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or no >> h just do what do whatever. Last night I was screaming out loud. California sounds making my eyes dry. Next year in the winter, let's give it a try. I'll keep it all around. Summer's over and you still haven't called me back. We're just getting older. Soon enough, it'll be too late to act. Let's do it again. Let's ride on that waves of gold in California. I'll wait for your call cuz I wouldn't go on my own. Last night I was screaming out loud. California sun was making my eyes dry. Can we still make it up? It's worth a try and keep dreaming out loud. So beautiful under blue sky. Next year the winter. Let's give it a try. I'll keep it out loud tonight. Winter's done and I can't seem to adapt. And somebody told me that you felt the same way since we went. Why would you give me a call? We'll ride on those waves again. California and I can wait through a storm cuz without you it wouldn't be the same. Last night I was dreaming out loud. California sun is making my eyes dry. Can we still make it? It's worth the try. It's so beautiful. Next year. Let's give it a try. I'll keep on. Yeah, I'll be dreaming tonight. I'll keep on dreaming tonight.
Welcome to the Brent Daniels Real Estate Live Show. If you love real estate and you love friends, you are in the right place. My name is Brent Daniels and I am joined by the incredible Raphael Cortez, the incredible Alejandra Lordy and >> and >> the undeniable the Jack GPT law student Luke Mariner right there. We are here for you guys. We're going to be answering all your questions. We're going to be breaking down the difference between um the real estate wholesalers, flippers, uh novators, investors, whatever that get to a million dollars a year and the ones that don't. And I'm going to show you the pitfalls on why that happens. I actually have some interesting little examples or I guess little analogies to really uh make this crystal clear so that everybody can avoid those pitfalls and stay focused on what really matters and that is going out there and providing incredible service to the real estate community.
All right. Now I want to start with this number one is do you know do you know the the fallout rate in the first year in real estate for real estate professionals whether that be real estate agents loan officers wholesalers people that go for noations flippers that do you know what the fallout rate if there's a hundred people that start how many are left at the end of year one what do you guys think >> I looked that up a couple years ago it was 83%. Okay. 83% are gone. >> Yeah. >> 83% are gone. >> Yeah. Is it Is it the same? >> I saw the the stats that I saw were 75% don't make it past their oneyear anniversary in this business. >> All right. What do you think it is after five years? I've got the stats right here, guys. >> That's how it goes. >> After five years, >> 15% >> 10% are left. >> 10% are left in this business. Realtors, loan officers, wholesalers, fix and flippers, novaders, all of that. 90% gone after year five. >> Geez. >> Why do you think it is, Rev? >> Um, I mean, honestly, I think it's it's people think it's a, you know, one of those things that's super easy to get into and whatnot, and then you get hit with the emotional cycles and the challenges and everything that goes, you know, into play. Yep. >> And, uh, you know, some people can handle it, some others can't. >> That's right. About 10% can. >> Great to see you guys. Howard, uh, Evo, H, uh, Raul, Ivan, we see you. Thank you for participating, guys. Get into the chat. Um, yeah, 10% build a solid foundation. Let me show you this. >> Matt's running around. So, I I've got to restrict my movements here. By the way, Matt Hill is in the back. The unsung hero of the show's right here, guys. And this is something that I saw. By the way, we got a new microphone here because uh there were some complaints about the lapel not being loud enough. And I kind of feel like a like a showman. You know what I mean? I kind of feeling some Frank Sinatra. >> Yeah. Barker vibes I'm getting right now. >> Five stages of being a real estate superstar. Guys, this is something that we have to recognize. This is something that we have to understand what happens when we start something new. Okay? When we start out with something, we we we watch a YouTube video, we read Rich Dad Poor Dad, we listen to an incredible podcast, one of our friends that was a total goober in high school or college is all of a sudden making a ton of money in real estate and you're like, "Oh my gosh, that is incredible." And so you have this uninformed optimism. This is where we all start. There's five stages of this uninformed optimism. And we go, "Oh my gosh, yes. If that guy can do it, I can do it. If that gal can do it, I can do it. If that company can do it, I can I can build a great strong company. My parents told me that I was beautiful, that I'm one in 400 trillion. That is the odds of being a human being. I can do something special with my life. I'm incredible. And then you go out and you start taking some massive imperfect action. And guess what happens? Rejection. >> Rejection. All of a sudden, you don't understand what's going on in a purchase agreement. You don't understand how to pre-qualify a property owner. You don't understand how to really communicate with a property owner. You don't understand what to offer. You don't understand what title and escrow is. You don't understand what earnest money is. You don't understand any of these things. And all of a sudden, you've got what is called informed pessimism. Uh, well, this isn't as easy as it looks on Instagram. >> This isn't as easy as it looks on the the Brent Daniels YouTube channel. >> This isn't as easy as it looks out there with all of these uh, you know, all of my the peers or other people that I know that are so successful. What is going on? And then you dip in to the pit, the valley of despair, right? This is where you go, "Oh my gosh, this is harder than I thought, >> you know? This is I I was I just made an offer and it was accepted and it's not really a deal. I I just talked to I I talked to 15 people today and they've all been called by other investors. What is going on out there? This is supposed to just be easier, right?" And then from the valley of despair, boop boop, we move over here. And then we see the next shiny object. Oh, something that's easier. And I can do this new shiny object thing. And then we just keep repeating this part right here over and over and over. We get uninformed optimism, informed pessimism, and then we go to the valley of despair. But I am telling you this, every business owner that's ever existed has gone through this. And then what they do is whoever gets through this part right here, there's a great book called The Dip. You should you should check that out. The dip. But this if you get through this valley of despair and you get into informed optimism that goes, "Wait a second. Wait a second. I'm getting a lead every 20 people that I talk to. I wonder how many leads I need to get a deal. Okay. Well, if it's only, you know, 20 leads per deal, then all I got to do is just stay focused, stay in the saddle, stay doing what I'm doing. And now I've got informed optimism. And informed optimism always leads to achievement, right? Because now we're saying, you know what? I don't care what's happening out there. I I I know that if I just stick with this long enough, it's going to work. I believe that if I have enough conversations and I make enough offers every single day, every single week, every single month, something great will happen. >> Yeah. >> If I get my Facebook friends up to 5,000 people, and I post to my stories every single day that I buy houses, and I do that every single day, somebody's going to reach out to me. somebody's going to reach out to me and I'm going to find an opportunity and that's what leads to achievement. But this right here is where everybody goes to die. This is that 75%. This is that se the the 83% that Raphael looked up. Maybe it's more specific in our in in our um >> industry >> in our niche. >> Well, it was also too