Real Estate Investing Mastery Podcast

When you approach every potential deal as a problem to be solved, then you make yourself a valuable tool for every buyer and seller. That’s the approach Shaun Young from Adventures in Wholesaling made when he picked up the phone and started cold calling leads. By his ninth and last phone call, Shaun had found a beautiful house in a gated community in Atlanta that was perfect for a sandwich lease option deal. Shaun had found some scripts online that helped him know what to say to the seller, but he didn’t know how to replicate his success. One of the first things Gavin’s done for him is help him build a system that makes it easier to see this same success over and over again. This is the beauty of coaching; we help you figure out how to repeat your successes so it becomes easier. Shaun’s first tenant buyer backed out of the deal, but the beauty of the sandwich lease option is that it has three profit centers. There’s always a way to make money in this kind of deal. When Shaun was laid off from his job, it turned out to be a blessing because he could spend more time focusing on his wholesaling business. He even found the time to write his book Adventures in Wholesaling. A huge part of Shaun’s success is his attitude, and you can hear his enthusiasm and excitement all over this interview. He loves what he does because he’s helping people solve their real estate problems. What’s Inside: —The three profit centers in a sandwich lease option explained. —Why the seller’s motivation can make or break your deal. —Gavin’s number one takeaway from this conversation for you.

Let’s make some offers! That’s all that matters… And it’s actually WAY EASIER than you might think. I am beyond excited! In a couple of days, Gavin and I will be going live with our 30-day program where we teach you the most basic marketing plan, hold you accountable to it and teach you how to make offers! It’s all about making offers and we say this a lot of times; the speed of your income is directly proportion to the number of offers you make. And, to make money in this business, you simply need to make a lot offers. That’s intimidating for most of us especially for those who are in the beginning of their real estate business. But, with this program, you will learn the simplest way to making a cash offer. In this special promotional episode, Gavin and I will demonstrate how we make cash offers and give you a glimpse of what you can expect to learn next week in our 5 Sellers A Day 30-day program and accountability group. Join us here at http://5SellersADay.com

We know what makes money and what doesn’t. Ever since Gavin and I got started in this real estate business, we learned one important thing: you make money on the phone. The real estate business pretty much comes down to two things: —Marketing to get the leads —Talking to sellers and making offers When Gavin first started, he was worried about his accent and how competitive the market is. He spent a lot of money on direct mail and didn’t get any leads. But, after going to a meetup, he met a woman who had about 60 dead leads on her sheet and Gavin made a deal with her to follow up on those dead leads over the phone. Out of the 40 dead leads he called, he closed 2 deals. And the process stayed the same. The sheet had notes on why those sellers didn’t want to sell and Gavin simply called them to follow up if anything has changed since someone last called them to make an offer. Usually, the sellers’ reasons or plans for not wanting to sell don’t happen and when we follow up, something would have already changed and they now want to sell. You don’t have to spend a ton of money to get leads. There’s no secret sauce to making money in this business. It all boils down to talking to sellers and making offers. And to be successful in doing that, you have to go back to the basics. Our most successful students come from holding them accountable to a simple marketing plan and it’s all about getting on the phone and making offers. Seeing the success in our students compelled Gavin and me to start our 30-day accountability program called the 5 Sellers a Day and most of our best students come from this program. We only do this program once or twice a year. The program only costs $500 and if you complete the challenge of making 60 successful offers during the 30-day program, we give you your money back – guaranteed. We will teach you how to talk to sellers, make offers and you will have expert support from Gavin and me along with getting fired up by the success you will witness in the program. The program starts next week so if you’re interested, go to 5SellersADay.com. What’s Inside: —The basics of making money in the real estate business. —How simple follow-ups close deals better than anything else. —What our 30-day program can do for you.

Who is going to hold you accountable when you don’t have a built-in accountability system as you did at your 9-5? Making that jump into the entrepreneurial life is awesome and amazing, but without a boss standing over your shoulder, many entrepreneurs just struggle to accomplish anything. Working with Gavin for years allowed us to set up a few systems for our coaching students to help them stay on track: time blocking and scorecards. Just having someone standing behind them, calling them up, and reminding them to take action helps them move forward toward their goals. Since when has anyone, on any training ever, said that making one offer a week is going to get you ten thousand dollars? When we work with our coaching clients, we teach them the kind of effort they need to put in to get massive results. Listen, you can set up all of your marketing and your VAs to do a large part of your business for you. But you, and the effort you put in, are the engine that makes everything run. Gavin is going to give you a few tips on how to hold yourself accountable for all of the work and money you’re pouring into your business. In addition to that, I’d like to invite you to our new 5 Sellers a Day program starting next week. The program will challenge you to make offers daily during the program and if you successfully complete all those offers– 60 offers to be exact; you get your money back. We only do this program once or twice a year and our best students are fruits of this challenge. It will not only help you score deals but also help you be more accountable in making solid offers. 5 Sellers a Day starts next week! What’s Inside: —If you don’t know your numbers, then you don’t have a business. —If you don’t have someone keeping you accountable, then how will you stay disciplined? —How often you need to be in contact with your VAs.

If you want to increase your chances of closing on your leads, then you need to be able to position yourself to whatever offer is going to be attractive to a seller. Gavin Timms is going to help you learn how to recognize a motivated seller, and then show you how to adjust your offer to match the motivated sellers’s needs. In the course of your conversation with the potential seller, there are four pieces of information that will help you understand how best to position your offer. You need to ask questions to understand: —The situation the seller is in —The time frame the seller has —The price that they want —The condition that the property is in You’re just there to have a conversation with the seller, so you don’t need to worry about transitioning to a hard sell. But you also don’t want to waste the seller’s time. When you find out the four key parts that will impact your offer, make your offer and move on. You can’t predict if the caller will say no, but he can’t say yes if you don’t give him the opportunity either. Gavin’s going to give you some examples of how these kinds of conversations might go based on his years of experience. For a little cheat sheet to help you remember his tips, head over to his website to download his Lead Cheat Sheet. What’s Inside: —What is the most important part of your offer? —4 ways to spot a truly motivated seller. —Gavin’s favorite script for putting yourself in a better position to offer.

Wholesaling in your own area may not be working out, and you know it’s time to spread out to other markets. Finding leads on the internet has made virtual wholesaling incredibly accessible for anyone no matter where they’re at in the world. 99% of the homes you’re looking for can be found for free on just three websites. I’m going to break down my process for how to find leads on: —Zillow —Redfin —Facebook Marketplace Each site offers a little different information and requires a little different approach, but with some of my favorite tools, you’ll be able to scrape enough information for your VAs to follow up on these free leads. Once I find the information on a property, I send three pieces of marketing to the property owners: a text, an email, and a ringless voicemail. My Simple Lease Option class is going to give you the resources you need to turn these leads into deals to add to your real estate portfolio. What’s Inside: —How older listings can help you find motivated sellers. —Why I stopped using Craigslist to find leads. —The three pieces of marketing I use on my website leads.

If you started doing one deal a month for the next year, how much money would you make? What would it look like if you could retire with a passive income of $5,000, or even $10,000 a month? I’m going to walk you through a recent lease option deal I did in Nebraska so you can see the possibilities that exist even in small towns. If you’d like to know more about lease-option deals, my webinar Simple Lease Options will teach you everything you need to know, including the three secrets you need to know to make it happen. You’ll learn: 1. How to get more motivated seller leads for free 2. How to talk to sellers and negotiate with sellers 3. How to advertise and find tenant buyers You don’t even need to take out a mortgage or send lowball offers to make these simple lease options work. There are hungry buyers and sellers out there looking for a transaction engineer like you to help out their housing situation. My webinar is going to provide you with all of the tools you need to get started building your real estate portfolio. What’s Inside: —How to profit three ways in a lease option deal. —How we made $24k in a town of 500 people. —What a recent sandwich lease option deal looks like from my point of view.

