Transcripción completa de Episode 179: Stop Chasing Deals and Start Building the Team That Finds Them

00:04:32.399 I'm on my drive home, literally the same day, and Owens Corning Global, who is headquartered in my parents' hometown, called me and said, Hey, we just heard you quit your job an hour ago. 00:04:32.560 --> 00:04:34.079 Would you like to come in and interview it? 00:04:34.160 --> 00:04:40.319 And I'm like, I don't know how you found that out, but and so long story short, I ended up taking this job at Owens Corning. 00:04:40.800 --> 00:04:50.639 In the meantime, my brother is living at Nationwide Children's Hospital, and I didn't really realize the job that I took I was going to be on a flight Monday through Friday again. 00:04:50.879 --> 00:04:58.720 And so I'm about five months into this journey, and it's good Friday of Easter, and I'm sitting in the hospital with my family. 00:04:58.879 --> 00:05:05.279 And I remember looking across the room and my father sitting in the corner, and my dad owned a few companies at the time. 00:05:05.360 --> 00:05:09.759 And I was just like, Dad, how have you not physically left this hospital? 00:05:10.000 --> 00:05:14.160 Like my parents literally didn't leave the hospital for a year. 00:05:14.800 --> 00:05:20.720 And that was when he looked at me and said, Well, my teams have stepped it up and allowed me to be here. 00:05:21.120 --> 00:05:26.720 And I don't know, something inside of me was like, All right, Tiffany, you know, you want to be a mom someday. 00:05:26.959 --> 00:05:30.079 You know, something was calling me to leave my job that day again. 00:05:30.240 --> 00:05:32.079 And so I put in a month notice. 00:05:32.240 --> 00:05:33.600 I literally had no plans. 00:05:33.759 --> 00:05:35.519 I had no idea what flipping a house was. 00:05:35.600 --> 00:05:37.759 I tried nannying that lasted 24 hours. 00:05:37.839 --> 00:05:40.079 I tried bartending that lasted two hours. 00:05:40.319 --> 00:05:43.439 And basically I was a lost soul for a little bit. 00:05:43.600 --> 00:05:46.000 And my cousin was flipping houses. 00:05:46.160 --> 00:05:50.959 And so I was bored one day and I said, Hey, can I come out and see this house you're flipping? 00:05:51.120 --> 00:05:55.839 He walks me through, shows me the before and afters, and said he was gonna make$80,000 on it. 00:05:56.160 --> 00:05:58.480 And that was, you know, just kind of hit me. 00:05:58.560 --> 00:06:02.800 I said, Wow, maybe I can do this while I'm dealing with the family situation. 00:06:03.040 --> 00:06:04.480 And I asked him where he learned. 00:06:04.560 --> 00:06:06.000 And so I didn't really hesitate. 00:06:06.160 --> 00:06:10.319 And I maxed out my credit card that day, jumped into a program. 00:06:10.639 --> 00:06:16.879 And within the first 12 months of making a million mistakes, but I got my first 40 flips done as a one-man show. 00:06:17.360 --> 00:06:25.120 And I did that, you know, without a CRM, without fancy lists, without all the stuff that we do today to be at the scale we're at. 00:06:25.279 --> 00:06:27.759 And I think a lot

of times people overcomplicate it. 00:06:27.920 --> 00:06:30.879 And ultimately, I got about 40 flips done our first year. 00:06:31.839 --> 00:06:33.839 So you and Josh were already married. 00:06:34.079 --> 00:06:34.639 No, no, no. 00:06:34.800 --> 00:06:35.360 We were dating. 00:06:35.519 --> 00:06:36.399 You were dating at the time. 00:06:36.480 --> 00:06:36.639 Okay. 00:06:36.720 --> 00:06:39.279 He got the one that started Heels Holmes. 00:06:39.360 --> 00:06:39.519 Yeah. 00:06:40.240 --> 00:06:40.879 Yep, yep. 00:06:41.040 --> 00:06:48.480 So Josh was in commercial construction, and he would come home from work and help me on off hours. 00:06:48.720 --> 00:06:52.319 I get the question a lot around like how do we manage being married and all that. 00:06:52.480 --> 00:06:58.160 But yeah, I was engaged and I called off my future marriage at one point because it was just a lot of work. 00:06:58.319 --> 00:07:02.959 Like I think, you know, a lot of people want success, but they don't understand what comes with it. 00:07:03.199 --> 00:07:04.720 And it was a lot of hours. 00:07:04.800 --> 00:07:06.800 I mean, it was like 18-hour days. 00:07:07.040 --> 00:07:18.879 And so I called off our marriage for like a total of 24 hours and realized that the reason why it was hard was because he was still working a full-time job and doing this. 00:07:19.120 --> 00:07:24.000 And so about a year into it, he finally left his job and came in full-time. 00:07:24.160 --> 00:07:27.199 And we went from 40 flips our first year. 00:07:27.360 --> 00:07:29.279 We learned how to wholesale our second year. 00:07:29.360 --> 00:07:32.319 We went from 40 to 165 our second year. 00:07:32.480 --> 00:07:38.720 And then we did a lot of things wrong our second year, just a lot of learning mistakes of building out the operation. 00:07:38.879 --> 00:07:47.680 And it ultimately came basically crashing down my second year, rebuilt the thing in 90 days, and did 300 plus ever since every year. 00:07:47.839 --> 00:07:51.360 So you're blowing like the high levels slow down a little bit. 00:07:52.079 --> 00:07:57.279 Because those numbers, people were like, Oh my god, wow, if I could do 40 flips in a lifetime. 00:07:57.439 --> 00:08:04.560 I mean, tell us a little bit about well, it sounds like you obviously you had an entrepreneurial spirit from your family. 00:08:04.720 --> 00:08:06.240 Your father was an entrepreneur. 00:08:06.480 --> 00:08:10.079 Yeah, I mean, I don't know if he is the reason why or not, but yeah. 00:08:10.240 --> 00:08:14.959 I mean, in corporate space, I moved up the corporate ladder every year, and you know, I'm just super driven, I guess. 00:08:15.040 --> 00:08:15.439 I don't know. 00:08:15.759 --> 00:08:16.000 Yeah. 00:08:16.079 --> 00:08:27.920 Well, I mean, and then obviously your dad's success in his business to be able, like you said, to stay in the hospital for a year, you know, with a family member that says that just says a lot about him and and his success

and the leadership. 00:08:28.000 --> 00:08:37.120 Because I know, you know, just you know, again, combing through your websites and so forth, you you talk about a lot of these themes, which you know, just that story about your dad just resonates. 00:08:37.440 --> 00:08:46.320 How because I think you know, there's a lot of people, and I'm sure you run into it a lot, a lot of people want to get into flipping and so forth, but they're stuck in that nine to five corporate rut. 00:08:46.399 --> 00:08:52.480 They don't know how to get out of it, and others don't want to make the leap because they just aren't comfortable, obviously, with the risk. 00:08:52.559 --> 00:08:58.240 And that's where that entrepreneurial spirit in my mind, you know, my parents were entrepreneurs as well growing up. 00:08:58.399 --> 00:09:00.879 But let's go back to you getting started. 00:09:01.039 --> 00:09:06.000 I mean, literally, I don't know if we want to say day one, but you decide you want to get into this. 00:09:06.480 --> 00:09:07.679 How do you get off the ground? 00:09:07.840 --> 00:09:12.799 How do you get into that first flip to get going and then literally do 40 in the first year? 00:09:12.960 --> 00:09:16.480 I mean, was the market just ripe for the picking in your area? 00:09:16.639 --> 00:09:20.799 And then what are some of the things that that you did to get really off the ground initially? 00:09:21.039 --> 00:09:26.080 Yeah, well, let's start with, you know, when you made the comment about like nine to five and the risk and all that. 00:09:26.240 --> 00:09:30.080 One thing I take a lot of pride in is, you know, results driven is a pretty big company. 00:09:30.159 --> 00:09:34.240 We've we've got, I don't know, I have no idea 60, 70, 80 people. 00:09:34.559 --> 00:09:46.559 And ultimately, even my leadership team who work 60 hours a week minimum, they, you know, for example, one of my leaders has already done a hundred deals this year on top of working for me. 00:09:46.799 --> 00:09:52.960 And so I think that it's a self-limiting belief that you can't flip houses while working. 00:09:53.200 --> 00:10:02.000 And so I just want to point that out that I think we have to shift our mindset in society that it's very doable to do flipping houses while working. 00:10:02.320 --> 00:10:09.600 In terms of what I did my first year, I don't know if it would work as much today, but back then I took the foreclosure list. 00:10:09.679 --> 00:10:10.879 That's literally all I took. 00:10:10.960 --> 00:10:17.360 I went to the courthouse, I got it straight from the courthouse, and then I would hand manually skip trace them. 00:10:17.600 --> 00:10:22.320 I would use my cell phone, I would call them and door knock them and just solve their problem. 00:10:22.480 --> 00:10:23.840 It was really that simple. 00:10:24.080 --> 00:10:29.360 And then ultimately the next step is you can either wholesale the deals, which I wish I would have done my first year. 00:10:29.519 --> 00:10:31.679

