Transcription
I learned that even the bigger flippers out there, they still don't have systems, don't have true processes. They're running everything manually and they don't have a clear lead or client acquisition system. They still need marketing. Acquisitions is always going to be a big problem. Um, they always have to get the best bird dog. So, talent acquisitions, it's like every single time there's almost always a system or something that is not efficient.
Welcome back to the Seven Figure Flipping Podcast. I have my friend and guest today, Estabbon. I'm your host, Adam Whitney. My friend Estabbon is from two companies that are super useful in the real estate investing industry. One is called Remote Latinos, which is a virtual assistant company that helps you source offshores talent from South America and Latin type countries. And also a organization called getsellers.io, which is like a PPL. It's a really a media company that helps you to produce leads in your business. They have a lot of different things that they can do for you, but primarily they generate leads uh for your business across digital platforms, PPC, Meta, you name it, they do it. And they've been doing it for a little while. I just kind of been watching them from the sideline. And I just excited to bring Estabbon to an event with us at 7ig Flipping and then now have him on the podcast. Man, welcome to the show.
>> Man, I appreciate you for having me here. It's an honor.
>> All right, man. So, I think well, first off, like how did all this come to be? Were you an investor? Are you an investor? Like, how did you get how did all this stuff even start? Let's hear a little bit of your backstory.
>> Yeah, absolutely. So, um I I did the entire college university thing where I wanted to work for a big corporation. I did that and I was able to essentially hit the peak or hit a ceiling real fast where it's like I'm gonna I'm gonna be stuck here for 20 years in order to make $300,000 a year and that's not something I want to go for. I was an engineer at Fiat Chrysler Automotive, you know, the automotive company designing uh the pickup truck frames and so on. So, I had a lot of like design background, management, product development, all that stuff. And I'm like, I want to just create stuff. I just want to do stuff that are different. And and like here, I can't get to like that amount of money if if I have to like literally level up like by years. This is not by skill set necessarily. It's like experience and like like hierarchy, all that stuff. So, I started diving into real estate while I was living in Detroit because Detroit has one of the most amount of houses uh if you ever gone to Detroit that really need a lot of love. Like you you drive around the city and it's a lot of ugly burn down um there's fixer uppers and most of them, you know, they're just going to sit there for a while. But the city started um getting a lot of investment done by quicking loans for motor company and it started to like rise up once again. So I saw that and I I wanted to get into flipping and so two of my buddies essentially that were also working Chrysler and another one that was a contractor we're like hey let's do a flip and let's buy a house flip it make some money. Seems like we're going to make about 20 $30,000 in our first flip. We'll split it. All of that. That's cool. But uh we did everything wrong. You know, we didn't read the papers wrong. We bought it from in auction from the land bank. We did like at that time like we were young, hungry, and didn't know what we were doing. So, we bought it on auction and we just lost like all the money to get that house essentially acquired. And thank God we didn't proceed. That was like my first ever time that I I tried doing flipping. And then I was like, you know what, I want to do sell real estate. You know, I attended the seminars by uh what was it the uh the, you know, those big ones I forgot the name of the the big ones that did three days and they essentially teach you about everything.
>> Back in the day. Fortune Builders.
>> Fortune builders, Fortune builders and then I was like I want to test I want to try wholesaling and reverse wholesaling. What is this? Like this is really cool like you don't have to essentially uh put a lot of money for fixing the houses. So as I I started doing that um I realized that a lot of these people didn't know about marketing and what I had done in in my past times or in my free time was that I dedicated myself to personal development and marketing. So I listened to, you know, the Gary V's, the Grant Cardones, the uh Started with Why book, the, you know, Simon Synynic, the Frank Kern of Marketing, uh, for Marketing Geniuses. Um, started listening to a lot of these big people that had a lot of content out there. And so I learned about marketing while I was doing personal development. And uh, so I learned then also about ads and advertising and stuff like that. I took a course and I was like no one knows how to do marketing. It's like one of the It's like one of the most important like parts of that business and literally everyone depends on another company or everyone depends on doing something that you know that is not as efficient which was like oh go and do and and door knock and do cold calling maybe hire one one person from the Philippines whatever I was like you know what I'm a smart, lazy. I want to be a home type of entrepreneur. I want to just run it with ads. Let's test it out. Never really done it, but I did have an idea of it.
