Using Your Big Why with Quentin D'Souza and Sandy Pathak

Episode 188 of the Diary of an Apartment Investor Podcast with Quentin D'Souza and Sandy Pathak. Transcript by – please forgive any errors.

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Brian Briscoe 0:00

Sandi we got Quintin on the line, what do you want to ask him?

Sandy Pathak 0:02

What lessons would you share with someone who's just getting started in real estate and with the knowledge that you currently have?

Quentin D'Souza 0:10

Oh, one thing I would say is your your y has to be much bigger than the pain that it will take you to achieve that Why? I'm not going to share your code it you're going to feel like you're going to have two or three jobs sometimes, especially when you have like a young kid, you're going to feel like you're burning the candle at two ends, three ends, even though you only have two. And it's going to take like months of that in order for you to achieve what you want to achieve. The truth is though, if you can get that do that for a few years, you can have what most people won't have is the ability to have the flexibility afterwards.

Brian Briscoe 0:56

Welcome to the diary of an apartment investor podcast with your host Brian Briscoe. In this podcast we bring some of the top professionals in the apartment investment field to discuss various aspects of the apartment investing journey with the sole purpose of educating listeners to make wise investment decisions. The Diary of an apartment investor podcast is sponsored by four oaks capital bringing you high yield returns through apartment complex investing. Welcome to the diary of an apartment investor podcast. I'm your host Brian Briscoe with four oaks capital super excited today's show another one of our Ask the Expert episodes we have two great people on the line with us right now. We got Quentin to Susan in Sandy Patrick so first we're gonna hit Quentin up and Quinn Welcome to the show First of all, and please tell us a little bit about yourself.

Quentin D'Souza 1:41

Well Well thanks Brian. I you know I'm been a full time real estate investor since 2014. But I've been investing in real estate since 2004 really started to scale up from 2004 to 2008. I had like one property one investment property so it doesn't really count but it was really you know, just kind of figuring out if this is really what I wanted to do 2008 scaled up buying three or four properties a year I did a whole bunch of different strategies rent to own wholesaling like whole bunch of different stuff 2014 I left my job as a teacher so I was a public school teacher for 20 years I have a master's in education was going down the road of being a school administrator did not do that I decided to take a little break and had two young kids at the time and you know went full time into real estate investing 2015 I started to purchase apartment buildings after flipping properties for a year I flipped 12 properties in 12 months with you know usually close to six figures on each of those and it was great but it was a job again like I quit a job and then I got a job and it was I didn't make a lot of sense but at the time it was like good money wise 2015 focused on the apartment building space continuing to do a couple of smaller properties but really focused on the bigger ones and I haven't looked back since so now we're approaching 400 units in Canada so I'm in Ontario Canada price per door is quite high rules are very much like California even worse for the landlord kind of work but higher appreciation been doing really well with that close to 80 million in assets in Canada also involved in the US I have some a few smaller one four unit properties in Florida involved in some LPs in the US and looking to expand to get involved with as a GP in the US as well.

Brian Briscoe 3:48

Nice nice so So a couple of things that I like to focus on is the transitions you know so you went from public school teaching and you know potential you had the potential to be an administrator which usually comes with you know, bigger salary and less classroom type stuff but you know, what was going through your mind what was your big motivation for going from you know, that career to real estate full time?

Quentin D'Souza 4:12

Well, you know, I had done a lot of different things I was never satisfied wherever I was at I always was taking on consulting roles. I worked for a publisher, I did different things in different aspects online tutoring before there was such that, you know, before it was popular, right? Yep, I did a number of different roles, had small businesses worked on websites, things like that. And then I guess I found real estate and what I found real estate I saw that I didn't have to work as hard and get better results. And I knew the difference between hourly work and using your mind and being able to put together something and be able to get a return and when I saw the results of that three Through investing, I knew that I had found, you know, this is the thing that makes the most sense for me. And, you know, transitioning from the one to four unit property to the five plus unit property space going into the commercial. That was another shift. Yeah. So but you know, from from, you know, working to to, you know, investing that was what I was thinking. Yeah. Yeah, it's

Brian Briscoe 5:23

a good point. I think it's a point that comes up over and over on the show is, you know, you're, you're exchanging time for money. And just just a question our teachers as poorly paid in Canada, as they are in the US.

