Have a podcast in 30 days

Without headaches or hassles

You only have so many hours in the day to accomplish everything you want. Most new real estate investors think they can do everything themselves and don’t realize how much it costs them.

If you’re doing everything in your business, you won’t be able to become nearly as successful as you would otherwise. And many real estate investors give up because they don’t realize how easy it is to get the help they need.

In this episode, I’m joined by Matt Larson so he can share his secrets on how to hire only the best employees, how to create processes for everything your business does, and how to make more money in your real estate investing business while doing less work than ever before.

Here Are The Show Highlights:

  • Why having more free time makes you sloppy and lazy (3:01)
  • The trick for making everything in your business easier and more effective (4:35)
  • How to flip 20-30 houses a month working less than 5 hours per week (5:15)
  • The surefire way to guarantee you accomplish nothing (6:33)
  • How to 10x how much time you have every day (7:44)
  • Do this and you can put an extra $200k in your pocket while handing out huge bonuses to your team (10:35)
  • Make all your new hires complete this Tony Robbins test so you don’t waste time and money hiring the wrong person (14:24)
  • If you’re not doing this, you’re missing out on closing 75% (or more) deals (22:29)
  • 2 of the biggest mistakes you’re making that’s costing you a boatload of sales (29:32)

To learn more about Matt and what he’s up to, follow his Instagram page @RealEstateMatt and YouTube channel @RealEstateMatt.

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.

(00:43): All right. Welcome to the show. Bright and early. Beautiful day outside and I'm hanging out with my buddy Matt Larson today. Matt is all things real estate. If you guys have been in the real estate space, Matt will be able to answer some high level questions for you today. I'm excited to have Matt on the show. Matt Larson. What's up buddy?

(00:59): Hey, thanks for having me. Just finishing a workout. Ready to go?

(01:03): Yeah, man, I love it. I love it. Let's, you know, actually that actually gets, it just kicks us right off. Let's talk about morning routine, right? Because I think with this covert thing, you know, I've been affected by it. I know a lot of my friends, high level functioning entrepreneurs have been affected by it. I mean, dude, I used to get up every day at four 15 and now I'm struggling at 5:30-6 o'clock. So tell me about your morning routine. Gets you motivated to keep going in the morning.

(01:24): Well, so first of all, I'm a, I'm an early riser. Just by now. I've ever since I was a little kid. I got up early, but I get up early. I have a trainer, so I have this really badass gym that I told you about three years ago. It's better than any gym you could go to. So I'm, I've got a little bit of an advantage there, but I get up in the morning, typically between four and five o'clock and then my trainer gets to my house at six 30 so because I have the gym at my house, I'm not leaving to go to another. So I bring my house. I had to pay him a ton of money to do this. But it's awesome when he comes to my house and kicks the crap out of me for half an hour, 45 minutes. And then so, so what happens is when I first get up in the morning, there's like an hour, hour and a half before he gets to my house.

(02:06): And so during that time that's, that's my time. Nobody else is up. There's no distractions and ice. I get out a yellow pad. I'm really big on morning routines. So I get out of yellow pad and I literally write down everything I need to get done for the day. And I'm just one of those guys that loves crossing stuff off a list so I can go to bed at night. And like, man, I got, I had 10 things written down. I didn't get to this one night. I'm going to go do it right now. I just want to cross everything off my list. So I'm, so I'm a list guy. So I get up in the morning, I make a list for the day, and I don't do this the night before. I know a lot of guys like to do it the night before, but I like to do it the morning of.

(02:44): I like to get up and feel what I feel like doing, but then I want, so my schedule is very relaxed because my real estate company, we flipped 20 to 30 houses a month that runs without me. I put less than five hours a week in that business. So I time, but if I, what I found is the more time you have, the worse. It is like sloppy get, you get sloppy, you get lazy and stuff. So I have to create this routine. So I write down everything I want to get done for the day. Then my trainer shows up. So my game plan set trainer shows up, I work out, then I eat and then it's game time. So then we, then we get going. So typically, after my workout I eat breakfast and then I, I email my team what I want them to do.

