How To Get A Wholesale Deal This Week (Ask Me Anything) | LIVE

[Music] Last night I was screaming out loud. California sun was making my eyes dry. Next year in the winter, let's give it a try. I'll keep on dreaming out loud tonight.

Summer's over and you still haven't called me back. We're just getting older. Soon enough, it'll be too late to act. Let's do it again. Let's ride on those waves of gold. California. I'll wait for your call, cuz I wouldn't go on my own.

Last night I was screaming out loud. California sun was making my eyes dry. Can we still make it up? But it's worth a try. And I might keep on dreaming out loud. It's a beautiful life, staying under blue skies. Next year in the winter, let's give it a try. I'll keep on dreaming out loud tonight.

Winter's dawning and I can't seem to adapt. And somebody told me that you felt the same way since we went. Why would you give me a call? We'll ride on those waves again. And I can wait through a storm, cuz without you, it wouldn't be the [Applause] same.

Last night I was dreaming out loud. California sun is making my eyes dry. Can we still make it happen? It's worth a try. Oh, I might keep on dreaming out loud. It's a beautiful thing under blue skies. But next year in the winter, let's give it a try. I'll keep on dreaming out loud tonight. Yeah, I'll be dreaming loud [Music] tonight. I'll keep on dreaming tonight.

So, here is a list of things that are not doing the thing. Preparing to do the thing isn't doing the thing. Scheduling time to do the thing isn't doing the thing. Making a to-do list for the thing isn't doing the thing. Telling people you're going to do the thing isn't doing the thing. Messaging friends who may or may not be doing the thing isn't doing the thing. Writing a banger tweet about how you're going to do the thing isn't doing the thing. Hating on yourself for not doing the thing isn't doing the thing. Hating on other people who have done the thing isn't doing the thing. Hating on the obstacles in the way of you doing the thing isn't doing the thing. Fantasizing about all of the adoration you'll receive once you do the thing isn't doing the thing. Reading about how to do the thing isn't doing the thing. Reading about how other people did the thing isn't doing the thing. Reading this essay isn't doing the thing. The only thing that is doing the thing is doing the thing. And I love this insight that you can dress it up however you want. The work just needs doing. [Music]

Welcome back to the Brent Daniels Real Estate Live Show. Just do the thing, right? Let's just take massive imperfect action today. Today's show is all about how do I get a deal this week? How do I get it in the next 24 hours, 48 hours, 72 hours? I'm going to give you different paths because everybody's a little bit different. Everybody's personality is different. Everybody's schedule is different. Everybody's market's different. Everybody's budget for marketing and finding great deals is different. You know what's all the same, though? This number. This number for everybody is the same because everybody has 168 hours a week, right? So if you go, by the way, only 22% of people on planet Earth, according to the Whoop app, the little thing that you wear on your wrist, only 22% of adults get 7 hours or more of sleep. So, I assume being an entrepreneur and having a crazy brain like we all have, you probably don't get eight hours of sleep, but I account for it anyway here. You could 56 hours of sleep, right? Eight hours times 7 is 56. If you get that, fantastic. Well, what if you're working a full-time job and you got 40 hours of work, right? You're working eight hours a day, five days a week. You got 40 hours of work. Well, let's knock that off, too. What's next? Oh, I gotta spend time with my family. I gotta spend time with my bae, my boo, my love. I gotta I gotta do the little romance thing. It fulfills me. Makes my heartbeat better. Right. Okay. Do your thing. Maybe you got kids. Maybe you're running around. Maybe you're taking care of uh, you know, some family members or whatever else. Great. You got 40 hours. What are you doing for the other 32 hours of shenanigans? Because if you shenanigan once, you'll shenanigan, right? Like what are we doing here? For 32 hours. 32 hours. If you commit to your real estate goals, to your real estate vision, to your real estate dreams, and that doesn't mean planning. That doesn't mean researching. That doesn't mean like sitting behind and just watching or listening. This means actually taking action, having quality conversations with property owners for 32 hours a week. Put it in the chat here. Do you think you can fail? Is it even possible that if you really, really, really focused on getting in front of and communicating with property owners for 32 hours a week, that's after all of the other stuff that you've got. Your plate is full. It's Thanksgiving dinner. You got turkey. You got stuffing. You've got the mashed potatoes. You've got everything on there, right? Your plate is full. There's still this big old section of 32 hours a week that you can commit to this business. So, just talk to people. Please just talk to people. Just go out there and be loud and have conviction about being a real estate entrepreneur. It will attract business to you. I promise you. I promise you. It is undefeated. It is undisputed. Nothing is like it in the world. I just showed a chart at the beginning of the show that showed that real estate is still after all of these years, after the ups and the downs and the crashes and the rises, it is still the most preferred and the most likely to get you a solid return over time. Incredible. So, congratulations, you're here. Congratulations. You're you're you're going to be putting in work over the next 48 hours to go and find a deal. And I'm going to show you exactly how to do it. But we cannot do that without another number in mind. All right. This is the number I want you to keep in mind. 200. 200. 200 doors. 200 contacts or 200 offers. Okay? 200. Keep it in your head. Keep it in your head. If you go to 200 doors and those properties are, and I'm going to show you the tools to be able to find those properties to go and to knock on these doors, if you have a zero budget, if you've got like I'm I just need to go out there and I need to take action. I'm an adventurer. I like I like things that are new and surprising. I like things that that, you know, I don't want to sit in my in my office all day. I don't want to sit behind a desk all day. I don't want to sit behind a computer every day. I want to go out there and experience. I want to get out in the streets, baby. 200 doors knocked will get you a deal this week. 200 doors. And this is uh these are uh ugly houses. Just ugly. They need some love. Beat-up houses or they're in ugly situations. There's something going on with that property owner that's causing them to uh to have a lot of stress about owning the real estate that they have. 200 contacts. This means that you talk to if you're going to cold call somebody or or if you're going to DM people or people are going to DM you, it's 200 contacts is going to get you a deal. Okay? Picking it up, making a call. And guys, I want you. This is going to be This is just me and you. And uh Raphael Cortez is going to come later with his guitar. We're going to have a fun time. He's not going to sing or anything. Well, maybe. I don't know. But uh it's going to be a fun time today. But mostly this show is all about question and answers. We haven't done a purely question and answer show in a long time. So, I wanted to have all of these uh questions that you have in your mind bubble to the surface, put them into the chat so that I can answer them while we have the time spent today. Okay. So, 200 doors of ugly houses, ugly situation, 200 contacts if you're cold calling or 200 offers on the MLS. 200 offers on the MLS. And by the way, if you're going to make an offer on the MLS, here is the secret sauce. Call the agent. What? Yeah, call the agent. And I'm going to show you a super secret list. I mentioned it on wholesale hotline on Monday, but I'm going to show you how to find that list here in just a second so that you can pull it and go after the properties that nobody else is putting offers on for one specific reason. And it's a big reason, but nobody else is putting offers on. But this is the number that you got to keep in mind. You got to find the time. And and by the way, if you're looking at this, if you're saying, "Okay, let's let's blend the two of these. If you got 32 hours, if you're not if you're doing this full-time, you got 72 hours. This is hustle season. Like, put on put on your big pants, put on your put on your work boots, and let's just get to let's let's get in front of some property owners, okay? Um, but if you only have 32 hours and you're looking at, okay, what do I do here? Um, with the doors, typically you're going to get to five doors an hour. An hour. So, in that 32, you're not going to quite get there, but you know, if you if you can really squeeze out some more time if you're not like totally totally part-time, you should be able to accomplish this no problem, right? But so, you're getting about five doors an hour for cold calling. You're going to get to 10 uh contacts an hour. And with the offers, depends on the technology that you're using, but you want to really cherrypick the deals that you're going after. You're going to probably make 5 to 10 uh offers an hour uh on the MLS. Okay? So, those are the metrics that you're looking at here. That's what you need to break down as you're doing the choose your own adventure here for finding a deal this week. And guys, I am telling you, if push came to shove and there was like some ridiculous motivation, like you were going to if you didn't get a deal by Sunday this week, you're no longer allowed to own real estate for the rest of your life. If you if you can't if if you can't get a deal by Sunday at midnight, you get thrown in prison for 90 days. Right? Somebody just abducted your pet and will not return it unless you get a deal by Sunday at midnight. Every single person watching or listening this right now would find a way to do it. Isn't that interesting? Does everybody believe that or am I just is this hyperbole? Am I just being ridiculous? Am I just throwing these things out? Right? Like, do you believe that? Put it in the chat. Let's get some participation. Let's get some action going. And just like in your own mind, if you're sitting there and you're like, "Yeah, like if I couldn't own any real estate for the rest of my life unless I found a deal by Sunday, I would find a deal." If you believe that, then why aren't you? So then you're limiting yourself. Ridiculous. So stop being ridiculous and go out there, take massive imperfect action in what we're talking about here. And when you're getting these questions or doubts, put it in the chat. Let's talk about it. Right? Maybe I'm wrong. I don't think so, but prove me otherwise. Right? Awesome. All right. Let's jump in here. Look at this. This is awesome. KPIs, baby. Discipline and consistency is key. Love it. Law of averages. Impossible to f. Look at you guys. Good morning. Uh, amazing. Look at this. Look at Ralph, guys. Ralph just closed on a deal yesterday for $22,000 in South Philly. JV squad up, [Music] baby. Look at this guy. Ralph is out of control. Absolutely incredible. Ralph, uh hopefully you kept a lot of that. Make sure that you do and uh make sure that you're putting some right into your marketing efforts and uh whatever you did to get that deal, keep doing it. All right. Bananas. Nice. How do I Oh, we're going to get to these questions. Oh, these are good questions already. I love it. I love it. I love it. Okay, guys. Put in your questions here. I'm going to go through some tools. I'm going to give you some instruction so that you can actually take action on because I could stand in front of a whiteboard and go, "Yes, go do it." Right? Like the like the TikTok that we started with, just do the work. Right? Yeah, it's great. But like how like how do I how can somebody with experience give me an idea of how to do that? All right. Number one here. Um, if you're going to go door knocking, because we started with door knocking, let me share this here. Uh, present. And then share screen and I'm going to go uh is it window? No, I'm going to go here. Boom. I'm going to start with Deal Machine, guys. Uh, Deal Machine right here is an incredible tool to be able to go in and uh, this will hold on. For some reason, it's uh, it changed my whole map up. Anyway, it doesn't matter. When you go in here, you can go by free uh, pre-foreclosures. You can go into property type and find single family houses. You can then put it on an app and drive around and go and door knock. Okay. Now, I don't know what it is. It's probably a hundred, let's just say it's 150 bucks a month, and you get 10,000 um uh skip traces with that, which means you get the phone numbers for those property owners. So, you could just pull a list that way. You could just do that. Or you could do what I did. This is what I did. I went out every single day with a notepad exactly like this. And I found a notepad. I don't you could probably get a free notepad anywhere. Anywhere, right? Just find a find a notepad. Find something you can write on. And I went out and I saw an ugly house. I stopped my car. I got out. I knocked on the door of that ugly house. Somebody answers. I have a conversation. I'm interested in buying properties in the area and I want to see if you would consider an offer on your property. There's only five responses that you get. Yes, I do. Wow, this is so fortuitous that you stopped by. Oh, the serendipity of this moment, right? Yes. And sometimes it happens. Oftentimes they say, "No, I don't want to sell the house." Or they say, "You know what? Uh, maybe." Or, "I'm just the tenant. I think the the owner might want to sell the property, but I don't know." Then they say, "Uh, how much will you give me?" Right? Oh, well, okay. You're stopping by my house. How much will you give me for it? Right. That's a great opening dialogue to open up the conversation. Now we're now we're, you know, well, tell me more about the house. Can I get a quick property tour? Can we go through this? Right. And uh the fifth one is who are you? Who are you? If you're going to door knock, I highly suggest, this is why I wore the polo today, that you wear a golf polo of some sort or whatever is appropriate in your area. If you're in a very cold area and it's, you know, uh, cold season, it's fall, it's it's it's winter, wear something that is, uh, going to keep you warm. Okay? But either way, be professional. If you have a logo, great. Put it on your shirt. If you don't, nobody cares. Truly, nobody cares, right? But just having a polo makes you look like you're not there, you know, you're you're more professional. You're there for a professional reason. I think that it matters. I think that you should brush your teeth. I think you should do your hair. I think you shouldn't have a crazy beard that's growing all over the place and circling around like get it trimmed like look good, right? Look presentable on some level. It builds trust early and it'll give you an advantage. Okay. So, you could literally just go and when you door knock a property, you and they're not home, you door knock the property next to it, the property next to that, the on either side, and the three across the street. Now, you're looking at that 200, right? I need to I need to I need to knock 200 doors, but I see one ugly house, and that's five. So, wait a second. So, if I can get five out of one ugly house, all I really need is what is that? 50 ugly houses, 40 ugly houses to get to 200 because I know I'm going to talk to the neighbors and then the neighbors are going to give me the scoop because the neighbors know everything about the property. Especially if they're home and it's 10:47 on a Tuesday or a Thursday, let's say you knock tomorrow. They're going to know what's going on. So, have those conversations with the neighbors. Cost you absolutely nothing. I highly suggest if they're not home, you get a little sticky pad. I get them from Amazon. You can get them from Staples. You can get them from Office Max. You can get them from probably the grocery store. They're lined paper. It looks like this, but it's like a quarter of the size and it's a sticky note. And I just put and and you could you could do you could mess around with this. You can say, "I buy houses cash." Put your name and number. Boom. Put it to the door or you can just say stop by, call me and boom, there you go. And then you start getting some leads and then Matt just dropped it off because he knows me so well. You get one of these. It's an accordion binder and you just write out your leads information. You put it in the accordion binder. It's you you put it by the date that you want to follow up with them. Maybe it's tomorrow, maybe it's next week. Whatever it is, you look at it and you pull it up. Oh, it's the 27th of the month. Who do I got to talk to today for my lead follow-up? Boom. Now, maybe you're a tech person. Maybe you want to keep everything in there. You could do it all with BatchLeads. Um, which is and Deal Machine, they're both choose you choose which flavor you want. Coke and Pepsi doesn't matter. Some people in uh the North Midwest love Pepsi. In the South, they love Coca-Cola. It's just a fact. Do you know that? Yeah, there's a whole map on it. There's a whole map on it. Anyway, uh BatchLeads or Deal Machine. Each one, guys, is absolutely phenomenal. Um you get hooked up using uh TTP as a code. You saw it on on the um little runner that we were doing. Okay. Next, let's talk about um making offers on uh listed properties. And I'm gonna I'm gonna shake this up a little bit because I'm going to give you the instruction that I'm going to give you is much different than uh I think most people are are are giving here. Now, I love going after ugly houses. And one of the things that I did, this is just realtor.com, guys. If you're following along, this is realtor.com. I go in here. I go into Phoenix, Arizona. I go for houses, right? You can select what you want. I just want single family houses because that's the biggest pool of buyers that we have. Okay. Then I go into uh more and in more here I type in a keyword fixer-upper. Fantastic. You can type in investor. You can type in TLC. You can type in as-is. Although I put as-is in and nothing popped up. So I went to fixer-upper. So obviously this is a this is a more common uh code that people are using. And I go in here and look at this. This is something that I want you to see. Number one is these green little um dots here are the houses that are available. That's not what I want. I want these yellow ones that say pending. See these pending. See this pending. Uh pending. This foreclosure is fine. I I don't really care about the foreclosures to be honest. I want the contingent. They've got a couple different options. They go contingent and they go pending. I want the properties that are already under contract. I do. And I want to call up the agents and I want to say, "Oh my gosh, I missed out on this one here on Reed a Reed Avenue. Let's see what the condition is. See if this is bad." This isn't bad. No, no. I want I want a nastier one. I want something that's really in rough shape here. People think that's a fixer-upper that's adorable. Um, right here. This looks perfect. Here's a good one. Okay, so I'm looking at this on

Burgess and it looks like this property, uh, not totally destroyed, but this needs a complete renovation, right? And I'm going to go in and I'm going to see who listed this property, right? And I'm going to have a conversation with this listing agent. Now, don't contact agent here. That is just a lead that's going to be sent to a different agent. You want to talk to the actual listing agent on this property. Okay.

