Lessons Learned in the Downturn

Mike Hambright (00:00.748)
Hey everybody, welcome back to the show. Today I’m here with my friend, Daniel Brown. We’re gonna be talking about kind of lessons learned during the downturn here over the past couple of years. He shifted and pivoted a little bit like many of us have, but we’re gonna talk about some specific lessons learned and maybe some things that you can learn from as well. So Daniel, welcome to the show.

Daniel Brown (00:17.409)
Absolutely. Thank you. Thanks for having me.

Mike Hambright (00:18.99)
Good to see you, buddy. Yeah. So hey, before we jump into this, maybe tell us a little bit about your background, about how you kind of got into real estate investing. And then we’ll jump into some of the lessons that you’ve learned over the past. I guess the downturn really started happening almost three years ago now. I can’t believe it’s been that long, but over past three years. Yeah.

Daniel Brown (00:34.747)
feels longer and shorter than that. don’t know. it’s like, yeah, I got started in, investing. think like a lot of people, I mean, I Rich Dad Poor Dad. I was working a nine to five terrible job that I did not enjoy. And so was like, there’s gotta be something else. So got into actually bought my first rental property was a foreclosure. I moved into it and did all the work myself, refinanced it, pulled some money out and bought another one. And then kind of just

kept doing that for a while. for a long time, was just accumulating rentals as many as possible. And then I kind of shifted into, probably need to sell a few of these and get some bigger checks coming in as well. that’s kind of just the basic rundown.

Mike Hambright (01:11.404)
Yeah. Yeah. And everything that you do is in the Springfield, Missouri area, right? For the most part, yeah. Yeah.

Daniel Brown (01:18.201)
Yeah, like 99%. I’ve had a couple outside of my area, but not really.

Mike Hambright (01:23.372)
Yeah, it’s interesting because I’ve known Springfield is one of those areas where every once in a while I’d meet somebody else and like, I’m in, yeah, I operate in Springfield. like, how many damn investors are there in Springfield? It’s like the center of the universe, especially for rentals and turnkey guys and stuff like that for a while it was. Yeah. Right.

Daniel Brown (01:40.417)
It’s not even that big of an area. not like we’re a huge, it’s not like Kansas City or St. Louis. It’s still a pretty small market to have as many investors as we have.

Mike Hambright (01:46.85)
Yeah. Yeah. Yeah. I’ve known people that own, you know, big portfolios or rentals there or and it’s just kind of crazy. For a while it’s like it was almost like a joke. Like you would hear like, I’m from Springfield. I was like, how’s that possible?

Daniel Brown (02:00.015)
No surprise. How does everybody own a hundred rentals in a town that small?

Mike Hambright (02:04.398)
Right. Yeah. Yeah. So I know, you know, during the downturn here, I know that, you know, a couple years ago when we were talking, you were accumulating a lot of rentals. And I think you’ve kind of, you know, I know one of the lessons we talked about is that more isn’t always better. So she kind of share your lessons learned there. I think you were you were right around 100 rentals before and now you own less, but just talk about kind of some of the lessons learned that more isn’t always better.

Daniel Brown (02:30.618)
Yeah, for sure. think, um, think you kind of get into real estate investing and you see like podcasts or tick tock accounts or whatever, and everybody’s accumulating. It’s like, I’ve got a thousand doors or I’ve got 500. And it’s like, I think everybody kind of feels like they have to just keep accumulating more and more and more. And while that’s great, I think for some people, you know, the other side of that is, is what do really need to achieve your goal? Like, do you want to make 10,000 a month? Do you want to make 15 to whatever that number is, you know,

having just as many rentals as possible is not always the answer. Sometimes it’s just a blend. It’s like, hey, how about we scale back, have 20 rentals, but do three or four flips a year to get like those big checks. And now we’re right back to the same number without having all the overhead and the property management and just every moving part that goes with owning a hundred plus rentals. So I think just simplicity and that’s my thing too. I like, I like something a little more simple. I kind of want to make as much money as possible with as little work as possible has always been my kind of like.

life goal slash motto. So more isn’t always better. You you can achieve the same goal with with less a lot of times.

