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ImportanceofFollowUp-PlusSomeRolePlaysHostedby:JoeMcCall

Guest:GavinTimms

Joe: Welcome.ThisisTheRealEstateInvestingMasteryPodcast.

Joe: Hey,RealEstateInvestingMasterynation.What'sgoingon?Howareyou?Igotanexcitingepisodeforyoutoday.Ijustcompletedafiveleadsinfivedayschallengeandtheresultshavebeenreallyamazing.It'sjustfunseeingpeoplegetexcitedaboutsendingmarketingandgettingsomeleadsandit'sreallycool.It'salotoffun.Wedothisonceinawhile.Wejustendedit,itwasfivedaysandeverymorningwereleasedanewvideointheFacebookgroupandshowedpeoplesomereallycoolmarketingtechniqueandastrategy.

Joe: Sowhatwedidonthefinaldayiswetalkedaboutfollowup.Wetalkedaboutfollowingupwiththeleadsthatthesefolkshadalreadyreceivedandfollowingupwithmaybeevenotherwholesalersoldleads.Thisisoneofthemostimportanttopicsthatyoucould,wecouldtalkaboutandyouneedtopayattentionandlistentothisbecausefollowupisking.

Joe: Mostofyourdealsaregoingtocomefromthefollowup.Thedealsthatwe'redoingrightnow,probably80%ofthemcomefromfollowup.NotProbably,Icantellyouforafact,atleast80%ofthemcomefromfollowup.Theycomeafteroneortwo,maybethreemonthsoffollowup.Theycomeafterfive,six,seventouches.Sofollowupisimportant.Andmostwholesalers,nineoutof10,I'mjustguessingonthatone,donotdoanyfollowupatall.

Joe: Soifyouwanttodomoredeals,Idon'tknow,maybefollowupwithyouroldleadsandifyoudon'thaveanyoldleads,wellthenfindsomebodywhodoesandfollowupontheirleadsforthem.Splitthedeals,right.SothiswasareallygoodvideothatIdid.Youknow,youmightbelisteningtotheaudioofthis,buttheaudioisthemostimportantthing.

Joe: Payattentiontothisokay.Andthere'safewrole-playsacoupleofroleplaysthatGavinandIdidwhereIpretendedtobethesellerortheinvestorandhepretendedtobethebuyerortheseller,whatever.AndIthinkthere'llbereallyhelpfulforyouinmanywayshaving,inmycoursesandstuffIhavesomelivesellercalls,butin

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manywaystheroleplaysareharderandthey'remoreeducationalbecausethat'sjustkindofthewayitis.Butanyway,enjoythischeckitoutandIthinkyou'regoingtogetalotoutofit.One,letmejustputinaplughererealquick.Ournextworkshopiscomingupinafewweeks.Wedohavetheseprivateimplementationworkshopswithclientsandtherearealotoffunwegetalotdone.Werollupoursleeves,weactuallyjustimplementthestuffwithyouinasmallroom,10-15people.

Joe: Soifyou'relookingto,ifyouwantsomemoreinformationaboutthat,we'relookingto,thereasonwhywedothisisbecausewe'rewantingtogrowandexpandanddomoredealsinnewmarkets.Soifyou'reinterestedinthenextonethatwe'redoingandyouwanttoworkwithusoneononeasprivateclients,thengotothiswebsite,CoachJoe.netCoachJoe.net.There'salittlevideotherethattellsyoualittlebitmoreaboutwhatwe'redoing.There'salsoa,underneaththevideoisawrittendescriptionoflikewhatwewillbedoingforyou,whatyou'llbedoingforyouitexplains,andifyou'reinterested,there'sabuttonthere.Tellusalittlebitaboutyourselfandwe'llgetonthephoneandseeifweareagoodfit.Allright,CoachJoe.netenjoythislittleepisodehereabouttheimportanceoffollowupandpayattentiontotheroleplaybecauseIthinkyou'regoingtolikeitalot.Allright.Seeyouguys.

Joe: Allrightguys,howyoudoing?JoeMcCallhereandI'mwithGavinTimms.

Gavin: GuyshowarewedoingJoe,areyougood?

Joe: Hey,thisisexciting.Today'sdayfivedayfiveofthisawesomechallengeandI'mhopingthatyouguysareexcitedasweareabouteverythingthat'sgoingonherebecausetoday'sthemoneyday,today'sthemoneyday.Whyisthat?Becausewe'regoingtotalkaboutfollowupandhere'sthecoolthingIknowaboutthisbusiness.ThemoreleadsIhave,morefollowupIgettodoandmost80%-90%ofmydealscomefromthefollowup,right?Sothemoreno'syouget,nowthat'sgood.That'sagoodthingbecausethatmeansyou'rejustthatmuchclosertoayes.Themoreno'syouget,themoreleadsyougettofollowupwith,right?Soit'simportantasyou'regoingthroughandyou'rescrapingphonenumbersfromCraigslistandZillowandyou'resendinglettersandyourtalktalkingtopropertymanagersandrealtors,you'rekeepingallofthatinformationinyourRolodexsothatyoucanfollowupwiththemlater.

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Joe: IhavealittlestorytotellhereandthenGavin'sgotastorytotell,butlikeIknowaguywhoisawholesaler,buthe'skindofalazywholesalerandI'mnottalkingaboutme.He'skindofalazyguylike,andhejust,whenhewantssomemoney,he'llgooutthereandhustlereallyhardandthengobackintohismancaveafterhe'smadesomemoneyandthenreemergeeverycouplethreemonthstodosomedealsalright.Sowhathedoesthough,he'sisareallygoodRolodex,couplehundredactivewholesalers,investorsandpropertymanagersandrealtorsandallthat,right?Youknowwhathedoes?It'sreallysimple.Everycoupleofmonthshecomesoutofhismancaveislike,oh,Ineedsomemoneyandhe'salittlestressed,right?Hejustgetsonthephoneandhecallseverybodyonthatlistandyouaskthemtwoquestions.Youwanttoknowwhatitis?

Joe: Numberone,hey,I'mlookingfordeals.I'mlookingtobuyanydeals.Doyouhaveanydealstosell?Andthenquestionnumbertwois,doyouhaveany,areyoulookingtobuyanydeals?Rememberone,doyouhaveanydealstosellornot?Andthennumbertwo,doyouhaveanydealsthatyou'relookingtobuy?Areyoulooking,areyouinthemarket?Areyoulookingtobuysomedeals?Andguesswhathappenseverysingletimehegoesthroughthatlistofacouplehundred,sometimeshedoesn'tevenfinishit,buteverytimehegoestothatlist,he'sgoingtofindsomebodythathasadealtheywanttosellandsomebodyelsethathasadealtheywanttobuy,heputsthemtogetherandhewholesalesadeal.

