Episode 19: The Process to get your First Deal with Greg Helbeck

The Process to get your First Deal with Greg Helbeck

Episode Transcript

Speaker 1 (00:00):
Hey, guys, welcome back another edition of Coffee with Closers up.
Go on, welcome, Welcome Don Gavin, Good morning, Gray, Happy
to have you brother.

Speaker 2 (00:12):
Good morning everyone. It's honored. I'm honored to be a
guest on the show. I see you guys start launched
this What was it like five months ago now? Or
four months ago now?

Speaker 3 (00:19):
Call yeah, three and a half four? Give your take?

Speaker 2 (00:22):
Yeah, stem from my conversation in Key West until about
four in the morning. Was this where this this this
podcast originated?

Speaker 1 (00:29):
It?

Speaker 2 (00:30):
Did?

Speaker 4 (00:31):
I love exactly? I love exactly.

Speaker 2 (00:34):
I saw that picture of the three of you guys,
and I'm like, I bet you they came up with
this idea in Key West at four in the morning.

Speaker 4 (00:41):
That is exactly right.

Speaker 2 (00:44):
My guess that's true.

Speaker 5 (00:46):
We want to share ideas.

Speaker 1 (00:48):
Yeah, well sure, a common uh common need to get
out and get wild sometimes, you know.

Speaker 3 (00:53):
I love getting wild.

Speaker 2 (00:54):
My my venue at my location of choice is Las Vegas.

Speaker 1 (01:00):
It Hey, guys, I want to do something today. I
have about one hundred of my books, The Ultimate got
to wholesale in real Estate and I bought a bunch
of these and I was giving them out to people
at events. But COVID has really dampered my events. And
I got about one hundred of these books. So if
you ask a question today, I'm going to.

Speaker 3 (01:20):
Mail you a book for free my cost.

Speaker 1 (01:24):
So if you do ask a question of what I'm
going to have you do is I'm going to have
you text me your name and your address and we
can use the number.

Speaker 3 (01:35):
Where's it at? Where's it at? Where's it at? Here
it is? Let's actually get it up on the screen.

Speaker 5 (01:46):
We will.

Speaker 6 (01:47):
Dave is doing that. How's everybody doing today for this week?
As your week?

Speaker 5 (01:51):
Going there?

Speaker 3 (01:52):
Greg there, it is all right.

Speaker 2 (01:54):
We got a couple came in, a couple of new
properties came in last week, and and I got a
few were closing on this week. And the biggest win
was we got a monster monster assignment out in San
Diego last week six figures. So we put that together
and that was a good score for sure. So we

(02:15):
have to get a close it. But it's funny the
California buyers for some reason, you like, on purpose, I
put out my wholesales cheap and then they always you know,
bid like it's like you're basically putting it on the MLS.
Like the demand for these.

Speaker 3 (02:29):
Properties is just crazy.

Speaker 2 (02:31):
So that was a big score. But yeah, just so great.

Speaker 3 (02:35):
Tell us a little bit about it, if you don't mind.
How'd you find the deal? Yeah? How long were you
working it? What was the lead source?

Speaker 1 (02:42):
Yeah?

Speaker 2 (02:42):
Yeah, this is this is not normal. This is not
normal this one. So I'm not I wouldn't bank on
this all the time, but I hired a cold calling
company to cold call for me, okay, and I said,
let's give this a shot, you know, I I I
was like, might as well give it a go. I
wasn't too sol it, but I figured.

Speaker 3 (03:00):
Let's just give this a shot.

Speaker 2 (03:02):
So anyway, the first batchel of leads, you know, they
were talking to sellers, were talking to my lead manager
and just garbage, garbage, garbage, garbage. And then this one
came in. This is an ocean side, and uh, it
came in and it sounded pretty good, you know, especially
for a California seller. These people are not really desperate ever,
at least in San Diego. They're they're pretty savvy. And uh,

(03:24):
I heard the call and you know, she talked to
my lead manager, spoke with her, and I was like,
this is a good this is a good lead, Like
this is something that I think is going to happen.
Like it was like the seller wasn't distressed. But so
I got on the phone with the gentleman after and
we had a pretty good conversation. Not a lot of pain,
not a lot of desperation. The house was now falling over,

(03:45):
but he just wanted like a fair price, and like.

Speaker 3 (03:48):
This is this is out in California and you live in.

Speaker 2 (03:52):
Southern Yeah, this isn't I'm in New York right now.
This is in California.

Speaker 3 (03:56):
Yeah.

Speaker 2 (03:57):
So anyway, so the seller, you know, he he was reasonable,
but I knew that at his price, like we could
make it work. But there was some other investors competing
for this house, and I was like trying to figure
out how to be the guy that he was going
to sell to. So basically I made him an offer

(04:17):
I think of, like I forget the price. It was
like four ninety or something like that he wanted, Like no,
I offered him for eighty. He wanted five hundred, and
we were kind of close. Five hundred would definitely a
bit of been a deal, but I didn't want to
like kind of cave in and think he could get more.
So then I said, if we split the difference. Can
you just sign? And they said yes, So I got it.

(04:38):
And then we put it out to the list and
sold it for seventy one thousand assignment. So it doesn't
close yet. I don't get excited till it closes exactly.

Speaker 1 (04:45):
But man, that's a massive deal. If anyone got a
and not how much money do you have invested in
this deal?

Speaker 3 (04:55):
Yeah, that's day you got in it.

Speaker 1 (04:58):
If you're only ca is your marketing marketing, which is awesome.
So how did you guys go about marketing for the deal?

Speaker 4 (05:06):
What did it?

Speaker 3 (05:07):
It was a cold call?

Speaker 2 (05:08):
Cold call.

Speaker 3 (05:09):
It was unbelievable. Yeah, it was awesome. Is that you
know what?

Speaker 2 (05:12):
I I would say it was a little lucky because
a lot I mean cold calling normally from my experience,
like it takes four or five, six, seven months to
really get some momentum. This was just a happened to
be luck of the draw. So it listen, that could
have been a mailer, like, it could have been any channel, right,
it could have been a text message. But the way
I kind of saw it, I'm like, you know this, So,

(05:33):
I mean a lot of people would have probably maybe
thrown that lead away because it wasn't like your typical like,
oh my god, I need to get rid of this thing.
It's a mess, like I'm in trouble. I just knew
that market and I knew what like the houses were
selling for over there, so I knew at that price,
like there's something we could have done, because something we
could do to make it happen.

Speaker 6 (05:52):
You hit on something, though, and that is you know
a lot of people. First of all, you hit on
something where you said a lot the first handle leads
are and then we're junk, right, And a lot of
people will see the first hand full leads coming in
as junk and think, oh, that marketing source doesn't work.
You've got to turn a lot of dirt to get
the gold every once in a while, and nugget pops up.
This is a nugget. The second thing you hit on
is it wasn't obvious. And that's the other thing most

(06:15):
people fail because they don't recognize the opportunity. And then
the next step where most people fall short is they
don't recognize what a deal actually is. You knew the market,
you're able to recognize the opportunity. You understood marketing channels
were about sifting through a dirt, And that's that's really
when people say, oh it doesn't work for me, it's
because they're missing something in those three steps. And recognizing

(06:38):
opportunity is usually once the phone has rang, like your
marketing has worked and the phone is rang. Recognizing opportunities
usually the number one point of failure, and then the
number two is Okay, I see opportunity, but now I
don't know what a deal actually looks like. Those are
the two points major points of failure. I see most
people hit the wall when they're trying to get going
in this business.

Speaker 2 (06:58):
That is so true, and especially in areas like San
Diego is you know, the houses are sort of similar,
but it's not like a phoenix, where like everything is
literally homogeneous, where like every property is very similar. Like
I've found in San Diego, there's some pockets you really
got to know. And then especially up in like the Northeast,

(07:19):
where you know the inventory up here, like you could
have a house built in nineteen twenty and then next
door there's a house that was built in nineteen seventy.
So like knowing like some new people like they might
have a good opportunity, but like you said, non they
don't know how to really like what it's worth or
what you can pay for it to still make it
a deal. And they fumble these leads and then they
blame the leads, but they really just didn't know, like

(07:40):
you said, how to capitalize on an opportunity. And that's
something that just comes with experience. And you know, a
lot of the houses we've been doing this year have
been through other investors because they're they're coming to me
and they're bringing opportunities, and they're new. They don't really
know the market as well as someone who's been doing
it for a while. So I'm able to help them,
you know, evaluate the deal and then we can make

(08:04):
an offer and then we javi it.

Speaker 5 (08:05):
You know.

Speaker 2 (08:05):
So that's been a good you know, value add I've
been offering in my in the New York area at least,
but definitely good points you made, man.

Speaker 3 (08:14):
I love that.

Speaker 1 (08:14):
I love that super new with this What was your
earnest money amount? People are still trying to use one
thousand or lass is a question that we have. So
how much earnest money did you have to use on
this deal to make the seventy one thousand dollars assignment?

Speaker 2 (08:27):
Yeah, so you can I mean, I'm not an attorney,
so I don't want to like talk about like So
basically in California, from my experience, let's say you have
an earnest money with a seller for one thousand dollars
and then you go wholesale it and you have a
cash buyer going to put ten grand down. You can
have the ten grand pretty much cover your gap with
the seller. So like technically no, but really ten grand,
but it's the assign ore's money, so that's in count.

Speaker 3 (08:50):
How much did you have in it of your own?

Speaker 2 (08:53):
I didn't put a deposit down because.

Speaker 3 (08:55):
Zero, so you used the in buyer's earnest money. I
love doing that. We do that all the almost every day.

Speaker 6 (09:00):
So and just sy for instance, we do a five
hundred dollars made deposits standard on every one of our contracts,
and if the seller asks for more than, the will
negotiate with the seller just you know, in that particular situation.
But then we require our buyers to put an earnest
money deposit down, and it's it's greater than what we
put in, yeah, that we put down on the property.
So it always it always, it always intub satisfying whatever

(09:23):
the situation is with the seller.

Speaker 5 (09:25):
Yeah.