a couple of years ago. So I I feel like I mean things were a little you know I mean they were different, right? Uh this is right after like the interest rates hits hit and all that stuff. So stats changed a bit but but I mean it's right up there man. It's crazy. >> It is crazy. But this is it. Everybody goes to here and then they go oh it's back. Everybody goes to here and then there's why it's back >> 2%. >> That's the number that I want you to remember out of this. I'm I'm thinking I might bring a like do a shirt that just says 2% >> 2% of real estate professionals make a million dollars or more a year. Dang. >> 2%. >> Wow. >> Crazy. >> Yeah. >> Because because of this and I'll show you in my my second little demonstration that we're going to do is the reason why we have 2%. So I'll go right here. All right. So in our office, uh, we have a bunch of bros and they're awesome. And so the whole office is fueled by caffeine and I think some sort of nicotine pouches from Russia or something. Did you see that? >> Jesse has them. They're 20 milligrams. Incredible. Anyway, um so I'm going to use one of these and and I I hear I hear the bros in the in the back of the office crying that I'm just wasting a monster energy drink here. But this is this is an analogy that I saw and I've seen it done a few times um with um Alex Heroszie and some other people on stage and it's all about the different opportunities that come our way, right? And people say, you know, you should spread out. You know, you don't want to have all your eggs in one basket. You want to make sure that you diversify. That's a very common word. Diversify your assets. Diversify your efforts. Diversify all these things. But it's the absolute wrong advice >> until you're already rich. >> The rich do not diversify. The rich focus. So, if this is wholesaling and noating, and this is fixing and flipping, and this is rentals, and this is land, and this is creative finance, and you try to do all of these things, the cup is never going to overflow. You're never going to get rich. But if you focus, if you just get in and you focus on building unbelievable skills at one of them, it's going to start just overflowing, right? It just starts building up. It just starts building up. And then once you get this thing all the way filled to where it's overflowing, that's when you take the overflow and you put it into assets. You want to get rich first and then you get wealthy. That's the only way that you can go. That's the only path to go. So really, the only question that you have to answer in your own business is what do you want to focus on? >> Yeah. >> What do you want to focus on? Do you want to focus on fix and flip? Do you want do you have do you love your job and you just want to have big assets and and go and buy rentals? Do you want to focus on being the most unbelievable creative finance guy or gal or company? Right? What do you want to do? my experience, the people that get to that milliondoll >> first milliondoll actual income first >> are the people that uh wholesale and novate. >> They do. >> Fix and flip takes a long time. >> Yeah. >> Fix and flip you have to raise funds. Fix and flip a lot of the times when you're raising funds you have to split that up with people, right? You got to split it up with your money partners so you're not taking all that home, right? But the the goal is how do you build a seven how do you how do you be worth seven figures a year? >> How do you build skills enough to be worth seven figures a year, >> right? A plastic surgeon doesn't also do heart surgery. >> No, >> it's a specialized skill. The world rewards people that have a specialized skill. That is there is a reason why consistently there's not two sport athletes. >> That's true. >> You got some here and there, right? A little bit, but they they never last in both sports long, right? They're either bad you don't and you certainly don't have a basketball player that's also a baseball player. >> No, >> you don't have you don't have a uh soccer player. Ronaldo is not gonna go win a gold medal in wrestling. >> No. >> You know what I mean? >> No. >> Specialized skill. Stay focused. And the last thing that I want to talk about is this. All right? And then we'll get into uh question and answers and then we'll get into whatever shenanigans you guys want. But by the way, guys, this show is all about answering your questions. I'll get up and I'll pontificate and raffle pontificate and we'll go through some stuff and and we'll do some trivia here and there. But for for the most part, the reason we do it live is to be able to participate with you. We want to spend time with you. We want to be in your business today and and give you that value. So, we can't do that unless you're throwing in any questions. So, never just sit back and go, "Oh, my questions are stupid. >> Oh, my questions are immature. Oh, I'm going to get roasted, as the kids call it." >> Boom. Roasted. >> Boom. roasted, right? You know, none of that. >> Th this is a safe space. It's a safe space. It's a safe space for everybody to participate. So, make sure you let us know and celebrate. By the way, um I want to before I go on this last little thought here, um Howard just closed a deal today. Howard closed the deal today. Come on. >> Let's go. >> Let's go. >> Congratulations, Howard. Howard is in the Rhino tribe, an unbelievable member in the Rhino tribe. Huge go-giver. Uh, give it up for Howard in the chat. Give him some love. Give him some flames. Give him a rhino. Give him a bell. Give him a uh What? What are these things? What What are those hands? >> Uh, praise. Praise. Yeah. Yeah. Give him praise. There you go. All right. The last thing that I will tell you is this. All right. Transitioning to my cool mic. >> Write it down. It's very very very uh complex here. One one one. Okay. One avatar. Okay. One offer. All right. You got it. So, does everybody understand what I mean by avatar? >> Avatar is who are you targeting? Who is your who is your customer? >> Who are the people that you're going to be working with? Right? And then the last one is one channel. When you are starting out, until you get to your first $250,000 in earned income, I want you to focus on one avatar, one type of offer, and one channel. And my suggestion would be is uh the avatar is easy. Avatar is it's somebody that owns an ugly house. >> Somebody that owns an ugly house, somebody that can't sell their house traditionally because the conventional banks will not finance that deal. Now, there's some loan programs out there that are like a fix and flip loan type of thing, but for the most part, they have a percentage of what they're willing to offer based on uh how much rehab these properties have. And they do a lot the the properties Raph and I deal with these are these are properties that that are destroyed. These are properties that need everything. >> People don't want to touch them with a 10-ft pole, >> right? Well, banks certainly don't. >> The average Yes, >> banks certainly don't. So, the avatar is they need a cash offer. And that leads us to cash offer over here. So, this is the avatar is ugly houses. Ugly houses. The offer is a cash offer. It's Oh, Brent. Huh? Cash offers. You're so crude. It's the lowest form of intellect when it comes to making offers ever. >> Yes. >> Yeah. >> Whoever said that, who whoever uh believes that, it's 100% true. You're you're 100% right. That is the lowest barrier, the easiest to learn, and the most effective for uh making offers to this avatar as you're getting started. Okay. And then one channel. What are you gonna do? There's only, guys, remember there's only three ways to get deals. Three ways. Okay. One, two, three. You either get referrals, which takes some time, but that's posting to Facebook every day. That's talking to real estate agents every day. That's doing that strategy. You can go that way. Okay. You can do prospecting. This is going and picking up the phone and calling property owners. Calling property owners. Calling people that their their home just fell off the market. Doing all those things, right? Prospecting. And then you've got