Real Estate Investing Mastery Podcast

I love meeting with students and seeing how they’re making lease options work for them. And Ray Shurman from America 2nd Chance is proof that you don’t have to stick with just one way of doing business. He shares how he started with lease options and tenant buyers, and why he moved into fixer-upper lease options (FULO). Ray must be a quick study because he’s only been doing this 2 years. He shares how he structured his first deal with tenant buyers, and why he likes to keep the terms simple. He’s found that simple terms help everyone involved feel like they’re not being taken advantage of. One of the beauties of lease options is that you’re not limited to distressed properties. So Ray uses that to find solid deals that promise great ROI. He shares how he finds leads with expired FSBO listings. And this part was really cool to me; Ray’s doing something a little different with wholesaling. Instead of offering lease options to tenant buyers, or just buyers, he’s offering lease options to rehabbers. He finds rehabbers with a great reputation and partners with them. He calls these fixer-upper lease options (FULO), and they require a little different deal structuring. He talks about how he seasons the deal in a trust to fulfill FHA requirements and the benefits of partnering with a rehabber. Instead of getting cash right away, the FULO offers you cash a little bit down the road. And the beauty of this is, if the rehabbers don’t sell it on time, you’ve still got a beautiful house to sell. It’s a great win-win situation for everyone involved. What’s Inside: —What a FULO is and how to use it. —How Ray finds deals and leads. —Why you don’t want to use a tenant-buyer in a FULO. —Why he puts the houses in a trust to season them.

Cold Calling Is Stupid… It Doesn’t Work… Says Your Competition Who Doesn’t Want You Doing It. $97 until Sunday night – $297 next week @ http://REINetwork.com/coldcalling

Join now at www.reinetwork.com/coldcalling

Nobody, and I mean nobody’s doing radio ads, and that means it’s a perfect medium for advertising. But there are some misconceptions about radio ads, like the costs or where the audience is really hanging out. Chris Arnold from Wholesaling Inc lays out those misconceptions and the truths about them, and he even includes some of his advice that he gives his own coaching clients. First and most importantly, you are not your demographic! When you’re advertising, you have to think about where your demographic is, and if they’re over 50, they’re not on Spotify. Chris reverse engineers the three demographics on radio and then explains how to target them. I have a local friend that I heard on the radio, and he was so over the top excited that I barely recognized him! But Chris assures me that enthusiasm and local personalities are great selling points for listeners. Becoming that local celebrity and having people recognize your voice builds your credibility and authority, and you become the first person they think of when they want to sell that apartment building that’s been giving them constant headaches. Chris shares some of his blueprint for making great and effective radio ads, and how to identify what your audience wants. He coaches his clients through their ads so that they’re successful for them, and he breaks down just how cheap your advertising costs can get in this marketing channel. Radio yields lower call volume, but with higher quality leads, which is the exact opposite of the spam-like direct mail approach. Chris’s team also feels proud of their radio ads because they don’t make them feel sleazy. And he uses a vanity phone number for every market he’s in so that it’s easy to remember (super important for radio ads!), and so he can tell which ads are working in which market. Chris works with a lot of coaching clients helping them create radio ads that work, but he does not want to saturate the market with radio ads. So he only works with a limited number of people in each market. If you’re interested in moving into radio ads, follow the link in the show notes and get together with Chris today! What’s Inside: —Why you should start with 60-second radio spots. —How to identify your demographic and stations to advertise on. —Making a virtual wholesaling team become a cohesive team. —Chris breaks down the dollar per dollar return on marketing. —Why he answers all of the calls live.

Join the challenge now at www.5days5leads.com

First of all, before we get started today, I want to tell you to take everything I say with a grain of salt, and that you should definitely consult a real estate attorney when dealing with legal matters. But now that I have that out of the way, I want to offer up some creative ways for finding and using realtor contracts as the jumping-off point for your own contracts. One of the benefits of using a realtor’s contracts is that they’ve already been written by a lawyer. These contracts have already been written with the local city, municipal, county, and state laws in mind, so any tricky local laws you might run up against have already been accounted for. You could straight up ask a realtor friend for one, or you could get your own real estate license so that you could access one, or you could ask a realtor’s association for one. Some of the associations might copyright their contracts, so you’ll have to tread lightly if that’s the case. When I use these contracts and come to the part for the broker stuff, I just cross it out and write in big, bold sharpie, “Non-brokered transaction”. Or, if you want, you could cut and paste the relevant part of the contract out for your own use. You really just need the right language for your contract, which these provide. The bottom line is, review the contracts you do use with a real estate lawyer. Find an investor-friendly, creative type real estate lawyer to sign off on your contract. I’m closing with some examples of how a contract protects you, why you need a standard purchasing agreement in place, and how to find the best eviction attorney in town. If you do decide to become a realtor, I’ve been working with Keller Williams for years, and I’ve been really happy with them. If you head their way, tell them I sent you. What’s Inside: —How to find realtor contracts. —How to find a great eviction attorney. —At what stage you should partner with a real estate attorney. —Why having an airtight contract protects you.

Dealing with probates and tax delinquents requires a little bit of care and finesse, which Jason Lucchesi from No Flipping Excuses, is happy to provide. He opens up about all of his tips for chasing down leads in this podcast, and how to navigate the difficult conversations you have to have with people as they’re dealing with the loss of a loved one, or losing their home. Marketing himself to folks with quit claim deed, AOD, or deeds with the name “trust” on them are just a few of the ways that Jason finds probate leads. Most of the time these leads are older folks who are looking to downgrade from their big house after their partner has died. Jason’s built a relationship with local attorneys who know he’ll purchase a home quickly and fairly. Jason shares the tools he uses to purchase data, and he points out that in non-disclosure states, this information may not be online. Building relationships with elder care professionals and county clerks help him work around some of those limitations. Many times people who are selling off a house after death aren’t just trying to sell the house; they want to sell the contents of the house too. So Jason’s had to accommodate these kinds of sellers, but it’s been surprisingly beneficial for him. Tax delinquencies are another tricky situation because many of these folks are on a fixed income with no hope of fixing their situation. Jason shares with me the kind of questions he asks them to determine if he can help them with tax assistance, the very stringent requirements of a tax payment plan, and how he helps homeowners find a better situation. You might have to navigate probates and tax delinquency deals with thoughtfulness, but the high-profit margins make them worth your time. What’s Inside: —How you can use LinkedIn to find real estate investors, and the job titles you should search for. —How to handle tax delinquencies with a bankruptcy attached. —What to say to a bereaved spouse about selling the house. —Using county records to find tax delinquents. —How to handle tax delinquency with a mortgage attached. —The importance of building relationships with eldercare professionals.

On his platform, Lending For Deals, Matt Bell currently has 132 lenders in 50 states with all kinds of deal types and credit profiles. Now that is music to my ears. And while they don’t currently do every deal in every state, they do most deals in every state, and they can pull up your best options for whatever address you’re looking at. As an operator, you can be incredibly cash flow-sensitive, so having your different options laid out for you in one spot is going to be hugely beneficial. Instead of selling you as a lead to all kinds of lenders who bombard you with phone calls, Matt’s company is a little more like Lending Tree, where you’re paired up with hard money lenders who are the best match for you. Over 10,000 kinds of loans are offered, including: —Rental Lending for BRRRR —Fix and Flip Lending —Construction Lending —Land Development —Bridge and Rehab —And more They have a solution for nearly every credit profile because if you’re doing deals all over the place, sometimes your credit fluctuates, depending on how many deals are open. This is a website and system built by investors for investors. Matt talks about if they do transactional funding, if they offer proof of funds if the deals on Monday are as good as the deals on Thursday, and whether they offer refinances. The only hard no he can offer is that they absolutely do not do lending for home loans. These loans are strictly for business purposes only. I’m hugely excited by the potential in Matt’s platform. There’s nobody out there doing anything like this, so I’m looking forward to seeing where this will go. What’s Inside: —What kind of deals Lending For Deals can do. —Some different scenarios for how a loan could be structured with them. —Why they started Lending For Deals. —Matt recommends his favorite books. —Matt’s optimistic about the future, regardless of recession or election results.