I wish I wouldn't have jumped into flipping first. 00:10:31.840 --> 00:10:32.080 Right. 00:10:32.240 --> 00:10:33.679 I wasn't educated on it. 00:10:33.840 --> 00:10:37.679 So I would do that first if I were new, and then I would flip. 00:10:37.919 --> 00:10:41.039 But ultimately, I had to learn how to raise private money. 00:10:41.200 --> 00:10:42.559 And so, what did I do? 00:10:42.799 --> 00:10:45.840 Both circumstances, I went all in on getting educated. 00:10:46.000 --> 00:10:53.919 So I feel like that's one thing that I have really stood by is when you don't know something, you find the person who can get you the knowledge as fast as possible. 00:10:54.159 --> 00:11:00.559 Because making the mistake doing it is way more expensive than having someone that's going to teach you to do it that's already been there, done that. 00:11:00.720 --> 00:11:08.159 And a lot of times people don't think that way, and then they just end up learning the hard way by making the expensive mistake and then saying, Oh, I wish I would have gotten help on that. 00:11:08.480 --> 00:11:09.679 Well, Tiffany, where did you go? 00:11:09.759 --> 00:11:14.960 You you mentioned the education, you maxed out a credit card to get this education. 00:11:15.200 --> 00:11:29.679 Tell us a little bit, you know, what was available at this time when you're getting your education, and obviously how that is, you know, if we want to kind of jump forward a little just a little bit, how you realize what wasn't available then to now, obviously, you provide now. 00:11:29.840 --> 00:11:33.840 I would imagine you provide a better education than what you actually got at the beginning. 00:11:34.159 --> 00:11:34.480 Yeah. 00:11:34.720 --> 00:11:38.720 So I joined Fortune Builders back in the day, which is no longer operating. 00:11:38.879 --> 00:11:44.559 They were phenomenal at teaching you how to flip a house and how to raise private money. 00:11:44.879 --> 00:11:56.399 Now, what happens to most entrepreneurs or all of them is they don't tend to build teams and they get stuck being the solopreneur and they're doing everything. 00:11:56.559 --> 00:12:01.679 They're the admin, the inspector, the project manager, the salesperson, the marketer, all these things. 00:12:01.919 --> 00:12:04.720 And so no one really ever scales. 00:12:04.799 --> 00:12:09.440 And a lot of times people get into real estate because they think they want money. 00:12:09.679 --> 00:12:13.279 And the reality is they want both financial freedom and time freedom. 00:12:13.360 --> 00:12:15.519 And when you have them both, I call it option freedom. 00:12:15.759 --> 00:12:18.159 Option to do what you want, when you want, with who you want. 00:12:18.399 --> 00:12:20.320 And that's what they really want. 00:12:20.559 --> 00:12:26.639 People really want to be able to live in peace on their own time, pick up their kid from school, not miss their games. 00:12:26.879 --> 00:12:29.840 And in order to do that, we have to use leverage. 00:12:30.000 --> 00:12:36.240 And I think that's the part that people a lot of times it holds them back because of whatever self-loaning beliefs there are. 00:12:36.320 --> 00:12:39.360 They're scared to leverage other people's money because what if they lose it? 00:12:39.519 --> 00:12:42.960 They're scared to hire people because what if they don't perform? 00:12:43.279 --> 00:12:49.600 They're scared to invest in equipment or marketing because what if they fail? 00:12:49.759 --> 00:12:49.919 Right. 00:12:50.080 --> 00:12:55.120 And so when they talk to themselves this way, it typically never progresses and moves forward. 00:12:55.440 --> 00:12:55.919 100%. 00:12:56.480 --> 00:13:02.159 I would imagine, well, I mean, that because that's eventually we would get to this topic, and you you just brought it up. 00:13:02.399 --> 00:13:05.679 Is you were talking about someone can work and still flip a house. 00:13:05.759 --> 00:13:12.159 Well, I'll imagine to be able to do that, at least in scale, you're hiring contractors and so forth now. 00:13:12.320 --> 00:13:13.360 We're here in Florida. 00:13:13.600 --> 00:13:18.879 Contractors don't have a great reputation, but I can't believe it's much different, much other places. 00:13:19.120 --> 00:13:25.679 And obviously, I would imagine in your training is how to find these right people that you're talking about. 00:13:26.000 --> 00:13:26.639 Yep. 00:13:26.960 --> 00:13:40.480 Yeah, I mean, we always recommend finding a GC first when you're getting started because being a project manager, if you've never been in construction and managing all the subs, although we train it, we recommend hiring a GC first. 00:13:40.639 --> 00:13:51.039 I mean, I have been flipping hundreds of houses a year for a decade now, and I haven't stepped foot in a property that I've owned in maybe five plus years, six years. 00:13:51.279 --> 00:13:52.799 It's all around systems, right? 00:13:52.879 --> 00:13:54.080 It's all infrastructure. 00:13:54.320 --> 00:13:58.399 Flipping a house is not a unique thing, it's a copy and paste system. 00:13:58.639 --> 00:14:00.799 How I do it is how someone else can do it. 00:14:00.960 --> 00:14:03.679 It's really nothing that's like we need a patent on. 00:14:03.919 --> 00:14:10.320 And ultimately, it's really about just following a system and not trying to figure it out on your own. 00:14:10.399 --> 00:14:14.240 When you try to flip a house and figure it out on your own, that's when it becomes a disaster. 00:14:14.559 --> 00:14:22.320 I would just as the finding the right people, the right contractor, obviously, who's going to show up and do what they say they're going to do and all that stuff. 00:14:22.480 --> 00:14:30.559 I would imagine the other hang-up is well, what if I can go out and look at this property, but what if I don't realize? 00:14:30.720 --> 00:14:32.080 Well, I'll give you an example. 00:14:32.240 --> 00:14:35.360 My wife and I, right after we got married, we flipped the house.

00:14:35.440 --> 00:14:37.840 We were actually living in Little Rock, Arkansas at the time. 00:14:38.000 --> 00:14:42.799 And it was a HUD house that had been out there, no one was buying it, so there was up for investors. 00:14:42.960 --> 00:14:46.559 And so we went in and it mentioned something about a leak. 00:14:47.120 --> 00:14:53.840 So when we removed the nasty carpet on this concrete slab, there was these patch marks on the slab. 00:14:54.000 --> 00:15:03.120 Well, it turned out, long story short, there was a leak in the water line that was going from the side of the house where the water was coming to the bathroom at the under the other end of the house. 00:15:03.360 --> 00:15:08.639 We got lucky and we were able to solve that problem because we we rerouted that one line. 00:15:08.720 --> 00:15:12.240 I think it was the might have been the hot water line or might have been the one cold water line. 00:15:12.320 --> 00:15:18.960 We figured out what it was just by pure chance and really saved a money pit, which I imagine you run into. 00:15:19.120 --> 00:15:27.519 But I imagine part of the hang up is people's anxiety of, oh my God, what if I buy a house and it's I open the walls and I lose money on the deal? 00:15:27.840 --> 00:15:30.480 Is that a big holdback for a lot of people, you think? 00:15:30.799 --> 00:15:35.759 The only reason that would be a holdback is if someone's not educated or using the experts in the field. 00:15:36.320 --> 00:15:41.120 So one, we use licensed inspectors for every property, even if we wholesale them. 00:15:41.200 --> 00:15:46.480 Like I don't walk them and try to come up with what the repairs are going to be because I'm not the expert in the field. 00:15:46.720 --> 00:15:54.240 So when we put a house under contract, we send out a licensed inspector along with our GC at the exact same time. 00:15:54.480 --> 00:15:58.879 The licensed inspector is doing the inspection while communicating with the GC. 00:15:58.960 --> 00:16:04.080 And the GC is creating a scope of work live on site with the licensed inspector. 00:16:04.320 --> 00:16:11.120 And so with that process, I haven't had to step foot in, I don't even look at the properties anymore when I lock them up. 00:16:11.200 --> 00:16:14.960 We lock everything up virtually over the phone through an acquisitions process. 00:16:15.519 --> 00:16:22.720 And what we do in onboarding our closers is we train them how to flip a house so that they understand the right questions to ask on the phone. 00:16:22.960 --> 00:16:28.799 And they're typically within like 5% of the scope of work just through a phone call when you ask the right questions. 00:16:29.120 --> 00:16:38.480 And we send the licensed inspector, the scope of work, we come back, we then have a phone call, we go through all the items, make sure, et cetera, et cetera, is covered. 00:16:38.639 --> 00:16:49.120 But when you have a reputable contractor and GC and they're next to a licensed inspector, and I'm getting

