all right we are live what’s up everybody welcome back to our live show
agent Outreach live my name is Ryan zolin I am super fortunate to have Landry here as my co-host we are on a
mission here to show you guys basically why Agent Outreach is the best strategy out there um a lot of times in real
estate investing what you find on social media is everybody has the bias right my strategy is the best because of this uh
this is the best outcome because of that you have all these different scenarios and hypotheticals and what it is it’s
biased let’s just call it what it is the reason that I think agent Outreach is the best place to start is because it
doesn’t break the bank I always try to start when we do this episode of just kind of breaking down my reasoning as to
why we do this strategy but then also too just being transparent at the end of the day what a lot of people don’t talk
about in real estate especially in the investment side is the difficulties of finding that first deal the difficulties
of scaling your business the difficulties of what it takes to actually be a business owner right a lot
of this stuff at the end of the day comes from repetition it comes from time and what again we don’t talk about is
that if it takes time but you don’t have time where does that Gap get filled so the reason that most people don’t have
time well it’s because it takes money to make money right that’s what a lot of times we hear in business I agree but I
don’t in this strategy you really don’t need money in wholesale specific there’s a lot of different strategies there’s
direct to seller there is working on Market MLS deals there is Agent Outreach there’s JV deals now you start going
into the next layer which starts to become creative Finance Fix and Flip Buy and Hold Buy and Hold breaks into a few
long term versus short term then we start talking private lending then we start talking development let’s slow
down how do we understand wholesale wholesale is the best place to get started well when we start talking about
the time that it could take to get your first deal possibly being six to 12 months that’s a very long time that’s
half a year that’s a year long do you have that amount of reserves saved up to getting your first deal most people
won’t answer that truthfully and say no I don’t and what it comes down to is basically staying in business we always
hear that the number one rule of small business is to stay in business well let’s actually do that so that’s my bias that’s my first little
Spiel as to why Agent Outreach is the best place to get started but our whole goal is really to make you guys aware as
to how you could do this strategy too you can do any strategy with an wholesale remote for that matter it’s just a matter of if you understand that
it could take a lot of money to go and actually do whatever strategy it is that you’re trying to accomplish so working
on Market deals working with agents it’s going to take time regardless but our goal is for you to understand that
obviously you could do this too and it doesn’t actually break the bank to do this strategy so get off my soapbox
Landry how are you doing today I agree uh sparkling water but oh yeah oh my
gosh yeah I’ve spin drift it’s the best yeah we were starting up the show and
Landry’s like cracking that thing open I’m like is that a beer we are we partying on agent Outreach Live Lab
Labor Day carrying on to two let’s do it so you should see how many of these I drink though I’m like it’s uh sparkling
water it’s healthy still probably not but anyway yeah doing good uh just the
day’s been flying by and everything so I’m happy to be on the show how have you been doing Ryan uh no complaints
obviously last week we were gone we had our pre-recording from when you were out here in Arizona so we appreciate
everybody tuning in for that if you haven’t watched the replay we did still have a show last week I was just at an
event speaking so it was not live uh but this week we’re back in Action we’ve got a couple different markets for you guys
to pick from and if this is your first time tuning in we want you to understand the structure of this as I mentioned
it’s transparency we want to show you guys how you could do this too with all that said there are no rules so if you
have questions if you have comments if you have concerns if you want to go through things together make this an interactive show just comment below what
it is that you’re looking for is this a specific relationship are you looking for deals are you looking for an answer to a question the
more interactive you guys make this the better it is for everybody as an experience uh with that being said and it is a live show we don’t have
pre-determined markets we narrow it down based on the poll results that come from the batch service slack and then we also
have our community Discord so we take a vote every week where you guys go in and vote on markets you want to see me call
obviously the more challenging the better preferably markets that I’ve never even stepped foot in the reason
being is that if I could show you that I could step foot into a market and make some amazing relationships with agents prior to ever being there why can’t you
do it if that is your local market so let’s make it interactive put in the comments and if you guys don’t mind this is our first challenge let us know what
Market you’re in comment below what your name is talk about what Market you’re in give us some background on who you are
and what you’re looking for this is the power and the energy of manifestation putting out an output what we’re trying
to bring in input so if you’re trying to tell people what it is you’re looking for now is the time to do so Landry I
think we narrowed it down to two markets was it yes we narrowed it down and it’s
in your guys’s hands to decide which which one uh that Ryan’s going to call
off of today either in Kansas City or Memphis so up to you guys do a one for
Kansas City and a 2-4 Memphis in the chat and that’ll determine where you’re
calling today I don’t think you’ve done either of those so this will be good yep definitely yeah we’ve got a good list
going so whatever ones you guys decide that’s the one I’m going to send over to Ryan to call some agents today and again
um let’s get some comments going in the chat what Market are you in are you an agent are you an investor are you a
lender what exactly is it that you do so let us know what Mark you guys want to see let us know what you do what your
Market is and let’s have some fun today Memphis is my market so Memphis please
all right we got we got one going for Memphis what else we got Memphis or KC
I’ve actually never been to Kansas City I’ve been to Memphis before um but not Casey yet I haven’t been I mean I’m
in Tennessee but I haven’t gone I haven’t gone much of anywhere over here which because you’re only Far East right
I’m like super North uh Northwest kind of like up in the corner of Tennessee so
it’s so big there’s so many areas I need to go to like the Smoky Mountains I really want to go to so pretty over
there so one of these days but I’m lame and boring and just do house projects on
the weekends so uh let’s see we got we got some comments popping in it looks like let’s do
Memphis bring me to Tennessee all right and in
the meantime too while uh Landry’s pulling the list let’s give uh some shout outs here we got
um nrr goddess says um I’m Nicole Rachel Marketing in
Arizona novice at wholesale awesome got a new wholesaler we’ve got learn forever Spencer Perez
out in Dallas due to the game but love the approach of agent Outreach making offers on MLS um beautiful agent in Austin we got
Dallas Fort Worth agent investor that’s JV novate close hell yeah
awesome awesome what’s up guys let’s rock and roll we’re going with Memphis um I’ve actually flown out of Memphis so
I feel like that’s a little bit of an unfair advantage and that’s definitely a reason why um this strategy is only going to work for me here today not for
you guys watching this virtually [Music] yeah I that that definitely of a leg up
there uh Ryan while I’m pulling this up for you and sending this over it’d be
great to give people a little bit of insight in your journey and how you got started in real estate because obviously