Quentin D'Souza 5:36

No, I was actually almost, I was on what was called the sunshine list, because I also had secondary roles during the summer in the project. So I was earning six figures as a as a school teacher. Yeah, but I was also a consultant at the board level, so I would actually teach teachers. So I was doing a lot of different things I was, you know, I had a very full, like, full time job.

Brian Briscoe 6:02

Yeah, right. Yeah. So I mean, I know a lot. My wife actually teaches a elementary school right now. And, you know, looking at, you know, what she gets for a salary just kind of makes my makes me scratch my head and wonder why anybody would do it, in a way. But so yeah, I mean, you mentioned that the next transition was from the single family, small multifamily to larger stuff. Walk us through that transition to what was going through your mind. And why did you Why did you make that move?

Quentin D'Souza 6:30

Well, I mean, I was using, you would call it the birth strategy, I was doing it before it had an acronym, I actually wrote a book on it, the ultimate wealth strategy with a couple friends of mine, were buying properties, fixing them, refinancing them and renting them. And, and so I had done that back in 2008. Before it was cool. And, you know, I had built up enough cash flow that had come from those real estate assets on an ongoing cash flow basis that allowed me to quit my job. So I had, you know, I had created the income from that portfolio, I actually probably could have quit my job a year before I did, I kind of did this kind of like, fake quitting job thing. So I was putting money, my paycheck into a bank account and using my cash flow for a whole year before I quit my job. So it's more of a conservative thing for me, I was a little more cautious than I, then I could have been, but it worked for me. And then when I quit, I was like, Oh, this is okay. And that's when I started to Okay, let's make some big dollars. And I started to do the flips.

Brian Briscoe 7:36

Yeah, I mean, if you're anything like me, I mean, I got addicted to my w two. And a lot of ways, you know, and I spent 20 years in the Marine Corps, I'm on what's called terminal leave right now. So I'm all retired. But, you know, part of Part of the reason I stayed in and when I, when I reflect on things was because of that constant paycheck, you know, that the fear of losing that constant paycheck. So I see, you know, the same thing is going through my mind, it's like, Can I kind of really live off of my real estate holdings off my real estate activities? You know, so yeah, I think that's, that's smart to do the, let's live off as cash flow for a little bit. See what it looks like. I mean, no work? Yeah,

Quentin D'Souza 8:15

it worked for me. I was, and by the way, thank you for your service. That's, it's awesome. I mean, I think that everybody has to kind of take it at their own pace, and how they decide to do things, it really is something that, you know, everybody works at a different comfort level. For me, it was lower. Now it's much higher, like, when I'm buying bigger apartment buildings, I have like hard money, you know, like, sometimes half a million in hard money that's on a deal. Like, I would never have even been in the right realm of thought, you know, to be able to do that back in 2000, you know, 14 or 13 event, right? Yeah, absolutely.

Brian Briscoe 8:55

You know, same. Same here. I mean, I wouldn't have been close to be able to put the money forth, either, but I mean, just just the idea of putting a half a million dollars out hard, you know, before you purchase an asset, I think would have would have shocked me, um, I mean, our our first property I had, I think $50,000 on the line, you know, with our earnest money deposit first multifamily property, you know, so and that was scary for me, you know, there's like, wow, what happens if I lose this? But I mean, long story short, I didn't and the property's doing well, so I mean, it's, it's, it's definitely something that I think you have to grow in to the scale, you know, so

Quentin D'Souza 9:36

one thing that like I think about is when I asked my kids what's a lot of money, and like, my kids are 13 and 17. Okay, so my, when I ask my 13 year old, he tells me $50 is a lot of money. Right? And then when I asked my 17 year old, he says, like, $500 is a lot of money. Right? And, you know, it's all really up here, right? Because until you you know make it or lose it you know it's it's just a number it's just another zero on the end of like a number in front of it and how you think of things and how you're able to scale is getting your mind past that but also you know preparing your business so that you can make those jumps to have the team around you to help you to do that.