marketing, right? Marketing. This is where you pay for people to reach out to you, right? That's it. that you you can referrals, prospecting, and marketing. Where would you fit PPL in in your opinion? I'm just putting you on the spot, Raph. Where would you put PPL? Because PPL the leads are already there, but you have to pay for those leads. >> Yeah. I mean, I think it'd be it'd be somewhere in the middle of I mean, at the end of the day, it's marketing because you're paying for it. >> Y >> um >> Yep. I think so, too. >> Yeah. >> I was thinking that as I was going through this. I was like, I wonder where >> But you're paying You're essentially paying companies to bring you leads, which is the same as inbound. They're inbound leads. anytime the way that I that I like to see it is anytime I have a uh a budget going out for for an for leads, you know, somehow some way, it's it's part of that marketing marketing process. I feel like when we're prospecting is us gathering a list, you know, we skip trace and then we we uh uh you know, we trench it, you know, for for for a while, right? So, >> so what I would say this guys, referrals is zero dollars. That's how much that costs. prospecting, I would say it's between uh $200 and $2,000, >> and I'm talking a month. >> And then marketing, you're at least 2,000 plus in marketing a month uh to build it up. So, this helps you determine your path for what channel that you want to go with. But one avatar, one offer, one channel. Well, Brent, everybody's going after ugly houses. Uhhuh. >> Well, I want to swim in the blue ocean. >> Okay. >> That's not where the money's made. >> Yeah. >> There there's a reason why all the jewelry stores are on the same street. >> Mhm. >> You know what I mean? There's a reason why there's a Starbucks next to Dutch Brothers next to whatever. >> Black. >> What is it? >> Black Rockck. >> Black Rockck. >> Why you say Dutch Brothers? >> Huh? Huh? Why do you say Dutch Brothers? >> Is it bro? Bro, Dutch Bros. >> Are they not brothers? I don't know. >> Isn't Isn't that how they're labeled on the ground? >> Is it not Dutch Brothers? >> No, it's really >> Oh my gosh. Whatever. You guys get it. Um, listen. Going after ugly houses, it's undefeated. Talking to having quality conversations is undefeated. The only nuance here, guys, is this right here. Once you get past this valley of despair, get past the rejection, when you build skills, you now have informed optimism. The problem is people don't stay in it long enough to be able to build the skills. This is a skills-based business. You can literally run your entire business on a cell phone. You don't even need a laptop at this point. You can run it all on a cell phone. So, what does that mean? That means that developing communication skills, being able to really discover what the goal is for each property owner that you're talking to, that is what pays the bill. That's that's the difference between everybody else and you. That's the difference between the people that wash out. 75 to 87% of the people that wash out each year and you is building the skills of effectively communicating, understanding and recognizing value in properties. That's it. You get that down, you can go raise funds. You can go develop huge buildings. You can go and buy apartments. You can do all of those things. But recognizing potential and effectively communicating is the skill that you have to build so that you can go and be the 2% in this marketplace that are going to make a million dollars or more a year. Boom. Bam. I'm gonna drop this now. Mic drop. So, there we go. All right. Here we go. Um, thank you guys. Ivan, great to see you. John Dmitri, awesome. Awesome show. Thanks. Thank you. Uh Sean G, by the way, that whole chart there, that was all that that was all herozi. This this whole thing was hero. I I have no original ideas, guys. All I do is every second that I'm out and about. Maybe it's an ADHD thing. ADHD thing or ADD thing. I have uh the ear pod in my ear at all times. I'm doing laundry. I'm when I'm driving home, I'm always listening. when the kids go to bed from from nine to midnight every day, I'm in the lab. >> You know what I mean? I I'm looking I'm I'm just trying to get better and better and better because every time that I hit a plateau, I look for the advice of people that have hit that plateau as well and push through. And I'm telling you, I think most of it I think most of it is complacency. I think we hit certain levels of income, certain levels, and then we just go, you know what? I'm gonna let entertainment creep in. I'm gonna let I'm gonna let Alien Earth show creep into my life. >> Let it creep in. Let it creep in. >> Totally worth it. Uh great show. But it's the truth. You know what I mean? I think you hit that complacency. >> What do you think, Rab? >> The All right. So, I I agree with that. And I think once we hit the complacency, it's easy to to build a bad habit. The bad habit of of getting rid of the good habits that you built in the past. the tenacity, the hunger, the thing that wakes you up in the morning. That fire in the belly like you've talked about before. Um, it's easy to forget that because you're comfortable. You're sitting on a cushion as opposed to sitting on spikes. When you're sitting on spikes, you want to move forward. You want to, you know, do whatever you need to do to get out of those spikes, right? But when we get complacent because we're happy, we're comfortable. have a a uh a a decent amount of bread, per se. Uh it's easy to come back to the old habits and just revert um and and break those things that got us to that point. >> What do you do? >> Um I remind myself every single day uh of why I'm doing it. That's, you know, it's kind of like, you know, it's a cliche, right? But it's a good reminder um of of why we're doing things. But more importantly, I I I I started looking for something that wasn't necessarily just moving the uh the goalpost, right? Because if uh if I'm shooting first, you know, I remember first time I started shooting for 100K. I was like, "Oh, great." Boom. I hit 100K. Um and I was like, "Okay, now what? Oh, okay. I'll make I'll make it 200k and then I'll make it 300k." Then you start moving the goalpost. Um, but you get to that benchmark and it uh like it's almost like the the determination, the drive, the fuel kind of, you know, dims down a little bit like because it just oh it's just another time that I hit the same thing. Uh, and I feel like we have to uh for me what I did was look inwards and find out what I really wanted to do. That's where, you know, mentoring and coaching and all that stuff came about, right? Uh, but everybody has their own thing that's going to drive them to that next thing forward. whether it's, you know, contribution and you want to donate to a to a good cause or you want to, you know, start a nonprofit or something else. Uh, we we uh, we take part in a great vehicle that allows us to do dope [ __ ] Uh, and I think that we can use that as a complement to whatever the big, you know, um passion thing is. We can't really use it as a passion. A lot of times we have to understand that, oh, being passionate about selling real estate is not going to last that long. Like you you got to supplement that with something else. But at the end of the day, just being intentional about waking up with something in your belly that just fires you up in the morning. Uh, and and uh, and not being complacent. >> Yeah. >> Yeah. You know, there's that quote, uh people that think that money doesn't buy happiness hasn't given enough away. >> Yeah. >> I think that's really cool, right? Um, and I was just thinking about, so we had a couple of your students in, uh, Joshua and Tyler, >> savages, >> and they're 19 and 22 years old. >> There are, uh, clients of ours in the the PPC, uh, PPC agency. We we run their Google accounts and they've locked up 22 deals. >> Mhm. this first month doing virtual noation strategy. >> Yeah. >> Yeah. >> 19 and 22. I go, "How'd you learn noations?" They said, "Uh, YouTube." >> Yeah. When you're hungry, man. Yeah. >> When you're hungry again. >> YouTube University. >> Yeah. >> Yeah. It's incredible. It's