The Home Service Expert Podcast - Inside Pace Morby's $1.7 Million RV Park Deal (And Why Beginners Can't Copy It)

Episode Date: August 13, 2026

🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com Pace Morby went from bagging groceries and building 700 homes for hedge funds to controlling hundreds of properties without banks, credit, or his own money. In this one, he and Tommy trade playbooks: how seller financing actually works and why terms beat price, the capital gains conversation that gets retiring sellers to yes, the expired listing niche feeding him a house a day, the four KPIs that fix any company, and why the worst agent market in 35 years is handing buyers the opportunity of a decade. Connect with Pace ⟶ https://www.instagram.com/pacemorby/ -- 🕐 TIMESTAMPS 🕐 -- 00:00 - Introduction 01:47 - Number Three Of Twelve Kids 04:55 - The Secret-Sharing Culture That Built Home Service 06:53 - AI Is Coming For Jobs, But Not These 09:11 - The Expired Listing Niche Nobody Wants 10:03 - The $5 Million RV Park Phone Call 11:06 - No Money Down At $20 Million 13:04 - Why You'd Better Be Greedy 15:26 - How A Technician Actually Makes More 17:41 - The Boomer Buyout Wave (And Who Shouldn't Ride It) 19:57 - The $500 An Hour Meeting At Starbucks 20:42 - Hedge Fund Flipper: 700 Homes For The Big Funds 23:32 - Bethany's Genius: The Bird Dog Move 25:16 - The Lead Geeks Full Circle Moment 30:44 - What Keeps Tommy Hungry 35:15 - Four KPIs That Fix Any Company 38:52 - Live Teardown: Pace's Lending Business 53:47 - Who's Gonna Compete With You? 56:20 - PE's Hard Lesson: Keep The Founder 59:59 - Speed Round: Three Tips For Beginners 1:02:28 - Why He Buys One RV Park A Month 1:06:04 - The Kermit, Texas Deal 1:06:39 - The Capital Gains Play That Closes Sellers 1:10:23 - The Slowest Market In 35 Years 1:15:14 - How To Work With Tommy 1:17:16 - The Best Add-On In Home Service 🚀 FREEDOM 2026 Get your Tickets Today! https://freedomevent.com Check Out My Social Media: Tiktok ⟶ https://www.tiktok.com/@officialtommymello Instagram ⟶ https://www.instagram.com/officialtommymello/ Facebook ⟶ https://www.facebook.com/thomasmello/

One person I was paying $500 an hour to for mentorship. And at the time, as a blue-collar guy, I thought that was a waste of my money. And when I pulled up to Starbucks, which is what his office was, I was like, you've got to be freaking joking me. Somebody's charged me $500 an hour to meet him at Starbucks. Best $500 an hour ever spent my entire life. I would have paid $20,000 an hour how good this guy was. He shifted my mind.

He beat me up, did all these things. He forced me to hire my first people. Because of that, I built a team. That team allowed me to get hired by Zillow, Open Door, Offer Pad. And I built a company who were doing 25 million. million dollars a year in business. Today's going to be an awesome podcast with Pace Morby. This guy came up from a family of 12 kids just like came from nothing. And 10 years ago probably wasn't really much. And all of a sudden the come up is just pow. And that's usually how it is.

Yeah, I mean, I don't see it. You know, you just feel the same way every single day. And then one day somebody says, dude, where'd you come from? I'm like, I've always been here. I don't know you're talking about. But yeah, it's much like you. I see you on stage 20, 30 times a year, maybe even more, sometimes 20 times in a freaking month. And they're, you know, all of a sudden people like, who the hell is Tommy Mello? The guy that sold the company and did all the things, it's, you know, nobody sees the invisible 10 years that it took to do the thing. Yeah, I'm an overnight success of two decades. Yeah, 100%. That's what I tell people. Yeah, yeah. So what was it like growing up with 12 kids? My dad grew up with 12 kids. No way. 12 exact six boys, six girls. Same mom and dad?

Same mom and dad. Are you LDS? No, but Catholic? Catholic. Somebody doesn't believe in birth control, basically over there. That's right. Well, 1910, my grandpa was born in it. So this is a long time ago.

Yeah, so 12 kids. I'm number three. Here's what it was, is there was a stark difference when I got into my 20s, and I started my construction company. Nobody wanted to collaborate. Nobody wanted to share secrets and help each other. I came from a family that that's all we did. And so it was weird when I got into the business world.

Everybody wanted to hold everything tight. and collaboration which just wasn't a thing. Like, masterminds were not a thing. Getting into the right rooms was not a thing back when I was starting my construction company. So it was working your ass off. I'm sure like it was with you with 12 freaking, your dad grew up with 12 kids.

I'm sure you taught you some work ethic. Yeah, I mean, look, at the end of the day, I eat super fast, like ridiculously fast. People think I'm like, was in prison. And they're like, why do you eat so fast? I was like, I grew up, my dad. If you didn't eat fast, you wouldn't get a second serving. Right.

And I was, I wanted to be like, Dad, like that was my favorite thing. Like, my dad was my superhero. And I've tried to slow down. Like, it's not like I'm intentionally, like, trying to, like, beat somebody eating. Yeah. But it's like, you grow up eating, like, there's a certain way. It's like a habit that's not super important that I break that habit habit.

Yeah. They're like, do you enjoy eating? I'm like, that really is. It does just highlight the fact that there's things that were instilled in you from your parents. And for me, my parents taught me how to work my ass off. And if I wanted 20 bucks, I had to work for it. Meanwhile, all my friends were getting cell phones and debit cards and cars because their parents said, hey, you're going to go focus on sports.

That's your job. My parents are like, yeah, we can't afford any of that shit. So you're going to have to go bag groceries. So I, you know, got out of early school release and bagged groceries and did donut packing and did everything you could imagine to make sure that I had money to put gas in my car. And that's how I came up. And that's how I thought it was all normal, trading my time for money, trading time for money, trading time for money.

And that was here? That was in Utah and here, yeah. Oh, so you're LDS? I'm LDS, yeah. Okay. Awesome, man. Well, that's an advantage. Because you don't drink and you don't do drugs.

I don't drink. I don't do drugs. I've never messed around with anything. And so, you know, my addiction is probably just working my ass off and forgetting that I got to take a break every once in a while. You know, I went to Mount View. Mount View, Mount View, Mount View, Red Mountain. It is by far the best school, especially on the east side. I live right by it right now.

It's a great school and I had great academics. I didn't know what AP even met when I went there, advanced placement. And all my classes were AP. And so I got into all the AP classes, did great, graduated a year early. But I didn't really know a lot of Mormons in Michigan. There were some, but I didn't know them. And I've learned that I love Mormons and I love Canadians. Canadians are the nicest people on the planet.

Two great people. I worked quite a bit with Dan Martel. Everybody from Canada and every Mormon, because they help each other. Yeah, they want to see each other win. I think that's the biggest difference when I got into business is that when I jumped into business outside of the LDS faith, I started seeing how cutthroat people can actually be. And it took me a good seven, eight years to find my tribe of people that collaborate. Like you were talking about all the people, your friends with Joe Polish and Dan Martel

and all of these people that are my friends as well. It's interesting you find a tribe of collaborators, but it was not like that when I was in construction. And I imagine it was like that when you started your garage business. Like no garage guy wanted to give you their secrets. You know, you're competing. No, no, they didn't. And they still don't. But the AHAQ industry was different.

They always shared. They had best practices since the late 70s. Interesting. And so I started hanging out with ACHAC guys. And they didn't care. They were like, Tommy, come on in. Somebody must have set that culture. Who set that culture?

Well, there's a guy in the 60s that said it. And his name's Ron Smith. And then this guy, Jim Abrams, picked it up. And then Frank Blow and all these guys built this whole center around AAC plumbing electrical. Wow. They figured out service agreements and how to use financing. And then they started sharing it. And they started looking at P&Ls.

And that's the coolest thing about COVID. As they looked at us, they said, wait a minute, these guys are essential. And they got a business plan. And every month over a month, they're making more money. Yeah. Because before we were shit on. Well, garage doors? Just home service in general.

It was like a garbage manner. That guy's an age guy crawling through an attic. You know, it was blue collar in general. That's how it was when I was a contractor. So I was open door offer pad and Zillow's number one contractor all the way through my 20s and like halfway through my 30s. I want to hear about this contractor business. Yeah, I'd love to.

But at the time, it was people would just shit on you. Oh, like, I'm a contractor. Oh, okay, cool. So you're one of those people that rob people and, like, take their, you know, take a check and never show up type of thing. That's kind of how it was. Then I got out of that business when I jumped into real estate. And I'm telling you, it was the greatest day of my life was getting out of construction

for me at the time because I wasn't equipped to do what you're doing. And I just didn't have the tools. And now I look back and I'm like, dude, if I knew what I know now, I would have stayed in construction and home services. Now I buy home service companies on creative finance. Like we have a cleaning business. We have an excavation company. And I look at it now. I think it wasn't just COVID.

