Welcome to Cleveland Real Estate Investor. On this podcast, you'll hear about every aspect of the real estate investment business. You will talk to your rockstar investors about their businesses, how they built them, where they came from, and where they're going. Who am I? I'm Joe Lieber and I've made millions of dollars from the real estate investment business over the last 20 years. If you're ready to hear the good and bad from a guy who's learned this business from the school of hard knocks and get educated by some bad ass entrepreneurs, then put your helmet on, strap on your chin strap. Let's ride.
(00:54): Hey guys, what's up. Thanks for tuning in today. Thank you. Thank you. I got to go in for you today. A fun one. This might apply to some of you agents out there had a buddy comedy the other day, and he's like, Hey man, he's a KW agent. He's like, Hey man, enjoy the podcast. Love listening to you. It's so I get motivated. They get pumped up. I'm like, this is awesome. You know, being an agent's tough, it's a grind and it seems so easy. Real estate investment. I get motivated to listen to some shows. Then I, as soon as I turn your show off, I go sit at my desk and I don't know what to do. Like I literally don't know the first thing to do. And I'm like, Holy cow, dude, I have been there. I have so been there. The only times that I have come down, you know, got up, come downstairs, you brush your teeth, comb your hair, get my nice clothes on.
(01:45): I'll go sit at my desk and I don't know what to do. There's no boss telling you do this. Start with this, do that. You're literally sharpening your pencils. I'm ready, baby. I'm ready to work. That was me. That was me. Like, I want to work. I'm not lazy. I'm here. I just have no idea what to do. Like literally. And you're like, Holy. I got to do this for eight hours. Supposedly eight hour Workday. Now, if I can come up with eight minutes of work, I can really relate to him, man. I got it. Almost felt bad. And he said, all he does is he goes right to he's an agent's. It goes circles right to the MLS, like, see, what's popping. What's going on in the markets. Maybe there's a lead that came through through Zillow or Redfin that he can call back and say, I don't know what to do.
(02:30): He's like you got all these off market seller, direct properties. She's I don't know how you do that. So on what I want to do on today's show is kind of like I'm trying to like take myself back and see what it felt like. And remember what it was like to be in that situation. When you're hungry, you want to work is to have no idea what to work on. And my plan here is to give you a few tips to like, get you rolling or what I think you should be doing. So I'll tell you what I would. If I sat down at my desk right now and I'm like, just trying to get some something going, the first thing is you probably don't have a lot of money or at least money to take down property. And you probably have investors sitting there calling you saying, Hey, I got a hundred GS for you, man.
(03:17): Take something down expenses. If you do have money, good for you, then I'll make it a little bit easier. But I'm going to talk to the folks that don't. So here's what I would do. I would sit down and I would go to list broker I'll type in list brokers into Google. And I would find one, I'll give you a couple of them. I'll do a little homework for you. Make it easy for you, ListSource. Rebogateway just a few. And I would get on the phone. Well, the customer service rep and I would order a list. I gave you a lot of ideas of lists. You got to think people who want to sell, who wants to sell people. And if you get into horse people, delinquent in taxes, people that's my even being the foreclosure people with utility disconnects people going through eviction, right?
(04:03): Or there has to be a trigger, a reason why they want to sell now quickly for a discount. People want to sell a dis. They want done with her. They want done with these headaches. It's tough. So I would get this list, right? And then I would work on it. I would target it. If I didn't have a whole lot of money, I might actually cold call the list, which you can buy the phone numbers from the list brokers I would call. Hey. Yeah, I'm interested. I'm a real estate investor. I'm interested in your property have on West 120 eighth street by chance. Would you be interested in selling? I'm really trying to acquire something in that neighborhood. A lot of people get blown away. I don't know. Oh my God. Yeah. I actually want to sell, like, it's crazy. You can't be afraid of the phone in this business, by the way, it's your best friend.
(04:50): If you're afraid of the phone, you better get over that quickly. Don't be a wimp. Get over it. Maybe you want a text message to that list. Maybe you want to do a handwritten letter. And I did that. I got one yellow piece of notebook paper. It's very vague. I just wrote in there, I'm interested in buying your house cash. I'm a local real estate investor, Joe, and you put a phone number down. And then I went over to Swift print and Parma Heights and had Dave run me off a yellow letters in like blue ink. It looked like I hand wrote a thousand of them were so awesome. And this is the old doing it, the old gangster way. Cause this is when you don't have any money, you know, and you got to do what you gotta do. And that literally, you know, you know, you go back your desk, you sit there and you start sealing up, you know, 20 a day.
