Real Estate Investing Mastery Podcast

Day 2 of our challenge and we are seeing a lot of promising progress. Today, we’re tackling what I think is the most enjoyable step in the process – marketing. Yesterday, we showed you the market or county we were going into and in this episode, we will show you what we’re going to do for the marketing.A lot of people think that getting leads is hard, takes a lot of time and needs a lot of money. Over the years of this podcast, I have always taught that our marketing strategy isn’t something fancy, complicated or above you. It’s actually easy…you just have to approach it from a mindset of “how CAN I do this” instead of “I can’t do this.” So, Gavin shares his marketing strategy targeting motivated sellers in the housing market he’s selected. He’s doing skip tracing, cold calling, text messaging and direct mail. Gavin shows how he put together a list through skip tracing and how he’s running the same list through marketing THREE different ways to get the most deliverability rate possible. Why is he taking the same list and marketing 3 ways? It’s because each person has a different marketing language. One may respond to a cold call, while another would rather respond to a text and there are some who would get intrigued with a direct mail offer. He hasn’t even started with the texting and direct mailing as of yet and has only done 5 hours of cold calling a day before this episode. Guess what? He’s already gotten 4 leads with one being very close to closing the contract.With houses, it’s super important that you answer the phone live especially if it’s a direct mail lead. It’s a challenge to get people on the phone and when you do, you have to talk to them live. With vacant land, the competition is not as stiff so you can direct them to voice mail but you have to make sure you call them back. Now, going into my vacant land marketing. I’m doing something a bit different here. A lot of land investors like to send blind offers and you make a ton of people mad with that. The advantage of that is the low offers and you don’t need to talk to anybody until they see your offer. The draw back is you have to send a lot more mail to get leads. What I’m doing is you don’t have to send as much mail but what I want is to get as many people to call me as possible because 75% of your deals come from follow up. You can get more deals with less marketing if you have more leads to work on. I share how the land neutral letters I send out make this possible and show the whole process including how I do my settings, track data for leads and compare the market value with my offer price. We send the letter and they go to voicemail. This is all done and automated in Freedomsoft. When you use automation delegation for your marketing, things are happening while you’re busy and leads are generating while you’re doing something else. If you want lifetime access to the recordings, private Q&A coaching calls, our Contracts and Document Package, and many more freebies, you have to have VIP Access. We’re taking all this down from the Facebook groups next week. Go to NewMarketVIP.com. What’s Inside: —Gavin talks about the marketing strategy he’s doing now.—Primary results from Gavin’s cold calling. —Land neutral letters for getting leads in vacant land.—How I set up my marketing automation in Freedomsoft.—Our VIP offer for lifetime access.

Welcome to the New Market Challenge Day 1! Today we will be talking about the virtual markets that we are targeting for houses and for vacant land. And our goal for this challenge is to teach you and show you everything that we’ll do if we lost it all and had to start over from scratch. You can take what we do and copy it to your own REI business.Gavin and I take turns dissecting our step-by-step process on how we picked our markets for this challenge. Gavin talks about the things he looks out for when looking at the housing market and he first looks into his network to find a partner in the specific market location he’s looking at. Once he finds the right partner, he goes into the data about zip codes, areas where there are good buyers-buy-in ratio, population, etc., and he analyzes those against his numbers. Gavin discusses further the steps he takes to narrow down these numbers to get to the markets with the most potential for deals & profit using Freedomsoft and List Source. But how do you know it’s the right market? Gavin says that it’s easy to identify the market that you SHOULDN’T go into versus identifying the market that you should go into. There are more good markets than the bad markets. His pro tip: do trade your hard high-end market for another hard high-end market. There’s too much tough competition there. But at the end of the day, your consistency of taking action if what’s going to get the deal – not the market.Moving on to vacant land, numbers are also important and like the housing market, you want to find the areas that has a lot of activity. I show you how I do my research for vacant land through Land Watch. What we’re looking for is cheap, rural, recreational, vacant land out in the sticks. So essentially, you filter out your searches based on those 4 criteria. You narrow down to the top 10 counties and run those through Zillow and/or Redfin to identify exactly how many ‘solds’ a county has. The thing about vacant land is you want to have at least 15 counties listed in your pipeline to start marketing to. You want to select a county that has investor activity. That’s it. That’s how I select a market in vacant land – by looking closely at the activity. I’m sure you still have a lot of questions after this session and you can get more support from Gavin and me if you get the VIP access. If you’re VIP, you get Lifetime Access, VIP-exclusive Q&A calls, FREE software, FREE strategy call, and more! Go to NewMarketVIP.com. And if you’re not in the private Facebook group where we’re doing this challenge, you still have the chance to get in there by signing up at NewMarketChallenge.com. Access to that will only be open this first week so don’t delay! We’ll see you there.What’s Inside: —Gavin shares his process in selecting a housing market.—How Gavin analyzes the numbers and narrows them down. —I talk about vacant land and my selection process. —The 4 things I look for in vacant land.—Our VIP offer for lifetime access.

Yes, we are doing another New Market Challenge! We’ve done this challenge before where we ask ourselves, “What would we do if we had to start over again from scratch?” This makes us put into perspective what market would we go to, what marketing would we be putting into place and what strategies would we make use of. So, Gavin and I are going LIVE into two virtual new markets, doing houses and vacant land deals, marketing, and documenting this entire process. This challenge will be 30 days in total and at the end of 30 days (or less), we aim to have at least one deal in house and vacant land under contract. Gavin will be taking on the housing market and I will be diving into vacant land – everything new, everything done as if we are starting from scratch. We’re peeling back the curtains and showing you all the step-by-step process Gavin and I would follow absolutely FREE! We’ll be live for 5 days starting August 22nd and then weekly for 30 days of follow-up.This is time sensitive! So if you want to set your REI business up for success for the rest of 2022, go to NewMarketChallenge.com now. What’s Inside: —What Gavin and I would do if we had to start all over.—We share our step-by-step process in doing deals virtually. —Our upcoming New Market Challenge.