>> But what was >> What year was that, Estimon?
>> That was 2018. That was 2018. Yeah.
>> Cool.
>> And um and so, you know, everything started around 2019 where I decided to I'm going to put a post out there. I learned everything. It's like who needs marketing help and we'll do essentially deals together. I can help you. And my idea was to essentially start learning how to do wholesaling, all that stuff by providing essentially marketing help and going into into an organization, right? Um I did land in one one big organization that was my first ever client. Let's call it like that. They're they're called uh Detroit for cash and they were a big big buyers um from Argentina used to buy about 300 to 350 houses on auctions every year but the auctions were running low like they were not able to find more houses. They used to buy houses for 3,000 5,000 $12,000 and then just flip it and then sell it to to to buyers in Argentina. They they used to do like TV programming and radio ads and like conferences to buy to Argentina investors in Detroit. So they had a lot of demand and their their houses were lacking. So I was like, "Dude, I can help you, you know, kind of do this and uh I can help you do the lead generation and stuff like that. Pay me a little bit and just want to learn more about your business, go into your offices and things like that." That was my first ever client. And that's when I realized when I did that post, tons of people responded and they were like, I also need help on that. I'm like, okay, like this might be one way of doing it. Um, where instead of me going to wholesaling, I may just offer this as a service. So, that's kind of like how it it it all started. Um, obviously I I did I did learn everything. I've paid maybe over $200,000 in education on wholesaling, real estate investing, flipping, all that stuff. But the applicable thing, I've done it for the people that I've worked with, consulted with or clients, you know.
>> And that's the for I'm I'm just curious. So when you, which is a really smart move on your part, by the way, to go, okay, who's got the full operation kind of figured out, but needs a little help with marketing, and you go into that company, that first client of yours, and you're you're running some marketing for them. Uh, what did you learn about the operation? Like, what did you learn about a quote unquote bigger operation at that time?
>> I learned that even the bigger flippers out there, they still don't have systems, don't have true processes, they're running everything manually, and they don't have a clear lead or client acquisition system. Uh because a lot of flippers, for example, they go to auctions, they rely on other wholesalers, whatever. And look, they were doing a lot of flips a month. They were doing a lot of houses uh house buying a month. Three brothers, very successful, right? They're called the Munoz brothers. But um when I started sending them leads, man, one they didn't really have a CRM. They had like a spreadsheet where they, you know, copy pasted everything manually. They had a WhatsApp group with all their bird dogs that were also acquisition managers that would drive to the house as soon as they, you know, got a lead or someone that needed to sell. They'll drive the house. They'll call the lead while driving to the house to try to actually close it. and they will do that every single day. It was a very interesting operations. They had like maybe about 7 to 12 people on the road, right? And they were driving around Detroit. So when I started sending them leads, they were like manually doing stuff. They'd be like, "Oh yeah, so how are you like dealing with that those leads?" Like I'm just curious. Uh started by by being curious. Literally, it's just I'm copy pasting the notifications you're sending me on text messages by Zapier and I'm going to paste it to these people that are in WhatsApp so they go and lock it up like and I was like really that that's what you're doing and then in me in my digging I'm like how can I help them better? It's like you have you guys ever used the CRM? It's like no you know I don't I'm not like the biggest technology person. I'm like I mean but that's just gonna help you you know get even more deals. They got they got 24 deals out of $9,000 in ad spend back in 2019. That's crazy. Obviously, like Detroit deals are a little bit smaller than normal, but that was a lot. You know what I mean?
>> And >> I'll take I'll take two deals out of $9,000 of ads,
>> right?
>> And I'll be extremely happy.
>> That was crazy. And but it also was effective in the sense that um they were quick to act. They knew about speed to lead. Now, they didn't have the best systems to manage leads and properly like keep track of them and CRM like following up and stuff like that with SMS and emails, but they did know that they needed to act quickly and like call them right away while they're driving to the house to be able to essentially um just lock it up because they recently have come in. So that right away they they they had their priorities and their business um just fundamental fundamentals set there. They were successful for a reason. Every single weekend they'll spend uh three days on auction, right? And then they also knew marketing on the Argentinian side, the TV ads, radio ads. So like they knew that marketing itself and advertising worked just they haven't applied it to um to like deals in the US right to find houses because they only relied on on auction. So even the biggest people like they still need marketing acquisitions is always going to be a big problem. Um they always had to get the best bird dog. So talent acquisition is was like was was the thing for them that they needed to get acquisition acquisition people. Um and they um, you know, systems it's like every single time there's almost always a system or something that is not efficient.
