Disclaimer: Transcripts were generated automatically and may contain inaccuracies and errors.

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The ongoing relationships that we have with you if your listener if your client, it’s not just to your bot and see you later, call us again, if you want to buy one if there’s a problem, please don’t call us. It’s not that it’s literally, we are working with you year after year so that we can help you eventually get to the harvest and harvest along the way.

What would your life look like if you could replace all of your working income with simple and conservative investments that could do it for you? Over the last 13 years, we’ve helped 1000s of clients transact over half a billion dollars in simple and conservative real estate transactions, allowing them to begin replacing their working income with real estate investment income.

Each week, we’ll be pulling back the curtain on the ins and outs of real time retirement based real estate transactions that will transform your financial future, even if you have no real estate experience. This is replace your income with me, Kevin Cleese and Steve Earle. All right, well, hello, everybody and welcome to replace your income with Kevin And Steve. How’s it going?

Good. What’s up man? Doing well. Hey, I was noticing you got something on your your wrist over there. It looks kind of heavy. Are you are you lifting weights or what’s going on? Well, you know, I’ve just started wearing jewelry.

Oh, yeah. Congratulations. Um, Steven, I are sporting custom Special Edition done for you real estate watches are cool. Yeah. Cool. It’s kind of fun. But no, why did we do?

Let’s see, I think it was because, guys, this is so cool. So we recently decided that we wanted to give a huge thank you. And shout out to our amazing team members that have been with us for at least 10 years.

Yeah, yeah. That’s pretty cool. So we went through, we have seven people who have been with us for 10 plus years. Now. We have a total of 21, you know, full time staff here in our corporate office. And some of them have been with us for over 10 years. One of them actually 14 years, we finally, you know, got off the bench here. And we’re like, maybe we should do so that for these. These people in addition to you know, let’s just show a little extra love.

You know, yeah, so we got these watches made that are super cool. And they’re heavy. I mean, it’s like lifting weights carrying this thing around, right?

Yeah, we went a little overboard.

No, it’s awesome. I mean, it’s so cool. And you know what, listen, you maybe you’ve only been riding with us for about a year. Do you know that we just passed the one year mark. That’s unbelievable. I think I think it was in June last year that we launched. Wow.

So we’ve been doing replace your income for a year. And I wish this should be if that’s the case, this should be Episode 52. But it’s not. And that’s because sometimes Steve and I get busy, right?

Yeah, yeah, we we’ve missed a week or two. Maybe Maybe you’ve noticed, maybe you haven’t noticed? But we apologize for that. Yeah, we’re gonna do better this year. Right? We are really trying to that is gonna be our our new podcast, your resolution, that we’re gonna try to be a lot better. Well, thank you so much for joining us, you guys. We’re so excited to be with you, as always. And we have a really cool topic today. I mean, I know I always say that, but we don’t do a show.

Unless it’s a really cool topic. At least we think it’s a really cool topic. Right? And this is one I just got to tell you guys where this came from. So I was on a call today with actually a podcast listener. Shawn out there. Hey, buddy, how are you? Thanks for the conversation today. And I asked him at that, because I knew that he’d been listening to the podcast for a long time. And he finally was like, man, I gotta call you guys, I really want to work with you. And so I asked him, I said, Hey, since you’ve been listening to the podcast, let me ask you, if we could do a podcast for you, or or just in general, like, Is there a podcast? You keep thinking, Oh, man, I wish these guys would do this podcast.

And he’s like, you know what, you know what would be good? I’d love to hear you guys do a podcast about how you’re different. And I kind of pushed him on that like, wait, what do you mean? And he’s like, here’s the deal. When I first started to kind of listen to you guys, I thought you were a traditional turnkey real estate provider. Now, if you’re listening, and you’re like, I think I’ve heard that term turnkey. But I don’t really know what it is. Steve, what’s a turnkey provider.

So a turnkey provider is somebody who is going to help an individual purchase a property all the way from, you know, not just finding it, but actually, they’ve typically already bought it, they’ve rehabbed it.

And now they’re putting it back on the market to sell where, and in many cases, most cases, if it’s true, turnkey, it also has a tenant in place and property management in place. So So before you even see it, or have an opportunity to buy it, they bought it, they fix it up, they placed a tenant and it’s being managed. Yeah. So it’s literally like completely went by and it’s good to go.

Yeah, it’s like, you know, here’s a list of properties, and they’re all kind of got tenants. So they’re ready to go like, here you go. That’s one version of it. Another version that is maybe less total turnkey, but that he kind of thought we were to was like, we were more like these companies that have like a list of properties online and, and they just make an introduction to the person who’s listing the property like the agent that’s listing the property already, or the property manager. They give you a list of property managers in the area.

