and we are live what’s going on everybody Welcome to agent Outreach live
we are so excited to spend today with you uh we’ve got some surprises we’ve got some things we’re going to go
through kind of setting some ground rules but we are thankful to be here again this week uh I am Ryan zolin I do
a lot of deals out in Arizona we do deals virtually in Florida we primarily get our deals from the MLS and working
with agents so that’s why I’m here today on the show is bringing awareness to the strategy and breaking down all the
different ways as to why you should be able to do this too especially if you haven’t gotten your first deal yet I have an amazing co-host Landry morby uh
Landry give people some background maybe it’s their first time watching who is Landry what can they expect on the show
let’s jump into it we got you on mute
there you are you guys hear a really bad Echo it’s terrible do you hear it
no we don’t hear it okay might just be on your end
no I shouldn’t have it up but I’m gonna try to just uh I’m just going to turn this down and then I’ll figure it out
I did hear what you said just echoate crazy
service I’m the community manager I get it it’s just every single week with Ryan to break
down all the amazing features agent Outreach is so cool just because I’ve seen so many people start utilizing in
their business that you know weren’t an agents before or agents that are you
know building those relationships with investors now in the community so I love this stuff but you know if any of you
guys have been to uh challenges or webinars that I do you know that I’m like crazy about the systems I’m
definitely an integrator so I like sure here let me get this up to you
and yeah which you know is unfortunate we have to have a lot of things blurred on that or
for YouTube but if you guys get into you know Brian’s Discord or the batch
Community you guys will see everything clear not blurred and really how to do everything so let me
what agent Outreach is and what we’re kind of breaking down in match leads and
right if you want to pop this up in just a little bit a little bit of Rush and I’ll kind of just break it down for people because it’s so limited but what
we’re doing today is pulling up agents in Nashville and this is kind of what it
looks like within the back seats once again if you guys see the community I’ll grab the link here for you and a second
and then you can get in there and see how it actually works and how we’re pulling this list of Agents within like
three seconds and then we just kind of go down the line and follow them because we get all their code numbers with just
a couple clicks so pretty cool stuff I I’ve been really like breaking this down for everybody
for sure Landry uh can you hear me with audio wise are you all good wait say that again can you hear me I
can hear you cool okay perfect yeah I can hear you you take it away for a second I’m gonna go and look at where
it’s for sure so just a quick little background for everybody the reason we
use batch leads for this is because the background on it was that I’ve been talking to batch for a while I’m super
close with Jesse and I love all the batch service members and what we were trying to figure out was that middle ground uh in the investor world there’s
a lot of different ways it’s going to catch from traditional fix and flipping traditional real estate for that matter you could buy and hold which then goes
down to is this short term is this long term there’s obviously creative Finance there’s development play private money lending there’s a million different ways
to make money in real estate is my My overall goal here to break down for you guys now when we start talking about
what do I do to get started that’s kind of where I feel like I come into play if you’re first getting started with real estate investing the best barrier of
Entry is wholesaling so if wholesaling is the best barrier of Entry the next best thing to understand is that it
costs an arm and a leg to typically wholesale this is through direct to seller this is marketing this is pulling leads skip tracing you might even have
va’s doing it for you and not that those strategies are bad but if you’re first getting started you’re not trying to
break the bank that was me I would recommend looking to agent Outreach and MLS deals the reason being is that it
doesn’t cost you anything every single month now if you’re a realtor and you’re already paying for the MLS
you’re probably leaving money on the table if you’re not wholesaling now there’s ethical ways of doing this there’s unethical ways of doing it what
we teach here is how to do this the right way our goal is really to be the blueprint to show you guys how you can make these calls too which kind of leads
to one of the first surprises today uh we’ve got a guest coming up he is uh part of our community he is an agent
investors he’s actually making calls every single morning inside of our Discord Community for free so if you’re
trying to get started and you don’t want to go spend money spend money on education we have a community for you guys to be able to go out there and do
the same I’m super excited to bring him up his name is nav he is based in I think it’s New York and he’s doing deals
virtually So today we’re actually going to be calling Nashville without further Ado let’s bring him up
oh man what’s going on gang let’s go what’s up bro I’m glad to hear audio is all fixed you guys know it’s Tech coming
I just sit up here and look pretty you know what you guys do understand that we are trying to grow the show and
obviously they’re just gonna be growing pains one of the things we want to talk about today with nav is that I can go
and make calls and I’ve shown you guys that for a few weeks but can you guys I know for a fact nav can I don’t know if
I’ve seen him do it yet in Nashville but I’m very excited to pull him up today nav give everybody a quick little
overview run down who is nav what’s your experience what do you got going on why Agent Outreach
first off this is so awesome that you guys even thought of doing this so uh I’m like a little schoolgirl right now
like I’m getting inside I’m very thankful and appreciative this I love both you to death you know that hopefully uh so yeah so guys um 20 years
in sales um based out of Brooklyn now I’m in Long Island virtually doing work out in Florida and
why each and Outreach it just makes sense to me uh the way Ryan coaches and preaches by The Landry too where if we
accuse the one-to-many option in terms of our lead gen fill the top of our funnel if we think of it as a sales pipeline
it’s the best leverage of anybody’s time granted if you’ve worked on that skill set of knowing the Wahoo watering and
outbound marketing right so to me it’s the best use of time to fill up the pipeline plus the building relationships
for a long time with Realtors and now I’m starting to see the drip happening where so-and-so remembers that
conversation I follow up back to two or three times and what do you email something Landry boom he looked an
address and you just got to prime the pump so if you’re willing to kind of go to the
learning pains get the feedback the coaching accountability from these two folks on the screen next to me uh you
