are live what’s up everybody this show is brought to you today by Essentia you realize that’s in the frame
um my name is Ryan zolin uh this is Landry morby uh this is Agent Outreach live so if this is your first time
tuning in this is a show that we designed based on a strategy within real estate investing uh specifically
wholesaling but I teach an acquisition strategy Called Agent Outreach and then also we find deals on the MLS the reason
why that’s typically appealing for people when they’re first getting started in real estate investing is because it doesn’t cost you anything every single month uh the thing and I
guess one of the reasons I’m passionate about teaching people in real estate was because I always felt like there was a lot of fluff you know I mean social
media alone is always the Highlight Reel but some of the things that aren’t always highlighted or talked about enough in real estate investing is time
I mean time could be six to 12 months to get your first deal I have a lot of friends that are worth a lot of money
that have made millions of dollars in real estate but it took them 6 8 10 12
months of hunting for that first deal so while it’s not always sexy I think it’s worth being transparent that if it could
take you time let’s make sure it doesn’t also cost you money when it costs money every single month not only is that
something that adds extra stress that’s something that adds a lifespan to your business I mean what people don’t talk
about in real estate is survivability I mean I mentioned how scary Stills can be when you’re first getting started
survivability that’s literally number one rule of small business stay in business so I start off the show not to
scare you but to pull back the curtain and tell you guys this is exactly what we’re trying to accomplish with this show it’s pulling back the curtain and
showing you guys behind the scenes of calling agents uh the first I don’t even know how many calls we’ve done five six
seven weeks however many episodes It’s been it’s been agent Outreach off Market off Market is what a lot of Real Estate
Investors go for off-market agent Outreach is trying to find agents to bring you anything that they have as a
pocket listing anything that is an up-and-coming potential seller anything along those lines that isn’t already on
Market obviously like I mentioned a minute ago the second part of our business is finding on Market deals so I
want to make sure that we we stressed that engine Outreach is not just in the form of off-market opportunities agent
Outreach live is also going to show you guys how we can find on Market opportunities so the reason why Landry’s
here obviously she helps make this show super smooth she’s a lifesaver we appreciate you uh Landry is with batch
services so if you guys are not familiar with batch leads batch service batch skip tracing this is one of the softwares that my team uses literally
every single week so we pull lists of data for agent Outreach today we’re going to show you another variation it’s
actually going to be us going and finding on Market deals Landry will still have some of the information blurred unfortunately we got to stay
within YouTube’s guidelines but we’re going to show you guys how we can find on Market opportunities with batch and
why we’re looking at those specific deals and then we’re going to call the agents and have some fun so that was my long expanded intro Landry how are you
doing today I’m great yeah always always looking forward to the show with you Ryan but I’m super excited because we’re
going to do something a little different today guys so I’m really looking forward to focusing on age on Market just to
really show that side because I think it’s super beneficial for anybody getting started that Ryan’s always
talking about why not start with something that doesn’t cost you a bunch of money so
it’s going to be really great so where are we focusing in today um I think it is it Tampa is that where
the deals are okay so we’re looking in Tampa um I do have a little bit of bias that is one of my markets
um pulled some strings behind the scenes to make sure that that was one of our markets today uh but Tampa is a market
that my team is actively buying in uh with the exception of last month it was a very weird month and only bought one but with that said Phoenix and Tampa are
our two primary markets so if you are looking for a buyer because as I always say first you need to have a buyer
before you are starting to look at deals if you’re confused lost you’re blaming analysis paralysis or whatever it is the
odds are you’re just missing a step in the process so let’s just make sure the first step is finding a buyer so in these markets where I could go in and do
these kind of shows I want to show you if we’re going to go look at on Market opportunities I’m not just going to waste somebody’s time I’m gonna go try
to find someone that has an active listing that might show motivation as to why the seller would take a lower offer and then just have a conversation the
cool thing which is a variation again of agent Outreach is is not just looking for off-market opportunities the thought
process that I always try to make sure I have for these deals is that if it’s not this one it’s the next the reason being
is that I just want to have a conversation I want to see if it’s worth buying not every deal on the MLS is
going to have every bit of information like it should and I say that kind of like with an asterisk they should have
every bit of information but if they don’t you don’t know until you call so for example there was one that I saw
someone said it to me this was last week and it said on the MLS this was a waterfront property
waterfront property at all there was no water anywhere near this property so just little things like that that
obviously attention to detail in the MLS what we’re trying to establish here is a relationship that if you nurture properly it becomes a win-win between
you the agent and the seller and Everybody Eats so love it yeah I I think it’s a just
something that more and more people are looking at or considering you know breaking into which is so funny when you
think about it because I I agree with you I feel like this is a great place to start if it becomes the bread and butter
butter of your business and great but if not like why wouldn’t you start with something like this because people are
literally raising their hand saying I think that everybody in real estate is biased like I think everybody that
teaches something everybody has their own Community everybody that has been doing real estate for two to three plus
years they have an opinion and rightfully so the thing that you will only ever hear me say about bias within
this strategy is exactly what you just said Landry this is the best place to start and I’m only telling you that
because of my own failures the things that’s gonna pocket the other guru’s money is you pockets as you going and
bringing money after money after money to learn something that’s gonna then take more money to go and do this business and again there’s nothing wrong
with direct to seller I’ve tried it it’s not for me but it could work for you what I’m trying to get is a message
across is that if we can get some money put back in your pocket from a strategy that doesn’t break the bank now we’re in
business now we could take the money that we made as profit we could go and get a tax write-off we can go have an
expense that would be investing into another mentorship another Community maybe into ads or into direct to seller
