Pace Morby - Investor, Developer, Creative Finance Wizard, and Host of Triple Digit Flip

 eyeballs are currency in 2022.
 I love being around guys that are cutting edge.
 I'm subscribed to your podcast because,
 bro, you know your shit.
 I knew it was him. I walk up behind him. I tap on the shoulder and he turns around and he says,
 Mr. Morphe.
 Oh shit.
 Oh my gosh, my hero knows who I am.
 And the problem with people in like this whole thought process,
 I don't want to post. I don't want to be in front of camera.
 I don't want to whatever.
 You're still in that phase where you have people that are being repelled by you.
 Amen. Hallelujah.
 Oh, that was me underneath like as you were speaking through all that.
 You're listening to the Radcast.
 If it's radical, we cover it.
 Here's your host, Ryan Alford.
 Hey guys, what's up?
 Welcome to another edition of the Radcast.
 We're getting creative today.
 Create a real estate investing.
 I've got real estate investor, TV personality pace.
 Morphe, what's up, brother?
 Bro, I am so happy to be here.
 I just literally watched five of your episodes,
 listened to five of your episodes.
 And you guys are doing such a freaking great job.
 I love this podcast. It's sick.
 Thank you, brother. I really appreciate that.
 I hope you'll continue to listen.
 You get at least listen one more time when this episode goes live, right?
 Dude, I subscribed on Spotify.
 I'm subscribed.
 You're in. You're in the vortex.
 Hey, man, that means a lot coming from you.
 I knew about you. I've been watching you from afar.
 And then when I'm like, I want this guy on my show,
 I start digesting.
 And I'm like, damn, this guy's figured it out.
 That means a lot coming from you, brother.
 Thank you, man.
 The thing is, I want to be around other guys that are great marketers.
 Guys that know how to get eyeballs.
 What we were talking about before the show is eyeballs are currency in 2022
 and going forward.
 And people that don't understand that are stuck on the conversation like,
 how do I market?
 How do I get eyeballs?
 A question I get all the time is,
 Hey, how do I get private investors that will invest in my real estate deals
 on my host content?
 Talk about what you're doing.
 Do some marketing.
 Oh, man, but I'm afraid of like what people are going to think of me.
 Oh, okay, then great.
 You're definitely not somebody's going to take my advice and run with it.
 You just keep second guessing yourself.
 So I love being around guys that are cutting edge.
 I love being around guys that have more experience than me.
 So subscribing to your channel isn't just because you've had some dope gas.
 I'm subscribed to your podcast because, bro, you know your shit.
 Hey, man, I like this guest.
 I like you already, pace.
 I like you before I met you.
 No, I like all the compliments.
 I'm like, oh, yes, I've had my sound effects.
 I could do on Friday.
 We'd be like hitting on them.
 But no, man, I appreciate that brother.
 I mean, I've been doing it for 21 years and been blessed to work with some of the best
 and now interviewing some of the coolest radish people in the country, yourself included.
 And so, you know, it's a passion and, you know, but it's so true what you say,
 like people have this, I don't know, reflection themselves that they're worried about what people think.
 But if you aren't putting yourself out there, you are so limited.
 It's not that if you can't make a company work, but guy like a lot named Dave Gerhard wrote a book
 called Founder Brand and how if you're not putting yourself out there, you're so limited.
 The tools and the availability with which to get attention are so great to not be leveraging
 them because of some self-limiting trait is just limiting.
 Yeah, it's really interesting.
 One of the guys I look up to, his name is Robert Allen, kind of got out of the real estate space,
 but he was like an OG creative finance guy, right? So Robert Allen goes around the country,
 okay? Goes around the country and this dude like, this would be for social media existed.
 This is some gangster stuff he did. So he writes a book called Nothing Down, right?
 So buying a house with nothing down and everybody thinks that you've got to put money down,
 you got to come out of pocket, you got to use all that stuff. He writes this amazing book.
 The LA Times in 1987 calls this dude out. So they go, Robert Allen's full of shit,
 right? So they post this in their newspaper and LA Times back then, like that's how people
 got all their news, right? LA Times, New York Times, all that kind of stuff. So what does he do?
 He's so gangster, he leans into this and what he does is he goes, I accept your challenge.
 If you think I can't do this, why don't you put me to the test? So LA Times goes, okay,
 fly out to the LA Times, come out to come out here. We're going to link a reporter to you
 and then we're going to have you guys fly to a random city and you're going to show us in 72
 hours that you can buy at least one piece of property without any money out of your pocket.
 And Robert Allen's like, this is the greatest marketing of all time. You guys are stupid. Thank
 you so much for amplifying my voice. So he goes LA Times in LA, they give him a plane ticket,
 back then plane tickets were a real thing, obviously. I don't know. You probably remember that.
 You and I are probably relatively like you actually had a ticket. Yeah, type of shit. Oh, yeah.
 So they fly him to San Francisco, they give him $100 and they go, you have $100 for food,
 we're taking your wallet, we're taking everything else and you have 72 hours. So Robert Allen,
 this is the most gangster thing ever. The first thing he spends $100 on, he goes to a hotdog
 stand in downtown San Francisco, buys a hotdog for like a buck, has $99 and changed now and he
 asked the hotdog stand vendor for a roll of dimes and gets a roll of dimes. And at that time,
 also the phone booth, the phone. Yeah, dropping a dime, right? Like some of some blind
 songs like drop dropping a dime. So he goes and he starts calling realtors in the local area.
 And this reporter's documenting everything, right? And he doesn't get a hold of any realtors,
 but he's leaving voice messages all day long. It gets late in the afternoon. He decides,
 all right, reporter, we're going to go find some like hole in the wall hotel because I don't have
 really that much money and I got to get all the way through 72 hours. So they go find hotel,
 $17 a night hotel. He asked the reporter to split it with them so he doesn't eat up his
 hundred bucks. It's a call back from one of the realtors at 930 that night,
 realtors says, hey, is this Robert Allen? Robert goes, yeah, this is, yeah, this is me. How can
 it help? She says, hey, I got your message earlier today. I've got two pieces of real estate that
 my seller that I'm representing is willing to sell to you for nothing down and he'll finance you
 and you can just make payments to him long term. The reporter's like, this is bullshit.