guys have I mean honestly have no excuses but just do the freaking work coaching and keep improving you know and
now where are you based it’s New York right yeah okay so you’re in New York what’s your Market
uh Tampa Florida Tampa Florida so you’re doing this yeah you live here you’re doing deals down here
um how many agents are you calling in a day like what does that kind of look like yeah if I look on my metric sheet
today we wrapped up with 28 conversations but it took us about 57 to
get there 57 dials okay so that’s a lot of phone calls being made but you’re finding success so what exactly
um what does this look like now is this uh you by yourself do you have a team behind you obviously I know that you’re inside our community you’re making a
bunch of calls but like what what does that look like uh so we have an amazing VA he’s more of
a partner honestly than a VA out in Mexico so he handles pretty much all the administrative work in the back end with
our pipeline management uh make sure the metric SoundPoint and he vets a touch
opportunity so that I only put my time in when they passed the soft vet to do the full comp to make an offer and work
that part of the pipeline so uh that’s where we’re at Without You Beautiful and also too I mean
um obviously you’re our first guest on here but we just want to say thank you because I mean dude I see you even behind the scenes like I keep mentioning
the Discord but nav is literally in there every single morning he’s kind of leading from the front we’ve got Patrick Conley as well helping our whole goal is
really to show you guys that Community is truly collaboration like we can actually go out there and accomplish a lot more together and even if you are
day one first phone call ever congrats we’re happy you’re here if you are experienced veteran maybe you’ve done a
bunch of deals but are trying to figure out if agent Outreach is for you our goal is to have people be a fly on the wall so from this show to being able to
being Community to even having the slack ability that they have for batch the whole goal for you to understand is that
you could find that supporting base around you so now I want to give you a huge shout out thank you so much for
leading from the front and being an example and also you kind of deserve this bro I mean we appreciate you and
we’re excited to give you the floor here I want to see how you can make some calls to some agents um there’s obviously two different styles I’ve
heard you do it before and so I love your um your anxiousness your excitement your
Boston New York style East Coast Swagger Boston New York in the same sentence
dude okay East Coast to us on the West Coast mentality we got we got the East Coast we got the West Coast so we’ll
give it I’m sorry New York we’ll get your New York Swagger out there but I’m excited to see how you rock and roll on
some phone calls man yeah I’m excited too for everybody to because nav’s also
in the batch community and last Thursday you made an awesome call to an agent
used we told them to put out some words in the call it was great the agent loved it so for sure for sure I see uh Jerry’s
comment red flag my bad my bad Boston New York rivalry I get it it’s like Chicago Wisconsin for me we get it my
bad uh now I just sent over a list of Realtors these are people that we pulled list from batch leads agent Outreach
section on the left hand side we were able to filter it down Landry what was
the filtering on this list today so far I know it’s repetitive guys but
the money list for these agents that we’re having conversations with is three active and then three sold in the past
six months so there we go you want to have a like to
chat we all know you’re a closet Astros fan okay leave me alone bro we got the we got the dumpsters there yeah
keep banging with the dumpster you cheater love you Chad and uh also too I’ll uh I sent you over
that list you’re getting ready to go I just wanted to give you um some love here from the comments got
Adrian we got Jerry we got Lana look at that
what’s up what’s up everybody if you’re finding value in the show let us know in the comments uh we appreciate you and we
couldn’t do this without you guys all right nav how we feeling you ready
and we can’t hear you oh wait yeah you’re muted or something can you hear me now yeah
oh man I think I gotta disconnect the mic from the phone or you can’t hear the call all right I’m gonna dial this first
one just let me know if you get a dial if anything cool foreign
are you uh we can hear you can you hear us yeah
I think I know what’s happening is connected through the browser
are you able to call just directly from your phone on the um like keypad
that’s what I just said but then you guys can hear me um
he’s gonna try joining back I think but in the meantime let me go ahead and start on that list
um our whole goal again while we say transparency is to really show you guys that these phone calls don’t really need to have anything special behind it uh
not to like say anything bad about the strategy but the reason most people are attracted to attracted to it outside of
the fact that you don’t have to spend money on marketing is because the conversations are generally a little bit easier you’re not often going to get
told to pound sand from a realtor you’re not going to get told any other thing other than a limiting belief that there
are no deals out there available so the reason that people go to agent Outreach is because the barrier of Entry is very
very very easy so if you just understand that going into it the conversation shouldn’t be too hard now it’s just a
matter of finding your style and this could be aggressive this could be finding a sales tactic this could be going and trying to mirror their tone
and what they’re saying back there’s a million different ways to even do this my strategy kind of depends on the
relationship I have with the realtor if it’s someone I could go out there and match their tone while they’re very sharp with it they’re aggressive they’re
just kind of like a get done mental quality I can match that if they’re soft-spoken maybe older maybe have been
doing this for a while aren’t familiar with investor work that’s all okay too the whole goal is to show you guys that
from all different varieties of speakers to myself like nav a few other people that we’re going to bring up if you guys
want to be a part of this let us know our goal is to show you that all the different styles can lead to you finding
success in this strategy once you’re able to make some money in wholesale then the floodgates open then it leads
to other Ventures so I think we got nav back let’s test it out okay cool okay mic check mic check
okay good all right my bad guys okay now you’re good bro this is Nashville right Nashville yes sir
who we gonna get Aaron yep okay we got let me see the first one
I sent over yep we got Aaron yep I can’t say and unfortunately the reason we’re doing it this way guys just so you guys
remember um you’re good no the reason we go through
it like this is to show you guys that we could still make the calls from our phone but uh YouTube doesn’t allow us to