And say, hey, go talk to these guys. He’s like, you guys aren’t a turnkey company. So when I realized you weren’t a turnkey company, then I thought maybe you were like a BRRRR company. And burger is one of those things be I think it’s like four hours. Right? It’s, it’s by with everything. It’s buy, rehab, rent, refinance, repeat, I think is what it is, right? Buy rehab, rent, refinance, repeat. And so it was, it’s the concept, it’s really popular, like you listen to a bunch of these, you know, these, these podcasts.

And this is a really popular concept in real estate, where somebody goes and buys a property, it’s kind of like a flip, that you hang on to right, you’re going to buy it, you’re going to buy it, what maybe appears to be below market value, and then and then you know, you’re going to do a rehab on it, and then you’re going to put a tenant in it, and then you’re going to refinance the equity out of it. Because you know, you’ve created a bunch of equity.

And then you just repeat the process, you pull the money out from the Refine, you go find another one to do it. And it’s really popular. So he’s like, I first I thought you guys were turnkey. You’re not that, then I thought maybe you were like one of these Berg type companies. But you guys aren’t that you’re something totally different.

And I said, awesome. I think we are too. And so then I shared this with Steve and Steve and I were sitting here and we’re like, keep but really like, what we know we’re different. But But how would we articulate that? Because sometimes, that’s difficult to do. And we thought, Oh, my gosh, this is a cool conversation. Let’s turn on the microphones. And we’ll have the conversation. That’s what we’re gonna do.

Yeah, no, I’m excited to have this because I mean, we talk about this all the time, we talk about the fact that we are different from, you know, many different perspectives, and in many different ways. And so I know that you’ve got kind of a little list put together as far as like the things that we just discussed, that truly make us unique, you know, maybe different from many, or I’d say most, or maybe even all the other companies that do something similar to us.

And I want to say right out the gate, that just because we think that we’re different doesn’t mean that the other forms of like, there’s nothing wrong with them. Right, right, like bur like, turnkey. You know, some of the, you know, more of the, you know, the, the Airbnb, like, those are all great ways to do real estate, real estate in general, is just fantastic.

And there’s a different ways of going about doing it. And we just feel like we’ve come up with a pretty unique, you know, formula, and perspective on what we think, is the best way to invest in real estate based on our type of clients. In fact, I’ll just say this kind of out the gate, and this will maybe kind of set the stage is that I think what has maybe forced us or helped us to be different from any of these other, you know, forms of doing real estate, is that our clients are quite different from the typical real estate investor who’s maybe attending, like, all of the different Ria events, or is maybe always kind of like when they’re not, you know, working or eating or sleeping.

They’re kind of thinking about real estate, right? Like, yeah, we’re kind of passionate about. And so we’ll talk more about like, why this is kind of forced us to create this unique model, is the very base fact that we’ve attracted a very different type of client.

Yeah, and it really is true. And that is one thing that is very different, right? We don’t generally work with people that are like real estate experts that are like, I just want to add to my portfolio, we have some people that that are that way, right. They get they are maybe they done it a lot. And then they they want to do differently.

Yeah, frankly, those who who are that way they come to us and they kind of recognize what it is that we’re doing. It’s because they want to change up what they’re doing. So they can be a little bit more hands off.

And so chances are if you’re listening right now, you’re probably one of the types that is kind of different, you know, the last podcast episode, we rebroadcast an episode with buck Sexton because we wanted to kind of reiterate the point that when you’re superduper busy, this is a good approach, right? This is something that you could do if you’re exceptionally busy, and you don’t want to be a real estate expert.

And this is just something that you want to add real estate to your portfolio, but you don’t want to have to be the one that’s doing it all. This is a good method, right? But really, when Steve and I were talking about it, and we’re like, okay, but really, like, really, really, if we were to break it down. And we were to say, Okay, how are we different? And and let me say this, too, because as we dive into this, I know that there’s folks out there that are listening, and I know you don’t have to be a done for you real estate client, right?

A lot of times Steve and I will talk about Dunphy real estate, because that is where we come from. That’s the background. That’s what we do. It’s how we do real estate. It’s how we help clients. It’s literally a big chunk of our life. But we always want this podcast to be a beneficial listen for somebody whether or not you’re a client.

So if you’re that kind of a person, here’s the way I’d like you to think about it. We’re going to share with you the philosophy that we think has really made us different. And I want you to just it’s different than the way most people look at real estate. So if you’re not a client not considering being a client, think of this as a different philosophical paradigm to view real estate through. If you are working with us or considering working with us.

Hopefully it’ll give you a little bit more context around how we do and why we do the things that we do. But at our base core, we’ve always said that one of the ways that we’re different is we look at real Through the Moneyball lens, right, we like to go hit real estate singles.