Speaker 2 (09:25):
Another thing too with that question is it really depends
on where you are. So for example, like up in
the Northeast, like sometimes I'm putting ten fifteen thousand dollars
down hard, non refundable, So like you know, in New York,
you really can't do that because the attorney, like in
order to have as signed contract, the attorney sends your
attorney a contract and then you have to put a
deposit down before it's a valid contract. So it's harder

(09:46):
to wholesale up here because there's just you have to
have some money to put down in deposits. So normally
I put down like two thousand dollars, twenty five hundred dollars,
sometimes five grand. We'll get away with a thousand sometimes,
but normally it's it's going to be more than that.
But you know a lot of people don't like that.
I recognize that as a little bit of a barrier
to entry. So there's not ten thousand wholesalers in my market.

(10:07):
There's a good amount, but it's not as saturated I
guess as a Phoenix or a Dallas or somewhere where
there's you know, I don't know hundreds of wholesalers, but
there still deals anywhere. It doesn't matter where you are.

Speaker 1 (10:17):
Ye, I love it, Gianna, send me your address. I'm
gonna mail you a free book for asking a question today.
Look at that much appreciated. That's awesome, And that was
actually a really good question. Kevin, What are you doing
for earnest money?

Speaker 4 (10:29):
Sorry, I've got a bit of a nightmare around. I'll
explain it there in a minute. One hundred books is
what we do. One hundred dollars.

Speaker 3 (10:37):
Yeah, it doesn't have to be hot.

Speaker 4 (10:41):
Very rarely send it in.

Speaker 3 (10:43):
Yeah, I forgot.

Speaker 4 (10:47):
Let me go see this. I mean you should send
it in, I guess, but it depends if it's something
that's like it's a certain situation. If you feel the
sellers a little dodgy and a bit crazy, we'll send
it in, you know, but a low eyes. Yeah, one
hundred books.

Speaker 3 (11:03):
Ros, I got you. I got you? All right? So great.

Speaker 1 (11:09):
I want to jump in with you for a couple
of minutes here and talk about and we've done this
on a podcast or two in the past too, but
like the closing attorney and this just blows my mind. Right,
So I'm in Saint Louis, Missouri. We have title companies
that can get deals done, and we have closing attorneys
who can do it. But I'd never go hire an

(11:30):
attorney if I can just have a title company do it.
It's typically cheaper and it's not required, right, But up
in New York, where you do a lot of investing,
everybody has to have an attorney.

Speaker 2 (11:42):
Yeah, in New Jersey too, or in the New Jersey too,
the whole the three states. Yeah, you got it, Pa,
you don't have to have an attorney. So that's a
good area to do it in without dealing with a crap.
But basically so I'll just speak mostly towards New York state,
which is pretty popular. So there's probably a good amount of
investors who are watching this or who will watch this.
So the way it happens in New York is when

(12:02):
you have a seller tell you that I accept your
offer and I want to proceed, it's it's very hard
to get them to sign a contract. Not because it's illegal,
and once again this is not legal advice, but the
standard practice that everyone is aware of up here is
like you have an attorney represent you in a transaction.
So if you have the seller signed the contract. Without

(12:23):
them having an attorney, you could get sued down the
line potentially if they wanted to like kind of go
and you know, report you or something. So I always
have all the sellers that I work with get their
own attorney. I refer them attorney if they don't have one.
Most of them have an attorney.

Speaker 3 (12:39):
And what does that cost the seller?

Speaker 2 (12:41):
Well, that's part of the negotiation too. It depends on
where you are. In Long Island. It could cost twenty
five hundred dollars three thousand dollars. If you're up where
I am, it's about thousand dollars on average fifteen hundred
bucks just to have them represent the seller. So it's
more expensive. But what happens is once you get an
attorney involved, it takes about a week to two weeks

(13:04):
to actually have it fully signed contract if it's working well,
because that attorney that's representing the seller has to send
your an attorney, your attorney to contract. That takes a
week usually and then usually that contract there's some language
in there that's not in the investor's favor. Oh they
want ten percent down, they don't want it to be assignable.
So then you have these attorneys go back and forth.

(13:24):
Sixth they go back and forth another week. Oh my
record is it took two months one time to get
an accepted offer signed in contract took two months, two
full months. And it was like in limbo, So could
have the seller could have sold it behind my back
and I would have no recourse. But anyway, so once
you have a fully signed contract. This is the real

(13:45):
thing I love about New York State and doing properties up.
There is a lot of I've had this happen to
me in Texas where I've had I've had a hot
deal under contract. We had a buyer lined up and
we were going to make a fortune, and then the
seller wanted to try to get out of the contract,
and it's they can't technically do it, but like it's
really like you can cloud the title. But I still

(14:07):
ended up losing and I had to I think I
got a thousand dollars and I was going to make
like sixty, so like I lost the deal. So in
New York it's very hard to get into contract, but
it's also very hard to get out of contract. So
if a seller changes their mind, when you have a
fully signed contract, you can actually sue them. For the
entire purchase price if they don't want to close. So
if you're buying a house for five hundred thousand dollars

(14:28):
and the seller doesn't want to sell because they have
a higher offer, and you're in contract, you can sue
the seller for five hundred grand and win. So you
can't ever get snaked out of a deal by a
buyer or a seller. It's impossible, like legally it's impossible.

Speaker 1 (14:41):
So there are some advantages of heavy yeah Yeahney.

Speaker 2 (14:44):
Okay, So when you assign, like if you have your
contract in New York, that is allowed to be assignable.
Most attorneys don't care about that. If you assign the
contract and you're making one hundred grand, which is you know,
you could do that down in Long Island or up
by me. You know, if the seller's mad, you're making money,
and the buyers mad, you're making money. Everyone has to close,
like you can't really like unless you if you're the buyer,

(15:05):
you'd leave your deposit down. So it's it's a good
state because when you have a contract, you're going to
close all those deals. You know, the seller can't squeal out,
the buyer can't back out unless he wants to lose
a huge deposit. So those are some advantages that I've
liked about doing business here. It's just you have to
get used to that, and you have to have a
big pipeline because the cycle takes a lot longer. So

(15:27):
as long as you have a good pipeline, it's it
doesn't really bother me anymore. And then when I go
get a house in California and I sign it on
docu sign, I'm like, I think it's like a scam.
I'm like, this doesn't make sense, Like what is this.

Speaker 3 (15:39):
Doesn't make any sense.

Speaker 1 (15:40):
So so the seller has an attorney, You as the
investor buyer have an attorney. If you're wholesaling, you still
have an attorney. And then that other end buyer.

Speaker 2 (15:50):
Has an attorney, and then their lender has an attorney,
and then.

Speaker 3 (15:53):
Their lender, assuming there's a lender.

Speaker 1 (15:55):
So what happens if it's like a joint venture with
two investors in the middle and then a buyer that
has an how many attorneys are there?

Speaker 3 (16:02):
Uh?

Speaker 2 (16:02):
Well, if you're gonna JV with somebody, normally you're going
to just share that attorney.

Speaker 3 (16:06):
Okay, that makes sense, that makes sense.

Speaker 2 (16:09):
I have one closing right now today, there's a house
in Westchester. It's in Millwood, which is like a really
like bougie area, so it's expensive purchase price. I have
an attorney, the buyer has an attorney. The lender's attorney's
going to be there, and then the seller and the
seller's attorney are going to be there, or the seller's
not going to be there, but his attorney's going to
be there, so they are there, four or five attorneys involved.
It's crazy today, actually.

Speaker 6 (16:31):
So is what does that cost? I mean, is that
like a thousand dollars per attorney?

Speaker 2 (16:35):
My attorney is he gives me a better deal because
I am I give him volume.

Speaker 3 (16:42):
Repeat but yeah, repeat yeah.

Speaker 2 (16:44):
But normally the attorney fee if you're buying a house
is going to be anywhere from you know, a thousand
to twenty five hundred dollars. That's kind of the spectrum
around here. If you're up in Buffalo, it's probably going
to be cheaper, just a different area up there, it's
more like the Midwest. But that's just an attorney fee
for his time. That doesn't count for the closing costs

(17:05):
that are extremely high up here, because well, the attorney
and then there's a lot of other there's transfer tax,
and there's mortgage recording tax, and there's a lot of
costs that go into closing on a house here. So
I would say, on average, non, if like when I
buy a house, I'm just thinking out, like if I'm
going to close on something with hard money or even
private money, closing costs are normally about five to ten

(17:28):
thousand dollars if I'm buying a house for two hundred
three hundred thousand dollars, So you have to account for
that when you're buying these properties and making offers, because
you know, in Texas, for example, and we've closed on
a lot of houses there and it's like, you know,
two thousand dollars, fifteen hundred bucks, we're closing in cash,
and it does blows my mind. Even in California, the

(17:49):
closing costs aren't as bad as I thought. They're much
more reasonable than New York. And that's still expensive out there.

Speaker 6 (17:54):
So no, I mean you're talking in Citral Valley, California,
you're talking about fifteen hundred dollars a transaction. Yeah, and
that that's buyer and seller side, and that's you know,
and that's plus both sides.

Speaker 5 (18:05):
So that's insane.

Speaker 3 (18:06):
For tax.

Speaker 2 (18:07):
In California, we.

Speaker 5 (18:08):
Have transfer tax. Yeah, trying.

Speaker 6 (18:09):
I mean, that's that's that's nothing that's honestly including transfer tax.
So I'm talking about like all the s cro fees
and whatnot and title insurance and so on and so forth.

Speaker 5 (18:16):
So it's transfer tax obviously.

Speaker 6 (18:18):
Will add to that in some cases though, I'm out
the door for fifteen hundred bucks and that includes transfer tax.

Speaker 2 (18:22):
What is the average buyprice in Presner, Like, what's the
average like pickup price, like two hundred buck.

Speaker 5 (18:27):
Fifty abuck fifty bucks sety five?

Speaker 2 (18:30):
Yeah, so those are great numbers. I mean I'm used
to San Diego where it's like seven hundred.

