From Real Estate Challenges to AI Innovations with Steve Trang

This is Wake Up to Wealth, a podcast dedicated to helping you change the way you think about wealth. And now, here's your host, Brandon Brittingham. Hey, are you ready to take the next step towards home ownership? At responsive mortgage, the guys that we trust, they make the process simple and tailored to your needs. The first time homebuyer are looking to refinance, their expert team is to help guide you every step of the way. With competitive rates and personalized solutions, they find the right mortgage fit for you. Visit responsivemortgage.com today and let them help lead you home. And these guys, Responsive Mortgage and Mike Benton, are my friends and they're a sponsor of the show, so we trust them. Reach out to them for all your mortgage needs. I'll send you. Hey what's up everybody? We are back with another episode of Wake Up to Wealth and I cannot thank you guys enough. We are consistently number one in the investing category on Apple, consistently outranking Dave Ramsey. We cracked the top 15 in business a few weeks ago. And it's because you guys continue to support the show. Our last four episodes all averaged over 80 plus thousand downloads. So I can't thank you guys enough to continue to support the show, continue to subscribe, continue to download, telling your friends about it because we don't do any paid marketing. We're not spending any money on paid ads and this continues to grow. All of you guys also know if you follow the show, you can check us out on YouTube as well as our Wake Up to Wealth YouTube channel. But again, I cannot thank you guys enough for supporting the show and the growth we've had is because of you. So thank you guys so much. And today I've got somebody, I've been wanting to get on for a while. We happened to be in a mastermind together and I happened to be in the room with this guy when he presented and just got to see all the stuff that he was doing and he's onto some really cool stuff and he's done some really cool things in the real estate investment space. He's done a lot of things in different walks of life in the real estate space too, which I think is awesome because he's battle tested. And that's Steve Trank. Thank you so much for being on the show today. Oh man, thank you for having me. It's a tremendous honor. Appreciate this opportunity. Yeah. And Steve has a podcast as well that I happen to pay attention to and listen to and watch. If you wouldn't mind, shout that out for us. Yeah. It's the Disruptors Podcast. It's on YouTube, iTunes, Spotify. We bring on entrepreneurs that are doing the business for real. We actually vet all everyone that comes on. Every clickbaity headline that we put in there, the titles, all verified. But yeah, big guys doing big things. So for everybody to listen, if you wouldn't mind, give us the 30,000 foot tour of how you started in this industry and then what you've morphed into today. Yeah. So I mean, if you go back, because I've been in the business for almost 20 years now, but I started off as an engineer, reading Rich Dad Poor Dads, like, okay, having a boss sucks. I already felt this way. Now there's a way out. So I bought properties. They didn't work out. They came in realtor in 07. Did that for a bit. Did foreclosure, short sales, and so on. Eventually started my own brokerage. Along the way, I realized that I need to get good at marketing, because at that point, I wasn't good at marketing. I wasn't good at sales, and I wasn't good at leadership. But I made it four years, right? I started my brokerage like, hey, I need to learn marketing. So I went to Craig Proctor, learned that, and then from that, I actually learned business. And along the way, I learned how the best marketing, unique selling proposition was, for me as a realtor, was your home sold guarantee or all by it. That led to a lot of listings, but it also led into this wholesale journey. Because then I started buying people's houses because they would want cash offers. I was like, you don't want my cash purchase price. Like, I do. It's like, no, you really don't. I said, no, I really do. So I started buying houses through that. So I became a wholesaler. We're lucked in Flipper, actively. And then I started a podcast. And then from the podcast, became a sales trainer. Along the way, also started a title company. There's a joint venture on a mortgage company. Started a bank. So like anything and everything, just all these opportunities because we were consistently taking action because we're consistently doing things. Open more doors, create more opportunities. Yeah. And so while you're doing that, are you buying stuff and holding it? Are you getting assets? Like what were you doing also on the website? Man, we did not buy enough assets. I'll be honest with you. I had a lot of baggage. Everybody says that, by the way. Yeah. I had a lot of baggage because I started in 07 and 07 was not a good time to start real estate. So what did I see? What was my experience in real estate? Watching