Posted on: October 17, 2019

Looking for a business that provides total freedom and flexibility while allowing you to earn as much as $400,000 a year? Virtual wholesaling might be perfect for you!

In the virtual wholesaling arena, Lauren Hardy is a total rockstar. The doting mom of two is currently crushing the virtual wholesaling market and is earning an average of $10,000 per deal!

After having two kids, she realised she wanted to have more freedom and spend more time with her family. Wholesaling virtually gave her the freedom she was looking for. Not only that, it also gave her income a massive boost.

In today’s show, Lauren candidly shared the processes, mindset, and techniques that has helped her successfully dominate the virtual wholesaling market. If getting into virtual wholesaling is something you are considering, you just can’t afford to miss today’s episode!

Key Takeaways

  • What prompted her to look into out-of-state markets
  • How she distinguishes herself and her offer from others
  • The importance of legitimacy in wholesaling
  • Why it pays to return calls from sellers within the same day
  • Important things one should know before venturing into a virtual market
  • Why it’s important to know the end buyer’s game
  • How she figures out what buyers are buying in a particular area
  • What “runners” are and where you can find them
  • What she wants to focus on moving forward
  • The benefits she enjoys with TTP (Talking to People)
  • What her average wholesale fee is
  • How people can reach out to her


If you are Ready to Explode Your Wholesaling Business, Click here to Book a Free Strategy Session with me right now!

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Episode Transcription

Brent Daniels: Welcome to the Wholesaling Inc podcast. I am your host, Brent Daniels, and if this is your first time stumbling across us, welcome. You are about to experience the absolute number one best wholesaling podcast on planet earth. And if you’re one of our loyal listeners, one of our rhino tribe members, welcome back. Thank you guys so much for all the love and support and most importantly, thank you so much for sharing the successes that you’re having out in the marketplace by just listening to this podcast, taking the instruction that you get from this podcast, and turning that into deals in your market.
We’ve talked about on this podcast a lot about wholesaling virtually, okay? What that means is basically you live somewhere, maybe it’s a major market, and this happens a lot. We talk to people that live in a major market and they feel like either because there’s big companies that have just huge marketing budgets, or it’s a place where there’s a different real estate seminar every single weekend, pumping new people into the industry. But for whatever reason, it’s easier for some people in some bigger markets to work in smaller markets or virtual markets that don’t have as much competition. Or maybe the deals are just easier, or they have a home base there that they can easily sell to a lot of their cash buyers.
Well, this is the perfect example. This interview that I’m going to have today is with Lauren Hardy. She is out of Orange County, California, but she virtual wholesales. Not only does she virtual wholesales, she’s done over 40 deals this year. This woman is somebody that you really want to take notes on because she is going to blow your mind with her processes, her mindset, and her ability to get deals. So with all that, I want to introduce the lovely Lauren Hardy. Say hello.

Lauren Hardy: Hey Brent, how you doing?

Brent Daniels: I am doing awesome. Welcome to the podcast. This is a while, Lauren and I have known each other for over two years. We’ve kind of, we’ve seen a lot of changes in each other’s businesses and this is exciting. It’s exciting to have you on here. So why don’t you give everybody a little bit of background of what’d you do before wholesaling? How’d you find it and what’s going on now?

Lauren Hardy: Awesome. Well, so a little bit about me. I started in more corporate real estate. I was working in commercial real estate, working for just different companies. It was definitely like the 8:00 to 5:00 grind and it was… Before I had a kid, it was totally fine. I could handle it. I thought, oh, I’m going to aspire to be a CEO of a company one day. And as soon as I had my daughter, that changed. I realized that it was so difficult. I was commuting an hour there, hour back, working. So basically I wouldn’t pick up my kid until like 6:00 at night.

Brent Daniels: Right.

Lauren Hardy: And I’d see her for like an hour, and then had to bathe her and put her to bed. So it was really tough. I wanted more freedom. At the time, my husband, I’m actually now a single mom, but at that time I was married and my husband had a corporate job too. Neither of us had any flexibility at all. And it was my goal, I didn’t care what I was going to do, I was going to have a more flexible career. And it could’ve been anything. I mean, I could have ran into anyone and said, “Hey, you should do this. This will make you money.” And I would’ve jumped on it.
It just so happened that my brother started flipping houses a couple years before me, and I thought, okay. I never thought to do what he did, but I was like, all right, well you have a cool schedule. Tell me about it. So that got me into flipping houses. I started with some courses. The Norris Group had a course and Mike Cantu had a really funny course, old school guys. These are some of the original educators of our time.