Right now, I’m going through some stuff with my kids regarding money owed for a car situation, and I don’t know whether to deal with it or just let it go. But one of my friends just told me something profound. He said that bad news never gets better with time. Uncomfortable situations and discussions don’t go away when you put them off and continuing to push them away just prolongs the inevitable. You’re going to have to deal with things eventually, so why not face them head-on?I’ve learned this from my own experience as well. When I owed the IRS a ton of money in back taxes and penalties, I was just burying my head in the sand and not dealing with the problem. I was trying to take care of it on my own before anyone found out about it, and it backed me into a corner. Eventually, I was forced to deal with it, and admitting that I needed help was the first step. The sooner you ask for help, the sooner you can get out of whatever problems you’re facing.What’s Inside:—Why time passing doesn’t make bad news any better.—Why you should ask for help as soon as you need it.

Gavin and I are having a real estate showdown of some sort…and it will be documented! We’re going to be going into 2 new different virtual markets – Gavin on houses and me on vacant lands. We’re going to show you how we do it from step 1 and with the end goal of getting a smokin’ hot deal under contract (and maybe flipping it) within 30 days. Our New Market Case Study is a new 30-day challenge where everyone who joins gets access to our coaching calls, documentation, private groups, marketing strategies and so much more. And in this challenge, if Gavin and I don’t close the deal in 30 days, we give you your money back – guarantee. You will see our real estate strategies that could very well change the course of your real estate investing business. We are going to dive deep and peel the curtains back and this is a program you would want to get your hands on. You don’t have much time left to sign up so go to NewMarketCaseStudy.com now. What’s Inside: —Gavin and I talk in detail about what we’ll be doing in this 30-day challenge. —We talk about houses and vacant land. —Our upcoming New Market Cast Study 30-day program.

I recently heard Caleb speak on a mastermind and he’s an expert when it comes to PPC and SEO. So I invited Caleb Luketic to the show today and we’re going to be talking about the tsunami wave of motivated seller leads on the horizon. He’s been doing this for a really long time, and I wanted to get his perspective on this increase in trends. If you look at Google search volume for recent trends, you’ll see a huge uptick in motivated seller terms over the last two to three months.Caleb and I take a look at some of these crazy results together and show you just how high the percentage increases are for terms like “sell my house for cash”. This data shows us that there are plenty of motivated sellers that could turn into hot leads. Using PPC is an alternative strategy to cold calling and texting, and you’ll also draw in people who are already motivated, as they’re actively searching for solutions. Caleb has a ton of great info on this strategy and if you’re interested in learning more, check out his website CalebLuketic.com.What’s Inside:—How Caleb uses his PPC and SEO strategies.—Trends in Google search terms and the uptick in motivated sellers.—The systems you’ll need in place to run a PPC marketing strategy.

ANNOUNCING A New Market Case Study! Watch us go LIVE in 2 brand new, virtual markets - flipping houses and vacant land. We are doing this 30 day Case Study / Challenge - where will be showing you what we're doing and offering live coaching calls twice a week.Gavin and I are doing something we have NEVER done before. We've done "new market" challenges before where we go into a new market and start doing some marketing, but NEVER like this where we do houses and land at the same time! This time, we guarantee that we will have at least one deal under contract within 30 days... If we don't get 2 smokin' hot deals in 30 days, you don't pay anything!One of the things we will teach you during this brand-new case study is the power of partners and team members. Our goal is to show you how to do this so you can take it, duplicate it and just do it yourself. This is a once in a lifetime opportunity that you do not want to pass up. We start next week so secure your slot now.For more information, go to NewMarketStudy.com!What’s inside:—Gavin and I talk about our new 30-day challenge.—What to expect in this New Market Study challenge.

This is a free coaching call that I’m doing with my students and today, I’m sharing a ton of great information with you. FreedomSoft has come out with a ton of new things, and I’ll also share how you can get my brand-new vacant land contract for free. I’ll show you how to look up competitive markets using FreedomSoft and also how you can use the World Population Review website to target results.One of the cool features is that you can skip trace contacts in a particular county and call them. I’ll show you how to set your account up right so that everything goes smoothly. I walk through how to target absentee owners and seller leads. Creating a campaign is the best way to handle things and I’ll take you through the process. There’s a great direct mail campaign that is really great as well. If you want to get into FreedomSoft and are looking for an in-depth tutorial on how to run it like a pro, you won’t want to miss this episode.What’s Inside:—How to get my new vacant land contract for free.—How to use the new FreedomSoft features to find leads.—How to set up FreedomSoft campaigns.

I wanted to do a quick podcast just summarizing the advantages of owning real estate, specifically rental properties. I bring this up because it’s easy to forget sometimes. We get so deep in the weeds, and we forget why we do what we do. Sometimes, it’s helpful to be reminded so that when you’re talking with family, friends, and private lenders, you can answer their questions.I give you five reasons why and how you can make money through owning rental properties. Number one is appreciation, number two is cash flow, and number three is tax benefits. Number four is the equity you build as you pay off your mortgage. Finally, number five is that you create a hedge against inflation, which is so important in our current economic environment.What’s Inside:—Five reasons why owning rental properties is a great investment.

I always get excited for my vacant land coaching calls. My students are doing fantastic, closing deals, and making good profits. One of my students has a great marketing strategy that is a no-brainer and I wanted to share it all with my podcast listeners because it’s so simple and effective. What she does is she sends her offers in a 9x12 envelope and also includes a self-addressed envelope as well so the receiver can simply send the contract back to her should they accept.This technique is perfect because it speaks to elderly sellers who might be more averse to phone calls and emailing. It’s a manual process and it takes some time to implement, but it’s a solid strategy. Right now, my students are averaging about a 2% response rate, so if you send out 1,000 letters, you’ll get 20 calls back, which is really good. Whether you’re doing land or houses, I think you should test this out and see what happens.What’s Inside:—Recent successes with my vacant land students.—Why sending manual letters is still a great marketing strategy, especially for older sellers.

I feel like I talk about this topic a lot, but you really should be making so many offers that you get yelled at often. Some of my students are more sensitive than others, and I used to be that way too when I was just starting out. However, the truth is that you’re in the real estate business to make money, you’re not here to make friends. Sometimes you’re going to make a seller mad and they’re going to get nasty with you. But you have to push through to get those deals done.Fortunately, there are ways to go about your sales and marketing without being a jerk, and in this episode, I'll show you how it’s done. Sometimes, sellers just need time to cook. They need time to think about your offer or go get a second opinion. Many times, they’ll come back three to six months later and change their mind. So don’t be afraid to keep going. If you haven’t made somebody mad by noon, then your offers are too high.What’s Inside:—How to master sales and marketing without being a jerk.—Why you shouldn’t fear rejection from sellers.—How to handle angry sellers.

