Becoming a Self Proclaimed Trailer Boy with Aaron Bihl

Aaron Bihl: [0:00] I was always the person that like, hey. I made money on this deal. Like, let's freaking put it all on red. Like, let's just buy more marketing with it, which I think is to some extent, especially early on, it's like what you have to do if you wanna grow in this business.

Speaker 2: [0:14] Welcome to the collecting keys real estate investing podcast with your host, Mike DeHaan and Dan Austin. From wins, losses, horror stories, and tactics for optimizing your business, Mike and Dan take a real uncensored deep dive into the ins and outs of running a full time real estate investment and wholesaling business.

Mike DeHaan: [0:36] What is going on, guys? Today on the collecting keys real estate investing podcast, we have a very good friend of mine named Aaron Beale, who is an absolutely killer investor out of the San Antonio market. And he was actually funnily enough, my first, what I would call a true friend that I made in the real estate investing space when I started to take this as a very serious business and joined a mastermind. Me and him originally connected online through the group that we were in, and then ended up bonding over our first in person meetup that we went to, And we just found that we were on the same page, kinda with life, kinda with our goals, and also just with our very sarcastic personalities, which, you know, a lot of people can sometimes find a little bit abrasive, but we just sort of bought it that way. And his business that he's running down in San Antonio has been absolutely taking off. And I believe at the time this episode is coming out, he actually has like 14 closings going on in the same week. So that just gives you some perspective on how much his business has started to really take over. And one of the things that I love about what he does is he is a wholesaler. He is flipper. He is a realtor.

Mike DeHaan: [1:44] He does kind of the entire off market business process. But he's found a really awesome niche actually in mobile homes, which is something that a lot of people tend to steer away from. And if you follow him on Instagram and other places, you'll see a wide range stuff that he posts. But he is a self proclaimed trailer boy, and he has made some incredible spreads on the types of assets that most people will not even go near. So go ahead and give him a follow on social media, guys. He's hilarious. He is one of the first people to, you know, call out nonsense when you see it on the Internet, and he posted some of the craziest videos with some of the house that he buys. Many even had one if you look back a little ways, where he he bought a house with a pool, and he like jumped in this pool while it was full of pond scum. It was just, you know, insane. But also a super great investor, incredible mouth of knowledge, and also the nicest guy who's more than happy to talk with you about investing in other things if you reach out to him. So don't be afraid to write people come on these shows, because they want you to engage with them. And he's more than willing to talk shop with you, talk about what you're doing, talk about what he's doing, and I'm sure he'd be able to give you some great tips along the way. So anyways, guys, this is one of my favorites, one of my best friends, and I'm so happy to have him on the show, and I know that you will absolutely enjoy listening to what he's all about. Alright. We are here with Aaron Bihl from San Antonio, Texas.

Mike DeHaan: [3:01] If you know him from Instagram, which you might, he's actually got a pretty decent following.

Dan Austin: [3:04] He's pretty famous.

Mike DeHaan: [3:05] He's pretty famous. Self proclaimed trailer boy, master shit talker of influencer of folks out there, and also a very, very good friend of ours that we connected within our first, I guess, mastermind. It's funny, Aaron. I I regularly use you as an example of, like, one of my what I would call one of my closest friends, which is funny because we've only ever seen each other in person like three times. But we've connected more than even a lot of my my college friends and stuff have in a such short period

Dan Austin: [3:35] of time. Such a great relationship that even distance can't stop it.

Aaron Bihl: [3:39] Man, that was powerful.

Mike DeHaan: [3:42] That's that's Dan coming from the heart. It's the power of a business mastermind. Right? Just average kind of relationships. But, Aaron, man, really, really excited to have you on the show. So we'd love to hear, you know, your your background, where you came from, and how exactly you became the self proclaimed trailer boy at San Antonio.

Aaron Bihl: [3:58] For sure. So first, I'll dive into, you know, my relationship with you, Mike. So Mike and I were in a mastermind group run by Ryan Dossi, and we kinda initially connected over the fact that both of us were like, how long can we do this? We're kinda running out of money. And it was like, the specific conversation was like, I started doing pay per click ads, and Mike's like, dude, I don't know if I can do another thousand dollars a month on something. And then we were both just kinda like connected on the fact that we were like, I don't know, we're gonna figure this shit out or we're gonna fall on our face and go get jobs or something, but that's kinda how we kinda connected and became friends, which is like fun to look at those posts, like, three or four years ago. Yeah. Yeah. So my background, so like you said, I'm in San Antonio. We, at this point, probably buy six to eight houses a month. Before that, moved, I'm originally from Ohio, I moved to Texas for a job in oil and gas as I was finishing a master's degree that no longer use. So worked in the corporate world for five, six years, eventually kind of just got set up with that. You know, it's kind of old school. I worked in oil and gas, it's an old school industry where I was never Like I was good at my job, but I was never like old enough. Like I was never old enough to be promoted or like be given responsibility or all these things.

Aaron Bihl: [5:11] And then like everyone else in the world, that kind of coincided with finding bigger pockets and me realizing the ideas I had in my head, people were actually did and were kind of figuring out. So I eventually quit my job and thought I had a plan, which I didn't have a lot of a plan. So I did the agent thing for a while, started working for a broker who specializes in investments. Long story short, did a few deals there, and each one was like progressively more money. And like after three or four, I was like, I think I can do this on my own, and kind of broke off from there and use the connections and then join CCF and started learning how to market for my own deals. And then, that was four years ago now. So ramping up over time and that's kind of the quick, like how we got from there to today.

Dan Austin: [6:01] There you go. I don't remember you, Tom, this did you own any investments or wholesale any deals before you quit your job?

Aaron Bihl: [6:09] I had two rental properties.

Mike DeHaan: [6:12] Okay.

Aaron Bihl: [6:13] So I had a rental property that I owned with some friends. I kinda like jumped in and bought this rental because I like wanted there to be less risk. So I talked to friends into like throwing in money for it. And then I had I had maybe two or three others. I'm I Airbnb'd my house and moved out of it, like rented a room from a friend to save money and just have like low expenses. And then that was pretty much it. And then I think I had another two houses kind of right after that. So I had like three or four rentals, but very low expenses. And I was just kind of determined to figure the thing out one way or another and quickly found out the agent path isn't for me at all. That's not

Dan Austin: [6:56] your skill set. It's not where you want

Aaron Bihl: [6:58] to be? No, man. I would I was like the investor friendly agent, which just means that like everyone just like walks over you and you give them the exact deal they're looking for and they'll never buy it. You wrote me an offer every other day? Yeah. You know, these BiggerPockets people that are afraid to ever pull the trigger?

