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Avoid This $20K Mistake: SEO Secrets Revealed w/ Grumpy Hare's Jerryll Noorden · Real Estate Investing with RealDealCrew

• 0:00
  Gerald Norton joins me and you could learn what his company is up
• 0:03
  to by going over to grumpy hair.
• 0:05
  com.
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  That's grumpy hair.
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  com.
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  And, you can imagine this is going to be around search engine
• 0:11
  optimization and building that online presence, a grumpy hair.
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  com.
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  I really appreciate your time, Gerald.
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  This is going to be a great conversation.
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  Yeah, absolutely.
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  pleasure to be here.
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  So we're going to just kind of jump right in, Search engine optimization is kind of
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  a buzzword and frankly as a real estate investor Doing this for a while now.
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  I'm getting hit up a lot from kids on fiverr To everything else under the sun.
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  Can you kind of explain a little bit what search engine optimization
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  is and the importance of it when you have this online presence?
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  Yeah.
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  So we, as investors, what do we want?
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  We want to find people that are willing to sell their house below market value, which
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  is the definition of a motivated seller.
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  when it comes to search engine optimization, it's pretty much how to
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  rank your website number one on Google.
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  What people don't understand is not just ranking your website number one on
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  Google, but ranking your website number one on Google for the right people.
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  People that are willing to sell their house below market value.
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  That is the part that nobody literally gets.
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  so what most people then do is trick and manipulate Google into
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  thinking they should rank number one.
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  Well, instead, Search Engine Machine is all about showing Google
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  that your website provides the most value to Google's traffic.
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  And their main principle about the entire ranking on Google is simply this.
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  Imagine if Google always gives you something random when
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  you do a search on Google.
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  Every time you do a search, it's a completely random result.
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  And on the other hand, imagine if you do a search on Yahoo.
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  You get exactly what you're looking for.
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  Which website do you think you will use?
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  Google or Yahoo?
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  Obviously Yahoo, right?
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  If they get you what you want.
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  So, what happens if everybody goes to Yahoo and nobody goes to Google?
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  Google goes bankrupt.
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  So you start to see what Google, and when I say Google, I'm
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  talking about all search engines.
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  You start to realize what Google truly is all about.
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  Google is all about ranking the website number one that provides
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  its users with the most value.
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  So that is where you really need to focus on when you're talking about Google.
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  SEO.
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  It's not about the ranking.
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  It's about the ranking for the right people.
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  So as long as you can do that, you will actually have people that are willing
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  to sell their house with a market value to specifically look for you, find
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  you, and ask you to make them an offer.
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  So the end result is, instead of us chasing leads, the leads literally
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  chase us, if you do it correctly.
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  And that is the whole premise of SEO.
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  Yeah.
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  I really appreciate you bringing that up.
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  And one of those things that, you know, I happen to be reading a book right
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  now, a hundred million dollar leads.
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  I don't know if you've read that one.
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  and he's talks about the riches in the niches, of course.
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  we have this tendency of throwing a blanket into our market and hoping for the
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  best when it comes to this type of thing.
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  what you're suggesting is that we even have to niche down and become relevant
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  and valuable In our markets for the terms and stuff we're searching for.
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  Yeah.
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  Think about what you just said today.
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  Blanket.
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  So what does everybody do?
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  They buy up foreclosure lists, absentee only lists, probate
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  lists, texting lists, right?
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  That's what everybody does.
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  And they think, okay, I have a set of, list of leads.
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  I'm going to blank mail that, that audience and see what hits.
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  You need to send between 3, 000 and 5, 000 mails to the foreclosure list,
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  absent owner list, probate list, any list you can take off to get one deal.
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  Okay?
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  Think about it.
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  Take 10 random people on your foreclosure list and ask them,
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  Do you want to sell your house or do you want to keep your house?
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  What do you think they're going to say?
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  They want to keep my house.
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  Ask ten random people on your texting list, ask them the same question.
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  Do you want to sell your house or do you want to keep your house?
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  They're going to say, I want to keep my house.
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  Ask ten people on any list, ask them, do you want to sell your house
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  or do you want to keep your house?
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  They will all say, I want to keep my house.
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  So, in other words, people are specifically and explicitly
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  Targeting people that do not want to sell their house to try
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  to make them sell their house.