(03:26): Typically on the 10 things are written down on my list. I do none of them. Most of the time it's a delegate, delegate this, irrigate that, this guy, this guy, this guy, this guy. And then I then watch and I require most of the time it might be something that they have to have back to me that same day. So at the end of the day, I'm a big process guy, so I'll say, Hey, like yesterday I realized that we didn't have a tight enough process on our maintenance. Like when a maintenance guy is handed a work order. So I have a big property management company, we'd managed 1400 units. And so I noticed that I watched KPIs and I noticed our average cost per work order had climbed. And I'm like, why is that going on? So I looked in a little deeper like, Hey, we don't have a tight enough process for the work order.

(04:08): So I got one of the things on my list yesterday was I emailed my maintenance coordinator and I said, Hey, we need to tighten this up. Our cost per work orders gone up. We call it a suite process cause we literally use sweetprocess.com to dot document all of our processes. So I said, send me a new process, step by step, by step by step from the time a guy gets a work order to the time that it's complete. I want to see what we're doing. And here's, here's the cool part. When you create a process and when you create a routine for every single aspect of your business, everything gets better. Because if it, you know, I always, I say this a lot, I didn't coin this term. I read in a book 10 years ago. I just, I don't even remember who said it, but discretion is the enemy of duplication.

(04:55): And anytime somebody has their own discretion, well I think I should do it this way, you're automatically losing. You're going down an escalator. You know, you're, you're literally going backwards. So, I try to really eliminate discretion in my company. Now there are positions in the company such as management positions that need discretion, but I try to systemize every single thing in the business. This is how I've been able to, you know how we flip 20 to 30 houses a month and I don't have to be involved. So here's the cool part is when you don't have a written process and somebody doesn't follow it, you yell at them, you scream at them and at the end of the day you've gotten nowhere. Okay, it's not their fault. How do they, well I told you to do it this way, but it wasn't written. It wasn't something they could pick up and follow.

(05:43): So it's really, you yell and scream, you get frustrated, you add complexity, your life. But in the end you're no better than what you were. When you have a written process and somebody doesn't follow it, then you literally say, Hey, here's the process. It's this 10 steps. You've got to follow what you didn't follow, what you chose not to follow it. That's a write up. Next time it happens, I gotta let you go. Because it's super simple. All you do is follow the steps. It's not like it's like, Hey, I don't know what to do. Like, you know what I mean?

(06:10): You just said so many things right there. Like I don't even realize people understand somebody like I interview a lot of high functioning, high, high achieving, you know, goal oriented. And the fact is like we all do this talk so fast, we don't realize all the golden nuggets that are like falling out of our mouth. What's hap like you just said five crazy things right there to the point where I had to grab a pen and take notes so that I could repeat them cause you were hitting him with so much knowledge that at that point, like number one is the list, right? So many, so many people you know, expect to, to accomplish things, but they're not setting out what it is they're trying to accomplish. Right. So I know that a lot of us, we start out with a list every morning.

(06:46): What's it look like for me? I boil it down to the top three things that absolutely must get done. And then I do 25 other things on top of that. But you know, so I prioritize. I like the fact that you just just create that list man. But the second piece is, and I think one of the most powerful things that you kind of, I kind of glazed over was the delegation, right? Like, like many people don't do the team. They don't, they don't multiply. They don't figure out who can do the how. Like we talk about a lot inside the, you know, the DM exam, right? And then, but you're not only taking it to a place of, this is my list. This is my list that my team needs to accomplish. I love that piece. When did you, when did you get to that?

