Transforming Distressed Properties, with Sonny McEwen

0:01 So, I started on my quest focus on probate real estate. I've been in real estate for decades, but about 6 years ago, maybe a little more than that, 6 and 1/2 years ago, I started focusing on probate. And one of the things I went to was a real estate meetup in the valley and there I met a guy who I don't know really what I know his background was. He's a tall, athletic looking, good looking dude, but one thing I could tell was this guy was hungry. Like this guy was on the hunt. And I said to myself, I got to meet this guy. We had lunch you know what his name is a long time ago and knew Mason a long time ago. I've watched his transformation from brand new on the hunt to really now just killing it in probate particularly in the South LA area. So, Mason, thank you so much for joining us today. Thank you so much for having me. So, when I met you and you were starting out, you had a job and then as a side gig you started real estate, but you put more time in real estate than most people who work full-time. And maybe you put bandit signs cuz I would call bandit signs because my car was broken and you'd answer. Why I what the Mason, I know you.

1:03 You had a shirt that said something like we buy houses or something or you were doing something and you always talked about I mean you were on the hunt. One of the things I know about real estate is hungry dogs hunt best. And here you are 6 years later. So, talk about what was it that you that first impetus to get started in real estate to give you the belief you could be where you are today or anywhere near this today. So, funny thing I actually started real estate in prison. So, I learned about prison I mean I learned about real estate through a guy named Jay Morrison. He had like an online academy with him and Will Brown Tree. So, I took their courses and you know I kind of had the same sort of mindset that everybody else had like when you start real estate you need to have this chunk of money to you know to do a flip and all that sort of stuff. So, they introduced me to wholesaling. So, when I learned about wholesaling I said you know they were like pretty much that all you need to do is hustle. If you can hustle you can get a deal. So, I was like I definitely can do that. So, sign me up. So, for those of you who think you need to start with money or the right college education, right? Literally you started in prison and you

2:12 I mean I met you and you were obviously very comfortable discussing it which to me is just really something that is amazing. The transformation from you know most people would use that as an excuse or many people as you know use that excuse for the rest of your lives and here you are just throwing out there saying well I was on the hustle and I learned while I was there. So, okay, but still I mean you didn't walk out of prison, wholesale a deal in the first week and get paid. Like there was a gap in there that you did the hard work and say is this really going to pay off or not. What kept you know pursuing things during that initial startup phase? I mean you were unshakable. I met you. You were unshakable. You were on the hunt. It couldn't get worse than this. It's just going to get better. So, my thing was I mean I just absolutely didn't care to have a job. So, one of the things that actually motivated me more was actually you know I worked at Denny's and like my supervisor just kind of just I'm I know me personally I don't necessarily do well with like someone micro manage me like just over my shoulder all the time and like my supervisor at the job used to always like I'm like we work at Denny's. This is not necessary. Like this is difficult what we're doing. We're helping people, serving people. You've never heard of a complaint from anybody about me giving I mean cuz I don't give people attitude.

3:33 So, it's like why are you micro managing? This is the easiest job in the world. So, like that just motivated me just even more. So, like yeah, I can't see myself doing this for at any time. I'm trying to get out of this clock and maybe. You don't go back to Denny's, do you?

3:49 You know when I was young I had work if I wanted money and one of my first jobs was working in at Paul's TV which I think is closed down, but it was a one store at the time. He went on to build a huge franchise Paul I Am the King of big screen TVs when that was new, but I worked in the warehouse and we just took boxes and opened them up and put them next box full time do this and get my Friday you know how long the summer was, but I'm not coming back and the next job was the same, next job was the same. So, sometimes we just have to be where we are and get through it. And so, to get you were putting up bandit signs. What else were you doing initially to kind of put some wholesale deals together just to get started? Yeah, so bandit signs, cold calling and then when I met you started giving me the probate lead in terms of like you know I think the pre-probate. So, I think what was it all the deals? I can't remember the name of the site, but you know you know that was just it just looking for opportunities, bandit signs, on the phone, going to meetups like wherever there's a possibility I'm throwing out ugly houses wherever I can find my vein I'm looking for it. And so for those watching I'm not I don't sell data. I just happen to be a purchaser of probate data at one point and shared it with him just cuz I wanted to help him out. I think for any Realtor® working with investors trying to help them find their path and that's kind of what I've tried to do as well to help investors along the way. And we went to a meetup where people got together every week. Now, are the meetups productive for you as far as your business or learning or what's the value there? Yeah, I think it does because I think the most thing for anybody in terms of especially a newbie is just exposure because when you're exposed to you know the possibilities are endless.