On my drive today, I was thinking about the importance of making decisions, especially when it comes to making offers. Many people are afraid to make mistakes, and I see this happen a lot with new investors. It’s easy to get stuck in analysis paralysis, trying to anticipate things but then it prevents you from taking action and closing deals. I’m going to give you a real simple formula to follow in case you’re struggling with this, along with some examples.With vacant land, it’s common to see prices that are listed high, so you need to validate the number. When you’re looking at your numbers and the data and you’re getting confused, pick the lower or higher number based on what you’re trying to do. If you’re looking at a house and are assessing the number of repairs needed, the higher number of your estimate is going to be the more conservative one. And with land, it’s often going to be the lower one. Remember, you make a profit when you buy, not when you sell. Don’t be afraid to get rejected on your offers. It’s all just a numbers game, so the more you get out there, the more you learn and the more deals you’ll wind up doing.What’s Inside:—A simple formula to use to get out of offer analysis paralysis.—Why you should always choose the more conservative price when making an offer.—Why you shouldn’t be afraid of your offers being rejected.

My guest today is David Phelps and we’re going to be talking about the big “I” word: inflation. It’s a big deal and a lot of things are going on in the economy today. It’s important to know how you’re planning on reacting to inflation and how to position yourself to be in a place where you can win. I’ve known David for many years, and we’ve been in several of the same masterminds. He’s an expert on inflation and he’s got a great new book that you can get for just under $4 shipping and handling. Make sure you grab a copy at InflationBook.com.David’s been in the business for a really long time and here, he shares his perspective on what’s going on and how it specifically impacts real estate investors. David talks about the similarities and differences between our current situation and inflationary environments back in the 70s and 80s. He also shares his worst- and best-case scenarios of what we could be facing going forward and how to capitalize on the all the opportunities that we’ll see out of this as well. The good thing about real estate is that it changes slowly enough to be able to notice trends and plan accordingly. David talks about his picks in terms of lucrative sectors and why you should be thinking beyond the 401k for long term investing.What’s Inside:—How to position yourself to win amidst record inflation.—Similarities and differences between today and inflationary environments of the past.—What sectors and investments are your best bet in today’s recession.

I’ve been thinking about a lot as we head into this next recession, and I think it’s going to get worse before it gets better. So what are you going to do to prepare for it? This question applies to anyone in any business, not just real estate investors. Any business should understand what their customers' problems are and they need to keep up with them because they’re constantly evolving. In any sector, the company that figures out the best solutions to those problems wins.Finding out what your customers' problems are can be challenging, but there are several ways to do it. You can survey them, talk to them, and pay attention to what’s going on in the news. In real estate, your customers will be either sellers or buyers and each have their own unique set of concerns. Whether it’s the banks tightening lending restrictions or issues with refinancing, coming up with creative solutions for these problems will set you apart from the competition. As always, if you’re not involved in a coaching program or a mastermind, now is a great time to get into one to get the support you need to thrive.What’s Inside:—Why it’s important to know your customers’ problems.—Common problems buyers and sellers are facing.—Why it’s important to get involved in coaching programs and masterminds.

In this final episode of our 7 Steps to a Recession Proof Business series, we’re going to talk about knowing your numbers and why it’s so important when running your real estate business. I myself have gotten into trouble with this and spent years digging myself out of a hole with the IRS. It’s scary how many people think they’re making money, only to find out that you’re spending way more than you made. You need to know your numbers not only for tax purposes, but also for your overhead and business-related expenses. You also need to know your key performance indicators, so you know exactly what it takes to get a deal done. The final step is to build a solid network and get a coach. Networking is fundamental when running a real estate business and masterminds and coaching programs can help you get connected to the right people. It’s important to spend time with like-minded people who can keep you focused on winning. It’s also valuable to learn from others who are further along in their businesses, which can potentially save you from making expensive mistakes. Only the strong survive tough times like recessions. If you want to be strong, you need to be in a good networking group and hire a successful coach.What’s Inside:—A recap of all 7 steps to surviving the recession.—Why it’s important to know your numbers.—Why networking and coaching is key.

Welcome back to the next session in our 7 Steps to a Recession Proof Business series. Last episode, we covered finding your buyers and lowering your offers. Today, we’re going to go over step three, or why you need to learn creative financing and how to put it into practice. Giving your seller's options helps you close more deals and allows you to give them a solution. Then, we’ll cover steps four and five, which are to start selling your deals with financing in place and offer incentives to your buyers.If you’re going to offer your buyers financing, you’re going to need to sell your deals at a premium and sell them fast. It’s important to develop a network of moneylenders, preferably private, in this current environment as other avenues start to tighten up. Find good local hard money and check out local banks in your area as well. Give your buyers the VIP treatment because they’re our customers in this business. As we transition from a seller’s market to a buyer’s market, it’s important to go back to the basics.What’s Inside:—Why you need to learn about creative financing and how to structure deals.—How to sell deals with financing in place.—Which incentives to offer to buyers and how to offer them.

As you might know, Gavin and I created a PDF called the Recession Proof Real Estate Investing Guide. It’s free and you can grab a copy through the link below, but we wanted to spend some time breaking down the seven steps included inside. There are seven key steps investors need to take now to survive this recession we’re in. Things are changing rapidly, interest rates are up, and hedge funds are backing out of deals. We’re getting more and more investors accepting creative financing deals.We want you to make a few simple adjustments and changes so you can continue to do deals. And in fact, if you can set yourself up the right way, you’ll actually be doing more deals than you ever have before. In this episode, we’re covering the first two steps: finding the buyers and start lowering your offers. We’ll take you through the tools we use to find the right buyers and target the right areas. There’s a lot you can do with the right technology, and you don’t have to break the bank. Opportunities are abundant, even in a recession, as long as you know where to look.What’s Inside:—Why it’s important to have a game plan going into this recession.—Tools and tips to target markets and find buyers.—Why you need to start lowering your offers and how to do it.

When you want to quit your job, whether it’s in a few months or a few years, you have to spend some time preparing. But you also have to start taking massive action. It’s easy to get stuck in the rut of spending a ton of money on coaching and courses, but never put anything into practice. If you want to succeed in this business, you have to be willing to make mistakes so you can learn from them. The people that do the best are the ones who pick themselves up and keep trying.Even though vacant land deals can be fairly easy to do, you’ll still need to spend time building up a portfolio that’s going to take the place of your job’s income. If you want to quit your job in a few months, the best way to do it is through wholesaling. It’s possible to get that passive income rolling in so you can spend your mornings golfing instead of sitting in an office. But you’re going to have to put in some hard work, consistency, and dedication to make it happen.What’s Inside:—What you need to do to quit your job in a few months or a few years.—Why it’s so important to start taking massive action.