>> Yeah. I think that's um sometimes when you meet your heroes you're disappointed in certain things and that's like one of those things because a lot of people will listen to this. They'll see, you know, the Andy McFarland, the Bill Allens, the, you know, all the all the people who've been doing this for a long time and they're doing big numbers and then they find out that there like it's not it's not actually as sophisticated. Um, and sometimes that could be a good thing. Simplicity does scale like complexity does not. So sometimes simplicity really can be scalable, but there's probably a limit to it, right? And sometimes there's just like simple basic fundamental things. Hey, look, CRM were not maybe the most there were probably plenty of people doing deals without CRM in 2019 20 time, you know, because there weren't it wasn't as crowded in terms of lead genen at that time.
>> So, it's just a little different, especially in Detroit, man, because that was like right when it was coming back. That was right when it was on the come up like you said where Dan Gilbert came in and um a lot of people Illich the Illich family a lot of pe people came in and brought a bunch of stuff to Detroit and attract a lot of people clean that place up. Looks great today if you go down there.
>> Um yeah so that I mean that makes perfect sense. It was like shooting fish in the barrel form. They didn't really need to have too many systems. Uh but that's yeah that's so that's a that influences obviously as you develop and you're looking at this you become kind of obsessed with this front-end problem set of like okay lead genen cool you get really good because you're like you're an engineer you love marketing you're like dialing it in and tweaking it and then you start generating leads for people and you go well I'm only successful if they're successful so I can generate all the leads for them I want. But if they don't have systems, if they don't have a CRM, if they don't have a follow-up process, people, the right training, they don't have people who can close, kind of looks bad on me because now they're going, "Well, hey, I didn't close any deals from that lead generation service." But in reality, the truth is they maybe they didn't get to the leads fast enough. Maybe they were only looking for laydowns. Maybe they had no follow-up, no nurture, all these different things. And that's that's the big conundrum for anybody who's doing lead generation is there's two compon the lead generator. It's actually not the most complicated thing in the world to do is to generate leads. You put money in, you basically get leads out. The hard part is like getting people to do the right things with the lead and take care of them because in this business leads are the oxygen of your business and without them you strangle. You have no air. You die.
>> So what did you do? H how did that influence what you did over the next three or four years as a marketer and you know get starting to learn how to get VAS and stuff like that for other people? How did that influence how you set things up and what service you provide for people going forward?
>> Yeah. Um it actually influenced me in a good way because uh every almost every client I got very lucky at the beginning from the first client that I got almost every first client that I got was already a big player like they were already doing like a lot of money per month. There was one guy, you know, one group in Washington that they were doing about $400,000 a month. They were partners but they split up later. uh and I got to essentially see what a good operations or optimized refined processes look like and then when I started getting like with majority of the wholesalers are I want to say 95% or more um that they were not at that level that still needed my help I was like they are they have a constraint they have a bottleneck because they don't have this so I started reverse engineering every single aspect from lead lead gen lead nurture lead conversion you know their own fulfillment on on on those leads and and and closing and and then scaling right and uh because I started reverse engineering I became more of a problem finder problem solver on our clients operations and as that uh as I documented all of that and I thought through things I was like okay Now, we're going to add for every client that doesn't have a CRM, which surprise almost every single client didn't know how to use our CRM. So, I'm going to add go high level. So, it's a Y level version. They use a sub account free boom. Um, that helps with, you know, at least having visibility, adding SMS, automations, nurture, whatever, right? Complex workflows in that time. That time was called triggers and campaigns. Uh, and then and then wow, like now they have that they're able to get more appointments, get leads more to to reply to their messages and all that stuff. You know, we're able to, you know, recover leads that were dead. Um, we were able to like reactivate leads that were sitting there, okay, but they're not closing. All right, so now the next one is like, okay, conversion. Now I had to learn sales, not only for my business, but for them. You know what I mean? And I was like, "Dude, let me let me just see what's going on. You're telling me that the leads suck." Um, and then I go and listen to their conversation. And then when I start learning sales, it's like they go price-based thinking, logical, um, straight to straight to like what they want for the house. Nothing else matter but a transaction. And I'm like, this kind of sucks. Okay. So, I started learning and putting together putting together frameworks inside of the business. so that I can teach that and transfer that to clients, right? And the same thing for like, well, now they get busy, now they get amount of good amount of deals. We have a client recently. Oh, I need to pause because I have so many leads. I'm like, okay, so you're one man show. Um, you don't have many exit strategies. You can't get a hold to the leads fast as possible. So, we I'm like, we're not going to let you pause. we're just going to like take action and then essentially evolve with this, you know, growing pains that you have. So, we added inside sales agents, right? So, essentially like uh callers that inbound callers that as soon as the lead come in, boom, it will get to the to the lead ASAP, like within two to five minutes, they're in a call center system basically. And then um, you know, okay, so how we're going to scale past this or how we're going to hire people it started becoming more of a of a like end to end but customized to the type of client that would come in uh type of agency, right?