Joe: He'llbuyonefromthisguyandsellittothatgut,ithappenseverytimeandhere'smypoint.Themoneyisoninthephone,themoney'sinthephone.It'sinthefollowup,right?Youcangooutthereandstartfollowingupwitholdleads.We'regoingtobetalkingaboutthatinthemindmapassoonaswejumpin,youcangooutthereandnetworkwithotherwholesalerstogettheiroldleads.Themoneyisinthefollowup.Iwantto,Iwanttostampthatonmy,Ihaveapostednotehere.Iwasthinkingofsomecreative,funnywaytolike,youknow,butIdon'thavetimetodothat.Butgetputitonapostednote,followupandlikestickitonyourheadandputitrightthereonyourlap,onyourmonitor,whatever.Gavin,whenyougotstarted,youdidn'thaveanymoneyformarketing,whatdidyoudotostartdoingdeals?

Gavin: SowhenIwentanddecidedtonetworkandIwentuptoameetupgroupthefirsttimeI'deverbeentoone.Iwasalllikedressedup,thoughtitwasallfancyI'marealestateinvestor.StoodoutifIdon'tstandoutyouknowformyaccent,Irarely

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stoodout.Everyone's,youknow,inPhoenixit'shoteveryone'sinshortsandt-shirts.Andthere'smelikewithashirtandalltherestofit.

Gavin: So,butanyway,wewentaroundtheroomandeveryoneintroducedyourselfandwhatthey'relookingforandthatwasmyopportunitytostandupandsay,look,Ineedleads.IcancloseonthephoneIjustneedsomeleads.Let'spartneronsomedeals,kindofsatbackdown,startedthenaladylockedeyesandsay,look,canwe,canwetalk?Yeah,noproblem.Spoketoheraftertheeventwemetforcoffeethenextmorning,shebroughtaspreadsheetof60deadleads,dead.ThenameslisteddeadleadsfromthreemonthsagoinaGooglesheet.AndIcouldseefromthreemonthsofthemarketingthegunoutofthecallsthatcomeintheselikeleadsaredeadbutifyouwanttogothrough,youknow,theremightbesomethinginthere,butyouknow,theprobablyisn't.AndsoIsaid,okay,noproblem.SoallIdidwasIstartedtocallthemandIcalledabout,Igotabout40andthen60,onthephoneandwe'vegottwodealsfromitokay.Becausethesituationhadchanged.Sowhenwesithereandsayfollowup,it'sveryfrustratingasyouknow,ascoaches,mentors,whateveryouwanttosay,thatyouknow,thatweare,becausewesayfollowupandnoonedoesit.

Gavin: Buteveryoneinthisbusinessthatmakesmoney,notonepersonyouknow,inrealestatedoingfiveplusdealsamonth,Iwillsaythattheyallcamethismonthbecausetheyarelyingtoyouorthey'respending$30,000amonthondirectmailorsomethingorcrazyamountsofmoneyandtheyshouldbedoing,ifthey'reonlydoingfivefromthismonth,theyshouldbedoing15thatmonthfromfollowupokay.Soit'sreallyimportantthatyoudoitandthere'snoexcuse.Everysingleoneofthemstartswithano.Eveninourbusinessrightnow,thelast58dealswe'vedone,fourcamestraightaway,54dealscamefromfollowupoffiveorfivetosixtouchesonaverage.Soimportant,andwewilltalkaboutthisandnoonedoesit,butIguaranteeifyoudoitfromamonthfromnow,alltheseleadsfromthisweek,eventhisweekfollowingupinamonth'stimefollowingup,youwilldoadealeventually.

Joe: Followupisimportant.Imeanweshouldjust,wecouldjustendthisrightnow.Okaywe'redonegodoit.No,butwe'llteachyoualittlebitmore.You'resolet'sjumpintothemindmap.IlovehearingGavin'sstorybecause...

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Gavin: Whatmadeitforme,that'showpassionateIamaboutitbecausethat'swhatmademegetintoitanditworks.IfIdon'tdoit,I'mprobablyjust,Idon'tknowwhatI'dbedoing.

Joe: Yup.Sothemoneyisinthefollowup.Letmemovemycameraaroundhereokay.Soyouseemymindmapnow,don'tforgettoday2:00PMEasternisourspecialimplementationcoachingcall.Andthey'lltellyoualittlebitaboutwhatwe'regoingtocoverintheresoyoucancheckitout.Sotodayday2:00PMtoday'sFriday,we'regoingtobegivingyouaspecialcasestudyofdealsthatwe'redoingrightnowandhowwegotthedealsalright.We'regoingtohelpyou.Like,youknow,nowthatyou'rethinkingIgotalltheseleads,whatdoIdowiththem?We'regoingtobetalkingaboutsimplewaystotalktosellers,howtomakefast,simpleoffers.We'regoingtobetalkingaboutsystemthatautomation,howyoucanstartthinkingbiggerandgetthisdoneforyouinspiteofyou.

Joe: We'regoingtotalkalittlebitabouthowyoucanfind,hire,andtrainyourownvirtualassistancetodoitallforyou.Andwe'regoingtosharewithyouhowtogetREISimplebecauseREISimpleislikethebiggestpieceofthepuzzle.Ifyou'vegotagoodsystemandadatabasethatcanmanageyourleadsandhandleyourmarketinganddoyourfollowupforyou,nothingfallsthroughthecrackseverysellergetsfollowedupwith.Andsowe'regoingtobetalkingaboutreallythemostofthetimeonthisissomenewamazingmarketingtacticsandstrategiesthatwe'redoingrightnowthat'sworkedbetterthananythingwehaveeverdonebefore.I'vebeendoingdealssince2008crazy11yearsnow.AndI'veneverseenanythinglikethis.Youknow,thestuffthatweteachstillworks.We'restilldoingthat.

Joe: We'redoingsomenewthings,specificallywithcoldcalling.Wherewe'renotdoinganyofthecoldcalling.We'reworkingwithVA'sthatdoitforus,blowsawayanythingthatwe'veeverlookedatbefore.Andwe'restartingtodosomenewthingsnowwithtexting,goingaboveandbeyondwhatwe'vetaughtyouinthischallenge.We'realsogoingtospendsometimeansweringallofyourquestions,somakesureyougetonthiswebinarcoachingcalltodayat2:00PM,it'sreallyimportant.Alright,sotodaywe'regoingtobetalkingaboutfollowup,that'sthemainthinghere,excuseme.Howmanyleadsdoyouhaverightnow?Iwanttojustencourageyouguys,letusknowhowit'sgoingforyou.CommentintheFacebookgrouptelluswhat'sgoingon.Don'tbeatyourselfupifyou'venotdoneallthemarketingyoushouldbedoingyet,butdon'tgiveyourselfexcuseseither.