marketing so if this ends up being your entire business focus fantastic that’s
exactly what I’ve done if you want it to be just a leg of your business that also works too let’s just make it a starting
point and then we can figure out how to elevate from there so awesome well what we are going to do today as
you guys know and let’s see if you can pull this up Ryan I’ll kind of show people how
we or how I went about pulling this stuff today and we’ll play around with it and you guys will have to let us know
your feedback in terms of just what we’re doing on the show and the value that we want to bring to you guys if
this is helpful and and if this just gave you ideas on the types of lists you
can pull so what I did is I went into Tampa through property search and batch
leads and I did a couple different things and I’ll ask you Ryan kind of
what your thoughts are I did a few different lists with this just because it can bring up varying different types
of properties and I’ll show you some of the really awesome findings I got today and it’s going to be so awesome so let’s
go I went into property search went into Tampa and then in my filters
all I did I think I did do property type I made sure that they were single family I didn’t want to pull up any
multi-family or anything so we’re just focusing on regular properties today and then I went into MLS status said yes
on Market active listings I did a couple different things with days on Market I
the one the first person you’re gonna call today the property that they’ve listed has only been on the market for
two days um I’ve also pulled a list where I did a
minimum of 60 days I don’t know if you have Insight that you want to share with everybody like what’s the point of that
like why would it be you know why is that advantageous to go after something that’s super brand new on the market
compared to later down the line like what’s the great question so a lot of
times direct to sell over here what’s the best list and in the past we’ve talked about agent Outreach lists and we’re like well it doesn’t really make
sense to have like a preference on this because an agent is going to be a lot of just luck of the timing right
um with on Market it’s actually different this is where it gets to be a little bit more uh precise strategic uh
systematic whatever you want to call it so there are going to be some filters on on Market that are going to trigger
potential better opportunities than the rest so one of them which you mentioned first is days on Market Days on Market
in my opinion Golden Nugget this is the best motivating factor in this current market the one thing you’ll hear me say
which is always going to be from a realtor perspective first is that I’m going to think about it from the legality and I’m going to think about it
from the logistics so the legality I need to make sure obviously everything’s buttoned up it’s done legally
um logistically this needs to make sense not just for me for the seller and for the agent so days on Market if I was an
agent and I had a listing that was sitting for 60 90 120 days do we think they’re having fun
conversations with the seller or do you think that after the end of their day another week goes by they have no
showings no offers what phone call do you think they’re dreading the most it’s probably the one with the seller
right yeah um so if that’s what they’re dreading the most days on Market is not just the biggest motivating factor to a seller
it’s the biggest motivating factor to an agent so some Keynotes I would make um first off the average listing is
typically a six-month contract so 30 60 90 days we’re talking a pretty hefty
percentage of the length of time they have to list and sell this property it’s creeping up pretty quickly
um on top of that why would an agent be motivated I mean if it doesn’t sell it doesn’t sell they’re just it’s like selling Sunset right they’ve got 50
million dollar listing after 50 million dollar listing it’s that easy wrong agents spend time effort money in
marketing remember agent Outreach we’re trying to get agents to find clients which that’s what they’re doing anyway
what would they do to find a client they’re going to spend a lot of money so this is not just time this is money and
marketing to find a prospect somebody willing to sell their home then they’ve got to nurture that client they’ve got
to wait for the right moment in time for that seller to say yes I’m ready to sell well now there’s a lot of moving pieces
now you’re paying for a sign post to go out front you’re spending gas to go out to the property number of times you’re paying for professional photos you’re
paying for maybe you have a concierge service but it’s still money out in marketing this property by the time it’s
all said and done they’re stressing because if they lose the listing they’re out potentially a couple thousand
dollars in what it took to get the lead to get the listing and Market it so at the end of the day if days on Market is
60 plus in this current time on September 26 2023 uh yeah I would say
days on markets the best motivating factor you can go after uh right now what I’m teaching a lot of people within
our community is 45 plus days just because a little bit after that awkward Gap the first 30 days is typically the
hardest for a listing after that there’s a little bit of a sense of Disconnect emotionally with the agent and the
seller so 45 days plus um on top of that I mean if you’re looking for the 60-day plus group try
just a little bit before 55 plus days so so what are your thoughts too on when it
is like super short like it’s super brand new fresh if it’s something that it has to be an investor that’s gonna
you know do those go super quick like that is that on the other side of things great question
um you could explore too it definitely depends on the market I think a lot of the markets out there right now
um we’re seeing a huge supply issue so a crazy amount of Demand with a lack of Supply it’s a seller’s market still I
mean there’s a property that’s like three or four houses down for me that was listed in my opinion a little bit too high and they got multiple offers
day one so supply and demand issue is still there uh what I found and this is just personal preference I’m actually
going to kind of contradict what I teach here typically um I don’t recommend day one day two day
three on Market deals I’m gonna show in this conversation that we could still have an opportunity come of it where the
agent could still have the relationship with me but the odds of finding a lot more competition in a day one day two
day three um day on Market you’re going going to find that it’s a little bit harder so not to deter people to go the the path
of least resistance but just to be transparent the competition in day one day two day three is a lot more so I
always just share that um but then also just make the note like you’re looking for the relationship doesn’t mean you can’t get the deal we’ve done it it’s
just the full transparency is that there’s other wholesalers I mean people go and do the same strategy we’re teaching it
right now on YouTube live so someone’s going to take how we calculate our numbers they’re going to offer 5 10 15K
higher the only thing that I think you’re doing a disservice with um first off not selling the deal to me
but uh the next one would be just so you know uh messing with people’s livelihoods if it’s too high and the
price that we can offer is here this amount and you offer this just to get the deal under contract odds are the