show you guys the phone numbers doesn’t allow us to show first and last name or any information regarding them even though it’s public we can’t do that so
we have to go in and do it this way instead so we appreciate you guys with patience and bearing with us uh but
we’re doing it the old school way all right Aaron’s at an appointment so
she wants to call back cool let’s just make our way down the list um have you done a deal in Nashville
before or is this a brand new market brand new dude yeah beautiful let’s see how are you rock and roll yeah man
hopefully uh New York and Nashville gets along
can you hear the dial tone yes sir we got you let’s go baby
hey Nathan uh this is nav uh just saw your realtor.com profile and wanted to
give you a buzz to see if you can help me land a couple of deals in the next couple of weeks Nathan no sir I wouldn’t be the one for me but
I appreciate you calling who would be the one for me Nathan oh man come on man you gotta help a
brother out babe you got some high recommendations here also I wouldn’t have bother you seem like you come across very highly recommended Nate
I’ve not taken on anything new right now but I do appreciate you calling cool hey
before you hop in and drop this do you have anybody in network you might be able to refer if you uh get to know me a
little bit better if not I totally understand now I don’t have I’m a real small company and okay you know we we just you
know we’re not looking for anything right now you can Google any Blue Ridge real estate agent and I’m sure they’d be
more than happy to hop on board with you there sweet appreciate you Nathan I’ll do just that bud yes sir Jesus loves you
yeah I mean same right back at you baby okay all right I didn’t expect you to say that at the end dude that was like
way out okay I don’t know what just happened there at the end that’s so funny uh no dude you’re good and it’s funny because like when you go and you
position yourself like that where what we always talk about in like Discord and stuff is that we’re not leaving any stone left unturned and I think you did
exactly that you asked them the same thing three times that’s beautiful the whole goal that it was at the end he would have been like ah you know what I
know so and so or this person’s a recommendation or here’s my brokerage line so I applaud you for the attempt
and um quite frankly the way that I always look at it is go for the no in this case are you gonna go and submit 10
offers and get 10 deals if you do let me know I will pay you whatever you want because I need to do the same uh most of
the time this is going to be a sales job so if you can understand the percentages what did you say earlier you talk to how
many dials says 57 59 yeah and how many did you talk to 26.
that’s great numbers like for real great numbers so let’s jump to the next one
cool let’s keep it going we’re not we’re not getting uh nav off until we have a good
conversation here hey Ryan just so you know Jesus loves you okay I didn’t expect that dude that threw me
off at the end all right next stop to each Throne I’ve learned uh honestly I’ve had much crazier things said so no
me too dude we can’t see it on YouTube obviously so if Lander’s gonna kick me out of the batch Community if I see anything
okay all right here we go
Danielle shout out Tanner for introducing me to
agent investors by the way
Andrew Village and the city living group yeah we’re not leaving voice and I just want
to call you back yeah we’re just going for conversations today we got money on the line yeah
this is half the battle like just this is Daniel hey Danielle this is Knob just I wanted to give you a buzz to see
if you might be able to help me uh find my next property
in I have a meeting in 15 minutes can we do within 15 or yeah 15 minutes should
be good sweet I’ll talk to you at 4 30 Eastern cool all right
all right so 4 30 with that one beautiful
just making a note of that too and you may dial it now to dial by name press
pound one for the directory listing press pound two to listen to these using
the telephone keypad please begin spelling the first or last name of the person you wish to call to listen to
these choices again no names match the name you entered and
now I’ve hit it right in the head too guys this is probably the the biggest pain in the ass to the strategy the only
uh downfall when you’re doing the first initial Outreach is agents are just super busy and they don’t answer their
phones they are with clients or sitting open houses or at the closing table it’s
not that they’re ignoring your phone call um it’s styling right now and I had to
get through this myself a couple months back Ryan and Landry where like our the mental block I had was oh
what to say what’s going to happen even though I’ve been cold calling doing sales for 18 plus years now and
literally half the battle is just having a connection and once it’s there they ain’t easy easy what’s your what’s your
Infamous uh tagline dude which one you have so many man
they’re looking for a client clients oh the hardest part of being an agent is to find a client they’re not going to yell
at you and they’re gonna be very excited if anything what happens more often than getting yelled at is that you talk to a
realtor that was about to hang up the cleats and walk away from this job because they didn’t have any money left so you’re actually going to catch a
realtor and you understanding value you are going to be the Saving Grace you are the person that’s going to be able to
get them back on whatever it is the hustle of being a realtor and they’re going to go out there and they’re going
to work harder for you than anybody else that is more likely going to happen than you get cussed out by a realtor the
hardest part of being them is to find a client hardest part of being the investor is to find the deal
so good man okay all right I just been doing it a minute dude I’m jacked up being here right now
guys I don’t know if you could tell okay I can’t keep it together right now all right you’re doing great we’re glad to have you
totally sounds like a Tennessee realtor on Martin
small town guy for sure hey I can’t imagine that dude and mirrored that accent I’m sorry I’m gonna try to slow
down I can’t do that man are we on are we on Timothy cooling down again
Tom’s got our deals baby he’s got to pick up
now he’s letting you ring right it’s going to work
he’s like I’ll show you 646 area code
if anybody in the chat’s from Tennessee I love you man I’m just kidding okay I’m intent well I’m not from
yeah all right he doesn’t listen to voicemail so there’s that all right I’m gonna send
you another list of people cool Timothy now
making new notes for you in the background oh sweet hmm
[Music] just caught him Ryan
what’s up please leave me a message and I’ll call
you back as soon as I can no Tim we’re calling you back and I mean it’s like 4 30 out there so it’s
probably like dinner time um so if they’re not at showings they’re not doing closings it’s okay it’s okay
um we will find a realtor and they’ve got a deal for us Alan I’ve got family in Tennessee we
love Tennessee people we’re trying to leave a hook for the sky
please please out or press one for more options
hey Timothy you came across very highly recommended in my network and was hoping you could help me land a couple of deals
