Latest / Results Driven / Episode 141: The Systems Behind 100+ Real Estate Deals Per Year with Brent Daniels

Transcript

Episode 141: The Systems Behind 100+ Real Estate Deals Per Year with Brent Daniels · Results Driven

• 0:00
  SPEAKER_01: What else are you gonna do?
• 0:02
  SPEAKER_01: What else are you gonna do?
• 0:03
  SPEAKER_01: Go grind.
• 0:04
  SPEAKER_01: Go see how difficult it is.
• 0:06
  SPEAKER_01: The best pillow at night is exhaustion.
• 0:09
  SPEAKER_01: Like, go exhaust it.
• 0:10
  SPEAKER_01: Go empty the batteries.
• 0:11
  SPEAKER_01: Go bananas.
• 0:13
  SPEAKER_01: Like, do more than you ever thought that you could do.
• 0:15
  SPEAKER_01: Talk to more people, get rejected as much as possible.
• 0:18
  SPEAKER_01: Because guess what?
• 0:19
  SPEAKER_01: It's just adding to your skills, it's adding to your endurance, it's adding to your ability to be a real business person or at least a really high-paid professional.
• 0:35
  SPEAKER_02: Are you a driven real estate investor tired of inconsistent deal flow and ready to scale your business?
• 0:41
  SPEAKER_02: I'm Tiffany Hyde.
• 0:42
  SPEAKER_03: And I'm Josh Hyde.
• 0:44
  SPEAKER_02: And this is the Results Driven Podcast, where we share proven strategies to build systems, master sales, grow your team, and create a self-sustaining business with predictable income.
• 0:55
  SPEAKER_02: Whether you're a one-person operation or building a team, our mission is to give you the tools, support, and mindset shifts you need to succeed.
• 1:03
  SPEAKER_02: Let's dive in.
• 1:08
  SPEAKER_00: Most real estate investors never actually build a business.
• 1:28
  SPEAKER_00: In today's episode, we're bringing you a conversation between Tiffany High and Brent Daniels from the Wholeselling Inc.
• 1:34
  SPEAKER_00: podcast.
• 1:35
  SPEAKER_00: And honestly, this is one of the best breakdowns on what it actually takes to build a real real estate business that can scale.
• 1:44
  SPEAKER_00: They go deep into the many stages investors go through as they grow, why most people stay stuck in survival mode, the biggest mistakes people make when they're building teams, and why systems, acquisitions, marketing, and operations all have to work together if you want long-term freedom instead of constant chaos.
• 2:07
  SPEAKER_00: They also talk about what's working right now in wholesaling, flipping, inbound marketing, and lead generation.
• 2:14
  SPEAKER_00: Plus, how Tiffany and Josh have structured their business to consistently do over a hundred deals a year.
• 2:22
  SPEAKER_00: So whether you're trying to get consistent deals right now, or you're trying to remove yourself from the day-to-day grind and actually build a business that runs without you, this episode is loaded with value.
• 2:35
  SPEAKER_00: Let's dive in.
• 2:37
  SPEAKER_01: Anything new with your guys' business?
• 2:38
  SPEAKER_01: Are you guys doing more wholesaling, less wholesaling, the novations, the flips?
• 2:44
  SPEAKER_01: Like what's the mix this year, 2026, in your guys' business?
• 2:50
  SPEAKER_02: It's really not any different, to be honest.
• 2:52
  SPEAKER_02: In quarter three and quarter four, it hit us pretty hard.
• 2:56
  SPEAKER_02: So just like anyone else, if anything, we have changed our buy box and our underwriting criteria on where we will flip.
• 3:03
  SPEAKER_02: And that's made a massive difference.
• 3:05
  SPEAKER_02: Like we probably lost money on four or five deals from quarter four that we locked up.
• 3:10
  SPEAKER_02: But now that we've adjusted our criteria down to like literally neighborhood specific now, we've been like all of our flips are getting multiple offers for the most part now.
• 3:19
  SPEAKER_01: Nice.
• 3:20
  SPEAKER_01: So what'd you lose on the four to five?
• 3:23
  SPEAKER_02: Thankfully, like five grand on each.
• 3:25
  SPEAKER_02: Like knock on wood.
• 3:27
  SPEAKER_02: It was like nothing.
• 3:28
  SPEAKER_02: So was it just I mean, I'll honestly, if you if I go back, I explained to like a lot of my students that one of the metrics we try to do when we flip a house is we try to make sure that the profit of the deal is at minimum 10% of the ARV.
• 3:43
  SPEAKER_02: Because it's gonna be very rare that the market drops 10% that fast.
• 3:48
  SPEAKER_02: And so, worst case scenario, we should break even or I'm in the Midwest, so like house ARVs are call it 350.
• 3:56
  SPEAKER_02: And so if I do lose money, it will be like little to none.
• 4:00
  SPEAKER_02: But yeah, I mean, obviously the biggest hurt was I was planning on making call it 30 to 40 grand a deal.
• 4:06
  SPEAKER_02: So we had a couple months where like the win is that we didn't lose that much.
• 4:10
  SPEAKER_02: The real loss is the fact that we missed out on the 30,000 planned per four or five deals, whatever it was.
• 4:16
  SPEAKER_01: Sure.
• 4:17
  SPEAKER_01: Are you losing out on are you paying your guys commissions on those and the marketing costs?
• 4:22
  SPEAKER_02: So what we do is when we lock up a house, if we take it down to flip it on the first close, we pay them on the first$10,000 of projected profit because we would never take down a flip if we're not gonna make 20 plus.
• 4:35
  SPEAKER_02: And so they get paid on the remainder of the profit on the second close.
• 4:39
  SPEAKER_02: Now, if we lose money, I think that's a me and Josh problem, not a them problem.
• 4:43
  SPEAKER_02: So we don't like take back the commission or anything.
• 4:45
  SPEAKER_02: So they're still making it as if it was a$10,000 assignment.
• 4:48
  SPEAKER_01: Got it.
• 4:49
  SPEAKER_01: And what's the split between wholesaling and flips?
• 4:53
  SPEAKER_02: Uh it's probably 60% wholesale.
• 4:56
  SPEAKER_02: Like it'll float 60 to 70% and then call it, you know, 30-ish to 40% flips.
• 5:02
  SPEAKER_02: And the majority of our flips, they aren't a deal unless we flip them.
• 5:06
  SPEAKER_02: Like there's just not a spread to wholesale them.
• 5:08
  SPEAKER_02: And so I think a lot of like even our students, it's like if you don't have more than one exit strategy, you'll never, in my opinion, really be able to make a legitimate return on investment as a company as you grow if you only do one exit strategy.
• 5:23
  SPEAKER_02: So that's just my per at least in the Midwest.
• 5:26
  SPEAKER_02: Like our flips and wholesale spreads are so much smaller than the West Coast that you can't really survive off the marketing spend to the wholesale fee, in my opinion.
• 5:35
  SPEAKER_02: But I know like my students in California, their average wholesales call it 40, 50 grand.
• 5:40
  SPEAKER_02: So yeah, it's a little bit different there, but their cost per contract's twice as much, too.
• 5:44
  SPEAKER_01: So on your marketing side, what's working this year?
• 5:47
  SPEAKER_01: What do you really like?
• 5:49
  SPEAKER_02: That's a Josh question.
• 5:50
  SPEAKER_02: He manages all of our marketing.
• 5:52
  SPEAKER_02: We have always crushed direct mail.
• 5:54
  SPEAKER_02: Like it's always our number one performing channel.
• 5:57
  SPEAKER_02: This last few months, though, we've been niching it down more than we ever have before.
• 6:02
  SPEAKER_02: So for three, four years, we would do what we call, we'd pull AI data and niche data.