I think it's also AI is stealing people's freaking jobs. And look at all the people are getting replaced. Like in five years, seven million people lose their job in the transportation industry. Everybody drives Uber is going to be replaced. in five years. Everybody that does logistics is going to be replaced in five years. Where are they going to go? Well, there's no graphic design going to be replaced. Like there's a videographer. Architects, lawyers, CPAs. They're going to have to go home service. There's no robot going to fix your garage or put on your gutters or clean your carpets in the next five to 10 years. No. It's just that it's not as

there's no reason for, you know, Elon's going to have robots in 2027, 2028. Right. But they're going to start just like cooking bare essentials and folding clothes. Nothing like fixing certain things. So yeah. I think the challenge too with like plumbing is that every single plumbing fitting, et cetera, is different than every single house, right? Especially when you look at non-custom home or you look at custom homes, there's no way even in 25 years that a robot's going to be able to go in and open up the door, open up the wall, get in there and find that problem. That's always going to be a human. What I worry about is when they start printing homes, which they're doing down in Casa Grande right now, they're printing homes. With the swirl that it kind of just does

the outside. I think in seven to ten years, there will be. robots that are full on doing electrical runs, they're doing plumbing runs, they're doing all these things because they're cookie cutter. And I think at that point, there's a segment of the market that will be affected. But for the most part, home services, bro, it's the business to be in, for sure. And I think private equity, I had Blackstone out here recently. They're starting to realize like, and owning homes. Don't get me wrong. Blackstone, BlackRock. They're all buying as many homes as they could. Right. And people are, you know, obviously California was a really, really big deal. Yeah. And these people are either going to come to Phoenix. Some of them might rebuild

there. I mean, that's their home. They love that area. They grew up there. But their home is gone. The park is gone. The places they love to go is gone. Right. So like the realtors I'm friends with are like, dude, as these guys get their checks, they're going to PV, they're going to Vegas, they're going to Texas. They're going to some Florida maybe. But I wouldn't want to be in the line of Florida would say that I just got wiped out by a fire. Let's get in the line of a hurricane. Yeah. Arizona is the number one place, number one destination. by far. You look at all the last 50 years. Arizona is the number one destination when you level everything out and normalize everything. And for me, like, I'm helping some palaceate people

buy houses. I'm not a real estate agent, by the way, nor would I ever be an agent. For me... But it's your responsibilities you don't want. I just don't want to work for somebody else at the end of the day. Like, I want to go buy my own stuff, right? So for me, my niche is I go find real estate agents that are having a hard time selling their houses, and which is a tremendous this amount of agents. I go after expired listing. So agents had six months to sell the house. They couldn't sell the house. I called the homeowner and say, hey, your agent couldn't sell the house. Let me just take over your payments. So I take over people's payments at two and a half percent, three and a half percent, four percent. I arbitrage those. I mean, I own them,

but I put like co-living or I rent them out. But what I'm doing a lot of times is I'm getting Palisides people calling me up going, hey, do you got any of those four percent house or three and a half percent houses available? So I'm helping Palisades people get into PV, Scottsdale, all that kind of stuff as well. So I'm in a very interesting niche in real estate, a niche that makes a tremendous amount of money, doesn't require banks, doesn't require credit, literally none of that.

Until the interest rates come back down, right? And then it changes a little bit of the dynamic. Not really. I mean, think about like I bought a $5 million RV park about six months ago. Seller wanted to retire. He had a $5 million number in his mind. The agent couldn't get the number for him.

And so I went to the seller directly and I said, hey, you want $5 million. and that's because you're retiring. I'll give you the $5 million. I saw you lower it on CREXCSI. I saw you go from $5 million to $4.7 to $4.5. I'll give you the five, but I want no money down

and I want 4% interest. The great thing in creative finance is I get to dictate the rates. Yes, exactly. I've been talking, Robert Chedini, you know, the book, Influence. We were just talking with his top student that coaches us.

We're talking about, like, you get to make the calls when you're the one. And you can pay a lot more, but you can call the terms. Yeah, at the end of the day, like think about this, If somebody comes to me and says, hey, Pace, this house is worth $100,000, would you pay a million

dollars for it? I'd say, absolutely, if you give me a $1 down payment at a one month, one dollar payment every single month for a million months, like all day long. Yeah. It's the same exact thing. So terms are way more important than price. So for me, I go to people that are having a hard time selling their house or their apartment complex.

Like we bought a $20 million apartment complex down in Tucson for $20 million bucks, no money down, four percent interest. That thing cash flow is $53,000 a month. I don't show up. I don't manage it. I don't have to do anything with it. So to that effect, I control it. Why?

Here's the beautiful thing about seller finance. When a seller sells something, right? Let's say they have, let's go to my, the RV park. Sellers name is Eric. Eric wants $5 million. Why does he want $5 million? Because he wants to be done. In his money, he's like, that's my retirement.

If I could take that money, I'm going to pay a capital gain on it, 35%. After that, whatever's left. Here's what's great about seller finance. When I buy it on terms, he doesn't have to pay the capital gains tax. So not only do you get your full $5 million, I pay you 4% on top of the $5 million, and we get the agents out of the way, and I give you an annuity every single freaking month. You know, there's a lot here that I'm thinking about with home service, and I know I've heard of this strategy, but it's just never, I'm still focused, like you've heard of the one thing.

Of course, like Gary Keller. Like, look, the problem I have is like Brandon Turner. I spoke at his event. I love Brandon. Like I just did Q&A. And every guy there is making a lot of money. Yeah. And all of them are calling me now.

Like half of the people there are saying, I'm thinking about doing a trick. I'm thinking about getting a roof. And I'm like, no. And then the SaaS companies, all my SaaS buddies are like, dude, I'm thinking about getting into this. I'm like, that's your, like, as much as I talk to you, I know it's going to be very, very like, oh my gosh, I should think about doing this. But here's what I would do, like what Jeremy Minor does is. probably to be diversified, throw some money your way. I do the same thing with other people.

Like, you have a project. I just cut you $100,000, $500,000, a million and go, hey, I don't want to touch anything you're doing, but I want to collaborate with you. That's all I do with people. I'm like, let me stay in my lane because I want, not only do I want to be good at it, I want to kick everybody's ass at my one thing. Well, you're, the Ray Kroc once said, when your enemies are drowning, sick a hose of their mouth.

And people always say, are you greedy? Like, look, these PE guys ask you if you're greedy. And I said, if making the people my competitors have to partner with me and everybody in my family, including this company, who's my family, win big, then, yeah, I'll consider myself greedy. Hell yeah. You have a responsibility to not only do yourself, but also the people that come and make a decision to come work at your company, you better be greedy.

And here's the thing is that the people that work at your organization, the people I just walked into this badass shop, they're praying at night that Tommy Mello is going to be greedy for them because they don't have the power. They don't have vacuum. They don't have the background. They don't have what you have to go be greedy on their own behalf. They need you to be greedy, right? They've got people in their family that are relying on you to be greedy. Not only that, but they sit here. We talk, I do an orientation for three and a half hours every single month for the new classes. And the most thing I talk about is how to use money and how to like perceive money and how you could use money to make more money and how compound interest works

and how wealthy people think about money. And, like, how there's this book, oh, man, it's Michael McElow. It's called Profit First. Yeah, great book. And it's, you get your paycheck. I'm in the second book. Are you?

Yep, they have Profit First and Profit First for Real Estate. There's a whole. Yeah, yeah, yeah. So he's got the private first for contractors. He's at, yeah. I'm like a full chapter in profit first for real estate. I'm reading that. I never read the real estate version.

Don't read it. It's my lane. Yours is contract. I'm not going to read the contractor one. Yeah, that's true. The deal is, like I'm like guys so Michael called me up and he's like I want to do profit first but for employees yeah and I like oh interesting so so here's the deal I was like I'll be your

guinea pig bam send him a big check six figures and the concept is it hits your check your check hits the bank account how much you want for your first house how much you want for that yearly vacation how much do you want for your kids to to wish whatever that is and I'm like but here's the you got to delete that from your brain that that's there yeah like so many people use that is a backup. Yeah. But if I can teach them how this works, and then I'm going to start a fund on this next turn that I do, that I'm going to say, guys, continue to give you ownership, but the more you invest, I'm going to be able to buy back equity into this business. And because

this business should be worth $20 billion here with how does it, how does a tech make more money here? Like, do I work more hours? Do I get faster? How do I make more money? Well, most technicians have a scorecard because installers are paid completely different, but there's a There's maintenance techs. There's maintenance techs. The average technician could move up tech levels, which is like a master tech. Okay. So their salary goes up. Yeah. So, well, actually, their performance pay goes up because they got to have very little warranty calls. The goal is zero. They got to get a lot of reviews, meeting-made customers, raving fans. They've got to, so reviews, they got to use financing because we found that if people use OPM other people's money, the ticket size goes up.

And then of course, there's a portion of performance-based commission. Is your technician trained to make the sale? They're trained to make the sale, but here's the deal. We train every single one. You've got to give options. We never push anything down. We don't make you say yes or no. Because if we're giving you yes or no, that's an ultimatum.

Yeah. Pace, here's the five options we have for you. Here's the Taj Mahal. This is top of the line. Here's the most economical builder grade. Based on you stand in this house in Mesa and you told me you're going to raise your family here. Schools are great. you know, I'd go with option, the top option or option four.

And I'll go through those, but obviously you make the choice. It's not a pressured sale. And then I'm going to show you. So your technician will get paid a commission on that? They'll make, yes, there's a form of commission. I love it. They lose a lot if they get a warranty call on it and other things. So it's, so you're training them.

You get a check. You get a healthy check. Split it off. Forget that it exists. Use some of the money, reinvest back in the company because I want to basically use this as your retirement account. Yeah, and I'm going to have them invest. Like, they're like, what do I do when I get the money from,

because they can earn equity in the business? And they're like, what do I do with that? And I'm like, guys, I'm going to show you what to do with this. So I got about a year and a half to two years to build a whole opportunity for them to just have passive income. It might be through you because literally I don't want them invested with me in other home service companies. Right.

I want them just a little bit of an annuity, not crazy. I want them to go onto their dream vacation, but I don't want them to buy that Ferrari and buy a Rolex. Yeah. I just don't. I'm going to say, guys, please, late gratification. Like, we talk a lot about this, but it is my duty. Yeah, it's a challenging thing. I mean, you look at people flooding into the home service businesses, like what you were talking about a little bit earlier.

I think a lot of that comes from the fact that the baby boomers are all retiring. So you've got about five or six really big influencers that are talking about this. Cody Sanchez, good friend of mine, is doing it. So she's lighting everybody on fire to go buy home services. I don't think most people are equipped to buy home service businesses. I'd be very, very careful because I've heard Cody. I bought her book. I haven't read it yet.

