Latest / The Real Estate Agent Playbook / Unlock 80 Free Listing Leads From Investors | Ben Deal

Transcript

Unlock 80 Free Listing Leads From Investors | Ben Deal · The Real Estate Agent Playbook

• 0:01
  welcome back to the Wolf Pack way Ben
• 0:04
  thanks so much for joining us today
• 0:06
  um super excited to have you on board from Houston
• 0:09
  Texas and really excited to dive into your story
• 0:14
  because it's a little bit different
• 0:15
  non tradition than traditional real estate
• 0:18
  and what you've done with the education
• 0:20
  for other agents and things is
• 0:22
  is second to none
• 0:23
  and the cool part now with co sponsorship
• 0:25
  although we're both kind of in the Wolf Pack family um
• 0:29
  you would have the ability to co
• 0:31
  sponsor with both Ben and I
• 0:34
  if you know something we resonate says today
• 0:36
  so definitely comment in the
• 0:38
  the comments below or follow the link
• 0:41
  and just make sure you mention Ben deal
• 0:43
  in this interview and we'll make sure that we link up
• 0:46
  so you get both of our support
• 0:47
  so Ben how are you doing man
• 0:49
  thanks so much for being on
• 0:51
  yeah doing great man
• 0:53
  excited to be here
• 0:54
  perfect cool
• 0:56
  so let's kind of set the tone right
• 0:58
  you were in real estate investment early on
• 1:01
  and in the wholesaling and acquisitions
• 1:04
  and all of that so take us through that life
• 1:07
  and what was the turning point
• 1:09
  to get your real estate license and
• 1:11
  and become kind of the agent you are today
• 1:14
  yeah for sure
• 1:15
  so um
• 1:16
  yeah my journey in real estate started
• 1:18
  you know 10 years ago when I moved to Houston
• 1:21
  essentially
• 1:22
  at my last corporate job brought me down here
• 1:25
  and I just knew the corporate world wasn't
• 1:28
  going to get me to where I had to go
• 1:30
  like I've been in sales my entire career
• 1:33
  sales business development
• 1:34
  and I was tired of hitting
• 1:36
  you know a ceiling on how much money I could make
• 1:38
  I hated having a boss I hated getting fired
• 1:41
  even though I was producing and doing well
• 1:44
  and I just consistently found myself
• 1:45
  getting tired and bored uh
• 1:47
  in the corporate game and so um
• 1:49
  that's when I got interested in real estate investing
• 1:53
  um I just started doing some research
• 1:55
  and I found myself in a ballroom at the Bush
• 1:59
  Intercontinental Airport Marriott
• 2:01
  and it was a rich dad poor dad class
• 2:04
  it was a three day intro to real estate investing class
• 2:08
  and my wife was pregnant at the time
• 2:10
  with our first daughter and we just sat
• 2:13
  invested three full days of our time into that room
• 2:16
  and I just Learned about
• 2:17
  like this world of real estate investing
• 2:19
  I just knew I wanted to make more money
• 2:21
  I wanted to get out of my job
• 2:23
  and importantly
• 2:24
  I wanted to figure out how to create wealth
• 2:26
  and I just knew investing in real estate is the closest
• 2:30
  most accessible place for me
• 2:32
  and for many people in the world to do that
• 2:35
  is by investing in real estate
• 2:37
  so I really started there and invested
• 2:40
  you know time that weekend getting into it
• 2:43
  so um
• 2:44
  from there I just started my journey uh
• 2:46
  off into real estate uh
• 2:48
  only God knew what a plan for me and I got uh fired uh
• 2:52
  shortly after I took that class um
• 2:54
  and thankfully I had done what
• 2:56
  all of the real estate education courses
• 2:59
  even that you see online they just say hey
• 3:01
  go out get into the community
• 3:02
  go to your local real estate investment association
• 3:05
  start networking meeting people and thankfully
• 3:08
  I met a couple guys that were starting their own
• 3:10
  wholesaling operation down here in Houston
• 3:13
  and I was like hey look
• 3:15
  this is my background I'm not real
• 3:17
  excited about building the entire marketing machine
• 3:20
  and for those of you don't know what wholesaling is
• 3:23
  it's essentially a giant marketing machine to
• 3:26
  you know communicate with um
• 3:29
  distressed homeowners
• 3:30
  and try to get them to respond to that marketing
• 3:32
  and uh it takes a lot of work to do that and time
• 3:35
  Energy Resources
• 3:37
  know how and my gift and talent is in communicating
• 3:40
  connecting with people and so I just said
• 3:42
  hey look if you guys are gonna build the machine
• 3:44
  I'll go meet the homeowners
• 3:46
  and I'll put the properties under contract
• 3:47
  on the sale side so that's what I did um
• 3:50
  you know
• 3:50
  after my wife and I stumbled around for a little bit
• 3:53
  trying to do that
• 3:54
  and I went to go work with these guys
• 3:56
  in their wholesaling operation
• 3:58
  I was their first acquisition specialist
• 4:00
  that business did really well
• 4:01
  ramped up to doing you know
• 4:05
  a really good business where they were spending
• 4:07
  like $30,000 a month in direct mail marketing
• 4:10
  we were doing you know bunch deals
• 4:12
  I don't even remember how many
• 4:14
  but I was the acquisitions guy
• 4:15
  so I was going out meeting with the homeowners
• 4:17
  putting the properties under contract
• 4:18
  and then we're selling those to our investors uh
• 4:21
  worked with them for you know 2
• 4:23
  3 years and then went to go work with a bigger shop
• 4:25
  here in Houston they did all direct uh
• 4:27
  digital marketing SEO and pay per click
• 4:30
  they've been around for a little bit longer
• 4:32
  um and then
• 4:33
  worked
• 4:33
  with them for another couple years as an acquisition
• 4:35
  specialist so long story short on that
• 4:38
  I met with thousands of homeowners
• 4:39
  put a couple hundred properties under contract
• 4:41
  we sold to investors and then um
• 4:44
  I had a small
• 4:45
  mastermind group that we were selling a lot of deals to
• 4:47
  and they're like hey Ben
• 4:48
  we love what you're doing
• 4:49
  uh would you think about coming to work with us
• 4:52
