That was a big moment and a big shift for me in my business because I learned that, you know, you got to invest money to get money, right? >> And um I think I spent two grand that first month in cold calling. I got my first deal from that in Waller, Texas. Um little tiny deal was a trailer. I made like $2,800. But it was something, dude. But it was proof of concept, you know, that I

spent money and now I get money. And that was a big >> um mindset shift for me. my heart, my vision was one thing and then this person, you know, he kind of had a a different mindset. You know, it was more transactional, you know, it was more just want to make a buck and there's nothing wrong with that. Like I love to make money. Um, but there was something I wanted to really do and and

I wanted to to build people and and to really build a company that that had a little bit more of a soul to it. >> Yeah. >> And so I would say the values like what I did not do is I did not check on values. I did not understand who this guy was. Really, just know that every single person that you look up to that's successful, they've been punched in the gut hundreds and thousands of

times. And I promise you, they all had moments where they wanted to quit. >> Yeah. >> So, you're in good company. Yeah. >> So, just dude, just keep going. Find the people you can connect with to help you grow. And don't give up. >> Yeah. >> Welcome to another episode of Pick up the phone podcast. I'm your host, Jose. I'm the founder of Gets You.AI. This is the first emotional intelligent voice AI for real estate investors.

It's not artificial intelligent, it's emotional intelligence. Today's guest is Blake Hawkings. Blake Hawkings has been wholesaling since 2017. Uh he's closed over 450 close transactions and he's invested over 1.5 million in lead generation. So Blake, thank you for being here, man. >> Absolutely, man. Thanks for having me. Absolutely, dude. So, um, man, let's start at the beginning, bro. Um, you know, how did you get started? What got you into real estate? What got you wholesaling? >>

Yeah. >> So, you know, often times people have really cool stories, you know, when they get into real estate and and, uh, mine wasn't really like that. It was real estate was off my radar. So, >> I was a fitness trainer for 10 years. I was at 24-hour fitness from 2006 to 2016. >> Yeah. >> And then I got into car sales after that. um started doing car sales in Clear Lake Nissan and uh that was

the first time I actually made good money. >> Yeah. >> And uh so I got a little bit of a taste of what that's like and it's like, "Oh man, this is this is pretty sweet where you have a little bit more money than than your bills each month." That's nice. That's a nice feeling. >> Um so anyways, long story short, I sold a Nissan Titan truck to a fix and flipper. >> Okay. And during that

sales process, I was just kind of, you know, building rapport and, you know, just kind of um just having dialogue with him. He was a cool dude and uh sold my truck. And I remember, you know, when we were on that that demo drive that he was telling me that he was in real estate >> at the time. I thought real estate everybody was a real estate agent. I didn't I knew nothing about fix and flipping,

wholesaling, investing. Like I wasn't a real estate guy at all. >> Right. >> And uh so anyways, we sold the truck and we went about our business. And then a couple months went by and I remember the day um like it was yesterday. It was a it was on a Friday in December of uh 2017. >> Okay. >> And it was a really bad day at the dealership. I got um I felt like I got screwed

on some commission really, you know, and if you're in car sales, you you you understand what I'm talking about the way they wayru the way they structure that. >> So I'm just kind of sitting there at the end of the day and I'm like, >> man, um you know, is this something I really want to do long term? I've been been doing this for a minute and and uh and so anyways, I left the dealership and

I called that guy. I just basically called him like 9:00 at night on a Friday. >> Really? >> Yeah. >> And uh and uh his name is Nathan is uh shout out to Nathan Haley. Uh >> oh, it was Nathan Haley. >> Yeah. Yeah. He's he's the one that got me into real estate. So I called him and I was like, "Hey, Nathan, this is Blake. I sold you that that Nissan Titan, you know, a couple

months ago." And and you know, he was like, "Oh, is everything okay?" I was like, "No, dude. It's fine." I was like, "Yeah, >> bro, I want to get into real estate." >> Right? >> You know, and um and you know, the thing is is when you're in real estate for a long time, everybody in their mom tells you that, you know, so >> I don't think he he wasn't uh he didn't shut me down, but

you can tell like he didn't he was like, "Okay, cool." Like everybody wants to get in real estate, >> right? >> So, I was like, "I'm I'm serious. Um can you help me?" He was like, "Well, hey man, here's my office. It's over here in Clear Lake. I have an office here. Um I'm there Monday through Friday. Feel free to come by next week." It's like, "Cool, dude. Well, Thursdays are my off days from the dealership.

I'll be over there. And so I did. That next week I drove over there. I think he was surprised that I showed up and I helped him um or he helped me, but I my value to him was I'd put out signs for him, you know, bandit signs. Uh I would um just kind of do follow alongs in the truck and I would watch him work with sellers. >> Yeah. >> Uh just kind of help him

with some small stuff. but he was um really giving me some some time to where I can learn and understand deals. And uh so anyways, still at the dealership, I worked um probably two or three transactions with him. Um >> and uh that was kind of my tuition, you know, and it was really cool cuz I got to be on the phones with him and see how he talked to sellers and and buyers and all that.

And so March of 2018, um I walked into the dealership and I was like, "Dude, I'm I'm sort of an instinct guy." And I was like, "Dude, I'm done with this." >> Yeah. >> I'm done. And so I literally >> quit. >> Yeah. >> Uh left the dealership that day. >> Um my GM was trying to keep me back. And he was like, "No, why are you doing that? You can do both." I was like, "No,

dude. Like I'm here 70 hours a week. Like you can't do anything here. Like you're you're at the dealership all all the time." And uh so I left. And immediately that day I went driving for dollars >> really. >> Um yeah. and I and Alvin and friends would and I was just writing down a bunch of addresses because that's what Nathan told me to do is like write down a bunch of addresses and then you can

you can call them and try to work some deals and so that's what I did uh dude probably thou like literally thousands of addresses over the next probably six eight weeks um try them for dollars >> and then I would cold call these people and see if they would have interest, you know, I was using white pages. I would skip trace them and it's a lot of work. >> It's a lot of work, dude. It's crazy.

I look back and I'm like if I would have known >> how hard it was going to be I probably wouldn't have done it. >> No. Yeah. >> But I was so uh you know just enamored by this like thing of like oh I could do a real estate deal like this is cool you know and >> my thought process was you know if I sell 20 cars in a month >> um that's a transaction that's

a deal from start to finish. You got to work the whole deal. It's it's you know it's it's within one day time frame but it's a smaller payout. And I'm like, dude, >> I'll just do less deals. It's the same thing. I have I have a I have someone on the front end, someone on the back end. Like, I just want to do a bigger deal. So, that was my thought process of real estate. I was

like, dude, it's the same thing. I'm just doing deals, but it's a larger asset, a bigger product. So, >> um but I didn't realize how how difficult it was going to be. It was very difficult. So, it took me u like six months to get my first closed transaction >> and um it wasn't a whole lot. I think I made three grand or something, you know. Um, and in that first year I end up doing like

eight deals. I made $40,000, you know, that first year in real estate. And it was tough because >> I had a little bit of money saved up um from doing car sales, but it wasn't a whole lot. So, you know, things got really tight at the end of that first year. Um, but I just I just kept trucking forward and and then u and then 2019, that first three months, still a still in that struggle bus.