incred. So, let's get let's get into this. Uh, there's a question on uh there's Can you go up, Matt? There's there's some questions a little bit above. Um, >> Sean G, I think. >> Where's he at? >> He's uh >> Oh, here you go. trying to come up with a response to objections for my in-house seller appointments. Besides price, what are the top five seller objections or friction points that sellers throw out? Remember, an objection is just a question in the mind of the property owner that hasn't been answered. M >> so to get rid of objections or to to to answer the questions that they have you need to really really really really do deep discovery right what is their goal with the property and what are they looking for right what what is their condition what's the condition of the property their timeline to sell the reason for them their them to sell which we call motivation and what's their expectation on price. So, make sure that you're pre-qualifying on all four of those and then really, really, really deep dive. And then I think what you're running into, Sean G, is you're not doing enough advanced agreements. >> Okay. Advanced agreements are um asking certain questions before you go on the appointment. You know, going over what you've already talked about on the appointment. You said your goal is you want to sell this property as fast as possible. You want to close in the next two weeks. You said that you were thinking that around 150 to 175 was the right price. You said that u the property needed a bunch of work, right? And you said the reason that you you you want to sell it so fast is you just inherited it. The family's got their knives out. They're ready to they everybody wants their piece and they want to sell it as fast as possible, but nobody wants to fix it up. Is that right? Yeah. Okay. So, if we can agree on the price and be able to close on your timeline, is there anything stopping us from committing each other committing to each other for me to buy the house and you sell the house to me? >> Is there anything stopping us from putting pen to paper when I come out today at 11 o'clock? >> Right. >> Yeah. >> And then if there's some more objections, then there's there's some questions that haven't been answered. Right. And so what Raph, what would you give me? Give me a give me an objection and I'll give you an objection. We'll just kind of go back and forth. >> I got to talk to my wife about it. >> Gotta talk to my wife about it. Yeah. >> Yeah. Absolutely. Um, can we get her on the phone right now? >> Can we can we all collaborate on this so that you know, it sounds like you need to close in the next two weeks, right? So, can we all start communicating or is your wife going to be there um as part of, you know, the appointment? Let's make sure all the decision makers are there because I don't want to waste your time and uh and and and have to, you know, reexplain everything uh over and over and over again and just make this as smooth as possible. So, why don't we get everybody there at the same time and and does that make sense? >> Yeah, absolutely. >> You know what I mean? >> What do you think your wife's gonna say? >> Yeah. Well, I mean, we're we're role playing now, I assume. All right. Um I don't know. We have to run through the numbers and and we're hoping for a little bit more. Uh maybe 280 instead of 240. Um so I got to run that by her. >> Okay, got it. How'd you come up with 280? >> Oh, the the Zillow says it's worth 300. So I'm thinking repairs minus or not repairs, but commissions from agents and stuff like that. So we have a discount in there. >> Well, Raphael, listen. I'll never tell you what you should sell your house for. I can only tell you what we can buy it for. And uh that's that's you know obviously we're we're investors um or we might wholesale the property so we have to make a profit on it. And so I'll make sure that you know I I break down the numbers to how we got to where we're at. Um but if is there do you think that your wife will just absolutely say no to 240,000? >> Um I don't know. We do really need to get rid of this thing within two weeks, three weeks. I mean, so so she might be uh game for it. I just I need to sit down with her and then run it by her. >> So if I can give you if I can give you 240,000, but there's no other costs. You're not paying the title and escro fees, you're not paying a realtor, you're not having to fix up the property like I am not going to ask you to do anything to the property. is, you know, do you think that 240,000 like a net 240,000 would be somewhat fair? >> To me, it works because there's no headache. Um, so yeah, I mean, I think it it'd be fine. I just, you know, how it goes. Yeah. >> You know, happy wife, happy life. >> So, let me let me tell you how let me tell you how this typically out. I totally agree with you. I mean, I'll tell you that nothing's worse than a than a mean old wife. That's for sure. No, nothing. >> I would agree. >> So, just just just so that you understand. So, what I'll come out and I'll just make sure that I understand everything that has to happen to the property um that all of the the repairs and improvements and get a really good idea. And then what I'll do is I'll go back and I'll I'll talk to um my my fi finance manager, uh Chad, and I'll tell him everything that's going on. Maybe maybe there's some stuff that we can give you more credit for. I don't know until I go out there. But I'm just saying just overall, we're pretty good at this. We we really know our numbers that we're at 240, but when I get there, I'll be able to take a look and if there's anything that and and maybe there's more work than than we think. You never know. But we'll take a look and then I'll talk to them and then I'll get a solid offer for you and then you guys can make a decision on what's best for you and your family. Does that make sense? >> Fair enough. >> Yeah. Great. playing >> one one thing that you did uh Brent and and it's not like we planned the the role play right now um but um your your questions were open-ended. >> Yeah. >> So it's not a yes or no. So uh I I can't remember the name of who asked the question, but um one of the things to look at when you're reading between the lines as you're going through a conversation, uh that's one thing that you're doing, but you can't read between the lines if all you're doing is asking yes and no questions or some, you know, a question that can be answered with a yes or no. call that those closedended questions. If you ask open-ended questions, then you're going to be able to pull little details out of each, you know, each each answer that they give you and elaborate on them. So, so that's huge, right? We follow the framework of a conversation, condition, timeline, motivation, and price. Um, and as you're going through the discovery conversation, you want to make sure that you uh you're planting seeds and they're they're in the form of an open-ended question. That's huge right there. There you go. Love that. Yeah, guys. right? Who, what, when, why, how, and then we talk about it a lot on here, but when I discovered this, it changed my entire uh I I it took my skills level to the next level. If then >> Yeah. >> You know, and and you could be it could be at the point where you're like, well, if I can if we can what I'm at 240 without seeing the house, you want 280. If if I can come somewhere in the towards your side of that 280. >> Yeah. >> Then are you guys ready to move forward? >> Yeah. >> Yeah. >> So So good point right there on the discovery conversation. Brent, I like to keep open-ended questions and and you tell me if you have a a different approach to it. But uh and then on the closing part of the uh of the conversation, I mean, that's where I go for the yes, you know, for the yes and no, right? So, it's it's open-ended and then close-ended to, you know, hammer down the deal, which is we're talking about there. >> Yeah. So, what what I would suggest, Sean, is this is always something that's that helped me out um from being a realtor to being to from from for making cash offers to transitioning into the beautiful world of wholesaling and