Buy Real Estate Remotely From ANYWHERE With Andres Olaya

Embark on an enlightening discussion with Andres Olaya as we journey into the world of international business, culture, and remote real estate investing. From the vibrant world of Medellin, Colombia, Andreas shares the triumphs and trials of launching a business across borders. Discover the secrets behind adapting to new cultures, assembling a team that thrives on a global stage, and the intricacies of local regulations. 

This episode isn't just about the mechanics of business—it's a mosaic of personal growth, economic advantage, and the art of living well for less in an international setting, all while staying connected to the US markets.

As we peel back the layers of global entrepreneurship, you'll gain an insider's look into the emotional journey of relocation, the contrast in work pace, and the cultural agility required to succeed. 

Stories of luxurious living on a budget mingle with tactical advice on recruiting and retaining top talent in competitive markets. Whether it's discussing the cost-effective perks of international living or unraveling his own investment strategies, this conversation is packed with anecdotes and strategies that will spark ideas for your next venture, wherever it may lead.

Wrapping up, we dive into the nitty-gritty of real estate investment, contrasting novation with traditional wholesaling. 

Learn how his virtual team operates seamlessly across different time zones, relying on effective communication to navigate a market where in-person interactions are a rarity. 

We also delve into maximizing opportunities in real estate, overcoming market challenges, and honing negotiation tactics. 

Beyond the transactions and deals, this episode celebrates the human connections that fuel lasting business relationships. 

Join us for this fascinating discussion that blends the lines between living, investing, and connecting in today's global marketplace.

Episode Transcript

Mario Dattilo (00:00):
Hey guys, welcome back to the show.
I'm super excited because I'vegot a good friend of mine,
Andres Olaya.
He's with Single FamilyServices and he's actually
dialing in or, I guess,connecting in from another
country today and he's actuallyconnecting in with us from
Medellin, colombia, and so superpumped to have you, my friend.

(00:21):
I've known you for years and Ithink you've got a very
interesting niche both in realestate and in business, and I
want to dive deep into thattoday because I think,
regardless of someone'sinvesting in single family homes
, commercial real estate oroperating a business, they're
going to get a ton from this.
So, andreas, welcome to theshow.

(00:41):
Thanks for being here, man.

Andres Olaya (00:43):
Hey, how's everyone doing?
Mario, first of all, thank youso much for having me on as a
guest.
It's a huge honor.
I know some of the guests thatyou have and I'm absolutely here
to give value.
Talk about what I do, how I doit, and I agree because in 2024,
moving forward everything isvirtual.
Right now it's like a globalmarketplace and so, especially

(01:05):
with COVID, when everybodystarted working from home, more
people became virtual.
So I'm absolutely excited hereto share everything that I have
going on and hopefully theviewers can get value.

Mario Dattilo (01:15):
Oh, they will.
Yeah, and not only did you govirtual, you went international
virtual, which is cool.
So let's dive right into this.
I want to get super deep.
I'd like to talk about yourstory in a little bit, but first
, what is it like starting abusiness in an entirely new
country that you weren't evenraised in?
You're in Colombia, right, youwere born in the United States.

(01:37):
What is it like to start abusiness from Colombia doing
business in the United States?

Andres Olaya (01:46):
start a business from Columbia doing business in
the United States?
Yeah, absolutely.
So there's a lot of smalllittle things that, first of all
, it's never going to be likeback home.
I think I realized that earlyon.
You know, because thetechnology and the processes and
the speed and the culture.
So the first thing I would tellpeople is that you have to
adapt.
Like, if you're going to take ajourney, whether it's the South
America or Europe, you knowit's like.

(02:08):
Don't try and say, hey, whyaren't things like how I'm used
to them?
Rather, you have to adapt.
So that's number one.
Number two is you know you'regoing to have people that are
going to support you along theway and it's not going to be a
massive pool of people to choosefrom.
That know the culture back inthe US.

(02:28):
So you're going to be veryselective with your team.
So it's almost going to be moretight knit, more family, and
you have to run a tighter shipbecause, at the end of the day,
we're still doing business inthe US with US real estate, us
properties and we'll get moreinto that.
But they have to know some ofthe culture, right?
And then the third thing Iwould say is that you know.

(02:49):
You also have to be informedabout the rules, laws, the
regulations you know.
In any country you're operatingin, right, the work week is
going to be different here, thelaws, the employees, what
they're used to, the holidays.
So those are things you want tonavigate and also understand
and have people that can explainit to you and break it down,

(03:11):
just so.
Everything is on the up and upalso.

Mario Dattilo (03:14):
So what came to mind, or basically what made you
decide to take your businessand start it in another country,
versus here in the UnitedStates, where you lived?

Andres Olaya (03:27):
Absolutely yeah.
So first of all, it was apersonal choice, right, because
I had traveled here on vacationand have some family here and
overall I really saw myselfliving my life over there.
My lifestyle I can get into awhole bunch of things on why I
love it.
So number one I would saylifestyle.

(03:48):
I really enjoyed it because wemake all these sacrifices, we
put in the hard work, the hours,and at times you sacrifice a
lot of the personal things,right?
Maybe you can't go to all thebaseball games or the birthday
parties or the events or theweddings and whatnot, so I
wanted to be in a place where Ididn't feel like work.

(04:10):
You know, it's like I love thisplace.
There's nature, I have all mycommodities and overall, that
was the first thing.
Number two I would say is froma business perspective.
You know, the expenses are alot lower, right.
It's a lot more affordable,right.
I guess you would call this athird world country, right, but
you know it's got a lot oftechnology and things like that.

(04:31):
I mean, my internet is likefour or 500, you know, mp, you
know whatever you call it, soyou know.
The second thing is, yes,definitely that cost of labor,
the cost of living, the cost ofyou know, payroll and salaries
and things like that, and youcan build out more people.
So that was number two.
Right, you see a lot ofcompanies, cold call companies,

(04:52):
or they outsource a lot ofthings overseas, so I took
advantage of that.
And then number three it's aquick flight back to the US.
Right, I'm on the same timezone.
I picked Medellin and Colombiabecause we're on the same time
zone, right, eastern StandardTime.
A couple of weeks back we wereCentral Standard Time.
So it's not a big difference,right.

(05:13):
So I'm on that same time zone.
And then there's people thatalso come back, right, maybe
they lived in the US or maybethey got in trouble, or maybe
they could never fully get theircitizenship and things like
that.
So they also know the culture,they know what it feels like to
be over there.
We can operate, we can call thetitle companies, we can call

(05:36):
the buyers, the sellers,inspectors.
So it's not like I'm workinglate at night as if I was in
Europe or maybe the Philippines.
So I would say those are thethree key reasons, for sure.