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Joe: Youcanstill,youstillhavetimetomakeupthe10lettersthatyoushouldhavesent,thetextsandtheemailsthatyoushouldhavesaid,youcanstilldothat.Iknowsomeguysonthelastchallengethatwedid,theyjustgotitalldonelikethelastday,butevenifyoujustdohalfofwhatyouweresupposedtodo,that'sawesome.That'squitetheaccomplishmentalright,sodon'tbeatyourselfup.We'renotheretojudgeyouandcondemnyou,butlike,let'salsochallengeyoutolikepickitup,okay,let'sgolet'sdoit.Evenifit'slike,asyou'rewatchingthis,evenifit'sovertheweekend,allright,stilldoitit'snottoolate.It'snottoolate.Sotakewhat,takewhatwe'vetaughtyoudomoreofit.Youknow,weonlysaid,wesaidonlysent10letters.

Joe: Alotofyouguysinthecommentssaid,Isent20lettersthat'sawesome.Sotakewhatwe'vetaughtyouanddomore.Andtheneventuallystartthinkingbigger.Startthinking,howcanIgetsomeoneelsetodoallofthismarketingformeinspiteofme?Youknow,youcouldtakerightnowthesevideosandgivethemtoavirtualassistantandhavetheVAstartdoingthatforyou.Nowonemorethingtothat,we'regoingtopostthislater.Yeah,wewanttohearfromyou,there'sasurveylinkandI'llpostthislinkintheFacebookgroupagain,butwewanttoknowhowthischallengewentforyouandwewouldreallyappreciatethefeedback.Youknow,howmuchmarketingdidyoudo?Thisisallanonymous.We'renotgoingtopost,we'renotaskingforyournameanywhereonhere.Thisisallanonymous.

Joe: Wewanttoknowwhatyouthoughtaboutthechallenge.Howmanyleadsdidyouget?Whatdidyoulike,whatdidyounotlikea,whatwouldyourecommenddoingdifferentlynexttime?Whatwasyourfavoritetypeofmarketingandwhatweresomeofthebiggestchallengesthatyoufoundgoingthroughthisandwhatdoyouneedsomehelpwith?Sowe'dreallyappreciateyour,yourfeedbackwiththischallengeletusknowandthelinkforthatishereinthemindmap.I'llalsoincludethatlinkintheFacebookannouncementsokay.Now,alright,sendusavideoletusknowsendusavideotestimonialletusknowintheFacebookgrouphowitwentandweappreciateit.Today'sthemoneyday,it'sallaboutthefollowup.

Gavin: Onemorething,ifwegetvideotestimonialsguys,anyonethatdoesavideotestimonial,I'llgetonanddoaonetoonecallwithyouokay.Becausereallyappreciateit.Iknowit'suncomfortabletodo,butifyoucomeoutofyourcomfortzone,Iamwillingtodoaonetoonecallnowyouwillbescheduledoutforthe

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monthorsomething.I'mnotsayingIcandoitnextweek,butIwilldefinitelydoaonetoonecallwithyou.

Joe: Ilovethat,thanksGavin.Okay,sowhenwe'redonehere,willyouputthat,postthatasanindividualpostandmarkasanannouncement?It'sreallygood.Allright,sothisisrealsimple.Nothingfancyhere,thisisit.Thisiswherethemoneyhitstheroad.Call10peoplewhodidn'trespondtoyourtextsoremailsalright.Youshouldhavesenta10textstoCraigslist,10textstoZillowandyousent10emailstorealtors.Youprobablyhave10intherewhodidn'trespond.Thosearesomeofthebestleads.Don'tthinkofthoseleadsasdead.Callthemuppickupthephone.Nowyouhaveanexcusetocallthem,right?Youcansay,Hey,Isentyouatexttheotherday.Didyougetitright?Sojustpickupthephoneandcallthem.

Joe: Here'sthecrazythingtoo.Iwanttostretchyourthinkinghere.Don'tthinkyouhavetoknowabunchofinformationabouttheirhousebeforeyoucallthem.Infact,I'dencourageyoutonottoevenlookattheirhouse,andcallthemanyway.Becausenowyouhaveabunchofquestionsyoucanaskthem,right?Likeforexample,let'sdoalittleroleplayhere,Gavin.Isthatallright?Yeah,I'llbetheinvestor.Ring,ring.

Gavin: Hello.

Joe: HeyGavin,thisisJoe.Youprobablydon'tremember,butIsentyouatexttheotherdayaboutyourhouseat123MainStreet.Howyoudoing?

Gavin: Yeah.GoodJoe.Yeah,IdorememberIthink.Yeah.

Joe: OhGod.ItsoundslikeIcaughtinthemiddleofsomethingthough.Isthisabadtime?

Gavin: I'vegotafewminutes,nowisgood.

Joe: Wellcool.Youknowlisten,I'msorryI'vebeentextingandcallingabunchofpeople.Idon'tremembereverythingaboutyourhouse,yourpropertyIknowitmusthavebeenanicehouseifIwould'vesentyouatext.Isitstillavailable?

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Gavin: Yeah.Yesit'sstillavailable.It'sabeautifulhouse.Yeahyourtalkingabouttheoneon123MainStreet,right?

Joe: Yeah,Ithink,Iknow,I'msorry,I'malittleembarrassedIdon'tremembertheexacthouse,butlikecanyoutellmealittlebitaboutit?

Gavin: Yeah.Imean,it'singreatshape.Youknow,I'vegotthepicturesonZillow,theiruptodate,wetookthemprobablyaboutfourweeksago.

Joe: Oh,great.What'stheaddress?I'llwritethatdownandlookituprightnow.

Gavin: Yeah,it's123MainStreetSavannah.

Joe: Nice.Okay.

Gavin: Andyeah,it'sathreetwo,youknow,wehaditasarental.Weput,weputabitofworkintoitandwejustwanttogetridofit.

Joe: Oh,soyou'relistingit,itwasforsalebyowner,right?

Gavin: Yes,that'sright.

Joe: Okay.Iremembernow.Andthenwhatwasyouraskingpriceagain?

Gavin: $200,000.

Joe: $200,000.Okay.Andso,youknow,I'maninvestorinaSt.Louis.Iknowyou're,you'refaraway,soI'malittlefamiliarwiththeneighborhood.Isitanicearea?

Gavin: Ohyeah.Greatarea,greatschooldistrictsprobablythebestinSavannahactually.YeahsoIthinkit'sgoingtosellhere.

Joe: Okay,good,good.Youknow,whatkindofshapeisitin?Isitingoodshape?

Gavin: Yeah,it'singoodshape.Wejustdidsomepaintandcarpetandeverythingelseisgood.Wedidanewroofaboutfiveyearsago,soyeah,it'singreatcondition.

Joe: Goodschools?

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Gavin: Yeahhadgreat,greatschooldistrict,thebestinSavannah.

Joe: Cool.Soisitaranchortwostoryorhowmanybedroomsandbathsagain?

Gavin: It'sathreetwoandit'stwostory.

