October 12, 2025 • 30 mins
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
SPEAKER_00 (00:07):
Hey, so do me do me a favor.
Okay.
Um, I wanna clean up your yourintro.
Okay.
Um before you got into coldcalling.
Oh yes.
Yeah, you still you still havecold call breath.
Okay.
So when you call, like I'm gonnagive you this lead right here.
(00:31):
Cindy's the seller.
Okay.
Okay.
Hey, is Cindy there?
This is Cindy.
Hey Cindy.
Um, looks like you filled out aform on my website about selling
your property there in Sumter.
Are you still looking to sellthat property?
Yes, awesome.
How much are you looking to getfor it?
You're very much like, um, hey,I'm calling to confirm that you
(00:55):
wanted to do this.
It it doesn't, it's just subtlelittle differences, right?
Difference there is is like one,you reached out to me.
You're the way you're saying itis, is like, hey, I received
some information that you'relooking to sell this property,
and I'm calling to confirm that.
It just comes across as like thethe potential spam that I get on
(01:17):
my phone all day, every day.
So I don't I don't wantprofessional Ken.
I want I want Ken that hangs outwith his friends on the weekend,
right?
Are you you watch sports?
Yes, yes.
All right, talk to them likeyou're watching a an NFL game,
all right?
Like relax.
I want to hear the the the realKen.
(01:38):
I got you.
Professional Ken.
All right.
unknown (01:42):
Hello.
SPEAKER_01 (01:43):
Hey, is Daniel there?
SPEAKER_02 (01:45):
Hello, Dan.
SPEAKER_01 (01:46):
Hey Dan, this is Ken giving you a call.
You actually um submitted a formon my website saying you were
looking to sell a property overon McKinley Street.
Are you still looking to sellthat property?
Yes, that is correct.
Nice, nice.
I'm glad I was able to get ahold of you.
How much are you looking to getfor that property?
unknown (02:02):
95.
SPEAKER_01 (02:03):
95?
Okay.
And can you tell me a little bitabout what you have going on
there?
What's got you looking to sell?
SPEAKER_02 (02:10):
I'm looking to sell up this little house and move to
an apartment to lower my costs.
unknown (02:16):
That's why I said it's a financial decision, not you
know, there's like laid on inthe basement or something like
that.
So I've got some.
Um, you know, I'm not looking atthe sell in the next week or two
or month or two.
SPEAKER_02 (02:29):
But I'm just you know, looking at my options,
like you guys' ads all the timeon TV and on YouTube and shit.
So it's like you know, justdepends on if you actually want
to buy the house and pay a fairprice.
I could go through you guys ifyou're gonna say it's worth
35,000, then you know it's notworth pursuing.
SPEAKER_01 (02:50):
Understood.
Um, how'd you get to that uhprice of 95?
I'm just curious.
SPEAKER_00 (02:55):
All right, so a couple of things.
One intro, much better.
Okay.
Questions, really good.
My comments probably steered youin the wrong direction there at
the end.
I would have liked liked to haveseen you tighten that up a
little bit.
I felt like that was rushed.
Um the way I would have liked tohave heard you like break that
(03:19):
down for him was I'm thinkingthat if we were to come in and
do everything that you just saidneeds to be done, replace those
kitchen cabinets, fix like thefunky layout and whatnot, max we
could probably get for theproperty would be 145,000.
(03:40):
It just doesn't really pencilout.
Um, we would probably need to besomewhere between um 60 to
70,000 and kind of let him thenrespond because we don't know
that that doesn't work, it'sjust a very strong assumption.
But we just want to explain tohim like where most investors
(04:02):
are gonna be coming in, and thenafter he says, Yeah, that's not
gonna work, say, all right, soif that's the case, that's where
most investors are gonna becoming in.
If you want to get closer towhere you probably need this,
you would need to list it withthe real and then kind of
release them that way.
SPEAKER_01 (04:18):
Understood.
SPEAKER_00 (04:20):
So so all right.
Um, let's go to one of myhighest volume states, Ohio.
SPEAKER_01 (04:33):
Yes, is is this Melanie?
Yeah, hey Melody, my name isKen.
I'm actually following upregarding a uh a message that
you sent into my website sayingthat you were looking to sell a
property over on Sproul Street.
Are you still looking to sellthat property?
SPEAKER_04 (04:49):
Yeah, I am, but I've already been to get with a real
estate agent, so I don't knowhow that would work.
SPEAKER_01 (04:54):
Since you've listed it with an agent?
Okay.
Um, and about about how long hasit been on the market while I
pull it up here on my side?
SPEAKER_04 (05:00):
Um couple of months.
SPEAKER_01 (05:02):
A couple of months, all right.
Have you got any offers on thatjust yet?
SPEAKER_04 (05:07):
Yeah, I've got a few offers on it.
SPEAKER_01 (05:09):
Okay.
Is there any reason why youhaven't taken any of those
offers?
SPEAKER_04 (05:13):
Yes, I do have reasons, but I haven't.
SPEAKER_01 (05:16):
Yeah.
Um well let me ask you this.
So, what are you looking to getfor?
SPEAKER_04 (05:21):
Well, why don't you make an offer on it?
SPEAKER_01 (05:23):
Well, I don't know anything about it just yet.
Um, so what can you tell meabout the uh about about the
property?
What's that you're looking tosell?
Kim, what do you think you didwell on that call?
Um, I didn't let the fact thatit was listed with an agent stop
me from engaging her.
And and I tried to dig deeperinto why she hasn't accepted as
(05:44):
to at least what's going on sofar with the listing, as far as
from an agent perspective andthen from the other buyers.
SPEAKER_00 (05:51):
Okay.
SPEAKER_01 (05:52):
What do you think you could have done better?
I would say more rapport withher.
I think she still kind of had awall up as the car went on.
Um, I think I think that maybemore rapports needed.
Um, I don't know if if thequestions I asked were the most
effective, but I was trying tolike the pictures, the pictures
(06:14):
I saw up weren't the bestpictures.
So trying to just get moreinformation as far as her
motivation.
I don't really know her more.
I still don't know why she wasselling that property.
SPEAKER_00 (06:24):
Have you watched all the modules?
SPEAKER_01 (06:26):
Um, I watched the acquisition and company.
I haven't gone through all ofthem.
I did start some of the dispoones, but I've been JV for
dispo.
SPEAKER_00 (06:33):
Did you watch the the mindset ones?
I started there.
All right.