5:39 You really don't know who you who you'll meet at these meetups. So, I mean you know obviously point case of me and you met. So, you kind of don't know you know I've heard the horror stories about you meeting people that possibly can take advantage of you, but at the same time you meet people that are there you know to help. So, I'm and I'm fortunate enough to actually meet you there. So, Now, flash forward and you're actually your real estate agent, you're licensed as well as continue being investor slash wholesaler. So, where's your business currently today? If you were to kind of describe your overall activity, I know your tagline is transforming distressed properties, but what is what are your activities and what value do you bring to the marketplace? So, by and large for the most part I'm in the foreclosure space. So, with foreclosures you know those always kind of come with like exacerbated situations. So, usually with foreclosures you have probate connected to it or some sort of divorce or some sort of you know drama. Yeah, pretty much exactly. So, 100% so you know so last year I think I did six probates just from you know door knocking pre-foreclosures then hey you know properties in reverse mortgage. So, now we need to you know go through probate and all that sort of stuff. So, you know same wheelhouse. And for those of you who are wondering you know sometimes people have guests on they don't know what they're doing. I literally watched Sonny. I got I tracked every probate sale that needs court confirmation which is about 10%. Most don't. Occasionally some do. And I happen to see his name as a listing agent. I remember calling back saying what's going on man? You went from you know

7:11 I'm 20 years old what to do to you're doing a deal and you're the listing side of the deal, right? So, all of a sudden you're you got some momentum now. Yeah, 100%. Yeah. And so, what's your plan going forward? You continue the same thing? You looking to up your game or add some new components to it? What's it look like going forward? So, for me it's just really more inputs. So, you know obviously there's a limited amount of foreclosures and probates and all that. So, I feel like for me it's one making sure I cultivate and continue to build the relationships that I've had with people I've already done business with because obviously they're like the best sort of you know they're the best advertising for you for one and then two just making sure just getting to know the neighborhood. So, you know just door knocking neighborhoods. In terms of people that need help whether it's with real estate buying or selling. So, that's kind of like you know where my momentum is momentum is now as well as having VAs so and flipping. So, virtual assistant and then flipping as well properties. So, one of the things I know that you talk about I heard you another talk that you talked about your approach being calm and strategic. Now, probate real estate's pretty emotional. Probate real estate can be much more cuz you have siblings fighting or heirs fighting, potential heirs fighting, attorneys involved. How do you keep yourself calm and strategic in the battle of real estate and probate in particular?

8:32 So, I mean my main thing is that just keep the main thing the main thing. So, it's like I understand that you know there obviously are going to be situations that arise during the process, but you know I'm here to be or keep you focused on this lane. Like I can't control what happens in your personal life and things of that nature. I definitely open to you know hear you and try to assist in what ways I can, but you know I just try to keep the main thing the main thing as far as like we need this to take place so you can make the next move in terms of your life. So, it's whether you know cuz in foreclosure sometimes it's always not a sale. So, sometimes I'm helping families just do I'm not doing a loan modification, but you know like hey you have you looked at loan modification? Have you know some families going to bankruptcy. So, but my main thing is to help you get to the place where you feel like you can you know advocate for you to be the best your best self going forward. Now, in some cases you've been prepared for this not only and you mentioned you were in prison, but one of the things you did when you came out you was your professional boxer and had some success when I was following in the beginning. I it's a tough business to have sustained success. I imagine there's nothing in probate real estate that's quite as tough as getting punched in the face. No, I mean you know I mean getting cussed out or a door slammed in your face definitely isn't as bad as actually getting hit. So, I you know I'll take it. Yeah. Yeah.