people get divorced, losing all their assets. Not only some people get in divorce, some people kill on themselves. Like it was a dark, dark time in real estate. And so you read all the books in 05 and earlier, it's like leverage, leverage, leverage. And you get in real estate. Well, here's what happens. We hyper leverage. And then also got to work with all the clients that are super wealthy. It's like, okay, how did the wealthy people buy properties? Well, they just bought everything cash. So for better or for worse, probably looking at now worse, we bought all our properties cash. We bought a property, we paid it off. We bought a property, we paid it off. So we don't have as many rental properties because we were intent on paying the properties off because the lessons I took, the baggage I got in that time was own everything free and clear because you saw what happened to everyone that didn't. And the ones that own their things free and clear, man, they killed it in the recession. Yeah. I mean, there's definitely a lesson in that for sure. I mean, 100%. I mean, we saw in 08, I got my real estate license at the end of 07. Yeah. So about the same time. So to your point of, you know, grown men crying in the kitchen, people come in suicide, you know, craziness. And I mean, I saw people hundreds of millions of dollars in that worth that were over leveraged, go to zero like that. Yeah. So many people went past zero and went negative. So many people. Yeah. Yeah. Because of leverage. Yeah. So at some point in your journey, right? Which you, and I'm not just saying this because he's on the podcast, you guys know that you follow me. I very rarely will ever endorse anybody or say I listen to anybody or pay attention to anybody. Because there's a lot of bullshit gurus out there that are full of shit. You actually at some point said, I'm going to get into sales training. And not so I didn't know before I met you in boardroom, the engineer, you know, back in, which makes sense. But it's like you almost operationalized sales training. And there's a lot of objections that I've heard from you that I've used and implemented into my sales team. So at some point you said you saw a need for this and you dove into that. When do you think that was? So that was in 2019. So when I started my podcast in 2018, I didn't have any specific agenda as like I don't have a course to sell or anything like that. Let me just start this podcast, right? And I could see the best way to grow my podcast is, you know, reach out to other influencers and so on. And Max Maxwell at that time was like the most like well-known influencer in the space. So, you know, I had him come on the podcast. He's the only one I ever offered to pay. He didn't accept it. But he was the only one I ever actually offered to pay to come onto the podcast, right? And after the podcast, we got to talking. He's like, Hey, I'm doing this event, you know, in Dallas, we're going to have like a thousand people there, maybe 2000. Would you want to speak there? I was like, Yeah, of course I'd love to speak there. Right. As I'm heading over there, I was like, Well, what will I talk about? And at this time, I was training my team and then I had other people asking me to train their team. I was like, Well, let me just talk about sales on stage. Let me see if I'm on anything here is do I have something that people actually want? So I just shared on stage while sharing with my friends privately and like the amount of people that were like came up to me afterwards. Like, thank you so much. I was really helpful. People tagging on Instagram. Hey, I use this Steve training line and it made me money. Right. And people were asking me like, Hey, like, do you have something I can come attend? It's like, Well, you know, like, yes, I didn't, but like, yes, I do. Like, let me figure something out, right? As an as an entrepreneur, let me make something. And the amount of people that really, really needed help because at that time there was only one other guy really well known in space, which was John Martinez, which, you know, he kind of paved the way for for the sales education. But there was such a big need that it's like, all right, well, people are willing to pay for it and it doesn't take that much more effort from me. Let me go ahead and do this. And then just over time, you can see like the revenue come from this side. It's competing with revenue from the wholesale side. It's competing with the revenue from the title side. I figure out where we're going to put our attention. Right. Hey, what's up, everybody? This next segment is brought to you by Greg Hurlene and my good friends at Horizon Trust. Greg's a guy that I trust, a real estate partner of mine. Greg's company, Horizon Trust was founded in 2011, has over a billion dollars in assets. And what they specialize in is helping you get into a self-directed IRA account that you can leverage to do things beyond traditional investments. So you can invest in things like precious metals, real estate, private lending, and so much