(07:24): Well, when did that, but what I realized is what I realized is, if it's all about, if it's all up to me, two things are happening. One is my team's not learning. If I'm the one doing, then they're just following my orders. Then what happens is they're not learning for themselves. Second thing is, I'm only one person. If it's, if everything to get done in the course of the day relies on me, we're screwed because I only have 24 hours. But if I pick 10 people on my team to do, you know, 10 different topics that I have 240 hours, right? To get that done. So what I found is, is if you hire a player, somebody really, somebody just accomplishment based. If you hire somebody like that, there's no capacity limit, there's no amount of, you know, capacities and attitude, right? You can get us, you know, we've all done it like we're going to go on vacation, we're leaving out of town, you've got to get 10 things done.

(08:19): Those 10 things would normally take you three days. But I'm leaving town. If I don't get them done now, I'll be back in 10 days. I got to get them done now. And you can crunch, you know, three days of work into four or five hours if you need to. So can practices and attitudes. So if I surround myself with a bunch of people that can just get a lot of stuff done really fast. And I set the expectation, then things happen. So, you know, I know a lot of the people in the DM fam have reached out to me and said, Larson dude, Europe implementation monster. And really that's all, I'm not really doing anything. I'm just taking the idea and handing it to an amazing person on my team. And next thing you know, all this stuff gets done. I'm good at, I'm good at monitoring somebody's red line.

(09:05): So capacity is an attitude. But in my company like you, you've got a rev limiter that's going to be, you're going to be running a red line hard for a while because I expect a lot out of myself. So I expect a lot of people working for me so I can detect when engine overload is going to happen. And I back it down a little bit and you know, but what happens is it's like lifting weights. I just told you, I just got done working out and you know, if I went into the gym every single time and lifted, you know a lot today, I did squats. If I was doing squats with 135 pounds and I'm capable of doing squats with 250 pounds, that I'm not going to get any stronger. I'm just doing, I'm going through the motion, I'm doing nothing for myself. You know, the same with your people that you delegate to, you know, you should be pushing them to a higher level all the time.

(09:51): The standard always gets higher. So I give them something to do and when they get good at it and they can now they've now absorbed, you know, maybe when they first started a specific task, that task would take them eight hours, but they've improved. The repetitions get, they're making fewer unneeded steps and they're faster, they're typing faster, they're moving stuff around faster, they've got better equipment, better software, they've just improved their self skills. Now they get that done in five hours. Well that doesn't mean that, Hey, you just get three free hours, now I'm gonna pour more on your plate. And so I'm working their muscles too. And so, this keeps them improving all the time as well. And it just grows the organization that grows profitability. I mean, we in the last say 12 months or so, I've, I've removed $200,000 out of my payroll. Just a player stepped up. They did more. The people that weren't as productive, we didn't need them anymore. They didn't have anything to do. And that 200 grand goes into my pocket. Right? And I just, Debbie, doubted a bunch of big bonuses to all the top players in my team. I mean several thousand dollars per person just two weeks ago, out of nowhere, just paid guys were super profitable and you guys have earned it. This is your money. Here you go.

(11:07): That's fantastic man. I, you know, I was listening to, to supporting motivation to supporting, to, to connect to this thing. And one of the ESPN sportscasters was talking about how high level achievers, they only like to have conversations with problem solvers, right? And if you're a problem maker, it's not something that you and I, that's not the type of person you and I want to communicate. But so we both built these teams with great A-players on there. But, I hear it all the time constantly. And you hear the same thing, Matt, where do you find these players? Like, like you know, they're aliens. Like what do they get shipped in from somewhere? Like how are you finding this, this team problem solvers that you're able to delegate to each and every day?

(11:44): Yeah. So again, yeah, I look for people that remove complexity off my plate. So it's super simple. Either you, there's only two types of people. One, a person that adds complexity and those are the people that discover the problems and they want to tell you about the problems, but they don't solve the problem. And then there's the people that remove complexity. The people, no matter what you give them, no matter what obstacle hits, they remove the complexity. It just, it's so easy. So here's what we do where we find the A-players is several different places. One, I'm very, very big into virtual assistants. I love, you know, this whole COVID 19 sheltered place thing. It really made you work from home. And the cool thing is I've been doing that stuff for, we didn't shift anything in my company, honestly. We were already, I always already used virtual assistants.

