Mr. Morphe.
Oh, shit.
Oh my gosh, my hero knows who I am.
And the problem with people
and like this whole thought process of,
I don't want to post,
I don't want to be in front of camera,
I don't want to whatever,
you're still in that phase where you have people
that are being repelled by you.
Amen.
Hallelujah.
That was me underneath, like as you were speaking through all that.
You're listening to the Radcast.
If it's radical, we cover it.
Here's your host, Ryan Alford.
Hey, guys. Here's your host, Ryan Alford. Hey guys, what's up? Welcome to another edition of the Radcast.
We're getting creative today. Creative real estate investing.
I've got real estate investor, TV personality, Pace Morby. What's up, brother?
Bro, I am so happy to be here. I just literally watched five of your episodes,
listened to five of your episodes, and you guys are doing such a freaking great job. I love this
podcast. It's sick. Thank you, brother. I really appreciate that. I hope you'll continue to listen.
You got to at least listen one more time when this episode goes live, right?
Dude, I subscribed on Spotify. I'm subscribed.
You're in. You're in the vortex.
Hey man, that means a lot coming from you. I've, uh, I knew about you. I've been watching you from
afar. And then when I'm like, I want this guy on my show, I start digesting and I'm like, damn,
this guy's figured it out. And I'm like, so that means a lot coming from you, brother.
Thank you, man. I, you know, the thing is like, I want to be around other guys that are great
marketers, right? Guys that know how to get eyeballs.
And what we were talking about before the show is eyeballs are currency in 2022 and
going forward.
And people that don't understand that and are stuck on the conversation like, how do
I market?
How do I get eyeballs?
A question I get all the time is, Pace, how do I get private investors that will invest
in my real estate deals?
And I'm like, post content.
Talk about what you're doing, do some marketing. Oh man, but I'm afraid of like
what people are going to think of me. Oh, okay. Then great. You're definitely not somebody who's
going to take my advice and run with it. You just keep second guessing yourself. So I love being
around guys that are cutting edge. I love being around guys that have more experience than me.
So subscribing to your channel isn't just because you've had some dope guests. I'm subscribed to your podcast because, bro, you know your shit.
Hey, man, I like this guest. I like you already, Pace. I liked you before I met you.
Now I like all the compliments. I'm like, ah, yes. If I had my sound effects I could do on Friday,
we'd be like hitting on them. But no, man, I appreciate that, brother. I mean, I've been
doing it for 21
years and been blessed to work with some of the best and now interviewing some of the coolest,
raddest people in the country, yourself included. And so, you know, it's a passion and, you know,
but it's so true what you say, like people have this, I don't know, reflection themselves that
they're worried
about what people think. But if you aren't putting yourself out there, you are so limited.
It's not that you can't make a company work, but a guy I like a lot named Dave Gerhart wrote a book
called Founder Brand. If you're not putting yourself out there, you're so limited. The tools
and the availability with which to get attention
are so great. To not be leveraging them because of some self-limiting trait is just limiting.
Yeah, it's really interesting. One of the guys I look up to, his name is Robert Allen,
kind of got out of the real estate space, but he was like an OG creative finance guy, right? So Robert Allen goes around the country, okay? Goes around the country. And this dude, this is before social
media existed. This is some gangster stuff he did. So he writes a book called Nothing Down,
right? So buying a house with nothing down. And everybody thinks, well, you've got to put money
down. You got to come out of pocket. You got to use all that stuff. He writes this amazing book.
down. You got to come out of pocket. You got to use all that stuff. He writes this amazing book.
The LA times in 1987 calls this dude out. So they go, Robert Allen's full of shit, right?
So they post this in their newspaper and LA times back then, like that's how people got all their news, right? LA times, New York times, all that kind of stuff. So
what does he do? He's so gangster. He leans into this. And what he does is he goes,
I accept your challenge.
If you think I can't do this, why don't you put me to the test?
So LA Times goes, okay, fly out to the LA Times.
Come out here.
We're going to link a reporter to you.
And then we're going to have you guys fly to a random city.
And you're going to show us in 72 hours that you can buy at least one piece of property
without any money out of your pocket. And Robert Allen's like, this is the greatest
marketing of all time. You guys are stupid. Thank you so much for amplifying my voice.
So he goes to LA Times in LA. They give him a plane ticket. Back then, plane tickets were a
real thing, obviously. You probably remember that. You and I are probably relative. It's like you actually had a ticket.
Yes.
That type of shit.
Oh, yeah.
So they fly him to San Francisco.
They give him $100 and they go,
you have $100 for food.
We're taking your wallet.
We're taking everything else.
And you have 72 hours.
So Robert Allen, this is the most gangster thing ever,
the first thing he spends $100 on,
he goes to a hot dog stand in downtown San Francisco,
buys a hot dog for like a buck,
has $99 in change now.
And he asked the hot dog stand vendor for a roll of dimes.
He gets a roll of dimes.
And at that time, also-
The phone booth, the phone.
Yeah, dropping a dime, right?
Like some of the sublime songs, like drop,
dropping a dime. So he goes and he starts calling realtors in the local area and this reporter's documenting everything. Right. And he doesn't get ahold of any realtors, but he's leaving voice
messages all day long. It gets late in the afternoon. He decides, all right, reporter,
we're going to go find some like hole in the wall hotel. Cause I don't have really that much money
and I got to get all the way through 72 hours. So they go find a hotel, $17 a night hotel. He asked the reporter
to split it with them. So he doesn't eat up his a hundred bucks. Gets a call back from one of the
realtors at nine 30 that night. Realtor says, Hey, is this Robert Allen? Robert goes, yeah,
this is, yeah, this is me. How can I help? She says, Hey, I got your message earlier today.
I've got two
pieces of real estate that my seller that I'm representing is willing to sell to you for nothing
down and he'll finance you and you can just make payments to him longterm. The reporter's like,
this is bullshit. This is bullshit. There's no way you did. You didn't preemptively know this person.