9:55 So, one of the other things that you talked about in the interview I saw was about the importance of honest communication. Sometimes you're dealing with multiple heirs, and obviously there's the emotions we have to get out of that you talked about, but at the same time there's kind of like being willing to step up and say, "Well, here's the truth." Like the truth is, in some cases, you can't stay in the property free forever. You're going to have to make a decision. So, how is it you that what do you use to guide yourself to have the courage to have those difficult conversations and be clear and transparent? Well, I learn over time that it does us both a favor. So, you know, it does me a favor as far as, you know, optimizing my time and not sort of wasting time in terms like, you know, some people who just aren't realistic in terms of what the facts of their future are in terms. So, like I So, I use a third-party app called Property Radar, and I get notifications on it daily to where like, you know, you've been talking to people trying to help them. You just get a notification where it says, "Property's sold on now." So, like some people just aren't realistic. So, I try to, you know, level with them and, you know, meet them where they're at, and then from there, just try to get to the truth as quickly as possible just because time kind of isn't on your side in this situation. Now, this Property Weekly is the podcast, and you know, you know, in addition being friends, and we had lunch recently, had chance to catch up. I said, "You'd be perfect on my podcast cuz you really have turned your focus into probate, and I think done it at a really high level." The listing I mentioned to you recently wasn't just a probate listing, which is attractive, but also it was a required court confirmation. So, talk a little bit about what are the extra steps required in a probate listing? Let's talk about those first before the court confirmation. What How is a probate sale as an investor or as a Realtor® different than a standard residential transaction?

11:43 Well, I mean, probate obviously involves now you're involving the state because, the state is trying to actually identify proper successorship in terms of property. So, that adds another element in terms of, there's obviously funds that you have to pay the state because, you know, there they have to coordinate the whole process in terms of figure out who the actual rightful heirs and then some people don't actually know what they're doing. So, they're adding in attorneys as well. So, that's also another cost that you have in. So, it just kind of exacerbates the situation because you have a court proceeding, and then, you know, obviously people are kind of squirmy when it comes to things that they're unfamiliar with. So, Right. And so, it just adds an area where you as an expert can add value to a family who's looking to sell property with the heirs. So, then the next level of probate is about, I think, 10% in LA County require court confirmation where either the administrator has limited authority or there's litigation involved or some other reason forcing court confirmation. Talk a little bit about and I know you recently listed one and sold it successfully and closed. What are the unique steps that court confirmation require in order to get the property sold? So, the court confirmation, requires far more in terms of cataloging just the whole process. So, ideally when, you know, actually they're actually starting to issue the letter from the for the estate and the administrator, they give you a property appraisal. So, with the property appraisal either the property they have to accept an offer either at 10% of the appraisal or at full appraisal for the property. So, with this particular property we're referring to, that property appraised at a number that realistically we couldn't find buyers at. So, we had to meet with the court referee and actually get it reappraised because Look at you.

13:40 So, you know, as far as that. So, and then with that, you know, obviously the courts wants to see the whole process. So, like, how long was it on the market? How many open houses did you have? How many offers did you receive? How many offers did you review? That whole process. So, obviously that becomes that's makes it even more strenuous. You know, and congratulations I didn't know that would happen. So, congratulations because now if you're working with a file and the attorney or an administrator family says to you, "Well, you know, we have to sell for 9% of the appraised value. There's really nothing we can do if it's too high." You can answer them what? Yeah. You recently worked a case through by doing your job properly, helping the probate referee reassess the property or reappraise it at the right price and you were able to get the property sold. And I've seen it happen. I've done that a few times, and being able to say I've done it because many attorneys will say, "Oh, you can't change their mind." And that's true sometimes, right? Sometimes people won't, but in this case you were able to do that. Good for you. I had I That's another thing I didn't mean to know about this case. So, this thing gets deep. Isn't that how probate is? It's like it just like gets deeper. It's like an onion that peels back a little bit more and a little more. Yeah, 100%. It's always something, right? I mean, if you don't enjoy the process, you're in the wrong business.

14:54 Yeah, you have to. 100% you have to. So, also in probate we tend the properties tend to be below average at least when you get them under contract and this is a listing agent or as a wholesaler, and many of them are way below average or uninhabitable. Talk a bit about your particular experience in dealing with properties and getting them to the market whether as is or putting some hustle on it. So, yeah, so this property that property wasn't that bad in terms, but so, there was two properties. So, they were in the right next to each other. Residential and commercial. The commercial property was hadn't been occupied for over 10 years. So, you know, the roof was Yeah, the roof caved in, you know, so that one was a property That was actually one we really needed to get reassessed because, you know, they couldn't do anything with it. And I had another property in LA to where the property was just kind of in like horrible condition. They did some Hold on a second. Those watching just know that he had another property. Like he's just got them falling out of his pocket. Now, I knew Sonny when he was on the hunt for his first deal in Hungary. We're talking now. Yeah, another one. I don't know. Another one. Like he's just the files I'm sorry. Go ahead. Sonny, I mean to interrupt.

