Kent Clothier



Kent: All right, guys. So let me be the first to welcome everybody to the call. We've got--holy cow, man, we've got a lot of people on here. I'm looking over at the attendee list. Guys, if you can hear me loud and clear, no audio problems do me a favor and get over in the little chat box. Let me know that you can hear us all good here. Just type in I can hear you, me, anything, say hello, whatever you want to do. Let Joe Metcalfe know that he looks pretty good. If not, say anything. We know how Chris looks. Wow, there's a lot of yeses going on right now. All right, cool man, cool. We've got a lot of people on, I love it. Everybody can see us. You guys can see all three of us here? Let me see here, I'm watching it come in.

All right, guys, let me introduce everybody on the phone here real quick. Got Joe Metcalfe. Many of you guys know Joe, you've met him over the years. He's been a part of our team from the very beginning. He's been my right-hand man so to speak since day one, has literally helped thousands and thousands of our students all over the country. I'm excited that he's on the call here with us. He is down in Miami, Florida.

Joe: Yeah, got a place in Miami. This is the office space here in Miami, in the conference room right now. Got the motivational pictures behind me. Enjoying it over here, Kent.

Kent: Nice. So we've got Joe on the call and we've got the wild man himself, Chris Richter coming to us live from Seattle, Washington.

Chris: What's up, guys? How's it going? You're busy.

Kent: So we're going to be--guys, we're excited here. We're going to be here for a few hours today kind of answering everybody's calls. We're going to make sure we get a lot of information shared with you. I'm going to be kind of taking the reins here for the first hour or so. Let me turn this off because I'm a walker and a talker. Let me turn the webcam off here so I can walk and I can talk without looking like a moron. I want to let you guys know we've got a lot of stuff we want to share with you. I'm going to share some really powerful information, what I believe, starting off here is quite frankly the most powerful information that I've come to appreciate over the last couple of years in my business. Chris is going to share a lot of stuff that's going on right now, specifically with vacant homes, wholesaling, what's going on out there. Joe's going to share a lot of insight, as well. Then we're going to kind of open it up and answer all of your question.

We plan on being here all afternoon, not leaving any stone unturned, making sure that we get it all taken care of for you. So don't be bashful. If you've got to go, want to have lunch, go and whatever, and come back. We're here. We're here for the long haul. I will tell you that the whole thing is being recorded. We have Emily on the line that's recording the whole thing so when we get done, she's going to take it and be able to--we'll have it transcribed and we'll also send you a replay link of the entire thing. We're not even going to leave you hanging even a little bit here. We know everybody paid good money to be here, which by the way, let me just say this.

Congratulations. Jesus Christ, you never think that I would get so much push back from people saying why would I pay $7. You know why you pay $7, it's because we're worth it. That's why, real simple. It's because these are my people. If you're on this call, these are the kind of people I want to hang out it. This is the kind of people we want to hang out with. I have no interest in hanging out with people that, quite frankly, don't give a shit. I'm willing to invest in the business, invest the time, and go do some great things out there. If you don't believe in yourself enough to throw $7 on the table and say let me hang out with some of the best in the business then good riddance. Tough. Unsubscribe button at the bottom of my you-know list. It's that simple. We love hanging out with people that really value what they're doing and they're trying to do great things. I can tell you we just--we live it. We want to surround ourselves with these kinds of people. If you know what I'm talking about, let me hear you. Go on there and say hell yeah, this is what I want to be. These are the kind of people I want to be around. With that, let's talk here for a minute.

I want to get started here today with something that has become really, really near and dear to my heart and that is--it's called positioning. I would argue that you cannot be successful in this business at all if you do not correctly position yourself. If you don't get people that are anxious, willing, bending over backwards to do business with you. If they won't do that then you're just kind of playing--you're kind of playing--you're not playing full out at all. I want to start here by talking about positioning, Chris. Does that sound good? Can we do that? I know you're muted, coming in and out.

Chris: I am muted, but yes, I do want to talk about positioning.

Kent: I'm going to come back and let you kind of chime in here. Let me tell you guys what I mean about positioning. Positioning is all about putting yourself in a spot where all of the business in your market has to come through you. It's extremely powerful when you can get people on both sides of the equation where they feel like they are compelled to bring the deals through you. This is what all of the marketing that we do is all centered around. Think about it here for a moment. Let's talk about--let's talk for a minute about the cash violators that we tell you about.

I don't know how many of you actually use our find cash buyers system, but I'm going to start there because I would argue it's where you have to start. It's the most important aspect of getting starting in this business. I don't know anybody out there that wants to get in this business and take home a lot of risk. I don't know anybody that wants to get out there and try to figure out how I can work harder or how I can make it more complicated, or how I can do things that require a lot more of my time. If that's what you're in this for then quite frankly, you need to get your head checked. We want to make it really simple. We want to be risk adverse. We want to mitigate as much risk as we possibly can. That's the reason, guys, we start with the cash buyers.

We start out there and make sure that we have the buyers on our side, that we take in what's actually going on in the market and in turn use it to our advantage. That is positioning. If you're starting to take notes, write this down. Start with positioning. Start with cash buyers. Start with reverse wholesaling. A lot of people think they know what to do when it comes to cash buyers. A lot of people think that by using the cash buyer letters, that somehow solves the problem. It really doesn't. It will all fall flat on its face, this whole thing, will completely collapse if you don't use it the right way, if you don't leverage the position that the cash buyer letter gives you.

Here's what I mean. When you market to cash buyers, they are ou there actively doing deals. Consider it for a minute. You have access to a database of people that are--I told you guys I'm a walker and a talker so get ready. I'm going to be walking as I'm talking here, just deal with it. They are out there right now buying property, buying a lot of property. You suddenly have a database of these people that are pulling the trigger and you're marketing to it. Now, let's think about it for a second. That they--all of a sudden, getting a letter from you and they are picking up the phone and calling you. Ask yourself this question for a minutes. When was the last time you received a piece of mail from a perfect stranger, opened it up, and actually called the phone number in the letter? Chris, when was the last time you did that, honestly?

Chris: I don't remember. I don't think I've ever done that.

Kent: What about you, Joe?

Joe: What was that, Kent?

Kent: When was the last time that you received a letter in the mail and you actually, from somebody that you don't even know, you actually called a perfect stranger from a piece of mail that you received?

Joe: Not often. Long time.

Kent: That's the first thing I want everybody to consider here. When a cash buyer--now, somebody actually picked up the phone and called you, that's a really big deal. That's a massive action, an action that most of us would never take yet these people did that. So by doing that, they have given you an enormous amount of power, they've admitted weakness. They've come to you and said I believe you can do something for me that I believe in it so much that I'm actually willing to make myself vulnerable and pick up the phone and call you, which 99.9% of the people out there aren't even willing to do. Very, very powerful mechanism when you think about it like that in terms of actual action.

So if that's the case, they're willing to pick up the phone and call you, you are now in the perfect position already to do something with that. Now, here's the challenge. What most of you end up doing when you get that phone call is that you don't actually exploit for lack of a better way to say it, I don't really know how to say it better, but you don't actually use, to the best of your ability, that opportunity that's been afforded to you. You don't sit there and understand the power that you have, therefore, you just kind of waste it. You get this call from a cash buyer and you sit there and you're like how you doing? How's the weather? How's everything going? What are you looking for? Maybe I might be able to help you, let me see what I can do with it and then I'll go to work. It's such a waste of positioning.

First things first, positioning is power. That letter, I want you to write this down guys, that letter does something that we refer to in marketing called preframing. What that letter has done is it has preframed you as somebody that's worthy. It's done it so well that somebody is actually taking a massive action that most of us have never taken in the last year and they're picking up the phone and calling you. That’s how well it's done it. When you get on the phone, this is what I want you to do. I'm going to go through this real quick. When you talk to a cash buyer, I want you to--again, you're going to get a recording of this and you're going to get a transcription of this. This is going to help you, but I want you to take that power and I want you to use it. I don't want you to give it up. They’ve given you the power. They put you in a position of power and I want you to use it. I'm going to show you how this all works together here in a just a second.

Here's what I want you to do. I'm just going to kind of role play here for a second. "Hi there, my name's Kent Clothier with Memphis Invest, thanks for calling me back on the letter that I sent you. Yeah, I'm the premier wholesale company here in the area. I actually specialize in working with cash buyers like yourself. I actually specialize in helping those cash buyers do some pretty amazing things. Number one is I help them to acquire off-market properties that they simply cannot find anywhere else and I'm really good at it. In fact, I would argue that I'm the best at it. My customers, because of that, they get this white glove treatment. This special VIP treatment that quite frankly they just can't get anywhere else. I'm different than anybody else. I'm better than everybody else because they get these deals and they get them in a completely painless environment. Here's how it works. I take the time to understand exactly what you want, exactly what you're looking for, exactly what you need, what you're trying to do, how you're trying to do it, and what the role is that I can play in making that happen. In turn, I go and I spend money. I dedicate time, I use my resources, and I create these deals. Therefore, I pick up the phone, call you back with the very deal you want at the very price you want all wrapped up in a nice little bow. The only thing you have to do is pull the trigger. Does that sound like something you might be interested in?"

Now, very, very powerful when you speak to somebody like that. Very, very powerful.

Chris: Hey Kent, I think it's worth mentioning that all of that stuff that you just said, if you say that, they're going to love you. Most people don't call and offer them that opportunity and present it that way. We hear it from you and I use it so it becomes very normal for us to use it all the time, but for what it's worth, 99,9% of the people don't actually do that. So it's not just something that we're talking about or something that you put out there and the people use to find cash buyers. It's not the stuff that comes--it's stuff that comes to us and we use it all the time so it becomes normal. Most people don't do that.

Kent: In fact, what most people do guys, this is what I want you to recognize. The reason you're on this call is because you're trying to figure out how to get to the next level. You wouldn't have spent the money. You wouldn't be here with hundreds of other people all around the country taking time out of an afternoon if you had it all figured out. Be honest with yourself. You're trying to figure out how to get to the next level. You're trying to figure out how to do something a little differently. What I'm talking about right now in a positioning, in this context, I want you to understand that when you can do this correctly, what you create is leverage. You can suddenly get an army of people doing a lot of leg work for you. When that happens you get the opportunity to actually own your time. Let's be very candid, I kind of warned you guys in the email. If you've never spent any real time with me or our group, the one thing we've never been accused of is being bashful. I will tell you exactly like it is. Very, very transparent, I simply don't care. I will tell you everything you need to know no holds bar as promised.

The one thing I can tell you that we all want is to own our time, time freedom. The one thing I can tell you is people just want to be able to do whatever they want to do, whenever they want to do it with whoever they want to do it. Go hang out with the kids, go to the beach, go to the mountains, go on a trip, do whatever you want to do and get paid plenty of money to do it. If that sounds like you then you're in the right place. Now, the only way you will ever make that happen is if you figure out the power of leverage. Because while you're doing everything in your business, that will never be a reality, that simple. As long as you're strapped doing everything then you are a slave to your business and by the way you don't own a business ladies and gentleman, you own a job. Very straightforward.

This is about leverage. To Chris' point, most people that we talk to, although this training is out there, most people that we talk to even though I've said this no less than a hundred times just in the last year alone, they simply don't do it. They out think us. Yeah, exactly right. No, no, no, he's talking about his market. That doesn't work in my market. That won't work in my--my business is different. Let me help you. Here, your business is not different, it's just not. This works. People respond to strength. Again, when you position yourself as I'm worth it. This actually matters. I'm good enough for your business and you need to qualify yourself to do business with me. When you do that, I know that will feel unnatural to you, but I want to assure you, it's exactly what is necessary. It's so counterintuitive to most of us to actually talk about ourselves as though we're worthy, but ironically it is the very thing that will put you on the next level.

You see, this is what I've come to appreciate. People out there, they're attracted to, just like a magnet, they're attracted to a vision, a purpose, something that's bigger than them. when you clearly understand what you're trying to do and you are able to express that not in a scripted way, but you're able to convey that my business is worthy, I'm worthy, this is a big deal to me, this is how I make my living, this is how I help my customers, this is what I do. When you're able to express that in a very powerful way, it attracts the right people to you and here's the best part, it repels the wrong people away from you. All the douchebags that are going to waste your time. All the time vampires that are going to suck the life out of you and that are never going to do any business with you, they all go away because they don't like that. They don't like people that are straightforward. They don't like people that are straight shooters. They don't like people that just kind of tell them like it is. They'd rather go around and bury their head in the sand and pretend like they're doing something as opposed to actually doing it. I don't know about you guys, but I'd rather get those few people away from me as fast as I can. This is a very easy way to make that happen, positioning.

Let me side step here for a second. If everybody's kind of following me, let me hear you on the chat box here. Let me know that we're on the same page first off of the power positioning. I'm going to come back and kind of continue my example for a second before I sidebar, but before I get going, I want to make sure that I know that everybody's on that--everybody's on the same page here, good. Good, good, good. Everybody's telling me same page. Good, here you go. Next thing, a lot of people, before I go and continue my example with the cash buyers, I want to make sure that you understand how to do this, how to actually speak so candidly, and how to take this very seriously where you speak with power like this.

Here's an easy way to do this. It's kind of brutal. You guys have probably heard me talk about it before. Let me turn my camera on here and I'll show you the back of my thumb for a second. Let's see if this works. See if you can all see it, guys. You can't see it, might be a [inaudible 0:20:40] image. But it basically says the time is now. It's kind of become our trademark around here and that is the way we live. What I mean by that is that I realize very much that my time is very important, as do you. You need to understand that time is not on your side. It is ticking away right now. You get to decide how you spend each and every moment of it. A very simple exercise to do this and very humbling exercise to do this, is go write this down. If you're a man, go write the number 78 down. If you're a woman, write the number 82 down. Average American male lies to 78 years old. Average American female lives to 82. Now subtract your age from it and when you get that number of years go multiply that number by 365. That's how many days you have left on this planet. Very humbling. You want to get even worse, average person spends about eight hours sleeping every day, that's about a third. So whatever that number is, know about a third of it you're going to be asleep. Why don't you take that number and multiply it times 0.66, you're going to look up and realize that that's really what you have left. I can assure you that number is too small for every single one of us.

If that's the case, if the clock's ticking and it's happening every day, then you owe to yourself, we all owe it to each other, to spend as much of that time creating and doing the things we want to do, creating the life we want to have. That's a fair statement. If that's the case, then I don't want to spend one moment of it doing anything other than exactly what I want to be doing. I'm unwilling to sacrifice one minute doing anything that doesn't make sense for me. I get to do, so do you, I get a choice to do one of two things with my time. Either invest it in my family or invest it in my friends, my colleagues, my peers, my business just kind of doing that kind of stuff. That's it. It really boils down to that. What I'm not going to invest my time in is wasting time with a bunch of jerkoffs period. When I get on the phone with somebody what I'm trying to do as fast as I can, is figure out if they're worth my time. Everybody on the same page? Cool.

So now, your time is so important and so critical to you, that you're unwilling to spend it doing anything else. Here's another really quick exercise I'll share with you that I've done to people in the past. I typically do this with my coaching clients. Let me ask you something, be honest with yourself here for a second, this is going to be a little brutal, but it'll work. I promise you, it'll snap you right into where I need you to be. Imagine for a moment that I have given you the worse possible news I could give you. You just heard that you're going to die in the next seven days. Next Friday night, a week from now at midnight, you're done. Clock's punched, you're out, cannot go--can't change anything about it. You're fortunate to know that you've got seven days left, but they're still your last seven days. What would you do with those days? If you're anything like myself or most of the people I know, I guarantee you the two guys on this call that you see right there, you would spend those last seven days, every waking moment of them, trying to add value to somebody else's life. Surround yourself with your family. Surround yourself with your friends. Surround yourself with people to create lasting memories. Create a legacy. Film videos for your kids. Take the trip you never thought you would take, whatever the case may be. That's what we would all, most of us, would do.

Now think about this, in that last seven days, I come to you and I tell you I want to buy three hours of your time. It's like hey, Chris, I know I just heard the news man, I'm sorry, you're going to die in seven days, I get it. It sucks. It's no good. It's kind of hardcore, but I really need--I need three days of your time. Three hours of your time. You're on the way out and you've got some information in your head that I just cannot get anywhere else. I really want to--I really want to spend three hours for you and extract that information so that I can make sure that my business can keep on going. What will you sell me those three hours of time for? There you go, not for sale. Nope, not happening. Not for sale. Now, if that's the same for everybody, which I know it is by the way, I want you to recognize this. You can be in day four right now of your last seven days. You don't even know that. None of us do. You can be inside your last seven days as we speak. Hell, you can be inside of your last 48 hours for all you know. You don't know. I don't know. Yet you don't take your time seriously enough that you're literally out there selling your time, your most precious commodity that you just told me is not for sale. It is priceless. There's no way you could put a price tag on it, you're out there selling it almost on a daily basis for pennies on the dollar. Very humbling and we all do it.

When you realize that you're giving way your most precious commodity, time, and you're allowing people to take time from you that don't deserve it, then you'll start treating it differently. You will come from a position of power. You will realize the strength and the power in taking yourself very seriously, being willing to put yourself in the center of the universe, being willing to put yourself where the business has to move through you. This isn't about credibility. It isn't about strength and it isn't about well I've never done a deal, I've only done five deals. No, this is about stepping into the role that you matter and understanding that when you do that, people respond to it and love it. They want to be a part of it. They can't get enough of it. When you realize that your time is ticking away and you're selling your most precious commodity for a fraction of what you should, then you will stop. That simple.

So now, back to my example. The cash buyer calls you. Hopefully everybody now understands why the conversation is different. That conversation you’ve been having with a cash buyer in the past where you were weak and you were on bended knee, and you were kind of hoping and praying, kind of the rated PG guy, I just hope and pray that somebody does business with me, please. When you do that, you're done. It's over. You just told the world my time doesn't matter. When you stand up and you become that rated R guy a little bit and say you know what my family matters, my business matters, my time matters, and I'm not willing to invest one minute of it doing anything that isn't worthy, then you'll have the conversation like this. Let's go back to it.

Here we go, back to my point. Cash buyer calls in, they've responded to your letter. Remember they picked up the phone and called you. That means you have all the power. We just admitted that most of us would never do that or haven't done it certainly in the last year, received a letter blankly, coldly, and picked up the phone and called somebody. They've admitted to you that they need your help. They've willingly given you the power so now just keep it. "Hey there, my name's Kent Clothier. I'm with ABC Wholesale. Thanks for calling me back, I appreciate it. Now, let me tell you a little bit about my business. In fact, let me tell you why I'm better and the best at what I do. See, what I do is I specialize in working with cash buyers like yourself. Now obviously I'm pretty good at what I do because I found you, didn't I? You just got a letter. You know that I know you paid cash for a house. Like I said, I'm pretty damn good. With that in mind, I work with cash buyers like yourself and I kind of help them to achieve amazing results. What I really help them do is to acquire off-market properties, properties that they can't find anywhere else. How do I do that? Well, I've got an amazing team. I spend my money, dedicate my resources, invest my own time to go out there and create these deals and in turn, when I get them under contract, they are the perfect property for my client and I turn around and quickly flip those properties to them. How do you benefit? Well, you get to go and do whatever you normally do. If you're a dentist, a lawyer, doctor, CPA, you own the nail salon down the street, you're a restaurant owner, whatever it is that you do, just keep doing that. Let me go do my job. The one thing you don't have to do from this point forward is my job. Now, as the letter said, I just don't work with anybody. I kind of go through a process of trying to find whether or not our clients are the people we really want to work with. So in doing that, I'd like to talk to you for a minute about maybe how we can work together. Does that sound good?"