  and I was like well sure
• 4:53
  what does that look like and they said well
• 4:55
  want to help
• 4:56
  we want you to source deals off market and on market
• 4:59
  so we actually need you to go get your real estate
• 5:02
  license and so
• 5:03
  that's where my journey
• 5:05
  to get my real estate license really started
• 5:07
  and they ended up paying for me
• 5:10
  to go to Champion School of Real Estate
• 5:11
  you know the main real estate school down here in Texas
• 5:14
  and that's literally how you know
• 5:16
  my journey from investing to uh
• 5:18
  getting license as an agent started
• 5:21
  yeah well
• 5:21
  that's I mean
• 5:22
  obviously you were in it
• 5:24
  it's almost like you were the listing agent before
• 5:26
  you were you're an agent right
• 5:27
  you're just trying to get these
• 5:29
  these properties under contract
• 5:30
  solve the current problem
• 5:32
  and then get them
• 5:33
  obviously moved on through wholesaling
• 5:35
  um and
• 5:36
  and that so I'm sure you saw a ton of different things
• 5:39
  you saw a ton of different deals there
• 5:41
  and the problem solving only took off
• 5:44
  so you're you're now in the real estate agent world and
• 5:49
  you know
• 5:50
  I'm sure how long did you stay with that company that
• 5:53
  you know put you through school
• 5:54
  and what was your role you know
• 5:57
  as an agent how much did it change
• 5:59
  essentially
• 5:59
  from where you were the acquisitions manager to an
• 6:02
  a licensed real estate agent with that company
• 6:05
  yeah so uh one
• 6:07
  it was only a very short period of time
• 6:09
  so there were a small kind of start up investment uh
• 6:12
  group and you know
• 6:14
  they had 30 people and I was like man
• 6:16
  people that are ready to buy
• 6:17
  but the reality was there was only a
• 6:19
  a small handful of people that were ready to buy
• 6:21
  and their cadence for buying was like
• 6:23
  all over the place so um
• 6:25
  I was only with them for a short period
• 6:27
  of time
• 6:27
  and then I went to go work with one of the top uh
• 6:29
  real estate investors in Houston
• 6:31
  a guy that's got like 150 single family rentals
• 6:34
  a hard money lender company
• 6:35
  property management company
• 6:37
  and he had a home buying franchise
• 6:39
  so I kept doing I was his full time agent
• 6:43
  acquiring his deals selling his flips
• 6:45
  you know working uh with uh his hard money clients
• 6:48
  they were kind of their VIP's
• 6:49
  so that's kind of where we ended up going um
• 6:54
  after I got licensed
• 6:55
  and becoming more of this thing that I call
• 6:58
  you know is an investor agent
• 7:00
  where I work with real estate investors
• 7:03
  and that's pretty much what I've been doing
• 7:06
  but for that period of time
• 7:07
  it was very short with them
• 7:09
  I think the to answer the
• 7:10
  you know the other part of your question was uh
• 7:13
  there was no real difference between
• 7:15
  me working as an acquisitions agent
• 7:18
  and when I became licensed
• 7:20
  I think there's a big myth out there
• 7:21
  especially in the real estate investment community
• 7:24
  they're like do not get licensed
• 7:26
  like you cannot get licensed
• 7:28
  because it's gonna limit
• 7:29
  how much you can do in your real estate
• 7:31
  investment business
• 7:31
  and I just found that to be totally false
• 7:33
  and as a matter of fact I believe
• 7:35
  getting licensed as a real estate
• 7:38
  investor is one of the most
• 7:39
  important things you can do for your
• 7:41
  investment business
• 7:42
  let alone it just being a tool for your business
• 7:44
  you get access to all the top information
• 7:47
  you get access to the MLS
• 7:48
  you don't have to worry about
• 7:50
  you know talking with an agent
• 7:51
  that may or may not get you the comps
• 7:53
  like you've got the direct feed
• 7:54
  uh to get all the information that you need
• 7:57
  and it gives you the ability to hey
• 7:59
  if you wanna list your own thing
• 8:00
  if you wanna negotiate a commission
• 8:01
  if you wanna wipe off and not do a commission
• 8:03
  like you've got the ability to
• 8:05
  I just think a lot of people in the investing game
• 8:08
  they're like well
• 8:09
  I can't do something in my real estate
• 8:11
  investment business that
• 8:12
  I would be constrained if I was a real estate agent
• 8:14
  I just find that that's totally false
• 8:17
  and so yeah
• 8:18
  um you know
• 8:18
  my quote yeah
• 8:20
  so I
• 8:20
  I think a lot of that falls in the liability category
• 8:24
  right like people
• 8:25
  people see that obviously
• 8:27
  if you're listing your own properties
• 8:29
  and acquiring your own properties
• 8:30
  for your personal investment
• 8:32
  I think there's definitely a benefit there
• 8:34
  but I think from the wholesale standpoint
• 8:36
  the liability comes in with a license attached
• 8:39
  but I mean if you're working for the right people
• 8:42
  it's not like
• 8:42
  you're pulling the covers over these people's eyes
• 8:44
  they know what you're doing
• 8:45
  um ultimately um
• 8:47
  so that's that's an interesting point that you make
• 8:50
  and let's let's go a little further into that
• 8:52
  so as you've got licensed
• 8:55
  how has your investor strategy changed
• 8:59
  or I mean do you do any personal investment
• 9:01
  or is it still just invest
• 9:02
  you know an agent for for investors
• 9:06
  yeah it's still it's still both
• 9:08
  so real estate's an endgame
• 9:10
  I think the like nothing changed
• 9:12
  like my conversation with a homeowner is still the same
• 9:15
  just like you said and I know you're an expert
• 9:17
  like how to be a problem solver
• 9:19
  how to help people where they are
• 9:21
  get to where they want to go
• 9:22
  and whether I was licensed and or not licensed
• 9:26
  that conversation was still the same
• 9:28
  I still have a heart to serve them
• 9:30
  and my question to any of my friends
• 9:32
  that are still in the investing world
• 9:33
  that have a hesitation around getting licensed is like
