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Real estate investors accidentally sabotage deals by making rookie mistakes.

But most of these mistakes are easy to change. And once you fix them, you’ll not only have more people signing the dotted line, but they’ll sign it faster than ever before.

In this episode, I’m sharing 3 acquisition trade secrets with you so you can spend less time making mistakes and more time counting the money flying into your pockets.

Here Are The Show Highlights:

  • Why having a long pipeline of deals is a recipe for disaster (3:41)
  • 3 trade secrets that will help you shovel more dollars into your pockets as early as today (4:08)
  • Jedi mind tricks that help your buyer sell themselves instead of doing all the “leg work” yourself (4:42)
  • How visiting a doctor will make you a better real estate investor (5:36)
  • Use this “P-word” at least 4 times in your initial conversation or you’ll get ghosted and lose the deal to someone else (15:36)
  • Why the greatest sales script in the world won’t sell water to someone stranded in the desert (15:53)
  • The trick for asking the same question multiple times without upsetting your client (16:34)
  • How to split a property’s price in half doing nothing more than asking questions (18:07)
  • Why nobody actually wants $100,000 and how to pry out what they actually want (23:59)

If you're ready to put the power of wholescaling to work for you, then head over to https://JoeEvangelisti.com/downloads to get your free “Business In A Box” downloads.

Or if you're a true action taker, ready to blow the lid off your results. You can apply now to work with our team to build the business of your dreams faster than you ever thought possible. Go to http://realestatemoneymindset.com to apply and change your life.

Do you want to become a successful wholesaler and help support the show? Then, share this with two people and go to wherever you listen to podcasts, subscribe to the show, and leave a 5-star rating and review. We will pick one of the top five star comments and give away free swag and goodies.

Read Full Transcript

You're not a rookie real estate investor anymore. In fact, you're probably doing a small handful of deals each month, but you're killing yourself to make it happen and to top it off, if you take time off from your business, you don't make any money. That's because you don't have a real business, yet. We're about to fix all that. If you're a can do action taker, the whole scaling podcast will teach you the tips, tricks, and systems you need to generate massive revenue, build your team and give you the financial freedom you've dreamed of in any market in the US. This is WholeScaling.

(00:44): So acquisition Masterclass. Guys, I know this and you're listening. I'm sure you know. First of all, I'm doing this visually online, but if it's just as beneficial, if you're listening to this without seeing it first slide here, obviously you get this big, ugly, nasty house, which believe it or not, we ran Facebook ads to this house for, we probably spent $75,000 in traffic and back when Facebook was good, we got a lot of leads out of this big ass ugly house. But anyway, acquisitions, masterclass, what are we here for today? Well, I think it's pretty self explanatory, right? We're going to teach you guys how to get better at buying property, whether it's you doing it, whether you're talking to sellers directly or whether or not you have a team of people and you're looking to add additional traits to get them to another level. This is going to be directly important to you as far as buying houses and buying new properties.

(01:29): So by end of this masterclass, I want to change your acquisitions business forever. The way you guys are doing it, the way you guys have it set up right now, I want to get it to a point where it's systematized, it's automated, it's, it creates consistent, predictable revenue for you guys. And this stuff works for you, right? I'll show you my process for closing 10 K plus deals on demand each and every week without going to the house, right? This is virtual wholesaling. So those of you that are watching this live, most of you guys are doing virtual wholesaling anyway. If you're not the most beautiful thing called Cobra 19 has made it so that everyone in wholesale has to do it virtually. So this train is gonna be beneficial. I think this is going to shift the industry by the way, from people who were trying to do it without being virtual to now being forced to.

(02:11): I think that a lot of these things are going to have great impact for you, whether you've been doing it virtual, you're not a Dick. You're going to get a lot of takeaways from here today. So number two, what I want to make sure that you get forever is your training for the acquisitions team, right? I want you to get the best possible deals all while creating a win, win, win, right? And I don't know if we talk about this enough, but it's a big part of the book coming up and a big part of our processes is making sure the seller wins, the buyer wins and most importantly, if not, if not the most important. Definitely as important as the rest of them is that you win. Your team makes money, your team builds the spread that it needs to to make sure that the deal makes sense for all three parties.