So, you know, on the mindset onewhere I said burn it down, and
I'm like dancing to Seth Rollinsintro music for WWE.
Yes.
So I need you to like go watchthat like every morning because
what I'm about to tell you, likeI want you to understand I'm
(06:56):
being dead serious, okay?
Whatever dollar amount you wantto make in this industry, you
can absolutely make.
(07:38):
Like, yeah, bro, you are thatsmooth.
Like you are you're that guy,right?
You've got the the naturalability, but then there's
there's little like things thatcome up.
The at the end of your calls, Ifeel like it is uh PTSD from
cold calling coming in.
SPEAKER_01 (07:58):
I I you're you're not wrong at all.
SPEAKER_00 (08:00):
Like it's like, okay, well, this one's not gonna
work out.
See you later, bye.
It's like it's it's awkward.
Like, bro, you're who are you?
You're the buyer, right?
You're that's your role in thisconversation.
When she's saying, like, I don'tdo this, I'm uh I'm a nurse,
(08:23):
like okay, I do do this.
I can tell you exactly how thisgoes down, ma'am.
You got to tell me what you wantinstead of just having me guess.
She just told you I would haveleveraged the fuck out of what
she just told you.
You gotta listen, right?
It's listed for 220 becauseeverybody tells you you list it
(08:46):
for more than what you actuallywant.
So you do know what you want.
So let's get down to it, ma'am.
What do you want?
Why do I have to go guess andhope and pray that I tell you
the magical right number?
Like, what was her energy?
Her energy was she didn't give afuck.
What's our energy supposed tobe?
(09:08):
We don't give a fuck.
Like, ma'am, I've got aspreadsheet over here of 50 of
you.
You got 50 of me just sittingover here?
Hell no.
No one's told you the truth.
I'm sitting here telling you, Iwill look it up, but I need to
know how much you want for thisproperty.
How much do you want for this?
This little shop.
(09:28):
I don't know if you looked itup, but they bought it in 2010
for 25,000.
It's a low shack that they puton a vacant lot, it's dirt, so
it's next to nothing.
What's the other one?
The rental property, what's itrented for?
How much do you want for it tobe done with it?
What's the right number that youneed to walk away?
That's what I wanted to see fromyou, brother.
I am telling you, you have gotit.
(09:51):
You have got it.
So, because of that, and alsobecause Bobby's not here, I
don't think she is, you're gonnacall another one.
And what I want to see is I wantto see Ken.
Only Ken.
Fuck everything else that's everhappened.
The only thing that matters isis this call.
(10:14):
Listen to what the seller'ssaying and just be the smooth
guy, just like dude, the drasticimprovement between the first
and the second and third callsis enormous.
So, what I want is I want you toget a motivated seller that you
go in and you take it from startto finish, all the way across.
Okay, because I'm telling you,you have you can do whatever you
(10:36):
want.
All right, let's find this.
SPEAKER_01 (10:45):
Hello, hey, is this Nancy?
Yeah, hey Nancy, my name is Ken.
I'm actually following upbecause you filled out a form on
my website saying you werelooking to sell a property over
on Ruble Avenue.
Are you still looking to sellthat property?
SPEAKER_05 (11:01):
Yeah.
You are selling you nothing.
What people offer me what I needfor.
SPEAKER_01 (11:05):
I'm sorry, I cannot understand that.
Can you please repeat?
SPEAKER_05 (11:10):
I said you will not come to give you offer me what I
need for it.
SPEAKER_01 (11:14):
Well, how do you know that?
SPEAKER_05 (11:18):
Because I'm upside down.
SPEAKER_01 (11:20):
You're upside down on it.
Okay, well, um, well, let'sstart with figuring out how much
you need from you you need forit and then let's let's work
from there.
All right.
Because uh, I mean somebody'sgonna buy it from you one day,
right?
Yeah, okay.
SPEAKER_05 (11:35):
So how much there's ninety thousand on it that's all
the apple, and then there wasthe equal mortgage that I didn't
know about, but it's on there35,000.
SPEAKER_01 (11:50):
All right, so if I hear you correctly, you owe
125,000 total on that property?
SPEAKER_06 (11:56):
Yes.
SPEAKER_01 (11:57):
Okay.
All right, and then how muchwere you were you asking for?
SPEAKER_06 (12:08):
125.
SPEAKER_01 (12:10):
Okay, she's looking to get out of that situation.
Okay.
SPEAKER_06 (12:18):
Okay, can you hold on?
SPEAKER_01 (12:19):
I sure can.
SPEAKER_05 (12:33):
It's either somebody or the price is on it, or it's
gonna have to go to foreclosureor bankruptcy.
SPEAKER_01 (12:42):
I'm sorry, I didn't hear you say you said they're
gonna have to do something orput in foreclosure and
bankruptcy.
Motion first option?
SPEAKER_06 (12:47):
Yeah.
SPEAKER_01 (12:50):
Okay.
Well, we're gonna do everythingthat we can in order to stop
that from happening, okay?
Um, actually, while we're whilewe're at it, what are your um
your your payments for both ofthose mortgages monthly?
SPEAKER_05 (13:05):
Well, that's okay.
Um, I paid 956 or 90,000.
unknown (13:12):
Okay.
SPEAKER_05 (13:12):
I've never made a payment on the second mortgage
because it's like the secondmarch, fix that's what I need.
I didn't even know about it.
And I went to Salah, had abuyer, and uh uh it hit the the
uh polity, and they told me Iowe$17,000 on it.
(13:35):
Then they said, well, if youhave a$35,000 second mortgage on
it that I didn't know about.
SPEAKER_01 (13:43):
Okay, so if just to make sure I'm hearing you
correctly, um you're paying$9.56per month on the$90,000 loan,
and then you were actuallyalready going to sell the
property, and and during theclosing process, you found out
that there was an additional$35,000 mortgage on it, which
you were$17,000 behind on.
Is that correct?
SPEAKER_05 (14:03):
Well, in order to sell it, I would have to come up
with$17,000.
SPEAKER_01 (14:07):
Understood.
Okay.
And um, what had you looking tosell it in the first place prior
to you finding out about that?
SPEAKER_05 (14:17):
Because I want to quit my job because I'm 80, 71
years old.
I'm too tired.
I think cooking or working thejob at more eating.
Okay, good.
SPEAKER_01 (14:37):
So you're looking to uh to downsize, is that correct?
Just something that's a littlebit more affordable.
SPEAKER_05 (14:46):
Um whatever.
SPEAKER_01 (14:49):
I'm sorry, I'm having a really hard time
hearing you.
