Episode 20: Answering your Real Estate Questions

Answering your Real Estate Questions

Episode Transcript

Speaker 1 (00:00):
All right, Hey, good morning, Joe, good morning. How ah wait, So.

Speaker 2 (00:07):
I just realized as I was watching that that we're
all gonna be in Tampa. We're talking about that before,
but it hit me they we're all gonna be in
Tampa next week, and that means I have basically a
week and no sleep. Yeah.

Speaker 1 (00:20):
Now so yeah, And the problem is is Dave's coming
to the in the middle, so he's gonna be like
high energy, ready to go, which is not opening any fit, No,
not at all.

Speaker 2 (00:31):
It's just it's a prolonged the agony, right exactly.

Speaker 3 (00:35):
Are you guys all getting in town?

Speaker 1 (00:37):
Uh?

Speaker 3 (00:38):
It start on Monday for you guys, Monday, Tuesday.

Speaker 1 (00:41):
Yeah, it's Sunday night. I'm in Nice.

Speaker 2 (00:43):
Yeah. I land about six thirty Sunday. Yeah.

Speaker 3 (00:46):
Yeah, I see you guys on Wednesday.

Speaker 2 (00:47):
Then you'll probably see me before that, Dave. I land
in Saint Louis tomorrow.

Speaker 1 (00:52):
What.

Speaker 2 (00:53):
Yeah, I'm speaking at ari a Black Book for They
have a boot camp on over the weekend, so I'm
speaking on Friday afternoon.

Speaker 3 (01:00):
Yeah, you're gonna see me. Yeah, We're gonna get some.

Speaker 2 (01:04):
Learned, right, that's how you learned.

Speaker 1 (01:07):
That's awesome. I'm jealous.

Speaker 2 (01:09):
I'm jealous now, so I'll wear him out this weekend.

Speaker 1 (01:12):
Kevin, good job. Yeah, yeah, yes, that's awesome. Uh, Dave,
did you close on your lakehouse?

Speaker 2 (01:20):
We did?

Speaker 1 (01:22):
Nice? Congratulations thanks man.

Speaker 4 (01:25):
Yeah that yesterday, Yeah, yesterday afternoon we got it and
we drove down and took a load of stuff, and uh,
we'll be down there this weekend having some fun.

Speaker 3 (01:35):
So yeah, excit very.

Speaker 1 (01:39):
That's great, good good good. Don So you what have
you been up to? That was your last week?

Speaker 2 (01:46):
Amazing? We did. We did an immersion here in Fresno.
We did a three day event and you know, we
had originally decided to pop it up for some of
the coaching students that are in our communities are ready,
and then we just we had we had some space available,
so we decided to allow some people outside of our
community to come to this, and uh, we had we

(02:09):
had a good room and it was just good energy
and lots of great questions and lots of great collaboration.
I even, you know, I even sold one of our
deals to one of the people that were in the room.
I think there were some other people that made some
money together. We had some people come back to my
house I hosted dinner at my house one night, and
it was just it was just great to see the

(02:30):
type of people that you know, I think we all attract,
you know, me me personally, I'm just really amazed at
how incredible the people that come into these things that
I do are and how giving they are and how
incredible they are. It's like I have this, you know,
this zero douche policy, and and I don't. I don't
attract them for some reason, which is great. So, and
you know, we had some some people join in our

(02:51):
Circle Elite, we had some people join some other things
we have going on, and I'm just on fire coming
out of it. We're gonna do another one in December
and Austin would call it the Marketing Multiplayers Masterclass, and
then I'm going to do an immersion every six weeks
in twenty twenty two, some of them, half of them
here in Freszo and half of them around the country.
And I'm excited about it. So we're gonna be doing sales, immersions, systems, immersions,

(03:14):
rehab immersion like a different one each time we do it,
and I'm looking forward to it. At these events, I
don't know, I'm an introvert, but it's something about being
in front of the room with a lot of people
in the room really feeds me for some reason.

Speaker 1 (03:27):
No, really good, I agree, especially when I mean we've
had what a couple of years. We just did one
as well last week, and I think it was we
worked out it was nearly two years until since the
last live event, right, which is crazy.

Speaker 3 (03:45):
You're doing an event every six to eight weeks.

Speaker 2 (03:47):
Then I'm gonna do an event every six weeks in
twenty twenty two.

Speaker 3 (03:50):
That's my goal too. Well maybe not six weeks, but
like six to eight, but a lot, a lot. I
love it. Many. How many people were at the last event?

Speaker 2 (03:58):
Thirty? We had thirty at this last one, and it
was it's a good turnout. It was a great turnout,
seeing how we didn't even really put it out there
till about, you know, about five weeks before.

Speaker 3 (04:06):
So it's very cool, man, very very cool.

Speaker 1 (04:11):
Nice good good good. So Dave you what have you
been doing? What's been going on this.

Speaker 3 (04:17):
Out, guys? I just I just got back from an
appointment and I went and ran this appointment. It's it's
a five bedroom house that I was that I'm kind
of on the fence. If I'm going to keep it
as a rental or if I'm gonna flip it, probably
keep it as a rental. It's an interesting deal because

(04:37):
the seller is he inherited the property right and there
wasn't like a will or a trust, and they had
to go through probate, so I was We were originally
supposed to close on Memorial Day, you know, a couple
months back, and we've been waiting on him and his
attorneys to get through the probate process. And I just

(05:01):
went to do a final walkthrough with him this morning,
and as I'm you know, walking through the property, he
tells me that his brother just passed away this this weekend.
And I was like, oh man, that's so bad, you know, terrible,
So sorry to hear that, you know, And we're just
kind of talking, and then it hits me. I'm like, oh, shoot,
is he one of the people that's going to need

(05:22):
to sign because this is a probate deal. He's an
air just like you are. He's like yeah, So I'm like,
oh no, so now we're we might have to have
him go through or his family go through probate. So
it's a double probate.

Speaker 1 (05:37):
Wow.

Speaker 3 (05:39):
Wow, it's right.

Speaker 1 (05:40):
Wo wow.

Speaker 3 (05:41):
I know, so hopefully not, you know, depending on if
you know, he's married and has kids, so maybe maybe
there's a way around it.

Speaker 2 (05:50):
It's going to depend on what stage of probate was
that we've experienced that before, and it just depends on
where it's at in the probate process as to whether
or not it's going to be an issue. Hopefully you're
far enough along in the process that everything's kind of
been established already and it's just a matter of a
couple of pieces of paper.

Speaker 3 (06:06):
So I'm hoping. Yeah. I told him, said, you know,
I said, if if we can't figure this out, I'll
happily just rent the property from you for the next
four to six months until we can so you can
basically get this this problem to go away. And he
was like really, you know. I was like, ah, man,
no problem. So we'll just rent it as it is.