(02:47): And last but not least from a teacher, how to scale your business without wasting time or money trying to figure it out on your own. You know, a lot of these things are shortcuts. These things are things that I've implemented from years of training with other people doing these same types of. So why we do what we do? Well, it's, it's an evolution of basically learning and growing, you know, constantly until we started to perfect the system. So all I asked you guys to do is if you're paying attention today, turn off your cell phones, turn off Facebook, and most importantly, grab a pen and notepad because we'll be teaching these things. And I think there are things that you can implement right away. And I want to make sure that you guys, if you're not doing them already, you have the notes in front of you and you can start to implement these processes.

(03:25): So we're going to go through a couple of trade secrets, right? I'm gonna give you guys three secrets today on how to unlock the contract, how to get further along with the sellers, how to understand the deal better and most importantly how to set yourself up for success going into each and every deal. Right? One of the biggest things that I see in the industry that's kind of scary for a lot of us is how many deals either the pipeline is short, meaning we're not getting a lot of deals so there's not a lot of opportunity on the backside or the flip side of that sometimes is we have so many deals on the front side in the pipeline, but we have a hard time figuring out how to sell them on the backside. This piece of the training is going to help you with both of those problems.

(04:04): We want to be somewhere in the middle. We want to have a lot of pipeline, but we also want to have a lot of stuff selling. So a lot of the stuff we covered today is going to help you actually on the sell side as well as the buy side. All right, so what are the three secrets? Number one. So your number one is called future pace, right? And teach you guys today how to be a future pace client. Help them understand the deal better and actually help create a better outcome for you. Number two, ask better questions. What are the better questions? This is a term that you hear used a lot. I want to ask better questions. Well, what does that mean? Right? You know, look, John, I see you saying, I asked the seller a ton of questions, right? What are the right ones to ask?

(04:39): What are the better questions? And we'll hit that today and last but not least, sell them what they want. This is a big component of actually helping people do deals, actually getting them across the finish line. Everything I've ever, any significance in your life that you've bought that costs you something or if you've done a deal or transaction, somebody had to sell you into that thing, right? Or you sold yourself, right? But you focused on generally in that transaction, what do I want? What's the outcome that I'm looking for? You know, when I buy this pair of shoes or I invest in this gym membership, or I do a real estate transaction, what do I really want out of this? They want me to try to get out of it, right? And it's an imperative piece to understanding how to do deals with sellers and get them to actually work at your level.

(05:23): So, your number one, future pacing, right? What is future pacing? Well, future pacing is simply the idea of setting expectations in advance, right? Explaining to someone how something's going to go down. I use this analogy a lot, but I love it. You feel if you go to a doctor's office for the first time, let's say you're getting a routine checkup and you switch doctors and you want to go see a new doc, right? Imagine if you walked into that doctor's office and there was just a guy in the back or a girl on the back, doctor who's in the room all by herself and you into the office and she says, yeah, give me five minutes. I'll be with you next. And you sit down in the waiting room, right? Five minutes later, one of the other patients walks out of the room. She says, had your turn come on back, right?

(06:08): And you walk back in that room and she says, okay, take all your clothes off if you would like, what the hell? What? What? Well, this is the weirdest process, right? You don't know anything about me. It's a routine checkup. What are you looking for, right? No doctors have a process, right? When you schedule the appointment, they ask you for medical records. When you show up, there's a person at the front desk, they greet you, they asked you for your insurance. They asked you for updated the fact record, right? Where's your, what would he be changed addresses if he changed phone numbers, fill out this three and a half page checklist of every ailment you've ever had in your life. Right? And then inevitably 20 minutes later you'd get back in the doctor's office. And what do they do? They ask you more questions. They set more expectations, they find out more information about you doctor generally spends, what, five, 10 15 minutes talking to you before they ever even get to the point of, okay, what else you, what's the problem?