Mike DeHaan: [7:13] Mhmm.

Aaron Bihl: [7:13] And I'm like, dude, I showed you 60 houses, and 40 of them were the same exact floor plan. Do you want it or not? Yeah. And then they'd be like, Oh, we're just gonna rent. You know? But so I kinda got out of that pretty quick.

Mike DeHaan: [7:25] Yeah. So, you know, you started that realm. I'd love to go into your I guess you started going into the off market world. Because like you said, we started at very similar times. I think that we we figured out that we started what? Like, maybe a few weeks apart from each other with with the CCF group. Yeah. You'd be in

Aaron Bihl: [7:42] about a month or something. Yeah. Something like that.

Mike DeHaan: [7:44] And then so our trajectory to growth has been very similar as well as a result. Mhmm. And, you know, we had like problems at the same time. Like you said, when we first met, we both been in that group for what, like nine months ish.

Dan Austin: [7:56] Had it really been that long since the from starting till the first meetup? Yeah. Because it was in August. Right?

Aaron Bihl: [8:01] It was supposed to be in April, and then COVID happened in the

Dan Austin: [8:05] That's right. Mhmm.

Aaron Bihl: [8:06] World Yeah. Shut down. So they kept moving it, and then so it went from April to August. Yeah.

Mike DeHaan: [8:10] Yeah. So yeah. So we were both in that same struggle point, and we both, you know, went to that first meetup, and we're in the phase of we need to figure it out or we're going to be screwed here because we're running out of money. I know for us, the biggest change that we made was getting a sales rep because we had lead generation was going to buy in and both and I just sucked at the sales part. We became, you know, a little bit better with it over time, but that was our hiccup. But for you, you were always kind of the opposite. Right? I remember your biggest challenge over the years when we would connect is you were very good at the sales. It was kind of the systems. So I guess as you started to find success, what were the keys for you to, you know, sort of like figure out what was gonna lead to that?

Aaron Bihl: [8:50] So I think with me, there's been a lot of like ups and downs. I was always the person like, hey, I made money on this deal, like, let's freaking put it all on red, like, let's just buy more marketing with it, which I think is to some extent, especially early on, it's like what you have to do if you wanna grow in this business, because

Mike DeHaan: [9:06] Yeah, I do.

Aaron Bihl: [9:06] People are always like, what's the minimum I can spend to get a deal, when it's more like, hey, you probably have better odds if you just spend more.

Mike DeHaan: [9:13] Mhmm.

Aaron Bihl: [9:13] I mean, that looks different at different levels. But so I was like, hey, close this deal for $30, like, that's $30,000 a mail. But my struggles have always been, like, trying to scale responsibly. Yeah. And, like, what does that look like? So, you know, I went and hired an acquisitions manager, and it's like, it was fine. It worked for a while. It wasn't really what I needed or, like,

Mike DeHaan: [9:37] You churned through so many AMs, dude. Remember talking to you on the phone I went through

Aaron Bihl: [9:40] a few.

Mike DeHaan: [9:41] You went through like five or six in like a very short span, feel like. And then you're bringing on VAs.

Dan Austin: [9:46] What was the shortest? Did you fire one after like a week or a day or something that short?

Mike DeHaan: [9:50] You had a day.

Aaron Bihl: [9:51] Dude, I've had a few I fired after like a week or two. Yeah. Well, the one like came to me like a weekend, he's like, hey, my car's gonna get repoed. Oh, no. And he wasn't really like doing that great. Like as far as like work. And I'm like, you probably just need to go get a regular job. There's really good opportunity here, but the time horizon is like thirty, sixty days, ninety days on like stuff turning around. And you need a car.

Dan Austin: [10:16] And you

Aaron Bihl: [10:16] just told me you haven't paid your rent in three months, and you are gonna lose your car, and you're like hiding it and shit. Like, yeah, probably not the fit. And then I'm also really bad about like, cool, I like like you. You seem likable and it's just not good. So I kinda took this step of like hiring acquisitions managers, trying to grow, trying to, you know, spend more money on marketing and then kind of went the complete opposite direction of I'll just do all that myself. I'm better at closing deals than the people I'm hiring, and then I don't have to pay them, and I can put that money towards growing a marketing budget, and then just kind of do what I feel like. Yep. If you spend more money on marketing, you have better leads, and then I can work on ones I feel like working and still honestly do better with less overhead. Yeah. So I did that for, you know, it's like a year or so. And then beginning of last year, partnered up with my now business partner, Jason. After I sold him a deal, we kinda became friends, realized we kinda had complimentary skill sets, and started exploring that like, hey, what would this look like if we partnered up? Yeah. So that's and then that's, like, to today. So we've been working together officially for, like, a year and a half, a business together, and then, you know, he's really good at a lot of things I'm really bad at, and I think we balance each other out pretty well.

Mike DeHaan: [11:33] Yeah. I think something that's so important that you went through with your journey there that I always wanna point out is most people when they get into this business, right, they start find some success, they decide they're gonna try and scale. The first person they go and try to hire is an acquisitions manager because you go and you watch every YouTube video, you talk to most coaches that don't know what the hell they're doing. You talk to you know, read blogs, whatever everyone's like, that's an easily outsourceable skill. They always say this bullshit of like, go find a young hungry realtor, quote unquote, to come and work for you, which is a really dumb thing to say. Uh-huh. But you were in a position where it was detrimental to your growth and your business because you were good at it. Yep. So you went and you basically tried to replace yourself from the part that you were already good at, and then put yourself into a position where you were gonna be forced to work on the things that you didn't actually enjoy, which was the marketing Yep. Systems in the back end, all that sort of stuff. Yep. Whereas, like, realistically, you know, where you're at now, where you met with Jason and, you know, he's your business partner, you guys have exploded, like, an insane amount over the past year and a half because you now have complementary skill sets. So looking back in time, if you had had I don't wanna say, like, better mentorship. I think you I think we both had very good mentorship. But if if there had been a different viewpoint of going higher like an operator to like do the back end Yep.

Mike DeHaan: [12:50] And just let you run your own sales. And I think that anyone that's strong in the sales role should consider this. You could have probably started to escalate significantly earlier than you did, which mean it all worked out well in the end, but it's just interesting because I feel like so many people, they stall from growth because they're trying to do what everyone else is doing, but you were kinda one of the exceptions to the traditional thought, Yeah.