Joe: Okay.Andsoyou're,you'resellingfor$200,000,right?

Gavin: Yeah.

Joe: Isthatagoodpriceforthiscrazymarket?

Gavin: Yeah,Ithinkhe'sagreatprice.Youknow,I'veseenonedownthestreet,soldfor$200,000abouttwoweeksago.

Joe: Okay.Soisthatanicehousetoo?

Gavin: Ithink.Yeah.ImeanI'mnotbeinginit,butIjustseenthatitsold.Iguesstheygot$200,000.

Joe: Soyouwererentingitbefore,right?

Gavin: Yeah.Yeah.

Joe: Whatifyoudon'tmindmeasking,whathappenedtothattenant?Wereyougettinggoodcashflowinit?

Gavin: Yeah,itwasgood,butImeanwe'vehaditfor10years,justkindofjustoverit,youknow,wewanttostarttravelingalittlebit.Idon'twanttodealwiththehassleanymore.Sowejustthought,youknow,nowthemarket'shotwejustthoughtwe'dsellit.

Joe: Yeah.Okay.Werethetenantslikehardtenants?Isithardtofindgoodtenantsthere?

Gavin: Imean,yeah,itis.It'salwayshardtofindatenantandyouknowwhatit'slikenoone'spayingontime,youknow,you'realwaysaroundtryingtofixlittlethingsandjustkindofoverit.Itwasn'tamassivehasslejustrathergetridofit.

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Joe: Yeah.I'vegotsomerentalpropertiesmyselfanditisstressfulsometimesisn'tit?Ifyou'renotmanagingitrightoryougottenantsthatdon'tcareaboutthehouselikeyoudo.

Gavin: Yeah.

Joe: Sowhatwereyougettinginrent?Whatwasthemonthlyrentyouweregetting?

Gavin: Weweregetting$1,500amonth.

Joe: $1,500amonth.That'sprettygood.Isthat,isthatagoodrentforthearea?

Gavin: Yeah,Ithink,Imean,IthinkwecouldgotalittlemoreifI'mhonest,butyouknow,wekindofjustkeptitsoitalwaysrentedrealquick.Sowemighthavegot$1,600,butwejustkeptitat$1,500.

Joe: Soit'snoneofmybusinessmaybe.Butlikewhy,whyevensellit?Whydon'tyoujustcontinuerentingit?$1,500-$1,600amonthisagoodrent.

Gavin: YeahitisbutlikeIsaid,we'rejust,wewanttotravelmoreandyouknow,wewanttobe,we'regoingtobeoutintheareaalittlemore.Ijustdon'twanttodealwithit.

Joe: Yeah,Igetit.Alright,soyouhaveitlistedforsale.Haveyouthoughtaboutjustlisting,I'mnotarealtor,bytheway,I'mjustaninvestor.Youhaveitforsalebyowner.Whydon'tyoujustlistitwitharealtorandprobablysellitfasterdon'twhatyouthink.

Gavin: Yeah.WellIjustdidn'twanttopaythecommissions,youknow,bythetimeyoupaythecommissionsanddoneallthat(inaudible).SoIjustthoughtIjustdidn'twanttopayyouknowthe6%.

Joe: YeahIdon'tlikepayingrealtorcommissionseitherItotallygetit.Soisthe$200,000,isthat,isyour,isyournumbernegotiable?Isthatthelowyouwouldgo?

Gavin: Imeanit'salittlebit,Imean,whatwouldyoupay?Whatwouldyouofferme?

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Joe: OhIdon'tknow,seenthehouseyet.Letmeaskyouafewmorequestions.I'dlovetomakeanofferonit.I'mveryinterestedinlookingforsomemorepropertiesinthearea.Butyouknow,webuyhousesacoupleofdifferentways.If,letmejustaskyouagain,like,youknow,ifsomebodyweretocomebyandgiveyouanofferforsomethingridiculous,like$125,000,wouldyoutakesomethinglikethat?

Gavin: No.No.Absolutelynot.NoIdon'twantanylowballoffers,youknow,probablytheleastthatdoisprobably$190,000.

Joe: $190,000alright.Butyou'renotinahurrytosellit,right?Youjust,youjustgotplentyoftime.

Gavin: Yeah,no,Imean,we'llsee,yeah,I'mnotreallyinahurry.Iwillgiveitafew,youknow,seehowitgoesoverthenextmonthorsoandthenkindoffigureoutwhatwe'regoingtodo.

Joe: Okay.Sowhatareyougoingtodo?Letmejustaskyouanotherquestion.Whatareyougoingtodoifyoucan'tsellthehouse?Areyougoingtorentitagain?

Gavin: Yeah,Imeanhopefullyitsells,butImeanIguessifyouknowIdon'twanttodroptheprice,I'mnotgivingitaway.Yeah,Italkedtomywife,butIthinkIprobablywouldprobablyrentitforonemoreyearandkindofseewhatthemarketdoes.Ithinkitwillsell.

Joe: Okayalright.Well,youknow,Idon'tknowifIcanmakethisworkornot.I'mprobablynotgoingtobeabletogiveyouacashofferandbuyitfor$190,000.Youknow,Idon'tknow,youmightnotbeinterestedinthis,butwhatifIcouldleaseitfromyouasaninvestmentpropertyandbuyitinayearortwothatwouldn'tinterestyouatall,wouldit?

Gavin: Hmm.Areyougoingtobelivinginit?

Joe: No,it'saninvestmentproperty.

Gavin: Oh,okay.Sohowdoesthat,howdoesthatwork?

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Joe: Well,it'srealsimple.OneofthewaysIbuypropertiesisIleasethemwithacontracttobuytheminthefutureandIputoneofmypre-approvedtenantbuyersinthehouse,butIstayinthemiddle.Idon'tknowifthiswillwork.LetmejustaskitandthenmaybeIcansendyouaproposalandyoucanlookitover.ButwhatifIcouldbeyourtenant,Icouldleasethepropertyfromyouandthenbuythehousefromyouinacoupleofyears?Youdon'thavetoworryaboutanymaintenance,vacancies,repairsI'lltakecareofallofthat,I'llputoneofmytenantbuyersinthere,I'llmanagetheproperty,I'llstayinvolvedwiththewholeprocess.Idon'tmake,ImakemyprofitfromthetenantbuyerthatIputinthehouse.WhatifIcoulddosomethinglikethat?Wouldyoubeinterestedinmaybedoingbusinesstodayorprobablynot?

Gavin: WellI'venotheardanything,alotofthatbefore.Butisthissomethingthatyoucansend?Icantakealook.Imean,I'mopentoanything.Imean,itsoundsgood,butsurelyitjustcan'tbethateasy,right?