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  So that is all nice and thoughtful in theory, right?
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  Let's look at data.
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  You need to send between 5, 000, mailers to get one contract signed,
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  that is a success rate of 0.
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  03%, which means your failure rate is 99.
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  97%.
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  What that means Is 99.
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  97 percent of the people that you are chasing are not
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  interested in your message.
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  then everybody sends mailers out and they are not successful with the 99.
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  9 percent They are complaining to their favorite guru and they
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  tell them, it's not working.
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  What do you think the favorite guru will tell you?
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  if you're not successful doing mailers, you didn't do enough.
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  Do more.
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  So now, here you are in a Fargo on the road.
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  You go left.
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  You chase foreclosures as they were some probates.
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  You go right and you find people that are willing to subject market value.
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  Everybody takes hard left and when they realize they make
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  a mistake, they turn left.
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  What do the experts tell you to fix it?
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  Hit the gas pedal, go harder, go faster, do more.
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  that is the whole premise of lead generation.
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  the entire concept of getting a lead is all about Targeting the right
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  audience with the right message.
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  So if you need to target 3, 000 people with a message of are you in
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  foreclosure to get a deal, obviously you're not targeting the right
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  audience with the right message, right?
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  So things need to change.
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  And that is where SEO comes into play.
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  The point here is you cannot target motivated sellers, can't.
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  Here is why.
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  No,
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  Yeah, so here's why.
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  Everybody thinks that a circumstance like foreclosure, as the owner
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  approves it, implies Motivation.
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  Everything is that.
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  But that is wrong.
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  Circumstance does not imply motivation.
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  Motivation is an emotional response to a circumstance, not the circumstance itself.
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  So now, check this out.
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  Although the sensible solution to the circumstance of being in foreclosure
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  is to sell your house, the emotional response, however, is to sell.
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  It's trying to find ways to keep their house.
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  So the emotional response and the circumstance, they do not
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  fit the characteristic of a motivated seller of willingness
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  to sell the hospital market value.
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  So the moment people understand that, only then can you start
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  to even begin looking for leads.
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  Luck is a coin, a cost coin, 50 50.
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  What are you doing when you send mailers outfit for closeness and all
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  these blanket mail, mass mails, right?
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  You have a 0.
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  03 versus 99.
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  97.
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  That is not luck.
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  That is suicide.
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  Luck is 50 50.
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  You would have better luck randomly closing your eyes, go to downtown
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  somewhere and pick random people and ask them to sell their house.
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  You will have more luck getting a yes, then actually targeting a list.
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  That is comprised specifically of people that do not want to sell their house.
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  So the reason why we are so successful is because we understand that
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  concept, But those that can listen to data, they are the ones extremely
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  successful and that's how it works.
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  I think this is really interesting in the fact that you
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  brought up the floor closure.
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  we've had a notorious bad record.
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  And I'm just going to be transparent here regarding dealing with people that are in.
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  Pre foreclosure.
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  and we've even asked them, well, if we have put you in a position that you're
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  actually leaving with something in your pocket, why wouldn't you take this?
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  And they, they're typically agreeable, but we have yet to get one of
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  these properties under contract.
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  In fact, more times than not, these properties People that are in pending
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  for foreclosure, they have lost the property overselling to us.
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  And the reason why it's because it's an emotional thing.
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  It's not a logical thing.
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  motivation is an emotional response to a logical concept.
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  Right?
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  Foreclosure is a logical concept.
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  If you, if you, if you exhibit this and this and this characteristic,
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  you are in foreclosure.
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  It's a logical concept.
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  But motivation is not a checklist to say, Oh, tall grass, boarded up windows,
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  mirrors on the floor, foreclosure.
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  Therefore, there's a higher chance of being motivated.
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  No.
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  emotion cannot be predicted.
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  Two people in the same situation will act completely different.
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  So there is no metric where you can target foreclosure.
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  It doesn't make sense.
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  And the sooner people realize that, the sooner they can actually
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  do something about getting actual success, getting deals.
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  Because that's what it's all about, right?
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  Any business, any business can only operate if they find the right leads.
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  And for our businesses, sadly, leads are very difficult because our
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  leads are people that are willing to sell for pennies a dollar.
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  That's very difficult.