Aaron Bihl: [13:15] So I I think it gets to this point where you realize that you can like have five successful coaches, mentors, programs, whatever, and they're all gonna tell you a different way to get there. Mhmm. And they're all like, with 100% conviction, this is the best way to do it. And you kinda have to figure out like, who you align with, what you want your life to look like, what you want your business to look like, and kinda figure that out where it's like, this person's saying, Hey, build this huge team, do this. Hey, this person's saying, You gotta hire this person first. This person says, Hire this person first. And it's like, Cool, what are my skills? What am I good at? Where do I need help? What do want my business to look like? What do want my life to look like? Part of bringing a business partner so I can hopefully be detached if I want to. I can go home more. I can travel more. I can do some of these things where there's someone who's very responsible, and it's not just if I leave town, the business stops. But I think the thing there is like, figure out who you align with and, you know, figure out what you want your life to look like and do that. Your guys' business today looks very different than mine. Mhmm. And it's like, great for you, but I wouldn't want it. You know?

Aaron Bihl: [14:16] And probably vice versa. Right? Like Mhmm. And it's just I think so many people are like, no, this is the only way. Do what I do. It's like, no, figure out what you want, and then figure out the people that do that, and who you align with. I agree.

Mike DeHaan: [14:28] I think kind of the challenge is, know, that's entrepreneurship, right? And so many people were just indoctrinated by the school system. Know, where we went and grew up in history class, in math class, you're taught that there is a way to do things, which in entrepreneurship isn't true. You know? And you go and you hire bit like, coaches, mentors, things like that to sort of help you build the foundation. But you're completely right. You do have to figure out what your ideal outcome of that is. So even looking at, you know, like, businesses are very different. Look at the rest of the CCF crowd, which there are some insanely heavy hitters that are have come out of Brian's group. You know, a lot of people we've had on this show, if you go back over recent episodes, you know, had Tara Fernandez, right? We've had Drew Wiard, you know, very, very successful people with massive businesses. And all of our businesses look 100% different.

Aaron Bihl: [15:14] Right? Yeah. Or even like the world of like office or virtual. Virtual home or work from an office. Like you could like argue all day about it. And it's like

Dan Austin: [15:21] It's your business, right? And do you run

Aaron Bihl: [15:23] person in person appointments? Do you run them on the phone? And everyone can give you a very good answer of why one's better than the other, and it's like, figure out what you wanna do. Well, on top of figuring

Dan Austin: [15:32] out what you wanna do, it's like, what are you good at? Mhmm. Yep. Some people are terrible at doing virtual sales. There's no way they could do it. Yeah. Some people are fantastic at doing in person sales, where others can't do it. They just don't feel like they're not that good, and so I think building that business, and some people aren't cut out to be a virtual office, know? That's a hard thing to run for a lot of people. For sure. For others it's easy, so I think adapting to what you're good at, and you did a lot of trial and error throughout your process of learning what you wanted, and being okay with your business adapting, and not getting stuck in what you think or what you thought you wanted your business to be when you started out. Out. Because if that's where you're at, you're probably never gonna be able to grow or be happy because as you learn and grow as an entrepreneur, your lifestyle, your needs, once you've opened up this world, change. Right? Once you see what's going on in front of you Mhmm. And I think a lot of people that aren't successful get stuck in what they think they wanted, which is actually not what they wanted, and they can't grow because they're afraid to, or they're uncomfortable, or it just doesn't work out for them. And we see that a lot. Don't know, that's probably like eight out of 10 people in this industry.

Mike DeHaan: [16:37] Yeah. For sure. Yeah. Absolutely. So while we're on that that vein really quick, I guess when you decided to partner with Jason, aside from the complimentary skill sets well, I guess, you guys have complimentary skill sets. You guys had a mutual aligned goal and mission. What did setting up that partnership look like? A very common question Dan and I get asked, which we don't have a good answer for because we have a much longer relationship than just our business, but you guys kinda didn't. So how did you set up your partnership in the beginning to make sure it was gonna

Aaron Bihl: [17:06] be successful? Yeah. That's a tough question. Because I feel like 95% of people that wanna partner shouldn't. And like why I jumped in and bought a rental with some friends just to like delisk the situation. And I wanted them to like have the vision I had, and they never did. Right? And we sold it. We all made money. Life's good, whatever. But it was never like a good fit. And I think people do that with business partners a lot. Like, oh, I'm jumping in, this is risky, like, let's just bring someone else in. But Jason and I, so I sold him I sold him a deal. And honestly, I don't wholesale much, but that one I did, and it was just a really, like, smooth, good transaction, which I mean, you guys know the dance with wholesaling of like Mhmm. Oh, is this person gonna know this? Like, is this person gonna, like is the deal gonna blow up because someone sends the wrong email? Like, there's just that whole situation. And it was just super smooth. It went well. The project for him did not. Oh,

Dan Austin: [18:02] didn't know that. He lost money, didn't he?

Aaron Bihl: [18:03] Yeah. I mean, I think he ended up breaking even on it. They kinda priced it too high and like, it sat and then it was just like whatever.

Mike DeHaan: [18:09] Painted at that point. Yeah.

Aaron Bihl: [18:10] Yeah. Exactly. And then we just kinda like became friends. He like joined CCF and like I started like, you know, helping them with some deals and stuff. And then I think we both were kind of like, hey, what would this look like? So then we we flipped the house together. It's actually a rental for us now. And then we just started exploring this kind of that conversation and plan that out over, like, two or three months. And there was a lot of things we could have done better. Like we we could have been a lot more clear on responsibilities and and stuff. But the biggest thing for me is like, he was good at the stuff I'm not good at, enjoy doing the stuff I don't enjoy doing, and we were very aligned from like a ethical moral standpoint of like how we wanna do business. Like that to me is probably the biggest of I mean, I'll do like short term stuff with someone that I'm not 100% on board with on things, like cool, I'll JV a deal or whatever. But if I'm gonna be in a long term partnership relationship, whatever, there's just a lot of things more important than like, hey, do we work together? It's like, cool, how do we do business? What matters? How do we treat people? All of those things that we were very, very similar on. And then over the course of time, it's just been figuring out how to stay out of each other's lanes, which we've recently gotten better at, but that's definitely a process because and there's times when we're both doing the same thing all the time. And it's like, I don't know, figuring out how that interaction works and building that trust of We had a conversation recently and he's like, Jason's the person that's gonna sit in the office, work for twelve hours straight, might take a bathroom break, but, like, is very content doing that. Right.