more. So a lot of people are not aware that you can do this with your retirement account. And these are the guys that I trust. They do a single low annual fee, no hidden fees. They provide exceptional services. I know them and I trust them. And they are a licensed custodian governed by the IRS and the Department of Labor. So they've got the proper compliance and maintenance of your accounts. These are the guys that I trust. These are the guys that I would refer you to. So if you're interested in finding out more of how you can use your IRA to unlock all kinds of different ways for you to invest it, these are the guys that I want you to talk to. So here's where you got to go to check them out. www.horizontrust.com, floored slash brain and B. So they know you came from me. That's www.horizontrust.com, forward slash brain and B. Yeah, I think one of the I mean, you've got a lot of good ones, but I think one I got from you that I personally have used a lot had something's wrong with me. I still get on the phone sometimes to close a deal. And I rarely will go on an appointment anymore, but I still like every once in a while need the dopamine hit. I also like talking to the consumer just to see where their head is at to get a feel for what's going on because I can train my sales teams better in real time. But one that I got from you is when you're talking to a seller, one that I love that I got from you is, hey, listen, you know, I don't make offers. I buy houses, right? Like, and I've used that so many times of like, hey, I'm not going to make you an offer. I'm going to buy, you know, my attention is to buy your house. And if I make you an offer, I promise you, it's going to be less than what you think. You know, I'm here to buy your house and just that little nuance of framing I've been able to use and implement and that one's worked really well for me. Yeah, it's just positioning, right? Like I'm the pro. What do you want to do here? Yeah. Yeah. What's another, if you wouldn't mind, share one or two of your favorite objective handlers? So the one that I get teased on quite a bit, but it works because I've used it is, you know, I'll say what it is and then I'll talk about how it works. Right. So I was like, Hey, Brandon, it kind of sounds to me like getting more money is more important to actually spending more time with your grandkids right now. Yeah. That could be a really hard thing to say, right? Yeah. So what are we doing there? It's that you told me this whole time, right? As we've gone through pain and getting everything else, like it's important to be close to your grandkids. You lived another one state over, you know, one's a year old, the other's three months old and you don't get to spend a time with them. It's a pain in the butt to get over there. And if you just lived in the same state and like in the same city, you could spend as much time as you want because you didn't get to spend a time with your kids and now this is your time to wake up for or way to make up for it. Right. Like all these things, right? And we spent like an hour talking about like all these things. In the end, it's like, well, we need more money. And then it's like, yeah. So what do we have here? We have two different like truths, like they believe they want more money and they believe they want to spend more time with their grandkids. And so we have the moment of truth. It's like, Hey, Brandon, kind of sounds to me like you said this was really important earlier and now you're saying you need more money. So help me understand. Like it kind of sounds like getting more money is more important. Didn't be with your grandkids right now. And I know it's not. And then they decided to give themselves a haircut. I can't say, well, you need to take 30,000 less. Right. I can't say that. Of course. But I could put both of them in front of you and then you pick. Yeah. And then you decide, you know what, if I can just be with my grandkids right now, I don't need the extra 30,000 dollars. Yeah. So it's the matter of reframing, right? Because oftentimes in negotiations, we're focused on the commission, we're focused on the price, we're focused on the fee, whatever. It's like, if we focus and remember why you asked me to come over here, because you had this other problem that you want to solve, is that still important? And we focus on this other problem that you really want to solve. Why are we like fighting over the small stuff here? And that's how we handle like a lot of objections. Yeah. I mean, true, true influence and persuasion with another human being is not forcing them to make a decision, but getting them to make a decision based on the information you presented them. That's really the decision they wanted to make in the first place. And they told you they wanted that. That's what they told you they wanted. 