So, I'm looking down. Here we go. It's listed right here by Rosal Linda. I'm going to click Rosal Linda. Pops it right up. Look at that. Her phone number is right here. There's a little bit of a delay here. I think Oh, it went to There you go. So, here it is. This opened up. Here's Rosalinda. Boom. Here is her phone number. And I'm calling that number. And I'm saying, um, hey, what's going on with that property? You know what? Should we call her? Yeah. Ah, Bo's got my phone. Yeah. Yeah. Look, give me your phone. We'll just do this live, guys. Do you want to unlock it? It is unlocked. Okay. Uh, 6993. Guys, I'm not practicing this. I'm not rehearsing this. I'm just going for it.

Hi, you reach well Melinda O'Hare with the world broker. Please leave your name and number and I'll return your call as soon as possible. For a faster response, please text me at 48-5706993. Thank you, Rosalinda. My name is Brent Daniels and I was looking at your listing here on 4302 East Burgess Lane. I know it is under contract, but I had a a quick question for you. I'd love to put in a backup offer on that property. So, if you could give me a call back, my um my cell phone number is 48-216534. Talk to you soon. Boom. There you go. Now you guys all have my cell phone. Whatever. I love the action. Anyway, that's what I would do. And I would just do that. So, boom. Over and over and over and over and and and then I would go back to this. Let me share this tab in uh instead. Let's go back and um and do it again with these ones. I would look for the properties that really needed some love. Some properties that maybe a first-time investor got really excited about and then they do their inspection and it turns into much bigger of a project because they don't really have all of their contractors done. I mean, not done, all their contractors really buttoned up and their their budgets really tight, right? And uh this one has one question. I mean one um it has one picture of it which I love which is absolutely fantastic. So let's go in uh Johara. Let me see your phone again. Let's see. This will be interesting. What's the percentage of agents that actually answer their call? She doesn't even have her phone number in here. That's bananas.

Um okay. Let's do this. We'll go here. We'll search it. We'll share this tab instead. We'll go here. See if we can find Okay, she doesn't even have a number there. That's interesting as well. It's tough to sell properties when you don't put your phone number on things. She is elusive. I mean, it looks like she's doing some business. So, maybe it's uh Let me see if it just goes back to this and doesn't have anything. Okay. Well, um I would have to dig some more. Do you want me to keep digging for this number? I might as well. Let me show you what I would do here. Um let me close out these tabs. Um I would go back to where did it search her info? There it is. Go back. I go into here. I go back to uh There we go. Yohar, there it is. It's right here. Let's see. [Music] 60210. Boom.

Hello. Hi. Is this Yara? Yes. Hi, my name is Brent Daniels. I was calling about a listing that you have on Wilshire 8543. Yes, sir. That property is currently pending. Yeah, I saw that. I was seeing um if you've got backup offers or if you would uh if if I could submit one for you. Uh we currently do have I believe like two backup offers. Okay. Uh but you're more than welcome to submit, you know, submit one and and if it falls through, I'll go ahead and reach out and and go from there. Yeah. Amazing. Um we're we buy these properties cash in this area and um I just I didn't see many pictures on it. Do you think that it I mean, can you get a loan on this or would you have to buy it cash? Um you I think you can get a loan on this. Um actually the highest offer was a conventional loan. Okay. So, um, we're we're currently still in process of that. Um, we got some cash offers, some hard money. Yeah. Um, pretty close to the listing price. One hard money was at the listed price. Got it. Awesome. Yeah. Yeah. Yeah, that makes sense. Okay. So, I got to be I I got to beat that. What is it looking good with the conventional offer? I know sometimes people get scared away if it's uh you know, the inspections get a little bit crazy. Um, the inspection actually went better than we anticipated. Awesome. So, now we're just waiting to hear back in the appraisal. Oh, fantastic. All right. Well, hopefully it goes smooth and you guys get a close, but uh I'll um I'll put put something together and and just email it over to you. Okay, sounds good. Thank you. Amazing. Have a great one. Yes. Bye. Bye. All right. Bye. Boom. How much info did we get? That was awesome. Right. I love good agents. She's a good agent. I mean, besides not having her number on uh on realtor.com, she's a good agent because she wants to get that sold. You know what I mean? Which is the goal of the property owners.

But guys, that's what I would do day in day out, 200 times. You do it 200 times following this instruction, going into uh realtor.com, grabbing all of those uh properties that need some love and calling the owners uh calling the agents of the properties that are already under contract, guys. I don't care if they're backup offers. I'm going to out report. Did you see the You see the the the the tone that I used? Did I say I didn't say I was a realtor? I didn't say anything. I'm just Brent Daniels. I said it like she knows me or should know me. You know what I you know what I mean? And uh wow, she's a great agent. She she she's gonna get that property. So obviously she already does and hopefully that goes through and uh she gets it done. But then you're just planting seeds and planting seeds and planting seeds. If I really wanted to what which what I should have done, Luke, is I should have um seen if she had anything else that needed some love. Anything else? But, you know, I just wanted to kind of uh instruct on um you know, the conversation to have when there is offers already on it. And you know, just you know, in my experience, you know, inspection periods, these type of things, appraisals, you know, can torpedo deals, anything like that going on right now? Yes. No. Okay. No, great. Best of luck. You know what I mean? Super positive, super confident, super conversational. All these things. I mean, look at all these properties. Look at this. Here's another one. Here's another property pending 360. Um, not destroyed. Guys, by the way, these properties that are on the MLS are like the Taj Mahal compared to the properties that we run across off-market. I mean, I should show you some of these pictures. It's absolutely incredible what's going on. But this this is pretty cleaned up compared to what we're used to. But it's worth going in and putting backup offers, guys. I I know people in this country that this is all they do. Their marketing budget is 0.0. Um and and they do uh two to three deals like this every single month.

Now, what I will say is this. Let's let's move over here. Um and then I'll get into some questions with you guys. All right. Um when you guys are making offers to agents, remember this. They're gonna expect that it's on the real tour. And remember, if you guys really want to up your game, you really want to like be a hoyytoidy kind of snoody real estate person, guy or gal, uh, it's Realtor, not real a tour. There's no a Realtor tour. Put it in your head. It took me forever. took me probably three years of being licensed before and being a Realtor to actually say Realtor, but you have to use a Realtor contract. So, be familiar with that. Super easy. You could have them draw it up, but typically for this strategy, you want to be able to draw it up yourself. Um, offergun.com. Offergun.com, I think, has most of them already preformed um in in their service, and it's really, really, really easy to click and send in an offer. offergun.com, guys. I don't have that on there, but uh tell them TTP sent you. Anyway, um Realtor contract 1% earnest money and you have to deposit this. the the agent will hound you to make sure your earnest money's in because they until they get what what happens is when you put in earnest money, you get an earnest money receipt and Realtors have to put that earnest money receipt into what's called Skylope, which is a um transaction coordination uh software and if it's not in there, their broker starts screaming at them or they start getting alerts. So, they're going to be hot and heavy to have you. It's not one of those things where you're like, "Hey, hey, I'll, you know, I'll put in the earnest money after I sell the property or I'll just put in the earnest money of a cash buyer." No, Siri Bobski. Okay. And then you need um proof of funds. And did you hear what she said? Absolutely incredible. She made a distinction between a cash offer and a hard money loan offer. That's how these agents cash to real estate agents means you have it in a bank account, right? If you're going to be bringing hard money into it, you need to tell them, "Hey, listen. There's no appraisal contingency if there is none with your with your hard money lender." Okay? And and there's no lending contingency. I already got it's already ready to go, right? You can remove those contingencies from the Realtor contract. That's going to make them feel very, very, very confident. This is some high-level stuff, guys, but I'm telling you, like, you can fumble your way through this. Just make the offers. Don't worry about understanding all this. You're going to get it. I mean, I'm cutting you to the front of the line, just giving you the experience. Um, but you need to make sure you have proof of funds. And I highly suggest this is a local a hard money lender if you're getting these proof of funds. Okay? I also suggest that you seriously let it be known to whoever you're is on this proof of funds who you are because that agent's calling. That agent is calling. Hey, do you know uh Brent Daniels? Are they qualified? What's going on? Most of them know. Yeah, as long as that, you know, up to a certain point, we're going to look at the asset. We're an asset-based lender. We we got the money for them, right? But if they're like, "I don't know who that is." Or nobody answers the phone because it's some national brand and they've got like VAS running the whole business. You know what I mean? Have somebody local here. Got it. Awesome. So, these are this is the big difference here is is you you can't just use a really easy and then in that in that purchase agreement, you have to in Arizona, you have to disclose if you're going to wholesale. So, make sure you check your laws. Um, you can go to um easyclosings.com easyclosings.com and they have something called the war on wholesaling which is I I mean it's an effective title um but you know kind of oh everybody's after it's not True. We're just We live in a bubble. All right. Good. Here we go. All right. I'm going to get to some questions here because I need some interaction. All right. We got some great questions. Okay.

Uh, Smoky Mountain Blues. How to get a property owner to sell when the neighbors say the owner will not sell no matter what? It's been vacant for decades. It's literally falling apart and has huge trees and landscape is bad. You have to get a hold of the owner. I never trust the neighbors. I mean, I trust them if they're like kind of giving me the scoop, but when they go, "Oh, Betty would never sell that house. Her dad built it in 1914 with his bare hands. It was he he he carved all the wood. He was a wood whittleler. He's a woodsman. And it's just this beautiful house. They would never get rid of it. It's a legacy property." And then Betty sells it the next week. Happens all the time. So, don't trust them. Go talk to the property owner. Uh, I can't get a hold of the property owner. Great. Go to skip genie doc. I'm giving all the tools today. skip skipie.com. You pull up skip genie. You put it in there. It shows you possible relatives. It shows you if they're if they've uh passed away or not. And if you go through all those numbers and still can't get a hold of any decision makers, hire a private eye. You can hire a private eye for 70 to $100 to pull all of the connections to that person that owns that house and reach out to them. You could do that and then have a conversation with. You will find somebody that you can have a conversation with. And if they're a decision maker, then um they're either going to sell it or not. And then you just keep following up and plant the seeds. You know what I mean? Nobody's going to just own a property forever that they're going to pay property taxes on, let it go, you know, deteriorate till, you know, you basically have to scrape it. It's not going to happen. Okay. So, that's what I would suggest. Great question. Uh we already celebrated that. Uh, easy rich. I love this. How do I run comps in nondisclosure states? Absolutely fantastic. Um, I know that in Texas there is uh Propelio. I think they're kind of limping along. They're just kind of Texas specific. They used to be a bigger uh company, but I think that they've really focused in Texas uh specifically. But the bigger answer is get access to the MLS. I am telling you there is I'd have to look it up. Will you look it up on your phone? How many how many uh real estate like how many realtors are in the country? There used to be like two million. I think it dropped down to 1.2 or so there. The the point is you know somebody that's a realtor. 1.5 million Realtors in the United States. You know somebody easy rich. So talk to them. tell them, "Hey, listen. I just want the ugly houses. I just want the properties that need significant investment that have some some opportunity for improvement." Um, that's what I want. And so everything else that's retail, I will give to you. I just need to be put on your MLS and uh and get access to it and be like your uh transaction coordinator or assistant. Uh, all the MLS's have a certain um they they give, you know, kind of some golden tickets to you to be able to pass out to your staff. So, be part of their staff and there you go. You're you're you're you're doing it. And now you've got the MLS data. You're looking at everything. It's not out there. You got a huge advantage. I I love when it's hard to do stuff in this business. Harder to do stuff in this business means less people are going to do it. Certainly the people that are fly by night aren't going to do it. So it's a huge advantage for you to go out there and get those deals. Great question. Jose, I have a seller that reached out uh reached to me after months of follow-up and ghosted me. She says she's now finally ready to sell immediately. I'm hoping to lock it up this week. Listen, I'll ring the bell, a premature bell, but don't make me look stupid, Jose. Don't make me look like a that that I just ring the bell willy-nilly for anything. [Music] Okay, get them. Go get him, Jose. Absolutely incredible. I'm telling you, it's been popping up more and more and more. The last, I would say, 45 days, we've had some long-term follow-ups that have popped into our life out of nowhere, and holy cow, these are great deals. It's like they finally realized it's like the straw is hit the camel's back and all of that weight, all that pressure that they've been holding on to, that little straw, whatever it is, whatever happened in their life, whatever situation, circumstance happened in their life, boom, they're ready to make a decision. This is the time. And by the way, guys, I will every single year tell you the same thing. This is the time. This is the time because different markets happen, different interest rates happen, different inflations happen, different uh uh uh changes in governments happen. All of these things happen, right? But the fact remains the same. We still have to talk to people. We still have to have quality conversations. We do. You know what I mean? And oh, look at that. Easy Rich. His mom is an agent. Oh, come on. Your mom better hook you up. That's perfect. You're set. So, um, guys, be on the lookout. You got to be ready. You got all those all those leads that are sitting in your pipeline, um, in your CRM, sitting on a piece of paper somewhere, jammed into your your, uh, drawer or or, you know, stuck to your wall or whatever. Call them, reach out to them, see what's going on because they're they're now all of the little heads are popping out of the shell. You know what I mean? So, get after it. Dylan, I'm sending video messages to for closures in my area. My goal is to stand out. What do you think is a good opener? Hurry. What are you doing? No. Um, Dylan, test it. I would I would probably write down three or five that you think would stand out and test them and see which ones work the best. You know what I mean? Um and um if you're doing video messages, like I assume you're going to be texting them uh to them, which is uh an interesting strategy. I would just make sure they're not on a litigating litigator list. Um, you know, these are professional people that litigate and text messages are really an easy receipt to be able to start a lawsuit, especially if you send multiple to the same person. So, just just be aware that they're they're out and about. They're up 32% from last year at this time, the amount of TCPA lawsuits. Now, that's across the board. That might not just be for real estate and that might be for everything, but you know, it raises all boats. So, just remember that. All right. Uh, question. Brent, what what are you in your business doing with leads who are underwater and have no equity? I throw them away. Throw them away. I'm not going to do a sub two. um unless it's in an area that I would want to keep. But for the most part, I I have so many opportunities to buy unbelievable like burr type strategy deals if I want to add to my portfolio that doing an underwater sub two just I'm going to even scratch. I wouldn't even do that. I would just throw them away. Listen to me there's two main ingredients. Let's go back over here. There's two main ingredients, Ralph. And this is this is critical, right? You need motivation, right? They've already made the decision they're going to sell their property, and you need equity. That's what I focus on. Now, some people focus on the properties that don't have any equity. Um, and I don't know what they do with them, but you know, people have all sorts of different strategies. But for me in my business, motivation, equity, that's it. Those are the two I mean non-negotiables. They got to have these things or see you. Great question though. Um, hey Brent, when is the right time to make an offer to a seller when there's a lot of competition on the property and the seller isn't disclosing what they want? Oh, and it's a probate lead. Oh, declaration. Home buyers, you are making me feel oh excited. Um, a couple different things. Number one, um, when is the you got to figure out when the probate's going to be done. You got to figure out when the probate's going to be done. And the conversation we have is I'd love I can make you an offer. I'd love to make you an offer, but if it's going to be 30 days, 60 days, 90 days down the road before you get ownership, the offer is going to change. Either it's going to go up or it's going to go down. But right now, we are in a lot of turbulence. Would you agree in the market that things aren't really just