Um, and then something really shifted for me midway 2019. Uh, it was a very definitive moment. I had um like three appointments across Houston that day. And you know, if you're from Houston, that's that can mean a lot because it's like, okay, you're in Galveston, but then you're in the Woodland. So, I was very like the appointments were all over the place. So, dude, I drove to each house >> and nobody showed up. >> Yeah. And

so then at the end of the day, here I am sitting in my Nissan Sentra. Um, and I'm like, "Okay, dude. I was in this car for 12 hours a day. Nothing happened." Like nothing happened and I have no pipeline and >> where's my next deal coming from? Like it was a >> kind of a scary moment for me. And uh so >> um I was listening to a lot of podcasts at that time. Um I

was listening to Steve Train a lot. He had disruptor. That was when it first came out. Oh, dude, I just ate that podcast up. I thought it was really cool. And and um and I remember at that time in 2019, cold calling was the thing, right? Like, dude, you're going to get get the cold callers. They're going to make the calls. They're going to generate leads, >> right? >> So, I was like, dude, okay, cool. So,

this guy on LinkedIn reached out to me like a month prior. He's from the Philippines. This was at in that time frame. And I he asked if he could help me uh in my business. And I said no. Um because I didn't understand at that time. Yeah. >> Well, dude, that day I left, went home that night. >> I messaged him. Uh he responded the next day and dude, I didn't have a whole lot of capital,

but I was like, "Dude, let's just do it. Give me two callers >> and let's start cold calling." And so that was a big moment and a big shift for me in my business because I learned that, you know, you got to invest money to get money, right? >> And um I think I spent two grand that first month in cold calling. >> I got my first deal from that in Waller, Texas. um little tiny deal

was a trailer I made like $2,800. But it was something, dude. But it was proof of concept, right? You know, that I spent money and now I get money. And that was a big >> um mindset shift for me. Um because I I didn't grow up with entrepreneurial parents. Um I wasn't like some kid that was like I don't have that story. You know, some sometimes kids are like, "Oh, I was selling lemonade." I wasn't me,

dude. I I was not that guy. I didn't I wasn't some entrepreneur business guy. So, I had to learn these things um by trial and error. >> Yeah. >> But that was a big >> big internal shift for me. And then I just went all in on cold calling and >> kind of built that up and and um you know got the business up to where we're doing you know three closings a month on average for

you know uh end of 2019 2020 um and then kind of going in 21 and then I made some shifts from there. But that's how I got into real estate. I know it was a long-winded answer. Yeah. But, uh, that's how I got into it. >> No. No. Yeah, it makes perfect sense, man. Are you Are you originally from Houston? >> I am. Nice. >> Yeah. I was born in Galveston and and raised in, uh, half

my life in Freeport and in Alvin. >> No kidding. Yeah. Yeah. Okay, cool. So, um, kind of like the outskirts of town, huh? >> Yeah. >> So, you were born in Galveston? Yeah. >> That's cool. That's cool. So, you were, um, did you grow up by the beach and >> No. No. Um, my my parents were 15 when they had me. >> So, I I had teenage parents. Um, the reason why my mom went to Galveston

is because that's where you go if you don't have like uh insurance and stuff. >> So, >> so this is a true story. My dad had to hitchhike to get to the hospital cuz he was 15, didn't have a car and he was working McDonald's at the time. >> So, he hitchhiked and got there and and but that's why I was born in Galveston, but they were living in Alvin at the time. So, >> yeah, that's

wild. >> Yeah. >> Wild story, man. >> Well, uh, definitely humble beginnings then, huh? >> For sure. Yeah, 100%. So, what happened after um you know, you mentioned 2017, 2018, 2019 and and you're building, you're doing uh three deals consistently. Um what what happened? What was the shift that got you to start producing, you know, substantial more amounts of uh deals and also revenue? Yeah. What What was that thing for you? >> Yeah. Big moment. Um,

so 2020 there's it's crazy when you look back on your entrepreneurial journey, there's always like these >> definitive moments and it's that's been my experience. Yeah. >> Uh, so September 2020 2020, man, I'm still I'm I'm doing more volume, but I'm still just a I'm just slanging deals, you know what I mean? Like there's no real infrastructure. Uh, I have >> one acquisition guy helping me. We're just slanging deals. And then I added another acquisition guy.

So I had two guys and myself and there was really no process, right? Um I was okay with that cuz it was I thought it was working at the time. >> Mhm. >> But I was u who's my wife now. We were dating at the time. I took her to Austin for her birthday for the weekend. And so this was September 2020. So we leave. We're officing out of the city center at the time. And uh

and so we leave and we do the weekend. It was great. And then I come back. I'm in a good mood. Well, I show up Monday morning and I don't have uh I don't have my guys anymore. Um they left. They went to a competitor over the weekend. The competitor who's not in the business anymore. He was across he was in the same office building across the hallway. So we did so we knew like I wholesaliled,

he wholesaliled. I actually was trying to I was trying to be collaborative. We can do deals. And he seemed cool, you know, about that as well. >> Well, he knew I left. He came over during the weekend, recruited my guys, and he was like, "How much is Blake paying you?" And then he's like, "I'll pay you more." Number one, it was all fugazi because the he was saying he was going to pay him a certain amount.

I knew from a business. I was like, "That doesn't even make financial sense. You'll bankrupt your own company." But it was something to get them. >> So anyways, they left. They took some deals. They called the sellers while I was gone. They told them that, you know, we switched companies. And you know, sellers don't know. They they're like, "Okay, cool. Whatever. You're the point of contact I've been dealing with. you're telling me it was ABC LLC,

now it's XYZ LLC. I don't care. >> Right. >> So, I come back more Monday morning, I'm blindsided. Um, and then I only had two or three deals in the pipeline in escrow and then they kind of got undercut. I was able to kind of work myself back in and get some of that, but it was a long long story, a lot of lot of BS. >> So, anyways, that happened. Um, so then I'm sitting there

like from square one I'm like, "Okay, well, um, now I don't have any sales guys and the deals I had in escrow are all janky now and they're all screwed up and what the hell am I going to do now?" So, it was kind of a moment where I reflected and I took a pause and I told a buddy of mine who's a real estate agent here in Houston. I was like, "Look, dude. I think I'm

done, bro. Like, I'm >> It was cool. Slanging some deals, made a little bit of money, da da da, spent a lot of money, made money. You know how it is. It's crazy. I was like, "Dude, I think I'm just going to um maybe try to go get a a sales job somewhere, like a corporate sales job. I have some experience now. I feel like I have some skills. I think that's my path." >> Yeah. >>

And I was really like kind of buying into that to be honest with you. >> He was like, "Hey, um you know, we talked and then like a couple weeks later, I'm still pausing and everything. I'm just literally just kind of chilling, just trying to figure out what my steps are going to be." He called me. He's like, "Hey, I there's a guy that he's a little bit older, but I told him your situation and he's

interested in in becoming partners with you, and maybe he can help you kind of get the business back going, >> build out some infrastructure and all that." Yeah. >> I was like, "Cool, man." So, >> I met with him. He's an older guy. >> Um, you know, different background than than I'm from. He, you know, he went to the University of Chicago and and MBA and he worked at Exxon as a controller and like, you know,

just stuff I was like, "Oh man, that's wild." Like, there's a lot of credentials there. >> Yeah. >> And uh so we met, we had lunch a couple times, we had dinner, we were just kind of dialoguing back and forth and um you know, I we kind of negotiated a little bit of like what the partnership should look like and we finally agreed like, "Hey, let's do this." you know, he would be >> the finance guy

um and he would kind of help with some infrastructure because he comes from that corporate background, >> right? >> So, we we got into partnership with each other uh at the end of December uh enduh 2020. Um you know, it was it was good. We we put a little bit of operating capital in the company. I went and um hired a couple acquisition guys and >> So, you did go into into partnership with them. >> I

did. Yeah, I did. And I did it because a couple things. Um, he had skill sets that I didn't have, >> you know. >> How long did you know this guy before you went into >> Oh, man. Dude, 3 months. >> 3 months. >> It wasn't that long. >> Yeah. Yeah. It's a short period. >> It was a short period. And >> the me now would tell that version of me, don't do that. >> Yeah. >>

