it is show time what’s up everybody Welcome to agent Outreach live uh this
week we’re brought To Us by Rockstar punched so every week we got to give our
shout out to my drink of the week uh Landry how are you doing today I’m great the week’s already flying by how about
you Ryan no complaints uh not gonna lie I totally blanked on a deal yesterday I
thought it closed on I don’t know I was thinking the fourth or the sixth and next thing I got an email that says we recorded and I was like well that’s good
but it’s also concerning because I didn’t realize the right date so if that tells you around the week I am all over
the place trying to catch up with some stuff Amber is actually sick so I’m like boyfriend times two business owner times
two it’s like crazy but all is good everybody’s good we are rocking and
rolling nice well I’m excited for today uh you know if anybody was here last
week Ryan did something a little different than we usually do on this show if Ryan you want to kind of tell
everybody about it like why that was so significant for sure calling about listings instead of what we’re going to
switch back to today and yeah so first off obviously variety I mean at
a certain point I mean landra it’s easy you can come up here hang out watch you with all the stuff with batch but why
would they continuously watch Ryan make calls to agents over and over and over um there’s a few things number one it
might be your market so if it is your Market what I do after the show is I actually give out the agent relationships to people that are in our
community Discord so first off there’s an advantage there the second piece is that this show is called Agent Outreach
live so agent Outreach is a specific strategy within real estate investing uh very commonly within real estate
wholesaling but one of the things I think is overlooked within agent Outreach is that it’s in different forms
a lot of times what people do is they’ll text they’ll call they’ll email their faxing they’re sending pigeonmail
whatever it is at this point just to get in contact with the agent but they’re only doing it for off-market properties that’s not necessarily a bad thing but
what I try to challenge to that is that there’s opportunities on the MLS so if there’s on Market opportunities and we
are real estate investors looking for deals agent Outreach can also be in the form of MLS so last week we were on the
MLS using batch leads hanging out trying to figure out some motivated Sellers and agents that wanted to work with us and
get some offers got a couple submitted did not get anything from it but also we only did it for an hour long and I think
I submitted two out of the four conversations so that was last week’s show a different variety different spin
on things and so this week we’re bringing it back to cold agent Outreach outbound next week we’ll be back to MLS
yeah I’m excited I think it was really good to kind of just show the the varying ways especially for those of you
that either are going to be jumping into batch leads which I’ll drop this for you guys uh try this out so you guys can do
exactly what will showcase for you and how we’re getting these lists of agents in batch leads and the different ways
that we go about it because once again last week if you go back to that or if you join us for the next show you’ll see
how you can start building these really good lists of even those on Market properties to find the description
telling you that hey you know we’re only accepting cash offers as is investor special it was so easy for me to find
those properties for Ryan to start calling the agents on last week and it’s super easy to use the filters to pull
these lists as well so we submit this for you guys but check it out you guys
can give it a try and then I’ll kind of show you a little bit from what we can because you have to blur so many things on YouTube as you guys know but
and also um the main thing Landry you’re posting this link but let’s make sure we make
note of this I mean the reason we’re posting the link is because we are both doing agent Outreach for off-market
opportunities through the agent Outreach section but then we’re also using the same software to look at on Market deals
so Landry do you want to tell us a quick little second about that lovely little software
yeah absolutely and I’m going to send this to you if you could post the link I don’t know why it’s not letting me in there give me the ability but yes let me
pull this up for you guys and give you an idea of what what this kind
of looks like in terms of at least what with what we’re covering today for sure that first one is that
community link I just dropped it in the chat and then we also have if you are looking at signing up with batch leads
this is the link to get a little bit of a better deal yes and if you guys get in the community you guys can send me a
direct message there if you have questions ever about Bachelor it’s batch dialer even if you don’t use the systems
or you’re not really feeling like you want to try it out right now that’s fine too you guys can join just in general to
network and make connections with other amazing people in the group so anyway how we went about pulling these lists
today I pulled two different markets and we’ll we’ll tell you guys about those in a little bit and then we’ll have you
guys probably vote to see where you guys want Ryan to start calling into but all
you do essentially is you come into my mouse can come over here
you go to this little tab it’s in the lowest plan so even in your free trial you get it and and everybody has this
the Asia Outreach you come into the agent search you have to search for a location like you have
to go to an area whether it’s a city a county a zip code whatever and then you
can do a lot of different things like find and Target agents or find people under their name The Brokerage they’re
at the active listing count we usually always do that one we’ll I’ll have Ryan explain why it would be beneficial to
filter things down or leave it more broad as well for you guys as well but a lot of these you don’t have to really
overthink like if we just pulled up like a random list in any Market you could
call those agents too it doesn’t have to be under a bunch of crazy criteria but it does make your life easier which is
the whole point of filters but active listings that they have currently on the market average listing price if that’s
important to you sold listings in an amount of time sold amount in a time
period and then you can sort the list by like number of expired listings from high to low or number of active listings
from low to high whatever you want but it just allows you to have more and that’s sort if I’m not mistaken is a new
tool correct yeah yeah super nice it just makes it so much easier to find exactly who you’re
looking for in that agent directory if you guys haven’t given this a try you it literally takes you like 30 seconds to
pull up just an awesome list of real estate agents and make sure to go to this link seriously guys like get the
trial try it out one thing that I want to make a note of is they’re constantly making updates so while this is consumer
focused we want you to understand that the cool thing about a company like batch is that they are receptive so that’s sort by for example that was some
feedback that I’d offered when agent Outreach had first come out into the software so one thing that I wanted was
that when we could sort it by let’s say that we were even just filtering let’s before we get into sorting we’re filtering it based off of three sold
listings five sold listings in the last six months those are great searches I was now able to go in and sort it based
off of the volume rather than it being in alphabetical order of the agent so why would that be important well it’s