Aaron Bihl: [19:50] And I'm the person that's doing, like, intangible things and, like, running around and, like, putting out fires and, like Mhmm. Talking to sellers, trying to keep deals together and, like, just weird stuff, but I gotta, like, be moving. I can't, like, sit still. But since we've had the conversation lately, and he's like, I've realized you don't do what I do, but you provide value, and I don't always know what it is. And it's a little more intangible than, like, what I do, but I know that, like, you provide value. I'm like, oh, thanks. Yeah. It's I'm like

Dan Austin: [20:17] glad I'm doing something.

Aaron Bihl: [20:17] Very endearing from Jason. You know, I'd be like sitting there, and it's like, hey, I just bought a deal off Instagram. He's like, how'd you do that? I was like, don't worry about it. Just like I did. Take your spreadsheets, like pay our bills, because I don't do that.

Dan Austin: [20:29] So when you guys first joined, and I'm curious because you said a couple things in here that are actually really important. One of them that you guys are working through the fact that you sometimes are doing the same thing, which your guys' setup is interesting, we should dive into that. But when you guys first partnered, like, what that, what did that look like? Were you like, I'm doing sales and you do things I don't like, or like, how did that work? Because you had been running the business, and Jason probably, I think, maybe a little bit less experience on running the business, maybe he's I guess newer, and so

Aaron Bihl: [20:59] I'm just curious of how that worked out. Well in my head how it was set up, was like, I'll do the sales and I'll close deals and meet with sellers, and you'll manage our rehabs and you're really good at that, And now we kinda both manage rehab. That's kinda what

Dan Austin: [21:14] I was, like, gonna say, like, that's a weird setup. That is a Wayne setup.

Aaron Bihl: [21:17] Yeah. Mean, so it was, like, kinda like all the, like, back end, like, office stuff, whatever Yep. Policies, procedures type. All that stuff, and I kind of just met with sellers. And and just for context,

Dan Austin: [21:30] Jason's a super smart space force what do you call that? Astronaut? Space force? Yeah. I what he is. Cosmonaut? He's in the

Mike DeHaan: [21:38] air force. He literally works for Space Force, which I didn't know was a real thing until I met him.

Dan Austin: [21:43] Yeah. That's right. Yeah. So, I mean, I guess my point being is he's a smart guy, so you're throwing out all these things that you did not want. Not that you're not smart, Aaron, but all the things that maybe aren't in your skill set, in your wheelhouse that he picked up. The thing that I'm curious about, now that you guys have been doing like a year, year and a half though, has that evolved into where maybe he doesn't wanna do certain things, or you don't wanna do certain things, and now you're hiring that out, or you're switching people that are doing that? Because Mike and I sometimes switch who does what, or find out after a while we don't like doing certain things.

Aaron Bihl: [22:11] Yeah, and that's changed a little bit. Honestly, I think the biggest thing is there, we were just both doing everything. Like it was like, we would both analyze every single deal. Like it's just, and I'm like, cool, well you trust me to analyze this, why are you analyzing all of them? You trust my rehab numbers, why do we both need to do this on everything? And then it was like, on projects, we'd both be communicating with our contractors, and we'd both, we just kinda like double working a lot of stuff. Yeah. And that's like changed over time, and you know, since getting a business coach has really like helped. Okay, these are all the like things that have to be done as a company in our business, like who's responsible for this, who's responsible for this. So it's just been more more clarity on a lot of that stuff. I don't know that we've changed a ton. Mean, still does all a lot of like, administrative, you know, kind of back end type stuff, like transaction coordination type stuff, data, it does

Dan Austin: [23:05] like your data and marketing.

Aaron Bihl: [23:07] Marketing, and I'm more just like the, I guess, visionary for the company, and I'll be like on marketing stuff, I'm like, hey, we should do this, this and this, cool, like make it happen. And that and just like anything like meeting sellers, sales, all that. So quick question here, this is Mike and I have

Dan Austin: [23:24] an answer to this. Are you okay if Jason makes a decision and you guys lose money? Yeah. Okay. Yeah. That's where Mike and I I think we figured out earlier on in our partnership where, oh, let me run the comps on that, me run the comps on that, and inevitably, we're both gonna come back with different numbers.

Mike DeHaan: [23:39] Mhmm. It's finally like,

Aaron Bihl: [23:40] okay, your job

Dan Austin: [23:41] is to come up with a max offer, my job is to come up with rehab budget, If either of us screw that up, oh well. Yeah. You know what I mean? Okay. That's a tough thing for a lot of people though, and where partnerships fall apart, I think it's because they have these two people that need to be the decision maker in everything, and if their decision's not selected, it's like a battle. Mike and I have overcome that, and that's not an issue for us, and I think what happens then when those types of people partner up, when one person does make a decision, that's inevitably gonna happen, that may not be what the other person would have made, and money's involved, all of a sudden shit gets weird, and then the partnership falls apart.

Aaron Bihl: [24:20] Yeah. Yeah, there's definitely some of that, and I would say I'm probably a little better, but like, I'm like loyal to a fault, but also like, early on, like, Jason would, like, ask me my opinion on things, and I'm I'd be like, dude, like, I trust whatever you do. I don't like like, I remember him telling someone, if Aaron says he doesn't, like, care and doesn't need to be involved, like, he really means that. Like, I don't care, like, what color tile you pick. Like, if I tell you that I don't like have an opinion on it, like I trust that you're gonna do it and do it right. Yeah. I mean, obviously, the hard part with that's like, you lose money on a deal. Like, it's really hard to never get in the frame of like pointing fingers. It's easy to, like, look at something and be like, oh, well, you did this and this happened. And it's, like, just not, like, helpful when the reality is, like especially in last year, we bought a handful of deals we've lost money on, which prior to that, like, and maybe lost money on a deal. And we still have a few turds we're selling right now just because stuff at the market, but it's stuff we look back at, and we would have made the same decision again. So but it's it's hard with those to be like, well, you wanted this one or, like, you really pushed for this, and it's like, it's just not, like, healthy. No.

Dan Austin: [25:34] It's not productive.

