Pivot or Get Left Behind: How to Win in Any Real Estate Market (Mindset, Strategy & Adaptability)

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Welcome back, friends.
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This is the Be the Solution Podcast, and I'm your host, Maria Quatron, and I'm excited.
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I am excited to talk to Dan, the real estate man.
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Dan has been a guest on our show before, so he's a friend of the Be the Solution podcast.
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And Dan, I have a quote for you this morning.
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All right.
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Whether you think you can or you think you can't, either way, you are right.
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That's it.
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I know that quote.
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I love that quote.
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Dan, it's one of my favorite quotes, actually.
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I've been saying this quote for as long as I can remember.
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So it has to be at least uh upwards of 30 plus years.
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I've been saying that quote.
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So I welcome you to the show, Dan, and we're gonna we're gonna dive right in, man, this morning.
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We're gonna get right at it.
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Well, thanks for having me.
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I appreciate it.
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My pleasure, always, always my pleasure.
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If anything, the last few years have taught us, I'd say, let me go back.
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The last since 2020, since COVID, you think we would learn the lessons, the lesson of there really is no predictability of life of things.
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We're going through life, la da dita.
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COVID hits.
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We get through that, which was a lot for people.
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Interest rates drop.
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We're gonna interest rates drop, da-da-da.
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We have more and we think it's lasted forever again, right?
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Two percent, three percent in six months went to almost eight percent.
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So full circle in regards to real estate, these cycles greatly affect the business of real estate that we're in, whether we're buying and holding, buying and flipping, uh, land development, construction, and here you are constantly.
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We're reinventing ourselves or reinventing what we're doing in the business, and I think it doesn't have to kill you.
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No, no, it it doesn't.
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I so I've been doing it for for 20 years, but I'd say as a more full-time thing since since after roughly the last 16 years.
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So this this was really as I came in after the last cycle, after the 08 crash, is when I really started buying a lot of property.
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So I didn't really, I mean, I went through it, but I was working a full-time job in real estate was a distance side thing, and so really living through this cycle and actually being a full-time investor and doing all the things you just mentioned.
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I was building, I was flipping, and I was doing a land ground up project.
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I was doing all those things when when when COVID hit, so I could really speak to all those different levels uh uh investing.
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But you certainly use the word that um I think is is is very important.
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I talked about it once I realized things were changing, not so much all through COVID, but especially when rates change, which is pivoting, right?
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It it you you have to have flexibility, you have to have like mental flexibility.
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Um and you have to have you have to have financial flexibility.
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So it really taught me a lot of lessons.
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It's it's like you were saying, um, you you get into a routine and it seems like this thing is gonna go on forever, and then it changes.
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You're like, oh, okay, well, this this strategy is not working right now.
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This, you know, this I I have to do something different.
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I think the smart people realize that quickly and do what they need to do to actually make those corrections.
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I think you get some stubborn folks um that think that they're going to go against the market.
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The market always wins.
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There's no no outs, there's no outsmarting the market.
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No outsmarting market, and so you just have to look at it.
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And so I certainly I have projects that I either had to that I decided not to do, or um I decided to do something different than what I had um planned uh uh originally.
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I I I do have a question, it just I know you you started off with the quote.
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I was curious about why that's your favorite quote.
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I know why I like it, I was just curious why you like that quote.
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Good question.
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I believe that if you believe that something will happen and you can do something, that you can, and if you want to do something and you don't believe that you can actually do it, you'll never do it.
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So I use that of believing, finding a way to believe in yourself, believe that it's possible, and once you believe that it's possible and you take action, that thing that you want, that dream will and can come true.
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I I I agree with that.
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I I think when I when I hear that quote, it speaks to two things.
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One is the power of mindset, right?
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I mean, I know that word is thrown around a lot, but mindset and I in my life in working on mindset, I've I've I've seen tangibly seen the difference in how working on your mindset can can physically change your life, right?
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It can actually change.
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And then the other thing that quote speaks to me about is self-talk.
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What you tell yourself matters, and you and you can't escape that.
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You can't intellectualize it if if what you if what you believe in here is opposite of what you're saying, what what with what you tell yourself and what you believe is going to win, right?
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And there is no way of getting around that.
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You can learn all the strategies, they can learn from you, they can learn from me, but if you don't believe that you're capable, for whatever reason, you you will be stuck, and there's no getting past that point, in my opinion.
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Well, I agree, and uh take it even another on another level, you have to believe it unconsciously, you can say it all you want, and you can believe it consciously, but your being has to believe it, and once your being believes it, then off to the races.
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And I had it in my own life, in my own experience.
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Absolutely.
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I mean, uh most people don't realize most of most of our patterns are in our subconscious, not in our conscious, right?
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Most of the things that we're not conscious thinking, oh, let me breathe right now, let me do the it's just it's it's it's your internal operating system, and just like like just like like a computer or anything else, you have to install the software that tells it how to operate how you want it to, otherwise, you will still get that operating system, but you'll get it from outside, you get it from everybody else, and they and that's what will that will be your operating system, so you will have one whether you choose to or not.
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I prefer to choose my own.
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Unfortunately, what I found is most people, first of all, are not even aware of how they operate, but they allow for that operating system to be dictated by the outside world, and they never question it, they just accept it.
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Um, and then when they have all these issues, um, they don't understand that they themselves could solve a lot of the issues if they change their operating system.
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Oh, yeah.
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Well, it goes to where you are at in your life.