if if anybody doesn’t know that you are both an agent an investor obviously they should know by this this point but if
anybody’s new you know I think yeah love that I think it would be great to have people kind of see what your journey was
like why for sure you think it’s beneficial to do both if people can and why you’re going out there and telling
agents they should also be investors absolutely so earlier we mentioned a little bit about like direct to seller
marketing and the craziest thing for me was that I first started as an agent my first three three and a half years I was
just a traditional agent helping people buy and sell homes with the one like little sprinkle of Randomness that I was
doing a lot of commercial deals and business broker transactions so I was doing a lot more than just what a traditional agent did but the thing that
I wanted to do at a young age was learn I wanted to see all the different things that were out there all the different strategies and just be a sponge to
information so I did exactly that and you know I got burned out to be completely honest I talked about this a
little bit today with our community of Agents over at real um I think that people need to have an exit plan they need to have a longer
Vision rather than just getting that next paycheck the one three five ten year vision is super important a lot of
times I know it’s hard to think but it’s really important to being able to justify what success is to you not
beating yourself up or being too constructive but in some reality let’s track our progress and see how to grow
so I was doing that as a traditional agent I did okay I got up to over six figures a year but the problem was that
I wasn’t happy I mean I was sacrificing happiness for what was sacrificed in time and I had to go and just do the
hard work which I think at the beginning it was definitely worth the lessons but going to the investment side I saw a lot
more opportunity the problem that I had was when I went to the investment side I felt like there was like this Gap and I
didn’t understand it agents the hardest part of their job is to find a client so why is it that they spend thousands of
dollars let’s not even talk about time thousands of dollars a month to go find clients this is Billboards this is bus
signs this is grocery carts this is commercials this is uh let me go farm a neighborhood is what they call it okay
well I get all that but you’re talking to random strangers hoping that the random person that you just generated from online is going to be qualified to
buy or sell okay I get it that’s marketing why on the investment side do they do direct to seller marketing and they
spend tens of thousands of dollars they pay for all the sales training systems processes to learn a new skill set but
then when it’s all said and done what is the one thing that’s a common denominator there they have to spend money as well as time
so what I wanted to create was a community where people felt comfortable that were agents learning how to become
investors doesn’t matter what skill set what level you’re at and I wanted investors to understand that there is
free resources out there and there’s people that are actually down in the trenches with you that are not just watching a YouTube video like this
getting a property under contract and justifying a crazy absurd rehab rehab amount or a arv so what I want people to
understand with our community of agent investors is opportunities everywhere and the punch line I always go to is
that in both of those circumstances direct to seller marketing and agents farming specific clients you’re talking
to random strangers so why wouldn’t you want to talk to somebody that is like-minded in the trenches with you hunting for a deal just like yourself
and I’ll be on the same page what I think scares most people aside from not knowing what they don’t know is that
they feel as if there’s something missing in this process it’s pretty cut and dry aging Outreach free marketing
the hardest part of being a realtor is to find a client so if you present yourself as a client possibly even let
them represent you as a client they get the commission paid for by the seller you as the investor can get an assignment fee you could also get paid
on the back end by the buyers that you are working with this could be joint ventures this could be Equity splits profit sharing something along those
lines now as an investor that’s obviously trying to work with um or agent trying to become an investor
you’ve got all those tools on the Belt uh where I really get frustrated with some of the stuff that’s taught and
preached in real estate school is that they teach you of all the ways that you could lose your license they don’t teach you of all the ways you can make money
so with that why not become the client if the hardest part of your job is to find a client somebody to either list a
house for or to go and write offers for why wouldn’t you just spend your day writing offers for yourself obviously
much easier said than done there’s a lot of strategy behind it there is some specific terms and ways you go and present yourself to these agents but if
all you were doing was submitting offers day after day after day congratulations now we’re into agent investors modules
this is what I call Green Time green time is the hardest in my opinion thing to create when you’re first starting off
in business green time is actual money making activities why would it be difficult well there’s social media
everybody’s crushing it on their highlight reels there’s 50 million different strategies we named like 10 of them at the beginning of the show there
are so many different things that are going to pull me different directions and excuses or variables or whatever you want to call in your personal life those
are all things that hold you back so why not go out there and stay consistent with just this strategy to start let’s
get some income in and then we can figure out what we want to do so if green time is just money making activity
let’s get real it is going and submitting offers doesn’t matter on Market off Market doesn’t matter verbal
written Loi now we have to understand the next piece it’s going to be just talking and building relationships relationships are the backbone to every
business I don’t care what industry you’re in yeah so all we’re building is relationships with agents and we’re submitting offers on the MLS and that’s
the primary focus of your green time the only missing piece here is finding buyers that’s it that is about as cut
and dry as this strategy is without going too far into detail of what paperwork you need how the conversations look and obviously a little bit more
just fine detail but yeah with that said that’s why we’re here today doing agent Outreach I want to show you guys what the conversation looks like the initial
conversation looks like with a prospective agent that you want to work with you can sound confused you can
sound seasoned a lot of the strategy of what I want to do is just going in and allowing them to be what they are they are the expert in the field I need them
to be my eyes and ears on the ground I want them to tell me what areas are great to be investing in I want them to
possibly even help me with underwriting properties the most important piece is that they have opportunities in essential deals we’re not shooting the
I’m not sitting there going and grabbing coffee I’m not setting up another Zoom call I did that once already we want to go out there and we
want to sit down we want to have an actual relationship with these people whether it’s on the phone or over text or email whatever they prefer and
they’re going to bring deals to the table that’s what we’re looking for how long would you say it takes to you know
for anybody wondering especially with this first initial call that you’re showing people how to do to just jump
into the conversation because of course it’s always going to get over complicated there’s always going to be analysis paralysis as we always talk
about So for anybody that might be wondering how long does do you have to keep this
up how often do you reach out to these agents if they’re not bringing you something if they seem like they’re you