Mike Hambright (03:28.227)
Yeah.

Mike Hambright (03:32.91)
Yeah, and sometimes when you’re in the real estate space, probably all entrepreneurs, you get this feast or famine mentality that you’re like, you just feel like you’ve got to feast always because you’re worried about the famine, right? Like, and you just get caught up in kind of the machine of always trying to grow, grow, grow.

Daniel Brown (03:50.755)
When I remember two for a while there, was like every time a deal would come up, I felt like I had to do it or had to make it work. Cause I’m like, if I make it work, I can make 10, 20, $30,000. And if I just say no to it, then I don’t get that money. And it was like, I was constantly just buying stuff just because there was like an opportunity to buy it when sometimes you can just pass. Like there’s always going to be more deals. Like I’ve learned that over the last eight years that there’s always going to be another deal. Like it’s never, this is not the last deal to come across your desk. So you can pass on some stuff. So.

Mike Hambright (04:15.278)
Yeah.

Yeah, for sure. For sure. Yeah. And I think, you know, one of the lessons that I think you learned is that you can’t keep them all. I know for a lot of time, a lot of years, you were basically trying to keep, you know, everything. I don’t think you were doing a whole lot of fix and flipping or wholesaling. was just like accumulating rentals, right? And, and I’ve always said, cause I have a rental portfolio, I’ve always said,

The appreciation’s been nice, but they never cash flowed nearly as much as I thought. And so I always like to say, you got to have to have active income, which if you’re a real estate investor, might come from wholesaling and fix and flipping. And then you can have passive income, but you got to have that active income to pay the bills and keep the lights on and advertise, pay staff, have an office, like all those things, right?

Daniel Brown (04:59.225)
for 100%. And that’s, I did that for sure. I just kept everything. Cause I was like, earn a couple hundred bucks a month forever, or just get one check. like, no, just want to keep getting that passive income, but you do need those big deals. You need at least some active income, like you said, just to pay bills. If, you know, hot water goes out on one, like just having that big kind of chunks and reserves come in is super important over the long run.

Mike Hambright (05:11.096)
Right.

Mike Hambright (05:23.18)
Yeah, we didn’t talk about this upfront, but I’m assuming one of the lessons you learned to and a lot of real estate investors have is that rentals are not passive, right?

Daniel Brown (05:33.753)
Right, no, they’re not, unfortunately. Even if you have property management, there’s still something to do at any given time. There’s always a decision to be made, which in itself is work. yeah, it just kind of is what it is. And then the thing about it too is, you’ve got to have those, like I said, once you have those big checks to just keep the business moving forward as well. Like you can accumulate, accumulate, accumulate, but you still need those big ones here.

Mike Hambright (05:45.644)
Yeah.

Mike Hambright (06:00.46)
Yeah. Yeah. You, I have a property manager company that manages my stuff, but I still get pulled in often. Like, yeah, we, course on the financial side, we audit their numbers every month because

Daniel Brown (06:06.36)
Yeah, because you’re the owner.

Mike Hambright (06:13.25)
you know, they manage a thousand plus doors. So things get mixed up. Sometimes we get billed for the wrong property that’s on the same street, but like we didn’t rehab that. It’s like, yeah, sorry. We applied it to the wrong house or things could happen or there’s fires or major issues like major rehabs. Like they do make readies and stuff like that. But I tend to like have my, my rehab guy handle major like anything over a few grand. I’m like, we’ll just kind of handle that. Cause we’re more proficient at bigger rehabs. And so

Those are my choices, but I mean, at the end of the day, they’re still not passive no matter, even if somebody else is managing them. And you’re managing all your own,

Daniel Brown (06:47.287)
100%.