Real estate experts love to focus on so many different things, like wholesaling and raising capital and flipping houses, and oh, rehabbing too. All of these scattered focus shows up in their bank balance. They work 80 hours a week so they don’t have to work 40 hours a week, and they listen to that voice that tells them to hustle their face-off. Who gave you that vision anyway? Shaun McCloskey knows this culture well, and he wants you to have a better vision. 85% of people don’t like what they’re doing, he says, and not many of us are keeping our New Year’s resolutions either. We want some change in our life, but we don’t know how to make that happen. For 13 years, Shaun’s been coaching high-level entrepreneurs to create a vision that allows them to live the life they want. He starts with their vision first and then helps them build their business around that. He breaks that down for me and then shows me what that kind of work looks like for some of his clients. By helping his clients combine what they love, what the world needs, what they can make money at, and what they’re really good at, he can help them identify their new direction. He talks about how he uses Humanlytics to create a personality profile that helps his clients get to the point where they truly “Know Thyself”. Shaun walks us through some of the thinking exercises that he does with clients, helping them see what they truly want in their personal and business lives. Today’s podcast is a closeup view of the workshop he’s hosting in St. Louis on March 12-14th, which you should totally come to since I’m speaking at it. He’s invited 12 experts (and me!) to a panel to talk about how you can create a life vision that you really love. If you come to this event, you can expect to prune some things out of your life to make room for more success, more family time, and more personal development. What’s Inside: —Shaun talks about his pivotal moment in coaching. —How Shaun uses the Japanese idea of “ikigai” to teach his clients. —Using a worst-case scenario model, Shaun helps his clients see what they truly want. —What Disney Imagineers, Engineers, and Implementers have to do with creating a vision. —If your business burns to the ground, how would you rebuild? —Get tickets to meet with Shaun in St. Louis on March 12-14th.

When I got started in real estate, I bought a lot of courses. You could even call me a course junkie because I spent so much time buying them and so little time actually doing what they told me to. Justin Wilmot had a similar beginning, and in that way, we are kindred spirits. When we started actually doing what the courses told us, our wholesaling businesses started to take off. A lot of people ask, “Does this course work? Does that course work?”, and sure, they all pretty much work. But, and this is the key part, you have to follow through and do the legwork. Justin’s key turning point was when he invested in a mentor that followed through with him. Having someone he was accountable too, and having invested his last dime in the business, Justin had no excuses and no way to move except forward. Stop asking “What if?” and start asking “What next?”. Stop making excuses for your inaction and just start working on the business that you’re thinking about. Justin’s business has grown a lot in the last few years, and he’s learned a lot about finding the best deals. But even the most experienced investor makes mistakes. He opens up on the money he just lost on an emotional purchase and shares what he learned from it. He talks about his new rule, “Water is gold”, and how that’s currently shaping his wholesaling business. Justin’s team is essential to his business. He provides the vision, and then he delegates out the work. He never wants to have 100% of the profits so that he can parcel out the work. He’s built his business to serve his life and not the other way around. What’s Inside —Justin shares how he started in real estate. —Tools that Justin currently uses to run his virtual wholesaling business. —We talk about our first mentors and their valuable advice to us. —Justin opens up about why he just lost $60k in a deal. —Justin shares his tips and tricks for making his team work together better.

I’ve been working with my own sons teaching them how to flip land, so it was really great to talk with Willie G about his experience in the vacant land business. Willie started out as a banker at Wells Fargo, but quickly realized that being an entrepreneur was a better route to success than the corporate world. He gives some great advice on how he has scaled up his land flipping business, and some predictions on where it will go in the future. One of the really great parts about flipping vacant land is the scalability. You don’t have to manage a big team to do it. Willie did his real estate flipping on the side of his regular banker job until he made $50,000 in net profit for two months in a row, and then he realized that he had enough cash flow to just walk away. He realized pretty early on that very few people can pay cash for land, so he increased his buyer pool by offering term sales and found that that’s where the real money’s at for land flipping. My sons and I have been using neutral mailers to target vacant landowners, but Willie’s found that he can offer a specific price in his mailers by targeting uniform markets and is getting a great response rate. He also aims for deals where he’s offering 25 cents on the dollar because this lets him sell it for three or four times what he paid for it. Because Willie offers term rates on his vacant lots, he does have to factor in a default rate. But one of the beauties of term rates is that he can break even in about 12 months, and he’s still left with a property to sell if a buyer stops paying. We talk about the up and coming markets for vacant land, and you might be surprised where it’s at. Willie shares a final piece of advice: Diversify and buy a lot of properties, and trust that they’ll sell. What’s Inside: —Willie G shares the tools he uses to run his real estate business. —Discover why term deals are almost always better than cash deals. —Find out how to broaden the pool of buyers for vacant land. —Willie G recommends some surprising up and coming places for vacant land. —Why Willie looks for a uniform market to blanket with mailers.

I know there’s some of you who are out there wholesaling and making $20-$30,000 a month, but if you stop buying and selling, you know your income is going to go down. So you think about it, and then you may decide to keep a few of your very best deals to try and create some cash flow in your business. But really, what is your long term strategy for building wealth? Russ and Joey from Wealth Without Wall Street break down for us the idea of infinite banking. Nobody’s really getting excited about a savings account. The interest you earn is just dinky, and it’s really more like a holding place or a warehouse for your money. In a savings account, your money is accessible, but that’s just about it. Infinite banking is redirecting your savings into whole life insurance policies, just like the bank does. The policy Russ and Joey recommend is a dividend-paying whole life policy that’s in a mutual life insurance company. This isn’t like your uncle’s policy with some sort of steady premium. And it doesn’t have an immediate return either. But we’re playing the long game here, with an eye on a horizon at least 3 or 4 years out. This is not a traditional whole life policy where you put in your $500 a month and have a million-dollar death benefit. You’re going to be putting a lot of cash into this vehicle that’s immediately accessible, and that you can use as collateral to borrow money against. Russ and Joey share: —How their clients use these policies. —How to reverse engineer a policy based on the cash flow you need. —How they use the whole life policy in their own lives. —How you can use this policy in real estate deals. I know this is a whole new topic for a lot of you, and I know I had trouble wrapping my brain around it in the beginning. That’s why Russ and Joey are offering my community access to their courses. They really believe that you need tools, you need education, and you should definitely understand this before you start investing in it. What’s Inside: —How to borrow against the collateral of an insurance policy. —Joey and Russ discuss the differences between term and whole life insurance policies. —They share how their clients are using these policies to fund real estate deals. —The difference between a savings account and a warehouse (hint: not much).

