0:00

You're listening to Wholesaling Ink, episode number

0:02

1,452. Smaller

0:04

markets, specifically with Rick Mill, are absolutely

0:07

fantastic. With the referrals, guys, I am

0:09

telling you, this is real estate agents.

0:11

This is people that you know on

0:13

how to add 10 deals from referrals

0:15

this year to your business by going

0:18

into Facebook, requesting a ton of people

0:20

that are in the real estate business

0:22

and posting every single day that I

0:24

buy houses. This is

0:27

game-changing information, guaranteed to raise

0:29

your real estate wholesaling business with

0:31

actionable steps you can take immediately

0:33

to navigate the ins and outs

0:35

of wholesaling and start making money

0:37

today. Join us

0:39

as we put our guests in the

0:41

hot seat and dive deep to dissect

0:44

their strategies for success to enable you

0:46

to duplicate their results. You're listening to

0:48

Wholesaling Ink, the only show dedicated to

0:50

making you a fortune in wholesaling. Experience

0:56

and budget. These three

0:59

factors are different for

1:01

everybody. So please stop

1:04

using a one

1:07

path fits all approach to

1:09

generating unbelievable deals in your

1:12

real estate business. I don't

1:14

care if you're adding these

1:16

properties to your portfolio, you're

1:18

fixing, flipping, or your wholesaling

1:21

real estate. I am telling

1:23

you there is a specific

1:25

order that you need to follow

1:28

so that you can have the

1:30

most success as fast as possible.

1:32

And we're going to be breaking

1:34

down what I call the real

1:36

estate investing lead generation blueprints based

1:38

on those three factors so that

1:40

you know which marketing channels you

1:42

should focus on depending on where

1:44

you are at. If you're part

1:46

time, if you're full time, if

1:48

you have a big budget, if

1:51

you have a low budget or

1:53

no budget for marketing, and

1:55

if you have experience or

1:57

if you are brand new. Because

2:00

here's the really, really, really interesting

2:03

thing. After working with over 3,000

2:05

real estate investors one-on-one, I've discovered

2:07

that most

2:10

of the time when you focus on the

2:12

right path, you're going to get to success,

2:14

you're going to get there faster than most

2:17

people, but then all of a sudden things

2:19

get wiggly. All of a sudden you start

2:21

getting real creative but if you follow this

2:23

matrix that I'm about to show you, I

2:26

am telling you you're going to stay

2:28

on the right path and really

2:31

build something that's predictable, it's

2:33

long-lasting and it is going

2:35

to be wildly profitable. So

2:37

let's jump right in here.

2:39

All right? This is

2:41

what I call the real estate

2:43

investing lead generation blueprints. Check this

2:46

out. At the top of this

2:48

matrix are six different vertical columns.

2:51

We've got direct mail. We've

2:53

got referral. We've got cold

2:56

call and SMS. We call that talking

2:58

to people. TTP, SMS is

3:00

text messaging. So you've got cold

3:02

calling text message. You've got hiring

3:04

VAs to do the work for

3:06

you. You've got pay-per-click and pay-per-lead.

3:09

This covers most of,

3:12

if not all, of

3:14

the off-market lead generation

3:16

sources that you can

3:19

consider. All right? And

3:21

we're going to break it down based on,

3:23

okay, well, what happens if your partner is

3:25

in the third time, you have no money

3:27

for marketing and you're brand new? Well,

3:30

if that's the case, then I would

3:32

highly suggest that you stick with direct

3:34

mail. You start building up

3:36

your referrals and I'm going to show you

3:38

exactly how to do all this. I just

3:40

want to kind of set the stage here.

3:43

You either do text message marketing or cold

3:45

calls depending on your budget, but stay away

3:47

by hiring a virtual assistant. Stay

3:49

away from pay-per-click. You're not even

3:51

close to that. Stay away for

3:54

pay-per-lead for these deals. Stay completely

3:56

away from that. All right? And

3:58

this is usually where people... people start. They're starting

4:01

part-time, they have full-time jobs, they got

4:03

full-time responsibilities, they're in school, whatever it

4:05

is. So they've got a very, very,

4:07

very congested schedule. So they've got to

4:10

find the spots in there where they

4:12

can commit to this business. And you

4:14

don't have a huge marketing budget for

4:16

it. That's why you're in this business.

4:19

That's why you see real estate

4:21

as your avenue to, one, replace

4:24

your income, start building the lifestyle

4:26

you want and then start building

4:28

long-term wealth. But when you're new

4:30

and you're competing against five

4:32

other offers, you're going to get beat

4:35

out. You don't have the

4:37

skills yet of effectively communicating with the

4:39

property owner why they should do business

4:41

with you. So don't

4:43

do inbound marketing where people are calling

4:45

you. Don't spend a bunch of money

4:47

in the right side of these columns.