And that is a really important piece. But Steve, you and I were talking, and you came up with something that I was like, Oh my gosh, that’s really, really key. One of the main ways that we are different than other companies in the way that we view our real estate is we are and you use the term long term thinkers. So talk a little bit about how is it that we’re long term thinkers, and how is that different than maybe the way others view or interact with real estate?

Yeah, so you know, our philosophy is to look at real estate from a long term perspective. Like, if you’re getting into business, right, there’s kind of two ways to go about it, you can one, just get into it with the need and the philosophy of I just want to make as much money as I possibly can tomorrow, or you can be a little bit more long term thinking and be like, Hey, I ultimately want to be making a lot of money.

But I’m going to take my profits today and reinvest them in my business, for the foreseeable future for the next several years, in order to kind of build up like the base of my company, so that at one point, I can start kind of harvesting, you know, the fruits of all of these labors over the last few years. And so those are kind of two different ways to look at it.

As an example, if you take a look at Amazon, for example, they were in business, I think it was 15 to 20 years before they began to take profits. They reinvested everything back into the company to become kind of like the category kings of several different business ventures.

And that’s the end Jeff Bezos right out the gate, like his investor letters always restated his philosophy of this long term thinking, Well, now, you know, Amazon continues to, you know, be long term thinkers, but with many of the different products that they started and built up over the last, you know, how many years they’re now harvesting those, there are incredible profits to those who invested in the company.

So by the same token, that’s kind of our philosophy, when we’re working with our clients is, cash flow is very important, but not from the standpoint of, Hey, take the money and spend it today. From the standpoint of number one, it’s part of that the safety valve of having that cash flow in place, it’s part of building those residuals to build to invest back in the company.

And then of course, you get the appreciation that you’re going to take and reinvest in additional properties. And so we kind of look at it from the standpoint of we’re long term thinkers, but we don’t like the idea necessarily of holding on to a property for 30 years. And that is different than maybe some others in sort of a longer term, buy and hold space, right? They think, oh, I’ll just get a property, I’ll pay it off. And I’ll hang on to it forever.

That’s not necessarily what we’re advocating. But we’re still long term thing. Yeah, we still use the term, sometimes short term buy and hold, you know, five to 10 years with a longer play in mind, which might be 15, or 20, or even 30 plus years out there, depending on where you’re at.

Now, your long term play might only be five to 10 years, right? Depending on when you’re getting started. Right, you might be at a point in life where like, I want to start harvesting in 10 years, right. And so that’s your long term. And for somebody else, it’s 30 years. And so but it’s still like kind of keeping the end in mind and utilizing real estate and making short term decisions with a long term plan and long term goal in mind.

Well, and there’s a kind of a personal development concept that I’ve heard, which is, you know, start with the end in mind, which is okay, so what is the goal? What am I ultimately trying to achieve with real estate? Well, I kind of use the word harvest, and I like the word harvest, right?

Because when I look, I’m not a farmer, okay, I don’t really understand much about farming or agriculture. But I know enough to know that you’ve got to decide what seeds you’re going to plant, you know, if you’re going to have a harvest, you have to decide what seeds you’re going to plant.

And the decision about what seeds you’re going to plant is going to be helped along by a variety of things. Where do you live? What conditions do you currently exist in, that will allow you to grow the thing that will provide for the greatest harvest? What type of soil or what sort of, I don’t know, minerals? or gases or elements? Or I don’t know, the I don’t know anything else that you know, what is in the soil that you can grow? What’s going to where is your soil nutrient rich? Like there’s all of these things? Where am I going to plant right? And literally, like, where on the land that I own? Or do I have to go get land? And then where am I going to plant? What am I going to plant? How long is it going to take to plant and harvest that? What is the timeframe that I’m going to have to plant and then when can I expect the harvest? And a lot of people I think and I don’t know, right? Because I’m not. And I don’t even know if the word agriculturist is a thing, but I’m going to use it. I because I’m not an agriculturist right? Because I’m not that person. I would imagine though, that if you think okay, I’m getting into agriculture, I’m gonna plant and grow some stuff.

My guess is somebody that gets into that profession is not going alright, I’m gonna do this one time, right. This is a one time cycle. I’m going to plant my corn. I’m going to harvest that corn and baby it’s going to be good. And then we’ll see what happens next year. My guess is they’re probably looking at it and going okay. I’m gonna have multiple harvests over the year. But I’ve picked my crop. I’ve picked my crop, I’ve picked my plot of land, I’ve picked my soil, I know what I’m going to plant, and I know what I can expect from the harvest.

And then I would imagine that from that harvest, there’s more taken to replant to generate another harvest, maybe harvest that yields even better. But what’s interesting about this mentality, there’s a planting, there’s a cultivating, and there’s a harvest. And along the way, between the planting and the harvest, there’s all kinds of things that you cannot possibly foresee, right? You don’t know when the big storm is going to come.