a licensed inspection report, I mean most things are pointed out at that point. 00:16:49.200 --> 00:16:53.200 And also we don't touch houses at all that we open up walls. 00:16:53.519 --> 00:17:01.840 So we don't do gut properties, we only do cosmetic rehabs, we only stick to median home price and lower in every zip code. 00:17:01.919 --> 00:17:04.480 So there's a lot more exit strategies when you do that. 00:17:04.880 --> 00:17:08.559 A lot more buyers, a lot more potential buyers, anyway, to yeah. 00:17:08.799 --> 00:17:19.839 And you know, when I first got started in flipping, it was like the word flipping a house to most people because they see HGTV, thinks it's like you beautifully design these houses. 00:17:20.079 --> 00:17:22.559 That was unfortunately what I thought the first year. 00:17:22.640 --> 00:17:28.559 So I took down these big gut rehabs, and you would find me in like Home Depot every day. 00:17:28.720 --> 00:17:31.440 I don't remember the last time I went there and I never want to go back. 00:17:31.599 --> 00:17:39.440 But ultimately, now we've learned how to systemize every aspect from the time we put it in contract to the time it closes so that we're not involved. 00:17:39.599 --> 00:17:45.839 And when you systemize the business, like that's when real estate actually gives you the freedom you got into real estate for. 00:17:46.240 --> 00:17:50.799 And a lot of people think that it just being in real estate is what brings you freedom. 00:17:50.880 --> 00:17:53.440 It doesn't unless you systemize and leverage people. 00:17:53.759 --> 00:17:54.799 You're so high level. 00:17:54.880 --> 00:17:56.960 It's just like I gotta reach up to you here. 00:17:57.119 --> 00:18:00.799 Uh because you know, I'm thinking someone might be listening to us. 00:18:00.960 --> 00:18:07.119 I know obviously there are some real estate agents that I've had on the show that I see every day, and and they're doing their regular flips. 00:18:07.279 --> 00:18:17.839 They're not obviously doing because they're doing they're selling most of the obviously that's what they do primarily, but they've started to build these systems because they've learned through education of what you know. 00:18:18.000 --> 00:18:25.039 When you were initially taking that education, what were the aha moments of what you thought was going to happen? 00:18:25.200 --> 00:18:33.519 But when you started listening to these people that were giving you some advice, obviously, their experience, what were some of the aha moments? 00:18:33.759 --> 00:18:37.599 For example, you just mentioned you don't go to Home Depot anymore. 00:18:37.759 --> 00:18:55.599 Where I think the typical flipper or someone thinking about flipping, thinks they want to go in there and they want to pick out the fixtures and they want to make sure the house is decorated correctly and all this, and they're spending all that time doing that when there are people that actually do that and bring the home up to acceptable cosmetic and physical standards. 00:18:55.920 --> 00:18:58.799 Yeah, I guess it's really about what someone's end goal is. 00:18:58.960 --> 00:19:10.559 Like if your end goal is to be in the field 12 hours a day and grinding it out and constantly feeling like you're in survival mode and can't go on vacation without taking work calls, then stay a one-man show, right? 00:19:10.720 --> 00:19:17.440 But if you want to build, there's a difference between doing real estate deals and building a real estate business. 00:19:17.680 --> 00:19:24.480 And that's why results driven was built because there was all these programs out there that could teach you how to do a deal, right? 00:19:24.559 --> 00:19:32.079 They could teach you how to flip a house, but to build a real estate flipping business is a totally different skill set. 00:19:32.480 --> 00:19:37.359 And in order to do that, we have to systemize the operation from A to Z. 00:19:37.680 --> 00:19:41.440 We have to delegate all these moving pieces to a team. 00:19:41.519 --> 00:19:45.440 And that doesn't matter if you're an investor, an agent, a tech software guy, it doesn't matter. 00:19:45.519 --> 00:19:47.519 This is like just business 101, right? 00:19:47.680 --> 00:19:48.000 Right. 00:19:48.240 --> 00:19:53.039 And so ultimately, the beauty about real estate, like I said, is it's copy and paste. 00:19:53.119 --> 00:19:55.440 There's like nothing unique about real estate. 00:19:55.680 --> 00:20:07.680 So we take your average one-man show or realtor who's out there grinding it 15-hour days to make a little bit of money, and we teach them how to put in the infrastructure in people surrounding them. 00:20:07.920 --> 00:20:13.200 And so, my biggest aha moment when I first got started my first year, I was like, this is horrible. 00:20:13.359 --> 00:20:15.680 It doesn't matter how much money I made my first year. 00:20:15.759 --> 00:20:18.640 We did like a million dollars in revenue and I was grinding it out. 00:20:18.799 --> 00:20:22.079 And it was like the most miserable year of my life. 00:20:22.319 --> 00:20:30.960 And I just remember thinking, no amount of money is worth this kind of grind unless I learn how to actually build a business out of it. 00:20:31.119 --> 00:20:35.519 I would rather go back to my career or build a business out of it. 00:20:35.759 --> 00:20:40.000 And so I realized in that first program that it was great to get me started. 00:20:40.079 --> 00:20:43.680 It was great to get a house in contract, get my feet wet. 00:20:43.839 --> 00:20:46.799 But to build a business took a totally different type of education. 00:20:46.960 --> 00:20:57.200 And so ultimately, I ended up hiring a one-on-one mentor my second year that wasn't even from real estate because I couldn't find anyone in real estate that knew how to build a legitimate business out of it. 00:20:57.440 --> 00:21:01.920 And he had built multiple phone sales floors that he had exited in companies. 00:21:02.160 --> 00:21:06.400

He came in and for 90 days, we literally took my company to the ground. 00:21:06.480 --> 00:21:17.839 We rebuilt every aspect, we rehired the entire team, relaunched every marketing channel, rebuilt our CRM in less than 90 days, and did 300 deals after that that year. 00:21:18.400 --> 00:21:24.400 And it was really just a matter of putting in the right people in the right seats with the right infrastructure. 00:21:24.640 --> 00:21:29.599 And now I actually get to go live at the cottage for two months and not worry about the company. 00:21:29.759 --> 00:21:36.319 And so I think it's just again, it all comes down to these two things limiting beliefs in our head. 00:21:36.480 --> 00:21:39.440 And there's quite a few of them that I could probably talk about. 00:21:39.519 --> 00:21:50.079 But then it also comes down to getting in the right room with the right people that aren't going to teach you to constantly be in this like hamster reel of getting deals, if unless that's what you want. 00:21:50.240 --> 00:21:53.440 Now, some people are literally like, hey, I'm retired. 00:21:53.599 --> 00:21:57.440 I just want to do like a handful of houses a year with me and my wife. 00:21:57.599 --> 00:21:59.759 And I don't really want, you know, the business. 00:22:00.400 --> 00:22:01.359 Like that, you guys have. 00:22:01.440 --> 00:22:02.240 And I said, cool. 00:22:02.400 --> 00:22:04.319 Our job is to get you to where you want to go, right? 00:22:04.400 --> 00:22:05.920 It's success as you define it. 00:22:06.079 --> 00:22:11.839 So we helped them launch that so that he could at least not be out in the field managing project. 00:22:11.920 --> 00:22:17.359 I taught him how to systemize the inspections, the contractors, his marketing. 00:22:17.519 --> 00:22:26.160 And so that way all he was focused on was two things locking up the deal and disposing the deal if he needed to wholesale it. 00:22:26.240 --> 00:22:30.799 Other than that, he has everything delegated and outsourced, even if they're not employees. 00:22:31.119 --> 00:22:32.799 You mentioned marketing and so forth. 00:22:32.880 --> 00:22:44.240 And obviously, I think anyone listening right now is going, man, you know, even just your first year, even doing you know 40 deals a month, even doing a dozen deals a month, to obviously you've got to find these properties. 00:22:44.480 --> 00:22:55.039 You know, I know you have some stuff on your website, and if anyone's listening, resultsdrivenrei.com is where you need to go and can learn more about Tiffany and Josh and what they're doing. 00:22:55.200 --> 00:23:01.359 But Tiffany, he obviously you took the business to the ground with this coach or mentor and rebuilt. 00:23:01.759 --> 00:23:03.680 You had to find 300 deals. 00:23:04.160 --> 00:23:11.519 Those out there who want to scale, or even like I said, even do a dozen or two dozen of these flips a year. 00:23:11.839 --> 00:23:14.559 You got to be on the front end finding the next deal. 00:23:14.720 --> 00:23:19.839 You're not really in there doing a lot of sweat equity, as I think a lot of people think our flippers are doing. 00:23:19.920 --> 00:23:25.680 They're, hey, well, I'm gonna flip a house, I'll go in there and I'll you know do this or do that or type of thing. 00:23:25.920 --> 00:23:32.559 Obviously, you don't even, like you said, you don't even go in, you haven't been in any of the houses you bought in a number of years now. 00:23:32.799 --> 00:23:36.559 So that mindset of abundance, I guess, is out there. 00:23:36.640 --> 00:23:40.319 But tell us a little bit about how you guys are really finding the deals. 00:23:40.400 --> 00:23:51.200 And I imagine your region, your areas that you're covering, are are you going national with this, or how far are you reaching out and finding you know 300 deals a year? 00:23:51.519 --> 00:23:58.720 Yeah, I'm primarily just in Columbus, Ohio, and we do Toledo, Ohio now as well, because we have a rental portfolio there. 00:23:58.880 --> 00:24:01.519 But we didn't launch Toledo until about a year ago. 00:24:01.759 --> 00:24:07.359 We do like, I don't know, five to eight houses a month in that market, fully virtual. 00:24:07.599 --> 00:24:11.839 In Columbus, we do what we call a diversified strategy. 00:24:11.920 --> 00:24:13.759 So you've got inbound marketing channels. 00:24:13.839 --> 00:24:21.680 I don't do all of them, but they include like direct mail, TV, radio, PPC, paper lead, billboard, signs, all that. 00:24:21.839 --> 00:24:34.640 And then you've got outbound, which is like your cold calling, and then you have free marketing channels, which are not predictable, but you can buy them off agents, wholesalers, you know, fire damage, nursing homes, attorneys. 00:24:34.880 --> 00:24:39.920 And those are great because they're free, but you can't build a predictable business off them. 00:24:40.160 --> 00:24:43.359 So we probably get like 30 a year off free channels. 00:24:43.440 --> 00:24:44.079 It should be more. 00:24:44.240 --> 00:24:45.440 That's something we're working on. 00:24:45.599 --> 00:24:52.319 But ultimately, what it does is it brings our cost per contract down as an entire company by systemizing our free marketing channels. 00:24:52.559 --> 00:25:09.680 Now, but when most people get started in the game, you know, we have a lot of people that come in as agents or newer, and they're more in a stage where we call it a first-to-market strategy and we teach them exactly how I'd started, only with a little bit better technology. 00:25:09.839 --> 00:25:22.240 And so we take, you know, courthouse data, and the most important piece that was missing in this industry that we filled a gap with at results driven is I don't know what it is about a lot of programs out there. 00:25:22.319 --> 00:25:27.200 It's like we have this mindset that, oh, I just want to get a deal a quarter, I want to get whatever. 00:25:27.359 --> 00:25:32.079 But if you think about it, when we bring on a closer, we onboard