But my problem is, I know Kyle Maley is a big guy out of California. Kyle is phenomenal. I was on the phone with him yesterday. He's one of the smartest guys I know on the planet. But when you listen to the guy, you're like, you are smarter than 99% of people on the planet. Those people are not equipped to buy a business, manage the employees. They get an SBA loan. Oh, it's bad news.

And then he guarantees this because he's like, basically, you get some arbitrage. on it. 10,000 baby members a day, 12% of them own a business. I got that. I understand that. But my problem is, even when I talk to Kyle, I'm like, Kyle, I know you want to own the marketing firm. I know you want to have this. You want to have this. But dude, you don't understand. If you compete against me, you know what I pay for a garage or compared to anybody else? I do 22,000 jobs a month. Like, there is this old saying, when you own the bank, $100 million, you got a problem. When you own $100 billion, they got a problem. Right. Like, I'm starting to have control over.

the manufacturing. One of them came to give me a price increase of 10%. And you're like, I'll go somewhere else? When he left here, he removed, he'd lower my price 10%. Yeah. He came to increase at 10. He lowered at 10. And I think they're starting to learn like, I'm not, I'm not Trump. Right. But I try to play him sometimes in negotiations like the art of the deal. I got a lot of speed, like I've got a lot of questions that my team wrote and I could go, like, we could have a five hour because I really enjoy this conversation. But, Your real estate story is really defined by people who went out of their way to help you succeed. There's a lot of people that we've already talked about, like Ryan that you came up with.

How did you, like 10 years ago to where you're at now, what were the key things to help you create this mega wealth? Two really important people. One person I was paying $500 an hour or two for mentorship, and at the time, as a blue-collar guy, I thought that was a waste of my money. But I had somebody who was like, if you don't go hire this guy, I'm going to leave you, I'm going to get out of your life. And he's now the head mindset coach for the Arizona Cardinals. His name is John Bome. And when I pulled up to Starbucks, which is what his office was, I was like, you've got to be freaking joking me. Somebody's charged me $500 an hour to meet him at Starbucks.

Best $500 an hour ever spent my entire life. I would have paid $20,000 an hour how good this guy was. He shifted my mind. He beat me up, did all these things. He forced me to hire my first people. because of that, I built a team. That team allowed me to get hired by Zillow, open door, offer pad, and I built a company we were doing $25 million a year in business.

And then the second person was a leading name Bethany. So 12 years ago, I had a client that hired me. What I was doing as a contractor is these big hedge funds like Black Rock, invitation homes would call me. And they would say, Pace, you're the flipper. Like, you're the hedge fund flipper guy. We want you to do 50 houses for us every single month. and I said, no problem.

I scaled my business. And then one day this lady back- What does that mean? Wait, wait, wait, what is it? You're just going in there, doing the toilets, doing the carpet, changing the stuff out. Yeah, like our average ticket was $50,000 a house. It was like a really quick turn. They'd buy the house.

They'd turn it, put a renter into it, and we just had to go as fast as possible, mostly builder-grade type of stuff. Okay. So I got into some custom things. I built 700 homes. I decided that wasn't my lane. My lane was going for the hedge funds and the big companies. I'd have tremendous amount of volume.

And then at a lady that hired me, she was a fix and flipper here locally. You've heard of the we buy ugly houses people? I know that very well. Yeah, yeah. So she was a we buy ugly houses person. She hired me. She says, hey, I need you to fix and flip. So, you know, I had done custom stuff, built 700 homes, did all of those types of things.

I knew everything there was A to Z about housing. But I didn't know how money worked, really. I was in that phase in my 20s and my early 30s trading time for money. I didn't know how money worked, right? Nobody taught me that stuff. And then this lady Bethany calls me. She says, hey, you got a great reputation. I'm a we buy ugly houses person.

I fix and flip houses. You want to come work for me? And I go, sure, I'll come do some estimates for you. I did three houses for her. And on the third house, she comes to me and says, you're not a contractor. I said, why? She goes, because you show up on time,

you do your job, and you communicate. You're not a contractor. You know, very unlike you guys. But like most contractors out there give you guys a great name because most contractors The answer to your phone, you're doing more than 90%. I made so much money as a contractor just picking up my phone. That's it.

Pace, how are you doing $25 million a year? Picking up my phone or having a girl pick up the phone. Yeah. Anyway, so on my third house, she goes, I want to teach you how to get into real estate. I'm like, why, I am in real estate. She goes, no, you're not. You're a slave to my real estate business. You don't own anything.

I own it all. You're making what, pays $10,000 on this flip? I'm going to make $120. Who's making the money here? And the realities, you're doing the hardest part of it. Did Bethany do this when she? Genius. Genius.

So genius. She turned me into her bird dog. Oh. Gangster. She's a gangster. She's like, she saw my hustle and she said, if I could repivit this kid, I was 30, if I could repivit this kid to just go find houses for me, I could turn off all my marketing. That's what she did.

I didn't realize this, Tommy, until a year later that I was like, oh my gosh, this lady is a freaking genius because that's now what I've done. She was it transformed you. She transformed me into her bird dog. I found her 30, 40 houses in my first year. I made more money than I could even imagine. Not licensed, no education. I still don't have a license to this day.

And I just found deals for her. And I'd make an average of $25,000 per deal. And then she's like, all right, it's time for you to start doing your own deals. It's time for you to start buying your own stuff. I'm like, but what about me finding deals for you? She goes, I'm retiring. And she retired. And then she sold me her wee,

buy ugly houses business on seller finance. I bought it. I made a shit ton of money. Did you? Yep. I bought it for 130 grand on seller finance. I sold it four years later, somebody else for a quarter million. But during the time, I didn't make a ton on the sale, but I made a ton of money as a we buy the house. I mean, I used to go speak at their events.

Like, you. Dallas and all those guys. Yeah. Well, what the deal was is Carlos Reyes taught Jared Vidalas, all this stuff. So. Yeah, I love Jared. Jared and these guys are like sitting there and they're like, we need more leads. And he was good friends with my ex-girlfriend Hillary.

This is years ago. Yeah. Is this when lead geeks came out? Yeah. And I'm like, well, you get your leads. You guys are the ones that did that? Yeah. No shit.

Yeah, me. And that's the where the guys that got all of them, like, thousands of leads. Okay. This is genius. I'm so glad we're having this conversation. So the way I got out of Homebusters, I didn't know how to generate leads. Yeah. So HomeVestors teaches you, just write us to check.

We'll pump you with leads. They're the marketing arm. That's all they are. marketing. They're the marketing arm and I was stuck in them for four years, basically just writing them a check every single month. And then I became friends with Jared Vidalis and those guys. And lead geeks is how I got out of home investors. That's so funny. That's what we did. We set it up in Bobberdue. We were the ones that set all that up. Yeah, I was like, okay, I can just do a P. I can pay per lead, 300 bucks or whatever I was paying. We were the ones selling you that. And I was going on the appointments. And I go, I'm going to turn. I was doing. That's so funny. That's crazy. Yeah, that's a, I was doing. I was doing. I was doing six. I was doing. $6,000 a month in marketing with them, I'd buy 20 leads a month from lead geeks versus I would spend the same amount of money, 40 grand a month with home vesters to get the same amount of leads. Yeah. So I'm like, I'm selling my franchise.

I sold it for a quarter million bucks. I got out of it. And then I just started building a portfolio and I stopped flipping. I mean, I will flip 30 or 40 houses a year, but that's for my employees to get spiffed and all that kind of stuff. Yeah, yeah. I'm not a flipper. We are a accumulator of wealth. And that's the thing is you never sell.

That's what Brandon Turner says he gets paid last. Like I get this concept, but one thing that I've noticed as you're talking is you're connected. And the connections don't stop. For me, people are like, what happens since, like, you were barely making payroll of 2017? I'm like, I continued to back, roll it back in. Right. And, you know, the deal is, is I'm a student and I'm a connector. I'm more of, like, asking, like, who should I work with?

I've always got three to five people I'm working with. and I'm paying to help me. Yeah. And, you know, the whole Dan Martel, buy back your time. Like, I had it all figured out in business, man, a couple hundred million dollar check. I didn't build the SOPs. I didn't have the driver for my personal house. I didn't have a chef.

And people were like, dude, because I'm a humble guy. And all of a sudden, I realize I spent it 12 hours a week driving. Yeah, stupid. Man, what can I be doing with that time? And I don't mind cooking and barbecuing, but I'm not doing that every day all day. Right. And meal prep, yeah, that's fine for a month. but it's not fine for it gets old.

Yeah. So like he can, he totally changed my lens. And that's what I've seen about you is you didn't stop and I don't think you're going to stop. No, I hired Dan Martel. We've become good friends four years ago. When he was going to build his brand, he facetimes me. And he goes, tell me how you built your brand. And then boom, he lit it on fire.

He came on a show with me a couple weeks ago. And he's like, it was pace that convinced me to jump into building a brand. I was like, where did that come from? He goes, when I was working with you, I was watching how much. money you were making with your brand versus you were making anywhere else. And he's like, that's what convinced me. The personal brand. It's everything. And it's your reputation, right? It's like you bring up Joe Polish. I know Joe Polish. You bring up Dan Marge. You get connected. And the reality is the cream rises to the top. And there's no competition at the top. It's all

collaboration. Yeah. Because we all realize how hard it was to get to the top. We're like, okay, dude, how can I help you? How can I help you? How can I help you? It is literally every conversation I have on a daily basis with my friends at the top. It's like, How can I help you? What resource can I give you? What person do you need to be connected to? It's the greatest thing on the planet. Well, and here's a thing is, like, I looked at Josh Snow there the other day, and I said, Hey, dude, you know what I get a lot is Grancowski.

