Jared Vidales talks about how he started just three years ago and what his wholesaling operation looks like today!
Watch the full episode at www.realestatedisruptors.com/interview/interview-with-jared-vidales/
Jared Vidales talks about how he started just three years ago and what his wholesaling operation looks like today!
Watch the full episode at www.realestatedisruptors.com/interview/interview-with-jared-vidales/
Jared Vidales talks about how he started just three years ago and what his wholesaling operation looks like today!
Video Replay of Interview with Jared Vidales
Podcast Replay of Interview with Jared Vidales
00:00 Hey everybody, thank you for joining us for today’s episode of Real Estate Disruptors so that we have Jared Vidales with highest cash offer and he’s going to be sharing how he is earning $250,000 a month on just 25,000 in spend. If this is your first time tuning in, I’m Steve Trang broker owner of Stunning Homes Realty, founder of the offer fast homes APP, the only APP you’ll need for wholesaling, and I’m on a mission to create 100 millionaires, so please message me, reach out to me if you need any help at all with your business. If you’re excited about today’s show, please give me a wave. Give me a thumbs up. And as a friendly reminder, I don’t charge a dime for this show. I don’t make any money doing this. So here’s all I ask. If you get any value out of this show, please tell her friend, you can share this episode right now at Tiger from below or telling your best takeaway from the show later on. That way we can all grow together. Don’t forget, this is a live show, so please post your questions and Jared, be very happy to answer them. You Ready? Ready. All right. So what got you into real estate?
00:56 Okay, so I’m going to give you the short compressed version, right? Just like everybody, you know, just for. I worked corporate forever. Um, I’m sorry, not forever, for a couple of years and just like everybody else, I wanted something greater because I just had a different. I just have a different vision for myself. Um, but long story short, you know, I bought two houses, um, west Phoenix, um, had no clue what I was doing. God a got jacked up and every direction you could. Um, thank God the, um, the real estate market was appreciating so fast I didn’t lose, but what got me into my particular niche of real estate was the wholesaler who sold me those two properties ripped, you know, 15 grand on both and a matter of 10 days. And I ripped, you know, 20 grand, 25 grand a pop over a period of eight months, stress dealing with contractors and do that whole thing.
01:43 So I thought on the flipping side,
01:45 on the flipping side only I started flipping houses, turned out I was not, I, I hated construction, wasn’t my thing, you know, you’re adult at year, um, you know, you’re babysitting just adult children at the end of the day. Um, so, you know, I thought, you know, if this guy could do it, his sale cycle super, super short, mind you, I didn’t come from sales, marketing, anything at all. It was actually, um, got my degree in engineering so I have that problem and I’m like, you know, if this guy could do it, I could do it. So I’m partnered up with Danielle, but I think it was on a show a couple a couple months ago. I’m Jesse Hillary, all awesome people to put together this direct homeowner acquisition strategy to bring the concept was to bring flips into the company so we could flip them at extremely high margin.
02:32 Okay. So you want to be direct to seller so you can flip for just pad at the margins.
02:35 Exactly. You know, my, my, um, the sexy part in my mind was ripping those hundred thousand dollars flip checks, right? And the only way to do that was going off market. The market was compressing and um, the opportunity wasn’t there like it used to be. Um, so, you know, what year was this? Approximately 2015. But mind you, I didn’t, I hadn’t experienced this the sexy time, you know, in the Arizona market, um, got in late 2015 and I’m all direct to homeowner stuff. Started with wholesaling nationwide, did about 145 deals in 2015 every metro in the US it was, it was a shit show all with, um, cell phone, docusign into computer, never met the buyers, never met. The seller’s is 100 percent virtual. Decided. Okay.
03:22 And I think that putting a context I, when we’re talking $250,000 a month, you started 2015. That’s only three years ago. Exactly. Not that long. Not that right. So I mean that trying to put this down in any way, but it only takes three years to get here with hard work. Exactly. So anyway, go ahead.
03:37 Yeah. Well, a little bit obsessive is people know why my brain is always going in different directions, but try to hone it in and stay focused. Um, so did that in 2015 and slowly realized like you can’t build a consistent model or operations on the back end for that matter with every market in the US. So, um, you know, we stroke down at 15 markets, you know, the top Metros and some secondary markets in the US and then shrunk down to what we are today, which is just focus on a Phoenix Vegas, Houston and we’ll do a little bit stuff in California. Um, but yeah, that sounds like it got started.
04:13 Awesome. So I’m going from just straight went from flipping to wholesaling. Tell me about your very first wholesale deal.
04:25 Very first wholesale deal. Okay. So, um, it’s actually a pretty cool one. So, um, is actually when Dan, Danielle, and Jesse and myself are partners. I’m Jesse, you guys know, found a property on hubs zoo.com. I’m on Lafayette Boulevard in Arcadia proper. So we picked this thing up from us bank for Eight, eight, 20 or eight 60. Um, took it down all in. We’re in at like eight, eight, 80, roughly eighty thousand eight hundred eighty thousand dollars deal. So I had like go big or go home, go big or go home. Right? So as a group we took this thing down. I had no clue what I was doing, you know, Danny saw this thing, it was like, this is a great deal. It’s by it. I’m like, sure, let’s do it. Right. Um, took, took it down, leveraged it in. I remember we held it for about two months until we found a buyer for it and every month I had like, I had like 30 grand in my bank account and it’s like, okay jared, you’re Tara, you’re turning for the $10,000 hard money payment. And I’m like, Oh shit. Like this is real estate. Uh, so like we eventually I found a buyer, remax commercial broker, found a buyer actually. And we wholesale it for one point, one seven five, so it worked out, so it worked out. So we made about 266 grand on our first wholesale deal. Three ways. Five ways actually.
05:43 Yeah. Okay. So that’s pretty good. It wasn’t too painful.
05:46 Let’s just do banks for the $10,000 payments. Yes, that was, that was pretty painful. So it was on New Year’s Eve, so we all got to cash our checks and eve.
05:54 Okay. So then what were some of your early struggles? Um, so
05:57 my early struggles was, you know, I, I don’t think I realized that what we do today and I’m direct a homeowner acquisitions, it’s not, it’s not really real estate, really what it is at sales and marketing. Um, and back then I didn’t realize that, so I was just really focusing on the assets, not really focusing on the psychology of the seller, understanding what their issues are and trying to deliver as much value as I could to make it compelling enough for them to work with us, um, as, as a buyer. So, um, and at the end of the day, the, you know, this is all a contact sport, the more touches you make up the greater chance of your conversion. So we were, we weren’t bringing enough leads in back then where we could really throw some serious numbers on the board. It was maybe we went to like, you know, this is back in, you know, when we first first started, like before, like all the nationwide stuff you’re doing, bandit signs were handwriting letters and we’re getting maybe five phone calls a week and like it’s not working, you know, we, we didn’t have the marketing down and we didn’t have the sales process down.
07:01 So that’s what really limited, um, you know, from us really gaining traction.
07:07 Well, I think something you hit on there here, right, it’s a sales and marketing and I think that’s true of every business. Every business is a sales and marketing and business. It’s just whatever the other part you do is that second
07:16 have exactly the product or service is like, is secondary.
07:20 Yeah. Okay. Um, so, you know, we were talking about beforehand before we started here about the velocity and while you’d like to wholesale versus flipped, can you talk about that?
07:31 What makes wholesale so attractive to me, and I’m sure many of your listeners are, you know, that for us, our sales cycle from when a lead comes in to when we get it under contract is on average about 10 days and then really good, really good. And then on the back end, on the transaction side, it’s about 22 days. So if you look at the entire sales sales cycle, say it’s, you know, 32 days from when a lead comes in to when you have cash in the bank, 30. I mean, granted you’re leaving, I mean, in this market, you’re not leaving too much on the table by my, by my, by monetizing the back on the flip, but um, it just so much quicker so that you could bring working capital into your business a lot quicker and um, it’s just a lot less headache on, on the flux fix and flip side, which we do, we do a lot of it. Um, but it’s just a lot faster,
08:22 right? And I think the piece that I was like, man, we can squeeze out another 30 percent more, but the resources we have to spend the squeeze out that 30 percent that we just spend it back on the sales and marketing side that you guys are good at. Exactly. So what will you do differently if you were starting over today?
08:39 If I were to start over today, I’m really, I’m really probably span a little bit more in marketing. Bring that lead flow in. Get. It’s like going to the gym, right? You’re going to talk to as many sellers as you can get reps in, you’re going to get stronger, you’re going to get more experienced and you’re going to be able to convert a lot quicker. I’m a lot better with that experience. So bringing the leads in and getting the sales, the seller psychology and a sales process down. So when you do spend, let’s say when you’re starting out five, 10 grand on marketing, you have the, uh, the capacity to convert and you’re not wasting that money,
09:16 right? So get more no’s fast,
09:18 get more no’s, quit faster, get your reps in, get rejected a lot, a lot quicker. Like the thing we do for every new sales guy who comes into our company, first thing we do, regardless of experience, we throw them on a dialer for two weeks straight. The most unmotivated lists you can think of or training before its aroma. Well there’s, there’s like two days, there’s like two days a scripting like this is what, this is the um, this is the scripting process like you need to follow, go follow it, but you’re gonna get your ass kicked. And the in the bullpen, the point is get their ass kicked. I’m sooner, have them get the reps and have them fail a lot quicker. So you’re practicing overcoming those objections like a lot easier on the crappy non-distressed list. So when it’s game time, when at $100 on PPC lead comes in, it’s not, you’re not practicing on that lead,
10:03 right? And all of that nervousness to exactly is out the window. Cool. I liked that a lot. Um, what do you attribute your success to?
10:14 Great question. Um, I don’t want to sound Corny, but a lot of success, I are a lot of my success I attribute to is probably a lot of. It’s Danielle, she came from the industry. She’s been doing this for like eight, nine years now. She has a ton of the experience, literally everything I know about the logistics of a transaction, how to structure, how to do everything comes from her. So that got me up really, really, really, really fast and I cut my learning curve by a lot. I’m also, man, I guess it’s just my, at the end of the day, I think it’s just my personality, you know, to, you know, I know what I want. I, I, I roughly know how to get there and I’m just, I just executed at the end of the day.
10:58 Well our friend Jesse shared with me that the reason why you’re so darn successful, you’re a master of systems. I think that goes back to your engineering degree. Right, exactly. So I mean, you were, you were an engineer for how long?
11:11 I was an engineer for about two, two and a half years.
11:14 Yeah. So you’re able to leverage some of that technical knowhow.
11:18 Yeah, the technical knowhow, like my brain works in sequences. So being able to sequence every process out, even including the sales process. People think sales is so, so jack subjective, how do you build a process around sales? But if you don’t have a system, that is how it works. If you don’t have a system that’s how it works and you’re not able to identify where were the issue is and if you can’t identify you can’t fix it. So, um, a lot of, a lot of how my brain functions and then also just lost my thought. Um,
11:48 we’re talking about systems. Systems. Yeah. Anyway, okay. So, uh, obviously we have a lot of friends in town that wholesale, right? If we’re not the most competitive market, I would like to know who is, who is more competitive than us. What, how has your operation different than all our friends?
12:04 Like? Um, Kinda like, what I’ve been touching on is I treat my operations like a true sales and marketing organization. We take, and I’m also a lot of the systems and processes. Our sales guys, they only focus on sales, they focus on holding, I’m building the rapport, managing the seller communication and just as many touches and moving as many balls forward every single day as possible. They’re not even underwriting. We have a full time analyst and underwrites all the assets so they’re not thinking. So that’s, that was one of our issues in the past was our acquisition guys were underwriting, underwriting all the deals. And so when they’re getting on the phone to propose the offer, they went straight for the numbers. When obviously you’ve got to warm it up, you got to go through to deal killers and do all that before presenting the offer because he want to elevate the pain.
12:53 So when you’re coming in, you know, what the offer, it’s not that Delta, that gap isn’t in their mind that big. Um, so being able to process like segment all of our departments, our underwriting department, our sales, our sales team, transactions, everybody knows their part. And um, it’s just, we know exactly what return we get on the marketing. So everything, if you look at the organization as a whole, it’s an, it’s just one simple equation. We know for every dollar spent we get x amount of dollars out and everybody is measured, um, that, that aligns with that exact strategy to make sure it all flows down and aggregates the exact number that we expect to see out on our marketing.
13:34 So, you know, what’s funny is like, I think if you were to ask, um, you know, average person, like what, what is, uh, uh, an investor that at cash investor do it right? You got to have this image of this guy that’s like sloppy, right? He’s coming to your house and he’s just trying to low ball you and this and that, right? You don’t think of it as a business. And that’s the thing that I really love about what I started with, with Keighley. What I see with Jamil and Josiah, I see the, Carla’s sounded like what you guys are doing, like you’re running a business, you just happen to be in wholesaling. Exactly. Exactly. So it was really fascinating to see, like you take a lot of the principles that make businesses successful and just applied the wholesaling, which has higher margin.