So next morning they wake up, they go to the appointment. Sure as hell. Robert Allen signs
two docs, two contracts where he doesn't come out of pocket to buy the houses. And the reporter
says, Oh my gosh, you did it, man. You did it. You did it. And, um, Robert Allen, um, says what's
next or no, I'm sorry. The reporter says, let's go home, right? Let's go home. I'll write this
article. You freaking crushed it. And Robert Allen says, I'm sorry., right? Let's go home. I'll write this article. You freaking crushed it.
And Robert Allen says, I'm sorry. That's not what's next. What happens next is I still have
54 hours to buy real estate. I'm going to go buy more real estate. He spent the next 54 hours.
He bought a total of seven houses with nothing out of his pocket. The most gangster shit ever
flies back. They report, they do this LA Times article saying,
real estate investor takes the LA Times challenge and wins.
And this one article gets him on stage with everybody you can imagine, right?
Les Brown and Tony Robbins.
And he flies around the country for literally 20 years.
He's flying around the whole entire world because of one piece of marketing blew
this dude's brand up, right? And so the point of me telling the story is number one, marketing has
always been the most important thing ever in your business, in your journey. And if you didn't have
Instagram, Facebook, TikTok, all these things back then, it wasn't going to stop the guys that were
going to make it happen. They're going to figure it out no matter what, right? Exactly. And the second
reason why I brought it up is because Robert Allen, after all of these years, is now teaching
mindset, right? So he's not teaching real estate anymore because he said, Pace, 99% of people fail
in getting into real estate because of one thing. And it's because of mindset,
not because of technique, not because of their sales skills. Literally they have mindset issues
where they are like, I'm worried about what my mom thinks. I'm worried about what this person
thinks. I'm worried about what my friends on Instagram thing. I'm more. So now he's teaching
mindset. Cause he's like, I could teach you all the real estate strategy in the world, but you
ain't going to do shit with it because you're so self-conscious and you don't
want to get in front of a camera and you don't want people to think any negatively about you.
And it was the most powerful thing when I first met Robert Allen, this is what he says to me.
I just met him this year, right? This guy's like a gangster in my industry.
And I have this event that I get invited to in Key West in January
of this year. And I tell the guy, I go, I can't go. I'm sorry. He goes, I want you to speak on
stage. I want you to speak on stage about your community and your Facebook group and all the
things you're doing to build community in the real estate space. I'm like, I'm sorry, Tim,
I can't go. A&E is filming tomorrow. I can't go. He sends me the dais and who's on the
dais to speak? Robert freaking Allen. Oh shit. And I'm like, I gotta go. I gotta see this guy.
You're going to go. I'm going to go. So I call A&E and I go, Hey, I'm not feeling great.
We, we need to push filming back a week. So we push filming back a week. I go out,
I go to this event and I'm walking
through the hallways. You know, you know how it is like you go to events and you're kind of in the
green room where all the speakers are and stuff. And I'm bouncing around. I'm looking for Robert
Allen and I see him. I got, you can just, I knew it was him. I walk up behind him. I tap on the
shoulder and he turns around and he says, Mr. Morby. Oh shit. I'm like, oh my gosh, my hero knows who I am. And I, so I say that I go, bro,
my hero knows who I am. And he goes, do I know who you are? You're, you're building a community.
You're marketing yourself. I am so proud of what you're doing. I wish I had the balls to do what
you're currently doing right now when I was your age. And I'm like, you're the guy that freaking blew
up the LA times, right? So my, my big thing with marketing, especially with what we're doing in
real estate is if, if your audience could write this one thing down in this one takeaway is that
your vibe will attract your tribe. And as you authentically post and you're genuine about who you really are,
nowadays, people just want transparency. They want people to be genuine. They want authenticity.
And what happens is you either repel people or you attract people. That's all there is to it.
And over a certain amount of consistently marketing yourself and talking about what
you're doing and providing value of, here's how I do what I do. Here's when I do it. Here's why I do it. Let me know if I can help you,
whatever those types of pieces of content. What happens is over a period of time, your tribe
finds you and they then prop you up. And the problem with people and like this whole thought
process, I don't want to post, I don't want to be in front of camera. I don't want to whatever.
You're still in that phase where you have people that are being repelled
by you. And you are conscious, you're so subconscious and self-aware of that, that
you're not realizing that that is the greatest filtering mechanism ever. Those people need to
leave you. You need to repel them. They need to leave your brand. They need to leave whatever
you're doing
so that you can attract the people who are your real audience. And you got to do it consistently
and not be a sissy about it so that you can actually leverage that audience to do the things
you need to do. Pace, you've just given the greatest commercial ever for my upcoming mastermind.
It's huge. So check this out. Okay. Marketing in real estate is epic. So
yesterday, check this out. Well, actually, let me, let me back up. So two months ago,
somebody sends me a DM on Instagram where I get a lot of deals sent to me. So I'm known as a
creative finance investor. I would say the, probably the only guy that's articulating out there on Instagram, Facebook,
YouTube, in any consistent way about creative finance. There's guys that will talk about it
here and there, but it is my core. Um, it's my core brand. Like it's the heart of my brand is
creative finance. And so everybody knows nationwide, if you run into a deal that can't be
sold through a realtor because there's
no equity, or if maybe the seller wants too much money, everybody in real estate, my goal is for
everybody in real estate to know that I'm the fixer for that problem. Okay. So a gentleman
in a greedy gentleman, I'm going to tell you a story about a greedy ass gentleman. That's what I'm going to tell you. I love that start. This guy's name is John. He's in Atlanta. He runs into a
seller who's in foreclosure. Okay. So the seller is behind on payments, five bed, five bath house,
gorgeous house right outside of Atlanta in the suburbs. Seller says, Hey, I'm behind on my
payments. I need somebody to just take, take this house off my plate and give me $10,000. And I don't care what you buy it for. And so the guy, John goes
and talks to the seller, gets the seller under contract. And then he brings the deal to me
and he's asking for $110,000 on top of what the seller is asking. Okay. So that in our world,
that's a wholesaler, right?
So somebody locks it up at a discounted price. They then say, Hey, Pace, I'm not going to buy
this deal, but do you want to buy it from me? And they basically take it and they upcharge it.