Joe: Well,Imeanthere'salotofworkinvolved.Idomake,Idomakegoodmoneyondealslikethis,butlet'sdothis.Iknowyou'rerealbusyandIgotabunchofhousesI'mlookingatrightnow,so,youknow,maybethiswillwork,maybeitwon't,butwhydon'tIgetsomeinformationfromyouhererealquickandI'llsendyouaproposalit'sabout9:40AMrightnowmytime,10:40yourtime.WellifIsentyousomethinginthenexthour,canwetalkagainlatertoday?Maybethreeorfouro'clock,whatwouldworkbetterforyou?

Gavin: Canwedosix?

Joe: Okay.Sixo'clock.Icoulddothat.Now.It'snoneofmybusiness,butdoyouhaveaspouseorapartnerthatneedstobeinthe,inthisconversation?

Gavin: Yeah,I'mdefinitelygoingtohavetospeaktomywife.I'mnotgoingtobeabletodoanythingwithout,youknow,speakingwithherfirst.

Joe: Justtosaveusbothsometime.Couldwehaveyourwifeonthephoneatthesametime?

Gavin: Yeah,sure.She'llbehome.Yeah,wecoulddothat.

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Joe: Alright,cool.Let'sdothis.I'mgoingtosendyoujustalittleproposal,tellsyoualittlebitaboutmyprogramandlet'stalkagainatsixo'clockEastern.

Gavin: Perfect.SoundsgoodIappreciatethecall.

Joe: Hey,goodtalkingtoyouGavinIappreciateit,takecare.

Gavin: Absolutelyhaveagoodone,Joe.Thanks.

Joe: Alright,sothat'sasimpleroleplay.Thatwasfun.Yeah.Thatwentalotbetterthantheonewedidyesterday.GavinandIdidacoachingcallwithourprivateclientsandwedid,wedidthatandIwas,Idon'tknow,Ihadabadhairdayorsomething.

Gavin: It'sgoodthough.Yougotbetterthough,youknow,likeIfeltmorecomfortablerightfromyesterday,yesterdayhelpless.

Joe: Yeahandthat'skindofthepointtoo,isyou,themoreyoupractice,thebetteryouget.Andeventhebestofus,andI'mnotsayingI'mthebest,butlikeyoustillgetbutterfliesandyoustillgetnervous.You'relike,ohno,whatarewegoingtodo?Likeyougetscared.Butbypracticing,likewejustdidfindafriendoraninvestor,whounderstandsalittlebitoraspouseormaybeyoureightyearoldkidandjustpracticewiththem.Pretendlikeyou'rethesellerortheinvestorImean,andthey'rethesellerandjustpracticewhatyou'dsay.

Joe: Andhere'sthething,justaskquestions.HowmanyquestionsdidIaskinthatGavin,doyouthink?

Gavin: 20,15or20.

Joe: Yeah.Justaskhimquestionsaboutthehouse,I'mtheinvestor,okay.Nowifhewouldhavehadalittlebitmoreequityornotasifhewouldhavehadalittlemoremotivation,Iwouldhavegonedown,youknow,what'sthelowestyouwouldtakeandmakeacashoffer,butit'skindofhigherenddoesn'tneedmuchworksoIwenttheleasepurchaseroute.Andnoticetoo,Ididn'tgetmuchinformationaboutthepropertyupfrontbecauseIwantedtobeabletoaskyoumorequestionsandthat'simportant.Goahead.

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Gavin: Theotherreasonis,youknow,justtouchingonthatisimportantisbecauseifyoustarttoresearchit,okay,whathappensis,isthatyoustartputtingthisscenarioinyourheadandyoustartthinking,oh,there'sgoingtobethisandthatbecausethepictureslookthiswayandyouhavenoidea.Sothenyougointhinking,youknowthesituationwhenyoudon't.Soifyoudon'tseeanything,it'salmostbetterthantoyoumakeabetterdecisionwhereyougoonZillowandstartlookingatpictureswheretheycouldbethreeyearsold,itcouldbeadifferenthousenow.Soyou'rethinkingcashandnowit'sacompletelydifferent,itwasactuallyaquickfunnystory.

Gavin: Ourteamcalledsomeonelastweekandhe'slike,wherehaveyouseenthehouse?AndsohejumpedonZillowandlike,Oh,youknow,wedidadrivebyblahblah.Andhe'slike,whatcolorisit?WentonZillowhe'slike,ohit's,youknow,it'sgotabitofgreenblueanyway.Ohyou'relookingatZillowareyou.That'sthreeyearsold,it'sacompletelydifferentcolor.Andhecalledusoutandthenwejustkindof,youknow,Careywasonthephonejustlikelaughingandhe'slike,yeah,okay,likelook.Anditwasjustfunny.Soagain,youjusthavetohavefunthoughonthephone.It'snotgoingtogotoplaneverytime.Guysjustenjoyit.

Joe: Youknow,Itriedtomakefunofmyselfalittlebittoointhatcall.Isaid,yeah,I'malittleembarrassed,youknow?Yeah.Sometimes,Iheardoneguytalkabouthowhealwaysblamesitonhisassistant.Hey,youknowwhatI'msorry,Ijust,myassistantgavemethisphonenumberonthepostitnoteandI'msupposedtocallyou.Idon'tevenknowwhat,youknow,what'sgoingonhere.Playingalittledumbinacertainsensewhereyoucanstartaskingquestionsandthat'sthekeytothis.SoIthinkthiswouldbegood.Let'sdoonemoreroleplaywherewe'regoingtofollowupwitholdleadsfromanotherwholesaler.

Joe: SoGavin,younetworkedwithawholesaleratthelocalrealestateclubwhereyoucalledsomepeopleupandhesaid,hey,doyougotanyoldleadsthatIcouldmaybefollowupforyouandwe'llsplitthedeal50/50.AlrightsoyoubetheinvestorandI'mthehomeowneranda,youcallme.Andyouknow,thisisaleadfromsixmonthsago.

Gavin: SoI'vebeennetworkandsoIdon'tsaythatagain...

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Joe: You'retheinvestor,I'mthehomeowner,butyounetworkedwithsomeotherwholesalersandyoufoundawholesalerthathadaleadthatwassixmonthsold.

Gavin: AndI'vegothisnotes.Okay,perfect.Ring,ring.

Joe: Hello.

Gavin: Hey,isthisJoe?

Joe: Yes.Yesitis.

Gavin: HeyJoe,thisisGavin.Iknowwe'venotspokenbeforeIactuallygotyouraddressandnumberfromacolleagueofmine.YouspoketoDavidaboutsixmonths,youprobablydon'trememberthisor...

Joe: NoIdon'tremember,buthowcanIhelpyou?

Gavin: Okay,perfect.Ifyou'vegotafewminutes,isthatasatime?

Joe: Yes.Yeah,Igotto,IjustgotacoupleI'mwalkingintoameeting,butyeah,Igotaminuteortwo.

Gavin: Okay.Ijustneedaminuteofyourtime.Itlookslikeyou'retryingtosellyourhouseon123MainStreet,aforsalebyowner.Ijustwantedtoknowifitendedupsellingornot.