Almost straight out of high school, Jason Roberts and Rachel Schneider started their own mortgage company in St. Louis. Working 12-15 hour days, they were able to find great success…..until the market crashed. After filing bankruptcy, losing cars, and a primary residence, they were literally at their rock bottom. But what could have been a disaster ended up being a huge blessing in their life. They had the chance to step back and figure out what they really wanted in life. They already understood what makes a business successful. And when it comes to businesses, if you understand the mechanics, the vehicle doesn’t matter. So they took everything they knew about running a successful business and started buying short sales. Because they had lost literally everything during the crash, they didn’t even have enough money to use direct mailings. So they took the foreclosure data, ran it through whitepages.com, did a reverse address search, and started calling the numbers that popped up. They realized that the core of a real estate business is just having a conversation with someone who wants to sell their house. Relationships are the engine of real estate! They use a variety of lists to get phone numbers today, including: —Eviction notices —Facebook ads —The state’s probate list —Pre-foreclosure list from the county courthouse, the state, and the legal newspaper —Vacant list property They’ve focused on building the pipeline for their leads, and they don’t worry too much about the ones they lose. And they’ve expanded their marketing because they really think that having their faces and numbers everywhere helps them reach different kinds of people. If you’re in the Missouri area, they’re offering a real estate boot camp coaching other investors to do what they do on January 31st, February 1st, and 2nd. What’s inside: —Jason and Rachel share their absolutely lowest point, and when they decided to change. —Finding the kind of marketing that resonates with people is incredibly important. —What kind of marketing Jason and Rachel currently use. —Their favorite lists for short sales and pre-foreclosures.

In 25 years, real estate hasn’t changed much. It’s still a relationship business that requires negotiating and huge trust between parties. But the tools we use to find leads, fund transactions, and find reputable buyers is very different. Cameron Dunlap from Real Estate Wealth Network goes deep today on the app he built, the funding he currently does, and how he finds cash buyers. If your phone’s not ringing, you’re not making any money. Real estate business requires constant leads, and that can be a problem if you’re chasing down unmotivated sellers all the time. Dunlap spent 2 years developing a software that lets him scour public data and clues him in on which properties would be a good lead. He measures 19 different data points, including liens on the house, age of the mortgage, and home equity. Using an app that doesn’t rely on an algorithm, like Zillow or Redfin do, means that Dunlap’s data is more precise. It’s like having a full time VA scouring the market and looking for specific properties, but it’s all in your pocket. And because it’s nationwide data, there’s no reason for you to feel stuck in your neighborhood. That kind of data is gold! If you don’t have the means or intent to close on a deal, you could be accused of brokering without a license, and man, you do not want to do that. You have got to have transactional funding available for you when you make your offers so you can actually close on the deals. Dunlap decided to just reverse engineer this funding by offering transactional funding to anyone who purchases his package of tools. It’s just a one time fee for these tools, and then his company will fund unlimited deals for you for up to one year. Because I think this transactional funding is such an amazing deal for you, we’re doing a webinar about it, with a link down below. There are some stipulations on the funding, so you do not want to miss this information. What’s inside: —Why Cameron Dunlap doesn’t trust automated valuation models (AVMs). —How Cameron is using transactional funding that complies with Dodd Frank. —The Motivated Seller Data Feed gives you unbelievable information about homes. —What Motivation Stacking is and how it will change your leads forever.

Don’t just make more money in 2020: make more profit. This is the year you need to simplify your business and focus on the right things that will help you navigate any change coming your way. I’ve given a lot of thought to this, and I have over fourteen key things that you should focus on in 2020. First thing’s first, forget the hustle. Spend more time thinking and reading and planning this year so that you can spend the time you actually work operating at high peak efficiency. We are not in the real estate business, regardless of what you may think. We’re in the marketing business. Never stop marketing because leads are the lifeblood of your business. As the market shifts, you’re going to need more cash on hand. If you want to survive a slowdown or a recession, you need to protect yourself from being overleveraged. Don’t take on too much debt right now. Take some time to focus on profit and in order to make that profit, you have to make offers, make offers, make offers! It is the number one rule in real estate. You may need to be flexible on the kind of deals that you’re making. Don’t be a one-trick pony! Lease options, land contracts, owner financing, and other kinds of deals all help you find and close deals when you come up against houses that don’t have enough equity. Stay focused on cash flow and have an exit strategy. If you want to stay relevant in 2020, you need to learn how to sell. Take some courses on selling, join a mastermind, create a mastermind, and get some accountability going on in your life. Keep your skills sharp so that you can adjust with the market, wherever it ends up going. If there’s something you’re just not good at, find a partner that’s an expert. Work together on deals and grow your business together. I really think we’re going to see some exciting things happening in 2020, and if you take some time to prepare now for a great year, you’re going to be ready for whatever’s coming down the road for us. What’s inside: —Sit down and figure out your numbers this year so that you can capitalize on profit. —Find partners, talk to people, join a mastermind and get out of the house to keep your finger on the pulse of the real estate market. —14 specific and actionable items that will transform your 2020 real estate game. —Plan now for success this year by keeping more cash on hand and protecting yourself from taking on too much debt.

Description: Check Out the “One Deal” Lease Options Case Study: https://www.onedealcasestudy.com/

Description: Check Out the “One Deal” Lease Options Case Study: https://www.onedealcasestudy.com/

Description: Check Out the “One Deal” Lease Options Case Study: https://www.onedealcasestudy.com/

Check Out the “One Deal” Lease Options Case Study: https://www.onedealcasestudy.com/

Check Out the “One Deal” Lease Options Case Study: https://www.onedealcasestudy.com/

Check Out the “One Deal” Lease Options Case Study: https://www.onedealcasestudy.com/

Check Out the “One Deal” Lease Options Case Study: https://www.onedealcasestudy.com/

If you’ve listened to me or followed me for a long time, you know that I love to outsource parts of my business to make my life easier or to make more money. I’ve talked before about how absolutely essential virtual assistants are in my business. But today, I want to clear up just what exactly a VA should and should not be doing. Because while I think you should outsource a lot of simple, easy tasks, there is still one thing you should not outsource, ever. First of all, you should outsource your marketing. Maybe this means a VA, or a print company, or even a Facebook ads company. But this is a quick and easy thing to delegate to an expert. You can just send that work to them, and let them do what they’re good at in bringing you leads. Second of all, you can outsource updating your CRM. Now, you’ll have to do a little follow-up with your VAs, and you’ll have to give them some instructions, but you don’t need to do this all on your own. You can have your VA ask a few pre-screening questions like: What’s more important? Selling this house fast or making a lot of money? These kinds of questions can help you figure out what angle you should take with the sellers. Now this is the part where you need to stop outsourcing. I know I haven’t gotten to the third item yet, but I will. At this point in the transaction, you need to be calling and following up with the warm leads. The seller needs to hear your voice on the line negotiating and making the offer to them. Don’t try to automate or delegate too much. This will get you into trouble and will waste all of your marketing dollars because a seller wants to talk to a real person that can really offer them a great deal. That’s you. Get on the line. Once you’ve gotten a deal with your seller, you can outsource that third and final thing. Have the VA send the sellers the offer and follow-ups after you’ve already closed the deal. The sellers don’t even need to know that it’s a VA working behind the scenes for you. Having a VA is a crucial part of my real estate business, but you gotta know how to use them in a way that benefits you while still building trust with buyers and sellers. What’s inside: — Joe shares the three tasks he always delegates to VAs. — Joe cautions against using a VA for following up with warm leads. — Negotiating or making offers should still be a hands-on task for you.