Aaron Bihl: [25:35] We're pretty good about not, you know, not pointing fingers, and it's more just like, cool, what's in the past, let's figure it out, let's move forward. But Yeah. It doesn't like help to be like, well, Jason bought the bad deal, or like, Aaron bought the bad deal, or you hired the idiot contractor, whatever that looks like. It's just I don't know. It's something that we've and there's always that temptation, like, to think that I'm always right and don't make mistakes, but it's just

Mike DeHaan: [25:58] not healthy or helpful. Well, honestly too, if your business is in such a position that one person makes a mistake and it causes major problems, you need to reanalyze your business. Sure. You know, you you do business for long enough regardless of what it is, whether it's real estate or selling widgets or you're a, I don't know, a landscaper. Right? Like Yep. Things will go wrong that will cause you to have to do extra work that will cause you to get a bad review that will cause you to lose money. That's just part of the nature of business. Right? But you just need to be you need to find people that are mature enough with a long term mindset to be able to get past that and aren't gonna play the blame game. And then I would say if you somebody does get in a relationship and you constantly have someone who fucks up all the time, then you should probably end it. But if you know people make mistakes.

Dan Austin: [26:43] If they're not taking ownership for it. Yeah. That's the problem.

Mike DeHaan: [26:46] They're not taking ownership. Yeah. Exactly. Cool. Awesome. So yeah, that I appreciate all that insight. You know, it's it's like, it's a very common question that we get, and we never quite have good answers for people. But I would love to dive into the little niche you guys have carved for yourself in San Antonio, which is as self proclaimed trailer boy, which is funny that started as like an old joke in CCF when you started buying up all these trailers and nobody else wanted. But you guys have done some really huge deals with mobile homes. And even at this day, I always laugh because we'll talk to newer investors, you know, like the instant investor program and other things. And they'll be I don't wanna look at that one. It's a mobile home. I'm like, I know a guy that does like has done like 6 figure deals with mobile homes. Yep.

Dan Austin: [27:27] Dude, putting freestanding soaking tubs in the master bathroom in a mobile home.

Mike DeHaan: [27:31] Yes.

Dan Austin: [27:31] Just crush it. That's not

Aaron Bihl: [27:33] the norm, but, you know, sometimes. Yeah.

Mike DeHaan: [27:36] So I'd love to just, like, dive into sort of how, I guess, first off, how you sort of got into that. And for people that, you know, get these mobile home leads, these opportunities, what are some of the gotchas? What are some of the things that you look for that make good opportunities? You know, you guys have done a lot of them, so I'd love any any insight on them.

Aaron Bihl: [27:53] Yeah. So I mean, kinda how I got into it, through a few things. A conversation with a friend who I was talking to about marketing, and he pretty much just challenged me with the idea of like, there's something in your market that other people aren't seeing. Mhmm. Might be condos, it might be land, it might be any number of things. But, know, there's probably something outside the, like, absentee with equity that you can find and figure out that you know, if you're able to figure out there's probably money to make. So that kind of like coincided with our buddy Jacob Kline in Florida, who's in a really expensive price point and started buying mobile homes. And then I started looking at it and was like, would this work here? And then I just started mailing them because I just thought that like, I kind of had this hypothesis on it. I started looking in areas where they sell because normally mobile homes are a little more outside the city. And just to clarify, we only buy them if they're on land. We don't do the like buying a home, sell it, owner finance, move it out of the home, any of that. Like, sure there's money to be made, it's not our thing. But started figuring that out and I was like, because the big thing that will come up, which we can dive into more, is like, will someone be able to finance it? Like, will they even get a mortgage on it?

Aaron Bihl: [29:04] Yeah, great. But I started looking at some comps in some areas and was like, okay, some of these have mortgages, some of them don't, but there's enough cash sales that I really don't care. As long as there's cash comps and someone will buy these with cash, I don't care if they can get a mortgage. So that's kind of how I approached it. And then over time I figured out it's really not that difficult if someone's owner occupying it to get a mortgage on it. Yeah. But yeah. So, I mean, it's like a thing of we get we mail them. We've done other stuff. We get really good response rates. You know, there's a lot of tricky things about them, which I know, dive into some of the the big, like, two or three things to, like, look out for. You guys can interrupt me whenever I feel like I'm just I'd love to hear the two or three things to look out for. Yeah. So, I mean, the the big thing for me, wanna make sure it's on land. It's on land. I'm not messing with it. The other thing there comes down to the year it's built. So we kinda found out the hard way that if you buy one before 1978 when FHA or HUD or whatever changed their guidelines for how manufacturing requirements for mobile homes.

Mike DeHaan: [30:04] Yeah. It's about, like, how how flammable they are. They made it so they couldn't use just a completely flammable material anymore.

Aaron Bihl: [30:10] Yeah. So you get one before 1978, you better sell it cash or under finance it. So Mhmm. Which we had a really nice one that we remodeled and financing kept falling through and turns out no one wants to touch them. Yeah. But it was like completely remodeled and nice in a really good area. So let me ask you a

Dan Austin: [30:27] question on this though, have you had success doing the owner financing route when you buy them? So say you pick one up for pretty dang cheap and you could do that, would you and is that a successful exit?

Aaron Bihl: [30:39] Yeah. We have. I mean, so we won now. We sold for we bought it for a shoot. I'm trying to remember the numbers on it. Like, 55, we put 30, 40, put like 30 in it, just ran it for like 85. And we sold it for 170 and they put $90 down or something. They said they covered on their down, we got all our money out. So Wow. Yeah. Now we have a $90,000 moat at like seven and a half percent that we own for That's pretty sweet. The hard part about owner finance stuff is the getting your money out of it or like the back end financing, which is a lot based you know, relationships with banks and, you know, proof of concept of a lot of that. But one of our buddies in town who does a lot of owner finance, like, I've convinced him to start buying mobile homes that we sell them, and they work for that. But yeah, so yeah, with that, the year they're built, obviously matters. So I just as a rule of thumb, if it's before 1980, it better be like free. Yeah. The hard part, you know, with financing is kind of a two part thing. So getting a either hard money lender or private or whatever to loan on a mobile home is is difficult for some reason. And a lot of times the, you know, your standard hard money lender will do 75% minus repairs on their loan. On mobile homes, they'll either not touch them because they're scared of them or don't think they have value, or they'll do like 65%.