I’ve been reading a lot of the news lately, and I always do a search for real estate to get a pulse on what’s going on in the market. But beware of the hype because a lot of people are freaking out. Things are changing, but there are still plenty of opportunities. More houses and properties are coming on the market and some cities are seeing their largest increases in inventory. But that’s not what I wanted to talk about on this podcast. It’s the importance of knowing your numbers. If you know your numbers, then you know what you need to do. Whether you’re a buy and hold investor, wholesaler, into creative financing, or doing vacant land deals, knowing your numbers means knowing exactly what’s going on in your business. You’ll also know what your buyers are willing to pay for specific properties and your average profit per deal. Knowing your numbers also means you know how much follow up it takes to get deals done. It takes two to three months of follow up to get a deal under contract and an average of seven to eight touches. The news might have you panicking, but knowing your numbers takes the pressure and stresses off so you can keep running and growing your business.What’s Inside:—Why it’s important to know your numbers.—How to work backward from your revenue goals.—Which numbers are the most important to know.

In part two of this series, I’ll share exactly what I would do if I had an hour to sit with someone to show them how to set up a successful vacant land investing business. If you know me, you know I’ve been loving me some vacant land deals. It’s way easier than flipping houses and you can make a ton of money, even if you’re only doing it on a part-time basis. In fact, my sons and I are currently averaging four or five vacant land deals a month on just a few hours per week.The first thing I would do is get someone set up with Freedom Soft. It’s the best package out there and it’s worth the money spent to cut back on a lot of the headaches with other systems. I’ll share some of the other systems and software programs I use that make finding vacant land opportunities. I’ll also walk you through how to create a solid marketing plan so things can flow easily and keep the deals flowing. Vacant land deals are a lot like housing in that it’s mostly a numbers game. If you’re set up correctly, consistent work and determination will pay off faster than you think.What’s Inside:—How you can make 10k a month in vacant land deals on a part-time basis.—Systems and tools to use to make finding deals easy.—How to set up a marketing plan to keep vacant land deals flowing.

If I had an hour to sit with someone and help them set up their real estate investment business, what would I do? I’m big into systems and marketing, and understanding the importance of these two things is fundamental. Real estate investing is mostly a numbers game and if you set things up right in the beginning, it makes everything so much easier. People struggle to come up with the money they need for things because they don’t plan ahead. Having a road map, or a plan of attack helps in uncertain environments. You can’t control everything, but having things set up around whatever you can control will help you thrive.In this episode, I’ll walk through how you can get a plan in place if you’re focused on houses. Consistent work over a period of time leads to consistent deals. The first thing to focus on is the location and where the best opportunities are, and focus on where the most buyers are. I share with you my favorite lists to use and how to get a cold call strategy set up. No one likes cold calling, but it’s still the best way to get leads, so it’s worth powering through. I also share what to say once you get someone on the phone and how to approach an offer.What’s Inside:—Why it’s important to plan out your business and have a road map.—How to find buyers and opportunities.—Why cold calling is the most effective strategy for houses.

In this second part of my two-part podcast series on vacant land deals, we’re talking about how to price your deals and the tools I like to use. I love using FreedomSoft, especially since it generates documents and contracts. It also triggers workflow automation and helps make following up super easy. Follow-up is the biggest key to success, as so many people just don’t do it. Whether you’re managing your deals by yourself, or you have a team of VAs helping you, tools like FreedomSoft keep everyone on the same page so you can bring in more money.I also take you through what happens after an offer is accepted and the due diligence process begins. I like to look for several different things. Number one accesses, which could be a deal-killer depending on what your buyers want to use the land for. Number two is the title or owner. We want to make sure we’re dealing with an actual owner, who might be dead. You also want to look at whether back taxes are owed on the property. You can still do deals when there are restrictions, but the fewer there are, the easier the deal will be. Finally, we discuss advertising your deals and how to come up with the money you need to buy your properties.What’s Inside:—How to price your vacant land.—What to look for during your due diligence process.—Vacant land advertising tips.—Where to get the money to fund your deals.

Times keep changing and the market is shifting. We’re starting to see it in our own businesses, as a lot of our institutional buyers are beginning to pull out of deals. With all of these changes happening, we wanted to share with you the top seven steps active real estate investors must take to stay afloat and prosper. Whether you’re wholesaling or doing vacant land deals, the seven steps we cover should be your main focus as we continue to move through our current cycle.The first thing is to find buyers, figure out what they want, and go get it for them. Next, start thinking about lowering your offers. You’re also going to want to learn creative financing techniques like lease options and put them to work in your deals. Know your numbers and your expenses inside and out so you have a clear picture of your business. Offer incentives to your buyers that your competition isn’t offering. Get to know your local banks, as they’ll be lending when some of the other investors won’t be. Focus on the right neighborhoods, where there will always be demand for housing. And lastly, get in touch with a mentor or coach who can help you profit during these times.What’s Inside:—How the market shifts are affecting our businesses.—The top seven steps you need to focus on to survive our current market crisis.—Why you need to understand and utilize creative financing deals.

I wanted to do a podcast on vacant land flipping and give you a summary of how vacant land deals work from beginning to end. If you’re not already familiar with the story, my sons and I started flipping land a few years ago and we’ve made over $150,000 in profits. The best part about it is that we only did it part-time. We’ve turned up our marketing efforts over the last few months and we’re seeing a lot more deals come through. I’m also teaching others how to get started, and one of my students is already at over $12K a month in passive income.Becoming successful in vacant land investing all starts with picking the right market. Cheap, rural, recreational land is in demand right now and these lots can easily be bought with cash for pennies on the dollar. Flipping land is perfect for those folks who like to be more technical behind a computer since you don’t have to be on the phone as much as you do when you’re flipping houses. I’ll show you how we like to set up our marketing and the tools that make it simple. This episode is part one of a two-part series, so make sure you catch part two.What’s Inside:—How you can be a successful land investor on a part-time schedule.—Land investing marketing tips and tools.—How to choose a target market.