14:09 Yeah, absolutely. Fast money, high ticket items, you know, it’s, it, it, it’s very little
14:14 creative. Yeah. So as far as sourcing deals, I mean to get 250 k, like what were our top three, four sources,
14:23 top three to four sources. So as you know, we’re owner direct on everything like 99 percent of the time. Um, so our main, I guess sourcing marketing channels kind of. Same thing. I’m telemarketing, we have a um, we have a call center down in Mexico. I’m also a lot of sel online stuff, PPC, Arviat, like all the, you know, everybody’s doing the same stuff at the end of the day. It’s just like for me, it’s being able to have the sales process to a on the back end to monetize that. And also the, the, the lead management process as well as super, super important because for us, um, you know, we’re producing so many leads a day and being able to prioritize and process those leads that that’s the key, I think to strategize your follow up exactly the followup, how you process them, how you deliver the offer, how you talk to them, how you identify the person all the way down to the personality type is what I think converts the leads. Everybody’s getting the same. Exactly. It’s everybody’s cold calling, everybody’s doing online and you know, granted some online guys have a competitive advantage and can know how to rank higher, but it’s all the same stuff at the end of the day. It’s the operations and the sales process that ultimately convert.
15:35 So there’s no particular list that you prefer over any other,
15:37 to be honest, like my distress in my non-distressed lists convert exactly the same.
15:42 Yeah. Interesting. So that’s a very different answer than everyone else. So that’s cool. What does your organization look like today? I mean, obviously you mentioned earlier you got analysts, you’ve got some acquisition guys. Um, so what are the different roles how many people we have in beach,
15:57 right? So if you look at it from, like I just mentioned departments, I’m in a sales department. We have, as of today, we have five full time acquisition guys. Um, we have one analyst. So the acquisitions guys, what is their responsibilities acquisition guys? Responsibilities are to um, I mean honestly, it’s just me managing relationships, so they have their pipeline, they’re getting, you know, between 10 and 15 new leads every single day, staying on top of their new leads, managing their followup bucket, prioritizing or follow up buckets and then proposing and making offers.
16:31 Well, 10 to 15 a day is really good. Yeah. Alright. Okay. So then you got the analysts
16:35 and then um, oh, I guess I’m over the top of that. We have our sales manager who manages all the sales guys because I mean salespeople, I mean they’re all prima donnas. They, it’s like hurting cats, right? So like for me, for me to be stretched further and really try to grow the organization, that was super critical, that took so much time off my plate. Um, so they, he manages his main focus is growing the sales team and uh, both quantity and quality, so I’m constantly recruiting, bringing a brand new sales guys on and then refining them, making sure that they’re constantly growing, constantly learning what our specific niche kind of demands. Um, then our analysts, she underwrites everything, so she’s doing pre contract analysis. So once a new lead comes in, sales guy qualifies it, right. And then if it’s, if they figured out it’s qualified, sends it to the analyst, she underwrites it based on what the seller note condition conveys, puts like a kind of a Ballpark, a target price, and a Max offer price, sends it back to acquisitions. They’re delivering those offers and neither were in negotiation stages or would they accepted or denied? Um, you know, thrown. We’re in negotiations. That’s one more thing for them to follow up on. Um, so that’s how the, that’s how the analysts kind works with the acquisition team. Then obviously we have our transactions, girl, we have um, our bookkeepers and then we have myself, we have Danielle and I think that’s everything. Yeah, this position person. Oh, and a dispositions. Yeah, yeah, exactly. And a disposition guy full time.
18:06 Okay, so just to clarify, because I know, I know there’s different ways of doing business. You guys do everything over the phone.
18:13 Everything, I want to say a hundred percent but probably like 95 percent over the phone, but because we’re in, you know, virtual markets as well, we have no choice but to be 100 percent on the phone in those places. If we’re in Phoenix, if like for example, you know a seller is old and doesn’t know how to use tech or if somebody’s on the fence and just needs that, that in person touch to close because that’s just how they communicate what we’ll go out to the appointment, but we, we like to stay inside. I’m simply because we’re able to make more offers. We’re able to manage our crm because we have so many leads. The pipelines so big that you’ll have, you know, 30 new texts a day from sellers and then you’ll have ms dot calls. You’ll have new web form coming in and you have to answer those live. We have so many variables that come in, it’s almost like our sales team is like a fricken high octane, just fueled on caffeine. Just it’s, it’s, it’s cool to see. Um, but yeah, we’d like to keep it all in house.
19:07 That’s incredible. So I know you can’t really answer this question because you, you have your own call center service, but like approximately how many fulltime cool colleagues are working your, your stuff
19:18 we have for our own campaigns, about 30,
19:21 30. Wow. Okay. Um, and so how do you pay those guys?
19:27 We pay them by the hour.
19:28 By the hour. And they’re in Mexico you said? Right.
19:32 They’re in Mexico. We pay them by the hour, by dyler time. We don’t pay them for just sitting on the seat for and taking a lunch break and the gardening or whatever. Exactly. So it’s all on dialer time and then we pay them by the hour and it works out pretty good. Okay. And then as far as acquisition, how do you compensate the acquisition person? So acquisitions. So the way we onboard a new acquisition guy from, from day one, they get a $2,500 drop base for the first three months, plus 10 percent of the gross assignment income from all the deals that they produce. Aside from that, we have kickers and spiffs, um, because we have a large sales team and we love the internal competition. It’s so much fun. I’m the person who gets the most amount of contracts for that week. It gets an extra two point kicker on top of those, um, of those contracts. Very cool. And, um, and then on top of that, it seems like I’m giving away the farm, but it’s, it works out well. I’m each salesperson and goal is a million bucks a year. So, um, every quarter if they hit their quarter million for the quarter, anything above that, it’s an extra five percent kicker on top of that.
20:34 Amazing. Uh, and then your analysts, how do you help compensate the analysts?
20:38 Um, she is, um, pure, pure salary here that make sense, what that road is one of the mixture and then a disposition person. So dispositions, um, right now, um, and I, I got to kind of bring them over, but um, he was in a tryout phase, we’re giving him no commission and in five points on the gross assignment income, um, but when probably starting January first, if he’s listening, um, we’re going to put them on a, on a two and a half percent. I’m a point or two points on the gross assignment income just because like we’re, we’re scaling our marketing and obviously when you scale the marketing that the assignment revenue will grow proportionally. So like if you think about it, if an acquisition guy is making 10:10 points on a deal in a disposition, this guy’s making two and a half points. You need m five acquisition guys to make the same amount as a, um, as a dis, roughly the same proportional amount. So yeah, two and a half, a two and a half points onto dispo side.
21:34 Okay. And then, uh, Colin Farrell. So Colin, uh, he wants to know tips for building a massive buyers list.
21:41 Hmm. Well, I have this very proprietor. Now I’m not going to say, um, okay. So tips are building an I’m a data guy, right? So the great thing about our product and service that, that we deal with, everything’s public record. Um, go on core logic or Adam data and find her county, pull all Llcs, right? And then, um, if you want to find the top guys, I don’t know if this is too detailed, but if you want find a top guys, take that sheet, say it’s 50,000 buyers. Um, you can make a pivot table, sort it and see who’s holding the most amount of assets in that area, but that doesn’t necessarily mean that they’re fixing flip. It could mean, you know, they bought back in 2009 and they’re holding on her 100 homes that are not buying anymore. So limited to the last one year, buy a list and then take those llcs a skip, trace them, find the owner’s, pick up the phone, give him a call.
22:34 Okay. And just to clarify for you guys, um, I would definitely not recommend learning how to pivot. I would go on to fiverr and have for years for five bucks.
22:42 All I do, I just, I’m just going to excel like more than I’m doing
22:46 great. Yeah, I mean I recently learned in the last 12 months had to pivot. Um, and then so yeah, call them the, lock them over the phone. So we got that and then um, okay, so that’s, that was all the questions and guys please do ask more questions. Um, so we were talking compensation. Who’s in charge of the KPIS on a Georgia? The kpis. Okay. So you look at them daily, weekly.
23:10 I look at them once a month, once a month. So what we do is, because we’re so heavily reliant on converting the marketing spend, our target is a 15 percent of the cost to the revenue. So if I’m spending, for example, um, you know, and, and I guess the podcast case, 25 grand I got to be making at a minimum, I think it’s like 2:30 on that. Um, for a 15 percent of the, of the cost of the revenue that comes out like six point six times your marketing span grows. So, um, the many of the things we look, I mean, do you want me to tell you like look at, um, I think this is super, super important because the thing is now that we’re trying to scale, we’re trying to go from 25, 30 a month two, I’m about 85 grands come q four of next year among law, right?
24:02 So if you said I’m going to go from 25 to 85, I’m going to say Holy Shit, like, God, how the hell am I going to lose money? Like it’s very uncertain. But the thing that makes that builds a confidence is, like I mentioned earlier, is building that equation. So we look at, we look at everything from, I guess starting in the upper left hand corner, we’re looking at a volume of leads per month. How many of those are qualified, right? Because qualified or a volume of leads doesn’t necessarily mean qualified leads. It could be the white pages. Exactly. And then we run the cost per lead only based on the qualified leads because some lead sources are less qualified than other lead sources, right? So some people may think like, Hey, PPC is ridiculously expensive, my cost per lead is 200 bucks, but you don’t know that you’re, you’re qualified ratio is 60 percent.
24:53 Some people may say telemarketing is amazing because I’m making a lead at 2025 bucks, but you’re qualified ratio might be 20 percent. So if you actually look at the cost of a true qualified lead PPC, my, my PBC crushes it out of all my cheaper lead sources. And it’s also the highest grossing Roi. So being able to understand like where you’re most effective lead sources are relative to, you know, the revenue, how much gross assignment income each channel’s producing. And then we also break it out by market. So then we could also understand, hey look, I’m California’s underperforming. Let’s reallocate the marketing dollars to Phoenix or vegas where we’re, you know, one point five times the gross revenues, let’s, let’s make those. We were able to make those decisions a little bit more and everything runs out to the very end, which is just Roi. And what a lot of people don’t realize is they’ll look at Roi relative to time. They’re just looking at, you know, 300 percent or 500 percent, but is that over a six month sale cycle or is that over a two month sale cycle and PPC case? So running it relative to time to understand, hey look, this is our highest performing marketing channels. Let’s double down on our, on our highest ones and um, and just, and just go from that stretch.
26:05 I mean that’s a whole nother level, right? And I think that’s kind of like, I think a scaling up a was that, you know, how fast the money comes back. He, it’s not just what the return on investment is and like you said, is how fast that money comes back in as well. So very, very interesting point. I think you’re going to have to, like, you could probably sell like an MBA. You explain all that to somebody. I am not a finance guy, but it’s crazy, right? Like, but this is what it takes to be this successful. Uh, what you were talking about your Houston Vegas in here, right? Uh, so we’re, we’re talking about the monthly marketing 25 k. So what is your monthly overhead like what does it cost for you to stay in business between 25 and 30 grand a month and on top of the marketing
26:44 on top of the marketing. Okay. So that includes, um, building lease includes, um, base salaries for the support staff. Um, all the toilet paper and coffee that these guys drink. Energy drink like team outings, like everything, it, new computers for sales guys, um, gas, the whole, the whole Shebang.
27:03 Very cool. Um, so Isaac soulless wants to know what does your day to day tasks consist though? I imagine it’s got to be all over that
27:10 place. A day to day tasks. Like we’re still very heavy in the operations because I want to make sure the team right now is, is super, super strong because if there’s one, if there’s one weak point in the equation when we scale, that weak point is going to come out and it could just be a African, you know, missing link, right? Yeah. So making sure the team is super, super strong. I spent a lot of my time on continuous education, on constantly refining my analysts to, to, to learn how to underwrite specific neighborhoods, different markets, whatever it is, returns. And a great thing about an analyst is if you, if the market shifts or anything ever happens or who knows, I have one point of failure where I say, Hey Kayla, you’re underwriting San Francisco at 20, at 20 percent. Rather than communicate to sales guys, you don’t hear anything anyways.
27:59 And uh, hey guys, we’re community or we’re underwriting at 20 percent. Like it’s, it’s just, it just doesn’t happen. So I could train one person on all the numbers at any given time. I could pivot, I could shift whenever I need to. Um, because it’s a lot easier. And um, so training, right? Training, refining the systems, refining a crm, may, uh, working on the lead sources to making sure the lead sources are producing and then managing the higher level Kpis and uh, to making sure that we’re hitting numbers. We’re staying on track and also training my sales manager on how to manage the sales team to making sure that they’re hitting numbers. And they’re staying on track and they’re growing our team and just quality and quantity.
28:39 So you’re coordinating or dealing with the sales manager? Yes. Okay. Awesome. And rolled a radio. God wants to know if you have $500 to spend $100, $500, what would you spend it on for marketing?