It wasn’t until I learned to become the reluctant buyer that everything changed. This radical change in my approach made me more approachable to sellers, and let them feel comfortable chatting with me about my property. My challenge to you: Talk to five sellers a day. Now, if you’re scared to death to open your mouth and talk to sellers, I’m going to go over one of my scripts that will help you flip the script on a seller and just have a conversation. Inside my Simple Lease Options course, I also have another script for you to practice, and I’ll teach you: —How to pick a market —How to do the marketing —How to make the offer —How to talk to sellers —How to negotiate If you want to buy some houses, then you have to be making offers. And every offer starts with a simple conversation. Let me help you have better conversations and make better offers. What’s Inside: —I found that negotiating lease option deals was easier than negotiating cash deals. —How can I gain more confidence calling back sellers? —Questions you can ask sellers that open up the conversation naturally.

When you establish the minimum criteria for your deals, that will help you establish a baseline for every deal you come across. Any property you offer on has to cash flow, and it has to have the fundamentals in place. But sometimes, I get it, you get excited about an interested buyer and you just want to make a deal happen. 9 times out of 10, the seller’s going to have unrealistic expectations. That’s normal, and you should be ready to move on if they can’t budge. Make your offer anyway and follow up, but be brutally honest if the deal just isn’t going to work for you. Don’t waste their time, but don’t waste yours either. 99% of your deals are going to come from the follow up. Make the offers, and then circle around and follow up. When you let the buyer motivate you, you risk the chance of losing sight of your minimum criteria. If you want more help getting ready for the recession, my newest book Recession Proof Real Estate Investing is going to provide the blueprint you need to pivot in this market. Available as a downloadable PDF, it has contracts, scripts, calculators, and many of the tools I use in my own real estate business. What’s Inside: —How to identify a motivated seller. —Why you should always follow up on an offer. —Negotiating in a deal gives you the flexibility you need to come out on top.

“Winning has a price and leadership has a price,” Michael Jordan says. But are you willing to pay that price? Jordan’s recent documentary “The Last Dance” really inspired me to think about what role leadership played in his team’s success, and I wanted to share some of my favorite takeaways from this movie. Listen, if you want to be a champion, then you’ve got to work harder than anybody else. That kind of statement seems like a given, but when you listen to Jordan, you realize that he puts new meaning into the word “hustler”. I’ve had leaders and teachers that I respect, and they were always ones that pushed me hard. There was no easy “A” in their class, and honestly they were kind of mean. But I learned more, worked harder, and really earned that “A” in the end. What kind of standard are you going to hold your team to? If you’ve got standards for your team, are you meeting those standards yourself? And what kind of leader are you going to be? What’s Inside: —How Michael Jordan’s generosity shaped his team’s success. —Applying Jordan’s leadership lesson to your own business is probably going to require some change on your part. —Get inspired about how you can better serve your “team”.

Coaching clients Chris and Joe sit down with Gavin Timms today to share how their combined talents have given them far more success than their efforts on their own. From starting this year with $120,000 in credit card debt, to the giant hiccup of COVID, to building their team out enough to make their first hire, Joe and Chris have had a wildly successful year. Joe and Chris were able to lay a solid foundation for their real estate business together by creating a solid CRM system, but they needed some help to scale up their business. Gavin shares how he was able to analyze their system to help them see where they were coming up short. This is the coolest thing about coaches; they take what you have and help you fine tune it. You can really see the work Joe and Chris put into their business before they hired Gavin on, and now with a real estate mentor, they can move past the “hustle” portion and into the “building a business” portion of their company. After some amazing 6 figure months, Joe and Chris are looking to hire an acquisitions manager. This kind of success is available for you too because listen, the universe wants you to win. If you need a coach to help analyze your problems and push you past your mental roadblock, connect with us. We’d love to hop on a call and see if we’d be a good fit for you. What’s Inside: —Find out how $120k in credit card debt didn’t hold these guys back. —Why you need to drill down on your ultimate “why”. —Chris’s advice for leaving mediocrity behind.

99% of sellers are going to say no to you the first time you make an offer to them. They just want to sell their house, and your lease option looks like it could complicate their life. What you’re looking for is a motivated seller, and finding one is why I’m telling you to stop quitting! If you’re in this business saying that you’re going to send a thousand postcards “Just to see if it works”. No! For crying out loud, give it six months. Give it some time. It is not an overnight success kind of job. In a 12 month period, we analyzed the 58 deals that we did. 4 of these deals were an immediate yes. 54 of these deals came from an average of 5-6 follow ups. That means months of time dedicated to following up.If following up is the most important thing you can do in real estate, if it netted us 54 extra deals, then how can you possibly follow up if you only give yourself a month to succeed? I get it; money might be tight right now. If you’re looking for ways to find success through the recession, my book Recession Proof Real Estate Investing is going to help you navigate this downturn. For $7, this PDF can be downloaded immediately and you can start putting into place systems that will help you find sellers, make offers, and build your real estate empire. What’s Inside: —Out of 58 deals we did over 12 months, 54 of them came from the follow up. —How often should you be following up? —If you want to do real estate full time, you have to be committed to it.

Gavin talks with Gigi, one of our coaching clients, about her new passion for real estate. A doctor by trade, Gigi was already busy, but she had goals that couldn’t be reached on just her doctor’s salary. When she saw the chance to sign up for coaching, she jumped so that she could have someone help her fine tune her approach. Gigi is someone who loves to get out and explore everything that life has to offer, and she brings this same go-getter attitude to her real estate business. We’ve been careful to tailor her schedule around her two demanding jobs. Because she’s a doctor, physical health is an important part of her well-being, and she prioritizes true balance in her life. But you can hear her passion and excitement for how real estate is changing her life. You’ve heard me say it a million times, but the most important part of your real estate business is making offers, making offers, making offers. One of Gigi’s first deals happened because she followed that golden rule, even when it seemed like a ridiculously low offer to the seller. You never know what’s going on in the seller’s life, so make that offer. We’ve been helping coach Gigi so that she can continue to achieve balance between her goals and her work. If you need some help fine tuning your real estate business, let’s connect. Fill out a form on our website, and we’ll set up a call to see if we’d be a good fit for you. What’s Inside: —Breaking into a new industry means you’ve got to find a new way to network. —Why making any offer, even a lowball offer, matters. —How to get excited about the life you’re living. —Gigi’s tips for getting organized so that you can balance your W-2 job and your side hustle.

If you are someone that’s working a full-time job, but you want to do real estate full-time, then gather round because I have ten things you need to get straight before you strike out on your own. I worked as a civil engineer building power plants while I built up my real estate investing business, so I know a few things about making that jump into full-time investing. Don’t freak out your spouse by making that jump blindly. If you want to get your partner on your side, then you need to be prepared for the amount of hard work it takes to have your own business. Not having that regular paycheck can be one of the scariest issues your marriage has ever had to face. I’m going to be honest about some of the preparation I didn’t take before I quit. I wasn’t always the hardest worker when I was at my W-2 job. Don’t be like me. You’re going to quit and work harder than you ever have in your life, but it’s going to be worth it. As an added bonus, I’m including some of my favorite books about entrepreneurship and mindset that you should read to get your mind right. I know I recommend these books all of the time, but they are amazing because they’ll help you take your business idea and improve on it. What’s Inside: —Why you absolutely must read Profit First if you’re thinking even just a little about quitting your job. —What is the most important skill for an entrepreneur? —Your work ethic before you quit your job matters a ton.