know they’re into it but how often would you reach out to them how long would you say it takes for anybody that’s like
well I don’t know how many times do I need to call to maybe see a deal I think that in anything in business the bigger
the problem and the more value you provide the more money you’re gonna make so what is problems and what is that
um it’s usually time uh so with that agent Outreach is something that I’ve gone as far to the extent of calling
people freaking 8 9 10 11 months of follow-up with nothing on the horizon you have to categorize it at a certain
point to what makes sense for you for follow-up that’s the stuff I I go a little bit more in detail inside agent
investors but we categorize them in tears kind of ranging from I know you are alive and a realtor really high
expectations to I’ve done multiple deals with you so if you can kind of get the range as to what follow-up process is
going to be for you that’s where this is a beautiful craft there’s a million different way is to go and skin a skin
the cat here what I would rather see you do is find your own variation so the perspective is knowing it could take a
little bit of time with agent Outreach it’s a little bit of a slower burn but if they’re bringing you off-market potential and they’re working on your
behalf every single day and it’s free it’s usually it’s worth it it’s worth it the last example I have
was that we went it took 11 months of doing a deal or getting a deal with this agent the 11th month I was pretty close
to walking away I’m not gonna lie they brought a deal that we made over six figures on so if you broke down the amount of hours you put into it you put
in the amount of follow-up you know once a month whatever it really actually paid us over like 2 500 bucks an hour it was
insane and now you start breaking down those bigger deals I mean it starts getting out of zero twenty five thousand
dollars per hour that’s only if we put four hours of work in it was a little bit of a headache deal and we had to solve some problems but that was 11
months 11 months of follow-up with nothing on the horizon of just being a good resource and a friend to this realtor and in return I didn’t have high
expectations just admitted I was about to walk away from their relationship but look what came back to be with that I
mean there’s millions of Realtors there is so many Realtors consistently jumping into this industry that you don’t have
to worry about what amount of Realtors you need to have in your database the perspective you want to have of a long-term vision is 20 to 30 realtors in
your database is going to pay you a lot of money every year when I mentioned how we categorize them in the tiers the last one being multiple deals imagine if you
had 30 agents bringing you two deals a year yeah that’s 60 transactions 6-0 I
mean most Realtors don’t do 10 deals in a year so when we start talking 6xing that that’s pretty impressive and now
you start doing the math off of basic numbers let’s say it’s a ten thousand dollar assignment if your average is a ten thousand dollar
assignment it’s 60 deals welcome to a very high tax bracket okay we’re gonna have to have some more fun
conversations of talking about how to offset our taxes rather than how do I scale my business yeah with that I mean
obviously it takes time everything takes time it doesn’t cost you money which is where this is sexy um but then agent Outreach I I don’t
know I feel like the mix of that with MLS I always found that there were no two days that were the same my kpis
might be similar but the conversations that I had yesterday are so drastically different than the ones I’m gonna have today and that’s why I love doing shows
like this throw me in a random Market give me some numbers I don’t even know where I’m at in Kansas City to be
completely honest I don’t know any zip codes I don’t know any cities I know the Chiefs are out there but like we’re calling in Memphis
we’re calling Memphis see that’s where yeah there you go see you could how
about you call and pretend like uh yeah no but that’s okay no we’re fine so
we’re fine it’s fine yeah I see it doesn’t even matter I’m gonna show people real quick just so you guys have an idea if any of you guys are new and
you’re like okay you’re just calling a list of Agents like what what’s that about of course everything is blurred if
you guys want to I got a lot of really great feedback from our pre-recorded one because we we blurred everything but it
was uh we went through everything like how to export because we could move around and we had people edit it of
course since it was a recording but all we’re doing here is going into batch
leads and you guys can try it out too just go to batch leads.io forward slash
zolan you guys can check it out seven days give it a try if you guys get into the batch community and I’ll make sure
you guys have the link for that later today too you can message me in there and I will show you anything you want
within the system and and make sure you have a good um you know feel and feel confident with
it because there is a lot you can do in here but basically what I did for the list and I just sent it over to Ryan so
we can start busting out some calls is I went into age Outreach I went into my
filters within this area I typed in I can’t show you guys the list of course
um I hope that I pulled Memphis Tennessee I did do Tennessee I was like not not New York I’m gonna call someone
random and it’s gonna be the right conversation yeah either way but I pulled up Memphis and this has been a
really good list in in every market so far is looking for active agents and
maybe before you call that’s allow last thing I’ll ask you to touch on Ryan if anybody’s like what do I filter like
maybe we can go over just even I think there was another thing too with like when you were trying to break into
something else with agents that are doing a lot of volume within the year like why would you be searching that uh
why do we care about finding active agents like what’s the point of filtering this out and how can that help
you know it’s like the million dollar question I think the data it’s what’s the easiest list to pull what’s the best
route to go what’s the path of least resistance uh I get it I think that again not trying to be glass at full
kind of guy 24 7 let’s be real uh I think that in this strategy it doesn’t really matter the experience level I
think the active agents are going to be great resources I could make the same argument that somebody that’s never done
a deal before is probably greater than a seasoned agent too so the beautiful thing about what batch did first off
let’s just acknowledge the fact that we have lists of data from Realtors there is not a better software out there or a
better website to go to that can offer you data of real estate agents I’ve been begging for this and they did it like
this is something that we take advantage of we’re pulling data every single week of realtors in our markets now why is it
that I do it every week because we don’t need to go pull the entire list up front what we’re looking for is I just said 20
to 30. so do I need to go pull 30 000 realtor records no that’s kind of crazy I think what you should do to start a
week let’s start with a thousand can you just contact a thousand agents a good majority of them probably won’t answer but let’s try to find the people it
doesn’t matter if they’re active or new or what it what their experience level is let’s find the one that’s willing to work with us so
um one of the things that we can filter out is based off of how many active listings they have we could filter out based off of how many they’ve sold we
could filter it out based off of the volume sold we could filter it out almost as just a Rolodex of realtors
that we could contact saying I want to look up John Doe and it will pull up John Doe’s information so if they are a
licensed realtor granted again their public information it should be pretty easy to find them it’s nice that you
don’t have to leave the website you’re on so with that said batch is what we use batch is one of the best resources
out there for agent Outreach data and I think that the most important is just finding the one that’s willing to work with you do you want to work with every