within the next two to four weeks if so would love to speak to you I’m going to text you now and let’s get on the horn soon hope you haven’t gone Tim talk soon
love it I love the style um I love the excitement and you gotta understand too you’re always trying to
leave um not like too much information on the table but you want to encourage the real
realtor to reach back out to you so in this case now have you set timeline expectations you’re looking for a deal
two to four weeks that creates urgency and also you recommended them by saying
that they were highly referred that’s awesome you’re exciting them so now they’re like let’s go what does this guy
nav want can I be his realtor and then they’re going to reach out to you so at that point I mean now if you’ve got a
buy box you’ve got buyers lined up obviously Nashville is a random Market we’re just throwing you into but in Florida where you regularly do this you
have us as a buyer you have other people as buyers you have a buyer’s list and a buy box that you’re telling the Realtors to bring to you
so love it thanks man let’s keep it going we’re gonna find one today and
we’re gonna get a deal in Nashville and also we’ve got Patrick that we could help maybe the deal with us yep
how’s it go guys if you’re not on this morning calls with Pat Carney myself and a bunch of other Killers dude you’re
gonna you can really level your game up within a few days like 100 if you want real accountability in a place that’s
gonna push you and you push him back and they don’t take it personally because we’re only together you got to be in there guys okay we gotta I like how you
guys have created like a competition with it yeah like a running leaderboard as to how many calls are made how many pocket listings you’re getting
um what the dials are to actual answered phone calls it’s super cool to see the accountability done yeah and I’m not
padding stats okay contrary to regular popular belief people think I’m patting my stats because I made it
dock a few points from nav um some illegal activity stuff I was like hey bro flag on the play like no no
no no four dials four yeah okay
there you go you got the guys calling you out I love it all right we got somebody let’s go
who are we calling Angel enjoy we’re getting one
thank you Adam go to hell man I love you okay
okay minus five that’s fine
so funny hi we’ve reached Angela Wright onto the
next one we’re not leaving voicemails we’re done we’re done we can’t believe that we’re hitting so many voicemails
usually so this this is also what I gotta say I mean it’s not that we’re crapping on Tennessee we just got to
make sure you guys know that Salt Lake City every realtor that answers their phone it’s not anything personal it’s
just that Tennessee’s that was pretty crazy not gonna lie I thought I was yeah I was just going off the numbers just
nothing personal I love Tennessee I just like the Realtors apparently more in Salt Lake
City they pick up in Florida too by the way they do they do yeah all right this
next one’s gonna pick up Julie oh we have that who was that called then
four minutes Danielle right we have to call her back oh yeah yeah
[Music] this doesn’t happen in Salt Lake City I’m starting to feel like this was a
setup to get me here and just died and now you want to play it was yeah you found me out I don’t know how you
figured that out but yeah Landry actually told me before the show started who should we pick on today and I was
like I thought this was gonna be solid come on we’ll we’ll find somebody’s there any
points for you Landry okay we’re gonna put you on that board oh my gosh Come on the best part of it
honestly is perspective so I mean I don’t want to say something he wants to make you lose but like perspective is
knowing that I mean granted we’re like probably like 15 calls deep without an answer sometimes you just take swings
and they are a miss and it’s okay what we’re looking for is just one can you imagine if we paid for these
well I think Lacey’s gonna be ready to answer the phones
Lacy she’s related to Numa from Seinfeld I heard oh my gosh
dude I’ll say that on the call you want to bet okay
wait let me call her back I actually want to do that now that’s so funny you were related to the guy in freaking
Seinfeld man your mailman no you are such a freaking like I don’t even know
bro I don’t know I love it Lacey you there
yeah oh there we go I was like they rang once and it dropped anyway um I got your realtor.com profile in
front of me and was hoping to see you might be able to help me land a dealer to the next two to four weeks
okay that was pretty bad because we were talking I think she heard us and she hung up on me well and also too only
feedback I will give in that case I wouldn’t say like hey I’ve got your realtor.com profile pulled up I would say hey um is this is this Lacey I’m
sorry I love how you use your line by the way of hey I called once and it dropped like yeah my bad I just thought
I’d call you right back I think I accidentally hung up um did I catch you at an okay time get permission to keep the conversation going and then start
asking questions this was the Nugget I dropped the other day but I think that it’s extremely valuable that when you’re first starting you gotta remember like I
said a minute ago and I appreciate nav team me up of the hardest part of being a realtor is to find a client but understand
do you think the client should have all the answers do you think the client should come in acting as if they know everything do you feel like the client
walks all over the realtor uh it happens sometimes but those typically aren’t the best transactions do you go to the
dentist and tell the dentist how to clean your teeth how to fix a cavity how to do the root canal no you don’t walk
into somebody else’s job and tell them how to do what they’re supposed to now being an educated buyer completely
different conversation you know you’re right so you know how to position yourself you know how to really execute deals especially at the highest level
possible now when you walk in with agent Outreach my preference is actually to sound a little lost it’s to sound
confused it’s to try to be like wait who am I talking to again I’m sorry I
just I’m trying to find a realtor is that are you are you one of those like it seems like everyone’s a unicorn in
Nashville like I thought I was gonna be able to find a realtor you wouldn’t believe it Megan next phone call you are
the first person to answer me I am legitimately just trying to find somebody that could help me with finding a property I don’t know what I’m doing
that’s what I would actually challenge people to say I don’t know what I’m doing can you say that one time in an
agent Outreach call because if you do it’s not like an ego boost it’s not anything fueling the agent to be aha I
got him some maybe but I think for most of them let’s be like oh finally I get
to help somebody and they’re not going to tell me that they like you know what Realtors hate and again not to put them
in blast I’m a very bad realtor but what they hate is buyers that are champagne taste on a beer budget unrealistic
expectations they hate sellers Sally the seller is what I reference where their house is the best on the block that’s