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Great, it's your fault.
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Are you not where you or you want to be in your life?
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Great, it's your fault.
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It's the whole um context behind be the solution.
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It's about you taking 100% ownership of your life, and that's why you know you write a lot of posts about I'm not a victim.
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And we had started earlier and talking about we're gonna discuss that.
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I'm not a victim, I'm not a victim, you're not a victim, only if you choose to be a victim, and it's the mindset of I am the solution.
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Pick that mirror up, look in the mirror, and find out who you are.
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Because this journey, whether it's flipping houses, doing construction, doing property management or real estate sales, whatever, anything, it's all about the journey.
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It's all about who you become along the way, and who do you need to become to have the life that you want?
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What old patterns you need to erase?
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What things do you need to let go of?
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Why do you post that?
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I'm not a victim.
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Well, you touch on a lot of it.
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I mean, I I think that um your taglines and mine are kind of two sides of the same coin.
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Ultimately, what I'm saying is that listen, tough things are going to happen, bad things are going to happen, but you don't have to, you don't have to, you don't have to internalize those issues, right?
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Meaning that's not who you are, that's a thing that has happened to you, possibly if something has happened to you, because that's where sometimes people push back against my message, like, oh, I was a victim.
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I understand something happened to you, but it doesn't necessarily mean you have to now wear that as your character or as who you are, right?
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And I was saying, and I'm gonna just be straightforward about it, where it really started was just from my upbringing and how I how I was conditioned coming from like a black neighborhood, where it's not overtly where somebody's saying you are oppressed.
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Well, it is some of that's happening now, but it it's it's how things oh things are gonna be so much more harder for you, this that and the third.
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And what happens is whether that's true or not, if you start to see yourself through those lenses, you that is a discouraging idea, right?
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It it's it's a limiting belief that before you even start, there's going to be all of this.
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Um, there's all of this resistance that's going to happen, which in turn stops a lot of people from even trying.
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Because like, well, why try if there's going to be all of this issues that's going to be in my way?
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And I believe that stopped a lot of people, or stops a lot of people that come from similar similar backgrounds.
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And so, and there's a lot of voices that I feel that push that narrative.
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So I felt like, well, in my experience, that has not been the case, right?
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So if they're going to be loud about how tough things could be, I should be as loud as of how things could be if you believe in yourself, um, if you put the work in, right?
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And to be clear, I'm not saying that there's not injustices out there, of course there are, but you don't have to internalize those things, like I was saying earlier, and make that your operating system.
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That's what I don't believe in.
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That's where I'm not a victim comes in.
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And then it's it's it's it's expanded because, in my opinion, victimhood has become like cachet now.
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There's there's actual value in people finding victimhoodness in all sorts of things, and and I think that ultimately um that's going to be a problem, not just for people personally, but you know, possibly for the for the for the country as a whole, for everybody's finding their own little victim clicks, if you will.
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You're Gen X, right?
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What's that time frame?
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I'm I was born 1979.
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Is that Gen X?
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Yeah, you're Gen X.
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Okay.
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So I was born 1970, and uh we didn't know any better.
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I grew up in a neighborhood, Northeast Philly, Castor Gardens.
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All I know is you either went to we went to school together, you went to Catholic school, or you were Jewish and you went to the public school.
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I was pretty much it.
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It was a you know blue-collar, safe neighborhood, but not wealthy by any stretch of the imagination, you know, like I don't know, I guess middle class, maybe I don't know.
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But we didn't know any better, Dan.
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And what I mean by that is that I remember distinctly my father saying, my mother saying, You can be anything you want to be, you could do anything you want to do.
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All you have to do is set your mind to it.
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I remember that since I've been, I don't even know, five years old, six years old.
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I didn't think I couldn't do anything.
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I wanted to be an actress and I wanted to be a lawyer.
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Who knows?
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Like, but I didn't know any better.
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I didn't know, you know, about a lot of stuff.
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I think that that was there was a lot of positive in that because we just dreamed and we weren't surrounded by what we're surrounded today, like social media, and watching you could take good things and bad things from it.
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But I guess my point is that we found a way.
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It was the generation where um nobody knew where you were, you're on your bike.
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I don't even think we had it.
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Wasn't like you got a bottle of water and like left the house.
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Yeah, yeah.
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It wasn't like I had like a garden holes.
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It wasn't even like you brought like a yeti, like a yeti, $40.
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It wasn't even like you had a yeti, you'd be gone for eight hours, no food, no drink, no nothing, not thinking nothing about it.
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That exploring, just being doing whatever.
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In my case, for the majority of it, I stayed out of trouble.
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But you find a way, you're like, Oh my god, so thirsty, I'm so tired, I'm eight miles from the house, and you just like go, right?
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But I think you know, that part of that is makes you who you are today.
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That figure it outness, that grittiness, that you know.
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And yeah, I mean, obviously, even with the way we raise kids now, is you're even me.
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I'm not to act like I'm much different than most most other folks.
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Yeah, you don't give kids that that same freedom uh that we had.
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And arguably, it's I would imagine it's probably a bit safer of a world with all of the cameras and stuff, so you and you could track them and all that kind of stuff.
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Uh, so I I don't know what really happened uh between then and now because my parents was the same way, and I just I just had this conversation.
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Like, yeah, you go out.
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Well, there was no cell phone, so it was really no way to call.
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You were just out, you were just you were riding.
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I didn't even I had a quarter, I wasn't going to use it on the phone.