You don’t know if you’re going to get too little rain or too much rain, you don’t know. I mean, right now we’re in a massive drought, hail, or you might have cricket, she might have wind, you know, all the different things that kind of affect what you planted.

Or you might be like me, and who you want to grow stuff, but then you just kill it no matter what you do. That seems to be what we’re working with. And or you thought you planted corn, but you actually only planted peas yet.

Wait, are you speaking from personal experience, because that’d be awesome. Maybe. But you know, so there’s all of these things. But I love this concept. If we were to apply to real estate of there’s a planting, there’s a cultivation period, and then there’s a harvest. And from that harvest, you can replant, cultivate again, and maybe grow a larger harvest. And the idea of I understand there will be harvests along the way.

But I have a long term harvest that I’m looking to get to. But today I’ve got a plant and I’ve got a plant with the seeds that are available to me or the resources available to me, I can only work with what I’ve got, and then understand that there’s a harvest that’s going to come. So how do I get it from here to there. And honestly, that isn’t that the way that we look at real estate, it’s not just about I’ve got to go get 20 properties, right. And it’s not just about, oh, I gotta go raise a million dollars so that I can get into real estate because Steve, you and I both know, there’s a lot of people who get into real estate in that way.

There’s like, I’m just gonna make money, I just want to get as many properties as I can. Well, listen, that’s good short term thinking. And maybe that short term thinking you think yields, the longer term plan, if I’m going to be Uber bazillionaire. And that’s cool. That’s awesome. But what we do with our clients, these, these folks that are different, right, that are different from the standpoint of, they’re not real estate experts, they’re busy people that want to utilize real estate for a harvest, they take what they’ve got, they plant that seed, they cultivate it, and they let the kind of conditions in the market decide when the harvest is going to come.

And when the replanting is going to come. That’s the way we view real estate. And I think, Steve, I think that’s probably different than a lot of people view a real estate portfolio. Right?

Yeah. And I would just add to this, Kevin, like this concept that the planting is kind of like the buying, right. And then the the cultivating is that the time that it takes to you know, property management, that kind of thing. And then of course, the harvest thing is either selling or refinancing or taking that you know, the proceeds and rolling it into additional additional properties. And, you know, as we kind of have this conversation, but what makes us truly different is the fact that there’s lots of individuals, even just, you know, regular real estate agents out there doing a great job finding, you know, their clients a real estate investment.

But what makes us kind of unique, I think, is this idea that we have like this, like the end in mind, you talk about planting, cultivating, harvesting, like another word for all that potentially is kind of like a plan. And having this plan where it’s like we’re helping our clients execute, when we’re helping them by, we’re helping them manage, we’re helping them optimize their one property or their entire portfolio through our ongoing efforts.

And we’ve put together this infrastructure of we’re like, we don’t have a couple of real estate agents who are helping people, and then it’s kind of like, you buy the property, it’s like, see you later, hopefully it goes, well give me a call back when you’re ready to do it.

Again, it’s more like just in our corporate office, I mean, we have 21 full time staff with different teams for the different stages of, of where people are at in the buying, have really nice watches on.

That’s right. And, you know, a number of our people who work directly with our clients, you know, they have a massive background in financial planning, and, and then all of the technicalities of using different sources of funds, you know, self directed retirement funds, and they’re pretty good at just they don’t give you you know, professional advice on a lot of these things that require, you know, financial planning advice, but they have enough knowledge and information that they can help guide and, and kind of nurture our clients along and making decisions that are going to minimize taxes and maximize profits. And in those types of things.

And then along the way, making the best decisions along the way as far as you know, when issues come up with a property or, or you know, when it’s time to maybe consider refinancing or consider selling and moving onward and forward. And we have a number of different tools that we use in order to help our clients make those decisions. And so like with this infrastructure, the whole idea is to be a partner with our clients, just from the standpoint of being that guide of being the organization or the and or the individuals that just assist our clients along the way to getting where it is that they want to go so that at some future point in time, whether it’s 10 years, or 30 years or more, they’re maximizing their harvest. Right? Yeah.

And part of the reason why we’ve put together this infrastructure is because, like you said, You’re not a professional farmer, most farmers who are out there are professionals. In real estate, it’s a little bit different. There’s a very tiny fraction of people who invest in real estate, who were kind of the guys who were constantly going to the raise or getting educated, and they just love it like, right, they know enough to be able to go and do it on their own.

Our clients, they’re good at what it is that they do, they just want to invest real estate, because they know they should be investing in real estate. And so they’ve, you know, they’re working with us to help guide them along the way. And, you know, I love the fact Kevin that more than half of our clients every single month, come from repeat customers.

