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Thank you, Steve. Merry Christmas to you and your family.

Great Recap 👏👏

When they said profit of 6M, are they talking about what the wholesaling and flipping gross income or 6M is the net after paying all expense like marketing and employee?

Welcome back Steve!!! 😃😃😃

I need help I’m in KY

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What do they mean by their underwriting?

So you just buy the deal and take all the risk to sell it. Nothing special about this at all

Matt and Steve two Kings im glad I caught this 💪🏽

Rob beries way of doing real estate usually means there's just been a dead body in the place most of these houses and homes on the market in this way have very recently had murders committed in them that's why they're being flipped

Landlords are parasites

He''s from my neighborhood. I just started wholesaling land. It's exciting to see someone from the hud doing great other than playing sports.

Love me some Matt Andrews! Great episode!!

Santini is a last name though 🤨

Chapters 00:00 - Entrepreneurial Leadership - Addressing global crises with entrepreneurial solutions. 00:53 - Podcast Introduction - Learn from Matt Andrews’ collaborative success. 01:49 - Early Career Journey - From psychology graduate to sales professional. 02:49 - Discovering Real Estate - Finding real estate through a late-night infomercial. 03:48 - Career Setback - Overcoming corporate challenges in sales. 04:43 - First Real Estate Deal - The struggles and lessons from his first flip. 06:15 - Early Real Estate Mistakes - Learning from trial and error. 07:41 - Taking the Leap - Quitting his job to pursue real estate full-time. 08:37 - Marketing Beginnings - Using bandit signs and networking for leads. 09:36 - Adapting During 2008 Crisis - Shifting strategies during the foreclosure boom. 10:11 - The Importance of Collaboration - How partnerships shaped Matt’s career. 11:24 - Lessons from Early Deals - The value of asking for help. 12:16 - Transition to Wholesaling - From buy-and-hold to quick-turn real estate. 15:13 - Leveraging the Foreclosure Crisis - Building wealth during market downturns. 16:45 - Early Digital Marketing Success - Using SEO and KZbin to generate leads. 18:14 - Lessons from Internet Marketing - Applying innovative strategies to real estate. 20:37 - Finding the Right Opportunities - Aligning skills with business ventures. 22:57 - Storytelling in Marketing - Creating memorable narratives to connect with buyers. 27:42 - Tampa as a Real Estate Hub - Insights into why Tampa became a guru capital. 30:19 - Building Community Through Collaboration - The importance of masterminds. 33:47 - Partnerships in Real Estate - Strategic collaborations with industry leaders. 37:25 - Collaboration Over Competition - Why working together beats rivalry. 45:03 - Avoiding Competitive Comparison - Staying inspired by others’ success. 50:13 - Finding Fulfillment Beyond Revenue - The importance of impact-driven goals. 52:14 - Building Relational Wealth - Focus on long-term relationships over transactions. 58:52 - Staying in Your Lane - Avoiding distractions and staying aligned with goals. 01:22:19 - The Genesis of Family Mastermind - Creating a collaborative engine for leaders. 01:31:22 - Humanitarian Efforts - Helping those in need in Ukraine and Haiti. 01:39:27 - Final Thoughts - Balancing business success with purpose and impact. btw steve, i'm going to start invoicing you

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Facts!! In the next 3 months..wholesaling will be done. I appreciate you sharing the truth!! Alot of gurus making money selling wholesaling courses will be stuck..thank you for being transparent

This is a great interview.

Script

Where can I learn more about managing sales people or sales leadership?

What platform should I use to keep the cost of calls down I'm in the UK

Such an incredible perspective and outlook! Steve’s composure, depth of insight, and unparalleled business knowledge truly set him apart.

When does he say that wholesaling is ilegal ?

My guy Santini! Killing it! Proud of you bro!

How do you borrow at 0%?

Ok bud sure

Just like some of the other comments this gentleman rubbed me the wrong way at first but honestly turned out to be the most intelligent and transparent guy i’ve heard talk about this kind of maximalist yet attainable approach to this business. Thank you Steve for being so good at what you do. This is a super remarkable interview.

Criteria, "1980 or newer" I just got a great deal under contract, but it's a 1979 according to tax record. Cannot find the VIN. Will my end buyer be able to finance this after I finish rehab?

