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Episode 241:48

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Billy Alvaro

Founder & Host of The Easy Way Out

US Air Force veteran, former police officer, and founder of Easy Sell Property Solutions with over $120M in real estate transactions since 2009.

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Full Transcript

Show

Automatically transcribed from the audio, so expect the odd misheard word. 8,877 words.

0:01Intro

Welcome back to another episode of cashing out I'm your host Billy Alvaro co host Wayne Hart saw we are easy sell property solutions for located right over here in Holbrook New York you can find us online at easy sell for mom 1.com by phone 6 3 140 it easy could somebody put the mic down in my head a little bit I'm like I feel like I'm screaming for Christ I think of the same thing it's very late and put it down a little bit just a little more there you go you might have to help us you might have to come in and help us all right we're live we're good and everything is great cuz I always ask how you doin brother talking their microphone a great weekend we had 70 degrees open this weekend yeah January I flew back in from LA and it was out so whether one owed 68 degrees and I flew in phenomenal complainant great week and I hope it lasts it's not going to know now we all know that the STS weather's gonna be right back in so guys if you guys don't know us or myself my cousin we have a company called easy sell property solutions we've been doing this full-time for the last 12 years tomorrow I'm gonna be the big five Oh 50 baby I've been I've been unemployable for the last certifiably unemployable for the last 30 years of my life I just I don't I can't hold a job down people won't hire me and so I was forced to go out there and make my own way in life and I'm glad I did because it's been a great run for the last 30 years no other way to do it at all no the way at all and and I'm kind of happy today because I'm bringing somebody back in from my past who I haven't seen you and I haven't seen each other in 16 years six teen years this gentleman right here is Darren Kaplan Darren Kaplan is in the mortgage business he works for a company right now called total mortgage and the

1:47Our Guest, Darren Caplan, The Founder of Mr. Total Mortgage

Website that he's at is mr. total mortgage com Darren started with me when you were 20 years old 20 years ago in the mortgage industry I gave you your start mm mm and now it's 2020 so 20 years ago you lift that bad boy up so yes so it's been it's a little bit more and we dispersed a show what you working with baby pink fits on my head oh you guys our bed bed so you've um you know we gave you an opportunity how did you even like meet us did you kill me from a referral now we were I tell her marketed John and he gave me that job after I signed them up and what did you tell him walking pool you selling with someone gym memberships gym gym memberships you know and I was making really good money at 20 I think I was making like 50 or 60 grand you know a number yeah 20 years old somebody didn't go to college you know no you were two year old I mean I fill out the Darrin you were a 20 year old and had you know a girlfriend a couple years old dating at the time like seven or eight years old was a kid the kid was like 10 so you know you had a lot of responsibility on your plate at a young age and you know you came in and you came in gangbusters man remember you sat right across from me we didn't have the technology we had today so there are no computers like on the desks here you know is just flat flat it was a telephone and a lead sheet and a pack yeah not even a pencil so you could like make your notes and cross them out and everything and then I think as times change fax machines came out like we were really utilizing the fact we would fax over we would fax over the deals the FHP funding in Delta to have them rated deal to get in Jersey most we go out and sighs spoke the slant oh by the way he hit me up maybe Steve slam yeah he's doing that thing over in New Jersey yeah I just actually spoke with him that's a little more good shout out Steve Solano's but yeah but you know I remember being in the office we always share that one computer so you figure 40 guys 50 guys using one computer they used to come over with literally like the photo pasted to the paper FedExed yeah FedEx that's racist a FedEx spoiled multiple screens now she has come and brought us it's just amazing I don't look him back I'm like