100 percent. You can help them do it. Yeah. 100 percent. Yeah, that's that's really good. I like how structurally you framed around that. So now. Are you still pretty heavily actively involved in in the coaching business? Right. Yeah. I mean, basically all my attention now. So we're saying, you know, like we have to focus, right? Like what are we going to do? Which way we want to go? The path that I took, I don't recommend this for everybody, but the path I took was eventually just closing businesses because they couldn't get me to where I wanted to go, right? So like along the way, we shut down the brokerage. We closed the title company and stopped the mortgage JV. And then the last thing, which was the hardest thing was to stop buying houses because I've been doing it since oh five, right? Like the first property I bought as an investment was oh five. So the stop buying properties in 24, that was the hardest one. The hardest business to close because that was the closest most tied to my identity. Right. And so for me now, like it is my time is spent 50-50 between fulfilling our sales education, people that, you know, we coach on sales. And another half right now is how to implement AI in sales. Like all my thoughts today for the most part is like, how can we incorporate AI more in the services we're offering? Like that is those are the two areas where I spend my time today. All right, we're going to talk about AI in a second. So I don't want to glance over this. I was sharing this with you offline before we got on. So how do you, you said a couple of important things. The last thing you said was it was tied to my identity, which is very important. But you said you just you decided and I would imagine these companies were generating you some revenue. You know, you weren't you weren't doing it because they weren't making money. You know, like that is probably one of the hardest things any entrepreneur can ever go through or ever deal with, which is I got to burn the good to get to the great. I'm personally struggling with that right now. So, you know, if you wouldn't mind just kind of sharing, like walk us through that. You know, you did you did it. You decided and you did it and you walked away with you walked away from revenue and businesses that you had, you know, probably put blood, sweat and tears into because you said I got something over here that I think is going to be bigger. Yeah. So the one of them was one of the first ones was the brokerage. And like any time someone says they want to start a brokerage, like I will consult with them for free. Hell no, don't do it. Let me talk to you about this, right? Yeah. And and one of the things that people will say, I was like, but you have a brokerage. I was like, well, yeah, because I started it. I put all my work into it as hard to close. But eventually, eventually it became easy to close, right? Like, you know, you're a real your exp. I'm a real, right? Like we made a decision based off, you know, what made sense for us. But it was like the amount of money I'm making and the amount of effort I'm putting in, it just doesn't work anymore. So that's got to go to the title company. I was making money, right? But I wasn't making 20 K a month like I was before. I was making like, you know, two thousand twenty five hundred. And when that was happening and then the real estate commissioner is like, hey, I don't like that you're not a broker and you own a title company. I was like, all right, don't need that headache. Get rid of that deal. Right. And then the wholesaling, that was the hardest one because that was profit. Yeah, like probably probably worth profitable. Yeah. So the reason why those the biggest challenge I had was in all the years, I never found the right person to run it. And so then it was like, do I want to continue hiring the right finding the right person to hire it to do it or just move on? Because like on my calendar, it was only four hours a week on my calendar, but only four hours a week. And so turns out I was just lying to myself that I thought I was only taking I was going to say there's no it's just no way. Yeah. Yeah. So what wasn't on my calendar were all the guided minutes. Hey, we have a problem. Hey, the sale is not responding. Right. All the fires were not on the calendar. Right. They were like, people stopped by my door. Hey, God, deal with this guy. Deal with that. Hey, you need to call this person. Right. Like I'm the guy with all the relationships in the city. There's a problem. I have to make the phone call. And so I never accounted for that in my calendar. And so when I finally shut that down, not only did I have more time on my calendar, but I had more clarity and presence. Now I can think about the problems and how I can fulfill our clients even more. I got to do more for our clients now, which make them happier, retention is lower or retention is better. And like, you know, when you're running a business, we're your service provider. It's not important just to get clients because that is important. It's not just that it's keeping the clients. Right. And so once I actually stopped buying houses, I actually have the bandwidth and the clarity, the silence, where now I can actually think about, hey, how can we