Transcription
Welcome to the channel where wholesalers and flippers learn to unlock their potential and rise to consistent six-figure months. You're not just building a business here. Oh no, you're building freedom, confidence, and a life you are proud of. Every episode moves you one step closer. So, let's grow this thing together, baby.
I am Brent Daniels, Mr. TTP. And on today's episode, I'm pumped for this. I am so pumped for this because this is a skills-based business. This is a skills-based business. That is the absolute fact. The better that we get at these 20 skills, this is how you build a 7-figure real estate business. Multiple seven-figure business. And I'm not just talking one year. I'm not just talking you had a great year and you crushed it. It's 2021 and then and then it goes down and then all of a sudden you're you're you're you're climbing back up the mountain again. No, we get to a level and we keep going up. All right. And the only way to do that is to focus on the skills of this business. And it gets different, right? It gets different some of when we're getting started out. It's just about finding opportunities. It's just about getting deals done. It's about crossing the bridge of faith to fact, right? You start out in this business and you believe that you can do this. You believe that you can make money in real estate. You believe that you can change your life. You believe that you can get out of your nine-to-five. You can believe that you can control the time that you have left on this planet. That is the point of all of this, right? But to be able to get to there, you have to level up. You have to constant and never-ending improvement. I remember reading and listening to Tony Robbins way back in late, you know, 19 in the late 1900s, you know, in the in early 2000s and it was all CNI, constant never-ending improvement. And so there's always that's what makes this business so exciting is because there's always things that we can grow and improve on. All right? And this is your road map. This is the blueprint. These are the 20 skills that if you focus on and you get better every single day, those are the people that rise up. Those are the top 1% in this industry. Those are the people that are actually bringing home life-changing money, right? Those are the people that they go out and they get amazing deals to the point where they're living the lifestyle that they want, but then they have even they they have more money left over to go and buy the assets, right? First we get rich and then we get wealthy. We focus on the active income and then we put it into assets for that long-term real fundamental wealth, right? That that deep life-changing levels up the people around you, levels up your family into a different place financially. All right. And so we're going to go through in this series that we're starting today. We're going to be going through these 20 skills and really breaking it down. Remember, you get participation trophies. You get participation uh points here for getting in the comments and getting clarity on each and everything that I break down here. So that there is no confusion, there is no questions, right? There is only going out and taking massive imperfect action. Great to see you, Brandon. Great to see you, Tracy. Uh, great to see you guys all. Thanks for hopping on here.
All right, so let's start off with one of the most difficult ones, right? That we start off with number one, the one that really is a thorn in the side of an entrepreneur, which is time management. Time management. What are we going to do today? What are we going to do today to be productive? What are we going to do today to find an unbelievable opportunity? 80% of your schedule when you're looking at the action items of what you're going to do on a daily basis, 80% has to be income-producing activities. In our business, that means having quality conversations with property owners and making offers. Conversations and offers. Don't overcomplicate this. You need to make sure that most of your day is spent talking to people. All right? It is talking to these prospects. Is talking to property owners and doing the deep discovery and finding out what is their goal with their property. Why do they want to sell the property? Are they selling their property? 80% when you're looking at, okay, I'm going to break up my schedule. What should I be doing on a daily basis? 80% has to be income-producing. 20% is income-servicing. Okay, that means when you actually get a deal, getting it to the finish line. That is the income-servicing part of this. All right, but if we don't have deals, what are we doing all day? What are we doing? That's when the the the little sneaky monster comes in. The little sneaky monster called creative avoidance. And there are so many different ways that this manifests itself into our daily schedule. Well, I'm going to go do research. I'm going to go do deep research on a property that I think they should sell this property. You've never even talked to them. Why are we doing research on any properties that we don't know if they actually want to sell their property? It makes no sense, right? Creative avoidance. Oh, I'm I'm getting ready to to start making some calls. I went out and I drove around town and I got all these ugly houses and I'm about to I'm about to call them, but you know, I'm going to take out the trash first. I'm gonna I'm gonna go listen to a podcast first. I'm going to go pump myself up to go out there and take action. I'm gonna go, you know what? I'm gonna I'm gonna go through the scripts and I'm going to really know the scripts back and forth before I actually get on a conversation, actually get on a call with a property owner. Creative avoidance creeps. I I am telling you guys, I've coached thousands and thousands of thousands of unbelievable real estate entrepreneurs and creative avoidance is one of the biggest torpedoes for our productivity. What can I do instead of talking to people? Maybe maybe there's a new tool out there. Maybe AI is going to solve all of the the awkwardness of this business. Maybe I should go and jump on some Zoom calls or maybe I should go on this webinar or maybe I should go and uh and watch this YouTube video before I go out there and actually I I don't want to be embarrassed. I don't want to be embarrassed. I want to make sure that I'm confident before I go out there and start making offers. You know what? I'm going to go and comp a bunch of properties so that I really when I do get that really good lead, I can I can know what exactly to offer them. Like all of this creative avoidance. And it's not it it's real. It it it it's one of those things that you don't see coming. All right. It's it's you're you're I I I got my I got my list. It's in the dialer. I've got my list. I'm about to text these people. I'm going to I'm going to go call some real estate agents and I'm going to see if I can make some offers on their listed properties or I'm going to go see if I can get some referrals for some off-market deals they can bring me. Uh, but before I do that, I'm going to walk the dog. Don't do it. Don't do it. Like one, two, three, go. Start reaching out. Start being productive. Start start failing as fast as possible. Creative avoidance. Really like put that in your brain that if if I'm doing if if something is stopping me, if there's a blockage in in taking action today, why is that? How do I get rid of that? I think the the thing that really helped me out early on is just just press call. Just don't think about it. Don't worry about what you're going to say. Don't worry about the property. Don't hallucinate the conversation too much. Just go. Just go. Don't let the creative avoidance stop you from solving the problems of property owners out there, guys. There are so many problems, especially right now in this market right now. There are so many problems. Don't let creative avoidance creep up on you and stop you from solving those problems.
Next, are you full-time or are you part-time? Are you full-time or you part-time? Do you have a full-time job? Can you Is this like a side hustle until you can replace your income? Great. You need to commit to 20 hours a week. You need to commit to a minimum of 20 hours a week if you're doing this part-time. I've got kids. I've got responsibilities. I've got I I've got a job. I've got these other things going on. You got to find 20 hours. You have to look at your schedule and you need to set it aside. You need to make it sacred time. This is sacred time. This is the time that I'm going to commit to this business. You've got the potential. You know, you have the potential. Our brains are different. We were born with this walnut-sized part of our brain that says there there's got to be more to this. There's got to be more service that I could provide the the community, the marketplace, the world. Yeah, we we got to have that, right? Or or why would we even be trying to get into real estate? So, you already have that. Let's press on that. Let's let's let's challenge that. The only way to do it is you got to carve out that time. You need to have the conversations with your family and you need to say, "This is the time that I'm going to commit to this business. You got to find that 20 hours if you're doing it part-time. If you're doing it full-time, 40 hours." But I'll tell you a little secret. Once you get into this and once you start building that momentum, once you start having quality conversations, once you start making offers, you don't even 40 hours feels light. That feels super light. It's too much fun. It's just too much fun. You want to commit more. You're thinking about it all the time. You're you're pushing your endurance for this business. You're you're pushing your endurance to stay on the phone. You're pushing your endurance on setting up as many appointments as possible. And so that but 40 hours has to be you have to look at this when you're getting started like it is a job because you're self-employed. That means that you're building a specialized skill and the more reps, the more time that you go into that. The more that you pour into that, the faster you build the skills. Now, you might you might come hardwired. This might be innate to you. You might just be one of those like, "Oh my gosh, you you've got batteries come included with you. You're ready to rock." You still have to be disciplined with your schedule. You still have to time block with those 40 hours. I love looking at I love doing the the I love doing the hunting in the morning. I love doing the prospect, the lead generation in the morning. If you don't have a big budget yet, if you don't have a budget for people to be reaching out to you, you got to reach out to them, right? And so I love the perfect schedule. 9 to noon, you're on the phone, you're making calls, you're talking to new people, you're talking to property owners or you're talking to people that represent property owners, agents, right? And then a little bit of lunch. You don't have to do this crazy hour, crazy 90 minutes, 15 minutes for lunch and then you're back at it. you're back at your uh lead follow-up, right? You're doing your lead follow-up. You're going through, you're making sure that you're planting seeds with all the people that are in your lead pipeline. And that's that's usually 45 minutes, an hour, maybe two hours. It just depends on where you're at in this business and how many people you have in your pipeline. Okay. So, that's that's that's like noon to 1 to two and then the afternoons for appointments. I like being in the office in the morning. I like being in the streets in the afternoon. And if you don't have appointments, guess what? You're back hunting. You're back hunting for more opportunities. You're you're having more conversations. You're making more calls. You're reaching out to more people. You're you're you're extending your uh proactive activities. Okay.