(06:28):
It needs a little bit of work, probably needs about
ten grand worth of work, and what we'll probably do
is just hold off on doing that until we own it,
just because I hate to put that money in and
then not be able to buy it down the road.

Speaker 1 (06:39):
So yeah, makes sense.

Speaker 3 (06:42):
You guys, that's a double probate deal before man something
new every day.

Speaker 1 (06:46):
Well, I think that's what's unique, isn't it. And when
we do these things is because you can't prap for this, right,
You're not thinking in this deal that his brother's going
to pass away and what if? Right? You deal with
the moment as it happens. You're not sitting there going, well,
what if this happens? And what if that happens? And
a lot of people that and then that are new

(07:06):
do that. They do all the what ifs and then
don't take any action. And I think this is you
did a video day the other day and I talked
about this and you wouldn't even know because I watched
this stuff. But you said something about and I'm gonna
butcher it, but I'm gonna give it a go. You're
basically saying that people worry twice for no need. You
know that video I'm talking about, and this is a

(07:29):
perfect example, Right, you could have been worrying about someone
else dying, right, instead of just worrying when it happens.
And I was like, I like that, and I've been
using it on a few coaching calls this week.

Speaker 3 (07:40):
Right, So here's the here's the right term. But you
know that when you worry, you suffer twice.

Speaker 1 (07:45):
There we go, that's suffer twice because.

Speaker 3 (07:47):
You're suffering now because you're worried about it. And then
if it happens, which it usually doesn't, but if then
you suffer another time. So quit suffering twice and happens,
we'll work through it. At that point. I love that.

Speaker 2 (08:00):
But yeah, and then the term most people worry about
something that never comes to exist, right, I mean it's just, uh,
you spend your time and energy worrying about something or
what if that's you know, most likely never gonna happen.

Speaker 1 (08:10):
So yeah, so that's good. Yeah, that's good. So go ahead, No,
what are you gonna say? I was just gonna I
was just gonna say, is anyone noticed it's just three
of us this week? Is it? We don't have a guess, No,
we wanted to give it a break.

Speaker 2 (08:31):
No, which I think is good. And it's probably gonna
be just three of well actually, no, next week we're
gonna be actually be We're gonna be in Tampa with
with a good real estate community and what we may
have somebody with us and we have a couple of people
with us. We want to figure that out and we're
gonna be in Tampa together. We got logistics to figure
out and how we're gonna do the show. But we're
still going to do it. But we may have a
couple of maybe uh, you know, guests pop in for

(08:52):
five or ten minutes and maybe circle through.

Speaker 1 (08:53):
Yeah, that'd be a good idea. Yeah, lesson, you can
get some roll rolling guests on it.

Speaker 3 (08:58):
I asked, maybe go into this one. You guys have
been hitting this one up for for a couple of years.

Speaker 1 (09:03):
It sounds it's a good one.

Speaker 3 (09:07):
Nice. Yeah, I'm really very cool. What was like the
biggest takeaway from your most recent event. I'm curious to hear,
you know, some of the some of the things that
we can learn from.

Speaker 2 (09:19):
For for me, you know, man, that's a great question.

Speaker 3 (09:28):
Or what what did some of the people that came
take away that that they told you there was a
ton of value that you provided them that you may
not have even realized it being being the don father.

Speaker 2 (09:40):
Okay, so yeah, so you know, fantastic question. First of all,
from from my perspective, not you not having an opportunity
to do these for the last almost two years. One
how much it feeds me. And and two it just
re establishes like I'm I'm in this for for legacy play.

Speaker 3 (10:00):
I don't.

Speaker 2 (10:01):
I don't do the coaching side, the education side necessarily
for money. I mean we need to we need to
charge for the commitment from the client and make sure
that they're invested. And we need to charge because I mean,
it costs money to do this. It really does timeway
for family, and it costs me. Like these events, the
facility fulfillies events cost money and so we got to
cover our costs and and but but it really it's

(10:21):
just being able to see the impact I can make
in the value I can bring. And that's what I'm
really in it for. So that's that that was for me.
For for there was there were there was several I
think takeaways that the people in the room got. One
was just you know, for somebody who's a little newer,
earlier in the game, confidence, you know, was a huge one.
You know, people undervalue confidence and you know, and and

(10:43):
that's that's a huge component to success. And then I
think ultimately at the end of the day, simplicity, you know,
the way I operate, So I do this I chart
then you know, one cello one rarely sees what's right
in front of them when I started, because most of
the time are in a room looking for answers that
are literally right in front of their face and they

(11:04):
either need me to turn their head a little bit
to see it or give them permission to act on it.
And so, you know, I talked about that, and then
you know, when I started it, and I talked about
how I how I operate. I'm always looking for path
to least resistance, and so in my operation, when I
approach systems, process, sales team, all of it is path
to least resistance. And I just went through in three
days and you know, marketing and systems and teams and

(11:27):
all of that, and kind of showed my mindset behind
like how I approached each thing. And I think that
provided a lot of AHA moments for people, because a
lot of people overcomplicate things. They make it harder than
it needs to be. So that's really good.

Speaker 3 (11:41):
I second that you know, this business is incredibly simple.

Speaker 2 (11:44):
It's simple.

Speaker 3 (11:45):
It's incredibly simple. Yeah, you know, it's not necessarily easy,
and I think the reason that it's not easy in
most people's eyes is because of the things that you
just said, they don't have the confidence you've given them.
Permission is awesome. I love that, right, you know.

Speaker 2 (12:04):
And that's what most people are looking for, really, just permission,
you know.

Speaker 1 (12:07):
And yeah, a lot a lot of you're exactly right
as you said that, Like a lot of questions I get.
Sometimes it's just saying, yeah, I just yes, do it.
That's all they need. You just need do it. Yeah.

Speaker 3 (12:21):
Should I send the offer to this guy?

Speaker 1 (12:23):
Yeah, yes you should.

Speaker 3 (12:25):
Like you want me to do it and split the
deal with you, let's go, right, Yeah, send it over
so my name on it. We got outs in these offers.

Speaker 2 (12:34):
Man, right, scary. The scariest moment for me, though, I
will tell you, is, uh, you know, I've never I've
never gone on the phone and negotiate with the seller
in front of thirty people before, and so I was
actually I was actually nervous getting on the phone for
a second. And then I got my my my momentum
and it was fine. But I actually liked doing it
after I did it, and I want to do it more,

(12:55):
get in front of big groups and get on the
phone and fen closed deals. But but that was I
would say, that was the like getting in front of
the room speaking and all that kind of stuff. I
know my stuff, It's easy, Like, but get on the
phone and you know, negotiate with a seller front of
thirty people. That was a little weird. I'm not gonna lie, Okay.