4:50

Don't spend it on hiring people and

4:52

pay-per-click and pay-per-lead and all these other

4:54

things because you're going to be competing

4:56

against a ton of other people. Once

4:59

you have experience, then you can get

5:01

into that. But this is the path.

5:03

Now, let's talk about direct mail. I'm

5:05

not talking about sending out thousands. I'm

5:07

not talking about spending a tremendous amount

5:10

of money on direct mail. What I'm

5:12

talking about is sniper approach direct mail.

5:14

The thousand worst properties

5:17

in your marketplace, 100

5:20

worst properties in your marketplace. You

5:22

can literally today drive around town, get

5:25

all of the properties that are in really

5:27

rough shape. I highly suggest you use the

5:29

Deal Machine app for this. Use the Deal

5:32

Machine app. We've got a coupon code for

5:34

you. Get it at the best price and

5:37

you've got all the information about the property owner

5:39

and everything that's going on there. You

5:42

can literally one-click in that app

5:44

and send them direct mail pieces.

5:46

Now when you send direct mail pieces, make sure

5:48

that you have a different phone

5:51

number on those direct mail pieces

5:53

because when those calls come in,

5:55

you want to recognize that this

5:58

is a potential lead. So

6:00

you can go and you can get

6:02

phone numbers from callrail.com, callrail.com. That's what

6:04

we use. You can use other phone

6:07

numbers for your caller ID on your

6:09

direct mail pieces, but make sure that

6:11

you use a different phone number and

6:13

stay very, very, very lean with your

6:15

budget. Be very, very specific on who

6:18

you are sending mail to. And I'm

6:20

telling you direct mail works better

6:22

in smaller markets. And here's

6:25

something that I want to mention here on this

6:27

whole matrix. If you overlay

6:29

on this whole thing, big market

6:31

versus small market, it gets real interesting,

6:34

real interesting. And I'll give you some

6:36

nuances here in this training, but smaller

6:38

markets specifically with direct mail are absolutely

6:40

fantastic. With the referrals guys, I am

6:42

telling you, this is real estate agents.

6:45

This is people that you know on

6:47

how to add 10 deals from referrals

6:50

this year to your business by going

6:52

into Facebook, requesting a ton of people

6:54

that are in the real estate business

6:56

and posting every single day that I

6:58

buy houses. I buy

7:01

houses. I buy houses every single day. You

7:03

do that. Send me your deals. I buy

7:05

houses, send me your opportunities. You do that

7:07

to enough real estate agents and people in

7:09

the real estate business. I know it's scary.

7:11

I know. Oh my gosh. What are people

7:13

going to think of me? I'm a teacher.

7:15

I'm a karate instructor. I'm a truck driver.

7:17

I'm in the military. I'm an attorney. I'm

7:20

all these things that people want to label

7:22

you as, and then you post every single

7:24

day that I buy houses. And you're like,

7:26

well, what are people going to think? They're

7:28

going to think it's awesome. And if they

7:30

don't unfriend them, that's the best

7:32

thing about social media. You don't have to

7:35

deal with nonsense. You can block out anybody

7:37

that you want and keep all the positivity.

7:40

And I'm telling you, people will respond

7:42

favorably when they understand that you are

7:44

serious. You have conviction that you are

7:46

a real estate entrepreneur. And it might

7:48

feel a little bit like fake it

7:50

till you make it. You might get

7:52

a little bit of imposter syndrome, but

7:54

block all that out. You are powerful.

7:56

You're incredible. And you're going out and

7:58

you are going to change the. landscape

8:00

of your real estate community. I'm telling you,

8:02

you're going to go out and do amazing

8:04

things. So have that confidence. Let me pour

8:07

that into you so that you can go

8:09

out and take massive imperfect action. And then

8:12

when it comes to being really proactive every day,

8:14

who are you going to call? Who are you

8:16

going to call every single day to make

8:19

sure that you're getting the best opportunities, right?

8:21

Who are you going to reach out

8:23

to? Who are you going to text? And

8:26

by the way, guys, when you are cold

8:28

calling and when you're texting, make sure

8:30

that you do a that you scrub your

8:32

list against the DNC, the do not

8:34

call list. I understand it's going to get

8:36

rid of like two thirds of the phone

8:39

numbers. Who cares? Get rid of them,

8:41

get them out of there, focus on the ones that

8:43

you can call. And if you can't, then you go and

8:45

you knock on the doors and you

8:47

go and you be proactive and you go

8:50

and you just try to get ahold of

8:52

that property owner. And the same thing with

8:54

the text message marketing, make sure that you

8:56

are scrubbing it on the DNC list. We

8:58

use launch control through rhinotexting.com. They already do

9:01

it. They keep us super protected by making

9:03

sure that we can't text anybody on the

9:05

DNC list. But if you're part time and

9:07

you have no money and you're new to

9:09

this business, then that's what you have to

9:12

do. And it's pretty much the same if

9:14

you are part time, no money and

9:16

experience. And the reason I say that if

9:19

you drop down one line is because you don't

9:21

have the budget for people to call you. So

9:23

what are you going to do? You got to

9:25

be loud about what you're doing. You

9:28

have to be very, very, very focused

9:30

on who you send direct mail to

9:32

to get some calls coming in. Right?