realtor probably not yeah exactly so you guys will jump in here and that’s it
that’s all I did to pull today’s list and then it pulls it up like this and then we go through it and one other
thing with it is that if you are not wanting to save too many agents you get
all of their info their phone number Direct phone number everything you don’t need to skip Trace anybody you don’t
need to save them to get their info you could even just really just heart the people that you’re like cool I talked to Nick that was a good conversation save
it to your account and then instead of having like these big lists so find a way that works for you but you can keep
it all in one system and not have to have a headache so anyway let’s call some agents let’s go
it’s Memphis guys it’s Memphis and I’m making up for Ryan as we’re yeah yeah you know where you are now and then make
notes in here too so I’m gonna have your background it’s because it’s two o’clock Arizona time usually at one o’clock on
Tuesdays I’m just a game but when we’re delayed a little bit
there’s money to make today Stephanie I don’t care if it’s dinner time
I was looking for Miles I’m not sure if I got the wrong number you said this was Keller Williams
um honestly if it’s easier for you I think I was just given the brokerage number by someone that was just trying
to refer me to a realtor would you be able to transfer me to somebody that’s possibly in office right now
okay it’s in Mississippi or Tennessee Tennessee Tennessee I’m looking to buy I’m trying to find an
agent out there okay let me um see who I’ve got in the office I’ll learn in a second cool
I love doing that like that’s like my favorite thing if they’re there at 5 30 sorry miles
[Music] need like that like background music on
so anyway what we’re doing right now is we’re waiting for the receptionist that was what that number was
um to get us somebody that we can contact the reason that I did this approach rather than saying oh yeah I
would love miles yeah right now no worries I know it’s dinner time yeah let’s do that
okay I’ll transfer you tomorrow thanks miles you got a second chance buddy but
um typically what I want to do is I want somebody that’s in the office currently granted I’m being mindful it’s 5 30 there so it is dinner time most people
are out for the day um what I want to find is somebody that is going to be willing to answer the phone somebody that’s hungrier than the
next realtor side to them um we’re looking for off Market I’m looking for on Market I’m looking for them to go into the office the next day
with a billboard on their head that says I’m looking for deals ASAP and it’s for their client that’s me one of the
funniest flexes that I find for realtors is when they claim that they have investor clients and I’m like okay okay like most of them are probably
wholesalers it’s fine but that was something that as an agent when I was just looking at another agent it was a
true competitive mentality it was like oh my gosh they’re better than me because they have investor clients
they’re winning oh yeah so for us doing this I mean I I want to find that hungry
agent I don’t care if they’re new I don’t care if they’re experienced the only thing that ended up happening here was that we’re getting transferred to
Miles anyway it’s all good um we’re gonna see if he answers if not no sweat I don’t usually recommend leaving
voicemails it’s kind of a weird um concept and obviously you could double dial I have some people like to Triple
dial please leave your message I don’t leave voicemails in this case because there’s
a million other Realtors and I could find one that’s gonna answer the phone again being extremely mindful that we are 5 30 p.m dinner time some people
aren’t gonna answer their phone but do you know what happens when you don’t and you’re a realtor and this is your entire livelihood you miss opportunities it’s
not a bad thing it’s not me trying to be like ahaha I got miles I just don’t care enough I have to find people that are
going to answer their phone that are going to work from that the minute I have opportunity and they do too the correspondence back and forth is
relatively quick so we’re all in the next one
we might have to go OKC honestly I know yeah
um I don’t want to butcher your name was it how do you pronounce it Oksana nice to meet you my name is Ryan
I’m trying to find an agent out in the Memphis Market I’m not sure if I have the right number
awesome um I’m trying to buy a property uh I’m sure you get a lot of these calls from investors but I’m based in Arizona I’m
transferring a part of my business out into another Market Memphis being one of them and we’ve got all the pieces in
place got contractors got our hard money lender got everything that we need the only thing missing is a realtor so we’re
trying to find somebody that could help us with acquiring some properties
we are licensed in Arizona but what we typically want to do in like our markets that we’re buying in virtually is just
having that Realtor we work with represent us so that way you can get the commission on it and then if it’s
possible we do have other partners and stuff that we work with but we can usually put a pretty good word in for you guys listing it on the back end as
well okay sounds good cool
um so to be completely honest the reason I’m trying to find a realtor uh is because I don’t really know the market all that well so I’m very aware that
obviously everything out there right now in the country is pretty competitive but what we’re looking for is just something that we can make some money on uh we
have some rentals so I’m not opposed to buying something and keeping it but more often than not we want to fix and flip
just turn and burn quick get into the property renovate it and then turn around and sell it
okay that sounds good and can you give me a little bit more details as far as the criteria yeah absolutely so I’m not
really too comfortable in the space of uh like burned properties like fire damage
um nothing tear down or full gut but typically cosmetic so anything like
carpet paints uh redoing some cabinets uh redoing some crown molding if needed
like anything along those lines that’s typically our comfort level because we can work a little bit faster
what about electrical employment if the tourists haven’t been on for
um for sure so I’m not opposed to that I think that’s
where I would really want to um lean into your expertise like if you were to come to me and say Ryan I think
this is a really good opportunity I will trust your instinct on that because you know the market better than I do as long
as the numbers make sense is I feel like the right answer to say so as long as they make sense and we could then we’re
good what is the what is the profit margin uh as far as net are you trying to uh are
you looking at so like I guess a good like rule of thumb for us is typically like 10 of like whatever we could sell
it at so if it’s worth 400 000 like typically around 40K um nothing less than like 25-ish is kind
of our minimum so like 25 000 minimum profit but more often than not 10 of whatever I can sell it at
all right let me give you um let me give you my email address cool
can you can you do me a favor too can you text that over to me just so I can make sure that I can
um perfect and thank you so much I really appreciate it I’m sure you’re super busy but I don’t want to waste your time so anything you come across
we’re ready to pull the trigger ASAP okay awesome thank you so much
perfect thank you so much thank you all right well first off we lost Landry she texted
me and said uh they’re having a bad storm so that’s also part of the reason why we’re not getting some Realtors answering the phone it’s all good it’s
the name of the game as you can see that conversation was that was was beautiful it was a great flow great
um ease some of the things I want to point out did you notice that I didn’t use the verbiage of like arv
um I didn’t talk about wholesale I didn’t go in there she did catch on she’s like well do you guys do like a referral program because she didn’t know
if I was the investor or if I had an investor that’s what she was asking but not mentioning arv was one of my key