28:53 Um, probably gas to drive for dollars, gallon gas industry. Um, I mean honestly, like if I had. Well, I mean if you’re in Arizona market, I would probably just hop on monsoon, all those little red dots you see on monsoon. That’ll pre-foreclosures. I’m go hop on there. Go find a skip tracing website called the homeowners.
29:15 Yeah. Well I think you didn’t have to have monsoon, right? You just go into zillow or Zillow, correct. Yeah. Um, okay. So are there any services that you offer? I know that, you know, one of the benefits of being successful in your industry is that you get to create systems that work for you and then you can offer that to someone else as well. Is there any services that you have available
29:37 now? I’m, I’m so focused on the operations. I don’t have time to really offer any other services, but something I am a copartner in is a, um, a company called call geeks called day. Um, it’s the team in Mexico where we’ve trained these highly, highly trained. I’m not va’s but pretty much just sales guys to make outbound calls and prospects. And that’s what a majority, that’s probably what 65 percent of our pipeline is his leads from our call center. So we offer, if you go to [inaudible] dot com, that’s where you could find more information about our telemarketing services. And then also, um, we probably spend half our marketing expense is, um, is pure data. Um, you know, I have an affiliate link with, um, with, uh, with a skip tracing website, probably 10 grand of my costs comes directly from skip tracing, like no lions, ridiculously expensive, but, um, but in this day and age you have to be proactive on getting in touch with that homeowner and that’s how we do it. So if anybody wants any skip tracing, just reach out to me and um, I’ll punch you in the right direction.
30:40 Cool. Um, and then, you know, one of the things that I saw from some other people posting, it’s like, this isn’t work right, this wholesale and he’s a scam. You guys can’t, you know, I’ve talked to some homeowners, I can’t, I can’t get them to down whatever. What would you say to them,
30:57 man? It’s like I tell my sales guys, you know, if you’re relying on one motivated seller and that motivated a motivated seller doesn’t work out, you’re not eating for the month, you got to build a robot, a robust or the poor guys, they get paid once a month. I get to build a robust pipeline. He can’t be highly leveraged on like a couple maybes, build it big. So if like one or two fall out, you have a couple more to fall back on and you have the end of the day, you gotta bring the opportunity into the door, right? It’s twofold. You’ve got to bring the opportunity into the door as far as marketing and you have to have the state sales competency to close it on the back end. If they’re saying it doesn’t work, either they’re not bringing enough opportunity to the door or they don’t have the sales competency to close it. Right. There it is. And maybe consistency.
31:46 Maybe slight possibility. Uh, so residencia a cooler wants to know, uh, where are you pulling your list from?
31:57 To be completely honest, I’m, I’m pulling list straight from the county just because it depends. So you have the county, we have list source and we have Adam data. Adam’s spell a, t, t o, m m, there’s a subsidiary of a realty track. I think everybody knows who they are. Um, so we’re pulling a. We used to pull off from corelogic and Adam data, but now it’s more county because we’re probably reaching out to probably over a million people every single month. And as you can imagine, that’s a crap load of data and if I’m, that’s the whole reason why, if I’m just targeting distress data on blowing through that and like a day. So my only option is to pull entire counties and skip trace it. And if I’m pulling an entire entire county from, you know, a vendor, you know, it’s like probably 20 grand, so I’m going directly to the county getting the CD for like $500 bucks and I’m just using that.
32:48 It’s going to Maricopa county records and getting a CD,
32:51 Maricopa county records, any they even offer, um, it’s everything. It’s a, you have your apn, your first name, your last name, mailing property, asset, class, zoning, the whole Shebang, everything you need to sort it out, throw it into a batch, skip tracing software and get all the data you need.
33:07 Incredible. Uh, okay. Um, we were talking about earlier, you know, there was some things that you do need help with your business. So, uh, particularly, uh, particularly, um, personnel, right? Yes. Uh, so what you, what, uh, what do you need help with right now?
33:21 So like I mentioned in 2019, we have a pretty aggressive growth strategy. I mean almost quadruple, no big deal. So, so right now we currently have five sales guys and we’re spending that 25 to 30 grand a month. By the end of 2019, we need to be at 11 sales guys and we’re going to be spending that 85 grand in marketing. So anybody out there have to be local here in Maricopa county who’s looking for a sales position or more of an acquisition position? Um, I’m, I, I want to interview you. They’re looking for as many qualified sales guys as we can to top 25 percent out there. If you’re interested at all, I’m just reach out to me. I’d love to talk to you.
34:02 Cool. So anything else besides those associates are just sales associates?
34:05 Um, yeah, analysts, our analysts is slowly, um, you know, at our capacity to overwhelmed. Yeah. So more of like, um, you know, an intern or an assistant. Somebody who has underwriting experience. Again, we underwrite and Phoenix, Vegas, Houston underwriting and markets other than Phoenix is not hard. We have mls access everywhere. So a great thing,
34:26 but our market and that might be why we have so much competition. Every house, almost every house is the same.
34:31 Exactly. There’s the great. I mean, the thing about going into Houston, everything we bought, house foundation issues. You have a house from 1954 on the west side. I mean it pristine, but I’m looking for um, analysts, underwriters, somebody who could assist our full time analyst and um, and, and help us out with more products.
34:48 You know, when I was trying to hire real estate agents back in the day, um, we found a lot of people that, that kind of experience in the WP Carey school. We’re trying to get to real estate. So you might want to take that idea. Um, okay. I had somebody reach out to me recently as well asking me about coaching. You know, I told him like, you know, I already spend money today. I probably would start with, I probably saw we roughly have vargas. Yeah. But what would you say if someone was looking to get coaching?
35:12 Depends on what type of coach you have, like your, your, your business and like systems coach that, you know, they’re developing the blueprint with you and helping you execute and holding you accountable. You have sales coaching, you know, for that. I recommend John Martinez, he’s been freaking awesome. I’m also, I’m Jack Daly, Jack dailies a frigging beast that guys built like six organizations of 2,500 sales guys and sold them all off. Um, so if you want, if you want sales management and sales training and how to develop an awesome culture and, and keep everybody in line and get aligned and accountable. Jack Daly, John Martinez are the best, um, on the like business blueprint side. Rafael and I know Carlos and sour on here. They’re really, really great as well. Um, I would just see which personality fit with best and go with one of those guys.
36:02 Cool. That’s awesome. Uh, so you mentioned earlier a very beginning of the interview we were talking about you’ve got your follow through process ranking, prioritizing who you’re calling. So what crm are you using to do all that?
36:15 So just like everybody in this niche of real estate, you know, we use podio. It’s not exactly the smoothest crm works for now. Um, but yeah, we have podio, um, built out. I’m actually, I’m Sal Shakira helped us out pretty much retrofitted it to, uh, to our exact sales process and business. Um, so just out of podio and we have a bunch of other ancillary tech that kind of talks to it as well.
36:42 Was a Carlos posted last night sal broke or hit their limit?
36:46 Oh yeah. Send me a picture a couple of days ago. The $55 million flows a flow. Shut him down for the month.
36:52 Yeah. You found the limit. If they say unlimited, he found the limit. Uh, so Gustavo says, Diego wants to know how you did that taxes from the money you pay in your call, your call center. How do we deduct a task considered marketing or employees? I would say marketing. What would you consider that?
37:08 I just consider it marketing, but I, I look at, I don’t, I, I try to tie everything to a specific marketing campaign. So for you know, I have, I have a cold calling, sms, PPC, rvm. I tie all the cost of labor in any vas that assist with the campaign lists and skip tracing all total adopt to that one campaign. So in this case, the Va’s, they, all their labor goes under the telemarketing campaign cost, but taxes, I don’t think we paid taxes. Yeah. Good. It’s a good system. I mean not, I mean, not like irs. We don’t, we don’t pay Mexican taxes.
37:46 Irs ignore that last comment. Uh, and, you know, run around it, right? Of course. Yeah. So he says, uh, you know, wants to say hi from Houston itself. Uh, Haley I’ve ever thought about using a call center to help me answer calls and set appointments for yourself. So an inbound call center. Do you have anything like that
38:02 on? The thing is we don’t really go on appointments, so if we, if we hired actually it’d be really, really effective. Um, what we do is qualify the lead and then they push it over to our crm and our sales guy that then makes a determination if that’s qualified or not qualified. We don’t want to leave that determination up to the va necessarily. Yeah. So I’m all inbound, I’m all comes into our sales floor, so our inbound from our website calls, like any, like super distressed campaigns, um, you know, how people like bill send an rbm and send it to voicemail if it’s like a pre foreclosure list. I just wrote that on a simultaneous called to our sales floor because they’re higher priority calls. Um, but everything is aside from the telemarketers who are, who are doing the prospecting and they get the call back. So those all go back to that, back to the center. But anything that’s inbound that’s already a qualified lead comes into our sales floor.
38:58 And I guess that round Robin Round Robin or whoever is closest to the phone, simultaneous calls. So everybody’s phones ring at one time. First one to pick up gets the lead was hungrier. Whoever sound rear. Awesome. I love that. Uh, okay. Are there any other tools or systems that you can live without?
39:16 Tools? Systems besides the ones we kind of built ourselves like probably like a call rail. Um, our dialer. Yeah. What do you use for a dollar? So right now we use an x five. Why tell product? Um, it’s, it’s pretty good. Um, but we’re thinking about transitioning over to a new dealer. That’s what our, that’s what our um, our tele or center uses. But I’m thinking about, and this is pure testing phase, putting our entire team on a dialer. Um, so they’re, they’re all connected and um, and have live inbound transfers from our call center over to our sales team because the thing we think we found out was a lead that comes in from the center. There’s like a 50 percent chance that we’re actually gonna they’re going to pick up the phone and we’re going to continue the conversation.
40:06 Right. That’s the hardest part of a handoff.
40:09 Exactly. So being able to shorten that are close that gap rather and just have it have like there has to be a certain amount of check boxes. I think they would have to check off before transferring, like do they want to sell within 30 days and is there any low points of motivation and if there is transfer them over regardless of price. So we continued the conversation and either choose to tie it up right there or put it in a more high priority, get it to underwriting and get it back so we could deliver an offer.
40:35 Cool. Awesome. Uh, what would you do if the market slowed down or take a dip?
40:42 So the great thing about our model is we make money in an up market and we make money in a down market. So I’m from a more of a, like a holdings perspective right now. We’re Kinda, we’re putting the balls in motion on how to structure certain types of funds so we could, um, so if that, when that time ever does happen reason this reason, this period between whenever, whenever that is, I have no clue when that’s going to happen right away. But, um, we’re, we’re getting, we’re building rapport with private money guys. That’s why we’re flipping. We’re, um, we’re showing that we’re getting them a track record showing them that we’re reliable. We do what we say we’re going to do. So when the time comes, we’re easy to pull those funds in for a larger, larger aggregate pole. So we could then go buy those assets strictly on a cap perspective.
41:26 Yeah. That makes. That’s sounds like you’re ready for, uh, what is your why?
41:33 What is my why, you know, as I always think about this and like, so my why is. So the thing went out when I was growing up was I’m like a super convenience guy. Like I’m about, I’m the guy who was sell my house to a wholesaler because it’s quick and easy. Um, so like saying that like, like turn, like worrying about stuff like turning off lights and like, uh, not like going someplace and not wanting to buy whatever I wanted on the menu. Like it sounds stupid, but like I want to do whatever like I want to do at any given time. Like, so being able to achieve that I guess. I guess through like money I got money, money solves, solves a lot of problems. Does it solve all the problems? But I’m more than 90 percent of them and more than. Yeah, when you say money doesn’t buy happiness, you don’t have any. So a boiler room. Um, I always like to think of a WHO’s that Danny, who’s a, um, he had a show on comedy central versus like, you know, like you say, money can’t buy happiness, but ever seen a guy on, I’m on a jet skis, frowning.
42:47 Um, so just like, just being comfortable, it’s that peace of mind knowing like everything’s okay. I think it’s what it really is, so peace of mind and it’s not really a financial freedom is really just freedom. Complete complete freedom. Exactly. Awesome. I say that now I say like I want to, I want to build this company and build this cash flow business so I could go like not do anything but like go, like travel. But like my personality, I always think about it like I’m always, it just, it just goes to never retire, never retire. I’ll try. Uh, what is your superpower? My superpower? Probably honestly, probably probably the systems and processes side, being able to break down an issue and then systemize it, um, in, in the most effective way. Efficient way possible. And I’m, my biggest problem, not super power is probably delegating.