them in 14 days. 00:25:32.240 --> 00:25:34.480 We've got videos, quizzes, assessments, whatever. 00:25:34.720 --> 00:25:39.759 They're on the phones, and in the first 30 days on the phone, they average five to eight contracts. 00:25:40.000 --> 00:25:44.640 After their first 30 days, they're averaging eight to 12 contracts a month. 00:25:44.880 --> 00:25:50.240 So if they can do that as an employee for us, then an entrepreneur should be able to do that themselves. 00:25:50.480 --> 00:26:00.000 And what I realized was coming from a corporate background, is that people in our industry don't have corporate infrastructure at all. 00:26:00.240 --> 00:26:06.000 So there's really no onboarding, there's no daily training, there's no tracking and scorecards. 00:26:06.160 --> 00:26:11.119 And these are the things that keep you having consistent, repeatable deal flow. 00:26:11.279 --> 00:26:23.440 And we already have that stuff built, but we realize coming up in the industry that the industry as a whole, it was like a lot of fly by night operators, like a lot of one-man shows out there just steel hustling. 00:26:23.519 --> 00:26:23.839 Yeah. 00:26:24.079 --> 00:26:29.759 And, you know, coming from a background of building these big corporate teams, I was like, what are we doing here? 00:26:29.920 --> 00:26:40.319 We should be leveraging people and onboarding and training and pouring into a team so that we can go live the life that we chose to be an entrepreneur for, right? 00:26:40.559 --> 00:26:49.359 And I think a lot of times I ask a lot of people throughout my events, it's they're typically a combination of self-limiting beliefs and that you just don't know how, right? 00:26:49.440 --> 00:26:51.359 When you just don't know what you don't know. 00:26:51.599 --> 00:27:05.599 And that's really where education of any kind comes in of once you understand how to do it and you're handed the blueprint or the business in a box, like from there, it's about soft skills of how do I become the leader? 00:27:05.759 --> 00:27:07.279 How do I manage people? 00:27:07.440 --> 00:27:11.519 How do I train people daily, those types of skill sets? 00:27:11.839 --> 00:27:20.559 You cover this throughout your entire training process from start to well, I guess it kind of never when someone probably partners up and has success, they're always with you. 00:27:20.640 --> 00:27:24.640 Um can you share some success stories from around the country? 00:27:25.119 --> 00:27:26.319 I think you're 100% right. 00:27:26.480 --> 00:27:28.720 You guys, and talk a little bit about you guys. 00:27:28.799 --> 00:27:34.960 It looks like based on some pictures and videos, you guys do go out and hold some conferences and so forth. 00:27:35.119 --> 00:27:43.920 But if you can give us a success story, maybe someone that went to your one of your conferences, where they were at, and maybe where are they at now in the process and then their success. 00:27:44.160 --> 00:27:44.559 Yep. 00:27:44.720 --> 00:27:46.559 This one might be a little bit more relatable. 00:27:46.720 --> 00:27:52.400 Josh is in San Diego, because right, a lot of people are like, oh, my market's saturated, my market this, my market, it's not your market. 00:27:52.720 --> 00:27:53.519 That's never the excuse. 00:27:53.599 --> 00:27:55.680 There's literally deals in every single market. 00:27:56.000 --> 00:28:03.759 And so he was working at a title company and was an agent, and he was learning real estate on the side of his job. 00:28:03.920 --> 00:28:10.079 And he came to us and was like, Hey, I've done a few deals, but I don't really know how to take this to a point where I can leave my job. 00:28:10.480 --> 00:28:20.400 And so while he was working, we built him a closer and got that person trained off to the roads, off to the races. 00:28:20.640 --> 00:28:26.480 And I think in the first two or three months, I think it was, he ended up having a million-dollar month. 00:28:26.880 --> 00:28:28.480 He has a team half the size of mine. 00:28:28.559 --> 00:28:31.839 He only has two closers and a transaction operations person. 00:28:31.920 --> 00:28:32.400 That's it. 00:28:32.640 --> 00:28:36.559 Now in California, your deal sizes are like a hundred thousand if you're doing a flip. 00:28:36.640 --> 00:28:37.599 So it's a little different. 00:28:38.079 --> 00:28:43.039 So just to translate for our listeners, that would be your gross profit. 00:28:43.920 --> 00:28:44.079 Okay. 00:28:44.319 --> 00:28:44.559 Yeah. 00:28:44.799 --> 00:28:49.039 Yeah, I would say each stage when it comes to building out a flipping and wholesaling. 00:28:49.119 --> 00:28:51.279 Now keep in mind, guys, I don't just flip and wholesale. 00:28:51.440 --> 00:28:54.640 If somebody wants to sell their house, I will provide a solution. 00:28:54.880 --> 00:29:00.000 Whether it's listing it, it's flipping it, it's wholesaling it, it's holding it, it's getting creative. 00:29:00.240 --> 00:29:03.839 Our job is that if somebody wants to sell, we make money off that leap. 00:29:04.079 --> 00:29:08.640 And so many times in real estate, people only think there's only one way to do it. 00:29:08.720 --> 00:29:14.319 And so they walk away from opportunity of somebody needs to sell, but they don't know how to capitalize on it. 00:29:14.480 --> 00:29:21.359 And so we need to have all those exit strategies in our tool belt in order to maximize the spread on our marketing spend. 00:29:21.599 --> 00:29:23.519 And anyway, so there's a lot of. 00:29:41.680 --> 00:29:41.920 Yep. 00:29:42.079 --> 00:29:44.319 So we are, I don't know, partners the right word. 00:29:44.400 --> 00:29:47.680 We're not like in an LLC, but we're partnered with a realtor and their team. 00:29:47.839 --> 00:29:49.119 We have a whole process to it. 00:29:49.200 --> 00:29:56.400 But when someone doesn't have a fit for a wholesale flip or hold, we then live transfer this to a realtor team at Round Robins. 00:29:56.559 --> 00:29:57.440 They get all of our