• 6:07
  SPEAKER_02: And when I say niche, like your evictions, foreclosures, courthouse data, et cetera, and we would send the same mail piece to all of them.
• 6:14
  SPEAKER_02: Right now we're testing very specific mailing campaigns to probate, specific to foreclosure, specific to auction.
• 6:22
  SPEAKER_02: And so far, we haven't been doing it too long yet, but it's going well.
• 6:27
  SPEAKER_02: And then one thing that we've done that's starting to take off is we started a local meetup and then we went and helped some newbies and we're splitting the deals with MJV.
• 6:36
  SPEAKER_02: So we launched what we call an earn as you learn JV program.
• 6:40
  SPEAKER_02: And so these newer agents and whatnot that want to get into flipping, we have pulled them in, taught them how to go after foreclosures and auctions, and they're like outdoor knocking, cold calling themselves.
• 6:51
  SPEAKER_01: Sure.
• 6:51
  SPEAKER_02: We're splitting the profit, and it's actually we're getting a lot of traction with that right now.
• 6:56
  SPEAKER_01: How many people go to that?
• 6:58
  SPEAKER_02: Anywhere from like 80 to 140 people each month.
• 7:01
  SPEAKER_01: Awesome.
• 7:02
  SPEAKER_01: So you do it every month.
• 7:04
  SPEAKER_02: Every month right now.
• 7:05
  SPEAKER_01: Oh my God.
• 7:06
  SPEAKER_01: How long have you been doing that?
• 7:08
  SPEAKER_01: I think it's a great strategy.
• 7:10
  SPEAKER_01: I mean, a phenomenal strategy.
• 7:11
  SPEAKER_01: Make sure to get everybody in the same room, give them the tools to go out there and take massive imperfect action.
• 7:17
  SPEAKER_01: And when they need some help to get it through the finish line, they bring it to you.
• 7:21
  SPEAKER_02: Yep.
• 7:22
  SPEAKER_02: So we had worked with Zach Childress on this, actually, on the local meetup model.
• 7:26
  SPEAKER_02: He sells education, though, to split the deals.
• 7:30
  SPEAKER_02: We might eventually do that, but right now we're just mainly saying, hey, go find the deals, bring it to us, we'll split the profit, and we're calling it earn as you learn.
• 7:38
  SPEAKER_02: So instead of paying me for coaching, you'll earn it by getting the deal.
• 7:42
  SPEAKER_02: And then we'll help you close it, we'll fund it, we'll rehab it, we'll walk you through the process, create the scope, we'll work with you, et cetera.
• 7:48
  SPEAKER_02: And so we've been doing about six or seven months.
• 7:51
  SPEAKER_02: And this month, for example, we're gonna do direct-to-seller marketing as the topic.
• 7:56
  SPEAKER_02: And our goal is really to help them go get your onesie, twosie deals and then leverage us for the money, leverage us for the knowledge, et cetera, and see how it goes.
• 8:05
  SPEAKER_01: So test run us here.
• 8:06
  SPEAKER_01: Test run, like what are you gonna teach them at this direct-to-seller event?
• 8:12
  SPEAKER_02: So our events have a mixture of like already investors, agents, contractors, you know, wannabe investors, et cetera.
• 8:20
  SPEAKER_02: So we're gonna dumb it down to why do sellers want to sell to us?
• 8:24
  SPEAKER_02: Which ones can you find publicly versus get lists?
• 8:27
  SPEAKER_02: Like, for example, courthouse data is free, it's public, they're in distress and give examples because I think a lot of agents obviously like think it's wrong to be an investor.
• 8:37
  SPEAKER_02: And it's like, look, the deals we're buying, like you they would never go with you regardless, but they don't understand that.
• 8:42
  SPEAKER_04: Sure.
• 8:43
  SPEAKER_02: And so we'll go through some of those examples and then we'll talk about inbound, outbound, and free marketing channels and how to diversify based on where you're at in your journey.
• 8:54
  SPEAKER_02: And then from there, how to reverse engineer it.
• 8:56
  SPEAKER_02: Cause a lot of investors, they'll just like hear about a channel from one of us gurus, they'll go to their bank account, they won't use their head with data, they'll say, Oh, I got five grand, they'll take the five grand out, they'll throw it at a marketing channel and then be pissed when it doesn't perform.
• 9:10
  SPEAKER_04: Sure.
• 9:11
  SPEAKER_02: And we have what we call a reverse engineering calculator.
• 9:14
  SPEAKER_02: So if hypothetically you want to make a hundred thousand a month on this channel, you plug in specific stats and it will tell you, hey, in order to make this, you likely have to spend X, Y, Z.
• 9:26
  SPEAKER_02: This is the return you should expect, and this is the cash conversion cycle.
• 9:30
  SPEAKER_02: So that way they're making the decision.
• 9:32
  SPEAKER_02: You know, for example, if someone's like, I'm gonna do PPC, but I only have three grand, it's like that's not how this works.
• 9:37
  SPEAKER_02: And you're gonna set yourself up for failure.
• 9:39
  SPEAKER_03: Yep.
• 9:40
  SPEAKER_02: And so we really are just trying to get the message out of let's make these decisions based on data and start right from the start and not just do something because you were in a program and they taught you how to do something.
• 9:52
  SPEAKER_02: And there's a big difference between giving advice to someone that has under$3,000 a month to spend and then someone who has more than that.
• 10:00
  SPEAKER_02: Very different worlds.
• 10:02
  SPEAKER_03: Oh, yeah.
• 10:02
  SPEAKER_02: And what's happening in the industry is I see these people that have less than$3,000 to spend.
• 10:08
  SPEAKER_02: And in these programs where they're like, oh, I'm gonna outsource cold cling, I'm gonna outsource them.
• 10:11
  SPEAKER_02: Like, no, no, no.
• 10:12
  SPEAKER_02: If you don't have that kind of money, you need to master this first.
• 10:16
  SPEAKER_02: Like, you need to get on the phone, you need to be the caller, you don't have the kind of money that should be delegating this yet.
• 10:22
  SPEAKER_03: Yeah.
• 10:22
  SPEAKER_02: And so I just think the conversation's very different for someone with under three grand versus over.
• 10:27
  SPEAKER_01: Yeah, you're in hustle season.
• 10:30
  SPEAKER_01: If you're under three grand, you're in hustle.
• 10:32
  SPEAKER_01: I'm sorry.
• 10:33
  SPEAKER_01: You're in the phones, you're making offers on the MLS, you're talking to agents, you're knocking doors, you're doing anything that you can to get free deals.
• 10:44
  SPEAKER_01: And so you are in hustle season because you either hustle or you pay.
• 10:47
  SPEAKER_01: You grind or you pay.
• 10:49
  SPEAKER_01: And if you don't have the budget to be able to pay, then that's the season that you're in.
• 10:53
  SPEAKER_01: And I love it because you build so that that's the other part of this, Tiffany, is yeah, you can have the perfect marketing plan, you could get the metrics in place, you could do all that.
• 11:02
  SPEAKER_01: But if you don't have skills, like real skills in this business, you're gonna waste a lot of money, right?
• 11:08
  SPEAKER_01: If you don't have the process, and what I don't just mean like the ability to say the right things at the right time with the right tone of voice.
• 11:17
  SPEAKER_01: That's not what I mean.
• 11:18
  SPEAKER_01: I mean the having the systems, making sure that you're doing your follow-up, making sure that you're staying organized, making sure that you see where these property owners are in the process, and you're really able to build a whole pathway from where they are to where they want to be.
• 11:36
  SPEAKER_01: That's the skill.
• 11:37
  SPEAKER_01: And there's so much that's involved in there.
• 11:38
  SPEAKER_01: And that's really what you guys are the masters of teaching.