flipping and noating. Um, I would write I would have a five by seven card, like a little index card, you know, that you take notes. I would write the objection and then on the back I would come up with two responses. >> Yeah. >> Right. So that and then I would just practice them over and over and over. The beautiful thing is Sean, there's only a certain amount of objections and they've been the same since the beginning of time. >> They've been the same since the beginning of time, right? So, just come up with some of those and we've got a ton of resources at TTP Insider. You can download that. Go to ttpinsider.com and uh get your get your account to I think it's on circle the circle app which is kind of like school. Um, it's it's awesome and um, and get access to all those objection handlers. >> All right. Buyer >> really good. How do you get a seller to sign? This is from uh evil evil evil CEO. How do you get sellers to sign? I've had several sellers wanting time to review the agreements and give it to their attorney even if I offer to walk them through it. Awesome. That's great. You should start leading with that. If you're running into that a bunch, evil, start leaving with that. Hey, listen. I'm going to send you um Can you pull up your email on your phone? Can you put me on speaker? >> Awesome. Amazing. So, I'm going to send you just a blank agreement because we haven't we haven't really um you know ironed out the details of the offer, but if you'll just open it up and take a look at that just so that I can go through it with you. Also, um if you if you could what what's your attorney's email? I'll send it right over to him. Send it right over to him that way because I know that you're ready to make a decision on this and I want to make sure you are 100% confident moving forward. So, what's your attorney's email? I'll send it over to him. Right. So, just just hit it up front. Yeah. Like offer it up front. You know what I mean? >> Well, if I offer it up front and they don't have an attorney, they'll think that they need to have an attorney. >> Yeah. >> Maybe. >> Probably not. >> Sometimes, hopefully. >> What's better than that? >> Do you know how many attorneys we've sent offers to >> and none of them have killed the deal? None of them. >> They're just like, "Oh, okay." And then they do their attorney thing and they go, "Well, I would change this and this and that." You go, "Great. After those changes, you ready to move forward?" >> Yeah. Okay. >> It all comes down to the price and terms anyway. Remember, negotiating price, terms, and you. That's it. >> Do they agree to the price? Do they agree to the terms? And do they trust you to get the job done? Do they actually want to work with you? >> That's all there is to negotiating. those three factors. >> Well, you know, you know, one thing that we've rolled out too as a as a practice now because yeah, sometimes they want to review the contract and they want to switch the clauses and whatnot. Um, I'll ask them to send over the exact verbiage that they they want to see on the contract, like send me the exact same, you know, thing that you want to see on the contract. So, I put that task on them. Um, crazy thing is 40% of the time they say, you know what, just send it over. Don't worry about it. and then we'll end up sending the unedited contract, ours. Uh sometimes they'll go and then send us the verbiage. Now they don't have any rebuttals like, "Oh, let's tweak this. Let's tweak that." Because a lot of times they'll they'll, you know, there's going to be that back and forth game on on changing, you know, contractual clauses and and things like that. It's just send me the exact thing that you want. We'll take a look at it. We'll approve it or deny it, of course, on our side. Um, but it uh I mean, it becomes a now they're participating into it. They're in the deal with you even before signing the agreement. So, >> yeah. >> Yeah. Uh, do you think you might have Jimmy Dinardo on the show? Yeah, I would love to, Scott. I would like him to be in >> the studio. We usually do this on Wednesdays. He usually doesn't get into Phoenix because he lives in like three different cities. I mean, he's in Seattle, he's in Southern California, and then he's in um, Arcadia here in Phoenix. And so, he usually doesn't come until Thursdays. I might see if there's, you know, he's doing an event or he's just in town on a project or whatever else. That'd be awesome. I want him in studio. I mean, I could certainly do it virtual. Uh, that'd be really cool, but he is he is like top-notch, guys. Um, James Dinard, he's got a great TV show. >> One of the best that's been out in a long time. Like real real TV. I mean, they they play it up. They do it kind of like, you know, Shark Tank where they have the contractors come in and try to convince them. >> U, but it's a really really really great show. And so, um, yeah, love to love to have him in. He's a he's a friend. I see him at the gym on Thursdays usually when he pops into town. That's usually where I catch him. >> And then, um, you know, he's he's been here for the action workshops and whatnot. So, we'll we'll get him in uh for sure. >> Um, the first hundred I love Demetri Vancamp. He's he's spot on. And it's the middle of the night there. I think they're what you're nine hours ahead. >> Yeah. >> Um, which is crazy. >> I was just in Italy, right? That's why we haven't done the live show for the last couple weeks. I was in Italy for my 10 year anniversary and um yeah, it was crazy because like you're going to bed and people are just waking up here. You're like, "Wow, this is this is nuts." So, I give a lot of respect to the people in Europe. Uh we have a bunch of a bunch of great wholesalers that do it virtually from Israel and from even Australia, Africa, all over the place. Guys, I'm telling you, you get good at this device, the remote control of society, which is called our cell phone, and you win. I don't even um So, that's all you need. But Demetri said, "I agree." This is going back to the um objection of I need my wife to um I need to talk to my wife. I agree. You need to discuss it with your wife. Wouldn't want you to make a decision without her. And you and have you sleep on the couch tonight. Ah, let me send you the onepage agreement. What's your email? >> That's right. >> Yeah, >> sure and sweet. >> Carlos, thanks guys. Very useful info because I'm making seller cash offers cold calling. I love it. Uh, Michelle, you got the answer. Where can you get the cold calling script, the TTP cold calling script at ttpinssider.com? I think the attorney thing, this is from evil. I think the attorney thing is a delay tactic. I usually use the state's real estate uh commission agreement. Yep. Or real estate realtor uh agreement when possible since it's not created by me. That usually works better for the analytical one. Sure. Uh can you say, this is from Carlos. Can you say what is the highest seller motivated list you've seen work best for cold calling to wholesale for cash in today's market? Uh, I still like I'm biased towards a no seller data list. Um, so we like one of the lists that we pull is it's a combination of everything. Uh, but basically you're going after the avatar. You do some research on your market. You find out what type of property is selling the most, right? What which one's in highest demand. Uh, for example, if we go to the valley here, we're going to look at properties are between 300 to 450 or stuff that kind of flies off the shelf. Um, and uh and that's the sweet spot, right? So, is that a single family residence built on average before 1990? Right? So, you start to look at all these like metrics of what's like the avatar but the avatar property as opposed to the avatar seller. Um, and you pull lists of everything that's that's there um under that type of property. Uh, you're going to have absentee owners, you're going to have, you know, code violations, you're going to have probate, you're going to have everybody who owns a property of that, you know, that style or that type uh roll into that one list. and we hit it. So, I like it because it's a mixed bag of all the sellers. Um, of course, we do filter out through equity and make sure that there's a deal to be done there. Uh, and then you can throw in ownership, but I like that list. Uh, again, it's not like a a static, you know, absentee owner list. Um, it's uh and more importantly, what you have is you have something that when you lock it up, you know, it's going to be something that's it's in demand in whatever whatever area you're in. So, I love that list. Hope that helps. Dimmitri, come on, man. I just I just took time to write all this down and you put it in the chat. Anyway, this guy is >> logged in. >> Two year. Look, look at his