Brent Daniels: Yeah.

Lauren Hardy: Before it just blew up, and I listened to their courses. I said, “All right, I’m doing it. I went at it full speed. I started with direct mail, and so I started as a house flipper in the Southern California market. This was 2011, it was a lot easier at that time to flip houses based on where the market was. So I sent some mail, I got a deal. I think my first deal, the net profit was like $60,000. And I was like, this was so easy. I just made more money than I did it at my corporate job for a year, and I did this on my lunch break. Literally like an hour a day of calling sellers back, I made my salary.
So I was like, all right, let’s keep doing this. So I went with it for about a year. I worked both. I had my corporate job 8:00 to 5:00, and I would just on my lunch breaks talk to sellers, make offers. And I flipped like three houses that year. At that point, I was also pregnant while I was doing that with my second daughter. So I thought, okay, if I can make enough money where I have some in savings, I have my salary in savings. I’ll quit when I have her and I just won’t come back after maternity leave. So I did that. So that was my start.
I’d also like to say I started with no money. I did not need my ex husband, he did not have any money at all. I started with a credit card. So I had I think like an $11,000 balance or something on my credit card, or a limit on my credit card. And I was like, all right, here’s my investment.

Brent Daniels: Here’s my marketing budget, yeah.

Lauren Hardy: Here’s the marketing budget. Like let’s hope I can make this back. So yeah, I started with nothing. Started with a credit card and some education, and it evolved. So I went from doing those deals, I started dipping into wholesaling. I was wholesaling in Southern California. These are mainly flip projects, and it got tougher.

Brent Daniels: Yeah.

Lauren Hardy: It got harder. As the years went by, I was hearing from sellers, everyone, “Oh man, I get these postcards in the mail all the time and I’m talking to five different investors. And I have also these agents knocking on my door.” And I realized that I really live in a pretty difficult market. And you, in Southern California, you have to be really competitive to be able to make it here.

Brent Daniels: Right.

Lauren Hardy: And I think it’s great that I got my start there because I learned to be very competitive, and that has put me ahead in the virtual markets I’m in. But it’s very difficult when you’re in a market like Southern California, say LA, OC type market, very high priced. Everybody wants to live there. You’re not just competing with investors, you’re competing with just regular people who have cash. There’s Chinese investors that dump their money in California real estate. So just being able to say, “Oh, I’m a cash buyer and I could buy as is,” isn’t really that competitive.

Brent Daniels: Right.

Lauren Hardy: Cool, so are you and like a million other people. So give me the highest price you can, and that price is not something I can make money off of. So anyway, I read the writing on the wall and I decided to look into out of state markets. I have experience getting into three different out of state markets, all very different types of markets. So I feel like I have a very well rounded experience with working virtually in different types of markets.

Brent Daniels: Yeah.

Lauren Hardy: So that’s cool.

Brent Daniels: Well it’s really interesting, Lauren. You were talking about you have your daughter, you have your job. You have to pick her up at 6:00, you barely have time. And then you have another, your second daughter is coming and you’re like okay, we’ve got to figure this thing out. It’s really interesting to me. A lot of people put on their walls, or their dream boards or whatever, in their mind, the big house the car, the vacations. Not many people put on there freedom of schedule, right?

Lauren Hardy: Yeah.

Brent Daniels: You know what I mean?

Lauren Hardy: Oh for sure, yeah.

Brent Daniels: But I think if you ask a lot of the really, really, really successful people in whatever business, freedom schedule is number one. I mean, having that opportunity to decide, you look at your week and your month and everything. Look at this and decide what you’re going to do with it.

Lauren Hardy: Yeah.

Brent Daniels: Is a gift like no other. I am telling you, it is just absolutely incredible. And that’s what essentially you were able to allow yourself to do with these big flips as you were starting out. I mean, this is eight years ago. You’re doing this to 2011, getting this going and starting this process. And it’s absolutely incredible, and I agree with you. When you say, it’s interesting, on this podcast, many people say, we’ve said it a lot. “It’s collaboration, it’s not competition.” And you said, “I’m really competitive.” I think what you really mean there is, how do you distinguish yourself and your offer and your process of purchasing properties from somebody else, right?