• 11:41
  SPEAKER_01: Not only that, but how to build an actual business out of this.
• 11:46
  SPEAKER_01: So talk to me about people and building their skills.
• 11:49
  SPEAKER_01: If they're just a solopreneur, how do you go from that to where everybody wants to be, where you work on the business, not in the business?
• 11:56
  SPEAKER_01: Talk to me about that.
• 11:56
  SPEAKER_02: Yeah, I talk about a lot of times what we call the five stages of a business.
• 12:00
  SPEAKER_02: And the first stage is what we deem survival.
• 12:03
  SPEAKER_02: And this is, I mean, I guess really the first stage should be your newbie, but let's assuming you already have done some deals, you're inconsistent, you're in the rat race, et cetera.
• 12:11
  SPEAKER_02: The reason why typically you never leave survival is because you haven't been properly taught the skills.
• 12:17
  SPEAKER_03: Yep.
• 12:17
  SPEAKER_02: And so, in order to go from what we call stage one to stage two, which we call production, is in our industry, and I don't think there's anything wrong with it, in a lot of newbie programs, our goal as a newbie program is to make sure you understand what a wholesale is, what a purchase agreement is, why people sell, get you out of your comfort zone, talk to people, and get you comfortable signing a purchase agreement, right?
• 12:41
  SPEAKER_02: And so you get some deals done.
• 12:43
  SPEAKER_02: The reality is if you go to your corporate life, what happens when you get a new job?
• 12:48
  SPEAKER_02: They onboard you thoroughly.
• 12:50
  SPEAKER_02: So, like there is two, three, four weeks of videos, quizzes, assessments, meetings, like all these things before they actually put you in the job because they have to build the knowledge and the skill set and the know-how before they go blow money on you.
• 13:04
  SPEAKER_02: And guess what?
• 13:06
  SPEAKER_02: We don't have a boss, right?
• 13:07
  SPEAKER_02: So I'm a big believer that a lot of our newbies need to now take a step back that they understand the basics now.
• 13:15
  SPEAKER_02: And we need to thoroughly onboard them as if we would a closer in our office.
• 13:19
  SPEAKER_04: Sure.
• 13:20
  SPEAKER_02: And so in survival, we really get people to take a step back and we onboard them thoroughly through acquisitions.
• 13:27
  SPEAKER_02: So we put them through sales psychology, script training, systems training, scorecard training, what metrics do we track and why?
• 13:35
  SPEAKER_02: So they understand the big picture.
• 13:37
  SPEAKER_02: And then we also teach them how to rehab.
• 13:39
  SPEAKER_02: Why do we do that?
• 13:40
  SPEAKER_02: Because what happens is if you don't know how to rehab or the basics, like there's no way you're putting proper repair estimates together.
• 13:47
  SPEAKER_02: And a lot of these wholesalers that don't rehab, their team or themselves, they lock them up at the wrong price simply because they don't understand the rehab.
• 13:55
  SPEAKER_02: And so we put our team through an acquisitions onboarding, it takes about two weeks.
• 14:00
  SPEAKER_02: Then we put them through like a rehab, repair estimate, like deep underwriting training.
• 14:06
  SPEAKER_02: And then within the first 30 days on the phone and 10 years, knock on wood, we've only, I think, had one closer that didn't get at least five to seven contracts in the first 30 days.
• 14:16
  SPEAKER_02: And so if one of my closers can do that who has no real estate experience, there should be no reason why someone who's done some deals can't do that.
• 14:24
  SPEAKER_02: Sure.
• 14:25
  SPEAKER_02: What's holding them back is really just truly building a skill set that is repeatable, teachable, and scalable and not semi-winging it.
• 14:34
  SPEAKER_02: Because a lot of times people will be like, yeah, I got a script.
• 14:37
  SPEAKER_02: That's my acquisition system.
• 14:39
  SPEAKER_02: And I'm like, that a script's not a system, it's one ingredient to the bigger process.
• 14:43
  SPEAKER_02: So like I describe it like a cake, right?
• 14:45
  SPEAKER_02: So if you were to give me a box of cake mix with ingredients and a recipe and what to do on the side, I personally don't bake, unfortunately for Josh.
• 14:54
  SPEAKER_02: But if you gave me that box, I'm not an idiot.
• 14:57
  SPEAKER_02: I can read the instructions, like bake the cake, and it'll probably come out fine.
• 15:01
  SPEAKER_02: But if you were to take the bag of flour out, hand it to me, and say, Tiffany, go make a cake, it would likely come out flat or blowing up in the thing or something, but I wouldn't know what happened because I don't know what all the moving pieces and ingredients are.
• 15:15
  SPEAKER_02: So I'll guess.
• 15:17
  SPEAKER_02: So what happens is these wholesalers and flippers, they eventually either themselves or try to hire someone, but what happened, the owner is like, I know how to build a rapport, I know how to close.
• 15:27
  SPEAKER_02: So I just talk to people.
• 15:28
  SPEAKER_02: And I'm like, yeah, that's not really how this works.
• 15:31
  SPEAKER_02: Because if you're gonna pass this process on to someone else to remove you the hat from you, they need a check the box process.
• 15:39
  SPEAKER_02: And so I think in stage one for us, our core goal is to get them really good at acquisitions and starting to make some basic level decisions on data with marketing.
• 15:51
  SPEAKER_02: But if you know how to talk to a seller and you can process that out, hell, you don't even need to spend money on marketing.
• 15:57
  SPEAKER_02: Like, go doormack.
• 15:58
  SPEAKER_02: But as long as we get that acquisitions process down, we can graduate you to the next stage.
• 16:04
  SPEAKER_03: Yep.
• 16:04
  SPEAKER_02: And all that matters, in my opinion, in stage one is making money.
• 16:08
  SPEAKER_02: Like we've got to do whatever makes revenue so that we can continue to take that money, invest it back into all the other things that help us remove the hats.
• 16:16
  SPEAKER_01: I firmly believe you should not increase your marketing budget until you have those skills.
• 16:22
  SPEAKER_01: Until you have the skills of making sure that no lead is just slipping through the cracks.
• 16:29
  SPEAKER_01: You know what I mean?
• 16:30
  SPEAKER_01: Because if there's if you're spending less than 3,000, less than 5,000 a month in marketing, and there's still things that are slipping through the cracks, it's gonna be a real problem at 20,000 a month.
• 16:41
  SPEAKER_01: It's gonna be a real problem.
• 16:42
  SPEAKER_01: Oh, yeah.
• 16:42
  SPEAKER_03: You know what I mean?
• 16:44
  SPEAKER_01: And it's exciting to me, Tiffany.
• 16:45
  SPEAKER_01: It's exciting to me to be able to keep building a skill, keep getting better at something, keep just sharpening it up just a little bit and a little bit and a little bit.
• 16:55
  SPEAKER_01: And if you if you hire people that have that genuine passion for learning and evolving and and getting better at something, and that really, that really gets their batteries charged, that that's a good person to have on your team.
• 17:09
  SPEAKER_01: That's a good person to have on your team for a long time.
• 17:11
  SPEAKER_01: If they're just coming in and they're like, Oh, I know how to close, I know how to do things, I I did it at the car dealership, or I did it in insurance, or I did it in whatever, some other industry, that's always been a problem for me.
• 17:23
  SPEAKER_01: Those guys have always been a problem for me.
• 17:25
  SPEAKER_01: And I I made the mistake early on in my career is just hiring the sales guys that they don't want to change.
• 17:31
  SPEAKER_01: They just want to try to, you know, fit everything into what their personal experience has been.
• 17:36
  SPEAKER_01: You deal with that.
• 17:36
  SPEAKER_02: Yeah, I agree.