If you’re a student of the housing market, you’re going to be able to see the trends before they happen. Whether you’re a new investor or not, you absolutely need to be networking with veteran investors who can steer you in the right direction. Masterminds, courses, groups, and conferences are going to connect you with the best real estate investors out there. As a Navy pilot, Bill Allen started casually buying a rental house at every station, and today he runs 7 Figure House Flipping. Last year he bought House Flipping HQ, and for the last four years he hosted one of the premiere real estate investing conferences Flip Hacking Live. With a YouTube channel, a podcast, and a busy real estate company, Bill has a lot to say about where real estate is going right now. If you’ve hit a wall in real estate investing, Bill wants to help you figure out how to climb over, walk around, or jump over that wall. October 15th, 16th, and 17th is your chance to hear million-dollar investors give up their exact strategies that they’re using right now. And while the conference has been moved virtually for this year, Bill and his team are working hard to make sure your experience is immersive and valuable. Tickets for Flip Hacking Live are available now, but prices will go up in a week, so sign up soon. If you use the coupon code “Joe”, Bill’s going to give my listeners the chance to access the best presentations from the previous four years. What’s Inside: —How Bill is having to change his marketing because of the current circumstances. —Low inventory is having a huge, huge impact on the market right now. —What Bill anticipates with inflation and what he’s planning on investing in. —Stop strengthening your weaknesses; outsource them.

I know from my courses that only 3-5% of people actually take action. Maybe they’re afraid of success. Maybe they can’t imagine what their life would look like if they became an afternoon golf playing real estate investor. But I’m here to tell you that this stuff works. My sons recently made $23,000 on a land deal, and they’re only teenagers. I just collected a check from a wholesaling partner for some minimal effort on my part. But look, these kinds of paydays don’t happen overnight. I put in the work and built the systems that let me take the afternoon off and relax. If you need some extra real estate education or just some encouragement, I’ve got you. Sign up for my emails for some of my greatest teaching moments. Purchase my book REI Secrets, a book sometimes called the Tool of the Titans book for real estate investors. It’s possible to make a great income without investing $40k in a college education, and I’m here to prove it to you. Invest in a little REI education and learn how to make money while you’re golfing the afternoon away. What’s Inside: —What automated wholesaling looks like and why you want to get to that point. —My latest deal that yielded a $9,100 check without a lot of effort on my part. —How you can plug yourself into better real estate education. —What’s going to separate those who succeed from everyone else in real estate.

Without a partner, Willie G made a good living buying and selling vacant land. But when he combined forces with his new partner Paul, Willie was ability to scale his business up big time. Now, they close between 55-65 properties a month, and his profit margins are hovering around 83%. I’ve been flipping vacant land with my boys lately, but Willie G takes it to a whole new level, so I had a lot of questions for him. I know some people specialize in infill lots, while others only want rural lots, but Willie’s criteria is a little different. He’s making offers for twenty cents on the dollar. In any niche in real estate, you’re going to offend someone when you make a crazy low offer like that, but Willie has so many leads that he never worries about someone getting mad about his lowball offers. In this podcast, Willie is hugely generous with his answers. No one else is buying and selling vacant land quite like him, so he and his partner created The Land Investing Pros to help other real estate investors learn their system. They’ll be teaching their students: —How to choose markets —How to close deals —How to build their lists —How to price those lists —How to scale their land investing business Willie is bullish on the vacant land market. And when you can make your capital back in just a year, I agree. Why wouldn’t you want to make some easy money? What’s Inside: —What kind of due diligence Willie does for each land parcel. —Should you purchase land with your own capital or private investors’ money? —Notable deal killers that Willie avoids. —Willie’s criteria for the kind of lots he’s looking for. —The absolutely most important metrics to keep an eye on.

What kind of barriers do you put up in your mind about investing in real estate? Dani Beit-Or could see from Israel that investing in U.S. real estate was a great deal because of our “mortgage miracles”, and he started investing in American properties before he’d even immigrated here. Mortgages like we casually use in everyday banking are not the norm in Israel, but they’re not the only difference in real estate investing that Dani experienced. He coaches other Israeli investors on the four main differences between real estate here and there, including: —Language barrier —Terminology language barrier —Rental deposits and time expectations —American culture When Dani’s analyzing a deal, he has a minimum criteria, and he’s not married to the one percent rule. For him, the financial performance stands on three legs. It’s not just about appreciation or the amount of rent. He wants to know: what is the financial story of each property? When he obsesses over the worst-case scenario, he misses out on decent deals. Instead, he focuses on the realistic case scenario. That’s why he put together a massive Excel spreadsheet that he uses with all of the clients he coaches. If you’d like to get together with Dani, you can head over to his website. What’s Inside: —What the “mortgage miracle” is and how it helped Dani invest in the U.S. —The difference between a turnkey operation and a turnkey property. —Some of the biggest differences in buying a home in the US versus other countries, like Israel. —How property taxes and insurance rates affect the one percent rule.

I love reading about the Rockefellers and the Vanderbilts because as their families went through great economic crises, they adapted their businesses so that they could make even more money. In the Great Recession, I learned a lot about failure, and in my newest book Recession Proof Real Estate Investing, I’m going to share the lessons I learned so that you don’t make the same mistakes. If your plan is that you’re going to be able to refinance forever and keep pulling money out of your house to pay your bills, that has the potential to be a terrible idea. In the last Recession: —I was ignoring the fundamentals. —I wasn’t saving money for unexpected expenses. —I was ignoring the importance of cash flow. —I was ignoring the possibility of vacancies. You can’t ignore the fundamentals. When you make a decision based on appreciation or speculation, you’re going to get burned. If you’re going to recession-proof your business, you have to build it on real estate fundamentals. Included in my latest book is the bonus section Wholesaling 101, a class on how to buy properties at deep discounts and sell them to other investors for a quick $5,000-10,0000. And if you purchase this book, you’ll also have the opportunity to purchase some of my other real estate video series. If you don’t love my book, if it doesn’t point you in the right direction to help your real estate business, just let me know, and I’ll refund your money. What’s Inside: —Everything included in my newest book, including the bonus material. —How I missed opportunities in the last housing crisis. —Why your mentors should have some failures in their track record.

Now is the absolute best time to get started in real estate because housing can’t go up forever, and eventually the prices are going to come down. So where are the new opportunities? Huddle up because we’re already seeing some of them show up. Looking for opportunities is a lot like the book Who Moved My Cheese? When you see a change in the market, then you need to be looking for where the market is shifting to. Right now it looks like the housing in New York isn’t so hot anymore, but where is the cheese moving? Where are the new opportunities if they’re not in New York? In the last recession, I was throwing away a lot of leads that didn’t have any equity. And I realized, as I was doing this, that I couldn’t be a one-trick pony in the wholesaling world. I had to find a way to stop wasting my leads. The cheese was moving, and it was moving away from being able to rely entirely on wholesaling as my only strategy. If you want to know the number one way you can do more deals than anyone else, it’s this: answer your phone. I’m serious. Just pick up the phone. If you need three more ways to outperform everyone else: —Double down and invest even more. —Be a producer, not a consumer. —Learn to identify problems, and solve them. The whole reason I wrote Recession Proof Real Estate was to help you identify the opportunities. I include everything you need to do to be flexible and adaptive to the changing market. Learn how to make multiple offers, find buyers, nail your follow up, and succeed when others stop trying. Available immediately as a PDF download, my $7 book is the blueprint you need to profit in this recession. What’s Inside: —As entrepreneurs, we are the problem solvers. —How one broker is creating a buyer frenzy for houses right now. —Sellers are good at hiding their motivation, and how you can benefit from that. —Community collaborations are going to be one of the secrets to success moving forward. —Why the demand is always going to be leaning toward affordable housing.