• 9:37
  where are you operating in the gray area
• 9:39
  like where where are you operating in the like a
• 9:43
  where you've got some legal issues
• 9:44
  where you may be saying one thing and doing another
• 9:47
  you've got a contract
• 9:48
  that may have some loopholes in it that
• 9:49
  you know how to exploit
• 9:51
  but they won't like
• 9:52
  where is this gray area that people are operating in
• 9:56
  and that's just my question
• 9:57
  like it's
• 9:58
  the integrity of how they choose to operate
• 9:59
  the business given real estate
• 10:01
  there's a lot of good bad and different
• 10:02
  especially in the investing side
• 10:04
  but for me it's just like hey
• 10:06
  what is that gray area what are you not being fully
• 10:09
  you know transparent about because like
• 10:11
  my conversation was the same
• 10:12
  like when I was investing
• 10:13
  they may not know what the term wholesaling means
• 10:16
  or like what some of the lingo is that we use
• 10:19
  they would still know the process hey
• 10:21
  we're gonna we're gonna partner with another investor
• 10:24
  they're gonna buy the property
• 10:25
  we're not gonna be the end buyer
• 10:27
  but like they knew what we were going through
• 10:29
  and so that conversation never changed man
• 10:32
  and and and I think the last thing just on this is um
• 10:36
  my question to any real estate investors
• 10:38
  real estate investment companies
• 10:39
  like how are you hedging
• 10:42
  your real estate investing business
• 10:44
  with any future policy
• 10:46
  rule regulation change that is coming down the pipe
• 10:49
  okay and I don't have to say it's just like an idea
• 10:52
  it's happening it's happening it's happened in Chicago
• 10:55
  Oklahoma North Carolina
• 10:57
  West Virginia and one of the things is
• 10:59
  and I was listening to another podcast
• 11:01
  with another investor friend
• 11:03
  just like we've got real estate investing meetups
• 11:05
  so do the the real estate associations
• 11:09
  not just Har and NAR
• 11:10
  but like the licensing boards for each state
• 11:13
  like we've got track down here
• 11:15
  the real estate commissions
• 11:16
  guess what their biggest topic of conversation is
• 11:19
  every time they get together
• 11:21
  they're getting together to talk about
• 11:22
  how to wrap their arms around wholesaling
• 11:25
  around real estate investing
• 11:27
  and all that is coming to is like
• 11:29
  they're gonna start putting in rules
• 11:30
  regulation policy requirements for representation
• 11:34
  so why not just hedge against all of that
• 11:37
  and just get licensed now
• 11:39
  and then you're and then you're good for the future
• 11:41
  regardless of what happens
• 11:42
  so yeah and I think that's I mean
• 11:45
  a wholesaler
• 11:46
  essentially is acting as a real estate agent
• 11:49
  like if if their main goal is to market
• 11:51
  through the marketing machine
• 11:52
  and put everything out there
• 11:53
  and bring bring an in buyer
• 11:55
  I mean it's it's called something different
• 11:57
  but the like you mentioned is very similar
• 12:00
  so as you've kind of gotten into this space and I mean
• 12:04
  do you do any traditional real estate
• 12:08
  as far as buying and selling properties
• 12:10
  oh yeah
• 12:11
  oh yeah yeah
• 12:11
  so you yeah
• 12:12
  I'm still added that to your your kind of tool belt
• 12:15
  right I would assume like what's a typical
• 12:19
  you know kind of edge property where it could go flip
• 12:22
  it could go you know
• 12:24
  rental investment purchase
• 12:25
  but it also could go to to a primary residence buyer
• 12:30
  yeah I mean
• 12:31
  the the big thing is like
• 12:33
  getting a license just allows me to serve the
• 12:38
  my clients homeowners
• 12:39
  people that I know you know
• 12:41
  with all the options
• 12:42
  so like regardless of where people are
• 12:45
  if it's my traditional you know
• 12:46
  homeowner friend family neighbor
• 12:49
  people somebody I go to church with
• 12:50
  that they're just looking to buy or sell a place yes
• 12:53
  I serve them for sure
• 12:54
  like this working in the real estate business
• 12:57
  it's an end game
• 12:58
  I work with investors and my sphere of influence
• 13:01
  it's like
• 13:02
  I'm not limiting and saying I'm not doing that um
• 13:05
  so like I'm work it's an end game
• 13:07
  I'm doing both or all like production act
• 13:11
  that active income is still important to me
• 13:13
  it's important for
• 13:14
  you know where I'm at in my life and business
• 13:16
  and so yeah I'm still doing deals
• 13:18
  I'm still going out and doing that
• 13:19
  it's just with my background on the investment side
• 13:23
  if I come into a situation one
• 13:25
  I'm able to situationally assess what's happening
• 13:28
  you know if there is some distress
• 13:29
  whether it's divorce job loss
• 13:32
  death unintended inherited property
• 13:34
  you know a significant like a natural disaster fire
• 13:38
  flood like a lot of that stuff
• 13:40
  I'm equipped
• 13:41
  and I know how to handle a conversation with them
• 13:44
  just the same as if somebody's just looking to move
• 13:46
  or they're you know downsizing
• 13:48
  you know from an empty nest situation
• 13:49
  so I'm just able to say hey look
• 13:51
  I can give you a cash offer
• 13:53
  you know here's what a cash offer might look like
• 13:55
  here's what you know a retail sale might look like
• 13:58
  here's where some of the more creative financing
• 14:01
  options may fit in there
• 14:02
  whether it's a subject to
• 14:03
  or have you thought about owner financing
• 14:05
  keeping it as a rental like
• 14:07
  I can kind of walk them through all of their options
• 14:10
  so ultimately my clients are still gonna
• 14:12
  make the best decision for them right
• 14:14
  and I think that's
• 14:15
  that's the biggest thing that we come across
• 14:17
  is you do have those options right
• 14:20
  and with your
• 14:21
  with your history and your knowledge and all of that
• 14:25
  that's where you