Guys, I want you to appreciate how different that conversation is. Inside of that conversation what has immediately happened is they--I've taken control from start to finish. The only reason I was able to take control is because I just believe so passionately in what I do and my time, the value of my time. I'm going to give you a little tidbit. I want you to write this down. Most of us are not really comfortable being very like that, kind of up in your grill a little bit. Here's an easy way to get over that. I want you to think about it for a moment. If I pick up the phone and I call you, and I say the following, I want you to think about how this makes you feel. "Joe, I have a tendency to be pretty up front, pretty candid, kind of no holds bar. I love to just be honest and upfront, and very transparent with my customers, kind of just tell them like it is. With that in mind, is it okay if I do that with you? Is that fair?" Absolutely, right? Who's going to say no to that? Who in their right mind when you ask them whether you can be open, honest, transparent with them, who in their right mind is going to tell you that they have a problem with that. By the way, anybody that would tell you they have a problem with that, they just immediately weeded themselves out. That was the douchebag I was talking about that you have no business doing business with. You found out in the first five minutes. Now you didn't waste your time.

If you do it this way, you win either way. What happens is, if you're very up front and candid, and kind of put yourself out there, you're attracting the right people in and you're pushing the wrong people out. Hopefully everybody's kind of following this. Now, what's going to take place, the cash buyers are going to love you for this. They're going to eat you up. Now, I'm going to walk you through what we do with cash buyers. If you own our system you will see that inside of the cash buyer system, what I'm--this little role play that I'm walking you through, there is a version of this there so it's important. You can get it there. If not, you will certainly have it here from this point forward. I want to kind of walk you through what we do to a cash buyer and I want you to appreciate how powerful this is. How different this is to just about anybody else.

Chris: Hey Kent, before you go through the technicalities, can I throw something in there?

Kent: Of course, go ahead, bud.

Chris: I think that when you were going through all of that, I think a lot of people, like you mentioned, are kind of a little bit nervous about really positioning up. What makes it really easy, at least for me because I follow that exact same thing, is that you really are in a position that they want to deal with you. As long as you're being straightforward and these people, you get them on the phone and you let them know that you're serious about what you're doing, there are a lot of people out there that want to buy 50--buy a dollar for 50 cents. Most people want to buy a dollar for 50 cents. You really are in a position where you are offering something very, very big to them. You're almost doing them a favor by choosing them to call you. If I like you enough, I'll call you when I have something super juicy. You really are in that position so you should feel confident knowing that and going through exactly what Kent just said. It works incredibly well if you do it.

Kent: Yeah, again, I want everybody to recognize that somebody picking up the phone and calling you from that letter, it's amazing to me. I'll get these comments from people and they're like oh yeah, I mailed 500 letters and I only got 10 phone calls. I almost look at them with kind of a little bit of a grin like you cannot be serious, right? That just shows me how inexperienced you really are. Those 10 phone calls are gold and it's more effort than you would actually do. For somebody to actually do that and call you, they desperately need you as Chris just said. If you will continue to exploit it and help them, you have a real business. That's where the business starts from. It's that simple. If they didn't need your help they would never call. They just wouldn't do it. So if you got 10, you have 10 that are absolutely gold. Now Chris, on the board behind you let me just give them something real quick.

Average cash buyer buys two-and-a-half properties a year. So the average cash buyer buys two-and-a-half properties a year for cash and you've got 10 phone calls. Let's just say hypothetically you're able to--if you do what we're telling you to do right now, you'll close a lot more, but let's be conservative and just say you close 50%. Here's 50%, pick the 10 away there, make it 5. So that's 12-1/2 deals a year. Let's rounded it up. I'm just going to round it down, let's be conservative and call it 12. Twelve deals, average wholesale fee right now nationally, is about $10,000; 12 deals, $10,000, that's $120,000. Let me ask everybody that's on the call, let me hear you, would $120,000 help anybody right now? I mean $120,000 is not a ton of money, but it's certainly nothing to walk away from either. I'll take $120,000 right now.

I want you to realize what we're talking about here. If you got 10 calls from cash buyers and just five of them played to the averages, it's life changing money that somebody just put on there right there. Life changing money. Quit my job is what Jeff just said. Bye-bye job is what Robert just said. Of course it would is what Jake just said. Hell yeah from Tom. That's what I'm talking about here, guys. Don't discount this not even a little bit. This is a big deal, do it exactly the way I'm telling you. It will feel unnatural, I get it, but if you don't act like your time is worth it and you will play full out like this, dude, you will crush it. Joe, is there something you wanted to say?

Joe: Okay, just to add to that point, Kent. It's just the fact that if you're dealing with cash buyers--there's a guy that I'm working with down in South Florida. I found him off the cash buyer system. You're talking about doctors, restaurant owners. This guy works for a high-end suit company and he just makes really high-end suits all day long for executives and stuff like that down in Miami. This guy's buying on average five to six properties a month in Broward County. I've built the relationship with him. I've positioned myself. I forward him wholesale deals every single month down in South Florida and he works with me because of that relationship that I established, but this one guy is potential for me to close three, four, five deals with him a month if I find the right deal for him. It's just incredible what you have in front of you with that system because you're going to get access to buyers that you don't even know are buyers, people that you have no idea are actually buying properties today because they're not in your local REA clubs or your local network of investors, because they're not doing real estate full time like you are. You're finding these properties for them.

Kent: That's a really good point. That's a really good point. I would tell you guys that that's how powerful it is to start with the buyers, but you can't just mail the letters and you can't just take the phone calls, and then act like a wuss when they call in. You've got to assume a position of power. You've got to act like you deserve it. You've got to do exactly what we've talked about so far. Then you have to do this next step here. This next step is pretty powerful and I can tell you that it's unlike anything that a cash buyer's ever gone through. Now, you won't get all of them to do this, but I can tell you if you can get a few of them to do this, it's a game changer, a game changer. It's what we call an exercise to get them to imagine. Write that word down, imagine. Very, very powerful word in the English language when you can get somebody to imagine. This is my--this is me wearing the marketing hat. This is the positioning hat. This is the ability to get people to do what we need them to do. If you've been in sales you know what I mean. How many of you on the call are in sales or in marketing, then you can use this same technique with just about anybody. I've studied this for 25 years, guys, I can tell you this works.

Here we go. "So, what I would like to do with you now is--this might be a little goofy, might seem a little unorthodox, might seem a little out there, but it is what it is, right? It's the only way I work with my clients. It's an exercise I need to just take you through here. It only takes a couple of minutes. What this will allow me to do is it will allow me to solve two very big challenges out there. Number one, it's going to help you to understand exactly what it is that you're looking for out there. You see, traditionally when I ask somebody hey what is it that you're looking for, they can never tell me. In fact, the standard answer that I get from somebody is oh just send me anything. Well, I'm not in the just send me anything business. I don't waste my time going out there and creating just anything. I create reality. I create properties that make you money. The only way I can do that is the second part of this. Going through this exercise is going to help me understand exactly what you want and in turn, make sure that when I go spend my money, dedicate my resources, put my energy and effort into something, that in turn I'm creating for you, I know you will buy. As I told you earlier, I only do--spend my time doing one of two things, either with my family or with my clients. It's important to me that I not waste one minute of my time. Hopefully you can appreciate that. Is that fair?" They're always going to answer yes. Who the hell would answer no to that?

So now if that's the case, let's do this [inaudible 0:42:55]. Here's what I want you to do. I want you to imagine for a moment your perfect investment property. The perfect investment property. I'm not talking about some piece of junk that you might own. I know you're a real buyer. I want to know the perfect investment property. I'm talking about the one that is you could buy it every day for the next 365 days, you would. What's the perfect investment property? Can you picture it? I want you to think about it. Picture it in your head. Take a minute and imagine it. Now, that you’ve got it, here's what we're going to do. Imagine you and I are in a car, we're pulling up to the front of that property. We get out, we walk up to the front yard. We're standing right in front of the property. I want you to tell me about it. Tell me what it looks like. Describe it to me.

Let's start with the yard, what's the yard look like? What's the driveway look like, a big circle drive out front or is it driveway on the left, driveway on the right? Does it go up to a two-car garage? Go up to a carport? Is there no carport at all? No place for parking whatsoever? When we walk up to the house, I'm looking at the house, tell me about it. Is it siding? Brick? Stucco? Is it framed? Cinder block construction? What is it? Does it have a front porch, wrap around porch, just a little awning? Is it one story or is it two stories? What's the roof look like, what kind of shape is it in? Good roof, bad roof, roof needs to be repaired? The house brand new? Is it an old house? Been built in the last 50 years, last 35 years, 25 years? Now let's go up to the house. Walk me inside. Now as we're stepping into the house, let's stop for a minute and look around. Tell me about it. Describe it to me. Close your eyes, lean back for a minute and describe it to me, your perfect scenario. If you just walked into this you would buy it over and over, and over.

There's times when I ask people to do this and some of my fix-and-flip guys, they're describing a burnout to me. I have guys that love to buy houses that just recently burned down. When I tell them look around inside of the house they say the first thing I see is, there's no roof. The second thing I see is the house is all ripped down to the studs and the third thing I see when I look down at the floor is just cement. This is your perfect house, your perfect investment property. Tell me what it looks like. What is the flooring? Hardwood, cement, tile, carpet, what is it? Walk me through it. Tell me about the kitchen. Tell me about the appliances. Tell me about the countertops. Tell me about the backsplash. Let's walk through the back porch or back door. Tell me what the yard looks like. Is it fenced in? It's got a privacy fence, a chain link fence? What's the landscaping look like. Walk me through, take me to the master bedroom. It's a one-story house so take me to the other bedrooms.

Now that I understand the house you're looking for; three bedroom, two bath, 1500 square foot brick home built since 1985, let's talk about where it is. Where is this house located? What is it close to? Close to shopping? Close to school? Southeast part of the county, okay, all good stuff. Now, you know that I'm good at what I do. I've obviously proven that to you because I sent you that letter. You know that I know what you paid for your house. I know what a house like this would go for. So without yanking my chain too hard, why don't you tell me what you would be willing to pay for a house like this? What have you paid for your perfect investment property and what would you be willing to pay going forward; $70,000, $80,000, $100,000. Okay good, $80,000, great.

Now, what are you looking to do with the property? Are you going to rent it out? Okay, good, you're looking to get $80,000 three bedroom, two bath, et cetera and you're going to rent it for $1,000 a month. Okay, is everything I just said to you correct? All right, now here's the big question. I'm good at what I do. I told you from the very beginning, I'm the best at what I do. Now, me, my team, we go off and we create this deal for you. If we create this opportunity, this perfect scenario for you in the next 7 to 10 days and I pick up the phone can called you, are you in a position to pull the trigger right now? Are you in a position to pull the trigger, pay cash, write a check, and close in the next 7 to 30 days, yes or no? If you're not, that's fine, I'd rather know now. If it's yes, that's good. It means we have an opportunity to do business together. I would rather know now so that I don't go waste my time creating something you can't--you're not in a position to buy anyway. Is that fair?

Now, last question and I'll let you go. I'm really good at what I do. I've told you this now several times. In fact, I would argue I'm the best at what I do. I'm so good at this that I'm going to go out and create this deal for you. I told you I specialize in doing this. I create off-market opportunities, stuff you'll never see anywhere else. But I'm so good at it that there's a really good chance I might create a lot of it for you. What happens if I call you next week and I have five of these? If I called you with five of these houses just like this, perfect house, perfect scenario, perfect in everything and every way at your price, are you in a position to pull the trigger on sight? Again, it's okay if you're not, I'd rather know now. If it's three that's cool. If it's two, that's cool. But if you're in a position to pull five at $70,000 or $80,000 that's a $400,000 check. I want to know if you're in a position to write that $400,000 check in the next 7 to 30 days. You are? Great. Here's what you can expect from me next. I'm going to go to work.

You keep doing what you're doing, go do your job, go hangout with your family. Go enjoy your life. Do not worry about this. I'm going to take care of this for you. Again, it's what I do.

When I get one of these properties or many of these properties, I'm going to pick up the phone and I'm going to call you. Here's my expectations. When you see my number you call me back. Call me back or answer the phone, or text me back, or send me an email letting me know--tell your assistant to let me know that you can't get to me right now, but know that everything you want in a property is on the other end of that call. I've locked it up and I'm waiting on you. I won't wait long. When you get it, call me back. When you call me back, here's what the scenario will be. I will have it under contract. My expectations from you are that you will immediately put it under contract with me. You'll put $2500 escrow deposit down. You'll then sign a contract on the property. You'll have seven days to inspect that property. Inside that seven days for any reason, if you want to walk away, no harm no foul, get your money back, all is good. After say seven your $2,500 is real and in play, and number two I expect you to close. What happens if you don't close? Well, one, you'll lose the $2500 and two, you'll be back to finding properties yourself and the very best in this market will not be helping you at all. Very straightforward, very simple. Is that fair?

Now guys, that's the way it really works. That's what the best in the business do and they do it over and over, and over again. I want you to notice and pay close attention, to a question I keep asking over and over in that scenario. Anybody pick up on it? I asked repeatedly is that fair, right? The reason I ask that question is because it puts somebody in a position where they have to say yes to you. Get them to say yes. The more times they say yes over and over, and over, when people are in a yes state, they're ready to do business. That's what you're trying to do. That particular question, when you're in sales, makes it happen. Is that fair immediately puts them on the other side of the table with you. Like hell yeah, that's fair, I want to be a part of your world. It's a powerful closing question. It allows you, quite frankly, to just be as candid as you need to be. It's the great liberating question. If I tell somebody I'm going to be very up front with you, I'm just going to tell you like it is, this is my expectations, is that fair, who's going to say no if you're being fair? If you're being a jerkoff that can be something else, but you know what I'm saying.

So think about what you have now when you get off that call. A real cash buyer called you. They told you that because you asked them to imagine this property, you've been able to pull out of them exactly what they really want to buy. You've been able to get the price and you've been able to commit to five them, and you've been able to get them to tell you whether or not they can actually write the check. Now, I ask you is that a good place to be? Is that where you want to be with your wholesaling deals? Does that take away risks? Does that put you in a position of power? Now, hopefully each and every one of you understand what I mean by positioning power. I now know. I now know exactly what my buyer will buy. I've gotten it all out of him and I controlled the conversation because my time is so valuable that I was unwilling to do it any other way. Chris, is there anything you want to add to this? Joe, anything you want to add to this right now?

Joe: I think it's just great stuff, Kent. It's everything. If you get really dialed in and you get five buyers that are just ready to go, that you've built a relationship with and then that you know are legitimate because you qualified them, you've gotten very specific and you were very intentional with them, then you're going to find the exact deal that they're looking for. Now you've created a business around five buyers. That's all it takes, five or six buyers. I think that's the key. You guys have got to be very, very basic here. If you do that very good and you get comfortable on the phone, nothing's going to stop you.

Kent: Here's the other side of it. Chris just had it up on the board there that five buyers makes all the difference in the world. Go ahead, Chris.

Chris: I was just going to say what you were saying about having them do the imagine thing and then also having them imagine the closing scenario, you're actually test closing. There are a lot of people out there that will say yeah, yeah, yeah, I want to do it, but when you walk them through that, you're test closing them out that whole time. You're going to find out whether they're willing to step up to the plate or whether they're going to try and waste your time. That piece of the puzzle, that piece of the conversation that Kent just went through is so incredibly important because you're test closing. You're having them imagining going through the scenario so that when it comes time, they don't have that anxiety because they’ve already been through it in their mind. They already know what's next. They're ready to go and if they don't, like you said, you don't get a call from me again so it's valuable. Exclamation point.

Kent: Yeah and it's a point worth driving home here. That trial close, as that's called-- there's a couple of things that are going on. Chris just hit on it. The subconscious is an extremely, extremely powerful mechanism in somebody's mind. If they've already gone through this and that's the reason I've used the word imagine. If they've already gone through this in their mind, all the reservations, all the apprehensions that they have are immediately--they have been addressed and if they have a problem, you've given them an opportunity by asking is this fair then saying it's okay if you can't do it, I just need to know now.

They're going to go ahead and tell you right then, no I really can't do it. I'm not in a position right now. You know what, I'm waiting on some money to come in from my 401K or whatever the case may be. they've already--you haven't gone and wasted time trying to put something under contract and then bring it to them only to find out they can't close. You've saved all that. The reason you've done that is because you believe in your time so much you've gone through that exercise and understand that my time's so valuable I'm unwilling to do it any other way. You're mitigating all the risk on the front end. You're taking away all the questions on the front in.

Now the other thing is, when you tell somebody to imagine you’re occupying a very, very powerful place in their subconscious. I want you to think about this for a second. When you pick up the phone and call, what did you think they are going to think on the other end of that phone call when they see your number pop up on their smartphone? Your number comes across their smart phone, immediately they are going to physically and emotionally change because it's going to trigger, in their subconscious, oh my God, this is my perfect property. Why? Because you walked them through the exercise whereas the alternative was you could say hey man, just tell me what you want and they will have accomplished nothing. If you, ask somebody just tell me what you want, let me help you understand something, you're not different than anybody else. You've taken a lazy way out and you will get lazy answers, and you will be creating work for yourself. If you take the time and invest 20 minutes on the front end to do this like this and act like your time is worth it, it will pay massive dividends on the back end. Now I'm going to show you how to leverage it.

People ask us all the time, ask me all the time, I know they ask Chris as well, and Joe. How do you get people to bring you the deals? How do you go find all the deals, especially in this market? How many of you that's kind of a challenge right now? That might be something you're actually thinking about. One of the questions--give me a second, I want to address what Margie just said. Margie just said when you have a buyer you're not feeling like it'll work out with, how do you not offer to work with them? Very simply. I tell them to piss off. If you're not worth my time, you're not worth my time. It's pretty--pretty--I'm not quite that upfront about it, but time's too valuable. I'm not going to waste my time with somebody. If I don't think it's going to work out, it's very simple. Hey, you know what, listen, it's been a pleasure to talk to you. It doesn't sound like we're really a good fit. I wish you luck. There's a lot of people in this market that might be willing to work with you. I'm just, like I said, just don't think it's going to work with us right now. That's it.

