Live From Keys Con 2024

Mike DeHaan: [0:00] Real quick, guys. If you want to take your real estate investing business from 6 to 7 figures in the next twelve months, and you wanna do without being a slave to your business, then you have to check out our scale community. You can get the full details at collectingkeys.com/scale. But very basically, it is a community of like minded investors who are working to become the absolute top tier investors in their market. Along with three coaching calls per week led by Dan and myself, we also have a whole bunch of videos and materials that go into all the different SOPs that we use to run our business on a daily basis. This includes how we manage our sales team, how we hire, how we do our marketing systems, how we get the best assignment fees possible, how we do renovations, how we do all the different kinds of creative financing. And if you are serious about taking your real estate business to the next level, it is absolutely something that you should check out. So go to collectingkeys.com/scale, see all the details, and see if you're a good fit. What is going on, guys? Welcome to today's episode of the Collecting Keys real estate investing podcast. I apologize if you sound a little bit weird today, but Dan and I are recording here on-site at our keys con twenty twenty four event. And we're awkwardly set up in this really sick Airbnb that we got in Palm Springs. And we have tried to piece together a it's super nice place. But because we're not video and audio professionals, we have people that do that for us. We have, like, our phones connected to a couple different microphones.

Mike DeHaan: [1:36] And so hopefully, it sounds so good. Because if it doesn't, then you probably won't hear this, but that's okay. But we are down here for our Keys Con event. This is the first time to your to the show. This is the podcast feature to make massive income, not just passive income with your real estate investing business. And Keys Con is an event that we put on every year for our scale community members, which is basically a two and a half day deep dive slash workshop into their business. And we have a whole bunch of different topics we're gonna be covering down here. So I'm super, super excited. The last one that we had I mean, it was a game changer for a lot of our members. Like, how many people have, like, either scaled immensely or, like, left their w twos or stuff since we did that one? Probably at least happy attendees, if not more.

Dan Austin: [2:19] Yeah. We are looking back to just like kind of like, hey, what were the intentions of the last folks, and then where are they today? Just to kinda show the twenty twenty four attendees, like, if you set proper intentions and you actually follow through with what you're learning, you can actually make huge, like, leads. So I think everybody did, like, make huge leads in their business. So I just picked, like, four random people and, like, yeah, left their w two job doing had never done flips or wholesaling. We got guys doing multiple flips in wholesaling. Like, I mean, tons of stuff going on. I guess, it was pretty impressive to actually take some time to look back. So we hadn't done that before.

Mike DeHaan: [2:50] Yeah. And I I think it'll be I mean, it helped us kinda build the curriculum for this one as well because the last one was our first one. This is our second one. We plan to continue doing these in the future. But the great thing is about going to, I would say, like, repeated events, right, is if your hosts are good, which I like to think we're proactive, we can build out a better curriculum every single time, better workshops, better focus on things. We also have a guest speaker that came down this time, which is Cody Cressey, who's our local partner in Spokane, who helps us close our deals and does our acquisitions for us there to actually, like, lead the sales portion instead of us leading it from, a managerial view. He's gonna be leading it from a boots on the ground view and doing a lot of the soft skills and stuff like that. So it should be good. And and, you know, what we did this time, just like we did last time as well as we built out the curriculum stuff we're gonna be going through based off of what the specific people coming wanted to see. And so it's like a custom built sort of setup. And it's not something that like, I don't know, we're gonna have just scripted and built out. We're gonna get very, very still very quickly.

Dan Austin: [3:53] So Yeah. And I wanna be fun for us either. Right? Like, a lot of times you go to these events, it's generic. Right? It's like, oh, you come to that event to get these things. You're not getting anything other than that. So if you needed something else, you're not getting it. We try to keep a base, but then also have like, hey, here's something that everybody said they needed or saw only a few people said they needed. So we wanna add that in to make sure, like, you can truly scale your business, because that's the goal here.