You know, he's upcharging at $110,000. I'm like, bro, you're now asking me for way too much money.
The seller who's in foreclosure, you're not going to actually help them out. This deal is going to cancel. You got to realize that the most important thing in this
transaction is not the $110,000 you're trying to get. It's a relationship with me. Because eyeballs
and marketing doesn't just come from Instagram and Facebook and TikTok and all these things.
It comes from face to face. There's a brand when you meet people and when you do a transaction
with people that you make an impression in their brain that now going forward, when you need another
piece of this product, you're going to go back to me because we handled, we did a killer transaction
together, whatever. He goes, nope,
I want 110,000. I'm like, bro, you're going to, nobody's going to buy this deal. You're going to
be, you're going to market yourself as a bad real estate investor in your local market. You're
branding yourself, whether you know it or not, you're branding yourself as a greedy asshole.
You are branding yourself. You're marketing yourself as a greedy asshole. That's not what
you want, bro. I promise you. And I said, mark my words. You're marketing yourself as a greedy asshole. That's not what you want, bro. I promise you.
And I said, mark my words.
You're going to cancel this contract on this lady.
She's in foreclosure.
You're not serving her at all.
And somebody else, because I brand myself as a fixer in real estate,
somebody else will pick up this contract two months later, three months later,
and they will bring it to me.
Mark my words.
So last night I get a DM from a gentleman named Jamari. Jamari says, Pace, if anybody can solve
this lady's problems, it's you. And why is that? It's because I market myself as exactly what I
can provide to the marketplace. And it's free. My marketing is free. And now somebody, Jamari brings this to me. And instead
of asking for $110,000, I pick up this deal. It's a five bed, five bath house. I'm going to turn
into an Airbnb. I will never have to talk to the seller. I will never have to walk the property.
I will not use my own credit. I will not use my own money. I did not have anybody check my bank
records or anything like that. I will take over this lady's payments, save her from foreclosure, save her credit,
and Jamari will walk away making $10,000 doing this. And I get a discount off John's request
of $110,000, $100,000 difference, but Jamari wins. And so now what am I doing with Jamari?
I'm putting him on my YouTube channel. I'm branding him in local Atlanta as a guy who can go around and do
things for other local investors. And I'm like, people don't understand marketing is not just
social media. Marketing is your personal brand in your local geographical area. How are you
leaving an impression on people's brain when you're doing business with them is a major deal. And it's why guys like Grant Cardone, you know, on your, on your show and Elena
Cardone and other people you've had on your podcast continually succeed because they don't
just brand themselves on social media. They brand themselves every time they open their damn mouth,
even if there's no camera turned on. Absolutely. Unbelievable. So anyway,
that's bro. I love, I love the topic of your guys' podcast. I love it because not a lot of
people are doing this in the way you guys are doing this. I freaking love it. I love that,
but I want to break down a couple of those things because I mean, it's so number one,
it's like, you know, I feel like I was, uh, I was at church again, like growing up. I grew up in a Yeah, yeah. hallelujah. That was me underneath. Like as you were speaking through all that, uh, I wanted to
give you some, amen, some hallelujahs and some praise the Lords, uh, as the old Southern Baptist,
but you nailed it, man. I mean, I don't know why people have such a hard time getting over that.
And that's why my good friend and I, Andy Murphy, who is a, he's a mind, he doesn't like calling it mindset, but he's brilliant in all the
ego stuff and getting under it. I call him a brain engineer. And we're launching a mastermind
around the exact thing you just described and why you said, you know, your, your mentor slash,
you know, I don't know if you call him your idol, you know, was talking about getting into mindset, but we're doing brand and brain engineering because I can teach you all day
on all those principles you just talked about on marketing. Um, but if your brain isn't in the
right place, you'll never enact upon them. So you can go take all these classes and all this stuff
and we're calling it the radical formula. So, on all of that because it's the biggest problem now is everybody can go learn all
these things, but if you don't get out of your own way, you're never going to put it to action.
You ever seen those movies where somebody's in a prison cell and the guards throw the food on the
floor in front of the prison cell and they have to like reach through the bars
and grab the food?
Oh yeah.
So like imagine your audience, right?
And the people that you guys are basically liberating
from their mindset issues.
And I know your partner doesn't call it mindset issues,
but you know, the audience probably recognizes it as that.
So imagine if you're the audience listening to this
and everybody's trying to feed you, right?
We're trying to give you technique for real estate, technique for marketing, technique for all this
stuff. It's kind of like throwing food in front of you while you're in a prison cell. Like you're
going to have to reach through your own prison and you have to pull that information through
these bars that you you're trapped inside of guys. Mindset is the key to open up that prison cell.
So you can just walk out, sit down at the table,
hang out with the guards and eat the food. Get out of your own damn prison. Like you are imprisoned
in some bullshit. And a lot of it is, you know, it came from your childhood, right? The way your
parents raised you, good, bad, or indifferent. My parents have been married for their whole lives.
They love each other. I have 12 children in my family.
I'm number three, but you can guarantee that I got mindset issues even from the positive stuff
that I was learning from my parents, right? Like work with your hands. That was a big mindset
shift for me. My dad's a blue collar guy, right? You grew up in a blue collar family?
Yep. Okay. So my dad's a blue collar guy. So the hardest thing I had to overcome was,
well, I'm not working unless my hands are making something. I literally went all the way through
my 20s finding only business opportunities that required my hands to touch them. I was in a prison
and so I wasn't leveraging anything. If my hands weren't touching something, I wasn't
making money. Guys, that's a prison. That's a mindset issue of like, you have to physically
go work hard and touch things in order to make money. And if you don't do that, which is like
sales or buying real estate and you have passive income or any of those types of things, or even
making a podcast, it's a hard thing for blue collar people
to make that shift and get out of that jail.
So you guys do a mindset on this?
Or you guys do a mastermind on this?
We're starting it next month, literally.
And it's going to be in Graybill?
It's going to be online.
We're building a community.
We're doing theradicalformula.com
and brain and brand engineering.
So it starts end of February.
We're building kind of audience now, building people signing up.