Mario Dattilo (05:48):
I love it.
I actually looked into I thinka lot of us entrepreneurs have
done this We've kind of wentdown that road of exploring tax
benefits and, you know, cost ofliving and cost of doing
business, and I actually lookedinto a few different countries
that were close to the UnitedStates that I could take
advantage of for tax purposesand ultimately I decided not to

(06:11):
do anything with that, purelybecause as an American there are
some limits to the tax benefitsgoing outside of the country,
especially if you're an Americanyou have to pay income tax back
to the United States,regardless of where you live,
unless you have to pay incometax back to the United States,
regardless of where you live,unless you want to renounce your
citizenship except for onelocation.
And so I think a lot of us haveactually explored doing

(06:36):
business from outside the UnitedStates.
You just had the guts to do itwhich I love.
I mean that takes guts.
You were born and raised herein the United States.
You and raised here in theUnited States, you did business
here in the United States andthen you moved to Columbia.
Can you maybe just talk aboutwhat kind of challenges you had
in making that transition toanother country?

Andres Olaya (07:00):
Yeah, absolutely no, it is a big challenge, like
you say, right, because at firstyou've come here on vacation
and you know, and it all seemsgood, right, but then when you
leave, I mean first of all itcould be lonely, right, that
would be the first thing,although now I don't feel lonely
, now I feel like, you know, Ihave all these people around me,
my team, you know all thepeople I go out with, my

(07:21):
relationships, all that.
You know all the people I goout with, my relationships, all
that.
So the first thing I would sayat the beginning it's lonely,
right, because you're used to,you know, going to places and
talking to people and you knowyour family and your parents and
your friends, all those sort ofthings.
So the first thing is, you know, what helped me is I got
connected right away with someother buddies that were in a
similar business, and so I thinkfor anybody that wanted to take

(07:43):
that leap, for that challengeis, like you know, make sure
that you know some people rightaway, because if not, it gets
lonely.
And not only that, but they canguide you through the
intricacies of hey, here's howyou do this stuff here.
You know back home it's likethis, but you do it here.
So that would be number one.
Number two is you know, in theUS things can get done so fast,

(08:05):
right, you know things can getdone fast and technology and
it's up to date and you knoweverything's smooth and
streamlined.
Here, again, it's slower, right, it's slower, it's more
paperwork, it's more politics.
You know people may be takenoff, you know 4pm people, people
are leaving the office.

(08:26):
So it's kind of like you have ashort window to get things done
and something that would takeyou to get done over there in
the US you can have a notarycome see you, a mobile notary.
Here you have to go to thenotaries and you maybe have to
wait in line and some proceduresand things like that.
So the procedures arecompletely different, right.
So that's number two.

(08:47):
And then number three would bethe culture.
Right, I love the culture inthe US and I love the culture
here.
You know, I've traveled to acouple.
I've been blessed enough to beable to travel to different
cultures and stuff like that andI can appreciate every culture.
But you know, those are my twofavorite ones.
So the pros right in the US.

(09:08):
It's like, you know, it's justlike you gave someone your word,
I mean it's got to get done.
Right, and they have that.
You know, inside the US theyhave that get it done mentality,
whatever it takes, like evenanywhere, right, like in a
restaurant or in a hotel or arental car place, like people
will find solutions, like theirproblem solving skills.

(09:29):
That's why it's one of thegreatest countries in the world,
right, united States.
And so here in Columbia, right,you know, a challenge is like
people don't have that tenacity,okay, no, you know, we couldn't
get it done, I'm sorry.
Or like, hey, that's not myproblem.
Right, like you can have get itdone, I'm sorry.
Or like, hey, that's not myproblem.
Right, like you can have, youknow, the, the valet driver at
the hotel, right, and he canhelp you something with.

(09:49):
That has nothing to do withthis position, because it's just
kind of like a team thing here.
It's like, hey, that's not myproblem, we couldn't do it,
we're closed, that's just theway things are.
We can't change the rules.
So in that regard, it's kind oflike a little bit sometimes
frustrating because you're usedto this culture back home.
So I would say you know those.
Those are some challenges, butobviously you know as you adapt,

(10:12):
as you progress, you can youknow kind of see how to navigate
those things and not getfrustrated.
And a lot of meditation.

Mario Dattilo (10:21):
Yeah, now you and and guys, if you haven't
followed Andreas, you reallyshould check them out on
Instagram or any of the otherplatforms.
He's actually living a prettydarn good lifestyle down there.
I mean literally living like aKing, and don't get me wrong,
he's crushing it in business andmaking a ton of money.
But like I just see hislifestyle, I'm like man, do you

(10:42):
know what it would take to liveat that level in the United
States?
It's just unreal.
So you know it's pretty cool tosee him riding around with a
driver and having maids andhaving like just extravagant
lifestyle.
You know, down there so he'sliterally like a king.
I love it, you know.
Can you maybe talk a little bitabout recruiting?
You know we in the UnitedStates a lot of times recruit

(11:06):
outside to other countries,including the Philippines and
some places in the Middle Eastand obviously in South America
and things like that.
But you went to the next leveland you moved there and then you
recruited locally.
I mean, how can we do that?
Maybe remotely, so that we'renot physically going there, but
maybe some things that you'velearned in your local culture

(11:29):
and as a local strategy torecruit.

Andres Olaya (11:33):
Yeah, absolutely yeah.
Recruitment, I think, issomething that all businesses
share as a commonality, becausefor most businesses, we all need
talent, right?
Unless you're like just a one,you know one man band.
But if anything real estate,you know roofers, health
insurance, you know those loans,hard money loans, erc, all

(11:57):
these people you know we needhuman capital, right.
So I think this is a key topic.
So I think this is a key topic.
So my first thing would say, thequality that I look for is a
little, it's higher, I would say, because I don't want the
biggest, most massive team, butI want everybody to be on the
same page and be a part of theculture.
So I look for folks that havespent some time in the US,

(12:22):
depending on the position thatI'm looking for, obviously, have
spent some time in the US,right, depending on the position
that I'm looking for, obviously.
But you know and I can trickledown but I'm looking for someone
that may have lived there orhad some experience there and
then just decided to move back.
One thing I like to find out isyou know, okay, well, you lived
over in the US some time.
Why'd you come back?
You know, why are you here Like?
You know why, why wouldn't youhave stayed over there?

(12:44):
So I like to find out thereason and I like to find out
the people I'm more gearedtoward.
You know, bringing on to myteam would be folks that want to
stay here.
You know they have some sort ofconnection, not some bond.
You know a bond here, a bondhere to be wanting to stay here
because then I can count on themlong term.

(13:06):
You can find a lot of peopleand you might find some expats
and things like that, butthey're probably not going to
stick around for that muchlonger because they can just go
from country to country andother opportunities.
So I want to find the folksthat are living here and that
love to live here and have aconnection.
Now, as far as recruiting, asfar as being able to find people

(13:28):
, it goes back to, I would say,social media.
I would say social media.
Facebook's a big one for us.
So a nice trick or not a nicetrick, but a nice process that
you could do would be to loadads on Facebook.
There's paid ads and thenthere's groups, so you can

(13:49):
attack both.
Right, you can do the groupswhere there's going to be people
who are speaking English andthose groups geared around
towards native English speakersthat are looking for jobs and
things like them.
And then the other set you cando is Facebook ads right, you
can run Facebook ads, you canrun your ad.
And what the other set you cando is Facebook ads right, you
can run Facebook ads, you canrun your ad.
And what I like to do, what Ifound most effective, is hearing

(14:11):
how they speak for us, hearinghow they communicate.
So, because you're going tohave a lot of people apply and
you're going to be offering,let's say, a good salary, you're
going to have a lot of peopleapply, but to be able to sift
through some of them, you wantthem to send you a voice note,
right, if?
for those of you who useWhatsApp.
You know.
That's key, so that way you seehow they sound.
Give them, you know, give themsome questions to answer right,

(14:32):
10 questions Where'd you live?
Where'd you grow up?
You know, how do you knowEnglish?
What was your last job?
Tell me about yourself.
What do you like to do?
For fun?
You know things like that.
And then that way, the bestones go up to the top.
Because if now you're going tospend a lot of time people
applying, applying and youcalling them or emailing them,
the best way to go about it isjust hear how they sound, first

(14:53):
hear how they communicate andthen move from there.
Love, that.