SPEAKER_05 (14:53):
I just I'm going into a a um senior out here.
SPEAKER_01 (15:00):
So all right, and then what can you tell me about
the um the condition of thatproperty?
SPEAKER_05 (15:12):
Oh that's very good.
SPEAKER_01 (15:15):
One more time.
SPEAKER_05 (15:20):
Um I guess I know home.
Got nice forward.
Thank you for your hands.
Okay, I can floor.
SPEAKER_01 (15:39):
Okay.
All right, and then have youdone any repairs to it since
you've had since you've ownedit?
SPEAKER_05 (15:46):
The only thing I'm going to install is ceiling
fans.
SPEAKER_01 (15:49):
You said ceiling fans?
SPEAKER_05 (15:51):
Ceiling fans, yeah.
And two beds, three bedrooms.
SPEAKER_01 (15:55):
Ceiling fans and three bedrooms, okay.
You've had it.
Oh, you've only had it for aboutthree years, so not too long.
Okay.
SPEAKER_05 (16:01):
Yeah.
unknown (16:01):
No.
SPEAKER_01 (16:05):
All right.
Looking at some recent homesales in the area there just to
kind of get a good grasp onwhat's going on there locally.
(16:26):
So if we were able to uh tobring that uh those payments
current on that uh on that$35,000 loan, uh, would you be
fine with us uh from there justkind of taking over the the
payments going forward?
SPEAKER_05 (16:45):
Like I said, this I have never been billed a payment
for that$35.
What happened is that I fellbehind because of COVID.
They said, oh, that's fine,Anthony.
We can help you with that.
We can extend your loan foranother 10 years and drop the
(17:08):
payments.
Oh, that sounded great.
I've got my papers.
Well, I'm sort of a moron whenit comes to this guy stuff.
So it didn't great to me.
I didn't know what I'm readinganymore, so I signed the damn
paper.
And I sent them in.
Well, they did exactly what theydid.
They dropped my payment from$1,200 down to 900 and they
(17:30):
added on him more years on themortgage, which makes it$40, 40
years.
I sold it, and then when I wentto closing, they told me I owed
them another$17,000.
SPEAKER_01 (17:54):
I can only imagine how how stressful that that was
for you.
You know, you're you're thinkingyou're about to move on into
this this next chapter of yourlife, and then you get then it
this hits you out of nowhere,you know.
SPEAKER_05 (18:04):
Oh yeah.
Oh yeah.
I was very excited.
SPEAKER_01 (18:08):
And how long ago was this?
SPEAKER_05 (18:11):
Um two months ago.
SPEAKER_01 (18:12):
About two months ago.
Okay, and then ever since thenyou've just kind of been looking
for for another way out of thisto where you don't have to
necessarily drag this on.
Is that correct?
SPEAKER_05 (18:23):
Basically, yeah.
SPEAKER_01 (18:24):
Okay.
SPEAKER_05 (18:25):
I don't want my you know my I don't want my credit
to be classified by push LS mycredit.
I don't want to do that.
You know, if I can get rid ofit, you know, um, uh then that
would be I don't expect to makeany money out of it.
Because what uh it took me avery long time to finally get
(18:48):
somebody to buy the damn voice,but I'll market for like six
months.
And then uh, you know, like Isaid, then you figured a
commission and all that otherstuff for the seller or the bro
yeah, the broker, and then uh,you know, it just got it out of
hand.
SPEAKER_01 (19:09):
Well, I'm very sorry that you're that you're dealing
with this.
Um okay.
Um I I would love to be able toto to assist you with this
transition um into the seniorliving facility.
Um let me ask you this if I wereto send you a contract at your
um at that 125 number, uh whatwould be a good email address to
(19:30):
do so?
What would be a good emailaddress for me to send you a uh
contract to purchase at yourprice?
SPEAKER_05 (19:39):
Nancy, yeah.
SPEAKER_01 (19:54):
All right, thank you very much.
Um, so what I'll do then is I'llgo ahead and get that sent over
to you here in the next fewminutes, and um it'll just have
you electronically sign it soyou won't have to actually print
it out or anything.
Um let me ask you this have theyalready um threatened you with
an auction date or you're onlike a very strict timeline or
(20:15):
okay.
SPEAKER_06 (20:16):
No, nothing's been stated.
SPEAKER_01 (20:18):
Okay.
All right.
So um on our contract, whatwe'll use is a just a standard
30-day closing date for rightnow.
That's just a preliminary date.
Um, if we're able to, we willtry to move as uh do that as
soon as possible, just dependingon you know, we'll click back on
title and hopefully there's nomore surprises there.
Okay.
Let me ask you this (20:36):
how how soon would you be um able to
vacate the property once we uhclose on it?
Do you need some time to getyour affairs in order?
Do you already have a placelined up?
SPEAKER_05 (20:48):
I have a place lined up, but I'm not gonna be able to
live it out until end ofNovember.
SPEAKER_01 (20:53):
You can't move in until the end of November?
SPEAKER_05 (20:56):
Yeah, but wait, September, October, maybe first
part of November, middleNovember.
SPEAKER_01 (21:02):
Okay.
All right.
And then in the meantime, um soI'll let you know what our
process looks like from here,and then we can kind of
determine if that works for you.
So what we would do from here isonce we send that contract over
to you, we would then just getsomeone out there from our team
to confirm that the condition isas you indicated uh over our
(21:25):
call today.
Um, if that is the case, thenwe'll be able to close within
the timeline that we agreedupon.
And then we can also provide aum a state for you beyond that
until you're able to secure youryour um accommodation at the
team and living facility.
Okay.
Um, if the condition for somereason does not match that, we
realize that there is more workthat needs to be done.
(21:45):
We may need to just revisit theuh purchase price.
But as of right now, I thinkthat we are in a good spot.
How's that sound to you?
SPEAKER_05 (21:55):
Well, it sounds okay, but I'm gonna have
somebody look it over.
Absolutely not screwed back hereagain.
SPEAKER_01 (22:01):
Absolutely.
SPEAKER_05 (22:03):
Not just going to sign.
SPEAKER_01 (22:04):
Understood.
And uh just so you know, we dowork with opposing attorneys and
things of that nature too, soit's not just gonna be you and
I.
So we'll make sure we have ourthe legal covered on our side as
well.
Um, just so that all parties areprotected.
SPEAKER_06 (22:18):
Okay.
SPEAKER_01 (22:19):
Okay.
SPEAKER_06 (22:19):
So you send it over, like I said.