4:15The Benefits of Learning To Do Real Estate and Mortgages The Old School Way

Happy that I learned that way because when you learn the old-school way and you have to hustle and use your time you know the right way there was no screwing around with time like you had to chunk your time day in and day out and make sure you were getting the most out of your day and just hitting that phone I think was like yeah you're leveraging second only make so many amount of calls in a day right you have only so many contacts right so we didn't really have the whole purchase social media market we went to the library we research the most expensive homes that had the most expensive recordings and that's what we hit up the library the library went to the library there was no social media there no myspace was the first thing they probably did I don't even think that was even around and early you know what my species not talking what this is 91 soca 98 2000 2000 the internet boom hit like a radar on 2001 2002 you know where it was okay yeah it was a different time back then yeah but the kid came in and you know we saw something in him and he I think your second or third month in there you made like you made what do you rent yes so here was six months in right after my six month of kind of like I thought you fly to closings I mean like I was 20 years old what did I know I didn't and even know what a mortgage was member my parents a divorce so like there was no talk of like housing or any scenarios like that and you came in not knowing a damn thing absolutely yeah like an IRA and I think educating at now more than ever like refinances people don't know that they they could barely put together a purchase let alone you know refi you know so that that's an entirely separate business but those are things that we learned how to save people money you'd literally save them money not just say hey if you do this this and this and a spreadsheet does it for you now kind of like calculates for you but at the same time you know you don't believe what you read on the Internet right I mean everybody scenarios different your neighbor and but you know we went from one computer to a dozen quick you know the banking industry picked up really fast we went from one room to you know 950 employees I mean you left why 2004 yes you left when we had a lot of yellows I think at the height with you we had probably wander people inside and outside the company clatters vo lows editing you work there at the same time like you guys yes at the same place no three that I met five must have did my internship maybe you beautiful yes a downstairs so we were up but you guys were upstairs and you were downstairs down to this who is the guy waits the cold was the kind of did the training for us Rockstar Egan you cool doing the training in the office I would like to go up there remember you you were a big player up there you know we we developed a lot of our friends I think to get into the business and and with anything the market crash in 2008-2009 you know unexpectedly but at the same time all the training we went on every sales training we went on whether Billy sent us to Manhattan even down here we went to a bunch of them yeah they all said the market does this and here I'm 20 years old I I don't know if I'm doing this tomorrow right like no one no one saw this as a career right thing we saw this as an education in education versus making money right so instead of me going to school I'm gonna do this right and then and we didn't think 20 years later it's gonna spin out this is all I know I can't even like go get another job cuz I don't even know what I would do I tried so here's ago take me through so you you were working in the industry

7:50What Darren Did When the Market Crashed & His Career

In 2008 with a market crash where were you when the market crashed I was at precision yeah I was in between precision in Concord I had just made a move over the Concorde thinking like a few months before like this is my next move in life here and I was only there six weeks in the market crash American home went out of business so from some think back for a second from Concord which was 2008 to now 12 years later knowing yeah knowing how many years how many different places did you work at in the last ten years three no only three yeah that's good hmm I was with three three everywhere don't think about it I was only with global and precision for years all the way up until the market crashed Wow right yeah so that was a ten years run right there and then I kind of floundered for a few to try to figure out who I am what I'm gonna do and I couldn't find it I tried to do everything like you think of anything that's amiss they're happy when you start doing everything you do nothing well well nothing gets going I don't know if I mean like everything but things that would make me happy hey I think you miss races like a buddy of mine was in the energy business and I figured the energy is the next biggest thing right energy energy the I didn't want to be a solar panel salesman okay let's I knew I was I don't want to say in in I was too smart for that but I I figured I can do better than that but I would try anything and all kind of money's in that business you have any idea it's like 50 bucks a deal 50 deal yeah $50 yeah yeah yeah 50 bucks a deal regular wage it's impossible to make a living yeah well you got a really costly ask even in even with the real estate knowledge I have I can do other things and not have to get into that so but you need a job unlike you I know you say you know you I'm unemployable I know you know my whole life have been unemployable it's not it's because I just I see things at a bigger level and if I'm gonna be working with somebody or in an organization I need to be able to like offer and grow the company because that's naturally what I do I'm a grower like I like to get in and grow and if I can't grow I'm done I'm out I gotta go through my own I mean that's really important as an individual and a human being you know like you you have to be able to take yourself to another level I'm really good at following their action right so here I came in at 20 years old I knew what I wanted I knew I wanted the family I knew I wanted the career I knew I wanted the technology but it just wasn't for area and that you could you could plant your seeds and people could be doing other things right and and I'm not saying I did anything bad I was a family guy I was always at home I was hardly ever out I never I never grew a social platform so you haven't had that lifestyle no so to have that social media platform for me even then I don't know how much I would have succeeded with it now for say we're like the newbies they're on it they have their followers it's listen Darren it's an important it's an important piece of the businessmen like social media social proof is where I sat