things I told her whatever I could sell it for typically 10 so when I used a 400
000 reference point for what we could sell it for when I said 10 of arv well lies to 10 of what I could sell it for
40K is a pretty good average as to what most people want to make on a flip um
great question Ken and I really want to reference this because this is kind of the point I was leading into if it’s that easy why don’t more investors do
this well a lot of investors do and a lot of people are catching on to this and they’re making this their primary
focus where I think a lot of people don’t I don’t know if it’s like just the way it’s portrayed or what they don’t do
well with this is because it’s imposter syndrome you’re trying to go in there and say well Ryan I’ve never flipped a
house or own rentals I can’t do that so don’t say you did we’re not trying to go out there and lie I’m not telling you to
go fake it till you make it go in there and tell a story the thing I want you guys to take away from that phone call was that if you could go back and watch
that replay I match the tonality I was straight to the point I didn’t waste your time but
then the way that I said things was comprehendable for a realtor I didn’t go in again mentioning arv I didn’t cost I
didn’t talk about cost of Renovations she had some very high level questions asking about electrical and plumbing she
was asking about some major ticket items those are great I told her what I think the right answer is is that if the
numbers make sense the numbers make sense these conversations in my opinion are quite frankly the easiest conversation
you’ll have in this industry the reason being is that you understand the Gap being bridged between agents and
investors the hardest part of being a realtor is to find a client while the hardest part of being an investor is to
find a deal agents find deals investors buy them work together so that’s what this is it
is a phenomenal strategy that costed me nothing more than 10 minutes
two phone calls three phone calls let’s keep going what did I miss
um I got a deal I closed it we made a million dollars no we uh we had a good conversation
um Oksana what’s her name she started spitting out email and I was like whoa and so uh she’s texting it over but
phenomenal conversation she asked me about like what extent we’re looking for about what location I said I want to
lean into her and her expertise um told her a little bit about what our background is and how we’re exploring different markets and the main thing we
need is another realtor the other part that I mentioned too that I think was an attractive piece which I don’t always
recommend this but I said like look we have other partners we work with but sometimes we need somebody to list it for us on the back end do you want to do
that what realtor is going to look you in the eyes or over the phone say nah I’m good the reason they prefer
listings is because they get the nice little sign out front they get their sign going back and forth in the wind in
this beautiful storm and it’s like that’s mine it’s my listing right there and then it’s like this whole big ego
thing in the realtor world it’s like I’ve cut 17 listings right now what do you have so with that said um I just
speak their lingo I’m going to slow it down and make it easily uh consumable for them and then from there it’s just up to them to go bring opportunities the
hardest part of this like after you have the conversation is them actually doing the follow-through that’s where we break
it into a different Teeter system and how often we follow up with them because you can see relatively quick at a
certain point it’s going to be impossible to follow up with thousands and thousands of Realtors unless you have automations in place you have a
system that keeps you organized and you stay consistent within that system so okay so to touch on that because
that’s a great point and there was a recent question about just in general following up and everything is so if
somebody’s looking for a flow or to get started with kind of a step-by-step type deal give them a call if they do follow
through then go from there if they don’t would you try to reach absolutely absolutely even if they’re like I’m
gonna send you something a day passes they haven’t set anything over just follow up make sure you know that they remember and everything and I’ve
prioritize people that bring potential even if it isn’t a deal more than I value the people that if this case right
here I have our email not I don’t want to like on our game because it was it was good she played it good but you never give the
client your email you ask the client for their email so that you can follow up them you set the expectation of when
you’re supposed to follow up with me what’s my availability you work for the client not to be some like entitled little snob dude that sounds like Allah
you’re my realtor but like I’m just trying to be like transparent with you guys what I want her to do a little bit
better is just close and what we’re trying to do a little bit better is efficiency I’m not trying to waste my time talking to a million Realtors and
showing everybody that ah this is all fine and dandy I want to show you guys results my favorite thing is like when we get inside of our Discord everyone’s
like oh how’s the week and I’m like we got this check we got this check we got this check that’s fun that’s the fun stuff of talking about we’re actually
performing and doing what we say rather than just sitting around you know smiling and waving so
okay great well let’s let’s hope we get another good conversation we will we will and you’re gonna catch this one
it’s gonna be good uh we had a great question here too where can I find a mentor uh you’re in the right place I mean you’re here uh
what I would recommend again I’m probably the weird guy here don’t buy anything find a free resource
find a way to dip your toes in a lot of entrepreneurs and things you’ll hear is Jump two feet in don’t have a parachute no backup plan
yeah I mean I think that’s inspirational but reality I mean we need to be able to see if it’s what you like let’s not go
break the bank to see if it’s what you like let’s dip our toes in the water see if it’s warm and if you want to go for a swim so I would check out our Discord
agentinvestors.com forward slash Discord will bring you there but we have a community where we do free coaching
calls every single morning it’s ran by Patrick Conley he’s an amazing human being we’ve personally trained him and
watched him grow and what he does for the community is unmatched so if you guys are looking for free coaching and
free mentorship that is a great place to get started agentinvestors.com forward slash Discord yeah yes ma’am I’ll throw
the banner up while I’m calling the next one okay
all right calling Chris it’s gonna be the best call I’ve ever
all right this next one is going to be the best call I’ve ever had see that’s the right attitude
I’m gonna keep going we’re on to Andrew um also too just make sure you guys are
aware that doing this you want to be mindful of the markets you’re in so right now we’re calling in Peak dinner
time so if we don’t get as many responses or answers it’s all good this is where if you are on the East Coast
you’re working the East Coast if I had to give you what time to call I think nine to like 4 30ish five o’clock is
great at a certain point if you feel like you have to communicate with them do what’s best for them so if you haven’t talked to them before send a
text I don’t recommend an email but what I would highly advise is just being aware of your surroundings so don’t
contact an agent at eight o’clock at night and expect them to be all happy with you you could send an email at eight o’clock at night but expect a
response the following day cool we are calling Andrew
you reach the voicemail danger Akins Andrew Andrew dang
calling Jonathan I feel I feel good about this one again we just got the list from batch
um Landry exported it unfortunately to follow YouTube’s guidelines we cannot give you guys the information publicly
YouTube will slap us on the wrist and take down our video so if you guys are