If you're out there looking for deals, let me tell you how you find a lot of deals. Not only do you find it with find motivated sellers, obviously that's a big, big, big part of this, but the most important part of it is money. Money talks. When people--people will go to great links if they think you have money. They will bend over backwards if they think you have money. Let me break this down for you. I want you to imagine for a moment, think about this, if a--if I called you up today, each and every one of you. I'm looking at it, I think we've got 162 people on this call right now. Imagine today I pick up the phone and I call you, each and every one of you and I tell you this, "Margie, I've got $1 million to spend in your market right now. I want you to go to work. This is what I'm looking for; bedrooms, baths, school zones, amenities, how many square feet, everything." How anxious are you going to be to go to work for me? Pretty anxious, right? You're going to go work very, very hard to go find those deals. The only reason you're willing to do that is for two things, you know I'm serious and you know I have money.

Let's flip the tables here for a second. Imagine for a minute if you were able to say that in your market. This is what we do. Not only do we use the find motivated sellers system, that's our direct market, but we also empower an army. Write that down. I want you to leverage every single person in your market, every realtor and every wholesaler in your market right now is just as desperate as you are. They can't wait for somebody to come in and point them in a direction and say hey, go buy all this and bring it to me. They are all looking for that whale. Be the whale. Be the whale. Joe just mentioned earlier, what happens if you get five people like that on the phone. You've got five people and they all tell you, in my example earlier, that they're willing to spend $400,000. Let's do some quick math. The cumulative effect of that is $2 million, right? Everybody agree? Two million bucks. You've got five buyers that all want to spend $400,000 on three bedroom/two baths and you can figure out what all the commonalities are. Total buying power, total commitment you've been able to get is basically $2 million. Now what are you going to do?

Here's what you're going to do: Act like the hedge fund. Write that down. Act like the hedge fund. The hedge funds don't know anything about real estate, ladies and gentlemen, nothing, but yet they’ve come into each and every one of your markets and taken over. They're buying up everything in sight or at least they're trying to. Every realtor and every investor in the market is anxiously bringing them deals. Why is that? Because they know what they want and they have the money. What they’ve done is they've come into a market and they've issued a press release. They’ve gone on the news, they’ve got in the newspaper. They’ve issued--got on the blogs and they’ve said hey we're Black Rock Investment Group. We are going to spend $50 million in the Seattle, Washington market in the next two years. If you would like to know what we're looking for, like to sell us properties, please contact this guy at this number. That's it. Every jerkoff in the market turns around and rushes to them because they're the whale. They basically empower an entire market to work for them because they said I have money and this is what I want. Why not do that?

Why not go out and pick up the phone and call the realtors and the wholesalers? Why not issue your own press release. Why not get out there and issue your own blog post and say I have $2 million that I need to spend in the next seven days, it's cash, burning a hole in my pocket. If you'd like to know what I'm looking for, please call me; Kent Clothier, ABC Wholesale. Come and get it, baby. Guys, they come running. They suddenly, instead of you trying to figure it all out, you've got an army. Here's what it sounds like when you call a realtor. Here's what you're going to do. The example we used earlier, $80,000 house, the guy wants to buy five of them, wants to buy in the southeast part of the county, 1,500 square feet, three bedroom, two bath, et cetera, et cetera. This is what you're going to do. You're going to go into this new thing they've got, it's called Google and you're actually going to type in realtor in that particular city. They want to buy the southeast part of the county. Let's call it--let's just say it's the Memphis area. You will type in realtor, Memphis or realtor, whatever the little--Springfield, whatever it is, and a realtor is going to come up. Are you going to go on , , you can go on Zillow. You can go on any number of sites here and go find a realtor that is actively working in that area. Now, what are realtors motivated by? What's the biggest aggravation for a realtor if you're honest with yourself? I know I've got realtors on this call. They want to get paid.

You see, realtors are known for having--giving run around, especially on the buyer side. They run buyers up and down the street or--well, both sides. They run people up and down the streets, spend an enormous amount of time, effort, energy and in the end, a vast majority waste an enormous amount of time and don't get paid. Buyer buys, but can't get qualified. Seller lists, they list it too high and it never sells, listing expires. Whatever the case may be, so think about that. That's the norm, not the exception. Now suddenly I pick up the phone and I call a realtor that's in the area actively listing properties and I say, "John, Kent Clothier, Memphis Invest. Just got your name online. I'd like to talk to you for a minute because I think I have an opportunity where you can I can actually work together. Now John, I'm a cash buyer. I'm a cash buyer in the area and I'm looking for somebody that I can work with on an ongoing basis to help me find properties month after month. Right now, I'm currently looking for five properties. In fact, I'm looking to place $400,000 in the next seven days. I hope you can help me with that. Do you think you can?" There's your yes.

"Good, so John, I'm a little different than most the people that may call you. Not your average buyer. You're not going to have to drive me up and down the street. You're not going to have to go do the Sunday afternoon driving and trying to figure out if I'll buy it or not. I'm just the opposite, I'm an investor. I know exactly what I want, I know what I'm willing to pay for it, I know where I want it to be. I know all the amenities I want and nothing outside of that. No variables whatsoever. In fact, I know very specifically what I want and where I want it." Because I do know that, because I have cash, I can be your best client. All you have to do is bring me what I'm looking for. Anybody and their brother can go through the MLS and find it. What I'm really looking for is not--in addition to that, I'm looking for him and some of those pocket listings or listings you know are coming on the market, or any other scenario where you might know to go get a property and bring it to me. Here's where I'm different. I'm about to walk you through exactly what I'm looking for. John, I take my time very, very seriously, probably more serious than most, this is a business for me. I get to do two things with my time. I get to spend it investing in my business or I get to spend it hanging out with my little girl, my wife, and having a good time.

What I don't want to spend time doing is your job. Like I said, I'm going to be a really good client of yours, but you've got to do it my way. I'm about to walk you through exactly what I'm looking for and I don't want to see anything but that. Hopefully you can appreciate that. I won't waste your time and I ask that you not waste mine. Here's what I'm looking for. I'm looking for houses in the Springfield area. Looking for 3 bedroom/2 bath built since 1985, brick homes, single family. Looking in the southern school district. Looking at acquiring these properties for somewhere in the neighborhood of $65 of $70,000. I want to be able to rent them anywhere from $800 to $1000. I don't want any of the properties to need anything more than $5,000 in rehab. Don't need them to be perfect, but I don't want anything that needs an enormous amount of rehab. I buy these properties for cash flow. I buy these for rental. If you can bring me properties like that in that $65 to $70,000 range, as I said, I will buy five of them in the next seven days.

Not only will I buy them in the next seven days, I will close in the next 30 days and you will get paid on five properties quickly. Now I know that's kind of a big deal in your world. I doubt very seriously you've got other clients that will step up and buy a house and close on it, five of them, inside of a 7 to 30-day period. Again, I told you I was going to be the best client you have. Bring me exactly what I want and I'll do it over and over, and over again. I've got $400,000 to spend this month. Next month might be $500, month after that might be a million. You keep on giving to me and I'll keep on giving to you. This could be a relationship that really, really works for both of us. Now, with all that said, my intention today was to get out there and to go call 10 realtors in the area to help me find these properties. I called you first. Based on our conversation here, I kind of like you, John. Here's what I'm going to do. I'm not going to call the other nine right now. In fact, I'm going to give you a 48-hour head start, now go. That is the end of the conversation, guys.

Now, one of two things is going to happen here. Either John is going to love me and love you, and is going to go and work as hard as he can and find me every deal he can, and bring me those deals or he's not and he's just going to go away. Consider for a moment, if 10 Johns are doing that for you right now. They know exactly what they want, what you want, and they're out there making it happen. They're bringing them to you at $65, $70,000. You told them you will commit. They believe you have money. You do, you have the cash buyer's money. Now, you've built in a $10 to $15,000 profit on five properties. The only thing you're offering your cash buyers is exactly what John just brought to you. You turn around, offer it to your cash buyer, and welcome to your new life, ladies and gentlemen, that is positioning. That is how you do a lot of deals very quickly. That is how you get an army working for you.

You want to do the same thing for wholesalers? Go onto Craigslist. Go type in whatever city it is that you live in, and go type in the words must sell, cash offer, whatever. What you're going to see is properties are going to come up. Real estate for sale, properties are going to come up. People that put those types of words in their description of the property they're trying to sell are wholesalers, they're other investors. Call them and do the exact same thing. Think about it, you are the whale. You are about to be the hero to them. They are going to count their lucky stars that out of the blue you called them off a Craigslist ad and say I've got $400,000 burning a hole in my pocket, do you want it. They will think you are the second coming. I mean it will be unbelievable and you are going to have an army finding you deals. Now you couple that with doing the exact same thing inside of find motivated sellers, right? You go into find motivated sellers and where you're looking for properties is exactly where you're cash buyers told you they're already going to buy. This whole circle goes around and around, and around, and around. If you want to make more money they'll bring on more cash buyers.

This is as simple as it gets, guys. When I tell you that it really is this straightforward, it is genuinely this straightforward. You can do this every day. This is how the pros do it. You don't have to ever have to leave the house hardly if you don't want to. All of this stems from the one thing, your time is so valuable you're unwilling to do anything but invest it wisely. Leverage yourself. Leverage them. Mitigate risk. Let's see, let me go back to the comments and see if anybody is picking up on this. It looks like JT Channing just says you just changed my whole perspective of this game. True Base says wow. Tom says I can see this. You've opened my eyes, oh my God. This is real stuff, guys. This is the way it works. This is how you don't work that hard and get people to do a lot of deals. I remind you of this. Look at Chris, does it actually look like he works that hard? I mean, come one. This is the way it works. This is what I mean by positioning. Hopefully everybody understands who powerful this is. When you will take the time to put yourself in the position that you need to be in, and understand the leverage points, the pushing and the pulling, people will immediately start making things happen. Chris, let me stop here. I'm going to let you kind of take over and tell us--tell me what you think right here. Add your point, I'm going to mute myself.

Chris: I think that pretty much sums it up, man. Really what the--with what you were saying about the--it's all the positioning, right? It's all the positioning that you were talking about and if you come in--isn't--I'm only 36, isn't the I am the Whale, is that a Beatles song? Did the Beatles put that out?

Kent: I believe it is a Beatles song, absolutely.

Chris: Yeah, I think it is. So it's--yeah, I mean, realtors more than anything else, I've got a friend of mine here that's a broker here locally. When you were talking about that, before you even got into it, before you even went through that, what brokers want--

Kent: I am the Walrus, the not whale. You're being corrected on the comments, that's pretty funny. Everybody's lighting your ass up.

Chris: No, it's--I'm sure, I'm positive about it. I am the Whale. My friend that's here, John, is a broker. Before we even went through that, before you even hopped into it, the first thing that came out of his mouth was close. Brokers want people that are going to close. If you have that money, you have that presence, which you know you do have access to that, it's pretty much done. They're going to be excited to come work for you. You really don't have to do that much other than make sure you're positioned well.

Kent: Let me cover a couple of things, some questions that are popping up here. Okay, outside of the 55 comments of people correcting you on I am the Walrus. Dude, I'm not kidding you. There are 100 comments in the last 30 seconds that involve Walrus. Here we go. One question here from--actually this is my cousin, Randy. I understand the circle, but I do not understand how you get paid. Here's--you're getting paid on the spread. This is arbitress, that's all this is. Think of it like that. Just arbitros. I'm buying it for $65 to $70,000. I'm putting it under contract at that price from the realtor. The seller of that property is paying that realtor. I don't pay that realtor, I'm the buyer. I'm playing the role as a buyer. There's somebody else--there are legal issues that have to be addressed here. There are no legal issues. I'm the buyer. Legally, I can buy any property I want. I can put any property under contract. I'm putting a property under contract. I am buying it.

I've put it under contract at $65 to $70,000. Now, also by default, every single contract--I want everybody to listen to me very clearly here. By default, every single contract in the United States, real estate or otherwise, is assignable unless otherwise stated. So when you buy--keep in mind, I'm buying directly from a seller. I'm not buying from a bank. Bank absolutely put in their contracts that you cannot assign this contract. You can't sell the house within 30 days. That's not what I'm talking about here. These houses are being through the MLS buying directly from a regular seller, a motivated seller. I have put the contract under--I've put the house under contract. Let's just use, for argument sake, $70,000. Now, I have the legal right unless otherwise stated in the contract, I have the legal right to assign my interest to anybody else in that contract and they can perform on that contract. So I, by law, I can turn around and assign that contract, a one-page assignment contract to--I think--I believe, Chris, I believe we just put an example of an assignment contract up in the Facebook group page there for find motivated sellers.

Chris: Yeah, we did. I posted one in there. You can download it. It's what we actually use. That's a real one that we use.

Kent: So I can assign my interest in the contract to my cash buyer. Now my cash buyer will show up at closing and they will close on it. I will get an assignment fee. In other words, I bought it for $70,000 and my assignment fee is $10,000. My cash buyer has to show up at closing with $80,000. My cash buyer told me that $80,000 was his number so he doesn't care that I bought it at $70,000. He might have something to say about it if he saw that I bought for $7 and tried to sell it to him for $80,000, but the fact that I bought it for $70,000 never had a cash buyer ever say a word to me about it. I assign my interest, they show up at the closing. He brings a check for $80,000; $70,000 goes to the person that originally sold the house and $10,000 is my assignment fee. That's it.

Now, the alternative is what is called a double closing, a double escrow, a back-to-back, whatever you want to call it. All this training is inside of find motivated sellers and inside of find cash buyers. You don't need to go through all of it right now, but I want to make sure I cover it here so everybody feels comfortable. What that simply says is that I put one under contract for $70. I've then turned around and I've written a completely separate contract, not an assignment, a completely separate purchase agreement to my cash buyer for $80 and I closed on one, and closed on the other. Less my closing costs is my profit. If I do it that way, there are two closings. There are two sets of closing costs and the fees will get a little bit out of line. I just did a deal last week and it was a $10,000 assignment fee no questions asked. It is all about transparency.

When you are in control you can do whatever you need to do. All right, let's keep going. Let me look and see if I got any questions. What percent of values will you typically get these properties at from the realtor? Paul, this is a great question and I don't want to make an example out of you, I actually want to address it. I also want to make sure that everybody on here listens to me. Paul's asking the question that I know that a lot of you might be asking yourself. I want you to think about what I just told you to do. Paul's question, what percent of value will you typically get these properties at from the realtor? I don't. Think about it, dude. Here's the question. Arbitros; my cash buyer told me they wanted to pay $80,000. I can look in the cash buyer system and see that indeed they're paying $80,000 in that neighborhood all day long. That's the reality. It's happening. I know I want to make $10,000. You may only want to make $5,000. Whatever it is, you back your profit off and that's the most you can pay I don't care what percentage of value it is. If I can't do that, then it's not a deal. It's that simple.

If I can see that my cash buyer's actively buying in the neighborhood, which if he's in that database that will be true. I can see he's paying $80,000 all day long. He's told me he'll buy five more at $80,000 in that very neighborhood. All of that being true, all things being equal, my only job now is to go get it for less than $80,000. Those houses could be worth $200,000. Those house could be worth $90,000, I don't care. I know my buyer's paying $80,000 that's all that matters to me. If he's buying it for $80,000 and he's comfortable buying it at $80,000 and he's actively doing it and he's told me he'll continue doing it, everything else is just noise. My only job now is to go shop, to go find him houses that I can buy cheap enough to sell him at $80,000 regardless of the percentage. I hope that makes sense. That's the way we look at it. It is arbitros. I am just trying to get in the middle, brother.

Joe: Hey, we got a question about 20, 30 minutes ago, Kent. Someone wanted more information on the find cash buyers system. Do you want to direct them to my email? How do you want to do that with everyone?

Kent: That's fine. If you want information on the find cash buyers now system, then this is what I want you to do. I want you to send an email to Joe@. In the subject line I want you to put find cash buyers now info so that he knows that you are on this call and he knows what you're trying to do, okay. Now, one last question here and then I'm going to let you guys take it for a few minutes. David Morgan says basically you're saying I'm looking for landlords not rehabbers. No, not what I'm saying at all. Not at all. I have no idea whether the guy on the other end of the phone is a landlord, a rehabber, or anything. All I know is he's a cash buyer. Whatever his motivation is, I don't care. That's the point of the phone call. He's telling me his motivation. I'm walking him down this and he's going to tell me exactly what he wants to do.

In that scenario I gave you earlier he could have just as easily said listen, I like to buy tear downs, I like to build them back up. I'm a builder, I just like to buy slabs. I like burn outs. I want them to be ripped to the ground. I want to rebuild them. He could have just as easily said that. What do I care? All I know is tell me what you want to pay for it and let me go get it just cheap enough where I can sell it to you for what you want to pay and I can make my little margin. This is the easy way to do it, guys. There is no risk. You know who the buyer is. You know what they're willing to pay. You know exactly what they're willing to pay for it. You know everything about it and then all you're doing is background a little bit off of it. This requires no real estate experience whatsoever, zero. This is how I built a $2 billion a year business in the grocery industry. We went off and tried to figure out what people wanted. I would go buy truckloads of Tide and Jif peanut butter, and Kraft macaroni and cheese, and everything else under the sun and then cross my fingers and hop we bought it at the right price where I could go sell it and make a profit. When the business exploded is when we turned the model around just like I'm telling you right now.

We went to all the people who were actively buying, every wholesaler, every retailer, Kroger, Pathmark, Stop and Shop, Safeway, Vaughan's and everybody in between and said if I can sell you anything at any price, delivered on any day in any quantity, what do you want. They gave us the shopping list. All I had to do was go find places where I could buy it cheap enough to make a profit. That's it. Okay, Joe, what I want you to do real quick, somebody just asked this. I'm going to message this to everybody, but I want you to put it up on the screen here in just a second. Maybe Chris, why don't you put it behind you, joe@. I'm inclined to bust everybody's ass right now because that could not be a more easier email address to remember. The smart ass in me is actually just begging to come out, but I won't do it; joe@. All right, Thomas I wasn't--I don't even know you Thomas, but I was absolutely getting ready to bust your ass, but I love you brother. Thanks for being on here, I appreciate you. David, your question, I guess I have the wrong cash buyer, they're all looking for 30 to 50% below market value. What you're doing is you're asking the wrong question. Go through the scenario I just walked you through. Take control of the conversation. Make them tell you--walk them down and make them imagine the actual investment property. They're telling you--what they're doing is they're slinging shit. Oh yeah, yeah, yeah, yeah. Yeah, yeah, if you got it at 30 to 50% off, just bring it to me because they don't believe your time is of any value. What do they have to lose? If you approach those people and say listen, let me tell you how this is going to go. I'm about to go spend money. I'm about to go market. I'm about to go create inventory right now. I'm about to drop some serious money on creating inventory. Here's your choice big boy, I can either do it for you or I can do it against you. You want my money working to actually bring you deals or do you want me to bring the deals to your competitors? You decide. If you're ready to get real and you're ready to actually spend some time with me, I'll walk through exactly what you're looking for. If you're not, that's okay too because there's a bunch of people in this market that I'm sure will go and help you find deals, I'm just not one of them. In that, the whole game changes. Hopefully that makes sense, David. All right, Chris, I'm going to hand over the reins to you here for a few minutes, let you kind of go through some of your presentation, is that cool?