make this a better experience for our clients? So that was the biggest change. But man, like I said, like it was hard. I've talked to a lot of people, a lot of people, like am I doing the right thing here? Because like, you know, what are they going to say? What are they going to say in social media? This is this is my identity. Right. I'm the one that's like all like anti. I don't like it when people talk about when they sell education on stuff they don't do. Yes. Right. So the good thing is like, I don't teach wholesale, right? I teach sales. But like that was hard for me because, you know, what I listen to myself, if I wasn't buying houses, like these are all of the things I had to go through to make that decision. It was not an easy choice. Like it was the right choice, but it wasn't easy. One of the things you said that I, for our listeners, I don't want anybody to miss this. You you talked about the time, but you didn't say it, but you said it. You also talked about the brain space. And I think that is an entrepreneur. One of the mistakes that we all make as entrepreneurs, we like to say yes. And we also think that we can do it all. You know, both of my coaches always tell me that I'm one of the rare people that can run in a hundred different directions and be successful at all of them. But at some point, I'll hit my limitation. And the reality of what you just said is very, very true. If you're listening to this, if you say, oh, it's only four hours, or I'm going to go over here and do this, it's only this, it's only that. The actual brain space that it occupies is way more than you can quantify. Do you know what I mean? And you you basically just said that of once I got free from it, I could I was free in my brain to compartmentalize something else in there to be successful at because it wasn't taking the space. And I didn't realize it. That was the thing, right? I didn't realize it. I thought it was fine. I thought it was no big deal. Yeah, it's crazy, like how much like the story we tell ourselves is they're so powerful. Well, the other thing that I think that you said is I'm a huge. So I one of the things I do is and I'm not super vocal about it, but I help people become a keynote speaker. And because the reason why I'm not super vocal about it is because there's some people that call me, actually, a lot of people that call me that I have to say no to because speaking on stage is one thing. If you want to become a really good keynote speaker, it's a whole different. You have to have a certain level of it already. And that's shit. I can't teach. But one of the things that you just that you said that I think is very important is you said identity, right? And I think for an entrepreneur, one of the things, for instance, that I do is I try to teach people that are on the brokerage side to get on the investment side and they get so caught up in the identity of I'm a top producer. I'm this, I'm a that. And I'm not trying to shit on anybody. But the thing that you just said, why I think this is so important is you're just like every other entrepreneur where you we all go through the same things. But you went through, man, I've got to break my identity, which is a tough one. Right. It's the hardest one. Yeah. But you did it. Yeah. Well, I mean, thankfully, though, with a loss of really good friends that were willing to challenge me, right? Because like it wasn't one friend. It wasn't two friends. Right. It was like, OK, I got three people that I respect. They're constantly pushing me and saying like you're being foolish, right? And so, all right, you got three friends that you look up to. You spend money to be around, like, why are you spending money? Here, I'll put another way. The biggest thing I hate as a coach is when someone pays me and they don't take my advice. It's great. It's so wild. Yeah, I it's bro, you're so right on that. And I was that person. Yeah. Right. So I was like, hey, maybe I should take their advice because like I pay them. Yeah. Hey, this next segment is brought to you by my good friends at Rocket League dot A.I. That is Rocket League dot A.I. If you're in the real estate business, especially investment side, and you need a platform that can run your real estate business and talk to leads through A.I. when you're not able to talk to them and can qualify and get to all the leads you can't get to. Plus, it has a amazing piece of technology with a called lead detector that helps get all the people that come to your site and not opt in to opt in to turn into a lead. These are my good friends at Rocket League dot A.I. I'm part of this company as well. I use it to run my real estate business, a real estate investment business. Go check them out again, Rocket League dot A.I. And thank you guys for sponsoring the segment. So fast forward to now you are knee deep in the A.I. stuff, right? Yes. So there's so there's a lot of noise around this subject. And like we don't. It's hard if you're if you're from the outside world and you're just learning this and you know, who