Edwin has a comment. I already know the answers to my questions. Just want to say thank you. Creative avoidance and repetitious boredom are some of my biggest problems. I think one answer is my why. Why are you doing it? Why are you doing it, Edwin? Are you doing it? Is it is it you you grew up poor? You don't want to You don't want to be poor. You You don't want the the second half of your life to be a struggle. You you you want to level up your family. You want to see the extent of your potential. Like all of these things are incredible. All of these things are the the the reason why you do this. There's got to be something there. Or you would just you would just entertain yourself. You would just you would just the the creative avoid. He would just go for, you know what, I can make ends meet. I can live paycheck to paycheck and the rest of my time I'm going to just entertain myself. Who wants to live that way? That's crazy. Like, I feel the best when I am of service. Do you guys Does that Does that feel Do you guys feel that way? Do you feel the best when you're solving problems? Do you feel the best when you're providing value to the world? I mean, I think that's the reason we're on the planet is to be of service to others. And that's what businesses do. That's why being an entrepreneur is the highest level of personal development that you could possibly do because it's going to challenge everything.
Next, post your schedule. Post your schedule. Have accountability around it. Again, you have to have the conversation with the people that you're around. You have to be you have to post your schedule to your loved ones. You have to say, "This is the goal that I have. This is the reason I have this goal, and this is the way that I get there. This is this is what my schedule's going to look like." Okay? And when you do that, there's an accountability there. Do you have a do you have a mentor that you can post your schedule to a spouse, kids, parents, like post your schedule so that people understand what you're doing so that there can be levels of accountability. Okay. One of the hardest problems of time management is you you don't have a boss. You're your boss. So, so much of our programming, whether it be from school, from jobs, is you have to show up at a certain time, right? You have to go to school. You have to be there at 8 a.m. to 3 p.m. You have no boss in as an entrepreneur. There's nobody telling you you have to do this. And because you have no boss, you're it could be willy-nilly. We could do whatever we want. Uh oh, you know what? It's raining outside. There's a big storm. There's a big storm going on and it's dark outside. I just I just don't feel really into it today. I don't feel like really showing up today. I don't really feel like, you know, really pushing myself. I'll do it tomorrow. You know what? I'll do double tomorrow. Because today I'm just not feeling like it. Right? And then that leads to guilt. And the next point of this is if you stick to your schedule, you get to go to bed guilt-free. You're not kicking it down the road. You're not saying, "I'm going to do I'm going to do this stuff tomorrow or when I feel like it or when I feel up to it." You go to bed guilt-free. You You squeezed the most out of your day. Maybe you didn't close a deal. Maybe you didn't even get a good lead, but you talked to 15 new people. You made some good relationships. You know that it's a numbers game. You know it's inevitable. You know, listen, I think everybody can agree and put it in the chat if you can agree with this. If you talk to enough people and you make offers, will you be successful? Is it guaranteed? Is it guaranteed that if you talk to enough people that own beat-up houses are in super stressful situations and you put together a plan to alleviate them of the stress of the problems that you will win? Is it inevitable? Or do you think, "Well, man, I've talked to a lot of people. It's just not working out." Or that No, I just don't I just don't buy into that. I just think that it's luck. I just think it's luck. I think it's just, you know, you you know, sometimes you just fall into a really great situation and you get a deal and that's that's how this business is uh is going, Tracy. Eventually. Yes. Eventually 100%. Listen, this industry is undefeated. This business is undefeated. It goes to the winners. It goes to the people that day in day out are having quality conversations and making offers. You cannot lose in this business. You only lose if you quit. You only lose if you let creative avoidance creep in. You only lose if you get distracted. You only lose if you change course. 2026's theme is locked in. Locked in. I love this. Steve knows the harder you work, the luckier you get. I put a little spin on this, too, Steve. I say the more people you talk to, the luckier you get. The more people you talk to, the luckier you get. And just like Dolph Darus said years ago, the deal of a lifetime comes around about once a week. Deal of a lifetime comes around once a week. If you're talking to enough people, if you're building your skills, cold calling baller says, "I only have 10 hours a week for cold calling, Brent." Great. I would challenge that cold calling baller. I think you could get 15. I think you could get 20. We have 168 hours in a week. Nobody sleeps eight hours a night. If you do, you got to tell me your secret. I mean, that's unbelievable. I mean, I'll I'll sleep I I'll tell you what, guys. I I'll have a night of sleep of like seven hours. The next day, like my brain's just it's I the the battery's full. next next day I'm getting like five hours sleep every time. I don't know. That's just how how I'm wired. You know what I mean? But let's say that you sleep eight hours a week. So, okay, you knock off let's call it 60 hours. I think it's 56. 8 times 7. I think that's right. So, now you got 112 hours. You do the full-time uh job. You've got uh kids, you've got other responsibilities. Maybe you coach uh sports or something. You you you play in a band, you do other things. You know, we can only we can only talk to people up to a certain time a day. I get that. But what about the weekends? What about the in-between times? Can you find the nooks and the crannies in your week that you can make a couple extra calls? Make a couple extra calls. Start with talking to one person a day, then two, then three, then four. And I love this one. I had a coach, Kathy Anderson, for years. And uh she used to always say, "Imagine I'm just watching you all day. Imagine I'm your creeper. I'm just behind you. I'm looking at you. I'm watching you. I'm seeing everything that you're doing on a daily basis, right? Would you be more productive? So, imagine that I'm in your house, in your living room, wherever, watching you document it. Imagine that. I'm sitting there and I'm like, "Okay, yep. All right. Cold calling baller made six calls. Okay. Talked to two people. Okay, great. Uh, is comping some properties. All right. Is taking a 15-minute lunch. Oh my gosh. Found an extra hour in the day and is calling more people. Is going on Zillow and looking at the for sale by owners and calling those people. Going on uh Zillow and looking at the properties that they filtered and it says uh ASIS or fixer upper and calling those agents and seeing what the bottom line is for this listing. Oh, they're they're they they've they've got a list that they just pulled from Deal Machine and they put it into a dialer and they just made 300 calls this hour. Okay, great. Talked to 15 new people. Fantastic. That was a good call. That one could have been improved. Like, imagine somebody watching you all the time. Imagine somebody that is that is holding you that accountable. It helped me. I always thought that, you know, I I almost wanted to like put like a poster board of like her professional picture, Kathy Anderson, and uh and and ha have it behind me. You know what I mean? Just the thought of having somebody watching everything that's going Imagine that. Imagine somebody coming in to your life and documenting what you do all day long. You don't think that you would have a more productive schedule? You don't think that you'd be pushed to have more conversations and make more offers? You better believe it. You better believe it. Time management. I'm telling you guys, without this, all the other things don't matter. And we talk I I'm talking about time management because I think it's really important to have a disciplined schedule to not just willy-nilly and and and get lost in the minutia. And one of the biggest problems with time management is we get a deal, then we babysit that deal. We hold on to that deal. We just, oh, I'm counting on this deal. I got to make sure I understand absolutely everything. I'm going to go and I'm going to meet with the title company to understand their process and what they got going on. I'm going to I'm going to make sure that that that cash buyer that I just sold it to is doing everything that they can to get this thing done. I'm gonna I'm gonna just go and and babysit this deal and babysit this deal and babysit the steel.