Aaron Bihl: [32:09] So honestly, it forces you to get better deals. Mhmm. And a lot of these, you know, people just assume they don't have value. So I'll go in and, you know, we might offer like the land value, and then like we'll get a mobile home and fix it up and, you know, make good money on it. And there's all this like weird like stuff around, you know, has it been moved this many times? Is it on a permanent foundation? All this stuff for financing. So our process is, like so generally with mobile homes, the land is titled through, like, your normal, like, county, whatever. The mobile home is through it's almost like a car, right? Like a DMV, yeah. Yeah, it's like our manufactured housing division, but they have their own titling process. So one's personal property, one's real property. So one thing we always do is convert them to real property, which is pretty much like the mobile home we're making it a house. There's a lot of weird stuff around like, oh, do you have to take the axles off? Do you take the wheels off? When it's literally just a formality. Yeah. Like you tell like, you tell the taxing entities like, hey, we want this to be a house now, and they're like, cool, fill out this paperwork.

Mike DeHaan: [33:14] It's a house now. Yep. Yeah. How did you figure out all this process? Right? So like people are listening to this like, damn, there's like a lot of things. Yeah. I know you didn't go to mobile home buying school. Yeah.

Aaron Bihl: [33:26] I mean, honestly, you just kinda do it as

Mike DeHaan: [33:27] you go. There you go. That's what I wanted to hear.

Aaron Bihl: [33:30] Dude, we're we're super lucky we have a badass title company that Mhmm. Like Like, they're really good at working investors, they're really good at figuring things out, and I had a relationship with them to the extent that they're like, you know, they didn't do a lot of these, they would figure them out. You know? So now they know exactly like how long things take, who to talk to at TDHCA, which is like the manufactured housing division in Texas. So they've figured out a lot of stuff. They credit me with, like, some extra questions on their forms of, like, hey, is this a mobile home and, like, some stuff with that. But honestly, it's just a thing you kinda figure out, and then over time now, like, I know what that entails, how long it's gonna take, a lot of those details are like, hey, there's no serial number on this. What do you do if there's no serial number? Or just kind of nuances of it. You know what

Dan Austin: [34:18] you do when there's no serial number, you're like walking around some trailer looking for a serial number like Mike and I have done, and then some dude rolls up What with a

Mike DeHaan: [34:27] are you doing? That that happened to us. We were going through this needle infested mobile home. Yeah. And literally the the neighbor rolls up Oh, so bad. Packing heat, and then he was like, what are you guys doing? And we're like, we're looking to buy this place. And he like put his gun back in the holster. He's like, okay, There's

Dan Austin: [34:41] a lot of homeless people around here.

Mike DeHaan: [34:43] Yeah.

Aaron Bihl: [34:43] Yeah, that's fun. But you're right.

Dan Austin: [34:45] That's something Mike and I we had to learn like, we're like, where is the serial number on this thing? Like, we'd had no idea. So you learn as you go when you find those requirements.

Aaron Bihl: [34:53] Yeah. And then there's like, at least in Texas, there's like a special like process, get a new one if it doesn't have one.

Mike DeHaan: [34:59] Mhmm.

Aaron Bihl: [35:00] Which is like jumping through hoops and like that, like department you call and it's like, you can't like, you just go through like whoever answers the phone. Like, won't give you a direct line and just like, well, we're working on it. You never know how long anything's gonna take.

Mike DeHaan: [35:12] Yeah. Right.

Aaron Bihl: [35:13] And then the other big thing is like foundations. So which I've not really retrofitted that many, but so if if it's gonna get an FHA loan, which we a lot of our buyers are FHA loans on trailers,

Mike DeHaan: [35:25] there

Aaron Bihl: [35:26] has to be a process of it having a permanent foundation, which is kind of it's kind of nonsense, honestly. Like, they literally like, you hire this dude for like, 2 or $3,000, and he goes in and like, pour some concrete and puts like a some steel posts and like welds it to the trailer and then they call it like permanent foundation. And they get like an engineer stamp. Nice. That's just Texas though. So there's like some of those weird things that like you just gotta figure out along the way of like, you know, how can we finance this, how can we sell it, banks work with people on this stuff, but you know, like anything, know, you get paid for figuring out and solving problems. Exactly. Yeah. So a lot of fun we've done, we've done some pretty good deals on them. Nice.

Mike DeHaan: [36:07] Done some huge ones. Yeah. And I I think a a big takeaway from that too that we pointed out is because there's these extra hoops, people might be listening to this and being like, man, that's a lot of extra work. That's why you have so much more opportunities.

Dan Austin: [36:18] Yeah. Yeah.

Mike DeHaan: [36:18] Right? And, you know, you've way less competition on the deals. These sellers, as you said yourself, they don't always think it's worth anything. Do you just offer, like, the land values and get much deeper deals? It is like, there's just so much opportunity. And like you said, every market has something like that, right? You just gotta identify what it is.

Dan Austin: [36:38] Yeah. Like, the one thing I just wanna point out on this, Mike, is like, people the reason why people think it's hard is they'll hear something like, oh, financing's hard on mobiles. So like, I don't touch mobiles. It's like, what do you mean it's hard?

Mike DeHaan: [36:49] You have no idea why. They hear that one time from somebody and never look at them again.

Aaron Bihl: [36:52] They're like, oh, did you take the wheels off? How many times did they move? And I'm like, the standard answer is like, it's never moved.

Mike DeHaan: [36:58] Yeah. Yeah.

Aaron Bihl: [36:59] You wanna see if it has a foundation? Send your people out. Like, everything's there. Everything it needs is there until, like, you prove it's not. Like That's a great perspective. I don't care how many times it's been moved. It's never been moved. Like, I don't care. But honestly, the the other big thing is, like, rehabs are super straightforward on them. Like Mhmm. If it's built after 1980, you're not rewiring it. You're not replumbing it. So there's a lot of like, I look at them like, if this is completely in shambles, it's gonna cost x because the square footage of it, I know what materials cost, you know, the surprises are like, the floors are soft. But there's not the like, big ticket issues that you don't, oh, shoot, we had to re plumb the entire house or here foundations are big deals. There's not like the, oh, the slabs needs fixed. Oh, when we fixed it, we broke all the plumbing lines. There's $30 we didn't expect. So honestly, I think they're pretty straightforward as far

Mike DeHaan: [37:47] as that stuff goes, and I like that about them as well. Yeah. Yep. Awesome. Good stuff, man. I love I've always admired from afar some of the deals and stuff you've gotten into. Because I was editing too is there's this preconceived notion that people have about mobile homes, like, it's only for poor people where they're always shitty. You guys make some of those things, like, freaking nice, man. Mhmm.