Mike DeHaan: [4:14] Exactly. So yeah. We're gonna be let's see what's in the first day. First day, we start with, like, some mindset and goal setting stuff in the morning, which we really, really good and sort of going through, you know, company org charts and seeing where exactly you should be working in your business. You know, are you actually working the parts that align with your strengths? What pieces should you be looking to, you know, hire out sort of sooner rather than later to help you grow? That'll be the morning. And then we're doing the afternoon. I can't remember. Afternoon is like the pipeline review, how we manage.

Dan Austin: [4:43] Yeah. Afternoons like where we kind of give out the playbook to how we've been successful from a pipeline, because that's something you can standardize. Right? And, like, we have built, like, over the years, kind of evolved and built our pipeline management. So you'll be talking a lot about that in in the different KPIs we're following and the different ways that we are actually trying to close and close more deals, squeeze more juice out of the marketing we've got.

Mike DeHaan: [5:02] Exactly. And taking a focus on actually learning how to work the leads that you have and not just, like, generate them and wait and see. Totally. Right? Or, like, just, like, thinking they cause me to generate more because one of the biggest areas where people tend to drop the ball in this business is they don't work the least they've already paid for. And if you're doing target marketing, which you recommend, then there's a whole process around how you should be approaching every single person that calls in or engages with your company. And so with Daphne, we're gonna be focusing on how we standardize that with us and our team. And then Saturday morning, it's gonna be all Cody talking about sales. We're gonna be doing some sales training, some, like, little group exercises. We're gonna actually have people making sales calls on-site here so they can be getting their feet wet and getting, like, some peer to peer reviews on their sales calls.

Dan Austin: [5:48] That scares you. That's been a fan favorite for people that attend. So if you're scared about it, it should be but it's also a fan favorite.

Mike DeHaan: [5:54] Yeah. I mean, it's definitely a vulnerable place to be when you're sitting amongst a group of your peers and you're being put on the spot to make sales calls because, you know, if you've ever made follow-up calls before, even if they're like fresh fresh leads, right, you don't know if that person's gonna be receptive, if they're gonna chew you out the second that you get on the phone.

Dan Austin: [6:10] Yeah. What they're gonna say in front of people and how you're gonna react in front of, like, your peers.

Mike DeHaan: [6:14] Yeah. But that's also how you get better. Right? And so that'll take up the morning on Saturday. And then Saturday evening or afternoon, I guess, we're going to be going into how to maximize the potential of all the leads that come through. So looking at different monetization methods, looking at how to determine the actual true value opportunity of the different deals that come through. And like when does it make sense to wholesale versus flip versus do innovation versus buy it as a rental, and how to figure out that cash flow problem with your business. That's also another very common thing that happens. Then we'll be finishing out with a twelve week accountability exercise, where everyone's going to be taking everything they've learned throughout the weekend, building it into actual actionable steps that they can use to go home and, you know, not just like leave with a fuzzy feeling of, like, I thought you got a lot of that, but they actually have homework of what they need to do to actually move things forward at that point.

Dan Austin: [7:06] Yeah. Totally. They yeah. You know, get out of once you're out of the church camp or whatever people call it mindset, you need to have something tangible to follow-up with, because you can get home. And by the time people's land, get back to the screening on Monday, you come to a vet like this, they they just lose it all. They maybe do one thing that they learn, or they don't know any of it. So what we found to be successful is, like, building out. We kinda give a framework and a structure how to do this, because we did and we're doing all the same shit, right, that that we're teaching. Right? And so we've done it all, and so we give kind of our advice and build that framework of how to do this for the next ninety days, how to be successful, because that's, like, the most crucial time. When you pay to come to a place like this, like, that's where you're going to get the most bang for your buck is that first quarter, honestly, after you attend an event like this, and most people waste it. We don't let people do that.

Mike DeHaan: [7:49] Hey. We really appreciate being a listener of the Collecting Keys podcast. Did you know that we also are on social media and on YouTube? Should go and shoot us a follow on those as well. You can find both Dan and I on Instagram. I am at Mike underscore invests. Dan is at investor man Dan. You can also find short clips from the show at collecting keys podcast on Instagram. And if you wanna see our faces talking while you're listening to this show, or you wanna check out some of our crazy animated adventures we've been putting together into some funny little web cartoons that sort of show the crazy stories that guests tell on the show, then you should go over to YouTube and check out the collecting keys channel. Shoot us a subscribe over there. It really helps continue to grow our audience. We really, really appreciate it. Well, anyways, enjoy the rest of show, you guys. We appreciate you all. I mean, big focus that we have as well with this is we want things to be actionable. Right? Like, come here because so many people put on these big events. And sure, you can I mean, this is a pretty luxury spot? So I'm not gonna say it's not like a luxurious sort of things. Like, these places are sick.