But >> at that time, um, I was so naive, you know. Um. >> Yeah. And you're wanting to do more, right? >> Yeah. I was just so uh >> you're also like in a bad spot mentally. Yeah. Yeah. I'm like >> this is not doing great, >> right? And I'm like but it's that that being naive and and sort of pure, right? Cuz like in business, you know, >> you go through some things and you realize,

oh, not everyone >> thinks like this, you know what I mean? Like there are bad players. That's a real thing. You know what I mean? And >> and so I didn't understand that, right? Like I and and I just had my mindset was like we're just going to build something great. You know what I mean? And you have skill sets that I don't have. >> I have skill sets that are that mirror yours where like I'm

more of the sales team building culture da da da you know and then he has that infrastructure finance. Cool. >> Yeah. >> So that was my thought process and um so we became partners. Um I recruited some sales guys. They were really cool. They were awesome and um they they kind of hopped on board and got marketing back up and going. >> Yeah. >> At that time I was buddies with Nick Perry um before he kind

of started his coaching program. That was around that time when he started it. >> I was already talking to him months prior to like maybe helping me with PPC. Yeah. And uh so we did some one-on-one coaching calls and all that. And so he helped me get my PPC going cuz I I knew I was like we got to get leads coming to us. Um >> now that I had this business partner, we have a little

bit of capital and >> um I feel like we can fulfill opportunities better. This is worth investing in, >> right? >> And so we did. We went all in on digital PPC the very beginning of 2021 and we were like screw it. We're going to go nationwide. And it was cool cuz that first deal I got was in uh Pennsylvania and it was awesome. Like, dude, Lee came in and uh we signed a contract maybe a

couple days later. >> We assigned it. Um I was one of the first people to sign up investor lift. Yeah. So, we did everything all at one time. >> And dude, we sold the deal on Investor Lift. Made like 25 grand. >> Yeah. >> I was like, "Wow, this is amazing." Like, we're going to we're going to be billionaires, >> you know what I mean? Um you know, and it's obviously much more difficult than that, but

that was it was a quick uh hit of of of success, >> right? >> And so that was our model. That's how we grew. We That's how I scaled is I I switched my marketing to all inbound digital ads. We went nationwide. >> And uh what what time frame is this? 2020. >> 21. >> Yeah. The very beginning of 21. Yeah. January. Yeah. Yeah. >> And um dude, we we did all everything at one time. I'm

talking we went from coal calling to digital PPC and and we invested in investor lift >> which at that time was 36 grand a year. >> That's a it was a heavy investment. um we did it and I'm still grandfathered into that price because I think now it's like six grand a month or something. So yeah, so I'm glad I'm I did it. But yeah, um and so that's how we kind of broke through that barrier

and then we went nationwide. >> Um that year, you know, we end up probably doing around 700 grand in revenue. Um you know, 3540 deals, something like that. Um there was a lot of issues logistically with Nationwide that I wasn't >> aware of >> aware of until you kind of get start getting into that, >> right? >> Um but that's how we broke through sort of that barrier and then we >> we just kind of maintain

that model and try to build it out, you know, from there. Um and then going into the next year. So >> yeah, man. That's a that's a pretty awesome story, man. you know, it kind of shows a little bit about, you know, like how you you reached that moment of breakthrough, right, to to start doing something differently and uh I'd really like to hear about um your your learning lessons with that first partnership. I know you

mentioned, you know, you've had two. So, uh >> uh let's talk a little bit about that real quick. But before um let's just take a quick uh commercial break to hear from our sponsors. >> Absolutely. If you're a real estate investor in Houston, Texas, you need to listen up. Andrew F with Renovo is the number one lender with DSCR 30-year fixed loans. He can do one to four family. Um, he can do five units plus. He

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is 9364428486. Natalie Bisak with Black Label Title. >> All right, and we're back. So, um, we were talking about 20 2021 >> hitting that breakthrough going going into uh PPC now. Um, doing different things. >> Uh, so this this first partnership, what what happened there? How did everything kind of unravel? I know, you know, before we uh started filming, you were talking about, you know, you've had two failed partnerships and how >> you've learned a lot

from them, you grew a lot from them, but more importantly, you know, you know, what were the learning lessons? And for anyone that's listening, I I think it's very important to share, you know, these insights and really, you know, you can call them, you know, failed partnerships, but they're stepping stones to to developing your character. Absolutely. Right. So what are the lessons that you learned from this first ownership here? >> Yeah. So, you know, I think

there's there's two sides of the coin. You know, there's things that I learned um that I would say on on the positive side, right? So, this this this person I was in in the first partnership to his credit um he was very skilled at finance, very skilled at cash flow management, very skilled at like that was his thing. Like he was a finance guy. >> Yeah. So I got to learn and see um how he process

and how he would work all of those things regarding finance because once again like you know humble beginnings I didn't go to college finance was you know I was ignorant on a lot of things with finance especially in in the in the business context um you know cash flow management I didn't know what the hell that was I was like I don't know money came in bro like we good we got money you know so on

the positive side I got to learn a lot of >> um business finance from him and I'm grateful for that because to be honest with you I couldn't understand how to do that now if I didn't have that experience >> right >> so that was on the positive side >> and then the other side I'll call that like we'll call that wisdom right like you know it's learning through you know kind of trial and error and

kind of being put through the fire >> I think there um what I learned is >> I I did not check on you know um alignment of values you know what I mean >> my heart. My vision was one thing and then this person, you know, he kind of had a a different mindset. You know, it was more transactional, you know, it was more just want to make a buck and there's nothing wrong with that. Like

I love to make money. Um, but there was something I wanted to really do and and I wanted to to build people and and to really build a company that that >> had a little bit more of a soul to it. >> Yeah. >> And so I would say the values like what I did not do is I did not check on values. I did not understand who this guy was really, >> right? >> I I

just looked at the surface. >> The surface was he had all these credentials. The surface was we were going to have operating capital. >> The surface was he was going to help me with the things that I didn't like doing and I wasn't good at. >> Yeah. >> And so it's like dating. I just jumped into it and I was like, "Cool, like we're let's just move in." >> Well, that that was a really bad decision

because, you know, the first three or four months of that partnership were, you know, it's a honeymoon phase, right? And and I think what what most people need to understand in a business partnership, it's very similar to like a relationship. You have the honeymoon phase. You have these different moments where it's like their synergy and like nothing can go wrong and like, hey, we're going to make this happen. But then after that, um, reality kicks in

and then you start understanding things and see and then and then when things happen that are stressful in business, you get to see the real side of people, right? >> You get to see how does this person respond to things. what is their um you know, how did they handle crises and stress and all that? And what I just realized over time in that relationship in that business partnership was >> I I kind of carried myself

a little bit with a um I'm more of a people person. >> Um he was straight finance bottom line >> and so there was a lot of friction with how we treat our people, right? Um, you know, there was always conversations with he didn't agree with our comp plan. He wanted to pay him less. >> He wanted to, you know, nickel and dime everything. And and so those were the the the beginning moments where I was

like, "Okay, there's there's some real misalignment here." >> Um, and then over time that just started building and then there's there's personal friction and then you start getting snappy with each other and you know, now you're not really you're definitely not on the same page and then that causes business issues, right? because no one's happy. The culture starts dropping. People can feel it. Um I would say, man, the biggest things in business partnership, it's like a

marriage, you know. Um and legally, you know, if it's a real business and there's real assets and there's money like it, dude, it is a marriage. You have assets together, right? >> Um you know, they have access to bank accounts, there's all kind of stuff. The issue with that partnership is because I was so naive, um, at that time we were doing some fix and flips as well with wholesale. >> And the way we would structure

these deals is he would go to his personal network cuz he had a great one and he would get them to loan money. >> So money would come in >> on the deal and he would actually get an origination on that. He like it was like a private lender and he would, you know, I was cool with that. No problem. you're making some points. Hey, you're helping the company. Sweet. >> Yeah. >> Um, now where I

was ignorant is I thought, "Oh, cool. Well, we're we're both, you know, we're both 5050 gain." >> Mhm. >> We're 50/50 risk. >> Yeah. >> That wasn't the case. The way everything was structured was all the risk fell on me as personal guarantees. Um, I was so ignorant, so young, so naive. I'm just signing stuff, you know, and by the way, it did not affect me for a long time because the deals were fruitful, >> right?