10:50How Important Social Media is in Real Estate & Why Darren Was Successful

And you can tell everybody week it's everybody how great we are yeah and nobody's gonna believe it gotta say because we're not gonna say we suck no it's everybody else out there who's saying it for you and so the whole social media platform I'm big I'm gonna all in on it sure because I think I don't think I know it's if you're not in you're out around and you're screwed and you're gonna be behind the eight ball and I don't want to be left behind I'm starting out I should have been doing this for ten years they all say ten years well that's what I'm saying if this was if this was out back then and it was the thing is I wasn't hip on it you know I just thought this thing was not gonna I wasn't if I wasn't I wasn't actually I didn't realize that the power and the impact it was gonna have I should have but I was so focused because ten years ago my head was up my ass I was just starting over here branding yet but ten years ago you know think about it I was just coming out of and still had 14 million dollars in debt on my back that I was trying to negotiate deal with the attorneys deal with the warfarin deal with court like I was going through a massive massive amount of change ten years ago so the last thing I wanted to do was be on social media and put myself out there over here when you know my life my real life I was crumbling like I was falling apart you know and so but that's all past me but say your you have to have those moments to I couldn't I went to work had a family came home so at 20 years old the way to you where do you go where do you turn to you turn to your mentors right these people that you know you work with and I think I was guided real well I mean yeah we all made mistakes five years old you hit something on the head and you said you follow directions really well and you did like you came in and we gave you the script we explained to you what this saying how to say it how to do the calculations and you just sat there and you took it in and you just regurgitated what you learn and you did it that's what separated you from like 99% of the guys who came into failed they allowed the fear in their head to completely shut it down you didn't have fear like you came in and don't take this offensive but you were smart but you were a little dumb in a way because you didn't realize how hard this was gonna be like and I didn't either when I got into it and that's a good trait I was a little dumb I didn't know what I didn't know by not knowing what he didn't know I was allowed to just grow like crazy and that's what you did and there was a lot of guys who came in with you that they didn't make any money Darren at all because of the fear factor yeah they were scared crap to do anything I didn't want to make mistake I don't know I don't know if I'm gonna say this it's the right number is the right real sure but listen you have good people to get you the answers you no no I'm way different now than I was 20 years ago I mean there's no doubt about it yeah bro I'm a completely different person just when you hit rock bottom when you realize what rock bottom actually is and I'm not talking about necessarily like going to jail you know getting locked up or whatever the rock bottom is whatever situation exactly whatever could be in your life to get out of it and become become almost human and crawl out of your bankruptcies and you know your your your lawsuits or your your defamations the things that people think about you whatever it may be to become who you are you know and now and I always fold you go through all that you need to go hell yeah oh hell today thank God I did it before I was 40 yeah well you know you grew up with a young agent like you said yeah at 20 years old look what you're doing you were given the right systems you actually filed them had the right mindset the self-limiting beliefs didn't hit you that's why you blew everybody out the doors so how do we fix it though how do we make people think like me right you can't you can't make anybody think you can't mind to growth and if you could tap into like you think back 20 years ago you were a young kid who wanted to actually grow down and you came in you realize like I'm around a bunch of guys that know that I don't know and you soak that up you ask questions you were smart you ask the ton of questions I mean I bothered everybody ya know that got you to the next level I knew that they were making money right then I say they the owners right I knew that there's a they're not the fortune 500 company it's not Walmart I can't go in and talk to the owner I didn't know how to take it to the next level and at 16 17 years old I was I was already on the phones hustlin magazine subscriptions for the PA yeah yeah so