cool to be able to see see who the highest performing agents are typically team leads brokerages eye buyers
institutional Representatives any of those four typically your top 10 top 20
agents in your Market but with that said the 20 plus Mark 2050 20 to 100 those
rankings are typically the best Realtors to work with if they already don’t have an investment division now what is the
best list is probably going to be a common question here I want the best list to be the one that you’re going to
call doesn’t really matter to me as long as it’s in your market and it’s something that you feel that you can go and call Comfort comfortably and
confidently so with that said we can’t show you guys all the details inside the
software because of YouTube’s regulations but what we can do is we can make this a collaborative show so what
we want you guys to do is help us vote today on which Market we’re going to call I have lists from two Realtors but
what we’re going to do is ask you guys and you’re going to help us pick Landry it is between
yeah so San Antonio San Antonio and Detroit all right so guys if you want
Detroit give us a one in the comments if you want San Antonio give us a two one
for Detroit two for San Antonio let us know which one you would rather see and real quick Ryan pull this back up
and I’ll just show you guys it’s still going to be blurred but just to give you an idea of after you do this like this
is how I pulled both lists today I typed in I used filters like this to find those active agents nothing that’s too
crazy you know somebody that has active listings currently like three maybe you mess around with it it doesn’t have to
be super complicated and then five sold in the past six months just to give you
an idea and then type in Detroit you know kind of deal click to apply and it
pulls up a list like this you already have their phone numbers you already have you have their fax number their
email address like everything you need to know without having to spend any additional money to get their
information you have a literal list of all of their listings that have sold
that have expired canceled uh you know that are pending right now you have all of the information on it’s pretty cool
because it only takes you a couple seconds and you don’t have to be going through realtor com to find those really
good agents that you want to reach out to you legit just have a list of whoever you want to reach out to so give it a
try this is the all-in-one CRM so like the best thing about this is that as I’m going through making these calls I have
Landry putting notes in for the conversations we’re having with Realtors you can save these favorite them you
could put them into a list you can make this as easy as possible for your follow-ups the best part about this and the reason why I think that I’m here
obviously is that this is our strategy MLS deals and agent Outreach It’s all under one umbrella and we are super
fortunate to have a software like batch so the list that I have on my phone that Landry sent over is exactly this list
right here that you guys just can’t see because it’s blurred so with that said I mean look at these comments we’ve got a
clear winner here oh heck yeah okay so so I kind of thought that was gonna
happen me too I was like you know I think it’s favoritism because I really like Detroit Pizza that like that’s what
I would prefer but yeah I mean the chat just came in to be like nah this is saying I had a feeling I you know I
really hoped that Detroit had a chance you know because I have some people we got we got one we got one one vote in
there but the rest I mean Landslide Victory too yeah yeah there’s also so many people in Texas all over so yeah
I’m excited this is yeah this is the San Antonio list that you guys are seeing but when you save people you also have
the ability to you know filter out your list you can select them and you can export them pull them off your account
and once again like Brian was saying manage them all right here because you’re not pulling I mean who knows you
might go about it differently if you are gonna go about blasting things out to a ton of Agents but most of the time and
at least what you guys will see in this show is that it’s you know maybe he’ll have the opportunity to call like 20
people or whatever and a lot of the time we’ll end up having some really good conversations we don’t need to go and
pull a list of 5 000 different real estate agents we can pull a list of like 30 people or even just go down the line
and save them as we go because once again you get the info without even saving them so that’s really the power behind this takes a couple seconds to
have an awesome list of Agents so give it a try and if you guys get in the community send me a message if you need
help or have questions or anything and I can absolutely help you with the the software side of things so with that
being said let’s do this we’re rocking and rolling I’m gonna do a little bit of a different approach today because
obviously inside my um experience here and just doing the show and getting comfortable on camera
all that uh we just jump right into it and that’s kind of my style a lot of DMs
I got over the last like week kind of carried over even two weeks ago where people like Ryan I worry that I don’t
sound like you on the phone so with that I’m gonna do a few things today I’m gonna first off make the conversations a
little bit more normal kind of like more beginner level but then the second boost to this is that I think that a lot of it
is that we’re caught in feeling like we need to know everything so I just want to offer some first off words of uh
wisdom and encouragement and then two I want to make sure we know that there’s different styles and varieties here that
you can do to make this your own you don’t need to go out there and try to replicate to be Ryan zolin and quite
frankly I wouldn’t want you to do that anyway because if you’re trying to be somebody else the odds are you’re going
to lose what your secret sauce is in this strategy which is going to be you it’s your personality it’s you being
different not every realtor that I talk to I’m gonna have an amazing conversation so I put this message in my
Discord I think this was yesterday or two days ago but one of the notes that I made was that you need to sound almost like like you don’t have confidence the
more confident that you sound the less likely a realtor is going to be like turned on to working with you so if I
was in the point where I’m feeling like I need to know everything the reassurance is that you don’t the next piece is that if you’re first off going
to make a call and this is maybe even the first call to an agent let’s put our phone down let’s like have a moment
let’s take a deep breath let’s do maybe words of affirmation let’s Journal let’s talk about it if you feel nervous if you
feel excited odds are it’s a good thing that means that you’re getting out of your comfort zone and you’re trying to
go and do something new you didn’t get on the bike and start riding it without training wheels the first time I think
right it’s the same thing here so with that just make sure you take a minute have the awareness have the
just appreciation for the opportunity I mean how many people would would love an opportunity like this where maybe they
could go out there and make some calls for you but their schedule just doesn’t allow it so us being able to be here live watching the replay or even just
giving the opportunity throughout the day to go and do this it’s actually a blessing so let’s call some agents in San Antonio
let’s show kind of a little bit more of a beginner level conversation I might still throw out that I have all the