Dr. Glock says, "I work 6:00 a.m. to 2 p.m. What's the schedule?" I would say decompress. You have to you have to take off the hat that you're wearing and put on the the the real estate entrepreneur hat. So take an hour to decompress, kind of change change your state, right? And then 3 to 6, 3 to 7, it's money time. It's money time. It's talking to new people time. Do you have leads coming in or are you going out there and having to hunt for leads? What's your marketing budget? Right? If you have leads coming in, you better be available to take all those leads coming in instantly. If you have a lead coming in, you have to answer the call live or you have to respond to that lead within 30 seconds. I don't care if it's PPL. I don't care if it's direct mail. I don't care if it's, you know, some people are texting. You know, get in there and start start getting into your uh texting process, getting new conversations going. You know, the best leads that you get from texting, you want to get them on the phone. But what what who you going to talk to? We need to make the decision. Need to make the decision. Who are we going to focus on? Who we zeroing in on? What conversations we having? Are we having them with property owners? We having them with agents. Oh, I love this. Dr. Clark, should I do paper? $4,000 a month is my budget. Sure. ttples.com. You get 200 bucks. That's uh that's our affiliate with um property leads. I think that that is um is it I don't even think it's just proven they have the biggest budget, Dr. Glock, to get you good leads, but test them. Test them out. Get some leads coming in. But you got to turn on. So the beautiful thing with PPL is you can turn it on and off. You know, if you're if you're 2 to 6 or you get off at 2 o'clock, you could turn on when the leads are coming in. I think it's phenomenal. Yeah. Some point P uh PPC because you have lead purity, you know, where those are search-based leads. Some some PPL are search-based, some of it's interruption-based. So remember with marketing there's like three levels, right? There's just being proactive and outreach. That's you making the calls. That's you going out and initiating those conversations. And then once you once you get it to about 2,000 a month in budget, you can start getting the inbound. But most of the inbound in in that level, Dr. Glock, is going to be interruption-based leads. We're talking about Facebook. We're talking about direct mail. We're talking about YouTube. We're talking about bandit signs. We're talking, you know, all the other stuff, billboards and TV and radio and and some of those other things that you need a bigger budget for typically, but those are interruption-based. You're you're interrupting them. They're like, "Oh, okay. I'm going to see what this is about." And they fill it out. Then at the top is the search-based. That's what I focused on, right? That's what my company does for other companies is the Google search. people literally going in and searching for people that are going to buy their house for cash, buy it fast, and that's the top of the pyramid, but it's a it's a it's a bigger commitment. I mean, if you have 4,000 bucks a month, you can get into that. Um, but I think PPL is a great gateway to to to go for that for sure because you get your you get your uh rhythm down. You understand that you have to get these people on the phone within 30 seconds. you understand, you know, what those conversations are like so that you do deep discovery on the first first call that comes in. You have a good quality conversation. You understand what is their goal with the property, what's their timeline, what's their motivation, what's their price, all those things. And then you get into the uh then you have more control, you know, with with uh search-based, you have lead purity, you know where they're coming from because PPL PPL is going to be a combination. It's going to be Facebook ads. It's going to be uh some people are doing cold calling um, you know, big cold calling um centers, whatever platforms that that make a bunch of calls overseas, send in the leads, texting leads, uh cold email leads, some some search-based, but that gets expensive for a lot of the PPL companies to to make a profit on top of that. So awesome. Oh, good. You're gonna talk to Derek? Yeah, perfect. Beautiful. Dr. Glock. So Derek's phenomenal. He'll walk you through the whole thing, the budgeting, everything. All right. So guys, that is time management. Now, let's move on to the second one. Lead generation. It's perfect. We're getting in there right now. Three ways to get leads. Wait, buy or find. That's it, right? Waiting for leads. That is building up a referral database. Easiest, most effective, not most effective, but I will say the easiest and the lowest barrier to entry every single day. Post to your stories, to Facebook, to Instagram, whatever. I buy houses. Send me your deals. I buy I'm looking to buy houses cash. Put a picture, put a post every single day. Look at this. I want to look I want to show you uh Lewis because Lewis is in the Rhino tribe and he texts me every single day. His his different posts. Look at that. He posts right there. I buy houses. Puts his number every day. Every day. He puts a picture of his cat. He's walking his dog. I don't know if you could see that. He puts picture of a house. He's putting himself. I buy houses. I buy houses. Every morning he's te he texts me these for accountability. I buy houses as cash, no fees, no commission. 30-day close. And he gets people that just reach out to him. Stephanie Hunt makes a video every day and she talks about whatever's on her mind and she says, "I am Stephanie Hunt and I buy houses." That's how she starts off every video. I think she's done four deals for like 100k just from that. What What What's your return on ad spend there? Oh, a bazillion percent. What's the What's the net profit on that? 100%. So, and then what you do is you go into Facebook and you friend request people that are in your markets. You do as many as Facebook will allow you. So, you get 5,000 people. The more people that you have that are friends, the more people that see your posts every day that you buy houses. And then the other part of a referral is you should have a big old poster board with 30 boxes in it. And you fill those 30 boxes with people that will refer you one deal a year. Most of them are going to be real estate agents. Some of them could be other investors. Some could be people that you're connected with that are doing business nationwide. They just need boots on the ground in your specific market. You could still make income from that. You can still get part of the deals from that. You can still JV from that, but you should find 30 people that will send you one deal a year. What's the average deal size? Let's say on the low side, 15,000. 15,000 times 30 free referral deals a year, you're in the top 1% income earners in the world from knowing and building a relationship with 30 people that will send you one deal a year. Find those 30 people. Most of that, I would say probably 25 of those people are going to be realtors, local realtors that send you opportunities. Okay. Next is to buy them. Buy buy the leads. That's called marketing. When listen, when you're in the you're you're in two stages in your lead generation in your business. Are you in hustle or are you in buy? Are you in hustle or pay? I love Listen, I built my whole business in the hustle season. I got to seven figures in my hustle season because I just called and called and called. I talked to 45,000 property owners and I asked them the same question. Would you consider an offer on your property there? And guess what? There's only six responses that people can give you. and in some form of those six responses. Hi, is this Sue? Hi, Sue. My name is Brent Daniels and I know that this call is completely out of the blue, but I was looking at a property that I believe you own on 1212 Banana Street and I just wanted to reach out and see if you would consider an offer on your property there. Six responses. Yes, I love that response. No, maybe in the future. I'm kind of thinking about it. We've been talking about it, right? Yes. No, maybe. First three responses. Fourth response, how much will you give me? Yes, I want an offer. No, I hate you. Never call me again. You're a scumbag. Maybe I am considering an offer. How much will you give me? Fifth response is who are you? And the sixth response is how'd you get my number? Guys, when you ask the question to property owners, there's only six responses. Should we get good at how we respond to those six responses? Is there a process in place to get us to those to get to to being bulletproof when we get one of those six responses? Absolutely, guys. This is all in the script that I've been putting out since 2017. tttpinsider.com. You can download all this stuff. ftpinsider.com. You get all You get all this stuff. Complimentary. You're in my funnel though. We're going to email you. Good stuff. Oh, we love you. We want to be a party part of your your growth in your business. But TTP Insider, you get that. But you only get six responses when you reach out to somebody. When you're being proactive. Now, when you're buying those leads, it's a different kind of call. They're reaching out to you because they want an offer on their