Speaker 3 (18:34):
Grand, you know, five hundred grand.

Speaker 6 (18:35):
Your transfer tax is going to be a whole different animal.
But what's what this is a lesson people who are
watching this is New York is obviously an example of
over complicating something to the point of the m figree
and there's no reason to over complicate your business. The
way to overcost base their title process.

Speaker 2 (18:55):
Yeah, it's a whole yeah. And then there's a title yeah. Oh,
there's a title company too in New York, but they
are just a service provider. So the title company's going
to be at the closing today in an hour. And
all they do is make sure that title is clean
and there's no leans and incumberences, and they sell you
the policy. So the title company doesn't cut the checks.
The title company doesn't do any of that. All they
do is they're a service provider. They make sure that

(19:15):
the property has got no leans on it and that's
all they do. So there's no like, you don't bring
a contract the title. You bring a contract to the attorney.
Then the attorney picks the title company. It's like kind
of like in California where you go to the escro
company and the escro company selects the title company. But
in California you don't need to get an attorney involved,
which is a great thing.

Speaker 1 (19:32):
Hold on a second, don't you just confuse me real quick?
So you're talking about an escro company being separate from
a title company.

Speaker 2 (19:40):
Yeah, in California, it's there two. There's two different there
are two different things.

Speaker 3 (19:45):
I learned something new. I never knew that.

Speaker 1 (19:46):
I've always figured that the title company was the escrow company.
What I thought, at least in my city.

Speaker 2 (19:52):
Don is that up in the Central Valley.

Speaker 6 (19:53):
Does that happen in northern California? The title company estoul
comy the same thing.

Speaker 2 (19:57):
Oh, in southern calid it's different. Then in southern CA
it's just an escrow and then they get titled. It's
a little confusing in Cali. But New York is a
lot more complicated. So here's a quick story on the
Northeast and why it's different, but why it's better. So
this is like really going on in lifetime. So I
got a house in New Jersey and it was a

(20:17):
pretty good deal. I mean, the numbers are very good,
so I got a buyer right away, you know, big
wholesale fee. And I Sometimes in the Northeast, what happens
is these houses are built a long time ago, and
the oil tank normally is in the basement or outside
the house. Sometimes you'll run into an oil tank that's
buried in the ground. So when that happens, you have

(20:41):
to drill it out before you close, because if there's
like if you flip, if you fix and flip a
house and the retail buyer finds out that there's a
buried oil tank, their lender will not give them a
mortgage because it's like an environmental hazard basically, so you
have to drill these tanks out before you close or
else you can get in trouble when you flip them.
So normally when this happens, I drill the tank out,

(21:02):
no issues, cost five grand and then whatever. So this house,
we drilled the first tank out and it was leaking.
So we got a quote where it's gonna be like
ten thousand dollars to remediate the oil under the ground.
So it wasn't like that big of a deal. So
we're like whatever, We're gonna get a credit from the seller.

(21:23):
It's not the end of the world. So the tank
company is about to be done and we still haven't
bought this house yet, Like we're in contract to close
and the tank company goes, I think there's another oil
tank on this property, and I'm like, that's impossible. There's
not going to be two ohel tanks. Like you're what
you're trying to get me for another you know, two
thousand dollars inspection, Like come on now, I'm not a rookie.

(21:43):
So they scan again to.

Speaker 3 (21:44):
Send you a picture of another property.

Speaker 2 (21:46):
Yeah, yeah, I still haven't been to this house too.
It's the funny thing I refuse to go an hour away.
I won't go. I'm like, I'm not driving an hour
to go do something I could do on Zoom. So
they find a second tank, and this tank is literally
like to the driveway, like right next to the house,
and they go, it's a buried tank. I go, you
got to be kidding me. I said, yank it out.
So they yank out the tank. That's another two grand.

(22:08):
So now I'm in this thing for like a couple
thousand dollars minimum. That tank is leaking, and it's leaking
underneath the foundation, and the whole entire site is contaminated.
So they get the state of New Jersey involved. Now
now there's like this huge open case. They gave me
a quote fifty thousand dollars to remediate. So I'm like,
I'm stuck now with this house that we haven't closed on.

(22:31):
So I have to get a credit now from the seller.
So the point of that story is not to, you know,
tell you how much I love oil tanks. It's it's
every area of the country is going to be different, right,
So like if you're gonna want to like do virtual deals,
like you can come to New York, come to New Jersey,
come anywhere, but you've got to know the little nuances
of that area. So like if you're in Phoenix and
you're in I'm sure Dallas, there's probably not buried oil

(22:52):
tanks because those houses are newer. But if you're dealing
with older properties, that's something you need. Like you could
have a six figure deal, then you can have something
like happened and I could kill your deal. So the
more you know your market doesn't matter if you're in
one or two or three markets, that it's just going
to be so much easier to number one, convert your
marketing and number two make the most money on every house.
Like if I didn't know that like certain areas, I

(23:15):
wouldn't be able to get certain assignment fees because I know,
like one buyer just wants to keep it as a rental.
He doesn't really care what the ARV is because I
know the air because you know what I mean. So
you really just the better you know those markets, it's
just so much easier to do deals. Right, whether you're rehabbing,
I have rentals there and wholesaling, it doesn't matter. It's
the same principle.

Speaker 3 (23:34):
Yeah, Steven's got a good question. So drill it out.

Speaker 1 (23:37):
Tank must be emptied and removed, so you can't just
like fill it with concrete or something.

Speaker 2 (23:43):
I wish I told the company. I mean, hope there's
no one watching. I'm just kidding. There's there's a bunch
of people watching it, so I gotta be careful what
I say. I was like, listen at two in the
morning if the tank wants to vanish, like just you know.
But anyway, once they pull, basically you have to remove
it and it has to be empty because when somebody
go with one of these service companies yanks out an

(24:05):
oil tank, they have to file a permit with the
township and then the township has to notify the state.
So basically they have to find out. So you have
to get them removed and it has to be empty,
and then they test the soil when it gets removed,
and then the soil test tells you if there's contamination.

Speaker 1 (24:23):
So I've pulled that was this oil that somebody would
have used in an old furnace to heat their house?

Speaker 2 (24:29):
Exactly? Yes, So this is like not.

Speaker 1 (24:31):
Like oil that you'd stick in your car motor. No,
this is refined for burning in a house.

Speaker 3 (24:37):
Okay, Yes, Yeah, so in what state?

Speaker 2 (24:40):
In New York, New Jersey, Connecticut?

Speaker 3 (24:42):
Got mostly up there.

Speaker 2 (24:43):
That's where you're going to see these that doesn't happen.
There's none of that in San Diego, to my knowledge, zero.
Everything is like natural gas for the most part.

Speaker 3 (24:52):
I love it.

Speaker 1 (24:52):
Steven, send me your address, text it to that number
right there. I'll send you a free book. Dennis had
a question earlier. We kind skipped over, and I want
to circle back, if you don't mind, Greg. He said,
what cold pond company did you use for that deal
that the sixty to seventy K assignment you're working out
in Soco.

Speaker 2 (25:09):
Yeah, it's my buddy ikers cold calling company. I forget
the name of it, but if he wants, he can
reach out to me after this and I can connect
him with Iker. I just I know, I forget the
name of him, but it's just my buddy Iiker's company.
I think it's called like like us. I forget it.
If he reaches out to me after this, I will
connect him with a guy who was running the show
over there.

Speaker 3 (25:30):
Perfect. Just send me a message.

Speaker 1 (25:31):
I'll drop it in the Coffee with Closers Facebook group
for anybody that's interested and we'll get him at That's awesome, guys.
We also have a virtual assistance that we work with
and promote over at Coffee with Closers Live dot com.
Text flip to that number at the bottom here and
we'll respond with that website and information. But cold callers

(25:51):
are awesome, Greg, I love it. I've been cold calling
my entire career at this full time, but I've had
cold calling v for probably going on two years now,
and every day I get three, four, sometimes five leads
added into my system yep. And all the time, you know,
all the while, you know, I'm I'm not behind the

(26:13):
desk on the phone.

Speaker 3 (26:15):
It's amazing.

Speaker 2 (26:16):
So it's just it's all about driving traffic in the door,
you know. And I think a lot of people over
complicate marketing and I'm certainly not an expert in it,
but I've done enough channels to where, like I've realized
that no matter what you're doing, because I do four
or five different channels, there's no there's not like some
unicorn marketing channel that's going to like give you all

(26:37):
these crazy leads that like like people think like Internet
leads for example, are like home run leads. And yes,
you probably need to get less SEO leads to get
a house. But at the same time, most of the
SEO leads are going to sound like the direct mail
like I think, like people over complicated. It's about filling
up the funnel with traffic and then pulling out the
people who are never going to sell to you, and

(26:57):
then focusing on the people who have a chance of
selling the and then spending your time or if you
have a salesperson, having them spend their time by solving
those problems. Like I remember, I started getting these SEO
leads a while ago, and I'm like, oh, man, like
I was, I thought they were going to be like
just giving me their house for free, you know, and
that was obviously not the case. You know, they were
a little bit more interested because they found me. But

(27:19):
at the same time, I've had cold call leads that
have been home runs, right, and I've had direct mail
leads that have been home runs, and I've had SEO
leads that have been non home runs. So it really
you just have to get traffic in the door no
matter what you're doing, and you know, it just that's
what I've kind of noticed. I personally like, if I
had the be biased towards one marketing channel. I would

(27:41):
have to say direct mail simply because you don't like
unless you have a cold calling company calling for you.
I just like the predictability and the consistency of direct mail.
Like you know, when you send that out, you're going
to get a certain amount of calls, and you know
there's going to be some bad calls here and there
where there's going to be about maybe half of them
are going to be bad calls. But the good calls
are really really good. So and they're in areas that

(28:04):
you want to buy in, like I targeted them exactly,
Like when they call back, they're in areas that I
want to buy in, and they have equity most likely
because I wouldn't have, you know, filtered that list a
certain way. So I like mail person. I know don
loves direct mail too. It just, uh, it just works.
I don't know, I don't know how to explain you
don't like mail. He's the king of mail.