cancellation rates a little bit higher so where we make a lot of our money from day one day two day three day on Market
properties we actually just got one yesterday sent To Us by another group of wholesalers it’s falling through from
another wholesaler they’re the one in second position because of the relationship they built with the agent that it’s going to come to them next so
yeah um there is opportunity everywhere just knowing The Kinks of on Market is kind
of something that takes a little bit of time yeah yeah so you guys will kind of get to see both of those both sides of
something that’s been sitting there in something that’s like brand spanking new and it literally found a couple that
I’ll show you guys uh before Ryan makes his first call to one of these agents but that’s all I did I think I did do a
listing price I looked up the media and sale price in Tampa and then I looked on the lower end just because when you get
your results you’re going to get a lot of things that were just Fix and Flip that are on the market and look really great and obviously for this example
anyway is not what we’re calling about maybe if you’re looking for buyers but anyway I also adjusted like the listing
price and made it sure it was a little bit on the lower end which helped get really good results as well so anyway when you guys apply that you’ll get your
results and then you can start looking into the details like this I do have everything blurred but this is going to
be the first property that Ryan’s going to call on today this property’s been owned for 19 years and check out where
they say looking for a dream starter home or Savvy investment opportunity all
right well before I make the call I got I gotta Deep dive into that because the description is something that is a very
common practice when finding on Market deals this is a keyword search a keyword
search for a property is going to be money what exactly is a keyword search so if I were to type in the word in an
MLs search using the MLS I could type in the word invest well the word invest
would be triggered here because of in the description it says looking for your dream starter home or Savvy investment
opportunity so because the word invest is in there it would have flagged it this would be one you could go after just being mindful too this is one of
the paths with least resistance so if the key word is going to be up there the only thing that I have to make as a mental note going into this I can’t take
it personal there might be 50 million offers on this property with every bit of term waived contingency waived
because they’re just looking to get an opportunity that’s how few there are deals out there right now regardless of
on Market or off market so we always say 20 of the people do 80 of the business I’m making the argument right now 10 of
the people are doing 90 of the business so that ten percent where do you find them you got to get in the rooms with
them whatever they’re doing I’m not saying copy find a way to provide value to those people in the form of a service
and see what it is that comes of it there’s opportunity everywhere and we’re going to show it regardless of if it’s
day one I’ll Market or day 50 and we’re just gonna have some fun cool let’s go for it we’re calling Charlie Charlie is
the realtor correct yes that is correct and I have the info up and we’ll make
hey is this uh Charlie you’re speaking I’m calling about a property that I think you’ve got listed
out on 84th Street in Tampa is that one still available uh yes it is oh awesome okay
um so I mean I’m interested in purchasing it myself I’m not sure if you’d be able to help me or if I should talk to someone maybe on your team
is that something that’s going to be a subgroup sure sure okay yeah so I mean I’ve got
it pulled up right now um full transparency I mean I’d have to run my numbers I just wanted to call and introduce myself before
um deep diving into it or wasting anybody’s time um so I mean I see it was just listed is
the seller’s number that’s listed is that kind of like their firm number or would you think they’d be open to something maybe a little bit lower
you mean the 220 yeah not too not too much law they’ve been
getting a bunch of low lowball office already gotcha so they were getting lowball offers like off market then
uh yeah I don’t think they’d be interested 100 200 okay well I mean that’s that’s
good to know um is there anything from the photos that I should like know about that I
can’t see I mean it looks to me like it’s a pretty cosmetic flip um but I’m just not sure if there’s
anything like major or any like Foundation structural roof AC Plumbing
okay there’s no leaks or anything no there is no reason okay uh it’s concrete block uh the uh ceteria
AC works okay the hot water heater works it was recently at least at least out
until just recently so uh the people moved on the uh Society
put it on the market okay um let me ask you I mean is the seller looking uh with it being that it was a
rental I’m assuming it’s still vacant then um are they looking okay are they looking for any specific terms like
faster clothes or a shortened inspection a specific Title Company anything along
uh you know they want to sell it they’re all away from their time sure okay
um is this the best number to give you a call back at I just have to run the numbers with my contractor and make sure that we’re on the same page uh but then
after that I could send you over a text or I could call you back whatever’s best for you um my offer I don’t like going that kind
of cliche route of just saying it’s fast cash as is any of that kind of stuff um I want to be like the guy that’s
easiest to work with so um if you want to check with the seller if there’s any other specific terms or if you even already know it I’ll reach
out to you after I’ve ran my numbers and then if it makes sense I’m not sure if it would be okay if you represented us
or if I should go unrepresented to not the seller more I’m pretty flexible on that end
if you’ve got a number of that uh because that the cell is going to agree to uh you know I could work with you
know cool okay yeah um well perfect what I’ll do then is I’ll run the numbers
um give me just a little bit of time I’m actually gonna be meeting with my contractor here in a few um let me run the numbers with him and
then I will give you a shout back and if it makes sense we can get an offer written up tonight then okay what’s your name my name is Ryan
awesome thanks Charlie I appreciate it
all right guys let’s calm down it’s not that easy it’s not that easy can’t be that easy right I
mean one phone call one offer I mean Ryan says submit five offers a day minimum and he just did one in five
minutes it can’t be that easy I mean I’m just kidding yeah it was that easy
um it doesn’t always work like guys yeah not how the cookie always crumbles but what I want to share with you guys the
the cool part about this and the reason we do this show pulling back the curtains that’s a beautiful conversation
example because he doesn’t have any offers he doesn’t have anybody else like he said they had a lot of lowball offers
let’s talk about the conversation he said they were already getting a lot of lowball offers I didn’t quite ask well what exactly is
a low ball offered to you I just said okay well that makes sense um that sounds like it was off Market he said yeah that’s why they listed it okay
well then we unpacked it it was a rental we know that it’s vacant we know the roof is newer with no leaks we know that