(07:00): Right? You don't jump straight from walking in the front door to being naked on the doctor's office desk. Right? And getting, getting examined if you haven't gone through the proper procedure. One of the challenges I see in acquisitions around the country is we're not taking proper procedure, right? We're not following a script. We're not getting to being able to future pace because we're not digging deep enough. So what do we want to elaborate on when we're actually talking to the seller? Right? We want to basically, when I say future pace, I mean explain to the seller how it's going to work. So one of the challenges I think a lot of people take for granted is we're talking to sellers who may have, may not have been in a real estate transaction for the last five years, 10 years, 30 years, maybe they've owned a rental property and you're talking to them.

(07:44): It's been decades since they've been to a closing table, right? And we, because we're in our business, we assume that the seller knows everything we're talking about. We assume the seller understands how a transaction works. We assume the seller understands what their property is worth, right? That would be like the doctor assuming that you had something wrong with you without inspecting you, right? Without actually asking you good questions, right? Getting deep into the situation, right? You walk in and he says, Oh, it looks like you have a frequent leg soreness. Right? Like how do you know that you didn't ask any questions, you didn't get deep on the source, right? So setting the proper future pace expectations. Well, when I'm talking to a seller, these are the things that are important. I want to tell them up front, Hey, mr. Seller. Here's how we do our closings.

(08:28): Here's how we do our inspections. Here's how our due diligence works, right? So for example, in our office, we usually do 60 day closings and 30 day due diligence, right? I'm explaining this, to the seller in detail, just so you know, when I send over the paperwork, it's going to say 60 day closing on it, right? I want you to understand that's on or before 60 days, we might be able to close sooner, right? But I have to understand all this stuff going on in the background, right? We have inspections, we have title searches going on, we have processing there. You know, there's people that are pulling the tax records and people that are pulling potential liens against the property and verifying that the property is sellable and verifying that you can transfer clear title on this property, right? It's a lot of moving pieces behind the scenes.

(09:10): So the reason that we put the closing date out 60 days is to give everyone an opportunity to do what they need to do. Now, if you're watching this during the covid outbreak, it's even more imperative that you explain this thing and you buy yourself more time. It's called controlling the clock, right? But future pacing comes from explaining from helping people learn the process, not from an understanding of they know what's going on, but from our angle of they probably don't know what's happening. Let me walk them through step by step right now. Again, keep going back to that doctor analogy. If you walk through step by step and he asks you a bunch of questions, what tends to happen? The longer you're there, right? The longer you're there, the more comfortable you start to feel, right? It's uncomfortable at first, it's a new office.

(09:53): You haven't been there, it's a new doctor. You're not sure what they're going to say. You might be afraid of some test results. You might be waiting for the blood work to come back to figure out, you know where your numbers lie, right? But the more the doctor asks you questions, the deeper they get into your physical and mental state and and where you're heading, what's going on with your body. The more comfortable you feel because the doctor's building rapport, same thing sits here, right? The more I explain, the more rapport is built. I'm also going to set up expectations for inspections, right? We're in a virtual world. For most of you, you should be setting up contracts, sending them out over email, and then sending an inspector to go look at the property. Well, here's a few non negotiables, right? Our inspector's going to come out to the property.

(10:34): They're going to need access to it. When the inspector gets there, they're going to look for a copy of the key. They're gonna install a lockbox. I'm gonna explain what, why in a second, right? They're going to have a lock box. They're gonna install it. They're going to do their inspection. They're going to take 200 pictures of your home, and they're going to do a room by room walkthrough, and they might ask you some questions if you're available. If not, that's cool as well, but they're going to get me back in a full inspection and pouring the property so I can verify. Then you know our price point where we're at and make sure it's working for both of us, right? So I want to set that expectation that this guy's going to come out in the next 48 hours. I'm going to haven't given him your number so he can connect with you better yet, if you're available in an hour, I'll get him on the phone with you and we can set up a time and he'll come out in the next two or three days.