 This is bullshit. There's no way you didn't preemptively know this person.
 So next morning they wake up, they go to the appointment, sure as hell, Robert Allen signs two
 two contracts where he doesn't come out of pocket to buy the houses. And the reporter says,
 oh my gosh, you did it, man. You did it. You did it. And Robert Allen
 says, what's next? I don't know. I'm sorry. The reporter says, let's go home, right?
 Let's go home. I'll write this article. You freaking crushed it. And Robert Allen says,
 I'm sorry, that's not what's next. What happens next is I still have 54 hours to buy real estate.
 I'm going to go buy more real estate. He spent the next 54 hours. He bought a total of seven houses
 with nothing out of his pocket. The most gangster shit ever flies back. They report,
 they do this LA Times article saying real estate investor takes the LA Times challenge and wins.
 And this one article gets him on stage with everybody you can imagine, right? Less brown and
 Tony Robbins. And he flies around the country for literally 20 years. He's flying around the
 whole entire world because of one piece of marketing blew this dude's brand up, right? Yeah.
 And so the point of me telling the stories, number one, marketing has always been the most
 important thing ever in your business, in your journey. And if you didn't have Instagram,
 Facebook, TikTok, all these things back then, it wasn't going to stop the guys that we're going
 to make it happen. Like they're going to figure it out no matter what, right? Exactly. And the
 second reason why I brought it up is because Robert Allen after all of these years is now
 teaching mindset, right? So he's not teaching real estate anymore because he said pace 99% of people
 fail in getting into real estate because of one thing and it's because of mindset, not because of
 technique, not because of their sales skills. Literally, they have mindset issues where they are like,
 I'm worried about what my mom thinks. I'm worried about what this person thinks. I'm worried
 about what my friends on Instagram thing. I'm worried. So now he's teaching mindset because he's
 like, I could teach you all the real estate strategy in the world, but you ain't going to do shit
 with it because you're so self-conscious and you don't want to get in front of a camera and you
 don't want people to think any negatively about you. And it was the most powerful thing when I first
 met Robert Allen. This is what he says to me. So I'm, I just met him this year, right? This guy's
 like a gangster in my industry. And I have this event that I get invited to in Key West in January
 of this year. And I tell the guy, I go, I can't go. I'm sorry. He goes, I want you to speak on stage.
 I want you to speak on stage about, you know, your community and your Facebook group and all the
 things you're doing to build community in the real estate space. I'm like, I'm sorry Tim. I can't go.
 A&E is filming tomorrow. I can't go. He sends me the dais. And who's on the dais to speak?
 Robert Freaking Allen. Oh shit. And I'm like, I got to go. I got to go. You're going to go.
 I'm going to go. So I call A&E and I go, Hey, I'm not feeling great. We, we need to push filming
 back a week. So we push filming back a week. I go out. I go to this event and I'm walking through
 the hallways, you know, you know, how it is, like you go to events and you're kind of in the green
 room where all the speakers are and stuff. And I'm bouncing around. I'm looking for Robert Allen.
 And I see him. I got you can just, I knew it was him. I walk up behind him. I tap on the shoulder
 and he turns around and he says, Mr. Morphe. Oh shit. I'm like, oh my gosh, my hero knows who I am.
 And so I say that. I go, bro, my hero knows who I am. And he goes, do I know who you are? You're,
 you're building a community. You're marketing yourself. I am so proud of what you're doing. I wish
 I had the balls to do what you're currently doing right now when I was your age. And I'm like,
 you're the guy that freaking blew up the LA times, right? So my big thing with marketing,
 especially with what we're doing in real estate is if your audience could write this one thing
 down and this one takeaway is that your vibe will attract your tribe. And as you authentically
 post in your genuine about who you really are, nowadays people just want transparency. They want
 people to be genuine. They want authenticity. And what happens is you either repel people
 or you attract people. That's all there is to it. And over a certain amount of consistently
 marketing yourself and talking about what you're doing and providing value of, here's how I do what
 I do. Here's when I do it. Here's why I do it. Let me know if I can help you whatever. Those types
 of pieces of content. What happens is over a period of time your tribe finds you and they then
 prop you up. And the problem with people and like this whole thought process of I don't want to
 post. I don't want to be in front of camera. I don't want to whatever. You're still in that phase
 where you have people that are being repelled by you. And you are conscious. You're so subconscious
 and self aware of that that you're not realizing that that is the greatest filtering mechanism ever.
 Those people need to leave you. You need to repel them. They need to leave your brand. They need
 to leave whatever you're doing so that you can attract the people who are your real audience.
 And you got to do it consistently and not be as sissy about it so that you can actually leverage
 that audience to do the things you need to do. Pace, you've just given the greatest commercial ever
 for my upcoming mastermind. It's huge. So check this out. Okay. Marketing in real estate is epic. So
 yesterday, check this out. Well, actually, let me let me back up. So two months ago, somebody
 sends me a DM on Instagram where I get a lot of deals sent to me. So I'm known as a creative
 finance investor. I would say the probably the only guy that's at articulating out there on
 Instagram, Facebook, YouTube in any consistent way about creative finance. There's guys that we'll
 talk about it here and there, but it is my core. It's my core brand. Like it's the heart of my
 brand is creative finance. And so everybody knows nationwide, if you run into a deal that can't be
 sold through a realtor because there's no equity, or if maybe the seller wants too much money,
 everybody in real estate, my goal is for everybody in real estate to know that I'm the fixer for that
 problem. Okay. So a gentleman in a greedy gentleman, I'm going to tell you a story about a greedy
 ass gentleman. That's what I'm going to tell you. I love that start. This guy's name is John. He's
 an Atlanta. He runs into a seller who's in foreclosure. Okay. So the seller's behind on payments,
 five bed, five bathhouse, gorgeous house right outside of Atlanta and the suburbs.