the worst nightmare now you know what they do they put a smile on they fake it and they get through it they’re really good Realtors know how to put them in
their place by educating but understand that as a client you can come into the relationship with the realtor confused
lost needing their assistance shoot I’ll be player number two all day long let my realtor be player one as
they should they’re the real estate professional they’re the ones that are helping me acquire what the hardest part is of being an investor a deal so if
they can go out there and do all the leg work for me yeah I’m their client that’s the person
you should be talking to as well and I’m not scared to share my realtors with other investors because they are the best clients that I can also refer out
to other business what do you think is going to happen when the other investor brings a deal to the realtor they’re going to come to me and ask for help
that’s the how the whole freaking Circle full circle works for this strategy and I know that all of us here can do it too
the hardest part now I should add in like another line to that phrase is getting a realtor on the freaking phone
when it happens which hopefully we’ve set up enough time to where we could call back that other realtor and get
them back on the phone oh yeah Danielle Daniel yeah I like that too I think that it gives it gives a
it’s a soft kind of way for them to be like oh well I can help you like they’re
like wait you’re looking for an agent I want to be your agent you know I feel like why wouldn’t I I pay five thousand
dollars a month for my face to be all inflated on a bus stop I paid a thousand
dollars a month for ads that show up in front of Facebook groups where people are going through a divorce I pay Zillow
five thousand dollars a month for like 10 leads okay when you start breaking
down how much money they’re actually spending in leads okay let’s let’s start talking about how
we can collaborate together again agents and investors let’s call Danielle let’s see if let’s
continue he’s got some deals she said she needed a minute she better not have lied I’ll take it
personally but yeah it’s not the first girls lie to me so let’s see if she lied
myself Daniel Helen they’re calling about one of our
developments please send me a text for a quick response it’s all good all good
I would just send her a text now and I would say hey ready when you are
and then let’s just jump to the next call there it is I can tell you like the way it’s gonna work out unfortunately is
I’m probably gonna take one call yeah the answer I’m gonna get a deal it’s gonna be just tell I’m just kidding plus
that’s a plus 10 points right there dude uh Megan Sharon again okay
okay all right let’s soften the approach less of the Brooklyn hardcore here
I’ll see you guys in a couple weeks hey I really appreciated this okay everybody
I promise you so there’s actually a list of Realtors this is um just the local
directory of Nashville but um I’m just kidding this is definitely a list of Realtors they are just uh maybe
it’s a busy day I don’t know Tuesday the 8th absolutely eight
talk soon okay and then Richard but a positive sign though there’s also
a lesson in this which is you you can’t let this mess up your Chi and your mindset you have to realize we’re doing
the cheapest form of marketing which is Word of Mouth outbound cold calling so if it’s the cheapest at times it won’t
be the most um uh what’s the one I’m looking for uh it’s not going to be easy I mean dude it
this is going to be something that takes time and it’s a we always say progress not Perfection and I mean even where I’m
at I mean I fumble words all the time I make mistakes and there’s times I just mess up blatantly mess up and it is what
it is so what you can do is you can either get back up on the horse or you could stay down and feel sorry for yourself I don’t always like being the
guy that’s like the tough love kind of relationship because you know I’m 25 I don’t want to be the guy that’s like trying to be a big brother when
sometimes people are older than me doing this so I want people to understand it’s just that it’s perseverance it’s getting
through the do you know uh garyvee’s analogy and I love this it’s like the dirt versus the clouds dirt
yeah I mean you got to go through the dirt to be able to enjoy the clouds and it wasn’t always the clouds for me I mean it took about five five and a half
years to really find good Rhythm find a good Groove tour making multiple six figures a year when you’re first getting
started what a lot of times people don’t even understand there’s people that pay money a lot of money just to get in the
room let alone Define the success the success regardless is up to you to perform on now just making sure you
follow the right map that’s obviously important but that’s where this strategy can keep you in business we do always say the number one rule of small
businesses to stay in business well that’s kind of this strategy I mean you can go do direct to seller and I will
tell you very clearly I am not the guy that can help you do that the reason being I tried it I failed it’s not
always sexy to get up and talk about this especially publicly but I tried direct to seller I didn’t have the
systems I didn’t have the organization I didn’t have the budget I mean to skip Trace data to pull uh all the lists to
categorize it to stack lists do you know what list stacking is finding multiple motivated Sellers and putting them on
one list and identifying that might be a hotter lead there were always people that had deeper pockets and better sales skills and better systems now I’m not
saying all that to scare you away from direct to seller either just know know what you’re going up against don’t go spend an arm and a leg to get the
information to then find out that you have to spend more money just to find success why don’t you start to where you
can actually put money in the bank account and then when you have money in the bank then you make the decision invest into other education go and do
fix and flips Buy and Hold properties do direct to seller marketing for all the matter but once you have money you can
make those decisions too often people are out there just trying to spend all this money to figure
out something then you get really flustered you want to talk about mindset I would love to this is not an easy
business we’ve made I don’t know how many phone calls today and I am beyond thankful that we’ve had a guy like nav that can just push through this if this
was someone else that maybe is a little shy and maybe their first phone call yeah this is perspective all day long so
we appreciate you nav I love you bro I appreciate all that you’re doing here for everyone keeping that positive attitude this strategy is not for the
weak-minded but I don’t think anything entrepreneurial is so if you’re looking at starting your own business you’re looking at anything specifically in real
estate you have to understand a lot of the time it is you versus you so the mentality piece on top of spending money
I always say you’re going to spend time regardless of it but if you’re gonna go and spend money you might as well see results and if you don’t have a