(11:16): Right? And that's how we set the expectation for the inspector extensions. Right? A lot of your contracts again and going into Colvin, how's the contract going to play out? Well, for a lot of people, there's going to be extensions, right? We have title issues, we have people having a hard time getting the processing back, right? So explaining upfront, look, we have a 60 day honor before closing date. Nobody has a crystal ball, right? Nobody knows exactly how long it's going to take to get all this stuff ready and ready to settle. But there may be an opportunity or maybe a necessity for us to extend. I just want you to understand. I'm going to stay in communication with you. I'm going to tell you where your, where we're at any given, and if I need to extend, I'll let you know upfront. It doesn't happen often, but it does during this COBIT outbreak, right?

(11:59): There's going to be sometimes we need more time. I want to set that expectation with you in advance that that might happen, right? Who handles escrow? How much is it? Again, sometimes we think that objections are coming up. They're not really objections. They might say to you, well, how much are you putting in escrow? How much are you putting down? Right? Or they may avoid that conversation because they might be upset about it, but avoid it because you've put $0 million in escrow and now they're thinking, well, how serious is this buyer? If they're not giving me a dollar deposit, I'd like to have the escrow conversation upfront. Hey, look, we're buying 10-15 houses a month. We don't tie up a lot of cash in escrow. I'm going to put a hundred dollars in the contract. We'll put that on deposit with the title company.

(12:39): I understand that's me investing in your property and sending an inspector and getting the title offered. We're putting a lot of money out of pocket aside from just what's in the escrow to verify and make sure we can close your deal, right? Set that expectation up front. Again, all of these things, guys that I'm talking about have your own script for right? You can tell from years of having this conversation that I just kind of automatically let it roll off my tongue, but make sure you're putting together your own wording, your own scripting for how these expectations should be set, and then last but not least, the price. Now we're going to get into the number in a minute and how to get the best number to create a win, win, win, but when you're setting the expectation up front, I always tie it back to, look, mr.

(13:21): Seller, we agreed to a hundred thousand dollars, right? I just want to make sure that you understand that all this stuff is going to happen. All you really care about is you get your a hundred thousand dollars at the time of closing, right? That's the point that we're trying to get to. So all these other things, you know, I'm just, I kind of explained the situation, I'm explaining how it works. I'm defining what it looks like for you to take this journey with us from today to the closing table, right? So setting those expectations, future pacing, who does what and when. Again, you might be contacted by our title company, you might be contacted by our transaction coordinator. Obviously I already explained the inspector to you. I'm the acquisitions guy. We have another guy on the other side of the team who actually works on what's called dispositions, right?

(14:02): He's deciding, are we going to rent this property? Are we going to knock the property down? Are we going to sell it to an end user? Are we going to sell it to another investor or we're going to partner with someone and take it down together? Look, at the end of the day, I know that your property is a good value at a hundred thousand dollars mr. Seller. His job is to figure out what the best benefit is to it. Right now, of course, there's a lot of other things I could, this list could be 15 pieces long. I want you guys to implement the pieces that are most important to your conversation, right? Maybe it's the inspection. Maybe it's due diligence. Maybe it's the closing time frame, the transaction, right? Whatever it is that you want to elaborate on at this point, now's the time to do it.

(14:40): When you're explaining the contract and you're getting ready to send it over. Future pace, future pace, future pace, right? You can't give people enough detail of how they're going to walk themselves down that road. You have to help them visualize what it looks like so that they anticipate those things. Coming. Anticipation is always better than making someone upset and then in hindsight, having to catch up. Oh, you didn't explain to me how this works. You didn't explain to me that title is going to take so long. You didn't explain to me that the inspection was going to be in three days. Right? You didn't explain to me you needed the key in a lock box on the property. So now you look at the bad guy because you omitted the future pacing. So we want to avoid that. We want a future pace wherever we can in that conversation.