Yeah, because it works. Like we talked about this concept of within intrinsic within a seed, there’s the DNA of what it’s going to become whether it’s going to become, you know, an ear of corn or a tree, or whatever it is that it has the DNA to become, it’s the same thing, the properties that we help our clients choose, which is just the very beginning of what it is that the grid and plant, like those properties have the DNA already inherently built in, so to speak, where we already know, come what may, whatever storms may come along, we ultimately know what you know, based on decades and decades of historical information, what that property is going to become in terms of a financial asset to the client.

Yeah, and so we already know, for the most part, the end from the beginning, we just don’t know exactly what’s going to happen in between, right. And that’s what we help our clients navigate the whole cultivation process. And to help them stay in the game, when the going gets rough or tough. Or when something happens.

And that inevitably, with every property, there are going to be those moments in time where it’s like, people will throw up their hands and be like, I’m done with this. Because there are those painful moments. And that’s where we get to step in. Because we track everything, including, you know, the status of each property for the most part.

So when something happens, we’re pretty much in the know, we’re able to reach out or clients reach out to us. And we help them navigate those issues, and help them stay in the game. So they can get the benefit of the DNA that was planted at the beginning of the process.

I love that. And that was actually one of the things that I wrote down when I think about how we’re different. I mean, we assign people in account executive, what once they clear the pre approval process, I mean, the pre approval process is a whole separating factor that we could talk about in just a second.

But once that completes, you know, we assign them an account executive, and they’re working with somebody individually, day by day through the process, right? And then you’ve got this this whole, you know, we call it the pot team, right? The the portfolio, or the property optimization team, or the profit optimization team, all kinds of pieces that you could throw out there, that is there, you know, I think about so my wife and I were legit, like trying to plants that says that they’re not the pot optimization.

Oh, yes. their nest? That’s correct.

Thank you for the clarification to clarify that case. You know, anybody it’s legal in Utah, it’s fine. Oh, so yeah, you’re good. So what my wife and I were planting some stuff, I say we let’s be honest, it’s her. She’s like, we’re, you know, we got this new home.

And we’re trying to plant some stuff like a salsa garden. And just some things. And you know, what it has been a process seems to go in and like we plant it. And if we just plant it and let it go, like the sprinklers Come on, or the drip system comes on, and it may just grow, and it may be just be fine. But we keep watching it, right. And we’re like, hold on, it’s not growing, or things aren’t happening. So we’re tinkering with the watering.

And then we realize, Oh, the crows, the crows are having an impact. So we put a little net over it, so the crows can’t get to the stuff. And so and now all of a sudden we’re starting to see some of the fruits, we just pulled our first strawberry, right, the lettuces ready to be used. We’re seeing some of the fruits of the labors. But what I was thinking about when it comes to real estate, there’s a ton of people who think that if I just enter the arena, I’m going to make it I’m going to be fine. I’m going to win the game.

Listen, we know that real estate over time, generally speaking, always goes up, right, there’s ups and downs. But the deal is if you want to maximize the harvest, you need to be paying attention along the way but real estate’s different than then you know, my strawberry plants, my strawberry plants, they may need some daily checking in right they we need to see what’s going on and what we need to do real estate. It’s not a daily checking, but you ought to be looking at it every few months, and definitely every year and that’s part of what we’re trying to do is understanding that you’ve entered the arena, you’ve planted the seed, yes, there’s a harvest that’s going to come but in order to maximize the harvest. We need you to know what’s taking place during the cultivation, and we need to be checking in on a regular basis. And that is super different.

Steve, what we do with the property and market reviews we’ve had Mike, come on and he’s talked a little bit about these things. What is so different about that is it’s really rare for somebody to be able to not just know the numbers of a property, but one of the things that we try to help during this cultivation looking towards the harvest process is Want to know, what are the numbers on the property? What is the condition of the soil? Right? The market that it’s in? Right? Is there a better place to maybe, you know, harvest and replant the seed? Right? You know, we’re or pick the plant up and go replant it.

Like there’s things like that, that we’re thinking about, are we in the best market? Is the market still looking like it’s going to go? Well, should we be taking these resources and putting them into a new market, should we be leaving the plant in the ground, but taking some of the harvest to replant somewhere else through a refinance, great things like that the analogy works, but there are things that are going to take place that we’ve got to look at in order to maximize the potential harvest. And it’s all part of that long term thinking.

And I love your analogy, Kevin. And I would even add their points in time on a regular basis, where that plant needs some water, meaning they need some reinvestment along the way, which is that nourishment of water and properties along the way, need kind of the same thing. Sometimes we got to add a little water or a little bit of cash to update something. Yeah, carpet, new paint, sometimes a new major system, whether it’s a roof or a furnace, or something like that, in order to maintain its value in order to allow its value to grow to be maximized, based on what needs to be done to the property along the way.

Yeah, totally. So here’s so we’re kind of getting into this, right. We’re not a traditional turnkey company from the standpoint of, you know, there’s not already a tenant that’s in there. And we don’t already have like an inventory of properties, and you have to choose from them.