it seems like it’s just mostly cosmetic I mean we can make the fair assumption there’s going to be a big ticket item there but what did he say we went from
220 to 200k 20K below list price day two on Market that was before I got to the
motivating factor that they have a preferred title company which by the way 99.9 of sellers don’t it’s the realtor
that has a preference and title company and I also offered the realtor to represent me to make twice as much money
in commission so by him getting title and dual Commission I don’t think my offer is 200. I think
just off the like first conversation my offer is 181.90 and I think they jump at it all day long this seller’s motivated
they said it’s an investment opportunity waiting for you it’s sitting just a couple days so I’m sure it’s gonna get
offers over this weekend if it doesn’t sell this week but why wouldn’t you want to go after that I mean that just had a
system do everything for you if you’re licensed realtor obviously you could find these on the MLS doing the same thing the reason we want to show you
guys a different section to this is that I didn’t mention just the relationship I went in there with the intention to buy
that deal from there what my exit strategy becomes I mean the options are endless I could fix and flip it I could
buy and hold it long term or short term I could do I mean I guess a pad split still in the long term rental I could go
and do some kind of like a creative Finance structure with this deal there’s a few different things we’re going to
have to figure out but we got to run the numbers so what I’m going to do and make a note of is the very first call that we
made was a good one let’s just keep an eye on that I’ll run the numbers of my team afterwards we’ll submit an offer over and we’ll keep you guys posted on
if we get that next week um but that was just the first one so thank you next one we’re gonna call is
I’m going to send this over to you right now and then I’ll show my screen again so you guys can see this example this is
somebody that the property’s been on for 101 days so we can kind of show the
difference of you know obviously that was a good conversation but um you know see what we kind of run into
with this so let me send this over okay
okay Javier has a question in the meantime what is the difference in the offer you
are making when you bring your title company to the negotiating table um perception the dumbest thing within
agent Outreach and MLS strategies is gonna be perception um and what I mean by that is is there
any I don’t want to say is there any because there is a difference is there a substantial difference in title company
a and Title Company B at first glance no the substantial difference is when you find out the quality of service and what
their skill set is so similar to Realtors similar to any service or vendor you use some with more experience
and better customer service have better quality so what would that be for us that would be investment friendly so if
they know wholesale they know Fix and Flip they offer discounts to investors those are the differences that would and
entice us to want to go use that title company so why would a realtor have a preference well there’s this cool thing
in the realtor world where you can actually get shares to a title company so they can get paid based on production
they bring to a title company every single they get paid out on what their production is so we talk about like the
double dip in our strategy this is essentially how a traditional realtor could double dip they can get paid in revenue from the business they bring to
the title company if it is so um there is no real difference there
Javier uh the biggest thing would just be perception if the realtor is more enticed to do that because they make
more money just like why they’d be more enticed because they make more money in commission um I Don’t Love Leading with dual agency
but being in Tampa I’m not licensed there so I’m not going in saying I’m going to represent myself I’m going to go in saying um hey wait is there
anything the seller’s looking for here does this make sense I asked him even at the end there Tim go back and check with the seller make sure we’re all good I
don’t think he’s going to do that but that was a pretty smooth combo and it wasn’t off of anything more than just preference
so one more from Christine and then we’ll jump into that next one
um Landry what did Ryan mean by I want to be easiest to work with versus not the Fast Cash guy
um my Approach on this is just not your typical real estate investor wholesaler
I think the oversaturation of wholesale is is what it is I mean competition is
always good it elevates people’s business and makes you have to work harder and better right so what I’m not
doing here is talking about on wholesale what I am doing is talking bad on some of the practices within wholesale so
some of the practices within wholesale whether it’s a bandit sign or whether it’s just trying to get your word out of
trying to get more deals you’re going to end up trying to uh um blend in a lot of times they say fake
it till you make it it’s acting like you’re doing something that you haven’t done before which I think is very obvious to point out when you’re an
experienced investor so where I’m going with it all is that not every deal is cash as is quick close where the game is
deceiving and wholesale is a lot of times what investors do is they get a property under contract and then they have to retrade they have to ask for
Price reductions because they weren’t confident in their number or they didn’t have a buyer lined up first where they are also wrong is they will go in and
say I will close in two and a half days as long as title is free and clear but they can’t and also too not every
time as a seller maybe even if it’s occupied wanting to sell their house in two days so I’m not fast as is like cash
I’m hard money closing when you want and as is unless you didn’t disclose something so I try not to go and say it
in a scary way like that that might deter a realtor I’m just gonna say I’m not looking to be your Fast Cash quick offer I’m looking to be the best offer
that makes sense for the seller so just a little bit of verbage change but something that will make you stand out different than the rest I
I mean everybody’s swapping scripts and showing the or saying the same things a lot of the time and you kind of pick up
on just like anything I feel like you pick up on something that sticks and then that sticks for everybody else so I
think it’s a good way to flip it around and and more interesting for the the realtor so uh real quick show this other
thing I had to take it off to blur it but just to give you guys an idea just go give this a try if you guys haven’t
already it literally took me two minutes to pull two different lists
just by playing around with days on market look up the median sale price in your Market that can really give you a
good idea on like when prop if you’re not sure when properties start getting up to a higher point or are going to be
more likely to maybe be taken care of or whatever that always helps me have like
a really good list in just a couple seconds so this is a good one no no guys I rigged
these lists but it only but actually not really you guys could go pull the same exact thing she actually pulled the list
of people that are only going to sell to Ryan zolin um for actually pre-qualified them yeah yes if I call everybody before
you do that’s awesome um so this one on 29th we’re calling Sammy yes