Speaker 3 (13:10):
So I'm curious to hear do you do you put
together a slide deck for these events or are you
working off of like a mind a mind map and
or so I'm just curious on the format of what
you guys are doing in terms of, you know, of
the event for the most part.

Speaker 2 (13:28):
Do you and Joel work off of mindmap?

Speaker 1 (13:30):
Right, Kevin, we do. We we we test, we we've
done everything. It depends what it is. Okay, we do not.
On the last event, we did not work from a
We did a little bit from the mind map. Because
here's the thing it's all about. I'm I like to
do it where I engage. I like to keep everyone engaged.
And the problem is with the mind map is everyone

(13:51):
just stands into space sometimes. So this event was probably
one of the best we've done because it was way
more interactive. We won't like Q and An on topics,
and again, as Don said, we we did live calls
as well, and we actually done you may have done this,
but we actually got people giving us leads to call.

Speaker 2 (14:12):
A leader.

Speaker 1 (14:12):
Yeah yeah, so and and and again. It keeps me
on my toes, right because everyone gets nervy, you know,
you get the butterflies. But I just get in the
mindset of I don't even care, like whatever, if it
goes bad, at least I'm willing to do it well
or another one.

Speaker 3 (14:27):
End of the day. We're just trying to help people,
right exactly. So it's not even like a chore. We
have a fuel belt, right, and it's got a bunch
of different options in it.

Speaker 2 (14:41):
You know what.

Speaker 3 (14:42):
We're just trying to help. So it's like they don't
want to talk, then cool, I don't have to help you.

Speaker 2 (14:49):
The biggest aha moment for me every time I do
one of these things when you say that in the
simplicity of this is the things that we take for
granted that we do every day. Like I got on
that call and and I and I got the cellar
down like fifty grand and in the whole thing, and
and I just went through what I do every single day.
The conversation that I think is no big deal, right,
Why would anybody ever want to hear this conversation. And

(15:11):
then there were a number of people in the room
that were so amazed by that call, and that blows
me away. And it's a realization that the things that
we take for granted that we do every single day,
that we think are that no one would ever care about,
are big deals to some people, and we need to
make sure that we get get it out there as
much as we possibly can. So, but I want to
share that, Yeah, slide decks, then I'm slide deck. But

(15:33):
but let me let me preface this, like it's not
like standing in front of the room and just speaking
of a slide deck. I prepare slide deck through the
chronological order that I want to do the the meeting,
and it has hitting points that I have, but it's
more so there in case we don't have conversation.

Speaker 3 (15:50):
Yeah, I need, I need to go back to something.

Speaker 2 (15:54):
But I love the interaction and I'm very if I'm
talking about something you have a question if you want
to take it into a completely different like what I
was going to talk about, you know in day three,
and you want to talk about like I'll talk about now. Yeah,
Like the interaction feeds me because I'm I know my stuff.
I can pop off and I can have a conversation
with you. I don't have to be rehearsed, so and
I actually feel better about it when it's not rehearsed.
I feel like I give them better, more genuine answers

(16:15):
and content, and so I will I'll bounce around a
slide deck depending on what the what the roup needs,
and sometimes I won't even use the slide deck.

Speaker 1 (16:24):
Yeah, yeah, we we do the same thing. So we
we do an agenda of what would what we want
to cover within top big big time slots. And obviously
normally we get behind right, it's normal and exactly the
same day. Sometimes we'll screen chat. Maybe I've got prop
stream up right and we're sharing the screen pulling the
list right. Maybe it's so it's definitely different. So I

(16:49):
don't really have a strict answer. I'm not I don't
like the slides and and and too rigid. I'm more
about feeding again off the audience because if they're interacting
and getting them in able spot. Now, obviously don had
thirty we had probably thirty seven forty. Now if you've
got hundreds of people, then that's a different event. Right,

(17:09):
because you can't. It's harder to feed off that when
you have hundreds of people in the room, So that's
when you may have to change that up. But I
think thirty forty people it's great to have that interaction
for sure.

Speaker 2 (17:24):
Yeah, we got to Ryan Smith for one of my boys, right,
and they're gonna be doing something together, so nice.

Speaker 1 (17:30):
And I want to say real quick, I'm said, hey, guys,
you popped it up. Him's a beast. I'm not hi,
I'm on. I'm gonna message him after this because I'm
gonna get him on. I'm just the dream. Oh yeah,
he lives the dream. He's just he's great.

Speaker 2 (17:45):
So one of the best human beings I know for sure.

Speaker 1 (17:51):
Yeah, I'm gonna hit him up. If he's still watching,
I'm gonna We're gonna get him on in a couple
of weeks here. So also, guys, we got a lot
of you watching. We've got some hearts and likes with
appreciate that. Give us some more. If you are getting
some value from this, ask questions, give us a like, share,
get us on. We want to get as many eyeballs
on as possible. We always say that, but it is important, right,

(18:12):
just like for you guys, share it out. We never
pitch anything, we never sell anything. We're not here to
do that. We just want to give value. We got together.
This show started from us like hanging out just chatting
every week to then turn it into a show and going, well,
let's let people listen to us chat, right, and then
we turned into bringing guests on so we could ask

(18:33):
questions that you guys want and you can ask as well.
So they're gonna ask the questions in the chat, like share,
do all that good stuff, and we'll we'll take these
topics wherever you choose.

Speaker 3 (18:48):
So are you guys struggling with anything right now? Curious?

Speaker 2 (18:52):
Ask me? Yeah?

Speaker 3 (18:53):
You too?

Speaker 1 (18:54):
I had well, I was just gonna say mine was
last week, but we got over it. We got the
lake house closed with all that bank nonsense. So I'm like,
I feel good. People a couple of people. So game
on my team is like you're all right, like you're
not talking. I'm stressed.

Speaker 3 (19:07):
Ou.

Speaker 1 (19:07):
I'm trying this house.

Speaker 3 (19:11):
Now, are you huh? Are you there now?

Speaker 1 (19:14):
Yeah? Yeah, I'm still in Michigan.

Speaker 3 (19:15):
Oh nice.

Speaker 1 (19:16):
Yeah, I'm in the r V right now. But the
house crystals in there. I was just tying don before
you jumped on. She's like, we have a dumpster arrive,
so she's just going to town.

Speaker 3 (19:30):
Yeah it's good. That's good. Most women throw anything out,
so that's good. Man.