Excellent episode. Santini is a killer 💪

So his gross revenue is around $18,000,000 based on his 35% net profit at $6,500,000. That is insane if I’m understanding this fully.

### KZbin Chapters: How Santini Lancioni Doubled His Profits to $6.5MM in 2024 00:00 - Normalizing the talk about profits in real estate 00:25 - Introducing Santini Lancioni and Hall of Fame Real Estate 00:55 - Santini's life before real estate and early career 01:29 - Success in business-to-business sales and the transition to real estate 02:23 - Learning real estate investing from a mentor in Philadelphia 02:54 - First rental property and scaling through refinancing 03:57 - The BRRR strategy and growing to 160 rentals 04:28 - Challenges and lessons from the pandemic's impact on real estate 06:30 - Shifting from investing to building an active income business 08:57 - Transitioning to wholesaling with sales and marketing expertise 09:58 - The influence of basketball on Santini’s leadership and discipline 12:03 - Using sports to develop leadership skills and resilience 13:53 - Overcoming personal challenges during adolescence 15:44 - College years and financial struggles 16:40 - Breaking into the real estate sales industry 17:06 - Early struggles in wholesaling and building consistency 18:59 - Hiring key talent and transforming the business 20:27 - The importance of accountability and structure in operations 22:21 - Scaling the business with Collective Genius Mastermind insights 23:53 - Managing the East Coast market and eviction challenges 25:20 - Lessons from market shifts and focusing on team output 26:17 - Why Santini focuses on profit instead of deals or revenue 27:49 - The power of transparency and authenticity in business 30:09 - Creating local influence through organic lead generation 31:14 - Maximizing social media and meetups for deal flow 32:47 - Relationship management and building trust with wholesalers 35:19 - Nurturing partnerships and creating win-win scenarios 37:07 - Balancing flips and wholesale deals in South Jersey 38:04 - Running high-impact meetups with a $38,000 budget 39:34 - The role of sponsorships and community-building in meetups 40:37 - Recruiting top agents and growing a brokerage 42:15 - Leveraging private money and scaling through agent partnerships 43:55 - Innovations in financing and maximizing deal margins 45:57 - The importance of owning properties for better deals 48:11 - Improving leadership skills and empowering the team 50:14 - Basketball’s continued influence in life and business 51:43 - Facing and overcoming personal and professional challenges 53:48 - Making tough personnel decisions to maintain company culture 57:20 - Recruiting top talent with significant incentives 59:00 - Overpaying strategically to secure top performers 01:02:28 - Shrinking the market focus to dominate locally 01:07:54 - The advantages of Southern New Jersey’s real estate market 01:08:55 - Lessons from partnerships and setting clear boundaries 01:14:59 - Leaving a legacy and striving for Hall of Fame-level success 01:19:52 - The power of relationships in building a thriving business 01:25:03 - Final thoughts: The importance of local influence and referrals Feel free to refine or reorganize as needed!

South jersey in the building💪💪

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Zig ziglar the best!!!

John is the best!! Which link in your bio takes me to the full interview because I don’t see which one does ??

I always sold customers things at offic3 depot by knowing wtf I have to offer and how Im better than the competition

This guy is a horrible sales person, I wouldn’t buy anything from him. He has that used car salesman vibe.

Isn’t this guy over leveraged either this method ?

Trump won

$80k base? Ok Brent!!!