property. It's awesome. But if you don't have the budget to be able to do that, that's great. Build the foundation. Build your foundation on something that's really strong that you have the confidence in having good quality conversations. All right. So, what are you going to do? Are you I think everybody should be in the wait. Everybody should be building the referrals. That's just part of doing business. Find your 30 people. Get your poster board. Get a ruler out. Get a big thick Sharpie marker. Do a 6x5. Do a 5x6. Do a 3x10 or a 10 by3. You can even get crazy and do a T 2 by 15. I don't know. Maybe you're psychopath. Maybe that's how your brain works. But put that put the boxes together and fill out those boxes of people that you can reach out to on a monthly basis on a weekly basis that you can meet that you can build a relationship with that will send you one referral every single year. Jose has a great question about lead generation. Jose, I learned the tax delinquent strategy at the TPA, a DPA summit. Should I focus only on that or still cold call and door knock? How would you structure daily time for for all three? I love it. Jose, if I were you, I love this strategy. Not just tax defaults, but really hairy deals. real real deals that somebody like let let me just set the foundation for everybody, Jose. So, this country is built off of land rent. Let me explain. If you don't pay your property taxes, you lose your property. Property taxes pay for everything local. The six S's, streets, security, spaces, services, sanitation, schools. That's what that's what property taxes pay for. If you don't pay into that, you don't get the right to own a property. You lose it. And so the tax delinquent strategy is looking at the people that are going to lose their property. And typically it's because somebody passed away and then some family member, the kid, the grand kid, the the cousin, the nephew, whatever, the niece lives in the property. It's owned free and clear. But they don't realize that if you don't pay property taxes, you get evicted from that property. Somebody can own that property. Somebody can foreclose and take ownership of that property. And each state is a little bit different. There's tax lien, there's tax deed states. Do your research with this though. You find the people that are a couple years behind on tax defaults. You find the people that they're behind on the tax defaults because they passed away. You do the deep genealogy research. You can go, you can pull up obituaries. You can go to um Skip Genie and typically they'll tell you if somebody's deceased, which is a powerful tool and find the the people that could be the heirs. Understand how heirship works. Goes to the spouse, goes to the kids, goes to the grandkids. Like there's a certain process who is going to inherit this property. who is go who has if they go through they pro the probate process who is going to be the one that owns that property. That's who you're trying to get a hold of. That's who you're you're you're having conversations with. You help them you help them get a great attorney that runs that. You can get a probate attorney that will do it with no upfront costs. they just get paid in the sale of the property. There is there is a great probate attorney in every single market that will do that. Simply go to Facebook, simply go into the investor groups and go in and ask people who they use for probate and who will get paid in the sale. Because a lot of times the the owners of these or the people that can inherit this, they they don't have thousands of dollars to go through this. You don't want to take the risk that you know something pops up in title and all of a sudden there's, you know, 15 different heirs, right? And and you're paying out of pocket for these things. So find somebody that will do the probate and get paid in the sale. Is a real estate license a liability? I think it is 100% an advantage. I think it's a huge advantage. Get access to the MLS. You get you you um you have more u trust with other real estate agents. Some areas require it. I love that because it the barrier to entry is higher. That means that there's going to be less knuckleheads throwing out ridiculous offers at the leads that you have, the prospects that you have. So, I think that getting a real estate license is really, really powerful. The other thing, if you just don't care about any of that, how many leads do you get want that want retail value? How many leads that you get want to put it on with an agent? When you have a real estate license, you can refer those leads to somebody that will go and list that property and get a referral fee legally. You can't get a referral fee from a commission unless you have a license in the United States. You can't. So now you get I I mean the amount of deal I think we did oh man uh dozens dozens and dozens I mean well over 30 deals last year that we got 50% commission because we get these leads in from PPC and they want they you know they're they're they're not destroyed properties. They want close to market value. They still want to sell fast but they work with our agent Stacy. So she goes and she lists the property. we get 50% of that and that goes right back into our marketing. And so it's it's just a hack to be able to cover the marketing costs that we throw at Google because we're giving the leads to an agent that sends us a referral fee. It's phenomenal. Phil asks Brent what what's the opening statement when cold calling a tax default property which have 30 days. Do you mention the tax def I was just reaching out. I know that this is super uh random but I just wanted to make sure that you were aware of what's going on. Do you know do you know uh Bill Paxton? Yeah, that's my grandpa. Uh well, he's he's still uh the owner of record on this property at 3030 Banana Street. See how I switched that up? And I just wanted to make you aware that the taxes haven't been the property taxes haven't been paid on that property for a while. and the the family, your your rightful inheritance is going to be lost if if it goes through the for the the tax foreclosure, the property tax foreclosure. And I just wanted to make you aware of that. Did you know that they might think it's a scam? It might be good to have a link to a public website, a government website that shows them all of this information. I understand that this might sound like a scam. It might sound like, you know, I'm I'm trying to get something out of you. I just want you to be aware of this. We we specialize in working with people in this situation so that they don't lose their rifle inheritance. Is anybody in the Rhino tribe that's doing the tax sniping, doing the tax defaults that can throw in anything else when it comes to scripting there? Hey Brent, any advice on wholesaling luxury MM properties? I'm pretty experienced but haven't dived into that market yet. Any tips are greatly uh appreciated. You're the best. Mm properties. Uh what's MM properties? Luxury MMO properties. I mean, if they're luxury, they they usually go on the market if they're in good shape, you know, if if they have the potential to be. Sure, we do those. But those are those are usually properties that are really old. They're on a good lot. Somebody wants to go Yeah. multi-million. Got it. Yeah. I mean, usually those are going to be those are going to be properties that have the potential for that. And so, most people are looking at land value. um if it's, you know, a smaller house and they they can but the lot's in a prime area. So, you're really looking at lot value there. So, you'd have to see, you know, go in and look at all of the the properties that have sold that were built in like 26, 25, 24 and look at what they bought it for originally. And then once you understand, you know, those metrics, you could definitely go after those. Yeah. I don't it doesn't make up a huge amount because remember your buyer pool for that's going to be much smaller and usually it's much longer due diligence because it's more of a land and they want to make sure that they can get certain plans approved and they can build what they want to on that and have a really nice exit. But I've seen I've seen some really great flippers get into, oh, I'm going to take this property. It's dated. super dated, but um it's uh hold on. Uh I lost my my sheet here. It's it's super dated and uh I'm going to go and and do this remodel. Make sure that the floor plan is really good. Yeah. Make sure that the floor plan's not something funky because I'm telling you, people have lost an absolute fortune on big time flips, multi-million dollar flips, because the floor plan's just garbage. It was better for them to just scrape it. Luke, I lost the uh There we go. Okay, so got that. What are you going to do? You guys got to lock in. Are you gonna are are you going to buy or you going to find? You going to be proactive or you going to go after it? Right. Brad says, "Working with Jesse. He's the man." And TTP. Awesome. You guys rocking mobile home leads in Maricopa County. Are they a waste of time if not own land and are on a land lease you demand? Yes, Brad. Total waste of time. Total waste of time. I mean, you're essentially uh it's it's more like a auto sale. you have to go through the DMV or motor vehicle division. So yeah, we don't we don't mess with uh lease land mobiles.