Speaker 2 (19:35):
Yeah, Hi hi, him said basically, thanks for the love here,
so much appreciated man. And then he had a question
for us here. So, uh, the meetings you do, are
they more mastermind format or sharing information? Other words, the
attendees come for the connection relationships with like with like

(19:57):
or more here you speak and share experience. I have
can't read off of your computers. So so for for me,
this meeting was was not It was it was still
making sure that we we taught the room. We gave
them information and experience. There was collaboration with the dinner
in the evening to build relationships, and they had them

(20:19):
to my house at dinner one night and that was
really cool to see every to come back and have
a good time. So and they networked and build relationships there,
and of course there's networking conversation, but it's not traditional
Mastermind style where they're getting up and and sharing in
front of a room like they would in a Mastermind
like hot seats and stuff like that. So it's kind
of like a I guess a hybrid of you know.

Speaker 3 (20:40):
So you do master you have a Mastermind as well.
I'm in it.

Speaker 2 (20:44):
I have a Mastermind, and then.

Speaker 3 (20:45):
This is different. So that's actually a really good question him,
So how do you differentiate the two?

Speaker 2 (20:54):
Okay, that's that's so, how I would differentiate I know
the answer.

Speaker 3 (20:57):
I think I do, at least, I'm just asking, well,
how would you so these So these events are one
and done, I'd assume, right, we're not creating a group
online or a slack channel or giving people you know,
a bunch of additional stuff that's gonna that's gonna you know,
require you to interact essentially, Right, the Mastermind is a

(21:19):
group that everybody contributes to and takes from meets quarterly
and uh, you know, it's a community. Everyone's learning as well,
whereas these are probably more hyper focused, like a marketing intensive, right,
you know, and in my case, a burd method intensive,
you know, a whole saliling intensive, you know, and operations intensive,

(21:40):
whatever that may be. So I'm assuming that that's that's
that's right.

Speaker 2 (21:43):
No, it's exactly right. These are these are these are
one off events. You can come and be one and
done a Masterminds of community. It's it's you know, you're
looking at something that you're going to be meeting with
people on a regular basis, developing relationships, developing trust, doing
business together, learning from each other. You know, when do
these one off events, you know, we're usually the experts
in front of the room, and when we do the Masterminds,

(22:06):
while we're still the one of the experts in the room,
there are many experts in the room and it's a collaboration.
So that's that's really the big difference. And you know, ultimately,
at the end of the day, mastermind becomes family. You know,
we're all Masterminds together. That's how we became friends. That's
why we get to hang out with each other regular basis.
We wouldn't be doing this if we were weren't in
mastermind communities together, you know, because we've had the late

(22:29):
night conversations sitting by you know, sitting by a fire
or you know, by a beach and tuloom and having
a beer and you know, and and you know, developing
the trust huh hey, hey, yeah, And that's that's really
where you know, now we're doing this together, we're gonna
be doing other things. And that's really where what a
mastermind does for you is. And that's what I think
people for they like, what's the mastermind? And what am

(22:52):
I gonna get out of it? You get you don't
just get a phone number. You get a family.

Speaker 3 (22:56):
Yeah, you get a family. That's so true.

Speaker 1 (22:58):
So that's really good. You're exactly right. And and sometimes
even me, you know, I take it for granted, like
some you know, you get busy and you're not on
all the calls, and you know you want to be
on the zooms and you're not. But at the end
of the day, like you're building relationships when we do
these in person events or on zoom, when you can
call and get some help right on something, whether it

(23:19):
be personal, whether it be like hey what do you
do here? Like you know, hey, this has never happened before,
or hey I'm struggling with I'm struggling with this and
someone else has already lived it or gone through it,
and they're the things of the relationships. Again, that your
network is super powerful and I think it's huge. You

(23:40):
know again, I probably I don't say this every episode.
I do a lot of calls and stuff, but ARII network,
I wanted that because it's because that's what it's about.
It's about networking. And you know, if I've got a
burm method, here's that this is it, Right, Dave's the
burg guy. Right, I'm not, and I don't claim to be.
Obviously I understand how it's done the basics of it.
But if I want to a Burgh I'm not gonna

(24:01):
be like watching training. I'm gonna call Dave saying, hey,
we you help me with this, Like I got this question,
like what's the best way to process? And they'll be like, oh, yeah,
do this all the time, go and do X, y
Z boom, I implement and I gap moving on. He's
just saved me time, money, all of these things by
helping me out. And then that goes both ways. So yeah,
networking is powerful.

Speaker 3 (24:21):
It's you know, it's it's really wild because everybody in
a Mastermind has such unique talents. And when I first
started masterminding, probably four years ago, i'd imagine maybe five,
there was guys that you know, had big brokerages doing five, six,

(24:44):
seven hundred you know, transactions a year, and you know,
I was interested in their businesses because we have a
small brokerage and just kind of wanting to learn more
about how to grow it. But in exchange, they're coming
to me asking how do we wholesale? And I'm like,
you do six hundred transactions here? What do you mean?
How do you both sale? And it's just like the
exchange of information that you that that I have collected

(25:07):
as well as given in in my mastermind families is
just it's phenomenal. I love it.

Speaker 2 (25:13):
Yeah, I mean, just just just just hit on it
one more time. You have you have two people that
you know that are killing it, yelled that dog man. Yeah,
two people that you know are killed it. And you
know what, you got this guy over here that's like
you you know him, and you know he's a good guy,
but you don't know him. And then you got this
guy over here that you've like, man, you've broke bread.

(25:35):
You know, maybe you've talked about family, You've you've seen
them kind of grow, you've seen the kind of struggle.
But you know them, and and and both of them
are equal. And you can give a recommendation to do
business to both, say in the same market, or you
know who are you going to recommend the one you
really know? Right? And so like him is a perfect example,
him and I a mastermind together known you know him

(25:55):
and I met uh on on Facebook where he was wholesale,
I was rehabbing, and we actually kind of fought on
Facebook and I had the podcast and I was like, Okay,
let's do a wholesale against flip or podcast. And we
did the podcast and we became friends. And then now
we're in a master my community together. That relationship, you know,
something we had something come up, or he recommended somebody
to the group I'm in to basically do some marketing stuff.

(26:20):
And when I reached out to the individual and started
the conversation individual, he said that, you know, I came
very highly recommended from him, and therefore he was going
to talk to me. And it was you know, I'm somebody.
I'm somebody that I'm not going to put my name
on people if I don't know, they're going to fall through, right,
you know. And that comes from the community. So again,
when you talk about your network as your net worth,
is your network or rolodex or is your network or relationship,

(26:42):
because that's going to make a huge difference.

Speaker 3 (26:45):
That's massive, that's massive. I love it all. Right, Let's
take a couple of questions here. So we got Thomas
Cole says, please give me a kick ass list to
get me going. Thanks amigos, So Thomas. When it comes
to lists, my favorite list is is the driving for
dollars lists list you create and there's lots of different
resources to drive for dollars. And then another question that

(27:11):
we'll kind of simultaneously answer here is what is the
text flips cost the bottom of the screen. So what
that is is if you text flip so here, we'll
put that up for a second. If you text flip
to that phone number, you will join into the tips

(27:34):
and tricks hotline that we have and we send out
tips and tricks every couple of days to help you
guys grow your real estate investing businesses. We also give
you resources by doing so, so we'll send you a
link to our website. So this is the actual website here, guys.
It's Coffee with Closers Live dot com and that website.