Brian Briscoe 10:26

Yeah that's a good point and you know a couple couple of months ago for some reason I had to I had to get a lot of cash out of the bank I don't remember why but I remember what I did I had a couple of $1,000 I remember what it was I was buying we were okay we were buying a car for my daughter and you know, I had to have like a $6,000 you know purchase and so went to the bank and I got $6,000 in cash and I thought this would be a great teaching moment for the kids and I let each one of them just hold a stack of cash for as long as they wanted you know, just yeah, and my idea was I want my kids to not think that $5,000 or $6,000 is an overwhelming amount of money you know, because in the grand scheme of things it's not but I think even now a couple months later if you'd ask him you know what's what's a big amount of money i think you know, my six year old will probably say $5 and you know, my 10 year old would say 15 and you know same as your your kids do, but anyway that's one thing I'm trying to do is you help my kids see that you know 50,000 or 100,000 or half a million in your case it's not an insurmountable amount of money it's it's more mindset than it is actual you know, money so let said one thing I'd like to ask everybody and you've kind of talked a little bit about this but what is what is your biggest burning why what's your motivation for this?

Quentin D'Souza 11:59

I mean, once you've once you've got your financial freedom number whatever your financial freedom number is and then you start to build on your net worth which I find that apartment buildings really help to do I think then you're really looking at how are you going to impact the world and the people around you as best you can so you know for me I like to spend my time I've written four books I'm working on a fifth book perhaps even a sixth book you know I take some time with my kids like I really like we went whitewater whitewater rafting I like like we've done winter camping like we just do lots of kind of neat and different things that are are more experiences that don't remember for the rest of their lives rather than you know, like we do like I go to ball games like my kids ballgames and stuff like that but I'm trying to I'm working on having those really nice experiences with them and other family members. Also like like helping the people around you like helping people to bring themselves up especially those people who want it I really love seeing that like I love seeing people who are determined to do it and they like like me like when we came to Canada like we came as new immigrants and you know we had nothing like we like we lived in the basement of somebody's house for like I don't know how many months before we found like a like a not a really great apartment right and but we worked and worked and you know the great thing about like our country's is that we have so much opportunity and we have to remember that that that's there and we can take advantage of that and I love seeing people who are trying to take advantage of that and change you know where they came from to where they want to be and so that's like the people that I like to to work with and help and you know put up different resources and and that sort of thing and hop on a podcast with great people like you so that you know can I share that message? Yeah,

Brian Briscoe 13:59

yeah, I love it and I think a lot of people make you know try to do the same thing as okay now now that I've hit my number How can I give back How can I help others? And you know, I think that's one of the one of the purposes of money is is to be able to help I mean to be able to do things and I really liked what you said about the experience with your kids but Incidentally, you know, where are you from originally?

Quentin D'Souza 14:23

I was I was born in the Fiji Islands right but my my family came from Goa which is southern India first I was born in Fiji then we came to Canada okay so it's it's been quite a you know immigrants journey.

Brian Briscoe 14:39

Yeah, yeah. And Sandy just just curious you're are you're also from India?

Sandy Pathak 14:46

Yes, I am. Originally from India. I came about 15 years ago. Okay.

Brian Briscoe 14:51

All right. Didn't know that when we scheduled this. Yeah, I mean, quitting your name does not sound Indian. I would have guessed. You know, as soon as it sounds more Italian is Run get mom

Quentin D'Souza 15:00

was my mom was an English teacher. So she really liked the Harlequin romance novels at the time. And apparently, Quentin was a star and one of those novels, right? Yeah, you go some, some tidbits you didn't want to know.

Brian Briscoe 15:15

No, no. I mean, it happens. we named our oldest daughter after a character in a movie. So it happens. But, yeah, so so so Quentin, what's what's next for you coming up?

Quentin D'Souza 15:29

Well, I'm going to continue to grow the portfolio my target over the next two years is to add another 100 million in assets under management as a general partner, I'd love to kind of see that happen in the US as well, because it's such a larger market versus Canada, that I am, you know, looking to grow that continue to publish books, I published the action taker, real estate investing planner, you know, this year, and that's available on Amazon as as, as my other books and you know, working on, I've got my first kind of Kwazii podcast, it's on, get real and, you know, trying to get some, some information out on that. And, you know, I just want to continue to make an impact on the people around me, and, you know, my family as well as, you know, continue to learn and grow, I always feel like I'm learning which always pushes me so. And, for me, like starting to do stuff in the US is kind of like starting all over again, I don't know how to describe it, because I have to learn new things, I have to figure out financing, and I understand the differences and the similarities. And, and there are a lot of differences that I'm getting used to, and I have to develop a reputation like people, like if you if you asked me in my area, if you were in Ontario, and you looked around a little bit, you'd probably run into me or my name, but you know, nobody in the US knows me at all. So it's gonna take some time to develop a good reputation, but I'll do it, I have determination. And, and, and I want to create an impact, you know, and I'm gonna see you at an event next month, too. So you know, this is how you do it, right? Like it