9:35

And you still got to be proactive. You

9:37

still have to reach out to property owners

9:39

and see if they would consider an offer

9:42

on their property. But if you don't have

9:44

the budgets to hire a

9:46

VA and to do pay-per-click and

9:48

to do pay-per-lead, but you do have

9:50

some experience with sales, you're going to

9:52

go faster. Because the fact is

9:54

you have a skill and that skill is

9:56

effective communication. And when you have skills, you

9:59

have a strong mindset. When you have

10:01

a stronger mindset, there's less barriers for

10:03

you to go out and take action.

10:05

So go bananas. Go

10:08

absolutely bananas on this. Here's

10:10

the perfect part-time schedule and

10:12

part-time means 20 hours

10:15

minimum per week minimum.

10:18

Brent, I don't have 20 hours. Yes you do. I'm

10:20

telling you, you do. You have 168 hours

10:23

a week. We have 168 hours

10:28

a week. Absolutely incredible. So

10:30

even if you sleep full-time, nobody does.

10:32

Even if you work full-time, even if

10:34

you have seven kids, whatever else, you

10:37

can find 20 hours to commit to

10:39

this business. I know you can. I

10:41

have an example of this. Every Wednesday

10:44

is what we call Daddy Bow Night. Bow

10:46

is my seven-year-old. And we go out and

10:48

we get ice cream, right? And we walk

10:50

down to this ice cream shop. It's called

10:52

Scooptopia. It's awesome. It's in Central Phoenix. And

10:55

the owner there, Gina, works full-time. She wakes

10:57

up at five o'clock in the morning. She's

11:00

at her job at a

11:02

chip manufacturing plant, right? A

11:04

microchip manufacturing plant from 6.30

11:07

to like 3.30. And then

11:09

she takes off and then she starts

11:12

her shift as an entrepreneur at Scooptopia

11:14

here that she's working from like 4.30

11:16

till it closes at 8. Every

11:20

single day. She

11:22

has one employee that works part-time

11:25

on the weekends. She's there all the time. I'm like,

11:27

Gina, what are you doing? You're gonna

11:29

get exhausted. She's like, I'm living the American dream. I'm

11:32

a business owner. You know, at some point

11:34

this will, you know, offset. We'll be able

11:36

to, you know, do this full-time. They also

11:38

own a barbecue restaurant that her husband runs.

11:40

And he works full-time. I mean,

11:43

I'm just telling you, you gotta

11:45

have that hustle mindset. You have

11:47

to have that spirit inside that

11:49

says, no matter what, I'm

11:52

gonna change my life by dedicating 20

11:55

hours a week to this business.

11:57

You can do it. I believe in you. I know

12:00

that you can do it. You're incredible. So find

12:02

this time for 15 hours, a lead generation.

12:07

That's when you're actually speaking with

12:09

property owners. That's your highest income

12:11

producing activity that you have. One

12:14

hour of practice and role play.

12:16

You can do this in the mirror or you

12:18

can find somebody incredible and find role play partners

12:20

that are going to be serious with you. One

12:22

hour of lead follow up every week. We got

12:25

to make sure that we're not just hunting, but

12:27

we're also gathering. Once we

12:29

have those leads that we're doing our

12:31

lead follow up, one hour of driving

12:33

for dollars, finding the ugliest properties, the

12:35

need the most significant amount of investment,

12:37

and then two hours for appointments, more

12:40

driving for dollars if you don't have

12:42

appointments, and then more lead follow up

12:44

as you start building up your pipeline

12:46

of leads. I am telling you, you

12:48

are going to build up your pipeline

12:50

of leads. Now, Brent, I'm full time.

12:53

Boom. Perfect. 8.30 to 9. Practice

12:55

and role play every day. Noon to

12:57

12.15 lunch. We don't take

12:59

hour lunches. We don't take two hour lunches.

13:02

We don't do this nonsense. We don't decompress.

13:04

We don't do any of that stuff, right?

13:06

We're having so much fun in this business

13:08

that we want to keep doing this business.

13:11

So from noon to 12.15, you

13:13

got lunch, 12.15 to one. You're doing

13:15

your lead follow up. One o'clock to five

13:18

o'clock. You're doing additional lead follow up, and

13:20

again, driving for dollars, your

13:22

seller appointments, and then you're selling

13:24

your deals. If you're wholesaling,

13:26

you are doing your cash buyer

13:29

negotiations during this time. All right?