43:44 So I can build, I can build the system all day. That’s the challenge. If people are good at things, I can delegate. I hate, I, I don’t want to be the, I don’t want to be the best. Um, because like, um, like the frigging, like if you look at the, I forget what it’s not rich dad. It’s like that quadrant and like personality quadrant. Like I’m the, I’m the on the ass, like I’m the fricking surgeon that could get down and like do it. Uh, I can’t, I, I just gotTa get away from that, you know. So like I’m really good at building systems but being, being able to have somebody manage that system and, and execute and complete it. Um, that’s kind of my weakness. Interesting. Um, what is your favorite best or most interesting failure man? Curveballs? Yeah. I’m most interesting failure. Um, I don’t know, maybe maybe on, you know, when I was doing the flips and construction maybe I realized that wasn’t something I wanted to do. I think it’s like, I don’t have like any, like big failures are a bunch of like little micro failures that happened like almost every single day. So like every single day I’m learning, I don’t have like, you know, I crashed my car when I was drunk and now I don’t drink and drive anymore. It’s like I, I try to make the best decisions I can and like as things come up, these little micro failures, I just, I just log into the back of my brain. Does that never happen again?
45:08 Justin’s who you guys you go. Exactly. Okay. And then Chris Jackson mentioned that there’s a smartphone to io that I don’t know if you know her, did that, but excited podio and hasn’t has a multicellular. So just something he pointed out there. So, uh, what is the ending of the show? What is one thing that you want to leave with the listeners?
45:31 Um, well, so if you’re, I guess if you’re just, you know, just getting started and we were all there at one time, right? Yeah. Like the biggest thing was like it just, it’s just understanding what you want because in real estate there’s a thousand ways to skin the cat and make money.
45:48 That’s crazy in the real estate agents, how many different ways there are to make money in it,
45:52 so it’s so easy to get shiny object syndrome and we all do it and that’s a big. My biggest growth like when I first started like three or four years ago was let’s start a fricking direct mail center. Let’s do this. Let’s see. Like an egg. We never focused. Nope, we’re never align on one singular focus. One target, one number. And what I’ve done now is really trying to pull it all together. I mean, yeah, you get distractions, but you just gotta like put your like horse blinders on and just go. I’m so anybody just getting started pick. I mean yeah, I figured out what you want to do, pick one thing and don’t get distracted. Like envision, like the mentally vision, what that looks like because thing is you have to paint the picture for yourself. If you don’t pick the picture and you’re not already living it, you don’t know you, you already don’t, you don’t know what it takes to get there. So figuring out what that is, paint the picture, have like some compelling vision that’s compelling enough for you to actually get out of your ass, get off your ass and actually take action and take a little bit of risk and just go for it.
46:51 That’s amazing. Um, and you know, again, that’s under sell what you’ve done, but you know, $250,000 a month, like it was only three years. You put your head down, focused, know your vision and go after it. It is possible you’re living proof and I think that’s awesome. Exactly. All right, so guys, don’t forget, we do have the monthly meetup tomorrow night for 30. Jamil is going to be talking about how KeyGlee works. He’s basically giving a presentation on what KeyGlee does. Beast. It’s unbelievable when you showed it to me, honest, as little intimidated or you to record that because I’m not going to be here so I’m not going to. Yeah, I’m actually talking to her. I but recording it, so we’ll see how that goes, see how it works, you know, I’ll be the first time we’ve done it a, but it’s actually very intimidating what they’re doing. It’s like, I don’t know if we can catch those guys. Yeah, well they’ll share it to anybody. Just give me the video. I don’t want the competition competition. Um, and the next week is going to be our last episode for the year and we got Max Maxwell flying in from Carolina. So that’s going to be an awesome show. So that’s it. Thank you guys for watching and thank you. This was incredible. Appreciate it. Thank you.
Jaelin White talks about how he wholesaled his first deal in high school in the super competitive market of Phoenix, and is now wholesaling virtually in three markets.
Watch the full episode at http://www.realestatedisruptors.com/interview/interview-with-jaelin-white/
Jaelin White talks about how he wholesaled his first deal in high school in the super competitive market of Phoenix, and is now wholesaling virtually in three markets.
Video Replay of Interview with Jaelin White
Podcast Replay of Interview with Jaelin White
00:00:00 Hey everybody, thank you for joining us for today’s episode of Real Estate Disruptors. Today we have Jaelin white. What’s going on man? How you doing? Doing good. So He’s here to share how he started wholesaling in high school and it’s not running a massive wholesale operation at age of 21, 2120, just turned 22. But yeah, just crazy crazy. Uh, have this your first time tuning in. I’m Steve Trang, broker, owner of Stunning Homes Realty, founder of the offer fast homes APP, the only app you need for wholesaling. And I’m on a mission to create 100 millionaire. So please message me if you need anything at all with your business. You’re excited for today’s show. Please give me a wave, please give me some thumbs up. And as a friendly reminder, I don’t charge a dime for this show. I don’t make any money doing this. So please, here’s all I ask.
00:00:42 This is what it costs for you to listen to this show. If you get value today, please tell a friend. Either share this episode right now, tag a friend below, or tell me best takeaway from the show later on. That way we can all grow together. And don’t forget this is a live show. So please post your questions. Jaelin’s happy to answer. We’ve got some of the questions from you guys beforehand, but we got a uh, this is definitely a q and a for all you guys are watching right now. You Ready? Absolutely. Let’s do it. Alright. So what in the world get you into this back in high school?
00:01:13 All being broke. First off, everybody sees me in, you know, you see the hair or whatever and you just assume that kid has rich parents. Like every single time I mentioned I’m in real estate. Oh, so your parents in real estate to like, no, I was broke. My parents moved away and I was kind of couchsurfing and um, seems like such a long time ago now. But couch surfing in high school. Yeah, because they moved away. But I was in love, you know, I’m married now so I was going to fight my way to stay here somehow. So I was, yeah, 18, um, well 17 even, you know, when they moved, I wasn’t at my grandma’s and I just caught it, kinda started sleeping around on her, her parents’ couch, friends’ couches, stuff like that. And I wanted to make money. I mean, I want him to have a Lamborghini.
00:01:57 I was, you know, what kind of 18 year old doesn’t have those kinds of Greens, you know. Um, and I went to one of the free seminars and by the way, which cameras on, I don’t want to be looking at. You guys are like, this guy’s crazy. Um, they, they, they, they rotate it. Perfect. Yeah. So went to one of those free rich dad poor dad seminars and just heard about a wholesaling. Her Dad actually paid $300 to go to the, to send us to the paid seminar because he’s like, you know, your entrepreneurial, maybe you guys can buy your first house with what you learn. And he’s not rich. He’s a truck driver, you know, he’s far from being rich, you know. So that was it. Always just a bet on you guys. That was a very big bet and it’s funny too because he has an Ebay store and I’m about to buy him a course for, is Ebay store to grow, kind of like return the favor, you know?
00:02:41 Right. Um, hopefully it makes a lot of money with that. But um, yeah, so we went there, didn’t learn much because obviously they’re trying to pitch you on 30,000, $40,000 training, which is respectable. I’m sure people, you know, kill it with that. But I didn’t have the money. So, um, I went home, got on Youtube, Sean Terry, obviously, you know, a bunch of these guys and you know, went to Shawn Terry’s meetup and just saw it was possible. And obviously I had a lot of late nights like anybody, I’m sure some of you guys may be sitting at home, have late nights, like, man, I don’t know if real estate’s, maybe you’re doing deals. You’re like, man, I don’t know if I want to continue in real estate, you know, we all, we all have those thoughts, you know. And so I was dealing with those, you know, starting out.
00:03:21 But I ended up closing my first deal and made 12 grand before high school graduation is two days before graduation. And then you and you pulled Alex and do this too. Yeah, I mean the dude took massive action. So I mean, I guess I’m. All he saw was that it was possible. And then thank God he was going to join the navy. Thank you to everybody who serves our country. But I talked him out of it luckily. And uh, I guess I was Kinda decent at sales so we didn’t go to the navy. It was going to go to college, didn’t go to college. Look, I mean crazy to some people luckily didn’t go to college. Now he’s killing him. Um, but yeah, I just remember walking around on campus signing all that, getting all the papers signed off to like, you know, graduate by your teachers or whatever.
00:04:05 I don’t know what they did back in the day, but we had to get papers signed and go into my friends and saying, look, I know people have been talking stuff, but I made it happen. Look at my bank account, you know I had like 12 grand in my bank, literally on the amount of the, of the wire that came in as the amount I had in my bank. I had no money. $10. Earnest money I borrowed from her dad. It’s crazy. This is 14, 2014, Twenty 15, 2015, May 18th, 2015 was the day I got that wire. So. Okay. So let’s talk about that first deal. How did you make that happen? So I had done a lot before that. I mean you see the first deal I talk about, I did 25 bandit signs or 20 bandit signs somewhere around there and I got a little lucky obviously because I got my first two deals from that batch, but it seems lucky because you don’t see the four months before that have hours and hours studying youtube videos, hours and hours calling agents.
00:04:56 I went on agent appointments, like acting like I knew what I was doing. I had no clue. It might as well have been 125 percent of the ARV that they’re asking. I didn’t know. You know, I kinda knew, but I didn’t know. No, you know what I mean? So going, screwing up in those situations, make them my own bandit signs, screwing up in those situations, you know, and not getting any leads and stuff like that. And then I started kind of hustling, trying to make side money because I’ll be honest with you guys, I hear like I’ve got students and stuff. People are like, I don’t have a couple hundred dollars bucks a month, put it into marketing. I’m like, well you don’t have a lit arms and a leg, you know, because you literally hustled for 200 bucks a month, put it into marketing, which is what I was doing.
00:05:37 And eventually got my first deal. So awesome seeing signs. Guy called me. Air V was like 100 K in Avondale. Yeah, he was asking for actually 25, got them down to 15 and sold it for 30 on a double close. So I paid closing costs and so called agenda bandit sign, right? Yep. Schedule the appointment. I actually didn’t schedule the appointment because he didn’t want to go meet at the, at the property. He was like, I want 15. I’m like, okay. Yeah. Where do I send the contract? I was ready to close, man, and I’ll tell you, when I heard 15, I was like, I wanted to scream because I looked at the zestimate. It was 96,000, you know, so, um, yeah, it wasn’t an easy deal. I had a buyer to back out actually before that, learned a few names that I should avoid in the phoenix market.
00:06:21 Um, excuse me. Couple people stole a little, a couple grand from me in earnest money that was supposed to literally the buyer put in earnest money. He then backed out a guy who said he’d returned the earnest money to the buyer. I let it get released to him and he never gave the earnest money to the buyer and you know, everything we’re ended up working out. But it was just, it was a mess. Learning the right names to deal with. So Gosh. So what will you do differently if you were starting over today? Man, I, I’m talking too much, but I guess that’s the point. I would probably go bigger faster honestly. So in my opinion, if you’ve been in the business for a year plus and you’re still talking to sellers, you love having a job. I mean you have a full time job. I don’t know if you remember me, but I was literally my wife sitting in the corner here, but I would be in the shower.
00:07:17 I get a call from direct mail or whatever, bandit signs and I would get out and answer it like I’m in the shower. You, that is not a life you want to be living ideally. You know what I mean? It’s a high paying job. It’s a high paying job. Absolutely. So yes, I was making six figures at 18 but I was also living a very stressful life, you know, um, and I didn’t like that. So what I would’ve done is I would hire an acquisition manager as soon as I had, you know, 30, 40 grand in the bank instead of playing it safe, you know what I mean? And even like, I didn’t have like a reliable acquisitions to like a year and a half ago for like my first two years in the business about I was doing it all myself and friends would tell me, hey, why don’t you just continue following up with your own leads?
00:08:00 Like why go through the struggle of finding somebody to do you know, to talk to you. Like even Alex, we’re in Sedona. And he was like, I was complaining because I was like, man, I had an acquisitions. He’s just not making the calls. I had to fire him, you know? And then he’s like, why don’t you just keep doing it yourself? I’m like, well that’s, I don’t want to do that. I’ve been doing this for two years. You know what I mean? So I think it’s also having the right friends. Right, exactly. Alex is a beast and he’s crushing it now. But a year and half ago you guys were still business becoming business owners versus just, um, uh, you’re, you’re, you’re doing it yourself versus having people to do for you. And actually had a good conversation with a friend a couple of days ago talking about like, you know, you’re taking that leap now where it’s about people, exactly the systems versus talking to the seller.
00:08:42 Yeah, absolutely. Very cool. And that’s what I always try to say, you know, I’m very upfront about the way I run my business and you know, I have a personal brand or whatever online. And I’m like, dude, if you want to get to 100, $200 a year in wholesaling, it’s easy. It’s very simple when you want to get past that, get to half a million, a million dollars a year, you’re dealing with a lot more people. The processes leadership, it’s a different skillset. And answering the phone, following a script with a motivated seller, you know, it’s so different world. Absolutely. Leadership is one of my favorite topics to discuss. So, uh, what do you attribute your success to? Man? I would say relentlessness to chase the goals. Um, you know, I got clear on what I wanted and I took the action in a lot of people, they don’t look at their numbers and they’re like, they’re measurable action.