Speaker 3 (28:30):
I love it all right.

Speaker 1 (28:31):
Prue NYC says, which are which one are the two
or three best markets at the opposite spectrum to the
New Jersey, New York Connecticut. As far as complexity and cost,
I'm in New Jersey and then she said four whole saling.

Speaker 2 (28:46):
Yeah, good question. So it really depends on where you
are in those states. So like New York is huge.
You have like Buffalo, you have Albany, you have Long Island,
and you have the Hudson Valley, which is where I am.
Those are, like Long Island in the Hudson Valley are
very close to New York City, so they're going to
be expensive and you're gonna have a lot more attorney garbage.

(29:08):
Bergen County, New Jersey. Northern New Jersey is the same thing.
There's a lot of attorneys and it's expensive. But then
if you're in New Jersey for the person asking that,
and you're in South Jersey, that's more like Pennsylvania, Like
you don't really need an attorney in South Jersey. This
is in the Philly metro area. So I know guys
down in South Jersey they don't even use attorneys. So
it really depends on where you are. And if you

(29:30):
want to get involved in the areas in New York,
New Jersey, Connecticut that are more attorney you know, popular,
you just have to have the right expectations going in,
you know, and then if you have the right expectations
going in and you really know the market and you
understand what a deal could be, you're going to be
fine and it's not going to be a problem. But
a lot of people they they hear their information from

(29:51):
someone who's not doing it in New York, which is fine,
and then they go to a seller's house. They try
to lock up a house and the seller's like, I'm
not signing this, and they're like, well, the guy online
I had to sign the contract in the kitchen, and
I'm like, well, i gotta get Attney involved, and they're disappointed.
So you just got to kind of know a little
bit of the nuances there. But I would say, if
you're in New Jersey.

Speaker 1 (30:08):
Anytime somebody tells me they need to get an attorney involved, I'm.

Speaker 3 (30:11):
Like, it's funny.

Speaker 2 (30:19):
I had that happen to me in California one time,
and this is actually in San Diego, and the seller
signed the contract and I was like, all right, that
was the guy was really tough, tough seller, like really
stubborn guy. I hope he's watching this, Walter, if you're
watching this, you're stubborn. And he just signed this contract
and I'm like, thank god, we've put it out, sold it,

(30:39):
and all of a sudden, I get an email from
his attorney. She's like yelling at me, and I'm like,
I didn't know you existed. So other states you can
get attorneys involved, but it's in New York. It's it's
everyone has an attorney representing them, so it just makes
things harder. So if that makes sense, So like it
really I've had this happen in text too, where like

(31:00):
the seller had an attorney but I didn't have an attorney,
and they turned it didn't care. So you just got
to know going in that that it might be a
little harder, but it's totally worth it because you can
make big profits in an expensive market. You know, you
don't have to Like in New York, a common assignment
fee is probably twenty five to thirty grand. It's at
least down here because the expense the houses are so expensive.

(31:21):
You can do that and it's not really that uncommon.
And the guys, the buyers don't really care either, because, like,
you know, everyone's got to make money.

Speaker 4 (31:29):
I thought the good thing is though with with like
New York, because it is so complicated that it weans
out a lot of competition, right because a lot of
people go there and try and do it, but then
when they realize all the steps and then new it's
super difficult. So I'm sure, like I'm not saying it's
easier to find deals because it Isn't you get what
I'm saying, you know what I mean?

Speaker 2 (31:50):
Like one, Gavin, that's one hundred percent tury. There's definitely
less investors up here than there are in a major,
you know, investor friendly city. You know. I think it's funny.
I was doing a podcast with my friend Michael Pinter,
great guy if you guys ever want to have him
on the show.

Speaker 3 (32:06):
He's a really wealth of knowledge.

Speaker 2 (32:07):
And he was telling me he's like he's in Long Island,
so that's an hour and a half from this area.
He said, there's probably six guys on the entire Long Island.
There's three million people on Long Island that are systematically
marketing for sellers.

Speaker 3 (32:22):
Six people.

Speaker 2 (32:23):
That's it that yeah, because we know them all, like
we all know him, you know. Yeah, it's it's it's yeah,
that's that's like the way it is. I mean, there's
a listen, there's when he says six guys he means
like six guys who have real companies that are like
consistently bringing in deals. There's probably more you know, onesie
twosie guys here and there, but yeah, no, it's it's

(32:43):
a total different planet for that. You know, there's there's
probably I would say forty percent of the time, probably
about forty percent of the time we're the only company
making the seller and offer, you know, and then the
other sixty percent there's competition. But yeah, it's it's good,
you know, because you don't have to you know, fight
on every single deal.

Speaker 4 (33:02):
You know, we were working on one together. Can you
remember that in the Bronx.

Speaker 2 (33:06):
Yeah, yeah, yeah, Yeah, she wasn't talking to any other investors.
I bet I think she just had a it was
a I think that was a three unit property in
the Bronx.

Speaker 4 (33:15):
Yeah, it was a I think it was a father
that was living in it and he wanted to stay
in it. And you know, I know we were, you know, working.
We didn't get the deal done, but yeah, but that's
that's the point, Like, I'm not trying to figure out
New York. I just call you, hey, let's JV.

Speaker 2 (33:32):
Yeah, we do.

Speaker 3 (33:33):
That's the way.

Speaker 2 (33:33):
And absolutely that's the thing too. I've noticed, like a
couple of years ago, I was doing a good amount
of properties in Dallas, you know, and I never I've
never lived in Texas. So the way I was doing
it was I was partnering up with somebody on a
JV basis. We weren't on the same LLC or anything
like that. It was just a case by case deal.
We were splitting the properties fifty to fifty. We were

(33:55):
closing on a lot of them and just either rehabbing
ever putting them on the market. But you know, someone
was like, oh, You're leaving all that money on the table,
and I'm like, I guess you could technically say yes,
but at the same time, I don't have to. Basically,
the only thing I had to do was get the
deal either on the phone or send the lead out
and have someone sign it in person, and then after

(34:15):
that that was pretty much it, and I would just
get a wire sent to me when the deal closed.
So like I kind of looked at it like, yeah,
I'm giving up half the profit, but at the same time,
like I'm not really doing anything after I get the
original property under contract. So the point of that is
like a lot of investors, especially if they're new. If
you can, if you want to add value to someone

(34:35):
in your area, bring them deals and JV with them,
and you'll learn so much just from working with someone
who has a lot of experience, and they're going to
want to take your call if you're bringing them real opportunities.
Because of course, because the way I look at it,
I have a lot of people to bring me deals.
That's a free lead for me, Like that's a free
that's a deal that I didn't have to pay any
money for it in advertising. So if I have to

(34:57):
split it with somebody, I don't care. It doesn't matter
to me, right because that's a that's essentially like just
a free property that I got, and say we make
twenty grand, it's like ten thousand dollars kind of falling
from the sky. That's how I look at it at least.

Speaker 3 (35:09):
So we're up here do that with other new investors.

Speaker 5 (35:12):
We're doing that right now.

Speaker 6 (35:13):
I'm working with somebody that's it's brand new, and they
have they brought a deal to the table and they
negotiate the whole thing and everything. We're we were handling
the con we handled the contract. We have in contract
we're handling the title process, and we're going to handle
the dispo process, and we're going to spit's profit with him.
So I think all this and Gavin does that, I'll
do it all day long. I'm sure day will do it.

Speaker 3 (35:32):
So I love doing it. Yeah, it's awesome, it's awesome.

Speaker 6 (35:35):
Don't ask me to take you to coffee. Don't ask
to take me to coffee, but bring a deal to
the table and ask me to show you how it's done.

Speaker 5 (35:42):
Hands down, I'll do it.

Speaker 2 (35:43):
Oh yeah, that's funny. The coffee thing. I I used
to realize, like if I did that, like once in
a while, I will do that, depending on what the
scenario is. But like a lot of people, they'll ask
for coffee or to pick your brain whatever insert your
suggest request. Most people don't ever do anything, like they
won't even like like they'll pick your brain and you'll

(36:05):
give them an hour or whatever, and then they won't
to ever do anything. And that started happening to me,
and then I'm like, well, I basically just wasted my
time because they're not going to do anything. So then
you know, now it's like, okay, bring a deal or
if you have a deal, you want me to look
at I'll look at it and tell you, like, if
your price makes sense, I'll let you know if it
makes sense, or if you don't know the numbers, I'll

(36:26):
tell you what price works. Like, I'll tell you why
you need to buy it for this price, especially up
in the Northeast that it's harder to comp properties and
then they know, you know what I mean. A lot
of times they're bringing me stuff it's like listed on
the MS, like, oh, you want this house, I'm like, no,
it's listed. Yeah.

Speaker 4 (36:42):
I just I was just hanging out with Dodge for
a few days and we were talking about this like
where we literally tell people like every step like exactly
what to do, like exactly what to do, and then
they'll do nothing nothing. Yeah, and then they'll go and
buy a course and then they're going to buy five grand.

Speaker 2 (37:05):
Still do nothing, you.

Speaker 4 (37:09):
And buy another course.

Speaker 3 (37:11):
Another course, and then they buy another course.

Speaker 4 (37:14):
I just added, I was just We just did a
two day event in Saint Louis. The is a guy
that I won't say his name, but he could be
watching and it will laugh because we talked about it.
He's bought so many courses you don't even know what
he's bought. You can't even get into him. And like Joe,
he bought Joe's course and then tried to rebuy it
because he forgot he bought it. And he's like, he's
I am a course junkie. He buys everything from everybody,

(37:37):
and it's just like but not doing deals. It's just
blows my mind. I'm going to sell that lead to
all of you.

Speaker 3 (37:54):
That's hilarious.