And then we're going to do weekly masterminds where one week Andy teaches,
Andy Murphy teaches on brain.
Next week I teach on brand.
And then there's kind of group think, Q&A, all that stuff.
I love it.
Again, like Robert Allen was saying, he's like,
I went around the world for 27 years and taught real estate technique and 99% of the people I
taught failed. And it wasn't until I was older and more mature that I saw the patterns all
led back to the mindset stuff. So the fact that you guys implement mindset and everything you're
teaching is it's what nobody else is doing, but it's what everybody should be doing.
I appreciate someone as smart as you recognizing that because that's exactly what our premise was.
Because I was like, there's a million people talking about marketing.
There's a million people talking about mindset.
Andy and I are, I think, at the top of our game of those two things.
And I've done it for the largest brands in the world and not just myself.
And so I know I can teach that from a credible position.
But I saw the biggest hurdle and the biggest, I don't know, white space just being the leverage of those two things.
Because at the end of the day, it's all humans.
You know, it's like, you know, day to day I help brands.
But when you're in a mastermind, it's one, you're helping a person.
And knowledge is power,
but it's not power unless you can enable
the action of it happening.
And so we think we're gonna-
Yeah, I say it's the difference
between interesting and important, right?
So like the information you give somebody,
if they are in a prison of their
own mindset issues, basically everything you're giving to them, yeah, it might be gold nuggets.
They might be filling up their, their yellow pad and they might be filling up everything with all
the techniques. But in that moment, it's only an interesting piece of information. It's not
important to them because there's no way they're going to apply it and actually get traction in
their business or in their life. And so what I like about you, like think about this, Les Brown,
like one of the greatest speakers of all time is a mindset guy, right? Like through and through
mindset. And he generalized it in a way that it could apply to anybody, but that also can be
a problem. And I'm not criticizing Les, but what I'm doing is I'm
saying, I'm giving you as a compliment in the sense that you guys are utilizing
the mindset piece and then bringing it together with the technique. So you say, look,
we get out of the prison. Now here's the step, right? Now the technique that we gave you, that
really interesting information we gave you now becomes important to you because you can now apply it and actually see a change in your life. Bro, it's what, that's
what I mean by you got people talking mindset. You got people talking technique. People really
need to integrate those two because they're, they're nothing without each other. Absolutely.
So talking with Pace Morby, real estate investor, TV personality. I do want to talk, Pace,
about some of your techniques. We've talked about it a little bit through this,
and I really love all the setup and the brand and how you've built it. But let's talk
triple digit flip a bit. How did all that come about? You've been building your brand and
obviously built this opportunity, but I dig and watch a few of the shows. Definitely have it on
my YouTube TV save list now. So let's talk a little triple digit flip. Dude, triple, it goes back to
marketing, right? Back to your podcast. So how did we get the TV show? A lot of people, bro,
check this out. A lot of people submit their ideas to TV networks that are like fix and flippers or interior
decorators. When you get the statistics of how many people are trying to get a TV show by physically
making an effort to get the attention of a TV network, it is thousands and thousands of people
a year to the point where the networks can't even physically go through all the reels that they get sent, right? We got a TV show by A&E reaching out to us and us actually saying,
I don't know if that's a good brand play for us. Maybe the answer is no. Convince us.
And how did they reach out to us is because we got past the mindset issues of marketing and we
started branding ourselves by doing one thing. How do I provide value to the common man who's like, I don't know how to get into real estate and showing
them through a very, very easy process. So on my YouTube channel, I have a series called the real
deal. I've been doing it for a couple of years and all it is is once a week, I go to a physical
property that I really own. I give away the address. I go,
hey, look, there's a lot of guys that are teaching you how to do real estate that probably don't even
own real estate. But I'm going to give you the address. You guys can pull a public record and
see this. Here's where I got it from. Here's the recorded call of us contacting the homeowner the
first time. Here's us closing the seller on the 17th phone call. Here's the software we use to do
the follow-up. Here's the lender I use to do the follow-up. Here's the
lender I use to purchase the house. And I literally go through the whole process and
they give away all the goods like in 20 minutes per house, right? And Jamil and I are on the TV
show, Jamil Damji. For any of you guys who don't know who he is, look him up on Instagram. It's at J Damji, J D A M J I. And
him and I are not partners. We're actually competitors in our local market. We fight
over the same houses all the time, but I'm, I'm a Pisces. And so like my blood wants me to just go
make friends with everybody. And so I go, I'm like, bro, I want to be friends with you.
He's like, okay. And it was really weird for him for a year. When we speak on stage now,
he talks about how he had to fight his natural instinct to not want to compete with me on every
little thing in order for us to collaborate. And he's like, I had no idea it was going to lead to
a TV show and us making millions and millions of dollars together in real estate and all sorts of
things. But what ultimately happened is I reached out to Jamil because I kept
competing with him on all these properties. And I go, bro, let's just collaborate. Let's buy one
together. And he's like, okay, what's in it for you? I go, a friend, bro, a friend. And you brought
up like you and your partner building community. To me, community, mindset's, bro, a friend. And you brought up like you and your partner
building community.
To me, community, mindset's number one, right?
Having the right mindset.
And then two, community is number two,
the most important thing.
And then three, technique then can find its place, right?
You have to have other people
that are at the same level as you
in order for you to continually grow.
And then you've got to have people around you
that are continually supporting you
and all that kind of stuff.
You get that.
Everybody understands that.
It's all common sense.
And so I go, bro, what's in it for me
is we're just going to become friends.
So we get, him and I both get,
we both run into a house in central Phoenix
and we're sitting there bidding each other up.
And I call him up.
I go, hey, asshole,
why don't we just buy the house together instead of bidding each other up. And I call him up. I go, hey, asshole, why don't we just buy the house together
instead of bidding each other up?
So we buy the house together.
I make a YouTube video out of it saying,
hey, this is my brother, Jamil.
We compete in town, but on this deal,
we decided to collaborate and see what happened out of it.
And A&E was like, we freaking love that.
They saw the YouTube video.
They reached out and they're like, we want that.
We want people that are collaborating with each other.