 Sellers says, Hey, I'm behind on my payments. I need somebody to just take, take this house off
 my plate and give me $10,000 and I don't care what you buy it for. And so the guy, John goes and
 talks the seller gets the seller under contract and then he brings the deal to me and he's asking
 for $110,000 on top of what the seller is asking. Okay. So that in our world, that's a whole
 seller, right? So somebody locks it up at a discounted price. They then say, Hey, pace, I'm not
 going to buy this deal, but do you want to buy it from me? And they basically take it and they
 upcharge it, you know, he's upcharging it $110,000. I'm like, bro, you're now asking me for way
 too much money. The seller who's in foreclosure, you're not going to actually help them out.
 This deal is going to cancel. You got to realize that the most important thing in this transaction
 is not the $110,000 you're trying to get. It's a relationship with me because eyeballs and
 marketing doesn't just come from Instagram and Facebook and TikTok and all these things.
 It comes from face to face. There's a brand when you meet people and when you do a transaction
 with people that you make an impression in their brain that now going forward when you need another
 piece of this product, you're going to go back to me because we handled, we did a killer transaction
 together, whatever. He goes, Nope, I want $110,000. I'm like, bro, nobody's going to buy this deal.
 You're going to be you're going to market yourself as a bad real estate investor in your local
 market. You're branding yourself, whether you know it or not, you're branding yourself as a
 greedy asshole. You are branding yourself. You're you're marketing yourself as a greedy asshole.
 That's not what you want, bro. I promise you. And I said, mark my words. You're going to cancel
 this contract on this lady. She's in foreclosure. You're not serving her at all. And somebody else
 because I brand myself as a fixer in real estate, somebody else will pick up this contract two
 months later, three months later, and they will bring it to me. Mark my words. So last night,
 I get a DM from a gentleman named Jamari. Jamari says, pace, if anybody can solve this lady's
 problems, it's you. And why is that? It's because I market myself as exactly what I can provide to
 the marketplace. And it's free. My marketing is free. And now somebody Jamari brings this to me.
 And instead of asking for $110,000, I pick up this deal. It's a five bed five bath house. I'm
 going to turn into an Airbnb. I will never have to talk to the seller. I will never have to walk
 the property. I will not use my own credit. I will not use my own money. I did not have anybody
 check my bank records or anything like that. I will take over these lady's payments,
 save her from foreclosure, save her credit, and Jamari will walk away making $10,000 doing this.
 And I get a discount off John's request of $110,000, $100,000 difference. But Jamari wins. And so
 now what am I doing with Jamari? I'm putting in my YouTube channel. I'm branding him in local
 Atlanta as a guy who can go around and do things for other local investors. And I'm like,
 people don't understand marketing is not just social media. Marketing is your personal brand
 in your local geographical area. How are you leaving an impression on people's brain when you're
 doing business with them is a major deal. And it's why guys like Grant Cardone on your show in
 a lane of Cardone and other people you've had on your podcast continually succeed because they
 don't just brand themselves on social media. They brand themselves every time they open their
 damn mouth, even if there's no camera turned off. Absolutely. Unbelievable. Anyway, that's
 bro. I love the topic of your guys's podcast. I love it because not a lot of people are doing this
 in the way you guys are doing this. I freaking love it. I love that. But I want to break down a
 couple of those things because yeah, I mean, it's so number one, it's like, you know, I feel like I
 was, I was at church again, like growing up. I grew up in a Southern Baptist church, you know,
 and you'd sit there and my dad who's trying to get involved in the sermon, you know, sitting
 there in the pastor is really touching his heart. Amen. Hallelujah. That was me underneath,
 like as you were speaking through all that. I wanted to give you some amen, some hallelujahs and some
 praise the lords as the old Southern Baptist. But you nailed it, man. I mean, I don't know why people
 have such a hard time getting over that. And that's why my good friend, Andy Murphy, who is a,
 he's a mind, he doesn't like calling it mindset, but he's brilliant in all the ego stuff and
 getting under it. I call him a brain engineer. And we're launching a mastermind around the exact
 thing you just described. And why you said, you know, your, your mentor slash, you know, I don't
 know if you call him your idol, you know, was talking about getting into mindset, but we're doing
 brand and brain engineering because I can teach you all day on all those principles you just
 talked about on marketing. But if your brain isn't in the right place, you'll never enact upon them.
 So you can go take all these classes and all this stuff and we're calling it the radical formula.
 So amen on all of that because it's, it's the biggest problem now is everybody can go learn all
 these things. But if you don't get out of your own way, you're never going to put it to action.
 And I've never seen those movies where like somebody's in prison cell and the guards like
 throw the food on the floor in front of the prison cell and they have to like reach through the
 bars and grab the food. Oh yeah. So like imagine your audience, right? And the people that you guys
 are basically liberating from their mindset issues. And I know your partner doesn't call it mindset
 issues, but you know, the audience probably recognize it as that. So imagine if you're the audience
 listening to this and everybody's trying to feed you, right? We're trying to give you technique
 for real estate, technique for marketing, technique for all this stuff. It's kind of like throwing
 food in front of you while you're in a prison cell. Like you're going to have to reach through
 your own prison. And you have to pull that information through these bars that you're trapped
 inside of guys. Mindset is the key to open up that prison cell. So you can just walk out,
 sit down at the table, hang out with the guards and eat the food out of your own damn prison. Like
 you are imprisoned in some bullshit. And a lot of it is, you know, came from your childhood,
 right? The way your parents raised you good, bad or indifferent. My parents have been married
 for their whole lives. They love each other. I have 12 children in my family. I'm number three,
 but you can guarantee that I got mindset issues, even from the positive stuff that I was learning
 from my parents, right? Like work with your hands. That was a one big mindset shift for me.
 My dad's a blue collar guy, right? You grew up in a blue collar family. Yeah. Okay.
 So my dad's a blue collar guy. So the hardest thing I had to overcome was, well, I'm not working
 unless my hands are making something. I literally went all the way through my 20s,
 finding only business opportunities that required my hands to touch them. I was in a prison.
 And so I wasn't leveraging anything. If my hands weren't touching something, I wasn't making
 money. Guys, that's a prison. That's a mindset issue of like, you have to physically go work hard
 and touch things in order to make money. And if you don't do that, which is like sales or buying
 real estate and your passive income or any of those types of things or even making a podcast,
 it's a hard thing for blue collar people to make that shift and get out of that jail. So,
 you guys, so you guys do a mindset on this? Are you guys do a mastermind on this?