>> And so I didn't know any better. >> Yeah. >> You know, and dude, mind you, we we did flips in Arizona. We did flips in Tennessee. We did flips in Florida. We >> And you're personally guaranteeing everything. >> PG. Yes. >> All of them. >> Oh god. >> No clue. I didn't understand what that meant. I know. >> So he he did he didn't have any personal guarantee on anything else. zero. >> He got the

gain. No risk. >> No risk. >> And so none of this mattered until the first deal went sideways, >> right? Yeah. Yeah. Of course. >> Um and dude, look, you look up the address, 309 Church Street. It's up in Tex Arcana. >> Yeah, >> dude. So, uh deal came in August of 22. >> Um we we got it for like 30 grand as on the acquisition. And I told uh the partner, I was like, "Hey, man.

Um, you know, we're probably gonna have a hard time wholesaling this, >> dude. Why don't we just take it down? Just take it down. We got 30 grand. We'll put 50 60 into it and then we'll sell it." >> Mhm. >> Cool. No problem. Let's do it. You know, >> and um, dude, I mean, I'm talking we can get funding on it because I mean, like that, no problem. And this was like, you know, the the

the way that I look back on it, none of this was was good. I mean, um, dude, they're like overfunding deals. He's telling them the rehab is this and they're like, I mean, we we get all the money up front. >> Yeah. >> There's no draws. >> No, no. Because it was his personal network. >> Oh, okay. Okay. >> So, these are these are guys and gals that worked at Exxon, Chevron. These are like high- netw

worth individuals. And they're like, "Cool, you need 160 grand, here you go." >> Mhm. >> No problem. And that worked fine for like probably the first 10 11 we did we did something like 10 11 12 deals like that >> made money they got paid back all good. >> Yeah. >> This deal >> did not work out like that. And then that's when things started shifting. Um so we we we we buy the property, we close

on it. Um, we have the rehab money and then we start to do the rehab and and then we realized the rehab is much heavier than than what we what we thought and we also realized that market sucked. >> Yeah. >> So, it was it was a tough deal and I started noticing I was like, "Hey man, I think this one's going to be bad. Really bad. Like, we're going to we're going to lose on this."

And then we kind of started kept trucking along, paying some contractors to do some stuff. And then we had another deal in Jacksonville, Florida. You guys can look it up. It's 5525 Herald Avenue. I own that property. It's listed right now. >> Yeah. >> For 70 grand. >> Um we bought it for 70 grand. Yeah. >> And the way he funded the deal, we funded the deal is we funded the purchase price and we also funded

the rehab. So 146 was what we got. >> And that one we bought it, we put the full rehab into it, dude. Yeah. >> Um, put all the money into it and and you can even look at the history on it. We listed it for 145 and the day it was listed because of my business partner. He had uh bad tableside manners and he talked to people sideways. The contractor, him and the contractor were fighting the

whole time cuz nickel and dime. Nickel and dime. >> And like I would come in to try to like, "Hey man, don't worry about us. My partner like I'm sorry you're doing a great job." The day it got listed, we can't prove this, but I'm pretty confident. The contractor walked into the house, busted pipes, flooded the house. >> No. >> He waited until we listed it. >> Wow. >> Flooded the whole freaking house, dude. And so,

um, we we're we're 146. We owe 146. >> Yeah. >> You know, so >> I'm like, "Oh, [ __ ] >> Okay, this is bad." Okay. So now we're underwater on Church Street. We're literally underwater now on Herald Avenue. So then that was the first time I looked at the paperwork. >> Mhm. >> And I noticed like I was I was PGed on all these I I was thinking they were hard money assets. So it's like,

dude, just take the house. But that's not the way they were structured. It was like I was on the hook >> for the debt. >> Yeah. >> Uh 100%. And I thought it was he was in on it, too. And that's not the case. So I confronted him. Um and then things just got nasty, man. It just got nasty. And then um so we had those deals that were underwater. I reached out to the lenders and

I told them once again goes back to naive. I was naive and pure. So I was like, I'm just going to call them. >> Mhm. >> And just tell them the truth, you know. Well, that didn't work out because they're friends with him, right? And so they're like, "Well, you know, you know, you owe you you owe 146, so like we need to get," but I'm like, "No, but but you don't understand." I thought me and

Charles were both 5050 on this. I didn't know I signed all this. So the partnership just started going sideways. Um, and then it eventually I just kind of like left the company and and it was a mess. It was a hot mess. There was attorneys involved. Um, a lot of craziness. And I'm still dealing with with uh those lenders, right? like restructuring debt, doing all of that. And um and I mean, I'm doing one right now

on Herald Avenue where I'm I'm taking I'm taking that that debt I'm putting on a three-year note >> and uh they're going to get some sort of payoff when we sell this thing. Um >> you know, maybe they'll get 25 30 grand and then the rest of that debt I got to put it on a note and restructure it. >> Yeah. >> So anyways, that was that partnership. Um, and I look back on that and you

know, I I I just was very naive. And so I would tell people, >> you got to check the paperwork, man. You know, like I was signing stuff irresponsible. Like I mean, >> hundreds of thousands of dollars coming into our accounts from other people, which that's cool. That's awesome. We're slinging deals. I mean, dude, we did one deal in Chandler, Arizona. We made 130 grand. So, it's like when it's working, you feel like you can't lose,

you know, and because I didn't have a whole lot of business experience, I was like, "Oh, this is beautiful. This works." We just we we buy a deal, we acquire it, we wholesale a lot, but then there's some deals that are juicy and we dude, why not? We can buy them. We can do that. >> Um, and until it doesn't work. Yeah. >> And then when it doesn't work, that paperwork has to matter. Like you have

to know what it because everything's going to go back to those words on that document. Yeah. >> And so that was the learning lesson, man. I didn't check the paperwork. I, you know, me and him had misalignment in values. We have, we had a a different way of operating in business. >> Uh uh, you know, I I mean, of course, I'm I'm biased, but I feel like I had a little bit more soul in the business.