Check out the new “One Deal” Lease Options Case Study: https://www.onedealcasestudy.com/

With over 40 years of experience in buying and selling houses, Eddie Speed is definitely the expert on how to find and make deals no matter what shape the market is in. As the wholesaling market tightens up, Eddie’s come up with some creative financing deals that help him close more of his leads because he’s giving the sellers the price they want on terms that benefit him. Inside every seller’s head is a fixed price that they are set on, and it’s really all they care about. If you can get them to that price point, they’ll be willing to work with you on financing. Agreeing to the seller’s terms may seem like you’re overpaying for that property, but it’s how you’re overpaying that matters. You can inverse the property with tomorrow’s dollars but at today’s prices, and again, it just comes down to how you figure out the financing. Over 4.5 million borrowers were denied a mortgage last year, but not because they have poor credit, no credit, or bad credit. There are a lot of great buyers in this pool of people; self- employed people, anyone paid by bonus or commission, or even people here in the U.S legally, but without citizenship. Eddie walks us through a couple of his recent deals to show us a few different ways to finance these deals so that you can start getting your creative juices flowing about how you can make a deal work for anyone who just needs a little help with financing. If you’re looking for quality buyers for bread-and-butter middle-income homes, then follow the link in the show notes to Eddie’s free e-book that shows you: —Where you can find your private money —How you structure a deal —What a reasonable offer or deal looks like —And real case studies Eddie’s vast experience in the real estate market shows that he understands how to make a profit, at a time when other wholesalers might be throwing their leads away because they’re unwilling to work with a seller. Take a page from Eddie’s book, and start finding ways to make the financing work to reach your old leads! What’s inside: —The seller-finance industry helps people who aren’t bankable still afford to buy a house. —Eddie Speed shares how he niches down to find sellers who are open to creative financing. —Structuring financing deals is about finding a win-win-win for everyone involved, and Eddie’s 40 years of experience means he knows how to make that happen within full compliance of Dodd-Frank.

If the market in your area is overheated, how do you find deals? Virtual wholesaling is liberating because it doesn’t tie you down to a saturated location, and it lets you reach a market that may be better than your own. I talk with Greg Helbeck today about his remote real estate deals, and how he’s perfected finding the right leads using direct mailers. Greg’s extensive experience in New York state means he understands when a house is really a deal. He breaks down for us the benefits that New York’s investor attorneys provide in a real estate closing because no one can steal a deal from you at the closing. Greg’s built a system with local agents, investor attorneys, VAs, and local JV partners that allows him to operate from anywhere in the world. We’re going to say this loud and clear for the guys in the back: Direct mail is not dead! Greg and I both love the marketing side of this business, and we have a lot of experience in direct mailings. We trade ideas about the Doodle postcard versus the 3rd Notice postcard, and how important it is to direct mail to targeted niches that are (and this is absolutely key!) trackable. According to Greg, the best lists for direct mail right now are: —The Tax Delinquent List —Kent Clothier Motivated Seller List —Unknown Equity List —Prop Stream List If you want to partner with a local guy in another state, start generating leads today and then go looking for them. If you lead with value, investors will be thrilled to see you coming because they know that you’re not all full of talk. Running a business virtually means you have to be tight on the numbers. Greg can rattle off exact details like his cost per lead or the exact spread on each house he’s looking at. He’s not guessing at what works, he knows. If you want to make the remote thing work for you, take a page from Greg’s book: stop guessing and start tracking your numbers precisely. What’s inside: —How to find quality leads using targeted niche marketing —How to run a virtual wholesaling business from anywhere in the world —Using direct mail marketing is still relevant in a high-tech world, and Greg Helbeck breaks down his numbers to show us just how it’s working for him.

With almost 40 years of real estate experience under his belt, Bob Zachmeier from NoteCarry really knows the ins and outs of this business. I love getting together and talking with him because he brings a totally new perspective on whatever topic we’re covering. While I love wholesaling lease options, Bob’s current approach has a little bit of “rental flavor” that lets him diversify. As the market has tightened up in some areas making it harder for new homeowners to purchase, Bob has been able to carry loans via private lenders so that more people can purchase a home. He seeks out retirees who are looking to invest, but who don’t want their money tied up in a 30-year real estate deal. Bob walks us through one of his latest deals and opens up on exactly how much he paid for it, how much it was worth, and how much interest his retiree/investor earned from it. He talks about the benefits of using retirees who are hungry for more interest than what they’re earning in the bank and who have a shorter timeline to make money. He emphasizes using private money, but having it professionally serviced, is the key to this arrangement. There’s always concern about defaults on loans, but Bob breaks down the numbers to show that default rates are incredibly low when you make your own notes. If you’ve made a potential homeowner’s rent cheaper than a mortgage, it gives them terms that they absolutely don’t want to fail on. And even if they do fail, targeting middle-income bread-and-butter homes means that you’ll have a home to sell to someone else that’s always in demand. Because Bob believes that you’ll find more deal partners as you share generously your time, knowledge, and money, he really opened up his business model for us today. If you loved hearing his advice, you can read more in his books: What’s inside: —Bob generously shares the breakdown of his latest deal, giving us exact numbers, including his ARV and ROI percentages. —We talk about how to find private lenders and why you’d want to use them over a bank. —With recession talk swirling around, Bob and I discuss real estate strategies that will help you weather the storm by discussing what worked and what didn’t in the last recession.

I’ve got a special Show Me State guest today, Robert Heyder from Cole Properties St. Louis and I go in deep today talking about the local St. Louis market, and we give you some great ideas about applying our strategies to your own local real estate market. In this day and age, does direct mail marketing still work? With an open rate of about 0.5%, Robert cautions that direct mail marketing is a long-game. Folks could hold onto your mailer for a year or two before finally contacting you, but having that physical paper in their hand increases your chances of making a sale. Robert shares that having a physical location with reviews from Facebook and the BBB, plus getting good testimonials from his clients has helped him build a brand that people in the community trust. When someone gets his mailer, they can look him up online and see that he is not a fly-by-night operation, but a part of the community. As for other types of marketing, we talk over the advantages of PPC, organic web leads, social media platforms like Facebook, LinkedIn and even Instagram, but we both agree that no matter the channel you use for finding leads, following up is vital. Robert says that the best competitors across the country are answering the marketing calls live and that if you want to compete, you need to be doing the same. Now, with all of his success in wholesaling houses, why would Robert move into commercial real estate? He notes that it’s not that different than homes; you just have more square footage and less tenants. He loves that the tenants are higher quality, the leases are longer, and the income stream is more reliable. Finding commercial properties to purchase can be done exactly the way you’d purchase a home in a small town; direct mailers and finding the right property owners. Many of the approaches we use in the St. Louis real estate market can be applied no matter where you’re at in the country. Marketing, building trust, following up quickly on leads, and talking with bank connections can help you level up your real estate business. What’s inside: —Robert Heyder talks realistically about mailer marketing strategies, Facebook ads, PPC campaigns, and cold calling. —We talk about wholesale buying in smaller towns, and some of the benefits to approaching these buyers. —I share with Robert one of my key strategies for cold calling, namely the Filipino VA. —Robert shares about why he’s pivoting into commercial real estate and talks about some of his successes there.