 We're starting it next month. Literally, call it right. And it's going to be in Grebel.
 It's it's going to be online. We're going to have we're building the community. We're doing
 the radical formula dot com and brain and brand engineering. So it starts into February. We're
 building kind of audience now, building people signing up. And then we're going to do weekly
 masterminds where one week Andy teaches Andy Murphy teaches on brain. Next week, I teach on
 brand. And then there's kind of groupthink Q and A, all that stuff. So I love it. Again,
 like Robert Allen was saying, he's like, I went around the world for 27 years and taught real estate
 technique and 99% of the people I taught failed. And it wasn't until I was older and more mature
 that I saw the patterns all lead led back to the mindset stuff. So the fact that you guys implement
 mindset and everything you're teaching is it's what nobody else is doing, but it's what everybody
 should be doing. I appreciate someone as smart as you recognizing that because that's exactly what
 our premise was because I was like, there's a million people talking about marketing. There's a
 million people talking about mindset. Andy and I are I think at the top of our game of those two
 things and I've done it for the largest brands in the world and not just myself. And so I know I can
 teach that from a credible position, but I saw the biggest hurdle and the biggest, I don't know
 white space just being the leverage of those two things because at the end of the day, it's all
 humans. You know, it's like, you know, day to day, I helped brands, but when you're in a
 mastermind, it's one, you're helping a person. And knowledge is power, but it's not power,
 unless you can enable the enact the action of it happening. And so we think we're going to say
 it's the difference between interesting and important, right? So like the information you give
 somebody, if they are in a prison of their own mindset issues, basically everything you're
 giving to them, yeah, might be gold nuggets, they might be filling up their yellow pad and they
 might be filling up everything with all the techniques. But in that moment, it's only an interesting
 piece of information. It's not important to them because there's no way they're going to apply it
 and actually get traction in their business or in their life. And so what I like about you, like
 think about this less brown, like one of the greatest speakers of all time is a mindset guy,
 right? Like through and through mindset. And he generalized it in a way that it could apply
 to anybody, but that also can be a problem. And I'm not criticizing less, but what I'm doing is
 I'm saying, I'm giving you as a compliment in the sense that you guys are utilizing the mindset
 piece and then bring it, bring it together with the technique. So you say, look, we get out of
 the prison. Now here's the step, right? Now the technique that we gave you that really interesting
 information we gave you now becomes important to you because you can now apply it and actually see
 a change in your life. Oh, it's what that's what I mean by you got people talking mindset, you got
 people talking technique, people really need to integrate those two because they're nothing without
 each other. Absolutely. So talk with pace more be real estate investor TV personality. I do want to
 talk pace about some of your techniques. We've talked about it a little bit through this and I
 really love all the setup and the brand and how you've built it. But let's talk triple digit flip
 a bit. How did all that come about? You've been building your brand and obviously built this
 opportunity, but I do I really want to dig in what's a few of the shows definitely have it on my
 YouTube TV save list. Oh, now. So let's talk a little triple digit flip.
 Um, dude, triple it goes back to marketing, right? Back to your podcast. So how did we get the
 TV show? A lot of people, bro, check this out. A lot of people submit their ideas to TV networks
 that are like fixing flippers or interior decorators. When you get the statistics of how many people
 are trying to get a TV show by physically making an effort to get the attention of a TV network,
 it is thousands and thousands of people a year to the point where the networks can't even
 physically go through all the reels that they get sent, right? We got a TV show by A&E reaching out
 to us and us actually saying, I don't know if that's a good brand play for us. Maybe the answers
 no, convince us. And how did they reach out to us is because we're we got past the mindset issues
 of marketing and we started branding ourselves by doing one thing. How do I provide value to the
 common man who's like, I don't know how to get into real estate and showing them through a very,
 very easy process. So on my YouTube channel, I have a series called the real deal. I've been doing
 it for a couple of years. And all it is is once a week, I go to a physical property that I really
 own, I give away the address, I go, Hey, look, there's a lot of guys that are teaching you how to
 do real estate that it probably don't even own real estate. But I'm going to give you the address.
 You guys can pull a public record and see this. Here's where I got it from. Here's the recorded call
 of us contacting the homeowner the first time. Here's us closing the seller on the 17th phone call.
 Here's the software we use to do the follow up. Here's the lender I use to purchase the house.
 And I literally go through the whole process and they give away all the goods like in 20 minutes per
 house, right? And Jamil and I, Jamil and I are on the TV show, Jamil Damjee.
 For any of you guys don't know who he is, look him up on Instagram. It's at Jay Damjee, Jay,
 D-A-M-J-I. And him and I are not partners. We're actually competitors in our local market.
 We fight over the same houses all the time. But I'm a Pisces. And so my blood wants me to just
 go make friends with everybody. And so I go, I'm like, bro, I want to be friends with you.
 He's like, okay, and it was really weird for him for a year. When we speak on stage now he talks
 about how he had to fight his natural instinct to not want to compete with me on every little thing
 in order for us to collaborate. And he's like, I had no idea it was going to lead to a TV show and
 us making millions of millions of dollars together in real estate and all sorts of things.
 But what ultimately happened is I reached out to Jamil because I kept competing with him
 on all these properties. And I go, bro, let's just collaborate. Let's buy one together.
 And he's like, okay, what's in it for you? I go a friend, bro, a friend. And you brought up like
 you and your partner building community. To me, community, mindset's number one, right?
 Having the right mindset. And then two, community is number two, the most important thing.
 And then three, technique, then can find its place, right? You have to have other people that
 are at the same level as you in order for you to continually grow. And then you've got to have
 people around you that are continually supporting you and all that kind of stuff. You get that.
 Everybody understands that. It's all common sense. And so I go, bro, what's in it for me is we're
 just going to become friends. So we get him and I both get, we both run into a house in central
 Phoenix and we're sitting there bidding each other up. And I call him up. I go, hey, asshole.