actually knows this, who doesn't, who's full of shit, who's not. I believe you're pretty far ahead on this already. If you wouldn't mind, like, give us your thesis of like, where what are you doing? Where is this going? And why is this important for people to understand? Man, what we're doing is we've created an AI tool. I'll talk about what we did. I'll talk about why it's important. So what we've done, the first thing we did was create a call review tool, right? So after every single call, every single sales appointment, it's uploaded to A.I. It's scored, reviewed and analyzed every single one and is analyzed and put into Google chat for us. You can use Slack and use Google teams. But it's put into a chat for all the other salespeople to see. And the salespersons are required to go in there and comment on the feedback because we want to close the feedback loop. Because like what happens a lot is like when you do, call reviews are tough, right? Do we do a weekly? Do we do a monthly? And like, if you're anything like me, I treat it like QuickBooks. Like, yeah, I'll get to it eventually. And then eventually it's like six months. Yeah. Right. And all this time, like your sales guys aren't getting coached up, right? So call reviews, like instant call reviews, within minutes, they can see it. Right. So I think that's, that's one of the first things. Uh, the other thing too, we've created role play bots where like you can call the bot and you can, you know, buy their house over the phone. Uh, but you can hear like real objections, real personalities. And we got varying degrees of difficulties. And then what we're releasing officially tomorrow is our AI lead manager. AI caller, right? You fill out a web form. It calls you right now. Uh, you call in after hours, you call it on the weekends or your sales guys are busy, they don't take the phone call. It goes to the AI. It can take and schedule an appointment for you. So that's what we're doing. So, and it was, it's been incredibly challenging. So, uh, why is it so important? The reality is technology is moving so fast. I mean, Friday's over and over again, right? For over two years, I think probably three years and now people are saying like, either you use AI or you get beat by someone that's using AI. Right. And I think that's been true for quite some time. I would agree with 100%. Yeah. But I would say it's even more true now and now that I'm really deep into it, the reason why that's true is not only is it increasing like operational efficiency and, uh, and, and, and everything else is also reducing overhead. So if Brandon and I are in the same market, right? And he's got an extra $10,000 a month because he doesn't have to pay for this employee, that employee, and so on. He's reduces overhead by 10,000 a month. Everything else is exactly the same. Our closures are the same. Our marketing is the same. Right. Right. Our admins, uh, abilities are exactly the same. We got the same title companies. Everything else is exactly the same. But Brandon's going to extra $10,000 a month to spend because he's not paying employees for this work. Who's going to win in the long run? It's not even fair. So forget about AI being more productive and more reliable. If nothing else is just a reduction in cost. So now I'm doing this, I learned a whole lot like super nerdy stuff. I don't know when you get into this stuff, but like the difference between like Claude and like Grock, chat, GPT and like what is four O and four and four many, there's and the cost behind all that. And, you know, using any, I don't know how deep you want to get into all that, but there's a whole different world to get comfortable when once you go down this AI road. Well, I, so one thing I just think is, is people, you know, more and more people aren't, but there is, there is a large amount of people that are turning a blind eye to this saying, you know, whatever. They're not just turning a blind eye, but they're also like getting cute with it. And I don't know, maybe there's just something wrong with me. But I see how everyone's using AI. I'm like, why, why are you doing that? Right. Like making images, making goofy videos, right? If you're using it to play with it, to advance your business and then good. But if you're using it like a hobbyist, there's, I think there's great threat. You have to spend time on figuring out how to improve efficiencies and organizations, right? Like right now we're using AI to basically do 90% of the heavy lifting for a sales manager so that our sales manager can actually look at the calls that actually require review, right? Like not having to listen to all the calls. I think is, is an absolute disaster. And you look at us, right? You and I as business owners, what are we typically metaphorically? We are the surgeons, right? We come in tactically, right? You got this one problem that you guys can't solve. I'll come in, I'll solve that problem, right? That's what we get paid for. Yeah. As a sales manager, I don't want him banging his head against the wall, doing