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No, in like a candy bar or I like to cream donuts at the time, yeah.
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And the funny thing was when I think about it, my parents really didn't even ask me any questions about what we did when we were gone, we would just go back and you were just home, and they didn't really ask what were you doing?
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Just you know, this is really funny, Dan.
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They used to put it like a some kind of not a commercial, but like a message on TV.
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It's 10 o'clock.
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Do you know where your kids are?
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Yeah, like like reminding you, they're reminding them you have kids, got kids come home yet?
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Different, different, different, different time.
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So it's like what happened?
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So I think there is a there's a lot of lessons in that because we try we dreamed, like we had dreams, a lot of dreams, and I spent hours in the library reading books, bring coming home with a whole thing of books.
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I don't even know how I got them home on the bike.
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You figure it out.
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There's a lot about that, like figuring it out, and it goes back to the times of like you we figure out things, you figure out okay, I'm building so you started your career, you were accepted for all these years, doing real estate on the side, resigned from that to be full-time in real estate, flipping houses, then doing new construction projects, then doing bigger new construction projects, then flipping houses, then having a construction company where you're helping and teaching other people uh who have means who want to deploy their money into real estate.
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And we do know long-term real estate, long-term real estate is one of the best investments you can make.
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Absolutely.
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Look about look at what it cost in 1980 for a house and look at what it costs today.
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Nobody can say that that's not true over time.
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Yes, there's been hiccups, it went down and it comes back up, and it actually came not only comes back up, but beyond, because in the last five years, a lot of neighborhoods have doubled in value.
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So long-term real estate, if you are in this business for the long game, and I don't care what part of it you're in, the long game, you build relationships, you build credibility, you build experience, you build hopefully wealth over time.
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And and you know, we're aligned in so many ways, Dan, because being in contribution and contributing back to the community to tell and show other people how to do it.
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I think that's a big piece of it.
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Um, I I I I believe me and I talked to you, I I created a group called Brag, which is the Black Real Estate Alliance group.
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And it's open to everybody, it's open to everybody, absolutely.
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And and let me just quickly explain um why I created the group itself.
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Like I said, I've been doing this for you know 20 plus years, like I said.
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And when I started out, um, when you would grow go to real estate groups, um, mostly were out in the suburbs.
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There wasn't really uh a lot in in Philly, and quite frankly, the groups would be all white, right?
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Which is fine because I didn't have any issues at at the groups at all.
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But what I found was there was a lot of opportunity there, there was a lot of resources there, there was a lot of networking there, and I started to question like, well, why isn't there more black investors coming to these uh events?
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Um, and you know, I didn't really understand why they weren't showing up there, but I saw the benefit of it.
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So I said, you know what, I'm gonna recreate this similar event, but just do them in areas more like in the city, um, where a concentration of the black investors are.
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And it's grown to a membership of over 2,500 members, done millions of dollars of deals inside of the group.
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I personally have done millions of dollars of deals with folks in the group, and it has expanded to not only being uh just for investors, but the whole real estate ecosystem, which which I'm really proud of.
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Um, so yeah, I definitely I believe in giving back, but that goes to the to what you were asking me uh about earlier about the I'm not a victim mindset, right?
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Is like, you know, I can show you better than I can I can tell you, right?
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I can sit here, pontificate, or I can create structures to help other people that come from similar backgrounds to hopefully reach some of the same goals, meet some of the same folks.
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And we again, like you said, it's open to everyone.
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We invite all kinds of speakers from all kinds of backgrounds.
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Um, so it's not about about exclusion, but it is certainly about bringing that level of of expertise that I saw in in other areas to um you know black uh investors and so forth.
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That's amazing.
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2500 members now.
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Congratulations!
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Thank you.
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That is fantastic, Dan.
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When's your next event?
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So we're gonna have an event uh March the 18th.
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We're gonna do a uh round table uh event.
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At that event, what we do is we bring in experts, uh, generally three experts in the past.
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We've had like, you know, lawyer, lender, uh, architect.
00:21:24.559 --> 00:21:33.440
People can scroll around and quickly learn about the functions that they play in inside of the real estate space.
00:21:33.440 --> 00:21:45.200
So just you know, so this get a better understanding of uh of uh of the professionals that they're gonna need to hire um as they build their real estate business.
00:21:45.440 --> 00:21:46.160
That's awesome.
00:21:46.160 --> 00:21:47.119
March 18th.
00:21:47.119 --> 00:21:48.960
So you have monthly events pretty much?
00:21:49.200 --> 00:21:49.440
We do.
00:21:49.440 --> 00:21:53.279
So we have monthly events, um, and then we do a big expo every year.
00:21:53.279 --> 00:21:56.000
Last year, uh, we do a Bragg expo.
00:21:56.000 --> 00:22:03.920
Uh last year it was in September, and so That's like we had, I don't know, something like 25 speakers.
00:22:03.920 --> 00:22:08.880
Um, and we did it at the provident campus right there in 46 in um and market.
00:22:08.880 --> 00:22:12.400
Uh, we had a few hundred people there, so it's a really good event.
00:22:12.400 --> 00:22:30.559
So that's that that that is that's that's our marquee uh event, but then we do monthly meetings, mostly they're virtual, and then once a quarter it's it's in person, and then we do social events too, because I'm a big believer, it's good to get educated, but it's also good to socialize, right?
00:22:30.559 --> 00:22:37.359
You get to know people um on a deeper level, I feel in more social environments, like happy hours or something like that.