Speaker 2 (37:55):
That's true. You know what, I have a I have
a theory on this. I don't know if it's true
or not, but I think if you buy a course,
all right, and listen, I buy courses, right, I pay
coaches and all that stuff. I'm in mastermind, so I
have no problem paying for education. However, if you buy
a course, there's really not a lot of resistance. Like
maybe it's uncomfortable to spend five hundred bucks, but after

(38:17):
you spend five hundred bucks, there's no resistance. You can
go through a course and think you're learning, which you're
technically learning, but there's no resistance there. When you actually
like put out a direct mail campaign or hire a
code caller, or been on a pay per click whatever keyword,
you're probably going to encounter resistance there, and people don't

(38:38):
want to encounter resistance, so they want to think that
they're doing something productive by buying a course. But there's
really not a lot of resistance with that. You know.
But if you're gonna make offers, you know, you're gonna
negotiate with sellers and get rejected and have people call
you and scream at you. You know, people, by human nature,
they don't want to do that. So I that's my theory.

(39:00):
I want people love buying courses, but they have a
tough time taking action. That's that's what I would think,
or they just really don't like it.

Speaker 6 (39:06):
Or want There's there's that, and then there because people
want to have avoid pain.

Speaker 5 (39:10):
Anthony Robbins, right, people want to avoid pain. Yeah, that's
essentially the whole point.

Speaker 6 (39:14):
Yeah, there's there's that aspect of it, and then there
is the low barrier to entry to the course. I mean,
think about because I was anti guru for a long time.
I was so I always say this, I was so
when I launched the podcast, I was so afraid of
being labeled a guru, and you know, and I didn't
want to sell and I tried to give it away
for free, and nobody just said this the way it
wasn't myhead, and I tried to give it away for

(39:34):
free and nobody did anything with it. And part of
the realization is like, how I work. Okay, So there's
a lot of things that I pay for that I
don't do anything with. So what's from now? When I
look at a mastermind community or course I'm looking at one,
is it truly going to add the value I'm looking for?
Do I align with whoever it is that is associated
with it? Number two? And then is the price point?

(39:58):
This is an honest question I'm asking myself. Is the
price point painful enough that's going to force me to
pay attention?

Speaker 3 (40:04):
Yeah, that's such a good point. I was talking about
this today with some of my students.

Speaker 1 (40:08):
This exact thing is the is the price high enough
that they're going to actually perceive value? I love, you know,
I'll spend two hundred and three hundred dollars on a
product and look at it for fifteen minutes and then
be like, I'll come back to it, and then I'll
never come back. Right, Let's spend a thousand dollars I'm
gonna give you know, I'm gonna give it a half
a day, maybe a whole day to look in and
be like, Okay, you know, let's see what's in this thing?

Speaker 6 (40:31):
What's your number? Which you know, we we have this.
We can go on a whole different tangent to about like,
you know, do you need to keep your job or
burn the boats? Like I'm gonna burn the boat, skuy.
I think when it comes to yeah, I think when
it comes to buying a course or paying a mentor
what's your burn the boat's number? That's the way you like,
if you're going to actually do it, is it going
to cause enough anxiety in you that you're actually going

(40:53):
to take action on it? And that's that's what you
because because the reality is is we all want something
for free, but we're not going to do anything with
something if we don't value it.

Speaker 5 (41:01):
If somebody gives.

Speaker 6 (41:01):
You a brand new Lamborghini, you're going to drive it
into the ground. I mean, you don't value it, and
you're not going to value that somebody's time and effort
to put into you.

Speaker 5 (41:10):
You're just not going to value it.

Speaker 3 (41:11):
Burn up books.

Speaker 2 (41:13):
That is so freaking true. Don especially to like if
you think about like think about this, like just to
add to that real quick, I have you know, hundreds
of books in storage units, on shelves and multiple sides
of the East Coast and West coast. Hundreds of books.
Imagine the collective knowledge is in all those books. A

(41:33):
book is probably fifteen bucks on average, let's call it
fifteen bucks. Yet the value in a book could literally
be ten million dollars if it's some crazy tech startup book.
But people perceive when they buy a book for fifteen dollars,
I'll read this. If it's interesting, you know, maybe I'll
do something about it. But let's say that book costs
ten grand, right, they would be you know, reading the
thing with a highlighter, with a magnifying glass. So it's

(41:56):
like it's all about charging more because not just because
that's going to really get someone to actually take action
versus you know, spending fifteen bucks and then if it's boring,
you're gonna shut the book down and go buy another
book for fifteen.

Speaker 6 (42:10):
So if somebody's watching the podcast just for just for
the sake of anybody's watching listening to the podcast right
now that's not watching this video because this is a podcast,
make sure you're liking, subscribing, on iTunes or Stature or
wherever you listen. Dave just walked over talking about books
with a stack of books. Oh my god, about half
his height.

Speaker 2 (42:31):
That's a lot of books. It's true, man, it's true.
And I remember, like, so now, like I do, I'll
charge for my time, right, Like I don't do it
a lot, but like if I do it, I'll charge
for my time. And I remember I did a call
with somebody like a month and a half ago, and

(42:52):
you know, I make them fill out a question. You're like,
they got to like really be specific so I can
make sure I give them, you know, what they need,
and I can guarantee you the person who pays for
an hour of someone's time versus taking someone out for
coffee for five bucks, they're going to do something over
the guy who takes that for coffee because they're like, oh,
I just paid this guy whatever. I'm gonna take this
advice and I'm gonna actually put it into action. And

(43:14):
I don't want to disappoint the person too, because I
want to tell them that I implemented what they told
me and got this result, you know. And like that's
a big thing that I've noticed too, is like if
somem like they are so much more likely to actually
take that action, and well.

Speaker 3 (43:27):
They find value in it, right, Yeah, that's the main thing.

Speaker 1 (43:31):
Right, If you don't find any value in it, you're
just gonna be like, oh that's really interesting.

Speaker 2 (43:35):
Yeah.

Speaker 3 (43:35):
Well like other one, it's like, no, I'm gonna take
exactly what you said. I'm gonna go home. I'm gonna
copy it, duplicate it, make it my system. Thank you.

Speaker 6 (43:43):
Right hey, and let's let's flip it one more time.
And I want to hit this on the head because
it's something I've been thinking a lot about. I have kids, right,
I have kids, I have a life. You are Yeah,
you're asking I am a kid. You're asking me to
trade my most valuable commodity, the one thing that I
can refresh, get back, work harder to get more of. Yep,
you're actually to trade my most valuable commodity for you

(44:06):
to do to give you information that I have worked
my ass off and lost millions of dollars to learn
so literally so that you won't do anything with it.
It's like, if you're not willing to man up or
woman up and add value to that situation, you you
literally aren't worth me trading the one thing I can
never get back. I'm sorry, Like, bring me a deal

(44:27):
or pay me for my time, because I've learned the
hard way that there are very few people will take
what you give them for free and do anything.

Speaker 2 (44:36):
That's so rare. Yeah that you get that unicorn once
in a while, who's like just like an alley cat,
you know, starving for a meal. But that's that's not
that common in twenty twenty one with all the craziness
going on nowadays.

Speaker 4 (44:49):
You need to also, like you have to bring value.
That's what I look for, Like, you've got to bring
something to the table of value. Well, you can't just
come with a taking mindset. You've got to give something
to get it back, right, And I don't know what
that is, But how can I help you? Like maybe
if I was new, like when I started was I
was doing follow up for people right, and then if

(45:11):
I got a deal, we'd split it. So actually when
I went into to to get in front of people,
I was adding value right by positioning. Hey are you
you know what are you doing for follow Oh? No,
it's always fallen through. We never get to it. Hey,
what if I come in and I work till you
follow up for you okay, and anything I get with
partner on how does that sound? So I'm adding value

(45:32):
to get to the table. Does that make sense? Which
is key? So I just wanting to throw that out there.

Speaker 2 (45:38):
And hey, especially with like like busy investors. Like if
someone approached me and they said, hey, Greg export, you
know four hundred of your follow ups, give them to
me and if I get a deal, we'll split it.
That's an easy offer for me to say yes to
because that takes me five minutes and can potentially lead
to me making some money with them. So like, it's

(45:58):
all about, like you said, Gavin, you know, adding value
and thinking in your head what would this person benefit
from and then presenting them a good offer. And that's
how you get people to take your calls.

Speaker 4 (46:10):
Absolutely real quick. Guys, if you are watching, we've got
a lot of people watching. We've got some hearts and likes.
Do us a favor. Make sure if you're wherever you're watching,
like and subscribe, give us a like, share the post.
We would appreciate it. Again. We're here live every single
week every Wednesday, twelve Eastern, eleven Central, nine Pacific, depending

(46:34):
on where you are watching coffee with Closers with myself,
Don and David. We have an awesome guest, Greg Helbert,
good friend of all of ours. He's lived in San Diego,
he's lived he lives in New York and he's doing
a lot of deals. So that's where you're right if
you are just joining. So we do appreciate you real quick, guys,
I've got a selfish one for you. It's been a

(46:54):
bit of a crazy morning. So here's the deal. Were
I do? What do I do with this? I'm in
Michigan right I'm in Michigan right now as we speak,
and I'm supposed to be closing. I'm in my RV
and I'm on Michigan.

Speaker 3 (47:10):
You were at my house last night.

Speaker 4 (47:12):
I know, Hey, I don't. I worked out, you know,
from Monday to Monday. No, I'm in Michigan, back to
Michigan for the last seven days. Get this Monday to
Monday and it's Wednesday today. But I did five coaching calls, okay,

(47:32):
in five different states in seven days. So I've been
on the go and it's been crazy. I've been in Florida, Georgia,
Saint Louis, Tennessee, Michigan. It's been nuts. Anyway, I have
a closing today and I have a problem and I've
got to just talk it through and.

Speaker 3 (47:51):
I don't know, coffee, Let's do this, Let's do this.

Speaker 4 (47:55):
It's going to be so here's the deal. So I
have closing. I closed on a property on Friday on
Thursday last week in Birmingham, Alabama. Number one rule when
you're flip in the house, always pick an offer where
someone is using a local lender and not on national lender.

Speaker 3 (48:12):
Okay, on the cell side of this, yes.

Speaker 4 (48:15):
On the cell side. The reason being is we were
using Chase. They messed up the hood. We signed all
the documents on on Thursday, the money was wired in.
There were seven hundred and fifty dollars short. It took
us until this morning to get the funds.