(15:22): All right, this is another good one. I love this. Secret number two is ask better questions, right? You guys hear me say this a lot. If you listen to the podcast, if you're in the syndicate group, we talk about this a lot. How do we ask better questions and what are really better questions to ask? Well, number one, I want you to talk price four times in the initial conversation, four to five times the initial conversation. What does that look like? A lot of people, first of all, I'll tell you this right now, from listening to thousands of phone calls and listening to tons and tons of cold callers and outbound dialers and acquisitions, people, even if you give them the greatest script in the world, they have a hard time following it unless they understand why they're asking these questions, right? So for some people, at first glance, they're going to say, well, I asked the person once what the price was.

(16:06): They gave it to me, their best number. Why would I ask him again? Well, you're not going to ask the same question multiple times. You're going to ask the same question in different ways multiple times, right? And you're going to situate it kind of like this. This is how we do it. Again, I want you guys to figure out your own methodology, but inside of our scripting, we're asking them first how much you're looking to get from this property right now, this is after we've already got the condition. We already know they're going to rate the property. On a scale of one to 10 they're going to tell you it's a six right? You're going to say, how much are you looking to get for this property? Oh man, I need 200 grand for a property. Okay, so let me ask you, mr. Seller, how much do you think is worth in its current condition?

(16:43): Now, a lot of you listening are gonna say, well, that's the same question. You're just going to piss them off. Yeah, sometimes you do. Sometimes the sellers, like you just asked me that question. Now mr. Seller, I didn't ask you how much you think it's worth in its current condition. I asked you what you want to get out of it, right? It's two different questions. Now some sellers are going to be realistic. They're going to say property is worth 200 I just need to get one 50 right? How much you think it's worth in its current condition? A lot. I think it's worth one 50 right? It needs 10-15 grand worth of work. Right? So don't be surprised that that answers the same, but it's a different question. And from your perspective, if you know it's a different question, you'll have the confidence to ask it twice.

(17:17): Right? A little bit lower in the script after we get through some more stuff. You know, we say to them, look, I get ya. If I offered you cash right now, I closed at a convenient time for you and you know I paid all the closing costs. What do you think your bottom line number is? Right? How low do you think you can go? Like where do you think you're comfortable getting to? If I did all those things for you to make sense for this transaction, right? And they're gonna say, Hey man, I'd love to, you know, if I can get one 40 then I want you to pause and I want you to hit them with, Oh man, you think that's the best you can do, right? Again, guys, it's the same question. I'm asking it multiple times. People will start to be worked down as you asked them the question, and as you start to dig deeper on what it is that they're looking for, right?

(18:04): I'm going to get that into that in a second, right? Is that your best offer? I've had people go from two 50 to one 25 just in asking those four questions. It's imperative. It's paramount, right? Because you're asking the same question, but you're asking it in different ways and you're starting to dig at their real motives, right? Man, if I just got one 30 I'd be outta here. You know, or whatever that thing looks like. So learn to dig deeper and keep asking the difficult questions. By the way, these questions, they're not comfortable, right? It's uncomfortable enough for me to ask you one time what you want for the property, but asking you four or five times, it gets more and more uncomfortable. But guess what? It also gets them out of their comfort zone. It also starts to build more rapport with you because you're asking them difficult questions just like your doctor would if you had something wrong with you, right?

(18:51): The more difficult question and the answer that comes from it, the more rapport you guys are going to build, as well as getting to the best price. So what's secret number three? Probably the most powerful take away from today's presentation. I want you guys to really, really try to engrain are the ones in meats, right? You guys are gonna hear this saying, give them what they want by selling them what they need. What does that look like in a real estate transaction? Well, I'm gonna tell you the number one, what it looks like is figuring out who exactly is making all the decisions. You can't give somebody what they need or what they want if you don't know who's making the decision and what it looks like. So we talk about situational awareness, right? Situational awareness is the concept of understanding all the players and understanding how everything's working inside of that particular property.