16:09 Yeah, so I had another one in South LA that actually had some unpermitted additions to the property. So, I mean, luckily that's a probate, man.

16:19 Luckily we had an investor house person in, so it wasn't a big deal for them. So, but yeah, it you see some things in probate. And so, if somebody says, "Can you sell property that has unpermitted additions?" What's the answer? Well, I just did one, right? Yeah, 100% yeah. Yeah. And I imagine selling property that's not residential is different than selling residential property. What's the process like? Yeah, so I mean, because, you have different They have like, what's the vacancy what's the vacancy rate been going on? What's the tax situation? What's the in terms of the building, what is it zoned for? So, that was actually a first for me cuz I've never That was the first actual commercial property I've ever sold before. And notice how he said that. I think this is true for me, too, that as a real estate agent, if you want to get into non-residential property, you know, going out marketing can be difficult. But when you work the probate side, you're dealing with a customer, and the customer already knows, likes, and trusts you. Many will say, "Well, you'll figure it out, and I trust you more than some commercial Realtor® who you don't know." Yeah. Or a great commercial Realtor® who doesn't know probate business at all. But I imagine on the way Sonny, you must have gotten some help from somebody on the you know, non-residential marketing. Was there another agent you worked with or mentored with or somebody give you some insight or help or how were you able to Yeah, so one of my colleagues that I'm a brokerage with, you know, he kind of helped me as far as my partner Jerry helped me with getting it cuz obviously you with commercial property you're not even listing them really on MLS. You're going to want to call with Banker and all those different sites. So, that was just another process that I had to learn as well.

18:01 Yeah. And again, so as the answer there for all of us is sometimes that we work for brokerages, they have resources. Make sure you call on them because I'm sure when Sonny started with his current company, he didn't plan and ask them, "Well, if I get a commercial, will you be able to help me out?" It was just more the people he knew would help him, and a, you know, larger successful company is going to have resources they can bring you to help you be more successful. So, that's really important. Yeah. So, one of the questions I know that heirs have when they get property is do they want to sell it retail to get top dollar or sell it to an investor or wholesale, which would be quicker, less difficult. Now, I say less because, you know, holding costs custom time and money and such. So, how do you address to an heir when you meet them to a property what their options are or which is the first option that you go towards? So, I just always try to So, that was actually a large reason why I became an agent as well just because, you know, when you present your options to a family, you just want to give them as many alleys avenues as possible because, you know, some families are looking for just the convenience of, you know, private sale, but at the same time some families are trying to maximize on the equity in the property. So, I actually did a probate to where a family they were initially were actually going to buy the property for cash, but when we got the appraisal back, the appraisal was more than, you know, we would care to pay for it. Now, and from me personally, when I'm doing business, I definitely try to put myself last. I try to put the customer first. So, in terms of the customer, this was the only asset that they had in the in their in their family. So, you know, I seen a way where it can make they end up making like an $50,000. So, we were offering a cash offer. They accepted cash offer, but you know, I was like, "Hey, I would rather put this on the market because I feel like you can maximize more." So, that's what we ended up doing

20:03 And we ended up getting her more money. So, Yeah. Nice. Now, you sell When we spoke last, I think you said you sell real estate primarily south of the 10 Freeway, West LA to the airport. Talk about the market. What do you see in your the market that you service primarily? We all can read, but the news on the internet's, you know, about the national market or the greater California market. What do you see in the area that you have as now as far as buyers coming in the market, sellers, interest rates affecting them? What do you see as a market right now? I definitely feel like the market's a little soft right now. So, the recent flip that I just did, that one actually sold in 60 days. I mean, it's still fairly decent amount of time getting sold, but at the same time, if we look back closer towards the summer of last year, you know, properties were going over bid. There was bidding wars. So, I feel like the properties that I mean, the market's definitely getting softer and not only that, being that I'm in the foreclosure space as well, I don't feel like there's as many foreclosures as was stated, cuz they were saying foreclosures would jump by like 30% or something like that, but I don't know how accurate that is for SoCal. Right. Yeah, I think that market statistic about foreclosures rising is national. Yeah. And I know it's true in areas where A, they overbuilt a lot, maybe Austin, Phoenix, Florida. And indeed, there were new home builds where the people put down 3% or 5% or 0%. Well, now they're upside down, they're going to let it go to foreclosure. Whereas people who put real cash down to buy a house and retails resells normally like that aren't going to be as quick. So, here in LA, our market, I just don't think we see the foreclosure that covers the headlines that they see nationally.