Brian Briscoe 17:14

is absolutely, yeah, getting to know other people and establishing your reputation. And that's, that's what really works, you know, start building, start building your us portfolio, you know, slowly and surely, I mean, you'll definitely get there. And I think your your background from what you've done in Canada already is gonna put you lightyears ahead of anyone else who's, you know, trying to build their own reputation here. So that's it, we're going to shift gears a little bit, and bring Sandy on the line. So Sandy, welcome.

Sandy Pathak 17:46

Thank you, Brian. Thanks for having me on your podcast. So my name is Sandy Bartek. I am an IT manager with about 15 years in it. I work for a cloud company. But you know, I, I came to us about 15 years ago to do masters. And after completing my master's, I fell in love with this country, and all the opportunities that it can offer. And you know, it has offered a lot definitely for me. I so talking about real estate, I stumbled upon real estate about three months ago, I would say, you know, I never thought of it as a investment where you know, you can make money. I guess my light bulbs went on when I read a couple of books, primarily the the millionaire real estate investor by Gary Keller, and a good one, I think, yeah, and then you know, it, it immediately had a lightbulb effect on me, I was like, you know, I'm investing all this money in real estate paying all these taxes, versus you know, I can invest money in, sorry, in stock market, I can invest this money in real estate, get tax advantage, and then have that passive income. So, you know, I started reading books, I started doing podcast, listening to podcast, and, you know, just going through YouTube to understand all these different kinds of investments. I think a lot of people they start out with single family homes, and then you know, they think that your scale could be a problem, and then they eventually get into multifamily. If they want to grow their portfolio. I want to skip that step and directly get into multifamily. And what I'm primarily doing for that is I'm learning from your industry leaders like yourself, like Quinten, and I'm following all these people. At the same time. I'm also attending some of the meetups. I think your meetup is something on my list and probably attend next. I went to your vices meetup, a couple of other meetups have have been very helpful and grow in my network. So that's what I'm trying to do. What I want to do now is get into a deal and learn every aspect of it.

Brian Briscoe 19:56

Yeah. In just admin, no, you're Your audio, it's great breaking up in a couple of spots. If it gets to the point where we can't understand anything, you know, I'll circle back and ask you to repeat something. But, you know, for the most part, you know, how it came through my editor can splice things together. There were a couple of small gaps, but okay. But yeah, I mean, it was it was good enough that, you know, we got some little gaps out here and there clicked. Okay. All right. So we're gonna kick it back in here. But yeah, so so I like what you said about skipping the single family route. You know, I think a lot of people go the single family route, because they don't know better, or they eventually want to get to real estate to multifamily. And I've talked to a lot of people whose plan to get to multifamily starts with single family, it's like, well, I want to eventually own an apartment complex. So I'm going to start with a house. Yeah. And I think you you've you're on the right track, you realize that you don't have to start buying single family, you don't have to start, you know, fixing flipping like a lot of people do, you know, before that light bulb moment. So I think you had the light bulb moment that, you know, both Quentin and I had at one point, you know, before without going through, you know, the the other steps. So, so good Anya, for that one. Thank you. So question, I like to ask everybody, what's your big burning? Why.

Sandy Pathak 21:23

So my biggest reason is, I have a two year old son, and, you know, working in it, I spend a lot of time it's not really a nine to five job, it's more like 87, right. And I want to spend more time with him, I want to be able to enjoy, you know, my time and travel with him and do activities with him. And I, I can do that by having a passive income through real estate. And what I eventually want to do is completely rely on that passive income and someday, you know, not have a W two job, I think you, as you mentioned before, W two can be very addictive, and it has been very addictive, you're losing a job is something that is all on my mind, you know, it's very competitive in it, you always have to upskill. So I think, you know, taking some of the money that I earned from my w two job, and then investing in real estate, and eventually growing that to a point where I can, you know, not have to work. That's my biggest burning desire. And, you know, spending time with my family traveling. And what I want to do is eventually help other people. Because the biggest and best thing that I get out of it is when I help others, I have been helping other people in my capacity that I can write for either financially or through other means, whatever I can, but I want to have a much bigger impact than I currently have. So I can only do that if I am able to go.

