7-Figure Wholesalers Roundtable

How you, uh, I love how you say you're in the first world again because you were in Portland, Oregon, or wherever. Where were you?

I was in...

Oh, dude, that's even worse, bro.

Dude, it's probably like, you know, I'd say it's equivalent in some spots, dude. When we went there, God, I went there to go climb Rainier. No, it wasn't Rainier. It was in a different time, but it was like in, uh, in the first of September. And dude, I was like struggling to find someone who wasn't trans, to be honest.

Oh my god.

Yeah. I was like, "Dude, I don't belong here."

Yeah.

Those not my people.

Those are not my people, dude. Honestly, uh, I was surprised, uh, whenever we went to the Denver event for Level Up. There's parts of Denver that are pretty, um, pretty out there, dude. I will say, like, we were like, "Oh, let's go downtown. Let's go check it out." And it was just like a bunch of weed. Like potheads everywhere. Like, just the whole place smelled like weed. And we were, we were a little bit out of our, out of our element. What's up, Gustavo Lopez? Especially like where you stayed in, like the, there's like, it's pretty patchy, you know? The, yeah, that area, like if you go, yeah. Like it's interesting. I will say Denver has its, uh, its quirks, we'll say.

I'm so spoiled, man. I can only live places, which is funny because like...

You live in Indigo, or do you live in like...

No, I live in like the best neighborhood. I live in Alexandria. Um, but I can only live places that are like super rich. I'm like, such a spoiled brat. Like Orange County, California, like parts of Miami that are like super neighborhood friendly. That's about it. Um, other than that, like everywhere else that I've been, I'm like, "Ugh, it's this is kind of gross. There's too many homeless people and there's too many like sketchy people walking around. I don't like the area."

Dude. Yeah, I'm trying to move to the mountains, bro. Get out of the city.

There you go. I could do that one day. I gotta convince my, my girl to do that. If I can convince her to go out and live on a farm, one day I'll do that, too.

Dude, maybe you can be like Tai Lopez and just get a, you know, big SEC lawsuit as well.

I was about to say, where are you going with this? Tai Lopez is going to prison, bro.

Dude, that guy's definitely going to jail. No doubt.

Dude, it's good though, man. Um...

Life's good. Yeah, I was, I was saying it's good that I think that there, there needs to be, there needs to be more regulation around coaches, consultants. Um, because let me ask you this. Why do you coach?

Because I want to help people make more money.

Okay. So...

It was a huge impact for me whenever I was coming up. Like everything in my life was from a coach and someone who was a mentor to me or a mastermind or whatever. Uh, it's like wrestling, spaceball, business, like everything's been, I've had someone tell me what to do and I just to go and do it and it works.

Yeah, I'm the same way. I've been, uh, I like to just learn from other people's mistakes. So, here's the thing with what we do. Um, like wholesaling specifically, we've been talking about this offline a lot is the business model of wholesaling versus other business models. So, you're not reinventing the wheel. There's very little innovation in what we do. You know what I mean? Um, if anything, like you go to any other industry and you can take stuff. So, like, for example, what you did is you went and you saw, uh, marketing from other industries and you brought it into wholesaling, which does really, really well because we're in the prehistoric ages with everything we do in the wholesaling market. And I did the same thing for sales. I was like, "Okay, everybody's using the same basic ass sales process, asking about the condition, motivation, time frame, asking price." And I was like, "Let me go see what other sales people are doing." And I brought it into this industry. Not a lot of innovation in our, um, in our industry at all. Right. Um, that being said, I kind of forgot where I was going with this because I started to go off of a on a tangent. Talking about, uh, coaching and how there needs, like online service, basically, how there needs to be more regulation around it.

Oh yeah, it's just plug and play.

Yeah.

Um, that being said, like you just find somebody that has like, for example, you find somebody that's doing a million bucks a year and you just do what they did to get to a million bucks a year and then like, okay, how do I get, if you f, if you find anybody that's doing, you know, like the $3 million a year, it's like, okay, it's kind of the same thing. So it's just like a little bit of a different skill. It's hiring acquisitions, managing acquisitions, managing your pipeline, building out your processes to get to three to $5 million. Um, you know what I mean? It's not like we're reinventing the wheel. So, yeah, that is very helpful. Uh, the problem that I was going back to though is I think there's a lot of people that are saying they're doing deals. There's a lot of coaches right now that are like, "Oh, I make millions of dollars." And then they're usually selling the "Do Your First Deal" program, and that's all they know how to do because they did a deal like two years ago. And so they're teaching outdated tactics and the success rate is like, we looked it up, right? It was like 1%.

Like no one...

Uh, yeah. For like the people that, that's all they do is like, they just know how to teach you how to get your first deal. It's like, why is their success rate so low? It's because they don't actually know how to run a successful business. Like, run a successful wholesaling business. They know how to get a deal, which honestly, like, it's not that hard. It's just like, once you get your first deal, that doesn't mean you're good. It doesn't mean you don't have to work anymore. It doesn't mean you know how to run a business. You know what I mean? Like, I think that's the part that people are missing is, uh, if, if the program that you're signing up for, that's what they're offering you is just to teach you how to get your first deal. And that's what they've done. And the rest of their program is just them JVing with their, uh, their clients to basically dispo their deals because they have investor base or investor lift. It's like, that's not, that's not someone running an actual business. And so I got into this, like, I'm not one of those, "Hey, I do it for the, for the impact of helping people." I do like helping people, but for me, it's super selfish. One, it's a talent acquisition funnel. So I hire people. Like, I'll give you a perfect example. I just had this dude who joined my program and, uh, he's a rep for another company and he's already like, "Dude, when can I join your team?" I'm like, "Bro, I'll be hiring, you know, December, January." So, I'll have a fully trained acquisitions manager. And then two, I get direct access to, like, Jeremy Miner and all those guys. So, I get the highest level sales training as well. That's what, that's why I got into coaching. Um, not, I'm not like one of those, "Oh, you're not either." Like, you, you obviously there's like the, the part of it that you do like. I think you're more about like the fulfillment side. For me, I'm like, "No, I like making [ __ ] money." You know what I mean? And this helps my wholesaling business make more money because...

I get, I get better talent, which at some point in your business, that's the thing that matters, you know?

Yeah. 100%. Yeah. I also like love, like for me, like my longer-term vision is and kind of like what, what my, like why I got into it more so is like the, I want to go down and build the machine that builds businesses without me so I can go and like own a portfolio of companies that, you know, I have a stake in that basically I just do service for them, like marketing, consulting, leadership, all those, hiring, those kind of things. And so, like, that's like the bigger vision for me and like, yeah, obviously, you know, the cash flow is good. You make money, you know, every month. It's solid.