(12:34): We already work. A lot of people already work from home, so it didn't even affect us. So what I do, so virtual assistants, we typically, if I'm looking for a virtual assistant, I go to upwork.com for if I'm looking for a part time or full full time virtual assistant. But the location where you find them isn't where the gold is. It's, it's the filtering process to get to the person. Because what happens is, his resume is a magic piece of paper that makes everybody look amazing. There's not a single resume on the planet where the guy's like, dude, I'm lazy. I'm not that good. I don't have that many skills. So, but you know, I'm not looking for as much money. That doesn't even exist, right? Everybody's amazing. Everybody can do everything that you could ever dream of. So you have to build systems to filter through those people.

(13:22): So a couple of things. We do one. So we build a resume, we build a job description. Now what I've done in my company, I used to do this myself. I don't do anything. Now I let my team do it, but I had to build a template. So we build a template that basically looks for core values. And what I mean like I look for people. If you want to remove complexity from your life and you're adding people as players, you have to find people that are super deadline motivated. You have to find people that are detail oriented. They just don't miss the small stuff. You have to find people that have a high sense of urgency, right? That they just get stuff done fast. So we build a template around what we're looking for. Now that doesn't mean every single person is going to be like, ah, you know, I think I can slide through here.

(14:07): Even though I have a very low sense of urgency, they won't find out until after I'm hired. So what we do next is once those people send in their resume, and this could be through Upwork, this could be through indeed.com if you're going to hire a person that's going to be in an actual physical office, and then once they send a resume, the first thing we do is we shoot them back a Tony, we have them Google, so we don't just give them the test, we have them do work. We say, Hey, there's a, there's a test, a personality test called the disc test, and if you go, if you Google Tony Robbins disc test, there's a, there's a free version, go in there, take that test and send us your results. So the reason I do that one is I'm giving them directions to see if they can follow the directions too.

(14:52): I see how fast they respond. I'm doing a sense of urgency thing immediately. So they just send a resume, boom, right back. Two minutes later, we send them that direction. We see how we know that that test takes about 20 to 30 minutes to take. Now, if 30 minutes later they send us back. They've proven to us, they've got a high sense of urgency and their deadline motivated. So then we get the results and we look at the results. Now that every single position in my company on this disc test, we have a predetermined what best personality fits for that position. Now a disc test is not an IQ test. It is a personality test. And so every single position a company requires a different personality style. So if, if we're looking for a personal assistant, let's say, then we want a high C.

(15:42): Now everybody out there, if you haven't taken the disc test, it's free. You should go take it for yourself. You'll learn a lot about yourself. Then have your kids take it, then have your spouse take it. It's amazing. Learn as much as you can. It's you will learn how to deal with not only on a real estate side, if you understand this test and you can identify somebody's disc quickly. When you're negotiating with a seller, you'll get you close more contracts and you'll make more money. So, but on the hiring side, let's say for example, let's say we are hiring a front desk person now that PR, that front desk person's going to come in contact with the public, they're going to come in contact with people. They have to be nice, polite. They have to be, you know, go out of their way to help.

(16:21): If you put a D personality, which is my, I took the test, I'm a 99% D. If you put my personality as a front desk reception person, it'll never work out. The customer's not going to be happy and I'm not going to be happy cause I don't want to deal with people I personally loves people. They go out of their way, they get energized when they see people, somebody walks through that front door. Now they're happy, they get to talk, they get to communicate, they get to see what, how that person's doing for the day. So every single position requires a spurt. So we, we do that first personality test first, then it comes back and then from there we just, we filter from there. So if we need a C personality in there D or S or an eye and it doesn't work, we just simply, those people don't make it.