We don't want this whole cutthroat industry.
Like we want to change the game.
And so they courted us for three or four months.
And they had 16 other people they were talking to about the TV show.
And I'm like, hey, if you guys are talking to 16 other people,
it means that you were not very special.
So let us know if you end up choosing us, but we're going to kind of go and do some other things and work on some other stuff.
Two weeks later, they go, all right, we want to do a pilot with you.
And we go, we don't have time for a pilot.
We're not these guys that are doing one flip a year.
Like we are both running multi, multimillion dollar real estate businesses.
We don't have time for a pilot. So they go, okay, well do us a favor, stand in front
of a white wall and film yourself, each other with a camera. And we want you to read a rocket
mortgage, like fake commercial. We want you to read a lazy boy, fake commercial. And we want you
to read a capital one fake commercial and just kind of see how you guys
are on camera.
And we're like, that's some, that's some low level stuff.
Why don't we, so Jamil and I scripted and costumed ourselves and we, we were like dressed
up as astronauts and all sorts of cool stuff.
And we did this all within like three, four hours, edited all, send it over to them.
And they were like, how did you guys already have these commercials made before we even asked you to do this?
Like, we just made these in the last three or four hours. Like, how is that possible? I'm like,
because we're constantly marketing, marketing ourselves. This is what we do. We are used to
being on camera. We love this stuff. And, um, so what they did is they skipped the pilot and they greenlit
us and they told the other 14, 15 people they were talking to, they're like, we're going forward
with these guys. And it was all because we were creative in the way that we were, like they gave
us a task and we amplified it 10 X, like Grant says, like, how do I make it 10 X better than
what you expected? And we got a TV show out of it. And now it's a big brand play for us, obviously, showing people, hey, yeah, we can fix and
flip.
But also, now I'm getting private investors that are calling me.
And I've got employees that want to work for me.
And I've got brand deals.
We did a Dawn commercial.
Never in my life would you have told me I was going to do a Dawn dish soap commercial.
And bro, this came from just getting out of my own way and posting on Instagram the things I was
doing. And I call it the Clint Eastwood strategy. Because people are like, well, what do I post?
And I go, it's Clint Eastwood. And they're like, what are you talking about? I'm like,
great, best movie Clint Eastwood ever did was the good, the bad, and the ugly. You post the good,
you post the bad, and you post the ugly. Like I got my ass kicked today in my business. I lost
$10,000 and here's why that happened. And here's the lesson I learned. Not everything has to be
glorified in front of freaking Lamborghinis. Like you can freaking show people authentic,
genuine stuff that's going on inside your
business.
And they actually, um, appreciate that more than the bullshit.
And that's what we've been doing for the last several years.
And we got a freaking TV show out of it.
Hey, and now you got attention, more attention.
Hey, you started, you built your brand, you got attention, and now you're on TV getting
even more attention, which becomes leverage, my friend.
Well, check this out, bro. So you get Elena and Grant on your show, right? That's
amazing move for you. And those, you know, amazing relationship that you built with them.
And you did a phenomenal job. I've listened to them a lot. I've looked up to them a lot.
And your interviews were just about as good as anyone I've ever heard interview them,
if not one of the best. Okay.
Great job. It was a good brand play for you. Three years ago, I reach out, we reach out to Elena and Grant all the time, all the time. Hey, we want, we want to interview you. We want to do
this with you. We want to do this. I'm like getting into their world. I'm becoming friends with their
pilot. I'm, I'm, I'm working on my pilot's license. So I'm trying to build a relationship with their pilot. I'm trying to get in the back door. I'm trying
to do what Grant says all the time. Like, yo, if you're not invited to the table, then sell the
water that's served at the table or be the guy that serves the water at the table, but somehow
figure out how to get a seat at the table. Right. So I'm trying to build relationships with people
in his industry. I'm sending people deals on his team that are looking for multifamily stuff. I'm trying to build relationships with people in his industry. I'm sending people deals on his team that are looking for multifamily stuff.
I'm like,
yo,
tell Grant Pace sent this,
tell Grant Pace sent this.
Bro,
I could not get this guy's attention.
Anyway,
I,
anyway,
I didn't have the right leverage to get his attention.
The second we get a TV show,
now I go into a room with Grant and Elena,
cause we're in kind of the same circles.
I'm nowhere near their echelon, but we, we, you know, our elbows touch as we're passing in the
hallway. Right. And I get into the same room and somebody introduces me and Jamil to Elena and
Grant. And what do they say? Did they say, Hey, Pace and Jamil are killer real estate investors.
No. Hey, these guys are some of the most creative people
in this space.
No.
They said, hey, Elena and Grant,
I'd like to introduce you to Pace and Jamil
who have a show on A&E
and it's the most popular show on A&E.
That was the only thing.
And both all of a sudden Grant and Elena's eyes open
and they go, we got to talk.
I get their cell phone numbers.
Now Elena is going to come on the TV show with us, bro. It was, it's leverage. Absolutely.
It's leverage. It is. And like you teaching marketing and mindset to people is worth more
than any, anything ever. It is the strongest currency. Check this out. I get a, I go on a podcast. Okay.
Five months ago, I go on a podcast. I get an email from a lady. I won't say her name.
I get an email from a lady and she goes, I would like to lend you $1 million.
Five years ago, bro, I was calling, I was calling public record and trying to scrounge up people's
information that had lent loaned money to people. So like I can pull up a house and I can see who
was the lender on that house. And I would personally call them and I would get turned
down because they don't know who I am. Yep. But then getting yourself out there on a TV show
gives you massive credibility being on Instagram and, and YouTube and showing people your personality
and who you really are. I get a lady goes, I have a million dollars. We just sold a business. I don't
want to go out and buy real estate myself. I would like you to invest it for me. And I want to be
your partner on real estate deals. And I'm like, done, let's get on a phone call. And I raised more
money on one podcast than I did in four years of calling on public records.
And it may not have, I mean, what was the audience on the podcast? I mean,
it may not even been like, you know, hundreds of thousands of people,
but it was the right audience, right?
Couple hundred people watch that.
Yeah. But the right couple hundred, right?