looking for a little bit more like behind the scenes stay tuned we are going to have some upcoming webinars where we will be able to show you guys
the full in and out of batch and the software then obviously too if you guys are in our Discord if you have questions I’m more than happy to hop in there and
show you guys what we do to export lists yeah
who am I calling I think Elizabeth unless you’ve already called Jonathan
hi is this Elizabeth hey Elizabeth uh my name is Ryan I’m trying to find an agent in Memphis I
don’t know if I have the right number yeah I’m in Legend Memphis okay
um cool so the reason I’m trying to find an agent is that I’m trying to purchase a property I’m not sure if you get a lot
of calls and texts from investors trying to be okay yeah I’m trying to be a little bit different
um we are based in Arizona but we’re expanding out into the Memphis Market uh the only thing that I’m missing right
now is a realtor so we have contractors set up we have a few other buyers we’re working with too we don’t have an agent
that could kind of help me get more familiar with the area and then with finding opportunities so I’m not sure if that’s something you could help us out
with um [Music] if you don’t mind me asking do you have
somebody that you would refer us to or what is it that you do specifically no I
bring buyers and sellers together but normally local people local like that
gotcha um okay what would be the reasoning for us not being local that um because I
don’t I mean I don’t know if this you know I get so many phone calls and most
of them are just not no they’re just Spam so I’m not I don’t know you I don’t know your
company I don’t know anything about you or whatever okay well no worries I I appreciate that information
um I mean I think most educator I’m just gonna freaking Bring It full circle we lost it it’s fine we
don’t want to work with Elizabeth anyway um it’s good for people to see that though as well you know because you’re always having such awesome conversations
it’s it’s good to be hung up on and it sounds crazy because people are like oh my gosh like Realtors are so easy yeah I
mean you know it is but it isn’t it’s easy to have a good conversation with a realtor every now and then you find a
bad apple and what I was gonna say at the end there which it’s probably better that she hung up was that in this
business when you are a real estate agent I wasn’t aware that you knew everybody in the world that you work with like there’s no such thing as a
client that you’ve never met before that you qualify out as a realtor most Realtors you get a buyer broker
agreement sign that commits them to working with you you can make sure they have a proof of fun so they’re qualified you could ask to see any past deals to
verify that they’re not yeah but to just hang up on somebody yeah you know what I’m lucky that I don’t take that
personally but if you’re in a position where this is new and that’s your first call you could see where you might take it as
like a quick little like slap across the face it’s all good don’t make it personal yeah Elizabeth it’s nothing against her we we wish the
best for her she can’t handle this guys that’s what this is she can’t handle all
the deals that we were gonna do together so we have to call Mikel is this I think this is Michael
hey Judy um I’m trying to find Mikel I’m not sure if she’s in office
um uh is this the same girl
uh could you transfer me to her sure if she doesn’t answer though please
leave a message because it’ll show my number audience you won’t know how to call you back gotcha sounds good I appreciate it
okay pretty sure it’s the same receptionist it’s like hello it’s me again
you should have done a different voice yeah hello oh my goodness
oh my gosh why are people not answering stop eating dinner
[Music] the last Keller Williams on the list for a while so good
hey Randall uh my name is Ryan I’m trying to find an agent out in Memphis I don’t know if I got the right number or
not uh yeah well I’m an agent that’s here I mainly do investment well a scrimmage
all I do I’m assuming you look for investment stuff dude this is the best call so far yeah um that’s exactly what I’m looking for I
just tried calling an agent over at Keller Williams and they hung up on me said that they didn’t want to work with me because they didn’t know me so
oh that’s unusual no I don’t know hardly any of my clients I’ve only met a handful they’re almost all out of stay
um so nothing new to me awesome well I’ll just keep it like short and sweet I’m sure time’s valuable I am an
investor I’m based in Arizona I’m sure you could tell from my cell number but we’ve expanded recently into some other
markets so Memphis is one of them I’ve got all the pieces on the table that I need a hard money lender contractor we
even have a couple other people we’re working with on like JVS with stuff but the only piece I’m missing is a realtor
so with not being local I kind of need some help with like eyes and ears on the ground and some opportunities but then
from there I’m the easiest person to work with I hope okay
um so I hear JV and I assume you’re you are you a wholesaler are you looking to purchase things for yourself so yes
that’s the short answer um I flip I have rentals I have a whole portfolio of properties that I could
send you based on what we’ve done in Arizona and in Florida uh but what we’re trying to do in Memphis is kind of a mix
I’m looking to buy and hold some properties as rentals as long as the the cap rate makes sense and then with Fix
and Flip we really just want to turn and burn not really looking to do anything like full-on gut job or fire burn
properties um I don’t mind if it’s a little bit of a bigger remodel but uh our comfort level is just get in get out so carpet
paint cabinets anything really cosmetic sure yeah I don’t know any um at least
if I know if there’s Randall is a freaking guy
because most people aren’t even prepared for that you know they think they might believe that they get one and I’ve done it before where you know
exactly and I’ve jumped into a couple big ones too and um what I found is that the juice is
sometimes worth the squeeze but I don’t like my odds in this current market so if I can be in and out of the property
45 days or less that’s kind of our goal at this point yeah with the with the rehab costs where
they are now for sure and um also just to Circle back really fast too um the wholesale side I I don’t know I feel
like it’s got a bad rep and I understand why um but we do and we don’t I’m always very transparent so if I were to ever go
in with my intention to be a wholesale I would just try to make my offer a little bit nicer by giving non-refundable
earnest money and I could like fully commit to the deal that you would feel comfortable with with working with us but I would also tell you that we had
somebody lined up that would make sense for a wholesale fee the way that I just try to do business is to be transparent
I don’t think that the jumping around the conversation or trying to hide things is the way of doing business
sure and I’ll just tell you on my listings I advise every single one of my clients to never take a wholesale offer
for sure because it directly it contradicts my fiduciary job to them
that’s fair the wholesaler is interested that inherently means they’re not getting as much as they could for the property sure and I get that I think
that if they were to accept the number that makes sense um the thing that we’d want to do always just to make sure and given like what I
just said um it would be to make sure that they feel comfortable knowing that whatever price that we agreed on was a number
that I’m committed to regardless so not having a wholesaler um or another wholesaler I should say or my buyer
lined up I would be going into that deal to take it down myself and then from there we would just figure out what the
best exit strategy would be so okay sure I mean there’s no I don’t have any issue with what I’m hearing
from here the only problem is um I I don’t really like helping wholesalers buy properties that are on
MLS or something like that sure um I can’t really do an assignment field now it’s just because there’s a gray area in
Tennessee right now with agency regarding regarding so if you want to purchase the property for yourself either from an off