I was up until about 25-ish doors and then I started a property management company, which in itself means that you’re in it day to day because I’m helping grow that company. So it was never really truly passive because I was involved in some type of decision making at any given time. So yeah.

Mike Hambright (07:05.9)
Yeah. And did you ever start managing for other people or it was all just your own?

Daniel Brown (07:10.124)
We did a very small, like 10%, and that wasn’t very fun either because then you really don’t have control over decisions like, we should make this repair, we should do this, that or the other, you know, and we always try to keep our stuff super nice. And then you’d get that owner that was like, well, let’s just not do it this month. We’ll put this off. And before you knew it, it’s just, it just was not my cup of tea to manage other people’s stuff.

Mike Hambright (07:14.029)
Yeah.

Mike Hambright (07:30.188)
Yeah, yeah, it’s a different animal for sure. So let’s talk about kind of really understanding your goals and the life you want to live and stuff like that. I think that’s one of your kind of big eye-openers over the past few years is just like kind of what’s this all for, understanding your why, like what are some of the lessons you can share there?

Daniel Brown (07:47.256)
Yeah. Yeah. I think the big one for me, especially throughout the last couple of years is figuring out your why, but not only figuring it out, but being honest about it in a way that is selfish. It’s like, Hey, this is what I actually want to do. And this is not what I think everybody else thinks I should do. You know, think a lot of people fall into the trap of like, I’ve got a grind 24 seven. I got a hustle and I’ve got to make a million dollars a year. I’m not successful. And it’s like, maybe for some people, sure. But like other people,

Maybe they’re happy making five to $10,000 a month passively ish through rentals or flipping a couple of houses and then playing golf two, three times a week. Like really drilling down what your why is. then like I said, not being, or being selfish about it. And it changes like over the last eight years, my why and how I want to operate my day to day has changed probably 20 times. I’ll almost every six months I’m like, you know, let’s move this here. Let’s move that there. Cause this is not important anymore.

And so kind of just reflecting, I think every three to six months, just kind of sit there for a day or two and be like, am I doing what I want to do every day? Like, am I looking forward to Monday or am I dreading Monday? And if you’re dreading Monday, like you probably need to do a little self reflecting and figure out what you want to do. It’s like, what are we doing all this for? It’s not to dread going to work, whatever that looks like for you.

Mike Hambright (09:01.024)
Yeah, yeah, yeah.

Mike Hambright (09:07.79)
Yeah, yeah. And I think real estate investors are the worst at kind of having scope creep. Like you’re like, this is my plan. And then you’re like, yeah, I’ll do that. Or things get bolted on. And next thing you know, you need to kind of do some periodic spring cleaning, I guess.

Daniel Brown (09:22.827)
Yeah, cut out what you don’t want to do or delegate it and hire it out and really drill down what you do enjoy doing or what part of the process you like.

Mike Hambright (09:31.948)
Yeah, I think a lot of it too, I know you have young kids, so a lot of it depends on your kids and your family too. mean, their lives are evolving.

kind of faster than yours because they’ve got different sports going on or different activities or God forbid anybody has health issues or anything like that. you just, you I think a lot of us in real estate got into this for the flexibility. And so you need to have the flexibility. Like you don’t want to put in place all these roadblocks that allow you to not, don’t allow you to be flexible because that’s why you got into it in the first place, right?

Daniel Brown (10:03.902)
Absolutely. Yeah. Like it’s funny too, because five years ago, I would not have said that we are in the position we are in now. And now we’re basically homesteaders. Like we’ve gotten five acres, we’ve got a huge garden, we just got chickens. And like that wasn’t even on our radar like three, four years ago. And now we’re like super deep into that where it’s like, how do we spend more time hanging out as a family and just enjoying like the day to day kind of lifestyle? So it can change all the time.

Mike Hambright (10:17.922)
Yeah.