SPEAKER_01 (22:22):
Okay.
Sounds good.
You should be uh receiving thathere, like I said, within the
next, I would say 20 minutes orso at the most.
All right.
SPEAKER_06 (22:29):
Okay, sounds good.
Thank you.
SPEAKER_01 (22:31):
Thank you very much.
And um, what I'll do is I willgive you a uh a follow-up call
either later this evening if Ihaven't if I haven't gotten it
back sign, and and then if Ican't get a hold of you, I give
you a call back first thing inthe morning, okay?
But we'll be gonna give you acall just shortly.
SPEAKER_05 (22:46):
Um, like I said, I'm gonna have somebody look it
over, so it depends on howquickly you can get some code
for me.
SPEAKER_01 (22:52):
Okay, that sounds good.
No problem at all.
But thank you again for takingmy call, and I'm looking forward
to helping you with thistransition, okay?
SPEAKER_05 (22:59):
All right, thank you, and have a good day.
SPEAKER_01 (23:01):
You as well.
SPEAKER_00 (23:02):
All right, so let's walk through those objections
there at the end and why youthink those came out.
SPEAKER_01 (23:12):
Objections as far as having someone look over the
paperwork.
Yep.
Um, maybe because the idea of ustaking over her payments was new
to her.
And so because she didn't, maybebecause it was a foreign
concept, she figured that shewould need to have someone else
mature that it was legal.
SPEAKER_00 (23:30):
No, I think it's uh I think it's because of how
fresh or uh how scripted andunorganic your explanation of
the process was to her.
(23:53):
I think this is one of thoseareas where you really gotta
lean into the different types ofseller that you're working with,
right?
Um at one point in time, she wasemotional to the point of tears.
And that's that's when I wastelling you, I was like, hey,
you've got to really lean inhere.
(24:15):
Listen, embrace what she'stelling you, right?
This is one of those calls thatprobably needs to go somewhere
in the 30 to 40 minute rangebased off of her position,
right?
Really, you are naturally a fasttalker.
Yeah, you've got to find a wayto slow down, ask more
(24:37):
questions, get her credibilitythrough the questions that
you're asking.
And so there are some questionsthat you ask, like, do you have
a place to go?
Yes, I'm moving to an assistedliving facility.
Okay, when would you like tomove into the assisted living
facility?
What's gonna happen to all ofyour belongings?
(24:58):
Is that something that you needhelp with?
Like really slowing down andembracing like one of has she
thought about these things?
Is she prepared for this?
Right?
Getting her to open up on someof this will just be like one
question will get you three tofour answers that we probably
need, and then when it gets downto it, I felt like it was very
(25:22):
abrasive when you went fromasking questions to I'm gonna
send you a contract.
There has to be like atransition period here where
it's like, all right, I think Imight be able to make the price
work here, but let's talk aboutwhat this process would look
(25:42):
like.
I could send you over a contractfor$125 that would pay off those
mortgages, but then we need tocome out, we need to verify the
condition and see if this fitsthe exit strategy as investors
that we think we might have.
Because what I want to send overto her right now is a cash
(26:03):
offer.
I don't want to go sub two.
I I said that in the chat, Ithink you misunderstood me.
Sub two might be the play lateron, but right now what I'm
seeing is so we've got 1900square feet, okay.
(26:23):
That we have pictures of whenshe bought this a couple of
years ago.
Um, it's in it was in reallygood shape.
Honestly, better than most ofour comparables.
SPEAKER_01 (26:35):
Oh, my side, I'm seeing 1200 square feet.
SPEAKER_00 (26:38):
I know that's but that's not the square footage.
Okay, it's 1944.
Okay, so then when you look atsome other comps that say the
same thing, 1200 square foot,but then you go look it up,
(26:59):
1900.
We've got a pending at 270.
Okay, uh sold at 200.
We've got another sold at 200.
So the square footage is gonnamatter here.
(27:20):
This could be basement.
Maybe our basement is notlivable.
Maybe that's the rehab that weneed.
There's actually some duediligence that we have to do
here to determine what our exitstrategy would be.
And so this is one of thosethings where I know comping and
underwriting is probably an areathat you're still trying to grow
(27:41):
in.
But on the conversation, whenyou were explaining this, it's
kind of irrelevant because I didthe comping and underwriting for
you.
I was saying, hey, let's lotthis up because this is what I'm
seeing.
We go out there, we find outhey, with$20,000,$30,000 worth
of work, could we turn this$125,000 property into a$250,000
(28:04):
property, banger deal?
Right?
So that's what we've determinedbefore we got the sub two.
I feel like if we had reallyslowed down and and like in the
reverse rapport section, explainthe situation, ask questions.
Like, does that make sense toyou?
(28:24):
Does this sound like somethingthat you would want to proceed
with?
You did assume the close, butbecause of who she was and and
kind of the what she's alreadybeen through, I don't know that
assuming the close was the bestthing, and so that's what's led
to well, I'm gonna read it, I'mgonna have somebody else look
over it.
I just don't know if she reallybelieved in you in that moment,
(28:50):
and so going back to what I wastelling you before this call, I
think in the world, this iswhere you are going to have to
find a way to embrace listeningto what the sellers are telling
you instead of what yourprevious experience was, and and
(29:13):
assuming that things are are notgoing to go correctly because
cold calling can do that to you.
One of the reasons I don't wantpeople cold calling, right?
They say, I gotta get my repsin, right?
I gotta get my teeth kicked in.
That's the Steve Train oldschool mom jeans way of doing
shit, right?
There's a better way to do itwhere you can actually get this
(29:35):
lead and you can listen to thesesellers and embrace the fact
that we could be a solution.
Every single one of thesesellers that we're talking to
today, lead Zolo fucking broughtit today, right?
These were great leads that wecould be solutions for.
It's funny.
I saw a comment on here.
(29:55):
I think it was Patrick said, Youcan't close every deal.
Can if the the numbers work outand the motivation's there, you
know.
And I felt like this one wasthere.
I think we can salvage this, wecan still get it signed, right?
But these these are greatlearning moments for you, Ken,
because I think you are arenaturally talented.
(30:16):
I think you've got really goodjust natural ability.
You just gotta tighten somethings up.
SPEAKER_01 (30:24):
Thank you, RJ.
SPEAKER_00 (30:26):
So, overall, I'm gonna get this uh this contract
sent out, man.
Um, let's keep working day inand day out.
Let's get some deals closed.
All right, brother.