And he was just just dude about the dollar, about the buck, right? >> And nothing else. >> That will never work in a partnership, right? >> It just will never work, dude. Got to have the same values. >> You got to have the same values, man. >> Yeah. So, what happened at the end? How did you unravel everything? >> So, um I once again so many lessons. I approached him directly at first. >> Mhm. >> Um

I felt like professionally. I sent him an email cuz I wanted to be professional. It was a long email. It was very heartfelt, very honest. I said, "Hey, let's go our separate ways. Um that's fine. I'll take on this. We'll restructure it." Whatever. I did ask him to take some of the debt um because I thought that was fair, you know, and and I got crickets on the response and basically he was cuz we made money

like we did and he made money and he didn't want to stop the money train. And so he refused to to dissolve. He refused. And so I I I hired an attorney to try to force that. Um we had an operating agreement that he helped set up. Once again, I didn't know what the hell I was doing. >> Based on the operating agreement, we couldn't dissolve unless both parties agreed. >> So, I'm stuck with this guy

like legally, right? And um and so I literally just had to force the move. We had an office off of Garrett Street over in uh in Montrose in Houston. And um I had three acquisition people and two dispo people. I met with them to have coffee. They already knew that there were some issues going on and I just told them the truth. I was like, "Look guys, here's what's happening." >> Yeah. >> Um, I want to

do this, okay? If you want to come with me, let's roll. If not, no harm, no foul. Like, it's probably going to be a [ __ ] show. So, I'm just letting you know. You know what I mean? Dude, they all came. >> For better or for worse, they all came. Um, >> so, dude, we just like I had to force the dissolution. Um, I had to force it. I mean, legally, we didn't dissolve. Like I

just had to like, hey, I'm doing something else. Well, I'm not doing business with you. And mistake number two, I got into another business partnership. You know, dude, so you know, I'm very fortunate. Uh I'm married to my wife. We have a wonderful marriage. I'm so lucky, dude. I met her. It worked. And it just worked. Okay. In business, >> that's where I've learned all the those hard lessons. So, I was like the guy who >>

went from one bad marriage to another bad marriage, you know, but I did it in business. >> And so, >> I had this other uh guy here in Houston that, you know, I liked a lot. We had good rapport. He knew what was going on. You know, >> he was like, you know, dude, let's just do this. Like, we can do this. You know what I mean? Like, um, and I and once again, I was looking

at the surface, the synergy. I was like, okay, cool. Like, you do this in business. I do this. I do acquisition. and you do financing, maybe there's a good like, you know, one-two punch here. I was also in a distress situation financially and in business. >> So, I was looking for an out. I was looking for a way to keep the truck moving um without getting wiped out, >> you know what I mean, >> right? >>

So, um I negotiated a partnership with them because it wasn't just him, it was him and three other people. Um, that was a little bit of tough ordeal because I didn't necessarily know the other guys that well and there wasn't a lot of rapport, especially with one of them. And so there was some friction there, but so I'm I'm negotiating this partnership simultaneously dealing with legal issues with this old partnership and I end up making it

happen. I became partners with them in June of 23. And um dude, we just we just launched and I just kept the truck moving and we end up, you know, hitting 100 grand in revenue like month three. And you know, it it it was the same thing. It was kind of a honeymoon like we're going to do this and and I thought it was going to work out. >> Um >> but the problem was, man, it

it goes back to like as partners, you you you guys have to see things very similar. And I think a lot of times we're, you know, or what I've learned is like people say you need to get people that are opposite of your strengths. >> And I'm like, that's cool. And I I think I kind of buy into that. >> Yeah. >> But man, y'all kind of have to be similar, >> right? >> You know what

I mean? And >> values definitely need to line up. I think the values are extremely important. The goal and the vision needs to be the same. >> And uh you know, if character, values, and vision don't align, it's not going to work out. It won't work. >> It's not going to work, >> bro. It won't work, dude. And and >> it didn't work this time either. And and that was the issue. >> It's I wanted to

build something big. >> Yeah. >> Um >> I believed in the the model, you know, I still do. It's why I still do it. >> And I thought that there was some natural synergy. And by the way, like I think from a resource perspective, I think it could have worked out. Yeah. You know. Yeah. >> Um >> long story short, man. So that's how that the first partnership dissolved. um that I mean, mind you, that still

dragged out for six, seven months. Like it it >> I mean, it seems like you're still dealing with it. >> Well, I'm still dealing with it, you know. I mean, yeah. So, it's something that it was a it was a it was a tough lesson for sure. >> Yeah. Well, that's definitely an interesting part of your journey, Blake. You know, I think that at the end of the day, uh you go through a lot of different

things to teach you lessons to to make you better in in business and in life. And so, um, man, it's really interesting to hear your story and, um, you know, hopefully, uh, a lot of people hear it and, uh, think twice before just jumping into bed with someone and signing some legal documents, you know, >> check the documents. >> Yeah. >> Number one, well, actually, number one is alignment. Alignment like you said, of values, vision, mission

>> that and that really has to be on the same page. And then the second thing is is the paperwork has to be on point, >> right? Period. Absolutely, >> man. Let's um let's shift a little bit gears here and um man, let's you know, I think we've we've spent the last uh >> 30 minutes or so maybe talking about, you know, all these failures. Let's let's talk about successes. You know, >> let's talk about what's

working right now. Let's talk about uh your wins and uh your successes. I think uh >> a lot of people uh at home would like to hear about your story and then how you turn it around and and what you're doing now that's working. >> Yeah. Um, but before we do, let's just hear from our sponsors real quick. You don't have to stop recording. You all good? Good. Mhm. Cool. All right. And we're back. So, uh,

Blake, let's let's talk about the next, uh, journey in your career, man. Um, you know, we spoke a lot about, um, some of the failures, some, you know, partnerships didn't work out. Uh let's talk about how you turned it all around, man. What was that moment after you came out from both >> uh both partnerships and uh and what did you do differently at that point? >> Absolutely. I I I'll say this that >> even though

those partnerships um you know didn't work out. >> Yeah. >> We still did a bunch of deals. >> Yeah. >> You know, like I mean with the second partnership over you know over uh 1.2 million the the first year. um you know even with the first partnership we made millions um in revenue. So >> we we made it happen. Um you know and it it just shows you that like even in spite of some of that

like if you have the right systems and structure and and you it will work. >> So but the lessons were definitely there within that partnership. So, I think what I've what I've what I'm doing now is I'm taking those lessons of what works in the business and now that I don't have a business partner. >> Yeah. >> Um well, technically my wife, she's my business partner, you know. Um you know, it's it's now I can run

this the way I I want to run it, >> right? Without that extra friction that's not necessary. >> So, what's working um is man, a couple things. I mean, the the digital uh PPC ads like leads coming in is is I'm a big believer in that. Yeah. >> Um you know, I don't do a lot of cold calling. I know me and you're working together now. We're using your AI system to do outbound, which I'm excited

with cuz I think that's going to be a cleaner way of generating leads, you know, for outbound. >> Um but yeah, the the PPC digital ads are working. That that's working good. I like that because it keeps my KPIs clean, meaning I don't have to filter through 50 60 leads to get a closing. I I only need to filter through 15 to 20, >> right? >> So, it it helps my sales guys and their process um

to keep the pipeline cleaner and and a lot more decisive versus just kind of >> filtering a bunch of leads. >> So, that's working well. >> Um I also think reigning in my market >> Mhm. >> going to Houston only, >> right? You know, I know that's that's not the sexy thing. Like the sexy thing is and I did that. >> I just think it works better um logistically. And what I like about it is when

