Transcription
All right guys, welcome back. In this module, we're going to go over acquisitions and actually locking up the deal. This is the first stage of the business, and this is where money is made. Like I said previously, the money is made acquiring properties under market value. The first thing we need to do is secure that purchase agreement and lock up deals. We do that through negotiating, through conversations, through following up, and that's what we're going to go through in this module.
So what we're going to go over today: There are such things as answering services that would do a lot of the answering work for you, so you're not answering the phone all day. We're going to talk about the pros and cons of that versus self-servicing the calls and answering them yourself. Conversational flow: what those conversations look like when you have potential sellers calling you. We're going to look at common questions, overcoming obstacles. Obviously, this is a sales game, so overcoming obstacles is a big part of this business model. Some of you might already have that naturally; some of you might be salespeople; others might be engineers and introverted. So either way, this is stuff we're going to have to pick up; this is stuff we're going to learn. You know, the engineers might be better at a lot of the pricing and a lot of the backend stuff, and the salespeople might be better at this side. But either way, if you're a D-minus salesperson, we can pull this up and get you to be, you know, a B+ salesperson just from training and doing this over again, listening to your calls. You can record your calls on OpenPhone or whatever your phone system is you're using, review them, get mentors in the space, things like that. So we'll take you from a D-minus to a B+ through work and education.
Then, for the natural salespeople, main game—the name of this game is just be aggressive; be aggressive on the phones; get the purchase agreements as quick as possible; and answer any hesitations and just get, you know, responding quickly. Basic sales 101 type stuff. You'll be out-50% of the competition just from doing the basics—responding quick, texting them back, following up when you say, guys, this stuff's basic sales—it's basic. It's just servicing the potential customer and building that trust. So we'll get into that as well. Going to talk about the purchase agreement and, you know, the idea behind getting the purchase agreement. That might be uncomfortable for some people to ask that question, but we're going to go over, you know, what to do when they're asking for more money, they're—or what to do when they're ready to sign the PA, how to collect it, different options to collect the purchase agreement, things like that. And if I say the word PA, I mean purchase agreement, for those who don't know. So purchase agreement is what we send out in the mail; the potential landowner and potential seller gets that piece of property or gets that letter, and that's the purchase agreement. So the letter that the seller is receiving is the purchase agreement. So if you hear me say PA, that's that. Negotiations and then the follow-up—just following up on these calls as well, because as we know in sales, the majority of the calls are not going to be closed deals. So we need to get systems in place to follow up later on and maybe spark some sales out of those within 90 days or a year or six months. So following up is a big part of this business as well. So let's jump into it.
Answering service is a company that answers your calls for you. So say you send out 2,000 letters, blind offers; on average, you're going to get, you know, 10 to 20 calls back from those 2,000 purchase agreements you sent out. If—when those—those all usually hit around the same time, a 3- to 4-day period or a week period or so, and all these people are receiving the letters around the same time, so you get some calls. There are companies like PatLive—there's a bunch of other companies that as well—that will answer the phones for you and then ask them questions based on your business model. So the advantage of this is you save a ton of time, because a lot of these calls, as you'll learn as you get in this business, are not going to be happy; they're going to ask you how you got their information, get a little hostile. They're called hate calls, right? And that's okay; don't be discouraged; it's a numbers game; that's completely fine. Let them be mad; just move on; give them a number and move on; they have your purchase agreement. But there will be a percentage that also are interested. What these answering services really do for you is they filter out the hate calls, so you don't need to deal with them, because it can get a little emotionally draining. Me personally, me and Ron answered our calls for the first probably year, maybe a little less, maybe six, six to eight months of being in this business; we were answering it ourselves, and you learn a lot that way. The problem is, if you have a job and you can't respond to these right away and can't call them back or can't answer the phone, you're going to lose deals. So if you guys are stuck