People say, hey, the Grunk. I was talking to him about Gronk, and he's like. Yeah, I saw you on the Super Bowl the other day, bro. You look good in a suit. Yeah. He's like, and then I'm like, the Kardashians. He's like, I love what you did. And he's like, well, gronkone's part of the company now, blah, blah, blah, blah.

And I'm like, the way Josh did that. And then I said, what's the newest thing you're working on? He goes, I got 28,000 people posting on TikTok every single day. And I said, okay, well, this probably costs you like five grand. Josh used to be my partner on Groucho Nation. No. Yeah, yeah, yeah. Josh is a good buddy of mine.

I mean, I was partners with Josh when he was 17. Wow. 21, I bought him his first shot of tequila. So Josh and I, he was a chunky little kid, dude. Like, it was funny. So Josh and I, so I'm talking to him and I'm like, here's the deal, dude. It's not me, of course. Anyway, I'm going to come over to your house.

Like, we're like six, like, we're nothing with six minute walk apart. And I'm like, give me a tour. Let me meet the old lady again. It's been a while since I talked to her. And I want two hours. And I'm like, just show me. And I'm like, look, I'm not going to do it. But I need to learn how to do it really quickly.

And then I'm just going to delegate it. Like, just give me all the, give me what you've, learned in the last year to build it because I know what you've done. I've been watching you on social media. You've been asking all these things. Just give me the cheat sheet. And I promise you, I'm not going after snow, whitening or anything. Yeah, yeah. I'm going to just use this straight in garage doors. Plug and play. Because if I get 28,000 people posting about garage doors, winning. Winning. But his average ticket's nothing. My average ticket's nothing in home service. Mine's $1,200. Yeah, it's cheap. I mean, you think about water, purification. You think about

$8.000. Oh, those guys are charging 10,000, $20,000. Trust me, but it's, that. That's That's home improvement. It's completely different. The multiples aren't the same there. You're talking about an 8, 9x at the very, very high. Versus your multiple is what? North of 20 on EBAA. But here's the deal too. Software's ARR. I'm talking about EBTA. So there's still better things out there, but we're at the tippy top of multiples of EBITA. Yeah. So what does it look like for a guy like you? You get a big fat check, right? I haven't gotten to that point.

I've got I've got the wealth tied up in properties. Yeah. I've got cash flow. I've got all that. stuff. What keeps Tommy hungry? Well, the deal is, look. You're born this way? No, no, no. The thing is, is I got a family, but my dad had 12 kids. My mom had five. Lots of uncles, lots of aunts, lots of cousins. I got a sister. I got a niece, two nephews. I just got engaged, never been married, never had kids. So the goalpost continues to move, but I like nice things. I want to go first class through life. I was talking to Travis Hearn, pastor, he's like, money's not the root of all evil, dude, the love of money.

Right. So, like, I want to do a lot of things for a lot of people. And the thing is, I think about compound interest. It's not about the principle. So I see a great responsibility that if you could, you should for in my spot. And I, the next exit from A1 will be over a billion. And with that kind of money, there's nobody better position on this planet than me to roll up home service companies.

Not Cody Sanchez, not Kyle Malian. These guys, they might think it's great. And there's nobody, I don't want to buy all of them. I want to buy certain industries and roll them up. So what's your plan? Well, the plan is to make sure this company does very, very well. And then position myself, continue to position myself on stages and everything to go after certain industries that I know. So you go on stage, your main goal is to get people to come and bring their home service business to you to help them roll.

No, right now it's been to tell everybody A1 garage or. service is it. I'm going to be nationwide. We're in 20 states. So are you franchising? No. Okay. No, we own it all. So I don't have the business right now. But the long-term goal is just, look, no like and trust A1 garage or service. If you ever want to work for a company, you got a brother, a sister, or somebody that's awesome, come work for A-1. And it's pivoting a little bit to long-term to say, hey, listen, I've proven it. Every company I've touched or invested in has not only gone up. It's gone up exponentially. And there's a thing called arbitrage that if I buy it for three to five X, I'll make it worth 10 very, very quickly. But I know everybody, and here's the deal.

I never have to screw anybody. I've got all the contracts. I'm not Alex Ramosey investing in hair salons. I'm investing in one thing, home service. And I know it better than anybody. And I'm not going after chimney services. I'm not going after the landscape. I'm going after specific ones.

That we could roll them up. We could roll. Well, look, roofing's a big one. I'm not going after solar because that's, you know, Trump could change that, the government subsidies. the IRA inflation reduction act. Like I don't want to deal with just energy efficiency that changes left and right. Certain ones that I know where the multiples are. And I also know every banker that's done every major deal.

I know the ghetto. I know four seasons. I know every major company across the country. What they've got. I know the founders. I've hung out with the, like you know everybody in real estate. Like you know every single $100 million company that's sold. I'm buddies of them.

I could call them on Speed Dial right now. And all these guys like Dave Geiger, Ken Goodrich, Ken Haynes, Leland Smith, the godfathers like there's a new generation coming in but i i've learned from these guys they've invited me into their homes and their businesses so i'll never have to work because the like an irr of eight i can live forever as a king yeah but i think i could get 25 so in my mind i'm going how many doubles do i got right i'm no more doubles and i think i got about 12 more doubles yeah i think so Oh, you put a billion and do, you know, 1, 24, 8, 12, or 1, 24, 8, 16, 32, 64, and it starts 128.

Then it starts going, and then it's not that long before you're like, I think we're headed into the best economy ever. I think it's the biggest shift of wealth over the next five to six years of baby boomers. I don't think they got a next of kin, and I think they've got great businesses, and I think they don't understand what they have. I'll show you something later when I show, when we're on your point. podcast, we'll talk about four KPI's that'll change everything for everybody. Let's do a speed around here.

How long do we got? How much? 30? Oh, good. Shit, I didn't realize we had so much time. Tell me about the KPI's. You want to know about that right now? Yeah, yeah.

Let's go. All right. So if you, these four KPI's, I'll fix any company. So number one, I want to look at what a cost per lead. cost per lead, not cost per acquisition, because this is not burdened. Number two, so quality of lead matters. So you've got to run this through a funnel of different funnels. I have 7,000 call tracking numbers.

Attribution is everything. Understand where your cost per leads are coming from. Number two is booking rate. And where do you guys primarily get your leads now? You're spending money on Google ads. What do you guys? Where are you guys primarily getting your leads? Yeah, so there's four algorithms on Google, LSA, PBC, GMB, and organic.

We master and dominate all of them. That's how we built lead geeks. And then there's Valpack. What happened with Lead Geeks? Over time, everybody and their brother, Google switched to more of a local ranking. Google's algorithm changed. We were number one for highest cash offer. Highestcashoffer.com was our site.

That site ranked. That's how we pulled in all the leads. So I don't know if you knew that that's what Lead Geeks was made off of. And then what we did was we went to, we had a lot of different ways. to get leads like we'd go and I called everybody like I'd call these senior homes like a place for mom and all this places and I say listen we will pay you half of all the leads that come through I worked at all these affiliate deals like what are they gonna do with their parents house it's smells like an antique you got to get rid of it you got to get it up to code what were you doing it

before lead geeks or at the time of lead geeks were you doing I was still doing this okay I was the problem was I was a hustler but the hustler I had to die for the leader to to be born is what I tell people. Like I could do a lot of things. I could have made that business into a billion dollar business, but I was focused on this just as much as that. And I never took a paycheck from that business. Dustin took, Danny and Jared, they had an opportunity

if they would have known what they were doing a little bit more. And I know we all came up together. But they could have been printing 25 million bucks a week with the leads. Like we took this one down by Notre Dame. We bought it for $45,000. They lived the next day for $100. But that's all they took. They only took the ones with like a, they could two and a half times it.

Like, you only need to make 15% on these things to make a killing. Yeah. And so, but, but hey, we all came up together. Hillary said, can you guys get us leads? We started to rank nationally, the highest cash offer. It brought in leads everywhere. Because what you type in, like looking for cash offer, cash offer for my home.

We ranked for every search term for a while. Did Jared just shut that down? Well, Dustin is the one that I, Dustin and I, it's that business and all the leads at Phoenix went to Jared and all the leads went to Vegas. I see. Okay, that makes sense. That's why I was buying through Jared. They were arbitraging the leads you guys were creating. Yeah, probably. Okay, got it. Well, everything in Phoenix were Jared and Danny's.

But you created the lead. We were the leads. They went through them. They sold it. They sold it to you guys. Yeah, okay. So I'll go back. So cost per lead. Cost for lead, booking rate, and booking rate happens to come from form fills as well. So I call it a contact center lead.

And then you've got your conversion rate. This is face-to-face knocking on the door, conversion rate. For you guys, is that actually going to the door? Yeah. Okay. And then the last one is average ticket. And I call this. So average ticket or opportunity job average.

AJA, OJA. So let's do this. tell me, let's just say you got a business that you want. This is great. I actually have a brand new business, Tommy. It's a lending business. And I have endless amounts of money to lend, but I want to get in front of more people. Well, here's the question I have.

Pick a number that you want to make your first year in the business. Any business? $10 million. $10 million. Okay. That's take home. That's not generate. Well, we can do revenue and then we could multiply.

Okay. Revenue is $50 million. $50 million. So $50 million. So watch. You want to do $50 million? What's the cost per lead? Our cost per lead right now is free.

It's all organic. Everything's organic. So we're just about to start spending money on ads. The problem with free is the quality. You're going to need to funnel it through. So what I would tell you is you want to put a number because without a cost per lead. No, I wanted to be. I wanted to have a number.

If I want to go spend money on leads right now for a lending business, where do I go? Do I build that internal? Yeah, so I've got some people that know a lot more than me on this. I know what I would do in home service, home improvement, but let's just say, for the sake of this, it's a contracting business. So let's just put 50 million. Let's say your cost per lead is $100. Okay. Let's say your booking rate.