Chris: Yeah, man. Everybody get Joe's email here?

Kent: It's all yours for the time being.

Chris: All right. So let's see--what's up guys, hope into some other stuff. For what it's worth, before we even get started, I met Kent probably a little over a year ago, maybe less than that. I've been doing wholesale for a while. I'd done a decent amount for a while and I didn't really listen to a lot of people, but Kent's probably one of the only people I had actually sought out. We're partners, but he's also my mentor and coach. Everything that he just said to you is incredibly relevant. That's it. That's the basics. Everybody's looking for the secret inside the secret to do the one thing. He just told you all of it for $7. That's really good.

I've got my friend John here. He's going to come on and we're going to talk a little bit later about what we actually say to the sellers. Joe's on here. Joe's going to kick in and share his experience. We're just going to walk through some of the basics and the nitty gritty. There's been some questions in there about how to deal with the HUD and the legalities, and how to split that up. In all the [inaudible 0:30:58] and some of the trainings they don't go through a lot of that stuff. They don't go through a lot of the kind of detailed grimey stuff like splitting up the HUD and making sure that you don't exceed on your assignment and that kind of stuff. We're just going to dig in and get super Halloween on it. I think that's it.

Okay, so I get the--we can just go ahead and hop in. John, come on in here. John's a big dude so I don't even know if he's going to fit in this little chair here. I feel bigger on film. I'm like Tom Cruise. Guys, I brought John and asked him to come on too, to kind of help me. He's a local wholesaler here. He just started out a couple of years ago and the guy just went from not doing real estate to doing real estate, and went out and started sticking some real fat contracts, kind of got the local celebrity for doing the hoarder deal. The worst deal that was ever on hoarders, but we're just going to walk through. It should be fun. You guys just throw up your questions there. Joe, hop in dude and let's have some fun.

I've kind of got the bullet sheet here, stuff that I wanted to talk about, but like Kent said, this whole--our whole family is just real no bullshit. We're not here to tell you the secret behind the secret to the one way of doing stuff. This is , right? It really is that simple if you go out there and do it. I know that a lot of folks kind of don't take as much action as they could. They don't get where they can because they're afraid to take action, they're afraid they don't know the ins and outs. We're going to talk about a lot of that stuff, but I also want everybody to know that when you have those questions, that's not something that should stop you from doing what you want in life. That's not something that should prevent you from taking action and going forward in your business. Don't let anything stop you from doing that because you can call--you can email me. You can call Joe. You can call or email a whole lot of people that have a whole lot of experience that can help you out. You have all the tools all you need to do is just hope in and take some action.

First of all, I kind of wanted to talk about who we go after. I know that a lot of the folks on here already have the find cash buyers, they already have the find motivated sellers, they already have the find private lenders. They're already the whale. It is the whale by the way. I know that song well. How old are you John?

John: 47.

Chris: 47, see, and he told me earlier that it was correct. So I'm pretty sure about that. We go after those cash buyers. That's where everybody starts. It's where I start. Me and Kent actually use that stuff because--if you have that, you know exactly what you want. It makes your life really, really easy if somebody tells you that they want a red basketball with hair on it. I mean there's not a lot of red basketballs with hair, you've got to go find them. We show you how to do that. The find motivated sellers was something that I've used here for years. I know a lot of you guys already use that so we're not going to spend a lot of time talking about the specifics of that because it's something that's very easy to use. It's a very straightforward system and it's a leading indicator. All of these [inaudible 0:35:10] people we're talking about are something that you can step right in and make your phone ring.

Joe: I just got a message from Marie Burnham that she just got a lead from the find motivated sellers now system. We've got to give her a little shout out and a little props to Marie Burnham. Good job getting a lead from there.

Chris: Good job, Marie. I've met Marie quite a few times. We met down south and then in San Diego, too. Marie, I'm glad. I'm glad that you're doing it Marie. For you guys that are on the Facebook group too, everybody on there is--there's a lot of people on there that are just out there crushing it. It really is pretty simple. Getting--going in, finding your target list. You've got buyers that want to buy in a certain area. All you do is pull it up. You mail those people. The phone rings and from there is kind of what we want to talk about today. Folks were asking on the group and a little bit on here too, about what to actually say and how to go through that process.

What I thought that we would do is just go through kind of a simulated call. This is really--this is live, so we haven't scripted this. This is just real talk and we'll kind of walk through as we go through the call, but I guess we can just kind of kick off with what it's like when the phone rings. For us and answering the phone, and qualifying as a seller, you've got your buyers in place. Kent's already talked about that. It's absolutely critical if you don't have that to be doing it. Once you have that use the find motivated sellers, your phone rings, and you want to first of all build rapport. You want to qualify them and then you want to find out what their price is. John, I'll be the--I'll be our--

Joe: That's lifestyle right now. Look it, you're doing a webinar training people on real estate with your three-week old daughter. It's awesome Kent.

Chris: Yeah, that's why it works. That's why we do it. So [inaudible 0:38:02] calls find motivated sellers and from just a lot of motivated sellers in general. What--I'll just answer the phone.

John: First off, I want to make a quick point. Answer your phone.

Chris: That's a good point, dude. Answer your phone.

John: Answer your phone or if it's going to a service, return your calls in five minutes. Don't spend any money on marketing. Don’t' spend any money if you're not going to answer the phone.

Chris: Yeah, do not throw your money away and have people call you that want to give you a $10,000 assignment and then not answer your phone. Answer your phone. That's kind of a given. It doesn't even cross my mind to--

John: But sometimes you have to remind people, answer the phone.

Chris: Answer the phone.

John: That's step one.

Chris: Absolutely.

Joe: Just to chime in on that, Chris. It's so important that you realize that time is of the essence. First of all, answer your phone and then you're going to meet sellers the same day or the next day. A good deal is done within 24 hours.

Chris: That's right.

Joe: You have to have a sense of urgency when you're taking leads. When you're doing your marketing, you're spending dollars on marketing and there's so much opportunity [inaudible 0:39:19] there that you've got to make sure that you grab on to it. You take advantage of those leads and you answer your phone, and you have that window that's shrinking and shrinking, and shrinking, so you have to take full advantage of that. I just wanted to bring that up, Chris.

Chris: That's right dude. I think MIT did a study on people calling in. I think it's 90--for every 5 minutes you wait your likelihood of talking to that person goes from 90% to 50%, to 20%. We're giving and you have access to an incredible list. Somebody in our mastermind had pointed out that your list is 60% of your success. Those people, that's why the people that work the cash buyers and the work the find motivated sellers, that's why they have success is because it'sa list of people that we know have a high likelihood of working with us, especially the cash buyers. They want to work with us, they're dying to. But 60% is that list.

When you spend money, you send it out to them, if they call you, you have a motivated seller call, people ride an emotional cycle. We're humans and sometimes they're in a place where they want to sell right now. If they call you and then they call somebody else, who's going to get it. That's not the list that's wrong. If you're not answer your phone, you need to care enough about your business and about your life, and have your vision be clear enough that no matter what you're doing, you stand up, you walk out the dinner, you do whatever to answer that phone. Let's do a call and I'll just--I'll answer the phone and you can be a seller.

John: Oh, I'm a seller.

Chris: I sent you a letter and you're calling me up. Hello, this is Chris.

John: Yeah, Chris, I got one of your letters.

Chris: Okay, when did you get that letter?

John: Well, I've had it for about a week, but I just decided to give you a call.

Chris: Great, great, I appreciate you giving me a shout. Do you have a few minutes, I have a sheet here in front of me that I like to run through. I'm kind of a forgetful guy so I like to write everything down if you don't mind.

John: Yeah, okay.

Chris: What's your name?

John: My name is John.

Chris: Hey, John, Chris, how are you doing?

John: I'm doing great.

Chris: Great. Let me ask you this, John. I don't have a--I don't have my sheet in front of me, where is your house? I send out quite a few letters. I'm actually a buyer so I'm looking for something. I send out a lot of letters. Where is your house out?

John: Oh, you don't remember my house?

Chris: I try to keep track of everybody. As I say, I'm only human.

John: Yeah, no, this is the ranch at 123 Red Eye.

Chris: You're over at 123 Red, okay. Well, let me--in case we get cut off, let me grab your phone number real quick. Is this a good number for you or do you have a cell.

John: The number I called you with.

Chris: The number you called with, okay, good I've got that here. Do you have an email by chance?

John: Yeah.

Chris: Okay, what's that?

John: blah, blah blah.

Chris: .

John: .

Chris: Great. I guess, before we even get started John, what's your situation? Are you thinking about selling?

John: Well, yeah. I've recently gone through a divorce. We decided to sell the house.

Chris: Sorry to hear that.

John: I appreciate that. The house needs some work and we just want to get it sold quick and move on with our lives.

Chris: I got you. Both of you guys are in agreement on when you want to sell? Just to throw something out there, like I said, I buy a lot of houses and I end up buying a lot of places from people that unfortunately are going through a divorce. Are both of you guys wanting to sell? Are you guys kind of on the same page on that? What's the situation there?

John: Yeah, you know actually, my wife is the one that actually wants to sell more, but I've come to the realization we just need to do it.

Chris: I got you. Okay, I want to stop for a second guys because when we talk calls--somebody asked the other day what do I say. I don't have a script that I read piece by piece. What I have is a bullet list of things that I need to know. the type of people that we deal with, I want a motivation that isn't as important exactly what I say, that if I don't say the right thing because when they get my letter I've got a brand on there. If you're using the 800 fill them out. When they see that, you've got instant credibility. When they call you, you're already credible. You're already positioned well. Although you might say this or say that, what you really need to do at the end of the day is you need to build rapport so they feel comfortable and they're willing to give you information. You have the credibility, which is critical. If you're using the [inaudible 0:44:33] or any--whatever branding, you want to have credibility already when they call. But I do, so then it's a matter of building rapport. I ask the question, which is one of the questions that I always, always ask, which is what is your situation and then just let them talk. Just let them go. They will tell you everything that you need to know.

What we're really looking for is what? Is the motivation? Is it real motivation? The kind of motivation that we need is a crisis motivation or is it like yeah give me something, give me an offer. I don't--I'm not into that. I want somebody that's motivated, deep motivation. For what it's worth, that doesn't come every call. Most people aren't deep, deep, deeply motivated. What is the situation and if there's something like a divorce, the reason I asked about his wife, is because I want to know if I get John to agree on a price and I spend a bunch of time, I do all this work, I comp it out, whatever and I get him to agree to a price, I want to make sure the wife's onboard, man. I don't want her coming back.

John: By the way, I am very happily married for 23 years. Just for role playing.

Chris: You know this is role playing.

Joe: That's time too, Chris. That's a lot of time that you're going to be wasting too if you get to go through the interview process all over again. One thing that I picked up on too, on your first couple of minutes there with the seller, I think that you built rapport by saying hey, you know what, I've dealt with people that have been involved in divorce before. I've dealt with this before and there's other people like you that are in this situation. That kind of makes them fell a little bit more comfortable about going down this awkward distressed situation.

Chris: That's right, man. Yeah, it's--you have to have that because if you have rapport--when you send somebody a letter and you're using the letters in our system, which work incredibly well. We've tested them a lot, tens of thousands, probably more than that, probably hundreds of thousands. When you're testing that stuff out, you find out what works. The letter works to get your phone to ring, right? When it does, we build a rapport and then we qualify. Asking about the wife is qualifying. We need to know if he's qualified to sell. The first thing is do you have the right to sell it. In this case, the wife's involved.

John: You have to make sure you know who's on title and if the person you're talking to is the sole decision maker or if there's somebody else. In a divorce situation it's more critical because there's a high likelihood that not only is there problems between the, you're not necessarily going to be able to meet two of them at the same time. So those are some challenges.

Chris: It's about getting them qualified. If they're not qualified, like Joe said, your time is valuable. If they're not qualified, they're just wasting your time. There are plenty of people out there where maybe they are getting divorced and the husband's like yeah I'll sell for $20,000 and the wife wants $300,000. I mean let's go ahead and flush 10 hours or 14 hours down the drain. You're never getting that back. How many days do you got until you die, right? It's a real question. Don't waste your time. Don't let people waste your time. A lot of times we get caught up in that because we feel like we're doing something. No, we feel like we've got some work going. We feel like we're doing something, but we're not doing anything valuable. We're simply doing it so that we feel busy. It's a trap that all of us including myself, everybody out there that's in this business gets caught up in that. You have to be very conscious to not do that.

Joe: Real quick, too. I'm getting a couple of questions that are coming in here so I'm typing in responses to you guys. One just came in that I wanted to touch on real quick. Someone just mentioned hey, you know what, answer the phone call sounds more like a job than a business. My response to that person I'm going to share with everyone is, if you're a one-person show of course you have to answer the phone, that's where the money is made. The idea is to build a business from that. That's when you replace yourself from answering the phones every day. Kent no longer answers the phone for Memphis Invest. He's got a team of acquisition people that are answering the phones for him. You build yourself up to get that point where you've created a system where you outsource the phone calls to an acquisition specialist or a call center, whatever the case might be and you've replaced yourself from the business. That's how you own your time and that’s how you own a true business versus a job. It's a process. There's a progress to get to that point. Just something I wanted to address, Chris, from a business [inaudible 0:49:25] standpoint.

Chris: That's totally right, dude. That's totally right because I don't answer phones. I don't have to answer phones. I'll tell you, I did answer phones in the beginning a lot. Nobody--since we're on , if you think that you're going to spend some money on some system and then step in and all of a sudden you're going to be the CEO of Intel, you're wrong. We give you a path. We give you a way to get there, but if you don't think you're going to have to do anything, you're on the wrong call. You're going to have to do something at least for a while. Like I said, I haven't answered phones in a long time because I don't have to because I have systems in place. I have the systems that we use here. Quite frankly, if you never ever want to answer phone calls, you probably don't have to, you just have to find somebody that's competent enough to do it well. Maybe you take this recording from this and you give that recording to them and you then you make sure they're good at it. You give them a few test calls. You practice with them until you believe that they're competent enough to work that position in your business. You can absolutely do that. Lots of people do it including us.

John: Role play with your people so that they don't get tripped up. I kind of tripped Chris up with the oh you don't remember my house. I can't tell you how many times I hear that. Oh, you don't remember my house? I send out thousands of mailers. I've never seen these houses. You can't let that stump you up. Say you know what, I've looked at so many houses I don't recall exactly which one was yours or whatever way, but don't let it trip you up. Just keep moving forward.

Chris: if you roll through there confident, whatever you answer, it doesn't matter what you say. I posted this the other day, somebody asked about what to say. I posted that 80s picture of John Cusack with the stereo; say anything, just say it with confidence. Know that you are the person that's running it. You're the person that's making that offer. I tell people if you wanted a call and you're saying you don't remember my house, no. I send out thousands of mailers a month. I buy a lot of houses. I don't remember your house, but I am really happy that you called me. I want to help get your property sold. I want to help sell your property. I want to make a cash offer and buy it. What can I do for you? It doesn’t really matter as much what you say. You just step in knowing that you are, just like Ted said, step in knowing that you're the man or the woman. It doesn't really matter, just step in there with confidence and know that you want to make that offer and they're going to want to talk to you. If they didn't they wouldn't call you. Maybe they'll call you and tell you never to write them again, that happens too. Those are funny. Sometimes people call and leave some horrible messages, but take that with a grain of salt. I keep them because they're funny.

Anyway, let's stay on track. I've talked to John and we're qualifying. Now I know that your wife is involved, as well. I need to find out--I want rapport. I want to qualify if he's the decision maker. This is what a lot of people are just terrified of, but you need to find out what their lowest price is. You need to step up to the plate and ask them. They're not going to want to tell you. You need to find out and we're going to--we'll try some of that out and see if I have [inaudible 0:52:53].

John: Want me to be tough on you?

Chris: No. Joe, jump in any time with questions. If there's stuff in there, you've got--you've had this for a long time too. Just throw stuff out there.

Joe: I'll jump in then and just ankles questions every once in a while that we can answer, all right?

Chris: Cool. So, John, you and your wife want to sell this place. You guys have already agreed to do that. Let me ask you this, what are you looking to get out of the property?

John: Well, make me an offer.

Chris: I'm going to make you an offer, I promise you that. I always make an offer. I can't tell you that it's going to be something that you're going to like, but it might be. At the end of the day I'm an investor so I need to make sure that I'm getting something that--at the end of the day I'm not out to price gouge anybody. I know there's a lot of folks out there that really like to throw stuff out there ultra-low. My goal is to not gouge people. My goal is to make sure that I don't lose money. I think there's a lot of misconceptions about what things cost. When I'm making an offer I like to make sure that I have all the information necessary so that I can back it up and do what I say that I'm going to do. Is that?

John: Yep.

Chris: Help me understand. How big is your house?

John: It's about 2,400 square feet.

Chris: Twenty-four hundred. Is it in good shape, bad shape?

John: It's solid, but it needs updates. ]

Chris: Needs updates, okay. When was the last time it was updated?

John: About 25 years ago.

Chris: Twenty-five years ago, great. Let me ask you this, what do you think it'd be worth for in A+ condition?

John: Oh, I think it'd be worth about $300, $325.

Chris: $326,000. Okay, how'd you come up with that number out of curiosity?

John: Oh, the neighbor down the street just sold his house and it seemed like it was a pretty nice house, kind of like mine.

Chris: Let me ask you this. When did you see it sold? You sad that it sold--are you a broker? Do you have access to the MLS?

John: No, no, I just saw the flyer. He had the flyer sitting in the sign so I went up there and [inaudible 0:55:12].

Chris: I got you, okay. For what it's worth, you may well be right. For what it's worth, a lot of times what happens and I do this a lot, when people see a price and the property doesn't sell at that price, but that's what's on the flyer. I'll give you an example. Last week I saw a place that was listed at $325 and it sold at $259. I actually have some of these very similar situations. The property is worth $325, but at the end of the day when we've looked at what actually sold, it was $259 and that's why I ask you that. Assuming that--let's just say that it's somewhere in the middle or whatever, what is the lowest that you'd be able to take for just having a cash out price? What's the lowest you guys would be to accept?

John: Well, we were--we were actually kind of hoping for about $275, $280.

Chris: I've got you. That's something that you guys have talked about already?

John: Yeah. That's what we talked about.

Chris: Let me ask you this, what if you weren't able to get that, what would happen?

John: Well, we can't afford to make the payments and we can't afford to fix it up once the divorce is done.

Chris: I got you.

John: I don't know what's going to happen if we've--foreclosure or what, I just don't know what would happen if we don't sell it.

Chris: Gotcha. You know, I think I saw something how the road there that it sold for--it was like in the mid to high ones. It might have been similar to yours.