Joe: Oh,no,it'soneofmyrentalproperties.Ijustputatenant,Ijustrenteditoutafewmonthsago.

Gavin: Oh,okay.Okay.Soitneversold,huh?

Joe: No.

Gavin: Okay.Why,whydidn'tsell?Imean...

Joe: Ijustdecidedtoyouknow,takeadifferentdirection.IthoughtI'drentitoutforanotheryearortwoandtryitagainlater.

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Gavin: Hmm.Okay.Okay.

Joe: It'smyold,it'smymother'soldhouseand,youknow,justwe'dliketosellit,butthe,youknow,therentalincomeisnice.

Gavin: Okay.I'msuperinterestedinit.Andyouwouldn'twanttosellitnowwouldyou?IfIcouldmakeyouafairoffer,Imean,wouldyoubeinterestedinsellingitandyouthetenant’sintherenowthat'sfine.

Joe: WellI'dconsideranyoffer,like,youknow,thetenantsstillhaseightmonthsleftontheirlease.ButI'mjustnotgoingtogiveitaway,youknow.

Gavin: Okay.Well,whatwouldyoutake?Um,doyoumindifIcouldgiveyouanumber,butwhatwouldyou,what'syourbottomline?

Joe: Well,wehaditlistedfor$100,000before.

Gavin: YeahIsawthat.

Joe: Somewherearoundthere,it'dbegood,butthetenanthastostaythere.Didweloseinternet?

Gavin: Yeah,justresayit,okay,sorry.

Joe: IjustsaidIhadalistof$100,000.Thetenantsarestillinthere,butifsomewherearound$100,000,Imighttakethat.

Gavin: Okay.Okay.Soyouwon'tgoanyless.Youwouldn't,youwouldn'ttakeanylessthanthat?

Joe: Oh,Imean,well,Idon'tknow.Makeanoffer.

Gavin: Wellokay,wellletmeaskyouthis.Isitahassletoyouallorno?Likethisrental?

Joe: Well,youknow,I'vegot,Ihavethreeorfourofthemandthey'reallkindofahassle,butthat'sjustthewayitis.

Gavin: Anyofthemvacant?

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Joe: No.No.Imean,oneofthemwe'reworkingonrightnowfixingupandwe'llgetatenantinthereinafewweeks.

Gavin: Okay.Wouldyoubeinterestedinmerentingthatonefromyouforyearortwoandthenbuyit.Iwouldn'tworkwithit?

Joe: Well,Imean,wouldyoubelivinginit?Whatdoyoumean?

Gavin: No,this,I'maninvestor,I'maninvestor,Joe.Andyouknow,Icanpaycashandwedon'talways,it'sgottoworkforyou,right.I'mnotheretolowballyouandtryandpay,youknow,$50,000foryourhousethatyouwanta$100,000for.ButifIcouldgetyousomethingcloserontheonethatyou'vegotavailableandweworkonthat,I'dbehappythentotaketheotherthreeaswellwhenyouknowwhenwecanworkthefirstoneout.Sowhydon'tyoutellmealittlebitabouttheonethatyou'redoingsomeworkon?

Joe: Oh,wellit'sintheNorthside.Youknow,it'sinDellwoodarea.Andyouknow,it'sa,it'sagoodrental.Werentitfor,renteditoutfor$750buckslasttime.Yeah,it'satwobedroom,oneandahalfbathranch.Youknow,it's,weboughtitfor$60,000youknow,sevenyearsago.

Gavin: Joe,doyouhaveamortgageonitatallorisitfreeandclear?

Joe: Oh,Idon'tknow.Idon'tknowifthat'srelevantforthiscallisit,Imean...

Gavin: Well,thereasonbeingis,youknow,sometimesifyouowed,ifyouputatonofmoneyinandyouknowyou'veborrowedonitandlet'ssayyouowe$70,000,it'sonlyworth$60,00thenobviouslythat'sgoingtobeaproblemtoputthedealtogether.That'sallIwasasking.

Joe: Yeah.Wellwehavealittleloanonthere.

Gavin: Okay.Okay.Alright,soletmedothis.I'mgoingtoputsomethingtogetherthatIwanttosendovertoyou,okay.Idon'twantto,youknow,totalktoomuchaboutit.I'mgoingtoputyourlittle,Icallitalittlecredibilitypacket,okayandit'sgoingtoexplainabitmoreaboutwhatIdo.You'regoingtocheckthatout,okay.AndI

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mightbeabletodosomethingaboutownerfinancingaswell.Butagain,I'llsendyouthataswell.

Gavin: Andthencanwegetbackonthephoneandtalkaboutit?Howdoesthatsound?

Joe: Wellsure.I'lltakealookatwhatyousendmeandyouknow,thenwecanmaybetalk,sureyeah.

Gavin: Thisisreallyimportantaswell,Joe.Youknow,ifthisis,ifyou'renotcomfortablewithit,youcanjusttellmeno,right.Youdon'thavetodoanything.Youknow,wetalkedtoalotofpeople.Youknow,we'relookingatdealsallthetime.Actuallyseeingacouplethat'snotfarfromyourhouseactually.Soit'snobigdeal.ButIthinkthat'sgoingtobethebestthing.I'mgoingtosendyousomeinformation.We'llgetbackonthephone.Howabout10o'clocktomorrowmorning?Iknowit'sgettinglatehere.Doesthatwork?

Joe: Yeah,sure.

Gavin: Okaygreat.SoI'mgoingtosendittonightyoucantakealook.We'llgetonthephonetomorrow.Andjustonelastthing,areyoukindofthisdecisionmakerinthesedealsordoyouhaveawhyforanythingorpartners?

Joe: Yeahwekindofhaveafamilybusinessthing,soI'vegotsome,youknow,twoorthreeotherguysIhavetomybrothersthathavetolookatthiswithme.

Gavin: Okay.WellifIsendthatovercanyoushootitouttothemoryouwanttogivemetheemailaddressesandIcansendittothemor...

Joe: I'llsendittothem?Yeah.

Gavin: Okay.ImeanifthatareavailableforourcallIknowthere’sthreeorfourofthem,youprobablynotgoingtobeabletogetthemallonthephonecall.Butifyoucangetacoupleofthemonthereaswelltomorrowmorning,that'dbegreat.

Joe: Okay.Wellyeah,justsendmewhatyougot.

Gavin: Awesome.OkwellI'llcallyouat10o'clockthen,right?

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Joe: Yep.

Gavin: Alright,thanks.Cool.

Joe: So,younoticeGavin'sjustaskingquestions,youknow.