• 17:37
  SPEAKER_02: It's funny because some programs push that, oh, go hire someone with all the sales experience.
• 17:42
  SPEAKER_02: I don't agree with that.
• 17:43
  SPEAKER_02: I'm a believer that if you have really good training, yep, you can turn a burger flipper into an assassin.
• 17:48
  SPEAKER_02: Like all that matters is that they have the communication skill set, that they have a growth, that they fit into your core values.
• 17:56
  SPEAKER_02: You know, as long as they have these skill sets on the front end to communicate effectively, we can teach them the process, no problem.
• 18:02
  SPEAKER_02: Yep.
• 18:03
  SPEAKER_02: It's really no different than like how McDonald's is ran by a bunch of high schoolers.
• 18:06
  SPEAKER_02: As long as you have the systems and processes in place, anyone can do it.
• 18:09
  SPEAKER_01: Yep.
• 18:10
  SPEAKER_01: So step one is survival.
• 18:12
  SPEAKER_01: Step two is production.
• 18:14
  SPEAKER_02: So production is where you're still wearing a lot of hats, but you at least have a closer.
• 18:18
  SPEAKER_02: We're a big believer in getting a follow-up specialist or a closer on board because as long as somebody's soul focused on revenue, then I can take that money and continue to invest in the company.
• 18:30
  SPEAKER_02: But if I don't have money coming in, I'm always gonna like sit in this unknown uncertainty, anxiety, all that.
• 18:37
  SPEAKER_02: And the other thing in production is to start delegating things like transaction coordinating, inspections, all that.
• 18:44
  SPEAKER_02: And they don't have to be employees, but there are services out there that can remove these things off your plate until you have enough volume to bring it in-house.
• 18:53
  SPEAKER_02: That way we can continue to keep you more and more and more all around acquisitions because we need to keep the deal flow going to grow.
• 19:01
  SPEAKER_02: As you continue to build your acquisition side out in production, what's going to happen next and what we call momentum?
• 19:08
  SPEAKER_02: And momentum is for us stage three.
• 19:10
  SPEAKER_02: And that's really where we now have at least a couple closers, maybe a fallout specialist.
• 19:14
  SPEAKER_02: So we're managing the sales team more.
• 19:17
  SPEAKER_02: So from production to momentum, we say, hey, if you're only flipping or you're only wholesaling, like now is the time to close the gap on the knowledge and get coached on whatever that next exit strategy is.
• 19:28
  SPEAKER_02: So if you're only a wholesaler, hey, we got to learn flipping and we got to learn how to raise money.
• 19:33
  SPEAKER_02: You might not have to execute it right away in production, but if you don't know how to do it by momentum, something will come crashing down financially.
• 19:40
  SPEAKER_01: Yeah, I just I hate flips, Tiff.
• 19:42
  SPEAKER_01: I I hate flips.
• 19:44
  SPEAKER_01: Every time I screw up in this business, it's because of a flip.
• 19:47
  SPEAKER_01: My take on this is, and please, like punch holes in this.
• 19:52
  SPEAKER_01: If you don't come from a construction background and you just jump into doing flips as a wholesaler, or you're just coming in as a, you know, just doing something else as just a regular person and you want to do a flip, you're gonna lose a lot of money.
• 20:07
  SPEAKER_01: You're gonna make a ton of mistakes.
• 20:09
  SPEAKER_01: It's gonna be a real problem.
• 20:10
  SPEAKER_01: And so I've just been like, you know what, I'm gonna just wholesale everything.
• 20:13
  SPEAKER_01: I'm gonna assign everything and I'm not gonna take that risk, and I'm not gonna make as much, and you're right, but man, not having to worry about flips makes my life great.
• 20:26
  SPEAKER_01: Am I just being a wimp?
• 20:28
  SPEAKER_01: Am I just being you know what I mean?
• 20:30
  SPEAKER_01: Like coach here.
• 20:31
  SPEAKER_02: So here's a quick piece of advice for everyone.
• 20:34
  SPEAKER_02: So, like, for example, we flip in Toledo, Ohio.
• 20:36
  SPEAKER_02: I've never stepped foot in any of my flips, I don't go there, I don't see it, nothing.
• 20:40
  SPEAKER_02: You go to a market, find a large property management company that probably manages four to five hundred dollar doors or more.
• 20:48
  SPEAKER_02: Why?
• 20:49
  SPEAKER_02: Because they likely have their GC in-house, they have their brokerage, their agent, their inspector, everything you need under one company.
• 20:56
  SPEAKER_02: And those companies are already used to doing turnkey flips for investors normally.
• 21:03
  SPEAKER_02: Sure.
• 21:04
  SPEAKER_02: And so when we went to Toledo, we interviewed a few big property management companies and we said, hey, we're gonna launch this market, we're gonna wholesale, we're gonna flip, and we're gonna hold rentals, and we want you to be hand in hand with us.
• 21:17
  SPEAKER_02: And now they're our property manager, they walk all of our inspections, they list all of our retail leads and we get a commission.
• 21:25
  SPEAKER_02: Their GC turnkeys the flip, list it with their own agent.
• 21:29
  SPEAKER_02: So we never have to be in the actual market.
• 21:32
  SPEAKER_02: And that is how I would recommend starting out if you're launching a virtual market.
• 21:37
  SPEAKER_02: So, like in Columbus, we essentially do the same thing.
• 21:41
  SPEAKER_02: We have a GC that is turnkeying everything.
• 21:44
  SPEAKER_02: Like, even in Columbus, even though we do tons of them in our backyard, I haven't been to a flip in five years.
• 21:50
  SPEAKER_02: Neither has Josh.
• 21:51
  SPEAKER_02: Because we have our GC.
• 21:54
  SPEAKER_02: So when we lock up a contract, the process is we schedule a license inspection with our GC's project manager.
• 22:00
  SPEAKER_02: Manager and they walk the property at the same time.
• 22:02
  SPEAKER_02: We get a license report and a scope of work at the time of decision making.
• 22:06
  SPEAKER_02: We then have, you know, the experts doing their job, we're asking questions, whatever.
• 22:10
  SPEAKER_02: Let's just say we approve it to start the flip.
• 22:12
  SPEAKER_02: We have a process in place.
• 22:14
  SPEAKER_02: We don't even have a project manager, nothing.
• 22:16
  SPEAKER_02: We make sure that the GC has their own project managers and they follow the process.
• 22:21
  SPEAKER_02: And we've never had a problem with this in both Columbus and in Toledo, Ohio.
• 22:26
  SPEAKER_02: Now, if you're out trying to find subcontractors and all that bullshit, yes, you're going to have problems because you're essentially trying to be a project manager of something you've never been taught to do.
• 22:35
  SPEAKER_03: Yeah.
• 22:36
  SPEAKER_02: And so I'm just a believer that if you truly want to do well in flipping, you have to go get a big enough GC that they have their own project managers.
• 22:44
  SPEAKER_02: Now, what's going to happen is the rehab will be a little bit more than probably going out and getting your own subs, but you are decreasing your risk significantly.
• 22:54
  SPEAKER_02: So as long as the numbers work, it shouldn't matter.
• 22:58
  SPEAKER_03: Got it.
• 22:58
  SPEAKER_02: And that's really how we've dealt with construction.
• 23:00
  SPEAKER_02: Every time, even to this day, even though Josh majored in construction, was in construction, all that.
• 23:06
  SPEAKER_02: Whenever he's like, oh, I'm going to get a project manager and control costs and all this stuff, we always run into problems because when the GC has the project manager that makes a problem, they have to pay for the problem.
• 23:17
  SPEAKER_02: We don't.
• 23:18
  SPEAKER_02: But when we have the project manager that causes the problem, we got to pay for the problem.
• 23:22
  SPEAKER_02: And so that's just what I would recommend out to everyone.