missing or I have all the pieces the only thing I’m missing is a realtor I’m not going to jump into saying hey I’ve got flip experience if it comes out I
apologize in advance but what I would say is find a JV partner find a buyer that you feel comfortable with that you
could go to and say hey can I use these deals as a reference so that I can enter contract and then bring it to you
remembering that the hardest part of being an investor is to find a deal means that your buyers are struggling to
find deals especially in this current market so why wouldn’t they be more than willing to say yeah this is a JV partner
here’s a couple of flips that I’ve done use that as a reference to go get deals and bring it back to me the only thing
I’m really going to make sure to hit home on that point is that if you’re going to use their references you need to bring the deal to them first then if
they decide to pass you can either JV and wholesale together or you bring it to a new buyer no harm no foul but you
at least got past the proof of funds past deals anything along those lines so again if it comes out I apologize but
what I want you guys just to remember remember there is literally no script here other than just sounding confused the only time I jump into being The
Savvy investor is when I’m talking to an agent investor already this is somebody that is very fluid in the investment
space they might be flipping they might be buying rentals they might even just work with other investors but that’s the only time I try to bring my A-game and
if you don’t feel comfortable with those conversations don’t sweat it I love that though too Ryan really quick before you
make that first call because I feel at least in my perspective of being here on
the show with you and I’m sure you guys can see it too and if you if you don’t notice it you can I mean go and watch
any recording where all of the agents are so much more receptive when it’s like oh you know what I don’t know I
just need somebody to help me out you know instead of it starting having you start the conversation with just like I
know everything you know they’re gonna be like oh great well that’s my job that’s I am here to help you and
obviously they won’t I try to relate it back to like other Industries like if you’re working another job related to
your current job if you’re working as an entrepreneur try to relate it to something that sounds very foolish but it could be like a Dentistry a doctor’s
office a grocery store for that matter are you gonna walk in as a consumer and walk right to one aisle as a grocery
store grab everything grab the produce go and then tell the cashier what the code is as they’re punching in and
weighing out the the fruit and the produce no you’re just gonna let them punch it in and do their thing what you’re going to do is you’re going to
like go through your cards you’re going to pull out the the membership card you’re gonna pull out your credit card you’re going to maybe pull out a couple
coupons you’re going out there as a consumer trying to have what’s in your best interest I get that right so in this kind of concept too when you’re
going in there as a consumer with what you feel is your best interest remember the agents have your back too if you’re
going to walk in and tell them how to do their job going to the route of doctor or dentist would you walk in and say hey
I need a root canal you’re going to use this tool this tool we’re going to do it on this day this is how it’s going to be they’re going to hate you so if you do
the same with a realtor they might hate you and I don’t want them to so you go and you sound confused fumble on your
words don’t go out there guns Hot saying uh arv is this and the uh repairs are
going to be this and it’s going to be this kind of an issue you’re starting to talk in a different like language to them what I’m trying to do is just build
a relationship and also understand that they may or may not be a solution so I’m qualifying them just as if they’re
qualifying me love it it’s called Ruth okay
can you guys do this okay
all right she’s she’s just she’s not ready she wasn’t ready for us right now it’s fun that’s right
um but in all seriousness though like and no disrespect to anybody named Ruth I love Ruth’s
have you ever met a young Ruth like I just I don’t feel like I’ve ever met anybody that’s like 10 years old named Ruth
like it’s a real serious conversation right I mean this is this is the kind of stuff I have but at the same time I’m
like I need to I get really I have my memories terrible so who knows let us know in the chat have you met a young
Ruth like yeah let us know guys important questions
alrighty on to the next Joe Joe is ready
nope not today not ready we can um definitely leave a voicemail and if
somebody doesn’t answer I will uh just leave one in one of these messages here but trying to get somebody on the
hey Lindsay um I might have dialed the wrong number I’m looking for Allison
um yeah I might butcher how it’s pronounced
is she in the office at the moment or um
gotcha okay which office did I call this is our corporate office oh I’m
sorry about that yeah if you could just transfer me that would be awesome
cool yeah let me write that down
alrighty we got a cell number
it’s not that hard we got this yeah Colin Allison
hello hey is this Allison this is Allison hey Allison I just got
your number I think I called the Keller Williams corporate office by mistake I uh I got the number online I was just
trying to get in contact with you how can I help you um I’m not sure if you’re still licensed
or not um that’s probably how I ended up on the corporate number uh but just trying to find an agent in San Antonio
I’m based in Arizona but needing a realtor that could help me out uh sure what are you needing help with
uh purchasing a property I should probably start with that before I go down my whole Spiel my bed
[Music] property or are you looking for like a personal residence yep um I’m looking
for an investment property uh I’ve got a couple people that I’m like partnered up with that are in San Antonio
um like I said I’m in Arizona but uh we’ve had to expand out to some other markets recently and San Antonio was one of them and so we’ve got pretty much all
the like relationships that we need with the only missing piece being a realtor so I don’t have like a specific property
that I’m looking for but I’m looking for that Realtor relationship that I could like work with exclusively that can help
me with purchasing a few properties a year okay do you mind me asking how you came
across my contact information yeah I mean full transparency I like have this software called
um like batch and we go in there and we just go and we’ve got information of Realtors and yours was the first one
that I called um and then I guess I had the wrong number I had the corporate number
okay um that doesn’t yeah that doesn’t make a difference to me um and this is probably just my like an experience a little bit
but I was just trying to find someone out there that’s licensed um when I find an opportunity that I would need an offer like written I would
want to obviously have you do that but without wasting your time so I don’t want to like have you go and just write a bunch like Global offers or anything
like that uh but almost being like my eyes and ears on the ground so if I’m able to maybe find another opportunity
could you help me with like making sure it’s a good area good potential opportunity and then maybe we could list it with you on the back end
um or in a perfect case scenario I mean you help us find an opportunity and then also get that listing too
okay um so are you looking for an investment like uh to purchase and then flip or yep
so flip is going to be ideal um as I get a little bit more comfortable I’d be open to buying and renting my problem is that I’ve done a