I spent three months writing Recession Proof Real Estate Investing and you guys are definitely going to want to get your hot little hands on it. It’s an incredible deal. There are four different PDF books included, and they cover: —Where the new opportunities are at in this recession —How to make multiple offers —Finding buyers (so important in a buyers’ market!) —Why the money is in the follow-up I’m giving you the actual marketing pieces that I use, and you’re going to want these because marketing for buyers is so important right now! I’m including the mind maps that inspired this book, and I’m walking you through Redfin, Zillow and other sites showing you how I look for houses and buyers on these sites. Included in the book is the bonus Wholesaling 101 class that I did with my good buddy Gavin Timms on how to wholesale deals from A to Z. And if you already have my Simple Lease Options course, I will be adding Recession Proof Your Business as a free bonus for that course. There is no audio version, but there is a video version, which you’ll need so that you can see me walk through things with you. This $7 PDF is available for immediate download, so don’t worry about waiting on the mail. I wrote this book because I want to help you find the opportunities that are everywhere right now, so click the link and download it today. What’s Inside: —What’s selling really, really hot right now (and you might be surprised). —99.9% of your deals are going to come from following up. —Hoard positivity, not toilet paper. —If you’ve already purchased my Simple Lease Options course, find out how you can get this book for free.

We were definitely due for a correction anyway, but this COVID thing has just accelerated it. A downturn is inevitable, so we’re going to help you prepare for that downshift in the economy. Currently, the housing market seems strong, but it’s only strong because inventory is low. You need to get ready so that you’re ready for the coming wave of foreclosures, and you absolutely need to be able to offer more than just a cash offer. My newest book Recession Proof Real Estate Investing has everything you need to make multiple offers to a variety of sellers, including: —Mind maps and videos —My spreadsheets —Multiple calculators that will help you figure out better offers —Plus my course Wholesaling 101 I want you to succeed as you pivot in real estate. So skip the mess at the post office and download my pdf book for $7 directly from my website REIProof.com. If you love this book (and I hope you do!), don’t keep it a secret! Please like and share this website with them. What’s Inside: —The 4 or 5 things you can negotiate in a lease option deal. —How you can get ahead of the tsunami of foreclosures that are coming. —Everything that’s inside my new book Recession Proof Real Estate Investing

There are two rules that I want you to remember as we navigate through this crisis: 1. Time is your friend. 2. Emotion is your enemy. With those two rules firmly fixed in your mind, you’ll be able to invest in real estate with confidence. And when you set out to make the buyers win, the sellers win, and the private investors win, you’re going to win too. If you want to recession proof your real estate business, I’ve just published my newest book Recession Proof Real Estate Investing. Based on a mind map and some videos that I did, this book will teach you everything you need to know to make it through this recession. This is one of the most important books I’ve ever written, and you cannot get this on Amazon. For $7, this pdf book is only available on my website, REIProof.com. If you’re going to navigate this crisis and find the opportunities (and they’re there!), then you need a strategic roadmap that will help you ignore the fear and emotion that you’re feeling. Download my book and let me know how it’s helping you focus on the opportunities in your life. What’s Inside: —The two most important rules to keep in mind through this change in the market. —How I’ve personally prepared my business to go through this uncertainty. —Short term decisions driven by fear cause long term problems. —Why you need to understand why wealth doesn’t disappear; wealth transfers.

By pretending to be that guy on the beach who has nothing better to do, you can build rapport with a seller and casually find out the information you need to decide if the house they’re selling fits your criteria. Gavin walks Rob through a few different versions of the opening conversation to help Rob become more comfortable with the role he needs to play to stay in control of the conversation. As an investor, here are the 5 things you need to find out in this conversations: —The motivation —The time frame —The situation —The condition —The price You don’t need to overshare information on your end because this conversation isn’t about you. Listen carefully to some of Rob’s great questions that help him quickly fill in the details on a house that a preliminary call with a VA might have missed. We love working with our coaching clients, and if you’re looking for a real estate mentor, we’d love to work with you. Fill out a form on our website and we’ll connect with you to see if we’d be a good fit. Don’t forget to subscribe to Gavin’s YouTube channel so you don’t miss any of his great coaching advice. What’s Inside: —Why it’s important to understand what motivates a seller. —Strategies around being the first to name a price. —How long your lead-in should be in a phone call. —The kind of questions you’ll need to ask to dig deep into a property.

When you sign up for any new course, and you start watching module one, then module two, then module three, all of a sudden you realize that the more you learn, the less you know where to start. Gavin Timms is going to walk you through some strategies today that help you focus on the things you can do today that move you toward the outcome you’re looking for. Everyone has a different reason for doing real estate. Maybe you’re looking to replace the job you hate. Maybe you want to spend more time with your family. Maybe you want to stop traveling so much. Maybe you want a virtual job so that you can actually start travelling more. Whatever your reasons are for starting a new course of action, the steps you need to take today are all you should be focusing on. Gavin shares the same tips here that he applies with all of his coaching clients. If you loved this episode, subscribe to REI Network on YouTube and leave a review. What’s Inside: —The best way to accomplish goals without getting distracted. —The safest ways to invest in this market. —The number one question you need to ask yourself. —How to focus on a simple plan that will move your real estate goals forward.

When you set aside an evening to cold call leads, the first couple of calls can sometimes go a little rough. Maybe you’re out of practice, or maybe you just sound nervous. Gavin Timms has some advice on how to build your momentum until every phone call and every interaction goes more smoothly. Starting from a script is a helpful way to make better phone calls. You can download the script we recommend for our clients on REINetwork.com. Commit to some time to focus on your real estate business, and then just go to town. But sometimes, things don’t go as well as you planned. Don’t sweat it. Every time you work at your business, the better you’re going to get. And that moment when things just start clicking is the moment when you need to seize the opportunity. If you loved this episode, subscribe to Gavin’s Youtube channel, and leave him a review. And if you’re interested in becoming a coaching client, we’d love to connect with you. Send us a note, and we’ll get in touch to see if we’d be a good fit for each other. What’s Inside: —How to use scheduling and time blocking to carve out some time for your business. —Strategies to train your VAs on. —How to ignore your concerns and capitalize on your successes. —The only time you should not be talking to sellers.

If you haven’t failed in business yet, you will soon. Some of these investors right now have only been in the business since 2014, and they’re sure they have the Midas touch. In a market where everything goes up all of the time, it can sure look like you have the golden touch. Things are going to start getting hairy soon, but that’s okay. Number one: It’s okay to have failure. And number two: Be careful about taking advice from someone who hasn’t gone through a failure cycle yet. I’m going to open up about some of my biggest failures because I want you to see that I’m a much better coach and entrepreneur because I’ve already failed spectacularly. In the next few months, some of you are going to have failing businesses. Maybe some of you are already there. I’ve got some words just for you because I know exactly where you’re at. If you have some time, give Russell Brunson’s podcast a listen. It inspired my little pep talk for you today, and it has some true golden nuggets of wisdom in there. What’s Inside: —Some of my biggest lessons from all of the failures over the years. —Why you want to take advice from someone who’s been through a “failure cycle”. —If you’re going through a hard time right now, don’t quit.