The other thing we’re not doing is we’re not flipping properties, right, we’re not going and using capital and buying a bunch of properties. And then there’s a lot of companies out there, because I hear from folks that have investigated those companies, there’s a lot of companies out there that will buy up properties, and then they’ll send an email out to the list of like, hey, got some properties available first come first serve, and it creates this red ocean. What I love about what we try to create is we try to look at the individual harvest the individual planting the individual cultivation process for each of the clients, which means there’s room for the corn, and there’s room for the carrots, but we have to look at them individually.

And that’s how we work with our clients. It’s an individual process. It’s individual handpick properties, it’s almost like if you were going to go and do real estate, like let’s say, and you mentioned this earlier, Steve, when we were talking today, if you were to read a real estate book, like Rich Dad, Poor Dad, and you decided, Okay, I’m totally going to go do real estate, how would you do real estate, Mr. listener, Mrs. listener, you would go, Okay, I’m probably gonna do research, I probably need to know where I’m going to buy.

We’ve talked about this stuff before, what we’ve tried to create, I think it done for you real estate. And what you want to find, if it’s not working with us, is somebody that’s going to take us specifically into consideration and going to go find properties that check the boxes of being the kind of seed that we know we can cultivate, and that we can harvest, it’s gonna be an individual process.

And there are companies that will just give you a list of properties, and you can bid against other people, there are companies that will buy properties, and then flip them to you. And you may never know how much money they’re making on those, right? We try to be very transparent. And so you know how much money we’re making where we’re making the money, because we believe, yes, we are providing the service that we think we should be compensated for. But we want you to know what time it is with your planting and cultivation or harvest.

So there’s transparency there. And it’s a very individualized handpicked property, individual working with you, you know, looking at your property, specifically, year after year, there’s this element of individualism for you and your harvest plan that I think is really, really unique.

Yep, love it. One other thing that makes I think, as different Kevin is the process that we have our clients go through, all the way from kind of what we call our onboarding experience, where we kind of get you educated and up to speed as to like what we do, how we do it when we do it. And also the ins and outs of, you know, real estate in general, number one, the number two, if somebody is going to move forward, and it looks like you have the resources to move forward, is to go through this full documentation pre approval process that is very different.

And it’s actually the individual who’s doing that that’s her full time job as an employee of the mortgage lending company that that we own and operate here in house. So it’s kind of part of the process like, like, you literally can step out your office and have a conversation with her. Right. Yeah, you know, you’re able to aside from me to look it up in our in our database and see where people that you can go and talk to a live person to find out Hey, what happened with, you know, Mr. Smith, that added it, I’d have a conversation, then what’s the pre approved, and they get assigned to an account executive, and they begin the searching process. We then do a warm handoff to one of our real estate agents in the market that you’ve chosen to buy in. And it’s not just a we know this real estate agent, we vetted him and he’s really good.

It’s this is a guy that we’ve been working with for many many years. And he’s part of the team is an independent contractor, this one this guy or this girl, and but they’re part of our team, and almost exclusively they work with our clients and on a regular basis, a daily basis. We’re in contact with them. And they are just an extension of Dunphy real estate.

And then when you get a property under contract And now it goes to lending well, lending is right next door. And again, the lender isn’t just like when the lender, you know, our team, whether it’s Dustin or one of the loan processors or, or he sees one of our other loan officers that’s working with you who like when they’re working with the agent, they know the agents individually, it’s not some stranger that they’re talking to you the first or second or third time, they’ve had, I don’t know, probably hundreds and maybe 1000s, probably 1000s of conversations.

And so they know each other, and they know the process, they know, expectations, that whole thing you get through lending. And you move into title, we work with a couple of the same title, companies, again, we’re not just referring you to somebody we’ve vetted, we’re we’re handing you off to a company and individuals who work with us if then hundreds and hundreds of the same thing with the property management, which is huge, huge, like I relate to the road.

Yeah, we’re like property management makes or breaks your investing experience for the most part. And so we have these long term relationships with our property managers who, again, they own their companies, it’s their company, we don’t own all of the different, you know, companies that that are part of the process, it just makes sense to have, you know, in some cases in property management is one of those, just a local team who has been doing it forever, and who’s working, you know, directly with us. And they know us intimately.

They know our system. They know our process. They know our client expectations. And although property management and everything along the way. It’s never perfect, right? There’s always the hiccups, bumps and bruises along the way, the fact that all of these different pieces are so integrated so seamlessly, like as bumpy as it is, sometimes it is, it’s probably as smooth as it’s ever gonna get for the most part, you know, for clients. And so our whole concept, Kevin, it’s based on relationships, it’s right. Yes. So and I know you had some thoughts on that on that concept that we discussed earlier?