Mario Dattilo (14:57):
So, Andreas, you just gave me some really good
ideas, Believe it or not.
I was looking for an employeeand I decided.
A good friend of mine told methat he was recruiting in Mexico
, and for the same reasons thatyou were talking about time zone
, they're very familiar with theculture in the United States.
Versus India or anywhere in theMiddle East or in the

(15:20):
Philippines, they're not quiteas familiar with American
culture as South American andCentral Americans, and so I did
post there and ended up hiringsomebody in a different region
ultimately.
But what you just said makes aton of sense.
They have Facebook.
You could create a Facebookgroup or join a Facebook group

(15:41):
in that country.
They're all speaking English.
Post it there.
And now you've got a lot ofother people in that country.
They're all speaking English.
Post it there.
And now you've got a lot ofother people in that country
applying directly versus goingthrough an Upwork or going
through a Fiverr or somethinglike that, where you're going to
be competing against otherpeople.
So let me ask you this what'sthe exchange rate between
Colombia and the United Statesdollar right now?

Andres Olaya (16:03):
So let me check here real time, because it's
always fluctuating with the warsand we don't have to get into
politics.
But for right now, for $1, it's4,000 pesos more or less.
Kind of rounding down a littlebit.
So that's what it goes for,yeah, and so maybe I can put it

(16:24):
in a context for you.
So let's say my rent, where Ilive.
I'm going to tell you how muchthat is in dollars.
That's like $940, give or take,right.
Yeah, I live in a top tierplace, although rents have gone

(16:46):
up and things like that.
But I'm in front of a countryclub and I'm very close to all
the best restaurants and I'mclose to all the major roads and
I'm close to the metro station.

Mario Dattilo (16:54):
In a major city, major international city, right.

Andres Olaya (16:58):
Exactly, exactly, and this would be considered an
A plus neighborhood.
Just to put it into context forthe folks.

Mario Dattilo (17:13):
Yeah, here they go.
Here they go from one to six.
So I'm I'm number six in theballer status.
So with that, what does it cost?
I mean, obviously you pay allyour people differently, but if
you're going to hire somebody todo a high skilled position,
like an acquisitions role orsomething like that, if you were
to convert that into an hourly,what does that end up
converting to?
I mean, what would you bepaying somebody in dollars per

(17:33):
hour if you're going to paysomebody hourly?

Andres Olaya (17:36):
Gosh, let me see here, Let me know I'm hitting
you with a bunch of technicals.

Mario Dattilo (17:39):
So I'm putting you on the spot.

Andres Olaya (17:40):
But no, that's perfect.
That's perfect.
That's I'm going to tell youright now, more or less.
And because you could paysomeone a decent salary with,
you know, a thousand fifteenhundred to two thousand dollars,
right.
So if they did that, so let'scall it.
You know six $7 an hour, rightFor an acquisition, really Right

(18:03):
.
Plus plus some, plus some youknow, bonuses, you know when
they close some deals and thingslike that.
So I mean that might be lessthan half right Then what you
would pay someone over there, Imean a lot, you know it just
depends.
Like I'm.
I'm out of touch over there andsomeone who speaks English like
you and I, who can problemsolve, who can talk to things
and who can actually close dealsright.

(18:24):
I mean, I've had plenty ofpeople like that.

Mario Dattilo (18:26):
Very similar to what you can pay someone in the
Philippines.
I mean, that's almost what youcan pay people in the
Philippines, which there's a lotof cultural differences and
language differences there.
Versus where you're at, there'speople that are much more
familiar with the United States.

Andres Olaya (18:43):
Correct, yes, yes, and they're aware of the
culture of their mindset andthey're very coachable.
The criteria I look for issomeone who's a good person,
doesn't have any too bad of ahabits Nobody's perfect who's a
team player and is coachable.
And then, obviously, the firstthing is that they have good

(19:05):
communication skills in English.
Other than that you know Idon't, I don't look for too
broad of specific details onthem.

Mario Dattilo (19:13):
Yeah, you can teach them what you need to
teach them in what you're doing.
So let's talk about a littlebit more about what you're doing
and what you've built overthere.
I mean, you've built aninvestment business, but can you
maybe talk about what you'reexactly doing and how you built
it?

Andres Olaya (19:28):
Yeah, absolutely so.
My team looks like this I havean acquisitions department about
three, four people in there.
I have a transactioncoordinator.
I have a operations manager aswell.
I have a full stack developer.
I have a full-time videographer, you know, that helps me put

(19:49):
out the content and film andthings like that.
Then I have like two adminsthat help me with other
miscellaneous things.
And then you know, besides thatI have like other support, you
know from like outside thirdparties and things like that
here in Columbia.
So that's what my team lookslike.
And then you that I have likeother support, you know from
like outside third parties andthings like that here in
Columbia.
So that's what my team lookslike.
And then you know have thecleaning personnel and the maids
and things like that.
But yeah, that's what my mainteam looks like.

Mario Dattilo (20:11):
And so what are you doing now?
Specifically like, what's yourbusiness, what?
What are you, what does thisteam do?

Andres Olaya (20:17):
Yeah, exactly so my team.
So we branch differentmarketing campaigns, you know,
mainly across Texas and Florida,and we work, you know, with all
sorts of properties, but mainlyit's single family homes.
And so my acquisition team willtake the leads.
I have my marketing people aswell, you know, help me run the
marketing and then have myadministrative people that'll
help me sort through those leads, right, who's qualified, things

(20:40):
like that and they'll get onthe phones and, you know, start
negotiating, right.
I mean, we've been negotiatingmillion dollar homes in
California to you know lots, youknow $50,000, lots, right, and
all in between the $200,000homes in Dallas is, or the
400,000 ones in, you know,bradenton, closer to you,
sarasota.
So we're doing campaignseverywhere, bradenton, closer to

(21:03):
you, sarasota, so we're doingcampaigns everywhere.
Once we get a contract, we haveour coordinator operations
manager as well, just make sureeverything goes smooth from
start to finish.
So we really depend on thephones.
Being strong on the phone iscritical for us because we never
see any of these folks.
We never see any of the titlecompanies.
So when we get the contract,we'll take photos, send
inspectors, do showings, talk torealtors, field offers, work

(21:30):
with the title companies toclear up any liens.
We may also contractcontractors to maybe hey look,
we got to close out this openpermit or we have to fix this
foundation, so we'll spend somemoney, you know, virtually, and
on top of that we have guyslocally that can help us go, you
know, take contracts, meet withpeople, shake people's hands

(21:50):
and things like that.
So that's what the team does,you know, and it's beautiful.
I feel blessed, you know, beable to do it.
It does take, you know, strongleadership and making sure
everybody's trained andeverybody's on board.
So I really like to go overwith my team in the beginning of
the day, you know, 9 am to goover our core values, right,
what are we doing this year for?
What are our core values?
What are we standing here for,you know, and I could just read

(22:13):
off some of our core values, butone of them is to commitment
and improvement to ourcommunities, right.
So I really like to sell themon a mission like, hey, this is
why we're doing this, this iswhy we're all here, right.
Another one would becamaraderie, right, you know, we
can go by far a lot, you know,cover more distance if we go at
this together, you know.