SPEAKER_01 (30:36):
Thank you very much.
Hey, so do me do me a favor.
Okay.
Um, I wanna clean up your yourintro.
Okay.
Um before you got into coldcalling.
Oh yes.
Yeah, you still you still havecold call breath.
Okay.
So when you call, like I'm gonnagive you this lead right here.
(00:31):
Cindy's the seller.
Okay.
Okay.
Hey, is Cindy there?
This is Cindy.
Hey Cindy.
Um, looks like you filled out aform on my website about selling
your property there in Sumter.
Are you still looking to sellthat property?
Yes, awesome.
How much are you looking to getfor it?
You're very much like, um, hey,I'm calling to confirm that you
(00:55):
wanted to do this.
It it doesn't, it's just subtlelittle differences, right?
Difference there is is like one,you reached out to me.
You're the way you're saying itis, is like, hey, I received
some information that you'relooking to sell this property,
and I'm calling to confirm that.
It just comes across as like thethe potential spam that I get on
(01:17):
my phone all day, every day.
So I don't I don't wantprofessional Ken.
I want I want Ken that hangs outwith his friends on the weekend,
right?
Are you you watch sports?
Yes, yes.
All right, talk to them likeyou're watching a an NFL game,
all right?
Like relax.
I want to hear the the the realKen.
(01:38):
I got you.
Professional Ken.
All right.
unknown (01:42):
Hello.
SPEAKER_01 (01:43):
Hey, is Daniel there?
SPEAKER_02 (01:45):
Hello, Dan.
SPEAKER_01 (01:46):
Hey Dan, this is Ken giving you a call.
You actually um submitted a formon my website saying you were
looking to sell a property overon McKinley Street.
Are you still looking to sellthat property?
Yes, that is correct.
Nice, nice.
I'm glad I was able to get ahold of you.
How much are you looking to getfor that property?
unknown (02:02):
95.
SPEAKER_01 (02:03):
95?
Okay.
And can you tell me a little bitabout what you have going on
there?
What's got you looking to sell?
SPEAKER_02 (02:10):
I'm looking to sell up this little house and move to
an apartment to lower my costs.
unknown (02:16):
That's why I said it's a financial decision, not you
know, there's like laid on inthe basement or something like
that.
So I've got some.
Um, you know, I'm not looking atthe sell in the next week or two
or month or two.
SPEAKER_02 (02:29):
But I'm just you know, looking at my options,
like you guys' ads all the timeon TV and on YouTube and shit.
So it's like you know, justdepends on if you actually want
to buy the house and pay a fairprice.
I could go through you guys ifyou're gonna say it's worth
35,000, then you know it's notworth pursuing.
SPEAKER_01 (02:50):
Understood.
Um, how'd you get to that uhprice of 95?
I'm just curious.
SPEAKER_00 (02:55):
All right, so a couple of things.
One intro, much better.
Okay.
Questions, really good.
My comments probably steered youin the wrong direction there at
the end.
I would have liked liked to haveseen you tighten that up a
little bit.
I felt like that was rushed.
Um the way I would have liked tohave heard you like break that
(03:19):
down for him was I'm thinkingthat if we were to come in and
do everything that you just saidneeds to be done, replace those
kitchen cabinets, fix like thefunky layout and whatnot, max we
could probably get for theproperty would be 145,000.
(03:40):
It just doesn't really pencilout.
Um, we would probably need to besomewhere between um 60 to
70,000 and kind of let him thenrespond because we don't know
that that doesn't work, it'sjust a very strong assumption.
But we just want to explain tohim like where most investors
(04:02):
are gonna be coming in, and thenafter he says, Yeah, that's not
gonna work, say, all right, soif that's the case, that's where
most investors are gonna becoming in.
If you want to get closer towhere you probably need this,
you would need to list it withthe real and then kind of
release them that way.
SPEAKER_01 (04:18):
Understood.
SPEAKER_00 (04:20):
So so all right.
Um, let's go to one of myhighest volume states, Ohio.
SPEAKER_01 (04:33):
Yes, is is this Melanie?
Yeah, hey Melody, my name isKen.
I'm actually following upregarding a uh a message that
you sent into my website sayingthat you were looking to sell a
property over on Sproul Street.
Are you still looking to sellthat property?
SPEAKER_04 (04:49):
Yeah, I am, but I've already been to get with a real
estate agent, so I don't knowhow that would work.
SPEAKER_01 (04:54):
Since you've listed it with an agent?
Okay.
Um, and about about how long hasit been on the market while I
pull it up here on my side?
SPEAKER_04 (05:00):
Um couple of months.
SPEAKER_01 (05:02):
A couple of months, all right.
Have you got any offers on thatjust yet?
SPEAKER_04 (05:07):
Yeah, I've got a few offers on it.
SPEAKER_01 (05:09):
Okay.
Is there any reason why youhaven't taken any of those
offers?
SPEAKER_04 (05:13):
Yes, I do have reasons, but I haven't.
SPEAKER_01 (05:16):
Yeah.
Um well let me ask you this.
So, what are you looking to getfor?
SPEAKER_04 (05:21):
Well, why don't you make an offer on it?
SPEAKER_01 (05:23):
Well, I don't know anything about it just yet.
Um, so what can you tell meabout the uh about about the
property?
What's that you're looking tosell?
Kim, what do you think you didwell on that call?
Um, I didn't let the fact thatit was listed with an agent stop
me from engaging her.
And and I tried to dig deeperinto why she hasn't accepted as
(05:44):
to at least what's going on sofar with the listing, as far as
from an agent perspective andthen from the other buyers.
SPEAKER_00 (05:51):
Okay.
SPEAKER_01 (05:52):
What do you think you could have done better?
I would say more rapport withher.
I think she still kind of had awall up as the car went on.
Um, I think I think that maybemore rapports needed.
Um, I don't know if if thequestions I asked were the most
effective, but I was trying tolike the pictures, the pictures
(06:14):
I saw up weren't the bestpictures.
So trying to just get moreinformation as far as her
motivation.
I don't really know her more.
I still don't know why she wasselling that property.
SPEAKER_00 (06:24):
Have you watched all the modules?
SPEAKER_01 (06:26):
Um, I watched the acquisition and company.
I haven't gone through all ofthem.
I did start some of the dispoones, but I've been JV for
dispo.
SPEAKER_00 (06:33):
Did you watch the the mindset ones?
I started there.
All right.
So, you know, on the mindset onewhere I said burn it down, and
I'm like dancing to Seth Rollinsintro music for WWE.