The average booking rate in home service, guess what it is? Of all the home service and home improvement, this comes from the largest CRM in home service. Booking rate, meaning people come in, they do. They call you up and they say, I'm looking to get something. Yes. Come to my house. And by the way, this includes an abatnamate rate. You didn't get to the phone.

Interesting. I bet it's $500. No, no, no. The percentage. This one. Oh, the percentage. One in 10. So you're saying 10%.

It's 45%. That's insane. Our booking rate's 89%. Oh, my gosh. Which it's almost impossible. Is this speed delete? Is that what it is for you guys? Just picking up the phone?

They'll ask a million questions. They'll say, how quick can you guys get out here, blah, blah, blah, blah, blah. They'll say how much is it going to cost? Are we at 68 CSRs? right now that are just trying to handle every single type. And I'll show you what we're doing because it's AI back software. So we'll just say the booking rate you get to 60%. I'm scribbling all over here. Conversion rate, here's the deal. There's selling new equipment versus repair. You want to be 90% plus on repair, 60% max on new equipment. Because if you're more than 60, let's say

you're 90, raise your prices. Right. Or you'll get buried and then you won't, then your conversion rate will go down because you're so booked out because there's capacity planning. So let's just say you're at both of them, 82%. And then average ticket, depending on the industry, let's say you're at 2K. So now watch. You put $50 million. You divide by $100. You know what? I'm going to do this. I'm going to do this a little bit different. I'm going to put cost per lead down here. So put $100. And I'm going to, so I'm going to divide this. So, so I want to do 50 million. Let me sure to do the math rate.

Divided by 0.6. So now I got to run 83.3 million calls. Now watch. Divided by 0.82, so equals divided by 0.82. Now I got to run 101 million calls. But now, now I'm going to divide this by 2,000, because of average ticket, divided by, 2000. So now I got to run 50,000 calls times 100.

I got to spend, this is a big average ticket. I got to spend, I did something wrong here. I got to basically, yeah, I did something wrong here in the math. Our average ticket, our average ticket on our fort, this is actually pretty simple. Our average ticket is $400,000. $400,000. Yeah, that's the average loan. All right.

So I want to do $50 million in loans. I don't know. You just divide that by $1,000. that but the deal is you got to go through burden and all and what you'll find is one of these percent like i just did something wrong in the math so i'll redo that math later for you Giuseppe and i'll just walk through it but basically here's the deal this some people you're going to book every lead sometimes it's just a so now it's about conversion rate so sometimes the cost per lead you pull out of the equation but once you look at the equation there's something always it sticks

out and you're like if i just train this it's jeremy minor type stuff right opportunity job average conversion rate is what Jeremy does. Booking rate, he doesn't train call centers very much. It's completely different. Marketing, how do I get more into the funnel? And then what's the quality of leads? With 7,000 call tracking numbers, I'm tracking everything. It doesn't include all the stuff Angie's and everything else coming through form fills or your chat online. So like, you're looking at every single league where it's coming to. The funnel's getting smaller. So in a perfect world, this is your funnel. How do you keep the funnel fat until you run the call? because it gets smaller through your booking rate,

then you knock the door and someone says, just leave me an estimate. So then it got smaller again. So that's the thing to look at. There's always one KPI that if I walk in a business, normally it's a call center. You walk in and you're like, wait a minute. What's the booking rate?

They're like, me and my wife book everything, but probably 90%. No, no, no, what's the booking rate? What's the percent? What is it exactly? Oh, well, you know, what's the abandonment rate? Like, even A1 has a 1.2% abandah, where we don't answer the call.

And we've got agents 24-7 in every area code. And you still miss a call. We still miss calls. Yes, and we know exactly what we miss. And automatically what happens when we miss a call? They get a text message in real time with a link to our schedule engine. Guess how much that made last month? A million bucks.

$780,000. From texting missed calls. That's insane. That's insane. Yeah. And then every call that, we don't, so I told you our conversion rate, everyone that we don't book, that we don't convert, they get a text message. Me and Giuseppe just did one, okay? I'm in my warehouse, a different

warehouse next door, and I got a cell phone because he's got an iPhone and it was quickly, and I said, hey, it's Tommy from garage door doctor. We own a bunch of different companies. Hey, it's Tommy Mello, garage door doctor. Listen, we've got a lot of extra doors here that clients have canceled on. I can get this to you at a steep discount. Please give us an opportunity to earn your business. My right-hand guy is going to reach out to you. I'd love to be your garage drawer company for life. You're going to get a text, obviously.

Thank you for watching this video. Let my right-hand guy help close the deal for us. It's something along the lines of that. And I've got 10 different videos made. So you're testing campaigns to see how you'll get them back on the line. So now you've got to have somebody 24-7 responding to these because it's in real time. Like, if you text this out through the software that's automated,

you've got to respond right away. Nobody's competing with you. No, it's almost, it's like, I go into companies and they're like... What's interesting is most home service companies I know are struggling just to find techs. You know what I'm saying? This is the thing. I make technicians. That's what I learned from my number one mentor.

You asked me earlier who my number one mentor is. He said, no longer do you want to know anybody that knows how to do anything in the garage industry. You got to make them. Otherwise, you've got to unteach them everything. So now I look for great people that have a great smile. I see background drug tests. And my litmus test is, would you go have a little bit of a little bit of a little bit of a beer with this person. Would you take them golf? Would you take them on a trip? Would you take them on the

boat? And if they laugh, they tell a great story. They're smiling all the time. Great culture. That's the person I love. They show up on time. And then it's really hard to get through our, it's really hard to graduate. We're trying to get rid of you. Like my trainers, I'm like, I don't want to see 100% graduation. I don't even want to see 80% graduation. Wow. Like, if they're late, cut them. Like, I want you to see their car when they pull up to train. I want you to look into their car if they're in Phoenix. If it's clear, if it's not It's nasty, it's whatever. Get rid of them.

Wow. There's, and that's the thing. Who can compete with you? Well, here's the other thing is, so I've got stats I can show you. What's your goal, right? Your goal of marketing is to attract clients. My goal of marketing, 50% of is to attract the right people. Right.

So the thing is, I spend just as much time recruiting great people, personality profiles looking at the right people. One out of 100 actually get a job for us that we in. get a job for us that we interview. You're lying. One out of 100. You get on the phone or you interview in person? So I've got four recruiters that are full time.

And it's hard to even get, because there's all these things, right? Can you pass a background? Could you pass a drug test? And we can, we run it through. We'll run your background check before we get on the phone with you. We'll do most of this stuff. We got the DMV stuff we could do very quick driving records. Right.

They can't drive a van. We've got to have three years of driving experience. So we go through this And if they can't Like they'll get on the phone And now we're having this do AI agent to interview them if they want to do it quicker Oh man, how much money is that saving you guys?

I always say now we're a software company That has garage doors And the thing is is HVAC takes five years You know, Plummer takes five years AAC usually takes about a year Because you've got to be an apprentice Garage doors probably take 30 days

So we could train a certified Navy SEAL bad of the bone dude in 90 days. It's 60 in training and then 30, we call it polishing. And I will say it usually takes about six months for you to get your bearings. And our dispatch AI recognizes what jobs you're great at, mostly focused on conversion. And it literally builds the whole schedule. Who is competing with you in the garage door space? Like, this is ridiculous.

Is there anybody that's even climbing the ranks that even... Well, you know, the deal is here's something that... that I don't think people understand is you'll be great at lead gen but our conversion rate booking rate lead capacity if I'm doing TV radio billboards and my trucks are everywhere Phoenix keeps getting bigger right like next year we'll do 100 million in Phoenix small markets I don't care if you rank number one for grassy repair Atlanta until they're searching a1 garage service Atlanta because they fall in love with the brand right when they're in love with the brand the price kind of goes out the window the quality's there right we've already

at the perceived value that this is the best company. So when you say, pace, I know it's Wednesday, we can't get out there until Saturday. You're like, that's fine. I just want you guys to fix it. Yeah. Like it's a little bit, it's way different when you're actually in love with the brand. So like, yes, all these KPIs matter, but the branding and the, the marketing, you can tell this is like my passion. Like, this is like where I'm like, this is where I come alive. You know, what's interesting is that as a, you're a visionary, but you're a strong visionary, but also you have tendencies of an integrator. You love systems, you love processes,

to the point where you probably obsess over every little decimal, which is very rare for a visionary. Most visionaries are like, dream, dream, dream, dream, dream. I'm more of a visionary by far if you were to take the test of, you know, what is it? Oh, man. Rocket fuel was in the test. And I've had Mark Winters and Gino Wickman.

June Wickman three times on the podcast, Mark Winters, once. And I'm obsessed with finding the latest and greatest and finding And my job is to get rid of my job. My job is I are somebody so smart. My CFO, we were looking at, like, I flew to Mexico to find the vehicles. So we went to Salantis and we went to Utilomaster. Salantis is Dodge. It goes to Utilomaster.

This is what Amazon and Red Cross do. They outfit my trucks, which took four years to figure out how to outfit them this way. And then they outfit them all wrap inside and out. I'll show you my vehicles. You'll flip out. And then they send them to my market anywhere in the United States for free. Wow. What are people paying for a wrap, you think?

Like a wrap of a va. In America, seven grand. Yeah. You know what I paid in months ago? 2,500. Less. That's crazy. And it's 3M.

You're, that's... No, that's the deal. It's like, look, so I built the assembly line. Plus, they install the cameras that are dual cameras in each vehicle. You saw those tools? You don't think I have the best deal in the country with Milwaukee. Oh, no doubt. When you said $5,500, I was like, this looks like, this looks like...

like $10,000 in tools. Well, we buy, like, we buy 40 of those sets a month. Plus, the deal is, because I'm the home service expert, I'm running these deals. Like, I'm getting, like, this is why I do what I do. This is why, like, what you did build a brand. And the thing is, like, everybody, like, I could just stay in home service and that's it. Because people understand, like, what we're trying to do, how we're trying to build it. And the crazy thing about it is all the software I use, like, I become either their affiliate or I invests in their company.