15:04Hustling When You're Young and How To Be A Better Person

Like I worked with all the we own it unfortunately but it'll look who you surround yourself with and you said a key key a couple minutes ago you had mentors true they were your mentors and you fought true where where systems and look and look where it got you physically spiritually think she hikes in Guatemala that's for ritual there you go so you did this absolutely yeah twice one woman was like four miles but that was the up the volcano and then if you know you talk about super ritual it's not Disneyland like every year every like eighteen months I have to get back to that spiritual part because the greed takes over here the the unkindness takes over here and it's just like that that thing that you do you meditate the daily basis so sometimes in meditation I have a different way and visualization anything yeah being alone cuz it would when you're alone what do you do so anonymously I just think of of how I can just be a better person today you know and like I'm in the car and I'm driving to work and I only have three minutes because I work in the same town I live in so like if there's really not a lot of time I get to work my guys are there you know I come home my family's there you know they so there's no so if you have like any door time and you do need your time do you have any type of like morning daily rituals that you do daily mhm that get you reunited with yourself and centered I know it sounds crazy and this is I may be a little bit but walking my dog in the morning but that's a private so I got a new dog on in September after we had Hennessey for 18 years so we hadn't for 18 years he passed away in June we ended up getting a new dog but I was never around for the little dogs so like I don't write I never took care of him you know like my wife did she was always there but like I was never I never still walking the dog brings you a little peace in the morning oh oh absolutely absolutely he's there for me you know and like I don't want to say I talk to the dog I know cuz that sounds crazy but like I can talk to the dog and he like looks at me and you yeah you know and he knows he knows that we both need that walk-in the more ladies and gentlemen if you're looking to get a mortgage from Darren I could attest he is not crazy he is not even though his dog talks back to me he's not crazy it's a video and seen the dog talk effectively I mean I'm all about PG movies that's what works for you and you do not relation or your incantations or whatever you do when you walk in the dog in the morning I mean that's what everybody needs that time with 10 15 20 30 minutes you need that time and the morn to get your head strap saluting and those thoughts are what's gonna get your day going you know even even in the short amount of time that it's in its that and the drive to work and you know even I Drive my son to school every day and it's silence silent no I I need I just had this conversation this past weekend I can be around people all the time but then I need to retreat and I need to have my own time yeah and people don't understand they don't get like why do you need to be alone like you know I need me time yeah I need to just go into myself sure I just kind of bring myself down and become peaceful because all day

18:23How Your Mindset Impacts How You Deal With People & When You Need Your Retreat

We're dealing with people's on the farm Foley's making hundreds of decisions like this all day long and I love it but then I need to retreat a hundred percent my retreat what it does it actually recharges me yeah and when I get recharged I'm able to come back out like fist-fucking hidden no one out there and make it habit yeah and it and when you start arguing when you're people at least one mate when I start arguing with people that's when I know any my retreat yeah I get defensive I start arguing and it's and I can pick it up right away and I just I take it out you know you know when I just walk away from the scenario for a second you know and whether it's at work during the day you know low but right the Guatemala trips and those those trips those you find your soul it's different there it's a different mentality it's whatever works man was good to lose another place even though it's a people he went yeah and it's not a whole lot to do right but but that that place will give that to you too is that it's the Happy Isles yeah literally is that what if just you and I spoke about I mean it is a great I go there every year yeah you have time every I love it I love it I bought it when I was my first big purchase at Global no way for my house at 20 no she is yeah we go every year and the dues just keep going up and up and up and up but it's worth it I wish is 100 it's not so bad it's better than buying one in Florida I guess being that right twelve or so remember all those people could put those back and it was a big thing back then stuck in the contracts trying to get out of them there's people that just to get out of contract those guys are just I have 700 it's just to get out of them right everybody no rumors of a place to go I went there for 10 days of summer it's a great spot yeah we got so bored we rented a car so yeah we did that we did the car thing and never did that yeah it was good because dry everywhere I wanted to go I'm like it's $20 we get a cost when you drive around do it I want to do what I want to do it you know we got stuck all right so listen we here with Darren Kaplan today Darren you can find him at mr. total mortgage calm no down in four years 16 years he's been in the mortgage business for the last 20 and he is a in he's gonna say you're young but you're not that young anymore you're 40 we'll be we'll be right back right after these messages guys welcome back guys this is Billy Alvaro Wayne hearts heart we are easy sell property solutions you can find us online at easy sell formal 1.com we're here today with Darren Kaplan talking mortgages talking back in the day 16 20 years ago about him getting into mortgage but before we go back there I just wanted to plug yourselves in when you and I've been doing this for years we're helping out literally hundreds of families a year in Long Island New York and Staten Island Bronx Brooklyn Queens New Jersey Pennsylvania we're like we're hitting the map and so let's talk about what we do how we do it just a brief five minutes like let's just get into the situations that are out there how we