We are now living in the digital age. And, with how fast technology is changing, it will only get more high-tech and more convenient. It’s an understatement to say that the digital age has greatly changed communication. Letters that used to take weeks or months to reach the recipient now only takes seconds via email. Phone calls are more streamlined and can be done over the internet. Pagers have been phased out by texting and people can make connections even without officially meeting each other! And because communication has become a lot easier, the way businesses communicate through their advertisements have also drastically changed. Digital marketing through social media and email automation has widely trended and is still trending. It leads to businesses asking, “Is direct mail dead?” No, definitely not. Direct mail is not dead. Yes, there are fewer people sending out letters for personal use but the industry is very much alive. To this day, it remains a $44billion industry and sends out 77 billion marketing pieces in 2018 alone. Businesses who still use direct mail marketing report to have an average of $2095 in product and service sales for every $167 spent on direct mail marketing. That’s about 1300% ROI. Direct mail produces consistent results over time compared to digital media where trends change drastically without warning. Direct mail is not dead and because your competition is doing less and less of it, you should be giving it more attention. If you want to know how to make direct mail work for you, this episode is where I share my secrets. What’s inside: —I prove with statistics how alive and well the direct mail industry is. —How does direct mail compare to digital media marketing? —I share my secrets for making direct mail work for my business. —Why money loves speed and time kills all deals.

In part one of this episode, Bob Zachmeier, creative financing expert, and I talked about how creative financing, second notes, and owner financing is changing how the buy and sell process works in the real estate industry. Bob explained the costs and compared the difference between selling a house traditionally and selling a house through creative financing. In this, the second part of this 2 part series with Bob, he answers in detail the most common questions those unfamiliar with creative financing have. —How does he find private investors who will understand his model? —How does he screen buyers that can match the 10%-15% down and are guaranteed capable to make payments? —How does he advertise his business? —How and which areas does he find properties to sell? —How does he convince the seller, buyer and lender? —How does he make money as the second investor/ second note holder? Creative financing is an investment. And much like every other investment, there are risks. However, in the models Bob created, there’s no losing end. Even with risks, the worst-case scenario CAN PAY MORE than the best-case scenario. The market’s constantly changing. The creative financing model changes along with how the market shifts and new deals come along. There is HUGE profits in creative financing and creating second notes but you need the right resources to be able to fully use this model. Whether you’re a blue-collar worker, white-collar or a retiree, creative financing can work for you as long as you have money to finance. If you are interested in knowing more about the ins and outs of Bob’s creative financing model, this second part episode will give you the resources you need to get started What’s inside: —Bob shares how he screens buyers and finds private investors. —I ask Bob how private investors make a profit.What kind of properties are we dealing with? —What kind of properties are we dealing with? —Bob explains how he does zero advertising. —We talk about how you can sell second notes to the first investor.

Real estate investing has its risks. Circumstances can change, and if you’re going to hang around this business for any time at all you have to change with it. The market is constantly changing – it goes up and down – and when market trends take an unpredictable dip, often times, homeowners and would-be homeowners are hit the hardest. Financing a home becomes even more complicated and more difficult to acquire. Banks refuse to finance regardless of how stellar a person’s credit score is. This is totally understandable because of the risks a declining market pose. However, owner financing works in all markets. During these times, it’s important for homeowners who want to sell and aspiring homeowners who can’t get bank financing to understand how creative funding, notes, and owner financing comes into play. In this episode, I bring Bob Zachmeier, number one REO broker in Arizona and creative financing expert, to share with us his expert opinion about how creating 2nd notes are profitable for the seller, the buyer and the lender. Traditionally selling a house entails other costs such as repair costs, closing costs and carry costs. If you factor in the time it takes, usually about three to four months vacancy, before it sells, traditional selling actually costs even more than that. Meanwhile, creative or owner financing sells faster and, at the same time, gets rid of the repair, closing and carry costs all at the same time. On top of this, there are more houses available for buyers who do not qualify for a bank loan. By having a buyer put up at least 10% down, a lender can require any amount as a first note and you the investor puts up the difference as a second note (both payable at a certain number of years), the seller NETS MORE money, the buyer SAVES money and the lenders MAKE money on their notes without all the hassle a bank financing. Everyone wins! If you’re at all curious about creative financing and how you can make notes work for you, this two-part episode is basically a crash course to get you started. What’s inside: —I talk to Bob about his experience as the number one REO broker in Arizona during the recession. —Why Bob likes creative finance as a strategy. —What the heck is second notes? —We go through a few scenarios to help simplify how creating second notes is a win-win for everyone involved.

Gaining fast offers is an absolute necessity in the real estate industry. It will ensure that you can access the greatest profits without delay and ensure that you make the most out of the time and resources that you have available. But how can you accomplish this? How can you make sure you seize the interest of owners and grab their attention immediately without delay? My three-option offer template includes a cash offer, sandwich lease, and a lease option assignment. Every option provides different avenues of profits and key benefits to the owner. With the sandwich lease, the seller no longer needs to worry about a hands-on approach. At the same time, you gain a massive potential for profit. Providing sellers with options provides the freedom they need to make the choice right for them. But it’s not the full story. You need to reach the owner too and cut out the middle leasing agent. So on this episode, I provide you with some awesome ways to do just that using REI Simple. Finding the information is key to contact the seller. You then need to make the right pitch and do this with as many owners as you can. This gives you a fantastic opportunity to generate leads and find new owners who are motivated and ready to make a deal. Of course, you don’t want to waste your time siphoning through new property listings. Instead, you can train a VA to complete this job for you while you gain all the benefits. It’s an efficient, epic option for finding fresh owners and start your path to a potential purchase. Obviously, finding the owner isn’t enough. You need to understand how to approach them the right way and negotiate so that you both get what you want. With my plan, it’s easy to contact sellers in bulk, figure out whether their motivated and provide an offer they won’t be able to resist. What’s inside: —Discover the key ingredients to my three-option offer template. —I teach you how to use my calculator that’s free when you watch my webinar! —Learn how to contact multiple sellers with little time or effort! —Find out my tips to figure out whether a seller is motivated. —Are there any properties you should avoid purchasing? —Using your VA for a more hands-off approach. —How can you sweeten the deal and ensure that fixer-uppers find a buyer?

Getting started in real estate investing is one of the most rewarding things that someone can do to build personal wealth and create a lifestyle that lets you prioritize the most important things in life. So, it’s no wonder that you hear a lot of talk about all the amazing things that real estate investing can provide, but you don’t hear as much about how hard it can be to get started much less stay established. That’s why today I’ve invited my friend J Scott to be on the podcast with me and share how got started in real estate and what we can learn from his mistakes. You just might have heard of the name J Scott before if you’ve ever perused the internet even the slightest bit looking for real estate investing info. That’s because he’s been a big part of the success over at the very popular and resourceful website Bigger Pockets. J and his wife are the voices behind mic on the BiggerPockets Business podcast and he’s written a bunch of books about real estate investing. It seems I’m recommending that people visit Bigger Pockets at least 2-3 times a week to connect with other investors – so it’s a really great resource. What’s really cool in this episode though is how J starts off by sharing how he & his wife got started in real estate; but more importantly, he talks about the ton of mistakes that they made. This is important because we learn from our mistakes and, if we’re really smart, we learn from the mistakes of others. J doesn’t stop there though. He takes us through his journey form budding real estate investor to what he focuses in on full time these days. He shares a lot of what he’s learned over the years and what’s working for him today. He even throws in a few of his thoughts on the state of the economy and what that might mean for real estate investing businesses in the near-to-mid future. What’s inside: —J Scott relives his early real estate investing woes —What’s working for J Scott right now —Which markets are working and which ones aren’t —Joe’s “crumbled paper” hack for investor owners —J Scott’s unofficial prediction on what the future of the markets might hold in store