• 14:26
  you can solve more problems right than
• 14:28
  than a lot of agents and it's just basically
• 14:31
  the investment side is just a pillar
• 14:34
  right in your business then
• 14:35
  you have your sphere of influence in your business and
• 14:38
  you know
• 14:38
  social media open houses whatever other you know
• 14:40
  people do or other pillars
• 14:41
  but it's nice to have that that's separation
• 14:44
  and sometimes
• 14:45
  somebody at church is gonna come across the
• 14:48
  maybe inherited property that they don't live in
• 14:50
  or don't have anything and you can
• 14:52
  you know provide guidance on that um
• 14:55
  based on where it could be
• 14:56
  so really cool to kind of diversify that
• 14:59
  and I think that's really important um
• 15:01
  as we continue to have the tech push into our industry
• 15:06
  to be able to serve people in ways that
• 15:08
  like you said like oh
• 15:09
  a natural disaster I've looked at
• 15:11
  hundreds of homes through the last Hurricane
• 15:14
  or last fire that we had whatever
• 15:17
  and you know
• 15:18
  I I kind of know where the investors plays are right
• 15:21
  I know this investor
• 15:22
  bought a bunch from me when I was wholesaling
• 15:24
  so those long term relationships
• 15:26
  in that side of the business
• 15:27
  are pretty key so tell me a little bit about how
• 15:31
  you've kind of parlayed this into
• 15:35
  you know educating agents and I know you've started a
• 15:37
  an organization um
• 15:39
  where you focus heavily on invest investor agents
• 15:43
  like you talked about
• 15:44
  talk about how that kind of came into play and why
• 15:47
  what that's done for both sides of your business
• 15:50
  with production
• 15:51
  through relationships and obviously agent attraction
• 15:55
  yeah so I believe if any real estate agent
• 15:59
  anywhere in the country anywhere in the world
• 16:01
  if you want to have long sustained success
• 16:04
  you've got to build your business
• 16:05
  working with real estate investors period
• 16:08
  um I just believe that
• 16:09
  I know that um
• 16:11
  when I got licensed like
• 16:12
  I didn't realize this investor agent game plan
• 16:15
  strategy that I share with our team community
• 16:17
  with the greater real estate
• 16:19
  you know community was like when I
• 16:21
  when I got license I did 39 deals
• 16:24
  my first year was like $10 million in sales
• 16:26
  and it was just because I was doing what I was doing
• 16:30
  and it was not a transactional working with 39 people
• 16:34
  like I worked with eight people and did 39 deals
• 16:37
  so like
• 16:38
  if you're out there and you're a real estate agent
• 16:40
  you're successful
• 16:41
  but you're tired of the transactional grind
• 16:44
  of the business of real estate
• 16:46
  working one to one with each with
• 16:48
  with each like client that you get to work with
• 16:51
  my invitation to you is
• 16:53
  learn about working with investors
• 16:55
  work with less people and do more deals
• 16:58
  it's way more efficient it's way more effective
• 17:01
  it's way less stressful
• 17:03
  it's simpler because it's a finance
• 17:05
  not an emotional decision like
• 17:08
  and you just get to build a longer term relationship
• 17:12
  that is like we're helping them create what they want
• 17:15
  we're help
• 17:15
  I'm helping people create wealth in real estate
• 17:18
  that's what I want
• 17:19
  so help enough people get what they want
• 17:21
  I will get what I want
• 17:22
  and so that's where I'm in the process of like
• 17:24
  getting to serve people
• 17:26
  and it's not working with 100 people
• 17:29
  or building a giant
• 17:30
  database of thousands of people that you need
• 17:32
  in the retail game it's like 15 20
• 17:35
  30 active investors that you're serving at
• 17:39
  whatever their biases is
• 17:40
  like can turn into an incredible business
• 17:44
  and and I think that's really important
• 17:47
  cause niching down into you know
• 17:48
  maybe land development or whatever
• 17:50
  like if you have eight clients
• 17:53
  and they're all kind of in that box or that space
• 17:56
  you're you're going to expand upon that right
• 17:59
  because as people see
• 18:00
  or they want to get into that space
• 18:02
  then they keep saying
• 18:03
  your name associated with projects and
• 18:04
  and things that are going on
• 18:06
  so that's that's awesome
• 18:08
  so tell me a little bit about how now I mean
• 18:12
  actually my question is do any of those eight
• 18:14
  are any of those eight in the Wolf Pack
• 18:16
  that you did your first deals with
• 18:18
  that you said hey
• 18:19
  get your license and then you know
• 18:20
  join they are yeah
• 18:22
  they are one of the one of my leaders of my team
• 18:24
  Luis Nudo uh yeah
• 18:26
  he was my client and now he's an agent and uh
• 18:29
  you know he's building out a team an organization
• 18:32
  he's heavily partnered in the sub 2 community
• 18:34
  run this Morby and yeah
• 18:36
  I mean it's true it's like I realistically
• 18:40
  if there's an investor that I'm working with
• 18:41
  and they're looking to you know get
• 18:44
  you know create wealth in the business
• 18:46
  I tell him straight up front
• 18:47
  I'm like
• 18:48
  it's gonna be really important for you to get licensed
• 18:50
  now or in the future um
• 18:52
  you know for all those reasons I mentioned earlier
• 18:54
  but yeah it definitely happens
• 18:55
  it's continuing to happen and I just I
• 18:59
  I'm very upfront with people
• 19:00
  like if they're looking to get into real estate
• 19:02
  getting your license gives you a foundational uh
• 19:05
  a foundational level of knowledge
• 19:07
  just in the real estate business
• 19:09
  and the reality is
• 19:10
  getting into wholesaling or real estate
• 19:12
  investing is a very challenging business
• 19:15
  like real estate
• 19:16
  being a real estate agent in general is challenging
• 19:18
  like we know the numbers like 3 out of 4 agents quit
• 19:21
  you know their first year that they get licensed