And the real reason why is not to make money, is to get A1 a better price or get A1 for free. Because then I'm getting a multiple. Yeah, your multiple is crazy. Well, because I'm making our EBIT a number of percentage higher. So your billion dollar exit, what's the goal on that? When is that happening? Well, in the next year, it's, well, it's a $2.2 billion exit.

I only own half the company. So that's the plan. I mean, look, you basically, what is this here? Read what this bracelet says. It says 110 million stay focused and run. 110 million EBITA, stay focused and run. And then this one says Impact Church. Yeah.

And that's the deal. If we get 110, what's 110 times two? 220. 2.2 billion. 47%. I'll roll half of it back in. I get half of that. capital gains. And so I still own about 23% on the next turn. And then I get diluted because

we go buy more companies, probably get to 18% that I own. You know, Jet Basos owns 8.3% of Amazon. It's not like I need to own it all. There's bigger players, bigger fish. Now I have a Blackstone, Apollo, KKR, a monster out there negotiating pricing in every country. That's what they do. And they're like, we're going to go buy 100,000 houses apiece. You're doing the garage doors. cutting you in on this. You know what I mean? Not to mention what is Blackstone on? Chamberlain. Chamberlain on 67% of all the operas that go in. Wow. And guess what? Chamberlain's got a sense around it. They know that you have a problem before you do. They're going to call A1.

No, A1's going to be reaching out to them before. Well, because you got, yeah, you got the lead. I've already, that's why, like, this is, this is the future. Who's going to compete with you? I don't know. We'll see. I mean, listen. I mean, I look at all these people trying to, to buy home service businesses and meanwhile you got a Tommy Mello over here dialing in every last possible thing how was somebody going to buy a garage door company even compete with you well that's the thing like I'm flying out to I don't want to go into too many details but I don't know how you can compete when I buy better than you I train better than you I book better phone calls you get things cheaper than you yeah so buying buying the goods you get a higher quality product at a lower

lower price yeah and you know I was talking to Bree earlier and I was talking to Bree earlier and I I'm like, you know, our springs, the springs that you buy for your garage store are 10,000 cycle. We sell 10,000, 25,000, and 80,000. And our 80,000 legit is trademarked. So you try to compete on our springs. Just go up a look up our trademark. It's called MaxLife, Max Life Springs. So A1Garge.com 4 slash MaxLife.

So I'm like, I don't want to compete apples to apples. I sell oranges. Right. And I truly miss the day when you go buy a Maytag in 1970, and it was still work to this day. Right. So I'm like, we're going to create garage door parts, and we're going to build a Frankenstein, that the garage door will, the parts will, the parts. You're going to hit it. You're going to bang into it before.

It's going to last 40 years, the parts. So that's what we built. And if you want the top from us, people are glad to make the investment. It's not a cost. It's an investment. Garage door, this is supposed to be me asking you questions. The garage door is literally 40% of your curb up pills, the smile of your home. All day.

We model magazine just came out seven years in a row, 193. percent ROI. Wall Street Journal last month put out two articles. If you're flipping houses, garage door, before you do a pool, remodel the kitchen to do the bathrooms, place the garage. All day. Insulation, you factor our value, garage. Keeping the nasty bugs out of the home, garage. Amazon, Walmart delivery, into your garage, garage with the MyQ. I just happened to fall into this thing. I've been lucky. It's God sense. Yeah, you were lucky. I mean, bro, you were not lucky at all. You worked your guts out. And you were given a responsibility, too, to take care of all these people. Like, when I walk into your shop and I see, you know, I meet Ashley, I meet Bridget, I meet

Giuseppe, I meet your people. They're part of this family, too. Oh, yeah. Bro, this is the coolest thing ever. Well, Giuseppe's been begging me to go to Italy. You know, I'm Italian, obviously. And I've got family that's still live in Italy, and we just, we haven't made it happen yet, but we will. So a company that wants to buy a home. home service business, what advice do you have for them? Stay out of it? No, I think there's, look, make sure you keep, here's what PE companies have learned.

Make sure you keep the operator if it's a big company, the founder. I say, look, even if I wasn't involved here every single day, I'm still a big piece of the glue. I know all the technicians. I just made a software that I could text, send them a handwritten card. It's built in a power of BI. If they have their best day, I'm notified the next morning. And I send them a text video.

If they have their best week, their best month, if a guy, if a guy, if they have their worst week, all I need to do is say, hey, brother. Love you going on. I love you. How can we help you? How can we need anything? I can send their wife's flowers through this. I could send gift cards through it. I got all their birthdays, their kids' birthdays, their wife's anniversary. Like, I'm stealing that.

Well, when I show you this, anytime you want to see it, it's called executive co-pilot. And we just built this software. It's going live next week. and this is the deal because it's built into power of the I can have it look at any stats call center I can pull in all this data that's I really do believe what we're building will revolutionize all of home service that's why I'm telling you is like I love what you said about capital gains and understanding how to do owner finance or a land contract in this stuff but so so for you on your business you're saying PE companies are looking for the founder to stay involved so there's not I was not I was I went and spoke at the biggest, like my PE company, my sponsor. They had me come speaking at the only founder that was at their event. 120 P.E. L. They're called limited partners. And what I learned is they had the smartest.

They had these five guys up there and they were talking and they said, we've gotten really smart over the last five years. When the founder of a roll-up strategy company leaves, the company struggles dramatically. Oh, the culture, the spirit, the drive, the everything. drops, everything drops. So it's really hard to be, there's kind of magic numbers if you want to be a, if you want to be the guy or a company that's pulling in all the other companies, you've got to have a, you've got to have a massive team. Like we hired, right now we have seven analysts, three FP&A people, financial planning and analysis. That's all they do. Then we have two full-time

analysts and then two junior analysts. That's all they do. Not to mention, we've got all these nuts. Wait until I show you the software that we're working. So the executive co-pilot, are you guys selling that? So right now, it's just beta testing in A1. And then we switch to UKG. It's one of the biggest payroll companies on the planet. Yeah. They want this. They're like, if we plug this in, it doesn't matter if you've got 7-11 gas stations. You have a bank. It doesn't matter what you're I mean, I could use that now for my organization. I mean, there's a thousand things I could use that for. Only the data in when you have your best day is a little bit harder than knowing

birthdays anniversaries, like certain things. You might have Mother's Day that you want to head up all the women. Yeah, but like a wrap on my team, right? My team is taking 30, 40 calls a day. My team, sometimes they don't show up or they miss a call. It takes me three days to really understand what's going on. And then I got to book a call to, like, chat with them. But if you have that data immediately, like the next day and you can send them a quick

video. There's no meeting, though. And it comes from your cell phone. That's the goal. Oh, my gosh. So I'll show you how that works later. Let's do, let's go just have me do we got 10 minutes for a speed round. Okay. Which ones that she want? Okay, she wanted these ones. For someone who has zero experience in real estate, three best tips to get them started. Join a team. Get on somebody else's team that's buying real estate. Find somebody that's doing exactly what you want. If you want to get into RV parks, mobile home parks, apartments, go find somebody like a Brandon Turner, who's doing what he's doing or what I'm doing, just come join the team for three or four months. Within three months, you're like, I got it. I understand it. You can go do your own thing. The cool

thing about real estate, it is such low-hanging fruit. Anybody can go do it. You don't have to be licensed to do it. You don't have to have money. And it takes about 90 days for you to truly be trained. That's crazy. It is crazy. I mean, real estate agent. I'm not an agent. Neither is Brandon Turner and some of the people you're friends with. I don't think Ryan Paneda is really an agent or Carlos is an agent. None of them operate that way. They all operate. I love Sal. I love those guys. But none of them are operating as an agent. So I'm not talking how do I learn how to sell other people's houses on the retail market. I'm learning how do I find an already existing cash flowing asset that the seller wants to retire? The good thing about real estate versus home services. Like you look at like Kyle or Cody, I'm fee I own I own home services businesses and I feel like not everybody should own one. I feel the opposite about real estate. I feel like everybody can own real estate because. my real estate does manage itself. They're isolated. My real estate is not, in 15 years, is real estate going to be around? Yes. Home services will be impacted, not tremendously,

but everything else will. I feel like real estate, you buy an RV park. In 30 days, it's managing itself, it's running itself, and you're making 25 or 30,000 bucks a month. And this owner finance, like, why wouldn't you buy, and you were talking about quantity versus quality earlier. Yeah, yeah. But why don't you just, why not build a team quicker? I just say we're going after all of it. Like, like, I met this kid the other day that, that, like, literally said he closed on

$60 million, land contract type deal. And I'm like, and it was in Alabama. And I'm like, he's 23. Right. And I'm going, he's like, dude, it's so easy. And I'm like, how much you have understanding? management is like like 180 million and I'm like you're 23 and he's like yeah but the money doesn't flow he's like it flows well like the first thing you do is you get the rent rates up and all

the stuff or I don't even I know a little bit about that stuff but I've got a couple of apartments if you're doing if you're doing a value ad then yes right like I bought I bought a handful of value ad but most of the stuff I buy is already cash flowing on day one like a good example I've just been buying a ton of RV parks lately because Blackstone and all these other companies are going after RV parks because it's going to triple over the next 15 years. Affordability is the biggest problem in real estate, right? And it will get way, way, way worse over the next 15 years. The average rent, somebody can rent an entire space for me.