Lauren Hardy: Right.

Brent Daniels: Because if you don’t distinguish it in a bigger market, if you’re just cash as is and pay the closing cost.

Lauren Hardy: Right.

Brent Daniels: You’re going to get beat by a drum because there’s always going to be somebody like the Chinese or somebody else or some big company. Or somebody that wants to just live there that has cash. They’ve made a boatload of money in their career and they’re tired of living in Wisconsin, and now they want to live in Orange County. You know what I mean? So there is a big… I think that that’s what you meant by competition, is that right?

Lauren Hardy: Yes, that is exactly what I meant by competitive. It’s not like, oh, I’m looking over my shoulder.

Brent Daniels: Right.

Lauren Hardy: It is, I have a website, business cards, letterhead. I mean, polished. Everything about me is… we look like a real company.

Brent Daniels: Yeah, legitimacy.

Lauren Hardy: Legitimacy, right. Sellers want to know you’re a real… you’re the real deal. I have a list, a new thing I do, I’ve been doing, is sending a list of the 2019 purchases we’ve done to just establish credibility.

Brent Daniels: Yep.

Lauren Hardy: So you definitely, to be competitive, and the number one thing that, my God, so many people do not do, is answer your phone or call sellers back within the same day.

Brent Daniels: Yep.

Lauren Hardy: Sellers will call and I have heard from so many sellers that they say, “Well, I called these other companies, but I still haven’t heard back. But you called me right back.”

Brent Daniels: Yep, incredible.

Lauren Hardy: Right?

Brent Daniels: That’s like business 101.

Lauren Hardy: I mean, they can leave a voicemail. It’s not a big deal that you didn’t answer the call live, but just call them back. Send them a text.

Brent Daniels: Yep.

Lauren Hardy: Be available, so that’s what I mean.

Brent Daniels: So then you decided you’re going to go to… where’d you go, Nashville?

Lauren Hardy: Nashville.

Brent Daniels: Oklahoma City.

Lauren Hardy: Mm-hmm (affirmative), and Tulsa.

Brent Daniels: And Tulsa.

Lauren Hardy: Yeah.

Brent Daniels: Okay, and we won’t get into the why and how of how you selected it. But let’s talk about… let’s give some instruction here. If somebody is thinking about going into a virtual market, what do you think are the most important things that they should know before making that decision?

Lauren Hardy: Well, you should know what type of market it is. What is the main play there? What are the buyers doing?

Brent Daniels: Right.

Lauren Hardy: So if you’re going to be a wholesaler, you want to think, okay, what is the end buyer’s game? Are they flippers like in California? Are they developers like in Nashville, where they’re knocking homes down, building two in its place? Or is it a renter’s market? And that’s the type of market where it’s probably more lower price point market, and you’re getting a lot of multiunit buyers and hedge fund activity.

Brent Daniels: Yep.

Lauren Hardy: So I would say I think of it as the three end plays. And you want to figure out, what market do you want to play in? What pond do you want to play in? What do you want to do? Do you want to have where you’re maybe not doing volume, but when you do a deal it’s a big deal? And that would be more of a flipper or even better, a developer market. Or do you want more volume? Or maybe your wholesale fee is like $7000 to $10,000 each. But it’s coming much more frequently. You’re doing volume, you’re doing maybe five to 10 deals a month. What do you want to do?

Brent Daniels: Got it. I think that that’s crucial. It’s really interesting, Phoenix is not a great rental market, it’s just not. What I mean by that, and same with Orange County for probably the same reason, but basically the price versus what you get in rent is not going to make sense if you have traditional financing on it, right? It’s not going to cash flow the way it will if you can buy a property for let’s say $100,000 and it rents out for 1%, or $1000 or $1200. You could buy a house in your market probably for like $600,000 that rents for $3000 or something. You know what I mean? The numbers-

Lauren Hardy: Hey, I’ll give you an example. This house sold, that I’m in, $745,000. And I’m renting because I just sold my home for $3000 a month.