I was doing nationwide, if we had 10 deals in escrow, I got 10 different title companies, >> right? >> I got 10 different people in 10 different states doing 10 different things >> and it's a hot mess, man. You know, it's a nightmare. >> Now, I use I use Miranda Warz at Capital Title. Shout out to her. She's awesome. And do we send every file to her? Yeah, >> it is streamlined >> and it's clean and

we have one point of contact and so >> it's easy. >> It's easy, man. I I'm just a believer in that. Like you don't have to do you don't have to go in 44 states to do deals. Like there's enough deals here in Houston. >> Yeah. So when did you start when you uh when did you start going off on your own after the second partnership? >> Yeah. So, um, June June of last year. >> June

of last year. Okay. So, this is fresh. >> Fresh, man. >> Yeah. Yeah. Yeah. So, June of last year. June 2025. >> Started going off on your own. Um, what did you do at the beginning of you now being solo? >> Yeah. So, um, it was it was it was a tough go cuz my wife was pregnant with our third our third son. uh she wasn't thrilled about >> the partnership you know she obviously she was

mad at you know for me and you know and and >> right >> so we knew like that was a big deal cuz it's like okay now we got to we got to come really come together as a unit here because um she really wasn't ever really involved in the business I mean you know I would come home and be like eh you know we got a closing or what but she not the details um so

when that happened she she's more operational um she runs a diialysis clinic here in Houston. >> And so she kind of helped come in and and she helped me with some infrastructure stuff in the beginning which was which was awesome and it it brought us closer together as a as a as a married couple. >> But first thing I did is you know um I took you know my nest egg and uh which which was scary

and I just dumped it into marketing >> you know. So that was the first thing man is like lead generation right like without leads there is no business. So um we did that and we dumped into marketing. I had to rebrand. I had to build out the new website and all that good stuff which wasn't that big of a deal. Um but it was lead generation is dialing that in. Um getting that squared away to where

my guys have leads coming in. >> Mhm. >> And uh and just working the deals as we normally would. Um >> yeah. >> Yeah man. But that was the very first thing was just getting leads flowing again, >> right? >> Yeah, >> man. Yeah, it's uh lead is definitely the the lifeblood and the the soul of any real estate organization. I mean, you you definitely need >> a constant flow of motivated leads. >> Motivated. >> Yeah.

Yeah. To be able to do do business. So after you went off on your own, um did you start going nationwide again from the beginning or did you just decide let me go only again in Houston? >> Man, I stayed in Houston. >> Yeah, >> that's where we're at. >> Is is the price per lead more expensive? >> Oh, yeah. >> Because you're only in Houston. >> Much more expensive. Yeah. So >> when I was nationwide,

um mind you, this was years ago, so I don't know what it is now, but cost per lead was 80 bucks maybe. >> Yeah. >> 75 80 bucks a lead. >> Nationwide. >> Nationwide. Yeah. What is it in Houston? >> Uh right now it's like 220 225 >> price per lead. >> Yeah. Price per lead. >> Got it. So takes what 10 to 15 leads to be able to get a property under contract. So you're looking

at around like three grand probably price per contract. >> Yeah. Our KPIs are 12% on the acquisition. So you know 12% of leads that come in. Um, guys, if you're doing business in Houston and you don't have a great title company, I highly recommend you guys to use Natalie Mario with Black Label Title. They were awarded the best title company in 2026 by Houston Latino Magazine. Um, but I think what's truly impactful of working with Natalie

is that her title company can do pass through funding for A to B closings. If you're an investor, this is very important to you because it means that you don't you don't need to have your own funds to be able to finance an A to B closing on a double close. You can use the funds from the C to B to fund A to B transaction. If you don't understand what that means, reach out to Natalie.

She can explain it all to you. More importantly, you can make a very big assignment fee without your buyer or your seller finding out what that fee is. So, it's a great opportunity to get with a investor friendly title company. They also do blind huts, assignments, novations subject to wraps. Um, and so they close in all Texas counties, right? So, they they can do e- signing. You know that you don't even have to have a closing

in the title company, right? They do CE classes. Um, listen guys, if you're wholesaling or you're investing in Texas, you need to call Natalie Marrio with Black Label Title. And um the link for Natalie is going to be in the show notes. So the number for Natalie Mario is 9364428486. Make sure you mention Josuanas with Pick up the phone podcast. If you're a real estate investor anywhere in the United States you need to listen up, get

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sign up get hardmoney.com. Price per lead. Price per contract. Um, I think we're you're you're talking about 12% of acquisitions is what? >> Yeah. So, every 100 leads that come in, 12% will get under contract. Okay. >> I'm Yeah. So, 12 like So, so that's that's our that's the first KPI. >> Yeah. >> Um the main KPI that I really focus on as with with uh with my guys and our team is is leads to closings,

>> right? That's where the the money hits the bank account. So, for us right now, we're hovering around six to six and a half% which I think is pretty strong. >> So, every 100 leads, six will hit the bank account. >> Okay. >> So, that's a that's a big metric for us. So, it's like, you know, it's a funnel. So, um, for us it's 12% of, uh, uh, leads will be contracts and then 8% of leads

will sell on dispo. 6% will close. >> Got it. Got it. Okay. >> Yeah, it seems about right. >> Um, that means that you probably get about like one out of every eight or nine leads under contract, basically. >> Yeah. Under under contract. Yeah. But but but not closed. >> Right. Right. Right. Yeah. Of course. I mean, >> man, you know, um one of the hardest things about real estate is like getting all excited about like

you get you get a a fat spread on a deal and you're thinking you're, you know, you're going to make a a buttload of money and then all of a sudden, you know, title issues. >> Oh man. >> You know, Eastman, um build lines, just like all sorts of things. It's heartbreaking. Yeah. It's it's uh it's truly um you know I've I've like kind of come to the conclusion like you have to be kind of either

a massochist or just uh >> dude you do >> just have like an extreme level of >> not caring and just being able to move forward. >> I think yeah you you you have to learn >> for me what helps me is I stay focused on the data. >> Yeah. >> So because in the in the beginning of my real estate journey you know you get so emotional with deals. Yeah. >> You know, >> and if

something goes sideways, I mean, you're just a train wreck, right? It's like, "Oh, man. The world's falling apart, >> right, >> dude?" Now, I just I stay focused on the numbers, man. I'm like, "Hey, get 100 leads. This is what's going to happen. I don't know which deals. >> I have no idea, man." Like, I mean, we'll know as we work them. >> But staying focused on that kind of helps me detach. Yeah. you know, and

and I try to I try to instill that mindset with u my guys so >> whenever they're working deals with sellers and buyers, >> they don't feel um too like uh connected and paranoid about the deal where it's like cuz when you say loose and detached, you work deals better anyways. >> Yeah. Yeah. Yeah. I agree. So, uh so what does your team look like now? How many people do you have working with you, >> man?

So, we're lean. Um, and it and and I want to keep it that way for a little while, but so it's myself, we have a transaction coordinator, >> and I got uh my guys, Jacob and Edward. Shout out to them. They're awesome. They've been with me for, you know, three years now. >> Yeah. >> Um, they work both sides. So, they do acquisition and dispo. >> And they do a great job, man. And and, uh, so

they work the pipeline. I um you know focus more on the building of the systems, the infrastructure, but then also um you know we call them money deals. So like I my number one job for my guys is to help them spot money. >> Right. >> Right. So I spend my mornings looking at the pipeline and kind of giving them insight on hey I see this on this deal on this deal. This is what I looked

up on the property records. I think this could happen. And so it kind of gives them a little bit of of a few different layers deep so where they have a little bit more context and confidence working that deal with the seller and the buyer. >> Yeah. No, that makes sense. >> So then um are so mostly in Houston, mainly PPC. >> You said you were even like um and I love you know systems and processes.