leads. 00:29:57.519 --> 00:30:00.640 We get 50% of the commission of the leads we hand them for free. 00:30:00.799 --> 00:30:05.440 And so they're getting loaded with leads as we get off-market leads as well. 00:30:05.759 --> 00:30:13.599 And the leads, because you're obviously you're spending a tremendous amount of money making, you know, you got this team making the phone calls and so forth to secure them. 00:30:13.920 --> 00:30:14.240 Yes. 00:30:14.319 --> 00:30:19.440 I mean, we're spending money to do it through direct mail, TV, PPC, paper lead, all that. 00:30:19.599 --> 00:30:32.559 So when a lead comes in, if they're like motivated to sell, but they maybe they just have a great conditioned house, maybe they're going through a divorce or whatever the situation is, and they don't necessarily have a distress condition property, they have a distressed life situation. 00:30:32.720 --> 00:30:33.039 Yeah. 00:30:33.200 --> 00:30:36.480 So they need to sell, but their property is in great condition. 00:30:36.559 --> 00:30:40.000 We might then pass it off to a realtor to just go list it. 00:30:40.319 --> 00:30:44.079 I think we might have cut the story of Josh in San Diego off. 00:30:44.319 --> 00:30:49.920 So literally, if I heard you correctly, in his first month, he had a million-dollar month, a million dollar. 00:30:50.319 --> 00:30:52.160 I don't remember if it was the first month, three months. 00:30:52.240 --> 00:30:53.519 It was very short time. 00:30:53.599 --> 00:30:55.440 It's that's a very short period of time, actually. 00:30:55.599 --> 00:31:01.119 Yeah, he he probably is doing three to four million dollars in gross profit at minimum this year. 00:31:01.359 --> 00:31:06.160 He came in again as a one-man show working full-time, and he has a very lean team. 00:31:06.319 --> 00:31:08.240 He doesn't really want a big team. 00:31:08.480 --> 00:31:09.359 Most people don't. 00:31:09.519 --> 00:31:14.400 I mean, I've got stories of Jimmy Ogle, Michael Fitzgerald, a lot of these big guys across the country now. 00:31:14.480 --> 00:31:17.519 They came into our program as literally a one-man show. 00:31:17.680 --> 00:31:19.519 They have COOs, sales leaders. 00:31:19.599 --> 00:31:21.440 They're not in the day-to-day as much anymore. 00:31:21.519 --> 00:31:28.000 And they're really focused on building wealth now, where wholesaling and flipping is more of an active income game. 00:31:28.240 --> 00:31:30.079 It's not the end game, right? 00:31:30.240 --> 00:31:35.200 So, like, I'm probably not gonna flip houses my entire life at the scale that I'm at. 00:31:35.440 --> 00:31:40.960 You know, I had a personal goal to get to a certain income level and then transition into being more of just a private lender. 00:31:41.279 --> 00:31:45.119 And so that's what we've evolved into over the course of time. 00:31:45.279 --> 00:31:48.000 But it's really just a matter of what somebody else wants. 00:31:48.079 --> 00:31:51.039 Like, I'm not here to define that you should be me and Josh. 00:31:51.200 --> 00:31:53.359 We have a core value called success as you define it. 00:31:53.440 --> 00:32:03.519 So if you want to do one deal a quarter, one deal a day, whatever it is, we know how to reverse engineer it and tell you exactly what the operation is going to look like in order to hit that end goal. 00:32:03.839 --> 00:32:11.039 Let's do a little infomercial on someone who wants to enter your course as Josh and San Diego did. 00:32:11.279 --> 00:32:22.960 Go through, you know, on a generic level, you know, as someone who wants to continue to move on, you know, obviously, like you said, some people just want to, hey, I want to do one flip or three flips a year or whatever, half a dozen. 00:32:23.119 --> 00:32:27.759 Others obviously you know want to go to the sky, but they need to take they need to be trained. 00:32:27.839 --> 00:32:36.480 It's not going to the you know, to your level takes time and a lot of dedication and focus, obviously, to get there. 00:32:36.880 --> 00:32:38.720 You guys rapidly did it. 00:32:38.799 --> 00:32:45.279 I think it's a very shy, I think, uh, you know, considering what you're putting out there and the people that you're pouring into now that are successful. 00:32:45.519 --> 00:32:54.799 But it give us some steps to someone who's might be listening to the SNAT right now, and what they're if when they go on their on your website and start learning about your training, where do they start at? 00:32:54.880 --> 00:33:00.079 And what how do you what's the increments of of working up and what should they expect through your training? 00:33:00.160 --> 00:33:02.319 Should they just continue to you know to move forward? 00:33:02.559 --> 00:33:07.519 Yeah, so we have what we call a four-week real estate business accelerator. 00:33:07.680 --> 00:33:13.359 And what we've noticed is people across the country tend to do what I went through in year two. 00:33:13.440 --> 00:33:19.599 Like they learn how to do some deals, they end up being burnt out, worn out, and so they literally press what I call reset. 00:33:19.680 --> 00:33:22.960 They like crash the thing down and then they ask themselves, should I keep going? 00:33:23.200 --> 00:33:26.400 We try to get them before that happens, but sometimes it comes after it happens. 00:33:26.559 --> 00:33:32.319 And so they come in, and really what happened with me was I didn't have the foundation of the company strong yet. 00:33:32.480 --> 00:33:36.799 So I scaled this team in year two on top of a really weak foundation. 00:33:36.880 --> 00:33:38.079 So, what do I mean by that? 00:33:38.319 --> 00:33:44.160 I had little to no systems and processes, no training, no onboarding, no tracking. 00:33:44.480 --> 00:33:50.000 And you know, when I hired a closer, it was like, hey, here's a script, come watch me and like shadow me. 00:33:50.160 --> 00:33:51.839 And that's not how we build a company. 00:33:51.920 --> 00:33:54.240 And so the whole that's why it

all came crashing down. 00:33:54.400 --> 00:33:58.400 And so now we built this four-week front-end virtual coaching. 00:33:58.559 --> 00:34:00.319 We literally only charge$27. 00:34:00.720 --> 00:34:04.160 And people are like, you're an idiot, why do you give this away for free? 00:34:04.400 --> 00:34:07.039 I'm just a big believer in earning people's trust. 00:34:07.279 --> 00:34:15.840 And so if I can get you a minimum of a deal a month off this, which is probably gonna be more, then I hope I've earned the right to continue to work with you. 00:34:15.920 --> 00:34:17.280 And that's my philosophy. 00:34:17.440 --> 00:34:28.559 And so, from fixing the foundation in terms of your sales process, your systems, your processes, how to launch marketing channels the right way, how to dispo the deal to buyers to wholesale them. 00:34:28.719 --> 00:34:31.039 We go over all of that in that four-week training. 00:34:31.199 --> 00:34:38.800 Because it doesn't matter if you want to do one deal a quarter or one deal a day, how you market, acquire, systemize, and dispo a deal is all the same. 00:34:38.960 --> 00:34:42.239 The difference in is how big do you want a team after that? 00:34:42.480 --> 00:34:46.880 And so then we go into a workshop we do every month in Columbus, Ohio. 00:34:47.039 --> 00:34:51.039 And that's really where we onboard you as if you're one of my closers. 00:34:51.199 --> 00:34:56.400 Because a lot of times what's happening is I can say the word onboard, and people are like, oh, that makes sense. 00:34:56.480 --> 00:34:57.440 You onboard someone. 00:34:57.599 --> 00:35:03.519 But they've never really even been through a proper structured onboarding themselves in their entire career. 00:35:03.679 --> 00:35:04.000 Right. 00:35:04.239 --> 00:35:07.760 And so we onboard them in the morning as if you're my closer. 00:35:07.920 --> 00:35:17.519 So then we by, I don't know, two o'clock the first day, you have been thoroughly understand what onboarding looks like for a closer and you master it yourself first, right? 00:35:17.599 --> 00:35:19.599 Because you can't teach someone what you haven't done yourself. 00:35:19.760 --> 00:35:19.920 Right. 00:35:20.079 --> 00:35:31.039 And then we go into how do we recruit, onboard, train, pay, all of that for a closer, because you're never really gonna get consistent deal flow without somebody sole focused on revenue. 00:35:31.280 --> 00:35:40.559 And so I'm a big proponent that everyone should have at least one closer because as you build a company, you're always gonna be wearing multiple hats as you build. 00:35:40.719 --> 00:35:49.760 And you might as well have at least one person so focused on driving deals so that revenue comes in that you can reinvest back into marketing and the team and all that kind of stuff. 00:35:50.320 --> 00:35:55.440 And what happens is people will bring on that closer, but they don't train them at all correctly. 00:35:55.599 --> 00:35:58.239 Then they don't lead them, manage

them, track anything. 00:35:58.400 --> 00:36:06.239 They don't even, you know, when someone doesn't perform, they blame the market, the leads, you know, all these other external factors when it's really not the problem. 00:36:06.480 --> 00:36:19.519 The problem is we're not giving it infrastructure because if a closer comes in and performs in the first 30 days, I mean, I don't know about you, but would you spend two, three thousand dollars a month on a base to make$7,500 a month off someone? 00:36:19.679 --> 00:36:21.920 I would assume everyone will say yes to that, right? 00:36:22.320 --> 00:36:24.000 How many times can I write the check? 00:36:24.320 --> 00:36:24.559 Yeah. 00:36:24.719 --> 00:36:29.199 And so I think I had an epiphany at an event, like, I don't know, eight years ago. 00:36:29.440 --> 00:36:34.639 And this guy walks up to me and he's like, Tiffany, you know, why are you constantly chasing deals? 00:36:34.719 --> 00:36:36.400 And I said, What do you mean by that? 00:36:36.639 --> 00:36:39.039 And he's like, You should be chasing heads. 00:36:39.199 --> 00:36:40.559 And I said, Tell me more. 00:36:40.719 --> 00:36:54.800 And he was like, Why don't you focus all of your energy on recruiting the next closer and training that person so that they go get eight deals a month instead of you out in the field chasing and hustling because each head is worth eight deals a month? 00:36:55.039 --> 00:36:59.840 And I don't know, he dumbed it down, and I just remember having this like, you're right, what am I doing? 00:37:00.079 --> 00:37:07.039 People spend their time training some half-ass VA or I don't know, their brother, mother, sister that never works out. 00:37:07.280 --> 00:37:13.519 And, anyways, I think we overcomplicate it and then we're like, but if I hire this person, what if they fail? 00:37:13.760 --> 00:37:15.199 What if they cost me money? 00:37:15.360 --> 00:37:16.000 What if this? 00:37:16.159 --> 00:37:16.960 What if that? 00:37:17.119 --> 00:37:22.239 And so if you come to my office, I have a uh note in my office that says, but what if I succeed? 00:37:22.559 --> 00:37:22.719 Right? 00:37:22.880 --> 00:37:29.840 Because it's all mindset BS, we tell ourselves in our head, and it's like we don't think we're worthy of success. 00:37:30.159 --> 00:37:40.320 And we overcomplicate things when somebody's already done them, and really all you have to do is press the copy and paste button and then become the person that deserves the result. 00:37:40.800 --> 00:37:42.639 And so I call that learn to become. 00:37:42.719 --> 00:37:52.079 The first step is we have to learn how to do it, then we do the things we learn, and then the only way that you get the actual result is you have to become the person that deserves the result. 00:37:52.400 --> 00:37:57.599 And a lot of times people just don't even become that person, which is why they never get the result. 00:37:58.000 --> 00:38:05.199 But, anyways, we have a workshop and then we go over raising money, exit strategies, underwriting, building the team out, all that. 00:38:05.360 --> 00:38:08.159 And then we have a one-on-one coaching program as well. 00:38:08.639 --> 00:38:14.400 Dabble a little bit into because I imagine it's a lot of people never get started because they don't think they have the money. 00:38:14.639 --> 00:38:23.760 Obviously, you're only charging$27 for them just to get started, but to acquire some of their first deals, the hard money that's out there. 00:38:24.000 --> 00:38:25.360 Where did you learn that? 00:38:25.519 --> 00:38:27.360 What mistakes have you made? 00:38:27.679 --> 00:38:33.760 There are people out there I've gone to networking things that have money that are readily available to put it in. 00:38:33.920 --> 00:38:37.039 Matter of fact, I was watching one of your reels here before we got on. 00:38:37.199 --> 00:38:48.880 You had a gentleman who was flipping and so forth, and now he's in the lending, which you said was you would like to actually reach that level where you're actually one of those investors lenders. 00:38:49.199 --> 00:38:51.360 How does someone coach and find those people? 00:38:51.519 --> 00:38:54.079 And obviously it's their first deal or two. 00:38:54.159 --> 00:38:57.360 How do they build that trust that the lender's gonna be willing to give them the money? 00:38:57.599 --> 00:38:58.159 A few things. 00:38:58.320 --> 00:39:09.199 I am a very large private lender now, and there's lots of private lenders out there that absolutely love working with newer people because the reality is we can charge more money because you're newer, right? 00:39:09.519 --> 00:39:12.159 And so there's plenty of money out there. 00:39:12.320 --> 00:39:16.400 Yeah, there's deal money and there's business capital, and they're two different things. 00:39:16.639 --> 00:39:24.320 A lot of times, again, it goes back to 99% of the time, it's a self-belief problem because they really do have access to money most times. 00:39:24.639 --> 00:39:33.679 Most times people, especially if you have a W-2, but most times people will qualify for a 0% interest credit card, a line of credit, a small business loan. 00:39:33.920 --> 00:39:36.000 And I don't know what it is about our industry. 00:39:36.079 --> 00:39:38.960 Like if you go to tech or any other industry, it's very normal. 00:39:39.039 --> 00:39:40.960 That's why SBA loans were created. 00:39:41.119 --> 00:39:44.239 We take out debt to fuel the front end of a company. 00:39:44.400 --> 00:39:44.639 Right. 00:39:44.880 --> 00:39:49.760 And I think people allow that to hold them back, but it's just really an excuse, right? 00:39:49.840 --> 00:39:57.039 It's just an excuse to not become the person you're supposed to be because the person up here is leveraging debt to get to where they want to go in the beginning. 00:39:57.199 --> 00:39:59.599 And so that's just a decision that has to be made. 00:39:59.679 --> 00:40:05.920 And then from raising private money, a