couple deals before out in like Bear County but I just to be completely honest I didn’t really love the process uh some
of the deals were a little like iffy I think it’s because it’s a private State without information being like too
publicly disclosed and then also too I mean I just didn’t love the title company so
um but that’s okay I mean that’s all stuff that we can adapt and change and that’s kind of why we went and Revisited the San Antonio Market uh but again only
missing piece is a realtor right now okay um well sure I’d be happy to help you
cool um I’m not sure if this is like realistic or not so I would love it if you could just like be completely honest
with me but I’m looking to buy something like realistically in the next 30 days uh we’ve got all the Partnerships I
mentioned but like a hard money lender we have money that’s burning through his pocket that’s basically wanting us to use for the acquisition price uh so what
we are really trying to find now is a deal so I don’t really care if it’s on Market off Market
um from even another wholesaler for that matter but I just don’t know really where to start and part of that is the
location so uh if you think it’s possible for 30 days I would love to know that first and then if so I could
kind of tell you a little bit about what flips we’ve done in the past and what we’re looking for okay so I know I mean we have a lot of
inventory right now um to be honest I am not if you’re
looking for like the wholesale process I have had a few listings that were you
know where I’ve worked with wholesalers on that side but I that’s not my Niche
okay I’m being completely views so I don’t know that I would be the best fit to we’re gonna hyper up
we’re gonna bring it back [Music]
sure um you know I I’m familiar with that process you know in a sense that you
know when I have one of those listings that needs work I get like
10 offers from you know at various price points uh from
wholesalers um and I know not every Title Company works with them I know which ones do and are
able to so I’m familiar with that but if I’m being completely honest with you
that’s not my expertise that’s okay and honestly I’m not really looking for like
uh the expertise in the wholesale side we have like a whole like investment division of the company so they’re the
ones that are pretty well versed I’m kind of in the same category where um I’ve bought a couple deals from wholesalers but not really like an
expert by any means so in that space I don’t really mind even teaching you and showing you what our wholesale
experiences in the past but um I honestly don’t really care that the expertise isn’t in wholesale I just want
an agent that could help me with like finding the opportunities and like helping with just a normal purchase
contract and making sure it’s all done properly um so I don’t get burned trying to go direct to seller
got it okay yeah I mean yeah I’m very versed on the contract
um and I’m familiar with you know of course I have the access to the data as well so where you could see if it would
be a good investment or not I know from my limited experience with that type of
investment that there’s it’s my understanding that y’all have not necessarily an algorithm but when
you run the numbers uh kind of Base it off of percentages not necessarily
um you know looking at comps in the neighborhood and cost of
I guess the reason trying so hard and I I respect it we still have other numbers that you based for sure yeah and so I
mean our process just to I mean I’ll say and it’ll probably go overhead a little bit but I think that part of it will
make sense we take like whatever like the um value is in the property after I
renovate it so like our after repair value um which is obviously based on comps and whatever we think the most is we could
sell it for we take off typically like six seven percent off the top just because of holding costs closing costs
when we buy it and sell it um and then also too I mean there’s just like miscellaneous fees we got to pay
commissions on the back end to our realtor uh so that’s like our six seven percent off the top then I take off the
cost of renovation so that way I mean that’s pretty subject to the house itself I’m not really looking at
um like oh yeah it’s 30k on every remodel it’s going to be just depending on the square footage the current condition uh what kind of area it is and
what standard we’re trying to bring the flip to and then after that the profit margins uh full transparency I think
that’s where a lot of investors have gotten uh burned over the last like 12 months is that profit margins we have to
calculate them a little bit higher just to protect ourselves because of what we sell over the last 12 months but if I
put in 60 we typically want to make around like 40 50 60 on the back end too so the after repair value timesing that
93 ish percent minus the repairs minus the profit is typically the price range
that we’re at uh the percentage thing I think you’re talking about I know a lot of investors that do that too it
typically comes out to around like 60 low side to 75 percent of that after repair value
uh comfortably under 550 but like I always kind of like jokingly say to my
team but like if you found an opportunity that was too good to pass above 550 don’t hesitate sending it over
I will do what I got to do to find some money to go in there and make the deal happen um but comfortably under 550. single
family homes condos townhouses that’s kind of our Jam you know what area
honestly I think that’s where I messed up in the past so um I would really want to lean in on you on that um even
without like if you don’t know the date or anything that that’s no problem at all I can kind of show you some of the
stuff that we’ve done to track our metrics in the past and figure out what the best areas are and then maybe together we can figure out and pinpoint
a specific like uh pocket of where we’re trying to go and find deals okay yeah where have you looked before
or where Have You Done projects before you know I don’t have a specific zip code it’s just been a minute it’s been like a year and a half but I just know
it was in Bexar County because I mispronounced it like seven times and then I finally got to the point where I realized it so anything in like that
County area is where I’ve been looking in the past but without really a sensitive Direction I think um
so was that um I guess here’s another one it does Denver Heights ring a bell okay yeah that’s like in the downtown
area shout out to you Michelle I appreciate you yeah that’s uh that’s one of the areas
we looked before I’m not again I’m just not well versed and I’m not in front of my computer at the current moment but
um we could probably pinpoint a specific location together cool
cool well is there anything that you need for me specifically um or what would be the next best step
I guess I would need uh your contact information so like your
email address sure and an idea of you know what you’re looking for and
like I guess the overall goal so I can do some research on my end and
then this is a great line right here that I would be using especially with an agent like this she’s a phenomenal resource she’s a great agent but this is
a great line that I’m going to use here that is going to be a piece of mind for a lot of people
projects you know like um rehabs or people that need to
to unload the property and are willing to take a lower offer but you know
sometimes there are some other opportunities in other areas of town sure um
yeah and I’m pretty open as long as I can justify what the price is afterwards it doesn’t really make a difference to
me did y’all um purchase that property and flip it we