21:30How Easy Sell Property Solutions Help People

Help people do a smooth easy transaction with the easy way out folks I mean if you're out there you listen I mean we do brands something cool the easy way out and it literally is the fastest easiest most hassle-free way to sell your property Bar None today with no realtor fees guaranteed and what we're trying to do here is if you guys have we want to close on your time and so folks if you have a property you want to sell in you wanna close in 14 days we have clear title we can do that if you want to close in 30 days we're close in 60 days or maybe you know we're looking at it now and you're like listen I want to make it to six months until the kids get out of school and you just want to know that listen I could put my head to the pillow knowing that your head you know that your house is sold and you have a cash bar that's gonna purchase your property we can help you out yep what's different from us and a lot of times you gotta we encourage you a lot of times do you do tillage it's on us I mean we are Caesars and investors we've been doing this for years on Long Island we're not people that want to look to lock up your property try to sell it we actually have the funds we closed on your time when like we tell you and if we don't remember times we've told you billion we've been we've we simply simply will either part as friends and if we don't if we if we don't even close on your timeline folks may actually give you a credit so we want to make sure we stand by a word and do it yeah we take a penalty a real close on your time because because show people what we're really making that we're not talking about it we're actually doing we're actually doing it you know and folks if you're at if you're inherit properties these are big ones and we're doing a lot of them I doing a bunch of probate very recently where people are just inherited properties they're out of state don't think you have to come back up here a lot of times what we do for you is we'll actually go inside will actually pack up your property send you all the personal belongings could be down to Florida could be down in North Carolina wherever it may be we're not gonna get a bunch of guys that I don't know what they're doing we got professional companies we pack up your stuff we send it down there it's very important we know what we don't processes like it's very hard to sell a property when you're out of state let us take those problems off your hands those are some of them we have all the ones where it's just how many times you know grandfather your aunt your uncle put extensions on the house second-story Co issues you leave those man and they're everywhere we all know that daddy I mean just nightmares let us take those problems wolf I don't want to see you guys get stuck six nine twelve months trying to legalize properties get CEOs for properties sometimes you guys don't even realize you don't even have a CEO for your house yeah if the legalize a whole entire house you're talking a ten twelve two months two year process to legalize there's a lot of money and a lot of tons of money and tons of headache give us a shout six three one 400 easy we can help you with those types of properties you got foundation issues mold problems fire damage fire damage properties we do a ton of those less last batch was actually burnt out landlords folks if you're out there and you very few investors on Long Island will purchase properties with the tenants in it that's what I'm saying folks if you have tenants not paying we will purchase the property with tenants in the property right I'll take we will take it off your hands the bottom line is we basically take all the problems that you're experiencing and we put them from your shoulders over to ours giving you a clean slate making it fast easy and hassle free and so you can then take yourself take your situation take your family just move on and not have to deal with the headaches and hassles and you know a lot of people we interviewed over the years they always said look dealing with the Realtors for some people is a good move you know they want to sell the property for top dollar they don't mind people walking through the house but if you ever haunt a situation where you don't want people running through your home you don't want to have somebody qualify for a mortgage you don't want them to have to do a home inspection with 95 different things you have to fix oh then call us 6 3 1 4 tadeasi 6 3 1 400 easy or go online easy sell formal 1 calm listen we're also doing things we're just recently this is one of the second I think this is the second one that we're doing we recently had an older lady contact us that was in a really bad situation she was losing her home but she had no where to go zero couldn't qualify for reverse FHA because it was a foreclosure bailout and it was a full closure bailout because she actually had a house free and clear but she had literally 45 or 50 thousand dollars in back taxes property had a bunch of problems so we sat down and we came up with the solution what was the solution we said you know what this poor lady has no family no husband no kids no nephews nobody so what are we gonna do we're actually gonna let her stay in a house with a life estate until she passes so we're buying that property we're allowing her to stay there we're not gonna see a dollar for maybe 20 years but who cares because guess what we're helping out an older woman who would be on the street otherwise because she has nobody that she can turn to she turned to us she spoke to one of the attorneys they all came in we agreed on the price we agreed in the terms we agreed on everything and now here we are willing to closing that just goes to show this business is not just about money this business is about relationship as business is about people we're in the business of human beings like we help people get out of situations when there's a problem we freaking solve it and that was a problem for this lady yeah she was stuck dude she didn't know what to do where to turn so I want to get in and out on