• 19:24
  and I believe that number on the
• 19:25
  investment side is probably
• 19:27
  1,000 times that
• 19:28
  like who shows up to a real estate networking event
• 19:31
  an investing event and then they never do anything
• 19:34
  so it's like that gap I believe is so much larger
• 19:37
  but uh
• 19:37
  the thing is that that I just share with you
• 19:39
  and with anybody that listens
• 19:41
  it's like look
• 19:42
  if you start a real estate journey
• 19:43
  if you're sharing it on social media
• 19:45
  you're talking with your family friends
• 19:47
  you're excited about what you're doing
• 19:48
  on the investing side
• 19:49
  you will no doubt get asked by a friend
• 19:51
  family member somebody that's on your socials saying
• 19:54
  hey can you help me buy or sell my house
• 19:56
  like somebody will say they're like
• 19:58
  oh my God Jeremy
• 19:59
  you're doing real estate like this is so cool hey
• 20:01
  I I'm selling my house
• 20:02
  can you help me and if you're licensed
• 20:05
  you can work with them one
• 20:07
  you can choose to license
• 20:08
  you know to represent the property or getting a license
• 20:11
  you can at least refer it out
• 20:13
  like
• 20:13
  if you don't wanna be a transacting real estate agent
• 20:16
  just put a referral fee on it
• 20:18
  and give it to somebody
• 20:19
  that will sell the property for you
• 20:21
  like there's and that's one of the ways
• 20:23
  you know you can do the business as a licensed investor
• 20:26
  that's kind of the other category
• 20:28
  like be a licensed investor
• 20:29
  you don't have to be a transacting real estate agent
• 20:32
  or the Realtor that you see
• 20:33
  you know on social media
• 20:35
  it's like it allows you to refer those deals
• 20:37
  and that can turn into a revenue stream for you
• 20:39
  so yep for sure
• 20:41
  passing those referrals
• 20:42
  is is probably the most form of passive income that we
• 20:45
  uh we talk about
• 20:47
  so tell me a little bit about the
• 20:49
  the connection right
• 20:50
  obviously you're here at our brokerage
• 20:52
  which which has revenue share involved
• 20:55
  talk to me a little bit about the investor
• 20:58
  and the investor agent
• 21:00
  that the revenue share plan kind of resonates with
• 21:05
  because I you know
• 21:06
  transparently I didn't even ask you before
• 21:08
  if one of those clients was
• 21:10
  was with the Wolf Pack and I figured they were
• 21:12
  so talk to me about how the revenue share is
• 21:15
  just another piece
• 21:17
  that entices some of these investors
• 21:19
  to get their license
• 21:23
  yeah so um yeah
• 21:25
  I'm happy to answer that but the
• 21:27
  to be honest with you the entire reason why I'm here
• 21:30
  the entire reason why we're having this conversation
• 21:32
  is all for the people it's for relation okay
• 21:36
  like I did not join our team and community
• 21:38
  I did not join EXP because it was EXP
• 21:40
  I joined because of two of the top investors
• 21:43
  here in Houston Chris Bounds and Bram Phillips
• 21:46
  they're two of the top real estate investors
• 21:47
  in my market in Houston
• 21:49
  really in the country
• 21:50
  they'll go head to head with anybody
• 21:51
  and I wanted to be close to them
• 21:53
  learn from them do business with them
• 21:55
  partner with them
• 21:56
  and I've realized that just with my real estate license
• 22:00
  that was the best ticket I could
• 22:02
  use to get into relationship with them
• 22:05
  without having to pay like a 10
• 22:07
  20 30,000 dollar mastermind fee for a year
• 22:10
  like my license literally became my entrance into like
• 22:15
  building a relationship with them
• 22:17
  because the cool thing about EXP
• 22:19
  and then what we do with the revenue share program is
• 22:21
  like people are invested and interested in my success
• 22:25
  okay that's why the revenue share model is so powerful
• 22:28
  is because like there's all these people
• 22:31
  like I knew Chris and Brent
• 22:32
  they were partnered together and you know
• 22:33
  sponsored by one another in the business
• 22:36
  and I did not know who Connor was
• 22:38
  I had no idea who Connor Sandbrook was
• 22:40
  let come to find out shortly after
• 22:42
  he's one of the other top real estate
• 22:44
  investors in Texas like he's up in Dallas
• 22:47
  and he joined our team and created our community
• 22:50
  purely
• 22:51
  for the reason of creating a residual income stream
• 22:54
  like I've been around network marketing
• 22:57
  for a good part of my life
• 22:58
  and career the last 20 years I've known of it
• 23:01
  I've been interested by it
• 23:02
  I understand the opportunity and how to really
• 23:05
  this thing called residual income
• 23:06
  and I believe you know
• 23:08
  if you're looking to create residual income
• 23:10
  I hundred percent believe
• 23:12
  EXP is the best application of the revenue share model
• 23:15
  period across any industry
• 23:17
  across any company like
• 23:19
  I believe EXP has the model in the right application
• 23:23
  in the right business
• 23:24
  because of what we do and how we transact and deliver
• 23:28
  the service of real estate
• 23:29
  and it's just it it's a long term play
• 23:32
  like me wrong and I know you've been in been doing it
• 23:35
  you know successfully for a long time
• 23:37
  but like Connor started this eight years ago
• 23:39
  and you can see where we're at as a
• 23:41
  wolf pack organization but it's a long term commitment
• 23:44
  like it is a long term you know opportunity
• 23:47
  you know to pursue the revenue share this
• 23:49
  you know
• 23:50
  this opportunity of money that we get access to
• 23:52
  just by you and I
• 23:54
  sharing what we're doing with the Wolf Pack
• 23:56
  and our team and community globally
• 23:58
  uh it's like
• 23:59
  it's one
• 24:00
  exciting and incredible opportunities out there
• 24:02
  to create a pure residual income
• 24:04
  it's not a passive income
• 24:05
  like I really don't believe much in a passive income