**KZbin Chapters for "How Ryan Weimer Lost $1.2MM Dollars On One Deal":** 00:00 Introduction to Ryan Weimer's $1.2MM loss 00:30 The shocking call from the GC and fire code issues 00:53 Ryan Weimer’s background and intro to the Disruptors show 01:20 Moving from San Diego to London: lifestyle and work shifts 02:36 Challenges of balancing family, work, and global moves 03:33 Boise’s real estate market boom and aggressive strategies 04:41 Sacrifices of late-night work schedules and family dynamics 05:57 Adjusting expectations with team and personal life in London 07:06 Differences between American and British cultures 08:09 Funny experiences learning British slang 09:30 Ryan’s college trip to London and cultural surprises 10:33 Seasonal affective tendencies in the UK and pub culture 11:08 Five business failures: lessons from the trenches 11:38 Treating a business as a property conveyor belt 12:49 Challenges with market shifts and liquidity problems 13:59 The reality of cash reserves vs. equity-rich situations 15:09 Surviving with creative finance and innovative deals 16:49 Flipping gone wrong and dealing with major financial losses 17:59 Strategy shifts to adapt to market downturns 18:59 Handling delayed property sales and cash flow stress 20:10 Losing $80K from a transaction coordinator error 22:21 Lessons learned from a costly oversight and lack of checks 23:33 Emphasizing accountability in team culture 25:06 The importance of careful hiring and rigorous screening 27:26 Predictive Index (PI) insights for hiring the right candidates 30:18 Developing a structured hiring process 32:01 Sales team challenges and building resilience 34:16 Preparing sales hires for long-term success 36:06 The value of persistence and self-reflection in adversity 38:22 Personal lessons from using PI for professional and personal growth 39:27 Adjusting family dynamics with shared self-awareness 41:07 Balancing Alpha personalities in relationships 43:39 Advanced tools like Enneagram for better interpersonal dynamics 44:09 Managing confidence and decision-making amid setbacks 46:36 Embracing failure as a growth strategy 47:55 The reality of long-term lessons from business challenges 49:47 Balancing ambition with calculated risk-taking 51:28 Planning for failures and mitigating risks effectively 53:13 The $1.2MM loss: development deal disaster explained 55:10 Choosing the wrong mentor and missing red flags 57:13 Development deal pitfalls and hard lessons learned 59:05 Delays, funding issues, and lender failures 01:03:13 Fraudulent contractors and legal complications 01:06:29 Liquidating personal assets to finish the project 01:09:54 Recovering with innovative creative finance strategies 01:16:49 Introducing the Wymer Method: 0% interest deals 01:20:47 Biggest deal success after learning from failure 01:24:19 Current team structure and recruitment focus 01:27:57 Importance of high cognitive scores in hiring decisions 01:30:18 Scaling wisely while maintaining team standards 01:37:41 Predictive Index insights for hiring and team dynamics 01:39:27 Building resilience through mentorship and community 01:45:15 Final thoughts: market opportunities and strategic growth

Who is the mentor? People should stay away from the guy! Not only did he sell a terrible deal but also recommended an awful contractor?!

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🔥🔥🔥 That knowledge drop!

Yikes. These buyers are potentially getting a crapper with a bad roof, bad hvac, no appliances, bad plumbing and in 5 - 10 years be completely fucked. He has to seller finance these because obviously banks won't lend on them to a retail buyer. I pray he isn't completely ripping people off like it sounds like he is.

Amanda Dean is the Truth along with the whole sharper consulting family … so many good take aways and just make sense moments … Being a Closer It took me a while to understand the true importance of having good simple to follow systems and processes In place 💎 Another great episode Steve 🔥🔥🔥

Yess!! (with genuine excitement) I totally used to feel the exact same way! So I know exactly where you’re coming from!!!! This approach not only validates their feelings but also creates a connection. The key here is to deliver it with an enthusiastic and surprised tone, as if you’re the only person who truly gets their perspective. This way, you’re not just agreeing; you’re engaging in a shared experience that builds rapport. By expressing empathy and excitement, you encourage an open dialogue without undermining your own stance. Remember, it’s about finding common ground while confidently steering the conversation in a positive direction