 Why don't we just buy the house together instead of bidding each other up? So we buy the house
 together. I make a YouTube video out of it saying, hey, this is my brother, Jim mill.
 We compete in town. But on this deal, we decided to collaborate and see what happened out of it.
 And A&E was like, we freaking love that. They saw the YouTube video. They reached out
 there like, we want that. We want people that are collaborating with each other. We don't want
 this whole cut throw industry like we want to change the game. And so they courted us for three or
 four months. And they had 16 other people they were talking to about the TV show. And I'm like,
 hey, if you guys are talking to 16 other people, it means that you were not very special. So let us know
 if you end up choosing us. But we're going to kind of go and do some other things and work on
 some other stuff two weeks later. They go, all right, we want to do a pilot with you. And we go,
 we don't have time for a pilot. We're not these guys that are doing one flip a year. Like we are
 both running multi multi million dollar real estate businesses. We don't have time for a pilot.
 So they go, okay, well, do us a favor stand in front of a white wall and film yourself each other
 with a camera. And we want you to read a rocket mortgage like fake commercial. We want you to
 read a lazy boy fake commercial and we want you to read a capital one fake commercial and just kind
 of see how you guys are on camera. And we're like, that's some that's some low level stuff. Why don't
 we? So Jamil and I scripted and costumed ourselves. And we we were like dressed up as astronauts and
 all sorts of cool stuff. And we did this all within like three, four hours, edited it all,
 sent it over to them. And they were like, how did you guys already have these commercials made
 before we even asked you to do this? Like we just made these in the last three or four hours.
 Like how is that possible? Like because we're constantly marketing, marketing ourselves. This is
 what we do. We are used to being on camera. We love this stuff. And so what they did is they skipped
 the pilot and they greenlit us and they told the other 14, 15 people they were talking to
 like we're going forward with these guys. And it was all because we were creative in the way
 that we were like they gave us a task and we amplified it 10x like Grant says, like how do I make
 it 10x better than what you expected? And we got a TV show out of it. And now it's a big brand
 play for us. Obviously like showing people, hey, yeah, we can fix and flip. But also now I'm getting
 private investors that are calling me and I've got employees that want to work for me. And I've got
 you know, brand deals. We did a gone commercial. Like never in my life would you have told me I
 was going to do a brand a gone dish soap commercial. And bro, this came from just getting out of my
 own way and posting on Instagram the things I was doing. And I call it the good, I call it the
 Clint Eastwood strategy because people like, well, what do I post? And I go, it's Clint Eastwood.
 And they're what are you talking about? I'm like great best movie Clint Eastwood ever did was the good,
 the bad and the ugly. You post the good. You post the bad and you post the ugly like I got my
 ass kicked today in my business. I lost $10,000 and here's why that happened. And here's the lesson I
 learned. Not everything has to be glorified in front of freaking Lamborghini's like you can freaking
 show people authentic genuine stuff that's going on inside your business and they actually
 appreciate that more than the bullshit. And that's what we've been doing for the last several
 years. And we got a freaking TV show out of it. Hey, and now you got attention more attention. Hey,
 you started, you built your brand, you got attention. And now you're on TV getting even more
 attention, which becomes leverage my friend. Well, check this out, bro. So you get Elena and
 Grant on your show, right? That's amazing move for you and those, you know, amazing relationship
 that you built with them and you did a phenomenal job. I've listened to them a lot. I've looked up to
 them a lot and your interviews were just about as good as anyone I've ever heard interview them,
 if not one of the best, okay? Great job. It was a good brand play for you. Three years ago,
 I reach out, we reach out to Elena and Grant all the time, all the time.
 Hey, we want, we want to interview you. We want to do this with you. We want to do this. I'm like
 getting into their world. I'm becoming friends with their pilot. I'm working on my pilot's
 license. So I'm trying to build a relationship with their pilot. I'm trying to get in the back door.
 I'm trying to do what Grant says all the time. Like, yo, if you're not invited to the table,
 then sell the water that's served at the table or be the guy that serves the water at the table.
 But somehow figure out how to get a seat at the table, right? Yeah. So I'm trying to build
 relationships with people in his industry. I'm sending people deals on his team that are looking
 for multi-family stuff. I'm like, yo, tell Grant, pay sent this. Tell Grant, pay sent this.
 Bro, I could not get this guy's attention. Anyway, I, anyway, I didn't have the right leverage
 to get his attention. The second we get a TV show, now I go into a room with Grant and Elena
 because we're in kind of the same circles. I'm nowhere near their echelon, but we, you know,
 our elbows touch as we're passing in the hallway, right? Yeah. And I get into the same room and
 somebody introduces me and Jamil to Elena and Grant. And what do they say? Did they say,
 hey, pay sent Jamil are killer real estate investors? No. Hey, these guys are some of the most
 creative people in this space. No. They said, here's, hey, Elena and Grant, I'd like to introduce you
 to pay sent Jamil who have a show on A and E. And it's the most popular show on A and E. That was
 the only thing in that both all of a sudden Grant and Elena's eyes open. And they go, we gotta talk.
 I get their cell phone numbers. Now Elena is going to come on the TV show with us. Bro, it was,
 it's leverage. Absolutely. It's leverage. It is and like you teaching marketing and mindset to
 people is worth more than any, anything ever. It is the strongest currency. Check this out. I get
 a, I go on a podcast. Okay. Five months ago, I go on a podcast. I get an email from a lady. I
 won't say her name. I get an email from a lady and she goes, I would like to lend you one million
 dollars. Five years ago, bro, I was calling, I was calling public record and trying to
 scrounge up people's information that had loaned money to people. So like I can pull up a house
 and I can see who was the lender on that house. And I would personally call them and I would
 get turned down because they don't know who I am. But then getting yourself out there on a TV show
 gives you massive credibility being on Instagram and YouTube and showing people your personality
 and who you really are. I get a lady goes, I have a million dollars. We just sold a business.
 I don't want to go out and buy real estate myself. I would like you to invest it for me and I want
 to be your partner on real estate deals. And I'm like, done. Let's get on a phone call.
 And I raised more money on one podcast than I did in four years of calling on public records.