Steady yeti out there, right? And they might say, "No, I believe it is steady yeti and I believe that the offer that you make me now is what it's going to be in 90 days or 120 days." And that person will never do business with you. I am telling you that person will never do business with you. Okay? They are in it for one thing, and that is the highest price, and they're going to get people to fist fight over it, and then they're going to have a horrible experience because somebody's going to commit to it. It's going to be way too high, and then they're going to beat them up in the inspection period. God bless them. Go do your thing. I'm not playing the game. There's too many deals, especially right now. There's too many deals out. There's too many opportunities. I'm not messing around with this.

Uh oh, you can't see me. You can't you can't see what how much I want for this house. I'm playing games with everybody. Hello. No, I'm not playing that. Not in this market. 2021, 2022, 2020, 2019. Sure, we'll play we'll play your peekaboo games. We'll play that all day long. It's fun. Not now. Not in this boring market. No way.

Um, so if it's a probate lead, how long is it going to be? And then once somebody has their um once somebody has the ownership of the property, I'm going to do deep deep discovery over that process. What is really their goal? Is their number one goal just price? What are what are the uh what are the other factors? Pace calls it finding the bunnies, right? There's always some other hidden motivation that isn't just about the price that you can offer. If it is just about the price, you're dealing with a driver or analytical personality. They're playing the game more aggressive than you are. Move on. I am tired of con. It's the whole uh sell me this pen thing from Wolf of Wall Street. Like how long have they been in the market to buy a pen? You know what I mean? And then from there, um, do we know what kind of pen that they like? What what is your goal with this property? To get the most the most money possible in the shortest amount of time. Great. How much is that? What works for you? What's a no-brainer price? I'm not telling you. Okay. No. Yeah, no problem. I totally understand.

So, um, when do you think the probate will be completed? because the offer will adjust based on when we can close. So, are you are you pretty close? Is your attorney saying that you're within days, within weeks? What does that look like? I'm not telling you. Okay, great. I am I I'll tell you what. I I'm not going to waste your time. I'm not the right buyer for you. I wish you the best of luck. Next, I'm not I'm not doing it in this. I'm not working with people that are going to stand on top of a pedestal and scream down at me. There's no way. I'm not doing it. There's too many deals. There's too many great deals. Especially if you're doing the right marketing. Doing the right marketing or you're in hustle season. You're talking to 200 people are knocking 200 doors and making 200 offers on the MLS. There you go.

Uh but just a just to put a little bow on that, a little cherry on top, a little uh sprinkle a little nuts on top of that. Um I would make an a I would be the first one there. I'd make an off I' I'd really do deep discovery. I'd find out exactly what their goal is. If I can't find out what their goal is, I'm not making an offer. If I can make if if if I can figure out what their goal is, I'm going to make an offer and I'm going to and and and uh hopefully be in alignment with the price and the terms. Dylan, are you doing anything to stand out when you email her your offer? Yeah, you text them. Text him, Dylan.

Um, so, uh, call conversation, send the offer, text. Hey, just will you please send me a confirmation that you received my offer two days later. How's it going? Anything anything going on? Is there any is there any hope for me on this deal? No, they're closing. Okay, great. Do you have anything else? You have anything else? like the the more that you can and I'm sure that there's some sort of psychological labeling for this, but the more that you can uh communicate with somebody, the more that they're going to like they're going to be like, "Okay, well, this person is serious. This person is legit. This person I I trust that they are looking for really, you know, for a deal here." and um you know, I'll start building a relationship. Maybe it's a the exposure uh model. I don't know, whatever it is. Somebody put it in the chat if you know what it is. But um yeah, the more that you're communicating with them, the the the more that they're going to trust and do business with you. And that's what you want to do.

Remember, listen, at the end of two, three years in this business, you should have 30 agents referring you one deal a year. 30 agents referring you one deal a year. Okay. So, and by the way, agents, they're like they're like ex-girlfriends or ex-boyfriends. They are they are f looking at your social media. They're looking to see if you what what's going on, seeing if you're posting some sort of crazy video, some sort of political rant or religious rant or whatever it is. So, um, just understand that live your life, but I would just some some things I wouldn't I wouldn't mix if you're going to if you're going to be doing a lot of business with agents. Um, because they will research you for sure. Okay. Um, so that that that's the standout. What would I do? Tracy, hello. How do I dispo virtually from Akran in Columbus, Ohio if I can't be at a walkthrough? Awesome. Great question, Tracy.

Um, first question is, can you sell the house sight unseen with 60 pictures and a 3 to five minute house tour video? Save a trip. Go out there. I mean, say save the buyers a trip. Smoking deal. Every single time you sell a property, 60 pictures minimum, I'm talking water heaters, I'm talking air conditioners, I'm talking boilers, I'm talking basement, I'm talking roofs, I'm talking pool equipment, I'm talking uh reverse osmosis machines, which most don't have. I'm I'm anything mechanical. Take a picture of the windows, the door, the walls. I think you know the rest of it. Um, take all of it. Take all of those pictures and then do a whole, you know, tour. Three to five minutes. I would say 80% of your properties will sell sight unseen. 60 pictures, three to five. So that's one step, Gracie. Number two is uh you can hire somebody to go open the door. You can get boots on the ground with a real estate agent. You can go in and connect with anybody that um that is doing business in that area. Squad up. You can squat up with people in the chat here. You can squat up with people in the local real estate investor groups on Facebook. You can find somebody that you just connect with and uh maybe they get a hundred bucks. Open the door. You know, you could do that. Um, maybe you could find somebody on taskrabbit.com. taskrabbit.com. Maybe you could post to Facebook Marketplace and say, "Hey, I need somebody to go open up a property and follow these instructions when people come through the house." Now, obviously, if it's occupied, then you have a conversation with your buyer, depending on what your situation is. If you're going to assign the deal, then you tell the buyer, "Hey, listen. I've got this purchase agreement. I can close on this. I'm putting it out there. If you're interested in buying, great. But when you go through the property, go through the property. Any questions you have, ask me. And hopefully they they ask you the questions. But if they want to talk to the property owner, I really don't care. I've already built good relationship with the property owner. There's no mystery as to what we're doing. Every property we go into, we go through the purchase agreement. And in our purchase agreement gives us the right to pre-market the property while it's in escrow on the purchase of this property to our investor base to see if it's profitable for us to assign the deal to another investor. And that's the conversation we have.

First thing that I'm going to do, I'm going to tell all my friends about this deal. I'm going to tell all of the other investors about this deal. If they want to buy it from us, that's one of the ways that my company makes money. The other way is we buy it. We close on it. We fix it up. We sell it. We close on it. We put it right on the market. We we we pull out some of the stuff. We put it right on the market. We make money that way. Guys, listen. They know you are only there to make a profit. Why are we tiptoeing around that? Why are we ashamed of that? Why are we Why are we saying, "Oh, oh, no, no, no. Why? Oh, I would never. Uh, I'm not a wholesale. I'm not a I don't I I just want to make enough to get by. I put a little bit on it, make a little bit of money, and that's it. Stop it. Stop it. Really? Yeah. Yeah. Give it to me. The agent is Yeah. I don't even know where that listing is. Uh, here we go. Yeah. Hello. This is Brent. Hi. Hi. how are you? I got your message. If you want to I'm sorry that said I'm getting ready to go into a meeting, but if you want to put if you want to put a backup offer, you could always um submit a backup offer. Okay, great. Yeah. Do you have any others or is it just me? And um right right I I don't have anything on hand with that right now, but I do have a lot of interest. So if you want to do a back offer, go ahead and and do that. Okay, you got it. Okay, thank you. Appreciate it. Bye. Bye bye. I gota hung on.

But um yeah, there you go, guys. I'm I'm just screwing around. I'm just screwing around up here and I've talked to two people just screwing around hanging out with you with all my friends here on on YouTube. I mean, guys, this isn't We don't have to over complicate this. 200 conversations with agents, 200 offers. Uh 200 doors knocked, 200 conversations on the phone. It's gonna happen for you. It's going to happen for it. Okay. Awesome. Boom. I love it. Um so that's what I would do, Gracie. And by the way, if it's a smoking deal in those markets, it's going to go really fast. It's going to go ridiculously fast. Trying to think if uh Josh and Tiffany Hire are in Ohio. They might be a good resource for you, too. Here, but they sell everything um virtually. Um, so it's it's definitely something that happens in your market for sure, Gracie. Okay.

Um, Neo Jason 83 with his pensive profile. Uh, in my market there are a lot of corporate-owned properties. Should I be making offers of these listings? It's a great question. What I would do, Neil, is I would look at how many they have, how many properties they have. If they're like, if they have a bazillion properties, I wouldn't mess with it. Like, if they're a hedge fund, I wouldn't mess with it. If they own more than 10 properties, I wouldn't mess with it. If they own more than three properties, I usually don't mess with it because they are the worst people to deal with because they're all there's no emotion. There's no there's there's nothing going on. There's really no stress. Typically, they're investors that are just, hey, if somebody wants to give me a ridiculous price, I'll take it. So, I mean, if if it I I wouldn't like take all the time to filter them out, but if you run into them, run into them, great. Move on. But for the most part, it's not a great strategy. Most of the times when I see people sell like portfolios, it's the worst deals I've ever seen in my life. The worst of all time. So, I don't mess with it. We really don't. But we do all of our all of our leads at this point.

So, I was hustle season, guys, right? Uh, seven seven and a half years of straight cold calling from 9 to noon every single day to build a business and to climb out of all the stupid mistakes I made as an egotistical monster of a 20-year-old 20s that decade, right? I had to I had to learn. I was very adventurous. Let's say it's another way for saying my curiosity got the best of me uh when it came to being a entrepreneur and um made a lot of mistakes and so to climb out I had to I was in hustle season for seven years 45,000 conversations 15,000 doors knocked and um you know it uh it it it it built up my ability to communicate, built up my uh ability to just go out there and take action, not think. And that's I think the biggest advantage, the superpower is you have 5 seconds. 5 4 3 2 1 call because you're you will you will hallucinate yourself out of deals. You will you'll just be like, "Oh man, you know what? I'm uh they probably won't sell to me. They're probably not ready. They probably want more than I can offer them." All these things. anytime that probably is in your vocabulary. Um, do exactly the o do do the action now.

Okay. We had Spencer Caldwell in to my office. So, Rhino Tribe, uh, if you're interested in the Rhino Tribe, wholesaling.com, uh, the most incredible group um, in real estate investing. And uh every every um few months they come into my office here. They meet my whole team. They get to see my whole structure. They get all that. It's all part of it. And um I bring in incredible guests. One of them is Spencer Caldwell who has who does three to five wholesales a day. A day. He never sources any of them. He's a total dispo guy. He gets 1,500 to 2,000 text messages a day. We we Anton we plugged in his phone to the big screen here. He had 200 text messages in 45 minutes that he talked here at my office. Now it's group chats and it's going back with some of his staff, but he responds to every single one of them. Every single one of them. Yeah. Like you like I I'll post it. Maybe maybe we'll clip it and make a YouTube video out of it. Yeah, for sure. Um but you've never seen it. I mean it's incredible. But the dude does, I don't know, a couple million dollars a year with an overhead of maybe 200,000. And that's only one of like seven of his seven figure businesses. He's got three barbecue restaurants that are gigantic. He's got a Mexican food restaurant. He's got three real estate brokerages. I told him, "You're a psychopath." He is a psychopath. But I'll tell you what, getting the 70, 80 text messages a day that I get, cuz everybody in the Rhino tribe has my phone number. They text me, uh, I audit all their deals, or at least, you know, if they need me. And, um, it's nothing. He does that in 45 minutes. He does that in 20 minutes.