Yes.
So I need you to like go watchthat like every morning because
what I'm about to tell you, likeI want you to understand I'm
(06:56):
being dead serious, okay?
Whatever dollar amount you wantto make in this industry, you
can absolutely make.
(07:38):
Like, yeah, bro, you are thatsmooth.
Like you are you're that guy,right?
You've got the the naturalability, but then there's
there's little like things thatcome up.
The at the end of your calls, Ifeel like it is uh PTSD from
cold calling coming in.
SPEAKER_01 (07:58):
I I you're you're not wrong at all.
SPEAKER_00 (08:00):
Like it's like, okay, well, this one's not gonna
work out.
See you later, bye.
It's like it's it's awkward.
Like, bro, you're who are you?
You're the buyer, right?
You're that's your role in thisconversation.
When she's saying, like, I don'tdo this, I'm uh I'm a nurse,
(08:23):
like okay, I do do this.
I can tell you exactly how thisgoes down, ma'am.
You got to tell me what you wantinstead of just having me guess.
She just told you I would haveleveraged the fuck out of what
she just told you.
You gotta listen, right?
It's listed for 220 becauseeverybody tells you you list it
(08:46):
for more than what you actuallywant.
So you do know what you want.
So let's get down to it, ma'am.
What do you want?
Why do I have to go guess andhope and pray that I tell you
the magical right number?
Like, what was her energy?
Her energy was she didn't give afuck.
What's our energy supposed tobe?
(09:08):
We don't give a fuck.
Like, ma'am, I've got aspreadsheet over here of 50 of
you.
You got 50 of me just sittingover here?
Hell no.
No one's told you the truth.
I'm sitting here telling you, Iwill look it up, but I need to
know how much you want for thisproperty.
How much do you want for this?
This little shop.
(09:28):
I don't know if you looked itup, but they bought it in 2010
for 25,000.
It's a low shack that they puton a vacant lot, it's dirt, so
it's next to nothing.
What's the other one?
The rental property, what's itrented for?
How much do you want for it tobe done with it?
What's the right number that youneed to walk away?
That's what I wanted to see fromyou, brother.
I am telling you, you have gotit.
(09:51):
You have got it.
So, because of that, and alsobecause Bobby's not here, I
don't think she is, you're gonnacall another one.
And what I want to see is I wantto see Ken.
Only Ken.
Fuck everything else that's everhappened.
The only thing that matters isis this call.
(10:14):
Listen to what the seller'ssaying and just be the smooth
guy, just like dude, the drasticimprovement between the first
and the second and third callsis enormous.
So, what I want is I want you toget a motivated seller that you
go in and you take it from startto finish, all the way across.
Okay, because I'm telling you,you have you can do whatever you
(10:36):
want.
All right, let's find this.
SPEAKER_01 (10:45):
Hello, hey, is this Nancy?
Yeah, hey Nancy, my name is Ken.
I'm actually following upbecause you filled out a form on
my website saying you werelooking to sell a property over
on Ruble Avenue.
Are you still looking to sellthat property?
SPEAKER_05 (11:01):
Yeah.
You are selling you nothing.
What people offer me what I needfor.
SPEAKER_01 (11:05):
I'm sorry, I cannot understand that.
Can you please repeat?
SPEAKER_05 (11:10):
I said you will not come to give you offer me what I
need for it.
SPEAKER_01 (11:14):
Well, how do you know that?
SPEAKER_05 (11:18):
Because I'm upside down.
SPEAKER_01 (11:20):
You're upside down on it.
Okay, well, um, well, let'sstart with figuring out how much
you need from you you need forit and then let's let's work
from there.
All right.
Because uh, I mean somebody'sgonna buy it from you one day,
right?
Yeah, okay.
SPEAKER_05 (11:35):
So how much there's ninety thousand on it that's all
the apple, and then there wasthe equal mortgage that I didn't
know about, but it's on there35,000.
SPEAKER_01 (11:50):
All right, so if I hear you correctly, you owe
125,000 total on that property?
SPEAKER_06 (11:56):
Yes.
SPEAKER_01 (11:57):
Okay.
All right, and then how muchwere you were you asking for?
SPEAKER_06 (12:08):
125.
SPEAKER_01 (12:10):
Okay, she's looking to get out of that situation.
Okay.
SPEAKER_06 (12:18):
Okay, can you hold on?
SPEAKER_01 (12:19):
I sure can.
SPEAKER_05 (12:33):
It's either somebody or the price is on it, or it's
gonna have to go to foreclosureor bankruptcy.
SPEAKER_01 (12:42):
I'm sorry, I didn't hear you say you said they're
gonna have to do something orput in foreclosure and
bankruptcy.
Motion first option?
SPEAKER_06 (12:47):
Yeah.
SPEAKER_01 (12:50):
Okay.
Well, we're gonna do everythingthat we can in order to stop
that from happening, okay?
Um, actually, while we're whilewe're at it, what are your um
your your payments for both ofthose mortgages monthly?
SPEAKER_05 (13:05):
Well, that's okay.
Um, I paid 956 or 90,000.
unknown (13:12):
Okay.
SPEAKER_05 (13:12):
I've never made a payment on the second mortgage
because it's like the secondmarch, fix that's what I need.
I didn't even know about it.
And I went to Salah, had abuyer, and uh uh it hit the the
uh polity, and they told me Iowe$17,000 on it.
(13:35):
Then they said, well, if youhave a$35,000 second mortgage on
it that I didn't know about.
SPEAKER_01 (13:43):
Okay, so if just to make sure I'm hearing you
correctly, um you're paying$9.56per month on the$90,000 loan,
and then you were actuallyalready going to sell the
property, and and during theclosing process, you found out
that there was an additional$35,000 mortgage on it, which
you were$17,000 behind on.
Is that correct?
SPEAKER_05 (14:03):
Well, in order to sell it, I would have to come up
with$17,000.
SPEAKER_01 (14:07):
Understood.
Okay.
And um, what had you looking tosell it in the first place prior
to you finding out about that?
SPEAKER_05 (14:17):
Because I want to quit my job because I'm 80, 71
years old.
I'm too tired.
I think cooking or working thejob at more eating.
Okay, good.
SPEAKER_01 (14:37):
So you're looking to uh to downsize, is that correct?
Just something that's a littlebit more affordable.
SPEAKER_05 (14:46):
Um whatever.
SPEAKER_01 (14:49):
I'm sorry, I'm having a really hard time
hearing you.