If you spend all of your time planning and planning your real estate business, but you’re really just spinning your wheels, now’s the time to take massive action and change your life by changing the way you think. Some of our most successful coaching clients started killing it when they made these 8 important mindset shifts. This is not a webinar, so put away your credit cards. We’re not selling you anything. We just want you to move beyond talking the talk and shift over into walking the walk. It’s really shocking how close you are to making $100,000 a year. Many of our coaching clients just needed a slight push or plan to get them on the path to completely changing their lives. So if you want to do more deals, maybe it’s time for a coach to help you see a clear path forward. If you’re ready to invest in yourself, fill out our form for new coaching clients. Let’s talk about your goals and where you want to be in 6-12 months. And most importantly, let’s see if we’re a good fit for you. What’s Inside: —8 key mindset shifts that will make you a better real estate investor. —The four things that motivate sellers. —How to think better for your business. —When it’s time for a coach to take you to the next level.

It’s no secret that I love lease options and what they can do for your real estate portfolio. But there are some common mistakes that every investor makes that I want you to avoid. I want your lease option experience to be hassle-free, so listen close while I unload my years of wisdom on you. First of all, do not pay too much option deposit money! A lot of times when I’m negotiating with a seller, I’ll offer a thousand dollar option deposit money. Remember, you want to put yourself in the best position possible, that’s why you also never want to personally guarantee a long term lease. In your hurry to get a tenant in a house, don’t forget to pre-screen the seller too. You’ll want to ask questions like: —Do you have any judgments or lawsuits filed against you? —Do you owe any back payments? —Do you owe any back taxes? —Are you going through a bankruptcy? One of your most powerful tools in your negotiating toolbox is the phrase “I’ll get back to you”. I show you how I use it to buy some time and make certain about my numbers. If you’d like to dive more deeply into lease options, my webinar Simple Lease Options gives away all of my tools, like my one-page contract, my calculator, my proposals, and so much more. It’s free, and it’s available at SLOClass.com. What’s Inside: —What kind of repairs you should do on a lease option property. —Why you should prescreen the sellers, not just the tenants! —The rule of thumb for buying awkward and weird properties. —The only time I would work within a short timeframe.

You might think the housing market is strong, but it’s a lagging indicator. That means it takes about 6-12 months to see the effect of the stock market and the economy on the housing market. So, those deals are coming, and you want to be ready to offer any seller a variety of options so that you can come to an agreement together. But not every house is a great house! I want you to avoid nightmare houses that suck up your time and money. I’m going to lay out for you the most important things to know when you’re using lease options including: —Don’t offer for small houses. —Only pick desirable neighborhoods. —Always check the title. —And much, much more. If you want to dive a lot deeper into lease options, I want to invite you to my webinar Simple Lease Options. Do you want to rescue your leads and find a hungry group of buyers? I’ll show you how to do all of that and more on my webinar at SLOClass.com. What’s Inside: —How to sift through homes looking for the ones that will work best with a lease option. —Common mistakes people make when using lease options. —The mindset of tenant-buyers is a world of difference from a regular tenant.

Lease options are my favorite way to get started in real estate. If you’re tired of throwing away leads and you don’t want more risk, then you definitely want to get started with lease options. Lease options are a great way to build a portfolio of nice homes. Trust me, you’re not going to be investing in rental nightmares. But you’re also not taking over the existing mortgage and you’re not owner-financing anything. So how exactly are you going to make money? I’ll explain to you what a lease option is and the 3 profit centers that exist in every lease option deal. If you keep coming across homes that don’t have enough equity in them, then you’ll want to use the lease option as another tool in your creative financing toolkit. If you’d like to learn more about lease options than what I touch on in this podcast, then you can check out my free webinar at SLOClass.com where I go over lease options in depth. Hang around because I’ll be sharing the keys to success in making lease option offers in the next couple of episodes. What’s Inside: —How using a lease option reduces your risk. —The 3 profit centers inside every lease option deal. —The best way to build a portfolio of nice homes. —The benefits of controlling the paper and not the property.

Gavin and I are going live in a new market, and are going to spend all day marketing for sellers, talking to sellers, and MAKING LEASE OPTION OFFERS. Join me and Gavin on July 17 for our live marketing class and learn something special! Check it out here: http://LiveMarketingClass.com

One of the reasons I love our coaching student Chris is that he’s always asking, “What’s next?” instead of “What if?”. Because he’s still relatively new to real estate, there is a lot that he just doesn’t know how to do, but he doesn’t let that stop him taking action. To help you see how to negotiate when a situation has unexpectedly changed, Gavin roleplays with Chris about a recent deal that almost didn’t happen because of an unexpected home repair. It can get easy to get upset in the course of a negotiation, especially when a buyer or seller is being overly aggressive. Listen carefully to Gavin’s advice for how Chris can avoid this trap. While you want to make more money with every deal, you also want to preserve your relationships. Unexpected housing repairs can sink what looked like an otherwise great deal, but you don’t want to pull out of every deal every time that happens. Building some leeway into your offers is one way that you can protect your deal from getting torpedoed before closing day. When we roleplay with one of our coaching clients, it helps them see where the negotiations have broken down, and then we can give them some tips on how to recover their position of strength. Gavin emphasizes using the numbers as an excuse for why Chris can’t move on his side because he wants to remove a potential problem for Chris. Chris’s willingness to learn and take action makes him a great coachable client. If you’re ready for a real estate mentor to help you take your investment journey to the next level, reach out to us on our website. What’s Inside: —When the numbers don’t work, what kind of options do you have? —How can you diffuse a tense negotiating session? —The number one, most important tip I have for you today. —How to make yourself an easily coachable student.

You can do all of the marketing in the world, but if you don’t follow-up on your leads, you’re only wasting your money. That’s one of the first things that caught Gavin’s attention about Melissa was how willing she was to call people back. If someone was interested in selling their house, Melissa said she was going to call them until it was sold. Melissa and Carey quickly discovered that their complementary strengths made them a great partnership. Finding a partner to make up for what you’re not good at is a great way to build your REI network. Gavin Timms and I do this too, and it’s allowed us to expand in ways that we couldn’t on our own. Everyone told Melissa and Carey that things would just get worse in real estate, but they knew my number one rule, “Crises create opportunities”. They dialed it into their networks, and they still did $100,000 during the time when everyone said the world was going to end. Of course, they had to know who could still do deals during the shutdowns, quarantines, and all of that crazy stuff. That meant that they had to rely on the networks that they’d built up over the last few years. Virtual wholesaling has freed them from their desk jobs and let them build the life they’ve always wanted, which includes laying on the beach in Florida while they make money. In fact, they even closed a deal during this podcast! That’s how awesome the virtual wholesaling life is. If you’re interested in working with Gavin or myself as real estate coaches, fill out our form on our website, and we’d love to see if we’d be a good fit for you! What’s Inside: —Why we wanted to partner with Melissa and Carey —How your personality and mindset will impact your real estate business. —What you should and shouldn’t pay attention to in this market. —Why the real estate network you have is like money in the bank.