lot of times, again, it's goes back to a self-limiting belief. 00:40:06.079 --> 00:40:11.280 A lot of people, including myself, wasn't raised in an environment where money was a thing. 00:40:11.440 --> 00:40:14.559 I was literally living on a street corner when I was a child. 00:40:14.800 --> 00:40:19.360 And so we were raised not to talk about money, think about money, ask about money. 00:40:19.519 --> 00:40:26.639 And the reality is we think that when we go to raise private money, we think that we're asking for something or begging for something and it feels wrong. 00:40:27.119 --> 00:40:31.360 When in reality, we're offering a life-changing opportunity to somebody. 00:40:31.519 --> 00:40:33.119 And people like, I don't know people with money. 00:40:33.199 --> 00:40:38.480 Okay, do you know a nurse, a firefighter, a corporate employee, a cop? 00:40:38.880 --> 00:40:41.440 Because all these people are lenders for me. 00:40:41.679 --> 00:40:43.039 And how do they do that? 00:40:43.360 --> 00:40:54.639 Because they were taught by the school system that you take retirement and you put it in this 401k with your employer and then you sit on it for years, and then you have no control and you put it in the stock market, right? 00:40:55.119 --> 00:41:03.679 And if if you care about the people that you're talking to, whether it's your family, your friends, whatever, the reality is look at what just happened to Netflix this week. 00:41:03.760 --> 00:41:14.320 You know, they launched some video and Elon Musk comes out and says one statement you all should stop buying Netflix, and in 24 hours it dropped by$20 billion in valuation. 00:41:14.480 --> 00:41:17.360 Yeah, that's why you shouldn't have your money in stocks. 00:41:17.599 --> 00:41:29.840 And so imagine all of these cycles throughout time where all these people work their whole life and they put money in a 401k, and at the snap of a finger, they just lost their retirement because they have zero control. 00:41:30.400 --> 00:41:35.599 And so when you're raising private money, the stocks don't even compare to real estate. 00:41:35.760 --> 00:41:40.000 You know, in real estate, you buy at a 30 to 50% discount, and stocks, you can't. 00:41:40.079 --> 00:41:41.599 You only buy at market value. 00:41:41.840 --> 00:41:50.960 When you buy real estate as a rehabber, you back it with a lien against the property, title lending insurance, hazardous policy in case something happened to it. 00:41:51.119 --> 00:41:54.000 It's protected and insured in the stock market. 00:41:54.159 --> 00:41:55.360 You have none of that. 00:41:55.519 --> 00:41:57.280 So if you lose money, you're screwed. 00:41:57.360 --> 00:42:02.960 If a flipper, a house gets hit by a tornado, the insurance will pay that lender back plus interest. 00:42:03.360 --> 00:42:09.840 And so once somebody is educated, they're kind of crazy not to private lend, to be honest. 00:42:10.000 --> 00:42:15.440 And so you can self-direct your old 401ks or your 401ks to have control over your money. 00:42:15.679 --> 00:42:19.840 And also the stock market, you have zero control over your return. 00:42:19.920 --> 00:42:22.559 In real estate, you negotiate fixed returns. 00:42:22.639 --> 00:42:26.880 It's like signing a lease with a tenant and you get hand handed the same amount of money every month. 00:42:27.039 --> 00:42:36.880 And so, where else can you get double digit interest rates, protected, insured, and backed by a lien against the property, and it's a physical, tangible asset. 00:42:37.119 --> 00:42:41.039 Again, it all goes back to a self-loaning belief and lack of education. 00:42:41.280 --> 00:42:45.199 Those two things are what solve those questions that hold people back. 00:42:45.440 --> 00:42:48.079 What is for the because some of those people are just getting started? 00:42:48.159 --> 00:42:51.599 Because I'm I imagine the ramp up is obviously to use your own money, right? 00:42:51.840 --> 00:42:55.119 I mean, you it's I don't recommend anyone using their own money ever. 00:42:55.440 --> 00:43:00.480 Don't ever use your okay, leverage other people's money, even if it's that 10% for the short period of time. 00:43:00.559 --> 00:43:05.119 I'm I'm with you because I'm obviously in mortgages, and we talk about this all the time. 00:43:05.280 --> 00:43:07.599 Why are you pouring all your money into that? 00:43:07.760 --> 00:43:13.920 But so in bring in as a beginner, like you said, you like newbies in the business because you can charge them a little bit more. 00:43:14.079 --> 00:43:17.760 There's a little bit more, a little risk because they haven't proven themselves so much. 00:43:17.920 --> 00:43:18.880 Everyone understands that. 00:43:18.960 --> 00:43:20.320 That's this part of the deal. 00:43:20.559 --> 00:43:25.760 What is it that an investor is looking for when you find a property? 00:43:26.000 --> 00:43:31.199 What information do they need to do their due diligence of whether or not they want to partake in that? 00:43:31.519 --> 00:43:31.920 Yep. 00:43:32.159 --> 00:43:36.079 So I personally require an inspection report. 00:43:36.559 --> 00:43:42.800 I've trained all of my local borrowers to use a licensed inspector, but do a one page friendly version. 00:43:43.039 --> 00:43:46.480 And so I know the licensed inspector and I trust them. 00:43:46.559 --> 00:43:48.239 That's why I do it only in my backyard. 00:43:48.559 --> 00:43:56.559 So I a licensed inspection report, comparables, but really the person lending money should learn how to run comparables on their own to verify the numbers. 00:43:56.719 --> 00:43:59.760 And if they don't know how yet, the lender themselves also needs. 00:44:00.079 --> 00:44:02.880 To get a mentor, in my opinion, until they have it on lockdown. 00:44:03.039 --> 00:44:09.840 Then they need to provide all the criteria on the property, you know, the age, the close date, the projected hold time. 00:44:10.079 --> 00:44:16.480 They should have a deal analysis they