It's, uh, you get access to deals, right? So, like my clients send me deals. Um, I do occasionally some deals with my clients. I have access to other people's company. There's like a lot of pros to having a network and authority.

Yeah.

Having a brand, dude, you have a ton of people that reach out to you. Um, like, for example, everyone that's on my team right now has come from my, my network. Either me speaking at an event, me, uh, speaking basically somewhere, Instagram, people following me, people know what I'm doing. And once you get your business off the ground, you start hiring people, then it does become, uh, it's like your talent acquisition. How, how can you, how do you get good people into your organization? And you either sift through a shitload of resumes, which sucks, or you, or like for you, you know, you just post something like, if you posted right now, "Hey, I'm looking for an acquisitions manager." You're gonna get people that would join.

Oh, dude, my business kind of sucks. Oh, I just want to work for someone and close instead of, you know, doing it myself or, you know, I've been trying to get into the game for a while. I'm going to grind, you know.

Yeah. Hyro asked a good question. I want to, I'll answer and I'll, I'll give you, I'll, I'll let Chandler answer. In your opinion, how far can you take a solo entrepreneur? How far can you take your business revenue-wise? I want to know if I peaked in my first year.

If I peak in my first year, I'm definitely gonna peak in your first year. There's no way.

Yeah, that's not possible.

Yeah.

Um...

It's like saying peak, bro.

I would say about a million. Some people do. I would say...

A lot of people do, for sure. Keep going.

I would say largely depends on your market, bro. So, if you're in a market like SoCal, Miami, uh, New York, the Bay Area, I mean, honestly, you can get to 250K a month and by yourself because if you're only doing deals that are 70K reps, 100K reps, you really just need to do like, you know, two, three deals a month. Um, I can tell you from a deal perspective where you start to kind of lose, where you start to lose traction. You start to need to hire somebody is once you get to about five per month. You get about a contract because you're going to get a contract, uh, every single week. And then you're going to also have to sell that contract on top of doing your own marketing and and all that stuff. Yeah. So nationwide, that's going to be, so you're talking about five, uh, five contracts, probably three to four closing. So about a 100K a month is about where you would top out at if you're not in a market or you're not flipping. Like if you're flipping and you're doing, you know, it really depends on your average deal size. So I would say it's it's more about number of deals.

Uh, less about, less about your, your profit, your, your revenue.

Yeah, I was going to say, like probably about like two or three deal closed deals per month because that's about like four to five contracts per month.

Um, yeah, is kind of like what I see too. You just like start to really lose the ability to do things well. But if you hire a couple like admins, like, you know, like let's say you hire a dispo admin who can do a lot of the the busy work, you could get that even higher. Um, you know, I know John, you're pro like going straight closer and no, no lead management specialist. Um, and I, I do think that there's, that's definitely like, you definitely have to have a good closer. But even if you just hired like a, a US-based follow-up specialist, you train and grooming to be a closer over time, like, you know, you could easily get that to seven figures a year for sure.

Yeah.

And, um, if you're, if you're, if you're flipping houses, there's other problems that come with that.

Yeah.

Yeah. Like depend, depending on what you call completely solo, right? Because if you're flipping houses and let's say you're flipping houses. So like I have a guy I was just talking to who's flipping houses in New York and his average assignment fee or average deal was like 80K, but he would do a couple 150 to 250K rips. Now he could basically just do that by himself as long as he had a project manager that was contract. That's technically not an employee. Uh, yeah, if even if you're just wholesaling 100K a month, man, you can get there. The question you just have to ask yourself is like, do you want to...

Mhm.

Cuz like for me, once I started hitting six figures, I was like, man, I do not need to be doing this dispo stuff. You know what I mean? I was like, I should probably get this dispo stuff off my plate. And I also, the next thing is like, okay, I also don't need to be doing follow-up. Um, let me, let me have somebody follow up of my leads for me and book them on my calendar. And that was it. Like, that was the, those were the two easiest things to get off your plate. Uh, and then once you have, once you're there, I mean, you could stay there at 150K a month for a while.

Yeah. Yeah, I do agree with that. It's like, I would, once you get to doing like three, four deals a month, delegating your time back, and then focusing your time on how do you do bigger deals is the better use of time, instead of like deals. That's that's what we did. That's I think what I would recommend to most people.

Yeah. Also, bro, um, don't even worry about revenue, dude.

It's all about profit. Yeah.

You know what I mean? Um, now the cool thing is when you're one person, your profit's going to be high. So...

I'll just tell you some dumbass mistakes I've seen people make. Chandler, you probably have some dumbass mistakes you've seen people make.

Mistakes you're about to mention.

No, no, no. You never made these. So, like, um...

Never made.

You probably never have. Is, uh, I'll tell you the common mistakes I see people make when they start making money in the wholesaling business. Number one, they're like, "Oh, I need somebody to dispo, so let me partner. Let me partner with somebody and so I'm going to give away half my equity for somebody to do my dispo."

Um, there goes half your profit, bro.

Dude, I have a guy who had just who just signed up for for Level Up and literally he's doing 30K a month, but he's doing 50% to 70% on dispo to every deal. I'm like, "Bro, what the fuck?"

I was like, "Bro, like you, you..." He's like, "I would have made 90 grand this month." He made 35. I would have made 90 grand this month if I would have done my own dispo. I'm like, "Dude, you are, you definitely need to do that as a first order of business, for sure."

Yeah. Or people hire. Yeah, that was the other part, too, is people paying like crazy commissions. So, I had somebody that, um, they're in my group and they asked, well, I, you know, I pay my lead managers 30%. Was like 30%? You pay your lead managers 30%? Like, what do you have? Because you know you're going to pay 20% to marketing, 30% to lead management. Do you have an acquisitions you're paying 50%? You want to go negative every month. It's like...

That's the biggest thing, man, is, um, your business at the beginning, that's when it's the easiest to give away the most amount of equity.

And so like, you just have to kind of stick through the first couple of years. Um, or maybe not even first couple years, really, like the first year and just kind of build everything out yourself and then you can hire people. So, like, there's a couple of milestones. Once you get to 75K a month, you can pay a dispo 7 and a half percent and they'll be good on a 60K a year salary. I think you can get a good, in most markets, you can get a good dispo rep for a 60K a year salary. Like unless you're just SoCal, just Miami, like the really high cost markets, you're going to have to do a little bit more revenue. Um, 75K a month, you end up paying an acquisitions manager 10%. They make a little over 80 grand a year. In a lot of markets, that that can get you a good, you know, younger acquisitions manager. Um, and then, you know, your your overall commissions are going to be under 20%. And as long as your marketing is, you know, 20% as well. So you're getting a 5X ROI. Now you're at 40% at 60% margin and you're probably going to have another 10% fixed expenses. You can keep a 50% profit margin, um, pretty easily if you, if you do it that way, right? It's just when you start giving away the freaking, giving away the farm at the beginning that you get screwed.