and look at in the description investor special another one yeah make no repairs
what I would normally do here is double dial but I’m going to try to be efficient a little bit I’m going to show you guys another style where you could
double dial I think you could also piss off the realtor I always try to give them the benefit of the doubt uh when I
call Realtors I know a lot of them don’t answer and I’m just saying this like on a real personal level with you guys I
understand and I get that it could be extremely frustrating one of the biggest things I teach in agent investors is
patience and education not always is the agent can understand where we’re coming from so we have to educate them on why
our process is the way it is and why our numbers are what they are on the patient side this isn’t just patience and
nurturing and following up with them this is patients that they may not respond right away so how good is your
follow-up system so in this case what I’m trying to do with showing you guys another style I called I didn’t let it
go through the voicemail just hung up I’m going to send a text say hey my name is Ryan I’m interested in the property out on blank Street give me a shout
whenever you have a chance would love to chat with you more something along those lines that just tells them why I’m calling them or why I had tried to call
them why they should call me back and then remembering the realtor will obviously reach back out to you it’s a
listing they have that isn’t selling so why wouldn’t they answer the phone well our good mentality our abundance
um shout out to Jamil for this uh this is the agent is doing open house the agent is showing a house to a client the
agent’s so busy with closings they’re at the closing table right now signing on another deal in a perfect world they’re
signing on a deal for us but it’s okay so what we’re trying to do here is just give them the benefit of Doubt send a
text introduce yourself get to the point as to why you called and then entice them to call you back which would be in the form of a deal so in this one I just
said hey Sammy this is Ryan calling about your property on blank Avenue um just wanted to see if it was still
available I’m interested perfect let me get you another one Albert thank you oh wait sorry you
answered that question first and then I’m gonna ask you something pick your brain up a little bit okay Albert said what would be the best way to determine
repair values for a market I love this question I actually think this question is better than like the
proof of funds typical easy questions um because this is something that you’re you’re doing the work you’re trying to
get to a logistical question um repairs so this is going to be best determined by a contractor the thing I
always just want to make sure we’re making note of is that we’re not trying to waste a contractor’s time so what we’ve done is it’s okay to get bids it’s
okay if you’re going to go out there and do some renovations to your personal home you may not use the first contractor you talk to so you’re going
to want to get bids you’re going to want to tell a contractor this is a property I’m looking at flipping just want to see ballpark what kind of range you’d be in
the thing where I don’t know if this is just different or what I don’t let them work for free here if they’re going to
do this in a market where I don’t have experience or connections even if they’re just giving me a quote because odds are you’re probably trying to
wholesale and not going to flip this house you don’t want to waste their time so nobody works for free why would you so in this case why not just throw over
a couple hundred bucks and you want to see who responds the fastest it’s typically the contractor you took care of before you were even working on a
project together so just just a good judge of character but then it’s also kind of like a little trick and hack to be able to build a relationship with
somebody that can give you actual numbers uh from there what we’ve done is we’ve established relationships with contractors where they give us bids on
properties and we could use that when showing to a seller to an agent what it’s actually going to cost us in renovating a property option two you
could always find a buyer or a realtor that is fluent in the investment space but similar to providing value just make
sure you’re telling them something that isn’t a lie I don’t like when people go and say I’m going to go buy this property I’ve got fifty thousand doors
I’m the next Grant Cardone like chill out we’re completely normal humans here it’d be cool if you came in and I
actually like this style going in and trying to be over communicative or overly transparent rather than trying to
play the game of my partners doing this and so and so is doing that and I’ve got to go chill chill we’re trying to be
ethical business owners that are looking for repeat business through networking so if we’re looking for repeat business
people do business repeatedly with people they know love and trust that needs to be you
cool love it what uh what was your question my question was
okay oh I was gonna say what are your thoughts when because I feel like this is such a helpful thing to really dive
into the the description uh and we’ll call this other one as well this one I
think we’ve even brought up before and it’s still sitting on the market it’s been on the market for 153 days now
uh boarded up Windows you know stuff like that it’s not even that terrible or as terrible as you think inside but
anyway what I’m saying it’s a little different than this property but what do you do if you see a description that it
needs an investor but it says no wholesalers I’ve seen something like
that I think in Tampa no no it was in Memphis there was something that came up with doing by the way the same type of
filters like this you guys can do in any Market to pull up good results like this what do you do with something like that
I think I might have even asked you that before but I would love to call that one and show everybody what we do
um because there’s a lot of different options uh most of the time let’s get to
the root of it why would an agent put no wholesalers with the exception of it being a court-ordered property
government-owned property state-owned property some kind of a legal sense not allowing it uh maybe even like a short
sale that would be the only time I say that makes sense um so patience and education take a deep
breath before you call them you don’t need to go in all like gung-ho I’m gonna kill this person go in there and ask questions look let me ask you this um I
see in there it says no wholesaling just for shits and giggles why uh because all Sailors aren’t who
they say they are and they’re evil maybe um I’m not and I also wholesale so the
reason I’m asking you is just because my intention is to purchase this property just bear with me okay and we’re gonna pretend the guy’s name is Billy bear
with me Billy um let’s pretend here that I have the property injury contract I’m a human I make a mistake I overshoot my cost of
Renovations I don’t love to go in and ask for Price reductions even worse I don’t like to go in and cancel on a deal
if I had Tom Tom is a buyer a friend a contractor someone that I vetted out
that I would need you just to trust which also is my legal right in the contract that I can wholesale
um I need you to trust that if I were to wholesale the deal and it kept the same terms with the seller with you everybody