at a 9-to-5 and you won't be able to answer your phone ever or call them back within a decently quick amount of time, an answering service you might want to look into if you have the budget for it. Either way, the main name of this game is getting—servicing them as quick as possible, getting them on the phone, answering it the first time or calling them back quickly after leaving them voicemails, text follow-up, things like that. We use a company called PatLive; that's our answering service, and this is what we have them ask: We say, "Hi, welcome to APKY Land," or "Hi, thanks for calling ABY Land. Are you interested in selling your land?" That's question number one, because these companies charge you by the minute, so we want to be as efficient with time as possible when you're outsourcing your calls. So the seller calls them in: "Hi, this is ABY Land. Are you interested in selling your land?" Gauge the interest: Yes, maybe, or no are usually what they respond. And then depending on what they say, if they say yes, we say, "Are you ready to move forward with this offer?" Or if they say maybe, we say, "Are you ready to move forward with this offer?" And then you get a yes/no response also. And then PatLive also gives you notes, a description of the call breakdown based on what happened, so they'll kick this over to our CRM or email. At first, they'll kick it over to your email address, and then you can review the notes and call them back right away. Now, if that says, "Are you interested in selling your land? No. Are you ready to move forward with this offer? No," and then the description says, "They were very upset and would like to speak with Mr. Daniel A. as soon as possible to go over how you got their information," that's a hate call, and we wouldn't call them back because of that. So it filters out a lot of that BS that you deal with in this business model. And then vice versa, you'll know when you have a hot lead and know when you need to call them back right away. We use one to this day; we use an answering service; we use PatLive. I'd recommend it if you guys have the budget. At first, answer yourselves; that's completely fine, unless you just absolutely can't. Um, but just remember, get back with them as soon as possible. You will lose deals, I promise you that. If—if you don't get back with them, you guys will lose deals. So those are the two questions: If you do go to landinvestonline.com/patlive, we have a connection with them; they'll plug you into our system and all that stuff, so you can get your scripts and get set up with the land investment um group as well. But those are the two questions to have them ask: "Are you interested in selling your land?" and "Are you ready to move forward with this offer?" You'll learn a lot of information based on those two in their notes as well. Cool. So let's keep moving forward. Those are the pros and cons of that.
So when people call in, usually just—this is basic sales—so they call in, you get a call, you say be very, very respectable; always be very nice; you want to be warm and welcoming. This is sales, so be overly friendly at times; don't be fake, though. And the goal is to build rapport and build trust, right? So answer the phone: "Hi, welcome to APKY Land, this is Daniel, how may I help you?" Something—something like that. "Hi, this is ABY Land, how can I help you?" Something along those lines. And the first thing you want to do is really gauge their interest: Are they actually likely of selling their land? Are they interested in selling their land? And you can ask a set of questions at first. So, "Hi, this is Daniel at APKY Land, how can I help you?" They're going to respond to that, and they usually say something like, "Hi, you sent me a letter on my property in Mon County, Georgia, and I wanted to—I had a few questions on that." That's a good—that's a good sign, right? "I have a few questions on that." That means they're might be interested; they want—they have more questions; they have obstacles, objections, things like that. So you want to address those; you—you'll learn a lot by just asking that question and then say, "Yeah, what—" And then if they don't really respond and say, "Hey, you sent me a letter on Making County, Georgia," to Making County, Georgia, and they don't really have a anything after that, which will happen, just say, "Yeah, are you interested in selling your land?" That can be your first question: "Are you interested in selling your land?" And then that opens up the door to ask more questions, and then it really trickles from there. And then if they say yes, they say yes, but they have hesitations, we're going to have to address those hesitations. Ask them questions like—fill questions such as: "How long have you owned the land? Have you been to the land? Are you the only owner on the—on the property name? Um, why are you interested in selling the land?" Is just something you don't use, and you can gain a lot of information. We got to be like little detectives here, trying to figure out what their hesitations are, what their objections are. But I will say, don't over-ask questions if they are interested.