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  so it is very important that you really, really understand the concepts
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  before you dive in and become an investor and expect to get deals.
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  So, you know, one of those things that I think is interesting, and
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  I'm going to eventually bring up the elephant in the room, which is carrot.
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  We started a website here through carrot.
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  and frankly, one thing leads to another.
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  And now everybody in my market.
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  Is using the exact same thing.
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  let's say they've kind of followed the lead.
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  Now ours isn't performing nearly as well as when we started.
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  Can you talk a little bit about that and the amount of work that's actually
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  needed on the investor side of things to make sure the site stays relevant?
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  Yeah.
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  So a lot of these website providers, they are, again, they
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  are basing SEO and lead generation on the completely wrong concept.
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  Lemme give you an example.
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  The conversion.
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  Now, if conversion happens, when you successfully can convey to your traffic
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  through your website, who you are, what you are like, and what would be
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  like to work with you, all of which needs to align with the perfect image
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  idea of their ideal cash buyer to work with is, lemme give you an example.
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  Don't you agree that when you do a Google search, you already
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  know what you're looking for?
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  So a motivated seller, they have in their mind already a set of ideal
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  personality and character traits they're looking for in a cash buyer.
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  Fair, honest, have a personality, good energy.
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  And when they go to Google, they are actually skimming and skipping websites
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  until they find one website they like.
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  That matches that Tracer looking for, right?
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  So only then will you get the conversion.
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  But now, what is Scarlet?
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  And, and, a lot of, all the, all the website providers, what, what
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  are their basic SEO, strategies?
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  The moment you land on a current job site, the first thing you will
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  see is are you in foreclosure?
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  Are you in job loss?
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  Are you relocating?
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  that was the basic template.
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  So this is what I call topic based conversions.
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  Wrong.
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  Doesn't work.
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  While we at Grumpy Hare, we do the conversion psychology
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  of motivated sellers.
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  that is our conversion principle.
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  Let me tell you the difference.
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  A topic based conversion is when you pretty much repeat The pain points of the
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  seller and expect the seller to choose you because you repeated their pain points.
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  Oh, are you foreclosure?
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  Are you jobloss?
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  Trust me.
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  They know they're in foreclosure.
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  You don't have to tell them that.
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  Not because you repeat their problems will they automatically jump to you.
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  But on the Grumpy Hair websites, the first thing you'll see when you land
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  on it, It's a big picture of the person smiling with a very welcoming vibe and
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  energy that instantly within the first two seconds of landing, they will know, Oh,
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  I'm going to be dealing with that person.
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  So they instantly know who they're working with.
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  Obviously, that is what they want.
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  if the other, providers, the topic based providers strategy worked, all
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  you would have to do is say, Hey, I buy houses, I buy in, I help people
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  with foreclosure, come with me.
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  That would have worked, but obviously, a direct marketing
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  piece would have worked then.
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  But it doesn't.
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  Do you know how many times after I do walkthroughs, and I see a stack of mailers
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  on their counter, and they picked me, and I didn't send them a single mailer?
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  If just mentioning their problems, or just mentioning you buy houses was
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  enough, their marketing would have worked.
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  The ranking number one would have worked, but it doesn't.
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  Not because you're number one, it doesn't mean you're going to get leads.
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  Not at all.
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  You still need to make sure that what you present yourself to be fits
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  what a motive seller is looking for.
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  And once you can show these two fits.
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  You will get a lead.
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  Everybody thinks that just adding a picture is enough.
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  No.
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  The difference between telling people that you are amazing versus making
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  people feel like you're amazing are two completely different animals.
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  So while everybody is just telling them on the website with reviews and testimonials
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  and all that stuff, you are pretty much telling them that you are credible.
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  You are not making them feel like you are.
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  the Grumpy Heart premise, that's why it outperforms Carrot and
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  all the others by a landslide.
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  It's because we need to focus on the conversion psychology of
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  motivated sellers out of the box.
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  So that's what we need to focus on, okay?
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  whatever works that you have, character or otherwise, you can still salvage that.
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  Just focus on the conversion psychology of motivated sellers.
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  Don't focus on the pain points.
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  I've developed the three pillars of a conversion.
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  Competence, personality, and credibility.
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  Okay?
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  You need to show all three.
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  Before you can even expect to get a lead.