Brian Briscoe 22:59

Yeah, I mean, very, very noble goals there. I mean, I think, you know, I've asked that same question, you know, over 100 times, you know, and, and, you know, family and giving back are probably the two most most repeated things, but very well. So, Sandy, we got Quintin on the line, what do you want to ask him?

Sandy Pathak 23:21

Hey, grinton. All right, I have a lot of questions. Okay. So the first one I want to start with is, what lessons would you share with someone who's just getting started in real estate and with the knowledge that you currently have?

Quentin D'Souza 23:38

Gotcha. So one thing I would say is your y has to be much bigger than the pain that it will take you to achieve that y. So if your y is that two year old, make sure you have pictures everywhere and you drive yourself to do that, because I'm not going to share your code it you're going to feel like you're going to have two or three jobs sometimes, especially when you have like a young kid, you're going to feel like you're burning the candle at two ends, three ends, even though you only have two. And it's going to take like months of that in order for you to achieve what you want to achieve. The truth is though, if you can get that do that for a few years, you can have what most people won't have is the ability to have the flexibility afterwards. So you know, that that y has to drive you and if it can drive you then it will help you to get where you want to go. Once you're once you get to that point. You know, it becomes so much easier, and you don't have to be the driver when you're getting into deals you can jump in as a limited partner on somebody else's deal. And as long as you have that conversation with them as a general partner say, hey, look, listen, I want to understand how this works. This is why I want to be involved. As a limited partner. I want to help you Is there something that I can do to help you, I'm not going to take any of the GP part of it. But I'd love to be able to help you in any way I can, if you can. And also bring a skill, like you have it skills, bringing a skill, because you'll find people that are GPS that are like they they have some skills, but they don't may not have some other skills that they could rely on you for. So you know, bring bring with you that those skills and you'll be able to take advantage of the learning part of it. Even though you're you know, an unlimited partner on a deal, just make sure you're clear to the general partner, exactly what you want to do. That way, everybody is on the same page going forward. And that way you can, you know, take advantage of those that type of an opportunity. The other thing advice I would say is find somebody who's just a couple years ahead of you, rather than somebody who's 20 years ahead of you. So if you find somebody that's a couple years ahead of you, they're going to be willing to share a lot more than somebody that's 20 years old, I can tell you that when when people ask me basic questions, I get really annoyed. And I say go talk to your lender, go talk to your you know, your property manager, because that's not what like I'm going to be able to help you with. But if you find somebody who's been doing it for a year or two, and you ask them a question, they're just happy that they got it done, and they want to share with you. So if you talk to that person, if you find those type of people in in any group that'll help you more than, you know, finding the you know, the this huge expert in anything, right. So I mean, sometimes I have to check myself because I lose patience. When, when I'm talking to other people, because I you know, I just forget, you know, like this is it's taken a while to get where I am. And it's not that I don't care. It's just that I've, you know, I've probably forgotten more than a lot of people have experienced before, right? And then and so if you can just find somebody who's just a little bit ahead of you makes a big difference.

Sandy Pathak 27:07

Yeah, that's a great advice.

Brian Briscoe 27:09

I asked the big burning why question because, you know, that was the first part of his answer was Make sure your y is bigger than the pain. Because it was my big burning y that drove me to work, you know, sometimes two or three full time jobs, it seemed, you know, that's the reason I do the big burning why, and I wholeheartedly agree with it. That that's the one thing that's pushed me through,

Quentin D'Souza 27:34

I would say like, from 2008 to 2013. That's how I felt, right? I was five years, and it was solid, and you know, but after that it was totally different. My life was totally different, and anybody can do it, I really believe that anybody can do it, it's just that you have to have them. You know, I thought I thought that mindset was like a Fufu thing, like, who believes this stuff, you know, like, it's like some, like, it doesn't really exist, it exists. And it is truly something that can help you change who you are and what you do. And you know, and some people's mindsets are just amazing. I get, I like to talk to people who are successful, because the way that their minds work is just so different. And and it inspires me. And like, but the thing is, it's just somebody's thinking anybody can do it. The thing is that most people won't, they'll give up, they'll try to say, Oh, it's not worth it. And or they just just stop because it was too hard. Right? So you know, if you can change your mindset, you can make changes to anything like anything in your life, like your wealth, your health, your you know, your relationships, all of that stuff. And you know, it's kind of the power of us being human versus like a dog or a cat or you know, anything, we have the power to do it. It's just that we choose. It's what our choices we choose to or not to, and you have to choose to. And you have to make sure that you push yourself to do it. And you can do anything, you could run a marathon, you could run an Ironman, you can anybody can do all of this stuff. It's just what we choose what we choose and how we choose to do it.