John: No, that's awful low. That's not what our house is like.

Chris: I gotcha. You mentioned you’re a little bit behind? How much do you own on the place now?

John: Well, how much we're owe. We're not behind, we're current right now.

Chris: I've got you. I haven't gone through the county records to take a look. I'm not in front of my machine. How much is your mortgage for?

John: We owe $130,000 on it.

Chris: $130,000. Okay, so you're good. You'll be able to--you're in an okay position no matter what.

John: Yeah. We should take a break that. That is a tricky, tricky spot right there.

Chris: There's a lot going on there. So over that whole last course, like I said, it's kind of a thing because different people have different styles. I try to follow up with what I call soft statements. After I ask a hard question I'll say something, a small statement that's just out of curiosity. I try to soften the blow. I will say something that's a direct question. I'm like what's the lowest you would take for cash. What happens emotionally inside of people, if you say what's the absolutely lowest that you would take for you property, they get that feeling in their stomach and they start to throw up that shield. You always want to say something--I should say I always say something after it to soften that blow a little bit because I don't want them to go on guard and stop communicating openly with me. I want them to keep communicating. I say something, out of curiosity. When I asked about the mortgage, the reason that I say I haven’t gone through the records, I haven't gone through the county and looked is because if I say how much is your mortgage it might be viewed as an intrusive question, but if they know that it's public record, they're going to be much more willing to just be open with me. That's kind of why I ask that. How'd you feel about that?

John: Well--I like the way that you did that. I was thinking about another way that I handle that is if they won't reveal--about 50% won't reveal what their mortgage balance is. They're like well why do you need to know that. Like I said, it's an intrusive question.

Chris: It is.

John: Another way to ask that after you've had a couple more soft questions, is to say so if I buy your home, what am I going to need to pay off your debts. Almost all the time they will say well, you're going to have to have $150,000 for the mortgage and there's a lien or a second, or whatever. You just--you've got to figure out--you've got to get that information, but Chris did a good job there too saying look it's public record, but what is it.

Chris: Something that's really--that I forgot. I'm just so accustomed to doing it, but when I ask what's the lowest you're going to take, they're not going to tell you. They're probably not going to be excited about--they're not going to come out and be like oh the absolutely lowest I'll take is $145,000. Nobody's going to say that. So the reason when I said I saw something down the street go for $159,000. I'm just throwing something out there. I'm taking something and just tossing it out there that is so low that it will emotionally jerk them. I want to see them when I hit them with that real low number. If you give a number, if you say $275 and I say $130, people will focus on putting--in their mind, they will anchor in the center of that. They'll say well, I'm going to be in the center. You need to hit them so low that you get an emotional reaction.

When I say John, I saw something down the street sell for $159, you're going to be like blah, blah, blah, I would never blah, blah, blah. Now you know where you're at because $270, that's not where you're at. You want to hit them so low that they go oh. If I say $150 and John goes oh man, gosh that's really low, we were hoping to get more than that, it's on. It is on. if they say I would never take that, somebody else told me they'd pay $230,I know where I'm at dude, I just qualified you. I did it by hitting you so low that I got an emotional reaction. You didn't have time to prepare yourself to not get angry or to not accept that. It's very critical that you hit them very, very low. Just throw something out there.

John: The trick is, while Chris is saying hit them, you do it softly. The way you did it is perfect. I saw that a place similar to yours sold for $150. That's a great soft ball. You're not saying this is all I'm paying or this is what I want to offer, which is going to invoke anger in a lot of cases, you're just throwing out an example just to gauge their reaction, like Chris said, see what--how they react and if the game is on or not.

Chris: That's right. Yeah, you want--you never want to lose that rapport. Although you're coming in, you're being very genuine and being straightforward, you want to keep that rapport open. If somebody has a horrible reaction to that, if I say $150 and they flip out I might say something like oh yeah, I'm not saying that's what I would pay, that's just something that I saw.

John: Something I saw.

Chris: At that point, I already have my information. I already know how you're going to respond to that super low whopper. I'm not going to waste my time because I've already qualified you. Joe, do we have any questions we should hit up here?

Joe: Yeah, we do, Chris. I'm glad that you asked. We've got kind of a triple ding here. Good question here, are you working with any seller or just distressed sellers?

Chris: Well, distressed is a defined term. So what I'm working with are people that are motivated. I'm going to send you a letter and I don't care if you're blue, green, Martian, divorced, not divorced, I don't care if you live downtown. What I want to know is are you motivated. I don’t mean like yeah--motivated to sell. No, I mean are you motivated. We want people that don't want to sell, we want people that need to sell. That's why we mail to the people that we do because statistically they have the highest likelihood, we already know that, of having that need. That's why we hit them up. What else you got, man?

Joe: This is a question from Michael. Sometimes I get deals that I need help finding buyers for. For example, a $24 million shopping center. He's asking if there's cash buyers in the system that would buy higher end commercial properties. Absolutely. The answer is absolutely.

Chris: Of course. Yeah, of course, just click on commercial.

Joe: Absolutely. Another question here is what's the best way to kind of intro what exactly you have to offer, like the value that you bring to the table for a motivated seller? What are the value adds that you can tell them that you can bring to the table. I've got a couple here I can help answer. What's some of the things you can add a value to, to a motivated seller? Well, you're a cash buyer. Even if your end game is to wholesale that property you still are a cash buyer. So what are some of the benefits that you're going to be able to offer a motivated seller? Everyone should write these down right now. You can close quickly with cash. You're buying it yourself or you're bringing a cash buyer to the table. You're buying the property as is, right? You're buying it in its exact condition. What's another solution? If you can help the seller move. You can make a couple of calls to the moving company, help them find an apartment, you can help them move and make it hassle free. Write that down. You want to make it hassle free with a motivated seller. You can take care of the closing costs. If they're concerned about the closing costs, you can take care of the closing costs, right? There's no realtor commission. If you're buying the property directly from the seller, there's no realtor involved. They don't have to pay the 6 or 5% commission.

Six, actually six you can take care of any of the dump around the property. Any garbage that kind of comes along with buying as is. Any trash, any garbage, any old furniture, you can take care of for them. To recap, seller close quickly with cash, buy as is, help the seller move, take care of the closing costs. There's not realtor commissions involved. You can take care of the junk, any garbage, any old furniture, anything out there you can take care of for them when you're getting a property under contract and you're going about buying that property with a motivated seller. Just some key points there, Chris I wanted to add. Let me see if we have some more questions that have popped up here.

This question is from Vincent. When mailing the letters, Chris, what note do we write on the envelope to locate the present address of the owner in case they’ve moved out already?

Chris: In the motivated seller system it's going to have their actual mailing address, their owner's address. You're going to have the vacant property address, but the letter is actually mailed to their current resident address. It's going to be a different address from the vacant property. That's what so great about the system find motivated sellers now. It has their actual living address even though the letter's about a specific vacant property. That's a good question.

Joe: See if we've got some more here, one second. A couple of people, Chris, are asking about getting approved for the Facebook page find motivated sellers.

Chris: Yeah, if you're a find motivate sellers user, you should've gotten an email. If you search out the group--we can send out another email to all the find motivated sellers users. It is a private group. It's just for the folks that are using the system, but there's a lot of folks in there that are answering questions. There's people all over the country doing deals with it. There's people in there that have a lot of experience that are answering questions.

Joe: Consider it the inner circle of the find motivated sellers now group. If you're part of motivated sellers now, you're part of that Facebook, you're going to get access to everybody in there. what you can do if you're just on this call here and you want to follow Kent, write this down Chris, on the white board; kent.clothier. Everybody write that down, you can go to kent.clothier. That's Kent's fan page and his personal page. You can go ahead and write comments there about this call right now. Just follow Kent. Kent's always putting up posts there about real estate articles and real estate current events. It's really awesome. He's posted a lot in there and got a lot of motivational stuff in there, as well, a lot of videos. Definitely follow Kent on kent.clothier. We've got a couple of other questions here.

Chris: Can we get the seller to qualify list? Let's do one more question and then we'll go back to our call here. Can we get the seller qualify list? That's from Dennis. I don't know what that means, Dennis. If you're a relator, what is the best way to market motivated sellers when doing mailings as a realtor or wholesale company? Well, if you have--if you're using find cash buyers and you're a realtor, John's a realtor and he assigns properties all the time. You can definitely--I'm a licensed broker. I don't do that because to me it's a lot more work than wholesaling. At the end of the day, which his always kind of the--there's all these details, but at the end of the day people that want this stuff, people that have our kind of motivation and are deeply motivated, they don't care if you're a realtor. They don't care if you're a wholesaler. They don't care if you're a Sasquatch. They just want somebody that's going to get them a cash offer on their property. That's their concern. They want somebody that is going to be able to get them a check and close the property quickly. If you're a broker and you have a whole bunch of cash buyers you can do that. If you're somebody that's a wholesaler, it's the exact same thing. You've got a bunch of cash buyers, you can write a check, and that's really what they want. Let's save some of the questions for a few minutes from now. We'll kind of finish off the qualifying and then we'll go through setting the appointment because--

Joe: Chris, before you jump back into the training if you guys have any questions, I see a couple of other questions coming in about how to get information on the motivated sellers. Just go ahead and shoot me an email. Again, it's right there on top of the white board, joe@. Just put in the subject line find motivated sellers information. I've got about 10, 15 emails already on cash buyers. If you have find motivated sellers now questions about that system, shoot me an email, joe@ and we'll get all your questions answered. I'll reach out to each and every one of you directly or one of our team members will. Thanks Chris.

Chris: Cool, so John wanted to piggy back on something that Joe had said. What's that, John?

John: Yeah, Joe, when you were listing the seven points of what you have to offer the seller, it's really important that you listen to what the seller's telling you. They're going to tell you exactly which one of those seven things applies to them and then you need to latch on to that. There's a bunch of great benefits that we do have. We're cash buyers, we can close quickly, we take it as is. Figure out what their motivation is. I recently bought a home that they had a bunch of bills from--they had code violations. They were getting fined by the city. They had bills to pay. They just needed to get done, out from underneath it as is. That's what I focused on. I'm going to take this as is and take this stinky house.

Chris: It comes back to what is the situation.

John: Yeah, what is the situation?

Chris: Like I said, if you ask--this is hard for a lot of sales people. When you ask that question, what is your situation, shut up. Just shut up and listen and let them tell you because they will tell you. Just like he's saying, they're going to tell you everything that you need to know to get them to work with you. That's really it. Okay, we'll go back. Let's assume for fun that the place really is worth $325 after it's fixed up, right. That's the market value, let's say that. John said he wanted $275. That's not where I want to be. I want to be--maybe it is, it depends on my buyers, but for the most part I want to see how low I can go and then sign that. I threw out the $150 or whatever it was, $179 or something and my--what I took away from that was that he didn't flinch when I said that low number. He didn't like it. They never like it, nobody likes that, but he didn't flinch a whole lot so I know that we've got room. I might say something like okay so you're looking for $270, let me ask you this, if I came out there and took a look and it needed more work than you or I thought up front, are you flexible on that number? Do you have a little bit of flex?

John: Yeah, I do.

Chris: What's your timeframe, John? What are you guys looking at? I know that you guys have some of this life stuff going on. What is your timeframe for selling?

John: Well, we'd like to do something before the taxes are due next month.

Chris: I got you. I got you. Well, for what it's worth, we can do that. Now, I don't know that I can get what you're looking for, for price, but I think I can definitely help you with that portion of it. Is that the most important, the timeframe?

John: The most important part is that we don't get stuck with a mortgage, everything gets paid off in the timeframe. We just want to be done with it, move on. We don't want to do any repairs, updating to get it ready to sell. We want to get our money, get everything paid off.

Chris: So [inaudible 0:15:51] guys, this--most people aren't going to say this to you. Most of the people--people say well I got these calls and most of them didn't want to sell. Dude, of course, you're looking for the gold and if you do one a month, if you do two a month, you're a rock star man, you're going to make a lot of money. It doesn't take that many to make a lot of money and once you're system's tight, it's very easy to scale that with the systems that we have in place for you. So when somebody says something like that I'm going to set an appointment, I'm going to say all right John, well--

John: I'm going to be there in two hours.

Chris: Yeah, what time do you go to bed tonight? Do you stay up late?

John: Chris is right, not everybody's going to say this, but I have had people say that and they're great deals.

Chris: Yeah, they're the ones that you want. You drop everything you're doing to go get that contract. I don't care what you've got going because it can be the difference between changing your life and not changing your life, depending where you are in your career. I think John, your first deal, we stuck $50 on it, I think.

John: Yeah.

Chris: Yeah, I mean $50,000 assignment.

John: First house I could ever remember. The smell when I drove up.

Chris: Yeah, if you can smell it from the street dude, it is on. It is haunted, bro. We're going to take that thing. I'm going to set an appointment. I going to say all right, John, well I'll tell you what. If I can get some--if we can come to some kind of middle ground and we can come to something that made sense, would you want to move forward? Are you able to move forward right now?

John: Yeah, we're ready to move forward if we get the right deal.

Chris: Okay, so what I'll do is I'll come out and I'll put something together. I'm going to put together an offer for you. I'm going to come out, we can sit down. I want to make sure that your wife is there, as well. I want to make sure that everybody's on board then we can start the process. Does that make sense?

John: Yeah, I don't understand how this all works.

Chris: Right, what we do, is this is a super simple process. I'm a cash buyer so that means that there's no hassles, no fees, there's no nothing like that. I'm just going to simply write you a check and we're going to get it closed as soon as I can make sure that your title is clean. Now, is your title--is your title clean? Is there anything on there that I need to know about?

John: No, just the mortgages.

Chris: Just the mortgages, no back taxes, no sewer liens, no code violations?

John: No.

Chris. Okay. What if I came out on Tuesday at 2? This is Monday, are you free Tuesday at 2?

John: Yeah.

Chris: Okay and your wife will be able to be there, as well?

John: Yeah.

Chris: Okay, so I'll come out and we can sit down and we can go through and then find something that makes sense. I think if we can come up with something, like I said, I think it'd probably be in the upper ones and it really just depends. Maybe it's worth more. Maybe we're closer to where you're looking at. I just want to sit down and see if we can work that out.

John: Well, come out and take a look at it and then after you've looked at it we can come up with a number.

Chris: That sounds good, John. I'll see you tomorrow at 2?

John: Tomorrow at 2.

Chris: If something comes up you have my number here.

John: I've got it right here.

Chris: So--

John: If I could jump in. Something Chris did that's vitally important, is we established there's more than one person on the title, you need to make sure that person is there. You do not want to do the whole visit and not be able to get a signed contract by both people that are required to be there to sign it. That's critical.

Chris: Critical. I also threw out a number because I want to set your expectation low. I might be willing to pay more than that. Chances are I'm going to be willing to pay more than that, but at the end of the day I want to set that expectation so low. When you are going to an appointment when a husband and wife or a brother and sister that are part of an estate, when they're going to that appointment, they're not thinking about anything other than what they're going to walk away with. The conversation that they're having in their car while they're driving to that house to meet you is I'm not going to take less than this, we need to make sure we get this. Don't sign unless we get this.

You need to set that expectation so low that they understand and then their expectations are low enough that if you give them a little bit more you're doing them a favor, you're getting your arm twisted because in a negotiation, which is exactly what this is, people want to win. A lot of times it's not so much about price. They want the emotional feeling of winning. They want to feel like--people want the emotional feeling of winning. They want to go home and say well, it wasn't what we were looking for, but he really--we did make him come up on that, we didn't give in. They want to feel like they won. If you can provide them with the feeling that they won and you walk out feeling like you got a good price, you're in a pretty good situation. You're not going to have to worry about that deal closing.

For what it's worth, guys, what we just went through, that's not perfect. It wasn't the perfect call, it was just two people talking, but it doesn't matter. It doesn't matter. The only thing that matters is that I have rapport, I have credibility, I know what their qualifications are. I know he wants to sign, she wants to sign. I know what their timeframe is and I have an idea--I know for a fact that they're willing to be flexible on their price. I'm going to drive out there. That's pretty much that. Let's look at a couple of questions and then we'll talk about some of the specifics of meeting them at the property and going through the contract. Some of the stuff that again, doesn't get talked about a lot, how to actually sit down, how to go through the contract, make people comfortable and overcome those last minute objections. You are going to get last minute objections. A lot of the folks that are new at this they say well I went to an appointment or I talked to somebody and I couldn't get the price I wanted. It's because you haven't used the right tools. You haven't used the right language. You haven't taken them on the right emotional cycle to get that deal to close. We're going to talk about that. What do we got, Joe?

Joe: I got a question here, what do we do here with our short-sell leads. I don't [inaudible 0:22:19] standpoint that we do not take on short sells. We refer those out. We're not focused on short sells. We don't do short sells. What's your opinion on that in terms of short sells of these over leveraged, upside down properties.

Chris: Well, I'll tell you my opinion has changed, quite frankly. I used to absolutely reject short sells. I didn't want to deal with them. I didn't want to work with them or anything like that, but since people all over the country have started using find motivated sellers, I found out just how ignorant I am, which was a real awakening because there are a lot of people out there that are using those, just like Joe said, that are referring them out to brokers. They're getting paid on them and there's a lot of them. There's a huge opportunity out there. I wasn't doing it and I'm doing it now because I saw other people using our system to make an enormous amount of money pretty much passively, just by passing off referrals. They're just saying hey this person wants to sell, do you want to list their property? Do you want to short it? Guess what, realtors love you for that. I wasn’t doing it and I am now. You have options. If you want to work a short, that's your business. I think you're crazy, but you can pass those off to realtors and you can get paid very, very passively from doing that.

Joe: Another question here from Julie. Do you need to use an LLC when you're assigning properties, assigning a contract? The answer to that is no, correct Chris?

Chris: You don't need to have an LLC to do that.

Joe: Yeah, you do not need an LLC to wholesale property through assigned contracts. Getting some great feedback here from a couple people saying this is great information, thank you guys. We all appreciate you being on here. How would I go about getting a purchase and sell agreement in my county? Chris you could answer this, but I would go to a realtor, right or an attorney to get the state contract, the typical contract to use for a seller and a buyer?

Chris: I actually--I did a video on this and I'll post it up. At the end day you can get a contract at Office Depot. You can write a contract on a napkin if you want, it doesn't matter. You can go to a broker. You can use one of ours. Joe, aren't there contracts in 800 sell now?

Joe: Yeah, actually there is. If you're involved with 1-800-sell now, you get access to a template that will actually give you directly just a generic contract, just standard buyer purchase and sell agreement, nothing crazy, just a simple two-page contract that you can get access to. If you're part of 1-800-sell now reach out to me; 1-800 sell now is our brand new tool to create credibility, to create that lasting image that people post on their find cash buyer letters as well as the find motivated seller letters. It's been one of the business tools that Kent's used over the past six years. If you have any questions on that, shoot me an email, that's joe@. If you are involved with 1-800-sell now and you want access to that, shoot me an email. If you're not, just type in the subject line 1-800 sell now info. That's the branding tool. Many of you know about 1-800 sell now, as well. Again, like Chris said, you can get a contract anywhere. You can go to a broker. You can probably do a search on Google and just say standard real estate purchase and sell agreement, and probably download a PDF for free. You can do that, as well, Julie. So at the end of the day it’s not too hard to find a contract. Reach out and see if you do have any questions there.