>> You guys still >> Do you guys do that today Estabbon so it sounds like >> you know I can come I can come to get sellers and sure you'll generate leads for me and that's great but you'll also give some like um operational consulting and help people to increase infrastructure. You don't charge anything extra for that.
>> No, no. It's it's it's all part of our client success. Um, it's all part of our client success system that we have created. I am lucky enough to that that we have like hired really good people from I hired people from realtor.com from different like companies like that that already trained up and then I trained them on on our systems. So they can essentially like coach and build that. We have client success coaches or client success managers that coach client our clients on this. We have back-end systems people that build out technology and systems for them. We also have a client success leader that essentially helps them on you know higher level coaching uh or high level you know all all these things operations wise. Obviously, like for the people that do really need it, right? Some people are they only need leads because they have everything set up. They're already doing like couple mail a year or like, you know, they're pretty set up. That's okay. We only do the lead gen. But yeah, we do that. And like it's very like majority of agencies, they have a threemonth retention or two to three months retention uh period. So their turn is really high and uh their retention is very low. Okay.
>> And can we can let me just let me just for the audience listening real quick. Uh he's talking about if you hire somebody uh like an agency, a marketing agency to generate, you know, seller leads for you. U typically the the client, you and the agency only work together for about three months and then there's something broken that makes everybody unhappy and then it's called churn. So he said they typically will have churn within three months. It means they only work together for three months and then they kind of churn out >> uh from that relationship and then the other thing um you you'd mentioned I think was uh was it retention?
>> Yeah.
>> Yeah. Like so so like how long basically what you're what you're alluding to is how long does the client and the agency work together to generate seller leads, right? And it's only as long as you're useful to them, but if they're having success, the more success they have, >> the more likely they are to work with the agency for a longer period of time. So I I see where you're going. I didn't want to interrupt but I wanted to make sure everybody understood that.
>> 100% and majority of of actually people leave and stop doing the lead genen because one they lack um sales systems follow-up systems good infrastructure they have they l they lack uh uh the offers that that you can provide to sellers that come from online marketing and their mindset also sucks. So they're not patient. they, you know, they want to solve things quickly rather than like knowing that it takes time or like they want the marketing to to to get deals right away. They judge the leads, they blame the leads. Like there's four categories that we see that clients land on. So that we tackle those categories. Uh and we do essentially we we have this uh thing in the company when you come in and you have a welcome and onboarding setup and on boarding process. Uh you got to be at the you know happiest level there but you also have the high have to put the expectations very solid right from the very beginning. And like based on the client, you got to be able to find what is it that most likely they will fail on because there's different situations, different scenarios that they could potentially fail based on that client that we have. And we like try to drill it very proactively to that specific client and then also build a kind of like a road map. Okay, so now this client every check-in is going to need help on his sales framework, right? And then he's going to be needing reminder or it's going to be needing a an inspection on the call and then giving him some more of a mindset coaching because maybe his mindset needs a lot of help, right? And then maybe this client essentially like loves to be part of some something a community. Okay, maybe this client at some point will appreciate that another client uh talks to him and then ultimately like helps them or part of the community kind of helps that that that client essentially like you know do a deals or another client essentially give him like a 15 minute 30-m minute call to reassure him like how things are going to go or even you know even me I can just jump into like sometimes into a call and then any anyways so we create this activation uh points road map so that clients can essentially solve these things and proactively we tackle them so that they stay for longer. So whenever they feel great they can also feel greater and whenever they feel bad we're we know exactly uh why but we already have tackled a lot of the things prior to it. So our clients end up staying for you know we have a retention of about eight months. Uh even though a lot of clients yeah a lot of clients are are years for sure but I'm also counting the clients that are not so great. Yeah you know right uh and and you know retention is normally within the 92% uh or 93% trying to stable it at 90%. Uh that's like essentially the retention that we have.