Mike DeHaan: [8:48] Right. That'll be a really fun time. But there's so many people that put on these events and like, oh, we're like going here. We're like going yachting. We're going on jet skis. We're going to do whatever it can't you're gonna get talk business with people. It's gonna cost you $5 to come to, like, a weekend in Mexico, do all this stuff. That's awesome. Like, it's a great sort of fun memorable thing, but that isn't what's gonna make you a millionaire in the next year.

Dan Austin: [9:08] Right?

Mike DeHaan: [9:09] Probably not. Like, it might feel like a couple people there, but our goal is that for every single person that comes here, that they're gonna be able to look back over the next twelve months and be like, KeyesCon was an event that literally changed the course of my business and my life going forward. And then they can go on all the luxurious vacations they want to at that point. Right? Instead of like having to stretch to do one one time to get to go and do like a super high end sort of whatever experience. They get so that's not a big deal. And you can just do that whenever you want in the future.

Dan Austin: [9:37] Totally. And like, the way to think about it is is like you come to like an event like he's con and he like you said, you earn your next level. Right? And so the goal here, we're in the scale community. KeysCon is kind of like our capstone event for helping people scale. Wherever you're in your business, if you're doing five deals a month, you wanna get to 10. If you're doing one deal a month, you wanna get to five. Like, wherever you're in your business, we're giving you the framework to scale, so that then, you're right. Like, you can go to those events where it's like, hey, we're going on the Yowl, we're having fun, but you show up with the intention of, like, I my goal is to meet one person here to give me one fresh idea. Right? Those are those are different events. You and I go to events like that where, like, we're paying to go there to be around people, hoping that we get one really good nugget. Here, it's building that base so that you can and you do do those other things.

Mike DeHaan: [10:20] Exactly. And we'll ultimately want people to have, like, a road map to what exactly they need to do, what the next phase needs to look like, and it's all just like planned out. And if they don't do it, it's only on them. It's not that they didn't know what to do, so they chose not to act on it. At that point, I don't know. We can't really help you anymore.

Dan Austin: [10:34] Can't help you. Sorry.

Mike DeHaan: [10:35] So anyways, if you are interested in coming to the next Keys Con event, these are exclusive for scale members for right now. We've to talk about doing, like, a wider one, but I don't know if our audience is quite big enough for that or if I wanna deal with, like, the larger larger event, maybe at some point in the future. But if you're interested in for right now, go to keys.com/scale and apply for the scale community, and you maybe come to the one in 2025.

Dan Austin: [10:56] Yeah. Yep.

Mike DeHaan: [10:57] Awesome. Anything else super pressing you wanna dive into on the business?

Dan Austin: [11:00] Well, what I guess what is happening in the business? We've been gone. I I just I've been getting some Slack messages while we're recording about things taking place. I mean, this is kind of the nice place, this is how we talk about it, like, scaling into the point to where, like, you don't have to be in the business every day. Like, you and I are in the business every day, but we can also now take time away. I mean, you look at it compared to when we started on. You're an entrepreneur, you're solopreneur in this business, you'll know exactly what we're talking about. It's like where you know if you leave, money doesn't come in. Like, if you leave and you're not connected to your cell phone, like, someone's not gonna happen. A title coming, you're gonna miss their call. A deal's not gonna close. Seller's gonna lose their mind. You'll lose a $20,000 fee. Or a contractor is gonna just not show up because you're out there on their ass, being sure they're doing their job. And so, like, we've gotten there now where we can take a week off. We can do things like this and not really stress. Obviously, we're still connected if people need us for emergencies, but, that's the goal of scaling. And so it's, like, you know, things are happening in business. I don't know what's going on. What are we doing?