00:09:36 They might say, well, you know, I tried bandit signs, but it didn’t work out. Okay. How many did you put out a week? How many leads did you get? How many of those incoming calls do you answer live? How many of them went to voicemail and you never got a hold of because probably if it went to voicemail, someone like me when I was 18, 19, just getting into business, closing deals would answer the phone. Live call, got the contract in our later and that happened multiple times. Well, there’s more than one band assign every corner. Yes. And I attribute a lot of it too. Um, my faith, you know, to be honest, I don’t know how many people come on here and talk about their faith, but I’m big. I’m big and I believe in Jesus. He’s my Lord and Savior. And I’ve spent a lot of nights praying and I’ve noticed honestly that when I tied the most, that’s when I had my biggest month.
00:10:21 It’s just, it’s weird. There’s probably at least one person shaking your head saying, man, oh go there again, but I’m telling you, just giving it will change the trajectory of your life and where your business is going. And when I’ve had the months where I’m like not giving. And I’m just like, Oh, you know, I don’t need to, you know, this month is, you know, I don’t need to give anything. You know, we gave so much last month. Things slow down, you know, so kind of we try to be very giving now. We were just shopping at the mall and instead of like shopping for ourselves, we go do the order, you know, the kids, what’s, what’s it called? I think something angel. Oh yeah, Christmas angels. Yeah. So we go shopping for these kids and I mean it’s not trying to make us. I wasn’t going to mention that, but we’re talking about giving and it just feeds your soul, helps you.
00:11:07 I don’t know. It helps you take that next, that next level. The world works in mysterious ways. Absolutely. Yeah. That’s incredible. Uh, so obviously we’re doing well and one of the most competitive markets in the whole country. I don’t do phoenix anymore. Or you don’t do things? No, I haven’t done Phoenix since like 2016. Okay. So maybe I should talk about that. So what mark is arguing then? So I’m in Memphis. We also do deals in La and we just added in some marketing and Wisconsin because I told you we moved there and we’re here for the winter night in Arizona. We’re actually going to la, but you know, I just had some family stuff dealing with and just kind of, you know, spending time with family and everything straightened out. And Wisconsin, we lived there full time now. It’s beautiful. I love it. Different ballgames. Slower, you know, it’s nice.
00:11:52 Um, so yeah. So that actually leads to the next question because I, Angela Baron wanted to know what software are you using or how are you copying out of state properties? Do it. It’s very simple. Zillow and Redfin, I mean people. Well, number one, probably there’s a couple of people are going to comment, you can’t use zillow to comp properties accurately, but probably because you’re not using the map filter where you can actually like look at, you know, uh, last 90 days. Last uh, last, what is it? One hundred 80 days I haven’t eaten again, some of my mind’s like we ordered uber and somebody stole it off the front, so it’s like I just wasn’t meant to eat today, you know, I’ll wait. But, um, you know, it’s very easy read funds got the mapping features while Redfin for us we’ve noticed has a lot more pictures in certain markets than zillow.
00:12:39 Zillow might not have the mls pictures that came, but zillow sure as heck does have the comps. It’s got the sold price. We don’t look at the Zestimate, you know, we don’t make our offer off the zestimate. That’s foolish. But we do comp with zillow and with redfin when there’s not enough pictures on Zillow, but it gets to the point where like in Memphis, we know, uh, three, eight, 1:18 on a three one, we need to be somewhere around 25 to 35 depending on, you know, what condition it’s in. So you start to know what zip code, what price points. Yeah, I mean it gets honestly, again, going back to one of the things I do differently, I wouldn’t jump around so many markets as well. So once I learned that you could do deals in another market easily over the phone, which Memphis was the first market I did that in.
00:13:22 I started doing everywhere. Houston, I’ve, I’ve done deals in Houston. I’ve done deals in a dude. I, I’m drawing a blank, but I’ve drawn deals and many, many big markets that I shouldn’t have been involved in. And I would go a month or two in the market, do pretty good, get like a five x return on my marketing and be like, okay, let me go to another market, see if I can get a 10 x when in reality if I just build the buyer base, build more strategic partnerships, I could’ve been at a 20 x, you know, in, in a year. So that’s what I would have changed is I would have dug my heels deep in even doing virtual and Phoenix because virtual to me is just not going to the property. Or You could do it in the same market, you know? Exactly. Uh, so, um, what are the challenges we’re experiencing in the, in the current market?
00:14:05 So for us, honestly, I obviously lead flow is always going to be one of the biggest challenges, but we do a lot of cold calling, like a team of cold callers and sometimes it gets getting too many leads. So finding quality people. The hardest thing for me, I build my, well, quality dialer’s is actually easier for us. It’s quality acquisitions to follow up with the leads who are relentless because you need somebody on the phone for 40, 50, 60 hours a week if you’re going to be getting these deals because these are people who probably aren’t going to answer the phone on your first, second, third, fourth, fifth time calling after you got them as lead. You know, we’re talking after they already talked to somebody from your team. Um, so it takes a lot of followup and I’m sure you’ve probably heard that or maybe you do some cold calling and it’s crazy.
00:14:51 It’s a different beast. So finding good acquisitions, who fit my model because I’m not out here claiming to be the biggest dog that I’m not trying to do. 30 deals a month, I’m not even trying to do 15 deals a month. We do a four to eight deals a month, consistently put money in my bank account and I live a very stress free life. You know, you hear, you hear the laptop lifestyle. That’s how I wanted to build my business. What’s the laptop lifestyle? Cool. Um, that’s how I wanted to build my business. And so I don’t want to have an office to show up to every day, you know, and even I was, I paid 35 grand a year to be a part of this mastermind with Mark Evans and that was talking, you know, guys, I’m thinking about, you know, maybe I should open an office or something they’re like, but why, you know, mark does a lot of deals.
00:15:33 I don’t know if you’ve heard of him. I know of them. Alex talked about the deal maker. I love the guy, he’s awesome. But he was like, a lot of people just think going big, but ask yourself why? And I’m like, I can’t figure out why. You know, I don’t, I don’t want to do 20, 30 deals a month within office and 10 employees. I want this business to fund other dreams that we’re doing. Yeah, she’s got a big youtube channel. We want to have a beauty line that she can grow to a billion dollar business, you know, we want to do. I like that. I don’t really consider myself a coach. I have a course and a youtube channel, but I like doing the personal brand inspiring people and I like traveling, you know, and just spending quality time with my wife. That’s important to me.
00:16:14 So you know, some people play a different game but again for me, even with this model, it’s people or any people who can work consistently from home. Uh, so you know what you’re right. Yeah. Yeah. So he wants to know how he managed to kill real estate and your hair at the same time. Dude, the only reason I kill my Harris [inaudible] this forehead. I mean come on dude, you had a forehead like that. You’d have hair coming down your face as well. So I would love to have one of those slick. I love to have here like that jelled up, you know, but I just got a big forehead and big white forehead so I’m kind of in a trap. Alright. So Jordan Mccoy wants to know. So are you cold callers inhouse US virtual assistance? Well we actually have been testing a different thing. So mainly we’ve done all Filipino, which they’re good.
00:16:58 You know, you follow a simple script. I always tell people it’s not rocket science to ask a seller if they want to sell their home, you know, um, it’s really not, it’s easy. Um, but we have been testing a, so my acquisition and my deal coordinator, which I’m sure we’ll talk about their, they both reside in El Salvador, but they’re both us born and my acquisitions actually grew up in the bronx, graduated high school there, but they moved away to be closer to family and so they told me, Jay, we got so many people here, but they don’t have consistent people that work for you treat us so well. You pay us on time. You were doing deals together all the time. We know that it’s consistent. We’ve been, they’ve been with me for almost a year now. So why don’t we start trying to bring on some collars, you know, because they see that they see the leads that the Filipinos are putting in.
00:17:43 They’re good at getting leads but they’re not good at like making sure that leads are quality. You know what I mean? So we’ve been testing those and those actually been doing really well. We have for El Salvador callers and they’ve been doing really well for us. So I’m excited to kind of scale that out. Maybe take out Filipinos. I’m again, not that they’re bad. It’s a great place to start, especially when you’re on a budget. Um, you know, and if you’ve got 10, 15 callers, you got acquisitions, you can kill it with Filipinos, no doubt about it. Right? And doing well with them for the past year. Well almost year and a half now. Um, but these guys are on another level. So, so when we were talking about, you know in the Philippines it’s like four or five, $6 an hour, 5:50 an hour for 30 hours a week. Typically expect at least 10 leads a week from them.
00:18:30 Twenty leads a week for Filipinos because we delete half of them because arv is $200. They’re asking to 50, you know, it’s not a lead. And so that’s one of the things with the new callers is we’re deleting maybe 10 percent of the leads. Even I do a daily huddle with my team and the other day we did it. First day we had these new leads coming through. They’re like, Hey, we noticed you’re not deleting as many leads. I’m like, yeah man. It’s like, you know, the leads are more quality or paying a little more attention. So. So in El Salvador, how much you’re paying those guys? Eight bucks an hour. Eight bucks an hour? Yeah, same 30 hours a week. Time limit reason I put a time limit is because if you don’t. Some people are like, why don’t I get 40 hours? You know, Max amount.
00:19:07 I’m like, dude, have you talked on the phone and cold calling? Forty hours or 40 hours. Yeah. It’s like you’re going to end up paying for their lunch break. You’re going to have, it’s going to bring your cost per lead down and they’re not going to have a job where you’re not just paying for their lunch breaks, but those additional 10 hours is cry work. Right. It’s terrible. It diminishes greatly. I mean, I, I’d almost rather have them working 20 hours, but that’s kind of not a full time job, you know, so 30 hours is just enough to be a full time job. And also I, the way I structure it is when I say 50 slash 50 to the Philippines, that’s my cost. I pay a manager who then hires a Filipino, so maybe he’s paying them $4. He’s making a difference. I don’t ask him and same, same model to El Salvador.
00:19:48 A Model I told George, look, I’m one of the Tali is mainly the one managing it because she’s very detail oriented, but I told them, look, you guys manage them. You can make a spread, you know, I know they’re going raised probably six, seven bucks there. You guys can make a dollar or two per hour on these guys. Just make sure they’re delivering, make sure they’re getting new leads. And me and George, if you slack on calls, it’s, you know, we’re done. You know, I’m a hire another manager, you know what I mean? Because we have our Kpis, you know, we know what to stick to. So awesome. Uh, and then, uh, Brian Salman wants to know how many cold calls did you have? So right now we have seven. Um, I, like I said, we actually, I was at like 12 at one point and the lead flow got way too crazy.
00:20:29 Like if anybody were on my instagram too, if anybody follows my instagram, some days we’re getting like 70 leads, which is crazy for one acquisition. So like I said, people, um, so I haven’t actively started hiring and acquisitions because I’m trying to decide if I want to use more El Salvador people, like maybe someone who want to, George’s neighbors or friends or who he believes is a good salesperson or find someone more local because I’ve have had local many local people who even when I had an office I had people who weren’t performing but not having an office to it. It’s like one minute they’re up next week they’re like, you know, they’ll only do 100 calls and they’re supposed to do 300. So I’m kinda trying to juggle that. It’s a tough balance. I know that’s something that’s, that’s been pretty consistent amongst a lot of the wholesalers and our market.
00:21:17 Right? They’re like, well, how are you doing? How you doing it? Exactly. Once it got different theories. Exactly. Everybody runs their business different. I think that’s the beauty of it because everybody’s got different purposes. So yeah, that’s, that’s cool. Uh, so brian silence wants to know also how many numbers are you loading into the dollar at a time per color. So each color gets typically 5,000 numbers a month and they call it through that two, maybe three times next month we give a new list. We arrest that previous $5,000 for 30 days. So also you want to keep in mind you’re supposed to scrub mobile numbers and DNC numbers when you’re calling it an autodialer. So just keep that in mind for anybody watching. Supposed to scrub mobile mobile numbers. Yeah. You are a. So sourcing deals. So I heard you say cold calling. So, uh, are you still doing bandit signs are prevalent?
00:22:03 We actually, uh, we have a ship. I just texted my bandit sign guy. We have a shipment of 2000 going back, which I didn’t do about 2000 a month. I’m in Memphis, so I’m, I’m excited about that. We haven’t gotten up to $2,000 a month yet because I had to find somebody who can put them out consistently because obviously, you know, I’m not in Memphis, so you know, if we can systemize that, I’ve always noticed I got one, two, three deals from 500 signs no matter what. And 500 signs cost me about two, $2 a sign for the sign cost and to put them out. So hopefully, you know, that’s pretty good. I can hit it. Um, yeah, I’m excited. I haven’t done bandit signs consistently for like a year and a half and I’m realizing all my students with not a lot of money. I’m recommending bandit signs because I know the power of them and you know, in the right city in San Francisco, maybe they don’t work but, but one of my, one of my students actually got like 100 k deal from bandit signs in a very.