>> Yeah, that that Esimon that's phenomenal. And I think you I think your mindset and your approach is so good around this because as somebody who's providing a service to investors like what you realize is that you're only going to win no matter how good you are at the thing you're providing. You only win if your client wins. Because if your client doesn't win, they won't stay and they don't if they don't feel like they're having success or if they don't have the success. Like first off, if expectations aren't appropriate, that's where we that's where we all lose. And then when we have good expectations and we feel like and we're getting the result that we agreed would be um a rational result between the two of us, then we stay for a long time. And um sometimes you'll have lifetime clients just because they love the service and how you do it. But I think your approach is phenomenal in focusing on the business and the parts of the business that you already know clients typically will struggle with. And that initial audit can be so crucial. And the cool thing about that is like I mean you're see what what the clients have to understand is you're seeing all kinds of businesses and behind the scenes and what works and doesn't work for different markets and different companies and different structures. So, you have this unique position where you could come into the client's business and offer them, you know, take it or leave it, but offer them, hey, I'm seeing this. I think this could be helpful for you. And, uh, if they listen to you, then they probably are way more likely to succeed just because of the the unique position you're in where you get to see businesses from a a few different angles.
>> Um, I really love that, man. I think, you know, so so I'm I'm thinking about the new investor, right? So, like let's say we got an investor and maybe they've done a deal. Maybe they bought a rental. Maybe they bought a few rentals. They're they got some cash, a little bit of cash. They're not like balling, but but now they want to like they're like offmarket deals. I know I need to like market to these people. What would you recommend if I came to you today and I was like, "Look, man. I've bought like six rentals. I kind of did it the the Bigger Pockets normal type way. put money down. But now I'm hearing all about this offmarket underground where I can go out and I can do a little bit of marketing. I could talk to these people myself and negotiate the deals directly. So I'm pretty green. I don't have a nurture. I don't I never been trained on sales, but I know I generally know how to do a deal. Like how would you work with me as a client? Would you help me generate leads? Would you like what would you want to see from me as a client? What would you do for me?
>> Yeah. So, in actually doing a lot for clients, it has it's it's a double-edged sword. Uh, you know, Ken Cloier, right? Uh, so I did coaching with him and he's like, "Dude, this is great, but you're going to be attracting all those broken people or people that are, you know, needing all of that when you advertise on that." uh as opposed to like let's say the bigger sharks or the whales that they see like oh I'm not going to need all of that right so that's why I started essentially get sellers and like you know we're doing a subdivision of hustle media so hustle media is like more like like end to end type of thing and like get sellers is able to like give leads and that's it and if you want to add agency type of experience we will do that right uh you just have to be spending certain amount of time a certain amount of ads u of lead lead ad spend basically uh with us in order to give you that that type of experience but I would 100% tell someone that is new okay one you would need 100% a road map like a like a blueprint like like a game plan like you guys for example seven figure flipping I love to tell them hey look um go to a coaching program that is proven some sort of mentorship that is proven or a person that can give you that road map. We'll try to give it to you in our discovery call and our demo call how that looks like. But you need someone that 100% educates you because if you are going to be spending a lot of money on on Google ads or a lot of money on Facebook ads and let's say Facebook ads start pumping a lot of leads, right? And then every lead like you just you just bomb it like you just don't you can't talk to them. you're going to be wasting a lot of marketing dollars on that, right? Because, you know, you're lacking that framework, that experience. Maybe you're great at sales. Okay, that's a huge advantage, right? Uh and you just need to build that ecosystem. So, in the next two weeks, we can do that.