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Time Stamps 00:00 - Opening: The importance of preventing objections in sales 00:25 - The problem with traditional sales methods and handling objections too late 00:53 - Introducing Ian Ross and the mission to help people sell effectively 01:29 - Background on Vivid Selling and the concept behind the name 02:31 - Sales philosophy: Getting clients to sell themselves, not closing them 03:01 - Understanding autonomy in the sales process and how it affects decisions 03:52 - The importance of letting prospects feel it’s their own idea 04:25 - Struggles with traditional closing techniques and the need for a new approach 04:58 - Why the push-to-close model doesn’t work for long-term commitment 05:32 - Using mirroring and guiding questions to let clients make their own decisions 07:28 - When sales becomes visible, it feels forced, and how to avoid that 08:00 - Vivid Selling framework overview: Vision, Identify, Validate, Impact, Decision 08:39 - Starting with the client’s vision to build a future-oriented mindset 09:09 - Identifying the gap between where the client is now and where they want to be 09:40 - Creating urgency by highlighting the impact of inaction 10:09 - Emotional trajectory: Gain, pain, and deciding to take action 11:19 - Why pain creates urgency better than focusing on the gain 12:20 - Asking questions to build a vivid future picture for the client 13:22 - Guiding clients through visualizations to ground goals in real-world terms 14:22 - Identifying obstacles and understanding what’s held the client back 15:26 - Navigating tricky answers and redirecting the client’s focus 16:26 - Validating without agreeing with client concerns 17:24 - Distinguishing validation from agreement in the sales process 18:19 - Diving deeper into objections to understand the root cause 19:12 - Keeping a neutral tone and maintaining rapport during validations 19:43 - Preventing objections from arising at the end of the conversation 20:11 - The goal of having no objections by the end of a well-run call 21:10 - Managing spousal and other decision-maker concerns early 22:04 - Client testimonials and their results from using these sales techniques 23:14 - Sales as creating certainty and aligning prospects with their goals 24:17 - The importance of making action feel less risky than inaction 25:23 - Creating conviction and urgency in the client’s decision 25:55 - Quantifying inaction to amplify the urgency for change 26:29 - Reframing inaction as lost opportunities 27:05 - Real-world examples of loss calculations to drive client action 27:36 - Visualizing the future with financial impact to create perspective 28:40 - Techniques for emphasizing opportunity cost in sales 29:13 - Closing by revisiting the client’s initial vision and goals 30:20 - Why client-specific language is critical in the final decision 31:14 - Pulling back to prompt clients to close themselves 31:43 - Summing up the importance of vivid selling and objection prevention 32:14 - Different approaches for selling products vs. buying assets 33:30 - Screening prospects first to ensure the conversation is worthwhile 34:39 - The challenge of sifting through unqualified prospects in real estate 35:11 - Techniques to build emotional urgency in intangible sales 35:46 - Pain vs. gain motivation in client decisions 36:51 - Helping clients vividly describe their pain and future outcomes 37:27 - Applying the Vivid selling method to different industries 37:58 - Using past experiences to bring emotions to the surface 39:04 - Building trust before diving into sensitive questions 39:32 - Finding balance between curiosity and respect in client conversations 40:54 - Matching the urgency to the client’s stage in the sales journey 41:22 - Marketing’s role in pre-qualifying clients before sales calls 42:25 - Adapting sales approaches based on the client’s readiness 43:22 - Tailoring the process to clients’ personalities for authenticity 43:50 - Personalizing questions based on client language and style 44:22 - Letting clients describe their goals to build investment 44:59 - How creating tension motivates clients to close the gap 45:28 - Highlighting success stories with InvestorLift for buyers 46:01 - Getting clients to emotionally connect with their goals 46:33 - Differentiating complex and basic sales training for professionals 47:08 - Matching client phrasing to deepen the conversation 48:32 - Softening questions to encourage open answers 49:56 - Why frameworks work better than scripts in authentic sales 50:31 - Letting clients express urgency in their own words 51:08 - Challenges with traditional sales scripts and memorized responses 51:44 - The problem with high-pressure tactics in long-term transactions 52:15 - Real estate client concerns and re-selling over time 53:18 - Issues in the insurance industry with chargebacks and forced sales 54:13 - Why car sales tactics don’t apply to service-based selling 55:11 - Importance of commitment and reducing buyer’s remorse 55:43 - Celebrating sales as a noble profession that drives business 56:42 - Avoiding sleazy sales techniques for long-term trust 57:22 - Why memorized scripts often fail in today’s sales environment 58:18 - Scripts as training tools, not long-term sales strategies 58:54 - Adaptability in marketing tactics and evolving techniques 59:24 - How overuse of scripts can undermine trust with clients 59:52 - Evolving TTP scripts and the importance of personalization 1:00:51 - The success of the “Objection Proof Selling” approach 1:01:51 - Adapting sales style based on personality for effectiveness 1:02:24 - Objection-proof selling to reduce client pushback 1:03:20 - Authenticity in sales and letting clients drive the process 1:04:23 - Handling objections in advance for smoother closures 1:05:24 - Curiosity and probing for understanding in sales conversations 1:05:55 - Effective follow-up and proactive objection handling 1:06:29 - Conclusion and invitation to learn more about objection-proof sales