Gavin: InthatifJoewouldhavesaid,youknowwhyIdidn'twanttogotothistotheleaseoption,Iwentthereandtheownerfinanceroute,becausehesaiditwasatwoone,it'slowerenddon'treallywanttodoaleaseoption.Ifhewould'vesaidthree,twoandit'dbe$120,000andIwanttogostraightinforsandwichleaseoption.Andagain,wedon'tknowhowthesearegoingtoplayoutguys.Sothat'swhyIwaslike,isitfreeandclear?Icoulddoanownerfinanceandhesaidlittlemortgage,couldIgivehim$10,000downtopayitoffandthenmakepaymentsoveraperiodoftime.

Gavin: SothisiswhatI'mdoingwhenI'monthephone,butIdon'twanttokeeptalkforanhouraboutit.Iwanttosendinformation,lethimlookatit,andthenhe'sgoingtobringquestionstomesoIcangetitclosed.

Joe: OneofthethingsImighthavedonealittledifferentlyasImighthavegonealittlemoredownthecashoffroutelike,youknow,what'stheleastyouwouldtakeonthisproperty?Imight'vegone,Iseehowyouwent,theownerfinancing,Imight'vealsotowardsthecash.What'stheabsoluteleastyou'dtakeonbothofthesepropertiesandseeifyou,youknow,iftherewasany,causetherewas,Iwastryingtoconveytherewassomeequityintheproperty,butanywaythatwasgood.

Gavin: Yeah.OnelastthingonthatIaskedmoreproperties.Sowewentdownthisone,it'sbeenrented,he'sgotone,hedoesn'twanttogiveitaway,buthe'sgotalltheones.SoIwent,isitvacant?One'svacant.SoIwentforthat.Thatthefastestwaytomydealisthevacantonethathe'sdoingupbecausehe'sgotmorepullandemotiontogetridofthatone.

Joe: Yeah.Andyouknow,alotoftimeswhenyou'redoingthisfollowup,guys,you'regoingtofindotherinvestors,otherbuyersthatyoucanaddtoyourbuyer'slist.Youmayevenfindprivateinvestorsandlendersthatcanlendonsomeofyourdeals.So,youknow,justbefriendly,askquestions.Youknowifyou'renew,tellthem,heylisten,I'malittleembarrassed.I'mnewtothisbusiness.Idon'tknoweverythingI'mdoingyet,butI'mjustcallingupsomeoldleadsheretoseeifmaybeyou'vegot

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adealyou'retryingtoselloryou'relookingtobuyadeal.Let's,canwe,canIaskyousomequestions,rightPeopleappreciatethefactthatyou'recallingthemyou'rejustbeinghonest.You'renottryingtopretendtobesomebodyyou'renot.Makesense?

Gavin: Absolutely.

Joe: Allright,let'sgobacktothismindmap.We'realmostdonehere.ThisisgoingwaylongerthanIanticipated,butIthoughtthoseroleplayswerehelpfulforyouguys.LetusknowwhatyouthinkintheFacebookcommentsdownbelow.Whatdoyou,whatwouldyouhavesaiddifferently?Whataresomethingsthatwecouldhavedonedifferent?Maybesomemistakesthatwemade,letusknow.Sofollowup,youknow,call10peoplethatdidn'trespondtoyourmarketing,followupwith10peoplewhodidrespondandmaybesaid,yeah,I'mnotinterested.Callthembackaweeklater.AndIcan'ttellyouhowmanystoriesIhadfromstudents.

Joe: Oneguyinparticular,hetextedalead,didn'trespond,finallyrespondsandsays,yeahI'mnotinterested.Heactually,afterthesellersaidnobytext,heactuallycalledthesellerupbyphoneandsaid,hey,listen,listenIknowyousaidno,butIlovethisareaIreallydolikethisproperty.I'mlookingformorehomesinthearea.Doyouhaveanythingintheareamaybe?Turnsoutthisguywhosaidnosaid,well,yeah,youknowwhatIgotfiveotherproperties.Andhewentandgotfivedealsfromthatsellerwhosaidno,becausehefollowedupevenafterhesaidno.SoI'mtellingyouagain,followupwiththeyes's,theno'sandthemaybes.

Gavin: Yeah.Andneverassumethatthey'regoingtotellyouthatthey'vegotalltheproperties.Itdoesn't,itmightseemso,ohyeah,doyouwanttobuyit?NoIdon'twanttosellit.Andthenyoudid,imaginetheygobutI'vegototheronesIwanttosell.Thatdoesn'talwayshappenguys.Youhavetoaskthequestion.

Joe: Yup,Yup.Okay.Sosomeofyoudon'tevenhavefiveleadyet,maybe.Sowhatdoyoudo?You'vedonethemarketing.Maybe,maybethelettershaven'thityet.Maybeyouknowyou'veonlysent10textstoCraigslist,10toZillow,10emails.You'venotgottenleadsyet.Sohere'swhatyoudo.It'srealsimple,pickupthephoneandstartcallingpeopleuntilyougetfiveleads.Onethingyoucoulddo,youcouldstartcallingpropertymanagers.Hey,doyouhaveanyclientswhowanttoselltheirproperty?

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Joe: Youcouldgoonlineandlookatthe,youknow,there'scertainareasofeachcommunitywherethere'smorewholesalingactivity,right?Sogetonthe,getafriendtoget,getontheMLSandfindoutwhowerethelistingagentsandthebuyersagentsthataredoingdealsinthosecommunities.InSt.Louiswe'vegotlikeFlorissantforexample,ormaybeaHazelwoodandIcouldgoontheMLSandIcouldgoseewhoarethebuyersagentsofpropertiesthathavesold,whoarethelistingagentsandjustcallthemup.

Joe: Say,Hey,I'maninvestordoyouhaveanydealsthataren'tontheMLSyetthatareoffmarketdealsthatIcanmakeanofferon?Andyouifyoubringmeadeal,youmaynothaveanythingnow,butyouknow,canI,canIsendyoumyinformation?SoifyoufindsomethinglateronyoucansendittomeandI'llletyourepresentmeandgetbothsidesofthecommissions.Andalotofyouareasking,wellhowdoesthatwork?Youjusttelltherealtruth,listen,ifyoubringmeadeal,I'llletyourepresentmesoyoucanrepresentmeasthebuyerandyoucanrepresentthesellerastheseller'sagent,whatever,andgetbothsidesofthecommission.Lookatitfromtherealtor'sperspective.Makeitattractiveandinterestingforthem.Makesense?

Joe: Soyouhavenoexcuse.Evenifyou'vedoneallthemarketingandyoudon'thavefiveleadsyet,pickupthephoneandstartcallingotherwholesalers,investors,propertymanagers,realtors,maybejustgotoCraigslistandstartcallingthelandlords.GotoGoSectionEight.com.StartcallingthelandlordsonGoSectionEight,startcallingZillowfizbos.Youdon'thaveanexcuse.Um,thegoalistotalktofivesellersaday.That'showyoudoitalright.