Well, I wrote this down. I wrote that, you know, it’s not just introductions. It’s relationship passing, right? It’s relationship extension, is really what it is. Because if you think about it, if I have a relationship with somebody, and I’m just making an introduction, that’s one thing, right? Oh, I know, a guy who did a thing, right? Let me introduce you to the guy that did a thing, right? Like, for example, if you know a good bank that does a good home equity line, right? on real estate, you might say, Oh, yeah, go check out such and such credit union, they’ve got good rates. Cool. That’s not exactly I mean, that’s kind of like, maybe you’re sort of introducing me to that bank.

But there’s no relationship there, when you extend the relationship, right. So when you take a look at the relationships that we’ve been able to build, with these individual agents, with these property managers, with these teams in the field, what we’re doing is we’re extending that relationship to our clients, as opposed to just making an introduction, because we get that question sometimes, right? They’re like, Well, are you guys just making an introduction to some rando in in some market that I think I want to buy in? No, no, it is a relationship now.

And I can tell you this. So I, we’re gonna drop a podcast very soon, about a new market that we’re going to be expanding into, okay, I’m not going to tell you which market that is, you’re gonna have to stay tuned. But I’ve happened. So Steve, and I sometimes share a zoom account. And there’s been two or three meetings over the last week that I’ve tried to jump into with a client or with somebody on my team, and sees in the zoom, talking to the team that we will be working with, in this new market, building all of the systems and building the relationship is so that when we get to that point, where we’re ready to start introducing this new market, there is extensive relationships that are already in place, and any a working history that’s already there.

So that when you come and say, Hey, this sounds like a cool new market. It’s not just yeah, we read about it online. And that seems really cool. You should go talk to this guy. There’s like three names, you should just call one of them. No, well, I’ll tell you even in this new market, Kevin, the individual who our clients are gonna be working with a lot. He’s been working with us as a client as a professional in different capacities for more than 10 years.

But yeah, there’s so it is a relationship extension. And I think that that is a real separator that is a real differentiator. You know, there’s a Glenn Beck has a company he calls real estate agents, I trust.com. And the idea is they’ve gone in and they vetted real estate agents. And then, you know, you may decide that you want to go buy a market in XYZ zip code. And so you put it into their website, and then they send you the name of an agent or two, right, that, that they feel like they vetted and that’s going to be a good agent.

That’s a great service. But this is one big step above that, which is it’s not just an introduction to somebody that’s been vetted. We are extending the relationship from us to and through you to our relationship in the market. Yes, they’ve been vetted. Yes, but we have extensive relationships and extensive experience with them, and they know the system and they know the process so that now they know what the cultivation process should look like both the planting of the seed the buying of the home, and the cultivation process and the watering and everything that goes along with it.

To be able to yield a harvest, it’s all kind of extended from us through you to them. And that is way different than simple introductions or than a traditional turnkey approach, which is like, Yeah, we got it all figured out here, you just take it, run with it, and goodbye. And by the way, that’s another big difference is we’ve already talked about it.

But the ongoing relationships that we have with you, if your listener, if your client, it’s not just to your bot and see you later, call us again, if you want to buy one, if there’s a problem, please don’t call us. It’s not that it’s literally we are working with you year after year, so that we can help you eventually get to the harvest and harvest along the way.

Yeah, love it, Kevin. I mean, that’s a great way to express it. And that’s one of the things that we’ve been talking about right is like, how do we best articulate this concept of how we are different? And we’ve kind of struggled with that to some degree over the years, right?

Like it’s hard to have a an elevator pitch conversation with somebody it is to describe what it is that we do. And that’s actually one of the reasons why we really wanted to do this podcast, because who we are, what we do how we do it, it really is a long form, explanation, because there’s just no simple short way to say it. I don’t maybe, maybe one day, we’ll come up with a one sentence.

Here’s the whole thing articulated. Yeah. And maybe one day, we can come up with like, a word or a verb or something that condenses all of the podcasts that we’ve ever had into, like, kind of like Google, right? I’m gonna go Google that. Yeah. You know, like, maybe one day we’ll figure that out. You know, here’s my invitation to anybody who’s listening today, if you come up with that verb, of what we could, like, just say, and then it would just like, articulate everything that Kevin, I’ve just been talking about today. Would you please like email Kevin or me, and just let us know, we’d love that we need some serious help with this.

Because, you know, nobody knew what an Uber was. But now you just go, Oh, I’m going to Uber there, right? It’s literally everything, you know, I’m gonna Google it, right? There’s these these words that you just all of a sudden, it’s understood kind of what that means.