Mike Hambright (10:26.851)
Yeah.

We’re probably the same. mean, a similar like my we just have one son and he’s just about to graduate from high school. But I think we’d always thought maybe we’d have a little land and a getaway place. We never knew we’d have our what we call Big H Ranch now, 104 acres. We literally are building now. Same thing. My wife just got a big greenhouse. You got a chicken coop coming. I told you we’re building a bunch of ponds out there. And so like I never I’ve never mowed my lawn as an adult, my own lawn. And now I’m out there on tractors.

Daniel Brown (10:56.009)
Yeah

Mike Hambright (10:58.65)
all the time mowing all the time. like I went from, don’t even mow my little quarter acre lot or whatever I have in town here. And now I’m mowing 104 acres or forest remulching or whatever,

It’s weird because it’s just a choice. It’s like a choice. I liked it at some point. It might wear off at some point. You know, one of the I was talking to somebody about this recently. don’t know why I love this so much. And they’re like, well, you know, in your business, you’re always building for the future and you don’t get immediate gratification. But when you do landscaping or mowing or whatever, you get like immediate gratification. You see, wow, I just did that. Like there’s something that that part has been missing for me. Everything I’m doing is building for a year or five years out from now.

Daniel Brown (11:38.611)
Yeah, I mean, it’s pretty sweet to jump on a zero turn, throw in some headphones and just no hard hour. It’s pretty awesome.

Mike Hambright (11:44.407)
Yeah. Yeah. And my and we’ve got so much land now that I we have like air conditioned cabs with the Bluetooth radios and stuff. it’s a little different than certainly pushing them over but

push the type of land that we have. So let’s talk a little bit about, I think one of the other things that’s happened with you over the recent years is just this realization that there’s a lot of ways to make money when you get in real estate. I know you started doing some lending, brokering loans, and doing other things. I mean, maybe share your thoughts or a little bit about what you’re doing there that’s enabled you to make money from something that you already had a network of people that would probably be willing to work with you right out of the gate.

Daniel Brown (12:28.105)
Yeah, I think exactly what you just said, you know, adding any ancillary services onto your current business is always a good thing. You know, I’ve talked to other investors that they’ll add pest control or, you know, this side of the other that kind of fits in with it. And brokering loans was the thing for me that just kind of fit into it. Cause I’ve always really enjoyed the numbers side of investing. So getting to see other people’s deals and be like, okay, this one would fit here.

we’re just seeing how like other people are investing in real estate, like, you know, whether they’re doing an appreciation play, they’re doing short-term rental, they’re doing long-term rental, fix and flip. And with that kind of network of people, I don’t have to necessarily do a ton of prospecting to just have conversations with people. just like, Hey, what you got going on? You want to refinance, you want to pull some money out, you want to do some new builds. And then I get to see kind of how they’re doing their thing. I get to make a little bit of money on top of that. that’s just been.

It’s been pretty fun. It’s always nice to kind of dip your toe into something new as well, at least for me, because I’m pretty sure I have ADHD. So it’s like, if I’m doing something new, I’m a little excited, it’s fun. So it’s been really cool being able to like help people kind of fund their projects or at least help scale, you know, a lot of guys I talk to are self-funding and it’s like, I’m doing one at a time. And I’m like, well, you could probably do two or three and stretch your dollars a little bit and make a little bit more. So helping people kind of stretch that as well has been a lot of fun.

Mike Hambright (13:25.698)
Hahaha.

Mike Hambright (13:34.231)
Yeah.

Mike Hambright (13:45.911)
Yeah.

It’s a natural, it’s interesting because there’s been a lot of people in investor fuel over the past couple of years have started lending as well because it’s such a natural fit. If you’ve wholesale a lot of deals or you’ve done a lot of networking in your market like you do, it’s like the lending is kind of a, I mean, truthfully, we all got into this because we wanted to kind of quote, be the bank, right? Like we wanted, we wanted that, that, that income that’s coming in. And for guys like you, you’ve spent a lot of time building relationships and, and becoming, you know,

Daniel Brown (13:53.876)
Hmm.