As a marketing ninja with decades of experience, Richard Roop understands how to create more effective marketing campaigns. Whether it’s mailers, postcards, or social media campaigns, Richard focuses on building relationships and establishing credibility by the type of advertisements he puts out. What’s better? Putting a very lengthy sales message on an oversized postcard that goes to everyone in the neighborhood, or sending it specifically to absentee owners in a wider geographic area? While some of the best things are really inexpensive, you can’t do them too often because they’ll make you look cheap. Richard says that you should be a big fish in a small pond, or focus your attention on a smaller market. We talk about the perfect size of a market, and how focusing on a small list can double your responses. Do you want to do more deals? Then you need to be talking to sellers. Richard explains how changing the call to action can move the needle on how many sellers you talk to. By moving from an “ad style” ad to an “advertorial” style, you can draw in more interested leads who’ve self-selected themselves to work with you. If you have any advertising that you’d like Richard to critique for you, he’d be happy to give you some feedback as long as you let him turn you into a case study. With decades of experience inmarketing, Richard knows how to build relationships that don’t feel fake or scammy to your audience. I just signed up for Richard’s newsletter on his website to receive thousands and thousands of dollars worth of free education. I had his CDs in the back of my car for years and years, and I’m so excited to have his resources in digital format now. What’s Inside: —Richard explains why the magic bullet postcard marketing campaign is so successful. —What makes a terrible postcard? —Anything you can do to personalize your marketing will increase its effectiveness. —Why you want all of your marketing to do the work for you. —What the Ultimate Strategy is and how you can make it work for you.

For years, I’ve been teaching the wholesaling fast cash strategy. But one of the drawbacks about this strategy is that once you stop doing deals, you stop making money. What if you could make some money up front, but also make money with long-term residual cash flow? Would you be interested in that? Matt Theriault from Epic Real Estate is partnering with me to teach you about creative financing. I’m going to teach the lease option side of the lab, and Matt is going to teach about owner financing. He is such a great teacher and has a way of teaching complex subjects in such an easy way that you can actually understand the concept quickly. Tuesday, June 30th is your chance to start our six week course. We’re going to be giving you support with live coaching calls, a Facebook group, and live classes. You’ll get a scorecard to keep track of your work, and if you complete this class, we’ll give you 100% of your money back. The bottom line is this: If we can’t make you money, then we don’t deserve yours. What do we get out of this? We look at this as an investment in YOU, our most important assets in our business. Not only do we want raving fans for life, we are also looking for deals. Partnering with you is a way that we can both benefit from this class. This is a six-week program, and it starts Tuesday, June 30th. We want to see you on the inside! What’s Inside: —Inside The Creative Financing Lab, we’re going to teach you how to raise private money. —Learn how to structure creative deals. —Find out how to take this course for FREE! —Get all of our scripts and contracts, and participate in live coaching calls.

Are you ready to take massive, imperfect action? Stop sitting on the sidelines, and dive into your real estate investing career by learning from Tom Krol of Wholesaling Inc and myself about, well nearly everything. We provide you with all of the tools you need to open up a new market, no matter where you’re at in the U.S. We only advertised this class on our email list, so Tom and I wanted to open this up to our followers and subscribers. Guys, this class was so good! If you want to see what it’s like to go into a new city and start marketing from scratch, Tom and I show you in real-time the steps we would take. You’ll get to see day one in a brand new market, and I have to tell you that we didn’t even know beforehand where we would be looking. Inside this class is a mind map, which will include: —All of the scripts that we use —All of the marketing pieces that we use —Email scripts —Texting scripts —Questions —And Phone scripts —All of the recordings that we used 100% of our class participants said they would recommend the class again, which we consider to be amazing praise. We poured ourselves and all of our materials into this class, and we’re so happy to have had this level of satisfaction with our work. We’re only charging $197, or if you’d like to split it up into two payments of $97, we can do that for you. This is a complete course, and we could’ve charged thousands, but we want it to be accessible for you. Just click LiveMarketingClass.com/podcast to sign up. We’ll see you inside! What’s Inside: —When you’re faced with two choices, make the uncomfortable choice. —Everything available inside our live marketing class. —Why you need to start taking massive imperfect action. —How you can still take advantage of our live marketing class.

There’s uncertainty coming in the real estate world, and Matt Theriault and I want you to be prepared for it. If you’ve been following real estate “gurus” who’ve been doing wholesaling for less than ten years, then they’ve only been in a great market. You’re going to want advice from guys who have experienced some failure, and are ready to capitalize on that experience. The absolute best way to get ready for the shift in the market? You’re going to want to know more about creative financing. So Matt and I got together to teach you everything we know. And because we don’t want to overwhelm you with a thousand new things at once, we’ve broken this teaching up into three sections. Starting Tuesday, June 30th, we’ll get together in a webinar, and we’re going to be giving you all of our best stuff. Then we’ll give you two days to implement what you’ve learned, and we’ll come back together on Thursday for a coaching call. And then, we’ll give you a few more days to implement more ideas, and we’ll get back together the following Tuesday so that you can report back to us. This is huge because we are here to support you. We’re going to help you and maybe even partner with some of you guys on your deals. That’s what I’m most excited about. We will walk you through listings, and coach you on how to go back to sellers with a creative offer that they can’t refuse. —Find the buyers —Find the sellers —Do the marketing —Raise private money —Negotiate deals —Structure the deals —Do the paperwork It’s time to start calling yourself a real estate investor and stretch your deal-making repertoire. When the class starts on June 30th, the doors will close. Sign up at CreativeFinancingLab.com today! What’s Inside: —What if you could triple your deal flow by giving the seller a couple more options? —What kind of debt I should’ve avoided during the last housing crash. —Open up new markets where there’s low or no competition with these financing deals. —If you want to be successful in 2021, 2022, and 2023, you need to know how to make more than a cash offer. —Being a deal finder is the most valuable piece you bring to the transaction.

I thought I’d take some time to impart some wisdom today that hopefully will inspire you to be a better investor. There’s a lot of myth surrounding the hustle, but I want you to forget that and focus on working smarter and not harder. When are you most productive? You know that saying, “Nature abhors a vacuum”? That means that our work will expand into the amount of time we give it. What would happen if you stopped giving yourself 8-10 hours to work? Could you get everything done by only working 3-4 hours a day? Be honest with what you want to do with your time. Play more golf? Spend more time traveling with your family? Hang out in meetings with your employees? Write more reports? I share an epiphany I had about my own work during a family trip to Europe, where they got to sight see while I worked. I do this a lot; I think I should do everything. But I have a team for a reason! I need to stop being a jack-of-all-trades, and let my team do their jobs. Honestly, most of the time they’re better at their jobs than I am, and I need to get out of their way. If your team got your putt lined up for you and got the ball 6 inches from the hole before you stepped up to take a shot, what would that look like in your company? What’s Inside: —Forget the hustle and focus on the big picture. —How your team can “line up your shot” and make your life easier. —Why working less hours might make you more productive. —Being a jack-of-all-trades isn’t the best use of your time.

So many people get hung up on wanting to know how every little step is going to work out before they even get started, and this stops any progress they might make. You just need to take massive action as Dutch Jackson did. He didn’t even know the first thing about filling out a contract when he landed his first deal just last year, and since then that massive action has propelled him to 20 more deals. After a layoff that Dutch later saw as a blessing, he turned to YouTube University and tutorials to learn more about real estate investing. His first deal he just happened upon when he was driving for dollars, and it was a huge learning opportunity. A drought of nearly four months made Dutch realize that he really needed to be out there networking a lot more. As a videographer and audio engineer, he found he could combine his two side hustles in a way that lets him get his real estate message out. Dutch created music just for real estate investors, with titles like: —ARV —REI Rail —Flipman Voicemail —Bandit Signs —Birddog —Motivated This last year has been a huge growth opportunity for Dutch, and he’s realized what he loves and doesn’t love about real estate. The cool thing about this business is that there are so many creative financing deals you can do that will support the lifestyle you’ve always wanted. His next goals are simply more freedom and more happiness in his life. I share some lease-option deals that can help him build that investor lifestyle that he’s looking for. If you need a soundtrack for your real estate investor life as you drive-for-dollars or look at houses, please share, like, or listen to Dutch’s newest album! What’s Inside: —The best business card he’s ever had is the real estate investor album he created. —Dutch taught himself about real estate with YouTube University. —The first and second deals were on a big learning curve. —I give Dutch some ideas for moving away from just wholesaling into more freedom.