um we still kind of we flipped it but we lost money so we ended a block away like just about broke even so it was
definitely Lost In My Eyes uh but yeah we flipped it or attempted to I should say
things are close to 100 years old and nothing was happening with their
Foundation or electrical or Plumbing or anything like that and so you’re speaking my language that’s exactly what
we want the uglier and the more distressed the better yeah but you do want to anticipate those
costs higher renovation costs yeah yeah okay okay well that makes sense and
then what I can do too um I don’t know if this would be a value or not but I mean just for kind of reference and making sure that we’ve got
all of our ducks in a row when we do want to write an offer um I’ll send you over my contact info if you want to just forward over yours as
well I can send you over our proof of funds and then a folder with the past deals
um just to be fully transparent it’s one of my like partners and um actually he was even like a mentor of mine so a lot
of the stuff that he’s done we’ve done together uh so I’d be more than happy to send that over so that way whenever it
comes point to writing an offer you kind of get the idea of what flip we’re looking for as well as having our proof of funds on record
so what you’re wanting to have me help you with is
being able to look up the numbers to see realistically what you could get after
you renovate it to an extent and I mean I’m gonna look at it yeah definitely so
that’s exactly it so the eyes and ears um looking at properties if need be for whatever reason a seller or an agent is
going to require us to go look at it and then on top of that I always believe in just you know the way that we speak and
put things into the universe there’s going to be opportunity that you come by whether that’s from another agent if
that’s on market um if that’s from a wholesaler even if a wholesaler sends something you don’t know how to run the numbers that’s
something that I think that I should be able to take on pretty like easily to I want to be the guy that could look at a
number or look at a property run some numbers and get back to you and then just confirm with you that hey you think
we could probably sell this for 500 you think we would probably sell this for 550 right and then at that point
obviously if it’s on Market you could help us by writing up the contract we’ve already ran through the numbers together you might have even brought us the deal
and then we could get you paid on the front end and then also with the commission on the back end
okay and then are you working with a bunch of other Realtors honestly you are the first realtor that I’ve talked to in
San Antonio so we had something uh you know I I had a few other calls
that I was gonna make but I feel really comfortable with the conversation that you and I have had that um you’re definitely my number one I my
biggest thing that I just try to work with and what I’ve done at least in Arizona it’s kind of like an expectation thing uh I do have a couple of family
friends that are realtors that whenever they do bring something I obviously let them represent me or I’ll cut them in on
the deal uh but that’s just like here and there so exclusivity wise I don’t really have anything tied to somebody
I’m not opposed to signing a contract if you want us to With You My Only thing would just be that it’s on the property
specific that you bring to us
cool cool cool well I think that’s all the information that I had and I really appreciate you taking the time to chat with me and breaking all this down I’ll
send you over my contact information right now and then whatever you need from me just let me know but I would love to buy something ASAP so however we
could do that looking at the MLS or talking to other uh people that are local I’m ready to go whenever you are
okay sounds great what was your name again my name is Ryan Ryan okay Ryan yeah if you can send me
over your info and then I’ll forward mine as well cool sounds good but I really appreciate it thank you so much again
okay no problem thanks bye man I did not have control
it was like a bomb got a job boom got a jab and then the right hook at the end Boom the only thing I did not do
properly I did not tell her I do not want properties to be sent to me in the form of a drip campaign do not just put
me on any email search but she even asked she asked for expectations on her end she’s like what does this look like
what do I need to do how does this how does this work like what what do you want me to do again and I’m like no I
know yeah she wanted to do what you wanted her to do I’m like you’re not running offers don’t worry I got this what I need from you you’re gonna tell
me and confirm with me that I could solve for the price I wanted to you’re hopefully going to find these properties for me and she even offered do you need
me to go walk these properties and yeah them for you yes yes yes yes yes you are doing everything right the only thing
that I almost had lost her with was that she’s like well I’m not like too fluent in the wholesale space and I just need
to be very transparent that’s not my specialty I’m like whoa I don’t know wholesale either so we’re on the same
page we have an investment division let them handle that maybe we could share information and I’ll show you what they do with wholesaling and then if you can
bring more opportunities to the table everybody wins so that was beautiful super smooth
um that’s exactly the kind of agent that you’d want to work with especially in San Antonio she even asked at the end if I’m working with other Realtors I
thought that was a great point and how I worded it definitely go back and re-watch that or I was like look just to be honest I have family friends that are
out there and whether it’s a family friend a family member um just a friend in general or another
colleague or somebody you know they bring opportunities so the only thing I’m trying to do is make sure she
understands that the exclusivity I’m willing to give you on the deals you bring me that’s where people get hung up
to it’s oh my gosh I need to sign a buyer broker exclusive document what’s the concern it should specify in
that contract it’s just on the deals that they bring to you because if your family friend or friend or whoever it is
that you know that’s a realtor brings you something should she get compensated on that deal no definitely not absolutely not so
instead what we’re going to do is we’re just going to be honest we’re going to tell them what the game is and how we have plenty of other people that are bringing opportunities but I still want
to work with her and be a very good resource for her so yeah I think that setting expectations is huge with
creating relationships with anybody of course in any scenario but especially with agents with this so yeah that was
an awesome call if you guys are on here or if you’ve seen this video later make sure you guys put a like or hit the like
button too on these videos because this is just an hour where Ryan’s going into
the studio and and spending his time to just share you know amazing information on how to
build these relationships with agents I definitely find Value in it every week I love to get to be a part of these shows
with you so if you guys are getting value out of this then like the video give us some love
we’re calling Esteban okay and I yeah and I took notes of all of that too guys so you can keep this organized when you’re in the system
please leave your message for two one Esteban
fingers are too fat there it is we’re calling Daniel now
uh did you say this was Daniel yes hey Daniel uh my name is Ryan I’m
based in Arizona I’m an investor I’m trying to find an agent out in San Antonio
uh no worries man I appreciate it Daniel was too cool for me and it was