13:31

Awesome. So that's the difference between part time

13:34

and full time when we're going through the

13:37

real estate investing lead

13:39

generation blueprints. All right.

13:41

Now, what if we have a little bit of

13:44

a budget? What if we have a budget? What should

13:46

we do here? Well, if you have

13:48

a budget, now it opens it up a

13:50

little bit, right? Now, you're still new. You're

13:53

not to the point where I would suggest that

13:55

you do a pay per click. Not

13:57

yet. You don't have the systems and

14:00

processes in place to

14:02

make sure that you're converting if you're

14:04

brand new. Okay. If you're

14:06

brand new and you're part time, I

14:09

am telling you it is, you're

14:11

going to waste your money because

14:13

you have to respond to pay-per-click

14:15

leads within 60 seconds. Not

14:18

60 minutes, not five minutes,

14:20

60 seconds. And

14:22

this is a metric that we track

14:25

every single week in our scoreboard. Jackie,

14:27

my leads manager is tracking literally when

14:29

that call comes in, how many were

14:31

answered live. I mean, if the calls

14:33

come in from your website, you want

14:36

them answered live, but also we track

14:38

how fast we respond once we get

14:40

a notification from a pay-per-click lead

14:42

and it has to be within one

14:45

minute because they will go to two,

14:47

three other websites. You're probably the third or

14:49

fourth website that they're putting their information

14:52

in, but sometimes you're the first, you

14:54

get them, you start negotiating and you

14:56

start building that relationship early on and

14:58

you typically find better opportunities. All right.

15:01

Can you afford a VA if you

15:03

have money in your part time? Absolutely.

15:06

Absolutely. Now you can get

15:08

somebody that's really, really, really

15:10

great. We use callmotivatedsellers.com. They're

15:13

phenomenal. That's what we use

15:15

and they're the best of the best. There's

15:18

plenty of other VA companies that you can

15:20

go with. But if you're

15:22

looking for Americans calling, again, scrubbing

15:24

against the DNC list and the

15:26

litigator scrub, you're calling, you're staying

15:29

protected, you're staying like you're building

15:31

long-term marketing channels here, then yeah,

15:33

callmotivatedsellers is the best with American

15:35

callers. But if you want somebody from somewhere else, go

15:38

for it. I mean, you could definitely get them for under

15:40

10 bucks an hour. And so if

15:42

that fits into your budget, go for it.

15:44

And then either they're sending text messages or

15:46

they're calling and you're still

15:48

posting every single day. Listen, the direct

15:50

mail and the referrals, that's built into

15:53

all of these plans. I think

15:55

that you should be sending out direct

15:57

mail to very specific driving for dollars

15:59

leads. all the time, all

16:01

the time, every six weeks, they should be

16:04

getting something from you. All right. And you

16:06

can set that up automatically. Again, with deal

16:08

machine or with FlipFinder.ai, your

16:11

AI list there is another unbelievable list

16:13

to be sending your direct mail to.

16:15

You can set it all up in

16:17

there in FlipFinder.ai or deal machine or

16:19

both, just depending on what your

16:22

budget is. Right. And let's talk

16:24

about pay per lead. This is when pay

16:26

per lead starts getting into play here. Pay

16:28

per lead. All right. There's a ton of

16:30

paper leads. We use propertyleads.com. There's

16:32

a ton, right? There's lead Zolo, there's

16:34

speed to lead, there's a ton of

16:37

a need to sell my house fast,

16:39

those guys, all of those. You can

16:41

play around with whoever you want there.

16:44

But we use propertyleads.com and it's a bidding

16:46

system, right? You bid a certain amount per

16:48

lead, when the lead comes in, it has

16:50

to be a verified lead that it's actually

16:52

somebody that's selling. It's not something that's on

16:54

the market. It's not some fake lead. And

16:57

then you pay for that. And it's up

16:59

to you and your skills to be able

17:01

to convert that. All right. And I think

17:03

it's a good opportunity. I think that there's

17:05

some, there's always like weekend sales for some

17:07

of those companies where they sell it for

17:09

super cheap for the ones that are kind

17:11

of like the rougher leads, I would say.

17:14

I've heard of some people converting.

17:16

I haven't, we haven't, but there's

17:18

opportunity there. Right. Now, part-time,

17:20

you've got money and you've got experience.

17:22

All right. If you've got all that,

17:24

then I want you to be doing

17:26

both. You need to be

17:28

getting the most out of the list

17:31

that you're pulling. And that means you

17:33

are doing calls and texts. You've

17:35

got a VA that's doing both of

17:37

those for you. You can get companies

17:39

that do both of those for you.

17:41

You're doing paper leads, you've got your

17:43

referrals going and you've got your direct

17:45

mail. All right. It's all across the

17:48

board. You're doing both there because you've

17:50

got some experience. The more experience

17:52

you have, the more leads that you can take. And

17:54

that's why I say you should open it up to

17:56

both the calling and the texting.