Anyway, uh, Caleb asks, "How can I get proof of funds from local lenders without them requiring checking your credit?" They don't check your credit, Caleb. they could care less. They don't care about your credit. They're they're um it's the the the the property has to qualify, not you. So, you just go into type in and I've got a bunch of videos on it here on the channel on how to get your proof of funds. Um just Google hard money lenders in your area and just start calling them up. Some of them will just send you a proof of funds right away. Some of them will letter credit. Whatever it is, they want they they need to put money on the streets. So, just just so that you know, I'll do this real quick just to educate everybody. Okay? Hard money lenders get their cash from wealthy people. Usually it's like a 100k minimum and that goes into their fund. Okay? And out of their fund they get 8% typically return for on that 100k. Okay? Now, sometimes it's rolled back into the fund. Sometimes they take it as monthly checks, but whether or not they have and then what they do is they lend it out to us investors for 9 to 12%. Okay? They make the spread, but most hard money lenders make their money on the $1,000 fee that they charge, 1% fee that they charge, 2%. They need to be transacting a lot, right? To really build it up. Yes, they get arbitrage, which is a fancy word for the spread between 8% and 9 to 12. Yes, they get some of that, but that 4% isn't uh, you know, putting them on yachts, okay? They're not uh they're not buying tuxedos and eating wonderful African caviar top shelf with this money here. Okay. What they do is they're they're making their money on transactions. So, by the way, when when I put this thou $100,000 into this hard money lender and he's paying me 8% or they're paying me 8%, um they're paying me whether they have that money out or not. If it's sitting in their account, that's a problem for them because they're paying me. So, they need to get this money out on the streets, baby. And all they're looking for is deals. There's way more money than there are deals. Okay? So, they really want to work with you. Uh, and as long as you bring a deal, they they love you. They they don't care. They're not running your credit check. They're not doing appraisals typically. I mean, sometimes it depends. They'll do some, especially these bigger nationwide uh brands, but the local ones are really these guys know the market. These guys bid at foreclosure auctions. These guys uh know you could tell them an address and they'll they'll know a good value on it instantly. It's freaky. Freaky. Awesome. Right. Boom. All right. Okay.

Uh, Auro Brent, how do you explain to your seller you're going to wholesale a property? We went through this a little bit, right? This is all about going through the purchase agreement. I know. Listen, I know that it is amazing when you send a purchase agreement to a property owner or you're at their house and they just sign away. Boom. Just sign away. Oh, fantastic. Right. Go through the purchase agreement. It outlines the relationship. It solidifies the relationship. It shows you, listen, I am in. We have it in there. The purpose of us buying this property is to make profit. Okay. One of the ways we get to pre-market this property before we own it. It's right here in the agreement. and we'll take that that clip that that section in our agreement if we're working with the realtor and we'll just put it in an addendum for the thing you Okay. Yeah. Okay. B say hi to everybody. B's home from uh school. There you go. Hello. There you go. All right. Do you need the phone? Here you go.

Um so I've got the dog here. I've got B here. It's I got Anton, I got Luke, I got Matt. Life's good. Anyway, um so go through the purchase agreement and let them know this is there there's c there's a couple different ways that we make it that that we make a profit. We pre-sell it. If we can't do it, doesn't matter. We're going to close on it anyway and and get it done or we're going to, you know, close and and flip it. There you go.

Uh, relaxation station. Is there a way to get earnest money deposit without going out of pocket? Also, do you have resources for hard and soft proof of funds? Yeah, I mean the best resources would be something local and just just Google it. I've got a whole like I don't know 12 15 minute video on it on this channel. By the way, guys, if you're getting if you're feeling this and you're not subscribed, hit the subscribe. It it makes Luke so pumped, you know what I mean? Like he gets to keep his job another week, you know? He gets he gets performance bonuses of $12 a year. Uh if if we get to 100,000 subscribers. Uh but if you're getting value, hit the hit the thumbs up, guys. That really makes me feel good. And um if you're not subscribed, make sure that you subscribe, right? Um Raphael Cortez, come on in. Bring it up for Raphael Cortez. He has uh is is uh instrument. Great. We've got a great group. We're answering questions. We're doing stuff here. Um so, uh the other thing is um if you don't have enough earnest money out of pocket, yes, you could get a partner. You can get a a partner that helps you out with that. Also, what you can do is um you can focus on the non-realtor, non-listed properties where you're just dealing with the owner themselves and you can

Go in with, you know, you can go in with 10 bucks, you can go in with a hundred bucks. You know, I think R.J. Bates goes in with 10 bucks. You know what I mean? Because he puts out so many offers all the time. Got it? All right.

Now, let me take a pause real quick because I do want to give you guys uh on the questions and I do want to give you guys some resources. So, we talked about 200 being the number, 200 door knocks, 200 offers on the MLS, 200 contacts cold calling to get a deal this week. Okay, that's the numbers.

Now, what if you have some money? What if you have a little bit of little little bit of Skrilla in the account? You know what I'm saying? What if you have a little bit of cheese and cheddar sitting around that you want to you want to get out there? Um, ppl ppl is going to be absolutely great for you. And I've got uh a few options here for you. This one nobody knows about. I'm going to start with this one: Thesharks.com. Thesharks.com. Um, they are um 100 bucks a lead. You pay them 2,000, they give you 20 leads. Um, we have some students that are testing these guys out. We've tested them. Um, with all transparency, we've had 40 leads and no deals in in uh Panal County, but other people in other areas swear by these guys. And for the cost, it's actually incredible. Nobody knows about these guys. They only go one person in each market, though. So, check them out. Um, and uh and see if that works for you.

The other one is uh I Speed to Lead. I Speed to Lead is uh they have deals on all sorts of uh different options. Go ahead. The uh the Sharks, do they uh do they have a bidding service or they have a flat fee for 100? Okay, cool. That's just 100 bucks. That's different than uh than most most people out there. So, yeah. Yeah, which is good. And I don't I I don't know if they give refunds. I think they kind of play along with you. Jonathan over there does a good job communicating. He'll be on there. But IS lead people really love uh the owner hates me for some reason but I love him and the service. So uh I speeded a lead is a great resource for you. Um the other one is uh lead zolo. People get a lot of really good lowpric leads from lead zolo. And the last one is property leads. Uh if you go to ttttples, that is our affiliate ttples.com and uh I believe they give you either $100 or $200 credit towards uh your first leads. So check those out.

Um the the key to these Raph is as soon as you get those deals, what do you as soon as you get that lead, what do you got to do? No, you got to reach out right away. How how soon? 30 seconds. Yes. I mean that that's literally the benchmark. That's the benchmark. Yeah. Yep.

So, um, guys, those are the services that, uh, the Rhino Tribe uses, that we've used. Uh, phenomenal. They're, uh, they're giving you all sorts. PPL is kind of a mixed bag, right? Some of it is Google search, some of it's SEO, some of it is Facebook, some of it is they're making cold calls or texts, and then it goes to a service and they vet them, and then they put them in there. Um, so it's kind of a mixed bag, but um, you can get a deal really quick from PPL leads, but I would say is um, for the lower price leads, you're going to have to go on the outskirts. You're going to have to go in the smaller markets. Do you know what your conversion is on on PPL stuff? Mine? Yeah. It's horrible. Horrible for us for our business. I mean, it was like one out of 45 leads that we were doing here locally. Yeah. As opposed to one out of 15 that we get from PPC. Yeah. Yeah. I mean, Phoenix market is totally That's why I ask. I mean, the conversion rate is going to be different in all these different areas where we tap into. Yeah. Yeah. And I love it because, you know, it's like, okay, PPC's rocking. How do I get more rocking? Yeah. PPL, right? Um, but it was re it's a lot tougher to chase the people down for some reason to get a hold of them again. And um, and it was just a longer like PPC when they're when they're searching for you when it's intent base. We close them in 24 hours. I mean, or the same day and and with PPL it's a little different. So there you go.

All right, Brent. If the owner record is supposed to be deceased, but that person answers the phone, what do you typically say in that situation? How did you do it? We need that secret. Yeah. What potion did you take to be resurrected? What do they call it, Bo? Respawning. Yeah, respawning. Yep. Um, yeah. I don't, you know, if it's uh sometimes there's a name mixup, Matt, right? Um, sometimes it is a um just just just an error. So, if they're talking to them, go go bananas. It it it also depends on on where you're getting the the list from, where your source is. I mean, a lot of times what they'll do is they'll go off of obituaries and uh it may be the sun that's named the same. I mean, I've had that happen multiple times where where it's it's just a mixup, right, in the but that's how they do it. there's not really something that, you know, notifies people right away. It's like, "Oh, this person died uh and now you can add them on to a list." So, they literally have to go in there, do manual manual research. So, sometimes that's going to be off. Yep. Um treat it treat it like uh you know, every other conversation when you're when you're into it and you get hit with with some other like some weird thing that you're not expecting, you got to have your your evergreen opener, right? Uh where you just roll right into the property thing.

What is the number one skill that you'd say you need to learn first to be a successful wholesaler? I mean, I see persistency as a skill, man. Yeah. Listen, you can't coach hunger. You can't coach the fire in your belly. You can't coach the difference between uh want and it must happen. If it must happen, you're going to win. If it if you must not work for somebody else, if you must not live an average financial life, if you must not if you really are that adventurer, you know, that just can't be boxed in, you know what I mean? The the the number one skill is just hungry. You're Alejandro was here yesterday. Yeah. And everybody was eating lunch and he was just sitting on the couch and I was like, "Do you have lunch?" Alejandro is um uh Raphael's 18-year-old son that is uh interning with my paper click company. And um and he's like, "No, I don't have lunch." And I go, "Good. Stay hungry. Stay hungry." He's like, "No, but and he is." No, no, no. But I mean, obviously a little bit different, but it's um it's be be hungry. You gota you got to have that fire in your belly. Now, skill. So number one is uh you have to just believe that you can do it. You got to you got to have that hunger. You got to tap into that confidence. And I think the number one skill that I see that really works for people is effective question asking and that there is a lot to unpack there. Yeah. What are you a clinical what what kind of psychology do you organizational psychologist? Yeah. Um and it's not the psychology of organizing closets. All right. I get that all the time. Uh but yeah, you're right. I mean the effective questioning is is I mean we call we have a discovery conversation, you know, for a reason, right? But we we just can't figure out a solution if we don't know what the real underlying problems underlying problems are. Yeah. Uh and I mean that's huge. That's that's learned because you're you're you have the persistency to stay in there. Uh Shante used to like he drilled this into my head one, you know, in the early days was just tenacity, tenacity, tenacity. I didn't understand what tenacity was until I like I started getting punched on the throat a lot by by sellers and and oh that's what that means. Um yeah you get rejected you come right back at you know at it you fine-tune intentional learning and all that stuff leads right to to better questions to better understanding of the process better solution construction there. So yeah, what is their goal? Easy Rich. What is their goal with the property? That's all you're trying to discover. What is their current state? What's their desired state? That's what you're trying to do. You learn those skills. As long as you have leads, as long as you're out there talking with people, right? Yeah. You win. All right.

Uhoh. Charerelle, I closed my first family referral in March. Always talk about your business to everybody. You never know who's listening. You're absolutely right. [Music] Weren't expecting that one, huh? You weren't expecting the guitar. Well, I told him. El guitar. I told him. Okay. Yeah, I told him. If they've been here since the beginning, they they know it. But that was that was perfect. Um Yes. And that leads me to my last instruction for you guys today, which is um you have to get loud on your social media. You got to get loud on Facebook. You got to go in here and what I like doing in here is I like this garage sales. You can type in garage sales like local garage sales. Garage sales. And people are selling all sorts of stuff. Friend all these people, right? Like there's so many groups. go type it into the search and then just go to groups and then it'll start popping up all 20 thou 21,000 members 65,000 members 8 8,700 members like go friend request all these people go into the real estate investor association groups friend request all those people and then post every single day I buy houses send me your deals I buy houses send me your deals I buy houses send me your deals you know, do it. Do it today. Watch how many people DM you. Watch how many people reach out. Now, if you have 13 friends, it's probably not going to be enough momentum. Friend request as many people as Facebook allows you every single day. And then people will start friend requesting you because they're friends. We you're friends with their friends and blah blah blah blah blah. All of a sudden, get it to 5,000 post every single day. And that is absolutely free. My my You can get a deal this week by doing this. My first flip, my first actual deal was a referral. Of course. Yeah. Was a referral from a family member because you told people you buy houses. Yeah. Yep. Uh easy. Easy. Rich is crushing today. I love it. Guys, just pepper us with questions. I love this. I'll stay as long as you want.

Uh can you explain some advantages and disadvantages to operating under an LLC versus your own name? I don't do anything under my own name. Why? Um, so the LLC creates a veil of protection. Um, legal protection. So something happens, something goes south with, you know, the deal, the flip or whatever. Um, it's it's like separate, it's separating your personal assets if you do it right. Uh, separating your personal assets from your business assets, right? You always want to have that distinction. That's one. Number two, it creates a professional image. People want to, you know, they they want to make sure that they they're dealing with a reputable source. in this case, you know, a company. Um, but yeah, so disadvantages are you get too exposed if you're running stuff under your name. So, again, something goes uh south, people can go after your personal house, your cars, your bank account, and and I mean, it just like it it throws everything into the pot, right? Um, if you have an LLC, it'll separate your your LLC assets. And I mean, it's crazy, but a lot of people do like multiple LLC's for flips and and uh you know, they have tax strategies and get super super complicated. For wholesaling, I mean, I you don't need to have that big, you know, robust of a of a LLC structure, foundation. Just have something that separates your personal stuff from your business. Switch it over here real quick. Uh so right here, there you go. It's uh if this is just you, you make money, they tax you, then you have leftover expenses, and then you get to profit. If it's an LLC, you make money, you write off your expenses, then you get taxed, and then you have profit. Okay? So, that's the difference. So, they they tax you after you take out the expenses with an LLC. Now, there's some here that they understand it's you and whatever you're doing here, but they want you to have a business. The whole we we live in a free market society. This is capitalism. All right? They want you to have a LLC because then guess what? You can uh uh supply to the community jobs. This whole business is is uh small business. Can you take her out? Thank. There you go.