Brent Daniels: Right.

Lauren Hardy: Yeah, so…

Brent Daniels: There’s a great example. No, it is. So you guys, really, it’s really, really, important to determine when you’re going into a new market, who are the cash buyers? Because then you can start catering, and then you can start your cash buyer database.

Lauren Hardy: Right.

Brent Daniels: And know where they’re at and where their attention is at, and how to market them.

Lauren Hardy: Right.

Brent Daniels: If you’re sending, “Hey, fix and flip these houses,” when it’s a primarily rental cash buyer, it’s going to fly under the radar. But if you’re talking about all the rental, all of the metrics when it comes to owning a rental, and you can communicate that effectively, you’re going to sell those properties easier.

Lauren Hardy: 100%, and I do think when you’re looking into a virtual market or really if you’re just looking to wholesale in your own market, you need to sort of reverse engineer it by going, what are the buyers buying? What prices are they buying at?

Brent Daniels: Love it.

Lauren Hardy: Because then you know what type of sellers to target and you know what types of offers to give out. Because if you’re giving, and I’ll tell you I did that in Oklahoma City at first. I was giving flipper type offers out.

Brent Daniels: Yep.

Lauren Hardy: And realizing that no, the name of the game is renters, rentals. So I didn’t really know to look at, what could this generate in rent and where do people really want to buy at? If it, say it generates $1000, where would they want to be for this type of property? So I wasted a lot of time giving these flip type offers for a while.

Brent Daniels: Yep, yep.

Lauren Hardy: Sellers were like, “No, that’s too low, that’s too low.” And so I later, after speaking with other buyers and also other wholesalers, I realized, okay, I’m offering too low.

Brent Daniels: Yep.

Lauren Hardy: I’m not making the right type of offer.

Brent Daniels: Do you think that’s the best way to do your due diligence when you’re looking at a market? Do you think it’s just speaking with people that are being successful in there, and seeing what’s working for them? Or are you relying on data from certain data providers that show you cash buyers and what they’re buying? How do you know? You talked about reverse engineering. How do you know what buyers are buying in that area?

Lauren Hardy: So that is a great question. You can use a method of both, of talking to people and also using data providers. So I use ListSource. I’ll say ListSource quite a bit here.

Brent Daniels: Sure.

Lauren Hardy: And I will pull a list on ListSource. First thing I want to know is in, within the county or just the metro area of that county, is there at least a million people in the population? If there’s not a million in at least the metro, not necessarily within the county but if they call… Oklahoma City has Oklahoma City Metro.

Brent Daniels: Yeah.

Lauren Hardy: It might be a market that’s a little small. Try to get to at least a million.

Brent Daniels: Okay.

Lauren Hardy: What I’ve found is then I just run out of people to market to quicker.

Brent Daniels: Yeah.

Lauren Hardy: So I start with population and then I go, okay, how many absentee owned purchases are there? Well, we figure that out by going to ListSource and that’s super easy. Just look at, you can pull a list of absentee purchases within the last six months. And what’s that number look like? Is it 300 out of… and then you kind of look at the population and you’re like, “It’s only 300, that seems low.” Or is it like 1200, or is it like 5000? And that kind of gauges how much activity is going on in that area.

Brent Daniels: Yep.

Lauren Hardy: If you want to take it a next step, you buy that list and then you look at the buyers. And you organize the list by zip codes and you say, “Okay.” Actually, in ListSource, you don’t have to buy the list to do this, but there is a way to look at the zip codes and figure out who’s buying or how many purchases are in each zip code.

Brent Daniels: Right.

Lauren Hardy: For another day.

Brent Daniels: Yep.

Lauren Hardy: But looking at the main zip codes going, okay, they’re all central in this area. Stay out of that area. And you kind of figure out where are the areas people are buying. And ListSource, you could even pull square footage of the property. These are extras, you have to add them in. But you can pull detailed property data and then you can sort of see, what prices are they buying at? And that all, all that data, it helps you reverse engineer and get a plan and decide if this is the place for you. Other things that help are then speaking to people there. So go on Facebook.

Brent Daniels: Yep.