(27:55):
It is awesome because it has some resources. It's got
our Facebook group, it's got a wholesale track that you
guys can use, and not even necessarily wholesale, just a
contract to go purchase property as an assignment agreement, joint
venture agreement, a lead sheet, and then there's also different
different free trials that were that we give you guys

(28:16):
because we partnered with a lot of the marketing companies,
so like batch Leads or Batch Driven already have black
book and then of course the Mastermind, right, so check
those out. But circling back to your question about the
kick ass lists, right, So driving for dollars is one
of my favorite ways to build a list because it's

(28:37):
a unique list. It's a list that you and you
only have. Also, what are we looking for when we're
in real estate investing? Right as investors, specifically wholesalers, but
as investors, you know we're looking for deals? Back that out,
how do you find a deal? Will you find a
distressed property owner or you find a distressed property and

(28:58):
sometimes it's both. Right, So when we go pull a
list online, we have no idea necessarily about the property,
just a list, just a name and an address on
a spreadsheet. But when we go when we drive for dollars,
we create a list that there is known to stress
on those properties. So it's going to be a higher
level of a lead. Now, if you're going to go

(29:20):
poll leads, we pull tons of leads, and these other
two guys probably pull more than I do, even right,
but I can tell you from about seven hundred purchases
of experience, seventy percent of the time the property is
vacant when we buy it. That's it. That's the secret.

(29:41):
So vacant houses, absentee owned houses start there every time,
every single time. That's what I that's my advice. What
do you guys think?

Speaker 1 (29:52):
I mean, I agree, I think the best list out there,
organic list is a drive for dollars. I mean that
that can't be beaten. You know, if you can't, if
you're virtual, you don't want to do virtual drumons dollars
blah blah blah, and you're gonna pull a list. Mine's
absentee is my number one list, which wraps into vacants.
I like an absentee. The reason being is I feel

(30:14):
like there is less friction there. Right, it's a second home,
the more likely to wanting to sell it potentially, and
all of them reasons. And we create criteria around the absentee.
You know, I normally do. I used to do tem
plus years of ownership. I probably now with the market
changing and going crazy, I normally do seven plus years

(30:37):
and make sure I have some equity in there. Depending
on the market, I might put a threshold on the
cost of the home, depending on which market it is,
and then I go after single family, you know, do plex, triplex, quads, monties.
That's kind of one of my favorite lists that I
like to do.

Speaker 3 (30:57):
Yeah, So, regardless of the list that you pour, there's
a couple pieces of criteria that we typically add every
single time, and the first one is off market. Always
when I'm pulling my list, I pull off market. Now
we may pull sometimes expireds, but those are also off
market typically, right, So why would I want to go
off market? Well, I don't want to go up against

(31:19):
the realtor that just convince the homeowner that it's worth
twenty or thirty percent more than I'm willing to pay for.
It's an uphill battle, right, So we always take those off. Next,
what we'll do is we will make sure that they
have at least twenty five to thirty percent equity, because
it's going to be a lot more challenging for somebody

(31:40):
to sell you a property that they're going to have
to bring that kind of money to the table than
if there's no friction there, and they have equity, and
they're willing to sell it at a discount. They don't have
to bring anything to the table, right, So those two
things are typically always going to be added. The third
thing that will add sometimes more times than none, is
is a minimum square foot. I just don't like buying shacks.

(32:03):
I've spent a lot of time over the years buying
fixing trying to rent a shack. And what I mean
by that is, you know, a five hundred square foot
house or a six hundred square foot house a kitchen,
and a five hundred square foot house is almost the
same cost as in a twelve hundred square foot house.

Speaker 2 (32:20):
It's still costs with a kitchen cost costs.

Speaker 3 (32:23):
So if you're going to in an HVAC, you know,
you may save one hundred and fifty bucks on a
small house HVAC versus a big house HVAC. You're still
looking at thirty five hundred dollars typically right, four thousand,
you know, maybe more, which just depends. But if you
can only rent a little tiny shack for five or
six hundred, and you're having the same amount of cost
as if you could rent a house for eleven hundred

(32:44):
or fourteen hundred or sixteen hundred. It just doesn't make sense.
So off market minimum of twenty five to thirty percent equity.
In some cases we'll go to fifty percent. Gotta have equity, guys,
got to have equity. And then last, but not least,
is just take anything off it's less than seven fifty
or eight hundred square foot. That's how.

Speaker 2 (33:04):
We could we could layer this conversation. I'm actually I
just finish last night. I have not taken a day
off in the last two weeks, but I literally just
finished the last video on a direct mail course that
I'm going to be launching. I sent out two million
post cards to twenty eighteen in twenty nineteen. I know
direct mail like the back of my hand. I don't
go into the high level stuff in the course. I

(33:26):
go into more of strategy, thought process, what lists to
pull high hanging fruitless and the hanging fruit list. Kavin,
you said that you like non unoccupied because there's less friction.
That's a low hanging fruitless You're going to have greater
chance of getting to the contract faster, whereas owner occupies
a high hanging fruit list. If you're going to do
direct mail in any kind of capacity for success long term,
you needconsistency. So you have to stagger those lists in

(33:48):
your mailings to have the consistency. But that's a high
level conversation.

Speaker 1 (33:53):
But it is I want to say say one thing
as well. I mean, that's my number one list, but
not priorial list occupies good as well, because a lot
of properties have not been updated, especially with COVID that
are absentee owned. It's just not been updated in the
county records yet, so you're actually pulling lists that no

(34:13):
one else is mailing or marketing to that are absentee,
so they're really good as well. And one other thing
I want to say on that, just to say what
Dave was saying, you have to realize I pull. I'm
in multiple markets, but I pull for clients in markets
as well, And depending on where the data is coming from,

(34:36):
sometimes you can't narrow down. Certain things like square footage,
for instance, may not be tracked in certain markets, so
your list could go to zero if it's not being tracked,
especially like the Non Disclosure States right PROPS BEREAM for instance,
we could pull in Kansas City, but it doesn't track
equity so your length of residents in theory, yes, they

(34:58):
could have pulled a second mortgage or something, but your
length of residents will normally gauge the equity to some degree.

Speaker 3 (35:04):
Right, So equity is it the county doesn't report.