Are you tired of having to work 46 hours a week trying to build someone else’s future? You’re not alone. There are people out there who just can’t work for a boss, either because they don’t want to or they weren’t meant to. If this sounds like you, then maybe it’s time to think about starting a career in real estate. Unfortunately, it’s not that easy. Becoming your own boss and taking hold of your future requires focus, hard work, and lots and lots of learning. The real estate industry, in particular, has evolved over the years. One could get easily overwhelmed and discouraged without proper guidance and resources. But with a lot of information available out there, where do you even get started? In this episode, I’ve invited real estate expert Frank Chen to talk about real estate education and how to get it right. He was personally mentored by Tim Randle, owner of REIClub. They help real estate aspirants to connect with the industry’s leading professionals and get access to some of the best trade secrets whether that involves lease options, flipping houses, or just commercial real estate in general. Frank talks about his roots and how he started out in the industry. Today, he teaches other people how they can build their own successful careers as well. You’ll get to learn about some helpful industry tips such as getting more leads for free, finding the best real estate courses, and more. He also mentions the importance of avoiding distractions and networking with experts who are actively investing. Stay tuned to learn more about real estate education and how you can use it to gain a competitive advantage in this very busy industry. Find out which real estate courses you should take, where to find them, and how to avoid losing money from scams. What’s inside: —We talk about Frank’s mentor Tim Randle and my experiences with him. —Frank mentions some of the key positions he has in the education sector —What is shiny object syndrome and why is it an issue? —Learn how to use your time and your resources the right way including friends and family members. —What impacts a person’s success on the market? —Joe and Frank talk about the issue with being a perfectionist and why you need to be proactive. —They discuss how to avoid the scams and the dangers in real estate education. —How to get started in real estate education and reach customers.

Commercial real estate investor extraordinaire and all-round nice guy, Paul Moore, joins me to share his experiences and insights. After completing his MBA and spending five years at Ford Motor Co., Paul launched his entrepreneurial career with a staffing business. After selling for a cool $2.9 million to a publicly traded firm, Paul was drawn to real estate investing in 2000. Having been awarded Ernst & Young’s Michigan Entrepreneur of the Year for two consecutive years, his future as a successful investor seemed to be set in stone.f In this podcast, Paul shares the story of his real investment journey. How he got into $2.5 million debt – and out of it in just 13 months – as well as his tips for identifying potential investment opportunities. Co-Founder of Wellings Capital, Paul has become a leading figure in the industry and is well-known for his podcasts and books. In our discussion, Paul shares why he favors commercial real estate investment opportunities and what impact market conditions can have profit-making capabilities. In addition, we talk about what creative investment really means and how you can choose non-conventional real estate investment opportunities without increasing your risk. One of the many methodologies Paul uses is identifying recession-resistant investments. Find out why commercial real estate can represent a lower risk investment and how you can safeguard your capital by being an investor, rather than a speculator. Committed to helping everyday investors break into the commercial real estate sector, Paul generously humored me and explained what untapped ancillary income potential is, why it can be a sign of a good investment opportunity and how to find it. Want to hear what a leading commercial real estate investor has to say about breaking into the industry? Listen now! What’s inside: —Paul talks about what led him to real estate investment —Paul shares his experiences with early investments, getting into debt and getting out of it quickly —We discuss the benefits of investing in commercial real estate compared to residential real estate —Paul talks about the different steps to investment success and how to identify high return opportunities —We talk about Paul’s podcast and the importance of learning to succeed after losing money along the way

I am super excited to share with you the release of my new book, REI Secrets–Daily Nuggets of Real Estate Investing Wisdom! In this podcast, I explain the inspiration behind the book and why I’m sharing the wisdom I’ve gained throughout my time in the industry. Before I became a successful real investor, money was tight, and debts were piling up. If you check your bank balance every two hours, you know exactly what I mean! With REI Secrets, however, you can find out how I turned things around and use the same mindset as I did to achieve real estate investing success. Split into easy-to-read bitesize chapters, REI Secrets can become a daily ‘how-to’ when it comes to approaching investment opportunities and maximising your profit. However, I don’t just want you to become successful in the industry, I want you to STAY successful. Through REI Secrets, you can find out the tips I used to gain success and the methods I implemented to deal with setbacks. More importantly, you can learn about the mistakes I made and how you can avoid them. Working in the real estate industry can be exciting, challenging and rewarding but it shouldn’t be overly stressful. With a focus on understanding the fundamentals of real estate investing, REI Secrets helps you to increase cash flow and decrease ‘overwhelm’. Having spent years doing deals, interviewing people on podcasts, conducting webinars, going to masterminds and networking with people, I get the opportunity to see what works and what doesn’t. And now you do too. This podcast is a speedy showcase of how REI Secrets can help you to transform your business and gives you the chance to order a FREE copy of my new book. Take a look now! What’s inside: —I give you the lowdown on what my new book, REI Secrets, is all about. —Find out how the perfecting the fundamentals can revolutionise your business. —I talk about changing your financial situation and the importance of avoiding ‘overwhelm’ in the real estate industry. —Learn how to implement REI Secrets on a daily basis. —Find out how you can get a free copy of my new book, REI Secrets–Daily Nuggets of Real Estate Investing Wisdom, as well as extra bonus content.

For some reason, there seems to be a huge stigma attached to calling sellers back. Whether it’s a fear of the unknown or you feel like the seller has the upper hand, we have all been guilty of putting off calling back sellers. Not only is putting off the call counter-productive, but you can also be losing out and giving somebody else the time they need to jump on what could be your deal. Whether you are dealing with sales anxiety because you don’t know what to expect, or you are just putting off the call because it’s a situation you are not yet comfortable with, the best advice I can give is to get comfortable and start talking. You will find after a few phone calls, that if a seller is calling you back, they generally are serious about making a sale, this means these leads are the strongest. When it comes to sales, strong leads are what you need. To help you out, in this episode, I am going to impart some of my many years of wisdom and explain to you why calling sellers back could be more than just a little advantageous to your cause. You will also hear in this episode how to talk to sellers when you call them back and what’s the best way to gain all the valuable information you require without spending hours on end searching the internet for research so you can prepare speeches. Tune in to hear how to deal with these situations and how you can learn from my experiences, create more opportunities, and see quick growth in your real estate investment business. What’s Inside: —I talk about my fear of calling people back. —I mention when I first got started and how I dealt with situations back then. —Why is it essential to “do the hard things first?” —So you have a lead. No what?