(22:35):
And another one just to share.
One more is communication isour lifeblood, right, and it
says the single biggest problemin communication is delusion,
and has taken place.
So I want them to be reallyaware and be extremely
professional when it comes totheir communication skills,
because that's our lifeblood.

Mario Dattilo (22:55):
Love it.
So you're basically tying upthe homes and then you're
selling those homes withoutactually taking ownership in
most cases, right.
So you're doing eitherwholesaling or novations.
You're basically selling thecontract to an end buyer and I
know that your niche is a littlebit different than a lot of
others.
You actually sell yours onmarket versus off market.

(23:17):
So you're not just selling toinvestors, you're selling to
retail buyers as well in theopen market.
Can you maybe talk about howthat differs from wholesaling
and maybe explain the differencebetween wholesaling and
Novation's?

Andres Olaya (23:30):
Okay, perfect, yeah, so I'll start first with
our model.
Okay, so, yes, it's Novation'sand I like it a lot better than
the traditional wholesale, right?
So how it's different is we'lllaunch our campaigns, right.
We'll talk to the homeowners,right, the sellers.

(23:51):
We have different options,right, if they want to go the
wholesale route, it's going tobe a lot more discounted.
But what we found is most folksaren't going to discount it
more than like 20% off ARV or25% off the actual retail value,
and those numbers would workfor us.
So let's say, we get somethingat 75%, might not be enough

(24:14):
margin for an investor to beable to go and buy it at 75% ARV
.
And then how do we fit our feein there, right?
So it's very marginal.
So what we'll do is we'll tellthem look, we have another
program, we have another waywhere we can get you that money.
And what we would do is wewould put it on the market,
right, and show it to potentialfamilies, to potential
homeowners, and from that pointwe'll get a contract with them.

(24:35):
Let's say we agree on a priceof 300,000, for example.
So I'm perfect, we're going toget you your 300,000.
If we have to do any clean outs.
If we have to do maybe closeout an open permit or help you
move.
So you have to find a way toadd value to them because it's
still a sizable discount.
And let's say, the home as is,you can probably sell it for 370

(24:55):
, 370 or 360, and the ARV callit 400.
So there's still a little bitof room.
It might not be in the bestcondition but it'll pass the
traditional finances.
So they're like okay, youhandle all this, I'll take the
300, right?
So from there we'll take it onand put it on the market with
our brokers, with our brokerpartners, and from there the

(25:18):
homeowner is aware, right, youalways want to make sure that
they're aware, they disclose,you know, because you're going
to be able to get families inthere.
But let's say we go through thatprocess.
They're fine, broker's on board, it's listed, we have the
professional photographer, wehave everything on the MLS,
everything right.
That's the main differenceright From right.

(25:46):
There is because if youwholesale it, typically you're
selling it off market, right,typically you're selling it off
market to an investor.
But the route that we take iswe want to sell it to an end
buyer to be able to maximizewhat we can sell it for and to
be able to actually maximize towhat we can buy it for too right
or contract it for, because,again, there's not going to be
so many opportunities to buystuff at 50.
We'd all love to buy 50 centson the dollar, but those do come

(26:09):
up right In every market youfind deals like that.
So we take it on the market andthen from there, let's say,
someone's interested in makingan offer?
Right, so we have it listed for370.
Let's say we get an offer for370, right, 370.
At that point what we'll tellthe homeowner is like okay,
perfect, we've gone ahead and wefound a family that we want to
work with.
And at that point, right, ifyou look at the word, novation

(26:30):
is just to replace right To take.
So we'll replace our original Ato B agreement with the seller
and we'll have the seller sign a, b to C with the buyer.
So the seller's the B, wenovate, we change out our
agreement for that.

(26:51):
370, call it, we spend.
I'm just going to do a quickmath here.
Call it that, off that 370price, I'm just going to use
about four and a half percent tocover all fees and things like
that.
So 370, I'm going to round upminus $17,000, minus the 300
that we had it for, so we'll beable to make that spread of
$53,000.

Mario Dattilo (27:13):
Nice.

Andres Olaya (27:14):
So that's how it works.
The title companies love thembecause it's a lot easier.
The lenders are fine with thembecause the seller on records
and contract with the buyer,they can get it financed.
The fee is being paid out fromthe seller's proceeds, so the
lender's fine with it as well.
They don't have to finance anywholesale fees or anything like

(27:35):
that.
They won't do that either way.
And then from there we have ahappy seller right Because we
got them their 300 net right.
We made 53 in the process.
The buyer is happy becausethey're getting a new home and
it checks out and it's wherethey want to live.
The seller is happy becausethey didn't have to deal with
any of that.
Maybe they were owner occupyingit but they didn't have to deal

(27:56):
with anything.
Or maybe they were out of stateOkay, we handled it the lockbox
or maybe we helped them, paidoff a tenant to leave and clean
the place up.
Or also maybe they're fine withthat because maybe we did some
minor improvements to theproperty.
So at the end, if we don'tperform well, actually not if we
don't perform, but they seewe're invested in it also.

(28:18):
So they're fine with doing thissort of partnership, the way it
differs from a traditionalwholesale is for most
wholesalers, to be quite frank,they don't even tell the seller
that they're not the end buyer.
Some do, some don't, and it'swhatever.

(28:38):
But most of the time you'retelling, hey, yeah, we're the
end buyer.
Then you have to sell it offmarket.
Now you have to sell it offmarket.
Now you have to blast it out toinvestors.
Investors are going to have tohave some margin because again,
they have to make money.
Everybody's got to make moneyin the way versus these other
folks that are buying it.
They don't care about theequity and things like that.

(28:58):
For the most part they're justhappy with finding a home for
their family, for the kids closeto the nice school, versus the
investors just number driven.
And so another thing isdifferent that it goes on the
MLS, which in my opinion is thebest way to sell any property.
So the maximum amount of peopleseeing it rather for wholesale
it's typically off market, offthe MLS, although some

(29:20):
wholesalers do put it on the MLSand we've sold on the MLS cash
as well.
Right, it doesn't always haveto be financed and sometimes on
the MLS, even though it's on theMLS, you might find an investor
and that's your only buyer.
But those investors typicallypay more as well.