17:59

All right. the calling and the texting,

18:01

just stay away from pay-per-click. You're going to

18:03

see basically stay away from pay-per-click until you

18:05

are full-time, you got money and experience. And

18:08

we'll get into that and that's when it

18:10

really starts opening it up. But it's really,

18:12

really, really awesome. When you get to that

18:14

point, it's levels to the game, right? Don't

18:17

jump to full-time, money,

18:20

and I've got experience. If you're part-time,

18:22

you have no budget and you're new,

18:25

right? But you see this, right? It's

18:27

all over ads and it's like, we're going to send

18:29

you all these deals and we're going to do deals

18:31

with you and we're going to do all these things.

18:34

I have never seen that model work. I

18:36

don't know what is happening out there with

18:38

those models. If it does, put it in

18:40

the comments section. I would love to have

18:43

a conversation with anybody that's built a long-term

18:45

business with people that are done-for-you leads. But

18:47

most of the time, let's be honest, that's

18:49

just the hook to get you in to

18:52

a coaching or mentorship program that you spend

18:54

thousands on. Maybe it works, maybe

18:56

it doesn't. I don't know enough about

18:58

it. But yeah, let's keep moving on

19:00

here. Full-time, no money, and new. So

19:03

you're full-time, you don't have a tremendous amount of

19:05

money. You're making the transition in your business. You

19:08

kind of keep that nest egg for living expenses.

19:10

You've got that 60, 90, 120

19:13

days, maybe six months of expenses, personal expenses

19:15

set to the side, but you're new and

19:18

you're like, you know what, I left

19:20

my job or I got a release

19:23

from my job. I've got some money.

19:25

I'm new. What should I do?

19:27

Direct mail, sniper approach, referrals,

19:30

either calls

19:32

or texts. And that's it. You're

19:35

kind of in the same boat as

19:37

part-time, no money, new. Full-time,

19:40

no money experience. Stay in the

19:42

pocket there, guys. Stay

19:44

in the pocket of doing your

19:46

direct mail, your referral, making sure

19:48

that you're being loud and have a

19:50

bunch of conviction about what you're doing,

19:53

and you're texting or calling. Don't do

19:55

both. Pick one or the other. Pick

19:58

one or the other because if you try to do it, do

20:00

both, neither of them are gonna do well here.

20:03

You just kind of wait for that. You

20:06

don't have enough money to really do

20:08

both marketing channels like somebody that's part-time

20:10

with money or full-time with money, even

20:13

if they're new or experienced. Keep the budget

20:16

tight. If you're living off it and you're

20:18

full-time or you're part-time and you

20:20

have no experience in this, earn

20:23

the conversations and go on

20:26

as many appointments as

20:28

possible. Because

20:30

this is gonna get you the experience level. This

20:32

is gonna get you that experience level and then

20:34

all of a sudden you're gonna go from no

20:36

budget to budget. No money

20:39

to money. That's when

20:41

things start opening up. But I want you

20:43

to earn the income from this business as

20:45

much as possible. Get the

20:47

proof of concept, stay focused, block

20:49

out the shiny objects and just

20:52

go for it. Just pick

20:54

one pass, either calls or

20:56

texts and go for it.

20:59

Either way, full-time or part-time,

21:01

no budget, new and experienced, stay

21:03

in that pocket. Now, let's

21:06

remember this guys. Let's remember real quick.

21:08

I want to add this into this

21:10

training because it's very important. But if

21:12

you have not put together your business

21:14

plan yet, this whole matrix that I'm

21:16

giving you is gonna get crazy. If

21:18

you don't know what your income goals

21:21

are, what you've done in the past

21:23

and where you found your deals or

21:25

maybe you're just getting started and you

21:27

don't have a written business plan that's

21:29

in front of you, all of this

21:31

is just gonna fall away. It's gonna

21:33

disintegrate in your hands. This

21:35

is gonna be the most challenging thing

21:37

you've ever done in your life is

21:39

being an entrepreneur. That's why

21:41

there's the top 1%. That's

21:44

why most businesses fail. That's why most

21:46

people in real estate, 80 to 90% are

21:48

out of it within the first 12 months. One,

21:51

they don't have a plan. Two, they're

21:53

competing, they think that they're competing

21:55

against everybody else and that's nonsense.

21:57

There's 14 million opportunities

22:00

every single year. U.S.

22:03

census says six to 10%. The

22:05

real estate market is in distress at

22:07

all times, depending on what

22:10

area you're at. So you got upwards

22:12

to 14 million opportunities. There's way more

22:14

opportunities than there are us. And

22:17

comparison is the thief of joy,

22:19

but the seed of greatness. But

22:22

you shouldn't be comparing yourself to

22:24

other real estate entrepreneurs. You

22:27

should be comparing yourself to your

22:29

business land. That's it.