guarantee of results just know the risks going into it so that’s my like little soapbox moment of telling you why I
think agent Outreach is the best but all that said it’s just what works for me you can make a business model to it or if you want it just to be a stepping
stone to put money in the bank great do whatever works for you but let’s make this the entry point that’s
not going to keep you out of business love it yeah you versus you you versus
you and on that note what’s cool let’s make another call yeah is this Richard yep Richard’s gonna answer that’s that’s
and if you are um thinking about getting licensed Nashville is a great place to go yes it is hey Richard I was looking
for an agent that could help me find uh my next property was hoping might be that person to help me out
maybe where yeah pretty much the Nashville area I’m sure you saw the area code is 646 so I’m
out of New York but I have my colleagues our GCS are running the shop there so I’m just looking to connect with
somebody that could potentially help me find a couple opportunities hey what
up so two buckets right uh one side looking for anything that’s TurnKey ready for short or long-term rentals and
then the second bucket would be anything that might need some rehab so we could uh see if we could flip that after it’s done
[Music] long and short term or easy enough so uh
shoot me an email for you and I’ll send you some opportunities what’s wrong what’s a good email for you
your name yeah perfect okay and is this the best phone number for me to call or text you on
excellent all right let me drop this down real quick I’ll text you on my contact card also see you have it
um what do you have cooking right now Richard in the pipeline got anything happening that I can look at tonight
some things uh serious I’m good I’m driving there we go you got the top damage the
Corvette it’s just a regular Alexis sorry okay got it I heard someone I was like
maybe he’s cruising out there okay he’s like I don’t want to talk this New York accent right now I’m not cruising I’m taking my daughter
to uh School actually oh there we go cool nice so yeah I won’t get a middle
of daddy daughter time but yeah I’m looking for something within the next two to four weeks you think that’s possible oh Richard with what you have
in the pipeline sure beautiful and I’ll wrap up with this anything you have before it hits
the market and anything you listen to Market Richard a lot for you to represent me on those if that’s cool with you
true baby I’m looking to buy as is cash your hard money we can close in 14 days looking forward to those addresses so I
can start looking at them tonight bro cool excellent all right enjoy your time with your daughter and we’ll talk hopefully
tomorrow okay all right buddy let’s go thank you awesome we got a pick up all
right guys um so that’s agent Outreach live one for 17. um that is just hey I mean honestly
it is what it is yeah nav you crushed that in my head the whole time I’m like find a random comment find a random
comment boom Corvette I was like okay closed yeah expectation when are we looking to buy a deal and you’re like
look I’m looking for something two to four weeks do you think you can make that happen yes I’ll send you stuff tonight hey hey by the way I’m also
looking to do this you did that twice you said I’m looking for fix and flips I’m looking for things that I could buy
ASAP as is conditioned cash you turned around you told them everything as to what you were doing what you were
looking for you set the expectation the tone you kept control the conversation beautifully executed
you’re great at building relationships now like you know like softening that
and everything and having uh people remember you by something so I always love that in your conversations I love
it I love it that guys that feedback means a lot man you know dude I mean you’re just leading by example this is
what we’re talking about the reason I wanted you to be able to be up here was to show exactly that I mean one phone
call so finally somebody answered you got them talking yeah realistically let’s forget the 17 I mean it’s good
just to track our metrics and see how many phone calls it takes to get a deal but did you go over one
you went one for one dude I mean you took one swing and you knocked it right out of the park that was beautiful that
was exactly how you wanted to do it uh Jerry even just said they’re worth the wait it absolutely was like this is this
is the beauty behind the strategy a lot of times going direct to seller you’re playing the same game of trying to get a response but then when you get them on
the phone I hope you could sell I hope you could uh justify why your offer is better than the one that’s right next to
you that’s probably the same if not better terms so now we could factor in probably probability of going one for
one direct seller versus actually going one for one with agent Outreach now I’ve rocked that call you guys could
do that too and obviously again nav I mean you’re you’re swinging like an expert here like that was beautiful if
you guys are just getting started trying to do your first call watch the replay watch what nav said can you make one or
two notes and take one nugget from that and put that into your business into your script if you notice one thing
about this which hopefully we can get another person on the phone we got a little bit of time AVS not gonna have the same exact
conversation twice he’s not gonna be on the phone be like hey so you’re cruising in a Corvette they’re gonna be like what
the hell like it’s gonna be super random and just out of the blue so instead he’s gonna find another point he’s going to
find something else to relate to the goal is really just understand comes down to you there is no script so as
long as you have talking points you understand what you’re trying to accomplish which it’s relationship it’s value maybe they are a buyer maybe they
have deals we don’t go into the conversation asking them for everything we’re going in with the expectation in
this case to try to find a deal and an agent that could represent us in transactions so what they bring to the table they can represent us we can split
the deal with them if we do flip it they can end up listing it for us on the back end there’s a lot of ways we could partner up with this realtor now if we
were to have a conversation they’re like there’s no deals on the MLS if there was I’d buy it myself flip okay sounds good so it sounds to me
like you’re a buyer what are you looking for yeah we use situational awareness to be able to turn those deals and what
would have been just a negative experience into a positive opportunity so that’s the cool thing about the variations of these phone calls and
again why we wanted to bring nav on today if you guys want to be a part of the show we would love to have you on we’d love to have you calling Realtors
um Nashville maybe not but we’ll work on some other markets so maybe see if agents answer in different areas
um with that now if you want to rip one more call yeah man uh if it’s going to add to a couple of key points
stage is all yours everybody that’s watching the live and all those can be watching the replay grab a pen and paper