00:22:37.359 --> 00:22:48.000
Um, and that's what I feel is a good basis of potentially building um business relationships because you get to know what their personality is like.
00:22:48.000 --> 00:22:52.880
Is there somebody, you know, all things being equal, is there somebody that I actually want to speak to?
00:22:52.880 --> 00:23:01.119
There's somebody that that that that you know I want I want I want to do business with.
00:23:01.119 --> 00:23:08.400
So so we do um at least three social um uh events a year as well.
00:23:08.640 --> 00:23:10.400
That's a lot of stuff going on.
00:23:10.640 --> 00:23:11.119
Yeah, it is.
00:23:11.279 --> 00:23:13.519
Do you have your date for your signature event?
00:23:13.680 --> 00:23:14.799
I'm sorry, I said that again.
00:23:14.960 --> 00:23:17.519
Do you know the date this year for your marquee event?
00:23:17.680 --> 00:23:20.720
Yeah, it's the third Saturday.
00:23:20.720 --> 00:23:25.519
Um look at my calendar of September.
00:23:25.519 --> 00:23:29.680
So it'll be on the 19th of September.
00:23:30.000 --> 00:23:31.119
Locking that in.
00:23:31.359 --> 00:23:35.440
Yeah, so we'll just do some some marketing for that shortly.
00:23:35.680 --> 00:23:37.200
Oh, that's fantastic.
00:23:37.200 --> 00:23:57.519
So you've recently, in the past, I guess, year or so, started your own private construction company where you are representing uh helping, excuse me, investors who are getting into the game, uh, renovate their properties mainly for hold.
00:23:57.519 --> 00:24:01.039
And how did that determine to do that?
00:24:01.039 --> 00:24:03.359
Like, because you could just do your own stuff.
00:24:03.680 --> 00:24:04.079
Sure.
00:24:04.079 --> 00:24:05.039
So that's it.
00:24:05.039 --> 00:24:12.079
So, you know, going back to what we talked about earlier about about pivoting, one of the things that I did when rates shot up.
00:24:12.079 --> 00:24:15.279
So I was doing larger projects.
00:24:15.279 --> 00:24:22.000
And one of the one of the one of the key functions when you're doing a larger project is you have to be able to model them out, right?
00:24:22.000 --> 00:24:27.119
You have to have an idea of where the rates are going to land, um, so you can build those projects out.
00:24:27.119 --> 00:24:31.279
So kind of took some time off while when when rates were shooting up.
00:24:31.279 --> 00:24:38.400
And um, quite frankly, I would, you know, I had my rental properties, and so I was just kind of sitting back and excuse me.
00:24:38.400 --> 00:24:44.240
Um, but I you know started to get a little, you know, a little uh like man, I want to get back out here again.
00:24:44.240 --> 00:24:59.839
I want to doing some some some one of the biggest issues, one of the biggest things that I hear um from hosting uh tons of of coaching and mentoring is people having issues with contractors.
00:24:59.839 --> 00:25:09.519
And so what I set out to create is the kind of contracting business that I wish um existed when I first started.
00:25:09.519 --> 00:25:11.200
And what do I mean by that?
00:25:11.200 --> 00:25:16.880
Uh, a contractor that has um a very clear scope of work.
00:25:16.880 --> 00:25:18.640
This is what we are doing, right?
00:25:18.640 --> 00:25:27.279
Not vague contracts, uh, ways, ways for uh investors to actually track the work.
00:25:27.279 --> 00:25:33.200
Um, and uh somebody that that you actually get on the phone, right?
00:25:33.200 --> 00:25:37.200
It's not me personally, then then then on my team.
00:25:37.200 --> 00:25:42.480
And so that's that's what we what created.
00:25:42.480 --> 00:25:44.720
Um really, really proud of it.
00:25:44.720 --> 00:25:53.599
We mostly work with uh investors that investors, professionals that invest on the side.
00:25:53.599 --> 00:26:00.640
So think you know, lawyer, engineer, doctor, and they want to buy uh a long-term hold.
00:26:00.640 --> 00:26:01.759
It can be a flip as well.
00:26:01.759 --> 00:26:04.640
We've we've we've flips for for investors.
00:26:04.640 --> 00:26:08.480
Most of our in investors are are are buying rentals.
00:26:08.480 --> 00:26:18.480
Um and one of the key reasons, other than what I just mentioned, is is my experience obviously in creating hundreds of my own rental units.
00:26:18.480 --> 00:26:22.319
I understand what what is is asking for.
00:26:22.319 --> 00:26:25.519
So there's a bit of that guidance uh along with it.
00:26:25.519 --> 00:26:32.880
Um, and so that's what we've been able to bring to to the with with with with the company.
00:26:33.920 --> 00:26:34.960
That's super exciting.
00:26:34.960 --> 00:26:48.079
And I know that people find you through your group, they find you through social media, you probably get a ton of recommendations for there's always there is a shortage of good GCs out there, yeah.
00:26:48.319 --> 00:26:56.640
Yeah, I mean, I I think and when we're doing more, I mean, most of the work right now is is through word of mouth.
00:26:56.640 --> 00:27:04.720
I mean, as you know, I I saw a lot of uh uh events, we're actually sponsoring some some uh now uh as well.
00:27:04.720 --> 00:27:09.359
Um but most of it is just through word of mouth.
