At 14, my dad told me to download audible and listen to two books... while I sit in the deer stand that weekend.
Those two books:
1. How to Win Friends and Influence People - By Andrew Carnegie (He is my favorite to study out of all the Industrial Titians)
2. Rich Dad Poor Dad - (Seems like everyone in RE has read this one)
After that weekend, I started studying real estate on my own via YouTube University!
At 15, during the fall and winter, I worked at a taxidermy (this is where they mount game animals - Deer, Turkeys, Ducks, Fish, etc). In the summer time, I was a lifeguard for a neighborhood swimming pool.
At 16, I started working for local Real Estate brokerage as the GSD guy...
I did EVERYTHING...
- Lifeguard (the managing broker owned/managed the neighborhood pool)
- Neighborhood pool maintenance guy
- Furniture mover
- House Stager
- House Painter
- Pressure Washing
- Flip house project manager
- Rental property manager
AND lastly I sold stuff on EBAY and Craigslist (this was before FB market place was more popular)
At 18 - I ran a crew of High School & College Kids that did all sorts of projects... whether it was RE projects, or whether it was working at the neighborhood pool.
At 19 - I got my RE license because the broker that I worked for (my first mentor) told me I would do well because I am great with people, a good conversationalist, and understood real estate enough to do it!
I did this for a few months in my hometown with limited success, then moved up to Starkville, MS (where I attended Mississippi State University to get my bachelor's degree in Marketing)
I became a machine when I was in school...
Up at 5a...
morning walk (listen to Grant Cardone's YouTube videos about commercial RE)..
eat breakfast then first class at 8a...
leaving campus by 11a...
home for lunch (another GC commercial real estate study session)
then property showings till around 6p...
then to the gym for two hours (I powerlifted in college), then home (more RE studying)
then bed by 10p...
Wash, Rinse, Repeat...
I learned that I HATED the "traditional client" work... and enjoyed my "investor clients"!
They had money, typically cash, and they knew what they wanted and why...
No emotions for the properties...
If the numbers worked and I found a deal, I was getting paid!
Many of these investors were parents of younger students that wanted to buy a house for their kids to stay in and rent rooms out to their friends... then when they graduate they can sell or keep as a rental...
At 21, I met the ONE CLIENT that changed the trajectory of my career...
It was late November... I skipped class that day and was at the satellite office we had in Starkville... the office line rang and I picked up the phone.
Me - "This is Matthew, with (insert brokerage name)"
Investor - "Hey Matthew, my name is (insert name will call him John). I am a (insert some type of specialty doctor) out of Memphis, TN and want to 1031 exchange a property I am selling into a multi-family property in Starkville.!"
As you can imagine... I was so excited and jacked about this one!
Me - "Nice to meet you John, and I absolutely can help you with that... tell me how much are capital are you looking to deploy from that upcoming transaction?"
Investor - "Roughly $380k, I want more than 5 doors (units) (5 or more units is considered commercial property)... and we need to get this done before Dec 29-30!"
Me - "Yessir, you got it... let me get your email address and I will start sending you whats available asap!"
He gave me is email... and I got to work!
Looking for Anything over 5+ Units... under $1m
I came across an 8 Unit building (apartment complex) that was built in the late 80s...
It was listed for $480k... but I figured, Hey, he's got cash maybe we can offer ALL cash and fast closing and get this deal done...
I sent him the deal VIA email the same day he called in...
subject line: ***I THINK THIS IS YOUR DEAL***
Next morning I checked my email... no response!
I went to class... (checking my email all throughout classes)
Walking back to my truck after class, headed to the office... I called him.
No answer... I left a voicemail... and sent him a text.
A few hours later... nothing (no response)
I emailed, texted, and called this guy EVERYDAY for 2 weeks...
Then I started a weekly follow up...
2nd week of December or so... I am getting nervous.
"Did I drop the ball, did I miss something."
I started doubting my skills of follow up... which up until that point I was VERY persistent.
I was sitting in class (Personal Selling of all classes lol) and my phone rings...
Its HIM...
I through my laptop in my bag, put my air pods in my ears, and run out of the class and straight outside... so I would interrupt any classes.
Me - "Hey John!?"
Investor - "Hey Matthew, sorry for not getting back with you sooner... and sorry to tell you this but I went ahead and bought that deal you sent me... yesterday. I just went straight to the seller and gave him my cash offer like you suggested."
Me - (confused, pissed, and not knowing what to do) "uh oh ok... well sir I'm a little disrespected that you went around my back but I don't care about the money (commission) that much all I ask is you explain this deal and how you plan to make it profitable... I just want to learn."
Investor - "Again... Matthew... I apologize for doing that. That said, absolutely I can explain!"
and so he did:
- Direct to Seller Cash Offer: The first lesson I can tell you is going direct to the seller, and an all-cash offer is one of THE BEST WAYs to get good deals.
- Value Add: I will put $10k into each unit (cosmetic update), which will allow me to increase the rent (revenue).
- Rent per bed: I will start charging per bed instead of per unit (since it's in a college town).
- Extras: I will install better WIFI, and a Trash service for another revenue source.
- NEW NOI: These improvements will increase the NOI (Net Operating Income) by $96k for the year.
- NEW VALUATION: Which increases the total value of the property by over $1m.
This next part is when my jaw hit the floor...
- CASH OUT REFI: Once I have at least 7 of the 8 units occupied for 90 days... I will go to the bank and refinance the property, pulling 60% LTV out (which was right at $1m). So I'll essentially have a property that paid me my $460k (all in) back + $540k of tax free income (in the form of debt) and I have a cash flowing deal that I have Non of my own money in." (meaning its "bank money in play")
As you can imagine, I was in owe... and my mindset was forever shifted...