Look at his post. Two to three tax delinquent stacked deceased. Hands down. What did I write? >> Two deas. >> He should just >> So, this is the This is the secret sauce here, guys. And I'll I'll move. This is This is the secret sauce. Okay. The secret sauce is this part right here. This part right here.
Um, now if it's somebody that has property taxes aren't getting paid because somebody has passed away, okay, the family doesn't even know about their property somehow. It's it's incredible. It could be that uncle that never had kids oftentimes. Yeah. It could be uh you know a cousin or a second cousin or somebody whatever it is. And so you gota you got to really verse get versed on the process for probate and for inheriting the properties of people that have uh passed. They're behind in the tech. Somebody's going to buy a tax lean for 15 20 $30,000. Mhm. >> They're going to or or or tax deed >> and they're going to foreclose on that property and own that pro. It happens in fe It happens so many times in Arizona. It's bananas. If you go to national tax lean and look, search them in um our tax records in Arizona and and pull up how many properties these guys own because they go through the process. Takes three years in Arizona and they go through the process. They foreclose because nobody knows that that a relative can inherit this property. So it goes like wife uh the the uh the kids, the siblings, the the and then the extended family.
So, in the rhino tribe, we have some incredible rhinos that are masters at this and they are getting some of the biggest deals you can ever imagine. >> Oh, yeah. >> Ever imagine. Because what happens is some of these relatives, they can't take a big cash influx >> because of government assistance. >> Yeah. Whether they're getting whe whether it's a social security thing or whether it's a um uh section 8 thing or whether it's some sort of subsidies or whatever else they can't have a huge influx so they want like I don't know a little bit for the property some of them some of them they get to this pro this this uh part right here they find the relatives they reach out to them say hey listen um if you if you go through probate you can inherit this property property. I'd like to buy it. And they go, "No, I'm going to just keep that property." Great. You just made somebody's life. But if they want to sell the property, if they're open to selling the property, and now you've infor you inform them that they've got this property here sitting here. >> Yeah. >> Would you if you if you get uh if you go through probate, you get a good probate attorney. Here's a handful of them that'll work with you. Um, you pick whichever one you want to go through and then but I want to buy the property once you own it. Once you take ownership of it, we'll come to an agreement. They're making a ton on these deals, >> an absolute ton on these. And some of the relatives just keep it. >> Some of them fix it up, some of them rent them, some of them live in them, some of them. But either way, it's such a great conversation to have. You want to have a great conversation with somebody, go tell them that their uncle just left them a property or potentially could. >> You know what I mean? >> They're hiding. Yeah. And then if somebody has uh if if they just want to to give you the property, they want to deed it over to you, they they just want uh you know 10 20 30,000 or whatever they want. Boom. This isn't this isn't sneaky. This isn't anything. This is reaching out to people and being like, "Hey, you inherited this thing. I'd like to buy it. It's been broken into 50,000 times. There's now people, you know, doing a bunch of drugs in it." >> Yeah. But I'm willing to take this on if you will sell me the property. And people go, "Well, how do I find the relatives?" Private eyes. >> You know what else? >> Do you know Do you know that there are people that have this job? And it's a crazy job and it's a cool sounding job. Okay. >> Do you know what it is? >> Genealogologist. Oh, >> genealogologists will find the relatives and you reach out to the And by the way, uh, one great resource, >> do they live in a bottle? >> Yeah. Yes. Genealogologist. A lamp. >> Yeah. No, but but the interesting thing is, so when you find these properties that are two two-year tax default, you put it into Skip Genie. Skip Genie will tell you if they're deceased. >> There you go, >> guys. If you just watched the last six minutes of this show and you took this seriously, you can make a million dollars this year, you you can at least uh find a few deals. I'm telling you that that's how much value this show is right now >> because that's that's that's what's going on there. And it just just to it just depends. Can you put up that graphic again? >> It just depends. So what happens is I tell you all those things and then all of a sudden you go, "Oh yeah, baby. I'm uninformed optimism. I could do that. >> I could find the tax delinquent list. I could put it through Skip Genie. I could see if they've uh if they're alive or not." And then you go and you put it in there and you're like, "Oh man, there's so many of these tax defaults that aren't that are still alive. Oh man, this doesn't work. Oh man. And then you have informed pessimism. And then you go, oh man, I'm trying to find the relatives for this, but I can't find the relatives. >> Oh, you know, I I don't know. Is is there a private eye? Is there a genealogologist that could find it? I don't know. Ah, whatever. I'm gonna go figure out crypto. >> All right. No. >> Right. So, there you go. That that is unbelievable. >> Yeah. >> Unbelievable. Demetri says, "If you want to make uh to make a profit, offer heirs to pay the probate for them, have the probate attorney paid from the sale, the HUD, the closing, and also get a pre-marketing clause and list on the MLS during probate." >> Wow. He's putting he's putting you guys on game right now. >> Professor Dmitri is taking it to the mast's level. All right. All right. I love it. I closed about 20 deals this year like this with Al Nicolleti. He's incredible in Florida. If you need a probate attorney, Al Nicollet is incredible. You know, >> we've done deal. We've done probate deals with Al. Yeah. He's a beast. >> Yep. Six Six Figure Profits. Demetri. >> Closed. Not lying. Who was that? >> Yep. >> Huh. >> Who was that? That's closed with Oh, Demetri. Yeah. >> Awesome. Yeah. >> Demetri closed and uh done it all.