SPEAKER_05 (14:53):
I just I'm going into a a um senior out here.
SPEAKER_01 (15:00):
So all right, and then what can you tell me about
the um the condition of thatproperty?
SPEAKER_05 (15:12):
Oh that's very good.
SPEAKER_01 (15:15):
One more time.
SPEAKER_05 (15:20):
Um I guess I know home.
Got nice forward.
Thank you for your hands.
Okay, I can floor.
SPEAKER_01 (15:39):
Okay.
All right, and then have youdone any repairs to it since
you've had since you've ownedit?
SPEAKER_05 (15:46):
The only thing I'm going to install is ceiling
fans.
SPEAKER_01 (15:49):
You said ceiling fans?
SPEAKER_05 (15:51):
Ceiling fans, yeah.
And two beds, three bedrooms.
SPEAKER_01 (15:55):
Ceiling fans and three bedrooms, okay.
You've had it.
Oh, you've only had it for aboutthree years, so not too long.
Okay.
SPEAKER_05 (16:01):
Yeah.
unknown (16:01):
No.
SPEAKER_01 (16:05):
All right.
Looking at some recent homesales in the area there just to
kind of get a good grasp onwhat's going on there locally.
(16:26):
So if we were able to uh tobring that uh those payments
current on that uh on that$35,000 loan, uh, would you be
fine with us uh from there justkind of taking over the the
payments going forward?
SPEAKER_05 (16:45):
Like I said, this I have never been billed a payment
for that$35.
What happened is that I fellbehind because of COVID.
They said, oh, that's fine,Anthony.
We can help you with that.
We can extend your loan foranother 10 years and drop the
(17:08):
payments.
Oh, that sounded great.
I've got my papers.
Well, I'm sort of a moron whenit comes to this guy stuff.
So it didn't great to me.
I didn't know what I'm readinganymore, so I signed the damn
paper.
And I sent them in.
Well, they did exactly what theydid.
They dropped my payment from$1,200 down to 900 and they
(17:30):
added on him more years on themortgage, which makes it$40, 40
years.
I sold it, and then when I wentto closing, they told me I owed
them another$17,000.
SPEAKER_01 (17:54):
I can only imagine how how stressful that that was
for you.
You know, you're you're thinkingyou're about to move on into
this this next chapter of yourlife, and then you get then it
this hits you out of nowhere,you know.
SPEAKER_05 (18:04):
Oh yeah.
Oh yeah.
I was very excited.
SPEAKER_01 (18:08):
And how long ago was this?
SPEAKER_05 (18:11):
Um two months ago.
SPEAKER_01 (18:12):
About two months ago.
Okay, and then ever since thenyou've just kind of been looking
for for another way out of thisto where you don't have to
necessarily drag this on.
Is that correct?
SPEAKER_05 (18:23):
Basically, yeah.
SPEAKER_01 (18:24):
Okay.
SPEAKER_05 (18:25):
I don't want my you know my I don't want my credit
to be classified by push LS mycredit.
I don't want to do that.
You know, if I can get rid ofit, you know, um, uh then that
would be I don't expect to makeany money out of it.
Because what uh it took me avery long time to finally get
(18:48):
somebody to buy the damn voice,but I'll market for like six
months.
And then uh, you know, like Isaid, then you figured a
commission and all that otherstuff for the seller or the bro
yeah, the broker, and then uh,you know, it just got it out of
hand.
SPEAKER_01 (19:09):
Well, I'm very sorry that you're that you're dealing
with this.
Um okay.
Um I I would love to be able toto to assist you with this
transition um into the seniorliving facility.
Um let me ask you this if I wereto send you a contract at your
um at that 125 number, uh whatwould be a good email address to
(19:30):
do so?
What would be a good emailaddress for me to send you a uh
contract to purchase at yourprice?
SPEAKER_05 (19:39):
Nancy, yeah.
SPEAKER_01 (19:54):
All right, thank you very much.
Um, so what I'll do then is I'llgo ahead and get that sent over
to you here in the next fewminutes, and um it'll just have
you electronically sign it soyou won't have to actually print
it out or anything.
Um let me ask you this have theyalready um threatened you with
an auction date or you're onlike a very strict timeline or
(20:15):
okay.
SPEAKER_06 (20:16):
No, nothing's been stated.
SPEAKER_01 (20:18):
Okay.
All right.
So um on our contract, whatwe'll use is a just a standard
30-day closing date for rightnow.
That's just a preliminary date.
Um, if we're able to, we willtry to move as uh do that as
soon as possible, just dependingon you know, we'll click back on
title and hopefully there's nomore surprises there.
Okay.
Let me ask you this (20:36):
how how soon would you be um able to
vacate the property once we uhclose on it?
Do you need some time to getyour affairs in order?
Do you already have a placelined up?
SPEAKER_05 (20:48):
I have a place lined up, but I'm not gonna be able to
live it out until end ofNovember.
SPEAKER_01 (20:53):
You can't move in until the end of November?
SPEAKER_05 (20:56):
Yeah, but wait, September, October, maybe first
part of November, middleNovember.
SPEAKER_01 (21:02):
Okay.
All right.
And then in the meantime, um soI'll let you know what our
process looks like from here,and then we can kind of
determine if that works for you.
So what we would do from here isonce we send that contract over
to you, we would then just getsomeone out there from our team
to confirm that the condition isas you indicated uh over our
(21:25):
call today.
Um, if that is the case, thenwe'll be able to close within
the timeline that we agreedupon.
And then we can also provide aum a state for you beyond that
until you're able to secure youryour um accommodation at the
team and living facility.
Okay.
Um, if the condition for somereason does not match that, we
realize that there is more workthat needs to be done.
(21:45):
We may need to just revisit theuh purchase price.
But as of right now, I thinkthat we are in a good spot.
How's that sound to you?
SPEAKER_05 (21:55):
Well, it sounds okay, but I'm gonna have
somebody look it over.
Absolutely not screwed back hereagain.
SPEAKER_01 (22:01):
Absolutely.
SPEAKER_05 (22:03):
Not just going to sign.
SPEAKER_01 (22:04):
Understood.
And uh just so you know, we dowork with opposing attorneys and
things of that nature too, soit's not just gonna be you and
I.
So we'll make sure we have ourthe legal covered on our side as
well.
Um, just so that all parties areprotected.
SPEAKER_06 (22:18):
Okay.
SPEAKER_01 (22:19):
Okay.
SPEAKER_06 (22:19):
So you send it over, like I said.