Sandy Pathak 29:25

That's a great point. Thank you very much. And it is that mindset with which I decided I don't want to jump into a single family. Yeah, absolutely. That's good for multifamily. And, yeah, so thank you. Thank you for that. Great. Okay, so my next question is, what is the most difficult part of multifamily syndication and why?

Quentin D'Souza 29:52

All of it. I don't know. You know what I was thinking about, like I was writing an article on this is like, you know, if you ever go On Facebook and you see somebody who's run a marathon, usually you see the picture at the end where they're coming through and then like, or you see somebody who's bought an apartment complex and you see the picture of the apartment complex, you go, Wow, the thing is, that is the tip of the iceberg. That is just top of what you know, that's what Facebook flashes of success look like. But that does not show the the whole iceberg underneath. So you got to work on finding funding and financing. That's all the big pieces of it, if you can't do those pieces, you need to find a partner that can, you know, my like, I'm good at funding, I'm good at finding funds, I'm good at funding, I'm good at finding, and I'm good at financing. It doesn't happen all the time. But I also have other people who can do something equivalent to me in those areas, in order for us to build something that's bigger than one person could do by themselves. So you know, if I can't say that, it's one thing but you've got to work on broker relationships on the finding stuff, like I send out marketing pieces every week, you know, I'm I was just talking to a broker not more than an hour ago, telling him about my 202 unit I closed last July. Why? Because I want him to sell me his next buildings that come up, right, I'm developing these relationships, I'm telling people that I close these buildings. Why? Because it means that they know that I can close, right? I need to develop that relationship on the finding side. On the funding side. I've been working for years, years, developing relationships with people who know like, and trust me, write platforms like this can help you, you know, getting your name out, running, like a meetup, putting out marketing, you know, writing articles, becoming an expert, and known as an expert in your circle of friends, all of that helps you to build that. And then on the financing side, like I, I have a financing package that I prepare for. And then I have it ready, I have it all electronically, because you can imagine the amount of documents, leases, everything that I have to have together is gigantic, right? But I have it ready to go. Because if I can't get financing with a bank financed, or I'm going to bridge lending, I've got a couple of relationships that I've built over the years, and I'm ready to go, right? All of that stuff you can learn. It's not something I'm not special. Like I'm a school teacher. I'm not like I can't, like anybody can do this. The thing is, like, remember, we talked about the Why is your y gonna drive you aren't enough to do it? Are you gonna spend the time instead of watching Netflix? Or they're listening to, you know, you know, music or whatever, you're going to get this stuff done. Right? So you have to drive yourself to do it. But yes, you can do it. And those are some areas that could help you. Okay, and I think I get passionate I help No, no, it's

Sandy Pathak 32:48

great. Thank you for sharing that. And I think it kind of relates to your point that you said, it's mindset and your biggest Why? Right? So these two things combined. And then a lot of people they see the success event, but they don't see what goes into it, it's an multifamily is a team sport. And you know, it's not a single person can execute it unless you are a very large operator. But you need like people who have specialized skills like financing, you know, finding deals and whatnot. Okay, so that's great. That leads me to my next question. So how do you build credibility with broker as a new investor? So I'm a new investor, and I'm reaching out to these brokers in the markets that I'm targeting, how do I build that credibility, I have not done a deal like you did a deal of.