King of cold calling Scott Morse is on the show today and he’s absolutely killing it. Some of the biggest, most active wholesalers are still using cold calling to scale their business. Scott founded Lamassu Media, an enterprise-level call center that generates highly qualified and highly motivated seller leads for wholesalers all over the United States. Prior to getting into real estate, Scott sold leads to attorneys for about eight years. He’s now down in Columbia where he moved to launch his company and has been there for about two years. If you’re new to the business and starting to form a team, make sure you know your numbers. Tracking KPIs and knowing your lists is fundamental. Before you even think about outsourcing cold calling to another firm, you have to be intimately familiar with how it works within your business. Scott shares how he built Lamassu, the KPIs he tracks, and some examples of scripts used by his team. If you’re interested in learning more about Scott and Lamassu Leads, check out his Instagram page linked below. Also head to JoeMcCall.com/Lamassu to learn how you can get 10,000 dials a month for free.What’s Inside:—How Lamassu Leads helps real estate investors scale through cold calling.—Tips for cold calling if you’re just getting started.—Which call tools to use for your business.

Eddie Speed is one of the most creative guys I know in real estate. He’s going to help you understand some of the coolest IRS loopholes and how you can do more deals. Instead of one out of every 30 offers, you could triple your deal flow to three or four just by being more creative. With inflation at a 40-year-high, it’s more important than ever to be prepared and have a strategy to keep profiting in your business. Eddie’s done countless deals by offering creative solutions to landlords who are sick of taking care of their rentals. He’s got some great tips for anyone looking to make deals within that market.Eddie has also shown people how to defer taxes on rental properties for 20, even 30 years in some cases. Many owners of rental properties know they have a tax problem but don’t know how to fix it, and that’s where you can come in with a creative financing solution. Eddie walks through some examples of how that would work and how you’d position solutions to sellers. We also talk about Dodd-Frank restrictions and how to get around them. If you want to hear more from Eddie, head to JoeMcCall.com/Eddie for details on an upcoming webinar. What’s Inside:—Why this recession is different from 2008.—Tax loopholes for owners of rental properties.—How to get around Dodd-Frank restrictions.

We’re talking about how to survive, thrive, and profit in a potential recession. Some would say it’s already here. Tech stocks are down, and while that might not necessarily impact the housing market, things are changing all around us and we have to be prepared. You can profit big even in a recession if you’re focused on the right things. Having a strong mindset and making decisions in advance are the secrets to success. Focus on revenue-generating activities like making offers and following up on leads. Partnerships with the right people also help you get deals done.Getting to the root of your sellers’ problems helps you position yourself as the solution. Providing sellers with multiple offers gives them choices. You can offer them any number of creative financial strategies that might work. Gavin and I walk through some listings online and share how we’d position our offers so you can get some examples. If you want to do more deals in this market, you need to make multiple offers. We put together a mind map PDF that has everything you need to grow your business, even in a recession. Don’t forget to download it by heading to REIProof.comWhat’s Inside:—The importance of making decisions in advance.—Creative financing strategies to offer to sellers.—Examples of how to make cash offers.

A recession might be on the way, but we’re working on a lot of deals right now. There’s still a ton of opportunity and we’re finding more sellers are accepting our offers now, more than ever before. If you’re just starting out and wondering if you really can make $10K in 10 hours per week, the answer is yes, you absolutely can. Marketing strategies like cold calling and direct mail work no matter what’s going on with the economy. To stay prepared for a recession, make sure you keep your network solid and your business lean.There are big opportunities right now if you know where to look. From vacant land to wholesaling homes, all you have to do is follow the demand. If you’re new to the business and wondering where to start, educate yourself in creative financing and fast cash strategies. Listen to our podcasts and get involved with coaching programs and masterminds and learn from successful investors. In recessions, it’s better to focus on a quick nickel than a slow game, like flipping houses. With wholesaling, you can make the same amount of money with a lot less hassle and financial risk.Make sure to download our free mind map PDF by heading to REIProof.com.What’s Inside:—Where the biggest current real estate opportunities are and how to find them.—Why it’s important to keep your business lean and overhead costs low in a recession.—Top marketing strategies to put in place right now.

Being an expert seller is the million-dollar skill you need to run a successful real estate business. Talking to sellers is what leads to deals happening and pre-screening them whenever you get them on the phone can make your life a whole lot easier. Make sure you’re walking your sellers through the four pillars to uncover all the information needed to put a deal together. The four pillars for both inbound and outbound calls are motivation, timeline, the condition of the property, and the price.When you work, use the four pillars to get clear on expectations and discover a seller’s problem, you can then use that information to come up with the perfect solution. You’ll be able to propose an offer your seller can’t refuse, making it a win for both parties. Having a problem-focused mindset will help lead to signed contracts. Use this simple formula to get more deals done and you’ll be well on your way to a massive increase in income.What’s Inside:—The importance of pre-screening sellers.—The four pillars of talking to sellers.—How to use the four pillars to make an offer.

We’re continuing our discussion on how to recession-proof your real estate investing business, and today we’re talking about how to prepare, not panic. We cover how to identify problems and how to solve them. We’ll also share what to do if you’re personally on the ropes or soon will be, and the things you should be focusing on in real estate specifically. Companies might be laying off, but there are plenty of people out there wholesaling deals. One of the most important things you can do is stay positive. We all hoarded toilet paper a few years ago, but now it’s time to focus on hoarding positivity.During a recession, new problems emerge every day. As real estate entrepreneurs, we’re in the problem-solving business, which is great news. People are always adapting to change in new and innovative ways and there’s no reason why you shouldn’t capitalize off that. People living in fear will happily pay for solutions that provide them with safety and security. You’re only as successful as the five closest people around you, so make sure they’re not filling your head with negativity.Don’t forget to go to REIProof.com to download our free PDF report.What’s Inside:—Why you should be a producer, not a consumer.—Why it’s important to stay involved in networking and masterminds.—Why not knowing your numbers is a big mistake.

Gas prices are sky-high, inflation keeps increasing, and the stock market is way down. Cryptocurrencies have lost half their value and interest rates are going up. Plenty of people are worried, but we want to help prepare you for the economic crisis we’re facing. While recessions will always be hard for some people, if you’re smart, you can weather the storm. You have to be smart in the way you invest, and you have to be able to pivot. Having multiple exit strategies is important and you have to be able to move along with whatever’s happening.There’s still strong demand for housing and recessions create motivated sellers. With every crisis comes equal amounts of opportunity and it all depends on how you react to it. You have to prepare yourself for both the best- and worst-case scenario and detach yourself from your own bias. Coaching programs and masterminds help you stay focused and connected to like-minded people who want to win no matter what. Fear will cripple your business, so stay focused on logic over emotions.Make sure to download our free PDF road map by heading to REIProof.com.What’s Inside:—How to stay profitable even during a recession.—Why it’s important to surround yourself with positive people.—Why you should invest, not save.