Aaron Bihl: [38:06] Well, and it's it's strange. Like, we'll meet people that live in, like, nice subdivisions, and they're like, I just wanna go out and, like, live on some land, have a mobile home. And I'm like, you have a $350,000 house. Why do you want that? But there's this like, I mean, maybe it's everywhere. It's definitely a Texas thing of like owning land is like a big deal. So like a lot of these are on

Mike DeHaan: [38:26] It's a red state thing. We have the same thing in Idaho. Because a

Aaron Bihl: [38:29] lot these are on a half acre and we've done several on up to like 10 acres, but it's like, cool, I just want land and I can't own it without, you know, this. So I don't know. I don't like my thing is like, don't have to understand why people want them or wanna live there. Like, I don't wanna live in them, but as long as someone does, we'll figure it out. And you only need one person to be able to sell it. Exactly. Yeah. That's a

Dan Austin: [38:48] good point. You don't have to live in it because somebody else will. So many people overlook that when they're trying to do a rehab on a project or select a property to buy. They're like, oh, I would never live here. It's like, no shit. That's why you're the investor. You're not the you're not the end buyer. Yep.

Aaron Bihl: [39:02] Yeah. Yep. Yeah. Exactly. Awesome.

Mike DeHaan: [39:04] Cool. Well, good stuff, Aaron. I appreciate all the insight and everything. We're going to start wind down the show here and dive into our final three questions. So the first question, I know you have a shit ton of these because I've talked to you about a lot of them. But you gotta pick one.

Dan Austin: [39:17] You got some good ones.

Mike DeHaan: [39:18] What is your craziest real estate investing story?

Aaron Bihl: [39:22] Oh, man, can can I do two if I'm quick? Sure. Okay. The quick one is we bought this house like an hour or so away. We get to closing and it had been listed before. I didn't really think anything of it. It was listed for like 110. We bought it for like 60. And then I remember talking to his two brothers that owned it 190% of other one owed 10. And he had kind of in passing told me his brother is like Vietnam vet and like, you know, has some PTSD and stuff going on. And that's why, you know, they decided not to use realtor. So we get to closing and dude, like, literally shows up in his wheelchair, gun in his bag, pulls a gun out in closing and threatens to shoot everyone in the Title Office.

Mike DeHaan: [40:00] Oh my god. My god.

Aaron Bihl: [40:02] Which I remember, like, I look back and I'm like, oh, he just kinda said that in passing, knew many of it. And then they, like, call the police, and the police is like, well, like, if he tries to shoot people again, just, like, walk away.

Dan Austin: [40:13] That's so Texas. That's so Texas.

Aaron Bihl: [40:15] They, like, literally did nothing. It's like, well, he's if he brings out his gun, like, don't engage. And I'm like It's like a bear. He just bad boys just But got then somehow, like, he, like, calmed down, put his gun away, left it in the car, and then came back in and signed. Wow. Totally. That was a random, bizarre one. And then, like, after that, we we hired the same agent, and she like told me these like horror stories of like him calling and like threatening her and stuff, and how her broker was like, you're not allowed to list this house anymore. And that was like how it actually got canceled. Wow. And then the second one, which is not super crazy, it's more just like the most bizarre story I've ever had. We had this seller who every time I talked to her, like, had a very distinct, like, Irish accent, and everything was always just like, you know, she's so busy, you know, her job and, like, Russia and Ukraine. It was always like, she would never say what she does, but always alluded to like some sort of, you know, government agency something or other. We eventually buy this house, and it's like it's months, so she like keeps canceling because like she's so busy at work and all this stuff. And then I get there and she's walking me through the house in her like Irish accent or Scottish or whatever it is.

Aaron Bihl: [41:22] Maybe that's offensive, but I don't know which one, but whatever. Not offensive. Anyway, so she's showing me, oh, I took this picture, this is where I grew up, telling me all these very detailed stories about her family in Scotland or Ireland or whatever. And even, like, the way she would say things in a different, like, dialects of English, like, she would, like, phrase things that, like, isn't how you'd say it The US. Right? And this went on for months. And then I remember talking to our title company, and I was like, oh, yeah. Like, she's from Scotland. She has this cool accent. They're like, no. She doesn't. And and so I talked to one of the girls then. She's like, she doesn't have an accent at all. I was like, no. It's subtle. You just don't notice it.

Dan Austin: [41:59] Subtle.

Aaron Bihl: [41:59] No. She definitely has an accent. And then I talked to Steven, who's like a male in the office who closes everyone, and he's like, no. She definitely had an accent. So we're all, like, you know, arguing whether or not this lady has a freaking Irish accent. And I was just like, no. You guys are wrong. You just don't notice it. And Steven was, like, on my side with that, and that they're just like, no. She doesn't. So with men, she has an accent. With women, she doesn't.

Mike DeHaan: [42:23] Yeah. Yeah.

Aaron Bihl: [42:23] And so we buy her house, and she refers me to her sister. Well, so I look at her sister's house, and her sister's, like, 100 American. I'm, like, walking around, and I'm like, so how do you not have an accent? She's like, what do you mean? She's like, what do you mean I don't have an accent? She's like I was like, well, your sister like, you guys are from Ireland. Like, how do you, like, not have an accent at all? And she has, like, this very, like, distinguished, you know, accent. She's like, she's not from there. She's like, that's all a lie. Oh my god. And then she's she's, like, telling me this whole story of, like, I can't believe she did that to you. Oh my god. She always that's why her husband left her. Like, all these lies and stuff. She's like, she's always meeting these guys on the apps, and every time it's some elaborate story that she can never keep up with, and then she'll, like, introduce them to us, and we we can never keep up with their stories. And she also tells me how her, like, son, like, naturally speaks Russian and is gonna work for the CIA even though or FBI or something, even though he's never learned Russian. And I'll, like, you know, she had a friend of the agency test his fluency and all this, like, bullshit. So then I'm like, okay. One more question.

Aaron Bihl: [43:24] What does she do for work? Like, does she work for, like, the government? And she's like, nah. She she works at Walmart. She's an admin at Walmart. So this lady just, like, makes up this crazy weird story of, like, how she's from, like, Ireland or Scotland, and it's, like, everything she's talking to weaves into it of like Oh my god. All this stuff. And then her sister's just like, nah. She's full

Dan Austin: [43:47] of shit. That's hilarious. She works at Walmart.