26:08How Darren Built Mr. Total Mortgage on Helping People

Darren's side because I know you you believe in that process and that mindset you actually help people big time you're not you're not a quick turn let me hit them hard and run the other way like you build your business on referrals the business on referrals but I'm always available you call me you email me you text me anytime a day anytime at night it's I work around everybody right so when you say you're in the business to help people I totally agree with it a lot of clients they come to me with sub 620 credit scores right and it is that bad these days you know it's it's it's below average definitely it makes it a little harder to get a mortgage for you you know but at the same time it's who do you trust and where do you go yeah you know what I think when you're when you're sub 640 I like to say you know it's really really hard to to figure out where your angle is every banks gonna look different rates are gonna look different you know you're gonna think oh I can go to you know like Wells Fargo or Bank of America but really your debt ratio may be blowing out where you can't you know so when you say you're in the business to help I totally agree kind is the best way to advertise you know no doubt about it especially myself I always love to tell people about myself upfront you know and this is what I do and check out my Mozilo reviews you know I have over 140 of them you know on that's important yeah that's absolutely that's social proof and people need to see huge you know listen not everyone is good right not every Zillow review is good not everybody's gonna like me not everybody can go with me it's impossible I honestly speak to 50 or 60 people a day Wow okay it's a lot 80% of them have less than 640 credit school Wow well it's very hard to put these loans together it's it's a majority of these people you looking to probably look at a purchase or refine or 'ti is good and they're all out of state out of state yeah it's not even New York the majority of its Connecticut Jersey Wow absolutely over the last three years the jersey business has been booming compared to like New York where people in I think in New York they're a little bit more subtle they understand what they're gonna pay they understand why they're

28:09Flipping in NJ vs Flipping in NY & The Benefits of Zillow

Paying it right but when they go to Jersey they don't necessarily understand that same scenario so they're looking at cut costs so somebody who's working in like Queens or even Brooklyn doesn't necessarily have to work in Jericho they can they can live in Jericho I'm saying they can live on the other side of the GW you know and marketing market out there but it's cranking right now it's critical in Rankin oh but it is a different way like an our side when we're buying and piping with it's crazy like the differences between New York flippers and New Jersey flippers like in our case like when we're buying the seller of the property it's mandated that they have to get the CFO from the town before they actually transfer title they have to call the town the town inspects the property says these 15 things you gotta face before which actually runs in our favor as flippers out there because now we're positioning to the cells look get the home inspected by the town but don't fix anything will do that's how it is in the Realtors all know that going in so they know which houses need the CEOs and and and whatnot but a lot of my investors not just the people buying houses but a lot of the investors do they're buying the two family three family in Newark yeah or Elizabeth yeah and they're fixing them up in this home not that you should you can't do it in other places but I'm just giving you like a jersey advice yeah and the closing costs are a lot about a third less yeah at the same time yeah I mean if you're actually taking out a mortgage yeah for sure I mean going into the borough's it's crazy you could be in like the twenty five thirty thousand dollars sick isn't it it's crazy so figure if you have a 614 credits going to one of my three family in the Bronx you're gonna need money a lot big downpayment way more than you would need in Jersey so so the Jersey Marcus who are you getting all your leads off the internet is that how you guys are sourcing your business right now we're strictly with Zillow total mortgage itself is a big spender with Zillow so we have a partnership with them that allows us to tap into a certain market where how do I say it not everybody wants to handle these leads right not everybody wants to do that um some of the ways I was successful at some of the other mortgage companies was taken everybody's recycles give me what you can't close and let me try to close that one you know so like if I do the same thing that everybody else does then I'm kind of like not unique right your commodity will work at a commodity bank right but I think what we do is special and it's not just like mortgages and it's not just making money it's not just my career but I think it's special putting people in houses especially when they can never do it especially when they've been turned down five times then Darren got it done and you know 14 days you know so like it it tends to it flip the coin and make their home buying experience yeah experience bad better yeah so so let me ask you now with this whole Zillow thing with you what does your office look like how many people do you have working in your office in Greenland so so green one's actually a small office it's like a small like satellite branch it's it's totally my team you know I got a few guys in there that are just about to get licensed we're always we're always taking on branches we have space in the building if anybody ever wanted to come on in and join our crew