So here's a little scenario: I answer the phone: "Hi, this is Daniel with APKY Land, how can I help you?" They say, "You sent me a letter to Making County, Georgia," and—and they just stop there. "You sent me a letter," and then I say, "Oh, yeah, absolutely. Um, do—do you have a reference number?" You got to get their reference number so you can connect the dots. Always get their reference number first. And then they give you the reference number, you write it down, and then you ask them, "Are you interested in selling this land?" And based on what they say, they say, "Yeah, I am interested. I have a couple questions first," and you say, "Oh, yeah, how can I help you? What—what questions do you have?" "Well, I—I'm just worried about getting scammed. How do I know you're legitimate? And how can I assure that, you know, I'm going to get this check?" Well, I say, "First off, the first thing we do, we work with a local title company in your area. So in Georgia, we work with Frick and Lmy. I'd be happy to refer you to their attorney over there. You can talk to them. If you have an attorney you want to use and talk to us, we can hop on the phone with them as well. But you can close in person; you get your check in person. And I assure you this is—this is a safe transaction. We use a title company for every transaction to assure you're safe and we're safe on both sides. But there are times where we bring in other attorneys to—to protect yourself," just when they have other questions to make sure this is legitimate. If you wanted to pull one of them in, that's completely fine as well, and you can kind of overcome their objection with the scam. Now they know we use a title company; they know that we—we're using attorneys; we welcome to bring in their attorneys, so we're not like sketching away from that situation, because we know we can have that conversation and they would understand we're not a scam as soon as we talk to that attorney. So you can overcome stuff like that. Then you say, "Yeah, so once we get your attorney on the phone or you talk to Frick and Lmy, are you ready to move forward with this offer?" And then based on that, they're going to think of the price. So we offer—say we offered $35,000. Now they're in their head thinking, okay, they offered $35,000. Usually they already have a number in their mind when they're off time, and they might say, "Yeah, I'm ready to move forward. I've had this for 20 years; I haven't done anything." When—when they say that, if they say they're ready to move forward, do not ask them more questions. They're ready to move forward; there's no reason to ask them more questions. You want to ask them every question about getting that purchase agreement. "Oh, that sounds perfect. You know, as soon as we get this purchase agreement back from you, we can start the process. I'll send it to Frick and Lmy Title as soon as I get that back from you; I'm ready to roll and get this started, so we can get you your money in a couple weeks here." And then that gives them, you know, urgency to get that purchase agreement. You always want to get the purchase agreement as quick as possible. So if they're ready to move forward at that $35,000, get the purchase agreement as quick as possible; answer any questions; keep the conversation smooth. After doing this three, four, or five times, you'll have a good feel for how they go. And the name of the game is just identify any obstacles they have, but don't over-ask questions if they're ready to move forward. Just get the purchase agreement. Do not overthink this; get the purchase agreement. And one of the other things is, before you get the purchase agreement, don't do too much work. A lot of people always do too much work before getting the purchase agreement and waste time. Do not do that; that is one of the worst things you can do. You can spend hours and hours and hours analyzing a property, thinking you're going to get it, and then it just doesn't show up. Get the purchase agreement, then do your due diligence. Do not do due diligence before the purchase agreement. There is a—I'll show you guys later—there's a clause in our purchase agreement that allows us to get out of it if we absolutely need to.