So >> you just moved onto a new uh CRM. >> Yeah. Yeah. So shout out to Chris Bounds here in Houston. Um, we switched over to Pathways and my reason for switching was I know Minu talked about it. I love AI. >> Yeah. >> You know, I'm still learning it, but like the concept of it, dude, I'm all in. >> I'm like, this is the thing. Right. >> Right. >> So, I talked to Chris. I had

a demo call with him and and uh this was probably six weeks ago >> and he was like, you know, I built out this CRM with all this AI automation >> and I was like, dude, I'm sold. Yeah, >> let's do it, man. you know, I was using at the time REI Simply >> Mhm. >> and it was okay, not a bad CRM. >> I thought it was uh way overpriced though, you know, and so I'm

like, I'll spend like $1,000 a month on on this and >> we weren't maximizing it, so it was hard to adjust for me to justify it. And I'm like, well, here we got Chris's platform. >> It's much less, but I feel like there's a lot more customization that I could do with the AI. >> Yeah. >> So, we we switched over to Pathways recently, and it's it's been it's been good. It's it's a you know transitioning

CRM can be clunky. >> Yeah. Yeah. Yeah. It takes a while too, you know. It does. It's not it's not easy to like just >> It's not always a clean cut. It takes a while to fully kind of migrate. >> We're still we're still doing that right now. >> Yeah. Yeah. Yeah. >> So, uh so you're doing uh deals in Houston and so like let's talk about like deal flow. What what kind of deal flow do

you have now? What kind of uh >> uh are you mainly wholesaling? Are you doing any sort of creative financing? You know, like what kind of offers are you guys making? >> Yeah. So, >> what does your pipeline look like? >> For sure. So, right now we're closing call four to I'll say four to six closings a month on average. And then, you know, if you're in real estate, you know, that means one month it's eight.

>> Yeah. >> One month is two. >> Yeah. But but like on average, that's kind of where we're hitting, >> right? >> Um I want to I do want to scale that up to get that around 10 uh closings within the next 12 months, which would be great. >> Uh but that's our that's our deal flow. And as far as our exits, uh we're only wholesaling and we're doing noations. So, those are only two exits right

now. Um, you know, I told you my story with the past lenders. So, I'm not buying anything. Like, it's just not a good time for me to be fixing and flipping properties. >> No, it's not the time, right? >> It's not the time, dude. It's not the market. No, definely not. So, it's all wholesale and all novations right now for exits. >> Nice. Nice. So, you guys just uh for noations, you do you have a license

or do you have like a realtor that helps you list the properties? >> Yeah, so we we flat fee. We flat fee. Um, we we use brokerless.com and uh we just throw our stuff up there and and then and then you know my guys work all the communication, right? The the realtors will will, you know, um inquire about the property and we just work the deal, dude. Like a typical disposition process. >> Yeah. >> Nice. >>

Uh what kind of what are you seeing right now in the market right now? you know, are are sellers still pretty um pretty stubborn or would you say that they're kind of softening up to now to like hear lower numbers, lower offers, maybe consider creative financing because for a long time I've heard, you know, like I I've see sellers just be stuck on this high valuation, right? Thinking they're sitting on a pot of gold. >> So,

what are you seeing right now? >> So, that's a great question. I mean, I'm just now seeing it. I would say the last three months I I do feel like there's a softening with the sellers. Yeah. Which dude makes me very happy. Right. Very happy. Um actually before we did this podcast I was talking >> to Jacob. There's a condo uh over in in uh off of Westimer. >> Mhm. >> And the lead came in like

two days ago. >> The guy wanted 80 grand. >> Okay. >> And uh Jacob's pretty savvy. So he was already like working it backwards and he had buyers and all this. So he got buyer feedback. So he knows he can sell it for like 60 right now. >> Right. >> And uh so Jacob talked to the seller this morning. Jacob offered him 35. >> Yeah. He offered him 35, but the dude >> came down to 45

>> really >> already. Yeah. >> So he went from 80 to 45. >> Right. >> And Jacob did it well. He gave him context on reasons and market and all that. >> But I felt like a year ago, year and a half ago, dude, that would not have happened. >> Right. Right. I mean, dude, sellers were were stuck in 2021, 2022. >> Yeah. >> You know, absolutely. >> I mean, and that was a crazy time, right?

Because, you know, you list the property, there's 70 offers. >> Yeah. Yeah. In the in the first hour. >> The first hour, >> you know, people were like spending 80 grand over ask, you know, um >> nuts. >> And so that really >> I don't think that was good for the market. Like it especially from a seller perspective. um false hope, false expectations. >> Mh. >> And and to be honest with you, that's been our biggest

friction point in the business the past couple years is with sellers. >> Yeah. >> Sellers and pricing, man. I mean, it's like >> we'll have buyers, no no issue. Um lead flow, acquisition flow, no issue. I It's It's just getting a seller to understand that your property is not valued at this, >> right? It's not worth what you think it's worth, >> right? Yeah, man. Well, I'm glad to hear that at least there's some sort of

softening and that sellers are actually getting a little bit more understanding with the current market conditions, you know. So, I think that's going to be, >> you know, beneficial for a lot of buyers right now. I agree. You know, and so I think the next, you know, the next uh 6 months, the next year are are going to be >> pretty fun if you're in real estate for sure. >> I'm a lot of opportunities. >> I'm

optimistic, man. I'm very optimistic. Um, I do think sellers are coming back down to reality. I think all these macro things that are happening in the world. Yeah. With finance and economics and geopolitical stuff. I think people are like, >> "Yeah, let's just let's just sell the house." Like, like we don't need to sit here and fight over $13,000 like like let's, you know, cuz often times >> war going on like all crazy things. What are

you seeing on the buyer side, man? Like are are buyers being a little bit more conservative? What what are buyers telling you now? man. Um I have a philosophy that if you if you have a good deal, there's there's buyers, right? Um and I just think that's that's just the case. Um >> yes, I do see here's what I see, man. I mean, it's all a negotiation, right? So, it's like everybody's leveraging. >> Yeah. And a

bar is going to say anything, right? >> Dude, I love them, right? Yeah. >> They're we we work with them, >> but we we know we're going to get certain word tracks, right? Um we're going to hear about the war. >> Yeah. >> I'm like, bro, come on. like that has nothing to do with this like you know what I mean like >> right we're going to we're going to hear about interest rates you know we're

going to hear about the cost of insurance like >> there's certain word tracks that you can almost just guarantee that a buyer is going to give you >> and and I understand the game right cuz like you know if you're a party to a transaction your job is to negotiate in your best interest and and you know by the way we do it with sellers so >> so I will say this that um I feel like

we get more of those narratives from buyersh But it's like it's sort of just like well that's just what we what we expect to hear. But here's what the thing >> we're still getting offers >> and they're still willing to close and buy. >> Yeah. >> Um so I think at the end of the day that's all you can really ask for. >> Yeah. >> Um they obviously know that they have a lot more leverage in

the market right now because it's a buyer market, right? >> You know um so I am seeing that >> even though I think it's softening up a little bit with the sellers now the buyers are a little bit tougher. But I'd rather have a tough buyer because I feel like we can we can work it that out. >> Yeah. >> Than an unrealistic seller. >> Yeah. Any day. >> Yeah. Yeah. Definitely makes sense. >> Um cool

man. And then in terms of um in terms of deal flow, you know, where do you where do you see the market in terms of inventory? Um are you seeing that affecting, you know, in terms of uh pricing, right? Because on the retail side, you know, we know that prices are stabilizing. You know, I don't want to say that they're going down, right? They're feel like it's more of a stabilization that's going on right now. >>