Yeah, 100%. Yeah. When you're giving up half the business because then you got to renegotiate that and you got to relearn it and it's like all kind of a nightmare.

Yeah. But if you just, like, made more, like if you just worked a little bit more, learn the skill. Like, for example, like Danny, I know I just said you got your first 20K deal, you need to learn how to dispo ASAP. So, yeah, it's like, I'm assuming you're making half that, so 10K. Um, if you just had another 10K in your pocket because you knew how to dispo, like, that's a huge lift when you start your business, you know.

Um...

Yeah, but he wants to know how would you reinvest it?

Yeah. Oh, that's a good question. Um, is it 10 or 20, Danny? What do you have? And I'm assuming it's all of it goes back into the business is just my my assumption.

Uh, let's assume it's 10. Let's assume that and it all goes back into the business.

Um, you got your first JV deal. I mean, I would just do more of whatever you just did to get that deal. Um, 10K is not really like enough to make a huge dent in in much really.

Oh, had a 90K deal and he JVD it 70/30. Uh, what did you get the 70K split or did you get the 30K the 30 split?

Um, yeah, that's crazy. I used to do that. So, it's a 20K. Oh, so he's going to walk away with 20. Bro, if...

That that does change things because now you can go inbound. Um, I'd probably go with Chandler and do, um, do some inbound because you have 5K a month for four months. Um, that's enough to get you traction. You're you're not going to, on a good inbound channel, your cash conversion cycle is going to be 60-90 days. So you'll have enough to spend the 5K a month, turn that into 25, 30K a month, uh, and then you'll actually get some traction off of that. So Danny, you are in the spot that you can officially be a very successful wholesaler if you have the right tools because once you have 20K, it's like, all right, now I have enough to like really go after the right marketing channels. Uh, dude, did I say your name right? Hiro. Hiro got the 70. So now you're like, "Yeah, once you're there, man, like that's actually the part that a lot of wholesalers try to get to is they want to get to that like $20,000, $30,000 in their bank account because then then if you have the right tools, like you can actually scale that into a six-figure business pretty quick."

Yeah. Six figure a month business.

100%. Yeah. One thing I'd add to that that I see like my clients, I always have to tell my clients about this is like, um, whenever they they start like inbound or whatever, they think that, oh, they can just stop everything else because now they have inbound leads coming, which I'm like, dude, no, this is an investment in the future that it should pay off if you put all the work in. But you got to make sure you're doing all the things that make you money so you can keep investing in the thing that's going to make you more money in the future. So obviously, you know, you're, you, you went and implemented quick, so I'm not really doubting that that's gonna be what you do, but just as a common thing I see people do all the time.

Yeah. More better to new.

More better new.

Move more of what you're already doing and make it better and then do new.

Exactly.

Yeah. The more better new strategy. I, I'm a huge fan of that is just keep doing more of what you're already doing if it's working. Um, so...

Text me. I'll help you out. I'll...

Yeah, if you have this number. I don't have your number, but I'll post it in the comments so maybe you can text me. No one else really texts me.

What are you seeing for PPL right now? I see some people crushing with, um, with property leads. Uh, you know, highspeed to lead usually does well. Um, but I see people crushing with property leads. What are you seeing for PO?

Property leads. Um, I think property leads is good. It's been the most stable out of all of them. Uh, motivated leads, eh, I don't really like it. Uh, lead Zolo's pretty, pretty good. It's above average. I'd say it's like worth it. Lead Zolo.

Um, not every person has had success with Lead Zolo and not every person has had success with property leads, but I'd say like 75% like are like, "Yeah, I'm pretty satisfied." Which is for me like, dude, that's [ __ ] good because most of the time it's like less than 50/50.

Yeah, dude. Need to sell my, need to sell my house fast. They used to be a big one. They just [ __ ] the bed. They just started. I think a lot of these companies, they just, I don't know what happened to them, but they just really started...

I'll tell you exactly what they started doing is they start, because...

I talked to one of the, the guy who's the COO for Lead Zolo, um, is one of my, I know him, we're, we're like loose friends here in, uh, Denver. But...

He, they, and they all started, like all these big companies, I don't, Lead Zillow does it, but they tell you who you're buying from. Um, but for example, like Need to Sell My House Fast, Motivated Leads, um, I've talked to all these guys. They, they basically pay other vendors, like a certain amount of the revenue, but they pay you like a small amount, right? So they, they'll pay you like, I don't know, you'll get like 50 bucks a lead. So you have to generate leads to make money if you're selling them leads for like 30 bucks or less.

Oh, so they're going to be low quality.

So like, it's just low quality stuff, you know?

Yeah. Yeah. I'm, I'm a big fan of PPC, man. Still to this day, PPC is just, I, I just like the very low lead to deal ratio, very fast cash conversion cycle. I find it hard to hard to lose with PPC unless you do a couple of things wrong. Number one, if you're in one tiny market, PPC is pretty tough. Like, just one tiny market. Like, go, I would say Facebook does much better.

What would you say is tiny?

Um, tiny market is probably anything where the metro is under 1.3 million.

Yeah.

That would be, that's, that's my, my definition of tiny. But realistically, man, like, if you really want PPC to work, you need to be targeting like 5 million people plus. And from what I've seen, I'm not the marketing guy or the marketing guy, but just from what I've seen, um, the only way you can make it work is if you make up for it with really big deal spreads. So, like, we did PPC in SoCal for a while. We just had to make up for it with really big deal spreads and going in person for everything and having basically crushing everybody on conversion rate because our cost per, basically cost per qualified lead, somebody we would speak to, would be over $1,000. And so we would have to go out to basically everyone we'd speak to in person and lock up like, you know, one out of three to really even make it to to to be profitable. Um, but dude, I'll show you like, let me show you, see if I'll pull up my screen.

Um, while you're, while you're doing that, yeah, like I definitely agree the people who do PPC in a metro that's like, I, I had a client who did PPC only in Denver and it's probably like two and a half, three million people. His cost per qualifi. No, again, he was using, uh, he was using Payman who...

Yeah, I don't...

Yeah, we know.

Yeah, we know. Um, cost per appointment, same thing, and his deal size was 50K. So it was like, it still made a lot of sense for him.

And he was really good sales in person.