00:22:56 I’m not gonna mention it for his privacy. He asked me not to, he had a very big month. He asked me not to talk about it. He made like 350 grand in one month. Um, any, it’s his first six months in or seven or eight months in. And he told me not to share it, but yes, in a high end area he made a lot of money from bandit signs and so yeah, I’m just, I’m trying to scale that now because that could add another five deals a month without much headache, you know, another systemizable, you know, marketing stream. So those are the two. It’s cold calling and bandit signs. Yeah. Okay. And then the cold calling, everyone calls different lives. I know for us we call a lot of pre foreclosures. What are you sure. So I’m not into this small niche lists, especially in markets like, you know, a smaller markets, Wisconsin, Tennessee, stuff like that.
00:23:38 I like absentee high equity. I like no data list. I don’t know if you’ve heard of that now than I have no data. No data list is like unknown sales, price and unknown equity. So basically you get a lot of people who just signed it over in their family or stuff like that. It’s just messier deals. So some title issues come up, but yeah, it’s just, you know, great profit deals and not a lot of people. So more opportunity or as interesting. Exactly. And then tax delinquent from Rebo Gateway, they actually have a tool called titled Toolbox that I’ve spent not too much money in per se because it’s an investment, but I’ve spent a lot of money on title toolbox and then obviously, you know, we do our absentee and we will do blanket in the zip codes that we love to do. So. Okay.
00:24:19 Um, and then, so you mentioned you got your cold callers and you’ve got your acquisition managers. I’m one acquisition, one acquisition and what’s he responsible for? Just managing the leads? Yeah. So he’s got to make 300 calls a week and typically I like to see at least a contract sent out, um, that will end up being like three to four contracts back and after you would get about 25 percent that go dead because you know, they’re crap, you know, it’s not the same. We do all of our contracts before we spend the money to send somebody out to the property. So if it’s a crap property, and obviously we have to cancel a contract and slash or get up reduction, um, a lot of time we just have to cancel it because in that situation a better price wouldn’t help, you know, it’s like in an area where new build doesn’t work, you know, air viz under 100.
00:25:06 Um, so yeah, uh, he’s making 300 calls, send out eight contracts and that we’ll see at least three to four back some weeks sees, only sends out five, you know, it’s not all roses, you know, our worst month, you know, we were doing like three deals and we’ve had, you know, eight, nine months, nine months too. So. Okay. And then, uh, I heard you say deal coordinator. Yeah. Dl Coordinator. So she transaction coordinator. Um, what do other people like Simon says hi, what’s up Alex? How you doing bro? I’m so deal coordinator. Basically her job is to deal with the title company. She takes incoming calls from our email blast. Um, she does a lot, like all the organizational stuff, like we have a closing on Monday. She organizes everything. She makes sure that the inspections are done. So she schedules the inspections, gets the pictures back, make sure our inspector gets paid.
00:25:56 He’s not a licensed inspector. He just goes to take pictures and salted. Yeah, exactly. Um, so make sure he gets paid. She lined up the guy to do bandit signs for us, which is amazing by the way. Find great people who you can trust and pay him. Well, I mean we’ll pay them bonuses when he’s, it’s the same guy. Does our inspections, we’ll pay them bonuses. We make sure he’s happy because if you short change people, people are going to shortchange you on the effort or they’ll leave. So there’s never any fun. Uh, Eric Martinez wants to know what filters you’re using in your title toolbox. Um, so title toolbox, obviously we use tax delinquent a lot in there. Um, otherwise we pull our apps and see now since you buy it in 60,000 or 30,000 chunks. So most tax delinquent lists don’t get that big in any market.
00:26:40 Um, I think the biggest we pull is like la where it’s like 20,000 people. I can’t remember the exact numbers but it’s what we use now instead of list source at thirty cents a pop since we already paid for it. So just, you know, I’ve, is that Eric Martinez that asset? Yeah, Eric watched the course. He’s in my course watch the course. I mean people are like, you know, they’re asking do you have any like, no, I show what I do in the course can just plug, you know, um, my buddy wants through that. Of course it’s like, well, you know, he could have charged a lot more for this course. It was one of the best values I got. I appreciate that. Appreciate it. Yeah, it’s kind of crazy. I’m like, because I don’t know if you know, but I was around like Tai Lopez and all these kind of guys and Shawn Terry and I was like super excited to be like this mini celebrity underneath their coaching and now I started a coaching program.
00:27:24 I got these mini celebrities coming up, you know, everyone’s hitting them up like, hey, let’s partner up on deals and stuff. Know I have like a handful of students who are doing all these deals. I’m like, impact. Like it’s crazy, you know, that’s the best part. It’s amazing man. Like people under 25 making six figures. Like you don’t really see you see that in the ecommerce niche because there’s a lot of people who share their gold but not in the real estate space, you know. So that was pretty cool. What you and I and Alex are both doing. Yeah. Uh, so disposition do you have, that’s the deal coordinator. She handles all the incoming calls from buyers. She deals with the buyers who are pissed off because they didn’t get the deal because they like didn’t put the right thing in the contractor. They try to lie, we have, you know how it goes.
00:28:06 Sometimes the buyer will agree to your terms, then they’ll send you a different contract trying to get away with something. It’s like, no sorry man. Nonrefundable earnest money. Seven Day close. She puts them in place. You know, I’m also property management because we close on, on actually a, a good number of our deals now, like instead of just straight assigning them, not that that’s bad, but you can maximize it if you have a longer timeline, stuff like that. So you are taking the down now we are. So um, she’ll deal with property management company if we’ve got a tenant in there who we need to get a lease signed, stuff like that. So she handles all the intricate details of disposition. So. Awesome. Uh, and then, uh, Derek wants to know, are you still using podio? Absolutely. Um, there’s a lot of other like investor fuse is in Podio I guess.
00:28:56 Um, what’s the other one? Freedom. Soft. But, you know, to be honest, I’ve got a simple setup on podio. I went, you know, I always recommend if you’re getting less than like 100 leads a week, use something like investor po or investor for you so you have that auto follow up, especially if you’re a one man show because followups, king, you know, in the business. So, um, I wish I’d used a program like that when I was doing my own follow up. We all think we’re the best at like talking to sellers that do and are, and then you realize, man, like you’re at 50 percent capacity because you’re running every other part of your business, you know, you need some sort of auto, auto follow up tool in there to make the calls when you frankly didn’t make the goals when you were supposed to.
00:29:34 So someone, it’s like a safety net behind. Exactly. Yeah. Yep. Uh, what are the major kpis that you’re tracking? So we have quite a few, but when you break it down, I don’t know how many you guys, I got this from Shawn Terry, you know, I use his layout of scorecards. Shout out to him. I’m sure he has plenty of youtube videos on that. Um, but when you break it down, it really comes down to cost per lead, leads per contract and profit per deal. So we want to know, you know, how much does it cost to get a lead that, you know, how many leads to get a contract, how much does it cost to get us a deal and how, how much do we make? So, and who’s tracking the KPIS and your organization. So Natalia typically fills out a bulk of them. I fill out my field, like the marketing spent because she doesn’t obviously look at my amx and stuff like that.
00:30:16 I have a bookkeeper but they don’t do month to month. I literally hand them the statements at the end of the year and they’re like, you know, getting work done, but I need to start having a bookkeeper month to month. Um, that’s probably my next hire I need to make because at the end of the year it’s just, she worked probably 12 hours a day getting that done, you know. But she knows it’s a good payday for her, you know. Um, so yeah, that’s a, she fills in all the stuff. And then I fill in the format, or I guess three majors. There’s one major I’m forgetting about. Oh, it’s average contract to close. So how long does it take to close, you know, when we first get the deal under contract to closing with the buyer. So how long did it actually take that deal cycle? That way, you know, kind of average deal cycle, say 21 days.
00:31:00 Ours is typically around 14 days from we get the contract and when we closed the deal, I don’t remember our exact numbers. I know the other three. I can talk about those if you want. But that way you know you can allocate your marketing budget per se if you know it takes you 21 days to get a deal and you have 10 grand in the bank but you want to go big, you dropped say five or six grand on marketing and you Kinda know and you know, if you do direct mail, seven days it’ll hit, you’ll get leads and 21 days from that you will get essentially a check if your past record predicts the future, which often it does. So, well that’s the, that’s the power of knowing your kpis and we don’t, to be honest, that’s that fourth one. We don’t really track that one too well, but we do try to because I don’t have like a, I had to develop or work in there, but it didn’t really work out that well.
00:31:47 So there’s a lot of things I can still improve in my business, you know, so we don’t track that KPI as well as we should because it’s a little harder to. Oh yeah. Um, so one of the things we’ve talked about was you guys do a. When you have your course, are there any other services that you guys offer? I know like there’s different wholesalers have different things that they know. I mean, you know, everybody hates on the course, but everybody’s selling something. Everyone’s got a software on the course really. Well, I mean, you, you know, people. That’s one of the reasons I was afraid to make a course because people are hating on people who have a course. You’re a coach here, blah, blah, blah. If you’re still doing deals, it’s not like I’m spending 40 hours a week on the phone with people.
00:32:24 I’m changing people’s lives through videos that are recorded, so that’s. That was the best way to do it for me. But people take pride in not making a course. Everyone’s got an ego, you know, so that’s weird. It is weird, but that’s one of the things that I was very afraid to come out and make a course everyone’s hitting me up for because they see your youtube videos are wondering what does this guy do? And you know, I’ve, I’ve done podcasts and stuff and everybody’s like, man, what did he do? So that’s what it took me. Like I probably spent six months considering should I actually make a youtube channel? Should I then make a course? Is Everyone gonna make fun of me? Truth is, I don’t lie about where I’m at in my business. Like, you know, I’m pretty upfront with what’s going on and if you’re deceptive about it then it’s a problem.
00:33:03 If you’re a coach who says you do deals and you don’t, then it’s a problem. But we know there are some of those out there. Uh, so monthly marketing budget. Do you have budget? Yeah. So I just actually looked at our numbers were this month we’re probably gonna spend about 11,000. Give or take a few. I’m always, it always ends up being more than I like. Then I had allocated for December, we’ll spend about 11,000, probably ended up around 13. I know, you know, what typically happens. Um, and that’s between bandit signs, cold calling, our list costs and stuff like that. So, uh, and then a total monthly overhead. Well then we got, um, I pay each of my people $12 an hour, my deal coordinator and acquisitions, $12 an hour plus my deal coordinator gets three percent of the assignment fee. Otherwise if we close on it, she gets 1:50 on the buy side and 1:50 on the sell side.
00:33:56 Acquisitions, if it’s under 20,000 he’s going to get five percent for. No, actually eight percent. Sorry. Um, if it’s above 20,000, gets 10 percent. So cool. And I hope, I hope I’m remembering those numbers right because like I said, I didn’t eat. My mind is like all over the place right now and he’ll probably be hitting me up like Jay, I saw that and I want my 10 percent. We need a raise now. I’m, yeah, I’m pretty sure if it was either five to eight or eight to 10, but typically, you know, our deals are under 20,000 because we’re in Memphis. So typically paying, I think it was eight percent. So. Well actually that’s a, that’s a good point because I think around here, the targets like 10 to 13. Yeah. What’s the target in Memphis? Well our average is about 9,000, but like we’re closing at $22,000 on Monday.
00:34:37 Um, so we, the thing with Memphis is we’re kind of going on dual pronged approach. So like I made 100 grand on the deal in La. I’m like I’m going to keep hitting La, you know? So I was like, well let’s get the Memphis turnkey deals where we make seven to 10 k really easy. You can do for those a month. Pretty simple and these specific zip codes and then hit the big deals in La. Honestly, at some point it just becomes let’s go deep in the market. So we actually are planning on cutting out or la marketing because you know, you never know when you’re going to get a deal. You know? Honestly we get a deal every couple of months in la. It’s not very consistent even though I’m spending good money there and I mostly because our focus is not dedicated to the market. You see if you know you can sell a property in brand or Brentwood or one mount Washington or whatever for a certain price, you offer a little bit more, you get that deal, but we don’t know that per se because La is such a big market.
00:35:29 We haven’t, you know, memphis is smaller so we can narrow down the zip codes. What price do we need to get it at las? A lot crazier size wise and it’s going to be different. A lot more complicated. It’s a lot more complicated. So that’s kind of one of my goals. Again, like I said, my problem is I go to a market knowing I can get a deal there. It’s kind of almost like a curse, you know, knowing I could easily do a deal there in the first 30 days. We did a deal in Seattle, Washington, and I was like, that’s when like, that was earlier in 2018, probably march or something. And I was like, man, it was a good size deal, but it’s time to just focus, you know, I was at a mastermind and I was like, yeah guys, I’m going to focus and we have focused, um, but not as much as we need to. So, uh, Brian Salmon’s wants to know how, who are using the skip trace your data?