Uh Brent, would you consider only cold calling wireless numbers since nobody uses landlines anymore? I want to save time and reduce my numbers getting spammed. Uh people, you would be shocked. How many landlines? Uh can you do can you Google how many landmines? You're going to be my Jamie to my uh US. Yeah. Landlines active in the US. Uh, you know that number, huh? I have no idea what that number is. I've never looked it up. Millions. Yeah, there's still landlines. Call them. 88 million. 88 million landlines. 88 million. There's 330 million people and some of them are Bose. They don't have their own phone numbers. I mean, some of them, but you know what I mean. Like 88 million of them. So, there you go. Yes. The answer's yes. Daniel Nissome voted handsomest guy in Tel Aviv. Third year in a row. Bam. Watch out. You should see his Instagram. That uh it's all abs and tan. Tan tanned abs. Tan abs. Tanned abs and and and and real estate deals. Heck yeah. This guy, the man the myth. I think somebody tied him down. I think somebody finally got him. But uh he was out there. It was hot. He was It was uh open season.

Uh Brett, you're the man. How do you get your clo closers to lower their leads per contract contract ratio? What systems do you use? It's all on me. Daniel, the way to lower your leads per contract ratio is give them better leads. Better leads. PPC leads. There's I'm telling you, there is nothing like PPC leads. What uh what's your guys's uh lead to a contract right now on PPC? 15. 15. Yeah. Nice. Yeah. Yeah. Yeah. I mean it's it's phen it could be lower. I mean they they have just I mean they've tweaked something and it's just been bananas the last uh three weeks. Yeah. Last time I checked it we were at 12. Yep. In Indianapolis. Yeah. Yeah. Awesome. So we work with Raph in Indianapolis. Daniel um you should be at that point where you're doing PPC. talk to me, right? Just text me and uh and we'll get you hooked up. I'll have Jesse audit any of your and anybody watching if you if you're interested, if you've got like a decent budget, you're sitting there on 30 40K and you're like, "How do I get the best leads possible?" Uh nothing's like paper click because they're looking for you. And I'm I'm a broken record on this thing, but nothing's like it. uh go to talktopeople.com and uh just put in your info there and uh my team will will look at your market and let you know how many searches are going on that that are like ugly house search like indicators of of ugly houses and um and then what the budget what the appropriate budget would be. It's awesome. We've got it down to a science. But that's that's that's the change. Yep. You should have started this like 10 years ago. Yeah, I did. Well, I wasn't doing it, you know. I was just banging the phones forever.

Derek, will I actually get jammed up if I call a local homeowner on the DNC list? You could most of the time, no. Most of the time, unless they're professional litigators. Look at that. See, I'm telling you. Boom. Daniel is handsome. You know it, Elizabeth. You know it. I told you guys. Um, yeah. Can you get Yeah, I mean, listen, you can people can file a lawsuit for anything, right? Um, but most of the time, yeah, you have to like do it over and over and over again because I think it's like 500 to like 1,500 each time you call or text. Most people don't mess around with it. It's a small claims court thing, so you got to they want to like hook you in, right? Since 2009, I've only had one issue, right? We had the same issue with the same G. We had Yeah, exactly. Yeah. So, professional uh litigator, you know, type of deal going on there. Jacob uh just had a seller say another buyer told me you were wholesaling this and I told her we might and went through and explained wholesaling and the contract she signed. Transparency goes a long way. It sure does, Jacob. So good. So good.

Guys, I am telling you, you get two surveas in Raphael and you're downtown and there's an empty stage with a microphone. He's going up. He is going up. You can't stop him. Don't care if the lights are on. He can't stop him. He is going for it. It's awesome. Uh, congratul Yeah, Jacob. I'm just telling you, yeah, like people feel sneakiness. People can It's like an instinct. So if you don't if you actually go more naive or more confident and just lay it all out there and let them know, they actually don't care. They really don't. They just want the job done. I I remember here here's an example and and this is just in any industry. I had exterior lights put in my backyard and they're these super high-owered beautiful. They have the the the they go on automatically. They turn off automatically. Exterior lighting is the key to uh nighttime landscape. Yeah. Okay. Facts. Uh $27,000, right? $27,000 for them to put outside land uh lights in my house. Now I have a half acre. It's a good sized lot. They need to put a lot of lights out there. And I was like, "Okay. Um just I I mean I'm in I'm in real estate. What what's your what's your margin on this?" Yeah. And he goes, "Well, you know, uh, we do very well. We're we're at a margin of 50 to 60% on this." I was like, "Yeah, I figured." I didn't argue. I didn't negotiate. I didn't want them to do a worse job. I didn't want them to put in, you know, feel like I was grinding them. I didn't want them to feel like they they came right out. Every 90 days they came and and cleaned off the water spots with a little spray on all the lights to make sure that they could it was it was uh um you know clear and it wasn't getting all milky. Well, you we're getting the value out of the service, right? It's the same thing. It comes back to value with us. If we uh we create enough value for the sellers they they don't have a problem um you know having us do whatever we need to. That's right. This is the uh the conversation that I that I actually have word by word is is you know as we're going through the contract. I tell them you know Mr. Sellers and my team is trying to do the same thing. Uh Mr. Seller we have multiple ways of monetizing on the deals. You know we'll take the d we'll take the deal down we'll fix and flip it. Sometimes it's buy and hold and we keep it for a portfolio. Sometimes we tee it up to one of our investor partners and we'll wholesale the deal and uh regardless of whatever happens on our end the deal does not change on your end. Yep. So it all stays the same. Right. So, I always close off with that little recap. Um, and then we move on. We get the signatures and everything else. After we get the signatures in place, I do have a same page conversation that happens, right? Just recapping everything, the going forward expectations of the walkthroughs and everything that we already talked about and then I recap that little conversation. I mean, I'm telling you, when whenever somebody has an issue with a wholesale, it's the exception, not the norm. Even if they was like, "Oh, yeah, I know." You know what I mean? But it's it's transparency. Transparency. It's it's it's I mean it's key there. Jacob, hey Brent, what's the best way to present to a seller a noation deal? Working in Pennsylvania and it seems like the best way. Um so I think no really strong. Um, anybody that doesn't know noations and really wants to get trained on noations, I

Highly suggest, um, you check out, uh, The Novation King, Rich Wonders. He's on Instagram, The Novation King. He's got a course. I, I think it's very reasonable and it is top class. He's a top dog, man. Top top class. All right.

Um, and uh, and we'll give you all the word tracks for us just to kind of do a broad stroke, Jacob, because we don't truly, we don't do a lot of them, but usually it's the, they're, they're, they're in no man's land, right? We can't give them a cash as offer typically because they want too much and the property can get conventional financing. So, the property is usually dated, it's just not destroyed. Okay?

And uh, from there the conversation is, you know, do they want to, why not just hire an agent? I don't want to deal with it. I don't want to deal with showings. I don't want to deal with finding agents. I don't have time to interview them. I don't have any of that. Okay.

So, if I could get you the price that you want, let's say it's 300, and we know we could sell it for 400 if it hits the market. You want 300. I'm at 270 for a cash offer. Um, what I can do is I can list this property on the market and anything above 300 I'm going to keep, but I'll do all the repairs that pop up, all the little, the little repairs that they might ask for. I'll hire the real estate agent. I'll pay the real estate agent. I'll do all of those things. I'll walk through all the inspections. I'll take care of absolutely everything. And you get your 300,000. But it's going to take longer. I need 90 days to be able to do this. I need 120 days to be able to do this. Okay. And so that's, that, that's the conversation that we have.

Uh, Jacob, but I, I, I would just go follow Rich. I mean, he's really got it down. He's got it down. He's got a great transition, uh, conversation, too, for, for how to explain it. It makes sense to, uh, to the sellers.

Y another thing, uh, key is, is the, I mean, you mentioned it, right? But it's a timeline. You got, you have to extend the timeline. Normally wholesale we go, you know, 30 days on or before and whatever and we, we get it done in that time frame. Here it's, it's not like that. You, you are going to have a delay. So you want to push the, the, um, the ability to, to close of escrow that thing. Yeah. Way down the road.

So awesome, Jason James. Oh, I like it. I like the, uh, the popped collar on that jacket. It looks chilly wherever he's at. I got cold. Holy cow. I did. I got cold, too. A cold cold breeze just came through.

So if PPC has been better, why start at PPL and not jump into PPC? I know the higher cost of entry, but if the conversion is much higher, wouldn't it be better to start there? If so, do you, uh, who do you go through?

Yeah. Um, 100% Jason, if you have the budget and the, and the sales skills to close these deals, people jump, you know, skip all the way to, uh, to go collect your $200, go to the front of the line, you know what I mean? Like, yeah, sneak all the way around the board for sure. Uh, we'd love to talk to you about it. Uh, talktopeople.com. talktopeople.com or just shoot me a DM on my, uh, Instagram and I'll put you on with the top guys and they can audit your, your area or do research. I don't know what's better. What, what hits better with people, audit or research? What do you think? Audit the area. Okay. I just don't know if people are like, "Oh, that seems like tax audit." You know what I mean? What do you think? No, that's what you think about it. Research. We're going to do a bunch of research for you at, uh, talktopeople.com. No, check it out. We'd love to help you out. We're working with the top people and phenomenal. We, we, we've got Jerry, we've got Rich Wonders, we've got Raphael, we've got some incredible people that you've never heard about that do millions and millions. Um, and, and we spend a lot. So, we got a lot of, um, industry knowledge for sure. Cool. Awesome.

Um, Joel, what is your follow-up sequence for warm leads? Um, we carry the date, uh, date forward. So if it's a warm sequence, it depends on where it's at. Um, if we already have it with somebody in acquisitions, so for example, Joel, if you're already talking to them about numbers, right? So you had to sit down with them and then you ran numbers and they're not ready yet and whatnot. I mean, we'll, we'll, we'll stay on them and we'll go like, you know, psycho girlfriend crazy on them for, for the next, uh, you know, week or so, five days. I think the sequence we have in there is, is, uh, day two we follow up. Day five, we follow up and these are phone calls and text messages, points of contact, right? Um, if they start ghosting us, if they ghost us three times, we'll send it back to the lead manager for them to rewarm the lead. But, uh, but yeah, so I mean if, if, uh, if it's a warm lead and you already had, you know, some type of conversation with them, you got to stay on them. I mean, do a, do a three-point follow-up until, you know, and keep, keep moving that, um, that, um, next contact date forward until they start ghosting you. I mean, really, it's what it comes down to.

Yeah. So, let's define something here real quick. I love this whiteboard and I'm going to it because it kind of changes up the scenery and we get different angles and the human mind loves that. So, we've got hot, we've got warm, and we've got cold leads, right? A hot lead is somebody that is going to sign a contract in, well, seven days is, is what I consider a hot lead. A lot of people go 30 days. They're going to sign a contract in 30 days. You're going to talk to them every single day. You're going to reach out to them every single day and let them, uh, try to get in front of them, try to get your offer. Now, if it's 30 to 90 days before they're going to sell the property, uh, you're reaching out to them every single week. All right? Have a conversation with them every week. And this is 90 plus days is the cold leads. This is you're going to reach out to them every month. All right? You're just, there's a reason that they're taking their time. But our whole job is to move people into this bucket or into this bucket. This is a trash can. And you put trash in this trash can, right? So it either goes here or it goes here. That's our job.

Got it. Good. What are you doing? You see that puppy? Here we go. There's the puppy. Uh, she's getting bigger. Her name is Lula May and she has the worst atomic farts of all time. Yes. Yes. You know, Anton knows it. Oh, yeah.

Um, okay. That was Anton. He was just masquerading as a puppy.

Uh, when would you be able to do a presentation on your acquisition systems and processes? Um, you could do it next week if you want. Yeah, love to do it. That's easy. That's, I mean, I, I'll go, I'll go, uh, hard in the paint in there. Yeah, for sure. Bam. Yep. So, uh, yeah, we'll do that next week. That'll be good. Remind me of that because I'm like a goldfish.

Uh, Diane, I have a seller that wants to sell a rental property. Excellent. Zillow says it's worth 76,000. They want 100,000. It's only 745 square feet. ARV, ARV comp show 140,000 for homes that are 2,000 square feet. How should I move forward? I mean, I don't think the math is mathing on the, on the offer right there. So, yeah, if the numbers don't pan out, the numbers don't pan out. A lot of times they'll waste their time. They say, "Well, give me a million bucks for the, for the property." And I mean, it's kind of what it sounds like. Run your own comps. Sometimes Zillow is off. Um, and, uh, and look at, uh, at, you know, apples to apples on properties. Get as close as you can and then see if that 140 makes sense. I mean, you'd still have to be lower than the 100k that they're looking for. Yeah. Yeah. Yeah.

Diane, f first thing first, because there's such a discrepancy between Zillow and the fixed up, what I would do is I would call a real estate agent that has recently closed a, a sale in that area, right? Just go to Zillow, go to sold, go to Redfin, go to sold, find the agent, uh, that listed the property, call them up and say, "Hey, listen. You know, I'm looking in this, this neighborhood. It's a 745 square foot house. If it's looking beautiful, just perfect condition, what's the most that that sells for fast? I'm talking you sell it within the first weekend you put it on the market and then that's the baseline that you work off of and then just do the, do the, um, do the breakdown, right? You're going to go 70% minus repairs minus what you want to make. Boom. That's the highest that you can offer. And listen, if they want 100, this is what I'm saying. And the other thing I would do, Diane, is I would see how many properties, uh, this, this, um, landlord owns. If they own 15 properties, throw it away. I'm just telling you, if they own 10 properties, if this is their only rental property, you got a shot. But if they own like a tremendous amount and they're just like, "Yeah, 100,000, it's yours." They are in what is commonly referred in this business. It's the official title as fantasy land. Yeah. Right. I think that's a, Yeah, there's a clinical diagnosis for sellers like that. Yeah. Awesome. So, there you go. Oh, now we got it. Bam.

Hi. H I miss you. Yeah. Uh, Rich Dad Poor Dad fired us all. So, uh, we ended that whole coaching thing that we were doing with them. Um, so I'm glad that you're jumping on here. I think you're the, the only one that did from that group. Um, it was a great group and, uh, I love you guys, but, uh, yeah, they shut everything down. They just want to go in a different direction.

Uh, can you get an assignment fee off a deal you found where the seller wants to do creative finance? 100%. Yep. But I highly suggest that you don't if you're going to do a creative finance deal. Uh, I wouldn't assign a sub two. Uh, if it's, uh, if it's a true like owner finance or creative rap or something like that, make sure you truly trust the person you're selling it to. Like they have a big portfolio. They've got great business practices. They've got a big healthy heavy bank account. They can weather storms. They can do all that stuff. Because if you, if you just sell it to anybody that's like fly by night, you, the, you're, you're gonna do a huge disservice to that property owner, the, to the old owner. The seller can be, can be put in hot water for sure.