This was last year for us, uh, for 2024. Uh, spent 47 grand, uh, on on PPC. We did a lot of stuff last year. We did, uh, YouTube, a lot of PPL, but these were like the top three channels. Average cash conversion cycle was 81 days, but our average deal size for PPC was 71 grand.

Damn.

Um, High Speed Elite actually outperformed it was 52 grand. Average cash conversion cycle was was 50 days. This was last year. This year it's shifted, uh, to where PPC is is outperforming High Speed to Lead. But, um, yeah, so they both ended up at...

About TLAs, is it? The [ __ ] is that?

Uh, uh, High Speed Elite average deals.

Dude...

That's just my my autism in a bottle, dude. From all the Tylenol.

What am I? I'm like short-circuiting over here. Do you have my...

High Speed Elite average deal size? Yeah, I just, that's a, that's a sheet that only I need to understand. So I just, I just started putting a bunch of letters on it and and, yeah.

My autism workout. But dude, here, I'll show you, um, I'll show you another thing. So, we did a couple of deals. So, like, we did a couple of deals out of market last year. This year it's, uh, it's it's a lot more in market, but, uh, our average deal size by market, man, if we could, I'll tell you like, if you can tap into San Diego, it's a tough market to tap into, but, uh, 72 grand average deal size for San Diego, 36,000 for Riverside, uh, 29,000 for OC, and 54,000, um, for LA. So overall, you could see like pretty big average deal sizes for those areas. So like the reason I say that is that's how we were profitable with PPC is we were in a, and that's not even a small market. That's just a...

Like 15 million people probably.

It's like, yeah, I think it's 13. Yeah.

But it's competitive. So it's still a little bit more expensive.

It's still expensive. Yeah. Super high cost per lead. Um, so we did better, like YouTube. We got a cheaper cost per lead out there. Um, the thing with YouTube is you just got to get kind of used to, like, a couple of retail leads to get your one motivated lead. So, people get frustrated with that. They're like, "Oh, you know, 60% of my leads are retail, 70% retail." It's like, uh, first, you need to learn how to close those and so still do, no, get those deals.

But second,

Um, you got to just make sure that you're really hitting on the ones that are motivated. You can't lose those. Otherwise, you just lost a, you lost your revenue. And you got to be on it when your average deal size is that big because if you miss one deal, there goes a 70K in revenue.

I mean, dude, I was, it's, it's the same. I think most marketing channels besides PPC are like that where it's like, you know, a certain percentage of leads are not going to be motivated. Like, I'd say on at least on Facebook, I know it's like probably, us, it depends on the market and depends on a lot of factors, but two to three out of 10 are like actually like have like real good motivation. But the problem is like,

When I was talking to, like, I was just talking to another client, if like, if your process isn't built to know that, then like you get bogged down. So, like, he had like a whole sales guy issue, whatever, and he was like, "Dude, I didn't get any deals and I spent five grand." I was like, "Well, how many did you miss?" He's like, "Probably like four or five." I was like, "Well, yeah, there you go, bro, like, what are you doing?" He's like, "Well, I called him back and they like already signed with someone." I was like, "Dude, like [ __ ] be on top of your leads." Anyways.

Yeah, dude. I hate when people talk like that. Like, just the way you just, you were just, uh, like I could tell the conversation.

Oh, I called him back and he didn't. I'm like, when people tell me [ __ ] like that, I'm like, dude...

You got to take, like...

Oh, take some [ __ ] ownership, bro.

Take some, take your business seriously. You know what I mean? That's one of the things. Um, I, I'll tell you like, I had a guy, um, they're they're much better now, but like, they were they were trying to join my group and they're like, "Oh, yeah, I've been in this other program and, uh, this program like they teach you how to track your KPIs." The one that he was talking about and I was like, "All right, pull up your KPIs." What's that? It's not yours. No, it's not yours because you wouldn't tolerate you wouldn't tolerate this. But, um...

Someone came to me that I had that same conversation two days ago. Anyway, let's keep going. And they like laughed and they're like, "Oh, I don't really track my KPIs that well." I'm like, "Why?"

Yeah.

It's your [ __ ] business. Who's going to take this seriously if you don't? You know what I mean? Um...

And I think that the, you know, like we were looking at success rates with other businesses, right? Like roofing companies, there's a 10% success rate to get to a million dollars a year according to ChatGPT. So, take that for what it's worth. Um, and with wholesaling, it's like 1%. And I think that people don't look at it as a business. So, it's not, you know, they're like, "Oh, I'm just going to use it as a side hustle and I'm going to make a little bit of money." It's like, "Okay, well then that's what you're gonna, that's what you're gonna get. You're gonna get a side hustle.

You're gonna get a deal here and there, you know?

Yeah. Because you're not treating it like a business. You don't know how many leads it takes you to get a deal. And if you want to do a deal a week, how many, how many leads do you need to get every single week? What are your conversions? And what are you going to do if that doesn't happen, you know?

Yep. Exactly. Yeah. Uh, we got a couple questions here, so we'll pause the the rant. Um, Teli, that's a, that's a, I must be spelling that wrong, saying that wrong. So, John, help me out if I'm doing it. Uh, we're, or the phonetical way to say that. Uh, but for your Facebook guys, are you using OTP for phone numbers to confirm accuracy? So, like, I'm assuming you're asking like two-step verification or whatever.

Uh, yeah. Yeah, do that. Click that little box for sure. That way, it sends them a code and they have to click the code to to verify the phone number, um, on all the leads. Uh, and then I'm assuming it's Gyro or Hyro.

Hyro.

Um, statewide versus countywide on Google PPC.

Uh, I mean, dude, it's, John was just talking about it's like, you gotta have a population. Like, I would say if you have a population less than three million, don't even waste your time. But definitely like above five million is going to be way better results.

Yeah.

Do, if you're going to just do that, like, if you're going to be, or do like YouTube or Facebook, you know.

Yeah. Yeah. And then also if you're, if you are targeting multiple areas, broaden your campaign up to target all of those areas. Um, I Lane said that this is not the only way to do it and he's always better than I, he's way better than I am at marketing. Like I would take his word, but every time I've seen someone do it, their cost per lead is so high when they go and they're like, they're in five different markets and they run a campaign for each market, a separate campaign for each market. Uh, we used to do that and our cost per lead was just super high. But then when we started broadening it up so we target like all of SoCal under one campaign, that's where we ended up getting a lower cost per lead. And now that we're in other markets, our cost per lead, I'll tell you right now, for PPC, it's like under, um, it's, it's, it's bumping up a little bit because we're tightening up, uh, our markets, but it's like a hundred bucks.