 And it may not have, I mean, what was the audience on the podcast? I mean, it may not have been like,
 you know, hundreds of thousands of people, but it was the right audience, right?
 A couple hundred people watched that. Yeah. But the right couple hundred, right?
 And the tough thing about marketing too of like building a brand and getting into real estate
 because here's the thing also with real estate is I could buy a million dollars of real estate.
 No exaggeration every single day from what source? Zillow, MLS, realtors, yeah, maybe.
 But really, where can I buy a piece of real estate every single day that I want? In my Instagram
 DMs, bro. Welcome to 2022. I want a piece of real estate. I want somebody to let me take over their
 payments subject to. I want somebody to sell their finance a deal to me, insert DM me, DM me,
 and I'll buy a deal every day. I could buy a million dollars of real estate. Now,
 it's bonkers. It's bonkers. What brand can do for you? I, but I think your audience is like,
 okay, well, I hear what this guy's saying. It makes a lot of sense. But how do I get started?
 Like, what do I do first? And what's the time expectation, right? Like I think a lot of people
 have an unrealistic expectation when you're building a brand and marketing yourself, they think
 I'm going to post one time on Instagram and somehow I'm going to get like 500 likes.
 Yep. Every company and every person like, it's not as bad it used to be. A lot of them have
 figured it out that it's not that easy, which is why they call us. But it's, it's amazing how
 individuals think that way. And there's nobody out there other than you guys that I think are
 articulating. Here's the path. Here's what you do. Here's when you do it. Here's the expectation.
 Now go to work because it doesn't happen in 30 days. It doesn't happen in 60 days.
 You know, and then relationships and getting in, I can tell you one of the most powerful things
 I've done in amplifying my success on social media has actually been joining masterminds.
 Right. Getting in the room with other people that are trying to do the same thing as me and
 leveraging the relationships that are in their cell phone by simply asking, but there's something
 magical about being in a mastermind with somebody. You guys run one, which, you know, guys I'm telling
 you, you guys, I mean, started this mastermind, but I'm telling you, if you're in the audience,
 ask these guys how to get the hell in this mastermind because the thing you're going to learn is
 obviously mindset. You're going to learn marketing. You're going to learn all the things that will
 make you millions and millions of dollars. But the thing that a lot of people don't talk about
 on math and masterminds is that I call it the Costco filter. Okay. So we both know what it feels like
 to go to Walmart. And we both know what it feels like to go into Costco. Is there a noticeable difference
 in the quality of the food, the quality of the experience, the quality of the customers. Literally,
 the people you're rubbing shoulders within Costco are different than the customers you're rubbing
 shoulders with in Walmart. Do you agree with me? 1000%. Best analogy. Best analogy I think I've
 ever heard. And I'm in now. What's the difference? It's a $99 yearly subscription is the difference.
 It's a $99 filtering mechanism where they filter out the people that don't invest in being in a
 better environment than the people who do. And for me, I'm like 99 bucks. That's it.
 Dude, charge me a thousand dollars a year. First off, I'm going to save more than that. But it's
 the people that I'm around. It's the experience I'm in. It's the environment. It's everything.
 It's the full entire deal. And a mastermind, the most important thing for me is I go to a mastermind
 whether it's digital or in person. And I walk away and I say, how can I leverage just one person's
 cell phone contacts out of that room? And then I do, I go back to that mastermind a month later.
 I go, all right, next person, all right, next person, next person. And then you've got one of
 the strongest roller decks in the entire industry because you joined one freaking mastermind and
 leverage other people's cell phones. Being a community. It's the community aspect. It's the
 community aspect. That's what that's that's the reveal. Like you got this box in front of you
 open the prize and you think, oh, I'm going to get knowledge. No, what you get is access to the
 community. Ding, ding, ding. Somebody said this the other day and you'll agree with this. If
 technique and information was all we needed, then we'd all be skinny, skinny, healthy and wealthy.
 Yes. Yes. But it's not the technique is great. The information is great, but the the access to
 higher level people and community and unleashing your mindset is where all the big bucks are.
 And that's what I tell people a lot is I don't say it's not the statement of it's not what you
 know. It's who you know. It's the combination now of 12 things. And it's the compounding interest.
 And that's one of my principles in how I teach marketing is the compounding interest. You'll
 appreciate that from real estate perspective. But I think of it more of as brand interest, attention
 compounding interest of personal branding is one of my core lessons. That's a freebie. But
 that it's the combination of what you know, your mindset and who you know on top of like 10
 other things. It's like that's the secret sauce. Everybody thinks the secret sauce is one thing
 or two things, but that that combination of community and the people that you rub shoulders with
 on top of the knowledge on top of the mindset is the superpower.
 You know, you know, it's interesting. So I've got a good buddy in this industry. His name is
 Jerry Norton's got a big YouTube channel. He's an awesome dude. And um, Jerry is constantly
 reaching out to me and asking me for contacts this morning. I introduced him to another buddy of
 of mine named Jory Austin. Most people in this podcast won't know who either one of these guys are.
 But what's funny is Jerry is constantly telling everybody in our industry pace is so connected,
 pace is so connected, pace is so connected, pace is so connected. Everybody likes pace.
 And I'm like, you know, what's funny, Jerry is literally you are in the same mastermind as I am.
 And you're asking me to connect you with people that are also in the mastermind. The difference is
 I like you joined, but you missed out. You thought it was for the technique. I leveraged the
 community. And now you who are also in my mastermind are like, Hey, can you connect me with this
 person? Hey, can you do this with me? Hey, he in the text me this morning goes, pro, you just made
 me a million dollars by this connection from two weeks ago. I was like, Oh, let me give you another
 guy. Okay. So like community is is insane. And what's funny is two smart guys, Jerry Norton and
 myself, part of the same mastermind. I leveraged the community and he leverages the information.
 Who has more value? I have more value. And so because you're getting both you join a mastermind
 that for me, I'm buying relationships. I opened the door and I'm buying relationships. And my
 price that I paid to be in that mentorship or that mastermind was my Costco filter. It was I know
 you're also a Costco member because I'm in the same building as you and I can trust you. I know
 we're both going to get some samples today. I know you're not going to cut in line with me. We're
 all on the same page. Yep. So community is huge. I'm getting those people. I might try to get
 two samples, even though you're only getting one because I like those pita chips and I like that
 that caramel corn that I have no idea what they put in it. There's cracking under something.