• 24:08
  there's a lot of energy and effort that goes into it
• 24:10
  but from a residual income standpoint
• 24:12
  I believe we've got it I believe EXP is it
• 24:14
  I believe you know
• 24:16
  what we're doing with our team
• 24:17
  and key is it because we're all aligned
• 24:19
  like we've got an understanding of the opportunity
• 24:22
  and we're invested in helping people create success
• 24:26
  yep and I think
• 24:27
  I mean it's key right
• 24:28
  because there's always income streams right
• 24:30
  real estate investment this income stream
• 24:32
  I'm gonna wholesale this
• 24:33
  I'm gonna do renovations over here
• 24:34
  I'm gonna you know
• 24:35
  and so it it's very
• 24:37
  it's just another kind of add on
• 24:39
  and you hit on something really important there that
• 24:42
  you know the the ticket into you know
• 24:45
  the
• 24:46
  the rooms that you wanted to be with Chris and Brant
• 24:49
  was getting your license
• 24:51
  and that kind of changed everything
• 24:53
  now Chris and Brent know you
• 24:56
  you're in you know
• 24:57
  you can call them ask them questions and so on
• 24:59
  so it's very important
• 25:00
  that you specialize down into a specific niche within
• 25:05
  you know EXP in general
• 25:07
  because that's that's free value
• 25:11
  right that you're going to use
• 25:12
  and unlike you know hey
• 25:14
  I'm just gonna join my cousin over here or my you know
• 25:18
  whatever aunt or uncle over here
• 25:21
  like the value that is EXP now with co sponsorship
• 25:24
  you can kind of bring some of those guys in
• 25:26
  but talk to me about what you've done
• 25:28
  with your organization because it
• 25:30
  it wasn't just a Chris and Brant
• 25:33
  like you're you're not just a student now
• 25:35
  I've seen you take you know
• 25:38
  your experiences and so on and you know
• 25:40
  speak on stages and and talk you know
• 25:43
  run your organization
• 25:44
  and talk a little bit about what that looks like
• 25:47
  what it looks like to be a part of your investor agent
• 25:50
  inside the Wolf Pack
• 25:53
  yeah so um
• 25:54
  just for me I mean
• 25:56
  the theme continues to roll through
• 25:57
  it's all about community and relationships
• 26:00
  and so
• 26:01
  the big challenge with real estate is it's an very
• 26:05
  very isolating individualistic
• 26:08
  like you're kind of out there fending for yourself okay
• 26:11
  and that's what I see with a lot of friends
• 26:12
  and colleagues and you know
• 26:14
  even when I go speak with other agents
• 26:16
  I go to our uh real estate school
• 26:18
  I was actually there just before this and I just say
• 26:21
  hey look
• 26:21
  tell me why why you're so excited about where you're at
• 26:24
  like tell me the most value that you're getting
• 26:27
  from the brokerage
• 26:29
  the team whoever you're working with
• 26:30
  like what is the one thing for you that you are like
• 26:34
  so on fire about being there
• 26:36
  and guess what I've heard like nothing
• 26:40
  I've not heard one person speak enthusiastically
• 26:44
  about why they're in love with where they're at
• 26:46
  and that's why it's so different
• 26:47
  when we get to go out and share
• 26:49
  it's like I know in my heart
• 26:51
  like what we have here is super unique
• 26:54
  and it's exciting like the the brokerage game
• 26:57
  I believe all brokers are pretty much the same
• 26:59
  at the end of the day they deliver a service
• 27:02
  and they've got all the technology and nuts and bolts
• 27:04
  and this and that whatever great
• 27:06
  but I'm interested in the people
• 27:07
  who do I get to run with who do I get to learn from
• 27:10
  who do I get to connect with
• 27:11
  and collaborate with and do business with
• 27:13
  and like all of the traditional brokerages
• 27:16
  and even mom and pop like
• 27:19
  show me who's done what I wanna do
• 27:20
  and let me work with them
• 27:21
  how do I get to do that
• 27:22
  and that's why we're so uniquely positioned
• 27:25
  with what we do in the Wolf Pack
• 27:26
  that's why I joined
• 27:27
  I wanna create the wealth and success
• 27:29
  just like Chris and Brent have
• 27:31
  and more importantly
• 27:31
  I wanna do it in the way that they've done it
• 27:34
  and that line goes through all the way up to Connor
• 27:36
  you know it's like
• 27:37
  a lot of people can create success in this business
• 27:40
  but how it's done is you know
• 27:42
  more important to me than that
• 27:43
  so being in alignment with those people and
• 27:46
  you know I'm just grateful
• 27:47
  you know Connor
• 27:48
  you I mean
• 27:49
  our community is a reflection of that
• 27:51
  so that's why I just know it's so powerful
• 27:54
  I'm so excited to be here
• 27:55
  and I know what we're doing is gonna continue to grow
• 27:59
  absolutely and that's
• 28:00
  that's kind of the the main vein of of what it is right
• 28:04
  investor agents
• 28:05
  people that are working around that specific niche
• 28:08
  like I think like everything else
• 28:10
  like you get into something
• 28:12
  and then you peel back the curtain and you're like oh
• 28:14
  I could go this direction and this direction
• 28:16
  but in real estate it's such a mentor based business
• 28:20
  right
• 28:20
  almost every successful real estate agent I talk to
• 28:24
  has a mentor whether that's their first managing broker
• 28:27
  whether it's another agent that was in their office
• 28:29
  whether it's someone they follow on YouTube
• 28:31
  you know whatever it is
• 28:32
  like those that
• 28:33
  mentorship in our business is super important
• 28:37
  because there is so many ways to be ultra successful
• 28:40
  I think seeing behind the curtain is
• 28:42
  is awesome and
• 28:44
  you know having a community where
• 28:46
  you know maybe it's not even in your direct line right
• 28:50
  but there's mentorships and relationships
• 28:52
  that can come of it which is extremely awesome
• 28:55
  so when we step back and say okay Ben
• 28:58
  what's what's the future look like
• 29:00
  where are you going with your