Gavin Timms and I are back with another quick but important episode to discuss what’s going on in the economy right now and how the real estate market is changing. We’ve seen and heard a lot of people panic over the possible effects of the market change will bring to their real estate investing business.We’re here to, again, reassure you that you do not need to panic. You only need to be smart about it. Is the market crashing? It’s slowing down but will it be bad as the last recession? It will only be bad for the people who ignore the principles and don't PREPARE for it.You can do something about it…the first thing is to educate yourself with the proper knowledge. There will always be opportunity out there in this market if you know how to find deals and you don’t ignore the fundamentals. Today, we talk about the 6 points on how to survive and still profit on this recession we’re coming into. The bottom line: you have to be good at finding deals your buyers want.These points are in our free roadmap as well. Simply go to REIProof.com to get your PDF copy absolutely free. Don’t waste time – the recession is upon us and you need to be prepared.Go to REIProof.com. What’s Inside:—No need to panic. Be smart about it. —The 6 key points you need to know to survive and still profit in a recession. —Why you shouldn’t buy properties you can’t wholesale. —Our free PDF roadmap to help you in a recession. 

Everybody’s talking about the recession. The stock market is down, cryptocurrency dipped drastically overnight, fuel prices have skyrocketed and the real estate market is changing. People are burying their heads in the sand, panicking and freaking out. But do they have to? Right now the recession is coming, but we don't have to panic. We don't have to freak out. We just need to be prepared. And that's what Gavin and I want to talk about because we're going to show you guys how to get prepared.When the market is changing, you only need to focus on 2 things to be prepared to pivot your business. Number one: you have to know what the buyers want and need. Number two: you have to have creative financing offers ready based on what the buyers want and need. And we cover all that in this free PDF resource we have for you. There is absolutely no need to panic. You just need to know how to pivot. In the midst of an economic downturn, the REI business can still make you a lot of money if you’re prepared. If you want to learn how to recession proof your business, download our PDF resource absolutely free – no strings attached. Go to REIProof.com. What’s Inside:-Gavin and I take a look at the status of the market right now. -Why we are not panicking despite the economic downturn. -The two things you need to focus on as the market changes. -Our PDF resource that will help you recession proof your business.

Many of the most successful real estate businesses today run smoothly and efficiently thanks to a successful VA team. One of the first hires you make, if not the very first hire, should be a virtual assistant. If you’re a solo entrepreneur, you’ll need to eventually start outsourcing so you can spend your time on high-dollar activities like closing deals. Getting bogged down in administrative work keeps you from bringing in more income. Great VAs can do all that and more for you.After you hire your rockstar team, you’ll need to make sure they’re properly trained. If you record training sessions, you can reuse them, so you don’t have to keep reinventing the wheel for new hires. Once you’ve hired one solid VA and they have a track record of success, you can hire others and put that one VA into a leadership position over the others. Always make sure you’re giving your team positive feedback and are keeping the lines of communication open. Provide them with a voice and a say on how things run. And give them bonuses whenever you can to keep them loyal.What’s Inside:—How to find and hire VAs.—How to structure your VA team.—Why it’s important to give your VAs a voice in how to run things.

There’s always money to make in this business, and there are always deals to be done. When the market shifts and everyone’s freaking out, that’s when you can make the most money. That’s why I love wholesaling so much. Whether the market’s going up or down, you just adjust along with it. And as you get busier in your business, you start asking better questions like, “How can I do none of this?” When you do everything yourself, you do fewer deals and leave money on the table.You need to build a team and have people around you. You also need to build simple systems so you can scale your marketing efforts and follow up. The three keys to success in real estate are marketing, automation, and delegation. Make a list of all of the things you have to do to get a deal done and see what you can outsource. Ask yourself, “how can I get someone else to do all this for me,” so you can start thinking bigger and better.What’s Inside:—Why you need to build a team to run your real estate business.—Why marketing, automation, and delegation are the keys to success.

Personal development and working on your mindset is the key to running a successful business, and it’s also key for life in general. Taking an honest look at yourself and owning up to what you need to work on allows you to change for the better. Sometimes we can get stuck in our own ways, which prevents us from making the necessary adjustments to get ahead. We might think we have all the answers already, which can keep us stuck in a loop of no progress. It’s important to be coachable so you can actually implement all the great advice you get from your mentors. Taking massive action and not being afraid to mess up is how we learn.When you can take an honest internal inventory, you’ll be able to get to your goals much faster. So many people get stuck because they don’t take the advice they’re given. If you’ve been told by your coach a thousand times to make just a few simple changes and you’re still not doing it, you’ll be stuck on that hamster wheel forever. When you allow yourself to be coachable, you can truly listen and take action. This game is all about getting results. Putting your coaching into practice is the secret to massive growth in your business and living your dream lifestyle.What’s Inside:—The importance of having a coachable mindset.—How you can change your life and business in just six months. 

Bob Lotich is a friend I’ve known for years. His book, “Simple Money, Rich Life” doesn’t have much to do with real estate, but it sure does talk about money. You could be making a ton of money in your real estate business but if you’re not living a rich life, you’re going to be miserable. Bob has a whole section in his book dedicated to a principle he calls the logic method of giving. He’s increased his giving so much over the years and it’s always come back to him in ways he never imagined possible.Bob and his wife almost lost it all and asked God for guidance on how to turn it all around. The rest was history and they’ve gone on to do amazing things for themselves and others. Bob started educating himself with every book he could get his hands on, including the Bible. He also created a successful blog called SeedTime.com where he shares tips on how you too can find financial freedom and live a rich life. Bob offers some spectacular advice on how to simplify your finances, live a debt-free life, and make a ton of money, all while giving a ton away to others.What’s Inside:—How Bob and his wife turned their financial life around.—Tips on how to simplify your finances and get out of debt.—How increasing your giving can increase your own abundance.