Mario Dattilo (29:39):
So how do I do this with mobile home parks and
commercial real estate?
That's what you've got methinking is like okay, clearly
it's doable in the single familyworld, it's happening and it's
happening all around the countryin the United States.
So how do I do novations withcommercial real estate?
Is that possible?

Andres Olaya (29:58):
I would say it's definitely possible.
Yeah, absolutely it's possible.
It's just coming to.
First.
I would say you want to betransparent with the seller and
tell them what your game plan is.
Right, you can tell them look,this is my team and I.
We buy mobile home parks, weoperate mobile home parks, we've
sold mobile home parks, webroker mobile home parks right

(30:19):
All of the above so yeah, you'rea professional, you have
ancillary services for mobilehome parks and all those sorts
of things, right?
And you tell them look, we havedifferent models on how to
actually get you the money rightor close out the purchase,
right?
So the first is, you know youcould tell them look, I have
cash, I buy with my partners, wehold it, we'll operate it Right

(30:43):
.
What I like to do to for themto be fine with it is sales.
It all comes down to sales,right, but it's just showing
them that, okay, they have aprice.
Let's say the mobile home parkis worth a million dollars, just
to make numbers easy, right,and they want 850, they want 850
or 800.

(31:03):
Again, there's not a lot ofroom.
They're giving you 20% off,which is, you appreciate it,
this might not be something thatyou want to keep and hold, and
things like that.
Say you have about 50, I don'tknow what the closing cost could
be, maybe 50, 60, 70,000,somewhere around there, just
round numbers.
So you have a little bit ofroom.

(31:24):
If you put that on the marketand it's worth actual million
dollars like you came into agood deal and it's worth a
million dollars, someone'swilling to pay you that.
You tell them look, there's away I can get you that 800,000,
because if I was buying it forme, you were negotiating back
and forth.
Maybe you wanted it to be at650 or 700, right, in this case

(31:46):
we'll take 800.
Maybe you want it at 700,000.
It's like, look, there's a wayI can get you more money.
And that would be that we workwith other group of investors
right, and you would take careof the phase one, the surveys,
the realtors, the listing, allthese sorts of things and then
you put it on the market right.
And obviously then you wouldlook at your contract and how

(32:08):
you have it structured andthings like that.
But that's the conversationwe'd have with them.
Ideally, inside your contractit says that, look, in the event
that you want to buy yourselfor close on it, right, maybe you
found something interesting.
You looked a little bit deeperinto it, you decided you wanted
to buy it right, or that you cannovate it and then find a third
party buyer, which basically itis that you would cover any and

(32:30):
all expenses that would comeout of dealing with a third
party, that you would beassisting in it and that you're
ultimately doing a service forthe seller, and if they're fine
with that, you put it on themarket and you find buyers to
work with and then, in case youdo come up with one, you take
your contract and then you lookat it.

(32:53):
Okay, you have the language.
Then you prepare anothercontract from B to C with that
buyer and then you would collectyour fee.
That's how I would see it.

Mario Dattilo (33:02):
Dude, I think you just made me a ton of money.

Andres Olaya (33:06):
I'd love to hear that.

Mario Dattilo (33:08):
Because we have a brokerage right.
So we broker mobile home parks.
We also have an investmentbusiness, which is our main
business, where we buy themobile home parks and hold them.
But there's some gray area inthere.
I should say that there's someproperties that kind of fall
between the brokerage and theinvestment company.
They're a discount, but notquite enough of a discount for

(33:34):
an investor buy.
Obviously, everything that we'reselling is to investors, but I
guess you could say there's nota big enough discount for us to
make a large enough spread totie it up and jump through those
headaches of doing full duediligence and then finding out
if we can find a buyer withinthat short window.
This kind of kills a lot of thatright.

(33:54):
So we could basically avoidhaving to broker it as well as
avoid having to buy it, stillprovide a service to a seller
and find a good deal for an endbuyer as well, and not have to
be that middle guy that nobodyreally understands the structure
, except for you, which I think,like you explained a lot of
times, wholesalers don't explainto the seller or the buyer the

(34:16):
role that they're playing in thedeal, which just makes it a
more complex deal, especially incommercial real estate playing
in the deal, which just makes ita more complex deal, especially
in commercial real estate.
And so basically you justcomplete all the due diligence,
all of the prep work, team upwith a broker, take it to market
, swap out yourself for the endbuyer and basically make the fee

(34:36):
in between for it.
Full disclosure, full exposureas well, so you're not having to
just work within your databaseof buyers that you've built up.
You can expose it to the public, which means you get the
maximum exposure and buyers tocompete against each other to
pay the highest price for it.
So I think you just made me aton of money, man.

Andres Olaya (34:58):
I love it and you got it down.

Mario Dattilo (35:00):
I hope a lot of people are paying attention to
this.
Regardless of the property typethat you're investing in, this
is something that I think wecould all make a lot of money
from, and not a lot of peopleare doing it.
I mean, I didn't even know whata novation was till probably 12
months ago when Andreasexplained it to me.
But there's because I'm so, I'm, I'm so.

(35:20):
My background from real estatewas especially in the single
family world was really whenpeople were doing traditional
wholesale.
So that's my understanding ofyou know what you can do, and so
being able to do theseinnovations is pretty sweet, and
I'm I'm going to have to getwith you offline and figure out
how how to do this, becausethere's a lot of money on the

(35:41):
table.
There's a lot of deals that aremarginal or not necessarily
attractive for me due togeographic location size.
There's a lot of smaller parksthat just doesn't even make
sense to broker, but here wecould probably make a little bit
more money than brokering themtoo.
So I love it.
So let me ask you this Are yougetting deals done?

(36:02):
I mean, I hear a lot of peoplein the real estate market right
now, especially in wholesalingand flipping.
They're just saying, man,there's no deals.
There's no deals because themarket softened.
Are you getting deals done?

Andres Olaya (36:15):
Yeah, absolutely.
I mean, the last year we closedwas Friday and we got a couple
other scheduled to close thisweek.
There's always going to bechallenges, you know.
But just looking at through mystuff right now, I mean we have,
I would say, about 17properties that are in the queue
right.
They're not all assigned,they're not all in escrow, but
we're working them right, we'reworking them.

(36:36):
Some of them are in the justlooking at my spreadsheet and so
it's about them.
Some of them are pre-marketing,some of them are in escrow,
some of them are active.
So, more or less, it has becomemore challenging because of the
interest rates, because of theuncertainty, because of the wars
, because of politics.
So people, they're like if Isell now, where do I move to

(37:02):
right with those low interestrates?
So, but in every market there'sa deal.
So, yes, we're absolutely stillclosing deals.
It has become more challenging.
So you know we're trying tonavigate here, the headwinds,
and see what.
You know election year iscoming up, so you know things
always change there and you knowpolitics play a big role and

(37:23):
the money too.
The money's got more expensive,just like how it has on the
commercial side.

Mario Dattilo (37:46):
It's challenging, but to get them to see that
they can do it too, cause you'redoing it outside of the country
, like there's people that livein Texas, that live in Florida
that are going oh, I can't finddeals, I'm struggling, and
you're like in another countrydoing it at a pretty high volume
.