Okay. Next for lead generation, strengthen the link, strengthen the link of the amount of people you talk to to how much you make. So think about this. At some point you're gonna have enough data to go if I talk to X amount of people I make X amount of money. Okay. So, uh if you make $15,000 a deal and you have to talk to 200 200 people, what is that worth per conversation? Anybody want to put it in the chat? What's 15,000 divided by 200? It's a significant amount. Strengthen the link of what every conversation means. If you're spending money on marketing and you're not taking these calls live, how much did you just miss out on? If you're doing PPL and it cost you $250 per lead and it takes you whatever, 20 leads to get a deal, 30 leads to get a deal. What does every missed conversation mean to you? You have to strengthen the lead the the link between how much every conversation is worth. So powerful. All right. You want to do Do you know why most people don't do a lot of lead generation? Why most people don't really go full in full send as the kids say? I don't know if they say that. I think they do. Luke would know. It's because they don't know what to say. I don't want to spend money because what if a lead comes in and and and they steamroll me? What if I say the wrong thing? I don't want to I don't want to make calls. I don't want to reach out to agents because I don't know what to say. I don't want to go out and reach out to these property owners because I don't know what to say. Great. Learn what to say and you will do more lead generation, right? It's like dating. Well, I don't know how to talk to guys. I don't know how to talk to girls. I don't know. I don't know what to say. I don't know how to to do things. Great. Learn what to say. You're not going to go out and put yourself out there if you don't know what to say. So, it's all out there, guys. It I I mean, you could probably chat GPT. What What should I say to a homeowner when I want to buy their house for cash? There's no excuse. Learn what to say. Practice it. Practice it. Practice it. Practice it. And then when I when I I started in 2004, I was 22 years old. Scared to death. Scared to death. All commission-based. Never gotten a paycheck in my life. Not really. Did some side things, but never really like employed and scared to death. Got into real estate. You go to real estate school. I'm like, "Oh, great. They're going to teach me everything." No, they teach you how to pass the real estate test. They teach you the laws. Didn't know what to say. So, I'm just listening in the office in Windermir Real Estate. It's a it was a brokerage that I started.
With in in '04, I'm just listening to other people on the phone. We're in our cubicles, listening to people on the phone, trying to figure out what to say. "Oh, what if they ask me this? What should I say here?" Didn't want to like go out and really get aggressive because I was worried. "What if I screw it all up?" Learn what to say.
This channel, if you're not subscribed, subscribe to this channel. I mean, that's that's that's all we talk about here. Scripting. I bring on the best of the best of the best, whether it's in my own, in my own company or other people that are doing amazing things and have been doing amazing things for years and years and years, and they come in and tell you exactly what to say.
Look at Jeff. Look at Jeff Cody. An absolute animal. Just got an inbound seller call. Booked the appointment. Heading out there right now. Where's the uh? Let's give this, let's give this a little bit of, little bit of. Now go lock it up. Don't mess around.
Next, you have. Listen, I talk about the Rhino Tribe. That's Wholesaling Inc. is our, our mentorship and training program. But we call each other, we, we call it the Rhino Tribe because to be in this business, you have to have rhino thick skin. You cannot fall apart with rejection. You cannot fall apart when a deal falls apart. You cannot fall apart when an agent uh doesn't like investors or doesn't like those, those wholesalers. You got to have rhino thick skin.
When you talk to strangers, there's going to be massive amounts of rejection. "Well, I hate that. I don't want to get rejected. I, I, that makes me feel that part of my brain that makes me feel like I'm getting kicked out of the tribe." That old and and and then I'm going to just wilt away into nothingness. Stop it. Stop. Nobody cares. We're all going to die. You're not going to remember. We're not going to live forever. It's not going to be there forever. You won't even remember a conversation you had five weeks from now, let alone five years from now. I certainly don't.
People go, "Me, what, what's your, what's your toughest deal? What's your toughest conversation yet?" I don't know. I don't remember. I don't, I mean, it's tough on some of these podcast interviews. They try to get you with all these deep, deep uh thoughts and deep questions. I don't know. I move on.
I am a 5,000-pound snorting rhinoceros. I see a goal. I'm charging towards that with as much momentum as possible. And I got rhino thick skin. So when all those torpedoes get shot at me, it bounces right off. And it takes time. Takes time to be able to do that because a lot of us come in with thin skin, papery thin skin, right? And then you get rejected. "Oh, I'm crestfallen. My ego, my, my confidence is shaken. How shall I ever recover?" And then you do. And then you get resilient. And then you do it again. And you do it again. And then you realize that the people with thick skin that can reduce the amount of emotions that that that just drive our business. Our biggest expense in this business is not marketing. It's not personnel. Our biggest expense is and are, I don't know if it's is or are, emotions. So get ready. Get ready. Have that thick skin. Build it up. You need it for this business. It is an absolute requirement for this business to have thick skin. If you take it personally, you're going to have problems. Then it's just a roller coaster of emotions all the time. The highest of highs and the lowest of lows. Have thick skin. You'll get through it. You're power. You're more powerful than you know.
Uh, Prism, Prism Film says, "I have 30K. What should I do? Lead generation, inbound, inbound leads?" I would either do PPL or I'd do PPC. I would, that's what I would do. So I would, I would look at your budget, 30K. I always look at six months. So that's 5K a month, right? Great. You can get into PPC, talktopeople.com. You can check us out there. Or you could get into PPL, ttples.com. Either one of those. Prism, inbound leads. They want to sell. They're going to move fast. You're going to have a shorter, a cash conversion cycle. And so that's what I would do. But I would split. I wouldn't go 30K right now. I would split that up for three to six months. Preferably six months. But you could, you could do some damage with that for sure. You can do some, some real damage with that. That's a nice, that's a nice marketing budget, a nice, uh, a nice heavy amount in your account to be able to do something with.
Ralph says, "It probably depends on what experience you have as well. Might want to add cold calling onto that if you don't have experience." Yeah. I just think people want to get results fast, Ralph. You know what I mean? People want to go on appointments. People want to be making offers. People want, if you have some money to be able to put into marketing, you can skip some of that hustle phase. It doesn't mean that you can't build up those 30 people that you put in your referral database to send you one deal a year. I think that that's smart. I think that that's great. Reaching out to agents and other investors and people in your database. Uh, postcards. Postcards for 30K you can. It didn't work for us. I mean, it, it was okay. Um, it was, you get some big deals, but it is, um, you know, you have to see what the response rate in Phoenix. It was only a third of 1% response rate.
"How'd you make your uh 30K, Prism?" Great question. Jacob's giving me a handshake. Thank you, Jacob.
Guys, the 3Ds. The 3Ds. We got to watch out for this. Doubt, disappointment, and distraction. Doubt, disappointment, distraction. Those three Ds, that's what that's what stops your lead generation. Doubt, disappointment, distraction. "Well, I'm going to do a little bit of this marketing channel. I'm going to do a little bit of that marketing channel. I'm going to put it over here." What? Multiple streams, baby. Multiple streams. Go deep then wide. Go deep then wide. Get really good.
Are they inbound leads? And you have to be really good at the discovery on the first call. Set your processes in place. Uh, you don't have as much flexibility. It's definitely more expensive. Or do you want the flexibility of being proactive? You're talking to people on your schedule. You're talking to them when you want to talk to them, right? You're following up with them when you want to follow up with them. There's a lot more flexibility when you're reaching out to people and it's cheaper. You just have way more rejection. You have to talk to way more people and the sales cycle longer. You're talking 90 to 120 days on average to get paid after the first time that you talk to that lead. PPL is more like 75 days. PPC is 22 days. 20, 26 days. It's just different.
Oh, here we go. Wholesale. "I got 120K and fell off hard. Complacency, burnout, midlife crisis, allowed my wins to be the catalyst for my downfall. Down to about 65K and the heat is on." I would highly suggest you set up a call with our team and see if that's an option at talkto.com. Yep.