all these car reviews. I want him to review the calls that there are clearly problems on. Right. So now he gets to be a surgeon on just the calls that we need to review. Versus, well, let's just throw a dart at the dart board. All right, this is a call we're going to review and we don't know if it's any good or not. Yeah. So I think that's one of the biggest things for our sales managers. The, the, the, the, uh, feedback we get consistently is like, man, it makes it so much easier to manage the sales team. And if you look at like every organization up until 2025, right? Cause it's not allowed anymore up until 2025. Marketing, super high accountability. How much you just spend, what were the channels? What was the return on ad spend? How many appointments did we get? How many, like super high accountability and marketing, right? Accounting, accounting. You can't screw it up. Either zeroes out or it doesn't. It's past fail. Uh, operations, right? Like, did we get the paperwork done? Did we close on time? We can measure all that. Sales is like a black box. Leads went in, contracts came out. What happened on those appointments? We don't know. And now we do. Now we know, and within our organization, our worst salespeople can listen to the calls from the best salespeople. It just increases accountability. And now that we have more accountability there, you know how it works. What you focus on improves. So there's no more hiding in sales. That's, that's what we're doing now. Where, where else do you see? I mean, you're, you're, you're far ahead on some of this. Where else do you, where else do you see this taken over? Like where, where, who needs to be concerned? Everyone needs to be concerned. So right now, um, we're seeing is by the end of the year, I think a lot of inside salespeople will be out of work. I think if you're not in the top 10% and 5% and your company as a lead manager, you're going to be gone. I think that's number one. Do you think that's because the voice is going to get really good? The voices are really, really good. Like, uh, you can test it out later on. Like the voice is there. The voice is there. The speed is there. Uh, it's, it's here. Right. So, and you look at the complexity of a sales conversation as a lead manager, like, you know, lead manager, it's sales, but the complexity or you deal with the same objections over and over again. It's not like this wide range of complexity. Whereas you meet as homeowner face to face to buy their house. Like, okay, like what is the actual problem? What do you actually need today? What do you need next month? What do you need a year from now? We can get super creative, right? Uh, uh, on an actual homeowner that's, you know, buying their house, but in scheduling appointment, the complexity isn't that crazy. So I think, you know, by the end this year, if you're not at top 5, top 10%, as a lead manager within your organization, you're probably going to be in trouble. Um, unfortunately that is my measurement success for my software. Uh, and then I think in 12 to 24 months, if you're not buying in person, you could be in trouble, uh, because the limitations of what we can do with our AI right now, like I thought six months ago, we're at least three years away from replacing salespeople because it's such a soft skill. It's, you know, it's hard to replace. We're feeling pretty comfortable 12 to 24 months. Like if you're not buying, if you're not meeting the person face to face, we can accomplish almost everything over the phone. And the reason why I say this is like, if you look at like yourself, myself, we can be a computer in a sales conversation all day every day, right? All day every day, but the computer is like 80% as good as us, but it's never sick. Never fights with their spouse. Yeah. Never goes on vacation. Never deals with like, uh, call reluctance because like on our best days we're monsters, but on our worst days, you know, yeah, we might have a milkshake for lunch, you know, like we're not always our best selves. You know, the sick kid, um, or we're in an appointment, we're putting out fires or we just, yeah, the outside, the outside influence. Yeah, right. But like, I'll tell you, like we created our lead manager and I created the bot, right? Like, so Ian on my team, he, he programs the bot. I create all the interface around it. And I forgot, you know, oversight. This is the first version. I forgot to set a limit to how many times the AI will call me. Right. So, or I said, I didn't do it right. I literally called me 15 times in a row, but I'm panicking the whole time. It's like, how do I get to stop calling me? It called me 15 times a row because it has zero call reluctance. Right. It has no negative stories. Right. It just does what it's supposed to do. So, um, I think if you, if you look at like, if it's 80% of us as good as us, but it's 100% reliable, 99.9% reliable. I think, I think, I think everyone is needs to be paying attention. This is salespeople. I mean, like our title company that we've had a strong relationship