send in the packet that shows what their projected profit will be, where all the numbers are at. 00:44:16.639 --> 00:44:22.320 And everything needs to be very transparent, 100 plus photos, because the lender only cares about the deal. 00:44:22.480 --> 00:44:25.920 Like I don't care about your credit, your history, don't care. 00:44:26.079 --> 00:44:28.320 What I care about is is this a good deal? 00:44:28.559 --> 00:44:33.360 And is it a deal that if you default on, I am willing to take over myself. 00:44:33.599 --> 00:44:33.840 Right. 00:44:34.079 --> 00:44:36.960 And so with that being said, I don't do gut flips. 00:44:37.119 --> 00:44:39.199 So I don't lend against gut flips personally. 00:44:39.280 --> 00:44:40.480 Now other people do. 00:44:40.639 --> 00:44:41.599 But this is just for me. 00:44:41.679 --> 00:44:52.800 As long as it fits my own buy box that I would flip, then I'm okay backing it to somebody that's a little bit newer in return for the fact that I would take that property if needed. 00:44:53.119 --> 00:45:04.639 Does going to them with your, I'm going to call it your team, the general contractor, obviously, you're getting a report from the general contractor, what's the repairs going to cost and all that kind of stuff? 00:45:05.119 --> 00:45:10.639 But in your training, are you training them to kind of get all those things in a row first? 00:45:10.960 --> 00:45:16.000 Do you train for people to do their own sweat equity when they get started? 00:45:16.159 --> 00:45:17.920 What is your attitude towards that? 00:45:18.079 --> 00:45:31.119 Obviously, with your experience, their sweat equity and putting it in because the project could take twice as long versus obviously having a good contractor that's going to show up, get it done within a reasonable period of time and get it back on the market. 00:45:31.519 --> 00:45:34.079 With flipping specifically, is that what you're asking? 00:45:34.320 --> 00:45:43.199 Yeah, just when you're you're approaching again to go to this the investor, because I think you know, someone listening right now, and obviously I I've gotten you know calls being a lender in time. 00:45:43.519 --> 00:45:47.119 I think a lot of too many people are trying to hit the home run, right? 00:45:47.280 --> 00:45:51.199 They want to go in our area, the average home in St. 00:45:51.360 --> 00:45:52.480 John's County, Florida, St. 00:45:52.639 --> 00:45:53.280 Augustine. 00:45:53.760 --> 00:46:00.960 Jacksonville is a little bit lower, just the density, but you know, you're probably looking your average home is in five to six hundred thousand. 00:46:01.280 --> 00:46:11.440 So they want to go out and find that six, seven hundred thousand dollar home instead of the three or four hundred thousand dollar home that we know anyone in the general area that wants to move into St. 00:46:11.519 --> 00:46:19.199 John's County can buy, whether they're buying it as an investment property or buying it as their primary residence, will

should sell pretty much overnight. 00:46:19.360 --> 00:46:24.880 They want to hit the home run and they they go out there and they're looking for the money, but they really don't have the plan behind them. 00:46:24.960 --> 00:46:28.480 They don't know who's gonna do the repairs, who's gonna be doing those things. 00:46:28.639 --> 00:46:36.559 When you you go to present this to a investor to say, hey, will you go in with me on this to have your your team behind you? 00:46:36.639 --> 00:46:44.639 Say, I have here's my general contractor, here's my guy, here's all my reports that I've got, here's the repairs we're gonna do, and we believe we can turn around and sell it for this. 00:46:44.880 --> 00:46:46.159 That's a loaded question. 00:46:46.400 --> 00:46:49.519 But one, if they don't have a team yet, they should wholesale it. 00:46:49.679 --> 00:46:50.000 Yeah. 00:46:50.159 --> 00:46:54.000 And so that's why they should wholesale first as they build their back end. 00:46:54.320 --> 00:46:57.280 I mean, I launched Toledo, Ohio in three weeks. 00:46:57.360 --> 00:47:01.519 I've never set foot in the city with any of the properties, and this is how we did it. 00:47:01.679 --> 00:47:12.960 You go to a market, you find a property manager who manages over 500 plus doors because they will have their own GC, their own brokerage, their own agents, their own inspectors, everything. 00:47:13.199 --> 00:47:16.159 And so you can then hold properties with them. 00:47:16.320 --> 00:47:20.000 You can use their GC and flip it as long as you use their agent to list it. 00:47:20.159 --> 00:47:29.199 You can send all of your retail leads to them so they have the benefit of being truly partnered with you, and you test a project with them and you obviously do your due diligence. 00:47:29.280 --> 00:47:35.119 Like no property manager owning 500 plus doors is gonna want to ruin the reputation in the market. 00:47:35.360 --> 00:47:38.880 And so that is how we approach taking on a virtual market. 00:47:39.039 --> 00:47:41.599 We do something similar even in our own backyard. 00:47:41.840 --> 00:47:45.199 We have a GC who, and this is what I teach my students. 00:47:45.280 --> 00:47:49.920 So, what you're explaining, like if you are in my world, that wouldn't even be a thing that I would deal with. 00:47:50.079 --> 00:47:55.119 Like, I would be teaching them the process in less than a week, and then they would go execute. 00:47:55.280 --> 00:47:56.880 And no, I would never use my own money. 00:47:56.960 --> 00:47:59.760 I didn't use any of my own money on any of my first rehabs. 00:48:00.159 --> 00:48:05.440 I want to go into just and finish up your in our hour that I got with you. 00:48:05.599 --> 00:48:05.760 Yeah. 00:48:05.920 --> 00:48:11.199 Uh you said if you restart, you did it all over again, you would wholesale first. 00:48:11.440 --> 00:48:11.840 Yep. 00:48:12.079 --> 00:48:19.360 All right, so for our listeners out there, and maybe this could be a good little reel here to finish up five-minute reel here. 00:48:19.519 --> 00:48:23.599 Explain how, and I assume you're is this what you're teaching as well? 00:48:23.760 --> 00:48:27.840 If you're just getting started, are you teaching wholesaling first? 00:48:28.159 --> 00:48:32.880 How would you recommend how, and then explain obviously what wholesaling is to our listeners? 00:48:33.199 --> 00:48:37.440 Yeah, so wholesaling is when I put a house in contract at a discount. 00:48:37.599 --> 00:48:45.039 So they're typically in a distress situation, whether it's divorce, probate, death, you know, debt, whatever. 00:48:45.280 --> 00:48:50.320 Um, we put it in contract, we find an end flipper, buyer, hedge fund, you know, et cetera. 00:48:50.559 --> 00:48:57.039 We uh have in a separate second contract that we assign that contract so we sell the paper to them and we make a spread. 00:48:57.119 --> 00:48:59.039 So we never actually own the property. 00:48:59.280 --> 00:49:00.239 That's a wholesale. 00:49:00.320 --> 00:49:08.000 So it's much easier in the sense of you have to spend money on marketing, but you could also go get free deals like I did in my first year. 00:49:08.079 --> 00:49:09.039 It's just a lot of hustle. 00:49:09.119 --> 00:49:11.679 So it's just depending on what someone's willing to do. 00:49:11.840 --> 00:49:17.119 If they have the money up front or they want to leverage money, they can move at way faster speeds to build the business. 00:49:17.360 --> 00:49:22.400 If for some reason they don't get approved for money and they don't have as much, then it is what it is. 00:49:22.480 --> 00:49:26.159 They have to put in the time and sweat equity to get the deal. 00:49:26.320 --> 00:49:30.880 Getting the deal is the number one priority because without the deals, none of the rest of the stuff matters. 00:49:31.039 --> 00:49:35.519 Like there's no sense in learning how to flip a house or raise money if you don't have deals. 00:49:35.760 --> 00:49:40.639 And so some programs, unfortunately, are like, oh, you need to go find money and contractors first. 00:49:40.880 --> 00:49:44.079 Well, then what happens is you stress out and never actually get deals. 00:49:44.239 --> 00:49:46.880 So we don't want people to worry about that part. 00:49:47.119 --> 00:49:50.159 Once you have a really good deal, the thing will make you money. 00:49:50.559 --> 00:50:00.079 And so we recommend doing that first because it builds momentum, gets you cash flow, and then you also get educated on the rehab process and raising money. 00:50:00.320 --> 00:50:04.159 Now keep in mind, I think sometimes again it comes to a belief system. 00:50:04.400 --> 00:50:12.480 When we teach someone to raise private money, we've had tons of success stories that you learn today, you've raised hundreds of thousands of dollars in the first five days. 00:50:12.639 --> 00:50:15.119 It's just again, all lack of knowing how to do it. 00:50:15.280 --> 00:50:15.519 Right. 00:50:15.760 -->