(19:40): So I want to talk to the seller that I'm on the phone with. Hey, are you the decision maker? Is there anyone else involved? Where are you heading next? Right? Get into these things. What brought you to this call in the first place? Why aren't they on the phone with you? Very, very important fact. Now, you might've called, called them out of the blue. That's okay. Right? Why are they even wasting their time getting an offer? Oh, they just tire kickers. Are they being serious? Maybe it's a property. They've been thinking about selling for a long time and now now you're on the phone and it's like, ah, I'll just, I'll hear an offer. Right? I want to get deep into why we're having a conversation in the first place. A lot of times that's going to give you your solution for how to give them what they need, which you talk about in a second.

(20:19): What will they do with the proceeds? This is a question I don't think is asked enough. During the acquisitions training or the acquisitions process and mr. Seller, I'm gonna give you a hundred grand. What are you doing with it? Well, I'm going to go buy a boat or I'm going to upgrade my shore house, or we need a new kitchen, new kitchen and bath and our primary residence, we get rid of the rental property. Wife's been nagging me for 10 years. I'll finally be able to give her the kitchen and bath. She's always wanting super, super important and I'm going to show you why in a second, but what are they going to do with the proceeds? How often do you ask that question? It's an uncomfortable question, right? It feels like I'm prying. It feels like I'm getting into their personal life. If someone says, why?

(20:56): You know, I don't want to answer that question. Look, I'm just trying to do the best to get you what you want. And the way to do that is to figure it out. Like, you know, you have to work, work through it, try to figure out what's the end game here, right? You sell the property. What's next ultimately is what we're trying to figure out. What's the physical reality of the deal? In other words, where are they in life? Are they living in a primary and selling a secondary? Did they inherit a property? Did mom just passed away? And there's the houses. I've been in the family for 65 years and there's a lot of emotion tied to it physically. Where are they right now in relationship to the property that you're trying to help them with? Where do they interact with it? How does it become part of their day to day?

(21:34): Right? Are they being burdened with a tax bill? Do they have tenants that they can't stand? Are they working a nine to five job and they just don't have time to deal with this thing? You know? Same thing happens by the way, with inherited properties, right? Mom passes away. We've bought houses. We just did this three, four months ago. We bought a property that was vacant for a year and a half and the guy just said, look, it was just too emotionally taxing for me to part with it. Vacant mom died full of crap. The nieces and nephews were coming in, rummaging around and picking out what they wanted and like leaving the scraps behind, but the seller finally just said, look, enough is enough. I've got this vacant house. I can't hold onto it forever. That's a physical reality. His physical reality is, I'm not coming here at nights and weekends and checking on mom's old crap.

(22:16): Now's the time to sell, right? Who have I been talking to already? Another really good tidbit to pull out of is do you have any other offers? Do you have any realtors in the family? Have you ever listed the property right? Is the property list of now, who else are they talking to? Here's one thing I can guarantee guys, if you don't close them within that first day or two, it gets infinitely more difficult to get that contract signed after the fact because people start having real estate conversations, right? It's like when you start taking karate for the first time, all of a sudden you find out all your friends were taking karate, right? You go get a new car. You know you'll love that card and thinking about that car, you finally get that car. Next thing you know, you get on the road and you start seeing that same car all around you, right?

(23:00): When people start having conversations about real estate, yeah, with you, maybe you're the first person I've talked to in awhile. Next thing you know, they're having dinner. They're on the phone. They're talking to their uncle Sal. Uncle Sal's got his cousins, nephews, and mailman has a real estate license. You should talk to that dude. He's going to help you out. Forget the real estate industry. Talk to you. That guy's just trying to low ball you, right? The longer that conversation goes past the point that you first contacted them, the likelihood of you closing that contract goes down, down, down, down, down. Now that's not the station follow up. Follow up is the name of the game, but for the most part people are having real estate conversation. Now you offered them a hundred there's a hundred people behind you that offer them one Oh five right?