• 29:02
  you know as an investor agent
• 29:05
  tell me what
• 29:06
  what that looks like five to 10 years from now
• 29:11
  yeah man
• 29:12
  that's a good question um
• 29:13
  you know I think the biggest thing for me is just to
• 29:16
  continue to grow and expand our
• 29:18
  you know our Wolf Pack team and community
• 29:19
  I think the more uh
• 29:21
  that I get to help other agents be successful
• 29:24
  you know sharing will
• 29:25
  you know just the same as you do
• 29:28
  that's what is gets me most excited
• 29:30
  like yes
• 29:31
  I still love getting paid
• 29:33
  I still love the transactional side of real estate
• 29:35
  but I get more excited and fired up
• 29:38
  to help people build their business
• 29:40
  like to help create success
• 29:41
  like some of the agents that just joined like
• 29:44
  and I'm I know you see it too
• 29:45
  but like something happens
• 29:47
  when people join our team and community
• 29:49
  like they get turned on and then deals start happening
• 29:52
  like
• 29:52
  I've got a guy who just joined our team and I'll share
• 29:55
  a little bit about our investor agent game plan
• 29:58
  that I share and developed
• 29:59
  it's like he's done four deals in the last two weeks
• 30:03
  you know and it's like
• 30:04
  over $10,000
• 30:05
  plus commissions on each one of those deals okay
• 30:08
  he just started working
• 30:09
  with us over the last couple months
• 30:11
  and he took the game plan that we've got
• 30:14
  and then he just put it into use and put it into ads
• 30:16
  it's like
• 30:17
  leveraging and working with real estate investors is
• 30:20
  you know
• 30:20
  it's such a powerful opportunity and like I said
• 30:23
  I mean in terms of scope five 10 years from now
• 30:26
  I believe
• 30:26
  a lot of the business is gonna be more focused on
• 30:29
  working with investors
• 30:31
  I just believe the more that agents
• 30:33
  understand and start working with investors
• 30:35
  and more importantly
• 30:36
  start investing themselves in real estate
• 30:38
  like I'm not where I wanna be on the investment side
• 30:41
  and I just know I keep doing what I'm doing
• 30:44
  I'm gonna get there because of the people I'm around
• 30:46
  and I'm equipped
• 30:47
  and all of that stuff is coming through
• 30:49
  it's just I I just believe in my heart
• 30:52
  like foundationally investing in real estate
• 30:54
  work with real estate investors
• 30:56
  is the future for a long term success in this business
• 30:59
  and I don't have to look very far right
• 31:00
  I just look at what Connor's done Chris is done
• 31:03
  Brent's done what you've done
• 31:05
  you know it's like hey
• 31:06
  I just want to do keep it simple
• 31:08
  and do what the most successful people I know
• 31:10
  have done in this business
• 31:11
  and just hold that course
• 31:13
  and I think you know
• 31:14
  I just want to impact and help as many people as I can
• 31:16
  and I think that's the exciting thing with our team
• 31:19
  community leveraging EXP in the revenue share program
• 31:22
  like who knows where we're gonna be
• 31:24
  you know five or 10 years from now
• 31:25
  but there's a lot of agents out there that are
• 31:27
  having a lot of challenges
• 31:29
  lots of struggles falling victim to the market this
• 31:32
  that and the other and
• 31:33
  that's why I just believe that
• 31:34
  investor agent game plan is like
• 31:36
  so powerful
• 31:37
  yeah that's interesting
• 31:38
  because I talk a ton on my course about
• 31:41
  you know
• 31:42
  finding and leveraging like industry partners right
• 31:46
  and just on this conversation
• 31:47
  like there's no easier place to get started
• 31:51
  if you're willing to do the work and run
• 31:53
  than real estate investment right
• 31:55
  you have to take some risk because hard money you know
• 31:59
  people will write you checks for hard money
• 32:01
  but you have to have the knowledge of
• 32:03
  of an agent or of somebody in the industry
• 32:05
  a mentor that can kind of help you run right
• 32:08
  if somebody calls me and they're like
• 32:10
  hey Jeremy I wanna buy my first house
• 32:12
  I can't just get you a mortgage right
• 32:15
  if someone calls me and says hey
• 32:17
  I want to be a real estate investor
• 32:18
  I need to source my funds or do some
• 32:20
  you know there's options for that
• 32:23
  you can get access to them relatively quickly
• 32:26
  so you know
• 32:28
  for the agent that is struggling
• 32:30
  you're going to these investor meetups
• 32:32
  and things like that
• 32:33
  you just have to find an up and coming investor
• 32:35
  partner with a
• 32:36
  a good lender who knows what they're doing
• 32:39
  and make that connection and so
• 32:41
  I think you've uncovered a lot here
• 32:43
  for newer agents to kind of find those deals
• 32:46
  um so if you were a newer agent who
• 32:49
  or maybe an agent that's struggling right
• 32:51
  maybe you were a product of the Covid years
• 32:53
  and we're doing 15 to 20 deals a year
• 32:56
  rolling out of bed and you haven't
• 32:58
  you know leverage those
• 32:59
  if you're looking at changing
• 33:01
  the scope to be more of an investor agent
• 33:04
  what step 1 do you think um
• 33:07
  on that
• 33:09
  yeah so um
• 33:10
  one I
• 33:11
  I do free training on the Investor Agent game plan
• 33:13
  so
• 33:14
  if anybody wants to go to Investor Agent Game plan.com
• 33:17
  you can go there I do a presentation
• 33:20
  uh weekly
• 33:21
  where I go through
• 33:21
  and walk through the Investor Agent game plan
• 33:23
  and it's really just two pillars
• 33:25
  it's very simple 1
• 33:27
  you build your business by working with real estate
• 33:29
  investors okay
• 33:30
  these are not the social media
• 33:32
  flippers and influencers that you and I
• 33:34
  every day these are people that you already know
• 33:38
  they're your business owners
• 33:39
  your entrepreneurs your doctors
• 33:41
  your lawyers people that have money
• 33:43
  they don't have the time and to be honest with you