Chris: The only thing that you want to make sure of is that in your purchase and share that it mentions that you can assign that contract. Right where you put your name, you will put your name and or assigns. You can write it right in there if you want. If it's written, it's legal. I'm not giving you legal advice by the way. I'm not a lawyer. I'm not or an accountant. I'm going to slow down for a second. I am not a lawyer or an accountant. They did not want me in law school. You can put your name, Chris Richter and/or assigns. I see contracts from John all the time that says John Rickey or RPA.

John: RPA Homes.

Chris: RPA Homes and or assigns. You can, you've just got to put that in there. You're going to go out on the appointment. You're going to show up and once you get there, again, you're going to go through the same, same process. You're going to build rapport. You're going to build trust. You're going to build credibility, which if you're branded--you're well branded and you present well, you've already kind of got that. That piece is already locked up. You just need to build the rapport, build the trust and then walk through contract, sign it up. Now, I'm going to take a second to actually write on the white board and talk about that. For anybody that doesn't have Joe's number here, write it down because I'm about to rip this off here. Joe@. Pull out a pen and paper and write that down.

Joe: Hey [inaudible 0:28:15] one of the things too while Chris is changing the white board there, in terms of contracts, you want to write this down. You want to have an inspection contingency in your contract. Write that down, an inspection contingency. What that basically does, that gives you 7 or 14 days to back out of that contract with the seller if you have to. Obviously we don't want to do that, but if you have to, you have an escape to get out of that contract. Now on the flip side, when you're dealing with a buyer's contract, when you're selling the property, you want that contract to be as tight as possible. Meaning you don't want to have an inspection contingency in there because you want to sell that property to that cash buyer. When you're dealing with a motivated seller, you want to be able to have that inspection contingency in the contract. I think I'm getting ahead of myself here so I'm going to stop, but go ahead Chris.

Chris: That's true, man. That's all completely relevant. I forget about that sometimes. I do this a lot so I kind of--if you have questions and we're glossing over stuff, now's the time, time is now to ask us questions. for a lot of us that move a lot of contracts, some of the stuff we just kind of forget about, which is why we're here right now to answer those little questions that you may have about how things actually work. John, I think you have run.

John: I do.

Chris: Thank you for showing up, man.

John: Thanks for having me.

Chris: Get something moved.

John: Yeah, four homes.

Chris: Yeah, go get some more deals. All right, take care, man. So right now I want to talk about actually getting the contract when you're at the appointment and going through that. The first thing that I like to do when I show up and the first thing, like I said, some of you talked about having a business. I don't do this anymore. I still do it once in a while if somebody can't make it, but I have somebody else do this, but this is exactly what they do. This is exactly what I teach them to do and they do deals. When you show up, the first thing you want to do is set a time expectation.

Now, the way that we do that is we say well, I have another appointment in 45 minutes so I just need to go through, we need to take a look at things. We'll walk through some of the paperwork and we can get the process started. Now why do I say that? Because if I say let's sign a contract, I have appointment, I have to go, first of all, I set the time expectation because I don't want things dragging out. If things start dragging out we're going to have a whole bunch of problems during the sell. I want things going quickly. I want them going smoothly and I want them going on my terms on my track. I say I have an appointment in 45 minutes. I want to sit down, go through this stuff. I use the word paperwork versus contract because the words that you use matter.

Now if you say contract, people get a feeling in their stomach like ugh, ugh, ugh, ugh. I don't say that, I say paperwork. I also say that I want to get the process started. If I say I want to get this done, that's very final and people are afraid of things that are final. We're just going to get the process started. This is not something we have to have a whole bunch of anxiety about. We're just going to work right through it and it's going to go smooth. You set that time expectation. You say that you're going to go to your next appointment. Let's take a look, I go through the house. Now, during the time that we're going through the house we're taking photos of every single--we take a picture of every room. We take a picture of the front of the property, the back of the property. We don't just take bad pictures like you would if you were going to try to negotiate an [inaudible 0:32:02]. We take good pictures because we're going to send these pictures out for our buyer later on.

We take the pictures, we go through the property and once that's done I say okay. By the way, during this time, I'm just building rapport. I might look at--I might take a picture of room and go mm, mm, mm. What I'm doing is building that anticipation. If they ask me about price, I'm not going to talk to them about it. I'm not going to have that conversation while I'm going through the house. I'm just building rapport. If they ask about it I say let's just take a look around, we'll sit down and go through some of that. I'm walking around, taking some pictures. Once I'm done with that and I've got my little notepad out, sometimes we even use what we call props. My guy--my property acquisition guy, he's not a contractor. He is not a contractor, but he does bring tools with him. These are props. We might measure something. We might take a little laser and point around and see how the distance is between stuff. What we're doing is we're building more credibility that we're going to use when we go through and say this is how much the repairs are going to be.

Now, once we sit down at that table, we're going to start going through the paperwork and the closing process. Now I pull up that contract--I'm going to pull out the contract. I'm going to say hey, let's just run through this really quick. I don't--we're not going to sign anything right now, I just going to run through some of these so that you guys understand. By the way, if there's anything in here that doesn't make sense to you, if there's anything that you guys want to cross out, we can. I buy places as is, so some of this stuff just isn't going to apply to you. So I'll sit down and look at the contract because that contract has all kinds of inspections, all kinds of stuff in there. I go through it and I say you know what, this doesn't really apply to your property. That is intentional. I'm going through and I cross out things in there because then they feel like they're winning. They feel like oh, he's taken that out of there, I didn't want to have a termite inspection. I didn't want to--I want to take the washer and driver. I'll post this up going through the contract, but when I'm doing that it's really important that you're making them comfortable.

The closing process emotionally, the emotions are what's going to do it, right. Here's somebody's emotions. Here's their emotions. Every time that you go up and you close on something little, we're going to close in a step fashion. Up here is where we actually get them to sign. As I walk through I want to take them up and here's their uncomfort right over here. Their uncomfort is going up. This is time. As I go through, I come to this first thing and I take it to the test close. I go through and I say I'm just going to close some this out as we're going through. Let's take a look. It looks like you guys have that big rose plant out front. Were you guys going to want to keep that? They say oh yeah my mom gave me that, I want to keep the rose plant. So I say okay, let me just write that in here. I might write that in there. I might cross something out and I might write seller wants to keep rose plant. Now they just won something and they feel like that. They feel a little bit more comfortable. What it is, is that they're getting used to seeing me write on that piece of paper. They're getting used to seeing me write something down there because as time goes and I start--we start talking and going through the contract their own comfort is going up. I sign something here, a little test close, rose plant. Then I need to bring them back down to comfortable again. As soon as they see that pen touch that paper, their anxiety goes up. Now I need to take them away from that.

What I do is I say okay we're going to come down and--by the way, what day works for you? Do you have a fax machine? I ask them a yes question. I ask them a yes question because I want them to start saying yes as we're going through this. I ask a yes question and I bring their comfort back down. They get a little bit more comfortable again. Now, we're okay to start going back up again. I might get up here and say hey, what date would work for you guys? I've forgotten when we spoke, what date works for you to actually give [inaudible 0:36:11] the property. Notice I haven't talked about price yet.

Joe: Yeah, that's a great thing, Chris. Chris, that separates--I just want to chime on. How you talked about in the beginning when you kind of walk into the house and you have your tools and you're kind of doing like your little propping if you will, you're making measurements or you have your flashlight and you're looking in the basement, whatever the case might be. You're walking around the property. During that time what I do, I don't even talk to then specifically about the numbers or about the price like you just alluded to. That's so important. I want everyone to recognize that. As you're walking through the house you're doing two things right there. You're taking a look at the condition. You're seeing exactly what kind of condition the house is in. That's one of the major components of how you're going to buy this property, knowing the repair costs. Also, that's just key rapport time for me. I'm talking to them about everything I possibly can besides the actual acquisition. I'm going into their children's bedrooms, I'm going to talk to them about your kids. Oh your son he plays sports. What's your daughter into? Whatever the case may be. I'm going to try to neutralize them as much as possible. Write that word down, neutralize. Napoleon Hill talks about it Think and Grow Rich and his other book, The Law of Success. Any successful sales person and don't kid yourself, you're in sales. You want to neutralize them. That's so important because again you're dealing with the biggest asset of their lives. Their house is their biggest asset that you're acquiring from them. They're not going to do business with you unless they like you, unless the trust you. You've got to be very, very firm, but also friendly. It's that combination of building rapport and trust at the same time. That's why I like trust and the credibility is just huge. That's a key time for me. I love that 5 to 10 minutes when I first walk into a house. I am really, really honing in on their world and putting myself in their shoes. I think that's important.

Chris: Totally dude, that's--that really--that's so critical, the liking and trusting. There's a saying that if they like you, if they trust you, if you have something that they want, maybe they will buy from you. If they don't like you and they don't trust you, I wouldn't say you won't get the deal because if they're motivated enough you still may get it, but having the like and the trust is absolutely critical. It's really easy. It is guys, just be yourself. Just go in there and be yourself. They want to sell the property. You want to buy it. You can give them what they want, which is a cash offer. You can give them that, they want that. If they like you and they believe that you can actually perform, which you can, you have all the pieces in place. It's very, very simple, guys. Just go in there, be yourself, and sort it out. That's kind of--we're going through some really--some of the technicalities and everything, but at the end of the day if they like you and trust you, and you give them something that's going to--you're going to perform on a price that works for everybody, you're going to get the deal. It's not really as complicated as it seems. Some of this stuff is just stuff that comes up and maybe it'll help.

We've gone through and we say okay let's take a look at some of the paperwork and we're going through the paperwork. We're giving them some of the things that they want. We're taking up that cycle and we're letting them get comfortable after every test close. Now let's assume that you give a test close and you get some feedback. You get something that stops. You say what day works for you and they say well, we don't know or we need to make sure XYZ, we need to make sure Uncle Pauli has his 44 Chevy out of the backyard. They didn't make Chevy's in 44. You know what I'm saying. Let's say that Uncle Pauli needs to get his tree out of the backyard. Any time that you hit an objection, stop what you're doing and take it back to comfort. Stop, take them back comfortable, and take care of that objection. When people are giving your objections nobody cares about Uncle Pauli's tree. If you're getting objections something else is going on and you need to find out what it is. Maybe it's the tree, but 99.9% of the time, if you're getting an objection, it's price. You're having a price issue.

You need to make sure that you address that and get to the core. You get--you start going through the contract and you say okay guys, they had mentioned $275 and you had mentioned $175. They said they were flexible. You told them, you said maybe I could get up in the high ones or something like that. They're kind of expecting that you're going to be up in the high ones, $190 and they think that you're going to come down to about $210. That's as low as they want to go. Maybe you're willing to pay that. You don't say that. You never, ever, ever, ever say what you're actually willing to pay. What we do is we use a third party. We say you know what, Ryan says this all the time. You know what, I'm approved up at this price at $190, that's what I'm approved at. This is when we start talking about price. We take a look at it, we write it in there, we say guys I'm approved at $190 on this house. Now, at that point you're going to find out where they're at. They're going to say no, we wouldn't do that, we wouldn't want to do that. He says why.

We bring out a contract sheet and we walk them through. Here's market value. Here's what all the costs are. At the end of the day guys, we just need to make sure that we don't lose money. That way you're not a bad guy, you're not the opposition, you're not the enemy. You're saying hey, I've got to make sure when we take on a project, that we stay safe and that we're able to make a little something. It's not about us getting rich off this one deal, it's about making sure that we don't lose money. In real estate a lot of times things cost more than you think that they would. They say that they want to be at $210. That's what they want. You tell them you're approved at $190. Maybe you are willing to pay $210, but I'm going to tell you something, you fight every inch of that way. This comes back to the emotion. They want to be here and you're telling them you're here.

Every $2500 you give up, you fight--you make them negotiate that out of you. By doing that, they're going to feel like they're twisting your arm and they're going to feel better about the transaction. The reason--that's critical. You do, you get it signed up at $205, pretty normal, you're going to meet somewhere in the middle. Think of that when you're using your price. You're going to have to give up something. Whatever you say that your approved price is, you're going to have to flex on that a little bit, probably. You do that. The reason that it's important that they feel like that they've twisted you up and they’ve really rang it out of you, maybe you pay the closing costs, whatever. The reason that you need to make them feel they twisted you up is because when you walk out that door, they're going to have a conversation. That husband, that wife, that brother, that sister, whatever, they're going to have a conversation.

I'll tell you something, the contract, that's the beginning. That's the beginning because people come back and say well I want more or whatever. You want them to, when you walk out the door, say well it wasn't what we wanted, but he really--I feel like we did really get the most out and what he was saying was accurate. I think that we really got the most out of him. You want them to feel confident moving forward with the transaction. Once you get that, you tell them. You set up the timeline. Remember, you're in control. You get that contract and you say okay guys, here's what we're going to do. I'm going to take the stuff, I'm going to make some copies for you. I'm going to send them right over to you. You guys are going to have copies and I'm going to send this off to escrow. You give them the escrow information. Here's escrow.

What I'm going to do over the next couple of days is, I trust you guys, you guys are very reliable. I'm sure your title will be clean, but it's really important to us that we check out the title. You say I'm going to submit this to escrow. I'm going to set up escrow, I'm going to send you their information and I'm going to run the title, make sure the title's good. As soon as I see that title come back clean, I'm going to send it over to you. I'll give you a copy of it and we're going to be ready to move forward. Like I said in the beginning. Not everybody is that motivated, but some are. Quite frankly, enough are to make a lot of money every single month, you just have to filter through the ones that aren't. That's actually the whole process. That's how we go through it. That's how we get contracts. We can answer some questions really quick and then we will talk about the HUD, splitting up your HUD. We'll talk about excise tax. We'll talk about the assignment and making sure that you don't have any bubbles in the closing that lose the deal because I can tell you just from these little things, in closing, I've lost some deals that I would have liked to close. Probably in the hundreds of thousands of dollars over bubbles. We're going to help you guys out, help you skip some of those mistakes that come up. What do we got, Joe?

Joe: Let me jump over to the question. Good stuff man, really good stuff. What is the best way to determine comps on a property? That's a good question. I can touch base on this, I actually have this as one of my bullet points that are up here in my notes on my desktop. I'm just going to read through it real quick, kind of give you a little bit of a breather, Chris. It's a great point. Part of the deal besides negotiating with sellers, people, is evaluating the deal. Your negotiation is going to depend a lot on your ability to evaluate a property, determine the value, and then determine the profit potential. To do that we have to figure out what that property's worth. We figure out what that property is worth by pulling comparables. This is very simple, but I want everyone to get pen and paper out, write down this criteria for pulling comps on a property.

You want to pull comparable properties within a half-mile radius of the subject property, of the property that you're looking to buy. You want your comps to be within a half-mile radius of the subject property. You want it to be six months back in terms of when these comparables were sold. When you're pulling your comps you want to make sure that these houses were sold within six months. It does you no good if properties were sold two years ago that you're looking up. You need current events here, you need current properties. The square footage needs to be between 80 and 120% of the subject. Meaning if the property's 1,000 square feet, you've got to look up comps that are 800 to 1200 square feet. Makes sense? You want the bedrooms and bathrooms to be similar here. You want the bedrooms and bathrooms to be similar here. You want to be within three, four bedrooms if it's a three or four bedroom. It's hard to compare a two bedroom house to a four bedroom house for obvious reasons. The condition of the property. Make sure that you're pulling your comps in an after-repair value condition. There's going to be comparables out there that aren't fixed up. You cannot compare an after-repair value, ARV property to an as-is property when you're pulling your comps.

You want to make sure that the external functionality is similar. What I mean by that is the actual location. If your subject property sits on a busy street then you cannot compare comparables that are on quiet, nicer streets. You're going to have to subtract a lot for that property that's on a busy street because people don't want to live on a busy street. The value is going to go down a whole lot on a busy street. Another example of that is if it's near a highway and the higway's visible or can be heard or if the property is near a commercial factory or an industrial area, you can't compare that property to a property in a nice residential neighborhood. As you go out and meet these sellers, you're going to go out and drive the comparables, which is an important aspect of this. You're going to go out there and drive the comparables of that property an hour or a half-hour before you meet that seller so you have a really good idea of the neighborhood, you've got a really good idea of what's selling and the similarities in that neighborhood for that subject property. Stanley, I hope I answered your question there. You definitely want to be very, very specific on your valuations. That's important. Anything you want to add there?

Chris: No man, but that did make me think of a few different things. That's so critical about the comps. Like Joe was saying, you want to go out before you actually go to your appointment. Some of this stuff, again, I apologize, sometimes we gloss over it because it's so normal, but you want to go through and you want to look at all those comps because part of what you're going to do to get the price that you want is that you need to educate that person. Like John and I were talking about, they say this sold for $325. No it didn't, it sold for $179. It was listed for $325, but it's your job to understand what that property actually sold for.

It's your job to have a good idea of what stuff is selling for so that you can educate that person. Through that you're going to do two things. Number one, you're going to bring them from the moon down into reality and you're also going to build your own credibility because they're going to recognize oh, this guy knows more than I do, what I believed wasn't right. What that does is it takes their anchor away. In their mind they’ve said oh this is worth $325 and they stuck and anchor in there. What they might want to do in the negotiation is meet you in the middle. As soon as you say oh that didn't sell for $325, that sold for $179, sold for $279, that anchor goes away. Now we're starting over. That's absolutely critical. That's right, Joe.

Joe: A couple others have trickled in here, brother. How is your time for your cash buyer to react built in here at the same time as the sell? I'm not really sure what you're meaning there, Cynthia, but I'm assuming she's talking about the marketing for our cash buyers at the same time as marketing for our sellers. If you're doing reverse wholesaling, if you're doing the Kent Clothier reverse wholesale Cynthia, you're finding your cash buyers first. You're finding your cash buyers first and you're figuring out exactly what they're looking for. That's going to dictate to you how you go about finding sellers and using the find motivated sellers now and or the 1-800-sell now or together to target your marketing.

If you have five cash buyers that want zip code 22222 and 33333, well now you know to market fine motivated sellers and send out letters to find motivated sells now in zip codes 2222 and 33333. You're letting the buyers dictate your market to you because instead of aimless mailing the find motivated sellers now all over the county, you can get really targeted and you can get really specialized with your motivated sellers marketing because you're only marketing in the exact areas where your cash buyers want to buy. That's reverse wholesaling. That is working smart. That's not working hard. That's not working aimlessly. That's working smart. Again, write that down, target marketing and market research, that's what these systems do. The find cash buyers now and the find motivated sellers now makes you an expert market researcher. You have access to all the cash buyers that are buying throughout the entire country. Then you have access to a nationwide list of vacant property owners where you can market for them in the same areas where you did your market research for cash buyers. That's the idea there and I hope that kind of hit home, Cynthia. That's what you want to do in terms of marketing for cash buyers and marketing for motivated sellers at the same time.