>> But if someone is really starting out, normally they're not great at sales. They think they are, but they don't. So I would be like, "Hey, instead let's do our instant lead packages, which is essentially a our get sellers offer of paying per lead. You buy let's say 20 20 leads, right? Uh and we start with those 20 leads. every single lead you can when you get them, you're going to essentially practice and get all the frameworks done that you get from the coaching program or from whatever it is that you're doing and then take it as a practice. You can ask for credit refunds if you know credit on the on the leads if it if it's a bad lead and that's a good thing for you. But obviously we will be evaluating the lead and the conversation to see I mean how much of this is and what else we can actually help you. And the good thing about that is that you can like turn it on turn it off and take some time to learn the ropes because the moment that you go into the agency side which is like Facebook or Google advertising as a campaign we're not going to stop. Like it just doesn't make sense to stop a campaign you know.
>> All right. So now you're talking about like, you know, okay, so I I think I'm hearing you well here is, you know, if you're newer and you've done some deals, you kind of you you're a dealmaker. You already kind of figured out how to do some deals. You're not a professional yet, but you know where you're going. You can go to uh these guys over at Get Sellers and just buy a package of leads and they'll go do the digital marketing to generate leads in your area. And I I agree with you. I like that. uh for especially for newer folks like turning pay per lead we call this ppl on and off is a huge benefit and you don't have to necessarily be an expert at lead genen but you can get leads in very quickly this way which is the most important part because it's allowing you to get repetition talking to sellers the fastest way possible because if you try to go stumble if you don't know anything about marketing you're trying to set up your own marketing whether it's uh digital marketing cold calling direct mail doesn't really matter it it's an there there is a science and an arc to it. It is not a one-sizefits-all. Every market is different. Every avatar and every market's a little bit different. So, there's a lot of nuance when it comes to marketing. So, I'm hearing that, you know, new investors can come to get sellers, get get a lead package, and start getting those reps in. Now, if you're already doing like three to five deals a month and you're looking >> to really get some branded marketing out there with your brand on it, increase your brand awareness, increase your conversions uh in the digital space, then that's when you go work with the the media side of it and and get like a a true media buyer on there running the different types of ads for you, whether it's meta or >>
>> Newbies newbies need newbies in real estate need coaching and leads so that they can't get coach on every single lead and they they're they don't have this flow of leads and expenses that they can't they don't know how to go about even building a business and then you know more seasoned investors they can go ahead and start building their internal Google ads or Facebook Instagram campaigns because they already know what it takes to actually get something done.
>> Yeah, I love it. I I want to I want to spend a little bit of time. I don't want to take up too much your afternoon, but I want to spend a little bit of time talking about remote Latinos and uh how that kind of came to be in and you know remote Latinos like why do people why would people So we we call this a virtual assistant which I think is kind of comical. I mean heck I'm a virtual assistant >> in my own business. Um, but we hire offshores employees. >> And you see this across the industry if you're unfamiliar. What happens is you might go hire somebody in the Philippines for four to eight or nine bucks an hour. You might go hire somebody in Egypt for, you know, nearly the same. Or you could go down to South America. You can hire offshore talent down there. And and I I was having this discussion internally with some folks in in our mastermind. Um there there is a a massive use case for Spanish speaking virtual assistants if you're in a Texas for sure. Like if you're in the south or the southeast like you need Spanish speaking people and I think that's a really great geographical location for uh remote Latinos because it's such a critical component of business in the south. Um, and you know, maybe maybe Filipino VAS calling don't perform as well because they think it's a call center and they're hanging up on them. But, uh, yeah, I would love to kind of just hear about remote Latinos, how you work with people there, and, um, why it is a a great opportunity for businesses today.