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  Now, I'm not going to dive into the details because it's a whole book.
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  But here is what I am trying to tell you.
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  A lot of people focus on credibility.
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  They have no idea about personality strategies.
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  And they have no idea about competence strategies.
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  I wanted to just mention that focus on personality more than anything else.
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  Here's why.
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  People will work with people they like.
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  If you are an amazing person to work with, people will try to find reasons
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  and excuses to work with you, even if you're not an expert in the space.
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  On the other hand, if you're a complete douchebag to work with,
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  people will try to find reasons and excuses not to work with you, despite
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  you being an expert in the space.
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  Why am I telling you this?
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  We get our deals accepted for way below market value because
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  of our personality and character.
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  So it's personality that makes people pick you while it is
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  credibility and competence.
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  that validate that they picked the right person.
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  So that's why I say that is what you need to focus on the person behind
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  the website, not the website itself.
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  Okay.
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  So that is the biggest difference between carrot and all the other platforms.
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  And that is why I developed Grumpy Hare.
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  We had to literally clean, I was on carrot too.
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  And we had to literally clean everything on carrot, put in our
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  own CSS coding to fix everything.
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  And the funny thing is when we did that, they stopped offering support to us.
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  While we made our students rank higher, they thanked us
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  by removing support from us.
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  So that's why we said, you know what, we're going to create
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  our own Grumpy Hair website.
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  And out of the box, we put in all the fixes that we implement on Tarot.
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  We put all the bugs in there and People just switching over see
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  pretty much overnight results.
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  It's incredible.
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  So yeah, we're very happy.
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  Very proud of.
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  Yeah.
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  So one of the things that, we learned in, in any kind of sales train training
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  is You know, that first connection is important in the personality counts,
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  but more times than not, especially early on in our investing, we would
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  lose out just because they liked us.
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  Doesn't mean it's going to close the deal.
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  And what I think is important is what you pointed out.
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  It's the credibility and confidence that actually in the end.
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  Helps with that piece of it.
• 16:53
  Yeah.
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  it's credibility, personality, and competence.
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  It's you to show the competence.
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  It's not just confidence, but confidence is part of the competence equation.
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  Yes,
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  sure.
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  So, one of those things that I would like to spend a little time
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  with is regarding the amount of time that this type of activity.
• 17:13
  We'll consume because this is, this isn't an easy thing.
• 17:17
  so I just want to remind everybody again to head over to grumpy hair.
• 17:22
  com and learn a little bit more about this product and what we're talking about here.
• 17:26
  It's grumpy hair.
• 17:28
  com.
• 17:28
  That's going to be a clickable link in the show notes.
• 17:30
  If you found some value in what we're talking about so far, do
• 17:33
  us a quick favor, share this with one of your investor friends.
• 17:36
  And if you're watching us on YouTube, give us a quick like and subscribe.
• 17:41
  So Gerald, can you talk briefly about what people should expect?
• 17:46
  Cause real estate investing, when people get into this, I think we're
• 17:50
  sold a bill of goods that this is easy This isn't easy and it requires a lot
• 17:56
  of activity in order to stay relevant.
• 17:59
  What kind of work is needed here?
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  Okay, so that's a bit of an old question.
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  Let me answer it the best way I can.
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  My website, personally, I haven't even touched my website in over four years.
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  But that is just because the way SEO works.
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  Google is not going to rank a website number one just because
• 18:19
  it's updated twice a day.
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  Google's going to rank number one because it gives Google's traffic the most value.
• 18:25
  It doesn't matter if another asset is updated most of the day, right?
• 18:27
  but then I already have accumulated a lot of Google trust.
• 18:30
  And I'm already established.
• 18:32
  And people already know me and like me and they click on my website and get leads.
• 18:35
  So that is why I don't do anything anymore.
• 18:37
  But if you're brand new, you don't have reputation and Google doesn't know about
• 18:42
  you, you need to have your work cut out for you because you need to prove
• 18:46
  to Google That you are better than the other guy that's number one, right?
• 18:50
  But here is the thing that people don't really understand.
• 18:52
  When you are just brand new and you have a brand new website, you
• 18:56
  do not have to be better than the number one ranking website, right?
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  If you rank number 99 on Google, you just need to be better than the
• 19:04
  guy that ranks number 98 on Google.