(17:04): So now we go back to the C and we have a list of questions. We like to ask that person to further identify if they're qualified. Now if they're a virtual assistant in that personality requires them to be on the phone, we have to test their English. And so what happens in that case is Tony Robbins comes, goes out, results come back. And immediately if once we find that, okay, we're looking for a DIY personality, we send them an English test, there's a free English test you can send. Now they have to talk and speak into the computer and it spits back out a report on what level of English they're at. So we don't have to use our own judgment. We let a computer tell us how good their communication skills in English is. And so now if they're doing cold calling for us and we want a very high level English speaker, now we have that. So now we've, we've discovered the right personality. We've discovered their English is good. Now we go through and find out some more specific questions on what it is that we're looking for with that particular job. And then we hire the best of the best. That's, that's literally our process. And it works. We, we, we usually hire the right person the first time. Not always, but most of the time.

(18:22): Dude, I hope you guys that are, that are Walter, this, I really joined the shit out of this. I have a whole page full of notes already, just from the last five minutes. If you loved this stuff, smashed the lifeblood and guys, I don't care what you're on. We're live right now on YouTube, Periscope, Facebook, the whole thing. So if you guys were watching and you're, and you're getting value out of what Matt's bringing right now. This is high level stuff. I mean literally, I mean, I'm taking notes I never even knew about the free English test and I have a slew of VA's work for us. That's a really cool takeaway.

(18:49): Yeah, it's pretty, it's pretty cool too. It's pretty neat how they, the scale they give you and then what that means on all send it to you Joe. I'll send it over.

(18:58): Yeah, I love that. And to add to that, so do you do the same process with salespeople? Because Selena salespeople are the ones that like, you know, they're, they're hot on the phone, they're great in person, they're great. One on one, but it's like when you give them hoops to jump through, you know, go, go solve a problem, get online, do the disc test. Is that the same type of process with your sales guys?

(19:18): Yeah, we still do the same process there, but I typically don't want to train somebody to be a salesperson. So what we do is I say, tell me about like, you had sales jobs in the past. Yeah, it was a car salesman. The, I was a, I sold these products. I sold that. Well, tell me about how you did. How good of a sales person were you? If I call your manager after we get off the phone, will your manager say, yeah, he was a top 10 performer and a good sales person says, yeah, I was in June of 2019 I was salesman of the month because I moved this many and nobody had ever done that. Like they'll tell you they'll, they'll sell you on why they're amazing and if they don't have anything to talk about and they've never proven themselves and they've never risen to the top in the last company, I'm definitely not going to spend thousands of dollars on marketing handing them leads that they're not going to close. So I agree. I like hiring salespeople that are already proven.

(20:11): Yeah dude, that's a major takeaway too. Cause I have so many people do this in their, especially in their real estate businesses, I'm sure this happens in all industries, but you see so many people spending all that time and effort building the front end, the marketing's happening and the leads are coming in, the phones are ringing it, and then boom, you put some dud in front of the phone and you're just pissing away all your leads. I mean, you see this all the time in the industry, man.

(20:32): Yeah. It's like, dude, you know, we, we send out thousands of pieces of marketing every single week. We spend money like that's, that's real money going out the door. I want those leads. First of all, I don't want the leads wasted so I'm throwing away the money, but I want to make money on those leads. So I want to make 5% on those close contracts. So or more so, you know, you know. Yeah. I mean I take that stuff very, very seriously. And the other thing too is that I'm not afraid to do, if I find the right person, is there's, there's some good training out there that you can send your sales guys to, to, you know, sharpen their skills a little bit. And we do that as well on the sales side of things. So I'm not afraid to invest into anybody that I hire because the more I invest in them, the more of a return that I'll get on the other side.

(21:16): You mind sharing that? W what do you, what do you send your, goes through as a John Martinez turning? Is it something that's Sandler sales like

(21:23): Yes. Yep. So Steve Trang, he's got a sales program just literally sent one of my one of my students over there just literally last week. He's, he does the Sandler, he does the Sandler training and they're really good at it. They break it down and focus it into real estate and they do a great job. So that's kind of where I'm sending them. Yeah.