Mike Hambright (14:16.816)
a go-to expert in your market for one thing and it’s like well I could just put out my shingle for lending and I’m in business like overnight.

Daniel Brown (14:24.903)
Yeah, exactly.

Mike Hambright (14:25.974)
Yeah, we thought about doing it in Dallas. don’t really want to be the historically. My problem is, is I’ll launch something and I like, how do I be the biggest in the world at this? You know, and it’s like, well, I don’t want to be the biggest in the world. Like I just want to create a another stream of income. That’s not like that doesn’t need some massive team that could be run with like one or two people. And so, and then, know, DFW, just because I’ve been doing this for like people refer to me as like a, an old timer now, cause I’ve been doing it for 17 years. I’m like, man, don’t say that. But you know,

Daniel Brown (14:34.035)
Yeah.

Daniel Brown (14:54.995)
Okay.

Mike Hambright (14:55.948)
You’ve got a good enough reputation here to where it wouldn’t take much to have a nice little business Just from saying you’re in business just putting your shingle out Yeah, yeah, so let’s talk about You know just kind of knowing your numbers I know one of the things that this is a lot of this is intuitive stuff But I’ve kind of said with my wife who’s worked with me for the past 17 years when we got into this is If it was up to me, I mean if it was just me

Daniel Brown (15:05.651)
Yeah, absolutely.

Mike Hambright (15:25.856)
I would have run out of cash and, and it’s been a train wreck financially. Not that I would have done anything wrong, just you got to stay on top of your numbers. And if it was just her, she’s very risk of her. She never even would have done a single deal because she would have found a reason not to do it. But I think a lot of real estate investors are like you and I is that we’re the driving force, the front end acquisitions, Dispo, relationships, all this stuff. But if you’re not staying on top of your accounting in real time, you can get yourself into trouble. So just talk about, know, some lessons you’ve learned about the importance of keeping a finger on the pulse.

of your numbers.

Daniel Brown (15:56.435)
Yeah, no, I agree 100 % with that. Like I think we’re in the same, me and my wife in the same kind of boat. It’s like, I’m the one, I would push all the chips in every chance I get. Like, I don’t care. It’s just like, let’s just do it and we’ll figure it out. And she’s the same, very, very conservative, very like, let’s be very cautious. So I think the big thing about numbers, I think for me, especially the big thing was watching, you know, in going and outgoing. So I was always of the mentality of, can just earn more, I’ll just earn.

Mike Hambright (16:05.442)
Right.

Daniel Brown (16:24.787)
It’s like, doesn’t matter if this place is vacant. It doesn’t matter if this one has a hot water heater. I’ll just flip another house. I’ll just keep making more money. And it can work, I guess, in the short term, but for a very long period of time, if you’re not tracking, especially the outgoing, it’s really hard to eke out a profit if all the money is going out the door as soon as it comes in. So really, about a year ago, I just hit the pause button and I got really dialed on like, okay, where are we spending our money? How are we spending it? Where’s it going?

Can we alleviate any of this? And then just like a small, like to me now, a dumb tidbit was, you know, when you have a vacancy, you’re not just losing out your two, three, $400 in cashflow. You’re losing out more than likely your mortgage payment because you have a mortgage on it, taxes, insurance, utilities. So instead of losing 300 bucks a month, you’re now actually losing like 1200. And that can add up really quick if you’re not, you know, so getting our turn times really, really low has been a big push for us just to, if,

they move out, like how quickly can we get somebody moved in and get that place turned, you know, so, and then just seeing all the other expenses, you know, there’s random stuff that you’re paying for your mic. Why are we this marketing channels making us know money? Let’s just work that and move on. So yeah, just keeping a pulse on, your business is huge. Months to month.