Lauren Hardy: Find the local RIA’s Facebook forum. Get on Wholesale Inc and say, “Hey, is there any wholesalers out in Minneapolis?” For example. And talk to people and ask them, “How many deals are you doing?” And if you say, “Is it competitive?” Everybody is going to say it’s competitive, okay? Across the board, I’ve heard that a million times. So that question is almost irrelevant.

Brent Daniels: Right.

Lauren Hardy: But talking to people, “Okay, what kind of buyers do you sell to?” And from there, once you really feel like you’ve got a market you really like, I would suggest getting another wholesaler that’s decently active in the area, and that you can give your leads to, and you guys split the wholesale fee if they’re able to move the deal.

Brent Daniels: Got it.

Lauren Hardy: When you’re starting a virtual market, the best… don’t even waste any time. Just find a partner.

Brent Daniels: Yeah.

Lauren Hardy: You can maybe have two if you want, maybe three. I know people that have had multiple. And negotiate how it’s going to work, how the relationship is going to work and say, “Listen, I’m just getting into wholesale virtual wholesaling. The benefits to you is I’m just going to give you contracts. When I get a contract, here you go, and you, it’s free money. You send it out to your buyers list, call some buyers, try to lock it up.” They’ll also be responsible for taking photos of the property, meeting the seller face to face and saying, “Oh yeah, I work with Lauren.”

Brent Daniels: Yeah.

Lauren Hardy: Kind of play it out so that it looks cohesive to the seller. And from there, I usually negotiate a 70/30 split. I get 70 because of my marketing budget.

Brent Daniels: Sure, yeah.

Lauren Hardy: So that pays for the marketing for the deal. So for them it’s free money and then I always say upfront, I say, “Listen, let’s get this out of the way. Because there’s probably going to be a point where we’re not going to work anymore, because I’ve gotten familiar with the market. I built my own buyers list. I might even hire an employee or whatever, and I just want to put it out there that this isn’t like a forever thing. But it’s probably good for $25,000 this year for you, or more.”

Brent Daniels: Yeah.

Lauren Hardy: “Depending on how long you work and how much you sell, and how well we do.” So usually they won’t turn that away. I always tell people I put on my marketing, “Go ahead, send this to your buyers if you want and add your fee on top. Or we’ll work a split if you want.” So most people will be totally stoked to do that with you.

Brent Daniels: 100%.

Lauren Hardy: I’ve never had anybody…

Brent Daniels: Yeah.

Lauren Hardy: Yeah, I’ve never had anyone say “No” to that, and-

Brent Daniels: Yeah. When people approach us to help them sell the deals, if they were to tell me 30% I’d be like, “Oh, all day.”

Lauren Hardy: Yeah.

Brent Daniels: Yeah. I mean yeah, because I know my… I know Billy Bell, my disposition manager, is going to sell it for the most possible.

Lauren Hardy: Great.

Brent Daniels: And I know that we’re going to get more than they ever expected, so it’s a no brainer. You know what I mean? All day long. And we’ve got a robust and healthy buyer base, so it just makes sense.

Lauren Hardy: Yeah, yeah. Really, it’s a great relationship for them, so I would say you start there. But on the back end, you are working towards having your own buyers list.

Brent Daniels: Yeah.

Lauren Hardy: And your own presence there. And that is what I did. I eventually worked my own buyers list. I worked to have my own presence there, and I organically was able to afford having a full-time employee there. You don’t even have to get a full-time employee, you can get what I… I like to call them runners. So a runner is just someone to run errands for you.

Brent Daniels: Yeah.

Lauren Hardy: They look nice, they’re presentable. They meet sellers. Say a seller is elderly and doesn’t have internet, then so they need to drop off a contract. They go run that errand, drop off a contract, you pay them $15, $20 bucks an hour. And a person, if they’re good enough, that might end up being where they’re kind of your all around boots on ground.

Brent Daniels: Yep.

Lauren Hardy: Person. And people like that, you can find them on Craigslist or I forget that other one I used. One of those job boards, or realtors. A realtor who is kind of struggling a little bit.

Brent Daniels: Yeah.

Lauren Hardy: And they’re just getting started in real estate, they could use the extra money and work for you five hours a week, 10 hours a week. That’s a perfect person to be a runner for you.

Brent Daniels: Incredible, I love it.

Lauren Hardy: Yeah.