Speaker 3 (48:29):
Were you closed just a limit or reduce your your
fee by then?

Speaker 4 (48:34):
They wouldn't do it.

Speaker 2 (48:35):
No, they wouldn't do that.

Speaker 4 (48:36):
No. I even said, al eat, I don't care give
me the money and said we can't until we make
it right. So we're going back and forth. The attorney
was working on it. Anyway, it was a disaster. Anyway,
we finally get the money the money hits the account
this morning and now it's pending. So I called Wells Fargo.
After prepping for this, we have a closing today of
a house. I'm next to the lake house close at

(48:56):
three o'clock to day. Basically I have to wire in.
So I speak to Woals Fargo, who is not local
to Michigan. They're in some manner and well, they're all
over the place, but they're not in Michigan. So I
went into the bank before I left Savanna and said, hey,
I got a house coming up and I need to
wire funds. I know normally you want me to come
into the bank, but I physically can't come into the bank.
So what I do? She said, well, there's it's a long,

(49:18):
longer process.

Speaker 3 (49:19):
But you when you were in tou Loom last year,
who's wiring money from his laptop as well?

Speaker 4 (49:24):
Yeah?

Speaker 3 (49:24):
I was yeah there, yeah, yeah.

Speaker 4 (49:26):
So anyway, well look at that. So I try and
prep and get ready that I've got this closing coming
up right now. Obviously the money gets delayed. Fine, I
called the bank. It says it's pending. They're like, no,
you're find it's actually in your accounts. I'll moved it
from one account to the other account anyway, that's fine.
So then I come to actually do the wire. So
I contact them and said, hey, I need to do this,

(49:48):
said it's a lengthy process, and here's the problem. You
want to I've got a wire one hundred and forty
seven thousand into closing and they're like, you've just received
a wire two hundred and thirty two thousand, right, and
you now want to wire out one hundred and forty
nine thousand on a on a telephone transaction or whatever

(50:09):
it's called. It's probably going to get denied.

Speaker 3 (50:12):
Yeah, you tell me Prince in Nigeria as well.

Speaker 2 (50:15):
Yeah.

Speaker 4 (50:15):
Yeah. So I'm like some money. So so I'm like,
well that doesn't help me, does it, because I need
to get this money into the title to close. Now
I've told the title they were like, look, you can
sign the documents. We'll just delay it until the funds
come in. But I'm like, well cool, but I don't
know how I'm going to get the funds there. So
I'm now literally I've come to the conclusion that I

(50:35):
have to drive four hours to the bank.

Speaker 2 (50:39):
Listen. I mean I do this a lot, especially going
back and forth. So I use Chase. So I mean,
that's a huge, huge, you know, National Bank. I do
all my wires online on the on the computer or
on my phone. I've increased my wire limit to like,

(51:01):
you know whatever, because I for this is for a
lot of deals. So if you can call them and
increase your wire limit, you know, to over two fifty,
you know they might be able to let you do
it on your computer.

Speaker 4 (51:17):
Because yeah, because right now it's twenty five grand.

Speaker 2 (51:20):
You guys have to mar That happened to me, and
I was.

Speaker 4 (51:24):
I was.

Speaker 2 (51:25):
I was with David actually too, we were together in
Nebraska too.

Speaker 5 (51:29):
This.

Speaker 2 (51:30):
I was buying a I was buying a stupid building
and I had to put a lot of money down,
and I was like jumping.

Speaker 3 (51:35):
All over the plane. Well it is a stupid sit.

Speaker 2 (51:38):
It costs me a lot of money. Now it's a
little bit of a dog. But that's another story for
another day. But anyway, I had to go and I
was on the phone with Chase. They were being idiots
like normal, and then they were like, well, just increase
your wire limit and you can send this wire on
your on your phone or a computer. And I'm like,
I didn't know that, so I learned that lie.

Speaker 4 (51:56):
Okay, so I call Fogo and I'm going to try
that because I didn't actually trying down that gets shut down.
Then what do we do that's on.

Speaker 5 (52:08):
That's only six twenty five thousand wires.

Speaker 4 (52:12):
Limit, it's a limit twenty.

Speaker 2 (52:16):
No, this is me buying okay, god whipping the house?

Speaker 3 (52:20):
Are you living in this lakehouse?

Speaker 4 (52:22):
No, I'm we're keeping it. So I'm buying it and
I'm keeping it.

Speaker 2 (52:26):
Yeah, okay, so you're just you just need to take okay,
So what I.

Speaker 4 (52:29):
Just need to move my own money into this of
pay cash to buy it. And that's all I'm trying
to do.

Speaker 3 (52:34):
Do you have?

Speaker 2 (52:36):
So there's there? The closest wells Fargo from where you are.

Speaker 4 (52:38):
Is four hours full for four and half hours.

Speaker 2 (52:42):
Where are you in Michigan? By the way, that's my
first question.

Speaker 4 (52:44):
So I am an hour in auth of ground rapids.

Speaker 2 (52:47):
So oh, so you're like on the west coast of
Michigan all the way up like kind of.

Speaker 4 (52:51):
Well, yeah, it's not that far up, but you got
to think Chicago. You've got to go all the way
down and back around to get to Chicago, like douth Illinois. Whatever.

Speaker 1 (53:00):
How much isavin I can cover it for you for
a few days for one or two percent.

Speaker 2 (53:09):
Maybe maybe a local bank, maybe brother, Yeah, a couple
of points.

Speaker 4 (53:21):
It could be an option.

Speaker 2 (53:23):
Tell me if you go to a local banking wherever
you are and see if they could maybe do the
wire for you, maybe I would. I would ask that
if you can.

Speaker 4 (53:30):
I've gone the account with Chess. I've been thinking I
have an account with Chase, but I don't have a
business account. I'm an account with Chase, a personal account
I don't really use. But there is a Chase local. Well,
then I'm thinking if I go and see Chase, it's
going to be the same problem because I still got
to it doesn't matter. I've got to get the money
from that account to Chase, so it's still not going

(53:51):
to work.

Speaker 2 (53:51):
It's like a stock you're buying on margin almost you know,
It's like you're trying to trade on margin. I mean,
I would say that the worst case scenario if I
were you, if you couldn't like do it virtually, I
would I personally would not drive four hours. I would
say escrow company, title company. Unless media is going to
hit this house tonight, can we just wait till my
funds hit the account and you know, so it depends

(54:15):
on the urgent.

Speaker 3 (54:15):
It's like a family friend or something.

Speaker 4 (54:18):
Yeah, yeah, it's coming from but still, yeah, we're buying
a grandmother out. But I'm not worried about Yeah, i
could push closing back, but I'm still going to have
the problem of I've got to get the money. So
that's never not going to change. That's my point, because
I'm here now for the next I mean, I am
flying to time Print a couple of weeks, but I'm

(54:39):
not back home for another five.

Speaker 2 (54:41):
Yeah, you're you're kind of a lot your Europe in Michigan.

Speaker 1 (54:43):
Yeah.

Speaker 4 (54:43):
Yeah, I'm not leaving anytime soon.

Speaker 2 (54:47):
I would exhaust all options to not drive four hours.
And then if you try that for for twenty four
hours and the only option is go four hours, then
I would I would I would have to just cave
in and do it. But I would just try to
make a make a I mean, four hours is a
good ride. That's like me driving from like San Diego,
Vegas or something. So that's a good that's a good trip.
So yeah, that's like that would be my last option.

(55:09):
But I think if you could, if you could try
to see if a local bank, get creative with you
or something like that. That might be the way to go.

Speaker 1 (55:16):
I love it all right, What tools do we need
in our tool belt? Potio, scraping solutions, batch leads, freedom,
soft rental meter, all some Greg.

Speaker 3 (55:29):
This is actually a really good question. I'm just kind
of curious.

Speaker 1 (55:31):
What what are some of the softwares and tools that
you use in your business?

Speaker 2 (55:35):
Sure, prop stream, I use that a lot, Podio, call
Rail and Google sheets Man, that's prettip and Carrot that's
for your for your inbound leads from AdWords or direct
mail or whatever. Yeah. I would say the biggest one though,

(55:57):
is called I mean I I use call rail a lot.
Your phone system, Yeah, I have like fifty five different
phone numbers.

Speaker 6 (56:03):
Let me let me ask you a question. Okay, because
we're we're a smartphone. Just to throw that out there,
it's okay, so we call call Rail is more robust
when it comes to like your KPI tracking, like you're
where you're reporting there, they're they're on fire. But years
ago they had this delay in the call because it's

(56:24):
voice over IP and there was there was this delay
and it was really weird. We're trying to build a
war with the seller and they would say something, it
would take a second for you to hear them, and
you'd say something, take a second.

Speaker 5 (56:31):
For you to hear them to hear you.

Speaker 6 (56:33):
So we switched over to smartphone and the call quality
and smartphone was was better.

Speaker 1 (56:36):
Then.

Speaker 5 (56:37):
How is call Rail's quality now? Do you feel like
there's still a delay?

Speaker 2 (56:42):
I don't sense it from what I can tell, I
think there. I think it depends though, don because there's
two things you can do on call rail is you
can call through the internet, or you can call and
it will hit your phone and then it'll go out
to the actual number. So I like to make all
of the calls, and my assistant makes all of the
calls through the internet, so it doesn't route their live

(57:07):
phone on the line. It's an internet call. Yeah, it's
literally a web call versus like calling the number, having
it route to my cell phone or her cell phone
and then going out to that phone number. So I
think that's where there's a little bit of a gap.
So I like to just go all through the internet
because you know, I need Wi Fi to work for
the most part, or I can just use my phone data.

(57:28):
The thing I've noticed with call rail though that I
don't like is that they're like, my callrail bill gets
more expensive every every month. Like my callrail bill last
month was three hundred and fifty dollars.

Speaker 3 (57:40):
Wow, just for what It's a lot.