>> Yeah. Uh, I started Remote Latinos because, uh, a lot of people would talk crap about just virtual assistants as a whole. like they would think that they're the bottom barrel of the thing, you know, and they would just think that a virtual assistant was um is more like a like a service like this robot, this person that has no soul. And and I'm like, well, you know what, then does that make my mom that that she works, you know, remotely or that she works in Colombia and that can she can do labs around uh any, you know, American that that is just entitled? No. Did my family? No. Absolutely not. So, and I I was a remote Latino itself, like I was living essentially abroad. Uh the thing is that people don't know, like I told you, they don't have a password. They're unaware. and they think that they live in the jungle, you know, and that honestly uh it's it's a sense of pride that I'm able to essentially connect with someone that I know or that I have seen that has the capabilities of helping other businesses build their business and develop the business uh while being abroad, while speaking two languages, given the opportunity that they can actually work in the US, make American dollars without having to struggle here uh you know doing like low-level cleaning jobs, construction jobs and stuff like that. And instead is a professional setting. So that was a huge proud moment of me like I I know I can help you with that because my my first ever employee was my cousin and I developed her and then I'm like why am I why why are people not thinking this way, right? Like South America is just right here. Mexico is right here. Central America is just right here. they're so used to this um cultural cultural they have there's a cultural alignment instead of Philippines that there's a cultural shock on how they are and they're and I'm not saying it's wrong I'm just saying they're different um and the same thing for most Asians they're just so different while the US is fully used to remote Latinos actually fully used to Latinos that are just happen to be remote right Um, you see it in in in you see it in states like Texas, Florida, Arizona, California, like even Michigan. There's so many Mexicans, by the way. Um, and you see it in a lot because 20% of America is actually Hispanics. Uh, and I saw this gap of people complaining about their Filipinos and that they're not really the greatest at sales. Majority of them don't even speak up. Majority of them are shy. They they don't tell, you know, the things upfront. And while Latinos are noisy, they wanna, you know, you know, be there. They want to be be everywhere. They're loud, you know, they're more loud and things like that. And uh, you know, they're perfect for those front-end roles. But they're also uh there's al also a lot that will be good for project management, operations, leadership, like design, video editing, like graphic design, like you name it, they'll do it right. And you'll pay just a tiny bit more than a Filipino. But that that was the opportunity that I started seeing whenever clients would come in and be like, "Hey, I'm getting super super busy on with these leads. Um, I need some help on following up with them." So, I'm like, "You know what? I got you. I'm going to send you to this agency that helps you uh find people." And that agency was actually Omir's agency back in the day. Omir is my business partner. And we were not partner up back then. So, uh, I told them like, "Hey, I would send you to this people to this to this agency." And, um, we essentially started doing 5050 split, but Omir mostly used to do Filipinos, but I told him like, "Dude, there's this job boards in Latin America and also LinkedIn uh, that you can actually like poach people or just like post jobs as well." And he started doing that. And, uh, so our clients started loving it, right? my entire team literally is remote and majority of them are actually are remote Latinos, right? Uh so I knew the the value of it. Uh clients started getting really good results where they love their people. We have clients that they've been with their remote Latino for like over five years. It's like the best thing that they could ever do. So we started to think that this could be something like another business. and just like a good entrepreneur um double-edged sword type of thinking. All right, let's make this happen. Let's make something happen, right? So, while I was having the agency and Omir was actually running that other virtual assistant company from the Philippines, we transformed it to be a virtual assistant, remote professional uh company for uh in Latin America, right? And we just rebranded everything to remote Latinos. Uh, and he keeps saying that remote Latinos, the name itself, was his idea, but I it was it wasn't it wasn't his idea.
>> Well, he's not here to defend himself, so I think you're correct. I mean, you must be correct. So,
>> but anyways, like we started seeing what other competitors are doing. Um, and so we we we jumped into this game of recruitment, which is big. You know, it's a multi-billion dollar game of recruitment. And now we've been doing it for like a couple years now. We're actually pretty successful with it and um a lot of the big players in the space have been using it. We're trying to expand on real estate uh sorry we're trying to expand on insurance lawyers like personal injury lawyers like you know companies that have a lot more money than real estate and they also need to hire a lot uh because they can
>> What would you say what would you say the number one thing real estate investors hire >> from a remote Latinos perspective? What's the main thing real estate investors need in their business with offshore labor?
>> Um the the most um in high demand organic role that they want is definitely someone that does admin, executive assistant stuff, operations stuff, like just help them with the day-to-day. Um and the second one that we advertise a lot because these people are highly needed uh is appointment setters or lead managers, follow-up specialists, you name it. Uh and and surprisingly enough, the third one is actually closers. We've hired a lot of acquisition managers uh for real estate investors and wholesalers that are uh Latinos and they, you know, they're closing deals for our, you know, for our clients.