write this down I got the storm on Wall Street days where I became the top in the top one percent out of 455 sales
people on the phones cold calling Wall Street debt settlement raising Capital you name it these are some tough
freaking calls people capiche so write this down right three critical things when you do an outbound cold calling you
have to answer subconsciously for your uh person the other end of the phone why they’re thinking this if you don’t hit
that within the first 10 seconds you know you lost the Leverage The credibility any Authority that you could
have on that call three things number one how did you find my information number two what do you want in number
three is this gonna be a waste of my time do you actually have some value for me so if you come into that call with service
and understanding I gotta handle these objections Ryan and Landry right right out of the gate with your tonality and how you say it
guys it becomes a game it becomes fun right you’re connecting with people you’re not taking it personal as an
emotional uh attack you’re just going through the numbers to shake hands but you have to answer that because think
about it if somebody shows up on your front porch what’s the person that goes through your mind now if you’re in New York you know what we’re thinking what’s
good what do you want right so my point is if somebody’s on your porch knocking
what are you thinking those three questions so if you can annihilate those right in the beginning it becomes fun I
love that just having a conversation it’s all built around Rapport I mean you’re not trying to be somebody that
you’re not you’re not trying to go in there and not provide value you’re trying to go in there be quick to the point I love how even when you were
talking to them you’re like dude I don’t want to take any of daddy-daughter time like you’re driving her to school we don’t know any background on that that
might be the only time they have together and because he is a hard-working realtor and the hardest part of his job is to find a client he’s
going to answer the phone well now if you were aware of that situation you actually provided more value by saying I
value your time that was huge so in this case I love the report building I love everything that you’re about this is
beautiful I mean again one out of 17 phone calls we got on like actually you
know working but the best part about it was that one for one with the success rate after talking to that Realtor he’s
going to send you properties today you know if I had to put a bet down on who I thought was going to call back if it was
that Danielle girl or somebody answering first I I would have probably bet on Danielle and she just dropped the ball
this is not to call her out we didn’t name her last name but we just want people to understand too if you’re a realtor watching this this is money
calling this is an opportunity where if an investor is reaching out to you saying I need your help what else are you doing
are you showing a bunch of houses are you writing a bunch of offers are you sitting open houses or are you even
paying for leads you need to have an investment division or an investor in your database at all times especially if
you’re a licensed realtor okay let’s call Sheila do it let’s do it
she guys let’s give a NAB some love in the chat let’s get some emojis let’s get some hearts get some random emojis in
there let’s give some love to nav come on guys send me some Bitcoin all right
you think I’m kidding I got one of The Ledger wallets right here bro oh my God
by the way guys gotta have Gotta Have calling you gotta be loose you gotta stand up do what gets you going you got to stay in the zone dude
all right let’s call this guy back I love it
we look forward to assisting you press one to speak with the front desk
press two for Bell by name directory call it front desk
we want their hardest working realtor I don’t even care if they’re investor
hey I was looking to connect with Sheila is she around [Music]
um matter of fact maybe this might help out also I was trying to see if I look at contact with like one of your hardest
working people in the office um so we could talk about a couple of properties we’re trying to lock down the next couple of weeks if you have anybody
in mind love to speak to them if you could transfer me you know
sweet appreciate you Sean perfect thank you
Ryan at work dude your line worked I always say the hardest working because
if you try to specify like investor friendly I don’t care I want the realtor that shows up every single day that’s looking for business that just has it or
doesn’t have it I don’t care you showed up hey Sean
perfect yeah hey this is navos uh just uh called in and she transferred me over to you I
couldn’t catch the first thing but I was hoping to speak to somebody that could help me with some properties I was
hoping maybe you might be the person to help me out sure what’s that so two buckets needed
help with right uh the first one was anything that’s TurnKey ready for either short or long-term rental opportunities
and then the second bucket anything with good bones but it could use some loving right a rehab situation so um yeah I
want to see if you might be able to help [Music] um
I’m hearing that you’re looking for kind of investor properties here in Nashville yes well uh the area code is yeah in
Nashville so for transparency I’m sure you can see the area code I’m out here in New York but my colleagues our gc’s
our team we worked out of Nashville and for Clear transparency I’m just trying to connect with some uh guys and girls
that are crushing it and came across you guys profile on realtor.com so I just called in she transferred me over to you
and and we’re trying to do the dance you know yeah
[Music] parts of town and different kind of parts of it Market Per Se yeah
um do you have a specific price point or kind of size that you’re
kind of looking for specifically I do um Matt and as we speak about on the
phone if it’s easy for you I could also text or email you those quick little search criteria if that’s also helpful
for you you know yeah that’d be best for sure so yeah I
can kind of have everything in front of me and then you know there’s something that I can kind of put somebody in touch
with you in terms of just kind of specific agent that we have okay
way we can you know kind of best set you up for Success love it
love it yeah you know what’s funny uh I asked her I was like I love to be uh speaking with the hardest best person on
your team and with that hesitation she goes it’s going to go to Mr Clayton
I swear to god dude yeah by the way I missed I think I mispronounced your first name I
apologize is it John or Sean oh yeah I missed it’s it’s the Brooklyn
uh New York City public school education we don’t pay attention here you know [Music]
so yeah John so um um a couple of key things right uh one
anything that you and your teammates can bring to us before it hits the market first of all I’d lie to you if I say I
want to be at the top of the freaking list number one and number two love to have you guys represent me on it if we end up going that far is that cool with