Um, what we do to mitigate some of that stuff, we'll just, um, we'll do the terms. We'll cut the terms to like three to five years. Yep. Three to five years usually allows somebody to do something with the property. Either we come in, refinance it, monetize it for a couple years, stabilize it, you know, do whatever they need to do to get that row. if it's somebody who's buying and holding, um, they, I mean, they can do that within three years. So it gives them enough time to, to add something to a portfolio, get the benefit out of it now and then still strategically, you know, taper out of it in a couple years and then release the sellers so that way they're, they're not married right for the next 20, 30 years.

What are the rules for privacy in California? Uh, I'm not sure. I mean, who enforces it? Uh, I mean, again, that's, that's why I'm not sure. I mean, there's as far as privacy, you know, we can skip trades. We can, you know, look up emails and addresses and all kinds of stuff. So, I'm not sure what's, uh, what Marina is referring to. Can you Google that privacy laws in California marketing? Yeah, if it's a marketing, I mean it, uh, uh, I mean it's stuff. So, listen, it's, uh, you should be able to go to the door. Um, you should be able to send mail and you can always buy leads in California. Yeah, in California, marketing privacy is primarily governed by the California Consumer Privacy Act, CCPA, which gives consumers rights over their information. Uh, key aspects, the right to opt out of a sale or sharing personal information, the right to delete personal information, and the right to know what information is collected and how it's used. I mean, I think that this is more laws for, you know, Facebook and Instagram and Google and some of these bigger companies. Uh, I think for us, you know, if you, if you know somebody wants to sell their property or you know that a property is in, um, you know, is just falling apart, do whatever you can to get a hold of that property owner or the neighbors or get some sort of connection. Right. Right. You're not going to get in trouble by asking phone numbers if you go door knocking and then you talk to the neighbor and stuff like that. like people are just gonna, you know, have a conversation with you and open up. But that's how that goes.

Moo coat B. Uh, hi Brent. I run a VA company that does daily cold calling and help some wholesalers close deals weekly. I'm looking to grow. Any tips on finding more clients? My pricing is very competitive. I believe you just did, brother. Yeah, I would put your website in here and, uh, or, or whatever you need to do. I don't care if you promote. I love everybody. Go bananas on the comments. Go, go, go for it, Moo. Uh, but by the way, they're going to review you and they're gonna, they're going to put it on this show, so you better be good. Uh, but that's awesome. Love the hustle. Um, I love you being loud. I love you being on the show. Thank you so much. Appreciate it. Um, so there you go.

Uh, Easy Rich is going for it. Yeah. Got another deal in Dallas making 4K about two hours. We're closing this Friday. Let's [Music] go. Boom. Love it.

How do you consistently find motivated sellers and which marketing channel gives you the best ROI? That's a great question. I mean, nothing's going to give you a better ROI than referrals. Nothing's going to give you a better ROI than posting every single day to your Facebook, uh, stories. Not to your actual account, to your stories. I buy houses. Nothing. Nothing's going to be a better ROI than your hustle season. Cold calls, door knocks, the things that don't cost a lot, making offers on the MLS, being, uh, being the, the, the guy or gal that sells other people's deals. Nothing is going to be a better ROI. But ROI is much different than profitability. Yeah. the, uh, I mean if you, if you want to get pragmatic, I mean, I'm biased about this, but what does pragmatic mean? If you want to get like very, very black and white about it, it's, you know, one of the easiest things and fastest ways to start getting, you know, deals through the door is going to be, you know, going up to the door. I mean, it truly is. It's you pull those lists. I mean, you can get free lists if you're talking ROI and expenses. You, you can get free lists from the title companies on, on, you know, leans and tax default, you know, type of stuff. Yep. Right. You put addresses together and then you start hitting those. It's a, I mean, it's, it's nerve-wracking, I think. Yeah. You know, going up to somebody's house and then trying to have that conversation on a marketing, you know, as a marketing strategy. But one, it builds, builds that backbone. Uh, it forces you to, you know, work out your tenacity muscle. Um, and I mean, I think as far as overhead, it's, it's one of the cheapest ones to get into. Just people don't do it because it's not, you know, the, the sexiest thing, right, to go, to go out there and have those combos when you're a solopreneur. I mean, your ROI should be off the charts because you're doing everything. Your expenses aren't really, you know, um, exploding. They're not robust. And so, um, you got two choices, right? Right? And I talk about this all the time. You could be Michael Jordan on the court, right? And stay there. And that's where you earn your money. You could be a solopreneur. You don't have the responsibility of anybody else. You can keep all the profits. It's a great way to make between three and $400,000 a year, but you're working. This is a job. This is a business. This is you going out there every single day. Now, if you want to go to the point where you are pulling yourself out of the business and replacing yourself with really great talent, one to four on a ROI on inbound leads is phenomenal. Let me break down the numbers for you. Okay, you want once you're rock, I don't even once you're rocking and rolling, 25, 10, 40, not, not hoe four, 40, Jeez, you were crushing the whiteboard up until that point. I know. I just, you know, uh, 20, 25%, this is marketing, 25% is staff, this is operations, and this is, uh, profit. Okay. So, typically you're going to be spending 25% on your marketing or you're going to go bananas with your staff. Either one. I would suggest and I, I think, um, eight out of 10 really successful real estate entrepreneurs would say I want less people, more marketing, and, uh, that makes me a happier, uh, business owner. And so, these are the numbers right here, guys. I mean, that's, that's what you want to do. So, ROI. So, that's what I mean. There's a difference because I can still make the 400,000 here, but here, uh, I'm not trading my time for money. Okay? If you're Michael Jordan on the court as opposed to Michael Jordan in the owner's box, right? There's a big difference here. But this is a big, big, big, big, big challenge because once you start rolling, a lot of people hire people too fast because of the biggest fallacy and I don't know who started it. I don't know what it, what scaling book or what business book raph, but this drives me absolutely crazy. I'm going to look you square in this camera and, and hopefully this reaches the part of the brain that you know that this is the truth. There are no visionaries in a wholesaling business. That's ridiculous. I don't want to work because I'm a visionary. You're out. You are out. The tide has come out. You are out. You do nothing. You provide no value. There's no vision. Oh, I'm a visionary. Unless you're, unless you went to college at some Ivy League or some big thing where your connections are all these people that are running hedge funds and run big, uh, accounts that you can go and go, "Hey buddy, let's put together this business. Give me $20 million and we'll go buy thousands of properties all over the place and wholesale them." Unless you're that, which I know one guy. Yeah. Right. Yeah. Very limited. Uh, um, Ste, not Steve. Pen and Baker, what's his first name? Um, uh, anyway, doesn't matter. Unless you're that, you're just wasting calories being a visionary. There is no visionary. You find houses, you sell houses. That's it, right? Stop. Stop. Listen, I understand. The first time you see $100,000 in your account feels like a bazillion dollars. and now you're a genius. To all the knuckleheads that you hang out with that have $12 in their account, I get it. But as you level up, you'll realize that the fallacy of being a visionary and I need to get an implementer is ridiculous. Get in hustle season, make a bunch of money, recruit really great talent, uh, get to the point where you don't have to trade your time for money, and you're going bananas. Or stay on the court, make 400 grand for the next 20 years, and that'll keep increasing probably 10%, 5%, 10%. You're going to make an absolute fortune. You're going to pay off all your debts. You're going to buy a bunch of assets and you're done in 20 years. But I don't want to work. I want to control people. I want to be the boss. I want to be the guy that's pulling the strings or the gal that pulls the strings. I'm the visionary. Stop. Stop. You can get to this point, which is great. You can get to it where you're working on it, not in it. It takes you a long, a lot longer than you think. And you're not a visionary. You're not, there's no vision here. Okay. Now, if you, if

You want to go and build skyscrapers and do all that stuff, and this is your stepping stone, great. Have a vision of that stuff, but that’s not this business. There’s no room for visionaries in this business. That when I hear somebody is the visionary, I’m the visionary of the company. I know you don’t do anything. I know that you’re the laziest. You don’t want to build skills. And for some reason, somewhere along the line in your life, people go, “You are so special, you don’t actually have to provide value. You just have to be around people that provide value and you look good doing it.” It doesn’t happen. You’ll be washed out of this business in two seconds. All right. You know what, man? Rant complete.

You, I love that. I mean, let’s let’s replay that one whenever we have a chance because I think it’s a point that needs to be taken home. It does need to be driven home. We uh, you know, through mentorship and all that stuff, we we see that often, right? And and I think what happens—I mean you do it in your business, I do it in my business—we become mentors to the business, but we don’t step away from from the thing and and just—I don’t have a vision. Listen, the vision is ugly houses, big checks. Big checks. You fine-tune the process as you’re going through it, and then you you empower your team and everything. But but you know, there’s a big difference between doing that and working on uh the business, right, and growing it and and feeding and nurturing the business um than than just okay, cool. I’m gonna I’m gonna finance this thing and step away because I can envision something bigger. You’re absolutely right. This is not the vertical. I I’ll go to this because this is the biggest mistake that I made. I listen guys, I speak just from personal experience. Like from real real like I lost it all because I was the visionary. Oh, I’m going to work on it, not in it. It’s like it’s like a lie that people write books about to sell books to people that don’t want to do anything. It’s amazing. It’s amazing. Spencer Caldwell. Um um uh Zack Keeps. Yeah, I mean these guys—I can’t imagine what their net worth is. Well over 30 million. I know Zach keeps but he doesn’t like me saying it. Well over a lot. Hasn’t read a book since high school, right? You know what I mean? And there’s some people like that. They just take massive action all the time. Yep. They’re not falling into this. I’m the visionary. Um so easy. That’s the per the biggest mistake I made.

The biggest mistake I made is I got off the phone and thought I was too good for the phone. I did. Yeah. And and and it completely destroyed my momentum. It completely it atrophied all the skills I was building, and it took me a lot longer to get to where I needed to be. And so the biggest mistake was I tried to replace myself too fast. That’s the biggest mistake. Yep. Bam. That’s huge. Yeah. No, I think I’m I’m I’m along I’m I’m along the same lines really. It’s uh I got uh biggest mistake growing the business and getting into it was hiring hiring too fast and then delegating too quick without having my my stuff dialed in and not necessarily dialed in but my stuff in place like SOPs—just standard ways of keeping track of of what was going on and and and training people, right? I was I was banking too much on people. Okay, it’s common sense. are going to come in and then do their thing and we can meet once a week and whatever and and people will go forth and execute. Doesn’t happen that way. Uh it takes a while to build it, you know, build it up to that point. Um and recently, so we started playing around with uh with different verticals and whatnot. I mean, we went heavier on PPC and stuff like that. The first thing I did was like, I’m going to capture those leads. So, I I’m, you know, I got back into making calls, got back into making those conversations. And I’m telling you, man, what you’re saying about skills atrophying, it’s very true. Use it or lose it. Yeah. you know, you get to that point, it’s like, man, and then, you know, muscle memory, you come, you know, it starts coming back to you after a few uh and it just feels good, right? But, uh, but yeah, I I I don’t think that, uh, that you ever stop working on something that you’re building, right?

Yeah. I mean, listen, um and by the way, Easy Rich, thank you for for putting in so many questions today. What I’d like to do is I’d like to send you a Rhino hat, hoodie, or a shirt. Uh if you just DM me at uh my Instagram, I’ll make sure Ahandra uh will send you that. That’d be awesome. Thank you. I mean, absolutely phenomenal questions. I don’t know if you’re like a uh like a a singer. I assume you’re some sort of singer or performer of some sort, which is awesome. Um when you talk to a seller, what are the key things you listen to um to know if it’s a real deal or waste of time? Right off the bat, have they made the decision they’re going to sell their property? Timeline. That’s it. Have they made the decision that they’re going to sell their property is number one, right? Because that’s what a lead is. And then from there, you do your discovery process. After you know they’re a lead, what do you do? Um, we go I mean, straight into the uh into the conversation. I mean, really, if you stick to the pillars and don’t make it too complicated, I mean, you’re going to be fine, right? After you you figure out if they made the decision to sell the property, I mean, you have to go into into the wins, right? What can you get them? Again, making making sure they’re finding value in whatever assignment fee you’re going to get out of this thing. It’s really what it comes down to.

Awesome. Uh, I spoke with a probate lead six months ago. Cold call at the time. I followed up with her every two months and each time she just tells me to keep calling her. Doesn’t sound really interested. What when do I stop? Awesome, Jacob. So, if does she live in the property? Is the property vacant? What’s going on with that property? These are really important to know. Um because you know oftentimes when the family if the family’s living in there, they’re just going to kind of stiff arm you, or if it’s a lengthy probate process, they’re just not ready to make that decision. It’s not the it’s not on their priority list. Uh a lot I mean probate uh deals usually have a lot of emotional attachment to them. Uh, I’ve had leads literally, man, I don’t know if you’ve come across this, but I’ve had leads who’ve had the property stay vacant because they don’t want to, they don’t have the heart to sell it yet, right? You know, for a year and they’re paying everything taxes and and mortgage and everything on because it used to belong to the mom. It used to belong to whoever, right? So, uh something like that. If they tell you to keep calling, Jacob, I’ve closed deals with, you know, two and a half years of follow-up. Yeah. So, if they’re if they’re alive, there’s a pulse on that lead. I mean, just keep it in there. Somebody’s going to close that thing. Somebody’s going to close that thing. Yeah. And and listen, um it’s a difficult time. There’s a lot of emotions mixed in when somebody passes away. And um you know, somebody’s inheriting a property. So, you got to be real soft. You have to be real understanding. And it’s our whole life, Jacob, right? It’s our whole life to find really great opportunities. It’s not their whole life to sell properties. So, be patient with it. And plant seeds and be really friendly and don’t do the whole pull back. Pull back too hard. Pull back in a sense of, “Hey, listen. If it’s inappropriate for me to reach out, let me know.” But don’t pull back just, “Hey, we need to buy a house this week. And if I don’t hear from you, we’re done. We’re not talking anymore. We’re not messing around. Okay? We’re the best buyers in town. We’re going to give you the best offer. And if you’re not ready to go, you’re just being a hater. And I don’t deal with haters.” Yeah. That’s a prime example of what not to do. You’re doing really good with the impersonations today. I thought I was seeing Donald Trump there for a second when you were going—Yeah. Which one? With with—Yeah, with the with the previous one. You made like 10 of them today.