 But I don't know. Do I just go to go to Costco hungry? Oh, never go to Costco hungry, bro. Oh,
 dude. That's a bad move. Yeah, come home with seven months worth of hot dogs, three years
 worth of steaks and stuff that somehow are going to go bad before my kids eat it. Dude,
 there and Costco is another genius marketing mechanism. It's like the lost leader of the hot
 dog of a dollar and 50 cents. Meanwhile, inflation is jumping at 10% every year and they still sell
 a hot dog for a dollar 50. Amazing. And somehow I have I have 37 months of paper plates underneath
 the cabinet that we have never room for. And my wife's like, why do you buy that? I'm like,
 I don't know. I'm lured in. I'm lured in at the cost per unit here. And you know, like she's
 like, we don't have any room for that. We live in a lot for boys. You guys will go through it all.
 I know. Speaking of boys, speaking of family, that's I'll be honest. Like your brilliance and your
 technique and your personality, which I had a feeling we were going to jive and we've done more
 than just jive. I feel like you're like a brother from another already. But the family, I was like,
 dude, you talked about it on your YouTube intro. You're like, oh, I talked about this stuff stuff,
 but families it. And I was like, damn, I like this guy already. Like family means a lot to you.
 I want you to talk about that a little bit. You know, it's interesting. I think the
 the world is changing a lot where families not talked about as much, right? It was like in the
 1950s and all the way through the 80s and stuff like family was the core of the household.
 And that's changed. Like people started realizing like, I can like other things. I don't have to
 have children. I don't have to, you know, get married. There's people that are out there and
 that's what they truly enjoy and they want to go pursue those beliefs and all of that kind of
 stuff. And I have people that work for me that are like, we legitimately don't ever want to have
 kids, right? All of that stuff is great. And I love it. But for me, bro, like I grew up with 12
 kids, it is where the majority of my joy comes from. And I know as, you know, a proud father
 of four boys, it's where the majority of your, you know, joy comes from as well. And what really
 the goal of a family man is is it's not about paying my bills anymore. Stop being about paying
 my bills and taking care of my family a long time ago. What it is is I want to give my children
 opportunities and put them in positions that I never had. Like I had to bag groceries and I had
 to work with my hands and all that kind of stuff. So now it's like, how do I teach my children
 to work with their brains and work with their mouths before, you know, they even turn 18.
 Everything comes back to that for me. And what's fun about it is that I then attract other people
 that that's their same core belief is like, I want to be a happily married dude with a very healthy
 and, you know, wealthy family. But more importantly, I want to put my children in positions I was never
 able to be put in and teach them the work ethic to actually execute on those things. So like
 it's so fun running to other guys that are like you because ultimately over time we just kind of
 all attract each other. And then next thing you know, all my buddies are exactly the dudes I want
 to hang out with. So for, for me, family is also why I've built such a strong community. And I
 imagine that's why you and your partner are going to build a strong community because you realize
 the togetherness, whether it is with a marriage and kids and all that kind of stuff, the togetherness
 is what we need as humans. We're freaking a herd animal, right? We have herd mentality. So
 regardless of what you what you want, whether it's being married, not being married, you want to have
 cats, dogs, no children, whatever, it doesn't matter. No matter what at the end of the day, we all need
 and crave the unity of a herd. And so again, it's what what I think separates me is like my family
 mindset of understanding that in business, you also need to have a family as well. And I think
 that really has elevated my success and look at you. Same thing. It's like the reason you're
 building community is you're like, I go home, I got my little community, my little squad.
 When I come to work, I want to have a community and I want to have a squad.
 Exactly. And that's, I mean, I think our team here at work, you know, believes in that. And I know,
 I don't know, I just, I didn't know that I was going to be that way. You know, I didn't grow up
 with 12 siblings. I had one sister. But then, you know, I've been, I'm married the second time.
 And the first time didn't go terribly. We just weren't compatible. We had two kids. And then
 now we're the Brady Bonds. We, we, I have, I have joint custody with my two-year-old and four-year-old
 when my wife now met, she had a two-year-old. So we brought two two-year-olds and a four-year-old
 together. We've been together nine years now. So it's all they've ever known. And then we have
 one together. And so half of the time, half, I say 60% of the time we have four. And you know, 40%
 of the time we have one. So, but it's, but it's awesome. I mean, it's become ours. And I didn't know
 until my second wife and I built this community together and this family together. I was like, damn,
 this is how it's supposed to be. Like, you know, and you think you're going to get it right. The
 first time and things happen. But now it's like the core of what's important to me. And it doesn't
 make me any less ambitious or like, you know, but, you know, we're building a company also that
 lets our people put family first to. And so, 100% and it's resonating, you know? And that, you know,
 we're still able to be successful and driven and all those things. But I don't know. I just
 think it's important. It's, it's critical. It's 100% critical. And it's so important to me that I
 crafted a life that allowed my wife to be around me like my wife's on the TV show with us. She's
 our realtor. My wife sells my houses for me when we're doing fixing flips. And could I hire another
 realtor and just have my wife, you know, be a housewife? Sure. I could do that. But I crafted a
 life that my wife and I get to talk multiple times throughout the day. I get to be around my wife
 as often as I possibly can. I can work from home and still be able to get work done instead of being
 on the phone like my wife and I had a conversation last night. It was like, hey, let's watch a movie with
 the kids. Real quick, I got a question about this listing that I'm putting up blah, blah, blah, and
 it was all in the same sentence. And I was like, this is so great. Like, we're hanging out with the
 kids. I'm working at the same time, like, I've blended the best of both worlds together. And so
 family for me is critical. Obviously, my upbringing, but also going forward, like, you need a
 the cornerstone of my life. I'm also as a Pisces that way that way, this weird thing where we have
 to have our foundation taking care of before we leave the nest and go out and conquer worlds. And so
 for me, the foundation of my world, same thing as you is my family. It allows me to go and leverage,
 you know, my superpowers out in the world knowing that everything is safe at home.