00:50:19.760 The flipping thing, it could take time to find contractors, but there's a process, right? 00:50:19.840 --> 00:50:23.679 There's a concrete process to going and finding the right contractors. 00:50:24.000 --> 00:50:30.079 And so again, it's all just systems processes, and I just need to learn how to know how to do it. 00:50:30.320 --> 00:50:32.800 And I think obviously that's the point we want to get across. 00:50:32.960 --> 00:50:43.679 Obviously, you could go on for all day long talking about what I the point for the listeners is one, they need to go and get on your website, resultsdrivenrei.com. 00:50:43.760 --> 00:50:46.960 Obviously, Tiffany's on Instagram and so forth, and look it up. 00:50:47.039 --> 00:50:53.280 And obviously, you have your podcast as well, you that you and Josh do, and learn from this and see if it's something you want to get into. 00:50:53.440 --> 00:50:56.000 I want to just go back to the wholesaling thing. 00:50:56.159 --> 00:50:57.679 So help me through it. 00:50:57.840 --> 00:51:01.039 I'm gonna try to read through uh create a scenario. 00:51:01.360 --> 00:51:07.679 I see a house, obviously, whatever desperation they want to sell it, I get it 75 cents on the dollar. 00:51:07.840 --> 00:51:11.360 It needs some work or whatever, whatever the situation is. 00:51:11.599 --> 00:51:19.360 That contract, though, and obviously, my in my mind, I'm getting this contract because I eventually want to obviously sell that contract to somebody else. 00:51:19.519 --> 00:51:21.280 Is this a 30-day thing? 00:51:21.440 --> 00:51:22.960 Is this a 60-day thing? 00:51:23.119 --> 00:51:30.480 How much time in that contract does someone have from the wholesaler to obviously try to find someone to buy it from them? 00:51:30.719 --> 00:51:31.039 Yep. 00:51:31.199 --> 00:51:38.400 So our process is we put every house in contract with a typical 30-day close and a 21-day inspection. 00:51:38.800 --> 00:51:47.920 During the 21 days, we do the inspection, we market the deal, and we either have it sold or needs renegotiated because the seller lied about the condition or something. 00:51:48.079 --> 00:51:53.840 And so we typically have it sold, assigned to a buyer within two to three weeks of locking it up. 00:51:54.159 --> 00:52:02.719 The obviously, the the listener out there, someone just starting this, obviously educating themselves with your course to know what the next step is. 00:52:02.800 --> 00:52:22.880 You know, obviously they're gonna run out there and get that wholesale, you know, hopefully by obviously learning through your your training, but they want to know what's obviously on the other side of the door when they they get that contract, to know who they can bring that contract to, and I would imagine initially to hopefully obviously move that, assign it to somebody else. 00:52:23.199 --> 00:52:24.320 You don't want to go and flip the line. 00:52:25.679 --> 00:52:38.559 Yeah, just I mean, obviously, there's you are probably finding buyers out there, or I mean, obviously here in Jacksonville, we have companies that probably do something similar to what you're doing as far as you know, they're buying up a lot of houses at any given time. 00:52:38.719 --> 00:52:59.039 They've got numerous deals going on, flips and so forth going on, type of thing going on, to be able to find that deal and then obviously bring it to someone like that and say, Yeah, and then what what kind of return is someone, a wholesaler, someone just getting started, should feel really good at is make is assigning that over, making a couple thousand dollars, ten thousand dollars. 00:52:59.199 --> 00:53:00.400 What is a typical wholesale? 00:53:00.639 --> 00:53:02.960 How does the compensation generally come out there? 00:53:03.280 --> 00:53:05.119 I mean, it's market by market. 00:53:05.280 --> 00:53:13.039 The Midwest, like an average wholesale is only going to be like 10 grand in California, it's 60,000 in Florida, it's like 25,000. 00:53:13.280 --> 00:53:16.960 Well, under your averages, you know, some smaller, you'll have some bigger. 00:53:17.199 --> 00:53:23.760 And then the buyers, again, it all comes down to if you have a good deal, it'll sell it like hot cakes, just posting it on Facebook. 00:53:23.920 --> 00:53:26.480 And so the buyer piece, I'm not worried about. 00:53:26.559 --> 00:53:30.719 Like when people worry about those moving pieces, they never actually go lock up the deal. 00:53:31.039 --> 00:53:40.239 And the buyers, there's software that's like a hundred bucks a month, and every buyer in the country that's bought a house in the last year on an LLC is on there. 00:53:40.320 --> 00:53:42.000 So you just leverage the software. 00:53:42.239 --> 00:53:51.039 You leverage, you can even call a already flipper, wholesaler, whatever locally that already has this bill and said, Hey, I just locked up this deal. 00:53:51.119 --> 00:53:53.039 Will you will you JB it with me? 00:53:53.280 --> 00:53:53.599 Right? 00:53:53.760 --> 00:53:56.239 Because getting the deal is the number one priority. 00:53:56.400 --> 00:54:05.199 Nothing else, in my personal opinion, not that it doesn't matter, but when we get started, we need to learn how to get the deal, how to negotiate it, and put in contract. 00:54:05.280 --> 00:54:07.760 So there's other people out there to figure out how to do the rest. 00:54:08.079 --> 00:54:08.880 I'm totally with you. 00:54:09.039 --> 00:54:11.920 I think that's really a thing of life, right? 00:54:12.159 --> 00:54:34.480 And real estate agents are, you know, the many of the listeners on here, as you guys know, you have some of the I've had the best in Northeast Florida on here, and it's all about being forward-facing, doing the money-making activities, and the money-making activities in this process that you're training on, where it's wholesaling, flipping, is getting the deals. 00:54:34.639 --> 00:54:39.679 When you have the deals, as my boss likes to say, be

the hunted, not the hunter. 00:54:39.920 --> 00:54:46.800 When you've got the deals, people are going to find you because you've got the deals, because you've done the hunting and you're good at it. 00:54:47.199 --> 00:54:49.440 I think that should resonate with a lot of real estate agents. 00:54:49.760 --> 00:54:51.119 Obviously, we could talk on forever. 00:54:51.199 --> 00:54:52.719 I've had you on here for an hour. 00:54:53.039 --> 00:55:00.559 Tiffany, give me a little bit of pitch and why it's worthwhile for people to go on that are have any interest in here for$27. 00:55:01.360 --> 00:55:03.519 They're going to get a taste of what you do. 00:55:03.679 --> 00:55:08.400 Tell them what to sell that for us here in the last 30, 45 seconds, if you could. 00:55:08.639 --> 00:55:08.960 Okay. 00:55:09.119 --> 00:55:12.400 Yeah, our four-week virtual coaching is four weeks. 00:55:12.559 --> 00:55:14.079 The first week's all around marketing. 00:55:14.159 --> 00:55:23.199 So, how do we properly launch a marketing channel from picking the right one, what to spend on it, what to expect in return, how to plan for it and track it. 00:55:23.440 --> 00:55:27.039 The second week is all around the phone sales acquisitions process. 00:55:27.119 --> 00:55:30.719 So we know a check-the-box process to lock up the deal. 00:55:30.960 --> 00:55:36.000 The third week is all around the systems, like how do I manage my CRM and track KPIs? 00:55:36.079 --> 00:55:41.599 And then the fourth week is how do I maximize the spread on wholesaling and the dispo side? 00:55:41.840 --> 00:55:43.440 So, where do I find my buyers? 00:55:43.599 --> 00:55:50.079 How do I do my virtual inspections, scope of works, how do I market it to buyers and get it sold in less than three weeks? 00:55:50.239 --> 00:55:54.079 And we have the entire thing systemized so you can plug and play in it. 00:55:54.239 --> 00:55:57.920 And so that's what the four weeks is all about at a very high level. 00:55:58.159 --> 00:56:04.400 And so it's not necessarily for someone who knows nothing about real estate because I'm not teaching like what a wholesale is. 00:56:04.719 --> 00:56:05.039 Right. 00:56:05.199 --> 00:56:05.360 Right. 00:56:05.679 --> 00:56:13.760 For somebody, we have a lot of one-man shows or agents or small teams that come in and we help them then take their knowledge and scale it from there. 00:56:13.920 --> 00:56:19.760 But really, results driven is here to turn it into a business and not just like chasing one-off deals. 00:56:20.079 --> 00:56:25.840 You're not teaching what wholesaling is, but you're teaching how to leverage wholesaling to make some money. 00:56:26.079 --> 00:56:30.880 What I meant by that is I don't teach you what like 101, what a wholesale is. 00:56:31.039 --> 00:56:34.400 I'm assuming you already come in and have watched a couple of YouTube videos. 00:56:34.559 --> 00:56:37.119 I have a newbie program per se, if that makes sense. 00:56:37.440 --> 00:56:39.199 I appreciate you coming on, Tiffany. 00:56:39.280 --> 00:56:56.960 I hope my listeners got a little bit of what you're doing because there's a lot packed in there and then just an hour and they reach out to the resultsdriven rei.com for 27 bucks to even just have a little bit of knowledge on it, as even the real estate agents that are doing this, to have a little bit of knowledge that's out there. 00:56:57.119 --> 00:57:02.239 You're ready to kick them off and get started right away in this those first four weeks there. 00:57:02.480 --> 00:57:02.880 Yep. 00:57:03.039 --> 00:57:04.559 You can find it on our website. 00:57:04.719 --> 00:57:11.599 We also have workshops every month here in Columbus if you're really one of those decision makers that likes to take fast action and really get after it. 00:57:11.760 --> 00:57:14.320 But yeah, I also have a results-driven podcast. 00:57:14.639 --> 00:57:24.639 And on the podcast, I try to keep it to like 15, 20 minute max episodes where it's very tactical and you can execute it live in your business today. 00:57:24.960 --> 00:57:42.719 So you're giving real live tactics that you guys are actually implementing yourself, things that you've run into, because real estate, we know every transaction is a little bit different than the last one, and how you guys are getting around and working with obviously not only yourselves, but the people you're coaching as well. 00:57:42.960 --> 00:57:43.280 Yep. 00:57:43.360 --> 00:57:43.599 Yep. 00:57:43.840 --> 00:57:45.039 Tiffany, I appreciate you. 00:57:45.280 --> 00:57:45.679 Awesome. 00:57:45.760 --> 00:57:47.360 I thanks for having me on. 00:57:48.320 --> 00:57:52.159 This episode has come to an end, but your journey continues. 00:57:52.400 --> 00:57:55.599 Subscribe to the podcast so you never miss an episode. 00:57:55.760 --> 00:58:01.679 If you want direct help from us, join our free community by visiting the results driven podcast dot com. 00:58:01.920 --> 00:58:05.360 That's the results driven podcast.com. 00:58:05.519 --> 00:58:07.920 We'll see you next time on the results driven podcast. 00:58:08.159 --> 00:58:11.119 We'll see you next time on the results driven podcast.