Mike Hambright (17:42.466)
Yeah, yeah, that’s great.

And it’s kind of tied into what we talked about earlier, which is you can’t keep them all right. mean, think rentals are rentals never cash flow as much as what anybody thinks. And then, of course, it’s a problem, if you either have too many where you’re not keeping a finger on the pulse of the numbers or you have too little to where you don’t have that kind of portfolio effect. mean, it’s not uncommon. I don’t know about you, but I’ve had 20, 30, 40 thousand dollar make readies on rentals. And I’m just like, oh, my God, like this is going to if everything goes perfectly for the next 10 years, this thing might break even. But for

Daniel Brown (18:14.416)
Yeah.

Mike Hambright (18:14.981)
I’ve got a portfolio of other ones that are that are going fine right now. So But yeah

Daniel Brown (18:20.849)
Yeah, well, I think like you said, it’s, it’s nice to keep them because you the way I was looking at it was like every one of these will give me two or $300 a month. So if I have 10 of them, it’s 2000 if I have, you know, so on and so on. And you can’t just rely on those small checks, like we talked about earlier, like you have to have a couple of big checks come in every couple of weeks, couple of months to really keep stuff moving forward and keep the business like momentum going forward. then

Hopefully in 10, 15 years, you’ve got a ton of pay down, you’ve got some appreciation, maybe you can pull out some cash again. And then I think that’s when it really pays off. to try to just live off of passive income day one is I think almost impossible. Like it’s just, it just doesn’t work that way.

Mike Hambright (19:00.93)
Yeah. I’ve known some people that keep everything, but they had another stream of income. They either were a significant hard money lender or they had maybe their high paid, you know, doctor or lawyer professional, somebody that kind of has that income stream. So you kind of need that, I like to call it today money, that active income, and then tuck stuff away passively to where that’s just all gravy, but it’s hard to kind of build a life on just passive income if you don’t have active income, in my experience. Yeah.

Daniel Brown (19:28.914)
Yeah, I think so. And I think a lot of people don’t see that in the beginning. They’re like, I’ll just I’ll build it off of the passive. And it’s like, you can’t do it. You have to have some kind of active, like you said, spouse, high paying job, something has to be bringing in today’s dollars. So that I just I always look at my portfolio now is like a forced savings account. It’s literally something that’s getting paid down. You know, I’m getting appreciation. And if I get cash flow, great. If not, that’s fine, too, because it’s just in the 15 years from now, it’s going to be

Mike Hambright (19:37.581)
Yeah.

Mike Hambright (19:43.736)
Yeah, yeah.

Daniel Brown (19:58.865)
something pretty sweet.

Mike Hambright (20:00.118)
Right, yep, yep. How about maybe you talk about any, this switch, the way you switch your business that we kind of talked about here is just lessons learned from your network. I you have a big network, you spend a lot of time building that network in your market. And just talk about maybe some lessons you’ve learned over the past few years about the power of that network.

Daniel Brown (20:18.959)
Yeah, I can’t say you, I mean, you learn stuff every day from just just interacting with people like how do you invest? How are you doing it? You know, how did you find your deals? How are you handling your accounting? Or just even finding deals? You know, I can’t say how many people I run into it. I’m like, hey, what you got going? And they’re like, I’ve got this one I need to dump. And it’s like, that’s an opportunity to maybe buy something. And so we’re like, you know, we’ve connected over stuff like right before this call, you just gave me a resource where it’s like, I need to check that out. And so

Anytime that you can just talk to somebody and have a conversation about real estate investing, it’s gonna account to something today, tomorrow, in a week, in a month, who knows? I mean, we’ve known each other now for probably what, three, four years? And every time I talk to you, I pick up something, or I see another event that I need to attend. And so I think networking is probably the number one thing that anybody should be doing, is just have those conversations with people and just talk to them and get to know what they’re doing.

Mike Hambright (21:13.39)
Yeah.