00:36:17 Everybody and their mother has a skip tracing company now, but I used to skip it. Skip. Oh yeah. I have nothing to do with the company. I don’t have any affiliation or actually I met an affiliate, but obviously I don’t really care to, you know, put out a code or something like that, but need to skip is great. I use them and I get really great contact rates. If you do cold calling, you want to see at least a 10 percent contact rate. So you call, you know, say your color does $3,000 in the week. You want to see them at least talk to 300. So about 10 percent. You get any below that. Any below five is, you know, you need to switch list out asap anywhere between five and 10. It’s kind of like, well, if you’re still hitting your numbers, it’s okay. Um, anything above 10 means you’re numbers are insane.
00:36:57 They’re really good, you know. So I typically get above ten first time we call on indeed to skip lists, so shout out to them. Uh, so jude wants to know where would you recommend the virtual acquisitions people? So I use outbound [inaudible] dot com. Um, and I forget who I heard that from. I think it was Brent Daniels maybe a year and a half ago or something like threw it out there and I was like, Hey, I’m going to go check it out. And I went through a couple of bad apples. You know, you, I don’t know if you’ve had, how many acquisitions do you have a mean? Right now we just got two colors. Okay, cool. Yeah, so I mean if you have tried hiring acquisitions, they’re like, you will go through a lot, you know what I mean? If I’m pretty good turnover. Yeah. You want to hire at least two to three at a time.
00:37:40 So that’s what I’ve always done and now I have one that I really liked but it didn’t start as one. It started as three and a couple fell off and yeah, I would say our bounders upwork and indeed, indeed, surprisingly you can find a lot of people in the United States who are willing obviously who want to work virtually, you know, and some people like the commission only deal. I kind of don’t run that route just because I already had the way I was paying my guys from the start. So it kind of sucks to go, hey guys, you know, I’m going to take away your 2000 a month, you know, and if we’re not making that money you’re going to be fired anyways. So it’s Kinda like, you know, Kinda like why switch it back, you know, I pay a lower commission percentage. Most people pay 10 to 15 percent, pay a little lower, like I said, eight percent.
00:38:23 Um, and you know, I pay them an hourly fee. So if we’re not making money, like I said, and I’m paying two grand roughly to them on their hourly fee, they should be fired, you know what I mean? So it’s Kinda like I save a little bit money. So right now you know, you’re in multiple markets, uh, and that you don’t have an office. So as everyone that’s dialing in Wisconsin or are they throughout the country? No, I don’t have anybody in the US right now. So like I said, my acquisitions and my deal coordinator or in El Salvador. Okay. The four callers that they helped me bring on who they are now, managing part time, managing. When I say managing, they’re not working 20 hours a week. Managing these people, they’re just, if I tell them achieve change needs to be made, they get on the phone with them and make sure the change is made.
00:39:07 You know what I mean, coordinator, she is the organizational. She’s also an El Salvador, so she helps with, you know, the is in fact more than George, you know, he’s kind of more the sales guy. She’s kind of the one that makes sure they’re making their calls, hitting their numbers and that just takes a quick glance from her, you know, it’s pretty good to have an admin remotely. Dude and Admin is so important and that’s kind of what she became at first. I just wanted a disposition. Somebody sent out deals, filter buyers and deal with that, but she became an admin. Someone who is okay with dealing with lists, setting doctors appointments at points, you know, she doesn’t really do much of that for me. She literally said, Jay, if you need anything from me, you know, uh, I’ll say doctor’s appointments and she is on point.
00:39:51 So she does all the research. For example, we have problems with properties with that were sold at tax sale so we can’t get title insurance. She goes and makes sure they weren’t bought at tax sale. As soon as we get the contract or before we send the contract, a lot of the time. See, it’s funny, I don’t know a lot about my business because I’m so not connected. They’re literally running the show. I mean, it’s pretty amazing. That’s a business though. Exactly. And that’s what I was afraid of honestly. But I got connected with mark and he’s got a legit col and a big team and stuff and he literally knows nothing about like if you talk to them, you might think he does know deals, but then you see as deal board and you see his employees and stuff and you realize he just, he’s his team’s running it as a business owner, you know what I mean?
00:40:33 And so, you know, I need to hire a strategic person. I’ve got a lot going on, you know, at 22 and I need to make a lot of changes in my business to get to the next level. I know that. But, um, like I said, my why was to make a half million a year from real estate with minimal amounts of effort, minimum amounts of stress. And you know, that’s coming to fruition, you know, that’s cool. It sounds Cliche, but you know, uh, so and then I’m a maximalist wants to know how do you initially train your virtual assistance or your, your, your dollars? Yeah. So same way we train the DL coordinator and the acquisitions on dropbox. We’ve got like a anywhere from five to 15 video sequence starting from one to three where they watch all the videos and by the end of it of course they understand.
00:41:17 Well some of the videos are from the course actually, you know, it’s pretty crazy. I literally do use some of the videos from the course, like how to run an arv, stuff like that. Um, so that is in there and like, well she has my phone but I could pull it up right now and maybe show it on, but it’s literally step one through eight. And then the callers had that same sequence is just step one through five. I know that because we just train new people. Um, well I didn’t train him. George sent them the dropbox link. A lot of them had already experienced dialing and we got them started. So awesome. Uh, so one of the things I get from time to time, it was like, there’s no way. So I was willing to sell it to you that cheap. I know, right?
00:41:53 It’s an easy question. What do you have to say about that? Well, first off I’ll say, have some faith. You little one. You know, I say that all the time to myself. Have some faith. When I got that call from the bandit sign from that person asking 25,000, then talked down to 15. Instantly all that disbelief was gone. You know, if you believe that you’re not doing enough marketing because to be honest, a lot of our deals, they’re already asking, excuse me, the price that we need to make it work. My biggest deals, I’ve done 160, 70, those deals are from people who are already asking the price. In fact, a lot of the time we come in the offer a little bit more just to get them to sign, you know, maybe a lot more, you know, sometimes 100 grand more. Um, in the, in the La Market, so you know, what I’ll say is do more marketing, talk to more people and when somebody tells you they’ve got a price that’s below what you would have offered, go make the deal happen.
00:42:49 There’ll be a closer and don’t be a penny pincher if you know you’re going to make $80,000 on the deal, but they don’t quite want to sign with you where you make 80. See if you can get them where you’ll make 75, you know, I mean, be fair. Obviously you don’t want to rip people off. It will come back to you and it’ll be fair with your offers and be courteous and solve problems and people will sign the contract and you will come across those people. And it’s funny, like [inaudible], I’ve asked this question a couple of times, like, no, what’s the trick? What’s the secret is like there’s no secret, like there’s not, they just, this is what they want. And uh, Brent we were talking about earlier, Brendan, he says his biggest deals have been whereas he’ll make an offer to like, no, no, that’s more than I need please.
00:43:27 This is all I need. Exactly. And it’s nuts, right? Yeah. People. And there’s probably some skeptics who are watching this and they’re like, you know, I don’t believe that’s possible, but it is, it’s crazy. Your work enough, you work hard enough. Uh, so we were talking about podio. Are there any other tools or systems you couldn’t live without? Yes. Um, so I use something called cash buyer data feed from real estate wealth network. Uh, we use a system called reverse wholesaling, not like hardcore, but we like to know what our cash buyers actually paying in that zip code. You know what I mean? So cash buyer data feed, I think we pay 49 bucks a month or something cheap and we don’t actually export the list, but when we get a lead coming in, we can instantly go. And like I said, this is how you become an expert in the zip codes.
00:44:10 We can instantly go to the zip code and say, okay, this llc buyer and you’ll see a lot of the bars you see are repeat buyers. Those will eventually be like some of your big powerhouse buyers. You know what I mean? So we use that tool to go in there, look at what price they’re paying and figure out where we can sell a property. That way. It’s not guessing. See, I think a lot of newbies, even people who are experienced been in the game for a year or two years, they still guess a lot. You know as to what they think they can disposition a deal for. If you’re using a tool like that to go and actually see what people are paying, you’re not guessing. And that’s what I realized that I was selling deals in the phoenix market to people like Jamil who know their numbers, they know what buyers are paying in every zip code and I’d sell it to them.
00:44:51 They make 15 grand on top of mine because they knew the numbers. I didn’t know the numbers. I was just guessing and when I got a for sure offer where I know these guys close, even if they don’t reassign the deal or whatever, I always wanted to do business with them. Now it’s about becoming that person who knows the numbers in the zip codes and gradually people will start bringing you deals where before you might say, well, I’m not sure about that and you don’t want to be the person who, you know, do jvs with them because maybe you don’t know. Now you know your numbers and you’re ready to like put yourself on the line and say, I literally sign a purchase agreement with them to get the deal done because worst case scenario, you close with your own cash and you know, sell it, make you know.
00:45:29 Instead of making a 10 percent margin on the property, 100 grand you make 10 might make five. That’s deal flow. You know what I mean? So that’s what I’m trying to move towards is being the expert in each zip code. So people literally bringing me deals and we’re getting deals from our marketing and instead of making nine grand, we’re making 15 grand because we literally know the exact buyer and the exact zip code. So. And that’s something you can’t really implement working in different markets. That’s why we literally have decided like, let’s just batten the hatches, you know, and I keep, I say it like every couple months, let’s batten the hatches, get focused, but I never do it. So I’m literally. Yeah, we all deal with it. We all have shiny object syndrome, right? I mean it’s a problem. Um, so yeah. Okay. Um, and you talked about taking deals down, so then, you know, how are you funding your deals?
00:46:19 Cash, cash, my own cash. You’re okay? Yeah, I mean I have a private lender who he’ll fund typically. It depends on the area, but you see you’re afraid of private lenders a lot of time, not you, but a lot of people, myself included, I was so like, how do I work private lenders, there’s no way they’ll give me a 100 percent of the property values. If you’re out marketing, finding your own deals, a lot of the times you can actually convince them to pay you more than the pro or lend you more than what you’re buying the property for and get the rehab funds as well. So I don’t do any rehabs. When I say take down deals, I literally sell it a couple of weeks after close on it. I’m just trying to get a big open house, create a bidding, you know, not a bidding war but a buyer frenzy.
00:46:59 I’m kind of a bidding war but not really get that going. Like we just did an open house. Do you remember when the open house was? And I was on the literally I was getting people calling my cell phone like we were so inundated with leads or buyer buyer leads calling about this property and it’s crazy. So that’s why I close on him. So I can do that when I’m wholesaling. I don’t typically like to create a frenzy like that. Just maybe it’s just me being paranoid because I have had people when I’ve, you know, my first couple of years in who would go me or try to snake the deals. So that still happens out here. Yeah. Uh, what would you do? The market takes a dip, buy cheaper. Simple. It’s a really simple answer. People complicate it, you know? But uh, so you talked about your why a couple of times.
00:47:44 Yeah. What is your wife? You know, a lot of people bring up family and uh, I definitely one of my wise is helping family, but the truth is helping family is, is your duty. You know what I mean? You were born into your family if you had the gift and entrepreneurship of being somebody who can be relentless. I’m, and this is something I love about Carlos, Sal, Alex, pretty much everybody I know who I’m friends with, but I love the fact that they go out there and help their family, but that’s a duty. I don’t really think I can call that my why. For me, I think my wife has been honestly helping too, and I’m not going to take credit for people creating income in their lives for themselves, but watching somebody, giving them the tools to go out there and actually kill it and become their own boss and see their mindset changed their belief change, watch them start to create consistency and stuff like that.
00:48:39 That’s my why I would say because I feel like you can impact 100 people. Those 100 people can impact a million people, not just by giving money because we give money, we donate toys, we give food, stuff like that. I’m talking empowering people who want to be empowered, you know what I mean? Absolutely. Living somebody that step up and that’s kind of honestly my wife and honestly let’s be honest, our wise change every month, you know what I mean? So, um, but that’s my why at least been my why that I’ve noticed has really juiced me up. Yeah. Well, and I can definitely relate to that because in the brokerage and training the people in our office, but since this has been doing the podcast, I haven’t. People reached out. Dude, you’re killing it. I mean, you’re making a big difference. So thank you. I appreciate that.
00:49:24 I don’t know if you guys know, but he literally has this professional studio, I don’t know if you make any money from the show or not. Probably not. Um, and he spends money on this show to give you guys free content like all I do on my youtube channel, which I don’t even post as much as I should, is holding the camera up or do a Webcam and this guy’s out here being professional, inviting big people dedicated his time as an aunt, as energy. I mean, I’m sure you’ve seen it come back to you in balance and you know, it was coming back and other ways for sure. I, you know, um, so yeah, but thank you for that. So Max also wants to know the cash buyer data feed, is that the one by Cameron Dunlap? Yeah, it is. Okay, cool. So, uh, what is your biggest struggle right now?