Quentin D'Souza 33:42

Right? So a couple of pieces is one, as I was mentioning, before, you know, start developing relationship with the general partner and see if you can go to lunch with the general partner to a broker meeting so that you're immediately associating yourself with somebody else who is successful that can help you to introduce that relationship. You want to, you know, see if you can, the thing is like brokers get 100 calls, like in a week, how do you separate yourself from the last 99 people? Well do something that's different, send them something, talk, talk to them differently? You know, you know, put put yourself in a different realm for them. Like, what did they like? learn a little bit about the broker? Find out some information about them? Do you play soccer? Does your kids play soccer? Did their kids play soccer? Find something that you can connect with them so that they can understand and know like and trust you so that they they believe that you're going to be able to close on a deal. The trouble that without having experiences that nobody believes until you've done it, right? Yeah, like, and as soon as you do, you gotta let people know. That's why I'm like, we close the seven buildings. You know, I'm telling people so until you get to that point, you have To get everything ready, so that you can close. So get your funding relationships ready show that you have funds to be able to close talk to financing, you're like financing, you know, based on this criteria, this is I'm going to be able to close on a building that looks like this, right? So all of those things you can do to help add credibility to yourself to a broker, as well as build on the relationship. You know, it's it said over and over again, but this is not bricks and mortar business, this is a relationship business, you know, all the people that I know, all the successful people are my friends, right? And you, you have to build those relationships with the brokers too. Because, you know, if you're not going to market directly to building owners then and most of the leads that you're going to get are going to come from brokers anyways, especially if you're starting out. So you've got to develop those relationships with them. Right? Okay. You know, do whatever, you can buy them dinner, buy them lunch, you know, send them something, send them a really good book that you think will help their business. they'll remember, especially if they can put it on their desk, and they see it in front of them. They'll remember you, right?

Brian Briscoe 36:17

Yeah, I when I was trying to get traction with brokers Initially, I would I would ask them if they wanted to meet me for for lunch or coffee. Okay. And the answer was almost always No. And I knew it would be, but I would follow it up with, hey, I wish we could have connected for coffee, and I was sending them, you know, a 10 or $15 Starbucks gift card. You know, it was, and amazingly, I had 100% response rate for that gift card. You know, when I when I was, you know, trying to get traction, that was more, you know, I, I probably had like 20 25% of brokers call me back if I would leave them a voicemail or send him an email. But the gift card 100% response rate got me a phone call with the brokers every single time. And just recently, I met a new broker. And when I called him, he was on the golf course. And he happened to answer the phone. So I went down same day went down to sporting goods stores, I don't golf, all right, I bought a box of balls that I thought were good quality balls based on the price tag, they're good quality balls, put them in an envelope and send it to them. And guess what, that got a call back? You know, so I think you know, doing what you can to stand out is more than I mean part of it is you know exactly what Quintin said, you have to be a viable buyer, you have to have your ducks in a row, you have to show the brokers that you can close on a property. But the other half is you have to also stand out from the crowd, you know, so it's a little bit of both, you know, standing out from the crowd involves, you know, get creative with that, you know, figure out your way to stand out like I said, For me, it was at first Starbucks Starbucks gift cards, and now I'm trying to do a little more personalized type stuff like, Oh, I see you're a golfer, you know, well, you know, here's a dozen golf balls. You know, think of me next time you're on the golf course. And he will, you know, open up that golf, He'll open that up and he'll think my name. So that's it, we are about out of time. So one last question for each of you when you go first, how can listeners learn more about you?

Quentin D'Souza 38:27

So if you want to get in touch with me, the best way is probably on Twitter Instagram at cumin Rei, or you can email me at queenston qu e n ti n at get real Or you can take a look at the podcast that get real All right,

Brian Briscoe 38:45

awesome. And we'll have links to all that in the show notes. Sandy, same question for you. how can listeners learn more about you?

Sandy Pathak 38:52

Thank you, so they can get in touch with me through LinkedIn. They can search my name Sandeep, Bartok, or they can find me on Instagram. Also, it's Sandy Bartek. underscore, or they can email me, Sandy Bartek

Brian Briscoe 39:08

All right, sounds good. And we'll put links to all of that in the show notes as well. So if you're looking to get in touch with either these two fine gentlemen, you know, grab your phone, tap, swipe, tap, and that magical internet thing will whisk you away. So there we go. So thanks so much to both of you for coming on the show today. Appreciate your time today.

Thank you for listening to the divergent apartment investor podcast today brought to you by four oaks capital. If you'd like to know more about how to invest in apartment buildings or want to be a guest on our show, visit our website at four oaks slash podcasts or email us directly. If you're still listening, you obviously like the show. So pull out your phone, app, subscribe, and leave us a five star rating on your favorite podcast app. And we'll see you again next week.

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