with, uh, they can now pull title. I want to say, I think they were saying under five minutes, like with AI, like, we're in Maricopa County. So like everything, everything is public record. Like you can find anything, but they can get a clean title in five minutes in Maricopa County. Yeah. Right. So as a title officer, what do you do with that information? Right. Um, yep. And so I think, uh, if you're not meeting people face to face, uh, as a soft skill, um, in our industry, I think you're, you're, you're gonna, you'll want to start paying attention. Yeah. Yeah. So, um, I think, I thank you for, for explaining that because I think a lot of people don't know that. So if anybody is paying attention to this and watching, how can they connect with you on some of this stuff? Uh, so we have objection proof.ai. It's a, it's a website. You can upload any, any sales call, right? It could be text, MP3, WVM4A, anything you can upload there. They'll, it'll review the call. There's no charge. Uh, my team hates it when I say it, but like use it in interviews. I don't care. Right. We have, we have teams uploading 20 calls a day. It pisses my team. I was like, whatever. Right. It doesn't really cost us anything. Uh, so you can. Upload as many calls as days you want. Um, they can role play with us. Uh, if you text role play one word to the phone number 33777, you can role play with our bots. You can hear what our boss sound like. And then the last one, the, uh, the lead manager is going out tomorrow. If you text AI caller is to work AI caller, uh, to the same number 33777, you can actually hear what it sounds like when our AI lead manager calls you the schedule and appointment, like that's up and running today. You can hear the quality of the voice, the latency. You can see if they sound realistic or not, but it's, it's here. That's awesome. Um, I want to, I want to, number one, I want to thank you for your time. I always in the show with the same thing. And one of the reasons why we, we, we created this show was, um, I didn't grow up. I didn't grow up with money. And as I started to, to get successful, I learned that there's two economies. There's the educated and non-educated. And I'm not talking about, you got an education from school. I'm talking about getting in the rooms with people like you and learning how things really work. So I always ask everybody at the end of every show, what does wake up to wealth mean to you? Cause we named the show this to teach people how to wake up to their own version of wealth. Man. So for me, wealth is very closely tied to freedom. Right. Like, uh, for me, I am unmanageable. So I want to be able to do what I want whenever I want. Just turns out I work for the craziest boss, right? Cause I work 80 hours a week. Um, but you know, I get to do pretty much whatever I want, whatever I want. And so that's, that's what waking up wealthy means. Does that I don't, I, I have obligations that I choose to fulfill. I don't have any obligations that are required of me that I don't have a say in. Right. Like if there's requirements of obligations is because I committed to them. They weren't placed upon me. So I get to do whatever I want, whenever I want, however I want, with whoever I want, like that's for me, waking up wealthy. I'm not obligated. Actually, I take that back. Uncle Sam, that's an obligation I didn't commit to, right? But beyond Uncle Sam, there's not a single obligation or requirement placed upon me that I didn't choose for myself. Awesome. Man. Hey, uh, if you guys are listening to this, check him out. I mean, he's got some real stuff. I've bought his education for my sales team. As I mentioned to you guys earlier, I've gotten a ton out of it myself because I'm a student and I like to nerd out on this stuff. Um, he's made me a lot of money with some of the things we've implemented that we've learned from him. Check out what he's doing. Check out his stuff, check out his podcast. And Steve, I want to thank you so much for coming on and chopping it up with us today. Oh, thank you for having me. I appreciate it. Hey, this next segment is brought to you by Paramount property tax appeal. And these are guys that I trust. My good friend, Wes over there. If you're overpaying for your property taxes, Paramount property tax appeal specializes in helping commercial property owners and homeowners reduce their tax bills, ensuring that you only pay your fair share. These guys are going to fight for you. And these are the guys that I trust. You can reach my good friend, Wes. Their contact information is 310-897-5056 or Wes at PPtaxappeal.com. That's Wes at PPtaxappeal.com. Thanks so much for tuning into this episode of Wake up to Wealth. Be sure to appreciate it. If you haven't done so already, make sure you're subscribed to the show wherever you consume podcasts. This way of good updates as new episodes become available. And if you feel so inclined, please leave us a review on Apple podcast and tell your friends about the show. It is how new people find us. Until next time.