wins what would be the concern if this guy bought the deal for me before or after I
closed on the transaction because what usually most people recommend within wholesale like this is they would
recommend going and double closing so this is either finding like a gap funder that comes in that will fund the first
leg of the transaction this could be a private lender a hard money lender this would be some title companies and closing attorneys allowing you to use
the end buyers funds to purchase and close the first leg and purchase and close the second leg it just kind of
depends so if they are allowing of that I think that’s a great option the reason I don’t love the Gap fund option is just
because it costs points if you don’t have a big spread and wholesale fee all it’s doing is eating into your profit margin substantially like I’m talking 10
15 25 plus percent that if you’re only making 10K 2500 bucks in fees on lending
is just that’s that’s crazy it doesn’t make sense if you’re making 70 80 100K Plus on a deal Gap fund double close
have fun make sure you protect yourself protect your bag aside from that I don’t know if that answers the question or not
but no absolutely because I think that that might scare a lot of people it’s like oh well if I’m wholesaling and
that’s all I’m doing I better not call you know and also I mean look at the conversation structure
I just had there and I love that this is all recorded you can go back and re-watch this um I don’t care if I don’t get the deal and I might
just be a very weird investor but my thought process is that again if it’s not this deal it’s the next I want every
deal I don’t need every deal people that are selling typically need or highly want to sell but they don’t like have
the motivation unless there’s something pressing so if I go in on every deal expecting a sale expecting a deal
expecting ten thousand dollars already happen I don’t know I mean you’re setting yourself up to get let down and I think
in this business being as mentally challenging as it is you need to celebrate the wins you want to know what I was celebrating I haven’t even gotten
the deal yet I mean I have my head this is where a little weird I am counting this deal it’s already done Charlie and
I are best friends and he’s bringing me multiple deals a month right now but my win was that he answered the
phone my win was that there was no other offers my win was that he broke down and dropped the 20K price point off of a
very first conversation those are the things that I’m selling myself I won three times where a lot of people would be like oh my gosh I don’t have a proof
of fun I’m a buyer I don’t have this I don’t have that you’re already failing so um yeah I know I mean this is definitely
a winning strategy and what we’re doing here I’m trying to go two for three I mean
yeah the one that I didn’t get was just no answer that’s okay yeah 100 so let’s
go this one 153 days on Mark you guys this one in Tampa
hey Mike um I think you’re the one that has the listing on Richmond Street in
Tampa is that is that yours yes it is okay awesome cool cool I was just hoping I got the right number I was
calling off of Zillow I saw it was listed it looks like it was like 150 something days um I’m an investor should probably start
with introducing myself I’m calling I’m based in Arizona we’ve got some properties that we’ve flipped out in
Tampa but I’m looking at my next project and I’m I’m wondering if it could be this one I’m just not sure about some of
the details so I figured I’d just give you a shout sure cool cool um so I mean I see it’s been sitting for
150 days I don’t want to like call out like the elephant in the room but like is there a specific reason is it like maybe the condition or something or
anything major about the property can you go through the photos
gotcha um so kind of sounds like she’s not willing to budge too much then
um I mean I’ll tell you the lowest you’ll take is 135 if you cover closing costs okay about like six grand or
something like that would that number be the same or lower if we wiped out like a buyer side Commission
um yeah I mean that would be probably around like sixth grade or something like that okay so it’s like 129 then
yeah all right um well I really appreciate all the honesty and um transparency there uh
what I want to do is I want to run the numbers past my crew and see if it’s something that they um feel comfortable with and then as
soon as we get their confirmation I could send over um I don’t know if it’d be best like uh text message and email
whatever is the best form of communication to you with what our offer terms would be okay
so just to confirm though like there’s nothing like structural or foundational issues or not
that you know of I don’t think there is so okay well um
cool the only other question I have is is there any kind of specific terms or something the sellers looking for to make our offer a little more appealing
or is it just kind of straight up best price um that we can do yeah I mean best price the faster you
close the better yeah okay um it looks from the photos it’s vacant is it still vacant
there’s someone in there right now are they month to month
release from March so other police heads in March but you know they do have a
clause in there that if she sells it you know they wanna
okay um cool I mean if you don’t mind me asking this could kind of change the way I run the numbers um first do they want to stay in the
property um yeah they do okay I mean you know what’s their current rent if you don’t
mind me asking it’s 16. it’s either 15 or 1600 I had I
can’t remember the last time
okay um if you could do me a favor I have to run the numbers of my contractor I’m
going to be walking into a meeting with them in about like 15. um if it’s cool with you let me run the numbers with them and then we could touch base at the
end of the night if you could just check with the seller or if they already have the answer from the tenants
um I would be curious to know if they’d be open to signing like a multiple year lease if they were I think that we could offer a little bit higher on a price
um so if they’re open to that then we can offer higher if not Fix and Flip is still a great option for us I just want to make sure that we’re we’re trying to
be different as investors I don’t want to be the guy that just comes in offers Fast Cash Quick closing anything like that
um I want to be the guy that does the best thing for the seller for the tenant for you as the agent and then obviously we can make some money too
okay cool awesome well I appreciate you thank you thank you
cool well that was easy um the reason I asked their end about
the lease was because in my head just doing math there I was like well call it 1600 a month times that by 12 we’re at
19 2 on the Year this is gross numbers by the way we’re not talking like net net um 19 2 divide by a 129 which by the way
if you guys saw me go from 135 to 129 like that knocked off another 6K um that’s a almost 15 return gross so
what I did was 1600 a month Times by 12 months we’re at 19.2 divide that by your
purchase price so divide that by 129 we’re at fourteen eight so 14.8 percent
return what do a lot of investors want in a rental it’s an eight to ten percent return we have to factor in the property
conditions not the greatest could I rent it out and possibly raise the rent um the thing I asked there to qualify
that was does the tenant want to stay in there for multiple years because if they’re looking for two-year lease and they’ve consistently paid without