Speaker 1 (35:09):
It, right, yeah, normally from that that the way that
the way that it's pulled, Like beds and baths in
some markets, you can't say give me two plus beds
because it could change the thing to zero or it
will go kind of weird because it doesn't track it.
So the counties are tracking information.

Speaker 3 (35:29):
Yeah, I get that absolutely. Yeah. All in all, though,
you know, pulling lists prop streams are great resource. Batch
leads I just dropped a link down below, guys, is
actually really awesome now too. They've been spending tons and
tons of resources to make it to where you can
pull camps and motivated seller lists over there as well.

(35:49):
We love using batch leads. Highly check that out, guys,
I highly recommend check that out. Oh, go ahead, So
we have this one.

Speaker 2 (35:56):
Yeah, a thousand dollars a month. You know what to
do for the budget? Yellow letters, direct mail, skip tracy
and cold calls D for D my my advice not
knowing their entire situation, and what they're burn is you
got to have a runway for marketing. So if you
have one thousand dollars a month, my first question is
how many months can you sustain that? So you know,

(36:16):
otherwise my strategy is going to be a little different.
But assuming you could sustain it for about five or
six months, because you're gonna need about ninety to one
hundred and twenty days before you start to see momentum
in most marketing, then that's we start to break that down.
I would I would say that cold calling is probably
going to be your best bet for that budget right
out of the gate because data is super, super inexpensive.
You can actually probably hire a decent cold caller for that,

(36:38):
and I have to do it yourself. If you're bound
and a termined to direct mail, then I would do
I would niche it down and either do niche lists
like code violations or water shutoffs or a distress list
of some type, or I would pick a few zip
codes and just hit those zip codes that are like
high demand zip codes for buyers. But ultimately, I think
cold calling is gonna be the best way to go.

(36:59):
I don't know if anybody has different opinion, but.

Speaker 3 (37:01):
Great, Yeah, I agree. I think you're gonna get the
highest bang for your buck by cold calling. You're spending
the majority of your cost on the data. And the
cool part is is you can once you get the data,
you can cold call and or cold text the data. Right,
So we love those messages. Matt says, what's your least
favorite list? I would say probate or divorce because the

(37:22):
negotiation would be odd for me and Matt that's a
great question. Why why would that negotiation be odd? Right? So,
whenever I'm buying a property from a probate case like
the one I talk to you guys about on the
beginning of this call, or a divorce case, I'm not

(37:45):
leading that the fact that I know it's probate or divorce.
I'm not typically asking how the divorce is going, right,
I'm not typically, you know, asking why the seller of
an inherited property doesn't move into it. I know that
they don't want to because they don't live there already. Right,
So it's so different than any other situation. Now, it

(38:08):
may get weird sometimes or add if they make it
add but most of the time people are looking for
a solution and that's what we're provided for helping, right, Yeah,
And I think a lot of people feel this way
about both probating and divorce, and it prevents people from
marketing to them.

Speaker 1 (38:29):
I think you nailed it, though, David. It's the leading
go ahead, So I was just going to say it's
the leading, right, that's what it gets. I mean, you
just nailed it. It's just like for closure. You don't
call and go, hey, I'm just seen you on the
foreclosure list. I mean, you're just going to frustrate and
kiss everyone off, right, You've got eye lead in just
like it's a normal deal. We're trying to buy a

(38:51):
house in the area, blah blah blah. And then then
you already know what list it is for me personally,
so we just go down and start to talk about that.
And obviously I have the heads up on it, but
I just treat every cell of the same and then
find out what's going on and let them open up
about it, and then we'll go in pay respects as
long as your paying respects on probate right in my opinion,

(39:13):
for you know, and it could be pre probate or
different things. But that's just I just wanted to add that.
So I think you're exactly right.

Speaker 2 (39:20):
I do have a least favorite list. I do. It's
the one that doesn't produce.

Speaker 3 (39:26):
Yes, that's such.

Speaker 5 (39:29):
Are you track your data, wisdom, You track your data
and you look at the one you know it's it's
the one that either doesn't produce or the one that
the production isn't worth the brain damage, right, And that's
the list you exclude from whatever you're mailing.

Speaker 1 (39:44):
So yeah, and with cold calling, I think with direct
mail you can have like niche lists right where you
stack them and do that. But with cold calling and texting,
you need data. So most of the time you need everybody.
You need bodies, You need people breathe in, and you
need to be contacting them. And that's the way I
look at it. And especially in the smaller markets, you

(40:06):
don't have a choice. It's only on the direct mail
where you can start pairing lists up and start narrowing
things down because you want to watch your budget. But
in cold calling and texting, you want everybody they're breathing.
Let's talk.

Speaker 2 (40:19):
Yeah, cold cold calling is that probably in texting is
one of the least expensive ways to deploy aggressive marketing,
but direct mail is still something that I really, I
really am passionate about.

Speaker 1 (40:34):
So yeah, I love it. Yeah, one thousand books though,
we agree though a thousand books just ain't going to
scratch it.

Speaker 2 (40:41):
Yeah, yeah, D for d pull pull, pull a list
whatever you need to do and then cold call it.

Speaker 3 (40:48):
Yeah, yeah, agreed. What area at the courthouse do you
get the code violations in the water in the water
shut offs?

Speaker 2 (40:57):
Except yeah, those are usually going to be through code
enforcement and like code violations and code enforcement and and
they'll depends on who you talk to. You they're always
going to tell you that those lists don't exist. You're
you're going to have to do the work. And I
don't know your city to tell you, you know how you
need to approach it, but you're you're you may have
to do a Freedom Information Act request a FOYA. You

(41:17):
may have to develop a relationship with the code enforcement,
offer the officer that you're like legit and they can
actually send you information there. You're you're you're gonna be
told no on the first conversation. Same thing with tax default.
You're going to walk in, they're going to say, oh,
we don't have it, and then you push more and
you'll find out that they do. So look, if this
was easy in the sense of you could just walk

(41:38):
in there and grab it and it was over the counter,
everybody doing it, So you got to you got to
figure out in your area who you need to talk
to to get it done. But these are the lists
that there's pain points and not everybody has it.

Speaker 1 (41:48):
The heart of the list, the bet of the list,
the heart of the list is to get the better
the list is.

Speaker 3 (41:54):
That's a great point. So so water shut offs are
typically going to be from your water company. The water
company may be consolidated in with another, you know, another
utility type of.

Speaker 2 (42:05):
Company ours the city, it would be a third party
company exactly.

Speaker 3 (42:10):
You just got to just figure out, you know where
those are coming from. Submit a Freedom of information act.
You know it's it's not going to be easy. Sometimes
they're just gonna straight up tell you no. Even with
all that information, they may not have the resources. You
got to think they may not have the staff to
process that type of stuff too. So be patient code violation.