Daniel Brown (21:17.7)
Then maybe, hopefully provide them some value. Be like, I’m trying to do this. Okay, well, I’ve done it this way. So maybe you should try it that way as well. Just being helpful. That’s like what I’ve actually done most.

Mike Hambright (21:24.386)
Yeah, it’s kind of like it’s kind of like rentals. It’s like you build up this equity over time, right? If you play the long game and you build up kind of equity, that’s just relationship equity that pays dividends for a long period of time, but you got to play the long game.

Daniel Brown (21:38.702)
Yeah, well, you kind of joked about being like, you know, now it started becoming the older guys in the business or whatever. And it’s like, I’m not quite there yet, but I’m getting closer. And it’s actually kind of fun because it’s, I feel like I’m finally at the point where I have enough knowledge to where I’m comfortable, like sharing it with people and helping them and hopefully having them avoid some of the stuff that I did where it’s like, I’m actually helping kind of the next generation of investors. There’s a guy here at my office. He’s, he just turned 20 and he’s already

house hacked one deal, he’s got a bunch saved up to buy another one. I’m like, dude, at 20, I wasn’t doing anything near what you were doing. So like, it’s pretty cool to see. Like, some of the guys starting now are like super young. Like I didn’t start until I was in my 30s. So it’s pretty cool.

Mike Hambright (22:18.754)
Yeah. Yeah, yeah. Yeah, me either. Yeah. I say that all the time. The two biggest things, having done nearly probably around 2000 podcasts now, the biggest regrets I always hear are people that wish they started earlier and they wish…

It’s common that they wish they’d kept more as rentals. Of course, we talked about that a little bit. It’s not always that more. you know, if I could go back and start keeping rentals in my 20s versus my early 30s, like that would have made a big difference. you know, hindsight is hindsight is exactly that. Right. Yeah.

Daniel Brown (22:51.504)
Best time to plant a tree was 20 years ago, next best day is today. So, why don’t you just do it? It is what it is.

Mike Hambright (22:55.894)
That’s right. That’s right. Yeah. So Daniel, if folks want to, if they want to connect with you any way, learn more how they might work with you, where can they go?

Daniel Brown (23:04.462)
Yeah, you can go just to the website, loanbidswithaz.com. That’s one place. Or I’m pretty active on Facebook still. That’s kind of my main where I post, you know, stuff about the rehabs we’re doing. I do video walkthroughs all the time, kind of show you before and afters. So those are probably the two best places to get ahold of

Mike Hambright (23:22.402)
Yeah, cool. We’ll add some links down below. So thanks for sharing some lessons. Thanks for being a little bit vulnerable too. I that’s one of the things that we do obviously in our mastermind is we try to get people to open up, be a little bit vulnerable because that’s where the growth happens. you said, if you’re taking pictures of yourself in rented Lambos and not willing to share the reality of what’s going on, then you’re going to crash and burn eventually.

Daniel Brown (23:47.257)
for sure, 100%. Yeah, thanks for having me, man. I appreciate it.

Mike Hambright (23:49.902)
Yeah, great to see you. everybody some good lessons here like more clearly one of the big ones is more isn’t always better, right? You need to I just heard from somebody yesterday that they’re doing like over a thousand deals a year and when my rate my radar goes up when I hear that I was like, there is absolutely some asterisk next to that. I don’t know the details yet, which is not that it’s impossible, but it takes a big machine to be doing deals like that. Yeah. Yeah.

Daniel Brown (24:12.559)
That’s a big machine. Yeah, that’s I was saying. Big machine to make a thousand deals work.

Mike Hambright (24:18.614)
Yeah, yeah, yep, yep. So awesome. Well, hope you guys got some good value. Daniel, thanks again for joining us today. Yep, absolutely. Everybody, we’ll see you on the next show.

Daniel Brown (24:24.015)
Yeah, of course. Thank you. Appreciate it.