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  That is how you start progressing.
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  And the more value you provide to your users, and it could mean anything, it
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  could mean content, it could mean website speed, anything that provides a good
• 19:17
  user experience on your website, you will start to outrank your competitors.
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  Now, here is why it is quite easy if you do it right.
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  What is 90 percent plus of your competitors doing?
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  They are doing topic based conversions.
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  They talk about foreclosure and as the owners, if you connect with your
• 19:34
  seller on a personal level through your website, you are providing far more
• 19:39
  value out of the box than most other websites you can climb very quickly.
• 19:43
  And then once you hit page one, that's where things get tough because
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  now traffic actually sees you.
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  And that's where you can start to get a lead.
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  So now the more leads you get, which means the more value you have offered.
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  You will start to rank.
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  So, here is where a lot of the SEO experts go wrong.
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  Everybody thinks it's all about backlinking and time on page and click
• 20:03
  through rate and balances and all these technical SEO aspects, right?
• 20:06
  It's not.
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  SEO is all about showing to Google that you offer more value.
• 20:11
  That's all it is.
• 20:12
  So, how does Google know which website offers more value?
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  That's the question.
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  Backlink is the key.
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  But it's a very, even Google will say focus on backlinks, but
• 20:24
  then again, Google's not going to give you their secret, right?
• 20:26
  So what we do is we don't focus on backlinks.
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  We focus on conversions.
• 20:32
  Imagine you have two websites.
• 20:34
  One site is a really good website and the other one's a crappy website.
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  Which do you think is going to get more leads?
• 20:40
  The website offers a lot of value, or the crappy website?
• 20:43
  The valuable one, obviously.
• 20:45
  the website that gets the most leads was the website that offered the most value.
• 20:49
  So Google, the way we reverse engineered the Google algorithm, what we came
• 20:55
  to find is, the better the website converts traffic into leads, the
• 20:59
  more value to Google, the website is providing, so you will rank number one.
• 21:04
  So, does it take time?
• 21:06
  Yes.
• 21:06
  If you're brand new, if you have no idea what websites, it takes time.
• 21:10
  But that is why, what we have done, out of the box, with the Grumpy
• 21:12
  Hat, for example, we have all these metrics, these personality
• 21:15
  metrics, included out of the box.
• 21:18
  So all you have to do is just swap the pictures.
• 21:20
  We have placed all the pictures of AI personalities.
• 21:23
  Everywhere on the website and all you have to do is swap them and then
• 21:25
  make the content of your original content that provides your traffic
• 21:30
  to see who you really are inside.
• 21:33
  If you can't do that, do not look at your rankings.
• 21:36
  just focus on the website and by the time you look up to see how
• 21:39
  your website is doing, you will be very high in the rankings.
• 21:42
  So that is a trick.
• 21:44
  Do not focus on the time it takes.
• 21:46
  Focus on how effectively you can portray who you really are.
• 21:49
  convey to your audience who you are and what kind of person you are.
• 21:53
  As long as you do that, it will be quite fast.
• 21:56
  Let's say somebody does decide to take advantage what you're offering here.
• 22:00
  And you said, no, don't, don't be concerned about how long it takes to rank,
• 22:05
  but could you kind of give an idea of how long it would take to become relevant?
• 22:11
  Yeah.
• 22:11
  so I can, I'm going to give you the previous results from our students.
• 22:17
  That can be a good indication.
• 22:19
  But the fine print is, it depends on your market, it depends on how well you
• 22:22
  do the work, and it depends on how your competition is doing their own SEO.
• 22:27
  But from our experience, we have one of our students, he's one of
• 22:30
  our record students actually, he got number one in three weeks.
• 22:34
  I think it took him three months to become a millionaire because he ranked
• 22:36
  number one, so it's quite impressive.
• 22:38
  But the average is around between one month to three months where you start
• 22:41
  to see yourself climbing on the first place to the number one spot on Google.
• 22:45
  But then again, it depends on your market.
• 22:46
  Again, oddly enough, miles He did in California.
• 22:50
  It's a very competitive market.
• 22:51
  Right.
• 22:52
  No, I appreciate you giving us that example because, it sounds
• 22:55
  like the more I think about it, the more I'm convinced that
• 23:00
  a lot of the traffic and the ranking that we had received was probably driven by the
• 23:06
  other marketing and that we were doing.