21:47 So, I know that you know, we talked about probate and we talked about you know, properties in rough condition that many times the properties you have are going to be non-financeable. Maybe there's a roof falling in. That might cause a problem. That's not going to go FHA.

22:02 Even though it's commercial. Foundation problems, you know, I know you know, I'm shocked when I get a probate listing that it can be financed and or can go FHA. So, talk a little bit about how do you as a listing agent approach property where you know it's not financeable? So, I mean, I guess the good thing in on my end is that I come from the investor space. So, coming from wholesaling in that sort of space and flipping myself, that I'm already kind of used to that terrain. So, I guess that kind of worked out to my benefit because I'm used to working with investors. I know how to look over you know, cuz you know, obviously the wholesaler, they come with the fake

22:43 Fake proof of funds and all that sort of stuff. So, you know, I'm able How about that? I love my call mom. They try to act like it's not fake. Like, come on. I just fell off the cabbage truck here.

22:55 Look at my experience. I mean, I'm not saying I'm the smartest the sharpest knife in the drawer, but come on now. This one's pretty obvious, right? [gasps] Yeah, so yeah, so I mean, I guess kind of having that sort of background definitely helps me a lot because like coming from already having experience in that space, you know, a lot of people when they're a new agent, you know, they're so happy to get calls as far as like, you know, potential client or potential buyer. And you know, I you know, you got wholesalers trying to lock your deals up and just wasting your time and stuff like that.

23:27 So, like, you know, you know, I'm not as jumpy. So, I'll get on the call and I'm trying to figure out who you are. I'm like, "Okay, you're a wholesaler." So, I mean, I'm not trying to be rude. It's I don't mind working with wholesalers, but it's just a lot like you don't have to lie. I mean, I don't I want you to make As long as my client gets what they want, I don't care what happens with the deal. Yeah. So, there's wholesalers and then there's people who say, "I want to tie your property up and I want to try to sell your property for more and make a commission while you sit around wondering if ever we're going to close." That's not a wholesaler to me. That's just a fraud artist. And I every listing get offers on those kind of those kind of people and I you know, I do my best to be polite and then when they force me, I'll just say, "You're just lying. How do you How do you do that? How do you live with yourself? Explain to me. You're never going to close on this property unless you find another buyer who's going to pay more than you. And if I could find that buyer, I would have found that buyer. That's my job. That's what I got hired to do." Yeah. Yeah. And so, I think what you're saying here, again, for anybody watching, and I think this is a good lesson for all of us, is not in particular that you should be an investor and go into probate. It's that you should follow your strengths and let that be your superpower in your business. In my case, quite frankly, mine was about working with attorneys, being able to read legal briefs, read the law and regulations, and listen to judges, attorneys. That was kind of my superpower that I brought to probate to leverage that superpower in an area that was more common. Another superpower is I think we're as an investor. I have invested in property, but I wouldn't call myself a particularly successful real estate investor, but you are and you've done some of the wholesaling and flipping and had training there. And again, if for anybody watching, that's a great superpower to have. And then more importantly, what superpower do you have? Bring that to your business. Some people is empathy and caring and that becomes maybe more hospice and adult care facilities. Some people's financing, reverse mortgages.

25:21 There's a lot of ways to skin this cat. I think as much as I enjoy talking to Sonny and admire his success, let's make sure we find our right path. He's not saying this is the right path. He's saying this is the path I took and helped him go from where he was to you know, being successful. And that's great. So, one of the things I know you mentioned earlier was about creating value for your customer. So, what does that look like a probate case? You know, it's tough. You have warring parties sometimes. Sometimes just getting things sold and getting a check to them is tremendous value. What does that look like? What do you What are you trying to do and what do you see yourself attempting to do and accomplishing regularly? So, obviously the main thing as far as probate is, you know, obviously we have to exercise some patience because, you know, it's not like