Um, wholesale? "How'd you find your wholesale deals, Prism?" But listen, burnout, burnout and complacency. There is some. I'm telling you, I, this is, this is one of the traps. You get 50K wired into your account. You get a massive deal wired into your account. It breaks your brain. Broke my brain. Breaks your brain if you're not used to that. If you got like $3,217 in your account and all of a sudden it goes to 54,000. You're like, "Oh my gosh. Oh, finally I got a big heavy bank account, baby. Let's go." Financial thermostats wigging out because from the time you were born to the time that you were 12, your parents were hardworking. They're paycheck to paycheck. You know, they maybe they just didn't have much. Maybe your grandparents raised you. Maybe, maybe you just, uh, uh, your parents didn't talk about money much. Maybe they weren't, maybe they were entrepreneurs, but they went through like a weird economic time. There was struggle growing up and now you got $50,000 in your checking account. Oh, baby. Your brain's wigging out. You're like, "Oh, I am, I need to, I, I need to take a little pause. I need to like let my, let my emotions settle." I get it. Been there. Went through it. Literally had goosebumps. Literally, my nervous system was like shaking. My stomach got all watery. Soon as it, it hit, I was like, "Wait, did, how did I deserve this?" I was, I was averaging like 8,000 a deal and and 12,000 and now this $42,000 deal came in. Oh my gosh, this $50,000 deal came in. Oh my gosh, this $73,000 deal came in. I'm not equipped for this. Did I deserve this? Then you pull back. Marketing budget goes, goes on pause.
"Uh, Prism did a lot from postcards and cold calling and text." Awesome. Yeah, exactly my problem. I keep getting wins and allowing myself to reset, constantly starting over, right? You need to be around people doing way more than you. You need to be around people that are consistently doing over six figures a month. You got to be around people that are building real businesses. You got to be around people. You gotta, you gotta be around people that a million dollars a month is a bad month. I'm around those people. I know those people. I feel those people. I understand on some level those people. You know what I mean? But it, that is some growth that has to happen. So be, be in those rooms.
And the last thing is the decision has been made. Are you all in to this business or is this, are you just dabbling? Are you just, you're not going to, you're not going to go full hog on uh lead generation in this business if you haven't decided this is, this is, this is what I'm doing with my life. I'm going to, I'm going to beat my head against that wall to be successful in this business. I, I, I'm going to be a real estate entrepreneur. Real estate is the path. I'm not trying to do the, the crypto stuff. I'm not doing the, the drop shipping stuff. I'm not doing the, the whatever other avenues. There's, I mean, there's a million different uh ways that we're getting pulled. You got to make the decision because if you're, if you're just partially in this, this is what's going to happen. You're going to do a deal. You're going to make some money and then you're going to reinvest it and then all that money is going to be gone. If you make the decision that I'm going to build a long-lasting, predictable, profitable business, then you're, you're going to stick with it and you're going to be successful. You're going to win and it's just going to compound and grow and grow and grow and grow. But if it's like, "No, man. This is just, I'm, I'm an opportunity seeker. I'm agnostic to the businesses that I build. I don't care. Just money, baby. If it's flowing in, it's flowing in." Th, those are the people that I see bounce around and around and around and around and then, you know, come back to uh real estate because they're like, "Holy cow, I tried this other thing. It didn't work. I put all my money into that and I was making money in real estate, but I wasn't consistent and I didn't really make the decision. I'm more of an opportunity seeker and more of a serial entrepreneur than a focused entrepreneur." Doesn't work. It doesn't work. The decision has to be made. Does that make sense, everybody?
Question is, "You don't think wholesaling is dead? I've lost all my confidence, but I still have the skill." Dead. Listen, and I think this is on one of the slides. I'm kind of skipping ahead. 6 to 10% of the real estate market has a problem. 6 to 10% of the properties out there need significant renovation. There's financial problems. 6 to 10%. Okay, that, that is what it is. You can Google how many residential properties there are. And I'm just talking residential. I'm not talking land. I'm not talking commercial. I'm talking residential properties under four units. Can somebody pull up that stats? I think it's like 136 million. I could be wrong. Can some somebody j, chat GPT and and let me know exactly what that is. But I do know this. That means there's like 10 to 13 million properties. 10 to 13 million properties. They're not all going to sell. Shoot. Last year only what? 4 and a half million properties sold nationwide. So if that's the case, wait a second. Wait a second. If four and a half million properties sold and it should be close to like five, six million in a regular market. You're telling me, Brent, that 400 to 500 to 600,000 of those properties were beat-up houses? 400,000. Do, do you know what my estimate is? So, I, I, I bring this up all the time because it's the only study that I know that was done. Batch Leads spent, I don't know, 40, 60 grand to find out how many wholesalers there were. Wholesalers, just wholesalers. 90,000 in 2021. I would say that there's between 9 and 12 left. 9,000 to 12,000 left. So, let's, I'm not a math scientist here, but you've got the same amount of beat-up houses, way less people going out there to solve their problems. I think there might be opportunity here. Might be opportunity here. It got wiped out. Got wiped out because of three things. Interest rates went up. Text blasting that brought everybody into this. 300 bucks. You could text a million people and get deals. You could. It's great. They're, they're gone, right? I mean, that, those platforms, I mean, you could do a little bit, but you can't go bananas. And if you do go two bananas, you have to just put it into your budget. We, we've got guys local here that they, they, they will keep texting and they will get as many platforms and as many texts out as possible. They also spend, uh, they know it's in their budget, quarter million dollars in lawsuits a year. They go, it makes sense. I'm making money. It's just cost of doing business. Right? So interest rates went up. What does that mean? That means that the buyers went away. The buyers went away. I mean, we, we had hedge fund buy, uh, buyers that were buying because the hedge funds, they put all their money into the market and then they, uh, borrow against their assets in the stock market and they get billions of dollars at, uh, you know, 4% interest rate back in the day. And then they put that cash into buying cash houses, buying single-family houses, and now they're double-dipping. They're still making on the amount that they have in the stock market. And they, they're paying, "Yeah, sure. I'll pay four or 5% to the bank, but they're making, uh, making it up by appreciation and by the rents that they're getting on these single-family houses." So, that makes sense. Interest rates go up. They can't get the borrow the money at the right interest rate, so they pull out of the market. The mom-and-pop fixing flippers, the people that were doing flips and then the interest rates went up in 2022 got caught with those. They lose everything. They're gone. So cash buyers tightened. The people that had real businesses are having a great time. And then you got regulations. 21 states have certain regulations on, uh, wholesaling. Those are, those are the three reasons. So, is wholesaling dead? There's less people going after it than ever. If you follow the regulations in your state and get a license or disclosures or whatever, whatever else paperwork needs to be done, business as usual. So, yeah, I think, I mean, we've had our, we've had the last two years have been our biggest years.
"Demetri, if you really had the skill, then you would not ask if wholesaling is dead." That's a paradox. Yeah, it is.
Jacob says, "I have no skills, but I make deals." You do have skills. You have definite, uh, high, I hate saying emotional IQ because it's just made up, but you know how to talk to people.
"I have no skill. I make deals." How I used to get girls in college. Just show up. That's right. That's right.
Awesome. Next one. Pre-qualifying. It's a skill. Guys, I'm going back. I'm going through this. If you're just jumping on the 20 skills that you need to master in your real estate business, these are the 20 skills. Might be overwhelming. "Oh, that's too many. That's too overwhelming." Great. See you. I'm talking to the people that'll take it serious. People that understand these 20 skills. This is how you build a seven-figure business plus+ that runs year after year.
So, we're on number four here. Uh, is it number four? Uh, number three. We just have it out of order here, guys. Every conversation that you have, you're trying to find four things. Condition, timeline, motivation, price. Condition, timeline, motivation, price. If you're ever wondering where to, where to take a conversation, what is the scaffolding, what is the skeleton that we build off of, it is condition, timeline, motivation, price. You find out those four things. Now, you are, that, that lead is pre-qualified. And I love this. I came out with this in 2018. Everybody's like, "Oh my gosh." Now I see it everywhere and it's, and it's, it's been in our industry so long that people have then they, I see it on YouTube. They, they put it out there and then they're like, "Look at what I came up with. It's amazing." Condition, timeline, motivation, price. Make sure that you're pulling these out.
Now, let me ask you this. What's the most important when you're, when you're speaking with a property owner? Which one do you get that is like alarm bells going off? Just, it is going crazy. You're like, "Yes, this is an unbelievable lead." Put it in the chat. Is it condition? Is it timeline? Is it motivation? Or is it price? Put it in the chat. Would love to see what you guys think.