Hey guys! Happy Thanksgiving! I have a special treat for you… I am giving away my “Automated Wholesaling” course… for FREE! Get it here at http://AutomatedWholesaling.com

Matt Theriault calls himself a “recovering guru” and a systems expert. The former/current real estate guru is the creator of the A.C.E. (Attract. Convert. Exit.) framework, a systemized model that’s designed to help you create a successful real estate investing business. Matt has been involved in the real estate business since 2001 and now spends his time helping part-time and full-time investors grow their business. In short, I was pretty lucky that he found the time to have a discussion about what makes him tick, and what secrets he has to share. In this podcast, we talked about everything from his recent relocation from California to Las Vegas to his preferred marketing methods and his aims to work no more than 10 hours a week. We discussed Matt’s reasons for moving state, including the taxes and the traffic in LA, and the Las Vegas market, with a population that is set to double in the next three years. Matt is busy documenting his first 30 days navigating this new market, which others have told him his tough. He has challenged himself to do a deal within that time frame – either a wholesale deal of $5,000 or more or a seller financed property buy and hold deal, and all without spending $1,000 on marketing. We talk about how Matt is going back to basics with his approach. He’s creating Craigsist ads, sending letters to sellers and making the most of a smaller budget. We also get into the follow-up on the phone, from whether you should let it go to voice mail to sending automated messages to keep in touch. Matt also shares how he makes his offers when negotiating with sellers, and how he convinces them to take the payment terms that he offers. We discuss whether renting out a property is the best option or if selling quickly is the better choice. We even get into how to talk to realtors and not come across as the typical investor that they’re used to, by asking specifically for what you want and not posing generic questions. We discuss a range of subjects, both personal and professional and Matt shares some of his secrets. What’s inside: —We talk about Matt’s recent move to Las Vegas, his reasons for the move and exploring a new market —Matt’s 30-day challenge to make a new deal on a low marketing budget —Matt and Joe discuss how to reach out to sellers and what to do when they get in touch —Why it’s important not to forget that technology like CRM software is meant to help you get on the phone with the seller

Lou Brown is a highly influential figure in the real estate investing industry, as well as founding president of the National Real Estate Investors Association. Since dropping out of college and buying his first house at 18, Lou has been determined to succeed as a real estate investor through economic shifts and crashes by “becoming the bank.” In this podcast, Lou explains how, in 2009, following the recession, he decided he needed to change the way he did business if he wanted to survive the tumultuous economy. He decided the seller should become the bank and maintain control over their entire future and that they should go out and finding the buyers first and resource a property for them. This way, he wouldn’t have to rely on banks or qualify for loans and his finances would remain much more stable, and he recommends that you become your own bank as well. I ask Lou a range of questions about best practices for financing, wholesaling REO properties, subject to’s, trusts, and more, and he provides insightful answers as a veteran of the industry, having been a real estate investor for over 40 years and dealing with all of these issues. Lou talks about his certified affordable housing initiative, which gives people from all different backgrounds the opportunity to become a Certified Affordable Housing Provider through his training workshop. Lou discusses the weight of that title and the doors it will open for you in the real estate industry. If you want to become a Certified Affordable Housing Provider and take your business to the next level, or take control of your life, time, and money, Lou Brown’s training courses will bring countless benefits to your real estate career. He is also giving away his new book for free! Doing Good While Doing Well details how to help families achieve their home ownership dreams while simultaneously building independence and wealth. What’s inside: —Lou recounts his journey in the real estate industry, from buying his first house at 18 to becoming the founding president of the National Real Estate Investors Association and a successful and influential real estate investor —Lou and I discuss best practices for financing, wholesaling REO properties, subject to’s, trusts, and more. —I ask Lou about his certified affordable housing initiative and how you can have the opportunity to become a Certified Affordable Housing Provider.

Whether you’re a real estate investor, entrepreneur, or business owner, it’s essential to discover the underlying problems and issues that are negatively impacting your business. Because, often, the “surface problem” is what we tend to focus on, without discovering that actual, deeper issue. To learn more about this, I recently talked with my friend Brad Costanzo, an entrepreneur, advisor, speaker, and real estate investor currently based in San Diego. Brad has built several successful businesses throughout his career. As an investor, he’s covered the whole gamut – wholesaling, rehabs, you name it. He also started his own digital publishing company and worked as a strategic marketing advisor. Now, he hosts “The Bacon Wrapped Business” podcast, heads up his consulting business (Costanzo Marketing), and serves as an advisor for entrepreneurs and business owners who want to overcome the stumbling blocks that are preventing them from reaching their true potential. Brad has some awesome advice for becoming a better business owner/entrepreneur, and how you can identify and capitalize on your strengths. Overall, he’s a great guy who has a lot of insight to offer – whether you’re starting a brand-new business or running into some challenges with your current business. What’s inside: —How Brad got interested in consulting —The value/takeaways that Brad provides his clients —Brad’s explanation of “cognitive keys” and how these are essential for business growth —I share an email that you can send your friends/acquaintances to determine your gifts, talents, and unique abilities —Brad’s explanation of the power of thinking (why you need to spend time deeply thinking about your business) —Brad’s favorite books to help you expand your mindset and grow your business

Success is at your fingertips. How do I know? Because it’s not just based on how hard you work. And it’s not based on how unique your business plan is. It’s based on the people who surround you. If you build the right network, you have everything you need to grow your business. For example, are you in the good ole boys club? You should be. These are people who are further down the road. They’ve got the business you’re trying to build, and they can tell you how they got to where they are today. Getting in isn’t as hard as you think. You don’t have to be a good ole boy to be part of the club—you just have to have the right mentality. You need to give help to get help, and even if you’re just starting out, you’ve got something you can contribute. But getting into the club isn’t the only thing that’s going to help you grow your business. You also need models. Your most successful competitors are the first place to start if you’re looking for ways to improve your marketing. You’ve just got to know how to find and adjust their models to become your own. You’re not alone in building your business. Tune in to learn just how to get into the good ole boys club and how to find the models you need to close more deals. What’s inside: —How to build a network that builds your business. —How to use competitors’ marketing strategies as models. —The attitude that gets you into the good ole boys club. —Why the good ole boys are good for your business.

I am excited about this very IMPORTANT & SPECIAL webinar I’m doing this week. I’m calling it: “Learn The Secrets to Doing The BEST Deals, at The BEST Time, in The BEST Locations” Of course, you know by now my favorite type of deal is a lease option. But, do you know when my favorite TIME to do deals is? Or… my favorite types of locations? Join me in this very special webinar where I will reveal the secrets to doing lease options in the best time (hint: fall & winter) and in the best locations (hint: small towns). —Less Competition – Find out why there is actually LESS competition in the fall & winter. —Not as hard as you might think – Finding buyers & sellers can actually be EASIER… if you know where to look. —Why small towns are actually becoming the best place to look. I’ll be in the great New York City this Thursday with my family, but I had to schedule this webinar so I can share this information with you. See you soon! – Joe

There is no doubt about it: if you want to be successful in real estate investing, you HAVE TO talk to sellers. Not only do you have to talk to sellers, but you have to do it often. Because – let’s face it – there may be times that you randomly stumble on deals but, most of the time, you need to make a concerted effort to find property deals. To give you a little inspiration, I’m talking about how to keep things simple when talking with sellers. As an inexperienced real estate investor, I used to spend hours on the phone with sellers. The problem? I was only talking to maybe 2-3 sellers over the course of several hours. It was exhausting and not very productive. So, I’m sharing how to have impactful but concise conversations with sellers and some other tips for how to approach the conversation. Remember, you’re proposing a solution to the seller’s problem… you just need to determine what, exactly, their problem is. Tune in to hear more helpful examples of seller conversations from my own experience and get ready to find more deals, earn more money, and build your real estate investing business… What’s inside: —How I approach conversations with sellers. —How I went from having super long, exhausting conversations with sellers to finding a way to make my conversations shorter and more effective. —I explain practical tips/ways you can structure your day in order to speak with more sellers. —I also share some examples of recent deals/conversations I had with sellers