22:31

This is it. This is what

22:33

you're comparing yourself to is your

22:35

business plan. So stop being an

22:38

amateur, be a professional, put together

22:40

your business plan, put together your

22:42

marketing plan based on this matrix

22:45

and go bananas. Boom. And

22:47

make sure that you take the skills test, which

22:50

is number seven here and be honest. What do

22:52

you rate yourself on the 10

22:54

skills that you need to be an

22:56

effective real estate entrepreneur and

22:58

then you know what you need to work on. And

23:01

if you've never done a deal before and you've

23:03

never done any of this, start with the one

23:05

gives you so much more runway to grow,

23:08

but growing hurts. Yes,

23:11

it does, but it makes you stronger.

23:13

Right. I watched this Alex or

23:16

Mosey little clip and I think he's just

23:18

phenomenal. I mean, he's really deep. He's like

23:20

a modern day philosopher. And he's like, if

23:22

you wanted to build somebody that was really

23:24

versatile, what would you do? You'd

23:26

put them into a bunch of situations that they're

23:28

uncomfortable with and have them, you know, get better

23:30

and better and better. If you want to make

23:32

somebody strong, what would you do? Well,

23:34

you'd have to give them a lot of stress and

23:36

that stress would build them up and they'd be able

23:38

to deal with it. If you, if you want to

23:41

make somebody patient, what would you do? Well, you wouldn't

23:43

give them things right away. I thought

23:45

that that was really cool. I thought that that

23:47

was really, really, really cool. And I think about that because

23:49

I struggle with that at times. I do. I

23:51

want it now. I want it right now.

23:54

It's like that. I don't know if it's a type

23:56

personality. I don't think I am. I'm thinking, I'm

23:58

thinking more of an expressive. type of personality, but

24:00

it's like a driver. It's like, you know,

24:02

why aren't we doing this right now? Why

24:05

isn't this happening for me right now? Because

24:07

the journey, man, the path, the things

24:09

that you have to overcome to be

24:11

a successful entrepreneur

24:15

is a challenge like nothing else, mentally,

24:19

sometimes physically, certainly

24:21

emotionally. But if you have a plan

24:24

and you follow this path, then at least

24:26

you have, you know, some

24:28

guardrails up, at least you're not just all willy

24:30

nilly, just trying to figure this all out on

24:33

your own. And so use these

24:35

tools that I'm giving you guys, use

24:37

these tools, the business plan, use these

24:39

tools for the marketing. And remember that

24:41

real estate breaks down into three parts. Lead

24:44

generation, conversion of those leads and

24:46

exit strategy. That's all real estate

24:48

investing. How are you going to

24:50

find the deals? Are you

24:52

going to get referrals? Are you going to send

24:54

out marketing? Are you going to prospect? That's

24:57

it. Conversion. You got to

24:59

pre-qualify, you got to do your lead follow

25:01

up and you got to do your offer

25:03

presentation, exit strategy. Are you going to wholesale

25:05

it? Are you going to buy

25:07

it and then sell it, flip it, flip it? Or

25:10

are you going to buy it and hold it? You're going to put it in your

25:12

portfolio. That's it. That's all

25:14

the strategy. Now there's certain strategies for,

25:17

you know, creative finance and putting properties

25:19

into your portfolio and different ways to

25:21

build up your wholesale business and your

25:23

cash buyers and all that. But none

25:26

of that matters unless

25:28

you have great opportunities and

25:30

like the number one rule in real estate,

25:32

beside, well, I say number two rule. Number

25:34

one rule is location, location, location for sure.

25:36

Number two is you make money when you

25:39

buy. You make money when

25:41

you buy the property. So you need to

25:43

find really incredible deals. And

25:45

that's why lead generation typically is

25:47

the biggest struggling point when we're

25:50

getting into this business, even when

25:52

we're growing and scaling the business.

25:54

Where do we put our resources?

25:57

Where do we put our personnel? Where do we put

25:59

our budget? Where do we put our

26:01

operation? How do we make sure that

26:03

it's all working in alignment and working

26:06

really fast? Yeah, it's

26:09

This business is awesome. This business is absolutely awesome, but

26:11

you have to have a plan You

26:14

have to have a plan or just goes crazy. That's the clue

26:16

that keeps all these three

26:18

processes together It's

26:20

what your plan is and that's your business plan so make sure

26:22

you guys will put the Link

26:24

in the comment section or the show notes one of the

26:27

two both what we're gonna put it in both Matt says

26:29

and Make sure that you

26:31

take advantage of that if you haven't all ready

26:34

Alright now let's go through the

26:36

last ones full-time. You got money,

26:38

baby You've got a budget for

26:40

this, but you're new. Alright stay

26:42

away from pay-per-click. You're gonna get

26:45

destroyed You're going to get destroyed.