And the tough thing about marketing too, of like building a brand and getting into real estate,
because here's the thing also with real estate is I could buy a million dollars of real estate, no exaggeration,
every single day from what source? Zillow, MLS, realtors. Yeah, maybe. But really where,
where can I buy a piece of real estate every single day that I want in my Instagram DMs, bro?
Welcome to 2022. I want a piece of real estate. I want somebody to let me take over their
payments subject to, I want somebody to sell or finance a deal to me. DM me. DM me and I'll buy
a deal. Every day I could buy a million dollars of real estate. Now it's bonkers. It's bonkers
what brand can do for you. But I think your audience is like, okay, well, I hear what this guy's saying. It makes a lot of sense, but how do I get started? Like, what do I do first? And what's the time
expectation, right? Like, I think a lot of people have an unrealistic expectation when you're
building a brand and marketing yourself. They think I'm going to post one time on Instagram
and somehow I'm going to get like 500 likes. Yep.
Every company and every person.
It's not as bad as it used to be.
A lot of them have figured it out that it's not that easy,
which is why they call us.
But it's amazing how many individuals think that way.
And there's nobody out there other than you guys that I think are articulating, here's the path, here's what you do,
here's when you do it, here's the expectation, now go to work because it doesn't happen in 30 days. It doesn't happen in 60 days.
You know, and then relationships and getting in, I can tell you one of the most powerful things
I've done in amplifying my success on social media has actually been joining masterminds,
right? Getting in the room with other people that are trying to do the
same thing as me and leveraging the relationships that are in their cell phone by simply asking.
But it's, there's something magical about being in a mastermind with somebody. You guys run one,
um, which, you know, guys, I'm telling you, I, you guys, I mean, started this mastermind,
but I'm telling you, if you're in the audience, ask these guys how to get the hell in this
mastermind. Because the, the thing you're going to learn is obviously mindset. You're going
to learn marketing. You're going to learn all the things that will make you millions and millions
of dollars. But the thing that a lot of people don't talk about in masterminds is that I call
it the Costco filter. Okay. So we both know what it feels like to go to Walmart, and we both know what it feels like to go into Costco.
Is there a noticeable difference in the quality of the food,
the quality of the experience, the quality of the customers?
Literally, the people you're rubbing shoulders with in Costco
are different than the customers you're rubbing shoulders with in Walmart.
Do you agree with me on that?
1,000%.
Best analogy I think I've ever heard, and I'm an analogy guy.
What's the difference? It's a $99 yearly subscription is the difference. It's a $99
filtering mechanism where they filter out the people that don't want to invest in being in
a better environment than the people who do. And for me, I'm like, 99 bucks, that's it?
Dude, charge me $1,000 a year. First off, I'm like, 99 bucks, that's it? Dude, charge me $1,000 a year.
First off, I'm going to save more than that.
But it's the people that I'm around.
It's the experience I'm in.
It's the environment.
It's everything.
It's the full entire deal.
And a mastermind, the most important thing for me is I go to a mastermind, whether it's
digital or in person, and I walk away and I say, how can I leverage just one person's
cell phone contacts
out of that room? And then I do, I go back to that mastermind a month later. I go, all right,
next person. All right, next person, next person. And then you've got one of the strongest Rolodex
in the entire industry because you joined one freaking mastermind and leverage other people's
cell phones. Bingo. Community. It's the community aspect.
That's the reveal.
Like you got this box in front of you,
open the prize and you think,
oh, I'm going to get knowledge.
No, what you get is access to the community.
Ding, ding, ding.
Somebody said this the other day
and you'll agree with this.
If technique and information was all we needed, then we'd all be skinny, healthy, and wealthy.
Yes.
But it's not.
The technique is great.
The information is great.
But the access to higher level people and community and unleashing your mindset is where all the big bucks are.
Yep.
community and unleashing your mindset is where all the big bucks are.
Yeah. And that's what I tell people a lot is I don't say, it's not the statement of,
it's not what you know, it's who you know. It's the combination now of 12 things. And it's the compounding interest. And that's one of my principles in how I teach marketing is the
compounding interest. You'll appreciate that
from a real estate perspective, but I think of it more as brand interest, attention interest.
Compounding interest of personal branding is one of my core lessons. That's a freebie.
But that, it's the combination of what you know, your mindset, and who you know,
on top of like 10 other things. It's like, that's the secret sauce.
Everybody thinks the secret sauce is one thing or two things, but that, that combination of
community and the people that you rub shoulders with on top of the knowledge on top of the mindset
is the superpower. You know, you know, what's interesting. So I've got a good buddy in this
industry. His name is Jerry Norton's got a big YouTube channel. He's an awesome dude. And, um, Jerry is constantly reaching out to me
and asking me for contacts this morning. I introduced him to another buddy of mine named
Jory Alston. Most people in this podcast won't know who either one of these guys are, but what's
funny is Jerry is constantly telling everybody in our industry, Pace is so connected. Pace is so connected. Pace is so connected. Pace is so connected. Everybody likes Pace. And I'm like,
you know what's funny, Jerry, is literally you are in the same mastermind as I am. And you're
asking me to connect you with people that are also in the mastermind. The difference is I,
like you joined, but you missed out. You thought it was for the technique.
I leveraged the community.
And now you who are also in my mastermind are like, hey, can you connect me with this
person?
Hey, can you do this with me?
Hey, and he texted me this morning.
He goes, bro, you just made me a million dollars by this connection from two weeks ago.
I was like, oh, let me give you another guy.
Okay.
So like community is insane.
And what's funny is two smart guys, Jerry noren and myself part of the same mastermind
I leverage the community and he leverages the information
Who has more value?
I have more value and so you're getting both when you join a mastermind that for me i'm buying relationships
I open the door and i'm buying relationships and my price that I paid to be in that mentorship
or that mastermind was my Costco filter. It was, I know you're also a Costco member because I'm in
the same building as you and I can trust you. I know we're both going to get some samples today.
I know you're not going to cut and line up with me. We're all on the same page.
Yep. So community is huge.
I'm getting those pita chips.