(23:40): So you have to know how to control that conversation, who they've been talking to already, what real professionals they have in conversations with. And then last but not least, I said this earlier, but it's probably the most important piece. Who are the players involved in decision making process? Here's the thing guys. When I say give them what they want by selling them what they need, remember what they want is not a hundred grand. What they want is what the money buys them. It buys them a new kitchen and bath for the wife makes her feel better. It buys renovations on the shore house. It buys them their house in Florida. It buys them back the cash to go do what they want because mom's house finally has the ability to sell and I'm going to do that. Next thing I want a tie.

(24:22): What they want to, what they need, what they need might be $80,000, what they need might be $60,000 the price is not relevant. It has to do with what they want, right? In order to follow what they want, I need to know what they want. If I'm not on the phone asking them these deeper questions to figure that piece out, then I can't give them the solution and the solution is the sale. Now having them understand that, look, it's worth what it's worth. We're in a weird market. We don't know where we're going in three months. There's a lot of ways to tie that piece, but I always want to go back to look, it's worth what it's worth. Mr. Seller. I know you wanted a hundred. It's really worth 80 but in the reality of it is you're going to clear 75 you're still going to be able to do the kitchen and bath.

(25:08): Probably still have some money leftover. Wouldn't that be the right thing to do? It wouldn't now be a good time to move on from this property. You've been sitting on it for a year and a half. I know you were hoping for a hundred we're an 80 truthfully, it could be 65 in three weeks. We don't know. We don't know what's going to go on in the real estate market. Right, but at the end of the day, you want that kitchen for your wife. Right? Is the wife care more about the vacant rental property you're trying to sell or would she care about the kitchen? Again, what do they want? What do they need? Right. What they need is the sale to happen in order to get what they want. The more relational we can get in that conversation. The more situational awareness, the more questions above that we've answered, the easier it is to tie to that one need.

(25:51): Is that the easiest way to link them together? If you find yourself as I have, by the way guys, I'm sure we all had this happen to us. If you find yourself giving an offer to somebody and you really don't have a clue about who they are, what they want to do, who's involved with all the Watson, who's inside the transaction, you find yourself saying, shit, I'm giving this guy an offer. I don't know anything about them. Well then you're completely pissing in the wind. Right? I have never been able to do a transaction in real estate, any real estate, buy, rehab, fix, flip part of buildings, you guys name it. I've been in all types of transactions without knowing the person on the other side of the table and what it is that they're looking to get and what it is they need. It's impossible to do a good transaction.

(26:33): I was, I don't want to say it's impossible because I think a lot of people step in shit, but you're not going to be able to create a consistent predictable revenue stream unless you're focused on these. These things are what build big businesses. These things, having a team understand these things are what really help people leverage and grow. So what would be the result? This is the final piece, right? What's the result for them doing business with you? Love mr. Seller and know you want the kitchen and bath. I know it would make your wife happy. You've already agreed that you don't want this property on your books anymore. You don't want to deal with the tenants. It's a big pain in the ass. Picture the result six weeks from now, nine weeks from now, you're sitting there writing the check to the kitchen renovator to come in and gut that old kitchen and your wife's smiling from ear to ear. Wouldn't that be nice? Wouldn't it be nice to have all this rental property business behind you and moving on to giving the wife the kitchen ever dreams? Wouldn't that be nice? Connect the result to the need and the one that's the power move. Putting all that into perspective for the seller, you're talking to changes the game. Now, next level training, we'll talk about the future, how we can do this both on the acquisition side and the disposition side

(27:44): For now, focusing on acquisitions. Next, the training folks, that's where we're at. If you are already to put the immense power of whole scaling to work for you, then head over to Joe evangelists.com/downloads and get your free business in a box download. Or if you're a true action taker, ready to blow the lid off your results. You can apply now to work with our team to build the business of your dreams faster than you ever thought possible. This call costs $500 to weed out the tire kickers, a mental masturbate, a feed. The real ballers will make back many times over on the first deal. Even if you don't get selected to work with us, you'll get a full year of access to our private coaching group, a $1,200 value and a 30 minute coaching call. With Joe, so you win either way. Go to www.realestatemoneymindset.com to apply and change your life.

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