• 33:45
  they're not really interested
• 33:46
  in learning everything about real estate
• 33:48
  they want your help to invest in real estate
• 33:51
  so when I say investors
• 33:53
  inside the investor agent game plan
• 33:54
  it's working with people that want to buy
• 33:57
  rental properties income producing properties
• 34:00
  whether it's you know
• 34:01
  long term rentals short term
• 34:02
  but really just keep it very simple
• 34:04
  it's like you know
• 34:05
  long term rentals
• 34:06
  we wanna help them acquire and build their portfolio
• 34:09
  okay so that's the first one
• 34:10
  build your business working with investors
• 34:13
  you already know all those people
• 34:14
  the second part is uh
• 34:16
  which I believe is the game changer
• 34:18
  is to work with real estate investment companies
• 34:21
  to get all of your listing leads for free okay
• 34:24
  you've been in the business a long time
• 34:26
  if you're tired of the real estate business
• 34:29
  the traditional marketing
• 34:30
  that all works by the way
• 34:32
  calling expirers calling for sale by owners
• 34:34
  doing open houses all of those things work
• 34:38
  yet I know from my experience
• 34:41
  the one group that contacts every homeowner
• 34:44
  every day is the real estate investor
• 34:47
  and you know this
• 34:48
  because if you own a home or a rental property
• 34:51
  you're getting a piece of mail
• 34:52
  a postcard a letter
• 34:54
  a phone call an email
• 34:55
  a text message saying hey
• 34:58
  we'll buy your house cash
• 34:59
  I just got one yesterday okay
• 35:01
  they market to every homeowner
• 35:04
  every across entire country
• 35:06
  and guess what
• 35:07
  these real estate investment companies are looking for
• 35:09
  they're looking for the needle in a haystack okay
• 35:12
  they're looking for the one out of 1,000 homeowner
• 35:15
  that's in some pretty serious trouble
• 35:17
  than some serious distress
• 35:19
  they've had a major emergency they've got death
• 35:22
  divorce distress like financial challenges foreclosure
• 35:26
  preforeclosure
• 35:26
  probate like some serious they need the help
• 35:29
  they need that service
• 35:31
  and if you remember to what I mentioned earlier
• 35:34
  when I was in acquisitions
• 35:36
  I met with thousands of homeowners
• 35:38
  and I only worked with like a couple hundred of them
• 35:41
  so like all of these homeowners that I met with
• 35:44
  in the first five years of my career
• 35:45
  I literally sat at dining room tables
• 35:47
  couches front porches with like thousands of people
• 35:51
  and I was in pursuit of the transaction
• 35:53
  not the relationship
• 35:55
  so guess what happens in this bigger
• 35:57
  broader brush stroke of real estate investment
• 35:59
  and all these companies that are doing
• 36:01
  an insane amount of marketing
• 36:02
  by the way like the first company I worked with
• 36:04
  did $30,000 a month in direct mail
• 36:07
  the second company
• 36:08
  was doing $50,000 a month in digital paper
• 36:11
  click and SEO marketing
• 36:12
  those are two small companies here in Houston OK
• 36:16
  they were spending that much money
• 36:18
  and just know
• 36:20
  that 60
• 36:20
  to 70%
• 36:22
  of the leads that come back to these real estate
• 36:24
  investment companies they're not using them okay
• 36:27
  they're throwing them away
• 36:29
  but you as a traditional real estate agent
• 36:31
  if you want free leads
• 36:34
  that's exactly what I share with you in the game plan
• 36:37
  how to have a conversation with them
• 36:39
  about turning those leads
• 36:40
  they're not using into you as an agent
• 36:43
  listings and closings
• 36:45
  and a return on investment
• 36:47
  for all these marketing dollars
• 36:49
  that these investment companies are not using
• 36:51
  so it's like
• 36:52
  it is insane how much opportunity there is
• 36:55
  because they're doing all the work for me
• 36:57
  they're doing the entire marketing machine
• 36:58
  they're contacting every homeowner every day
• 37:00
  all I'm doing is
• 37:01
  just plugging into their stream of leads
• 37:03
  I had this conversation with one investment company
• 37:05
  here in Houston
• 37:06
  they sent me a spreadsheet with 80 hot leads
• 37:10
  like listing leads and all I did that
• 37:13
  I'm still working that list
• 37:14
  and that list can expand and go forever
• 37:17
  and
• 37:17
  you only need to work with a couple of these companies
• 37:20
  to get into their
• 37:21
  you know flow of leads and you can I mean
• 37:23
  it's incredible how much is available out there
• 37:25
  so yeah that's I mean
• 37:27
  that's a brilliant strategy
• 37:28
  and most of them aren't licensed
• 37:30
  so you don't even have to pay a referral fee right
• 37:32
  and if they are referral fee is well worth it
• 37:34
  because hot listing leads are
• 37:36
  are worth it for sure so Ben
• 37:38
  that's awesome man
• 37:39
  I appreciate so much your time and everything put in
• 37:43
  um where can people kind of connect with you
• 37:45
  learn more about your investor agent game plan
• 37:47
  uh what's best for you for that
• 37:50
  yeah so uh
• 37:51
  one you can go and uh
• 37:53
  register for the free presentation
• 37:55
  uh for the Game Plan at Investor Agent Game plan.com
• 37:59
  uh and then just follow me on social media
• 38:01
  uh most active on Instagram
• 38:03
  so at Benjamin
• 38:05
  uh B E
• 38:05
  N J a m I N
• 38:07
  and then my last name is deal d
• 38:08
  E a L
• 38:09
  just follow me there Facebook uh
• 38:11
  social media so feel free to reach out to me
• 38:14
  uh either way
• 38:14
  I'd be happy to help
• 38:16
  absolutely that's awesome
• 38:17
  we'll also link it below Ben
• 38:19
  thanks so much for your time today
• 38:21
  and if you're not out there
• 38:22
  reaching out to those major investment companies
• 38:24
  who are talking to every homeowner across the country
• 38:27
  you miss something on this one
• 38:29
  so thanks so much Ben
• 38:30
  for your time
• 38:32
  yep thanks bro