Market or the MLS I can help you there okay um I’m not really no difference if you also there’s a bunch of offers in on the
properties that are going to be wholesale offers yep um I can uh but I’m gonna get in trouble
for that at some point sure that’s why I don’t want to do it no and that makes sense I I’ve been there before property yep and Tennessee just had a bunch of
oil changes fairly recently okay um that change sort of how that looks I don’t want to be in the middle of it
sure that makes sense to me and I appreciate the transparency um at the end of the day what we’ll do is we can just work together on
off-market stuff that we plan on purchasing ourselves um and then anything on Market if you come across an opportunity I think at
that point it would make sense just to send over and get our opinion on it if you need us to sign like any like documentation or anything that um
employs us working together we have no issue with that as long as it’s just for like the deals that obviously we work on together
of course that’s all we do we have a you know we have an exclusive buyer rep and that that confers agency but we always
make them you know they’ll there’ll be a line in the special stipulation stating that it’s just for that particular
address yep purchased by you and the Affiliates companies whatever the case may be that you own I’ll even buy
whatever it’s a functions yeah yeah realtor realtor lingo I get it okay cool
well um I mean not to like put like super pressure on it at the start but like just kind of like
spitballing and getting your feedback here do you think it’s realistic to purchase a property in the next like 30 days
it could be I mean it depends on you right sure the properties are out there uh but
are you willing to go into numbers that sellers are really accept right now sure sellers are still
sort of in denial with the market shift yeah um a lot of them are really willing to to lower prices probably as much as
it should um comps are dropping sort of in most theories not by a lot they’re not liking free fall like some people probably
think they would be but sure we’re seeing you know you’re probably 10 to 20 decreases in some areas investor areas
yeah um yeah so I you know I think it’s definitely cause it depends on you yeah
for sure and the way that we kind of run our numbers I mean I’m super transparent hopefully you’ve picked up on that so
far um we’re typically running it like whatever the um like after it’s all fixed up and like
renovated what we could sell it for we typically start around like 96 off of
that number just to kind of account for some closing costs holding costs miscellaneous fees
um then we take off the cost of our renovation and then good rule of thumb is we like to make like 10 of whatever we could sell it at so if I sell it at
400 000 40 000 is what we’d like to profit so when it’s all said and done if you’re like a numbers percentage kind of
guy um ranges typically from 65-ish percent up to like high side 75 percent uh but
that’s just based on like depending on the property so if it’s a you have a price limit you know Comfort levels like
under 500 um but what I always kind of jokingly say is that if you found an opportunity
that was like worth a million dollars and it was a good enough deal and it was like six figures just to go drastic numbers
I will rob a bank to go and find whatever money we need to be able to go and purchase this property to make it
work so um I just got one and and I just got one of me you know randomly earlier today and
now they want 700 for it but the RV probably is around a million well I mean
okay I can find a bank yeah I’ll I’ll go find a bank dude I
mean if you want to send that one over we can we can take a look at it run some numbers and even so I think it’d be a good test run just to kind of show you
what our Buy price would be on it and if it makes sense then um we can kind of go from there and also too again being transparent if anything
doesn’t make sense in our formula or if there was any challenge to what we could sell it for that’s kind of where I want to rely on you as the real estate
professional locally that can kind of give me uh some feedback sure now this one I was just joking
about it I mean I’ll shoot it over if they’ll you know if I get to dress up for sure
yeah um but no I do get a lot of off-market stuff man a lot of it scenarios I don’t usually recommend
people purchasing whether that’s for long term or flips just because either long term you’re gonna have a lot of trouble with attend a turnover um short
term in terms I’m gonna try to get this guy to be on board with wholesaling
I’m not as common as it used to be but it still has happened a couple zip codes
so you probably won’t see anything from me regarding those zip codes and if you’re ever looking for yourself I would
just steer clear okay um somebody tries to sell you something in one I would definitely looks sideways at that person
sure because they just want their money for sure do you have other investors that you uh
gotcha do you have other investors that you work with um like other cash buyers and stuff like that
sure yeah I’m fairly we’re busy I mean I’ve done probably about 450 peels in
just the last five years or so but beautiful I have a fairly small client pool you know yeah the reason I ask is
because side skirt me or something like that I cut them off absolutely no that makes sense makes sense to me the reason
I ask that exactly foreign
[Music] by wholesalers too uh that’s why I’m trying to take a little bit of a different approach by calling agents
um I think at the wholesale World a lot of the numbers don’t work most of the time but I also know that um some of the
deals don’t work just because it doesn’t work for me so I’m not sure if you’d be open to it I know um kind of what you
mentioned a little bit on background and opinion on wholesale but there’s always the play too just trying to provide more
value here that if I found something that was off Market that I think could work it’s just a little tight for me maybe we could send that over to some of
your clients as well and that can be an option possibly again I just don’t know how I’m
getting paid for sure um what I would do um we could joint venture that together I mean we could always just do like a
wholesale fee and I don’t even mind if you take a majority of it it’s difficult for Tennessee agents if you’re licensed
to receive an assignment is that like a new like house bill or is that um like requirements with the Department of real
estate what does that kind of look like I don’t know they they brought it up in the core course
the agent agent that funny enough the instructor was her broker things like we’re gonna have to talk after this
gotcha gotcha well yeah we definitely want to keep it above board for a little bit I usually just charge buyers the
commission okay well that’s what we could always do too we could always do like a uh I’ll
pay commission teams everyone through commission that’s all that matters right if you’re if it’s set up like JV but
it’s not an assignment fee it just goes from you to them
that’s pretty much all that matters but they can’t get paid from something called an assignment all right Randall
you’re never going to get an assignment fee from me you’ll get commission and I will be the one that pays it
yeah we can certainly try it out I can always give it a shot I send out lots of um lentilized send out probably five or
six off Market properties my clients a week um those are the ones that have already been pre-vetted generally they should
work for somebody awesome maybe not well um I don’t know if it’s too much to ask
but is it possible that when you get those properties you could text them over to me that’s probably the best form of communication for me
I can try texting so I I recently found out you in some update made it work and
Mark text is unread but stuff will get buried sure and to be honest with you I don’t text a lot of people um I either
pick up and call or email okay yeah so whatever’s easiest for you then it’s going to be the most likely let’s do that then um is this the best number to
text you what my email is