Nearly everything I learned in real estate came from the marketing brain of Richard Roop. I used to drive a lot to work, and I hauled around his CDs in the back of my car to listen to on the drive to the office. After a hiatus, Richard is back to give some evergreen real estate advice, and to share his wild story of how he lost his real estate portfolio. “I can get you that price, but I can’t give you those terms” is one of the phrases that Richard coined. As an early adopter of creative financing like subject twos or lease options, Richard taught his students how to engineer a variety of deals that would appeal to a seller. The Baby Boomers drove the price appreciation over the last few decades, but they’re starting to downsize. Richard predicts a long-term trend of flat or down for the next 10-12 years, and right now is a great time to control without ownership. Becoming familiar with lease options is a convenient way to own without actually possessing the property. Additionally, buying with long-term owner financing or getting in and out with quick flipping could be great options in the next decade. The Ultimate Strategy is when you target homes in your area that are owned free and clear. By structuring phenomenal financing, you can get into nearly any of these homes. And as long as there’s positive cash flow and you’re paying down the mortgage, this will only be a winning strategy for you. But is it still a great strategy? As a general warning from Richard: Get very good legal advice if you’re soliciting private money. While he’s still under a gag order from many of the events surrounding his years-long legal battle with the local division of securities office, he can give us enough details to offer a cautionary tale. What’s Inside: —As a transaction engineer, Richard loves figuring out the different ways a deal could be structured. —There’s no way you can buy bad if you have the right numbers. —Richard’s ultimate strategy is simple: Look for houses with equity. —Is the Ultimate Strategy applicable for today’s market? —Why you should over-disclose for transparency’s sake.

Who doesn’t love money? We’re talking about raising private money with Josh Cantwell, who has raised over $60 million dollars in private money without having someone check his credit in over ten years. In seven steps, Josh lays out how you can raise capital for your real estate investments. Raising private money is not about pitching people. It’s about teaching people about what you do in a cool way. Josh likes to tell people, “I raise private capital for real estate, and I buy distressed properties and pay my investors double digit fixed returns”. For him, this is far more effective than trying to sell potential investors on the idea of real estate investing. The relationship that you build with investors is incredibly important. For Josh, one investor took about 3 years before he finally invested with him. His number one rule for working with investors is: Follow up, follow up, follow up. A “no” today doesn’t necessarily mean a “no” tomorrow. Josh uses the 2R-3M approach. That’s “Regular Recurring Multi-Media Marketing”. For him, all of his marketing starts with a podcast interview, and then he sends it out across various marketing platforms. By putting himself out there and positioning himself as the authority, he doesn’t have to keep answering the same question one hundred times. You don’t need a big audience to raise capital. You need an irresistible offer, and you need to be authentic. Ask your investors, would you rather have 12% interest on the loan or 15% of the profit? Let them choose into your deals. But you are never going to be successful in raising capital from strangers if you can’t convince someone you know to buy from you. Josh shares in his book, Get Flip System, some of the many ways you can have better conversations with potential investors. What’s Inside: —Raising private money means you’re doing deals on your terms, and not the bank’s. —The question you need to ask so that investors will choose themselves to work with you. —All of your marketing doesn’t matter if you don’t have a way to let people opt-in to more information. —Leading with value means you’re giving information out that is worth it to your audience. —Josh’s strategy for winning the supply and demand game.

A lot has changed since Brandon Schwab introduced us to his senior boutique living portfolio. The pandemic has swept through large senior living facilities, and Brandon predicts that that will make retirees turn to these more intimate, clean, and personal homes instead. Brandon’s most recent purchase is a 15 bed home on 43 acres in Illinois. He talks about the numbers in this deal, and he gives us a tour of the remodeled home at the end of the interview. The homes that Brandon is looking for have very specific criteria because they’re serving a very small segment of the population. Ranch style homes, with most of the bedrooms on the main floor, are one of the minimum requirements. Just like any real estate deal, there is still room for creative financing. Many of these homes sit on the MLS for years, so the owners are more than happy to provide some kind of owner financing, or take an all cash offer. The current property Brandon is showing cost $750,000; with the remodeling budget, Brandon is all-in for $1.85 million. One of the special considerations for these properties is the operating costs. A key point of pride for Brandon is that every one of his caretakers works with only 5 residents, which increases the quality of care available. While the property is grossing $104,000 each month, he has expenses of about $50,000 a month. But his expenses include debt coverage, taxes, food, and all of the staff costs. Brandon likes to purchase a group of these houses in an area because it helps him reduce the operating costs. If you know of any homes in your area, he is paying a finder’s fee for anyone who can bring him similar deals. What’s Inside: —As a purpose-driven business, Brandon makes the bedrooms smaller for a reason. —Carry back financing or owner financing means Brandon can give the owner exactly what they want. —Brandon’s guidelines for homes are very specific, but if you find a home like this, he’ll pay a bird dog fee. —On the video, Brandon walks us through the current remodel of his newest home.

With a response rate of 0.5%, seller leads require a lot of energy to chase down. Rather than expending energy on finding seller leads, Justin Van Riper is laser-focused on finding buyers. This approach means he can keep his team lean, and hone in on an approach that consistently works for him. Not only is the response rate nearly ten times that of seller leads, but buyer leads will purchase more than one property from him. Instead of letting the buyer set the criteria, Justin flips that on its head and tells the buyer what he can provide. He looks for buyers who are purchasing in a like-market. And he prefers buyers who are already buying out of state because then he doesn’t have to sell them on the concept. The more value you provide for your buyers, the more repeat business you’ll do with them. Whether you choose to provide them with a list of local lenders, local contractors, or property management companies, the relationship you build with them will, in turn, bring you more businesses as they continue to invest in your area. How much information should you give your buyers about where your fee is coming from? I’ve had a buyer upset with me because the house was listed for less on Zillow than what I was selling it for. Justin stresses that honesty and transparency will serve you well in this. When the deal goes bad, and the rehab costs more than expected, Justin tries to give them good referrals to avoid that in the first place. Above all though, investors need to remember that there is a risk, just like any investment. If you’re interested in buyer-first wholesaling, Justin’s offering a free five-day course on his website that teaches these same principles he talked about today. What’s Inside: —How Justin finds buyers and sellers, and why he prefers direct mail. —Sticking to smaller rehabs is a less risky strategy Justin recommends. —The benefits of double closing and then double closing on top of that. —As long as you have some sort of MLS access, you don’t need a Realtor’s license. —Transparency is key in the kind of deals Justin prefers.