SPEAKER_01 (22:22):
Okay.
Sounds good.
You should be uh receiving thathere, like I said, within the
next, I would say 20 minutes orso at the most.
All right.
SPEAKER_06 (22:29):
Okay, sounds good.
Thank you.
SPEAKER_01 (22:31):
Thank you very much.
And um, what I'll do is I willgive you a uh a follow-up call
either later this evening if Ihaven't if I haven't gotten it
back sign, and and then if Ican't get a hold of you, I give
you a call back first thing inthe morning, okay?
But we'll be gonna give you acall just shortly.
SPEAKER_05 (22:46):
Um, like I said, I'm gonna have somebody look it
over, so it depends on howquickly you can get some code
for me.
SPEAKER_01 (22:52):
Okay, that sounds good.
No problem at all.
But thank you again for takingmy call, and I'm looking forward
to helping you with thistransition, okay?
SPEAKER_05 (22:59):
All right, thank you, and have a good day.
SPEAKER_01 (23:01):
You as well.
SPEAKER_00 (23:02):
All right, so let's walk through those objections
there at the end and why youthink those came out.
SPEAKER_01 (23:12):
Objections as far as having someone look over the
paperwork.
Yep.
Um, maybe because the idea of ustaking over her payments was new
to her.
And so because she didn't, maybebecause it was a foreign
concept, she figured that shewould need to have someone else
mature that it was legal.
SPEAKER_00 (23:30):
No, I think it's uh I think it's because of how
fresh or uh how scripted andunorganic your explanation of
the process was to her.
(23:53):
I think this is one of thoseareas where you really gotta
lean into the different types ofseller that you're working with,
right?
Um at one point in time, she wasemotional to the point of tears.
And that's that's when I wastelling you, I was like, hey,
you've got to really lean inhere.
(24:15):
Listen, embrace what she'stelling you, right?
This is one of those calls thatprobably needs to go somewhere
in the 30 to 40 minute rangebased off of her position,
right?
Really, you are naturally a fasttalker.
Yeah, you've got to find a wayto slow down, ask more
(24:37):
questions, get her credibilitythrough the questions that
you're asking.
And so there are some questionsthat you ask, like, do you have
a place to go?
Yes, I'm moving to an assistedliving facility.
Okay, when would you like tomove into the assisted living
facility?
What's gonna happen to all ofyour belongings?
(24:58):
Is that something that you needhelp with?
Like really slowing down andembracing like one of has she
thought about these things?
Is she prepared for this?
Right?
Getting her to open up on someof this will just be like one
question will get you three tofour answers that we probably
need, and then when it gets downto it, I felt like it was very
(25:22):
abrasive when you went fromasking questions to I'm gonna
send you a contract.
There has to be like atransition period here where
it's like, all right, I think Imight be able to make the price
work here, but let's talk aboutwhat this process would look
(25:42):
like.
I could send you over a contractfor$125 that would pay off those
mortgages, but then we need tocome out, we need to verify the
condition and see if this fitsthe exit strategy as investors
that we think we might have.
Because what I want to send overto her right now is a cash
(26:03):
offer.
I don't want to go sub two.
I I said that in the chat, Ithink you misunderstood me.
Sub two might be the play lateron, but right now what I'm
seeing is so we've got 1900square feet, okay.
(26:23):
That we have pictures of whenshe bought this a couple of
years ago.
Um, it's in it was in reallygood shape.
Honestly, better than most ofour comparables.
SPEAKER_01 (26:35):
Oh, my side, I'm seeing 1200 square feet.
SPEAKER_00 (26:38):
I know that's but that's not the square footage.
Okay, it's 1944.
Okay, so then when you look atsome other comps that say the
same thing, 1200 square foot,but then you go look it up,
(26:59):
1900.
We've got a pending at 270.
Okay, uh sold at 200.
We've got another sold at 200.
So the square footage is gonnamatter here.
(27:20):
This could be basement.
Maybe our basement is notlivable.
Maybe that's the rehab that weneed.
There's actually some duediligence that we have to do
here to determine what our exitstrategy would be.
And so this is one of thosethings where I know comping and
underwriting is probably an areathat you're still trying to grow
(27:41):
in.
But on the conversation, whenyou were explaining this, it's
kind of irrelevant because I didthe comping and underwriting for
you.
I was saying, hey, let's lotthis up because this is what I'm
seeing.
We go out there, we find outhey, with$20,000,$30,000 worth
of work, could we turn this$125,000 property into a$250,000
(28:04):
property, banger deal?
Right?
So that's what we've determinedbefore we got the sub two.
I feel like if we had reallyslowed down and and like in the
reverse rapport section, explainthe situation, ask questions.
Like, does that make sense toyou?
(28:24):
Does this sound like somethingthat you would want to proceed
with?
You did assume the close, butbecause of who she was and and
kind of the what she's alreadybeen through, I don't know that
assuming the close was the bestthing, and so that's what's led
to well, I'm gonna read it, I'mgonna have somebody else look
over it.
I just don't know if she reallybelieved in you in that moment,
(28:50):
and so going back to what I wastelling you before this call, I
think in the world, this iswhere you are going to have to
find a way to embrace listeningto what the sellers are telling
you instead of what yourprevious experience was, and and
(29:13):
assuming that things are are notgoing to go correctly because
cold calling can do that to you.
One of the reasons I don't wantpeople cold calling, right?
They say, I gotta get my repsin, right?
I gotta get my teeth kicked in.
That's the Steve Train oldschool mom jeans way of doing
shit, right?
There's a better way to do itwhere you can actually get this
(29:35):
lead and you can listen to thesesellers and embrace the fact
that we could be a solution.
Every single one of thesesellers that we're talking to
today, lead Zolo fucking broughtit today, right?
These were great leads that wecould be solutions for.
It's funny.
I saw a comment on here.
(29:55):
I think it was Patrick said, Youcan't close every deal.
Can if the the numbers work outand the motivation's there, you
know.
And I felt like this one wasthere.
I think we can salvage this, wecan still get it signed, right?
But these these are greatlearning moments for you, Ken,
because I think you are arenaturally talented.
(30:16):
I think you've got really goodjust natural ability.
You just gotta tighten somethings up.
SPEAKER_01 (30:24):
Thank you, RJ.
SPEAKER_00 (30:26):
So, overall, I'm gonna get this uh this contract
sent out, man.
Um, let's keep working day inand day out.
Let's get some deals closed.
All right, brother.
SPEAKER_01 (30:36):
Thank you very much.
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