his loss right we got John
your call has been forwarded to voicemail no way
it’s fine everything’s fine we had such a good conversation yeah exactly
hello hi um I I don’t know if I have the right number I was looking for Sandra
how can I help you hey Sandra my name is Ryan I’m an investor in Arizona just trying to find an agent based in San
Antonio that could help out okay um with a purchasing a property I’m
sorry I should have said that I do not and that’s kind of why I’ve
been looking for an agent um full transparency I mean I called a couple others but you were just uh the
first one to answer so trying to find a property that I can write an offer on um obviously sooner than later but I’m
looking at a Fix and Flip so um San Antonio is one of our newer markets that we’ve expanded into we’ve
done a couple deals in the past out there but as the markets kind of shifted in Arizona I looked into another market
and San Antonio was just one of them that caught my attention okay uh no is this uh gonna be buying a
cash are you gonna yeah so yeah I I guess I don’t know if it’s considered cat it’s hard money so we yeah so we
have a hard money lender and then I’ve got some private investors that uh we borrow money from and they just kind of
help us out with the cost of renovation so I think it’s treated the same like cash but in a technicality I don’t I
guess I don’t know it’s really not cash per se because they
still have to go it’s like one of the biggest debates I get into people your face
conversation debate for another day I’m fine it’s fine everything’s fine or are you open to all parts of San
Antonio or yeah um so single family home and condos and townhouses have kind of
been like uh our specialty in the past so I think I’d probably want to stay in that same realm just because especially
with it being a new market uh it would probably be a little bit better to say we’re comfortable as for like location I
guess that’s probably where I’m stumped um I don’t really know what the best locations are I’m looking for a realtor
because I’m open to buying a property on the MLS I just don’t really know what the best area is I can handle running
the numbers and all that I just would kind of want some guidance from somebody that’s local that could tell me what
their thought is and then obviously represent us in the transaction too okay and on on your flip are you looking
for total Flip or you just won maybe just Cosmetics or great question
um I don’t have um the guts that I did before where I
was going out there and just buying a bunch of properties we got um teeth kicked in last year during the
the correction I guess we’ll call it or whatever happened last year so we’re we’re really just looking for cosmetic
anything uh lipstick carpet paint cabinets um I can handle like one big ticket item
if that like a AC or roof issue but like as for re redoing a floor plan a full-on
gut job replacing a roof anything like that or uh trying to stay away from those just a little bit
and I’m so sorry you caught me I was driving uh from uh from a closing right now
that um if you can send me uh your do you
already have a pre-approval from the yep we’ve got two so I’ve got one from
the hard money lender and then I’ve got one from uh one of my mentors he’s kind of like one of our partners that comes
in on some of the deals so the proof of funds whether we use the hard money lender or the private lender I can send you both copies and then
um yeah we also have a folder with that same Mentor that partners with us so we can show you like references of our last
few flips so that way um if you want to see kind of the quality of work that we do we could always
um show you that too yeah absolutely and what is your budget you know I can take you
different you know I know different uh
there’s a high end or where do you want to be at so I think with trying to stay in a little bit of like a cheaper
remodel I should probably try to be on a cheaper price but I also understand the market and what a cheap price is kind of
just relative especially with rates where they’re at so I think like 500k and below is where we’re comfortable uh
but also I mean if a really good deal came across your table I mean we’re we’ll make it work if it’s above 500 it
would just have to have a good enough spread on it to make it make sense absolutely and I can uh do you
um with my investors or so I mean I also give them a comp but I think it could
it’s worth so okay so you work with other investors then too
I do I don’t this is a perfect call this is going to be a perfect full circle we
do they fix and flip two then or what’s their primary focus if you don’t mind me asking uh uh they were hold you know
they buy and hold or they Fix and Flip Uh I that one’s kind of
sleeping Professor on that one you know just just waiting right now sure that
um definitely I mean I can help you if you want to write down my uh yeah I think I got it is is it um is this the
best number to text you at because what I can do is I can just text you my information and then that way you have it and um perfect and then you can just
send me over your information and I’ll send you over all those docs and then if there’s anything you need for me just let me know the only thing that I will
um say hopefully not to sound crazy is that I would really like to buy something in the next 30 days if possible so the reason I asked about
those other investors is because um what I’ve done at least in Arizona is a couple of the realtors that we’ve
worked with they have relationships with other investors who are actually wholesalers and so if they have a
property where they can walk away from it for a fee like a wholesale fee I’m more than happy to pay them whatever fee
it is that makes sense as long as the numbers work for us as a flip so if they’re interested in wholesaling or if
they know any wholesalers that could always be a really good starting point for us to figure out if there’s a deal available uh sooner rather than later
[Music] absolutely I know a lot of wholesalers but I’ll send you some properties
awesome well I really appreciate that thank you so much and uh I look forward to working with you absolutely same here what is your name
again I am so sorry no worries my name is Ryan awesome thank you so much I really
appreciate your time all right that’s two calls they had no idea who I
was what my name was and they both forgot and we got down that whole conversation so obviously maybe you
should put some more emphasis on Ryan uh but also how much information did I get out of both of them before they even
remembered my name so great convo super smooth uh the thing I did there at the
end was a different variety but I wanted to show you guys the approach of going and trying to walk them to the Finish Line that’s saying that you can walk a
horse to water but you can’t make them drink it we are walking the horse to the water and we are putting their freaking feet in the water so all they have to do
is drink it after knowing it’s water such a shitty analogy I love it but what
I want you guys to know out of that is that she was more than receptive because if I was trying to step on her toes and
be like this is how you need to do this the reason I asked a wholesale so what I would love to do if possible is if they
are willing to wholesale why don’t we just partner up on the deal so now what she can go and do is she can learn how
to wholesale from whoever the investor is they could JV it or or I will give a Refiner’s fee for bringing a deal to us
so that’s uh that’s the game guys that was freaking seven calls and
two phenomenal conversations especially the way you laid it out this time where
you’re like oh and there’s another you know one of my mentors also comes in and helps with any renovation cost if you