Another question here, Shawn, this is already asked so I'm going to touch on it briefly. He asked about short sells. We don't do short sells, we refer short sells out. That's another income opportunity for you, but we do not manage the short sells ourselves. We do not take on short sells. We don't work with loss mitigation. We'll refer that to a broker or to a short-sell negotiator. Thanks for the question. How many letters do you send out a month for one deal? That's an open-ended question, Dallas. It's a good question, but I can let Chris answer this. This really depends on a couple of different factors. It depends on how well you communicate with those sellers and things of that nature. There's not set number, but if you market every single month, and Chris can get up here, if you market every single month you're going to create leads. You're going to create opportunities with motivated sellers. You're going to be able to put something together. Chris, do you want to touch base on that, how many letters it would take to get a deal. Again, that's a very open [inaudible 0:55:42].

Chris: Yeah, it is. It's very open. Everybody asks that question, by the way. I ask myself that question. The real answer--again, this is . It depends. It does, nobody likes that answer by the way. Everybody's like oh gosh just tell me where the end of the rainbow is, I want to go get the gold. What I say is this, if you're serious about this and you want this to be your business and you want to make $10,000, how much would you spend to get $10,000? That's an average assignment fee. How much would you spend to get $10,000? If you think that you're going to send out 100 letters and you want to spend less on your marketing or your business, which will give you complete freedom in your life that many, many people in these systems have gotten, if you're spending less on trying to build your business than you do on your cable bill, get out. If you care more about making sure that you can see Game of Thrones than you do on growing your business, this ain't for you. Someone like me or Joe, or anybody else out there that's dedicated, is going to eat your lunch.

The real answer is send out as many as you can. There are people in there that have sent 250 and got deals. There are people in there--somebody the other day posted that. They sent out 250 postcards or something and got a deal. The real answer is it depends, but I'd send out as many as you can. Assume that if you send out 100 letters and you get five or six phone calls, I would send out 300 letters. If you get 20, maybe you get 25 calls, you're probably going to get a deal. For what it's worth, not all deals happen immediately. Some people need to marinade. They just need to kind of soak in their own pain long enough to realize what a cash offer is what they want.

Joe: Chris, that's a great point. Everyone write this down. People are--people think everything's a genie in a bottle. You send out 200 letters and you're going to get $1 million in the mailbox coming back to you. That's not the case here and just to touch on Chris' point, there's people out there that truly, truly are intentional. They're just so focused in on their marketing and they answer their phones and have systems in place. Those are the people that are closing deals. Don't think you're going to send out 200 letters, I'm so serious about this. Cash buyers, too. If you think you're going to send out 200 letters and get $1 million in your mailbox, then you're not the right fit. At the end of the day, the money is made in the followup just as much as it's made in the initial marketing. I'll repeat that. The money is made in the follow up just as it very if not more important than the actual initial marketing. That follow-up, right Chris, should say people need to marinade a little bit. I've talked deals. I've put deals together where I've had conversations with a seller for five months before I ended up buying his property; five months. Five months of two to three weeks giving that person a phone call checking in. The money is made is made in the follow-up.

The more that you follow-up and the more that you build rapport, that's how you create money. That's [inaudible 0:03:23], but especially with direct sellers. Like Chris said, not everyone's ready to go right away. They want to get to know you first or they just want to go through the process. There's people out there that after the first phone call they never follow up with that person again. They're the ones that lose out on deals. You can't judge marketing off of one campaign. If you just settle on sending out one campaign and then not mailing ever again, you're wasting your money. Save your $200 and go on a weekend trip. At the end of the day it is so important that you understand that it's about the follow-up and it's about marketing consistently. That's what I've got, Chris.

Chris: That's absolutely right, man. People's lives change. What's critical is that this is very much a timing thing, which is why when you ask how many the answer is it depends. Sometimes you're going to hit somebody that has a real specific need, they're getting divorced. Mom just went into a nursing home and for what it's worth, the list that we use to find motivated sellers, when we're mailing people, the numbers tell us that that gives us the highest return on dollar. How many do I send out? I send out thousands a month because I know that my system works. I know that my list is a good list. If I do that, if I decide, which I decided a long time ago that I'm committed to my business, which is why we're here today. I decided a long time ago that I'm going to do this. I had no problem. It wasn't a question of whether I'm going to do this or that. I was just like dude, I'm down, let's do this. I just started sending out mail.

At this point, I can send out a lot more mail because I know that my list is good. I know my vacant list is good and it's going to provide me some income. If I don't get a deal but I'm still passing on short sells, I'm still going to get paid. That follow-up is absolutely critical, guys. You're paying. When you stick a stamp on there, you're paying for a lead. Those leads are expensive. They're not that expensive, but you're paying for them. You keep that and you keep those things in a bag like they are gold. Like Santa came down the chimney and you left a big bag of presents right under there. You put it in your closet because it's gold. You have to follow up with those people.

Joe: Not just I the hard calls, right, of your marketing dollars, but the gold you're referring to is the opportunity call. One lead can be $100,000 profit on the right deal. It could be $100,000 profit. It could be $50,000 in profit. That's a year's salary for a lot of people. Don’t take the lead lightly. I said that the whole time for my team. The leads cannot be taken lightly. Just to get back to what you're saying, they're still important.

Chris: We had--did a deal last year. I think the assignment was $94,000 on an assignment. That person did not respond to our first letter. They didn't respond to our second letter. They did respond to our third letter and I'll tell you what, whatever that was $1.50 in stamps, it was worth it to follow up with that person. It took four months, five months, something like that. I don't remember. It was a bit. It ended up being the fattest assignment of the year for me. It takes the follow-up. You have to be committed to your business. You have to treat all of those calls--you have to answer your phone and treat all those calls like they're a potential seller until they disqualify themselves. A lot of the people that say up front that they don't want a cash offer, they say that they don't--we're looking for more, that might be true today, but it might not be true next week.

See, you don't throw it away and go oh I'm going to go watch football. You file it. You keep track of those and you treat them like they're gold. Quickly, there's a few things, I saw some questions in there that I wanted to mention that I know that I left out when we were going through signing up. Two things that I want to hit real quick is if anybody asks about the assignment, because people say well what is assigned. For what it's worth, newbies are always really worried that somebody's going to ask about that. Nobody ever asks about it. Once in a great while somebody will say what is that. I can tell you that in the last eight years that's happened less than--I can count on one hand how many times people say that.

Typically, I just say oh I have money partners and we like to put this into an LLC. I'm the acquisition guy. I come out. My money partners, the ones that tell me the price, they're just bean counters. They sit at a desk and they tell me what to do but, they insist that we put it into an LLC. Anyway, I continue to go through the contract. You're in charge. Do not go down rabbit holes on stuff like that. Tell them very clearly I've got a money partner and we always put it into LLC, anyway, what day can [inaudible 0:08:41] can move out. You don't go down the rabbit hole, you just move right through it. Access, you're going to want access. In there, I just say hey, by the way, we're going to throw a lock box on the place. We need to make sure that our contractors can get in, make sure that there's nothing going on that I don't see, just real quick. We'll get these people in here and out. Nobody ever has a problem with that. I shouldn’t say never. Once in a while it's an issue and you can always make some arrangements, but most of the time it's not a big deal to tell them you're going to throw a lockbox on. What you're going to do is you're going to have your buyers come through.

I don't like to go out to properties. I just tell them hey there's a lockbox on there. I've already talked to this person. They're already set up. They're already keyed up. I just send them out to the property. Call me when you're done and by the way, do it fast. You guys want Joe's email again? I'm going to write it up here. Now we're going to talk about some of the closing stuff. Let's talk about the HUD real quick and what we do. We get a contract, we come home, I take about 20 minutes and at this point, like I said, this is a business. I don't do any of this stuff anymore. I have people that I've trained well enough that their job is easy too. They simply come in, you take the photos and you put them on. I use Picasa. You can use whatever you want. I put them on Picasa. That's the first thing. I tell title--I open title and escrow. What does that mean?

Well, what it means is that I took that contract and like I said actually my acquisition manager does it, but throws it on the fax machine, sends it over to escrow and just puts it in there. Send the contract and put in the email please open title and escrow. What the escrow company does is they pull a title. They'll send it to me a day or two later, whenever it's done, and they put together the closing statement so that I can see. The closing statement is a HUD, of course. I tell them that I want to see a HUD. Now, really quick on the HUD, I've got my buyer. I stick my buyer's name in there. I say here's my buyer, stick their name on the contract as the buyer. I also send escrow and assignment once my buyer's agreed to buy, which is never a problem, you're selling them something cheap. If you've done your job with the find cash buyers then you're cash buyers are in place. Not a problem, you have them fill out the assignment. I send that over to escrow, as well and I have them shoot me a copy of the HUD. I say let me see the HUD. The reason I do this is because you need to review that HUD. I have them split it up so there's a buyer side HUD and a seller side HUD.

The reason that I do that is because--this is for assigning properties. If I'm going to make a $25 or $30,000 commission the buyer is going to see that. If they have a problem with it, peace, get out, but I don't necessarily want the seller to see that I'm going to make $20, $30, $40,000. What I do is they see one side that says I'm paying exactly what I agreed to pay. I'm meeting my end of the bargain on that seller's side and the buyer signs something saying here's what they're going to pay. It also shows my assignment fee on there. Just make sure the escrow company is willing to split those up for you. Completely legal. There's nothing wrong with it, but a lot of places are just accustomed to putting them all on one. For investors, you typically want them split up because you don't want somebody showing up at escrow saying what's this, I don't want to do this, you're going to make too much money. That's how you avoid that. You simply have them split up the HUD.

The other reason is because you want to have the HUD reviewed. You want to take a look at it and make sure that there's not costs on there that are--if you told the seller that you're going to pay their closing costs you want to make sure that escrow did their job and put the closing costs in the right place. You just want to take a look at it, make sure nothing's wacky. If you have questions ask escrow, that's what they're there for. They'll walk you through it, but you always want to take a look at it because the last thing that you want is a surprise on closing day, for somebody to show up and say oh I don't want to do this. You said you were going to pay my lien. You said you were going to pay my code vio, or something like that. All that stuff will come up on your title.

Your title report is going to tell you what's owed on there. Your title report will say there's a mortgage on this property, taxes are owed on this property, this person owes money to the IRS, this person owes money for a code violation. Any of that kind of stuff. You'll want to take a look at the title. You'll want to take a look at the HUD. When those are good, you're good to go. You just send everybody in. I never even show up at closing. I send my buyer in. I tell then when to show up. Send the seller in, tell them when to show up and it's done. With some people, if you have a really crazy seller and they're really sketchy and sometimes that happens, sometimes you get people that are a little bit outer spacey, you might want to have somebody go out to their house, pick them up, and make sure they get to closing. I actually had a guy one time that didn't have a car. Actually, that's happened a few times, didn't have transportation. We had to go in, pick him up, drive him to escrow, drive him back home. Do whatever you need to do to get the people to closing. That part of it, I think, really is that simple. Joe--

Joe: I'm still with you, Chris. I just jumped out. I'm still with you brother, I just jumped out the conference room real quick.

Chris: I think--I'll answer a question or two here. Let's see, Chris, who pays for the title search? I don't pay for my title searches. Title searches, a lot of companies will do them for you for free if you're doing business with them, if you promise to do business with them. They'll just give you the title search, you're not going to have to pay for it. There will be title insurance. Typically the buyer pays for that because I'm not going to pay for somebody else's insurance on their property. That really just--the title insurance depends on how much they're going to pay and how much they want to insure it to. Maybe they want to ensure it to $100,000, but they pay for their own insurance. The title report doesn't cost anything.

Joe: Let's see, we've got another question here--

Chris: Somebody asked, really quick--

Joes: What's the best way to handle pre-foreclosures? Well, at the end of the day you go through the same exact evaluation process. You go through the same exact interview process. It's just foreclosure is another form of a motivated seller. What you need to do is find out exactly the foreclosure situation, how far along are they in the foreclosure process? How much do they owe on the property? How much debt is there? Find out if it's upside down or not. That's going to help you in determining what you're going to do with the property, Sherita. You need to figure out exactly how much debt there is, how many months that they're behind on payment. What their monthly mortgage payment is. Just get all the details there in terms of the financials that way you can determine what you need to do with the property. At the end of the day if the property's upside down, that's when you know it's a short sell. If the property has equity and there are cases where a pre-foreclosure might have equity in the property then you might be able to buy it outright or you might be able to wholesale it outright. If the property's worth $150,000 and they have a mortgage for $60 and they're behind on those payments then there's potential for you to buy it.

Nothing changes for you because it's a foreclosure. You just find out their needs and what the solution is for them and then you just build rapport and nothing changes. Everything Chris has gone over, nothing's going to change for you, Sherita. Question from Dennis, what's the percentage of time that isn't assignable? I'm not really sure what you mean by that, Dennis, but the contract there is going to always be assignable if you have the and/or assigns in there. Like Chris alluded to, every contract in America is assignable unless it says specifically that it's not assignable. A quick note on that, that just gave me a reminder, on your contract with your wholesale buyer, I know I'm jumping ahead here, but when you're selling the property to a cash buyer you are to put in that contract that it's non-assignable because your cash buyer is going to be buying it directly. I'm just going to be very clear here. Your contract with the seller will call back the [inaudible 0:18:14] contract. Your first contract is going to be assignable because that’s the contract that you're assigning. Then your second contract with the cash buyer is going to be nonassignable because you don't want your cash buyer assigning it. You want that cash buyer to close on it. That's your fee to see contract. I just wanted to clarify that real quick.

Property address and mailing address is the same. Home is vacant and abandoned, rotting away, owner is believed to be deceased. This is a good question, Chris. I'll let you handle this one, buddy. This is a great question. I want to repeat that. On the find motivated sellers now system the mailing address and the property address is the same, what do you do?

Chris: I'm so excited right now. Do you really find that? Do you think they're dead? In the RSS system, which is the rapid success system, there's a tips and trick piece in there. There's a video training series. I'll tell you guys, I mention this all the time, more than 30% of my income last year came from vacant properties with a vacant address the same as the mailing address. Obviously you don't want to mail these people because nobody's there. Somebody in the forum has mentioned, in the group, had mentioned I had some letters bounce back. Yeah man, of course, the property's vacant. Of course it bounced back. If your vacant address is the same as the mailing address it's going to bounce back to you, nobody's there or at least they weren't there recently. You want to separate those out. Those are the absolute best leads in the system because if that person did not even bother to change their address, that house is just sitting there and mail's going there or whatever, something's going on. I don't know what it is, maybe they're dead. Maybe mom moved into a nursing home. Maybe buddy's in jail, I don't know, but something's going on. I definitely want to talk to them about it. I definitely want to talk to them and make an offer.

What you want to do is, like I said, we have the training series that goes through it, but you basically want to use some kind of people finder and find those people. You want to find that person. If they're deceased maybe that means you go find the heirs. I'll tell you what, we pick up a lot of properties preprobate. These are properties that have not been probated yet because where I'm at probate is heavily overrun. If I get something that's already been posted they might as well have a siren on top of their house that tells investors to come and make offers to them so that I have to compete. I don't like doing that. I get bit up. I have to pay too much. I don't like it. I want to be the only one at that table. Those places, a lot of times, are places where maybe somebody is deceased and they never filed a probate. You can go out, you can make an arrangement with that family, and then go through the probate process. You can get approval through a court, at least in Washington State, again, I'm not a lawyer, not an accountant, but I've gone through a lot of times, and gotten approval from the courts to buy that place in less than a week. It's a very quick process, at least here. I haven't done this in every state so take that for what it's worth. I'll tell you what if you can go out and make an arrangement with an heir, no matter where you are, you're in real good shape. Those are some of the best leads in the system.

Somebody asked about cold calling. Do we cold call? Hell yeah we cold call. For a lot of folks out there, some of the people they're saying I want to do mail, I want to get out there and talk to these people but I don't have a lot of money. My guess is that most of you have telephones. What you can do is you can go onto any one of these systems that finds people and you can get on the phone and get busy. You can talk to a lot of people just by picking up that phone. It doesn't cost any money, dude. It's completely free. All it takes is for you to want it. If you want it, pick up your phone, cold call. You're uncomfortable, me too man, everybody's uncomfortable with cold calling. It's kind of fun, love it. Just absorb how much cold calling is uncomfortable. Dig it. I think when we were down in California I made a cold call from stage to just a random number. If you want to get practice being uncomfortable just start calling random numbers in your phone. Ask them what time Elysium is playing at the movie theatre. When they tell you they don’t know, see how long you can keep that person on the phone. If you want to get comfortable with cold calling, that's how it's done. Absolutely you can cold call. There's nothing wrong with that and it's a great way to get people on the phone. It's just a matter of whether or not you want to do it.

Let's see, somebody had asked about title and escrow being the same. It depends where you are. Some states close with attorneys. Some states close with title. Sometimes they're combined. I closed a deal today through Chicago Title. They're both title and escrow. Most of the time, I have those companies separate. Most of the time I use one company for escrow and then they pull title from somewhere else. I do that because I have a relationship with the escrow person. She knows what I want and she knows how my business works, so I always use her because it makes my life very, very easy.

Joe: Chris, how would you handle a closing where the seller out of state?

Chris: Good question. So I actually--I talked to somebody about this yesterday. Before we even talk about the closing, I want to talk about dealing with sellers out of state in general or dealing with sellers out of your area. You're talking to somebody out of the area and you get somebody, they want to sell, you guys come to an agreement and you're going to send them a contract. A lot of schools of thought on this. Lots of things work. I'll tell you how I do it. When I deal with somebody that's out of the area and I'm going to give them an offer, what I do is I send a contract over. We come to an agreement. We come to an agreement on getting into the property, the price, all that kind of stuff and they say send me a contract. Okay. One thing that I'm not going to do when I send that contract is sign it. I'm not going to sign that thing, dude.

You know what, what will happen or what can happen is that they get that and then they start to get curious. They're like oh man I got this offer here, I wonder if I can get more. It's already filled out now I'm completely open, I'm copy liable. They’ve got my offer, they’ve got my signature. I'm on their watch. Nah dude, I don't do that. I even put a time constraint on there. I don't sign them. I say here's what we came to, get on the phone, I'm going to talk to you at 7. We'll walk through this contract and you can send it back to me right then. While they're on the phone we will go through that contract with them on the phone. We will have them fill it out. We'll have them fill out the price. We sign it when we get it back. Then we send a copy back to them. The reason is because I don't want to get shocked. I don't want to send you a contract on Friday and all of a sudden I can't reach you all weekend. You're not answering your phone anymore. I see on Wednesday that you sold it to Buddy for $50 more. I don't want that. Use a timeframe or don't sign it, just send them something that you can walk through on the phone and get it back immediately.