And we know that that’s there’s a lot there, that of what we do. But it’s always a long from conversation. You know, I guess for now, as we kind of conclude the episode, I guess, at the end of the day, yes, we’re long term thinkers, there’s a planting a cultivation in the harvest. But I guess at the end of the day, this is quite simply, it’s, it’s real estate investing Made Easy, and hopefully more comfortable, right? I mean, that’s kind of what it is, with a whole backdrop of massive relationships that go with it, that increase the comfort level that increase the ease of it.

So if you can think of what that word is or what that thing is, boy, we’d be open, because it’s hard to articulate it in just a word. But we’re thankful we could do this episode and articulate pieces of what we do. And I think, Steve, I mean, we’re already at like, 38 minutes that we scrapped, I still feel like we kind of scratched the surface, right?

There’s a lot of things that are different, my encouragement to you, is, if you have yet to consider working with us, you know, go to the website, click the schedule a call button, and let’s jump on a call. Let’s have a conversation and answer your question specifically. Because that’s really what it’s about, you know, it’s about you. And it’s about your plan. And it’s about what you can accomplish. And it’s about getting you from where you are to where you want to go. And we will do everything in our power to assist you with that with simple and conservative real estate investment, hopefully made easy and made more comfortable. And so I think that’s where we can leave it, Steve, anything you want to add as final thoughts.

I guess my last final thought is this. And I think that the reason why we can do what I’m about to say is because of our relationships of trust that we’ve built, both with our clients, with our teams with our corporate staff.

And it’s this, it never ceases to amaze me that we can have somebody living in New York or Alaska, or in any one of the states in this wonderful country, Hawaii, we have a ton of clients away, working with us here in Utah, buying a home in Florida. And it all works pretty seamlessly. And at the very least even when and if there are bumps along the way. There’s this high degree of trust. And we just we like we get it done.

And it just works. And the client 99% of them will never physically see the properties that they’ve purchased. And then that’s something it like, it just is almost mind boggling. And it’s the only way that it works is how you you know best said it’s all about the relationships all the way around. That’s and that’s the basis.

And by the way, you know, that’s why we don’t let somebody just call us and say I want to do real estate, show me homes. We have a whole process that anybody that wants to work with us, you’ll have a conversation with me or with Trent or with somebody, and we’ll talk and we’ll answer questions, then we’ll build a bit of a relationship and then we’ll send you info and let you review that and then we’ll jump back on and we’ll answer questions and we’ll help create some clarity.

And then we’ll go through a full doc pre approval process to make sure that you’re qualified and ready to go by and then we’ll introduce you to an account executive. And then we’ll introduce you to the teams in the field and then we’ll help you look at and evaluate the properties and then we’ll get it i mean there’s so much that happens. It’s not Just had like to buy real estate and I say, Sure, let me send you a couple homes, you just pick the one you want. But there’s so much we’re giving,

I have to even like, just like the perfect example of this is my next door neighbor, this kid who grew up literally next door to me. He’s now like, I don’t know, in his early 30s, like, ultra successful in his businesses. And he’s just getting into real estate investing. And it’s like, he was actually referred to us by a mutual relationship.

And he came He’s like, is like, Ah, this, like Steve’s? Like, let’s just let’s get go like, bam, bam, bam, bam, let’s just go. And I was like, Well, actually, I need you to go through a bit of a process. Yeah. And, and, and so like, it’s having to like, even even with people with whom I’ve had, where we’ve had relationships with our entire lives, and who are the most competent, successful people, we like to take them to this process.

So we get everything, all our ducks in a row. So we get the expectation set so that we, you know, can just dial things in so they can have this unique yet consistent experience, as a Dunphy real estate client. So and so it’s kind of a neat thing.

And then sometimes, you know, people have to be a little bit patient with us. But at the end of the day, like it works, and it works because of, you know, everything in place, including and most importantly of all those relationships. How cool is it that it doesn’t matter where you live, or where you buy the process should be pretty much the same? Right? as pretty dang. Cool. Right? And that would, that’s a quite a statement in and of itself.

Well, thank you guys so much for joining us. Thank you for being replaced your income listeners, we love you guys. And we’re so thankful to be able to do this. We are going to continue with new episodes weekly. That’s a commitment we’re making, at least for the next few weeks. I’m just kidding. No, we’re gonna keep this up. Because we love having these conversations. And it’s always so fun.

Thank you for listening, please rate and review the podcast on Apple podcasts if you haven’t yet, or go follow us on Spotify or whatever your preferred podcasting platform is, and feel free to share this with a friend. There’s a lot of good we can do as a group, guys, and we’re so thankful for the opportunity to do that with you.

So for now, we’re signing off and we’ll see you next week. Have a good one. Thanks so much for listening to replace your income with Kevin and Steve. Do you want to connect with us and other income replacement Rangers out to obliterate the status quo and experience real retirement with income replacement through real estate type done for you real estate USA in your Facebook search bar, and make sure to like our company’s page. Send us a message while you’re there.

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