I might try to get two samples, even though you're only getting one,
because I like those pita chips, and I like that caramel corn
that I have no idea what they put in it.
There's crack in it or something.
Or I don't know.
Do I just go to Costco hungry?
Oh, never go to Costco hungry, bro.
Oh, dude. That's a bad move.
Yeah. I come home with, uh, you know, seven months worth of hot dogs, uh, three years worth of
steaks and, uh, you know, stuff that's somehow going to go bad before my kids eat it. Dude,
they're in Costco is another genius marketing mechanism. It's like the lost leader of the
hotdog of a dollar and 50 cents. Meanwhile, inflation is jumping at 10% every year,
and they still sell a hot dog for $1.50.
Amazing.
And somehow I have 37 months of paper plates underneath the cabinet
that we have no room for.
And my wife's like, why do you buy that?
I'm like, I don't know.
I'm lured in.
I'm lured in at the cost per unit here.
And she's like, we don't have any room for that
we live in a lot four boys you guys will go through it all i know speaking of boys speaking
of family i i that's i'll be honest like your brilliance and your technique and your personality
which i had a feeling we were going to jive and we've done more than just jive i feel like you're
like a brother from another already the uh but the
family i was like dude you talked about it like on your youtube intro you're like you oh i talk
about this stuff stuff but family's it and i was like damn i like this guy already like family
means a lot to you i want you to talk about that a little bit you know it's interesting like the
i think the the world is changing a lot where um family's not about as much, right? It was like in the
1950s and all the way through the eighties and stuff like family was the core of the household.
And that's changed. Like people started realizing like, I can like other things. I don't have to
have children. I don't have to, you know, get married. There's people that are out there and
that's what they truly enjoy. And they want to go pursue those beliefs and all of that kind of
stuff. And I have people that work for me that are like, we legitimately don't they want to go pursue those beliefs and all of that kind of stuff. And I
have people that work for me that are like, we legitimately don't ever want to have kids,
right? All of that stuff is great. And I love it. But for me, bro, like I grew up with 12 kids.
It is where the majority of my joy comes from. And I know as a proud father of four boys,
it's where the majority of your joy comes from as well.
And what really the goal of a family man is, is it's not about paying my bills anymore.
It stopped being about paying my bills and taking care of my family a long time ago.
What it is, is I want to give my children opportunities and put them in positions that
I never had.
Like I had to bag groceries and I had to work with my hands and all that kind of stuff.
So now it's like, how do I teach my children to work with their brains and work with their
mouths before, um, you know, they even turn 18. Everything comes back to that for me. And what's
fun about it is that I then attract other people that that's their same core belief is like, I want
to be a happily married dude with a very healthy
and wealthy family. But more importantly, I want to put my children in positions I was never able
to be put in and teach them the work ethic to actually execute on those things. So it's so
fun running to other guys that are like you because ultimately over time, we just kind of all
attract each other. And then next thing you know, all my buddies are
exactly the dudes I want to hang out with. So for me, family is also why I've built such a
strong community. And I imagine that's why you and your partner are going to build a strong
community because you realize like the togetherness, whether it is with a marriage and
kids and all that kind of stuff, the togetherness is what we need as humans.
We're freaking a herd animal, right?
We have herd mentality.
So regardless of what you want, whether it's being married, not being married, you want
to have cats, dogs, no children, whatever, it doesn't matter.
No matter what, at the end of the day, we all need and crave the unity of a herd. And so again, it's what, what I think
separates me is like my family mindset of understanding that in business, you also need
to have a family as well. And I think that really has elevated my success and look at you, same
thing. It's like the reason you're building community is you're like, I go home, I got my
little community, my little squad.
When I come to work, I want to have a community and I want to have a squad.
Exactly.
And that's, I mean, I think our team here at work, you know, believes in that.
And I know, I don't know.
I just, I didn't know that I was going to be that way.
You know, I didn't grow up with 12 siblings.
I had one sister.
But then, you know, I've been, I'm married the second time and the first time didn't go terribly. We just weren't compatible. We had two kids. And then now we're the Brady
Bunts. I have joint custody with my two-year-old and four-year-old when my wife now met. She had
a two-year-old. So we brought two two-year-olds and a four-year-old together. We've been together
nine years now. So it's all they've ever known. And then we have one together. We've been together nine years now. So it's all they've ever known. And then we have
one together. And so half, I say 60% of the time we have four and 40% of the time we have one.
So, but it's awesome. I mean, it's become ours. And I didn't know until my second wife and I
built this community together and this family together. I was like, damn, this is how it's
supposed to be.
Like, you know,
and you think you're going to get it right the first time and things happen.
But now it's like the core of what's important to me.
And it doesn't make me any less ambitious or like, you know, but, you know,
we're building a company also that lets our people put family first too.
And so.
A hundred percent.
And it's resonating, you know, and, you know,
and we're still able to
be successful and driven and all those things, but I don't know. I just think it's important.
It's, it's critical. It's 100% critical. And, um, it's so important to me that I crafted a life
that allowed my wife to be around me. Like my wife's on the TV show with us. She's our realtor.
My wife sells my houses for me when we're doing fix and flips. And could I hire another realtor and just have my wife be a housewife? Sure,
I could do that. But I crafted a life that my wife and I get to talk multiple times throughout
the day. I get to be around my wife as often as I possibly can. I can work from home and still
be able to get work done. Instead of being on the phone. Like my wife
and I had a conversation last night. It was like, Hey, let's watch a movie with the kids. Um,
real quick, I got a question about this listing that I'm putting up, blah, blah, blah, blah, blah.
And it was all in the same sentence. And I was like, this is so great. Like we're hanging out
with the kids. I'm working at the same time, like a blended, the best of both worlds together.
I'm working at the same time, like I've blended the best of both worlds together.
And so family for me is critical. Obviously my, my upbringing, but also going forward, like you need a, the cornerstone of my life. I'm also as a Pisces, we have this weird thing
where we have to have our foundation taken care of before we leave the nest and go out and conquer
worlds. And so for me, the foundation of my world, same thing as you, is my family. It allows me to go and leverage
my superpowers out in the world, knowing that everything is safe at home.