Speaker 2 (57:42):
And I'm like, what the hell is this? And I
was investigating and it was like, you know, my assistant
was using the phones more, which is a good problem,
I guess, because that she's making offers and whatnot. But
like I think they like they rolled something new out
and and like that's an add on, you know. I mean,
so it is getting more expensive. But the way I'm
looking at it is like, well, if the callrail bill

(58:03):
is expensive, that means the phone's ringing. And if the
phone's ringing, we're making money. So it might just be
a wash. And I'm so committed to call rail, like
I have so many numbers with them, and I just
use it so much. It's like it would be hard
for me to part with callrail because I I'm just
so familiar with it. But I've found the Internet has
not been a problem. Actually, sometimes call rail is clearer
than my cell phone. It depends.

Speaker 3 (58:25):
It's good to know. It's good to know, all right.

Speaker 1 (58:28):
So Propstream CODEO, call Rail, Google Sheets on Carrot. That's
probably at least eighty percent of what you're using, right
eighty twenty principle.

Speaker 2 (58:35):
I don't think i'm using. Oh there's another thing I
use actually that's pretty cool. It's called OLM Investor hub
is software. It's like a list stacking software.

Speaker 3 (58:47):
Got it? Okay, very good.

Speaker 2 (58:49):
That's something I used to But besides that, I mean,
I pretty much keep it simple nothing.

Speaker 1 (58:54):
Evin and I were talking about this just the other
night on my couch having beers.

Speaker 3 (58:59):
What tools you need to be in the tool belt.

Speaker 1 (59:02):
I'm going to circle back to this question that Caroline had,
you know, Podio, Scraping Solution, batch Leads, Freedom Soft, Rental Meter.
And here's the thing, guys, all of these tools are
going to help you if you use them, right, it's
how much time are you going to dedicate? So like,
don't go out and get ten softwarees if you're not
going to use all but one or two of them.

Speaker 4 (59:20):
Right.

Speaker 3 (59:20):
Also, Gavin, will you.

Speaker 1 (59:22):
Explain to me what you said the other day about
how you had a guy that had been doing deals
for twelve years.

Speaker 3 (59:28):
You know what you're talking about.

Speaker 4 (59:30):
Yeah, yeah, So we're at the event and we kind
of went round the room at the start like hey, like,
why are you here? What's one thing you want to
get out of the of the event. And it was
constantly like, let's say we had forty people, I'd say
at least twenty was about a CRM. Oh, I need
help with this, I need help with freedom. So freedom sot,
freedom sot, freedom soft. And these are people aren't doing

(59:51):
any deals. And I explained to everyone after we've gone
around that here's the deal. This is the problem. Your
focus is in completely the wrong area, right when you're
looking at the systems and tools and that's what you're
that's where you're held up. The money is made on
the phone. Right, you have to market to have to
talk to sellers to make offers, to follow up. Right,

(01:00:12):
you have to Your craft needs to be done on
the phone to be good in sales, to negotiate deals
and make things happen. And there's a gentleman in the
room who's been the business since two thousand and three. Okay,
he did from two thousand and three to twenty fifteen
without a CRM. Right, he didn't get a CRM until

(01:00:35):
twenty fifteen, So that was great. That He said that,
because I'm like, there's the point, right, That is the
point of that you don't need all this technology to
be successful. It's there to assist you, to make you better,
to make you more efficient. But the reality is the
money's made on the phone, and that's just it. And

(01:00:55):
I don't care what anyone says. That's my opinion, and
they probably all the same opinion.

Speaker 6 (01:01:01):
I wasn't there, but you just said two thousand and
three to twenty fifteen, so you must have been like
talking about me because I didn't have a CRM until
twenty fifteen.

Speaker 2 (01:01:11):
Wow, look at that.

Speaker 5 (01:01:14):
And I still don't even know how to use our
I don't.

Speaker 2 (01:01:16):
Even Yeah, I use basic Podio to just keep track
of the leads in the stages. That's it. I have
no automations nothing. You don't. I'm an eighty twenty guy. Man,
if the biggest I've learned this from uh Michael Pinter
and Gary Harper. The number one brick in this business
if you want to make a lot of money, he says,
brick as in like the thing that you stack on
top of each other to build something is making offers.

(01:01:37):
So the person who's going nuts over the cr Listen,
if you're a struggling investor, I'll ask you how many
offers did you make last week? And if you can't
tell me how many offers either you or your teammate,
you know, that's probably why you're not getting the deals
you want to get. You need to literally track offers.
And the the way I look at it is like
tracking numbers. You're going to have leads coming in, offers
made contract, signed deals, closed moneyor equity depending on if

(01:02:00):
renting around. That's it. If you keep it that simple.
And you know there's a book, actually, where is it right?
Let me pull this book out real quick. Let me
see where this is this book right here?

Speaker 5 (01:02:10):
If you read this.

Speaker 3 (01:02:11):
Book, that's it.

Speaker 2 (01:02:13):
The one thing, get this book and find your one
thing out in this business. It is making offers. Uh
so I gave you the spoiler alert there, and you
track that. There's no way you will not be making
money in you know, six to twelve months if you
do it consistently. I mean, it would be impossible. It's
like physics.

Speaker 4 (01:02:29):
So yeah, yeah, so the simple stuff, no, I mean
that is the same I use I think there's three
things in a CRM, right, You change the status so
you know what's going on, You create a task so
you know what to do next, and you update your notes.
That's it. They are the three things in the CRM
that you need. Julian is going to kill you. She's

(01:02:51):
just told you to tie to that death.

Speaker 3 (01:02:52):
Scup love money, I love it it.

Speaker 2 (01:02:57):
Just make offers and try. And like another thing too,
is like the metric of making offers is such a
good metric because let's say you make thirty offers and
you get zero offers accepted. Let's just say, hypothet that's
probably not going to happen. But let's just say that happens.
Then you're probably making your offer too low and then
you got to adjust. Like so like that metric will
tell you, like where you need to be better, right,

(01:03:19):
And if you make thirty offers and you get ten
accepted or whatever, maybe you're paying too much, right. So,
like there's just so many dials you can turn when
you're doing the thing that matters most, which is presenting offers,
and then that will tell you whether you're whether you're
producing good results or whether you need to you know, adjust,
But you know there's resistance with making offers. There's no
resistance with signing up for a c asistance. There's no resistance.

(01:03:41):
Oh cool, one hundred bucks a month. Now, there's no resistance,
there's no rejection, there's no hair on deals.

Speaker 3 (01:03:47):
I love it.

Speaker 1 (01:03:48):
So Caroline, here's the deal, right, So you know what,
what tools do you need.

Speaker 3 (01:03:53):
In your belt?

Speaker 2 (01:03:53):
Right?

Speaker 3 (01:03:53):
You got on a different couple different things here.

Speaker 1 (01:03:56):
My personal opinion is all you need is all you
really need is the ability.

Speaker 3 (01:04:02):
To run comps. That's it.

Speaker 1 (01:04:04):
So you know, propstream is a great solution for that.
If you're an agent or a broker and you have
the local MLS access and you don't even need it, Okay,
all you need to do is be able to run
comps so you can determine what a fair slash low
offer is. As an investor, we make our money when
we buy, we get paid when we sell. So you

(01:04:25):
need to learn how to comp properties. If you don't already,
hopefully you do so you can make educated decisions on
what those offers are and then send offers. That's it, right,
So any of these other things, where's that comment at here?

Speaker 6 (01:04:40):
It is?

Speaker 3 (01:04:40):
Let's put that back up. It's got scrolled up.

Speaker 1 (01:04:44):
You know, any of these other things like batch leads
and freedoms off and rental meter. These are really just
you know, other ways to help you make more offers
and or make sure that the offer you're making is
an educated offer.

Speaker 3 (01:04:57):
That's it.

Speaker 1 (01:04:58):
So in theory, you don't really need anything other than
a contract and a coping tool.

Speaker 3 (01:05:04):
That's it.

Speaker 1 (01:05:05):
Podio and Freedom Soft and ari simply is one of
my favorites, and ARII Blackbooks another great one. You know,
all these things have lots of bells and whistles, but
at the end of the day, CRMs only do two things.
And I'm actually curious if you guys you know, disagree
or agree.

Speaker 3 (01:05:22):
With me on this.

Speaker 1 (01:05:23):
But from my perspective, and I've used a ton is
they help you take notes on what's going on with
the lead and they remind you when your next follow
up is.

Speaker 3 (01:05:34):
It's notes and tasks. That's it. That's it.

Speaker 2 (01:05:38):
That's it.

Speaker 3 (01:05:38):
It's notes and tesk. Now, if you have automated follow
up and e contracts, signatures and these.

Speaker 1 (01:05:43):
Are just bells and whistles, they may make your business
run a little smoother.

Speaker 3 (01:05:47):
But guess what, in the beginning, they're going to.

Speaker 1 (01:05:50):
Do the exact opposite, because you have to set them
up and that could take one hour, it could take
one hundred hours. I've literally gone down rabbit holes with
CRMs for months, literally months in the plural. And guess
what happened to my business? When I'm trying to automate
a contract? Nothing, no offers are being made, yep, right,
And all of a sudden, I'm doing ten deals and

(01:06:11):
I'm all of a sudden doing two and I'm like, well,
what the hell just happened? And it's because I had
my head down in a system trying to figure it out,
when in reality, comping properties, making educated guesses on offers
and sending those offers.

Speaker 3 (01:06:27):
Are what get you paid, period.

Speaker 2 (01:06:31):
So you can afford those nice tools exactly.

Speaker 3 (01:06:33):
Yeah, so now we have additional tools to help market.

Speaker 1 (01:06:37):
To get more leads in the door, so we can
do what make offers to them, make more offers. Love it,
excellent question, Caroline, I love it. Send us, send me
a text with your address if you're interested, and I
will send you a free book.

Speaker 3 (01:06:51):
I love it. That's a great question. Look at that, Greg,
You've got time for a few more? Are you in
a hurry?

Speaker 5 (01:06:55):
Of course?

Speaker 2 (01:06:55):
I do, my man.