Some common questions you guys will get when hopping on the calls with the sellers: Number one, most common is what you're going to do with the land. So how I answer that, and I like to be as transparent as possible, but how I answer that: I say, "You know, we're an investment company; we do different things with the land. We are not looking to develop a massive structure on this; we're going to line this up with someone who wants recreational land or is in the area and has a dream property, has a dream of getting your five acres. We're going to do what's best for—for us in this market, but we're not putting a massive development on—on this. So it really depends; the situation; we do different things with land, but we're an investment group. So sometimes we've timbered land; sometimes we've, uh, you know, sold land to a—a hunter, leased it out to a hunter; sometimes we sell the land to someone who just wants to use as recreational; sometimes they put a house or a cabin on it; someone wants a cabin house. So it just really depends," and that's how we keep it, because that is the truth. What they usually want to see here or don't want to hear is the major development or a Walmart or something like that. This is Rural America; people don't like that stuff. They like land in—in Rural America. They'll ask you if you've seen the land. That one you can say, "No, I haven't seen this in person. We have boots on the ground in the area," which is referring to your realtor. So you can say, "We have boots on the ground in the area; we—we analyze everything, uh, through satellite and through our different software. We have, as land investors, we have really good tools, and we feel very strong about your land. You want to encourage them that you feel strong, and our realtor and our partners, we do a lot of business in this area; we feel very strongly about your land," stuff like that. "How can I—you're not a scammer?" We went over that before; refer them to your title company; that's probably the easiest obstacle to overcome, because one, it shows they're very interested in moving forward when they do that, and two, you have—you're not a scammer, and that's easy to overcome; you just got to use a little sales. "What happens—what's next if I sign this?" So how I walk them through that question is: "First step, you sign the purchase agreement; you get it back to me; we'll go over ways to get them back to you here in a moment. You sign the purchase agreement; you send it back to me. Once I get that, we do a quick due diligence on the property; send it to title; they pull—get title insurance, so we're protected. We get title insurance on every property, so that's what the delay is with getting you your money; that usually takes a week or so. Once we get that back, we set up closing; we get you your money; you go in person, or you can do this remote; it's really up to you, and we do about 50% remote closing, so it's very normal if you do want to be remote, and you'll get your check. But once—after you sign that, we do a quick due diligence, get it to title and close this; it's our goal to get this property owned by us as soon as possible to get you your money as soon as possible." "Can I use my attorney to close?" Um, that's one where there are—there are disadvantages of using someone else's attorney, because we do a lot of business and we're an investment group. Get a quote. Um, if they do that, make sure you know—usually we—we cover closing costs in this business, but if they're using their own attorney and they're representing them, that's something you might want to, uh, split closing costs; it's all negotiable. So if they—if you can—if they're stuck on that, um, you can definitely do that. We have used people's attorneys; you don't want to lose a good deal because of that. Okay, so next we have overcoming obstacles. First thing you want to do is identify any hesitations; you want to build trust; you want to build rapport with the people. So far we've really talked about people who are want to sell or don't want to sell, the hate calls, and the people who are interested, the people who are kind of in the middle, more leaning towards no. You want to identify those—those, um, objections; you want to ask them questions like, "Hey, when's the last time you've—you've been to this land? I noticed you lived in New York; the property's in Georgia; just curious to how often you use this property." And you want to start ingraining that in their head, because they will say, "Oh, I haven't been there in 15 years." So they say, "So what's holding you back on selling this land?" And then you can get their other objections and keep digging, and then you'll have a good feel of what they really want. And if it's more money, you can talk about more money; if it's—they're holding it because they're stuck emotionally on it because they inherited it from their dad, you can talk about things like that. It's a sales game, so getting—really digging, really deep on those objections is very important. Figure out why they don't want to sell the land. And no, guys, you don't figure that out by saying, "Why don't you want to sell the land?" You can, but usually you have to dig through other questions that kind of lead to it. And if you do ask them that question, "Why do you want to sell—sell your land?" they're gonna answer pretty broadly, and then you can keep digging and digging and digging. So after that, you really want to follow up accordingly. So sometimes you'll hear that they need to speak with their…
Family first. That's an example I wanted to put in here. If that's an objection, they need to speak with their family. Get a date. Right. When do you think you'll be able to do that by? Uh, also, if your sister Sarah, or whatever, you need to talk to your daughter first. I'm happy to go over the process and talk with them as well. If you want to hop on a three-way call, any questions they have I can address right here and directly to them.
We work with, you know, people want to sell their land. We work with young people and old people, but a lot of elderly want their kids to be involved. You know, if they're in their 70s, 80s, whatever, uh, they want their kids to be involved. And when their kids want to be involved, you can address a lot of those issues on the phone. So try looping them in. That's very, very common.