Andres Olaya (38:04):
What do you say to them?
Well, look, it's interestingbecause it all comes down.
I would say for those people,if you can master sales, sales
is so wide right.
But if you can master sales inone niche, right.
Whether it's real estate,whether it's health insurance,
whether it's anything else.
If you're selling advisoryservices, brokerage services, I

(38:27):
would say, first of all, getamazing at sales, like
professional level.
Hear yourself, record yourcalls, see how good you do.
So you want to really analyzeyourself, be self-aware of
yourself.
Like, hey, what's keeping mefrom doing deals?
So I would say that's numberone.

(38:48):
Number two is marketing.
It all would come down tomarketing.
Right, If they're not doingdeals, it's probably because
they're not doing a lot ofmarketing.
Because whenever you stopmarketing, it's like where are
the deals at?
Yeah, but what's your marketinglike?
Are you sending people toproperties?
How many properties are yougoing to look at a day?

(39:08):
Obviously we don't look at any,but how many people are we
sending there?
How many people are youoffering a need at their
property?
How many contracts are youwriting up?
Right, Like that person youknow those folks who aren't
doing deals like did you writeup three contracts this week, or
five, Write up one a day, youknow, write up a contract a day,
and then you know it's that,it's that consistency as well.

(39:37):
And then, ultimately, it'sreally caring about the folks
that you're wanting to negotiatewith and buy their property,
because if they feel like youactually care, then they'll care
about you right, Because nobodycares until they know how much
you care.
And then, lastly, I would say,be interesting as well, Like be
someone that they, you knowyou're hard to forget, yeah.

(39:57):
Then it comes down it stillcomes down to sales and
storytelling and how you've hadthese experiences and how you've
helped these other people andyou've seen this in the market,
and how you can get all the workdone for cheap.
And then it built, buildingthat, building that trust, that
confidence, and then being veryconsistent with your actions.

(40:20):
And then, if I had to put onemore point, is be aggressive,
because at the end of the day,nobody's coming to save you.
A deal is not going to land inyour lap.
Maybe from your follow-up andyour efforts, people will call
you back.
Hey, I'm ready to sell, butthat still took a lot of you
know you being aggressive andyou being on the offense.
So always be on the offense andknow that whatever's in your
control, look at that and puteffort into that.

Mario Dattilo (40:43):
That is so good.
You know, there's a lot ofpeople who've gotten educated,
they've studied up, they'vegotten the information and they
go.
I can't find deals.
I'm not doing deals.
And my first question is okay,so what are you doing for
marketing and how many offershave you made?
And if their answer isn't alarge number for the number of

(41:04):
offers that they made, I knowthat they're never going to get
a deal at that same pace, youknow.
Let me ask you this how do youfeel about offering low?
I mean, a lot of times peopleare saying prices are just
overpriced.
Sellers want too much for theirproperty.

Andres Olaya (41:20):
I would say what I tell my team is that we don't
want to give offers, but we wantto know how much they want
first.
You know what I mean.
I kind of want to understandthe we we lay out.
The conversation is we want tounderstand their goals, needs
and wants.
And uh, a goal and a want and aneed is like, okay, you're
giving me a number, like part ofthis is me understanding.

(41:41):
You know where you, whereyou're at, because sometimes you
would offer more, you wouldoffer a lot more, and sometimes,
sometimes you're like, did Ilisten to that correctly?
Like did you want how much forthis?
Right?
So I would say first that andthen, when it comes down to
giving an offer, yeah,absolutely.
I mean, look, you have to be inrange with what's going to work

(42:03):
with you because, unfortunately,right in the commercial and the
residential deals fall outright and usually based on
number one price or number two,that they didn't disclose
something, like something wasn'tdisclosed and it just changes
the deal.
And then number three,obviously people get cold feet
or I don't want to sell anymore,I'm not selling, I got a better

(42:24):
offer.
So if you do your hard workupfront, which is like building
that trust, that connection,deals are going to fall out less
.
Once you have that trust andthat connection, people are
going to disclose to you hey, itneeds a new roof.
Well, you don't want to waituntil you put on the market to
know it needs a new roof.
And then if you overpaid for it, well, I mean sure you can go

(42:45):
back and renegotiate and thingslike that.
But you know you don't want tobank on that.
That can happen.
We've had to have to go backand do that.
But that's what you really wantto look at.
So if that means giving a lowoffer, I mean the way I see it,
if a house is worth $400,000,just to say $400,000, I offer

(43:05):
them $200,000.
They're like that's a low offer.
I'm like $200,000?
Most people won't make that inone year, two years, three years
right, that's $200,000.
So I mean you can find waysaround that, but at the end of
the day you have to work withnumbers that work, because if
not, anybody can give any offer.
But if it doesn't work and Itell them look, someone offered

(43:27):
me more.
I'm like an offer is just anoffer.
What you want to do is actuallyclose the property.
Someone call you right nowoffer you $500,000, right, but
will they actually close?
Will they actually come through?
Do they know what they're doing?
Will they pull up earnest money?
Will they go visit the house?
Have they done inspections?
So, do they understand themarket?
Do they understand thefinancing?
So you kind of want to use allyour tools to be able to justify

(43:50):
it, why your offer is what itis.

Mario Dattilo (43:54):
I get the feeling that some people I don't get
the feeling.
I know because it's prettyclear that a lot of people are
afraid to offer a lot less thanthe seller's asking and it's
almost like they feel likethey're going to be insulting or
they're worried about hurtingsomebody's feelings or looking
bad or looking like they don'tknow what they're talking about.
And so low offers when I saylow ball offers, I mean low

(44:17):
compared to what the seller'sasking but there's no way you're
ever gonna get deals done thatmake any sense if you're just
waiting for somebody to ask alow price.
It happens like you said.
Sometimes they just ask for alow number because that's what
they need to get to walk, and inthat case it's a home run, but
it's pretty rare.
Usually they ask a numberthat's out of range of what you

(44:41):
can pay and it takes you makingan offer of what you can pay.
I think you're right.
You have to pay a price thatmakes sense for you and is going
to make sense for the overalltransaction.
Offering close to what they'reasking just to get it tied up is
a pretty risky move, especiallyin innovations.
If you're spending some money,you could end up having to

(45:02):
renegotiate that.
You don't want to bank on that.
So I just love what you'resaying.
I think people just need to getsome guts and make offers at
where it makes sense and notworry about the ask price and
just know how you're justifying,like you said, how to justify
the price that you are paying.
And if it's a number that theycan take, they'll take it, but
you've got to do that in volume.

(45:23):
I mean you said you got roughly17 deals in the pipeline.
How many offers does it take toget to 17 contracts?

Andres Olaya (45:39):
Man, we're at this all day long.
You know four people all daylong running marketing, a lot of
follow ups, a lot of visits.
You know it's, it's, it's callit 30 offers a day.
You know, call it 30 off.
I mean, I want, I wanteverybody, I want everybody to
get an offer.
Like, if they genuinely do wantto sell, give them an offer the
worst things they're going tosay and go after yourself and
say, okay, thank you, god bless,and that's it.