00:27:09.359 --> 00:27:15.519
So I'm looking to grow the company, but much, much, much more organically.
00:27:15.519 --> 00:27:19.839
Want to make sure that we can handle the you know project flow.
00:27:19.839 --> 00:27:22.319
Um, but uh I'm I'm I'm excited.
00:27:22.319 --> 00:27:26.079
We've been getting really really good with like every new venture, right?
00:27:26.079 --> 00:27:28.400
There's always learning curves.
00:27:28.400 --> 00:27:34.480
Um, but you know, we're we we end up and you know growing better every every uh day, I think.
00:27:35.119 --> 00:27:37.039
What's your favorite part of all of it?
00:27:37.279 --> 00:27:44.720
Well, the part that it's always been is it's it's it's something that maybe nobody wanted into something beautiful.
00:27:44.720 --> 00:27:46.400
I love that creative piece of it.
00:27:46.400 --> 00:27:53.519
So going back to what I did previously, which um was mostly multifamily conversions, right?
00:27:53.519 --> 00:27:59.279
I love those projects where you turn a warehouse into apartments.
00:27:59.279 --> 00:28:01.039
It takes creativity, right?
00:28:01.039 --> 00:28:09.039
It takes you know, figuring out how to move walls, how to move stairwells, where to where to certain things that I love that piece of it.
00:28:09.039 --> 00:28:20.079
Um, that's the part that gets me gets excited, and then seeing that mental vision actually come to life, right?
00:28:20.079 --> 00:28:26.960
And I always tell people this and and done it, it's taking something out of your mind and turning it into a physical reality.
00:28:26.960 --> 00:28:37.279
There's nothing like it, and I recommend people most people kind of go through their lives almost in a scared way, as if if they're enough, they're gonna live forever.
00:28:37.279 --> 00:28:57.839
It doesn't work like that, and and all the and a lot of them, I don't know if it was Jim Rohn or it was Les Brown, it was one of the two to talk about people die with all these great ideas, and it's a shame to never take um a lot of those um ideas and visions that you have and make them make reality.
00:28:57.839 --> 00:29:04.480
And when you're in construction, it's a physical representation of something that that you thought up.
00:29:04.480 --> 00:29:08.000
So that's the part that that I the design, the creative.
00:29:08.079 --> 00:29:09.680
What can I turn this into?
00:29:09.680 --> 00:29:14.960
Was our brains like some of us are like we were very creative people, have to have an outlet for it.
00:29:14.960 --> 00:29:19.279
Yes, and that's an outlet for it in the in the business.
00:29:19.279 --> 00:29:20.480
What do you face?
00:29:20.559 --> 00:29:29.759
What do you think the biggest challenges you face today are in the construction field or just in general in real estate, just personally?
00:29:31.759 --> 00:29:32.960
However, you want to answer.
00:29:33.279 --> 00:29:33.759
Got it.
00:29:33.759 --> 00:29:42.319
Um, the biggest challenges, the biggest challenge for for me probably has always been is just taking on too much, right?
00:29:42.319 --> 00:29:48.640
I I feel I think I can do much more uh than what I could probably possibly do.
00:29:48.640 --> 00:29:57.759
I'm sure my wife would would would uh I have a really good capacity to take on things.
00:29:57.759 --> 00:30:07.039
Um, but what I'm actually learning and figuring out is sometimes it's good to cut some things off and and and more things, kind of focus in.
00:30:07.039 --> 00:30:09.440
So that's what I'm figuring out right now.
00:30:09.440 --> 00:30:20.559
Is what things do I need to kind of let go and what things do I need to focus in in not in every opportunity that kind of comes along.
00:30:20.559 --> 00:30:24.160
So that's uh that's one of the challenges um that I'm facing.
00:30:24.240 --> 00:30:53.200
Now, granted, it's a good challenge, but it it is a challenge because there's something in me that wants to take everything on, and that obviously that that's just now and then we dilute, we have a delusion because yeah, one of the things I've been studying is the effect of going deep versus going wide, and uh you could just like even use it in something basic like sales.
00:30:53.200 --> 00:30:58.880
Is it better to talk to more people less times or less people more times?
00:30:58.880 --> 00:31:18.160
And I did a study over the last three years of data, my own personal data, my database, finding having more conversations with less people has resulted in more opportunities.
00:31:18.160 --> 00:31:19.440
It's interesting.
00:31:19.759 --> 00:31:20.160
It is.
00:31:20.160 --> 00:31:30.799
I mean, and I mean, obviously that that's gonna you know vary with different fields and everything else, but I I am a believer, I mean, I I'm the same with my relationships.
00:31:30.799 --> 00:31:46.400
I mean, you spoke about this earlier, and I that can't be overstated when it comes to business, is building really strong relationships, and so there's folks that I've you know done business with for a really long time, and you you know, you really build a strong bond.
00:31:46.400 --> 00:31:56.720
I you know, obviously you shouldn't just get stuck there, but if there's anybody that I can grow with, I'm gonna choose those folks rather than trying to find new people to do things with.
00:31:56.720 --> 00:32:06.240
Um, so uh I I I see there's always a a balance, you know, especially for my former investors.
00:32:06.240 --> 00:32:11.920
Um it's kind of interesting because I joke, I I I have a loyalty problem.
00:32:11.920 --> 00:32:18.079
Because like once I once I don't trust you, like I I'll do business with you know you with that.
00:32:18.079 --> 00:32:21.039
But that can be a bit limiting too, right?