"I need to learn how to OWN these assets, not JUST broker them!"
From this point forward, I became OBSESSED with everything Commercial RE...
Specifically, Multi-Family (apartment complexes)...
This is when everyday during my lunch break AND after the gym; eating dinner. I would watch Grant Cardone YouTube videos about how to underwrite apartments, how to structure the debt, how to find these deals, WHY big deals are better than small ones... etc.
At 22, I graduated MSU in August of 2021... ALL I did was minimal agent work and just searched up and down for an Apartment deal.
October of 2022 - I found a 170-unit deal in a very good part of Central Mississippi that was a pocket (off-market) listing for $35m...
I CALLED everyone I knew... to find someone to partner on this deal with me.
For 3.5 weeks I spent 12-16 hours on the phone trying to find partners and nothing...
At this point I was getting fatigued... and did what I always fall back to.
I took it to God... "Lord, help me find someone that I can partner with (or) at least guide me on if this is a good deal or not!"
The next Sunday Morning... I was at church like I always am if I am in town. After service, this older man came up and introduced himself, and so did I...
(He asked me if I played football. I get this a lot, being 5'9" and 220lbs, I am built like a running back)
Of course I said, "No sir, I just lift weights and train BJJ!"
***note: I never thought my physical stature would be such an asset in business and overall respect from others... but it does! so take this as your sign to get in shape! ***
We spoke for a few mins and I found out that he was the Owner of one of if not the largest commercial real estate companies in Mississippi!
I was very direct, and said, "Sir may I have lunch with you this week, I need to get some advice and direction!"
He gave me his office line and said to call this number, and ask for His Executive Assistant... to schedule a lunch!
We had lunch...
I told me his life story (insane, by the way)!
and I told him mine up to that point and where I wanted to go...
He spoke so much encouragement into me, so much so that still, to this day, I consider him a mentor; hearing from another man who has been there and done what I want to accomplish was priceless!
One week later...
At 23 - Nov 1, 2022 - I walk into a meeting with the CFO of one of the largest commercial RE developers in Central Mississippi. (By the Way --> Their Parent Company has over $700m AUM)
I was having this meeting to pitch them on if they would partner on the deal with me...
The CFO was Highly impressed with me...
But not so impressed with the deal...
***(I will not get into the details since I did signed several NDAs... but we never were able to close on this deal... many lessons learned though)***
After this "failed" |"Strike out" attempted to hit a home run) I took it as a learning experience!
My father helped me stay positive, "Hey, how many 23 year old's do you know trying to put together a $35m deals? I know of only ONE... Keep learning, keep growing; your time will come!"
***(The "bad" word in my household growing up was "Can't" - We don't say this word... and at 26 now, it Is still baked into me I don't say it... If you need to do something you don't know how to do ASK for HELP! Find the WHO!)***
Like anyone that has a failure... I was bummed for a while...
Then I went back to the grind and studied other guys who had acquired massive multifamily portfolios...
And I learned about ONE crucial part I was missing...
EVERY... SINGLE... ONE... of these guys with 3k, 5k, and 10k+ doors | units, started a business (or) had other businesses that made them $1m+ per year BEFORE acquiring all this commercial real estate that spits off passive income.
Specifically, two of these guys owned "Wholesaling Companies"!
Now at this time... "wholesaling" to me was for newbies...
It was just another "high-paying job"
Until I realized these guys actually hired out a team of JUST 5-10 members running their "wholesaling companies"... making them 6+ figures per month (talking 70%+ margins)
Realizing these guys owned these cash-flowing machines of "wholesaling companies," I like to call my company a "Real Estate Marketing and Acquisitions Agency" because I am building mine as a service-based company (meaning more consistent monthly recurring revenue, actual wholesaling deals is just icing on the cake).
The guys I studied that owned these assets just took the profit from the cash flow machine(s) and was buying commercial real estate and even getting into the Private Equity Game of buying, scaling, exiting other companies...
At 24, May of 2023 my father was on his death bed...
We thought he had brain cancer...
By the Grace of God... he didn't die, and they did an emergency brain surgery that saved his life.
This is when they found out it was a rare brain infection that was treatable.
He is alive and well today... But it has been a long road to recovery.
During this time, I did what my father was telling me to do for over a year before his mental decline before his surgery...
"Go turn in your Real Estate License and go all out on building this "wholesaling thing" these guys they you've studied own."
So I did... I did what I have done every time I start something NEW...
"Commit First... Figure out the rest later!"
I have to give credit to Grant Cardone for that quote, but it's the truth!
I had a friend of mine that had been in the wholesaling business for 5 years or so and had fast success.
He gave me 3 steps to get started ASAP:
1. Use Propwire to pull a list of data (target properties)
2. Use Batchskiptracing to skip trace the phone numbers
3. Cold call those numbers... (lock up contracts for purchase at a discount)
I did just that, for a little over 3 weeks and made around 7,000 calls and I don’t know how many text blasts. I contracted two deals, got cussed out many times, and finally needed to find another way.
One day I came across an post on IG with a guy talking about how he doesn't cold call and he has a system with 150+ automations that he just gets people raising their hand to sell everyday...
I bought his PPC course... but I wanted to get his system, I knew that If I wanted to build a true business I'll need a true business infrastructure that I can pass off to team members to "Buy Back My Time"...
He sent me over to this guy named
Ryan Fletcher (now my business coach) and that He was in a group call
PARTNER...
I got in contact with this Fletcher guy and joined his group... (BEST mastermind you'll ever find if you are COMMITTED)
It 100% has been the catalyst for my success up to this point...
Now @ 26, With the systems and processes I have learned, in 2025 (I have a clear vision of were I am going and how I will get their)! I can finally begin hiring and building a team to scale to consistent $100k+ months...