(46:00):
You know you just bless peoplewhenever they're.
That's what I tell my team too.
Imagine if you bless 30 peoplea day like your, your life would
be more, yeah, your life wouldbe more blessed.
I was like, when you'regenuinely speaking to someone,
genuinely bless them, like,let's say, you bless 10 people,
genuinely, you wanted, you knowGod to do, you know to be in
their life and their life to gowell, what's going to happen?

(46:22):
I mean you're going to feelbetter.
Sure, they may not want to doit, they might not want to move
forward, but things change allthe time.
They might call you back.
Hey, that offer didn't work forme.
God bless, save my number.
Let's keep in touch.
I know it's far away, but atthe end of the day, it's because
we are in this every day we'reliving our lives.
So that's what I tell them Liveyour best life.

(46:45):
You're spending time speaking tothat old lady or that man in
the mobile home, in the trailer.
Let's say, for example I justthink of one now that it was in
Florida and the guy was in amobile home.
We saved this car from repo andwe gave him gosh, I mean maybe
like 20,000 before closing, buthe reduced the price like
probably 35,000.

(47:06):
Sure, you know what I mean.
So like I didn't lose thatmoney, I knew title was clear.
I was just waiting on thatbuyer to get financed.
We get on my 25 K up front.
He reduced it 35,000.
Right, so I mean that's kind ofa risky move too right In the
beginning.
But you, you know you, youactually want to help the people
and if an offer doesn't workout, then that's fine.

(47:28):
I've had people where the offerworks great, everything's good,
and they give us referrals hey,talk to this person, talk to
this person.
So you know, it's just got tomake the offers right.

Mario Dattilo (47:38):
I mean like you've got to make the offers,
and I like how you look at thattoo.
It's you're not low ballingthem in the sense of you're
trying to steal something fromthem or take something from them
.
You're offering what you canpay.
It just happens to besignificantly less than what
they're asking for, and a lot oftimes it's a number that will
work for them.

(47:58):
But you've got to make theoffers.
You just it's a numbers game,is what I'm hearing from you.
It's volume.
Think about that.
Andreas just said that he's got17 deals in the pipeline and
he's doing call it, 20 to 30offers a day.
That pretty impressive numberone.
But it's a numbers game and youjust don't take it personally.
You tell them what you can payand you move on.
So that's great question foryou.

(48:19):
You know how do you look at theus now that you don't live here
anymore?

Andres Olaya (48:27):
you know, I first and foremost look at it with you
know, with love and respect.
You know it's still, when Ihear that US anthem I mean it'll
get me right and I'll feelthose, those goosebumps and that
love and that admiration.
And, you know, strength, so Ilove it.

(48:49):
You know, and the people, thepeople is spectacular.
You know, I've I've met peoplefrom all over the world.
It's just like they have.
They have that sparkle in theireyes, right From another
perspective, right From not sucha positive perspective.
You know it's.
I feel.
I feel a little bit of pain andhurt for what some people go

(49:12):
through because, so to call it,they're still in the matrix,
right, you know that term.
So they're controlled by themedia, they're controlled by the
food corporations.
I remember you posting I thinkyou went last year to Europe,
right, that was last year.

Mario Dattilo (49:28):
Yeah.

Andres Olaya (49:28):
And you're like well, you know all those people
are thin and skinny and you knowthey're living better lives.
So I feel pain for them too,because you know there's like a
lot of health issues andpsychological issues and and
division, but overall, mysentiment is still an amazing
opportunity.

(49:49):
It's still, you know, a land ofgreat opportunity, still an
amazing opportunity.
It's still a land of greatopportunity.
Everybody wants to be there.
It's the number one still, andthere's a lot of opportunity for
real estate, for businesses,for innovation, for technology.

(50:11):
So it's love and respect.
But I wish people would wake upa little bit more.
I wish people weren't soprofit-driven always right with
these food corporations and thepharmaceuticals and things like
that and I wish people wouldremember that God is always with
us and don't forget about God.
Like, think about everythingthat was in the Bible and how

(50:31):
God wanted to live our lives andlike, let's look at our lives
today.
Is this, is this, what Godwanted?
So don't forget about him,especially in the schools and
the every day to day.
I know life can be busy andthings like that and you're
hustling and you're bustling,but you know I feel like we need
God more than ever in the U?
S and that'll spread throughoutthe whole world.

Mario Dattilo (50:51):
Yeah, I think you know freedom is an incredible
thing, but with freedom comesresponsibility.
And the problem is when thereis freedom you know, both
freedom of choice and legalfreedom right In a country you
can take it whatever directionyou want to go.
So as the morals drop, so dothe laws and so does everything
else.
And that's what we've seen hereis, you know, because they have

(51:14):
, because there is a lot offreedom, you can say and believe
anything you want, which is anincredible, which is a great,
great thing.
But if the morals of the peopledecline, so do the laws, so
does everything else, and soyou're starting to see that in
certain parts of the countrymore than others, the morals are

(51:35):
now changing the laws to makeit a less and less attractive
place to live, and obviouslyit's a downward spiral.
So I agree with you.
Let's shift back to businessreally quick.
I know you're really heavy ontraining.
I mean, you're really heavy ontraining your acquisition guys
especially.
What does that training looklike?
You know to keep them sharp andto keep improving them.

Andres Olaya (51:58):
Sure, I'll give you five things.
I think I got five good ones inme.
Number one can they teach itback to you?
Right?
I mean, I think that's that'sbeen proven.
Like hey, can you teach thisback to me?
Like, what does this mean?
Walk me through it.
Like how would I understand it?
Right?
So I think that would be numberone.
Number two is just like on abaseball or football or

(52:20):
basketball, right?
They're looking at their tapesof like okay, what did I do?
Did I jump too high?
How did I miss that pass?
Did I make a wrong turn?
So going using some AI andhearing back their calls and
breaking down the calls withthem together.
Number three is they really haveto know how to connect and

(52:41):
create a bond with somebody.
Right, because we've all metthose people where it's like we
meet them for a day or two oryou know, like a night, and it's
like we feel like we know them.
You know they maybe went to thesame school or from the same
town, or like the same sportsteam or went to the same high
school.
So how to build that, how to,so to say it right pun intended

(53:02):
how to manufacture that?
Yeah, how to build thatmanufacture the relationship,
like how do you do that right?
So they have to know how tostorytell and things like that.
So, really, the EQ right, havethat EQ and be aware of those
things.
Number four, I would also say,like, put it on your calendar,

(53:23):
like how to?
How to actually set upappointments, how to advance
people, how to glue it right,because without an appointment,
appointment, if you and I didn'thave this appointment, we
wouldn't be doing this.
If you and I didn't connect, wewouldn't be doing this right.
so how to actually have someoneon a calendar and keep them
accountable to appointments.
I think that's critical.

(53:43):
But it's like, hey, yeah, theysaid yes to the offer.
Okay, well, when's theappointment?
Like, when are we going to bedoing this?
Yeah, and then number five isuh, you know, I like to do team
trainings every day in themorning on different subjects.
Hey, how are we comping this?
What's going on with theinterest rates?
Let's go over these newsarticles so you can tell people.
Thanksgiving is coming up.
Are you wishing themthanksgiving?