31:22Getting In Touch With Darren & Dealing With Working 24/7

Here at portal it's how do they get in touch with you if somebody wants to either a work with you guys or be you know utilize you a few services as a mortgage broker are you a bank or a broker we're a bank you're a banker yeah yeah so we have a lot of the non-prime non-qm deals type of loans that we we have almost everything that you can go out there work so it's a mr. toto mortgage calm you can always reach me for anything you know if you want to go to eight four four seven seven two loan you can call me there so you said something before which I think it's good but at the same time I could see burnout so you said I'm always 24/7 my phone's always on like how do you deal with that especially now cuz you're 40 you're not a kid and so having your phone on 24/7 it's kind of taken away from the life work balance right so how does that interfere with your life with your girl you know so we utilize Salesforce as our CRM which really helps me out on a daily basis because it's automatically you know texting emailing or most of my prospects yep along with the follow up and you know waiting for document coins and prospective clients but technology you know when I say I'm there I mean most of time it's texting I go to bed at you know knowing 10 o'clock I know it's early he's an old man but I wake up at 4:30 in the morning yeah yeah I could I can make it happen and you know so what so you've been now in this business for 20 years where do you see yourself going what do you see like you're a total mortgage how long have you been with total mortgage well three years okay so three years where do you see something the next five to ten years that's that's a that's a really hard question knowing and I'm just and I'm just throwing it out there knowing how the economy was ten years ago so so this is how I'm closer this is how I want to do it I want to learn how to become economy proof how does Darren Kaplan become economy proof for such a man you got a brand you have to brand you and you need to be the resource that people go to regardless of how the economy is doing sure sure sure we have two completely separate yourself from every other person out there because the internet leaves the Zillow leaves all out of the crap when the market tanks it's gonna tank sure and that's all going away and you struggling again I'm more concerned about like the banking end of it you know like that that part I think I'll always hustle and I always try to figure out a way to you know gain clientele you know whichever bank it may be for at the same time I don't foresee moving from total they have everything that you need there to be successful they give you all the tools the hardest thing is just to what close loans capture business and not chase down your money right I chased down the money from the brokers from the orders of the company right and we never have to do that we get paid on time we get paid for the loans we close the marketing is great the underwriting is great and its headaches so just one

34:20The Importance of Planning Ahead in Your Career & Putting Your Money to Work

Of the things I would recommend to you there cuz you you're somebody who soaks it up is you got to start thinking about you next five to ten years you have to start thinking about it just you know what are you gonna be investing in so you have cash flow that's working for you like my cousin you know smart he started going out and buying a lot of these home away houses and he's packing him up and he's you know a mortgage that a renter that he was able to get eighteen hundred from a regular renter he's getting like $6,000 a month smart so he's building his future bankroll in his future cash flow by investing today and in 15-20 years when he has like 16 these things he's gonna be able to sit back and see you know what do I actually want to work or do I want to kind of chill the eff out and he's gonna have an obsession to do so right you know so that's it gives you options and you know you came in here saying you wish you would have when you were younger invested differently well you're not any younger you're gonna be 40 a little differently don't get me wrong I you know I don't go out and spend and I think that's a big investment not spending it's a huge investment but if you're not putting your money to work so it's you know you're working for your money yeah that shit's got to be like you know deployed and invested smartly yeah and I think we have to do is a even in our business I mean we're thinking about it almost every month every three months every six months we're tweaking what we're doing in our business yeah flipping game because it's changing and we have to watch now when is the next recession coming when I mean you're also setting yourself up so when the recession does come you guys are in the money well you know when the recession hits we're gonna have you know a good solid 25 people with your pockets we're gonna buy yeah we're buying everything yeah we're buying we're not asking for it to hit but I think that's the difference in what I do for the next five to ten years because the banking industry is reliant on economy yeah right we're so now we will have the back end product which is the flipping you know and that would be the five to ten year your goal and and again I like to work with people that I like to work with like just because you can get a mortgage that doesn't necessary me or yell and that doesn't necessarily and I want the business so let me ask you not a good fit do you fire clients I fired you know what very real demand you know what they do guess did beg you to stay yeah beg you please I listen it's it's a two-way street yeah and when you're gonna do business with somebody and you're gonna be getting them a mortgage us buying the house and they're gonna be irate from the beginning or demanding or you can see wow this is gonna take the life out of me yeah you you have to make a decision and politely you have to say you listen I think you should go in a different direction and we're not talking money this you know you would love to have the money it's not about you know what is this gonna take away from me by doing business with this person it's not you know why can't I close with somebody else right but at the same time you could have died too from having a stroke you know yelling at the person or having the anxiety you know but like yeah but but when you when I say I'm available 24/7 you know that's what you get you get that when you when you get a mortgage so like try calling your guy at Wells Fargo at 11 o'clock at night you know you're not hearing anything for six weeks my uncle he's he's selling his house and in in Levittown he's got a ton