Speaker 1 (01:06:56):
Well, let's say maybe five minutes and then we'll wrap
Upkevin and don If you guys got to go, it's
all good, totally understand.

Speaker 4 (01:07:02):
I got to figure out if I'm driving four hours
on up.

Speaker 1 (01:07:05):
Yeah, do your thing, brother, No problem at all, No
problem at all, All right, all right, guys, Jay says,
I'm putting out bandit signs and I'm doing all of
the marketing.

Speaker 3 (01:07:12):
That's it.

Speaker 1 (01:07:13):
That's what you got to do. Jay, do the marketing.
It's opportunities for you to make.

Speaker 3 (01:07:19):
Offers to people. I love it. Jay also says I'm
getting in the business.

Speaker 1 (01:07:23):
Agent don't want me to write or assign the contract,
but he says he'll pay me a fee because I
want my ink to get paid at closing.

Speaker 3 (01:07:32):
Is this a good deal?

Speaker 1 (01:07:34):
And essentially it just depends on that relationship that you
have with the agent. Agents don't want you to write
contracts on properties that you then wholesale because there's a
big chance that your partner may not close and it's
going to be a time waste, right, So you're better
off finding that partner first and then making that offer
to the agent all at the same time, versus trying

(01:07:56):
to find them.

Speaker 3 (01:07:57):
After the fact. That's so that brings up a really
good point.

Speaker 1 (01:08:00):
MLS listed properties are difficulty.

Speaker 3 (01:08:03):
They are difficult to do.

Speaker 1 (01:08:05):
I don't do a whole lot of MLS properties because
of a couple of reasons. One, they want proof of funds. Right, well,
we can do that. But you know, if I'm in
a wholesale house, I'm gonna put one hundred dollars down.
I don't want to put count two hundred and fifty
grand to buy the thing. First, I'm gonna be able
to use contracts and leverage to be able to control
it and sell it.

Speaker 3 (01:08:25):
Two agents.

Speaker 1 (01:08:27):
Whenever they go in and they pitch their business, Greg,
You're gonna love this.

Speaker 3 (01:08:30):
When they go in and they pitch their business.

Speaker 1 (01:08:32):
Do you think that the agents are ever like, Hey,
I'm pretty confident that I'm gonna get you, like, you know,
sixty five to seventy five cents of what it's worth.

Speaker 3 (01:08:40):
Who's gonna hire that agent? Nobody ever, ever, ever?

Speaker 1 (01:08:45):
Right, agents are gonna say, hey, Zestamate says it's worth
one sixty, let's list it for one to eighty and
see what happens.

Speaker 3 (01:08:51):
They're gonna give you the optimistic point of view, right.

Speaker 2 (01:08:54):
And they have no skin game either.

Speaker 3 (01:08:56):
They're gonna have no skin in the game either.

Speaker 1 (01:08:58):
So when you go to an agent and you, hey,
I'm gonna pay you a seventy cents on the dollar,
do you think they're even gonna take that offer to
the seller.

Speaker 3 (01:09:05):
I mean, they're supposed to, that's ethical, that's the way
it works. But they're not.

Speaker 1 (01:09:09):
They're gonna be like, oh my, my my seller doesn't
want this one, thanks for the offer.

Speaker 2 (01:09:13):
Right, Yeah. I've had with that. I mean I have
the rare like maybe once this has happened once so
far this year where a seller got my mailer and
it was listed on the market and I'm like, dude,
your thousand is listed. I don't think this is gonna
make a lot of sense. And he was ultramotivated and
we ended up buying it. But that's not normal. That's
an anomaly that that happens once a year. Maybe because

(01:09:33):
we do enough marketing so I wouldn't I wouldn't say
making offers on the mls if you're gonna wholesale it
makes any sense. What if you're gonna take them down
and rehab them and you know that area, that could
probably work. But if you're assigning contracts, I mean that
that's the MLS that you're barking up the wrong trade.

Speaker 6 (01:09:49):
Well, here, here, here's here's the other perspective of it.
Most people they're trying to whole sale the MLS. This
is what really gets gets my anger going. They'll go
in and they will outbid everybody else that's bidding on
the MLS offer making offers, and then they'll try to
assign it for a higher price.

Speaker 2 (01:10:10):
Oh my gosh, if you just.

Speaker 5 (01:10:13):
That's not adding value.

Speaker 6 (01:10:14):
It's like if you go in and it's listed for
one hundred and you negotiate it down to eighty or
seventy five, and then you want a wholesale for say
you get it for seventy five nuts the wholeso for
eighty five, Will you added value? You negotiated it down, right,
you put in some work I could I could get
behind that. But if it's listed for one hundred, you
go bid it up to one twenty and then try
to assign it to me for one thirty, you've added
zero value.

Speaker 5 (01:10:35):
And that's that's that's that's I've seen that happen so
many times. It's ridiculous.

Speaker 2 (01:10:39):
That is so insane. Yeah, No, that's that's the thing
there's with the MLS. If this guy's still watching, it's
easy to go on the MLS and make a bunch
of bunk offers and think you're productive because technically you're
making offers, but you're not making offers on the right property.
So you got like, there's not a lot of resistance there.
Once again, that's the theme of the show. I guess

(01:11:00):
as resistance. Like if you send out marketing and you
get people to call you and they are real off
market deals that are not listed, that's when the offers
you make are going to start to add up. Because
if you're not doing that, anyone can go on the
MLS and you know, make a bunch of offers in
ten minutes, but not everyone wants to go send out
marketing or do whatever and talk to a seller and

(01:11:22):
make an offer and negotiate and follow up. That's where
the value is added because you're going out, like Don says,
you're creating value by finding a deal that no one
knows about at a good price, and then you're selling
it at a price that works for both parties. And
that's how you create deals by adding value. So you know,
the more resistance the better. In the beginning, because then
you just get used to it.

Speaker 1 (01:11:43):
Yeah, I love it, Absolutely agree, Absolutely agree. A couple
more real quick guys, and then we'll wrap up for today.
I appreciate you staying on for a couple extra months
with us Today, Greg will Will says, what is the
best message for contacting sellers?

Speaker 4 (01:11:57):
Here?

Speaker 3 (01:11:57):
It is right here will iPhone.

Speaker 1 (01:12:00):
It's a phone plus Yep, doesn't matter what type of phone,
it's a phone. All marketing leads to phone calls. All, yes, Right,
you're doing SMS blasting or texting, right, the purpose is
to get people on the phone.

Speaker 5 (01:12:11):
Right.

Speaker 3 (01:12:12):
If you're sending direct mail, you're telling.

Speaker 1 (01:12:14):
Them to call, text or email you, or go to
your site and fill out a form so then you
can then call that person.

Speaker 2 (01:12:21):
Right.

Speaker 1 (01:12:21):
If you're doing radio ads, you're going to be advertising
your phone number or your website so they can call you,
or they can fill out a form so you can
call them. Bandit signs you're not putting down your home
address saying come over to my house and hang out
with me.

Speaker 3 (01:12:36):
You're saying call me I want to buy your crib.

Speaker 2 (01:12:38):
Right.

Speaker 3 (01:12:39):
It all leads to phone calls.

Speaker 1 (01:12:40):
So the best way to go about talking and finding
sellers is always going to be to use a phone.
All these other methods are going to drive people to
get on the phone with you.

Speaker 3 (01:12:51):
Would you guys agree with that?

Speaker 2 (01:12:52):
Absolutely?

Speaker 3 (01:12:55):
Love it?

Speaker 1 (01:12:55):
All Right, guys, we've got time for one more. Let's
see what we got here here. What is a good
tool to count properties? That's a good one. A good
tool to count properties, I think, Yeah, Redfin's free guys,
Red Red realtor dot com, uh epraisal, these are free places, right,

(01:13:19):
we gotta we gotta do.

Speaker 6 (01:13:19):
The caveat there. You don't go off this estimate. If
you go to Zilo, you look at you look at
the neighborhood.

Speaker 3 (01:13:24):
And the press around.

Speaker 5 (01:13:25):
Yeah, what's sold and what's listed?

Speaker 6 (01:13:26):
Yeah, I just want to make sure that somebody who's
never heard that before here is that that if.

Speaker 2 (01:13:31):
You just do the estimate, you're on the money every time.
I would have a v A make offers for me,
you know. But yeah, Redfinn m L well, I like
the MLS. But depending on if you can get that
in your area or if you have a license right
that would that would solve that. But I've found that
Redfinn in southern California is pretty much the m LS found.
Propstream basically is the m LS in that area, and

(01:13:55):
then same up here in the northeast Redfinn and propstream.
If you don't have the MLS, you can do some
real damage of those two pieces of software.

Speaker 1 (01:14:03):
I love it, man, Greg, Thank you so much for
coming on today. Always a pleasure chatting with you. You inspired
the hell out of me, my friend. Thank you, man,
and you're always doing big things and I just I
love connecting with you. I love learning from you. I
always learned something every time I talk to you. Man,
you are full of knowledge. And I'm gonna speak for
Don on this as well. We are super grateful to
have you on the show today.

Speaker 3 (01:14:24):
Man, Thank you.

Speaker 2 (01:14:25):
It is my honor to be a guest. Thank you
for allowing me to join. So I hope you both
have a great rest of your afternoon and sure we'll
talk soon.

Speaker 3 (01:14:33):
That's right, guys, Thanks for watching.

Speaker 1 (01:14:35):
Guys, forget a coffee with Closerslive dot Com free resources
And if you watch today and you want a free
wholesaling real estate book, I got about thirty of these
in my basement that I need to get rid of today.

Speaker 3 (01:14:47):
I will send you one for free. Now.

Speaker 1 (01:14:49):
This is only to the people that text me in
the next thirty minutes. So if you're listening to the podcast,
we have other giveaways for you. But I'm actually going
to be mailing people a book today for free my cost.
All you gotta do is text me your address, don't
drop it in the comments. I'm only gonna be working
on the texting right, So three one four, three one

(01:15:10):
zero five two two one again that's three one four,
three one zero fifty two twenty one.

Speaker 3 (01:15:16):
Shoot me a text and I