Um, it's...

That qualified or just like a submission?

No, it's a lead. A qualified lead right now is like...

Yeah, qualified lead's like 200.

That's still really good.

Yeah, for a PPC lead.

I think your appointment cost is like 400 bucks probably.

Yeah. Uh, my, well, we make offers on everything.

Um, so...

Like $314. Yeah, we'll make offers on everything. $314 cost per offer.

That's super solid. Yeah.

Yeah.

I'd say that like with any kind of digital market, like if you're going to go after a really small area, like dude, you got to do something that's like very scalable in very small areas. So, like direct mail, cold calling, cold calling is the least scalable, but like think about the most scalable is like door knocking because you're going to talk to the most people. So, way, look at scalability of a marketing channel is like, what's the response rate I'm going to actually get from that, like from each individual action I take. So, like, for each impression on Facebook, you're going to get like a good response rate would be like a, a one and a half click-through rate on like out of a thousand people who see it. Wait, is that? No, 100 people who see it, like one and a half would click.

So, it's like, oh, that's if you have a population of 100,000, that's not that many clicks. And then out of the clicks, only like, you know, 20% of those are actually going to become a lead. So, it takes out of a thousand people who see it, it's like you get a couple leads, right? Two leads. Whereas like, if you knock a thousand doors, you're going to get like 50 leads, you know?

Yeah. Yeah, that's true. We talked about this a while ago. So, if you guys just study the big, like the biggest companies in the country, um, and look at what they're doing, you've got, you know, like Mark Spain, you've got, uh, Sellers Advantage, you've got IBISD, uh, and look at like, for example, IBISD super niche down, right? Like San Diego is their is their real main market, but they do everything. They flip houses, at least they were. They're flipping, wholesaling, Airbnbs, multifamily, everything in that one market, right? Um, I think I'm almost sure Sellers Advantage just wholesales. Maybe they do, maybe they flip too, but, um, they're like very, very streamlined, but they're in a couple of markets. They're in, uh, LA, Orange County.

Um...

I think they're also in like Las Vegas now and and Phoenix. I know they're, I know they're in Phoenix, but I don't know if they're still in Las Vegas. But like, uh, Mark Spain is the entire, what? Southeast.

Yeah, dude. He's, yeah. I, I heard a rumor that he had like 2,000 billboards across like Atlanta at one point.

Yeah. I think he sold, um, I think private equity.

I think.

Yeah. So, you can do it. You have to be the top guy, but you can do it.

Yeah. He was built as like a brokerage technically.

Yeah. Yeah, I think they, I think what their model is is they would, uh, they would send somebody out and then if it wasn't a deal, they would, they would send a listing out and so they would do a little bit of both, which is think another good, good option for you.

I hired a guy who as like our like preferred like listing agent or whatever. It wasn't like hire, like contractual work, whatever.

But he was with them and he, their process was they go out on appointment, they bring a sheet with three offers on it. They basically have a cash offer. They have the highest price, which is like a long listing essentially, like Mac, like whatever. And they have like the, uh, they called it something special, but it's like quick off, like, uh, like the maximization, like the, the special offer, like the middle one, but it's like list at 98% of value, sell in like 10 days or whatever, and like basically whatever that, but that was like what their model was.

My, uh, old business partner when I used to have a partner, he was a broker. He's a really good broker, bro. Like if I, uh, when we were were wholesaling and flipping, if there was ever a deal that wasn't a wholesale deal and it was a listing, like he had, he had the highest close rate on getting listings I've ever seen. And that was the exact strategy.

Dude, it was like 80-90%.

I'm like cold on like SMS leads.

What do you think? That's that's wild. What do you think you could close a listing at if you had to?

I [ __ ] know.

You listed all your leads?

I don't know. I've never tried. Um, I, I don't know because I would never be the type like, I'm never going to go sit in someone's living room and, um, I don't know, like, I, I'm just not a listing agent personality.

I don't know if it's that. It's just like my personality. I'm not really like a listing agent type. Like this guy's like, uh, friends with, he's like super like friendly, friends with everybody. Makes friends quick, kind of. I'm like a salesperson. Um, and I don't know if I'd put up with all the backend stuff. That's why I have Austin that helps me with a lot of that. But I don't know. I, I would just be making a number out of my ass if I, if I told you I, I know what I could close.

100%, bro. You can just say it's all good.

I think I think 150% of all...

Because every deal would just refer you another deal pretty much.

Yeah. But I'll tell you, um, he, his strategy was the same. It was like, it was like, hey, we're gonna, one thing is we create the market and so we list it below. We get a bunch of interest. Another one is we do the middle. So we list it right at market. That's going to take this long to sell. And then the last thing is we list it high and we let people negotiate us down. He's like, I recommend this. What do you think? And he basically is like an option close.

But dude, it crushed. He did really well with that. So...

It's like the, um, Hormosi just give them like a really high-priced, just put a high-priced product on there that nobody will buy, but it gets people to buy the cheaper thing.

Yeah.

You know what I mean? It's like, you can do this and then we take six months to sell and then you know, you actually probably end up selling for less than you would thought.

Sometimes it works, but probably like 5% or less.

Yeah. So people are asking about the holidays coming up, which is a good, a good topic to talk about. Um, I think I brought this up in September. We did this, we did one of these a couple weeks ago and I told you like September, you really have to throw a shitload of revenue on the board. I think I just checked my P&L because we, we did throw up a shitload of contracts on the board and we'll, we'll break a hundred grand profit this month, um, from profit, not revenue, and because we know that we're going to go, it's going to slow down in November and December. So I try to like all that inside of September. You have to continue to do that in October, but, uh, depending on what type of ads, like Facebook does your CPL go up in in October, October, November, December, right?

Yeah. All my experience with anything digital, where anything period, not just digital, is because more people are marketing, it just everything costs more to get a lead. Like our lead cost would go up 50% minimum.

Yeah. PPC, um, for us, like we've, it's never been bad. The amount of closings sometimes slows down because of just the short time period you have in December. You kind of have to close out everything in the first two weeks of December because after that, it's like there's like very little days to actually close.

Yeah.

Um, so...

No one's been working after either.

Dude, I hate closing. Every year, I always have like two or three deals that are closing, uh, between like December 24th and and January 1st.

It's like, it's so miserable because we're like, it's like everybody's kind of checked out, you know what I mean? For like a little bit and then, but you're having to like deal with like title issues and, and the title company's leaving the office at like 2 o'clock in the afternoon.

You know what I mean? Everybody's like completely checked out. You're just trying to get your deal closed.