• 23:09
  Because like, for example, we were sending out thousands of mailings
• 23:13
  a month and More times than not, all of that was pointing back to
• 23:18
  the website to drive traffic there.
• 23:21
  Keep this in mind.
• 23:22
  Do you know how many calls and farm fields we're getting?
• 23:29
  And when we go to the appointments and we ask them, how'd you find us?
• 23:33
  Do you know what a lot of people say?
• 23:36
  They will either say, Hey, I received your mailer.
• 23:39
  We don't send any mailers.
• 23:42
  So what most people sending mailers and calls and texts don't realize is, more
• 23:47
  than half of your marketing goes to the guy that is number one in your market.
• 23:52
  You may not never know about it, but a lot of your mailers end up
• 23:56
  becoming leads to somebody else.
• 23:59
  so my advice to you, if you send mailers, make sure, absolutely sure, you put a
• 24:06
  picture of yourself on the mailer and you say, if you want to know why and
• 24:13
  how we found you, check out the website.
• 24:17
  That way, even though they are going to do a research anyways, they at least
• 24:22
  find out who you are on your website, but that's a double edged sword, right?
• 24:25
  Because now you give them a way to get in touch with you and more than 90 percent of
• 24:28
  the people are not really happy with you.
• 24:30
  When you send mailers and calls and texts, so they can also yell at you.
• 24:34
  But at least you give them a way to really track you.
• 24:38
  Because our website is called Weebahouses in Connecticut.
• 24:41
  It's one of our websites.
• 24:42
  and most people in the mailer will say Weebahouses in city state, right?
• 24:46
  So they think we send the mailer and they will type Weebahouses in Connecticut.
• 24:49
  Or let's say an abandoned sign.
• 24:52
  What does your abandoned sign usually say?
• 24:53
  We buy houses, right?
• 24:55
  So, so they're going to do a search.
• 24:57
  People are not familiar with people that buy houses in cash.
• 24:59
  That's unheard of.
• 25:00
  You buy houses in cash?
• 25:01
  Who does that, right?
• 25:02
  For the average person, that's unheard of.
• 25:04
  So they will do a search.
• 25:05
  And what does the sign say?
• 25:07
  We buy houses.
• 25:08
  So they will do the, we buy houses search.
• 25:09
  And obviously we dominate Google.
• 25:12
  So they will find us.
• 25:14
  So people that put abandoned signs, they give us their best leads.
• 25:18
  Because it's the best leads to do a search on Google.
• 25:20
  They're, they're, they're interested.
• 25:22
  So just be, be mindful of that when you do that.
• 25:25
  So when you send mails, calls, whatever you do, always have a website
• 25:29
  ready to send them to your website.
• 25:31
  Always.
• 25:33
  Sure.
• 25:34
  what about those, that elderly population that actually just doesn't use Google?
• 25:39
  They, they're relying on the mail.
• 25:41
  Okay.
• 25:41
  So you'll be surprised how many of the elderly do use Google and
• 25:48
  there are always those that don't.
• 25:50
  And do you know how many calls we get from the sons and daughters of
• 25:54
  the elderly people that ask their sons and daughters for help selling
• 25:58
  their house and you get them?
• 26:00
  So, yes.
• 26:02
  SEO is not a magic pill.
• 26:03
  You don't get everybody, absolutely.
• 26:06
  But, I'm willing to bet, when you send mailers out, it's probably 0.
• 26:12
  03 percent of the people that are going to be interested in your offer.
• 26:17
  Only 0.
• 26:18
  03% Of the 3, 000 people that are also elderly are going to be interested.
• 26:25
  And then those have cell phones too.
• 26:29
  They have ways to go to Google.
• 26:31
  And only when they don't, the mail will be useful.
• 26:35
  That is a super tiny, tiny, tiny little fraction.
• 26:38
  Of what you're sending.
• 26:39
  So that small portion that we do not get, yes, we understand
• 26:43
  SEO is not a magic pill.
• 26:44
  But other than that, it's very, very effective.
• 26:50
  The only thing is it takes time.
• 26:52
  SEO has its drawbacks.
• 26:54
  It takes time to write, but that's why you should be using
• 26:58
  strategies that offers both, right?