(21:43): Nice man. So have things changed for you on the marketing side? Coven? You know, it's seemingly, I have my hands in seven or eight different markets around the country and I'm, I'm experiencing the same thing with a lot of my guys. It's, you know, people have it started to restrain. I'll figure out what to do with the house once this thing lightens up. Once Cobra goes away, we'll make a decision, you know, are you guys seeing that in your market and how are you overcoming and if you are,

(22:07): Yeah, so we are, you know, anytime you have, you go from high, a high level down to a recessionary period, which is what we've done. I mean, whether the new says that or not, we're at 20% unemployment, right? I mean there's, there's people that are stressed, but what it is, is you're going to have people, you're planting seeds right now. So if you send out marketing and you talk to somebody that is not ready to sell, Hey, I just, I want to see what happens with COVID. I want to see, you know, what's going to go on at the shelter place and all this stuff. They're not saying no. They're saying now that's a seed you, you almost never harvest in the same season that you plant. And so that's not a loss lead for us. If we can't convince that person to sell, that's no big deal.

(22:50): 75% of all our close leads are on follow ups. So that's just the first step. I mean, you know, if I create an educational program and it's $2,000 and I send an email to a cold list that I've never sold to, nobody's going to buy that. I haven't done my part yet. I haven't built a relationship. You can't always build the relationship in one conversation. So it's no big deal. We will follow up with that person. And we set up a lot of automations in my company . We use Podio and we built out our own customized Podio system. And so we'll we'll set up a follow up and we'll follow up with that person every two, three weeks until we buy their house. So, that's one thing. We're patient, we're not in a hurry to do, to rush deals.

(23:36): Two things happen when you get in a hurry. One, the other person feels it, the other person feels you need them. Right? I never onward, I always from a position of strength, so have more leads than you know what to do with and then you don't have to worry about that. Plant a bunch of seeds and then harvest later. So that's one thing. Now, second thing is I do, we do have to do deals like we want to be closing all the time, but 75% of them are from followup. So what we're doing right now, one thing that's working really well is we RBM old leads people. We've already talked to people we've already had conversations with. We've always already made offers on their house or we've talked to him in the past. Doesn't matter if it was two months ago, five months ago, six months ago, two years ago, three years ago.

(24:18): It doesn't matter. We've RVM and we're pulling a ton of leads from those. We talked to him years ago, Hey, I don't want to sell my house. Or, Hey, you know, I want a hundred grand for my house and you offered 80,000 and I just can't get there. Now that person might be willing to sell. Secondly, I remind you, this is really powerful. Now I don't do any of the acquisitions in my company. I have somebody else that does all of that now, but I did all the acquisitions in Oh eight Oh nine 10 11 okay. Back then I was running appointments and I learned a ton during, I picked up, I added 450 houses to my portfolio in a four year period. I was running some appointment. So what I learned is a lot of people I talk to in March, April, may of 2008 when I was in their house trying to buy their house and they said, you know what, Matt, I know the market's down.

(25:09): I know the stock market's down. I know real estate is down, but it's only down 20% or they'll say, my real estate agent told me, the market's really not down. It's just a little quieter. It's a little slow right now. Many of the conversations you hear right now and I, I told the people, I'm like, yeah, but what if the market keeps falling? And they're like, no, my real estate agent told me it's not going to do that. And some of those people that chose not to sell me their house, I ended up going into foreclosure and losing it any way they could have made money, they could have been. So one of the things is I'm teaching my acquisitions people to tell those stories. When we go to a lead and the person says, Hey, I don't want to sell my house right now.