26:47

I can't tell you how many

26:49

very successful successful entrepreneurs in other

26:51

areas or just highly paid professionals

26:53

people that were CEOs people that

26:55

were doctors or attorneys Want

26:58

to jump right into pay-per-click and I get it

27:00

because all roads lead to pay-per-click because at some

27:02

point you're gonna be this bottom One right

27:04

you got a full-time business You've

27:06

got a budget and you got experience at some

27:09

point you're gonna you're gonna filter down Down

27:12

there right I hope sooner

27:14

than later and that's that's my

27:16

whole goal with this training right here full-time

27:19

money And new

27:21

stay away from pay-per-click because you're just gonna get

27:23

beat by the people that have experience and know

27:25

how to you know They got all the systems

27:27

in place to get on that appointment They

27:30

know how to do the appointment intake. They

27:32

know how to go and pre-qualify They

27:35

understand the comparables. They understand the different

27:37

exit strategies to understand all of that

27:39

stuff and pay-per-click is in

27:42

most major markets 10,000

27:45

minimum spend to Google and 3

27:48

to 4 thousand depends on who you're using for

27:51

your agency That's gonna run that and

27:53

I would highly suggest somebody run that

27:56

I brought a guy in from Google

27:58

and he's running it everything for us

28:01

and the Rhino Tribe. 10,000

28:03

minimum in major markets and like 5,000 minimum in

28:06

smaller markets, but it should probably be 10. I

28:09

mean, that's how you really start building momentum. But I

28:11

don't want people spending a ton of money and they

28:13

don't have the experience on being able to close them.

28:16

Cause it will suck you dry. It'll take all

28:18

the profits that you've made from this business, from

28:20

being a real estate entrepreneur and you're just giving

28:22

it back to the market, baby. Time

28:25

and time again, people are just like, oh

28:27

yeah, I gave it back. I gave it

28:29

back to hiring too fast. I gave it

28:31

back to putting too much into different marketing

28:33

channels I wasn't ready for. So if you're

28:35

new and you've got your full time and

28:37

you've got money and you're rocking and rolling,

28:39

do everything except for pay per click. Okay,

28:43

now there might be questions on,

28:45

well, what about getting deals off the MLS?

28:47

Totally understand. I think that that kind of

28:49

falls into referral, but I left it off

28:51

of this because in my

28:53

opinion, getting deals off of

28:56

the MLS is very market

28:58

dependent. If it is a

29:00

seller market to build a

29:02

business long-term off of

29:04

getting deals off of the MLS, unless

29:06

you have a very tightened

29:09

creative finance approach to

29:12

be able to grab the properties that

29:14

aren't selling cause the prices are too

29:16

high, but you find that the property

29:18

owner will work with you in some

29:21

creative sense, I get that. But

29:23

in a really good, in a hot

29:26

market where the inventory is low, MLS

29:28

deals are, they just get bit, everybody

29:30

sees them. Everybody sees them. So

29:32

you're not getting the best deals you can. I

29:35

mean, it's case by case, I don't wanna

29:37

say that, but for the most part, I

29:39

want you to build a long lasting business

29:42

that doesn't rely on getting deals off of

29:44

the MLS cause that is the number one

29:46

house of cards that I've seen year after

29:48

year after year, people going after and selling

29:51

to hedge funds, people going after, building their

29:53

portfolio with some of these deals, people going

29:55

after, the properties on the market and getting

29:57

it low and wholesaling it.

29:59

and then all of a sudden they can't

30:01

do it anymore. The MLS doesn't have anything,

30:04

it's too congested. Everybody's trying to offer on

30:06

those properties and you can't grow. With

30:08

this, you can grow. I am telling

30:11

you, this is the path that's the best

30:13

of the best of the best of the

30:15

best follow. So at the bottom, full-time money

30:17

experience, some direct mail, answer

30:20

those calls live. Answer those

30:22

calls live when people call you from direct mail,

30:24

answer those calls live and you can play around

30:26

if you have a big enough team and

30:29

a nice sweet budget, you can

30:31

start sending out some significantly more

30:34

direct mail, right? You're already

30:36

building referral base because you and everybody

30:38

in your staff is posting that you

30:40

buy houses all the time. You could

30:42

slap a sticker, wrap your car, that

30:45

you buy houses. You could get billboard,

30:47

you could do all sorts of different

30:49

things, right? You're doing the calling, you're

30:51

doing the texting. You've got VAs doing

30:53

all that for you. So that's all

30:55

taken care of. You have scrubbed against

30:57

the DNC and the litigator lists but

31:00

you're still finding great opportunities on there.