Utilities included, power, water, sewer, everything, rent a space for me for $1,000 bucks a month. It's going to be like that for the rest of like five, seven years, right? So I look at those things, those cash flow of $25 grand a month right out of the gate. Right out of the gate. You don't have to do value at it. add to those. You buy them from somebody who's retiring. Why wouldn't I just go buy 100 of them? Yeah. Why do you need 100? Well, the deal is for me is, I guess, what do you think,

though, what will be the long, so the IRA on that is more long term. It's smaller in the beginning. Well, I guess you're not out of any money, so. I'm not out of any money, so my return is infinite. And we'll buy, here's the problem with RV parks. Single family homes, a lot of management. I have 300 of them. Tremendous amount of management. management. So you don't want to scale this stuff unless you just have massive, massive pockets, because you have one thing go wrong on a single family home. Even if I'm into it, no money, no cash, no credit, no nothing, the pool goes bad, it's 30 grand, right? RV parks are not like that. The problem with RV parks is there's only 15,000 of them in the United States. There's freaking six million of them in single family homes in Phoenix, Arizona. So the opportunity for RV parks is I can't go buy 5,000 of them. I can't go buy 1,000 of them. I can't buy 1,000 of them. I can buy

maybe one a month. That's about as fast as you can scale in that space. So you've got to diversify. You've got to go mobile home park, RV park, small multifamily if you're going after seller finance. So Grant Cardone says he's $4 billion under management. Yeah. That's sound right. Yep. I've spent a lot of time with Grant. His net worth is about $1.4 billion. I think their assets under management is closer to $5 billion. So here's what happens, though. Correct me if I'm wrong, but he takes a deal fee. A significant deal fee. Not only does take a deal fee, it takes a management fee.

Uh-huh. That's normal. Isn't there like a lot of fees? Here's what Grant does that other syndicators don't do. Okay, like Brandon Turner would not do this. Yeah. And I don't think there's anything wrong with it, especially since he's disclosing it, but he's zapping a lot of the equity out of the deal before it buys it.

So he goes and buys something $100 million cash. I don't do that. That's not my model. But this is what he does. He pays it $100 million with his own. cash turns around sells it to his investors 30 days later for 130 million dollars and so he makes 30 million dollars on the rip right out of the gate yeah so you go do that six times a year you're making a hundred million eighty million dollars a year

it's pretty quick you can become a billionaire doing that what most people are doing is they're on hey we bought it for a hundred million where we as investors are all into this 100 million we've got to wait seven years until this thing's worth 170 million and we all brand it says I'm the last gotta get paid I don't have the money today it's that's long it's just This is a long game. But I don't syndicate like those guys do. I'm in these deals with none of my own money.

I'm not raising capital. I'm not bringing in investors. I have one project like Jeremy Meyer, minor is in. I was like, I'd like to make friends. I'd like to get my friends some opportunities to invest in some stuff. My stuff is my own. I love that idea. Make friends.

That's it. Yeah. Hey Jeremy. You want to put 100 grand into this thing? Here's my track record. You guys want to jump into this thing. I don't need your money. Let's make money together.

That is my way of making friends with people. I go buy an RV park tomorrow. I'm buying one for $1.7 million in Kermit, Texas. It's 100% occupied for the next five years. An oil company rented it out for the next five years. That thing, that's $26,000 a month, net, net, net, net, net, net. In my pocket after everything, $26,000 a month. I'm not using anybody's money.

I don't need investors. So I... What about this crexie thing would stop anybody else? And I'm not looking to do it, but what's stuff? stopping someone. A lot. The first thing that's stopping them is educating them on what the hell capital gains is in the first place.

Yeah. Right? So where my big opportunity is usually is I go on CREXI, I see RV parks or mobile home parks or whatever the asset may be commercial, whatever, flex space. And I see a broker not able to sell the property. That's the property I'm going after. I called the seller after they fire the agent, right? Number one, I'm tracking the lifespan.

So it doesn't sell. I got it. most people are not willing to put in any amount of work. I'm tracking the lifespan. We then call the seller and I have to educate them on capital gains. I educate them on paying them an annuity, right? Seller finance monthly. And I have to then understand their problem.

And I then have to convince them and get my CPA on with their CPA. So a beginner can't go buy an RV park on seller finance. So yeah, so it's 23% capital gains general. Like if I sold my business today, there's ways to get that number down. There's some cool things that I know about. But ultimately, like if I left it in A1, I'm not paying capital gains, so that comes out. Correct.

So on this property, it sells for $5 million, let's just say. They're going to owe about 1.25 to Uncle Sam, yeah, or Ukraine, whatever you want to look at. Yes, yes, yes. So my question for you is, you tell them what? Tell me, explain to me this capital gains. So you're looking for a seller that is in their retirement years. And they go, what am I going to do with $5 million bucks? I'm in my 70s, I'm in my 80s, whatever.

their kids didn't want the asset. And so what you do is you go, hey, how about I just pay you monthly for the rest of your life? And here's how it works. My CPA, myself, them and their CPA get on a call. My CPA shows them the IRS ruling that shows if you take payments instead of taking a lump sum, you, seller, can take other tax write-offs over those years to essentially write-off all those gains. So instead of taking a 1.2-5-2-5. What's a tax write-off I could use each year?

Equipment. A lot of these guys are like farmers or they're, they only, they only... other businesses. They have other depreciable assets. So you're just, you're going against the capital gains over time. Correct. Okay. Yep. So you're, but how can you do that if you take a $5 million check or for you? You'd have to have a, you'd have to have a lot of money in year one. In year one. However, if you do it over 10 years, right, which is our average, I can get rid of their capital gain by showing them where they can do the depreciation. It's kind of like if you invest in solar into like a solar farm. Correct. They'll give you a tax credit. Yep. And like that goes, all

doing is what that tax credit is like capital gains. Yeah, and then the other thing too is like think about amortization, right? So if a seller gives me a five year note or sorry, $5 million note, right, their seller financing me, I'm paying them 4% Tommy. Yep. Are they really only getting 4%? No, because the way amortization works is most of their interest is jammed in the first 10 years.

So the majority of their payment they're receiving for me is interest only. Right. The amount of money they're receiving over those 10 years, over compensates any capital gain. Yeah. No, it makes sense. So it's not only can they depreciate against the capital gain, they also make more money on the interest than the capital gain would cost them.

Does that make sense? Yeah, no. A lot of sense. So why could not somebody just go and pick up the phone? Well, the question I have is, well, yeah, well, number one, but it depends on what inflation is too. Right. But so someone can't pick up the phone because you need to know a lot.

And obviously the CPA is explaining all that stuff. Even me, even though I know more than most CPAs about this stuff. of, I don't want to tell the seller how to do this because the seller media goes, well, of course you're going to tell me this stuff. Who's the person that actually is credible? So I have to bring my CPA on to do those types of things. Now, if I'm doing a single family home, which I do 20, 30 single family homes every month, anybody could do that. Yeah. The amount of opportunities endless. Think about what is going on in our real estate world right now. 2024 was the slowest real estate market in the last 35 years for real estate

agents. Okay. Less homes sold. than ever than in the last 35 years, 72% of agents did not sell a house last year. 72% of agent. Everybody met widows. Yep. They got brutalized, right? Home smart, yeah. How do I make my money?

I call after the agent gets fired, I call expired listings and they say, hey, looks like your agent couldn't sell their house. I'm a buyer. Can I stop by and take a look at your house? We buy a house a day that way. How are we buying the houses? We call the seller. We have data that shows us they have no equity in the house, but they have a 3% rate.

I don't care about the house and I don't care about it. over the payment. Take over the payment. Get a renter in there. Get a renter in there. Arbitrash, super easy. Now, can anybody do that? Yes.

Anybody can do single family. Not everybody can jump into RV parks, mobile home parks. You look at a guy like Brandon Turner or Grant Cardone and Grant's like, don't do single family. Grant, how the hell is anybody going to jump into multifamily that they're just starting out? It ain't happening. No. It is not happening. So you, and even Grant, his first 20 deals were single family.

Oh, yeah. Brandon Turner's first deals were a single family. You have to start in single family in single family. order to understand how to get into the big shit. Yeah. Right? No, it's 100%. You know, people ask, like, it's the same thing in the home service.

Well, you're going to go buy a maid service. You're going to go buy. You're not going to be able to buy. The people are like, here's what Grant learned with Brandon Dawson. And by the way, those guys out for me a million times go run their home service division. That's a long story. But that would be an interesting dynamic.

You're the kind of the captain of your own ship. Yeah, that's the thing is they're working for Cardone industries and Gary Breckers. There's so much going down with that. Yeah, yeah. And I don't stay out of the drama. I want to be everybody's friend. I don't have to talk bad about anybody. I don't know anybody did in their past.

Like, you got a clean slate with me. I don't have to look over my back and start this wars. So let's talk about home services for a second. So for me, should I go and buy an HVAC company, a plumbing company or electrical company? In my personal opinion, I was a contractor for 10 years, licensed here, did thousands of homes. I still think that I'm ill-equipped to go and run one else. I wouldn't do that. You know, I would say this.

You might want to be diversified, but I think you're diversified enough in real estate. And quite honestly, like the way I look at it is it's going to take me a lot of work. I got to find operators. It's not set it and forget it. Like, you just said it like the mobile homes. Oh, I have operators. Yeah, but the deal is, dude, it's. But not to your extent.

So Brandon Dawson, okay, they were like, give me 20% of your company. Here's what you figured out. They make their money on coaching. A hundred percent. They don't make their money on the business. Yeah, they came to buy our company. I have a virtual assistant company in the Philippines. We do cold calling.

They came to buy my company. They go, hey, show up to our 360 thing. It's 30 grand. Then they sell you to a 160 thing before they even look at your company. Then when they start looking at your company, they go, all right, well, it's more coaching, it's more this, it's more this, it's more that. Yeah, yeah. Yeah. Well, Gary, you know, I saw all of his interviews.