So guys, all of the guys, if you're watching this afterwards and uh this is juicing you up and you love the energy of the show, please put it in the comments. >> Apparently that makes YouTube be like, "Oh, live shows are worth it. They don't hide them, right?" No. >> Um and so that would be amazing. If you're not already subscribed, hit the subscribe button. I think that uh we've been trying to get to 100,000 subscribers for 27 years, >> literally. >> Uh but uh no, that's just a vanity metric. I love you guys. I mean, do what you want to do, but uh also subscribe. >> Yeah, please subscribe. >> Yeah, there you go. Um you had a couple little trivia before we get out of here. >> Oh, yeah. Yeah. >> Anything good? Anything juicy? >> Well, we'll see. This is question one, >> guys. By the way, >> it's coming. >> Um I think that I think that um going into this is fourth quarter, right? Fourth quarter. Most people as of most people stop >> 30 days from now. It's October 15th today. Most people November 15th they're done. They're done for the year. Yeah. We clean house >> during the November 15th and December 15th >> because a a lot of the property owners want to close before the end of the year for tax purposes because it's their goal because of whatever else. And uh a lot of people fall asleep at the wheel because they've just got, you know, family responsibilities or they think that they're not going to get as good of an ROI on their marketing because the previous years didn't or whatever else. Great. You're right. You're right. You're not going to wink. Stay in the saddle. Stay stay focused. All right. All right. What is a pocket listing? Great one. I love this one. Pocket. What is a pocket listing? All right, this is a great question. This is really, really, really strong because a lot of people don't know this if they're not uh realtors, but this is a really great resource for us buyers. >> Yeah. >> Um, and I'll explain in a second. A listing you keep in your wallet is A. B is a property not publicly listed on the MLS. That's B. C is a tiny home that fits in a pocket, >> a little pocket. >> Uh, or D, a fixer upper with no roof. What is a pocket listing? Put it in the chat, guys. Is it A, B, C, or D? We've got a great group here, guys. Make sure that you put uh participate in here. Use your thumb, use your keyboard, use whatever to to type in A, B, C, or D. A listing you keep in your wallet. A, B, a property not publicly listed on the MLS. C, a tiny home, or D, a fixer upper with no roof. And I think we're on what, like a 30 second time delay, Matt. >> Yeah. >> So, it takes a little bit of time, so I kind of stall a little bit to get some answers in here. Uh, but you guys, everybody in here is gangster. Everybody in the chat is, man, we're dealing with some some people that that know some stuff. >> All right. Demetri is screwing around. You guys are absolutely right. It is B. It's a property not publicly listed on the MLS. Now, why is that important to us? >> Because if you have relationships with agents that have pocket listings, >> they could sell it to you before it hits the market. >> You could be the only offer that they're looking at. Now, pocket listings in some states in Arizona, they don't allow pocket listings. >> Oh, yeah. >> Because of shenanigans. >> Lots of shenanigans. >> What was happening what was happening in Arizona is >> people would get a listing and sell it to their relatives. >> Oh, really? >> Yep. >> People would get a listing and uh buy it themselves. >> Oh, wow. It's like insider trading at that point. Yeah, >> it very much is. So, um, they said, "No more pocket listings. You have to put everything on the MLS. You have to put it as coming soon." >> So, on the MLS, it actually came up as you as as coming soon, which is really, really, really interesting. The other thing is, >> uh, the realtors >> own the MLS. N owns the MLS. >> You cannot have access as a real estate license unless you are part of N. You pay Caesar his dues to get on the MLS. Yes. >> It's a monopoly. >> Yeah. >> Which has been fought by Zillow and Red Fin. >> They have fought N. N is the biggest trade organization in the country. >> So, good luck, right? They are. That's why N had that huge lawsuit which affected all of us in real estate because once you get out of law school, you go, "How do I make money?" Well, I better sue some people. >> And so, I'm going to go sue some people that have money. And what are where where's the money at? >> Yeah. >> Uh, I'll look up on the news. Oh, money's in real estate. Let's go sue every agent in the world. Let's go sue every every brokerage in the world. Keller Williams lawsuit. Pull that up on on chat. Chief of >> Keller what Keller Williams has paid. Look up what Open Door has paid. Look up what N has paid. Right. Um I'm just on a tangent here for no reason. But the answer is >> Well, I think it's very valid though. It's a new breed of ambulance. >> It trickles down. It trickles down all the way into wholesalers. >> Yeah, >> that's crazy. >> What's 10 million? 70 million. >> 70 million for Keller Williams >> and then the N >> N was a billion, >> right? I think they settled for 400 million and something. What What did they do? >> It's coming up. >> Yeah. Anyway, why don't we put up our next trivia and uh you can pull that up. All right, here we go. What is forced appreciation? All right. What is forced appreciation? Is it A increasing value through upgrades? Is it B low taxes? Is it C inflation? Or is it D rising rents? What is forced appreciation? Interesting. Is it increasing value through upgrades? Is it low taxes, inflation, or rising rents? What do you think? >> Uh, by the way, >> Luke, you already know. Yep. >> The N settlement is 418 million. 418 million. They went for a billion. Yep. >> That's insanity. >> Force appreciation. A. Increased value through upgrades. B. Low taxes. C. Inflation. D. Rising rents. What is it? >> Give you a little bit of time here. Andre, what do you think it is? Andre thinks it's C. >> Inflation. >> It is not. Remember forced. >> Oh, >> forced appreciation. >> Uh, Sean Carlos. Nice. Who else is throwing it in? All right, the answer of course is a you increase the value through upgrades, right? Forced appreciation >> every day. >> It's really interesting. I had I had uh so in central Phoenix, we have some unique properties, right? And it was we were in the worst market. This is 2010 and there was this house that was done by a artist and it was cool. It was a smaller house. It was cool. It was like the the everything about it was different, right? It was like a Yeah, it was like a super modern >> glass and great vibes and every other house in the neighborhood max 250,000. This thing hit the market at 418,000. >> Oh, damn. >> Sold in one day. >> Oh, no way. >> To a cash buyer because of the upgrades, because of the style, because of the way that it looked. They just loved it. And by the way, that house now is probably worth a million. >> What year was this? >> 2010. >> Okay. Yeah. >> Yeah. Right after the crash. I mean, it it made no sense. I said to myself, if that sells for that, I know nothing about real estate. They sold for that >> and I know I knew nothing about real estate. I mean I really that was something I was used to. I was used to the suburbs. >> I was used to Gilbert and Chandler and Tempe and Mesa and it was like cookie cutter houses. They all sell around the same. It was all the same deal. But this was just a piece of art. >> You you you have to be like whenever they do something like that, right? Even as as flippers, they have to be very cautious about where it's being done. for example, doing that in central Phoenix works. If you do it in a regular neighborhood, you're going to end up over um um >> overbuilding. >> Over building. Yes. Exactly. So, it's now it's a non-conforming rehab project that you're going to try to sell high because of all the upgrades. Uh, but the the market area is not going to carry it in in that case. I mean, we're Central Phoenix values do carry something like that. And I mean, I think we've seen it over the last 15 years, just everything's gone that way. I mean, we have some really cool properties now that are popping up left and right and and uh so that matters, but >> I want to talk about something else that just popped in my head. >> Oh, talk to >> nothing about any of that. >> Talk to him. >> I'm going in a totally different direction. I want to know who on the chat is doing virtual. >> Oh, >> who in the chat's doing virtual? Because it reminds me of the these these uh >> T Raphael is the master of virtual guys. If you want to learn virtual uh wholesaling, no vating, any of that stuff, Raph is the man. >> C CEO pulse. CEO pulse. Check it out. Anyway, uh Carlos is doing um doing virtual. This is blowing my mind >> because our PE So we do work for uh Rich Wonders. >> Yep. >> Novation King. Working with your guys, Tyler and Joshua. >> Yeah. they're g So in so this is interesting. So if you're in a major market if you're in a major market and you are doing uh most people don't virtually uh flip. So let let's just keep this to novations and wholesaling. And I think I'm going to be talking about more novations >> because of like it's just >> maybe I'm late to the