26:07 I like that word, man. Hold on. Exercise patience. Okay. Those like me who don't like that, don't have patience. Yeah. I mean, it you know, it's tough on both sides because, you know, as an agent, especially when you're starting out, you know, you're like, you know, when this deal going to close? But it's like we're dealing with the courts. And then as a family, they're like, you know, I'm kind of I need this, you know, to figure out what I need to do to make my next pivot in life. So, you know, obviously we're exercising patience on both sides and you know, bringing clarity to the situation because like the property I was actually surprised. So, like the property in Hawthorne that I recently just sold was a probate. The son actually was on I mean, because the property was kind of like, you know, it wasn't in mint condition. So, the son was like of a mind like, you know, I kind of understand this is you know, a property that needs to be updated and stuff like that. And the father was like, you know, I think we should try to maximize on this on what the court appraisal was. And the court appraisal came in and we actually beat the court appraisal. So, I was actually surprised myself. So, yeah. Just try to maximize on, you know, meeting their needs. In your business, when you do probates, are you more commonly finding a property and then bringing to an attorney or you more commonly finding a property that already has an attorney and is stalled and entering foreclosure or distress while in probate, you have to work with that attorney?

27:31 I think that's changing for you. I think you told me at lunch that's changing for you. Yeah, so I've actually kind of been I've kind of actually done both. So, like one property we were actually going to we were actually going to purchase it ourselves and flip it ourselves, but we ended up finding out that the property had to go through probate just because they had to actually correct some successorship as far as title and all that sort of stuff. So, I actually took them to a probate attorney. And then with a lot of the foreclosures, when you're door knocking them, you know, you're talking to them and you know, they're like, "Oh, we're in probate or we're about to start probate." So, they're kind of already working with an attorney as well. So, let's talk about both those cases. First, the ones that you bring to a probate attorney, right? You meet somebody who's in distress, has a property to sell for whatever reason and there's a title problem. Maybe, you know, grandma died, had four kids, you know, all four kids are ready to go, but one has passed and now there's only three kids. That's a probate. So, talk about how do you determine the best attorney to refer to your client to get what they want. Like, there's a lot of probate attorneys, obviously. You don't work with all of them yet. So, what do you use your criteria to find somebody that's going to service your customer? So, I mean, we have customers in different financial positions. So, you know, some attorneys are kind of more open in terms of if obviously when they review the profile, they see that, "Okay, I can get paid on this, so I don't mind taking on the case and now I'm essentially you know, we don't have to you don't have to make the deposit." So, for com- or for families that are in that sort of financial position and we don't have the money to put down a deposit, I'll I have probate attorneys that I work with that. And for other ones where it's like finances aren't really a big problem, so, you know, I can work with them and you know, they can just make their deposit and you know, the attorney can pay that debt. So, it kind of just depends on where the family is sort of financially sometimes.

29:24 So, for those maybe who aren't as familiar what he's what just to add some color to that, he's saying that there many attorneys will require a deposit from the family that will deter them from the family from choosing them. And sometimes those the deposits are required expenses that are going to come up in the first 90 days, filing fees, advertising fees, inventory appraisals. On. It's they want a deposit towards attorney's fees. The attorney doesn't get paid at the end, but they want some sort of money on hand to protect their interest. Other attorneys don't. Other attorneys already get paid at the end and they'll even advance or have other systems to advance the fees. And so again, you want to find the right solution. We've talked in other episodes but with different advance companies, lending companies, and some of those attorneys. Obviously, Sonny can help you if you're in his area to make the right decision. But don't let the lack of money prevent you from getting good attorney work if you there's equity in the property. If there's equity in the property, there's a way to get that deals done and call me or call Sonny. We'll help you get that done, right? 100%. Now, the flips The other cases are I imagine probably more common where the customer already has an attorney, right? They're in foreclosure. Now, my experience is tell me if this rings true for you. In the first 90 days they have an attorney, 90% of customers love the attorney in the first 90 days.

30:42 On the 91st day So, if you talk to them, they're like, "No, my attorney handled it. My attorney handled it. My attorney handled it." You know, if the sun didn't come up tomorrow they'd ask my east my attorney's going to handle that. The sun didn't come up, my attorney's going to get the sun to come up for me. 91 days and on, 90% hate their attorney. True or false? Very true.