It's like the thing that's crazy is like from Thanksgiving, like everyone kind of checks out for Thanksgiving week. I'd say in general on average, and then you got like three weeks to get like re-amped up to Christmas. But then really, like, you know, no one really works that hard during that time period. So it's like everything just moves slower.

No one really wants to move during the holidays. Like, and if you're in a market like, you know, it's cold, buyers don't really want to go and like walk properties. Like, it's just like a lot less happens in general.

But your cost per contract is always lower. I, I do know that one year, this is not the case for everyone every year, but we looked at like our marketing dollars spent like month over month, um, and like how many contracts we got from that. And in November for like two years in a row, like we spent like 50K and then like 80K in November and got zero, zero contracts from the leads generated that month.

Oh, wow. That's the opposite of what I was thinking. We usually get. So that's re, that's strange because for us it's the opposite. We, um, October historically, like, uh, basically like Q3 historically has been the worst for us, but, um, Q4, we get like really low cost per contract, because I think people are just, that's when people are, if they are selling, they're serious about selling.

But they all want to close in January and February. You know what I mean? Like, like when you get a deal in late November or early December, usually they're trying to close in January or February unless they have just a ton of distress, right? You have a really motivated seller.

But, um, I mean, the biggest thing is don't, don't quit during those. Like, so we don't quit at all. We just take off. We take off Thanksgiving. We're back on Black Friday. We take off, uh, a half day on Christmas Eve and Christmas Day, and then we're back. We're still hitting KPIs. Like, we're working. We hit KPIs. I don't, I don't relax. I mean, we still go through all of that.

But, um, you just have to understand that everybody else is going to be super relaxed, and you're going to get frustrated because if you're dealing with novations, your buyer's agents aren't going to be answering the phone. Your title companies are going to be checking out. All that stuff. I, I remember two years ago on Christmas Eve talking to this seller. Literally on Christmas Eve, I was like, at my my parents' house. Uh, and I had to like go back into one of the other rooms and like talk to this seller because the title company just, I don't, I just don't think they were working, but they were supposed to. It was supposed to be a business day. It's supposed to be a half day. We're supposed to close on that day, and they just didn't show up. And so we just had to close like after Christmas, which was a big deal for the seller, you know what I mean?

Yeah. Yeah. Usually that's like a major deal.

Yeah. He's like, "Fuck, I'm trying to get to my new house by Christmas," you know?

Yeah. He's like, "I kind of don't have any money."

Yeah. Exactly.

Yeah. But keep pushing through it. I mean, marketing, marketing definitely, definitely works. Like it, it, there's definitely deals to get done. You still do deals. Like, stay on your follow-up. Like, you're still going to close deals. Um, you're going to do less revenue for sure in those months. But usually what I find is like, uh, March and April are like our best months of the year, usually.

For revenue.

Yeah. For revenue. Absolutely. Yeah.

Because we have all that like pent-up demand that we contract in January and into February. And, uh, yeah, usually March and April are like the biggest months we ever have.

February, March, April for, yeah, for us the same. Um, like I think probably the last, yeah, because we were, we were like, we had never broken $200,000, uh, last year, but by February, I think we did 240K. Um, April was a big month for us, too. Another like, uh, 200K plus month. And so I'm excited about this next year, about 2026, going into it. I think, I think 2026 is going to be a good year for everybody because finally, the, basically the mania has stopped of like, "Oh my gosh, the market's taken a huge hit." I mean, even if it continues to take a hit, people are just used to it by now, you know.

It's beyond the new norm. What do you think is going to happen? Like rates, 30-year fixed is at 5 point, I think 97, I saw, so under six for the first time.

A minute.

Uh, well, oh yeah, you might be right because I just, I'm about to buy a house and I think, uh, my lender said, I don't know if it's accurate or not.

Yeah. I'm buying an investment. I'm taking a loan out on an investment property. It's 6.75 for an investment. So, yeah, you're probably right, dude. Probably about 6% for a, maybe five. Yeah. And the fives for, um, a retail home buyer. Dude, here's something interesting. The CIA is. You guys want to talk about something off-topic? Uh, but it's going to relate back to this. The CIA has been posting a lot that there's, they're warning everybody of another huge terrorist attack. And, uh, it's supposed to be like a big plan. Like, we're getting more signals than than even 9/11 that there's going to be a terrorist attack, multi-city. Uh, and they have details too. So, like, one of the details is that people are going to be dressed up as police officers and nurses. So, there's going to be terrorists dressed up as police officers and nurses. Multi-city. They're supposed to say, they're saying it's going to be bigger than 9/11. Um, like, if that kind of stuff happens, obviously that changes like a huge trajectory for the economy. Sort of like COVID, sort of like 9/11.

They know like ETA.

No. No. I mean, that's the thing that they don't know when it's going to happen. Uh, because, dude, if you think about it, uh, back in 9/11, they had, they had intel, and one of the, a lot of people say the reason that that happened is the CIA and the FBI weren't talking to each other enough. But they had intel that that was going to happen. And, um, so I think they're just being a little bit louder about it right now, like, "Hey, we want to make sure that this doesn't happen."

Uh, bro, I will say it's an interesting thing because I've seen a lot more in, in, in at least Denver, just driving around, just like remembering it the last couple days, there's been a lot more like police officers and undercover cars that.

Really?

Yeah. Which, not saying that that's what they are, but.

What they were there for, but.

Yeah. Yeah. But it's interesting how it might blend in and you don't even notice it, you know?

Yeah. I mean, if, if something happens, like obviously there's a lot of tension everywhere. If something happens, I mean, that's the thing is that's why nobody can predict what's going to happen in the economy is there's too many variables, bro. Like, "Oh, I think that the market's," yeah, I think the market's going to crash in 2019. Everybody's saying the market's about to crash, and then it's like, "Okay, well, then we have a global pandemic and the market doubles in two years," you know?

So, I, I don't know. Oh man, des, other than all of that, like all that stuff that could happen, um, you know, a war, um, a terrorist attack, something that like really shifts the economy. Other than that, man, if it, that doesn't happen, it just stays the same. I just think that there's a huge wave of foreclosures coming right now. Last time I checked, remember, you know how we always do Google Trends on this? You want to see something crazy, bro?

Uh, look at.

Well, I've been looking at, but keep going. Yeah, this is this is crazy. So, if you look up "help with my mortgage," um.

Rocketing.

Dude, remember last time we saw this? It was the same as 2008.

Mhm.

Is it higher?

Look at this.

It's higher.

It's [ __ ] been going up for the last like.

That's also April data. Like, wait, look, look on the.

Yeah. See, like because it's like so far back, but it reports.

No, this is October.