And I'll go back to that. I'm going to let that marinate a little bit. But in pre-qualifying, our job is to melt their force field. They're going to have this force field. I don't care if they're reaching out to us. Certainly when you're reaching out to them, you got to melt the force field. They've got their walls up. They're protecting themselves. They don't know what this conversation is going to be. They don't want to get taken advantage of. They want to do their research. They want to make sure that they're making a smart decision. This is a big decision for them. So, naturally, they're not going to, for the most part, be like, "If you give me this price right now, I will sell it." Some, some are like that, but for the most part, they've got, they've got their force field up. They're, they're, they're waiting to see what you've got going on. It is critical, critical that when you are asking questions and you're on the f, by the way, 90 to 100% of the business is done with, uh, society's remote control right here, right? Our phone, the phone skills. So, what can you work on there? Your tone of voice, right? You, your tone of voice is your body language on the phone. Are you standing up? Are you sitting down? Are you in a well-lit room? Or is it dark? How's your energy? Are you standing? What? What? What's, what's going on? Did I already say standing? I think I said standing twice. That's how important it is. When I'm on the phone, I'm walking around. I'm just, maybe that's natural. Maybe that's something I learned over time. But I am walking around. So, your tone of voice, the things that you say, the questions that you ask, active listening. Uh-huh. Sure. Yeah, that makes sense. Oh, wow. Yeah. Oh, man. I can't believe your dog ate through the wall. What a dog. Wow. That's crazy. That's insane. Oh my gosh. You had a fire. Are you okay? What happened? Right. You melt the force field with genuine curiosity and your ability to actively listen and use your tone of voice. Use your pacing. Use your pauses. Listen to what they say. Don't interrupt. Be really good. Melt their force field. Melt their force field and make sure that you, you bring energy to these calls. Energy management matters. And with energy management, you do, you know how to crush your energy. Have a hundred leads in your database that aren't qualified. You're not, you're not going to make more calls to get more leads in when you have, when you're overwhelmed, when your cup runneth over with these leads that you're following up with because you have a bunch of junk in them. You have a bunch, bunch of junk leads in your pipeline and you're trying to follow up. You're just leaving voicemails. You're texting them and your energy is draining. The battery's draining and draining and draining. Don't spend your energy on unqualified leads. Don't, don't spend your time. Throw them away. Okay.
Discover the sneak attacks. I love it. Edwin, Edwin has this right. We, we both, Josh, Josh Jameson and Kendrick both put motivation. I, I know why you put motivation as the strongest with pre-qualifying. I will tell you, in his timeline. A lead is somebody that has made the decision that they're going to sell their property. That's what a lead is. Somebody goes, "What's a lead?" Somebody that has made the decision they're going to sell their property. Yeah. Listen, do you know how many people I've talked to that they're going to lose? They're, they're going to lose it to taxes. They're going to lose it to HOA liens. They're going to lose it to foreclosure. They're going to lose it to, uh, whatever. The house is just getting destroyed. The, the house is getting broken into. Uh, the, the family, me, here's one that you'll run across all the time. Family member lives in a free and clear property, isn't paying rent, and the property is just getting destroyed, uh, day after day after day. They're motivated. No timeline. No timeline. When you look at your buckets of leads, hot, warm, cold, it's all to do with timeline. A hot lead is somebody that's going to make a decision in the next seven days. Okay? A warm is somebody that's 30 days, right? So between 30 and 90 days is a warm lead. 90 days plus is a cold lead because I mean, you could, we, we had one yesterday. We had, we made an offer yesterday on a property. I am the power of attorney. Uh, mom's in an assisted living house. Looking for an offer. We need to sell the house. Great. Here's a sneak attack. Okay, great. What offers do you have? We have this offer. If you can beat it, we'll go with you. Great. We beat it. Send over the offer. Let's go through it. We're on the phone. They pull up the offer. Okay. Okay. Great. Okay. Great. You ready to move forward? Uh, approve the agreement. Oh, no. I can't do that. Sneak attack. Sneak attack. Here it comes. Oh, I have to make sure, um, that we get it approved because Medicaid is paying for the assisted living and we want to make sure that with the sale of this property, it doesn't screw that up. Sneak attack. Okay. How long does that take? Did they didn't know that before they went to get offers? How about this sneak attack? You ever been to this one? Uh, you know, Bob, when I come out on, uh, Friday at 1 and you agree with the price, you like the terms, you like us, you want to work with us, anything stopping us from moving forward? Nope. So, you're fine. I'll bring the, I'll bring the agreement. You're fine moving forward with the agreement. Getting that signed. Getting that done. Yep. Go to the house. Oh, you know, I need to, uh, I need to run this by my brother. I need to, I need to run this by the, our attorney. I need to run this by everything. You need to pull that out ahead. Is there anything stopping us? Is there anybody else that needs to be there? Is there any other, anybody else that has the authority to make the decision here? Do you need to get it to an agent? Do you need to get it to an attorney? Do you need to do whatever it is? Is there anything stopping us? Yeah, I need to, I, I need to get the agreement approved by the, or looked at by the attorney. Great. I'll send the agreement to the attorney. What's it, what's their email? I'll send it right now. That way when I come out tomorrow, you, everything's set to go. You said that you wanted this done now. So, I just want to make sure you're 100% ready and confident with the decision that you make. We'll send it to your attorney right away. We'll send it to your brother right away. Can your brother be there? Can the decision maker be there? Do you need to pray on this decision before, uh, we do that? Let's do it together. What is your process? I come over and and we agree on the price, the terms, you like me. What is your process for approving the agreement? Is there anything stopping you from moving forward, putting your John Hancock on this thing and and opening up escrow? But we don't ask those questions because we don't want them to tell us something we don't like. That's insane. That's insane. You're just open to sneak attacks. Hey, if you come over and you give me this price, we're ready to move forward. And you run right out there and you're all pumped. You got stars in your eyes. You're listening to some good pump-up music on the way. You're like, "Oh yeah, baby. Oh yeah. Who's the top closer? Who's the master closer? I'm a closing machine. Nothing can stop us now." You're going crazy. You got that. You got the, the good vibes walking into that. Oh, well, I'm not the actual owner. I got to present that. I got to give this. Just collecting offers for the owner. What? Discover the sneak attacks.
All right. And when you have pre-qualified leads, your confidence is through the roof. You've discovered the sneak attacks. You've built the relationship. You've done the deep discovery. You can confidently go there with a plan for them to sell their property. You could buy it. You can assign it. You can novate it. You could keep it in your portfolio. You could flip it. I don't, whatever it is. Whatever your strategy is. You could do all the, you could do whatever it is. But when somebody is pre-qualified and you've built that relationship, you built some rapport, you have the trust. Remember, negotiating comes down to price, terms, and you. That's it. Boom, boom, boom. Three boxes you got to check. Price. Does it make sense? Are we good there? Yes. Terms. When do you want your money? How much earnest money do you want? How long is the inspection period? Here's the title and escrow company we're going to use. Here's the post-possession agreement. Uh, here's I'm going to help you pay for the movers. Whatever it is, whatever little nuance terms that you got. And do they trust you to get the job done? You don't know all those things unless you pre-qualify. And if you're pre-qualifying on the appointment, then you have to go back out. In appointment is the natural progression of doing great lead generation, pre-qualifying, and now you go and you get the deal closed. You get the agreement approved. You can't have confidence walking into that appointment if you're just willy-nilly. "Oh, I got this great lead. We talked for 45 minutes. They're ready to go." "Okay, well, why are they selling?" "I don't know." "You don't know why they're selling?" "Yeah. They said something about maybe relocating or they just, they wanted to sell it fast." "I'm not, I'm not really sure. I just really couldn't. We kind of got, you know, the conversation just kind of spiraled." "Okay. When, when do they, when do they want it sold? When do they want their money from this?" "You know, I'm not sure. I'm not really sure. I think soon. I'm pretty sure it's fast." Anytime "pretty sure" is in the conversation, you're toast. You are toast. You're toast.