I'm jealous of that because my wife is in the school system. She's an assistant principal at
middle school. And if anyone deserves an award the last few years
with everything that's been going on,
it's anyone in the school system
or at any time in life, really.
But I am trying to convince her
to come into our worlds together.
So I am a little jealous of that.
So I think we want to make it happen.
It's just, you know, she's built a career there.
Oh, she's got friends,
and she's realizing a lot of the hard work and sacrifice
she put into learning her skill set,
and now she can apply it and be a super badass at what she's doing.
So it's always going to be tough to tear that from her
and then say, you can use these same superpowers in this business as well
and actually probably serve more people around the globe
rather than just in one school. Exactly. Exactly. So I'm chipping away at it. We'll see how it goes.
Good, good, good. Cool, man. As we're wrapping up here, I mean, any other, I mean, I know people
will give all your links and stuff like that. But anything else, maybe in a lightning round of anyone wanting to get into real estate,
obviously they can go watch all your videos.
You got all that stuff.
I didn't want to spend our time doing things that one link away with your amazing content
could talk about.
But is there anything you'd want to leave for anyone thinking about getting into investing and has the shortage and the hot market changed in, that was kind of one of the more
technical things I was wondering, like if the approaches you apply with like sub two and all
that stuff, a red hot market, does that, does that change any of that? And I'm probably asking
questions that are like, you know, deeper than, than time allows. It's a great question. It's kind of, here's the question is
like posting on Instagram, like if you're, let's say I'm a marketer, right. And I'm, I'm utilizing
Instagram, Facebook, YouTube, any of that kind of stuff, um, to talk about my product, whether I'm
a company that sells LLCs, um, whether I'm a company that sells plumbing, whatever it may be,
if I'm leveraging social media and then Instagram goes, you know what, we're not going to really
push Instagram posts anymore. We're going to start posting, we're going to start pushing
Instagram reels and like short form content. It doesn't mean Instagram doesn't work. It just
means you have to adjust your, the way you're posting accordingly. right? So it's the same thing in real estate.
We are buying just as many deals as we were before. We're still using sub two and seller finance.
We're still using all the strategies that I talk about. It's just that there might be
small little tweaks and changes based on the way I talk to a seller or maybe something that's going
on. And I'll give you a real quick example. For a while, they turned foreclosures off, right? They weren't
foreclosing on people. And so a lot of where I get deals from are people going through foreclosure
and desperately need somebody to come in and help them. So for a while, we started going after
a different set of data. So foreclosure wasn't really a great data set for us for a year and a
half because people are like, yeah, I know I'm in foreclosure, but the bank's not going to take my
house because there's a moratorium on foreclosures. Okay. Well then we started going to houses that
are just falling apart and are on code violation lists. So people that had a violation from their
city because they have a broken window or abandoned cars in the front yard, we started focusing there and we bought just as many houses with sub two or seller finance. It's
just, you got to tweak your strategy of how you're finding the houses and maybe what the pain point
is that you're trying to solve. But we're still using all the same strategies to buy and own the
real estate. The one thing that has changed big time is how much money I make. Like we, we made 10, $15 million last year, just
in appreciation. Wow. Just in appreciation properties going up. It's like, Whoa, my net
worth went up. Whatever a dollar amount is 10 to $15 million. My net worth went up just because I
have properties sitting there gaining appreciation. Inflation has changed our industry to a point
where like,
you got to own real estate, dude. If you don't own real estate, your money is getting eaten
to shreds. And so other than those things, nothing's really changed. And people can go
watch my YouTube, but the thing I feel like has made me really successful in real estate has been
marketing. And so I look at what you provide
on a podcast for free. And I look at what you guys are about to do with your mastermind. I look at
what you're going to do with your community. Guys, don't freaking subscribe to me. Don't listen to
me. Freaking jump into these guys' mastermind. If I wasn't on the TV show, I'd be jumping in
the mastermind. I'm going to wait until the break between season two and season three.
I'm going to jump in there. Even a guy at my level that's doing a decent job on branding
can learn stuff from being in a community of other people that are marketing and branding and
doing all those kinds of things, bro. I look forward to seeing what you guys do with your
mastermind. I love it. I appreciate that. Appreciate it. Hey, hey man, we might have
to cut some snippets from this for our promotion. Please do.
I know.
Please do.
And I would welcome having you in the community.
And we're going to exchange numbers after this.
Hey, where can everybody keep up with Pace Morby?
I know you've got pacemorby.com.
We've got sub2.com.
Just go to my Instagram.
I really manage my Instagram myself.
So just go to pacemorby on Instagram.
I think the most personable place, like if you want to connect with me is in my Instagram DMS, I answer my DMS on Instagram
more than I answer my text messages. Um, and I communicate there by when somebody DMS me,
I actually replied back with a video like, Oh, that's a great question. And here's the,
this and that and blah, blah, blah, blah, blah. So like, it's a really important place for me to communicate. So go to my Instagram, go to my stories, see what I'm up to. Like I document
everything. You can see what I woke up this morning. You can see the first thing I did this
morning. I, um, I document my journey. You can see everything I'm up to on my Instagram stories
and, uh, DM me there. If you have a question or you need help with something with real estate,
I have nothing to sell.
In fact,
I want to just join
your guys' mastermind.
So let me know
when that's available.
I will.
Pace, man.
This could,
I'm not just saying this, dude.
It might be my,
I've been,
this is episode like 230
that we've recorded.
This might be my favorite.
I mean, you're just,
you're that dude, man.
Pisces, whatever the hell you are,
just a likable guy. Thank you, man. And I appreciate your time. Everybody go watch
Triple Digit Flip on A&E, Sundays and Mondays, right? They get that right? Sundays and Mondays.
Hey, I love it. Go follow Pace Morby on Instagram. Hey guys, you know where to find me. I'm on
Instagram, TikTok, Facebook. Just look for Ryan Alford.
You'll see me at the top of the list. You know where to find me. And hey, DM me as well. I don't know if I do videos every time, but you know where to find me. We'll see you next time on the Radcast.