 I'm jealous of that because my wife is in the school system. She's an assistant principal
 at a middle school. And if anyone deserves an award the last few years with everything that's
 been going on, it's anyone in the school system or at any time in life, really. But I am trying
 to convince her to come into our worlds together. So I am a little jealous of that. I think we
 want to make it happen. It's just, you know, she's built a career there. Oh, she's got friends.
 And she she's realizing a lot of the hard work and sacrifice she put into learning her skill set.
 And now she can apply it and like be a super badass of what she's doing. So it's always going to be
 tough to tear that, you know, from her and then say you can use these same superpowers in this
 business as well. And actually probably serve more people around the globe rather than just in
 one school. Exactly. Exactly. So I'm chipping away at it. We'll see how it goes. Good, good,
 good. Cool, man. As we're wrapping up here, I mean, any other, I mean, no people will give
 all your links and stuff like that. But anything else, maybe in a lightning round of anyone wanting
 to get into real estate, you know, obviously I didn't go watch all your videos. You got all that
 stuff. I didn't want to spend, you know, our time doing things that one link away with your
 amazing content could could talk about. But tell them, is there anything you'd want to leave for
 anyone thinking about getting into investing and has the shortage and the hot market changed in
 that was kind of one of the more technical things. I was wondering like if the approaches you apply
 with like sub two and all that stuff, a red hot market. Does that, does that change any of that?
 And I'm probably asking questions that are like deeper than the time. It's a great question.
 It's kind of, here's the question is like posting on Instagram, let's say I'm a marketer,
 right? And I'm utilizing Instagram, Facebook, YouTube, any of that kind of stuff to talk about my
 product, whether I'm a company that sells LLCs, whether I'm a company that sells plumbing, whatever it
 may be, if I'm leveraging social media and then Instagram goes, you know, we're not going to
 really push Instagram posts anymore. We're going to start posting, we're going to start pushing
 Instagram reels and like short form content. It doesn't mean Instagram doesn't work. It just
 means you have to adjust your way you're posting accordingly, right? Yeah. So it's the same thing
 in real estate. We are buying just as many deals as we were before. We're still using sub two and
 seller finance. We're still using all the strategies that I talk about. It's just that there might be
 small little tweaks and changes based on the way I talk to a seller or maybe something that's
 going on and I'll give you a real quick example. For a while, they turned foreclosures off, right?
 They weren't foreclosing on people. And so a lot of where I get deals from are people going through
 foreclosure and desperately need somebody to come in and help them. So for a while, we started going
 after a different set of data. So foreclosure wasn't really a great data set for us for a year and
 a half because people are, yeah, I know I'm in foreclosure, but the bank's not going to take my
 house because there's a moratorium on foreclosures. Okay. Well, then we started going to houses that are
 just falling apart and are on code violation list. So people that had a violation from their city
 because they have a broken window or abandoned cars in the front yard, we started focusing there
 and we bought just as many houses with sub two or seller finance. It's just you got to tweak your
 strategy of how you're finding the houses and maybe what the pain point is that you're trying to
 solve, but we're still using all the same strategies to buy and own the real estate. The one thing that
 has changed big time is how much money I make. Like we made $10, $15 million last year just
 in appreciation. Wow. Just in appreciation, a property is going up. It's like, whoa, my net worth
 went up. Whatever a dollar amount is 10 to $15 million. My net worth went up just because I have
 properties sitting there gaining appreciation. Inflation has changed our industry to a point where
 like, you got to own real estate, dude. If you don't own real estate, your money is getting eaten
 to shreds. And so other than those things, nothing's really changed and people can go watch my
 YouTube. But like the thing I feel like has made me really successful in real estate has been marketing.
 And so I look at what you provide on a podcast, right, for free. And I look at what you guys are
 about to do with your mastermind. I look at what you're going to do with your community. Guys,
 don't freaking subscribe to me. Don't listen to me. Freaking jump into these guys is mastermind. Like
 if I wasn't on the TV show, I'd be jumping and I'm going to wait until the break between season two
 and season three. I'm going to jump in there. Even a guy at my level that's doing a decent job
 on branding can learn stuff from being in a community of people that are marketing and branding and
 doing all those kind of things. Bro, I look forward to seeing what you guys do with your mastermind.
 I love it. Appreciate that. Appreciate it. Hey, hey, man, we might have to cut some snippets from
 this for our promotion. I mean, I know. I know. And I would welcome having you in the community.
 And we're going to exchange numbers after this. Hey, where can everybody keep up with pace morbby?
 I know you got pace morbby.com. We've got sub two.com. Just go to my Instagram. Yeah. I'm like,
 I really manage my Instagram myself. So just go to pace morbby on Instagram. I think the most
 personable place, like if you want to connect with me is in my Instagram DMs. I answer my DMs on
 Instagram more than I answer my text messages. And I communicate there by when somebody DMs me,
 I actually reply back with a video like, oh, that's a great question. And here's the this and that.
 It's a really important place for me to communicate. So go to my Instagram, go to my stories,
 see what I'm up to. Like I document everything. You can see what I woke up this morning.
 You can see the first thing I did this morning. I I document my journey. You can see everything
 I'm up to on my Instagram stories and DM me there. If you have a question or you need help with
 something with real estate, I have nothing to sell. In fact, I want to just join your guys's
 mastermind. So let me know when that's available. I will pace man. This could I'm not just saying
 this dude. It might be my I've been this is episode like 233 that we've recorded. This might be
 my favorite. I mean, you're just you're that dude, man. I Pisces, whatever the hell you are,
 just a likable guy. And thank you. And I appreciate your time. Everybody go watch triple digit flip
 on A and E Sundays and Mondays, right? They get that right. Sundays and Mondays. Hey, I love it.
 Go follow pace more beyond Instagram. Hey guys, you know what I find me? I'm on Instagram,
 TikTok, Facebook, just look for Ryan offered. You'll see me at the top of the list. You know where to find me
 and hey, DM me as well. I don't know if I do videos every time but you know where to find me.
 We'll see you next time on the rad guest.