guys didn’t pick that up that I thought was a great I did that to help a lot of people out during the real estate
investing Community because proof of fun seems to be a very big concern not that it really needs to be it’s super easy to
handle obviously a local hard money lender one conversation tell them you’re missing out on a property or getting a
deal that they would be the funder for because you don’t have a proof of funds the Pard money lender will give you a funds letter
um that’s literally just the overview of how fast it is to get one but if you’re at the point where you needed somebody or you were hoping a mentor or a partner
JV buyer whoever it is it’s going to give you a proof of funds you could always tell them that the proof of funds is not going to come in your name or
your bank account what a lot of Realtors like to do is take control because they don’t want to be told how to do their job so if you word it specific ways you
walk them to the Finish Line and you have control there’s nothing to worry about so out of all those conversations
or attempted conversations the two that we had obviously were amazing those two Realtors asked great questions shout out
to Allison and shout out to what was that last girl Sandra those two are great realtors in San
Antonio both have great Insight great perspectives notice how we went from one that’s like what do you want me to do to the other one that’s like hey for all my
investors I count properties for them cool add me to the list that’s what I want uh yeah so unless it shows you too
like with Allison for example how she’s like hey I’m not super sappy with this like I I probably can’t be the gal for
this but it’s like it doesn’t have to be that’s the whole idea with this I get super stoked about it because the power
in using once again we talk about it all the time all of the software and the
tools that make all of this stuff the easy part where now you can focus on
brushing up on your skills on the phone and getting into agent investors and getting into communities where you can
go in and and have those those fake calls with people and role play like focus on that stuff don’t worry about
the buttons because you can pull up a list of awesome agents with two you know 45 seconds and people that are ready to
do some deals so I don’t know I think it’s super exciting to to see so if you guys haven’t liked this video you
definitely should and if you guys have questions put them in the chat as well absolutely
yeah we got a few minutes here um probably doesn’t make sense to make another call so we’ll just talk here for a few and then if you guys have
questions please like Landry said drop it below so we can address it answer some questions give you guys some free game for the last 10 minutes here
um Landry I hate to put you on the spot here but like what was um the biggest takeaway from those calls
was there one specific thing or nugget that might have just been overlooked by me or someone in the audience that stood out to you for me I mean one of them
both of them were phenomenal calls but I really do just coming back to that point because you see it all over even if it’s
something that like maybe you’re not on or alive that you’re a part of I see it all the time of people being like what
you were just talking about what about a proof of funds what do I say when they ask me for this the way that you laid
that out I feel like just really it should help anybody that’s had that or has had the fear of what to say about it
is setting the expectation I feel like this whole day has been a lot about setting the expectation like what do you
want for me laying that out making it that really clear on how you can help them if it’s not going to be in this
realm it’s going to be this way um at laying out all the different options and then making it obvious that
you’re not just like a straight up cash buyer where people feel like they have to be the one that has have a big brick
of cash in their pocket like that’s how I feel a lot of people kind of perceive
how they have to be prepared this cash buyer I need to have
all this stuff perfect so that when the perfect opportunity comes right in front of me I’m gonna go and capitalize or
whatever the belief is I don’t know I I 100 it’s the limiting belief it really is so it’s like if you if people lean on
each other it doesn’t mean that I’m saying that making calls is easy I would probably freaking suck at making these
phone calls it’s that there’s other people that have strengths that maybe you don’t have it that comes all back to
that you have things that others don’t have and vice versa so I just feel like leaning on each other for the things
that you really need to brush up on and um just remembering you know remembering
that you don’t need to have everything figured out it’s like that cliche quote of you can’t see success without failure
I know it’s so cliche and I’m like super passionate about it but you just can’t
anybody that says you can succeed without falling and stumbling a little bit definitely and I love how you said
the expectations that’s obviously one of the biggest pillars to what we do with agent Outreach reach expectations just
have to be clear for what you want them to do otherwise they’re not going to do it that’s the expectation side the other
piece is transparency the variation I threw today that’s just to show you that if you were at the point where you felt
like you didn’t want to go out there and lie well we’re not teaching you to lie we’re teaching you to go out there and find the relationships we’re teaching
you to go out there and get this one problem solve so that if a proof of funds letter is the biggest issue I was
saying this the other day to a couple people in agent investors and they I was like look what you need to remember is that whatever the issue is or whatever
you feel the biggest issue is in your business I promise you if the opportunity and a deal came across your
table the last thing you are worried about is a proof of funds the last thing you’re worried about is which contract
to use the last thing you’re worried about is where does my earnest money come from why because you have communities around you you have a show
like this shoot if you guys didn’t realize this already I am a buyer I will literally go out there and put earnest
money up for you I will put up non-refundable earnest money we will do all the paperwork for you we will help
you you JV it if we are not the buyer and we will tell you all the stuff we’re doing CCU on all the emails so that your
first deal is literally getting your hand held walked across the finish line and being taught how to do it in the
form of a real life example so you don’t have anything to worry about you just need to go out there and take action and
I love how Landry said it we don’t see the success without the failure what I just want you guys to remember is that
Rome wasn’t built in a day and nothing in this is going to be perfect in fact this is going to be perfectly imperfect
and that’s what’s going to lead to success taking the action making mistakes is just the first phase the
people that typically take the biggest leaps to success are the ones that make the most amount of failures fastest but
they have the right supporting Community around them to help solve the problems as they pop up not worrying about hypotheticals what if what if what if
hey this happened this happened this happened that’s called a roadblock we can get around roadblocks when we start
thinking about hypothetical roadblocks you don’t even get in the car so what we need to do is we need to make sure the
engine’s going the vehicle is moving and as things pop up we know how to maneuver around them so
love it and people have some really good questions here too uh let’s see Lenny