00:32:21.039 --> 00:32:48.880
Because listen, people go out of business, people change, you know, jobs and like positions, and if you don't have other avenues, you can find yourself stuck, which has happened to me, or you kind of stagnated and you lose track of of um I've had that dealing with favorite subcontractors, uh, dealing dealing, dealing, dealing, dealing with insurance brokers, lenders.
00:32:48.880 --> 00:32:56.480
When you when you're comfortable, you kind of go there, but you lose track of okay, I haven't gone to the open market in a while to see what's actually out there.
00:32:56.480 --> 00:32:57.839
And I've been shocked.
00:32:57.839 --> 00:33:10.960
I have quite a few stories of that, of doing that, and then going out to the market and being shocked, like, oh I'm I've I'm now better terms, better, better, better, better rates.
00:33:10.960 --> 00:33:15.599
Um, and so you know, again, it's just a bit of a balance.
00:33:15.920 --> 00:33:41.200
It is, you know, it's just keeping up with everything that's going on and all the all the and I think you know it's also uh a little bit of you know, we only have so much time in the day, so how do we like just be open, present, and still have that, you know, loyalty?
00:33:41.200 --> 00:33:48.480
But I I do, but I tell all the time people say, Well, I already have a burger, and I'm like, that's okay, I understand.
00:33:48.480 --> 00:33:55.519
I said, Well, would you want to hear about a different process that probably you never heard about?
00:33:55.519 --> 00:34:02.079
I bet you didn't hear about my process, the gold standard, concierge home selling system.
00:34:02.079 --> 00:34:03.519
I bet you never heard about it.
00:34:03.519 --> 00:34:11.119
I bet you never heard about the things I'm gonna talk to you about because I developed this personally due to all the problems in the industry.
00:34:11.119 --> 00:34:16.079
You know, I looked at other industries and said, Why do they do it like this and we do it like that?
00:34:16.079 --> 00:34:28.320
Well, I'm changing how we're doing it, but you know, people wouldn't know if they think we're all the same, we all do it the same way, and it's just about personality, and I like this person better.
00:34:28.320 --> 00:34:31.360
I tell people time, you don't really have to like me that much.
00:34:31.360 --> 00:34:32.159
That's true.
00:34:32.159 --> 00:34:40.719
I know that you know, somebody who took 192 listings in one year probably has a clue of what they're doing.
00:34:41.039 --> 00:34:41.840
You you are right.
00:34:41.840 --> 00:34:43.199
I I'll talk about Leia.
00:34:43.199 --> 00:34:58.559
Like, like is the it is overrated in a certain sense, you know, personally and um business-wise, you don't have to people don't have to necessarily like you, and this goes to my I go, I'm not a victim, you don't have to like you, right?
00:34:58.559 --> 00:34:59.599
But they have to respect you.
00:34:59.599 --> 00:35:06.400
That is a non-negotiable in my life, it's a non-negotiable liking me is like yeah, that's up to you.
00:35:06.719 --> 00:35:12.159
Yeah, so I look at it like like like want to be your friend and hang out with you, yeah.
00:35:12.159 --> 00:35:16.159
You don't have to want to be my friend or hang out with me, you have to respect me.
00:35:16.159 --> 00:35:39.760
You don't like me, you have to like like what I'm saying and doing, but you don't have, and I think people confuse Dan the two of like of like I want to be your buddy, you know, and it's more like uh women aren't really like as like this, I guess, because it's I feel like it's more like you know, oh the guys all together.
00:35:39.760 --> 00:35:53.760
We're all doing women really aren't like that, but um it's it's really has to come down to you know, am I open to all the opportunities that are out there in the market?
00:35:53.760 --> 00:35:55.039
Do I know about them?
00:35:55.039 --> 00:36:02.880
Or am I still sitting like because things changed a year ago, you know, things changed five years ago, they changed four years ago, things changed a year ago.
00:36:02.880 --> 00:36:17.360
Yeah, we've had one of the most challenging markets in in residential and commercial sales over the last three years, and I would say like 2008, nine, ten were hard in a different way.
00:36:17.360 --> 00:36:49.440
We didn't have you know the glam of social media and i HGTV and you know all this other nonsense back then that was going on that we have today, and there was a lot less people in the industry, so there was a lot of things that were hard, but a lot of things that were easier, and today we have a lot of negligence in the industry, unfortunately, from all sides of the thing realtors, lenders, title, yeah.
00:36:49.760 --> 00:36:58.239
I think too, with people that are fairly new, and I've seen this on the investing side, I'm sure on the realtor side, is very similar.
00:36:58.239 --> 00:37:22.880
If you came on a realtor, say 2021, where things were just flying off the shelf, and you really didn't have to work that hard, and just it was flowing because basically it was the market basically doing all the work, you just had to show up, and you started to think back to what we were saying that this is the norm, this is how it is, and then it shifts, and then you have to do all this work, right?
00:37:22.880 --> 00:37:27.360
Um, you know, a lot of people can't make that change, right?
00:37:27.360 --> 00:37:29.440
And and I mean, I think that's the purpose.
00:37:29.440 --> 00:37:38.480
Honestly, it sounds brutal, that's the purpose of the market, it flushes out, you know, probably the folks that shouldn't have been there in in it in place.
00:37:38.480 --> 00:37:42.719
I mean, it happens, it's brutal, but you know, life is brutal.