okay perfect I’ll send you over a text of my information and I really appreciate your time today and all the
info I will make sure that we are super um respectful of your time and then if there’s anything that pops up just feel
free to keep me in mind sure no problem awesome thank you so much I really appreciate Randall
nice talk buddy thanks Randall it’s a great talk okay so talk us through that
so basically I usually don’t recommend keeping the conversation that long I feel like because
transparency so we had five minutes left I was like I’ll keep it going for another couple minutes um but also I wanted that one to be
really instructional and educational for you guys uh the instructional piece notice how I try to take control there
I’m like hey is it too much to ask for you to text me I’m getting a feel for what his style is well oh no I just pick
up the phone and I call her I send an email perfect if you didn’t write that down and make a note that was something that I made a note of he wants to
communicate through email like a true realtor obviously he said he works with investors he specializes with that I was
able to go in and even make a comment about okay well why don’t we JV deals with your buyers oh it gets scary okay
no you’re good I’ll pay you a commission if that’s what we’re going to call it um a commission just so you guys know the difference between a commission and
assignment fee a commission is only legally being able to be paid if you are a realtor so a realtor can collect a
commission the downfall is that even if it’s an off Market deal and you’re charging a commission to buyer or seller
it’s run through your brokerage so what that means is that the brokerage similar to a government style says pay up
um 25 10 15 5 yes there is 100 brokerages out there the reason that they typically do that is because they
want to go in and have dictation they want to tell you what you can and can’t do while also getting their fair share
on the deal so if he wants a commission he wants his broker to take a piece of it you got it Broski I will make sure that
you get a commission you will never get an assignment fee from me that’s what makes him feel comfortable great I also heard him say he dropped
five four or five listings or off-market opportunities to his investors per week ding ding ding I want it he said hey
I’ve got an off Market dealers just sent to me 750 I think arv is a million I’ll find that bank bro I’ll rob it we will
go out there and we will find a bank that is going to give me money that I will go and buy that property if it is truly that much spread that was so I
thought that was so valuable because when he’s like you know what I always tell my sellers not to accept a
wholesale offer and for you to continue to keep the conversation going instead
of just being like Oh okay no worries you know have a good rest of your day but I think that if you
guys are getting value out of this just in general I certainly love hopping on every single
Tuesday to go through and I always pick up a ton of amazing information from you Ryan but hit the like button guys if you
guys get value out of this and let Ryan know if you ever have questions or just hopefully for future shows and and share
with us your guys’s experience with giving this a try I thought that was awesome so yeah we have a good time with
these calls and it’s to show you guys that they’re not all big bad scary wolves you know I mean a lot of them are teddy bears a lot of them are scared you
want to talk about some real stuff again to end the show the market is tough um where the writing on the wall is
currently is not promising for being a realtor or an investor if if you are a
one-trick pony if you are just a real estate agent doesn’t matter if you’re working with Buyers or sellers if you’re just a real estate agent if you are just
a commercial real estate agent if you are just a fix and flipper if you are just a lender if you are just an investor
times are going to get tough you got to think outside the box you have to be willing to do what is in the best interest of the people you are serving
where I really respect Randall and I appreciate what he says the fiduciary line gets blurred if you don’t know how
to play the game and the game is not unethical the game is actually what’s in the best interest of the person you are serving the fiduciary is to his seller
but if the seller accepts a price that they deem fairer and it’s a deal price that makes sense for us as an investor
congratulations Randall you just got paid a full dual agency commission representing both sides for doing the
easiest deal you’ll ever do in your life reminder traditional real estate agents are used to 30-day clothes contingencies
inspections I hope my client doesn’t buy a car in the middle of the transaction they’ve always been back against them to
where the investor comes in cash as is I don’t like saying quick close but whatever close date the seller is
comfortable with not being six plus months we can justify it we can make this make sense for both parties so if
the only thing that’s going to hold him up is that he doesn’t want an assignment fee it’s not the verbage that I’m talking about it’s that I’m gonna get
invoiced a commission at title so I bring a check to the closing table for whatever his commission is what people
forget and don’t realize is commission is not a set price unless it’s a listing so a listing is where they sign a
contract between the seller and the listing agent determining what the total amount of commission is that’s typically split down the middle so if I’m going to
go and get an off-market deal sent to me whether it’s from a wholesaler from another agent and I bring it to Randall how do I structure that Randall look I
can’t pay you three percent on the steal it’s a 300 000 house three percent nine grand granted minus minus his brokerage
fees and whatnot he’ll walk away with probably 7 500. but why would I want to go and pay nine thousand if my average
assignment fees 10. do I want to make a thousand dollars and give him nine no the conversation is hey Randall I know
we talked about joint venture I’m gonna pay you a commission not an assignment fee um title is going to invoice me and I’m
just trying to figure out what’s fair in this case do you think that we could do one one and a half percent as a commission and I’ll make sure that I got
you on the next one so now in this case three percent or one percent of a 300 does our house it’s not nine grand which
what it would be if it was three percent it’s going to be three grand so if it’s a ten thousand dollar assignment you make seven he makes three
that’s not a bad payday so that’s how you structure stuff like this that’s our whole goal for you guys to understand I
see Abraham’s comment let’s make sure we get that addressed um there we go if you guys are looking
for the site to where you could do this too make sure to check out batch this is a free trial you can go and get seven days for free where you could see if
this is what you want to do we go through this inside my Discord we go through this inside agent investors but batch is the software that we literally
use to export agent information I do these calls live every week with you guys well we get it from batch Landry’s
not just here because she likes hanging out with us she’s here because she obviously works and represents batch and we love batch agent investors and batch
are a great relationship so we want to make sure you guys are trying it out too see if it is a good fit for you but this
is exactly what I’m using every single week to go out there and find this agent information love it and if you guys want to get into
the community too and learn how to use this oh and and check out last week’s where it was the pre-recorded if you
guys want to see the stuff not I mean it’s still blurred but you can it’s edited so you can actually kind of see
the flow a little bit better because we can’t really do that on here but I hope hopefully you guys are getting value out
of this I definitely enjoy every week so I love it love it love it we appreciate you guys I will see you guys next week
if you have any questions or if you’re looking for free coaching make sure to check out our Discord we’ll see you guys next week peace out