says oh by the way I’ll remind you or maybe bring it up right now as well as you’re talking about agent investors
because I don’t see your link up for that but you guys should get in there where you guys can go into the community as well yeah I’ll just have that going
as we go through the comments uh investors.com forward slash Discord brings you to the link for the Discord if you have any issues or anything just
comment below here so we can make sure you guys get the right link uh but inside agent investors Discord we have live coaching every single day Monday
through Friday 6 a.m Arizona time 8 A.M Central until we have our little clocks
go back or whatever I don’t know Arizona doesn’t change times so 6 a.m right now is the current time for Monday through
Friday coaching but it goes around an hour hour and a half would love for you guys to be a part of it it’s free there is no catch there is no games it’s just
live calls Community it’s people in my agent investors Discord that are out there just doing the work so rather than
doing the work alone they’re working together as a community perfect okay okay Lenny yeah so here’s
his question so do reverse wholesale letting the okay so he’s asking do you
do the reverse wholesale letting the buyer make the offer before locking it up it’s a great question
um I teach in agent investors that having a couple of those JV partners and like legitimate cash buyers that could
give you a non-refundable earnest money offer a legit offer those are great to have
um the proper and ethical way to wholesale is going to be doing it through Equitable interest and Equitable interest is when you have earnest money
deposited to title which gives you the legal right and ability to wholesale the property so on a technical note reverse
wholesaling finding a buyer first and bringing a property is technically in that category of like daisy chaining uh
if you don’t have an executed contract or an assignment or an option on that property to be able to go and Market it
so the proper answer is no now if you have a JV partner or someone a part of your operation I don’t think having one
person overview your properties that you’re looking at is necessarily bad just obviously make sure that’s a buyer
that’s not going to go around around you if you bring a deal to a buyer before you have it under contract with an assignment or purchase contract or an
option it’s free game that buyer could definitely go around you so just make sure to protect yourself probably should
be somebody you trust you know see if they what they would offer for something like that that’s a good point yeah
correct um Abraham said how would your call to a hard money lender sound like when requesting a proof of funds
um wish we had that comment a few minutes ago I would have called the hard money lender oh yeah yeah maybe we should do
that too google.com great website love this one uh local hard money lenders
near me then you’re gonna get a number of them if you see ad you see sponsored they’re obviously paying money to appear
what your conversation looks like this is where you have to understand what your intention is with purchasing these
properties if you are just a wholesaler you are just a wholesaler if you are a real estate investor you are a real
estate investor so what I mean by that is that we are problem solvers and as Real Estate Investors Our intention
could be to purchase a property for a Fix and Flip for a Buy and Hold for a um
let’s say that we’re gonna end up going and doing some kind of creative structure on this there’s a few different outcomes obviously that we
could go and do so Our intention is to purchase every property so when we’re going in with the intent to purchase a
property what are some of the requirements that we might need if you don’t need past deals to show people that you’re legit what most Realtors are
going to use to qualify you as an actual buyer is going to be proof of funds that’s is all they care about which is
why most of them will ask how you’re financing or if you’re paying cash that’s why I played Dumb and I was like well it’s hard money does that count
absolutely that is still cash it’s treated as cash because there is no contingencies so with that a local hard
money lender pops up on Google hey my name is Ryan just wanted to call and introduce myself um I’m not sure do I have the right
number is this the lending Department uh okay cool it’s receptionist they transfer to whoever it is it’s a mortgage underwriter it’s a hard money
lender whatever the department is that does the hard money lending okay hey my name is Ryan I’m calling about a couple
um questions so I just wanted to first off introduce myself I’m looking to build a relationship and hopefully create a win-win situation where we can
do some deals together I’m an investor in the area and I’m trying to go out there and purchase a property I’m
working with a couple Realtors and I also have some properties being sent to me by wholesalers one of the Hang-Ups that I ran into recently is that I don’t
have a proof of funds letter and I quite frankly I mean I understand why an agent’s asking for that one of my
questions is that do you guys provide that and how do I go about obtaining one if I were to go and use you guys as a
hard money lender in the transaction they would obviously then pass along proof of funds letter because if that’s
the only hang up between you and the deal and them getting business that’s why they would do it
um the name of the game here well what happens when I wholesale the deal you tell the hard money lender that I wholesale the deal hey I got an offer
that made too much sense to go out there and take down as a flip when I could have just turned around and wholesaled it make 10 15 20K but what I did do is
that I asked the buyer if they already have a hard money lender and they told me that they’d love to shop around some rates so if it’s possible and if it’s
okay with you even though I’m not purchasing this one I was wondering if I could give you a referral to that buyer and you can reach out to them directly
so now you didn’t guarantee them business but you also didn’t take away business because if you went in and lied
and said I’m gonna go buy every property that I get under a contract don’t do that if you’re a real estate
investor not a real estate wholesaler your intent could be to purchase it your intent could be to flip it your intent could be to buy and hold it but if you
wholesale it that could just be a good strategic business move so obviously there’s no hard feelings there and if anything they will appreciate the
referral to the buyer because you don’t need to do that so that’s how the conversation would go with a hard money
lender at least how I’d recommend having it it’s how I’ve gotten proof of funds letters from hard money lenders and then as time went on you build up enough
money from wholesale uh you can go out there and actually Fix and Flip the properties and use that hard money lender that was able to give you the
proof of funds perfect thanks for laying that out too that’s a that was a really good question by Abraham I’ve said these daily calls
and Discord have been a game changer let’s get you crushing the phones and what’s up Stephen
well guys that concludes today’s agent Outreach live we appreciate you guys so
much please please please make sure to sign up for batch batch leads.io forward slash zolin for a seven day free trial
get your 1000 records take advantage of that before it is gone on top of that make sure to join our community Discord
we’d love to see you in there we appreciate you guys thank you so much for tuning in to the show and for those
that have watched the replay we will see you guys next week peace thanks guys