My guest today, Adam Adams, needed some convincing to get started in real estate. But after he got his first $12,500 check, he was all in. He skipped single-family investing and went straight for multi-family, but he went about it strategically, learning from other more experienced investors. He funded his first deals with capital he raised (hello, new investor with no capital of your own) and today he’s working on a 250-unit apartment complex deal. Can you tell this guy is smart? Adam Adams also loves to share what he’s learned as a coach and as a meetup organizer and host for over a dozen different meetups in his area. And today he’s sharing some of his experiences as a multi-family investor, his thoughts on the state of the market, and his tips to leverage meetups to find and fund deals. First Adam explains what he’s learned about multi-family deals, including how to get started with very little real estate investing experience (it is possible). He walks through what his deals look like, what made him get into multi-family in the first place, and the cash flow structure. We also explore the current market. Adam shares how to really understand the state of the market and how to decrease the risk of an investment (especially a multi-family investment) in the event of a recession. Finally, we turn to meetups with all their possibilities. Adam explains why he started focusing on meetups and why he organized his own. Meetups (especially if you’re the organizer) can get you deals and get you private money, as Adam has learned from experience. He reveals tips on how to give meetups value and keep people coming. Plus, he describes the soft sell of the meetup and why it works. Adam Adams is the real deal. His philosophy is that if you put other people first, you’ll have what you need. And he’s putting in the time to help you all out today. So get ready for some gems—he’s not holding back for this episode. What’s inside: —Adam reveals what made his meetup the #6 ranked meetup worldwide. —Find out how to build your private money partners with a soft sell. —Start your own meetup with insider tips on what works. —Keep investors coming to your meetups with easy marketing strategies.

Lease options can be a very lucrative way for real estate investors to build a strong business and increase their profits. But, just like any area of real estate investing, it’s imperative to do your research and have a solid strategy in place before pursuing these types of property deals. To gain some insight on the topic, I recently talked with Chad Corbett. In addition to being a licensed real estate agent and a real estate investor, Chad is the VP of Education for All The Leads. In this podcast, I pick Chad’s brain on lease options, including how he separates the qualified lease option tenant-buyers from those who just wanted a nice rental and have no true intention of buying the home. Chad also shares some extremely helpful tips for ensuring that nearly all your lease option tenant-buyers can secure financing for their property. Plus, he talks about his strategy for determining the lease option fee and explains why lease options are almost always a “win” for real estate investors. In addition, Chad and I touch a little bit on probates and how he successfully markets those deals. Chad also shares how he’s currently pursuing his philanthropy passions. (Hint: they include photojournalism and off-road motorcycles. Cool, right?) Tune in to hear Chad’s amazing insight on lease options, probates, and more. He also shares the story of the worst lease option deal he ever did, so make sure you don’t miss that interesting scenario…. What’s inside: — Chad shares how he got his start in real estate and his entrepreneurial journey. — Chad explains the benefits of lease options (as compared to wholesaling). — Chad expounds on his financing process (how he helps secure loans for his tenant-buyers). — When working on lease-options, Chad shares how he builds rapport with sellers and maintains that trust throughout the process.

Carlos Reyes, a self-proclaimed “serial entrepreneur,” knows a thing or two when it comes to successfully getting a business off the ground. In this podcast, Carlos shares his incredible life story of being born into poverty in Mexico, and how his mother’s dedication and strong work ethic allowed her to immigrate to California with her two young sons. Even though the road to a better life was extremely rough and full of adversity, she never gave up – and her determination inspired Carlos to work equally hard. Carlos also explains his career path – from success in the corporate world to flipping cars to investing in real estate. Despite being in Phoenix, a highly competitive real estate market, he found his path – and became successful. Within the span of a few short years, Carlos expanded his investing business to new markets across the country – and he explains how his careful research contributed to his ability to successfully grow in new markets. And, to top it all off, Carlos expounds on a few of his other companies and professional pursuits, which have allowed him to diversify his entrepreneurial ventures. With 26+ businesses under his belt, Carlos’ story is one of inspiration and motivation for any real estate investor, entrepreneur, or business owner – and I know you’ll find it to be very valuable for your own business goals. What’s inside: —Guest Carlos Reyes shares his story of humble beginnings and how he worked his way toward financial success. —Carlos provides tips for expanding into new real estate markets. —An entrepreneur at heart, Carlos shares more details on his other businesses and pursuits. —Carlos shares his real estate investing strategy and his plans for the future.

Ever wish you could press pause at a workshop in the middle of the demo portion? That’s what we’re letting you do today. In this demo, Gavin and I walk through the three key features of our coaching service: marketing, automation, and delegation. These are the systems we use for our own business. Our coaching clients use these systems too, and they work. We regularly close several deals a week, and our clients tell us they’re overwhelmed by the number of leads this system generates. In this demo of our system, we walk through the three types of marketing we set folks up to do. We get better response rates with creative marketing tactics, from cold calling to text messages or, as a last resort, direct mail. All of that can be done right in our system. During the demo we actually create a marketing campaign to show you how the system works. We contact sellers and show you their real-time responses, and we draw up and example wholesale contract, right in the system. We talk through the virtual assistant’s role, how to keep track of their work, and how to measure productive work. If real estate isn’t your full-time job, this is the best way to grow your REI business. With the right VA and a great system in place, you can come home from work to 3–5 leads waiting for your calls. Bottom line: get ready to grow your business. Learn how to turn your goals into concrete strategies to realize your dreams. What’s inside: —Joe and Gavin demo their marketing and systems to find and close multiple deals a month. —Closing multiple deals requires the right team and willingness to delegate. —The key to good leads is targeted marketing, which is easy with the right data. —Track and respond to your marketing campaigns quickly and easily with a great system.

If you’ve been around real estate investing for any time at all then you’ve heard the term “driving for dollars”; and if you haven’t, well we’re gonna talk about that on the podcast today with my guest Zach Boothe. Zach started out washing windows back in 2011, but now he earns over $1,000,000 a year using his driving for dollars technique. Zach & I talk all about what exactly he’s doing these days, how he’s finding deals using the techniques that he spells out in his course. Zach is such a wealth of knowledge and experience and we have him cornered on the show today so we can pick his brain and get answers to my questions, and questions from the viewers! I want to really, strongly suggest that if you want to look for a new avenue of getting profitable deals, Driving for Dollars is a great place to get started. We’re going to be doing a webinar. It’ll be live when we do it in a few weeks from the time we record this. But go to joemccall.com/zack and you will see the information on that webinar. If you’re listening to this or watching it later, there’ll be a replay there so don’t worry. And this is really good stuff guys. I mean, Zach is close to a million dollars this year in 2019 just from driving for dollars. This stuff really does work. We’ll be talking a lot more about the techniques on the webinar so don’t miss it; it’s going to be a lot of fun.

Gavin & I are on our way to one of the workshops we do and we got a question from one of our clients. Like so many times, the questions we get are so relevant to everyone who follows us and we wanted to share it on the podcast. Every market is competitive. We were just talking about the power of follow-up, the power of the phone. If you can master this one thing then you’ll never ever have to worry about money again. You’re gonna find across the board that on average, it’s five to six touches to land a deal from a motivated seller doing follow-up—that’s over a three to four-month period. No matter if you’re doing wholesaling, lease options, owner financing, buying notes, short sales, foreclosures, whatever it is “your fortune is in the follow-up”. This is a powerful truth and Gavin & I were just talking about it, and we wanted to share it with you guys. Now… if you’re at all interested in one of the workshops that Gavin & I do you can click on this link to get more information: joecoaching.com/workshop