• 23:26
  SPEAKER_02: Also, there's some like pretty big national GCs now that already do this.
• 23:30
  SPEAKER_02: And as long as you're in one of their cities and states, you can turn Kia flip.
• 23:34
  SPEAKER_01: Does price point matter in that?
• 23:37
  SPEAKER_01: You know what I mean?
• 23:38
  SPEAKER_01: Like if you're at like 300,000, 350 in Ohio, in Columbus, and Toledo, but I'm 550, 600 in Scottsdale and Phoenix, does it affect the product that you put out, or will the GCs and the people that are doing property, because they're not doing property management here on properties that are$550,000,$600,000.
• 23:58
  SPEAKER_01: It's usually the lower priced.
• 24:00
  SPEAKER_01: And so the product has to be different, doesn't it?
• 24:03
  SPEAKER_02: I'm normally missed used to the Midwest when I answer this, but what we do personally is we won't re-coach everybody.
• 24:10
  SPEAKER_01: You coach everybody all over the place.
• 24:11
  SPEAKER_01: You know what I mean?
• 24:12
  SPEAKER_01: Yeah, I know.
• 24:13
  SPEAKER_02: So this is what we do, and this is what we coach.
• 24:15
  SPEAKER_02: We personally won't touch a flip unless it is the median home price of that zip code or lower on the ARB.
• 24:23
  SPEAKER_03: Got it.
• 24:23
  SPEAKER_02: And then when it comes to the finishes, typically for us, unless it's a nicer school district, which is the top of the top, we do the flip the same in all of them in the sense of same materials, whatever.
• 24:37
  SPEAKER_02: But if it's in a top school district, then we might make the master bath and kitchen a little bit nicer and we have materials set for that.
• 24:45
  SPEAKER_03: Yep.
• 24:45
  SPEAKER_02: But other than that, we care more that we are within the median home price of that specific zip code or less on the ARB.
• 24:52
  SPEAKER_01: Sure.
• 24:53
  SPEAKER_01: Got it.
• 24:54
  SPEAKER_01: How many deals will you guys do in Ohio this year?
• 24:57
  SPEAKER_01: What's the goal?
• 24:58
  SPEAKER_02: Um last year we did like 215 or something like that.
• 25:02
  SPEAKER_02: I don't remember.
• 25:03
  SPEAKER_02: This year, I don't think we'll do as many.
• 25:05
  SPEAKER_02: We don't have a goal to like beat last year or anything.
• 25:08
  SPEAKER_04: Sure.
• 25:08
  SPEAKER_02: We actually optimized our marketing a lot recently.
• 25:11
  SPEAKER_02: So we were doing like 20 to 25 deals a month last year.
• 25:14
  SPEAKER_02: This year we're gonna float more around 15 a month.
• 25:17
  SPEAKER_01: And the decrease just to increase what you make on each one, or is this just the market to you're not pushing it?
• 25:23
  SPEAKER_01: You just want to stay.
• 25:24
  SPEAKER_02: I'm not trying to push the market.
• 25:26
  SPEAKER_02: I'm trying to like stay lean, be smart, because who knows what's about to happen.
• 25:31
  SPEAKER_01: What do you think's gonna happen?
• 25:33
  SPEAKER_02: I think I can't predict what Trump will do, but at some point, if they don't lower rates, hopefully it just stays stagnant and it doesn't crash.
• 25:43
  SPEAKER_03: Yep.
• 25:43
  SPEAKER_02: But with the Iran war and everything going on, like I just feel like it's unpredictable at this point.
• 25:49
  SPEAKER_02: But what I do know for a fact is that Blackstone and all these big companies, they just set aside billions of dollars to buy real estate, and they wouldn't buy that if it wasn't about to come in uh either one of two things a massive discount or low interest rates.
• 26:02
  SPEAKER_04: Yeah, sure.
• 26:03
  SPEAKER_04: Interesting.
• 26:03
  SPEAKER_02: So we've been um caring more about setting cash aside, getting ready for it.
• 26:08
  SPEAKER_01: It's really smart.
• 26:09
  SPEAKER_01: So kind of sitting on the sidelines to cherry pick.
• 26:13
  SPEAKER_01: Are you looking to add properties to your portfolio?
• 26:16
  SPEAKER_02: Nope.
• 26:17
  SPEAKER_02: We just offloaded all of our rentals.
• 26:19
  SPEAKER_01: Why?
• 26:20
  SPEAKER_02: Because we made like a 3x return on them.
• 26:24
  SPEAKER_01: Yep.
• 26:24
  SPEAKER_02: And I was like, who knows what's coming?
• 26:26
  SPEAKER_02: So I'd rather get out while I'm ahead and then buy when they're at a discount.
• 26:30
  SPEAKER_01: Did you sell them individually or did you do like a package deal?
• 26:34
  SPEAKER_02: I've been selling them as like each tenant comes out.
• 26:36
  SPEAKER_02: I list it for sale on retail.
• 26:39
  SPEAKER_03: Awesome.
• 26:40
  SPEAKER_02: But in Toledo, we got away with selling like them all with tenants in it because Toledo is a turnkey rental market.
• 26:46
  SPEAKER_03: Yep.
• 26:46
  SPEAKER_02: So like they all heavily cash flow.
• 26:48
  SPEAKER_02: So we were able to list all those with tenants in it.
• 26:51
  SPEAKER_02: In Columbus, I have to wait till they're vacant.
• 26:53
  SPEAKER_02: So I have about eight left, but they'll all be listed within like the next four to six months.
• 26:58
  SPEAKER_01: So you did 215 deals last year.
• 27:01
  SPEAKER_01: You're looking at that maybe a little bit less.
• 27:04
  SPEAKER_01: When you go a little bit less, do you have to keep the same size team?
• 27:08
  SPEAKER_02: We still have the same team.
• 27:09
  SPEAKER_02: We just optimized our marketing spend.
• 27:11
  SPEAKER_01: Got it.
• 27:12
  SPEAKER_02: And actually, our profitability's gone up a lot.
• 27:15
  SPEAKER_02: So one thing that I think we saw we were kind of holding on to in quarter three and four, we're we were really big on TV.
• 27:22
  SPEAKER_02: And like if I went anywhere in Columbus, everyone's like, oh, you're that girl on TV.
• 27:27
  SPEAKER_02: And we were damn near like we weren't losing money on it.
• 27:30
  SPEAKER_02: We were like making a 2X, maybe.
• 27:33
  SPEAKER_03: Yeah.
• 27:33
  SPEAKER_02: But that was like, you know,$30,000,$40,000 a month or more sometimes.
• 27:37
  SPEAKER_03: Yeah.
• 27:37
  SPEAKER_02: And so we were like, you know what?
• 27:39
  SPEAKER_02: And I will say it did help our mail, it helped other things because they would be like, oh, I they called me off my mail number, but they'd be like, yeah, I saw you on TV and it helps.
• 27:47
  SPEAKER_02: Especially we call it the inbound ecosystem.
• 27:50
  SPEAKER_02: When you have TV, PPC, and direct mail going, like you're chasing them everywhere.
• 27:55
  SPEAKER_02: We decided to take the chance and cut the TV.
• 27:58
  SPEAKER_02: So like it drastically cut our marketing spend and our results haven't changed.
• 28:03
  SPEAKER_02: Sure.
• 28:04
  SPEAKER_02: So that's good.
• 28:04
  SPEAKER_02: We weren't sure how that was going to work out.
• 28:07
  SPEAKER_02: But we also found a local or we found a guy that helps us bid on the TV now.
• 28:12
  SPEAKER_02: So we're saving a ton of money.
• 28:14
  SPEAKER_03: Yep.