(05:31): If that's what it takes 20 a day, people will call. They will respond. That's the one thing I would do get that house in contract. Assign it. You got your first cash buyer right here. I say us almost every show I'm right here, guys. It's free money. Call me on your deal. Make a nice little assignment fee. I know some of you do already and thank you for calling and I know it's very smooth for you and I'm sure you're just looking for more deals to sell me. So thank you. But for those of you who are not calling me yet, it's easy or develop, start developing your buyers list, right? Or if I don't want it, maybe I can turn you onto somebody who is a cash buyer. And if I don't buy in that market, I think the price is too high or whatever.
(06:14): And all you're going to do is assign contracts. Right? You get the house in contract at X, you Mark it up a little bit, goes to the buyer and you're in the middle for an assignment fee. That's it? It's that easy. That's how you should build cash and make, just start making some real money like that. It's really not that hard. Just having good systems and processes, right? If someone calls in and they want too much for it, put them in your follow-up get yourself a constant contact account, put them in there. The email sequence don't know how to do it. No big deal. Go to Upwork like I did. And hire someone to write a 10 email follow-up sequence for you for sellers. That costs me like $200 to do that. I did it a few years ago now, but that easy it's done.
(07:00): It's the followup right now. So that's set that runs itself and you start building on these things, right? You start building. This is exactly what I would do. I've made me go over to MLS. See anybody on the market, sitting there, maybe their realist a couple of times, because all the fallout, that's what I'm talking about. This on another show, all the fallout people say they're cash buyers and they they're not, but there's a lot of that. Look on MLS. They don't think about the mindset of the sellers. Two times now they fell out of escrow on their back, on their ready to sell. Probably just done. Maybe hop on auction.com or zone.com or something. See if you see something out there firing off for all today, maybe we'll catch somebody sleeping. I know my acquisition seems not on everything. Every aspect of the day.
(07:45): I wish they were, but I bet you. If I called my acquisition manager today and said, Hey, what's the last name of it on zoom mom made an offer. Oh, I forgot about that one boss. Well, he caught me sleeping. So you know, that happens. I've done it to you guys. I grabbed things right off MLS, right under your nose. Great value. Add properties. I actually grabbed two last year off MLS, right under my own acquisitions teams knows there were sleeping. When was in Garfield, one was an old Brooklyn. I was like, guys, how do you miss this? And they were great deals did light renovations to them. Sold them, made big bucks. They're out there. Those deals are out there. Just the consistency. I even said that my own team, the consistency. Why are we not consistently sending out this marketing piece? Why are not?
(08:36): We consistently removing names. It's like, whenever it feels good, some work you have to do it consistently. It's like, I really relate to my buddy, the hook called, you know, he's super motivated. He doesn't know what to do. And if you really, you know, I know that I can get all the answers about listening to this podcast, but I love real estate investment. I think it's very profitable business. Once you get rolling, but invest in a coach or a mentor. There's some really good guys out there that understand this business, that love. They're very passionate about teaching. You have to learn somewhere most you had no problem paying for a four year degree that you don't use. So why not invest five or 10 GS into a specialized coach in the real estate business? You should, it will pay dividends beyond your wildest imaginations.
(09:22): It really will. If you don't think you can go to a weekend boot camp somewhere for real estate investment for the five or 10 grand, it's going to cost and get that money back, make it back in real estate. You will. And if you don't the business probably isn't for you. It probably isn't remember. I told you guys that story about Isaac. The one time that I had a guy just drilling me to coach him. And I charged him all that money. Look at him, look at his return, man. I think I charged them 15 grand or something like that to coach him. I mean, I can tell you he's made 10 times that because he works it, but that's why I'm telling you to do, you know, if you really want to be in real estate investment, then get into it, figure out what to do.
(10:03): So that's all guys. I just wanted to dig in. I'll share that story with you can really relate to him, you know, wants to get rolling. This doesn't know what to do and I get it. So been there, man. I used to say that out loud, you know, in my office, I would go with, you know, 15 years. I hope you like, I'm here. I'm ready the hell. Do I, do you look out the door, this big world? And you're like, I don't know. Should I literally have walked out the front door? I'm like, all right, well, should we just drive for dollars right now? Like call on fisbos. And it was stuff like that. Yeah, that was the answer sucked. But that's what you had to do. I didn't know what the hell to do, but you learn over time and then you start acting on those things. And you're taking seller calls and buyer calls and you're making relationships and you're putting things together. So what we do, right? We bring buyers and sellers and investors together when we do, we get paid. So think of it like that. Maybe that's an analogy that works for you. All right, guys, work it talk soon. Thank you.
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