missing any payments 15 1600 bucks a month we’ve got a deal here for a Buy and Hold investor that’s just looking to
park Capital so that’s the stuff thinking outside the box trying to show you guys some different options but that
Deal’s been sitting for 150 days we made it work nice well that was awesome to see it see
I if you guys are getting value out of this then let us know in the chat Ryan deserves it with all these awesome
examples and just value that he puts out I always love to just see what you’re gonna do in the conversations with these
agents right and it’s just awesome to see so appreciate that yeah uh we got a
few questions here I’ll go through yeah not real estate guy how often do you follow up with these agents you call and what is a conversation like is it as
simple as hi Ryan just calling to see if you have anything in the pipeline that I could buy if you want to be like every other wholesaler
um I mean that’s great I don’t think that’s a bad line I just think that that’s one that you got from somebody’s website or script uh what I would say is
hey Ryan um just reaching out not sure if you remember me I called about the property out on uh 23rd Street just wanted to
reach out uh did you get that one sold oh you did dude congrats I love that I
love closings um do you have anything else coming up see how that was a little bit different
a few different just there’s a tonality change there was more personable um traits of telling them specific
examples of a deal that I’m referencing not just some random guy that’s calling you to follow up and follow up people
like doubt on me when I talk about MLS and I freaking love it like that’s like one of my favorite things that gets me going what you don’t realize is that
what are we looking for direct to seller and off-market agent Outreach we are looking for motivation to sell so a
seller that is actually willing to take a property off market and sell it for what is less than they could get on
Market nine times out of ten people will just trade speeding convenience for price so that’s what we’re looking for on Market you at least know they want to
sell on Market the agent already has a potential deal that you were already interested in so if that agent already
goes and finds opportunities you’re looking for they found the Bone the dog found the
bone Pat the dog on the head and asked the dog if it can go find another bone that’s literally all that is so in a
super nice respectful obviously not calling the realtor a dog way you’re gonna go and say hey I appreciate you dude congratulations on selling that
property I want the next one what do I got to do to find that next deal I mean who was it that bought it for me do I
need to like like make a joke have fun with it obviously just show personality and at
the end of the day they’d be like dude I love that guy’s energy I love that guy’s Vibe he is totally different than
the rest so I love it I yeah just great to see this
broken down differently cool and I’ve said Ryan’s tonality coming across as hey I’m following you with your lead and
he’s asking Next Level questions pretty slick tonality is everything um I think that if you can match what it
is that they’re speaking at level wise and confidence-wise they’re they’re normal people there’s nothing
crazy I would even argue most of us as investors can probably hold our own in a conversation with a realtor more than a
realtor could hold their own with a conversation with an investor so
cool holy cow all the love today I appreciate you guys Marcel
Don Javier love you guys cool
we got one more we got yeah yeah let’s do one more this is another one that’s it’s been on one day but it’s another
you know I mean you already proved it the first call that you can still have a good conversation then somebody’s not
getting off let me see here I’m gonna show you guys personality this is a personality side okay
and I’ll show you guys too this Wendy hey Wendy I might have the
wrong number um I got this from Zillow I’m looking at a property that’s listed on Henry Avenue I’m not sure if that one’s yours yes and
it went under contract you know that was gonna be my first guess was that that was too good of a deal to be on Market
to not have multiple offers day one so yeah it did gotcha I’m assuming cash
over list it didn’t go over less than a matter of fact none of the offers were over list
wow okay um and I was kind of shocked myself well
let me ask you well I got you on the phone do you like find a lot of these opportunities that you list the um kind
of fit the buy box for like an investor okay uh what do I got to do to be number
one on that list to get that property um
email me I can put you in my phone and it truly depends on
like I’ve got a lot of investors they don’t come close to asking price so I
don’t even deal with them sure sure because it’s wasting my time well this one I was gonna come in I was gonna be
right around that list price I might have been like the other investors slightly below but um I typically don’t call unless it seems like it’s worth the
while a lot of times I mean full transparency our numbers are pretty low on some of those like bigger remodel
ones uh but if it’s Turn and Burn I mean I’m pretty easy going we are based in Phoenix but we’ve expanded out to the
Florida Market um so I could show you like some of our past flips and um like proof of funds whatever it is you need from us I just
want to try to establish a relationship with a realtor that has opportunities that we could actually purchase
I gotcha cool cool cool I would send your stuff over to me
to meal and name and I’ll put you in my phone as a
good contact okay awesome well and I’m not going to blow up your phone or anything I’ll save you as my favorite
realtor out there in Florida and then if there’s anything that pops up just don’t hesitate to reach out to me I’ll send
you over an email with everything broken down but um I’m looking to buy something ideally in the next 30 days so if we can
we can find something that’d be awesome we’d love for you to represent us and help us out in the transaction okay awesome thanks Wendy I appreciate
it’s just like that it’s like that there right here show this one real quick this is it guys
um one day on Market but who cares that it’s under contract now you gotta your favorite realtor in Tampa
now I was about to say like Orlando because we were talking about that earlier and I was like I don’t think it’s Orlando I think it’s Tampa so I
just said Florida but um no I mean that was exactly how you play it you call Day One listings and
like ah probably a million cash offers above list oh wow only one that was at list and you took that one okay so what
I’m hearing is that there’s still a lot of activity but I just wasn’t fast enough that’s all that meant that wasn’t that I wasn’t
good enough I just wasn’t fast enough so that’s all good we got the next one and look at how I positioned it no stone
left unturned Wendy um I love you I appreciate you I want you to love and appreciate me how do we
get on this list uh just email me okay um save me as your contact and it’s your
best buyer ever and you’re my favorite realtor ever and you already said you find a lot of opportunities that fit the
five criteria for investors and I just told you I’m looking for something in 30 days or less
do you notice how I turned the conversation from calling about a specific property to then saying well I’m looking for the next deal if it’s
not this one it’s the next school is over we’re done I love that