(42:32):
Same thing you're you're typically dealing with a city or
you know, some sort of government organization, and you know
they're they don't typically move quick. So my advice would be,
you know, get patient, start trying, or do like I
do because I'm super lazy, and just find somebody who
markets the ability to get those code violation of those

(42:54):
water shut offs in your area, and then just hire
them to go do it. And if they don't get it,
no money is costing, right, you only pay for the
leads that they're going to be able to provide. Love
that all right? You got another one here? What are
your guys must have software and tools in this business?
Love it? That's that's just a great question. So I'm
in the process right now trying to minimize trying to

(43:17):
get rid of software. Is I have way too many,
way too many. But the must haves for the new guys,
right would be a CRM. And there's a bunch of
good CRMs out there. We got already, simply, you've got
already Black Book, we got Podio. There's a bunch of them, right,
But you only need one of those, So pick a

(43:38):
CRM that works for you, and then behind that, all
you really need is a phone. And if you don't
want to pay for a phone system, you can use
your cell phone. I did out the gate for the
first six or eight months work just fine. The only
reason I don't do it today is because I have
a team and I want to be able to route
calls and you know, do a little bit more high
level stuff. And then, last, but not least, is a

(44:01):
comping tool. That's it. So if you are an agent
or a broker and you own a cell phone, if
you only need one piece of software, that's it, just one,
and that is a CRM right now, if you want
to elevate and make your business run more efficiently and
or just at a higher scale, there's other softwares that
you can bring in to help make more cold calls

(44:24):
or send more cold text messages. But you don't need
those softwares to do that from your cell phone out
the gate, right, And there's a bunch of other softwares
that we can all have and use that are going
to again make our business more efficient and you know,
provide more more tools for us to make educated decisions.

(44:44):
But at the end of the day, more software isn't
isn't typically the solution. Gavin talked about this kind of
the last week and even before that, but you know
a lot of times, you know, people get get stuck
in the weeds, they're like, oh, I need to automate this,
and when somebody calls, I want to send them a
text and anyone they need to do this, and they
need to do that, and they spend a lot of

(45:06):
time building out systems, and guess what they're not doing.
They're not looking at houses, they're not making offers to people,
they're not fouling up. So you know, focus on working
in the business until you can bring in an assistant
or a virtual assistant, or a team member or a
partner to help you, so you're not dropping all over

(45:27):
there before you start working on the business. That's my
two cents.

Speaker 1 (45:31):
No, you're exactly right, And I think it depends on
you know, the person one of the person asking it.
Also is everyone's watching us, going, well, what type of
person am I? And if you're not a techi person whatsoever?
And you like, you know, you struggle to like operate
emails and turn on computers and things like that, but
we do our listeners, then just get rid of the CRM,

(45:53):
get some folders, some lead sheets, and do it the
old way. And as Dave said, you make money and
then guess what you do? You hire that position out.
You then got a CRM. You say, here's all the files,
get it. I want you to manage a CRM and
give me my task for the day, and you go
that route. So but yeah, Dave's I mean, spot on
with what he was saying. But I just say it

(46:14):
depends on the individual, and you have to play to
your strengths. And one thing you can't avoid is you
have to be making offers. Okay, if you're going to
make money, that's for sure.

Speaker 2 (46:24):
Yeah.

Speaker 3 (46:24):
Absolutely.

Speaker 2 (46:25):
I didn't even have a CRM until like twenty fifteen.
To be honest with everybody, I didn't really know what
a CRM was, and to this day, because the CRM
was implemented in my business after I had removed myself
from certain roles, I still don't really know how to
use it. I'm not gonna lie so so you don't

(46:46):
ever have to know how to use CERM. Depends where
you're at your business. I will tell you though, it
is the greatest asset to my organization because our follow
up game is what makes us the most money. So
you have to have it at some point of that.

Speaker 3 (47:01):
Don great, this is awesome. So you said earlier, you
said something about a new marketing method getting traction right,
and you said ninety to one hundred and twenty days,
I agree on So that's three to five months, I believe,
if my math is correct. And the reason that you
know it starts to get traction is you're gonna stumble

(47:23):
across motivated sellers if you do enough marketing right. Just
it's easy, right, But the majority of the motivated sellers
that we work with, we don't stumble across some day one.
We market to them, we get them into the system,
and then we follow up with them and we nurture them, right.
And I was looking at some deals that we had
just closed the other day, just trying to get that

(47:43):
was a small sample set, maybe ten ten deals that
we had closed in the last you know, sixty days essentially,
And I'm looking through these the other day, and the
amount of touches that my team had on them was
a minimum of fifteen. Yeah, it wasn't It wasn't three,
wasn't five, it wasn't eight, it was fifteen. So that's

(48:05):
also how you're gonna help your marketing gain traction. You're
gonna stumble across motivated people, guys.

Speaker 2 (48:11):
It's inevitable, right, That's what I always refer to as
stacking your marketing for momentum. When I say stack in
your marketing for momentum, I don't mean different marketing channels.
I mean, like, you know, your first effort, whether it's
co colon or direct no say direct no. Your first
list goes out and you get some calls, and maybe
you get a deal or not, but you some people
are interested but they're not ready yet. You start talking
to me, send the next list out, and then you

(48:32):
get some calls and you know, you start talking to
them and doing follow up. In the first list pops
and maybe list two, pops one unless you have a
list three, and you start stacking this momentum and you
start building this consistency and consistence only built. Consistence is
only built from stacking the momentum. And that is a
combination of being consistent in your marketing and consistent in
your follow up. And that's the only way you're gonna

(48:53):
have consistent lead flow ever otherwise you're gonna be like this.
You can't see me like this constantly, and the rollco
rides insane. So yeah, I have to have follow up.
You have to stay in and when we say ninety
to one, hundred twenty days. I'll make sure nobod takes
us the wrong way to get momentum in a marketing channel.
That doesn't mean send a direct mail campaign or or

(49:14):
do a bunch of coke calls in month one and
not do anything for the next three months because you're
waiting for momentum to happen. That means continue to be
consistent over that period of time and you'll start to
see the attraction one hundred percent.

Speaker 1 (49:25):
Yeah, when I started cod calling, I think twenty sixteen,
and let's say the first hundred leads that we came
in that came in, it took us five weeks to
get the first contract. We made seven and a half
thousand dollars on right, and that was obviously a return
on investment. But if I would have and you shouldn't
do this, but if them a hundred leads that came in,
let's just say over six weeks, if I would have

(49:47):
stopped that marketing. When I tracked it over five months
from follow up from them one hundred leads, we did
one hundred and five thousand dollars. Okay, So just to
put that introspective, seven and a half thousand dollars just
get the first contract in five weeks. It took us
eight weeks to actually close the first deal. If we
stop marketing and we just followed up and followed up

(50:08):
over five months, we did one hundred and five thousand
from them marketing efforts. And that's what this business is
all about. Okay, on the follow up, and we all
share that doesn't matter. What strategy doesn't matter. If I'm virtual,
Don's flipping doesn't matter, if day with the BURR. When
it comes down to marketing and follow up, we all
have the same thing. We're just using different exit strategies.