(25:50): I'm going to wait this thing out. And I say, you know what? You can do whatever you want, mr. Seller. But let me tell you some stories about 2008. This is what happened to some of those people in March of 2008. By November they were in foreclosure. So we tell those stories in it and it helps people understand, listen, put, take the risk off of you, put it onto me. I'm the professional. I'll buy your house. I'm rolling the dice here. I could be wrong. What if the market does keep crashing? What if I can't fix this thing up at the time? List it and resell it. You know, that's on me. I'm giving you an option. You've experienced 10 years of straight up growth. You've got an opportunity to cash out now or just roll the dice. Maybe I'm wrong and you know, maybe in six months if it works out for you. That's all we do.

(26:32): That's powerful. Powerful man. I mean, one of my friends, Dana Spain just hopped in there. Dana, what's up? She said that, you know, basically if you get to know you're asking the question wrong, she's saying the same thing I've been sent for weeks. We have to have the conversation, right? The conversation you were having a year ago to buy that property, it's not the same conversation you're going to have now. It's just not. I mean, you know, the times are different. Stuff was so easy three months ago, six months ago, right? Hot market, everybody looks like a genius. You know, you can go out there, you can buy a property, you can, you can fuck up 10 ways from Sunday and you can still sell it and make money and it just doesn't happen now. Right? You have to be smarter, you have to make better conversations happen. You have to be a pre engineer. I also love the follow up piece, man. We've been doing that as well.

(27:13): I love it. And you can go back, figure out anyone you've had a conversation with, touch them again, the followup. That's, that's where it's going to happen right now. So it's so important that you have some sort of basics, and I, and I always put an asterisk next to this, don't get in over your head. Don't get some crazy. Spend the next three months building a CRM, but some basic follow up, right? Automatic sex, automatic email campaigns. If you've got RVM built in, that's great, but find a way to touch people multiple times, cause we know that it takes multiple times to close them, right?

(27:42): It does. And it's, it's a process. Like, you know, Joe, I can guarantee you somebody hands you a cold lead, you're going to close it because you're good. Like you're, you're amazing at what you do. You've gotten to a point where you're at, and I can do some of the same exact stuff. The PR, the thing is, it's not about us. That's right. Right? You get to a point, we want to, we want to build the organization. I'm, I don't know about you Joe, but I get older, I get lazier. I want to do less and less. I love to watch, I love watching people grow and I love watching my team get better. So I, I, it's all about me showing these guys. So the cool part is whether it's a, you know, one of your students or one of my students or whatever it is, it's no different than if there are students or somebody working for us now or we're partnered with that are doing some deals. We're teaching them the same thing, right? It's the same strategy. And the cool thing is, is you don't have to be an expert negotiator, like say we are. We've done thousands of deals. You can just use these simple little strategies that just build. Really, it's just like, it's real simple guys. Build, be patient, build relationships, be there to help be there for their benefit and watch how much money you make. It's crazy.

(28:54): More fun to watch them win than it is us to succeed sometimes. You know? I mean there's leverage there. You've got multiple people doing it. But when your sales guys, when, when they close deals, when your partners win, when they've closed deals, it's, it's more exciting that way. You know? And I don't know, I feel I feel that way too. Man. I'd love to rap about this for another half an hour brother. But we're, we're approaching our time here. You're going to be respectful. Your, your schedule. Anything I missed, anything we forgot to ask or talk about or you want to add in. I know there's some places where people can go out and reach out to you and find some of your products as well if you want to talk about that.

(29:23): Yeah. You know, if you want someone to find me, just find that Instagram's easiest thing real estate. Matt is my handle. Just find me there via if you guys have any questions you can always hit me up. I, I actually, I actually answer any messages that I get there, but just search around. I'm always trying to help. Try to add value.

(29:41): Love it, man. Love man. If you guys find value in video today, which I think was a rock star interview, Matt, put it all out on the table. Just make sure you share it with your friends. Make sure you share with people that might find value in this video as well. That's why we're doing this thing and keep everybody moving during this slow time and progressing so that you come out the back end of this thing on top. So my Larson, I appreciate it.

(30:00): And your brother. Hey, it's fun man. Glad to be here. Absolutely. Talk to you soon. All right, we'll see you. If you are ready to put the immense power of wholesaling 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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