Joe: Soalotofpeopleareaskingus,listen,Joe,Gavin,howcanIworkwithyouguys?HowcanIworkcloselywith,thisiscool,butmaybeI'malittleoverwhelmed.Ineedsomehelp.Idon'tknowwheretostart.Realquick.Iwanttotellyouguyssomething.Wewanttodomoredeals.We'redoingaboutfiveto10dealsamonthrightnowwithoneofourstudentsinonemarketdowninAlabama,andwewanttogrow.

Joe: Wewerelookingtoexpandintonewmarkets.Thisisnotaboutcoachingandmentoring.Oneofthebigreasonswhywe'redoingthischallengeissothatwecanfindpeoplewhoareactuallystartingtotakeaction,startingtotakesomeinitiativeanddosomemarketing,gettingsomeleadstheyjustwantsomehelp.Sowewant,

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we'relookingtoexpandintonewmarkets.Thisisn'tcoachingormentoringreally.Imeanwedosomecoachingandmentoring,butit'snotaboutthat.We'relookingforseveralselectpartnerswecanpersonallyworkwithone-on-onetoopennewmarketsandlaunchcompletelynewwholesalingandorleaseoptionbusinessesfromscratch.Soifyou'reinterested,payattention.We'regoingtotalkaboutthisherealittlebit.

NewSpeaker: Youhavetwochoicesrightnow,guys.Youcantakewhatwe'vejusttalkedaboutanddoitallyourself,whichisawesomeorYoucancontinuewithwhatyou'velearnedtodayandthislastweekandworkdirectlycloselywithuswherewecanhelpyouandwecanactuallyimplementwithyoueverythingwe'vejusttalkedaboutalright.Nowwhoisthisnotfor?Ifyou'relazy,youdon'tliketoputintheeffortorwork,obviouslyit'snotforyou.Ifyou'rebrokeandyoudon'thaveanymoney,yougottoinvestsomethinginmarketing,thenthismightnotbeforyouThisisn'tforyouifyou'relikewantingtogetrichquick,ifyouneedtomakeapaychecknextweek,youknow,thismaynotbeforyou.Thisisn'tagetrichscheme.We'veallbeentakenadvantageofbythathucksterguruthatpromisesaclickafewbuttonsandyoumakemoneyanditfallsfromtheskyandit'seasyandpushbuttonautomatedandallofthat.

Joe: We'veallfallen,wellmaybemostofus,Ihave,I'vefallentopreytosomeofthosescamartiststhatmakeitsoundwaytooeasy.Soifyou'reintogetrichquickstuff,then,youknow,goaheadandlet'sjustcheckout,thisisn'tforyou.Thepeoplethatwe,Imeanthenumbersthatwesharearereal,andwe'regoingtobetalkingaboutsomeofthosenumbersontoday'scoachingcall.Thenumbersthatwesharewithourclients,they'rereal,butwe'rebynomeanspromisingthatthisisgoingtoworkforeverybody.Infact,itreallyonlyworksforasmallpercentageofpeople.Mostpeoplewhobuyeducationproductsorcoachingdon'tmakeanymoneywithit.That'sjustthefacts.Butwhatwe'redoingnowisdifferent.We'retryingtomakeitwherelikewe'regoingtopartnerwithfolksanddodealswithfolks.

Joe: We'regoingtohelpsetuptheirsystems,setuptheirmarketingwiththemsothattheycanactuallygooutthere.Andifwedo,iftheydowhatweteachthemandwhatweimplementforthem,theycanactuallymakemoney.Sothisislimitedbecauseofourtime.Thenumberofindividualsthatwecanworkwithineachmarketisextremelylimited.Somemarketsareexclusive,weonlyworkwithoneclient.It'sstrictlyonafirstcome,firstservebasis.Sothisislimited.Andwedolittle

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workshops,implementationworkshopseverymonthandtheyfillup,weonlytakeabout10to12peopleorbusinessesinthem.Soitislimitedinthenumberofpeoplethatwecanworkwith.Sowhatwouldyoubegetting?There'sawebsiteyoucangogetmoreinformationifyouwanttocheckitout.

Joe: It'sCoachJoe.netandthere'salittlevideohereofmeandGavintalkingaboutit.Andwhatwe'relookingfor,whatwewillprovideforyourighthere,whatyouwillbedoingunderourguidanceandsupervision.Someoftherequirementsthereisaninvestmentrequiredthatyougetbackwhenwedotwodealstogether.Soyougetthatbackoverthefirsttwodealswegettogetherandthatinvestmentisforthemarketingandthesystemsandstufflikethat.Andwewanttomakesurethatyou'reseriousaboutthistoo.Sothisisabouthowtoapplyandyoucangotothislinkrightheretoletusknowmoreinformationaboutyou.Nowwe'redoing,someofyoumight'veseenourlastFacebooklivewherewedidaworkshopjustthisweekGavin.

Gavin: Yeah,itwasthisweek.

Joe: Itwasthisweek.Withsomeentrepreneursandthatwe'reworkingwithanditwasalotoffun.We'redoingournextone,April8thand9th.It'sasmallconferenceroom.Weactuallywillsetupwithyouallyoursystems,setup,allyourmarketing,getyouthevirtualassistants.Andthenintheworkshopweactuallytalkedabouthowtouseallthisstuff,whattodowiththeleadsastheycomein,howtotalktosellers,howtomakeoffers,howthecontractswork.That'sreallyawesome.Ilovetheseworkshops.OurnextoneisApril8thand9th.Soifyou'reinterested,you'regoingtocomeoutheretoSt.Louis.Ipromiseyouitwon'tbeascoldasitwas...

Gavin: Thelastthelasttwotimes.

Joe: Thelasttwotimesitmust'vebeenlike10degreesitwascrazy.Aprilwillbewarmer.Ipromiseitmightbealittlerainy.Solet'sgetonthephonetoseeifyou'reagoodfit.YoucangotoCoachJoe.net,whichtakesyoutothispagerighthere.AndjusttoletyouknowalittlebitmoreaboutusandthenyoucangostraighttothePodioapplicationherewhereyoucanactuallyjusttellusalittlebitaboutyourself.We'llgetonthephone,seeifyou'reagoodfit,seeifwe'reagoodfitforyouandgofromthere.Cool.

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Joe: Soifyouwanttoworkwiththis,checkitout.Nohype,nopressure,just,we'rejustprettytwolaidbackchillguys.We'renotgoingtoahighpressureyouintoanything.Wejustwanttodomoredealsthat'sit,okay.Wellthishasbeenfun.Hey,listenagain,todayat2:00o'clockEastern,whichisinafewhoursgoingtobedoingourspecialimplementationcoachingcallwherewe'regoingtobeansweringyourquestionsandshowingyousomecoolthings.Can'twaittoseeyouonthere.AndthanksGavin.

Gavin: ThanksJoe.Thanksguys.It'sbeenagreatweek.Appreciateyouall.

Joe: Cheers.Seeyou.Bye.Bye.