So, ways to collect the purchase agreement: email, text, mail, and e-sign. Right. You can use a DocuSign, anything. They're all, they're all similar. You can have them snail mail it, which is the worst option because it's slow. You want this as quick as possible. So the most common, I think, is texting or emailing the purchase agreement. Texting is really common. They can just shoot a picture on their phone, right? They take a picture of their, of their purchase agreement signed, and then they send it back. You always want to get the purchase agreement before you do your due diligence. When in doubt, get the purchase agreement. We're going to go over some scenarios next.
So, if they need to mail it, then what you can do is, um, I would offer all three of these first, and then if they still really need to mail it, that's okay. We do still get purchase agreements through mail. It's just can be unreliable and delayed for sure. But most common, just text the picture. And if you guys do adjust and negotiate, they can cross out the price we offered on there. So say we offered, you know, right down here where it says offer price, say we offered $115,000 on the bottom right here, right where I'm circling, if we negotiated and they want 17, they can cross that out with a line, initial by it, and put the new price. That is legal. Every title company will accept that. So, like I said multiple times, when in doubt, get the purchase agreement. If you guys need to ever cancel a purchase, don't feel bad about getting a purchase agreement. There's a clause in here if you need to cancel one because it's 100% in a Wetlands, they will understand that. The key is to get them that answer as soon as possible, so you don't let them sit for a month, and then you tell them, hey, your property is wet. You can find that out in the first couple days and then tell them, so they're not sitting. That's when they'll get mad is when you take so long. They think they're selling it, and then you cancel.
But look here, buyer confirmation and acceptance of legal and physical aspects of the property. This offer is contingent upon the following terms: buyer confirmation and acceptance of legal and physical aspects of the property. That can get you out for just about anything: WL, FEMA flood zones, slope. We're talking about physical aspects, acceptance of physical aspects. It's really anything. So just keep that in mind. They know that they have this. We don't like to back out if we don't need to, but this is business. We got to make money. They got to make money. In the end, in the end, and the end, buyer of the land needs to be satisfied with the price and the market and the land. That's how you're going to sell it. The markets, the market, so it needs to work for all three sides: the seller, us, and the future buyer. If it doesn't work for one of those, this business model breaks, and it's very sustainable from that point of view by providing value to all those sides.
So, cancel PA, let them know as soon as possible. Speed, you know, the quicker you can get this purchase agreement, the quicker you can get it to title, the quicker you can get it through title and them their money, the less likely of falling out. Properties fall out when you drag your feet. You're not updating them. They are not in the loop. They're in the black, and they just have no idea what's going on, and then they get frustrated. They call and they say, I don't want to do this with you anymore. They don't trust you. That's when properties fall out. Be quick, and speed is, is really big in this game. One of our core values at ABY land is action-oriented, getting things done, just getting it done, moving it along, get it to the next stage, get it in title, get it up for sale. The whole process is about speed. You want to turn this inventory as quick as possible, so get this locked up, get it going.
Um, you always want to end, if they're saying they're sending the purchase agreement, don't just get off the phone and start dancing, although that's really exciting stuff. I, I love that, that those words. But once they confirm they're going to send it, ask them, say, hey, when do you think you're going to be able to send the purchase agreement so I can look out for it and tell my, my co-workers to look out for it because Barber's sending, sending a purchase agreement, purchase agreement. They'll lock it up and put commitment on them. They might say by Friday. Oh, I can get it out this afternoon after work. And then if they don't, you can follow up on that the next day. Don't be too aggressive. When I found out this in sales and general, but really in this business model, when you want it too much, they can sense that. They sense the energy, and they get turned off by it. You don't want to overly follow up at first. You don't want to show them you want it too bad. You want to, you know, get the, get the commitment from them and step back a little bit, then start following up.