Brent Daniels: It’s interesting that you mentioned finding those boots on the ground guys or those runners on on Craigslist. What we’ve been doing, because we do a lot of land deals too.

Lauren Hardy: Yeah.

Brent Daniels: Is we put a post for like $50 to $70 on Craigslist and some of these, I mean people, we get a ton of messages. And we look through the ones, and then we find somebody that we really like that looks reliable, that has… gives us a little bit of background. And we send these people to go pick up contracts, we send them to…

Lauren Hardy: Yeah.

Brent Daniels: Just go and be friendly to the sellers, and they’re great. These are just natural gregarious people that are expressive out there, that love everybody, and it works out really well. And it’s $70, you know what I mean?

Lauren Hardy: Yeah, absolutely.

Brent Daniels: It’s crazy what you can get. And then if you get somebody like that on your staff that can work with you if you’re in a virtual market, then you’ve got boots on the ground to where you can run everything virtually, which is incredible. But one thing I want to… I want to switch tracks a little bit here. Because one of the things that I really like about your business mind, and this is for everybody out there, is Lauren uses what works. She looks for what works and if something doesn’t work, she gets rid of it and replaces it with what works. So we talked two and a half years ago about TTP. You were doing mail, you were crushing with mail. You were doing other things, you were crushing it. And then about a year and a half ago, you came and you’re like, “Okay, it’s time to TTP.” And since then, I mean, it’s been… it’s worked out unbelievable for you, right?

Lauren Hardy: 100%, yeah. And it’s what I wanted to focus on going forward. I have a really… it’s funny, I actually have, I used to buy direct mail. I would buy postcards in bulk to save money. I have I think like 90,000 postcards just waiting at my postcard company for the last year.

Brent Daniels: Yeah.

Lauren Hardy: And this credit balance. And they keep bugging me, “When do you want to send them? When do you want to send them?” And I’m like, “I don’t want to honestly, because I still have to pay for postage.”

Brent Daniels: Yep.

Lauren Hardy: And it’s so expensive and I’m making… I’m doing better with TTP. I mean, honestly, the cost per deal is much better.

Brent Daniels: Yep.

Lauren Hardy: So yeah, I think the benefits with… what I felt like with TTP was you’re not just waiting around for a seller to come to you. It really is just, it’s nice to be more proactive instead of reactive. I always use the example of me. For example, right now I’m looking to paint this place. I just rented this place and it’s this awful green color, which you can see behind me. And I’ve wanted to paint, I’ve been wanting to paint. I keep like kind of calling different painters, and the one guy I usually use, he quoted me too much. And I was like, “Can’t just a painter just come up to me right now?” Because if they did, I probably would’ve jumped on it. If they gave a reasonable price, jumped on it faster. But I kind of just gave up.

Brent Daniels: Yeah.

Lauren Hardy: And was like, “I didn’t like Ed’s price. I don’t feel like call on anyone really.” If somebody came up to me and was like, “Hey, by the way, I’m painting houses in the neighborhood. I’ll offer you a good deal.” I would’ve been like, “Yeah, come this weekend.” But I just haven’t because I’m busy.

Brent Daniels: Right.

Lauren Hardy: And that’s how sellers are. A lot of sellers have it in their mind to sell a property. It’s either sitting vacant or they have this horrible tenant in it, or they have a freeloading family member and it’s really awkward, and they don’t want to kick the person out, but they kind of need the money. And then it’s like, they just get this call. And it’s like, “Oh, actually yeah. You know what?” And then they can tell their freeloading family member, “I wasn’t thinking of selling, but she called me.”

Brent Daniels: Yep.

Lauren Hardy: “And she’s buying houses in the area.” So it’s like, it creates deals out of thin air really.

Brent Daniels: Yep, it does.

Lauren Hardy: So I like it.

Brent Daniels: Yeah.

Lauren Hardy: I’m a fan.

Brent Daniels: I’m a big fan, so let’s dig in. You’ve done 40 deals this year. Is there one specifically that stands out that we can talk about and break down on this? Because it’s real important to break down actual results. Do you have one that kind of sticks out that we can ring this bell and make everybody excited and really understand how this works in real life?

Lauren Hardy: Oh God. When you do that many, I don’t feel like I have one that stands out.

Brent Daniels: Of the 40 that you’ve done.