00:37:42.719 --> 00:37:52.880
Um, and so if if they start to uh expect things to work like that all the time, I see that got caught in into everything.
00:37:52.880 --> 00:38:01.039
You could you hurt everything just because the rates were so low, and yada yada yada, and that's not happening, and then you're stuck in these projects.
00:38:01.039 --> 00:38:05.679
Um, you have money stuck in deals, and um, and there's no plan B.
00:38:05.679 --> 00:38:10.239
There was no there was no other uh um idea other than you're gonna win every time.
00:38:10.239 --> 00:38:11.840
It's like that's not reality.
00:38:12.000 --> 00:38:18.000
But sometimes the market corrected people's mistakes, yeah.
00:38:18.239 --> 00:38:19.920
Yeah, which which is the purpose, right?
00:38:19.920 --> 00:38:21.039
It's impossible.
00:38:21.039 --> 00:38:25.840
If it it if and and if it didn't, you wouldn't even have a you wouldn't have a business, right?
00:38:25.840 --> 00:38:31.840
Because you obviously properties can't keep going up at the rates they were going up in 2021 and the kind of is it would be impossible.
00:38:31.840 --> 00:38:33.760
Nobody would be able to afford homes.
00:38:33.760 --> 00:38:40.239
So would you rather it it rather things you know changed a bit or you had no industry at all?
00:38:40.239 --> 00:39:04.800
Because that's where it would have obviously ended up at some point if if prices the same and prices go up, at some point there's just a price where uh where average American in any given area just can't afford the properties, um and and would have forced the market to shift anyway, even if rates didn't change, because we were like, Well, I see what you're asking, I just can't afford it.
00:39:05.119 --> 00:39:23.599
Yeah, well, that's it's the the you're the beast, it is, and right now we have definitely more of a buyer's market in some ways, and there's a gap between the buyers and the sellers.
00:39:23.840 --> 00:39:24.960
Are you seeing that?
00:39:24.960 --> 00:39:28.159
I I feel it's it's I've from what I mean.
00:39:28.159 --> 00:39:35.920
You're doing obviously tremendously more deals, so you would have more of a data set, but it seems like they people have to understand the rates are the rates now.
00:39:35.920 --> 00:39:40.639
Like, I don't not hearing a lot of talk about oh, I'm waiting to see if the rates are gonna drop anymore.
00:39:40.639 --> 00:39:44.320
They probably just staying on the market for longer for sure.
00:39:44.320 --> 00:39:55.039
Um, but it seems like people understand that this is what it is now, and it's not gonna be some big change up or or down.
00:39:55.039 --> 00:39:56.559
Are you seeing something different?
00:39:57.039 --> 00:39:57.920
No, no, no.
00:39:57.920 --> 00:40:06.719
Mean is that well, first, you know, in the last decade, the average age of a first-time home buyer went from 31 to 40.
00:40:06.719 --> 00:40:15.840
Wow, the first-time buyers usually make up about 32 to 33 percent of the market, and it's at 20.
00:40:16.400 --> 00:40:16.719
Wow.
00:40:17.039 --> 00:40:31.280
So if you look at the national landscape, and I follow not only Philadelphia trends, but the national trends because we mirror pretty much the national market for the most part, there's more sellers than there are buyers right now.
00:40:31.280 --> 00:40:45.440
Wow, and unless your inventory, your house is priced in the bullseye that it needs to be in, in the bullseye is critical, critical.
00:40:45.440 --> 00:40:54.159
Price in the bullseye, in the best condition, in the best location for that price range in that neighborhood.
00:40:54.159 --> 00:40:59.039
Okay, I'm not comparing, you know, North Philly to Britain House Square.
00:40:59.039 --> 00:41:03.119
You got to compare North Philly to North Philly, be the best one there.
00:41:03.119 --> 00:41:06.320
Be it's about being, you know, a guy.
00:41:06.320 --> 00:41:08.239
I a guy called me yesterday.
00:41:08.239 --> 00:41:18.000
I had called him about his condo in uh actually in Rittenhouse Square, but one bedroom condo, it's only like 270,000.
00:41:18.000 --> 00:41:22.159
And he called me back and he's like, Maria, it's on the market.
00:41:22.159 --> 00:41:25.599
I'm like, I'm looking it up, I don't see it.
00:41:25.599 --> 00:41:28.000
And he's like, Really?
00:41:28.000 --> 00:41:30.400
And I'm on the MLS looking it up.
00:41:30.400 --> 00:41:36.000
Okay, well, the agent put the condo in the wrong address.
00:41:36.000 --> 00:41:41.039
They they didn't so when you have a condo building, it's usually more than one address.
00:41:41.039 --> 00:41:44.639
You actually have to put the whole address in there, so it didn't come up.
00:41:44.639 --> 00:41:48.480
But what he said to me was he goes, I don't understand this thing's been on the market.
00:41:48.480 --> 00:41:51.039
I'm on my second broker, it's still not sold.
00:41:51.039 --> 00:41:56.079
I said, Well, let me look at the inventory and I'll give you a call back.
00:41:56.079 --> 00:42:11.599
So I pull the inventory report, I pull the market stats report, I look at all that, and it's not sold because there's five sell in a month, and there's 45 on the market, and they're all priced around the same.
00:42:11.599 --> 00:42:14.159
And there's that means nine months of inventory.
00:42:14.159 --> 00:42:17.360
So, how do you get ahead of that?