He's like, well, you didn't do that, right? Because you didn't go to this coaching class. You didn't go to this. You didn't go to this. That's fine. That's how it was for us too. guys too. But that's why we were under contract with those guys to buy 50% of our virtual assistant company. And we ended up canceling because all they did is kept sending us to do more

coaching. That's no, well, Dawson was like, dude, come talk on my stage. He guys, I got a big, big stage for you. Yeah. And it was okay, a couple hundred, 300 people there. It was good people there. And they're high level people for sure. And I said, dude, give me a, give me a whiteboard. And I just start like going. And I'm like, I didn't plan. anything. I'm just like, now, this is the problem. And I'm like, this, this, this, this. And he's like, I'm telling you guys, this is what I'm talking about. Anyway, the next year, I'm on every one of their ads, A-track plumbing, electrical, roofing, everything. Finally, I said, look, my PE company is getting pissed, dude. And then I got an email two days later. First,

I sent him a cease and assist. And I'm like, dude, guys, and here's what they're good at. They're good at borrowing credibility. Right. You know what I mean? And look, at the end of the day, they sent me, like, look, Brandon sent me a nice. bottle of wine, his assistant, someone did. And they send me stuff and they invite me to places. And I'm like, look, I don't dislike you guys. I would do the exact same thing. It's just I want to be like this white knight horse that I'm like, I don't take advantage. I'm like, look, if you're going to work with me, you're going to make more money. I'll give you your money back. Right. Like, I'm not this. So we coach a lot of companies. And there's not one, like,

there was one losing their ass three months ago. The last month, they're 14% to the bottom line. And that's what, like, we, we help them build a budget, these simple little things. Know your KPIs. Build manual, standard outry procedures. Learn how to train people. Train, train, train, train, but also don't forget to retain. How do people hire you? So the main thing we do is home service freedom.

I do an event. There will be 2,000 people there, September 3rd through the 5th in Vegas. And then you guys have a mastermind or something? And then we've got three programs. One's really cheap. Get you in the door. Get you a lot of the stuff. Second one's great.

Third one is like there's only 15 people. What's that? Like 100 grand? Yeah, it's just under that. And we just, we helped them kick ass. And they came to my house. So we just bought, so I have a company in Mesa and we buy companies. Yeah.

Okay. And we've been doing this for five years. We just bought a cleaning company last year called the Perfect Clean. We want to go out and franchise it. We did. So that's one thing, too, is if you're going to franchise it, and I can talk to you all day about franchising. Yeah, I would love that.

That's where we need help. Well, neighborly, for example, I know the CEO. Yeah. Very well, Mike. You don't just go franchise, by the way. You better have the best SEO. Like, people want a trinky business. People franchise because they don't know how to run the business.

Well, this is what happened. So they sold, before we came in and bought half the company, these guys went out and sold the franchise. That franchise said, I want my money back. These guys came to us and go, we need help. And I'm like, well, we're not a home service business, but let's jump in it. Let's do it. So we clean 800 houses a month here locally and just Mesa, Chandler, Gilbert, etc.

and we are just getting to a point. I'm not involved in that business. My operator, Cody runs it. But I'm like, you need somebody that's going to, like, coach you through this. You need, like a badass program. You need to go hire somebody. He's like, where do you suggest? I go, Brandon Dawson?

I was like, well, no, but we'll find somebody else. But now that I know that you've got to kick-ass coaching program. You know, there is. And we've trained a lot. We've trained the Molly Maids and all these different things. And the deal is with those businesses, it's hard. That's what, you know, we have a dream manager program. that we help people like build their dreams.

That happened that dream manager was built off of a cleaning company. The whole book, the dream manager. Yeah, yeah. And most companies really, really, really got to work hard to get past a couple million bucks. Yeah, we're already on, we'll do $3 million this year. So, and you could franchise that, but it's the hardest franchise. It's kind of like window washing, power washing. You can make some money until you start doing the high rises and stuff.

It's very, very hard. Like, I was going to go buy all the power washing companies in the United States. It's like I had a whole program. I looked at about 100 people's P&L balance sheet income statement. I'm like, wait a minute, you've got 40 employees, and you're paying yourself 60 grand and your company's making 200 grand. I'm like, is the juice really worse to squeeze? No.

If something goes wrong. Yeah. Like, why do we do this? But here's what's cool. You're already in their house. You could simply add on something else. Like the way you make money in a clean, first of all, there's a lot of ways. You've got to figure out a way to add something onto them to the cleaning.

What would be a good thing to add? Well, there's a lot of things that you could add. Like simply, like, in their garage, you could be like, look, you need garage door space, right? Like, add the garage door space. You could be like, listen, every time I come to your house, there's spiders. You want to know the best business in home service by far. Pest control. Say, look, we come here.

We're in your house. We're already in here. You're inviting us in. You trust us. We're going to come spray the inside and the outside while we're here. Now that company's worth 23 times EBITDA. Like pest control would be probably the best one I can think of. We're cleaning up the crumbs.

We're looking at all this stuff. We got to hit it. He'll let it all this out. No, this is great. I actually think I'm going to use a lot of this just for our podcast. Oh, yeah. No, yeah. No, I literally am going to tell my team to take this edit,

and I can take all of this and turn this into podcast. Do you want to just keep going here? Yes, I think so. I don't care. What I'd look. What? Because what's planning to go in use to you? Oh, that's fine.

What we've done? Yeah, we have time. Yeah. Here's what I, here's what I suggest. Do you have space to wrap it up? I have four minutes in this card. Okay, then let's, let's wrap this up. Yeah.

I can use, I can take what we've talked about the last 30, 40 minutes and clean it up and turn it into my podcast. Yeah. Well, that's fine. Let's do that. No, totally don't do that. Will you introduce me to Cody, Sanchez? Of course. Yeah, I wanted to, uh,

I haven't read her book yet, but she's been popping up everywhere. I like her content. She'd be great for her as a podcast. She's phenomenal. Does she live here? Her dad lives here, Stan. He's a good friend of mine. He's my commercial broker.

And she comes here once every two months and hangs out, comes to my office and hangs out and does the thing. But she's in San Antonio. No, she's in Austin and then SoCal. Okay. In the summertime, she's in SoCal for like three months. Sweet. Yeah. Awesome.

Who else you want to be introduced to? Anybody you want? I don't know, your favorite podcast people. Okay. You know, I probably have some of the similar people that you know, but I didn't know Cody at all. I don't know. Who was, I don't.

You know what I want to do instead of a podcast with you, actually? I want to have my team come over here and go through, like, what are the cool things you're working on? What are the things you're excited about and show, like, your training program, you're this or that? Yeah, let's do that. Would you be cool with that? I'd love that.

Yeah, that'd be so fun. Yeah. Let's do that. Let's set that up. Well, all right, let's wrap this one up. Yeah, let's wrap it up. You got four minutes, you said? Okay.

Okay, so a lot of entrepreneurs look up to you. Obviously, you've done great. You're confident. You got a success record. You turned your life into something, family of 12, and now you're killing it. Who do you look up to? A lot of people. I look up to, the people I look at right now,

usually, I mean, I've looked up to you for a long time. Cody Spurber introduced me to you years ago. I spoke on the same stage with you three years ago, shook your hand. I was like, bro, this guy's going to be the next coolest thing on the planet. And I think you were just getting on stages. I look up to a lot of guys that were cutting down the jungle in front of me, like the Dean Grazioces, Cody Spurber's. Even Carlos Ray has helped me get my start in a lot of ways.

So I look up to a lot of those guys. But right now, I'd say the main guy I'm learning from is Dan Martel. I've hired him as a coach. He's become a good friend. That's interesting. Yeah, no, he's confidence level is up there. And this whole concept. Yeah, you know, he gets trained by, right?

Who? Patrick but David. Oh, really? Yeah. So what's a piece of game-changing advice that you wish you knew? Oh, no, I've already asked you this one. So what advice, this is an interesting one, because I've been trying to train my niece and my nephews.

what advice do you give your kids about finance? I mean, what's the goal when you're teaching kids as a father? For my son, for example, I got him his first rental. He had to earn his first rental. We took over somebody else's payments. He takes the cash flow and he puts money in savings for his sisters. And so I'm training him to take care of other people from a very young age. And so his job, profit first.

The way it gets divided out is he has, at his age, he has to learn as a man that your job for the rest of your life is to take. care of other people. And so in his accounts, he's got one of his sisters, one of his sisters, his upcoming sister, and he's learning to take care of people other than himself. Oh, how old is he? He's now 17, but I started teaching them that at 13. Oh, I love that. Yeah, yeah. So you got a baby on the way? Yep. We've got more on the way. And my daughters, because of my son's rental, my daughters have already got their college paid for if they want to from my son's one rental. That's amazing. Insane. Well, that's what they say is if you

put $7,000 away by the time, $7,000 when you're born at just 10%. I mean, the money doubles every seven years. You got some serious scrella right there, the law of doubles. Well, listen, we've talked about a lot of stuff here. This was awesome. Yeah, this was fun. Why don't you close us out and tell us something we didn't talk about? Last thing I would tell anybody is that the only thing is certain in life, in my opinion,

is that real estate will be around in 30, 40 years. And all of the businesses I look at right now, I'm selling one of my businesses because AI is just taking over. One of my business is cold calling. 300 employees were selling that business right now for half of a multiple because I'm like, this company is getting dismantled. AI is taking everything over. And so if I were you guys, I would be focusing your time, energy, and effort in either real estate or in home services, those are the only two things that I can find that will actually be around in 15, 20 years. AI, as you know, with your executive co-pilot, it's taking over. Yeah. It's taking over. So real estate, home services, that's my advice to everybody out there. That's the only place that's going to be safe.

Love it. Well, Pace, this was amazing. Thank you for doing this, appreciate you. Thank you. Fantastic.