37:40Why You Should Never Be in The Dark in Real Estate & Finding People That Make Work Easier

Of Steel problems he's been in and out of contract three times how come you haven't come he hasn't called exactly will not take my advice but he calls me and he says Darin how come I don't know what's going on I said well I don't know what's going on cuz I didn't do the mortgage I didn't do the real estate and you didn't use my attorney so how in the hell am I supposed to help you so how can I help you now okay even he's like gosh I just should have I said it's not about of should of why don't you just pick up the phone call your realtor cuz there should be never a time we we were the Diamonds we were in the dog know it's not my client it's you never but it's amazing how there's a lot there's a lot of times they literally put it on the contract they walk away they have nothing to do with they don't say a title instead they you know you hold 30 fees they don't understand what's going on with the COA just step out there's some real complete opposite way we train or team you know and and when you get some of the other side sorry to cut you off that's good man you just hope you just want another deal with that because you have so much easier oh my god and those those are transactions that are literally closing and you're done 40 days keys handing override the closing door of everything they understand the moving parts and will just step out and that's important in Jersey because of the CEO issues that they stay involved yeah where they have to makes it more everybody more accountable everybody but you still have Realtors who just don't know what the hell they're doing odd you know in New Jersey still you have to besides the CFO's now you have that your the mandate if you're selling the property or buying the property if there's oil tanks Barry dudes like it's it's an ax meet you have to get that thing remediated checked if you have septic you have to get that thing checked out and if there's any issues if it doesn't pass and yo you and I spoke it's a 25 to 30 thousand dollar bill instead it's 25 to 30 these foreclosures in Jersey my Realtors like don't do it they end up doing it they did the the sweep and then yeah you're you're waiting in limbo for eight weeks to figure out like what the next move is yeah who's gonna pay for it how you gonna get it done it's big money but it could play in your favor if you use it the right way listen this was great having you on the show I haven't seen you in years hi guys this is Billy 'var Wayne heart

40:30Outro

My dear friend Darren Kaplan we are easy sell property solutions if you want to see a house you know what to do give us a call 631 for it easier go online easy cell phone one calm and if you want to get a mortgage either refi and/or purchase and he really specializes in the purchase side hit up my friend derec app and go to mr. total mortgage calm or 844 772 loan that's 8 4 4 7 7 2 loan the guy as he said he is a professional he's there 24/7 he'll answer your calls he will take care of you and he'll get do the right thing by you your family and put you into a home that you can afford and in our side myself and my cousin we are looking for high qualified people to join our team we're always looking go online give us a call we're looking for properties to sell we're looking for realtor referrals we're looking for attorneys that we can partner with we're just looking for quality people that we could bring into our circle that we can sort network and with and do a business with that entertains you if it happened if you have an appetite for that call us 6 3-1 Ford it easy or online easy sell formal more calm I'm Billy Alvaro that's handsome Wayne Hart thought that's Darren Kaplan and we're out here

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