(54:05):
How to story tell againdifferent things, um, specific
parts, what's?
Uh, different types ofquestions, right?
Uh, if I'll read something in abook, hey, I want to share this
piece of content with you guys.
Let's go over, let's break downwhat this person is saying.
How are you picking up yourcall?
How are you texting them?
What are you saying in yourtext?

(54:26):
Why don't we try chat GPT here?
Let's use this tool, right,different sorts of tools and
techniques.
Like in the morning, we can goover the title companies.
Right, here's our addresses.
We'll break down specific deals.
Hey, so different sorts oftrainings that have to do within
the script and we do as a teamtogether.

(54:46):
So those are some ways thatpeople can really scale up.

Mario Dattilo (54:52):
Yeah, I know that you're heavy on the education
and the training side, which isreally probably a little secret
sauce of yours.
That's given you so muchsuccess, as you're investing a
lot of time and a lot of effortinto seeing that these people
are very knowledgeable aboutwhat they're doing.
And you know something that youmentioned EQ.
It's a very difficult thing totrain people on and teach people

(55:14):
on, because understandingpeople's emotions and being able
to I guess you could saymanufacture the emotions is not
easy.
That's something that the bestsalespeople are good at is they
can pull on the heartstrings alittle bit.
They can read people's emotionsand understand what they're

(55:36):
coming from not just whatthey're saying, but tones and
read between the lines.
I mean, that's not easy tolearn Anything that you would
say has been an aha moment foryour team, or maybe even for you
, when it comes to sales skillsaha moment or a big thing that

(56:00):
you figured out, and you now arevery um thorough in teaching
people yeah, I, I would say alot of people you sales.

Andres Olaya (56:11):
It comes down to a series of questions, right, but
what the part I think peopleleave out as well is how do you
share details about yourself,like how do you get that person
to know and feel like theyactually know you?
Like that's hard, right, but ifyou're aware of that, like once

(56:32):
we became aware of that, like Ihave to tell them things about
myself.
I got to tell them things aboutmy childhood, how I grew up
here.
I've been to these restaurants.
The title company is locatedhere, it's next to that church.
Like, tell a story aboutyourself as well.
It's not just like, hey, I'mgoing to interview this seller.
It's not just like, hey, I'mgoing to interview this seller.

(56:53):
So it's kind of like making thatorganic connection where it's
like it doesn't feel forced butthey actually know things about
you.
I think that's critical, becausea lot of people are just like,
okay, ask them the rightquestions, you ask the right
questions, this, that.
But at the end of the day,they're going to buy something
based on a few.
A lot of the times, people willsell us for less money because
of how, the way they feel aboutus.

(57:13):
So it's like really having likeask yourself does this person
know who I am?
Because if not, how are theygoing to sell me their three,
four $500,000 home?
Or it could be a million dollarhome in California, right?
So it's like actually makingthem feel like, hey, I know what
this person stands for, I canuse politics.

(57:34):
I can talk about Trump, I cantalk about Biden.
So even me just givingcommentary on those things, I
can probably talk about how Iworked out, how I went to the
park, how I walked my dog, how Iwas at a barbecue.
All these little things.
They start to formulate animage about you and I feel like
a lot of people miss that andthat's critical.

Mario Dattilo (57:54):
Yeah, you're basically saying that they have
to know you as much as you knowthem on a personal level.
You've got to actually build areal relationship and if it
feels one-sided, they're notgoing to be as motivated to sell
to you and they're not going tofeel like they're not going to
be as motivated to sell to youand they're not going to feel
like they're doing business withsomeone that they know and like

(58:15):
, and I think that's that'sthat's phenomenal advice right
there.
I think one thing that we needto work on within my company and
my acquisition team is that youknow they have a seller
questionnaire, they understandwhat they need to get from the
seller and they listen a lot.
They listen to the seller andhear their stories and get to

(58:36):
know them, but I don't know thatwe're necessarily giving them
as much real personalinformation back so that it
feels mutual.
It has to be a genuineconversation and not just an
interview.

Andres Olaya (58:53):
Exactly yeah, because when someone takes
interest in you, they're goingto ask you questions and they're
going to want to know.
There may not be thatopportunity because, again, it
could be a cold call, it couldbe something out of the blue.
They might be embarrassed, theymight be going through some
problems.
But if you start to throw thatin there and I tell you, hey,
mario, I was in this place inSarasota, you know, last week,

(59:14):
it'd be really.
I've gone there Like you don'teven.
You don't even like yourinterest is going to be normal,
you know, organic, because it'ssomewhere you've gone, somewhere
you know, and so we'll, we'llstart to build a relationship
that way.

Mario Dattilo (59:27):
Yeah, that's good , andreas.
This has been fun.
Man, I learn so much frompeople that are in other
industries than me and otherproperty types than me.
I think you just made me a tonof money today, and I hope
listeners pick that up too, notonly from the Novation
standpoint and being able to usethat strategy in another
property type, but a lot of thetraining and tips that you gave

(59:49):
on communicating with sellersand things like that.
It all translates into otherbusinesses and other property
types as well.
So I love what you're doing andI'm actually looking forward to
.
I told Star, my wife, you knowwe need to go down and visit him
.
I definitely want to check outColumbia and I think it'd be a
lot of fun to hang out with youdown there.
Obviously, we've hung out herein the United States multiple

(01:00:10):
times, but I need to come toyour world and go tear up
Columbia.

Andres Olaya (01:00:15):
Absolutely, man.
It'd be a pleasure to host youguys on here, show you guys
around, enjoy, have a great time, great food, so I'm looking
forward to that.

Mario Dattilo (01:00:23):
I'm looking forward to it too.
I got to get over a little bitof a hump here with the baby
coming up, but after that we'regoing to be looking at coming
down to visit you.
So, andreas, number one, howcan people get ahold of you?
And, number two, who should getahold of you to do either
business or learn from you?

Andres Olaya (01:00:42):
Yeah, absolutely.
You guys can follow me onInstagram.
That's where I'm most activeand that's Rio.
And then my first name, Andreas.
My last name, Olaya I'm sureyou can leave it down in the
comments below in thedescription.
And then who should reach outto me?
Man, anybody that's interestedin real estate.
We can do joint venture deals,we can partner I'm happy to get

(01:01:04):
on calls People that want togrow, and then we can add value
to each other.
People who want to come down toColumbia If anybody's coming
down to Columbia, you know Ilove to connect with people.
That's one of my things.
You know, when we talked a fewweeks back, it's just like you
never know what door can open,like have conversations, meet
people, take that meeting, youknow, see where there's synergy

(01:01:24):
and that's one of my things thatI really like to do in life.

Mario Dattilo (01:01:32):
Just, you know, meet other people.
So yeah, guys, I'm going toopen book, so reach out to me.
For sure, andreas is a rockstar man.
I thank you again for doingthis.
Appreciate it, guys.
Thanks for being on and payattention, because we had
another good one coming out soon, take care.

Andres Olaya (01:01:41):
Hey Mario, thanks so much, God bless.
Take care, I'll talk to youguys later.
Bye.