yeah I love that too because it’s like it’s the same idea or how the conversation switched over to what
you’re usually doing on these shows but it you started off with a property
that’s on the market so calling about something it’s almost like you know if there’s anybody that’s like well how do
I start the conversation with a real estate agent if I’m going to be just let’s just say they’re just trying to
establish those real those relationships and trying to see if they do have anything that they run into
why not try calling about a listing even if it’s just been on one freaking day
and there’s a whole other Spiel there that I could have gone down the rabbit hole if I had a little bit more time that I would have explained to her how a
lot of the cash offers she got might have been wholesalers that’s not to throw other wholesalers under the bus that’s the education piece of what I’m
preaching the education is just to make sure because if I’m not involved in the transaction I’m not trying to cross them
I’m trying to best protect her client because she probably doesn’t know any better I’m not trying to insert myself
in the transaction there’s no representation I’m not crossing any lines because I’m not hurting anybody I’m trying to warn the agent of some
things that they could do just to protect their client can you make sure that earnest money is not refundable can you make sure during the inspection
period it’s qualified people that are going out to the property it’s not just other buyers that’s making the seller get out for an hour two three hours to
get a bunch of buyers in can we make sure this is a clean cut process and at the end of the day we want just as much
as the realtor wants what’s best for the seller I even mentioned that on the phone with one of the other people it was like I’m not your typical investor
I’m not the guy that’s going to come in and take advantage of Grandma I’m not the guy that’s going to go in there and say I spot opportunity and then flag
exit all over social media when I took advantage of somebody else’s situation what I’m going to do here is I’m going
to do what’s best for obviously myself as a business owner not a charity but I’m going to do what’s best for everybody else around me if it doesn’t
make sense for them I’m not going to encourage them to go and do this that’s the thought process for me thinking of the long run
um yes some opportunities will come across where it is just so I’m dirt cheap of a deal and the seller is
completely fine with it because that’s what they’re looking for in those situations absolutely have fun make your money stack it away pay taxes or offset
taxes but just make sure you’re protecting yourself just like how you’d want to do if you were the seller and somebody else was trying to come in and
be the investor love it awesome does any if you guys have questions or anything for Ryan let
it let him know you know put a like on this video as well oh did we put the link I don’t know if you guys don’t let me do that let me grab some links and
also um like Landry said I mean guys we’re we don’t charge for the show um all we ask is that if you found some
value share the video uh post it on your social media page uh tag a friend share with a friend uh whatever it is you guys
wanted to do I just I we appreciate you and your support all of you guys that have made it to the end here our goal is
to build this as a community and also just provide as much value as possible uh there’s a lot of stuff that isn’t talked about that I feel like should be
that shouldn’t be behind the scenes so if we could show you what the acquisition style looks like the rest of it would disposition and your exit
strategy is dependent on you and your goals I’m not going to go in there and bottleneck you and say you have to wholesale you have to fix and flip you
have to go and do this you should go do what makes the most sense for you and your family and whoever it is you’re
trying to take care of um so batch leads.io forward slash zolin if you guys are looking for a community
of agents and investors I have a community discordant would love for you to check it out agentinvestors.com
forward slash Discord will bring you there feel free to come in collaborate my community is super awesome where they
actually do live coaching calls every day Monday through Friday I mean Landry you were here like three weeks ago two
weeks ago and shout out to Marie but Marie was sitting here pulled out her phone we had like seven or eight people
at like eight o’clock at night Arizona time 11 o’clock Eastern that we’re sitting there comping properties working
together calling agents doing their thing we’ve got it so if you’re looking for that Community coming come in
collaborate get some feedback get the ropes just be a fly on the wall I’ve got it agent investors.com Discord
um we also have something I am going to announce that we’ll have a little more detail next week but just wanted to tease it a little bit we’ve got our
Mastermind coming up uh November 3rd and 4th it’s a Friday Saturday if you are
interested in going I’m gonna be giving out maybe one or two tickets for anybody that watches this show that has shown us
that they’ve signed up for batch so get the free trial sign up let us know send a screenshot whether it’s to me Landry
we’ll figure out how that all works but we’re gonna be giving out a couple tickets to my Mastermind it’s gonna be an awesome in-person event uh November
3rd and 4th would love to have you guys there I put the event on for my diamond tier students so we’ve got people flying
across the country coming in hanging out it should be a great time so gosh that’s so that’s so freaking
awesome that’s so generous and an opportunity that you guys don’t want to miss out on so there’s some fun stuff
but we’ll have some more details and we’ll go through that at a later date um we got like five minutes here at Landry if we don’t have any questions we’ll
probably just call it early but um yeah any questions I’ll give you one second here drop it below let us know uh
Landry any other closing thoughts final thoughts I think as you know I love the
system side of things and all this stuff and some of the biggest or most
frequently asked questions that I see all over YouTube or to myself or wherever what’s the best list to pull
what’s the best exact filter and every time that you guys are coming here
especially if you’re going about it in this strategy or anything else we’re here to show you that it doesn’t have to
be the list that everybody goes in tells you to pull it could be something just thinking outside of the box to find I
always tell people like paint picture of the type of person that you are the type
of situation that they might be in put a couple filters on don’t overthink it and then just just go and just roll with it
call people you never know what the motivation really is you never know what’s really going on until you just
ask so I think that’s just my last piece with this stuff it doesn’t have to be complicated just don’t 100 push yourself
you know too quickly we always say this business is simple but it’s not easy the action steps we tell you to do really
are simple the not easy part is the consistency it’s the mindset it’s the finding the right tribe around you and the community that’s going to help you
and support you get to all of your goals so we’ll end it on that note we appreciate you guys if you found value
make sure to share it subscribe like it all that fun stuff we will see you guys next week hope you have a great one peace out