All right, so negotiations here are four or three different scenarios. So say you offered $110,000 on a property, the seller wants 12K. So the seller wants $1,000, $2,000 more than what you offered. If you guys priced accordingly and you guys are doing this business model accordingly, get the PA before getting off the phone. $22,000 doesn't make or break this business. Usually what people want is to meet somewhere in the middle. If they want 12,000 and you offered 10, you can probably stick at 10,000 and still get it from experience, but sometimes give them a win. Meet at 11, meet at 105, meet at 115. If they're really stuck on 12, go up to 12 if you absolutely need to, but you'll be surprised how many people just will still accept your offer at your offer price. It's like they get this, they know it's negotiable. They call back, they ask for why not. They're going to sell it either way. They're going to ask for $2,000 more. Do get the purchase agreement before getting off. That's a very good sign.
Next, you offer 10K, they want 20K. Usually they just want to meet in the middle. This isn't one I'd say get, get absolutely get before you get off the phone. You might need to do a little, um, you might want to call back later based on your conversation, but I would meet somewhere in the middle. If it's good land, meet somewhere in the middle. They want 20,000, offer 10,000, going at 13. Give them your reasons: you close quick, you're paying for all the closing cost, um, you can get them their money in two weeks, and you're taking care of the whole process. They don't need to list, there's no fees, there's no agent, there's none of that. $113,000, uh, that's, that's as high as you can go, and then try to see what happens. So usually meet somewhere in the middle. They just want a small win a lot of times. See what you can do.
Next, you offered 10K and they want $50,000. Usually won't work, um, they just have an unrealistic number in their head, if you, unless you priced really wrong or whatever, but that typically doesn't work. You always want to put a number in their head though. Never leave a conversation without putting a number in your head. Be like, hey, the most that can go up to $133,000. That doesn't work. I completely understand. If you ever change your mind, let me know. That never hurts. You always want to leave it in their, in their, in their hands, because they will come back and, just from experience, guys, the tip that I have here is don't be scared to stick to your original offer. When in doubt, stick to your original offer. You'll be surprised how much this, it works. I mean, negotiating is very important, but you'll, you'll be able to get some deals from sticking to your own number. Trust me. And over time you guys will sense the energy and the vibe people are giving you on the phone, and you'll know whether you can stick to your number or not, and they'll say yes or no. It's just experience.
So, options if you cannot come to an agreement. Say, you know, we offered 10, kind of like our situation before. We think we can sell it for 25. Actually, let's, let's do a new scenario. Say we offered 20, we think we can sell it for 45, and the seller wants, uh, 30, right? If we offered 20, the seller wants 30. First thing we want to do is try to come up with somewhere in the middle where it makes sense for this business model is still work, and we can buy it, right? Option one: The best scenario is they accept that $220,000, right, right. That's option number one. Second option would be coming up with a price that works for both of you and you can still buy this, say $23,000 or so, 25,000, whatever works for you guys. If that doesn't work and you can't negotiate and they're still stuck on that $330,000, there are other options, right? We're not going to be able to buy this. You're not going to be able to get deal funding at that price. There's not enough margin in it. Maybe if you have your own money and you want to do it real quick and make a quick 10, 15,000, that's, that's another situation. But there's an option for double closing, you know, whaling. That's what wholesalers do. But what you need to double close pretty much is you need to get 90 days to market the property. And essentially that's saying, hi Bob, I, I understand you want 30,000. I think I can come up with that 30,000, but I'm not going to be able to close in two weeks. I can close in two weeks if for that $23,000 that we discussed. If you want that 30,000, you're stuck. I'm going to need more time to, to, to do this. I need about 90 days to find the right situation and line it up with, with the process isn't going to change. It's still going into my name, but I need 90 days, uh, to really close this property. And then they'll have questions on that, but essentially what you're doing is double closing is where you take a property you're under contract with and pretty much you have the right to list that. So if you guys are wholesalers, you guys already know this. It's pretty much wholesaling a property. Say you have that property under for $30,000, you're in agreement for $30,000 with him, and you add a clause in our person agreement giving you 90 days or 120 days. You take that property and you list it on the market and you find a buyer for say 45,000. You'll