Robert Wensley is the CEO of InvestorLift, an amazingly powerful software tool that’s helped real estate investors go from zero to million-dollar months. This tool gives you access to the most active investors and buyers in the community and it’s a platform that allows you to market your deals. If it sounds to you like just another Prop Stream, I assure you – it’s way better.After finishing at Harvard, Robert had plans to work on Wall Street, but quickly realized he wanted to become a business owner. He knew immediately that he wanted to live an entrepreneurial lifestyle. Robert got hooked on flipping but realized it was tough to scale. When he discovered wholesaling, it was mind-blowing to him, and he realized he could make just as much money wholesaling without the risk, liability, and headaches that come with managing flips. Today, through Investor Lift’s insanely smart AI program, Robert’s helping real estate investors make a ton of money.If you’ve been doing a few deals per month but want to scale quickly, InvestorLift just might be what you’ve been missing. Make sure to go to JoeMcCall.com/Lift to get access to Investor Lift at 10% off.What’s Inside:—How InvestorLift can help you get more leads and close more deals.—Advantages of wholesaling over traditional fix and flips.

Gavin and I were talking about marketing in our recent boot camp and if you’re a real estate investor, you know that everybody always wants more leads. They feel like that’s the answer to every problem. But I’m here to tell you that maybe you don’t need more leads. Maybe you just need to better manage the leads that you have. Most investors would generate more business simply by doing better follow-up on their existing leads and making more than one offer to sellers.The truth is that 75-85% of your deals are going to come from follow-up. If you’re trashing leads after talking to a seller once, you could be throwing money out the window. Asking sellers the right questions helps you uncover additional opportunities. You might be able to throw out an option that works for them, like listing their property with an agent. You should be sending an offer to every seller lead that comes in and makes multiple offers. Most of the time, real estate investors don’t have a lead problem, they have a lead management problem.What’s Inside:—Why following up on existing leads gets you more offers.—Why you should send multiple offers to every lead.—How does good follow-up set you apart in a competitive market. 

We’re in a crazy environment right now. People are afraid of food shortages, gas prices, and inflation and it’s getting harder to get a mortgage. With all of this uncertainty, you might be wondering whether or not you should keep a deal or wholesale it. In uncertain times like this, sometimes it’s better to turn around something quick on a wholesale flip than to spend energy and money managing the rehab and getting stuck with it.With flipping, you can wind up managing what feels like adult daycare, and dealing with contractors, buyers, and realtors. With wholesaling, you’re not taking on any risk or liability but still getting the profit. Wholesaling isn’t as sexy as the flippers you see on TV, but it can save you a ton of hassle. If you’re going to stick with flipping, make sure you have multiple exit strategies. It’s important to be smart during an uncertain economy and wholesaling can help you stay recession-proof. What’s Inside:—When to keep a flip and when to wholesale it.—How wholesaling can help you through a recession.—Why you should have multiple exit strategies when flipping.

In today’s increasingly difficult market, it’s getting tougher to do wholesaling deals. It’s not just the legal side of things making it harder, but also interest rates going up as well as inflation. A lot of people are really nervous about the market and the housing economy. Jerry Norton is one of the premier experts in the industry on wholesaling and fixing and flipping and I love getting his advice. He’s been doing this a long time and he also has an amazing YouTube channel called Flipping Mastery. Jerry’s perspective on the current times is that as long as human beings are in houses, there is always going to be real estate business to be done.Jerry walks through different strategies that can help you continue to do deals, regardless of what the market’s doing. He also shares details on four different disclosures you can use in your contracts to stay out of trouble with regulators. Even though people can get frustrated with stricter requirements, it’s ultimately forcing us to be more transparent, which is a good thing. The last thing anyone wants to be is shady and unethical. Don’t forget to check out Jerry’s Flipping Mastery YouTube channel and grab his disclosures for free.What’s Inside:—Tips for wholesaling in an increasingly difficult market.—The four investor disclosures and when to add them as an addendum.—Why you should be mindful of your means and intent to close.

There are 3 keys to being successful in this business: Marketing, Automation and Delegation. And it all starts with marketing – it’s the lifeblood of this business.We just finished another 5 leads in 5 days challenge and it has been so awesome for us and our students. This challenge dove deep into the marketing tactics and we actually had students from this challenge get leads and get deals in contracts! It’s amazing!So, we’re doing another live virtual Bootcamp called M.A.D. Bootcamp on May 9-10 where we will show you how you can get 5 hot motivated seller leads in 30 minutes. You read that right – 30 minutes! We will talk about some of the marketing tactics and strategies, automating your system, and delegating the tasks to make your business a well-oiled business that functions in spite of you.This Bootcamp will help you get more leads, close more deals and make more money.Go now to www.MADBootcamp.com to register!What’s Inside: —Gavin and I talk about our recent 5 leads in 5 days challenge. —The 3 keys to being successful in the real estate business. —Our upcoming M.A.D. Bootcamp.

With so many systems, tools, and automation strategies available, it’s easy to overcomplicate running your real estate business. Getting too lost in the details can be a major distraction from doing what’s needed to grow and close more deals. Too much time spent on trivial tasks distracts you from taking the massive action needed to get ahead. If you feel like you’re working hard but not seeing results, it might be time to get back to the basics. Focusing on fundamentals helps you create the solid foundation you’ll need to run your business like a pro.Always keep your vision in mind when building out your team and choosing which markets to focus on. Chances are you got into real estate to finally start living your ideal lifestyle, so make sure to use that as your guide. When you’re just starting out, choose one strategy first and stick with it, especially when you haven’t done deals yet. Know how your processes work inside and out before delegating them to someone else. Follow-up is key in real estate. The more leads you nurture, the more offers you’ll get.What’s Inside:—How focusing on the basics prevents overwhelm in your business. —The four pillars to use on calls with sellers.—How to follow up and stay on top of leads.

I first met Todd Toback back in 2008 when I was just getting started in real estate. He introduced me to lease options and we’ve been friends ever since. Todd’s an expert in doing profitable deals in difficult markets and has been killing it for years. Many people even refer to him as the OG of wholesaling and his coaching and course changed my life. He’s currently doing big deals in a variety of different markets and one of the main things he encourages is to invest as much as possible. Investing allows you to keep generating huge profits and put that money to work for you so you can finally get out of the rat race.According to Todd, negotiation is all about reading and raising your “income thermostat”. Everyone has a specific comfort zone, but you’re never going to get more than you shoot for. You have to create your own next level with intention. To find out how motivated a seller is, Todd suggests asking them how much they’d sell for in five different ways. He also shares the four phases of a new capability and how they can help you cross the finish line in a deal. Conditioning sellers by offering them other options besides you is also a helpful tactic.Todd’s offering his script free of charge for our listeners. Head to NoLimitsRealEstateInvesting.com/script and make sure to download your copy.What’s Inside:—How to do profitable deals even in tough markets.—Negotiation tips and how to talk to sellers.—The four phases of a new capability and how they can help you sell.—How conditioning closes more deals.