So, how does that affect the entire playing field for you right now? >> Man, honestly, I don't give that a whole lot of thought. I mean, I I and maybe I should. I I I look at what we do with offmarket acquisition as it's it's uh you know it's a kind of a unique it's a unique deal. Yeah. Right. Right. >> But I will say this man >> you know we we just we recently closed on

an ovation deal last week. >> Mhm. >> Uh off of uh recon drive 133 recon drive. It was a good deal. We made we made a good spread. Good deal for the seller. But I'll be honest, when we first got that acquisition, I thought we were going to make a ton more money. Yeah. You know what I mean? I just did. >> Um I was telling Jacob, it was his deal. I was like, "Oh, bro, we're

going to sell this for 430, 425." You know, >> end up selling it for 370. >> 370. >> Yeah. Yeah. Still a good deal for us. But I mean, I I was like, "Dude, no BS." Like when it came in, I was like, "We might make six figures on this." >> Yeah. >> Like it's going to be beautiful, you know? >> Yeah. >> And it ended up being still a good deal. But but it's that the

pricing like you said it's it's a lot more stable. It's starting to kind of stabilize. It's not as crazy. >> Um so I'm seeing that on the Novation deals for sure. Like you know we're not able to push prices as hard. Yeah. And you know and I also think when we list these properties >> um man I would rather list it like if we think we can sell it for 380 I would rather list it for

$3699 >> Mhm. than you know $3.99, >> right? >> You know what I mean? >> Yeah. You want to get more traction. >> Yeah. More traction. And I I just think those are things that we're seeing. It's we have to be a lot more competitive with our price point. Buyers are not going to >> do nothing goofy right now. Like they're going to be a lot more picky and nitpicky and stuff. So >> yeah, I think

it's stabilization. But I think that's I think that's healthy. >> Yeah. >> I do, man. >> Yeah. Yeah. >> The stuff we saw a couple years ago, although it benefited me and my company a lot, >> I knew deep down I was like, "This is not good, >> right?" >> Like, >> you know, >> where do you where do you see um where do you see your next um phase of your career going? You know, 2026,

what does 2026 and 2027 look like for you, >> man? Um scaling out Property Royals, which is the single family company. >> Yeah. Um, I I I recently did an an 8-unit deal in Alvin. Yeah. Um, the buyer was a buddy of mine, so that was really cool. We got to do that deal together. Um, I'm putting a lot of my personal time into offmarket acquisitions on on multif family. >> I think there's a huge opportunity

for multif family right now. Um, with with price points and and and a lot of loans maturing from, you know, 21 22. >> Yeah. >> With sellers. So, for me, it's doing some multif family deals um and and hopefully, God willing, bigger, you know, big deals and um and then, you know, just and just building upon that, but then also um you know, I I really, you know, we haven't really talked a lot about like faith

and stuff, but I'm a I'm a faith driven guy. I you know, God is what's got me through a lot of these trials and errors. And, you know, I I personally believe business is a and this I'm not a knock on church, but business for me M >> has gotten me closer to God than church. >> Yeah. >> Okay. Like when you get put on your knees and you get humbled. >> Yeah. >> You know, cuz

like I feel like, dude, that's what business is. It's like >> constant humble pie. >> You know what I mean? >> It makes you check your ego and it makes you rely. And I dude, there's been many nights where I'm like, God, I don't know what the hell's going on, right? >> I don't know if I'm going to pay this. I don't know how I'm going to be able to do this. And but dude, he showed

up every single time. So, I've gotten a lot closer with God. So to answer your question, property royal scale that multif family I want to um do some multif family deals. >> Yeah. >> And then there's this thing that I'm I feel very driven to do and I just started working on it, but I want to have like a men's community. >> Yeah. >> That's for >> business guys, but there's it's faith faith-based, right? where just

normal dudes, >> you know, that aren't pastors >> can get together, build their faith, but also maybe it could be a network to help them in their business as well. So, that's something that it's new, but um but I dude, I'm I'm going to go for that. That's going to be something I feel very passionate about that, >> man. That'd be u I think that'll help out a lot of young men out there, right? There's a

lot of young men out there that need direction. They they need some guidance, and I think uh >> you know, you'd be a great source for that. So >> yeah man, >> um if someone um you know do you do you partner right now with a lot of uh wholesalers? Um what kind of >> uh how does your infrastructure look like to be able to partner with other people? >> Man, we do quite a bit of

JVS. Um it's awesome, man. It's to me it's like the biggest compliment when someone brings you a deal and they're like, "Hey, bro, can you sell this?" You know, that's really cool. Um we we often even sometimes help them on the acquisition with the seller. >> So we we encourage that, man. uh reach out to us if you want to um if you want to JV a deal. We're not greedy, dude. You you you know, we'll

do your it's we'll 50/50. I mean, we >> and we'll even help you on the acquisition. Yeah. >> Like, so we we really enjoy that because for us it's like, dude, that's extra deal flow, >> right? >> Um and then it's really cool because then it's like if we can build that relationship with you and and help you get paid quicker, >> right? >> Um you're you're going to want to keep working with us and it's

good for you as well, right? So, we encourage JV opportunities. We love doing that. >> Yeah. Um, and then and then with property roles, man, we're always looking for for talent, you know, uh, guys and gals that maybe they have a sales job or, you know, they they are in real estate, but maybe they're struggling, you know, cuz real estate can be tough if you're on your own island. >> Yeah. >> So, it's like we encourage

that if you if you feel like you have a skill set, >> you're coachable, you're hungry, you want to learn. Yeah. >> And you want to >> you want to go from maybe doing maybe you're doing two deals a a year by yourself, but now it's like, hey, now we can do two deals a month. Yeah. >> Right. And so that that increase in deal flow for for you uh working within a a company structure gets

you faster experience. Uh you're going to learn faster, grow faster, and you'll be able to make more money doing that. So I'm I'm a big like believer in that. I love coaching and and so we encourage that as well. Like if someone's talent like talented and they're hungry, they're driven and you're in real estate but you're maybe you're you know it's going slower than you want, man, reach out to us. We'd love to see maybe there's

an opportunity you can work with within our company. Yeah, for anyone that's uh listening to to everything that you just said, how can they reach out to you, man? >> Yeah, so um Instagram is probably the one of the the best ways. Uh I was on a podcast a couple months ago and and dude, so my Instagram is there Blake Ryan Hawkins. Uh I only had to do real cuz my other one got hacked. I feel

I feel so douchy having the real, but that's what it is. So it's at the real Blake Ryan Hawkins. Uh DM me, dude. I'll respond right away. Um >> and uh yeah, man. and and then from there we can just build that connection and relationship and and I'm here in Houston so if you're here in Houston I'd love to you know connect in person as well. >> Yeah. Cool. So um at the real Blake Hawkins. >>

Yeah. At the real Blake Ryan Hawkins. Yeah. Yeah. >> Yeah. Yeah. Yeah. Cool man dude. Well this is a lot of fun man. I really appreciate you coming out here and sharing your story. Um you know is there anything else you'd like to share before we wrap up here? >> Yeah man. If you're if you're an entrepreneur, a business person, a salesperson >> Yeah. and you have a a dream, a vision, dude, just just just go

all in on that. Believe in that. And and if you're going through some trials and some struggles and some challenges, just know like you're in really good company. >> Yeah. >> That we all go through it. >> I think we don't share enough of that on social media. I know it's hard to do that sometimes, right? You need more context. But I would just say this, just know that every single person that you look up to

that's successful, they've been punched in the gut hundreds and thousands of times. And I promise you, they all had moments where they wanted to quit. >> Yeah. >> So, you're in good company. Yeah. >> So, just dude, just keep going. Find the people you can connect with to help you grow. And don't give up. >> Yep. That's a great great message, Blake. I think a lot of people need to hear that, man. So, yeah, definitely don't

give up. That's uh if you just keep on going long enough, you'll get to the other side. >> Success is inevitable if you don't quit, man. >> That's right. That's right. >> Thank you so much for being here again, man. I really had a great time. >> Appreciate it, man. Thanks for having me. >> Absolutely. Thank you. >> Boom. >> Cool, man. >> Let's go. How was that? >> That was fun, bro. It >> was good,

right? >> What do you think? You think >> it was great? Yeah. Yeah. Absolutely man.