(50:30):
That's the only difference.

Speaker 2 (50:32):
Yeah, I love that, Love that right there. I mean
you said it hundred and eight thousand dollars over that
period of time, But that doesn't that was from that
first That first batch comes from first batch, second batch,
third batch. So pretty soon you're building a business.

Speaker 1 (50:48):
The older my the way I think, the older the lead,
the better the lead, right, I need leads every day.
But the longer they've been in the cr CRM and
the more we've followed up, the better they are. They're
like gold. If I lost my CRM, like all of us,
it'd just be like tragic.

Speaker 3 (51:05):
Out marketing completely today. I mean, I wouldn't be surprised
if over the next three to five years we could
close one hundred property deals. Yeah, I got a thousand
leads in my system.

Speaker 1 (51:16):
There's a million dollars sitting in that right now for.

Speaker 3 (51:19):
All of us number right. Really it's crazy, it really
is wild. But Catherine says, just getting started. Make offers,
make offers, make offers, follow up love it. Why wasn't
your offer accepted? So you can refine that in the
next one. So follow up. That's a great point. Follow
up with them, you know, before the appointment, follow up

(51:41):
with them after the appointment. Follow up with them so
you could make an offer, follow up with them on
the offer, and as Catherine says, you know, why wasn't
that offer accepted? Learn from them, you know, so you
can refine and learn and get better on the next one. Guys.
And that's really what it comes down to. You know.
One of the things that I've really learned, and you know,
being in this business full time for about seven years,

(52:04):
is the first half of that seven years I was
following up with the intentions of trying to make people motivated,
and it was it was not really it wasn't really
the right way to do it right. Instead, now what
we do when we follow up, we can't force people
to be to be to be motivated. I think that's

(52:24):
the lesson. You can't force people to be motivated. But
what you can do is you can make friends with
people and whenever they do be you know, become motivated
for whatever reason, you can be there to help them.
So what we really essentially had done over the last
you know, half the last three and a half years,

(52:45):
is when we're doing our follow ups and they're not
ready to sell, we're not discouraged, you know. Instead we're
just like, okay, cool, you know, I just wanted to
make sure that you remember that we are buying in
this neighborhood and you know when you're ready, if and when,
we love to work with you, right. And that's the
difference I think that we've had over the years is
that you can't force people to be motivated. You can't.

Speaker 1 (53:08):
Yeah we, yeah we. I think it's very simple. Right
with follow up, all you're doing has anything changed since
the last time we spoke. That's all you're trying to get.

Speaker 3 (53:18):
That's all that's it.

Speaker 1 (53:20):
And time is everything. So don might have been like,
oh I want three hundred thousand, this is a hot market,
blah blah blah blah blah, and then guess what, In
thirty days, Don hasn't sold his house. Now he's done
as confident as he was on the first time, or
is done more like I can't believe it's not sold.
I thought it were sold. So he's now softening, right,
And that's all it is. It's just really just being

(53:41):
there the whole journey until that motivation changes, and they'll
change on your own as done. As Dave just said,
You're not going to get on and get some super
selsy like going on and turn and motivated. No, you're
there just basically just seeing him. Anything changes and you're
in the pocket ready to go when it does.

Speaker 3 (53:59):
And things change, they do, they change very rapidly, and
they change for different reasons for different people. You know,
So earlier you had you know, somebody I think it
was Matt maybe had mentioned you know, probate and divorce. Right,
These aren't things that I ever wish on people or
hope that happen, but they do, and they're problems, and

(54:23):
a lot of times people need help, they need solutions
to get rid of these properties. Right, And it doesn't
always have to be bad stuff like that, right. It
could be is that somebody has a property that they've
been written out for for thirty years and it's paid
for itself three times over, and they're just tired of
being a landlord.

Speaker 1 (54:39):
Yeah.

Speaker 2 (54:40):
Yeah, I mean it's.

Speaker 3 (54:41):
Like, hey, I don't even it's not even I don't
care about full retail. It needs twenty grand worth of work,
but it is rented. You know, cut me a deal
and you get a discount on right.

Speaker 2 (54:50):
So yeah, I mean it's there's just so many reasons.
You know. I mentioned here a few times that you know,
we bought stuff at the beginning of the year just
because the comps are changing right now. The seller wanted
exactly what they wanted. It didn't change. But suddenly we
the market shifted and we were like, okay, well thatut
now it's a deal. It was that simple, you know,
whereas before it just was that we couldn't make it

(55:11):
work and they weren't going to budget, and now it changed.
So uh, We've had situations where the seller wanted a
number because they were going to do the work themselves,
so they didn't get it and then you know, six
months that it just they realized that they don't want
to do the work themselves. It's not worth the brain damage,
and they're willing to cut a deal just to be
done with it. So so we've had people call us
up and cuss us out and call us all kinds
of wonderful, fool out of words that I'm so grateful

(55:33):
for and tell us never to never to email or
call them or or directmail them again or whatever it
was the channel we used. And uh, and then six
months later sell us their house.

Speaker 1 (55:43):
Yep, hundred per we had one. She said, Uh, she said,
I will never sell to an investor, never, right, never,
and then never And then guess well, I think it
was a year and off later, Hey, we are buying it.
And I really wanted to say, you know, want to
quote something a year and a half ago. Obviously I wouldn't,
but you know, you just you just you're exactly right.

(56:06):
Everyone in the moment. Things are happening in people's lives,
and normally, if they're motivated, something stressful is happening. They're
not kicking it, making a ton of money, relaxed, just
living life right, something stressful beyond you and your feelings.
You just have to get over it, you know, and
just say, yeah, they're just having a bad day. We'll
catch up again, you know, and take that mindset to it. Yeah,

(56:29):
so that's good, good, good stuff.

Speaker 2 (56:31):
Yeah. Boys, we're in an hour and once we are right,
we've hit it.

Speaker 1 (56:39):
We did well. Hey, good senior. All appreciate everyone watching. Guys.
Remember make sure you like and subscribe if you've not
already done. So we're going to be live from Tampa
next week. We don't know how it's going to go.
And maybe we're all on one screen, maybe we're sitting
next to each other on laptops. Maybe we're going to
do a roll in and grabbing people at this event
to give some you know, golden nuggets. So stay tuned,

(57:02):
make sure you join us for that. And yeah, guys,
have a great rest of your week.

Speaker 3 (57:08):
Awesome, sign it off, guys, thanks for watching.