Ryan Pineda has a huge audience on social media and is a master of content creation. He understands the core principles of influencer marketing, which is a massive component of running any type of business today. Ryan started his career as a professional baseball player and became a real estate agent to make money in the off season. He was living in Las Vegas and at the time, the market wasn’t what it is today. Then, he started flipping houses with money from loans and things started to take a positive turn. Ryan then went on to start several additional successful businesses and the rest was history.Ryan has a real estate brokerage in Las Vegas with almost 200 agents. He also educates them on what it takes to become wealthy. Today, Ryan has a ton of great people running his businesses and his main focus is on creating great content to drive traffic and generate leads. He also invests in cryptocurrency and NFTs and created a new digital real estate mastermind called Tykes. Ryan is a wealth of knowledge and inspiration – make sure to check him out RyanPineda.com.What’s Inside:—How Ryan went from flipping houses to the full-time content creator.—Advantages of getting into crypto and NFTs.—Ryan’s strategies for social media success.

One of the best perks of running your own real estate business is being able to work from anywhere in the world. Whether you’re taking a trip for fun or visiting family, it’s important to know how things work when you’re traveling abroad. There are some specific factors to consider when heading overseas, as it’s a lot different than taking trips within the United States. While you won’t be able to take everything from your home office with you, there are plenty of ways to improvise.Check with your cell phone carrier to see if you can use your phone in another country. There’s a chance you’ll have to change your plan temporarily to ensure everything works properly. When scheduling calls with people back in the US, be mindful of any time differences. To maximize leisure time, set up a strict work schedule and stick to it. Tackling your tasks in a specific window allows you to spend the rest of the day relaxing. Building a real estate business takes a ton of time and effort, but it’s worth it. Stay committed, keep trying, and eventually, you’ll be able to take your work anywhere you want to go.What’s Inside:—How to run your real estate business when traveling outside the US.—Tips for setting your phone up properly and managing time zones.—Why time management is so important when working and traveling.

Rob Abasolo co-hosts the BiggerPockets podcast and is the founder of a company called Rebuilt. Rob and his wife moved to L.A. from Kansas City in 2017 for a job opportunity. They wound up renting out their old apartment through Airbnb for the duration of their lease. The money they received helped them pay the mortgage on their new house in California and Rob then decided to build a tiny home in his backyard. After seeing massive success renting it out, Rob went all-in on tiny homes. He’s currently working on building a tiny house village and glamping treehouses in Tennessee.As with all other real estate strategies, tiny homes and Airbnb have their pros and cons. Rob gives all the details as well as what it’s like having rentals in the Joshua Tree area. He also shares some tips on what makes a plot of land suitable for short-term rental construction. Rob’s program, Host Camp, is a 12-month membership with live calls and group coaching. Check out his website HostCamp.com and his YouTube channel Robuilt for more information.What’s Inside:—How Rob got into Airbnb and building/renting tiny homes.—The downsides of managing an Airbnb.—What to look for in vacant land if you’re considering building a short-term rental property.

Marketing is one of the key pillars of a real estate business and it’s important to figure out which strategies work best for you. Strategies can be broken down into either proactive or reactive approaches. Cold calling and texting are solid examples of proactive outreach. Passive strategies like Facebook pay-per-click (PPC) and direct mail are considered reactive strategies. Whether you farm out the work to a VA or you do it yourself, the most important thing is that it gets done. In real estate, marketing keeps feeding the machine, so you have a constant flow of leads and opportunities.Many people are experiencing success with direct mail, but response rates depend largely on your targeted location. Texting is another popular strategy, but new laws may make outreach a bit more difficult and deliverability rates can be inconsistent at times. The recent changes to Facebook PPC have led folks to move towards casting a nationwide net instead of targeting specific regions. No matter which strategy you choose, make sure you’re tracking your KPIs so you can do more of what works and get rid of what doesn’t. Being able to pivot quickly directly influences your success.What’s Inside:—Examples of proactive and reactive marketing strategies.—How Gavin built his cold calling strategy and how he keeps it running.—The pros and cons of using texting, direct mail, and Facebook PPC.

Mitch Stephen is a legend when it comes to seller financing. He has a fantastic reputation in the real estate industry and a ton of experience. Mitch is also an author of several successful books, including My Life in a Thousand Houses and Failing Forward to Financial Freedom. Buying houses with OPM, or other people’s money, is what helped skyrocket Mitch to where he is today. He’s got some great advice for those just starting out and how they can kick-start their business through creative financing.Looking back on the last 30 years, Mitch would tell his younger self to ditch his limiting beliefs. A poor money mindset holds so many people back from doing great things and getting ahead. You have to trick your brain into believing whatever it is you want to do. It’s so important to pay close attention to how you talk to yourself and become your own coach when things get rough. Mitch shares perspective from how he weathered down cycles and where he sees things going in the future. Learn more about Mitch by visiting his website 1000Houses.com.What’s Inside:—How investing with OPM/private money is different from traditional lending.—Why mindset is so important when trying to make money.—What advice Mitch would give himself 30 years ago.—Mitch’s experience in down market cycles and what he sees for the future.

My new favorite exercise at the gym is climbing the rope. It’s a great workout and really gets the burn going in your arms. Just when you think you can’t pull anymore, you check the clock and see that you have 30 seconds left. You gather up your strength and try to give it one more pull. And it makes me think about building a real estate business. There are times when you’ve been on the phone for hours and you feel like you don’t have anything left in the tank. But you keep pressing and get a couple more calls in before you hang it up for the day.Exponential results often come from those little extra pushes. Those pushes add up over time and the next thing you know, you’re starting to see consistent deals come through. It’s easy to get exhausted when you’re first starting out. There will be days when you’re sick of the grind, but if you just put in a little bit of extra effort every single day, those efforts will pay off in a big way. What’s Inside:—Why it’s important to put in just a little extra effort each day. —How sticking with cold calling helps you become better at sales.—How dead leads can become deals.