Oh, it's October. Okay, so never mind.

Yeah, it's peaking right now at, uh, September of 2025. Higher than the end of September. Uh, because it updates every month. So, we'll see what it does in October. But, uh, literally higher than 2008. So.

Pretty crazy.

Yeah. I mean, I think that I think that there is a lot of distress in the market. We are talking to so many people that are underwater and in foreclosure. That's a huge thing that we're, a huge thing we're running into right now. So, like we had to literally put a box in our CRM for the houses underwater just to like feed that back into Google and and let my marketing guy know because we were getting so many houses that are underwater. And that was something that you really didn't hear about in 2022, 2021. It wasn't like people were completely underwater, you know, every, everybody had equity. Two months after they bought the house, they had equity, you know.

Um, so, yeah, that's definitely that's a big thing that.

I think that's going to continue to come. Um, I think we have a good opportunity to buy rentals and then hold them for a little bit and refinance. Um.

I think is gonna have a.

Is going to be the play over the next like decade, you know?

Yeah.

My buddy's doing that.

Yeah. So, like one of the things that, uh, uh, I don't know if you know Frank, you don't, I don't know if you know Frank Cava or not, but he's, uh, in Virginia. They do like five, six million a year in their investing business. He's hundreds of doors. Anyways, he posted something the other day just about how now the 10% top 10% of American earners, so top high-income earners, account for over 50% of all the consumer spending, which typically it's about like 30 to 35%.

Which means that everyone else is kind of getting priced out. And then the home price history. I could show you these graphs. Let me show you this graph. This is actually kind of wild. Let me.

Yeah.

Share screen. Okay. Entire screen. Okay. So this, can you see the screen?

Mhm. Yeah. So, like this is the, the graph he posted. This is the home and affordability like price index basically relative, like inflation adjusted, whatever. But this is the, the housing prices. So in 2006, this is the bubble. Look at that that [ __ ] rise in pricing when there was like no financing, uh, struggles or whatever. Like everyone loans. Look at it now. It's been a too. So, it's most unaffordable homes I've ever been. And then like the chart is like 50% of the top 10 homeowners, basically are up here, which we've kind of been in this range for a while. But I think that's why people thought, you know, uh, the economy might crash in 2018, 2019. But yeah, it's a very interesting thing. But his take is affordable housing is going to be the play. And I think he's right.

What do you think about, I mean, do you want there to be regulations for wholesalers? Do you think that there should be more regulations? There should be more. It's kind of like what we're talking about with the coaching industry. That there should be some, like, there should be more. It shouldn't, like, I'm not a fan of regulation in like the sense where it's like, gosh, like with insurance and the medical system, like it's all [ __ ]. But there should definitely be penalties for being like an [ __ ], you know, or being like in the way you do business. And, you know, I'm sure some of that's coming, but it's also so hard because it's like, how do you regulate someone offering someone more with the intent? You can, it's hard to not, it's hard to prove against having intent to buy. You know what I mean?

I think this is what I believe is I believe there should be some something similar to the mortgage industry. I'm gonna get a bunch of hate for this. Uh, that's, I don't give a [ __ ] either. Something similar to the mortgage industry. So, like when I, when I got my mortgage license, uh, the, the test that you have to pass to be an MLO, I believe there was like a 50% fail rate. It was like a 50/50. Um, so you had to actually study. You had to actually understand things. I think that there should be some like test you have to take to understand how to comp a property. Like, that should be one.

Um, you should understand, you should have some form of ethics. There should be some sort of like ethics board. Like, "Hey, if you do this, this is unethical."

Um, just so people understand, like they know, like what to watch out for. They go over laws. Like, uh, I, dude, I just heard about. I think we, I think we might have talked about this last week. There are people that will buy houses. They will put a memo on the property with no intention to buy it, and then they just keep the memo and wait till the seller sells and they collect like $2,500, $5,000. They just cloud the title. Uh, which is fraud for sure, right? That's absolute fraud.

Um, but like that, like, you know, being aware of things like that. Um.

Or like 40-year, like there, there's people doing like hundred-year listing agreements, you know?

No way. No.

There's this whole thing in like California that was happening for a while. I think it probably got, you know, resolved, but.

Uh, Unison, I think, got their PP slapped because they were.

They were, they were, they were basically giving people like $20,000 in exchange for some equity in their home, but they would get like 30% of the equity in the home for like $20,000. And I had, I had like at least two sellers reach out in the last couple years like, "Oh yeah, I can't sell because Unison has to approve the sale of my house." So, they can't sell it to a cash buyer because Unison has to approve it. Basically, they have control over if you can even sell your own home. They're like, "No, I'm not good with that offer." They could just say no. Uh, but I think they got in some trouble from what I saw. Um, but I think there should be like, here's the thing, like for, for mortgage lenders, they just tend to be better because there's that little bit of regulation. They tend to be a little bit more professional.

Than wholesalers and agents.

You know, just.

Realtors are dog [ __ ] dude. Like, like.

They're way worse.

Yeah. Like they're just as bad as wholesalers because they don't learn anything.

Um, and I say just as bad as wholesalers. There's a lot of really bad wholesalers out there. Yeah. And.

There's also a lot of really bad realtors like that cost clients hundreds of thousands of dollars by just not being good. Dude, I had a, I had a real, I had a seller the other, um, gosh, it was probably a couple months ago. Um, the, the seller had a cash offer from us. It was, it was somebody on my team that was trying to get this deal closed, and then somehow the realtor ended up getting a listing agreement signed, and basically like the house had like five days before it was going to go to auction. We were going to help them stop it, and the realtor just decided to list it, and of course, the seller freaking loses their house. It's like, like absolute, like that is unethical.

They probably didn't even know it was in foreclosure.

Dude, it's just they, they're.

I, I've had real estate agents that, you know, like they're, they let their ego literally cost them clients money. That is very common where their ego will literally cost clients money because they just, they feel they're like, "Fine, don't submit an offer then. I don't care." I'm like, "Dude, you're representing the seller." And so I think there should be, um, and and the board of realtors is completely, like, they don't actually do anything. So I think there should be something like that for wholesalers where is there like a test you have to pass, show that you understand how to comp properties, um, you know, like have some level of intent, some level of professionalism that you need. And, uh, look who look who decided to show up.

What up?

Look at this guy showing up an hour late.

Oh my gosh. Sorry, I'm traveling, but I wouldn't miss an opportunity to get with, uh, you two and chop it up on how to win in life and real estate. We're talking about, uh, should there be regulations for wholesalers? Should, should we have some sort of regulation like, uh, a licensing system? Should they have some sort of education, recurring education? What do you think?