00:42:17.360 --> 00:42:51.280
Best price, best location, best condition for the market that you're in for that market for that submarket, really understanding that remove it, and that's like there's so many things like that that go into it that people don't know about, don't never heard about, and you know, those things are critical right now, they're critical to get sold because every day it's not sold is less money, you know, more money out of the seller's pocket because there's fee, you know, insurance and blah blah blah, this and that.
00:42:51.280 --> 00:43:01.920
Anyway, uh, yeah, so I say it's really important to be, and I'm talking mainly by the way, Philadelphia County, in regards to this conversation.
00:43:01.920 --> 00:43:13.679
If we're talking about um house in Narwhirth under a million, forget it's still high demand and there's still low inventory.
00:43:13.679 --> 00:43:18.159
Every you really need to understand the market and understand the inventory.
00:43:18.159 --> 00:43:23.760
The understanding the inventory is critical in understanding where you can go with pricing.
00:43:23.760 --> 00:43:27.119
And I think that's something that isn't looked at.
00:43:27.119 --> 00:43:38.639
It isn't looked at from a uh not only a very high level, but also very drilled down to like the tiniest of details.
00:43:39.760 --> 00:43:45.679
Yeah, I mean h hiring hiring a agent in this in is it's gonna make all the difference.
00:43:45.679 --> 00:43:59.760
Either they're doing that level of research or they or slapping it um on on to MLS and praying that it that it sells, and that's yeah.
00:43:59.760 --> 00:44:02.320
That's not what you need uh in this in this market.
00:44:02.320 --> 00:44:03.760
This is just not gonna work.
00:44:04.079 --> 00:44:07.039
No, it's definitely not gonna work.
00:44:07.039 --> 00:44:12.239
We're coming up into our spring market now that the uh snow maget in.
00:44:12.480 --> 00:44:13.039
I know, right?
00:44:13.039 --> 00:44:14.159
This has been a wow.
00:44:14.159 --> 00:44:16.559
That was wow, especially that last snowstorm.
00:44:16.559 --> 00:44:19.280
I've never I've anything like that in in my whole life.
00:44:19.280 --> 00:44:25.840
I mean, obviously, we we've seen more snow, but now they just stick around for two weeks and not go anywhere.
00:44:25.840 --> 00:44:27.599
It was just a tundra.
00:44:27.599 --> 00:44:31.280
Um that was that yeah, the cold.
00:44:31.679 --> 00:44:35.199
We got March 18th event coming up, a round table event.
00:44:35.199 --> 00:44:38.400
You got September 19th is your signature event.
00:44:38.400 --> 00:44:47.039
Dan, people want to find out more information about these events, about Bragg, about you, about how they can talk to you about your GC services.
00:44:47.039 --> 00:44:48.079
Where do they go?
00:44:48.400 --> 00:44:48.800
Sure.
00:44:48.800 --> 00:44:54.159
So for Brag, they can go to braginvestors.com.
00:44:54.159 --> 00:44:57.840
That's braginvestors.com, all the B-R-A-G.
00:44:57.840 --> 00:45:00.719
B-R-A-G investors.
00:45:00.719 --> 00:45:11.599
Um, they can go there and they can see everything that we have going on, all the events, all the social events, everything's uh laid out there.
00:45:11.599 --> 00:45:28.079
Um, if you have uh a project coming up um and you wanted to book a 15-minute free consultation and talk about your project and see if if DTRM Construction is a good fit, you can go to DTRM Construction.
00:45:28.079 --> 00:45:29.039
I think it's dot biz.
00:45:29.039 --> 00:45:31.119
DTRM Construction.biz.
00:45:31.119 --> 00:45:33.760
I'll confirm that and get you the the right one.
00:45:33.760 --> 00:45:47.360
And obviously, if you guys just want to follow me on social media, I'm always walking through my flip projects, do my rental projects, um, in in and through my construction projects uh on Instagram.
00:45:47.360 --> 00:45:50.000
It's Dan the Real Estate Man underscore.
00:45:50.000 --> 00:45:54.639
I don't know if I told you, but somebody stole my Instagram last year.
00:45:54.639 --> 00:45:57.280
Yeah, they yeah, they took try to get it back.
00:45:57.280 --> 00:45:58.239
I couldn't get it back.
00:45:58.400 --> 00:45:59.119
That's terrible.
00:45:59.679 --> 00:46:04.320
Yeah, and then on uh Facebook it is Dan the Real Estate Man.
00:46:04.320 --> 00:46:07.119
So you can follow me on all those social media.
00:46:07.119 --> 00:46:10.239
Um, always posting things, always posting projects.
00:46:10.239 --> 00:46:23.920
Um, and talking about my I I I'm not a victim um mindset and different little you know ideas and thoughts that I that I have uh subject.
00:46:24.000 --> 00:46:25.440
So I love it.
00:46:25.440 --> 00:46:26.159
I love it.
00:46:26.159 --> 00:46:27.920
Well, thanks for being on the show.
00:46:27.920 --> 00:46:30.639
Thanks for keeping the solution, Dan.
00:46:30.639 --> 00:46:34.800
I'm excited about I'm excited about the year, so let's rock and roll.
00:46:35.039 --> 00:46:35.760
Absolutely.
00:46:35.760 --> 00:46:37.119
Thanks for having me, Maria.
00:46:37.119 --> 00:46:37.679
I appreciate it.
00:46:37.920 --> 00:46:39.119
My my pleasure.
00:46:39.440 --> 00:46:40.079
All right.