Lauren Hardy: Right.

Brent Daniels: What income does that equate to you so far this year?

Lauren Hardy: Let me look. I’m like, “Let me look.” [crosstalk 00:27:42]

Brent Daniels: Putting you on the spot. That’s just-

Lauren Hardy: Let’s just say, you’re putting me on the spot, but my average wholesale fee is about $10,000.

Brent Daniels: Okay, so $400,000 this year.

Lauren Hardy: Well, so gross. Yeah, gross.

Brent Daniels: I get it.

Lauren Hardy: I don’t-

Brent Daniels: But I mean, your business from picking up the phone and talking to people is about $400,000.

Lauren Hardy: Right, yeah.

Brent Daniels: I was just trying to… I just wanted to ring the bell. So I was just trying to get you to the point where you would give me something to ring the bell.

Lauren Hardy: You wanted to ring the bell, okay. Yeah, no, I’ve sold 40. I’m like, I don’t know a specific one that stood out. Because it’s just a bunch of junk now.

Brent Daniels: That’s because you’re virtual.

Lauren Hardy: No, don’t say that.

Brent Daniels: You virtual guys are so crazy.

Lauren Hardy: Yeah.

Brent Daniels: It’s just checks in your account. You don’t even know where these properties were or what the deal was with list.

Lauren Hardy: I actually, I do stay pretty uninvolved too. I have acquisition side and disposition, so I’m in charge. My job is just marketing and networking and seeing what works. So I spend a lot of my time just talking to guys like you.

Brent Daniels: Yeah.

Lauren Hardy: “Hey guys, what’s working for you now?” And then implementing it in my business, and then checking the results and making sure my acquisitions team is actually working, working the leads I’m bringing in. Looking at the leads that come in. How many do we have? I’m just doing KPIs all day. That’s my job, so yeah.

Brent Daniels: So if somebody wants to reach out to you, is it better to send you a message through Instagram or something? How do people follow you?

Lauren Hardy: Honestly, I’m on Instagram so you can DM me. It’s ThisMomFlips, and or you can email me. I don’t know if you do show notes, or what do you do there?

Brent Daniels: Yeah, yeah. We do show notes. What’s your email?

Lauren Hardy: Yeah, emailing me is good too., that stands for This Mom Flips.

Brent Daniels: I love that.

Lauren Hardy: So yeah, come to talk to me and I’d love to chat.

Brent Daniels: And you’re a single mom of two little girls.

Lauren Hardy: Yeah, six and eight, so…

Brent Daniels: So I mean, having your schedule available is number one.

Lauren Hardy: 100%, and it’s great. I mean, I can pick them up after school and that’s what I do. That was a big thing for me growing up. My mom worked corporate world and I never saw her. And I thought, God, I got to do it different. I got to be able to pick up my kids from school. So it’s really, it’s an honor. It’s great to be able to pick up the kids from school, and this business has afforded me that.

Brent Daniels: Yep.

Lauren Hardy: I’ll say this business isn’t always easy. It’s very tough and people underestimate that, but and it’s stressful. There’s definite stresses, but just the fact that freedom of schedule, that was… that’s always been my motivation. That is still, it’s still in front of me. You could work for a company, it’s always there. I keep that in my head. If you don’t hustle today, you’re going to have to get a job.

Brent Daniels: Yep.

Lauren Hardy: You don’t want to do that, right?

Brent Daniels: Right.

Lauren Hardy: So keep working. Yeah, so…

Brent Daniels: Incredible, incredible. Well, thank you Lauren for joining us. Reach out to her if you guys are thinking about virtual strategy, or if you’re in the Orange County area, definitely reach out. She is a phenomenal resource. And for all you crazy proactive people out there that is looking to join the most proactive group in real estate investing, it is the TTP program. Go to Check out the page and see what the program is about. Go check out all the testimonials. If it feels good in your gut, sign up for a call. Join Lauren and so many other incredible professionals around the country that have implemented TTP in their business and been wildly successful. So check that out. Lauren, thank you again for joining us. Say goodbye to everybody.

Lauren Hardy: Bye. Thanks for having me, Brent.

Brent Daniels: You got it. And everybody out there, thank you for listening and I encourage you always to talk to people. Till next time, love you. See you.

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