• 28:15
  SPEAKER_02: So we're we went from spending like 40 plus thousand on TV in each market to like 5,000.
• 28:21
  SPEAKER_02: And we're not getting near as much airtime, but we're definitely still on TV right now.
• 28:25
  SPEAKER_02: I believe we are.
• 28:26
  SPEAKER_02: I have to talk to Josh.
• 28:28
  SPEAKER_02: Like in the last month, we've been making all these decisions.
• 28:30
  SPEAKER_02: And that's really because when a mailer calls me, we want to be able to ethically say, Hey, did you see us on TV?
• 28:37
  SPEAKER_02: Sure.
• 28:37
  SPEAKER_02: You see our new commercial.
• 28:39
  SPEAKER_02: Yep.
• 28:39
  SPEAKER_02: And it always helps the credibility on the phone.
• 28:42
  SPEAKER_01: Yeah, there's something really powerful.
• 28:44
  SPEAKER_01: I mean, you could look around in any industry in your town.
• 28:48
  SPEAKER_01: The people that build the brands, those are the people that have big exits.
• 28:53
  SPEAKER_01: They do.
• 28:54
  SPEAKER_01: They sell the brand at some point, whether it's a plumber or a roofer or the garage guy or the pool companies, or, you know, we've got a couple guys here, Tiffany, that spend a million dollars a month.
• 29:07
  SPEAKER_01: A million dollars a month on billboards, TV, PPC, Facebook ads, and direct mail.
• 29:14
  SPEAKER_01: A million dollars a month.
• 29:15
  SPEAKER_01: And it's all building the brand.
• 29:17
  SPEAKER_01: And they get a lot of free deals because of it.
• 29:20
  SPEAKER_01: Which I mean is they just people don't call anybody else.
• 29:24
  SPEAKER_01: They just, they're like, oh, I'm gonna call Andrew the home buyer.
• 29:27
  SPEAKER_01: I'm gonna call Doug Hopkins.
• 29:29
  SPEAKER_01: Those are the guys.
• 29:30
  SPEAKER_01: They're like celebrities.
• 29:32
  SPEAKER_01: They're like celebrities when they walk into these houses.
• 29:35
  SPEAKER_01: And you don't have to do a tremendous amount of deals to be able to cover that million dollars.
• 29:40
  SPEAKER_01: I mean, you need to do probably 40 a month here just to break even on that, but they're doing 60 to 70 a month.
• 29:48
  SPEAKER_01: And it builds over time.
• 29:49
  SPEAKER_01: And so I was fighting that.
• 29:51
  SPEAKER_01: I was spending 50,000 a month, and I was getting exactly what you're saying, like two times return, which means I'm losing money with commissions and all the other stuff and operations.
• 30:01
  SPEAKER_01: And so I was like, oh, I just don't want to play this.
• 30:03
  SPEAKER_01: I think in my market I have to spend a million dollars, at least a million dollars of just like sunk cost to start building the brand up.
• 30:11
  SPEAKER_01: But if you want a long-term local brand that is gonna do like real big numbers, real, real big numbers, it's huge.
• 30:20
  SPEAKER_01: You got to build the brand.
• 30:21
  SPEAKER_01: You got to build the brand.
• 30:22
  SPEAKER_01: And uh yeah, how much you want to spend?
• 30:26
  SPEAKER_02: And then if you're not newbie, but like let's just say you don't have a budget right now, and just this is just my personal opinion, like, don't worry about the brand today.
• 30:35
  SPEAKER_02: Right now, we just need to make sure that you get in front of the right people so we're not wasting time.
• 30:41
  SPEAKER_02: And so that is your foreclosures, your auctions, your probates.
• 30:46
  SPEAKER_02: If you just take that list and call it, door knock it, etc., like if you aren't getting at least 10 to 20 deals a year off that, then you have an acquisitions problem.
• 30:58
  SPEAKER_02: So, like, I still think you can be wildly successful and make 500,000 to a million depending on your market, just doing that.
• 31:06
  SPEAKER_02: Now, it'll feel like a grind, you'll work long hours because you're out putting in the time, and it probably won't be ultra consistent because of like you putting in the time.
• 31:18
  SPEAKER_02: But I do believe that you should do anywhere from 10 to 40 deals just doing that.
• 31:24
  SPEAKER_01: Yeah.
• 31:25
  SPEAKER_01: What else are you gonna do?
• 31:26
  SPEAKER_01: What else are you gonna do?
• 31:28
  SPEAKER_01: Go grind, go see how difficult it is.
• 31:31
  SPEAKER_01: The best pillow at night is exhaustion.
• 31:34
  SPEAKER_01: Like, go exhaust it, go empty the batteries, go bananas, like do more than you ever thought that you could do.
• 31:40
  SPEAKER_01: Talk to more people, get rejected as much as possible.
• 31:44
  SPEAKER_01: Because guess what?
• 31:45
  SPEAKER_01: It's just adding to your skills, it's adding to your endurance, it's adding to your ability to be a real business person or at least a really high paid professional, like a surgeon or an attorney or something like that.
• 31:59
  SPEAKER_01: You know what I mean?
• 32:00
  SPEAKER_01: You can make 700 to a million dollars just with yourself and maybe an assistant.
• 32:04
  SPEAKER_01: Yeah, maybe somebody that helps you dispo your deals and you get to keep all that money and put it into assets.
• 32:10
  SPEAKER_01: That's not a bad life.
• 32:11
  SPEAKER_01: But if you want to replace yourself, yeah, you got to build your momentum, you got to build up your marketing budget.
• 32:17
  SPEAKER_01: Because I'm telling you, you're not gonna keep top talent unless you got inbound leads.
• 32:22
  SPEAKER_02: Yeah, I agree.
• 32:23
  SPEAKER_02: We used to, like when we first built the team, and this is way back when like it was the wild, wild west and there was no carriers spamming stuff and texting lawsuits and all that.
• 32:33
  SPEAKER_02: We crushed cold calling.
• 32:34
  SPEAKER_02: Like it was wild.
• 32:36
  SPEAKER_02: But years back, we saw the writing on the wall when like 10 DLC was coming out and all the stuff.
• 32:41
  SPEAKER_02: So that was when we had originally launched direct mail, and we're like, what have we been doing for five years?
• 32:46
  SPEAKER_02: Like inbound is way better.
• 32:48
  SPEAKER_02: I mean they're more motivated, deeper spreads, move faster.
• 32:52
  SPEAKER_02: And so I would just encourage anyone who has the budget to go all in on inbound and get rid of cold calling and or as maybe not get rid of it, but at least only do cold calling on the like AI data or courthouse data.
• 33:05
  SPEAKER_02: Like, don't waste your time giving them absentee owner lists, all that.
• 33:09
  SPEAKER_02: Um, but I I'm a big believer that if if you have the budget, go after what I call the inbound ecosystem PPC, TV, then mail, and they all play off of each other.
• 33:19
  SPEAKER_02: Yep.
• 33:20
  SPEAKER_02: And they all help each other's performance drive upward.
• 33:23
  SPEAKER_01: Yeah, I love it.
• 33:24
  SPEAKER_01: Yeah, I mean, text messages.
• 33:26
  SPEAKER_02: Obviously, we use you guys for PPC.
• 33:29
  SPEAKER_02: Um we're like crushing.
• 33:31
  SPEAKER_02: We mean our cost per deal is super low.
• 33:33
  SPEAKER_02: And I think all as well, I think it helps that we build a brand in our local market.
• 33:37
  SPEAKER_02: So when they see us on PPC, likely if they look us up, they're gonna notice us from something else or whatever, or we might hit them with mail or whatever.
• 33:46
  SPEAKER_02: But yeah, inbound will cut.
• 33:48
  SPEAKER_01: How many Google reviews do you have?