you guys yeah perfect number two anything you and
your teammates list on the MLS we’re actually not against it uh contrary to popular belief you know a lot of
rehabbers think there’s no deals if the numbers make sense John they freaking make sense kapish so I also love to have
you guys represent me on anything on the market that you list uh also if that’s okay with you
let’s rock and roll baby um so what can I do to help you so we could get this thing Rock and rolling tonight
kind of suggested find some people that I think would be a good fit to start working with you okay uh and then also
see if there’s anything that we’ve got currently available that we might be able to just send your way and they can
kind of go from there does that sound good sounds great awesome let me give you my email address
for YouTube purposes we have this hit it
so again shout out to uh YouTube we appreciate them but we are not allowed to share public information uh with you
guys still trying still going
how about that phone call he got the hardest working realtor for sure best phone number for me to get in contact on
you your direct line now he’s getting the number this dude is closing I would not be surprised if nav
comes in and says dude I’m looking for something ASAP like do you think you could help me the
yes perfect so no extensions and all that stuff right Perfect all right all right John so
and would you prefer I text you Mike I’m sorry should I send you my contact card via email or text along with our search
criteria that makes best sense for your process and for your team’s process you can just do it
email that’s perfect you got it beautiful if you could give me about 10 minutes I’ll shoot that over to you
um I also wanted to run a couple other things about you John um in terms of uh expectations on our end um so we have an
idea you know what to expect and I know a lot of people say things and you know words that mean nothing before action
but I want to put my best foot forward because I’m sure you get bombarded with people trying to get your time because you know you are the best in your uh
place in your in your brokerage so what we like to do is you know buy as is for
financing the cash of our money and we could close within 14 days um uh and I’ll be the direct point of
context we can make things happen really quickly and honest to God John I need something the next two weeks How likely
do you think it is we could get something locked down within these extra weeks you think
interesting enough you know there’s inventories kind of starting to pile up here a little bit uh more so than we’ve
seen because things are not moving only so and if you’re looking to kind of
try to find something I think you’re in a good situation it seems like our Market is going to
play damage a little bit yeah as you can imagine you as well
um so I would say uh you know you’re probably finding Nashville at the right time uh I don’t know how long that will
last but at least I have some properties to be able to shop around and look at
love it so should I be expecting you to contact me back or one or some of your
colleagues the only reason I asked so this way when a number pops up that I don’t recognize I don’t think it’s some telemarketer selling your Bitcoin you
um [Music] uh and I’ll I’ll kind of decide based on
what you send me on it I need to just kind of take this on my own I just I just based on what’s to me okay
[Music] John I really appreciate it um for putting in the time and energy for that
yeah cool yeah cool brother um
probably I’m shows from property here you know about about an hour or so but nice
man no problem Hey listen you don’t have to worry about me go sell that sucker God will you knock it out of the park and yeah feel free to hit me um if you
got to do late tonight I’m gonna be up and uh running a little bit later tonight Eastern Standard time so I’m happy that she connected us together
John my bad for mispronouncing your first name and let’s get some work on my friend I appreciate you all right
hi absolutely thank you so much for reaching out you got it buddy have a great one go look at the showing
alrighty boom I love it you’re good you are
amazing bro I love it you throw on the shades you’re like what’s up my name is nav allow me to reintroduce myself
too watch this two for two I mean dude I don’t even have any like criticism your
style is your style and I love it I think it goes to show again from different variety of sometimes me being
super serious to nav’s thrown on Shades walking around doing a Victory lap while on the phone dude just like what’s up
agent Outreach my strategy he said he’s gonna pass this around to 50 people on
his team and they’re open to representing us or anything like that 50 people and did you notice what he said at the end uh let me think if uh if I’m
gonna end up sending it over to my team if I’m gonna take this one myself you become best friends with the guy that
owns the team yep that’s awesome there’s a lot of stuff that’s going to start popping up here so
that was unbelievable uh it was the last call too yeah that was really cool and
he’s like he called me at the right time imagine if you were like you know what that’s the end today goes to show by the way right so what if
it took 18 calls to get a great call like that happen guys wouldn’t you want to go through 18 people that don’t take
two two phone calls or they promised a first date and then she doesn’t call you back like my girl Danielle shot at Danielle like you got to keep going or
else you’re gonna miss out those options he was sitting there ready to roll bro yeah he’s just waiting for your call I
know I love that it’s always it always seems to be like that just one more call she’s calling back uh we’re gonna end
this one in just a minute here if you want to take it now we really appreciate you thank you so much for being on the show today
um if you guys are interested in being on the show as well let us know you could post it in slack you could post the Discord
um you guys can comment on here we are live on my channel and on batch TV so we appreciate you guys that have tuned in
uh got a little rocky there but if you notice we brought it home and the success that’s right
I will do this every single day of the week so now huge shout out to you bro keep doing what you do we appreciate you
uh Landry as always thank you for all the assistance and help with everything we appreciate all that you do and if you
guys are interested in getting information and getting the leads that we’re pulling the agent’s information we’re using batch leads so make sure you
guys check out batch leads.io forward slash zolin where you guys can get a discount we have a free trial it’s a
thousand free realtor leads that you could get to so we appreciate you guys looking forward to
um actually we won’t see you guys next week I’m gonna be out of town heading out of town on Friday uh but I will be
back the following week so we are going to take a quick little break I’ll be on vacation but I appreciate you guys make
sure to watch the replay of this one again take notes on how nav did it and how you guys can wear sunglasses too I’ll rock them yeah we appreciate you
guys and we’ll see you thank you guys thank you guys