Aaron Bihl: [43:49] And it's one of those you're like, it's not scary or bad or crazy, it's just real, real bizarre. It's just odd.

Mike DeHaan: [43:56] Yeah. It's just weird.

Aaron Bihl: [43:57] Of course,

Dan Austin: [43:58] you would run into that person, of all people.

Aaron Bihl: [44:00] Yeah. Right? Yeah. Yep.

Mike DeHaan: [44:01] So She was propositioning you, man.

Aaron Bihl: [44:03] She was like I mean, probably. And then her sister's like, you can never tell her I told this. I'm like, when would I ever talk to her again?

Mike DeHaan: [44:09] Yeah. Right. Oh my gosh. Yeah. That's a weird one. That is a

Aaron Bihl: [44:12] very unique one. That's funny. It was just very strange. Yeah.

Mike DeHaan: [44:15] Awesome. Alright. Second question. What is the number one tip you would give to a new investor that can get started, or a small investor that can take the business to the next level?

Aaron Bihl: [44:24] Yeah, for a new investor looking to get started, I would figure out someone to do a deal with. Figure out a way to, like, actually provide someone value. I know you've, like, mentioned on this of, Mhmm. You know, people doing things aren't actually providing me value. But, I mean, if someone, like, actually brings me a deal, like, wanting to, like, help them and figure it out, like, don't wanna, like, do the, like, coffee and pick your brain situation. But also, like, we've, you know, helped someone flip a house, so we assign it to them. And it's kinda like, hey. We'll help you with this, but, like, no. We're making money on it. So Definitely. I think people get really greedy with, I don't wanna give up anything or feel like I'm giving up anything. And it's a lot better to learn from someone who's gonna help you figure it out than to lose a shit ton of money on your first deal, like trying to figure out on your own. Right. And then I mean the other thing, you're trying to take your business to the next level, I think it's getting around people that have done it before. Okay. You know, you can figure it out on your own, you can pay to learn or you can get in the spaces and pay to learn from people who've already done it and just kind of accelerate that process. Yeah. That's been super, super impactful to me and I'm sure you

Mike DeHaan: [45:26] guys as well. So valuable. Absolutely. Yeah. That's a huge thing. Alex Ramosy says that a lot too is like, you can learn anything for free these days on like YouTube. But if you go and you find someone you're paying for speed Mhmm. So it comes down to is it worth it to save the money for you to take a year to figure it out, or is it worth it to go pay the money if you learn it like next week or the next two weeks? Totally. And as we all know, success rewards speed.

Aaron Bihl: [45:49] All the sales and marketing stuff, like it's easy to waste a lot of money

Mike DeHaan: [45:53] Oh, yeah.

Aaron Bihl: [45:54] Not knowing what you're doing. Like, cool. Well, try to run Google Ads on your own. Mhmm. Like, you turn on the wrong thing, you just wasted like thousand bucks. Or even just direct mail. Right?

Mike DeHaan: [46:02] Like, I was messaging with someone yesterday who's was coincidentally also in CCF, and I always think it's funny. I get a lot of CCF people that like DM me asking for things. I'm like, isn't that why you're in that group still? Right. But and and he's like, yeah. So I've been just sending out just absentee owners with 30% equity and just doing that, and I've wasted, like, $20,000 in marketing. I'm like, well, you're not doing any, like, niche list stuff. You're not actually targeting people that have distresses. You're just hoping you're gonna find a landlord that wants wants convenience. Right. Which in Nashville, Tennessee, which is a very hot market, is going to be difficult to find. But anyway, cool. That's great advice. Alright. And last question, where can people find you, follow you, and reach out to you if you'd like them to do so?

Aaron Bihl: [46:44] Yeah. Probably the best place is just on Instagram. It's just first name dot last name. So at Aaron dot Beal. And Beal is b I h l? Yep. Glad to help people or, you know, answer questions or if you just wanna see me talk shit, there's a lot of that that goes on.

Dan Austin: [46:59] Aaron's got a great Instagram.

Mike DeHaan: [47:01] He does. I I highly recommend Aaron's Instagram. You guys should definitely get him

Dan Austin: [47:05] a follow there. That's good.

Aaron Bihl: [47:06] Cool. Yeah. You do some great stuff. Awesome. Thanks, guys. Cool.

Mike DeHaan: [47:09] Yeah. Yeah. And I always appreciate on your on your Instagram too how you're just no holds barred. You just like blast a lot of the the bullshit. Most a lot of people are too afraid to do that. So Yep. It's very, very entertaining.

Aaron Bihl: [47:21] Honestly, my thing is like, I don't want people to like lose money like on dumb shit. Like Yeah. Great point. It's easy when you're in the game to like see see through it. Like, hey, you said you make $10,000,000 a month and you're excited about raising like $200 in private money, like that doesn't add up. True. Yeah. But it's like, it's one of those things if you're not in it, you don't really you don't see it, you don't see the things, and you know, I just want people to, you know, learn from people that are good.

Dan Austin: [47:45] Agreed. There's enough ways to lose money in real estate, you don't need somebody ripping you off or telling you bullshit that takes you down the wrong path.

Mike DeHaan: [47:51] Exactly. Yeah. No kidding. But awesome. Cool, man. Well, thanks so much for hopping on the show. We really appreciate it. And I've really enjoyed, you know, being friends over the last couple years too, man. I'm excited for more years and continue to grow our businesses together. So hopefully, you guys got some good information out of that. You should absolutely reach out to Aaron on Instagram. He is a super helpful guy more than happy to talk to you about anything, whether you want to mutually talk trash about if they're investors or influencers, or you want some help looking at mobiles, or just some general guidance on being an investor as a whole. He's more than happy to do that. That is one thing that a lot of people have said between other groups that we're into is, I regularly guess off of like, oh, I saw you and Aaron answering questions for people in the Slack group. I was hoping to just talk to you directly. Aaron's always the second person on that too. So he's more than happy to chat with you as well. It's just that kind of guy. But yeah, please go give him a follow shoot him a DM. And you should share this show with anybody who might find it interesting. Anyone who's interested in real estate, anyone who is interested in mobile homes, business partnerships, all that was covered today. And thanks for listening y'all. I'll talk to y'all next week.

Dan Austin: [48:57] See y'all.

Speaker 2: [48:57] Thanks for listening. Please leave us a review on iTunes or wherever you get your podcasts, and check us out at collectingkeyspodcast.com for tips and guides on starting your own real estate investment and wholesaling business.