As far as closing out of states, it's not even a big deal. To be honest, I don't really know, I have my escrow people do it. I have them call and set it up. I just tell them--I have them call, arrange it, they call me and they say this is where we need the person to go. Actually, usually they call the seller and tell them where to go. They just sign it out of state, it's not a big deal at all. That's how to deal with those out of state folks.

Joe: I'm going to change the subject very quickly here. I got a question from someone that just chimed in. What's the recourse to find private lenders? We didn't even touch on that at all yet, but we actually have a system on finding private lenders, as well. It's absolutely mirrored the find motivated seller system and the cash buyers system. Databases, public records to find sellers and buyers. We have the same thing for private lenders. Again, if you have inquiries about that, I'm not going to touch on that right now and change the subject, but email me directly; joe@ and shoot me an email, and I will discuss the private lender system with you, as well to access private money through the private lender system or one of my key members will give you a buzz, okay. Thank you.

Jeff has a question, he's a little confused about using realtors to find properties. I'm not sure what you're referring to, Jeff, but we find properties through the find motivated now system. We don't need realtors to do that for us. It's a direct mail system to work directly with the seller. When you're dealing with REOs, you're obviously working with realtors. We're talking about two different strategies right there. You've got the REO properties working with relators and then you have direct seller marketing and doing direct mail through the find motivated sellers now system, Jeff. I hope that clears things up for you.

When you're dealing with an out of state, can you send the docs and close with Title Company? Chris, that'd be for you, bud. When you're dealing with an out of state deal.

Chris: Yeah, once we have a contract with the seller, which they can send directly to us, we send it off to title and escrow just like normal. We just send it off to title and escrow. We say hey we need to get this closed out and they will contact the seller. They'll set up a place that they can come and sign, and then they send it right back. It's not a problem, trust me. Again, just send it over to escrow. Tell them you want to close and the person lives in Kentucky and they'll set it up. Not a big deal. Something that, really quick, you had just talked about, Joe with the brokers, is somebody had mentioned the cold calling. It's a great way to, if you don't have a lot of money, to actually send off the letters. You do have a huge database of people that want to sell property. If you talk to enough of those people you're going to get a deal. You are going to get a deal if you talk to enough people period, but if you don't have a lot of money to spend on the mailing or whatever, something that I did for a long time was that I had access to a very good list. Like we talked about, it's the same with the find private lenders, find cash buyers, find motivated sellers, it's about the list. Sixty percent of your success is going to be that.

If you have people that you can call. If you've got a broker that you find, go on Zillow, go on anywhere and find a broker, they're everywhere. These guys are hungry. Now, like Kent talked to you about, if you're the whale, you've got your private lenders, you've got your own personal hedge fund set up through that system, they want to work with you because you're going to close. If you really want to have them come on board, give them your list. Tell them, say hey Mr. Broker, hey Sally, I'll tell you what, I've got all this money. I've got $5 million I need to spend and I know that there's the stuff on the MLS you're working at. I'll tell you what, if you're willing to do--put in a little foot of work, I'll give you access to a list of people that have a very high likelihood of selling and all you have to do is get in contact with them and bring me that contract. They will do all your marketing for you.

I've got people to go out and door knock because the list is so good. You say here's your list. Here's people that are going to put you in the middle of a transaction. All you've got to do is go out there and find it. People will market for you based on your list. You paid for the list. Give it to somebody else, let them do that and you just close on the transaction. Trust me, everybody will be happy. They can make a lot of money doing that. You just have to find somebody that's competent enough and that you know will do the work. If you give them the list you don't want them to put it on a shelf and gather dust. You want somebody that's actually a grinder and is actually going to do the job and go out there, and take that and put it to some use and bring you contracts that you can pay them for. That might take a little bit of serving. You might have to try it with a few people. Eventually, you're going to find somebody that wants to make money. You don't have to spend a lot of money on mailing if you do that. What else have we got, Joe?

Joe: A great suggestion by Steven, DocuSign is a good tool to do documents and sign documents online through authorization called DocuSign; for out of state deals. Great plan. I've actually used that before, DocuSign. Another question we've got her, I got a call from a motivated seller who has a vacant lot, Chris. I have no clue what to offer or what the value is. Well, you've got to do your research. Just like you do research on a house, right? Find out the comparables for what vacant lots have sold for in the area that's the same acreage or the same square footage. Find out exactly what other pieces of land are selling for, other lots are selling for. That's what you need to do. Just do a little research and find out exactly what's done in that area from a land standpoint.

Today, great, great point. If you're a realtor and the find motivated sellers system's a great tool for me to find listings, as well. Absolutely. Whether you're an investor or a realtor this find motivated sellers now database is just a great way, a great way to find sellers for investment purposes or for listing purposes. Huge. Huge. Question by Mark, what websites do we use to skip trace vacant property owners. Here's a free website for you right now, Mark; . That is a skip trace website. You can type in the owner's name and find addresses for an owner. That's Zabasearch. Z-like in zebra, A-B-A; A, B like in boy A . It's a free website. , that's skip trace.

Matthew, to sell a property and do business out of state, who do you need to contact first to set up an acquisition team out of state? Well, that takes some time. You're going to have to build a team of maybe some realtors or some people that are investors out there and just find the right people to work with, people that you trust. If you're mailing those people in your own backyard and someone moved out of state then you're just going to work directly with that seller out of state. You don't really need a team out there unless the property's out there, unless you're going to buy a property that's out of your backyard. If you're working with a seller that's out of state, but the property's in your backyard, you don't need a team. You're going to work directly with that seller. Actually that person here today, she had the vacant lot. Shoot me an email directly because Marie Burnham who's one of our long-time students she has buyers of vacant lots that I can connect you with. Shoot me an email, literally cool Marie. Marie is just connecting with me, she's got some buyers for vacant lots in certain areas of the country; California, Florida and some other areas. Dave, if you want to shoot me an email, joe@, I'll connect you with Marie Burnham and maybe you guys can work some business together.

Got to give a shout out to the Texas Twins. The Texas Twins giving me a shout out here on the call saying that this is awesome stuff. Just want to say hello to you guys. Again, I think people are getting confused here with out of state properties. We're not talking about making offers on out of state properties, here. Nick, I'm talking to you. We're talking about out of state sellers. The vacant property's in your backyard and the seller lives out of state. Obviously you can make an offer on that because the property's in your backyard, but it's a whole new ball game when the property that you're trying to buy is out of state. We're not talking about that right now. We're talking about sellers that are out of state. The property that you're buying is right in your backyard. Thanks, Nick. Thanks, Marie. Thank, [inaudible 0:36:51]. All right man, we've caught up on most of our questions there, Chris.

Chris: There was something--as far as the land, I sold a piece of land, I guess it was not last week, but the weekend before. Somebody's asking how to find those people. Those people are super easy to find, builders. People that want land are builders. Builders list brand new properties. If you see a brand new property pull the county record and see who the owner is. A lot of places in the country including right here, land is very tight. Land is very, very valuable because builders need land and the way that things have gone for a long time, people's permits expire and there's not a lot of land out there. If you find something, maybe it's a scraper or whatever.

Actually somebody else had done a land deal too on the group, on the Facebook group, they'd done a land deal recently, plus Marie. There's a lot of people doing land out there. Most people are super easy to find. If you want to know how to price it, a very general way to do it and it's going to vary depending on where you are, but a real general way to do it is to say what is the build out, which means what is the property that they're going to build there. If you have a neighborhood where all the properties are $250,000, you're going to build a $250,000 house. If you have a $200,000 neighborhood, you're going to build a $200,000 so how much can you pay for that land? Well, you're going to pay build out times 0.25 minus the straight and you might even be able to get away with just times 0.25. That's how much dirt costs. Unless, and you can go in and take a look and see what other dirt's for sale. Same exact thing, we're just buying something for less than it's worth and moving it along and taking a fee. It's not a whole lot--real estate is just not rocket science. It's something where if you go out, you do it, you take the action, you can make money. If you go through and you talk to enough people, you're going to do deals.

Somebody's talking about the out of state acquisition, to Joe's point, when we're talking about doing stuff out of state, we're talking about closing with an out of state seller. Now, for what it's worth, there are people using our system. This is kid of--this is more advanced stuff. Most people aren't going to want to do this right away, but you can because there are people that are using our systems that are doing stuff out of state and what they're doing is just like I said with the realtors, they're just providing people with lists and training, and saying go find deals and then they do. They have the cash buyers. They pull the cash buyers in that area. They have people that want to buy stuff. They have feet in the street. They just give them the training and they're doing it. It does work, but that's not something that I would suggest you start with. Just start in your own backyard. Talk to enough people that you're going to get deals.

Joe: Chris, real quick, sorry to put you off, but I wanted to--that's a great point. Don't over complicate things, simplify. It's simple until you make it complicated. It really is. Great point, Chris. Hey guys, we've got about 20 minutes left. We're going to finish here. We're going to get through the finish line until 7 o'clock eastern, 4 o'clock on the west coast. Michael Duvulta just reminded me of something very important that I wanted to bring up with you too here before the call's over. I want you to stick around for the end here, guys, we're going to go over some more stuff here in the next 20 minutes. Michael Duvulta asked me, personal coaching is needed in his business. He's very new to this and he's asked me how the Kent Clothier team can help him with that and who should be contacted. That's a great point. We do have access to this. There is the opportunity to work with Kent on a one-on-one basis. Again, Kent Clothier and myself to work with on a one-on-one basis. If you are interested in that, I know Marie Burnham on the call here has done that, has worked with Kent on a one-on-one basis. Chris has worked with Kent on a one-on-one basis. He'll tell you a little bit about that, but if you do have any questions or you want to learn about that, again, shoot me that email. My email's been up there the entire time; joe@. Michael, shoot me an email right now that way I can reach out to you this evening or over the weekend and we can really break that down for you. I wanted to get that out of the way over the next--before the 20 minutes is up here.

Chris: To that point, I'd seen a few people ask about that. Would have a huge coaching program or anything like that. It's much more personal, like Joe said. Kent does some personal coaching and that's a--like I said, he's my partner, he's also my mentor because there's not a whole lot of people out there that I'm willing to listen to. Working with him's a little bit different. Kent is pretty raw. He's just very--he will not hesitate to put his foot directly inside your butt. He just--he is--he will kick you.

Joe: Yeah, it's what you need to do.

Chris: If you want reality, the guy's Captain Reality and it'll just come raining down. My business, when I went down, I had this attitude that I've got this down, I've got this going on and I already know what I'm doing. In reality, I just--I never had somebody check me. I got checked. Since then, my business has increased dramatically. Quite frankly, my perspective on my business and my life has changed, and that has grown my business. It's also--I'm not going to dig into it a whole lot, but it's probably the best money I ever spent. It wasn't cheap, though.

Somebody had asked, really quickly before we hop off, somebody had asked how often do we update. I have a lot of questions too about where the stuff comes from, where the information comes from because it seems crazy that we get all of this. Guys, we have about 125 thousands lines and then every month we import about 2 million vacant properties from three separate sources. They're all crossed together. They're munched. They're brought up to date. Somebody had asked about the address being up to date. It--everything is as up to date as possible. Some of that we get from the US Postal service, is one place that it comes from, but that's not completely accurate so we get it from another place, as well. We munch it together so our accuracy is well above 90%. These are properties that we know have been taken in the very recent past. At the end of the day, I was making a ton of money during a year with a far worse system than what you guys have access to. It's a matter of actually doing it. I think we've got 15 minutes left. We'll knock out some of these final questions and then say bon voyage, and thanks for coming to the wholesale property. Joe, what's critical that we cover before we get out of here?

Joe: Well, let's recap here. We went through hard core stuff with cash buyers, positioning and building relationships with cash buyers with Kent on the call the first hour. Then we kind of spun into the seller side where you and John took over there, kind of that initial phone call, building rapport, and negotiating over the phone, and then sitting in on the appointment, evaluating the deal. We went through a little bit in terms of the comps. I've got some notes up from here and I can kind of just go through what numbers you need to know when you're valuating. You guys can write this down too, Chris you chime in, but I'll go through some numbers here of what you need to know in terms of valuating a property. There's specific numbers that you need to know. We covered some of this already, but I just want to go through it in a bullet point right now.

You need to know the seller's asking price, of course, what are they looking to sell it for. What that seller's price is, what's their asking price? You need to know the repair costs. You need to know the total debt. You need to know the after-repair value. You need to know your maximum allowable offer, what you're going to be offering for the property. Then you also need to know your wholesale cash buyer price, what a cash buyer is willing to spend on that property. You've done your reverse wholesaling. You've done your market research first. You need to know exactly what that cash buyer's willing to pay. Let me just recap that real quick. Seller's asking price. The repair costs on the property. The total debt. The after repair value, what that property's worth when it's all fixed up. What you're going to be offering and that cash buyer wholesale price.

Again, this goes back to what Kent was talking about before when you're backing into the deal. If you know for a fact that that cash buyer is willing to spend $80,000 and you know that without any inkling of a doubt that that cash buyer is willing to go out there and spend that money, then you're just looking for a property anywhere below. That same property anywhere below $80,000, $75,000 you make the 5K spread. If you get $70, great, then you can sell it for $80 and make $10,000 in the spread. That cash buyer wholesale price is so important. Just from a valuation standpoint you need to know the repair costs. You need to know the total debt. Again, if you don't know the debt how can you make an offer of $100,000 if the debt on the property is $150? That's just common sense, but make sure that you have that correct information from the seller.

The repair costs, the after-repair value. The after-repair value is going to be what it's worth after it's fixed up. When you're pulling your comps you've got to pull after-repair value comps. Your maximum allowable offer is what you're going to offer on that property, right. You know for a fact that you cannot offer more than that maximum allowable offer. Just from a negotiating standpoint, you're always offering low. Like Chris talked about before you're working, you're negotiating, you're building rapport to get a low offer in. You never want to offer and put yourself in a position where you can't offer more than what you originally offered. What I mean by that is hey, you offered $100,000, you better make sure you can creep up a little bit and say $110, $115 and you can buy it at $110 and $115, and there's some room there for you. You've got to offer below what your maximum allowable offer is. Then obviously the repair costs. You need to know exactly how much it's going to cost to repair that property or have at least a good idea. It doesn’t have to be perfect, but at least have a ballpark idea because you're going to put that into your valuation. That's just important to know.

Again, guys, this is--write this down. Done is better than perfect. Don't crunch numbers and be an over analytical valuator. At the end of the day it's okay if your numbers aren't perfect as long as you have a general idea of what the repair costs are and you have numbers on your comparables, you're good to go. Don't sweat $2 or $3,000 in repair costs. Done is better than perfect. I guess we can write down this formula. I'm hesitant to because you don't have to run your business on your formula because what we teach is reverse wholesaling. You let the buyers dictate how you go about finding properties, but Chris if you want to write this formula down, this is the maximum allowable formula. This is ARV times 0.7 less repairs. That equals your maximum allowable offer. Now that is--this is very important. This is for rehabbing properties. This is for someone that's going to buy it, fix it, and flip it for the short term. I think that's really important. I'll repeat that, write that down, Chris this is for rehab. This is for renovations and for a retail flip. This is not for a landlord cash buyer.

So if you're wholesaling a property that wholesale deal needs to fit that formula for a fixer and a flipper. When you're dealing with a landlord cash buyer, you could throw this evaluation out of the window because they're buying for the long term. They're buying for cash flow. They're buying for long-term appreciation, maybe. Most likely they're buying for cash flow. They're more worried about the rent and the rent ability of that property, and the cash flow, long-term investors. That formula is not important for a landlord cash buyer, necessarily. Again, most importantly, putting that formula aside, it's your cash buyer wholesale price. Again, if you've done your interviewing and you've built the rapport with cash buyers and your cash buyer's willing to spend $80,000 on a property then don't worry about the formula, just make sure that that property's the perfect fit for that cash buyer and you can sell it to them for a 10K spread. I think that's important, Chris. Anything that you want to bring up there or chime in on, on that? I hope that makes sense for everybody.

Chris: I do want to throw out something to Jimmy who posted on here. I don't know if you guys were on the Q&A call a while back, but he had sent out 4,200 mailers and he said he'd made $165 so far. Most people aren't going to do that for what it's worth, that's ridiculous, but good for you. Feel free to send us a car or something like that if you feel inspired. Frankly man, that's completely extraordinary. That is huge, dude. I remember you actually saying that you were sending out that many mailers on your call. That's commitment.

Joe: I just read that, man. Jimmy, that's awesome.

Chris: I want a Christmas present, dude. I want--send me a turkey.

Joe: Jimmy, you've got to send us an email, man. Shoot me an email with that exact information. We want to put you on the website or something, man. That's--165K net, net, net all from 4,200 letters. I'm going to repeat that; $165,000 from those find motivated sellers now letters. Wow. Jimmy, that's crazy.

Chris: ridiculous. That's absolutely ridiculous, dude, good for you. I think that's pretty much it, Joe. Unless you have something else, dude, I think that we're a couple of minutes early, but to be honest with you, this is a pretty simple game.

Joe: Yeah.

Chris: It really is, it's pretty simple, pretty straightforward. If you decide. If you make the decision that you want it, go get it, everything's here. All the tools are here. You want help? Ask Joe. Talk to Kent. Talk to me. All the tools are here.

Joe: Absolutely, reach out to me. I don't take that lightly. Definitely reach out to me on the email if you have any questions at all about your business or about the systems that we talked about, or personal one on one coaching/mentoring with Kent. Please reach out to me. Just put in the subject line what you're referring to. If you want information on cash buyers, if you want information on the motivated seller system, if you want information on 1-800-sell now to brand on your letters, to use branding for your letters. Tell me if you have questions about 1-800-sell now. Tell me you have questions about working with Kent Clothier exclusively. If you have questions on private lenders, let me know if you want to know about our private lender system. We've got every area of the business covered for you; motivated sellers, cash buyers, private lenders, branding, or marketing. It's all there for you. Just reach out to me and give me through the weekend to respond back to you. We'll reach out to you either tomorrow or Monday. It'll be me or one of my key members; might be a person by the name of Brian, Mike, or Suzanne. We'll reach out to you and talk to you about your business, what you're interested in and how we can help you. This is just simple stuff here like Chris was saying, just some real talk. I love the way he put it, some real talk on real estate and what needs to be done. It's pretty simple, guys. Just stay brilliant with the basics. Go ahead Chris, close it out, bud.

Chris: That's really it, guys. Joe, I'm glad I know you, dude. I'm glad I know you. All you guys thank you for showing up. I really hope that you go out and take action to change your business, to change your life. You can if you want to, if you decide to, just go do it. Have a great weekend. In going to go be with my family. Joe, I'll probably talk to you Monday, buddy.

Joe: Absolutely, guys. Take care. Thanks so much, Chris. Thanks guys. See ya.

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