Dan Austin: [11:51] What are we doing right now that we aren't doing?

Mike DeHaan: [11:52] I've been in the great thing is, is I don't have shipping any day. Know we've gotten a couple contracts this week. Cody got one this morning for us in Spokane. We got another one on the Southeast. I think last night, we were on the plane. And, you know, we can we have people that are already gonna be taking those and starting to figure out the dispo next strategy. You know, TC will take over from there, and our our dispo manager will start working the leads. And, I mean, our job is just to, I guess, keep things on track if things get weird and, you know, keep bringing more members into scale and keep working on, you know, for we're at the point right now where the goals are trying to find more money for being able to, you know, acquire more properties or put into our lending business or have more opportunity to do acquisitions, things like that. And then also continuing to grow our network and connections because that's also a huge place where opportunity comes from as you continue to grow. Right? Is you can keep scaling like your cold marketing, stuff like that, which is great. But ultimately, you know, they say your network is your net worth, because that's absolutely true. Especially once you kind of are somebody or you, like, have something to be able to give, then obviously, at that point, people are more willing to give back as well. And so and that's a big reason we put on events like this or, like, we have the scale community is we can have people that we help facilitate, grow, and, know, become good entrepreneurs themselves. And then they are gonna be more inclined to, like, spread the word and bring in more people into the umbrella, which brings more opportunity for everybody.

Dan Austin: [13:16] Absolutely, dude. Like, that's a that's a such a good value. It's like, and it goes back to also, like, it's not who you know, it's who knows you, which I think really relates to why do people wanna know you? It's because you're providing value. Like, you and I, like, we're not uber famous, but there's some people that know us that we don't know, because we have a platform and a podcast. And it's like, so when you go into those things or those situations, or or you're you're doing anything, and you're saying, what value can I provide? And and this is something we talked to people that attend KeyesCon or join the Scale community. It's like, you may think you don't have value to provide, but by you joining this community, you're going to provide value. Just by you being in real estate in a market, there is a way to provide value to somebody. You know? I mean, it's unbelievable how many times, like, we get, like, hey, does anybody have somebody in this market? I know a guy that needs to offload a deal. And it's like, yeah, raise your hand. Like, someone in that market. So, like, that's the cool thing about being in our community also, since it's across the country. It's in all these different markets. But there's always some value you can provide when you join a group or community, even if you don't think you can. Like, oh, I'm the new person. I don't know anything. It's like, no.

Dan Austin: [14:13] You have something. And so when you recognize that and you realize that you start providing value, that's when things it's kinda like that asymmetric growth at that point. And it's because you are growing value first, then people know you as that person who did that for another person. Right? And it just helps grow your business and scale your business.

Mike DeHaan: [14:29] Yeah. Always value even in just being a connector like that. Right? Like, many people think that they have to have, like, an immense track record in a specific business to be able to be a valuable asset. But if you just kinda, like, know people or you, know people that know people even, like, that can go really far. I mean, there's people who build whole businesses off that. Yep. Right? But they don't actually have the ability or background in whatever they kind of preach, but they know a lot of people that do. And then what they do is they basically just bridge that connection to, the masses of people who want that connection. Right?

Dan Austin: [14:59] Oh, look. Yep.

Mike DeHaan: [15:00] You know? And, yeah, that doing that on, a network level, I mean, it's it's a huge thing. It's big, big folks what we're doing. So great. Yeah, so business wise, I mean, said stuff is moving. I mean, I don't think we have any closing this week while we're gone. But we've got a couple acquisitions. And, you know, we have like, the good thing is we'll be able to go back on Monday and things won't have skipped a beat. They'll just be right back going right along. So anyways, guys, KeyzCon. If you're interested in attending the future, go to collectingkeys.com/scale, and we will teach you how to take your business from take your business 7 figures and beyond, teach you how to make massive income, just passive income, estate investing business, and then you can come to the next KeyScone twenty '25. So anyways, sorry for the awkward ending. We appreciate you guys listening. Share the show with anybody who is interested in real estate or business. And we'll talk to you guys next week. See you.