• 27:00
  So get a credible website for sure.
• 27:02
  Then work on your SEO and while you work on your SEO, do paid marketing.
• 27:06
  Paid marketing gives you instant results, instant deals.
• 27:09
  And SU is a long term one.
• 27:11
  SU kicks in, you can stop the paid marketing, but you
• 27:13
  can make money immediately.
• 27:14
  That's what we recommend.
• 27:15
  Well, just to remind
• 27:16
  everybody one more time, head over to grumpyhair.
• 27:21
  com and learn more about how Gerald's team can help you with this.
• 27:24
  Again, it's grumpyhair.
• 27:25
  com.
• 27:26
  That's going to be a clickable link in the show notes.
• 27:28
  Before we jump into the rapid fire questions, Gerald, is there
• 27:31
  a question or concept you wish we would have covered here so far?
• 27:35
  think you asked all the questions that we get asked all the time.
• 27:39
  So I think that's very relevant.
• 27:42
  Well, I appreciate that.
• 27:43
  so if you're ready, we'll jump into the rapid fire questions
• 27:46
  and close out this episode.
• 27:48
  Awesome.
• 27:50
  Number one, what lie do real estate investors sometimes tell themselves?
• 27:55
  all about the numbers.
• 27:57
  Send more.
• 27:58
  If something doesn't work, okay, I'm a former NASA robotic scientist.
• 28:03
  Okay.
• 28:04
  so numbers and data is all I do when something doesn't work.
• 28:09
  Believe me, as a scientist, you don't do more.
• 28:12
  It's not about consistency.
• 28:14
  Consistency only works.
• 28:16
  If the strategy you're doing is correct, then yes.
• 28:19
  But if you have a success rate of 0.
• 28:22
  03%, your strategy is not correct.
• 28:25
  So it's not about consistency, it's about adaptation, adapt, learn, and tweak.
• 28:30
  It's a, feedback loop that you have to output what's back in the
• 28:33
  input and you tweak and you keep on progressing, keep on tweaking.
• 28:35
  That's how it really works.
• 28:37
  If you could go back in time and give your younger self one piece
• 28:40
  of advice, what would it be?
• 28:42
  Start now.
• 28:43
  Don't listen to anybody.
• 28:44
  Well, listen to people, but verify.
• 28:47
  But 100 percent start now.
• 28:49
  Every day you waste.
• 28:52
  It's a day you will not become successful.
• 28:54
  It's just start now.
• 28:57
  What book do you recommend
• 28:59
  And actually I am, I have been in the university for like, for like, I have
• 29:05
  no many years, 17 years university.
• 29:07
  I have read way too many books.
• 29:08
  I hate books.
• 29:09
  I write books now.
• 29:10
  I don't read any.
• 29:11
  I've heard though, that, rich, that poor, that's a good one.
• 29:15
  But I, I honestly, I don't read books.
• 29:18
  What single strategy process or tool have you implemented that
• 29:22
  has had the biggest time saving impact to you or your business?
• 29:26
  Hiring a team, believe it or not.
• 29:28
  So it might not be a tool, but, we reinvent the wheel all the time
• 29:32
  and we do a piss poor job at it.
• 29:34
  so what you really should do is get a system in place that is proven to work.
• 29:39
  We had to build our own systems because Everything we do is
• 29:43
  so hacked behind the scenes.
• 29:45
  the thing that helped us most is hire a team and put them in the
• 29:48
  right place as quickly as possible.
• 29:52
  That gives you free time to actually grow your business as a
• 29:54
  sort of making a business survive.
• 29:58
  Well, Gerald, this has been a fantastic conversation.
• 30:01
  I really appreciate your time.
• 30:03
  This was just really great.
• 30:05
  Again, it is grumpy hair.
• 30:07
  com.
• 30:08
  That's going to be clickable, but I hope you'll consider
• 30:10
  coming back again sometime.
• 30:11
  I would love to pick your brain.
• 30:13
  Regarding just starting a business like you have building that team
• 30:18
  and the mindset associated with it.
• 30:20
  You have my email address.
• 30:22
  I give you my phone number.
• 30:23
  Anytime you have a slot, Just let me know.
• 30:26
  And I'll jump on.
• 30:27
  I appreciate it.
• 30:28
  You're welcome, Jack.