>> No. No way, Estabban. I've heard I've heard VAS could never ever close deals in the United States. Is that true?
>> No, that's not true, man. Everything is like um if you got someone that speaks English, right? And sales is an energy game. It's not like whether you have an accent or not. Like if you if you are able to ma master the skill sets that sales are required and you're able to transfer that, you know, that energy that is required to to have someone to trust you and then get persuaded to work with you as opposed to the competitor. I think that's everything you need to be honest. Like I don't I don't see anyone that I would say even someone that learns those skill sets and is able to do the same thing for for to a homeowner during the call like during the phone and is from the Philippines will still do it. Obviously like the more you know there's more of you can find more of those people where there's like English is you know a language where they speak it a lot and that the culture allows it for being sales people right like you you see Latinos essentially you go to Latin America and they're trying to sell you for everything and everything has an upsell and everything's marked up right everything is a downell right like everything is negotiation and I don't I don't know if you experienced that, but I experienced it. I am like that as well. And uh and and that's why it makes it great. It makes it perfect for a Latina to also close deals.
>> I think that's amazing, man. Yeah. And I think there's value. The funny thing is is we do we do have a um a virtual assistant overseas in Egypt who has closed over a million dollars for us this year. So people are like, "Oh, no. Virtual assistant can't close." I'm like, "Dude, my >> great." I got one guy who closed over a million bucks. His name is Alex. He's in Egypt and he did a great job. So, uh, yeah. And I mean, like, think about this, dude. Like, I'm a dude sitting here in the United States. There's a dude sitting in Mexico or Brazil or Honduras. Like, no different than me. Speaks English, too.
>> Yeah.
>> Maybe even better.
>> And has the same access to education and training that I can get.
>> That's right.
>> And we're all over the phone. So what would how is it possible that it could even be that somebody couldn't do it? Like if you really think about it, it's not the end of the world. Um, so okay. Yeah, that's cool. I think if you guys like a lot of investors I know a lot of people feel like overwhelmed. They have a lot going on and they just h it's like so heavy for them. and they're like they really need to focus on the main thing which is generating revenue in their business and that's going to come on talking to sellers and leads and and and negotiating closing deals. My opinion is probably the first people new investors do need to hire is somebody who can handle a lot of the admin and middle stuff so that they can continue to generate and close deals on the front end because that's the big money maker. I tell people all the time, your first goal is not to set up a website. It's not to do anything other than go produce $250,000 in revenue. Like that is your only mission and like we just do the three things it takes to do that and then then let's talk about building the business.
>> Yes.
>> Because you need to be resourced, right? You can't you can't be resource poor and build a real business. So, hey, great great conversation. Man, I'm so grateful for you coming on today. It was so cool to get to spend uh time with you and your team and you guys gave such a killer presentation. and it was I was cracking up the whole time, but it it was great. It was engaging. It was informative. And I think uh that's just the care that you guys put into the stuff that you do. And I really do appreciate that about you. If people want to um look at some lead genen or get some offshore labor, where would you tell people to go to connect with you and your team?
>> Yeah. Uh, if they want offshore labor, uh, you can just go to remotelatinos.com. Um, we have a marketplace and we also have, you know, you can talk with our advisors to see if maybe we can just do the talent hunting for you. Um, and and send us an Instagram as well, an Instagram message to me and the two founders at Estanick and uh, Omir Block. Uh, we'll be more than happy to kind of ask, you know, answer any any questions you guys have if you guys listen to this podcast and and give you some help. And in terms of the lead genen, just go to getscellers.io and you'll be able to find leads um, you know, per per leader.
>> Yeah, I love that, man. I love that. Getsellers.io. Just remotelatinos.com. Hey, thanks so much for your time, brother. It was such a pleasure to have you at the event. Such a pleasure to talk to you today.
>> Yeah, same same here, man. Thank you so much. Uh, it's been a long time that I wanted to like do this with you guys, so thank God. Super cool, man. Super cool. All right, brother. Have a good one. And for the listeners, thanks so much for tuning in. If you liked it, make sure you share it with a friend, like, subscribe, leave me a fivestar review. If it's only going to be four stars, just save it for an email later. Um, don't leave it. Just kidding. Have a good one. I'll see you on the next one. All right, I'll see you.