Here’s a little teaser of one of the things we’ll be covering in our FREE, LIVE 5-day workshop: the 5 simple steps we go through to do deals virtually. Gavin and I talk about the basics of getting and closing deals without even physically seeing the property. —Market research – pick a market, look into your own backyard and don’t ignore the small towns —Get a team – hire a virtual assistant, a local wholesaler and a realtor —Marketing – cold calling, finding tired landlords on Zillow, direct mailing —Evaluate deals and make offers – do not over-analyze the numbers then take too long to make an offer —Follow up – it’s rare to close a deal on the first call; be prepared to make lots of follow up calls —Sell the contract (BONUS!) We go into the nitty-gritty details of these steps, explain them in-depth, and teach you how to utilize these basics in our FREE, LIVE 5-day “Virtual Profits Workshop” which starts June 1st. No payment information required. This is ABSOLUTELY FREE so SIGN UP NOW! Go to: https://www.virtualprofitsworkshop.com

Gavin and I have been making deals virtually successfully for years now and we both believe that if you don’t need to physically walk into a property to close a deal, you can definitely be virtual. To date, Gavin and I are at about 60k in wholesaling profits. But before we were able to get to where we’re making this much profit, we both had to go through major shifts in our businesses. We were both working long hours just to keep our businesses going until we went through 4 major shifts that changed the way our business ran. So, we asked ourselves these 4 major questions: —Why can’t I wholesale lease option? —How can I control the volume of leads? —How can I do none of this? —If I can do this here, why can’t I do it anywhere else? These 4 questions shifted the entire way we run our business and we’re no longer working 12-15 hours a day. In fact, we make more deals by just working 2-3 hours a day while we’re traveling. Want to know more about how we’re doing and closing deals virtually? Join us on our FREE, LIVE 5-day “Virtual Profits Workshop” starting on June 1 st . Go to: https://www.virtualprofitsworkshop.com

Rumors are everywhere about how Covid-19 is affecting tenants and landlords. Laurence Jankelow sent out a survey to the tenants and landlords on his platform to get some hard data and numbers. Laurence runs Avail, a soup to nuts website that helps landlords and tenants pay rent, run background checks, report maintenance problems, and advertise vacancies. With over 10,000 responses to his survey, Laurence was able to get a good look at how tenants were dealing with the pandemic. One of the biggest surprises from Laurence’s survey was the disconnect between what tenants were saying and what landlords believed was happening. His results were surprising, so Laurence encourages landlords to open a dialogue with tenants now before they get surprised in June and July. Half of all rentals in the U.S. are owned by mom and pop landlords, who are making a small amount of profit on their properties. Rent forbearance, rent forgiveness, and canceling rent would all have hugely negative consequences for these smaller landlords. Laurence and I talk about whether the government can actually stop the rents, and what that might mean for property owners. Is this a better time to sell properties or pick up more properties? Maintenance, showings, and iffy financials may force you to consider leaving the rental market. Laurence says that if you’re in a situation where your investment property isn’t putting money in your pocket anymore, then it’s time to get out. Getting through Covid-19, we’re all going to have to compromise. We’re all going to come away with less than before, but tenants and landlords are in this together. What’s Inside: —Lenders and tenants are not communicating with each other, Laurence’s survey found. —Laurence’s advice for landlords who are in this situation. —Rent collections for April and May versus the national average. —If you want to get out as a landlord, it may be a great time to do so. —No matter what happens, real estate will definitely recover.

Some of my favorite coaching clients that I’ve ever had talked to Gavin and me about how their business is going through the pandemic. Steve, a self-described technophobe, talks about the learning curve for using REI Simple, and how he and Coco work together as a team. Guys, this business isn’t rocket science. You just get on the phone and talk to people. Steve’s version for breaking the ice is a little unusual. He calls someone up and when they ask about his offer he says, “I’ve got a free coupon for a Subway sandwich, twelve inches. Whatever you want. Are you interested?” Then when they laugh, he can slide right in and have a great conversation with them. Coco and Steve make a great team because they each focus on the area they’re good at. Steve talks to people and Coco makes sure everything is running smoothly on the back end. They work with a VA from the Philippines who keeps them on task. One of their favorite parts about our coaching programs is that we train their VA for them, so he’s really able to support them with what they do best: make deals and follow up. Not even remotely interested in computer tasks, Steve is proof that with a little coaching and support, anyone at any age can learn some new skills. The possibilities of expansion into new markets and virtual deals keep him excited about their real estate business. Steve’s enthusiasm for the work is contagious and fun, and we love working with them. If you’d be interested in some support during your real estate journey, contact Gavin and myself today to see if we’d be a good fit. What’s Inside: —99% of Steve and Coco’s deals come from follow up. —Steve likes to talk, but having easy phone conversations took some coaching from us. —How Coco uses REI Simple to keep the team on task. —Coco and Steve send their VA from the Philippines to our trainings.

Ester Telles makes our coaching job very, very easy. She does exactly what Gavin tells her to do, and her business is blowing up. This month she grossed $32,000, even during the shutdown. The dedication and grit she puts into this business is reaping dividends daily. Before coaching, Ester had been in this business for three years, but she wasn’t even paying herself a profit. She talks about her pivotal conversation with Gavin, and some of the changes she’s made to her business model to make herself more profitable. Because Ester already had a system in place, we wanted her to work with what she had, and focus on what she’s good at. Ester’s marketing is all cold calling absentee owners, and although she has two VAs making calls for her, she also makes a lot of calls herself. She says that you just need to have a conversation with them. She never focuses on the hard sell, and she wins over a lot of tired landlords that way. I love talking to tired landlords because they’re easier than a homeowner. They understand that you’re an investor and they get that this is a business transaction. When Ester met with Gavin, she was doing a little bit of this in El Paso, and a little bit of that in Alabama. It was splitting her focus. Gavin told her that if she wanted to dominate the market, then it didn’t matter what everyone else was doing. She just needed to be the best at it. That’s why cold calling and El Paso became her focus. Ester’s network is huge. She’s even got wholesalers bringing her deals because she’s made herself THE person to talk to in El Paso if you want to buy or sell a house. If you want to do deals with Ester, you can contact her at (915) 320-6774. What’s Inside: —This is a follow-up business. “No” means “Not now”. —Ester’s in a niche market because she can speak Spanish and English. —Wholesalers are bringing their deals to Ester because of her network. —How paying herself first completely changed Ester’s business. —Why you have to run a business to make money.

Over at Carrot, Trevor Mauch and his crew help high-level real estate investors control the conversation online and get more leads. He stops by today to talk about all of the different ways you can use content marketing to build your lead pipeline and increase your online authority. How relevant is SEO to your marketing? All of the marketing that you do right now creates online demand. The first thing people do when they get your marketing is fire up the search engines and check you out. Trevor says that it’s your job to use your website to build your credibility, and he gives tons and tons of examples of how his clients are doing this. Every time someone visits your website, you need to answer these questions for them: —Do they have a solution that can solve my problem? —How does this thing work? —Who are they and are they credible? —How do we take action? Your website traffic may have seen a dip in conversions or traffic since March. Trevor shares the analytics from his client’s websites to talk about the trends he’s seeing, and how COVID-19 is impacting that. He suggests you address the pandemic head-on, and the steps you’re using to help people through it. People need some assurance that you’re still in business and taking steps to protect them. The absolutely last thing you want to do right now is turn off your marketing, says Trevor. The analytics support that demand is up and people are still searching for houses and real estate. If you cut off your marketing, you’re drying up your leads pipeline, and in 30, 60, 90 days, you’ll run out of leads entirely. You don’t need to reinvent the wheel every time you create content. Trevor shares the ways you can create, share, and repurpose your content that increases the eyeballs on your web presence. No matter what marketing you choose, adjust your marketing to address COVID-19. Trevor throws out some different messaging ideas around this situation, and what that might look like. What’s Inside: —Trevor’s advice for how to set yourself apart from your competition. —Buyers and sellers are still looking online for solutions. —Organic search conversions are 3 to 4 times higher than paid search conversions. —Trevor demonstrates the customizability of Carrot websites. —Trevor’s three simple videos for retargeting ads.