party. We've done a few, but everyone that we It's like a 35k average. I talked to David Olds. Yeah. >> Easy REI closings. Guys, >> if you're doing virtual and you're doing noations and you're not using EasyI closings, >> I feel like you're a massochist. I feel like you love pain. I feel like you're a glutton for punishment. I really do >> because there's so much paperwork. There's so much moving parts. If you're not paying what what does he charge like 1,500 2500 bucks a file or something? >> Yeah. No, it's even less than that. Like I I think they just adjusted their prices to like pay per file type of deal. >> Yeah. >> So So yeah, it's even less. >> Oh, you pay 2500 a month >> for >> and then you get a certain amount of you get a certain amount of deals. So if you have volume, >> guys, it's a norainer. I'm actually speaking I'm speaking to his group. I'm speaking to his group literally in 23 minutes. >> Yeah. Um, so if you're in a major market though, uh, you need to go on in in-person appointments >> unless unless >> you're in the Midwest >> in the Midwest. And the reason I say that, bluecollar town, >> typically that's what the whole Midwest was built on. Typically, the the properties are going to be under 300K, right? If it's over 300K in your market, if you're not going on in-person appointments, um, learn a new skill. Learn how to make cool belts. I don't know. I don't whatever. Anyway, so in-person appointments, major markets, smaller markets, markets, you can 100% go virtual. Raph, will you agree? >> A thousand%. Yes. >> 100% go virtual. You're typically under 300,000. Just depends. Um, under boom. I'll do a down arrow. 300,000 in those markets. You can do everything over the phone. And these guys for PPC PPC leads are between uh 75 and $105. That's that's real numbers of real good leads. These are these are very very specific keywords. If you don't understand anything about Google ads, um, you you can get you can get Google leads for $2 if you want, but they're terrible, right? They're just it just depends on, hey, what if you want to get a free appraisal of your house, you know what I mean? That's those are the worst, right? So, to get really good, sell my house now, sell my house for cash, uh, you know, all of those type of keywords, those the the tree of of different keywords that branch off of that. um 75 to 105. All right. And typically it's anywhere from 20 to 30 leads per closing, not deal. Not I think that a deal is like, oh, I locked up a deal. Yeah. But did you make money? Like deals are great. Closings are better. >> We all agree. >> Yeah. >> Okay. So 20 to 30 per closing. So that means if you do the math here, this is 1,500ish 1,500 to call it uh 3500 per deal, right? Per deal. Average deal size. >> Yeah. >> I'll pull it up right here for proof. I'll show you right now. Look at this. I I talked to David Olds and he looked at all he's done 8,000 8,000 transactions of which hold on of which 40% >> Mhm. >> are novations. He's done 8,000 files. Their average over the last 90 days, I don't know if you could pull this up. Noation average. Matt, right there. Can you zoom in on this or does it not? 34,079 over the last 90 days. >> 34,000. >> 34,000. >> That's nuts. That's worth it. >> At the high end, guys. >> Yeah. >> 3500. >> Mhm. >> To make 34,000. And on novations, the agent does all the work. >> Mhm. >> The agent lists it. It's on the MLS. You don't There's no wholesaling regulations. >> Yeah. >> I feel like a lot of people don't know how to do noations, though. >> I know. >> Yeah. >> We're going to show them. >> Fix that problem. >> Yeah. >> I mean, it's uh Raph does. So, but it's it's really interesting. So, I Raph and I are in the in the kitchen cooking up uh really great um program or system or whatever, I don't know what you want to call it of we're running PPC stuff. >> He's making sure nos are taught and and uh closed and locked in. Use David Olds for transaction coordination. >> And now a solarreneur is going bananas. There's a whole team recipe for it that makes it >> there's a whole you're Tyler and Joshua >> crushing. >> One month in, they've got 19 pendings. >> You're joking. >> 19. >> Oh my god. >> Not like pending deals, but like the pending like they're they're listing these novations. >> It's still good. >> Yeah. >> Incredible. >> Um >> and they are doing virtual stuff. So, >> yeah. last 400 deals all virtual for Demetri Vancamp. Uh, I've never understood noation unfortunately. We got you. >> And what all paperwork what what all paperwork is needed for novations? Do you know off the top? >> I mean obviously the purchase agreement. >> Yeah, you need a purchase agreement. There's going to be an ovation um disclosure y >> that goes in there. You are going to need an attorney in fact. Y >> um there's a couple of things that you have to consider like >> it's an attorney in fact to just hire the realtor. Yes, exactly. You don't want to sign. >> It's a limited attorney. In fact, you're not doing people listen. >> Uh, AI if attorney in fact is much different than power of attorney. Y don't get those twisted. Completely different worlds. One lives in the sky, one's in the sea. You know what I mean? To totally different worlds, right? So, you're not becoming somebody's uh power of attorney. Mhm. >> That is not where you want to be. >> Yeah. >> You want the attorney in fact to be able to hire the realtor to list the property. So, noation means a replacement of the purchase agreement. >> So, you get a purchase agreement. >> Yeah. >> Aifation disclosure list the house with an agent. >> You also have a you you also got to roll in a dissolution like you know it's like a contingency you know piece of paperwork that goes into the contract in the event that it doesn't sell. So there's things that you have to, you know, set up as placeholders. Uh, one to protect yourself. There's a lot of stuff that you have to disclose adequately and make sure that you cover all those areas. Um, but yeah, I mean, we have we have a the way that I send it out, it's an ovations package. So, it's all included in one thing. We have this one, you know, conversation that goes through everything, clarifies everything for the for the seller. Just makes everything easy. So, yeah. >> And Phil saying problem most people teach it wrong. I just found out no, not just for MLS. Awesome. You do it off market, not taught, right? Interesting. >> Yeah. Um, uh, Phil, come in. Um, jump in the show next week. >> Yeah. Maybe >> and, uh, break some of that down if you could. Or we'll bring you live. If you, um, if you put your email in there, Phil, or if you email um, Alejandra, put your will you put your email in there. We'll get you live on the show, Phil, and you can explain it to us. That'd be awesome. Would that be helpful for you guys? Phil came and spit spit some knowledge. A noation pretty much seller knows what you're doing and how much you're making. 100%. >> Yeah, >> 100%. >> Yeah, there's nothing. >> It's absolutely correct. But I'm just saying you match it up with the hottest leads of all time, PPC, >> you match it up with the hottest leads, >> the fastest leads >> in smaller markets where it doesn't cost you as much. You could have a budget of $2,000 and you could probably close a deal every other month. That's six deals. What's six times 35? That's 180 time 9. That's 210,000. >> Yeah, that's some math. >> 210,000 off the dome. >> Off the top. >> 44. >> You've been You've been dealing with numbers for a while, though, >> bro. Sometimes I get it way wrong. >> That's our show, guys. Bring it in. >> Uh, thank you guys. Uh, sorry for the delay. The, uh, Cox internet was down until literally a half hour into the show. So, thank you guys for being here. We'll be back next week. Uh, we'd love to do more live shows and uh and participate with you guys more. On behalf of Alejandra and Raphael and Luke and myself, we love you guys. Go and take massive imperfect action. Do not fall asleep in the fourth quarter. And remember this, protect your health. Uh, keep your house clean, protect your health, and increase your value to the world. You'll live a great life. Love you guys. See you soon.