Condition, timeline, motivation, price. Really, the condition. They're, they're going to tell you the condition, but you, you, you won't really know without pictures, without video, if you're doing it, uh, virtually, or without going on the appointment. Price doesn't matter. It truly doesn't. I mean, price really doesn't matter because we don't, we, we will never tell people what they should sell the, the house for. We can only tell them what we can buy it for. That is something that we tell every single seller. I'll never tell you what you should sell your house for. I can only tell you what we can buy it for. Does that make sense? Yes. Okay. So, if we can come into agreement with what I can buy it for and you're good with that, we're good. Yep. It's awesome.
Pre-qualifying will change your business. This is the difference between pros and amateurs. This is between, this is the difference when I hear calls and I go through call reviews and I'm listening to my team's calls and when we see a good lead. We know. We know because we've done the pre-qualifying if this is somebody that we should spend the effort, spend the time, comp it, research it, come up with the right offer price, come up with the right plan. We know it all because we pre-qualified. We would never know it if we didn't pre-qualify. So, make sure just level up. Just level up. Don't be an amateur. Be a pro. You would never go to the doctor and say, "My knee hurts." And they go, "Oh, well, we got to cut your leg off." Right? This is what we do in real estate. "Oh, you want an offer? Here's your offer." "Oh, how much would you take for it?" "Oh, okay. Um, well, here's your offer. You want it?"
So, as an action item for the show, get into your CRM. Close it out. Ralph's doing it right now. Been cleaning out my CRM of cold call leads who have never picked up or don't have to sell. Making room for the people that do. Remember, bad leads hide good leads. And we'll get into that in further, in, in the shows coming up in the, in the following weeks into all of these things, you know, into into all of the different, uh, skills, the 20 skills that you need to work on and improve. And you're never going to be perfect at all of them, but this is the roadmap for building a seven-figure business. Now, will we get into, you know, how to structure this and all that stuff? Sure. But we got to set the foundation, right? We need to have a tight schedule. We got to know like how much can we truly squeeze out of today? How much can we really get out of today? What is the lead generation strategy that we're going to lock in? We're going to lock this thing in. All right. What is the, what is the pre-qualifying that we're going to do? One, two, and three. Knocking them out.
Any questions, guys? Thank you for being on here. I love going through this because when, when I was an agent, there was, there was 20, 20 steps to to building, um, your agency business. Very similar to this. Obviously, this is customized to our business of wholesaling and novating and flipping and and buying properties and all those things, but a lot of the core principles are the same. Some differences obviously in the process, but these are the skills. Uh, co, hey Brent, not to get off topic here, but what happened to Pace, Brent, and Jamil? Uh, listen, Pace and J are off and running. They're on tour, baby. Absolutely on tour. So they, they've, they, they're just taking it next level. I mean, guys, we did that show for five years. It was virtual. They're going out into the communities and doing amazing things. They're just doing amazing things. And so, uh, I'm, I, I have a wholesaling business. I focus on wholesaling. Uh, those, those guys are way smarter and and way have just a bigger engine than I do for going out there for different businesses. Those guys are unbelievable at at at recruiting incredible talent and building incredible businesses. I'm not doing RV parks, you know what I mean? I'm not, I, I, I'm not doing, uh, pad splitting and all these other incredible strategies that are going on right now. I stick to what I stick to. So, um, I think that there's just, they, they want to go out and, and they're doing their, their big tour and then it'll be another big thing and another big thing and another big thing. So, um, we'll see. I don't know if it ran its course with Wholesale Hotline or if that gets, uh, you know, rises, uh, like a, like a phoenix at some point. Who knows? We haven't, we've been head down doing, doing our business and coaching our faces off and, uh, yeah, just building different businesses. So it was, if it was, if, if that five years was, was is in a time capsule and that, that is what it is. I look back on it with unbelievable, uh, pride. It was, it was, it was a great run. But we, I mean, it was never like formalized, guys. It was never like, hey, we're going to do this as a funnel and we're going to, we're going to build it, and this, and we're going to do that. We were just like, let's show up on Mondays and talk to people. And then we just kept getting together, kept getting together, kept getting together. But there's evolutions. There's, there's, there's waves that go in, waves that go out. So, who knows? There's no, uh, there, there was never a plan. I didn't know. I would show up and maybe there would be on there, maybe they wouldn't. Maybe it'd just be me on there. Maybe it's Jerry. Maybe we have like some celebrity on there that they, they brought on. You know what I mean? Uh, just a great experience. I was just along for the ride. Just along for the ride. And so, um, really, really, really awesome time, but still have an incredible podcast that has, um, that we still put unbelievable content into on Wholesale Hotline and Wholesaling, Inc. I've been doing more and more and more interviews and deal breakdowns and case studies, and I really got back into, um, more interviews one-on-one with incredible people. And so that, that kind of has replaced for me in my need to, uh, you know, get on and, and talk to people and be super curious. That's really fed that. So, yeah, there you go. But it was a great time. Love those guys. Think that they, they've changed the industry and changed what it means to to really be, um, coach and mentor. I think they, I think because of them, a lot of the fly-by-night fake ass gurus got crushed and, and good for it. Um, because the industry deserves better. The industry deserves real operators. The industry deserves people that have a coaching heart. The, the industry deserves people that truly, uh, get fulfilled from other people succeeding as opposed to just how many people can I get into a funnel and get them into like, really great salespeople and get them, get them closed on on nonsense that doesn't fulfill. And so I think with anybody with, with, uh, Jerry Norton, with myself, with Pace and Jamil, you get into those communities, your life's changed forever. It's just, who, who resonates in your gut more? Who resonates to your, your, your personality, to what you want to learn, to your interests, to your goals, and then pick a plan. But I think between those four, I mean, we got, we got a lot of it covered. And so we support each other's communities and, uh, a lot of people go in, in, in multiple. Got a lot of sub two people. I have a lot of people in the Rhino Tribe that have gone to sub two and into Astro Flipping and into the Pad Split and into Jerry's, um, program. It's been amazing. And then this is what we looked at the industry. We looked at the traveling circuses. We looked at what was going on with, uh, different, different, uh, gurus that come in and out and we're, we just wanted to do it different. We wanted real community. We want real support. We wanted real long-lasting change in people's lives because, you know, we've had it from real estate. And so that's what we pushed to do. And hopefully, uh, you guys feel the same.
So that's it. That's today's show, guys. Thanks for letting me stand on my soapbox. I think it's real important to, to, to point out all of these things and to really, uh, start focusing in on which skills. And you can go through each and every one of these and put like a one through 10 by and go, okay, which one of these am I the weakest on? Which of these are should I be the most focused on? Which one of these, um, am I going to hire for? Which one am I ready to hire for? All those things. So, we're going to have a fun time over the next few weeks really breaking all this down. So, I, I, I love that you guys are participating. I love that you're jumping on here. Share it with your friends. Um, if you, if you could take a screenshot at some point and post it and tag me in your stories, I'll, I'll repost it. I, I would love that. All of that is, is amazing. And if you, if you want like a ton of really good content as you're driving around and as you're doing stuff, both of the podcasts, Wholesale Hotline and Wholesaling, Inc., is going to blow your mind. Let's go check it out.
All right, now get to work. Who's going to sign an agreement with you today? Who's going to do it today? It's got to be somebody. Somebody's getting a deal today. Might as well be you. Think there's like 2,000 millionaires are made every single day. When's it going to be your day? You know what I mean? Oh, that's cheesy. You're just, you're just, uh, what is that? Not, not pumping us up. Gassing us up. It's just the, the facts. I think somewhere near 2,000 people become a millionaire every single day. Go get it. Go get yours. Love you guys. See you next week.