00:50:01 That was something that Brian will sandwich was asking about earlier. So my biggest struggle again is, well, let’s be honest, it’s always shiny object syndrome. I mean, like I was telling Brianna other day, I’m like, man, I don’t know if you’re always wondering are you doing the right thing? And I think that question is brought up by seeing other people or other people trying to impose their will upon you, which is okay, everyone needs to give you advice. You need to filter that advice out. I love that. But what I’m saying is if you start to literally take every piece of advice as a, I need to implement this right away, it will create massive confusion. You know what I mean? Yeah. So I think holding onto what you truly want and the vision for what you want. I want to be able at two PM till four or five go out and ride scooters with my wife, the motor shooters, you know, I want to take my dogs for a walk.
00:50:46 I want to be able to play xbox on a Thursday at noon. If I feel like playing xbox, you know what I mean, it’s like I don’t want to be a slave to my business and I knew that from the start and so I know a lot of people around me are building a big business and they’re doing it the way I see a clear path to show up to an office, work 12 hours a day, hire as many good people as I can get, and they maybe gradually moved myself away from that. But I’m 22, man, I just, I don’t want to. Some people say don’t waste your life, your early years resting. I don’t want to waste my early years slaving away and creating stress in my life. You know, let’s be honest, man, a million dollars a year in income, that’s a lot of money. You know, you can buy, we can buy.
00:51:28 Literally was begging my parents to let us buy them a new house. You know? It’s like, like I know where we go from here, but I’m going to build my business in a way that doesn’t require me to basically give my life away. Yeah. There’s so much pride in, you know, sacrificing everything and giving your time and all this and yeah, for the first couple of years. Great. But, well, that’s the difference, right? I think today versus 10, 15, 20 years ago, like Tim ferriss talks, but I mean, you’re at the four hour work week. Yeah. I mean that’s basically it, right? Yeah. I got these people overseas working, creating an income for themselves and their families and I don’t have to work through their life is better because you’re able to do this and they can, they can. They have a steady job. Exactly.
00:52:12 What is your superpower? My superpower I would say is, uh, I would say networking. I mean, I know a lot of people. I have a lot of relationships. Um, sometimes that hurts me because I rely on relationships or you think that relationships are going to bring some crazy new angle to your business or something like that. Truth is you should just all be leveling each other up and continuing to grow together, you know, in your own ways. So yeah, my superpowers is relationships. I’m also, I’d say it’s, it’s, uh, it’s following my direction because even though I am confused a lot on exactly which direction to go, we all are. I do follow what I know to be true and what I need to do for myself and my family, you know, I say my family because I’m married, you know? Yeah. We don’t have a bunch of kids, but it’s my family.
00:53:00 So I’m watching out for my family. Um, and, you know, just trying to follow that direction. So I’d say that’s another one of my superpowers. Otherwise I’ll be slaving away, man. I mean, I’ll be honest like that first couple of years in the business, but I don’t want to go back to that. Yeah, there’s no need to, uh, what’s the greatest lesson you’ve learned? Greatest lesson I’ve learned. Consistency is key. So you know, you will make up so many excuses in your mind on why you can’t make something happen or why you haven’t gotten results from a specific thing. It could be working out in business. Could be, you know, you think of marketing stream’s not working out well. How many, how many times did you follow up with each lead? How many calls are you making each week? It’s like realizing that consistency and following numbers, weekend, week out, we’ll get you results.
00:53:49 That’s what changed my life and one of the lessons I learned and I wish I learned it sooner because I was the guy who would drop 10 grand this month, next month, nothing next month, nothing. Then 15 grand just because I feel like things are getting slow and it’s time to think big, you know, kind of pump the well again. Yeah, exactly. And that’s what I would do for the first couple of years and yeah, I made money, but there just wasn’t that sense of stability and some people might say, I don’t have much stability in my life because we’re always traveling. We’re always doing a bunch of fun stuff. Truth is now I finally have business stability and I appreciate that. Come from building a team, knowing my marketing budget each week, having a plan as to how many leads we should be getting based on last week’s numbers and doing deals.
00:54:29 I mean, where I’m not involved in them. Yeah. Uh, so William Gates wants to know where can I find your course? Well, first of all, I would check out everything Steve’s got going on. I’m not here to plug a course. Could watch my youtube video, see if you, you know, resonate with my message, see if you like some of the stuff I put out, um, and I have a link and all my youtube videos and on my instagram. So follow me on Instagram, go follow my youtube and uh, you know, if you have the money, go do it because obviously there’s time I jam pack as much value as I could in there for anybody who wanted to learn. And there’s a virtual wholesaling section in there. I just spit all over the mic. Jason. There’s a virtual wholesaling section in there too because I’ve, you know, not a unique model.
00:55:13 I kind of learned it from Mark Evans as well, you know, the virtual stuff. Um, but you know, I laid all that out there as well. So I’d say go watch a youtube, watch the instagram, see if you vibe with me. And we’ll go from there. Yeah. What’s your favorite best or most interesting failure? Oh Man. Most interesting. Failure. Well, honestly, obviously we’ve all had those marketing streams that are those marketing campaigns that I’ve totally dumped. Like I remember. So Carlos, I don’t know if you know of him. Yeah. But um, it was like a maybe a year and a quarter after it was in like April of 2016 and I dropped this massive campaign and in Seattle and Portland, Oregon thinking I’m going to do these big deals, right? I’m a JV with my buddy joe and do these big deals and like a weekend, two weeks in, I’ve only got like 10 leads from this.
00:56:06 I think I spent 15 or 20 grand even on that campaign. And I was just laying Carlos. I don’t think he’d quit his job yet. He worked as a, as a title guy or whatever. And he didn’t want to quit his job. And I, I feel like, um, we talked him into it eventually, but he helped massively in moment because I was depressed. Like I was laying on their couch in their little office. I think maybe he quit his job. I don’t know why that matters, but it does because I’m with these guys. We’re all hustling is what I’m trying to get at. We’re all in that hustler mentality. We hadn’t quite made it yet, but we’re doing deals, you know what I mean? And so we’re all in that room together. Just kind of realizing shit where we’re going to hit these days where we just dropped 15, 20 grand and you feel like you’re not making, you’re not gonna make any money like you don’t.
00:56:49 It hurts to lose 20 grand, you know when you have 60 grand in the bank, that’s one third of your, of your network that you think just was torn down the toilet and now you don’t believe in it enough to put another marketing stream out there. So yeah, I would say that was one of my most interesting failures just because I just remember sitting in that room talking it out and kind of just being in that startup phase altogether. All of us, they were starting their real estate business. They’ve been doing pretty well too. Obviously they’ve taken off now, but um, you know, and just, I dunno, those are just the memories you won’t forget because it’s just different than today, you know, where you’re at kind of a different level or you just remember what it used to be like. Yeah, exactly. Uh, what book have you gifted more than any other thinking?
00:57:32 Grow rich for sure. I mean, to be honest, you know, I, I, my goal was to finish the Bible this year. It’s funny, I read all these money books before I read the Bible and I’m almost done with the new testament. I love it. Um, and I’ll start gifting that because I realize that reading that will make a difference. Whatever you believe because you know, there’s like altruistic principles in there no matter what. Great wisdom and they’re great with great wisdom. Exactly. So, but thinking, grow rich is something that I think if you read it and you come into it with broke mentality, you actually read the book with attention and it will absolutely change your life. So that’s what made me at 16 start becoming wealth conscious. You know, you hear it in the book becoming real consciousness 16. Yeah. I was very lucky man.
00:58:15 That’s, that’s the one thing like I got into network marketing and I heard of thinking real rich and then once I read that, I don’t know, it’s just like they talk about the pattern that you won’t really realize until you realize that, you know what I mean? The pattern is you pick a goal, you follow it with relentless pursue, use autosuggestion to keep your faith, you know, use God. Whatever your means are to find faith in your life and just follow through with the strategic plan. That is the formula in think and grow rich and it works so awesome. Oh, hurlin wants to know, have you tried ringless voicemail? I have. Um, I don’t like it as much just because you don’t get, if anybody who’s done it, you don’t get a, like a big portion of leads comparable to the amount that you dropped.
00:58:59 So number one and your list, half of them might be mobile numbers and those are the ones you can drop to rbm too. Right? So of the of the half, you might only get like five, 10 leads out of 10,000 rpm drops and some people are cool dropping $10,000 a day to the same list. I’m like, you know, there’s legal ramifications and stuff. I’m just not the person who likes taking risks. Some people like to call tech sellers. I don’t do it. I don’t really like rbm. I’ve tried it. I didn’t get as much lead volume as I do cold calling and you know, it’s not that the cost, the cost per lead on rbm, our costs really cold calling is typically around 25 bucks for a decently, sometimes weeks. It’s as low as 15 some weeks is as high as 35, but it’s, it ends up being around 20 to 25 bucks. Rvm It’s around 40 to 50 bucks, but it’s a higher quality lead. Um, so we have done deals from it, but I don’t do it consistently just because of the legal legal ramifications. And some people consider me to be a wimp. It’s a cost of doing business, but you know, I don’t know, I just haven’t played around with it much. I don’t know. I don’t feel confident enough about it.
01:00:04 Well, there’s gonna be some changes by the, by the, uh, FCC at some point about that. If there’s, is there any one thing you want to leave the listeners with?
01:00:14 You know, um, I would say don’t change life based on maybe what you heard in today’s talk or based on what you heard another talk realize that real estate, specifically wholesaling, whatever you want to do in real estate is a path to wealth. But you got to figure out what do you want your business to do for you, not what should you do for your business. You know what I mean? So like me, I decided I, I want a business where I can make a really significant amount of money without working much. I created that, took a lot of hard work, took a lot of grunt work, but it’s here now. You know, I got a good team. You got to decide, do you want to be the biggest dog in the pond? Good, go play big, go open up an office, go, go, go, go, go, don’t stop you gotta, decide what you want and you just want 100 k a year, 50 k a year even, and you’re working. Once you know you’re doing one deal every month or two, you make 50 k a year. That’s average salary in America, right? Right. And you, you can work an hour a week doing that. No, Joe, you just take a bandit sign call every week. You do one deal a month, you know what I mean? It’s crazy. So figure out what you want from your business relies. Wholesaling is a real thing. It does work. And take action. That’s what I’d say.
01:01:25 That’s awesome. That’s an incredible message and I think really relevant because you know sometimes egos and pissing contests get in the way of things.
01:01:31 Yeah, don’t get me wrong, I have a big ego. Trust me, I have a really big ego and that’s why I’m always having shiny object syndrome. Trying to think, oh, should I do this to do this and that and not get my name out there in this? You know, I have a huge ego, I think we all have a little bit of ego in us, but you have to, you don’t. You’re a very humble guy. Where sheet that we don’t know each other really well. I’m just brown noser right now. Yes, right now. Um, no, but yeah, we all have ego, but you got to follow what you truly want.
01:01:59 Yeah. So I think, I think that’s really, really important to, to know. And then, you know, don’t let Jaelin full year the course is good. I mean I’ve heard from multiple people how great it is. So it’s an incredible value. So definitely check that out. If someone wants to get ahold of you, what’s the best way?
01:02:13 So number one, youtube. A lot of people ask the same questions. That’s why I ended up creating a course in the first. So you’re talking, what lists are you going to hit? What, how many times should I follow up? Blah, blah, blah, blah, blah. If it’s a personal thing, hit me up on Instagram, shoot me a message. If you’ve got some personal issue, maybe I can help in some way. Shoot me a message, but if it has to do with real estate, watch all my videos, all 50 videos, watch all of his real estate disruptor podcast and then listened to a ton of podcasts after that and then maybe ask a real estate question. Yeah. Or by the course. That’s why the course, you know, if you’re broke, I understand, but that’s why I have a free youtube channel for the people who want a piece. Everything together.
01:02:53 Awesome. And then guys, don’t forget, next Thursday is our monthly meetup. So Jamil Damji is gonna be talking about. He’s actually going to be opening the curtains on how Keyglee works, how they’re wholesaling 70 properties a month. That’s nuts. And he crazy. I got a sneak preview yesterday. Big Dogs, right? They’re big dogs. I got a sneak preview yesterday and I was like, man, how can anybody to compare like with what they’ve got going on and stuff they’re tracking is just freaking, dude,
01:03:20 that’s what I’m talking next level. Next level. It’s not want to be that guy. You can be that guy. You know what I mean? So they kill it.
01:03:27 Yeah. So I’m excited it’s next Thursday, mcfate brewing Scottsdale. Uh, and Mcdowell, thank you guys for tuning in and thank you. This was very much my friend. Sorry. If I was like
01:03:37 branching, I haven’t eaten and you know how it goes when you haven’t eaten, you know, and you woke up pretty early. So. Cool. Thank you very much. Appreciate it. Thanks guys.
Marjeanne Fields talks about how she has bought a 68-unit apartment complex and has two more in contract just eight months after deciding to get into apartments.
Watch the full episode at http://www.realestatedisruptors.com/interview/interview-with-marjeanne-fields/