So, Marcela Marcelus, best way to hide assignment fee from the seller. Can explain difference between a double close and a double escrow? Um, yeah. I mean, listen, if you are um if you are man, I just don’t like hiding it. I mean, you can do what’s called a blind settlement statement. Blind hood. Yeah. Right. So, the because you’re getting paid for ba paid by the buyer. Um it’s on the buyer’s side of the the credits and debits and so it um you know that it’s not on the seller’s side. So, some title companies split that up. um if you don’t typically when you do a double close or double escrow it’s because you don’t want the buyer to know how much you’re making and so that’s a whole different process but a double close you have to bring in the funds you have to get transactional funding that’s going to close that deal you’re going to or or your own cash if it’s a double escrow then it comes through it’s a pass through from your buyer into the um uh to the seller and uh that’s just you know typically the title company discloses that. So, double closes are are are better in that situation if you want to hide it. The um yeah, I mean, I think the easiest try if talk to your escrow company to your title company and ask them if they do blind HUDs, right? Um I mean, that would be the the easiest way to go about it before you get into, you know, closing or double escrowing or, you know, heavier. Yeah. And I’ll tell you this, Marcelus, I’ve never hid an assignment fee from from a seller. It’s always been on there. It’s always been on the buyer side. I’ve had sellers agents go through it. I’ve had sellers attorneys go through it. I’ve seen everything. When they see that it’s a it’s a credit to my company and a debit from the uh the buyer, it’s this this is a whole different it has nothing to do with them. Please don’t. Yeah. Um so there you go. Bam.

Sebastian. Hi. How would you tell a seller that the price he is asking is not right? Not that way. The question is um you know so somebody you ask somebody what they’re looking for for their property. They say 200,000 you can offer them 100,000. Okay. Uh how did you come up with that number? Right. How did you how did you come up with that number? Is is that the best you can do? You know, Mr. Mrs. Seller, in a perfect world, I would be around $100,000. Um how close can you get to that right now? Remember, if you’re not in alignment with price, you have no deal. The buyers determine value, but the sellers have to willingly agree to it for a deal to happen. If they can get more for the property, great. Go get more for the property. More? Listen, I’ll never tell you what to sell your house for. I can only tell you what we can buy it for. These are all tools in your toolbox to be able to use there, Sebastian. All right. One uh one thing that you can that you can use, I mean, it’s very effective, too. It also gives you time to think when when people are throwing numbers at you right there and then if you’re not sure, maybe you start second-guessing your comps or whatnot, you want to take a second look. I mean, let them know that you’re going to have to run it through underwriting. Yeah. Hey, listen. I’m going to I have to I get that you’re asking $250,000 for this property. Honestly, I don’t know if we can do that based on the initial research that I did on this thing, but uh or or on this property, not this thing, on this property. But, uh let me run it through underwriting and I can come back to you with a number. Can can I give you a call back in 10, 15 minutes, right? Um also, when I do that, I do take the opportunity to ask them for pictures. And so, as I’m doing that, like, you know what, because I have to take a second look and take a deeper dive into this. Can you text me pictures of the property of the room and the inside and outside? I mean, that always helps in underwriting and I mean, if if the condition is good, we can bump up the price and see how close we can get to your number. Yep. Right. So, do uh you know, it’s it’s pre um I mean, think of it as a pre-setup, right, for that uh for that number that you’re going to come back with. Yep.

Gracie, if you are virtually wholesaling, how do you dispose of a deal and do a walkthrough if you can’t drive there? I don’t want the buyer to steal the deal from me. Yeah. So, I think Gracie, we we answered this uh earlier. One, make sure you’re taking 60 60 pictures of the property. Everything, washing machines, water heater, pool pumps, roof, AC units, boilers, basement, everything. 60 pictures minimum. Five minute video walkthrough. And that’ll help to sell the property sight unseen, right? and uh and hopefully that that that just does the trick for you. Um if not, then I would get an agent that works in that area and/or use Task Grabbit and or find somebody that for a hundred bucks will go and open up that that um that property for you. But I would find an agent that’ll um that you build a a really um symbiotic relationship with where you refer them the retail leads and you just um and for that you give them um or they they open up the properties for you. Boots on the ground. Yeah, boots on the ground. I I still use Investor Boots. It’s I mean it’s one of the What is that? Investor Boots. If you go to investorboots.com, those guys will do everything. Like literally, they they hand I use them for practically every deal. Notorize documents, set up lock boxes, take pictures, do walkthroughs, um do walkthroughs, and and yeah, I mean, I I have them doing doing this. Uh don’t don’t tell them I told you so, but they actually do um um a mockup um inspection report for me, just so they’ll take a you know, a deeper look at the you know, the ceiling, the roof, and all that stuff. So that, you know, when I when I pay them to go handle all that stuff, they um they take care of it. Also, on the disposal side, if it’s a buyer that we haven’t worked with in the past, we don’t trust the buyer, we just don’t know the buyer, they will handle buyer appointments. Investor Boots, what does it cost? Investor Boots.com. It’s about 140 bucks uh for them to do the the whole shebang thing. Um so yeah, it’s it’s really good. They’re really they’re really good. Um they were a really good resource. Another thing, too, is if you were if you’re kind of jumpy or or iffy on on on the the deal itself, when we push out the properties, we don’t do the full address. We’ll do cross streets and then zip code, right? People can get an idea where the property’s at, what the values are with that. We do not blast out the full address of the property. So, people can’t go and door knock the property and tell the seller, “Hey, listen, I got this uh on an email.” Right? That’s one. Uh and we make the walkthroughs subject um to uh to an inspection, meaning that a um I’m sorry, not the walkthroughs, but the EMD. So, somebody’s interested in that property, they have to deposit EMD, send us a contract, do the whole shebang thing, and then the EMD is refundable uh up to the uh the acceptance of the walkthrough. What that does, it just allows people who are going to be end buyers. So co-wholesalers usually don’t deposit $5,000 if they’re, you know, if they don’t have um if they’re going to try to resell the deal. So um we’ll make them the EMD refundable up until the point where they actually do the walkthrough. So you you get a lot of a lot of less noise or a lot less noise. Did I say right? You got it. Yeah. A lot less noise um from the buyer side and uh and it secures your your position on the deal. So consider that. So many investor boots. Yeah, investor boots.

Awesome. Kevin, um a seller. SW a seller. What is that? Said he’s uh he’s tired of owning it and will sell next year. Asked what’s going to change. He said the lease ends—Huh? Sat with sat with a seller. Uh he said the lease ends in April 26. Any advice on followup? Yeah, I mean listen, is there a price that makes sense for me to buy it with the tenant in in it, right? Time kills all deals, Kevin. So, always, you know, keep this is somebody that you want to talk to on a monthly basis, okay? And so, make sure that you’re effectively communicating with them and and they know you and they have your number saved in their phone. U but also, what is there a price that makes sense that you would sell it to me with the tenant in there? Right. Yep. That’s that’s going to be really important. Okay, great question. What aspects of wholesaling would you delegate to AI to maximize efficiency? Raph, if anything, just a followup. Some of the some of the followup uh but that’s just automation. Yeah, automation’s on the cold leads, not the warm leads. All the the the hot stuff, you want to you want to have your team handle that stuff. I don’t know. I don’t trust AI uh blindly yet. So, yeah. Listen, I think that AI um can be used to help pull lists, right? Um and and it’ll just go through all the databases. So, I know that um Batch Leads is coming out with a killer AI. I know that Deal Machine has a killer AI built into that. I think that’s great. But any human communication, Rich, keep it keep it to you. Keep it to you and your staff. Um I wouldn’t uh I am not um I am not convinced that they can do seller or buyer calls. Remember, we’re stealing the people business. Yeah, I’m telling you, for sure. Where you going? Uh not here. Oh, notaries here. All right. Um declaration. I’m in Houston and there’s a lot of competition on deals. What are some tips to have an advantage over other buyers when making offers? Consider them. Um what are some tips to have an advantage over when making offers? Y I mean, competition is going to be everywhere. I mean, I think at the end of the day, you just—Hello. Come on. Come on. Don’t be shy. I mean, I think at at the end of the day, listen, man, if there’s if there’s a lineup of people that uh they’re, you know, getting there to to make an offer on the property and and go through that entire thing, um you’re you’re you’re not going to beat them up in price. Somebody’s going to find a way to to to cut you, you know, buy 2,000 bucks or whatever, right? Create the relationship with the sellers. I mean, it’s not it’s not a tip. It’s not a trick. It’s nothing like, you know, that that we haven’t, you know, talked about in the past, but again, you have to become that go-to person for them. You have to make them feel comfortable um and uh and confident, right, that you can come through and actually pull this off and and and you know, get the deal done for them. I mean, that’s the edge. That’s the advantage. You become their go-to person for for the real estate problem that they’re having. You just close on a deal right now. Yeah. Is that what happened? There you go. Yep. Live. There we go. Yep.

Aiden White, hi Brent. I use this software called X Leads and the numbers I’m calling aren’t the same as the homeowners. What should I do on a tight budget to get better results? Um, well, you can go to [Music] um you can you can go to True People search. You can go to Skip Genie, you could go to Batch Leads, you could go to Deal Machine. Um I think that those are kind of higher contact rate services, but I don’t know. I don’t know what X Leads is. So maybe maybe it’s just a maybe you’re just talking to some people. I mean, you’re going to get a lot of bad numbers mixed in with good numbers. What I would do, Aiden, is

Make sure that you're only calling the top two numbers. Yeah. So the way that it works with skip tracing is the first number is going to be 88% the most likely. Do you know this? Yeah. And then the second number is 10%. So then the next third, fourth, fifth, 12th, whatever is a 2% contact rate. Yeah. Two 2% accuracy. So the first number and the second number are the only ones that we call. We get rid of all the rest. And we only call the list twice. And so we go through the list twice because after you go through it twice, all the people that'll answer unknown numbers are gone for the most part. And so your contact rate goes from 7 to 10% to like 2%. Now you're just wasting your time. We recycle the leads, the lists every six months. Do you guys do the same thing or no? Meaning that we hit them back up. So we buy—I mean technically we buy data for six months. Yeah. And then so we hit something in January, we'll hit it twice, hit it for the month, and do the thing there and then come back and revisit it in July.

Yep. So awesome. Robert Morgan assignment fee. What do you tell the seller to justify the amount of the fee? I don't tell the seller the assignment fee. Yeah, we don't even—I mean, they can see it on the closing statement. Um, and um, you know, that's cool. But the assignment fees are between you and the buyer; the buyer's paying you. So, if the buyer's paying you, what do you want to disclose? I mean, unless you have to disclose it to the property owner, um, which some states are looking to push that through. Um, but I don't think it's all the way through yet. The disclosure—I mean, you're disclosing what the buyer is paying you for the deal. You know what I mean? There's—it's up to you. There's really no reason to bring it up in conversation. It's kind of like one of those things, right? Like, if you bring something up—I mean, you could be like, "Hey, listen." But you got to set the tone. Yeah. You have to set the tone. Have you ever had an argument with your wife about something that didn't ever—I've never had an argument with my wife—but something that wasn't going to become an issue, but you brought it up and you put it on the table, so now it's an issue. Yeah. It's kind of the same thing, right? Uh, it's—and the—well, it's only an issue if it's unexpected. Yeah. That's why you walk through, Robert, walk through the purchase agreement. I get to pre-sell this property. If you want to go, hey, listen, I sold it to this person. If you just want to be totally transparent and feel good about it in your soul, you got to be able to sleep at night, right? Yeah. So, if you want to be able to do that and tell them, "Hey, listen. I assigned it and I'm making $40,000 on this deal. This is the buyer. He's closing. You still get your money." Do it. Do it. Whatever. You know what I mean? Whatever you tell them. Just recap on the fact that nothing's going to change on their side of the deal. That's what they care about. I mean, that whole little thing that I explained earlier on and how we pitch, you know, the how we're going to monetize on the deals, plays right into this. Yeah. And you'll know, Robert, if they're like, "Well, how much are you going to make on this deal?" Well, how much are you going to do? I don't want you making too much. Then I would suggest you just close the deal. I wouldn't even assign it. I would just close it and be done with it.

Um, but most of the time, even if we disclose what we were making to the seller, they're like, "Thank you for just getting this done." Yeah. And that—people think that that is a lie. People think I'm just exaggerating. People think that it's nonsense. Why would anybody go through that? Why would anybody want you to make money? Why would anybody—that's it—it's literally in the purchase agreement that we sign with them that says the only reason we're doing business right here is to make a profit, either fast or over a long period of time. But we are investors looking to make a profit. That's our business. Real estate agents really have a problem with this. No, they really have a—they're like, that can't—that doesn't exist in real life. It does. Yeah, you'd be surprised. I had a really interesting conversation on my last flight to DFW about that. I sat next to a real estate agent that didn't understand wholesaling and—and uh, yeah, I mean, we started off well, towards the middle of the flight like I don't think we wanted to talk to each other anymore and then just kind of ended up in good terms. I understand. I mean, it's just, you know—and I'm a broker—some of these agents, you know, have to be careful because they could get vertigo from that high moral ground that they're on. You know what I mean?

Uh, do you schedule closing with the end buyer on the same day as the original contract date or a couple of days before so you can have time to reassign if the buyer falls through? No. I mean, when you assign a declaration, they're literally replacing you in the purchase agreement. So, they're taking all those terms that you went through with the seller and they now have—except for all the—the—um—information—all the different terms that are in the assignment fee—in the assignment agreement, I'm sorry. And so, um, yeah, I mean, it's the same closing date typically. Now, two days before, I'm making sure if they're getting hard money that the title company's getting docs, they're communicating, everything's going smooth, they've got everything that they need from the seller. But, um, eight times out of 10, it's not the buyer that we have issues with closing. It's the seller getting all the information in time to close, or there are sticky title situations that need to be resolved, leans, or it's just, you know, they—the scheduling of the seller—you know, getting all the signing done—whether they be out of town or out of—out of country or whatever else—but most of the time it goes really smooth.

Yep. If you need a deal within 48 hours, would you door knock or cold call the foreclosure niche? Door knock. Yeah, for sure. Yeah. If it's foreclosure, I wouldn't even call them. I think it's a complete waste of time to call pre-foreclosures. Yeah. Everybody's hitting them. No, like not a lot of people are going up to the door, right? So, yeah. But go as an investor. Yeah. Don't go as this like, "Oh, I'm a service that helps people out of foreclosure." That's how you get in trouble. Transparency. Yep. Let them know what your intentions are there.