• 33:50
  SPEAKER_02: Uh, like 145.
• 33:51
  SPEAKER_01: Exactly.
• 33:52
  SPEAKER_01: You can't argue that.
• 33:53
  SPEAKER_01: I mean, when you're doing so much volume and you have that many reviews, you gotta do PPC.
• 33:59
  SPEAKER_01: I mean, it just makes it people are gonna hop onto your site anyway.
• 34:03
  SPEAKER_01: And so just follow them around.
• 34:04
  SPEAKER_01: Google is the most powerful platform and they know everything about us.
• 34:09
  SPEAKER_01: They have 1,500 data points on all of us, and so if you build an avatar for what to look for with a motivated seller, you can just stalk them.
• 34:18
  SPEAKER_01: It's awesome, it's incredible.
• 34:20
  SPEAKER_01: You can you show up when they're ready to search.
• 34:22
  SPEAKER_01: So, okay, survival, production, momentum.
• 34:26
  SPEAKER_02: What's yeah, then we go into growth and pinnacle, and I'm actually getting ready to add a stage.
• 34:30
  SPEAKER_02: But it's funny because like whenever we host our events, we're like, what's your goal?
• 34:33
  SPEAKER_02: And they'll say the word scale.
• 34:34
  SPEAKER_02: And I'm like, dude, you're a one-man show.
• 34:36
  SPEAKER_02: Like, that's not a thing right now.
• 34:37
  SPEAKER_02: And I don't believe you can scale, quote unquote, until people are in place, you're not doing the calls, the work, whatever.
• 34:45
  SPEAKER_02: When you can literally launch a new market tomorrow and it's getting leads and you can lock up deals in 48 hours, that's scale.
• 34:51
  SPEAKER_02: But if you're a one-man show, like it's just not really a thing.
• 34:54
  SPEAKER_02: And so we got to build a super lean team.
• 34:57
  SPEAKER_02: For those of you that are like, I don't want a team, I'm like, look, I only have two closers and we do tons of deals.
• 35:02
  SPEAKER_02: So you don't need a big team, but you definitely need people.
• 35:06
  SPEAKER_02: You need to use leverage, leverage other people's time, other systems, processes, other people's money.
• 35:13
  SPEAKER_02: Leverage is the name of the game in momentum.
• 35:15
  SPEAKER_02: And then we eventually got to remove ourselves from managing the team on the day-to-day.
• 35:21
  SPEAKER_02: And so in growth, whether you want to call it a sales manager or COO, everyone kind of operates a little different.
• 35:27
  SPEAKER_02: We need to be one step removed from managing the day-to-day operation so we can go make bigger decisions, create legitimate financial freedom with assets, et cetera.
• 35:36
  SPEAKER_02: Because the last stage is what I call pinnacle, and that's the C I sit in.
• 35:40
  SPEAKER_02: Like I am truly an investor, I private lend, I'm not in the day-to-day.
• 35:44
  SPEAKER_02: I have a COO that runs the machine.
• 35:46
  SPEAKER_02: And now what's going to happen is as you go from momentum to growth to pinnacle, you might do more revenue, but your margins do shrink because you're replacing yourself across the board.
• 35:56
  SPEAKER_02: So you have one of two options.
• 35:58
  SPEAKER_02: You either want to make massive margins and stay one to two man show, but you're going to be grinding.
• 36:04
  SPEAKER_02: So you just have to know that.
• 36:05
  SPEAKER_02: Or you replace yourself, replace the hats so you can do bigger things and best, spend time with your family.
• 36:11
  SPEAKER_02: Your margins will go down to say 28 to 35%, but you're now removed and you have some of your time back.
• 36:18
  SPEAKER_02: Now, if you're in stage one or two, your margin should be more like 50 to 70%.
• 36:24
  SPEAKER_02: And so it's ultimately what makes you happy.
• 36:27
  SPEAKER_02: Like, I don't want to define that for you.
• 36:29
  SPEAKER_02: Some people love the grinds, so it's like cool, as long as you know that like when you go on vacation, the business stops.
• 36:34
  SPEAKER_02: So it's just a matter of what you want.
• 36:37
  SPEAKER_01: Well, in my business, I make between 400 and 750, depending on how good of a year it is.
• 36:44
  SPEAKER_01: That's my take home.
• 36:45
  SPEAKER_01: That's what I take home to my family.
• 36:49
  SPEAKER_01: And I'm in it like five hours a week.
• 36:51
  SPEAKER_01: And that's only because I'm a deal junkie.
• 36:54
  SPEAKER_01: I have to stick my nose in.
• 36:55
  SPEAKER_01: I'm like, what are you guys working on?
• 36:57
  SPEAKER_01: What's happening?
• 36:58
  SPEAKER_01: You know what I mean?
• 36:58
  SPEAKER_01: Yeah.
• 36:59
  SPEAKER_01: Like I could probably be completely removed from it and still make that kind of income.
• 37:03
  SPEAKER_01: And that seemed crazy to me 10 years ago.
• 37:07
  SPEAKER_01: That seemed crazy.
• 37:08
  SPEAKER_01: Like all I wanted at night, I would lay down and I'd be like, okay, visualize your income.
• 37:15
  SPEAKER_01: I gotta get to 400K.
• 37:17
  SPEAKER_01: I gotta get to 400k.
• 37:18
  SPEAKER_01: Gotta get to and I'd hit the ceiling 250, 315, 275.
• 37:23
  SPEAKER_01: I gotta get to 400k.
• 37:25
  SPEAKER_01: Now I make that passively from building an actual business.
• 37:29
  SPEAKER_01: It's insane.
• 37:30
  SPEAKER_01: It's awesome.
• 37:31
  SPEAKER_01: It's the best business.
• 37:32
  SPEAKER_01: I love this.
• 37:33
  SPEAKER_01: I do.
• 37:34
  SPEAKER_01: And it's not, I could take home more if I was in it every day and I was doing the deals and I was going on the appointments, and I was I was just laser focused on just taking all the inbound leads myself and doing it.
• 37:47
  SPEAKER_01: I could make more money per year, absolutely.
• 37:50
  SPEAKER_01: But it would take up my whole calendar.
• 37:51
  SPEAKER_02: So yeah, that's why I think it's like, you know, in our community, we call one of our core values success as you define it.
• 37:58
  SPEAKER_02: And my father's one of them.
• 38:00
  SPEAKER_02: He is like, I don't want a team.
• 38:01
  SPEAKER_02: He sold a couple companies.
• 38:02
  SPEAKER_02: He's like, I want zero people, I want no one to report to.
• 38:05
  SPEAKER_02: Like, and he just knows if he takes off three weeks, the whole company stops for three weeks.
• 38:10
  SPEAKER_02: But he's cool with it.
• 38:11
  SPEAKER_02: So it is what it is.
• 38:13
  SPEAKER_02: But not, you know, if you're younger, you're a parent, you're trying to really create something into the future.
• 38:18
  SPEAKER_02: The reality is you can only grind for so long before you wake up one day and you're like, F this.
• 38:25
  SPEAKER_02: Like, yeah, you know, I need my time.
• 38:28
  SPEAKER_02: But I am a big believer that you have to, there is sacrifices to make, there's time to put in.
• 38:32
  SPEAKER_02: And if you're not willing to do that, you probably won't make it anyways.
• 38:34
  SPEAKER_01: Yep.
• 38:35
  SPEAKER_01: Awesome.
• 38:36
  SPEAKER_01: Do you have any uh awesome trainings coming up?
• 38:38
  SPEAKER_01: Tell everybody about results driven.
• 38:40
  SPEAKER_01: Tell everybody about what you guys got got going on over there.
• 38:43
  SPEAKER_02: Yep.