31:02

You're doing pay-per-click, you're doing pay-per-lead. Now

31:04

you've got it all. Now you've got

31:06

all these different marketing channels. The interesting

31:08

thing about that, once you build it

31:11

to this point, whoa, once you're at

31:13

that performance plus, if you look at

31:15

the little, little brainstorm there

31:17

and I'll go through that in just a second,

31:19

but you've got all these different marketing channels. One

31:21

marketing channel is gonna go bananas one month. Then

31:24

all of a sudden, for some reason, this

31:26

one's gonna go crazy. And then that one,

31:28

and then all of a sudden, one month,

31:31

they're all going bananas and you end up

31:33

having a really, really, really, really solid month.

31:35

And so that's where I'm at in my

31:37

business. We're having the best start of our year

31:39

that we've ever had. We've got

31:42

the systems dialed in. We've got the

31:44

A, A, A plus, plus, plus people

31:46

on the team on every single seat

31:49

on the bus, so to speak. I

31:51

don't know why that's the thing, seat on the bus. It makes

31:53

sense though. I don't know why. When I think of that, I'm

31:55

like, yeah, you know, he's on this scene, she's

31:57

on this scene, this and this. I don't know why, but.

32:00

It's a good analogy. And we've got all

32:02

the rows, rock and rolling. That's

32:04

the blueprints. This is what we do. And this

32:06

is, it's a plug and it's not a plug.

32:08

This is what we do when people join our

32:10

coaching program is, I go

32:12

through it because I've diagnosed, you know, 3000

32:14

of these. I know

32:16

where to put people and the right practices

32:19

and the right tools and the right systems

32:21

to put in place. And then you layer

32:23

on top of that accountability of did you

32:25

actually do what you're supposed to and support

32:28

from 40 hours of support calls

32:30

a week and you just can't

32:32

lose. That's why the Rhino Tribe is

32:34

the best of the best. But you

32:36

can certainly take this. You can YouTube,

32:38

university, do all that stuff, do your

32:40

thing, rock and roll. But if you

32:42

want to join the best of the

32:44

best, wholesalinginc.com, check us out. Love

32:46

to have a conversation with you. But

32:48

that's it guys. That is the

32:51

breakdown of the real

32:53

estate investing lead generation blueprints. I

32:55

am telling you, follow this path.

32:58

First put together your business plan,

33:00

then put together your marketing plan

33:03

and then take massive imperfect action

33:05

and work your way down to

33:08

the bottom of these blueprints. And

33:10

I am telling you that is going to

33:13

be the key to success. You stay focused

33:15

on that. You stay diligent on

33:17

it. You don't spend money frivolously. You

33:19

don't get that big check in and then

33:21

all of a sudden you're spending it on

33:23

all these other things that are going to

33:25

just take all your money. Oh, well, I

33:27

want to work on the business, not in

33:29

the business. Not yet. Not

33:32

yet. Earn that right. Earn

33:34

that right. It takes a while. It takes a

33:36

long time to do that. It

33:38

takes a long time to have enough success

33:42

to be a magnet for successful

33:44

people to join you. Because

33:47

what happens is you get to

33:49

success, you have some success, and

33:52

then you have other people that aren't successful

33:54

that want to be around you and then

33:56

you hire them. They're the wrong fit. It

33:58

stunts your growth. go, you take two

34:01

steps forward, three steps back, all of a

34:03

sudden you have to lay everybody off and

34:05

you're starting at a place that you don't

34:07

want to be at. You start

34:09

backwards. And so don't do that.

34:11

I don't know if I explained that right, but that happens.

34:13

That's exactly what happens. But when you have

34:16

enough track road of success and

34:18

you can show people that you have built

34:20

something special, you built a machine, that if

34:22

they come into this machine, the machine's going

34:25

to be even better, absolutely

34:27

even better, and they'll be able

34:29

to maximize their potential of earnings.

34:32

That's when you get the best people

34:35

to work with you, never for you.

34:38

Working for somebody is a option.

34:41

It's a choice. People don't

34:43

have to work. People don't have

34:45

to certainly work for you. So

34:48

they never work for you. They work with

34:50

you. And if you

34:52

have the plan in place and the business

34:54

plan and the success record, boom, that's

34:57

when you get to incredible profitability.

35:00

And that's when you can work on the

35:02

business, not in the business. So

35:04

earn that right. I love you. I hope

35:06

you got a lot out of this. Thank you for joining us,

35:08

guys. We love you. Keep your house

35:10

clean, protect your health and increase your value

35:12

to the world. You live an incredible life.

35:14

I'll see you next week. That's

35:17

all for this episode. Your next step

35:20

to success is to continue the conversation

35:22

over at wholesalingace.com. By

35:24

joining the mailing list, I always get your

35:26

chance to book a strategy session to learn

35:28

the system and become part of the tribe

35:30

and work personally with one of our amazing

35:33

coaches. We'll see you next episode

35:35

with more ways to make you a fortune

35:37

in wholesaling.