So, Vanessa, what about texting sellers using ChatGPT for follow-ups? Great. I mean, if Vanessa, if you don't know what to write, it's great for that. It's great for that. But I would say—I would assume that you've texted people before and you have relationships that you text. You might even receive a text message today; you may receive multiple today and you respond to them. So, I would just be you, to be honest. I mean, if you feel like you need to be more professional and like, you know, text this but make it more professional, just to clean it up, great. Do that. One—I'm going to make a point here on that, right? Like a lot of times we feel like the more polished, more professional approach, more, you know, it gives us a better response rate. It doesn't, you know, like crazy. This is crazy. But some of the best responses we've had, for example, at the door when we door knock, it's a Post-it. Yeah. With a, you know, the name and a phone number on there written by hand. Yep. Right. Not polished at all. Um, what we're looking for is responses, right? People just kind of raising their hand and coming back to us. That's all. Sometimes, especially in some of these neighborhoods, if you go too professional, they're like, "Who is this?" Yeah. They don't want to—this is business with demand. Yeah. Like it's too—they're too—they must make a lot of money. Yeah. Um, so you know, they—they must—they must be, you know, trying to—trying to get me or something. Who knows? So yeah, you never know what's going on with these people's lives. You know what I mean? Um, and so I would just be you. But it's up—you know, if you feel like you're not getting responses or something, test it out. Test everything for sure.

Hey Brent. Uh, Edward asks, "Hey Brent, I have a seller I've been following up a few times a year. Is it possible to bird dog with your team on a hoarder property in PE?" Thousand percent. Real—real Brent Daniels at on Instagram. Let me know. And uh, if you've had a conversation with them, let's see what's going on." Yeah. I don't know if PV means Prescot Valley or Paradise Valley, but either way, we love them both. So, we got you, bro. We'd love to work with you 100%. Jacob, does it matter what software I pull my list from? PropWire, FlipFinder, BatchLeads, etc. Um, I don't know. I think—I mean, you're going to get public records from a lot of these. I think what matters more is where you're skip tracing. Listen, everybody gets their data from CoreLogic. Yeah. Either ATTOM Data or CoreLogic. So, um, you know what I would say is this: If you want the most gangster lists, you get them from the county themselves. Yeah. Probate, tax default, code violations. And in some, you can get the water shut off. Um, but you get it straight from the source. That's going to be your absolute best of the best of the best. Um, there are some companies called—named 8020 or Audantic or—it's another big-time list provider—um, Investor Machine. Um, those guys really, really, really refine their—their—yep—their data. Um, but I, you know, I don't think that there's—you know, we were spending $40,000 a year on Audantic and it did well, um, but not like a crazy amount more than just pulling lists from Batch. So, yep. Jacob in the house, my man.

Question. How do I get my hair to look as good as Brent? Well, it's called wigs.com. wigs.com. Uh, go to the gentleman's section, a professional gentleman's section, and uh, just get it there. Now, you're going to have to glue it to your scalp, so you're going to have to shave your entire head. But, I think we agree. Look at this. It's all worth it. Hey, if you're able to figure that one out, Jacob, let me know. I've been trying for years. Still can't get the guy to share it with me. If you do find a house that's in distress through the MLS, but it's under—not under contract, would you recommend to also contact the agent or sell it directly? Agent for sure. Yeah. Yeah. Go to the agent. Absolutely. If it's been on the market, if it just went on the market and it's a good price, go for it. If it's been on the market for a long time, it means it's way overpriced. You need to be 30 to 70% under what they listed it for. Yep. So, just remember that. But there are phenomenal deals on the MLS. Long-term on the market means what? 90 days for you. What are you considering that? 30—30 days. If it's cash-only offers and it doesn't sell in 30 days, you know they've already received—yeah—15 offers. Lower offers. Yep. Right. Yep.

Um, so many good questions today. They're on fire. Marcelus, any special rules for wholesaling in hyper-expensive markets like SoCal? It feels impossible to get a deal here. Yeah. Yeah, I wouldn't do it. I mean, Marcel, you can—vacant land is really good. You're driving for dollars; it's going to be your bread and butter. Totally destroyed houses. But you got to give them whatever they want and then just see if an investor will pay more for it. But you have people in that market. And this is interesting. Look at this. Look at this, Raph. Let me hide this. Look at—look at this. You got San Diego. The average time, which is kind of SoCal—I would lump it all in there—the average time people own their properties is 15 years. 15 years is the average. People do not sell their properties there. Like look at that. It's absolutely incredible. I couldn't believe Phoenix was 13, but that's Phoenix proper, which I kind of—it makes sense. But you look at San Francisco, 15 years. You look at Los Angeles, 15 years; Portland, 13 years. I mean, some of these markets that don't sell that often, I would probably look for a smaller market in the outskirts that makes sense to you. That's exactly what I was going to say. I mean, look at Central Valley; you know, you're not crazy far from it and there's a lot more opportunity, more affordability, definitely. So, so yeah, Robert, filling out the contract, does the person talking to the seller do this or a TC? Both. Both. Robert, um, my guys always have a contract ready, a purchase agreement ready. And uh, but if we're going to send it over email because they're ready to accept and um, we want to have it happen now. We're not driving back out waiting for that. We're going to send them the contract. We're going to walk them through it over the phone. Um, Aaron, our transaction coordinator, will do that for sure.

Are you still doing mainly in-person appointments? Oh, yeah. Yeah. Yeah. Big—I mean, big difference. I mean—yeah—almost all—I mean, if it's in town for sure. Yeah. Yeah. Yeah, Marcelus. Marcelus, it is my actual hair. Real talk. It is not a toupee and/or a hair transplant. I have not been—I've never been to Turkey. All right. Uh, so far so good. I'm 43. It's doing okay. Um, we'll see. Nothing's guaranteed in life. Marcel, now you have to prove it, Brent. Yeah, right. Like shave it live. Watch it grow back. See, there's no glue. Uh, Oscar asks, "Yeah, if we get to 100,000 subscribers, I'm shaving my head." I'm not. I don't care. It's a vanity metric. And uh, yeah, it's not—I look so bad bald. So bad. I look—I look like a fire hydrant. Huh? You're a bimbo? Uh, I've—no, I mean, I buzzed it as in like seventh grade and that was the last time I shaved my head—once. Yeah. Oh yeah. Yeah. Not a good look. It's—well, you know, you got to do what you got to do. Oscar, what's something that has challenged you in your business lately? Thank you. Mine was—I went bananas and was spending $50,000 a month on TV and um, everybody else in my market went crazy with their TV budget and it did not work. And so I tested it. I keep testing it. I love seeing myself pop up when I'm at the gym. I love people coming up and saying, "I just saw your commercial. Holy cow." Or recognizing me on the streets or whatever. It is not worth it. I mean, it's cool. And um, my wife was like, "Oh my gosh, you look so good." It was like an aphrodisiac, I think. Oh yeah. Uh, but beyond that, that wore off fast and now—um, you know, it's back to normal. I was eating burritos the other day at a Mexican place and you popped up on the TV. I was like, "That's my boy right there." That's it. It's a great feeling, but it's not profitable. I take a picture. I'll send it. My—my challenge, Oscar, is, you know, I test out a lot of different inbound marketing, and some of it works, some of it doesn't, and it stresses out the team from a profitability standpoint. Um, the other thing is just being really patient with new marketing channels. You know, I'm about break even with my direct mail and um, I'm not super pumped about it. It's been five months, but my lead manager, Jackie, thinks it's awesome and thinks that there's a tremendous amount in the pipeline. Yeah. Um, for me, it was definitely getting shiny object syndrome on different markets and I spread myself too thin. So, I went virtual. Most of the stuff I do now is virtual. Um, but uh, I—it was almost like a spray-and-pray approach where I was just tapping into anything that I could tap into in terms of a virtual market. Yeah. And uh, what I learned was that you have to—you have to relearn wholesaling in every—every one of those like—with every one of the deals—because you don't have the power network in those areas. You don't have—so so I dialed it back from—you know, going crazy on all these markets—just getting deals wherever and being able to push them through. We could—we could—it just—it wasn't effective. Yep. Um, and I dialed it back, picked five markets, and that's where most of my stuff is now.

Awesome. What tools or systems do you use daily to manage leads, follow-ups, and your pipeline efficiently? We use a CRM called Follow Up Boss built on Go High Level. How about you? Um, Podio. I have a Podio build that I've used for years. Um, we're transitioning though to Go High Level. So the—every—every Friday we do a scoreboard with the team. What leads came in? What leads converted? What leads—what's happening with them? What leads did we lose? What deals did we close? All those things. And every single day my acquisition team has to put together what's called an EOD, end-of-day report. And they tell Jackie how many people they called, how many people they talked to, how many offers that—listen—and how many—I've been holding it back. I've been holding my nose. I've been like—it was in there. I had to get that sneeze out. Anyway, um, and so the end-of-day scoreboard, you know, at the end of the week and end-of-day reports is really what does the heavy lifting. The CRM is just to keep everybody organized and for them to put their notes in for all—every conversation. The nice thing about Go High Level, every conversation's recorded. Yeah. And so, um, we get to go back and see what's going on with leads. We get to go back and—and listen to them if—if the seller's telling us something way different than what we heard before. And so, that really helps. How do you build relationships with title companies and what should I look for in a wholesaler-friendly one? Get a referral. Get a referral, right? That's the best way to go about it. I mean, talk to Facebook groups. Talk to anybody—anybody who's doing business in the market that you want to get into and ask them, hey, do you have a new—I just got—I found two attorneys yesterday like that. Uh, but it's the same approach, title companies. Yep. Yeah. Ask them—then reach out, interview the title company, ask them if they're, you know, they're investor-friendly. 100% of them are going to say yes. We love working with investors. And then ask them um if they do blind HUDs, if they work on assignment agreements, if they work on double closings, uh, if they—if they have a blank stare in their eyes or a tone where they're lost, they're not working with a lot of investors; move on to the next one. Yep. Uh, yeah, exactly. What criteria do you use to decide whether to assign a contract, double close, or keep it as a deal, as a flip or a rental? I love that question. Great question. So, if I can't double what we can make in an assignment on a flip, I'm not touching it, and it has to be in a specific area. Like, if it's way out in the middle of nowhere and it's going to be a hassle and—and it should go to somebody that specializes in that area, I'm going to do that. My first instinct is—you know—what does this look like as a flip and then what do you think we can make on an assignment and then we'll put all our deals out. We'll get the feedback from our pool of buyers. If it's good, boom, we assign it. If it's really great, then we're going to flip that thing. Yeah, maybe. Just depends. Yeah, I think it's one of those, you know, case-by-case—

Things as well. I mean, sometimes we've seen, man, this is a great flip, but you're also going to crush it with the assignment, and we're going to be in and out of the deal in two weeks. Yep. So, stuff like that. I mean, I'd rather turn and burn than sit with something for three months.

Jacob's doing one to three who deals, 100K a year. I do agent outreach and some PPL. I'm not sure how I could turn it into a business or what steps to work towards. I would love to hear your thoughts. Bam. I mean, I think it's all in the marketing. Depends. I mean, it sounds like you're doing something else that's full-time. So, first off, figure out what your time block would be. Uh, and to turn it into a business, you have to turn it into an operation first, right? So, get—I mean, I don't know what are your thoughts on that, but I mean, well, Jacob then follows up with: he just had his third baby. Congratulations. We'll ring it up for this. There's a full-time assignment. Uh, can you please grab your guitar? Yes. Bam.

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Um, yeah. You want to leverage other people's time because you got less than two minutes a day. Listen, you know, there's priorities in life that are going to—that are going to change. You know what I mean? But if you think that you can build a business with people seeing you as a leader and give them two minutes a day, it'll be destroyed. It's not time. It's not time. And you'll—you—you can find again 168 hours. You got to find 30. You gotta, you know what I mean? There's got to be—and and it just depends on what the roles are. If you're taking care of the kids and your wife's bringing in the bacon, great. That's just what it is right now. But I think that there's still—I think if you look at the nooks and crannies of your schedule, you're going to find some opportunities.

Yeah. Yeah, you're sort of like carving out at least four hours a day, I think, on building something that's going to be substantial. And—and uh—there we go. Uh—and uh—and then build it up from there. Yeah. Listen, um, I think that you just got to—you got to just really put it into overdrive if you can. If you have enough capacity to do that, don't kill yourself. But I'm just telling you, like, push your endurance. You know, if you if you can only run a mile, great. Run a mile, but then the next time run a little bit more than a mile, and then a little bit further than a mile, and then further and further and further, and then all of a sudden you run a marathon, right? Um, so it's just—it's just getting used to uh that grind of building up your pipeline and getting to the point where you are making 250, 350, 400,000, but that—you know—maybe 100 grand in this season of your life is great. Yeah. You know what I mean? But if you want more, you're going to have to—you're going to have to squeeze that schedule. You know it for sure. I think you can get to a very healthy place where you're still not sacrificing the entirety of your time uh and knock out one deal a month. Yeah. So, yep. So, it's very doable. We see it all the time.

Awesome. Great show, guys. Absolutely. Phenomenal show. I don't know how to get rid of the—hi, there we go. Um, great show. We're two and a half hours today, guys. Um, if you guys like the more question and answer style and kind of me mixing in some—some of the other things, I'd like that. I'm thinking, you know, we should have R ref R ref R ref R ref R ref R ref R ref R ref R ref R ref Raf should have his own like spot with a camera. And I mean, you know what I mean? So, it's like a—with the camera, but we'll do with that. Come on in, guys. Come on in. Thank you guys for participating. Absolutely incredible. Every Wednesday, uh, we'll be breaking down my sales process next week. It's gonna be absolutely phenomenal. On behalf of Luke and Matt and Anton and uh Bo who joined us earlier and the dog Lame and Raphael Cortez uh and pull CEO on Instagram. Raphael Cortez, CEO on Instagram. On Instagram, go check it out. You forgot about the Rhino Teddy Bear and the Rhino Teddy Bear. Guys, um, go out there. You can find a deal this week. Act like you have to—act like you can't own real estate unless you get a deal by Sunday at 12 PM. Act like um you're going to be thrown in jail for the next 90 days. For 90 days straight, you're going to lose all freedoms if you don't get a deal. Watch what happens. Tell people. Yeah. Be super loud. Have conviction. We love you guys. Keep your house clean. Protect your health and increase your value to the world. You'll live a fantastic life. Love you guys. See you next week.

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Last night I was dreaming out loud. California sun was making my eyes dry. Next year in the winter.