• 38:44
  SPEAKER_02: So results driven, I always like to compare it to like, hey, we we don't teach like newbies, newbies that know nothing about real estate.
• 38:51
  SPEAKER_02: Typically they're already doing deal flow or they're an agent looking to become an investor, et cetera.
• 38:55
  SPEAKER_02: And it's one thing to learn how to do deals, and it's another to build a business that does deals.
• 39:00
  SPEAKER_02: And they're two totally different things.
• 39:02
  SPEAKER_02: And building a business that does deals without you in it all the time, grinding and wearing every hat and being exhausted, having anxiety attacks, all that requires systems, processes, and people.
• 39:13
  SPEAKER_02: And so we have uh what we call our two-day REI business submersion workshop.
• 39:18
  SPEAKER_02: We actually, this is the first month we've ever taken it virtual.
• 39:21
  SPEAKER_02: It's always been in person.
• 39:22
  SPEAKER_02: And the reason why we changed it was because we saw the writing on the wall with everything going on, gas prices going up, and we're like, you know what, we want to remove that burden from people.
• 39:31
  SPEAKER_04: Sure.
• 39:31
  SPEAKER_02: And so we're testing, taking it virtual.
• 39:33
  SPEAKER_02: So it's in that's actually next week, Thursday and Friday.
• 39:37
  SPEAKER_02: We have it every month.
• 39:38
  SPEAKER_02: And what we do is on day one, we want to onboard you as if you're one of my closers.
• 39:43
  SPEAKER_02: And we do that whether you have three closers yourself or you're your own closer.
• 39:48
  SPEAKER_02: The reason being is the number one thing that takes people down is they don't follow a consistent acquisitions process.
• 39:54
  SPEAKER_02: And it's really because no one took, no, a lot of programs don't have this what I call franchise-like model.
• 40:01
  SPEAKER_02: Sure.
• 40:01
  SPEAKER_02: And we want to put you through the onboarding, the psychology, the scripts, how we do call audits, how we track on our scorecards.
• 40:08
  SPEAKER_02: Whether you're a one-man show, need to do it for yourself, or a lot of times when people that have teams come in, they all raise their hand and they're like, Yeah, I'm definitely not making my team track.
• 40:17
  SPEAKER_02: I'm not doing call audits.
• 40:19
  SPEAKER_02: I'm not tracking, I'm not having one-on-one meetings.
• 40:21
  SPEAKER_02: And it's like, well, no wonders why they're not performing.
• 40:24
  SPEAKER_02: And so we spend the first day really just honing that in so that they can build this skill set to genuinely lock up deals consistently without spending more money.
• 40:33
  SPEAKER_02: Like, I don't want people going and dropping more money on marketing.
• 40:37
  SPEAKER_02: If I don't feel confident they can lock up the deal.
• 40:40
  SPEAKER_02: And so on day two, we then go into what we call advanced underwriting and repair estimates, because a lot of wholesalers don't know how to do that properly if they're not a flipper.
• 40:50
  SPEAKER_02: And if you're a flipper hiring your first closers, they tend to not be the greatest at training them on what they do.
• 40:56
  SPEAKER_03: Right.
• 40:57
  SPEAKER_02: And so we record that part and we show them the version of good of like, well, one, you might need the training.
• 41:03
  SPEAKER_02: But if you are gonna ever hire someone, let me show you what it looks like to train them properly.
• 41:08
  SPEAKER_02: And then we go into how to raise private money and advanced marketing and all that.
• 41:12
  SPEAKER_02: But ultimately, like I agree with you, if you get really good at the skill set of acquisitions and just master that, everything else will fall into place.
• 41:21
  SPEAKER_02: Like the rest of it is just knowledge.
• 41:23
  SPEAKER_02: Like, how do you do it?
• 41:25
  SPEAKER_02: Acquisitions is a skill set that you have to groom.
• 41:28
  SPEAKER_02: It's like a sport.
• 41:30
  SPEAKER_02: So if I don't do daily sales training, it is no different than if Michael Jordan, the best in the game, doesn't practice for three weeks.
• 41:37
  SPEAKER_02: Doesn't matter how good he is.
• 41:38
  SPEAKER_02: If he shows up to game three of the playoffs, he's still gonna fall off the process because he didn't practice.
• 41:43
  SPEAKER_02: And so we've got to treat this like it's a sport.
• 41:46
  SPEAKER_02: We have to train every day.
• 41:48
  SPEAKER_02: We have to get coached, we have to watch film, we have to track our KPIs, figure out what's off.
• 41:53
  SPEAKER_02: And so we really hone in on all that at the event so that they can master that one big ass skill set.
• 42:00
  SPEAKER_01: Love it.
• 42:00
  SPEAKER_01: How can people find that?
• 42:02
  SPEAKER_02: Resultsdrivenrei.com.
• 42:04
  SPEAKER_01: Awesome.
• 42:04
  SPEAKER_02: Sorry, we literally just changed our website this week for the new virtual dude.
• 42:08
  SPEAKER_01: Resultsdrivenrei.com.
• 42:11
  SPEAKER_01: Check it out.
• 42:11
  SPEAKER_01: You do it every month.
• 42:13
  SPEAKER_01: Is that right?
• 42:13
  SPEAKER_02: Yep, every month.
• 42:14
  SPEAKER_01: Awesome.
• 42:15
  SPEAKER_01: Guys, check that out.
• 42:16
  SPEAKER_01: Tiffany, how can people follow you?
• 42:18
  SPEAKER_01: How can they find you?
• 42:19
  SPEAKER_02: Yep.
• 42:19
  SPEAKER_02: Tiffany High Official on Instagram.
• 42:22
  SPEAKER_02: And uh, if you guys ever want to do a free training with us, if you just DM me the word training, it should give you a link.
• 42:27
  SPEAKER_02: We do free trainings every week.
• 42:29
  SPEAKER_01: So do it.
• 42:30
  SPEAKER_01: It's incredible, guys.
• 42:32
  SPEAKER_01: Josh and Tiffany have an incredible process, incredible team.
• 42:36
  SPEAKER_01: Definitely get involved with that.
• 42:37
  SPEAKER_01: They're gonna blow your mind.
• 42:38
  SPEAKER_01: And then show up to the uh results-driven REI.
• 42:42
  SPEAKER_02: If this hits home and you know you need to go deeper, I want you to download the free resource that I recently just built.
• 42:49
  SPEAKER_02: It's at www.rdebook.com.
• 42:52
  SPEAKER_02: Again, that's www.rdebook.com.
• 42:56
  SPEAKER_02: It's called 26 mistakes I made as a real estate investor.
• 43:00
  SPEAKER_02: You'll get the playbooks, the stories, and the breakdowns so that you can shortcut all the mistakes I made while building this multiple seven-figure real estate business and start doing deals way smarter than I ever did sooner and faster.
• 43:12
  SPEAKER_02: And hey, if you got value today, it would mean a lot to me.
• 43:15
  SPEAKER_02: It actually would mean the world to me.
• 43:17
  SPEAKER_02: If you left a five-star review on Apple or Spotify and left me a review and share with a friend who you think is stuck doing it all themselves right now, because one shift in strategy could be worth six figures or more.
• 43:32
  SPEAKER_02: Talk soon and see you on the next episode.
• 43:35
  SPEAKER_02: This episode has come to an end, but your journey continues.
• 43:39
  SPEAKER_02: Subscribe to the podcast so you never miss an episode.
• 43:43
  SPEAKER_02: If you want direct help from us, join our free community by visiting the results driven podcast.com.
• 43:49
  SPEAKER_02: That's the results driven podcast dot com.
• 43:52
  SPEAKER_02: We'll see you next time on the results driven podcast.
• 43:55
  SPEAKER_03: We'll see you next time on the results driven podcast.