make that $15,000 from doing that. That's something we won't buy. That's something, like I said, it's our third option. We won't buy in our own name because of the risk and the price, but it's a good option to make some money for when the Situation's right. It's pretty much you have to get something called an attorney in fact or so or similar legal document. You need it notarized by the seller, and then you can have, then you have the right to list the property. You have the right to list the property on the market, on the MLS, on Facebook Marketplace, on all the places we sign, and you can find a sell, and you can find a buyer for $45,000, and you take the difference. So then it goes from, this is where it gets a little confusing. Don't be overwhelmed by this because it's not a big part of the business model if you don't want it to be, but you can make some money in it. So it goes from the seller's name on the closing date at the, on the same day, it goes from the seller to me for $30,000 and then me to the seller for $45,000, and then you get the 15,000. That's why it's called a double close. It happens on the same day. It minimizes risk, and it's really, really easy to do once you do it a couple times, but that's, that's kind of how the conversation goes. You can get them that $23,000 right away or you need 90 days for that $30,000. Process stays the same. It's still going in your name because it is because it's two closes, right? It goes from you to the, goes from the seller to your name and then yours to there. So it is still going in your name. You want to reinstate that, um, you just need to say you work with some local people and are going to try to line something up to get you that $30,000, uh, and then get that attorney in fact. It, it can be a little bit more complicated and harder to scale. There's more operations involved. You got to deal with the seller, you got to deal with the buyer, things like that. We'll have more going over this in the community for sure.
So, following up, this a big part of the game. So for the people you're negotiating with, you can't come to anything or they're waiting or they need to talk to family or they say call me back in 6 months, you need to follow up accordingly. If they seem really interested, call them in a week, call them in a day, um, figure out what their hesitations are and call them accordingly. Always end the conversation with the test, hey, how's next Friday sound for me to give you a call back? But if they say they're really on the fence, you want to get it the sooner the better. Like if they're, if they need to talk with their kid, they're ready to go, they need to talk with their kid, hey, when your, when you, when you're going to happen to talk with your, your kid, and then find out that date and follow up after that. So it's all situational. When people aren't really interested but they say follow up later, set a 3-month notification or 6 months, um, there's short-term follow-ups with the interested people and then long-term follow-ups with the not as interested people. And there's texting as well, which we teach where you can set these all systematically for follow-up in six months and a year, and you'll dig up a lot of leads from this. You know, people's life, life changes in general. That's why remarketing works so well. We send mail to the same places over and over and over again and get deals from, from different people because life situations change. You might not want to sell your property now, but maybe in 6 months you want to sell your property because you have tuition to pay or your kids, you know, you moved, you moved cities or you have an expense that came up or you want, whatever it is, you want to take that vacation you always wanted. So you want to follow up accordingly, short-term, long-term. I have like a 90-day follow-up and a six-month follow-up and then also a short-term like weekly, bi-weekly follow-up as well. So that's, you want to test that out in your own business and see what work, working, but you always want to follow up. And when you follow up, leave a voicemail and text them. Do both of those. Call them twice. So if they call and no answer, hang up, call them again because the double call method works. You'll get about a 30% more increase in your answers because the first time they're like, oh, it's scam. Second time they're get a little curious, like, is something wrong? Do I need to answer this? Is this important? So let's go to double call. I think you always want a double call, call the first time, call the second time. If they still don't answer, leave a voicemail and text them and then put it in the air court and then call again and stay on these people. This is sales, guys. Other than that, know we went over a lot of information, but good luck with your guys' leads. Stay aggressive, get the purchase agreements, follow up, do the basics, call them back quick. When you guys get these calls, you want to take care of your leads. Leads are very expensive in this business model. Mail's expensive, calls are expensive, so you want to take care of them and really cater to them. Take every single lead seriously, even if it's a hate call. It does not hurt, guys. Other than that, thank you guys for joining. We'll see you guys next one.