Yeah, 100%.

Yeah, I agree.

I, I'm, I'm pro-regulation.

Dude, there's, there's some stupid people in the world.

At least here's what I would add. At least like a $2,500 application fee to be able to apply to be, uh, like to be a wholesaler. You know what I mean?

Like a business license. Like you got to get a business license. You got to take an ethics class and get a business.

That's what we're talking about.

We could talk about NOIs. Like you shouldn't be weaponizing NOIs.

We're just talking about that, dude.

We're just talking about that. There, there are appropriate times to do it. You guys obviously know this, but like, it kills me the NOI thing and then weaponizing NOIs and then having the price drop. Dude, I just seen this guy post this on the internet. This guy's name is Brian Sigman. Like, I don't know this guy, but can I c.

[ __ ] yeah, dude. We've been cursing the whole time.

He's a complete piece of [ __ ]. He, his, his business practice is to go price drop like days before closing every time, no reason other than.

Dude, I literally, it's funny.

I just had a guy in my, in my advance group ask me, "Hey, can you, can you, uh, write a script for price drops?" And I was like, "No." I was like, "I'm not gonna, like, I have a pro, we have a process when when we do it ethically." Like, "Hey, we just got the photos back. This house is not what you said. You lied to us." Plenty of reason. But I'm not going to create a script just to give you guys like, I'm not going to be one of those people that teaches you how to price drop your sellers. I just, I told him like, I have an ethical dilemma with that. I'm not doing it. And so, and, and I'm not saying I do. We do have to price drop every once in a while. Tell the seller right away, you know, like.

We set appropriate expectations up front.

And when something comes up that requires us to do it, we do it.

Yep. That's just the way it works. And, and if you [ __ ] it up and you miss your pricing because that happens sometimes, and like do it in the first week, you know?

Yeah. Let them know right away.

Like don't string them out for 30 days and then they get like, I was just talking.

Yeah.

We were just talking about it. Like, it's like you string them out for three, four weeks and you're like, "Hey, dude, I got to be down 40 grand." Like, "No, dude, like that's [ __ ] up."

Dude, I'll even [ __ ] my own team a little bit if I feel like the like for example, I talked to this.

Way, bro. [ __ ] your own team.

I'll tell you what I mean by that. I'll tell you what I mean by that.

Not ethical for sure.

I, if, if for example, we're doing a deal and I had this seller that was that she's pregnant, right? And she wants to close before December. And like, "Okay, normally for a novation, we're going to need 30 days to be able to go through and inspect it." I'll tell my team, "Hey guys, you have to get this done in two weeks because if we're going to cancel for whatever reason, which, and I told the seller like, "Hey, could happen. [ __ ] comes up. We do, we're going to do an inspection. We're going to get buyers through. We don't have a buyer. I don't want to tell you in 30 days." Like, "I will." When I say [ __ ] my team, I mean put pressure on my team to [ __ ] do things faster because I, it's like, I want to make sure that that this person's taken care of, even though yes, we can make more money.

And we've literally, I'll tell you, we've.

Here's the deal too though. I don't, let's not, let's not over.

The sellers lie all the time.

For sure.

And so we had a hurricane. This is like a few months ago, and we get this super hot, super hot lead. This guy's like paraplegic. His, his like electricity is not on. It's a great house. The price he said is like ridiculous low. We're going to make a boatload of money. Lindsay goes and gets a truck, drives to the dude's house, hands him $1,000 cash.

Like, we're getting this. So, he didn't have a. We wanted to put him in a hotel room. We felt bad, right? No, he's a paraplegic. Ain't got no legs. Like, has he got no power in his house?

That's crazy. So crazy, right? But we're like, we, he's like, "I got to have some money to like get into the hotel." We're like, "Yeah, of course. Like, we're going to do right by the seller." The problem was is he did it to five other people and collected like six grand, and there was a legal title issue that was never getting solved. The house was never getting sold.

That happened.

And we all got swindled. The funny thing is is we all, it came to head and we're like, "Yo, I, this is mine." They're like, "No, this is mine." And then like four of us, I gave you $1,000. And we find out we, we gave this dude like five or six grand, and we're like, "Well, let's figure out a way to get our money back if we can close on this thing." And we couldn't. It was like literally an unclosable deal as well.

I had the same thing happen with a.

Straight swindled us. Swindled us.

I had the same exact thing. And I paid for the seller. I, you know, put her in a hotel. She's like, "I got my kids." Yes, you can. She actually, she was like, "Yeah, I'll sign the contract. You're good. I just need somewhere to go." I was like, "All right, cool. Go to this hotel. I'll pay for it." Put her in there for a week and a half to get her figured out. And then next day, a real estate agent calls me. "Oh yeah, she just completely lied to you. She has no right to sell this property. She knew that the, the police are coming tomorrow to kick her out of the house. Her husband owns this house now." And so like, yeah, I've had the exact same thing happen. It's You're right. Sellers lie to us, too. But I think that that's not an excuse for people to be absolute shitty.

And lock up [ __ ] they have no intention of of of closing. Oh, this is, I mean, this is should be near and dear to your heart, John. Like some of these people are lay, lock it up, high and renegotiate as a as a practice.

It's easy. It's easy to get it signed when you tell them the price they want.

That's so true.

It's very easy. It's easy to get it signed if you tell them the price.

I want 200k. Cool. I'll do it. Sign the contract. Zero sales skill. And then they try to go price drop. I'm like, "Dude, get, go work on your sales skills. Like, go get coaching and get become better at talking to sellers."

Yeah.

Don't be an unethical piece of crap.

I, I had a client, literally two clients, same, same lead. One of my clients was like, "Hey, I got it at 405. What do you think I can sell it at?" or "What do you think I need to be at?" I was like, "Dude, you got to be at 350, maybe 360 if you're going to buy it. I need to close in three weeks." He's like, "Damn." Like, he won't go any lower. My another client text me, "Hey, dude. I got this at 360. What do you think? It's a good deal." Same [ __ ] deal. I was like, "Dude, buy it. It's a good deal." Um, and then that was it. I was like, "What do you do different?" He's like, "I don't know. I just, I told him these other offers were [ __ ] and that was it."

Yeah.

By the way, I think I might have a call in a minute.

He also put MMD down, but you know, that's another, another story.

Aisha, Aisha asked, "Can anyone help me?" Yes, we can probably help you. Uh, but we need to know what you need help with. So, I'm not sure how he can help you yet.

Go to johnalon.com and fill out a form. He can help you.

Again, boys, I got a call right now, so I'm sorry, guys. Let's do this again. All right, see you guys next week.

Peace.

Bye, guys.