31:03 It's amazing. So, the and then and then when you call the attorney, my experience, you know, I've done more probate sales than 95% of attorneys in LA. There's you know, there's 5% who have done more than me and are experts and are great, but the vast majority do one or you know, over it. I'd say 90% have done one or less in the last 12 months when I ran the data. So, when I call them for advice or support, I try to be respectful as I can and patient and humble as I can, I still find it sometimes just impossible to get them to stop talking and to listen when they're making a mistake and to course correct. Now, you must have that same experience. I mean, you know they say doctors and lawyers, you know, they have that sort of

31:47 That ego about themselves. Like, yeah, I've actually had some attorneys that kind of you know, kind of referred like kind of separate us like, "Don't talk to my client." I'm like, "I mean, we're all trying to help them get to the same sort

31:59 Of get to the same space." So, yeah. One advantage I have, I think I tell people times is to attorneys I don't have any prohibition to talk to the other side. So, I can help I can probably make a deal if there's an heir and an objector. You know, the attorneys can't talk to you. There's no reason why I can't talk to anyone I want to. You know, I can't disclose confidential information, but So, it's not just me. You find difficulty sometimes talking to attorneys when you come in the case? Yeah, 100%.

32:27 He wants your client, right? When I'm the listing agent, I they're my client too. Like, I have a fiduciary responsibility to help them. You think the attorney say, "Well, thank you for being here and I can unload some of this work I don't want to do on you." But no, it's like, "I need to put you in your place." Like, "Why? What's my place?"

32:41 And what's my I don't want to do that. How's that helping your customer? I don't know. I don't understand that one. Yeah. Okay, well look, we and I had great conversation over lunch and we could go on for hours, I'm sure, and talk about this. I'm a little bit over time here with you. So, I really appreciate you making time today. But obviously, Sonny McQueen has gone from, you know, new in this business 6 years ago to an investor, wholesaler, flipper, and real estate agent who's very experienced in probate sales, particularly in Los Angeles. Sonny, if someone wants to get a hold of you, I have your contact info below. Is that the best way to reach you? Yes, sir. And as well, we have you on your IG. True confession, I'm not on IG with anybody cuz my grandkids' school is on Instagram and my daughter posts pictures of my grandkids there as well. So, I'm only on my daughter and their and their school. But he's Sonny McQueen LA is on the Instagram and really you post a lot of personal stuff, your travels and your you know, side hustle of being a boxer and the different properties. So, someone wants to get a hold of Sonny at Sonny McQueen LA on the IG. Or if you don't get that information, reach out to me. I'd be more than glad to make an introduction. Sonny, first off, congratulations on from where you started and I met you. I knew I knew you were going to be successful at something, but and here you are. And congratulations on what you've accomplished. And second of all, just remember you're obviously an inspiration to the people behind you. I know you've done your best. In fact, share with us a little bit. I know you've done your best to kind of reach behind yourself and bring other people along with you. Talk a little bit about some of those you shared with me privately. Talk a little bit about what you do to help other people.

34:16 So, I mean, as you can see on my Instagram, I definitely make sure I volunteer and still go to the prisons. Just to kind of be an avatar for people that, you know, are kind of murky in terms of like, you know, I know I'm coming home. I know I can kind of do some things, but you know, it kind of helps when you have a person like, "Hey, I was I was literally you." So, I think that definitely helps a lot. And as well as, you know, my family that have the income, it's just the information that they're not exposed to. So, I definitely try to help with that as well. And you do. You're being very modest. I think it's important I When I met you weren't where people would want to be here on that path, but you were the starting point. And where you are now is where many want to get to. And so, anybody who has those challenges in particular or knows somebody who does, Sonny's a great resource. So, again, Sonny, thank you so much for being on today and sharing your story with us. Congratulations on your great success. Look forward to continuing traveling on the road with you. Okay, absolutely. Thank you, Bill. And the rest of this Probate Weekly, we usually get together with a probate attorney or vendor. In this case, I just thought it was such a great story of success from somebody who really started in scrap from scratch and without any apparent, you know, particular resources other than obviously a strong hunger to be successful. And this is a guy who had actually did it and I watched him do it every step of the way. If I can help, if you like this, please like, subscribe, put a comment down. If you think you know somebody who should be interviewed on this, send on the information. If I can help in any way at Bill Gross Probate. And as always, make today your best day ever. Thanks so much.